Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
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Presentation to Renton Chamber of Commerce luncheon on March 9, 2011
![How to Find , Influence & Convert More Prospects Into Customers Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing](https://image.slidesharecdn.com/2011-3-9rentonchamberluncheondeck-110309182931-phpapp01/85/Find-Influence-Convert-Prospects-Into-Customers-Renton-Chamber-Presentation-1-320.jpg)
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Find, Influence & Convert Prospects Into Customers (Renton Chamber Presentation)
- 1. How to Find , Influence & Convert More Prospects Into Customers Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
- 3. Let’s talk about you first…
- 6. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
- 9. Listening
- 12. What do customers care about?
- 13. The buying progression Solution Problem/Pain Objective/Outcome
- 15. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
- 17. Planning content Theme 1 Week 1 Theme 2 Theme 3 Theme 4 Week 2 Week 3 Week 4
- 19. Gist as your dashboard
- 21. Why do you need this? Needs/Qualification Goal: Secure Presentation Presentation Goal: Establish decision date, send proposal Proposal Goal: BUY Approach Goal: Accelerate urgency, timeline to purchase Open/Attempted Goal: Get prospect on the phone Actively Working Goal: Qualify prospect as 30-60 day opportunity LEADS OPPORTUNITIES Lead becomes Active Opportunity
- 26. Questions?