changes change b4 they change u
TRANSCRIPT
Let us do an interesting activity
Gujarat…Maharashtra… Orissa… Hariyana
Madhya Pradesh… Asam… Bihar… Tamilnadu
Zarkhand… Punjab… Karnataka… Kashmir
Rajasthan… Goa… Andhra Pradesh… Bengal
• What did you understand from this activity?
To win the job/business
You should keep your eyes on…
Changes around you Your competitors Your targets
Change your response in changing situation No need to learn how to boat when there is
calm and still water. But it is required to obtain training to boat in terribly flowing water.
Train is for the purpose of travelling, not for running after it. When train arrives, of course, it is risky to rush to board in it, but not to rush in is rather riskier.
Story of boiling frog.
Changes in the behavior of Indian clients Outlook from tradition to modernity Life style shopping – TV, Car, Mobile, Accessories Opportunity for earning high income Change in attitude – spending money after joy and delight
instead of too rigid to save money in every situation International exposure – liberalization, internet Life style in place of needs – new things become old very
soon (bike, mobile… ) DINK – Double Income No Kids Increase multi-income families Increase nuclear families Foreign tour
Let’s do an activity: Draw an apple on a piece of a paper…
How are clients changing?
Insisting fast serviceWant monetary benefitsPriority to own convenience Crazy after brandsTake whatever you give
Let’s have one more activity: fold your hands…
What is your stand?
India – growth rate 9% p.a., how much do you grow?
Inflation of last 3 years – 9-10% so as to increase your income that rate
Household expenses, e.g., Rs. 10,000 p.m. – inflation is 10% then in the next 5 years your household expenses would be Rs. 16,000 and after 10 years it would be Rs. 25,000
Medical, education, entertainment and lawyer’s fees increased > 10%
Ask yourself these questions
Will your business survive for the next 20-30 years?
Are you in a sunset industry or in a sunrise industry?
Will your business provide the same life style of today after 20-30 years?
Will your kids join your business?If not, give them a platform that they
can face the world when they grow.
YOU ARX THX KEX
Xvxn though my computxr is an old modxl, it works wxll xnough xxcxpt for onx of thx kxys. I havx wishxd many timxs that it workxd wxll without that kxy.
It is trux that thxrx forty fivx kxys functoin well xnough, but just onx kxy not working makxs all thx diffxrxncx to thx functioning of thx computxr.
How are clients changing?
Insisting fast serviceWant monetary benefitsPriority to own convenience Crazy after brandsTake whatever you give
Understand four steps
Increase visibility/displayIncrease conversion ratio –
calls/inquiry of potential customers to actual customers
Cross sell – understanding your customer
No client is small or big, your thinking is small or big
What is your client base?
Who are my clients?Who are not my clients?Why my clients are mine?Why others do not become my
clients?If my products should I sell or are they
purchased by my clients?
Five important factors
Reliability – 32% (what you promise keep it) e.g., overnight delivery
Responsiveness – 22% (prompt response) e.g., 2 ring – Motorola, 30 minutes delivery – Domino, bank draft
Assurance – 19% (capacity to create trust) e.g., Reader’s Digest – money back guarantee
Empathy – 16% (caring clients) e.g. experience in the restaurant
Tangible – 11% (knowledge of core product) e.g., mileage of automobile, software
What should do cope up with changes?ReadingGain knowledgeLearn new thingsCreate/well come new ideasMove around – do not just sitAttend seminarsObtain trainingBe part of association/alliance
Story of three princes
A
Plan
without action
is a daydream
and
Action without
a Plan is a nightmare
Know your customers
Achieving benefits < expected benefits = Dissatisfied customers
(will talk 8-10 other persons about his bad experience, hardly talk about dissatisfaction face to face, only 10% complaining)
Achieving benefits = expected benefits = Satisfied customers
( will give you business, 3-5 references)Achieving benefits > expected benefits = Delighted
customers
( will give you business, 17-20 references)
Encash your KASH ability
Knowledge
Attitude
Skills
Habit
Have you ever seen a bumble bee flying?
Najar badlegi to
Najare badlege,
disha badlegi to
dasha badlegi,
aadat badlenge to
sitaren badlenge.
Thank
You
All