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Lead Nurturing in the Mobile & Social Age

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Join Sendible and Quote Roller n this recorded webinar as we discuss how to use mobile and social media technologies to develop and nurture leads into long-term customers. …

Join Sendible and Quote Roller n this recorded webinar as we discuss how to use mobile and social media technologies to develop and nurture leads into long-term customers.

Topics covered:

* Why the client matters even more in the digital space.
* How to build client loyalty through social media
* How to spot social buying signals
* How to use social media + open-ended questions to learn more about client needs
* How to convert information gathered on social media & client conversations into a persuasive client proposal.
* How to add social media and sales tracking into your work routine while actually saving a significant amount of time.

Go to http://www.quoteroller.com to start saving time & money creating persuasive business proposals today!
Head over to http://www.sendible.com to nurture more leads through social media today!

Published in: Business, Technology

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  • 1. Lead Nurturing in the Mobile & Social Age #LeadNurture ● @Sendible ●@QuoteRoller
  • 2. Jennifer Riggins Content, social media, start-up lover, for Quote Roller, PandaDoc, CBS SmartPlanet @jkriggins Vishal Pindoriya Sendible Marketing Analyst @VishalPindoriya Who are we?
  • 3. #LeadNurture ● @Sendible ● @QuoteRoller What we‟ll talk about • How have your clients & expectations evolved? • Why is social so important? • What are social buying signals? • Setting up monitoring of buying signals • Best practices for responding • How to qualify your leads • How to turn your leads into a sale
  • 4. “If you‟re in the services business, generally speaking, it‟s rare for the client to just show up and give you a check right there. There‟s a need to get to know who the client is.” Geoff McQueen CEO AffinityLive #LeadNurture ● @Sendible ● @QuoteRoller
  • 5. 2% of sales are made in the first contact. 3% of sales are made in the second contact. 5% of sales are made in the third contact. 10% of sales are made on the fourth contact. 80% of sales are made on the fifth to twelfth contact. #LeadNurture ● @Sendible ● @QuoteRoller
  • 6. Lead nurturing is the ongoing process of building a relationship with qualified prospects. Image IMCreator.com
  • 7. And consumers are oh-so- inundated with information, now you need to work harder than ever to stand out.
  • 8. Buyers are self- educated. 55% of consumers consult social media before making a purchase. 70% make buying choices based on emotional factors.
  • 9. Even though you have more leads and prospects than you could ever possibly follow-up with, now, more than ever, each expects that you will work to build a relationship and services plan. #LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com
  • 10. And the need for more points of contacts in a longer sales-decision time, meaning YOU need to streamline more with mobile sales and marketing tools. Communication must be two-way. No more shouting, it‟s about asking open- ended questions to learn more about your clients and to build a connection. #LeadNurture ● @Sendible ●@QuoteRoller
  • 11. Mobile lead nurturing sees the blending of sales and marketing automation tools to simplify your life by helping you automating your relationship building. #LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com
  • 12. 1. Getting your brand in the periphery of your prospect. 2. Once peaked, focus nurturing relationship with focusing on offering a solution to your client‟s needs. 3. Convert what you‟ve learned into a comprehensive business proposal. #LeadNurture ● @Sendible ●@QuoteRoller
  • 13. #LeadNurture ● @Sendible ●@QuoteRoller In less than 15 years…
  • 14. #LeadNurture ● @Sendible ●@QuoteRoller We live our lives in public…
  • 15. A Buying Signal is a signal from a potential customer that shows an intent to buy a product or service
  • 16. Today‟s Buying Signal #LeadNurture ● @Sendible ●@QuoteRoller
  • 17. Common Buying Process
