be small business boot camp update
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Boot Camp 103A - TechnologyBoot Camp 103A - Technology
Black Enterprise Small Business Boot CampBlack Enterprise Small Business Boot Camp
Presented by: Presented by:
Brent Leary, CRM EssentialsBrent Leary, CRM Essentials
““SocialSocial”” challenges facing small challenges facing small businessesbusinesses
Finding time to turn Finding time to turn goodgood customerscustomers into into advocates (Real $$$)advocates (Real $$$)
Finding Finding enoughenough good customers good customers Letting good prospects Letting good prospects find themfind them
– Leveraging SEO/SMO to be found Need to Need to automateautomate time consuming tasks time consuming tasks
keeping you from creating advocates:keeping you from creating advocates:
– Creating Creating attractive contentattractive content appealing to appealing to good prospects (including landing pages)good prospects (including landing pages)
– Capturing Leads from WebCapturing Leads from Web
– Qualifying LeadsQualifying Leads
• Separating the suspects from prospects
– Responding to Leads QuicklyQuickly and CorrectlyCorrectly
– Closing more good deals Closing more good deals efficientlyefficiently
Sales & Marketing Challenges
The Problem* Avg. Business has 7% awarenessAvg. Business has 7% awareness 90%+ of market not ready to buy90%+ 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 opportunitiesHuge 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 FourLead Generation: Road to the Final Four
Pareto’s Principle – Hindsight is 80/20:
100 Sales Leads100 Sales Leads 20 Qualified Leads
4 Converted Leads4 Converted Leads
How much time and money are spent with How much time and money are spent with the 96 before reaching the Final Four?the 96 before reaching the Final Four?
Pyramid Of Customer LoyaltyPyramid Of Customer Loyalty
Technology Solutions to Business ChallengesTechnology 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
Customer Acquisition ProcessCustomer Acquisition Process
Campaigns LeadsGenerates Convertsinto
Opportunities
Contacts
Account
ForecastFeedsInto
Analyzed to determine success
Creating an effective web presence
Building out your websiteBuilding out your website
–Quick & EasyQuick & Easy
–DYIDYI
Creating an effective web presence
Building out your websiteBuilding out your website
–Quick & EasyQuick & Easy
–DYIDYI
Creating an effective web presence
Building out your blogBuilding out your blog
–Quick & EasyQuick & Easy
–DYIDYI
Creating an effective web presence
Building out your blogBuilding out your blog
–Quick & EasyQuick & Easy
–DYIDYI
Blogging + Podcasts + RSS = REACH!Blogging + Podcasts + RSS = REACH!
BloggingBlogging PodcastingPodcastingRSRSSS
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 ChallengesTechnology Solutions to Business Challenges
Web 2.0 - 21Web 2.0 - 21stst Century Networking 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 ChallengesTechnology Solutions to Business Challenges
Small Business Continues to Small Business Continues to Move OnlineMove 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 CycleExample of a Small Business Sales Cycle
MarketingCollateral
10% Likelihood of winning
NeedsAnalysis
20% Likelihood of winning
Presentation40% Likelihood of winning
Proposal60% Likelihood of winning
ContractSubmitted
80% Likelihood of winning
ClosedLost
Negotiation90% Likelihood of winning
ClosedWon
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 ChallengesTechnology Solutions to Business Challenges
Podcasting: Only the Beginning….Podcasting: Only the Beginning….
53%53% surveyed have downloaded or listened todownloaded or listened to a podcast at least once, with 41% claiming to have listened to podcasts on more than one occasion
65%65% said they listen to podcasts for BOTH personal AND business interest
60%60% of respondents said info on business or technology topics currently delivered as traditional white paperstraditional white papers or analyst reports would be more interestingwould be more interesting as podcasts as podcasts. And 55%55% of them would be more likely to consumemore likely to consume white papers if they were delivered in this manner
27%27% said podcasts already influence work-related already influence work-related purchase decisionspurchase decisions
Knowledgestorm survey of 3,900 B2B purchasers
New Tools of the TradeNew Tools of the Trade
del.icio.usdel.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 ChallengesTechnology Solutions to Business Challenges
High Level ChallengesHigh Level Challenges
Are you having problems Are you having problems responding to customer responding to customer requests?requests?
Are you losing to Are you losing to competitors?competitors?
Are you closing Are you closing enough deals?enough deals?
Do email campaigns Do email campaigns work for you?work for you?
Having trouble finding Having trouble finding customer information quickly?customer information quickly?
Any issues sharing customerInformation across the company?
Are your sales people Are your sales people always in the office?always in the office?
Lost any good Lost any good customers lately?customers lately?
Is the sales pipeline full?Is the sales pipeline full?
Web Presence
Determine whether to use a blog as your site Determine whether to use a blog as your site or a fully functional siteor a fully functional site
Are you a Do-It-Yourselfer?Are you a Do-It-Yourselfer? Know your limitationsKnow your limitations
Presence on the Web
Put your content where your audience isPut your content where your audience is Participate in the ongoing conversationParticipate in the ongoing conversation Put your old content to work for youPut your old content to work for you Recognize the thin line between social Recognize the thin line between social
networking and networking and not workingnot working
Automate Everything
Response to inquiries (Response to inquiries (quicklyquickly and and accuratelyaccurately))– Constant ContactConstant Contact
– iContactiContact
– CRM services (CRM services (Salesforce.com, Zoho, etc. Salesforce.com, Zoho, etc. ))
Routine tasksRoutine tasks Content creation (Content creation (widgetbox.com, widgetbox.com,
mysyndicaat.com)mysyndicaat.com) Inherit the webInherit the web
““Dramatize your ideas”Dramatize your ideas”
The Audacity of Content
““COLT 45… it does it COLT 45… it does it every time”every time”
The Audacity of Content
Pyramid Of Customer LoyaltyPyramid Of Customer Loyalty
““People People likelike doing doing business with people business with people they they likelike””
Thank You!Thank You!
Brent Leary [email protected] Blog
– WWW.BRENTLEARY.COM
For More Show Info: www.BusinessTechnologyRadio.comFor More Show Info: www.BusinessTechnologyRadio.com