Too often, healthcare practices fall into marketing their features instead of the benefit to the patient. Learn the difference between marketing your features vs. your benefits.
The document discusses the importance of focusing on benefits rather than features when selling products or services. It emphasizes that benefits answer the question "what's in it for me" by providing value to customers, while features are simply descriptions of what a product can do. The document advises gathering information about customers by asking open-ended questions to understand their needs and priorities in order to speak to the benefits of the solution. Building long-term relationships allows sellers to become a resource for customers and solve their problems rather than just pitching features.
The document discusses strategies for effectively selling life insurance. It contrasts two approaches: one focused on pitching the product features, and one focused on asking questions to understand the client's needs and goals. The second approach, using questions and answers (Q&A), is shown to be more effective as it keeps the focus on the client and allows the agent to propose a tailored solution. The document advocates for using Q&A techniques to gather valuable client insights and better explain how the product specifically addresses their needs and motivations.
Are you selling the right way? Selling in 2016 is NOT the same as selling in 2006. Learn how to distinguish your selling techniques by promoting a benefit of your product over the feature.
This chapter discusses the psychology of buying and how understanding buyer psychology can help salespeople improve their skills. It covers topics like why people buy based on benefits rather than features, using FAB (feature, advantage, benefit) selling to determine and satisfy buyer needs, adapting your sales approach based on the buyer's personality style, and using trial closes to uncover needs and determine if the buyer is ready to purchase. The chapter emphasizes understanding the buyer's perspective in the decision making process.
CDI Founder Workshop Session 4 - Lean Startup Methodologies - Kayla Trautwein- EvoNexus (https://www.linkedin.com/in/kayla-trautwein-b3bbb621)
Time/ Date- Nov 8th, 6p-8p
Description- Founders often fall into a trap: building a solution for a problem they aren’t sure that their customer really has. With so many options available to consumers, it’s difficult for businesses to stay above the noise. No longer can we ask “Can we build this?” Rather, the question has become “Should we build this?” In other words, “Are we building something that customers really want/need?” After all, the customer is always right.
One of the biggest challenges for entrepreneurs is finding product-market fit, and this journey all begins with customer development. The Lean Startup Methodology will teach you best practices in customer development which will lead you to determine whether to 1) improve the solution you have built, 2) change direction (pivot) or 3) abandon your product or service and try something new. With the odds of failure so high for today’s startups, the Lean Startup Methodology offers an essential regimen for failing fast and iterating so that you have a better chance for success.
Homework-
Watch “The Lean Approach: The Lean Method” with Steve Blank by the Kauffman Founders School.
Watch “The Lean Approach: Getting Out of the Building: Customer Development” with Steve Blank by the Kauffman Founders School.
Read “Customer Development: What Questions Do You Ask Potential Customers?”
Watch “Good and Bad Examples of Customer Interview Questions.”
Engagement
From the video and blog content, you’ve learned that in order to keep driving your product/service in its current direction you should have some validation from potential customers. In the Lean Startup Methodologies Session we’re going to walk through some sample customer interview exercises to help you think about ways to get closer to product/market fit and give you tools to help determine when it’s necessary to make a pivot. If you don’t currently have a startup you’re working on, no problem. This session will still be beneficial as you think about other applications for customer interviews, whether it’s in your current job or in a networking scenario.
The document discusses the importance of customer service and strategies for building a customer-focused company. Some key points include:
- Customer satisfaction and service has increasingly become important over time, from price and value in the past to quality, convenience, and service today.
- Every customer interaction represents a "moment of truth" that can influence future purchasing decisions. Customers make quick judgments about a company based on their experiences.
- To be customer-focused, a company must listen to customers, understand their needs, and strive to satisfy them. This fosters customer loyalty and positive word-of-mouth.
- Strategies for building a customer focus include soliciting customer feedback, training all employees to
The document discusses finding and defining your unique selling proposition (USP). It recommends asking customers directly why they buy from your business to identify your main advantage, such as price, quality, or customer service. Once identified, your USP should be promoted as your company's tagline to differentiate yourself from competitors and attract more customers. It is important to consistently deliver on your USP to build trust and gain referrals.
