1 to 1 marketing building share of customer building share of customer

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1 to 1 Marketing Building Share of Customer

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Page 1: 1 to 1 Marketing Building Share of Customer Building Share of Customer

1 to 1 Marketing1 to 1 Marketing

Building

Share of Customer

Building

Share of Customer

Page 2: 1 to 1 Marketing Building Share of Customer Building Share of Customer

1.1. Selling more products to fewer people is more Selling more products to fewer people is more efficient and more profitable than the time-efficient and more profitable than the time-honored honored mass marketingmass marketing rules of pitching rules of pitching products to the greatest number of people.products to the greatest number of people.

2.2. Establishing, sustaining, and maintaining Establishing, sustaining, and maintaining dialogue and obtaining feedback with and from dialogue and obtaining feedback with and from these customers. these customers.

3.3. Concentrating on building unique relationships Concentrating on building unique relationships with individual customers on a One-to-One with individual customers on a One-to-One basis.basis.

1.1. Selling more products to fewer people is more Selling more products to fewer people is more efficient and more profitable than the time-efficient and more profitable than the time-honored honored mass marketingmass marketing rules of pitching rules of pitching products to the greatest number of people.products to the greatest number of people.

2.2. Establishing, sustaining, and maintaining Establishing, sustaining, and maintaining dialogue and obtaining feedback with and from dialogue and obtaining feedback with and from these customers. these customers.

3.3. Concentrating on building unique relationships Concentrating on building unique relationships with individual customers on a One-to-One with individual customers on a One-to-One basis.basis.

Building Share of CustomerBuilding Share of Customer

Page 3: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Principle #1:Principle #1: Selling more products to fewer Selling more products to fewer people is easierpeople is easier

• Within the Product LineWithin the Product Line• Within the StoreWithin the Store• Within the MallWithin the Mall• Within the Partner StoresWithin the Partner Stores

Customer of CustomerCustomer of Customer

Principle #1:Principle #1: Selling more products to fewer Selling more products to fewer people is easierpeople is easier

• Within the Product LineWithin the Product Line• Within the StoreWithin the Store• Within the MallWithin the Mall• Within the Partner StoresWithin the Partner Stores

Customer of CustomerCustomer of Customer

Building Share of CustomerBuilding Share of Customer

““Up the Up the Ladder”Ladder”

““Up the Up the Ladder”Ladder”

Page 4: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Principle #2:Principle #2: Sustaining dialogue and obtaining Sustaining dialogue and obtaining feedbackfeedback

• What do your customers really want?What do your customers really want?

• What does What does thisthis individual customer really individual customer really want?want?

• What would they What would they purchasepurchase from you, if you from you, if you had it?had it?

Principle #2:Principle #2: Sustaining dialogue and obtaining Sustaining dialogue and obtaining feedbackfeedback

• What do your customers really want?What do your customers really want?

• What does What does thisthis individual customer really individual customer really want?want?

• What would they What would they purchasepurchase from you, if you from you, if you had it?had it?

Building Share of CustomerBuilding Share of Customer

Page 5: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Principle #3:Principle #3: Building unique relationships with Building unique relationships with these customersthese customers

• Demonstrate an active interest in customers as Demonstrate an active interest in customers as individuals.individuals.

• Communicate on a periodic and frequent basis – Communicate on a periodic and frequent basis – Not Not Just The Sale.Just The Sale.

• Utilize mail, faxes, telephone, voicemail, email, and Utilize mail, faxes, telephone, voicemail, email, and website.website.

Principle #3:Principle #3: Building unique relationships with Building unique relationships with these customersthese customers

• Demonstrate an active interest in customers as Demonstrate an active interest in customers as individuals.individuals.

• Communicate on a periodic and frequent basis – Communicate on a periodic and frequent basis – Not Not Just The Sale.Just The Sale.

• Utilize mail, faxes, telephone, voicemail, email, and Utilize mail, faxes, telephone, voicemail, email, and website.website.

Building Share of CustomerBuilding Share of Customer

Page 6: 1 to 1 Marketing Building Share of Customer Building Share of Customer

• Survey, collect, warehouse, mine, and Survey, collect, warehouse, mine, and analyze information to identify products analyze information to identify products goods and services Preferred Customers goods and services Preferred Customers would purchase, if it were made available!would purchase, if it were made available!

• Find those products, goods, and services Find those products, goods, and services and bring them to the customer…instead and bring them to the customer…instead of the customer to the product!of the customer to the product!

