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1 to 1 Marketing Building Share of Customer Building Share of Customer.

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Presentation on theme: "1 to 1 Marketing Building Share of Customer Building Share of Customer."— Presentation transcript:

1 1 to 1 Marketing Building Share of Customer Building Share of Customer

2 1. Selling more products to fewer people is more efficient and more profitable than the time- honored mass marketing rules of pitching products to the greatest number of people. 2. Establishing, sustaining, and maintaining dialogue and obtaining feedback with and from these customers. 3. Concentrating on building unique relationships with individual customers on a One-to-One basis. 1. Selling more products to fewer people is more efficient and more profitable than the time- honored mass marketing rules of pitching products to the greatest number of people. 2. Establishing, sustaining, and maintaining dialogue and obtaining feedback with and from these customers. 3. Concentrating on building unique relationships with individual customers on a One-to-One basis. Building Share of Customer

3 Principle #1: Selling more products to fewer people is easier Within the Product Line Within the Product Line Within the Store Within the Store Within the Mall Within the Mall Within the Partner Stores Within the Partner Stores Customer of Customer Customer of Customer Principle #1: Selling more products to fewer people is easier Within the Product Line Within the Product Line Within the Store Within the Store Within the Mall Within the Mall Within the Partner Stores Within the Partner Stores Customer of Customer Customer of Customer Building Share of Customer Up the Ladder

4 Principle #2: Sustaining dialogue and obtaining feedback What do your customers really want? What do your customers really want? What does this individual customer really want? What does this individual customer really want? What would they purchase from you, if you had it? What would they purchase from you, if you had it? Principle #2: Sustaining dialogue and obtaining feedback What do your customers really want? What do your customers really want? What does this individual customer really want? What does this individual customer really want? What would they purchase from you, if you had it? What would they purchase from you, if you had it? Building Share of Customer

5 Principle #3: Building unique relationships with these customers Demonstrate an active interest in customers as individuals. Demonstrate an active interest in customers as individuals. Communicate on a periodic and frequent basis – Not Just The Sale. Communicate on a periodic and frequent basis – Not Just The Sale. Utilize mail, faxes, telephone, voic , , and website. Utilize mail, faxes, telephone, voic , , and website. Principle #3: Building unique relationships with these customers Demonstrate an active interest in customers as individuals. Demonstrate an active interest in customers as individuals. Communicate on a periodic and frequent basis – Not Just The Sale. Communicate on a periodic and frequent basis – Not Just The Sale. Utilize mail, faxes, telephone, voic , , and website. Utilize mail, faxes, telephone, voic , , and website. Building Share of Customer

6 Survey, collect, warehouse, mine, and analyze information to identify products goods and services Preferred Customers would purchase, if it were made available! Survey, collect, warehouse, mine, and analyze information to identify products goods and services Preferred Customers would purchase, if it were made available! Find those products, goods, and services and bring them to the customer…instead of the customer to the product! Find those products, goods, and services and bring them to the customer…instead of the customer to the product! Survey, collect, warehouse, mine, and analyze information to identify products goods and services Preferred Customers would purchase, if it were made available! Survey, collect, warehouse, mine, and analyze information to identify products goods and services Preferred Customers would purchase, if it were made available! Find those products, goods, and services and bring them to the customer…instead of the customer to the product! Find those products, goods, and services and bring them to the customer…instead of the customer to the product! Building Share of Customer

7 The income levels mentioned in the following presentation are for illustration purposes only. They are not intended to represent the income of a typical Market America Distributor, nor are they intended to represent that any given Distributor will earn income in that amount. The success of any Market America Distributor will depend upon the amount of hard work, talent, and dedication which he or she devoted to building his or her Market America Business.

