presentation slides - mimosaPLANET

mimosaplanet.com

presentation slides - mimosaPLANET

SEGMENT: 5.0 MARKETING

MODULE: 5.103 LEAD GENERATION

TOPIC: SMALL BUSINESS MARKETING 101

HOW TO INCREASE YOUR

LEADS AND ENQUIRIES

An overview of effective strategies for SMBs


Your Presenter

James M Cooper

Business Development Specialist

mimosaPLANET.com

sales@mimosaplanet.com

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Agenda

¨ What is Lead Generation?

¨ What Marketing Methods are there? Why is this important?

¨ 2 Key Points

¨ Our Top 6 Lead Generation Strategies for SMBs

¨ Our Golden Repeat Business Rule

¨ Implementation Options

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What is Lead Generation?

What is a Lead?

Someone that shows interest in your

product, service, business, solutions,

or expertise.

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What is Lead Generation?

What is a Marketing KPI?

The number of New Leads in a

period.

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What is Lead Generation?

What is Lead Generation?

Producing and finding new leads.

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What Marketing Methods are there?

Outbound Marketing

(Interruption)

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What Marketing Methods are there?

Outbound Marketing

(Interruption)

¤ Mass Methods (to Target Markets)

•Print Advertising

•Tradeshows

•TV/Radio

¤ Direct Methods (to Suspect Lists)

• Sales Reps

• Telemarketing

• Direct Mail

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What Marketing Methods are there?

Choice

The Internet

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What Marketing Methods are there?

Outbound Marketing

(Interruption)

¤ Mass Methods (to Target Markets)

• Print Advertising

• Tradeshows

• TV/Radio

¤ Direct Methods (to Suspect Lists)

• Sales Reps

• Telemarketing

• Direct Mail

Inbound Marketing

(Help Find)

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What Marketing Methods are there?

Inbound Marketing

(Help Find)

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


What Marketing Methods are there?

Inbound Marketing

(Help Find)

¤ Internet Methods

• SEO (Search Engine Optimization)

• PPC (Pay Per Click) / SEM (Search Engine

Marketing)

• New Marketing Smart Analytics

• Publishing Articles / Blogging

• Specific Landing Pages / Website Conv. Goals

• Social Media

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Why is this Important?

Outbound Marketing

(Interruption)

¤ Mass Methods (to Target Markets)

• Print Advertising

• Tradeshows

• TV/Radio

¤ Direct Methods (to Suspect Lists)

• Sales Reps

• Telemarketing

• Direct Mail

Inbound Marketing

(Help Find)

¤ Internet Methods

• SEO (Search Engine Optimization)

• PPC (Pay Per Click) / SEM (Search Engine

Marketing)

• New Marketing Smart Analytics

• Publishing Articles / Blogging

• Specific Landing Pages / Website Conv. Goals

• Social Media

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Why is this important?

Outbound Marketing

(Interruption)

vs

Inbound Marketing

(Help Find)

No Risk Offer

Give them what they want …

In exchange for permission to

communicate to them!

Find What?

(Information)

¤ Providers

¤ Expertise / Advice / Answers

¤ Community Engagement

Where?

(Content)

¤ Websites

¤ Blog sites

¤ Social Media sites

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.

Permission Marketing

(Relevant, Expected)

¤ Phone Contact

¤ eMail / RSS / Direct Mail

¤ Message Boxes


Why is this Important?

Outbound Marketing

(Interruption)

¤ Mass Methods (to Target Markets)

• Print Advertising

• Tradeshows

• TV/Radio

¤ Direct Methods (to Suspect Lists)

• Sales Reps

• Telemarketing

• Direct Mail

Outbound vs Inbound

Interruption vs Help Find

Creating vs Finding

Inbound Marketing

(Help Find)

Old vs New-Marketing Smart

¤ Internet Methods

• SEO (Search Engine Optimization)

• PPC (Pay Per Click) / SEM (Search Engine

Marketing)

• New Marketing Smart Analytics

• Publishing Articles / Blogging

• Specific Landing Pages / Website Conv. Goals

• Social Media

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 1

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 1

NO RISK OFFER!

