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Live Event and Third Party Lead Acquisition

Live Event and Third Party Lead Acquisition. Jeff Dworkin jeff.dworkin@marketingautomaton.partners calendly.com/ jeffdworkin / @ mktgpartner. Lead Acquisition. List Buying Content Syndication Trade Shows. Different Start Blocks. Not getting into the system via a digital form.

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Live Event and Third Party Lead Acquisition

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  1. Live Event and Third Party Lead Acquisition Jeff Dworkin jeff.dworkin@marketingautomaton.partners calendly.com/jeffdworkin/ @mktgpartner

  2. Lead Acquisition • List Buying • Content Syndication • Trade Shows

  3. Different Start Blocks Not getting into the system via a digital form.

  4. But with the Same Goals Self Identify Segment as early as possible Deliver Marketing Qualified Leads to Sales

  5. Horizontally Integrated Marketing

  6. Lead Acquisition • List Buying • Content Syndication • Trade Shows

  7. List Buying • Buy a List • Spam the List • Hope someone responds • No matter what list you buy odds are its targeting is not very specific

  8. Content Syndication • You create content and then give it to a publisher to use as a means to generate targeted Lead • Tech Target • TMC • Nurture campaign

  9. A Nurturing or Drip Campaign Wait for 9 days. An auto-responder is sent with product information relevant to the WP content Prospect Downloads a WP from a Landing Page A new email of relevant a product promotion is sent A email about a second WP is sent to the prospect. Wait 9 days

  10. Relevant Content Creating and delivering the right content based on the current goal

  11. The Trade Show

  12. Reasons to Attend a Trade Show • Learning Opportunity • Strengthen your brand • Generate Leads • Speaking Opportunity • Meet Your Customers • Generate Leads • Competitive Research • Meet The Press • Industry Networking • Generate Leads

  13. Trade Shows Cost Too Much and We Never Get Good Leads

  14. Is the lead bad or the follow up bad 63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy.   [Source: Marketing Donut]    44% of salespeople give up after one follow-up.   [Source: Scripted]  The average sales person only makes 2 attempts to reach a prospect.   [Source: Sirius Decisions]   80% of sales require 5 follow-up phone calls after the meeting.   [Source: The Marketing Donut]   If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them.  

  15. The Big Bucket of Leads

  16. Just made a whole lot of work

  17. A Nurturing or Drip Campaign Wait for 9 days. An auto-responder is sent with product information relevant to the WP content Prospect Downloads a WP from a Landing Page A new email of relevant a product promotion is sent A email about a second WP is sent to the prospect. Wait 9 days

  18. Form on a Tablet or Phone

  19. Live Data from the Show Floor • No more scanners to rent or keep track of • Forces staff to interact with booth visitors • Instant Segmentation • HOT LEADS instantly identified for follow-up • Nurture campaign starts immediately upon entry into the system. • Cost Tracking and ROI

  20. Get Those Leads Into the Machine

  21. Live Event and Third Party Lead Acquisition Jeff Dworkin jeff.dworkin@marketingautomaton.partners calendly.com/jeffdworkin/ @mktgpartner

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