Finding the Best

CustomersWith Jan Triplett, Ph.D.

COO, Business Success Center © 2009

How to find the best

Profiling Positioning

Who’s your customer now?

Platinum Gold Silver

Bronze Lead Concrete

Platinum & Gold create stability

Silver has potential

Bronze is uncertain

Lead is a drag and time waster

Concrete is a business killer – never satisfied

Who you want… a match

Customers who add value Actively refer Provide Quality

Control Long term Likeable

Who you want… a match

Customers who are Visionaries

See problem as you do

See value of your solution

Adventurous Confident in you Trust you

Decisive Hassle-free or less

hassle

Customer profiling

Each customer profile should contain:

1.Demographics – facts

2. Psychographics – emotions

3.Behaviors – buying patterns, actions

4.Geographical concerns

What do they want?

A solution that will: Prevent Reduce Eliminate Improve Increase Create

Your positioning gives them

What they want Total solution Value (cheap) Innovation (never seen

before)

And, what you want… Top of mind Buzz Branding Competitive advantage

Don’t give up or settle

Profiling is a process

Positioning is a strategy

Here’s to your

success!Jan Triplett

triplett@bscusa.com

Business Success CenterSales & Financial Business Management

Services

November 19, 2009