Dan Galante Sales & Marketing Q&A Round 2Presentation Transcript
Dan GalanteSales & Marketing Q & A Round 2
What to name my start up business? How doesone decide? Any brainstorming ideas?(Food Company) (Branding, Positioning) You are starting a food company, so I would choose a name that shows prospects the food related product and services your business provides. I would suggest outlining exactly what your product offerings are and then on a sheet of paper write down every name that comes to your mind. This process may take a while but you will know when a name feels right. I went through this process myself.
We are coming up fast on the holidays now, sowe will soon be hearing the dreaded "Call meback after the holidays" stall from prospects,So any good ideas on how to overcome it?(Sales Techniques) I would qualify the clients objection to make sure the "call me after the holidays" is not a stall. If your offer is time sensitive, I would stress this point. Should your client insist about calling them after the holiday, I would find out which holiday they mean and I would pin them down to a specific day and time to call back. Another thing I would do, would be to send the client a holiday card with a little note reminding them about the appointment stating about how you look forward to speaking with them on the specific date and time. Once this time comes, I would hold the client to their promise.
The company I am founding has a workingname, but not a "final" name. Do you suggest Iuse the working name in my LinkedIn profile?Or use something more vague? (e.g. aconsumer product startup in the field of XYZ)(Using LinkedIn) I would recommend using your working name in your profile. Once you come up with a new name , you can change it on LinkedIn. This is what I did when I started.
If your company was brand new to marketing,had no budget other than manpower wherewould you start and focus?(Guerrilla Marketing, Viral Marketing) I would focus on social media sites such as LinkedIn, Facebook, Twitter and YouTube. I would use these sites to get a following and target prospects. Also, I would build a website to get the word out about your products. Publishing a blog or publishing an online newspaper using Paper.li can be a useful tool. Paper.li allows you to integrate your Twitter and Facebook accounts to publish newspapers on specialty topics. Another thing I would do, is to engage in local word of mouth marketing by attending networking events in your area.
What are the main benefits of the newFacebook structure to marketers, and how dowe start taking advantage of them?(Viral Marketing)The benefits of the new Facebook structure tomarketers is that this new platform enablesmarketers to obtain better data on the likesand preferences of Facebook users. Facebookcan predict what will appeal to its membersbased on their past experiences. This appearsto be the digital version of what Supermarketshave been doing with discount cards that allowthem to obtain data on the buying habits oftheir customers. Marketers can use the datathey obtain to create news stories andmessages about their products to Facebookusers; making interaction with their brand amore enjoyable and engaging experience. Thenext step for marketers is to use the datagained from Facebook to create betterproducts that the consumer wants and needs.
Is social media killing TV? Do you think TV and social media compete or complement each other?Who exactly owns the content?(Mobile Marketing) I would argue that social media compliments TV. Many news programs and TV shows use social media sites such as Twitter and Facebook to engage their audience in new ways. Social media has now become a part of the fabric of TV.
When acquiring a website, should we leave itsURL intact or merge it with our site?(Customer Relationship Management)Congratulations on acquiring the new site. Iwould keep both sites instead of merging thembecause the customers of the site you acquiredare used to going to the same url. What Iwould do, is to provide a link on your originalsite to the new site. This will allow you to up-sell or cross-sell your existing customers on thenew products that you sell.
Best ways to reward customers for referringnew customers?(Viral Marketing)I would offer customers a coupon for 15 percentoff any item that you sell once their referral hasbeen converted to a sale. I would also provide athank you note with the coupon. Also I woulddevelop a point and reward system thatencourages your customers to provide you withmore referrals. Credit card companies use arewards and points system when customers makepurchases. This can be a model you can copy andimplement; depending on your budget.
What software do I need to track customerreferrals, and issue them an appropriate creditor coupon towards another purchase?(Customer Relationship Management)I would use a contact management program likeACT! or Salesforce to make notes on your customersand the referrals they provide you with. In terms ofawarding points you probably could use an Excelspreadsheet to track and issue the points. You couldalso include the points on your customers invoiceslike the credit card companies do. If you have anyother questions feel free to ask.
How do I get people to feel comfortable using their Facebooklogin credentials to verify their authenticity on my website?From a copywriting perspective, what would you say to make users comfortable to use theirFacebook logins?(Advertising, Sales Techniques) I would demonstrate to your prospects and customers that you are an honest business person. I would get testimonials from people who have used their Facebook login to register on your site that explain: how it was easy to work with your site and about how they did not receive spam as a result of using their Facebook login. From a copywriting prospective, I would say: this site does not store your Facebook account password and the information you provide will not be sold to any third party without your consent.
If your company was brand new to marketing,had no budget other than manpower wherewould you start and focus?(Guerrilla Marketing, Viral Marketing) I would focus on social media sites such as LinkedIn, Facebook, Twitter and YouTube. I would use these sites to get a following and target prospects. Also, I would build a website to get the word out about your products. Publishing a blog or publishing an online newspaper using Paper.li can be a useful tool. Paper.li allows you to integrate your Twitter and Facebook accounts to publish newspapers on specialty topics. Another thing I would do, is to engage in local word of mouth marketing by attending networking events in your area