it involves the process
TRANSCRIPT
Marketing is presentingyour products or servicesin such a way as to makethem desirable.It involves the processresponsible for identifying,anticipating and satisfyingcustomer needs profitably
To get your product or serviceknown or “out there”, to yourtarget audience.A simple recipe which you canfollow would be to have a well-developed Marketing planThis will ensure that youengage in the right activities topromote your product orservice, aiming it at the rightaudience, in order to increaseyour revenue.
Identify specific marketingactivities and budgets
Set and meet marketingobjectives
Includes deadlines, budgetsand a dedicated person
Bring a marketingstrategy to life
Marketing plans are cyclicaland ongoing and shouldtherefore be woven intoyour business practice
It is important to developyour market strategybefore you write and
implement your Marketingplan.
A Marketing strategy is acarefully devised plan ofaction (relating tomarketing), to achieve agoal. It can also assist you indeveloping or carry out sucha plan.
Communicate withyour staff
Know your end goal
Monitor your progress
Develop contingencyplans
Seek expert advice
Make adjustmentsStay aware of changes in technology,market, competition, customers,suppliers and any other external factors.
Think like your consumer in terms of...
Attitude
Aspirations
Social Issues
Relationships
Values
The most important purpose ofpromoting your product orservice, is that it sets yourbusiness apart from itscompetitors.When promoting successfully,your business will get morereturn on its investment andsubsequently make a goodprofit.
Identify customersand competitors
Outline a strategy forattracting and keeping
customers
Define your market
Identify andanticipate change
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Pricing
Promotion
Products to be sold
Place (distributionchannel)
Promotion Will any specific category ofcustomer respond better topromotions?
Refers to the distributionchannel you are going to use tooffset your product or service.
Place
Increasing or decreasing yourprice is likely to result in betterprofits for your business.
Launches
Informal selling
Advertising
Formal selling
Contests and giveaways(even on social media)
Email marketing
Exclusive previews,Introductory offers
Social media posts,Facebook ads
Events
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The AIDA principle
Direct selling
Selling Networks
Cold calling
SELLING NETWORKSThis comes down to one person promotingor selling a product or service directly toanother eg selling beauty productsIn practice, this comes down to person toperson, face to face, or Facebook toFacebook contact (or whichever methodyou prefer).vThe benefits of becoming a distributor in anetwork, include discounts on products andcompensation for helping the companyattract more distributors.
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AIDA PRINCIPLE•A – Attention: Attract the attention of thecustomer •I – Interest: A product or service will begin tolook interesting to a consumer if they canrelate to it, need it and if it holds some benefitfor them.•D – Desire: Convince customers that they wantand desire your product or service. • A – Action: Lead customers towards takingaction and/or purchasing.
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DIRECT SELLINGAdvantages of direct selling:
Disadvantages of direct selling:
One key advantage direct selling has, is that itis a two-way form of communicationThe interactive nature of direct selling alsomakes it the most effective promotionalmethod
. Most people have had some bad experienceswith salespeople that were either aggressive oreven annoying
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COLD CALLING
•Cold calling is a marketing concept forobtaining new business by contacting (via
telephone, email or social networks) anunfamiliar person (who wase not expectingsuch an interaction) and speaking to themdirectly about your products or services.•A cold call is usually the start of a sales
process.
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Greeting andintroduction
Qualifying
Preparation prior toSales Call
Handling objections
Presentation
Surveying
Customermaintenance
Closing
Set monthly goals forwhat you want to
accomplish
Reverse engineer yoursales presentation
Develop a script
Ask for the order, Askfor referrals
Body language
Empathise
Be an active listener
Humour
Think on your feet
Be patient
Optimism
Practise, practise,practise
Creates loyalty andcustomer retention
Results in increased profitsfor a business
Help you get new customers,retain current customers and
manage your reputation
Understand theirrequirements, resolvetheir problems
Efficiency
Delightful Service
Quality
On- time delivery
Best value
Feedback from customers:Whenever you interact withcustomers, initiate a quickdiscussion to check how they arefeeling. This can also be donewith a quick survey or commentcard
Feedback from staff members:Employees know how yourcustomers really feel and they'dlove to share it with you. Takethe time to listen andunderstand. They see theobstacles your customers have
Observation: Watch yourcustomers' movements andbehaviour when they are in yourbusiness. Are they visiblyannoyed? Do they stand in line,looking at their watch?