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“ Are you keeping in touch with prospects?  Or are you out of touch with the way things work in today’s Internet World? Pr...
What we are covering today <ul><li>To gain key Insights of how business relationship development is changing with Internet...
World has been  c hanging FAST <ul><li>Consolidation of companies </li></ul><ul><li>Movement of key contacts among compani...
Quotes of Change <ul><li>“ It is not the strongest of species that survive, nor the most intelligent, but the one most res...
<ul><li>1:1 Entertainment </li></ul><ul><li>1:1 Offers </li></ul><ul><li>Add-On Webinar/Seminar </li></ul><ul><li>Advisory...
Why Talk About Strategy vs. Tactics? Because Marketing Has  Fundamentally  Changed.
Business Relationship Development Cycle
<ul><li>Identify your  Ideal customer-  ask them why they would refer you - to build your message around. </li></ul><ul><l...
Top Suggestions for a Business Consultant  to be Found <ul><li>Create an engaging profile in LinkedIn and FaceBook.  Start...
Key Challenges in a Day in a Life <ul><li>Identifying ideal clients and qualified prospects </li></ul><ul><li>Getting the ...
What ever customer challenges you face
And here are some of them <ul><li>Constantly searching for information </li></ul><ul><li>Missing opportunities- forgetting...
Contact Manager like Sage ACT!  <ul><li>Nearly every sales professional has used this or something similar in their sellin...
What is ACT and why I need it
Your Most Important Appreciating Asset
<ul><li>After 1 st  contact = 2% of sales are made </li></ul><ul><li>2 nd  contact = 3% of sales </li></ul><ul><li>3 rd  c...
Definition of marketing- “  getting people who have a specific need or problem to know, like and trust you”
Nurture Based E-Marketing <ul><li>Benefit: </li></ul><ul><ul><li>Generate  actionable  demand with end-to-end e-marketing ...
Empowering E-Marketing:  Build a Profitable Relationship
Drip Marketing for Results <ul><li>E-Mail Marketing – A Good Start </li></ul><ul><li>Electric Newsletter with Content link...
 
 
Marketing Results for a Contact Hot Prospect with reoccurring Interest
Access to Amazing Leads and Targeted Business Intelligence -  here Smart Tasks to automate call scheduling and follow up.
Social Media: Up close & Personal
Decision Dashboards Track key information with new dashboards that give you at-a-glance snapshots of your customers, oppor...
Dashboard- Opportunity Pipeline
Dashboard- Closed Sales
 
Business Development Consulting and Entrepreneur Coaching Services <ul><li>Business Relationship Development Strategy </li...
How to Contact Us <ul><li>Web site:  www.SuccessWithCRM.com </li></ul><ul><li>Business success with CRM Blog: </li></ul><u...
Wrap-Up / Questions
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Are you keeping in touch with prospects? Or are you out of touch with the way things work in today's Internet World?

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Presentation for the Michiana Consultants Round Table held August 17, 2010 by Dick Wooden and Julie Cooper. Focusing on business relationship development changes, social media and small business Contact management (Sage ACT!). Development of a marketing strategy before picking tactics.

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Are you keeping in touch with prospects? Or are you out of touch with the way things work in today's Internet World?

