3. Identifying target customers & generate leads

Create a laser focus on who you want to

sell to, why & getting to them

quickly

Age: 20’s – just out of college

Most likely degree: Communication / Political Science

Is the office “research” gopher

No time for research Right media contacts are

priority Reporting is key part of job Our buyers are Associates

At Small-Medium PR agency

Example Persona

1. Friends & College Alumni networks

2. Leveraging Web2 (LinkedIn, Twitter)

3. Attending networking events4. Blogging 5. Content Marketing with Email

1. #1item that helps sales –

relationships2. Include a sample email they can send

to your target customer

3. Keep them updated with progress4. Ways to help them back

1. Job opportunities that you know of2. Gifts you get from attending conferences3. Write a glowing blog post about their profile

Leverage LinkedIn Questions & Groups to answer topical questions

Follow and Retweet key influencers, share relevant content frequently

Spend 5 min daily on both

Focus on events where your prospects will be, not where your peers will be

“Pay it forward” Share a lead each month with one person, and be specific about who you are looking for

Make your own event, invite prospects to meet other prospects at a hosted event

5 tips on writing blog 5 tips on writing blog postsposts1. Compelling catchy title2. Prescriptive – how to, tips, tricks,

industry insights, customer successes

3. Bullets – 3 ways to do this, 5 tips about that

4. Picture says a 1000 words – use

images (flickr) – give credit at the end of the post

5. Link to other relevant blogs (3 per post)

http://downloads.mailchimp.com/guides/Guide_EmailMarketingFieldGuide.pdf

1. Collect business cards at networking events – ask if you can send them an email

2. Collate great articles (max 5) in your area and send it weekly (Wed, early am 8:30)

3. Focus on a great subject line1. Short subject lines optimize open rates2. Call to action should be clear in your email

1. Which are the top 5 industries you want to target?

2. Which are the top 10 companies in those industries?

3. What is the title of the person at those companies?

4. What event will those people attend?

5. Who can help you get to those people?

3. Identifying target customers & generate leads