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Data.com Connect Presents: Josh Krafchin - How to Close Cold Email & Advertising Leads

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Data.com Connect Presents: Josh Krafchin - How to Close Cold Email & Advertising Leads

  1. 1. • Tweet your learning's using #ConnectWebinars or @ConnectMembers for a chance to win a special prize! • Visit Connect.Data.com • Sign up (for free) today and get 2 free contacts! /ConnectMembers @ConnectMembers Data.com
  2. 2. How to Close Cold Email & Advertising Leads Tips and tricks
  3. 3. Outbound lead sources Cold email prospecting AdWords Facebook Ads LinkedIn Ads Twitter Ads
  4. 4. Outbound leads are usually Skeptical Pressed for time Shopping around Tough to impress Hard to pin down
  5. 5. The Bottom Line 1.Know how the lead was captured and react accordingly 2.Respond immediately 3.Create a Virtuous Feedback Cycle Between Sales and Marketing 4.Get expectations in line
  6. 6. Different types of entry point 1.Consultation/contact request 2.Free trial sign up 3.Content sign up Know your lead source!
  7. 7. Respond immediately 1.Send a calendar invite with the mode of communication 2.Ensure a remind goes out a few minutes prior to the meeting 3.If at any point you don’t hear back, call them.
  8. 8. Respond immediately
  9. 9. Ask questions that help them, not you 1.What are your core success metrics and how are you performing against them? 2.What is missing or under-performing that, if solved, would make a significant difference for your business? 3.What would make this call the best use of your time?
  10. 10. Get sales and marketing in sync 1. Make outcomes and pipeline progress visible to all stakeholders 2. Make sure the ad creative is transparent to sales 3. Have open, non-judgmental conversations with direct feedback 4. Don't be afraid to cut low-quality lead sources 5. Don't be afraid to work leads yourself
  11. 11. Get expectations in line Leads from outbound may close less frequently But some should be closing Cold email prospecting often beats paid ads You need to be aggressive (in a nice way) You have to be at the top of your game
  12. 12. Follow up Set up a follow up meeting with calendar invite Send a meeting recap Answer any and all questions Drip interesting content Follow up by all available means, if appropriate
  13. 13. Contact Me Josh Krafchin @cleverzebo josh@cleverzebo.com

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