“Reaching my own markets” Module
The BEST Game’s “Reaching my own markets’” module specifically addresses the marketing issues that have created problems for particular manufacturing businesses. Its specific objectives are:
- Making the learning from the simulation real for each participant's own business.
- Providing tools and skills for participants to use in their own business situation.
- Getting participants to try out new marketing approaches in their own business
- The module outcomes are:
- Brainstorming and Identifying my own markets
- Dividing my market into accessible segments
- Building a practical strategy to reach each segment
- Implementing the strategy for each segment
- Using practical lists and tools to interact with the market
- Talking to customers
- Analysing customer feedback
- Closing deals
- Keeping customers satisfied
The module covers the very practical issues that are unique to each business by ensuring that participants have a real sustainable market which can assist them to calculate a real breakeven etc. The module content includes:
Selling informally (to the Community)
- Don’t just stand there and wait for them to come to you!
- How can you get them interested in buying from you?
- Plan to visit every household in the community.
- Building relationships
- Tell them that you would like to sell to them on a regular basis
- Show them how proud you are of your quality.
- Tell them how competitive your prices are.
- Talk about the benefits of buying from you instead of from shops.
- Write down their name and address.
- Groups are encouraged to visit all their neighbours and fill in details of their visits.
Selling formally to buyers and shops (on Contract)
- Start Small, Start somewhere, Just Start!
- The biggest barrier is in your head!
- Prepare yourself.
- Know how much you can produce and what you have to sell.
- Know all about your quality.
- Be able to explain why you will be a reliable supplier.
- Making the first contact
- The first meeting
- Getting the first order
- Putting the details together
- Concluding the deal
- Get it in writing!
- Keeping the customer - Growing the relationship and keeping it happy
