2015

Sales model & Sales model & value propositionvalue proposition

Hi! I’m Henri

I design and build Sales Models

Process

Process

Process

DON’T DO IT!

Aim of the talk

- Too much effort on the design

- Too little effort on the numbers

What should I do then?

START THINKING ABOUT YOUR SALES MODEL

Goal of a Sales Model

- To find CUSTOMER FUNNELS that bring you the most money

- Repeatable- Measurable

4 steps of a sales model

Marketing Channel

Medium• Your webpage• Special landing page• Facebook fan page• Facebook campaign page• E-shop• Third party site that offers your products (e.g.,

Groupon)

Your offer• Discounted price• Limited amount• Limited time• Free value (informative content or

downloadable documents)• Unique value

Selling Process• Purchase• Inquiry• Reservation

All of the blocks need attention

You do not need an award winning website.

You need a working Sales Model.

Direct your focus on that.

Measuring

How to understand if it is WORKING?

Our numbersCost 1150 € + 58h (3480 €)=4630 €

Revenue30 000 € + 4500 €=34 500€

REVENUE / COST = 7,4

Case 1

300 € 2400€R/C = 8x

Case 2

1447 € 13 536 € R/C = 9,35x

Case 3FB ads R/C from 4,9 to 13-17Budget up 3x

Campaign17 654 new fans13 145 new emailsR/C = 5 after two months

What you should not focus on

-Logo (your great work build your brand not the other way)-Background image (is it related with your product or service? Good, let it be.)-Exact colours (good designer knows which suits with what)-What Apple is doing

What you should focus on• What is the R/C ratio of my Sales Model?• What is the R/C of different funnels in SM?• What can I do to increase profits?• Am I making money with the changes I am

currently applying?

Does this makes any sense?

Lets give it a tryMarketing Channel

•Google Organic Search•Google Adwords text ads•Google Adwords banner ads•Google Adwords remarketing•Facebook posts to fans•Facebook Ads•Facebook promoted posts•Bing or other Search Engines (organic and purchased traffic)•Email list you own•Someone else´s email list•Banner ads on different sites•Your blog•Someone else´s blog•Different forums•Twitter•Pinterest•Instagram

Medium

•Your webpage•Special landing page•Facebook fan page•Facebook campaign page•E-shop•Third party site that offers your products (e.g., Groupon)

Offer

•Discounted price•Limited amount•Limited time•Free value (informative content or downloadable documents)•Unique value

Selling process

•Purchase•Inquiry•Reservation

KÜSIMUSI?

Henri Palmarhenri@lavii.ee51 27 838