Opening Leads & Closing Deals

1. Framework to understand
Customer Psyche
www.accessmedia-ap.com

2. 2
Buyers are individuals who have different
ways of approaching a purchase decision
The sales funnel is no longer vertical……
and certainly not linear!
Why?
Real buyers are not “personas”. They bring
their own style & sensibilities to the
purchase process.
Buyers are 70% of the way through the purchase
process before they engage a sales rep.
The Sales
“Cocktail
Shaker”?
This 70% of the process can be marketing’s big
revenue opportunity!

3. 3
Engaging content needs to be plugged at
various touch points
Content should not be a strategy,
instead it should be a solution to a
problem…

4. 4
For both existing & new customers
engagement is key…
Existing
Customers
Identify cross-sell &
up-sell opportunities
Articulate Need,
Pain Areas,
Timing,
To Qualify Leads
New
Acquisitions
via
via

5. 5
CX & PA have been found to be effective
means of engaging
The Customer Experience (CX) Program for existing customers aims
to engage with key customers as partners in product innovation &
enhancement.
The conversations are designed to:
 Stay in touch
 Map their needs with future enhancements in offerings
 Improve brand loyalty
 Design events
…..And of course to identify opportunities to up-sell into these accounts
The Product Advisor approach is an effective tool to engage with
potential customers and qualify prospects.
The conversations are designed to:
 Reach out & promote the brand
 Identify where they stand in the overall tech-maturity grid, existing
infrastructure & problems
 Point them towards solutions that are appropriate for the near term
 …..And of course to identify the potential to buy

6. 6
Engaging content needs to be plugged at
various touch points
We need to
decide upon
our strategy by
defining our
initial area of
intervention….
…and leverage
existing
content like
podcasts,
infographics,
videos, product
trials
PA
CX

7. 7
Besides content & design both CX & PA
are quite similar in terms of logistics
 Both approaches are white-labeled, are non-intrusive, have a
comparatively low carbon footprint, and help you remain hardwired
to your stakeholders
 Both use dynamic web forms that have a much higher
engagement & stickiness as compared to static pages & content.
Research indicates that dynamic web forms have a 38% higher
conversion rate
 Both can be launched via email blasts, pop-ups in microsites,
web sites, boom-box ads in third party web sites and online
publications, plug-ins in social media or a combination of all these
The
underlying
idea in both
initiatives is
to minimize
the
incidence of
sales
chasing
half-baked
leads,
and/or
engaging in
premature
demos.

8. 8
Our ECFM solutions require no additional
resources from our clients…
Broadly this is what is involved…
 Ideate on strategy, identify collateral & existing content
 Ideate on the campaigns & conversations content
 Design & web enable campaign & conversation
 Deploy campaign & conversation
 Email blasts & reminders
 Manage responses
 Identify & Report Lead alerts
Additionally we can also help in
 Identifying touch-points
 Media Planning & Online Ads
 Plug into Social Media
 Design a microsite
 Acquire/create databases
 Telecalling Support
…to ultimately get to
your sales funnel

9. 9
…And can be customized to your needs
Dynamic web pages can deliver interactive conversations between
people across cultures & geographies; in their preferred language,
space & time…
To experience the power of online conversations try these links -
http://sgiz.mobi/s3/Manage-Stress-by-Managing-Radiation
http://sgiz.mobi/s3/PMP
http://sgiz.mobi/s3/BI-Leadgen-MI

10. 10
Our ECFM solutions deliver engaging
campaigns & conversations
Our cloud solutions manage end-to-
end logistics of engagements with
discreet communities & stakeholders
ECFM
(Online & CATI)
Market Surveys
(B2B & B2C)
Lead Gen &
Lead Nurturing
Online Education
& Testing
Online
Publishing
ePromotions & Customer
Advocacy
Activity
Reporting/Monitoring
Activities can be
supported with
Analytics and
Real-Time
Reporting.
Our data using
export values can
be used by third-
party tools and
legacy systems.

11. 11
Look forward to keeping this conversation
going…
You can visit us at….
www.accessmedia-ap.com
or