Now you have the business card…

withJames White - CEO of InTouch CRM

&Mark Stonham - Director of Wurlwind

From Business Card

To 2ndInvoice

How?

So what is this all about.....

• Networking is why you’re here

• Its a fantastic way to meet people!

• But on its own, it won’t pay the bills

• So how can you – Ensure the basics of your business

are sound

– How you can achieve a lot with a little time

– Get customers through different steps within the sales process

– Use good HABITS and TECHNOLOGY effectively

Why you’re here

But first.............................

How good is your memory?

Prizes are available for the winner!

The Rules

• You will have 10 seconds to memorise the images on the page

• Were then going to test everyone to see who has the best memory

• You are NOT allowed to write anything down!

• A free InTouch CRM Licence for 1 year & some goodies for the winner

• Do this on your own! It’s relevance will become apparent!

What can you remember?

Who has the best memory....

And the winner is

??????

Game Number 2 - The Rules

• Similar rules to last time

• You will have 10 seconds to memorise the images on the page

• This time you can write things down

What can you Remember?

Writing things down helps....

Did you remember more asa result of writing things down?

Linking each image through a process or story can increase

memory retention even more!

• Just memory = Forget

• Write down = Improve

• Link both together & systemise = Full House

• So the moral of the story is unless you are........

What this shows is......

Good Habits

Business Success

Good People(i.e. You!)

Good Systems

Our recipe for successs?

You do something different?You do something better?You deliver on your promises?You provide real value?You scratch a customer itch?You sell at a lower price?Your friendly & easy to do business with

Define what makes you unique?

Good habits and good technology can only doso much!

Your business basics

Your customer journey

DIY Fit for PurposeThe red carpet

experience

Aside from networking,

How do you reach your prospective market?

How can you build a set of potential customers?

How and where do you get new business from?

The lifeblood of any business...

Do you start at A and hopefor the best?

One Option.....

Do you hope you will be in the rightplace at the right

time?

Fingers crossed?

More chance of a lottery win..

Why put your business success to chance?

Methods to get the leads

Once you have the leads, its then about the different stages in the

funnel

The Sales Funnel – The Sales View

We believe thereare 5 key stages

to gaining a customer

Good habits & good systems underpin these!

The Sales Funnel – The Buyers View

There are also5 key stages

within the buyers mind

How can we match the buyer& sellers views

together?

• Habits– Lead generation

per category

- Inbound/outbound process

• Technology– SEO/SEM,

– Online advertising,

– Social media

– Content marketing

Attract

• Head• Reviewing

options

• Be easy to find

• Need to build knowledge

• Heart• Looking for a

ohh

• What it can do for me?

• Initial attraction

Buyer Seller

Engage

• Habits– Process from

business card

– Gain permission to dialogue

- Make it compelling

- Offer value, help the buyer

• Technology – Landing page

– Scanning/data entry

– Online registration/subscribe

Seller

• Head• Realistic

option?

• Looking for experience

• Looking for other customer views

• Heart• Tell me a story

• Understand me

Buyer

Nurture

• Habits– Multi-step

follow-up

– Deliver value, insight, educate

– Include ‘calls to action’

• Technology – CRM

– Email

– SMS

– Video

– Social media

Seller

• Head• Clear

differentiator

• How could it be delivered?

• What is the risk

• Heart• I remember

them!

• Others trust them

• Their helpful

Buyer

Transact

• Habits- On-line?

Ecommerce

- Off-line? face to face or phone

- Granular offer, various price points

• Technology – Contact

management

– Lead management

– Track where and how & when

Seller

• Head• Cost

• Support

• Ease of transaction

• Get out options

• Heart• Don’t make me

just another lead

• Do what you say you will

• Give me a ‘wow’ reason to buy

Buyer

Deliver

• Habits– Ask how you

performed?

– Introduce your referral scheme

– Welcome on board

• Technology– Record each

sale

– Review your top list of customers

– Use e-Comms to promote their stories

Seller

• Head• What’s my next

issue

• When will x be live

• What is the support process?

• Heart• Thank

goodness

• Re-convince me I’ve done the right thing

• Make me smile

Buyer

Key takeaways

You can’t afford to let potential clients

slip through the sieve!

You need to ensure you have a scalable process to deal

with potential enquiries

Key takeaways cont...

Have a 360 degree view of your customers -Knowledge is power!

Bring them to you & then engage

If you carry on doing what you do now,

you will carry on getting the same results

Key Takeaways for you maybe?

Ask yourself the honest questions!

How often do you review how you deliver your product or service?

How much time do you focus on building a pipeline?

Do you structure the way in which you engage with customers?

Do you record it where it is safe?

Do you just build up list of business cards or do you do something with them?

Key takeaways cont...

Which do you prefer?

Or this....

Or this?

From this To customers

Have we succeeded?

Why listen to us

• James White – CEO In Touch CRM– Backed my own ideas with my own money– Backed myself to deliver a scalable business model– Focused on solving SME issues– Built InTouch into the UK’s leading CRM & Email Marketing System– Over 2000 users and some 50 partners– Still learning on how and where to improve

• Mark Stonham – Director of Wurlwind– Marketing & sales professional– Sales professional– Consultative Sales, Rqmts Capture, Project delivery– Technology for Marketing & Sales– CRM, e-biz, Workflow, CMS, BI, – Wide Sector experience– Online Marketing Entrepreneur– Certified Inbound Marketing Professional– Broad experience of many Online techniques

Thanks for listening

For listening

We’re around all day if you have questions

Don’t be scared – Be inspired!

James White - CEO of InTouch CRMEmail: j.white@intouchcrm.co.uk

Twitter.com/jijwhite

Mark Stonham - Director of WurlwindEmail: Mark@wurlwind.co.uk

Twitter.com/markjstonham