TEMPAT BELAJAR

Basically, business dev  bagian dari organisasi  focus ke financial group dari perusahannya
sendiri  sales dan marketing invove di BD

BD  JASA DAN PRODUCT  SIAPA YANG MELAKUKAN PENJUALAN PRODUCT -> product and
services

Most likely, bd/sales

Know the market and know the customer
 attention  menarik awareness

Marketing  passive
 direct

Distribution  build partnership pihak ke 3

Market research  acquisition strategy straight to the target

- Pain points (kesulitan)  it would be were easier and will direct to the market
 suitable product

Team product 

MARKET RESEARCH
Step 1  why we need market research

Kuantitatif dan kualitatif 

Re

1. Launching new Business/product  marketing effortnya bakal seperti apa

2. Harga ga bisa ditentuin sendiri, why 200k ? another makert 100k ? kenapatuh fitur”
yang kita punya
3. Sblm memasuki new market  gojek launching product wilayah Jakarta atau
JABODETABEK  new branches  way before that  must do market reseact 
product fit
4. Product current market condition  before and after launching new product and
new services

PRIMARY PROS AND CONS

 Validaty  mahal

Not strong enough other research

Basically it depends on budget

Combine primary and secondary

Survey/polls  a, b,c
Potential market  1 on 1  not bervariasi
Current client

Observation  new branch  pasar rame sekitar jam 7-9 pagi dll  observe to make a big
picture
Secondary  online resources berbayar

Historical  report data

Case study research  launching product  product yang paling SWOT  UTILIZE RESOURCES

How to do market research 

Our customers

Ask the potential  mereka butuh ga sih sama produk ini, mereka punya kesulitan apa,

FGD  B2B, BASIS SURVEY

Competitors  sevice, pricing model, customer competitor
Apa sih yang buat customer yang

Blue ocean -> baru dan jarang  edukasi customer

Tools

Demography  statista
Social mention  apa yang lagi trend di social media  f&b yang lagi gencar apa
Think with google  could access statis

Qualitative data more boarden  pain point  harga yang dibutuhkan dan cocok
Survey monkey, google forms

Report yang disarankan  tableau and datastudio

Build and analyze a report of the market research

 tables/grafik/ mind map  menarik kesimpulan  conclude

Market research  market plan  cluster data  tentukan data yang kita

Market segmentation  customer pain point

Approach customer  streght

What is our weaknesses  anticipate and/or checkout
Opportunities  oh ternyata barnag cocok bgt nih ke barang di usia tersebut  tapi product
tersebut blm ada di bandung
Threat  what is the pain point our customer

Match or not

Hopefully,,,,,
Basically yang bisa mengancam products

QUICK GROCERIES SHOPPING PRODUCT

AREA PRIORITIZE : JABODETABEK  Masyarakat perkantoran, Wanita karir, traffic  kota besar

MARKET/CUSTOMER HABITS IN GROCSERIES

SHOPPING :  Online adoption continues
steady growth
Fresh ontime, free ongkir, IRT susah
convenience, slot pengiriman g ada,
ngantri
Happy fresh, sayur box  pros : lebih fresh lebih mengerti, kontra  ga free ongkir, instan
pembelian min 100 rb

CUSTOMER PAIN POINTS GROCERIES : UI kurang maksimal,

COMPETITOR AND HOW THEY ARE DOING : astto  shopping dalam 15 menit
WHO IS OUR COMPETITOR AND HOW THEY ARE DOING  online research

Grab mart  langsung instan, langsung dikirim  kalo happy fresh

Pain point  shipping, wkatu

Target  urgent, point of view beda
Most likely and basic knowledge  for the market research  polling  astoo / sayur box/
happy fresh

