1. Live Event and Third Party Lead Acquisition
Jeff Dworkin
calendly.com/jeffdworkin/
@mktgpartner

2. Lead Acquisition
List Buying
Content Syndication
Trade Shows

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

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

5. Horizontally Integrated Marketing

6. Lead Acquisition
List Buying
Content Syndication
Trade Shows

7. 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

8. 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

9. 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 of relevant a product promotion is sent
A about a second WP is sent to the prospect.
Wait 9 days

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

11. The Trade Show

12. 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

13. Trade Shows Cost Too Much and We Never Get Good Leads

14. 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.  

15. The Big Bucket of Leads

16. Just made a whole lot of work

17. 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 of relevant a product promotion is sent
A about a second WP is sent to the prospect.
Wait 9 days

18. Form on a Tablet or Phone

19. 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

20. Get Those Leads Into the Machine

21. Live Event and Third Party Lead Acquisition
Jeff Dworkin
calendly.com/jeffdworkin/
@mktgpartner