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Finding the Best Customers in Austin

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Finding the Best Customers in Austin

  1. 1. Finding the Best Customers<br />With Jan Triplett, Ph.D. COO, Business Success Center © 2009<br />
  2. 2. How to find the best<br />Profiling<br />Positioning<br />
  3. 3. Who’s your customer now?<br />Platinum & Gold create stability<br />Silver has potential<br />Bronze is uncertain<br />Lead is a drag and time waster<br />Concrete is a business killer – never satisfied<br />
  4. 4. Who you want… a match<br />Customers who add value<br />Actively refer<br />Provide Quality Control<br />Long term<br />Likeable<br />
  5. 5. Who you want… a match<br />Customers who 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 />
  6. 6. Customer profiling<br />Each customer profile should contain:<br />Demographics – facts<br /> Psychographics – emotions<br />Behaviors – buying patterns, actions<br />Geographical concerns<br />
  7. 7. What do they want?<br />A solution that will:<br />Prevent<br />Reduce<br />Eliminate<br />Improve<br />Increase<br />Create<br />
  8. 8. Your positioning gives them<br />What they want<br />Total solution<br />Value (cheap)<br />Innovation (never seen before)<br />And, what you want…<br />Top of mind<br />Buzz<br />Branding<br />Competitive advantage<br />
  9. 9. Don’t give up or settle<br />Profiling is a process<br />Positioning is a strategy<br />
  10. 10. Here’s to your success!<br />Jan Triplett<br />triplett@bscusa.com<br />Business Success Center<br />Sales & Financial Business Management Services<br />November 19, 2009<br />

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