by 2020, one million b2b sales jobs will be eliminated
TRANSCRIPT
It’s selfie o’clock!
The game has changed
1
Customers trusted you
Sales people were experts
Sales people as the face of the company
2 3
They no longer trust sales reps
Customers know what they want
They don’t ‘need’ sales reps anymore
1 2 3
The sales process has changed
0%Looking for a solution
100%Buying the solution
I do my own research before I contact a sales rep57%
70%
Sales process
“ The average deal size almost doubled when our ambassadors referred others to our web shop, and a staggering 25% wrote a testimonial when being asked. “
CATHERINE EYGENRAAM
Community Manager Smartbox Group
TESTIMONIALS
“ 88% of respondents said they trust online reviews
as much as a personal recommendation.“
“ Comparison websites are the new SEO juice. “
“ Companies with advocate marketing programs can receive up to 17,5x more
product reviews.“
write your MOST PERSONAL
Bongo story
Publish rates with incentive: 22,7%
without incentive: 22,9%
1/4 creates a story
CHALLENGE As one of the largest online German retailers, increasing
website conversion rates is our key objective
RESULTS Conversion rates of online store visitors
who read ratings and reviews are more than twice as high
as those who don’t read them
How to collect reviews for your business?‣ Ask! Don’t wait for them to write
but approach them pro-actively
‣ Don’t push them
‣ Activate them when they have a positive experience about your product
‣ Be patient
REFERRALS
84%of B2B buyers start
with a referral
( eMarketer.com )
Customer and employee referrals
Website
Social Network
Paid Search
Sales generated
Marketing & advertising
Trade show
Partner
Webinars
Email campaigns
Events
Lead list
Others 1,07%
0,02%
0,04%
0,07%
0,34%
0,44%
0,48%
0,55%
0,78%
0,94%
0,99%
1,47%
1,55%
3,63%
The power of referrals Lead-to-Deal conversion rate
Ambassify - Customer-driven growth
Share your BONGO LOVE
through a small discount
16,8% Revenue increase Bongo Webshop
8,9% sales increase
Bongo Webshop
CHALLENGE automate the referral process to encourage their
large database to bring in new customers
RESULTS 10% annual paid user growth
through referrals alone
CHALLENGE How can we gain clients in a competitive and hostile
environment without any ad spending?
RESULTS September 2008: 100k registered users
January 2010: 4MIO registered users35% of daily sign-ups are via referrals
REFERENCES
It’s time for a story aboutreferencesand cycling
It’s time for a story aboutreferencesand Netflix
It’s time for a story aboutreferencesand our prospects
“ Authentic social proof is the sales man’s G-spot.“
What is the ROI of that G-spot?
100
New customers per year
Average LTV of a new customer
25.000
increase in sales productivity through references
5%TOTAL ANNUAL VALUE
125.000
SOCIAL SELLING
“ 79% of salespeople using social media outsell
their peers.“
Engage on Social Media
Become thought leader
Build real relationships
1 2 3
It’s retweetme o’clock!
And that’s how you can leverage brand ambassadors to create social proof for your business and sell better and more!
bit.ly/tss2017
A small group of people are your new sales army.
Find them
but follow a process
Follow us on Social Media
/ambassify /company/ambassify@ambassify
It’s time to getexcited
Pieter Moens (+32) 477 75 89 79
[email protected] @pirreke
Questions?
Koen Stevens (+32) 496 25 09 47
[email protected] @E_KON