• Survey, collect, warehouse, mine, and Survey, collect, warehouse, mine, and analyze information to identify products analyze information to identify products goods and services Preferred Customers goods and services Preferred Customers would purchase, if it were made available!would purchase, if it were made available!

• Find those products, goods, and services Find those products, goods, and services and bring them to the customer…instead and bring them to the customer…instead of the customer to the product!of the customer to the product!

Building Share of CustomerBuilding Share of Customer

Page 7: 1 to 1 Marketing Building Share of Customer Building Share of Customer

The income levels mentioned in the following

presentation are for illustration purposes only.

They are not intended to represent the income

of a typical Market America Distributor, nor are

they intended to represent that any given

Distributor will earn income in that amount. The

success of any Market America Distributor will

depend upon the amount of hard work, talent,

and dedication which he or she devoted to

building his or her Market America Business.

The income levels mentioned in the following

presentation are for illustration purposes only.

They are not intended to represent the income

of a typical Market America Distributor, nor are

they intended to represent that any given

Distributor will earn income in that amount. The

success of any Market America Distributor will

depend upon the amount of hard work, talent,

and dedication which he or she devoted to

building his or her Market America Business.

Page 8: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Building Share of CustomerBuilding Share of Customer

• Personally purchase and use Personally purchase and use >> 100 BV per 100 BV per month.month.

• Establish 10 Repeat Customers – Base of Establish 10 Repeat Customers – Base of >> 10 purchasing a minimum of 30 BV 10 purchasing a minimum of 30 BV monthly within 90 days (2 per week, first monthly within 90 days (2 per week, first 12 weeks).12 weeks).

• Personally purchase and use Personally purchase and use >> 100 BV per 100 BV per month.month.

• Establish 10 Repeat Customers – Base of Establish 10 Repeat Customers – Base of >> 10 purchasing a minimum of 30 BV 10 purchasing a minimum of 30 BV monthly within 90 days (2 per week, first monthly within 90 days (2 per week, first 12 weeks).12 weeks).

100 BV100 BV

Page 9: 1 to 1 Marketing Building Share of Customer Building Share of Customer

YOUYOU400 BV400 BV

Earn Earn >> $300/Monthly after Three-Six Months $300/Monthly after Three-Six MonthsEarn Earn >> $300/Monthly after Three-Six Months $300/Monthly after Three-Six Months

PSPS400 BV400 BV

PSPS400 BV400 BV

400 BV400 BV 400 BV400 BV 400 BV400 BV400 BV400 BV

Building Share of CustomerBuilding Share of Customer

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Earn Earn >> $600/Monthly after Eight Weeks $600/Monthly after Eight WeeksEarn Earn >> $600/Monthly after Eight Weeks $600/Monthly after Eight Weeks

PSPSPS 400 BV

PSPS

$300$300$300$300 $300$300$300$300

YouYou

400 BV400 BV

Approximately 150 CustomersApproximately 150 CustomersFrom 15 Business Development CentersFrom 15 Business Development Centers

Approximately 150 CustomersApproximately 150 CustomersFrom 15 Business Development CentersFrom 15 Business Development Centers

PS 400 BV

Building Share of CustomerBuilding Share of Customer

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Earn Earn >> $1500/Monthly after Twelve Months $1500/Monthly after Twelve MonthsEarn Earn >> $1500/Monthly after Twelve Months $1500/Monthly after Twelve Months

6000 BV6000 BV6000 BV6000 BV

$600$600$600$600 $600$600$600$600

6000 BV6000 BV6000 BV6000 BV

$300$300$300$300 $300$300$300$300 $300$300$300$300 $300$300$300$300

Approximately 310 CustomersApproximately 310 CustomersFrom 31 Business Development CentersFrom 31 Business Development Centers

Approximately 310 CustomersApproximately 310 CustomersFrom 31 Business Development CentersFrom 31 Business Development Centers

Building Share of CustomerBuilding Share of Customer

Page 12: 1 to 1 Marketing Building Share of Customer Building Share of Customer

CHOOSE YOUR PRODUCTS OR STORESCHOOSE YOUR PRODUCTS OR STORES• Product of the productProduct of the product• Potential Customer listPotential Customer list• Schedule a Product PreviewSchedule a Product Preview• Schedule Motives PreviewSchedule Motives Preview• Schedule “Portal Preview”Schedule “Portal Preview”

CHOOSE YOUR PRODUCTS OR STORESCHOOSE YOUR PRODUCTS OR STORES• Product of the productProduct of the product• Potential Customer listPotential Customer list• Schedule a Product PreviewSchedule a Product Preview• Schedule Motives PreviewSchedule Motives Preview• Schedule “Portal Preview”Schedule “Portal Preview”

