Monday, June 4, 2012
Myths of B2B Word of Mouth
Myth 1: WOM is not influential in B2B.Fact: WOM is the #1 influencer of B2B purchase decisions. Few B2B customers ever buy anything without first asking around about their experiences with the vendor and/or product. In a recent survey of B2B decision makers by Forrester Research, 84% of respondents said Word of Mouth recommendations influence their purchase decisions. While nearly all B2B companies have blogs, only 24% of respondents said they trust blogs. Other research firms also have found that WOM rules in B2B.
84% - WOM
60% - Salesperson
59% Web sites
58% Print publications
45% - In person events
43% - Analysts
43% - Social Media
41& - E-Mail
40% - Web events
30% - Interactive Media
24% - Blogs
Myth 2: Business people are not active users of social media.Fact: Business people are first of all people and they are buyers and furthermore even more socially active than the average consumers. They buy things not just for themselves but for their businesses as well. Forrester recently surveyed B2B buyers to learn about their usage of social media. The results were off the charts. B2B buyers are nearly 20% more active creators of social media and twice as active consumers of social content. Based on the survey results, Forrester told B2B marketers: If you’re not using WOM/social as part of your marketing mix, you’re late to the party.
Myth 3: Businesspeople don’t advocate companies and products.Fact: Businesspeople are more active Advocates of companies and products than consumers.
Another myth that has pervaded B2B marketing is that businesspeople don’t advocate companies and products. Fact is, B2B executives are more active recommenders than the average consumer, according to a study conducted by WOM research from Keller Fay. The study showed that business executives have 118 WOM conversations weekly compared to 100 for consumers. On average, executives mentioned 102 brands times per week compared to 77 for consumers. In 61% of the WOM conversations, executives recommended a brand or product to a peer or colleague. 40% of B2B Buyers are Advocates.
Myth 4: B2B companies only have a few Advocates.Fact: B2B companies have many Advocates. As B2B marketers know, within a single account there are multiple people who spread Word of Mouth. This includes end users, gate keepers, technical buyers, decision makers, and others. While some are more influential than others, all of these people are part of a Word of Mouth Community within any one account. At a single company, there may be 500 people who are part of a Word of Mouth community. Thus, a B2B company that has 100 customers may have a total Word of mouth community of 50,000 people (100 accounts x 500 people.) Assuming that 40% of these people are Advocates, the company could have 20,000 Advocates (40% of 50,000). This number is a large, highly influential, yet under-leveraged Virtual Sales force. By energizing their Advocates, a B2B companies can amplify positive Word of Mouth and drive qualified referral leads and sales in a continuous flow.
Myth 5: The impact of Word of Mouth can’t be measured.Fact: The impact of Word of Mouth can be measured as precisely as any form of online marketing.
There are dozens of tools that enable B2B marketers to measure the quantity and quality of Word of Mouth about their companies and products in the blogosphere and on social networks like Twitter.
Advanced Word of Mouth analytics enable B2B marketers to go beyond measuring buzz to measuring business and marketing results. For example, advanced analytics track Advocate impact on open rates, click through rates, and conversion rates. These advanced analytics enable marketers to harness the proven power of Word of Mouth and track its impact as precisely as a PPC or email marketing campaign.
Larson Notes & Satire: There are many good ways to marketing a company and no one way works good all by itself. If you can work 3 or 4 tools in tandem you will have a much better attack and you results will follow off the charts. Point is that most of us are not working our 3 f’s (family, friends and fans) hard enough. We don’t engage them, we don’t work with them, heck are we even telling them what they need to know to push us and our companies out to their spheres of influence.
Now I never ask for or give recommendations to people or companies I know nothing about. I get enough requests from people asking for referrals that I have no knowledge of and I’ll be damned if I will recommend someone I know nothing about nor have I ever used their service of product.
Make you one of my friends or fans? Yes that I will do but you need to earn the right to get more out of me.
“We don’t sell lists, we find customers.”
Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.linkedin.com/in/larsonassociates
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.
Thursday, May 31, 2012
Why Housing Matters
April Home Sales Shoot up. Sales of U.S. existing homes surged in April, according to the National Association of Realtors, which reported an increase of 3.4 percent from March levels and a 10 percent jump from April 2011.
All four regions of the country saw upticks in sales volume, and the median prices for homes sold was $177,400, an increase of more than 10 percent from the same month in 2011.
Also, sales of new homes improved in April to an annualized volume of 343,000 homes. That’s well below the peak of more than 1 million built during the real estate bubble, but it represents a 3.3-percent bump from March’s sales figures. According to the National Association of Home Builders, 100 of the country’s 360 markets that it indexes are now deemed “improving” markets. Only 12 markets were considered “improving” when the NAHB started the index last fall.
•Permits. Permits for new single-family homes in April reached an annual rate of 715,000. More permits were issued in March (769,000), but April's number still is 23.7% more than in April 2011.
•New construction. Ground was broken on nearly 30% more homes in April (717,000 annual rate) than in April 2011 (and 2% more than in March this year). YCharts.com puts the improvement in perspective with a graphic showing new housing starts since the crash began in 2007.
•Homes completed. The number of finished homes is rising, too. Privately owned homes finished (651,000 annual rate) were up 10% over March and 20% over the same time last year.
•Homebuilder confidence. New surveys show homebuilders more optimistic about their prospects than at any time in the last five years. Analysts follow builders' sentiment carefully, because their ground-level knowledge of their local markets is thought to predict housing health. Writes USA Today:
Sales of existing homes. The number of transactions is growing. The National Association of Realtors reports that sales of existing homes rose 3.4% in April over March. They were also 10% higher than last year at the same time.
