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Translation Industry Sales Hints and Tips

Sales tips for translation providers. The 3rd International Translation Technology Terminology Conference (TTT) a two-day event held in Ljubljana, Slovenia.

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Translation Industry Sales Hints and Tips

  1. 1. Hints, tips and tricks douglawrence.com #tttconf
  2. 2. Drive Attitude Confidence • Drive • “Get up and go” every morning • Focus on goals and personal achievement • Ambition to succeed • Attitude • Positive expectancy • Learn and accept assistance • Always looking to achieve more • Confidence • Will perform even under pressure • Believe in the value of the company, people and offering • Face new challenges knowing you can win!
  3. 3. Die kochen auch nur mit Wasser
  4. 4. Show they what they want
  5. 5. Copyright © Amicus TransTec Limited 2007- 6
  6. 6. Reward yourself
  7. 7. So what … • A feature becomes a benefit when the client can’t say “So what?” anymore
  8. 8. FUD: Fear Uncertainty and Doubt • Yes that’s a great idea • I like your thinking • I’ve seen it work in a few instances • But whoa! ... I can tell you some horror stories. Like the time ... • My clients have always found that ... Closely related to the B*** S*** sandwich; Compliment, criticism, compliment
  9. 9. Price too high? • We’re the best • This is medical, legal, CEO’s address etc... • If our price appears higher than our competitors there is a good reason 2 responses Of course it is! • Never happened before? • Maybe there has been a mistake? • Just how far out are we? Disagree / act surprised!
  10. 10. Feel Felt Found • I understand how you feel • Other clients (in your sector) felt that we were expensive • But they found when using us for their translation into they: • Had fewer errors • Less project management overhead • Reduced their translation cost over the long term • Would you like to speak to a few a my clients?
  11. 11. Pricing strategies • Going in low • It is difficult to raise prices afterwards • You could try raising prices gradually over time “boiling the frog” – Many providers don’t want to upset existing clients – Translation memory (and MT) can help with this
  12. 12. https://support.google.com/webmasters/answer/182192?hl=en
  13. 13. Create an organization chart for big clients
  14. 14. Notes: Target work giver / involved in decision process Company Name Chairman Name Revenue and Number of employees Board EMEAUS Name Title Country Location Country Location Country Location HQ Country Location Country Location Country Location Division DivisionLocal Office Name Title (CEO?) Name Title (VP level) Name Title (VP level) Name Title (VP level) Name Title (VP level) Name Title (VP level) Name Title (VP level) Name Title (Dept level) Name Title (Dept level) Name Title (Dept level) External Contact e.g. contractor Name Title (Operative) Asia Pacific Level of Contact Abbreviations Key M=Met, T=Telephone, DB=Database captured Company activities description Company url Clients List with urls Reference Documents Filed Financial Statements Marketing Literature Trading and registered name Founding Date Company Registration Number Registered office address VAT Number Unplaced contact names and details Unknown Contract Pro-Competitor Contact Neutral Contact Pro-our solution Board Members: ?? 12 named Contacts 11 Neutral to Pro- 6 know us 4 Active Contacts
  15. 15. Hvala lepa! Čas za vprašanja douglawrence.com #tttconf

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Sales tips for translation providers. The 3rd International Translation Technology Terminology Conference (TTT) a two-day event held in Ljubljana, Slovenia.

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