Date post: | 05-Aug-2015 |
Category: |
Marketing |
Upload: | prospect-builder |
View: | 49 times |
Download: | 4 times |
The Evolved Buyer: Generating Online Leads
Presenter: Lindsay Kelley
• Challenges• How to overcome the obstacles• The sales funnel today• What works….and what doesn’t• Key Takeaways
Agenda
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Challenges
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First challenge to overcome
#1
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With no opportunity for lead generation….
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Second challenge to overcome:The Knowledge Shift
#2
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92%92%
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Overcoming the Obstacles
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Trust
Industry Expert/ Trusted Advisors
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CONTENT
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What is Content?
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The sales funnel.
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• Unsegmented email blasts• Cold calling• Direct mail• Door-to-door
What used to work (but doesn’t today)
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• Blogging• Strategic use of social media (LinkedIn)• Targeted, segmented email campaigns• Conversion landing pages• Search engine optimization best practices
What Works Today
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ATTRACTINGLEADS
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Circle the Wagons
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The Path to Converting Leads
Attract
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Convert
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Nurturing via Email
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Types of Nurturing
Nurturing via Social
Nurturing on LinkedIn
• Posting relevant articles• Long format posts – industry expert status• Commenting on prospect’s and customer’s posts• Participating in group discussions• Creating customized lists for targeting and engaging• Leveraging existing connections to meet new ones
Key Takeaways1. The prospect has taken control of your
sales cycle. Adapt.2. Social media is a business tool3. Transition sales rep’s knowledge into
quality online content from marketing - this gets Google’s attention
4. Get to know the new path your prospects will take in their journey to becoming a lead
5. Understand that this takes time, but the ROI is staggering