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Proactive Lead Generation


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Care about learning 'Proactive Lead Generation'. You will find this deck presented by Saurabh Mathur, Co-Founder & CEO, Connecto during Digital Marketing Webinar for Digital Vidya. Interested in …

Care about learning 'Proactive Lead Generation'. You will find this deck presented by Saurabh Mathur, Co-Founder & CEO, Connecto during Digital Marketing Webinar for Digital Vidya. Interested in attending similar Webinar Live? Register Now at

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  • 1. Digital Marketing Webinar Proactive Lead Generation Aug 22, 2014 | Saurabh Mathur (Co-Founder & CEO, Connecto)
  • 2. Connecto Every Visitor Matters Get 200% increase in leads using Proactive Lead Generation
  • 3. Lead Generation Overview There are many ways a business generates leads. It depends on the nature of the business also and depends on resources available. REFERRAL NETWORK LEADS DATABASE Friends, Friend of Friends, Community etc Buy leads database – example would be, etc in case of education MEDIA ADVERTISEMENTS DIGITAL Print Media, Newspaper Ads along with a phone number where leads can be collected. Google Ads, Facebook Ads, Affiliate Networks
  • 4. Online Lead Generation revolves Landing Pages around Facebook Google Ads Affiliate Network
  • 5. Landing Pages vs Your Website Landing Pages – Push Model Your Website – Pull Model Concise information for user More like an advertisement Transactional interaction hence easier Detailed information across pages Credible Destination Users can return back to it Can engage users for longer time X X X Less credible destination Do or die sort of transaction Works well only for motivated user X Users can get distracted Landing pages evolved because of the inability of websites to act as leads funnel and because changing websites was even harder then landing pages. Technology now overcomes these shortcomings. With your website you can now generate significantly more leads of higher quality. X No lead form present X Hard to experiment with
  • 6. What is the user thinking PRODUCT User has to be convinced that your product is best for them. TRUST Users need trust and credibility to hand over their money CARE AND ATTENTION If you can understand their needs and address their questions, they are more likely to be your customers. PROACTIVE NUDGE When all of these are achieved, your users just need an easy way to convert to business but you need to provide that
  • 7. Personalized Lead Forms Vanilla lead forms which don’t understand the page and user context are getting obsolete Content Marketing is growing 71% of B2B Marketers are using content marketing to generate leads Every visitor has Context Since the marketing is based on content, different visitors are interested in different content and the language of the lead forms must resonate with them. Impact In our experience, showing lead forms as per user’s context improves submission rate by 100%. Individual measures depending on context can further enhance it. *
  • 8. Email Subscription Popups The best time to ask a user for email subscriptions is when they have read through your article. Getting Popularity While landing pages and header/footer subscription forms are common, 1 out 4 websites are already asking for email subscriptions in popups.* Timing Users don’t want to be disturbed while reading but once they have read through, that is the best time to ask them for signup as its non intrusive. Impact In our experience Popup based subscription forms increase signup rate anywhere from 50 to 100% through compared to footer/side subscription forms because users tend to become blind to static forms. *
  • 9. Exit Intent When a user is about to exit your site, its possible to put your best fit forward and hold them. Gives you an extra chance Exit intent gives you an extra chance to impress the customer.* Messaging is Important Be sure you make the best use of this chance. When a visitor is about to leave you better have a good reason to stop them. Discount coupons are a good way to do that. Impact In eCommerce we have seen cart drop out rates to decrease by upto 7%. *
  • 10. Surveys Surveys are a great way of understanding the user and converting them to leads as well. Survey Usage 70% of marketers collect user information via surveys. Automatically segments users If a visitor is your target user you can follow up the survey with a lead form. If not you can politely exit Nurture disinterested users If a user gives their detail but is currently not interested in your product you can nurture them for later.
  • 11. Best Practices To generate 200% more leads, use your website as a Proactive Marketer. • Convince: Address any gaps in Product Quality or Trust in the minds of user when they land on your site before you start selling. • Time: Once a user is ready, proactive nudge them towards the business goal. This could be lead generation, email subscription or simply a social activity (Share/Like/Follow) • Visibility: Make sure the action you are trying to get is visible to the user at the right time and not sitting passively on the page somewhere. • Do not spam: However, never disturb a user’s usage pattern like distracting them when they are still reading an article.
  • 12. Who we are? We at Connecto are working to make websites better by providing set of tools which improve engagement and conversion on your website. What we are up to ? Connecto is on a mission to improve engagement and conversions for business websites. What is Connecto Leads ? Connecto leads helps you generate more and better leads from your website. It can target your audience in different ways e.g. time-on-website, geography etc. What are other products ? Connecto has multiple products to improve conversions and engagement on your website: 1. 2. 3. Connecto Messaging – Virtual Salesman/Assistant on your website. Connecto Social – Grow your followers, Engage your visitors through social platforms. Connecto Mobile – Engage and convert on your mobile site.
  • 13. Q & A
  • 14. Appendix
  • 15. Screen shot Connecto Leads Business Domain Education – Vocational Education courses Targeting Rules 1. Geo targeting – Courses offered in different cities 2. Blog Pages only  Geo tagged leads can be contacted by respective centers  Not only generate traffic using Blogs but also generate high quality leads
  • 16. Screen shot Connecto Leads Business Domain Education – Higher education courses Targeting Rules 1. Scroll based – 60% of page 2. Designated pages – URL pattern matching  Information pages, generating more leads than contact us pages  More engaged user results in better conversions
  • 17. Connecto Leads Video Widget Business Domain Health care – Hair restoration Business Targeting Rules 1. Embedded Videos on Page – Youtube, other video services 2. Video Widgets – All targeting rules are applied  Videos are most useful in engaging visitors. Leads are captured at highest point of engagement.  More engaged user results in better conversions As Video is complete, Lead form is shown to the customer
  • 18. Connecto Leads Click-to-Call Business Domain Real estate– Apartment Renting & purchase Targeting Rules 1. Scroll based – 60% of page 2. Designated pages – URL pattern matching  Provides phone based lead generation  Never miss a lead on phone. Tracks all missed calls and IVR calls A phone call will be initiated from system immediately to connect customer with business rep.
  • 19. Screen shot Connecto Leads Business Domain Health care – Parental Health care packages & Remote consultation Targeting Rules 1. Time based – 20 seconds on page 2. Repeat visitor – Person visiting website for 2nd time of more.  Better conversion using repeat visitors – Higher interest level
  • 20. +91 882 6026 333
  • 21. Found It Useful? Join upcoming Digital Marketing Webinar live!