Are you keeping in touch with prospects? Or are you out of touch with the way things work in today's Internet World?

“ Are you keeping in touch with prospects? Or are you out of touch with the way things work in today’s Internet World? Presented by Dick Wooden & Julie Cooper www.SuccessWithCRM.com

What we are covering today
To gain key Insights of how business relationship development is changing with Internet & technology.
Develop a marketing strategy before tactics
The need for a “System” to manage your contact database – a “knowledgebase asset”.
Find some techniques for maintaining contact with your customers and prospects.

World has been c hanging FAST
Consolidation of companies
Movement of key contacts among companies
A digital electronic world- less face to face
Crazy Busy, Attention demanding World
Relationships developing over Web- Social Media – Social networking
Every changing dynamics of market place (products & services) to meet new needs.

Quotes of Change
“ It is not the strongest of species that survive, nor the most intelligent, but the one most responsive to change” – Clarence Darrow
“ In times of rapid change, experience could be your worst enemy” - J. Paul Getty
“ The only way to change our lives is by changing our minds” - Ross Cooper

1:1 Entertainment
1:1 Offers
Add-On Webinar/Seminar
Advisory Board
Affiliate Referral Platform
Banner Ads
Bill Stuffers
Blogging
Brand Elements (look & feel)
Brand Elements (attitude & approach)
Case Statement
Co-branded Micro-site
Company Story
Contests
Conversation (Advisory, Practical, Networking)
Direct Mail
Door Hangers
Educational email series
Facebook
FB + Ll Ads
Group Entertainment
Joint Networking
Knocks
LinkedIn
LinkedIn Q & A
Live Testimonials
Lumpy Mail
Mailing List Registrations
Networking
Newsletter
Paid Trail
Partner Joint Marketing
Pass Along Cards
Pass-on Offers
Perfect Into
Pop Up Shops
PR
Proof Items
Quotes
Referral Incentives
Reviews
Sales Presentation
Sales Process Review
Samples
Seminars (educational)
SEO
Slideshare
Speaking
Sponsorships
Starter Offers
Success Stories
Surveys
Target Direct mail
Tele-Discovery
Testimonial Stories & Video
Tradeshows
Traditional Ads
Trials (audits, estimates, reviews)
Twitter
Value Content
Video Testimonial
Webinars
Website
Welcome Kit
Welcome/Orientation Seminar
White Papers
YouTube
What Tactics to Use to Achieve the Goal?

Why Talk About Strategy vs. Tactics? Because Marketing Has Fundamentally Changed.

Business Relationship Development Cycle

Identify your Ideal customer- ask them why they would refer you - to build your message around.
Create an attraction based marketing message of value to the prospect- You are a content publisher.
Integrate social networking, blog, web site, videos, e-marketing, CRM system, surveys that engage the prospect – wherever they are at .

Top Suggestions for a Business Consultant to be Found
Create an engaging profile in LinkedIn and FaceBook. Start linking to your best contacts.
Create a web site that includes a blog and a build-in CMS- content management system.
Create multi-purpose content & publish
Implement an Customer Relationship & Management database system – track relationships, communications, commitments
Use analytics to measure, revise as needed.
Make it EASY for a prospect to Find you and your business! (SEO)

Key Challenges in a Day in a Life
Identifying ideal clients and qualified prospects
Getting the attention of prospect
Getting the appointment
Delivery of timely, valuable message when Prospect is READY
Staying Top of Mind when need arises for the prospect or client.
Managing the sales opportunity
Follow up on Deliverables

What ever customer challenges you face

And here are some of them
Constantly searching for information
Missing opportunities- forgetting to call
Typing the same letter over again
No record of previous conversation with contact
No way of tracking referrals and potential business
Repeating actions in different application
ACT! can help

Contact Manager like Sage ACT!
Nearly every sales professional has used this or something similar in their selling career
More than an appointment organizer, task manager and fancy Rolodex system
A type of personal assistant to keep you informed of what is happening and be more productive.
A ‘system’ to Acquire, Develop & Retain Profitable Business Relationships

What is ACT and why I need it

Your Most Important Appreciating Asset

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
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 for a Plan and a proven Process

Definition of marketing- “ getting people who have a specific need or problem to know, like and trust you”

Nurture Based 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
Specifically:
Save Time: Automate Mass e-mail to contacts, groups, companies, or lookups
Stay “Top of Mind”: Drip-marketing campaigns to send e-mails over time
Gain Direct Feedback: From customer surveys
Help Sales Reps: Results harvested into call lists integrated with Sage ACT!

Empowering E-Marketing: Build a Profitable Relationship

Drip 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
CRM Database – Keeps It In Sync
Targeted follow up
Automatic - Repeat

Marketing Results for a Contact Hot Prospect with reoccurring Interest

Access to Amazing Leads and Targeted Business Intelligence - here Smart Tasks to automate call scheduling and follow up.

Social Media: Up close & Personal

Decision Dashboards Track key information with new dashboards that give you at-a-glance snapshots of your customers, opportunities, and users.

Dashboard- Opportunity Pipeline

Dashboard- Closed Sales

Business Development Consulting and Entrepreneur Coaching Services
Business Relationship Development Strategy
Inbound marketing Strategy and application
The Alternative Board (TAB), peer-to-peer entrepreneur group facilitator
Strategic Business Leadership Coach
Contact management /CRM system implementation and support

How to Contact Us
Web site: www.SuccessWithCRM.com
Business success with CRM Blog:
www.SuccessWithCRM.com/blog
Phone Office: 269-445-3001
Cell Dick: 574-206-5612 Julie: 574-607-7914
Connect by LinkedIn:
www.LinkedIn/In/RichardWooden

Wrap-Up / Questions

Are you keeping in touch with prospects? Or are you out of touch with the way things work in today's Internet World?

by Success with CRM Consulting Inc on Aug 20, 2010

Accessibility

Categories

Tags

Upload Details

Usage Rights

1 Embed 73

Statistics

Are you keeping in touch with prospects? Or are you out of touch with the way things work in today’s Internet World? — Presentation Transcript