Tag Archives: Lead Generation

The WIMS World is Expanding

The WIMS World is Expanding!

As business has continued growing rapidly for WIMS Consulting, the preexisting business model of leveraging elite independent contractors to assist with client projects has needed to evolve. So, we’ve begun growing more in-house as well in order to focus on enhancing client service by way of emphasizing project management and streamlining operations. Simultaneously, we’re more focused on continuing to grow and take on new challenges as well.

What’s been happening with my company’s EolianVR and Augmented Reality Real Estate (ARRE) either which have been exploding with growth recently too. We’ve landed deals with government entities, major health care companies, and are closing in on major real estate companies from brokers to developers to architects as we’ve refocused on improving development. We’ve also just filed a full patent to further expand on our provisional patent. It’s been an insane year and it’s not even halfway through yet. By the way we’re also hiring (Unity Developers particularly, and front end even more specifically).

Just wanted to take a few moments to update those that may be interested on some of latest developments in our world.

We’ve had Craig Oliver on as a project manager for a while now yet his role is continuing to evolve and grow with experience.

Tom Schaefer, Jr. has been brought on as a strategic partner to head up our business development efforts in both Charlotte and Miami (and beyond).

We’ve got interns Evan Shirreffs and Taisha Johnson who are helping with marketing, CRM, finance, and additional projects as well. Their roles will continue to expand as well heading into the summer.

Further, we’ll soon be announcing new partnerships as they’re formalized within the next month or two with people/firms in Los Angeles/San Diego, Atlanta, and New York in addition to more in Charlotte/Miami to go with our existing ones.

We’ve also got some new packages rolling out over the new few weeks to leverage our partnerships with Picnic Table Video Productions and Novelty Technology.

We are committed to working with the best and brightest team to ensure we bring the greatest possible solutions to our clients, maximize the value we bring to them, and to ensure they grow their revenue to unprecedented levels.

What is 10X Tom Schaefer Jr.

What is 10X?

If you’re an entrepreneur, a sales professional, work within your city’s start-up ecosystem, or are a follower of one of the dozens of personal/professional growth coaches, chances are you’ve seen or heard of “10X”.  This has become a hot term in the last half-decade, and I wanted to break down my interpretation of what this means, and how it’s meant to be applied to your efforts.  It started as a way to describe the “best” engineers who are 10 times as productive as their “worst” counterparts in the field of software development.  The term has been appropriated, perhaps most famously by Grant Cardone in his book “The 10X Rule”, as an understanding of the levels of effort and thinking required to break out of the average results and truly succeed.

The first component in The 10X Rule (get it here free, just pay shipping) takes a closer look at how we think about success, and how we set goals.  While we’re taught “slow and steady wins the race”, this puts our mindset in a place where average is OK.  However, average is a sliding scale.  If everyone is struggling, your struggles are justified.  We set smaller “realistic” goals, limiting our belief in what is possible.  I believe this way of thinking is rooted in the fear of failure, so we celebrate even the smallest victories.  Failure is necessary for growth.  As we fail, we learn what doesn’t work and improve our efforts for the next attempt.  Welcome failure, set audacious goals that are “10X” what you originally thought possible.  10 new clients a month instead of 1.  Raise $1 million for your start up instead of $100K.  Thinking in these magnitudes, even a “failure” of getting 3 new clients or raising $200K is still better than the original goals.

Now thinking at a higher level than before is great, but making them happen can seem daunting.  This is where the second part kicks in, and understanding the order of magnitude of your actions comes into play.  Break down what it takes to reach your goal.  Does it take 5 meetings to get that 1 client?  Schedule 50.  Does it take 10 calls to get 5 meetings?  Make 100 calls.  Don’t have 100 people to call?  Start building your network by sharing what you do with others and ask them if they know anyone that fits your ideal client profile (ICP).  Start somewhere and create the activity to get to the next step.

