Rock Your Lead Generation

How to ROCK your Lead Generation

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Elizabeth YinCEO, LaunchBit

TKChief Happiness Officer, ToutApp

About LaunchBit

✓Ad Network for Email

✓We help advertisers reach their target demographics through email channels.

✓And, we help email publishers monetize their emails.

✓Email advertising is best for lead generation and for increasing the size of your company’s mailing list, which has been shown over and over to be a great source for repeat sales.

About ToutApp✓Complete Sales Communications Platform

✓Plugs into Gmail, Outlook, Salesforce and more...

✓Streamlines emails and phone calls

✓Tracks day to day emails, presentations, calls

✓Keeps CRM updated

✓Real-Time analytics

Learn more at: http://toutapp.com

Agenda

✓Introductions

- How do top advertisers do lead generation?

- How to do lead generation via cold emailing

- You’ve got leads. How do you follow up?

- Q&A

Lead GenerationIn marketing, lead generation is the generation of consumer interest or inquiry into products or services of a business.

Leads can be generated for purposes such as list building, e-newsletter list acquisition or for sales leads. The methods for generating leads typically fall under the umbrella of advertising, but may also include non-paid sources such as organic search engine results or referrals from existing customers.

Businesses strive to generate 'quality' leads. Quality is usually determined by the propensity of the inquirer to take the next action towards a purchase.

How top advertisers do lead generation

So, why will they buy from you?

Consumers don’t know you

Lead generationis like a cocktail party

Generate leads effectively

Cocktail Party

Lead generation

Go to a party

Meet people

Introduceyourself

Beengaging Follow up

Follow upBeengaging

Get signups

Get traffic

Take out an ad

campaign

Get traffic: text ads yield high CTRs

1%+ click-through rate banners are rare

Get trafficFreebies yield high CTRs

E-books do especially well

Get traffic:Addressing Myths

*In the LaunchBit ad network

• Adding a price kills click-through-rate

• Adding faces to your creative is a wash

• Calls-to-action, “fake buttons” are not important

Get signups: Use a landing page builder

• Use a landing page builder• Kickoff Labs• Unbounce• LaunchRock

• Experiment, experiment, experiment

Get signups: Compelling content wins

• Even with Kickoff Labs branding, 41% conversion!

• Explain specifically what you will learn

• Urgency

• Easy call-to-action

Get signups: Detailed signups are OK

Get signups: Preview limited content or product

Be Engaging: Where do you get content?

• Your blog posts

• Curated from web (give credit, of course)

• Interviews with Experts

• Pictures

• Case studies & examples• Top “10” lists

• Creative commons• Your images

Be Engaging: Deliver engaging content

This ebook is literally a book

Follow up: Educate

Follow up: add urgency to offers

Questions?

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

But wait, What about cold calling? Cold emailing?

Lead Gen. Workflow

Initial Outreach

The“Follow Up”Lead List

Find Leads

DevelopValuableContent

We took time to write a book, create videos,and valuable blog entries,about topics our leads care about.

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

Leads fromEmail

Automation

Outreach w/Content

Nurture

Lead Gen. Workflow

Initial Outreach

The“Follow Up”Lead List

Find Leads

DevelopValuableContent

Tactics for Finding Leads

✓Search LinkedIn based on Title and Location

✓Find companies SIMILAR TO existing customers

✓Twitter followers of industry influencers

✓Crunchbase

Search LInkedIn Profiles

Search Company Profiles

Search Similar Companies

Twitter Followers

Crunchbase (great for Startups)

I’ve got Leads. Now what?

Sales Workflow

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

Leads from Prospecting

Nurture

Rules of Engagement

✓Keep it short and simple

✓Don’t try to close a deal on the first email

✓Personalize, Personalize, Personalize

✓Keep it short, seriously.

Initial Outreach

Spam

WebsiteClicks

InboundLeads

Leads fromEmail

Automation

Ignores

ReadsPresentation

Forwards

Replies

Initial Outreach

Spam

WebsiteClicks

InboundLeads

Leads fromEmail

Automation

Ignores

ReadsPresentation

Forwards

Replies

NO CLUE

ZONE

Follow Up, and Add Value

✓Make templates around your followups

✓Follow up based on their engagement

✓Follow up at the right time

✓Teach them something every time

Did you get my email?

Don’t cold call.

Cold email, then follow up.

5x5Scale Outreach with a Drip

✓Create 5 emails designed around Outreach, Following Up and Providing Value

✓Send it every 5 days.

✓With the 5x5 drip, get a cold lead from not knowing you to trusting you because you provided value

✓Don’t sell, they’ll just want out then

Tout streamlines communications in your

Sales Workflow

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

About ToutApp

✓Complete Sales Communications Platform

✓Plugs into Gmail, Outlook, Salesforce and more...

✓Email and Presentation Tracking

✓Powerful Templates

✓Real-Time analytics

?Types of Tracking:

✓Read tracking

✓Click tracking

✓Presentations tracking

✓Reply tracking

WebsiteClicksReads

Presentation

Forwards

Replies

Sales Workflow

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

Leads fromEmail

Automation

Nurture

Each step in the workflowrequires one or more repetitive emails.

=

Email Templates

✓Saves you time

✓Makes sure you don’t forget details

✓Drives consistent messaging

✓Helps you measure effectiveness

Template Analytics

Just Google:

“kickass emails”

or

sales101.toutapp.com

LaunchBitis an Email Ad Network

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

toutapp.com

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

launchbit.com

Next Steps