Michelle is used as an example customer avatar for education companies selling children's enrichment programs. She is a married Singaporean mother of two children, including a son who struggles in school. She researches solutions online and in parenting magazines. Her typical day involves preparing meals, driving her kids to school, working, helping with homework, and more research in the evenings. The document recommends creating a comprehensive customer avatar profile to better understand an ideal customer's demographics, interests, pains, desires, objections, and daily experiences. This helps target marketing more effectively and address customer concerns.
This document discusses different types of prospects and how to handle their objections effectively. It identifies various prospect types including the antagonistic, skeptical, gullible, egotistical, know-it-all, procrastinator, conservative penny-pincher, and others. For each type, it provides guidance on how to understand their perspective and address their specific concerns to improve the chances of a sale. The document emphasizes treating all customers with respect and focusing on understanding their needs to provide the best possible solution.
How do certain companies offer outstanding customer support in the current digital environment? In these slides we explore what the best companies do to foster a "Culture of Outstanding Support." Although we're experiencing an overall decline in customer service, companies today can focus on service as part of their branding to stand apart from the competition and increase loyalty. We go over everything from strategy and management to specific tactics to outshine your competition in any industry.
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Tom Hopkins
America's #1 Sales Trainer, Tom Hopkins, shares his sales training insights in this presentation. Adapted from his book Selling in Tough Times, the presentation is packed with tips and strategies to grow your sales career.
Covid-19: How should brands handle the crisisjardam
Our strategic team put together a simple deck, trying to help your brand navigate through the Covid-19 pandemic situation. We’ve went through a lot of materials in the past week, compared the situation with previous crises and collected current concerns and threats from our clients. We believe that this material could help you with next steps and with thinking not only about your customers, but employees as well.
This document presents a diagnostic tool for salespeople to quickly understand customers in Sri Lanka. It describes 11 common types of customers: skeptical, furious, indecisive, know-it-all, hurried, politician, tech-savvy, businessman, bargain hunter, cunning, and important person. For each type, it provides characteristics and suggestions for how to respond to win the sale. The goal is to help salespeople understand customers within a short time to determine the best approach. Developing one's own diagnostic tool through discussion and experience is emphasized for becoming a customer understanding master.
Workshop: Marketing Beliefs – mARTketing and MATHketing
--Javier Sánchez Lamelas, Founder and CEO, Top Line Marketing; Former Vice President Marketing Europe, Coca Cola
Tom Hopkins is a renowned sales trainer who teaches foundational selling skills to over 4 million professionals. He emphasizes developing strong communication skills and relationships through sending thoughtful thank you notes. The document provides sample thank you notes for various situations like phone calls, meetings, referrals, and declines. It encourages salespeople to express gratitude daily as a way to build trust, receive referrals, and grow their business over time.
This document discusses different types of prospects and how to handle their objections effectively. It identifies various prospect types including the antagonistic, skeptical, gullible, egotistical, know-it-all, procrastinator, conservative penny-pincher, and others. For each type, it provides guidance on how to understand their perspective and address their specific concerns to improve the chances of a sale. The document emphasizes treating all customers with respect and focusing on understanding their needs to provide the best possible solution.
How do certain companies offer outstanding customer support in the current digital environment? In these slides we explore what the best companies do to foster a "Culture of Outstanding Support." Although we're experiencing an overall decline in customer service, companies today can focus on service as part of their branding to stand apart from the competition and increase loyalty. We go over everything from strategy and management to specific tactics to outshine your competition in any industry.
Selling in Tough Times: Secrets to Selling When No One is Buying (Part 1)Tom Hopkins
America's #1 Sales Trainer, Tom Hopkins, shares his sales training insights in this presentation. Adapted from his book Selling in Tough Times, the presentation is packed with tips and strategies to grow your sales career.
Covid-19: How should brands handle the crisisjardam
Our strategic team put together a simple deck, trying to help your brand navigate through the Covid-19 pandemic situation. We’ve went through a lot of materials in the past week, compared the situation with previous crises and collected current concerns and threats from our clients. We believe that this material could help you with next steps and with thinking not only about your customers, but employees as well.
This document presents a diagnostic tool for salespeople to quickly understand customers in Sri Lanka. It describes 11 common types of customers: skeptical, furious, indecisive, know-it-all, hurried, politician, tech-savvy, businessman, bargain hunter, cunning, and important person. For each type, it provides characteristics and suggestions for how to respond to win the sale. The goal is to help salespeople understand customers within a short time to determine the best approach. Developing one's own diagnostic tool through discussion and experience is emphasized for becoming a customer understanding master.
Workshop: Marketing Beliefs – mARTketing and MATHketing
--Javier Sánchez Lamelas, Founder and CEO, Top Line Marketing; Former Vice President Marketing Europe, Coca Cola
Tom Hopkins is a renowned sales trainer who teaches foundational selling skills to over 4 million professionals. He emphasizes developing strong communication skills and relationships through sending thoughtful thank you notes. The document provides sample thank you notes for various situations like phone calls, meetings, referrals, and declines. It encourages salespeople to express gratitude daily as a way to build trust, receive referrals, and grow their business over time.
The document outlines 15 fundamentals for Premier Surfaces employees. The fundamentals focus on putting customers first, understanding profitability, safety, ethics, win-win solutions, respect, learning from mistakes, solutions-orientation, pride in work, challenging oneself, and keeping a positive attitude. The overarching messages are to exceed customer expectations, consider the company's long term success and bottom line in all decisions, and conduct oneself and all interactions with integrity, respect, and care for others.
