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  • Mark presentation

    1. 1. bizmarketithe smart, smarter,smartest onlineGood morning members & visitors ofThe Abu Dhabi Chamber of Commerce - Al AinBranch
    2. 2. bizmarketithe smart, smarter, smartest online prospecting specialists
    3. 3. About me...bizmarketithe smart, smarter, smartest online prospecting specialists
    4. 4. About me... • My name is Mark Mogridgebizmarketithe smart, smarter, smartest online prospecting specialists
    5. 5. About me... • My name is Mark Mogridge • Experience: 19 years in the UAE, 15 in the UKbizmarketithe smart, smarter, smartest online prospecting specialists
    6. 6. About me... • My name is Mark Mogridge • Experience: 19 years in the UAE, 15 in the UK • Background: Advertising, IT, Direct Marketingbizmarketithe smart, smarter, smartest online prospecting specialists
    7. 7. About me... • My name is Mark Mogridge • Experience: 19 years in the UAE, 15 in the UK • Background: Advertising, IT, Direct Marketing • Hobbies: Sportsbiking & Fitness (when I have the time)bizmarketithe smart, smarter, smartest online prospecting specialists
    8. 8. About me... • My name is Mark Mogridge • Experience: 19 years in the UAE, 15 in the UK • Background: Advertising, IT, Direct Marketing • Hobbies: Sportsbiking & Fitness (when I have the time)bizmarketithe smart, smarter, smartest online prospecting specialists
    9. 9. About me... • My name is Mark Mogridge • Experience: 19 years in the UAE, 15 in the UK • Background: Advertising, IT, Direct Marketing • Hobbies: Sportsbiking & Fitness (when I have the time)bizmarketithe smart, smarter, smartest online prospecting specialists
    10. 10. About me... • My name is Mark Mogridge • Experience: 19 years in the UAE, 15 in the UK • Background: Advertising, IT, Direct Marketing • Hobbies: Sportsbiking & Fitness (when I have the time)bizmarketithe smart, smarter, smartest online prospecting specialists
    11. 11. bizmarketithe smart, smarter, smartest online prospecting specialists
    12. 12. The 1:2:3 Of Turning Online Prospecting intobizmarketithe smart, smarter, smartest online prospecting specialists
    13. 13. The 1:2:3 Of Turning Online Prospecting into 1. Build a database of your Client-Base and Prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    14. 14. The 1:2:3 Of Turning Online Prospecting into 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Give-to- Receive strategy.bizmarketithe smart, smarter, smartest online prospecting specialists
    15. 15. The 1:2:3 Of Turning Online Prospecting into 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Give-to- Receive strategy. 3. Use the smartest online marketing tools to nurture & identify the hottest prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    16. 16. The 1:2:3 Of Turning Online Prospecting into 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Give-to- Receive strategy. 3. Use the smartest online marketing tools to nurture & identify the hottest prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    17. 17. bizmarketithe smart, smarter, smartest online prospecting specialists
    18. 18. 1. Database: Who is your ‘ideal’ customer?bizmarketithe smart, smarter, smartest online prospecting specialists
    19. 19. 1. Database: Who is your ‘ideal’ customer? • They buy the entire range and regularlybizmarketithe smart, smarter, smartest online prospecting specialists
    20. 20. 1. Database: Who is your ‘ideal’ customer? • They buy the entire range and regularly • They pay On-Timebizmarketithe smart, smarter, smartest online prospecting specialists
    21. 21. 1. Database: Who is your ‘ideal’ customer? • They buy the entire range and regularly • They pay On-Time • They say ‘Thank You’ for the good workbizmarketithe smart, smarter, smartest online prospecting specialists
    22. 22. 1. Database: Who is your ‘ideal’ customer? • They buy the entire range and regularly • They pay On-Time • They say ‘Thank You’ for the good work • They recommend you to othersbizmarketithe smart, smarter, smartest online prospecting specialists
    23. 23. 1. Database: Who is your ‘ideal’ customer? • They buy the entire range and regularly • They pay On-Time • They say ‘Thank You’ for the good work • They recommend you to others • They are the 20% that generate 80% of your revenuebizmarketithe smart, smarter, smartest online prospecting specialists
    24. 24. bizmarketithe smart, smarter, smartest online prospecting specialists
