How Inbound Marketing Delivers Leads and Business Results

How to Get 10x More Leads this Year

 

 

Yes, I said it: a 10x improvement in leads. If you’re getting two leads a week, when your inbound marketing program is up and running you’ll be getting 20 leads a week. If you’re getting four leads a month, you’ll be getting 40. It’s a very attainable goal, and one we’ve delivered for countless clients over the past 14 years.

However, there are just as many CEOs, VPs of marketing and business owners who have attempted inbound marketing and not seen this kind of impact on their business. So clearly this isn’t as easy as it sounds. It’s not easy, but it isdoable.

These six tactics, if planned, implemented and optimized properly, will contribute to lifting your inbound leads by a factor of ten.

To make this as simple as possible (and to reiterate what we’ve been saying for years): Marketing is a mathematical calculation. If you want more leads, you have to move two numbers: website visitors and sitewide conversion rate. That’s it. So we’ll share three recommendations for increasing the number of visitors to your website and three recommendations for improving your conversion rate. Execute these properly and a 10x improvement in leads will be your reward.

 

 

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

How to Create More Compelling Bottom-of-the-Funnel Offers

How to Get 10x More Leads this Year

 

 

Don’t leave offer creation to the business- or salespeople. Contact us, speak with a sales rep, free demo, free download or trial – these are horrible, generic bottom-of-the-funnel offers. You’re going to have to work much harder if you want more leads, especially if you want more sales-ready leads.

Thee horrible examples of offers are all about you. Contact you, speak with you, see your demo, try your software – what’s in it for the prospect? Your bottom-of-the-funnel offers have to deliver value to your prospect. 

For example, if you’re a builder or construction company, offer to value-engineer plans for a current project with the promise to save money on the build. If you’re a software company, offer to evaluate the prospect’s current process and provide process improvements that include your software. If you’re an accounting company, offer six tax-saving tips for prospects after a quick review of the prospect's current situation.  

In each of these scenarios, the offer is probably something you would happily do anyway, so why not offer it as a way to get sales-ready prospects to contact you today? Keep rolling out new and more creative offers until you get the bottom-of-the-funnel lead flow you need to hit your goals.

Here’s more good news. If you do all six of these tactics at the same time, you’re going to improve the chances of achieving that 10x improvement in leads. This is actually where a lot of practitioners go wrong – they only do a few of these tactics. They either underestimate the effort or under-budget the entire program, so corners get cut and results suffer.

Don’t make the same mistake. Whether you’re building a new inbound marketing program, working to optimize your existing effort or comparing inbound marketing agency proposals, make sure you see money, time or points allocated to all six of the tactics described above. If any of these is missing, it’s usually a pretty good indicator that the team isn’t as experienced with inbound as they need to be to deliver a 10x improvement in generating leads.

 

 

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

HubSpot & Google teaches YOU how to CREATE Your Marketing Campaign!

 

Creating Your Campaign Assets

 

 

Once your plan is in place, you can start production on the asset or event at the center of your campaign.

Regardless of format, your rst step should be to create an outline in Google Docs. Start by guring out how you can organize information into di erent sections or chapters. Then, add bullet points beneath each section to highlight speci c examples and advice.

For a webinar, you might also want to include how long you expect it will take the webinar host(s) to speak through each section.

For something more visual, like an infographic, you can use the Drawing tool within Google Docs to create some initial sketches.

Again, the beauty of using Google Docs is that once you create your outline, you can easily share it with stakeholders to get approval and/or feedback.

If you are responsible for creating the content (or running the event), this outline will serve as your production roadmap. Use it as a guide as you esh out each section with information you gather via research and interviews.

Need to gather some contributions (e.g., quotes, pro tips, examples) for your campaign? You can use Google Forms to create and share prompts/questionnaires.

At HubSpot, we try to make our forms as speci c as possible, so contributors know exactly what we’re looking for (e.g., a piece of advice on X subject, written in less than 100 words, along with the contributor’s name, their job title, their headshot, etc.)

During this stage of managing your campaign, you’ll also want to create promotional images that you can use in emails, on your blog, and on social.

Use Google Drive to keep all of your campaign images organized and easily accessible. At HubSpot, we have a dedicated Campaign Images folder with sub-folders for each individual campaign:

And within those campaign-speci c folders are sub-folders for the di erent channels and platforms where particular images will be shared.

Using these sub-folders helps ensure that you’re always using the proper image dimensions when posting to di erent social channels.

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

Mirror, Mirror on The Wall

Sales Techniques, Matching & Mirroring

o   Matching the way your client sit to build rapport

o   Speak the same way & voice tonality with client

o   Pay attention to your client - try to pay attention to their workplace to see what intangible things they like or dislike, how they deal with work and etc.

o   Make friend with their secretary/ PA

o   When doing presentation, focus on the key people but do not neglect others

o   Remember the sales staffs are important too because if the sales people buy the idea, marketing has to do it

o   Future pacing your clients

o   Breakfast meeting, lunch & learn meeting, wine & cheese meeting, webinars

o   Follow up closely – call, voice mail, handwritten note, email, meeting… (average 17 touch points to make sales)

o   Shorten the touch points and don’t take too long to revert or follow up

o   Share success stories

o   Visualise what you say : 12X bigger than Bkt Jalil Stadium (Allibaba website)  we can put your project in front of the eyeballs

o   Show and tell, let client see what you present

o   Use different words to get them excited

 

We should control the conversation by asking!

