5. About me...
• My name is Mark Mogridge
bizmarketi
the smart, smarter, smartest online prospecting specialists
6. About me...
• My name is Mark Mogridge
• Experience: 19 years in the UAE, 15 in the UK
bizmarketi
the smart, smarter, smartest online prospecting specialists
7. About me...
• My name is Mark Mogridge
• Experience: 19 years in the UAE, 15 in the UK
• Background: Advertising, IT, Direct Marketing
bizmarketi
the smart, smarter, smartest online prospecting specialists
8. About me...
• My name is Mark Mogridge
• Experience: 19 years in the UAE, 15 in the UK
• Background: Advertising, IT, Direct Marketing
• Hobbies: Sportsbiking & Fitness (when I have the time)
bizmarketi
the smart, smarter, smartest online prospecting specialists
9. About me...
• My name is Mark Mogridge
• Experience: 19 years in the UAE, 15 in the UK
• Background: Advertising, IT, Direct Marketing
• Hobbies: Sportsbiking & Fitness (when I have the time)
bizmarketi
the smart, smarter, smartest online prospecting specialists
10. About me...
• My name is Mark Mogridge
• Experience: 19 years in the UAE, 15 in the UK
• Background: Advertising, IT, Direct Marketing
• Hobbies: Sportsbiking & Fitness (when I have the time)
bizmarketi
the smart, smarter, smartest online prospecting specialists
11. About me...
• My name is Mark Mogridge
• Experience: 19 years in the UAE, 15 in the UK
• Background: Advertising, IT, Direct Marketing
• Hobbies: Sportsbiking & Fitness (when I have the time)
bizmarketi
the smart, smarter, smartest online prospecting specialists
13. The 1:2:3 Of Turning Online Prospecting into
bizmarketi
the smart, smarter, smartest online prospecting specialists
14. The 1:2:3 Of Turning Online Prospecting into
1. Build a database of your Client-Base and Prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
15. The 1:2:3 Of Turning Online Prospecting into
1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Give-to-
Receive strategy.
bizmarketi
the smart, smarter, smartest online prospecting specialists
16. The 1:2:3 Of Turning Online Prospecting into
1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Give-to-
Receive strategy.
3. Use the smartest online marketing tools to nurture & identify the
hottest prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
17. The 1:2:3 Of Turning Online Prospecting into
1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Give-to-
Receive strategy.
3. Use the smartest online marketing tools to nurture & identify the
hottest prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
19. 1. Database: Who is your ‘ideal’ customer?
bizmarketi
the smart, smarter, smartest online prospecting specialists
20. 1. Database: Who is your ‘ideal’ customer?
• They buy the entire range and regularly
bizmarketi
the smart, smarter, smartest online prospecting specialists
21. 1. Database: Who is your ‘ideal’ customer?
• They buy the entire range and regularly
• They pay On-Time
bizmarketi
the smart, smarter, smartest online prospecting specialists
22. 1. Database: Who is your ‘ideal’ customer?
• They buy the entire range and regularly
• They pay On-Time
• They say ‘Thank You’ for the good work
bizmarketi
the smart, smarter, smartest online prospecting specialists
23. 1. Database: Who is your ‘ideal’ customer?
• They buy the entire range and regularly
• They pay On-Time
• They say ‘Thank You’ for the good work
• They recommend you to others
bizmarketi
the smart, smarter, smartest online prospecting specialists
24. 1. Database: Who is your ‘ideal’ customer?
• They buy the entire range and regularly
• They pay On-Time
• They say ‘Thank You’ for the good work
• They recommend you to others
• They are the 20% that generate 80% of your
revenue
bizmarketi
the smart, smarter, smartest online prospecting specialists
26. 1. Database: What is an ideal customer worth to YOU!
bizmarketi
the smart, smarter, smartest online prospecting specialists
27. 1. Database: What is an ideal customer worth to YOU!
• How much is the average first time purchase? $___,___.00
bizmarketi
the smart, smarter, smartest online prospecting specialists
28. 1. Database: What is an ideal customer worth to YOU!
