LEAD GENERATION...2. HAVE A KILLER LANDING PAGE A headline & sub-headline A brief description of the...

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LEAD GENERATION

October 2014

Do not reproduce or redistribute without previous consent from VeMedia Limited

A little about me

• Vanessa Araujo is currently managing director at VeMedia Online – a full service marketing agency focusing on digital strategies that drive business objectives while enhancing performance and ROI

• Vanessa’s career started in the startup world of Silicon Valley and later evolved to working for the major lead generation player in the United States – QuinStreet

• Over seven years of experience in client management, lead generation, market penetration/expansions and search engine marketing.

Agenda

• What is lead generation • Key components

• How to create a successful lead generation strategy • Bring the right users to your site

• Site optimization

• Analytics, analytics and some more analytics

• How to close leads and win the business • Effective Follow up

• Assertive Selling

• Database Nurturing

LEAD GENERATION “The art of converting website visits into inbound

leads for your business”

Leads Means Business – Leads Mean Money

Data from Hinge Research Institute also shows that firms generating 60% of their leads online are 2X more profitable than those generating less than 20% of their leads online.

Source: Hubspot

Lead Generation Anatomy

Qualify LEAD

Form Landing Page

Compelling Offer Call-to-action

Relevant Traffic

How do you qualify someone as a lead?

• Intent

• Did they share their contact

information?

• Willingness

• What kind of information did

they share?

• The user’s origin

• SEO, PPC, Social Media?

Information Abundance – Attention Scarcity

Source: Marketo

HOW TO BUILD THE RIGHT STRATEGY

Overall Strategy

1. BRING THE RIGHT AUDIENCE TO YOUR SITE

Your Website

Paid Search (PPC)

Search Engine Optimization

Social Media

Traffic Channels

• Quick traffic - Expensive

• High Volume - Competitive

• Highly targeted PPC

• Free Traffic - Slow to Build

• Educated Audience SEO

• Engaged Traffic - Takes Time

• Word of Mouth - Negative Feedback

• Ability to go Viral

Social Media

2. HAVE A KILLER LANDING PAGE

A headline & sub-headline

A brief description of the offer

At least one supporting image

A compelling call-to-action

(Optional) supporting elements such as testimonials or security badges

And most importantly, a form to capture information

Make it socially shareable

Source: Hubspot

LANDING PAGE GAME

Option A

Option B

Option C

Option D

Example 1

Example 2

3. OPTIMIZE YOUR FORMS

Ask for the right information

Do not overwhelm your prospect

Never use “Submit” for your button

Use proof elements to build trust

Make your form stand out

Always try to make the form as short as possible

Examples

Source: Hubspot

4. HAVE SOMETHING GOOD TO OFFER

Make it clear in your brief paragraph

and/or bullet point what the benefits of

the offer are.

Make sure not to only list the benefits -

give it a marketing touch

Be very very clear about the limitations

and conditions of your offer

5. HAVE A COMPELLING CALL-TO-ACTION

Place Your CTA Where the Eye Can See

Use Contrast to Make CTAs Stand Out

Be precise and clear

Create sense of urgency

Source: Hubspot

6. DIGITAL ANALYTICS

The magic word is ROI

Source: Aksit

HOW WIN THE BUSINESS

Work Smart Not Hard

Contact your leads within the first hour

Have a process for every step lead cycle

Train and invest on your staff

Do not have only sales people

Nurture your leads - if someone is not ready now it does not

mean they wont be in the future!

www.vemediaonline.com

[E] vanessa@vemediaonline.com

[M] 852. 62909297

@vemedianow

LEAD GENERATION...2. HAVE A KILLER LANDING PAGE A headline & sub-headline A brief description of the...

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