Learn how to ROCK your lead generation from the experts at ToutApp and LaunchBit. Key Topics Covered: Elizabeth from LaunchBit covered tactical content to improve your lead generation including: Packaging content into ebooks, pdfs, whitepapers, building and optimizing landing pages. Driving traffic: through email, through ads, through other channels, analyzing your results and using drip marketing to cultivate your audience. And, TK from ToutApp covered tactical content on how you can take those leads and convert them: How to actually write a cold-email to generate leads. So you've got leads, now what? 3 real tactics on how to follow up and get them engaged. Anyone can handle a small number of leads, what do you do when you've got hundreds? How do you scale your sales? Emails are a great start, when should you actually get on the phone with those leads?

1. How to ROCK your
Lead Generation
+

2. Elizabeth Yin
CEO, LaunchBit
TK
Chief Happiness Officer,
ToutApp

3. About LaunchBit
✓Ad Network for Email
✓We help advertisers reach their target
demographics through email channels.
✓And, we help email publishers monetize their
emails.
✓Email advertising is best for lead generation and
for increasing the size of your company’s mailing
list, which has been shown over and over to be a
great source for repeat sales.

4. About ToutApp
✓Complete Sales Communications Platform
✓Plugs into Gmail, Outlook, Salesforce and more...
✓Streamlines emails and phone calls
✓Tracks day to day emails, presentations, calls
✓Keeps CRM updated
✓Real-Time analytics
Learn more at: http://toutapp.com

5. Agenda
✓Introductions
- How do top advertisers do lead generation?
- How to do lead generation via cold emailing
- You’ve got leads. How do you follow up?
- Q&A

6. Lead Generation
In marketing, lead generation is the generation of consumer interest or inquiry into
products or services of a business.
Leads can be generated for purposes such as list building, e-newsletter list
acquisition or for sales leads.The methods for generating leads typically fall under
the umbrella of advertising, but may also include non-paid sources such as organic search
engine results or referrals from existing customers.
Businesses strive to generate 'quality' leads. Quality is usually determined by the
propensity of the inquirer to take the next action towards a purchase.

7. How top advertisers do lead
generation

8. So, why will they buy
from you?
Consumers don’t know you

9. Lead generation
is like a cocktail party

10. Generate leads effectively
Cocktail Party
Lead generation
Go to a
party
Meet
people
Introduce
yourself
Be
engaging
Follow up
Follow up
Be
engaging
Get
signups
Get
traffic
Take out an
ad
campaign

11. Get traffic: text ads yield high CTRs
1%+ click-through rate banners are rare

12. Get traffic
Freebies yield high CTRs
E-books do especially well

13. Get traffic:
Addressing Myths
*In the LaunchBit ad network
• Adding a price kills click-through-rate
• Adding faces to your creative is a wash
• Calls-to-action, “fake buttons” are not
important

14. Get signups: Use a landing page builder
• Use a landing page builder
• Kickoff Labs
• Unbounce
• LaunchRock
• Experiment, experiment, experiment

15. Get signups:
Compelling content wins
• Even with Kickoff
Labs branding, 41%
conversion!
• Explain specifically
what you will learn
• Urgency
• Easy call-to-action

16. Get signups:
Detailed signups are OK

17. Get signups:
Preview limited content or product

18. Be Engaging:
Where do you get content?
• Your blog posts
• Curated from web (give credit, of course)
• Interviews with Experts
• Pictures
• Case studies & examples
• Top “10” lists
• Creative commons
• Your images

19. Be Engaging:
Deliver engaging content
This ebook is
literally a book

20. Follow up: Educate

21. Follow up: add urgency to offers

22. Questions?
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads

23. But wait, What about cold
calling? Cold emailing?

24. Lead Gen. Workflow
Initial
Outreach
Th
“FolloLead List
Find
Leads
Develop
Valuable
Content

25. We took time to write
a book, create videos,
and valuable blog entries,
about topics our leads care
about.

26. Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads
Leads from
Email
Automation
Outreach w/Content
Nurture

27. Lead Gen. Workflow
Initial
Outreach
Th
“FolloLead List
Find
Leads
Develop
Valuable
Content

28. Tactics for Finding Leads
✓Search LinkedIn based on Title and Location
✓Find companies SIMILAR TO existing customers
✓Twitter followers of industry influencers
✓Crunchbase

29. Search LInkedIn Profiles

30. Search Company Profiles

31. Search Similar Companies

32. Twitter Followers

33. Crunchbase
(great for Startups)

34. I’ve got Leads. Now what?

35. Sales Workflow
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads
Leads from
Prospecting
Nurture

36. Rules of Engagement
✓Keep it short and simple
✓Don’t try to close a deal on the first email
✓Personalize, Personalize, Personalize
✓Keep it short, seriously.

37. Initial
Outreach
Spam
Website
Clicks
Inbound
Leads
Leads from
Email
Automation
Ignores
Reads
Presentation
Forwards
Replies

38. Initial
Outreach
Spam
Website
Clicks
Inbound
Leads
Leads from
Email
Automation
Ignores
Reads
Presentation
Forwards
Replies
NO
CLUE
ZONE

40. Follow Up, and Add Value
✓Make templates around your followups
✓Follow up based on their engagement
✓Follow up at the right time
✓Teach them something every time

41. Did you
get my
email?
Don’t cold call.
Cold email, then follow up.

42. 5x5
Scale Outreach with a Drip
✓Create 5 emails designed around Outreach,
Following Up and ProvidingValue
✓Send it every 5 days.
✓With the 5x5 drip, get a cold lead from not
knowing you to trusting you because you
provided value
✓Don’t sell, they’ll just want out then

43. Tout streamlines communications in your
Sales Workflow
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads

44. About ToutApp
✓Complete Sales Communications Platform
✓Plugs into Gmail, Outlook, Salesforce and more...
✓Email and Presentation Tracking
✓Powerful Templates
✓Real-Time analytics

46. ?Types of Tracking:
✓Read tracking
✓Click tracking
✓Presentations tracking
✓Reply tracking
Website
ClicksReads
Presentation
Forwards
Replies

47. Sales Workflow
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads
Leads from
Email
Automation
Nurture
Each step in the workflow
requires one or more repetitive emails.
=

48. Email Templates
✓Saves you time
✓Makes sure you don’t forget details
✓Drives consistent messaging
✓Helps you measure effectiveness

49. Template Analytics

50. Just Google:
“kickass emails”
or
sales101.toutapp.com

51. LaunchBit
is an Email Ad Network
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads

55. toutapp.com
Initial
Outreach
The
“Follow Up”
Meet
Call
Demo
$$$
Inbound
Leads
launchbit.com
Next Steps