Join Sendible and Quote Roller n this recorded webinar as we discuss how to use mobile and social media technologies to develop and nurture leads into long-term customers. Topics covered: * Why the client matters even more in the digital space. * How to build client loyalty through social media * How to spot social buying signals * How to use social media + open-ended questions to learn more about client needs * How to convert information gathered on social media & client conversations into a persuasive client proposal. * How to add social media and sales tracking into your work routine while actually saving a significant amount of time. Go to http://www.quoteroller.com to start saving time & money creating persuasive business proposals today! Head over to http://www.sendible.com to nurture more leads through social media today!

1. Lead Nurturing in the
Mobile & Social Age
#LeadNurture ● @Sendible ●@QuoteRoller

2. Jennifer Riggins
Content, social media,
start-up lover, for
Quote Roller, PandaDoc,
CBS SmartPlanet
@jkriggins
Vishal Pindoriya
Sendible
Marketing Analyst
@VishalPindoriya
Who are we?

3. #LeadNurture ● @Sendible ● @QuoteRoller
What we‟ll talk about
• How have your clients & expectations evolved?
• Why is social so important?
• What are social buying signals?
• Setting up monitoring of buying signals
• Best practices for responding
• How to qualify your leads
• How to turn your leads into a sale

4. “If you‟re in the services business, generally
speaking, it‟s rare for the client to just show up and
give you a check right there. There‟s a need to get to
know who the client is.”
Geoff McQueen
CEO AffinityLive
#LeadNurture ● @Sendible ● @QuoteRoller

5. 2% of sales are made in the first contact.
3% of sales are made in the second
contact.
5% of sales are made in the third contact.
10% of sales are made on the fourth
contact.
80% of sales are made on the fifth to
twelfth contact.
#LeadNurture ● @Sendible ● @QuoteRoller

6. Lead nurturing is the ongoing process of building
a relationship with qualified prospects.
Image IMCreator.com

8. And consumers are oh-so-
inundated with
information, now you need
to work harder than ever to
stand out.

9. Buyers are self-
educated.
55% of consumers
consult social media
before making a
purchase.
70% make buying
choices based on
emotional factors.

10. Even though you have more leads and
prospects than you could ever possibly follow-up
with, now, more than ever, each expects that you
will work to build a relationship and services
plan.
#LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com

11. And the need for more points of contacts in a
longer sales-decision time, meaning YOU
need to streamline more with mobile sales
and marketing tools.
Communication must be two-way.
No more shouting, it‟s about asking open-
ended questions to learn more about your
clients and to build a connection.
#LeadNurture ● @Sendible ●@QuoteRoller

12. Mobile lead nurturing sees the blending of sales
and marketing automation tools to simplify your
life by helping you automating your relationship
building.
#LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com

13. 1. Getting your brand in
the periphery of your
prospect.
2. Once peaked, focus
nurturing relationship
with focusing on
offering a solution to
your client‟s needs.
3. Convert what you‟ve
learned into a
comprehensive
business proposal.
#LeadNurture ● @Sendible ●@QuoteRoller

14. #LeadNurture ● @Sendible ●@QuoteRoller
In less than 15 years…

15. #LeadNurture ● @Sendible ●@QuoteRoller
We live our lives in public…

16. A Buying Signal is a
signal from a
potential customer
that shows an intent
to buy a product or
service

17. Today‟s Buying Signal
#LeadNurture ● @Sendible ●@QuoteRoller

18. Common Buying Process

19. “A qualified lead is a potential
customer who has expressed
interest in a product or service,
and meets general buying
criteria.”
#LeadNurture ● @Sendible ●@QuoteRoller

20. g
75% aged 18 to 49
on social
95% aged 12 to 17
active online
64% of Social Media
users said that social had
influence on buying
decisions
* 2012 Pew
Research
Center‟s Internet
and American Life
Project
* Edison
Research, June
2012

