1. Summer Webinar Series | Session 3 | July 28
There‟s a Party Going On
and You‟re Not There.
How to Uncover Hot Prospects Visiting Website and in Social Media Conversations.

2. About “HOW TO” Series
Lead Generation Techniques… to drive more qualified leads…
that YOUR sales will be excited to act on.
• Focus on How to Get Out of the Status Quo of:
Only 20% of your Only 16% of your Losing 80% of your
leads being followed total leads deemed „bad leads’to
up on sales-ready, actually competitors
closing within 24 month
** Sources: Sirius Decisions; Aberdeen Group

3. About Your Sponsors
Helps organizations of all Provider of one of industry‟s
sizes find the best tools to fit most popular and fastest
their needs growing cloud-based integrated
marketing platforms

4. Previous Sessions
So Why Should I Call this Guy? Make New Friends, Keep the Old
• How to Get Critical Lead • Recycle, Educate and (Re) Deliver
Data to Sales • Change “Wasted Leads,
• Change “Why” to: Resources & Campaign Dollars”
“Wow, Can’t Wait to Call” to: Opportunities and ROI”

5. This Week:
There’s a Party Going On, You’re Not There.

6. Session Agenda:
There’s a Party Going On, You’re Not There
The Problem The Opportunity Tools To Get
You There

7. Did You Know?
Social Media Channels…
•100 million Twitter
•750 million Facebook
•100 million LinkedIn
58% of Americans
use Internet as primary
research vehicle before
buying a product…

8. The Problem:
Visibility. Or Lack There Of.
Website
• Visitors there for a reason
• No idea who the
person/company is
• Relying on forms to
convert visitors
• No direct correlation
between traffic and
target audiences

9. The Problem:
Access. Visibility. Focus.
Social Media
• Overwhelming # of
conversations
• Treating new-media like
old-media
• Wrong focus: followers/likes
vs. building relationships
• Limited ability to monitor/join
• Still untested waters

10. Missed Opportunities
Website Social Media
It‟s your party, you should know: Missing party if not knowing:
• Whose attending; why they came • Whose talking about you
• How to contact for future „invites‟ • Whose griping about something
you can solve
Results: Wasted Opportunity to Cultivate and Convert Those
That Are or Could Be Interested in You!

11. The Opportunity:
Uncover Hot Prospects; Build Behavioral Profiles

12. The Opportunity:
Expose Those Lurking on Your Website
• Know when leads,
customers are visiting;
It’s your party,
what they‟re viewing you should host it.
• Identify target contacts
from visiting companies
• Engage based on where
they‟re hanging out; how
interacting with you

13. The Opportunity:
Identify “A” List Parties
• Identify social channels
pertinent to your audience
• Focus on key influencers;
where they‟re playing
• Filter based on key words
and general topics

14. The Opportunity:
So Many Parties..So Little Time.
• Discover social media
conversations you should
be a part of
• Know appropriate party
behavior
• Engage based on
opportunities

15. Social Media Tips:
Put on Your Sunday Best
Know and Engage with
proper party etiquette
• Be approachable, personable
• Lean on your „wingman‟
• Don‟t be pushy or overbearing
• Avoid prolonged silences
• Communicate on all channels

16. Social Media Tips:
Take it to the Next Step!
• Build continuous
relationships: reciprocate
likes, follows…
• Track who you‟ve been
talking to and what about
• Capture behavioral data for
appropriate sales follow-up

17. The Tools to Make it Happen
Must Haves:
• Real-time website visitor visibility;
„they‟re here‟ alerts
• Conversation filters; quick posting
• Simultaneously post multiple channels
• Real-time lead profile; behavioral view
for sales engagement
Turn Visitors and Conversations into Conversions…
Time to See the Tools..Introducing Wendi…!

18. The Opportunity:
Convert Hot Prospects Into Opportunities
Join the party…
• Know your website visitors
and why they‟re there
• See and hear what‟s going
on in social conversations
• Engage, Engage, Engage!

19. The Tools to Make it Happen:
Act-On Integrated Marketing Platform
World Class E-Mail Complete Set of Tools Approach and Terms
Marketing Core and on One Platform that Work
Deliverability
• Drip, Web Analytics, • Start Simple, Automate
• 3rd Generation Email Landing Pages, Forms, at Own Pace
Scoring, CRM Integration,
• No Extra Cost for Social Media, Reporting • Affordable Pricing; Month-
Deliverability and More… to-Month Contracts
• Focus Usability, Simplicity • Live Customer Support –
and Manageability At No Additional Costs

20. Next Steps:
Tremendous Opportunity
Don’t Be Left in the Dark…
They’re Out There, They’re Interested. Just Need to Engage, Convert Them!
Next Steps
Today‟s “How To” Guide plus:
• August 4 Session:
Why Spray & Pray Isn‟t Cutting it Anymore
Previous Session Materials Available
• Make New Friends But Keep the Old
• Why Should I Call This Guy?
Learn More About Act-On
Join Weekly Demo: www.actonsoftware.com
Request 1x1 Demo: sales@actonsoftware.com or (877) 530.1555