Customer Relationship Management (CRM)
How does it work?
KITE CRM builds a roadmap of opportunities through a powerful pitch deck and a customer funnel.
it seizes the best opportunities for closing a deal, improve our communication, and analysing our lost efforts, so we can change our marketing strategy or business model.
Section 1: Sales pitch
A structured sales pitch of 4 brief sections:
HOOK.
The very first impression that will attract your recipient’s attention.
E.g. A powerful fact, quote, image or endorsement.
ABOUT.
A short description about you, what qualifies you to retain your recipient´s attention.
E.g. Name, title, company name, experience.
VALUE PROPOSITION.
A brief description of your idea or project, and what makes it unique and valuable for your recipient.
For E.g. What is the problem or pain your project aim to solve, or why is your project an innovative solution compared with the rest.
CALL TO ACTION
A clear action your recipient should carry on after processing the message.
E.g. Visit your webpage, schedule a call, arrange a meeting, reply to your email, purchase, donate, etc.
HOW TO USE IT?
Step 1.
Pitch: Write an email for a potential investor or client.
The email must contain the 4 sections of our sales pitch. Each section should be limited to 60 words.
Step 2.
In group: In groups of 4 persons, start a round of presentations, where each member will have a maximum of 1 min. to read his email
Individual: Read your email out loud for a max of 1 minute and record yourself on your phone or audio recorder.
After each presentation is finished, ask the rest of your team or yourself to rate it from 0 to 5: How clear was the email?
Step 3.
After this round, make a break of 10 mins. to reorganize and improve all presentations.
Start the 2nd round, and repeat step 2. After the second presentation, it is time to give feedback.
Example:
Problem: Price of drinking water in the suburbs of Yaounde, Cameroon.
Solution: A ceramic water purifier made from recycled materials reduces the cost per litre of water by 30%, with a capacity of 15 litres.
Client: Impact investor, contact through email.
HOOK:
Hello dear Bill.
I know your time is precious, so let me go directly to the point: The cost of water in the suburbs of Yaounde causes 2,000 deaths a year.
Surprisingly, by only reducing 30% of the cost of 1 litre of water, we could save those 2,000 lives. Is this meaningful? Yes, but It is also an attractive business opportunity.
ABOUT YOUR PROJECT:
Our company “NAME” has been working for 10 years convinced that access to drinking water is a fundamental human right, a basic need for quality of life, and a trigger for business opportunities in Cameroon.
VALUE PROPOSITION:
We have built an easy-to-use and low-cost purifier with an effectiveness of 99% purity.
CALL TO ACTION:
We would like to introduce you to investment opportunities via a short call this week.
Regardless of the outcome of this conversation, I´m convinced your time will be invested wisely.
Kindly let me know if you are available, I would appreciate any reply, either positive or negative.
HOW TO INTERPRET IT?
Unlike The Storytelling Social Leader tool, which aims at empathising with the problem and connects your solution, your CRM sales pitch aims at raising funds.
Building a simple, structured and understandable message will allow you to increase the scope of your communication strategy, and also give homogeneity to your entire team in the channels they decide to use.
Place yourself in the shoes of the recipient of your message, and try to reach clarity, appeal, and value.
Through an email, your narrative skills will be tested, improving the rest of your written and unwritten messages.
Let´s test your emails!
2. Finding your purpose (Ikigai + Golden Circle). How can I find and link my purpose with the purpose of my project?
3. Social Innovation Matrix. How can explore problems and possible solutions?
4. Humanity Development Goals. How can we work with development more holistically?
5. Social Intervention Frame. What is the best intervention to solve a problem?
6. Social Contract. How can design and model a social innovation project?
7. The Social Innovation Canvas. How can design and model a social innovation project?
8. Impact Investor Matrix. How do the investors measure impact on projects?
9. Social Economy. How can I finance my project beyond traditional financing models?
10. Types of Funding. How can I find the best types of funding for my project?
11. Activist Journey. How can I build a movement to solve a social problem?
12. The Social Leader Storytelling. How can I build a powerful and meaningful message for my project?
13. Kite Customer Relationship Management CRM. How can I sell and raise funds for my project?
14. Team Values. How can I build trust among my stakeholder?
15. Recruitment Venn. How can I attract, keep and communicate with the best team for my project?
16. Productivity Board. How can I work more efficiently if I don´t have a clear work process?
17. OKRs. How can I work more efficiently if I already have work process?
18. Decision-Making. How can I discuss and make better decisions with my team
Section 2: Break-even point & Sales target
The break-even point (BEP) in economics, business—and specifically cost accounting—is the point at which total cost and total revenue are equal, i.e. “even”.
There is no net loss or gain.
In short, all costs that must be paid are paid, and there is neither profit nor loss.
Target is the expected profit after the breakeven point.
Having both side-by-side, and next to your sales pitch and customer funnel, will allow you to have a full picture of your marketing efforts.
HOW DO YOU USE IT?
Step 1.
Based on your cost structure, calculate a breakeven projection.
Step 2.
Based on your breakeven projection, assign a target income goal.
Step 3.
Discuss with the rest of your team both projections.
- Are they realistic?
- What is the best scenario?
- What is the worst scenario?
HOW TO INTERPRET IT?
Both projections aimed at setting your financial goals and planning your efforts. Although income is not the only key performance indicator (KPI) of impact or project success, it is the best KPI to validate its financial viability.
