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
Business Success CenterSales & Financial Business Management
Services
November 19, 2009