Acquire New Customers

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Acquire New Customers

  1. 1. CUSTOMER NEEDS / REQUIREMENTS / DEMANDS WHY DOES CAMPBELL MAKE FOUR DIFFERENT KINDS OF ITALIAN SAUCES: BECAUSE THEY CAN?
  2. 2. MARKET Screw everybody else. This isn't FOCUS democracy; this is capitalism. Marketers should not fall into the PR- induced trap of attempting to make all the people generally happy all the time. Define who your target market is and do all in your power to inspire their love, belief and allegiance. KARL MARX
  3. 3. HOW TO SEGMENT A MARKET MARKET SEGMENTATION: IT‟S NOT ABOUT HOW DIFFERENT EACH GROUP IS, IT „S ABOUT HOW ALIKE EACH CUSTOMER IS. DEMOGRAPHICS ( AGE, GENDER, GEOGRAPHY) PROFITS | BEHAVIORS | BENEFITS
  4. 4. SECRET TO SELL AS THE MATTER OF FACT THE EARTH REVOLVES AROUND Nicolas Copernicus SUN ME!
  5. 5. CUSTOMER EXPERIENCE “DEAL WITH THE WORLD AS IT IS, NOT HOW YOU'D LIKE IT TO BE.” – Jack Welch
  6. 6. CASE STUDY: BLOCKBUSTER VS. Learning Planning Browsing Choosing Renting Viewing Returning Exception(Late Fee) 1 2 3 4 5 6 7 8 Learning Planning Browsing Choosing Renting Viewing Returning Exception(Late Fee) positive N N N N N N N M M NETFLIX Above the surface neutral customer experience M N MEDIA RENTAL COMPANY negative M Below the surface N customer experience M M M M Customers’ Responsibility M Blockbuster + Hollywood N Netflix
  7. 7. CUSTOMER RELATIONSHIP CYCLE AWARENESS BRANDING INVESTIGATION LEAD GENERATION / QUALIFICATION CONSIDERATION ? BIDDING / PROPOSAL PURCHASE NEGOTIATION / CLOSE USE FULFILLMENT SATISFACTION CUSTOMER SERVICE LOYALTY RETENTION & UP / CROSS SALE ADVOCACY WOM / REFERRAL Awareness Investigation Consideration Purchase Use Satisfaction Loyalty Advocacy Lead Bidding & Branding Negotiation & Fulfillment Customer Retention & WOM / Generation & Proposal Up / Cross sale Close Service Referral Qualification Pre-Purchase Purchase Post-Purchase
  8. 8. BETTER ALIGN OFFERINGS AND WAYS OF PRACTICAL EXAMPLE DOING BUSINESS SO THEY MATTER TO CUSTOMERS AND ARE HARD FOR COMPETITORS TO COPY.
  9. 9. THE PERSONAL TOUCH THE PERSONAL TOUCH. THE MORE YOU TREAT YOUR CUSTOMERS AS INDIVIDUALS, THE MORE MOTIVATED THEY ARE TO LISTEN TO WHAT YOU’RE SAYING AND BUY WHAT YOU’RE SELLING.
  10. 10. START THE CONVERSATION & UNCOVER MANY REAL OPPORTUNITIES THAT MAY HAVE BEEN PREVIOUSLY HIDDEN IN PLAIN SIGHT. CPSPHERE IS AN INNOVATIVE MANAGEMENT CONSULTING FIRM, FOCUSED ON STRATEGIC SALES AND MARKETING AND ITS HANDS-ON EXECUTION. RESULTING IN INCREASED SALES AND IMPROVED PROFITS. WWW.CPSPHERE.COM | 310.645.0707 | GROWTH@CPSPHERE.COM 5777 W. CENTURY BLVD. SUITE 1250, LOS ANGELES, CA 90045

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