|
IntoResults Success!
There are so many businesses utilizing the strength of the internet to take their businesses to greater heights than others in their industry. The following is a snapshot of what some of them are doing to blitz the market.
As a suggestion, dont just read the business most closest to yours, as often the best idea comes from a business in a different industry - and that is what puts you above your competition, and wins the day in the market.
Business Case Studies
Accountant
This accounting practise wanted to be seen as professional and unique. It wanted to be known as being proactive with their clients, and an expert who is continuously helping their clients develop their businesses. The end result was they were known as well informed, caring, leaders in the market, and their clients stayed with them longer, buying more off them as a result of the increased information and value given to them.
So what did they do with IntoResults.com
They sent out:
-
Regular Newsletters to their contacts and these newsletters covered some informative businesses tips; kept their clients and prospects up to date on the trends relevant to them in the market, latest legislations; introduced them to how some clients had used one of their services and the value they got from it
-
Regular reminders to their clients. For example timing for BAS, Super, plus other helpful reminders at specific times throughout the year
-
Business Check-sheets. Checksheets that would help their clients make their businesses more efficient
-
Invitations to workshops. A great leveraged way to educate their clients, plus also they gained new clients through this process as well.
-
e-cards to their clients on their birthday (for one client, he was ecstatic as this accountant was the only person that had remembered his birthday)
-
Now also, To ensure they kept their service level at a peak, they also sent out regular Customer Feedback Surveys
So Do you think this accountant was seen as unique, someone you would never leave, want to rave about to others, and do most things they suggest? Yes! this accountant had a retention rate well above his peers and never has to worry about getting new clients, as his clients are such raving fans of his. He has a constant flow of new clients knocking on his door every week to feed his team of accountants. Back to top
Mortgage Broker
 Where do their greatest leads come from?
The good ones get them from Past clients, people they have meet and made an impression on, and a lot through their alliances (other businesses with the same target market as theirs like accountants, financial planners, lawyers, real estate agents etc). So lets just focus on their alliances and see what this business did with IntoResults to that market alone to acheive the end result of a great flow of constant leads to their business.
- First off every week they sent to their alliances a Quote of the week. A very simple short inspiration piece that helped them feel great for the beginning of the week
-
News updates. These kept their alliances up to date with interest rate movements, movements in the market, new ways to do loans. Saving them doing the research themselves to keep up to date (a brilliant way of upskilling your referrers so they look good to their clients and they send you more leads your way)
-
Business Checksheets. Including a form that their alliances used, and made them look professional, saving them time in referring clients, Plus ensure their clients get the best loan in the fastest time
-
Regular Newsletters. Covering key news updates, introducing the teams, awards won, testimonials etc)
-
Thank You for the lead e-cards, with a voucher enclosed
-
Plus, helped them put together joint seminars by managing the process (invitations, bookings, name tags, reminder messages etc)
This Broking business was miles above their competitors in the number, size and frequency of leads they got and the biggest reason was simply because of their commitment to their regular communications with their alliances. Back to top
Personal Training Studio
 This business wanted to keep in regular contact with their contact groups (clients, alliances, prospects), yet be personal with their messages so that each person they communicated with felt that the information was just for them, and was relevant to their needs.
Some of their clients and prospects had different desires/ needs for their services, for example. Some wanted to loose weight, some keep fit, and for some of their professional clients their greatest drive was keeping a balance in their lives so they could be more effective in their businesses. They managed this beautifully by utilising personalisation and how they set up their database groups to build the loyalty and keep their business top of mind with their contacts.
So what did they do
They sent:
- Regular newsletter. (myths, tips & ideas from themselves + their alliances, and fun stuff). And what they did in their tips area - they automatically delivered different content depending on the desire/ need of their client.
- Monthly schedules on their group activities for the month, so their clients could preplan their month and even book
- They had a innovative way of alerting their contacts of their Specials for the month
- Birthday Cards were automatically sent out.
- Achievement cards with special offers attached were also sent regularly, so all their clients felt special and highly motivated to keep turning up for their training sessions, by their team of personal trainers.
- And As most of their clients adored them, they would send out 'Invite a friend card' to a special event or free Training session, that made it easy for their clients and alliances to pass on the gift easily to people they knew.
- Fun Surveys. Which combined with a competition, really reinforced their fun caring relationship they had with all their clients.
- Their biggest winner was their automated new client welcome process, where clients were automatically sent material, offers, reminders and tips starting from the day they signed relating to the program they signed on for. This ran for their first 3 months which was when they experienced their highest drop out of clients. Not any more!
