3 Steps for Effective Customer Acquisition

3 Steps for Effective Customer Acquisition Andrew Manuel

Prospective Customer Challenges
They are bombarded with information from all angles
You compete for their time and attention
How do you stand out and get noticed?
What will motivate them to take action?
What will inspire them to do business with you?
How do you make it easy for them to understand your offering?

1. Understand What’s Important to Your Customer
See the world from their perspective
They want to know:
What you can do for them and how it's going to make their life better
What the benefits are to them
What’s the added value
They're not interested in buying your amazing product.
They're buying what your product does for them.

2. Get to Know Your Customer
Talk to your customers and prospects
The more you know and understand about their world, the easier it will be to provide what they want
Get to know your customer's market
By understanding their market, you can add immense customer value and help your customers succeed
Make good contacts in your customer's market
Build a reputation, be seen as knowledgeable and helpful
It will make them feel more comfortable about doing business with you and build trust in you as a supplier

3. Show What You’ve Done for Others
Show what you've done for other customers through:
Customer case studies
Testimonials
Customer quotes
Your customers want to know:
What you've done for others
What the outcome and benefits were
What your other customers think about you and your work.

3. Show What You’ve Done for Others
Case studies help people understand:
What your capabilities are and how you can help them
Whether you're part of their tribe or not
Providing evidence allows customers to:
Sell you within their own organization
Not have to work so hard to persuade others to use you

Summary
Understand your market
Consistently and relentlessly prove your worth
Communicate your expertise
Build a powerful and relevant body of evidence:
Case studies
Customer testimonials
Customer quotes, and more
Demonstrate your unique value to the market...

3 Steps for Effective Customer Acquisition

by Andrew Manuel on Nov 27, 2010

Accessibility

Categories

Tags

Upload Details

Usage Rights

2 Embeds 13

Statistics

3 Steps for Effective Customer Acquisition — Presentation Transcript

http://salesmarketingtech.com	12
http://www.salesmarketingtech.com	1