Best practices Lead Nurturing - webinar for Rain Today

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Presentation on B2B Lead Nurturing, delivered on behalf of RainToday recently. In this webinar, Jeff Ogden, President of Find New Customers (www.findnewcustomers.com) shared tips on creating lead nurturing programs that really work in B2B marketing.

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Best practices Lead Nurturing - webinar for Rain Today

  1. 1. Nurture Leads and Sell More How to Earn Buyers’ Trust and Grow Your Revenue
  2. 2. Jeff Ogden, the Fearless CompetitorFounder and PresidentFind New Customers “Lead Generation Made Simplewww.findnewcustomers.comCreator and Host, Marketing Made Simple TVwww.marketingmadesimple.tvAward-winning B2B marketing expert@fearlesscomp on TwitterJeff.ogden@findnewcustomers.com
  3. 3. “Selling is easy. Earning the Trust of Strangers isHard”- Opening statement in How to Find New Customers
  4. 4. Our AgendaTopics we will cover today:• The Need for care• Earning trust• Win micro-decisions• Story-telling and content marketing
  5. 5. Topic oneTHE NEED FOR CARE
  6. 6. Fact:8 out of 10 visitors toyour website are notready to buyBrian Carroll, MECLabs
  7. 7. Fact:81% of Marketersrely on emailMarketingSherpa Study
  8. 8. Result:
  9. 9. Be Gentle and REALLY know your buyers
  10. 10. Reach would like to send email to just those who want toreceive it. If you dontwant to receive email from Reach, click unsubscribe:If you no longer wish to receive communication from us:CancelTo update your contact information:Update
  11. 11. Section 2EARNING TRUST
  12. 12. Content Value --determined byperson who receivesit
  13. 13. Untroubled/Unaware Have Problem Need Solution Inflection Point Whom to Consider? Who is Best? Choose
  14. 14. Section 3MICRO-DECISIONS
  15. 15. Nice to Meet YouWill You MarryMe?
  16. 16. Good and BadBad• Sign up for our product demonstration• Give us your first bornGood• A lot for a little• Some of it’s free• We’ll ask for more later
  17. 17. Forget “How” – higher open rates, more hits, etc.
  18. 18. Focus on “Why” – Why is she thinking about this?
  19. 19. Section 4STORY-TELLING AND CONTENTMARKETING
  20. 20. Not Just for Bedtime, Marketers Corner the Market on Storytelling (Forbes)• Seth Godin “Story-telling is successful marketing”• Guy Kawasaki, author and entrepreneur, stresses the importance of storytelling in his talks and writing.• Rob Walker, NYT columnist and author of Buying In, had a huge slide behind him that said, “DUHH.” Of course story telling is important! Ask any five-year old.In an environment where you don’t stand a chance towin anybody’s attention without some magic, a goodstory might save you and your brand from oblivion.
  21. 21. Can YOU tell astory with yourcontent?
  22. 22. Our AgendaTopics we covered today:• The Need for care• Earning trust• Win micro-decisions• Story-telling and content marketing
  23. 23. Thank-You!
  24. 24. Jeff Ogden, the Fearless CompetitorFounder and PresidentFind New Customers “Lead Generation Made Simplewww.findnewcustomers.comCreator and Host, Marketing Made Simple TVwww.marketingmadesimple.tvAward-winning B2B marketing expert@fearlesscomp on TwitterJeff.ogden@findnewcustomers.com Check out “10 Things Your CEO Should Know About B2B Demand Generation”

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