“But Tom, I’m a solopreneur and I’m already working 60 hour weeks, I can’t possibly work 600 hours a week, it’s impossible.”  or “Those numbers aren’t realistic, in my industry a 20% growth is considered a huge margin.”  Excuses are a justification of our fears.  We stay in a comfort zone to avoid failure.  Well a solopreneur can leverage tools like CRM to manage a sales and marketing strategy, making scalability much more attainable. A strong digital marketing campaign can grow an audience 100 times what was previously done with more traditional methods at a fraction of the price (and often at no cost at all).  The fear of failure is stopping more people from succeeding than the actual failures ever will.  Stop thinking small and start doing, because nothing ever happens overnight, and every great journey begins with a single step.

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Pineapple Consulting

WIMS Client Spotlight: Pineapple Consulting

Pineapple Consulting Firm was created with only one goal: to help small businesses succeed. It helps how synergistic that is with WIMS Consulting, as not only is there a client relationship, but it really fits our model of creating partnerships too.

While Pineapple is eager to help however they can, they have a particular specialization centered around analytics and efficiency. Specifically, they are wizards when it comes to Excel, spreadsheets, lead generation, and project management (something we’re really interested in helping businesses with right now at WIMS Consulting too).

Their service offerings include:

  • Data Analytics
    • Inform decisions and strategies for the best results.
    • Data gathering, manipulation, and visualization with expertise in Excel.
  • Financial Analysis
    • Cost benefit analysis, Financial modelling and projections all in customizable Excel tools.
  • Project Management
    • Lead a project from idea development all the way to post-execution monitoring.
  • Lead Generation/Data Scraping
    • Extract leads and data from online and present it in easily manageable files.

They work with a wide variety of industries, but have a niche surrounding professional service firms. Pineapple’s founder has an extensive background in the financial services and wealth management industry. However they also work with startups of all sizes, accounting, banking, insurance, real estate, non-profits, and health care among others.

The company is based in Charlotte, NC but of course is able to work with clients from throughout the country.

Click here to check out their website and let them know that I sent you!

Marketing Sales Automation Tech Stack

The Best Marketing and Sales Automation Tech Stack for B2B Businesses

Just about every company in America would publicly emphasize that they’re committed to revenue growth (this is more important than ever now). Yet simultaneously its common to try to cut corners and get cheap when it comes time to invest in tried and true resources that help them realize that goal. Further, these resources will easily pay for themselves and more by leading to significant ROI both monetarily and via efficiencies.

In 2019 I can’t believe companies still need to be convinced that they need things like CRM programs and marketing automation but here we are.

And let’s get one thing out of the way before going any further. No, having a free HubSpot account doesn’t count as investing in a CRM program. It may be slightly better than a Google Spreadsheet (yes some solely use that as their “CRM”) but it’s still a lame attempt at best (that’s not to knock them, they have a fine platform if you’re willing to pay the fees to upgrade it).

Fortunately, there is an upside whether you have a CRM and marketing automation system or not. Regardless if you have none, a poor/dysfunctional one, or even one that’s working decently well, now is a great time to make it even better. Take the time, make the investment, and ensure it’s a priority to get dialed in and implemented now to lead to massive dividends later.

Anything worth doing is worth doing right, so I’ve put together a list of the best tech stack in the game to work synergistically and seamlessly whether you’re a solo entrepreneur or a $100 million company with hundreds of employees.

To set the ground rules this piece is predominantly focused on marketing and sales automation. There are plenty of additional angles to take to assist with ERP, HR/recruiting, etc. (if there’s interest I’ll gladly do a follow up post). Also, there are a variety of effective approaches and platforms to pull this off so in some cases I’ll include secondary and tertiary options. If your favorite tool is omitted it doesn’t mean I’m not a fan, just trying to make this easier in a world with a vast amount of options to avoid analysis paralysis. I’m not going to let that be your excuse not to take action and execute.

Ok here we go.

Communication

This is obvious, but your base starts with communication, so email, mobile device, etc. Personally, my preference is overwhelmingly an Outlook and iOS base. However, Gmail/Google Suite or Android are just fine. I use both Outlook/Gmail and both accounts are connected/integrated with my CRM. If you’re working in teams, adding Slack to the mix is worthwhile as well. Price: $5-$10 per user per month.

