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Finding the Best Customers in Austin
 

Finding the Best Customers in Austin

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Finding the Best Customers in Austin Finding the Best Customers in Austin Presentation Transcript

  • Finding the Best Customers
    With Jan Triplett, Ph.D. COO, Business Success Center © 2009
  • How to find the best
    Profiling
    Positioning
  • 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
  • Who you want… a match
    Customers who add value
    Actively refer
    Provide Quality Control
    Long term
    Likeable
  • Who you want… a match
    Customers who are
    Visionaries
    See problem as you do
    See value of your solution
    Adventurous
    Confident in you
    Trust you
    Decisive
    Hassle-free or less hassle
  • Customer profiling
    Each customer profile should contain:
    Demographics – facts
    Psychographics – emotions
    Behaviors – buying patterns, actions
    Geographical concerns
  • What do they want?
    A solution that will:
    Prevent
    Reduce
    Eliminate
    Improve
    Increase
    Create
  • Your positioning gives them
    What they want
    Total solution
    Value (cheap)
    Innovation (never seen before)
    And, what you want…
    Top of mind
    Buzz
    Branding
    Competitive advantage
  • Don’t give up or settle
    Profiling is a process
    Positioning is a strategy
  • Here’s to your success!
    Jan Triplett
    triplett@bscusa.com
    Business Success Center
    Sales & Financial Business Management Services
    November 19, 2009