Assessing the effectiveness and importance of inbound marketing

The importance of inbound marketing has been steadily increasing in recent years. Why?

Because we know at least 60% of the information used in B2B buying decisions is collected before the prospect engages with a sales executive.

Are you driving enough traffic to your website to become a known provider during the information gathering stage?

Do you have appropriate calls to action and conversion points on your website to help engage the prospect in the buying cycle?

Our inbound assessment process is designed to scientifically review data around your inbound engagement efforts. Our recommendations will be tailored specifically to your organization. We analyze the level of integration between your inbound and outbound messaging, the effectiveness of your content, campaigns, conversion data, responder management, and look to ensure that your marketing efforts are given proper revenue attribution as leads enter the pipeline.

Sound great, but worried that you’re not running enough inbound to warrant an assessment? Don’t. Our B2B assessment works for any level of inbound and our recommendations will help increase your inbound results.

Frantz Group scores C-level appointment followed by big win for very happy customer

With only 7 ‘touches' and over the course of just 6 days, Frantz Group developed a highly qualified C-level lead for a software client - which resulted in a sale worth over $600k in licensing fees alone.

Also notable: This sale was closed in less than 6 months, against an industry norm of 12 to 18 months.

Frantz Group developed the initial lead through outbound calling, utilizing a customized program, which also included integrated components. FG had projected a range of between 7 to 11 touches to reach a qualified lead.

Frantz Group C-level marketing programs are multi-touch, knowledge-based solutions. FG carefully plans entry into each account, armed with informed understanding of a subject's needs, priorities and the triggering events that guide purchase timing.

For additional information about Frantz Group's C-level programs, see the news article Break into the C-level and come out smiling.

To learn more about how our expertise can help you achieve winning results, please contact Ken Heun (kenh@thefrantzgroup.com) at 262-204-6021.

Frantz Group is responsible for 5% of client’s quarterly revenue!

One of our large hospitality clients was thrilled to tell us that our work was responsible for about 5% of their quarterly revenue! What's equally impressive is that the process used to deliver that performance represents a major achievement in technology adoption acceleration services.

On June 28, 2010, Frantz Group professionals surpassed 2,000 property management system (PMS) installs on behalf of a large hotel franchisor. This incredible achievement allows our client to see their bottom line clearly, move forward with streamlined efficiencies and collect $25 million in revenue from signed properties.

The project began on October 1, 2009, when our client sought assistance transitioning approximately 2,500 properties from legacy applications to various PMS platforms, including a web-based solution for limited service properties. For nearly one year, Frantz Group combined direct mail pieces, follow-up calls, and implementation efforts to install, sign, and/or approve 90 percent of all eligible properties, which exceeded the client's goal.

During the final 2-month push, over 450 properties were scheduled for installation. The streamlined implementation demonstrates Frantz Group's ability to handle powerful projects and deliver top-notch results to its clients.

Frantz Group has worked with franchise operations for the past 7 years. Comprehensive services include data cleanse, profiling, demand generation, telesales and project management into quick serve, hospitality and lodging. For more information about these and other Frantz Group capabilities, contact Ken Heun (kenh@thefrantzgroup.com) at 262-204-6021

Break into the C-Level and come out smiling

In our work, we've noticed that more and more decisions now involve the C-Level community. This makes it more important than ever to sell to the C-Level, but harder to gain entry. Frantz Group has spent the last 2.5 years developing a solution that is getting attention and creating qualified appointments, enabling our clients to sell to C-Level decision-makers at the companies they deem strategic or of high value.

One prospect challenged us with a tough test: Secure C-Level appointments with CFOs at energy companies ranging in size from $300M to $25B. In 4 months, FG created and executed a C-Level program that generated 17 appointments. As a reward, they gave us another program targeting a different industry. Now, we have similar programs in development or in-market for 5 other clients.

John Frantz, president of Frantz Group, sums it up this way: "Companies need to skate where the puck is going! They need to make an investment, whether they build it inside or outsource, and devote marketing program dollars for campaigns that specifically target the C-Level in their strategic and highly desirable accounts. If you don't get to them before your competition, you'll turn into column fodder. At Frantz Group, our go-forward plans include devoting about 30% of our marketing spending on the C-Level, and, I see that increasing for 2011."