• How much is the average first time purchase? $___,___.00
• What is the up/cross sell revenue? $___,___,___.00
bizmarketi
the smart, smarter, smartest online prospecting specialists
29. 1. Database: What is an ideal customer worth to YOU!
• How much is the average first time purchase? $___,___.00
• What is the up/cross sell revenue? $___,___,___.00
• What is the average first year revenue? $___,___,___.00
bizmarketi
the smart, smarter, smartest online prospecting specialists
30. 1. Database: What is an ideal customer worth to YOU!
• How much is the average first time purchase? $___,___.00
• What is the up/cross sell revenue? $___,___,___.00
• What is the average first year revenue? $___,___,___.00
• What is their direct referral revenue? $___,___,___.00
bizmarketi
the smart, smarter, smartest online prospecting specialists
31. 1. Database: What is an ideal customer worth to YOU!
• How much is the average first time purchase? $___,___.00
• What is the up/cross sell revenue? $___,___,___.00
• What is the average first year revenue? $___,___,___.00
• What is their direct referral revenue? $___,___,___.00
• What is their lifetime revenue? $___,___,___,___.
00
bizmarketi
the smart, smarter, smartest online prospecting specialists
33. 1. Database: Lets profile my ‘ideal’ customers
bizmarketi
the smart, smarter, smartest online prospecting specialists
34. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car...
bizmarketi
the smart, smarter, smartest online prospecting specialists
35. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car...
• Neil is an English West Ham
supporter
bizmarketi
the smart, smarter, smartest online prospecting specialists
36. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car...
• Neil is an English West Ham
supporter
• He is the Sales & Marketing
Director
bizmarketi
the smart, smarter, smartest online prospecting specialists
37. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car...
• Neil is an English West Ham
supporter
• He is the Sales & Marketing
Director
• International Multi-billion Franchise
bizmarketi
the smart, smarter, smartest online prospecting specialists
38. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car...
• Neil is an English West Ham
supporter
• He is the Sales & Marketing
Director
• International Multi-billion Franchise
• Part of the Al Futtaim Group
bizmarketi
the smart, smarter, smartest online prospecting specialists
39. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car... •Bullseye Advertising...
• Neil is an English West Ham
supporter
• He is the Sales & Marketing
Director
• International Multi-billion Franchise
• Part of the Al Futtaim Group
bizmarketi
the smart, smarter, smartest online prospecting specialists
40. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car... •Bullseye Advertising...
• Neil is an English West Ham • Riyaz is an Indian cricket addict
supporter
• He is the Sales & Marketing
Director
• International Multi-billion Franchise
• Part of the Al Futtaim Group
bizmarketi
the smart, smarter, smartest online prospecting specialists
41. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car... •Bullseye Advertising...
• Neil is an English West Ham • Riyaz is an Indian cricket addict
supporter
• He is the Owner
• He is the Sales & Marketing
Director
• International Multi-billion Franchise
• Part of the Al Futtaim Group
bizmarketi
the smart, smarter, smartest online prospecting specialists
42. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car... •Bullseye Advertising...
• Neil is an English West Ham • Riyaz is an Indian cricket addict
supporter
• He is the Owner
• He is the Sales & Marketing
Director • Small local business in JLT
• International Multi-billion Franchise
• Part of the Al Futtaim Group
bizmarketi
the smart, smarter, smartest online prospecting specialists
43. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car... •Bullseye Advertising...
• Neil is an English West Ham • Riyaz is an Indian cricket addict
supporter
• He is the Owner
• He is the Sales & Marketing
Director • Small local business in JLT
• International Multi-billion Franchise • Never wants to be part of a Group
• Part of the Al Futtaim Group
bizmarketi
the smart, smarter, smartest online prospecting specialists
44. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car... •Bullseye Advertising...
• Neil is an English West Ham • Riyaz is an Indian cricket addict
supporter
• He is the Owner
• He is the Sales & Marketing
Director • Small local business in JLT
• International Multi-billion Franchise • Never wants to be part of a Group
• Part of the Al Futtaim Group • Indian & Filipina Staff
bizmarketi
the smart, smarter, smartest online prospecting specialists
45. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car... •Bullseye Advertising...
