CONNECT Contact Management… unleash the power of your database
Most people should be able to list more than 100 – 200 people easily. Imagine if you get those 200 people to tell the 200 people that they know about your business – that is a 40000 people hearing about your business. And if those people all talk about your business you have reached 8000000 people! So, how do you get those 200 people to talk about your business? Come and find out!
At the Clarify we will be showing you vital information about managing data that will guarantee business growth. Do you know how to generate leads? Do you know how to connect with these leads and turn them into customers? Do you know that if you are managing your leads incorrectly you could be losing business?
Find out more about our workshops at:
www.build.womensbusiness.club
3. CLARIFY: Business Planning
...unleash the power of your vision
CONNECT: Contact Management
... unleash the power of your database
SHOUT: Social Media Marketing
...unleash the power of the internet
SELL: Sales without Selling
... unleash the power of relationships
4. Data Statistics
• The industry standard percentage for
undeliverable mail coming back should be no
more than 7%.
• Google is the most accurate and detailed source of
business data in the UK scoring 58.8% accuracy.
• The Phone Book features a wrong phone number
in 27.8% of the cases, and a wrong address in 2.9%
of the cases and also has 20.8% duplicate entries.
5. Improve Business By:
Creating an extensive and good quality contact
database that will dramatically improve your
business's chances of success.
Maintain data integrity by limiting the number of
people who have access to your database and by
protecting the accuracy and reliability of your data.
Segment your data so that your marketing strategy
and tactics are accurate.
6. Keep Them Coming Back By:
Record why they bought from you
Record why they didn’t go to the competition
Record feedback after the purchases
7. Save Time By:
Keeping accurate data records
Backing up your data in two or three different
places
Instantly recording unsubscribers
Creating a master spreadsheet or database
8. Your 100 - Create your List
Leave your first column blank for your A, B, C, D
Create headers – Name, Surname, Email, Business, Area, First Visit, etc
Create a marketing section with headers for marketing, e.g. Facebook, Email, etc
Create communication columns for method of communication, e.g. text, email,
letter, etc
Write down every single person that you know starting with the name and
surname columns. You should be able to list more than 100 people easily. You can
find out their contact details later.
If you have an existing business database you may already have thousands of
contacts but they will need sorting. Copy the info into the database making sure
that you include where you got their contact details from. For example, if you are
pulling in your LinkedIn contacts, make a note in the marketing section.
9. Who do you know?
ME
School Run
Church
Hairdresser
Shops
Gym
Doctors
Financial
Advisor
Kids Clubs
10. Arrange your List
A = Advocates
10% of you database
B = Believers
20% of you database
C = Casual
60% of you database
D = Delete
10% of you database
11. Maintain your List
Keep in touch consistently and personally using the method
that you first got in touch with them.
Make sure you also have a clear way of identifying and
merging duplicates.
Create a system to check for or avoid adding duplicates.
Include a notes section where you can keep a conversation
history.
Mailchimp is a free tool that can be used as a basic CRM tool.
Zoho can also be used for more detailed CRM and has a free
start up option
12. Understanding Your Database
Four Generations, each having:
Different morals and standards
Different backgrounds and experiences
Different methodologies
Different communication preferences
Different expectations from work and family
life
Different physical and mental abilities
13. Veterans
1922 – 194667-91 years old
6.5% of the workforce
Veterans Communication preferences:
−In person or a letter
−Prefers clear expectations and no time
pressure
−Enjoy talking about times past
−Formal communication
−A message that their contribution is respected
14. Baby Boomers
1947 -1964 49-66 years old
41% of the workforce
Baby Boomers Communication preferences:
−Telephones
−Happy to be challenged and coached
−Available at all times
−Motivational communication
−A message that you are needed
15. Generation X
1965 -1980 33-48 years old
29.5% of the workforce
Generation X Communication preferences:
−Mobile phones but only available during office
hours
−Relaxed, informal communication
−A message that they have creative freedom to
explore a new way
16. Generation Y
1981 – Now < 32 years old
22.5% of the workforce
Generation Y Communication preferences:
−Social Media, internet and email
−Friendly, informal communication
−A message that they have what it takes
17. Your Avatars
Where do they live?
What do they drive?
What is their family situation?
Where do they shop?
What do they do for fun?
What time to they go to bed?
What do they read?
How old are they?
What do they eat?
18. Failure
The lack of a solid keep-in-touch marketing strategy is
where most businesses fail.
Smart businesses owners understand the value of a
long term relationship and providing useful
information over a period of time.
Most business owners give up on a prospect after
hearing ‘no’.
