We discuss High Impact Revenue Generation Solutions that will help your business grow in these challenging times. Built for C-Level, Presidents and Owners, episodes are short, succinct and actionable. Show notes and tools are on www.targetoutcome.com/podcast
TargetOutcome with Steve Grady
Claim This Podcastby Steve Grady
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17 episodes
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Podcast Overview
We discuss High Impact Revenue Generation Solutions that will help your business grow in these challenging times. Built for C-Level, Presidents and Owners, episodes are short, succinct and actionable. Show notes and tools are on www.targetoutcome.com/podcast
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Publishing Since
8/4/2020
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Recent Episodes
September 15, 2020
S5:E16 Systems and Tools for Activating your Powerglass Pipeline (Season Finale)
<p>Welcome to the final episode of the Powerglass Pipeline Season. I hope you found inspiration and new techniques in this season to grow your comapny by optimizing your Customer Journey. </p> <p><strong>Concept 1 -</strong> You need to put the systems, processes and tools in place to support and accelerate each Powerglass Pipeline stage. Your Martech Stack will normally be a combination of systems that suit your Industry and Go To Market. But there are over 8000 systems to choose from as shown here: </p> <p><strong>https://chiefmartec.com/2020/04/marketing-technology-landscape-2020-martech-5000/</strong></p> <p><strong>Conecpt 2 - </strong>These are some of the key systems that you need in your Martech Stack. A great exercise is to create a diagram of all your Go To Market systems and dataflows. </p> <p>•<strong>CRM</strong> – Customer Relationship Management System - Your company needs a centralized place to store and manage all of your customers’ contact information</p> <p>•<strong>MAS</strong> - Marketing Automation System - The term marketing automation refers to using a single platform for campaigns, email creation/sending, lead nurturing.</p> <p>•<strong>CMS</strong> - Content Management System - A CMS is the platform where you host your company’s website, content, blogs, landing pages, and lead generation tools.</p> <p>•<strong>Social Media Platforms </strong>– you must be engaged on social media platforms where your prospects and clients find their information and network.</p> <p>•<strong>ABM</strong> - Account Based Marketing - reach your ideal accounts and the contacts within those accounts, then monitor engagement. You are engaging accounts on their terms through understanding their challenges and providing transformative solutions.</p> <p><strong>Analytics</strong> – measuring results – Google tools, Dashboards, Automation, AI systems</p> <p><strong>Concept 3</strong> - an example of a full suite Revenue Generation Platform is the RevEngine Platform shown here:</p> <p>https://insights.targetoutcome.com/revengine-overview373234</p> <p><strong>Go to targetoutcome.com/powerglass-pipeline </strong>to get your Powerglass Pipeline Playbook and more information on the Powerglass Pipeline Course and Coaching Program. </p> <p>See you soon!</p> <p><br></p>
September 14, 2020
S5:E15 Evangelize Stage in the Powerglass Pipeline
<p>We have reached the last stage of the Powerglass Pipeline - Evangelize! Now we are encouraging our Clients to refer us to both Prospects and Customers. </p> <p>Conecpt 1 - The power of Raving Fans (Evangelists)</p> <p>•Clients who trust you - will promote you.</p> <p>•Clients now freely tell others about your company, products and customer service</p> <p>•They promote your brand – logo garb, participate in your activities, tattoo?</p> <p>•They use the Network channels and their own methods to refer you to others.</p> <p>Leads from your Evangelists are powerful</p> <p>How do you identify your Evangelists?</p> <p>1.They passionately recommend your company to friends, neighbors, and colleagues.</p> <p>2.They believe in the company and its people. People are loyal to people, not necessarily company brands.</p> <p>3.They purchase your products and services as gifts.</p> <p>4.They provide unsolicited praise or suggestions of improvement.</p> <p>5.They forgive occasional dips in customer service.</p> <p>6.They do not want to be bought; they extol your virtues freely.</p> <p>7.They feel part of something bigger than themselves. Your Cause</p> <p>Concept 2 - Taking up your Cause - how to encourage your "Raving Fans" to refer and recommend:</p> <p>•Review your materials when you created Your Cause supported by your Primary Beliefs in the Awareness (Stage 1) phase.</p> <p>•Have you delivered on your Cause using your Primary Beliefs throughout your Customer’s Journey?</p> <p>•Have you asked you Clients directly whether they are telling others about your company and offerings?</p> <p>•If they aren’t, why not? Something is standing in the way. Find out.</p> <p><strong>Concept 3</strong> - Promoting Evangelism - The Loyalty and Network phases are the groundwork to provide a means for Clients to evangelize. People love to be able to help others with their same Challenges and look smart at the same time. Evangelism is driven by 5 of Dr. Cialdini’s Influence factors: Reciprocity, Commitment, Social Proof, Liking, and Authority. Always be giving to your Community in your Network channels. Keep solving problems for your Clients (New Territories). Use Surprise and Delight with your clients through unexpected actions:</p> <p>1.Giving them small gifts.