lead generation for small business
DESCRIPTION
Slides from the HubSpot June webinar on lead generation for small businessTRANSCRIPT
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Lead Generation for Small Business
Dan Tyre & Heidi [email protected]@hubspot.com
Spring 2009, version 2.3
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Lead Generation Agenda
• Introduction to HubSpot• Traditional Marketing vs. Inbound Marketing• What kind of web site do you have?• Using Your website for lead generation• Publishing content• Q&A• Special Offer
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What’s HubSpot?
• Inbound marketing software for small biz
• 1,500+ customers in 2 years
• 90+ employees, lots of MIT grads
• Experts in lead generation via inbound marketing
• Based in Cambridge MA
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Outbound Marketing
800-555-1234AnnoyingSalesperson
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Inbound Marketing
Blog SEO Social Media
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Inbound Marketing ROI
• Inbound marketing focused companies have a 61% lower cost per lead
• Active HubSpot customers get an average of 6 times more leads in 6 months
• www.HubSpot.com/ROI
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Why do you havea business website?
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BUY NOW
Flickr: thegolzer
Billboard in the Desert?
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Business websites are for
lead generation.
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Which is better?
• Website traffic has doubled• Lead flow has doubled
-- Noel Huelsenbeck, CEO, Vocio
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What do you want?
Beautiful & Empty Ugly & Crowded
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Small Biz Websites Should
1. Attract website visitors (blog & SEO)
2. Convert visitors to leads (landing pages)
3. Produce measurable ROI (leads & sales)
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Small Biz Websites Should
1. Attract website visitors (blog & SEO)
2. Convert visitors to leads (landing pages)
3. Produce measurable ROI (leads & sales)
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Search Engines
3,000 times per second
• Publish more content• Optimize your content
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Content Drives Visitors
• Search engines like fresh content
• People like fresh content
• More content means more tickets in SEO lottery
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What to Publish?
• Blog• Podcast• Videos• Photos• Presentations• eBooks• News Releases
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SEO
On-Page Off-Page
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25% of SEO = On-Page
• Page Title
• Clean URL
• Headers & Content
• Description
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75% of SEO = Off-Page
• Recommendations from friends1. “I know HubSpot”2. “HubSpot is a marketing expert”3. You trust the person saying this
• Links are online recommendations
1. A link: www.HubSpot.com2. Anchor text: Internet Marketing3. Link is from a trusted website
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Blogging is SEO, and More
• Blogging helps with SEO
• Blogging helps with Social News Sites
• Blogging helps with Social Networking Sites
• Blogging is Permission Centric
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Small Biz Websites Should
1. Attract website visitors (blog & SEO)
2. Convert visitors to leads (landing pages)
3. Produce measurable ROI (leads & sales)
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All Websites Should Have Landing Pages
Target Market
Website Visitors
Leads
Opportunities
Customers
Conversion is where we take what we have spent time and money to get (visitors) and change it into something valuable to marketing (leads).
A cost becomes a benefit.
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All Websites Should Have Landing Pages
• Limited navigation
• Clear and simple
• Form above the fold
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Landing Page Uses
• Call to action on website homepage
• Links in all email newsletters / emails
• Use for all pay-per-click ads
• Next step after tradeshows or events
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Small Biz Websites Should
1. Attract website visitors (blog & SEO)
2. Convert visitors to leads (landing pages)
3. Produce measurable ROI (leads & sales)
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Does your website generate leads
while you sleep?
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Metrics: Traffic, Leads and Customers
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Traffic, Leads and Customers
Visitors Leads Customers
SEO 5,289 754 12
Blog 834 72 3
Facebook 511 28 1
Visitors from Blog
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Is Your Website Performing?
1. Attract website visitors (blog & SEO)
2. Convert visitors to leads (landing pages)
3. Produce measurable ROI (leads & sales)
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HubSpot Group Demo Offer
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Thank You!
Dan Tyre & Heidi Carlson
Free Trial of HubSpot:
www.HubSpot.com/Free-Trial