Speak the Inner Language of Your Clients
•Transferir como PPTX, PDF•
1 gostou•375 visualizações
How to better understand your customers and become indispensable.
Recomendados
Mais conteúdo relacionado
Destaque
Destaque (20)
Mais de Jim Socci, CAS
Mais de Jim Socci, CAS (13)
Último
Último (20)
Speak the Inner Language of Your Clients
- 1. Learn to Speak the Inner Language of Your Clients (Webinar 2 of 4) Character Branding Geiger Galleria July 11, 2014
- 2. Meet Your Presenter Jim Socci, CAS President Artistic Toy “Inspiring the use of Plush Toys In Advertising with our Character”
- 3. The Character Branding Series 1. The Six Cornerstones of Successful Brands 2. Learn to Speak the Inner Language of Your Clients 3. Incorporate the Power of Story for Sales Success 4. Create Your Own Character in the Market Place
- 4. Learning Objectives • Motivate Clients • Understand their Psychology • Become Indispensable
- 6. How do you get client to share desires & fears? 1. Tell them what to do. 2. Soak them in product details and features 3. Show them what everyone else is doing
- 7. What’s the best way to get someone to share? 1. Ask them questions 2. Listen to them 3. Encourage them 4. Help them solve their problem 5. Share information with them about what they want, need, or value
- 8. Why is that important? Roger Burnett @RogerBurnett · 24h “If you've not shifted your focus from the transaction to the relationship, you're leaving all kinds of money on the table.”
- 9. Let’s Start with You! 1. What are you most passionate about in your career? 2. What has your organization primarily been known for in the past? 3. What is your organization primarily known for now? 4. What do you want your organization to be known as in the future? 5. Is the sale of promotional products your family’s primary income?
- 10. Do you know what your audience really wants? Copyright 2012. Gary Kaskowitz. All Rights Reserved. www.YearningPower.com
- 11. How they really see themselves Copyright 2012. Gary Kaskowitz. All Rights Reserved. www.YearningPower.com
- 12. How they really see themselves Copyright 2012. Gary Kaskowitz. All Rights Reserved. www.YearningPower.com
- 13. Uncomfortable Truth Most enterprises know little or NOTHING about their individual customers.
- 14. What can I do? Adopt a mindset to build relationships that go beyond your products Pause…Take a Breath….Probe
- 15. Ask Better ???? Prescript your list of automatic Prospective Client and REOREDER questions.
- 16. Why???? By the time your client calls or emails you they are 60% pre-sold.
- 17. Sell Solutions, Not Products PPB Article – February 2014 1. You’ve said that you are interested in (objective one and objective two). Which of these objectives is the most important to you?” 2. Can you tell me why that is important to you? 3. You’ve mentioned that (insert the clients’ responses) is really important. Can you tell me more about why this is important?” Keep asking these questions by taking your clients’ responses and going deeper with the next question. The key to this technique is to never accept the first one or two answers your client offers: http://pubs.ppai.org/2014/01/sell-solutions-not-products/2/ Better Prospective Client ????
- 18. The Right Story Can Transform Your Brand PPB Article – March 2014 Why are you buying these mugs? What result are you looking to accomplish with these pens? How well did those bags work for you at the trade show? What comments did you receive from clients? Have you seen an increase in sales activity from introducing those toys into your integrated marketing campaign? What do you think would get better results? Are you willing to risk feeling naive when you ask simple questions, such as: http://pubs.ppai.org/2014/02/ppbmarch-2014branding-feature Better REORDER ????