Again this business had a constant flow of leads + a high retention rate of clients (which is often a challenge in the fitness industry). Back to top
Real Estate Office
 Most Real Estate Agents do the same letterbox drop and marketing to keep in contact with their potential market... This Real Estate office and agents wanted to be different and provide greater value to their past clients so they kept coming back, as well as referred others onto them.
A big section of their market was Investors - looking for investment properties as well as bigger houses for themselves, so here is what they did:
Traditional House buyers
- Congratulations e-card was sent on the day of settlement (with a bunch of flowers delivered welcoming them and alerting them to the great package they were about to receive online). Attached to the e-card was a selection of great discounts provided by local businesses.
- One week later they received an email introducing them to the after service, where they could select what further communication they would like (eg. Quarterly updates on house prices in their area; Monthly House listings - and to select which areas they were interested in; monthly investor news etc)
- Surveys after purchase - to ensure they provided a high level of service that would encourage clients to refer business to them - after each sale they would send them an online survey to carry out. This was also sent to non-buyers, so they could establish in more detail why they lost some sales. The beauty about the online survey was for the recipient, it is quick and easy for them to complete and the Real Estate office it was very easy to view the results by individual or across all replies.
Investors
Each of their Alliances also sent this newsletter out to their own clientele, extending the reach of this Real Estate office. This newsletter also attracted new clients as 'send this to a friend' generated a lot of referral business.
The end results for this business was a constant flow of new prospects were added to their database automatically with no input by them, and that resulted in a constant flow of sales to put their sales team above all others in their area. Back to top
Golf Wholesaler
Now this business wanted to work not only with their existing clients, but also attract potential clients. So they decided that it was very important for them to be seen as a leader, someone who was focused on helping their clients achieve business success.
Now this clever wholesaler worked out if he helped his clients be more knowledgeable with their customers and helped them sell more of his product, then theyd buy more off him.
Now it is interesting to note that most of the content in the following strategies, he did not have to compile from scratch, it was already at his fingertips.
He sent:
- Regular News updates. On what was the latest innovations in products and how they rated and how to sell them
- New Product launches marketbreaks. He had a great way to introduce new products to his existing and potential clientele, prior to his reps introducing it to them...
- News updates. Results from key Golfing Tours around the world, as his clients were mostly golfing enthusiasts and always wanted to know what was happening in the professional golfing world and how their favourites were doing
- Monthly Golfing Retail Tip / ideas Sheet (this was the greatest hit, as it included great ideas for the retailers on how to improve their sales, marketing, teams etc. All these were written by leading experts for Free as they were all keen on the profile they got from this service)
- New product opinion Surveys. Running a survey to determine the interest in a new product (testing the market before they invested money importing, or manufacturing a product). This was a great testing tool, as well as a turned out to be a brilliant marketing tool as well getting everyones interest peaked before introducing it to them.
All the above seems like a lot of hard work, but once it was organised, it didn't take him very long to do and the results just spoke for themselves. Back to top
Many Business Coaches like their clients are challenged with time, and Marketing is one of those areas that often don't get their full attention. Plus also, being a Business Coach they are fully aware of the importance of looking after their clients and alliances to ensure they stay for a long period of time and rave about you to others.
This Business Coach decided to utilise IntoResults to automate as much of their marketing and communications as possible, and streamline the rest so they could be well on top of their marketing and enjoy the results.
So what did they do with IntoResults.com? They sent out:
- Monthly Newsletters to their clients and prospects. As they had access to a large variety of editorials they got them all pasted into their library within IntoResults - which meant putting their newsletter together a breeze as they only had to select which articles went where in each addition. This enabled the coach to plan their years worth of newsletters, and easily produced and scheduled three months at a time within a few hours.
- Monthly Newsletters to their alliances - most of their clients (especially for their group training sessions) came from their alliances (Accountants, Financial Planners, Communication retailers etc) so because this was an important market for them, they decided to produce a dedicated newsletter to this market (which was only 2 articles different to the regular newsletter above). This was an easy process because all they had to do was click a button to copy the above newsletter, then swap the 2 new articles and the newsletter was ready to go.
Leverage through Automation:
- New Client process: as each new client received the same material, and then a series of articles and templates on Time Management and Goal Setting. This Coach worked out the schedule that each of these was to be delivered for the clients first 13 weeks, and then set it all up in the IntoResults system - to be automatically sent to clients as they were added to their contact database. And because of the personalisation features available the recipient would be none the wiser and think the Coach was working on this each week for them.
- Prospect process: The same with a prospect, they went through the same process each time. Here they sent them a series of emails prior to their appointment on who they were, what they did and some testimonials to build up the momentum prior to their meeting.