Case study research  ecommerce

Objectivenya dulu  maunya apa \  resultnya dah bisa blm menjawabnya

MARKET/CUSTOMER HABITS IN GROCSERIES SHOPPING
 1. Market research  mengelompokkan
2. Mulai yg plg deket  community  ngobrol aj, g perlu direct selling,
3. Target market  businesss fnb , dtg ke salah satu industry event
4. Client  bdg financial
5. SEO  blog  easy to find
6. Canvassing  mendapatkan insight bkn jualan
7. Product yg bisa slg melengkapi, partnering  acquiring new type of business
8. Increase credibility, bikin something for free, free new product  trial product/ services

How to win ur client

1. 1st imp
2. Be ur self dan tulus  its about mindset  let them know  mau mendengar dan
pain poinya apa
3. Interesting convo  selalu pusatkan pembicaraan ke mereka  center of convo -
make it its about ur lawan bicara  create interesting convo
Lawan bicara pasif  pengalaman dan experience  sharing sedikit dan ikut terlibat
dalam convo dan importance  give compliment  tasnya lucu/topinya lucu  nih
orang meratihin  feels important  win client heart

Cold message that always get read

- Meet them virtually 
1. Subject neutral
2. Penurunan productivity  u tell them a fact  what issue that will we bring up the
solution  to the point  trigger to match the pain point, so pancing
3. Ask for referral  trying consultative sales  problem apa and issue apa 

Business development  brand image  garda terdepan dr sebuah company dan organisasi
Team bd  essential for branding the company

Wangi, rapi dan presentable

 branding ur self  to build the Image  trust ur company values  aware !!! - kalo ga
percaya, susah percaya sm ur own company
Value sama, tujuan sama

Make ur offline and online presence 

How to contribute in building company image 

Write down brand positioning, value and aspiration  message strategy  nike (just do it),
value yang dimiliki oleh nike  smth strong  gojek (Karya anak bangsa)  branding message
How to deliver the message 
Build marketing tool kit  pitch deck, ig dll / brochure
Impement track  g dpt jadi bisa adjust

Build a powerful pitch deck presentation

- Brand image building  color palllate company
- Slide awal, siapa business,
- PROBLEM ATAU MASALAH YANG TERJADI DALAM SKENARIO  WHICH IS …. Actually
sometimes, pitch deck something that entertaining  masalah apa  what we do and
we do at  come up with the solution  superhero  ngelakuin apa aja dan
masalahnya  competitor yang lain
- Put the data with that, diawalll grab attention  2-5 menit pertama  customer or
client  trigger
- Make it a story telling  call to action  gmn cara mereka reach out kalian 
credential company, official parner (PALING PENTING !)
- Make sure the pitch deck  story telling  slide by slide nyambung

3 keys making powerful deck !!

- Use infographic  visial menarik
- Picture  key process  gmn caranya bekerja  will easier for them

Presentation after pitch deck  pitching  presentation business idea for the another party
Potential client/investor  skill communication, negotiation, story telling  HARUS LATIHAN
 entertainment  ngomong tuh jelas, banyak fakta  skill complex

FACT !!
Konten, intonasi suara, the way we speak and explain the material

- Elevator pitch  2min complex point of our product  customer pain pon and the
solution  masalah blabla  ada product bisa supply
- Short pitch  don’t save the best for the last, put the STRENGHT di depan
- Don’t be jump  buat ceritaaaa
- Imagine the presentation  its about the story 

STARY WITH THE WHY !

The golden circle  pitching to anyone
- Dimulai dengan mengapa ?????
- Making money ? why we are different ? and why our customer needs us
APPLE  IPHONE  kamera, technology cheap abc, photography

WIN HEART BEFORE MIND

- Limbic brain  relate the emotion,
- Analytical thunking  why nya duly  I give the solution
Do and don’t 
- Pitching  LISTEN MOREEEE
- BRING THE ENERGY WITH YOU !
- Practice is a must ! mastering the client, beda customer beda style  never ending
learning 

- Script sendiri  text tinggal baca  you must do, you need to have the script in the
slide  boring
- Don’t teach the audience  input or masukan dan pendapat dari kalian
- No matter how bad it is
- Don’t being a solo performance
- Don’t try to knock them off  ohhh gmn menurut bapa ibu wkwkwkw  jangan debat

