Lead Nurturing in the Mobile and Social Age

Lead Nurturing in the Mobile & Social Age

#LeadNurture ● @Sendible ●@QuoteRoller

Jennifer RigginsContent, social media, start-up lover, forQuote Roller, PandaDoc, CBS SmartPlanet@jkriggins

Vishal PindoriyaSendibleMarketing Analyst@VishalPindoriya

Who are we?

#LeadNurture ● @Sendible ● @QuoteRoller

What we’ll talk about

• How have your clients & expectations evolved? • Why is social so important? • What are social buying signals? • Setting up monitoring of buying signals • Best practices for responding • How to qualify your leads • How to turn your leads into a sale

“If you’re in the services business, generally speaking, it’s rare for the client to just show up and give you a check right there. There’s a need to get to know who the client is.”

Geoff McQueenCEO AffinityLive


2% of sales are made in the first contact.

3% of sales are made in the second contact.

5% of sales are made in the third contact.

10% of sales are made on the fourth contact.

80% of sales are made on the fifth to twelfth contact.


Lead nurturing is the ongoing process of building a relationship with qualified prospects.

Image IMCreator.com

http://IMCreator.com

And more and more it’s done by

marketing, not sales.

And consumers are oh-so-inundated with information, now you need to work harder than ever to stand out.

Buyers are self-educated. !

55% of consumers consult social media before making a purchase. !

70% make buying choices based on emotional factors.

Even though you have more leads and prospects than you could ever possibly follow-up with, now, more than ever, each expects that you will work to build a relationship and services plan.

#LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com


And the need for more points of contacts in a longer sales-decision time, meaning YOU need to streamline more with mobile sales and marketing tools.!

Communication must be two-way.No more shouting, it’s about asking open-ended questions to learn more about your clients and to build a connection.


Mobile lead nurturing sees the blending of sales and marketing automation tools to simplify your life by helping you automating your relationship building.

#LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com


1. Getting your brand in the periphery of your prospect.

2. Once peaked, focus nurturing relationship with focusing on offering a solution to your client’s needs.

3. Convert what you’ve learned into a comprehensive business proposal.



In less than 15 years…


In less than 15 years…We live our lives in public…

A Buying Signal is a signal from a potential customer that shows an intent to buy a product or service

Today’s Buying Signal


Common Buying Process

“A qualified lead is a potential customer who has expressed interest in a product or service, and meets general buying criteria.”


g75% aged 18 to 49 on social 95% aged 12 to 17 active online 64% of Social Media users said that social had influence on buying decisions

!!* 2012 Pew Research Center’s Internet and American Life Project * Edison Research, June 2012



Where to begin?

• Find your keywords • Try a few “signal words” • “Does anyone…” • “I am looking for…” • “Any recommendations”

http://twitter.com/search

http://twitter.com/search


Brand• Easy to spot buying signals • Brand opinions • Consumer insight • Discover brand advocates


Product & Services

• Easy to spot buying signals • Consumer insight • Discover brand advocates


Industry • Monitor Competition • Brand favorability • Trigger words • “Does anyone…” • “I am looking for…” • “Any recommendations”


How to Configure in Sendible?

(Sendible 2.0 Beta)


(Sendible 2.0 Beta)

(Sendible 2.0 Beta)

Best Practices for Responding

Get to know the ‘Twitterer’ you’re talking to… before you start the conversation.

Best Practices for Responding• To promote or help? Go with the soft touch


Best Practices for Responding

• Incentivize!

@FUTUREFANOFMINE Use 15% off Coupon Code: SOCIALPRO13

Best Practices for RespondingMonitoring your competition


Organize it all within a Customer Relationship Management Solutionquoteroller.com/services-integrations/

http://www.quoteroller.com/services-integrations/

Qualify Your Leads

• Get more info + make a call

• Your business must suit the client

• Answer these questions: Can my company meet the client timeframe?Can my company complete project & make a profit?Will this project move my company forward?

• Why will what you offer benefit the customer?

• How can your offer help save them money? Time?

• What can we offer better than the competition?

Quote Roller Step #1: Your CRM Contact & Deal info pour right into your Quote Roller Proposal.

Use a Blank Proposal, reuse one you already created, or jumpstart your proposal creation with one of our 35+ industry-proven Proposal Templates.

Quote Roller Step #2: Add your Pricing TableThe part your clients are spending the most time looking at!

You can offer your clients pricing options, quantity options, & package deals. Build your own pricing table or reuse one from your Catalog.

Quote Roller Step #3: Use our WYSIWYG Editor

Drag-n-drop Content Blocks, reusing content or creating new, showing how you can offer a solution to your client.

• You can use whatever you want to show off your business in the scope of being a solution for clients: videos, websites, photo galleries, HTML content, custom brand domain.

• Quote Roller lets you reuse content, but makes sure you don’t make mistakes like reuse old pricing or the wrong name.

• Quote Roller cuts your proposal creation down to about 15 minutes!

• Just make sure, when you reuse proposal content, you take the time to customize to address your lead’s needs.

Focus on Solving Client Needs


Quote Roller Step #4: Finalize

Send your clients a secure link to your Proposal. Use legal Electronic Signature to close deals faster.

• Even if your proposal isn’t accepted, it’s an investment in your future mobile marketing and sales campaigns

• Plus, with Quote Roller, you increase your likelihood of them saying YES by 28%!


Go to QuoteRoller.com to start saving time & money creating persuasive business proposals today!!Discount code: 50OFF1STMONWEB for 50% off first month

Head over to Sendible.com to nurture more leads through social media today!!Discount code: SOCIALPRO14 for 20% off any monthly plan


Questions?

Sales

Lead Nurturing in the Mobile and Social Age