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

1. Using Your internalGPSTMTo Attract Internal CustomersNovember 2011ISM Services Webinar Paula Shoup

2. In Today’s 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… Or the opposite of what my worst suppliers do is… Credit: Tracy27

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 Today’s 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 + Explicit-Clear + Action Plan + 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 AboutTheir Success

18. Arrogant & Competent Arrogant & Incompetent Confidence Confident & Competent Insecure & Incompetent Competence How Will You Get There? • Competence & Confidence 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 Today’s 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