workshop de mkt e vendas
Post on 21-Oct-2014
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DESCRIPTION
Slides sobre marketing e vendas usados em workshopTRANSCRIPT
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Fundamentos de marketing e
vendas
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Qual seu objetivo?
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Fazer novos negócios
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Definição de Marketing
“Marketing é o processo de comunicar uma transação com valor adequado
para clientes em potencial para convencê-los da compra.”
Bob Caspe
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O básico de vendas
“Se você gastar dinheiro suficiente, você vende qualquer coisa!
Mas, será que você consegue ganhar dinheiro com isso?”
Bob Caspe
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O básico de vendas
Bob Caspe
“Se você gastar dinheiro suficiente, você vende qualquer coisa!
Mas, será que você consegue ganhar dinheiro com isso?”
Lucro = Eficiência nos esforços de Marketing
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Os tipos de marketing
Vs.
InboundOutbound
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Os tipos de marketing
• Publicidade• Aparição na mídia• Marketing direto
Cliente não te conhece
Outbound
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Os tipos de marketing
• Permissão para entrar em contato
• Geração de conteúdo
Cliente te conhece
Inbound
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A empresa que tiver lucro nas vendas
encontrará a salvação.
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Como seu cliente deve se sentir
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Crie uma boa experiência
“As pessoas podem não lembrar o que você fez ou disse, mas
sempre lembrarão de como se sentiram.”
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Como criar essa experiência?
• Seja uma boa pessoa
• Sirva seus clientes
• Construa sua marca
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Seja uma boa pessoa
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Acumule crédito com o universo
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Saiba pedir desculpas
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Os pontos se conectarão
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Um caso mais próximo
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• Credibilidade• Conveniência• Facilidade• Excelência• Antecipação
Profissionalismo
Conquiste o cliente
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Trate o cliente como celebridade
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Construa sua marca
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Como identificar oportunidades?
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Como ficar na frente dos concorrentes?
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Esqueça a concorrência
Olha minha cara de preocupado...
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Não seja igual a todos
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Conquiste entusiastas
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Boca-a-boca é a propaganda mais eficiente
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Tenha uma boa estratégia
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Faça uma boa campanha de Marketing
• Use os melhores canais de divulgação
• Mostre o valor entregue
• Instigue a ação• Meça o retorno
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Um exemplo de material promocional
Valor agregadoInstiga à ação
Código identificador
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Experimente até encontrar a mídia ideal
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Presença digital é fundamental
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Para ser melhor, seja diferente
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Saiba servir seu cliente
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Pessoas são vaidosas
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Exemplo de vaidade
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Como eu vejo a foto
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Saiba o nome dos clientes
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“Não faça com os outros o que não gostaria que fizessem com você”
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Não mande SPAM
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Respeite a privacidade
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Ouça seus clientes
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Perguntas a fazer sempre
• Por que comprou de nós?• Onde somos melhores?• Onde podemos melhorar?• Vocês nos indicaria?• O que procuraria no Google
para achar nossa empresa?
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Faça um cadastro de clientes
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Colha depoimentos
• Diminui a barreira de adoção
• Pessoas acreditam em pessoas
• Passa credibilidade
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Conheça seu produto
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Faça recomendações
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Ofereça opções, mas não muitas
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Surpreenda o cliente
Modelo de Kano
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Alemão X-Bonzão
Um caso real
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Tenha os melhores vendedores
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Infelizmente, vendas não é pra todos
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Treinamento é fundamental
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Lidere pelo exemplo
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Confiança é fundamental
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Seja humano
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Conclusão
“Quando você confia no cliente, algo interessante acontece.
Ele passa a confiar em você.”