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The Power of Lead Generation

The Power of Lead Generation. Mike Krell, Innova Marketing Group. The Buying Process has Changed. Buyers are in more control There are more decision makers and influencers…and they are talking to each other! 85% of buyers research a product on the web before making a purchase.

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The Power of Lead Generation

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  1. The Power of Lead Generation Mike Krell, Innova Marketing Group

  2. The Buying Process has Changed • Buyers are in more control • There are more decision makers and influencers…and they are talking to each other! • 85% of buyers research a product on the web before making a purchase Wouldn’t it be great to engage these buyers when your company name is top of mind?

  3. So What are the Steps? Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer

  4. Come to us by name, brand or word of mouth So What are the Steps? Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer

  5. So What are the Steps? Develop a relationship based on trust Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer

  6. So What are the Steps? Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer Names are just names

  7. So What are the Steps? Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer They interact with you

  8. So What are the Steps? Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer Meaningful interactions, qualified demographics

  9. So What are the Steps? Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer Show buying signs or significant interaction

  10. So What are the Steps? Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer Qualify as a real sales lead

  11. So What are the Steps? Generate Awareness Develop a Relationship Gather Names Interact Now you have a prospect Nurture until they are ready Now you have a lead Qualify by a human Now you have an opportunity Engaged by sales Now you have a customer Accepted and actively worked by sales

  12. Qualification Based on Responsiveness The sooner a prospect is contacted after a web visit, the more likely they can be qualified because your company / solution is top of mind 2 min 4 min 6 min 8 min 10 min 12 min 14 min 16 min Follow-up with a phone call and an email

  13. Strike While the Iron is Hot The odds of connecting with a prospect are 10X greaterif you contact them within one hour of their web visit! Hours after a prospect shows interest MIT Sloan School of Mgmt.

  14. Lead Generation = CallerID for your Website • Drive more traffic to your site by delivering relevant content • Gather lead information when they visit your site • Set alerts to trigger sales activities when customers are ready to buy • Close more business =

  15. Generate Intelligence from Multiple Source Leads What You Know • Company name • Location • Page views • Page duration • Number of visits • Referring website • Search terms • (each individual anonymous visitor) Anonymous Tracking “Domain information” Anonymous History Conversion via clicking a link in an email or form fill transfers on conversion • Name & email • Company name • Location • Page views • Page duration • Downloads • Number of visits • Referring website • Search terms • Campaign membership • Email responses • Lead scores(JohnDoe@Acme.com) Anytime a visitor comes to your website, tracking resumes… from email, organic, search, etc. Known Visitor Tracking “JohnDoe@Acme.com”

  16. Alert Sales When Customers are Ready • Real time alerts to close sales • Summary alerts for daily/weekly review • Anonymous summary for website visibility • Campaign alert for customer campaign’s

  17. How Does InnovaHelp? Innova Marketing Group • Helps you scope the problem • Works with you to develop a strategy • Architectsthe execution plan • Authors the email and website content • Works with you to prepare your website • Executes the plan Delivers results

  18. InnovaMarketingGroup Mike Krell mkrell@innovamarketinggroup.com (p) 1.512.970.7166

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