Tag Archives: Relationship Marketing

Relationship Marketing Tips

Are you in the habit of keeping in touch with your prospects and clients through Relationship Marketing?  Are you aware of this marketing strategy?

relationship marketing
Are you relationship building?

Here are some tips which you should find interesting and that you may not be aware of:

  • People like to know you have thought of them without trying to sell them something! This is the key to Relationship Marketing.
  • MOST people in sales don’t follow-up after their first call! Is this you? If so you are losing business by not keeping in touch!
  • NO NOW DOESN’T MEAN NO NEVER! Keep in touch until your prospects are ready to buy.
  • A 5% increase in customer retention can increase profitability by 75%. Do you check your customers are happy?
  • Only 10% of sales people make contact more than 3 times, but 80% of sales are made on the 5th-12th contact!
  • A simple note card with a heartfelt message and no other agenda can help you be remembered so that your existing customers will buy from you again.
  • Price is not the main reason prospects are put off. It is usually due to the overall poor quality of their buying experience.
  • 96% of unhappy customers don’t complain. However 91% of those unhappy customers will simply leave and buy elsewhere.
  •  By building thank-you note sending into your business it will, without doubt, enhance your ability to get qualified referrals or quality introductions.
  • A 5% reduction in customer defection rate can increase profits by 5-95%.
  • You should stop constantly looking for new customers and looking after the ones you have already! Your existing customers are far more likely to buy again from you over a new prospect
  • The main reason your customers leave you is through perceived indifference and feeling taken for granted.
  • If you never keep in touch with your customers after the first sale how are they expected to know you are still in business?
  • You need to stop selling your products and services to people and start authentically promoting what you have to offer.
  • Customers who feel appreciated make more referrals which costs you nothing in advertising costs.
  • You never know when your prospects will be ready to make a buying decision, so make sure you keep in regular contact for when the time is right.
  • You need to offer the best solution or how your product/service can fill a need rather than focusing on just the sale.
  • The likelihood of selling to an existing customer is 60-70%. The likelihood of selling to a new customer is 5-20%.
  • You shouldn’t turn the sending of a Christmas or Birthday card into a marketing message. Keep in touch without any other agenda & you’re much more likely to secure repeat business & referrals.
  • 82% of satisfied customers WILL COME BACK, 91% OF UNSATISFIED CUSTOMERS WILL NEVER BE BACK!
  • Relationship Marketing imperative in your business. It helps to build lifelong, lasting customer relationships which will keep them coming back again and again.
  • 80% of your communication should be based on friendship/celebration. Marketing messages should form 20% and come second.
  • Attracting a new customer can cost as much as 15 times more than retaining an existing customer.
  • 20% of your customers bring you 80% of your revenue. Do you ensure your VIPs are well looked after?
  • It is a known fact that it is easier to obtain repeat business/referrals from existing customers. Are you always look for new ones? Why?
  • If you select one customer each day to send one unexpected personal note your business will be transformed in a year!
  • Customers who become your ‘raving fans’ can provide you with as much as 80% more referrals.
  • For every month that your customers & prospects do not hear from you, you lose 10% of your influence over their buying decisions & referrals of new customers.
  • 79% of leads are NEVER followed up! IS THIS YOU?
  • You need to have a simple, convenient system in place to keep in contact with your business connections on a regular basis. Creating a good system, either manual or automated, to keep in touch with your customers is the KEY TO HAPPY CUSTOMERS. If you haven’t got one, why not?
  • 48% of sales people never follow up with a prospect. Are you guilty of this?
  • It’s all in the close! Do you thank your new customer for their business & ask them on a scale of 1 – 10 how often they’d like to hear from you?
  • 80% of sales are made on the 5th to 12th contact? How often do you contact a prospect before giving-up?
  • You need to set time aside to follow-up each day. Is it something you are always putting-off until tomorrow? Then you are losing valuable sales in the process.
  • There are 5 Common Follow-Up Mistakes: No follow-up, weak or irrelevant follow-up, going straight in with a sales pitch and having no system to track follow-up. How many of these mistakes are you making?
  • You can increase word of mouth referrals for your business simply by making a habit of sending personal notes to your customers.
  • If you focus on getting referrals rather than hunt for new business the friends, family and associates of your current customers will enable you to have business come back to you PRE-SOLD!
  • Sending cards is one of the most powerful sales tools today. In this ever increasing technological age, that is getting so impersonal, handwritten notes are worth their ‘weight in gold’.