    25. 25. 1. Database: What is an ideal customer worth to YOU!bizmarketithe smart, smarter, smartest online prospecting specialists
    26. 26. 1. Database: What is an ideal customer worth to YOU! • How much is the average first time purchase? $___,___.00bizmarketithe smart, smarter, smartest online prospecting specialists
    27. 27. 1. Database: What is an ideal customer worth to YOU! • How much is the average first time purchase? $___,___.00 • What is the up/cross sell revenue? $___,___,___.00bizmarketithe smart, smarter, smartest online prospecting specialists
    28. 28. 1. Database: What is an ideal customer worth to YOU! • How much is the average first time purchase? $___,___.00 • What is the up/cross sell revenue? $___,___,___.00 • What is the average first year revenue? $___,___,___.00bizmarketithe smart, smarter, smartest online prospecting specialists
    29. 29. 1. Database: What is an ideal customer worth to YOU! • How much is the average first time purchase? $___,___.00 • What is the up/cross sell revenue? $___,___,___.00 • What is the average first year revenue? $___,___,___.00 • What is their direct referral revenue? $___,___,___.00bizmarketithe smart, smarter, smartest online prospecting specialists
    30. 30. 1. Database: What is an ideal customer worth to YOU! • How much is the average first time purchase? $___,___.00 • What is the up/cross sell revenue? $___,___,___.00 • What is the average first year revenue? $___,___,___.00 • What is their direct referral revenue? $___,___,___.00 • What is their lifetime revenue? $___,___,___,___. 00bizmarketithe smart, smarter, smartest online prospecting specialists
    31. 31. bizmarketithe smart, smarter, smartest online prospecting specialists
    32. 32. 1. Database: Lets profile my ‘ideal’ customersbizmarketithe smart, smarter, smartest online prospecting specialists
    33. 33. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car...bizmarketithe smart, smarter, smartest online prospecting specialists
    34. 34. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... • Neil is an English West Ham supporterbizmarketithe smart, smarter, smartest online prospecting specialists
    35. 35. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... • Neil is an English West Ham supporter • He is the Sales & Marketing Directorbizmarketithe smart, smarter, smartest online prospecting specialists
    36. 36. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... • Neil is an English West Ham supporter • He is the Sales & Marketing Director • International Multi-billion Franchisebizmarketithe smart, smarter, smartest online prospecting specialists
    37. 37. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... • Neil is an English West Ham supporter • He is the Sales & Marketing Director • International Multi-billion Franchise • Part of the Al Futtaim Groupbizmarketithe smart, smarter, smartest online prospecting specialists
    38. 38. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... •Bullseye Advertising... • Neil is an English West Ham supporter • He is the Sales & Marketing Director • International Multi-billion Franchise • Part of the Al Futtaim Groupbizmarketithe smart, smarter, smartest online prospecting specialists
    39. 39. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... •Bullseye Advertising... • Neil is an English West Ham • Riyaz is an Indian cricket addict supporter • He is the Sales & Marketing Director • International Multi-billion Franchise • Part of the Al Futtaim Groupbizmarketithe smart, smarter, smartest online prospecting specialists
    40. 40. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... •Bullseye Advertising... • Neil is an English West Ham • Riyaz is an Indian cricket addict supporter • He is the Owner • He is the Sales & Marketing Director • International Multi-billion Franchise • Part of the Al Futtaim Groupbizmarketithe smart, smarter, smartest online prospecting specialists
    41. 41. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... •Bullseye Advertising... • Neil is an English West Ham • Riyaz is an Indian cricket addict supporter • He is the Owner • He is the Sales & Marketing Director • Small local business in JLT • International Multi-billion Franchise • Part of the Al Futtaim Groupbizmarketithe smart, smarter, smartest online prospecting specialists
    42. 42. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... •Bullseye Advertising... • Neil is an English West Ham • Riyaz is an Indian cricket addict supporter • He is the Owner • He is the Sales & Marketing Director • Small local business in JLT • International Multi-billion Franchise • Never wants to be part of a Group • Part of the Al Futtaim Groupbizmarketithe smart, smarter, smartest online prospecting specialists
