Lead Follow Up

What’s Coming

oWho am I?oWhere do emedia leads come from?oLead ConversionoFollow up best practicesoQuestions

Subscriber List Build Processo Initial data records acquired from reputable 3rd parties with up to

date demographics.

o Telemarketing teams then contacted data records to outline subscription offer

o Telemarketers outline what the bulletin is, who is publishing it and the type of content to expect in the bulletin (Free tips, guides, whitepapers, exclusive offers, new products, events and seminars etc. )

o Subscription details gathered including email addressConfirmation

o All subscribers double opted-in to bulletins.

Subscriber List Build Processo Initial data records acquired from reputable 3rd parties with up to

date demographics.

o Telemarketing teams then contacted data records to outline subscription offer

o Telemarketers outline what the bulletin is, who is publishing it and the type of content to expect in the bulletin (Free tips, guides, whitepapers, exclusive offers, new products, events and seminars etc. )

o Subscription details gathered including email addressConfirmation

o All subscribers double opted-in to bulletins.

Subscriber List Build Processo Initial data records acquired from reputable 3rd parties with up to

date demographics.

o Telemarketing teams then contacted data records to outline subscription offer

o Telemarketers outline what the bulletin is, who is publishing it and the type of content to expect in the bulletin (Free tips, guides, whitepapers, exclusive offers, new products, events and seminars etc. )

o Subscription details gathered including email addressConfirmation

o All subscribers double opted-in to bulletins.

Subscriber List Build Processo Initial data records acquired from reputable 3rd parties with up to

date demographics.

o Telemarketing teams then contacted data records to outline subscription offer

o Telemarketers outline what the bulletin is, who is publishing it and the type of content to expect in the bulletin (Free tips, guides, whitepapers, exclusive offers, new products, events and seminars etc. )

o Subscription details gathered including email addressConfirmation

o All subscribers double opted-in to bulletins.

Subscriber List Build Processo Initial data records acquired from reputable 3rd parties with up to

date demographics.

o Telemarketing teams then contacted data records to outline subscription offer

o Telemarketers outline what the bulletin is, who is publishing it and the type of content to expect in the bulletin (Free tips, guides, whitepapers, exclusive offers, new products, events and seminars etc. )

o Subscription details gathered including email addressConfirmation

o All subscribers double opted-in to bulletins.

Subscriber Journey

Subscriber clicks headline #2

o Email received

o Subscriber sees your Headline, it sparks an interest and they click to

learn more

Subscriber Journey

Subscriber clicks headline #2

o Email received

o Subscriber sees your Headline, it sparks an interest and they click to

learn more

Subscriber Journey

Subscriber clicks to download asset

o Subscriber redirected to body text

o Key outcomes of asset presented in clear,

engaging copy

o Subscriber engages with message and clicks to download

asset

Subscriber Journey

Subscriber clicks to download asset

o Subscriber redirected to body text

o Key outcomes of asset presented in clear,

engaging copy

o Subscriber engages with message and clicks to download

asset

Subscriber Journey

Subscriber clicks to download asset

o Subscriber redirected to body text

o Key outcomes of asset presented in clear,

engaging copy

o Subscriber engages with message and clicks to download

asset

Consider This

We have now generated a learning need using your research and insight

If a subscriber has a “Need” to learn about something, the most common reason is because the topic is relevant to them.

If we then consider that most readers are Decision Makers for your solution and also that the content they are downloading is thought leadership relevant to your solution, it makes sense that you should now be in contact

Consider This

We have now generated a learning need using your research and insight

If a subscriber has a “Need” to learn about something, the most common reason is because the topic is relevant to them.

If we then consider that most readers are Decision Makers for your solution and also that the content they are downloading is thought leadership relevant to your solution, it makes sense that you should now be in contact

Consider This

We have now generated a learning need using your research and insight

If a subscriber has a “Need” to learn about something, the most common reason is because the topic is relevant to them.

If we then consider that most readers are Decision Makers for your solution and also that the content they are downloading is thought leadership relevant to your solution, it makes sense that you should now be in contact to uncover that Need with them and match it with your solution

Subscriber Journeyo Subscriber

redirected to submission page

o Subscriber details

pre-populated on the right

o T&C’s displayed under SUBMIT

Subscriber Journeyo Subscriber

redirected to success page for

4 seconds

o Redirected to advertiser’s

website

o Receives email with asset

Still to come

oWho am I?oTopic for today: Lead Conversions

oLead ConversionoFollow up best practicesoQuestions

Lead Conversion

Directly impacted by your Sales Process – Here is an Example.....

