where are my customers
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Next Level Business Development Inc.
“Business Science Evolved”
Michael T. Sobus, Ph.D.CEO, Head Coach
Strategy Development, Professional Business Coaching and Training
Mike Sobus [email protected] 978-278-5541
Presented by the
Where Are My Customers?
Michael T. Sobus, Ph.D.CEO, Head Coach
Where Are My Customers?
Strategy Development, Professional Business Coaching and Training
Mike Sobus [email protected] 978-278-5541
I Know
You’ve Tried Everything
Done It All
Yet Nothing Works!
Michael T. Sobus, Ph.D.Founder, President
Dealing With Difficult Customers
Strategy Development, Professional Business Coaching and Training
Mike Sobus [email protected] 978-278-5541
Wouldn’t it Be Great
Have All The Prospects You WantQualify Them As Prospects Who Want to Buy What You OfferConvert your Prospects Into Customers Who Buy From You Forever
4Most Important ThingsTo Know About YourBusiness Coach:
1 Successful Business Executive (1983 to Present)
Mike Sobus
Schedule Your “Cash & Customers Strategy Session” Today!
+1 (978) 278- 5541http://www.nextlevelbizdv.com
Mike Sobus
Mike Sobus [email protected] 978-278-5541
Over 28 years as a successful business executive with proven experience in marketing, sales, team leadership, management, training, product development, HR, business startups and business turnarounds. Managed multi-million dollar customers including, GE, Miller Brewing, Abbott, Asahi. SAB, and DuPont to name a few and opened new $multi-million markets in Japan, Korea, South Africa, and Eastern Europe including Hungary and Bulgaria. Managed new product development and roll out of $7 million beverage addititive.
4Most Important ThingsTo Know About YourBusiness Coach:
1 Successful Business Executive (1983 to Present)
Mike Sobus
Schedule Your “Cash & Customers Strategy Session” Today!
+1 (978) 278- 5541http://www.nextlevelbizdv.com
2International Business Builder and Turnaround Leader (1983 to 2007)
Mike Sobus
Mike Sobus [email protected] 978-278-5541
Responsible for building from scratch In just three years a $30 million Specialty Chemical Business for a European-based Joint Venture. Hired and managed a multi-cultural team of 35 professionals in 5 countries, was responsible for the completion of 2 multi-million dollar manufacturing facilities on-time and on-budget and opened highly profitable markets in Easter Europe and Africa. Led the turn-around of a $12 million nanoparticles business from a loss of $1. 2 million to a net profit of $1.3 million in just 3 years. Championed product development and opening of markets in Asia to fuel the turnaround.
Successful Business Executive (1983 to Present)
4Most Important ThingsTo Know About YourBusiness Coach:
1Mike Sobus
Schedule Your “Cash & Customers Strategy Session” Today!
+1 (978) 278- 5541http://www.nextlevelbizdv.com
2 International Business Builder and Turnaround Leader (1983 to 2007) Mike Sobus
3 Avid Learner (1972 to Present)
Mike Sobus [email protected] 978-278-5541
Ph.D. in Chemistry from University of Maryland, M.Div. from Weston School of Theology and Graduate of Executive Management Program at University of Pennsylvania, Wharton School of Business. In 2008 founded Next Level Business Developmentlicensed and accredited by the Professional Business Coaches Alliance where he remains an active member sharing cutting-edge strategies and proprietary secrets with more than 100 business coaches throughout North America.
Successful Business Executive (1983 to Present)
4Most Important ThingsTo Know About YourBusiness Coach:
1Mike Sobus
Schedule Your “Cash & Customers Strategy Session” Today!
+1 (978) 278- 5541http://www.nextlevelbizdv.com
2 International Business Builder and Turnaround Leader (1983 to 2007) Mike Sobus
3 Avid Learner (1972 to Present)
Mike Sobus [email protected] 978-278-5541
Happily married and shares the now empty nest with Tank, the cocker spaniel, Moo, the short-hair cat, and any number of fish. Voracious reader of titles on business leadership and management, investing, politics, economics, philosophy, and ethics. Avid pro sports fan who listens to sports radio and recovering golfer. Enjoys Classical Music, exercise, trying to grow things in the garden and fine dining! Guilty pleasures: Tanquary Martinis and arguing politics.
4 All Around Nice Guy. (?? to Present)
Expectations, Expectations!
• My expectations for you:
• Participate actively
• Ask questions!
