the power of lead generation

Innova Marketing Group

The Power of Lead GenerationMike Krell, Innova Marketing Group

Innova Marketing Group

The Buying Process has Changed Buyers are in more control There are more decision makers and influencers…and

they are talking to each other! 85% of buyers research a product on the web before

making a purchase

Wouldn’t it be great to engage these buyers when your company name is top

of mind?

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

Come to us by name, brand or word of mouth

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

Develop a relationship based

on trust

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

Names are just names

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

They interact with you

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

Meaningful interactions, qualified

demographics

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

Show buying signs or significant interaction

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

Qualify as a real sales lead

Innova Marketing Group

So What are the Steps?Generate Awareness

Develop a RelationshipGather Names

InteractNow you have a prospect

Nurture until they are readyNow you have a leadQualify by a human

Now you have an opportunityEngaged by sales

Now you have a customer

Accepted and actively worked by

sales

Innova Marketing Group

Qualification Based on Responsiveness

2 min 4 min 6 min 8 min 10 min 12 min 14 min 16 min

The sooner a prospect is contacted after a web visit,

the more likely they can be qualified because yourcompany / solution is top of mind

Follow-up with a phone call and an email

Innova Marketing Group

Strike While the Iron is Hot

The odds of connecting with a prospect are 10X greaterif you contact them within one hour of their web visit!

Hours after a prospect shows interest

MIT Sloan School of Mgmt.

Innova Marketing Group

Lead Generation = CallerID for your Website

Drive more traffic to your site by delivering relevant content

Gather lead information when they visit your site Set alerts to trigger sales activities when customers are

ready to buy Close more business

=

Innova Marketing Group

Generate Intelligence from Multiple Source Leads

AnonymousTracking

“Domain information”

• Company name• Location• Page views• Page duration• Number of visits• Referring website• Search terms

(each individual anonymous visitor)

Conversion via clicking a link in an email or form fill

Known VisitorTracking

“JohnDoe@Acme.com”

What You Know

• Name & email• Company name• Location• Page views• Page duration• Downloads• Number of visits• Referring website• Search terms• Campaign membership• Email responses• Lead scores

(JohnDoe@Acme.com)

Anytime a visitor comes to your website, tracking resumes… from

email, organic, search, etc.

Anonymous Historytransfers on conversion

Innova Marketing Group

Alert Sales When Customers are Ready

Real time alerts to close sales

Summary alerts for daily/weekly review

Anonymous summary for website visibility

Campaign alert for customer campaign’s

Innova Marketing Group

How Does Innova Help?

Innova Marketing Group Helps you scope the problem Works with you to develop a strategy Architects the execution plan Authors the email and website content Works with you to prepare your website Executes the plan

Delivers results

Innova Marketing Group

Mike Krellmkrell@innovamarketinggroup.com(p) 1.512.970.7166

InnovaMarketingGroup