The document provides tips on how to find, influence, and convert more prospects into customers. It recommends engaging prospects early before they become active buyers through publishing your own content. It also stresses understanding your customers, products, and objectives. Additionally, it suggests practicing customer-centric selling daily as sales and marketing is too important to leave solely to sales and marketing teams. The document outlines developing a marketing plan by defining customer targets, their interests and goals, where to find them, and how to best engage them. It also provides examples of developing content calendars and strategies for repurposing content.

1. How to Find , Influence & Convert More Prospects Into Customers Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing Event hashtag: #loopfuse

4. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles) #loopfuse

6. Calculating what you need #loopfuse Assumptions Product A ASP $ 15,000 Product B ASP $ 50,000 Opp/Close % 33.0% Lead/Opp % 10.0% Product A CPL $ 15 Product B CPL $ 35 Q1 2010 Q2 2010 Q3 2010 Q4 2010 TOTALS Product A Sales # 50 56 63 69 238 Product B Sales # 8 9 10 11 38 Total Sales # 58 65 73 80 276 Product A Sales $ $ 742,500 $ 841,500 $ 940,500 $1,039,500 $ 3,564,000 Product B Sales $ $ 412,500 $ 453,750 $ 495,000 $ 536,250 $ 1,897,500 Total Sales $ $1,155,000 $1,295,250 $1,435,500 $1,575,750 $ 5,461,500 Product A Pipeline # 150 170 190 210 Product B Pipeline # 25 28 30 33 Total Pipeline # 175 198 220 243 Product A Pipeline $ $2,250,000 $2,550,000 $2,850,000 $3,150,000 Product B Pipeline $ $1,250,000 $1,375,000 $1,500,000 $1,625,000 Total Pipeline $ $3,500,000 $3,925,000 $4,350,000 $4,775,000 Product A Leads 1500 1700 1900 2100 Product B Leads 250 275 300 325 Total Leads 1750 1975 2200 2425 8350 Product A Lead Budget $ 22,500 $ 25,500 $ 28,500 $ 31,500 Product B Lead Budget $ 8,750 $ 9,625 $ 10,500 $ 11,375 Total Lead Budget $ 31,250 $ 35,125 $ 39,000 $ 42,875 $ 148,250

8. Your customers

10. What do customers care about? #loopfuse

11. The buying progression Solution Problem/Pain Objective/Outcome #loopfuse

13. Custom messages by role #loopfuse

17. Your anchor #loopfuse

18. Planning content Theme 1 Week 1 Theme 2 Theme 3 Theme 4 Week 2 Week 3 Week 4 #loopfuse

19. Editorial calendar example #loopfuse

20. “Reactive proactive” #loopfuse

21. Repurposing #loopfuse

25. Leads & Opportunities #loopfuse

29. Don ’t forget… [email_address]

30. Questions? #loopfuse [email_address]