Your Profits by Meeting Your Customers’ ‘Silent
Successful businesses have
traditionally focused on meeting their customers’ discovered
demand -- determining their target audience, understanding their needs,
and designing and marketing a product to meet those needs. However,
in the fast-paced business environment of the 21st Century, simply
meeting this discovered demand is not enough. Many innovative
companies have discovered the way to increased customer loyalty – and
profits – is by meeting their customer’s silent
demand is the needs of the customer that occur after the discovered
demand needs have been met. In this presentation, Dr. McQuiston
explains the concept of silent demand and then lays out what a company – any
sized company – can do to begin to meet that silent demand.
a Gold-Standard Service Organization
design and deliver professional services are faced with a host
of challenges. Marketing a service means more than just
smiling and saying ‘thank you’ – it means creating
a meaningful and worthwhile experience for your clients. In this
presentation Dr. McQuiston draws upon established research findings
plus his own
experience in the field that will help your service organization
deliver that gold-standard service.
Your Sales Force’s ‘EQ’
increasing amount of research has shown that how smart a person is –
their IQ – is only responsible for about 10% of their success
in business. Instead, the vast majority of business success can be traced
to an individuals emotional intelligence – EQ – the extent
to which he understands himself, understands others, and uses that understanding
in business dealings. No where in business is the importance of EQ more
prevalent than in sales. The better a salesperson can understand their
customer, the better their chances for success. In this session, Dr.
McQuiston talks about EQ, how to better understand yourself, and most
importantly how to better understand and approach your customers.
a Customer-Focused Organization
long-standing interest of Dan’s has been to study what makes organizations
more customer-focused. In this presentation, Dan outlines the key practices
the most customer-focused companies engage in, and offers real-life,
practical suggestions for how your firm can do the same thing.
Effective Business Relationships
more and more businesses today are outsourcing functions and developing
partnerships with outside firms, they are finding they need to understand
the key concepts behind developing successful business relationships.
Presenting the results of his own research, in this presentation Dr.
McQuiston outlines the factors that you should consider before entering
into such a relationship, the core values and secondary factors that
are present in the most effective relationships, and how firm should
evaluate the success of the relationship.
Branding Business-to-Business Products and Services
traditional view of branding a business-to-business product was usually
limited to a firm choosing a name for its product and creating and awareness
for that product among its customers. However, branding a product or
service in the business-to-business sector has evolved from a product-centered
approach to a promise-centered approach. In this presentation, Dr. McQuiston
draws upon his own research to present how a firm should go about creating
a this promise-centered approach and gives some real-life examples of
how both domestic and international firms have gone about creating their
A Winning Marketing Plan
successful businesses have a structured plan for marketing their products.
Those firms who attempt to exist without such a plan are doomed to minimal
success or even failure. In this presentation Dr. McQuiston outlines
his 10-Step Marketing plan which all firms, large and small, can implement
to increase their chances for success.
McQuiston would be happy to discuss the presentation of any other marketing-related
topics your company is interested in.