360 degree view of customer relationships for business growth
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http://www.salesnexus.com - 5th in our Sales Growth Webinar Series. How to win customers, maximize revenue per customer and keep customers longer by building a 360 degree view of your customer using CRM, customer relationship management, with online CRM
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360 degree view of customer relationships for business growth
- 1. Welcome! Be sure to join the audio portion of the meeting. See Audio in the GotoWebinar control panel. Ask questions by typing questions in the Questions area of the GotoWebinar control panel. 360 degree View of the Customer Relationship for Business Growth
- 2. Your Hosts: Craig Klein, CEO, SalesNexus.com 18 years as a sales executive. Hiring, training sales people. Developing lead generation and business development campaigns. Forest Cassidy, CEO, LeadFerret.com Millions of B2B contacts with emails, FREE
- 3. 2013 Sales Growth Webinar Series
- 4. 2013 Sales Growth Webinar Series
- 5. LeadFerret search • Title • Revenue • Employees • SIC Code • Location 500 contacts with emails ea. month
- 6. LeadFerret search • Title • Revenue • Employees • SIC Code • Location 500 contacts with emails ea. month
- 7. Magic 5 of Content Based Email Marketing that Drives Sales Leads
- 8. Today we’ll discuss… 1. Core Elements of Customer Relationships 2. Key Goals in Business Growth 3. 360 degree Customer View? 4. Low Cost Ways to Achieve 360 View
- 9. Customer Relationships 1. Difficult and Costly to Establish 2. Must Maximize Revenue per Customer 3. Must Retain Customers
- 10. Universal Objectives • Win more customers • Sell them more • Keep them longer
- 12. 360 degree Customer View
- 13. 4% Increase in Sales 1% Reduction in Lost Sales Current Sales 25% Lost Sales 75%
- 14. Win more customers • Reach more prospects • Identify likely buyers • Beat the competition….
- 15. How to beat the competition? • Price & Quality • Service & Responsiveness
- 16. Win New Customers = Service & Responsiveness
- 17. Access to Sales Commitments • Proposals • Quotes • Designs • Specifications • Prepared documents, emails • Notes on conversations Poll # 2 – can you access sales people’s emails without their help?
- 18. Access to emails
- 19. Access to Proposals “I received a proposal from Steve yesterday. I’d like to place the order but, had a question about the proposal…” Where is Steve? How long will she wait before she calls the competition?
- 20. Maximize Revenue per Customer Know the customer’s needs By industry, role, income, etc. Tailored offerings for specific sets of needs Cross Sell, Upsell
- 21. Cross Sell, Upsell • List of customers by product purchased • Filter list by documented needs • Reach out affordably with specific offers Poll #3 – Is it easier to retrieve list of customers by purchase or develop the specific offer?
- 22. Poll # 1 What is most important in building loyalty?
- 23. Keep Customers Longer Service & Support Add Value Build Trust
- 24. What damages trust? Say one thing and do another! Marketing and sales say one thing Customer experience doesn’t match
- 25. Build Loyalty and Trust • Live up to your commitments • Who made what commitment? Fast and accurate information
- 26. Win New Customers = Service & Responsiveness Can’t act without information Maximize Revenue per Customer = Cross Sell, Upsell Can’t target without information Keep Customers Longer = Build Trust Can’t be consistent without knowing commitments
- 27. 360 degree View
- 28. Low Cost Ideas! • Auto copy all emails to a searchable mailbox • Store proposals/quotes in a Cloud drive
- 29. Low Cost Ideas! • Put commitments in writing and review with new customers. • Builds trust!
- 30. CRM = $$$$ ? • More customers, more revenue per customer, longer relationships.
- 31. Do I need accounts for my entire team?! Some users can share logons • Accounting • Production • Administrative
- 32. Do I need to develop custom solutions and integrations? 1. Start simple and build 2. Leverage existing technologies 3. Weekly or Monthly updates from Accounting are normally more than enough.
- 33. Win more customers Maximize revenue per customer Keep customers longer Poll # 4 – how long do you think it will take your team to implement a 360 degree view of the customer?
- 34. In-depth SalesScripter Training Feb 20th • Pain • Qualifying • Voice mail scripts • Follow up emails • Much more! • SalesScripter www.salesscripter.com
- 35. Join us next Wednesday! “The 4 Pillars of Effective Sales Messaging” February 20th at 4pm ET Register here - SalesNexus.com/resources/webinars
- 36. Start Today! FREE for 30 days! Upload your own list with emails Get 500 contacts w/ emails from LeadFerret! Create templates and campaigns Send blasts (up to 50,000 each month!) Generate Leads! Close Sales!
- 37. Special Offer Free 2 hour Consultation Sales Process Targeting Your Market with LeadFerret Email Campaign Strategy 360 degree information sharing Subscribe to SalesNexus before Monday – February 18th
Hinweis der Redaktion
- When a doctor is trying to figure out if or where a patient hurts and what the problem is, he or she will try to look for different symptoms. There will be different measurements taken and different questions asked. And based on the answers and data back, the doctor will have a good idea of what the pain is and what the underlying problems are.We can do the same thing to improve our ability to find pain that our prospects are experiencing.Here are six pain symptoms to look for:Something not working wellSomething could be working betterThings are time consumingErrors are being madeHigh costs Low revenueWe will go through these one at a time looking at an example of each. And as we go through each of these, don’t worry about memorizing each pain symptom so that you remember each and have a check list to go through when talking with prospects on a cold call. This is merely an exercise to show you that pain can show up in a lot of different ways and you can use these symptoms to help you to figure out what questions you can ask your typical prospects.