Live Event and Third Party Lead Acquisition Jeff Dworkin jeff.dworkin@marketingautomaton.partners calendly.com/jeffdworkin/ @mktgpartner

Lead Acquisition List Buying Content Syndication Trade Shows

Different Start Blocks Not getting into the system via a digital form.

But with the Same Goals Self Identify Segment as early as possible Deliver Marketing Qualified Leads to Sales

Horizontally Integrated Marketing

Lead Acquisition List Buying Content Syndication Trade Shows

Buy a List Spam the List Hope someone responds List Buying Buy a List Spam the List Hope someone responds No matter what list you buy odds are its targeting is not very specific

Content Syndication You create content and then give it to a publisher to use as a means to generate targeted Lead Tech Target TMC Nurture campaign

A Nurturing or Drip Campaign Wait for 9 days. Prospect Downloads a WP from a Landing Page An auto-responder is sent with product information relevant to the WP content A new email of relevant a product promotion is sent A email about a second WP is sent to the prospect. Wait 9 days

Creating and delivering the right content based on the current goal Relevant Content Creating and delivering the right content based on the current goal

The Trade Show

Reasons to Attend a Trade Show Learning Opportunity Strengthen your brand Generate Leads Speaking Opportunity Meet Your Customers Generate Leads Competitive Research Meet The Press Industry Networking Generate Leads

Trade Shows Cost Too Much and We Never Get Good Leads

Is the lead bad or the follow up bad 63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy.   [Source: Marketing Donut]    44% of salespeople give up after one follow-up.   [Source: Scripted]  The average sales person only makes 2 attempts to reach a prospect.   [Source: Sirius Decisions]   80% of sales require 5 follow-up phone calls after the meeting.   [Source: The Marketing Donut]   If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them.  

The Big Bucket of Leads

Just made a whole lot of work

A Nurturing or Drip Campaign Wait for 9 days. Prospect Downloads a WP from a Landing Page An auto-responder is sent with product information relevant to the WP content A new email of relevant a product promotion is sent A email about a second WP is sent to the prospect. Wait 9 days

Form on a Tablet or Phone

Live Data from the Show Floor No more scanners to rent or keep track of Forces staff to interact with booth visitors Instant Segmentation HOT LEADS instantly identified for follow-up Nurture campaign starts immediately upon entry into the system. Cost Tracking and ROI

Get Those Leads Into the Machine

Live Event and Third Party Lead Acquisition Jeff Dworkin jeff.dworkin@marketingautomaton.partners calendly.com/jeffdworkin/ @mktgpartner