  1. 1. “ Are you keeping in touch with prospects? Or are you out of touch with the way things work in today’s Internet World? Presented by Dick Wooden & Julie Cooper www.SuccessWithCRM.com
  2. 2. What we are covering today <ul><li>To gain key Insights of how business relationship development is changing with Internet & technology. </li></ul><ul><li>Develop a marketing strategy before tactics </li></ul><ul><li>The need for a “System” to manage your contact database – a “knowledgebase asset”. </li></ul><ul><li>Find some techniques for maintaining contact with your customers and prospects. </li></ul>
  3. 3. World has been c hanging FAST <ul><li>Consolidation of companies </li></ul><ul><li>Movement of key contacts among companies </li></ul><ul><li>A digital electronic world- less face to face </li></ul><ul><li>Crazy Busy, Attention demanding World </li></ul><ul><li>Relationships developing over Web- Social Media – Social networking </li></ul><ul><li>Every changing dynamics of market place (products & services) to meet new needs. </li></ul>
  4. 4. Quotes of Change <ul><li>“ It is not the strongest of species that survive, nor the most intelligent, but the one most responsive to change” – Clarence Darrow </li></ul><ul><li>“ In times of rapid change, experience could be your worst enemy” - J. Paul Getty </li></ul><ul><li>“ The only way to change our lives is by changing our minds” - Ross Cooper </li></ul>
  5. 5. <ul><li>1:1 Entertainment </li></ul><ul><li>1:1 Offers </li></ul><ul><li>Add-On Webinar/Seminar </li></ul><ul><li>Advisory Board </li></ul><ul><li>Affiliate Referral Platform </li></ul><ul><li>Banner Ads </li></ul><ul><li>Bill Stuffers </li></ul><ul><li>Blogging </li></ul><ul><li>Brand Elements (look & feel) </li></ul><ul><li>Brand Elements (attitude & approach) </li></ul><ul><li>Case Statement </li></ul><ul><li>Co-branded Micro-site </li></ul><ul><li>Company Story </li></ul><ul><li>Contests </li></ul><ul><li>Conversation (Advisory, Practical, Networking) </li></ul><ul><li>Direct Mail </li></ul><ul><li>Door Hangers </li></ul><ul><li>Educational email series </li></ul><ul><li>Facebook </li></ul><ul><li>FB + Ll Ads </li></ul><ul><li>Group Entertainment </li></ul><ul><li>Joint Networking </li></ul><ul><li>Knocks </li></ul><ul><li>LinkedIn </li></ul><ul><li>LinkedIn Q & A </li></ul><ul><li>Live Testimonials </li></ul><ul><li>Lumpy Mail </li></ul><ul><li>Mailing List Registrations </li></ul><ul><li>Networking </li></ul><ul><li>Newsletter </li></ul><ul><li>Paid Trail </li></ul><ul><li>Partner Joint Marketing </li></ul><ul><li>Pass Along Cards </li></ul><ul><li>Pass-on Offers </li></ul><ul><li>Perfect Into </li></ul><ul><li>Pop Up Shops </li></ul><ul><li>PR </li></ul><ul><li>Proof Items </li></ul><ul><li>Quotes </li></ul><ul><li>Referral Incentives </li></ul><ul><li>Reviews </li></ul><ul><li>Sales Presentation </li></ul><ul><li>Sales Process Review </li></ul><ul><li>Samples </li></ul><ul><li>Seminars (educational) </li></ul><ul><li>SEO </li></ul><ul><li>Slideshare </li></ul><ul><li>Speaking </li></ul><ul><li>Sponsorships </li></ul><ul><li>Starter Offers </li></ul><ul><li>Success Stories </li></ul><ul><li>Surveys </li></ul><ul><li>Target Direct mail </li></ul><ul><li>Tele-Discovery </li></ul><ul><li>Testimonial Stories & Video </li></ul><ul><li>Tradeshows </li></ul><ul><li>Traditional Ads </li></ul><ul><li>Trials (audits, estimates, reviews) </li></ul><ul><li>Twitter </li></ul><ul><li>Value Content </li></ul><ul><li>Video Testimonial </li></ul><ul><li>Webinars </li></ul><ul><li>Website </li></ul><ul><li>Welcome Kit </li></ul><ul><li>Welcome/Orientation Seminar </li></ul><ul><li>White Papers </li></ul><ul><li>YouTube </li></ul>What Tactics to Use to Achieve the Goal?
  6. 6. Why Talk About Strategy vs. Tactics? Because Marketing Has Fundamentally Changed.
  7. 7. Business Relationship Development Cycle
  8. 8. <ul><li>Identify your Ideal customer- ask them why they would refer you - to build your message around. </li></ul><ul><li>Create an attraction based marketing message of value to the prospect- You are a content publisher. </li></ul><ul><li>Integrate social networking, blog, web site, videos, e-marketing, CRM system, surveys that engage the prospect – wherever they are at . </li></ul>
  9. 9. Top Suggestions for a Business Consultant to be Found <ul><li>Create an engaging profile in LinkedIn and FaceBook. Start linking to your best contacts. </li></ul><ul><li>Create a web site that includes a blog and a build-in CMS- content management system. </li></ul><ul><li>Create multi-purpose content & publish </li></ul><ul><li>Implement an Customer Relationship & Management database system – track relationships, communications, commitments </li></ul><ul><li>Use analytics to measure, revise as needed. </li></ul>Make it EASY for a prospect to Find you and your business! (SEO)
