Sage Partner Advantage Wednesday Webcast Series

Rob Johnson - Partner ProgramsTom Hume - Channel Marketing

Conference Call Dial-in instructions

•Conference call 877 374-4822

•Conference code 267-778-7196#

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Critical areas of your business

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Wednesday Webcast Series

• Space is limited!

• Miss a week…catch the recording– www.sagepartnerportal.com

• Sign-up for upcoming webcasts at:– www.sagepartnerportal.com

• Lines will be muted; please send in questions via Webex Q&A

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Make a Referral Week – March 9th – 13th

To participate in Make a Referral Week, business owners are asked to make a referral to another business and tell the world about the business on the Make a Referral Week site. The goal of the week is to generate 1000 referred leads. This will also create natural networking opportunities.There is no cost to participate and the week will feature referral education highlighted by a live Web conference featuring Bob Burg, author of the Go-Giver, Ivan Misner, founder of BNI, and Bill Cates, author of Get More Referrals Now.

Make a referral March 9-13 and get a library of content from leading referral experts. Make a Referral Week is the creation of Duct Tape Marketing.

Participants who make a referral during the week will receive an archive of the entire week's content.Visit www.makeareferralweek.com and sign-up now to be notified of all of the event announcements as they unfold.

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Next week’s webcast (March 4):Marketing in a Down Economy Series:

Solid Marketing in a Squishy Economy

• During the Webcast, you will learn about smart marketing ideas that will maximize your dollar with low-cost marketing tactics, help you stay top of mind over a long sales cycle, generate stable and consistent revenue from existing customers, and position your firm for massive growth once the economy is back on track.

• Presented by Juice Marketing (formerly MAS Consulting)

• Wednesday March 4 at 9:00 a.m. Pacific

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This week’s webcast:Referrals - The key to successful sales growth. Using Net

Promoter to drive your referral business

• Senior Director for Sage MAS Sales Jay Deubler shares his proven experience on how to increase sales by working with clients to build referrals.

Referrals – The key to successful sales growthJay DeublerSr. Director, Field SalesSage North America

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TEST

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Agenda

• Introduction• Benefits of Referral Marketing• What is a Referral• Building a Referral Program• Next Steps

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Top 10 Reasons • Because the last CPA meeting you went to got out of

control when they broke out the new HP-874 calculator.

• We all love the calls from telemarketing firms at dinner, ‘Hi, this is Sam, may I speak with Mr. Dewebler?’

• Direct Mail is just losing its flair.• Last week at the Elks, BINGO got wild when Betty

Sue got a triple double.• It is always fun to hear at a party, “My client just did

an implementation of Microsoft, I wish I would have known what you did.”

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Top 10 Reasons (cont)

• More ‘New Net Promoters’ is a good thing

• Because wasting time with unprofitable sales cycles is a drag

• It has the highest ROI of any type of marketing.

• Companies in your metropolitan area are buying our competitors applications without you ever knowing

• The Close Rate on Referral Leads is close 70% in our market.

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“80% of Companies obtain 70% of their business through Word of Mouth from satisfied customers.”

- AMA

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Keys to Building a Referral Program

• Know what you want– Who are your ‘Net Promoters’– Who are your most Profitable Clients

• Create a Systematic Approach

• Make it Easy

• Be CONSISTENT

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What is a Referral?

• A person, company, product, or service recommended to someone by another person

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Step One: Indentify your NPs

• What is a Net Promoter?– A Customer– Who will recommend your business to another.– Due to a positive experience with your business

• How do you find your Net Promoters– Join our Customer Loyalty Program

• Details at the end of the presentation– Know who is currently recommending your organization– Do your our ‘Customer Loyalty Survey’

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How does NPS work…

It measures a respondent’s likelihood to recommend… Using a scale that goes from 0 (not at all likely) to 10 (extremely likely).

0 1 2 3 4 5 6 7 8 9 10Not at all likely

Extremely

likelyLikelihood of recommending

Fred Reichheld,Author/Speaker

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Finding the right one

• Your optimal client will most likely be a Net Promoter, but they may not

• Detailed Questions to ask about your Optimal Client– What type of business are the in?– Where are they located– What is important to them– Why do you work so well together– What are the decision makers like?

• Demographically?• Education?• Generation?

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Step Two – your Value Proposition

• It is a must to be able to communicate this quickly and effectively so others can tell your story

• Clear Statement of TANGIBLE results a customer receives for our products and services– Meaningful measurements to your customers

• $ Dollars Saved• $ Dollars Generated

‘We provide companies in the greater Milwaukee area solutions that help them lower the costs of running their business by implementing software to run the business more efficiently’

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Step Three – ‘The Influencer’

• Who influences your optimal client?– CPAs, Attorneys, Other Business Owners

• What groups do they belong to?– Associations, BCA, BNI, Rotary

• How can you let them know what you do?– Presentations– Networking Events– Social Activities

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Step Four – Arm your Network

• Your Ideal Customer• Your Value Proposition• Success Stories• How they provide you a referral• How and when you will follow up• What is the Reward

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Getting a Referral

• Identify what works best for you?– Your website– An email– Phone Call– Face to Face Introduction

• Make it non invasive and easy• FOLLOW UP in the time frame promised• Reward the behavior

– Thank you for introduction– Upon adding the referral as a client, reward the behavior

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Reward the Behavior

• Know what is acceptable and anticipated– Association Rules– Generally acceptable Regional Activities

• Ideas– Consulting work – A night on the town– Gift Cards– Discounts on Future Purchases

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The Secret to Success

Give before you Get.

• Build your network• Help them find new customers• It may not be instantaneous, but the leads will come

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THE BIGGEST SECRET

• Consistency

Referral Marketing is like working out, you do not see results tomorrow. It is only after consistently doing it will you see the results you desire.

Make this a habit

Plan it into your weekly schedule

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Being Consistent

• Make a Referral Marketing Calendar• Attend Networking Events• Remind your Influencer Network

– At least monthly– Make it timely– Add Value for reviewing your material

• Reminder on the latest tax law changes• A motivational quote• New legislation that will affect business in your area• The latest hunting report

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What Now?

• Join CLP 2– Insert more on this here

• Add this to your marketing calendar NOW– Make the process part of your calendar

• Interview your customers

• Review the profitability of your customers

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Need More?

• Duct Tape Marketing – Use your Co-op dollars to attend

• Join a local Networking Group– www.BNI.com– www.BCA.com

• Attend our session at Insights

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Q&A