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31




(1/4   ),




            © Aleksandr G. Busler
                    2011
31




                                                           .                                    ,
     ,                                                                 ,                       ,
                                              101
                      .

         ,                                                 ,                               ,
                                              ,
                                          .

                                                                                                    ,
                                                                       ,
              .

                                                                   ,
                                              –                ,
                                                               .


                                      ?                                            :

1.                                                                 ,
                                  .
2.
                                                      .
3.                                                     -
                          .
                                                                                                        .

                                                                           ,
                                                                       ,

                  »                                                            .


                  ,                                                                        ,
                                                  ,                                    ,
                              .
     2                                                                         www.buslergroup.com
31




    ,                                          ,
                          ,
                                                            .

        ,                                                                   .
                                                   ,
                                                                    ,
                              .                                 ,               ,
                                                                                        .

                                      :«
             ,                                          .
                     ».

                                           ,
                                                                        .

                 ,                                                                  .
                                                                    ,
                                  .




3                                                      www.buslergroup.com
31




31




     4        www.buslergroup.com
31



#1                                             (        )


                                   .
         ,                     .


                      .   ,                                              ,
                                       .

                                               ,
                                           :        ,
         .                                     :«
     ?                         ?                                     ?
                              ?»

                          :«
             ,            ».

         .

                                   (      ):
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


         5                                                  www.buslergroup.com
31



#2

                                                      ,
                         ,                                    –
                              .

                              :«
                  ».

                                     ,
                       Lead Generation.

         Lead                                                     ,   ,
     ,                                        .           ,
                                          ,
                                     .

             ,
                                     ,
                          –                       .


   ,     ,       :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


         6                                        www.buslergroup.com
31



#3

                                        200-500-1500                 ?
                          ,
     .

                                        –                    .                        ,
                                                                                  ,
                      7-9                    ,
                                                 .

                                         ,
         .

                                ,   ,
             .                 ,
                      .                              ,
                 (            ).                         ,                    ?


                    :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


         7                                                       www.buslergroup.com
31



#4

                                                  .
                                                      (       ,
     ,             ,       .),
                                                          .

                                                                  :

                                 .
                                             .
                                         .
                                         .
                                 .
             . .

                           ,
                       ,             ,                                .

                                                           :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


         8                                       www.buslergroup.com
31



#5

                                                           –
                                                                               .

                                                                       ,
                                                       .
                               :

                           :                                               (       )            ,
                                       (       )
               .                                                   ,                        .
                                           ,                   (                       ),
           .                                               ,
          ),                       .
                   ,                               .
                       ,                   .

                              :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
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____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      9                                                                www.buslergroup.com
31



#6 Unique Selling Proposition

Unique Selling Proposition –                                  ,
                                     ,
     .

                                                          ,
                   .
                       .

               , UPS                             :

                             ,
                   .
                                         (       ),
                       .
                                 .                    .
                                             .

                           UPS –                                  .
                                                      ,
          ,                                            .

     UPS:
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


         10                                      www.buslergroup.com
31



#7

                                                      –
                        Lead Generation.

     80%
                    .
                               .

                                               ,
          e-mail.
     .

                                       ,
                        ,
                                           ,
                                   .

                                               (         ,
                     )               :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


     11                                            www.buslergroup.com
31



#8 «                 »



                                     ?

                             .
                         ,           .
                             .
                                               .
                                                       .

                                                   –
        ?


            ,
                    –            .

                                                           ,
                                 . ,     ,
                .

                                                    :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


       12                                    www.buslergroup.com
31



#9

                                  –
                                                     .

                     ,                           ,
                                      .
                         ,                           .

                                  :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


     13                                   www.buslergroup.com
31



#10

70%                                             :«
               ?» –       .–«
      ?»

                                            ,                        ,
                                .

                                        ,
                           .
                      ,                                                  .

                                    ,
           ,                                         .

                                       10    ,5   ,1    :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      14                                                 www.buslergroup.com
31



#11



                    ,
               .


                                    .                    ,
           #1               ,               .

       -                ,               .
  ,                             .               ,
           .

      -                                                 .


                        :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      15                                        www.buslergroup.com
31



#12

      ,         3
                         ?

                                         ,
                                     ,
                             .

                                                        ,
                                 .
           7        50                                        .
                    .

                                                 :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      16                                     www.buslergroup.com
31



#13

                                                           .

                            ?

                                                 ,
                                        18:00   22:00,
                                .

                                                  ,
                        ,
                        .

                    ,
      ,                                                         .          ,
                                    ,
               .


                                    :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


          17                                             www.buslergroup.com
31



#14                                                         CLV

                                               ,                      9$
                                           .

                                               ,
                                                              ,
120$                   .



                                       20*9$ = 180$


                           .           - 60$
                               .

                                   ,
            ,                                  CLV (customer lifetime volume) –
                                           .

                ,                                                 ,
                                               .

