how to turn your lead nurturing program into a customer converting machine

How to Turn your Lead Nurturing Program into a

Customer Converting MachinePresented by: Lincoln Murphy

July 10, 2014

About Runaware• TestDrive™: Online, on-demand software

demo platform• Live demos• Walkthrough Guides• Full-service engineering team installs your

software in the cloud• Use URL in all your marketing properties• Actionable reporting data

Lincoln Murphy - Sixteen VenturesOver the past 7 years, Lincoln Murphy, Managing Director of Sixteen Ventures, has helped 300+ SaaS companies - as well as thousands more through his writing, workshops, and speaking - accelerate their growth by optimizing the Customer Lifecycle, from customer acquisition to retention. He’s been featured in Fast Company, Inc., VentureBeat, and GrowthHacker.tv.

@lincolnmurphy

Today’s Agenda1. Attract the Right Customer 2. Know where they are on the Awareness

Ladder 3. What are you Displacing in their World 4. Why are you Engaged with Them? 5. What’s the Most Logical Next Step 6. Expose Value Potential 7. Ask For The Sale 8. Q&A

Attract the Right Customer

Attract the Right Customer ReadyWillingAbleSuccessfulProfitableExpansion PotentialVirality

Where are They on the Awareness Ladder?

Where are They on the Awareness Ladder?

Where are They on the Awareness Ladder?

What are you Displacing in their World?

What are you Displacing in their World?• Are you an OR or an AND?• How are they solving the

problem today?• What product are they

using / most familiar with?• How does your product

differ from that?

Why are You engaged with Them?

Why are You THEY engaged with Them YOU?

Why are You THEY engaged with Them YOU? • What was the catalyst that

compelled them to engage with you?

• What is their buying cycle / procurement process like?

• Who found you vs. who are the buyers?

What’s the Most Logical Next Step

What’s the Most Logical Next Step • Don’t try to solve everything

at once• What is the very next action

they need to take to move in the right direction?

• For Runaware, what’s the logical next step for today’s webinar attendees?

Expose Value Potential

Expose Value Potential• Value Perception gets them

to sign-up, reach out, or otherwise connect

• Value Realization is when they get actual value from your product

• Value Potential is what you sell along the way

• Job to Be Done vs. Desired Outcome

Ask For The Sale!!!

Ask For The Sale!!!• Compel to Convinced!• Right Time, Right Offer• Biggest mistake most

companies make in the “nurturing” process is not asking for the sale

Questions?

Additional Resources at:http://sixteenventures.com/runawarehttp://runaware.com

Lincoln Murphy,Sixteen Ventures@lincolnmurphy