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EchoQuote for B2B Lead Conversion

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This presentation describes a B2B Lead Conversion strategy using EchoQuote to generate and convert sales ready leads.

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EchoQuote for B2B Lead Conversion

  1. 1. Convert the Conversations
  2. 2. So, you want to convert Social Media conversations into Leads? Potential Customers Goal: More High-Quality Leads Webinars Tradeshows Email Blasts Lunch&Learns SEO PayPerClick WEBSITE CONVERSION PRWeb 1 of 9
  3. 3. Conversions Require A Strong Offer Potential Customers Webinars Tradeshows Email Blasts Lunch&Learns SEO PayPerClick PRWeb 2 of 9 High-Quality Leads To convert you need a strong offer.
  4. 4. Conversions Require A Strong Offer Potential Customers Webinars Tradeshows Email Blasts Lunch&Learns SEO PayPerClick PRWeb 3 of 9 High-Quality Leads But, what makes a strong offer?
  5. 5. Defining Strong Offer Criteria High-Quality Leads Potential Customers 4 of 9 <ul><li>must have high value to prospects </li></ul><ul><li>should appeal to serious prospects more than casual ones </li></ul><ul><li>should appeal to prospects early in their buying process </li></ul><ul><li>should only be available from your website ( scarcity ) </li></ul><ul><li>must be easy to act on by the prospect </li></ul>A Strong Offer …
  6. 6. Defining Strong Offer Criteria Potential Customers 4 of 9 A Strong Offer … <ul><li>must have high value to the prospects </li></ul><ul><li>should appeal to serious prospects more than casual ones </li></ul><ul><li>should appeal to prospects early in their buying process </li></ul><ul><li>should only be available from your website ( scarcity ) </li></ul><ul><li>must be easy to act on by the prospect </li></ul>So, what does research show is the #1 offer that meets this criteria? High-Quality Leads
  7. 7. Serious B2B Prospects are Looking for Pricing 5 of 9 Pricing
  8. 8. Serious B2B Prospects are Looking for Pricing 5 of 9 We now know serious prospects need budgetary pricing, but at what point in the sales cycle ?
  9. 9. Prospects Need Pricing Early in their Research 6 of 9 Pricing
  10. 10. Prospects Need Pricing Early in their Research 6 of 9 Contrary to what most people think, prospects need budgetary pricing early in the Awareness and Research Phases Pricing
  11. 11. Using the Need for Pricing to Convert EchoQuote TM uses the need for pricing to convert serious prospects during the Awareness and Research phases of the sales cycle before the prospect formulates his Decision Criteria . B2B Sales Cycle 7 of 9 <ul><li>Pricing </li></ul><ul><li>(Budget Fit) </li></ul>
  12. 12. EchoQuote Ties In Sales For Pricing Requests 8 of 9 PROSPECTIVE CUSTOMERS <ul><li>Magazines </li></ul><ul><li>Television Ads </li></ul><ul><li>Radio </li></ul><ul><li>Direct Mail </li></ul><ul><li>eBrochures </li></ul><ul><li>Webinars </li></ul><ul><li>Case Studies </li></ul><ul><li>Free Trials </li></ul>Marketing Sales Internet Marketing Your Website Self-Service Pricing Request
  13. 13. Sales Qualifies and Approves Requests passing Ownership 8 of 9 PROSPECTIVE CUSTOMERS <ul><li>Magazines </li></ul><ul><li>Television Ads </li></ul><ul><li>Radio </li></ul><ul><li>Direct Mail </li></ul><ul><li>eBrochures </li></ul><ul><li>Webinars </li></ul><ul><li>Case Studies </li></ul><ul><li>Free Trials </li></ul>Marketing SALES , not marketing qualifies and approves pricing requests creating ownership Internet Marketing Your Website Pricing Request Quote is Emailed
  14. 14. You Do The Fun Stuff, We’ll Convert It Into Quality Leads High-Quality Leads Webinars Tradeshows Email Blasts Lunch&Learns SEO PayPerClick PRWeb 9 of 9
  15. 15. Thank You.

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