- Client Process: They also sent out to their clients a weekly email with some lessons, tips and inspirational pieces. This Business Coach did three months worth in advance. (NB/ they got a lot of their material for these from IntoResults Resource Centre)
- Birthday cards: Everyone received a personalised birthday card that automatically went out to them on their birthdays - with no effort needed by the Business Coach
- Other E-Cards they used included:
- Thank you cards for referrals
- Fun seasonal cards, with inspirational quotes
- Encouragement cards each quarter to their clients
Marketing:
Like their clients, this Business Coach knew they needed to run multiple forms of marketing to keep their leads constant, they also:
- Attended networking functions: here you meet a number of contacts and collect cards. You usually send the same message with a couple of alterations to personalise the message. This process was automated as well - as soon as a networking contact was added to their contact list a personalised message went out to them immediately
- Seminars were a big lead generation strategy for them which used to take a lot of time in administration - using the IntoResults solution they were able to automate a lot of this process. They sent out the invitations, and IntoResults event manager managed the rest of the process - handling the RSVP's, and follow up marketing.
- Every quarter they also sent out a professional eye catching marketing piece that their database could easily on send to others (a great referral strategy).
- Workshops: One of their revenue streams was through running 2 day workshops and group coaching sessions. They used IntoResults to not only market these through their alliances and contacts, but also to collect the money as well.
So after setting themselves up with IntoResults not only did they triple their marketing, systemise their business to provide greater value to their clients (which resulted in their clients staying longer, and raving about them to others) best of all they saved time and effort with their marketing and communications. This enabled them to take their Fridays off each week and really have the lifestyle business they were after. Back to top
Association
The goal of this Association, like most, was to attract and retain members by providing them something of great value to help their member's businesses grow.
To achieve this, IntoResults.com set up a duplicate IntoResults site for them and re-branded it with their Association's colours and images. They then helped this Association build up a stock of articles, e-cards, vouchers, images, sales letters and surveys that would be valuable to their members.
Most of their members were in the Financial Industry and were very challenged by marketing. They were unsure what to do and how to do it and generally the quality and effectiveness of what they did produce was low and therefore didn't produce the required results.
Once they realised that the Association had done most of the work for them by producing all these templates and samples, they jumped at the chance to join the service as most of the time all they had to do was schedule the date for the material to go out.
This Association produced for its members:
- Dummy newsletters and additional articles that could be personalised by each member
- Quarterly financial updates and educational pieces. Again, all the members needed to do was select which articles they wanted to send, and simply nominate who was to receive it. This enabled the members to be seen as the experts in the market place which helped them to attract clients and keep them longer
- Seasonal e-cards with suggested special offers and vouchers
- Highly attractive and effective seminar invitations and materials - right down to the power point presentations they could deliver at the events
- Anniversary cards that could be automatically sent out to clients on their anniversary of joining the business
- Multiple Surveys - new client surveys, service specific surveys, newsletter surveys etc
- A series of sales promotions and letters
The end results:
Because this Association was facilitating a solution for their members' biggest challenge (effective marketing), and because it didn't take the Association long to set up - they attracted a lot of members and made additional money.
Members found that their marketing was easy and very fast to set up, with many of the strategies being able to set on automatic mode. This meant that much of their marketing didn't take a lot of time to maintain.
Amazing results from this new service flowed on to members and this in turn benefited the Association. So the good news was 'all around' positive success and satisfying results.
Franchised Business
The challenge for most Franchisors is getting their Franchisees to do their own local marketing, as well as ensuring there is consistency with all their Franchisees marketing efforts.
Here is a story about one Franchisor who no longer has this challenge - their franchisees are now sending out some great marketing pieces, with very little effort.
- Each Franchisee sends their new clients a series of messages welcoming them to their business, and alerting them of all their team members and other services - this happens automatically
- All clients now automatically receive birthday cards on their birthdays
- All their prospects, clients and alliances are receiving monthly newsletters
- All their prospects, clients and alliances receive automatically fun seasonal cards
- Quarterly special offer packages get sent out to their databases
- Seasonal sales messages are there ready for the Franchisee to send out
- Sales letter templates are there ready for the sales teams to use
- Customer Satisfaction surveys are there ready for them to send out to their clients every year
- Everyone in their databases an now automatically update their details
Now, each of the Franchisee's concentrates most of their efforts on doing the business - and have amazing marketing that just happens for them - ensuring they stay top of mind for their prospects, generating enquiries from them and their existing clients stay with them longer as they feel that the Franchisee cares by sending them regular personalised messages.
This all happens because the Franchisor has invested in its own rebranded version of IntoResults.com so they can easily install all these marketing pieces for their Franchisees. It also provides a 'differentiator' during the new franchisee recruitment process. And because it is so easy for the Franchisee to use, and all the material is there for them - their marketing activities have increased, and so has their revenues and profits.
|