8 Building Share of Customer Personally purchase and use > 100 BV per month.Personally purchase and use > 100 BV per month. Establish 10 Repeat Customers – Base of > 10 purchasing a minimum of 30 BV monthly within 90 days (2 per week, first 12 weeks).Establish 10 Repeat Customers – Base of > 10 purchasing a minimum of 30 BV monthly within 90 days (2 per week, first 12 weeks). Personally purchase and use > 100 BV per month.Personally purchase and use > 100 BV per month. Establish 10 Repeat Customers – Base of > 10 purchasing a minimum of 30 BV monthly within 90 days (2 per week, first 12 weeks).Establish 10 Repeat Customers – Base of > 10 purchasing a minimum of 30 BV monthly within 90 days (2 per week, first 12 weeks). 100 BV

9 YOU 400 BV Earn > $300/Monthly after Three-Six Months PS 400 BV PS Building Share of Customer

10 Earn > $600/Monthly after Eight Weeks PS PS 400 BV PS $300$300$300$300 You 400 BV Approximately 150 Customers From 15 Business Development Centers Approximately 150 Customers From 15 Business Development Centers PS 400 BV Building Share of Customer

11 Earn > $1500/Monthly after Twelve Months 6000 BV $600$600 $600$600 $300$300$300$300 $300$300 $300$300 Approximately 310 Customers From 31 Business Development Centers Approximately 310 Customers From 31 Business Development Centers Building Share of Customer

12 CHOOSE YOUR PRODUCTS OR STORES Product of the productProduct of the product Potential Customer listPotential Customer list Schedule a Product PreviewSchedule a Product Preview Schedule Motives PreviewSchedule Motives Preview Schedule Portal PreviewSchedule Portal Preview CHOOSE YOUR PRODUCTS OR STORES Product of the productProduct of the product Potential Customer listPotential Customer list Schedule a Product PreviewSchedule a Product Preview Schedule Motives PreviewSchedule Motives Preview Schedule Portal PreviewSchedule Portal Preview Building Share of Customer

13 GOOD PRACTICES Always provide a product brochure with every purchaseAlways provide a product brochure with every purchase Review 1, 3, 7-day follow-up methodology Review 1, 3, 7-day follow-up methodology Develop relationshipsDevelop relationships Build Share of Customer – BV & IBVBuild Share of Customer – BV & IBV GOOD PRACTICES Always provide a product brochure with every purchaseAlways provide a product brochure with every purchase Review 1, 3, 7-day follow-up methodology Review 1, 3, 7-day follow-up methodology Develop relationshipsDevelop relationships Build Share of Customer – BV & IBVBuild Share of Customer – BV & IBV Building Share of Customer

14 TOOLS FOR BUILDING SHARE OF CUSTOMER Personal Alerts eFlyer Market America Direct Online Catalog Mall Talk TOOLS FOR BUILDING SHARE OF CUSTOMER Personal Alerts eFlyer Market America Direct Online Catalog Mall Talk

15 Personal Alerts

16 Access Personal Alert Maintenance by clicking

17 Personal Alerts Adding a new Personal Alert Products Follow Ups Birthdays of Customers Call for repeat sale Products Follow Ups Birthdays of Customers Call for repeat sale Examples of Personal Alerts: Thank You Notes Product Previews Portal Preview Thank You Notes Product Previews Portal Preview

18 eFlyer

19 Select type of eFlyer to send Enter your comments

20 eFlyer Signature and select Preferred Customers

21 Market America Direct Online catalog New issue released every quarter FREE subscription to ALL your active Preferred Customers with a valid address personalized from the Customer Manager UFMS Distributor will receive a copy of the Reaches MORE PREFERRED CUSTOMERS Online catalog New issue released every quarter FREE subscription to ALL your active Preferred Customers with a valid address personalized from the Customer Manager UFMS Distributor will receive a copy of the Reaches MORE PREFERRED CUSTOMERS

22 Market America Direct CONTAINS Preferred Customer ID Information on new products Link for the Catalog to your portal Customer Manager information CONTAINS Preferred Customer ID Information on new products Link for the Catalog to your portal Customer Manager information

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32 Latest Edition

33 MallTalk As a UFMS subscriber, the MallTalk will be mailed once a year to top purchasing Preferred Customers. Contains ALL Market America products and services. Mailed at Holiday Season with a personalized letter from the Customer Manager. As a UFMS subscriber, the MallTalk will be mailed once a year to top purchasing Preferred Customers. Contains ALL Market America products and services. Mailed at Holiday Season with a personalized letter from the Customer Manager. Holiday Mailing

