Inbound Marketing Donnie R. Shelton
Overview 1. Inbound Marketing 2. Converting Prospects 3. Getting Found By Prospects 4. Making Better Decisions 5. Moving forward
Inbound Marketing Part 1: What exactly is Inbound Marketing?
Inbound Marketing
Inbound Marketing What do you see as the main points of the video?
Inbound Marketing What do you see as the main points of the video? 1. Customers now have options 2. Customers are *very* opinionated 3. Customers want more than the one-hit, they expect a relationship 4. The conversation. never stops it happens online
Inbound Marketing David vs. Goliath Who knows the story and can give a 2 min version of it?
Inbound Marketing David vs. Goliath There is more to the story David was a slinger, Goliath was a ground fighter David would have surely lost had he fought Goliath David beat Goliath in a completely different way What does this have to do with marketing?
Inbound Marketing David vs. Goliath You cannot compete with national brands (on their turf) Radio / TV Sponsorships You have a tool that is just as deadly as David s slinger at your disposal - The internet
Inbound Marketing Need proof? I am not a political junkie In the primaries he was not known and did not have the capital to compete with Hillary What did his team do? Inbound - They resorted to a slinger
Inbound Marketing Mass marketing has its limitations The Hopper itunes and the ipod, Podcasts DVRs, Tivo Spam filters One-way communication is quickly becoming obsolete
Inbound Marketing Who moved my customers? Customers are still there Are very good at blocking mass marketing Conversation has moved from the mailbox to the review sites
Inbound Marketing What exactly is Inbound Marketing?
Inbound Marketing What is Inbound Marketing? Def: Inbound Marketing is the process of attracting customers to your brand.. not beating them over the head to purchase your service
Prospect Conversion What is wrong with this picture?
Prospect Conversion What is the problem here?
Prospect Conversion Over optimization can hurt you 1. Google is in the business of search 2. New algorithm Hummingbird actually docks you for over-optimization 3. The days of keyword stuffing and linking are over (those guys are smarter than that)
Prospect Conversion What is the problem here?
Prospect Conversion No thought of the customer 1. Your Mom is impressed but what about the customer? 2. It is time to check your ego at the door (we all know that you are the best) 3. Your customer s attention can be measured in milliseconds, not minutes
Prospect Conversion You laugh about the picture, but These are the most common mistakes a. Overly optimized website b. No thought of the customer on the website
Prospect Conversion How to create a high-conversion site
Prospect Conversion Step 1: Identify a target customer and learn everything that you possibly can about him or her Pick a market and go with it Know more about them then that know about themselves Industry research is a boon for this step in the process
Prospect Conversion Step 1: (Cont) Design your site to speak directly to him or her Don t try to sell to everyone, it will not work and will result in an unfocused site Use pictures that are like that customer (like/like associations)
Prospect Conversion Step 1: (Cont) Design your site to speak directly to him or her Don t try to sell to everyone, it will not work and will result in an unfocused site Use pictures that are like that customer (like/like associations)
Prospect Conversion Step 2: Identify why that customer would want to come to your site and what he or she wants to do once there They don t want to hear how good you are The best place to start is an user-intent document Defines exactly what someone wants
Prospect Conversion
Prospect Conversion
Prospect Conversion Step 3: Create sales funnels that drive your customers to the desired action you want them to accomplish Think through what specific action you want the customer to take Make it natural to follow that path
Prospect Conversion
Prospect Conversion Step 4: Account for how your prospects will view your company (website, facebook, etc ) Avg person checks mobile device 150 times PER DAY Mobile have finally overtaken computers in search
Prospect Conversion Step 4: Account for how your prospects will view your company (website, facebook, etc ) Avg person checks mobile device 150 times PER DAY Mobile have finally overtaken computers in search
Prospect Conversion Step 4: (Cont) Develop a responsive site (that adjusts based on device size) Easy to use navigation Quick to call / contact you
Prospect Conversion
Prospect Conversion Step 5: Look at behavior, rinse and repeat Marketing is about learning The more you learn the more you will be able to dial your strategy in You can setup goals for each step of your marketing funnels (and improve them)
Getting Found Part 2: Getting found by prospects
Getting Found How much does it cost you to be on the 2nd page of Google?