Pitch method : SIMAC or persuasive selling formatEloquens
SIMAC is a pitching method that has proven very successful in commercial and business contexts. The method helps you create a pitch that contains five successive steps :
1- Summarize your Situation;
2- State your Idea;
3- Explain the Mechanism of your idea, how it works;
4- List the Advantages of your idea, its key benefits;
5- Conclude your pitch and define clear next steps.
The document discusses the importance of focusing on benefits rather than features when selling products or services. It emphasizes that benefits answer the question "what's in it for me" by providing value to customers, while features are simply descriptions of what a product can do. The document advises gathering information about customers by asking open-ended questions to understand their needs and priorities in order to speak to the benefits of the solution. Building long-term relationships allows sellers to become a resource for customers and solve their problems rather than just pitching features.
The document discusses strategies for effectively selling life insurance. It contrasts two approaches: one focused on pitching the product features, and one focused on asking questions to understand the client's needs and goals. The second approach, using questions and answers (Q&A), is shown to be more effective as it keeps the focus on the client and allows the agent to propose a tailored solution. The document advocates for using Q&A techniques to gather valuable client insights and better explain how the product specifically addresses their needs and motivations.
Are you selling the right way? Selling in 2016 is NOT the same as selling in 2006. Learn how to distinguish your selling techniques by promoting a benefit of your product over the feature.
This chapter discusses the psychology of buying and how understanding buyer psychology can help salespeople improve their skills. It covers topics like why people buy based on benefits rather than features, using FAB (feature, advantage, benefit) selling to determine and satisfy buyer needs, adapting your sales approach based on the buyer's personality style, and using trial closes to uncover needs and determine if the buyer is ready to purchase. The chapter emphasizes understanding the buyer's perspective in the decision making process.
CDI Founder Workshop Session 4 - Lean Startup Methodologies - Kayla Trautwein- EvoNexus (https://www.linkedin.com/in/kayla-trautwein-b3bbb621)
Time/ Date- Nov 8th, 6p-8p
Description- Founders often fall into a trap: building a solution for a problem they aren’t sure that their customer really has. With so many options available to consumers, it’s difficult for businesses to stay above the noise. No longer can we ask “Can we build this?” Rather, the question has become “Should we build this?” In other words, “Are we building something that customers really want/need?” After all, the customer is always right.
One of the biggest challenges for entrepreneurs is finding product-market fit, and this journey all begins with customer development. The Lean Startup Methodology will teach you best practices in customer development which will lead you to determine whether to 1) improve the solution you have built, 2) change direction (pivot) or 3) abandon your product or service and try something new. With the odds of failure so high for today’s startups, the Lean Startup Methodology offers an essential regimen for failing fast and iterating so that you have a better chance for success.
Homework-
Watch “The Lean Approach: The Lean Method” with Steve Blank by the Kauffman Founders School.
Watch “The Lean Approach: Getting Out of the Building: Customer Development” with Steve Blank by the Kauffman Founders School.
Read “Customer Development: What Questions Do You Ask Potential Customers?”
Watch “Good and Bad Examples of Customer Interview Questions.”
Engagement
From the video and blog content, you’ve learned that in order to keep driving your product/service in its current direction you should have some validation from potential customers. In the Lean Startup Methodologies Session we’re going to walk through some sample customer interview exercises to help you think about ways to get closer to product/market fit and give you tools to help determine when it’s necessary to make a pivot. If you don’t currently have a startup you’re working on, no problem. This session will still be beneficial as you think about other applications for customer interviews, whether it’s in your current job or in a networking scenario.
The document discusses the importance of customer service and strategies for building a customer-focused company. Some key points include:
- Customer satisfaction and service has increasingly become important over time, from price and value in the past to quality, convenience, and service today.
- Every customer interaction represents a "moment of truth" that can influence future purchasing decisions. Customers make quick judgments about a company based on their experiences.
- To be customer-focused, a company must listen to customers, understand their needs, and strive to satisfy them. This fosters customer loyalty and positive word-of-mouth.
- Strategies for building a customer focus include soliciting customer feedback, training all employees to
The document discusses finding and defining your unique selling proposition (USP). It recommends asking customers directly why they buy from your business to identify your main advantage, such as price, quality, or customer service. Once identified, your USP should be promoted as your company's tagline to differentiate yourself from competitors and attract more customers. It is important to consistently deliver on your USP to build trust and gain referrals.