As the US Housing Market shows signs of recovery it is time to rev up your marketing efforts towards this area. Why are new homeowners so important and desirable? They buy things. Not just buy but at a higher rate than other market segments.
For large brands they buy more big ticket items like appliances and furniture. For the small business person this group more times than not have a loyalty to local businesses.
So why does housing matter? They buy things.
Larson Notes & Satire:
So consider this:35% of new homeowners buy bedding
33% of new homeowners purchase lawn equipment, tools and hardware
50% of new homeowners purchase home decorations and accents
15% of new homeowners purchase computers, home security and automobiles
Within the 1st few months > The average new homeowners spend more in the first 6 months than established residents spend in 2 years.
> The average new homeowners spend more than $9000 of purchases within the first four months of a more
> Within several weeks nearly 60% of homeowners and 40% of renters purchase furniture
> New homeowners establish 71 new business relationships with in the first few months of their move
> 35% of new homeowners just had a new baby or are planning on it.
Look at the things this group of people buy. Do you sell any of these things?
If so, how do you attract them? Well we have our ways but one of the best is the new blanket zip code mailing by the US Postal service. Great deal with blanket coverage. Then you can go after making connections with relestate offices, agents and the like. Need help? Call us.
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.
Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://www.linkedin.com/in/larsonassociates
https://twitter.com/LarsonAssociate
Tuesday, May 15, 2012
What Is Up With B2B Social Media Marketing
As we move into May or 2012, I thought it might be nice to take a snap shot of what other B2B Marketers are doing in Social Media at the moment. Looking at the usage below, you will find no real changes in B2B SM Marketing. LinkedIn still rules with blogging and Facebook neck and neck.
30% - LinkedIn
20% - Blogging
19% - Facebook
16% - Twitter
8% - YouTube
6% - the 3 Fs (Friends, Followers, Family)
1% - Google+
B2B User Preferences
LinkedIn is heads above everyone else, Facebook and Twitter (Blogging is not a SM site) virtually tied as alternative social media channels by b2b marketers. Then as you can see above YouTube, the 3 F’s, Then there are the other “guys” like Flickr, Digg, Stumbleupon and Tumblr as favorite social channels.
No, most marketers engaged in SM are using a combination of several channels, there are clearly defined preferences. When b2b marketers were asked to choose the one most important method that they use for their social outreach), LinkedIn was the clear leader, chosen by 30% of respondents. Following it were blogging (20%), Facebook (19%) Twitter (16%) and YouTube (8%).
The Obstacles
The biggest problem B2B marketers are facing when it comes to SM is (after the legal department) an overall lack of resources. 70% of Business Marketing Managers find this to be the major problem toward implementing a good solid social media marketing program. Other problems encountered are: 57% a poorly defined success metrics and key performance indicators. 44% a “lack of knowledge about social media” is holding them and their companies back. Management resistance, cited by 22%, may stem from the preceding three obstacles.
Larson Notes & Satire: As you all know I am working Facebook, then LinkedIn with some twitter. But with Ping.fm I can get a unified message to Facebook, MySpace, FriendFeed, Plaxo, Google Buzz, Tumblr, Bebo, Flickr to name a few extras with one quick “PingIt” And, the faster the better
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
http://teamcircle.ning.com/profile/HowardLarson
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.
30% - LinkedIn
20% - Blogging
19% - Facebook
16% - Twitter
8% - YouTube
6% - the 3 Fs (Friends, Followers, Family)
1% - Google+
B2B User Preferences
LinkedIn is heads above everyone else, Facebook and Twitter (Blogging is not a SM site) virtually tied as alternative social media channels by b2b marketers. Then as you can see above YouTube, the 3 F’s, Then there are the other “guys” like Flickr, Digg, Stumbleupon and Tumblr as favorite social channels.
No, most marketers engaged in SM are using a combination of several channels, there are clearly defined preferences. When b2b marketers were asked to choose the one most important method that they use for their social outreach), LinkedIn was the clear leader, chosen by 30% of respondents. Following it were blogging (20%), Facebook (19%) Twitter (16%) and YouTube (8%).
The Obstacles
The biggest problem B2B marketers are facing when it comes to SM is (after the legal department) an overall lack of resources. 70% of Business Marketing Managers find this to be the major problem toward implementing a good solid social media marketing program. Other problems encountered are: 57% a poorly defined success metrics and key performance indicators. 44% a “lack of knowledge about social media” is holding them and their companies back. Management resistance, cited by 22%, may stem from the preceding three obstacles.
Larson Notes & Satire: As you all know I am working Facebook, then LinkedIn with some twitter. But with Ping.fm I can get a unified message to Facebook, MySpace, FriendFeed, Plaxo, Google Buzz, Tumblr, Bebo, Flickr to name a few extras with one quick “PingIt” And, the faster the better
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
http://teamcircle.ning.com/profile/HowardLarson
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.
Monday, April 23, 2012
Are Trade Shows Back?
In a survey by the Center for Exhibition Industry, their CIRE index overall trade show activity grew by 2.7%. Considering this is after 3 consecutive years of reduction there was of course cause for general excitement in the industry.
The index goes and scores 4 areas of performance.
+2.7% - Net square feet
+2.3% - Number of exhibitors
+3.4% - Number of exhibitors
+2.3% - Ad revenue
The area of strongest growth were machinery and finished goods showing a very strong 11.2% growth, with the building, construction, home and repair category going down 5.3%.
Does it make sense for you to make the trade show plunge? Are your prospects and customers there?
Do you have the staff to work a booth? Do you have the money to put together a minor booth and stock it with necessary flyers and brochures?
Larson Notes & Satire: Should your business be in or back into exhibiting shows? The do have a cost and it can be pricy. Chamber of Commerce shows might be within reach and you might only need 3 or 4 new accounts to break even, but when you jump to the major shows you better have a plan to make it cost effective.