The researcher conducted product research, questionnaires, and interviews to understand their target audience for a clothing line. Product research provided inspiration but was limited. Questionnaires gave audience preferences but were challenging to combine. Interviews provided specific insights but from few individuals. The response showed the majority audience is male who prefers darker colors and plain styles. Most spend over £100 monthly on clothing online. The research provided useful insights but balancing all preferences was difficult.
Selling skills and customer satisfactionAshish Jain
This document discusses various skills and concepts related to selling and customer satisfaction. It covers topics such as the definition of selling, success formulas in selling, sales professionalism, customer service statistics, reasons why customers stop doing business, steps in the selling process (including prospecting, approaching customers, overcoming objections and closing), listening skills, negotiation, customer service phrases, and rewards for excellent customer service. The document provides guidance to salespeople on how to improve their skills and increase customer satisfaction.
The document outlines initial plans for a clothing brand aimed at motivating young people struggling with mental health issues. It includes ideas for t-shirt and clothing designs with vibrant and cold colors and motivational quotes. Additional plans include a family-focused photoshoot, posters advertising the brand and message, and a short film depicting feelings of loneliness and finding happiness. The target audience is ages 15-24. Discounted ideas include a magazine, as it's not a reliable way to reach the target audience, and a full film/trailer, as it would be too time consuming.
The document provides an overview of selling skills training. It discusses key topics like identifying a salesperson's qualifications for success including human relations, straight thinking, presentation skills, being a hard worker, and being a smart worker. It also discusses identifying customer types, collecting customer information, understanding the six main buying motivations, and improving one's attitude. The training aims to help salespeople sharpen their skills and add to their existing skills for success in sales.
This proposal is for a clothing brand that uses motivational and funny quotes as designs printed on t-shirts, jumpers, and dresses. The purpose is to make the audience feel involved and able to relate to the quotes. The target audience is ages 15-24, appealing to both genders equally. Middle class individuals are seen as most likely to appreciate motivational messages that could improve life and lead to success. Care is taken to avoid potentially offensive content and ensure the brand will not upset or infringe on any existing intellectual properties. Legal and ethical considerations were made to restrict no audiences and respect all social groups.
The document discusses developing customer focus. It outlines that customers are vital to any organization's success and their expectations include having questions answered, problems solved, and ideas shared in a timely manner. The goals for meeting customer expectations are to treat them well, satisfy their needs, and make them feel valued. Customers expect high quality, fair priced, clean, and safe products and services. Building good customer relationships and maintaining customer loyalty are also discussed.
This document provides guidance on sales principles based on Jeffrey Gitomer's book "The Sales Bible". It discusses key differences in marketing and sales today compared to 10 years ago due to the internet, smartphones, and social media. It also lists 10 things that can be marketed or sold. The document then covers various sales topics like the purchase decision process, sales rules, identifying customer "hot buttons", establishing buyer confidence, handling objections, and closing the sale. Overall, the document aims to educate on fundamental sales strategies and techniques.
Learn about, how to adjust your personality with the customers behaviour, how to change our attitudes in dealing with difficult customers, the art of dealing and resolving problems effectively with difficult customers, how to increase our customer service quality through effective telephone techniques, how to communicate skillfully when dealing with difficult customers
This document provides guidance on copywriting to promote a business. It discusses important copywriting terminology like target market, unique selling proposition, features and benefits, headlines, calls to action, and offers. The target market refers to the specific group of people being sold to, rather than vague categories. Defining the target market involves considering demographic and psychographic factors. The document emphasizes the importance of understanding the target market's wants, needs and motivations in order to write effective copy.
The document discusses different types of questions that can be used in sales questioning, including open-ended questions, closed-ended questions, choice questions, and benefit-tag questions. It provides examples for each type and explains when each should be used. The document also discusses positive and negative customer responses, typical closes used in sales, and the importance of post-call reviews. Overall, the document provides guidance on effective questioning techniques and handling customer responses during the different phases of a sales call.
The document provides guidance on overcoming telephobia or fear of making phone calls. It suggests that professional salespeople spend significant time prospecting and presenting over the phone. While some people feel intimidated by phone calls, the document argues that if one can order a pizza by phone, they can use the phone for prospecting, which is important for making appointments, connecting with others, building a business, and making money. It then provides sample phone scripts for various contexts like following up with a contact, setting appointments, asking for referrals, and responding when asked about one's work. The overall message is that with the right phone scripts and mindset, one can be successful at prospecting and outreach over the phone.
Young Marketers Elite 4 - Assignment Zero - Hiếu Ân + Minh Quang + Quỳnh Phươ...An Nguyen
This document summarizes an activation plan for Head & Shoulders Men shampoo in Vietnam. It analyzes the brand's low awareness and market share. The plan's key elements are:
1) Positioning the product as a triple-effect formula that provides dandruff-free periods up to 72 hours, targeting reliable family men.
2) Activating the brand idea of "embracing men's reliability" through communication highlighting the importance of a husband's shoulder for a wife to lean on.
3) Executing in-store and digital activations like a photo booth and concert to help couples rediscover intimate moments and drive sales through discounts and gift bundles.
Who Should Attend:
Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.
Those who encounter a variety of customer and prospect attitudes and reactions in the course of their workday and wish to broaden their coping skills.
