Building Your Business As A Constant Contact Partner

Building Your Business with Constant Contact

Copyright © 2010 Constant Contact Inc.

Webinar Agenda

■ The Value of Partnering with Constant Contact
■ Partner Selling Models
■ Practice What You Pitch
■ Bringing the Business to You
■ Just Referring
■ Going to Them
g
■ Integrating Your App
■ Additional Benefits

Copyright © 2010 Constant Contact, Inc.

The Value of Partnering:
The Company

■ Over 350k Customers
■ Multi-Product Suite
■ 97% Deliverability
■ 2009 Stevie Awards
“Company of the Year”
Company Year
■ Publically Traded
■ Top 10 book in
Small B i
S ll Business Trends'
T d '
2009 Small Business Book Awards


The Value of Partnering:
The Benefits

■ Free Account For Your Marketing

■ Dedicated Account Managers

■ Trials For All Your Clients

■ F
Free S
Support For Y
t F Your Cli t
Clients

■ Marketing Support
■ A Partner portal loaded with marketing collateral, logos, banners, etc.

■ Free Professional Seminars and Training
■ Free access to the Constant Contact Experts Program
■ Free on-going educational webinars, newsletters, and regional events

■ Exclusive Access
■ E l notice on Constant Contact product enhancements
Early i C C d h
■ Beta testing of new Constant Contact products

Partner Selling Models

■ The Referrer

■ The Business Solution Provider

■ The Integrator


Partner Selling Models:
The New Partner Sales Funnel

Marketing

Awareness

Consideration
Evaluation

Purchase

$$$$

Opinion & Referral

Talk

Word of Mouth/Social Media


Practice What You Pitch: Your Free Account

■ Email Marketing
■ Create content that can’t just be found on your website.
j y
■ Make articles short and link back to your blog for longer articles
■ Promote upcoming events or promotions to prospective clients
■ Make it personal – Success Tips, Life Lessons, 10 Things All Beginners
p p g g
Should Know, etc.

■ Event Marketing
■ Throw a free event or seminar for new or current clients.
■ Develop a raving client community

■ Online Survey
■ Add a poll to your website and have readers rate your content
■ Survey your current clients to see what they truly want to read about


Bringing the Business to You: Your Website

■ Website
■ No longer for just promoting outward – its for pulling leads inward
■ Add the Constant C t t “J i M Mailing Li t” Box to your website
th C t t Contact “Join My M ili List” B t b it

■ Blog
■ E t Eff t = Add d SEO value + Brand Building
Extra Effort Added l B d B ildi


Bringing the Business to You: Your PR

■ Press Release
■ Use our pre-written press release to announce your partnership
■ Free or low-cost services like PitchEngine & PRWeb
low cost
■ Local newspapers & print ads – positioning yourself as an SMB expert
■ Web-based community calendars and listings (many times affiliated with local
newspapers)
■ Radio: local news and talk stations
■ Community cable TV: Find a producer (call station and ask!) and pitch yourself as a
small biz expert
■ Also send news release to existing clients and include it in your next email newsletter


Bringing the Business to You: Social Media

■ Twitter
■ Promote your newsletter, event, website, and blog
■ Twitter search (http://search.twitter.com) = powerful lead sourcing tool &
conversation monitoring tool
ti it i t l

■ Facebook
■ Free community tool – fans become customers customers become fans
customers,
■ Promote your upcoming events and share newsletters
■ Add the Constant Contact Facebook “Join My Mailing List” Box to your Fan/Profile
Page

■ LinkedIn
■ Promote that you are a Business Partner
■ Use your profile update to share your expertise as a Business Partner


Foursquare For Business

■ Foursquare (foursquare.com)
■ Mobile Location-based app (geo-social networking) that let’s you tell people
where you are.
y
■ Benefit to businesses: Use Foursquare for business to promote specials to the
folks that “check-in” at your store/restaurant/etc.
■ Use their free “Foursquare For Business” feature to learn more
■ N t many b i
Not businesses are using this right now – so you and your clients can be the
i thi i ht d li t b th
first


Just Referring: A Hands Off Approach

■ Link to your co-branded URL in your email signature
■ Add Constant Contact banners to your website and your clients’ website
■ Add Constant Contact co-branded URL to your social networks
co branded
■ Pass the link to clients who want to do all the work
■ Bonus: Clients that pay – you still get the credit!

Client’s Website

Your Website


Going to Them : Shoe Leather Marketing

■ Ask to receive their email
marketing or newsletters
 If they do not send any ask
why?

