welcome to the marketing orientation on mushroom
DESCRIPTION
WELCOME TO THE MARKETING ORIENTATION ON MUSHROOM. National Mushroom Development & Extension Center, Sobahan bag, Savar, Dhaka. OBJECTIVES OF MARKETIN ORIENTATION CLASS. TO GIVE GUIDELINE ON HOW TO START BUSINESS BY APPLYING THE RIGHT - PowerPoint PPT PresentationTRANSCRIPT
WELCOME TO THE MARKETING
ORIENTATION ON MUSHROOM
National Mushroom Development & Extension Center,Sobahan bag, Savar, Dhaka.
OBJECTIVES OF MARKETIN ORIENTATION
CLASSTO GIVE GUIDELINE ON HOW TO START
BUSINESS BY APPLYING THE RIGHTMARKETING CONCEPT, BY USING
MUSHROOM AS IT’S MAIN PRODUCT.
How is our Life ?
Health ? Wealth ?
Security ?
All in trouble today…?!…..
Mushroom = What ?
HEALTH +MONEY
Mushroom Save Life = Health Product
Mushroom Bring Fortune Chinese Believe
China = Billion Dollar TurnoverKorea = Billion Dollar TurnoverThailand = Billion Dollar TurnoverJapan = Billion Dollar TurnoverVietnam = Billion Dollar Turnover
Sal
es K
now
ledg
e
•Income opportunity – Additional &
Residual
•Health, Wealth & Happiness
•No stress; No Risk
•Better life & Social work, Popularity,
Self Satisfaction
•Not high Investment
•Independent Business
But huge support structure
•Simple Skills & Knowledge required
Big opportunities Of Mushroom Business
(Concept of Marketing)• What is Marketing: is a system where
• Negotiation + Dealing Exchange + Two Parties + Products/Service + Time Frame
• Marketing System of consumer products: 1. Traditional Concept :
2. Direct Selling Concept : Company sell Product directly to the consumer through their
own distributors, Or by Marketing People.
100 P
Ws Db
Mnf Cms
Rt.
30 P Traditional Marketing
Dist.Channel 70 TkAdv.
Direct MarketingMnf
Cms
70 Tk. Save
Own D/b
No Channel
%%
%
ProductsProduction capacityHigh Investment CapitalProduct positioningProduct pricingDistributional channelTransportation systemCommission planPromotion (Advertising )Market Competitor /High riskMarket Research
ProductsOwn Distributional channelMouth to Mouth AdvertisingPromotion Health campaignLow risk
Distribution channelMushroom grower – wholesaler/ distributor shop – Retailer shop - consumers
Fixing the price or commission for the distributional channel
Advertising promotion media
Pamphlets/Leaflet
Dish Channel / Media Traditional Concept
Direct Selling Concept /family /society.Name Card
+
Product Diversified Use Share Benefits of the Products
Mouth Advertising
Mushroom for the Entire Family
For ALL Age Groups : Healthy as well as Unhealthy
PregnantChild
Teen-ageFamily-man
Seniors
Sharing yourKnowledge
Why Mushroom Business ?B
usin
ess
Sen
se
Investment Shade + Spawn 1000
25,000 15,00,000
Workload / day 1~2 hrs=3 8~16 hrs
Loss Risk 5 % 50%
Health Risk 10% 50%
Stress 5% 50%
Income monthly 25000Not limit
High Risk
A Small Scale Business – Vs – Large Scale Business
(Basis : Monthly 25000 Annual net income. 3.0 Lacs ;
Small Business Lrg. Business
Production Capacity• Build up on your demand and supply• Create demand on basis of your production• Never create demand if supply is not enough.
Product Positioning• Product Packaging• Product Pricing• Product Quality
Distributional Channel• Whole Seller Appointment• Flow chart system• Product availability
Commission Plan• Whole Seller % percentage• Distributors %• Retailers %
Competitor Analysis• Competitor is a friend not enemy • Study on his strategy
Marketing Research• Always find good alternatives.• Find the problem and make solution• Feed back analysis system
Selling is a art and Profession…• “ Profession is a occupation where
Systematic Application of Knowledge, Skills in order to achieve a specific Purpose of the Client”
Do not take Mushroom Marketing is not just a pass time activity !
