Lead Nurturing in the Mobile & Social Age

Lead Nurturing in the Mobile & Social Age

#LeadNurture ● @Sendible ●@QuoteRoller

Jennifer RigginsContent, social media, start-up lover, forQuote Roller, PandaDoc, CBS SmartPlanet@jkriggins

Vishal PindoriyaSendibleMarketing Analyst@VishalPindoriya

Who are we?

#LeadNurture ● @Sendible ● @QuoteRoller

What we’ll talk about

• How have your clients & expectations evolved?

• Why is social so important? • What are social buying signals?• Setting up monitoring of buying signals • Best practices for responding • How to qualify your leads• How to turn your leads into a sale

“If you’re in the services business, generally speaking, it’s rare for the client to just show up and give you a check right there. There’s a need to get to know who the client is.”

Geoff McQueenCEO AffinityLive

#LeadNurture ● @Sendible ● @QuoteRoller

2% of sales are made in the first contact.

3% of sales are made in the second contact.

5% of sales are made in the third contact.

10% of sales are made on the fourth contact.

80% of sales are made on the fifth to twelfth contact.

#LeadNurture ● @Sendible ● @QuoteRoller

Lead nurturing is the ongoing process of building a relationship with qualified prospects.

Image IMCreator.com

And more and more it’s

done by marketing, not sales.

And consumers are oh-And consumers are oh-so-inundated with so-inundated with information, now you information, now you need to work harder need to work harder than ever to stand than ever to stand out.out.

And consumers are oh-And consumers are oh-so-inundated with so-inundated with information, now you information, now you need to work harder need to work harder than ever to stand than ever to stand out.out.

Buyers are self-Buyers are self-educatededucated..

55% of consumers 55% of consumers consult social consult social media before media before

making a purchase.making a purchase.

70% make buying 70% make buying choices based on choices based on emotional factors.emotional factors.

Even though you have more leads and prospects than you could ever possibly follow-up with, now, more than ever, each expects that you will work to build a relationship and services plan.

#LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com

And the need for more points of contacts in a longer sales-decision time, meaning YOU need to streamline more with mobile sales and marketing tools.

Communication must be two-way.No more shouting, it’s about asking open-ended questions to learn more about your clients and to build a connection.

#LeadNurture ● @Sendible ●@QuoteRoller

Mobile lead nurturing sees the blending of Mobile lead nurturing sees the blending of sales and marketing automation tools to sales and marketing automation tools to simplify your life by helping you simplify your life by helping you automating your relationship building.automating your relationship building.

#LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com

1. Getting your brand in the periphery of your prospect.

2. Once peaked, focus nurturing relationship with focusing on offering a solution to your client’s needs.

3. Convert what you’ve learned into a comprehensive business proposal.

#LeadNurture ● @Sendible ●@QuoteRoller

#LeadNurture ● @Sendible ●@QuoteRoller

In less than 15 years…

#LeadNurture ● @Sendible ●@QuoteRoller

We live our lives in public…

A Buying Signal is a signal from a potential customer that shows an intent to buy a product or service

Today’s Buying Signal

#LeadNurture ● @Sendible ●@QuoteRoller

Common Buying Process

“A qualified lead is a potential customer who has expressed interest in a product or service, and meets general buying criteria.”

#LeadNurture ● @Sendible ●@QuoteRoller

g75% 75% aged 18 to 49 aged 18 to 49 on socialon social

95% 95% aged 12 to 17 aged 12 to 17 active onlineactive online

64% 64% of Social Media of Social Media users said that social users said that social had influence on buying had influence on buying decisionsdecisions

* 2012 Pew * 2012 Pew Research Research Center’s Center’s Internet and Internet and American Life American Life ProjectProject* Edison Research, June 2012

#LeadNurture ● @Sendible ●@QuoteRoller

#LeadNurture ● @Sendible ●@QuoteRoller

Where to begin?

• Find your keywords• Try a few “signal words”• “Does anyone…”• “I am looking for…”• “Any recommendations”

http://twitter.com/search

#LeadNurture ● @Sendible ●@QuoteRoller

Brand• Easy to spot buying signals

• Brand opinions • Consumer insight• Discover brand advocates

#LeadNurture ● @Sendible ●@QuoteRoller

Product & Services

• Easy to spot buying signals• Consumer insight• Discover brand advocates

#LeadNurture ● @Sendible ●@QuoteRoller

Industry • Monitor Competition • Brand favorability• Trigger words • “Does anyone…”• “I am looking for…”• “Any

recommendations”

#LeadNurture ● @Sendible ●@QuoteRoller

How to Configure in Sendible?

(Sendible 2.0 Beta)

#LeadNurture ● @Sendible ●@QuoteRoller

(Sendible 2.0 Beta)

(Sendible 2.0 Beta)

Best Practices for Responding

Get to know the ‘Twitterer’ you’re talking to… before you start the conversation.

Best Practices for Responding

• To promote or help? Go with the soft touch

#LeadNurture ● @Sendible ●@QuoteRoller

Best Practices for Responding

• Incentivize!

Automation > Twitter Autoreplies

@FUTUREFANUse 15% off Coupon Code: SOCIALPRO13

Best Practices for Responding

Monitoring your competition

#LeadNurture ● @Sendible ●@QuoteRoller

Organize it all within a Customer Relationship Management Solutionquoteroller.com/services-integrations/

Qualify Your Leads

• Get more info + make a call

• Your business must suit the client

• Answer these questions: Can my company meet the client timeframe?Can my company complete project & make a profit?Will this project move my company forward?

• Why will what you offer benefit the customer?

• How can your offer help save them money? Time?

• What can we offer better than the competition?

Quote Roller Step #1: Your CRM Contact & Deal info pour right into your Quote Roller Proposal.

Use a Blank Proposal, reuse one you already created, or jumpstart your proposal creation with one of our 35+ industry-proven Proposal Templates.

Quote Roller Step #2: Add your Pricing TableThe part your clients are spending the most time looking at!

You can offer your clients pricing options, quantity options, & package deals. Build your own pricing table or reuse one from your Catalog.

Quote Roller Step #3: Use our WYSIWYG Editor

Drag-n-drop Content Blocks, reusing content or creating new, showing how you can offer a solution to your client.

• You can use whatever you want to show off your business in the scope of being a solution for clients: videos, websites, photo galleries, HTML content, custom brand domain.

• Quote Roller lets you reuse content, but makes sure you don’t make mistakes like reuse old pricing or the wrong name.

• Quote Roller cuts your proposal creation down to about 15 minutes!

• Just make sure, when you reuse proposal content, you take the time to customize to address your lead’s needs.

Focus on Solving Client Needs

#LeadNurture ● @Sendible ●@QuoteRoller

Quote Roller Step #4: Finalize

Send your clients a secure link to your Proposal.Use legal Electronic Signature to close deals faster.

• Even if your proposal isn’t accepted, it’s an investment in your future mobile marketing and sales campaigns

• Plus, with Quote Roller, you increase your likelihood of them saying YES by 28%!

#LeadNurture ● @Sendible ●@QuoteRoller

Go to QuoteRoller.com to start saving time & money creating persuasive business proposals today!

Discount code: 50OFF1STMONWEB for 50% off first month

Head over to Sendible.com to nurture more leads through social media today!

Discount code: SOCIALPRO14 for 20% off any monthly plan

#LeadNurture ● @Sendible ●@QuoteRoller

Questions?