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Welcome Rochester Chamber Members & Guests Today’s Lunch & Learn presented by: Your small business resource for accounting, marketing, payroll and financial services.
Welcome Rochester Chamber Members & Guests
Today’s Lunch & Learn presented by:
Your small business resource for accounting, marketing, payroll and financial services.
Will Your B us ine s s Thrive or Dive ?Learn how to stay afloat during sinking times
1. Grow from the inside out.
2. Expand your sales force.
3. Change your brand’s message.
Grow from the inside out
• If 80 percent of new business comes from our top clients, why do we fail to remember them when developing marketing campaigns?
• Solicit feedback
• Surveys
• Testimonials
• Bounce-backs
• Social media
• Blogs
Grow from the inside out
Customer-centric communications:
Open for Business: Best Buy's Social Technology Strategy
Grow from the inside out
Not just a TV show! A brand fan mania!
Grow from the inside out
Create raving brand fans!
• Provide exceptional service & value
• Get to know your clients
• Let your clients be a part of your brand
• Survey your customers
• Solicit comments on your services
• Continually communicate
• Keep your offerings new and fresh
• Ask for introductions
• Be open and honest
Expand Your Sales Force
How large is your sales force? If it’s only you, think again…
Expand Your Sales Force
They are an unseasoned sales force moving 200 million units a year.
Their products are not available in stores and are sold only during the spring, yet sales revenue exceeds $700 million.
Who is this incredible sales organization?
Expand Your Sales Force
The Girl Scouts!
Expand Your Sales Force
Wellness Coordinator
MassageTherapist
Yoga Instructor
Chiropractor
Expand Your Sales Force
Look for partners who are prospecting the same type of customers and whose services enhance your offering.
Expand Your Sales Force
Who are your influencers?
Influencer #2 Influencer #3
Influencer #1
YOU
Expand Your Sales Force
Now that you have identified some strategic partners, how are you going to find them?
4. What is your plan for working together?5. How are you going to co-market your businesses?6. Set a meeting to brainstorm ideas.
Expand Your Salesforce
Networking events
1. Have a purpose/goal for the event2. Ask for help3. Bring a strategic partner, divide & conquer
Presentations6. Have a follow-up plan in place7. CRM software
Go the EXTRA mile!
What’s Your Message?
In today’s economy, your message should reflect value.
Vs.
An Advertising Age study found that 60% of Americans have scaled back from premium coffees in the past six months.
What’s Your Message?
In today’s economy, your message should reflect value.
Vs.
What’s Your Message?
Your brand’s message needs to:
• Resolve an urgent problem (not yours)!
• Get your prospect’s attention
• Make a simple point
• Repeat over and over and over in a variety of mediums
What’s Your Message?
Resolve an urgent problem:
“I don’t like paying expensive airfare and getting lousy service.” - Lutsen Ski Area
“I want to lose weight, but don’t want to spend more than I do on regular meals.” - Seattle Suttons
“I want to keep more of my hard-earned money.” - Comcast
“I need to cut my budget, but still want to satisfy mydesire for fancy coffee.” - McDonald’s
What’s Your Message?
Get your prospect’s attention:
• Your message must elicit an emotional response.
•Don’t give away the surprise – get her clicking or asking for more.
• Send a message only when you have something interesting to say.
What’s Your Message?
Delivering your message:
Blogging; micro-blogging (twitter); social media (Facebook, LinkedIn); YouTube; e-newsletter; article distribution; online ads; website; speaking engagements; events; flyers; traditional media; word-of-mouth; sales force; employees
What’s Your Message?
• What is the #1 problem your customers are faced with right now?
• How can you resolve this problem?
• Now, take a few minutes to craft this into a concise message.
Ready to Thrive!
1. Grow from the inside out by making your customers part of your brand.
2. Change your brand’s message to reflect your customers’ biggest problem right now, and then solve it.
3. Expand your sales force by identifying three potential business partners.
