Close The Sale in 6 Steps
Sebagai seorang yang bertanggung jawab untuk mendapatkan client baru, sangat penting bagi kita untuk mengetahui beberapa step untuk closing deal. Ditengah market yang begitu luas dan persaingan dengan kompetitor, penting bagi seorang salesman untuk menghemat waktu dan tenaga untuk ini. Berikut adalah beberapa step yang harus dilakukan untuk closing deal: 1. Prospecting Riset, riset dan riset. Pada tahap ini kita dituntut untuk melakukan riset yang mendalam untuk menemukan perusahaan dan orang yang potensial yang cocok dengan service yang kita miliki. 2. Qualifying Setelah kita mendapatkan potential client, hal yang harus dilakukan selanjutnya adalah apakah mereka cocok dengan tiga kualifikasi ini: Budget Apakah mereka seorang decision maker? Is there desire to buy? Jika mereka adalah QSL (Qualified Sales Lead), kita siap untuk maju ke step selanjutnya: 1. Approach Pada tahap kita harus mengerti kebutuhan client kita seperti apa, kita juga harus menanyakan problem yang sedang mereka hadapi seperti apa dan mencoba untuk memberikan solusi awal untuk ini. Remember, seek to understand, not to diagnose. 2. Presentation Isi presentasi kalian harus mencakup features, advantages dan benefit, ketiga hal ini harus ada di product service yang kalian tawarkan. Solusi ini harus cocok dengan problem yang sudah di ketahui sebelumnya. 3. Objection Kita harus siap, ketika client kita memberitahu mengapa mereka mungkin tidak menginginkan product atau service kita. Objection adalah tanda bahwa mereka tertarik dan mereka mungkin perlu informasi yang lebih banyak. 4. Close Close the sale dengan menanyakan hypothetical question seperti: “If that’s all, I’d like to ask you, If you get a credible proposal by x, that addresses your concerns about y for $z, would you able to move forward?” Lalu berikan mereka waktu untuk menjawab. Source: https://www.instagram.com/p/CIYPGgqpB7L/ Image: https://www.rawpixel.com/image/1208637/group-business-people Contact our Client Relation here!
Influencer Mahal
Saya pernah ngobrol bareng dan cerita-cerita ke salah satu manager artis yang kita sebut saja Mr.X tentang “ada KOL/ Influencer yang underprice dan ada juga yang overprice. Alias ada yang kemurahan dan ada yang gatau diri”. Sebenernya menurut Mr.X ada tipe yang ketiga yaitu KOL yang MAHAL (EXCLUSIVE). Tapi mahalnya punya alasan. Jadi Brand atau agency melihat KOL/Influencer tersebut dengan harga yang diberikan pun menjadi biasa aja. Toh memang kapabilitasnya dia memang segitu. LAH KOK BISA? JAWABANNYA YA BISA (kata si Mr.X) Ada beberapa hal yang membuat KOL/ Influencer tersebut MAHAL tapi WAJAR menurut Mr.X. 1, Honest Review Si KOL/Influencer ini picky banget dengan yang namanya endorsement. Kalau ga cocok sama barangnya, si KOL/Influencer tersebut bakal balikin dan ga mau promote. Feednya ga penuh sama endorsan. Terus sangat jarang mereka ngambil endorse untuk produk skin care, obat pelangsing atau olshop. KOL/Influencer tersebut sengaja menjaga integritasnya. Gamau followersnya kenapa-kenapa dengan review yang diberikan olehnya. Jadi si KOL/Influencer ini tuh hanya merekomendasikan produk dari brand yang memang popular dan berkualitas baik. Mungkin hanya Brand Local maupun Brand International yang dipilihnya, Makanan yang menurut dia enak, ga asal bilang “aku suka banget sama makanannya, mo meninggal lah” Padahal rasanya kaya nano-nano, campur aduk. Tau kan? Kata si Mr.X sambal tertawa terbahak-bahak. 2. Impactful Si KOL/ Influencer itu bisa impactful sesuai objective yang diingkan. Awareness, consideration, engagement, dan conversion. Apalagi yang conversion. Siapa sih brand yang gamau KOL yang dipakai langsung ngaruh ke sales? Pasti semua mau banget kan? Nah jaman sekarang ga banyak yang bisa seperti ini. Langka. Karena apa? Audience sudah bosen sama kegiatan influencer marketing.Jadi kalau ada KOL/Influencer yang bisa menghasilkan conversion pasti akan manteb banget. Ujar Mr.X. 3. Engagement Rate tinggi Kalau ER nya tinggi banget, tiap postingan selalu rame, yang komen juga rame, likes nya rame, Nah itu KOL pantas banget di hargai mahal. ER itu untuk ngukur seberapa dekat KOL/Influencer sama followersnya. Kalau dekat, pasti rame yang komen. Kalau ga dekat, yaaa yang komen sepi, simple. Gausah pake tools juga keliatan. Makin kesini banyak KOL /Influencer dengan followers tinggi tapi postingannya sepi banget banget banget. Yang komen cuma 1 atau 2 ga sebanding dengan jumlah followersnya. So, kalau kamu mau jadi KOL/Influencer lalu ngerasa ER mu tinggi? MAHALIN. Perintah Mr.X. ER kecil? Instropeksi diri kalian maupun konten kalian. Harga yaa cincai-in aja la yaw. Lanjutnya. 