Online Lead Generation in a Slow Economy.

Online
Lead Generation
During a Slow
Economy

GroupHelix/ Duple Meter LLC | 875 N. Michigan Ave, Suite 3100 | Chicago IL | 312.794.7784 | hello@grouphelix.com

What is lead generation?!?
(the blah blah blah deﬁnition)

Lead generation, or lead gen is a marketing tool used, particularly in internet marketing to
generate consumer interest or inquiry into products or services of a business. Leads can be
generated for a variety of purposes - list building, e-newsletter list acquisition or for winning
customers. There are many tactical methods for generating leads. These methods typically fall under
the umbrella of advertising, but may also include non-paid sources such as organic search engine
results or referrals from existing customers. Businesses strive to generate 'quality' leads. Quality is
usually determined by the propensity of the inquirer to take the next action towards a purchase.
*http://en.wikipedia.org/wiki/Lead_generation


What is lead generation?!?
(our deﬁnition)

The exchange of contact
information from an interested
potential customer to a business.


What are the steps?

1) GET ATTENTION

2) MAKE THE EXCHANGE
(Contact information for something they want and need)

3) CONVERT & MANAGE


1) GET ATTENTION

Why is
everyone
looking at me?


And how the heck do we do that?
(cheaply and effectively)

By
leading
an
online
conversation....


And what does an online conversation consist of?

Blogging
Creating quality content
Leading webinars
Stating you’re the expert
Providing frequent updates
Providing transparency
Opening a dialogue
Giving away quality content/ advice


WHICH IS
POWERED BY
THE SOCIAL
WEB


Which can be a lot to let simmer...


WHY SHOULD I CARE?!?


One in every nine people on
Earth is on Facebook ( This
number is calculated by
dividing the planets 6.94 billion
people by Facebook’s 750
million users)

*http://www.searchenginejournal.com/the-growth-of-social-media-an-infographic/32788/
Sources: www.simplyzesty.com/social-media/decade-social-media/
www.socialnomics.net/2011/06/07/10-wow-social-media-statistics/
www.browsermedia.co.uk/2011/03/30/2011-social-media-statistics-show-huge-growth/
www.arikhanson.com/2011/01/31/16-social-media-statistics-that-might-surprise-yout/
http://www.macworld.com/article/145719/2010/01/facebook_jobs.html
www.rian.ru www.pingdom.com www.google.com/trends


People spend 700 billion
minutes per month on
Facebook



More than 250 million
people access Facebook
through their mobile
devices



More than 2.5 million websites have integrated with
Facebook



YouTube has 490 million
unique users who visit
every month (as of
February 2011)



Wikipedia hosts 17 million articles



That’s over total over 91,000 contributors



Who ya callin’ a
TWEETER!?!
190 million
average Tweets
per day occur on
Twitter (May
2011)



People upload 3,000 images to Flickr (the photo sharing
social media site) every minute
Why do they
keep taking
our picture?



Google+ was the
fastest social
network to reach
10 million users at
16 days (Twitter
took 780 days and
Facebook 852
days)



SO HOW TO BREAK
THROUGH THE MOLD?


Incentives.You “Like” us, we give to you.


Go where your user base is. That’s social media.
(While we can’t take credit for doing these next couple examples, they’re pretty great.)


Mini-apps are the new black.


Be the ‘go to’ that you know you are.


Don’t leave the house with matching socks...
...or technology. Have a consistent message across platforms


Press and Email Marketing = Amazingness.
(Easy and cheap ways to reinforce your message)


2) MAKE THE EXCHANGE
(Contact information for something they want and need)


IT’S A HOOK.
SOMETHING THAT BRINGS
THE USER IN.


Coupons, Discounts & Promotions
(You give the user a special offer. In return you give them a coupon or special deal)

My owner bought me
this stupid outﬁt on
Groupon


White papers and e-books. Get your message heard.
(Create the document. Offer it for download. In return, you get their contact information)


Podcasts. Speak your mind, become the expert.
(Create podcasts and have them readily available on your site.)


Webinars and events.
Chat about what you know. Stand out.


Newsletters. Always with opt-in conﬁrmation.
(Get permission. Then they really want to hear from you.)

I asked before
doing this.


“Contact us” and other forms.
(Don’t leave your prospects stranded in a different tank.)


Contests and Promotions
(give your users a chance to shine)


Questions & Answers
(Allow an open forum for participation)


Premium Content
(Offer it for free. Get their contact details of an interested prospect.)

I only deserve
Premium. Got
it?


3) CONVERT & MANAGE
(...and grow)


Now you have the customer.
How do you manage that
relationship?


What is customer relationship management?!?
(the blah blah blah deﬁnition)

Customer relationship management (CRM) is a widely implemented strategy for
managing a company’s interactions with customers, clients and sales prospects. It involves using
technology to organize, automate, and synchronize business processes—principal sales activities, but
also those for marketing, customer service, and technical support. The overall goals are to ﬁnd,
attract, and win new clients, nurture and retain those the company already has, entice former clients
back into the fold, and reduce the costs of marketing and client service. Customer relationship
management describes a company-wide business strategy including customer-interface departments
as well as other departments. Measuring and valuing customer relationships is critical to
implementing this strategy.

*http://en.wikipedia.org/wiki/Customer_relationship_management


What is customer relationship management?!?
(our deﬁnition)

Managing the engagement and
touchpoints you have with a
customer. Turning them into your
biggest advocate.


Fill your bucket with quality leads.
(A way to track leads and turn them into customers.)


Monitor your engagement.
(Understand opportunities for improvements, new product introductions, etc.)


Enough dog
references,
already.

Know their successes
and track them
(You can’t improve what you can’t measure.)


Most importantly...
turn them into
your biggest advocate.
(No technology can do this.)


Questions?
(We hope you liked us.)

We’d love to hear from you.
Amy.Nedoss@grouphelix.com
Kevin.LaManna@grouphelix.com

312.794.7784
www.grouphelix.com


Online Lead Generation in a Slow Economy.

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