Marketing on a shoestring budget – GEN31
Tom Hume – VP Channel Marketing
CPE Credit
• In order to receive CPE credit for this session you must be present for the entire session.
– Session code: GEN31
– Recommended CPE credit = 1
– Delivery Method = Group Live
– Field of Study = Specialized Knowledge and Applications
• Visit the Continuing Professional Education kiosks to enter CPE credit during the conference.
Learning Objectives
• After participating in this session, you will be able to:
– Understand a variety of proven tactics that can be the
cornerstone of a low cost marketing campaign
– Learn marketing investment priorities with limited
marketing dollars
– Leave with at least 5 immediately actionable (and free)
resources or techniques
The sky is falling……..
But wait……..
• In the two years following a recession, firms that invested more in marketing (during the downturn) realized a 4.3% increase in their ROI compared to companies that simply maintained or even cut their level of marketing effort
– (Source: PIMS Associates/Strategic Planning Institute, 2008)
• Firms that increase their marketing activity during a recession grow significantly faster than firms that maintain or decrease their marketing spend.
– (Source: Journal of Strategy & Leadership, Vol.31, Issue 4)
Some examples of successful marketing during a recession are:
• Proctor and Gamble successfully marketed Ivory Soap during the Great Depression.
• Intel initiated the campaign "Intel Inside” during the 1990-1991 recession.
• Wal-Mart launched its "Every Day Low Prices" campaign in 2000-2001.
But ask yourself, is this you?
A study recently determined firms entering a recession with:
– an entrepreneurial culture
– spare production capacity
– a sufficient reserve of under-utilized workers
– a pre-established strategic emphasis on marketing
– cash
are best positioned to approach recessions as opportunities to strengthen their competitive advantage.
Two types of people
People who will take the time to save money
People who will spend money to save time
Ideas to save you money…. maybe even some time
Better planning will always save you money!
You Start Out With The Four Narrowing “Must Dos”……
1. Narrow Your Target Market– Find more customers like your best customers
You Start Out With The Four Narrowing “Must Dos”……
2. Narrow your core marketing message• Why do your best customers do business with you?• Stand out, be different and build all lead activities around owning that difference
You Start Out With The Four Narrowing “Must Dos”……3. Narrow the gap between your prospects and what you know about them
• Clean up your CRM system• Put someone in charge• Give everyone a way to collect data and centralize it• Identify the data you want to collect• Use the data
You Start Out With The Four Narrowing “Must Dos”……4. Narrow the gap between you and your customer
• Bring them into your marketing mix• Give them something they don’t expect• Referrals
Why Referral Marketing is so important?
• People actually like to give referrals
• Referrals are less competitive & more profitable
• Referrals position your brand
• Referrals provide credibility and trust
• Referrals generate more loyalty
• Focus on creating referrals makes you better
Referral Marketing is #1 most cost effective
Referral Marketing is #1 most cost effective
1,000 purchased
prospect list
1% response rate10 raw leads
50% qualified
5 qualified leads
50% close rate2.5 sold deals
ASP $5K : $12.5K sold
$5K (DM, TM) = 1:3 ROI
Traditional DR campaign
100 customers
5% referrals
5 referral leads
80% qualified
4 qualified leads
75% close rate
3 sold deals
ASP $5K : $15K sold
$500 (RP) = 1:30 ROI
Systematic Referral Program
How to Build a Referral System
• Get crystal clear on who you want to give referrals.
• Get crystal clear on who makes a good referral.
• Communicate your value proposition.
Maintaining an effective referral system
• What’s your referral offer?
• Continue marketing to referrals
• Close-loop referrals
Need help getting started?
• Duct Tape Marketing
Referral Flood Program
– $399 – 4 week program
• Spectrum Services Group
• Referral Rewards Program
• 4 week program to build a plan
• Five Referral Marketing piece branded to your company
• Follow-up reminders to help you stay on track
• $795
http://www.referralflood.com/sage/PowerGroups.htm
http://www.thespectrumservicesgroup.com
Public Relations
• Permission Marketing helps get you press
• Find out who your best customers are reading
• Offer yourself as an expert
Public Relations• HARO
• www.helpareporter.com
– Summary: ERP and manufacturing, Name: Jim Romeo– Email: [email protected]– Title: Freelance Writer– Media Outlet/Publication: TechTarget– Deadline: 4:00 PM EASTERN - September 5– "I'm on assignment for TechTarget for an article on ERP for the manufacturing industry. I'm
seeking industry experts and sources to discuss same.
