Selective Marketing

Selective Marketing
With Jan Triplett, Ph.D. COO, Business Success Center© 2010

4 P’s to Save $$ & Make Sales
Profiling
Positioning
Pricing
Process

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

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

Compatibility is Key
You want customers who add value
Actively refer
Provide Quality Control
Engaged & offer ideas
Long term
Likeable

Platinum Customer Profile™
When used correctly, it results in:
Better sales process — shorter sales cycle
Improvements to collateral
Accurate positioning
Value pricing
Saves marketing $$

Platinum Customer Profile™
Identifies your best customer in terms of:
Demographics – facts
Psychographics – emotions
Behaviors – buying patterns, actions
Geographical concerns

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

Don’t give up or settle
Profiling is a process
Positioning is a strategy

Price Right
Value-Based
Vs.
Cost-based
Know your true total cost
Raising your price is OK

Use a 7-step Sales Process
Pre-Qualification
Initial Contact
Marketing
Merchandising
Close
Reinforcement
Retention

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

Here’s to your success!
Jan Triplett
triplett@bscusa.com
Business Success Center
Sales & Financial Business Management Services
January 28, 20010

Selective Marketing

by Business Success Center on Jan 29, 2010

Accessibility

Categories

Tags

Upload Details

Usage Rights

2 Embeds 45

Statistics

Selective Marketing — Presentation Transcript

http://ownersview.com	42
http://www.slideshare.net	3