Relationship Selling

June 2014

What I Learned

Agenda

Assumptions

4 Steps

New Skills/Tool

s

ASSSUMPTIONYou are a Well Trained Expert on:

•Preparation•Needs

Assessment/Discovery

•Presentation•Asking For The Sale

Preparation

• Referrals

Needs Assessment/Discovery

• ???s

Presentation

• Merchant Center-Benefits

Asking For The Commitment

• Just Ask

2 Skills

Courtship

Marriage

Courtship Before the Merchant Has

Agreed to a Meeting After the First Appointment

After an Agreement to proceed “Just not right now” Following up on a Referral

Email Tool Non Intrusive

Helpful Usually Not About LS or Daily

Deals No Request For Anything Valuable Content (to the

merchant)

Example

Location

What Else Can We Do During The Courtship To Foster The Relationship?

Your Thoughts

Marriage After the Sale

After the Promotion is Over

Signing Up Again After an Extended Period

of Time Since Last Run

Beyond The Voucher Tool

Helpful Serves As A Reminder

PROVES our Value Dispels The No One Will Come

Back Myth ROI Of Marketing Value

Food Cost RoI

Aoyama French Thai & JapaneseRestaurant

Demographics

Exposure

Reviews

CPC CPMGoogle Avg. CPC $1.14

LS Clicks 419Purchases 253LS Conversion Rate 60%Google 2013 Avg Conversion Rate 8.80%If converted on Google 37

# of Clicks Needed 2875Comparative Cost $3,277

CPM $5.00

Impressions 11,510

Value $57,550

“Facebook’s News Feed algorithm gives up to 1,300 percent more weight to shares than likes when it comes to what’s shown near the top of a user’s feed, affecting a promotion’s viral performance, said Dennis Yu, CEO of

social media insights firm BlitzMetrics.”

Based on a study done by Social commerce platform ChompOn, which offers a white-label service allowing websites to set up, host and run their own on-site Group Buy and Flash Sales, has published some interesting data on how much a Facebook share and tweet is worth in terms of revenue generated.

Facebook Share Value ($14 ea.) $126Twitter Share Value ($5 ea.) n/aEmail Share Value ($20 ea.) $860TOTAL SHARES VALUE $986

Total Purchases 253Revenue Per Purchase (70% rev share x $55 x 253) $9,741Email Impressions Value $986Total Shares Value $126TOTAL VALUE FROM LIVINGSOCIAL $10,853Full Price Opportunity Cost($110 x 253) $27,830Opportunity Cost of Marketing($27,830 - $10,853) $16,977Actual Cost($110 x 38% Food Cost x 210) $8,778Profit on Marketing (LS Value $10,853 – Actual Cost $8,778 $2,075

Value Equation

*Does not factor in up-sell & repeat business additional profit and value

Proposal Pre-Campaign $55 for$110 Post Campaign Results $55 for$110

Predicted Vouchers Sold 500 Actual Vouchers Sold 253

Food Cost 38% of $110 x500 vouchers= $20,900 Food Cost 38% of $110 x 210 Vouchers =$8,778

Cost Per Acquisition $2.34 Per Cover Cost Per Acquisition $2.34 Per Cover

Projected Revenue –Marketing Fee 500x $55x70%=$19,250

Actual Revenue-Marketing Fee 253x$55x70%= $9,741

Projected Upsell 10% of $110=11.10 Actual Upsell per voucher $16.66

Actual Incremental Revenue from Promotion Upsell $2,265x62%= $1,404

Actual Revenue from Campaign= +$ 2,265.23

Revenue From Unredeemed Vouchers $1,656

What Else Can We Do During The Marriage To Continue The Relationship?

Your Thoughts

Wrap UP

Nothing New Stay In Touch

Keep The Relationship Going