A Quick Guide to Buyer Personas

SlideModel

What is a Buyer Persona in Marketing? HubSpot provides a succinct definition: A buyer persona is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. Having several buyer persona templates in front of you helps you: Make better product development decisions. Is Buyer Persona Different from User Persona and Marketing Persona? . Target Buyer Persona Template by SlideModel .

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Why Customer Centricity Will Win You More Business (in 2020)

SlideModel

Customer centricity is a buzzword you can hardly escape these days. But, despite so much talk, few companies actually understand how to keep their customer focus sharp and, more importantly, why this area is worth more attention. So let’s dig into the matter and take a look at some great customer centricity examples, illustrating why this practice cannot be ignored in 2020. What is Customer Centricity? Why Customer Centricity is Important in 2020 (and Beyond).

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How to Set Up a Winning Customer Success Program

SlideModel

The customer success movement is getting stronger year over year. In 2019, 83% of Customer Success teams increased in size. This year, even more organizations plan to invest in new customer success management programs to ramp up their service levels. But what does customer success mean? What is Customer Success. In short, it’s the way you ensure that your customers are getting the most value they can out of your products and services.

How Customer Experience can Make Your Brand Successful

SlideModel

It is not only the quality of the product or service that matters but how customers perceive a business and if the expectations of the customers are met. This all has a lot to do with what is called Customer Experience (CX). In fact many experts now believe that Customer Experience is as important as the brand itself. Understanding Customer Experience (CX). The Customer Journey. The customer journey is a very important aspect of customer experience.

6 Customer Journey Maps You Can Swipe

SlideModel

Business displayed their inventory; customers came in and physically assessed it and bought what they liked. And in smaller stores, there were sales clerks to help the customer along that journey and a clerk to help with return and exchanges. The customer had experiences (now known as CX) each time he visited that store. Online selling, however, has changed the customer journey. What is a Customer Journey? How to Create a Customer Journey Map.

Product Management: 6 Solid Best Practices For Newbie PMs

SlideModel

A product manager ensures that the product a company releases aligns with customers’ needs and expectations. Atlassian offers an excellent definition: Product management is an organizational function that guides every step of a product’s lifecycle: from development to positioning and pricing, by focusing on the product and its customers first and foremost. Here are some pointers: Each story should be aligned with a specific buyer (user) persona.

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Tips to Better Prospecting with Hosted Buyer Appointments

SpeakerSue Says...

We go to these hosted buyer things and come back with a boat load of new prospects. Hosted buyer appointments can be an awesome way to start a trusting relationship with a new customer. From talking to buyers, many sales people start the appointment by asking questions and then quickly go into their feature dump. “We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business.

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Can’t buy me love, love: How to Win New Customers & Keep the Ones You Have

SpeakerSue Says...

Now that sales people can’t buy relationships anymore – no more expense account lunches, no more lavish (reciprocity building) simple to off-the-charts entertainment – what is the plan to gain and keep customers? It means being prepared with insights and content that will help your buyer create greater success. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results.

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How Voice of the Customer Concept Can Boost Sales and Revenue

SlideModel

Many small businesses continue to grow as a result of customer satisfaction, whereas many large organizations can decline when they fail to account for the voice of their customers. In order to understand the needs of customers, businesses can focus on Voice of the customer. What is Voice of the Customer (VoC). VoC is essentially a market research technique for understanding customer needs, preferences and expectations. Customer Surveys.

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Your Customer’s Experience in a Digital World

SpeakerSue Says...

Elevating the customer experience (not customer satisfaction scores, btw) is THE area you can count on to generate delight and increase profits. The right words are words that resonate for the buyer and align with what they want and need. The right words show care for the buyer. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711.

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How Our Thinking Impacts the Bottom Line with Kris Plachy

Speaker Launcher

2:55. * Guiding your customer to your funnel. The Wealthy Speaker Podcast Building your speaking Business business foundation find more buyers finding prospects marketing processing sales funnels supporting business growth systemsWhat does it take to create a positive mindset?

