PROBLEME

de crestere organica?
Cum se poate OBTINE
5X in afacerea ta?

Nr. public TINTA total: ___________

Nr public TINTA adresabil: ________

Nr public TINTA relevant: ________

X? __
Nr public TINTA castigat: _________

Nr public TINTA loializat: ________

 Promisiunea de brand
Pe cine deservim?

Cum facem?
Pe cine?

Ce oferim?

Ce
Cum?
faci?
 Promisiunea de brand
EXERCITIU

FORMULA MAGICA: We help ______ to ____ and_____

AJUTAM / SUSTINEM/ etc __________________________________________

SA ____________________________________________________________

SI _____________________________________________________________
 Beneficiile de BRAND pentru consumator
EXERCITIU

DIFERENTIERE RELEVANTA RESPECT CUNOASTERE

Atractivitate Achizitie Loialitate Referinta

Ce ne diferentiaza? Ce e cel mai relevant? De ce ne respecta? Ce sa stie despre noi?

 Experienta de brand
EXERCITIU

NOTA GENERALA: _____ PRODUSUL VANZAREA

MEDIA EXEPERIENTEI: _____
% de IMBUNATATIT: _______

ACTIUNI DE INTREPRINS:

OPERATIUNILE SERVICE-ul
Conversiile lead / canal
A. CANALE EXTERNE Activitati Costuri Numar Eficienta
PLATITE lunare lunare LEADURI (1-10)
Print / Reviste
TV / Radio
Outdoor
Distribuire materiale
proprii
Display / PPC
Campanii Social Media
Retargeting / Remarketing
Influenceri
Afiliati
Continut platit
Altele

TOTAL LEADURI LUNARE VALIDE :

Conversiile lead / canal
B. CANALE EXTERNE Activitati Costuri Numar Eficienta
CASTIGATE lunare lunare LEADURI (1-10)
Conturile de Social Media
Grup FB
Canal YouTube
Postari sharuite
Likes, Shares, Repost, etc
Parteneriate termen lung
Altele

TOTAL LEADURI LUNARE VALIDE :

Conversiile lead / canal
C. CANALE INTERNE Activitati Costuri Numar Eficienta
DETINUTE lunare lunare LEADURI (1-10)
Website
Aplicatii mobile
Baza de date email
Blog / Vlog
Agenti
Magazine proprii
Referinte / word of mouth
Altele

TOTAL LEADURI LUNARE VALIDE :

 Canalele de promovare
SUMARIZARE EFICIENTA LEADURI

Nr. LEADURI VALIDE ____ Nr. LEADURI VALIDE ____ Nr. LEADURI VALIDE ____
Costuri ______________ Costuri ______________ Costuri ______________
Eficienta______________ Eficienta______________ Eficienta______________
To DO _______________ To DO _______________ To DO _______________
_____________________ _____________________ _____________________
_____________________ _____________________ _____________________
_____________________ _____________________ _____________________

A. CANALE EXTERNE
B. CANALE EXTERNE C. CANALE INTERNE
PLATITE CASTIGATE DETINUTE
•  Print / Reviste
•  TV / Radio • Conturile de Social Media • Website
•  Outdoor • Grup FB • Aplicatii mobile
•  Distribuire de materiale proprii • Canal YouTube • Baza de date email
•  Display / PPC
• Postari sharuite • Blog / Vlog
•  Campanii Social Media
•  Retargeting / Remarketing • Likes, Shares, Repost, etc • Agenti
•  Influenceri • Parteneriate termen lung • Magazine proprii
•  Afiliati • Altele • Referinte / word of mouth
•  Continut platit
•  Altele
CALIFICARE Leaduri
EXERCITIU
CATEGORIA 1: cei mai potriviti
Cum arata acest prospect? Ce comportament de achizitie are:
___________________________________ __________________________________
___________________________________ __________________________________
___________________________________ __________________________________

CATEGORIA 2: de rezerva
Cum arata acest prospect? Ce comportament de achizitie are:
___________________________________ __________________________________
___________________________________ __________________________________
___________________________________ __________________________________

CATEGORIA 3: de evitat
Cum arata acest prospect? Ce comportament de achizitie are:
___________________________________ __________________________________
___________________________________ __________________________________
___________________________________ __________________________________
 CONVERSIE
leaduri / tip FUNNEL

B2C Numar | Actiune | Timp

•  Vizita site / magazin

INTENTIE •  Detalii produs
•  Demo / Testare

•  Recenzii / Testimoniale
EVALUARE •  Comparatii
•  Promotii / Oferte

•  Adaugare in cos
DECIZIE •  Creare cont
•  Evaluare garantii
 CONVERSIE
leaduri / tip FUNNEL

B2B Numar | Actiune | Timp

•  Informatii generale
RELATIE •  Beneficii
•  Credibilizare

•  Prezentare oferta
OFERTARE •  Suport in selectie
•  Oferta 1, 2, 3.

•  Termeni si conditii
NEGOCIERE •  SLA
•  Contract
Up sell / Cross Sale / Next Sell
EXERCITIU
Up SALE Cross SALE Next SALE

• ____________ • ____________ • ____________

• ____________ • ____________ • ____________
• ____________ • ____________ • ____________
• ____________ • ____________ • ____________
• ____________ • ____________ • ____________
• ____________ • ____________ • ____________

OBSERVATII:
 OBTINEREA
serviciilor / produselor
NOTA NOTA NOTA NOTA ACTIUNI
INTERNA EXPERTULUI CLIENTULUI GENERALA DE INTREPRINS

SIMPLITATEA ALEGERII

DISPONIBILITATEA in stoc

PROCESUL DE COMANDA
SERVICIILE DE SUPORT

METODELE DE PLATA

IMPACHETAREA
RECEPTIA

TOTALURI: | | | |

CONCLUZII:
 SATISFACTIA clientilor

NPS – NET PROMOTER SCORE

“In urma ultimei achizitii, cat de probabil ne veti recomanda
prietenilor si cunostintelor?”

1 2 3 4 5 6 7 8 9 10

DETRACTORI NEUTRII PROMOTORI

 Implicarea in
COMUNITATEA de clienti
TIP ACTIVITATE FRECVENTA COSTURI REZULTATE
Grupuri
Activari
Webinarii
Articole
Exclusive
Oferte flash
Pachete
Concursuri
Altele
 Clubul de fidelitate

ANNUAL CUSTOMER VALUE - FORMULA COMPLETA:

ACV = COS MEDIU X NR ACHIZITII / AN X GROSS MARGIN

EXEMPLU: 240 LEI X 7 X 48% = 806 LEI

EXEMPLUL TAU: : LEI X X %= LEI

BONUS:
PROFIT / CLIENT = (CAC + RETENTION COST) / ACV
Clubul de ambasadori
Ambasadori INTERNI Ambasadori CLIENTI Ambasadori EXTERNI
 Clubul AVATAR
STUDII PIATA TENDINTE CLIENTII AVATAR

CEA MAI TARE INOVATIE AR FI:

CUM se poate OBTINE 5X IN AFACEREA MEA?

ACTIUNI X FACTOR ?

ACTIUNI X FACTOR ?

ACTIUNI X FACTOR ?

ACTIUNI X FACTOR ?

ACTIUNI X FACTOR ?