Zerobyte Presentation
- 1. Offered Sell By: Market Support A Guaranteed process to MARKET-SELL-SUPPORT On pay-for-success basis
- 2. WHAT CAN WE DO FOR YOU? Market you to small, mid-sized, and large Businesses Geography: United Kingdom, North America and India No-one can offer such a wide spectrum of Marketing services at this price-point Our Fees = Monthly Retainer + Approved Real Expenses + % business acquired Our goal: Build and maintain lifetime customer relationships in Kolkata for you
- 3. Why Zerobyte? Sales/Marketing is Zerobytes key Marketing/Support done strength right can make Zerobyte is involved B2B & difference between B2C Sales & Marketing for acquiring a one-time 15 years customer & Effective marketing requires successful research and A lifetime relationship ! analysis not traditionally available to Ad agencies By educating prospects about Your Organization, we can help make a significant impact on sales pipeline.
- 4. B2B Sales/Marketing Statistics Why focus on customer retention? It is 6-7 times more expensive to gain a new customer than retain an existing customer (Harvard Business Review) A 5% increase in retention yields profit increases of 25 to 100 percent (Bain and Company) Repeat customers spend, on average, 67 percent more (Bain and Company) After 3 successful experiences, a customer has referred up to seven people (Bain and Company) On average it takes 16 attempts to turn a B2B prospect into a first time customer. Zerobyte does exactly that. All too often, customer retention only becomes the strategy to save the business after the customer has fled
- 5. Customer Relationships The Big Picture MARKET (find) SELL (get) SUPPORT (keep)
- 6. Investment vs. Return Expense and Time Revenue and Profit Find ne w le a d s HCO Focus Turn le a d s into c us to m e rs Where the profits are! Re ta in lo y a l c us to m e rs
- 7. Loyal Customer Impact Profits from price premium Profits from referrals Profits from reduced operating costs Profit from increased purchases and higher balances Base Profit 0 1 2 3 4 5 6 7 Year Acquisition Retention
- 8. Finding the Right Mix Investment Allocation Example Acquisition Objectives Start-up 1-5 years 5+ years New Customers Market 95% 75% 60% Awareness Brand Identity Retention Objectives Repeat business Life-time customers Referral business 5% 25% 40% Greater profitability Reduce churn
- 9. Alternatives Customer Relationship Management In the past, customer loyalty was primarily done through direct marketing initiatives. These proved to be too expensive for many businesses CRM drastically changed the economics making customer support a vital part of marketing to HCOs of all sizes and types.
- 10. Why CRM should be a vital part of your Marketing pitch? Impact: 20x more cost effective than traditional methods Immediate: 85% of responses are favorable and immediate Measurable: Through Zerobytes online CRM tool Inexpensive: Low monthly payments to fit customers budget Effective: Up to 78% of the prospects respond to initial offer Preferred: Up to 75% of clients prefers to make decisions with CRM factored in their decision-making process Easy: Marketing pitch with strong CRM focus makes it easier for health care professionals to make a buying or recommendation.
- 11. CRM tool: Lead Management System Online marketing, reporting and tracking tool! Dont throw your leads away! Market Whatever you do to drive traffic to your business, be sure to offer the opportunity for visitors to join your mailing list. Build a strong relationship while communicating product Sell information, industry news and special offers to prospects Build credibility and convert your prospects to customers. Support Keep your business in front of your customers. Send them special offers, critical information, educational tools and tips.
- 12. What does it take to create a winning marketing strategy for YOU? Understanding the needs of target customer A compelling pitch Competitive awareness Winning Marketing tools Professional Marketing team
- 13. Sell Market Support Creating A Winning Strategy for YOU
- 14. A Winning Strategy for YOU Includes Setting marketing objectives Identifying potential buyers & interests Determining compelling message and format Educating customer on benefits of BPO Creating a market research program Building professional communications tools Analyzing results from Market Research Refining Marketing strategy continuously!