We at Larson have a service where we will go in and call all the attendees to invite them to your booth, we set up appointments for you while at the show so you have quality one on one time with the prospect (and your competition doesn’t) then after the show is all closed up, our post trade show calling service where we will call up all the business cards and badges scanned to see if they got the information they needed, to find out if they had any questions, if they need to see or talk to a sales rep again and above all else see it they are ready to talk to a sales rep to buy. If you don’t have a system for follow up you and I both know what will most likely happen. You will hand those leads to your staff; they will call the first 5. Get 5 no’s. Throw up their hands saying these leads are junk and stuff them into the top desk drawer never to see the light of day again.
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix? Call today and find out.
The index goes and scores 4 areas of performance.
+2.7% - Net square feet
+2.3% - Number of exhibitors
+3.4% - Number of exhibitors
+2.3% - Ad revenue
The area of strongest growth were machinery and finished goods showing a very strong 11.2% growth, with the building, construction, home and repair category going down 5.3%.
Does it make sense for you to make the trade show plunge? Are your prospects and customers there?
Do you have the staff to work a booth? Do you have the money to put together a minor booth and stock it with necessary flyers and brochures?
Larson Notes & Satire: Should your business be in or back into exhibiting shows? The do have a cost and it can be pricy. Chamber of Commerce shows might be within reach and you might only need 3 or 4 new accounts to break even, but when you jump to the major shows you better have a plan to make it cost effective.
We at Larson have a service where we will go in and call all the attendees to invite them to your booth, we set up appointments for you while at the show so you have quality one on one time with the prospect (and your competition doesn’t) then after the show is all closed up, our post trade show calling service where we will call up all the business cards and badges scanned to see if they got the information they needed, to find out if they had any questions, if they need to see or talk to a sales rep again and above all else see it they are ready to talk to a sales rep to buy. If you don’t have a system for follow up you and I both know what will most likely happen. You will hand those leads to your staff; they will call the first 5. Get 5 no’s. Throw up their hands saying these leads are junk and stuff them into the top desk drawer never to see the light of day again.
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix? Call today and find out.
Wednesday, April 18, 2012
Hot Leads Or Are They?
What makes a lead hot or cold?
Your company might choose to score leads by assigning points, using rankings like A, B, C or D, or using terms like “hot,” “warm” or “cold,” but what exactly constitutes a qualified sales lead, and can your marketing and sales departments’ productivity, efficiency and synchronicity get better with a scoring system?
Does quality lead scoring there are rules you need to decide upon such as:
•What your ideal buyer profile is
•What a prospect has to explicitly tell you in order to move forward in the buying cycle
•What activities must be observed for a prospect to move forward in the buying cycle?
If lead scoring methodology is shared between sales and marketing and a qualified ranking of those leads is made to determine their sales-readiness sales should go up with less wasted time for the sales staff. Leads can be scored based on interest they show in your business, place in the buying cycle, and their fit with your business.
The first step in lead scoring is determining your ideal target. Creating this perfect buyer profile requires sales and marketing to sit down together (now there is a new concept) and come together on the definition. Then you can use both an explicit and implicit scoring to create a picture of each lead’s value. Explicit scoring is based on the information the prospect tells you, whereas Implicit scoring is based on the information that you observe, or infer, such as their online behaviors.
Use this checklist as a starting point to identify the key demographics that are relevant to your organization, as well as the key behavior-based scores to consider. We have listed more than 50 explicit scores and more than 200 implicit scores to help you find the ideal scoring rules for your company.
How to use this checklist:
Check off the attributes you think should be included in your perfect customer. Next to each attribute mark whether it is critical, important, influential, or negative.
Relationship scoring rules:
Title
Role
Purchasing authority
Number of direct reports
Level of manager (to whom do they report?)
Years of experience
Specialties
Type of email used (Gmail, corporate, Yahoo)
Years at current position
Designations/Certifications
Honors and awards received
Social network participation
Social network connections
Social network influence
Public recommendations
Affiliations - groups and associations
Career interests
Personal interests
Degrees received
Rankings/Stock Indexes: Fortune 500/Inc 500, etc
Number of employees
Company revenue
Revenue growth (growing, declining, etc)
Company financial viability
Number of divisions
Number of products sold (SKUs)
Location
Account type (Potential vs. Actual)
Previous relationship
Website traffic
Website plug-ins
Year founded
Organizational structure (proprietorship, partnership, corporation)
Geographic markets served
Competitors
Partners
Fiscal year end
Industry
Product(s) purchased
Complimentary technologies used (CRM, ESP, ERP, CMS, MRM, MA)
Recycled count
Lead source
Did everyone on your Sales and Marketing team the same attributes? We all look at things from our own personal perspective. Discuss and see if you can come up with the perfect relationship as a team.
