BNI - Attract and ACT! - Introduction to Customer Relationship Management

Introduction to Customer Relationship Management Dick Wooden and Julie Cooper www.SuccessWithCRM.com
What is it and why its important to me
Social Media – new relationship building
Nurtured Based Integrated Marketing
Decision Dashboards
Trends and Take Aways
Attract and ACT!

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 , develop and 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 2. Create NEW contact in ACT from incoming emails 3. Create new follow up activity for an email contact. 4. Attach email and its digital documents to any contact(s) in ACT

Social Media Integration Stay in touch with your client’s personal online profiles—such as their LinkedIn updates 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! Increase the tab size to see a larger view of the Website Contact’s Website link pulls the URL automatically from the contact record Get directions to their location

Social Media: Up close & Personal

After 1 st contact = 2% of sales are made
2 nd contact = 3% of sales
3 rd contact = 5% of sales
4 th contact = 10% of sales
At 5 th – 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 Leadership Team – 2009 Michiana BNI Chapter

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: [email_address] Julie Cooper Phone:574-607-7914 E-mail: [email_address] 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

BNI - Attract and ACT! - Introduction to Customer Relationship Management

by Success with CRM Consulting Inc on Aug 20, 2010

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