Enviar búsqueda
Cargar
Identifying Your Customer
•
3 recomendaciones
•
1,754 vistas
Davender Gupta
Seguir
Ventas
Empresariales
Educación
Denunciar
Compartir
Denunciar
Compartir
1 de 23
Descargar ahora
Descargar para leer sin conexión
Recomendados
Know your customer
Know your customer
Portfolio Software
Marketing management
Marketing management
Chirag Tewari
Elements Of A Business Plan
Elements Of A Business Plan
Sunil Kumar
Developing Entrepreneurial Mindset: Key Insights
Developing Entrepreneurial Mindset: Key Insights
Anubha Rastogi
Opportunity Seeking In Entrepreneurship, Spotting Business Opportunities
Opportunity Seeking In Entrepreneurship, Spotting Business Opportunities
Jorge Saguinsin
What Is A Business Model
What Is A Business Model
Alexander Osterwalder
Shaping the Market Offerings (Group)
Shaping the Market Offerings (Group)
KEN5JK
Introduction to sales & marketing
Introduction to sales & marketing
Irdina Sufi Sufi
Recomendados
Know your customer
Know your customer
Portfolio Software
Marketing management
Marketing management
Chirag Tewari
Elements Of A Business Plan
Elements Of A Business Plan
Sunil Kumar
Developing Entrepreneurial Mindset: Key Insights
Developing Entrepreneurial Mindset: Key Insights
Anubha Rastogi
Opportunity Seeking In Entrepreneurship, Spotting Business Opportunities
Opportunity Seeking In Entrepreneurship, Spotting Business Opportunities
Jorge Saguinsin
What Is A Business Model
What Is A Business Model
Alexander Osterwalder
Shaping the Market Offerings (Group)
Shaping the Market Offerings (Group)
KEN5JK
Introduction to sales & marketing
Introduction to sales & marketing
Irdina Sufi Sufi
Entrepreneurship
Entrepreneurship
Julián Marín Hoyos
Marketing Analytics to Prove Your ROI
Marketing Analytics to Prove Your ROI
Marketo
Importance of Business Plan
Importance of Business Plan
Siddharth Deshmukh
30 Reasons to Start a Business
30 Reasons to Start a Business
Palo Alto Software
Business plan - Entrepreneurship
Business plan - Entrepreneurship
Nijaz N
Starting new business venture- Philippine Setting
Starting new business venture- Philippine Setting
Angelito Estrada, MBA
9 Indispensable Factors to Consider Before Starting a Business
9 Indispensable Factors to Consider Before Starting a Business
Litmus Branding Pvt. Ltd.
Small Business Marketing 101
Small Business Marketing 101
Sahar Andrade, MBBCh Diversity, Leadership, Reinvent Yourself
Top Team Alignment
Top Team Alignment
Think Talent Services
Importance of customer care
Importance of customer care
prashant jain
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Integrity Solutions
Business plan
Business plan
josephcuerdo2
Marketing strategy
Marketing strategy
Prashant Mehta
Selling Skills - FAB Technique
Selling Skills - FAB Technique
Vishal Gupta
Customer identification
Customer identification
Najm-ul-Islam
Customer Classification
Customer Classification
Nishan Navaratne
Importance of marketing
Importance of marketing
Annalyn Peña
Marketing Plan
Marketing Plan
Yodhia Antariksa
Customer service presentation
Customer service presentation
Israel Murillo Hernández
Managing Change Power Point
Managing Change Power Point
Stephanie Bice
Innovate Like A Startup
Innovate Like A Startup
Davender Gupta
Crafting a Winning Value Proposition
Crafting a Winning Value Proposition
The Renaissance Group
Más contenido relacionado
La actualidad más candente
Entrepreneurship
Entrepreneurship
Julián Marín Hoyos
Marketing Analytics to Prove Your ROI
Marketing Analytics to Prove Your ROI
Marketo
Importance of Business Plan
Importance of Business Plan
Siddharth Deshmukh
30 Reasons to Start a Business
30 Reasons to Start a Business
Palo Alto Software
Business plan - Entrepreneurship
Business plan - Entrepreneurship
Nijaz N
Starting new business venture- Philippine Setting
Starting new business venture- Philippine Setting
Angelito Estrada, MBA
9 Indispensable Factors to Consider Before Starting a Business
9 Indispensable Factors to Consider Before Starting a Business
Litmus Branding Pvt. Ltd.
