Presented by: Michael Hatch HATCH Marketing & Consulting Mike@HatchMarketingLLC 240-603-6044

1. Basics of Lead Management Presented by: Michael HatchHATCH Marketing & ConsultingMike@HatchMarketingLLC.com240-603-6044

2. Basics of Lead Management Presented by: Michael HatchHATCH Marketing & ConsultingMike@HatchMarketingLLC.com240-603-6044

3. What are your challenges?

4. What are your challenges? • No control over the leads

5. What are your challenges? • No control over the leads • I can’t track our leads

6. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch

7. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch • Can’t create lead-to-sales conversion reports

8. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch • Can’t create lead-to-sales conversion reports • Can’t get the sale department to cooperate

9. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch • Can’t create lead-to-sales conversion reports • Can’t get the sale department to cooperate • I get excuses from sales people why they cannot get me follow-up data

10. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch • Can’t create lead-to-sales conversion reports • Can’t get the sale department to cooperate • I get excuses from sales people why they cannot get me follow-up data • Don’t have the time

11. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch • Can’t create lead-to-sales conversion reports • Can’t get the sale department to cooperate • I get excuses from sales people why they cannot get me follow-up data • Don’t have the time • I can not tag this sales to just one lead source

12. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch • Can’t create lead-to-sales conversion reports • Can’t get the sale department to cooperate • I get excuses from sales people why they cannot get me follow-up data • Don’t have the time • I can not tag this sales to just one lead source • Too much record keeping

13. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch • Can’t create lead-to-sales conversion reports • Can’t get the sale department to cooperate • I get excuses from sales people why they cannot get me follow-up data • Don’t have the time • I can not tag this sales to just one lead source • Too much (paper) work • The leads were not good

14. What are your challenges? • No control over the leads • I can’t track our leads • No budget to create or launch • Can’t create lead-to-sales conversion reports • Can’t get the sale department to cooperate • I get excuses from sales people why they cannot get me follow-up data • Don’t have the time • I can not tag this sales to just one lead source • Too much (paper) work • The leads were not good • I only followed up on the good leads

15. ? What are your challenges?

16. Tip #1 Technology Today • Cloud-based universal lead capture systems • Sales CRM applications • Smartphones • Marketing Automation (MA) programs • Your website

17. Two Approaches • Manual • Technology

18. Manual • Disconnect from sales or marketing • Lack of budget • You can still start

19. Historically • Show Organizers • One system for ALL

20. The Basics Who are your best prospects? • 100% of attendees?

21. The Basics Score your leads • A,B,C

22. The Basics Score your leads • A,B,C +or -

23. The Basics What is the right information to capture on leads? • Follow-up KILLER

24. The Basics What is the right information to capture on leads? • Follow-up KILLER • What is the essence of trade show marketing?

25. The Basics The essence of trade show marketing

26. Tip #2 What is the right information to capture on leads? Straight from the Horse’s Mouth

27. Tip #2 Straight from the Horse’s Mouth • Only one question • One more • Repeat • Salespeople will respond

28. ?

29. The Basics What should you do with leads (suspects) that are not ready to buy? • Before the internet • Today (Sirius) • Living in the month • Nurture and cultivate

30. The Basics What should you do with leads (suspects) that are not ready to buy? • Before the internet • Today (Sirius) • Living in the month • Nurture and cultivate. . .

31. The Basics What you need to create an effective lead management program?

32. The Basics Content is King

33. The Basics What you need to create an effective lead management program? • Content is King • Company library • How To and Tip sheets • White papers • Articles • Content assignments

34. The Basics Reports • The Basics • Number of leads from each show • How many are A, B and C leads • Near-term revenue

35. The Basics Reports you can generate with Technology:

36. The Basics Reports you can generate with Technology: • Customer and product • Automated Campaigns • Real-time prospect activity • Sales and revenue reports • Integration with your CRM • Leads-to-sales conversion rates • Monthly/quarterly/annual sales revenue • ROI reports • Custom

37. Tip #3 CRM integration • Percentage vs. ABC method

38. Tip #3 CRM integration • Percentage vs. ABC method 90% vs. ABC+/- ($80K vs. $75K-$100K)

39. Lead Management Technology Lead Management Technology • Universal Lead Capture Solutions

40. Lead Management Technology Lead Management Technology • Universal Lead Capture Solutions • How they work

41. Lead Management Technology Lead Management Technology • Universal Lead Capture Solutions • How they work • Examples: • Bartizan iLeads • Blue Stone Nexus • NewLeads • Sales Lead Management Association (SLMA)

42. ? Lead Management Technology Marketing Automation Solutions

43. Lead Management Technology Marketing Automation Solutions • How they work

45. Lead Management Technology Marketing Automation Solutions • How they work

46. Lead Management Technology Marketing Automation Solutions • How they work • Examples: • Eloqua • Marketo • Pardot • LeadFormix

47. Lead Management Technology Marketing Automation Solutions • How they work • Examples: • Eloqua • Marketo • Pardot • LeadFormix • Marketing Automation Institute (SLMA)

49. Lead Management Technology Marketing Automation Solutions • 3 in 1 • InfusionSoft *

50. The BIG Payoff(s)