- Don’t stiff  body language  ur gesture is very important  grogi nya ilang sendiri

PRACTICE YOUR PITCH 

1. LEARN AND STUDY SCRIPT  menghafal script, point by point
2. Use the mirror  rekam persentasi , intonasi pas present begini dll  but you can know
what is the problem  rekam, review dengerin gmn
3. Time your sef  jan sampai kurrang dan lebih sesuai tipe pitch
4. Latihan dengan college atau temen kantor
5. Kumpul  deck ini client bakal nanya apay ahh  present nanya  ur product
knowledge  hal” yang akan ditanyakan akan lebih relax  access kemungkinan qna
6. Pitch deck  air bnb

Problem  Ketika orang melakukan liburan 

Solution for the AIR Bnb

- Share the culture 
o Product  by city
- Competitive adventage
- Business model
Elemen dikit but langsung to the point

Menumbuhkan rasa percaya  company ga familiar

- blue oceans  educate, TRUST  ur portofolio relate sama perusahaan mereka, product
success story  menekan gagal bayar di perusahaan finance

Top of mind  lebih menonjol 

Event ada potential client and competitor  mindset dtg buat lomba tapi untuk dapetin
attention and awareness  strat with the WHY itself
DAY 3

Metrics every business development 

Sales revenue  target yang diliat diawal
Net profit margin  profit keuntungan bersih  diluar revenue yang kita dapatkan
Sales growth  trend  peningkatan setiap bulan
Cost of customer acquisition  customer atau client  leads potential client  ada cost 
lupa di track atau monitor  ngaruh ke sales growyh and profit
Customer loyalty  repeat order  belanja di indomaret  bagaimana cara meretail  dan
bisa bertambah
Gross margin  lebih kotor  track masing” matrix nya

SALES REVENUE  bagaimana menghasilkan sales revenue  funnel atau corong dari besar
kebawah  ketuka mendapatkan revenue, sales, purchASE

AWARENESS  KETIKA ada looo product / sevices

10 client  approaching client –

Convertion rate  leads  number orang yang aware ada serratus orang  let them know 
connect w/ the clients  dari 100  50% convert jd meetings

1st imp is a key  mom  deck

Build chemistry

Dari 50 meeting  convert ke 15 negotiation  nego lebh ke harga  build relationship

10% conversation rate

How to calculate net profit margin !

Percentage offering  budget operasional – pajak
Sales growth  januari

Eksponensial  sustain  kecil tapi naik terus,, gradually every month

Cost of customer acquisition

 1. Successful model 
CAC  COST OF CUSTOMER
Enggange customer early
Lifetime value  loyal menjadi clients
Overhead  biaya Gedung, operasional akantor

Organic food 
BD  customer services
Retention rate

How to build effective strategy

Perform market research

Plan your goald and KPi  INDIKATOR KESUKSESAN strategy  building entire sales process,
Google maps,,,
Channel yang sesuai  depends on tujuan  review  jalan ga sih plannya

GOALS AND KPI

Long term and short term

Breakdown  1,3,5
Brand awareness
3  increase conversion rate 
5
Bikin long term gmn  dibreakdown kecil” lg  make a detail each of the target

KPI 
B2b  30 clients financial industry  output perusahaan, increase sales revenue  total 100
Have 30%

- SEO - optimized 
- SEM (praktis, lebih simple
Penulisan blog, partnership with online media,

Common mistake
1. Based on the personalities  rigid/ flexible
2. Follow up meeting
3. Cari lebih detail  harga??
4. Rejection is a common things, esensi : WHY ? ajak ngobrol, bukan dengan intensi
mau maksa
5. Consistency and organizational process
6. Too salesly  do the soft selling, we’re here to listen and bring up the solution
7. Not knowing, find ur why?
8.