"Value-Based Partnerships: Aligning Your Family Business with Clients Who Appreciate You,"
Session 1: Discovering Your Core Values and Unique Value Proposition
Duration: 1 Hour
Objectives:
- To articulate the core values that underpin the family business.
- To define the unique value proposition (UVP) that sets the business apart.
Agenda:
- Introduction (10 mins): Welcome and workshop overview. Outline the importance of core values and a UVP in attracting the right clients.
- Identifying Core Values (20 mins): Interactive exercises to help participants identify and articulate their business's core values.
- Crafting Your UVP (20 mins): Guidance on how to translate these core values into a compelling UVP.
- Group Discussion (10 mins): Share insights and feedback on the UVP creation process.
Session 2: Understanding and Attracting Your Ideal Client
Duration: 1 Hour
Objectives:
- To create a detailed profile of the ideal client.
- To understand how to communicate effectively with potential clients who align with the business's values.
Agenda:
- Recap and Introduction (10 mins): Quick recap of Session 1 and introduction to identifying and attracting the ideal client.
- Profiling Your Ideal Client (20 mins): Activities to define the ideal client, including their needs, preferences, and how they align with the business’s values.
- Communication Strategies (20 mins): Developing messaging strategies that resonate with the ideal client.
- Interactive Role-Play (10 mins): Practice communicating your UVP to a 'client' in a role-play scenario.
Session 3: Building Strong, Value-Based Client Relationships
Duration: 1 Hour
Objectives:
- To explore strategies for nurturing long-term client relationships.
- To understand the impact of strong relationships on business growth and client retention.
Agenda:
- Recap and Introduction (10 mins): Recap of the first two sessions and introduction to the importance of building strong relationships.
- Strategies for Relationship Building (25 mins): Presentation and discussion on methods for creating and maintaining strong client relationships.
- Case Studies (15 mins): Review of real-life success stories from family businesses that have successfully cultivated value-based partnerships.
- Q&A and Group Discussion (10 mins): Open floor for questions and sharing of personal experiences in relationship building.
Session 4: Value-Based Pricing and Closing with Confidence
Duration: 1 Hour
Objectives:
- To master value-based pricing strategies.
- To learn closing techniques that reinforce the value proposition and respect the business's core values.
Agenda:
- Recap and Introduction (10 mins): Quick recap of the previous sessions and the importance of value-based pricing.
- Value-Based Pricing Strategies (20 mins): Workshop on how to set prices based on the value delivered rather than the cost incurred.
- Closing Techniques (20 mins): Techniques and tips for closing sales in a way that aligns with the business's values and respects the client's needs.
- Wrap-Up and Next Steps (10 mins): Review key takeaways from the workshop and discuss action plans to implement the strategies learned.
