Who is interested in buying your product/service and why?
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Who Is Interested In Buying Your Products & Services and Why? Facilitator: Sammy Rose MBA, MCIM Chartered Marketer Mentor: Maxine Ward - BA Event Mgt, DipM MCIM 1
description
Market research/statistics show that certain products/services appeal to certain customer types, regardless of whether you are selling to other businesses or end users. This service helps candidates to explore and discover what types of prospects they should be targeting their product/service at, in order to get the best return from their sales efforts and investment.
Transcript of Who is interested in buying your product/service and why?
Who Is Interested In Buying Your Products & Services and Why?
Facilitator: Sammy Rose MBA, MCIM
Chartered Marketer
Mentor: Maxine Ward - BA Event Mgt, DipM MCIM
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ROUND UP:-
•Your product proposition must in some way differentiate you from competitors’
offerings
DON’T FORGET You have direct and indirect competition to think about
here!
•Try to protect your product differentiation through:-
�Intellectual Property
�Branding
�Regular communications eg. Kitting customers and prospects
• Seek to enhance your basic product proposition with attributes
• Promote benefits, not features
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•S.I.C. Code
•Turnover
•Number of Employees
•Geography
B 2 B Customer Profile
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Females %
Males %
60 +
45 - 59
30 - 44
20 - 29
16 - 19
< 16
Other Details:
Council
Pre 1940’s
Detached
Modern
Semi/Terraced
Modern
Detached
Rented
Owned
Student
Other
Retired
Housewives
Blue Collar
White Collar
Management
Professional
Accommodation Occupation
Age
B 2 C Customer Profile
SALES PIPELINE
Contribution to Sales
Mar ket Oppor tuni ty
Mar ket Oppor tuni ty
Mar ket Oppor tuni ty
Mar ket Oppor tuni ty
High Low
High
LowCustomer groupings that are the
mainstay of your business; however
when it comes to finding new parties to contact from these groupings then these
numbers are dwindling
?Customer groupings that you think could be interested in your product proposition – but you
are not quite sure
Customer groupings that buy from you and
then don’t want to pay; moan about what
you’ve done etc, etc…………….
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Customer groupings that you have recently
begun marketing to and who have shown
healthy levels of interest. Moreover there are lots more prospects from these groupings to
try
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Balustrade Just Got a Whole Lot More Interesting….
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How Do You Know What Customer’s Want?
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Customers Surveys – What To Ask?
• Top 3 things you like best about us
• Top 3 things you like least
• 3 names you see as synonymous with the supply
of …………………………
• Top 3 things you like about the top name on your list
• Top 3 things you least like about them
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How Do You Go About Finding New Customers?
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