GOACH

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BUSINESS
GROWTH CHALLENGE
3 - DAY MBA ( MASSIVE BUSINESS ACCELERATION)
DAY - TWO

WITH
COACH KANCHON
Aulhor Certified Happiness Coacn
Business Mentor | Investor
 GOACH

FOUR BARRIER
BLOCKING YOUR SUCCESS
1. You don't know what is possible
2. You don't know how to make it possible
3. You don't know how to get yourself to do it
4. You don't know how to get others to do it
 GOAOH
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WHAT IS
BUSINESS?
ìmproving peopİe's İives at profit
 GOACH

SOLAR SYSTEM OF
BUSINESS SUCCESS
MAXIMIZATION

SYSTEMIZATION

TEAM FORMATION

OPERATION
CONNECTION

COMMUNICATION

TRANSFORMATION
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The No#1 thing every business owner

should focus on

MARKETING
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The No#1 thing to learn fail-proof of yourself

MARKETING
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The No#1 Weakness of

nearly every business owner in Bangladesh
DONIT KNOW ADVANCED LEVEL MARKETING
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"The goal of marketing

is to make selling unnecessary.
-Peter Drucker
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MONEY FOLLOW MARKETING

Size of your business = Size of your Marketing
BUS$NF.SS GOACH

1st Generation Marketing

Product Driven ( 4P)

2nd Generation Marketing

MARKETING Customer Driven ( STP)
EVOLUTION 3rdGeneration Marketing
Value Driven ( Emotion Centric )

4rth Generation
Knowledge Driven ( Mind Reader)
 GOACH
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The market is tougher and

more competitive than ever before.
There are more sellers than buyers today.
 GOAOH
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#BIGGEST OBSTACLES TODAY:

GET PEOPLEISATTENTION
 GOAOH
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THE SECRET SAUCE:

NEURO-MARKETING
 GOACH

NEURO-SALES & NEURO-MARKETING:

- The ability to understand and lead a prospect through your sales
process by understanding how their brain processes messages, trust,
fear, pleasure, and behaviour.

Information comes to our brain with 5 senses.

we see Through brain, not eyes.
 GOAOH

If your marketing does not hit the customer's brain,

then you are in great danger.
 GOAGH

THE BIGGEST
MARKETING MISTAKE
You are going to target lots of people but not their brain.
Weneed to learn how to communicate with peoples brains.
 GOACH

THREE
HUMAN BRAIN
1. Logical Brain - Neocortex
2. Emotional brain - Limbic system
3. Instinctual / Survival brain - basic / reptilian
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OUR BRAIN GOT

BILLION BITS OF INFORMATION
YOU NEED TO ACTIVATE THE INSTICTUAL PART FIRST.
 GOACH

PROPER MARKETING
SEPARATE BEST FROM THE REST
Is your marketing making people move towards you or
move from you?
 GOAGH

MARKETING MATH
BUSINESS IS ALL ABOUT MATH.
If you don't figure out how many leads you need,
you can't figure out sales.
 GOAOH

Product
Price
Promotion
Place
MARKETING MII Packaging
Positioning
People
 GOACH

1.PRODUCT
Develop your product according to your customers needs, wants
and what they are willing to pay for?

Mind it every morning, your competitors get out of bed, taking your
customers away. They are developing product variations.
The worst thing is fallen love with product but not
realizing that market has moved.
 GOACH

2.PRICE
Customers are always price sensitive.

What are your competitors charging for a similar offering?

Price is very emotional. Revisit it regularly
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3.PRØMØTIØN
TØM
(If you are not findable, you will not be profitable)
 GOACH

4.PLACE
Sometimes changing places affect the sales dramatically
Many years, Dell sells product by direct selling by cold calling, but
when they start selling WaI-Mart and other shops,
this increase thier sells billions of dollars
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5.PACKAGING
(LOOK AND FEEL)
It triggers a customer's brain
 GOAGH

You never get a second

chance to make the good first impressions.
In competitive market Everything Counts.
 GOACH

6.POSITIONING
Everything you do and fail to do adds the perception
about to customers' minds.

WaI-Mart - Every day low price

Domino's- Fastest delivery
 GOACH

WHAT WORDS
WOULD YOU LIKE TO OWN IN YOUR
CUSTOMERS! MINDS?
If you ask your customers one or
two adjectives which words will they choose?
Quality / Excellent customer services/ Nice people / Affordable
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7.PEOPLE
Customer don't buy the product or services they buy the people
who sell those products or services?
 GOACH

Personal emotional conduct between your company and

your prospective customers is the most important single variable that
determines what they buy, buy again,
and tell their friends.
Improve the quality, warmth, friendliness,
and efficiency of every customer contact in your business
 GOACH

Remember, changing one variable in your marketing

mix can change your sales and profitability
dramatically
 GOACH

NARKETING
STRATEGY

MARKETING STRATEGY
Most of your prospects are not ready to buy.
Goal of marketing is when they ready to buy, your
brand is top of their mind.
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— 1. Specializations
FOUR PRINCIPLES —2. Differentiation
IN MARKETING
— 3. Segmentation
STRATEGY
— 4. Concentration
 GOACH

1. SPECIALIZATIONS
- Specializes in specific product
THREE - Specilize for particular customer
AREAS - Specializes in a particular geographic area
 GOACH

2. DIFFERENTIATION
If you do not have competitive advantages,
do not compete.
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3. SEGMENTATION
Who exactly is the customer of your product ?
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4.CONCENTRATION
Focus on your ideal customers.
2OOz\of your activity attracts 80% customer
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FOCUS ON
CUSTOMER EXPERIENCE
An obsession with customer experience can get your business new levels.