• Make Your Press Release Work Harder - Press Release Grader
• www.pressreleasegrader.com
• News Release Program Exclusively for Sage Partners
• Juice Marketing
• http://www.juice-marketing.com/press.html
• Press Releases – www.prfor25.com
• PR includes listening to what others say about you - Google Alerts , Technorati.com, (track blogs), Backtype.com (remind yourself where you have commented), Ensembli.com (learns and filters based on the stories you read most)
Your Web Site
Think of your website as your best sales rep
Your website has the answers
The marriage between marketing, sales and the web site
Your site is the destination – capture the leads
At a minimum, does your website…
display a phone number prominently on the home page
have a place to request additional info
show compelling reasons to do business with your company
have current info on it
share biographies of your top talent
offer a blog (RSS feed), social networking links
use an application to track performance
share customer testimonials/success stories
Give the reader a reason to come back
Zift Solutions
• Partners get
– Current, relevant product information and industry news published automatically to your Web site current
• Partners will be able to
– Enhance partner Web sites with the latest product information; personalized to fit your company's brand and message
– Improve lead generation with integrated prospect collection forms
– Run campaigns providing product communications around special offers and ongoing news
http://www.ziftsolutions.com/sage
Inexpensive way to update content…
You maintain control over what is displayed on your site with capabilities to add notes, reorder stories, remove articles, and more.
Zift Syndicated Solutions – Enhance Your Website
Webcast Lead Builder• Sage Webcast Center offers
– 60+ live and on-demand product Webcasts per month
– Webcasts are hosted, presented, and maintained by Sage Software
– It’s free for partners and partner customers to attend
• Sage Webcast Lead Builder
– Partners link to Sage Webcast Center
– Leads are delivered back to the partner directly
– Over 400 partners today
• Generate qualified leads with minimal effort and at no cost
– Enroll online at www.sagepartnermarketing.com
• Partner Progams > Webcast Lead Builder
Inexpensive way to capture web leads
Webcast Lead Builder
Generate Leads from partner Website
Generate Leads from partner Website
Free To Join
Free To Join
Leads Aligned back to partner!!
Leads Aligned back to partner!!
Websites and SEO
• Analytics are key
– Aggressive identification of keywords - optimize for each significant page on your site
– Development of deep content that feeds search engine spiders and attracts incoming links
– Constant monitoring of your site statistics to track trends and progress
– Remember titles and meta descriptions. "Titles" are the words that appear at the top of the visitor's Web browser.
– Change any “click here” links -they describe the content on the page you’re linking to; i.e., “ERP Whitepaper” is better anchor text than “click here.”
– Ask yourself, "How can I use my Web metrics to show how our site is improving those goals for the organization?"
– Forgotten analytics - hassled by visiting Google Analytics every day or every week? Use the Email function to have Google Analytics send the data directly to your In box. A time saver forcing you to be aware of how your site is doing.
Websites and SEOEasy ways to generate more links
• Email this page, RSS feeds, Social Media links out
• Claim your social media name/profiles– Create accounts for your business, link back to your site
• Claim your Google Maps listing– Go to Google Maps and search for yourself (such as by business name and city
name]). If your business is there, click the EDIT link, and then click CLAIM YOUR BUSINESS. If you’re not listed, use the Google Local Business Center and follow the directions to add your business.
• Do the same at Yahoo Local and Microsoft Live Search Maps– The steps are pretty similar. Search for your business on Yahoo Local and
Microsoft Live Search Maps. Yahoo specifically asks, “Own this business?” with a link to claim it. Live Search has a link that says “Change Your Business Listing.” If you need to create listings, use these links: Yahoo Local and Microsoft Live Maps.