200+ Behavior-Based Scores to Consider:
Budget defined (Monthly, Quarterly, Annually)Timeframe (Project completion deadline)
City
State
Zip
Country
Phone area code
Headquarters or satellite
Location of branches
Size of branches
Customer
Partner
Competitor
Prospect
Investor
Ex-customer
Lost opportunity
Website
Sponsorship
PPC
Content syndication
Online ad
Surveys
Search Activity Podcasts
Online courses Videocasts
Certifications
Tradeshow
Visited
Completed
Viewed results
Participated in multiple surveys
Searches for company name
Searches for product name
Searches other (scored on term)
Search engine used
Listened
Listened multiple times
Downloaded
Subscribed
Viewed information on
Registered for
Completed
Registered for multiple
Completed multiple
Viewed
Viewed multiple times
Downloaded
Viewed information on
Registered for
Received certification
Received multiple certifications
Attended
Visited booth
Watched demo
Attended multiple tradeshows
Livestreamed events Web pages Community Additional Behaviors
Registered for
Viewed
Commented during
Asked question during
Reviewed follow-up recording
Rated event
Viewed landing page
Fills out form on landing page
Uses instant chat functionality
Uses request a call back functionality
Viewed - any
Viewed - product specific
Viewed - pricing
Viewed - customers or reviews
Viewed - multiple web pages
Viewed - multiple web pages in 1 WK
Shared via social sharing
Browser used
Submitted an idea
Submitted multiple ideas
Read about best practices
Read about ideas
Visit knowledge base
Read about product information
Asked a question
Asked multiple questions
Answered a question
Answered multiple questions
Shared a best practice
Shared multiple best practices
Roadshow/Seminar
Microsites
Registered
Attended
Attended multiple events
Viewed
Shared via social sharing
Again ask did you all mark the same attributes? Discuss any that don’t match and figure out what really matters. There might be some major disagreements but you need to get on the same page!
Bad Behaviors (Implicit data)
Email unsubscribe
Non-product web visit
No website activity for a long period of time
Change in purchase timeframe
No progression in buying cycle
Added to “Do Not Call” list
Spam complaint
Negative social media comment
Declines contract/warranty renewal
Career page
Press room
Investor page
Leadership page
While most action items give positive scores, there are actions that don’t. Don’t ignore these negative pieces of the sales and marketing process when building your model. You need to be honest with yourself. The only one you will be hurting if your not is yourself. If you this information to your advantage in conjunction with other scoring methods.
Larson Notes & Satire: If you this information to your advantage in conjunction with other scoring methods you may as an individual have developed you will start to find areas of attack where your odds of winning are stacked in your favor. Being a cherry picker from way back I like to pick the low handing fruit.
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix? Call today and find out.
Your company might choose to score leads by assigning points, using rankings like A, B, C or D, or using terms like “hot,” “warm” or “cold,” but what exactly constitutes a qualified sales lead, and can your marketing and sales departments’ productivity, efficiency and synchronicity get better with a scoring system?
Does quality lead scoring there are rules you need to decide upon such as:
•What your ideal buyer profile is
•What a prospect has to explicitly tell you in order to move forward in the buying cycle
•What activities must be observed for a prospect to move forward in the buying cycle?
If lead scoring methodology is shared between sales and marketing and a qualified ranking of those leads is made to determine their sales-readiness sales should go up with less wasted time for the sales staff. Leads can be scored based on interest they show in your business, place in the buying cycle, and their fit with your business.
The first step in lead scoring is determining your ideal target. Creating this perfect buyer profile requires sales and marketing to sit down together (now there is a new concept) and come together on the definition. Then you can use both an explicit and implicit scoring to create a picture of each lead’s value. Explicit scoring is based on the information the prospect tells you, whereas Implicit scoring is based on the information that you observe, or infer, such as their online behaviors.
Use this checklist as a starting point to identify the key demographics that are relevant to your organization, as well as the key behavior-based scores to consider. We have listed more than 50 explicit scores and more than 200 implicit scores to help you find the ideal scoring rules for your company.
How to use this checklist:
Check off the attributes you think should be included in your perfect customer. Next to each attribute mark whether it is critical, important, influential, or negative.
Relationship scoring rules:
Title
Role
Purchasing authority
Number of direct reports
Level of manager (to whom do they report?)
Years of experience
Specialties
Type of email used (Gmail, corporate, Yahoo)
Years at current position
Designations/Certifications
Honors and awards received
Social network participation
Social network connections
Social network influence
Public recommendations
Affiliations - groups and associations
Career interests
Personal interests
Degrees received
Rankings/Stock Indexes: Fortune 500/Inc 500, etc
Number of employees
Company revenue
Revenue growth (growing, declining, etc)
Company financial viability
Number of divisions
Number of products sold (SKUs)
Location
Account type (Potential vs. Actual)
Previous relationship
Website traffic
Website plug-ins
Year founded
Organizational structure (proprietorship, partnership, corporation)
Geographic markets served
Competitors
Partners
Fiscal year end
Industry
Product(s) purchased
Complimentary technologies used (CRM, ESP, ERP, CMS, MRM, MA)
Recycled count
Lead source
Did everyone on your Sales and Marketing team the same attributes? We all look at things from our own personal perspective. Discuss and see if you can come up with the perfect relationship as a team.
200+ Behavior-Based Scores to Consider:
Budget defined (Monthly, Quarterly, Annually)Timeframe (Project completion deadline)
City
State
Zip
Country
Phone area code
Headquarters or satellite
Location of branches
Size of branches
Customer
Partner
Competitor
Prospect
Investor
Ex-customer
Lost opportunity
Website
Sponsorship
PPC
Content syndication
Online ad
Surveys
Search Activity Podcasts
Online courses Videocasts
Certifications
Tradeshow
Visited
Completed
Viewed results
Participated in multiple surveys
Searches for company name
Searches for product name
Searches other (scored on term)
Search engine used
Listened
Listened multiple times
Downloaded
Subscribed
Viewed information on
Registered for
Completed
Registered for multiple
Completed multiple
Viewed
Viewed multiple times
Downloaded
Viewed information on
Registered for
Received certification
Received multiple certifications
Attended
Visited booth
Watched demo
Attended multiple tradeshows
Livestreamed events Web pages Community Additional Behaviors
Registered for
Viewed
Commented during
Asked question during
Reviewed follow-up recording
Rated event
Viewed landing page
Fills out form on landing page
Uses instant chat functionality
Uses request a call back functionality
Viewed - any
Viewed - product specific
Viewed - pricing
Viewed - customers or reviews
Viewed - multiple web pages
Viewed - multiple web pages in 1 WK
Shared via social sharing
Browser used
Submitted an idea
Submitted multiple ideas
Read about best practices
Read about ideas
Visit knowledge base
Read about product information
Asked a question
Asked multiple questions
Answered a question
Answered multiple questions
Shared a best practice
Shared multiple best practices
Roadshow/Seminar
Microsites
Registered
Attended
Attended multiple events
Viewed
Shared via social sharing
Again ask did you all mark the same attributes? Discuss any that don’t match and figure out what really matters. There might be some major disagreements but you need to get on the same page!