5*180$ = 900$ -                                    5
5*120$ = 600$ -
1*5*120$ = 600$ -

       ,
                300$       5           +
                   .

                     CLV               :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


           18                                             www.buslergroup.com
31



#15                  :«                                          !»

                                             :«          .
               !»

                             -                       ,
                                     .
               ,
      .

                             :
                                                                                       ,
                         ,               .
                                                             «                ».

                                                 .                        5
                                 «                »
           ».                            ,       10%                  .

 ,                           ,                                                     ,
                                     ,                                    ».

                             «               »               …

                                «         »              :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


          19                                                 www.buslergroup.com
31



#16


                                                 –
      .                        ,                                                  .

                                                                          ,
          -                                      .

                               .
                  Lead Generation.

              :                                                   100                 ,
                                                              .
                                                                  ?
          :                .


                  .
                                                                              ,
      .

                               ,                                                                  ,
                                                 ,                                        :

                                           ,
                                   ;
                                                                                                      ,
                                                                  (               ,           ,           ,
                           ,                             .)
                       .

                               20%                   ,
      ,                                    80%                        .
                                                                                      ,
                                       .

                                        :
____________________________________________________________
____________________________________________________________
____________________________________________________________


          20                                                                      www.buslergroup.com
31



#17

                    ,                                                 ?

                                                                          ,
                                   .           ,               ,
                «           »              ,       .

                                                       ,

                        .


                            2 ,3       4                   ,
                :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      21                                               www.buslergroup.com
31



#18                 ,


                …


           .                                                           :«
  », «            », «                », «                        »,
                ».                    ?


                    ,             «                  »        .

                                                 ?
                              ?

                                             ,
                         .
                              .

                                                        :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      22                                             www.buslergroup.com
31



#19

                         –                .
       :«                                        ,
        ,                        !»

                     ,
                             .                           .

                                      ,
       –                                                             .
                 .

                                                             -
                                                                 ,
                                                        .

                                                          :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      23                                      www.buslergroup.com
31



#20

                                           .

             ,
                      .
             «                    ».
    ,                                      .

                  ,                            ,
–                         .


                              .        ,       .
                          ,                    …

                          «       »:
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


        24                                         www.buslergroup.com
31



#21 web-

                                                                   web-       .
                                                                          ,
                     «           »               .

Web-                 24/7/365.                                                    -
                .

                                                     :

                                                 .
                                             .

                                         .
                                                                     .

            ,                                            .
                                     20-70%

                                 web-     :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


       25                                                    www.buslergroup.com
31



#22

                                          –
                               .          ,
                ,                                         :«
                          ?»

                                                  –
            ,                      .


                .     ,
      .

                                              ,
                Up-sell        Back end               .

                   front end           :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      26                                          www.buslergroup.com
31



#23

                                                 ,
                                                     .

                –                            ,           ,
                      –                 .

      ,
                 ,-
                          .

                                  .                          .

                             :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      27                                    www.buslergroup.com
31



#24

                                    :«   ,
                        ,                    ».

               ,
                                                         .


               ,                                                     .
                        ,                            :
           ,                    ,                        .

                            ,                                            ,
                                                             ,
                                                                 .

                          :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      28                                          www.buslergroup.com
31



#25

                                      ,
                                 –
      .

                            :

               ,
                                                     .         «    »
                                               11%         .


                                5%.

                                                 ,
                                     30-50%!
10                      ?

                                            :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


          29                                         www.buslergroup.com
31



#26

                                                                 5-15
                    .
                        .

                                                         ,
                            .                        ,
                                        .

                                    ,                               .
                        3-5                      ,           -
            .

                                !

                                    ,      ,   :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      30                                    www.buslergroup.com
31



#27

                           –
                                       .
                                           ,
                               ,                            ,
                       …

                                            .

                                                     ?
      -            !

                                   ,                 ,   100%
                       .
          .


               :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      31                                   www.buslergroup.com
31



#28

      –                  ,
      .

                    .

                ,
           ,                                          ,
           »                 .

                                       : Lead generation, Lead
conversion, Account management –      ,          ,            .
                     ,
                          ,
                                                      .


            :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      32                                  www.buslergroup.com
31



#29

                                                             ,

                     ,                                   .

           ,
                                                .


                     –
                                                .

                                                       :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      33                                 www.buslergroup.com
31



#30

                                    ?
                          :

                              ;
                ,                       ;
                ,                                      .


                                                  .        .

                                    .

                    .

                                                :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      34                                    www.buslergroup.com
31



#31


                                                        ,
                .

                            -
           ,                                    .
                        !

            ,
                .                        ,
       ,                        .

                        ,
                                    ,
                    .

                             (     )
       :
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________
____________________________________________________________


      35                                 www.buslergroup.com
31




                                                          «
   ».               ,                   ,                             .

                        .

                            ,
                                    ,                             ,

                .

                                ,
                                                  ,
       .


           ,                                          …

                                            ,
100$
                                                              .


