WCW 2015

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WCW 2015

  1. 1. www.jared-davis.com/what2016.htm
  2. 2. It’s not WHAT you sell, It’s HOW you sell it!
  3. 3. What do YOU want?
  4. 4. What You Want What the Customer Wants SELLING BUYING
  5. 5. Frames Frames SELLING BUYING
  6. 6. Frames A Solution A Story A Brand Peace of Mind An Emotional Fix An Experience SELLING BUYING
  7. 7. A Solution A Story A Brand Peace of Mind An Emotional Fix An Experience SELLING BUYING
  8. 8. A Solution A Story A Brand Peace of Mind An Emotional Fix An Experience SELLING BUYING
  9. 9. Other Solutions?
  10. 10. What is the customer REALLY buying?
  11. 11. Know what you are selling.
  12. 12. Know what they are buying!
  13. 13. Customers buy SOLUTIONS!
  14. 14. Don’t Sell Frames – Sell SOLUTIONS!
  15. 15. “Hi, So what do you want?”
  16. 16. “If you give them what they want, they may not want what they get!” Mark Heydon, Creative Framers
  17. 17. Ask SKILLFUL Questions
  18. 18. Ask OPEN Questions
  19. 19. “This looks interesting! So what’s the story about this?”
  20. 20. “So WHY do you want to frame this?”
  21. 21. LISTEN…
  22. 22. Take CONTROL and LEAD
  23. 23. People are SELFISH
  24. 24. WIIFM
  25. 25. customer
  26. 26. 1. MY BUSINESS Comes 1st 2. Customers Come 2nd
  27. 27. customer
  28. 28. 1. CUSTOMERS Come 1st 2. My Business Comes 2nd
  29. 29. Ask yourself: How do I get customers to buy what I am selling?
  30. 30. The answer is simple: You sell what THEY want to buy!
  31. 31. Outside - In
  32. 32. “Start with the customer experience and work back toward the technology – NOT the other way around.” Steve Jobs
  33. 33. Ask yourself: How does my customer FEEL about ME?
  34. 34. Ask yourself: How does my customer FEEL about MY BUSINESS?
  35. 35. Ask yourself: How does my customer FEEL about MY PRODUCTS?
  36. 36. Ask yourself: How does my customer FEEL about MY EXPERIENCE?
  37. 37. Do you REALLY have Customer Focus?
  38. 38. Parking?
  39. 39. Counter?
  40. 40. Stools?
  41. 41. Moulding Samples?
  42. 42. Matboard Samples?
  43. 43. Music?
  44. 44. Waiting Chairs?
  45. 45. Name Badge? Jared Davis Design Consultant
  46. 46. Aroma?
  47. 47. Children?
  48. 48. Business Hours?
  49. 49. Candy?
  50. 50. Amex?
  51. 51. Lighting?
  52. 52. “Customer Genius” By Peter Fisk
  53. 53. Your business is their LIFE!
  54. 54. It’s not business It’s PERSONAL!
  55. 55. Treat customers like FAMILY!
  56. 56. Customers = PEOPLE!
  57. 57. Great “People” Experience = Genuine Business Success
  58. 58. It’s not what you make or do… It’s how you MAKE THEM FEEL
  59. 59. Great Customer Experience = EMOTIONAL Connection
  60. 60. Why Pay More?
  61. 61. A $500 haircut FEELS like a $500 haircut!
  62. 62. Emotional Math: How they FEEL ∝ How much they’ll SPEND
  63. 63. It’s not WHAT you sell, It’s HOW you sell it!
  64. 64. “Lovemarks: the future beyond brands” By Kevin Roberts
  65. 65. LOVE is the most powerful emotion!
  66. 66. People FLIRT with buying
  67. 67. ELIMINATE Reasons NOT to buy…
  68. 68. “Why We Buy” By Paco Underhill
  69. 69. buy differently
  70. 70. Shop Faster
  71. 71. Hunters
  72. 72. Gatherers
  73. 73. Won’t ask for help
  74. 74. Shop for function
  75. 75. Meaningful Inspiration
  76. 76. Recreation
  77. 77. Clean & Neat
  78. 78. Curves
  79. 79. Straight Lines
  80. 80. Security
  81. 81. Comfort
  82. 82. Space
  83. 83. Respect
  84. 84. “Work With Me” By Dr John Gray
  85. 85. Control 80% of buying decisions
  86. 86. Will tell 32 people
  87. 87. Will tell 3 people
  88. 88. Market both good & bad
  89. 89. Can make or break your business!
  90. 90. 1.
  91. 91. People want GREAT SERVICE! 2.
  92. 92. People want something DIFFERENT! 3.
  93. 93. People want VALUE FOR MONEY! 4.
  94. 94. Cheap?
  95. 95. Cost Need Quality VFM
  96. 96. Value For Money
  97. 97. “..and that was worth every cent!”
  98. 98. People want CHOICES! 5.
  99. 99. People want SOLUTIONS! 6.
  100. 100. Deliver a COMPLETE Solution!
  101. 101. People want an EXPERIENCE! 7.
  102. 102. People want to hear YES! 8.
  103. 103. Unreasonable Customers?
  104. 104. People like to BUY! 9.
  105. 105. Shopping = ENTERTAINMENT!
  106. 106. People want to be INSPIRED! 10 .
  107. 107. People just want to FEEL GOOD about themselves! 1.
  108. 108. Emotional Math: How they FEEL ∝ How much they’ll SPEND
  109. 109. People won’t always remember what you said or did… but they will remember how you made them FEEL!
  110. 110. They’re not YOUR customers; You’re THEIR framer!
  111. 111. www.jared-davis.com/what2016.htm
  112. 112. Concepts, images & photos courtesy of – Abacus Framing, Melbourne Art Land, Brisbane Arts Edge, Perth Artworks 22, Brisbane Bottomley Picture Framing, Melbourne Creative Framing, Melbourne Fix A Frame, Brisbane Frame By Frame, Victoria Frame - Oz Images, Cairns Frame Up, Melbourne FrameWorks, Cincinatti Framing Matters, Canberra Framing Nook, Alberta Framecor, Perth FrameMakers Powell, Ohio Hornsby Framing, Sydney Masterpiece Framing, Chicago Merlin Framemakers, Singapore Nielsen Bainbridge, USA Spectrum Art of Framing, Brisbane Willoughby Framing, Sydney www.jared-davis.com/what2016.htm
  113. 113. Don’t miss my other classes for 2016! Advanced Features of Gunnar GMC Software Tuesday Morning 9:00am – 11:00am Guerrilla Selling Techniques Monday Afternoon 3:30pm – 5:30pm

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