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Does Delighting Customers Really Drive Sales?

SpeakerSue Says...

Is it possible to truly delight customers? Developed from the HBR article, “ Stop Trying to Delight Your Customers” , it actually recommends that you should delight them. Delighting today’s customer means making their life easy, being efficient (or if you’re dealing with a socializer-type personality, being social – and knowing the difference), and creating an effortless buying experience. Can you truly delight your customers?

2014 46

How to Start Digitizing Your Supply Chain Management

SlideModel

That’s problematic because customers now demand goods and services to be delivered as fast as possible. A supply chain is a multi-layer network of entities that work together to source/produce and deliver the commodity to the end-buyer. And there is a lot of different business process and activities take place before a raw product gets transformed into an actual good and reaches the buyer. Customer Service.

2019 54

The Sales Myth: Delighting Customers Converts Leads

SpeakerSue Says...

If you sell luxury products, it’s likely that you want to delight your customers. Too many salespeople misunderstand the directive and think they need to concede more and lower prices so that they don’t have to say no to their valued customer/client/guest. What affluent buyers want today isn’t an extraordinary buying process but a dependable one. Do you focus on the selling experience or the customer’s buying experience?

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Step-By-Step Guide to Creating a Viable Go to Market Strategy

SlideModel

Conquering a single market or customer segment is never enough – there’s always room for expanding further. At this point, you will need to prepare a new marketing strategy and a new marketing plan for reaching more customers. Market strategy: Where will your new offer sit and how do you plan to engage customers in the new market? Messaging: What are your brand’s main talking points when it comes to solving customer problems? Customer Personas.

2019 48

Why Customers Don’t Buy From You

SpeakerSue Says...

The main reason customers don’t buy from you (when you have something that they want) is because you, the salesperson, skipped important trust building steps. Think strategic and long term to ensure buyers want to choose what you have to offer. Imagine this: You are lucky enough to sit next to a prime prospect at a luncheon event.

Product-Led Growth (PLG): The Ultimate SaaS Business Growth Strategy To Pursue

SlideModel

Superior UX (user experience) and CX (customer experience) are the two key battlefields with the most at stake. As we highlighted in our previous post on customer-centricity , most buyers are no longer interested in the product itself. Most of the SaaS marketing, at this point, is focused around explaining all the product benefits and helping the customer experience all the value it has to offer.

2020 40

How to Do Market Segmentation The Right Way

SlideModel

They are going after a very specific group of buyers from the start and personalize their pitches to them. The idea is that marketing to customer groups who have similar characteristics allows you to create campaigns that are more likely to resonate. Segmentation leads to a better understanding of customer needs that can inform future product development. You’ll improve customer retention and acquisition. Instead, your market might be casual dining customers.

Perfect Your Sales Presentation to Win in a Down Market

DeFinis Communications

While buyers may be interested in your products and services, budgets are tight, which leaves only the promise of a future sale. Instead, you must learn to probe the customer with meaningful questions and then listen carefully to the answers. . The keys to consider are: . · Focus on the customer: Identify their business drivers and key initiatives. What keeps this buyer awake at night? Reach into your customer’s mind and seek understanding.

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What is a Storyboard And How to Use it in Product Design

SlideModel

A lot of companies struggle with customer acquisition, especially as they attempt to scale from a monoline product (doing one thing great) to a more comprehensive app (targeted at attracting a wider range of people). Helpful template: Customer Journey Map Diagram.

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Market Research: Everything You Need to Know as a Business Leader

SlideModel

Moderated Customer Interviews. Market research is the process of analyzing the industry’s customers, their product/service preferences, and their affinity towards competition. Perform lower-level market segmentation to identify smaller target buyer groups.

2020 59

Using Your Selling Systems to Convert Sales

Speaker Launcher

Many moons ago when I was working as an agent for speakers, I developed my own customized system for selling. From the moment I connected with a prospective client, I documented the process and often, after a number of communications via phone, email, and mail, I would convert the prospect into a buyer.

