www.FDIAttraction.com

How to Capture, Nurture

& Land Investors in

your Region

By Xavier Hurtado

FDI Attraction Facilitator

Marketing Strategies & Tools to

Attract Industrial, Commercial and

Touristic projects to your region.

FDI Attraction Academy

STEP 3

Strengthening Communities … One Economic Development Professional at a time!

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Mail: strategy@fdiattraction.com

Strengthening Communities … One Economic Development Professional at a time!

What we covered on our Previous Step:

Step 2: 7 Marketing Strategies & Tools to

Develop a Global Investor Attraction Website

1.Global Investor Friendly Website

2.Social Proof: testimonials & case studies

3.Search Engine Friendly Website

4.Technology Friendly Website

5.Website Makeover

6.Investment calculators creation

7.Investor capturing & landing forms

To go through them again go to www.fdiattraction.com/step-2

Strengthening Communities … One Economic Development Professional at a time!

STEP 3 - Marketing tools to Capture, Nurture & Land

Investors in your Region

Today we'll cover 7 strategic tools

that will help capture and nurture

relationships with potential

investors.

Make sure you take notes at each

stage of the process so that you

can implement these steps while

you build your campaign to attract

investors to your region.

Each one of the steps, will have a

link that will direct you to use the

tool we explain there. We

encourage you to click on each one

of them and do the exercise we

suggest you do.

Strengthening Communities … One Economic Development Professional at a time!

The Investor Process to Land in your Region

1. Suspect: potential investors you

meet at a trade show, association or

discussion group on Linked In.

2. Prospect: Subjects that got

interested in your website and

registered for an ebook or webinar.

3. Lead: Prospects that keep on

visiting your website thanks to your

follow up communications

4. Opportunity: Leads that already

trust you and request a Consultation

Call or to visit your Region

5. Investor: An Opportunity that

decides to Invest in your region.

This graph will show you the process in which Potential Investors will go with every touch

point that you perform with them.

This week we will focus on the tactics and tools that will help you

to transform SUSPECTS into INVESTMENT OPPORTUNITIES.

Suspect Prospect Lead Opp Investor

Investor Nurturing

Early Mid Late

Strengthening Communities … One Economic Development Professional at a time!

What we’ll cover today:

7 Marketing Strategies & Tools to

Capture, Nurture & Land Investors in your Region

1. Investor Nurture Marketing

2. Investor Scoring & Management

3. Investor Assessment & Conversion

Marketing

4. Local Supply Chain Vertical

Leadership to Facilitate Investment

5. Investor Start Up Facilitation

6. Investor Future Regional Projection

7. Investment tour Marketing

Strengthening Communities … One Economic Development Professional at a time!

Investor Nurture Marketing: Action Triggered

1. Today, Investors require from 7 to 20 touch points to climb up the TRUST

LADDER: Know – Like – Trust. If you met a potential investor at a Trade Show or

Webinar, how do you Grow the Relationship?

We invite you to http://Nurturing.FDIAttraction.com and check out the 3

complementary tools shown there to nurture the relationship with Investors. They

will help you with Instant Capturing & Follow Up Sequenced campaigns!

Great tools to transform SUSPECTS into INVESMTENT OPPORTUNITIES!

How about answering the

10 most frequently asked

questions about your

regional investment

opportunity automatically

after you first met with

potential investors?

Strengthening Communities … One Economic Development Professional at a time!

Investor Nurture Marketing: Making it Personal

2. Conquering a Potential Investor’s Trust is a matter of Personal Details.

SendOutCards is a great way to upload your personal handwriting font to an

online tool where you can personalize or even automate sending “THANK YOU”

or “GREETING” cards to your contacts on regular mail from your own computer

at a very affordable rate.

To learn how to upload your handwriting font and personalize your system

contact us at strategy@FDIAttraction.com

Can you Imagine the

impact that you will

have on a Potential

Investor if he receives a

personalized card,

handwritten by you on

regular mail (Not

Email)?

Strengthening Communities … One Economic Development Professional at a time!

3. Do you have a software in place that allows you to monitor, track and score the

behavior of your potential investors on your website?

How would you like to be able to contact a potential investor when he is ready to

have a discussion with you instead of cold-calling?

To learn more how a tool like this works request a FREE DEMO at

http://NurturingTool.FDIAttraction.com

Investor Scoring and Management

Would you like to be

able to focus your time

following up with

QUALIFIED HOT

POTENTIAL

INVESTORS instead of

those just doing

research?

Strengthening Communities … One Economic Development Professional at a time!

At this point, if we have successfully nurtured our Potential Investors with different

touch-points, we can push them into the next step, that could be an Assessment

or Points of Contact:

You can have as many CONVERSION FORMs as you feel creative to:

“Request an Investment Consultation Call”, “Request a Match-Marking Agenda

with local distributors or suppliers”, “Request an Incentives Consultation Call” etc.

Once an investor fills out any for these forms, you will certainly, most of the times,

follow up with a very qualified Investor.

Does your website already have these type of conversion forms other than your

CONTACT FORMS?

