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Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
Platinum Customer Profiles Updated
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
  • 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 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
  • Transcript

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

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