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Presented By Michael Trow
Michael Trow Enterprises LLC
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
www.michaeltrow.com
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
“Marketing is every bit of contact your company has with anyone in the outside world”
-Jay Conrad Levinson
Raising Awareness
Generating Demand
What we are talking about
Marketing is an ART
What we are talking about
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
What it is – Lead Nurturing & Management
Why it is important
Where it fits in strategically
How to create a plan
Lead Nurturing & Management
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
Lead Management -
The process and system for managing a prospective/existing customer through each stage of the sales cycle
Lead Nurturing -
The process of nurturing leads (developing relationships) until they are ready to buy
A systematic process that is not a sales conversation
Why are we talking about it?
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
Most businesses either:1. Bombard targets with too much information2. Make too many sales offers3. Rarely/never make contact at all
We live in an information society riddled withcompetitor attack
Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. (Source: DemandGenReport)
Be Different!
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
New York Times Best Selling author of 4 books
Empowers people to think bigger about who they are and what they offer the world
Practical approach to marketing
Philosophical principals
The Strategy
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
SupportingActivity
Direct Outreach
Networking
Referrals
Everything Else To…
Help You Reach Your Goals
Keeping In Touch
“Keeping In Touch is arguably the most important aspect of your marketing strategy” – Michael Port
The Strategy
Core Elements
The Context
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
Who
What
How
When
Let’s Make It Happen!
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
Choose Your Format2.
1. Choose Your Content
Build Relationships & Establish Yourself As An Expert
- Think about being R.I.T.E
Continued
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
3. Choose Your Frequency
22% of B2B organizations touch leads with lead nurturing on a weekly basis. (Source: MarketingSherpa)
Your striving to be front of mind and anticipated
Be consistent
Visit – www.michaeltrow.com/kit.html
Copyright @ 2012 Michael Trow Enterprises LLC - [email protected] +1 (850) 391 1489 www.michaeltrow.com
(850) 391 1489
Twitter - @mike_trow
www.michaeltrow.com
