Content is the springboard for lead generation and allows a small business to attract, engage, inform and educate its target market for client conversion. Ideally, it is upon collected data gathered from surveys, interviews and research from which a clear picture of the typical client emerges. Blogs, social media interaction, email, direct mail and telephone based campaigns are then geared to attract, engage and target this client profile.Katie Griffin a will show you exactly how you can start generating leads for your business and walk you through the lead generation process from A to Z.

2. Launch into the world of Lead Generation

5. • What is lead generation ?
• Defining a lead
• Lead Generation Funnels
• Lead Generation Tactics
• Metrics Planning
• Lead Nurturing
Part One
Part Two with Marilyn Benninger, CGA
LinkedIn
Workshop
for Lead
Generation

6. “Lead generation describes the marketing process of stimulating and
capturing interest in a product or service for the purpose of developing
sales pipeline.” ~Marketo

7. Firmagraphic
• Name of Company
• Company Size
• Location
• Revenue
• Number of divisions
• Products / Services sold
• Industry
BANT
• Budget: Can this lead afford your
product or service
• Authority: Is the contact the decision
maker?
• Need: Is there a pain that your product
or service can solve?
• Time: Buying timeframe? Does is align
with your sales cycle?

9. Direct Mail and Email Marketing
Content Marketing
Social Media
Events
Telesales

10. • Articles
• Blogs
• Case Studies
• Checklists
• Ebooks
• Email
• Infographics
• Kits
• Definitive Guides
• Podcasts
• Reference Guides
• Slideshares
• Surveys
• Templates
• Videos
• Webinars
• Whitepapers
• Workbooks

12. 80 % Educational

13. 20 % Promotional /CTA

19. • Timing
• Subject Lines
• Call To Action
• Content

20. • Time of opt-in
• Early Bird
• Time Zone
• Domain

21. • Questions
• Top 5
• You are not alone
• Conversational
Language

22. • Subscribe to Newsletter
• Forward to a friend
• Follow us on Social Media
• Attend an event
• Get a Quote
• Promotional Offer
• Limited Time
• Download Now
• Feedback/Review/Comment
• Survey

23. • Relative
• Short and Sweet
• Pain Point
• Solution
• PROOF READ

24. Canada’s Anti-Spam Legislation
http://fightspam.gc.ca/

25. • Specific Campaigns
• Extremely Targeted
• Launch Event
• Create Awareness
• Introduce to
Community
• No Gimmicks

26. • Attend
• Host
• Webinars
• Trade Shows
• Fairs
• Conferences
• Networking

27. • Be persistent
• Time of day matters
• Day of the week matters
• Proper contact info
• Get past the gatekeeper
• Right technology
Or Call an Expert