Category Archives: marketing

Data analysis – your future depends on it !

Data is what makes the sales and marketing world go round, however very few really get to grips with what the data is actually telling them.

A database is one of the greatest assets a company can have, it is also one of the greatest liabilities too if mistreated and neglected.

When we are working with clients the main thrust of information that they are trying to establish is the cost of each new customer to the business, otherwise known as acquisition cost.

Conversion from a prospect or inquiry to a sales

Conversion from a prospect or inquiry to a sales

 

So I challenge you to really look at your data, do you know all of the below?

  • The amount of valid data you hold?
  • The conversion from cold data to sales
  • The conversion from existing clients to further sales opportunities
  • The conversions from different sources, ie web, social media , direct mail etc

If you don’t then ask for help to work it out, I promise you it will really help you with your business growth strategy.

For a free analysis of your data email info@ballyhoo-media.co.uk

 

 

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Keep calm, keep calling, your customers need to hear from you!

Many companies think that the use of a telephone in their business is now defunct and that the world of social media will solve all their customer service and ultimately sales issues. In no way am I saying that social media is not a phenomenal addition to the world of communication and is allowing smaller agile companies to undertake business across multi channels and on an international basis but the art of direct conversation, whether warm or cold still continues to yield conversions which significantly contribute to the sales targets.

Keep Calm and Keep Calling

Keep Calm and Keep Calling

I have had many debates with sales people who think that the fact that they have sent an email to someone, or had a tweet with someone means that they no longer have any responsibility to follow up the email or tweet, that is down to the recipient. In many instances it is really beneficial and easy to find out the information you need simply by using the telephone whether desk based, IP or mobile.

Essentially people like to talk, like to be heard and also like to listen to stories.

So make sure that you call your customers and clients regularly as you will be amazed at all the other opportunities you can identify and what you can learn about your products and services.

If you struggle picking up the phone to clients Ballyhoo can help on your behalf email us on Stella@ballyhoo-media.co.uk or if you can call us on 01978 280083

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The clarity of a strong call to action

Many of us spend an enormous amount of time on creating and formulating great pieces of marketing collateral.

We go out of our way to make sure that the design is eye catching, the words have all been selected to truly represent your brand and you have despatched the campaign on time and in budget. Ah we can then all sigh with relief that the job is done and wait for all those inbound responses to come flying in!

Or can we? We are all guilty of creating marketing pieces which have absolutely no call to action on any of the materials, for example if you were driving down the street which of these signs would be more obvious about where you should drive your car?

 

Which sign would you continue driving after?

Which sign would you continue driving after?

 

Road closed giving clear directions of where to drive

Road closed giving clear directions of where to drive

 

So next time you are going to write any piece of marketing which is in essence a sales pitch please make sure that you put clear call to actions all over it so that people know what to do.

If you don’t know what call to action signals are then email me Stella@ballyhoo-media.co.uk , call me on 01978 280083 or tweet me on @ballyhoo_media

 

 

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Easy to do, easy not to do

For those of you who may not have come across, The Slight Edge by Jeff Olsen is a great read.

In essence Jeff Olsen explains that once you have set yourself an end goal, such as winning business to double your profit, you then break down the goal in to a daily activity.

For example, if your goal is to win 5 new customers who are going to spend a minimum of £50k with you over a year how are you going to go about finding those companies? What small activity will you do on a daily basis?

It could be that you will aim to undertake a range of the below activities:-

  • Contact a minimum of 10 new businesses a day
  • Keep in contact with existing customers once a week to see whether you can add more value to their business
  • Attending a networking event once a month
  • Posting relevant and supportive comments in social media outlets on a daily basis
  • Writing a blog once a week

Whatever the activity is the discipline is to ensure that it is completed daily.

Olsen explains that since each activity in its own right is only small, the effect of doing it or not doing it each day is not noticeable on that day. However what is noticeable, is that over time the decision to either do the activity or not do that activity will have a significant impact on your end goal as shown in the diagram below.

Easy to do or not to do a daily activity. The choice is yours

Easy to do or not to do a daily activity. The choice is yours

 

Let Ballyhoo Media help you to ensure that without fail your daily activities are completed.

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The pre-training is never witnessed, only the winning

As a sales sharing company, we help to share the enjoyment of finding and developing sales for our customers.

If I compare sales to a marathon then it may help to explain what we do exactly.

To run a marathon you must first decide on what date the race will take place, this mirrors an end of quarter or end of year sales target.

You must also decide what equipment you will need to run the race, for a marathon it is largely really good running shoes, comfortable clothes and the correct nutrition.

In the sales race this equates to a robust and accurate database, strong products or services and an exemplary customer service and sales process.

