Customer Focus
Live training Accelerator Day
In this live training module you will think about the relationship the small business has with its customers. A key early lesson is the need to firmly establish in the client’s mind exactly who their customer is, and this comes from a clear understanding of where they position themselves as a business. The 4Mat system is introduced as a useful tool in this context.
This module explores ways to help your clients identify their ideal customer. It can be a powerful realisation for small business owners that successfully targeting their efforts towards a small proportion of their customers can have a disproportionate effect on sales and profits.
You will consider how the correct positioning for your clients supports them in their marketing activities, and will discuss different ways of marketing and selling to customers, and the importance of being flexible in the sales process. An interesting part is exploring the impact our beliefs have on our ability to sell, and how you can assist your clients in adopting the empowering beliefs of successful sales people.
The module also looks at pricing policies in conjunction with sales and builds on customer retention and account management theory.
And remember, as owners of small businesses yourself, the tools and models covered are equally useful for your own business!
Sales and Marketing
- Aligning the sales and marketing vision
- The customer sales journey and the sales process
- Cross-selling, pricing and maximising every sales opportunity
- Selling to different customers types in the most impactful way
- Marketing to hit a customer’s hot buttons
- Establishing a marketing strategy
- Clarity around the market, the competition and the customer
- Measuring the success of the marketing activity
- Customer profiling and the identification of profitable customer types
- The industry maturity curve
- Positioning the small business in relation to the competition using the
4Mat system
- Customer account management
- Selling in the way the customer wants to buy
- Communication and sensory preference to identify customer types
- Customer service, complain handling and managing conflict using
empowering language
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for further information on our Small Business Coaching Diploma
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Small Business Coaching Diploma Form |
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If you would like further information on the Small Business Coaching Diploma course complete the form below and one of our course advisers will contact you shortly. |
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Why not take The Coaching Academy Advanced Diploma alongside one or more of our other courses to round out your skill set to its widest capacity?
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