Several months ago, I joined Linked-In. Its a pretty good tool for connecting with people if you are job hunting, or looking for someone at a particular company. My direct linked in network has grown to over 4,000,000 people over the past few months!
Last month, we talked about starting a newsletter and a direct marketing campaign for our products and services. Great idea! We have lots of customers and people we network with!
Ha! I discovered, after some painful research, that our opt in list of people that we can contact directly is really quite small.
So I set out to see if we could purchase a contact list. I found a good company that had great referrals on their website and I discovered I could get a targeted list for just over $229. The list was several thousand names. Seemed like a pretty good start!
Working on the list, I pared it down to my target start area, eliminated duplicate companies, and discovered my list had dropped to 671 names. But 8% of the mailing addresses bounced at the post office (and that, it turns out, is MUCH better than the 20% bounce rate others have experienced). So, when all is said and done, $0.47 a contact is what I paid. At a less than 1% response rate, this is not a great way to get leads!
There must be a better way.
I have heard alot of buzz about this thing called attraction marketing ... but the secret to its success seems elusive. While my network of contacts has grown substantially over the past few months, my network of customers - those that pay the bills - has not! In fact, in this economy, its shrinking at a steady rate.
Remember Kevin Costner’s character in “Field of Dreams”? He based his plans on whispers from the corn fields … “If you build it, they will come”. And in the movie, they actually did come. The real world takes a lot more work.
Start by listing everyone that you know. You’ll be amazed at the size of the list you come up with. According to Jeffrey Gitomer, all things being equal, people prefer to do business with people they know - their friends. So listing the people you already know is a great place to start building your network.
Now that you have a start, don’t be afraid to ask if these contacts know anybody else who should be on your list. Assuming you’re pleasant and not too pushy, they’ll be glad to help you. Remember, its not who you know that makes you successful - its who knows you!
Get out from behind that computer and get some face time! A great way to build your pipeline is to get out and meet new people. Look for relevant events or trade shows in your area where you can network and collect business cards.
Don’t forget to network with other local business owners as well. Strategic partnerships are built by businesses seeking similar customers, but for completely different, non-competitive products or services.
Next, do some research. Head to the local library and check out recent issues of trade journals relating to your business. You’ll find articles about people who buy what you have to offer. Check the daily newspapers, particularly in the business section.
Keep building your list and touching base with your contacts. Remember that it takes between 5 and 8 touches to a prospect before they may decide to buy from you!
Best Success! And happy Networking!
Norm
www.normanbain.com
PS: If you are looking for great on-line tools to help you stay in touch, try the links below:
http://www.stayintouch.onlinenow.ca
http://www.freecrm.onlinenow.ca
Showing posts with label Software. Show all posts
Showing posts with label Software. Show all posts
Saturday, March 28, 2009
Wednesday, March 11, 2009
The CRM search
Customer Relationship Managers - CRM.
So, my first attempt at CRM was the same as many folks; outlook on my personal laptop. I was simply looking for way to manage client conversations and an easy follow-up system. While it worked great for my email, outlook seemed too cumbersome for this task.
So I migrated to a similar product called Chaos Intellect. I found it much simpler, friendlier and flexible in managing emails and accounts. But the functionality for client conversations was simply not there.
I hired a telemarketing company last year who did some impressive and significant work on a shared outlook database. While I found it fastinating and useful, it was cumbersome and was not delivering what I was looking for – there must be an easier way, I kept thinking.
With my limited success I began searching for a web based product. Alas, all the CRM systems out there seemed horrendously expensive, in fact many did not even quote a price on their site. So I set about to identify what I want this software to do.
Here's my list so far;
1) Manage my contacts. Keep my contact information at my fingertips and be available anywhere I want it, anytime.
2) Conversation tracker and followup reminder. I have many people that I touch base with and need a good reminder system to ensure I am regularly following up with prospective customers. Several prospects that I missed calling back signed on with other companies. Sucks when you drop the ball.
3) Relationship tracker. People move about quickly these days and its good to know where they worked before and in what roles.
4) Campaign scripting. Unfortunately, cold calling is still a big requirement at this stage of the game. What I learned early in my career (and again from the telemarketer) was that scripting not only helps, its absolutely essential.
A few cool tools may be on the radar for the future, but they are not needed just yet. These include:
a) While sharing my data with others in the sales team is coming, its not high on my agenda right now.
b) an auto-responder for signups on my website with inclusion in my contacts list.
c) tag tracking for emails, newsletters and websites so I can see which of my contacts are interested in what topics.
d) Newsletter (email) delivery and tracking software.
The first stab at developing a CRM came from a family genealogy search I was doing. I created the site networking.onlinenow.ca which looked quite promising. But other demands pulled resources from the project and it lay dormant far too long.
The second stab at CRM came as a result of a job search. I created the website findtalent.ca as a search engine and built a CRM into it. While it worked fairly well, its interface was not as simple as I envisioned it should be. Back to the drawing board!
