lect 10 Flashcards
About X% of businesses with employees
will survive their Xth year in business
50%
5th
About X% of businesses will survive their
Xth year in business.
30%
10th
Technology Adoption Life Cycle (relevant for new business, product pr NGO)
- innovators
- early adopters
—————————- the chasm (you need to cross it, cause some people will always get your product but you need the majority) - early majority
- late majority
- laggers
To launch a successful business, product or
NGO you must be capable of…
▷ Selecting the right targets;
▷ Engaging the prospects;
▷ Making the match; and
▷ Doing the deal
does revenue generation really matter for the launch of a new business or a new product
YES Sales matter!
Revenue generation is critical, both for the launch of a new business or a new product, but many times innovators don’t excel at it.
“Crossing the Chasm” means you need to
SCALE!! Reeally fast scaling is called…..
Blitzscaling! (from 1-10 000 employees)
AMAZON in 3 years example:
Employees
151
7,600
Revenue (US$)
$5.1M
$1.64B
Customer accounts
180K
16.9M
selling steps (customer journy )
- identify leads ( find early adopters for first sale)
- get permission & inform
- Nurture & inspire
- Do the sale
- Care & upsell
sales techniques
N- Networking
S- 1to1 sales
D- Digital marketing
P- Partnerships
Networking
Building and using personal and professional contacts to gain customers and growth
1 to 1 sales
selling products/services directly to customers without any intermerdeiaries
Digital marketing
using online channels to promote products or services to potential customers
Partnerships
collaborating with other businesses or orgs that can complement your own offering
NETWORKING- action
attending industry conferences, seminars, business meetups and use online networking platforms
1 TO 1 SALE - action
telemarketing, in person sales at the customers office or even own stores
DIGITAL MARKETING - action
search engine optimisation, pay per click advertising, email marketing, content marketing and social media campaigns
PARTNERSHIP- action
Establishing JV, affiliate marketing programs and distribution or reseller agreements
Sales is about making connections and
creating relationships!
- get client
- Generate leads
- Qualify the leads
- Convert into clients
2, keep client
- Keep clients happy:
- Service &Communication - grow client
- Cross-sell
- Up-sell
- Referrals
A lead is
a target – potential customer - you think might be open to doing business with you – they fit the ideal customer profile, but you still don’t have a lot of information about them.
A prospect is
A lead that has been “qualified”: you have engaged in an exchange and know more about their problems, needs and potential for doing business with you.
A touchpoint is
Every single time the p rospect/customer engages with your business, be it in person, online, advertising or even through partners.
get, keep & grow - b2c
GET-
Identify ideal customer
Engage to generate leads
Nurture those leads
(& learn more!)
Make the sale
KEEP-
Create community
Sense of belonging
Deliver your promise
GROW-
Cater to more needs
Follow the life cycle
Get referrals
get, keep & grow - b2b
GET-
Identify the companies
Establish contact
Identify decision makers
Map decision process
Nurture
Make the sale
KEEP-
Keep clients happy:
Post-sales service
“Wine & Dine”
GROW-
More products/services
Frequency of use
Referral of partner companies
get, keep & grow - inpact project
GET-
Identify ideal target
Engage to generate leads
Nurture those leads
(& learn more!)
Convert – sponsor or
impact target
KEEP-
Create Community
Sense of belonging
Deliver your promise
GROW-
Cater to more needs
Follow the life cycle
Get referrals
