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Keeping customers engaged takes communication

Bungalo

In a recent blog post — Take your Time — Quickly — Remodeling blogger Greg Antonioli talks about how you need to be accurate with estimates, and at the same time, you need to move quickly so buyers don’t lose interest/enthusiasm for their project. But what should the system look like? Start with providing clear information about the design and planning process.

Help Customers find you on Google — it’s free.

Bungalo

– “X Marks the Spot&# Customer Relationship Management , Aug 2009. If you Google “remodeling&# in Minneapolis, here’s what you’ll see: Is your business listed here? By now you’ve noticed the map – with local business results – that Google often displays at the the top of their search results. That’s the one I would check out first.).

If you are better, you should look better.

Bungalo

Today I found this really excellent example of a roofing contractor website. It was mentioned in a Roofing Contractor column, The Power of Branding , by Chris King. The owner of GreatWay Roofing, Rod Menzel, was inspired to rebrand his company when he attended a conference and learned about Blue Ocean Strategy , a book by W. Chan Kim and Renee Mauborgne. Clutter makes it hard to brand,” he said.

The Doing-Not-Doing Matrix

Bungalo

I was recently invited to a talk by Phil Styrlund about adding value to B2B relationships, sponsored by Vistage. Almost as an aside, Phil mentioned this matrix, which I quickly scribbled on my napkin. I don’t remember what he called it, or if he had a name for it — so I’m calling it the Doing-Not-Doing matrix. How the Doing-Not-Doing matrix works. Important things you are doing.

Postcard Marketing: budget benchmark

Bungalo

A remodeler recently asked me the following question: “How much would it cost to send the same postcard to my list of 4000 contacts and prospects, four times?&#. The answer was about $2.00 per contact, or 50-60 cents per postcard. That would be enough to cover creative, printing, mailing, and postage. But not photography or custom illustration.). “That’s $8000,&# he said.

Toot your own horn

Bungalo

I had a good idea this week: it was a no-brainer for me because I understand some stuff about printing presses and and print production. Long story short — by changing the configuration of a brochure and making it more appealing visually, I was able to reduce my client’s printing costs on a job from $3231 to $1755 — a savings of 46%. Sweet. Now is not the time to be humble.

Fertile vs. sterile customers

Bungalo

Customer Referral Value (CRV) = Customer Lifetime Value (CLV) + the value of the referrals generated. An article in the August issue of Customer Relationship Management discusses a nifty metric: Customer Referral Value (CRV). In other words, if my project is a $50,000 project, and I enthusiastically recommend you to my friends, and the net result is another $70,000 of business for you. Kumar

Projects defy “iffy” economy

Bungalo

The Business Journal recently posted Changing home prices in the Top 100 metros. In Minneapolis-St. Paul the peak year for housing prices was 2007 (1st quarter only) with a change in housing prices since the peak of -7.14%. But there’s good news too — the 10-year change in housing prices was 74.63%. are still taking the plunge. How will you attract and engage your share of buyers ?

Nothing Left to Cut – Now what?

Bungalo

This article appeared in the NARI Minnesota Newsletter (Winter 09/10). Your pencil can’t get any sharper. You’ve done everything you can think of to minimize overhead and shrink job costs. With nothing left to cut, you can wait for things to get better, or you can focus on beefing up the top line and improving your competitive position. Here’s some of what owners and leaders can do to improve the revenue side of the equation in 2010. Strategy first, then goals. It’s easy to say, “Our goal is to increase revenue by 20%.” Set goals. The devil is in the details. Guaranteed.

You too could be a winner!

Bungalo

The 2009 NARI MN COTY binders are for sale at the NARI MN office. Any Just received an email from NARI about the COTY Awards. This little nugget from the email jumped out at me: Fact - In 2008 each category averaged 6 entrants. Though the competition is stiff, a 1 in 6 chance at winning are good odds! His response began, “Well, I noticed they won an award…&#. The Power of Corporate Awards (About.com). Any projects completed after January 1, 2007 are eligible. If you entered a project last year, and it didn’t win, you can tweak and resubmit the entry. Procrastinating?

