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Training manufacturers to sell on marketplaces. The concept was this: the company hires a specialist, and we teach him how to enter the desired market with his products and successfully develop sales. We took on the implementation of one project to bring it to 3 sites at once, setting aside two months for implementation. But the process dragged on and took almost five months. It became clear that the product was not fully formed and required serious adaptation to the client’s processes, which had to be done during the process. It was impossible to take this into account. Analytics and output to the marketplace. The essence of the product: we analyze sites, the client’s business and give recommendations on exit. During implementation, we saw that not all forecasts turned out to be correct. One of the cases is cooperation with a window manufacturer, despite our forecast, the client was not able to achieve serious results, although there were sales on the sites. We took our mistakes into account and created a product that brought us results. Maintenance for a percentage.
We receive 5% of the turnover, fully sharing responsibility for the result with the client. If he earns, we earn. At the start, we tried to work with small companies that were just starting their production. They have a minimum entry threshold depending on the products with which they enter the marketplace. This product took off and we received over 10 sales. Project development on the site implies long-term cooperation; in the process, we can introduce different groups of goods, increasing turnover. Launching with a Product Approach Let's take a closer look at how we launched this product. Product Formation All new products go through a single algorithm at launch. The first stage is to formulate an understanding and content of the product that will be understandable to marketing, production and the sales department. We separately highlight positioning, USP, directions within the global service, etc. Our main advantage is an integrated approach; we take on all the headaches and help you build processes, taking into account all the pitfalls. Based on this information, the marketing department creates a landing page. Landing page for the service “Withdrawal to marketplaces”Landing page for the service “Withdrawal to marketplaces” CJM Then we drew up a diagram that reflects the stages of client “maturation” before purchase. It is assumed that any client goes through several stages of decision-making: 1.
Formation (awareness) of need Entering a new platform, in our case a marketplace Email List , is not always an established need. It needs to be sold - to show how it will affect business indicators. 2. Search and comparison of alternatives Finding ways to satisfy a need when the choice is made at the level - enter the marketplace or open new offline points. 3. Product selection The choice between specific solutions from specific providers is between you and your competitors. Product selection Gentleman's set When the product is formed and the user path is clear, we use a gentleman’s set - a set of established requirements for packaging and promoting products within Completo. We have identified the specific steps, tools and entities necessary to sell services. Gentleman's set We place great emphasis on: Expert sales - each direction is assigned a leading specialist who participates in pre-sales and speaks at conferences and webinars. We realized that this has a huge impact on customer trust. That is, often the service is presented not only by a specialist from the sales department, but also by an expert from production. This way you can quickly get to the bottom of the real problem and propose a solution. Therefore, we work separately with employees, organizing: presentations at conferences; thematic webinars; release of their original materials on the company blog and on external platforms. This bears fruit; clients often note that they have already seen a specialist before and would like to communicate with him. A key stage of the funnel (KEF) is an additional stage in the sales funnel that has the greatest influence on decision making.
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發表於 2024-1-9 14:25:32