More Related Content Similar to "Put your Lead Nurturing on Steroids" (20) "Put your Lead Nurturing on Steroids" 1. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
• Option 0.2
Put Your Lead Nurturing on Steroids
Hashtag: #LeadNurturing
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2. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Housekeeping
Unmute computer speakers
Slides and recording distributed via email afterwards
Submit questions via the Q&A panel through Go-to-Webinar
Hashtag: #LeadNurturing
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3. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
About the Presenter
Founder & President of Albertson Performance Group Inc.
(APG)
Co-authored the book “The Leader’s Guide to Marketing
Automation” and “Marketing by the Numbers”
Marketing and Sales mentor for over 30 years
Breakthrough: Buying Process & Easy
Eric Albertson
Author & President, APG
Buying Process Consultants
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4. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
About Regalix
An award-winning Global Co - Innovation company that
leverages technology and marketing to help companies grow.
Forefront of Innovation
o Digital Marketing Services
o Technology Enabled Services
o Regalix Labs
Multi-disciplinary Leadership Team & Strong Advisory Board,
175+ Team
Fortune 500 and Venture Backed Customers (B2B and B2C)
Global Operations: HQ in Silicon Valley, 2 Offices
Industry Recognition
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5. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Free Downloads
Eric Albertson
Author & President, APG Buying Process Consultants
http://www.buyingprocess.com/resources/
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6. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Lead Nurture Necessities
Organizing Your Campaign
Nurture Workflow
Best Practices
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13. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Rank Potential Claims of Value
Appeal
(1-5)
Exclusivity
(1-5)
1
2
3
4
5
6
Necessity #3
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16. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Organizing Your Campaign
• Content
• Messages
• Landing Pages
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17. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Organizing Your Campaign
• Hi cost
• High risk
• Slow payback and ROI
• Complex
• Many decision makers
• Mission critical
• Impacts standards
• Significant change
• Multiple vendors
• No proof
• Complexity
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18. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Buying Process:
• Content Sequence
• Resource Center
• Blog
Organizing Your Campaign
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19. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Outbound Email
PPC
Organizing Your Campaign
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20. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
AutomatedNurturingSequenced
Awareness Offer
Consideration Offer
Consideration Offer
Day 11
No
Email
Opened
within
3 days
YES:
Send After 3 Days
Action
Taken
Within
10 Days
Email
Opened
within
3 days
YES:
Send On Action
Email
Opened
within 3
days
YES:
Send After 3 Days
Consideration Offer
No
Action
Taken
Within
10 Days
YES:
Send On Action
No Transaction Offer
Email
Opened
within 3
days
YES:
Send After 3 Days
No
Action
Taken
Within
10 Days
No
No
YES:
Send On Action
No
Transaction Offer
Day 31
Email
Opened
within 3 days
Consideration Offer
Day 21
No
Second Offer will require Click
through rather than just open to
remain in the automated track
Third offer will require Clicking
Through to a Landing Page
Fourth offer will require form
submission to include Name, Email,
Job Role, Job Level
Creating a Nurture
Workflow
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21. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Name
Email
CLICK
CLICK
Name
Email
CLICK
Name
Email
Name
Email
State
Company
Cur. Method
Gal/Min Flush
#Flush/day
Products
CLICK
Name
Email
NO
NO
NO
NO
Creating a Nurture
Workflow
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22. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Reduce
Product
Waste? CLICK
CLICK
NO FILL FORMLP10
NO FILL FORMLP10
NO FILL FORMLP10
Name
Email
State
Company
Cur. Method
Gal/Min Flush
#Flush/day
Products
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23. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
How to
Reduce
CIP
Expense
CLICK
CLICK
NO FILL FORMLP10
CLICK
NO FILL FORMLP10
NO FILL FORMLP10
Name
Email
State
Company
Cur. Method
Gal/Min Flush
#Flush/day
Products
23
24. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
How to
Minimize
Waste
Water
Expense
CLICK
CLICK
NO FILL FORMLP10
CLICK
NO FILL FORMLP10
NO FILL FORMLP10
Name
Email
State
Company
Cur. Method
Gal/Min Flush
#Flush/day
Products
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25. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Is theITM-3 Right
for Me? CLICK
CLICK
CLICK
Name
Email
State
Company
Cur. Method
Gal/Min Flush
#Flush/day
Products
25
27. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Best Practice: Voice of Customer
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28. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Rank Potential Claims of Value
Appeal
(1-5)
Exclusivity
(1-5)
1
2
3
4
5
6
Best Practice: Value Proposition
28
29. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
• Content
• Messages
• Landing Pages
Best Practice: Buying Process Content/Messaging
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30. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
QUESTIONS?
WWW.BUYINGPROCESS.COM | ERIC@BUYINGPROCESS.COM |503-635-2319
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32. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Lead Nurture Necessities
• Traffic from Ideal Prospects
– Inbound
– Outbound
• Right Content – Buying Process Questions
• Enough Content – Scrutiny Level
• Alignment
– Speed of Customer (what they want when)
– Sales
• Easy
– Remove every roadblock possible
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33. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Organizing Your Campaign
• Buying Process
– Content
• Messages
– Website
• Sequence & Resource Center
– Blog
– Outbound Offers & Messages
• Gradual Ramp - Testing
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34. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Creating a Nurture Workflow
• Prospect’s Buying Process Perspective
• Scrutiny Level
• Decision Making Team’s Perspective
• Speed
• Easy
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35. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Best Practices
• Research
• Value Proposition
• Buying Process
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36. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Get in Touch
If you have any questions about this webinar please feel free to get in touch with
us at marketing@regalix-inc.com
For more information on Regalix visit: www.regalix.com
For more information on Eric Albertson visit: www.buyingprocess.com
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37. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL
Do join us for our next webinar titled, “Marketing Analytics: How, Why and When”
on Tuesday, July 29, 2014, 1:00PM ET/10:00AM PT
Speaker
Stephan Sorger, Vice-President – On Demand Advisors, Author & Speaker
Visit our page http://bit.ly/1fFhmeb to read more on Marketing Automation
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