May there be peace within

Bungalo

This afternoon I participated in a roundtable discussion at NARI. For the most part the conversation was upbeat. More about that later.) Still, I felt a just a hint of frustration and weariness in the room. It’s hard. A lot harder than it used to be to compete, to win business, to inspire customer loyalty, to hang in there. Sometimes it’s hard when you are running a business (or looking for a job maybe?) –  to keep your spirits up. friend shared this with me today, and while I’m not usually big on the “mushy&# stuff, I felt like posting it. Don’t you think?

How to write a press release

Bungalo

I recently received a call from a friend who was planning a benefit concert: she wanted to know how to write a press release. pointed her to PRweb’s article, Tips, Guidelines and Templates for Writing an Effective Press Release , a very good how-to summary. Unfortunately, she’s a little late — her press release should have been sent three weeks ago. Her event is Nov. 7, which means she’s already missed the deadline for a number of special event calendars, which will be published at the end of this month. So here’s some quick distribution tips to remember: 1.

Website grader – what’s your score

Bungalo

I’ve added a new associate to my universe of marketing experts and partners – Sam Beamond. Sam and I met for coffee this morning at the Dunn Bros, just to get acquainted. I was eager to pick his brain about search engine optimization and web analytics. We talked about a number of different ways we’ve been successful increasing traffic for clients — he’s really into the coding and development, and my focus is more usability, customer experience and content. So I think we will have opportunities to partner together. Bungalo Group can help.

Dryers use 10 to 15% of domestic energy in the United States!

Bungalo

Hey all you green builders and landscapers — here’s a fun marketing idea. As one of those “greenies,&# many times I’ve wished for a clothes line in the backyard. It’s on the “honey-do&# list but it never gets done. If you’re looking for a fun way to nurture your clients and prospects — offer to put up a clothesline for them. They come in many exciting styles and colors.) Create a clothesline contest — as in enter to win an old-fashioned clothesline.

Bungalo Group blog added B2B Marketing Zone

Bungalo

Bungalo Group’s marketing blog for home improvement industry has been added to the b2b marketing zone. The B2B Marketing Zone is a community collecting and organizing the best information on the web about B2B Marketing

Send Out Cards

Bungalo

Sending a real, printed, stamped, and mailed greeting card takes about a minute and costs about a buck with sendoutcards. Any Dale Carnegie graduate will tell you: one of the easiest, and most effective ways to touch customers and nurture relationships is with greeting cards. keep a plastic bucket full cards and stamps right next to my desk. (It seems I’m sending a lot of sympathy cards these days.) Unfortunately, it can take me days to actually mail the card. Are you like me? Do you carry the mail around with you and then drive right by the mailbox or post office?

$4000 is a pretty sweet deal

Bungalo

As a homeowner, my ears perked up at the NARI meeting last night when they mentioned Project Reenergize. It seems Uncle Sam really wants me to spend big money on my home now! If I combine low interest rates, with deals I can get on appliances right now at Sears and incentives from the government – the savings add up. You may have received this email from BAM: BAM was awarded over $2 million to create a program to incent your clients to remodel their house now. BAM The name of the rebate program is “Project ReEnergize&#. To be qualified you must attend one of BAM’s FREE trainings.

Is there a downside to Facebook?

Bungalo

Last week a client called to ask a question: We’re thinking of creating a company Facebook page, but before we do… is there a downside? He decided the “risk&# for him was minimal, and the benefits of having a place to converse with “fans&# made it worth exploring. Here’s some of what we talked about: 1. Facebook and LinkedIn are handy for posting “updates&#. Unless you have a content management systems or in-house expert, daily, weekly, or even monthly website updates can be a challenge. Don’t be dull. Go at your own pace. Know your boundaries.

Would you like door number one? Or door number two.

Bungalo

My phone just rang. It was my friend and business partner Brian Ingle. Brian sells printing and promotional products for Links Print and he’s always honing his relationship building skills. “Hey,&# says Brian. “I just called to let you know that Mary Shellum is allowing me the privilege of printing her job. So I’m calling to show you my appreciation. You get to choose how I show my gratitude.&#. “Great!&# I said. Like most people, I’m quite fond of being appreciated.) “What’s behind door number one?&#. “Neat. And door number two?&#.

