but are not yet ready to buy. Gleanster Research Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost. Forrester Research The New Buyer’s Journey EXPAND CONVERT NURTURE ATTRACT CAPTURE
Update the blog weekly, at least. 1 2 3 4 Create an editorial calendar. Include social sharing buttons. Keep a consistent blog schedule. Add a call to action. 5 6 7 Use keywords that match your blog copy. Make your content valuable to your reader.
Lead Outbound | Nurture Email Programs What is it? • Nurturing is an automated email program that encourages prospects to interact with your brand. • Nurturing allows you to send highly targeted messages by segmenting based on data you are collecting.
C-Level Wait 5 days Wait 5 days Wait 5 days Wait 1 day 30 points Copy to List Email 1 Email 2 Email 3 Email 4 Wait Email Cold Email 1 Email CXO Testimonial Wait YES NO Opened Previous Conditional Branching Conditional Messages Invite Wait Copy to List Change Field Value Outbound | Nurture Email Programs
is it? Video assets used to increase education about your product or service and promote your brand. Types of Videos: • Explainer (How-to) • Customer Testimonials • Event Videos • Teaser Videos • Content Videos
Integrating Inbound & Outbound 1 2 3 5 4 Develop a cohesive messaging strategy. Track key metrics across the buyer’s journey. Develop an integrated mindset. Consider your prospects activity when making outbound contact.
Marketing Objectives Attract Attract 5,000 site visitors in six months. Capture Get 750 forms ﬁlled out on your landing pages in the ﬁscal year Nurture Convert 25% of inbound leads to ﬁrst-time buyers in the quarter Convert Produce $750,000 in topline revenue in 12 months. Expand Convince 15% of new customers to try another product within 18 months of ﬁrst purchase. Measuring Success 1. Set clear goals for what you want to do. 2. Set a time period for reaching goals. 3. Share goals with the whole team.