Money Making Tips

Money Making Tips
Simple, but neglected sales and marketing strategies & tactics
Presented by:
LaurentiuGhenciu
VP of Sales & Marketing

About your Speaker today
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 Overview
What successful companies do in terms of online sales & marketing, details that make the difference:
Continuous work to understand the customers and prospects needs
Maximizing results with the same simple Marketing Tools, but used more effectively
Viral Marketing, Bundling, Up-selling
Approach the latest trends in the industry
Approach new licensing models
Sell solutions, not products
Use the new power of “Social Marketing”

1. Learn from your customers
“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 Marketing
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 options
With other Vendors’ Products
With other “Value Added” items/services: hardware, books, support, etc.
Up-sell to a bundle
Just set up a bundle product in your eCommerce engine and display it on your site – see what happens

3.1 New Licensing Models - Subscriptions
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 - Subscriptions
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 Products
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 Products
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 Networks
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 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 Networks
Make your LinkedIn or Facebook profile, start Twitting
Invite your customers to follow you on Twitter
Email them about it !

Finally - 3 Things to remember
Don’t waste time – start learning from your customers now
1 question per month is a good start
Happy customers will buy again & sell better than you do
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
Follow the trends: market your products via Social Networks, offer subscriptions as alternative licensing model

More tips and information on
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 ?
Email
LG@avangate.com
Follow us on Twitter 
http://www.twitter.com/avangate

Money Making Tips

by Avangate BV on Oct 15, 2009

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