  10. 10. Key Challenges in a Day in a Life <ul><li>Identifying ideal clients and qualified prospects </li></ul><ul><li>Getting the attention of prospect </li></ul><ul><li>Getting the appointment </li></ul><ul><li>Delivery of timely, valuable message when Prospect is READY </li></ul><ul><li>Staying Top of Mind when need arises for the prospect or client. </li></ul><ul><li>Managing the sales opportunity </li></ul><ul><li>Follow up on Deliverables </li></ul>
  11. 11. What ever customer challenges you face
  12. 12. And here are some of them <ul><li>Constantly searching for information </li></ul><ul><li>Missing opportunities- forgetting to call </li></ul><ul><li>Typing the same letter over again </li></ul><ul><li>No record of previous conversation with contact </li></ul><ul><li>No way of tracking referrals and potential business </li></ul><ul><li>Repeating actions in different application </li></ul>ACT! can help
  13. 13. Contact Manager like Sage ACT! <ul><li>Nearly every sales professional has used this or something similar in their selling career </li></ul><ul><li>More than an appointment organizer, task manager and fancy Rolodex system </li></ul><ul><li>A type of personal assistant to keep you informed of what is happening and be more productive. </li></ul><ul><li>A ‘system’ to Acquire, Develop & Retain Profitable Business Relationships </li></ul>
  14. 14. What is ACT and why I need it
  15. 15. Your Most Important Appreciating Asset
  16. 16. <ul><li>After 1 st contact = 2% of sales are made </li></ul><ul><li>2 nd contact = 3% of sales </li></ul><ul><li>3 rd contact = 5% of sales </li></ul><ul><li>4 th contact = 10% of sales </li></ul><ul><li>5 th – 12 contact = 80% of sales are made </li></ul><ul><li>Also: </li></ul><ul><li>87% of all leads are never pursued= follow up failure. </li></ul><ul><li>48% of all sales leads that are pursued are dropped after the first call/meeting </li></ul>Need for a Plan and a proven Process
  17. 17. Definition of marketing- “ getting people who have a specific need or problem to know, like and trust you”
  18. 18. Nurture Based E-Marketing <ul><li>Benefit: </li></ul><ul><ul><li>Generate actionable demand with end-to-end e-marketing that intelligently and automatically reaches out to your contacts and delivers results right to the contact record </li></ul></ul><ul><li>Specifically: </li></ul><ul><ul><li>Save Time: Automate Mass e-mail to contacts, groups, companies, or lookups </li></ul></ul><ul><ul><li>Stay “Top of Mind”: Drip-marketing campaigns to send e-mails over time </li></ul></ul><ul><ul><li>Gain Direct Feedback: From customer surveys </li></ul></ul><ul><ul><li>Help Sales Reps: Results harvested into call lists integrated with Sage ACT! </li></ul></ul>
  19. 19. Empowering E-Marketing: Build a Profitable Relationship
  20. 20. Drip Marketing for Results <ul><li>E-Mail Marketing – A Good Start </li></ul><ul><li>Electric Newsletter with Content links - Better </li></ul><ul><li>Use targeted surveys - measure desire, qualify </li></ul><ul><li>Drip Marketing Campaigns – Even Better </li></ul><ul><li>Rank Responses & Call - Prioritize on most Interest </li></ul><ul><li>Assigning Calls – Delegate </li></ul><ul><li>CRM Database – Keeps It In Sync </li></ul><ul><li>Targeted follow up </li></ul><ul><li>Automatic - Repeat </li></ul>
  21. 23. Marketing Results for a Contact Hot Prospect with reoccurring Interest
  22. 24. Access to Amazing Leads and Targeted Business Intelligence - here Smart Tasks to automate call scheduling and follow up.
  23. 25. Social Media: Up close & Personal
  24. 26. Decision Dashboards Track key information with new dashboards that give you at-a-glance snapshots of your customers, opportunities, and users.
  25. 27. Dashboard- Opportunity Pipeline
  26. 28. Dashboard- Closed Sales
  27. 30. Business Development Consulting and Entrepreneur Coaching Services <ul><li>Business Relationship Development Strategy </li></ul><ul><li>Inbound marketing Strategy and application </li></ul><ul><li>The Alternative Board (TAB), peer-to-peer entrepreneur group facilitator </li></ul><ul><li>Strategic Business Leadership Coach </li></ul><ul><li>Contact management /CRM system implementation and support </li></ul>
  28. 31. How to Contact Us <ul><li>Web site: www.SuccessWithCRM.com </li></ul><ul><li>Business success with CRM Blog: </li></ul><ul><ul><li>www.SuccessWithCRM.com/blog </li></ul></ul><ul><li>Phone Office: 269-445-3001 </li></ul><ul><li>Cell Dick: 574-206-5612 Julie: 574-607-7914 </li></ul><ul><li>Connect by LinkedIn: </li></ul><ul><ul><li>www.LinkedIn/In/RichardWooden </li></ul></ul>
  29. 32. Wrap-Up / Questions

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