find my customers

#MeaningfulMarke-ng @ShannonEastman @TeachBrand2Fish @MSFTVenturesUK

FIND MY CUSTOMERS?Where do I

#MeaningfulMarke-ng @ShannonEastman @TeachBrand2Fish @MSFTVenturesUK 2

THIS WORKSHOP IS PERFECT

FOR YOU, IF…

You are the business owner. OR

You want to be that business owner.

This business owner wants: • A different output • Something that feels right • Strategic *and* acJonable

7+2 =9


I’m here to serve entrepreneurs who want to do something good in the world.

I’m here to pioneer the evolu-on of business, demone-se marke-ng and PR, to play my part in facilita-ng the -pping point of these new breed of leaders emerging across the planet.

How can I help you? Hit me up if you need some advice.

07720312585 www.shannoneastman.com

[email protected] www.linkedin.com/in/ShannonEastman

WHO AM I?

mailto:[email protected]

http://www.linkedin.com/in/ShannonEastman

CONTENT:

1. Why is it so hard to find customers?

2. Emerging trends shaping business.

3. Find my customers.

FIND MY CUSTOMERS -‐ Lunch & Learn -‐

#MeaningfulMarke-ng @ShannonEastman @TeachBrand2Fish


1. TacJcs before strategy?

2. Strategy lacking vision?

3. Vision missing purpose?

4. Purpose needing clarity?

5. Consumer behaviour is forever changing!!

6. What markeJng, what message, what media -‐ meh!!!

WHY IS IT SO HARD TO FIND CUSTOMERS? Because…


CUSTOMERS WE INNOVATE AND ELEVATE WITH.

TACTICSSTRATEGY

PURPOSECLARITY VISION

FINDING CUSTOMERS IS MUCH EASIER, WHEN IT’S MORE LIKE THIS:

EMERGING TRENDS


“We don’t need or want average, you are either brilliant or you are inferior.”

- Robert Herjavec


1. Tech and the Glocalverse -‐ we know there’s more to life, we want it.

2. Millenials: purpose *and* profit or forget it.

3. People buy people.

4. Social Tech + Healthy Ac-vism + IT consumerisa-on: cloud, SaaS.

5. “WE space” -‐ shiding gravita-onal force in (org) culture, is hard.

6. Always on with 10+ yrs of the firehose; our nervous systems collapsed. Stress

pushed us to zen.

And Now? Now, we want meaningful.

inspired

EMERGING TRENDS


More and more, we are finding that:

Business owners want to create something meaningful.

Employees want to do meaningful work.

Customers want to buy meaningful products.

PURPOSECLARITY VISION


We are cura-ng the biggest trends and changes, from

2005 -‐ 2015, in business and in consumer behaviour, to

document the shid to a more conscience economy.

It will be ready soon ; )

To get your free copy, go here:

www.teachabrandtofish.com/conscience-‐economy-‐rising

GET IT FREE.

CONSCIENCE ECONOMY RISING

http://www.teachabrandtofish.com/conscience-economy-rising

FIND MY CUSTOMERS


Clarity -‐ Purpose -‐Vision Strategy -‐ TacJcs -‐ Innovate to Elevate


FINDING YOUR CUSTOMERS, IS AS MUCH ABOUT UNDERSTANDING HUMAN BEHAVIOUR, AS IT IS ABOUT MARKETING.

So is; finding and keeping your; employees, your partners, and your own peace of mind.


5 NATURAL LAWS

PRECESSION HIERARCHY OF PRIORITIES

PHYSIOLOGY

SO WHAT’S THERE TO KNOW ABOUT THESE HUMANS?


KNOW BE LOVE 100 years

Human Behaviour; leadership, employees, customers Natural Laws applied in business to create sustainable

Clear trajectory 12 months, 3 years, 100 yrs out. Clearly marked starting point with high value plan to get traction.

GROWTH STRATEGY

12 monthsToday

FIND MY CLIENTS

90 days

P1

P2You

BUILD MOMENTUM

INSPIRED INTENTION

1.2.

3.4.

3 years

MARKETING DEPT. OF ONE

Find. Hire. On-‐board.

SO HERE’S ONE WAY TO GROW YOUR BUSINESS.


BE A VALUABLE BUSINESS THAT OFFERS VALUE.

By how you generate cashflow.

#bekernotbigger

By growth + endurance.


1. Inspired IntenJon

2. 5x beker than next guy

3. Huge, massive demand

4. Compared-‐Contrasted

5. Iterate, iterate, iterate

A VALUABLE BUSINESS THAT OFFERS VALUE HAS THIS:


1. Starting Point …………………………………………………………………… Trajectory Revealed

2. 5% to 10% investment………………………………………………………. Total Revenue Target

3. 1:20 Buy Ratio…………………………………………………………………… #Clients x Avg. Price

4. Market Research………………………………………………………………. Ideal Buyer -‐ Proactive Market

5. Customer Journey…………………………………………………….………. Business Dev Plan

6. Brand Owned Media………………………………………………….…….. Business Dev Plan

7. Leadership Trajectory.……………………………………………….……… Business Dev Plan

8. Marketing Tactics .…………………………………………….………………. Business Dev Plan


B2C Segments Some Sectors B2B Segments1. Gen X -‐ (born 1965-‐80, ages 34-‐49)

2. Gen Y -‐ (born 1981-‐96, ages 18-‐33)

3. Gen Z/Millennial -‐ (born ader 1997, ages 17 or less)

4. Boomers/ Fisy Plus -‐ (born 1946-‐64, ages 50-‐68)

5. Silver -‐ (born 1928-‐45, ages 69-‐86)

6. Yummy Mummy -‐ The yummy mummy’s life is bankrolled by a working husband, she dresses in designer oukits and carries the latest must-‐have bag, with hair and nails perfectly groomed.