                                  ,
   – http://www.buslergroup.com/consulting




  36                                            www.buslergroup.com

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31 способ раздавить конкурентов

  • 1. 31 (1/4 ), © Aleksandr G. Busler 2011
  • 2. 31 . , , , , 101 . , , , , . , , . , – , . ? : 1. , . 2. . 3. - . . , , » . , , , , . 2 www.buslergroup.com
  • 3. 31 , , , . , . , , . , , . :« , . ». , . , . , . 3 www.buslergroup.com
  • 4. 31 31 4 www.buslergroup.com
  • 5. 31 #1 ( ) . , . . , , . , : , . :« ? ? ? ?» :« , ». . ( ): ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 5 www.buslergroup.com
  • 6. 31 #2 , , – . :« ». , Lead Generation. Lead , , , . , , . , , – . , , : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 6 www.buslergroup.com
  • 7. 31 #3 200-500-1500 ? , . – . , , 7-9 , . , . , , . , . , ( ). , ? : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 7 www.buslergroup.com
  • 8. 31 #4 . ( , , , .), . : . . . . . . . , , , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 8 www.buslergroup.com
  • 9. 31 #5 – . , . : : ( ) , ( ) . , . , ( ), . , ), . , . , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 9 www.buslergroup.com
  • 10. 31 #6 Unique Selling Proposition Unique Selling Proposition – , , . , . . , UPS : , . ( ), . . . . UPS – . , , . UPS: ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 10 www.buslergroup.com
  • 11. 31 #7 – Lead Generation. 80% . . , e-mail. . , , , . ( , ) : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 11 www.buslergroup.com
  • 12. 31 #8 « » ? . , . . . . – ? , – . , . , , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 12 www.buslergroup.com
  • 13. 31 #9 – . , , . , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 13 www.buslergroup.com
  • 14. 31 #10 70% :« ?» – .–« ?» , , . , . , . , , . 10 ,5 ,1 : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 14 www.buslergroup.com
  • 15. 31 #11 , . . , #1 , . - , . , . , . - . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 15 www.buslergroup.com
  • 16. 31 #12 , 3 ? , , . , . 7 50 . . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 16 www.buslergroup.com
  • 17. 31 #13 . ? , 18:00 22:00, . , , . , , . , , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 17 www.buslergroup.com
  • 18. 31 #14 CLV , 9$ . , , 120$ . 20*9$ = 180$ . - 60$ . , , CLV (customer lifetime volume) – . , , . 5*180$ = 900$ - 5 5*120$ = 600$ - 1*5*120$ = 600$ - , 300$ 5 + . CLV : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 18 www.buslergroup.com
  • 19. 31 #15 :« !» :« . !» - , . , . : , , . « ». . 5 « » ». , 10% . , , , , ». « » … « » : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 19 www.buslergroup.com
  • 20. 31 #16 – . , . , - . . Lead Generation. : 100 , . ? : . . , . , , , : , ; , ( , , , , .) . 20% , , 80% . , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 20 www.buslergroup.com
  • 21. 31 #17 , ? , . , , « » , . , . 2 ,3 4 , : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 21 www.buslergroup.com
  • 22. 31 #18 , … . :« », « », « », « », ». ? , « » . ? ? , . . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 22 www.buslergroup.com
  • 23. 31 #19 – . :« , , !» , . . , – . . - , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 23 www.buslergroup.com
  • 24. 31 #20 . , . « ». , . , , – . . , . , … « »: ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 24 www.buslergroup.com
  • 25. 31 #21 web- web- . , « » . Web- 24/7/365. - . : . . . . , . 20-70% web- : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 25 www.buslergroup.com
  • 26. 31 #22 – . , , :« ?» – , . . , . , Up-sell Back end . front end : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 26 www.buslergroup.com
  • 27. 31 #23 , . – , , – . , ,- . . . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 27 www.buslergroup.com
  • 28. 31 #24 :« , , ». , . , . , : , , . , , , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 28 www.buslergroup.com
  • 29. 31 #25 , – . : , . « » 11% . 5%. , 30-50%! 10 ? : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 29 www.buslergroup.com
  • 30. 31 #26 5-15 . . , . , . , . 3-5 , - . ! , , : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 30 www.buslergroup.com
  • 31. 31 #27 – . , , , … . ? - ! , , 100% . . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 31 www.buslergroup.com
  • 32. 31 #28 – , . . , , , » . : Lead generation, Lead conversion, Account management – , , . , , . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 32 www.buslergroup.com
  • 33. 31 #29 , , . , . – . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 33 www.buslergroup.com
  • 34. 31 #30 ? : ; , ; , . . . . . : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 34 www.buslergroup.com
  • 35. 31 #31 , . - , . ! , . , , . , , . ( ) : ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ 35 www.buslergroup.com
  • 36. 31 « ». , , . . , , , . , , . , … , 100$ . , – http://www.buslergroup.com/consulting 36 www.buslergroup.com