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infusion-4

mvalles36
November 30, 2013

 infusion-4

an interactive presentation with some cool video and links to some cool tools

mvalles36

November 30, 2013
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  1. Mark Valles is a Sales Acceleration Expert with infusion-4, he

    is focused on helping small business’s deliver best practices to rapidly acquire new customers and grow revenue. Mark has helped many small business’s transform beyond basic sales and marketing programs into a more comprehensive approach that entails using advances in technology while harmonizing sales and marketing. Mark’s approach emphasizes making the process engaging, predictable, and hassle-free. AUTHOR PAGE: Mark Valles Follow him on Twitter @growthplatform
  2. Get Noticed………………..………………4 Stay Connected………..……………..…..8 Sell More…………………………….…....11 TOMA ………………………..…….………14 Why should

    you read this? You will learn best practices, tips, new ideas, and get free tools to immediately accelerate your lead generation and sales. Be sure to click each one of the links – they are full of cool and useful tools to generate more leads. First let’s see how we can help you get more traffic to your Website. Click Web Test TABLE OF CONTENTS:
  3. In order for a small business to transform and properly

    engage with their prospects and customer’s, they need to completely understand their business drivers inside and out. A focus of attracting not just any kind of traffic to your site, but the right kind of traffic. There are a set of tools readily available to help you win, if properly and consistently used. Blogging and social media are the new digital versions of cold callers and this is where most business’s either don’t understand or have attempted in the past and stopped due to lack of results. Here, we will highlight some of the most important tools to “Get Noticed” so you can move the prospect to the next phase – “Staying Connected” CHAPTER 1: Get Noticed // Page 4
  4. Some of the most important tools to get your website

    traffic are: Blogging - This is where it all begins. Blogging is the key to get prospects to notice you and drive interest. The common practice here is to put out a blog every now and then and assume it will drive traffic to your site. Simply pushing out blogging content will get you no where! Your blog needs to contain keywords and links - when clicked-you have a landing page with a web form and a call-to-action that will motivate them to enter their information. This combined with some tricks that include SEO in your blog will get you better results. A tool that you can simply register that helps you generate both people and search engine friendly blogs that I find very useful is blog idea generator. This will make sure the topics get read and will inherently boost your SEO. This is a huge area missed by most small business. Give it some time and you will see results. Social Media – You must share engaging content and offer valuable information on your social channels, engage prospects, and place the human element by making it fun which brings your brand to life. Examples are showing cool videos, posting eye-popping images, and loosen up a bit with personality. Make sure you respond to peoples comments and comment on other’s posts. Do not try and promote yourself. That is a way to distract and not attract a following. The reason to make use of social media is to extend your reach of possible customers. Interact and choose the social networks where your audience is most likely involved. Keywords – Your customers begin their search online, usually by using a search engine to find something they have a question about. You need to get to the top of the search engines. To get there, optimize your social and web pages to include your keywords, build links, and provide great content. You need to brainstorm and think of the words you would use to find your business. Pages – You must optimize all your web pages to include social media. To do so, make sure your keywords are placed in there and it has content to entice your audience to visit. Take the time and effort to do this. Full speed is the only gear here! Focus and agree with everyone that will blog or have involvement with content creation on an initial set of 5 keywords. To see exactly how much blogging can add to your topline. Try -->> blogging revenue calculator // Page 5
  5. Lead generation requires you to examine each step taken, tool

    used, and map it all together to the buyer stages from suspect to customer. It helps you better understand how to get noticed by your visitors so they begin to see your hand raised amongst the crowd, stay connected to them so you will be in a position to get to them first, sell more by focusing on the small stuff that everybody chooses not to do, and keep top of mind awareness (TOMA) so you keep competitors away. This “new way” acknowledges that marketing doesn’t just happen, you do it. You do it using tools and applications that help you create and deliver actionable information that will appeal to precisely the right people (your audience or niche) in the right places (channels) at just the right times (buyer stages). There are some great innovative solutions that can help drive results here. Want To Be Amazing At Generating Leads? Here’s How A New Way // Page 6
  6. Between 40-70% of potential sales often come from early-stage leads

