6.- Modeling of the Process and Commercial Management
COMMERCIAL MODELING innovating in pre-sale, sale and post-sale processes for each type of business…
COMMERCIAL MODELING
Integration of Marketing and Sales Processes
T he heart of selling is summed up with the acronym AIDA
Attention : capture the attention of your prospects
Interest : awaken interest in the proposed solution
Desire : intensify the desire they have for your solution
Action : ask them to act in a certain way
And the commercial process in the format of a funnel (or funnel in English) for its decreasing conversion rates characterized in 3 stages;
TOFU (Top of Funnel or Pre-Sale),
MOFU (Middle of Funnel or Sales) and the
BOFU (Botton of Funnel or After-Sales).
In these stages, different cycles, conversion rates and sales times are individualized by type of product, by type of sale and with requirements for content, materials, arguments and tasks that ensure the best result of the process for each case.
TOFU (Top of Funnel)
The mouth of the funnel is the area where new clients or New Name are managed, it is the Demand Generation area.
Entry into the funnel (TOFU) is the natural zone for new clients or NEW NAME, the important thing here is to generate quality Leads (contacts) from the target or specific market segment we are targeting, and from the influencers, decision makers. purchases that drive demand generation.
This stage is enhanced in coordination with marketing actions, integrating a high-capillary communication plan, with multiple digital, relational and physical media to publicize the organization, its solutions / products / services / brands, which ensures reaching the different market segments (Buyer Persona - Omnichannel).
Create/rethink an effective demand generation strategy, evaluating metrics and adjusting communication in the marketing funnel to ensure it meets our objectives and goals even in the most complex scenarios.
MOFU (Middle of Funnel)
The middle zone of the funnel is where Recurring, Upsell and Cross-Sell customers are managed.
The central area of the funnel (MOFU) is traveled by new customers or NEW NAME and it is also there where attention to regular or RECURRING customers and Upsell product development strategies (More of the Same / Better) are incorporated. of the Same) and Cross-Sell (Cross-Selling of other products or services).
Advantages of
Up Selling & Cross Selling
Sales increase
Increased product visibility
Activate memory for future purchases
Ease of introducing new products
Generate new sales opportunities
The user gets used to it and finally looks for it
Allows you to know the user better
Loyalty
BOFU (Button of Funnel)
The lower part of the funnel is where customer loyalty/retention and strategies to reduce Churn and maximize Recovery are managed.
The base of the funnel (BOFU) is the zone of loyalty, customer retention, loyalty development, here post-sales and retention strategies become key (e.g. quality, performance, brand prestige, attention) both to reduce Churn (customer churn) , maximize Recovery and loyalty indices (customer satisfaction, repurchase and recommendation indices.)
Good Post-Sale management starts the Pre-Sale cycle of the next Sale.
Overcome
Includes:
Complete Re-Engineering of the Business Process
Integration of Marketing and Sales Funnels
Business Process Modeling
Commercial Management Modeling
Management Volume, Marketing Investments, Conversion Rates and Times to Achieve Objectives and Goals
Training and Mentoring
