Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Welcome!Be sure to join the audio portion of the meeting. See Audio in                the GotoWebinar control panel. Ask q...
Your Hosts:Craig Klein, CEO, SalesNexus.com   18 years as a sales executive. Hiring, training     sales people. Developin...
Email Marketing to Drive Sales? Need more leads   Trouble identifying good prospects   Costly/Difficult to connect with...
The Magic 5 of Effective Content Marketing                 Campaigns 5 Pains 5 Qualifying Questions 5 FAQs
Today we‟ll discuss…1. Define Your Target2. Define Your Customers‟ Pains3. Creating Your Content4. Develop Qualifying Ques...
B2B SalesAn email is not expected to generate a saleAn email is expected to generateinterest, engagement, a conversation o...
Your List is Your Life BloodYou want emails that get results but…• You want them to build your brand• You do not want them...
Content Marketing  Creating engaging content that your audience finds         helpful, informative and entertainingWhere d...
Where do I start? Most busy business owners and sales executives…1. Begin with great intentions2. Find it difficult to wri...
The Magic 5 System• Create 5 educational “content” pieces to email to target contacts• Create 5 qualifying questions to se...
Several Content basedEmails allow interested  prospects to Self       Identify.
Step 1           Who is your target?           #1 factor for success.         Be as specific as possible.
LeadFerretsearch•   Title•   Revenue•   Employees•   SIC Code•   Location500 contactswith emails ea.month
Step 2Define the Pains You SolveThis is the outline of Content Pieces•   One for each of the most common “Pains” your serv...
Example: 5 Ways Pipeline Mgmt Grows the Bottom Line
What is your customer’s Pain?Why do they buy?To fix ??? (that‟s the Technical Pain)Because it costs ??? (that‟s the Busine...
Three Levels of Pain      Personal Pain• Income                Low bonuses, commissions, compensation• Career             ...
In-depth Pain Training Next Week•   What is pain•   Three levels of pain•   Six pain symptoms•   Four tactics to uncover p...
Pain > Headline/Title > Subject LinePain = Working late to handle billing new clientsHeadline = 3 Ways Inefficient Bookkee...
Pain > Headline/Title > Subject Line•   Pain 1 = Subject 1•   Pain 2 = Subject 2•   Pain 3 = Subject 3•   Pain 4 = Subject...
Step 3Create your content! A few tips…• Schedule Time to Work on It!• Articles on other sites• Video interview – you or a ...
Step 3Writing the email…• Sell the content, not the solution, not your company, not  your product!• Make them hurt! Make t...
Step 3
Step 3
Step 3
Step 4               5 Qualifying Questions•   Write 5 questions that softly qualify the prospect•   Goals    •   Gather i...
5 Qualifying QuestionsSofter, more conversational call - “I hope you enjoyed…. I‟m not sure if we‟re a good fit for youbut...
Step 55 FAQsWhat are the questions every prospect asks when they‟reready to buy?• How do you compare with other solutions?...
5 FAQs
Follow these 5 Steps!1. Define Your Target2. Define Your Customers‟ Pains3. Creating Your Content4. Develop Qualifying Que...
Reach a wider audienceBuild your brandIdentify interested leadsConnect difficult accountsFocus sales time on highlyqualifi...
Join us next             Wednesday! Michael Halper, author of “The Cold Calling Equation”              “What’s in it for ...
Special Offer Free 2 hour Email Campaign Consultation    How to find the right email list    Review of current content ...
Special Offer1 Piece Content Campaign• SalesScripter.com profile• Target Market and Campaign Strategy  Consultation• 600 w...
Start Today!FREE for 30 days!Upload your own list with emailsGet 500 contacts w/ emails from LeadFerret!Create templates a...
Magic 5 of content based emails webinar
Magic 5 of content based emails webinar
Magic 5 of content based emails webinar
Magic 5 of content based emails webinar
Magic 5 of content based emails webinar
Upcoming SlideShare
Loading in …5
×

Magic 5 of content based emails webinar

4,751 views

Published on

  • Dating for everyone is here: ❤❤❤ http://bit.ly/2F90ZZC ❤❤❤
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Follow the link, new dating source: ❤❤❤ http://bit.ly/2F90ZZC ❤❤❤
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Magic 5 of content based emails webinar

