Be Small Business Boot Camp Update

Black Enterprise Small Business Boot Camp Presented by: Brent Leary, CRM Essentials

“ Social ” challenges facing small businesses

Finding time to turn good customers into advocates (Real $$$)

Finding enough good customers

Letting good prospects find them

Leveraging SEO/SMO to be found

Need to automate time consuming tasks keeping you from creating advocates:

Creating attractive content appealing to good prospects (including landing pages)

Capturing Leads from Web

Qualifying Leads

Separating the suspects from prospects

Responding to Leads Quickly and Correctly

Closing more good deals efficiently

Sales & Marketing Challenges

The Problem*

Avg. Business has 7% awareness

90%+ of market not ready to buy

Awareness = 6-7 touches per yr

80% of new sales take 8-15 contacts to gain interest

Avg. salesperson abandons after 1-2 calls

50% of all leads buy – in 6-18 months

Result

Huge numbers of missed opportunities

* Source: Cargill Consulting Group, Inc., Griffin Consulting Group, Sales & Marketing Mgmt Magazine, Harvard Business Review, Dartnell Institute

Lead Generation: Road to the Final Four

Pareto’s Principle – Hindsight is 80/20:

100 Sales Leads

20 Qualified Leads

4 Converted Leads

How much time and money are spent with the 96 before reaching the Final Four?

Pyramid Of Customer Loyalty

Technology Solutions to Business Challenges

Create an effective web presence

Create an effective presence on the web

Automate everything you can

The Audacity of Content

Conclusion

Customer Acquisition Process Campaigns Leads Generates Converts into Opportunities Contacts Account Forecast Feeds Into Analyzed to determine success

Creating an effective web presence

Building out your website

Quick & Easy

DYI

Building out your website

Quick & Easy

DYI

Building out your blog

Quick & Easy

DYI

Building out your blog

Quick & Easy

DYI

Blogging + Podcasts + RSS = REACH! Blogging Podcasting RSS

Conclusion

Web 2.0 - 21 st Century Networking

Conclusion

Small Business Continues to Move Online Small business is evolving from just being online to doing business online . Increasingly, consumers expect small businesses to respond quickly!

Example of a Small Business Sales Cycle Marketing Collateral 10 % Likelihood of winning Needs Analysis 20 % Likelihood of winning Presentation 40 % Likelihood of winning Proposal 60 % Likelihood of winning Contract Submitted 80 % Likelihood of winning Closed Lost Negotiation 90 % Likelihood of winning Closed Won

Conclusion

Podcasting: Only the Beginning….

53% surveyed have downloaded or listened to a podcast at least once, with 41% claiming to have listened to podcasts on more than one occasion

65% said they listen to podcasts for BOTH personal AND business interest

60% of respondents said info on business or technology topics currently delivered as traditional white papers or analyst reports would be more interesting as podcasts . And 55% of them would be more likely to consume white papers if they were delivered in this manner

27% said podcasts already influence work-related purchase decisions

Knowledgestorm survey of 3,900 B2B purchasers

New Tools of the Trade del.icio.us

Conclusion

High Level Challenges Are you having problems responding to customer requests? Are you losing to competitors? Are you closing enough deals? Do email campaigns work for you? Having trouble finding customer information quickly? Any issues sharing customer Information across the company? Are your sales people always in the office? Lost any good customers lately? Is the sales pipeline full?

Web Presence