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Attract And ACT- Introduction to CRM
 

Attract And ACT- Introduction to CRM

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Attract and ACT - Introduction to Customer Relationship Management and Success with CRM Consulting Business Services

Attract and ACT - Introduction to Customer Relationship Management and Success with CRM Consulting Business Services

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    Attract And ACT- Introduction to CRM Attract And ACT- Introduction to CRM Presentation Transcript

    • Introduction to Customer Relationship Management
      Attract and ACT!
      • What is it and why its important to me
      • Social Media – new relationship building
      • Nurtured Based Integrated Marketing
      • Decision Dashboards
      • Trends and Take Aways
      Dick Wooden and Julie Cooper
      www.SuccessWithCRM.com
    • A question for your or someone you know:
      Based on what you have seen or heard today, what is a concern or opportunity that you would like to know more about?
      Please sign up for our Business Success with CRM
      Blog with strategies and tips for achieving success
      when
      The HOW is not always evident……..
      www.SuccessWithCRM.com
    • What is CRM ‘really about’
      A business approach that helps you acquire, developand retain profitable customers.
      A unified, trusted system of people and processes enabled by technology.
      The Relationships between people: leads, prospects, customers, clients, employees, vendors, partners, management.
      “We are in the People and
      Relationship Building Business”
    • What is ACT and why I need it
    • Need a Trusted System…...for Stuff
    • Knowing what to do, when….
    • Your Most Important Appreciating Asset
    • Who is communicating with my Contacts.
      When was that last contact made- by phone, meeting, or email?
    • Integration of Outlook Email with ACT contacts
      Outlook Toolbar to Save emails to Contacts in ACT
      1. Attach email to existing contact in ACT
      4. Attach email and its digital documents to any contact(s) in ACT
      2. Create NEW contact in ACT from incoming emails
      3. Create new follow up activity for an email contact.
    • Stay in touch with your client’s personal online profiles—such as their LinkedIn updates
      Social Media Integration
      Contact’s Website link pulls the URL automatically from the contact record
      Increase the tab size to see a larger view of the Website
      Get directions to their location
      Perform an instant Google search—right from the Contact record!
      Even add new websites—like Hoovers, Twitter, or ESPN if your customer is a sports fan—essentially have complete Internet browsing capability within ACT!
    • Social Media: Up close & Personal
    • After 1st contact = 2% of sales are made
      2nd contact = 3% of sales
      3rd contact = 5% of sales
      4th contact = 10% of sales
      At 5th – 12 contact = 80% of sales are made
      Also:
      87% of all leads are never pursued= follow up failure.
      48% of all sales leads that are pursued are dropped after the first call/meeting. Need to place on a nurturing campaign with reminders to ”Stay Top of Mind.”
      Need for a Plan and a proven Process
    • Nurture Based Marketing: E-marketing
      Benefit:
      Generate actionable demand with end-to-end e-marketing that intelligently and automatically reaches out to your contacts and delivers results right to the contact record. Extend your REACH and remain “Top of Mind” when they are ready to Buy.
      Features:
      Mass e-mail send to contacts, groups, companies, or lookups
      Drip-marketing campaigns to send e-mails over time
      Customer surveys
      Results harvested into call lists integrated with ACT! or Sage SalesLogix
    • Stay “Top-of-Mind”
      with Prospects & Customers
      What are you doing that works the way THEY want to be contacted?
    • Empowering E-Marketing:
      Build a Profitable Relationship
    • Drip “Nurture” Marketing for Results
      E-Mail Marketing – A Good Start
      Electric Newsletter with Content links - Better
      Use targeted surveys - measure desire, qualify
      Drip Marketing Campaigns – Even Better
      Rank Responses & Call - Prioritize on most Interest
      Assigning Calls – Delegate
      Integrated with CRM Database – Keeps It In Sync
      Targeted follow up
      Automatic - Repeat
    • Marketing Results for a Contact
      Hot Prospect with reoccurring Interest
    • Decision Dashboards
      Track key information with new dashboards that give you at-a-glance snapshots of your customers, opportunities, and users.
      To make more informed, timely decisions.
    • Sales Opportunity Dashboard
      What’s in the Pipeline and when is the expected close.
      Track how opportunities move through pipeline to forecast revenue stream
    • Business Coaching & Entrepreneurial Board Facilitation
      TAB- The Alternative Board
      Business facilitation of peer-to-peer entrepreneur boards
      Strategic Business Leadership one-on-one coaching.
      Strengths discovery and enhancement
      for doing more of the work you enjoy and are GREAT at doing.
      GTD- Getting Things Done approach
      for regaining control when needed and obtaining perspective for needed focus.
      Helping business people work ON their business instead of just IN the business.
      Change Perspective, Improve Business, Enjoy Life
    • Relationships- People still buy from People
      Success with CRM is like BNI: Know-> Like-> Trust
    • Big Trends
      The merging of social media + CRM = social CRM
      Inbound, attraction, permission-based, 24/7/365 Marketing vs. Traditional interruption-based marketing
      Attract with remarkable content, collaborative shared communications and unique value proposition.
      4. Make it easy for searchers and buyers to FIND you.
    • Make it Easy to Be Found
      Dynamic Web site – constantly updating of content
      (SEO: on page and off page)
      Business Blog – build expert status and inbound links
      Create remarkable, valuable content
      Social Media – create your profiles
      Linked In, Facebook, Twitter & those used by your prospects
      Social Networking participation
      Commenting on Blogs in your industry
      Linked In - Questions and Answers
      Facebook - Discussions
      Twitter tweets
      Other Community Forums
    • Take Aways
      You need to have a Marketing Mindset to Grow a successful business.
      Attract with remarkable content and unique value proposition.
      Make it easy to Be Found: Inbound, Internet & Nurtured marketing
      ACT on your prospect requests, follow up, engage with value (87% follow up failure)
      Do GREAT work You enjoy
      Get referred, build Trust
    • Good a Referral for us is:
      Small to medium business owner or manager
      5 – 300 employees
      100K - 80M in annual revenue
      Local to Great Lakes geography
      A business focused on skills and business growth.
      A business that is engage with technology
      A “customer-focused” business culture.
      Industries:
      Business / Professional services: (CPA’s, IT, Legal)
      Distributors- dealer networks
      Manufacturing: Discrete products or paint/chemical/food
      Non-profit (Community organizations, churches)
      Believer in BNI and business referrals
      • Marketing & Sales Business Consulting
      • Inbound, E-Mail & Drip Marketing Consulting
      • Sage ACT! & SalesLogix CRM
      • Consulting, Implementation, Training & Support
      • One-on-one Coaching of Entrepreneurs
      • Facilitation of Peer-to-Peer Entrepreneur Alternative Boards
      Dick Wooden
      Phone: 574-206-5612
      E-mail: Dick@SuccessWithCRM.com
      Julie Cooper
      Phone:574-607-7914
      E-mail: Julie@SuccessWithCRM.com
      Office
      Phone: 269.445.3001
    • A question for your or someone you know:
      Based on what you have seen or heard today, what is a concern or opportunity that you would like to know more about?
      Please sign up for our Business Success with CRM
      Blog with strategies and tips for achieving success
      when
      The HOW is not always evident……..
      www.SuccessWithCRM.com