The Way For Double Digit Business Growth

Double Digit Growth Built Thru Multi-channel target marketing! Social Prospecting + Outbound Prospecting = A Powerful Combination There are 1440 minutes per day…and there are approximately: 1,209,600 new data producing social media users each day. 656 million tweets per day! More than 4 million hours of content uploaded to Youtube every day, with users watching 5.97 billion hours of Youtube videos each day. There is the problem facing you. Content, content, content. So what can you do? Combat it with Consistency, consistence, consistency. Familiarity breeds opens and opens are the start to reading. Reading brings you to the start understanding. And reading is the start to understanding. Andunderstanding makes knowledgeable customers. So yes it might be getting harder to stand out from the crowd  (which is why the social channels are making so much money selling sponsored posts). If you are starting from scratch with no followers or a very small audience on the social platforms like Linkedln, Twitter, Brandergy or a Facebook business page it can take from six months to two years to create enough traction to pull prospects in to you. (fyi Larson & Associates has a follower growing plan to help fast track this for you) That does not mean you should not be doing a targeted, narrowly focused social selling strategy to fit in with your targeted, narrowly focused marketing plan. The more nitch directed you are the more positive your results will be. It does not mean it will require money but it might require more effort to get a to get the kind of marketing traction you need to get a positive return on your investment. So what’s a poor marketing guy going to do?  Combine inbound and outbound prospecting strategies and get double focus with your planning Outbound prospecting and inbound social prospecting are natural partners. Social selling impacts familiarity, is an excellent tool for prospect research and awareness, and will create inbound leads even in the business to business setting. It is, however, a long-term, passive strategy that requires patience and is unlikely to produce immediate results or to ever scale to a size that generates enough inbound leads to allow you to reach your sales and income goals. Outbound prospecting, on the other hand, is an active approach designed to fill the pipe line by engaging prospects in person, by phone, by e-mail, by direct mail, through social inboxes, or by text. It is the art of interrupting your prospect's day, opening a conversation in 15 seconds, setting an appointment, or gathering information. When combined with social prospecting, outbound becomes enormously more powerful. The combined benefits include: •             Building familiarity, which increases the probability of engagement •             More targeted prospecting lists focused on the highest-qualified prospects and individual buyers •             Leveraging triggers to open buying needs at just the right time •             Nurturing and educating prospects ahead of expected or projected buying time •             Research to gain contact information •             Influence the buying process as a coach •             Qualifying and self-qualifying •             Refining and making your outbound -prospecting message relevant                 Once again, it comes back to balance—balancing your prospecting channels, methodologies, and techniques to be efficient and effective with your scarcest resource: time. Making Good Businesses Great and Great Businesses Even Better   Larson & Associates 679 N Eagle Lane    Suite 201 Palatine IL 60067 847-991-1294 howard@larsonassociates.ws

Telemarketing Tradeshow Tips

What makes a successful marketing attack for a trade show?

There are 3 components to effective trade show marketing, pre-show, at-show and post-show. Without the post-show follow-up, the marketing strategy is not complete and often the sale is not made. So Follow-up might just be the most crucial part of the trade show marketing equation. True trade show success is not measured by the number of catalogs handed out or the number of business cards collected, it's the sales generated from the leads gathered at the show that make your participation in the show successful or not.

Pre-show: Send a pre-tradeshow mailer to all perspective clients know who, what and where of the show. You should be able to get the preregistered list from the show manager and either mail or email them. Then have someone make a phone call to personally invite them to your booth and set up a person appointment and demo. Decide if you will handle the leads in house or outsource to a telemarketing firm.  

At-show: Decide what you consider to be a qualified lead and have your staff accept business cards from future clients that meet all of your criteria. You need to be quick in the qualification process and not linger with people who are not potential clients. Get in and get out. It is not beneficial to accept 10,000 business cards and have only 45 of them turn into leads. You only have so much time and money for follow up. Have a info packet ready to go for immediately mailing out for hot prospects and list them as a priority lead on your calling list.  

Post show: Take the most qualified buyers that attended the tradeshow and add them to a telemarketing call list. Clean up your calling list. A clean list is crucial to a cost-effective telemarketing program. All prospects should be contacted within 1-2 weeks of the tradeshow. Companies need to move promptly and efficiently while the prospect's memory is fresh. Call the high potential prospects 1^st but then go back and fall the rest. There could be some sleepers in your list that did not seem like it on the show floor.

Follow-up is the key for a successful telemarketing program. The time, effort and work involved from start to finish with a tradeshow is a total waste if the final stage is not done. Handling of requests for additional information will show potential clients you value their time and provide quality customer service.  

Finally Close those sales. When it is all over, evaluate your success. Did you meet your goals? Were you able to reach the right prospects? What can I do next time to change my return? Brainstorm for next year while everything is fresh in your mind.

If you need help in the marketing coordination of your next tradeshow, contact us for more information 847-991-1294 or howard@larsonassociastes.ws

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account
acquisition
Making good businesses great and great businesses even better
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P.S. We make teleprospecting for small business affordable by offering programs down to only 10 hours a week. Maybe you should add teleprospecting into your marketing mix call today and find out.