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Platinum Customer Profile System

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There are 7 potential customer types you could have. But you should have only the best, the Platinum Customer. They give you money and a lot more. If you aren't satisfied with your current customers, learn how make better choices by setting up a Platinum Profile™ identification system. This is more than just "target" or "niche" marketing. The right profiling system will give you a way to improve your sales process and avoid those radioactive waste prospect/customers who are out there. It will also give you a metric to judge how well your message is working: if it attracts the right prospects great; if not fix it asap. That makes this a money and mind saver.

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Platinum Customer Profile System

  1. 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. 2. Your Passion, Our Expertise<br /><ul><li> Sales, marketing, and financial management advice & expertise to achieve success
  3. 3. 28 years of successful results for A-Z service & product businesses
  4. 4. Award-winning
  5. 5. Professionally certified
  6. 6. Proud to be green</li></ul>© Business Success Center, Austin, TX 2010<br />2<br />
  7. 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. 8. YourDesired Goal<br />Customers who are:<br /><ul><li> Most Lucrative
  9. 9. Easiest Sale</li></ul>© Business Success Center, Austin, TX 2010<br />4<br />
  10. 10. 3 P’s to Save $$ & Make Better Sales<br />Profiling<br />Positioning<br />Process<br />© Business Success Center, Austin, TX 2010<br />5<br />
  11. 11. Profiling is a process<br />Positioning is a strategy<br />Photo by http://www.lumaxart.com/<br />Photo by http://www.lumaxart.com/<br />© Business Success Center, Austin, TX 2010<br />6<br />
  12. 12. Benefits of a Platinum Customer Profile™<br />When used correctly, it results in:<br /> Shorter sales cycle<br /> Improvements to collateral<br /> Accurate positioning<br /> Higher price, less resistance<br /> Savings in marketing $$<br /> Better, more marketable product/service<br />© Business Success Center, Austin, TX 2010<br />7<br />
  13. 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. 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. 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. 16. Your Key to Long Term Success<br />They are:<br /><ul><li>Open
  17. 17. Actively refer
  18. 18. Provide Quality Control
  19. 19. Are engaged & offer ideas
  20. 20. Long term
  21. 21. Likeable
  22. 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. 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. 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. 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. 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. 27. Here’s to your success!<br />Business Success Center<br />Sales & Financial Management Services<br />October 13, 2010<br />Jan Triplett<br />triplett@bscusa.com<br />Twitter@JanTriplett<br />Facebook@JanTriplett<br />© Business Success Center, Austin, TX 2010<br />

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