</p> <p>2.Writing them notes – handwritten and mailed is best</p> <p>3.Having your CEO reach out to clients.</p> <p>4.Recognizing their birthdays.</p> <p>5.Sending loyal customers company-branded goodies</p> <p>6.Personally checking in.</p> <p>7.Proactively fulfilling their needs.</p> <p>Incenting Lient Evangelism:</p> <p>•Ideally, Client evangelists will promote your brand or product without any external motivation.</p> <p>•But, sometimes it’s necessary to give passionate clients a reason to share that enthusiasm with the world</p> <p>•Double Reward - Client sends discount code to prospect. Prospect buys with discount and Client also receives discount. Win-Win and you pay only for success. Both are encouraged to share their referral codes with other prospects for more referrals</p> <p>•Ambassadors - Producing exclusive experiences Clients will be proud or excited to share on social media.</p> <p>Concept 3: Ensuring Employee Evangelism - It is vital that you have programs in place to nurture and encourage your employees:</p> <p>1.Establishing a transparent and open culture.</p> <p>2.Inviting employees to help you create and/or refine your Core Values, Cause and Primary Beliefs. Check with employees on relevance.</p> <p>3.Paying more than the industry standard and expecting more in return.</p> <p>4.Putting just as much focus on employee feedback as customer feedback.</p> <p>5.Supporting educational and career development</p> <p>6.Hire using culture fit and enthusiasm for the company and products</p> <p>Head to targetoutcome.com/powerglass-pipeline for your Powerglass Pipeline Playbook and Powerglass Pipeline course. See you there! </p> <p><br></p>
September 13, 2020
S5:E14 Networking Stage in the Powerglass Pipeline
<p>In this episode we discuss the Network stage.</p> <p><strong>Concept 1</strong> - In this stage you create ways to have your Clients network with each other and prospects. On-line, user groups, symposiums/trainings, etc. Provide ways for Clients to send referrals. You develop systems and techniques to promote Network Effects that can lead to an improved Client experience as more people purchase, also encourages new prospects as they look to benefit from purchasing.</p> <p><strong>Concept 2</strong> - Client and Prospect Watering Holes - Identify and understand the following:</p> <p>•Where do you customers get or exchange their information?</p> <p>•What associations do they belong to?</p> <p>•What user groups are they a part of?</p> <p>•What events do they attend?</p> <p>•What Social Media groups do they join – Facebook, LinkedIn?</p> <p>•Are you in all these places?</p> <p>Dig Your Own Watering Holes - you can provide value and also unique access to your clients and propects by using:</p> <p>•Your Website posts – use comments/likes</p> <p>•Create Social Media Group – Facebook, LinkedIn</p> <p>•Create your own User Group – website, Hivebrite, events</p> <p>•You can leverage your 50 Questions and Case Studies</p> <p><strong>Concept 3</strong> - Review Methods and Sites - Client and User reviews are incredibly influential! Here are the stats:</p> <p>•88% of consumers read reviews to determine the quality of a local business</p> <p>•86% of customers say negative online reviews had influenced buying decision</p> <p>•But most reviews – 80% are positive</p> <p>•74% customers trust online reviews as much as personal recommendations – astounding – power of social proof.</p> <p>•Reviews also manifest in Social Media as Likes and Shares. You need great content.</p> <p>How are you represented on top sites such as Google, Amazon, Facebook, YouTube, Yelp, others. What industry specific review sites should you be on? Business listings, Industry Associations, Trade groups, etc. </p> <p><strong>Concept 4</strong> - Getting Reviews and Reputation Management - In today's digial world it is ever increasingly important to secure positive reviews. How do you secure reviews:</p> <p>•Ask</p> <p>•Email customers manually with link</p> <p>•Prompt reviews with codes and review sites on receipts</p> <p>•Use review generation software such as Trustpilot, Yotpo, RevEngine, Birdeye</p> <p>Understanding, protecting and nurturing your Reputation requires these actions:</p> <p>•Responding effectively to negative reviews and amplifying positive feedback is essential for success</p> <p>•Being present and having a good reputation go hand in hand</p> <p>•Know where your online reputation lives</p> <p>•Reputation software – Podium, Rize Reviews, Reputation.com, Sproutsocial (social listening)</p> <p>Here is a useful Online Footprint Checklist</p> <p>1.___Number of listings</p> <p>2.___Consistency of listing information</p> <p>3.___Overall sentiment in reviews</p> <p>4.___Frequency of new reviews</p> <p>5.___Overall volume of reviews</p> <p>6.___Social activity and engagement with users</p> <p>7.___How does your mobile exposure and experience compare to competitors</p> <p><strong>Concept 5</strong> - Driving Referrals -Requested referrals are great lead generation source as they normally go to “down funnel” prospects who are closer to buying. Reviews are “indirect referrals”. Make sure good reviews are in prospect watering holes. Autonomous referrals are fantastic. Your Customer Experience and Reputation is key to great referrals.</p> <p>Head over to <strong>targetoutcome.com/powerglass-pipeline</strong> for more to sign-up for your Powerglass Pipeline Playbook and learn more about the Powerglass Pipeline course that provides much more detail, tools, and techniques on how to optimze your Customer Journey. </p>
17 total episodes available
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