4. Tampilannya “MAHAL” Many people assume that originality is what defines greatness. Art can only be brilliant if it’s something nobody’s seen before. There’s no such thing as Bisa dari tampilan feed yang bagus dan objek yang dipakai sama KOL itu.original art, Artistic influences are sort of like genetics, influenced by other artist too. Try to name who influenced us the most, can be influencer, musician, stylist, etc. Start by imitating, finish by emulating. Don’t afraid to copy, plagiarize is different thing! As we keep copying, we will gradually realize that we’re quite different from them. In some areas, we won’t be able to do exactly what we did. Feed rapih, bionya juga rapih. Di bio ga di tulisin semua akun sosmed si KOL/Influencer tersebut. Lalu ga banyak icon atau emoji yang digunakan.Objek yang dipakai. Maksudnya adalah, missal KOL/Influencer tersebut adalah seorang beauty creator yang sengaja ngejar segmen atas, trus isi kontennya banyak menggunakan produk YSL, SK II, pokoknya brand mahal. Nah dengan begitu pasti akan terlihat “MAHAL” nya. Fashion creator? Misal brand chanel, zara, Hermes, Versace, Gucci, dior, dll pun sama. Akan terlihat “MAHAL” nya. So? Worth it kan kalu mereka modalnya seperti itu untuk bisa di hargai dengan MAHAL? Nah itu dia cerita dan informasi seru yang diberikan oleh Mr.X. Ternyata ada ya hal-hal yang bisa membuat KOL/ Influencer terlihat “MAHAL” di mata brand/ Agency. Contact our Client Relation here!
Mengenal Si Penerima Pesan dalam Komunikasi Internal
Sepertinya, hampir semua dari kita sudah mengetahui proses dari berkomunikasi ya? Dimulai dari si pemberi pesan (komunikator), media untuk menyampaikan pesan, pesan itu sendiri, lalu diterima oleh komunikan, dan adanya umpan balik. Tapi, di masa yang (diharuskan) serba daring ini, penyampaian pesan jadi lebih menantang ya? Kalau berbicara soal medianya sih, sudah biasa dan hampir semua dari kita sudah terbiasa. Namun, yang menjadi riskan adalah soal perbedaan setiap individu si penerima pesan. Satu pesan yang sama dan disampaikan melalui media yang sama bisa berdampak berbeda terhadap seseorang jika kita tidak tahu bagaimana celah untuk menyampaikannya. Berikut beberapa hal yang perlu kamu perhatikan untuk bisa menyampaikan pesan secara efektif ke sesama kolega selama WFH. 1. Karakter Rekan Kerja Beberapa rekan kerja mungkin bisa diajak berbicara dengan nada bercanda. Namun, beberapa di antaranya mungkin akan lebih baik kalau diajak berbicara dengan lebih serius dan sederhana. Beberapa mungkin masih mau memberi respon setelah jam kantor, beberapa mungkin akan tersinggung kalau masih diganggu setelah jam kantor. Kamu harus tahu preferensi masing-masing rekan kerjamu. Caranya? Tanya saja! ‘Malu bertanya sesat di jalan’ masih sangat berlaku di era modern ini. 2. Penggunaan Emoticon Menggunakan emoticon memang bisa menambah sensasi dalam bertukar pesan. Tapi, perlu diingat bahwa tidak semua orang bisa toleran terhadap penggunaan emoticon. Atau bahkan, mungkin beberapa orang masih belum mengetahui makna dari sebuah emoticn. Pernah melihat meme yang menampilkan seseorang mengirim emoticon tertawa untuk mengucapkan kabar duka? 3. Jam Kantor Seperti yang sudah disebutkan di poin pertama, bahwa semua orang punya preferensi berbeda dalam menanggapi pesan di luar jam kantor. Jika ada keperluan yang mendesak di luar jam kantor, ada baiknya untuk menanyakan kesediaan rekanmu terlebih dahulu. Jika dia bersedia dan tidak berhalangan, baru kamu bisa membahas dan menyampaikan pesanmu secara lebih detail. Contact our Client Relation here!
