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Twitter: @thekshitijpatil | LinkedIn: /in/kshitijpatil | kshitijpatil.com

 Streamlinessalesefforts
 Maintains customerdatabase& interactions
 Helps re-targeting prospectsin the future
 Saves time & money

Download This – www.kshitijpatil.com/crm.xlsx
CRM
LEADS
ACCOUNTS
OPPORTUNITIES
CONTACTS

CRM
LEADS
INBOUNDOUTBOUND

 PRODUCT- What am I selling?
 TARGETGROUP-Who am I selling to?
 MARKETSTRATEGY-How am I selling it?

 Your expertise – Technical & managerial
 Focus on one area – Don’t be one stop shop
 Design CMS / Develop E-CommerceSystem
/ Customize & ImplementApps, Scripts

 CMS – Local Businesses/ MSME’s/ Individuals
 E-comm – Manufacturers/ Brands / Startups
 CustomApps / Scripts – Corporations / SMEs

Focus on ONE Industry
 Easier to gain recognition in smaller circles
 Becomethe de facto Industry Expert
 Gain word of mouth within their community
 In depth knowledge of industry helps in
future pitches. Eg. – MID, GID, IndiaMart etc.

CMS – Local Businesses / MSME’s / Individuals
 JustDial – Just look up “Clothing Manufacturer in ___ area”,
input the data in your excel CRM, and start cold calling them
 IndiaMart – That’s the same drill.
 Join local Business groups – Increase personal network
 Visit Physical Locations – You can visit the Business Parks or
Industrial areas.

 Visit Stores – Extremelyexhausting & almost useless
But I learnt that,
1. India has a long way to go in internet literacy
2. No means NO
3. The rule of 3

Mode of Communication:
1. Phone Calls
2. Direct drop for meetings
3. No Email

Calls are for Meetings,
Meetings are for Selling.

E-Comm – Manufacturers / Brands / Startups
 Organised companies
 Do not entertain drop-ins
 Best solution: Email Marketing
 Email Database:Trade Show visits, Using
LinkedIn, Borrowing or Buying.

1 Contact / 10 Minutes= 6 Contacts / Hour = 50 Contacts / Day = 1000 Contacts / Month

E-Comm – Manufacturers / Brands / Startups
 Compose a crisp mail, and send bulk mail.
 Use free services like MailChimp / CRMs with
Campaign Performance Tracking System. (No
MailMerge)
 Buying Databases is subjective, but using LinkedIn
provides current & correct data.

INBOUND
SALES

LANDING PAGES
 Headline - A single, USP-centric line + explanatory
sub-heading.
 Hero Image - Something that depicts your product /
service.
 Service List - A list of < 3 bullets, that shares your
services.
 Form + CTA - The lesser the fields, the better.
 Testimonials - Social proof in the form of testimonials
/ tweets from your clients.

ADVERTISING PLATFORMS
 Paid Search Engine Ads
 Bulk SMS / Email
 Newspaper/ Magazines / Calendar Ads
 Street Banners / Hoardings.
 Sponsoring Fests/ Conferences.

A great business is built on
the backs of referrals
and retainers

 Use a CRM
 Be the Master of One before being the Jack of All.
 Inbound is betterthan Outbound.
 Use Landing Page to convert prospects.
 Get Referencesfrom and Upsell to existing clients.
 Create Retainer centric services.

Q&A

DANKE!

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