Upload
others
View
4
Download
0
Embed Size (px)
Citation preview
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
1 (800) 881-3312
Complimentary Marketing Needs Analysiswww.TheSpectrumServicesGroup.com/Sage