Close at least 1 Online Marketing Client a Month with this Strategy
Lead generation and sales have its ups and downs. But with a good lead generation and sales strategy foundation, you will get results on a consistent basis no matter how small that number is.
In this webinar, we have a guest speaker who has been running a digital marketing agency out of London. He shared his techniques to getting a regular flow of leads, and how to make and keep them warm and ready to close.
Consistency in sales rides on a foundation and has a list of prerequisites. Below is a summary of the prerequisites.
Lead Gathering Strategy
A lot of people know what to do when they get a lead. It’s a matter of where to find them. When you find them however, securing them can be a bit of trial and error.
To pick out potential clients, cold leads can become warm leads depending on how you use your lead generation software, like the Endless Gold Mine, with lead nurturing tactics. With lead generation software, marketers will be emailing a minimum of 50 people per day. They all have to be customized messages, which is what the software is capable of and why it is needed. They mine data for a more personalized email. Sure, manual lead mining exists, but it is now somewhat obsolete due to existence of software.
You will also learn how to use partnerships with other companies to get more leads in the full webinar recording by signing up as Endlessrise partner.
CRM with Email Marketing Abilities
Your CRM is your system for tracking everything. A great CRM doesn’t just have the fields you want. It can have wide points of data on potential clients such as Google rating, bad reviews or Yellow Pages listings as these can be included in your customized email to them.
The tracking and sending of email should also be built in. Triggers on when emails are open and read are also essential to keep track of when people are engaging with what you are sending.
It’s important to remember that CRMs require constant input and can be time consuming, sometimes even frustrating. But it often yields better results. It takes time to be familiar with any CRM.
Equally important is having a backup plan. Marketers should consider the turning 1 lead into 50 approach. They can research on a particular client and offer that research to other prospects through their Merge Fields when they send emails.
Remember: Having specific information about your leads loaded into your CRM that you can automatically reference in your emails’ merge fields, those are the basics.
Drip Email Campaigns
Drip Email Campaign summarized: “Instead of just sending a list of people one email, you subscribe them to an email campaign.” Drip emails are your way of automating sequences to keep people warm. They must also not look like spam. They are similar to a PPC campaign in that you have a very specific sales message you want to go after. Additionally, drip email campaigns bring is a large list of contacts. Emailing them back once every 6 months would help in getting referrals or reminding them that your services are still present.
Any links on the emails sent go to a targeted landing page, not a homepage. For instance, if you’re emailing cosmetic dentists, marketers should send them to pages made for cosmetic dentists, not a generic internet marketing page or a generic page for dentists overall.
Email triggers are powerful because if leads do not open a particular email, they can be sent another email about something else. Different email triggers keep the conversation going with leads based on the actions they take with drip email campaigns. It is recommended to have at least 3-5 emails in the drip campaign to maintain engagement.
You will learn more about Drip Email Campaigns in the full webinar recording by signing up as Endlessrise partner.
You need to know when you’re going to call people, preferably when they have become warm or hot leads. This comes after all the email campaigns and lead generating from the previous four steps. That’s because when you mine 50 leads a day, it’s not plausible or recommended to call everyone that opened their email. Remember: Time is money and you need to be efficient.
Not everyone likes to cold call. Most prefer to warm leads up so the call doesn’t feel cold anymore. Therefore, it’s recommended to identify as many “touch points” as you can before making the call. As noted earlier, there’s a lot of trial and error involved in lead gathering, which means that the same can be said in making a cold lead a warm one.
Identifying call triggers is not easy. Get great examples of a call trigger that is more likely to lead to a close in the full webinar video. Close that client on a campaign and use Endlessrise as your reliable white label outsourcing partner by signing up. We provide great resources you need for lead generation and sales to keep your online marketing agency growing.
Pro Site Audit
A pro site audit is your top closing weapon for an online marketing campaign. After all the research has been done with the lead generating, the email campaigns and the calls made, you can offer an audit of their website to show what work needs to be done to ensure the closing of a client especially for an SEO campaign.
This shouldn’t be done for any warm lead, but for the TOP, hottest lead you have. The Endless Gold Mine has more information than you could ever need and can let clients see that you took the time to research on what their business is lacking. Endlessrise gives one report free per month for partners that sign up to Pro Membership. If you have a warm lead that’s interested in online marketing and has a budget that you can work with, a Pro Site Audit is the biggest card you can pull out of your pocket to close a deal.
This is because it’s a human audit and worth a lot of money. It identifies what’s wrong with websites and how much it would cost to fix/improve through analysis and research. These are things that cannot be automated. One additional benefit is that you also educate the client on what needs to be fixed and why they need to get it fixed. In turn, they can see that you took the effort to put the audit together.
If your client is hot enough, you can offer half the consulting charge presented on the condition that the client closes the deal with you. This gets your foot in the door.
Here’s a preview of the webinar recording:
Watch the full webinar recording and learn each of these 6 points to their fullest extent:
- Lead Gathering Strategy
- CRM with Email Marketing Abilities
- Custom Email Templates
- Strategic Drip Email Campaigns
- Call Triggers
- Pro Site Audit Report
Remember, we are not just your private label digital marketing outsource, we are everything you need to start, run, manage, maintain and grow your online marketing agency.