Participants who wish to strengthen their ability to work under pressure and manage adversity with ease.
Those wanting to gain a better understanding of how the human mind works so that they are able to tap into their own potential and also be more in tune with how their customers think and behave.
Anyone seeking ideas that they can use to make it easier for them to sell to a higher percentage of prospects at a greater frequency.
People who want to minimize turmoil and feel a greater sense of emotional serenity.
Sales people who want to improve their understand how to maintain a positive frame of mind during the majority of the workday.
Radio Show 2015 - Presenters Template_Jenna FoxJenna Fox
This document contains advice from several radio and media professionals on how to advance in one's career. Some of the key points made include:
- Treat everyone with respect, from interns to executives, as you never know where people may end up in their careers. Volunteer for projects to demonstrate leadership abilities.
- Make mistakes as opportunities to learn, but don't repeat the same mistakes. Stay out of gossip and focus on being a problem solver.
- Set goals and share them with managers to gain feedback. Develop expertise in an area and become a mentor.
- Get involved in the community to build trust and open doors. Praise employees publicly for their successes.
En esta presentación encontrara definiciones claves sobre el embarazo múltiple, que como bien se sabe transcurre desde el momento de la fecundación hasta el momento del parto, pero en este caso la fecundación se dará de dos o mas óvulos, o cuando este se divide.
The CComponentSystem class facilitates management of a component system with factors and levels. It initializes the system, sets factor level ranges, and provides methods to get factor/level properties and generate random values. It stores factors as a vector of TFactor objects containing level ranges. Methods calculate the number of possible T-way variable combinations and configurations.
The document outlines 15 fundamentals for Premier Surfaces employees. The fundamentals focus on putting customers first, understanding profitability, safety, ethics, win-win solutions, respect, learning from mistakes, solutions-orientation, pride in work, challenging oneself, and keeping a positive attitude. The overarching messages are to exceed customer expectations, consider the company's long term success and bottom line in all decisions, and conduct oneself and all interactions with integrity, respect, and care for others.
The researcher conducted product research, questionnaires, and interviews to understand their target audience for a clothing line. Product research provided inspiration but was limited. Questionnaires gave audience preferences but were challenging to combine. Interviews provided specific insights but from few individuals. The response showed the majority audience is male who prefers darker colors and plain styles. Most spend over £100 monthly on clothing online. The research provided useful insights but balancing all preferences was difficult.
Selling skills and customer satisfactionAshish Jain
This document discusses various skills and concepts related to selling and customer satisfaction. It covers topics such as the definition of selling, success formulas in selling, sales professionalism, customer service statistics, reasons why customers stop doing business, steps in the selling process (including prospecting, approaching customers, overcoming objections and closing), listening skills, negotiation, customer service phrases, and rewards for excellent customer service. The document provides guidance to salespeople on how to improve their skills and increase customer satisfaction.
The document outlines initial plans for a clothing brand aimed at motivating young people struggling with mental health issues. It includes ideas for t-shirt and clothing designs with vibrant and cold colors and motivational quotes. Additional plans include a family-focused photoshoot, posters advertising the brand and message, and a short film depicting feelings of loneliness and finding happiness. The target audience is ages 15-24. Discounted ideas include a magazine, as it's not a reliable way to reach the target audience, and a full film/trailer, as it would be too time consuming.
The document provides an overview of selling skills training. It discusses key topics like identifying a salesperson's qualifications for success including human relations, straight thinking, presentation skills, being a hard worker, and being a smart worker. It also discusses identifying customer types, collecting customer information, understanding the six main buying motivations, and improving one's attitude. The training aims to help salespeople sharpen their skills and add to their existing skills for success in sales.
This proposal is for a clothing brand that uses motivational and funny quotes as designs printed on t-shirts, jumpers, and dresses. The purpose is to make the audience feel involved and able to relate to the quotes. The target audience is ages 15-24, appealing to both genders equally. Middle class individuals are seen as most likely to appreciate motivational messages that could improve life and lead to success. Care is taken to avoid potentially offensive content and ensure the brand will not upset or infringe on any existing intellectual properties. Legal and ethical considerations were made to restrict no audiences and respect all social groups.
The document discusses developing customer focus. It outlines that customers are vital to any organization's success and their expectations include having questions answered, problems solved, and ideas shared in a timely manner. The goals for meeting customer expectations are to treat them well, satisfy their needs, and make them feel valued. Customers expect high quality, fair priced, clean, and safe products and services. Building good customer relationships and maintaining customer loyalty are also discussed.
This document provides guidance on sales principles based on Jeffrey Gitomer's book "The Sales Bible". It discusses key differences in marketing and sales today compared to 10 years ago due to the internet, smartphones, and social media. It also lists 10 things that can be marketed or sold. The document then covers various sales topics like the purchase decision process, sales rules, identifying customer "hot buttons", establishing buyer confidence, handling objections, and closing the sale. Overall, the document aims to educate on fundamental sales strategies and techniques.
Learn about, how to adjust your personality with the customers behaviour, how to change our attitudes in dealing with difficult customers, the art of dealing and resolving problems effectively with difficult customers, how to increase our customer service quality through effective telephone techniques, how to communicate skillfully when dealing with difficult customers
This document provides guidance on copywriting to promote a business. It discusses important copywriting terminology like target market, unique selling proposition, features and benefits, headlines, calls to action, and offers. The target market refers to the specific group of people being sold to, rather than vague categories. Defining the target market involves considering demographic and psychographic factors. The document emphasizes the importance of understanding the target market's wants, needs and motivations in order to write effective copy.
