Tag Archives: Lead Generation

The WIMS Guide Video Ep.10 Restarting the Streak

The WIMS Guide Video Ep.10 Restarting the Streak

Whelp I broke the streak! After literally 14 hours straight with a client firm there was a moment when I got back to the apartment around 10pm where I could’ve made the right decision and be Superman…but didn’t. Ugh!

Nothing like that bitter taste of blowing it to motivate you get back on track. Often it can derail someone and they spiral but I’m just going to shrug it off and get back at it. Especially considering that overall, yesterday was overwhelmingly positive and a major win. Spent the day with a law firm client talking business development and marketing strategy, doing some training, looking at the numbers, planning for the year ahead and really drilling down into the specific. Despite the unrelenting grind, the day absolutely flew by.

Now we just have to focus on making sure everyone follows up and is held accountable to the plan. Today, back to hustling in Miami. Carving out some time this am for billable work. Then have several meetings lined up and a networking event this evening as well. Onward!

The WIMS Guide Video Edition will focus on business topics such as Entrepreneurship, CRM, Marketing, Sales, B2B, Business Development, Web Design, Augmented Reality, Virtual Reality, Artificial Intelligence, Data Analytics, Machine Learning, and much much more. To learn more about Mike Simmons and his company WIMS Consulting, click here. 

The WIMS Guide Video Ep. 9 Miami Monday

The WIMS Guide Video Ep. 9 – Miami Monday

It’s Miami Monday!! Just arrived in the Magic City and I have an action packed week on deck.

Meetings with investors, clients, prospects, referral sources, friends, etc. Planning to hit a few networking events as well with the Greater Miami Chamber of Commerce and Miami Finance Forum among others as well. Not too mention have to keep up this routine and the gym streak. It’s going to be absolute chaos in the best way.

Industries I’m working with and targeting: Legal, Commercial Real Estate, Accounting, Finance, Tech, Health Care, and professional services are the primary on this trip.

My company is also launching a major campaign surrounding private equity, venture capital, family office, investment banking, and financial institutions who maintain equity stakes in a variety of portfolio companies. In conjunction with some key partners we’re putting together an awesome value proposition to not only help increase revenue via sales and marketing, but also streamline the accounting and finance functions as well all in a consolidated fashion. Much more to come, but this week really kicks off some of the necessary meetings needed before launch.

If you’re in town and want to try and get together definitely reach out!

-Mike

The WIMS Guide Video Edition will focus on business topics such as Entrepreneurship, CRM, Marketing, Sales, B2B, Business Development, Web Design, Augmented Reality, Virtual Reality, Artificial Intelligence, Data Analytics, Machine Learning, and much much more. To learn more about Mike Simmons and his company WIMS Consulting, click here. 

The WIMS Guide Video Ep. 8 Call to Action Friday

The WIMS Guide Video Ep. 8 – Call to Action Friday

Getting this in a little last minute today but keeping the streak alive nonetheless! Still in the mountains of Banner Elk, NC and wrapping up Day 14 of the fitness streak (only 90 more to go yet to meet my goal).

Again taking a bit of a detour with something that I make more of a thing going forward: Call to Action Friday. Wanted to shout out that I’ll be back down in Miami all next week. The schedule is already packed with client meetings, prospect meetings, networking events, and much more. I’ve said many times I’m ALL IN on growing the business more and more down there and this is another major step in the right direction. I still have some availability left but even if we’re not able to meet in person this trip please reach out and let’s at least set up a call and make a plan for the next time as I’ll certainly be back often!

Also, I’m still continuing to seek more and more content from entrepreneurs and professionals who are looking to create more whether written or video. If that’s a part of your strategy for the year please reach out and we’ll get something going.

Thanks for the attention while I keep getting these reps in and have a great weekend!

-Mike

The WIMS Guide Video Edition will focus on business topics such as Entrepreneurship, CRM, Marketing, Sales, B2B, Business Development, Web Design, Augmented Reality, Virtual Reality, Artificial Intelligence, Data Analytics, Machine Learning, and much much more. To learn more about Mike Simmons and his company WIMS Consulting, click here. 

The WIMS Guide Video Ep. 7 CRM

The WIMS Guide Ep. 7 – CRM: Gone Mobile

Today we’ve gone mobile, shooting from the mountains of Banner Elk, NC! It’s appropriate for today’s theme (we’re still drilling deeper into CRMs) about the mobile side of CRM.