- 15. What does Setting Objectives mean? Define objectives: I want to Educate prospects Enhance customer / brand awareness Interact with my customers Increase event attendance Bring visitors to my website Obtain data for my market research Use objectives to determine What information to collect? What type of communication to use? Frequency of communication? How to measure success/failure?
- 16. Identifying Potential Customers with online Lead Management Tool Collect customer data and permission at every customer contact point: Telephone Webinar enrollment Website visits References Find / Track Leads E-mails Inquiry calls
- 17. Gathering Potential Customers Interests Use data collected to send your potential customers only what they want Learn about your potential customers interests Collect names to personalize emails Add FREE seminars/webinars to attract potential customers
- 18. The Marketing Tools Print Ad / Collaterals Online presence/ references CD-Rom/PowerPoint Video (BPO benefits) Press Release TV/Radio Commercials Research Telemarketing
- 19. Marketing Campaign Checklist Questions we ask ourselves before we launch Are we prepared to handle inbound responses and questions resulting from our outbound campaigns? Is the follow through process well defined? Are we going to miss any opportunity to open a two-way dialogue with any interested prospects? Have we appropriately explained our process? Have we proofread the pitch copy thoroughly? Have we checked all links in our e-mail campaign to be sure they lead to right sections of our website? Have we tested our marketing tools prior to a campaign?
- 20. Checking Legal Compliance Before Proceeding with Campaign Does our Pitch meet all legal requirements? Are we prepared to handle all enquiries/ demos within legal limits of jurisdictions? Have we reviewed all legal issues & compliance? Is our contract straightforward, vs. misleading? Is our physical address in our campaign UK (or India)? W hat is the consequence of non-delivery? W hat are the insurance requirements?
- 21. Evaluating the Results of Campaign Why does a campaign fail? Contacts are not decision makers HCOs are not looking for our services Message is not clear Effectiveness not properly tried out before launch Case studies not good enough References not strong enough Offer is not compelling enough Price is not competitive enough
- 22. Evaluating the Results of Campaign Tracking what influences the campaign most? Online Tool Market Research Online Promotion Education/Seminar E-mail References
- 23. Evaluating the Results of Campaign What did people respond to? W ebinar Free Trial offer Demo offer What were they interested in? Track-Analyze-Follow Up
- 24. Refining the Campaign Strategy Date campaign started and target audience Medium Content quantity & quality Call to action Recipient feedback Continually fine tune communication strategy
- 25. The Bottom Line Campaign Leads to Perception, Perception Leads to Business RAJESH MONDAL Director , Client Services zerobyte@indiatimes.com www.zero-byte.in +91 967-426-4776
Editor's Notes
- #16: Drives Repeat Traffic and Sales Enhances Business/Customer Relationships Builds Customer Loyalty Increases Brand Awareness Increases Lifetime Customer Value
- #17: Place your email list sign-up on your homepage above the fold You may also want to place it on other pages, like "news" or "contact us" but whatever you do, don't hide it! Same goes for your guest book. Place it prominently. Ask your employees to make it a part of their routine to ask customers if they would like to receive your newsletter, to receive special promotions, or to be notified of private sales and events.
- #22: Drives Repeat Traffic and Sales Enhances Business/Customer Relationships Builds Customer Loyalty Increases Brand Awareness Increases Lifetime Customer Value
- #23: Drives Repeat Traffic and Sales Enhances Business/Customer Relationships Builds Customer Loyalty Increases Brand Awareness Increases Lifetime Customer Value
- #24: Drives Repeat Traffic and Sales Enhances Business/Customer Relationships Builds Customer Loyalty Increases Brand Awareness Increases Lifetime Customer Value
- #25: Drives Repeat Traffic and Sales Enhances Business/Customer Relationships Builds Customer Loyalty Increases Brand Awareness Increases Lifetime Customer Value
- #26: Drives Repeat Traffic and Sales Enhances Business/Customer Relationships Builds Customer Loyalty Increases Brand Awareness Increases Lifetime Customer Value