Author:
Stiehl, Chris.
Imprint:El Monte, CA : WBusiness Books, c2008.
Descriptionxiii, 256 p. : ill. ; 23 cm.
Note:Introduction -- Are You Into Pain? -- The Big Equation of Business -- SECTION ONE: FINDING THE PAIN OF THE CUSTOMER -- The Small-Town-Movie Theater Example -- Stale Popcorn into Fresh Popcorn -- Who Else Wants to Turn Client Pain into Marketing Gain? -- How to Attract All the Customers You Need -- Why Worry About the Pain of the Customer? -- Collecting the Pain of the Customer -- Use the Pain of the Customer to Write Value Propositions -- How to Manage Consultants the Pain-Point Way -- The $3 Million Leather Seat -- Changing Needs Over Time: The Kano Model -- How Do I Develop Good Internal Predictive Metrics? -- How Do I Test My Metrics? -- The House of Quality (Quality Function Deployment) -- How Do I Develop Good Customer-Satisfaction Surveys? -- Importance vs. Performance -- Satisfaction vs. Excellence vs. Loyalty -- How Do I Know Who Is Doing the Best? -- Is Customer Satisfaction Enough? -- Building Your Pain of the Customer Team -- How Do I Manage My Budget Painlessly? -- SECTION TWO: TURNING THE PAIN INTO CUSTOMERS -- How to Fill Your Pipeline in Three Steps -- Cracking Your Marketing Genetic Code -- Less Hype and More Help -- The Top 14 Ways to Generate Leads -- Your Pain Killer Web Site -- Five Ways to Increase Your Persuasion Power -- Something You Probably Didn't Know About Search Engines -- To Those Who Would Never Dream of Writing a Book -- How to Stage Pain Killer Seminars -- Where to Go Next: Employees -- Putting It All Together -- Appendix.
Bibliography Note:Includes bibliographical references (p. 243-251) and index.