Has this list made you think about your current Relationship Marketing Strategy? How’s your current strategy working for you? Is it time to have a major overhaul in the way you are treating your prospects/clients?

If you could do with a helping hand grab my FREE e-book and join the 30 Day Relationship Marketing Challenge.  It won’t cost you a penny!

Use this link: The 30Day Relationship Marketing Challenge

Nicky @NickyClaydon

Nicky @NickyClaydon

Using email marketing to build business relationships

A key way of staying connected with your prospects and customers and increase customer loyalty is by using email marketing to build business relationships.  Although many business owners are aware of email marketing, the percentage who actually use it, as a marketing strategy, is relatively small as many are put off due to being overwhelmed by the mechanics of setting-up an email campaign. It is important that you use email as part of your relationship marketing strategy, even if you only use it to keep in touch on a quarterly basis, as it is a really easy way to keep your business connections informed and will cost you very little, other than the time it takes to compose an e-mail once you’ve set your contacts up.

e-mail marketing
Relationship Marketing with E-Mail

Remember, the content of your emails should focus on giving value and information rather than being focused solely on wanting to secure sales.

Asking permission is really important

The one thing you need to ensure you do is to make sure that your business contacts are happy to receive regular email updates from you. If you add them to your list through meeting them via a networking meeting and them handing you a business card this does not equate to them giving you their express permission to add them to your list. MAKE SURE YOU DO NOT BECOME THE DREADED NETWORKING NEWSLETTER JUNKY!

If you have a website you can have an e-mail subscription box on your website or you can include a tick box at the end of your application form, for people purchasing your product/service, giving you authority to contact them via email. Once they are on your list you also need to ensure that you have the facility for them to un-subscribe from it, at any time. There is nothing worse than being subscribed to a list then to find that there is no way of un-subscribing from it! If you subscribe people to your list without their permission this is classed as SPAM.

Who to use

There are many different email marketing companies that you can use to send e-mails via. Here are some of the more well-known ones that people use:

  • Mail Chimp
  • Get Response
  • Constant Contact
  • AWeber

Mail Chimp is free to use for up to 2,000 emails per month. Get Response, AWeber and Constant Contact are free to use for a month and then payable via a monthly subscription, thereafter.  The latter may not be free, like Mail Chimp, but there is much more functionality to these systems.

Setting-up your contact list

If your contacts are stored in Excel using a CSV (Comma Separated Values) file or tab-delimited file you can then import your contacts directly into emailing systems such as Mail Chimp. This is a relatively simple and straight forward process, but if you have hundreds of contacts this could take some time to organise.

Using a Virtual Assistant

This is something you should definitely consider if you know you haven’t the time to set this information up yourself due to limited time constraints.

Once your contacts are stored in Excel this information can be used to help you market your business, not just for your email marketing, but for many other applications too which could help you grow your business exponentially. Don’t be short-sighted and overlook the importance of organising this information for your business – it could be the best thing you ever do for your business!

I hope these tips have helped.

Until next time,

Nicky @NickyClaydon

 

 

 

 

 

 

 

 

 

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5 of the best CRM systems for Relationship Marketers

There are many tools for managing relationships and we all have our favourites – here are 5 of the best CRM (Customer Relationship Management) systems that are perfect for relationship marketers!

CRM
Which CRM

1. Capsule CRM

  • FREE
  • Simple – six core capabilities (managing relationships, sales pipeline, organises e-mail, saves contact histories, performs task management and complete customization)
  • Effective
  • Integrates with other popular web applications such as Google apps and more
  • Legendary 60 second start

The brilliant thing about Capsule CRM is that it enables you to manage your emails, so your inbox will never be a mess again, you will know who to email and when to get in touch.

