1. Marketing 101 Investment (Qualified)Expense (Un-Qualified) Prospects101,000,000 Conversion Rate25%0% = Customers2.50 Average Buy$100$0 =Total Revenues$250$0 Proper marketing is an investment in prospects to feed your sales cycle. Measuring marketing success: (Total Revenues-Total Costs)/Prospects > MarketingExpense/Prospects

2. Search Engine Optimization (SEO) Technical meaningful directory structure URL links with keywords site is easy to navigate crawler understanding Content human-oriented meaningful terminology grammatically correct free of spelling errors well structured, e.g. section headers, links Google SEO Guide: http://static.googleusercontent.com/external_content/untrusted_dlcp/www.goo gle.com/en/us/webmasters/docs/search-engine-optimization-starter-guide.pdf

3. Search Influencers Your Site Traffic Google +YouTube Google Maps Google Authorship Zagat Google Biz Page LinksUpdates Comments Traffic

4. Email Marketing Why Converts People ‘catch up’ on email Traffic begets search traffic Pay Attention Others’ Email Campaigns Preview Pane Short Who, what, when, where, why, how Call to action Converse (don’t announce) Regular Reader-centric Personal If I Had More Time, I Would Have Written You a Shorter Letter. – Pascal, Twain, Wilson, Thoreau, Luther, Franklin, Locke, Bohun, Cicero ….

5. Know, Like, Trust Made Simple 1.Follow Prospect’s Blog http://reader.google.com/ Use web page on cell phone or tablet 2.Follow Prospect’s social media Set up lists and add to browser Schedule time for each list Tweet deck or hootsuite 3.Link to their site 4.Comment on their posts For your customers and best prospects. Let them know you’re sharing by ‘cc’ing them. Ask who you can introduce them to and follow up. Keep a running list of Resources (groups, articles, smart people) for everyone you meet.

6. Slides and Shameless plugs at http://bossrocket.com/wdcep BR Deals Email Campaign WordPress site Sales Tracking Google eBook SEO Setup Resources These slides Links ORIGINAL Tuesdays Networking BNI Tuesday Dupont Referral Group