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2015
Sales model & Sales model & value propositionvalue proposition
Hi! I’m Henri
I design and build Sales Models
Process
Process
Process
DON’T DO IT!
Aim of the talk
- Too much effort on the design
- Too little effort on the numbers
What should I do then?
START THINKING ABOUT YOUR SALES MODEL
Goal of a Sales Model
- To find CUSTOMER FUNNELS that bring you the most money
- Repeatable- Measurable
4 steps of a sales model
Marketing Channel
Medium• Your webpage• Special landing page• Facebook fan page• Facebook campaign page• E-shop• Third party site that offers your products (e.g.,
Groupon)
Your offer• Discounted price• Limited amount• Limited time• Free value (informative content or
downloadable documents)• Unique value
Selling Process• Purchase• Inquiry• Reservation
All of the blocks need attention
You do not need an award winning website.
You need a working Sales Model.
Direct your focus on that.
Measuring
How to understand if it is WORKING?
Our numbersCost 1150 € + 58h (3480 €)=4630 €
Revenue30 000 € + 4500 €=34 500€
REVENUE / COST = 7,4
Case 1
300 € 2400€R/C = 8x
Case 2
1447 € 13 536 € R/C = 9,35x
Case 3FB ads R/C from 4,9 to 13-17Budget up 3x
Campaign17 654 new fans13 145 new emailsR/C = 5 after two months
What you should not focus on
-Logo (your great work build your brand not the other way)-Background image (is it related with your product or service? Good, let it be.)-Exact colours (good designer knows which suits with what)-What Apple is doing
What you should focus on• What is the R/C ratio of my Sales Model?• What is the R/C of different funnels in SM?• What can I do to increase profits?• Am I making money with the changes I am
currently applying?
Does this makes any sense?
Lets give it a tryMarketing Channel
•Google Organic Search•Google Adwords text ads•Google Adwords banner ads•Google Adwords remarketing•Facebook posts to fans•Facebook Ads•Facebook promoted posts•Bing or other Search Engines (organic and purchased traffic)•Email list you own•Someone else´s email list•Banner ads on different sites•Your blog•Someone else´s blog•Different forums•Twitter•Pinterest•Instagram
Medium
•Your webpage•Special landing page•Facebook fan page•Facebook campaign page•E-shop•Third party site that offers your products (e.g., Groupon)
Offer
•Discounted price•Limited amount•Limited time•Free value (informative content or downloadable documents)•Unique value
Selling process
•Purchase•Inquiry•Reservation