Capsule CRM has a great price – free! However if you want premium integrations including Xero, FreshBooks, MailChimp, Wufoo & more you will pay a small fee of around £5 ($8) per month.

2. Infusionsoft

  • Easy to use
  • Comprehensive set of CRM tools
  • Automated features
  • Lots of additional extras like: e-mail marketing, billing and project management

Compared to others it is expensive and has a mandatory kickstarter coaching package (which isn’t cheap), but there are case studies of people reporting 310% increase in profit to growing revenue by 832%.  Although a little more expensive that other CRMs in the market place, you may consider it a really worthwhile investment, especially based upon other reviews, given by people using the Infusionsoft system, who sing Infusionsoft’s praises.

3.  Salesforce

  • $25 per user per month
  • Wide range of features
  • All-in-one cloud based CRM software for small business
  • Endless possibilities for expanding its core functionalities
  • Offers third-party integrations in a wide range of categories
  • Comprehensive customer service support

Salesforce is very popular due to all the additional features and extremely affordable for ‘one-man-band’ businesses.   However, pricing may be an issue for some small businesses as it is limited to 5 users at around £16 ($25) per user per month and if you want to upgrade to unlimited users it will cost about £42 ($65) per user per month.

4. Zoho CRM

  • FREE
  • Monthly or yearly pay-as-you go with no contracts
  • Wide range of features
  • Tutorials, webinars and community forum
  • Add 10 extra users at no extra cost

With Zoho you do have the limitation that there is no telephone support – this is only available if you have a paid account – but with all the additional features you are getting this may be easy to overlook.

And last, but not least:

5.  SendOutCards

  • FREE
  • No contracts, pay-as-you or monthly budget account (which can be cancelled at any time without penalty)
  • Use for direct marketing by sending real physical greetings cards from your phone, laptop or pc without the need to visit a post office – all done for you
  • No minimums or maximums when using it for direct mail
  • Easily import contacts via excel from other CRMs, sort into groups and send real physical cards via a campaign in minutes
  • No contracts, pay-as-you-go and monthly budget accounts which start from around £6.50 p.m. (the monthly accounts can be cancelled at any time without penalty)
  • Excellent customer service support via e-mail, phone/skype or via their on-line chat line

This gives you a brief overview of each system mentioned but if you click on the link for each one you can gain a further insight from each of the company’s websites.  There are many more but these are some of the most favoured in the marketplace today.  You might like to transfer your customer contacts to a virtual system like this or combine it with a manual system too.  Whatever you decide to do, ensure you get a CRM system in place for your business, as soon as possible, if you haven’t done so already.

I hope you find this review helpful and if you have any comments I would love to hear from you.

Until next time,

Nicky @NickyClaydon

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How to follow-up with your contacts manually!

The majority of people are really poor at follow-up and, as a result, they end-up doing considerably less business than they ultimately could.

follow-up
How often do you follow-up?

Did you know that the 80% of sales are made on the 5th to 12th contact and that only 10% of sales people make more than 3 contacts? Do you make contact more than 3 times?

The main reason people do not follow-up with their business contacts is often due to having a poor follow-up system or NO SYSTEM AT ALL!

Not everyone wants to use a system that is computer based, and there are lots of different ways you can have a manual system to follow-up and keep in touch with your prospects and customers. A lot of people are surprised to find that it takes very little time to set-up and put a manual system in place. The main benefit of having a manual system is that you can pick it up and take it with you, wherever you go, without relying on the need to have internet access.

Often people are much more productive if they have a visual reminder in front of them too, in order to keep in touch, rather than having to access their computer or mobile.

