Connect: Contact Database Workshop
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The document outlines a business growth system focused on building and maintaining a quality contact database, emphasizing effective data management and customer relationship strategies. It highlights the importance of understanding different generational communication preferences and maintaining engagement with clients to foster long-term relationships. The guide also provides practical advice on creating and segmenting contact lists, as well as tips for consistent follow-up marketing strategies.
Connect: Contact Database Workshop
- 1. CLARIFY: CONNECTING YOUR WORLD
- 2. www.womensbusiness.club Helping your business grow through our ABC system CHIEVE UILD ONNECT
- 3. CLARIFY: Business Planning ...unleash the power of your vision CONNECT: Contact Management ... unleash the power of your database SHOUT: Social Media Marketing ...unleash the power of the internet SELL: Sales without Selling ... unleash the power of relationships
- 4. Data Statistics • The industry standard percentage for undeliverable mail coming back should be no more than 7%. • Google is the most accurate and detailed source of business data in the UK scoring 58.8% accuracy. • The Phone Book features a wrong phone number in 27.8% of the cases, and a wrong address in 2.9% of the cases and also has 20.8% duplicate entries.
- 5. Improve Business By: Creating an extensive and good quality contact database that will dramatically improve your business's chances of success. Maintain data integrity by limiting the number of people who have access to your database and by protecting the accuracy and reliability of your data. Segment your data so that your marketing strategy and tactics are accurate.
- 6. Keep Them Coming Back By: Record why they bought from you Record why they didn’t go to the competition Record feedback after the purchases
- 7. Save Time By: Keeping accurate data records Backing up your data in two or three different places Instantly recording unsubscribers Creating a master spreadsheet or database
- 8. Your 100 - Create your List Leave your first column blank for your A, B, C, D Create headers – Name, Surname, Email, Business, Area, First Visit, etc Create a marketing section with headers for marketing, e.g. Facebook, Email, etc Create communication columns for method of communication, e.g. text, email, letter, etc Write down every single person that you know starting with the name and surname columns. You should be able to list more than 100 people easily. You can find out their contact details later. If you have an existing business database you may already have thousands of contacts but they will need sorting. Copy the info into the database making sure that you include where you got their contact details from. For example, if you are pulling in your LinkedIn contacts, make a note in the marketing section.
- 9. Who do you know? ME School Run Church Hairdresser Shops Gym Doctors Financial Advisor Kids Clubs
- 10. Arrange your List A = Advocates 10% of you database B = Believers 20% of you database C = Casual 60% of you database D = Delete 10% of you database
- 11. Maintain your List Keep in touch consistently and personally using the method that you first got in touch with them. Make sure you also have a clear way of identifying and merging duplicates. Create a system to check for or avoid adding duplicates. Include a notes section where you can keep a conversation history. Mailchimp is a free tool that can be used as a basic CRM tool. Zoho can also be used for more detailed CRM and has a free start up option
- 12. Understanding Your Database Four Generations, each having: Different morals and standards Different backgrounds and experiences Different methodologies Different communication preferences Different expectations from work and family life Different physical and mental abilities
- 13. Veterans 1922 – 194667-91 years old 6.5% of the workforce Veterans Communication preferences: −In person or a letter −Prefers clear expectations and no time pressure −Enjoy talking about times past −Formal communication −A message that their contribution is respected
- 14. Baby Boomers 1947 -1964 49-66 years old 41% of the workforce Baby Boomers Communication preferences: −Telephones −Happy to be challenged and coached −Available at all times −Motivational communication −A message that you are needed
- 15. Generation X 1965 -1980 33-48 years old 29.5% of the workforce Generation X Communication preferences: −Mobile phones but only available during office hours −Relaxed, informal communication −A message that they have creative freedom to explore a new way
- 16. Generation Y 1981 – Now < 32 years old 22.5% of the workforce Generation Y Communication preferences: −Social Media, internet and email −Friendly, informal communication −A message that they have what it takes
- 17. Your Avatars Where do they live? What do they drive? What is their family situation? Where do they shop? What do they do for fun? What time to they go to bed? What do they read? How old are they? What do they eat?
- 18. Failure The lack of a solid keep-in-touch marketing strategy is where most businesses fail. Smart businesses owners understand the value of a long term relationship and providing useful information over a period of time. Most business owners give up on a prospect after hearing ‘no’.
