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23 апреля на Conformato Conference 2014 Андрей Стеценко рассказал доклад на тему "Личный опыт. Как составить портрет вашего “идеального” клиента?". Основные тезисы доклада: - Размер рынка IT услуг – несколько миллиардов долларов. Очень много потенциальных клиентов - Как определить именно вашего клиента? С чего я начинал? - С какими ошибками пришлось столкнуться? - Какие критерии нужно учесть при составлении портрета вашего клиента? - Почему и как я пришел к текущему позиционированию? - Что делать с “невашими” клиентами? =Чтобы посмотреть видеозапись доклада, зарегистрируйтесь здесь: http://goo.gl/dvFmV9 =
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Your “ideal” client…My story
Andrey StetsenkoRecruting | Relocation | Remote
Dnepropetrovsk, UkraineCEO at Relocateme.euExpert at IT Recruiting | Relocation | Remote solutionsWrote a code on Delphi & VB in the early 2003A dreamer
Andrey Stetsenko
We’ve just launched a new service“Connect”
WE CONNECT
At the beginning...
Outbound sales process by Predictable Revenue
Ideal Customer Profile
Jim Collins “Good to Great”
Passion
Economicallyviable
DO THIS!
Best in the world
Mistake #1(But very important)
(But very important)
Work with everybody
Mistake #1
Mistake #2
Work with the 3rd party
Mistake #2
Mistake #3
Too selective
Mistake #3
Let’s cut out all the unnecessary or criteria to select
Criteria #1
1-1010-5050-200200-500Fortune 500
Company size
Criteria #2
Location
Criteria #3
ServiceProduct
vs
Criteria #4
Cool vs Something that matters
Criteria #5
Previous experience with services like yours
Criteria #6
Working exclusively vs Rat Race
Criteria #7
vs
Criteria #8
Ideal contacts/influencers
As a result 1-2 sentences with identification of your client
“Our clients are changing the world”
As a result 1-2 sentences with identification of your client
Revise it many times
This is not a one-time exersive
Damn, finally I’ve got to know my client5 nice places to look at
LinkedIn with Filters
1st circle people of your lovely client(still LinkedIn)
Awards
Red herring list Deloitte Technology Fast 50Gartner Cool Vendor The Europas...
Start-up lists
Angel ListCrunchBaseGeekWire…
Your iPhone or Android apps
Case studies / Client’s list
...of your competitors
Disrupt by CrunchBase CeBIT…
Attenders list ofoffline exhibitions
Clients that don’t meet your vision
Find timeConsultRedirect to your partners
One of the Scenarios
Find timeConsultRedirect to your partnersProfit
One of the Scenarios
“Predictable Revenue”by Aaron Ross
It would be great to read
This is my moment
We are looking for a remote Sales Manager (part-time)
Perfect EnglishNot afraid of phone callsExtremely fast learningFull of energy
Thank you for your time!