34 Available Tools Sales Literature –Brochures (OPC-3, Orac, Isotonix Family) –Mall Talk –Post Cards (Motives) Product Preview MAY Motives Preview MAY/June Portal Preview JUNE Sales Literature –Brochures (OPC-3, Orac, Isotonix Family) –Mall Talk –Post Cards (Motives) Product Preview MAY Motives Preview MAY/June Portal Preview JUNE

35 Survey from Market America Direct Online Catalogs (eDirect) eFlyers Hand written notes Phone calls Face to face Customer contact Personal Alerts System Alerts (i.e. Orders) Survey from Market America Direct Online Catalogs (eDirect) eFlyers Hand written notes Phone calls Face to face Customer contact Personal Alerts System Alerts (i.e. Orders) Available Tools (contd)

36 Setting Up Personal Alerts Initial Product Sale OPC-3 300g 1,3,7 Implementation (Personal Alert & Testimonial) Thank You Note – Hand Written Enter all information gathered during 1,3,7 (PC Profile) Product Preview invitation 2-3 wks from Initial Sale Send eFlyer on Isotonix Family (10-12 days from Initial Sale) Call to follow-up on Active Survey Alert (Instruct) Call for Repeat Sale – Set up delivery date Deliver Product (Repeat Sale – 7 days) Thank You Note for repeat purchase Active Survey Follow Up (Submittal) Schedule out hand written note once a month for remainder of year. Can Follow Up eDirect (Instruct/eCommerce) Initial Product Sale OPC-3 300g 1,3,7 Implementation (Personal Alert & Testimonial) Thank You Note – Hand Written Enter all information gathered during 1,3,7 (PC Profile) Product Preview invitation 2-3 wks from Initial Sale Send eFlyer on Isotonix Family (10-12 days from Initial Sale) Call to follow-up on Active Survey Alert (Instruct) Call for Repeat Sale – Set up delivery date Deliver Product (Repeat Sale – 7 days) Thank You Note for repeat purchase Active Survey Follow Up (Submittal) Schedule out hand written note once a month for remainder of year. Can Follow Up eDirect (Instruct/eCommerce)

37 Call to schedule Portal Preview Portal Preview Hand written note About Them Deliver Product (Repeat Sale – 7 days) Thank You Note for repeat purchase Active Survey Follow Up (Submittal) Can Follow Up eDirect (Instruct/eCommerce) Call to schedule Portal Preview Portal Preview Hand written note About Them Schedule out hand written note once a month for remainder of year. Call to schedule Portal Preview Portal Preview Hand written note About Them Deliver Product (Repeat Sale – 7 days) Thank You Note for repeat purchase Active Survey Follow Up (Submittal) Can Follow Up eDirect (Instruct/eCommerce) Call to schedule Portal Preview Portal Preview Hand written note About Them Schedule out hand written note once a month for remainder of year. Setting Up Personal Alerts (contd)

38 May 2006 SunMonTueWedThuFriSat 1 AJ: OPC-3 300g 2 AJ1: 7:30pm Thank You Note 34 AJ3: 7:30pm AJ7: 7:30pm AJ:Send eFlyer Isotonix Family AJ: Active Survey Follow Up (Instruct) 2122 AJ: Product Preview Invite 23 AJ: Mail Motives Invite

39 June 2006 SunMonTueWedThuFriSat 1 AJ: OPC-3 300g AJ: Motives Preview 678 AJ: Deliver Product & Home Shopping List & Mall Talk 9 AJ: Mail Thank You Note AJ: Active Survey Follow Up (Submit) AJ: eDirect

40 July 2006 SunMonTueWedThuFriSat AJ: Mail Portal Preview Invite 67 AJ: eDirect Follow Up Instruct/eCom & Repeat Sale AJ: Call to schedule Portal Preview & Product Delivery AJ: Portal Preview AJ: About Them hand written note & schedule once a month for the year


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