1. PAID OWNED EARNED

2. Typical customer lifecycle 1. Generate interest 2. Sell to hot leads 3. Get new customers 4. Sigh in relief 5. START OVER 3. How do you grow sales? Double your spend? Double your marketing and sales staff? Double your sales efciency? 4. Gaps in the Funnel 1. Lost trafc 2. Lost leads 3. Lost customers 5. Focusing on tactics while ignoring strategy leads to holes in your funnel 6. Tools + Tactics - Strategy = 7. Be clear about your plan and make every move count 8. Framework for your plan: The Perfect Customer Lifecycle 9. Map out the plan 10. Traffic Attraction Strategies Content is king (blog posts, videos, etc.) Social media Online Marketing (PPC & Retargeting) Referrals & Partners 11. Lead Capture Strategies Opt-in for free report, video, premium content, etc. Request a quote, get a demo, free trial Oers, coupons, contests Attend live event, webinar, teleseminar 12. Lead Nurture Strategies Create custom campaigns for hot, warm and cold leads Personalization is key Make every message relevant & useful 13. Sales Conversion Strategies Automate sales stage communications Proactively handle objections Provide supporting evidence 14. Wowing Customer Strategies Welcome customers (make it personal & relevant) Be systematic about quality delivery Measure satisfaction and take action 15. Upsell Strategies Upsell or cross sell later in the relationship Oer upsell products during checkout 16. Referral Strategies Ask for referrals and track them Partners, customers, networking Testimonials and social promotion