- 19. Client Psychology Copyright 2012. Gary Kaskowitz. All Rights Reserved. www.YearningPower.com Control of Environment for Stability Discovery Connections with others and likeability Change the world! Where do your stakeholders fit? Four Primary Yearnings
- 20. Core Yearnings Create Tendencies If Your Customer Desires: Then Their Yearning Is: Your Character Can Appeal To Them By: 1 Compassion Helping others Showing them you care 2 Self-Expression Giving form to vision Showing them how to create with your product 3 Being in charge Creating a prosperous community Showing them how to have control; not what to do 4 Harmony Being happy Offering predictability in an unpredictable world 5 Individualism Experiencing a more fulfilling life Being part of their exploration 6 Knowledge Using intelligence to analyze their world Establishing your credibility and expertise
- 21. Core Yearnings Create Tendencies If Your Customer Desires: Then Their Yearning Is: Your Character Can Appeal To Them By: 6 Knowledge Using intelligence to analyze their world Establishing your credibility and expertise 7 Fitting In Belonging to a group Showing them how to fit in with others 8 Intimacy Forming deep and meaningful relationships Showing them how to connect with and attract others 9 Being Playful Having a good time Providing happiness and fun 10 Competition Exerting mastery to improve self or the world Showing them how to be victorious 11 Revolution Destroying what is not working Showing them how to disrupt things; to be a little “bad” 12 Transformation Making dreams come true Developing a vision and creating a transformative experience
- 22. What Are You Selling? What Is Your Audience Buying? Copyright 2012. Gary Kaskowitz. All Rights Reserved. www.YearningPower.com Conscious Connection Sub-Conscious Connection
- 24. Caress by Shaw Floors: All the Softness You Love, Now in Your Carpet See 30 Second Video Visit Artistic Toy – YouTube Channel – Playlist
- 25. The “Hole” Story
- 26. Patch Bear
- 27. In Conclusion 1. Real Motivation comes from 2 things. 2. Continue to improve asking questions: • Timing • Quality 3. Uncover core yearnings and their tendencies • Client • Client’s audience 4. Create and Share Stories with your product sales.
- 28. Special Offer! Get a Copy of 10 Step Guide to Branding Success
Notas do Editor
- Keep brief. Our focus will be on understanding the internal language of our clients.
- Keep brief. Our focus will be on understanding the internal language of our clients.
- Keep brief. Our focus will be on understanding the internal language of our clients.
- Keep brief. Our focus will be on understanding the internal language of our clients.
- Keep brief. Our focus will be on understanding the internal language of our clients.
- Keep brief. Our focus will be on understanding the internal language of our clients.
- Keep brief. Our focus will be on understanding the internal language of our clients.
- Brief discussion of emotional connections here; primary drivers of all people.
- Just a quick follow-up to the previous slide. This is an intro to the next slide that talks about the four drivers.
- Just a quick follow-up to the previous slide. This is an intro to the next slide that talks about the four drivers.
- My Geiger Relationship Story
- It’s tough to get client’s time and in today’s world that moves at the speed of light, who has time to do real relationship building. It’s not easy; however, the people who are surving or should I say thriving have figured out how to do it. Do What? Ask the right questions at the right time. To get the money off the table.
- If you want more su How did the product perform last year? Do you have any improvements your thinking about this year? Why is that important? ggestions on this refer to PPB Magazine Aritcle that I wrote in this Februay and March’s PPB Magaine.
- If you want more su How did the product perform last year? Do you have any improvements your thinking about this year? Why is that important? ggestions on this refer to PPB Magazine Aritcle that I wrote in this Februay and March’s PPB Magaine.
- If you want more suggestions on this refer to PPB Magazine Aritcle that I wrote in this Februay and March’s PPB Magaine.
- If you want more suggestions on this refer to PPB Magazine Aritcle that I wrote in this Februay and March’s PPB Magaine.
- Spend a few minutes talking about the commonality here. Introduce the notion of “character” as part of a life story. Talk about products as props. If Jim has anecdotes for each of these types of examples, great. Otherwise we will talk in general terms.
- Set up with some quick things to do and prep for next webinar; e.g., story structure, etc.
- Set up with some quick things to do and prep for next webinar; e.g., story structure, etc.
- Your customers are not rational and don’t make buying decisions rationally. People think in terms of symbols – It’s a short cut and things already mean things to us when we see them that words don’t even have to be used. Our products are great short-cuts to be used to help communicate to the core yearnings of the clients’s audience.
- Jim’s Carpet story here
- Jim’s Carpet story here
- Jim’s Carpet story here
- Jim’s Carpet story here
- Set up with some quick things to do and prep for next webinar; e.g., story structure, etc.
- Set up with some quick things to do and prep for next webinar; e.g., story structure, etc.