    43. 43. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... •Bullseye Advertising... • Neil is an English West Ham • Riyaz is an Indian cricket addict supporter • He is the Owner • He is the Sales & Marketing Director • Small local business in JLT • International Multi-billion Franchise • Never wants to be part of a Group • Part of the Al Futtaim Group • Indian & Filipina Staffbizmarketithe smart, smarter, smartest online prospecting specialists
    44. 44. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... •Bullseye Advertising... • Neil is an English West Ham • Riyaz is an Indian cricket addict supporter • He is the Owner • He is the Sales & Marketing Director • Small local business in JLT • International Multi-billion Franchise • Never wants to be part of a Group • Part of the Al Futtaim Group • Indian & Filipina Staff What on earth do they have in common?bizmarketithe smart, smarter, smartest online prospecting specialists
    45. 45. 1. Database: Lets profile my ‘ideal’ customers •Hertz Rent A Car... •Bullseye Advertising... • Neil is an English West Ham • Riyaz is an Indian cricket addict supporter • He is the Owner • He is the Sales & Marketing Director • Small local business in JLT • International Multi-billion Franchise • Never wants to be part of a Group • Part of the Al Futtaim Group • Indian & Filipina Staff What on earth do they have in common? • Stockholder / Stakeholder -> Brand ownershipbizmarketithe smart, smarter, smartest online prospecting specialists
    46. 46. bizmarketithe smart, smarter, smartest online prospecting specialists
    47. 47. 1. Database: Lets find some more ‘ideal’bizmarketithe smart, smarter, smartest online prospecting specialists
    48. 48. 1. Database: Lets find some more ‘ideal’ $ Ideal Customerbizmarketithe smart, smarter, smartest online prospecting specialists
    49. 49. 1. Database: Lets find some more ‘ideal’ $ Ideal Customer Ideal Prospectsbizmarketithe smart, smarter, smartest online prospecting specialists
    50. 50. 1. Database: Lets find some more ‘ideal’ $ Ideal Customer Ideal Prospects My Ideal Prospectsbizmarketithe smart, smarter, smartest online prospecting specialists
    51. 51. 1. Database: Lets find some more ‘ideal’ $ Ideal Customer Ideal Prospects My Ideal Prospects • Brands with sales management & teamsbizmarketithe smart, smarter, smartest online prospecting specialists
    52. 52. 1. Database: Lets find some more ‘ideal’ $ Ideal Customer Ideal Prospects My Ideal Prospects • Brands with sales management & teams • Owners of small to medium in highly competitive businessesbizmarketithe smart, smarter, smartest online prospecting specialists
    53. 53. 1. Database: Lets find some more ‘ideal’ $ Ideal Customer Ideal Prospects My Ideal Prospects • Brands with sales management & teams • Owners of small to medium in highly competitive businesses • Favourites: Retail, Car Lease, PR, Advertising, Eventsbizmarketithe smart, smarter, smartest online prospecting specialists
    54. 54. 1. Database: Lets find some more ‘ideal’ $ Ideal Customer Ideal Prospects My Ideal Prospects • Brands with sales management & teams • Owners of small to medium in highly competitive businesses • Favourites: Retail, Car Lease, PR, Advertising, Events My Acid Questionbizmarketithe smart, smarter, smartest online prospecting specialists
    55. 55. 1. Database: Lets find some more ‘ideal’ $ Ideal Customer Ideal Prospects My Ideal Prospects • Brands with sales management & teams • Owners of small to medium in highly competitive businesses • Favourites: Retail, Car Lease, PR, Advertising, Events My Acid Question • “So how do you set your sales forecasts?”bizmarketithe smart, smarter, smartest online prospecting specialists
    56. 56. 1. Database: Lets find some more ‘ideal’ $ $ $ $ $ Ideal Customer Ideal Customer Ideal Customer Ideal Prospects Ideal Customer Ideal Customer My Ideal Prospects • Brands with sales management & teams • Owners of small to medium in highly competitive businesses • Favourites: Retail, Car Lease, PR, Advertising, Events My Acid Question • “So how do you set your sales forecasts?”bizmarketithe smart, smarter, smartest online prospecting specialists