Webinar for job seekers

Bungalo

Most of us know someone who is looking for a job — sometimes because we’re ready for a change, sometimes because change has been forced on us. My good friend, Jill Konrath , is hosting a free webinar for job seekers. If you know someone who is looking for a job — perhaps a client, or former-employee — tell them about it. Jill knows her stuff! Complimentary Webinar for Job Seekers: Creating Opportunities Using Get Back to Work Faster Strategies. Date: Thursday, July 23 at 1 pm ET. Register now for this free session: [link]. FTAF 1. Companies still have needs.

I want to grow revenue in 2010. Should I hire a sales rep?

Bungalo

Revenue was off in 2009, and you want to stabilize it, or increase it over the next few years. You have existing sales reps that sell, so why not hire an additional one to go out and beat the street for you? Before creating and posting the job description, keep reading: Are your expectations realistic? Have you ever interviewed a sales person who says, “I have a HUGE customer base, and I am sure I can do x amount of sales in my first year.” As owners and sales managers, we hyperventilate as we start to add the figures up, and plan for more revenue and bigger profits. Two reasons.

2009 Big List of B2B Marketing and Sales Blogs

Proteus B2B Marketing Blog

With all the micro-blogging, I’ve often wondered whether the number of bloggers who actually create original, substantial content is decreasing. Don’t get me wrong, you can create meaningful thought in 140 characters, but it’s a lot easier to write 140 characters (no matter how well crafted) than it is to consistently create original content for [.].

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr. Quality Vendor.

2009 Junta42 Golf for Autism Another Success - $30k in Proceeds in 3 Years

Junta 42

  Our original goal for 2009 was $12,000. 2009 was our first year and we have every intention of participating next year. It was another perfect day for an amazing cause.    On August 14th, nearly 100 golfers and over 80 sponsors and contributors came together to raise more than $10,000 to help get children with autism get speech therapy services. All proceeds for the event go to Easter Seals Northern Ohio. By late 2008, it was apparent that this year was going to be much more challenging. All told, we feel pretty good about surpassing the $10k level. Thanks Joe!

GPS 20

6 steps to writing a better Request for Proposals, a primer

Confluent Forms

We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". However, too often the RFP process is run by people who have never experienced the process before, either from the issuer or vendor side, and essentially don't know what to say or what to ask.

Winners of the 2009 Markie Awards

Digital Body Language

It was a great night last night in San Francisco with the Markies awards gala being the show highlight at Eloqua Experience. The competition was intense this year with submissions from all sizes of companies, all industries, and all regions of the world.

API 11

What Exactly IS Digital Body Language?

Digital Body Language

I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. However, I have not really taken a moment to define the term, as I realized recently after a presentation on the topic. So what is it? What we are referring to when we talk about Digital Body Language is the aggregate of all the digital activity you see from an individual.

Fire your Director of Social Media!

Buzz Marketing for Technology

At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired!&# and after thinking about that I can’t help but agree with him. Said differently how do we make social part of the very DNA of the firm? What’s your view? Tweet This! Digg this!

Top 20 CRM Blogs of 2009

B2B Lead Generation Blog

Read Forecasting Clouds' Top 20 CRM Blogs of 2009 Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list of blogs, I discovered some new ones worth reading along with a number of bloggers I already follow. Here's a partial list of the CRM blogs on their list: PGreenblog and CRM: The Conversation – Paul Greenberg. Beagle Consulting Blog – Denis Pombriant. Brent’s Social CRM Blog - Brent Leary. Think Customers: the 1 to 1. Jeremy Nedelka. Carfi. Blog - Michael Maoz.

5 Secrets of Creating Successful Marketing One-Sheets

B2B Marketing Traction

Tweet. One of the networks I belong to, ProVisors , advocates the use of one-sheets or one-pagers that describe each member’s differentiators and the benefits of the service(s) they provide. See samples at the end of this post.) These one-sheets are important, because in each ProVisors meeting there are about thirty different service providers giving their elevator pitch to the group. The Grabber.

