Who Are You Reaching Slideshare
20
Gotta Target?
-
Upload
social-media-wizards -
Category
Documents
-
view
107 -
download
0
description
Knowing who you are trying to market to is as important as the message you are sending.
Transcript of Who Are You Reaching Slideshare
Gotta Target?
Prospects
Your Company
Market
Noise
Past Customers
CurrentCustomersYour Message
Presenter
Presentation Notes
Let’s take a quick look at the whole transaction. You have something to sell. To do this, you have to get your message past all the market noise – your competition, other possible solutions, distractions – in short chaos. You have to reach your prospects with the right message at the right time. The goal is to convert them from prospects to customers and clients. You have to get past having the right message at the wrong time, the wrong message at the right time of the wrong message at the wrong time.
Presenter
Presentation Notes
Not the whiner, the complainer, or the ‘one- of’ buyer, but the one who returns multiple times and continues to use your services. They are the one who most importantly refers their friends and associates – your fan. They know you, like you and trust you.
Start with your
Past Customers
Current Customers
Then…
Presenter
Presentation Notes
Analyze your past customers. Identify what they have bought or what services they have used in the past, how much and how often. Take note of where they are located and how long they have been a customer. Do the same for your current customers, but add in how you made your initial contact. Create logical groupings of both your products and services and of the customers. This information will give you an idea of what your ‘best’ products and services are and more importantly it gives you an idea of who you should be targeting.
Describe them in detailWhat have products/services have they purchased?Have their needs changed?How do you make contact with them?
Describe them in detailAre you targeting businesses or consumers?
Where are they located?
Where do you reach them?
Presenter
Presentation Notes
Your message is how you convey to a prospective client that you can solve a problem for them. It is what convinces them to take action – engage your services or go to your competition. It must identify concisely why you are the best choice for what they need.
How much does it cost?
How do I use it?
How does it work?
Presenter
Presentation Notes
Your message is how you convey to a prospective client that you can solve a problem for them. It is what convinces them to take action – engage your services or go to your competition. It must identify concisely why you are the best choice for what they need.
DecisionmakerHow much will it cost?
How will it affect my bottom line?
Will the benefits outweigh the cost?
Presenter
Presentation Notes
Here’s how I describe my best customers. I know that these are the situations where my services will be of the most benefit to the business owner.
InfluencerHow does it Work?
Is it right for our operation?
How long will it last?
Will I have to the users?
Presenter
Presentation Notes
Once you can describe your perfect customer in detail, create an avatar to help visualize and conceptualize what you are targeting.
End UserHow do I use it?
Who’s going to train me?
Will it affect how I do my job?
Presenter
Presentation Notes
Once you can describe your perfect customer in detail, create an avatar to help visualize and conceptualize what you are targeting.
It’s emotionally strong.It’s a significant issue to them.You are not the only choice.
Will YOU solve their problem?
What do they need?
How will you reach them?
Why are you the best choice?
Will YOU solve their problem?
Picture them
Name them
John Financial Advisor
Mary Mother of 3
George Landscaper
Jose Homeowner
Use them to test your message
John Financial Advisor
Mary Mother of 3 George Landscaper
Jose Homeowner
If you were them how would the message affect you?
John Financial Advisor
Mary Mother of 3George Landscaper
Jose Homeowner
Getting to your target is a puzzle, but it can be solved.
908-839-5838
www.twitter.com/nextstepmarket
www.facebook.com/nextstepmarketing
www.linkedin.com/in/FlorenceSmith
