The prospective client for whom you can create breathetaking jaw dropping earth shattering value who will allow you to capture some of that value They have the exact set of challenges and opportunities that your value proposition is designed to address and is differentiated enough t ID: 537736
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What is a Dream Client?
The prospective client for whom you can create breathe-taking, jaw dropping, earth shattering value who will allow you to capture some of that value.
They
have the exact set of challenges and opportunities that your value proposition is designed to address and is differentiated enough to produce better results.
They
are likely unreceptive.
They
already have a partner in your category. Slide4
Why 60 Dream Clients?
Workflow – Persistent Pursuit
Positioning as thought leader and value creators
4 campaigns per year makes the case for change
15 phone calls weekly ensures multiple touches (every dream client is called twice each quarter at a minimum)
Slide5
Why 60 Dream Clients?
Up
to 45 emails weekly ensures content is delivered
Communications
can be written in advance and personalized
Allows
duplication of campaigns across multiple contacts as part of nurture plan
Slide6
Why Nurture?
You need to be known before your dream client decides to
change
You want to position yourself as a value creator in front of any decision to
change
You need to create value before any attempt to claim
value
Most salespeople give up on unreceptive, difficult to acquire prospects. Nurturing ensures that you have a plan to play the long game.
Slide7
Q1: Indoctrination
Q2: Develop
Q3: Deepen
Q4: Mature
Why Must I Change?
Facts and Figures
AskIntroduction
Supporting Proof Providers
Our Different View and Values
Ask
Why Must I Change?
Facts and Figures
Ask
Introduction
Supporting Proof Providers
Our Different View and Values
Ask
Why Must I Change?
Facts and Figures
Ask
Introduction
Supporting Proof Providers
Our Different View and Values
Ask
Why Must I Change?
Facts and Figures
Ask
Introduction
Supporting Proof Providers
Our Different View and Values
AskSlide8Slide9Slide10Slide11Slide12Slide13
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2
3
4
5
6
7891011
12
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Indoct
: A
Indoct:
B
Indoct: C
Indoct: D
VV: A
VV: B
VV:C
VV: D
Phone: A
Phone: B
Phone:
C
Phone: D
FF: A
FF: B
FF:C
FF: D
Change:
A
Change:
B
Change:
C
Change:
D
PP:
A
PP: B
PP:
C
PP:
D
PP: A
PP: B
PP:
C
PP:D
Phone: A
Phone: B
Phone:
C
Phone: D
Emails or Mail
15
15
30
45
30
30
30
30
45
30
30
15
0
Phone
0
15
15
15
15
0
0
0
0
15
15
15
15Slide14
Mediums
Telephone
Email
LinkedIn or Social
USPS
FedEx or
UPSSlide15
Collateral
Email (indoctrination, Proof, Facts and Figures, Views and Values)
Blog Posts and other web links (Proof, Facts and Figures, Views and Values)
White Papers (Facts and Figures, Views and Values)Slide16
Collateral
Case
Studies (Proof, Facts and Figures, Views and Values)
Reputable
news sources or journals (Facts and Figures, Proof)
Sales
collateral (Views and Values)Slide17