Questions

How should one connect with businesses looking at team building conferences?

I provide art making at conferences for team building. How can I target the right contacts? read more

Asked by:
Tracey Miller
Greg Rogers
Greg RogersFounder and CEO at REthink HQ
Hi Tracey,I am guessing what you really mean is how do you develop leads (contacts) which you can turn into qualified prospects?Hunter makes some very valid points, the only one I would add to that is the HR dept. If you are looking specifically at 'team building' then the HR or Training and Learning dept could be another avenue.Depending on how you feel about a more 'direct' approach you could identify some of the organisations that seem to fit your ideal client profile and then offer to display some of your work in their foyer/reception area? Certainly a great way to overcome a cold call situation. This way you really are providing a give before an ask.All the best, if I can help in any other way please dont hesitate to reach out.CheersGreg
HUNTER LEONARD
HUNTER LEONARDFOUNDER AND CEO at BLUE FROG MARKETING PTY LTD
In my experience the people organising conferences are either an external event management company, the PA to the CEO, or the sales & marketing team. So those are the targets I would aim for within any medium to large business.Hope this helpshunter
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Questions

What is the best way to connect with super yacht owners?

Hey guys, please help! I sell electric jetboards. My perfect customer is a superyacht owner because... read more

Hamish Anderson
Hamish AndersonFounder and Director at Mesh Consulting
I believe there is an avenue to grow your business as an adjunct service in the early days. A site such as ensignbrokers.com.au would be a great place to pin point people selling/buying boats. They are in the market, can look to use your product to upgrade their experience and they are in the right head space.
Joel Warren
Joel WarrenDesigner & Strategic Marketter at Wiild Interactive
Great question, I doubt there is a one size fits all answer.Here's my attempt: Do you have a customer already or even a potential customer? Can you profile them out into a full persona? How do they spend their time, where do they go, what services do they use?I think your most successful areas for attracting new customers would be Word of Mouth (people like to talk about new shiny objects) and joint ventures. Can you partner with another business that is offering services to your customers, show them how you can add value to their service or business by connecting you with their client base.
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Questions

Do you have active strategies to get your clients coming back over and over OR do you just hope they will come back?

Jef Lippiatt
Jef LippiattOwner at Startup Chucktown
I believe there are some consistent things you can do regardless of the industry or size of your venture to impress clients. Position yourself as an extension of their business, a trusted partner not just a vendor.Always respect your clients regardless how they treat youShow them that you trust their company and the work you do togetherShow them that they can trust your company and judgmentBe transparent with clients and respect their timeBe authentically grateful for their current and future businessRemind them from time to time what sets your venture apartLastly, surprise them with great gestures
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Questions

Since you can always find more customers, does it still pay to invest in customer loyalty?

I guess really I'm asking if retaining customers is always better than acquiring new ones? read more

Asked by:
Lina Barfoot
Lina Barfoot Editor at SavvySME
Nandita Reddy
Nandita ReddySales and Marketing Manager - Australia and New Zealand at Aimia Inc
I think we should firstly stop looking at customer loyalty as a points system, and start looking at it as a way to engage with our consumers, and build longer lasting, meaningful relationships.A recent study by Aimia Inc, a data-driven loyalty marketing company show that engaged customers are nearly 3 times as valuable, stay a customer nearly twice as long and at the end of 5 years are significantly more valuable.These stats really reinforce the age old 80-20 rule, where 80% of your revenue will come from 20% of existing consumers. But if you're not looking after your customers, if you're not keeping them engaged, or making them feel valued, they will go elsewhere! Technology has enabled consumers to have so many a variety of shopping/purchase options - and fingertip-ready information with which to make decisions. In this new environment, brands must use new technologies to deliver always-on, personalized experiences to stay relevant and drive preference, otherwise you will get left behind. As touched upon by Kate, if we look at Nokia, Dick Smith, etc, it's easy to see that companies that aren't being innovate or staying relevant, will get left behind. Once again, if we look at the stats from Aimia's loyalty lens, we can see how Australian's actually view and value loyalty programs.The report can be found on: http://www.aimia.com/en/ANZ/home.htmlAustralian membership of loyalty programs happens to be amongst the highest in the world, with 87% of Australians being members of at least one loyalty program (global average 85%). 72% are members of a supermarket loyalty program; followed by airlines (39%) and department stores (30%).Consumers understand that personal data is a currency they can share with marketers in exchange for offers, recommendations, content and experiences that are tailored to them. So as a marketer, this is the perfect opportunity to leverage this insight to create those meaningful experiences and develop a long-term relationship with your customer!
Brad Lyons
Brad LyonsOwner at SMS Fusion
Retain your customers is always good, if you can do that getting more will be easier. For example, one of my companies is online courses. Not the best industry for retaining customers if you only have a couple of courses. However instead of just letting the customers go I ended up creating an industry organisation. So the customers who have completed the course that gets them in the industry now have a place they can get more industry information and network with others. Normally those customers would do the course and that was the last I heard of them. Now they are still customers, they pay an annual membership fee and stay in contact. Best marketing move I made as they promote my course to others and I have more insight into the industry as I have a industry organisation now.So even if you business is setup for one time customers there is still a way to retain them. Just think outside the square. New customers will come if your current customers spread the word.
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Questions

How are you building your subscriber database?