    57. 57. 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Credibility strategy. 3. Use the smartest online marketing tools to nurture & identify the hottest prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    58. 58. The 1:2:3 Of Turning Online Prospecting into 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Credibility strategy. 3. Use the smartest online marketing tools to nurture & identify the hottest prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    59. 59. The 1:2:3 Of Turning Online Prospecting into 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Credibility strategy. 3. Use the smartest online marketing tools to nurture & identify the hottest prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    60. 60. bizmarketithe smart, smarter, smartest online prospecting specialists
    61. 61. 2. Strategy: The Credibility Strategybizmarketithe smart, smarter, smartest online prospecting specialists
    62. 62. 2. Strategy: The Credibility Strategy • Giving to Gain Credibility Expert A Expert Bbizmarketithe smart, smarter, smartest online prospecting specialists
    63. 63. 2. Strategy: The Credibility Strategy • Giving to Gain Credibility I am a total guru of the Online Marketing world, I can get you ranked #1 on any keyword on Google. Expert A Expert Bbizmarketithe smart, smarter, smartest online prospecting specialists
    64. 64. 2. Strategy: The Credibility Strategy • Giving to Gain Credibility I am a total guru of the Let me share some of the Online Marketing world, I can ideas that have enabled our get you ranked #1 on any customers to increase their keyword on Google. Google rankings. Expert A Expert Bbizmarketithe smart, smarter, smartest online prospecting specialists
    65. 65. 2. Strategy: The Credibility Strategy • Giving to Gain Credibility I am a total guru of the Let me share some of the Online Marketing world, I can ideas that have enabled our get you ranked #1 on any customers to increase their keyword on Google. Google rankings. Expert A Expert B • Proven & enhanced by a never ending stream of content Articles Videos Whitepapers Tips Presentations PR • Sealed with 3rd Party Referralsbizmarketithe smart, smarter, smartest online prospecting specialists
    66. 66. bizmarketithe smart, smarter, smartest online prospecting specialists
    67. 67. 2. Strategy: The Main Componentsbizmarketithe smart, smarter, smartest online prospecting specialists
    68. 68. 2. Strategy: The Main Components • CRM database to store customer & prospect databizmarketithe smart, smarter, smartest online prospecting specialists
    69. 69. 2. Strategy: The Main Components • CRM database to store customer & prospect data CRM Databasebizmarketithe smart, smarter, smartest online prospecting specialists
    70. 70. 2. Strategy: The Main Components • CRM database to store customer & prospect data • Your website, social media and SEO CRM Website Social Media SEO/SEM Databasebizmarketithe smart, smarter, smartest online prospecting specialists
    71. 71. 2. Strategy: The Main Components • CRM database to store customer & prospect data • Your website, social media and SEO • A smart automated prospecting system to glue it all together CRM Website Social Media SEO/SEM Databasebizmarketithe smart, smarter, smartest online prospecting specialists
    72. 72. 2. Strategy: The Main Components • CRM database to store customer & prospect data • Your website, social media and SEO • A smart automated prospecting system to glue it all together SmartOnlin CRM Automated Website Social Media SEO/SEM Database Prospectingbizmarketithe smart, smarter, smartest online prospecting specialists
    73. 73. 2. Strategy: The Main Components • CRM database to store customer & prospect data • Your website, social media and SEO • A smart automated prospecting system to glue it all together SmartOnlin CRM Automated Website Social Media SEO/SEM Database Prospecting • A never ending stream of content Articles Videos Whitepapers Tips Presentations PRbizmarketithe smart, smarter, smartest online prospecting specialists
    74. 74. bizmarketithe smart, smarter, smartest online prospecting specialists
    75. 75. 2. Strategy: The Give To Gain Credibility Transactionbizmarketithe smart, smarter, smartest online prospecting specialists
    76. 76. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledgebizmarketithe smart, smarter, smartest online prospecting specialists
    77. 77. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledge • If you are willing to freely share your knowledge with them, they will tell you a little about themselves, and what they are looking forbizmarketithe smart, smarter, smartest online prospecting specialists