Building Share of CustomerBuilding Share of Customer

Page 13: 1 to 1 Marketing Building Share of Customer Building Share of Customer

GOOD PRACTICESGOOD PRACTICES• Always provide a product brochure with Always provide a product brochure with

every purchaseevery purchase• Review 1, 3, 7-day follow-up Review 1, 3, 7-day follow-up

methodologymethodology• Develop relationships Develop relationships • Build Share of Customer – BV & IBVBuild Share of Customer – BV & IBV

GOOD PRACTICESGOOD PRACTICES• Always provide a product brochure with Always provide a product brochure with

every purchaseevery purchase• Review 1, 3, 7-day follow-up Review 1, 3, 7-day follow-up

methodologymethodology• Develop relationships Develop relationships • Build Share of Customer – BV & IBVBuild Share of Customer – BV & IBV

Building Share of CustomerBuilding Share of Customer

Page 14: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Building Share of CustomerBuilding Share of Customer

TOOLS FOR BUILDING SHARE OF CUSTOMER• Personal Alerts• eFlyer• Market America Direct Online Catalog• Mall Talk

TOOLS FOR BUILDING SHARE OF CUSTOMER• Personal Alerts• eFlyer• Market America Direct Online Catalog• Mall Talk

Page 15: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Personal AlertsPersonal Alerts

Page 16: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Personal AlertsPersonal AlertsAccess Personal Alert Maintenance by

clicking Access Personal Alert Maintenance by

clicking

Page 17: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Personal AlertsPersonal AlertsAdding a new Personal AlertAdding a new Personal Alert

•Products Follow Ups

•Birthdays of Customers

•Call for repeat sale

•Products Follow Ups

•Birthdays of Customers

•Call for repeat sale

Examples of Personal Alerts:Examples of Personal Alerts:•Thank You Notes

•Product Previews

•Portal Preview

•Thank You Notes

•Product Previews

•Portal Preview

Page 18: 1 to 1 Marketing Building Share of Customer Building Share of Customer

eFlyereFlyer

Page 19: 1 to 1 Marketing Building Share of Customer Building Share of Customer

eFlyereFlyerSelect type of eFlyer to sendSelect type of eFlyer to send

Enter your comments

Page 20: 1 to 1 Marketing Building Share of Customer Building Share of Customer

eFlyereFlyerSignature and select Preferred CustomersSignature and select Preferred Customers

Page 21: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Market America DirectMarket America Direct

• Online catalog• New issue released every quarter• FREE subscription to ALL your active

Preferred Customers with a valid email address

• Email personalized from the Customer Manager

• UFMS Distributor will receive a copy of the• Reaches MORE PREFERRED CUSTOMERS

• Online catalog• New issue released every quarter• FREE subscription to ALL your active

Preferred Customers with a valid email address

• Email personalized from the Customer Manager

• UFMS Distributor will receive a copy of the• Reaches MORE PREFERRED CUSTOMERS

Page 22: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Market America DirectMarket America Direct

EMAIL CONTAINS• Preferred Customer ID

• Information on new products

• Link for the Catalog to your portal

• Customer Manager information

EMAIL CONTAINS• Preferred Customer ID

• Information on new products

• Link for the Catalog to your portal

• Customer Manager information

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Latest EditionLatest Edition

Page 33: 1 to 1 Marketing Building Share of Customer Building Share of Customer

MallTalkMallTalk

• As a UFMS subscriber, the MallTalk will be mailed once a year to “top purchasing” Preferred Customers.

• Contains ALL Market America products and services.

• Mailed at Holiday Season with a personalized letter from the Customer Manager.

• As a UFMS subscriber, the MallTalk will be mailed once a year to “top purchasing” Preferred Customers.

• Contains ALL Market America products and services.

• Mailed at Holiday Season with a personalized letter from the Customer Manager.

