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Newport Interactive Marketers: Increase Sales With a Revenue Coach

Revenue Coach Shares Proven Strategies to Increase Sales

Let’s look at our websites and social media from a proven sales perspective. Revenue Coach and author Kristin Zhivago helps helps brands become to customer-centric. 

What Your Current Clients Can Teach You 

  • What you think is important, isn’t what is important to the customer
  • Go where the customers are: a lot of CEOs are NOT on Facebook
  • If you’re imitating another company then you’re blowing it…customers are coming to you for a reason!
  • Best market research/data mining is asking existing customers the RIGHT questions
  • Client interviews will reveal the trends, in 6 phone calls; they’ll all basically say the same thing
  • Anticipate their questions and help buyers on their journey. You guess= you lose!
  • Have to ask current customers the right questions in the right way
  • People are doing their homework on you before they even contact you
  • If you call your customers yourself, you will still get the data, they’ll just be more polite
  • If you’re only asking one question of an existing client, ask them what they would do if they were in your shoes.
  • Channels,social media etc.- without customer knowledge is like whistling in the wind
  • Treat customers properly and give them what they want

Understanding the Buyer’s Process

  • Buying process changing radically. Overall, you are NOT in control of the process
  • Buying: First friends, then websites, and then Google
  • 80% of buyer’s questions are answered by others, not you!
  • Need to know why and how buyer’s bought from you
  • What’s going to happen to me after I buy? A key question buyers have that you need to answer.

Common Marketing Flaws

  • “Marketing is no longer about what you say, it’s about what you do.”
  • Don’t follow fads and don’t obsess with channels!
  • Is your data flawed? If you’re relying on salespeople, focus groups, social media, surveys and 3rd parties, the chances are your data is flawed
  • Stop selling and start supporting the buyer process
  • Relationship marketing is a misnomer. Do you want car dealers showing up to dinner?
  • Surveys are a waste of time, people will not say in writing what they are really thinking
  • Need to understand where you are in the spectrum to know what to say on your site, newsletter and other content
  • Everyone is doing something that gets in the way of sales
  • Usually you’re screwing up how you’re presenting the product or something else that’s fixable
  • Are you emphasizing what everyone already promises anyway? Everyone expects a boat to float
  • The problem with social media, It’s the biggest time-suck!
  • Usability matters more than design: We don’t look at billboards on the highway never mind on your screen

Branding

  • The difference between branding and your brand? Branding is what you say; your brand is what they say about you
  • Branding is the promise you make. Your brand is the promises you keep

 

A special thanks to all the NIM attendees who tweeted during the event! @KristinZhivago, @JoAnnLefebvre, @SusanneDay, @johnpicozzi, @PRnick, @scottindermaur, @vallerieMalkin, @trendyjenny, @NEMultimedia, @sue_DesigEditor, @NewMediaNPT

 

Don’t miss Newport Interactive Marketers’ next gathering: March 29 public is welcome to the film “Connected” at the Jane Pickens Theater. Tickets are $10, payable to the theater. Preregistration requested. 

Newport Interactive Marketing

Facebook Marketing Best Practices to Boost ROI

Tom Schuyler, Pandemic Labs’ director of accounts, shared Facebook best practices and ROI measurement types. NIM attendees gained tools and insights to measure the value of marketing on Facebook. Tom explained how to utilize Facebook analytics to assess weaknesses and opportunities to make brand presence more valuable. Attendees learned the core metrics you can use to determine how much Facebook is doing for your brand/business

Missed this great talk? Learn more about video & visuals and more via the NIM media library!

Become a NIM $upporting member, if you aren’t already, for access to the vast video library of past presentations and watch from your device at your convenience.

Newport Interactive Marketing

Social Media Answers with Newport Interactive Marketers

NIM hosted internationally known social media expert Patrick O’Malley. Patrick is the former VP of Operations for Northern Light, Google’s former top competitor, and has spoken across the country and nationally. He is an expert on LinkedIn, Twitter, Facebook, YouTube and Google. Attendees gained insights to use social media to effectively boost their businesses.

Missed this great talk? Learn more about video & visuals and more via the NIM media library!

Become a NIM $upporting member for access to the vast video library of past presentations and watch at your convenience.