Client is Your King, Act as Advisor not His Servant
There’s saying in the agency world, “client is king” even some says that “client is god”. It’s not wrong to refer them as your king since you service them with all you’ve got. Some people getting this old saying wrong in some point especially account in agencies, it’s true that Client is your king. The problem is how you refer yourselves in front of the king? As his “advisor” or as his “servant? Here’s a little tips on how to say measure: 1. Be considerate of your internal team Client usually has sudden request. Of course it’s important to meets your client expectation but you have to be considerate with your team mates. Are they full doing other works? 2. Make sure about your Service Level Agreement Before signing a partnership, definitely there are Service Level Agreement between 2 parties. Make sure to come up with a solution before addressing the SLA such as negotiation about the deadline and the output. Contact our Client Relation here!
Importance of Organizational Awareness
In managing and handling proactive change in an organization, organizational awareness is one of the most important key elements. Organizational awareness could help in decisions making, communication, teamwork, culture, and leadership effectiveness. It can establish competitive advantage and creating consistent results which could lead to increase in revenue and profitability. According to Daniel Goleman (2016), organizational awareness means having the ability to read a group’s emotional currents and power relationships, and identify influencers, networks, and dynamics within the organization. In other words, Organizational awareness is about understanding different aspects and elements of the organization including workings, structure, and culture of the organization. It also consists of the understanding of political, social, and economic issues affecting the organization. In advertising industry, having a good organizational awareness means an advertiser is required to know and acknowledge the objectives, policies, and structure of the organization and corporate with other person in order to work effectively to achieve a certain goal or target. When recruiting new employees, employers always consider organizational awareness as an important aspect, because it is the role of organizational awareness to acknowledge the company, understanding job roles and structures, and adapting to the culture within the company. Moreover, organizational awareness also indicates the commitment to the job. Knowing and understanding organizational awareness is one thing, but how organizational awareness enhance our skill in workplace? According to Kate Leto (2018), someone with high organizational awareness will be able to: 1. Make more informed decisions based on tangible and intangible data. They know what the appetite for a decision is, who needs to be influenced, why, and how. 2. Develop a clear strategy to getting things done because they know the internal (and external) landscapes. They can identify the right person or team for the right job at the right time. 3. Communicate in a way that resonates. They know the unwritten language and tone of their organization. 4. Build a coalition to get things done. They have the ability to motivate others to work towards a shared goal. Contact our Client Relation here!
