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Getajob

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  • 1. Get a job! How to Get Bigger Results by Examining Your Customers Smallest Needs #getajob
  • 2. I’m Tara Gentile and I believe you are the New Economy. #getajob
  • 3. Our agenda:• Understand the difference between "buy in" and "buy now."• Learn how your big Why might be getting in the way of more sales.• Discover the 4 categories of value and how to use them to better communicate with your prospects.• Apply your customers perspective to create offers that sell easily & messages that spread rapidly.• Question & Answer #getajob
  • 4. There’s a difference between... Getting buy in Getting the buy #getajob
  • 5. This is true:““People don’t buy what you do, they buy why you do it.” -- Simon Sinek, Start With Why #getajob
  • 6. This is true: Purpose drives buy in. It gets attention.It motivates and excites. #getajob
  • 7. This is true:But it doesn’t help people to “buy now.” #getajob
  • 8. Answers, outcomes, and functionality drive purchases. Get a job! #getajob
  • 9. How do you communicate thevalue of your offers in a wayyour customers understand? Get a job! #getajob
  • 10. We buy products to help us accomplish jobs. #getajob
  • 11. Let’s figure out what those jobs might be.It starts with a conversation. #getajob
  • 12. Understand the market:““Markets are conversations. Conversations among human beings sound human. Thehuman voice is typically open, natural, anduncontrived. People recognize each other by the sound of this voice.” -- The Cluetrain Manifesto #getajob
  • 13. Understand the market: How would your client talk about their needs or questions to their friends, colleagues, or spouse? #getajob
  • 14. Understand the market: Take the perspective of your Most Valued Customer. Write down everything you imagine her thinking on this topic. Only use 1st person. #getajob
  • 15. Ask yourself:What job are you tryingto help your customers accomplish? #getajob
  • 16. Ask yourself:““What are people going to stop doing oncethey start using your product?What does your product replace? What are theyswitching from? How did they do the job beforeyour product came along?”-- Jason Fried, 37Signals #getajob
  • 17. Jobs fall into 4 categories. Behaviors “I want to change the way I act from this to that.” #getajob
  • 18. Jobs fall into 4 categories. Behaviors Skills “I want to change “I want to learn the way I act from how to do this.” this to that.” #getajob
  • 19. Jobs fall into 4 categories. Behaviors Skills “I want to change “I want to learn the way I act from how to do this.” this to that.” Beliefs “I want to change the way I think about this.” #getajob
  • 20. Jobs fall into 4 categories. Behaviors Skills “I want to change “I want to learn the way I act from how to do this.” this to that.” Beliefs Identity “I want to change “I want to change the way I think who I am.” about this.” #getajob
  • 21. The more concrete the job, the easier it is to sell. Identity “I want to change who I am.” Beliefs “I want to change the way I think about this.” Skills “I want to learn how to do this.” Behaviors “I want to change the way I act from this to that.” #getajob
  • 22. What’s the job? Name the one job yourcustomer wants to completeby putting it into one of the 4categories: behaviors, skills, beliefs, identity. #getajob
  • 23. #getajob
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  • 26. What’s the job? The key to successful product development: taking the perspective of your MVC & understanding the job she is trying to accomplish becausethey’ve bought into your vision. #getajob
  • 27. What’s the job?Look at your current product or service offerings: Do they represent clear jobs your customers are trying to accomplish on the path to achieving your vision? #getajob
  • 28. Recap:• Use your big Why when you’re trying to achieve “buy in”• Speak to the jobs your customer is trying to get done when you want to achieve “buy now”• Use your customer’s language to identify the job she needs to complete.• Jobs fall into 4 categories: behaviors, skills, beliefs, and identity. #getajob
  • 29. • Identify opportunities based on your customers’ needs & desires in a way that leads to massive impact• Evaluate your marketing, sales copy, and offers from your customers’ point of view to ensure success• Communicate in a way that allows your message to spread rapidly and easily• Apply your learning to content strategy, strategic partnerships, and your business model to create sustainable business growthbit.ly/nathaliecpp

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