At large companies, the C-Level is well protected. It takes many touches to build trust and rapport. Our proven solution includes a number of marketing tactics, with each touch designed to add value. The overall goal is build trust and respect.

Whenever possible, we recommend custom executive video as a core touch. Through many cycles of continuous improvement, we've learned what it takes to make a successful executive video. Executive video makes our solution unique - and more valuable - because, prior to meeting with your sales team, the C-Level decision maker typically will have seen and accepted your value proposition as laid out in the video. That's a powerful edge for your team; one that can increase win rate.

Knowledge-based C-Level Appointment Setting

Learn more about our Nurture One video capabilities

With over 17 years in business, Frantz Group continues to exceed client expectations through the delivery of integrated solutions designed to overcome obstacles in marketing. At the core of the successful Frantz Group campaign is our ability to enhance sales program execution, streamline active sales cycles and generate marketing qualified leads that deliver top line revenue. Here is just one example of Frantz Group's Marketing Capabilities. For more information, visit The Frantz Group Online.

Clients rate The Frantz Group outstanding!

Many wonder about the accuracy of measuring customer satisfaction during a tough economy. Will it reflect true performance or will it be unduly impacted by the frustration and challenges of a major down cycle - reduced demand, cut staffing and spending cuts.

Frantz Group did not have those concerns because for 9 consecutive months, we have exceeded our overall client lead goals. And the results of our customer satisfaction survey reflect that performance.

In fact, this quote from a senior marketing manager at a Fortune 50 company, pretty much says it all: "I have worked with the Frantz Group for almost 13 years and the team never fails to deliver on time with outstanding results."

One section of the survey measured client satisfaction with their most recent project or campaign. And 88% of our clients said their project delivered the expected results; 92% said it met their needs and 96% said it was worth the investment.

Another section of the survey was focused on our longer term performance - the last year or so. When we asked about customer satisfaction with our overall performance, our clients scored us 4.1 where a score of 5.0 means "completely satisfied". When compared to our competitors, 68% said we delivered more results and 75% said we delivered higher quality results.

Most importantly, when asked how they viewed their relationship with Frantz Group, clients scored us at 3.8 on a scale where 1 is commodity vendor and 5 is trusted advisor! We're especially proud that our clients view us much more like a consultant than a vendor.

These findings are based on a survey of Frantz Group customers who did at least one campaign or project during the first half of calendar 2009. The survey findings are based on feedback from 67% of the companies we served and 42% of the executives we asked to participate.

FG News: Jacobus Consulting, Inc.

Frantz Group is proud to announce Jacobus Consulting, Inc. as our newest strategic healthcare client.

Jacobus Consulting is a leading healthcare IT services firm that partners with providers to successfully enhance the patient experience through improved clinical systems, Revenue Cycle performance, and healthcare IT.

Frantz Group will be creating and executing a direct marketing campaign for Jacobus Consulting inclusive of data acquisition, database support, and C-Level key account lead generation accelerated by the use of Frantz Group Nurture One Video^TM. The Nurture One Video at the center of the Frantz Group campaign, will spotlight Sandra Jacobs, CEO and President of Jacobus Consulting.

"We are thrilled to be working with Frantz Group. They have consistently provided the best approaches and tools to help us maximize ROI on our Marketing resources. We love the Their Nurture 1 video offering because it is a complete solution that has nicely complimented our internal resources, while providing really timely and relevant information in a high impact format that makes best use of our client's valuable time." Bill Watson, VP of Marketing - Jacobus Consulting, Inc.

Frantz Group is a leader of innovative direct marketing and is pioneering a new era of demand generation through the use of video leveraged campaigns. We are excited to include Jacobus Consulting as part of our ever-expanding healthcare portfolio. With over 17 years in business, Frantz Group continues to exceeds client expectations through the delivery of integrated solutions which are designed to overcome obstacles in marketing. At the core of the successful Frantz Group campaign is our ability to enhance sales program execution, streamline active sales cycles and generate marketing qualified leads that deliver top line revenue.

To learn more about Frantz Group Nurture One Video^TM please click the link below.

http://www.thefrantzgroup.com/fg/2010Bundle/?ref=jcnw05202010