Lauren June
Lauren JuneBusiness Development Strategist at Lauren June
Oh I love questions about email marketing - This is the area I specialise and love.It's not just about what landing page software you use (althought Leadpages & Instapage are great) structuring a landing page to convert the right people to subscribers are key. You don't want everyone and anyone signing up as they will soon unsubscribe and this can effect your spam rating. Knowing who you clients are is important to know how to market to them and speak their language to of the upmost importance so they can resonate with your message.
Jef Lippiatt
Jef LippiattOwner at Startup Chucktown
Lisa,What we are using for several different ventures is Mail Chimp. They have a free tier which makes it really cost effective for building an email list. They also have a widgets that you can add to a regular website or a Wordpress site with minimal effort.Another tool we have used is Google Forms. You can quickly create a form and post it your website or social media to gain feedback (and email addresses among other things). It has a few more steps than Mail Chimp but gives you more flexibility for capturing different types of information.I would also suggest using social media to connect with interest users or perspective clients. Connecting with them on social media isn't going to create a database of users for you, but it will give you a great idea into who some of your more engaged connections are and you can leverage them to help you spread your message.
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Customer acquisition

9 Ways to Beat the Competition By Selling Less

Prospective customers can spot old-school sales tactics from a mile away. Here are nine ways to...read more

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Customer acquisition

Why Everyone Should Buy From You Instead of the Competition

Outshining your competition means getting savvy about your approach. This doesn't require a hefty...read more

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Customer acquisition

Customer Retention by the Numbers [INFOGRAPHIC]

Social media is playing a growing role in customer service. This isn’t the customer service...read more

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Customer acquisition

What It Takes to Be the Customer's First Choice

You don't want to just give your customers a sense of trust when they think of your brand. You want...read more

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Customer acquisition

How to Stop Wasting Time With Tire Kickers and Qualify Prospects in 5 Easy Steps

Learn how to qualify your best prospects by making sure they pass these five 'power...read more

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Customer acquisition

5 Secrets to Increasing Customer Retention -- and Profits

One-time customers aren't going to fuel the continued growth of your business. Retaining customers...read more

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Questions

What modern marketing techniques do you use in today's competitive environment?

What modern marketing techniques are you employing to accelerate pipeline in today’s highly... read more

Asked by:
Cassidy Poon
Cassidy Poon Head of Digital & Social Media at LogicalTech Group
Wendy Huang
Wendy HuangFull Time Blogger and YouTuber at A Custom Blog in 4 Minutes
I think because everyone and possibly their dog is capable of creating a professional looking website and list of products and services I look for: Continuous participation in the industry - through certifications and community involvement outside just the required. This may include continuous study of their key areas. One company that does this really well is Hubspot. This can also bring in lots of leads. Testimonials from people I know or reputable sources High participation on social media/blogging Portfolio and examples of case studies is the most key for me. A working online sales funnel where there is continuous qualifications and reminders sent through. The internet is not getting any easier :)
James NorquayOwner at Prosperity Media
Well I think todays market is look for the following: Results from past work - prove you can actually do the job via case studies. Transparency on all work completed - show the business you are willing to show all the work you are doing. Word of mouth - If you have highly connected customers who love the work your business does you do not need to advertise. Looking for ways to amplify your content market to get the work out - you can use many different social channels to maximise exposure on your marketing - Reddit Ads, Twitter Ads, Facebook sponsored stories ect ect Test Test TEST what works.    
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Questions

Has anyone tried a paid referral system for generating new customers?