The document discusses different types of questions that can be used in sales questioning, including open-ended questions, closed-ended questions, choice questions, and benefit-tag questions. It provides examples for each type and explains when each should be used. The document also discusses positive and negative customer responses, typical closes used in sales, and the importance of post-call reviews. Overall, the document provides guidance on effective questioning techniques and handling customer responses during the different phases of a sales call.
The document provides guidance on overcoming telephobia or fear of making phone calls. It suggests that professional salespeople spend significant time prospecting and presenting over the phone. While some people feel intimidated by phone calls, the document argues that if one can order a pizza by phone, they can use the phone for prospecting, which is important for making appointments, connecting with others, building a business, and making money. It then provides sample phone scripts for various contexts like following up with a contact, setting appointments, asking for referrals, and responding when asked about one's work. The overall message is that with the right phone scripts and mindset, one can be successful at prospecting and outreach over the phone.
Young Marketers Elite 4 - Assignment Zero - Hiếu Ân + Minh Quang + Quỳnh Phươ...An Nguyen
This document summarizes an activation plan for Head & Shoulders Men shampoo in Vietnam. It analyzes the brand's low awareness and market share. The plan's key elements are:
1) Positioning the product as a triple-effect formula that provides dandruff-free periods up to 72 hours, targeting reliable family men.
2) Activating the brand idea of "embracing men's reliability" through communication highlighting the importance of a husband's shoulder for a wife to lean on.
3) Executing in-store and digital activations like a photo booth and concert to help couples rediscover intimate moments and drive sales through discounts and gift bundles.
Who Should Attend:
Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.
Those who encounter a variety of customer and prospect attitudes and reactions in the course of their workday and wish to broaden their coping skills.
Participants who wish to strengthen their ability to work under pressure and manage adversity with ease.
Those wanting to gain a better understanding of how the human mind works so that they are able to tap into their own potential and also be more in tune with how their customers think and behave.
Anyone seeking ideas that they can use to make it easier for them to sell to a higher percentage of prospects at a greater frequency.
People who want to minimize turmoil and feel a greater sense of emotional serenity.
Sales people who want to improve their understand how to maintain a positive frame of mind during the majority of the workday.
Radio Show 2015 - Presenters Template_Jenna FoxJenna Fox
This document contains advice from several radio and media professionals on how to advance in one's career. Some of the key points made include:
- Treat everyone with respect, from interns to executives, as you never know where people may end up in their careers. Volunteer for projects to demonstrate leadership abilities.
- Make mistakes as opportunities to learn, but don't repeat the same mistakes. Stay out of gossip and focus on being a problem solver.
- Set goals and share them with managers to gain feedback. Develop expertise in an area and become a mentor.
- Get involved in the community to build trust and open doors. Praise employees publicly for their successes.
En esta presentación encontrara definiciones claves sobre el embarazo múltiple, que como bien se sabe transcurre desde el momento de la fecundación hasta el momento del parto, pero en este caso la fecundación se dará de dos o mas óvulos, o cuando este se divide.
The CComponentSystem class facilitates management of a component system with factors and levels. It initializes the system, sets factor level ranges, and provides methods to get factor/level properties and generate random values. It stores factors as a vector of TFactor objects containing level ranges. Methods calculate the number of possible T-way variable combinations and configurations.
1. O documento apresenta notas sobre lógica matemática, abordando tópicos como negação, conjunção, disjunção, condicionais, tautologias, proposições logicamente falsas, relações de implicação e equivalência.
2. É feita uma introdução sobre proposições, argumentos, validade e inválidez de argumentos.
3. As principais operações lógicas como negação, conjunção, disjunção e condicionais são definidas por meio de suas tabelas-verdade.
People are afraid they’ll spend more during their journey than their budget allows. Here are some tricks to help you save money as you trot across the globe.
El documento presenta definiciones de administración de diferentes autores como Brook Adams, Koontz & O'Donnell, George Terry y Henry Fayol. Luego resume la definición de Wilburg Jiménez Castro como "el proceso de prever, planear, organizar, integrar, dirigir y controlar el trabajo de los elementos de la organización y de utilizar los recursos disponibles para alcanzar los objetivos preestablecidos".
This document is an image file located on a desktop computer. The file path provided points to a JPG image stored on a user's desktop with the name of "fundo.jpg". No other contextual or descriptive information about the image is included in the document.
Several major real estate listing websites are Zillow, Trulia, Realtor.com, Homes.com, Yahoo Real Estate, AOL Real Estate, and MSN Real Estate. These sites allow homeowners and buyers to search property listings in their local area and connect with real estate agents. The most popular sites for finding homes for sale online are Zillow, Realtor.com, and Trulia.
The document contains a series of codes and measurements related to a construction or engineering project. It includes codes like Ti, Te, CR, RA that may refer to materials, locations or components. It also includes measurements for R (radius), Lr (length), and h (height). The codes and measurements are repeated at various points along the document, which may correspond to different stations or kilometers of a linear project like a road or railway.
