Upload
ikra-creative-agency
View
178
Download
0
Embed Size (px)
DESCRIPTION
This presentation will help you to implement and start using CRM, accelerate, simplify and make your work more efficient.
Citation preview
SALES. A MANUAL FOR BEGINNERS AND ADVANCED
Alexey Ermilov CEO
IKRA Creative Agency
http://fb.com/alexerm
http://ikradigital.ru
This presentation will help you to implement and start using CRM, accelerate, simplify and make your work more efficient.
SMALL BUSINESS
What is a "small business"? Small business is a team of profile specialists including designers, programmers, copywriters. As for managers – we can meet them less often. Their work often recedes into the background. I looked on the internet about CRM and realized that a lot of people think they don’t need managers at all. If we talk about CRM, it can include almost everything.
WHAT WE NEED
What type of CRM do you use? And what else do you want from it?
I have enough. Why CRM?
Types of CRM
Your brain
1C / SAP / etc.
The individual SaaS
Commercial off-the-shelf (COTS)
The mailer TXT file / Excel
A cellphone
FUNCTIONALITY RELIABILITY CONVENIENCE AND
SIMPLICITY INTEGRATION
Your brain – – + –
A cellphone – ○ + –
TXT file / Excel – ○ + –
The mailer ○ + ○ ○
1С / SAP / etc. + + – +
COTS + + + +
The individual SaaS + + + +
CRM is needed when there’s more than 1 client in the history
of the company.
CRM = ORDER
CRM is the order where you don’t need to spend time misunderstanding and which can be conveniently and flexibly set for you. At the moment when you have more than 1 client, it would be more convenient for you to use CRM to have the relevant data and to take measures to improve sales or a product. There are own characteristics for different types of business. And I will focus on the sector of service. Initially it’s necessary to make a correct sales funnel. In our case it looks like this: (see next slide)
The Contact
Further details
Estimates
The contract
In progress
The HOLD mode
Sold / Failure
THE FORMATION OF SALES FUNNEL
The deal > The task
Every deal must have a further task
All leads
Adding information Formal selection of deals "Your potential deal" The distribution of functions The efficiency of the lead generation channels Reduction of operating expenses
1. THE CONTACT
When you have the information about a potential customer, it’s necessary to place it to the stage “The contact". You can get the information from everywhere, for example by mail or by phone. It’s important to bring there all the leads from all the channels you actually use. In this case a person A should enter the information about the contacts and a person B should process the another information hereinafter. For tracking the deal after entering the information about the contacts it's necessary to set the task, such as "Contact and specify details of deal.” Why it’s useful: If at the stage of The Contact you move the deal to Failure. It means the channel the leads come from is not actually you need. If we speak about the site, it’s a signal to figure out and correct something. Every company has a lot of inappropriate offers (non-potencial deals) that doesn’t fit you according to certain options and it could be your extra operating costs.
Sale before the announcement of the price To show the interest To clarify details To stand out from the others The analysis of the product
2. FURTHER DETAILS
Sale must be occurred before the announcement of the price, the price is just a formality. Despite this, the client often wants to know "how much and how fast you work." At this stage we need to stand out from the others and to present the company. When we update the items, we can speak about the references and present the company at the same time, so we always have this step before the announcement of the price. And it’s up to you – to have meetings or telephone conversations. Why it’s useful: If you lose the client at this stage, there’s something with your product. For example, you develop the online stores. You began to clarify the details and realized that the customer wanted the complex integration but you had only standardized online stores.
The price / The quality
Success Failure
3. ESTIMATES
This status becomes relevant at the time of announcement of any price by the manager - whatever that is relevant to the request. We adhere to the position that we can afford to say the price on the creative work without the presentation and further details when in extreme cases. For example, we gently say, “The project like this costs like this” and such a project is similar to your one but they’re different. So you can continue to present your possibilities. But remember – don’t speak about your decision too quickly. Why it’s useful: If you lose a client at this stage, you have problems with your prices or your product. It is necessary to work on The Price / The quality.
4. THE CONTRACT
The bureaucracy, the reliability
Success Failure
Active flow of customers We work with > Account manager
The upselling at the moment of completion
Monthly support
Extra payments
The average term of the project (easy to determine)
5. IN PROGRESS
Why it’s useful: The flow of active clients may sometimes run low and at the moment when there’s a few customers at this stage, you should worry about finding new ones. Also, this step helps the account managers to pay more attention at the clients to work with upselling and work on form and adjust expectations.
To resume work after a while
6. THE HOLD MODE
Focus and work
Failure
Why it’s useful: This status says the deal will move to Failure but it’s important to pay attention to this project after a while. It’s a good idea not to move it to Failure at once. We move the projects that can distract from the main chain of order processing. We can call it «our dispersal field».
THE SALES FUNNEL
Further details
The Contact
Estimates
The contract
In progress
The HOLD mode
Sold / Failure
The average term of the project
CHEATS
Keep in touch
Learn about new projects
Learn about the projects you’ve already worked on
Offer additional services
Add them to the mailing list
Congratulate on holidays
Invite them to a conference
7. SOLD / FAILURE
The contact
Cold calls
Fake projects
Development of the field of activity
COOL THINGS
More f ields
Working position
Type of deal
The channel of attraction
Type of works
…
COOL THINGS
Contraction of names
Site > ST Support > SP Identity > ID . . .
COOL THINGS
THANK YOU!
CONTACTS
Alexey Ermilov
IKRA Creative Agency
http://fb.com/alexerm
http://slideshare.com/alexerm1
http://ikradigital.ru