Plan, market and sell services in active leisure environments
Overview
This standard is about individuals working on a freelance basis or in a context where they are expected to generate business within the active leisure industry, therefore requiring more than just technical skills.
The main outcomes of this standard are:
- plan your marketing and sales strategy
- promote your services
- sell your services directly to individuals
- follow up marketing and individual enquiries
This standard is for freelance individuals or employed staff who have to market and sell their services to prospective individuals in the active leisure environment.
Performance criteria
You must be able to:
Plan your marketing and sales strategy
P1. plan your marketing and sales strategy
P2. research the market for your services
P3. identify services that will be attractive to individuals and/or organisations
P4. cost services at a level that will be affordable to individuals and/or organisations
P5. test these services with individuals and/or organisations
P6. seek feedback from individuals and/or organisations
P7. set SMART sales targets
P8. establish objectives and sales targets
Promote your service
P9. identify and target individuals and/or organisations using a selection of methods
P10. present your services so that they are attractive to individuals and/or organisations
P11. make sure individuals and/or organisations are made aware of your services
P12. promote the value and benefits of your services
P13. monitor the effectiveness of your marketing and sales strategy
P14. evaluate your marketing and sales strategy and make improvements
Sell your services directly to individuals
P15. undertake proactive selling
P16. offer and agree a service that meets both parties' needs
P17. agree terms with the individual and/or organisation
P18. make sure the individual and/or organisation is satisfied with the sale
P19. complete documentation in accordance with organisational requirements
Follow up marketing and individual enquiries
P20. follow up marketing and individual enquiries
P21. develop an individual service management system
P22. keep the individual service management system up to date
P23. keep in regular contact with existing individuals and/or organisations
P24. identify opportunities to obtain new business
P25. follow all legal and organisational procedures
Knowledge and Understanding
You need to know and understand:
Plan your marketing and sales strategy
K1. how to research the market for your services
K2. how to identify existing and new services that will be attractive to individuals and/or organisations
K3. how to cost services at levels that will be affordable to individuals and/or organisations
K4. methods of testing services
K5. how to develop SMART sales targets
K6. ways of evaluating the effectiveness of your marketing and sales strategy
K7. how to present a plan of your marketing and sales service
Promote your service
K8. methods of identifying and targeting individuals and/or organisations
K9. ways of presenting your services so that they will be attractive to individuals and/or organisations
K10. how to ensure individuals and/or organisations are aware of your services
K11. how to convince individuals and/or organisations of the value and benefits of your services
K12. systems of tracking marketing and sales
K13. ways of comparing targets
K14. methods of evaluating your marketing and sales strategy
Sell your services directly to individuals
K15. different selling techniques
K16. how to offer and agree a service that meets both parties' needs
K17. why it is important to agree terms and conditions with the individual and/or organisation prior to a sale
K18. how to ensure the individual and/or organisation is satisfied with the sale
K19. how to complete the sales documentation in accordance with organisational requirements
Follow up marketing and individual enquiries
K20. the features of an up-to-date individual service management system
K21. how to keep an individual service management system up to date
K22. how to keep in regular contact with existing individuals
K23. how to obtain new business
K24. the current legislation, guidelines, policies, procedures and protocols which are relevant to your work practice and to which you must adhere
Scope/range
Scope Performance
Research
- identify existing and new trends in the industry
- analyse your own strengths and weaknesses
- identify your competitors
- analyse the strengths and weaknesses of your competitors
- identify the types of individuals and or organisations who might be interested in your services
- identify the benefits that individuals and or organisations are looking for
Methods
- personally
- through other people
- through advertising materials
- via social media
- Present your services
- talking to people directly
- using printed materials
- electronically
- via social media
Scope Knowledge
Systems of tracking
1. manual or hand-written
2. IT-based
Selling techniques
1. reactive
2. proactive
Individual service management system
1. off the peg
2. bespoke
Values
Behaviours
Skills
Glossary
Individual service management system
A system that ensures customers' records are kept in a manageable and accessible format, which allows you to build better relationships with customers.
Proactive Selling
Also known as 'active' selling. Proactive selling is taking the initiative and acting first, instead of responding to outside events and situations. It means taking control of the whole selling process, from initiation to conclusion.
Links To Other NOS
This standard links with SKAODP3