Marketing

CRM for More Business

I know that before we can focus on closing sales, we have to button things up with putting leads on the table and keeping track of them. A couple proposals and follow ups slipped through the cracks recently, which has me worried. Want to work smarter, not harder. Need a system to know how we’re doing with the potential sales we’re working to get.

Thoughts of the Day: Marketing precedes sales, and it’s a huge topic. Build a system for tracking opportunities. Work that system to generate new business. Figure out how many opportunities convert from one stage of the pipeline to the next. Use the historical data to predict backwards and figure out how much you need at every stage of the pipeline in order to hit your goals.

Reaching your audience with marketing

People don’t know us. They don’t know who we are, what we stand for. It’s not so easy to reach people. Sometimes I feel like I’m just taking at people, but don’t really have their attention. What should we think about doing differently for marketing?

Thoughts of the Day: The good news is, you don’t have to reach everyone. But you do need to have something useful for the people you want to reach. Consider storytelling as a way to be memorable.

Getting Social Media Payoff

As a small business, I can’t afford to waste money on social media. What we’re spending seems wildly disproportionate to what we’re getting. How can I manage social media and the vendors I work with?   Thoughts of the…

Combining brands after an acquisition

“Just bought a product line from another company. It’s going to be a great growth opportunity for us, as we expose our clients to another solution that they can use every day. However, the brand transition is going to be work – lot of heavy lifting – just has to get done. Figuring out the integration of all the brands is not something I’m expert at. Any suggestions?”

Thoughts of the Day: Merging in acquisitions can be a great time to look at your overall brand identity. Do an asset and liabilities assessment of the existing and incoming brands. Consider the long term plans of the company. Think through what is the story behind the acquisition and how that story helps to improve what customers receive in the future.