    78. 78. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledge • If you are willing to freely share your knowledge with them, they will tell you a little about themselves, and what they are looking for • So the strategy works like this...bizmarketithe smart, smarter, smartest online prospecting specialists
    79. 79. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledge • If you are willing to freely share your knowledge with them, they will tell you a little about themselves, and what they are looking for • So the strategy works like this... • We email the Prospect with the offer of a whitepaperbizmarketithe smart, smarter, smartest online prospecting specialists
    80. 80. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledge • If you are willing to freely share your knowledge with them, they will tell you a little about themselves, and what they are looking for • So the strategy works like this... • We email the Prospect with the offer of a whitepaper • The Prospect clicks to download the whitepaperbizmarketithe smart, smarter, smartest online prospecting specialists
    81. 81. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledge • If you are willing to freely share your knowledge with them, they will tell you a little about themselves, and what they are looking for • So the strategy works like this... • We email the Prospect with the offer of a whitepaper • The Prospect clicks to download the whitepaper • The Prospect fills out a very short questionnairebizmarketithe smart, smarter, smartest online prospecting specialists
    82. 82. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledge • If you are willing to freely share your knowledge with them, they will tell you a little about themselves, and what they are looking for • So the strategy works like this... • We email the Prospect with the offer of a whitepaper • The Prospect clicks to download the whitepaper • The Prospect fills out a very short questionnaire • They receive their whitepaper/video/ webinarbizmarketithe smart, smarter, smartest online prospecting specialists
    83. 83. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledge • If you are willing to freely share your knowledge with them, they will tell you a little about themselves, and what they are looking for • So the strategy works like this... • We email the Prospect with the offer of a whitepaper • The Prospect clicks to download the whitepaper • The Prospect fills out a very short questionnaire • They receive their whitepaper/video/ webinar • The result is that you can now acquire critical profiling & qualification without even meeting the personbizmarketithe smart, smarter, smartest online prospecting specialists
    84. 84. 2. Strategy: The Give To Gain Credibility Transaction • Every successful businessman is thirsty for more knowledge • If you are willing to freely share your knowledge with them, they will tell you a little about themselves, and what they are looking for • So the strategy works like this... • We email the Prospect with the offer of a whitepaper • The Prospect clicks to download the whitepaper • The Prospect fills out a very short questionnaire • They receive their whitepaper/video/ webinar • The result is that you can now acquire critical profiling & qualification without even meeting the person • This makes the qualification process far more cost effective, accurate andbizmarketithe smart, smarter, smartest online prospecting specialists
    85. 85. 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Credibility strategy. 3. Use the smartest online marketing tools to nurture & identify the hottest prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    86. 86. The 1:2:3 Of Turning Online Prospecting into 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Credibility strategy. 3. Use the smartest online marketing tools to nurture & identify the hottest prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    87. 87. The 1:2:3 Of Turning Online Prospecting into 1. Build a database of your Client-Base and Prospects. 2. Plan a year-long online prospecting strategy - using the Credibility strategy. 3. Use the smartest online marketing tools to nurture & identify the hottest prospects.bizmarketithe smart, smarter, smartest online prospecting specialists
    88. 88. bizmarketithe smart, smarter, smartest online prospecting specialists
    89. 89. 3. Get Smart: How it all fits togetherbizmarketithe smart, smarter, smartest online prospecting specialists
    90. 90. 3. Get Smart: How it all fits together Your Prospectbizmarketithe smart, smarter, smartest online prospecting specialists