Holiday MailingHoliday Mailing

Page 34: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Available ToolsAvailable Tools

• Sales Literature– Brochures (OPC-3, Orac, Isotonix Family)– Mall Talk– Post Cards (Motives)

• Product Preview MAY• Motives Preview MAY/June• Portal Preview JUNE

• Sales Literature– Brochures (OPC-3, Orac, Isotonix Family)– Mall Talk– Post Cards (Motives)

• Product Preview MAY• Motives Preview MAY/June• Portal Preview JUNE

Page 35: 1 to 1 Marketing Building Share of Customer Building Share of Customer

• Survey from [email protected]• Market America Direct Online Catalogs (eDirect)• eFlyers• Hand written notes• Phone calls• Face to face Customer contact• Personal Alerts• System Alerts (i.e. Orders)

• Survey from [email protected]• Market America Direct Online Catalogs (eDirect)• eFlyers• Hand written notes• Phone calls• Face to face Customer contact• Personal Alerts• System Alerts (i.e. Orders)

Available Tools (cont’d)

Available Tools (cont’d)

Page 36: 1 to 1 Marketing Building Share of Customer Building Share of Customer

Setting Up Personal AlertsSetting Up Personal Alerts

• Initial Product Sale OPC-3 300g• 1,3,7 Implementation (Personal Alert & Testimonial)• Thank You Note – Hand Written• Enter all information gathered during 1,3,7 (PC Profile)• Product Preview invitation 2-3 wks from Initial Sale• Send eFlyer on Isotonix Family (10-12 days from Initial Sale)• Call to follow-up on Active Survey Alert (Instruct)• Call for Repeat Sale – Set up delivery date• Deliver Product (Repeat Sale – 7 days)• Thank You Note for repeat purchase• Active Survey Follow Up (Submittal)• Schedule out hand written note once a month for remainder

of year.• Can Follow Up eDirect (Instruct/eCommerce)

• Initial Product Sale OPC-3 300g• 1,3,7 Implementation (Personal Alert & Testimonial)• Thank You Note – Hand Written• Enter all information gathered during 1,3,7 (PC Profile)• Product Preview invitation 2-3 wks from Initial Sale• Send eFlyer on Isotonix Family (10-12 days from Initial Sale)• Call to follow-up on Active Survey Alert (Instruct)• Call for Repeat Sale – Set up delivery date• Deliver Product (Repeat Sale – 7 days)• Thank You Note for repeat purchase• Active Survey Follow Up (Submittal)• Schedule out hand written note once a month for remainder

of year.• Can Follow Up eDirect (Instruct/eCommerce)

Page 37: 1 to 1 Marketing Building Share of Customer Building Share of Customer

• Call to schedule Portal Preview• Portal Preview• Hand written note “About Them”• Deliver Product (Repeat Sale – 7 days)• Thank You Note for repeat purchase• Active Survey Follow Up (Submittal)• Can Follow Up eDirect (Instruct/eCommerce)• Call to schedule Portal Preview• Portal Preview• Hand written note “About Them”• Schedule out hand written note once a month for remainder of

year.

• Call to schedule Portal Preview• Portal Preview• Hand written note “About Them”• Deliver Product (Repeat Sale – 7 days)• Thank You Note for repeat purchase• Active Survey Follow Up (Submittal)• Can Follow Up eDirect (Instruct/eCommerce)• Call to schedule Portal Preview• Portal Preview• Hand written note “About Them”• Schedule out hand written note once a month for remainder of

year.

Setting Up Personal Alerts (cont’d)

Setting Up Personal Alerts (cont’d)

Page 38: 1 to 1 Marketing Building Share of Customer Building Share of Customer

May 2006Sun Mon Tue Wed Thu Fri Sat

1AJ: OPC-3

300g

2AJ1: 7:30pm

Thank You Note

3 4AJ3: 7:30pm

5 6

7 8AJ7: 7:30pm

9 10 11 12 13AJ:Send eFlyer Isotonix Family

14 15 16 17 18 19 20AJ: Active

Survey Follow Up (Instruct)

21 22AJ: Product

Preview Invite

23AJ: Mail

Motives Invite

24 25 26 27

28 29 30 31

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June 2006Sun Mon Tue Wed Thu Fri Sat

1AJ: OPC-3

300g

2 3

4 5AJ: Motives

Preview

6 7 8AJ: Deliver

Product & Home Shopping List &

Mall Talk

9AJ: Mail Thank

You Note

10

11 12 13 14 15 16AJ: Active

Survey Follow Up (Submit)

17

18 19 20 21 22 23 24

25 26 27 28 29 30AJ: eDirect

Email

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July 2006Sun Mon Tue Wed Thu Fri Sat

1

2 3 4 5AJ: Mail Portal Preview Invite

6 7AJ: eDirect Follow Up Instruct/eCom

& Repeat Sale

8

9 10 11AJ: Call to

schedule Portal Preview & Product

Delivery

12 13 14 15

16 17 18 19AJ: Portal

Preview

20 21 22

23 24AJ: “About Them” hand written note

& schedule once a month for the year

25 26 27 28 29

30 31