This document discusses tips for translation providers to improve their business development and sales efforts. It recommends taking a Buddhist approach to selling by reflecting on negative reactions and practicing difficult sales tasks. It also provides tips for improving online presence through optimizing websites, social media profiles, and search engine optimization techniques. The overall message is that translation providers should focus on passive business development methods and improving their digital marketing.

1. Документы, пожалуйста!

2. Камень-
тайник
британской
разведки
Somewhere in Russia’s biggest car park …

3. Congratulations Agent Lawrence
Because of your excellent
Russian pronunciation and
complete mastery of
Russian irregular feminine
genitive plurals the
Russians have no idea that
you’re really a …

4. SPY!

5. To continue your
excellent work, we
need you to accept a
new mission…

6. да или нет?

7. PS …
Kate says “Привет!”

8. The Mission Animation!
YouTube video

9. Deodorant test
•Translation company?
•Freelancer?
•Happy with industry?
•Children into industry?

10. The Other Mushrooms

11. Mushrooms
• Russia has a large internal market
– These are your ‘mushrooms’
• Business outside of Russia and the CIS are the
‘Other Mushrooms’
– The may be more profitable
– But they are more difficult to find

12. What type of Mushroom picker are you?

13. Vendor Growth

14. Life isn’t easy …

17. But many translation providers do
not like selling …

18. Sell like a Buddhist!

19. Why?
• Many translation providers don’t like ‘selling’
• Even some sales people in our industry don’t
like activities such as ‘cold calling’
• If you don’t like ‘selling’ – sell like a Buddhist
• Or use passive means such as a ‘competitive’
and compelling web presence

20. Sell like a Buddhist!
• One Buddhist meditation is to reflect on your
‘reaction’ to situations, for example they
believe we feel:
– Anger in the arms
– Fear in the legs
• Understand how you feel about ‘cold calling’
(for example) and realise others feel that way
too

21. Sell like a Buddhist!
• Overcoming your negative ‘feelings’ helps you
to perform ‘difficult’ sales tasks such as
– Asking for the order
– Making initial contact on the telephone

22. Sell like a Buddhist!
• Other ways of overcoming negative feelings
• Imagine the client as a one of your ‘happy
clients’ you have already worked with
• Practice and set sub-goals for each interaction
– such as finding answers to a number of
questions

23. Improve your web presence

24. Me and Sponge Bob just don’t get on
…
Well it’s Plankton really!

25. Copyright © Amicus TransTec Limited
2010-2013
25

26. Copyright © Amicus TransTec Limited
2010-2013
26

27. Google.ru
Copyright © Amicus TransTec Limited
2010-2013
27
My website
My social media profiles Sponge Bob
My ‘alt texted’ and
social media images
Conference
website

28. Copyright © Amicus TransTec Limited
2010-2013
28

29. Copyright © Amicus TransTec Limited
2010-2013
29

30. Copyright © Amicus TransTec Limited
2007-2013
30

31. Search as your client
• Use their:
– Google
– Language
– Search terms
– Industry terms
• Search outside your bubble (e.g. logout of gmail)
• Google Keywords tool can
• Google Site:www.yourcompany.com ‘search
term’
• Quirk (keyword density) in Firefox browser

32. Your name or your brand

33. Social Media Profiles
• Set up personal and company profiles on
relevant social media
• In the languages of your clients

34. Own your Latin name
• Choose a transliteration and stick with!
• Use a ‘profession’ business-like picture (no
cats or holiday pics please)

35. End Credits Animation
YouTube Video
douglawrence.ru