MARKETING

and
Topic Outline:
Introduction To Marketing And Sales
You’re In Sales, Whether You Want To Be Or Not
Your Customer Is Your Boss
You Have Sales Before You Have Business
You Aren’t Always The Best Person To Close A Deal
Networking Isn’t All About You
Don’t Waste Time On People Who Can’t Say Yes
There’s No Such Thing As A Cold Call
Tell Everyone About Your Business
10. Ask The Right Questions
11. Receive The Maximum Value For Your Products Or
Services
12. Don’t Patronize Customers
13. Build Your Network Creatively
14. Don’t Hold Grudges
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MARKETING AND SALES
- Deals with the exploration and understanding of customer needs
- Deals with the impact on customer’s needs in accordance with the strategic purposes
of the organization

Same end goal :

INCREASING SALES

TWO ASPECTS OF THE SALES AND MARKETING RELATIONSHIP

 The responsibility of each group are closely linked.

 Marketing has a vital role in supporting sales.
 MARKETING SALES

Process or technique of Operations and activities

promoting, selling and involved in promoting and selling
distributing a product or service. goods and services.
“The existence of
business organization Focuses more on pre-sales activities,
Sales processes are closely
connected to them and realize the
is to create customers, survey and understanding the needs actual business relationships with
the company has two - of customers customers
and only these two-
basic function: Marketing-qualified lead” “Sales-qualified lead”
marketing and
innovation.” – Peter F.
Drucker
SALES AND MARKETING RESPONSIBILITIES

A W A R E N E S S FOLLOW UP
ENGAGEMENT RELATIONSHIP BUILDING
CONVERSION RETENTION
RETENTION
MARKETING RESPONSIBILITIES SALES RESPONSIBILITIES
 ’
2
 “Timid salesmen have skinny kids”
- Zig Zaglar
Entrepreneurs who start a business without thinking how their products or
services will be sold in the market place are making a huge mistake

WHY?
• They run a high risk of wasting valuable resources to create a product or service
that consumer do not want
• You are in business to make money
• Profits aren’t Everything, They’re the Only Thing
3
 Even if you are an Entrepreneur and you are the brain
behind
the business, you still have a boss: CUSTOMERS
 The idea that entrepreneurs are free from accountability
is
misguided and delusional
 Every business is very accountable for meeting the needs
of customer
 Entrepreneurs must be careful to listen to their
customers
 Entrepreneur can get fired too
 Entrepreneur should respond to the changing needs of
 customers in quick fashion
 Always be prepared of backfire
 Let the customers get what they want and do not dictate what’s best for them
4
 “Forget about the
Business Outlook. Be
on the outlook for
Business”
- Paul J. Meyer
 ’
5
“Beauty
awakens the
soul to Act”
– Dante Alighieri
 ’
6
 It’s About
Service
What You Can
Do To Rather Than
Help Others Self-service
Improve Their
Businesses
Networking events are nothing more
than a mini-convention of extremely
self-centered people
 ’
7 ’
YES
YES or NO
 ’
8
What is Cold
Call?
make an unsolicited
call on
someone, by telephone or in
person, in an attempt
to sell goods or
services.
 To make Cold Calls work
1. They can’t hurt you
2. Make it a game
3. Be willing to take risks
4. Warm it up as much as possible
5. Script out the entire call
6. Know your first 7 seconds cold
7. The more you talk about you, the worse you do
8. Focus on challenges you’re seeing
9. Engage them to start talking
10. Dig into what’s really going on
11. Get the next step locked in
12. Confirm that next step
13. Don’t run away from the phone after each call
9
For you to succeed
in your business
you
must not be afraid
or
shy to tell other people
about your business or
your product.
10
 There are GOOD and BAD
questions
 Asking the right questions
after an objection is
perhaps the most
important time when skill “Judge a man by his
comes in handy questions rather than
 A bad question after an by his answers” -
objection could cost us Voltaire
 Avoid Close-Ended questions
 Asking the right question in the right way, you can end up getting your
prospects to do all the selling for you
11
 Know your products or services value
 Don’t charge high enough otherwise you’ll get
kicked in the industry
 Quality over price
 Stay in the industry for years to build your
name and quality
 ’
12
 As an entrepreneur or CEO you must
respect your customers, clients,
employees
 Never make them feel they
are less than they are
 Your job is to make your
customers and employees
feel they’re the most
important people in the
world
 Being kind is a must
 Never disrespect or show that you
are uninterested to your clients,
customers, and employees unless
they deserve it
13
NETWORKING
 - The action or process of interacting with others to
exchange information and develop professional or
social contacts

2001 Entrepreneurs and professionals from all fields welcomed

the new idea of NetWeaving

• A concept introduced by author and businessman Bob Lit Tell
• Is “all about giving and helping others while having the confidence to know
that eventually you, the NetWeaver, will benefit in return.”
Four (4) Important Steps:
Being ProActive
Being Creative

Finding the most appropriate Environment

Meeting the right People
14 ’
 ENTREPRENEURSHIP
“This is
business, not - Is a humbling exercise in learning how to
deal with your negative feelings, so as to do
personal” – what’s best for your company

The
Godfather
 You must not take business “personal” because it pushes you off track and leads
to terrible decisions
 Simplest rule – treat even those who reject you like they are your biggest and best
clients
 Be courteous at all times

’
 Provide them with information to help them in their business