  1. 1. Welcome!Be sure to join the audio portion of the meeting. See Audio in the GotoWebinar control panel. Ask questions by typing questions in the Questions area of the GotoWebinar control panel. The Magic 5 of Content Based Email Campaigns that Drive Sales
  2. 2. Your Hosts:Craig Klein, CEO, SalesNexus.com  18 years as a sales executive. Hiring, training sales people. Developing lead generation and business development campaigns.Michael Halper, CEO, Launch Pad Solutions, Inc.  Author of “The Cold Calling Equation”. 20 years as a frontline sales, marketing and customer service leader.
  3. 3. Email Marketing to Drive Sales? Need more leads  Trouble identifying good prospects  Costly/Difficult to connect with prospects Email Marketing Minefield  How to build lists?  What and When to send?  How to drive meaningful results – Leads!
  4. 4. The Magic 5 of Effective Content Marketing Campaigns 5 Pains 5 Qualifying Questions 5 FAQs
  5. 5. Today we‟ll discuss…1. Define Your Target2. Define Your Customers‟ Pains3. Creating Your Content4. Develop Qualifying Questions5. Develop FAQ Emails
  6. 6. B2B SalesAn email is not expected to generate a saleAn email is expected to generateinterest, engagement, a conversation or a “lead”
  7. 7. Your List is Your Life BloodYou want emails that get results but…• You want them to build your brand• You do not want them to annoy customers• You want prospects to look forward to your emails and share them• Today you‟ll learn how to send effective emails that aren‟t spam.
  8. 8. Content Marketing Creating engaging content that your audience finds helpful, informative and entertainingWhere do I start?
  9. 9. Where do I start? Most busy business owners and sales executives…1. Begin with great intentions2. Find it difficult to write compelling articles3. End up with very “sales-y” sounding emails
  10. 10. The Magic 5 System• Create 5 educational “content” pieces to email to target contacts• Create 5 qualifying questions to set the bar for sales engagement• Create 5 FAQ emails that answer the questions all buyers ask
  11. 11. Several Content basedEmails allow interested prospects to Self Identify.
  12. 12. Step 1 Who is your target? #1 factor for success. Be as specific as possible.
  13. 13. LeadFerretsearch• Title• Revenue• Employees• SIC Code• Location500 contactswith emails ea.month
  14. 14. Step 2Define the Pains You SolveThis is the outline of Content Pieces• One for each of the most common “Pains” your service addresses• Could be blog post, whitepaper, video, ebook, other people‟s content• Emails “sell” the Pain and the Piece.• Click a link to access the content.
  15. 15. Example: 5 Ways Pipeline Mgmt Grows the Bottom Line
  16. 16. What is your customer’s Pain?Why do they buy?To fix ??? (that‟s the Technical Pain)Because it costs ??? (that‟s the Business Pain)Why do they lose sleep? (that‟s the REAL Pain – emotional!)
  17. 17. Three Levels of Pain Personal Pain• Income Low bonuses, commissions, compensation• Career No recognition, no promotions / career path• Work Environment High workload, poor work–life balance Business Pain• Revenue Low revenue / market share / close rate• Costs High cost of goods sold / labor cost• Customers Poor delivery of services Technical Pain• Processes Slow, broken, or manual processes• Systems Poor system or employee performance• Employees Lack of reliability
  18. 18. In-depth Pain Training Next Week• What is pain• Three levels of pain• Six pain symptoms• Four tactics to uncover pain• SalesScripter www.salesscripter.com
  19. 19. Pain > Headline/Title > Subject LinePain = Working late to handle billing new clientsHeadline = 3 Ways Inefficient Bookkeeping Kills Profits of NewBusinessesSubject Line Examples…“Working late again to bill new clients?”“You choose – bill new clients or spend time with family?”
  20. 20. Pain > Headline/Title > Subject Line• Pain 1 = Subject 1• Pain 2 = Subject 2• Pain 3 = Subject 3• Pain 4 = Subject 4• Pain 5 = Subject 5Example: 4 Ways to „avoid pain #1Example: How XYZ Corp. Fixed Pain #3
  21. 21. Step 3Create your content! A few tips…• Schedule Time to Work on It!• Articles on other sites• Video interview – you or a customer• Customer stories – case studies, testimonials, “don‟t let this happen to you”• Comparison of options/competitors• Book recommendations
  22. 22. Step 3Writing the email…• Sell the content, not the solution, not your company, not your product!• Make them hurt! Make them feel the pain! Remind them how, when and where it hurts! • Has this happened to you? • Is Pain 4 costing you $$$ / time / jobs / customers ?• Make them click to read the content. Include only “teaser” amount of content in the email
  23. 23. Step 3
  24. 24. Step 3
  25. 25. Step 3
  26. 26. Step 4 5 Qualifying Questions• Write 5 questions that softly qualify the prospect• Goals • Gather information • Try to determine if there is any level of need and fit • Identify if the prospect is the right person to talk to • Does it make sense to meet or keep talking?• Examples • How do you feel about your current level of leads that you are producing? • What systems are you currently using to automate and track your email marketing? • Is your email marketing database separate from your CRM database of contacts? • Do you currently have access to a business contact database? • Are you the right person to talk with about this?
  27. 27. 5 Qualifying QuestionsSofter, more conversational call - “I hope you enjoyed…. I‟m not sure if we‟re a good fit for youbut, I wanted to ask a few questions…”Gather valuable informationRegister for eventAsk for appointment, if qualifiedAsk for the order Track the answers! …fields in the CRM
  28. 28. Step 55 FAQsWhat are the questions every prospect asks when they‟reready to buy?• How do you compare with other solutions?• Set up process?• Delivery time?• Steps in process?• Difficulty of set up/installation?• Customer Service options? Return/refund policy?
  29. 29. 5 FAQs
  30. 30. Follow these 5 Steps!1. Define Your Target2. Define Your Customers‟ Pains3. Creating Your Content4. Develop Qualifying Questions5. Develop FAQ Emails
  31. 31. Reach a wider audienceBuild your brandIdentify interested leadsConnect difficult accountsFocus sales time on highlyqualified prospectsBuild lasting relationshipsHigher Close Rate
  32. 32. Join us next Wednesday! Michael Halper, author of “The Cold Calling Equation” “What’s in it for me?” “Building a Successful Marketing and Sales Process by Identifying Customer‟s Pain”January 23rd at 4pm ETRegister here - SalesNexus.com/resources/webinars
  33. 33. Special Offer Free 2 hour Email Campaign Consultation  How to find the right email list  Review of current content  Suggestions on new content  Review of current campaigns Subscribe to SalesNexus before Monday – January 23rd
  34. 34. Special Offer1 Piece Content Campaign• SalesScripter.com profile• Target Market and Campaign Strategy Consultation• 600 word Content Piece Copy Writing• Email Design and Copy Writing• Campaign Set up and Training• Cost: $ 600
  35. 35. Start Today!FREE for 30 days!Upload your own list with emailsGet 500 contacts w/ emails from LeadFerret!Create templates and campaignsSend blasts (up to 50,000 each month!)Generate Leads!Close Sales!

×