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 1

NO RISK OFFER!

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 1

Your OFFER!

¤ eBooks or Whitepapers

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 1

Your OFFER!

¤ eBooks or Whitepapers

¤ Survey Results & Reports

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 1

Your OFFER!

¤ eBooks or Whitepapers

¤ Survey Results & Reports

¤ CDs & DVDs

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 1

Your OFFER!

¤ eBooks or Whitepapers

¤ Survey Results & Reports

¤ CDs & DVDs

¤ Online Video

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 1

Your OFFER!

¤ eBooks or Whitepapers

¤ Survey Results & Reports

¤ CDs & DVDs

¤ Online Video

¤ Events

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 2

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Key Point 2

NEED A SYSTEM!

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Outbound

Interruption

Marketing

Direct

Methods

Telemarketing

Phone

{Example Company} Marketing & Sales System:

A > {Segment Group Name}

A1 > {Segment Type Name}

DM +

Telemarketing

Script

Yes

Sales Process

Yes

Website

Lead Capture

Lead Qualify

Y or N

Work the

Opportunity

Sale Made

Y or N

Completed

Transaction

Mass Methods

PR

eMail

Permission

Marketing Level 1

A- Same Service

Offering

No

Permission

Marketing Level 2

A- Same Service

Offering

No

Permission

Marketing Level 3

A- Same Service

Offering

Direct Mail -

eMail

Direct Mail -

eMail

Direct Mail -

eMail

Inbound

Marketing

Direct Mail -

Print

Internet

Methods

SEO

Permission

Marketing Level 1

B - Another Service

Offering

Permission

Marketing Level 2

B - Another Service

Offering

Permission

Marketing Level 3

B- Another

Service Offering

PPC

Direct Mail -

eMail

Direct Mail -

eMail

Direct Mail -

eMail

Analytics

Direct Mail -

Print

Permission Marketing Level 4 - Generic

Database Communications

Direct Mail -

eMail

Newsletter -

eMail

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.

Direct Mail -

Print

Newsletter -

Print


Summary - SMB Lead Generation

What?

Producing and finding new leads.

Methods?

Outbound and Inbound.

Why Important?

Interrupt vs Help Find. Creating vs Finding. Old vs New-Marketing Smart.

Keys ?

Strong No Risk Offer and A System.

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Our Top 6 Tactics for SMBs?

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Our Top 6 Tactics for SMBs?

Outbound Marketing

(Interruption)

¤ Mass Methods (to Target Markets)

• Press Releases

¤ Direct Methods (to Suspect Lists)

• Direct Mail + Telemarketing

• Strategic Partners

• SLA (Service Level Agreements)

Inbound Marketing

(Help Find)

¤ Internet Methods

• Website Conversion Goals

• SEO (Search Engine Optimization)

• Off-Page: Directory Listings + Links

• On-Page: Keywords

• PPC (Pay Per Click)

• Google Adwords Account

• New Marketing Smart Analytics

• Google Analytics Account

• Publishing Content

• Articles

• Video

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Our Golden Repeat Business Rule?

Keep Communicating

1. Engage in Conversations with your Current Clients.

How?

¤ Manually - BUZZ rubs of….

At any customer contact point.

2. Drive Past Customers Back to Your Website.

Why would they do that?

Content / Information….. Your OFFER!

How?

¤ Systemized - eMail is fast and easy….

Offer – Landing Page

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Your Choices…

1. You do nothing different

2. You learn more to DIY

3. You engage a professional

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


SMB Resources

¤ mimosaPLANET.com – Resource Centre

• Free Webinars & Events

• Free Small Business Success Kit

• Free Insight Reports

• Free Business Advice Articles

• Free eBrochure

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.


Thanks for Joining Us!

James M Cooper

Business Development Specialist

mimosaPLANET.com

sales@mimosaplanet.com

mimosaPLANET helps business owners to increase

profits through effective marketing & sales systems.

Check us out at www.mimosaPLANET.com

mimosaPLANET TM

© 2008 mimosaPLANET Ltd. All rights reserved.

More magazines by this user
Similar magazines