Presenter Bio for Lori Feldman, TheDatabaseDiva.com: Lori is founder and president of The Database Diva and is a 25-year veteran of direct marketing industry, where she received the prestigious Direct Marketer of the Year Award. She has a Bachelor of Journalism from the University of Missouri and is Editor of "The Database Marketing Hotwire," the company's e-newsletter editor (which you can sign up for on the home page of our website. It has won the APEX Award for Newsletter Writing Excellence 3 times. Lori began to use drip marketing 9 years ago before most marketers even knew what it was. She has tested every component of a drip marketing campaign and shares her insight, trial and error in this presentation (she can tell you exactly what NOT to do!) Lori has taught the company's 6-week Drip Marketing Camp several times a year for the last 6 years and has had over 300+ graduates. She is also the author or co-author of more than 200 revenue-generating drip marketing campaigns for firm clients. In 2011, The Database Diva was named the #1 Reseller Worldwide for Swiftpage Email, which purchased Sage ACT! Software in March.

2. And Our Colleagues
Stacia Shinaberry Todd Viau Lori Feldman
Sharon Randall
AddonStore.com
Dan Rosenberger
DataCom Solutions
Pete Fernald
Atlantic Database
David Sunnarborg
MarketPlace
Innovations Inc.

3. For More Info:
Stacia Shinaberry, Vice President of Sales
TheDatabaseDiva.com
913-871-1794 x107
stacia@thedatabasediva.com
Skype: stacia-lee

4. Agenda
What is Drip Marketing?
The 7 must-have drips for your business
Next Steps!

5. What is Drip Marketing?
“Drip” … as in measured drips of water over a period of
time to keep plants adequately hydrated.
Not a flood… followed by a drought
So…
planned/scheduled
points of contact
over a period of time
to keep business
relationships
alive and nurtured

6. What’s the difference between…
Drip Marketing?
Marketing Automation?
Auto-Responder?
Follow-up?
Nurture Marketing?
Stay in Touch Marketing?

7. Why do it?
Law of 7…12…29… whatever
Build relationship
Implement Business Owner Philosophy
Consistency
People aren’t ready to
commit yet…

8. Traditional
Sales Funnel

9. What is included in drip marketing
E-mail
Phone Call
Post Card
E-mail
Survey

10. Manual vs. Automated?
MANUAL:
Do it when you think about it
Scheduled
Recurring Reminders
Have to think about the process everyday

11. Manual vs. Automated?
AUTOMATED:
Software
Affordable
Apply a templated response up-front, then launch it
Eliminates
administrative overhead
Acts as an unpaid
salesperson 24/7

12. Defined follow-up process of relevant messages that…
Educates the prospect for wherever he is in the buying
process
Puts into place exactly what you would do if you had
time to do it
… but you don’t.

13. Treasure Triangle
Email Blast /
Promotion
E-Newsletter
Drip Marketing

14. The 7 most common triggers in your business
1. Website Lead
2. Cold Prospect
3. Proposal Follow-up
4. Pre and Post Event & Tradeshow
5. First-time Customer
6. Inactive Customer
7. Expiration Date Renewals

15. How do you get started?
1. Pick a trigger
2. Decide the ideal way to follow up
3. Write compelling “big picture” messages
4. Hyperlink to your “digital assets” (website, SM, blog, industry stats, etc.)
5. Determine the timing
6. Segment (target) your list
7. Launch Campaign
8. Analyze your results and tweak
9. Repeat or write another drip to another segment
10. Repurpose your drip as blog posts and/or SM status
updates

16. 7 Must-Have Drips
Website Leads/Inquiries

17. 7 Must-Have Drips
Cold Prospect

18. 7 Must-Have Drips
Proposal Follow-up

19. 7 Must-Have Drips
Pre- and Post-Event or Tradeshow

20. 7 Must-Have Drips
First Time Customer

21. 7 Must-Have Drips
Inactive Customer

22. 7 Must-Have Drips
Expiration Date Renewals
Company Policy Changes
Government Regulation Changes/Deadlines

24. Other Drips
Lost Sale
Demo Follow up
No Interest Now (vs Lost Sale)
Referral Follow-up
Networking

26. Where Are You Bleeding the Most?
Top 7 … And More!
1. Website Lead
2. Cold Prospect
3. Proposal Follow-up
4. Pre- and Post-Event or
Trade Show
5. First-time Customer
6. Inactive Customer
7. Expiration Date Renewals
1. Lost Sale
2. Demo Follow up
3. No Interest Now (vs Lost
Sale)
4. Referral Follow-up
5. Networking

27. Next Steps!

28. You will be DRIPPED!
• We are putting you on our “Post Event Drip”
• Open and read every message
• Check out the subject lines
• Notice if the messages are short or long
• Notice the tone…no corporate speak!
• How many links are included in each message?
• Click on all the links…where do you go?
• Notice the signature…who’s signing, what’s the title?
• When do we use a P.S.?
• How many do you think you’ll get from us? Over what time period?

29. Choose a FREE Clinic
Basic Drip
Marketing Clinic
For those who know
they want to do drip
marketing, but
haven’t started yet
http://bit.ly/17BEWXa
Advanced Drip
Marketing Clinic
For those already
doing drip
marketing but want
better results or
fresh content ideas
http://bit.ly/135nLdK

30. Q&A
For More Info:
Stacia Shinaberry, Vice President of Sales
913-871-1794 x107
stacia@thedatabasediva.com
Skype: stacia-lee