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Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
Does Your Business Need Glasses
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Does Your Business Need Glasses

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The 4 P's for a more successful business that expands the owners vision and maximizes the business' potention. Those 4 are customer profile, positioning, pricing and sales process.

The 4 P's for a more successful business that expands the owners vision and maximizes the business' potention. Those 4 are customer profile, positioning, pricing and sales process.

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  • Photo from My Digital SLR photostream http://www.digitaldesktopwallpaper.com/
  • Photo from http://www.flickr.com/photos/24761036@N00/2852930881/sizes/m/ - Statues at Swanston St, Melbourne at Bourke
  • Photo from http://www.flickr.com/photos/innovision/3563008885/sizes/m/#cc_license
  • Photo from http://www.flickr.com/photos/innovision/3563008885/sizes/m/#cc_license
  • Photo from http://www.flickr.com/photos/andreaskristensson/2500563276/sizes/m/
  • Profiling photo from IQoncept http://www.flickr.com/photos/37418570@N03/Positioning photo from charlijw http://www.flickr.com/photos/25765393@N07/
  • Photo fromSpudd’sPhotostream http://www.flickr.com/photos/spuddorama/ - Bruce Trail
  • Photo fromSpudd’sPhotostream http://www.flickr.com/photos/spuddorama/ - Bruce Trail
  • Photo fromSpudd’sPhotostream http://www.flickr.com/photos/spuddorama/ - Bruce Trail
  • Transcript

    • 1. Selective Marketing
      With Jan Triplett, Ph.D. COO, Business Success Center© 2010
    • 2. 4 P’s to Save $$ & Make Sales
      Profiling
      Positioning
      Pricing
      Process
    • 3. Who’s your customer now?
      Platinum & Gold create stability
      Silver has potential
      Bronze is uncertain
      Lead is a drag and time waster
      Concrete is a business killer – never satisfied
    • 4. Customersyou want… a match
      Visionaries
      See problem as you do
      See value of your solution
      Adventurous
      Confident in you
      Trust you
      Decisive
      Hassle-free or less hassle
    • 5. Compatibility is Key
      You want customers who add value
      Actively refer
      Provide Quality Control
      Engaged & offer ideas
      Long term
      Likeable
    • 6. Platinum Customer Profile™
      When used correctly, it results in:
      Better sales process — shorter sales cycle
      Improvements to collateral
      Accurate positioning
      Value pricing
      Saves marketing $$
    • 7. Platinum Customer Profile™
      Identifies your best customer in terms of:
      Demographics – facts
      Psychographics – emotions
      Behaviors – buying patterns, actions
      Geographical concerns
    • 8. Usepositioning to give them
      What they want
      Total solution
      Value (cheap)
      Innovation (never seen before)
      And, what you want…
      Top of mind
      Buzz
      Branding
      Competitive advantage
    • 9. Don’t give up or settle
      Profiling is a process
      Positioning is a strategy
    • 10. Price Right
      Value-Based
      Vs.
      Cost-based
      Know your true total cost
      Raising your price is OK
    • 11. Use a 7-step Sales Process
      Pre-Qualification
      Initial Contact
      Marketing
      Merchandising
      Close
      Reinforcement
      Retention
    • 12. Action Items
      Create Platinum & Lead/Concrete Profiles™
      Select “Blue Ocean” positioning
      Review/revise pricing
      Develop a sales process & train staff
      Create marketing plan & budget
      Revise collateral
      Ask for help. Call me 933.1983 or email triplett@bscusa.com
    • 13. Here’s to your success!
      Jan Triplett
      triplett@bscusa.com
      Business Success Center
      Sales & Financial Business Management Services
      January 28, 20010

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