Be Small Business Boot Camp Update

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Information about Be Small Business Boot Camp Update

Published on May 21, 2008

Author: bleary

Source: slideshare.net

Black Enterprise Small Business Boot Camp Presented by: Brent Leary, CRM Essentials

“ Social ” challenges facing small businesses Finding time to turn good customers into advocates (Real $$$) Finding enough good customers Letting good prospects find them Leveraging SEO/SMO to be found Need to automate time consuming tasks keeping you from creating advocates: Creating attractive content appealing to good prospects (including landing pages) Capturing Leads from Web Qualifying Leads Separating the suspects from prospects Responding to Leads Quickly and Correctly Closing more good deals efficiently

Finding time to turn good customers into advocates (Real $$$)

Finding enough good customers

Letting good prospects find them

Leveraging SEO/SMO to be found

Need to automate time consuming tasks keeping you from creating advocates:

Creating attractive content appealing to good prospects (including landing pages)

Capturing Leads from Web

Qualifying Leads

Separating the suspects from prospects

Responding to Leads Quickly and Correctly

Closing more good deals efficiently

Sales & Marketing Challenges The Problem* Avg. Business has 7% awareness 90%+ of market not ready to buy Awareness = 6-7 touches per yr 80% of new sales take 8-15 contacts to gain interest Avg. salesperson abandons after 1-2 calls 50% of all leads buy – in 6-18 months Result Huge numbers of missed opportunities * Source: Cargill Consulting Group, Inc., Griffin Consulting Group, Sales & Marketing Mgmt Magazine, Harvard Business Review, Dartnell Institute

The Problem*

Avg. Business has 7% awareness

90%+ of market not ready to buy

Awareness = 6-7 touches per yr

80% of new sales take 8-15 contacts to gain interest

Avg. salesperson abandons after 1-2 calls

50% of all leads buy – in 6-18 months

Result

Huge numbers of missed opportunities

* Source: Cargill Consulting Group, Inc., Griffin Consulting Group, Sales & Marketing Mgmt Magazine, Harvard Business Review, Dartnell Institute

Lead Generation: Road to the Final Four Pareto’s Principle – Hindsight is 80/20: 100 Sales Leads 20 Qualified Leads 4 Converted Leads How much time and money are spent with the 96 before reaching the Final Four?

Pareto’s Principle – Hindsight is 80/20:

100 Sales Leads

20 Qualified Leads

4 Converted Leads

How much time and money are spent with the 96 before reaching the Final Four?

Pyramid Of Customer Loyalty

Technology Solutions to Business Challenges Create an effective web presence Create an effective presence on the web Automate everything you can The Audacity of Content Conclusion

Create an effective web presence

Create an effective presence on the web

Automate everything you can

The Audacity of Content

Conclusion

Customer Acquisition Process Campaigns Leads Generates Converts into Opportunities Contacts Account Forecast Feeds Into Analyzed to determine success

Creating an effective web presence Building out your website Quick & Easy DYI

Building out your website

Quick & Easy

DYI

 

 

 

 

 

Creating an effective web presence Building out your website Quick & Easy DYI

Building out your website

Quick & Easy

DYI

 

 

 

 

 

Creating an effective web presence Building out your blog Quick & Easy DYI

Building out your blog

Quick & Easy

DYI

 

 

Creating an effective web presence Building out your blog Quick & Easy DYI

Building out your blog

Quick & Easy

DYI

 

 

Blogging + Podcasts + RSS = REACH! Blogging Podcasting RSS

 

 

Create an effective web presence Create an effective presence on the web Automate everything you can The Audacity of Content Conclusion Technology Solutions to Business Challenges

Create an effective web presence

Create an effective presence on the web

Automate everything you can

The Audacity of Content

Conclusion

Web 2.0 - 21 st Century Networking

 

 

 

 

 

 

 

Create an effective web presence Create an effective presence on the web Automate everything you can The Audacity of Content Conclusion Technology Solutions to Business Challenges

Create an effective web presence

Create an effective presence on the web

Automate everything you can

The Audacity of Content

Conclusion

Small Business Continues to Move Online Small business is evolving from just being online to doing business online . Increasingly, consumers expect small businesses to respond quickly!

Example of a Small Business Sales Cycle Marketing Collateral 10 % Likelihood of winning Needs Analysis 20 % Likelihood of winning Presentation 40 % Likelihood of winning Proposal 60 % Likelihood of winning Contract Submitted 80 % Likelihood of winning Closed Lost Negotiation 90 % Likelihood of winning Closed Won

 

 

 

Create an effective web presence Create an effective presence on the web Automate everything you can The Audacity of Content Conclusion Technology Solutions to Business Challenges

Create an effective web presence

Create an effective presence on the web

Automate everything you can

The Audacity of Content

Conclusion

Podcasting: Only the Beginning…. 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 65% said they listen to podcasts for BOTH personal AND business interest 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 27% said podcasts already influence work-related purchase decisions Knowledgestorm survey of 3,900 B2B purchasers

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

65% said they listen to podcasts for BOTH personal AND business interest

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

27% said podcasts already influence work-related purchase decisions

 

 

 

New Tools of the Trade del.icio.us

Create an effective web presence Create an effective presence on the web Automate everything you can The Audacity of Content Conclusion Technology Solutions to Business Challenges

Create an effective web presence

Create an effective presence on the web

Automate everything you can

The Audacity of Content

Conclusion

High Level Challenges Are you having problems responding to customer requests? Are you losing to competitors? Are you closing enough deals? Do email campaigns work for you? Having trouble finding customer information quickly? Any issues sharing customer Information across the company? Are your sales people always in the office? Lost any good customers lately? Is the sales pipeline full?

Web Presence Determine whether to use a blog as your site or a fully functional site Are you a Do-It-Yourselfer? Know your limitations

Determine whether to use a blog as your site or a fully functional site

Are you a Do-It-Yourselfer?

Know your limitations

Presence on the Web Put your content where your audience is Participate in the ongoing conversation Put your old content to work for you Recognize the thin line between social networking and not working

Put your content where your audience is

Participate in the ongoing conversation

Put your old content to work for you

Recognize the thin line between social networking and not working

Automate Everything Response to inquiries ( quickly and accurately ) Constant Contact iContact CRM services ( Salesforce.com, Zoho, etc. ) Routine tasks Content creation ( widgetbox.com, mysyndicaat.com) Inherit the web

Response to inquiries ( quickly and accurately )

Constant Contact

iContact

CRM services ( Salesforce.com, Zoho, etc. )

Routine tasks

Content creation ( widgetbox.com, mysyndicaat.com)

Inherit the web

“ Dramatize your ideas” The Audacity of Content

“ Dramatize your ideas”

“ COLT 45… it does it every time” The Audacity of Content

“ COLT 45… it does it every time”

Pyramid Of Customer Loyalty

“ People like doing business with people they like ”

“ People like doing business with people they like ”

Thank You! Brent Leary [email_address] Blog WWW.BRENTLEARY.COM For More Show Info: www.BusinessTechnologyRadio.com

Brent Leary

[email_address]

Blog

WWW.BRENTLEARY.COM

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