In last weekend I went to 5th world assembly management sales and marketing in recession that held in my country, Iran! Cause in these times all the world turned to inactivity, I thought this seminar is very useful and help me to improve than the
others in my major!
Well, speakers in this seminar are Dr. Denis Cauvier (http://www.deniscauvier.com/)
Dr. David Tylor(Unfortunately, he had an accident before flight to my country and his leg is broken, so he spoke with us via Skype!)
Eng. Reza Neisany (He is Iranian but he lives in Los Angeles,He spoke about Deming's circle)
and Dr. Ahmad Rousta (He is Iran's father of marketing scince and he lives in Tehran,Iran)
And here is summary of what I learn in this seminar:
Low levels of engagement danger signals:
1- Increased customer complains.
2- Raise in work place accidents.
3- Higher absenteeism.
4- Lower sales volume,lower profit margins.
5- Lower performance.
In recession's time you must:
Rethink your thinking and Redesign your design.
Employee work/passion:
1- Autonary.
2- Meaningful work.
3- Feedback.
4- Work hard.
5- Task variety.
6- Collaboration.
7- Performance expectations.
8- Growth.
9- Fairness.
10- Rewards.
11- Connected ness with colleagues.
12- Connected ness with leader.
_"If people relate to the company they work for, if they focus on emotional tie to it and buy into it's dreams, they will pour their heart into making it better."
-Howard Schultz
15 ways for have a good choice to marketing:
1- Analyze the market and diagnosis hidden demand,diminishing demand,and attractive demand. (attractive demand for attractive opportunities which customers need,Just Now)
2- Strengthen marketing insight for seeing undetected things. (In recession time customers are not buying product,they are buying products of products. They have late in buying,decrease the buying or stop the buying)
3- Find the best choice and sale.
4- Keep targeted communications. (Replace CRM with TRM= Total Relationship Management)
NEVER FORGET LOCATE: Listen,Observe,Combine,Ask,Talk,Empathized (Find customer's dreams and the best opportunities)
5- Update access the information. (Creative advertising)
6- Choice and action.
7- Be clever.
8- Be bright.
9- Be excess demand. (Never say never)
10- Be valuable. (In recession customers buy from the brand which they know)
11- Change your marketing mix in recession (Affordable price,Applicable portfolios, Adaptable promotion, Accessable place, Acceptable product.)
12- Be flexible and associable.
13- Get the competition serious. (Diagnose your competitive advantage and competitive attraction.)
14- Believe the honesty.
15- Know customer's satisfaction one of prerequisite of stable relationships.
In recession customer said: "I don't know you therefore I don't trust you, I don't see or feel any need for your product. Since I don't need your product,I don't see how you can help me. Since I don't need your product or see how you can help me, I don't see any reason why I should buy today!"
So in this time you should don't produce new product or decrease your prices, all you need is change your services and marketing mix.
NO! is the key word for your develop and progress.
5 SW you never forget:
1- Some Won't
2- Some Will
3- Something Writing
4- So What
5-Some Wait
If your customer said to you NO last week,It hasn't any matter for today, so go again!
10 Team centric experience:
1- Recruiting, pre selection and job offer.
2- On boarding,pulling out the red carpet.
3- Inter personal relations and communications.
4- Training and developing.
5- Receiving feedback and performance evaluation.
6- Employees level of satisfaction.
7- The leader.
8- Employee recognition.
9- Employee referral.
10- Employee exiting.
The attitudes and behaviors that got you to where you are today
are no longer sufficient to get you where you want to
be tomorrow...
Hope it is useful for you^^
Related posts: http://princessminjee.blogspot.com/2012/02/world-assembly-managermarketing-sales.html
