BUSINESS OUTREACH TIPS AND TOOLS FOR STARTUPS. NEETU RAO

Transcription

1 BUSINESS OUTREACH TIPS AND TOOLS FOR STARTUPS NEETU RAO

2 MARKETING STRATEGY

3 BUILD YOU SALES MACHINE Source: David Skok, Serial Entrepreneur turned Venture Capitalist at Matrix Partners

4 STEPS 1. Identify your buyers 2. Diagram their buying processes 3. Add to this diagram the steps you will take to address their buying process 4. Diagram the Actions you will take to move prospects through the process 5. Examine the linkages between Actions to make sure the next steps are obvious 6. Define the qualification criteria 7. Examine the customer motivations for each Action 8. Define the organizational resources responsible for each step 9. Define the technology/software that you will use to automate the process Source: David Skok, Serial Entrepreneur turned Venture Capitalist at Matrix Partners

5 GET FOUND, CONVERT, AND ANALYZE Source: David Skok, Serial Entrepreneur turned Venture Capitalist at Matrix Partners

6 SALES & MARKETING You have great product, so what? You still need people to buy it! Selling can be overlooked, important to succeed Know who your potential customers are Market to them, know their behavior: What do they like? From where do they get info? Who influences them? Etc. Great resource:

7 WHAT DOES SALES ENTAIL? Get Customers to Know Who You Are Some areas: Market Research Lead Generation Messaging/Pitching Online Marketing Advertising Deal-making Social Media Get Them Interested and Know What Value You Can Bring to Them Get Them to Open Their Wallets

8 B2B MARKETING GOALS B2C Source: 2013 B2C & B2B Content Marketing Benchmarks-North America: CMI/MarketingProfs

9 WEBSITE & CARDS

10 WEBSITE & BUSINESS CARDS Before you are even ready to sell: Get a domain Create a landing page Order Business Cards

11 WEBSITE LANDING PAGE What you should have: Company Name Logo if you have it What you do & Who you are (About Us) A contact form and/or contact information Call to Action: Examples are Sign-up for a Newsletter, Like you on Facebook, Follow on Twitter

12 SOCIAL MEDIA

13 SOCIAL MEDIA PLAN Knowing your audience/customers is key, it determines an effective strategy and best use of limited time and resources Facebook LinkedIn Twitter Blogs Newsletters Youtube & Vimeo Pinterest

14 PLANNING & EXECUTING Commit to a plan (content generation) Examples: Write a blog twice a week; tweet 3-5 times a day, send a newsletter twice a month; post a facebook message 3-5 times a day Build an audience Tap into your network initially (family, friends, colleagues) Create compelling and persuasive campaigns/messages To inform (example: infographics) To entertain (visually or by content) To sell (example: offer deals)

15 Source: Ruder Finn RF Intent Index - ONLINE INTENT INDEX

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18 26 B2B Content Marketing Options 2012 Heidi Cohen Riverside Marketing Strategies MARKETING OPTIONS Content Marketing Option % of Use Business Benefit Actionable Content Marketing Tip Social media excluding blogs 87% Expands content marketing distribution Add social sharing icons to encourage action with each piece of content e-newsletters 78% Provides product information; Offers customer engagement Include links to articles on your site & third party sites Blogs 77% Provides product information; Supports search optimization Publish at least 2-3 posts per week to get most of customer acquisition impact. Videos 70% Show prospects & customers how to use your product in context; Supports search optimization Post on YouTube with searchable text.

19 INFOGRAPHICS

20 BUILDS CREDIBILITY

21 EDUCATES AUDIENCE

22 MARKETING

23 MARKETING Why use it? Cheap, Easy 85% of Internet Users Access More than 3.2 Billion accounts On Average, 112 s Sent/Received Per Day by Corporate User 90 Trillion s Sent Annually Source: Dekh.com

24 Source: Dekh.com

25 Source: Dekh.com

26 MAILCHIMP Subscribers s per Month Monthly Cost 0-2,000 12,000 Free Unlimited $ Unlimited $15 marketing tool More than 3 million people use MailChimp to create, send, and track newsletters. Growth rate of 6,000 new customers a day

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28 SIGN UP FOR FREE

29 CUSTOMER RELATIONSHIP MANAGEMENT TOOLS

30 CUSTOMER RELATIONSHIP MANAGEMENT TOOLS At the simplest, a CRM is a contact manager, allowing you track you relationships CRMs can be a powerful tools, have many features including: understanding trends, have reminders/tasks set-up, tied to marketing and social media Can help maximize and optimize sales strategy and efffectiveness Usually subscription-based model

31 SOME CRM TOOLS Salesforce (Min $5/user/month up to 5 users) Infusionsoft (Min $219/month + $1,999 one time fee) Microsoft Dynamics (Min $44/user/month) Sugar CRM (Min $35/user/month) Free CRM (free up to 3 users) Zoho (free up to 3 users)

32 MICROSOFT DYNAMICS CRM

33 SALESFORCE