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prospects Archives - Syneka Marketing

Aligning business goals and marketing outcomes

By | Advice for Businesses | No Comments

A business plan identifies what you want to achieve for your business, while a marketing plan will look at how to achieve these outcomes.

Unfortunately, it is far too common for businesses to view marketing as a series of tactics, where the ability to measure outcomes is diminished. The danger with this approach is that often the wrong questions are being asked. For example, a business may want to increase website visitations, but fails to ask the right question in terms how do I gain value from website visitors? Who is it needs to visit my website and why?

An execution or tactical led approach to marketing also fails to encapsulate the entire customer journey, as well as the role of others who may be influencing the purchase decision. While there may be an attempt to shoe-horn a strategy into a tactic, it will still fail to understand the overall marketing approach adopted across your business.

Execution led approaches fail to understand the real definition of marketing, and the alignment it should have with the strategic direction of a business.

services

A strategy led marketing approach ensures there is an understanding of each of the touchpoints required for your business to interact with initial prospects right through to becoming a repeat customer. This approach provides the ability to define the overall experience that is required to achieve customer acquisition and retention, as well as the metrics required to measure tangible outcomes.

In addition, a strategy led approach understands how best to utilise marketing resources to achieve the direction identified in your business plan. This ensures that marketing outcomes are consistent with your value proposition to build the capacity of your business.

The end result is marketing that is measurable and enables you to evaluate outcomes and consider the overall return on investment.

Introducing the Membership Growth Toolkit – Grow your membership and revenue

By | Advice for Businesses, Advice for Not-for-profit Organisations and Charities, News | No Comments

Every association, community organisation, sporting/leisure club and educational institution worldwide – needs to grow their membership and their member revenue. Membership Growth in conjunction with Syneka Marketing, has just launched the most powerful member building program ever produced.

THE MEMBERSHIP GROWTH TOOLKIT –the only membership program you will ever need!

Membership Growth Together

The ideas, guidelines, templates and exercises in The Membership Growth Toolkit (complete with worksheets, case studies and practical examples) will give you the most dynamic, step-by-step plan to dramatically increase your membership this year and for the future. It is a program that you can tailor to your unique membership building requirements – it is simple to use and will allow you to achieve your membership goals effectively, efficiently and with ease.

The Membership Growth Toolkit is divided into nine chapters – each one detailing ways to increase your membership. After a solid overview, with tips and hints to get the most from your program (chapter 1) we move into marketing strategies for recruitment and retention (chapter 2) followed by a complete guide to member recruitment in chapter 3. Once you have solid recruitment plans in place, we move to chapter 4 – member retention – and cover first year member management, how to communicate and engage with your members and how to give and receive quality member feedback.

Chapter 5 covers the vital areas of developing your renewals campaign as well as key ways to win back lost or late paying members. We then move to chapter 6 on building your member revenue – through diverse ways to sell membership upgrades, products, services (such as professional development) and using your member data base to gain more revenue, more often from your members. Chapter 7 will take you through a number of key methods to ensure that you will stabilise your membership and continue to recruit new members, even when times get tough. Never mind what the market is doing, it is what you are doing that counts, in order to ensure future sustainability.

The membership growth tookit is a comprehensive membership resource

The Membership Growth Tookit is a comprehensive membership resource

First impressions matter, and in Chapter 8 you will discover ways to develop and implement creative concepts and materials to ensure members and prospects alike are fully aware of your organisation and your brand. The final chapter 9 will assist you in getting the absolute best with your on-line strategies including your website, social media and other internet tools to build member relationships and loyalty.
The Membership Growth Toolkit is easy to order, is packed with value adding extras and is the only resource you will ever need to build your membership and your membership revenue.

View the Membership Growth Toolkit at www.membershipgrowthtoolkit.com.au

Creating a Successful Sales Team – seven things every sales person needs to know

By | Advice for Businesses | No Comments

Generating sales is essential for any business and it is important to have the right approach with prospective customers and clients.  We’ve compiled seven tips that we believe are essential for anyone involved in generating sales for your business.

  1. Successful sales people put their customers/prospects at ease by conversing in a relaxed style, asking quality questions and genuinely listening to what the other person says.
  2. Successful sales people appreciate that customers would rather talk about their needs (and not the need of the salesperson). They do not interrupt nor do they overwhelm customers/prospects with a load of verbose waffle.
  3. Successful sales people actually have a PURPOSE for being there! Customers/prospects appreciate that the call is well planned and well structured, thus saving them time and effort.
  4. Successful sales people are skilled at identifying NEEDS, creating SOLUTIONS to satisfy those needs and wrapping VALUE around the solution.
  5. Successful sales people possess flexibility as opposed to rigidity. They work within a structure and do the right thing for their customer and their company.
  6. Successful sales people work with their customer’s favorite buying strategy, rather than their favorite selling strategy. They adapt their sales style to the person’s buying style.
  7. Successful sales people seek OPPORTUNITIES every single time they visit a customer – internal and external opportunities to grow their customer’s business and the business of their company.

Sales is an interactive, two-way process. Sales is about understanding the needs of your customers and identifying the right solutions that solve these requirements through delivering tangible value.

 

Delivering Sales in Business

Five Questions Every Prospect Will Ask (Themselves)

By | Advice, Advice for Businesses | No Comments

Whenever confronted with somebody who wants to sell them something, prospects ask five questions, in this order.

If the answer to all of them is not a resounding “yes,” a sale is not going to take place.

1. Do I want to do business with this person? Do I trust them?

Within two minutes after you meet a prospective customer, that person has probably decided whether they are willing to buy from you. That’s why first impressions, your appearance and building rapport are so important. Also, have you done your homework and researched this person’s company?

2. Do I want to do business with the firm this person represents?

There are two possible scenarios.

If the person is not yet familiar with your firm, it’s up to you to position it in a positive manner. If the customer is familiar with your firm, then you’ve either got a good reputation, a bad reputation (you’ve got to start with damage control) or a mediocre reputation–in which case, you’re back to positioning your firm to give the prospect a positive impression.

3. Do I want and need what this person is selling?

Through the conversation with the customer, you will discover needs (and requirements) that match your offering. The biggest mistake at this stage is breaking into the ‘sales pitch’. Remember: “Customers like to buy, but they hate being sold.”

4. Does the price and value meet my expectations?

The person has recognized the need, but is assessing whether or not what you’re selling is affordable–and, if affordable, worth the money. This entails weighing that need against the other demands that are vying for their attention and money. The customer may want (or have) competitive information that is competitive. Now is the time to stress value and benefits and diminish price and competition.

5. Is this the right time to buy?

A prospect can be completely ready to buy and yet still feel that it’s not the right time. They may believe that holding out will result in a discount, or they simply are not in a hurry to decide. What can you do, when gaining positive responses from one to four above, to move to the commitment stage?