Find Win & Keep Customers


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Becoming intimate with the Buyer’s Journey and adding value at each step can help us Find, Win and Keep Customers.

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Find Win & Keep Customers

  1. 1. helping companies Find, Win and Keep Customers © Copyright 2009 by KTS Marketing Solutions, LLC. All rights reserved. Sept, 2009
  2. 2. The Reality of Business Today <ul><li>Companies are struggling to differentiate their products, their services and their company </li></ul><ul><li>Doing more with less has become standard operating procedure </li></ul><ul><li>Employees are working harder than ever, but are not moving their company forward </li></ul>
  3. 3. What does Find, Win & Keep Really Mean? <ul><li>The “Selling” process is defined as everything it takes to FIND, WIN and KEEP customers </li></ul><ul><li>This includes all Marketing, Sales and Service functions </li></ul>
  4. 4. First a Word about Priming the Pump <ul><li>We will be discussing the selling process shown below </li></ul><ul><li>A great deal happens prior to what is shown above </li></ul><ul><li>Building brand awareness, creating demand and generating leads are all key marketing outcomes which are critical to any sales process </li></ul>
  5. 5. The Selling Process <ul><li>How well do you measure Leads, Prospects, Opportunities, etc? </li></ul><ul><ul><li>How do you define a Lead, a Qualified Lead or a Prospect? </li></ul></ul><ul><ul><li>What criteria determines how and when items move to the next stage? </li></ul></ul><ul><ul><li>What is the roll-through yield? </li></ul></ul><ul><li>Consider your sales process. Is it Visual, Stage based and Criteria based? </li></ul>
  6. 6. Think of the Selling Process as Production <ul><li>Are your company’s Production Processes measured? </li></ul><ul><li>Why not apply the same discipline to the Sales Process… </li></ul>
  7. 7. The “Selling” Process <ul><li>The typical selling process is internally-focused </li></ul><ul><ul><li>“ How can I move the buyer through my process?” </li></ul></ul>
  8. 8. The Buyer’s Journey <ul><li>The Buyer has a problem and needs information, and eventually a solution </li></ul><ul><li>They will readily pay for a solution that solves their problem </li></ul>
  9. 9. A Paradigm Shift <ul><li>The Seller needs to shift their thinking </li></ul><ul><li>Focus on the Buyer’s Journey </li></ul>from… to…
  10. 10. The Buyer’s Journey <ul><li>Focusing on the buyer’s journey and looking for ways to add value at each step will help close the sale </li></ul><ul><li>Value is added when you </li></ul><ul><ul><li>Provide needed information and </li></ul></ul><ul><ul><li>Help solve real problems </li></ul></ul>
  11. 11. An Example <ul><li>Below is an example of how one seller focused on the buyer’s journey and added value </li></ul>
  12. 12. Application of These Principles <ul><li>Understand the buyer’s journey and align your marketing, sales and service efforts with their journey </li></ul><ul><li>Ensure that value is added at every step </li></ul><ul><ul><ul><li>value from the customer’s perspective </li></ul></ul></ul><ul><li>Measure performance and make adjustments as needed </li></ul>
  13. 13. Seamless Integration <ul><li>Marketing, Sales and Service organizations are often silos, rarely talking to each other </li></ul><ul><li>It’s critically important to have alignment and seamless integration between the three organizations </li></ul><ul><li>Everyone pulling in the same direction </li></ul>
  14. 14. Our Other Services <ul><li>We help companies Discover, Develop & Deliver their true VALUE </li></ul><ul><li>We provide real differentiation and accelerated growth through product roadmaps, product specifications and launch plans </li></ul><ul><li>At the core of our services is a proven Customer Value Mapping process that helps discover what is of real value to your customers </li></ul>
  15. 15. Thank You! Resources include Sales and Marketing the Six Sigma Way , Michael J. Webb with Tom Gorman, 2006 Kaplan Publishing © Copyright 2009 by KTS Marketing Solutions, LLC. All rights reserved. Tim DeRosett Managing Partner KTS Marketing Solutions, LLC 8216 Princeton-Glendale Road, #160 West Chester, OH 45069 513.407.4908, office 513.939.9580, cell [email_address]