    91. 91. 3. Get Smart: How it all fits together Your Prospect Your CRM Databasebizmarketithe smart, smarter, smartest online prospecting specialists
    92. 92. 3. Get Smart: How it all fits together Your Prospect Your Your CRM Website Databasebizmarketithe smart, smarter, smartest online prospecting specialists
    93. 93. 3. Get Smart: How it all fits together Your Prospect Your Your CRM Website Database Your Social Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    94. 94. 3. Get Smart: How it all fits together Referral Website Your Prospect Your Your CRM Website Database Your Social Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    95. 95. 3. Get Smart: How it all fits together Referral Website Your Prospect Your Emailing Your CRM Messaging Website Database Your Social Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    96. 96. 3. Get Smart: How it all fits together Referral Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Your Social Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    97. 97. 3. Get Smart: How it all fits together Referral Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Your Social Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    98. 98. 3. Get Smart: How it all fits together Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Your Social Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    99. 99. 3. Get Smart: How it all fits together Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    100. 100. 3. Get Smart: How it all fits together Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    101. 101. 3. Get Smart: How it all fits together Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Mediabizmarketithe smart, smarter, smartest online prospecting specialists
    102. 102. 3. Get Smart: How it all fits together Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    103. 103. Sample Body Language Stats... 3. Get Smart: How it all fits together Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    104. 104. Sample Body Language Stats... 3. Get Smart: How it all fits together Received=5 • Emails Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    105. 105. Sample Body Language Stats... 3. Get Smart: How it all fits together Received=5 • Emails • Emails Opened=4 Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    106. 106. Sample Body Language Stats... 3. Get Smart: How it all fits together Received=5 • Emails • Emails Opened=4 • Questionnares=3 (Score 75%) Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    107. 107. Sample Body Language Stats... 3. Get Smart: How it all fits together Received=5 • Emails • Emails Opened=4 • Questionnares=3 (Score 75%) • Whitepapers Read=3 Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    108. 108. Sample Body Language Stats... 3. Get Smart: How it all fits together Received=5 • Emails • Emails Opened=4 • Questionnares=3 (Score 75%) • Whitepapers Read=3 • Web Pages Visited=6 Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    109. 109. Sample Body Language Stats... 3. Get Smart: How it all fits together Received=5 • Emails • Emails Opened=4 • Questionnares=3 (Score 75%) • Whitepapers Read=3 • Web Pages Visited=6 • Social Sites Visited=1 Profiling Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    110. 110. Sample Body Language Stats... 3. Get Smart: How it all fits together Received=5 • Emails • Emails Opened=4 • Questionnares=3 (Score 75%) • Whitepapers Read=3 • Web Pages Visited=6 • Social Sites Visited=1 Profiling • Ideal Match: 75% Referral Pages Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    111. 111. Sample Body Language Stats... 3. Get Smart: How it all fits together Received=5 • Emails • Emails Opened=4 • Questionnares=3 (Score 75%) • Whitepapers Read=3 • Web Pages Visited=6 • Social Sites Visited=1 Profiling • Ideal Match: 75% Referral Pages • Status: May Purchase Website Your Prospect SmartOnlin Your Automated Emailing Your CRM Prospecting Messaging Website Database Delivery Your Social Pages Media Closed Loop Marketing Reading The Digital Body Languagebizmarketithe smart, smarter, smartest online prospecting specialists
    112. 112. bizmarketithe smart, smarter, smartest online prospecting specialists
    113. 113. 3. Get Smart: How To Spot The Ideal Customersbizmarketithe smart, smarter, smartest online prospecting specialists
    114. 114. 3. Get Smart: How To Spot The Ideal Customers • They qualify themselves in! Status: Not Interested Ideal Match: 0%bizmarketithe smart, smarter, smartest online prospecting specialists
