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| Communicating
with the Client |
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| Event
Brochure |
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| This
is a powerful 1 day educational workshop covering
3 areas of communication that will help your marketing
and sales team truly understand how to effectively
communicate with your target customer base —
Buyers and decision makers on the client side of
the globalization internationalization and localization
industry. |
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| Who
should attend: Sales and Marketing Professionals
selling Globalization, Internationalization and
Localization services. |
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| Workshop
Outline: |
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| Market
Segmentation: This session will delve deeply
into market segmentation and understanding where
each client segment resides in the localization
food chain. There will be a discussion on how to
find your company's sweet spot and target the ripest
market segment for your company. This session will
cover: |
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- Developing
an accurate market segmentation chart
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Analysis of this chart and how to identify customer
segments based on segmentation
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How to understand where your company should
be targeting based on this segmentation
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| Messaging:
Customer confusion is at an all time high.
Our industry has found itself swimming in alphabet
soup, "-tion" syndrome, and confusing
nomenclature when communicating with the customers.
This session will explore: |
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- Failures
in messaging
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Successes in messaging
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How to draw customers closer to purchasing
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Lead generation tools that work
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The number 1 issue to overcome
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Client Decision Maker
Matrix - This 2 hour session will:
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- Map
out each type of decision maker within a client
organization
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Outline the messaging and approach needed to
communicate effectively with each type of decision
maker
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Outline a buyer behavior analysis on each level
of decision maker within a sales matrix
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Help you understanding the decision maker thought
process and overcome objections at each level
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Help you to tie your company's benefits, features
and payoffs to effectively connect with each
decision maker at the right level.
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| This
session will help you to tie in your USP (unique
selling proposition) to your strengths, features,
benefits, and payoffs when messaging to each group,
and effectively overcome objections at each level.
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