Pitch method : SIMAC or persuasive selling formatEloquens
SIMAC is a pitching method that has proven very successful in commercial and business contexts. The method helps you create a pitch that contains five successive steps :
1- Summarize your Situation;
2- State your Idea;
3- Explain the Mechanism of your idea, how it works;
4- List the Advantages of your idea, its key benefits;
5- Conclude your pitch and define clear next steps.
The document outlines the agenda and key modules for an EMEA Customer Support Customer Services Training. The training covers what brilliant customer service means, the SPECIAL model for customer service which includes speed/time, personalization, expectations, competence, information, attitude and follow-up. It also discusses telephone techniques and challenges common in customer service such as difficult conversations. The importance of driving customer loyalty through excellent customer service is emphasized.
This document outlines how to effectively pitch sales. It recommends introducing yourself and your company, telling a unique story that sticks to the rule of 3 (three key points), and calling for action. The document provides examples of headlines that follow this structure: Simpler, Closer, Fun. It also discusses analyzing different types of sales pitches for business-to-customer versus business-to-business and identifying customers' problems and needs to understand how your product can fulfill them. The goal is to have a clear, concise pitch in under 20 seconds or 5 minutes depending on audience.
Staff Management Tips For Success, Nmp09 [Compatibility Mode]Bill Crawford
This document provides tips for staff management success, including maintaining value for customers. It discusses the importance of hiring the right employees who can provide a good customer experience both in-store and after purchase. The document also stresses the need for ongoing training of both new and existing employees on product knowledge, store policies and customer service skills. Finally, it outlines best practices for motivating employees through delegation, empowerment, communication and rewards.
The document discusses personalized customer service at Yogi Bear's Jellystone Park in Van Buren, Missouri. It defines customer service and personalized customer service. It provides examples of what other Jellystone Parks are doing to provide personalized service, such as escorting campers to sites and having a better reservation system. The document also discusses potential benefits like customer satisfaction and costs like training. It provides two examples of how the park could improve service by delivering free breakfast and helping customers park their RVs. It concludes that personalized customer service is important to stay competitive by exceeding customer expectations.
Helping customers choose right productsReenu Lekhi
As a sales person our first job is to help customers find the product they are looking for. the presentation includes the need of the customer, different ways of helping the customer and the benefits of helping the customer.
This document provides guidance on improving consultative sales skills through understanding customer needs, communication styles, and an effective sales process. It discusses establishing rapport, understanding prospects, aligning products to needs, and monitoring the interaction. Key aspects of the consultative process include setting appointments, understanding why people choose, crafting a positioning statement, and providing needs-based consultation through financial assessment and illustration of protection solutions. The overall aim is to help agents improve conversions and returns by enhancing customer understanding and communication.
This training focuses on improving customer service culture by focusing on five key aspects: anticipation, acknowledgment, availability, adaptability, and atmosphere. The presentation follows a student customer, Jane, through various dining experiences to demonstrate both poor and good examples of these aspects. Poor experiences include an empty grab-n-go cooler demonstrating a lack of anticipation and an employee ignoring Jane's request for assistance due to a lack of availability and adaptability. A good experience occurs when an employee at the register apologizes for the empty cooler and offers to help find Jane's usual item, demonstrating acknowledgment and a welcoming atmosphere.
This document provides guidance on developing a unique selling proposition (USP) or extra value proposition (EVP) for a business. It recommends conducting focus groups with staff, customer surveys, and competitor analyses to understand strengths and weaknesses. Key aspects to consider for the USP include being concise, quantifying benefits, and filling a void competitors do not. The USP should then be integrated into all marketing materials and sales presentations. Developing a clear USP lays the foundation for effective marketing strategy.
This document outlines a workshop to help participants overcome fears of sales and create an effective sales process. It discusses establishing a value proposition, understanding customers, and a 7-step process for nurturing leads. Key points covered include starting with why your business exists, empathizing with customers, segmenting the market, and creating a personalized customer journey through consistent communication and education. The goal is to help participants develop a sales approach that feels right and increases their business.
This document provides an overview of sales skills and techniques. It discusses key concepts like understanding customer needs and wants, identifying features and benefits, closing the sale, dealing with objections, and different types of customer motivations. The overall message is that to be successful in sales, one must understand customer psychology and motivations, build rapport, provide value by addressing needs and wants, and overcome objections by listening and responding effectively.