So I set about to “build a better mouse trap”. As part of the business made easy suite, I've included a CRM in the frey. Surely I'm not the only one looking for this! So its being tested and released for free use by all. As I get feedback on what works and what doesn't, the mousetrap gets better!
So if you find yourself in the same boat, post your thoughts on what features you need. The voice of the customer makes the best product, so I’m all ears. Try the pilot at freecrm.onlinenow.ca Lets build an affordable and power packed tool for the small business entrepreneur.
Norm
www.normanbain.com
So, my first attempt at CRM was the same as many folks; outlook on my personal laptop. I was simply looking for way to manage client conversations and an easy follow-up system. While it worked great for my email, outlook seemed too cumbersome for this task.
So I migrated to a similar product called Chaos Intellect. I found it much simpler, friendlier and flexible in managing emails and accounts. But the functionality for client conversations was simply not there.
I hired a telemarketing company last year who did some impressive and significant work on a shared outlook database. While I found it fastinating and useful, it was cumbersome and was not delivering what I was looking for – there must be an easier way, I kept thinking.
With my limited success I began searching for a web based product. Alas, all the CRM systems out there seemed horrendously expensive, in fact many did not even quote a price on their site. So I set about to identify what I want this software to do.
Here's my list so far;
1) Manage my contacts. Keep my contact information at my fingertips and be available anywhere I want it, anytime.
2) Conversation tracker and followup reminder. I have many people that I touch base with and need a good reminder system to ensure I am regularly following up with prospective customers. Several prospects that I missed calling back signed on with other companies. Sucks when you drop the ball.
3) Relationship tracker. People move about quickly these days and its good to know where they worked before and in what roles.
4) Campaign scripting. Unfortunately, cold calling is still a big requirement at this stage of the game. What I learned early in my career (and again from the telemarketer) was that scripting not only helps, its absolutely essential.
A few cool tools may be on the radar for the future, but they are not needed just yet. These include:
a) While sharing my data with others in the sales team is coming, its not high on my agenda right now.
b) an auto-responder for signups on my website with inclusion in my contacts list.
c) tag tracking for emails, newsletters and websites so I can see which of my contacts are interested in what topics.
d) Newsletter (email) delivery and tracking software.
The first stab at developing a CRM came from a family genealogy search I was doing. I created the site networking.onlinenow.ca which looked quite promising. But other demands pulled resources from the project and it lay dormant far too long.
The second stab at CRM came as a result of a job search. I created the website findtalent.ca as a search engine and built a CRM into it. While it worked fairly well, its interface was not as simple as I envisioned it should be. Back to the drawing board!
So I set about to “build a better mouse trap”. As part of the business made easy suite, I've included a CRM in the frey. Surely I'm not the only one looking for this! So its being tested and released for free use by all. As I get feedback on what works and what doesn't, the mousetrap gets better!
So if you find yourself in the same boat, post your thoughts on what features you need. The voice of the customer makes the best product, so I’m all ears. Try the pilot at freecrm.onlinenow.ca Lets build an affordable and power packed tool for the small business entrepreneur.
Norm
www.normanbain.com
Monday, January 5, 2009
Stop affiliate URL Hi-Jacks
Do you participate in affiliate links to websites and products in your emails or on your own website? The links for most affiliate links are long, unwieldy and easily recognizable as an affiliate link. So, many people will bypass your link, cutting you out of your commission. And if you are completely honest to yourself, haven’t you done the same? I know I have!
So how can you protect yourself to get the commissions you deserve? After all, if they found the link through your efforts, shouldn’t you share in the rewards? Isn’t that what affiliate marketing is all about?
Many affiliate marketers turn to third party websites like http://www.tinyurl.com to create links that mask their affiliate URL. This solution can be effective, but I much prefer to keep control of my affiliate links and not rely on third party sites. If their web sites are off line, so are you! And when you lose a click – its likely gone forever!
If you are interested in learning how to create a web page on your own site that redirects to your affiliate links, read on!
Visit our website at http://www.leanjourney.ca and put the code "affiliate redirect" in the "get it" box
Happy affiliate Marketing!
Norm
www.normanbain.com
So how can you protect yourself to get the commissions you deserve? After all, if they found the link through your efforts, shouldn’t you share in the rewards? Isn’t that what affiliate marketing is all about?
Many affiliate marketers turn to third party websites like http://www.tinyurl.com to create links that mask their affiliate URL. This solution can be effective, but I much prefer to keep control of my affiliate links and not rely on third party sites. If their web sites are off line, so are you! And when you lose a click – its likely gone forever!
If you are interested in learning how to create a web page on your own site that redirects to your affiliate links, read on!
Visit our website at http://www.leanjourney.ca and put the code "affiliate redirect" in the "get it" box
Happy affiliate Marketing!
Norm
www.normanbain.com
Monday, December 1, 2008
Elegant solution to remote email problem
Here is one of the downfalls of being a consultant - business travel. Most of what I do is outside the office and usually outside my home town.
Are you a business traveller? Are you always on the go between home and work, travelling to different cities, or even different countries? If you travel as much as I do, you have likely struggled with getting emails to work properly remotely.
