Started with
Self-introduction using 4P and SWOT
4P
↓↓↓
Product (what is your product?)
Price (what is the price?)
Place (Where to buy it?
Promotion (How do you sell it?)
SWOT
↓↓↓
your Strength
your Weakness?
how to create that into an Opportunity? (issue)
Threat analysis? (Countermeasures)
Who are the 4 great saints？！
・Socrates
・Buddha
・Jesus Christ
・Confucius
Plus Japan's Shinto
West and Eastern
Centered around things Centered around the heart
Conflict Harmony
Who are the enemies？ Japan →long history
Killed by people close to them
The essence of marketing
His Majesty the Emperor
Prays for the people
The people protect him
Companies that are working for their customers
Will they go out of business?
Our brains have been brainwashed by the idea of possessions
Celebrate everyone's success
Ninomiya Sontoku (=consultant)
Hotoku Thought
5 Confucian Virtues (All-Earth Science)
North（water）
Wisdom (parents/seniors etc)
↑
West（gold）→ Center（earth） →East（tree）
Righteous
virtues Divine Virtues Benevolence
↓
South（fire）
Courtesy (subordinates etc.)
Sales Process
Creating a proper Sales Funnel
↓↓↓
In chronological order
The sales process
Verbalize (make it easy to see)!
4 customers (states)
・Potential customers ↓↓↓no personal information
・Prospective customers ↓↓↓have personal information
・Purchasing customers
・Repeat customers → Followup=Trust balance
↓↓↓
Introduction/Recommendation
This sales funnel is in the mind of all leaders.
Verbalize this and communicate to subordinates.
It's because this is not done
that the CEO is often the one creating a large part of the sales.
Getting new customers
１。No trust！ →To a place of trust Do CM!
２。Existing → Introduced to new customers
３。Utilize the trust of other companies
Level of trust
If that person says so・・・
If it's written on that persons newsletter ・・・
4 types of prospective customers
↑NEEDS↑Troubled customers Immediate customers
high
↑ ↑
↑ ↑Not yet customers Eventual customers
→ → → → High desire
Not yet customers ＝Have no need or desire
These people will listen to us so we tend to go there
Best not to spend time here
Just make sure they get the information
All you need to do is not forget
Mail magazine(they may not read it but they will read the title)
Troubled customers ＝There is a need but there is not a want
Best to provide enjoyable information
If you do 〇〇 it's so fun 〜♪
Eventual customers＝one day one day・・・
Provide pain information
If you keep on like this it'll get worse〜
Immediate customers＝Need and want！！！
Close right away ！
α is acquiring a list
Collect people who are interested
β is acquiring applications
Educate and increase their want
example）
α・・・give interesting books as a free present
don't oversell
while reading it they may get interested
maybe I'll at least listen to what it's all about 〜
β・・・Actual sales
Explaining the product
Selling
FFMB
F ＝Free
F ＝Front end low cost/don't try to make money here
Increase your level of trust
M＝Middle end product
B＝Back end product
Automatic revenue model
Create a system!
α＝Enjoy creating your lis
β＝Do sales to people who are interested
F α
↓↓↓β（Why do I need to buy this product？）
F
↓↓↓
M
↓↓↓
B
Sales psychology
Brian Tracy
"I will publish all my business methods" BOOKK
Old model is・・・
Creating a relationship＝１０％
Interested in the product?＝２０％
Presentation＝３０％
Closing＝４０％
New model・・・
Trust relationship ＝４０％
Understanding their needs ＝３０％
From Presentation (20%) to closing(10%)
If their needs don't match your company, introduce another company that does!
Solve the customers problem first =Accumulate virtue
Do you have a product that sells？
When thinking of a product
place priority on what ISSUE it will solve?!
１）What？
２）What counter measures are you taking？
Surveillance capitalism
↓↓↓
Who are you connected with？！＝disparity
"To connect with good people" "you need to be a good person"
Be clear on your intention for what you share
Be someone who shares information that has value
Use hashtags
Try using extreme wording (radical copy)
Posts that are easy to like
Impactful visual (photos are important too)
What is important is connection
ENGAGEMENT!
HOT SEAT
Management cannot be controlled without being measured!
KPI
・Conversion rate
・Purchase rate
・CPA customer unit
・CPR
Attracting customers
ΣCR×V
1)Increase the reaction rate
2)Increase the number of views
3)Increase channels
CR Increase conversion
X
Number of visits/views
１）Fewer processes →Increase
２）Too many processes→Decrease
USP/UVP
Unique Selling Proposition
Unique Value Proposition
１）Present benefits
What will happen if I purchase？
What good things will happen？
２）Make a big promise
Make a promise that no other company is
３）Use powerful words
Unique value proposition
example
Domino pizza
If it doesn't arrive within 30 minutes it'll be free!
DYSON
Suction power does not change
QB HAUSE
10 minutes
1000 yen
INABA shed
100 people can fit on it
RISE UP
Commitment to results
Sales is
Numbers×Price×Repeat
Those who succeed/don't succeed
Is the winning pattern duplicable?!
↓↓↓
・Understand the structure of a successful business
・Accumulate a database of successful cases
・Output habit
・Mindset change
80% is mindset
Those who have no good thoughts will become no good
Once the "why" is shared, everyone starts moving!
KNOW-WHY
Collaboration
Host＝People who have the ability to sell and attract customers
Beneficiary ＝Person with product and brand power
Will you collaborate as a host or as a beneficiary?!
example
Department store and brand stores
LTV
LIFETIME VALUE
↓↓↓
Align what improvs your life and that of others
STEP 4
Declaration
Think about branding
Brand＝Meaning
Trust makes it easy to get prospects
Share your story
It will stay with people 22 times more than facts
Become a story teller
example）IPOD 1000 SONGS IN YOUR POCKET
WHY did you start what you do?
WHY are you still doing this it now?
↓↓↓
１) Influence Persuasive/Convincing
example "I will tell you something personal" ....then all of a sudden everyone listens
It's sticks better in our memories
That's what spreads by word of mouth
２）Communication of meaning
How to see Others→You ？！
Your product
Your company
３）Resonance
Have people imagine the positive future after purchase
It is FOR ME！！！BEST FOR ME
４）CONSISTENCY
How you see yourself
How you want to be seen
How you and others see yourself →Is it consistent？！
As someone with value?
５）HUMAN GROWTH
On the way to completion
Forever growing
Campaign
example）Hattendo Cream bread What if it were a luxury item？！
Combine it with unexpected characters
Gandam and tofu
Create a new culture
Valentine day
New Year soba was a campaign planned by a soba shop in Edo era
OGLVY's LAW
2/3 is picture
1/3 is words
There are no new products without a campaign！！！
↓↓↓
You are the only one who knows about the new product
Campaigns should always be done, no matter the how!
What is new about it?
What is interesting?
Why now?
BEST FOR ME
LUNCH with the ladies〜〜〜
It was too bad I couldn't go.
Thank you so much
Grateful to everyone in each region ！
新刊、おめでとう！！！
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Link to Takumi Yamazaki’s
ENGLISH Book “SHIFT”