– Extra Credit: Claim or cleanup your local listings on Citysearch, Yelp, online yellow pages, and similar sites
Websites and SEO
Easy ways to generate more links
• Check your foundational links
– Be sure you’re listed in the Yahoo Directory, Open Directory, Business.com, and Best of the Web directories. Open Directory is the only one that’s free, but it can also be the hardest listing to get. (Submit and forget is the rule there.) Directory listings aren’t a golden ticket to high search engine visibility, but they do represent the foundation of a link building effort.
• Digg: www.digg.com
• Del.icio.us: http://delicious.com
• YouTube: www.youtube.com
• Duct Tape Marketing Local Profile
• www.ducttapemarketing.com/sage/pvlocal-online-marketing.htm
• $179 a year
Websites and SEO
Other Resources
• Lucid Fusion
– Offering a 20% discount on our web packages, as well as a 12-month, interest-free payment option for the Business Partner's portion of our services. To take advantage of these offers, Business Partners must reserve co-op funds with us by the conclusion of the show this week and commit them by the end of the month.
– Contact Zubin Mowlavi at [email protected]
• Old School Networking
– Business Networks
– Non-Profits
– Activity Oriented
– Church
• Plunge Into Social Networking
– Linked In – www.linkedin.com
– Facebook – www.facebook.com
– MySpace – www.myspace.com
– Twitter – www.twitter.com
Networking doesn’t work if you are not engaged
Social Networking
Social Media & Networking
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Prospecting List Sources
• An online database built, cleaned and maintained by 700K• 11.4 Million complete contact records
Jigsaw Team (Small Business Option)
Basic Select Essential
250 contacts every year 650 contacts every year 1500 contacts every year
Access to Premium features Access to Premium features Access to Premium features
Manage tasks in Jigsaw Manage tasks in Jigsaw Manage tasks in Jigsaw
Unlimited Company Data Downloads
Unlimited Company Data Downloads
Unlimited Company Data Downloads
5 Saved Searches 10 Saved Searches 20 Saved Searches
Option to add more contacts Option to add more contacts Option to add more contacts
$250 a year* $500 a year* $1000 a year*
*THESE PACKAGES ARE ALREADY DISCOUNTED, NO FURTHER DISCOUNTS WILL BE PROVIDED FOR THIS SECTION
Database - Lists
Nurture Marketing
• IMN: http://www.imnunlocked.com/sage/
• Spectrum Services: http://thespectrumservicesgroup.com
• Tango: www.tango-marketing.com
• Swiftpage: http://swiftpage.com/sage
• Juice Marketing: http://www.juice-marketing.com
Events
• Endorse Partner Sponsorships:
– www.sagepartnermarketing.com
– Marketing Advice >> Planning tools >> Sponsorship Resources
• Joint Event with Referral Partner
Low cost ads:Corporate Campaign for Partners
Sage Ads: Customizable ad templates using the new Sage Experience ad campaign layouts.
Will feature templates for all 3 key challenges focused on in the corporate campaign.
Location: Partner Marketing Resource Center (PMRC)
www.sagepartnermarketing.com
Marketing Materials > Templates > Advertising
- Full- & half-page ads
- Online banner ads
- Choose an ad and have Sage GBST Media, a Sage Preferred Vendor, customize it
Marketing Materials > Corporate Campaigns
- Corporate print ads – for reference only
Launch Date: May 09
Advertising
Free Marketing Advice
• Fast Track for Growth
– www.sagepartnerportal.com
• Partner Marketing Portal
– www.sagepartnermarketing.com
– Marketing Wizard
• >>Quicklinks
– Planning Tools
• Marketing Advice >> Planning tools
• Spectrum Services
– http://thespectrumservicesgroup.com/contact.htm
• Hall Marketing
– www.hallme.com
• You must do the Blocking and Tackling or you’ll waste time and money
– Define Your Target Market
– Be Different!
• It is all about the web
– Your Company’s Website
– Social Networking
• Set goals and appointments with yourself to get it done
– You don’t have to do all these activities at once
– Add a new activity weekly
• Don’t do it all yourself
– Invest in the right outside resources
– Delegate some of these tactics
The final word
?
Your Feedback is Important to Us!
• Please complete the evaluation form for this session.
• Your feedback helps us improve future sessions and presentation techniques.
• Please include your session code on the evaluation form:
– GEN 31
• Contact Information: Tom Hume
– 949-754-3542
• Thank you for your participation.