7. HNWI -‐ High Net Worth Individual -‐ Defined as having investable finance in excess of US$1 million.

8. Div Dads -‐ Divorced Dads

9. DINKY -‐ Double Income No Kids Yet couples

10.DIY -‐ Do it Yourself

11.FHNWI foreign -‐ living abroad

1. Health and Beauty

2. Pharma

3. FMCG -‐ Fast Moving Consumer Goods

4. Fashion

5. HolisJc

6. White Goods

7. Professional Services

8. Financial Services

9. Engineering & Manufacturing

10.Nursery

11.Hi-‐Tech -‐ businesses using the most advanced technology available.

12.Fin-‐Tech -‐ businesses using sodware to provide financial services.

13.Nano-‐Tech -‐ businesses using materials and devices at a molecular or atomic scale.

14.MarkeJng, AdverJsing, PR, Media, BroadcasJng

15.Wearables

16.Internet of Things

1. Kidpreneur -‐ An entrepreneur that just so happens to be a kid!

2. Solopreneur -‐ An entrepreneur running his/her business single handedly.

3. SOHO -‐ Shared Office, Home Office -‐ It is a privately owned and operated business or individuals who are self-‐employed with 1-‐4 employees.

4. Micro Business -‐ Have fewer than 10 employees and a yearly balance sheet of not more than 2 million Euros.

5. Small Business -‐ 15-‐50 employees 6. SME -‐ Small Medium Enterprise 7. Enterprise 8. Global Enterprise

Professionals in B2B 1. Human Resource Directors 2. Finance Director 3. Chief Opera-ng Officer 4. IT Manager 5. Managing Director 6. Marke-ng Director 7. Office Manager

Mindsets of B2C Emerging Trends Mindsets of B2B• Religion, • Poli-cs, • Culture • Ethnicity • Past experiences • Ability to compare/contrast your product • Early adopters or laggards?

• Demone-sa-on • Digi-se • Democra-se • Disrup-ve -‐ 3D prin-ng, Drones, Robots • The future is renewable • Demterialise

• Conscious Business Owners • Exit in 3 to 5 • Lifestyle career • By Leadership style: Kaizen, Copera-ve,

Hierarchy, Flat, Holacracy

IDEAL BUYER PROACTIVE MARKET GET SOME FOCUS

https://en.wikipedia.org/wiki/Financial_services


Psychographics Behavioural

What are they reading and talking about? What are they Googling? Find this by looking here: • Magazines • Books -‐ best sellers on Amazon (read reviews) • Online communities and keywords -‐ sentences, phrases, words • Blogs and bloggers • Sponsors, advertisers, charities in common • Content -‐ most downloaded, top ten lists? • Mindset -‐ for example, “if they buy insurance, they likely don’t

believe in God.” • Pain, pleasure

Where are they hanging out? When and why are they going there? Why are they going? Find this by looking here:

• Events; conferences, course, workshops, seminars, networking, online and offline

• Key Influencers, Brands, Projects they follow, trust, invest in? • Memberships, associations, industry awards • Preferred method of communication • Who are they engaging with similar to you? • What are they doing to solve their challenge if not you?

Demographics Social-‐Technographics

Where are they in their own lifecycle? Child, young adult, engaged, married, divorced, empty nest, graduate. What lifestyle attributes are notable?

• Gender, age, education, job title • Family size • Income • Ethnicity • Cultural influence • World politics • Religion • Politics

How do they use social media? Tables, iPhone, Android? Do they create and upload content, or do they just want to collect, comment and share your content?

• http://empowered.forrester.com/tool_consumer.html • Add your demographics in the tool to get detailed statistics of your

ideal clients. • https://www.wolframalpha.com/input/?i=facebook+report • https://followerwonk.com/

Geographics Brands Similar to you

What opportunities does geography present?

• Post codes • Language • Time Zones • Population density

Three companies that are likely being shortlisted with yours as possible solutions to their problems.

1. Company one 2. Company two 3. Company three

http://empowered.forrester.com/tool_consumer.html

https://www.wolframalpha.com/input/?i=facebook+report

https://followerwonk.com/


OPPORTUNITIES ARE ENDLESS.

1. Consumer behaviour is changing therefore business is changing.

2. MarkeJng is changing.

3. Values, prioriJes and ways of being, doing, having are changing.

So what are 2 massive opportuniJes for your business because of this?

MARKETING DEPARTMENTS

OF ONE.



MARKETING DEPARTMENT

OF ONE

Someone with a pulse? Or…. Someone inspired?

Outputs from the bridge = their job descrip-on.

StrengthsFinder 2.0 DISC

3-‐year co-‐created career paths.

BUSINESS DEVELOPMENT ACCELERATOR

Nail your growth strategy, find your customers, hire and on-‐board your marke-ng department of one.

Programmes come in three speeds: days, weeks, months. Programmes come with workbooks and hands-‐on support.

call: 07720312585 email: [email protected]


mailto:[email protected]


BUSINESS DEVELOPMENT ACCELERATOR