build and run marketing campaigns that drive sales results
DESCRIPTION
Learn how to use marketing automation technology to build and run marketing campaigns that significantly increase sales results. See how you can: -- Effortlessly integrate print, email, phone, mobile, web, and social media to connect with the target audience when they are ready to buy. -- Convert more leads to paying customers by sending them timely, relevant and personalized messages. -- Send only sales-ready leads to the sales team and help them close more deals—faster. -- Avoid wasting time on repetitive tasks and focus on what moves the needle.TRANSCRIPT
BUILD AND RUN MARKETING CAMPAIGNS THAT DRIVE SALES RESULTS
Experience the Ultimate Multi-channel Marketing Campaign
You should hear us now.
If not:
Reference the number and access code provided to you via email,
or call 949-474-4418, Option 2, for help.
Yes, we’re recording!
Recording will be available within 24 hours
of the webinar.
How to interact with us
Submit ques+ons/comments during the session via chat
Raise your hand during Q&A if you want to ask a ques+on
Your hosts today
Joe Manos Execu+ve Vice President [email protected] @jemanos
Dave Rosendahl Co-‐founder [email protected] @daverosendahl
Ramin Zamani EVP of Marke+ng [email protected] @raminzamani
Agenda
§ Meeting your clients’ need à $ales
§ 4 steps to create marketing that drive sales results
§ Interactive Demo: Multi-channel marketing campaign
§ Action Items
§ Q & A
Meeting your clients’ need Fact of life:
Your clients want you to help them sell more
stuff.
If you do, you gain more business. If you don’t, you are !red…
An Example
§ Ted Raymond Principal of Allegra Marketing & Print Seven year MindFire partner
§ Traditional printer that has evolved to meet new customer needs
§ 85% of revenue comes from Marketing Automation Services – which also includes print!
Helping His Customers = Sales Case Study: American Solar
Objective was creating a lead nurturing program to: § Grow revenue by 30% § Reduce cost p/conversion to < $200 § Increase p/rep sales to > $225,000 p/mo
… by end of 2013
Proposed Solution Deliverable is a comprehensive marketing automation system, including: § Comprehensive Nurturing Strategy § Marketing automation integrated w/CRM § Campaign logic development § Ongoing content creation & deployment
Initial Deployment: $30,000 Monthly Management: $1,500
Customer Win = Sales Success First month results: § 20 inquiries § 16 site visits § $30k in revenue § $240k in pipeline
Four key steps of an effective marketing campaign
How to build marketing campaigns that drive sales results
Four key steps of an effective marketing campaign:
1. Create a personalized experience across multiple channels (Lead
Generation)
2. Build and cultivate a relationship (Lead Nurturing)
3. Find those who are most interested (Lead Scoring)
4. Send (only) “sales-ready” leads to the sales team – immediately
Create a personalized experience across multiple channels
STEP 1 Lead Generation
People are busier than ever: Media consump6on habits have changed A9en6on span is less than 9 seconds.
Create a personalized experience across multiple channels
§ Successful marketing campaigns utilize multiple channels to reach their target audience
§ No single medium is strong enough to cut through the clutter.
Multi-channel Marketing Campaign
Demo http://MindFireWebinars.com/demo
Text message
Direct Mail
Voice message
This is a sample message from MindFire Studio for ##firstname## ##lastname##. We look forward to mee+ng with you in ##des+na+on##. You'll find our group wearing ##color## shirts. See you soon!
Tweet
To get your message across you need to: Orchestrate a variety of carefully selected channels CraA a personalized relevant message And send it in a 6mely fashion
Build and cultivate a relationship
STEP 2 Lead Nurturing
You’ve got their attention, now what?
§ You need to build, maintain and cultivate a relationship by “keeping in touch…”
§ Guide the prospects in the funnel by sending helpful, relevant information
Engaged Customer New lead
Find those who are most interested and engaged
STEP 3 Lead Scoring
Score = 0 New lead: a name (Subscribed to your newsle[er)
Sales check-‐in call
+10 Responded to your direct mail
Score = 10
+7 days
+5 Visited your microsite (submi[ed a page +10)
Score = 15
+3 days
+7 Clicked your email (downloaded an eBook)
Score = 22
+10 days
+15 A[ended your Webinar/demo
Score = 37
Automated no+fica+on to sales team …
+5 days
Send (only) sales-ready leads to the sales team for immediate action
STEP 4 Prompt Follow Up
Immediately notify sales rep
How to get started?
Conclusion § Multi-channel Marketing is a key focus area for your customers
§ According to Horn Group and Kelton Research: – 80% of CMOs list integrated marketing services as a top focus area – 60% of the same group are actively searching for help
§ If you are going to be a relevant resource for your customers, you have to be in the game – NOW!
§ The right technology makes you a critical resource
Take it from Ted “Be like Nike … JUST DO IT! If you wait until
you’re comfortable, you’ll never start!”
“Start with a simple campaign, and learn from the experience.”
“Build a multi-channel marketing automation campaign for yourself.”
“Work with a client who is collaborative.”
“Find the right partner.”
What to do next? Take Action! § Try MindFire Studio for Free:
http://mind!restudio.com
§ Schedule a free 1:1 business consulting session
§ Sign-up for an introduction webinar
Questions…
Contact us
Joe Manos Execu+ve Vice President [email protected] @jemanos
Dave Rosendahl Co-‐founder [email protected] @daverosendahl
Ramin Zamani EVP of Marke+ng [email protected] @raminzamani
Thank You J
Image credits • http://www.pochoblog.com/2012/03/05/media-consumption/ • http://www.classicalite.com/articles/374/20120727/jessica-cottis-named-
assistant-conductor-of-sydney-symphony.htm • http://glrupert.blogspot.com/2012/09/stand-out.html