Thanks for an excellent
Bring me leads! morning - I picked up plenty
of good ideas...an excellent
22nd July, 2009 – 10-12pm insight....I can certainly see
how you could add a whole lot
Kestrel Court, Portishead, BS20 of value to any clients in need
of marketing support.
www.marketingclout.co.uk/bringmeleads James Bury, Auditel
www.marketingclout.co.uk

Introductions
• Why are you here?
• What techniques have you used in the past?
• What’s been most & least successful?
• Any idea why?
Your 60 seconds starts now...
www.marketingclout.co.uk

Agenda
• The big picture
• Where to start
• The tools of the trade
• When, where, how to use them to best effect
• How to write good copy / offers
• Cracking the data nut
• Why follow up is essential
www.marketingclout.co.uk

The marketing ‘bombarded’ consumer
Wake-up Travel to work
The ‘new, improved marketing
sceptic’ – now with filters
Arrive at desk
www.marketingclout.co.uk

The Jam Jar lesson
www.marketingclout.co.uk

Golden rule no 1:
Keep your message simple and single-minded
www.marketingclout.co.uk

The decision making process
I have a need:
Long list  Emotional / Subjective
Short list  Rational / Objective
Demo / trial  Rational / Objective
Purchase  Emotional / Subjective
www.marketingclout.co.uk

Golden rule no 2:
Emotional hook first, rational second
www.marketingclout.co.uk

Behind the mask
Self-
I seek fulfilment
Wealth Happiness
To be desirable Sense of belonging
To be safe To be loved
To be
admired &
respected
www.marketingclout.co.uk

Golden rule no 3:
Think: it’s not about you
... it’s about them
www.marketingclout.co.uk

Agenda
• The big picture
• Where to start
• The tools of the trade
• When, where, how to use them to best effect
• How to write good copy / offers
• Cracking the data nut
• Why follow up is essential
www.marketingclout.co.uk

What is a lead?
• A potential prospect that is in a position to purchase
your product / service
• Ideally – qualified:
Budget - to purchase your product
Authority - to make the decision
Need - for what you’re offering
Timescale - that is appropriate
www.marketingclout.co.uk

Lead generation – the options
• Direct Mail / Email / Networking / Cold calling /
Social media / Online advertising / Print advertising /
Guerilla marketing / Viral / Tradeshows / Flyer
drops / Public relations / Paid search / Search engine
optimisation / Radio advertising / SMS marketing /
Mobile marketing / Affiliate marketing
www.marketingclout.co.uk

Push vs Pull
Direct marketing –
postal, email, tele
Push Pull
- You push your - You pull them in
marketing message out through attractive
to them marketing
Good marketing is a
blend of the two
www.marketingclout.co.uk

The number’s game...
• Push marketing is still one of the single most
effective techniques for generating regular leads
• It offers high return on investment
• It allows you to define exactly who you send your
message to and target that message accordingly
• It enables you to use your time more effectively.
Spend energy calling those who want to hear
from you
www.marketingclout.co.uk

Agenda
• The big picture
• Where to start
• The tools of the trade
• When, where, how to use them to best effect
• How to write good copy / offers
• Cracking the data nut
• Why follow up is essential
www.marketingclout.co.uk

Did you know...
On average, it takes at least 3 ‘touches’
to get a response
www.marketingclout.co.uk

Marketing Clout
• Marketing Crash Courses – intensive workshops on a
range of topics
• Marketing Hotline – on call 2 mornings a week to
answer queries, questions and act as sound board
• Marketing SOS – 1 hour face to face consultation
• Marketing Angel – mentoring service with audit,
marketing planning and ongoing ideas, inspiration,
and direction
www.marketingclout.co.uk

Thanks for the course last
week, your material
Bring me leads! was excellent!
Adam Etheridge, Aspect Film
& Television
Next workshop: July 22nd. 10am-12pm
Kestrel Court, Portishead, BS20
Visit: www.marketingclout.co.uk/bringmeleads
www.marketingclout.co.uk