Post on 08-Jul-2020
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO WHO the hell AM I?
CUSTOMER DEV 101
X POZURE MEDIA
!"
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO What the hell you’ll receive from this course?
CUSTOMER DEV 101
Understand the operational mind-set of customer development
CREATE A Customer trail
UNDERSTAND THE INFLUENCES OF PAIN POINTS, FEARS & GOALS
CREATE A COMMUNICATION report
Understand the importance of a customer persona
Homework: develop a customer persona
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO What customer push back are you experiencing?
CUSTOMER DEV 101
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO #1 cause of CUSTOMER pushback
CUSTOMER DEV 101
flying blind
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO #2 cause of CUSTOMER pushback
CUSTOMER DEV 101
speaking different Language TO
CUSTOMER
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO #3 cause of CUSTOMER pushback
CUSTOMER DEV 101
COGNITIVE DISSODANCE
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
CUSTOMER DEV 101
THE ULTIMATE SOLUTION
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COMPA 4 PILLARS OF COMMUNICATION OPERATIO ULTIMATE SOLUTION
CUSTOMER DEV 101
CUSTOMER DEVELOPMENT
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COMPA 4 PILLARS OF COMMUNICATION OPERATIO comparison
CUSTOMER DEV 101
You are a detective
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
investigate
Detective trait #1
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COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
detective TRAIT #2
INTERROGATE
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COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
report
detective TRAIT # 3
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COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Identify suspect
Detective trait # 4
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COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Make arrest
Detective trait # 5
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COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
detain
Detective trait # 6
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
suspect trail
What is the purpose?
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Suspect trail Customer trail
TOOL Comparison
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer trail activity
Tiffany has a start-up
idea. She Has no clue
on how to develop her
idea into a mvp
Customer info
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The COMPA Presentation
COMPA
4 PILLARS OF COMMUNICATION OPERATIO DDD
CUSTOMER DEV 101
Customer trail activity
Your task is to Structure a trail of actions that YOU THINK TIFFANY will take in
the direction towards FINDING OUT ABOUT THE START-UP BOOTCAMP
YOUR CASE: YOUR CLIENT:
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer trail activity
Attend !Bootcamp!
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer trail activity
Think of an idea
Search internet to find if idea exits
Receive valida6on from
family and peers
Have an experience
Conduct extensive research on idea
Visit ins6tu6ons
Research on line for local tech ins6tu6ons
Create name and summary of idea
Acquire local resources to tech events and communi6es
Register domain
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer trail
AAend Bootcamp
Apply educa6on learned from Bootcamp
Build MVP
Conduct customer development
Make itera6ons
Research funding Op6on
Generate trac6on
Scout Team
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer trail BENEFITS
CONTENT SUBJECTS
RELEVANT KEYWORDS
physical MARKETING DISTRO LOCATION
DIGITAL MARKETING DISTRO LOCATION
PARTNERSHIP OPPOURTUNITIES
UPSELL ADDITIONAL PRODUCTS & SERVICES
CONTENT MARKETING OPPOURTINITY
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer motivators
Pain points
WHO WHAT
HOW
WHY WHERE
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer motivators
fears
WHO WHAT HOW
WHY WHERE
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer motivators
goals
WHO WHAT
HOW
WHY WHERE
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Investigative report
COMMUNICATION REPORT
TOOL Comparison
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Communication REPORT
Jim is a SALES MANAGER IN NEED OF A SOLUTION TO
MOTIVATE HIS TEAM IN ORDER TO INCREASE SALES IN HIS
DEPARTMENT. HIS TEAM HAS FAILED TO MEET THEIR
QUARTERLY SALES GOALS FOR THE SECOND TIME
SCENARIO
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Communication REPORT
DRAFT A COMMUNICATION REPORT
THAT FEATURES jim’s PAIN POINTS IN ORDER TO INFLUENCE HIM TO BOOK
A TEAM BUILDING ACTIVITY
Your case corporate TEAM BUILDERS YOUR CLIENT:
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Communication REPORT
A unmotivated team!
PAIN POINT Pain point effect
OUTCOME
Decreases the chances! Of meeting sales goals!
The lack of team cohesion! Creates confusion and!
Is stressful and difficult!
Reduces team morale!
To motivate !A Underperforming team!
Consistent low sales! Frustrates and! Reduces the confidence !Of team !
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Goal communication matrix
POSITIVE action
A unmotivated team!Influence !
Your dysfunctional team!
The stressful & !Painstaking task !
!Of low sales!
Pain point goal solution
To shatter their !Monthly sales quota!
Convert ! Into a legion of !Sales Spartans!
Reduce ! Of motivating! your team !
End the streak! Boost your !teams perform!
YOUR COMPANY NAME
The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
COMMUNICATION REPORT
CONTENT SUBJECTS
RELEVANT KEYWORDS
physical MARKETING COPY
VISUAL ILLUSTRATION GUIDE
PRESENTATION DEVELOPMENT UPSELL ADDITIONAL
PRODUCTS & SERVICES
CONTENT MARKETING OPPOURTINITY
BENEFITS / FEATURES POSITIONING
NEGOTIATION INFLUENCERS
digital MARKETING COPY
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
CRIMINAL RAP SHEET
What is the purpose?
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
TOOL Comparison
Criminal rap sheet Customer persona
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
Customer persona
PAIN POINTS
GOALS
BRAND SOLUTION
SOCIAL MEDIA CHANNELS
BLOGS
ORG AFILIATIONS
KEYWORDS
NAME:
SUMMARY: INSERT PICTURE
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
APPLICABLE TOOLS
COMMUNICATION REPORT CUSTOMER PERSONA
CUSTOMER TRAIL
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The COMPA Presentation
COMPA 4 PILLARS OF COMMUNICATION OPERATIO
DDD
CUSTOMER DEV 101
TO BE CONTINUED…
QUESTIONS