Lead Nurturing and Workflows using HubSpot presented at the Cape Town HubSpot User Group on 4 December.

1. LEADNURTURING
&WORKFLOWS
DECEMBER 2014
@CAPETOWNHUG
#CAPETOWNHUG
HTTP://CAPETOWN.HUBSPOTUSERGROUPS.COM

2. WHERE DOES WORKFLOW FIT IN?

3. WHY LEAD NURTURING?

4. COMPANIES THAT EXCEL AT LEAD
NURTURING GENERATE 50% MORE
SALES READY LEADS AT 33% LOWER
COST.
(FORRESTER)
COMPANIES THAT AUTOMATE LEAD
MANAGEMENT SEE A 10% OR
GREATER INCREASE IN REVENUE IN
6-9 MONTHS.
(GARTNER)

5. INTERNAL USES OF WORKFLOW
1. LEAD ROUTING
2. ALERTS & REMINDERS

6. EXTERNAL USES OF WORKFLOW
1. “LEAD” NURTURING & MAINTENANCE
2. “MARKETING QUALIFIED LEAD” NURTURING
3. “SALES QUALIFED LEAD” NURTURING
4. ANNIVERSARIES / BIRTHDAY WISHES
5. CUSTOMER WELCOME

7. CONTENT vs. BUYING STAGE

8. MAPPING THE BUYER JOURNEY

9. COMPONENTS OF NURTURING PROGRAMME
1. EMAIL
2. LISTS
3. WORKFLOW

10. WORKFLOW APPLICATION

11. CREATE NEW WORKFLOW
Reminders
Birthdays, Anniversaries
Increment date if annual

12. STARTING CRITERIA
BY USING LISTS YOU ARE
WARNED IF A
WORKFLOW ALREADY
EXISTS FOR THIS LIST

13. GOAL LISTS STOP WORKFLOW
AND ALLOWS FOR REPORTING, WHAT IS
YOUR WORFLOW OBJECTIVE?

14. CONFIGURING WORKFLOW

15. CONFIGURING: SUPPRESSSION & PRIORITY

16. SETTING UP STEPS

17. DELAY
SEND AN EMAIL
SEND AN INTERNAL EMAIL
SEND AN INTERNAL SMS

18. SET A CONTACT PROPERTY
ADD TO/REMOVE FROM LIST
INCREMENT NUMERIC VALUE
TRIGGER A WEBHOOK

19. WHAT’S NEW – BRANCH LOGIC

20. WHAT’S NEW – PAGE VISIT

21. MEASURING & OPTIMISING

22. BE A HUMAN
1. WHICH EMAILS DO YOU OPEN?
2. WRITE IN FIRST PERSON
3. NEVER SEND FROM “NOREPLIES@BRAND.COM”

23. CALL TO ACTIONS IN EMAIL
1. ENCOURAGE PEOPLE TO REPLY
2. AUTOMATED LINK – CLICK ON THIS LINK TO SETUP
MEETING, DEMO, TRIAL AS SECONDARY CALL TO
ACTION.

24. QUESTIONS?
NEXTDATES
12 MARCH – CRM & CASE STUDY
25 JUNE – SOCIAL MEDIA / INTEGRATIONS
17 SEPTEMBER – INBOUND ROUND UP & NEW FEATURES
3 DECEMBER – DEVELOPING & DISTRIBUTING CONTENT
@CAPETOWNHUG
#CAPETOWNHUG
HTTP://CAPETOWN.HUBSPOTUSERGROUPS.COM