Performance Management: A Way to Evaluate Your Organization
In managing an organization or company, good managerial is required. Basic management knowledge needs to be understood and applied well by the manager so that it will be very helpful in carrying out his duties in an effort to achieve organizational goals. Good management is key community welfare which consists of various kinds of organizations. One aspect key in management is how managers can recognize roles and the importance of the parties who will support the achievement of company goals. In addition to the management processes that need to be considered in an organization, performance in an organization also needs to be considered. Because, performance is the result of work and also an assessment of the work of someone who is involved in the world of work of an organization. Therefore, performance also requires management the results obtained or the performance of the workers or employees can achieve the results aimed by the company. Implementing performance management will provide benefits to the organization, teams, and individuals. Performance management supports the overall goals of the organization by linking the work of each worker and manager in the entire work unit. Performance management can be done through the process below: 1. Input Performance management requires a variety of inputs that must be managed in order can synergize with each other in achieving organizational goals. The input is in the form of: human resources (HR), capital, materials, equipment and technology as well as methods and work mechanism. Performance Management requires input in the form of availability of HR capabilities, both as individuals and teams. HR capabilities are manifested in the form knowledge, skills and competences. Knowledgeable human resources and skills are expected to improve the quality of the performance process and work results. Meanwhile, competence is needed so that human resources have the appropriate capabilities with the needs of the organization so that it can provide its best performance. 2. Process Performance management begins with planning about how plan goals that are expected in the future, and arrange all resources and activities needed to achieve goals. Plan execution monitored and measured progress in achieving goals. Assessment and review re done to correct and determine the steps required if there is a deviation from the plan. Performance management intertwines each other respect the interests of the parties involved in the performance process. Procedures in performance management are carried out honestly to limit adverse effects in individuals. The performance management process is carried out in a transparent manner, especially towards people who are affected by decisions that arise and people get a chance through the basis of making a decision. 3. Output Output is a direct result of organizational performance, both in form goods or services. The work achieved by the organization must be compared with expected goals. Output can be greater or lower than the objective has been established. If there is a deviation, it will be a feedback in planning future goals and performance implementation that has been done. 4. Benefits Apart from paying attention to output, performance management also pays attention to benefits of the work. The impact of work results can be positive for the organization, for example because the success of a person in realizing their achievements has an impact on increasing motivation thus increasing organizational performance. But the impact of someone’s success can be negative, if because of his success he becomes arrogant who will make the work atmosphere not conducive. Contact our Client Relation here!
Boost Your Career with Interpersonal Skills
The truth of career life is where you work or what your job may be, your interpersonal skills will impact the way your career progresses. Why? If you have strong interpersonal skills, your team will function better together and you will all accomplish more. When people work productively with you and they enjoy the process, I bet that they’re also more likely to be endorse you to be promoted and recommended for the opportunities. Think about it this way: Wouldn’t you enthusiastically endorse those favourite colleagues of yours and talk them up if you had the chance? I’d bet that’s not only because they have the technical skills to do the job, but also because of their interpersonal skills. Tchiki Davis, founder of the Berkeley Well-Being Institute ever said “Why do we like some people and not others? It’s all about how they interact with us,” and “When someone has interpersonal skills, we can’t help but like them and want to work with them.” Obviously, people wanting to work with you and telling others they’d like working with you too will take you far in your career. Here’s the 5 things to improve your Interpersonal Skills, you don’t have to be an extrovert or a “people person” to have good interpersonal skills, which go way deeper than being charming at a networking event. You can develop these the same way you do any other skills, and you can start right away with these tips. 1. Look for Ways to Increase Your Confidence Confidence is a powerful asset when it comes to interpersonal skills. A healthy balance between confidence and humility allows you to hold your head high, rather than approaching conversations looking shy and uneasy. If you’re uncomfortable, the person you’re speaking with will be uncomfortable too. On top of this, confidence makes it easier for you to express your ideas in any meeting or collaborative setting. Feeling confident even allows you to be more adept at other interpersonal skills like negotiation, conflict resolution, constructive criticism, and trust. To further boost your confidence, you can also take time to jot down some of your strengths. Keep the list handy and look over it from time to time, especially before a big meeting, to remind yourself of all you have to offer. 2. It’s Always Good to Ask for Feedback If you want to know how others feel when you interact with them, no one knows that better than the people you interact with. Don’t be afraid to ask for and receive feedback. “It’s as simple as, ‘Hey, I’m really trying to improve on my interpersonal skills. How did you perceive me when we first met? How do you normally feel when we interact? Do you think I listen well? Is there anything I could do to improve?’” Then, crucially, listen openly to that feedback and welcome it as a way for you to help yourself. Take in what they’re saying and use it to identify areas and plans for improvement. 3. Listen and Ask Thoughtful Questions One of the most common mistakes with communication is spending too much time speaking and too little time listening. Learning to be more selfless in a conversation begins with truly and actively listening, asking questions, and listening some more. It calls for focus and concentration. Listening is complex because you listen with your ears but you also listen with your eyes. You observe how info is given tone, comfort level, and delivery. It’s a multi sensorial experience. It also means giving people your full attention when they’re talking to you, actively listening, and consciously asking thoughtful questions. You can even start small by asking people about their plans for the weekend. Listen and follow up next week about how that picnic or visit to see their family went. By listening intently and following up, you’ll signal that you’re engaged. Before long, this will all become a natural part of your communication 4. Spend More Time Putting Yourself in Others’ Shoes Seeing situations from another person’s perspective is at the core of emotional intelligence and interpersonal interactions. When you speak with others, don’t react too quickly. Instead, take a beat to imagine how things look to them. Ask yourself why they might want to do things a certain way and what their underlying goals are. If something seems to be making them upset, try to understand why and what you could do to help. This simple step will help you empathize with people and have more productive conversations. It’s important to treat every conversation and person as a unique individual. 5. Take a Class Just like with other skills, there are experts who can help you hone your interpersonal skills. If you learn better in person, see if there are any relevant courses at the adult education center or universities and colleges in your area. Contact our Client Relation here!