    that were initially lost, discarded, or ignored. Winning new business and growing revenue goes way beyond calling a lead provider and throwing cold callers or PPC at a campaign or doing a lunch and learn only when business is badly needed. You must implement best practices to enable sales to pursue only qualified leads and for marketing to be able to have the correct tools to nurture the remaining. This includes inbound and outbound and making great use of lead nurturing. Look to lesser known providers of lead lists that cater to you - small business. Ask peers but I have good luck with companies like MegaLeads. Unlike most lead generation company’s they provide email addresses and allow you to download your list and are extremely affordable. I am a believer that it’s not your people, it’s your process. Source: Marketing Sherpa, 2013 // Page 7 Inquiry Stage Lead Stage Sales Ready Lead
  7. Once you’ve got visitors to your site, the next step

    is to convert those visitors into leads by gathering their contact information. At the very least, you’ll need their email address. Their contact information is the most valuable currency. In order for your visitors to offer up that currency willingly, you need to offer them something in return. That “payment” comes in the form of content, eBooks, whitepapers, infographics, or tip sheets -- whatever information would be interesting to your target audience. CHAPTER 2: Stay Connected // Page 8
  8. Today, there are more people accessing the internet and engaging

    with information to window shop, buy, and sell from their mobile device of choice. Businesses that choose to ignore this trend will be faced with prospects accessing their site or content and buyers abandoning their efforts out of frustration because it isn’t accessible. Just because you don’t sell online doesn’t mean you shouldn’t be thinking about this area either. Furthermore, business owners will have capabilities to access key information from their mobile device to make real time business decisions that impact revenue. Small business sales and marketing automation software is now affordably available. Solutions range from firms which serves enterprises to start-ups like Agile CRM who cater to small business. Seek out simple and complete solutions. Marketing Automation for small business is about both inbound and having an outbound approach. “Having your website, content, landing pages, and reporting functionality accessible from ANY mobile device so you can make faster decisions that affect the bottom line should be considered when evaluating a solution // Page 9 Sustained Growth
  9.  Calls-to-Action - Calls-to-action are buttons or links that encourage

    your visitors to take action, like “Download a Whitepaper” or “Get Updates”. Avoid calls-to-action like “Join Newsletter” or buttons that simply say “Submit”. They do not draw attention and do not give the prospect a compelling reason to take action. Make sure the buttons contrast the colors on the page. You want them to stand out and cause the visitor to immediately take notice. Don’t go crazy with the colors as you want a nice look and feel. If you don’t have enough calls-to-action or your calls-to- action aren’t enticing enough, you won’t generate any leads.  Landing Pages - When a website visitor clicks on a call-to-action, they should then be sent to a landing page. A landing page is where the offer in the call-to-action is fulfilled, and where the prospect inputs the information that you can use to begin a conversation with them. Try and use landing pages to grow your social media channels. For example, instead of having a visitor fill out the 3-5 fields in your form in order to receive their download, have a Twitter-Follow-To-Download option. A visitor can easily click on a twitter icon and they now follow you and it goes across their feed and they get the instant download. This is very effective at growing your social channels. You should have a landing page for just about every product or service you have in your line card. Far too many small business do not utilize this channel. So, I am giving you one FREE and you can deploy it in seconds, click here Leads then scroll to bottom of page!  Web Forms - In order for visitors to become leads, they must fill out a form and send their information. Optimize your forms to make this step of the conversion process as easy as possible. Forms are getting smarter so make sure you understand them in the simplest way but consider future possibilities. For example, there is progressive profiling, this intelligent form knows the information that has already been captured by you in previous visits, if any. The visitor comes back and downloads your fresh content and the form has a set of different fields such as job title, number of employees, etc. That way you can begin to understand the exact attributes your audience has in common and use that to laser target your prospects.  Reporting - Keep track of the leads you're converting in a marketing database. This should track where your leads are coming -- be it through email, a landing page, social media, or otherwise – that way, you can optimize your future interactions to more effectively convert an inquiry to a lead. This should be a place where you can quickly take the pulse of your business in real time. If you spot anything such as a PPC campaign being unusually high or low, take action right on the spot. Being able to make those decisions will give you a noticeable healthier bottom line. That will give you some peace of mind knowing your business is implementing measures that most of your competitors aren’t doing. The small things make a big difference! // Page 10 Some of the most important tools for converting visitors into leads are:
  10. CHAPTER 3: Sell More You’re on the right track. You’re