Small Business Marketing 101
Small Business Marketing 101
Sahar Andrade, MBBCh Diversity, Leadership, Reinvent Yourself
Top Team Alignment
Top Team Alignment
Think Talent Services
Importance of customer care
Importance of customer care
prashant jain
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Integrity Solutions
Business plan
Business plan
josephcuerdo2
Marketing strategy
Marketing strategy
Prashant Mehta
Selling Skills - FAB Technique
Selling Skills - FAB Technique
Vishal Gupta
Customer identification
Customer identification
Najm-ul-Islam
Customer Classification
Customer Classification
Nishan Navaratne
Importance of marketing
Importance of marketing
Annalyn Peña
Marketing Plan
Marketing Plan
Yodhia Antariksa
Customer service presentation
Customer service presentation
Israel Murillo Hernández
Managing Change Power Point
Managing Change Power Point
Stephanie Bice
La actualidad más candente
(20)
Entrepreneurship
Entrepreneurship
Marketing Analytics to Prove Your ROI
Marketing Analytics to Prove Your ROI
Importance of Business Plan
Importance of Business Plan
30 Reasons to Start a Business
30 Reasons to Start a Business
Business plan - Entrepreneurship
Business plan - Entrepreneurship
Starting new business venture- Philippine Setting
Starting new business venture- Philippine Setting
9 Indispensable Factors to Consider Before Starting a Business
9 Indispensable Factors to Consider Before Starting a Business
Small Business Marketing 101
Small Business Marketing 101
Top Team Alignment
Top Team Alignment
Importance of customer care
Importance of customer care
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Business plan
Business plan
Marketing strategy
Marketing strategy
Selling Skills - FAB Technique
Selling Skills - FAB Technique
Customer identification
Customer identification
Customer Classification
Customer Classification
Importance of marketing
Importance of marketing
Marketing Plan
Marketing Plan
Customer service presentation
Customer service presentation
Managing Change Power Point
Managing Change Power Point
Similar a Identifying Your Customer
Innovate Like A Startup
Innovate Like A Startup
Davender Gupta
Crafting a Winning Value Proposition
Crafting a Winning Value Proposition
The Renaissance Group
Introduction to the Business Model Canvas
Introduction to the Business Model Canvas
Davender Gupta
The Lean Startup: Build a Business Worth Building
The Lean Startup: Build a Business Worth Building
Davender Gupta
7 step to a successful startup efactor
7 step to a successful startup efactor
Patrick Stern
7 step to a successful startup efactor mini
7 step to a successful startup efactor mini
Naeem Zafar
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
Davender Gupta
Sales 101 Ask For the Order and Increase your Win Rates
Sales 101 Ask For the Order and Increase your Win Rates
John Leonardelli
From Hero to Star
From Hero to Star
Marie-Ange Bourdon
Business health assessment
Business health assessment
Urban League of Greater Atlanta
Brand Promise and Core Customer
Brand Promise and Core Customer
jessicawishart
From idea-to-scalable-business-plan-tom-katsioulas-master class
From idea-to-scalable-business-plan-tom-katsioulas-master class
the Mindspark
The Evolving Advisor Relations Function
The Evolving Advisor Relations Function
Information Services Group (ISG)
Original investors idea ; startup level survival education funding strategy, ...
Original investors idea ; startup level survival education funding strategy, ...
www.securitysystems.best
Selling Value - Now More than Ever
Selling Value - Now More than Ever
DiscoverOrg
Handling Objections
Handling Objections
valueselling
Incubating Social Enterprise - 6 tips to putting your idea to the test
Incubating Social Enterprise - 6 tips to putting your idea to the test
Social Traders
Pyrametrics: Innovative Selling, Unparalleled Success
Pyrametrics: Innovative Selling, Unparalleled Success
healthsalestraining
Grow your business 2017
Grow your business 2017
Fraser Hay
Speeding Up Sales
Speeding Up Sales
SmartFunnel
Similar a Identifying Your Customer
(20)
Innovate Like A Startup
Innovate Like A Startup
Crafting a Winning Value Proposition
Crafting a Winning Value Proposition
Introduction to the Business Model Canvas
Introduction to the Business Model Canvas
The Lean Startup: Build a Business Worth Building
The Lean Startup: Build a Business Worth Building
7 step to a successful startup efactor
7 step to a successful startup efactor
7 step to a successful startup efactor mini
7 step to a successful startup efactor mini
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
The Business Model Canvas - Your Plan For Success (Startup Weekend Montreal)
Sales 101 Ask For the Order and Increase your Win Rates
Sales 101 Ask For the Order and Increase your Win Rates
From Hero to Star
From Hero to Star
Business health assessment
Business health assessment
Brand Promise and Core Customer
Brand Promise and Core Customer
From idea-to-scalable-business-plan-tom-katsioulas-master class
From idea-to-scalable-business-plan-tom-katsioulas-master class
The Evolving Advisor Relations Function
The Evolving Advisor Relations Function
Original investors idea ; startup level survival education funding strategy, ...
Original investors idea ; startup level survival education funding strategy, ...
