Marketing Meeting Tue Sep 11, 2018
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- SPIN marketing - situation, problem - https://www.pipelinersales.com/learn-crm/sales-techniques/spin-selling/
- 80% of time should be customer calling - you don't get to see problem or how to solve it, and objections are unsaid
- A lot of it is creating an expertise - with mutual understanding. So people raise objections and address them.
- If you have good knowledge you
- Situation - questions getting insight about problem. Under 5 minutes.
- Typically - you are not their number one priority. Or otherwise they would have found you already. There is a process for eliciting situation.
- Problem - identify the pain.
- Implications - we have no information on that. What does it mean for you from their perspective if something doesn't happen. Under 5 minutes. Elicit solutions to problem. Find out what happens if we don't address the pain.
- Need-Payoff questions - from implications questions - go to 'what difference would this product make if your need is solved'. Ask them - if you solved this pain point - thne
- Questions - frame as questions - as they are the expert on what they need.
- There are strategies for how to reach other decision makers in organizations.
- FabLab Barcelona has 30 3D printers. Question was can you buy 3 RepRaps instead of 1 Ultimaker.
- In sales process, use sales prevention if a person thinks that 3D printers require no education to use.
- Make sure we communicate the need for a skill set
- Ferdi's friend runs Blocks, a 3D printer company
- Neil Rackam, book on SPIN marketing
- http://www.pardavimuformule.lt/wp-content/uploads/2017/02/Spin-Selling.pdf
- SPIN is a lot about listening. LingoLive - got an intern to interview people. Different situation between research questions anactually selling.
- Getting to the right person is important - who is the decision maker?
- Who is the decision maker for workshops at libraries.
- There can be rigor around finding a decision maker
- You can always be creating a new product. What is critical is qualifying leads. So you know what you are selling. Choose one that is the biggest pain point that leads to most benefit.
- What is the real need
- Corporate espionage - or market research
- Ferdi - 3D printers are regional. People bought one and they promote it.
- We sell knowledge, not 3D printers. Sell knowledge to build machines, not products.
- 80% of fab lab product goes to the garbage.
David at Hammerspace
- Fablabs map - 5 in KC - https://www.fablabs.io/labs/map
- David - http://www.rooiejoris.nl/z-unlimited/
- https://www.meetup.com/Hammerspace-Community-Workshop-and-Makerspace/events/znvjxlyxnbbc/
- https://www.onitechnology.com/
Reframe
- Goal is generating income -