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.

1. BUILD AND RUN MARKETING CAMPAIGNS
THAT DRIVE SALES RESULTS
Experience the Ultimate Multi-channel Marketing Campaign

2. 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.

3. Yes, we’re recording!
Recording will be
available within 24 hours
of the webinar.

4. 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

5. Your hosts today
Joe
Manos
Execu+ve
Vice
President
jmanos@mindfireinc.com
@jemanos
Dave
Rosendahl
Co-­‐founder
daver@mindfireinc.com
@daverosendahl
Ramin
Zamani
EVP
of
Marke+ng
rzamani@mindfireinc.com
@raminzamani

6. 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

7. 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 fired…

8. 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!

9. 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

10. 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

11. Customer Win = Sales Success
First month results:
§ 20 inquiries
§ 16 site visits
§ $30k in revenue
§ $240k in pipeline

12. Four key steps of an effective
marketing campaign
How to build marketing campaigns that
drive sales results

13. 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

14. Create a personalized experience
across multiple channels
STEP 1
Lead Generation

15. People
are
busier
than
ever:
Media
consump6on
habits
have
changed
A9en6on
span
is
less
than
9
seconds.

16. 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.

18. Multi-channel Marketing Campaign
Demo
http://MindFireWebinars.com/demo

19. Email

20. Text message

21. Direct Mail

22. 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!

23. Tweet

25.
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

26. Build and cultivate a relationship
STEP 2
Lead Nurturing

27. 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

29. Find those who are most
interested and engaged
STEP 3
Lead Scoring

31. 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

33. Send (only) sales-ready leads to the
sales team for immediate action
STEP 4
Prompt Follow Up

34. Immediately notify sales rep

36. How to get started?

37. 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

38. 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.”

39. What to do next? Take Action!
§ Try MindFire Studio for Free:
http://mindfirestudio.com
§ Schedule a free 1:1 business consulting session
§ Sign-up for an introduction webinar

40. Questions…

41. Contact us
Joe
Manos
Execu+ve
Vice
President
jmanos@mindfireinc.com
@jemanos
Dave
Rosendahl
Co-­‐founder
daver@mindfireinc.com
@daverosendahl
Ramin
Zamani
EVP
of
Marke+ng
rzamani@mindfireinc.com
@raminzamani

42. Thank You J

43. 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