best practices lead nurturing - webinar for rain today
DESCRIPTION
Presentation on B2B Lead Nurturing, delivered on behalf of RainToday recently. In this webinar, Jeff Ogden, President of Find New Customers (www.findnewcustomers.com) shared tips on creating lead nurturing programs that really work in B2B marketing.TRANSCRIPT
Nurture Leads and Sell More
How to Earn Buyers’ Trust and Grow Your Revenue
Jeff Ogden, the Fearless CompetitorFounder and PresidentFind New Customers “Lead Generation Made Simplewww.findnewcustomers.com
Creator and Host, Marketing Made Simple TVwww.marketingmadesimple.tv
Award-winning B2B marketing expert
@fearlesscomp on [email protected]
“Selling is easy. Earning the Trust of Strangers is Hard”- Opening statement in How to Find New Customers
Our Agenda
Topics we will cover today:• The Need for care• Earning trust• Win micro-decisions• Story-telling and content marketing
THE NEED FOR CARETopic one
Fact: 8 out of 10 visitors to your website are not ready to buyBrian Carroll, MECLabs
Fact: 81% of Marketers rely on emailMarketingSherpa Study
Result:
Be Gentle and REALLY know your buyers
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EARNING TRUSTSection 2
Content Value --determined by person who receives it
Untroubled/Unaware Have Problem Need Solution
InflectionPoint
Whom to Consider? Who is Best? Choose
MICRO-DECISIONSSection 3
Nice to Meet You
Will You Marry Me?
Good and BadBad• Sign up for our product demonstration• Give us your first bornGood• A lot for a little• Some of it’s free• We’ll ask for more later
Forget “How” – higher open rates, more hits, etc.
Focus on “Why” – Why is she thinking about this?
STORY-TELLING AND CONTENT MARKETING
Section 4
Not Just for Bedtime, Marketers Corner the Market on Storytelling (Forbes)
• Seth Godin “Story-telling is successful marketing”• Guy Kawasaki, author and entrepreneur, stresses the
importance of storytelling in his talks and writing. • Rob Walker, NYT columnist and author of Buying In,
had a huge slide behind him that said, “DUHH.” Of course story telling is important! Ask any five-year old.
In an environment where you don’t stand a chance to win anybody’s attention without some magic, a good story might save you and your brand from oblivion.
Can YOU tell a story with your content?
Our Agenda
Topics we covered today:• The Need for care• Earning trust• Win micro-decisions• Story-telling and content marketing
Thank-You!
Jeff Ogden, the Fearless CompetitorFounder and PresidentFind New Customers “Lead Generation Made Simplewww.findnewcustomers.com
Creator and Host, Marketing Made Simple TVwww.marketingmadesimple.tv
Award-winning B2B marketing expert
@fearlesscomp on [email protected]
Check out “10 Things Your CEO Should Know About B2B Demand Generation”