1. Ing. MartinaŠteflováAccountmanagerVIPdepartmentIndividual business model
2. • Introduction• How to make a successful call• First meeting with clientwww.seznam.cz• First meeting with client• How to offer your product?
3. FactsThis swimsuits are madefrom TranSol fabricwww.seznam.cz
4. More facts…TranSol is worldwide patentedsubstance, which was designed in thedevelopment of computer technology(CAD), which generates millions of tinywww.seznam.cz(CAD), which generates millions of tinysquares and diamond-shaped openingsthat transmit up to 80% of the suns rays.
5. Would you buy them??www.seznam.cz
6. Swimwear XXX:• are manufactured in the UK• dry 3 times faster than conventional swimwear• are cool and highly breathable and therefore healthier for yourbody and skinMaybe you satisfy:www.seznam.czbody and skin• are resistant to chlorine and salt water and sunscreen productsshould not become dirty• retain their shape and color even after many hours spent in thesun• washable up to 40 ° C
7. Just facts…www.seznam.cz
8. • Tanned under the suit (withoutremoving)• It does not have to be limitedin the fun on the beach at theAdvantagewww.seznam.czin the fun on the beach at theexpense of tan• You will not wear wet bathingsuit (skin suffering from a skindisease) - does not worsenatopic eczema
9. „ok, it´snice! Whatis the realPresenting advantage..www.seznam.czis the realutility forme???
11. • Utility is the individual contribution ofa specific person (company).• Utility arises when talking to client.• The goods satisfy human wants.www.seznam.cz• The goods satisfy human wants.Ability of a good or service to satisfyone or more needs or wants of aconsumer.
12. Me:What problems do you have on the beach?Client:I hate changing wet swimwear after swimming for dryone. It´s embarassingUtilitywww.seznam.czone. It´s embarassingMe:Ah, those swimsuit dries 3x faster so you don´t need tochange your swimwear after swimming so you don´tfeel embarassing
13. UtilityMe:Why do you go to a nude beach?Client:I don´t want to have white stripes on me but it´s a pitty,that all of my friends go to a normal beach.www.seznam.czthat all of my friends go to a normal beach.Me:Oh, these swimsuits will allow you to sunbathe withoutremoving them. So you can join your friends
14. This swimsuits are made from TranSol fabricTranSol is patented substance worldwide , which was designed in thedevelopment of computer technology (CAD), which generates millions oftiny squares and diamond-shaped openings that transmit up to 80% of thesuns rays.Traditional salewww.seznam.cz• are manufactured in the UK• dry 3 times faster than conventional swimwear• are cool and highly breathable and therefore healthier for your body and skin• are resistant to chlorine and salt water and sunscreen products should notbecome dirty• retain their shape and color even after many hours spent in the sun• washable up to 40 ° C
15. Sales over utilitywww.seznam.cz
16. ShoesFacts:Material: Dri-Lex ® fiber, which keeps the temperature and moisture.Advantages:In winter foot don´t get cold, in summer don´t sweat.Find the needs:www.seznam.czFind the needs:"In what season do you run?""In the summer.""What bothers you on the current shoes?"„Sweating my feets...„Utility:„The material of these shoes does all the moisture out, so you don´t havesweaty feet in summer.“
17. • What Seznam do?• What client do?• What client wants to communicate• Target groupFirst meeting with clientwww.seznam.cz• Target group• Timing• Budget• Goal• season, competitors, (competitive advantage),what location
18. Sales rep:„What do you want change in your restaurant?“Client:„I would like people to order meal which they normalydon´t order. Maybe they don´t know how to say theirAdvantage of dialoguewww.seznam.czdon´t order. Maybe they don´t know how to say theirnames…“Sales rep:„This we should arrange with iMenu. We will allow yourguests to read about all the dishes, get to know them.Would you like to pronunciation was written with mealsor guests can listen to it? "
19. 1. Write down what benefits have yourproduct for client2. Write down questions which leads toconfirmation that client needs thesebenefits.What to dowww.seznam.czbenefits.3. First present benefits that client confirmedthat he needs.4. Next benefits present just when client isn´tsure and he needs to hear more
20. Can I introduce you what does Seznamoffer?Arrange an appointment by phonewww.seznam.czNo, thanks.Send me a mail.And what is it? How much does it cost?
21. What utility will client get from meeting you?Arrange an appointment by phonewww.seznam.czHi, Martina Šteflová, Seznam.cz. I would like to meetyou to show you optins how bring customers who arelooking for car servis, on your site.Can we meet on Wednesday or Thursday?
22. www.seznam.czMartina ŠteflováThank you for attention