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BT - BSS - E03 Knowing your Customer - Coggle Diagram
BT - BSS - E03 Knowing your Customer
Profit from the core
be successful with 1st product
what is the 1
customers must like it
then go to no. 2 similar to 1
go back to the basics
Core competencies
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what are we especially good at
what area do we specialise
what is our competitive advantage
what additional competencies do we need
what 1 key skill would make the biggest difference
core products
core customers or prospectives
core marketing methods
core selling methods
core employees
core strengths
personal abilities
threats & plan to deal
opportunities
Business succeed or fail due to sales
keep trying something else until it works
spend less time on worthless tasks
spend all day speaking to prospects or customers
keep looking for products that customers want
everything matters / everything counts
what can i do immediately to improve value
who is my ideal customer
follow up with all your previous customers - ask if you can help - then do it immediately
Always give before you get
For Networking - at any event always ask a new person what would i need to know about your product to send you a customer - then write it down - then send them a customer asap the next day - you will make a friend for life
Who is the perfect customer
2: Psycho-graphics
80% or more of buying decision
https://blog.hubspot.com/insiders/marketing-psychographics
Biggest goals
Greatest fears
Hopes
Problems and worries
Values
Emotions
Disappointments
People want peace of mind more than anything else
3: Ethnographics
How important is it in their life
https://www.spotless.co.uk/insights/ethnography-when-and-how/
how important is it to ideal customer
when does your customer buy
how is product used in daily life
product awareness
benefits
direct marketing
referrals
1: Demographics
Average age
Gender
Family formation
Location geographically or within a company
Average income
dont spend time with customers who say they don't have the money
There is only 1 buyer who can say yes but a lot who can say no
Q & A's
why my product is better
explain the value and why our product is better
the only reason a customer chooses by price is because they believe
all the products are the same
tell the customer that there will always be a cheaper similar product but that would be a poor choice for such an important product