Selling Value - Now More than Ever
Selling Value - Now More than Ever
Handling Objections
Handling Objections
Incubating Social Enterprise - 6 tips to putting your idea to the test
Incubating Social Enterprise - 6 tips to putting your idea to the test
Pyrametrics: Innovative Selling, Unparalleled Success
Pyrametrics: Innovative Selling, Unparalleled Success
Grow your business 2017
Grow your business 2017
Speeding Up Sales
Speeding Up Sales
Más de Davender Gupta
Leadership dans un ère imprévisible
Leadership dans un ère imprévisible
Davender Gupta
Mission, Vision, Permission: How to silence the voice that holds you back
Mission, Vision, Permission: How to silence the voice that holds you back
Davender Gupta
Raising Capital
Raising Capital
Davender Gupta
48HTC 2022 - De l'idée à l'impact: l’entrepreneuriat haute performance à l’èr...
48HTC 2022 - De l'idée à l'impact: l’entrepreneuriat haute performance à l’èr...
Davender Gupta
Pensez comme une startup
Pensez comme une startup
Davender Gupta
How to Make a Dent in the Universe
How to Make a Dent in the Universe
Davender Gupta
Business Model Innovation with the Blue Ocean Strategy
Business Model Innovation with the Blue Ocean Strategy
Davender Gupta
Plan and Execute for Success with Objectives and Key Results
Plan and Execute for Success with Objectives and Key Results
Davender Gupta
200713 Artificial Intelligence and Machine Learning in Montreal
200713 Artificial Intelligence and Machine Learning in Montreal
Davender Gupta
Basic Finances for the Lean Startup
Basic Finances for the Lean Startup
Davender Gupta
Execution as a Lean Startup
Execution as a Lean Startup
Davender Gupta
From Idea to Impact: The Foundations of Entrepreneurship
From Idea to Impact: The Foundations of Entrepreneurship
Davender Gupta
How To Deliver An Effective Evaluation
How To Deliver An Effective Evaluation
Davender Gupta
Jobs-To-Be-Done Canvas
Jobs-To-Be-Done Canvas
Davender Gupta
Transitioning your business model from Service to Product
Transitioning your business model from Service to Product
Davender Gupta
Leadership et la création de richesse économique par l'entrepreneuriat et l'i...
Leadership et la création de richesse économique par l'entrepreneuriat et l'i...
Davender Gupta
Quelle est votre stratégie scaleup?
Quelle est votre stratégie scaleup?
Davender Gupta
La collaboration startup-grande entreprise
La collaboration startup-grande entreprise
Davender Gupta
La confiance en soi (Webinaire Toastmasters)
La confiance en soi (Webinaire Toastmasters)
Davender Gupta
L’exécution de la croissance
L’exécution de la croissance
Davender Gupta
Más de Davender Gupta
(20)
Leadership dans un ère imprévisible
Leadership dans un ère imprévisible
Mission, Vision, Permission: How to silence the voice that holds you back
Mission, Vision, Permission: How to silence the voice that holds you back
Raising Capital
Raising Capital
48HTC 2022 - De l'idée à l'impact: l’entrepreneuriat haute performance à l’èr...
48HTC 2022 - De l'idée à l'impact: l’entrepreneuriat haute performance à l’èr...
Pensez comme une startup
Pensez comme une startup
How to Make a Dent in the Universe
How to Make a Dent in the Universe
Business Model Innovation with the Blue Ocean Strategy
Business Model Innovation with the Blue Ocean Strategy
Plan and Execute for Success with Objectives and Key Results
Plan and Execute for Success with Objectives and Key Results
200713 Artificial Intelligence and Machine Learning in Montreal
200713 Artificial Intelligence and Machine Learning in Montreal
Basic Finances for the Lean Startup
Basic Finances for the Lean Startup
Execution as a Lean Startup
Execution as a Lean Startup
From Idea to Impact: The Foundations of Entrepreneurship
From Idea to Impact: The Foundations of Entrepreneurship
How To Deliver An Effective Evaluation
How To Deliver An Effective Evaluation
Jobs-To-Be-Done Canvas
Jobs-To-Be-Done Canvas
Transitioning your business model from Service to Product
Transitioning your business model from Service to Product
Leadership et la création de richesse économique par l'entrepreneuriat et l'i...
Leadership et la création de richesse économique par l'entrepreneuriat et l'i...
Quelle est votre stratégie scaleup?
Quelle est votre stratégie scaleup?
La collaboration startup-grande entreprise
La collaboration startup-grande entreprise
La confiance en soi (Webinaire Toastmasters)
La confiance en soi (Webinaire Toastmasters)
L’exécution de la croissance
L’exécution de la croissance
Identifying Your Customer
1.
Identifying Your Customer Coach
Davender Gupta Startup-Académie www.startupacademie.com June 11, 2014
2.
© 2014 Davender
Gupta - www.startupacademie.com All rights reserved 2
3.
