Now you have the business card…
withJames White - CEO of InTouch CRM
&Mark Stonham - Director of Wurlwind
From Business Card
To 2ndInvoice
How?
So what is this all about.....
• Networking is why you’re here
• Its a fantastic way to meet people!
• But on its own, it won’t pay the bills
• So how can you – Ensure the basics of your business
are sound
– How you can achieve a lot with a little time
– Get customers through different steps within the sales process
– Use good HABITS and TECHNOLOGY effectively
Why you’re here
But first.............................
How good is your memory?
Prizes are available for the winner!
The Rules
• You will have 10 seconds to memorise the images on the page
• Were then going to test everyone to see who has the best memory
• You are NOT allowed to write anything down!
• A free InTouch CRM Licence for 1 year & some goodies for the winner
• Do this on your own! It’s relevance will become apparent!
What can you remember?
Who has the best memory....
And the winner is
??????
Game Number 2 - The Rules
• Similar rules to last time
• You will have 10 seconds to memorise the images on the page
• This time you can write things down
What can you Remember?
Writing things down helps....
Did you remember more asa result of writing things down?
Linking each image through a process or story can increase
memory retention even more!
• Just memory = Forget
• Write down = Improve
• Link both together & systemise = Full House
• So the moral of the story is unless you are........
What this shows is......
Good Habits
Business Success
Good People(i.e. You!)
Good Systems
Our recipe for successs?
You do something different?You do something better?You deliver on your promises?You provide real value?You scratch a customer itch?You sell at a lower price?Your friendly & easy to do business with
Define what makes you unique?
Good habits and good technology can only doso much!
Your business basics
Your customer journey
DIY Fit for PurposeThe red carpet
experience
Aside from networking,
How do you reach your prospective market?
How can you build a set of potential customers?
How and where do you get new business from?
The lifeblood of any business...
Do you start at A and hopefor the best?
One Option.....
Do you hope you will be in the rightplace at the right
time?
Fingers crossed?
More chance of a lottery win..
Why put your business success to chance?
Methods to get the leads
Once you have the leads, its then about the different stages in the
funnel
The Sales Funnel – The Sales View
We believe thereare 5 key stages
to gaining a customer
Good habits & good systems underpin these!
The Sales Funnel – The Buyers View
There are also5 key stages
within the buyers mind
How can we match the buyer& sellers views
together?
• Habits– Lead generation
per category
- Inbound/outbound process
• Technology– SEO/SEM,
– Online advertising,
– Social media
– Content marketing
Attract
• Head• Reviewing
options
• Be easy to find
• Need to build knowledge
• Heart• Looking for a
ohh
• What it can do for me?
• Initial attraction
Buyer Seller
Engage
• Habits– Process from
business card
– Gain permission to dialogue
- Make it compelling
- Offer value, help the buyer
• Technology – Landing page
– Scanning/data entry
– Online registration/subscribe
Seller
• Head• Realistic
option?
• Looking for experience
• Looking for other customer views
• Heart• Tell me a story
• Understand me
Buyer
Nurture
• Habits– Multi-step
follow-up
– Deliver value, insight, educate
– Include ‘calls to action’
• Technology – CRM
– SMS
– Video
– Social media
Seller
• Head• Clear
differentiator
• How could it be delivered?
• What is the risk
• Heart• I remember
them!
• Others trust them
• Their helpful
Buyer
Transact
• Habits- On-line?
Ecommerce
- Off-line? face to face or phone
- Granular offer, various price points
• Technology – Contact
management
– Lead management
– Track where and how & when
Seller
• Head• Cost
• Support
• Ease of transaction
• Get out options
• Heart• Don’t make me
just another lead
• Do what you say you will
• Give me a ‘wow’ reason to buy
Buyer
Deliver
• Habits– Ask how you
performed?
– Introduce your referral scheme
– Welcome on board
• Technology– Record each
sale
– Review your top list of customers
– Use e-Comms to promote their stories
Seller
• Head• What’s my next
issue
• When will x be live
• What is the support process?
• Heart• Thank
goodness
• Re-convince me I’ve done the right thing
• Make me smile
Buyer
Key takeaways
You can’t afford to let potential clients
slip through the sieve!
You need to ensure you have a scalable process to deal
with potential enquiries
Key takeaways cont...
Have a 360 degree view of your customers -Knowledge is power!
Bring them to you & then engage
If you carry on doing what you do now,
you will carry on getting the same results
Key Takeaways for you maybe?
Ask yourself the honest questions!
How often do you review how you deliver your product or service?
How much time do you focus on building a pipeline?
Do you structure the way in which you engage with customers?
Do you record it where it is safe?
Do you just build up list of business cards or do you do something with them?
Key takeaways cont...
Which do you prefer?
Or this....
Or this?
From this To customers
Have we succeeded?
Why listen to us
• James White – CEO In Touch CRM– Backed my own ideas with my own money– Backed myself to deliver a scalable business model– Focused on solving SME issues– Built InTouch into the UK’s leading CRM & Email Marketing System– Over 2000 users and some 50 partners– Still learning on how and where to improve
• Mark Stonham – Director of Wurlwind– Marketing & sales professional– Sales professional– Consultative Sales, Rqmts Capture, Project delivery– Technology for Marketing & Sales– CRM, e-biz, Workflow, CMS, BI, – Wide Sector experience– Online Marketing Entrepreneur– Certified Inbound Marketing Professional– Broad experience of many Online techniques
Thanks for listening
For listening
We’re around all day if you have questions
Don’t be scared – Be inspired!
James White - CEO of InTouch CRMEmail: [email protected]
Twitter.com/jijwhite
Mark Stonham - Director of WurlwindEmail: [email protected]
Twitter.com/markjstonham
Recommended
