Top 10 Tips for Effective Lead Generation from The Partner Marketing Group

1. 10 Tips for Effective Lead
Generation
Presented by:
Cheryl Strege, President, The Partner Marketing Group
Cheryl@ThePartnerMarketingGroup.com

2. 10 Tips for Effective Lead Generation
• The Basics:
– No set “formula”, no “one size fits all”
– More than 10 tips
– High level content today
– Can contact me or The Partner Marketing
Group for a “deep dive” into topics

3. Tip #1: Have a plan!
• 7 Step Marketing Plan
1. Develop your “elevator pitch”
2. Who is your target customer and what are their pain
points?
3. Define how you solve their pain and provide value.
4. Establish objectives.
5. Schedule your marketing tactics/campaigns.
6. Determine your budget and set ROI goals.
7. Analyze results and adjust.

4. Tip #2: Be relevant
• Don’t try to be “all things to all people”.
If you’re an expert on manufacturing,
focus your message on that expertise.
• Tailor your message (content) to what
the prospect needs, not what you want
to sell them.

5. Tip #3: Be consistent
• “Nurture”, “Relationship”, or “Drip”
• Be there when they’re ready to buy. Is it
now or (much) later?
• Example: My red sports car

6. Tip #4: Be where they are
• LinkedIn and other social media
• Industry associations
– Ex: Beverage mfg - http://www.ameribev.org/
• Industry events, conferences, tradeshows
• Industry specific web properties
• Business associations
– Chamber, SBA

7. Tip #5: Reach out in multiple ways
• Everyone consumes information in their
own way…
–Email
–Telemarketing
–Direct mail (dimensional or bulky)
–Self-serve (website, blogs, social)

8. Tip #6: What’s Your Offer?
• Include a call-to-action (offer) on your personal
profile, your company profile, your group, your
website, and especially in your marketing
campaigns:
Checklists
How to Guides
Tips & Tricks PPT
An article
An upcoming event

9. Tip #7: What’s on Your Website?
• Is your content fresh?
– Product names and versions updated?
– Removed the old events and added new ones?
– Are there “actions” (offers) on your website?
• Download
• Click
• View • Opt-in
• Register • Contact you
• Is your content interesting, engaging, and
does it talk about their needs?

10. Tip #8: Be Yourself
• Be unique – add a video
to your profile.
• Be sure to include your
photo!

11. Tip #9: Socialize!
• Use social media

12. Why LinkedIn?
LinkedIn generated the highest visitor-to-lead
conversion rate at 2.74% - almost three times
higher than both Twitter (.69%) and Facebook
(.77%).
The visitor-to-lead conversion rate means the
percentage of website visitors who took some
action to become a lead such as download a
white paper.
A recent study of over 5,000 businesses conducted by Hubspot.

13. Another Reason to Socialize
• Your customer base is already there!
• Share relevant info:
– Customer events
– Training sessions
– Product updates/upgrades
– Opt into your customer newsletter
– Promotions/discounts/specials
• Make the group “private” to prevent competitors
from joining.

14. Tip #10: Did You Ask…?
• Referrals!
– Most qualified prospects, close in the shortest
amount of time.
– Accelerate referrals! If you have a targeted list of
accounts, search LinkedIn to see if your contacts
are connected to your list of targets.
– Ask for an introduction.

15. What Puts You Ahead of the Competition?
1. Plan
2. Be relevant
3. Consistency is key
4. Be where your prospects are
5. Use multiple ways to “touch” them
6. Offers
7. Drive to website
8. Be unique
9. Socialize
10. Referrals

16. We are…
• The Partner Marketing Group
– Marketing consulting & services firm
– Specializing in working with technology organizations such
as Intacct, Sage, and Intel channels
• Have people resources
– Virtual marketing director, program managers, etc.
• Have services
– E-newsletter content program, customer case studies, ghost
writing of blog posts, website content, campaign
development, offers, marketing plan creation, and more.

17. Questions?
Visit my profile at http://www.linkedin.com/in/cherylstrege
to get a copy of this presentation!
Cheryl@ThePartnerMarketingGroup.com
www.ThePartnerMarketingGroup.com
605.574.9432