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Everything You Need to Know about Relationship Marketing


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Everything You Need to Know about Relationship Marketing

  3. 3. Upcoming Events Click links for more information• Feb 16 NC State Fast 15• Feb 27 Social Media• March 16 Greatest Coach Ever• March 27 Growth CLUB• April 13 First Fridays• April 15 Deadline for Summer intern program
  4. 4. Strategic Plan• Vision, Mission, and Values (VMV)• Big, Hairy, Audacious Goal (BHAG)• Strengths, Weaknesses, Opportunities, Threats (SWOT)• 3 Year Targets• 1 Year Goals• 90 Day Action Plans• Weekly Action Steps• Daily Affirmations
  5. 5. Vision, Mission, Values• Vision – “Financial Security and Peace of Mind for All”• Mission – “To be a well-respected and sought-after Top 100 Coach directly impacting the lives of 10,000 people”• Values – Ownership, Congruence, Constant Learning, Integrity, Balance, Fun, Leverage, Gratitude, and Abundance
  6. 6. Sales vs. Marketing• Marketing’s job is to generate leads• Sales’ job is to convert leads into customers
  7. 7. Marketing• Target Market• Unique Selling Proposition• Guarantee• 10x10 marketing strategies
  8. 8. The Secret Sauce• Profile Your Revenue• Segment Your Customers• Systematize Your Sales Processes• Focus on Five Ways To Results
  9. 9. Cross-Section of Sales FunnelSet goals for percent of total sales from each quadrant
  10. 10. Five Simple Steps To Massive Results1/2 Number of Leads = Number of Customers X Conversion Rates3/4 Number of Transactions = Revenue x Average $ Sold x = PROFITS5 Margins
  11. 11. The Shortest Course on SalesAsk Questions and Listen!
  12. 12. Direct Selling Rule• People buy from people they trust• People trust people who they like• People like people who like what they like
  13. 13. Segment Your Customers Don’t complain about the economyuntil you have 10 pieces of personal information on every prospect and customer!
  14. 14. Sales funnel• Suspect• Prospect• Lead• Shopper/customer• Client• Fan• Raving Fan
  15. 15. Implementation• Customer contact database• Postal mail• Email• Direct calls• Print/Radio/TV advertising• Social media
  16. 16. Social Media Made Simple• Content• Context• Contacts
  17. 17. Email Marketing Made Simple• Build your list where you already connect to people• Types of permission • Explicit opt-in “Join my list” • Implicit (assumed)• Add value • Promotional • Relational • Informative• Form/format • Newsletter • Promotions/Invitations/Surveys • Announcements• Call to action!
  18. 18. Telemarketing Made Simple• List• Script• Calling Associate• Supervision• Product or Service
  19. 19. Questions?19
  20. 20. BEFORE YOU LEAVE Make sure you are signed in Fill out evaluation Meet 1 new person20
  21. 21. Our Mission: World Abundance Through Business EducationHigh Performance Must-Dos:What Every Management Team Should KnowThursday, February 16 5:30 - 7:30,NC State Office of Technology TransferGrowthCLUBMarch 27, 2012The Greatest Coach Ever! Life Lessons fromDean Smith, Roy Williams, Coach K and Jimmy VMarch 16thCarolina Club (On UNC campus)
  22. 22. Jim JubelirerCertified ActionCOACH308 West Rosemary Street, Suite 307Chapel Hill, NC 27516(919)