CRM

This is really the major component that ties everything together and is the key to making everything else in your business work. If you’ve read anything I’ve written about CRM’s you know my #1 preference right now is Zoho One. It does so freaking much for your company for the price that it’s absurd. Their tagline is: “The Operating System for Your Business” and it’s 100% true. There are literally 40 applications that go along with it that could easily eliminate much of what you’re using right now. But if you love your other platforms and want to keep them it also integrates with them all.

A few steps allows you to sync and keep track of all your communication with clients and prospects, ensure you follow up with leads who fill out contact forms or simply visit your website (yes it includes a heat map and website analytics) and so much more. I also use it for project management.

Almost on equal footing (albeit it comes with a much higher price tag) is Salesforce, followed by HubSpot. These are both great platforms, they just cost a whole lot more to license and don’t come with the extra bells and whistles that Zoho One does. Price: $30-$40 per user per month.

Social Media

This section will be brief, your company has got to have at least the following accounts: LinkedIn, Instagram, Facebook, and Twitter. If you want to add others to the mix more power to you, but this is the base. I use Zoho to manage, automate, and track my posting (which is included) but you could easily use Hootsuite too. Price: Free (Zoho) – $30 per user per month for Hootsuite.

Email Marketing

Another quick section: you need to be incorporating email campaigns into your marketing activities. Email isn’t dead, that’s a lie (neither is direct mail, but that’s for another time). This is one where you could get away with Zoho to manage it, yet I stubbornly have stuck with MailChimp. I love the platform, the company, and what it stands for and have remained loyal. You can start with a free account for under 2,000 contacts, I have more in my list, so I pay a monthly fee (the fee staggers based on your amount of contacts). Constant Contact is a fine option too. Both integrate with Zoho. Price: Free (Zoho) – $30 per month and up for MailChimp.

Contract/Proposal Management

If your company is like mine, you crank out a lot of proposals and contracts on a regular basis. While we customize each one there is still plenty of overlap and recurring content that we leverage often. Standardizing as much as possible with templates creates a HUGE advantage. It allows us to crank out much more in less time. Business is a numbers game, i.e. more activity leads to more volume, which leads to more sales and revenue. So being able to get more proposals and contracts out in a timelier fashion is going to make a tangible impact on your business alone. For this I use/recommend IntellyDoc. Adding this to your tech stack is going to make a major impact on your business. Price: Free (Freemium Model) – $150+ per month depending on your company’s situation.

Payment Processing

Not that your company is closing all this new business you’ve got to collect, right? I have an account set up with PayPal, Square, Stripe, Venmo, Zelle, Coinbase, and Gold Money to collect fees from clients. I recommend having them all nothing else in your business matters if you don’t collect the fees you charge. They all connect to your bank, which should connect to your bookkeeping platform, which then connects back to the CRM to tie in deal flow tracking and to assist with financial forecasting, etc. Price: Free aside from a percentage per transaction.

Bookkeeping

QuickBooks gets all the love, but I’ve been using Wave and it’s really great too (you’re probably sick of hearing this by now but Zoho has an application that comes with your Zoho One account too). QB integrates with Zoho, Wave doesn’t which is a minor annoyance, but I created a work flow to work around that.

Other recommendations:

Scheduling: Acuity is awesome to assist with scheduling meetings, demos, calls, etc. by allowing folks to see open times on your calendar and book appointments. They have a freemium model.

Ecommerce: Shopify.

Market Contraction

The Coming Market Contraction & What it Means for Your Business

After a nearly decade long recovery period, it’s starting to look and feel like the time for an economic contraction is on the horizon. It likely won’t come for another year or so yet (if we’re lucky), but based on the history of our country, it’s certainly inevitable at some point.

A lot of the experts, economists, and pundits are starting to sound the alarm already. Things like the student loan debt crisis, 2018 interest rate hikes, the collapse of retail, and the toxic political climate, are all going to come to a head and likely trigger it. Forbes, Inc. Magazine, CNBC, Bloomberg, Seeking Alpha, and Newsmax are just a sampling of publications that have had a relatively recent article about it.