• Neil is an English West Ham • Riyaz is an Indian cricket addict
supporter
• He is the Owner
• He is the Sales & Marketing
Director • Small local business in JLT
• International Multi-billion Franchise • Never wants to be part of a Group
• Part of the Al Futtaim Group • Indian & Filipina Staff
What on earth do they have in common?
bizmarketi
the smart, smarter, smartest online prospecting specialists
46. 1. Database: Lets profile my ‘ideal’ customers
•Hertz Rent A Car... •Bullseye Advertising...
• Neil is an English West Ham • Riyaz is an Indian cricket addict
supporter
• He is the Owner
• He is the Sales & Marketing
Director • Small local business in JLT
• International Multi-billion Franchise • Never wants to be part of a Group
• Part of the Al Futtaim Group • Indian & Filipina Staff
What on earth do they have in common?
• Stockholder / Stakeholder -> Brand
ownership
bizmarketi
the smart, smarter, smartest online prospecting specialists
48. 1. Database: Lets find some more ‘ideal’
bizmarketi
the smart, smarter, smartest online prospecting specialists
49. 1. Database: Lets find some more ‘ideal’
$
Ideal Customer
bizmarketi
the smart, smarter, smartest online prospecting specialists
50. 1. Database: Lets find some more ‘ideal’
$
Ideal Customer Ideal Prospects
bizmarketi
the smart, smarter, smartest online prospecting specialists
51. 1. Database: Lets find some more ‘ideal’
$
Ideal Customer Ideal Prospects
My Ideal Prospects
bizmarketi
the smart, smarter, smartest online prospecting specialists
52. 1. Database: Lets find some more ‘ideal’
$
Ideal Customer Ideal Prospects
My Ideal Prospects
• Brands with sales management & teams
bizmarketi
the smart, smarter, smartest online prospecting specialists
53. 1. Database: Lets find some more ‘ideal’
$
Ideal Customer Ideal Prospects
My Ideal Prospects
• Brands with sales management & teams
• Owners of small to medium in highly competitive businesses
bizmarketi
the smart, smarter, smartest online prospecting specialists
54. 1. Database: Lets find some more ‘ideal’
$
Ideal Customer Ideal Prospects
My Ideal Prospects
• Brands with sales management & teams
• Owners of small to medium in highly competitive businesses
• Favourites: Retail, Car Lease, PR, Advertising, Events
bizmarketi
the smart, smarter, smartest online prospecting specialists
55. 1. Database: Lets find some more ‘ideal’
$
Ideal Customer Ideal Prospects
My Ideal Prospects
• Brands with sales management & teams
• Owners of small to medium in highly competitive businesses
• Favourites: Retail, Car Lease, PR, Advertising, Events
My Acid Question
bizmarketi
the smart, smarter, smartest online prospecting specialists
56. 1. Database: Lets find some more ‘ideal’
$
Ideal Customer Ideal Prospects
My Ideal Prospects
• Brands with sales management & teams
• Owners of small to medium in highly competitive businesses
• Favourites: Retail, Car Lease, PR, Advertising, Events
My Acid Question
• “So how do you set your sales
forecasts?”
bizmarketi
the smart, smarter, smartest online prospecting specialists
57. 1. Database: Lets find some more ‘ideal’
$ $
$
$ $
Ideal Customer Ideal Customer
Ideal Customer Ideal Prospects
Ideal Customer Ideal Customer
My Ideal Prospects
• Brands with sales management & teams
• Owners of small to medium in highly competitive businesses
• Favourites: Retail, Car Lease, PR, Advertising, Events
My Acid Question
• “So how do you set your sales
forecasts?”
bizmarketi
the smart, smarter, smartest online prospecting specialists
58. 1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Credibility
strategy.
3. Use the smartest online marketing tools to nurture & identify the
hottest prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
59. The 1:2:3 Of Turning Online Prospecting into
1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Credibility
strategy.
3. Use the smartest online marketing tools to nurture & identify the
hottest prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
60. The 1:2:3 Of Turning Online Prospecting into
1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Credibility
strategy.