For Success in Mushroom business essential ingredients are
KNOWLEDGE OF PRODUCTSSKILL
SYSTEMAPPLICATION/ ACTION
PRODUCTS/PEOPLE/PLACE/PROMOTION
ApproachE
ffect
iven
ess Friends Build Personal Faith
Relatives Impersonal ( Objective)Institutions Impersonal ( Objective) Employment Impersonal ( Objective)Neighbours Comparison ( Relativity)Family NW Common ExcitementStrangers Concern : Helpfulness
Thought, Expression & Behaviour Should reflect the above approach
Ski
llTime Management for NW
Make Daily sales Habit – its your Business !Fix Time Frame & WorkWrite down daily activities & analyze Identify the available timeList your Clients activities :: Prioritize Plan , Delegate and Monitor Cut the wastage of time in your activities-
phone, entertainments, shopping,socializing…Avoid procrastinationDo not search for excuses and justificationFind some time for Self & Family
Buyer’s Behaviour
!?
Attitude
Knowledge
Environment
Experience
Kno
wle
dge
Consumer BackgroundConsumer Background• The ……• Level of Health Education is low• Health & Disease are too private• Preventive for the disease• Med. Treatments cost is high .• Benefit of the Mushroom.
Who is the Target ?Who is the Target ?
FRIENDS : Priority F N S,,
Sick person is Resourceful : keep 70%
Income Group : Middle & Upper middle classNeed-wise : Security & SocialDemography : Basic Minimum Education
Urban & Semi Urban placesInvolvement : Total Family participation
List the people and contact systematically with time management
Whom you can sale ?Whom you can sale ?
Concentrate CommunicateConvince
ConsumeCommit
5 C’s to Progress
Effort is the Key
The greatest thing is not where you stand, but which DIRECTION you move !
Team Building Strategy
• Structuring who can be prospect
• Activating the person
• Educating the person
• Training
• Motivating
• Monitoring
• Continuous correction of course
Tra
inin
gs &
Mee
tings
Team Building Process
Rej. 25
List & Contact 100
FU: 3 days
Meet 50
Consumer 15
Start & Develop“ Both”
Pendg 50 Interested 25
work 10
No Resp.
15 X 5 = 75 kg for the month 75kg X 80 tk = 6000
15 X 5 = 75 kg for the monthSame way the 10 people
Will sale
Now you can think how much
your income
Ski
llMeetings – How to Speak ?
ACTION …
Introduction of Topic and Subject
Capture the Audience Attention
Delivery of Lecture -
Go prepared with Q & A
Close with enthusiasm and motivation
USEFUL TIPS…..Stick to Time Frame , Core subject
Use Eye contact & Body Language
Modulate your Voice suitably
Use Jokes, and stories
Hold on to Dignity, Grace and Trust
It is the Practice which makes it Perfect !
Goal Setting
Specific
Measurable
Attainable
Realistic
Time Bound
Ski
llNever shoot without a TARGET !
SMART
AnalyseUnderstandUtilize
YOUR STRENGTHOPPORTUNITIES
NOT SMART
Ski
llEffective Communication
Depends on your Personal Equation & their Background !
What to Say ?
When to Say ?
How to Say ?
( For Private meetings )
Mushroom -TalkCONSUMERCompassionatePersonal FaithHealth Benefits
TestimonialsCredibility
Personalized Service
BUSINESS BLDR.Co’s BackgroundMarket PotentialBus. Opportunity
Team supportsYour Experience
PROFESSIONAL Scientific, Logical, Reliable info. References & Testimonials.Professional support. Credibility of the Co. & Mktg. System.
Don’t force. Don’t act smart. Be sincere and confident.
How to do ?
Chronology of Action
•Burning Desire is the seed for SUCCESS.•If the seed is right, so is the fruit.•Goal should be SMART.•Success & Failure are merely the process.•We learn from failures, but we are scared of them.•Failure to plan is NOT failure of a plan.•Never give up Goal on facing failures, but modify Plans and Actions.
Dream Goal Plan Action Results
Efficiency & Effectiveness
Success & Failure are merely the process.We learn from failures, but we are scared of them.Failure to plan is NOT failure of a plan.Never give up Goal on facing failures, but modify
Plans and Actions.