Now I’m very much an optimist, so I don’t want you to interpret my prediction of a market downturn as me being pessimistic. On the contrary, I think recessions can be an incredible opportunity for those who are prepared for them. Historically, a lot of fortunes were made in the years during and shortly after economic recessions. Not to mention, regardless of whether the stock market goes up or down, someone is always making a lot of money.

While I’m no economist, I am fortunate to be able to work with a lot of people with brilliant business minds and insight into the mysterious world of macro market forces. My suggestion (if you made it this far I’m guessing you care enough to read it) is to keep an open mind to start being proactive before it’s too late. I know a lot of you might be a bit too young to really remember 2008, but if you think back to past recessions they always seem to abruptly appear to come out of nowhere and catch people off guard. One day everyone is riding high with exuberance and the next day the bottom falls out. Clearly, it’s possible and likely that it happens this way again.

I’m not saying to run around being worried or dwelling on this. I’m simply recommending that you start tightening your belt a bit now while you can. Rein in those spending habits that may have gotten a little out of control lately. Perhaps consider cashing out on a few things while values are high and take some chips off the table. Otherwise, you could end up falling into the preventable trap of being forced to sell assets at the bottom.

Simultaneously you should also be going all-in on growing your business too. I know that may sound contradictory but investing in revenue/income generating activities is and always will be a wise move. A lot of people will be out of the game when the day comes and being able to perform a land grab because your business is dialed in can be a life changing opportunity.

Start thinking strategically about the next 1-3 years and what they could mean for you and your business. Instead of hiring several full-time employees consider leveraging a consulting firm so you have more flexibility. Make the commitment to increase your emphasis on sales and marketing even more. It’s tax season right now, so it’s a great time to really look at your numbers and analyze your financial data to identify weak spots or areas for improvement.

Hey, perhaps myself and others will end up being wrong about the timing of it. Maybe the next recession doesn’t come for another 3 to 5 years instead. Either way, would your business not be better off be taking those steps sooner rather than later?

I’d love to hear your thoughts on the subject! If you agree with me I’d be interested to hear what steps you’re currently taking. And if you think I’m crazy, I’d still like to hear why you think we have nothing but blue skies ahead.

Charlotte

Doing a Charlotte Deep Dive this February

While I’m fortunate that my business often takes me all over the country, every now and then it’s crucial to do a deep dive into my own HQ city, Charlotte, NC. I’ve made a lot of progress with growing my network here, but it’s still far from where I want and need it to be. And I don’t have nearly the client base that I’d like here yet either, and building it is one of my primary objectives for 2018.

Over the next couple weeks (while simultaneously continuing to run the business) I’m going to be back on the local networking grind with a vengeance. Below is the scheduled itinerary with links if you’re interested in joining me. Also, if there’s any events/organizations I’m missing please let me know!

February 7th; 6:00 pm – StartupGrindCLT

February 8th; 7:30 am – Bisnow’s 8th Annual Charlotte State of the Market (Commercial Real Estate)

February 9th; 8:30 am – Monthly BIG Ideas Exchange: Big Data (BIG – Business Innovation Growth)

February 14th; 8:00 am – PitchBreakfast

February 14th; 11:30am – Charlotte Chamber YP’s (CCYPs) Non-Profit Luncheon (Volunteer Matchmaker)

February 16th; 12:00 pm – Skookum TechTalks: Blockchain Technology: Uses Beyond Bitcoin and Cryptocurrency

February 22nd; 4:00 pm – NextGen Charlotte Business Journal – 2018 Money Management

If you’re in Charlotte, and planning to attend one of these, I hope to see you and to get to know you and your business better!

Entrepreneurs Zoho CRM

Entrepreneurs! Are You Aware of the Latest Offerings from Zoho CRM?

Forget what you think you know about CRM programs. It’s time for you to rethink the entire idea that you’ve been holding onto for years now. You know, that they’re too expensive, too complicated, and not useful enough to justify tackling those challenges. It’s just not true anymore. I understand why you think that way, but until you’ve seen the latest software package that Zoho CRM has been rolling out it’s simply misguided. Allow me to enlighten you a bit.