CPA 49

TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications

delicious b2bmarketing

more » News / Press Releases TriComB2B Named as 2009 Best Places to Work Winner. We get it. From writing technical bulletins for your sales force to composing a speech for your CEO, our technically oriented staff of engineers, account managers and marketers will produce deliverables that make sense for your business with results you can measure. We are distinctive due to our technical aptitude , industry knowledge and business acumen. Contact TriComB2B to learn how our focus on technical products and services can help make your marketing efforts more effective. All Rights Reserved.

Inbound Marketing University | inboundmarketing.com

delicious b2bmarketing

Subscribe by RSS InboundMarketing.com Home News Jobs Forums University Search this site: Home Inbound Marketing University Posted May 5th, 2009 by Rick Burnes Register for IMU | Class Schedule | Professors | Student Tools | IMU Badges | Partners | Student Bulletin Board >>Click here to attend this weeks classes! **By clicking the above link, you will have access to the upcoming and recorded webinars. June 15-19, 2009: Inbound Marketing University Classes June 22, 2009: Review Session and Certification Exam New feature! Program Schedule: ( Cant make one of the classes?

Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only  2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them? New technology requires people with a new set of skills, nothing new about that. But that’s for web analysts.

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. It got me thinking. Layer the times together and stagger them for time zone.

5 quick tips to writing better proposals (RFP responses)

Confluent Forms

We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. After finding us through the RFP Database , seeing the abundance of RFPs that it contains, and knowing that all of those RFPs are open competitions, the natural question is "if I'm going to spend time writing a proposal it has got to be a winner". Faced with the situation of having to read 300+ pages of different vendors' proposals many people read the first page and then start skimming, and if they're not skimming, their minds are probably going numb.

10 Most Popular Content Marketing Posts of 2009

Content Marketing Today

In fact, visitors searching our site for the phrase “content marketing” increased by 85% in 2009 over 2008. In 2009, most small businesses do have websites and the term, ‘content marketing,’ has gone from obscure to fashionable. Thanks to everyone for their support in 2009! It’s been a very good year for content marketing. Want to Attract and Retain Great Customers? But now.

5 Things My Father Taught Me About Selling

Smashmouth Marketing

Today is fathers day, and my kids lived up to the holiday tradition by surprising me with a baked french toast casserole and bacon. The joke was (for the big guy that has one stent in place already) that they were out to kill me. We're heading up to my sister's house today to visit with my dad, Roger Damphousse ("Pepere" as the kids call him), and eat again. Dad, here's to you.(see,

Paper 40

Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)

B2B Lead Generation Blog

I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. Isn’t it just amazing how easy it is in today’s world for our children to get the goods on their parents? But, excuse me, I’m digressing. With it.

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again. Crucial Conversations: Tools for Talking When Stakes are High. Leading Change. Marketing Champions: Practical Strategies for Improving Marketing's Power, Influence, and Business Impact.

CMO 39

Is social media effective for B2B lead generation?

Sales Lead Insights

I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. What’s all this have to do with social media? about a survey they recently conducted. Not bad!

what's your marketing approach?

The Effective Marketer

This entry was posted on Wednesday, July 29th, 2009 at 8:29 pm and is filed under Communication , Marketing Management , Marketing Strategy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What’s Your Marketing Approach? An interesting post by Steve Johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy. As marketers, we sometimes fall victims of the routine day-to-day tactical activities and forget why we are doing them.

Annoucing a new family member

B2B Lead Generation Blog

I seldom write personal posts but I'm making an exception to share my joy. Lydia Faith Carroll was born on 7/8/09. She is 7lbs 6oz and 19 inches long. Mindy and Lydia are doing great! Lydia getting some rest : ). Our first family photo with Lydia. happy family of five! feel very grateful and blessed

My List of Demand Generation Vendors, and Who They Sell To

Customer Experience Matrix

One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue. This has more to do with the degree of personal selling (and after-sale service) than anything else. also promised a blog post on the topic. Here it is. Incidentally, there's one more B2BU session left this year, in Seattle on December 1.