Ideally, whatever platform you decide (or chose) will have a great mobile application as well. It can truly make a major difference with not only efficiency, but also with maximizing the program’s value. My go-to’s have great mobile apps of course (Zoho, Salesforce.com, HubSpot) but plenty of others do too.

It helps to be able to add notes/updates immediately after a coffee or lunch meeting, or after discussing an actual deal. I haven’t always been great at it either, but getting all the pertinent and timely data in the system ASAP really helps to ensure you don’t forget any of the crucial, and sometimes subtle details and information gleaned from those meetings. Further, being able to pull out your phone (when appropriate) to recall a key piece of intel can be valuable as well.

Why rely on your memory when you have a supercomputer in your pocket?

The WIMS Guide Video Edition will focus on business topics such as Entrepreneurship, CRM, Marketing, Sales, B2B, Business Development, Web Design, Augmented Reality, Virtual Reality, Artificial Intelligence, Data Analytics, Machine Learning, and much much more. To learn more about Mike Simmons and his company WIMS Consulting, click here. 

The WIMS Guide Video Ep. 6 CRM

The WIMS Guide Ep. 6 – CRM: The A-Team

If you’re following along (if not that’s ok too) today we’re talking about what you do as the next step in launching or redeploying your CRM. You’re going to focus solely on the A players for now. The main thing that is going to create momentum and keep you using the system is achieving ROI as quickly as possible. That’s the main benefit you want out of this and thus its the primary goal.

The quickest way to get there is prioritizing the A players first, aka your best clients and prospects. So after you’ve got the data, context, and all the other appropriate information about them in there you’re then going to focus on doing something about it.

You’re going to pick these people and go through them and schedule/pre-plan your out reach and follow up strategy. You’re going to leverage the task list, the calendar, reminders, etc. to layout the timing and content with which you’re going to conduct your outreach. And you’re going to leverage the CRM to systematize/automate it and take out the human element (somewhat, but not entirely).

By now you should have some sort of script that articulates your value proposition well along with a deck or brochure. Pre-schedule your follow up, and do between 3-7 touch points to make sure you see it through. Once you close the deal you can eliminate the subsequent steps as they’re convert. Put the email script in there, add some customized talking points, context, recall a funny joke or something they care about and set the entire campaign up in one shot.

The feeling you’ll get knowing this has been accomplished is going to propel you forward and create an invaluable supplement to your day to day activities. Give it a shot and let me know if you need any assistance.

-Mike

The WIMS Guide Video Edition will focus on business topics such as Entrepreneurship, CRM, Marketing, Sales, B2B, Business Development, Web Design, Augmented Reality, Virtual Reality, Artificial Intelligence, Data Analytics, Machine Learning, and much much more. To learn more about Mike Simmons and his company WIMS Consulting, click here. 

The WIMS Guide Video Ep. 5 CRM

The WIMS Guide Ep. 5 (CRM ABC’s) – For Entrepreneurs and Professionals Focused on the Journey

Wow! You’d be surprised how fast you can get a solid streak going. Seems like just yesterday I started on this (ok so it wasn’t THAT long ago but still) and already we’re on the 5th video. I also completed day 11 of my fitness streak today too. There’s definitely something to be said for just starting where you are, and taking massive action. Before you know it you’ll have some serious momentum to continue building off of.

Today we talk about the CRM ABC’s. This is the next step you want to take whether you’re just starting out or have an existing database. It can be overwhelming trying to clean up a massive database of thousands of contact records. So we’re going to start with your A players. As they say 80% of your business is generated from 20% of your clients (I’m paraphrasing to make a point). Rather than trying to maintain the whole database right off the bat we’re going to focus on your top clients and prospects and making sure that their records are dialed in, up to date, accurate, and that all appropriate context is in the system.

The number of A’s is going to vary based on your situation. It could be 10, 25, 50, 100, etc. It’s mostly arbitrary but you want it to be the people who really matter. Whether they’re existing clients, or companies on your “wish/hit list” that’s up to you to decide.

After you make that decision, get to work making sure the necessary and relevant data is in the system. This will include contact information for the specific people/decision makers you want to track, prior communications (if applicable), potential referral sources or champions who can help, insight into their problems/needs that you can help solve, etc. Anything that might be helpful with continuing to serve them well, or to help you close the deal should be included.

