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Moving Your Business Forward - Atlanta


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Slides from Moving Your Business Forward conference technology session held in Atlanta on 10/24/2006

Published in: Business, Technology
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Moving Your Business Forward - Atlanta

  1. 1. Brent Leary, CRM Essentials LLC Inherit The Web….2.0
  2. 2. Small Business Priorities
  3. 3. Challenges facing small businesses <ul><li>Operating challenges uncovered </li></ul><ul><ul><li>“ Customer information is stored all over the place” </li></ul></ul><ul><ul><li>“ We’re terrible at working together to close deals” </li></ul></ul><ul><li>Sales challenges uncovered </li></ul><ul><ul><li>“ Does management want me to sell or fill out forms?” </li></ul></ul><ul><ul><li>“ We got in too late ” </li></ul></ul><ul><li>Managing challenges uncovered </li></ul><ul><ul><li>“ It is becoming increasingly difficult to predict revenue ” </li></ul></ul><ul><ul><li>“ We’re losing too many of our good customers ” </li></ul></ul>
  4. 4. Sales & Marketing Challenges <ul><li>The Problem* </li></ul><ul><li>Avg. Business has 7% awareness </li></ul><ul><li>90%+ of market not ready to buy </li></ul><ul><li>Awareness = 6-7 touches per yr </li></ul><ul><li>80% of new sales take 8-15 contacts to gain interest </li></ul><ul><li>Avg. salesperson abandons after 1-2 calls </li></ul><ul><li>50% of all leads buy – in 6-18 months </li></ul><ul><li>Result </li></ul><ul><ul><li>Huge numbers of missed opportunities </li></ul></ul><ul><ul><li>* Source: Cargill Consulting Group, Inc., Griffin Consulting Group, Sales & Marketing Mgmt Magazine, Harvard Business Review, Dartnell Institute </li></ul></ul>
  5. 5. Turning to the Web: U.S. SB Internet Overview <ul><li>Web Sites </li></ul><ul><ul><li>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: </li></ul></ul><ul><ul><li>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 . </li></ul></ul>Web Site Penetration by Industry AMI Partners
  6. 6. Why now? <ul><ul><li>Affordable </li></ul></ul><ul><ul><ul><li>Less up front costs </li></ul></ul></ul><ul><ul><ul><li>Lower TCO (Total Cost of Ownership) </li></ul></ul></ul><ul><ul><li>Easier </li></ul></ul><ul><ul><ul><li>To install and configure </li></ul></ul></ul><ul><ul><ul><li>To use </li></ul></ul></ul><ul><ul><li>Faster </li></ul></ul><ul><ul><ul><li>To get up and running </li></ul></ul></ul><ul><ul><ul><li>To see return on investment </li></ul></ul></ul><ul><ul><li>Accessible </li></ul></ul><ul><ul><ul><li>From browser </li></ul></ul></ul><ul><ul><ul><li>From the road </li></ul></ul></ul><ul><ul><ul><li>From everywhere </li></ul></ul></ul>
  7. 7. 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
  8. 8. 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!
  9. 9. Search: From Hunted to Hunter – What’s Your GQ? <ul><li>5.3 billion internet searches were performed in February 2006 </li></ul><ul><li>Average web user performed 43.1 searches </li></ul><ul><li>Businesses of all sizes are expected to spend $5 billion dollars advertising on search engines </li></ul><ul><li>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 </li></ul><ul><li>43% of search engine users are seeking local merchants to buy something offline </li></ul>
  10. 10. SB Attitudes toward the Internet <ul><ul><li>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. </li></ul></ul><ul><ul><li>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 . </li></ul></ul>AMI Partners
  11. 11. Web 2.0 - 21 st Century Networking
  12. 12. Web 1.0 vs. Web 2.0 <ul><li>Web 1.0 </li></ul><ul><ul><li>Each One Reach One </li></ul></ul><ul><li>Web 2.0 </li></ul><ul><ul><li>Each One Reach One…. MILLION </li></ul></ul>
  13. 13. Blogging + Podcasts + RSS = REACH! Blogging Podcasting RSS
  14. 14. Only the Beginning…. <ul><li>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 </li></ul><ul><li>65% said they listen to podcasts for BOTH personal AND business interest </li></ul><ul><li>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 </li></ul><ul><li>27% said podcasts already influence work-related purchase decisions </li></ul>Knowledgestorm survey of 3,900 B2B purchasers
  15. 15. New tools of the trade
  16. 16. Columbus was right…The World is Flat!
  17. 17. Pyramid Of Customer Loyalty
  18. 18. Thank You! <ul><li>Brent Leary </li></ul><ul><li>[email_address] </li></ul><ul><li>Corporate Website </li></ul><ul><ul><li>WWW.CRM-ESSENTIALS.COM </li></ul></ul><ul><li>Blog </li></ul><ul><ul><li>WWW.BRENTLEARY.COM </li></ul></ul><ul><li>“ Technology…for Business $ ake ” </li></ul><ul><ul><li>Starting 11AM on Sunday, November 12 on 1160AM </li></ul></ul><ul><ul><li> </li></ul></ul>