Double Your Leads with Marketing Automation

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Watch the webinar replay: http://flightschool.autopilothq.com/video/double-leads-with-marketing-automation/ Try Autopilot free for 30 days: https://autopilothq.com/free-trial.html Are you missing out on up to 50% of your leads? Join Autopilot's CEO Michael Sharkey and CMO Guy Marion as they share their real world experiences on how marketing automation can help your team generate more leads, grow faster and create a more remarkable customer experience. In this webinar, you’ll learn: -How to get started with marketing automation -How to create a lead nurturing program that works -How to personalize your marketing based on behavior to improve adoption, engagement and conversion -How multi-channel marketing can be used to increase response rates

1
Double Your Leads with
Marketing Automation
WEBINAR LIFTS OFF AT 11AM PDT

2
ASK US ANYTHING
#DoubleYourLeads
@AutopilotUS
#DoubleYourLeads

3
Mike Sharkey
CEO and Co-founder, Autopilot
@michaelsharkey
Guy Marion
CMO, Autopilot
@guy_marion
INTRODUCTIONS
#DoubleYourLeads

ABOUT AUTOPILOT
Easy and visual marketing
automation that helps you
create customer journeys with
email, sms and direct mail

5
1. Background
2. Getting started
3. Growing with lead nurturing
4. Takeaways
AGENDA
#DoubleYourLeads

7#DoubleYourLeads
MOST BUSINESSES ARE 1ST TIME BUYERS OF MARKETING AUTOMATION

8
65%
feel marketing can do a
better job staying in touch
LEAD MANAGEMENT IS A TOP PRIORITY
#DoubleYourLeads

ACCELERATING GROWTH WITH NURTURING
30% - 50%
of sales leads are not
ready to buy
#DoubleYourLeads

10
Getting Started with
Marketing Automation

11
1. Organize your contacts
2. Get to know your visitors
3. Capture and grow leads
4. Get a quick win
5. Track and improve results
GETTING STARTED WITH MARKETING AUTOMATION
#DoubleYourLeads

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Visits a website Browses pricing Reads a blog post
Fills out form and
becomes “known”
Tries the product
User clicks an ad1
2 3 4 5
7
8 Chooses not to buy, goes to Nurture
Clicks an email6
#DoubleYourLeads
CONNECTING THE CUSTOMER JOURNEY

13
Grow Your Business
with Lead Nurturing

ATTRACT
Turn strangers and
contacts into leads
ACQUIRE
Convert leads
into sales
GROW
Grow revenue and
customer loyalty
1 2 3
Nurture
#DoubleYourLeads
NURTURING FRAMEWORK

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DIFFERENT USERS, DIFFERENT NEEDS
Build rich customer proﬁles and attain performance goals across all
stages of the journey for your business
Inside Sales Freemium E-Commerce Consulting
NLs
MQLs
SQLs
Opps
Trial Sign Ups
Paid Accounts
Visitors
Shopping Cart
Abandoned
Purchase
Repeat
Lead Magnet
Email
Call
Close
#DoubleYourLeads

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Top
Middle
Bottom
Conversion
New
Thought leadership
Op-ed
Industry trends
Customer proof points
Consumer review sites
Call-to-action
#DoubleYourLeads
NURTURING THE CONTENT FUNNEL

Whitepaper Infographic (Inc.)Blog Best Practices Website
WebinarsVideos
Emails
SAMPLE CONTENT

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Early Stage
“Top of Funnel”
10 days 10 days 10 days to 90 days
Mid Stage
“Accelerator”
Late Stage
“Action Flow”
#DoubleYourLeads

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April 2015 May 2015 June 2015 Total
% of MQL 7.5% 8.3% 9.6% 8.5%
Opens Clicks Unsubscribe
Early Stage 12.1% 0.8% 0.4%
Mid Stage 48.4% 7.2% 0.2%
Late Stage 43.2% 29.1% 0.1%
AUTOPILOT LEAD NURTURING RESULTS

21
Branded Personal
#DoubleYourLeads
RESULTS: HTML VS TEXT ONLY

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autopilothq.com
blog.autopilothq.com
company/autopilot-hq
autopilothq
@autopilotus
@michaelsharkey
@guy_marion
support@autopilothq.com
mike@autopilothq.com
guy@autopilothq.com
Q&A

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Double Your Leads with Marketing Automation