This document provides guidance on overcoming common objections from prospects. It begins by listing some common objections like "I would like to think about it" or "Now is not the best time." It then outlines the key steps to overcoming objections, which are to uncover, isolate, address, and overcome the objection. Specific techniques are provided for uncovering like asking "What specifically would you like to think about?" and for isolating like assuming the objection is not an issue and asking if there are any other reasons. Sample dialogs are given for addressing common objections. The document emphasizes learning the objections in advance and having proven responses prepared.
Door To Door Sales Training PowerPoint Presentation SlidesSlideTeam
It covers all the important concepts and has relevant templates which cater to your business needs. This complete deck has PPT slides on Door To Door Sales Training Powerpoint Presentation Slides with well suited graphics and subject driven content. This deck consists of total of fourtysix slides. All templates are completely editable for your convenience. You can change the colour, text and font size of these slides. You can add or delete the content as per your requirement. Get access to this professionally designed complete deck presentation by clicking the download button below.
In this SlideShare, Richardson explains there is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up, they must be exceptional – cutting through the noise and distilling what matters most.
The Customer Service Workout: Ten Essential Skills for Frontline Employees
This presentation focuses on ten skills frontline employees can practice to improve their interactions with customers. From using effective service language to staying calm when things go wrong, these basic questions and suggestions can be incorporated into any organization looking for some quick wins in its delivery of exceptional customer service.
The script that accompanies this program can be found at http://www.businesstrainingworks.com/main-menu/customer-service-training-program.
For more information about onsite customer service training and for free training resources, visit us online at www.businesstrainingworks.com.
How Buyer Personas Reveal the Whole Truth about Marketing Content & ROIBuyer Persona Institute
The document discusses buyer personas and how they can help reveal insights about buyers to improve marketing content and ROI. It provides examples of buyer personas that describe common attitudes, concerns, and expectations buyers may have regarding email marketing solutions. These include concerns about trust in new solutions, opt-in policies, being blacklisted for sending spam, managing multiple systems, and requiring HTML knowledge to use templates. The personas indicate buyers want solutions that are easy to use, provide a comprehensive view of customers, and can grow with their changing needs.
The document defines customers as individuals or businesses that purchase goods or services from a company. It distinguishes between internal customers within an organization and external customers outside the organization. It emphasizes that customers have the power to choose where to spend their money and that customer satisfaction is essential for businesses through customer service and maintaining ongoing client relationships. It provides tips for effective customer service such as empathy, clear communication, and complaint management. It also discusses how to handle difficult customer types like demanding, irate, talkative, silently angry, and abusive customers. Finally, it outlines the benefits of good customer service including repeat business, increased sales and profits, customer loyalty, delight, and positive business reputation.
The document discusses best practices for meeting and greeting customers during a sales process. It emphasizes the importance of first impressions, developing rapport with customers, and properly approaching and greeting them. It provides examples of greetings and initial questions salespeople can ask customers to make the best use of their time and set clear goals for the interaction.
The sales plan proposes that Best Buy sell Apple Watches in their store to take advantage of growing demand for smart watches. An analysis of Apple, Best Buy, and their competitors is provided. The plan outlines marketing strategies including advertising, pricing, and discounts to appeal to customers and ensure a profitable sale of 100 Apple Watches for Best Buy's introductory order.
The document discusses key aspects of providing excellent customer service, including establishing trust with customers, handling difficult customer situations, and communicating effectively with customers from different cultures or with special needs. It emphasizes displaying friendliness, having strong product knowledge, addressing customer emotions, actively listening to understand issues, and following up to ensure customer satisfaction. Strategies like AQUA (Acknowledge, Question, Understand, Answer) are recommended for defusing tensions and resolving problems. The importance of both verbal and nonverbal communication skills is also highlighted.
The document provides tips for salespeople to effectively close sales in 3 steps:
1) Agree - Find common ground with the customer
2) Clarify - Lock onto a key word and ask follow up questions to understand the customer's concerns
3) Legitimize - Ask the customer what they will do next if their concerns are addressed
It emphasizes listening to understand the customer, being positive, delivering on promises to build trust, and assuming the sale.
Learn how to create a message which resonates with your target audience. Additionally, explore how to develop a comprehensive marketing and public relations strategy.