21. #LeadNurture ● @Sendible ●@QuoteRoller

22. #LeadNurture ● @Sendible ●@QuoteRoller
Where to begin?
• Find your keywords
• Try a few “signal words”
• “Does anyone…”
• “I am looking for…”
• “Any recommendations”
http://twitter.com/search

23. #LeadNurture ● @Sendible ●@QuoteRoller
Brand
• Easy to spot buying signals
• Brand opinions
• Consumer insight
• Discover brand advocates

24. #LeadNurture ● @Sendible ●@QuoteRoller
Product &
Services
• Easy to spot buying signals
• Consumer insight
• Discover brand advocates

25. #LeadNurture ● @Sendible ●@QuoteRoller
Industry
• Monitor Competition
• Brand favorability
• Trigger words
• “Does anyone…”
• “I am looking for…”
• “Any recommendations”

26. #LeadNurture ● @Sendible ●@QuoteRoller
How to Configure in Sendible?
(Sendible 2.0 Beta)

27. #LeadNurture ● @Sendible ●@QuoteRoller
(Sendible 2.0 Beta)

28. (Sendible 2.0 Beta)
Best Practices for Responding
Get to know the „Twitterer‟ you‟re talking to…
before you start the conversation.

29. Best Practices for Responding
• To promote or help? Go with the soft touch
#LeadNurture ● @Sendible ●@QuoteRoller

30. Best Practices for Responding
• Incentivize!
Automation >
Twitter Autoreplies
@FUTUREFAN
Use 15% off
Coupon Code:
SOCIALPRO13

31. Best Practices for Responding
Monitoring your competition
#LeadNurture ● @Sendible ●@QuoteRoller

32. Organize it all within a Customer Relationship
Management Solution
quoteroller.com/services-integrations/

33. Qualify Your Leads
• Get more info + make a call
• Your business must suit the client
• Answer these questions:
Can my company meet the client
timeframe?
Can my company complete project
& make a profit?
Will this project move my company
forward?
• Why will what you offer benefit
the customer?
• How can your offer help save
them money? Time?
• What can we offer better than
the competition?

34. Quote Roller Step #1: Your CRM Contact & Deal info
pour right into your Quote Roller Proposal.
Use a Blank Proposal, reuse one you already created, or jumpstart your proposal
creation with one of our 35+ industry-proven Proposal Templates.

35. Quote Roller Step #2: Add your Pricing Table
The part your clients are spending the most time looking at!
You can offer your clients pricing options, quantity options, & package deals.
Build your own pricing table or reuse one from your Catalog.

36. Quote Roller Step #3: Use our WYSIWYG Editor
Drag-n-drop Content Blocks, reusing content or creating new,
showing how you can offer a solution to your client.

37. • You can use whatever you want to show off your
business in the scope of being a solution for clients:
videos, websites, photo galleries, HTML content, custom
brand domain.
• Quote Roller lets you reuse content, but makes sure you
don‟t make mistakes like reuse old pricing or the wrong
name.
• Quote Roller cuts your proposal creation down to about
15 minutes!
• Just make sure, when you reuse proposal content, you
take the time to customize to address your lead‟s needs.
Focus on Solving Client Needs
#LeadNurture ● @Sendible ●@QuoteRoller

38. Quote Roller Step #4: Finalize
Send your clients a secure link to your Proposal.
Use legal Electronic Signature to close deals faster.

39. • Even if your proposal isn‟t accepted, it‟s an
investment in your future mobile marketing and
sales campaigns
• Plus, with Quote Roller, you increase your likelihood
of them saying YES by 28%!
#LeadNurture ● @Sendible ●@QuoteRoller

40. Go to QuoteRoller.com to
start saving time & money
creating persuasive
business proposals today!
Discount code:
50OFF1STMONWEB for
50% off first month
Head over to
Sendible.com to nurture
more leads through social
media today!
Discount code:
SOCIALPRO14 for 20%
off any monthly plan
#LeadNurture ● @Sendible ●@QuoteRoller
Questions?