*What are your challenges?

*

No control over the leadsWhat are your challenges?

*

No control over the leadsI cant track our leads

What are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launch

What are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports What are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperate

What are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataWhat are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the time

What are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the timeI can not tag this sales to just one lead source

What are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the timeI can not tag this sales to just one lead sourceToo much record keeping

What are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the timeI can not tag this sales to just one lead sourceToo much (paper) work The leads were not good

What are your challenges?

*

No control over the leadsI cant track our leadsNo budget to create or launchCant create lead-to-sales conversion reports Cant get the sale department to cooperateI get excuses from sales people why they cannot get me follow-up dataDont have the timeI can not tag this sales to just one lead sourceToo much (paper) work The leads were not goodI only followed up on the good leads

What are your challenges?

*?

What are your challenges?

Tip #1

Technology TodayCloud-based universal lead capture systemsSales CRM applicationsSmartphonesMarketing Automation (MA) programsYour website *

Two Approaches

ManualTechnology*

Manual

Disconnect from sales or marketingLack of budget

You can still start*

Historically

Show OrganizersOne system for ALL*

The Basics

Who are your best prospects?100% of attendees?

*

The Basics

Score your leadsA,B,C*

The Basics

Score your leadsA,B,C*+or -

What is the right information to capture on leads?Follow-up KILLER

The Basics*

The Basics

What is the right information to capture on leads?Follow-up KILLERWhat is the essence of trade show marketing?

*

The Basics*The essence of trade show marketing

Tip #2

Straight from the Horses Mouth*What is the right information to capture on leads?

Tip #2

Straight from the Horses MouthOnly one questionOne moreRepeatSalespeople will respond*

*?

The Basics

What should you do with leads (suspects) that are not ready to buy?Before the internetToday (Sirius)Living in the monthNurture and cultivate

*

The Basics

What should you do with leads (suspects) that are not ready to buy?Before the internetToday (Sirius)Living in the monthNurture and cultivate. . .*

The Basics

What you need to create an effective lead management program?

*

The Basics*

Content is King

The Basics

What you need to create an effective lead management program?Content is KingCompany libraryHow To and Tip sheetsWhite papersArticlesContent assignments

*

The Basics

Reports

The BasicsNumber of leads from each showHow many are A, B and C leadsNear-term revenue

*

The Basics

Reports you can generate with Technology:*

The Basics

Reports you can generate with Technology:

Customer and productAutomated CampaignsReal-time prospect activitySales and revenue reportsIntegration with your CRMLeads-to-sales conversion ratesMonthly/quarterly/annual sales revenueROI reportsCustom *

Tip #3

CRM integrationPercentage vs. ABC method*

Tip #3

CRM integrationPercentage vs. ABC method*90% vs. ABC+/- ($80K vs. $75K-$100K)

Lead Management Technology

Lead Management TechnologyUniversal Lead Capture Solutions*

Lead Management Technology

Lead Management TechnologyUniversal Lead Capture SolutionsHow they work*

Lead Management Technology

Lead Management TechnologyUniversal Lead Capture SolutionsHow they workExamples:Bartizan iLeadsBlue Stone NexusNewLeadsSales Lead Management Association (SLMA)*

Lead Management Technology*?

Marketing Automation Solutions

Lead Management Technology

Marketing Automation SolutionsHow they work*

*

Lead Management Technology

Marketing Automation SolutionsHow they work*

Lead Management Technology

Marketing Automation SolutionsHow they workExamples:EloquaMarketoPardotLeadFormix

*

Lead Management Technology

Marketing Automation SolutionsHow they workExamples:EloquaMarketoPardotLeadFormixMarketing Automation Institute (SLMA)

*

*

Lead Management Technology

Marketing Automation Solutions

3 in 1InfusionSoft **

The BIG Payoff(s)*

Lead Management Technology

The BIG Payoff(s)

2x to 4xCompany wideManagement attentionPromotion & raise*

*Q A&The Next Level Tomorrow/Wednesday July 31st Automated Lead Follow-up & CRM

July 30th August 1st, 2013McCormick Place, Chicago, IL

Thank You

Michael HatchHATCH Marketing & ConsultingMike@HatchMarketingLLC.com240-603-6044

*Alternate title Core Zone, Core Events, Spaces, *Alternate title Core Zone, Core Events, Spaces, *Alternate title Core Zone, Core Events, Spaces,