Marketing
Author: 
Marketing Automation 
For Dummies – 2014
Is my love, work, passion, and what I think about all day
ever...
Craftbrewing
Atlanta
Goddaughter
Kaela
Snowboarding
Japan
(LEADS)
MORE
BETTER
WHY	
  WE’RE	
  HERE	
  
ADVANCED
TIPS 
FOR
LEAD
NURTURING
Warning:
The ideas, beliefs, and tactics
That you are about to learn 
Are in no way to b...
SLIDES
Will be sent out after the presentation: NO
need to write everything down!
PSA
NOSILVERBULLETS
PSA
NASA
MORE
POWER IN A
GOOGLE
SEARCH,	
  
THAN ALL OF
NASA HAD IN
TO PUT A MAN
ON THE MOON
Attention
Span
8
seconds
2/3
Consumer 
Executive 
Board
76% go to
Google
times to
research a
purchase
TIP Understanding
THE NEED FOR
STAGE BASED
LEAD
NURTURING
1
123
DIAGRAMOF

RESEARCH
	
  
	
  
	
  
TIP LEARN TO MAP
CONTENT TO
YOUR STAGE
BASED
STRATEGY
2
CONTENT
CONTENT
CONTENT
- Seth Godin (1999)
294 Billion
Emails 
2 Million
Blog Posts
250 Million
Photos
(FRESH)
RELEVANT
ENGAGING
-Jay Baer (2012)
Of survey respondents
said they want different
content at each stage of
research. 
77% 
CONTENT
ENGAGEMENT
	
  
	
  
	
  
ContentBy
LeadStage
	
  
	
  
	
  
1 2 3-Any content
about how to
do their job
better
-Any content
about how
others
benefit...
TIP CONSIDER"
HOW SMART "
YOUR LEADS "
ARE: WICKED
SMART
3
SURVEY
A
B	
  
OR
WICKED
SMART
20
1
2
SUBJECT
LINES
	
  
	
  
	
  
1
 3
TIP KEEP THEM 
MOVING ON 
DOWN THE LINE
BY READING
THEIR MIND

4
Conversions are
their key metric.
Learn the benefits
of “Others Also Like
This” 

-Jeff Bezos (2007)
123
DIAGRAM
RESEARCH
	
  
	
  
	
  
CALLTO

ACTIONS	
  
John, 
Here is a case study from Comscore
showing how they changed their email
programs to drive more ...
TIP
IT’S EASY AS
1-2-3
SIMPLE AS DOE,
RAE, ME
BABY, YOU AND
ME GIRL
5
?
YOUR	
  	
  
DATABASE	
  
1-2-3
1-2-3
3 2 1
3 2 1
3-2-1
200k
TIP
I’LL TAKE “THE
PEN IS
MIGHTiER” FOR
$500 TREBEK 
-SEAN
CONERY
6
Prefer content to be less
than 5 pages. Only 1.7%
would prefer more than 5
pages. 
7I% 
CONTENT
ENGAGEMENT
	
  
	
  
	
  
TIP NURTURING
INSN’T EMAIL
ONLY!!!
7
CROSS
CHANNEL
1960 !
5 marketing
Channels
2013!
60+ marketing
Channels

2020!
100’s of
marketing
Channels

Print
Radio
Television
Direct...
Questions?

@msweezey
7 Must-Try Tips for Advanced Lead Nurturing
7 Must-Try Tips for Advanced Lead Nurturing
7 Must-Try Tips for Advanced Lead Nurturing
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7 Must-Try Tips for Advanced Lead Nurturing

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Your database is loaded with dormant and less-than-sales-ready leads—but that doesn’t mean they should be ignored. A smart marketer knows better than to rely on their sales team to keep up with less than hot leads over a long period of time. Learn advanced tips for moving leads through the sales funnel with automated lead nurturing.

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Transcript of "7 Must-Try Tips for Advanced Lead Nurturing"

  1. 1. Marketing Author: Marketing Automation For Dummies – 2014 Is my love, work, passion, and what I think about all day every day - Mathew “Sweezey” @msweezey
  2. 2. Craftbrewing Atlanta
  3. 3. Goddaughter Kaela
  4. 4. Snowboarding Japan
  5. 5. (LEADS) MORE BETTER WHY  WE’RE  HERE  
  6. 6. ADVANCED TIPS FOR LEAD NURTURING Warning: The ideas, beliefs, and tactics That you are about to learn Are in no way to be used for evil, Wrong doing, or bad marketing 7
  7. 7. SLIDES Will be sent out after the presentation: NO need to write everything down! PSA
  8. 8. NOSILVERBULLETS PSA
  9. 9. NASA MORE POWER IN A GOOGLE SEARCH,   THAN ALL OF NASA HAD IN TO PUT A MAN ON THE MOON
  10. 10. Attention Span 8 seconds
  11. 11. 2/3 Consumer Executive Board
  12. 12. 76% go to Google times to research a purchase
  13. 13. TIP Understanding THE NEED FOR STAGE BASED LEAD NURTURING 1
  14. 14. 123 DIAGRAMOF
 RESEARCH      
  15. 15. TIP LEARN TO MAP CONTENT TO YOUR STAGE BASED STRATEGY 2
  16. 16. CONTENT CONTENT CONTENT - Seth Godin (1999)
  17. 17. 294 Billion Emails 2 Million Blog Posts 250 Million Photos
  18. 18. (FRESH) RELEVANT ENGAGING -Jay Baer (2012)
  19. 19. Of survey respondents said they want different content at each stage of research. 77% CONTENT ENGAGEMENT      
  20. 20. ContentBy LeadStage       1 2 3-Any content about how to do their job better -Any content about how others benefited -Any content about why you are the best choice
  21. 21. TIP CONSIDER" HOW SMART " YOUR LEADS " ARE: WICKED SMART 3
  22. 22. SURVEY A B   OR
  23. 23. WICKED SMART 20 1
  24. 24. 2 SUBJECT LINES       1 3
  25. 25. TIP KEEP THEM MOVING ON DOWN THE LINE BY READING THEIR MIND 4
  26. 26. Conversions are their key metric. Learn the benefits of “Others Also Like This” -Jeff Bezos (2007)
  27. 27. 123 DIAGRAM RESEARCH      
  28. 28. CALLTO
 ACTIONS   John, Here is a case study from Comscore showing how they changed their email programs to drive more revenue. I thought you’d enjoy reading it. Or, if you’d like here is a worksheet they used to help them start on their process. Best, Mathew Sweezey 2 3
  29. 29. TIP IT’S EASY AS 1-2-3 SIMPLE AS DOE, RAE, ME BABY, YOU AND ME GIRL 5
  30. 30. ? YOUR     DATABASE  
  31. 31. 1-2-3
  32. 32. 1-2-3
  33. 33. 3 2 1 3 2 1 3-2-1
  34. 34. 200k
  35. 35. TIP I’LL TAKE “THE PEN IS MIGHTiER” FOR $500 TREBEK -SEAN CONERY 6
  36. 36. Prefer content to be less than 5 pages. Only 1.7% would prefer more than 5 pages. 7I% CONTENT ENGAGEMENT      
  37. 37. TIP NURTURING INSN’T EMAIL ONLY!!! 7
  38. 38. CROSS CHANNEL
  39. 39. 1960 ! 5 marketing Channels 2013! 60+ marketing Channels 2020! 100’s of marketing Channels Print Radio Television DirectMail Fax Telemarketing Internet Email Facebook
  40. 40. Questions? @msweezey
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