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8 Ways to Grow Your Small Business

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Get on the path to growing your business. …

Get on the path to growing your business.

Lawyers. Bakers. Fitness instructors. Music teachers. What does your small business have in common with them? The ultimate goal of increasing revenue and profit.

The big question, of course, is how to grow. During Infusionsoft's webinar 8 Ways to Grow Your Small Business, SMB Group co-founder Laurie McCabe shares her top strategies and tips for growth.

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  • 1. presents8 Ways to Grow YourSmall Business
  • 2. What You Will Learn Today • Integrated sales and marketing • 8 ways to grow your small business: 1. Get organized, automated and integrated 2. Attract new customers 3. Grow revenues 4. Shorten sales cycle 5. Increase profitability 6. Increase repeat sales 7. Look bigger and more professional 8. Enter new markets8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 3. Laurie McCabe Laurie brings more than 20 years of experience in the IT industry to her current role at SMB Group. Laurie has built widespread recognition for her capabilities and insights in the small and medium business (SMB) market in several areas, including cloud computing, mobile solutions, business solutions, social networking and collaboration, and managed services. Check out her blog at http://lauriemccabe.com.8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 4. Sound familiar? • Small businesses come in all shapes and sizes, but 1 thing that almost all have in common is the desire to: 1. Grow revenues 2. Increase profits • Connecting can be time consuming • Small businesses need an effective approach to create, nurture and convert leads • Integrated sales and marketing can provide a foundation8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 5. Top 5 Small Business Challengespresents Attracting new customers 57% Growing revenue 46% Maintaining profitability 37% (Source: SMB Group Improving cash flow 35% 2012 SMB Routes to Retaining customers 27% Market Study) Improving customer experience 16% Meeting compliance/regulatory 15% requirements Improving employee productivity 15% Securing/protecting my company 14% information from threats Attracting & retaining quality employees 14% Reacting quickly to changing market 14% conditions Obtaining financing 8% Other 2%
  • 6. The Dilemma • More than half of new companies fail within 1st 4 years of business (Source: U.S. Bureau of Labor Statistics) • As your business grows, marketing becomes more complicated • Standalone tools vs. integrated and automated8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 7. Original Runner Company Solves Dilemma • Julie learned when your to-do Julie Goldman Original Runner Company lists get too long: 1. Leads can go cold 2. Conversion rates can slide 3. Repeat business and referrals can drop • Without a way to track customer touch points and results, it’s hard to measure what’s working/not working8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 8. 1. Get Organized, Automated & Integrated • Difficulty finding individual systems that work together 1. Costly 2. Time-consuming • 20% of small business planning to deploy integrated marketing automation solution within 12 month (Source: 2012 SMB Routes to Market Study) • Consolidate data 1. Organize leads 4. Get referrals 2. Run campaigns 5. Increase repeat sales 3. Close Business8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 9. Just A Minute Gets Organized Kait Hinckley Wood, Kari • Had a hodgepodge of email VanNoy & Linda Allen marketing, contact Just A Minute management and e- commerce solutions that didn’t work together • Losing 40% of their renewals • Since integrating their marketing process, they doubled renewals 40% to 80%8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 10. 2. Attract New Customers • Continually attract new customers to grow 1. Increase market share 2. Sell into new markets 3. Add new products and services • The internet and social media are enablers • Effective online marketing is a must8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 11. Gleason Attracts New Customers • Needed a better way to Joe & Janette Gleason Gleason Financial Group attract and engage new prospects • Used integrated marketing to capture leads online with educational lead magnets and web forms • Nurture prospects with follow-up emails8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 12. 3. Grow Revenuespresents (Source: SMB Group 2012 SMB Routes to Market Study) Increase more than 20% 12% • Achieving and Increase between 10%-20% 17% sustaining growth Increase between 0%-10% 31% requires systems for scale and Remain flat 27% volume Decrease between 0%-10% 4% • Integrated, automa ted system that can Decrease between 10% and 20% 3% support growth and easy to use are Decrease by more than 20% 2% critical Dont know 4%
  • 13. Iron Tribe Grows Revenues • Fine-tuned marketing and sales Forrest Walden and Jim Cavale Iron Tribe Fitness process helps Iron Tribe build on early success and scale for growth • Capture leads with web forms • Identify individual preferences • Automate and integrate everything from live events to social media campaigns • Convert 46% of leads to customers in last 6 months8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 14. 4. Shorten Sales Cycle • Lengthy sales cycles decrease productivity and slow down cash flow • Prep prospects for the sales • Provide targeted information that moves prospects through the funnel • Based on behaviors8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 15. H.U.M.A.N. Healthy Shortens Sales Cycle • Sales reps were spending 8 to Sean Kelly & Andy Mackensen H.U.M.A.N. Healthy Vending 10 hours educating prospects • Turned to integrated marketing to provide personalized, automated information to each prospect • Sales reps can focus on qualified leads • Shorten sales cycle down to 2 or 3 hours8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 16. 5. Increase Profitability • There’s a difference between being busy and being profitable! • Profitability: Difference between revenues and expenses and improving the bottom line via optimized marketing, sales and cost cutting • Maximum value of every sale, increase repeat business and develop relationship models that keep customers coming back • Delight the customer and save time and money8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 17. Hear & Play Increases Profitability • Was stuck in a revenue/profit Jermaine Griggs Hear & Play rut for several years • Implemented marketing automation to roll our personalized follow-up campaign for each client • Campaigns triggered by demographics/behaviors • Doubled growth, profit exploded8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 18. 6. Increase Repeat Business • Sales to existing customers cost less and are easy to service • Create raving fans • Know about your customer • Tailor your engagement as needs evolve • Sequenced, personalized follow-up8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 19. Hear & Play Increases Repeat Business • Nurturing starts when Jermaine Griggs & Family Hear & Play customer places 1st order • Integrated campaigns include special offers, thank yous, text messages, birthdays , gifts • Campaigns triggered by what the customer’s actions are8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 20. 7. Look Bigger and More Professional • Project a competent, professional image • A clean, easy to navigate website • Personalized marketing campaigns • Timely follow-up8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 21. Backbone Communications Looks Bigger • Josh used standalone John Leitz Backbone Communications products for several years • Wanted one system that did it all • With integrated marketing, Josh can create and automate follow-up sequences for his sales reps8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 22. 8. Enter New Markets • Leverage current success by entering new markets • Benefits include economies of scale and revenue growth • In your current market—you know your customers and how to serve them • When you targeting new markets/customers you have to establish and prove yourself • Important to create operational agility to recognize new opportunities so you can scale and adapt for them8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 23. Iron Tribe Enters New Markets • Used marketing automation to Jim Cavale Iron Tribe Fitness expand from 2 to 11 locations • Realized franchise model would give them horsepower to scale • Using automation as a foundation, developed a turnkey system to get franchises up and running quickly • Since franchise model launch in 2012, they have opened 30 new franchise locations8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com
  • 24. WE EMPOWER ENTREPRENEURS • Infusionsoft, the only all-in-one sales and marketing software built for small business. We give you everything you need, all in one web-based system: 1. Customer relationship management (CRM) 2. Email and social marketing 3. E-commerce 4. Powerful automation • Over 12,000 small businesses worldwide use Infusionsoft to: 1. Get leads 2. Grow sales 3. Manage customers 4. Save a whole lot of time • To learn more about Infusionsoft, visit infusionsoft.com or submit the form at the end of the presentation.8 Ways to Grow Your Small Business ©2013 Infusionsoft | infusionsoft.com