2018 56

The Executive?s Guide to Marketing Automation

SlideModel

With marketing automation software companies can devise more comprehensive campaigns, featuring personalized workflows for different buyer personas. Market segmentation and progressive customer profiling. HubSpot — a comprehensive platform offering inbound marketing, sales, and customer service functionality. ActiveCampaign — a robust automated marketing system that combines email marketing, sales, customer experience, CRM, and all-purpose marketing automation categories.

An Executive’s Guide to Pricing Strategy Models

SlideModel

After all, your profits largely depend on how accurately you estimate your customer’s inclination to pay a certain dollar figure for your offer. Customer-driven pricing — prices are set to represent the customers’ perceived value of your products. Value-based pricing — prices are based around how much the customer thinks your product is worth. Faster customer adoption for new products. Low customer lifetime value (LTV) can undermine profitability.

Marketing Plan Development: The Start to Finish Guide For Executives

SlideModel

Target buyer personas analysis and insights. Definition of a target market with customer pain points. Customer Lifetime Value. Lead-to-Customer Ratio. Leverage the voice of customer data to make improvements to your marketing.

Super power your email sales

SpeakerSue Says...

You built rapport and trust, engaged your buyer with your awesome facilitation skills and asked smart questions. Here’s how: •Boost customer-centricity. Even though your product and service may be almost identical, your buyers’ needs have changed. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. Your zoom calls were remarkable this week.

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3 Reasons Sales People Have NEVER Been More Important – Indispensable Really!

SpeakerSue Says...

Excellent sales people collaborate with their buyers to create customized solutions that ensure the buyer’s success. “Diagnose the pain” is so insulting implying that the buyer needs a sales person to uncover what is really important to him. They ask questions based on their insights because they manage the situation that the buyer is in day in and day out for other buyers. A long time ago in a galaxy far away….

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An Executive’s Guide to OKRs (Objectives and Key Results) Framework

SlideModel

Here’s a quick OKR example for that: Objective: Launch a new cosmetics product that customers will love. Key Activities: Perform market target buyer research. Become a customer-centric company. Scale customer referral program to attack 100 new sign-ups per month.

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4 Smart Tips to Rev Up Your Email Results

SpeakerSue Says...

Inspire buyers by creating excitement for possibilities. Customize and personalize. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Brian Tracey once received a powerful lesson from a caring teacher, “Just because you can talk doesn’t mean you can communicate.”.

2020 43

They want a proposal. Now what?

SpeakerSue Says...

Buyers want to know if you, your team and your product that can make their vision/dream/objectives come true. Buyers want to trust you, feel appreciated and special and feel right about choosing you. It’s about: sounding human, showing care, personalizing, localizing and customizing, being customer-centric in an obsessive way. It’s about taking the time to create a proposal that is real, specific and impressive because it fully resonates for the buyer.

Stop making these two common HUGE proposal mistakes

SpeakerSue Says...

persuade buyers you’re the best choice and why. Knock it off and instead tell the story that matters to the buyer! What did you and your buyer talk about as key drivers? What do you know, from your knowledge base, is critical to this type of buyer? Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711. What is a proposal?

Do your emails create pattern interrupt to prospect successfully?

SpeakerSue Says...

The great news is we know what matters to buyers today and it starts with pattern interrupt. Here is the vision to apply: Make it about your customer’s prospects goals. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711).

Your audience has simple requests: Can you fulfill them?

Speak Schmeak

You show up at one of the stores unannounced, track down the buyer and say, "So when are you going to buy my cookies?" The buyer responds, "Have you sent me samples?" The buyer hands you her card and says, "When you're ready, call me to make an appointment so we can sit down with samples and pricing information." His audience (the buyer, and by extension, the potential customer) said, "Make an appointment." You have a new business.