Bad Behaviors (Implicit data)
Email unsubscribe
Non-product web visit
No website activity for a long period of time
Change in purchase timeframe
No progression in buying cycle
Added to “Do Not Call” list
Spam complaint
Negative social media comment
Declines contract/warranty renewal
Career page
Press room
Investor page
Leadership page
While most action items give positive scores, there are actions that don’t. Don’t ignore these negative pieces of the sales and marketing process when building your model. You need to be honest with yourself. The only one you will be hurting if your not is yourself. If you this information to your advantage in conjunction with other scoring methods.
Larson Notes & Satire: If you this information to your advantage in conjunction with other scoring methods you may as an individual have developed you will start to find areas of attack where your odds of winning are stacked in your favor. Being a cherry picker from way back I like to pick the low handing fruit.
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix? Call today and find out.
Wednesday, March 14, 2012
5 Steps Of Effective Delegation
I have found in some 37 some odd years in business that there are 5 steps to better delegating and supervising that will bring you the kind of results you want to get your expectations met and successful results are achieved.
Step One: The first step in delegation is to be totally clear about the results that you want to achieve out of the job or project. The more clarity YOU have the greater the direction you show with towards the results expected. The easier it is for you to select the right person to do the job.
Step Two: The second step in this process is to select the best person based on their previously demonstrated ability and success at doing this kind of job. You want people all people to be successful so don’t set them up for failure. Never ever delegate an important task to a person who has never done that kind of project before. That is not to say you don’t want to push people into achieving a higher level to action that expands their abilities, but keep in mind their strong points and work into those when possible. It is essential that you delegate every task to the best person you have who you have total trust and belief in their ability to complete the task at a high level.
Step Three: Third, explain to the person exactly what you want done, the results that you expect, the time schedule that you require, and the preferred method of working. You have probably already mastered the task you’re delegating out to so use your knowledge of the job at hand to help them help you. Taking the necessary time to teach and explain the best way to do the job based on your past experience is not only an excellent way to ensure that the job will be done the way you want and on schedule I might add, but when a similar job comes up you have a ready trained person do delegate out to, again.
Step Four: Step four is to set up a schedule. The more important the task the more important it is to set up a schedule. Always build some slack into the timetable whenever possible. Then have a system to check on the progress of the task at regular intervals. Leave nothing to chance and you will be a happier owner or manager.
Step Five: Step five is to inspect what you expect. Delegation is not abduction. You are not dropping and running. Just because you have assigned a task to another person does not mean that you are no longer accountable for the project at hand. That is why you are the person in charge. The more important the project, the more important it is that you keep on top of it.
What task can you effectively delegate to someone else? Which one of your employees can handle the task efficiently?
Larson Notes & Satire: My way or the highway. The hardest thing about delegation is the lack of control. As most of you know, I look for clones of me to work with. Ya, lots of little Me’s running around. I shudder at the thought. Now I do some things very well, other things, I would truly be best finding a trusted person to make a hand off to. Let them do for me what they do best. Use your strengths and find people to fill in your gaps. This makes others around you stronger and you even more larger than life.
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix? Call today and find out.
Step One: The first step in delegation is to be totally clear about the results that you want to achieve out of the job or project. The more clarity YOU have the greater the direction you show with towards the results expected. The easier it is for you to select the right person to do the job.
Step Two: The second step in this process is to select the best person based on their previously demonstrated ability and success at doing this kind of job. You want people all people to be successful so don’t set them up for failure. Never ever delegate an important task to a person who has never done that kind of project before. That is not to say you don’t want to push people into achieving a higher level to action that expands their abilities, but keep in mind their strong points and work into those when possible. It is essential that you delegate every task to the best person you have who you have total trust and belief in their ability to complete the task at a high level.
Step Three: Third, explain to the person exactly what you want done, the results that you expect, the time schedule that you require, and the preferred method of working. You have probably already mastered the task you’re delegating out to so use your knowledge of the job at hand to help them help you. Taking the necessary time to teach and explain the best way to do the job based on your past experience is not only an excellent way to ensure that the job will be done the way you want and on schedule I might add, but when a similar job comes up you have a ready trained person do delegate out to, again.
Step Four: Step four is to set up a schedule. The more important the task the more important it is to set up a schedule. Always build some slack into the timetable whenever possible. Then have a system to check on the progress of the task at regular intervals. Leave nothing to chance and you will be a happier owner or manager.
Step Five: Step five is to inspect what you expect. Delegation is not abduction. You are not dropping and running. Just because you have assigned a task to another person does not mean that you are no longer accountable for the project at hand. That is why you are the person in charge. The more important the project, the more important it is that you keep on top of it.
What task can you effectively delegate to someone else? Which one of your employees can handle the task efficiently?
Larson Notes & Satire: My way or the highway. The hardest thing about delegation is the lack of control. As most of you know, I look for clones of me to work with. Ya, lots of little Me’s running around. I shudder at the thought. Now I do some things very well, other things, I would truly be best finding a trusted person to make a hand off to. Let them do for me what they do best. Use your strengths and find people to fill in your gaps. This makes others around you stronger and you even more larger than life.