Once you get these done you’ll have some serious momentum to continue charging through the rest. But no matter what, these should always remain your priority.

The WIMS Guide Video Edition will focus on business topics such as Entrepreneurship, CRM, Marketing, Sales, B2B, Business Development, Web Design, Augmented Reality, Virtual Reality, Artificial Intelligence, Data Analytics, Machine Learning, and much much more. To learn more about Mike Simmons and his company WIMS Consulting, click here. 

The WIMS Guide Video Ep. 4 CRM

The WIMS Guide Ep. 4 (Intro to CRM) – For Entrepreneurs and Professionals Focused on the Journey

Today we’re going to cover a brief intro to CRM (Customer Relationship Management) for those who don’t know what it is, and for those that do, I just go into some quick initial steps to consider taking if you’ve been apprehensive thus far. I know it can be tedious to set up and maintain but the ROI is incredible if deployed correctly.

It’s really mind blowing to me how much resistance there still is out there. Frankly, it’s like turning down a superpower. If you want a little help or guidance please reach out! Whether you’re starting from scratch, converting an Excel File/Google Sheet, or you’ve been using a CRM for a while but are stuck in a rut, WIMS Consulting can help you take it to the next level.

In summary, my favorite/recommended platforms are:

Track your leads and prospects from website/marketing, intros from referral sources, lead generation, sales cycle, your existing customers and deal flow, etc.

  • Sync email, whether Outlook/Gmail
  • Sync Email Marketing: MailChimp/Constant Contact
  • Sync Social Media Accounts
  • Card Scanner app to streamline uploading business cards and converting them directly into contacts.

I’ll make sure to keep adding more and more value on how to continue leveling up your CRM and sales game throughout the year. Much more to come!

-Mike

The WIMS Guide Video Edition will focus on business topics such as Entrepreneurship, CRM, Marketing, Sales, B2B, Business Development, Web Design, Augmented Reality, Virtual Reality, Artificial Intelligence, Data Analytics, Machine Learning, and much much more. To learn more about Mike Simmons and his company WIMS Consulting, click here. 

Charlotte 2020

Charlotte 2020: Grow Your Business in the QC

If you live or do business in Greater Charlotte then you already know there’s a whole lot to be excited about in 2020 and beyond. The opportunities here are incredible, the city and state of NC in general are growing at a crazy fast pace and receiving all sorts of recognition nationally in “Best Places to Do Business” type articles. You can see for yourself (here, here, and here). Figuring out where to get plugged in or get more involved can be overwhelming, so I wanted to give you a few quick initial steps (4 to be exact) to take in the new year to kick things off, and I’ll elaborate and expand on this further throughout Q1.

Whether you’re new here, haven’t arrived yet, grew up here, or have been here for years now I highly recommend investing your time getting to know other professionals who are doing big things in business. Networking here has led to a substantial ROI for me and my businesses and I can’t encourage it enough. There are tons of organizations and resources with which to leverage at various price points and time commitments based on you and your company’s needs.

Personally, I’ve been involved in various capacities at board and committee levels with the Charlotte Regional Business Alliance (formerly the Charlotte Chamber of Commerce). I’d highly recommend it as a great place to start and get involved. However, to be fully transparent, after merging with the region’s economic development entity the organization’s mission and day-to-day focus are shifting pretty substantially.  Rather than solely focusing on greater Charlotte, The Alliance now has 15 counties across both NC and SC in its purview. Needless to say, that while it’s a positive shift overall that provides incredible opportunity, the scope and reach has shifted dramatically. Serving that wide an area comes with new challenges as well however, so clearly the day-to-day operations needed to change with it.

While I still very much intend to remain involved as a member and hopefully more, it would be a disservice to you if I didn’t say the new mission has simultaneously left a pretty sizable void for those with a more narrow focus of making an impact in greater Charlotte and don’t have the resources to have a target market that expansive. Again, yet another opportunity

This is where the Charlotte Business Group comes in. (Full disclosure: I recently joined the board in 2019 because I knew this transition was happening and wanted to prepare accordingly.) There are still a ton of business professionals who just have the capacity to focus on Greater Charlotte (it’s hard enough covering the Lake Norman to Rock Hill/Fort Mill area as it is, let alone a dozen plus other counties). So we decided to step in and do just that. We’re providing networking opportunities with our mixers, educational opportunities with our panel discussions, and we recently launched a membership program to be able to ramp up additional opportunities in the community (as well as with more focus on fostering referrals and connections but much more to come as the year rolls on). The focus will remain greater Charlotte, but everyone who wants to do business here is more than welcome to get involved. If you and your organization wants to align with that mission please reach out to me to set up a membership or sponsorship and we’ll get you plugged in.