What is the Direct to Consumer (DTC) Business Model?

SlideModel

According to a study by the IAB , two-thirds of customers expect to have direct connectivity with brands. Better Customer Experience. Build a Great Customer Experience and Personalize Marketing Efforts. So far DTC has created a significant amount of flexibility for brands to connect with their ideal buyer persona. What they don’t have to do is rely on traditional retailers to connect with customers.

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Your Sales Cycle Has Changed. Have You?

SpeakerSue Says...

“57% of the purchase decision is complete before a customer even calls a supplier.” (CEB). 67% of the buyer’s journey is now done digitally.” 74% of business buyers say they conduct more than half of their research online before making an offline purchase.” Regardless of the research you read, it’s clear your buyer has at least half the information she needs to make a decision before she contacts you.

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Sense-making selling

SpeakerSue Says...

Create a friction-less customer experience. If it causes buyer friction, don’t do it. – are the virtual bridge between the information buyers have when they approach you, and their skepticism. Your customers are better prepared than ever with information gathered. Words! Words to explain what I’ve been teaching for years. It’s a good day! Friction-less. Stanford’s “friction-less” replaced years of saying, easy, effortless, simple.

The Game Has Changed: Have you?

SpeakerSue Says...

More: •leads •engaged prospects •buyers who are happy to say, “Yes, please!” You’ll discover how YOU can create distinction, build trust and engage buyers in a new, meaningful, authentic way. Join other like-minded high achievers who are ready to boost their influence, elevate their customer’s experience and kick into high gear. Rain Group says, “Email is one of the top ways to break through and secure meetings with targeted buyers.

2020 40

The Game Has Changed: Have you?

SpeakerSue Says...

More: •leads •engaged prospects •buyers who are happy to say, “Yes, please!” You’ll discover how YOU can create distinction, build trust and engage buyers in a new, meaningful, authentic way. Join other like-minded high achievers who are ready to boost their influence, elevate their customer’s experience and kick into high gear. Rain Group says, “Email is one of the top ways to break through and secure meetings with targeted buyers.

2020 40

Sales Tip: One easy and thoughtful way to control the sale

SpeakerSue Says...

The key: Thinking about your customer’s needs before your own. And here is the thing: it’s powerful for both the sales person (or therapist) and the buyer/patient. The only time this isn’t true is when you want to help your buyer select the middle priced item. I’d be honored to energize your sales team with ideas they can apply today to change the sales conversation, be pro-active and engage prospective customers.

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How (and Why) to Tell Killer Sales Stories

Duarte Blog

In contrast, Mike’s use of a personal, emotional story with the potential buyers at the center helped them better understand why they needed the product. DeFranco went on to explain that sales conversations are actually a back-and-forth interaction between the rep and one or more buyers. Referrals from a trustworthy source mean that a buyer doesn’t have to worry about whether a purchase is a risk or a scam.). Relay a story about how a former customer felt a similar way.

2017 57

Are you discounting when you don’t have to?

SpeakerSue Says...

Help buyers see a vision of her success. Excite customers with authentic, emotionally sticky messaging. Even when texting or WeChatting or whatever informal written communication tool you use to communicate with your customers, tell your distinctive story! When you simply provide transactional information, you give your buyer no option but to evaluate your proposal on price.

The #1 Reason Your Outreach May be Failing and How to Double Your Success!

SpeakerSue Says...

Find a way to spark joy, to inspire, to engage your buyer with delight then watch your response rate double or more. Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Content must be more than words.

2020 40

How the Endowment Effect can Affect Businesses

SlideModel

Since consumers are likely to value the things they own more than acquiring the same thing if they did not own it, businesses use the endowment effect in their marketing strategies to lure customers. Researchers Ziv Carmon and Dan Ariely conducted a study titled, ‘Focusing on the Forgone: How Value Can Appear So Different to Buyers and Sellers’. The free return policy creates an effect where the business appears endowing, while not expecting many customers to return products.

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