3. Use the smartest online marketing tools to nurture & identify the
hottest prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
62. 2. Strategy: The Credibility Strategy
bizmarketi
the smart, smarter, smartest online prospecting specialists
63. 2. Strategy: The Credibility Strategy
• Giving to Gain Credibility
Expert A Expert B
bizmarketi
the smart, smarter, smartest online prospecting specialists
64. 2. Strategy: The Credibility Strategy
• Giving to Gain Credibility
I am a total guru of the
Online Marketing world, I can
get you ranked #1 on any
keyword on Google.
Expert A Expert B
bizmarketi
the smart, smarter, smartest online prospecting specialists
65. 2. Strategy: The Credibility Strategy
• Giving to Gain Credibility
I am a total guru of the Let me share some of the
Online Marketing world, I can ideas that have enabled our
get you ranked #1 on any customers to increase their
keyword on Google. Google rankings.
Expert A Expert B
bizmarketi
the smart, smarter, smartest online prospecting specialists
66. 2. Strategy: The Credibility Strategy
• Giving to Gain Credibility
I am a total guru of the Let me share some of the
Online Marketing world, I can ideas that have enabled our
get you ranked #1 on any customers to increase their
keyword on Google. Google rankings.
Expert A Expert B
• Proven & enhanced by a never ending stream of content
Articles
Videos Whitepapers Tips Presentations
PR
• Sealed with 3rd Party Referrals
bizmarketi
the smart, smarter, smartest online prospecting specialists
68. 2. Strategy: The Main Components
bizmarketi
the smart, smarter, smartest online prospecting specialists
69. 2. Strategy: The Main Components
• CRM database to store customer & prospect data
bizmarketi
the smart, smarter, smartest online prospecting specialists
70. 2. Strategy: The Main Components
• CRM database to store customer & prospect data
CRM
Database
bizmarketi
the smart, smarter, smartest online prospecting specialists
71. 2. Strategy: The Main Components
• CRM database to store customer & prospect data
• Your website, social media and SEO
CRM
Website Social Media SEO/SEM
Database
bizmarketi
the smart, smarter, smartest online prospecting specialists
72. 2. Strategy: The Main Components
• CRM database to store customer & prospect data
• Your website, social media and SEO
• A smart automated prospecting system to glue it all together
CRM
Website Social Media SEO/SEM
Database
bizmarketi
the smart, smarter, smartest online prospecting specialists
73. 2. Strategy: The Main Components
• CRM database to store customer & prospect data
• Your website, social media and SEO
• A smart automated prospecting system to glue it all together
SmartOnlin
CRM Automated
Website Social Media SEO/SEM
Database Prospecting
bizmarketi
the smart, smarter, smartest online prospecting specialists
74. 2. Strategy: The Main Components
• CRM database to store customer & prospect data
• Your website, social media and SEO
• A smart automated prospecting system to glue it all together
SmartOnlin
CRM Automated
Website Social Media SEO/SEM
Database Prospecting
• A never ending stream of content
Articles
Videos Whitepapers Tips Presentations
PR
bizmarketi
the smart, smarter, smartest online prospecting specialists
76. 2. Strategy: The Give To Gain Credibility Transaction
bizmarketi
the smart, smarter, smartest online prospecting specialists
77. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
bizmarketi
the smart, smarter, smartest online prospecting specialists
78. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
• If you are willing to freely share your knowledge with them, they will tell
you a little about themselves, and what they are looking for
bizmarketi
the smart, smarter, smartest online prospecting specialists
79. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
• If you are willing to freely share your knowledge with them, they will tell
you a little about themselves, and what they are looking for
• So the strategy works like this...
bizmarketi
the smart, smarter, smartest online prospecting specialists
80. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
• If you are willing to freely share your knowledge with them, they will tell
you a little about themselves, and what they are looking for
• So the strategy works like this...
• We email the Prospect with the offer of a whitepaper
bizmarketi
the smart, smarter, smartest online prospecting specialists
81. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
• If you are willing to freely share your knowledge with them, they will tell
you a little about themselves, and what they are looking for
• So the strategy works like this...
