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Ready to Generate Leads?

Are you ready to generate leads?

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Page 1: Are you ready to generate leads?

Ready to Generate Leads?

Page 2: Are you ready to generate leads?

PROGRAMHOW TO AMP UP YOUR LEAD GENERATION

Page 3: Are you ready to generate leads?

Are you really ready to generate leads?

Here’s how you can tell if you are!

Page 4: Are you ready to generate leads?

1.You have installed web analytics software on all of your digital properties, and, you have access to this software.

2.You have created goals in this analytics software that are tracking specific actions you are measuring your campaign against.

3.You have a database of contacts and you know who they are, how they got into your database and you know when they were last communicated with by your company.

4.You have created at least 3 segments in your database and you know what is keeping each of these segments up at night (so-to-speak).

5.You yourself have pretended to be a new customer and have called your 800 number, submitted a form on your website and have ensured this experience does not stink.

6.You have created fresh, easy to understand content that provides value to your target audience and this content is on your website or landing pages.

7.You have the right marketing tools to succeed such as easy-to-use email software, social media monitoring and publishing software.

8. You plan to test…so you can get better and better at this.

9.You accept and adopt the marketing strategy of Crawl, Walk, Run.

10. You are ready to push back internally to ensure the creative and messaging does not become boring and all about details no one understands or cares about.

11. Do you know how your customers access your digital properties? Are they mobile and tablet friendly?

12. What email clients do your customers use? Are they on AOL still? Outlook? This matters!

STEP 1: Take the Assessment

Page 5: Are you ready to generate leads?

STEP TWOSTEP 2: Focus on Your Data

• Go seek out who recently purchased from you and uncover who made the decision to purchase from you. Look at the last 3 months of transactions or sales and see who is truly purchasing from you. What was their sales cycle like? Interview the sales person who closed the deal. Gather these emails into one list segment – name them something you can easily remember – and add a description of the 3 things these contacts have in common

• Build segments into your database. No one should be in your database and not assigned to at least one segment. Segmentation should be both mapped from the stages in the sales cycle but also demographic info about the actual people in those segments. From a crawl standpoint you should at least know who purchased from you and keep them separate. Then, you should have a

segment of people who have expressed interest in your product or service, spoken with sales, attended an event, downloaded your whitepaper, but have not purchased yet. Lastly, you should have a segment of people who have raised their hands to say they are interested but have not engaged with your company yet.

• Assuming you have those three segments, go deeper and get personal. Keep segmenting by gender, age, title, business type or vertical and gather insights about these segments. Do women in certain verticals face different challenges than men? Are the younger decision makers using social media to make their decision?

• Plan to update your data as often as you update and focus on your creative.

Often we scramble just to pull a big enough list together to try to get enough of a response when we should be focusing on smaller, potent segments. Gorgeous creative and an awesome subject line only work when they resonate with the person who received it.

Page 6: Are you ready to generate leads?

So now..

Let’s Talk! Diane Myer - CEOPh: 404.917.7813

E: [email protected]

www.icre8t.com