El documento certifica que Jesús Garrido Soria completó con éxito un curso de capacitación internacional sobre contratos de ingeniería y construcción, incluidos contratos FIDIC y otros modelos. El curso duró 45 horas entre el 27 de mayo de 2015 y el 15 de julio de 2015 a través de teleformación y cubrió temas como contratos FIDIC, estandarización de contratos, términos contractuales, ejecución de obras y aspectos económicos y cambios en los contratos.
El documento consiste en una serie de letras y símbolos sin sentido. No contiene información relevante que pueda resumirse de manera significativa en 3 oraciones o menos.
This book provides advice for salespeople to increase their sales and income. It discusses how the top earning salespeople (1) become experts at selling, (2) earn and invest substantial portions of their income, and (3) save and invest over time. Building long-term relationships with customers is key to success in sales. The book emphasizes lifelong learning and recommends salespeople continuously work to expand their knowledge.
This document provides guidance on writing effective marketing copy by focusing on the audience and their needs. It discusses seven key areas to improve copy: 1) Write about solving the audience's pain or desires, 2) Build trust by showing understanding of the audience, 3) Use headlines that highlight benefits for the audience and identify their problems, 4) Ask what problem the business solves for the audience. It provides a concrete example of copy targeting those seeking investment banking careers that builds the case for how the course solves the problem of preparing for intense interviews where competition is stiff.
This document outlines seven keys to getting more clients than you can handle as an independent professional. The keys are: 1) Focus on solutions to client problems and needs, 2) Seek out ideal clients who inspire you, 3) Embrace your authentic self, 4) Develop a clear personal brand, 5) Articulate what you do clearly, 6) Use a simple selling process focused on solutions, and 7) Use self-promotion techniques like referrals and networking to find new clients. Taking these simple steps around attitude and action is said to naturally and authentically build business.
This document outlines Kevin Dewalt's "Helpful Marketing" training which teaches entrepreneurs how to attract customers by creating helpful content. The training covers identifying target customers, writing content to solve their problems, getting the content found, and maintaining the customer relationship. Participants work through exercises to develop a target persona, identify problems they face and content to address them, outline how to write to and engage the persona, find people to ask for advice, and discuss strategies to capture the customer relationship. The goal is to teach entrepreneurs how to attract customers by creating content that helps solve their problems rather than trying to directly sell to them.
The Rules of Engagement: How to leverage social media to grow your businessTrish Saemann
A presentation was given to femfessionals/Charlotte. An overview on effectively using social media to increase brand visibility, lead generation and how to position YOU as an expert in your field.
This persona guide will help life science companies create more relevant and engaging marketing content by understanding the true needs of their ideal customers.
The document provides an introduction to applying the Starving Audience Framework to build an accurate persona profile and marketing language for an ideal CBD oil customer. It includes a draft persona profile for a 41-year-old married female from Texas who experiences severe knee and joint pain. She is looking for a fast-acting and long-lasting pain relief product with no side effects. The profile details her goals of living healthily and stress-free as well as her fears of not finding an effective solution. It also provides guidelines for constructing buyer personas, including their motivations, frustrations, and goals. The next steps outlined are to schedule a call to discuss the persona and deliver a second document with website content and marketing materials.
Find the magic: Produce better outcomes by designing intentional learning exp...Sharon Boller
This presentation for Amazon's 2021 LXD Conference overviews how to apply design thinking principles to learning experience design. It identifies four design thinking tools practitioners can use and offers worked examples of each one.
This document provides a primer on conducting interviews to gain consumer insights. It outlines 16 lessons for effectively understanding consumers' thoughts, feelings, and behaviors related to categories and brands. The key lessons are to listen without judgment, let consumers define terms in their own words, make an emotional connection, and dig deeper for underlying motivations beyond surface opinions. The goal is to uncover both logical and illogical consumer truths that can provide opportunities for innovation.
The document provides tips and guidelines for handling objections from prospects in a direct selling business. It begins by stating that every objection is an opportunity to close the deal or sign up the prospect. It then lists some common objections like "no time, no money" and suggests responses. The tips include actively listening, never arguing, using a "feel, felt, found" response format, and recognizing whether objections are genuine or excuses to avoid signing up. Specific objections and recommended answers are also provided.
Kevin Dewalt's Helpful Marketing Webinar at University of OmahaKevin Dewalt
The document summarizes a webinar on helpful marketing presented by Kevin Dewalt. The webinar teaches entrepreneurs how to get customers to find them by focusing content on solving customers' problems. It recommends creating a target persona named "Dave" and then developing free content like a blog post that directly addresses one of Dave's problems, such as whether he should stay in his hometown or move to a startup hub. The content should ask others for advice to spread the word to potential customers. The webinar argues that this helpful marketing approach will help entrepreneurs succeed by proving they help customers rather than just promoting themselves or their products.
Power point from Dale Calvert's Thursday night No Fluff generic training for career minded network marketing leaders. Dale shares the most important recruiting mindset a network marketing pro will ever develop. You can access the replay of this presentation at. www.MLMSuccessWebinar.com
“If you can master only one skill in selling, become a master prospector. It will guarantee your future success.”
Quote from Tim Conner’s book: “Soft Sell: The New Art of Selling, Self Empowerment and Persuasion”
Kate Austin-Avon of Advokate, LLC gave a presentation on using Facebook for business. She discussed setting up a Facebook page for a business and optimizing it with details like photos, descriptions and call-to-action buttons. She also covered using Facebook groups and advertising to engage customers, as well as tips like having a social media plan, telling a brand story and monitoring insights. The goal is to use Facebook effectively as part of an overall social media marketing strategy.
