marketing vision on complex high risk products
TRANSCRIPT
My marketing vision for
complex, high risk products
Customers do not know what they want
They are dealing with complex, high risk problems
There are many different products and providers
Customers do not know what they want
They do not know what product to choose
They only know the problems they are facing
They are looking for a solution
It is not about our product
Its about how we add value to our customers’ business
How our technology facilitates our customers’
business
About helping our customers
grow
Selling without selling
Customer critical business issues
Capabilities needed to address the pain
Our solution
It is not about our product
Solution Selling Strategy
Becomming our customers partner in business
Understanding our customers’
challenges and businesses
Customer centriticy
True customer centricity
The best lead generator
How do we do this?
In three steps
1. Market research
Competitive intelligence
Customer buying behaviour per segment
Market developments
2. Manage who we are
Communicate through pictures and
videos
Minimize text
Show me the money
3. Development of collateralBased on customer buying
cycle
1. Need Recognition
2. Information Search
3. Evaluation of Alternatives
4. Purchase Decision
5. Post purchase Behavior
Brand awareness
Evidence
Engagement
Customer loyalty
Based on solution selling
Collateral
strategy
Increase visibility
We are fantastic
We need to show customers where to find
us
Through channels that are relevant to them
Prove it Let our customers do the selling
Seeing is believing
Align with analysts and market trends
We are experts
EngageProvide content that is
relevant to your customer
Face to face and customer specific contact
Constant flow of information
Build relationship - trust
Retain
Customer value analysis
Face to face
Learn from mistakes and
improve
This was my Marketing vision on complex high risk products
Is it now your vision?
If you want to know more, please contact me by sending a message to [email protected]
Thank you for your time
Who am I?
Method My kind of marketing
DrivenExperienced
Wanting to learn
Leader
No nonsense
Passionate
Social
Critical
Analytical
Who am I?
My kind of marketing
My kind of marketing
My kind of marketing
My kind of marketing
My kind of marketing
• Strategic – plan based
• Target group based
• Ambitious targets
• Tight deadlines
• Script based
• Teamwork
• Concious of budget and costs
Method: Strategic – plan based
Method: based on research
Method: ambitious targets – kpi based
Method: tight deadlines
Method: script based
Method: teamwork