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Using Your internalGPS TM To Attract Internal Customers November 2011 ISM Services Webinar Paula Shoup.

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Presentation on theme: "Using Your internalGPS TM To Attract Internal Customers November 2011 ISM Services Webinar Paula Shoup."— Presentation transcript:

1 Using Your internalGPS TM To Attract Internal Customers November 2011 ISM Services Webinar Paula Shoup

2 In Todays Webinar, You will Learn To: Create a Strong Value Statement Minimize Obstacles w/ A Proven Communication Model Deliver Great Results So That Your Internal Customers Want To Come To You Up Front!

3 Attracting Your Customers: Where Are You Now? Where Do You Want To Go? How Will You Get There? photo credit: mroach

4 Where Are You Now? How Your Brain Is Wired Photo credits: maestropastelero, martin heigen

5 Where Are You Now? Plasticity: What Will You Do Differently?

6 Where Do You Want to Go? photo credit: visnup

7 Where Do You Want to Go? How Will Success Look, Sound & Feel? photo credit: svedek

8 Where Do You Want to Go? Things I love about my Best Suppliers… Credit: Tracy27 Or the opposite of what my worst suppliers do is…

9 Where Do You Want to Go? Articulate Your Value: Why are your customers motivated and compelled to come to you (or not)? If you can not clearly state your value then they will not get it. Understand their needs both logically and emotionally.

10 Where Do You Want to Go? Articulate Your Value: My procurement services will provide you with contract and negotiation expertise that will allow you to spend more time on (what you love) marketing and give you peace of mind that you will receive reliable service from our supplier.

11 Where Do You Want to Go? Your Value Statement: My _________________ what you are doing/delivering will provide you with ____________________ that will allow you to your value or expertise ________________________________ and give you their logical or emotional benefit/need ________________________________. another logical or emotional benefit/need.

12 Attracting Your Customers: Where Are You Now? Where Do You Want To Go? How Will You Get There? photo credit: mroach

13 In Todays Webinar, You will Learn To: Create a Strong Value Statement Minimize Obstacles w/ A Proven Communication Model Deliver Great Results So That Your Internal Customers Want To Come To You Up Front!

14 How Will You Get There? Obstacles Happen: How you deal with them will set you apart photo credit: EssjayNZ

15 How Will You Get There? Communication Model to Remove FEAR Fresh-Early +Action Plan +Explicit-Clear + Reliable Time Line = Minimize Impact of Obstacles

16 How Will You Get There? Deliver & Expand on RESULTS: Use facts/proof: examples of success with other internal customers How can you expand what is working well? Ask to do an experiment

17 How Will You Get There? Show that you C A R E: Competence & Confidence Appreciative & Appealing Respect & Resourceful Energizing & Empathetic Show You Care About Their Success

18 How Will You Get There? Competence & Confidence Arrogant & Incompetent Insecure & Incompetent Confidence Competence Confident & Competent Arrogant & Competent Curious

19 How Will You Get There? Appreciative & Appealing Appreciate & Acknowledge their challenges and needs Appeal to them with your results and value Remember what is appealing about your best suppliers

20 How Will You Get There? Respect & Resourceful Gain respect through your results Become a sought after resource for your expertise Continue to look for ways to be of service

21 How Will You Get There? Energizing & Empathetic How excited are you about sharing your expertise? Empathy is the path to strong relationships Be authentic in your enthusiasm for your work

22 In Todays Webinar, You Learned To: Create a Strong Value Statement Minimize Obstacles w/ A Proven Communication Model Deliver Great Results So That Your Internal Customers Want To Come To You Up Front!

23 What Will You Do Differently? Visit my website for more information or call me with additional questions: www.myinternalGPS.com Paula Shoup 480-275-8288

24 Photo credit:mandiberg


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