A successful online business requires motivating employees through positive rather than negative tactics such as threats. Providing incentives for teams to work towards common goals can boost productivity more than individual competition. Effective communication both externally with customers and internally is also important to build brand loyalty and support employees. Developing new ideas and innovation helps businesses adapt to changing customer needs.
When beginning a career in sales/marketing, some common problems faced are lack of respect from experienced contacts, few professional connections, inadequate training, and difficulty implementing new ideas or meeting sales targets. However, these challenges can be overcome by gaining knowledge from mentors, attending industry events to build a network, preparing thoroughly for customer interactions, learning from failures, and making a long-term plan for professional development and growth.
The document provides tips for breaking into the competitive field of public relations (PR) and securing a job in that industry. It discusses keys to success like internships and extracurricular activities in school, how to conduct an effective job search and interview process, and things to consider when interviewing like being prepared, selling your strengths, asking questions, and making a good first impression. The document emphasizes the importance of preparation, researching the company and interviewer, having a positive attitude, and viewing the interview as an opportunity to assess fit on both sides.
The document provides advice for breaking into the competitive field of public relations (PR). It discusses keys to success like internships and extracurricular activities in school. It also covers the job search process, including identifying prospective employers, resume tips, and conducting informational interviews. The document gives guidance on various aspects of the interview process, such as preparation, common interview questions and mistakes to avoid. It concludes with tips for on-the-job success like learning from senior colleagues and dealing with problems that may arise.
This document discusses techniques for overcoming limiting beliefs that prevent people from purchasing offers. It states that the majority of people presented with an offer will say no due to various limiting beliefs. These include beliefs about the business, product, or themselves. The document recommends positioning products as "savior" solutions that will do the heavy lifting for the customer. It also suggests selling "opportunities" rather than just improvements, as opportunities are more appealing since they don't require admitting past inadequacies. Specific strategies mentioned include emphasizing that offers are new, exclusive, don't require giving anything up, and have a greater purpose beyond just profit.
Similar to How To Create A Customer Avatar: Increase Your Marketing 10x By Knowing Your Ideal Customer (20)
Enabling Digital Sustainability by Jutta EcksteinJutta Eckstein
This is a New Zealand wide meetup event with meetup groups from Auckland, Wellington and Christchurch attending and open to anyone with an interest in digital sustainability or agile. All welcome. Joke, this is how it started. Jutta is now also available in Germany, i.e. hosted by Berlin/Brandenburg
According to the World Economic Forum, digital technologies can help reduce global carbon emissions by up to 15%. However, digitalization also comes with some challenges. Thus, if we want to make a positive impact by increasing sustainability, we need to address challenges like the digital divide, energy consumption of IT, or the rise of electronic waste. In this talk, I want to explore how Agile can help to leverage Digital Sustainability.
japanese language course in delhi near meheyfairies7
Next is the Nihon Language Academy in East Delhi, renowned for its comprehensive curriculum and interactive teaching methods. They boast a faculty of experienced educators with a blend of both Indian and Japanese nationals. The academy provides extensive support for JLPT exam preparation along with personalized tutoring sessions if needed. Nihon Language Academy also arranges exchange programs with partner institutes in Japan, which provides students an opportunity to experience Japanese culture and language first-hand.
Adani Group's Active Interest In Increasing Its Presence in the Cement Manufa...Adani case
Time and again, the business group has taken up new business ventures, each of which has allowed it to expand its horizons further and reach new heights. Even amidst the Adani CBI Investigation, the firm has always focused on improving its cement business.
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How To Create A Customer Avatar: Increase Your Marketing 10x By Knowing Your Ideal Customer
1. How-To Create Your Customer Avatar:
Increase Your Marketing 10x By Knowing Your Ideal
Customer
By: Nicholas David Sebastian
Meet Michelle -
Michelle is a local born Singaporean married to a British expatriate. She has 2 kids, a boy and girl,
aged 8 and 4 respectively.
Michelle’s 8-year-old is currently in Primary 2 in a local primary school. He has a problem paying
attention in class and did not do very well academically in his first year in primary school.
His teacher also has difficulty controlling him in class and Michelle frequently receives calls from his
teacher especially when he becomes disruptive in class and forgets to do his homework.
At home, he can’t focus while doing homework and is not able to sit down for more than 30 mins
without being distracted. This frustrates Michelle as she tries to help her son learn and focus but feels
that it is getting more difficult day by day because he is getting more rebellious and expresses his
frustrations by crying when he does not understand or does not want to continue studying.
2. Michelle is currently looking for solutions on the internet and is quite active on social networks and
forums like Parentsworld.com.sg and Motherhood.com.sg and also subscribes to Young Parents
Magazine.
She researches extensively on available centres and companies that can provide the best for her son,
she doesn’t delve deep into the scientific nature of children psychology but she believes in
frameworks and formulas that are credible and supported by experts and professors.
She is cautious but not apprehensive to these concepts.
She also feels that she is the only one that truly cares about her child’s future and that her husband
doesn’t give much thought to it. However, he agrees with whatever she says and will pay for anything
she really believes will work. So money isn’t really an issue.
Typical Day: Michelle wakes up early at 6am to prepare breakfast for her 2 children. She then drives
both of them to their respective schools and then to work. She’ll be in the office by 9am and works till
5pm.
