Where Are My Customers

Next Level Business Development Inc.

“Business Science Evolved”

Michael T. Sobus, Ph.D.CEO, Head Coach

Strategy Development, Professional Business Coaching and Training

Mike Sobus [email protected] 978-278-5541

Presented by the

Where Are My Customers?

Michael T. Sobus, Ph.D.CEO, Head Coach

Where Are My Customers?



I Know

You’ve Tried Everything

Done It All

Yet Nothing Works!

Michael T. Sobus, Ph.D.Founder, President

Dealing With Difficult Customers



Wouldn’t it Be Great

Have All The Prospects You WantQualify Them As Prospects Who Want to Buy What You OfferConvert your Prospects Into Customers Who Buy From You Forever

4Most Important ThingsTo Know About YourBusiness Coach:

1 Successful Business Executive (1983 to Present)

Mike Sobus

Schedule Your “Cash & Customers Strategy Session” Today!

+1 (978) 278- 5541http://www.nextlevelbizdv.com

Mike Sobus


Over 28 years as a successful business executive with proven experience in marketing, sales, team leadership, management, training, product development, HR, business startups and business turnarounds. Managed multi-million dollar customers including, GE, Miller Brewing, Abbott, Asahi. SAB, and DuPont to name a few and opened new $multi-million markets in Japan, Korea, South Africa, and Eastern Europe including Hungary and Bulgaria. Managed new product development and roll out of $7 million beverage addititive.


1 Successful Business Executive (1983 to Present)

Mike Sobus



2International Business Builder and Turnaround Leader (1983 to 2007)

Mike Sobus


Responsible for building from scratch In just three years a $30 million Specialty Chemical Business for a European-based Joint Venture. Hired and managed a multi-cultural team of 35 professionals in 5 countries, was responsible for the completion of 2 multi-million dollar manufacturing facilities on-time and on-budget and opened highly profitable markets in Easter Europe and Africa. Led the turn-around of a $12 million nanoparticles business from a loss of $1. 2 million to a net profit of $1.3 million in just 3 years. Championed product development and opening of markets in Asia to fuel the turnaround.

Successful Business Executive (1983 to Present)


1Mike Sobus



2 International Business Builder and Turnaround Leader (1983 to 2007) Mike Sobus

3 Avid Learner (1972 to Present)


Ph.D. in Chemistry from University of Maryland, M.Div. from Weston School of Theology and Graduate of Executive Management Program at University of Pennsylvania, Wharton School of Business. In 2008 founded Next Level Business Developmentlicensed and accredited by the Professional Business Coaches Alliance where he remains an active member sharing cutting-edge strategies and proprietary secrets with more than 100 business coaches throughout North America.

Successful Business Executive (1983 to Present)


1Mike Sobus



2 International Business Builder and Turnaround Leader (1983 to 2007) Mike Sobus

3 Avid Learner (1972 to Present)


Happily married and shares the now empty nest with Tank, the cocker spaniel, Moo, the short-hair cat, and any number of fish. Voracious reader of titles on business leadership and management, investing, politics, economics, philosophy, and ethics. Avid pro sports fan who listens to sports radio and recovering golfer. Enjoys Classical Music, exercise, trying to grow things in the garden and fine dining! Guilty pleasures: Tanquary Martinis and arguing politics.

4 All Around Nice Guy. (?? to Present)

Expectations, Expectations!

• My expectations for you:

• Participate actively

• Ask questions!

• Try using what you learn

• Turn off your cell phone

• What are your expectations for me? Strategy Development, Professional Business Coaching and Training


List

TOP TEN things you would like to learn about client/customer attraction.

What is a business?A business provides products and/or services that fill a need or

want of a particular group of people, in exchange for something of similar value (usually money).

Why?

Game timePick a partner

Look them over carefully for 10 secondsTurn your back – change 5 things about your

appearanceFace each other again. See how many

changes you noticedTurn around again. Change 5 more things.

Face each other. See how many you can get again.

STOP – Who got all 10 things?Thank your partner and take your seat.

What was your BEHAVIOR during that last game ... ?

1st 5 changes Didn’t know what I

should do Had some FUN Felt uncomfortable Couldn’t think of

enough to change Hated it Analyzed it What else ... ?

2nd 5 changes Was Harder Got easier Did some Market

Research (Cheated)! Got more creative Just changed back More analysis What else ... ?

Have YOU Changed Back to the Way You Were Before the Game ... ?

When all I asked you to do was... THANK YOUR PARTNER AND TAKE YOUR SEAT ...

So then WHY ... ?

Watch Those Habits!!!

Thinking

Acting

Marketing- What Is It?

Your Target Market

Why People Buy

List 5

Pain

Pleasure

Truth Time

List

5 Things That People Hate About Your Business

Your ListTarget market(s)What they want/needWhy they buyPainsPleasuresHate

Exercise - ContinuedPick a partner

You have 3 minutes for …

Help

Your List

Now you have a HUGE list of reasons people buy your product

or service AND what they don’t like about buying it.

Rate Your Past

Business Success Is Not Random

Based on a study of :• 12,424 brands • 1,337 advertisements• 4,129 business-to-business buyers • 6,000+ innovation teams • 294,732 customers• 3,846 industrial buyers • 3,057 sales reps • 2,657 small businesses.

OVERT BenefitREAL Reason to BelieveDRAMATIC Difference

Overt Benefit

3M Study- we are faced with 3,000 advertisements/d

ay

Features Into BenefitsWhy should the customer care?

Why did you create it?

Why is the feature important?

Why is the feature necessary?

Why doesn’t the competition have it?

Benefits to OVERT Benefits

Be SPECIFIC!

Fast = 2 minutesSafe for most

fabrics = Gentle cleansing for suede

Don’t worry, you won’t insult them

Now They Have to Believe You!!!

REAL Reason to Believe

RRB is pervasive – in message and small details. Tom Peters “When I see coffee stains

on an airline seat, I wonder about engine maintenance.”

RRB StrategiesKitchen Logic

Processes, Things that “make sense”

Personal ExperienceSampling, Demonstration, Sensory feedback

PedigreeHeritage of development, Marketing results

(contests, awards, customer results), Trademarks, copyrights

TestimonialsCustomers, Experts, Media

GuaranteesSpecifically addressing pains

Dramatic DifferenceCan come from many areas

Price

Target Market Served

Product Line Offered

Ease/Speed of Purchase

Location

Portability/Ease of Use

Quality

Personal Attention

Putting it All Together- An Ad

Target Market is specifically addressed

StrategyOffer

Time, Quantity limited

Featured strongly

UniquenessWe are the only…

Benefits

News

Call to ActionTell them what to do

Ad SpecificsThe Headline- Hit ‘em between the

eyes with question/statement that captures Target Market Sub-Headline- Proposition/ Solution

The Body CopyBenefits / RRB

LayoutEasy on the eyePictures (with people)Text, white space, bullets, johnson boxes

Write an ad

Everyone will write an ad to share

Feedback

Going forward

To deliver on your promise – what has to change?

Marketing Strategies

Look at strategies on list

What do you already use?

What can you do going forward?

You should have at least 10 marketing strategies going on concurrently



Pulling it together – Get HelpBusiness Builder

Review• Business Effectiveness Evaluation• Identifies what is standing between you and the business of your dreams.

• 90 Day Action Plan- Clear the path to building the business of your dreams.



Pulling it together – Get Help

Business Builder Review

• Bonus One Target Market Demographics

• Bonus Two Psychographics – what your target market WANTS

• Bonus Three- 90 minute private coaching session