26. When would you use it? Lead from your website Trade show lead Proposal sent First-time customer Customer stops buying (Inactive) Lost sale Networking meeting
27. Traditional Sales Funnel ~ 22% Yes, But Not Now ~ 13% Ready To Buy Now ~ 65% Tire Kickers or Unqualified
29. 0 Days - Thank You – “We appreciate you” 1 Day - Meet our Staff – “Here’s everyone’s contact info” 5 Days - Customer survey 10 Days – Special Report with Case Studies 15 Days – Product Tip 30 Days - Ask for referrals 60 Days - Gift toward next purchase
34. Get a true, customizable database Add fields for segmentation Survey your list to see what they want Give it to them in your content (niche!) Set up at least 5 web forms to ABLB Auto-generate your e-newsletter Connect all web forms to drip marketing campaigns “There’s no time; there never will be” – Do it now!
35. Lori Feldman Contact info:lori@TheDatabaseDiva.comwww.TheDatabaseDiva.com@LoriFeldman #FollowUp
Notes de l'éditeur
Today we’re going to talk about how to go from this…
…To This: Using a customer database to follow up with your customersDBM provides the intel and strategyIt’s more important to find out WHAT is driving customers to buy Without this knowledge, you're in a commodity business with no future growth potential
A DB is
In order to follow up appropriately, you have to know who you’re talking to:R = RecencyJust purchased = more motivated to buy againActive vs. InactiveCreate DateTransaction Date
Always be list buildingOnly 3 kinds of people:CustomersThose who haven’t yet become customersReferral partners / affiliates
“If we knew what it was we were doing, it would not be called research, would it?” – A. Einstein
TIP for how I found more subscribers in my own databaseAnd lots of nice notes
Least interesting, least effectiveAnd the way most people handle all their marketingAll about ME MEME…not very interesting to most peopleMost likely to get the most opt-outs
TRIGGER EVENT in your business
Educates the prospect for wherever he is in the buying process Puts into place exactly what you would do if you had time to do it… but you don’t.
…To This: Using a customer database to follow up with your customersDBM provides the intel and strategyIt’s more important to find out WHAT is driving customers to buy Without this knowledge, you're in a commodity business with no future growth potential