Having both projections will allow your team, investors and yourself a gamified goal that must be pursued.
2. Finding your purpose (Ikigai + Golden Circle). How can I find and link my purpose with the purpose of my project?
3. Social Innovation Matrix. How can explore problems and possible solutions?
4. Humanity Development Goals. How can we work with development more holistically?
5. Social Intervention Frame. What is the best intervention to solve a problem?
6. Social Contract. How can design and model a social innovation project?
7. The Social Innovation Canvas. How can design and model a social innovation project?
8. Impact Investor Matrix. How do the investors measure impact on projects?
9. Social Economy. How can I finance my project beyond traditional financing models?
10. Types of Funding. How can I find the best types of funding for my project?
11. Activist Journey. How can I build a movement to solve a social problem?
12. The Social Leader Storytelling. How can I build a powerful and meaningful message for my project?
13. Kite Customer Relationship Management CRM. How can I sell and raise funds for my project?
14. Team Values. How can I build trust among my stakeholder?
15. Recruitment Venn. How can I attract, keep and communicate with the best team for my project?
16. Productivity Board. How can I work more efficiently if I don´t have a clear work process?
17. OKRs. How can I work more efficiently if I already have work process?
18. Decision-Making. How can I discuss and make better decisions with my team
Section 3: Sales Funnel
Since you have a structured message, a break-even point and a goal, it is time for your message to reach your client.
If you haven’t defined your customer segment yet, it’s time to define it:
Who is your client?
– Gender
– Location
– Age
– Industry
What media does your client consume?
– Social networks
– Magazines newspapers
– Specialized blogs
– Applications
The customer funnel is divided into 5 sections:
INTERESTED. People who responded to your hook and understood your About.
QUALIFIED. People who find your idea valuable and are willing to invest time to learn more about it: Value Proposition.
NEGOTIATION. Those who respond directly to your Call to Action.
WON. Those who invest, buy or donate to your project.
LOYALTY & ADVOCACY. Those customers become the best catalysts for new sales funnels.
HOW TO USE IT? TOOL FOR TEAMS.
Step 1.
Present your Sales Pitch of max. 2 minutes to your team. You can use an email or a graphic presentation.
Step 2.
After presenting, ask your team to answer yes /no to the following questions:
– INTERESTED: Who was attracted and understood the message?
– QUALIFIED: Who finds this idea valuable to solve an existing problem that you face?
– NEGOTIATION: Who wants to know more and maybe invest/buy/donate in the project?
– WON: Who wants to invest immediately in the project?
Step 3.
After each question, count the yes vs no raised and compare them with the total number of people. Write down the results and paste them on your poster.
Example: 3 out of 10 interested people, 2 out of 10 qualified, etc.
HOW TO INTERPRET IT?
Having the results in your sales funnel allows you to analyze the effectiveness of your message, if there is a market for your solution, and if it can be validated by your client.
– If all the answers are NO: Change your Sales Pitch.
– If the total of YES decreases from one level to another, those missing YES are considered lost customers.
Customers get lost for many reasons, however, some of the main reasons are:
INTERESTED BUT NOT QUALIFIED: Unclear message, complex problem or solution.
QUALIFIED BUT NO NEGOTIATION: Wrong Audience or wrong Target Audience.
NEGOTIATION BUT NO WON: Unclear or poor value proposition, or confusing call to action.
WON BUT BUT NOT LOYALTY & ADVOCACY: Disappointing Value Proposition or Lack of constant communication.
LOYALTY & ADVOCACY BUT NEVER RETURN TO YOUR FUNNEL. You have a competitor or disruptor.
KEEP YOUR CUSTOMER FUNNEL UNDER CONSTANT EVALUATION AND DISCUSSION.
2. Finding your purpose (Ikigai + Golden Circle). How can I find and link my purpose with the purpose of my project?
3. Social Innovation Matrix. How can explore problems and possible solutions?
4. Humanity Development Goals. How can we work with development more holistically?
5. Social Intervention Frame. What is the best intervention to solve a problem?
6. Social Contract. How can design and model a social innovation project?
7. The Social Innovation Canvas. How can design and model a social innovation project?
8. Impact Investor Matrix. How do the investors measure impact on projects?
9. Social Economy. How can I finance my project beyond traditional financing models?
10. Types of Funding. How can I find the best types of funding for my project?
11. Activist Journey. How can I build a movement to solve a social problem?
12. The Social Leader Storytelling. How can I build a powerful and meaningful message for my project?
13. Kite Customer Relationship Management CRM. How can I sell and raise funds for my project?
14. Team Values. How can I build trust among my stakeholder?
15. Recruitment Venn. How can I attract, keep and communicate with the best team for my project?
16. Productivity Board. How can I work more efficiently if I don´t have a clear work process?
17. OKRs. How can I work more efficiently if I already have work process?
18. Decision-Making. How can I discuss and make better decisions with my team
Social Innovation Box
10 years of REAL field experience in more than 20 countries across 4 continents, compacted in a powerful tool-box with practical and easy to use tools. Click the box.
Leaders in the field back the social innovation box up
Years of Research & Development
Countries where it has been applied
The best is the connnection
The best of this experience is not only to be around the coaches and mentors but the entrepreneurs who are here sharing their dreams.
Enlightening
The experience has been very enlightening and inspirational, recommended for those who are willing to challenge the status quo
Remarkable
Thanks for all the tools, but above all for the remarkable change-makers who I can call now my friends
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