• We email the Prospect with the offer of a whitepaper
• The Prospect clicks to download the whitepaper
bizmarketi
the smart, smarter, smartest online prospecting specialists
82. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
• If you are willing to freely share your knowledge with them, they will tell
you a little about themselves, and what they are looking for
• So the strategy works like this...
• We email the Prospect with the offer of a whitepaper
• The Prospect clicks to download the whitepaper
• The Prospect fills out a very short questionnaire
bizmarketi
the smart, smarter, smartest online prospecting specialists
83. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
• If you are willing to freely share your knowledge with them, they will tell
you a little about themselves, and what they are looking for
• So the strategy works like this...
• We email the Prospect with the offer of a whitepaper
• The Prospect clicks to download the whitepaper
• The Prospect fills out a very short questionnaire
• They receive their whitepaper/video/
webinar
bizmarketi
the smart, smarter, smartest online prospecting specialists
84. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
• If you are willing to freely share your knowledge with them, they will tell
you a little about themselves, and what they are looking for
• So the strategy works like this...
• We email the Prospect with the offer of a whitepaper
• The Prospect clicks to download the whitepaper
• The Prospect fills out a very short questionnaire
• They receive their whitepaper/video/
webinar
• The result is that you can now acquire critical profiling & qualification
without even meeting the person
bizmarketi
the smart, smarter, smartest online prospecting specialists
85. 2. Strategy: The Give To Gain Credibility Transaction
• Every successful businessman is thirsty for more knowledge
• If you are willing to freely share your knowledge with them, they will tell
you a little about themselves, and what they are looking for
• So the strategy works like this...
• We email the Prospect with the offer of a whitepaper
• The Prospect clicks to download the whitepaper
• The Prospect fills out a very short questionnaire
• They receive their whitepaper/video/
webinar
• The result is that you can now acquire critical profiling & qualification
without even meeting the person
• This makes the qualification process far more cost effective, accurate and
bizmarketi
the smart, smarter, smartest online prospecting specialists
86. 1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Credibility
strategy.
3. Use the smartest online marketing tools to nurture & identify the
hottest prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
87. The 1:2:3 Of Turning Online Prospecting into
1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Credibility
strategy.
3. Use the smartest online marketing tools to nurture & identify the
hottest prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
88. The 1:2:3 Of Turning Online Prospecting into
1. Build a database of your Client-Base and Prospects.
2. Plan a year-long online prospecting strategy - using the Credibility
strategy.
3. Use the smartest online marketing tools to nurture & identify the
hottest prospects.