“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?
Try our ghost blog writing service!
Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix? Call today and find out.
Tuesday, March 13, 2012
75% of Ad Campaigns for New Account Acquisition
No wonder we are getting so busy. 75% of all b2b marketers will be or are launching ad campaigns designed to focus on new account acquisition. That, of course, is our primary job. To find our customers new sales leads now. The remaining 25% is divided. 15% is on brand awareness and 10% for customer retention. 29% of would be marketers are increasing their 2012 budgets.
In order to achieve their goal of finding more customers, marketers will but using a variety of on and offline ideas. The largest investment will be, of course, online. E-commerce is the fastest going demographic of customers and companies know that they need to reach this wellspring of potential income. 74% of marketers increased their online budgets this year. 41% increased event marketing and 36% their direct mail.
For those of you who what to see where everyone else is spending keep reading but I will warn you, don’t use another companies marketing spending as a cookie cutter approach to creating your marketing planning and spending. Your company is, I am sure, not like theirs even if both companies are in the same market. Yet it is a good idea to look at what other companies are planning to see if you missed something and might want to tweek your plan.
Spending Plans 2012 vs 2011
Marketing on outside websites
5.8% - Decrease
35.1% - Increase
31.7% - Same
27.4% - Do not use
Direct Mail*
12.6% - Decrease
31.2% - Increase
38.1% - Same
18.1% - Do not use
DR Radio
3.8% - Decrease
9.9% - Increase
11.8% - Same
74.5% - Do not use
Direct Response Space (newspapers, magazines, etc)
9.6% - Decrease
18.6% - Increase
27.4% - Same
44.4% - Do not use
Direct Response TV
3.8% - Decrease
7.7% - Increase
12.6% - Same
75.9% - Do not use
E-Mail*
1.4% - Decrease
64.7% - Increase
30.1% - Same
3.8% - Do not use
Inserts
7.2% - Decrease
9.0% - Increase
29.6% - Same
54.2% - Do not use
Mobile Marketing via Web/apps
0.3% - Decrease
35.1% - Increase
15.3% - Same
49.3% - Do not use
Mobile Marketing via text/SMS/phone
0.8% - Decrease
24.9% - Increase
15.6% - Same
58.7% - Do not use
Search Engine Marketing*
3.8% - Decrease
51.0% - Increase
28.8% - Same
16.4% - Do not use
Social Media Marketing*
3.0% - Decrease
63.0% - Increase
18.7% - Same
15.3% - Do not use
Social Media Paid Marketing*
2.2% - Decrease
30.7% - Increase
21.6% - Same
45.5% - Do not use
Telemarketing*
6.0% - Decrease
20.3% - Increase
25.2% - Same
48.5% - Do not use
Webcasts
2.5% - Decrease
27.4% - Increase
20.3% - Same
49.8% - Do not use
Marketing Technologies Planning 2012 vs 2011
Bar Code QR Codes, etc
1.1% - Decrease
25.1% - Increase
15.6% - Same
48.2% - Do not use
Automated Response/Trigger Messages
0.8% - Decrease
39.2% - Increase
19.5% - Same
40.5% - Do not use
Blogs*
0.8% - Decrease
45.5% - Increase
18.1% - Same
35.6% - Do not use
Content Marketing*
0.8% - Decrease
62.2% - Increase
20.0% - Same
17.0% - Do not use
GPS/Location Marketing
0.5% - Decrease
10.2% - Increase
9.0% - Same
80.3% - Do not use
Loyalty Programs*
1.1% - Decrease
27.1% - Increase
21.4% - Same
50.4% - Do not use
Mobile SMS
0.8% - Decrease
19.7% - Increase
11.3% - Same
68.2% - Do not use
Mobile Optimized Website
0.5% - Decrease
37.8% - Increase
11.8% - Same
49.9% - Do not use
Mobile apps
1.1% - Decrease
31.5% - Increase
11.5% - Same
55.9% - Do not use
Personalization*
0.8% - Decrease
44.7% - Increase
23.3% - Same
31.2% - Do not use
Personalized URLs (PURLs)*
1.7% - Decrease
24.4% - Increase
13.4% - Same
60.5% - Do not use
Podcasts
1.4% - Decrease
16.4% - Increase
11.5% - Same
70.7% - Do not use
Response Boosters*
1.6% - Decrease
12.3% - Increase
11.9% - Same
74.2% - Do not use
Variable Data Printing*
0.8% - Decrease
16.4% - Increase
15.7% - Same
67.1% - Do not use
Video
1.1% - Decrease
52.1% - Increase
13.2% - Same
33.6% - Do not use
Webinars*
1.4% - Decrease
35.1% - Increase
16.4% - Same
47.1% - Do not use
Delivery Use Methods 2012 vs 2011
Advertising on outside websites
56.2% - 2011
46.6% - 2012
Affiliate Marketing
40.8% - 2011
32.6% - 2012
Direct Mail*
69.0% - 2011
65.8% - 2012
DR Radio
15.1% - 2011
11.2% - 2012
Direct Response Space (magazine, newspapers, etc.)
29.3% - 2011
27.9% - 2012
Direct Response television
14.2% - 2011
9.3% - 2012
E-Mail*
86.3% - 2011
83.3% - 2012
Insert Media*
28.8% - 2011
23.3% - 2012
Mobile Marketing – Mobile Web Apps
31.8% - 2011
12.9% - 2012
Mobile Marketing – text/SMS/phone
24.9% - 2011
10.7% - 2012
Search Engine Marketing*
58.9% - 2011
46.8% - 2012
Search Engine Optimization*
66.8% - 2011
51.5% - 2012
Social Media Marketing*
67.4% - 2011
56.4% - 2012
Social Media Marketing – Paid Advertising*
34.8% - 2011
19.2% - 2012
Telemarketing*
35.6% - 2011
31.2% - 2012
Webcasts
34.2% - 2011
20.8% - 2012
*Designates primary Larson Service
All this is not an open checkbook on spending by businesses. If you read between the lines you will be seeing a spending that takes into account careful consideration of what is happening in the economy. The major growth is where the traffic is highest and thus so is the return in advertising budget.
