Translation Industry Sales Hints and Tips
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Transcript of Translation Industry Sales Hints and Tips
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Hints, tips and tricks
douglawrence.com #tttconf
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Drive Attitude Confidence• Drive
• “Get up and go” every morning• Focus on goals and personal achievement• Ambition to succeed
• Attitude• Positive expectancy• Learn and accept assistance• Always looking to achieve more
• Confidence• Will perform even under pressure• Believe in the value of the company, people and offering• Face new challenges knowing you can win!
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Die kochen auch nur mit Wasser
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Show they what they want
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Sell them what they need
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Copyright © Amicus TransTec Limited 2007-2012 6
Celebrate your successes!
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Reward yourself
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So what …• A feature becomes a benefit when the client can’t say “So what?”
anymore
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FUD: Fear Uncertainty and Doubt
• Yes that’s a great idea• I like your thinking• I’ve seen it work in a few instances• But whoa! ... I can tell you some horror stories. Like the time ...• My clients have always found that ...
Closely related to the B*** S*** sandwich;Compliment, criticism, compliment
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Price too high?
• We’re the best• This is medical, legal, CEO’s
address etc...• If our price appears higher
than our competitors there is a good reason
2 responses
Of course it is!• Never happened before?• Maybe there has been a
mistake?• Just how far out are we?
Disagree / act surprised!
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Feel Felt Found• I understand how you feel
• Other clients (in your sector) felt that we were expensive
• But they found when using us for their translation into they:• Had fewer errors• Less project management overhead• Reduced their translation cost over the long term
• Would you like to speak to a few a my clients?
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Pricing strategies• Going in low• It is difficult to raise prices afterwards• You could try raising prices gradually
over time “boiling the frog”
– Many providers don’t want to upset existing clients– Translation memory (and MT) can help with this
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https://support.google.com/webmasters/answer/182192?hl=en
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Create an organization chart for big clients
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Notes:
Target work giver / involved in decision process
Company NameChairman Name
Revenue and Number of employees
Board
EMEAUS
NameTitle
CountryLocation
CountryLocation
CountryLocation HQ Country
LocationCountryLocation
CountryLocation
Division DivisionLocal Office
NameTitle (CEO?)
NameTitle (VP level)
NameTitle (VP level)
NameTitle (VP level)
NameTitle (VP level)
NameTitle (VP level)
NameTitle (VP level)
NameTitle (Dept level)
NameTitle (Dept level)
NameTitle (Dept level)
External Contact e.g. contractor
NameTitle (Operative)
Asia Pacific
Level of Contact Abbreviations KeyM=Met, T=Telephone, DB=Database captured
Company activities descriptionCompany url
ClientsList with urls
ReferenceDocuments
Filed FinancialStatements
Marketing Literature
Trading and registered name
Founding Date
CompanyRegistration
Number
Registered office address
VAT Number
Unplaced contact names and details
Unknown Contract
Pro-Competitor Contact
Neutral Contact
Pro-our solution
Board Members:??
12 named Contacts11 Neutral to Pro-
6 know us4 Active Contacts
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Hvala lepa!Čas za vprašanja
douglawrence.com
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