Using Your internalGPSTM To Attract Internal Customers

November 2011ISM Services Webinar

Paula Shoup

In Today’s Webinar, You will Learn To:

•Create a Strong Value Statement

•Minimize Obstacles w/ A Proven Communication Model

•Deliver Great Results

So That Your Internal Customers Want To Come To You Up Front!

Attracting Your Customers:

•Where Are You Now?

•Where Do You Want To Go?

•How Will You Get There?

photo credit: mroach

Where Are You Now?

How Your Brain Is Wired

Photo credits: maestropastelero, martin heigen

Where Are You Now?

Plasticity: What Will You Do Differently?

Where Do You Want to Go?

photo credit: visnup

Where Do You Want to Go?

How Will Success Look, Sound & Feel?

photo credit: svedek

Where Do You Want to Go?

Things I love about my Best Suppliers…

Credit: Tracy27

Or the opposite of what my worst suppliers do is…

Where Do You Want to Go?

Articulate Your Value:

•Why are your customers motivated and compelled to come to you (or not)?

•If you can not clearly state your value then they will not “get it.”

•Understand their needs both logically and emotionally.

Where Do You Want to Go?

Articulate Your Value: My procurement services will provide you with contract and negotiation expertise

that will allow you to spend more time on (what you love) marketing

and give you peace of mind that you will receive reliable service from our supplier.

Where Do You Want to Go?

Your Value Statement: My _________________

what you are doing/delivering

will provide you with ____________________ that will allow you to

your value or expertise

________________________________ and give you

their logical or emotional benefit/need

________________________________.

another logical or emotional benefit/need.

Attracting Your Customers:

•Where Are You Now?

•Where Do You Want To Go?

•How Will You Get There?

photo credit: mroach

In Today’s Webinar, You will Learn To:

•Create a Strong Value Statement

•Minimize Obstacles w/ A Proven Communication Model

•Deliver Great Results

So That Your Internal Customers Want To Come To You Up Front!

How Will You Get There?Obstacles Happen:

How you deal with them will set you apart

photo credit: EssjayNZ

How Will You Get There?Communication Model to Remove FEAR

Fresh-Early + Action Plan +Explicit-Clear + Reliable

Time Line

= Minimize Impact of Obstacles

How Will You Get There?

Deliver & Expand on RESULTS:

•Use facts/proof: examples of success with other internal customers

•How can you expand what is working well?

•Ask to do an experiment

How Will You Get There?

Show that you C A R E:

Competence & Confidence

Appreciative & Appealing

Respect & Resourceful

Energizing & Empathetic

Show You Care About Their Success

How Will You Get There?Competence & Confidence

Arrogant & Incompetent

Insecure & Incompetent

Con

fide

nce

Competence

Confident & Competent

Arrogant & Competent

Curious

How Will You Get There?Appreciative & Appealing

• Appreciate & Acknowledge their challenges and needs

•Appeal to them with your results and value

•Remember what is appealing about your best suppliers

How Will You Get There?Respect & Resourceful

•Gain respect through your results

•Become a sought after resource for your expertise

•Continue to look for ways to be of service

How Will You Get There?Energizing & Empathetic

•How excited are you about sharing your expertise?

•Empathy is the path to strong relationships

•Be authentic in your enthusiasm for your work

In Today’s Webinar, You Learned To:

•Create a Strong Value Statement

•Minimize Obstacles w/ A Proven Communication Model

•Deliver Great Results

So That Your Internal Customers Want To Come To You Up Front!

What Will You Do Differently?

Visit my website for more information or call me with additional questions:

www.myinternalGPS.com

Paula Shoup 480-275-8288

Photo credit:mandiberg