Your favorite email software (Outlook, Outlook Express, Thunderbird, Apple Mail likely does not work properly from hotels, airports and internet cafe's. Even at my customers sites, I have experienced this lack of connectivity.
I have, thankfully, recently found a solution to this dilemma.
This whole problem is caused by many internet service providers (ISPs) blocking what is called "Port 25". This is the port used to send e-mail. They are doing this to cut down on the amount of spam that is sent from their networks and allow traceability to spammers. All e-mail sent from a computer directly connected to the Internet is routed through port 25, the channel used for communication between an e-mail client and an e-mail server. Port 25 blocking is quickly becoming the industry standard.
However, this filter can create problems for travellers and e-mail servers, blocking legitimate e-mail as well as spam.Port 25 blocking allows ISPs to block spam sent out through their networks, but it frustrates those that have a need to send e-mail through servers other than those belonging to their own ISP. The ISPs that block port 25 require their SMTP server to be used instead of the remote SMTP server or a SMTP server running on your computer. But getting hotels or internet cafes using these ISPs to release their credentials to you is unlikely. In fact, my experience has been that most desk clerks don't know WHO their ISP is, never mind giving you email credentials.
What this translates to for the business traveller, is heartburn. Your outlook will not work from any connection other than your home base. Hotels, airports and other locations will allow you to retrieve emails, but will block you from sending them.
To resolve this problem, many mobile users switch between their regular email program and a web-based email program like Hotmail. Obviously it's possible to use a web-based program anywhere in the world, but these systems have their own drawbacks. Not only do you have to send mail from a highly unprofessional email address (steve8564@hotmail.com, for instance), but it's also hard to keep track of your emails when you're hopping between your different email accounts. This is compounded by many companies now blocking "free" accounts like hotmail.
Who needs the drama? Wouldn't it be better to just use the same account, and the same email program, wherever you are?
That's what I think. I've recently found a simple and elegant solution that I'd like to share with you. Simply use this service as your outgoing mail server and never worry about problems sending emails ever again. Setup takes only minutes. You can send emails from anywhere in the world — from home, the office, I've used it all over Canada, the US and Great Britain with no problems - and use your favourite email program! They offer a free 7 day trial. Put an end to the hassle that plagues today’s business traveller. And get back to using your favourite email software (Outlook, Outlook Express, Thunderbird, Apple Mail etc.) Chick here to try the service
Happy Travelling!
Norm
www.normanbain.com
Are you a business traveller? Are you always on the go between home and work, travelling to different cities, or even different countries? If you travel as much as I do, you have likely struggled with getting emails to work properly remotely.
Your favorite email software (Outlook, Outlook Express, Thunderbird, Apple Mail likely does not work properly from hotels, airports and internet cafe's. Even at my customers sites, I have experienced this lack of connectivity.
I have, thankfully, recently found a solution to this dilemma.
This whole problem is caused by many internet service providers (ISPs) blocking what is called "Port 25". This is the port used to send e-mail. They are doing this to cut down on the amount of spam that is sent from their networks and allow traceability to spammers. All e-mail sent from a computer directly connected to the Internet is routed through port 25, the channel used for communication between an e-mail client and an e-mail server. Port 25 blocking is quickly becoming the industry standard.
However, this filter can create problems for travellers and e-mail servers, blocking legitimate e-mail as well as spam.Port 25 blocking allows ISPs to block spam sent out through their networks, but it frustrates those that have a need to send e-mail through servers other than those belonging to their own ISP. The ISPs that block port 25 require their SMTP server to be used instead of the remote SMTP server or a SMTP server running on your computer. But getting hotels or internet cafes using these ISPs to release their credentials to you is unlikely. In fact, my experience has been that most desk clerks don't know WHO their ISP is, never mind giving you email credentials.
What this translates to for the business traveller, is heartburn. Your outlook will not work from any connection other than your home base. Hotels, airports and other locations will allow you to retrieve emails, but will block you from sending them.
To resolve this problem, many mobile users switch between their regular email program and a web-based email program like Hotmail. Obviously it's possible to use a web-based program anywhere in the world, but these systems have their own drawbacks. Not only do you have to send mail from a highly unprofessional email address (steve8564@hotmail.com, for instance), but it's also hard to keep track of your emails when you're hopping between your different email accounts. This is compounded by many companies now blocking "free" accounts like hotmail.
Who needs the drama? Wouldn't it be better to just use the same account, and the same email program, wherever you are?
That's what I think. I've recently found a simple and elegant solution that I'd like to share with you. Simply use this service as your outgoing mail server and never worry about problems sending emails ever again. Setup takes only minutes. You can send emails from anywhere in the world — from home, the office, I've used it all over Canada, the US and Great Britain with no problems - and use your favourite email program! They offer a free 7 day trial. Put an end to the hassle that plagues today’s business traveller. And get back to using your favourite email software (Outlook, Outlook Express, Thunderbird, Apple Mail etc.) Chick here to try the service
Happy Travelling!
Norm
www.normanbain.com
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