Jumplead Quickstart Guide

Transcription

1 Jumplead Quickstart Guide A simple guide to building a solid process for online lead generation.

2 We re going to outline a process for generating leads. Let s go. 1. We know our customers are online. 2. We know that s where they do their research. 3. We know that we need to engage with them. Let s get busy!

3 Identify your website 1. visitors. Use visitor identification to see the organisations that visit your website. Visitor identification can be a powerful tool particularly for business to business lead generation, it works by analysing the IP addresses of visiting organisations and can deliver the business names along with their generic contact details, search terms and pages viewed. If you are only interested in a segment of your visitors, set up some filters to create a customised lead Stream limited by geography, pages viewed etc. and send yourself lead activity alerts. Add Automations. The observant amongst you will have noticed that I ve been identified personally, that s because I ve completed a Lead Capture Form and have been converted to a contact. Once this happens you can add Automations to trigger targeted messages based upon your lead s activity.

4 Convert your visitors. 2. Use Lead Capture Forms to convert your visitors to Contacts. Every time someone completes a form on your website they are telling you a little more about themselves. Create and add Lead Capture Forms and Landing Pages to your website. Use them as a way to exchange content that solves your customer s problems for permission to communicate with them. The content that you create and the way your visitors respond to it will tell you much about their interests and what makes them take action. Add Automations. Use your Lead Capture Forms and Landing Pages to trigger targeted communications, encouraging further engagement.

5 Use Automations. 3. Respond to your lead s activity with targeted, personal communications. Send an , begin a nurture campaign, change a lifecycle stage, receive a notification. Or all of the above. Let your marketing communication and sales team respond to your lead s activity with Automations. An Automation has a trigger and one or more actions, tailor them to nurture and inform your leads. Campaigns. Send Nurture Campaigns. Notifications. Get alerts. Visitor Activity. Trigger Automations based upon website visitor activity. Lead Score Update. Change your Contact s Lead Score. API Triggers. Connect and trigger Automations from inside your own systems.

6 Create and Send 4. Campaigns. Respond to your lead s activity with targeted, personal communications. Build your relationship with the leads that you generate with communications that are timely, targeted and appreciated. Triggering targeted campaigns based upon your lead s activity allows you to send communications that respond to specific requirements when the time is right. An offer of a discount when your lead visits your pricing page, or help when they visit your support pages can make all the difference. Trying out different messages and campaigns will allow you to identify the approaches that work best for your business and your customers. The overall aim is to encourage your leads to re-engage with you and to become more qualified through increased activity. The messages you choose and the sequences that you deliver them in will be tailored to your needs.

7 Manage your Contacts. 5. Capture activity as it happens to score and manage your leads. Capture leads as Contacts and track their individual activity, use automated scoring to understand their level of interest, and when they are sales ready. With your leads added as Contacts automatically, and their activity tracked and scored to highlight high levels of engagement and sales readyness, it gets much easier to make the most of every opportunity. Social profile matching. Once you have your contact, it s worth matching them up with their social profile, this will let you keep an eye on what they re currently talking about and interested in - a great way to connect personally. Lifecycle stages. Creating stages for your sales process and moving your leads between them as they are being nurtured will help you to see where there are bottlenecks in your process.

8 Keep the conversation. 6. Use web chat and dropbox your s. Keeping track of the detail is important, dropboxing your s to your Contact keeps everything tidy, and ensures you don t miss important details. Using web chat allows you to connect with your leads while they are on your website and can help to provide a personal touch, for many this technique is a key lead generation tactic. All about the conversation. We believe that the conversations you have with your leads are a crucial element in how well you engage with and nurture your leads. That s why we recommend that you dropbox your s into Contacts so that they can be captured as part of your conversation with each and every lead.

9 Easy. 7. Hope you enjoyed this guide. Now let s do it! If you have any questions about the techniques described within this guide, feel free to get in touch. matt@jumplead.com