Ryan Goodin Diligent Brands

diligentbrands.com

Brandon Contreras Act-On Software

act-on.com

Introduction:

“Tools and Techniques for Sourcing New Leads”

• Leads are the lifeblood of your business

• Sales is a numbers game

Introduction:

You Need Leads!

• 5 new deals per month • 25% close ratio • Line up 20 meetings / phone calls • 2% of communications result in a meeting • 1000 new leads will produce 20 meetings • 500 are recycled, current or past customers,

=500 new leads per months

Intro:

How Many New Leads Needed?

• Most obvious: • Purchase leads • Website inquiries • Premium content downloads • Newsletter signups

• Not as obvious: • Extracting visitor data from analytics • Searching contact lists online • Networking, list swap, list rental

Intro:

Lead Sources

• Create a complete profile of your lead • First and last name • Title • Phone • Role • Industry • Geography

Defining and Segmenting Your Target Audience: Who Will You Target

• Specializes in People Sourcing • Author of http://booleanstrings.com/ • Methods include:

• Advanced search methods on Google/Bing • Extracting info

Sourcing New Leads on the Web: Introduction to Irina Shamaeva's Methods

• Search syntax: • * on Google – stands for one word or

multiple words: (* * is software engineer at Google)

• Email patterns: (“email * * navigantconsulting.com”) (“* accenture.com”)

• No @ needed - Google ignores most special characters

Sourcing New Leads on the Web: Introduction to Irina Shamaeva's Methods

• Search syntax: • File type search (xls, xlsx, pdf):

(filetype:xls "business development" accenture.com)

• Directory search: (intitle:"membership directory" site:com "bar association“)

Sourcing New Leads on the Web: Introduction to Irina Shamaeva's Methods

• Extractor - OutWit Hub: http://www.outwit.com/products/hub/

• Extractor - Atomic email hunter: http://www.massmailsoftware.com/extractweb/

• Email address patterns: https://sites.google.com/site/emails4corporations/

• Email address patterns: http://executivebomb.com/

Sourcing New Leads on the Web: Introduction to Irina Shamaeva's Methods / Related Resources

• ISP data, AT&T, Comcast, etc. • Company name and state • Pages visited • Detective work required • Add new contacts to the campaign daily

Extracting Website Visitor Data: Using Web Analytics

Purchasing Lead Lists:

Best Practices

LOGO

Salesperson locates contact info, adds new contact(s) to the campaign via the sales admin dashboard

Sales Admin Dashboard: Web visitors are emailed to sales staff daily:

Purchasing Lead Lists:

Best Practices

• Why purchase lists? • Small, highly targeted lists • Message development • Higher response rates

Purchasing Lead Lists:

Best Practices

• Ways to segment the information: • SIC - industries • Job titles • Geographic location • Number of employees • Revenue

Purchasing Lead Lists:

Best Practices

• Crowdsourced contact data: • Nationwide sales force • Regularly updated • Receive points toward purchasing more

contacts • Penalized when another salesperson

provides more up-to-date info

Purchasing Lead Lists:

Best Practices

• Issues with leads from unqualified sources: • Broad information, without key data • Large, un-segmented • Bad addresses

Purchasing Lead Lists:

Best Practices

• Blog post • Article • Whitepaper • Video • Audio • Webinar • PPT

Premium Content:

Leveraging for Lead Generation

• Demonstrate expertise • Educate and inform • Distribute through marketing channels • Trigger a series of emails

Premium Content:

Leveraging for Lead Generation

• Imported via an excel spreadsheet • Entered manually via data capture forms • Website forms

Dynamic Data Gathering Forms:

Managing Campaign Participants

Conclusion:

Keys To Success

• Audience profile • Multiple lead sources / tools • Consistency

Conclusion:

Thanks for joining us!