While I remain a raving Salesforce fan, I’m not going to suggest you take on a CRM program of that magnitude (unless your enterprise fits a certain set of criteria). I still love HubSpot as well but will save that for another post. Right now, I’m here to inform you about the crazy new suite from Zoho that you must at least take a few minutes to check out. If you’re a solo entrepreneur/freelancer, or you have all the way up to 25 employees it will help revolutionize and scale your business like crazy.

Now I was already geeking out a couple months ago when they launched Zoho One. But then they went ahead and added too more applications the other day which literally blew my mind. Zoho Flow “automates business workflows by connecting your apps. You can build smart integrations to break the information silos in your business.” This works for both internal Zoho apps and external ones as well, think Zapier or IFTTT. The other is Zoho PageSense, which is “the Complete A/B Testing and Website Optimization Software. Get ready to increase website conversions and skyrocket your revenue.”

Now, for transparency purposes I must inform you that a large part of my business is built around assisting companies of all sizes and industries to build and implement CRM programs like these. BUT, I legitimately use this one for my own business. It not only has helped me to get better organized with project management and more efficient and streamlined from an operations perspective but leveraging it has tangibly helped me to grow the revenue of my business significantly as well. I’m all about automating as much as possible and these new features allow you to do just that.

If you want to explore what incorporating a CRM program would look like for your business, reach out to me and I’d be thrilled to assist. Whether it’s Zoho or one of the many other incredible programs out there, we can certainly get you on the right track to implementing it correctly to start demonstrating ROI asap.

Before moving forward, to get a better idea of what all they have to offer, take a look at how they articulate it:

Zoho One is a revolutionary all-in-one suite to run your entire business—an unprecedented 35+ integrated applications on one account, with complete administrative control—for a price that will change the way you think about buying software.

Zoho One includes applications with complementary mobile apps so you can run your entire business on one suite. This is the real deal here: You’re getting full-featured, enterprise editions of the entire Zoho suite. That means being able to reach customers, grow sales, balance your books, and work in productive and collaborative ways from any device—all with a single login and password.

Zoho One connects your sales, marketing, customer support, accounting, and more, while also giving you contextual integrations to communicate and collaborate with colleagues, customers, and vendors. With an integrated suite like Zoho One, you’ll always have the right information in the right places, empowering your employees to do great work. Traditionally, this has required an astronomical IT budget and an army of consultants to force everything together. Zoho One makes all that cost and complexity a thing of the past.

Zoho One is enhanced by Zoho’s growing developer ecosystem, marketplace extensions, and global partner network. We’ve made Zoho One extendable so our technology partners can customize our applications to meet your unique needs, across a broad set of industries. These custom apps and extensions of our already powerful applications are made available to you through our Marketplace. Meanwhile, our 1,000+ implementation and training partners are available to help you locally as needs arise.

2018 Call to Action

Happy New Year! I’ll save you the “new year new me/new year new you” talk (even though I’m always a sucker for self-improvement) and get straight to the point. You already know this is going to be your best year yet or you wouldn’t be reading this. And you KNOW it’s going to be my best year yet too. Now for the important part, HOW are we going to do that? This is OUR call to action!

Now I’m not some business guru, I’m still closer to the beginning of my come up, building the foundation of my future empire just like most of you. But I often have people reach out to me beginning with something along the lines of, “I’ve been meaning to reach out to you.” Or “I’ve been following/keeping tabs on you for months now and planning to hit you up.”

The reasons and motivations usually vary, it could be about entrepreneurship, marketing, CRMaugmented reality, blockchain/cryptocurrency, etc. My point in all this is to explicitly say, THIS is your invitation to reach out to me. Don’t wait another 3 months until your life gets less complicated (it won’t) or less busy (it won’t) before doing it. Now is as good a time as any.

It’s obvious we’re all ambitious people grinding our asses off to continue building our businesses and to add more value to our clients and prospects. If there’s a way we can help each other to do just that it’s very much worth at least a conversation.

