Presentation on B2B Lead Nurturing, delivered on behalf of RainToday recently. In this webinar, Jeff Ogden, President of Find New Customers (www.findnewcustomers.com) shared tips on creating lead nurturing programs that really work in B2B marketing.

1. Nurture Leads and Sell More
How to Earn Buyers’ Trust and Grow
Your Revenue

2. Jeff Ogden, the Fearless Competitor
Founder and President
Find New Customers “Lead Generation Made Simple
www.findnewcustomers.com
Creator and Host, Marketing Made Simple TV
www.marketingmadesimple.tv
Award-winning B2B marketing expert
@fearlesscomp on Twitter
Jeff.ogden@findnewcustomers.com

3. “Selling is easy. Earning the Trust of Strangers is
Hard”
- Opening statement in How to Find New Customers

4. Our Agenda
Topics we will cover today:
• The Need for care
• Earning trust
• Win micro-decisions
• Story-telling and content marketing

5. Topic one
THE NEED FOR CARE

6. Fact:
8 out of 10 visitors to
your website are not
ready to buy
Brian Carroll, MECLabs

7. Fact:
81% of Marketers
rely on email
MarketingSherpa Study

9. Result:

10. Be Gentle and REALLY know your buyers

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12. Section 2
EARNING TRUST

14. Content Value --
determined by
person who receives
it

15. Untroubled/Unaware Have Problem Need Solution
Inflection
Point
Whom to Consider? Who is Best? Choose

17. Section 3
MICRO-DECISIONS

18. Nice to Meet You
Will You Marry
Me?

19. Good and Bad
Bad
• Sign up for our product demonstration
• Give us your first born
Good
• A lot for a little
• Some of it’s free
• We’ll ask for more later

21. Forget “How” – higher open rates, more hits, etc.

22. Focus on “Why” – Why is she thinking about this?

23. Section 4
STORY-TELLING AND CONTENT
MARKETING

24. Not Just for Bedtime, Marketers Corner the
Market on Storytelling (Forbes)
• Seth Godin “Story-telling is successful marketing”
• Guy Kawasaki, author and entrepreneur, stresses the
importance of storytelling in his talks and writing.
• Rob Walker, NYT columnist and author of Buying In, had a
huge slide behind him that said, “DUHH.” Of course story
telling is important! Ask any five-year old.
In an environment where you don’t stand a chance to
win anybody’s attention without some magic, a good
story might save you and your brand from oblivion.

25. Can YOU tell a
story with your
content?

27. Our Agenda
Topics we covered today:
• The Need for care
• Earning trust
• Win micro-decisions
• Story-telling and content marketing

28. Thank-You!

30. Jeff Ogden, the Fearless Competitor
Founder and President
Find New Customers “Lead Generation Made Simple
www.findnewcustomers.com
Creator and Host, Marketing Made Simple TV
www.marketingmadesimple.tv
Award-winning B2B marketing expert
@fearlesscomp on Twitter
Jeff.ogden@findnewcustomers.com
Check out “10 Things Your CEO Should Know
About B2B Demand Generation”