When she gets home at about 6, she unwinds for 30 minutes before preparing dinner for the whole
family. Then she tries to get her kids to complete their homework and she tries to get them to focus
and complete it on time before their bed time at 9.30pm.
After tucking her kids to bed, she does research on children development and spending time with her
husband.
----------------------------------------------------------------------------------------------------------
Alright, hold on to your horse for just for a second: You’re probably wondering who “Michelle” is,
and why in the world I’m telling you about her, so let me get straight to the point -
We’ve been using “Michelle” for years as a potential “Customer Avatar” for any education
company selling children enrichment programs to middle and upper-class parents.
Why “Michelle” Is Extremely Crucial To You Business Owners.
Here’s whats happening – I know that most of you guys are probably not in the education niche,
but theres a very important reason I told you about her – so sit tight for the next 5 minutes, and
pay attention to this valuable skill that the most successful businessses use on a daily basis,
and is applicable to EVERY company in EVERY industry. (Even if you’re in an uncommon niche
like selling steel for construction, or pest removal services.)
“Wait, but Nick – How can you dare say EVERY? Every business is different…”
Well, you’re absolutely right – Every business is different, EXCEPT for one thing they all have in
common –
ALL businesses need to market and sell their product / service to their customers.
3. And to do that effectively, the first thing you need to do is get a clear idea of WHO your ideal
customer is, and what makes them tick: Their pains, fears, desires, pleasures and habits,
Because once you know your customer well, you’ll know how to make them buy – And that’s
going to have a HUGE impact on your marketing and sales efforts.
Briefly, here are the benefits of creating a comprehensive Customer Avatar (Some also call this a
buyer persona):
1) You’ll Be Able To Identify The Perfect Customer Who Is Similar To Your Current Most
Profitable Customer – This is that one gentlemen/lady that you spent the least time
persuading to buy and yet handed you the cash in his hand with a big smile on his face
(and yours).
2) You’ll Have A Clearer Idea Of What Makes Them Tick – You’ll be able to strategically
place your marketing messages in their daily thoughts by twisting their pain points,
stimulating their pleasure hot buttons, and overturning their shallow objections into
selling points.
3) You’ll Have The Ability To Find Them Wherever They Are, Even If They’re Commuting
From Work Or In The Toilet – Okay, maybe it isn’t the best to find your customers when
they’re busy in the toilet, but you get my point.
Utilising the suite of powerful targeting options most advertising platforms provide you,
you’ll be able to laser target them with your homing marketing missile to sell them
whenever, and wherever, with a targeted marketing message that they’d relate to (and
buy from.)
So, now that you’ve seen briefly just how useful a solid customer avatar is, let me show you how
to get started with your very own.
The 5 Crucial Steps To Creating Your Very Own Customer Avatar
1) Write Down Their Profile
First, write down their demographic details like I’ve listed out below.
• Name
• Age
• Gender
• Marital Status
• Race
• Religion
4. • Location
• Occupation
• Family size
• Monthly Income
• Highest Level Of Education Attained
Though simple, knowing these little nitty-gritty details about your customer allows you to
make certain educated guesses based on the traits that your ideal customer possesses,
for example:
• How old they are – which tells you a lot about their generational habits. (Think a
20 year old girl vs a 40 year old lady, and the difference between the way they
behave.)
• What role they play in their family – Like “Michelle”, a mother behaves extremely
differently from a single lady. (This is just one example.)
• Where they live – which is crucial if your small business is based in a certain
location.
• Whats their social status – which affects the way they spend, and make
decisions. (Lower vs middle vs upper class. Do they buy for themselves, or to
maintain a certain image?)
• How educated they are – which affects how they react to your marketing
messages and their awareness levels.
• What racial / religious habits they might possess.
And so on.
Alright, now that you have a clear idea of who your ideal customer is and what traits they
posses, it’s time to go deeper into their behavioural habits so you understand more about
the way they behave and what they do.
5. Now, the next few questions might need some primary or secondary research to be done
right, so if you’re unable to answer any of them, give your best customer a call and ask
him these few simple questions.
IMPORTANT NOTE: All these answers have to link to solving the problems they face
related to your product offering (E.g. if you’re selling shoes, the following answers have to
be about fashion, or buying the best shoes that match their style). I’ll explain why shortly,
but first:
• What books have they read?
• What magazines do they subscribe to or buy often?
• What websites/blogs/videos do they often visit/read/watch?
• What conferences or events do they attend?
• Who are the thought leaders they follow or respect?
These preferences are extremely important – Because chances are, if your ideal
customer has these interests, they’ll be looking them up online –
And what does that mean for you as a business owner?
Answer: TARGETING.
Remember what I mentioned earlier about ad targeting? Knowing your customers
interests will allow you to target your online advertising and marketing material on
Facebook / Google / LinkedIn, etc via their powerful back-end ad targeting platforms.
As I mentioned earlier, this is why the answers have to link to solving the problems they
face related to your product offering.
6. This is crucial because you really don’t want to be wasting your budget showing your
messages to the wrong people, who aren’t the right fit / aren’t interested in what you
have to sell at all.
2) Identify Their Pains And Challenges
All aboard the the empathy train / emotional roller coaster! Here’s where you channel
your inner psychiatrist to truly understand what pains your customer faces daily and how
serious these pains are.
Is the pain recurring? Does it happen just once? What’s the frequency of the pain happening?