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Sales Process

• INTRO/HOOK – Hi, I’m calling from xxxx about.....

• QUESTIONING – So, tell me about your current environment

• SUMMARY – so, you do this this & this and you would like to be able to do this, this & this. (insert your pitch here) From

what we have just covered, are you confident that we can suit you better than your current solution?

• CLOSE – Are you happy to move forward now?

Example only*

Still to come

oWho am I?oTopic for today: Lead Conversions

oWhere do emedia leads come from?oFollow up best practices

oQuestions

Best Practice 1 of 3

A short “service orientated” email is a great way of preparing your lead for contact

(I suggest creating a template email and then personalising with the leads name and company name where applicable) which contains the following components;

The email should be fairly short.

Attach the asset used in the bulletin or a link to itHi XXXX, My name is XXXX, I am the XXXX(Advertiser’s role) at XXXXX(Advertiser’s Company). I am touching base to ensure you have received the XXXXX

Paper that you requested on Thursday through the XXXX Bulletin. I have attached the paper just in case you had any problems accessing it. If you have any questions about the information or think there something I can help you with further, please let me know. Otherwise, I will touch base with you before Tuesday next week to talk about your XXXXXXX (relevant to your solution I.E IT Security) needs and

how XXXXX(your company) can help with your goals. Please don’t hesitate to contact me using the below details and feel free to visit our site and have a look around XXXXX@XXXXX.com.au

Best Practice 1 of 3

A short “service orientated” email is a great way of preparing your lead for contact

(I suggest creating a template email and then personalising with the leads name and company name where applicable) which contains the following components;

The email should be fairly short.

Attach the asset used in the bulletin or a link to itHi XXXX, My name is XXXX, I am the XXXX(Advertiser’s role) at XXXXX(Advertiser’s Company). I am touching base to ensure you have received the XXXXX

Paper that you requested on Thursday through the XXXX Bulletin. I have attached the paper just in case you had any problems accessing it. If you have any questions about the information or think there something I can help you with further, please let me know. Otherwise, I will touch base with you before Tuesday next week to talk about your XXXXXXX (relevant to your solution I.E IT Security) needs and

how XXXXX(your company) can help with your goals. Please don’t hesitate to contact me using the below details and feel free to visit our site and have a look around XXXXX@XXXXX.com.au

Best Practice 2 of 3Referring to the bulletin or the asset specifically will

give context to your call and provide a “hook” (reason to take your call)

The follow up email The Content offer The Bulletin

as your “hook” into the conversation and then employ your sales process.

Best Practice 2 of 3Referring to the bulletin or the asset specifically will

give context to your call and provide a “hook” (reason to take your call)

The follow up email The Content offer The Bulletin

as your “hook” into the conversation and then employ your sales process.

Best Practice 2 of 3Referring to the bulletin or the asset specifically will

give context to your call and provide a “hook” (reason to take your call)

The follow up email The Content offer The Bulletin

as your “hook” into the conversation and then employ your sales process.

Best Practice 3 of 3Pushing through the first objection is important as it’s not always an objection. Remember,

the subscriber’s actions have already told you that your solution is relevant and that they make or influence relevant decisions

I was just doing some research, OK, That’s great!Thanks.... Is that because your company had,

or Has, IT Security Problems........

When do you review your Security?

Find a way to combine all 3 Best Practicesin your follow up and you should

see higher lead conversion

Best Practice 3 of 3Pushing through the first objection is important as it’s not always an objection. Remember,

the subscriber’s actions have already told you that your solution is relevant and that they make or influence relevant decisions

I was just doing some research, OK, That’s great!Thanks.... Is that because you’ve had IT Security Problems?

Being a leading authority in that area, we have a Library of content and physical solutions that could help...... When do you review?

Find a way to combine all 3 Best Practicesin your follow up and you should

see higher lead conversion

Best Practice 3 of 3Pushing through the first objection is important as it’s not always an objection. Remember,

the subscriber’s actions have already told you that your solution is relevant and that they make or influence relevant decisions

I was just doing some research, OK, That’s great!Thanks.... Is that because you’ve had IT Security Problems?

Being a leading authority in that area, we have a Library of content and physical solutions that could help...... When do you review?

Find a way to combine all 3 Best Practicesin your follow up and you should

see higher lead conversion

Still to come

oWho am I?oTopic for today: Lead Conversions

oWhere do emedia leads come from?oWhy do you need to know?oFollow up best practices

oQuestions

Let us know if you have any questions