IRIS webinar e-commerce

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IRIS Exchequer CRM E-commerce Success : 

IRIS Exchequer CRM E-commerce Success Patrick Johnson For Sound, call the number on your email, or use your PC speakers For sound, call the number on your confirmation email, or use your PC Speakers

Business Growth Workshops : 

Business Growth Workshops Turbo Boost Your Website with Google and SEO Maximising Online Sales With E-commerce Grow Your Business With CRM Customer Retention and Relationship Building For sound, call the number on your confirmation email, or use your PC Speakers

Agenda : 

Agenda Today In Context Motivation How to Maximise Online Sales E-Commerce & Customer Retention Some Great Examples Next steps For sound, call the number on your confirmation email, or use your PC Speakers

Plan & Task Breakdown : 

Visitors Plan & Task Breakdown SEO Visitors Advertising & PPC Outbound e-Marketing Registration (Lead) eCommerce Basket Online Sales Closed (Offline) Sales Visitor Interest / Attention Remarket / Revisit / Respend

Business Success : 

Marketing Enquiries in Success: Profit Generated Retention % Re-spend & Referrals Conversion % Business Success

Motivation : 

Motivation e-Commerce Strategy – an online business plan

The Market : 

The Market There are 1.7bn Internet users globally There are 803M people in Europe (TOTAL) There are 402M Internet users in Europe There are 43.8M Internet users in UK www.internetworldstats.com In UK, 19.4m visited e-commerce site last month 25% found via search engines £30.2bn spent online in UK in 2006 £52bn expected in UK in 2010 Forrester UK, e-commerce forecast

The Competitive Advantage : 

The Competitive Advantage IT and E-Business Undercut competition Be more efficient - do more with less staff Able to reduce costs and undercut competition Out-perform the competition Have the right stock Deliver it quicker Reach more people than the competition Databases to drive Mailshots, e-shots More customer information driving better targeting Respond to change faster than the competition Capture and analyse more information, faster Respond and implement change faster

No-one here would start a new business – e.g. open a shop(and invest time, effort and money) without a business plan? : 

No-one here would start a new business – e.g. open a shop(and invest time, effort and money) without a business plan? An e-commerce site is just a new business...like any other venture…

The 10 Point Online Plan : 

The 10 Point Online Plan An Online Business Plan

An Online Business Plan : 

An Online Business Plan What can we sell? Who is our primary & secondary audience? Why would they buy from our site (instead of someone else)? What else will they expect from the site? How will they find us? Or us find them? Once they have bought, why will they come back? What else might we sell? Offline interaction? What technology do we need? Will we make money with this plan?

1. What can we sell? : 

1. What can we sell? All our products? Some of our products? Consumable parts Spares Supplementary items Courses? Reports? Research? New items? Lower margin, higher volume items that our existing brand might successfully sell?

2. Who is the audience? : 

2. Who is the audience? Primary audience? Existing Customers? A sub-section of our Existing Customers? Usually (but not always) a business will focus on an existing relationship for a primary audience Easier to know, easier to reach Secondary audience? Optional Typically some well-defined prospective set Plan now, but phase in secondary audience

3. Why buy from us? : 

3. Why buy from us? Lowest prices Most common, but rarely profitable online strategy for SME’s Our brand and relationship? E.g. they buy our equipment so they will buy our lubricants? this could be enough but not overly compelling… Our specialist knowledge? Okay, but how will we provide this in our site? Our unique service Again, how will this still apply online? Will our secondary audience want the same thing? If not, reconsider your secondary audience or your carrot…the site could have two USP’s but this risks becoming confusing or diluted Consider a separate site

6. Will they come back? : 

6. Will they come back? A solid reason to come back? Ideally the answer to 3 (above) is also a retention USP Can it be re-enforced for returning customers Account information & features, history, reports etc. Re-marketing? Capture the right details Email, phone, address, fax? Multiple contacts / logins Preferences, demographics, history Follow-up campaigns To those who have bought once (recently) To regular buyers To lapsed customers

An Online Business Plan : 

An Online Business Plan What can we sell? Who is our primary & secondary audience? Why would they buy from our site (instead of someone else)? What else will they expect from the site? How will they find us? Or us find them? Once they have bought, why will they come back? What else might we sell? Offline interaction? What technology do we need? Will we make money with this plan?

How are other businesses answering these questions? : 

How are other businesses answering these questions? What can we sell? Who is our primary & secondary audience? Why would they buy from our site (instead of someone else)? Once they have bought, why will they come back?

Some Great Examples : 

Some Great Examples An Online Business Plan

Some Great Examples : 

Some Great Examples Sites that attract and retain customers…

Airflow Developments Ltd : 

Airflow Developments Ltd Offline Specialists in Airflow Systems To trade, retail and consumers Already market leaders

Airflow : 

Airflow What can we sell? Our core product range Who is our primary & secondary audience? Primary Trade Secondary Retail Secondary Specifiers Why would they buy from our site (instead of someone else)? Market leaders, Easy to do Once they have bought, why will they come back? Custom pricing, Accounts information

Hot Wheels / CSG : 

Hot Wheels / CSG Offline Business to Business Only Stock ordered for manufacture months in advance… and then takes weeks to arrive on ship CRM system tells sales staff what stock will be available

Hot Wheels / CSG : 

Hot Wheels / CSG What can we sell? Our core product range And additional accessories and spares Who is our primary & secondary audience? Primary Trade No Secondary Audience (yet) Why would they buy from our site (instead of someone else)? Easy to do, out of hours ordering, Custom pricing, Accounts information, detailed product information Once they have bought, why will they come back? Easy to do, out of hours ordering, Custom pricing, Accounts information, detailed product information

METROW FOODS : 

METROW FOODS Case Study

Metrow Foods : 

Metrow Foods Offline Sell fast food and food ingredients to restaurants & fast food outlets Sales reps for larger customers offer recipe ideas Priced very competitively Huge product range

Metro Foods : 

Metro Foods What can we sell? Our core product range Increase product range Who is our primary & secondary audience? Primary Trade Why would they buy from our site (instead of someone else)? Easy to do, out of hours ordering, Custom pricing, Accounts information, detailed product information, recipe suggestions, huge product range Once they have bought, why will they come back? The same

E-COMMERCE RANGE : 

E-COMMERCE RANGE What’s right for you?

IRIS Exchequer CRM Web Solutions : 

IRIS Exchequer CRM Web Solutions

Summary : 

Summary CRM / the Web is a big problem if you let your competitors get ahead CRM / the Web is a great opportunity if you take the competitive advantage IRIS Exchequer CRM & Web solutions can help you execute a robust business & e-business growth strategy...

IRIS Exchequer CRME-Commerce : 

IRIS Exchequer CRME-Commerce Quickly and easily manage content Manage multiple sites Link content Up date styles Track changes Manage product categories and information Integrated to your Exchequer Accounting system Update price in one place Display customers special pricing Customers can view accounting information e.g. Credit limits Process orders from the web directly to accounts (no rekeying) And much, much more...

Next Steps : 

Next Steps Book on further Business Growth Events Turbo Boost Your Website with Google and SEO Maximising Online Sales With E-commerce Grow Your Business With CRM Customer Retention and Relationship Building Book a Review Meeting Review your CRM, Web or complete IT Strategy and get more help from us Book today and get a free copy of ‘Don’t Make Me Think’ Call us on 01494 486 333 Questionnaire Please now take the time to give us your feedback

Thank You : 

Thank You Please complete the questionnaire

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