Presented by: Michael Hatch HATCH Marketing & Consulting Mike@HatchMarketingLLC 240-603-6044
description
Transcript of Presented by: Michael Hatch HATCH Marketing & Consulting Mike@HatchMarketingLLC 240-603-6044
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*What are your challenges?
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No control over the leadsWhat are your challenges?
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No control over the leadsI cant track our leads
What are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launch
What are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports What are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperate
What are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataWhat are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the time
What are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the timeI can not tag this sales to just one lead source
What are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the timeI can not tag this sales to just one lead sourceToo much record keeping
What are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the timeI can not tag this sales to just one lead sourceToo much (paper) work The leads were not good
What are your challenges?
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No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the timeI can not tag this sales to just one lead sourceToo much (paper) work The leads were not goodI only followed up on the good leads
What are your challenges?
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What are your challenges?
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Tip #1
Technology TodayCloud-based universal lead capture systemsSales CRM applicationsSmartphonesMarketing Automation (MA) programsYour website *
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Two Approaches
ManualTechnology*
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Manual
Disconnect from sales or marketingLack of budget
You can still start*
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Historically
Show OrganizersOne system for ALL*
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The Basics
Who are your best prospects?100% of attendees?
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The Basics
Score your leadsA,B,C*
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The Basics
Score your leadsA,B,C*+or -
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What is the right information to capture on leads?Follow-up KILLER
The Basics*
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The Basics
What is the right information to capture on leads?Follow-up KILLERWhat is the essence of trade show marketing?
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The Basics*The essence of trade show marketing
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Tip #2
Straight from the Horses Mouth*What is the right information to capture on leads?
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Tip #2
Straight from the Horses MouthOnly one questionOne moreRepeatSalespeople will respond*
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The Basics
What should you do with leads (suspects) that are not ready to buy?Before the internetToday (Sirius)Living in the monthNurture and cultivate
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The Basics
What should you do with leads (suspects) that are not ready to buy?Before the internetToday (Sirius)Living in the monthNurture and cultivate. . .*
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The Basics
What you need to create an effective lead management program?
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The Basics*
Content is King
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The Basics
What you need to create an effective lead management program?Content is KingCompany libraryHow To and Tip sheetsWhite papersArticlesContent assignments
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The Basics
Reports
The BasicsNumber of leads from each showHow many are A, B and C leadsNear-term revenue
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The Basics
Reports you can generate with Technology:*
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The Basics
Reports you can generate with Technology:
Customer and productAutomated CampaignsReal-time prospect activitySales and revenue reportsIntegration with your CRMLeads-to-sales conversion ratesMonthly/quarterly/annual sales revenueROI reportsCustom *
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Tip #3
CRM integrationPercentage vs. ABC method*
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Tip #3
CRM integrationPercentage vs. ABC method*90% vs. ABC+/- ($80K vs. $75K-$100K)
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Lead Management Technology
Lead Management TechnologyUniversal Lead Capture Solutions*
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Lead Management Technology
Lead Management TechnologyUniversal Lead Capture SolutionsHow they work*
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Lead Management Technology
Lead Management TechnologyUniversal Lead Capture SolutionsHow they workExamples:Bartizan iLeadsBlue Stone NexusNewLeadsSales Lead Management Association (SLMA)*
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Lead Management Technology*?
Marketing Automation Solutions
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Lead Management Technology
Marketing Automation SolutionsHow they work*
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Lead Management Technology
Marketing Automation SolutionsHow they work*
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Lead Management Technology
Marketing Automation SolutionsHow they workExamples:EloquaMarketoPardotLeadFormix
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Lead Management Technology
Marketing Automation SolutionsHow they workExamples:EloquaMarketoPardotLeadFormixMarketing Automation Institute (SLMA)
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Lead Management Technology
Marketing Automation Solutions
3 in 1InfusionSoft **
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The BIG Payoff(s)*
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Lead Management Technology
The BIG Payoff(s)
2x to 4xCompany wideManagement attentionPromotion & raise*
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*Q A&The Next Level Tomorrow/Wednesday July 31st Automated Lead Follow-up & CRM
July 30th August 1st, 2013McCormick Place, Chicago, IL
Thank You
Michael HatchHATCH Marketing & [email protected]
*Alternate title Core Zone, Core Events, Spaces, *Alternate title Core Zone, Core Events, Spaces, *Alternate title Core Zone, Core Events, Spaces,