Figure out who your ideal customer is and improve sales.

1. Selective Marketing With Jan Triplett, Ph.D. COO, Business Success Center© 2010

2. 4 P’s to Save $$ & Make Sales Profiling Positioning Pricing Process

3. Who’s your customer now? Platinum & Gold create stability Silver has potential Bronze is uncertain Lead is a drag and time waster Concrete is a business killer – never satisfied

4. Customersyou want… a match Visionaries See problem as you do See value of your solution Adventurous Confident in you Trust you Decisive Hassle-free or less hassle

5. Compatibility is Key You want customers who add value Actively refer Provide Quality Control Engaged & offer ideas Long term Likeable

6. Platinum Customer Profile™ When used correctly, it results in: Better sales process — shorter sales cycle Improvements to collateral Accurate positioning Value pricing Saves marketing $$

7. Platinum Customer Profile™ Identifies your best customer in terms of: Demographics – facts Psychographics – emotions Behaviors – buying patterns, actions Geographical concerns

8. Usepositioning to give them What they want Total solution Value (cheap) Innovation (never seen before) And, what you want… Top of mind Buzz Branding Competitive advantage

9. Don’t give up or settle Profiling is a process Positioning is a strategy

10. Price Right Value-Based Vs. Cost-based Know your true total cost Raising your price is OK

11. Use a 7-step Sales Process Pre-Qualification Initial Contact Marketing Merchandising Close Reinforcement Retention

12. Action Items Create Platinum & Lead/Concrete Profiles™ Select “Blue Ocean” positioning Review/revise pricing Develop a sales process & train staff Create marketing plan & budget Revise collateral Ask for help. Call me 933.1983 or email triplett@bscusa.com

13. Here’s to your success! Jan Triplett triplett@bscusa.com Business Success Center Sales & Financial Business Management Services January 28, 20010