Money Making TipsSimple, but neglected sales and marketing strategies & tacticsPresented by:LaurentiuGhenciuVP of Sales & Marketing

About your Speaker todayFull Name: LaurentiuGHENCIUкоммерческийдиректор at AvangateExpertise and experience in online software sales, channel software sales & marketing4 years at Avangate, e-commerce and ESD provider for Software VendorsTalk with hundreds of Software Vendors, all over the world

Full Name: LaurentiuGHENCIU

коммерческийдиректор at Avangate

Expertise and experience in online software sales, channel software sales & marketing

4 years at Avangate, e-commerce and ESD provider for Software Vendors

Talk with hundreds of Software Vendors, all over the world

Presentation OverviewWhat successful companies do in terms of online sales & marketing, details that make the difference:Continuous work to understand the customers and prospects needsMaximizing results with the same simple Marketing Tools, but used more effectivelyViral Marketing, Bundling, Up-sellingApproach the latest trends in the industryApproach new licensing modelsSell solutions, not productsUse the new power of “Social Marketing”

1. Learn from your customers“Seek first to understand and then to be understood” Customers continuous surveyThings you can do tomorrow1 question survey [poll]After purchaseOr before purchase

“Seek first to understand and then to be understood”

Customers continuous survey

Things you can do tomorrow

1 question survey [poll]

After purchase

Or before purchase

2.1 Viral MarketingA happy customer is your best salesman ever !A happy customer will return and buy from you again soon!Customize Back-Up CDs, delivery eMails, “Thank you” Page toInvite the customer to test another product: “Thank you for choosing our product ! As a new customer we are happy to offer you a FREE 30 / 60 / 90 days trial of one of our latest products you might like”Invite your new happy customers to recommend your just purchasedproduct to a friend - adding a 20% discount coupon might do miraclesAsk for their feedback: What do you like about our product ?Offer him a 3/6 months discountcoupon for future purchases on your site

A happy customer is your best salesman ever !

A happy customer will return and buy from you again soon!

Customize Back-Up CDs, delivery eMails, “Thank you” Page to

Invite the customer to test another product: “Thank you for choosing our product ! As a new customer we are happy to offer you a FREE 30 / 60 / 90 days trial of one of our latest products you might like”

Invite your new happy customers to recommend your just purchasedproduct to a friend - adding a 20% discount coupon might do miracles

Ask for their feedback: What do you like about our product ?

Offer him a 3/6 months discountcoupon for future purchases on your site

2.2 Marketing Tools: Bundle & Up-sell !Less than 15% of the companies here use bundling / up-selling as marketing packaging strategy“other” Bundling optionsWith other Vendors’ ProductsWith other “Value Added” items/services: hardware, books, support, etc.Up-sell to a bundle Things you can do tomorrowJust set up a bundle product in your eCommerce engine and display it on your site – see what happens

Less than 15% of the companies here use bundling / up-selling as marketing packaging strategy

“other” Bundling options

With other Vendors’ Products

With other “Value Added” items/services: hardware, books, support, etc.

Up-sell to a bundle

Things you can do tomorrow

Just set up a bundle product in your eCommerce engine and display it on your site – see what happens

3.1 New Licensing Models - SubscriptionsShoppers need a fast and cheap solution to their problem NOWCompanies appreciate this more, as they are concerned about their cash flowHighly recommended for high value productsYour prices will look better and will convert your shopper more quicklyFrom $89/liftime, you can sell with $9 / monthOffer a time limited subscription option for your product, as an alternative to your lifetime license

Shoppers need a fast and cheap solution to their problem NOW

Companies appreciate this more, as they are concerned about their cash flow

Highly recommended for high value products

Your prices will look better and will convert your shopper more quickly

From $89/liftime, you can sell with $9 / month

Offer a time limited subscription option for your product, as an alternative to your lifetime license

3.1 New Licensing Models - SubscriptionsWhat you needDRM protection to limit your product lifetimeRecurrent billing capability [recommended]Micropayments supportWhat you can do tomorrowYou do not need to change your product marketing informationAlmost any e-commerce provider can help you with a DRM

What you need

DRM protection to limit your product lifetime

Recurrent billing capability [recommended]

