find win keep customers
TRANSCRIPT
Marketing Solutions That Drive Results
8216 Princeton-Glendale Road, #160, West Chester, OH 45069 | 513.407.4908 | info@ktsmarke ng.com | www.ktsmarke ng.com
© 2
009-
2010
by
KTS
Mar
ketin
g So
lutio
ns, L
LC. A
ll Ri
ghts
Res
erve
d.
Align the Selling Process with the Buyer’s Journey
Focusing on the buyer’s journey and working to make their life (not yours) easier is truly a differentiator.
Here is one example of a seller who understood the buyer’s journey and added value at every step.
UNTROUBLED& UNAWARE
The seller will be successful when they:
Help customer become aware of their problem
ACKNOWLEDGEPAIN
Help them identifyand prioritize pain,build trust
DEFINENEED
Help define the need, build consensus & trust
RECEIVEORDERS
Provide offer thatmeets requirements,build trust
RATIONALIZEOPTIONS
Help prepare &prioritize offers,build trust
SELECT FIRSTCHOICE
Make it easy forthem to selectyour offer
ENGAGE
Ensure your offer can maximizetheir result
WEB-SITE,TRADE SHOWS &ADVERTISEMENTS
Help customer become aware of their problem
WHITE PAPERSANDCASE STUDIES
Demonstratesexpertise
SOLVE PART OFTHE PROBLEM,FREE OF CHARGE!
DemonstratesCommitment toCustomer’s Success
PROVIDE PROPOSALTHAT MEETSBUYER’S NEEDS
Careful withover-shooting whatis actually needed
CONTINUE TOBE A VALUEDCONSULTANT
Continue to ProvideValuable Information
DELIVER AS PROMISED& ON TIME
Sales and Marke ng the Six Sigma Way, by Michael J. Webbwith Tom Gorman, 2006 Kaplan Publishing
First Understand The Customer’s Buying Journey
The buyer has a problem and needs information, and eventually a solution to their problem. They will readily pay for a solution that solves their problem.
Helping Companies FIND, WIN and KEEP Customers
Companies today are struggling to differentiate their products, their services and their company. Doing more with lesshas become standard operating procedure. Most companies are working harder than ever, but are finding it difficult to achieve the desired growth?There are opportunities for many companies to dramatically improve their performance by looking at their selling process. The selling process can be defined as everything is takes to Find, Win and Keep customers; this includes marketing, sales and service.
UNTROUBLED& UNAWARE
ACKNOWLEDGEPAIN
DEFINENEED
RECEIVEOFFERS
RATIONALIZEOPTIONS
SELECT FIRSTCHOICE
ENGAGE
8216 Princeton-Glendale Road, #160, West Chester, OH 45069 | 513.407.4908 | info@ktsmarke ng.com | www.ktsmarke ng.com
© 2
009-
2010
by
KTS
Mar
ketin
g So
lutio
ns, L
LC. A
ll Ri
ghts
Res
erve
d.
FIND WIN KEEP
Measure Performance Throughout the Sales Process
Think of the selling process as a production process. Develop solid definitions up front and use proven tools to measure the performance, making adjustments as needed.
It’s critically important to have seamless transitions between Marketing, Sales and Service. Everyone pulling in the same direction.
LEADS QUALIFIED LEADS PROSPECTS OPPORTUNITIES ORDERS SUPPORT REPEAT
Some % drop out at each step (some are filtered out)It’s best to filter out unqualified leads & prospects early
Your investment (cost) increases throughout the process Is value added at each step?
About KTS Marketing Solutions
Managing Partner, Tim DeRosett has 20 years experience in marketing, business development, and sales within indus-trial automation and high-technology companies. With experience in LEAN and Six Sigma methodologies, we bring process improvement to marketing, sales and service. KTS delivers consultative services to high-technology and automation product and services companies. We have developed proven tools and methodologies that can be applied to most high-tech business-to-business companies.
We have developed proven tools and methodologies that can be applied to most high-tech business-to-business companies. Additional services include the following.
Customer Value Mapping helps discover your customer’s challenges and drivers and determine how well you
meet their needs.
Discover, Develop and Deliver your company’s VALUE. Starting with the Customer Value Map we provide
recommendations for today and tomorrow.
We deliver differentiation and accelerated growth with Product Management and Product Marketing services
such as product roadmaps, product specifications, product launch plans and sales tools.
CustomerValueMap