pull marketing and social media
DESCRIPTION
Pull marketing and social media are powerful tools to generate awareness, leads and revenue. This presentation discusses the benefits and best practices of pull marketing and social media.TRANSCRIPT
Pull Marketing and Social Media
How to Improve Sales Performance and Get Buyers to
Come to You
Christopher [email protected]
1. Much greater levels of marketplace awareness2. Your cost per lead goes down by 40-60%3. Your sales cycle times go down by 25-40%4. Your close rates go up by 50%5. You will have better results and a more productive
relationship between sales and marketing
Note: Your mileage may vary…but it’s always good!
Pull Marketing and Social Media Benefits
Push Marketing vs. Pull Marketing
PUSH Marketing• Outbound focus• Imperative: know more about
your prospects• Sales-driven• Focused on the selling-process• Expensive leads• Longer sales cycle• The past *
PULL Marketing• Inbound focus• Imperative: Make your prospects know
about you• Marketing-driven• Focused on the buying-process• Lead cost ½ of push leads (HubSpot)• Shorter sales cycle• The future *
* 8 out of 10 deals were done when the buying company found the seller. Only 2 out of 10 had the salespeople find the deal (cold-calling) –
MarketingSherpa Study
Yes, but……1. You have to pick the right social media tools2. You have to spend the necessary time 3. You have to consistently reinforce your
brand promise4. You have to stay fresh, relevant and
educational
Does Pull Marketing and Social Media Really Work?
Pull Marketing Starts with a Brand Promise that…
• Explains what you do• Articulates the “primary” customer benefit• Differentiates you – you need to be a niche-
aholic• Establishes credibility• Creates an emotional connection• Motivates action
Pull Marketing Don’ts
• Don’t forget the milestones & metrics• Don’t start or change too many campaigns or
items at one time• Don’t try the shotgun approach – know your
prospect• Don’t continue the campaigns that are not
paying off, but….• Don’t give up too quickly
Pull Marketing Tactics
• Optimized press releases• Newsletter & eZines• Email marketing campaigns• Webinars• Virtual events• Podcasts• Blogs/VideoBlogs• Social media
Social Media Options
And many more!
Social Media Don’ts
• Don’t join a community just to join• Don’t join too many communities• Don’t start a blog one day and forget about it
the next• Don’t try to control the conversation• Don’t overinflate your abilities• Don’t send messages out so often people start
to resent the relationship• Don’t use (abuse) a relationship
About Fusion Marketing Partners
Christopher Ryan, CEO
We Do This:
Brand building/messagingWebsite optimizationContent creationLead generation
You Get This:Much greater levels of awarenessHigher quantities of qualified leadsAbility to generate faster revenue
Lots more information at:
http://FusionMarketingPartners.com/
http://Greatb2BMarketing.com (blog)