1. 1 Double Your Leads with Marketing Automation WEBINAR LIFTS OFF AT 11AM PDT

2. 2 ASK US ANYTHING #DoubleYourLeads @AutopilotUS #DoubleYourLeads

3. 3 Mike Sharkey CEO and Co-founder, Autopilot @michaelsharkey Guy Marion CMO, Autopilot @guy_marion INTRODUCTIONS #DoubleYourLeads

4. ABOUT AUTOPILOT Easy and visual marketing automation that helps you create customer journeys with email, sms and direct mail

5. 5 1. Background 2. Getting started 3. Growing with lead nurturing 4. Takeaways AGENDA #DoubleYourLeads

6. 6 Background

7. 7#DoubleYourLeads MOST BUSINESSES ARE 1ST TIME BUYERS OF MARKETING AUTOMATION

8. 8 65% feel marketing can do a better job staying in touch LEAD MANAGEMENT IS A TOP PRIORITY #DoubleYourLeads

9. ACCELERATING GROWTH WITH NURTURING 30% - 50% of sales leads are not ready to buy #DoubleYourLeads

10. 10 Getting Started with Marketing Automation

11. 11 1. Organize your contacts 2. Get to know your visitors 3. Capture and grow leads 4. Get a quick win 5. Track and improve results GETTING STARTED WITH MARKETING AUTOMATION #DoubleYourLeads

12. 12 Visits a website Browses pricing Reads a blog post Fills out form and becomes “known” Tries the product User clicks an ad1 2 3 4 5 7 8 Chooses not to buy, goes to Nurture Clicks an email6 #DoubleYourLeads CONNECTING THE CUSTOMER JOURNEY

13. 13 Grow Your Business with Lead Nurturing

14. ATTRACT Turn strangers and contacts into leads ACQUIRE Convert leads into sales GROW Grow revenue and customer loyalty 1 2 3 Nurture #DoubleYourLeads NURTURING FRAMEWORK

15. 15 DIFFERENT USERS, DIFFERENT NEEDS Build rich customer proﬁles and attain performance goals across all stages of the journey for your business Inside Sales Freemium E-Commerce Consulting NLs MQLs SQLs Opps Trial Sign Ups Paid Accounts Visitors Shopping Cart Abandoned Purchase Repeat Lead Magnet Email Call Close #DoubleYourLeads

16. 16 Top Middle Bottom Conversion New Thought leadership Op-ed Industry trends Customer proof points Consumer review sites Call-to-action #DoubleYourLeads NURTURING THE CONTENT FUNNEL

17. Whitepaper Infographic (Inc.)Blog Best Practices Website WebinarsVideos Emails SAMPLE CONTENT

18. 18 Early Stage “Top of Funnel” 10 days 10 days 10 days to 90 days Mid Stage “Accelerator” Late Stage “Action Flow” #DoubleYourLeads

19. 19 DEMO

20. 20 April 2015 May 2015 June 2015 Total % of MQL 7.5% 8.3% 9.6% 8.5% Opens Clicks Unsubscribe Early Stage 12.1% 0.8% 0.4% Mid Stage 48.4% 7.2% 0.2% Late Stage 43.2% 29.1% 0.1% AUTOPILOT LEAD NURTURING RESULTS

21. 21 Branded Personal #DoubleYourLeads RESULTS: HTML VS TEXT ONLY

22. 22 Repurpose content and write with a person in mind Develop content for 3 types of readers Subject lines: 6-10 words for highest open rates Be consistent - space your emails 10 days apart Personalize to deliver 6x higher transaction rates Send from a real person - not “noreply@company.com” Include headshot for an added human touch #DoubleYourLeads LEAD NURTURING PRO TIPS

23. 23 TAKEAWAYS

24. 24 1. Grow your marketing database by segmenting contacts, tracking activities, and capturing leads with content 2. Get a quick win with a newsletter, oﬀer, or survey that reveals baseline customer engagement and loyalty towards your brand 3. Attract customers and new sales-ready leads by nurturing early-stage buyers with high-converting content and relevant calls to action #DoubleYourLeads SUMMARY

25. 25 autopilothq.com blog.autopilothq.com company/autopilot-hq autopilothq @autopilotus @michaelsharkey @guy_marion support@autopilothq.com mike@autopilothq.com guy@autopilothq.com Q&A

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