Next up is another really non-negotiable if you’re serious about Charlotte. You need the Charlotte Business Journal in your life, by way of subscription (print and digital), attending their events, and you NEED the Book of Lists.

Charlotte Inno (formerly Start Charlotte) with their newsletter and PitchBreakfast events among others are also truly invaluable. Whether you want to learn about local start up success and origin stories, or see what other events are coming up on the horizon (they host many incredible ones themselves as well) you at least need to sign up for the newsletter and take it from there.

 

We’ll leave it here for now, as that’s 4 invaluable steps that you need to take in the new year if you haven’t already. But I’ll be adding much more with respect to the specific Charlotte focus moving forward (including a non-profit edition). Would love to hear your feedback on what organizations you’re involved with, what you’d recommend and to continue the conversation as it’s one that’s a major priority for me.

LDR BRD

Leveling-Up the Loyalty Game – Welcome to LDR BRD By: Tom Schaefer, Jr.

What are those letters? We’ll get to that later, I promise it’s worth the wait. In my previous post, I went on and on about how Loyalty systems don’t work.  At the end of that piece, I explained that loyalty does work, it just seems the retail application was broken. They’re rewarding existing loyalty (which reduces the Lifetime Value, or LTV, of a customer that wasn’t going anywhere) but failing to convert new customers to loyal ones. If there’s something we’ve learned from Star Trek/Wars, Marvel, and even the gaming community, its that consumers crave something they can connect with. The obstacle here is translating what other mediums do well, into a retail or B2C environment.

Janet Robinson, former CEO of the New York Times Company, said it best –

“Repeat business or behavior can be bribed, Loyalty has to be earned”

But what inspires loyalty with your customers? First, we need to separate Customer Loyalty from Brand Loyalty. Customer loyalty comes from the buyer’s power on their own personal spending. They’re likely motivated by lower prices and competitive deals. The loyalty Ms. Robinson is talking about is Brand Loyalty, which is based on perception of the Brand and its value. Brands that focus on excellent quality in product, service, and a cohesive message, are much more likely to inspire loyalty in their customer base.

After all of this research into loyalty/reward programs, I went and did something about it. I created a loyalty platform that ties into the basic fundamentals of building strong brand loyalty. I could tell you all about Aristotle’s 7 causes of human action, defining the 7 ways we make decisions and take actions, or go through some other psychological triggers, but the answer is much simpler than that. Create a quality product or service, provide excellent customer experience, and unify under a strong message. Once that is in place, the rest is as easy as paint by numbers.

My system plays into 4 areas that help grow customer loyalty: Trust, Character, Excitement, and Community. First, we extend the excellent customer experience outside of the standard financial transactions. Using a common platform like a CRM program, helps us stay in touch with our customers, understand their actions, and allows them to provide us with feedback to make their next visit that much better!

 

Enter LDR BRD (but where’d the vowels go?)

I’ve been so excited to share this with everyone! I’ve spent most of my professional life in Sales and Marketing, and leaned on quantitative data for most of my decision making. We use tools like Lead Scoring to determine which people are more likely to buy, and which are just window shopping. Then it hit me…what if we could do the same with loyalty? It’s a messy, qualitative, emotional category that isn’t easy to track. So how do we do it? I took a sample group of people who self-identify as “Brand Loyal” and interviewed them over a couple weeks.  Turns out their actions oftentimes spoke louder than their words. They were more likely to make large purchases from their preferred brand, share with friends and family through word of mouth/social media/online reviews, and fall into the habit of making regular purchases. Loyal customers should make up at least 20% of your base, but will account for 80% of future profits. It’s time to find out who they are (and what they care deeply about)!

