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Rick James Model for selling innovative ideas

Julian Cole
Julian Cole

This is a model that should be helpful in selling in innovative/non-traditional ideas that are usually quite hard to sell to clients/bosses. @juliancole

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r.i.c.kjamesmodel How to sell in innovative ideas by@juliancole
punkfunk rickjamescreatedanewgenreofmusic
! motowndidntknowtheyneededpunkfunk butrickwasavisionaryandknewpeople wouldgetdowntoit!
thekingofsellinganideathatmotown didntknowtheyneeded rickjames
atthemomentweareseeinganincreasein demandfromclientsfornontraditional ideas.
howevertheyhaveahardtimebuyingit. nontraditionalideasdonthaveaholein theirmediaschedule.
unfortunatelycreative agencieshavealowstrike ratefortheseideas. rickisnothappyaboutthis.
ihavecomeupwithaprocessthatisgoingto overcomethesebarrierandgiveyouabetter hitrateofsellinginnovativeideas ! ther.i.c.kjamesprocess
r.i.c.kjamesprocess r-role i-idea c-cash k-kpis(keyperformanceindicators) !
yallgotaprocessandnameditafterme! wegonedonemaderickproud!
CONCEPTING PRESENTING IDEAS GO LIVE POST WRAP UP CREATIVE BRIEFING PRODUCTION therearetwokeytimesintheprocessthat weneedtoconcentrateonther.i.c.kmodel
OLE ! R
rickalwayshada clearrolewhenhe gotonstage theentertainer
oneofthemistakeswemakewithideasis sometimeswedonthavearolefortheidea.
youneedtogettheclienttocommitearlyon theimportanceofanontraditionalidea.you needademand. ! soyouneedtoshowtheroleinthe4cs
! whatistheroleinthecommsjourney? whatcommstaskisitsolving? whatistheroleinthecommsecosystem? wheredoesitfallintheircalendarof activity? !
DEA ! I
rickjamesalwaysgave journalistssomethingto writeabout.
createideasforjournaliststocover. ! journalistsarethekeytoexponential growthnotconsumers.createideasfor them. !
ASH/cost ! C
rickwouldnevergetonstage withoutseeingthecashfirst.
cash ! inmostcasesyoushouldseeabudgetbefore yougooffandconceptideas.thiswillhelp yourstrikerate.
cost ! youshouldalsopresentideasbackwitha pricetag.lettheclientknowhowmuchitis, don'tletthemguess.
PIs KEYPERFORMANCEINDICATORS ! K
RICKALWAYSHADA CLEARGOAL ! THISSONGISGOING TOMAKEMEMY NEXTMILLION
kpis(keyperformanceindicators) ! gettheclienttoagreeonbroad performancemeasures,thenwhenyouhave theideapresentitbackwithkpis
KNOWWHENYOURCLIENTISBUYING ! presentinginthegoldenwindow
CONCEPTING PRESENTING IDEAS GO LIVE POST WRAP UP CREATIVE BRIEFING PRODUCTION ! don'tforget; -agreeonroleandmeasures -dontleavethemeetingwithout thecash(budgetballpark)
CONCEPTING PRESENTING IDEAS GO LIVE POST WRAP UP CREATIVE BRIEFING PRODUCTION checklistforpresenting nontraditionalideas ! -role -idea -cost -kpis
nowgosellthepantsoutofthoseinnovativeideas andmakeyourboyrickjameshappy

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Rick James Model for selling innovative ideas