Bagaimana Cara Mengindentifikasi Leads yang Kurang Berkualitas
Dalam sebuah bisnis, seorang salesman akan selalu berhadapan dengan bebagai opportunity di market. Tidak jarang seorang salesman mendapatkan leads yang belum tentu sesuai dengan target dari perusahaanya. Sangat penting bagi seorang salesman untuk mengidentifikasi lebih dini apakah leads tersebut layak untuk diproses lebih lanjut atau tidak. Berikut adalah beberapa cara untuk mengindentifikasi bahwa leads yang kita dapat kurang berkualifikasi: 1. Mereka tidak mengetahui goal kebutuhannya Leads yang bagus adalah leads yang mengetahui apa goal yang mereka ingin, dari goal ini akan mengarah kepada kebutuhannya. Jadi kita sebagai salesman merangkap sebagai konsultan mereka dapat memberikan masukan yang tepat untuk mereka. 2. Mereka tidak memberikan budget maupun range budget Budget merupakan hal yang krusial dalam development proposal di digital agency, budget memberikan limit kepada agency proposal seperti apa yang bisa kita berikan sesuai dengan buying power dari leads tersebut. 3. Merek tidak memiliki timeline internal Timeline internal adalah salah satu indikator yang dapat dijadikan untuk sebuah leads. Karena hal ini penting bagi digital agency untuk membuat plan sesuai dengan keadaan market yang sedang terjadi. Biasanya setiap company pasti memiliki timeline internal selama setahun kedepan. 4. Mereka langung meminta penawaran maupun proposal Hal ini harus dihindari oleh seorang salesman, karena manpower internal agency yang terbatas. Biasanya sebuah leads yang langsung meminta penawaran tanpa didukung oleh informasi seperti diatas, biasanya hanya melakukan perbandingan harga dengan agency lainnnya. Untuk mengatasi hal ini lebih baik dikirimkan company profile dulu saja. Ketika seorang sales dapat langsung mengidentifikasi leads yang hal ini dapat dihindarkan untuk menghemat tenaga internal teamnya itu sendiri sehingga internal team dapat focus pada hal yang lebih pasti. Contact our Client Relation here!
