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Similar to Drive More Revenue - Be Everywhere Your Customers Are...All The Time!
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Drive More Revenue - Be Everywhere Your Customers Are...All The Time!
- 1. Drive More Revenue—Be everywhere your customers are…all the time! Bryan Brown @GetVision Loren McDonald @LorenMcdonald
- 2. Marketing v The World Has Changed
- 3. Not a fad…but a way of life 25M 25M 750M 200M
- 5. Smartphone Sales Pass PC Sales Q4 2010
- 6. 40+ Tablets Expected to Ship in 2011
- 7. Mobile Apps are Exploding 25 billion downloaded by 2015 Juniper Research
- 8. Recently Passed 10 Million Users
- 9. So How About 2 Billion Email Users? Radacati Group
- 10. Location – Anywhere & Everywhere Coffee shop Context
- 11. So what’s it all mean?
- 12. To survive….. You must be everywhere…. All thewe’ll cover today… What time….But How? Framework and vision to move your organization forward Real world examples and tactics to drive revenue Cutting edge ideas that work
- 13. Agenda Environment of Change Capture Leads Q&A Everywhere Content That Nurturing Engages
- 14. Changing Web Marketing Landscape Search to Site Social to Site Search Website Email
- 15. What’s your inbound strategy? Today 50% of leads come from the web. Grow to 75% by 2015 Source: SiriusDecisions, “Inbound Marketing, the Sirius Way”
- 16. All web leads are not created equal... 85% not ready to buy 70% eventually buy Source: Google/TechTarget Behavioral Research Project Phase 2: 2010
- 17. Don’t call me – I’m learning Source: Enquiro, “Integrated Persuasion: Online and Offline”
- 18. How do they find you today?
- 19. Are you where they are? Where did everyone go? You Them
- 21. Social Traffic vs. Search
- 22. From Social to Site
- 23. Social content drives new visitors Hey friends RT - killer check this ebook out… Awesome ebook! http://mashable.com/2011/01/10/social-content-strategy/
- 24. Where’s your “Social Bait”?
- 25. How to be everywhere…. All the time… The Tactics that Drive Revenue
- 26. Agenda - Tactics Capture Leads Everywhere Nurturing + Content That Sharing Engages
- 27. Are You Where Your Prospects Are?
- 28. For which social media channels does your company have a presence? Twitter 45% Facebook 44% YouTube 39% LinkedIn 29% Foursquare/Gowalla 4% 0% 10% 20% 30% 40% 50% Source: Silverpop Survey, April 2011
- 29. A. Social Sign Up
- 30. 66% of people prefer social sign up Source: Blue Research, December 2010; US Consumer survey; n=632)
- 32. Social Sign Up Works Increases conversion rates by 10-50% Source: Janrain - Customer average as of March 2011
- 33. Social Profile Data Email Name Location Birth Date Gender Friends/Contacts Profile Photo Interests Social Sharing Source Janrain
- 34. B. Social Email Opt ins
- 35. Do you have an email opt-in form on your Facebook page? Yes No plans to add N/A Plans to add 48%: 10% Have/Plan to add 38% 22% 30%
- 38. Share to Social to Opt-in
- 39. C. SMS to Email Opt-in
- 40. Get out your smart phones Text to: 60379 Instructions to follow….
- 41. Get out your phones Text to 60379 SPOP DFORCE [your email address]
- 42. Arriving in your inbox shortly…
- 43. Raise your hand when you get the email
- 44. SMS Text to Email Opt-in Point Trade Of Billboards Booths Purchase
- 45. Offer SMS to Email Opt-in? Yes Plans to offer No plans to offer N/A 4% 13% 83% of you say 47% No or No Plans 36% Text to 60379 SPOP DFORCE [your email address]
- 46. D. Tablet, QR Codes, Mobile Apps
- 47. Tablet-Based Mobile Opt-in • Point-of-sale • Tradeshow booth • Events • Customer service reps
- 48. QR Code – Drive offline to online • Printed collateral • Tradeshow booth • Signage • TV
- 49. Agenda - Tactics Capture Leads Everywhere Nurturing + Content That Sharing Engages
- 51. Old Rule: Sell the sizzle, not the steak.
- 52. New Rule: Educate with grilling tips, recipes and wine pairing.
- 53. The Value of Content Establishes Brand Affinity Top of Mind Trust Assists Moves Prospect in Differentiation Prospect Down Buying Process the Funnel
- 54. A. Content Asset Leverage
- 55. Press Twitter Release Facebook Blog Google+ White SlideShare paper Survey Webinar Asset Article Speaking Media Opps Interview Quick Tip Email
- 57. B. Make Content “Shareworthy” and Shareable
- 59. White Paper PDF to Video
- 60. “Shareworthy” Content Checklist Trusted Speaks to target audience Provides value or rewards Positive to sharer’s brand Simple and obvious Conversation starter
- 61. Agenda - Tactics Capture Leads Everywhere Nurturing + Content That Sharing Engages
- 62. A. Incorporate Sharing into Nurture Process
- 63. Enable your prospects do the sharing
- 64. When To Share? White Paper <Download Link> Offer Page Download Page PDF Nurture Email
- 65. Nurture in Social Style Registration Confirmation Read This What do you think? Day 0 Immediate Day 2 Day 3 If download
- 67. B. Nurture based on the Social Behaviors
- 68. Behavioral Profile Meets Social Behavior Profile • Visited website • Visited blog • Clicked to Twitter • Commented on blog • Visited community site • Downloaded whitepaper • Checked in on FourSquare • Submitted a Demo Request form • Watched “30 Reasons” video
- 69. What you really want to know… Influencing Offers Source Ad First Offer
- 70. Revenue Reporting Engagement Data + Salesforce Native Reports = Deep Revenue Insight!
- 71. 6 Actionable Takeaways Use Social Logins Measure Source of Capture Prospects Revenue via Social & Mobile Incorporate Create & Reuse Sharing in Nurture Value-Driven Process Content Make Content Shareworthy & Shareable
- 72. Q & A / Contact Information • Bryan Brown – bbrown@silverpop.com – Twitter: @GetVision • Loren McDonald – lmcdonald@silverpop.com – Twitter: @LorenMcDonald www.slideshare.net/silverpop Twitter: @SIlverpop www.silverpop.com
- 73. Company have a Mobile App? 13% Plan to launch in 37% 2012 17% Plan to launch in 2011 Yes No 33% 63% have / plan to
- 74. Capture opt-ins during app download
- 75. PDF to Tweet
- 76. AcquisitionCheck-ins for B2B 92% Have not implemented/Have no plans
- 77. Client Summit: Silverpop Geo Demo #2 Check in at START registration and donate to Charity Water END #3 Check in tonight at World of Coke Networking event to win prizes #1 Arrive at ATL airport and receive a “to do” to check in 77
- 78. How Could Dreamforce Be Even Better? Tell Us! Every session survey you submit is a chance to win an iPad 2! Watch your inbox at the end of each day for an email from our survey partner, Alliance Tech. Click on the personalized link to be directed to the survey page for the sessions you attended.