Micropayments support

What you can do tomorrow

You do not need to change your product marketing information

Almost any e-commerce provider can help you with a DRM

3.2 Offer Solutions, not ProductsNow some wise wordsPeople don’t look for your product, people look for a solution to their problemOffer them MORE than a productConsultancy, Information, RecommendationsInclude COMPLEMENTARY products from other Vendors Associate with good brands !Offer a COMPLETE SOLUTION, and they will get back to you, because YOU ARE THE EXPERT

Now some wise words

People don’t look for your product, people look for a solution to their problem

Offer them MORE than a product

Consultancy, Information, Recommendations

Include COMPLEMENTARY products from other Vendors

Associate with good brands !

Offer a COMPLETE SOLUTION, and they will get back to you, because YOU ARE THE EXPERT

3.2 Offer Solutions, not ProductsWhat do I need ?An e-commerce platform that supports cross-vendor selling and has your desired products set up in the systemWhat you can do tomorrowResearch for complementary productsOpen an affiliate account to an eCommerce providerEstablish partnerships with the desired VendorsMake 1 page on your site with complementary products List your recommended products there (no more than 5)This is money making from the day 1, if the products you recommend are best sellers

What do I need ?

An e-commerce platform that supports cross-vendor selling and has your desired products set up in the system

What you can do tomorrow

Research for complementary products

Open an affiliate account to an eCommerce provider

Establish partnerships with the desired Vendors

Make 1 page on your site with complementary products

List your recommended products there (no more than 5)

This is money making from the day 1, if the products you recommend are best sellers

3.3 Marketing via Social NetworksMore and more people use social networks for business and to search qualified adviceLinkedIn, 40 mil. usersTwitter, 55 mil. Visitors/mFacebook, 300 mil. users Let people know about the problems your products solveParticipate to Question & Answers sections (LinkedIn)There are many tips & tricks about how to use these new powerful marketing channelsBut, be careful, it can be DANGEROUS, if you do not know how to do it !

More and more people use social networks for business and to search qualified advice

LinkedIn, 40 mil. users

Twitter, 55 mil. Visitors/m

Facebook, 300 mil. users

Let people know about the problems your products solve

Participate to Question & Answers sections (LinkedIn)

There are many tips & tricks about how to use these new powerful marketing channels

But, be careful, it can be DANGEROUS, if you do not know how to do it !

3.3 Social Networks - Twitter works ?Traffic generation toolMonitor competition by using Search Twitter http/www.search.twitter.comIt builds trust Easy to start, but hard to keep it goingBig guys are using it too ! [McAfee, Microsoft, etc]

Traffic generation tool

Monitor competition by using Search Twitter http/www.search.twitter.com

It builds trust

Easy to start, but hard to keep it going

Big guys are using it too ! [McAfee, Microsoft, etc]

3.3 Marketing via Social NetworksThings you can do tomorrowMake your LinkedIn or Facebook profile, start TwittingInvite your customers to follow you on TwitterEmail them about it !

Things you can do tomorrow

Make your LinkedIn or Facebook profile, start Twitting

Invite your customers to follow you on Twitter

Email them about it !

Finally - 3 Things to rememberDon’t waste time – start learning from your customers now1 question per month is a good startHappy customers will buy again & sell better than you doso, use your CDs, “Thank you” Page, License Delivery Email to give them the opportunity to recommend you and / or to buy from you againFollow the trends: market your products via Social Networks, offer subscriptions as alternative licensing model

1 question per month is a good start

so, use your CDs, “Thank you” Page, License Delivery Email to give them the opportunity to recommend you and / or to buy from you again

More tips and information onLinkedIn blog: http://blog.linkedin.com/Free tips on Avangate articles section http://blog.avangate.comTwitter for DummiesLinkedIn for DummiesParticipate to Avangate Russian webinar in November

LinkedIn blog: http://blog.linkedin.com/

Free tips on Avangate articles section http://blog.avangate.com

Twitter for Dummies

LinkedIn for Dummies

Participate to Avangate Russian webinar in November

Thank You For Your Attention Questions please ?EmailLG@avangate.comFollow us on Twitter http://www.twitter.com/avangate