Direct mail and E-mail continue to be the most used marketing channels used. Both have a high return rate in both customer retention and new account acquisition.
Social & Mobile are the big growth areas, not because of result but partly because they are new. Social Media Marketing will continue to be a time eater for most companies who don’t know how to keep a balance in monitoring and their legal department’s reluctance at possible bad exposure. Adding to the dilemma is the unknown ROI (Return on Investment) because they can’t keep records of what they are getting in response. So, when, where and how is the real question here. If you get into mobile you can expect to see 10% to 15% more hits on your web site and that is never a bad thing, for possible sales and for page ranking.
Web and SEO Marketing You want to own the first page of Google, Bing and Yahoo Search. Dominate that 1st and 2nd page that comes up in your key words for your organic search. Search Engine Optimization and Search Engine Marketing (SEO) (SEM), content marketing, landing page creation, blogs, and social media marketing can all help you own that 1st and 2nd page. Can it happen? Oh yes! Can it happen for you and your business? I know it can if you want it bad enough. You can have 3, 4, 5 if not all the listings on the 1st page of an organic search and most people do not get past page 1 maybe page 2, but that’s it.
What is “The Next Big Thing”? Bar codes, QR codes or maybe Web video? You tell me. Indications are that QR codes are finding their place in marketing but not as much as we were lead to believe at this time last year. Yes you will see more of them but it is more of an afterthought in marketing not a major piece of the puzzle.
Larson Notes & Satire: So what your next move? I am betting that when the gurus of marketing do their mid-year surveys we are going to see some major swings as to what companies are doing and how they are changing their plans. The surveys we review where based off of 56% of companies less than $100,000. 16% of companies $100,000-$499,000, 5% of companies $500,000-$999,999, 10% companies 1million to $5 million, 7% over $5 million and 6% in I don’t know land. My guess is that these statistics are going to be in line with you, the kind of people and companies that are reading my blog here.
So now you ask, where am I putting my efforts this year? Well my 3 legged stool attack remains intact. Telemarketing, Social Media and Direct mail, that my friend is not going to change, it is just too powerful. Then add in my blog and email staying deep penetration in our multilevel attack. The new big “spend” in money and time is in F2F networking. It has been a few years since I was out and about doing in your face networking and 2012 will see this area as the MAJOR push for me and that is not even on the charts is it? Considering it has brought in 2 new accounts all ready this year how can we knock success?
When we look to hiring for 2012 we see a personal increase of 17 people in our telemarketing department at a minimum, and our web work will remain pretty steady with maybe 1 or 2 new hirers with support staff increasing 2 or 3.
“We don’t sell lists, we find customers.”
Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix? Call today and find out.
In order to achieve their goal of finding more customers, marketers will but using a variety of on and offline ideas. The largest investment will be, of course, online. E-commerce is the fastest going demographic of customers and companies know that they need to reach this wellspring of potential income. 74% of marketers increased their online budgets this year. 41% increased event marketing and 36% their direct mail.
For those of you who what to see where everyone else is spending keep reading but I will warn you, don’t use another companies marketing spending as a cookie cutter approach to creating your marketing planning and spending. Your company is, I am sure, not like theirs even if both companies are in the same market. Yet it is a good idea to look at what other companies are planning to see if you missed something and might want to tweek your plan.
Spending Plans 2012 vs 2011
Marketing on outside websites
5.8% - Decrease
35.1% - Increase
31.7% - Same
27.4% - Do not use
Direct Mail*
12.6% - Decrease
31.2% - Increase
38.1% - Same
18.1% - Do not use
DR Radio
3.8% - Decrease
9.9% - Increase
11.8% - Same
74.5% - Do not use
Direct Response Space (newspapers, magazines, etc)
9.6% - Decrease
18.6% - Increase
27.4% - Same
44.4% - Do not use
Direct Response TV
3.8% - Decrease
7.7% - Increase
12.6% - Same
75.9% - Do not use
E-Mail*
1.4% - Decrease
64.7% - Increase
30.1% - Same
3.8% - Do not use
Inserts
7.2% - Decrease
9.0% - Increase
29.6% - Same
54.2% - Do not use
Mobile Marketing via Web/apps
0.3% - Decrease
35.1% - Increase
15.3% - Same
49.3% - Do not use
Mobile Marketing via text/SMS/phone
0.8% - Decrease
24.9% - Increase
15.6% - Same
58.7% - Do not use
Search Engine Marketing*
3.8% - Decrease
51.0% - Increase
28.8% - Same
16.4% - Do not use
Social Media Marketing*
3.0% - Decrease
63.0% - Increase
18.7% - Same
15.3% - Do not use
Social Media Paid Marketing*
2.2% - Decrease
30.7% - Increase
21.6% - Same
45.5% - Do not use
Telemarketing*
6.0% - Decrease
20.3% - Increase
25.2% - Same
48.5% - Do not use
Webcasts
2.5% - Decrease
27.4% - Increase
20.3% - Same
49.8% - Do not use
Marketing Technologies Planning 2012 vs 2011
Bar Code QR Codes, etc
1.1% - Decrease
25.1% - Increase
15.6% - Same
48.2% - Do not use
Automated Response/Trigger Messages
0.8% - Decrease
39.2% - Increase
19.5% - Same
40.5% - Do not use
Blogs*
0.8% - Decrease
45.5% - Increase