    115. 115. 3. Get Smart: How To Spot The Ideal Customers • They qualify themselves in! Status: Purchased Ideal Match: 85% Body Language Stats... Emails Received=6 Emails Opened=75% Questionnares=75% Web Pages Visited=30% Status: Not Interested Ideal Match: 0%bizmarketithe smart, smarter, smartest online prospecting specialists
    116. 116. 3. Get Smart: How To Spot The Ideal Customers • They qualify themselves in! Status: Problem Agreed Ideal Match: 39% Status: Purchased Body Language Stats... Ideal Match: 85% Emails Received=6 Emails Opened=20% Body Language Stats... Questionnares=20% Emails Received=6 Web Pages Visited=15% Emails Opened=75% Questionnares=75% Web Pages Visited=30% Status: Not Interested Ideal Match: 0%bizmarketithe smart, smarter, smartest online prospecting specialists
    117. 117. 3. Get Smart: How To Spot The Ideal Customers • They qualify themselves in! Status: May Purchase Ideal Match: 89% Status: Problem Agreed Body Language Stats... Ideal Match: 39% Emails Received=15 Emails Opened=80% Status: Purchased Body Language Stats... Status: Shown Interest Questionnares=50% Ideal Match: 85% Emails Received=6 Ideal Match: 79% Whitepapers Read=70% Emails Opened=20% Web Pages Visited=45% Body Language Stats... Questionnares=20% Body Language Stats... Social Sites Visited=30% Emails Received=6 Web Pages Visited=15% Emails Received=2 Emails Opened=75% Emails Opened=100% Questionnares=75% Questionnares=100% Web Pages Visited=30% Web Pages Visited=40% Status: Unaware Status: Not Interested Ideal Match: 0% Status: Not Interested Ideal Match: 0% Ideal Match: 0% Status: Unaware Ideal Match: 0%bizmarketithe smart, smarter, smartest online prospecting specialists
    118. 118. bizmarketithe smart, smarter, smartest online prospecting specialists
    119. 119. 3. Get Smart: How It Turns To Revenue... • Acumen Interactive used this strategy for 12 months their ROI % was likebizmarketithe smart, smarter, smartest online prospecting specialists
    120. 120. 3. Get Smart: How It Turns To Revenue... • Acumen Interactive used this strategy for 12 months their ROI % was like 1200% 1080% 960% 840% 720% 600% 480% 360% 240% 120% 0% Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12bizmarketithe smart, smarter, smartest online prospecting specialists
    121. 121. 3. Get Smart: How It Turns To Revenue... • Acumen Interactive used this strategy for 12 months their ROI % was like • Break-even in Quarter #2 1200% 1080% 960% 840% 720% 600% 480% 360% 240% 120% 0% Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12bizmarketithe smart, smarter, smartest online prospecting specialists
    122. 122. 3. Get Smart: How It Turns To Revenue... • Acumen Interactive used this strategy for 12 months their ROI % was like • Break-even in Quarter #2 • 6 x ROI in Quarter #3 1200% 1080% 960% 840% 720% 600% 480% 360% 240% 120% 0% Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12bizmarketithe smart, smarter, smartest online prospecting specialists
    123. 123. 3. Get Smart: How It Turns To Revenue... • Acumen Interactive used this strategy for 12 months their ROI % was like • Break-even in Quarter #2 • 6 x ROI in Quarter #3 • 10 x ROI in Quarter #4 1200% 1080% 960% 840% 720% 600% 480% 360% 240% 120% 0% Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12bizmarketithe smart, smarter, smartest online prospecting specialists
    124. 124. bizmarketithe smart, smarter, smartest online prospecting specialists
    125. 125. 3. Get Smart: ReedExpo : ArabiaShop 2012bizmarketithe smart, smarter, smartest online prospecting specialists
    126. 126. 3. Get Smart: ReedExpo : ArabiaShop 2012 √CRM Database Videos √ √ SmartOnlin Automated Whitepapers Prospecting √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    127. 127. 3. Get Smart: ReedExpo : ArabiaShop 2012 • Building a database of 7,000 retail professionals within 45 days √CRM Database Videos √ √ SmartOnlin Automated Whitepapers Prospecting √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    128. 128. 3. Get Smart: ReedExpo : ArabiaShop 2012 • Building a database of 7,000 retail professionals within 45 days • If successful they will build a database of 40,000 with 90 days √CRM Database Videos √ √ SmartOnlin Automated Whitepapers Prospecting √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    129. 129. 3. Get Smart: ReedExpo : ArabiaShop 2012 • Building a database of 7,000 retail professionals within 45 days • If successful they will build a database of 40,000 with 90 days √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Linkedin Automated Whitepapers Prospecting √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    130. 