What if 80% of customers deliver 50% of sales
The traditional 80/20 rule suggests you focus on the 20% of bigger customers who deliver 80% of your sales. Big customers attract not only you but competitors too.
What’s at risk?
A market manager needs courage when they decide to invest in an innovative way to connect with SMEs and offer a unique customer experience that is bigger than some new creative, a new email campaign, social media posts and a few dazzling sales promotions.
Exceptional customer experiences?
Insights can be everything especially if they lead to reimaging new ways to build customer loyalty, product sales and greater market share.
We discover insights.
Growing your customer’s business means growing your business.
Spinifex conducted research, which identified customers by their business goals.
Our insights revealed ‘ambitious newbies’ wanted help to not only market and grow their businesses but valued continuous professional development for their technicians.
But the best insight was they were prepared to reward this support with their product loyalty.
We design executable strategies.
People and digital platforms.
Ambitious newbies are not only start-ups but SME performers wanting more growth.
Strategy
Spinifex used research to quantify the value of customisable marketing tools and tips, micro-lessons and short courses in an online learning space to connect the client not only with decision makers but their subordinate technicians.
Structure
Experts in pest control doesn’t mean you are an expert in marketing your business. A digital platform was designed offering tips, tools, templates that you register to access. Once engaged registered users were served curated content about the client’s products and training on how to use them cost effectively. At the relevant moment access experts was offered.
Support
How does helping customers translate into product sales? Knowing exactly when customers want to know about your products allows personalisation serving the right resources in a timely manner.
We deliver transformative solutions that realise the results.
Innovation that delivers results.
The exceptional, required Spinifex to attract SME business owners and their technicians and offer help to realise their greater potential and win their loyalty.
Our team went to work with the client’s team, built a digital platform using a test and learn agile process, an engaging program of tools and knowledge and communications plan designed to attract SME customers.
Each part was measured in real time, results analysed, and target correction made to ensure key performance indicators were met.
Results
Exceptional customer experiences.
Learning courses and marketing tools and templates were evaluated on their uptake allowing iterative changes to ensure customer engagement.
Data analysis showed which customers were engaged, considering client products or evaluating their use in their business.
Our team working with their team generated timely leads to the sales team so they could prioritise their efforts on best customer growth opportunities.