18.1% - Same
35.6% - Do not use
Content Marketing*
0.8% - Decrease
62.2% - Increase
20.0% - Same
17.0% - Do not use
GPS/Location Marketing
0.5% - Decrease
10.2% - Increase
9.0% - Same
80.3% - Do not use
Loyalty Programs*
1.1% - Decrease
27.1% - Increase
21.4% - Same
50.4% - Do not use
Mobile SMS
0.8% - Decrease
19.7% - Increase
11.3% - Same
68.2% - Do not use
Mobile Optimized Website
0.5% - Decrease
37.8% - Increase
11.8% - Same
49.9% - Do not use
Mobile apps
1.1% - Decrease
31.5% - Increase
11.5% - Same
55.9% - Do not use
Personalization*
0.8% - Decrease
44.7% - Increase
23.3% - Same
31.2% - Do not use
Personalized URLs (PURLs)*
1.7% - Decrease
24.4% - Increase
13.4% - Same
60.5% - Do not use
Podcasts
1.4% - Decrease
16.4% - Increase
11.5% - Same
70.7% - Do not use
Response Boosters*
1.6% - Decrease
12.3% - Increase
11.9% - Same
74.2% - Do not use
Variable Data Printing*
0.8% - Decrease
16.4% - Increase
15.7% - Same
67.1% - Do not use
Video
1.1% - Decrease
52.1% - Increase
13.2% - Same
33.6% - Do not use
Webinars*
1.4% - Decrease
35.1% - Increase
16.4% - Same
47.1% - Do not use
Delivery Use Methods 2012 vs 2011
Advertising on outside websites
56.2% - 2011
46.6% - 2012
Affiliate Marketing
40.8% - 2011
32.6% - 2012
Direct Mail*
69.0% - 2011
65.8% - 2012
DR Radio
15.1% - 2011
11.2% - 2012
Direct Response Space (magazine, newspapers, etc.)
29.3% - 2011
27.9% - 2012
Direct Response television
14.2% - 2011
9.3% - 2012
E-Mail*
86.3% - 2011
83.3% - 2012
Insert Media*
28.8% - 2011
23.3% - 2012
Mobile Marketing – Mobile Web Apps
31.8% - 2011
12.9% - 2012
Mobile Marketing – text/SMS/phone
24.9% - 2011
10.7% - 2012
Search Engine Marketing*
58.9% - 2011
46.8% - 2012
Search Engine Optimization*
66.8% - 2011
51.5% - 2012
Social Media Marketing*
67.4% - 2011
56.4% - 2012
Social Media Marketing – Paid Advertising*
34.8% - 2011
19.2% - 2012
Telemarketing*
35.6% - 2011
31.2% - 2012
Webcasts
34.2% - 2011
20.8% - 2012
*Designates primary Larson Service
All this is not an open checkbook on spending by businesses. If you read between the lines you will be seeing a spending that takes into account careful consideration of what is happening in the economy. The major growth is where the traffic is highest and thus so is the return in advertising budget.
Direct mail and E-mail continue to be the most used marketing channels used. Both have a high return rate in both customer retention and new account acquisition.
Social & Mobile are the big growth areas, not because of result but partly because they are new. Social Media Marketing will continue to be a time eater for most companies who don’t know how to keep a balance in monitoring and their legal department’s reluctance at possible bad exposure. Adding to the dilemma is the unknown ROI (Return on Investment) because they can’t keep records of what they are getting in response. So, when, where and how is the real question here. If you get into mobile you can expect to see 10% to 15% more hits on your web site and that is never a bad thing, for possible sales and for page ranking.
Web and SEO Marketing You want to own the first page of Google, Bing and Yahoo Search. Dominate that 1st and 2nd page that comes up in your key words for your organic search. Search Engine Optimization and Search Engine Marketing (SEO) (SEM), content marketing, landing page creation, blogs, and social media marketing can all help you own that 1st and 2nd page. Can it happen? Oh yes! Can it happen for you and your business? I know it can if you want it bad enough. You can have 3, 4, 5 if not all the listings on the 1st page of an organic search and most people do not get past page 1 maybe page 2, but that’s it.
What is “The Next Big Thing”? Bar codes, QR codes or maybe Web video? You tell me. Indications are that QR codes are finding their place in marketing but not as much as we were lead to believe at this time last year. Yes you will see more of them but it is more of an afterthought in marketing not a major piece of the puzzle.
Larson Notes & Satire: So what your next move? I am betting that when the gurus of marketing do their mid-year surveys we are going to see some major swings as to what companies are doing and how they are changing their plans. The surveys we review where based off of 56% of companies less than $100,000. 16% of companies $100,000-$499,000, 5% of companies $500,000-$999,999, 10% companies 1million to $5 million, 7% over $5 million and 6% in I don’t know land. My guess is that these statistics are going to be in line with you, the kind of people and companies that are reading my blog here.
So now you ask, where am I putting my efforts this year? Well my 3 legged stool attack remains intact. Telemarketing, Social Media and Direct mail, that my friend is not going to change, it is just too powerful. Then add in my blog and email staying deep penetration in our multilevel attack. The new big “spend” in money and time is in F2F networking. It has been a few years since I was out and about doing in your face networking and 2012 will see this area as the MAJOR push for me and that is not even on the charts is it? Considering it has brought in 2 new accounts all ready this year how can we knock success?
When we look to hiring for 2012 we see a personal increase of 17 people in our telemarketing department at a minimum, and our web work will remain pretty steady with maybe 1 or 2 new hirers with support staff increasing 2 or 3.
“We don’t sell lists, we find customers.”
Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate
P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix? Call today and find out.
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