19. Keeping in Touch
A’s Remember birthdays, anniversaries and other significant dates.
Write a personal card and send a gift.
Meet or call once a month
Thanks and gift for referrals
Recommended follow on service after purchase
Discounts
B’s Remember birthdays, anniversaries and other significant dates.
Write a personal card.
Send personal communication
Incentives for referrals
Recommended follow on service after purchase
Discounts
C’s Remember birthdays and send a card.
Send newsletter or updates.
Incentives for referrals
D’s Don’t be tempted to get back in touch.
20. Monthly Contact with ABC’s
JANUARY Example
Theme: New Year
Slogan: Make this is the year that your dreams come true.
Gifts: A = Branded diary
B = Branded calendar
C = eCard with New Year promotion
FEBRUARY Example
Theme: Valentine’s
Slogan: Loving You
Gifts: A = Flowers and Chocolates
B = Chocolates
C = Chocolates
www.daysoftheyear.com
21. Keep in Touch Tips
Seen or written an article that would be of interest to them? Send a
copy along with a friendly note saying how you have been thinking
of them and thought the article would be helpful.
Promote your prospect’s business or achievement on Facebook or
other social media sites to show your support.
22. THANK YOU
Angela De Souza
07530 259 140
angela@womensbusiness.club
www.womensbusiness.club
Editor's Notes
Explain a bit about Achieve and Connect
Explain about the workshops
Discussion Questions to ask group:
How do you feel about selling?
What do you like about selling?
What don’t you like about selling?
What are your fears about selling?
Most people should be able to list more than 100 - 200 people easily. Imagine if you get those 200 people to tell the 200 people that they know about your business - that is a 40,000 people hearing about your business. And if those people all talk about your business you have reached 8,000,000 people! So, how do you get those 200 people to talk about your business?
Write down all the things you do and places you go
Be Passionate
Passion is contagious! A passionate person can sell ice to an Eskimo or sand in a desert! Passion sells without selling. Passion is an effective sales tool because it is authentic and can’t be faked for a long period of time. You might see passion as something that is expressed in talking but might be surprise to learn that passion is also shown through listening. A truly passionate business woman will take time to listen to her clients so that she can really understand their need and serve them to the best of her ability. Noise and lots of talking isn’t the recipe for passion but a deep and true belief in what you have to offer is. Passion is fervour, enthusiasm and even obsession.
Not only do you need to be passionate about your product or service but you also need to have a passion for people. Some women are naturally energised by being around people but others are more introverted and really have to work at being in crowds or dealing with people regularly. If you are the former you may need to learn to become passionate about listening and if you are the latter you will need to learn to be passionate about talking. Both personality types can learn to be passionate and to find the balance between talking and listening.
Discussion Questions to ask group:
What are you passionate about?
What do you need to become passionate about?
Business data can decay at the rate of 25% or more per annum so if you don’t check your data every year you are likely to have useless data in four years time.
Care
About people
Focus on having a conversation with people rather than on selling. Learn about their needs and ask yourself if you have anything to offering that can meet their need. If people feel that you genuinely care about them and are not just using them to make money, they will trust you and be loyal to you and your business. The key though is to genuinely care and not use caring as a sales tactic. Become a caring person rather than one who cares to sell.
Write down how you can show people that you care in the context of business.
Discussion Questions to ask group:
Do you really care? Be brutally honest.
If not rather do something that you do care about and that will help you care more about people.
Conformers that lived through the war and were raised with a great deal of discipline and respect
Veterans Attitude Towards Money: Pay cash and save
Write down the name of some of your Veteran clients and what you can do to better connect with them.
Optimists that value what they have and have had to work hard for it, they live to work.
Baby Boomers Attitude Towards Money: Use Credit
Write down the name of some of your Baby Boomer clients and what you can do to better connect with them.
Sceptics that grew up with absent parents who were very busy working hard. This generation were the first to have computers and therefore value efficiency. They tend to have a work to live attitude.
Generation X Attitude Towards Money: Save
Write down the name of some of your Generation X clients and what you can do to better connect with them.
Realists that have a short concentration span as technology has given them everything instantly.
Generation Y Attitude Towards Money: Earn to spend
Write down the name of some of your Generation Y clients and what you can do to better connect with them.
Write a brief description of who brings the money in. It would be ideal to have an avatar for all four generations.
Write a brief description of who brings the money in. It would be ideal to have an avatar for all four generations.
Put yourself in their shoes when you create your keep in touch system. What would you like to receive? What offers would interest you? What form of communication would you like? What would wow you and impress you? Start to think like them, consider who they are, what they do, what they like. Create a strategy that is both personal but also possible to maintain consistently.