Investor Assessment & Conversion Marketing

An Assessment that helps Investors to

Self-Evaluate their knowledge and

Networking to make their Business work

in your region can URGE them to

contact you if you let them know they

don’t know enough about your region!

Strengthening Communities … One Economic Development Professional at a time!

Local Supply Chain Vertical Leadership to

Facilitate Investment

If you are looking to attract Original Equipment Manufacturers or End-Consumer

Service Providers, they will always be concerned about local suppliers and

distributors.

Make sure you develop your own directories and even show regional

opportunities for Foreign Companies to get integrated into your local supply

chains!

If you communicate this on your Nurturing Communication Strategy and develop

a Conversion form for Potential Investors Requesting a Match-Making Meeting,

you will see great results!

Will you offer a directory

of local suppliers or

distributors of your

region to potential

Investors?

Will you offer Match-

Making Meetings to

support this?

Strengthening Communities … One Economic Development Professional at a time!

Investor Start Up Facilitation

How easy will you make it for Foreign Investors to Start Up doing business in your

region? How will you fulfill the promise you are making about a great opportunity of

Investment in your region for them?

It would be great if you could offer them assistance to get started in a way they wouldn’t

need to worry about any start up permits, paperwork or the right “Know How” or “Know

Who” to start operating, recruiting human resources, setting up importation and

exportation (when needed), fiscal, financial, environmental or any type of legal

compliance.

Make sure you include all these offerings as part of your Nurturing Strategy, for it will be

a common objection to overcome.

Remember

Foreign Investors

are not familiar

with your Laws,

Culture,

Language!

Strengthening Communities … One Economic Development Professional at a time!

If you can show potential Investors Future projections of your region, like

Virtual Tours or even Scale Models they will be a great VISUAL AID for them,

rather than a LEAP OF FAITH when we just talk about our regional plans.

Besides making it tangible for them, they will see how serious your region truly

is about that Project and their Investment!

Investor Future Regional Projection

If Potential Investors

can VISUALIZE and

even TOUCH how

their INVESTMENT

will look like, that will

be a “NEEDLE

MOVER”

Strengthening Communities … One Economic Development Professional at a time!

Make sure you offer GUIDED & SCHEDULED INVESTMENT TOURS for potential

Investors. Not every investor has the same interests in your region. Therefore, it’s

important that you make separate tours for different types of investors: industrial,

touristic, commercial, etc.

Our recommendation is to offer 4 Scheduled Investment Tours per year. Then,

package the information in a great way and promote it in at least 16 sources of

investors like Embassies, Consulates, Trade Organizations, Business Associations,

Discussion Groups, etc.

Investment tour Marketing

Make sure you include

visits to existing

Foreign Investors,

Incentives Meetings,

Infrastructure Facilities,

Real Estate Facilities,

Suppliers & Quality of

Life places!

Strengthening Communities … One Economic Development Professional at a time!

What we covered today: 7 Marketing Strategies & Tools to

Capture, Nurture & Land Investors in your Region

1. Investor Nurture Marketing

2. Investor Scoring & Management

3. Investor Assessment & Conversion

Marketing

4. Local Supply Chain Vertical

Leadership to Facilitate Investment

5. Investor Start Up Facilitation

6. Investor Future Regional Projection

7. Investment tour Marketing

WHAT’s NEXT?

GO & IMPLEMENT NOW!

Strengthening Communities … One Economic Development Professional at a time!

Coming up Next…

STEP 4 "Marketing tools attract Investors Offline"

So you have your website and your nurture strategy in place.

•Now the question is: "How will you attract investors to it continuously?“

• How can you engage with investors? Where do they gather?

• How many traffic sources are enough?

• How much exposure will you have for the opportunity of investment in your

region?

• How will you integrate the offline world with your website?

• How will you track the effectiveness of each source of offline traffic?

Those are some of the key topics we will cover. If you disregard them, you

could be missing out on the investors that are visiting your website.

So, stay tuned for the email about "Marketing Strategies & Tools to Attract

Investors offline"

If you disregard them, you could be missing out on the investors that are

visiting your website.

So, stay tuned for the email notification or if you don't want to wait, go to Step

4 NOW.

Strengthening Communities … One Economic Development Professional at a time!

Will YOU Be Our Next Success Story?

At FDI Attraction we are on a Mission:

To help 10,000 Economic Developers to attract Industrial, Commercial and

Touristic Investment projects to their communities, one region at a time through

the Strategic Planning and Promotion of Investment Tour Campaigns.

Would you be interested in getting your

INVESTMENT TOUR CAMPAIGN FREE? (See Next Page)

Strengthening Communities … One Economic Development Professional at a time!

Learn how to get & Request your

FREE INVESTMENT TOUR CAMPAIGN

at: http://FreeCampaign.FDIAttraction.com

International Economic Development Program

by Marketing Crafter, LLC

strategy@FDIAttraction.com

Twitter: @fdiattraction

www.FDIAttraction.com

Next Step

US TOLL FREE: +1 877 527-9991

US Direct Ph. +1 (915) 235-2966

Skype: xhurtado

Xavier Hurtado CEO & FDI Marketer + Consultant

www.linkedin.com/in/xavierhurtado