Nurture Leads and Sell More

How to Earn Buyers’ Trust and Grow Your Revenue

Jeff Ogden, the Fearless CompetitorFounder and PresidentFind New Customers “Lead Generation Made Simplewww.findnewcustomers.com

Creator and Host, Marketing Made Simple TVwww.marketingmadesimple.tv

Award-winning B2B marketing expert

@fearlesscomp on TwitterJeff.ogden@findnewcustomers.com

“Selling is easy. Earning the Trust of Strangers is Hard”- Opening statement in How to Find New Customers

Our Agenda

Topics we will cover today:• The Need for care• Earning trust• Win micro-decisions• Story-telling and content marketing

THE NEED FOR CARETopic one

Fact: 8 out of 10 visitors to your website are not ready to buyBrian Carroll, MECLabs

Fact: 81% of Marketers rely on emailMarketingSherpa Study

Result:

Be Gentle and REALLY know your buyers

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EARNING TRUSTSection 2

Content Value --determined by person who receives it

Untroubled/Unaware Have Problem Need Solution

InflectionPoint

Whom to Consider? Who is Best? Choose

MICRO-DECISIONSSection 3

Nice to Meet You

Will You Marry Me?

Good and BadBad• Sign up for our product demonstration• Give us your first bornGood• A lot for a little• Some of it’s free• We’ll ask for more later

Forget “How” – higher open rates, more hits, etc.

Focus on “Why” – Why is she thinking about this?

STORY-TELLING AND CONTENT MARKETING

Section 4

Not Just for Bedtime, Marketers Corner the Market on Storytelling (Forbes)

• Seth Godin “Story-telling is successful marketing”• Guy Kawasaki, author and entrepreneur, stresses the

importance of storytelling in his talks and writing. • Rob Walker, NYT columnist and author of Buying In,

had a huge slide behind him that said, “DUHH.” Of course story telling is important! Ask any five-year old.

In an environment where you don’t stand a chance to win anybody’s attention without some magic, a good story might save you and your brand from oblivion.

Can YOU tell a story with your content?

Our Agenda

Topics we covered today:• The Need for care• Earning trust• Win micro-decisions• Story-telling and content marketing

Thank-You!

Jeff Ogden, the Fearless CompetitorFounder and PresidentFind New Customers “Lead Generation Made Simplewww.findnewcustomers.com

Creator and Host, Marketing Made Simple TVwww.marketingmadesimple.tv

Award-winning B2B marketing expert

@fearlesscomp on TwitterJeff.ogden@findnewcustomers.com

Check out “10 Things Your CEO Should Know About B2B Demand Generation”