Marketing your orthopedic_medicine_practice_aaom_0412 friedlisNomienredes
This document provides an overview of orthopedic medicine and marketing strategies for an orthopedic practice. It defines orthopedic medicine as focused on pain treatment. It then discusses various marketing strategies including analyzing practice strengths and weaknesses, developing a message and goals, using tools like websites and newsletters, and measuring success through tracking patient sources. The document provides details on implementing specific strategies like conducting a internal marketing analysis, creating print materials, conducting direct mail campaigns, and engaging in public relations.
The document outlines the agenda and key modules for an EMEA Customer Support Customer Services Training. The training covers what brilliant customer service means, the SPECIAL model for customer service which includes speed/time, personalization, expectations, competence, information, attitude and follow-up. It also discusses telephone techniques and challenges common in customer service such as difficult conversations. The importance of driving customer loyalty through excellent customer service is emphasized.
This document outlines how to effectively pitch sales. It recommends introducing yourself and your company, telling a unique story that sticks to the rule of 3 (three key points), and calling for action. The document provides examples of headlines that follow this structure: Simpler, Closer, Fun. It also discusses analyzing different types of sales pitches for business-to-customer versus business-to-business and identifying customers' problems and needs to understand how your product can fulfill them. The goal is to have a clear, concise pitch in under 20 seconds or 5 minutes depending on audience.
Staff Management Tips For Success, Nmp09 [Compatibility Mode]Bill Crawford
This document provides tips for staff management success, including maintaining value for customers. It discusses the importance of hiring the right employees who can provide a good customer experience both in-store and after purchase. The document also stresses the need for ongoing training of both new and existing employees on product knowledge, store policies and customer service skills. Finally, it outlines best practices for motivating employees through delegation, empowerment, communication and rewards.
The document discusses personalized customer service at Yogi Bear's Jellystone Park in Van Buren, Missouri. It defines customer service and personalized customer service. It provides examples of what other Jellystone Parks are doing to provide personalized service, such as escorting campers to sites and having a better reservation system. The document also discusses potential benefits like customer satisfaction and costs like training. It provides two examples of how the park could improve service by delivering free breakfast and helping customers park their RVs. It concludes that personalized customer service is important to stay competitive by exceeding customer expectations.
Helping customers choose right productsReenu Lekhi
As a sales person our first job is to help customers find the product they are looking for. the presentation includes the need of the customer, different ways of helping the customer and the benefits of helping the customer.
This document provides guidance on improving consultative sales skills through understanding customer needs, communication styles, and an effective sales process. It discusses establishing rapport, understanding prospects, aligning products to needs, and monitoring the interaction. Key aspects of the consultative process include setting appointments, understanding why people choose, crafting a positioning statement, and providing needs-based consultation through financial assessment and illustration of protection solutions. The overall aim is to help agents improve conversions and returns by enhancing customer understanding and communication.
This training focuses on improving customer service culture by focusing on five key aspects: anticipation, acknowledgment, availability, adaptability, and atmosphere. The presentation follows a student customer, Jane, through various dining experiences to demonstrate both poor and good examples of these aspects. Poor experiences include an empty grab-n-go cooler demonstrating a lack of anticipation and an employee ignoring Jane's request for assistance due to a lack of availability and adaptability. A good experience occurs when an employee at the register apologizes for the empty cooler and offers to help find Jane's usual item, demonstrating acknowledgment and a welcoming atmosphere.
This document provides guidance on developing a unique selling proposition (USP) or extra value proposition (EVP) for a business. It recommends conducting focus groups with staff, customer surveys, and competitor analyses to understand strengths and weaknesses. Key aspects to consider for the USP include being concise, quantifying benefits, and filling a void competitors do not. The USP should then be integrated into all marketing materials and sales presentations. Developing a clear USP lays the foundation for effective marketing strategy.
This document outlines a workshop to help participants overcome fears of sales and create an effective sales process. It discusses establishing a value proposition, understanding customers, and a 7-step process for nurturing leads. Key points covered include starting with why your business exists, empathizing with customers, segmenting the market, and creating a personalized customer journey through consistent communication and education. The goal is to help participants develop a sales approach that feels right and increases their business.
This document provides an overview of sales skills and techniques. It discusses key concepts like understanding customer needs and wants, identifying features and benefits, closing the sale, dealing with objections, and different types of customer motivations. The overall message is that to be successful in sales, one must understand customer psychology and motivations, build rapport, provide value by addressing needs and wants, and overcome objections by listening and responding effectively.
