Rick James Model for selling innovative ideas

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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

Vendas Negócios Marketing

r.i.c.kjamesmodel
How to sell in innovative ideas
by@juliancole

punkfunk
rickjamescreatedanewgenreofmusic

!
motowndidn’tknowtheyneededpunkfunk
butrickwasavisionaryandknewpeople
wouldgetdowntoit!

‘thekingofsellinganideathatmotown
didn’tknowtheyneeded’
rickjames

atthemomentweareseeinganincreasein
demandfromclientsfornontraditional
ideas.

howevertheyhaveahardtimebuyingit.
nontraditionalideasdon’thaveaholein
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)
!

y’allgotaprocessandnameditafterme!
wegonedonemaderickproud!

CONCEPTING
PRESENTING
IDEAS
GO LIVE POST WRAP UP
CREATIVE
BRIEFING
PRODUCTION
therearetwokeytimesintheprocessthat
weneedtoconcentrateonther.i.c.kmodel

rickalwayshada
clearrolewhenhe
gotonstage…
theentertainer

oneofthemistakeswemakewithideasis
sometimeswedon’thavearolefortheidea.

youneedtogettheclienttocommitearlyon
theimportanceofanontraditionalidea.you
needademand.
!
soyouneedtoshowtheroleinthe4c’s

!
whatistheroleinthecommsjourney?
whatcommstaskisitsolving?
whatistheroleinthecommsecosystem?
wheredoesitfallintheircalendarof
activity?
!

rickjamesalwaysgave
journalistssomethingto
writeabout.

createideasforjournaliststocover.
!
journalistsarethekeytoexponential
growthnotconsumers.createideasfor
them.
!

rickwouldnevergetonstage
withoutseeingthecashfirst.

cash
!
inmostcasesyoushouldseeabudgetbefore
yougooffandconceptideas.thiswillhelp
yourstrikerate.

cost
!
youshouldalsopresentideasbackwitha
pricetag.lettheclientknowhowmuchitis,
don'tletthemguess.

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
-don’tleavethemeetingwithout
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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