 

Here is the discussion on how we can 2X up our sales in 30 days:-

§  2X up activities to meet and propose to clients

§  Get more prospects

§  Work longer but have to be in smart way

§  Back to basic – 80/20 rules, focus on the 20% big spenders

§  Attend more property events 

§  Be persistent (like a kid, never compromise untill they gotten what they wanted)

§  Build trust (sending hand written notes/ cards, do exactly what you promised them)

§  Create urgency (how to sell your inventory faster)

§  Strategic plan

§  Focus on most expensive and highly effective product

§  Be positive always

§  Upsell to existing clients

§  Make your daily, weekly & monthly game plan

§  Be a problem solver and attend to your clients need

§  Be responsive (respond immediately)

§  Integrated solutions (is like a whole meal deal, don’t forget to include case studies)

§  Prioritize your tasks

§  Brainstorming session between teams

 

Review – what was your goal yesterday, what did you achieve and what is your goal today?

 

 

 

 

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

N5R's Sales & Marketing Platform

 

Traditional Marketing is Broken

Buyers are taking control and tuning out impersonal and interruptive  old-school marketing tactics. We’re able to skip commercials, screen calls, and largely block out unwanted communications. This means that outbound marketing methods like cold calling, direct mail campaigns, and purchasing email lists are steadily losing their effectiveness.

Wouldn’t it be great if instead of hunting down your buyers, you could swoop in and answer their questions while they’re making purchasing decisions? Inbound marketing turns your website into a magnet and pulls people towards your company by  aligning your content with their interests.

N5R’s Sales and Marketing Platform

Built to complement the inbound methodology, Our all-in-one marketing software is easy-to-use and helps businesses grow.  So, is inbound right for you?  Let's explore the marketing funnel to see how an inbound marketing strategy and our software work together to solve business challenges.

 

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

6 Gmail Tricks You Need to Know!

6 of the best Gmail tricks you never knew existed

 

A few years ago, a Quora user asked the internet if they would share some lesser known Gmail tips. Over 100 answers later, the thread has become a surprisingly useful resource for anyone who uses Gmail on a regular basis.

Rather than ask you to sort through all 100+ answers, we’ve cherry-picked 6 of the most valuable tips and tricks from the list, all of which you can see below:

 

Use keyboard shortcuts

You have two email addresses

Find out who sold your email to spammers

Mail delegatioN

 Compose in a new window

The best of Labs

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

Cracking The Code to Inbound Marketing

A Campaign Approach

You might be thinking there’s a lot of work associated with an inbound marketing effort. That would be an astute observation. There is an incredible amount of work to be done to get all the necessary pieces of an integrated inbound marketing program together including all the blog posts, email, lead nurturing, video and educational materials. But all that work doesn’t have to be done at once. The best way to focus your efforts is to take a campaign approach to your inbound marketing. A campaign allows you to focus your marketing and content development efforts on a particular industry, service or targeted persona. The result is a concentrated effort that typically delivers improved results because your content is focused and direct. Campaigns are typically three to four months. An overall theme is created for the campaign.

 

The messaging is specific based on industry, service or persona. A few high priority keywords or keyword phrases are selected and the content includes a high concentration of these keywords. The Trio of Offers is designed to be directly related to the campaign theme. Blogs and emails are focused on this campaign. Landing pages and call-to-action buttons are created specifically for the focused effort.

 

Here is a representation of a real campaign for a national payroll services provider:

Campaign Strategy: Focus on acquiring new small to medium-sized business clients who have a variety of payroll or HR needs.

Target Persona: The business owner thinking about outsourcing their payroll. They are extremely busy managing their company. They might have an internal administrative person helping out with general HR or payroll processing issues. They have had some mistakes in the past and just want payroll to be processed without errors, on time and without their personal involvement.

Campaign Theme: Payroll Personalized For Your Business

Sample NRO: Whitepaper – 9 Secret Challenges Most Payroll Providers Hope You Never Find Out

Sample LRO: Webinar – Tips And Techniques When Outsourcing Payroll For The First Time

Sample DBO: No obligation, 30-minute call with a payroll specialist to discuss payroll processing at your company. Email Topics: Outsourcing Payroll Means You Get To Work On Strategic Issues For Your Business

Blog Topics:

1. What ADP And Paychex Don’t Want You To Know About How They Process Payroll

2. 3 Tricks To Make Sure Your Payroll Is Perfect Every Week

3. How A Payroll Specialist Works With You To Save You Money

4. What Government Regulations Impact Your Payroll And What You Need To Do About it

 

Campaigns provide two other success factors that can’t be overlooked. First, they allow you to set performance-based expectations at the start of the campaign. Metrics like website traffic growth, conversion rates and leads generated. As an example, for a campaign like the one above, you might look for 20% increase in website traffic month over month and a lead goal of 30 new leads over the course of three months.

