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Where Are My Customers

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  • My expectations for you:Read assigned literature before each session (Ask who has done the reading for this class?)Participate actively in each sessionAsk questions! (Get the most out of this as possible)Perform the assigned homework*Group Discussion*“What are your expectations for me? This course?”Track answers on whiteboard for review at the end of each session to ensure expectations are being met
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    • 1. Presented by theWhere Are MyCustomers? Michael T. Sobus, Ph.D. CEO, Head Coach Next Level Business Development Inc. “Business Science Evolved” Strategy Development, Professional Business Coaching and Training Mike Sobus mike@coachsobus.com 978-278-5541
    • 2. Where Are MyCustomers? Michael T. Sobus, Ph.D. CEO, Head Coach I Know You‟ve Tried Everything Done It All Strategy Development, Professional Business Coaching and Training Mike Sobus mike@coachsobus.com 978-278-5541
    • 3. DealingWithDifficultCustomers Wouldn’t it Be Great Michael T. Sobus, Ph.D. Founder, President Have All The Prospects You Want Qualify Them As Prospects Who Want to Buy What You Offer Convert your Prospects Into Customers Who Buy From You Forever Strategy Development, Professional Business Coaching and Training Mike Sobus mike@coachsobus.com 978-278-5541
    • 4. 4 Most Important Things To Know About Your Business Coach: Mike Sobus Mike Sobus1 Successful Business Executive (1983 to Present) Over 28 years as a successful business executive with proven experience in marketing, sales, team leadership, management, training, product development, HR, business startups and business turnarounds. Managed multi-million dollar customers including, GE, Miller Brewing, Abbott, Asahi. SAB, and DuPont to name a few and opened new $multi-million markets in Japan, Korea, South Africa, and Eastern Europe including Hungary and Bulgaria. Managed new product development and roll out of $7 million beverage addititive.Schedule Your “Cash & Customers Strategy Session” Today!+1 (978) 278- 5541http://www.nextlevelbizdv.com Mike Sobus mike@coachsobus.com 978-278-5541
    • 5. 4 Most Important Things To Know About Your Business Coach: Mike Sobus Successful Business Executive1 (1983 to Present) Mike Sobus International Business Builder2 and Turnaround Leader (1983 to 2007) Responsible for building from scratch In just three years a $30 million Specialty Chemical Business for a European-based Joint Venture. Hired and managed a multi-cultural team of 35 professionals in 5 countries, was responsible for the completion of 2 multi-million dollar manufacturing facilities on-time and on-budget and opened highly profitable markets in Easter Europe and Africa. Led the turn-around of a $12 million nanoparticles business from a loss of $1. 2 million to a net profit of $1.3 million in just 3 years. Championed product development and opening of markets in Asia to fuel the turnaround.Schedule Your “Cash & Customers Strategy Session” Today!+1 (978) 278- 5541http://www.nextlevelbizdv.com Mike Sobus mike@coachsobus.com 978-278-5541
    • 6. 4 Most Important Things To Know About Your Business Coach: Mike Sobus Successful Business Executive1 (1983 to Present) International Business Builder2 and Turnaround Leader (1983 to 2007) Mike Sobus3 Avid Learner (1972 to Present) Ph.D. in Chemistry from University of Maryland, M.Div. from Weston School of Theology and Graduate of Executive Management Program at University of Pennsylvania, Wharton School of Business. In 2008 founded Next Level Business Developmentlicensed and accredited by the Professional Business Coaches Alliance where he remains an active member sharing cutting-edge strategies and proprietary secrets with more than 100 business coaches throughout North America.Schedule Your “Cash & Customers Strategy Session” Today!+1 (978) 278- 5541http://www.nextlevelbizdv.com Mike Sobus mike@coachsobus.com 978-278-5541
    • 7. 4 Most Important Things To Know About Your Business Coach: Mike Sobus Successful Business Executive1 (1983 to Present) International Business Builder2 and Turnaround Leader (1983 to 2007) Mike Sobus3 Avid Learner (1972 to Present)4 All Around Nice Guy. (?? to Present) Happily married and shares the now empty nest with Tank, the cocker spaniel, Moo, the short-hair cat, and any number of fish. Voracious reader of titles on business leadership and management, investing, politics, economics, philosophy, and ethics. Avid pro sports fan who listens to sports radio and recovering golfer. Enjoys Classical Music, exercise, trying to grow things in the garden and fine dining! Guilty pleasures: Tanquary Martinis and arguing politics.Schedule Your “Cash & Customers Strategy Session” Today!+1 (978) 278- 5541http://www.nextlevelbizdv.com Mike Sobus mike@coachsobus.com 978-278-5541
    • 8. Expectations, Expectations!• My expectations for you:• Participate actively• Ask questions!• Try using what you learn• Turn off your cell phone• What are your expectations for me? Strategy Development, Professional Business Coaching and Training Mike Sobus mike@coachsobus.com 978-278-5541
    • 9. ListTOP TEN things you would like to learn about client/customer attraction.
