Sage Partner Advantage Wednesday Webcast...

Sage Partner Advantage Wednesday Webcast Series

Tom Hume - Channel Marketing

Conference Call Dial-in instructions

•Conference call 877 374-4822

•Conference code 267-778-7196#

2

Critical areas of your business

March

Marketing

Madness!

3

Wednesday Webcast Series• Space is limited!

• Miss a week…catch the recording– www.sagepartnerportal.com

• Sign-up for upcoming webcasts at:– www.sagepartnerportal.com

• Lines will be muted; please send in questions via Webex Q&A

4

No Webcast Next Week (March 26):

End of Quarter Selling Push

5

Today’s webcast:Marketing in a down economy:

Grand Slam Nurture Marketing

• In this Webcast, you will learn how to make the most of every opportunity you have by tapping into the power of Nurture Marketing. Keep your customers, gain valuable referral business, and make the most of every lead.

• Kimberly Clark, Managing Director – The Spectrum Services Group

6

Your “Coach” Kimberly Clark

Grand Slam

Nurture Marketing

7

•Objectives of today's webcast

•How and where nurture marketing fits in

•Nurture marketing tools and tips

•Keeping costs in check

•The next steps toward implementing your own nurture marketing

campaign

•Q & A

Agenda

8

Coaching ObjectivesAfter participating in this webinar, you will be able

to:

•Identify nurture marketing materials which

educate current clients as well as attract new

business.

•Produce a nurture marketing calendar that is

easy to execute.

•Load the bases, hit a home run, and get your

prospects (and clients) over home plate for more

sales.

9

Where Does Nurture Marketing Fit?

10

What is Nurture Marketing?

• The practice of sending multiple communications over time

to your customers, prospects, and affiliates.

• A way to keep prospects “warm” over a long sales cycle.

• A consistent way to keep your name in front of decision

makers, increasing the possibility that they call you when a

need arises.

• Increases the awareness of your solutions.

11

Who do you Nurture?

• Prospects in your pipeline

• Clients (current and otherwise)

• Affiliates

12

Nurture Marketing Tools• Success Stories

• Newsletters

• Industry Articles and White Papers (with cover letter)

• Press Releases

• Special Events, i.e.: Sage Summit, Training Classes,

Seminars, User Conferences, etc.

• Holiday Mailings

• Holiday Gatherings

• Follow Up Phone Calls

13

Success Stories

• Sales Tool

• Nurture Tool

• Quantifiable Results

• Amount

• Planning

14

Newsletters

• Audience

– Prospects, Clients & Affiliates

• Content

– Focus on company, not product

• Timing

– 30-60 days start to finish

15

Industry Articles

• Demonstrate that you are “in touch” with the industry.

• Allow you to take on an educational, trusted advisor role.

• Process

– Research

– Cover Letter

– Distribution

– Audience

16

Press Releases• Uses

– Nurture Marketing– Ongoing Marketing– Media Exposure

• Tips– Write with the reader in mind– Standardized format– Attention grabbing headlines– Short and sweet is key

17

Events

• Sage Summit

• Webcasts

• Training Classes

• Seminars

• User Groups

• Holidays

18

Follow Up Calls

• Tailor your message

• Know who you’re calling

• Know why you’re calling

• Timing

19

Who Gets What?

20

Keeping Costs in Check

Print• Paper Size• Folds• Paper Type• Color• Outsource vs. In-House

E-mail• CanSpam compliance

21

The Grand Slam Plan• Load the Bases: After all, you’ll need someone to nurture.• Plan: Develop a Nurture Marketing Calendar.• Execute: Stay on Track…Timing is Important!• Measurement: How will you keep track of results?

22

Special Offer

Complimentary Marketing Needs Analysis

www.TheSpectrumServicesGroup.com/Sage

23

Questions?

24

www.TheSpectrumServicesGroup.com

Kimberly@TheSpectrumServicesGroup.com

1 (800) 881-3312

Complimentary Marketing Needs Analysiswww.TheSpectrumServicesGroup.com/Sage