bizmarketi
the smart, smarter, smartest online prospecting specialists
90. 3. Get Smart: How it all fits together
bizmarketi
the smart, smarter, smartest online prospecting specialists
91. 3. Get Smart: How it all fits together
Your Prospect
bizmarketi
the smart, smarter, smartest online prospecting specialists
92. 3. Get Smart: How it all fits together
Your Prospect
Your
CRM
Database
bizmarketi
the smart, smarter, smartest online prospecting specialists
93. 3. Get Smart: How it all fits together
Your Prospect
Your
Your
CRM
Website
Database
bizmarketi
the smart, smarter, smartest online prospecting specialists
94. 3. Get Smart: How it all fits together
Your Prospect
Your
Your
CRM
Website
Database
Your Social
Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
95. 3. Get Smart: How it all fits together
Referral
Website
Your Prospect
Your
Your
CRM
Website
Database
Your Social
Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
96. 3. Get Smart: How it all fits together
Referral
Website
Your Prospect
Your
Emailing Your
CRM
Messaging Website
Database
Your Social
Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
97. 3. Get Smart: How it all fits together
Referral
Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Your Social
Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
98. 3. Get Smart: How it all fits together
Referral
Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Your Social
Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
99. 3. Get Smart: How it all fits together
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Your Social
Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
100. 3. Get Smart: How it all fits together
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
101. 3. Get Smart: How it all fits together
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
102. 3. Get Smart: How it all fits together
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
bizmarketi
the smart, smarter, smartest online prospecting specialists
103. 3. Get Smart: How it all fits together
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
104. Sample Body Language Stats...
3. Get Smart: How it all fits together
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
105. Sample Body Language Stats...
3. Get Smart: How it all fits together Received=5
• Emails
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
106. Sample Body Language Stats...
3. Get Smart: How it all fits together Received=5
• Emails
• Emails Opened=4
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
107. Sample Body Language Stats...
3. Get Smart: How it all fits together Received=5
• Emails
• Emails Opened=4
• Questionnares=3 (Score 75%)
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
108. Sample Body Language Stats...
3. Get Smart: How it all fits together Received=5
• Emails
• Emails Opened=4
• Questionnares=3 (Score 75%)
• Whitepapers Read=3
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
109. Sample Body Language Stats...
3. Get Smart: How it all fits together Received=5
• Emails
• Emails Opened=4
• Questionnares=3 (Score 75%)
• Whitepapers Read=3
• Web Pages Visited=6
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
110. Sample Body Language Stats...
3. Get Smart: How it all fits together Received=5
• Emails
• Emails Opened=4
• Questionnares=3 (Score 75%)
• Whitepapers Read=3
• Web Pages Visited=6
• Social Sites Visited=1
Profiling Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
111. Sample Body Language Stats...
3. Get Smart: How it all fits together Received=5
• Emails
• Emails Opened=4
• Questionnares=3 (Score 75%)
• Whitepapers Read=3
• Web Pages Visited=6
• Social Sites Visited=1
Profiling • Ideal Match: 75% Referral
Pages Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
112. Sample Body Language Stats...
3. Get Smart: How it all fits together Received=5
• Emails
• Emails Opened=4
• Questionnares=3 (Score 75%)
• Whitepapers Read=3
• Web Pages Visited=6
• Social Sites Visited=1
Profiling • Ideal Match: 75% Referral
Pages • Status: May Purchase Website
Your Prospect
SmartOnlin
Your
Automated Emailing Your
CRM
Prospecting Messaging Website
Database
Delivery Your Social
Pages Media
Closed Loop
Marketing
Reading The Digital Body Language
bizmarketi
the smart, smarter, smartest online prospecting specialists
114. 3. Get Smart: How To Spot The Ideal Customers
bizmarketi
the smart, smarter, smartest online prospecting specialists
115. 3. Get Smart: How To Spot The Ideal Customers
• They qualify themselves in!
Status: Not Interested
Ideal Match: 0%
bizmarketi
the smart, smarter, smartest online prospecting specialists
116. 3. Get Smart: How To Spot The Ideal Customers
• They qualify themselves in!
Status: Purchased
Ideal Match: 85%
Body Language Stats...
Emails Received=6
Emails Opened=75%
Questionnares=75%
Web Pages Visited=30%
Status: Not Interested
Ideal Match: 0%
bizmarketi
the smart, smarter, smartest online prospecting specialists
117. 3. Get Smart: How To Spot The Ideal Customers
• They qualify themselves in!
Status: Problem Agreed
Ideal Match: 39%
Status: Purchased Body Language Stats...
Ideal Match: 85% Emails Received=6
Emails Opened=20%
Body Language Stats... Questionnares=20%
Emails Received=6 Web Pages Visited=15%
Emails Opened=75%
Questionnares=75%
Web Pages Visited=30%
Status: Not Interested
Ideal Match: 0%
bizmarketi
the smart, smarter, smartest online prospecting specialists
118. 3. Get Smart: How To Spot The Ideal Customers
• They qualify themselves in!
Status: May Purchase
Ideal Match: 89%
Status: Problem Agreed
Body Language Stats... Ideal Match: 39%
Emails Received=15
Emails Opened=80% Status: Purchased Body Language Stats... Status: Shown Interest
Questionnares=50% Ideal Match: 85% Emails Received=6 Ideal Match: 79%
Whitepapers Read=70% Emails Opened=20%
Web Pages Visited=45% Body Language Stats... Questionnares=20% Body Language Stats...
