power-up your contacts - part 5: use your awesome address book for some business development
TRANSCRIPT
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Power up your contacts5 Steps to a tidy address bookOctober 5
Things a modern address book can do, you’d never imagineOctober 19
Stay in touch with key contactsNovember 2
Lead generation using your address book? Yes!November 16
Use your awesome address book for some business development November 30
WEBINAR SERIES
http://covve.com/blog/
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How to approach Contact Management
Changing your Business Contact Management culture
Business cases- Insurance companies - Big advisory / accounting firms / legal firms / corporate services- Universities / associations / large organised groups - Small companies / entrepreneurs
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How to approach Contact Management
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• Improve your address book• Use advanced tools• Keep in touch• Generate leads
Better use of your contact network
Various aspects of Contact Management
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Possible desired outcome…“Improve your business development success by 70%”
Understand the key areas to target…“B2B buyers are 5x more likely to engage when introduced”“84% of B2B decision makers start the buying process with a
referral”
http://labs.openviewpartners.com/sales-prospecting-stats-2015-infographic/#.WD1-Nvl942w
Define your strategy
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Get a view – through data
Set deliverables and measurable targets
Monitor progress
Define your strategy
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Changing your Business Contact Management culture
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Contact Management culture
Educate
Set specific goals
Suggest simple ways to improve
Develop habits
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Contact Management culture
Educate
Set specific goals
Suggest simple ways to improve
Develop habits
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Business Cases
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Insurance Companies
Keep relationships warm
Organize contact network
Generate leads
http://www.pitneybowes.com/us/customer-engagement-marketing/case-studies/three-ways-insurance-companies-can-engage-with-customers-better.html
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Insurance Companies
Keep relationships warm
Organize contact network
Generate leads
http://www.pitneybowes.com/us/customer-engagement-marketing/case-studies/three-ways-insurance-companies-can-engage-with-customers-better.html
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Advisory / accounting firms / legal firms / corporate services
Keep relationships warm
Generate leads
International business
Cross-selling opportunities
Large number of employees / secondary networks
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Advisory / accounting firms / legal firms / corporate services
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Advisory / accounting firms / legal firms / corporate services
Cross-selling opportunities
Large number of employees / secondary networks
http://www.accountingweb.com/aa/auditing/the-10-best-ideas-for-accounting-firm-business-development
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Universities / associations / large organised groups
Update members details
Utilise network reach
http://higheredlive.com/3-reasons-universities-should-embrace-a-lead-generation-mindset/
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Universities / associations / large organised groups
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Universities / associations / large organised groups
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Small companies / entrepreneurs
Keep relationships warm
Generate leads
Investment
Networking
Any tool they can get their hands on!
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For your free 1 month Pro subscription, email: [email protected]
http://covve.com/blog/
The ultimate professional address book