View
68
Download
2
Tags:
Embed Size (px)
Citation preview
#SLCHUG
AUG 11, 2015
WELCOME TO THE:
Wi-fi- lhm-openL: SLCHub P:
FolY81z1
Summer Sizzle
#SLCHUG
DARINBERNTSON@iGoByDoc
Founder Bernco Media
HubSpot Partner Agency
Co-Leader SLCHUG
SLCSEM Board Member\
#SLCHUG
BRANDONCARTER@bscarter
Work at Access Development
Co-Leader of SLCHUG
Utah via Oklahoma & Texas
35lbs lighter; 3yo daughter still calls him chubby
#SLCHUG
BRANDONCARTER’SQuick Ask
Survey on the way…
We want your feedback.
#SLCHUG
Agenda• Introduction • SLC|SEM Digital Marketing Conference• SLC|SEM Job Board • Buyer Personas• Lead Generation & Nurturing w/ Email• Q&A & Wrap-up
#SLCHUG
Leah HoylandCustomer Success Manager
#SLCHUG
Darren Faber
- Demand Generation Team Lead at Foxtail Marketing
@darrenfaber
#SLCHUG
Cool Stuff
Welcome to the launch of SLC HUG Our goal and charter Volunteers encouraged
#SLCHUG
Our Goals For SLCHUG
EducationInbound in generalSome HubSpot specific
Who is this for?HubSpot Customers, Partners & ProspectsAnyone who wants to sharpen Inbound skills
#SLCHUG
Our Goals For SLCHUG
FrequencyMinimum 4 times a yearIs there a demand for more?
These events are for youWe are not here to sell anyoneThis is a learning environmentLet’s be “inbound” and be helpful to each other
#SLCHUG
Volunteers Encouraged
Welcome to the launch of SLC HUG Our goal and charter Volunteers encouraged
#SLCHUG
#SLCHUG
Save $50 use code SaltLakeCityHUG15 at checkout on inbound.comUse code SUMMERSIZ for 25% off tickets
#SLCHUG
#SLCHUG
September 2, 2015Tickets on Sale at SLCSEM.org
$200 Single Ticket 0r $300 w/ New Membership – Code SLCHUG Save 20% Thru Sunday
#SLCHUG
• Garret Stembridge• Jordan Kasteler• Rick Galan• Rob Johnson• Scott Baird• Sam Fonoimoana• Jessie Mamey• Dallin Price
• Matt Siltala• Mike Templeman• Chris Dayley• Bryant Garvin
Jana Francis
ADDITIONAL SPEAKERS INCLUDE (in no particular order)
#SLCHUG
#SLCHUG
FinchPPC Agency & Software CompanySr. Paid Search AnalystDraper2+ Years AdWords experienceExcel & Google Analytics Experience
SLC|SEM Job Board
#SLCHUG
Most interesting tweet today on #SLCSEM and #SLCHUG during the event … according to TOPSY
WIN A TICKET
#SLCHUG
#SLCHUG
READY?
#SLCHUG
Leah HoylandCustomer Success Manager
#SLCHUG
BUYER PERSONAS:WHAT ARE THEY?WHY ARE THEY IMPORTANT?HOW DO I CREATE ONE?
#SLCHUG
TODAY’S GOAL:
Will be able to create a more effective inbound strategy by analyzing and sharing buyer persona examples and research techniques.
#SLCHUG
AGENDAWhat is a Buyer Persona.
How to Create Buyer Personas.Examples
1
2
3
4
Why are Buyer Personas Important?
#SLCHUG
WHAT IS A BUYER PERSONA?
#SLCHUG
Semi-fictional representations of your ideal customers based on real data and some select educated speculation about customer demographics, behavior patterns, motivations, and goals.
Buyer Personas are:
#SLCHUG
General demographic & biographic information
BUYER PERSONAS ARE:Common behavior patterns
Shared Pain Points
Universal goals, wishes, dreams
1
2
3
4
#SLCHUG
Dependent on specific tools or technology
BUYER PERSONAS ARE NOT:Target markets
Job titles/roles
Specific real people
1
2
3
4
#SLCHUG
PRIZE.
#SLCHUG
WHY ARE BUYER PERSONAS IMPORTANT?
#SLCHUG
It helps with every stage of the methodology
#SLCHUG
Personas help identify where your ideal customers spend time on the internet – so you can be there too.
IMAGE CREDIT: LIFEOFPIX.COM
#SLCHUG
Buyer personas guide product & service
development.
IMAGE CREDIT: LIFEOFPIX.COM
#SLCHUG
Personas help you create the right content.
IMAGE CREDIT: KABOOMPICS.COM
#SLCHUG
by the numbers.
#SLCHUG
#SLCHUG
HOW TO CREATEBUYER PERSONAS.
#SLCHUG
BUYER PERSONACREATION NOTES:
1
2
3
Details Matter!
