Moving Your Business Forward - Atlanta

Brent Leary, CRM Essentials LLC Inherit The Web….2.0

Small Business Priorities

Challenges facing small businesses

Operating challenges uncovered

“ Customer information is stored all over the place”

“ We’re terrible at working together to close deals”

Sales challenges uncovered

“ Does management want me to sell or fill out forms?”

“ We got in too late ”

Managing challenges uncovered

“ It is becoming increasingly difficult to predict revenue ”

“ We’re losing too many of our good customers ”

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

Turning to the Web: U.S. SB Internet Overview

Web Sites

56% of Internet small businesses in the U.S. currently have a web site. Web site penetration varies across verticals – highest among manufacturing and professional business services:

Web Site SBs spent $3.015 billion on web site hosting last year. While website maintenance totaled $5.08 billion and website development accounted for an additional $2.08 billion .

Web Site Penetration by Industry AMI Partners

Why now?

Affordable

Less up front costs

Lower TCO (Total Cost of Ownership)

Easier

To install and configure

To use

Faster

To get up and running

To see return on investment

Accessible

From browser

From the road

From everywhere

The trend is being driven by your customers … the Internet is THE place they go to find products & services and more importantly YOU! The Internet continues to grow in popularity among consumers searching for information about products & services … as preference for yellow pages and newspapers declines More and more, the Internet is where YOUR customers are

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

Search: From Hunted to Hunter – What’s Your GQ?

5.3 billion internet searches were performed in February 2006

Average web user performed 43.1 searches

Businesses of all sizes are expected to spend $5 billion dollars advertising on search engines

When your site is shown in both organic and paid results for a search, searchers click one of your listings more than 90 percent of the time

43% of search engine users are seeking local merchants to buy something offline

SB Attitudes toward the Internet

U.S. SBs are increasingly utilizing the Internet to facilitate supply chain practices and enhance customer service. 57% of PC SBs are purchasing more products and services online while 52% believe that using the Internet will help their business grow while strengthening their customer relationships.

The Internet is an integral part of business for the PC SB market. 44% of these business are willing to change their company’s business processes and policies in order to keep current with evolving Internet business practices .

AMI Partners

Web 2.0 - 21 st Century Networking

Web 1.0 vs. Web 2.0

Web 1.0

Each One Reach One

Web 2.0

Each One Reach One…. MILLION

Blogging + Podcasts + RSS = REACH! Blogging Podcasting RSS

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