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A powerpoint by Chris Merrill of Super Webomatic, who was a speaker at the Future M Boston event, "The Future Face of Digital Business." Originally presented at the event on Oct 7 2010 at the microsoft NERD center.
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Hi, I am Chris Merrill
• PAST: small business owner
• PRESENT: Super Web-O-Matic (small business owner)
• FUTURE: small business owner (Hopefully just with more $$)
Lead Gen & Engagement
Design Fuel Pilot Track
Now
Marketing teams manufacturing “buzz” and awareness to drive prospective customers to the top of the funnel; then putting them through a scripted trial / pre-sales process.
• Still a bunch of Telling and Yelling
•Check me out!!• Follow Us! •Sign up! •Tell a Friend! • Like!•Shiny Object!
•NOISE NOISE NOISE
• When in doubt we use the “me too” activities
• “All set boss, open the flood gates…We “did” SEO, created a facebook page, tweeted, blogged, and have 100 landing pages....we should be good.
• Build and engineer “Set it and forget it” Marketing Conversion Funnel
• Me too.
• 1000 people in the top of our funnel 2% to trials, and of those we can convert 2% to customers.
• Now get 1,000,000,000 into the funnel.
• When that is done get 1,000,000,000 more.
• Predictable Trial / Pre-sales Process
1. New trial sign-up2. E-mail 1 - Thank you e-mail3. Sales call “check-in”4. E-mail 2 - “Tips and tricks”5. E-mail 3 - “Just checking in”6. E-mail 4 - “Ticking-timer”7. Expired - Sales call
• Restricted wedge offerings are typically controlled environments.
• Limited Features• Trial-size• User restricted• Integration limited• Time bombed
Future
• Replace yell and tell, with a focus on building remarkable products.
• Put these products (unrestricted) in potential customers and customers hands, and sincerely engage, watch…listen.
• Capture the and share the stories and join the conversations.
• Help to create authentic experiences.
• Stop yelling
• It’s not that they aren’t listening they just can’t hear you
• Save your energy and focus on building remarkable products
• Products / services that inspire great stories and encourage real conversations reduce the need for complex high touch marketing systems.
• Share this with POTENTIAL customers by giving them bi-lateral views into these conversations
• Put the product in the hands of the customer, but don’t stand back.
• Watch, listen and engage...sincerely.
• How else can you use this?• Can you show me?• Doing anything interesting with it?• How can we fix this?• Ohh, I like that idea, can you explain.
• Give them the full experience, not a demo, not a trial. Don’t limit.
• Make free things free.• No purchase assumptions. • Free should be free. • A gift.
• Empower the team, then them hold responsible to ask questions, share experiences, and create relationships with prospective clients throughout the dating stage
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