1. Offered
Sell
By:
Market Support
A Guaranteed process to MARKET-SELL-SUPPORT
On pay-for-success basis

2. WHAT CAN WE DO FOR YOU?
• Market you to small, mid-sized,
and large Businesses
• Geography: United Kingdom,
North America and India
• No-one can offer such a wide
spectrum
of Marketing services at this
price-point
• Our Fees = Monthly Retainer +
Approved Real Expenses + %
business acquired
• Our goal: Build and maintain
lifetime customer relationships
in Kolkata for you

3. Why Zerobyte?
Sales/Marketing is
Zerobyte’s key Marketing/Support done
strength right can make
• Zerobyte is involved B2B & difference between
B2C Sales & Marketing for acquiring a one-time
15 years
customer &
• Effective marketing requires
successful research and A lifetime relationship !
analysis not traditionally
available to Ad agencies
• By educating prospects
about Your Organization, we
can help make a significant
impact on sales pipeline.

4. B2B Sales/Marketing Statistics
Why focus on customer retention?
• It is 6-7 times more expensive to gain a
new customer than retain an existing
customer (Harvard Business Review)
• A 5% increase in retention yields profit
increases of 25 to 100 percent (Bain and
Company)
• Repeat customers spend, on average,
67 percent more (Bain and Company)
• After 3 successful experiences, a
customer has referred up to seven
people (Bain and Company)
• On average it takes 16 attempts to turn a
B2B prospect into a first time customer.
Zerobyte does exactly that.
• “All too often, customer retention only
becomes the strategy to save the
business after the customer has fled”

5. Customer Relationships
The Big Picture
MARKET
(find)
SELL
(get)
SUPPORT
(keep)

6. Investment vs. Return
Expense and Time Revenue and Profit
Find ne w le a d s
HCO
Focus
Turn le a d s into
c us to m e rs
Where the
profits are!
Re ta in lo y a l
c us to m e rs

7. Loyal Customer Impact
Profits from price premium
Profits from referrals
Profits from reduced
operating costs
Profit from increased
purchases and higher
balances
Base Profit
0
1 2 3 4 5 6 7
Year
Acquisition Retention

8. Finding the Right Mix
Investment Allocation Example
Acquisition Objectives Start-up 1-5 years 5+ years
New Customers
Market 95% 75% 60%
Awareness
Brand Identity
Retention Objectives
Repeat business
Life-time customers
Referral business 5% 25% 40%
Greater profitability
Reduce churn

9. Alternatives
Customer Relationship Management
In the past, customer loyalty was primarily done through direct marketing
initiatives. These proved to be too expensive for many businesses
CRM drastically changed the economics making customer support a vital
part of marketing to HCO’s of all sizes and types.

10. Why CRM should be a vital part of
your Marketing pitch?
• Impact: 20x more cost effective than traditional methods
• Immediate: 85% of responses are favorable and immediate
• Measurable: Through Zerobyte’s online CRM tool
• Inexpensive: Low monthly payments to fit customers’ budget
• Effective: Up to 78% of the prospects respond to initial offer
• Preferred: Up to 75% of clients prefers to make decisions with CRM factored
in their decision-making process
• Easy: Marketing pitch with strong CRM focus makes it easier for
health care professionals to make a buying or recommendation.

11. CRM tool: Lead Management System
Online marketing, reporting and tracking tool!
Don’t throw your leads away!
Market Whatever you do to drive traffic to your business, be sure
to offer the opportunity for visitors to join your mailing list.
Build a strong relationship while communicating product
Sell information, industry news and special offers to prospects –
Build credibility and convert your prospects to customers.
Support Keep your business in front of your customers. Send them
special offers, critical information, educational tools and tips.

12. What does it take to create a winning
marketing strategy for YOU?
• Understanding the needs of
target customer
• A compelling pitch
• Competitive awareness
• Winning Marketing tools
• Professional Marketing team

13. Sell
Market Support
Creating A Winning Strategy for
YOU

14. A “Winning” Strategy for YOU
Includes
• Setting marketing objectives
• Identifying potential buyers &
interests
• Determining compelling
message and format
• Educating customer on benefits
of BPO
• Creating a market research
program
• Building professional
communications tools
• Analyzing results from Market
Research
• Refining Marketing strategy
continuously!

15. What does “Setting Objectives” mean?
• Define objectives: “I want
to…”
– Educate prospects
– Enhance customer / brand
awareness
– Interact with my customers
– Increase event attendance
– Bring visitors to my website
– Obtain data for my market
research
• Use objectives to
determine…
– What information to collect?
– What type of communication to
use?
– Frequency of communication?
– How to measure
success/failure?

16. Identifying Potential Customers
with online Lead Management Tool
• Collect customer data and
permission at every customer
contact point:
– Telephone
– ‘Webinar’ enrollment
– Website visits
– References
Find / Track Leads
– E-mails
– Inquiry calls

17. Gathering Potential Customers’ Interests
 Use data collected to send
your potential customers
only what they want
 Learn about your potential
customers’ interests
 Collect names to
personalize emails
 Add ‘FREE’
seminars/webinars to
attract potential
customers

18. The Marketing Tools
• Print Ad / Collaterals
• Online presence/ references
• CD-Rom/PowerPoint
• Video (BPO benefits)
• Press Release
• TV/Radio Commercials
• Research
• Telemarketing

19. Marketing Campaign Checklist
Questions we ask ourselves before we
launch…
 Are we prepared to handle inbound
responses and questions resulting
from our outbound campaigns?
 Is the ‘follow through’ process well
defined? Are we going to miss any
opportunity to open a two-way
dialogue with any interested
prospects?
 Have we appropriately explained our
‘process’?
 Have we proofread the ‘pitch’ copy
thoroughly?
 Have we checked all links in our e-mail
campaign to be sure they lead to right
sections of our website?
 Have we tested our marketing tools
prior to a campaign?

20. Checking Legal Compliance Before
Proceeding with Campaign
 Does our ‘Pitch’ meet all legal
requirements?
 Are we prepared to handle all
enquiries/ demos within legal
limits of jurisdictions?
 Have we reviewed all legal
issues & compliance?
 Is our contract
straightforward, vs.
misleading?
 Is our physical address in our
campaign UK (or India)?
 W hat is the consequence of
non-delivery?
 W hat are the insurance
requirements?

21. Evaluating the Results of Campaign
• Why does a campaign fail?
– Contacts are not decision
makers
– HCO’s are not looking for our
services
– Message is not clear
– Effectiveness not properly tried
out before launch
– Case studies not good enough
– References not strong enough
– Offer is not compelling enough
– Price is not competitive enough

22. Evaluating the Results of
Campaign
• Tracking what
influences the
campaign most?
– Online Tool
– Market Research
– Online Promotion
– Education/Seminar
– E-mail
– References

23. Evaluating the Results of Campaign
• What did people respond to?
– W ebinar
– Free Trial offer
– Demo offer
• What were they interested in?
Track-Analyze-Follow Up

24. Refining the Campaign Strategy
• Date campaign started
and target audience
• Medium
• Content quantity &
quality
• Call to action
• Recipient feedback
Continually fine tune communication strategy

25. The Bottom Line
Campaign Leads to Perception,
Perception Leads to Business
RAJESH MONDAL
Director , Client Services
zerobyte@indiatimes.com
www.zero-byte.in
+91 967-426-4776