To complete a marathon pre-training is essential. Very few people can complete a marathon with no training or without incurring an injury. Winning sales is no different, we work together with our clients to ensure that the approach, messaging, call to action, process and ultimately the cost of each new sales is worthwhile.

In basic terms we train for our sales target with our client, even if it means going out in the rain when we all least feel like it!

Training with a client to be able to win the sales race

Training with a client to be able to win the sales race

Our long term clients enjoy the training we do together, to achieve the goal of reaching the sales target on the set date.

However the training may have meant that we had injuries along the way, we had to stop and buy new shoes ( data) , we all ran too fast, too soon and could not fulfil the expectations of the newly won customers or simply we stopped, out of breath and needed to regroup.

After we have finished the marathon and completed our sales targets, we forget about the amount of training which took place prior to the finish line, it was not necessarily glamorous or even worthy of reflecting on BUT it was essential!

Time to enjoy and savour crossing the line and booking the date of the next marathon.

Completing your sales targets

Completing your sales targets

 

 

 

 

 

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Cutting through the noise

We are all very aware that the world today is a noisy place.There are so many streams of information flying towards us that often we miss products, services and connections which would be beneficial in our lives.

Social media is fantastic, we all know that, often allowing us to pry, view or even engage with people all across the world in a way that we would not have been able to previously.

Many of us will see, hear and speak about products and services for some time before we commit to actually purchasing.

So in this world of noise how do you actually tune out the nonsense and have those meaningful conversations?

I came across a blog written by Hutch Carpenter 6 years ago and loved the image he shared about the level of noise and a purpose to how we tune in and listen.

full blog can be found here http://bhc3.com/2008/06/04/a-definition-of-noise/

A defintion on noise

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A happy customer makes all the difference

At Ballyhoo Media we work tirelessly in the background so that our clients can win new business and grow their own companies.

We always hear if there are any small questions or matters which arise, but very often the fact that we have done and are still doing a great job for them is not articulated.

So you can imagine how thrilled and grateful we were when we received the comment below:-

“ I engaged Ballyhoo Media on a six month telesales campaign, in what is a very challenging highly competitive industry. My expectations were modest and this was a test for me as to the viability of using an agency to carry out this important task for my business. They have outperformed my wildest expectations in every aspect, with just half of the contract complete they  generated  enough new business to justify the entire campaign. Ballyhoo are very professional, operate with complete integrity and represent my business as if it where their own. Rawson Digital are looking forward to a long and mutually beneficial working relationship with Ballyhoo Media.”

Director  www.Rawsondigital.co.uk 

When you are working with an individual or a company who is great at what they do, don’t forget to tell them it makes a world of difference.

 

Remember to tell people how great they are

Remember to tell people how great they are

 

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When is a bag not a bag?

The other day I watched the film The Hangover.

For those who may not have seen it the film portrays a riotous weekend on a stag party in Las Vegas.

Whilst watching it, one of the lines in the film really struck a chord on how we communicate, the words we use and how they are understood by others. One of the actors approaches the others wearing what they suggest is a man purse.

He is mortified and his response is as below:-

“It’s not a man purse, its a satchel. Indiana Jones has one. “

How many times have you referred to something in a conversation very clear about what you mean and yet are met with a completely blank face by the person you are talking to.

On the telephone unless you are on Skype, facetime, google hangouts etc you do not have the chance to observe the others persons reactions so please make sure that every now and then you take the time to clarify exactly what you are referring to and that the person on the end of the phone really does understand.

Its not a man purse it's a satchel

Its not a man purse it’s a satchel

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Supporting our chosen charity A-T and Sparks

Ballyhoo Media have a skill of helping to find opportunities. Whilst we are a commercial entity and naturally have to be paid for most of our projects we choose a charity each year which we help for free. This year we have chosen http://www.actionforat.org/index.html due to a link locally.

Along with a very supportive team  of existing fundraisers we will be utilising our skills to find raffle prizes, companies who would like to attend the event and prizes for the auction for the Spring Ball which will be held on the 5th of April 2014 at the Chester Racecourse.

Surprisingly from our efforts so far we have found the generosity of SME’s to be overwhelming in comparison to some of the larger organisations and look forward to helping local business be promoted where ever possible.

So if you would like to get involved please let us know however small it means a lot.  Amy@ballyhoo-media.co.uk

Attend a great night out at the Spring Ball at the racecourse

Attend a great night out at the Spring Ball at the racecourse

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How committed are you to the result?

Ballyhoo Media is a company with a committed, creative and determined work ethic.

We are committed to the outcome of our relationship with our customer and also the results.

How we reach the results may need us to be creative, whacky and sometimes a little inventive however we always succeed.

Contributing to 25% of the sales of one of our customers is no mean feat but we relish the challenge.

Do you succeed against all odds to increase your sales and customer relationships? Or find yourself swimming in a sea of hope?

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