1. Customer acquisition management is the set of methodologies and systems to manage customer prospects and inquiries generated by a variety of marketing techniques. Various marketing techniques that are believed to be effective at Customer Acquisition include customer referrals,[1] customer loyalty programs, and participating in charitable events. Customer Acquisition Management can be considered the connectivity between advertising and customer relationship management. This critical connectivity facilitates the acquisition of targeted customers in an effective fashion.[2]
2. Such a reporting system typically allows the organization to quantify the effectiveness of results of various promotional activities. This allows organizations to realize continuous improvements in both promotional activities and customer acquisition systems.
3. Customer acquisition management also often includes the original response to a prospect immediately after their inquiry. This response could come in many forms – a personalized fulfillment letter and brochure, an e-mail response or a telephone call. In each case the initial response is targeted to further the interest of the prospect and simplify the initial sales call for the sales channel.
4. Like lead management, customer acquisition management creates an orderly architecture for managing large volumes of customer inquiries, or leads. The architecture must be able to organize numerous leads, at various stages of a sales process, across a distributed sales force.
5. By creating methods and processes to track key acquisition metrics, organizations can get a more accurate picture of what traffic and new customers result from each channel.
6. Lead Management is a set of methodologies, systems, and practices designed to generate new potential business clientele, generally operated through a variety of marketing campaigns or programs
7. This critical connectivity facilitates business profitability through the acquisition of new customers, selling to existing customers, and creating a market brand. This process has also accurately been referred to as customer acquisition management.
8. The general principles of lead management create an ordered structure for managing volumes of business inquiries, frequently termed leads. The process creates an architecture for organization of data, distributed across the various stages of a sales process, and across a distributed sales force. With the advent of the Internet and other information systems technologies, this process has rapidly become technology-centric, as businesses practicing lead management techniques have shifted much of the prior manual workload to automation systems, though personal interaction with lead inquiries is still vital to success.
9. Along with its other related business practices--marketing, brand development, advertising, and sales—the goal of an effective lead management initiative is to generate new business revenue, increase visibility, and improve the general attitudes of potential clients and the public at large for future business development.
10. acquiring new customers means understanding what makes your customers tick and investing heavily in inbound marketing strategies such as content, building an email newsletter and search engine optimization (SEO).
11. Inbound marketing pulls customers in with value-generating resources (such as the one you’re reading right now!). Sure, it takes time to create great content, but a robust resource center can drive qualified visitors for the life of your business.
12. On the other hand, outbound marketing requires you to keep writing checks in order to bring in new visitors. When the checks stop going out, the new visitors stop coming in.
14. Do you know what smart entrepreneurs do with the traffic they receive from inbound marketing content and SEO? They build an email list.
15. Outside of direct sales, there is no better business outcome attached to first-time visitors than when they subscribe to receive newsletters and email updates from you.
16. Choosing the right words is an important part of how your business sells online, so invest a little time in learning about powerful wordsmithing.
17. Building an online business without utilizing analytics is like driving with your eyes closed. If you don’t know what’s working (or what’s not!), where people are visiting, and how your pages are performing, then you’re headed toward failure.
18. It’s time to take what you’ve learned and start building. Every entrepreneur needs a customer acquisition toolbox that helps him or her work smarter than the big guys.
19. Considering your business’ capabilities and limitations, create an inbound marketing strategy that prioritizes the pieces you want to deliver first to begin driving customer acquisition. And don’t reinvent the wheel when you’re crafting these pieces — the blogs and articles above are excellent starting points to guide your efforts.
20.
Learning:
1. Customer Acquisition is the most important skills in startup.
2.
Linear lead flow process
1. Advertising and CRM
2. Customer inquiry or response
3. Inquiry captured
4. Inquiry filtered
5. Lead graded and prioritized
6. Lead distribution
7. Sales contact
8. Lead nurturing or retention
9. Sales result
10. Analysis of promotion's effectiveness
A typical outline of a lead management process might follow the following steps:
- Business engages in a range of advertising media (Lead generation).
- Recipients of advertising respond, creating a Customer inquiry, or lead.
- Respondent's information is captured (Inquiry Capture).
- Captured information is then filtered to determine validity (Inquiry filtering)
- The filtered leads are then graded and prioritized for potential (Lead grading)
- Leads are then distributed to marketing and/or sales personnel (Lead distribution).
- Leads are contacted for prospecting (Sales contact).
- Contacted and uncontacted leads are entered into personal and automated follow-up processes (Lead nurturing).
- End result is a new business sale (Sales result).
References:
1. http://www.helpscout.net/customer-acquisition/
2. http://en.wikipedia.org/wiki/Customer_acquisition_management
3. http://en.wikipedia.org/wiki/Lead_management
4. https://blog.kissmetrics.com/guide-to-customer-acquisition/
No comments:
Post a Comment