Bukan Apa yang Ditawarkan, tetapi Siapa yang Menawarkan
Banyak yang mengatakan bahwa penawaran paling sering ditolak karena barang/jasa yang ditawarkan kurang menarik atau kurang baik atau kurang keren atau masih banyak lagi alasan lain yang intinya adalah hanya keraguan seorang penjual, namun dari keraguan yang dikatakan para penjual ini malah menimbulkan pertanyaan; jika mereka menjual barang/jasa lain yang mereka anggap baik, menarik dan keren, apakah mereka yakin tidak akan pernah ditolak? Coba kembali anda ingat judul dari artikel ini: bukan tentang apa yang anda tawarkan, tetapi siapa yang menawarkan. Kalau bicara siapa yang menawarkan, berarti anda harus belajar menjadi orang yang betul-betul bisa menjual sesuatu karena anda yang menjual, bukan karena apa yang anda jual. Anda harus betul-betul bisa diterima oleh orang karena anda yang menawarkan, bukan karena apa yang ditawarkan. Bagaimana supaya anda bisa menjadi penjual yang sukses? Berikut tips yang dirangkum dalam 3D: 1. Diterima Bagaimana jadi orang yang mudah dan cepat diterima? Tentunya anda akan mudah diterima kalau anda adalah orang yang supel dan tidak ketus dalam berbicara. “Bukan orang yang menjengkelkan secara personality” Jika anda adalah orang yang menjengkelkan maka anda harus belajar untuk lebih merendahkan ego diri dan mencari jalan agar anda dapat merubah diri anda menjadi orang yang menyenangkan, bagaimana anda merubah diri anda menjadi orang yang disukai, karena jika anda tidak menyenangkan maka anda sulit diterima. Banyak orang berpikiran bahwa orang yang pandai berjualan adalah orang yang bicaranya hebat yang mampu bicara terus tanpa titik, bukan, karena orang yang banyak bicara belum tentu dapat diterima, jika bicara saja anda tidak diterima, bagaimana anda bisa disenangi? 2. Surround Yourself with Inspiration Setelah anda diterima lalu masuk ke tahap ke dua, bagaimana anda dapat disenangi? “Bertanyalah dengan tulus tentang kondisi orang lain” Bagaimana bentuk pertanyaannya? Buatlah pertanyaan yang membuat orang lain senang dan merasa diperhatikan, pertanyaan yang menunjukan bahwa anda perduli dengan orang tersebut, bukan dalam bentuk statement ataupun pernyataan. Untuk menjadi orang yang disenangi anda harus memihak orang tersebut, bukan berarti anda harus selalu mengikuti maunya, tetapi anda bisa menunjukan bahwa anda dapat menerima opini yang disampaikan oleh orang lain tanpa menyinggung perasaannya. 3. Didengar Kalau anda hari ini belum sampai ditahap didengar dan berharap hasilnya memuaskan tentu akan berat untuk anda, sebaliknya, ketika orang lain sudah mau mendengarkan anda, “Anda wajib menyampaikan hal yang menguntungkan” Tahap didengar merupakan tahap yang paling penting untuk menentukan keberhasilan seseorang, maka ketika di dengar sampaikanlah secara meyakinkan bahwa yang anda katakan adalah yang hal menguntungkan lawan bicara anda. Nah, apakah anda sudah menjadi orang yang diterima, disenangi dan didengar? Jika 3D sudah anda dapatkan maka keberadaan anda akan menjadi hal yang luar biasa menguntungkan untuk pertumbuhan bisnis di tempat anda bekerja. Selalu semangat untuk achieve! Contact our Client Relation here!
Everyone is Creative, Follow These Steps!
In this era, people only focus on their job descriptions, even become an expert in one field. Finance officers, ads specialists, procurement, etc are getting smarter every day with their heavy tasks. But they just following their steps to complete their daily job. Are their right-brains honed? Of course not. Here are 4 tips on ways to keep the creative juices flowing in your brain: 1. Mix up people’s ideas It’s ok to borrow other people’s ideas. After collecting the ideas, mix up to get one fresh idea. It can’t feel that you’re copying someone. But the ideas should still align and make sense with your goals. Steve Job said that Creativity is just connecting things. So let’s get your idea and start connecting all things you observe to things you do. 2. Find people to talk to get insights Don’t always pull from the same people of “creatives” to help you brainstorm ideas. While it’s great to have your go-to people, every once in a while try to find other people. For example, if you want to discuss how to increase brand awareness, pull in more than just your friends, ask someone from your business industries to get more creative insights! 3. Set the vibe The environment is everything to keep you creative. If you have to improve your creativity level, go to the place that makes your brand and body clear. Like outdoor cafes, beaches, etc. Don’t forget to play music when you start thinking. 4. Try something out there “Idea is cheap, and execution is so expensive”, my lecturer said that when I was in college. We don’t encourage you to try something too risky very often, but maybe you can make your boundaries a bit to improve your creativity. Every once and a while, an idea may be the very thing that kicks you into a new gear. Keep trying because creativity is a basis to continue generating ideas to move your cause forward. We guarantee you’ll get a spark of inspiration that you may not have otherwise. Now get to work! Contact our Client Relation here!