You don’t have to have an answer to every questions.
Personas don’t have to ever be “done.”
#SLCHUG
Identify questions to ask to develop your persona1
STEPS TO CREATE BUYER PERSONAS
Determine how you’ll research your personas
Use the buyer persona-building best practices to transform your research into a complete persona.
2
3
4
Compile research and answers to your paraphrased version of
#SLCHUG
Identify questions to ask to develop your persona1
STEPS TO CREATE BUYER PERSONAS
Determine how you’ll research your personas
Use the buyer persona-building best practices to transform your research into a complete persona.
2
3
4
Compile research and answers to your paraphrased version of
#SLCHUG
Persona Detail Questions to Ask
Role What is your job role/role in life? Your title?How is your job/role measured?What is a typical day?What skills are required?What knowledge and tools do you use?Who do you report to? Who reports to you?
Company/Organization What industry or industries does your company work/is your role in?What is the size of your company/organization (revenue, employees)?
Goals What are you responsible for?What does it mean to be successful in your role?
Challenges What are your biggest challenges?
Watering Holes How do you learn about new information for your job?What publications or blogs do you read?What associations and social networks do you belong?
Personal Background Age, Family (married, children), Education
Shopping Preferences How do you prefer to interact with vendors? (email, phone, in person)Do you use the internet to research vendors or products? If yes, how do you search for information?
Persona Profile Checklist
#SLCHUG
Identify questions to ask to develop your persona1
STEPS TO CREATE BUYER PERSONAS
Determine how you’ll research your personas
Use the buyer persona-building best practices to transform your research into a complete persona.
2
3
4
Compile research and answers to your paraphrased version of
#SLCHUG
Interview current customers
RESEARCHING YOUR PERSONAS:
1
2
3
4 Research/survey your customers
Use data from form fields
5
Talk to Sales!
Ask questions on social media!
#SLCHUG
#SLCHUG
#SLCHUG
Search for your keywords on various social networks
EVEN MORE WAYS TO RESEARCHYOUR PERSONAS:
6
7
8
Check out the comments section on key industry blogs- what are people talking about?Use HubSpot lead intelligence
#SLCHUG
#SLCHUG
Identify questions to ask to develop your persona1
STEPS TO CREATE BUYER PERSONAS
Determine how you’ll research your personas
Use the buyer persona-building best practices to transform your research into a complete persona.
2
3
4
Compile research and answers to your paraphrased version
#SLCHUG
COMPILING YOUR PERSONA RESEARCH
#SLCHUG
Persona Development
Worksheet
#SLCHUG
Identify questions to ask to develop your persona1
STEPS TO CREATE BUYER PERSONAS
Determine how you’ll research your personas
Use the buyer persona-building best practices to transform your research into a complete persona.
2
3
4
Compile research and answers to your paraphrased version
#SLCHUG
Focus on the motives behind behaviors.Don’t pay attention to what someone is doing, pay attention to why they’re doing it.
#SLCHUG
#SLCHUG
Deciding on a primary persona will help you understand which one to focus on first.
Focus on one primary persona.
#SLCHUG
#SLCHUG
PRIZE.
#SLCHUG
EXAMPLES.
#SLCHUG
Mary is 42 years old and has a Bachelor of Communications from Syracuse and an MBA from Babson. She is married, has 2 kids, and runs the marketing department at her company. She is an expert at outbound and traditional marketing, with 5-15 years of experience. She worries about her "brand presence" and hired a firm to redesign her website. She outsources a fair amount of activity because she has an easier time getting budget than headcount. Mary craves education; she wants to know the latest in what works in marketing and why she should invest in one area over another.
A lot of Mary's job is "keeping things running" - supporting sales, updating the website, generating "more" leads (rarely with a concrete goal in mind). Mary needs a simple, integrated tool that will help her do her job more effectively and also make it easier. If she screws that up, she risks getting yelled at by the sales team and her boss, the CEO.
Mary dresses “business casual” and does most of her shopping at Ann Taylor. She uses the web for sharing photos with friends, email communication, and is starting to play around with social media accounts for her company. She uses LinkedIn, Facebook (for family photos), and Twitter (recently got a company account with <100 followers).
#SLCHUG
REVIEWED:What is a Buyer Persona.
How to Create Buyer Personas.Examples
1
2
3
4
Why are Buyer Personas Important?
#SLCHUG
TODAY’S GOAL:
Can create a more effective inbound strategy by
analyzing and sharing buyer persona examples and research techniques.
#SLCHUG
#SLCHUG
QUESTIONS?
#SLCHUG
TUESDAY, AUGUST 25th at 2pm EST.
BUYER PERSONA Inbound Learning Broadcast
http://academy.hubspot.com/broadcasts
#SLCHUG
THANK YOU.