  • 18. “A qualified lead is a potential customer who has expressed interest in a product or service, and meets general buying criteria.” #LeadNurture ● @Sendible ●@QuoteRoller
  • 19. g 75% aged 18 to 49 on social 95% aged 12 to 17 active online 64% of Social Media users said that social had influence on buying decisions * 2012 Pew Research Center‟s Internet and American Life Project * Edison Research, June 2012
  • 20. #LeadNurture ● @Sendible ●@QuoteRoller
  • 21. #LeadNurture ● @Sendible ●@QuoteRoller Where to begin? • Find your keywords • Try a few “signal words” • “Does anyone…” • “I am looking for…” • “Any recommendations” http://twitter.com/search
  • 22. #LeadNurture ● @Sendible ●@QuoteRoller Brand • Easy to spot buying signals • Brand opinions • Consumer insight • Discover brand advocates
  • 23. #LeadNurture ● @Sendible ●@QuoteRoller Product & Services • Easy to spot buying signals • Consumer insight • Discover brand advocates
  • 24. #LeadNurture ● @Sendible ●@QuoteRoller Industry • Monitor Competition • Brand favorability • Trigger words • “Does anyone…” • “I am looking for…” • “Any recommendations”
  • 25. #LeadNurture ● @Sendible ●@QuoteRoller How to Configure in Sendible? (Sendible 2.0 Beta)
  • 26. #LeadNurture ● @Sendible ●@QuoteRoller (Sendible 2.0 Beta)
  • 27. (Sendible 2.0 Beta) Best Practices for Responding Get to know the „Twitterer‟ you‟re talking to… before you start the conversation.
  • 28. Best Practices for Responding • To promote or help? Go with the soft touch #LeadNurture ● @Sendible ●@QuoteRoller
  • 29. Best Practices for Responding • Incentivize! Automation > Twitter Autoreplies @FUTUREFAN Use 15% off Coupon Code: SOCIALPRO13
  • 30. Best Practices for Responding Monitoring your competition #LeadNurture ● @Sendible ●@QuoteRoller
  • 31. Organize it all within a Customer Relationship Management Solution quoteroller.com/services-integrations/
  • 32. Qualify Your Leads • Get more info + make a call • Your business must suit the client • Answer these questions: Can my company meet the client timeframe? Can my company complete project & make a profit? Will this project move my company forward? • Why will what you offer benefit the customer? • How can your offer help save them money? Time? • What can we offer better than the competition?
  • 33. Quote Roller Step #1: Your CRM Contact & Deal info pour right into your Quote Roller Proposal. Use a Blank Proposal, reuse one you already created, or jumpstart your proposal creation with one of our 35+ industry-proven Proposal Templates.
  • 34. Quote Roller Step #2: Add your Pricing Table The part your clients are spending the most time looking at! You can offer your clients pricing options, quantity options, & package deals. Build your own pricing table or reuse one from your Catalog.
  • 35. Quote Roller Step #3: Use our WYSIWYG Editor Drag-n-drop Content Blocks, reusing content or creating new, showing how you can offer a solution to your client.
  • 36. • You can use whatever you want to show off your business in the scope of being a solution for clients: videos, websites, photo galleries, HTML content, custom brand domain. • Quote Roller lets you reuse content, but makes sure you don‟t make mistakes like reuse old pricing or the wrong name. • Quote Roller cuts your proposal creation down to about 15 minutes! • Just make sure, when you reuse proposal content, you take the time to customize to address your lead‟s needs. Focus on Solving Client Needs #LeadNurture ● @Sendible ●@QuoteRoller
  • 37. Quote Roller Step #4: Finalize Send your clients a secure link to your Proposal. Use legal Electronic Signature to close deals faster.
  • 38. • Even if your proposal isn‟t accepted, it‟s an investment in your future mobile marketing and sales campaigns • Plus, with Quote Roller, you increase your likelihood of them saying YES by 28%! #LeadNurture ● @Sendible ●@QuoteRoller
  • 39. Go to QuoteRoller.com to start saving time & money creating persuasive business proposals today! Discount code: 50OFF1STMONWEB for 50% off first month Head over to Sendible.com to nurture more leads through social media today! Discount code: SOCIALPRO14 for 20% off any monthly plan #LeadNurture ● @Sendible ●@QuoteRoller Questions?