Hi Savvys, I am looking at marketing avenues to increase my customer base. AdWords and the like... read more

Asked by:
Brian Le Mon
Brian Le Mon Owner at GBOS
Hi Brian, Referral programs are OK, and in my experience rarely produce good quality leads unless the referral is fresh and followed up almost immediately. I have a referral program I offer to my clients which operated like this; 1. If they introduce me to a prospect I subsequently make a belly to belly pitch to I pay $50 regardless of the outcome 2. If the pitch is a success and they buy I pay an additional $150 The product I sell is a house device sold in the price range of $10,000 to $20,000 and I know I will close one in four of the the leads I sit so this is a cost of $87.50 per lead or $350 per closed deal or a maximum of 3.5% of the sale. I have also set up displays in a number of retail shops where they get the same deal - but in these cases the reward is in product to the owner of the shop who wants the device installed in their home. I also use proactive telemarketing. A bit more expensive but works awesomly well. I (and others I know) have had a lot of success with Ashleigh Hoult at 'The PromoDonna' - a small boutique telemarketing company focusing on providing a service for micro to small businesses who sell B2B (not B2C). She is based in Frankston   0419 590 752  and mention my name. No, I do not get a fee for this. You may recognise her name as she is a part time actor in Neighbours as well. Hope this helps. Greg Ferrett
Brian Le Mon
Brian Le MonOwner at GBOS
Hi Guys,   Thanks for your comments. We decided to go with a referral bonus scheme to try to get more actual value out of our advertising dollar. It makes sense for me to try to expand my business case beyond my network and to do so more rapidly by using paid referrals. It will probably also help that we can offer a substantial referral bonus for successful referrals which hopefully will generate a bit of interest. Thanks again. Brian
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Questions

Do you use Linkedin to generate new business?

Always interested to hear peoples experiences of using the web to generate new leads and sales. I'm... read more

Asked by:
Michael Reid CA
Michael Reid CA Do All The Things! at Michael L Reid CA
Sharon Latour
Sharon LatourOwner at Marketing Bee
Hi Michael I can certainly confirm that LinkedIn is a platform you would want to use regularly. We have helped some of our clients increase their database, make connections, get resources and more through LinkedIn. It might take longer to convert those in leads but you need to focus greatly on your niche (depending on your target market and profession). We get 72% of our leads through networking and social media so it is definitely a huge channel for us. May I ask more details about your profession and requirements? Kind Regards Sharon Latour CMO Marketing Bee
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Questions

How do you generate more business for your web development agency?

How do you find more business for your web development agency? Is most of your business coming... read more

Asked by:
Michael Reid CA
Michael Reid CA Do All The Things! at Michael L Reid CA
Have a great website yourselves with a solid portfolio.  Any portfolio link should open a new window so your site is still there when they stop browsing the portfolio. Don't try and be all things to all people.  Be sure what your target market is.  Information / lead generation sites versus e-commerce / transactional.  Experienced with web versus small business just starting out.  Push that strength on your website and in your portfolio. Have a page on 'what to look for in a web development agency?' or a checklist of steps in planning a website.  Pitch this to the level of expertise you expect in your target market.  Run in conjunction with a blog / newsletter that people sign up to. One newsletter I'm signed up to recently offered a 'free blog overhaul to increase conversions' for one lucky reader.  In exchange, they got: * I don't know how many enquiries from their readership who are now warm prospects with an identified need / desire. * an excellent case study for future newsletter and web post  (I think the conversion rate went up 300% or something) * an evangelist! Or free reviews to anyone for a limited time.  (or maybe at $10 since a nominal payment may reduce tire-kickers...)
Skeeve Stevens
Skeeve StevensChief Network Architect and Founder at eintellego Networks
All businesses are the same. We use the KPI model (www.keypersonofinfluence.com.au) - Pitch - How to tell people what you do - Publish - Get your material out there - Profile - If Google doesn't know you, you don't exist - Products - Define what you actually do - Partnerships - You can't do it all yourself   Every business needs these if they want to succeed.... as well as a lot more.... business doesn't just happen, you have to make it happen.... but the old days of marketing and sales are dying... and the new entrepreneur revolution is taking shape. ...Skeeve  
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Questions

What are the differences between the way men and women do business? Does it affect how we sell to them?

Asked by:
Gill Walker
Gill Walker Owner at Opsis
Jenny Spring
Jenny SpringOwner at Spring Into Sales
There are significant differences in between the way a female customer and a male customer approach the product or service they will be purchasing. The woman will be highly observant of the sales person, whether they listen well, whether they really understand her needs. The female buyer will need to have many boxes crossed before she will proceed. She will be much harder to sell to, however, once she purchases, she will tell all of her network. So the rewards will be higher. The man is a little more straightforward, easier to sell to. As long as you address his needs fairly quickly, and he feels like he has a win in the deal, then he'll buy.  I know these are general statements, however I've been in corporate software sales for a long time (in the USA) and this was primarily a male-dominated industry. In the last 10 years I have owned my own import business. Primarily female customers.   I've found that we under-estimate how difficult women are to sell to. They really need to 'buy in' to the person making the sale, as well as the product/service being purchased. Men are less attached, and therefore will buy more rapidly.  
Henrik Larsen
Henrik LarsenDirector at IePlus Pty Ltd
Fascinating views from both David and Steve.. Maybe some of the female members would share their perspective too?
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