#SLCHUG
Darren Faber
- Demand Generation Team Lead at Foxtail Marketing
- HubSpot Partner Certified
- Creator of #HubTips video series
@darrenfaber
#SLCHUG
- Content Marketing and Demand Gen Agency
- HubSpot Gold Partner
- Currently #3 in Rookie of the Year standings for the 2015 HubSpot Impact Awards
Foxtail Marketing
@followfoxtail
#SLCHUG
TOPMIDDLE
BOTTOM
The Sales/Marketing Funnel
#SLCHUG
TOPMIDDLE
BOTTOM
How do you get people from here...
...to here?
#SLCHUG
You may find some “golden” leads that find you and buy right away.
#SLCHUG
But most leads will need to be guided to the sale.
#SLCHUG
Why Do You Need a Nurture Strategy?
#SLCHUG
Businesses that use marketing automation to nurture prospects experience a 451% increase in
qualified leads. (Source: The Annuitas Group)
#SLCHUG
Companies that invest in marketing automation solutions see 70% faster sales cycle times, and 54% improvement in quota achievement. (Bulldog
Solutions)
#SLCHUG
65% of B2B marketers have not established lead nurturing. (Source: MarketingSherpa)
#SLCHUG
Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost.
(Source: Forrester Research)
#SLCHUG
Nurtured leads make 47% larger purchases than non-nurtured leads. (Source: The Annuitas Group)
#SLCHUG
Nurturing Leads Is Like Cooking a Meal
#SLCHUG
Preparation: What content do you need for each stage of the customer
journey?
#SLCHUG
Top of Funnel ContentAttract and Engage
- Blog Posts- Infographics- Quizzes- “Fun” content.
TOPMIDDLE
BOTTOM
#SLCHUG
Middle of Funnel ContentTeach and Inform
- eBooks- Whitepapers- Case Studies- Webinars- Slide Decks- Podcasts
TOPMIDDLE
BOTTOM
#SLCHUG
Bottom of Funnel ContentConvince and Convert
- Audits- Demos- Free Trials- Sales Materials
MIDDLE
TOPMIDDLE
BOTTOM
#SLCHUG
Now that you have content, you need people to nurture.
#SLCHUG
Option 1: Existing Email List
#SLCHUG
Option 2: Collect Emails
#SLCHUG
Capture the Email.Email is the #1 Way to Nurture Leads.
#SLCHUG
Relevant emails drive 18 times more revenue than broadcast emails. (Source: Jupiter Research)
#SLCHUG
Lead nurturing emails get 4-10 times the response rate compared to standalone email blasts.
#SLCHUG
Lead nurturing emails generate an 8% CTR compared to general email sends, which generate
just a 3% CTR.
#SLCHUG
“Workflow that Mofo” - Brandon Carter
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
How long do you nurture your leads?
#SLCHUG
1. Until the lead reaches out to you
#SLCHUG
2. Until the end of the nurture track
#SLCHUG
Add a call-to-action email to finish off the nurture.
#SLCHUG
3. Until the Lead has been sufficiently qualified through Lead Scoring
#SLCHUG
Lead Scoring - Giving a point value for actions taken by contacts to determine the quality of the lead.
#SLCHUG
79% of B2B marketers have not established lead scoring. (Source: MarketingSherpa)
#SLCHUG
61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be
qualified. (Source: MarketingSherpa)
#SLCHUG
Lead Scoring provides an effective system by which leads get qualified by marketing before being
passed to the sales team.
#SLCHUG
Step 1: Decide on a point threshold.
#SLCHUG
Rule of Thumb:
# of desired engagements x 10
#SLCHUG
#SLCHUG
Step 2: Give each action a point value.
#SLCHUG
#SLCHUG
#SLCHUG
#SLCHUG
Start with the actions that automatically qualify a lead.
#SLCHUG
Then add the smaller steps.
#SLCHUG
Clicked through an email - 5 points
Downloaded a guide - 10 points
Downloaded a case study - 10 points
Registered for a webinar - 15 points
Example:
#SLCHUG
Once a lead is qualified, they should be removed from the nurture campaign.
#SLCHUG
#SLCHUG
Activate the workflow.
Now you have a functioning nurture campaign!
#SLCHUG
Quick Recap from a Lead’s Perspective
#SLCHUG
They ask for a meeting, get qualified, or get contacted at the end
The lead downloads a piece of content
They receive an introductory email
They receive additional content in
their email
#SLCHUG
#SLCHUG
Thank YouIf you have any additional
questions, feel free to contact me:
@darrenfaber
#SLCHUG132
Search EngineOptimization
Blogging & Social Media
Lead Generation
Email & Automation
Marketing Analytics
Lead Management
#SLCHUG
September 2, 2015Tickets on Sale at SLCSEM.org
$200 Single Ticket 0r $300 w/ New Membership – Code SLCHUG Save 20% Thru Sunday
#SLCHUGSTAY TUNED FOR NEXT EVENT
THANK YOU