Hvordan snu finanskrisen til å bli en mulighet for vekst og utvikling? A crisis is a terrible thing to waste Rick Salmon Subscribe to my blog at: www. www.ricksalmon. ricksalmon.com rs@ricksalmon.com Tlf. 9139 0604 2 degrees...
Why am I here today? Increase your sales revenues! Survey Vekstbedrifter 1. Største utfordring i 2010? 2. Hvis det offentlig bidrag skulle reduseres med 5%, hva ville resultatet blitt for selskapet ditt? 3. Hvor mye av tiden din (som daglig leder) bruker du på salg & markedsføring? 4. Hvor mye av selskapets salgsinntekter (ikke NAV) går til salg og markedsføring? 5. Hva er det største personlig faktor som motiverer deg?
How can we increase sales? SALES MARKETING CSR Sales Start with a good sales strategy Understanding your market Changing products to match needs Make it easy and fun to sell
Sales Develop a sales process Identify each step in sales process Create separate activities for each step Track progress from step to step Sales Set very clear sales goals Specific, Measureable, Attainable, Timely Always know where you are Make them visible to all involved
Sales Impose sales structure & routines Weekly sales meetings Weekly reporting Measure performance Sales Evaluate your sales results and change your approach Take action Measure the outcome Did you get the results you wanted? Evaluate what you did Change your approach Take new action
Marketing How do you communicate with your customers? What is Permission Based Marketing? Old Model Advertising INTERRUPTION New Model - PERMISSION Get customer s permission Start an ongoing dialogue Make your core values visible Use Newsletters, blogs, videos, websites Nina Furu gave good advice Marketing
Marketing Expose yourself (often) Create events that show who you really are Invite your customers to be part of your business Don t just sell products, sell good experiences Events can also be online (youtube) Packaging your products Guerrilla Marketing Substitute brains for cash Be creative, outrageous and ethical Have fun Realize that any publicity can be positive
Guerrilla Marketing Example: Guerrilla Marketing Example: The Sopranos premier New York City
Guerrilla Marketing Example: Dental Insurance Two Books about Values
Coaching, Values and Success Suksess. Å le ofte og mye; å vinne intelligente menneskers respekt og barns hengivenhet; å bli verdsatt av ærlige kritikere og utstå å bli forrådt av falske venner; å sette pris på skjønnhet og se det beste i andre; å gjøre verden litt bedre før man forlater den, enten gjennom et sunt barn, en hageflekk eller bedrede sosiale kår; å vite at livet har vært lettere for ett menneske fordi du har levd. Det er suksess. Ralph Waldo Emerson Corporate Social Responsibility A solid business model, not just a philosophy Three areas of benefit for corporations: HR Internal Human Relations (increasing motivation for staff) o Retaining employees, volunteering & active fundraising o Example: Body Shoppe PR Public Relations (increasing the brand and image) o Strengthen value perception with customers and partners o Example: British American Tobacco, Exxon BizDev Business Development o Build a genuine culture of doing the right thing o Example: Cap Gemini, Max Havelar
The little girl at the door Volunteering
Children s s Miracle Network www.cmn.org Survey Vekstbedrifter 1. Største utfordring i 2010? 2. Hvis det offentlig bidrag skulle reduseres med 5%, hva ville resultatet blitt for selskapet ditt? 3. Hvor mye av tiden din (som daglig leder) bruker du på salg & markedsføring? 4. Hvor mye av selskapets salgsinntekter (ikke NAV) går til salg og markedsføring? 5. Hva er det største personlig faktor som motiverer deg?
jeg kan gjøre en viktig jobb... den personlige utviklingen som jeg ser i de som jobber hos oss... varmen som jeg opplever hver dag på jobb... å gi tilbake til de som trenger hjelp... My question to all leaders here today: If the greatest factor motivating YOU YOU is the opportunity to GIVE and to CREATE A BETTER WORLD, then why not give your customers the same opportunity?
What is this opportunity? Sell with your heart Your products are made by special people Allow your customers to experience your business Share the joy Develop and strengthen this relationship Encourage volunteers Review: : 7 Tips to Increasing Revenues: 1. Permission based marketing 2. Expose yourself 3. Make your core values visible 4. Structure your sales process 5. Don t be afraid to do things differently 6. Promote volunteering 7. Give your customers what they REALLY want
THANK YOU! (Tusen takk skal du ha...) Rick Salmon rs@ricksalmon.com Tlf. 9139 0604 Interessert i en heldags workshop på dette tema? Kontakt meg. 19.november (Asker) 03.desember (Bergen) 10.desember (Trondheim) subscribe to my blog for entrepreneurs...