Customer service
differentiates your company from competitors
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WHAT'S YOUR
PURPOSE OFBUSINESS?
TO BECOME WEALTHY
 GOAOH
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II URPOSE OF BUSINESS IS CREATE

AND KEEP CUSTOMERS II
-PETER DRUCKER
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satisfaction

qiJSlity

What is the true measure of

business success?
CUSTOMER SATISFACTION
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What is the
true measure of customer satisfaction?

REPEAT PURCHASE
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What are the most important sales?

SECCND SALES
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THREE WAYS TO INCREASE

SALES/BUSINESS GROWTH
1. Sell to more individual customers
2. Sell more to each customer
3. Increase the frequency of customer purchase
 GOACH

FOUR LEVELS OF
CUSTOMER SERVICES
1.Meet the customer expectations 3. Delights your customer
What are the customers' Emotional Benefits
expectations?

4. Amaze your customers

2. You exceed customer expectations Would you recommend us to others?
Do more than customers expect
anything this customer doesn't expect
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THE ULTIMATE GOAL

OF THE BUSINESS IS TO CREATE
”CUSTOMER ADVOCATE. ”
-KEN BLANCHAR
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JAYABRAHAM CALLED IT
”THE STRATEGY OF PREEMINENCE”
( Organize your customer in that way way then you become the
preeminence choice in your customers' minds, your
no#1 priority to customers, and all of your
competitors are second choice)
 GOACH
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WHAT COULD YOU DO TO BECOME

THE ONLY CHOICE FOR YOUR CUSTOMERS?
Take such good care and wonderful services
 GOAOH
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BEAWARE
Build for Customer, not for VCs
 GOACH
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PRICING STRATEGY
Price is only an issue when value is unclear.
When value is clear, the decision is easy.
 GOACH

ADD MORE VALUE

THAN THE MONEY YOU CHARGE
When you adapt the philosophy of what's the maximum
I can give and the least I can charge.
You are making others win.
 GOACH
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IIMANTRAFOR SUCCESS IS SIMPLE

DO MORE OTHERS THAN ANYONELSE WILL II
-TONY ROBBINS
 GOAOH
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WHEN YOU AREMAKING

YOUR TEAM WIN + CUSTOMERS WIN,
YØU WIN
BUS$NF.SS GOACH
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INDUSTRY ANALYSIS
Competitor Brand Name Price 9uality Affordability Availability USP Weakness
 GOACH
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HOW TO
BEAT THE COMPETITION
9P STRATEGY
5. Produce Outstanding Results
1. Perfect Client Profile
6. Pursue Repeat Business
2. Promote to reach more
7. Positive WOM
3. Predictable Results
8. Precise Remarketing
4. Prioritise Brand Recognition
9. Partnership
 GOAOH
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FDUR
FACTOR OF FINANCE
1. income 3. Expense
2. Cash fİow 4. Profit
 GOAOH
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INCØME CYCLE
MARKETING - SALES - REPEAT PURCHASE
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FOUR MOVES
FOR SUSTAINABLE PROFITABLE BUSINESS

1. Lead Generation 3. Customer Assention

2. Lead Conversion 4. Customer Retention
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4 PROFIT CENTER
#1. FIND YOUR 1OX CLIENTS
The key to great profit is rarely more clients, instead key to
greater profits is more valuable clients. you need a Super Buyer.
Some clients are worth 10-100x more than your average buyers.
 GOAOH
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Ş8Oæ $
**'mø¥**
20% OF YOUR CUSTOMERS BUY 80%
4Oá buy b4Oá
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2. PACKAGING A 1OX OFFER

A COMPELLINGOFFER IS 10 TIMES MORE
POWERFUL THAN CONVINCING ARGUMENTS.

Repackage your product

in different ways. Make Irresistible Offer.
 GOAOH
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3. 1OXING
YOUR CURRENT TRANSACTION
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LITIS TWICE AS EASY TO

UPSELL AN EXISTING CUSTOMER
THAN IT IS TO GET ANOTHERI
-Daymond John
 GOAOH

4. RECRUIT 1OX PERFORMING TALENT

55Oó OF BUSINESS FAILS
BECAUSE OFPEOPLE'S PROBLEMS
 GOACH
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GREAT PEOPLE ARE FREE,

THEY PAY FOR THEMSELVES.
AVERAGE PEOPLE ARE VERY COSTLY.
 GOACH
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Superior Selling Strategies

This is a simple equation, Very best
company has the very best sales people. The
second best company has the second best people.
Continue upgrading your salespeople skills like athletes.
 GOAOH
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ONE RIGHT HIRE

CAN CHANGE YOUR ENTIRE BUSINESS
 GOACH

6 SALES
STRATEGY
1. Content Marketing
2. Contest based selling
Answer question wtag friends get 3OOé coupon
3. Guarantee based selling
 GOACH

6 SALES STRATEGY

4. Limiting periods sale

Urgency - Limited Time
Scarcity - Limited Quantity
5. Bundle based sales
6. Product or Services Funnel
Excited to Accept --> Easy to Buy ->
Primary Products --> High Value products
 GOACH

”Without strategy execution

is aimless without execution strategy is useless.”
Morris Chang, CEO - TSMC
BUSÍNF.SS GOAOH
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Thank you!