Platinum Customer Profiles Updated
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Platinum Customer Profiles Updated

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Go for better than gold customers. Go for Platinum. The easiest way to find them is to put together a profile so that you will recognize who you are looking for and so can your sales team. An ...

Go for better than gold customers. Go for Platinum. The easiest way to find them is to put together a profile so that you will recognize who you are looking for and so can your sales team. An up-to-date Platinum Customer Profile™ is the first key to a successful sales process.

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

Platinum Customer Profiles Updated Presentation Transcript

  • 1. With Jan Triplett, Ph.D. CEO, Business Success Center © 2010 Austin, TX
    Platinum Customer Profiling™
    © Business Success Center, Austin, TX 2010
    1
  • 2. Your Passion, Our Expertise
    • Sales, marketing, and financial management advice & expertise to achieve success
    • 3. 28 years of successful results for A-Z service & product businesses
    • 4. Award-winning
    • 5. Professionally certified
    • 6. Proud to be green
    © Business Success Center, Austin, TX 2010
    2
  • 7. Your Company Focus?
    B to B?
    B to C?
    Better to be P to P
    .)(.
    (Belly Button to Belly Button)
    © Business Success Center, Austin, TX 2010
    3
  • 8. Your Desired Goal
    Customers who are:
    • Most Lucrative
    • 9. Easiest Sale
    © Business Success Center, Austin, TX 2010
    4
  • 10. 3 P’s to Save $$ & Make Better Sales
    Profiling
    Positioning
    Process
    © Business Success Center, Austin, TX 2010
    5
  • 11. Profiling is a process
    Positioning is a strategy
    Photo by http://www.lumaxart.com/
    Photo by http://www.lumaxart.com/
    © Business Success Center, Austin, TX 2010
    6
  • 12. Benefits of a Platinum Customer Profile™
    When used correctly, it results in:
    Shorter sales cycle
    Improvements to collateral
    Accurate positioning
    Higher price, less resistance
    Savings in marketing $$
    Better, more marketable product/service
    © Business Success Center, Austin, TX 2010
    7
  • 13. Sales Cycle: How Customers Buy
    Consider what they are doing/buying currently
    Determine the need to act
    Set an overall goal
    Identify inflexible constraints, desirable objectives; set priorities
    Evaluate means to get what they want
    Make a purchase
    Rejoice or experience remorse
    © Business Success Center, Austin, TX 2010
    8
  • 14. Who’s your customer now?Who’s your prospect now?
    Platinum & Gold create stabilitySilver has potentialBronze is uncertainLead is a time waster
    Concrete is a business killer – never satisfied
    Radio Active Waste is a long-lasting reputation reducer
    © Business Success Center, Austin, TX 2010
    9
  • 15. Platinum customers are…
    • Visionaries
    See problem as you do
    See value of your solution
    • Adventurous
    Confident in you
    Trust you
    • Decisive
    Hassle-free or less hassle
    © Business Success Center, Austin, TX 2010
    10
  • 16. Your Key to Long Term Success
    They are:
    • Open
    • 17. Actively refer
    • 18. Provide Quality Control
    • 19. Are engaged & offer ideas
    • 20. Long term
    • 21. Likeable
    • 22. Trustworthy
    You should focus on finding these people, not just anyone.
    © usiness Success Center, Austin, TX 2010
    11
  • 23. Use the profile in your sales process
    Pre-Qualification
    Initial Contact
    Marketing
    Merchandising
    Close
    Reinforcement
    Retention
    © Business Success Center, Austin, TX 2010
    12
  • 24. Platinum Customer Profile™
    Identifies your best customer/prospect
    in terms of:
    Demographics – facts
    Psychographics – emotions
    Behaviors – buying patterns, actions
    Geographic concerns
    © Business Success Center, Austin, TX 2010
    13
  • 25. Psychographics
    Attitudes
    Interests
    Opinions
    Value
    Lifestyle
    Risk
    Behavior/Buying Habits
    When they buy
    How they buy
    Why they buy
    Geography
    Local
    US
    International
    Demographics
    Age
    Sex
    Socio-economic status
    Education
    Language
    Photo from AjdaGregorčič'sphotostream http://www.flickr.com/photos/ajdagregorcic/
    © Business Success Center, Austin, TX 2010
    14
  • 26. Owner’s/Manager’s Action Items
    Create Platinum & Lead/Concrete Profiles™
    Select “Blue Ocean” positioning
    Review/revise pricing
    Develop a sales process & train staff;make sure it incorporates customer’spurchasing process
    Create/revise marketing plan & budget
    Revise collateral
    © Business Success Center, Austin, TX 2010
    15
  • 27. Here’s to your success!
    Business Success Center
    Sales & Financial Management Services
    March 8, 2011
    Jan Triplett
    triplett@runitright.com
    Ownersview.com
    Twitter@JanTriplett
    Facebook@JanTriplett
    © Business Success Center, Austin, TX 2010