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Learn how to ROCK your lead generation from the experts at ToutApp and LaunchBit. Key Topics Covered: Elizabeth from LaunchBit covered tactical content to improve your lead generation including: Packaging content into ebooks, pdfs, whitepapers, building and optimizing landing pages. Driving traffic: through email, through ads, through other channels, analyzing your results and using drip marketing to cultivate your audience. And, TK from ToutApp covered tactical content on how you can take those leads and convert them: How to actually write a cold-email to generate leads. So you've got leads, now what? 3 real tactics on how to follow up and get them engaged. Anyone can handle a small number of leads, what do you do when you've got hundreds? How do you scale your sales? Emails are a great start, when should you actually get on the phone with those leads?
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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