Getting Found How much does it cost you to be on the 2nd page of Google? Slingshot Traffic Study: #1 position - 18.2% of clicks #2 position - 10.1% of clicks #3 position - 7.2% of clicks All other < 2% 53.32% never leave the 1st page
Getting Found How much does it cost you to be on the 2nd page of Google? Example: 4000 potential customers Avg rev per customer is $500 If you get the click, you close the sale
Getting Found How much does it cost you to be on the 2nd page of Google? That means of the 4000 customers: 728 will click the #1 position 404 will click the #2 position 288 will click the #3 position **Of the 4000, 980 will go to the top 3 slots
Getting Found What does that mean in dollars? Companies in the top 3 listings: Earn $490,000 MORE than their competitors Companies that appear on the 1st page: Earn $1,046,400 MORE than their competitors
Getting Found How do you get found by customers?
Getting Found How do you create a site that is a marketing machine?
Getting Found What is this (no matter how pretty it is)?
Getting Found Step 1: Create a REASON for customers to what to find you in the first place Stand out in your marketplace as the leader Bring something unique and very niche Focus is paramount as part of this process
Getting Found Create a REASON for customers to what to find you in the first place How did we do this at Triangle Pest? Same day service Money back guarantee No cancellations fees
Getting Found Do you think it is important to know how something works before trying it?
Getting Found Step 2: Understand how the basic Google algorithm really works Google is in the search business Rank is determined by 2 factors Relevance Authority
Getting Found Step 2: (Cont) You may not use this information directly Very helpful to know when evaluating SEO strategies and content
Getting Found
Getting Found Step 3: Understand how paid vs. organic results work Paid search is Google s #1 revenue generator Paid search is good for only one click Organic results pay you dividends over a lifetime (and they are free!!)
Getting Found Who can finish this business axiom In business, is king!!
Getting Found Who can finish this inbound axiom In inbound marketing, is king!!
Getting Found Step 4: Get serious about content (Google is) Your goal is to be viewed as the local expert Content should be rolling out of your company at least weekly Don t hire someone outside of the industry that does not understand your business DO NOT COPY CONTENT. EVER!!
Getting Found Step 4: (Cont) Start a blog and start attracting links This is very simple to do You can repurpose your content to attract more links Don t worry about giving away information. You want the link to be on the page. Most people will call you (once they believe you)
Getting Found Which company would you buy from?
Getting Found Step 5: Build a system that boosts your local search performance Reviews & Mobile play a huge role in your rankings NAP information must be consistent across multiple mediums Do not use call tracking numbers on local
Getting Found Step 5: (Cont) Build a system that boosts your local search performance Get addresses in your local markets GPS personalizes results The 340k Raleigh Branch decision
Getting Found Step 6: SEO your current website (this is the easy part) Code your website properly Robots crawl your site (not a human) Proper title tags Proper use of H1 and H2 tags Proper annotations and snippets
Getting Found Step 7: Make Social Media a priority Social media is a dog It does not generate many calls Google now uses social media as a ranking factor
Getting Found Step 8: Place 75% of your focus OFF of your website Your goal is to create a network of sites that point back to yours Remember Authority
Marketing Decisions Imagine driving down a dark country road at night Now imagine, turning off the lights How would you feel? Would you be comfortable?
Getting Found Make use of tracking tools to measure your success What gets measured gets done
Getting Found Google Analytics The price is right (it s free) You can get just about any stat you can think of from the tool You can setup goals to measure how well you are doing
Getting Found Hubspot s Marketing Grader Grades your site based on a number of factors (social, inbound links, etc ) Shows you how you are doing as compared to your competition
How RGA Can Help One of my favorite quotes: Opportunity is missed by most people because it is dressed in overalls and looks like work. --Thomas Edison
How RGA can help How do you measure how efficient and effective your marketing is?
How RGA can help How do you measure how efficient and effective your marketing is? Lead Volume - How many leads? Cost Per Lead - How much did it cost? Cost Per Sale - Can I convert them?
How RGA can help Inbound Marketing Works
How RGA can help Inbound Marketing Works
How RGA can help Inbound Marketing Works
How RGA can help Inbound Marketing Works
How RGA can help Real Green Analytics We focus exclusively on Lawn Care and Pest Control Founders have successfully operated in the marketing space We know the trenches for the industry (what works and what does not)
How RGA can help LeadBuilder Program Inbound Marketing Program Local Marketing Social Media Blogging / Content Marketing Customer Focus Websites Multiple levels based on your needs
How RGA can help How you can get a FREE website analysis Leave your business card with us Place the letter A on the back A member of our staff will contact you to review the results of our analysis No strings attached
Donnie Shelton Email : donnie.shelton@rganalytics.com Phone: (919) 481-2895 Website: www.coalmarch.com/rga Blog: http://www.coalmarch.com/blog/coal-bucket LinkedIn: http://lnkd.in/uneprs Twitter: @donnieray3 Facebook: https://www.facebook.com/donnie.r.shelton