Social Sites Visited=30% Emails Received=6 Web Pages Visited=15% Emails Received=2
Emails Opened=75% Emails Opened=100%
Questionnares=75% Questionnares=100%
Web Pages Visited=30% Web Pages Visited=40%
Status: Unaware
Status: Not Interested Ideal Match: 0% Status: Not Interested
Ideal Match: 0% Ideal Match: 0%
Status: Unaware
Ideal Match: 0%
bizmarketi
the smart, smarter, smartest online prospecting specialists
120. 3. Get Smart: How It Turns To Revenue...
• Acumen Interactive used this strategy for 12 months their ROI % was like
bizmarketi
the smart, smarter, smartest online prospecting specialists
121. 3. Get Smart: How It Turns To Revenue...
• Acumen Interactive used this strategy for 12 months their ROI % was like
1200%
1080%
960%
840%
720%
600%
480%
360%
240%
120%
0%
Month 1 Month 2
Month 3 Month 4
Month 5 Month 6
Month 7 Month 8 Month 9 Month 10 Month 11
Month 12
bizmarketi
the smart, smarter, smartest online prospecting specialists
122. 3. Get Smart: How It Turns To Revenue...
• Acumen Interactive used this strategy for 12 months their ROI % was like
• Break-even in Quarter #2
1200%
1080%
960%
840%
720%
600%
480%
360%
240%
120%
0%
Month 1 Month 2
Month 3 Month 4
Month 5 Month 6
Month 7 Month 8 Month 9 Month 10 Month 11
Month 12
bizmarketi
the smart, smarter, smartest online prospecting specialists
123. 3. Get Smart: How It Turns To Revenue...
• Acumen Interactive used this strategy for 12 months their ROI % was like
• Break-even in Quarter #2
• 6 x ROI in Quarter #3
1200%
1080%
960%
840%
720%
600%
480%
360%
240%
120%
0%
Month 1 Month 2
Month 3 Month 4
Month 5 Month 6
Month 7 Month 8 Month 9 Month 10 Month 11
Month 12
bizmarketi
the smart, smarter, smartest online prospecting specialists
124. 3. Get Smart: How It Turns To Revenue...
• Acumen Interactive used this strategy for 12 months their ROI % was like
• Break-even in Quarter #2
• 6 x ROI in Quarter #3
• 10 x ROI in Quarter #4
1200%
1080%
960%
840%
720%
600%
480%
360%
240%
120%
0%
Month 1 Month 2
Month 3 Month 4
Month 5 Month 6
Month 7 Month 8 Month 9 Month 10 Month 11
Month 12
bizmarketi
the smart, smarter, smartest online prospecting specialists
126. 3. Get Smart: ReedExpo : ArabiaShop 2012
bizmarketi
the smart, smarter, smartest online prospecting specialists
127. 3. Get Smart: ReedExpo : ArabiaShop 2012
√CRM
Database
Videos
√ √
SmartOnlin
Automated
Whitepapers
Prospecting
√
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
128. 3. Get Smart: ReedExpo : ArabiaShop 2012
• Building a database of 7,000 retail professionals within 45 days
√CRM
Database
Videos
√ √
SmartOnlin
Automated
Whitepapers
Prospecting
√
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
129. 3. Get Smart: ReedExpo : ArabiaShop 2012
• Building a database of 7,000 retail professionals within 45 days
• If successful they will build a database of 40,000 with 90 days
√CRM
Database
Videos
√ √
SmartOnlin
Automated
Whitepapers
Prospecting
√
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
130. 3. Get Smart: ReedExpo : ArabiaShop 2012
• Building a database of 7,000 retail professionals within 45 days
• If successful they will build a database of 40,000 with 90 days
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Linkedin Automated
Whitepapers
Prospecting
√
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
131. 3. Get Smart: ReedExpo : ArabiaShop 2012
• Building a database of 7,000 retail professionals within 45 days
• If successful they will build a database of 40,000 with 90 days
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Linkedin Automated
Whitepapers
Prospecting
• Using online landing pages to capture registrations
√
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
132. 3. Get Smart: ReedExpo : ArabiaShop 2012
• Building a database of 7,000 retail professionals within 45 days
• If successful they will build a database of 40,000 with 90 days
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Linkedin Automated
Whitepapers
Prospecting
• Using online landing pages to capture registrations
• Using whitepapers and articles
√
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
133. 3. Get Smart: ReedExpo : ArabiaShop 2012
• Building a database of 7,000 retail professionals within 45 days
• If successful they will build a database of 40,000 with 90 days
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Linkedin Automated
Whitepapers
Prospecting
• Using online landing pages to capture registrations