The system I would recommend to adopt, if you want to have a manual system, is to take an A4 ring binder and buy two sets of file dividers. One set with the days of the month (numbered 1-31) and one set with the months of the year. You then need a simple customer information sheet which you complete every time you meet a new prospect or secure a new customer. Once you have made contact, if they are not ready to buy now, you ascertain when would be a good time to call them back and then place them in the appropriate section of the file. Make sure that you harvest as much personal information as you can, when you are initially talking to them, as the more personal information you can glean helps you to relationship market with them in the future.  At the beginning of each month you then bring forward the follow-up sheets from the monthly section and file them in the relevant daily contact sections and continue this process on a daily/monthly basis throughout the year.

There are also other forms of this system you can use such as the A5 box system with A5 cards with you using the same type of dividers for the box system as you would the A4 file system.

By using this type of system, if done in a methodical way, you will ensure that you never forget to follow-up with a contact again. This can, of course, be used in conjunction with a computer based system if you so wish. The choice is yours. However, this manual system is all you really need for an effective follow-up strategy.

Is this something you feel would be really useful for you to utilise in your business?  I hope these tips have helped.  Please comment below if you need any further help of advice.

Until next time,

Nicky @NickyClaydon.

30 Day Relationship Marketing Challenge for Business

 

Challenge Definition:  Something that by its character or nature serves as a call to battle, contest, special effort, etc.

Relationship Marketing
Build Better Business Relationships

So what is the 30 Day Relationship Marketing Challenge for Business all about?

By building stronger relationships and making your customers feel appreciated you will ensure that they become your customers, not for just a one-off sale, but for life. They will consistently send their friends and family to you – referrals that cost you nothing!   The easiest and least expensive customers come from referrals and repeat business.  Most business owners and professionals miss this and spend too much time and money battling for new “cold” prospects.

Remember, the top reason customers stop doing business with you is often due to perceived indifference and feeling taken for granted. If your customers don’t hear from you how they will know you are with the same company or that the company is still in business!  The Challenge will ensure that you keep in touch with your business connections, on a regular basis, so this does not happen.

People do business with people they know, like and trust… and REMEMBER – if they don’t remember you it doesn’t matter how much they know, like and trust you!

Relationship Marketing
Unlock The Secret

 The biggest secret:

  • People want to know that you are thinking of them without always selling them something! This is the heart of relationship/appreciation marketing.
  • Keep in contact with your customers WITHOUT mention of your latest sale, offer or product and watch your relationships grow and your referrals double!
  • People often wonder how top salesmen achieve such high sales figures. It is due to many of them having this type of follow-up system in place.

How you can benefit from this Challenge:

  • If you’re running a small business from home this can sometimes be quite a solitary experience. You will benefit from connecting with other business owners/professionals forming new friendships, in niches that you might not previously have come across, which can be extremely educational and interesting.
  • When you put a good follow-up strategy in place it becomes second nature and becomes part of your daily working routine.
  • When you start receiving positive feed-back from business contacts that you have re-connected with you will get a complete ‘buzz’ out of it.
  • Through connecting with other business owners you will be able to network, support and share what their experiences are, throughout the Challenge, with helpful insights into what works well and what doesn’t work so well for them, in their businesses.
  • You will gain more repeat business and referrals all of which are FREE!
  • By concentrating more on forging stronger relationships, with your existing clients, you may find yourself in the position of not having the need to continually go out looking for new business.

Who’s this Challenge NOT for:

  • Those who aren’t prepared to seriously analyse the current actions they are taking in their business to keep in touch with their contacts, and be prepared to make a change, if appropriate.
  • Those who aren’t prepared to dedicate some time to fostering good business relationships over the next 12 months. There is no short-term fix, customer relationships are built over time.
  • If you don’t like being accountable in group situations and don’t like sharing your successes/failures, then this really isn’t for you.
  • If you believe that every contact you make with a customer needs to be sales related, i.e. plugging your latest product.

You’ve read all the pros and cons of The Challenge and you’re still interested in taking  just 30 minutes out of your day, for the next 30 days, to transform your business by keeping in touch with those who need to hear from you – all for FREE – join here:

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