 

Ready Player

We took the traditional lead scoring model, and made is public facing. This effectively turns loyalty into a game that adds a competition component to a system that doesn’t separate the loyal customers from passive return business. We have a system in place to track activity both inside and outside the traditional financial transaction. Did someone share a post on social media and tag your business? Get Points! Did someone invite their coworkers or friends to your bar for happy hour? Reward them! Did someone make a large purchase? Don’t let it go unnoticed! Our system also incorporates Feedback Loops (similar to popular games like Fortnite, with each new season giving players a reason to re-engage), so everyone gets a chance to shine, regardless of the previous activity. This allows new customers to feel like they have a chance to benefit in the system, while longer tenured customers continue to benefit from past activities. The purpose of this system is to identify and reward loyal business, all while turning your customer base into your own personal marketing army!

What about the name? I was inspired by the classic video game displays that list the current high scores. The leader board gives new players a number to beat, driving competitive behavior. At the end, you can only use three initials to describe what you are.

Leader Board became LDR BRD.

Are you ready to play?

If you have any questions about LDR BRD or would like to discuss how this platform can transform your business and drive revenues, fill out the form here or email me and let’s talk: tschaefer@wims-consulting.com.

 

Q4 Finish Like a Savage Prep for 2020

STILL PLENTY OF TIME IN Q4: FINISH LIKE A SAVAGE & PREPARE FOR 2020 DOMINATION!

There’s something about Q4 that is always exhilarating to me. Knowing that “the game” is coming to an end, each and every play is more significant, there’s less margin for error. Perform well during this time and you can make up for a lot of previous mistakes and setbacks along the way. Let up or fumble the ball, and you can destroy all the momentum you made thus far. No pressure, right?

All of this is going on while simultaneously a new game is going to begin soon thereafter. Endings are always thrilling, but so are new beginnings after all. The new year coming up is especially enticing. Not only is it a new year, but it’s a whole new DECADE. The freaking Roaring 2020’s are upon us.

Despite the hectic grind I’ve been on lately (pretty perpetual at this point, but even crazier with baby #2 arriving very soon), I wanted to take a little time to revisit and write up a quick/updated “Q4 Manifesto” which is mostly for myself, but then I decided to add a few extra tips for you too, primarily applicable to both your business and professional life.

  • Don’t wait for January 1st to start your New Year’s Resolutions, now’s as good a time as any. It’s a misguided practice that usually doesn’t end well anyway. You don’t need an arbitrary start date to work on self-improvement, that should be a daily practice as it is. Why not start right now?
  • Get AGGRESSIVE – Close out ALL of those pending dream deals that have been lingering. Do much more outreach and lead generation. Don’t dwell on whether you’re annoying people or assume that they already have an expert helping them that does what you do. Push harder!
  • Try not to eat and drink everything in sight just because it’s the holidays. Maintain (or in some cases start) your workout routine consistently and only indulge occasionally. It’s especially tough given all the parties and networking events, but some balance now will spare you later.
  • Enjoy time with my family and friends and BE PRESENT. Don’t spend that precious time distracted with your head in the clouds and worrying about things that are out of your control.
  • Debrief/Reflect on the past year. What worked, what didn’t, what do you need to improve upon? Lay it all out objectively and identify opportunities to get better. While this may seem obvious, it’s crucial.
  • Strategize for 2020 (and beyond) now. Spend an appropriate amount of time writing out specific goals, sketching out project plans, and dreaming big. It’s rare that a whole new decade is about to start so let your imagination run a little wild to kick things off. From there be mindful, thoughtful, deliberate, and thorough enough to also make your plan realistic while still stretching yourself. Once this exercise is completed, start working on implementing that strategy ASAP to carry some momentum with you.
  • Add appointments to your 2020 calendar (monthly/quarterly, etc.) now to make sure you schedule the time to reflect on your progress and measure where you’re at along the way to ensure you continuously improve.

A few specifically for you:

  • Get and implement a CRM already! Seriously, how many times do I have to say it? If you need to spend some time asking a few questions on how to get started, reach out to me, that part is, and always will be, on the house.
  • Start a blog, a podcastvideo/webinar series, whatever. Leverage content marketing to develop and enhance your brand and get your business’ name out there.
  • Finally start that business you’ve been day dreaming about for years now.
  • Or at least start working on that side hustle you’ve been planning.
  • Identify an organization you’re interested in and get involved in the community. This could be philanthropic or civic, doesn’t matter as much as simply taking action and giving back.

I’m sure there are plenty others I’m forgetting. And I will likely revisit this some more over the next few months to continue tweaking it.

What are some of your Q4 goals? What about your 2020 goals? How can I help you achieve them? Please let me know, would love to hear from you!