Why Use Marketing?

Reasons for Marketing Increases lead generation and cross selling Increases lifetime customer value Opens a two-way dialogue with clients & prospects Provides instant, measureable results

Todays Agenda What is marketing? How you can profit with marketing Ways to use marketing

What is Marketing? Professional communication Sent to an interested audience Contains information they find valuable

What Marketing is Not Not spam or junk Not to people have not agreed to be contacted Not excessive or uninteresting content

Why ? 91% of Internet users between the ages of 18 and 64 send or read An even higher number of users ages 65 or older do the same 147 million people across the country use , most use it every day. -eMarketer

Marketing Helps You... Acquire New Customers Convert Existing Leads Into Customers Keep Customers Coming Back

Acquiring New Customers On average, it takes 7 touches for a sale to occur. –Some buy right away –Others research and try –Some show interest but dont trust you No matter where customers are, relevant will help move them further.

Convert Existing Leads Without regular interaction leads will quickly lose interest lets you build trust and keep top of mind awareness Allows you to become an authority in your niche

Keep Customers Coming Back The Value of a Customer: Youve already paid for them Its 6-7 times more expensive to gain a customer than to retain a customer -Harvard Business Review

Keep Customers (Cont.) They spend more: –Repeat customers spend 67 percent more They are your referral engine: –After 10 purchases, a customer has already referred up to 7 people -Bain and Company, 2002

Keep Customers (Cont.) Regularly ing past customers builds loyalty Customers remember your company better Special offers keep them interested

Use Marketing For... Promotions Newsletters Company Announcements Saying Thanks to Customers

Promotions Benefits Increase Sales Increase Appointments Increase Traffic Move excess inventory Promote brand Clear space for new stock Common Types Sales Price/Item Time sensitive Seasonal Preferred Customer Product

Newsletters Benefits Build Relationships Position as valuable resource Obtain/Retain mind share Educate and Inform Generate referrals Common Topics Topics of interest Relevant news & events Case studies Useful product or service info Hints and tips

Company Announcements Benefits Generate Leads Show momentum Attract new partnerships Get publicity Build or enhance relationships Common Topics Significant events Hiring of new personnel Adding a product, line or service Acquisitions New locations

Say Thanks to Customers Benefits Build relationships Retain mind share Educate and inform Show sincere appreciation Common Topics Holiday greetings Company anniversary Special campaign or event Special Company accomplishment

Your s Can Go To... Customers Prospects Professional organizations Vendors Investors and bankers Media Civic and government leaders Employees and family

Marketing Advantages marketing is inexpensive Offers immediate results Easy to measure and optimize Requires no advanced training to start

Instant Feedback Analytics let you know instantly how people responded to your campaign. You get a better feel for customer interests and preferences Helps you to fine tune your entire marketing campaign

Direct Mail Vs. For the same response, direct mail costs 20 TIMES as much as -Forrester Research, Inc. ROI is the highest when compared to other internet marketing mediums -Direct Marketing Association

What Are Service Providers? Service Providers: –Platform for creating and managing marketing campaigns –Contain templates and formatting software for easy creation – Manage lists, sign-ups, analytics, etc.

Why Use Service Providers? Approved bulk mailers increase deliverability Require no technical skill or support staff Handle formatting to create professional s Provide list hosting and management

Whats Next? Research service providers Create a plan of action Develop your list Design quality branded content

Whats Next (Cont.) Send regular communications Analyze and measure your results Consider professional marketing help

Questions? Im pleased to answer any questions you have about revving up your online sales with marketing.

About Brian Offenberger Hundreds of millions of dollars in sales and profits, with complete P/L responsibilities ranging from single units doing $4 million in sales to multiple units with combined sales of nearly $500 million.

How to Reach Us Toll Free:(877) Fax:(602) Local:(602) Website: Address: 5530 East Beck Lane, Scottsdale, AZ