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Through the Acelera Flash, we provide coverage of the best networking events
in the Boston area...and much more. We will also share our sales and
marketing tips and tidbits so that you can grow your business more quickly.
At the Acelera Group, we're all about helping clients to build profitable
revenue streams and are constantly working on ways to do this more
effectively. Right now, for instance, we're working on fine-tuning a demand
generation program that has shown 25-50% response rates.
Networking Alert!
We attend a lot of networking, educational and related events in the
Boston area...and hear about a lot more. Only a few are worth the time and
effort, and we list our favorites here.
A couple of great networking opportunities are coming up over the next
couple of weeks, including:
- Wired Capital Venue - Private Equity Forum Thursday, August
15th. This is an opportunity to network with a great mix of entrepreneurs,
angel investors, VCs, and related service providers.
- Certified Networker Program: Networking Workshop - Learn How to Get
Great Referrals Thursday, August 29th. Attend this workshop and learn
how to generate high quality referrals for your business!
We would be remiss if we didn't give you heads-up on two great upcoming
conferences. The first is being put on as a joint venture between our dear
friends at Effective Marketing, Inc. and DCI.
- Please be sure to mark your calendar for the New Era Marketing
Strategies Conference - Direct Route to Results for Business to Business
Marketing, scheduled for September 30 - October 2, in Boston.
- For those of you involved in the marketing of IT services, you should
plan to attend ITSMA's Annual Marketing Services/2002 Conference -
"Marketing's Mandate in Driving Growth", scheduled for mid- October in
Atlanta, GA.
Learn more about these
events and others....
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A quick networking tip |
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Not getting enough referrals through your networking? Perhaps you're not
giving enough!
Huh?
Yep...if you want your networking to be truly productive, you should
follow the principle of Giver's Gain.
Simply put - the more you give, the more you receive in return.
Many people go to networking events to find prospects, to sell, to pitch
their products or services to these prospects. Unfortunately, since few
people attend networking events to be sold something, the sellers find
no ready audience.
A more appropriate networking goal would be to identify other people
who work with clients similar to yours and to build relationships with
them. After all, they're not going to open their rolodex for you after a
quick five minute discussion at a mixer.
Spend a little time at the event determining whether you have reason
to meet again...then when you do meet, offer to help the other person.
Once you've done that...and followed through...he or she will ask what
they can do for you.
Bingo!
Now all you need to do is to give him or her the tools for a great
referral...but that's a topic for another column!
Learn more about effective networking... » |
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The mismanagement of customer loyalty |
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The July issue of the Harvard Business Review provides an important
caution regarding the industrywide drive toward building greater
customer loyalty.
In essence, the article warns that customer loyalty does not
guarantee higher profitability. In fact, in their analysis, the authors
found that some longstanding customers offer lower profitability than
newcomers!
This article should provide a wake-up call to any organization
singing the loyalty mantra. You need to look beyond customer longevity
to determine whether particular clients or groups of clients offer
profitability.
The selection and recruiting of the "right" customers directly
dictates the ultimate potential profitability of the company. Choose the
right customers and you're all set. Choose the wrong customers and
they'll drag you down!
Learn more about CRM and customer profitability » |
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Upcoming topics |
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Later this month we'll explore the question:
When is a prospect not a
prospect?
No, this isn't a riddle...We'll take a look at the process of
identifying quality prospects and how the issue of prospect quality
affects sales forecasting and company profitability. |
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About the Acelera Group |
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The Acelera Group plans and manages the marketing initiatives to fill
your sales pipeline with high quality prospects, leading to repeatable
business and higher profitability.
In focusing on the intersection of your core competency and market
opportunity, we help you to maximize market, revenue and profit
opportunities. While this may sound like strategy work, we focus on the
hands-on implementation of the marketing initiatives.
Right now we're offering a special demand generation program
that has proven to be highly effective in identifying quality prospects
and in launching the selling process with them.
If you're interested in growing your business more quickly and
profitably, please contact us at 617.737.7100 to schedule an initial
discussion. We look forward to talking with you!
To contact us... » |
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