www.geysermarketing.com
How to Get Customers Through Business Partnerships
NFIB Leadership Development WebinarJune 30th, 2010
Ron Kunitzky John FollettPresident, Geyser Marketing Group Partner, Demand Metric
Download slides at: NFIB.com/getmorepartnershipsParticipate in this webinar on Twitter: Follow @nfiblive and use hashtag #nfiblive
www.geysermarketing.com
Participate in this webinar on Twitter: Follow @nfiblive and use hashtag #nfiblive
poll question 1
POLL 1
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what you can start doing tomorrow
• attracting better business partners• driving more customers to your business• increasing the commercial capital of your brand
NFIB.com/getmorepartnerships
www.geysermarketing.com
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partner programs exist everywhere…
NFIB.com/getmorepartnerships
www.geysermarketing.com
Participate in this webinar on Twitter: Follow @nfiblive and use hashtag #nfiblive
why partner?
top 5 reasons for partnership:
1.1. new customersnew customers2. new products3. new markets4. block a competitor5. increase loyalty
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www.geysermarketing.com
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putting partnering it in to play….
1. readiness (maturity assessment)2. strategic fit (criteria & targeting)3. partner development (tracker)4. objectives, measures & targets (scorecard)
NFIB.com/getmorepartnerships
www.geysermarketing.com
Participate in this webinar on Twitter: Follow @nfiblive and use hashtag #nfiblive
readiness
• partnership marketing strategy• partnership performance measurement• partnership program measurement• partnership tools and resources
NFIB.com/getmorepartnerships
www.geysermarketing.com
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strategic fit
• brand alignment• complimentary products• criteria• target audience• ability to deliver
NFIB.com/getmorepartnerships
www.geysermarketing.com
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partner development
• brand name• contact• stage• objections / concerns• potential value• next steps
NFIB.com/getmorepartnerships
www.geysermarketing.com
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poll question 2
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POLL 2
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objectives, measures & targets
• objectives• programs, initiatives and actions• key performance indicators• target timeframes
NFIB.com/getmorepartnerships
www.geysermarketing.com
Participate in this webinar on Twitter: Follow @nfiblive and use hashtag #nfiblive
partnering is about leverage…
UNIQUE IDENTIFIER
Your Brand
Partner Brand
Twitter Ecommerce
LinkedInEmail
POS
InsertsSignage and
Posters
Blogs
YouTube
Podcasts
AdvertisingBanners
Websites
Bag Stuffing
Communication to customers
new customers
compelling offer
NFIB.com/getmorepartnerships
www.geysermarketing.com
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poll question 3
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POLL 3
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an example…Demand Metric
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Demand Metric - ASM
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Demand Metric - IFC
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Demand Metric - Vistage
NFIB.com/getmorepartnerships
www.geysermarketing.com
Participate in this webinar on Twitter: Follow @nfiblive and use hashtag #nfiblive
7 keys to successful partnerships
1. seek out sizeable opportunities2. make sure partners have your target audience3. dedicate resources to the program4. develop a strong partner value proposition5. offer an attractive creative proposition to customers6. leverage marketing vehicles that matter7. define your success metrics in advance
NFIB.com/getmorepartnerships
www.geysermarketing.com
Participate in this webinar on Twitter: Follow @nfiblive and use hashtag #nfiblive
recap
• you need to be ready to partner• partners must be a great strategic fit• prospect many target partner brands• have objectives and targets for your partnerships
NFIB.com/getmorepartnerships
www.geysermarketing.com
Participate in this webinar on Twitter: Follow @nfiblive and use hashtag #nfiblive
thank you and good luck!
• thanks for participating!• check out the 3 Free Tools from Demand Metric!
http://www.nfib.com/webinars/business-partnerships-downloads• to reach Ron: [email protected]• to reach John: [email protected]• let’s keep in touch!• check out my book…
NFIB.com/getmorepartnerships