130. 3. Get Smart: ReedExpo : ArabiaShop 2012 • Building a database of 7,000 retail professionals within 45 days • If successful they will build a database of 40,000 with 90 days √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Linkedin Automated Whitepapers Prospecting • Using online landing pages to capture registrations √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    131. 131. 3. Get Smart: ReedExpo : ArabiaShop 2012 • Building a database of 7,000 retail professionals within 45 days • If successful they will build a database of 40,000 with 90 days √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Linkedin Automated Whitepapers Prospecting • Using online landing pages to capture registrations • Using whitepapers and articles √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    132. 132. 3. Get Smart: ReedExpo : ArabiaShop 2012 • Building a database of 7,000 retail professionals within 45 days • If successful they will build a database of 40,000 with 90 days √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Linkedin Automated Whitepapers Prospecting • Using online landing pages to capture registrations • Using whitepapers and articles • Using tele-sales to close conference delegates & exhibitors √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    133. 133. 3. Get Smart: ReedExpo : ArabiaShop 2012 • Building a database of 7,000 retail professionals within 45 days • If successful they will build a database of 40,000 with 90 days √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Linkedin Automated Whitepapers Prospecting • Using online landing pages to capture registrations • Using whitepapers and articles • Using tele-sales to close conference delegates & exhibitors √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    134. 134. 3. Get Smart: ReedExpo : ArabiaShop 2012 • Building a database of 7,000 retail professionals within 45 days • If successful they will build a database of 40,000 with 90 days √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Linkedin Automated Whitepapers Prospecting • Using online landing pages to capture registrations • Using whitepapers and articles • Using tele-sales to close conference delegates & exhibitors √ Website Tips √ √ Social Media Articles PR SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    135. 135. bizmarketithe smart, smarter, smartest online prospecting specialists
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    137. 137. 3. Get Smart: Hertz : Car Leasing √CRM Database Videos √ √ SmartOnlin Automated Whitepapers Prospecting √ √ Website Tips √ √ Social Media Articles PR √ SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    138. 138. 3. Get Smart: Hertz : Car Leasing • Promoting reduced cost of ownership through Leasing √CRM Database Videos √ √ SmartOnlin Automated Whitepapers Prospecting √ √ Website Tips √ √ Social Media Articles PR √ SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
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    141. 141. 3. Get Smart: Hertz : Car Leasing • Promoting reduced cost of ownership through Leasing • Bizmarketing will set appointments for their sales team √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Social Media Automated Whitepapers Prospecting • Using whitepapers and articles √ √ Website Tips √ √ Social Media Articles PR √ SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    142. 142. 3. Get Smart: Hertz : Car Leasing • Promoting reduced cost of ownership through Leasing • Bizmarketing will set appointments for their sales team √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Social Media Automated Whitepapers Prospecting • Using whitepapers and articles • Using tele-sales to set appointments √ √ Website Tips √ √ Social Media Articles PR √ SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists
    143. 143. 3. Get Smart: Hertz : Car Leasing • Promoting reduced cost of ownership through Leasing • Bizmarketing will set appointments for their sales team √CRM Database Videos √ √ SmartOnlin • Using Salesforce, SmartOnline, Website and Social Media Automated Whitepapers Prospecting • Using whitepapers and articles • Using tele-sales to set appointments √ √ • Will roll-out Salesforce across Sales, Debt Collection & Telesales Website Tips √ √ Social Media Articles PR √ SEO/SEM Presentationsbizmarketithe smart, smarter, smartest online prospecting specialists

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