Agencies: blow away your inbound leads on the first call


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Inbound marketing agencies need to qualify and excite their prospects at the beginning of their sales process. Here are 4 groups of questions to ask your prospects about site visits, lead gen, customer conversion and measurement to establish the need for your agency services.

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Agencies: blow away your inbound leads on the first call

  1. 1. CMB Partner Office Hours Agencies: Blow away your inbound leads on the first call. Every Tuesday @3pm Eastern
  2. 2. Rule #1: Contribute! Be ready to be called on…
  3. 3. Max Traylor Director of Client Services Innovative Marketing Resources @TheMaxTraylor +MaxTraylor Linkedin/in/maxtraylor
  4. 4. Your Hosts Max Traylor Bob Traylor Director of Client Services | Innovative Marketing Resources President| Do Not Call Protection Stefan Surka Business Development| CMB
  5. 5. After the Webinar • Webinar recording • Slides • Blog article
  6. 6. What is the CMB Community? Inbound agencies that use the Content Marketer’s Blueprint to sell and service retainers. Join the Conversation: @CMBlueprint or +ContentMarketersBlueprint
  7. 7. Inbound agency service offering  Strategy services (Buyer persona, CMB, Website optimization plan  Development Services (Inbound Engine)  Support Services (Content creation, consulting, PR, Social Media)
  8. 8. Today’s Question: As an agency,how can I blow away my inbound marketing leads on the first call?
  9. 9. Inbound agency sales process Establish a need for you. Set goals for working together. Present your solution for them.
  10. 10. 1st step in the agency sales process: Establish a need for you.
  11. 11. Who are you? What is your value as a company? “I can help you grow your business” How? “I can generate qualified sales leads for your business, and help your sales team close them”
  12. 12. Establish a need for a strategic partner 1. Diagnose their problem 2. Educate them on a new solution
  13. 13. How to diagnose their problem 1. Lets talk about your website traffic. 2. Lets talk about the leads you generate. 3. Lets talk about the customers you close from those leads. 4. How do you measure that process?
  14. 14. Website traffic  How many website visits are you getting?  Is that number growing? Why?  Why aren’t you doing more of that?  Are you producing content to attract people?
  15. 15. Generating leads  How many leads are you generating?  Does that number typically increase? Why?  Why aren’t you doing more of that?  Have you tried capturing leads with content on your website?
  16. 16. Closing leads  Is your website giving you any customers?  How do you know?  What are you doing to increase customers from your website this year?  Are you working against any sales/growth goals this year?
  17. 17. Measurement & Improve  How do you measure the ROI of your marketing budget?  Who helps you decide which marketing investments are working and which ones are not?
  18. 18. Ok agency, your turn “So agency, what exactly do you do again?”
  19. 19. We help you grow your business…  Increase your traffic, month over month  Capture around 2% of that traffic into leads  Somewhere around 20% of those leads will be qualified opportunities that we hand off to your sales team  Measure ROI for each marketing investment and move the budget around to the investments with higher ROI
  20. 20. Increase traffic, month over month
  21. 21. Capture around 2% of that traffic into leads using forms
  22. 22. Then we help your sales team close the leads
  23. 23. We figure out what is working and what isn’t: ROI
  24. 24. Setup your goal setting call (The next step) “If your not getting these types of results, can we talk more about the results you are getting next week on Tuesday at 3pm?”
  25. 25. Resources  This slide deck (on our blog)  Your own flagship case study (or borrow mine!)  HubSpot’s qualify and excite call (HS partner resources)
  26. 26. Next Session: Tuesday July 22nd @ 3:00 PM EST “Setting business goals with your inbound marketing leads” Sign up at: webinars