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This Presentation Will Scare Your CompetitorsChris Fawcett,Third Marble Marketing
IntroductionsPlease add to the chat window: What you do, and what kind of leads you’re looking for. For example:
- “Real Estate Agent, First-time Home Buyers”- “Dentist, Families New to the Area”- “Auto Body Repair, Bad Drivers with Good
Insurance and Expensive Cars”
Your Competitors Know More Than YouThat’s why they are growing faster and they’re stealing your customers.
You need to educate yourself on how to get more leads for your business.
To get more leads, you need to educate your prospects and make them:
● Aware of the value of your service, then● Get them interested in engaging your company, then● Make a decision to engage, then● BUY
Typical Sales Funnel
General Ideas for Online Lead Gen Strategies1. Build Great Content - Blogs, Videos, Articles, Case Study, Newsletter, eBook2. Distribute that Content
● Search Engines - SEO, PPC Ads● Display Ads - Google, Facebook, YouTube● Social - Facebook, LinkedIn, Twitter, Alignable
Content Ideas:
● Top 10 ____ that _____ for ______.● Long story that engages and establishes credibility.● Comparison article / charts for competitors (prices, features, services).● Reviews of competitor’s product or service.
Content Organization - Example1. Headline - Grab attention, make the RIGHT PERSON want to read2. Hook - Build interest, make the rest worth reading3. Problem / Issues - Identify the problem clearly4. Solution - Be the hero, save the reader from certain death5. Conclusion - Summarize key points6. CALL TO ACTION - “Yes! I want to subscribe for your newsletter!”
Your content should be high-quality and easy to read. Use lots of bullet lists, block quotes, images, images with call-outs, headlines and sub-headlines. Your content should be well organized.
Specific Ideas for Distributing Content Online● SEO:
○ Title tag in the form of a question, or “Top 10…”, or “How to…”○ Blogs - 1000+ words, several pictures, bullet lists (3000+ words get more shares)○ Outbound links to high-quality websites
● Display Ads - Competitor Display, Demographics, Interests, ‘Similar To’● Remarketing Ads - Google, Facebook● For Ads and SEO, great headlines = more readers. “Click bait”● Provide your content to similar websites that might benefit● Join email lists and ask them to promote your content in their email● Publish a book on Amazon Kindle, link to your content in the book, give the
book away for free.
Impressions SalesLeadsVisitors Appointment Referrals
Click Thru Rate (%)
Conversion Rate (%)
Appointment Rate (%)
Close Rate (%) and Average Order ($)
Referral Rate (%)
Know What to Measure
Ad Cost COGSStaffMaintenance Sales Cost Remarketing
Campaign Cost $1,000
Impressions Visitors Leads Appointments Closes Sales Referrals Referral Sales
100,000 1000 100 50 25 $5,000 5 $1,500
Click Rate Conv. Rate Appt. Rate Close Rate Avg. Order Referral Rate Avg Order
1.00% 10.00% 50.00% 50.00% $200 20.00% $300
Increase 10% 10% 10% 10% 10% 10% 10%
Impressions Visitors Leads Appointments Closes Sales Referrals Referral Sales
100,000 1100 121 67 37 $8,053 8 $2,657
BEFORE AFTER
Total Sales $6,500 Total Sales $10,710
Ad Cost / Sales 15.38% Ad Cost / Sales 9.34%
Ways to Increase Click Through RateClick rate is a measure of how well your audience responds to your advertising message.
● Can you improve your message?● Can you reach a better / more targeted audience?● Can you improve the offer?● Is the message right for the targeted audience?
Conversion RateConversion rate is a measure how how well your website converts visitors to leads.
● Can you improve your website’s message?● Would a landing page be better?● Is it easy to fill-out the online form?● How are you answering the phone?● What is your “Call To Action”?● Can you test better offers or add promotions?
Appointment RateAppointment Rate is a measure of the both the quality of your leads and you ability to convert leads to appointments.
● Do you follow-up immediately and consistently?● Is your message from prior marketing consistent?● Do you make it easy to set an appointment?
Close RateClose Rate is the measure of how well you communicate your value to your appointment.
● Can you improve your sales pitch / process?● Do you have a consistent closing strategy?● Can you improve your appointment filters?● What can you do to pre-sell before the appointment?● Know your competitions offer.● Do you have predefined answers for common objections?
Average Order SizeAverage Order is simply the amount of revenue you collect from the customer.
● Can you upsell anything?● Can you implement a recurring revenue model?● Can you implement a financing plan?
Referral RateReferral Rate is the percent of referrals you get from existing customers.
● Do you ask for referrals?● Do you have a referral program?● Do you consistently let your customers know you want referrals?
Referring Third Marble MarketingIf you know of a business that needs more leads, please refer them to Third Marble.
● Email Introductions are Great! Simply email us both and we’ll take it from there. ([email protected])
● Free Google Ads Audit - If they aren’t getting the results they want, we’ll audit their Google Ads account and tell them why.
● Free SEO Audit - If they’re not on Page One, our SEO Audit can uncover the reasons why.
● Have them visit ThirdMarbleMarketing.com
