SFFI March 22 2016 Customer Dev: Monica Phillips

8/19/2019 SFFI March 22 2016 Customer Dev: Monica Phillips

http://slidepdf.com/reader/full/sffi-march-22-2016-customer-dev-monica-phillips 1/13

I N N O

V A T I O

N T O

A C T I O

N

B U S I N

E S S

D E V E L O P M

E N T

A N D

L E A D E R S H I

P C O A C H I N

G



L E A D E R S H I P | B U S I N E S S D E V E L O P M E N T | C A R E E R C O A C H I N GM O N I C A P H I L L I P S , 4 1 5 - 8 5 7 - 1 4 3 8

M O N I C A . P H I L L I P S @ S P A R K P L U G L A B S . C O

What is your idea?

The clearer your vision, the more strategic

you can be.




M O N I C A . P H I L L I P S @ S P A R K P L U G L A B S . C O 3

strat·e·gy A plan of action or policy designed to achieve a major or overall aim.



!OUR MARKET NICHE

Without a niche you have a branding challenge

- “What do you Joe?”- “Oh, I can do a lot of things.”

- “Okay, I’ never going to reeber all of that.”

!nd a arketing challenge"

- “I can solve #ust about any $roble in any industry in

any arket sector%” - “&ure you can, Joe.”

!nd a net'orking challenge"

- “Who is a good introduction for you, Joe?”

- “Oh, #ust about anybody 'ith a business and a $ulse.”


M O N I C A . P H I L L I P S @ S P A R K P L U G L A B S . C O 4



IDENTI"! !OUR NICHE

(ind your $assion) connect 'ithyour audience.

What are your traits that set youa$art?

What are your interests?

What *res you u$ 'hen you s$eakfro your heart?

What do you do better than anyoneelse?



5



CONNECT #ITH PEOPLE

+ouch oints

ey ontacts

ustoer ro*le

/everage 0our 1elatioshi$s



$





7

T%&'(

P%)*+

R/'(

T%&'(

B

S*0

I*)+

S'(0&2

C%22%/+

A

S%')2

M0)



"IVESTEPS TOSUCCESS



8

A/+)'&2+

V2&I0*+)6 R2+)%*()C%**'+S(/ V2&O9/ H2S+ D)26 H)+



THE SALES C!CLE

1elationshi$s 2Who do you kno'? 3evelo$ the right

relationshi$s.1elevance - What do you o4er that is uni5ue and

necessary?

1e#ection 6(ear72 8ove beyond your fear of re#ection toeaningful conversations. 9nderstand 'hat $eo$leneed and ho' you connect 'ith the.

on*dence 6/istening7 - 3evelo$ the con*dence to askfor the business. What are soe di4erent 'ays to akethe ask.

onnecting - :urture your net'ork of allies, custoers,fans, and “!” clients.



:



IT;S ALL ABOUT RELATIONSHIPS

;<; = ;<

0our custoer is al'ays a $erson.

Who is that $erson, 'hat do theyneed, 'hy do they buy, 'hat is

the cor$orate culture that ins$iresand $ersuades the?



1<



RESEARCH

;etter tools hel$ facilitate theconversation.

&everal free tools available"

• :e'sle

• /inkedIn

• 18

• ollaboration tools



11



#HAT;S NE=T>



1

• #(+ ?%+)+ 6%& +% &)20 6%&/'&+%?/->

• #(+ )*%/?+)%* / 6%& (/)*%&+ 6%&/2>

• #(% / 6%&/ )02 '&+%?/>• #(+ / 6%&/ +% +)?-+/>• #(+; %* +()* 6%& '%&20 0% +%06

+(+ %&20 + 6%& '2%/ +% 6%&/

%2>



BUSINESS DEVELOPMENT ANDLEADERSHIP COACHING

8onica hilli$s

resident

&$ark lug /abs>@-A@B->CA

onica.$hilli$sDs$ark$luglabs.co



13

mailto:[email protected]




SFFI March 22 2016 Customer Dev: Monica Phillips

Documents

Transcript of SFFI March 22 2016 Customer Dev: Monica Phillips