1. CROSS SELLING
agenda :
1. Cross Selling in Innovation
Cross Selling & Ten Types of Innovation
2. Cross Selling is an important TACTIC
a) Why?
b) Case Study : Ipod
3. Cross Selling implementation on E-Project
2.
3. Why Innovation Fails ?!
• Innovation mostly fails. It doesn’t need to. U shouldn’t let it.
• Innovation almost never fails due to a lack of creativity. It’s
almost always because of a lack of discipline.
• The most certain way to fail is to focus only on products.
Successful innovators use many types of innovation.
• Successful innovators analyze the patterns of innovation in
their industry. Then they make conscious, considered choices
to innovate in different ways.
• Innovations can be broken down and analyzed. When you do
so, you will learn why most fail and a few succeed.
• Innovations can be built up systematically. Doing so increases
your odds of success exponentially.
4. TEN Types of Innovation Framework
3 Categories => 10 Types => 100+ Tactics
5. TToI : The 3 CATEGORIES in Innovation
Operational Product Customer
Excellence Leadership Intimacy
8. CHANNEL is… How your offerings are
delivered to customers and user.
11 Tactics on CHANNEL Types:
• Context Specific
– Offer timely access to offerings that are appropriate for a specific location, occasion, orsituation.
• Cross-Selling
– Offer appealing additional products, services, or information that will enhance an experience in situations where customers
are likely to want to buy them.
• Diversification
– Add and expand into new or different channels.
• Experience Center
– Create space that encourages your customers to interact with your offerings—but purchase them through a different (and
often lower cost) channel.
• Flagship Store
– Create a retail outlet to showcase quintessential brand and product attributes.
• Go Direct
– Skip traditional retail channels and connect directly with customers.
• Indirect Distribution
– Use others as resellers who take responsibility for delivering an offering to
the final user.
• Multi-Level Marketing
– Sell bulk or packaged goods to an affiliated but independent sales force
that turns around and sells it for you.
• Non-Traditional Channels
– Employ novel and relevant avenues to reach and service customers.
• On-Demand
– Deliver goods in real-time whenever or wherever they are desired.
• Pop-Up Presence
– Create a noteworthy but temporary environment to showcase and /
or sell offerings.
11. Why does it matter?
Amazon reported that
Cross-selling
is responsible for 35% of its sales
… and that was way back in 2006 – just imagine what that is worth to them today!
How can U implement Cross Selling Tactics in YOUR BIZ ?!