• Using whitepapers and articles
• Using tele-sales to close conference delegates & exhibitors √
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
134. 3. Get Smart: ReedExpo : ArabiaShop 2012
• Building a database of 7,000 retail professionals within 45 days
• If successful they will build a database of 40,000 with 90 days
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Linkedin Automated
Whitepapers
Prospecting
• Using online landing pages to capture registrations
• Using whitepapers and articles
• Using tele-sales to close conference delegates & exhibitors √
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
135. 3. Get Smart: ReedExpo : ArabiaShop 2012
• Building a database of 7,000 retail professionals within 45 days
• If successful they will build a database of 40,000 with 90 days
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Linkedin Automated
Whitepapers
Prospecting
• Using online landing pages to capture registrations
• Using whitepapers and articles
• Using tele-sales to close conference delegates & exhibitors √
Website Tips
√ √
Social
Media
Articles
PR
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
137. 3. Get Smart: Hertz : Car Leasing
bizmarketi
the smart, smarter, smartest online prospecting specialists
138. 3. Get Smart: Hertz : Car Leasing
√CRM
Database
Videos
√ √
SmartOnlin
Automated
Whitepapers
Prospecting
√ √
Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
139. 3. Get Smart: Hertz : Car Leasing
• Promoting reduced cost of ownership through Leasing
√CRM
Database
Videos
√ √
SmartOnlin
Automated
Whitepapers
Prospecting
√ √
Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
140. 3. Get Smart: Hertz : Car Leasing
• Promoting reduced cost of ownership through Leasing
• Bizmarketing will set appointments for their sales team
√CRM
Database
Videos
√ √
SmartOnlin
Automated
Whitepapers
Prospecting
√ √
Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
141. 3. Get Smart: Hertz : Car Leasing
• Promoting reduced cost of ownership through Leasing
• Bizmarketing will set appointments for their sales team
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Social Media Automated
Whitepapers
Prospecting
√ √
Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
142. 3. Get Smart: Hertz : Car Leasing
• Promoting reduced cost of ownership through Leasing
• Bizmarketing will set appointments for their sales team
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Social Media Automated
Whitepapers
Prospecting
• Using whitepapers and articles
√ √
Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
143. 3. Get Smart: Hertz : Car Leasing
• Promoting reduced cost of ownership through Leasing
• Bizmarketing will set appointments for their sales team
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Social Media Automated
Whitepapers
Prospecting
• Using whitepapers and articles
• Using tele-sales to set appointments
√ √
Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
144. 3. Get Smart: Hertz : Car Leasing
• Promoting reduced cost of ownership through Leasing
• Bizmarketing will set appointments for their sales team
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Social Media Automated
Whitepapers
Prospecting
• Using whitepapers and articles
• Using tele-sales to set appointments
√ √
• Will roll-out Salesforce across Sales, Debt Collection & Telesales Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
145. 3. Get Smart: Hertz : Car Leasing
• Promoting reduced cost of ownership through Leasing
• Bizmarketing will set appointments for their sales team
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Social Media Automated
Whitepapers
Prospecting
• Using whitepapers and articles
• Using tele-sales to set appointments
√ √
• Will roll-out Salesforce across Sales, Debt Collection & Telesales Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
146. 3. Get Smart: Hertz : Car Leasing
• Promoting reduced cost of ownership through Leasing
• Bizmarketing will set appointments for their sales team
√CRM
Database
Videos
√ √
SmartOnlin
• Using Salesforce, SmartOnline, Website and Social Media Automated
Whitepapers
Prospecting
• Using whitepapers and articles
• Using tele-sales to set appointments
√ √
• Will roll-out Salesforce across Sales, Debt Collection & Telesales Website Tips
√ √
Social
Media
Articles
PR
√
SEO/SEM Presentations
bizmarketi
the smart, smarter, smartest online prospecting specialists