This document provides guidance on overcoming common objections from prospects. It begins by listing some common objections like "I would like to think about it" or "Now is not the best time." It then outlines the key steps to overcoming objections, which are to uncover, isolate, address, and overcome the objection. Specific techniques are provided for uncovering like asking "What specifically would you like to think about?" and for isolating like assuming the objection is not an issue and asking if there are any other reasons. Sample dialogs are given for addressing common objections. The document emphasizes learning the objections in advance and having proven responses prepared.
Door To Door Sales Training PowerPoint Presentation SlidesSlideTeam
It covers all the important concepts and has relevant templates which cater to your business needs. This complete deck has PPT slides on Door To Door Sales Training Powerpoint Presentation Slides with well suited graphics and subject driven content. This deck consists of total of fourtysix slides. All templates are completely editable for your convenience. You can change the colour, text and font size of these slides. You can add or delete the content as per your requirement. Get access to this professionally designed complete deck presentation by clicking the download button below.
In this SlideShare, Richardson explains there is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up, they must be exceptional – cutting through the noise and distilling what matters most.
The Customer Service Workout: Ten Essential Skills for Frontline Employees
This presentation focuses on ten skills frontline employees can practice to improve their interactions with customers. From using effective service language to staying calm when things go wrong, these basic questions and suggestions can be incorporated into any organization looking for some quick wins in its delivery of exceptional customer service.
The script that accompanies this program can be found at http://www.businesstrainingworks.com/main-menu/customer-service-training-program.
For more information about onsite customer service training and for free training resources, visit us online at www.businesstrainingworks.com.
How Buyer Personas Reveal the Whole Truth about Marketing Content & ROIBuyer Persona Institute
The document discusses buyer personas and how they can help reveal insights about buyers to improve marketing content and ROI. It provides examples of buyer personas that describe common attitudes, concerns, and expectations buyers may have regarding email marketing solutions. These include concerns about trust in new solutions, opt-in policies, being blacklisted for sending spam, managing multiple systems, and requiring HTML knowledge to use templates. The personas indicate buyers want solutions that are easy to use, provide a comprehensive view of customers, and can grow with their changing needs.
The document defines customers as individuals or businesses that purchase goods or services from a company. It distinguishes between internal customers within an organization and external customers outside the organization. It emphasizes that customers have the power to choose where to spend their money and that customer satisfaction is essential for businesses through customer service and maintaining ongoing client relationships. It provides tips for effective customer service such as empathy, clear communication, and complaint management. It also discusses how to handle difficult customer types like demanding, irate, talkative, silently angry, and abusive customers. Finally, it outlines the benefits of good customer service including repeat business, increased sales and profits, customer loyalty, delight, and positive business reputation.
The document discusses best practices for meeting and greeting customers during a sales process. It emphasizes the importance of first impressions, developing rapport with customers, and properly approaching and greeting them. It provides examples of greetings and initial questions salespeople can ask customers to make the best use of their time and set clear goals for the interaction.
The sales plan proposes that Best Buy sell Apple Watches in their store to take advantage of growing demand for smart watches. An analysis of Apple, Best Buy, and their competitors is provided. The plan outlines marketing strategies including advertising, pricing, and discounts to appeal to customers and ensure a profitable sale of 100 Apple Watches for Best Buy's introductory order.
The document discusses key aspects of providing excellent customer service, including establishing trust with customers, handling difficult customer situations, and communicating effectively with customers from different cultures or with special needs. It emphasizes displaying friendliness, having strong product knowledge, addressing customer emotions, actively listening to understand issues, and following up to ensure customer satisfaction. Strategies like AQUA (Acknowledge, Question, Understand, Answer) are recommended for defusing tensions and resolving problems. The importance of both verbal and nonverbal communication skills is also highlighted.
The document provides tips for salespeople to effectively close sales in 3 steps:
1) Agree - Find common ground with the customer
2) Clarify - Lock onto a key word and ask follow up questions to understand the customer's concerns
3) Legitimize - Ask the customer what they will do next if their concerns are addressed
It emphasizes listening to understand the customer, being positive, delivering on promises to build trust, and assuming the sale.
Learn how to create a message which resonates with your target audience. Additionally, explore how to develop a comprehensive marketing and public relations strategy.
