If your business has ever struggled to convert the desired number of prospects into customers, then you're facing the same problem that so many FocusPoint Geeks clients have expressed to us. We ran a webinar teaching businesses how to stop potential customers from slipping through their fingers using your very own ultimate marketing plan. The slide deck attached was used during the webinar.

1. The 5 step recipe for
converting your warm leads
before they go cold

2. Your host this afternoon
James Cook, Digital Services Director

3. Just a quick intro about FocusPoint Geeks

4. Let’s get started then!
How many of you use the same sales technique/
script to grab the attention of your prospects?

5. Ingredient 1: Identify your ‘foot-in-the-door
You have a bunch of leads that have shown
interest in your business, and they are warm
and ready to hear what you have to offer.

6. Needs of your target market
It goes without saying that knowing your target
market is important. But knowing your target
market's pain points and needs is imperative.

7. The majority of the industries our businesses
reside in have multiple competitors all fighting
for similar or the same business.
Q: How do you keep ahead of the pack?
Competition is huge:

8. A: You need to prove your business is the right
choice, provide your leads with value and
educational content.
Competition is huge:

9. I am often asked by clients we work with:
Q: ‘How can I get leads within the
marketing funnel to purchase from me in
the quickest way possible?’
Turbo charge your leads conversions

10. A: I refer our clients back to the basics
and ask them 'What problems/pain does
your target market typically face, or what
has historically satisfied the needs of
your target market’?
Turbo charge your leads conversions

11. Your 'foot-in-the-door' needs to answer this
question right from the outset and, when
successfully answered, you have a higher chance
of keeping prospects engaged.
What’s in it for me (WIIFM)?

12. Ingredient 2: Matchmaking
customer needs to products

13. Customers with a pain often believe they
know what solution they need… or do
they?
Determining the right solution

14. The intelligence of a marketing tool
like Infusionsoft
Tracking how your prospects interact with your
marketing and using this intelligence to target
more relevant and specific topics.

15. Q: How many of you would benefit from
following up a lead equipped with the
knowledge of what marketing they have
engaged with?

16. Understanding your marketing
funnel
Q: What is a marketing funnel and why is it
important to understand how it works?

17. Understanding your marketing
funnel
A marketing funnel is a customer journey
that models a purchase cycle.
It has often been referred to as the 'AIDA'
principal, created by St. Elmo Lewis in 1898.

18. What does ‘AIDA’ stand for
A: Attention
I: Interest
D: Desire
A: Action
You can learn more here: https://en.m.wikipedia.org/wiki/Purchase_funnel

19. Marketing funnel

20. Marketing funnel

21. Marketing funnel

22. Marketing funnel

23. Marketing funnel
Although the concept of lead nurturing
through ToFu, MoFu and BoFu content
may sound simple in theory, it's not.

24. Equip yourself with the right toolkit

25. James’s top three must-have tools for your
business
No 1. Somewhere to store your contacts, like a CRM, is a must
No 2. Email marketing to keep in touch and nurture your
prospects is a must.
No 3. Marketing automation functionality to instantly follow
up with new leads is a must