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Find Win Keep Customers
1.
Marketing Solutions That
Drive Results Helping Companies FIND, WIN and KEEP Customers Companies today are struggling to differentiate their products, their services and their company. Doing more with less has 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. 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. UNTROUBLED ACKNOWLEDGE DEFINE RECEIVE RATIONALIZE SELECT FIRST ENGAGE & UNAWARE PAIN NEED OFFERS OPTIONS CHOICE Sales and Marke ng the Six Sigma Way, by Michael J. Webb with Tom Gorman, 2006 Kaplan Publishing 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. UNTROUBLED ACKNOWLEDGE DEFINE RECEIVE RATIONALIZE SELECT FIRST ENGAGE & UNAWARE PAIN NEED ORDERS OPTIONS CHOICE The seller will be successful when they: © 2009-2010 by KTS Marketing Solutions, LLC. All Rights Reserved. Help customer Help them identify Help define the Provide offer that Help prepare & Make it easy for Ensure your offer become aware and prioritize pain, need, build consensus meets requirements, prioritize offers, them to select can maximize of their problem build trust & trust build trust build trust your offer their result Here is one example of a seller who understood the buyer’s journey and added value at every step. WEB-SITE, WHITE PAPERS SOLVE PART OF PROVIDE PROPOSAL CONTINUE TO DELIVER TRADE SHOWS & AND THE PROBLEM, THAT MEETS BE A VALUED AS PROMISED ADVERTISEMENTS CASE STUDIES FREE OF CHARGE! BUYER’S NEEDS CONSULTANT & ON TIME Help customer Demonstrates Demonstrates Careful with Continue to Provide become aware expertise Commitment to over-shooting what Valuable Information of their problem Customer’s Success is actually needed 8216 Princeton-Glendale Road, #160, West Chester, OH 45069 | 513.407.4908 | info@ktsmarke ng.com | www.ktsmarke ng.com
2.
Measure Performance Throughout
the Sales Process FIND WIN KEEP LEADS QUALIFIED LEADS PROSPECTS OPPORTUNITIES ORDERS SUPPORT REPEAT Some % drop out at each step (some are filtered out) Your investment (cost) increases It’s best to filter out unqualified leads & prospects early throughout the process Is value added at each step? 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. 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. © 2009-2010 by KTS Marketing Solutions, LLC. All Rights Reserved. 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. Customer Value Map 8216 Princeton-Glendale Road, #160, West Chester, OH 45069 | 513.407.4908 | info@ktsmarke ng.com | www.ktsmarke ng.com
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