Marketing your orthopedic_medicine_practice_aaom_0412 friedlisNomienredes
This document provides an overview of orthopedic medicine and marketing strategies for an orthopedic practice. It defines orthopedic medicine as focused on pain treatment. It then discusses various marketing strategies including analyzing practice strengths and weaknesses, developing a message and goals, using tools like websites and newsletters, and measuring success through tracking patient sources. The document provides details on implementing specific strategies like conducting a internal marketing analysis, creating print materials, conducting direct mail campaigns, and engaging in public relations.
This journal entry introduces students to concepts of evidence-based practice, health informatics, and clinical expertise. It asks students to reflect on their academic background and career interests in healthcare, strengths and weaknesses based on multiple intelligences, personal values related to healthcare based on a values sorting activity, and how they approach researching academic and personal health-related questions. Students are prompted to complete assessments on multiple intelligences and values to incorporate into their journal response.
The document discusses the art of salesmanship, with a focus on selling pharmaceutical products. It outlines the key steps in the pharmaceutical sales process: prospecting, planning, approaching doctors, listening and asking questions, presenting the product while addressing objections, and closing the sale when the doctor understands the product and trusts the company. It emphasizes the importance of in-depth product and competitor knowledge, believing in the product, addressing the doctor's needs, and having courage to ask for the sale despite fears of rejection.
Looking to improve your sales presence? Take a look at yourself from a Doctor's perspective! I have written these analogies as a self-reflection and wanted to share!
Here are some effective ways to respond to compliments:
- Thank the customer sincerely for the feedback. Express genuine appreciation for their perspective.
- Ask a follow up question to better understand what aspects of your company or product they value. This continues the positive discussion.
- Consider sharing a related anecdote or example that illustrates your commitment to meeting customer needs. Keep it brief.
- Redirect the conversation back to understanding the customer's specific requirements and how you may help further. Compliments are opportunities, not ends in themselves.
- Make a mental note of what was complimented so you can reinforce those strengths going forward. Customer feedback helps improve service.
The goal is to acknowledge the compliment
This presentation discusses digital marketing strategies for getting more customers. It explains that marketing is the process of understanding customer needs and wants in order to provide solutions to their problems. Successful marketing involves finding customers where they are rather than where you want them to be. The document provides tips for startups to analyze their business, including their unique value proposition, common objections, target demographics, and competitor analysis in order to develop an effective marketing process.
An overview of client management considerations for agency staff servicing biopharma, especially applicable to health outcomes and brand support. Has been used in staff training.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding patient service. Good service meets expectations, while outstanding service exceeds expectations and is memorable. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, and looking for opportunities to exceed their expectations. It emphasizes building rapport with patients through active listening, making a personal connection, and following up after providing a service. The document also discusses dealing with patients' emotional needs through empathy and validation. Overall, it provides guidance for staff on understanding patients' perspectives and consistently delivering service that exceeds their expectations.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding patient service. Good service meets expectations, while outstanding service exceeds expectations and is memorable. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, and looking for opportunities to exceed their expectations. It emphasizes building rapport with patients through active listening, making a personal connection, and following up after providing a service. The document also discusses dealing with patients' emotional needs through empathy and validation. Overall, it provides guidance for staff on understanding patients' perspectives and consistently delivering service that exceeds their expectations.
This document discusses providing outstanding patient service. It begins by defining good, poor, and outstanding service. Good service meets expectations, while outstanding service exceeds them. The document then provides tips for offering outstanding patient service, such as treating each patient as an individual, identifying their needs, building rapport, listening skills, problem solving, and managing expectations. It emphasizes the importance of going above and beyond for patients by looking for extra opportunities to help them. The overall message is that outstanding patient service can be provided by focusing on each unique patient, understanding their needs, and finding ways to exceed their expectations through small acts of care, attention, and problem solving.
The document provides advice on effectively briefing a creative agency. It recommends that brand managers: 1) introduce their organization and the product/service, 2) explain the target customer including relevant segmentation details, and 3) provide a compelling marketing pitch highlighting the problem solved, customer insights, and key performance indicators. Following these briefing rules will help ensure the agency is well informed and prepared to assist the brand manager.
