Money Making Tips

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Money Making Tips - Simple, but neglected sales and marketing strategies & tactics - was held by Laurentiu Ghenciu, VP of Global Sales & Marketing, at Avangate, during the ISDEF Autumn 2009 Conference, in Moscow, Russia.

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Money Making Tips

  1. 1. Money Making Tips<br />Simple, but neglected sales and marketing strategies & tactics<br />Presented by:<br />LaurentiuGhenciu<br />VP of Sales & Marketing<br />
  2. 2. About your Speaker today<br /><ul><li>Full Name: LaurentiuGHENCIU
  3. 3. коммерческийдиректор at Avangate
  4. 4. Expertise and experience in online software sales, channel software sales & marketing
  5. 5. 4 years at Avangate, e-commerce and ESD provider for Software Vendors
  6. 6. Talk with hundreds of Software Vendors, all over the world</li></li></ul><li>Presentation Overview<br />What successful companies do in terms of online sales & marketing, details that make the difference:<br />Continuous work to understand the customers and prospects needs<br />Maximizing results with the same simple Marketing Tools, but used more effectively<br />Viral Marketing, Bundling, Up-selling<br />Approach the latest trends in the industry<br />Approach new licensing models<br />Sell solutions, not products<br />Use the new power of “Social Marketing”<br />
  7. 7. 1. Learn from your customers<br /><ul><li>“Seek first to understand and then to be understood”
  8. 8. Customers continuous survey
  9. 9. Things you can do tomorrow
  10. 10. 1 question survey [poll]
  11. 11. After purchase
  12. 12. Or before purchase</li></li></ul><li>2.1 Viral Marketing<br /><ul><li>A happy customer is your best salesman ever !
  13. 13. A happy customer will return and buy from you again soon!
  14. 14. Customize Back-Up CDs, delivery eMails, “Thank you” Page to
  15. 15. 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”
  16. 16. Invite your new happy customers to recommend your just purchasedproduct to a friend - adding a 20% discount coupon might do miracles
  17. 17. Ask for their feedback: What do you like about our product ?
  18. 18. Offer him a 3/6 months discountcoupon for future purchases on your site</li></li></ul><li>2.2 Marketing Tools: Bundle & Up-sell !<br /><ul><li>Less than 15% of the companies here use bundling / up-selling as marketing packaging strategy
  19. 19. “other” Bundling options
  20. 20. With other Vendors’ Products
  21. 21. With other “Value Added” items/services: hardware, books, support, etc.
  22. 22. Up-sell to a bundle
  23. 23. Things you can do tomorrow
  24. 24. Just set up a bundle product in your eCommerce engine and display it on your site – see what happens</li></li></ul><li>3.1 New Licensing Models - Subscriptions<br /><ul><li>Shoppers need a fast and cheap solution to their problem NOW
  25. 25. Companies appreciate this more, as they are concerned about their cash flow
  26. 26. Highly recommended for high value products
  27. 27. Your prices will look better and will convert your shopper more quickly
  28. 28. From $89/liftime, you can sell with $9 / month
  29. 29. Offer a time limited subscription option for your product, as an alternative to your lifetime license</li></li></ul><li>3.1 New Licensing Models - Subscriptions<br /><ul><li>What you need
  30. 30. DRM protection to limit your product lifetime
  31. 31. Recurrent billing capability [recommended]
  32. 32. Micropayments support
  33. 33. What you can do tomorrow
  34. 34. You do not need to change your product marketing information
  35. 35. Almost any e-commerce provider can help you with a DRM</li></li></ul><li>3.2 Offer Solutions, not Products<br /><ul><li>Now some wise words
  36. 36. People don’t look for your product, people look for a solution to their problem
  37. 37. Offer them MORE than a product
  38. 38. Consultancy, Information, Recommendations
  39. 39. Include COMPLEMENTARY products from other Vendors
  40. 40. Associate with good brands !
  41. 41. Offer a COMPLETE SOLUTION, and they will get back to you, because YOU ARE THE EXPERT</li></li></ul><li>3.2 Offer Solutions, not Products<br /><ul><li>What do I need ?
  42. 42. An e-commerce platform that supports cross-vendor selling and has your desired products set up in the system
  43. 43. What you can do tomorrow
  44. 44. Research for complementary products
  45. 45. Open an affiliate account to an eCommerce provider
  46. 46. Establish partnerships with the desired Vendors
  47. 47. Make 1 page on your site with complementary products
  48. 48. List your recommended products there (no more than 5)
  49. 49. This is money making from the day 1, if the products you recommend are best sellers</li></li></ul><li>3.3 Marketing via Social Networks<br /><ul><li>More and more people use social networks for business and to search qualified advice
  50. 50. LinkedIn, 40 mil. users
  51. 51. Twitter, 55 mil. Visitors/m
  52. 52. Facebook, 300 mil. users
  53. 53. Let people know about the problems your products solve
  54. 54. Participate to Question & Answers sections (LinkedIn)
  55. 55. There are many tips & tricks about how to use these new powerful marketing channels
  56. 56. But, be careful, it can be DANGEROUS, if you do not know how to do it !</li></li></ul><li>3.3 Social Networks - Twitter works ?<br /><ul><li>Traffic generation tool
  57. 57. Monitor competition by using Search Twitter http/www.search.twitter.com
  58. 58. It builds trust
  59. 59. Easy to start, but hard to keep it going
  60. 60. Big guys are using it too ! [McAfee, Microsoft, etc]</li></li></ul><li>3.3 Marketing via Social Networks<br /><ul><li>Things you can do tomorrow
  61. 61. Make your LinkedIn or Facebook profile, start Twitting
  62. 62. Invite your customers to follow you on Twitter
  63. 63. Email them about it !</li></li></ul><li>Finally - 3 Things to remember<br />Don’t waste time – start learning from your customers now<br /><ul><li>1 question per month is a good start</li></ul>Happy customers will buy again & sell better than you do<br /><ul><li>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</li></ul>Follow the trends: market your products via Social Networks, offer subscriptions as alternative licensing model<br />
  64. 64. More tips and information on<br /><ul><li>LinkedIn blog: http://blog.linkedin.com/
  65. 65. Free tips on Avangate articles section http://blog.avangate.com
  66. 66. Twitter for Dummies
  67. 67. LinkedIn for Dummies
  68. 68. Participate to Avangate Russian webinar in November</li></li></ul><li>Thank You For Your Attention Questions please ?<br />Email<br />LG@avangate.com<br />Follow us on Twitter <br />http://www.twitter.com/avangate<br />

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