Business is a
system A business is a system which : • creates value, • delivers value, and • harvests value, enabling all of the stakeholders to achieve what is most important to them in the moment. © 2014 Davender Gupta - www.startupacademie.com – Tous droits réservés 3
4.
What is a
transaction? … creating a bond of TRUST between myself and my client to enable an exchange of value towards a win-win result © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 4
5.
© 2014 Davender
Gupta - www.startupacademie.com All rights reserved 5 MY Ideas Passions Needs Dreams Interests Desires RESOURCES NO MEANS THE PROFIT ZONE THEIR Ideas Passions Needs Dreams Interests Desires NO DEMAND NO PASSION
6.
Trust © 2014 Davender
Gupta - www.startupacademie.com All rights reserved 6 Degree to which I perceive your values, beliefs, priorities and actions either threaten or enhance mine.
7.
True or false? l Everyone
can benefit from my offer l Everyone wants my offer l Everyone is looking for my offer l Everyone is ready to buy my offer l Everyone will buy my offer because it is so much better/faster/cheaper/ sexier than the competition © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 7
8.
The truth… Interest Population IndifferentHostile Interested The
truth is that most people are indifferent or even hostile to your offer. © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 8
9.
Strategy # 1
– Find out what they want Discover their qualities instead of their demographics © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 9
10.
Qualities © 2014 Davender
Gupta - www.startupacademie.com All rights reserved 10 What do they want? What is important to them? What do they want to be? Why do they want it?
11.
Physiological (air, food,
water) Self-realization Esteem from others Health and security Belonging Self-esteem Maslow’s Hierarchy of Needs©2006 Davender Gupta © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 11
12.
Consumers want to
move up © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 12 • Essential needs • Ease, simplicity, speed • Ego, status • Entertainment, amusement • Peace of mind The more they can move up, the more value your offer has, and the more they will invest.
13.
Businesses focus on
the base © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 13 - Reducing costs - Reducing loss - Improving margins - Improving productivity The more the impact of your offer improves the survival of the business, the more they are willing to invest.
14.
Strategy #2 – Find
out their motivation "Right Fit, Right Place, Right Time” Look for the decision trigger when your customer is asking the question for which your offer is the answer. © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 14
15.
The Decision Trigger The
Decision Trigger is the immediate situation in which the person is motivated to make a decision. © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 15
16.
What is the
customer trying to do? © 2014 Davender Gupta - www.startupacademie.com All rights reserved 16 What functional jobs is your customer trying get done? (e.g. perform or complete a specific task, solve a specific problem, ...) What social jobs is your customer trying to get done? (e.g. trying to look good, gain power or status, ...) What emotional jobs is your customer trying get done? (e.g. esthetics, feel good, security, ...) What basic needs is your customer trying to satisfy? (e.g. communication, sex, ...)
17.
© 2014 Davender
Gupta - www.startupacademie.com All rights reserved 17 PAINS and GAINS
18.
Feel Their Pain ©
2012 Davender Gupta - www.startup-academie.com Tous droits réservés 18 • What does your customer find too costly? • What makes your customer feel bad? • How are current solutions underperforming for your customer? • What are the main difficulties and challenges your customer encounters? • What negative social consequences does your customer encounter or fear? What risks does your customer fear? • What’s keeping your customer awake at night? • What common mistakes does your customer make? • What barriers are keeping your customer from adopting solutions?
19.
Understand Their Gain ©
2014 Davender Gupta - www.startupacademie.com All rights reserved 19 • Which savings would make your customer happy? • What outcomes does your customer expect and what would go beyond his/her expectations? • How do current solutions delight your customer? • What would make your customer’s job or life easier? • What positive social consequences does your customer desire? • What are customers looking for? • What do customers dream about? • How does your customer measure success and failure? • What would increase the likelihood of adopting a solution?
20.
A Day In
The Life © 2014 Davender Gupta - www.startupacademie.com All rights reserved 20 How do these jobs fit into their day? Where are the frictions? What are the rewards? Where are the triggers?
21.
The Three Questions •
What is most important to them RIGHT NOW? • What is their vision of success? • What is their motivation to commit to a solution? © 2012 Davender Gupta - www.startup-academie.com – Tous droits réservés 21
22.
Conclusion There are people
who recognize the value of what you offer, who are ready to commit, and they are ready, willing and waiting to meet you. © 2013 Davender Gupta - www.startupacademie.com Tous droits réservés 22
23.
Let’s stay in
touch www.startupacademie.com www.coachdavender.com (Québec) 418 948-1553 (Montréal) 514 448-1894 coach@davender.com © 2014 Davender Gupta - www.startupacademie.com All rights reserved 23 Coach Davender Gupta, MSc Venture Catalyst Accélérateur d’entrepreneuriat Startup-Académie
Descargar ahora