    getting noticed by attracting the right visitors and converting with a complete understanding of how your customers buy and staying connected to them so you will be ready when they decide to purchase, but now you need to transform those leads into customers. How can you most effectively accomplish this task? Certain marketing tools can be used at this stage to make sure you’re closing the right leads at the right times. Let’s go take a look at a few of those tools. // Page 11
  11. Click POWER ON Some good tools for keeping TOMA include:

    // Page 12 Lead Nurturing - What do you do if a visitor clicks on your call to action, fills out a landing page, or downloads your whitepaper, but still isn’t ready to become a customer? A series of emails focused on useful, relevant content can build trust with a prospect and help them become more ready to buy. You want to include variations such as drip marketing campaigns for your prospects that need a more long term campaign, use birthday emails, celebrate your customers anniversary dates, and use accelerator campaigns for your hot prospects. The advances in technology here alone with triggers, workflows, etc. can have immediate impact. Have fun with it and I made you some to get you going Click “Done For You Campaigns” WATCH AWESOMENESS
  12.  Marketing Automation - This process involves creating email marketing

    and lead nurturing campaigns tailored to the needs and buyer stage of each lead. For example, if a visitor downloaded a whitepaper on a certain topic from you in the past, you might want to send a series of related emails. But if they follow you on Twitter and visited certain pages on your website, you might want to change the messaging to reflect those different interests. // Page 13  Business Analytics - How do you know which marketing efforts are bringing in the best leads? Is your process effectively converting those best leads into customers? Business Analytics allows you to see which efforts are working and which efforts are not. For example, you can see how many leads came in from Facebook, LinkedIn, Twitter, and all your other social sites. You will see how effective your landing pages, PPC, and web forms are performing. You can set monthly growth targets and view how many leads are needed to reach that goal. Being able to measure aspects of your business easily, and quickly is important. There are some good ROI tools that help you calculate payback on Sales and Marketing Automation Software.
  13. The success of lead generation is heavily weighed on providing

    captivating content to your audience, whether they are visitors, leads, or existing customers. Just because someone has already written you a check doesn’t mean you can forget about them. Small business’s need to continue to engage with, provide value to, and (hopefully) upsell their current customer base into happy promoters of their products and services. Speaking of happy, at infusion-4 we like to keep staff happy. Believe it or not, it can have a positive affect on your lead generation. We listen to some tunes when doing campaigns. It always creates a fun experience. CHAPTER 4: TOMA (Top Of Mind Awareness) // Page 14
  14.  Social Media - Using various social platforms such as

    Twitter and Facebook gives you the opportunity to provide real-time customer service, reach more potential clients, and grow your list.  Newsletters – The proper use of newsletters to keep your current clients up to date about recent news, events, and offerings will allow you to stay top of mind and could also be a great way to announce promotions to cross-sell other products and services. Remember, use links, landing pages, and key words. // Page 15  Email and Marketing Automation - Providing your existing and potential customers with relevant information can help them achieve their goals, as well as introduce new products and services that might be of interest to them. There are tools that can help by automating a complete email campaign including all copy, recommends optimal timing sequences, and is done in surprisingly beautiful HTML. The email automation wizard tool helps fight copy block and saves a ton of time. Tools used to keep TOMA include:
  15. Watch your inbox for The Arrival infusion-4 817-522-3023 817-901-7215 (it’s

    ok to text) [email protected] Get a Sneak Peak >> He is almost here… Share on Facebook Enjoy? Share the fun!