How does it affect them in their lives?
NOTE: Keep asking yourself, WHY?! Why does this pain happen? Why is it recurring? Why
is it affecting them?
By doing this, you’ll be able to go even deeper into the core reason for their challenges –
and when you know this their pains at the back of your hand, you’ll be able to sell them
anything that solves this problem!
Why does this work? Well, think about that time you had a toothache, or bad flu. What did
you do? I’m pretty sure most of you bolted to the dentist / doctor to find relief for your
pain, and no matter the cost, you either didn’t mind or parted with the cash reluctantly.
Either way, the point I’m trying to make is – When a person is in pain, costs become a
minor consideration in the face of the solution.
And in this case, your product IS the solution.
So, here’s what you’ll need to find out:
• Their pains
• Their sufferings
• Their worries
• Their fears
• Their anxieties
• Their challenges
• What keeps them up at night
• What embarrasses them
7. The more of your customers pains you are able to understand, the more effective they
are in helping you persuade them that you are the right guy to eliminate all of these
problems.
3) Identify Their Pleasures And Desires
Most business owners skip this part, thinking that pain / fear alone is enough to motivate
their sale.
They’re not exactly wrong, but think about this for a quick second – What if you can
understand your customer’s needs, their wants, their desires, and what they will never be
able to say no to?
If you can promise them what they truly desire and show them how by buying your
product or service, they’ll be able to get that quickly and without hassle, wouldn’t they be
insane to say no?
To do that, ask these questions:
• Their needs
• Their wants
• Their biggest goal
• Their pleasures
• Their desires
• Their aspirations
• Their fantasies
• If they have a magic wand, what would they wish for?
• And if they can accomplish just one thing this year, what would it be?
8. The thing most business owners fail to realise is that on the flipside of pain, pleasure
remains as one of the core driving forces that motivate people to take action, and if you
are able to trigger your customers pleasure points, they’ll find it extremely hard to refuse
your offer.
4) Find Out What They’ve Tried In The Past And What Their
Objections To Your Product / Service Are
This part is pretty interesting, so pay attention closely –
Chances are, if your ideal customer is facing pain with their problem, they’ve tried to solve
it before.
So, even though you may think your product / service may be all that special or different,
you’re not the first person to come along claiming to have a solution to their problems,
and you definitely won’t be the last.
Through their experiences and failures to solve their problem, they’ve definitely built up a
wall of what we like to call “objections”.
And to be able to move them to take action, you’re going to need to tear this wall of
objections down.
So ask these set of questions:
• What have they tried before?
• Did it work? If not, why?
• Are they still using that solution? If not, why?
• What have they said no to?
• Why did they say no?
9. Once you know what makes your customer say no, and their immediate concerns about
your solution, you’ll be able to turn these objections into strong selling points for your
product / service.
Of course, this only works if:
1) You have a solid product / service that can truly solve their problem, and
2) You know your product like the back of your hand – Or you’ll crumble in the face of
your customer objections.
5) Create Your Own Customer Avatar Story
Scroll back to the top and read my little story about “Michelle” agan – You’ll notice that I’m
pretty detailed in explaining:
• Who she is,
• What she has experienced,
• Her current daily challenges,
• What is her typical day like, and even
• What she does in her free time.
To create your very own customer avatar story, use the answers that you’ve gotten from
asking the questions in this post, and arrange them like how I did for “Michelle”.
Now, you might be wondering what the point of the customer avatar story is, and why its
useful - The big idea here is to be in your ideal customers’ shoes and know them inside-
out, and whenever you want to craft a new marketing message, you’ll have this story to
refer to.
Know what they see, hear, say, and experience almost every single day.
NOTE: Be descriptive. Be detailed. Include their typical day. Make it look believable. Make
sure you can see them in front of your eyes, feel them, hear them, and understand them
like you two have been best friends for years.
Only by doing this will you be able to truly understand them and offer a solution that
solves their problems, paves their way to reaching their aspirations, and most importantly
- gives them something new and unique, something they can never say no to.
10. Last, BUT Definitely Not Least
Test out this customer avatar formula on someone that you know for feedback. This
person should be someone that’s familiar with your business and customers, such as your
business partner or marketing team.
After penning down your customer avatar, ask your partner if they are able to:
• Visualize this person
• Understand what makes this person tick
• Identify their pains and challenges
• Identify what they truly want, and
• Have a clearer idea of what they will say yes to and how badly they want that.
If they are able to check all these criteria, you know that you’ve now got yourself a
comprehensive customer avatar.
Now, go and use this in your advertising, in your positioning, your communication
messages, or maybe even develop a product to suit this ideal client.
You’ll find that now that you have a crystal clear idea of who your ideal customer is, you’ll
find more of them in no time!
You’ll be able to:
11. • Filter the “not-so-ideal” customers that you don’t want,
• Find these ideal customers that are ready and waiting to buy from you,
• Increase your sales,
• Grow your business,
The best part? You’ll enjoy it every step of the way dealing with clients that are easier to
sell to and would love to maintain a customer relationship with you!
And there you have it – Your very own customer avatar! Use this whenever you have a
new product / service to offer, and you’ll find that your marketing efforts work 10x more
effectively now that you understand exactly what makes your customers tick.
To help you guys get started immediately , we’ve prepared our very own Customer
Avatar Worksheet – You can download it from the image below.
Like this article? Check out others like it at http://www.growthtribe.com/blog