power of crm
TRANSCRIPT
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The Power of Customer Relationship
Management:
So Your Business Can Grow
Doug Skinner
honestintentions.com
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Introducing Doug Skinner
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What I’ll Cover Today
• Benefits of Following Up
• Lead Generation
• Organizing Leads with a CRM System
• Why You Need a CRM System
• Using Email Marketing Systems to Keep in Touch
• CRM Systems – the Barely Good to the Excellent
• Integrating CRM Systems for Greater Reach
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Quote
“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.”
– Patricia Fripp
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Benefits of
Following Up
Source: watcharakun / FreeDigitalPhotos.net
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Quote
“Your top of the funnel content must be intellectually divorced from your product but emotionally wed to it”
– Joe Chernov, VP of Content, HubSpot
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Stage 2: Qualify or Convert
Stage 3: Customer
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Relationships are built on trust.
Trust drives revenue.
Content builds relationships.Stage 1: Capture Leads
Sales Professionals Agree in Three Stages
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Sales Mountain
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1. Lead Generation
2. Appointment Setting
3. Trust and Rapport
4. Identify Customer Needs
5. Share the Benefits
6. Close – State Offer
7. Objection Handling
8. Follow Up
9. Referrals
2
1
3
4
5 6
7
8
9Source: Eric Lofholm International
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Generate multiple streams of leads?
Do You Have a Strategy to:
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Key Learning Point
“I need multiple lead generation
systems.”
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What is CRM?
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Source: ddpavumba /FreeDigitalphotos.net
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CRM Basic Terminology
• Cloud based
• User/License
• Logging into CRM
• Administrator – having privileges on an account
• Module
• Field
• Lead
• Contact
• Account
• Potential
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Source: ddpavumba / FreeDigitalPhotos.net
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Why Do You Need a CRM System?
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Track
Relationships
Sources:cooldesign /FreeDigitalPhotos.net
jscreationzs / FreeDigitalPhotos.netsippakorn / FreeDigitalPhotos.net
Follow Up
Measure
Sales
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Bus Cards and Rubber Bands
Spreadsheets, Outlook Contacts
Email Campaigns, Contact Manager
CRMSales/Marketing
Automation
CRM Systems CRM Systems CRM Systems CRM Systems ––––
the Barely Good to the Excellentthe Barely Good to the Excellentthe Barely Good to the Excellentthe Barely Good to the Excellent
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Egg StageEgg StageEgg StageEgg Stage
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Larva StageLarva StageLarva StageLarva Stage
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Caterpillar Stage
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Options for Email Marketing
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Source: http://www.g2crowd.com/
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Email Marketing Comparison
# of Subscribers Monthly Cost Notes
Express Pigeon 500Free
$8.99
1,000 emails/mo.
Unlimited emails
MailChimp 2,000 Free 12,000 emails/mo.
Aweber 500 $19 1st month $1.00
ConstantContact 500 $15 Store 5 images, or $5/mo. more
VerticalResponse 1,000 Free 4,000 emails/mo.
Zoho Campaigns 2,000 Free 12,000 emails/mo.
iContact 500 $14
Traffic Wave Unlimited $17.95
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Consistently offer valuable content?
Do You Have a Strategy to:
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Key Learning Point
“I need an email marketing system so I
can offer valuable content.”
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Quote
“Content is king, but marketing is queen, and runs the household.”– Gary Vaynerchuk, Social Media Brand Expert
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Chrysalis StageChrysalis StageChrysalis StageChrysalis Stage
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Source: http://www.g2crowd.com/
Options for CRM
Satisfaction
Sc
ala
bil
ity
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CRM Comparison
# of Contacts Monthly Cost Notes
Nimble 3,000 Free 1 user, 5 deals
Zoho CRM 5,000 Free 3 users
Salesforce Unlimited $5/user 5 users, no lead module
MS Dynamics No data $15/user Storage may be extra
Act! No data $269 one-time 1 user
Goldmine No data$1,695 1st year,
$430 renewal3 users
Sugar 15gb storage $35/user
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Manage customer relationships?
Do You Have a Strategy to:
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Key Learning Point
“I need a customer relationship
management system.”
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Butterfly Stage
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Why Zoho in Particular?
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Email Integration
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Promote on Social Media
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Share content on social media?
Do You Have a Strategy to:
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Key Learning Point
“I need to share content on social media.”
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Other Zoho Integrations
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Are You Getting Excited?
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Are You Facing
These Challenges?
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Ever Felt Like This?
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Source: stockimages / FreeDigitalPhotos.net
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We Have Good News . . .
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Source: stockimages / FreeDigitalPhotos.net
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Doug’s Special Offer: Email
Subject line: “30 Minute Free Consult”
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Mobile CRM
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Mobile CRM
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Setting Up Smartphone Zoho Is Simple
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Questions and
Answers
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Would You Like a Free Copy of this
Presentation?
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You will be receiving a
follow-up email with details
about how to access the
slides and a recording of
today’s webinar
Free copy available for 60 days only!
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Thank You!
Doug Skinner
510-769-7906
honestintentions
dougskinner
@skinnerace
skinnerace
honestintentions.com
Connect with me