Professionalism is an important concept for nurses that has evolved over time. It involves core values like competence, respect, ethics and accountability. Nurses must communicate effectively with patients, doctors and other staff. They also need to maintain professional relationships and prioritize patient needs over personal feelings. Overall, being a professional nurse requires strong work ethic, caring attitude, and advocating for patients.
The document discusses the importance of customer service skills in healthcare. It notes that while health science textbooks do not extensively cover customer service, the lines between professional behavior and customer service are often blurred. Patients have choices for their healthcare provider and evaluate their entire experience, so poor customer service can lead them to change providers. Meeting patient expectations is important for satisfaction, and healthcare workers are responsible for this. The document emphasizes that the customer service needs are even greater in healthcare compared to other industries due to patients often being sick, frightened, or facing life-threatening illnesses. It provides tips for healthcare workers to focus on patient needs, speak courteously, and properly handle any complaints in order to improve the patient experience and avoid losing patients to other
This document discusses various strategies for marketing a psychotherapy practice, including addressing discomfort around discussing money and profit. It emphasizes the importance of having a clear specialty or niche to attract referrals. Examples are provided of successful specialty practices like a weight management center, a practice specializing in addiction treatment for artists, and a concierge practice for executives. Overall, the document encourages defining a specialty, setting goals, developing referral partnerships, and using various marketing tactics like websites and blogging to promote services to the target population.
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2. Features tell what you do or explain what your product is
A characteristic
Features provide a fact about your product or service(s)
Typically, you proud of your features and think the customer should desire them
What Are Features?
3. List of provider credentials
Extended hours
Many specializations
Online medical records
But as a potential patient, why do I care? What’s in it for me?
Examples of Healthcare Features
4. Benefits show how you can help a client; how you will solve a problem for him/her
Hits on their “pain” points
Defines why features are important
Makes the customer’s life easier
Makes an impact and is VALUABLE to them
Your features drive your benefits
Whenever possible, create an emotional tie with the consumer
Let’s take a look at our examples again….
What Are Benefits?
5. List of provider credentials
BENEFIT: Our provider staff all have their doctorates and therefore have a better
understanding of your condition. With their expanded knowledge, they can better educate
you on your ailment and help you get healthier faster.
Extended hours
BENEFIT: With our convenient hours, we’ll work with your schedule so that you don’t have to
move your life around. Appointments are available early morning, evening and weekends.
Receive healthcare on YOUR time.
Examples of Healthcare Benefits
6. Many specializations
BENEFIT: Offering you a one-stop shop for all of your medical needs. We will reduce your pain
and get you back to doing the things you love most faster.
Online medical records
BENEFIT: Easy access to your medical records. Don’t sit by the phone for days, worrying and
waiting for an answer. Know your test results in real time.
Examples of Healthcare Benefits (Cont.)
7. Study your competition
Are they marketing features or benefits?
What benefits can you offer customers or patients that the competition cannot claim?
Know your clients
What are they seeking?
Don’t be afraid to poll them and ask the hard questions to learn how you can better benefit
them
Example: Satisfaction surveys
Does it pass the “why should I care?” and “what’s in it for me?” tests?
How Do You Know What Your Benefits Are?
8. Features tell a customer about your product or service(s)
Benefits demonstrate why your service(s) or products are VALUABLE to the customer
Make an emotional tie whenever possible
When determining your benefits, put yourself in the customer’s place and ask “what’s
in it for me?”
Summary
9. Briand, MS, PT, ATC, Larry, Steve Ziccarelli, Kristen Gerlach, and Mark Nelson. "Stand Out
from the Competition: Ways to Connect With Your Patients." Webinar. May 2013. Lecture.
Ciotti, Gregory. "Features Tell, but Benefits Sell." Help Desk Software. HelpScout, 19 Feb.
2012. Web. 14 June 2014.
Douglas, Laura C. "Marketing Features Vs. Benefits." Entrepreneur. Entrepreneur Media, Inc.,
1 Dec. 2000. Web. 14 June 2014.
Gornik, Cari. "Why Features Tell, But Benefits Sell." IdeaCrossing Blog. IdeaCrossing, 25 July
2012. Web. 14 June 2014.
Mefford, Chuck, and Lori Lovett. N.p.: Lighthouse Communications, 2010. Print.
Mefford, Chuck. BrandsFormation: How to Transform a Good Small Business into a Great
Local Brand. U.S.: Lighthouse Communications, 2008. Print.
References