■ Is this the best impression
they can make?

79% of respondents said they hit
p y
the "report spam" button when
they don't know who the sender
is. - Email Sender and Provider Coalition (2007)


Going to Them : Shoe Leather Marketing

■ Review what they send you
and make suggestions
■ Makeover their email and send
it back with a note on how
quick and easy it was to create

“Think of the impact you will have if just 3
out of every 10 businesses see the value in
what you’ve done.”
Alec Stern, VP Strategic Market Development
Constant C t t
C t t Contact


Going to Them: Build Their Lists

■ Provide your clients with our List Building
Guide
■ Easily build lists in store, on the road, or
store road
online
■ Add a Join My Mailing List box to your “If you provide us your
clients’ website and Facebook page email address we’ll give
■ E
Encourage clients to ask every prospect f
li t t k t for you 10% off your
% ff
an email address purchase the next time
■ Make it fun: run a contest to see who you visit.”
collects the most addresses
■ Print out a copy of their newsletter and
display it next to the sign up sheet
■ Use our new mobile app to grab names for
y
your list or y
your clients while on the g
go.
■ PrintingForLess.com/constantcontactpartner

57% of consumers are willing to
provide their email address if
asked, but only 10% have ever
been asked.
– Marketing Sherpa 2008

Going To Them: Selling a Strategy

■ Create ideas targeted to their
audience
■ Tailor schedules to have frequency
and optimal timing for sending
■ Track email performance with
timely,
timely detailed analysis

“I tell my clients they can use email marketing to
reach current customers and attract prospective
clients…It’s
clients It’s a very effective message because it’s
what small businesses are most concerned with-
finding and retaining customers.”
Rich Brooks, President
Flyte New Media
www.flyte.biz

Studies show in past recessions, companies who continued to
aggressively market themselves realized an average sales
growth of 275 percent over the next five years, versus a 19
percent growth rate of those who significantly cut marketing
expenses.
–”Maximizing Your Marketing Resources”, Go-To-Market Strategies, April 25,2008


Going to Them: Extending Reach with Email Archive

■ Email Archive –a knowledge base
on your clients’ website
■ Sh
Share new emails around clients’
il d li t ’
new blog or relevant SM postings
■ Grow your clients’ email contact
list
■ Get feedback from social network
circles
■ Get followers to refer your clients’
y
business

A September 2009 report by the
Nielsen Company shows that
people who are heavy users of sites
like Facebook and Twitter actually
use email more than casual social
network users do.

Going to Them: Re-engage With Business Reviews

Some people want to do it on their own
but still need you as their coach

1. Sign them up with Constant Contact
2. Turn the keys over to them and let
them drive
3. Schedule a review
 3-4 month window
 Review campaign reporting
 Review designs and test new creative
 Deliver strategies for improvement that
they can implement
4. Improve performance with other
Constant Contact products
Precision Web Marketing
www.precisionroi.com
p


Integrating Your Application

■ Make your software offerings more valuable
■ Boost client satisfaction, loyalty, and referral
■ Save ramp-up time, risk, and investment

Developer.ConstantContact.com

Budget, Pricing & Statements of Work

■ Use our Pricing Guide as a guideline for what/how to charge
■ Create a tolerable budget
■ You don’t always have to charge
■ If you are already doing something else for them, add in Constant
Contact as a deal-closer or added-value
■ Start slow until you and your client see success
■ Once you strike gold, then it’s a good time to upsell
■ Don’t be afraid of the competition
■ Many clients may already be using a vendor for email marketing -
but a three product solution may really be what they need
■ Transfer them over to Constant Contact for no charge


Additional Benefits:
Speaker & Sales Training

The Constant Contact Experts Program

■ Trains you to present and pitch Email Marketing best practices
■ Prepares you to conduct live email marketing seminars
■ Helps you improve your own and your clients’ email marketing
programs
■ www.constantcontact.com/university


Additional Benefits:
Free Business Evaluations & Networking

■ Free business evaluations for your
business
■ F
Free t i i
trainings on business
b i
management, financial planning,
marketing management, etc.
■ N t
Networking opportunities and
ki t iti d
more…
http://asbdc-us.org/

http://www.score.org


Get Started Now

URL: https://bpconsole.constantcontact.com
Business Partner
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E t t
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■ Educational content
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Special Thanks


Questions? Comments?


Building Your Business As A Constant Contact Partner

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