 

TIP : Working to continuously improve the performance of your marketing month over month is the fastest way to realize the kind of results worthy of celebration.

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

3 Things you Need to Do When Looking at Analytics

Your Analytics - Tracking, Testing and Goal Setting

 Over the past few years, marketing has transformed from an art into a science. Tracking, testing and metrics are key data points to help you make decisions that drive your business. Today we get real-time insights into what’s working and what’s not. Right now, from my smartphone, I have access to our company’s marketing metrics and the metrics for every single one of our clients. I quickly see if organic traffic is up or down vs. last month. If the social media initiatives we launched across are working or not. If a specific client’s conversion rates have increased as a result of a new piece of content we created or if we need to reconsider the CTA (call to action) button we created for that content.

Never before have we, as business owners, CEOs and marketing professionals, had this level of insight into marketing performance.

One of the most important parts of tracking the performance of your inbound marketing program is setting up a regular rhythm to review your performance. Even if you are looking at your stats daily, you still need a weekly 30-minute session to dig a little deeper and you need a monthly 60-minute session to review performance for the past month, set goals for the next month and discuss any adjustments that need to be made so that you ensure you hit your goals going forward.

It’s actually less critical that you hit your numbers and more important that you have a plan in place when you don’t hit your numbers. Every business can have a down month, but making sure your down month doesn’t turn into two, three or four down months in a row is the objective of this monthly session.

Here are some actual tactical adjustments we have made during one of these sessions:

 

• If visitors to your website are down for this month vs. last month, schedule a series of weekly guest blog posts for the upcoming month. Guest blog posts can add hundreds of visitors over a few days and contribute up to 20 leads a day in some cases.

• If leads are down this month vs. last month, time for a new free report or tip guide to drive up conversions. One you get traffic to your website up on a consistent basis, you should consider adding new educational content to turn those visitors into leads. Adding new content to your site on a monthly basis could increase lead generation by 30% month over month.

• If your site is getting a lot of returning visitors and not enough new visitors, take a look at your publication strategy. Find a few new websites that cater to your target personas and get them to publish one of your existing whitepapers, tip guides or e-books. Create a dedicated landing page to track traffic and conversions. If the website you select has enough daily visitors, then this tactic is sure to increase both traffic and leads for your business.

 

What gets measured gets done. Once you have this process in place, you will see month over month improvements. When you look back over a 12-month period you will see dramatic increases in both website visits and leads for your business. In some cases, clients have seen 5x increases in traffic and 3x increases in leads.

 

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014

Why Software Makes it Easier to Generate Leads

Your Leads - They Need Proper

Care and Feeding

 

You don’t need software to implement an inbound marketing program for your company, but it sure does make it easier. It’s going to help you in three very specific areas: education, analytics and automation. For most of you, this is going to be your first inbound marketing program. Some guidance and education is necessary when you do something for the first time. Software provides that guidance. For example, you might forget to include one of your keywords in the title of your blog post. You want a software tool that reminds you. You might forget to tag a new landing page, but if your software recommends keywords that makes your job easier.

 

TIP: If you want an inbound marketing program that generates leads, software isn’t optional, it’s a requirement for automation and analytics.

 

There is a community of inbound marketers and if your software connects you to that community you benefit from their experience, knowledge and learning. Now you become a better, more effective inbound marketer, too. There are a lot of marketing analytics tools. Google Analytics is a free tool available to everyone, but marketing automation software typically comes with everything you need to gain insights into the performance of your marketing and make the necessary adjustments to see you reach your goals in short order.

 

You don’t want to spend your time creating charts and graphs and you don’t want to spend your time trying to interpret them either. It should be quick, clear and flexible enough for you to drill down into important areas on an as-needed basis. Part of inbound marketing is executing a consistent and repeatable set of tactics like blogging daily, emailing monthly, nurturing leads as they come in and sharing content across all your social media sites. Marketing software helps make these regular tasks easy and it helps make them fast. Remember, you want to be spending your time thinking, being creative, coming up with new ideas to generate leads – not posting every single blog post to all your social media sites. There are a variety of good marketing automation software tools including Marketo, Pardot, Eloqua and Infusionsoft. If you are looking to automate some of the marketing tasks you execute today all of these software tools provide a lot of value, but if you are planning to implement an inbound marketing program, HubSpot is the only one that helps you with all aspects of inbound marketing including connecting you with a community of inbound marketing experts.

 

 

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Topics: Sales and Marketing, sales, sales leads, Leads, real estate, marketing, Roman Badnarchuk, lead generation, Sales Training, N5R Sales Training, marketing agency, Top condo sales trainers, 2014