    • 10. What is a business?A business provides products and/or services that fill a need or want of a particular group of people, in exchange for something of similar value (usually money).
    • 11. Why?
    • 12. Game time Pick a partner Look them over carefully for 10 seconds Turn your back – change 5 things about your appearanceFace each other again. See how many changes you noticed Turn around again. Change 5 more things. Face each other. See how many you can get again. STOP – Who got all 10 things? Thank your partner and take your seat.
    • 13. What was your BEHAVIOR duringthat last game ... ?1st 5 changes 2nd 5 changes Didn‟t know what I  Was Harder should do  Got easier Had some FUN  Did some Market Felt uncomfortable Research (Cheated)! Couldn‟t think of enough to change  Got more creative Hated it  Just changed back Analyzed it  More analysis What else ... ?  What else ... ?
    • 14. So then WHY ... ?When all I asked you to do was... THANK YOUR PARTNER AND TAKE YOUR SEAT ... Have YOU Changed Back to the Way You Were Before the Game ... ?
    • 15. Thinking ActingWatch Those Habits!!!
    • 16. Marketing- What Is It?
    • 17. Your Target Market
    • 18. Why People Buy List 5
    • 19. Truth TimeList
    • 20. Your ListTarget market(s)What they want/needWhy they buyPainsPleasuresHate
    • 21. Exercise - Continued Pick a partner You have 3 minutes for …
    • 22. Your ListNow you have a HUGE list of reasons people buy your product or service AND what they don‟t like about buying it.
    • 23. Rate Your Past
    • 24. Business Success Is Not Random Based on a study of :• 12,424 brands• 1,337 advertisements• 4,129 business-to-business buyers• 6,000+ innovation teams• 294,732 customers• 3,846 industrial buyers• 3,057 sales reps• 2,657 small businesses. OVERT Benefit REAL Reason to Believe DRAMATIC Difference
    • 25. Overt Benefit3M Study- we are faced with 3,000 advertisements/day
    • 26. Features Into BenefitsWhy should the customer care?Why did you create it?Why is the feature important?Why is the feature necessary?Why doesn‟t the competition have it?
    • 27. Benefits to OVERT BenefitsBe SPECIFIC! Fast = 2 minutes Safe for most fabrics = Gentle cleansing for suede Don‟t worry, you won‟t insult them
    • 28. Now They Have to Believe You!!! REAL Reason to Believe RRB is pervasive – in message and small details. Tom Peters “When I see coffee stains on an airline seat, I wonder about engine maintenance.”
    • 29. RRB StrategiesKitchen Logic Processes, Things that “make sense”Personal Experience Sampling, Demonstration, Sensory feedbackPedigree Heritage of development, Marketing results (contests, awards, customer results), Trademarks, copyrightsTestimonials Customers, Experts, MediaGuarantees Specifically addressing pains
    • 30. Dramatic DifferenceCan come from many areas Price Target Market Served Product Line Offered Ease/Speed of Purchase Location Portability/Ease of Use Quality Personal Attention
    • 31. Putting it All Together- An Ad Target Market is specifically addressed Strategy Offer Time, Quantity limited Featured strongly Uniqueness We are the only… Benefits News Call to Action Tell them what to do
    • 32. Ad SpecificsThe Headline- Hit „em between the eyes with question/statement that captures Target Market Sub-Headline- Proposition/ SolutionThe Body Copy Benefits / RRBLayout Easy on the eye Pictures (with people) Text, white space, bullets, johnson boxes
    • 33. Write an ad Everyone will write an ad to share Feedback Going forwardTo deliver on your promise – what has to change?
    • 34. Marketing Strategies Look at strategies on list What do you already use? What can you do going forward?You should have at least 10 marketing strategies going on concurrently
    • 35. Pulling it together – Get Help Business Builder Review • Business Effectiveness Evaluation • Identifies what is standing between you and the business of your dreams. • 90 Day Action Plan- Clear the path to building the business of your dreams. Strategy Development, Professional Business Coaching and Training Mike Sobus mike@coachsobus.com 978-278-5541
    • 36. Pulling it together – Get Help Business Builder Review • Bonus One Target Market Demographics • Bonus Two Psychographics – what your target market WANTS • Bonus Three- 90 minute private coaching session Strategy Development, Professional Business Coaching and Training Mike Sobus mike@coachsobus.com 978-278-5541