Creating a Business Strategy: 10 Steps to Develop a Sales Plan
STEP 1 OF Sales Plan when Creating a Business Strategy
In college, I took a Sales course for Creating a Business Strategy’s sales plan, and the project I chose to do was aimed towards Dental Offices Business Strategy. It’s always been important for me to break down barriers to care, so I figured this would be a great way to help Dental Offices and bring in more patients.
The idea was to create websites for Dental offices that had outdated websites.
STEP 2 OF Sales Plan when Creating a Business Strategy:
CHECK OUT THE COMPETITION AND DO YOUR RESEARCH
After looking at the competition, I became a little hesitant to stick to my original idea because there are so many websites out there already offering Dentists, the same sort of thing with their outdated site.
My three main competitors are offering
- Website Creation,
- SEO analyzation,
- educational videos,
- 24/7 support,
- reputation monitoring, social network support
- Business Strategy and
- customer retention and marketing help
STEP 3 OF Sales Plan when Creating a Business Strategy
ASK YOURSELF IF THE MARKET IS TOO SATURATED
This information really scared me because I don’t have most of the knowledge and skills compared to my top three competitors with SEO analyzation, AdWords, etc.
After thinking about competing with these companies as well as considering the skills/ knowledge we do have, we have decided that it might be best to try to create something that isn’t on the market yet.
STEP 4 Of Sales Plan when Creating a Business Strategy
FIND A NICHE MARKET THAT IS NOT AS SATURATED
Our idea was to sell virtual Website Portfolios to Dental Hygienists/Dentists that are just graduating from school in order to help them become more marketable to future employers.
When I first got out of Dental Hygiene school, it was really difficult to land a job because I didn’t have any experience and didn’t have any word of mouth references. The market was saturated, and every time I handed over my resume, they would let me know there was nothing available.
There are so many private Dental Hygiene schools opening up producing more and more Hygienists, but there have not been any new Dental Schools that opened up. This is a double edge sword because the market for Dental Hygienists will be more saturated.
Since Dental Hygienist’s will have more competition than ever before, it will be really important for New Grads to stand out among the rest of their peers when searching for a job.
STEP 5 Of Sales Plan when Creating a Business Strategy
FIND THE PAIN POINTS FOR YOUR TARGET AUDIENCE
I’ve heard stories of Dentists getting at least 50 resumes from Dental Hygienist’s per day, so this type of product will be very useful to the “new grad” to stand out among their peers.
STEP 6 OF Sales Plan when Creating a Business Strategy
LIST THE BENEFITS OF YOUR PRODUCT AND WHY THEY CAN’T LIVE WITHOUT YOUR PRODUCTS
The DDS and the office will get a very good impression of the new grad before they even meet which will help them get working interviews.
There will be Dental Hygienists that will be able to open up their own practices with the evolution of the RDHAP program, and these Dental Hygienists will also need
a website/portfolio to help them build credibility with their peers, other Dentist’s as well as their new patients.
They will be starting their own business strategy’s for the first time in their lives, so they will need everything from a
- new logo,
- a new site
- professional image
- multiple positive reviews from previous patients on their new site would prove invaluable to this population of RDHAP’s because they would have credibility before getting started.
The type of business strategy that would work well for these Hygienists would allow them to
- showcase their own personal stories in the format of a blog,
- webpage would be customizable to each RDH/RDHAP/DDS,
- a link to their Angie’s List Reviews giving them credibility from their patients,
- their own Video’s,
- a personalized logo.
STEP 7 Of Sales Plan when Creating a Business Strategy
BE BETTER OR DIFFERENT FROM YOUR COMPETITOR?
Even though our business strategy would still be offering a product that is similar to our competitors, this idea offers each person in the Dental field their own personal branded identity and credibility which no other competitor offers.
STEP 8 OF Sales Plan when Creating a Business Strategy
UNDERSTAND YOUR COMPETITORS TARGET AUDIENCE AS WELL AS YOUR OWN
Most Dental site competitor’s business strategy offer plain Dental practice websites with a short blog about their Hygienist or Assistant because they are too broad and this is not enough to help brand the Dental office.
This would help to brand the individual, and I think this is really important in today’s world because of the increased competition compared to the past.
For each person, we would customize the portfolio to suit the brand they are looking to achieve and our goal would also to inspire theseyoung people to further their education which would allow us the opportunity to continue to grow with them.
We would be able to customize their brand over the lifetime of their career, and help them to showcase their accomplishments to their patients, peers, superiors as well as their families.
STEP 10 OF Sales Plan when Creating a Business Strategy
SHOW UP TO EVENTS IN YOUR MARKET
Showcase your market somewhere. For this business strategy, I would go to the following events to market:
- Dinner Parties,
- Continuing Education events
- Dental Office Parties
Here, we have the opportunity to showcase our product to potential customers, and they would eventually go online and see what our competition would have to offer.
Because our competitors deal with making websites and branding of Dental Offices, these interested potential customers will eventually see how our company is different.
They would do their research online, talk to their peers, teachers, etc. before calling for the proposal.
They would realize that
this service is unique
compared to our competitors because
we deal with branding them as individuals of their profession,
and would eventually ask for the proposal. Being in their shoes and understanding their dilemma after getting out of school, losing a job, etc., an open ended and high energy interview would be scheduled either online or in-person.
STEP 11 OF Sales Plan when Creating a Business Strategy
PREPARE THE “WOW” FACTOR
The interview would consist of a checklist of their interests about:
- their personal lives,
- social lives,
- professional likes,
- references of teachers,
- previous patients,
- products they enjoy,
- social media,
- videos they would be interested in creating for Patient Education,
- Angie’s List or Review source,
and then we would be able to customize their portfolio to their needs. This proposal would be very detailed, and walks them through each step of the process.
After they become really interested in the project,
they would become fascinated enough to discuss pricing plans, specific times that their portfolio would take to create as well as any other needs/concerns they would have.
BONUS ONE FOR YOU…
STEP 11 OF BUSINESS STRATEGY
DELIVER ON TIME AND DISCUSS UPSELL OPTIONS
After agreeing to the price and creation date of their portfolio, the web development team and the Logo Artist would get to work, and have it delivered on time.
Further discussions and updates to their liking would be handled in a timely fashion, and there would be 24-hour support available to them.
If they are a truly happy customer, their lifetime value would be very high. We would be able to be there for them during their whole career, so it would be really important to keep a good rapport with all of our customers.
- Page Speed Test – Make sure your site is running properly and you are providing a good experience to your users. It can be tricky, so you may have to hire a developer for this part
- Google Analytics – Sign up here to check out how many people are visiting your page so you can work on increasing that number.
- Google Plus Account – Have one of these to promote your post and boost your ranking on Google
- Google MyBusiness – Set up your business account to help people find you when searching for your business