• Try using what you learn
• Turn off your cell phone
• What are your expectations for me? Strategy Development, Professional Business Coaching and Training
Mike Sobus [email protected] 978-278-5541
List
TOP TEN things you would like to learn about client/customer attraction.
What is a business?A business provides products and/or services that fill a need or
want of a particular group of people, in exchange for something of similar value (usually money).
Why?
Game timePick a partner
Look them over carefully for 10 secondsTurn your back – change 5 things about your
appearanceFace each other again. See how many
changes you noticedTurn around again. Change 5 more things.
Face each other. See how many you can get again.
STOP – Who got all 10 things?Thank your partner and take your seat.
What was your BEHAVIOR during that last game ... ?
1st 5 changes Didn’t know what I
should do Had some FUN Felt uncomfortable Couldn’t think of
enough to change Hated it Analyzed it What else ... ?
2nd 5 changes Was Harder Got easier Did some Market
Research (Cheated)! Got more creative Just changed back More analysis What else ... ?
Have YOU Changed Back to the Way You Were Before the Game ... ?
When all I asked you to do was... THANK YOUR PARTNER AND TAKE YOUR SEAT ...
So then WHY ... ?
Watch Those Habits!!!
Thinking
Acting
Marketing- What Is It?
Your Target Market
Why People Buy
List 5
Pain
Pleasure
Truth Time
List
5 Things That People Hate About Your Business
Your ListTarget market(s)What they want/needWhy they buyPainsPleasuresHate
Exercise - ContinuedPick a partner
You have 3 minutes for …
Help
Your List
Now you have a HUGE list of reasons people buy your product
or service AND what they don’t like about buying it.
Rate Your Past
Business Success Is Not Random
Based on a study of :• 12,424 brands • 1,337 advertisements• 4,129 business-to-business buyers • 6,000+ innovation teams • 294,732 customers• 3,846 industrial buyers • 3,057 sales reps • 2,657 small businesses.
OVERT BenefitREAL Reason to BelieveDRAMATIC Difference
Overt Benefit
3M Study- we are faced with 3,000 advertisements/d
ay
Features Into BenefitsWhy should the customer care?
Why did you create it?
Why is the feature important?
Why is the feature necessary?
Why doesn’t the competition have it?
Benefits to OVERT Benefits
Be SPECIFIC!
Fast = 2 minutesSafe for most
fabrics = Gentle cleansing for suede
Don’t worry, you won’t insult them
Now They Have to Believe You!!!
REAL Reason to Believe
RRB is pervasive – in message and small details. Tom Peters “When I see coffee stains
on an airline seat, I wonder about engine maintenance.”
RRB StrategiesKitchen Logic
Processes, Things that “make sense”
Personal ExperienceSampling, Demonstration, Sensory feedback
PedigreeHeritage of development, Marketing results
(contests, awards, customer results), Trademarks, copyrights
TestimonialsCustomers, Experts, Media
GuaranteesSpecifically addressing pains
Dramatic DifferenceCan come from many areas
Price
Target Market Served
Product Line Offered
Ease/Speed of Purchase
Location
Portability/Ease of Use
Quality
Personal Attention
Putting it All Together- An Ad
Target Market is specifically addressed
StrategyOffer
Time, Quantity limited
Featured strongly
UniquenessWe are the only…
Benefits
News
Call to ActionTell them what to do
Ad SpecificsThe Headline- Hit ‘em between the
eyes with question/statement that captures Target Market Sub-Headline- Proposition/ Solution
The Body CopyBenefits / RRB
LayoutEasy on the eyePictures (with people)Text, white space, bullets, johnson boxes
Write an ad
Everyone will write an ad to share
Feedback
Going forward
To deliver on your promise – what has to change?
Marketing Strategies
Look at strategies on list
What do you already use?
What can you do going forward?
You should have at least 10 marketing strategies going on concurrently
Strategy Development, Professional Business Coaching and Training
Mike Sobus [email protected] 978-278-5541
Pulling it together – Get HelpBusiness Builder
Review• Business Effectiveness Evaluation• Identifies what is standing between you and the business of your dreams.
• 90 Day Action Plan- Clear the path to building the business of your dreams.
Strategy Development, Professional Business Coaching and Training
Mike Sobus [email protected] 978-278-5541
Pulling it together – Get Help
Business Builder Review
• Bonus One Target Market Demographics
• Bonus Two Psychographics – what your target market WANTS
• Bonus Three- 90 minute private coaching session