Further, even if you’re not ready just yet, there’s a good chance I’ll be reaching out to you soon regardless. I will always make sure there’s something valuable tied to it though. But in 2018 I truly want to connect people in a way that helps them grow their businesses and networks. People ask me to make introductions/referrals to professionals in my network often. If it’s a connection that doesn’t make sense to you, you are more than welcome to say no thanks (or ignore it like some do). But keep in mind that on the flip side I’d probably make the intro for you too.

When the dust settles this time next year we’ll all have just got done celebrating the best year of our professional lives and strategizing on how to make 2019 even better. As my boy Tony Robbins says, “If you want to take the island, burn the boats!” I’m ALL IN on 2018 and I know you are too, so let’s get to work already and make it happen!

P.S. I’m always looking for new clients, investors, partners/collaborators, etc. so if there’s someone you think it would make sense for me to talk to please don’t hesitate to answer the call to action!

CRM Revisited (Again): It Should be Your #1 2018 Priority

I’ve been harping on the importance of CRM programs for about a decade now (here’s the last time), yet it still hasn’t caught on the way it should. This is the year that changes. Like with most technology, competition, economies of scale, and innovation have driven costs down significantly. Not only are they cheaper, but the functionality and value has simultaneously increased dramatically. Now, you can even get basic versions of a CRM program for free. It’s why acquiring and implementing a CRM program is my #1 recommendation for every business, regardless of industry or target market, if you’re looking to increase revenue.

Whether you work for a large and complex company, or if you’re an independent freelancer, or if you’re a sales mercenary who is compensated by getting to “eat what you kill,” there is a CRM program out there for you. Regardless of your budget (or lack thereof), you can customize the level of sophistication of your CRM program, as they all have various subscription levels. Further, there was recently an absolutely game changing announcement from one of my CRM platform preferences (and the one I personally use for my business).

Zoho One – An Operating System for Business

“Zoho One is a broad and cohesive set of applications that work collectively to run an entire business on the cloud. It includes more than 35 web applications and an equal number of mobile apps—under a single sign-on, with centralized administration and provisioning—making it a true operating system for any business. While each application punches above its weight against the competition, collectively they deliver a knockout punch.

With Zoho One, we’ve put together all the applications a company needs to acquire and serve its customers (marketing, sales, and support apps); run its operations (finance, recruiting, and HR apps); and provide all the tools for its employees to work collaboratively and get their work done (office suite, mail, personal productivity, and collaboration apps). Almost any company has these same needs. With Creator, our drag-and-drop app builder, customers can even build custom apps for unique business needs—like logistics scheduling—and put them under the same umbrella that forms the single operating system for their business.

Zoho One is available at $30 a month—or just about a dollar a day, per employee. ($35 if you pay on a month-to-month basis).”

While WIMS, Inc. is platform agnostic (we work with all of them, including Salesforce, HubSpot, Microsoft Dynamics, and Insightly among others) it’s getting more difficult not to refer my clients and prospects straight to Zoho right now. There are of course exceptions, but they’ve built something special, particularly for entrepreneurs and small businesses.

Now, back to the more general CRM theme.

They all integrate with your email provider of choice, along with most social media channels, so tracking communications is easy (and automated). There are an incredible number of third-party add-ons you can incorporate depending on how robust your operations processes are to add additional functionality too.

Most importantly however, is that the ROI (return on investment) will more than make up for the expense.

CRMs help you automate your sales process. The more automated your sales cycle and follow up efforts can be, the greater volume of deals your business will be able to close. Further, the more accurate data you have about your sales cycle, the more deeply you can analyze it to gain insight that will not only help increase revenue, but ultimately help you improve:

  • Close rates,
  • Customer service and retention,
  • Length of sales cycle, and
  • Forecasting efforts and projections.

While implementing a CRM program can be a significant commitment initially, if you do it right, the benefit to your business is invaluable. With just over two months left in 2017, now is the perfect time to start planning and conduct your due diligence to start 2018 with yet another New Year’s resolution.

We’re here to help if you need it!