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Basics of Lead Management. Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044. Basics of Lead Management. Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044. What are your challenges?.

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Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044

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Presented by michael hatch hatch marketing consulting mike@hatchmarketingllc com 240 603 6044

Basics of Lead Management

Presented by: Michael HatchHATCH Marketing & [email protected]


Basics of lead management

Basics of Lead Management

Presented by: Michael HatchHATCH Marketing & [email protected]


What are your challenges

What are your challenges?


What are your challenges1

What are your challenges?

  • No control over the leads


What are your challenges2

What are your challenges?

  • No control over the leads

  • I can’t track our leads


What are your challenges3

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch


What are your challenges4

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports


What are your challenges5

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate


What are your challenges6

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data


What are your challenges7

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time


What are your challenges8

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time

    • I can not tag this sales to just one lead source


What are your challenges9

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time

    • I can not tag this sales to just one lead source

    • Too much record keeping


What are your challenges10

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time

    • I can not tag this sales to just one lead source

    • Too much (paper) work

    • The leads were not good


What are your challenges11

What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time

    • I can not tag this sales to just one lead source

    • Too much (paper) work

    • The leads were not good

    • I only followed up on the good leads


Presented by michael hatch hatch marketing consulting mike hatchmarketingllc 240 603 6044

?

What are your challenges?


Tip 1

Tip #1

Technology Today

  • Cloud-based universal lead capture systems

  • Sales CRM applications

  • Smartphones

  • Marketing Automation (MA) programs

  • Your website


Two approaches

Two Approaches

  • Manual

  • Technology


Manual

Manual

  • Disconnect from sales or marketing

  • Lack of budget

  • You can still start


Historically

Historically

  • Show Organizers

  • One system for ALL


The basics

The Basics

Who are your best prospects?

  • 100% of attendees?


The basics1

The Basics

Score your leads

  • A,B,C


The basics2

The Basics

Score your leads

  • A,B,C

+or -


The basics3

The Basics

What is the right information to capture on leads?

  • Follow-up KILLER


The basics4

The Basics

What is the right information to capture on leads?

  • Follow-up KILLER

  • What is the essence of trade show marketing?


The basics5

The Basics

The essence of

trade show marketing


Tip 2

Tip #2

What is the right information to

capture on leads?

Straight from the Horse’s Mouth


Tip 21

Tip #2

Straight from the Horse’s Mouth

  • Only one question

  • One more

  • Repeat

  • Salespeople will respond


Presented by michael hatch hatch marketing consulting mike hatchmarketingllc 240 603 6044

?


The basics6

The Basics

What should you do with leads (suspects) that are not ready to buy?

  • Before the internet

  • Today (Sirius)

  • Living in the month

  • Nurture and cultivate


The basics7

The Basics

What should you do with leads (suspects) that are not ready to buy?

  • Before the internet

  • Today (Sirius)

  • Living in the month

  • Nurture and cultivate. . .


The basics8

The Basics

What you need to create an effective lead management program?


The basics9

The Basics

Content is King


The basics10

The Basics

What you need to create an effective lead management program?

  • Content is King

  • Company library

    • How To and Tip sheets

    • White papers

    • Articles

  • Content assignments


The basics11

The Basics

Reports

  • The Basics

    • Number of leads from each show

    • How many are A, B and C leads

    • Near-term revenue


The basics12

The Basics

Reports you can generate with Technology:


The basics13

The Basics

Reports you can generate with Technology:

  • Customer and product

  • Automated Campaigns

  • Real-time prospect activity

  • Sales and revenue reports

  • Integration with your CRM

  • Leads-to-sales conversion rates

  • Monthly/quarterly/annual sales revenue

  • ROI reports

  • Custom


Tip 3

Tip #3

CRM integration

  • Percentage vs. ABC method


Tip 31

Tip #3

CRM integration

  • Percentage vs. ABC method

90% vs. ABC+/-

($80K vs. $75K-$100K)


Lead management technology

Lead Management Technology

Lead Management Technology

  • Universal Lead Capture Solutions


Lead management technology1

Lead Management Technology

Lead Management Technology

  • Universal Lead Capture Solutions

  • How they work


Lead management technology2

Lead Management Technology

Lead Management Technology

  • Universal Lead Capture Solutions

  • How they work

  • Examples:

    • Bartizan iLeads

    • Blue Stone Nexus

    • NewLeads

  • Sales Lead Management Association (SLMA)


Lead management technology3

?

Lead Management Technology

Marketing Automation Solutions


Lead management technology4

Lead Management Technology

Marketing Automation Solutions

  • How they work


Lead management technology5

Lead Management Technology

Marketing Automation Solutions

  • How they work


Lead management technology6

Lead Management Technology

Marketing Automation Solutions

  • How they work

  • Examples:

    • Eloqua

    • Marketo

    • Pardot

    • LeadFormix


Lead management technology7

Lead Management Technology

Marketing Automation Solutions

  • How they work

  • Examples:

    • Eloqua

    • Marketo

    • Pardot

    • LeadFormix

  • Marketing Automation Institute (SLMA)


Lead management technology8

Lead Management Technology

Marketing Automation Solutions

  • 3 in 1

  • InfusionSoft *


Presented by michael hatch hatch marketing consulting mike hatchmarketingllc 240 603 6044

The BIG Payoff(s)


Lead management technology9

Lead Management Technology

The BIG Payoff(s)

  • 2x to 4x

  • Company wide

  • Management attention

  • Promotion & raise


Presented by michael hatch hatch marketing consulting mike hatchmarketingllc 240 603 6044

Q A

&

The Next LevelTomorrow/Wednesday July 31st“Automated Lead Follow-up & CRM”


Thank you michael hatch hatch marketing consulting mike@hatchmarketingllc com 240 603 6044

Thank YouMichael HatchHATCH Marketing & [email protected]


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