- 19. Keeping in Touch A’s Remember birthdays, anniversaries and other significant dates. Write a personal card and send a gift. Meet or call once a month Thanks and gift for referrals Recommended follow on service after purchase Discounts B’s Remember birthdays, anniversaries and other significant dates. Write a personal card. Send personal communication Incentives for referrals Recommended follow on service after purchase Discounts C’s Remember birthdays and send a card. Send newsletter or updates. Incentives for referrals D’s Don’t be tempted to get back in touch.
- 20. Monthly Contact with ABC’s JANUARY Example Theme: New Year Slogan: Make this is the year that your dreams come true. Gifts: A = Branded diary B = Branded calendar C = eCard with New Year promotion FEBRUARY Example Theme: Valentine’s Slogan: Loving You Gifts: A = Flowers and Chocolates B = Chocolates C = Chocolates www.daysoftheyear.com
- 21. Keep in Touch Tips Seen or written an article that would be of interest to them? Send a copy along with a friendly note saying how you have been thinking of them and thought the article would be helpful. Promote your prospect’s business or achievement on Facebook or other social media sites to show your support.
- 22. THANK YOU Angela De Souza 07530 259 140 angela@womensbusiness.club www.womensbusiness.club
Editor's Notes
- #3: Explain a bit about Achieve and Connect
- #4: Explain about the workshops
- #8: Discussion Questions to ask group: How do you feel about selling? What do you like about selling? What don’t you like about selling? What are your fears about selling?
- #9: Most people should be able to list more than 100 - 200 people easily. Imagine if you get those 200 people to tell the 200 people that they know about your business - that is a 40,000 people hearing about your business. And if those people all talk about your business you have reached 8,000,000 people! So, how do you get those 200 people to talk about your business?
- #10: Write down all the things you do and places you go
- #11: Be Passionate Passion is contagious! A passionate person can sell ice to an Eskimo or sand in a desert! Passion sells without selling. Passion is an effective sales tool because it is authentic and can’t be faked for a long period of time. You might see passion as something that is expressed in talking but might be surprise to learn that passion is also shown through listening. A truly passionate business woman will take time to listen to her clients so that she can really understand their need and serve them to the best of her ability. Noise and lots of talking isn’t the recipe for passion but a deep and true belief in what you have to offer is. Passion is fervour, enthusiasm and even obsession. Not only do you need to be passionate about your product or service but you also need to have a passion for people. Some women are naturally energised by being around people but others are more introverted and really have to work at being in crowds or dealing with people regularly. If you are the former you may need to learn to become passionate about listening and if you are the latter you will need to learn to be passionate about talking. Both personality types can learn to be passionate and to find the balance between talking and listening. Discussion Questions to ask group: What are you passionate about? What do you need to become passionate about?
- #12: Business data can decay at the rate of 25% or more per annum so if you don’t check your data every year you are likely to have useless data in four years time.
- #13: Care About people Focus on having a conversation with people rather than on selling. Learn about their needs and ask yourself if you have anything to offering that can meet their need. If people feel that you genuinely care about them and are not just using them to make money, they will trust you and be loyal to you and your business. The key though is to genuinely care and not use caring as a sales tactic. Become a caring person rather than one who cares to sell. Write down how you can show people that you care in the context of business. Discussion Questions to ask group: Do you really care? Be brutally honest. If not rather do something that you do care about and that will help you care more about people.
- #14: Conformers that lived through the war and were raised with a great deal of discipline and respect Veterans Attitude Towards Money: Pay cash and save Write down the name of some of your Veteran clients and what you can do to better connect with them.
- #15: Optimists that value what they have and have had to work hard for it, they live to work. Baby Boomers Attitude Towards Money: Use Credit Write down the name of some of your Baby Boomer clients and what you can do to better connect with them.
- #16: Sceptics that grew up with absent parents who were very busy working hard. This generation were the first to have computers and therefore value efficiency. They tend to have a work to live attitude. Generation X Attitude Towards Money: Save Write down the name of some of your Generation X clients and what you can do to better connect with them.
- #17: Realists that have a short concentration span as technology has given them everything instantly. Generation Y Attitude Towards Money: Earn to spend Write down the name of some of your Generation Y clients and what you can do to better connect with them.
- #18: Write a brief description of who brings the money in. It would be ideal to have an avatar for all four generations.
- #19: Write a brief description of who brings the money in. It would be ideal to have an avatar for all four generations.
- #20: Put yourself in their shoes when you create your keep in touch system. What would you like to receive? What offers would interest you? What form of communication would you like? What would wow you and impress you? Start to think like them, consider who they are, what they do, what they like. Create a strategy that is both personal but also possible to maintain consistently.