Ski
ll
Correction Analyse
Plan Action ResultsOK
Not OK
Ski
llCommunication Blockers
For Private Meetings
1. I do not accept your ideaLogic / Science lackingCertifications, Supports, approvals lackingUnpopular, negative rumour
2. Unable to accept immediately; shall think it overMore info, books, testimonials, references neededSecond opinion requiredApproval by family Members or Doctors
3. No Comments ( Do not understand, Do not appreciate )Comprehension is low; May go by relationshipPrescription works, rather than Description
•I do not accept, because it comes from You ( Ego ?)•All well ….. But ……. I do not want to do•I have tried… it does not work for me (already a DXNer)
Ski
llCommunication Troubles
Know : Product, Co., NW, SystemIncome Opp. & Social Response
Avoid Ego ProblemsTake Knowledge & TrainingShow Perseverance
Self Motivation Lead by examplePersonalityGood will & Ethics
Starting
Running
Leading
All communication Blockers can be overcome by Knowledge & Practice
For Private Meetings
Closing the Deal
Address these questions…..• Have you understood the
Prospect ?• Has he understood you,
towards his NEEDS ?• Have you clarified all his
doubts & apprehensions ?• Has he overcome those doubts
& apprehensions ?• Does he accept your
Relationship and Guidance ?• Did you allow reasonable time
for his Decision ?• Did the transaction end with a
positive feeling ?
If your answer is “YES” , go ahead and CLOSE DEAL.
If any of them is “NO”, re-attempt after a gap of time.
Don’t be hasty or desperate at any time.
On your Marks….
Prepare yourself
Working Tools : Presentation folder Samples (fish drawing)TestimonialsAdequate Knowledge & FAQ Scientific Data & Facts
Schedule the Work:List of 100 contactsAllocate TIME & RESOURCES Schedule your Meetings Action …….
Work like a Professional:Take appointment :: Be PunctualLearn AttitudeBe well dressed.
Be Cheerful.. Confident.. Relaxed.
Why People Drop Out of profit ?
Listen to negative mind people.Bad / Hasty StartThe right NEED is not feltNo Motivation No Team spirit / Commitment‘I KNOW’ syndromeIgnorance of OpportunitiesLack of TrainingWrong Assumptions / JudgmentsPoor service from team / CompanyNegative social / family influenceNo personal valuesSelfish ; Indifferent ; Lazy
Objections Handling
1. Listen Carefully and Completely.
2. Acknowledge & Appreciate : Do not confront or object.
3. Appeal to Logics & Common Sense.
4. Express your Keenness to sort out all objections.
5. Confirm / Clarify what you can and what you know.
6. Assure to revert on what you do not know.
7. Prompt and Lead on any other issues unexpressed.
8. Do not Pressurize. No Insult, No Ego play, No Confrontation.
9. If successful, Close the Deal. (Allow time if needed).
10. If NO, walk out Gracefully. Better on a later date.
11. ……….
Never Close Doors Permanently to Anyone
How to solve problems ?ATTITUDE : Be confident ; Never give up
Do not cry & No Self-PityInvolve Only if Concerning / Relevant
APPROACH: Think Professional Issues may not be ProblemsStand outside the problem & seeLook for alternative solutions
ACTIONS : Analyze Objectively everything- SWOT analysis- note down the observations
Discuss / Consult with concerned people
Action plan with Time frame committedImplement & Monitor
A good seller does not create problems….But He always finds solutions !
Be sincere, honest and transparentNo snatching of prospects from other Mushroom sellers
Beware of ‘ Dream-Stealers’
No politics ; No back-biting
No false promises ; No tall claims
No complaints ; No jealousy ; No negative attitude
No financial manipulations with the consumers
Do not fish for the consumersWork on Your STRENGTHS ., Do not cry for your WEAKNESS
•Associate with +ve people, Avoid –ve people.
•Believe in Yourself - You are a Great creation
Few Direction ethics to save you ?
IF YOU HAVE A POSITIVE ATTITUDE, YOU SEE OPPORTUNITIES IN ALL
PROBLEMS AND YOU WILL HAVE THE OPPORTUNITY TO GROW !!!
REMIND AGAIN POSITIVE MENTAL ATTITUDE (PMA)
CONGRATULATION!
THANKS TO
MycoLife Food & Nutrition Ltd.
SEE YOU AT THE TOP