Diploma in Digital Marketing - Part I Lesson 6 Sales Funnel Nurturing Your Lead Flow Presented by: Richard Hegarty Course Educator
Conversion When a person actually completes and meets the overall objectives of the business/entity involved, usually by becoming a paying customer
Conversion Definition User Experience Mobile Speed
Designing for conversions What does the sites owner do? What is its purpose of the business? What does the owner want you to-do? Good looks don t equal good design
Sales funnel The definition of the sales funnel (also known as a revenue funnel or sales process) refers to the buying process that companies lead customers through when purchasing products. A sales funnel is divided into several steps, which differ depending on the particular sales model.
Sales funnel How would you increase your sale
Sales funnel
Sales Funnel large lead flow 50% drop on each stage Not all leads are buyers Don t focus on wrong people
Sales Funnel 50% Drop Off 50 qualified leads 100 leads 25 prospects Repeat Customers 6 12 Customers
Sales Funnel Lead Flow How do we build a lead flow
Sales Funnel Lead Flow Offers Partnerships Advertising Email Sign up Apps Blogging Trade Shows Social Content Search
Sales Funnel Lead Generation Partnerships Affiliate marketing Groupon Affiliate Shaw Merchant
Sales funnel - Lead Generation Facebook lead generation Community build lead flow Paid for & organic Competitions / give always
Email marketing Lead generation Gmail Advertising Keyword Targeted
Sales funnel Lead generation Blogs Organic Search results New original content Lead generation Give a way information
Customers Journey
E-commerce platform
Customers Journey
Customers Journey
Sales Funnel Nurture Offer freemium, report, ebook Nurture - them to the free give Nurture away Add Value Sell - full report Retention
Sales Funnel - Nurture
Email Marketing Nurture Email Marketing
Email Marketing Definition Email marketing is directly marketing a commercial message to a group of people using email.
Email marketing - Question Who has used email marketing to nurture
Email Marketing Connecting with and building relationships Great Tool to nurture leads People use email more that Facebook
Email Marketing Different types of emails Informational Transactional or triggered Sale or offer
Email Marketing Where are emails read? What do you think the percentage split of email readers is: Smartphone, tablet, desktop? X%, Y%, Z%? Type in your answers in the above order.
Email Marketing What type of emails do customer want?
Email software providers Different subject lines Straight to the point Fun Create Interest Personal Time is running out Call to action
Email software providers What gets people s interest on email subject line Lead with verbs and calls to action What is the purpose of the email? What is the outcome, for the client Keep it short and to the point! Again focus on the outcome!
Email software providers Spamming - Avoid Like the Plague! Spam is unsolicited bulk email. Avoid as bad for business. You need to give them an opt out at all times. You need to always be clearly identifiable.
Email software providers Building Email Subscriber Lists Registration Forms Less is More & More. The Bigger the Better. Quality Lists Are Key Once Attained - Segment Demographics (age, gender, geo, source) Behavioural (Website, Emails, Forms) Nurture and contact people to build profile.
Nurture Called and Answered
Email software providers
Email software providers
Email software providers Reporting Email Metrics Open Rates Click Through Rates Forwards (including Social) Prints Deletes Device Types Bounce Rates Unsubscribe Rates
Email software providers
Emails return on investment Emails return on every pound spent How much is the approximate return you get back for every pound spent on email marketing? 21.48 Average Return!!!!
Emails return on investment Rewards? Is it worth it? Great Potential Return on Investment. Easy and Simple to Setup. Can Keep Your Business Alive in Slow Times. Ready Made Tools to Help. Measurable Data from Campaigns. Immediate, Deliverable, Targeted Messaging Can be Automated and Set Up in Advance.
Emails return on investment
Nurture Social Media & Blogging
Nurture Social Media & Blogging
Nurture Social Media & Blogging Quality is better than Quantity Life cycle How long does it take Focus on buyers Build data base Recurring revenue
Nurture Social Media & Blogging If a business has a lead nurture strategy they can expect 45% ROI from leads Without a lead nurturing strategy up to 80% of leads will never convert. Nurtured leads produce, on average, a 20% increase in sales opportunities Lead nurturing emails get 4-10x the response rate compared to email blasts. Business that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. (Source: Forrester Research) (Source:DemandGen Report) (MarketingSherpa)
Sales Funnel Nurture Offer freemium, report, ebook Nurture - them to the free give away Sell - full report Sell - full report Retention
The Funnel Sale/Offer Need to offer something of high value Make sure you explain USP Very attractive discount Show full price and discount Make sure your explain the offer clearly Needs to be something you don t offer all the time Must have a sense of urgency cut off time.