Post on 13-May-2015
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www.contentmarketingblueprint.com
CMB Partner Office Hours
Agencies: Blow away your inbound leads on the first call.
Every Tuesday @3pm Easternwww.contentmarketingblueprint.com
www.contentmarketingblueprint.com
Rule #1: Contribute!Be ready to be called on…
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Max TraylorDirector of Client Services Innovative Marketing Resources
@TheMaxTraylor
+MaxTraylor
Linkedin/in/maxtraylor
www.contentmarketingblueprint.com
Your Hosts
Max Traylor Bob TraylorDirector of Client Services | Innovative Marketing Resources
President| Do Not Call Protection
Stefan SurkaBusiness Development| CMB
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After the Webinar
www.contentmarketingblueprint.com/blog
• Webinar recording
• Slides
• Blog article
www.contentmarketingblueprint.com
What is the CMB Community?
Inbound agencies that use the Content Marketer’s Blueprint to sell and service retainers.
Join the Conversation:@CMBlueprint or +ContentMarketersBlueprint
www.contentmarketingblueprint.com
Inbound agency service offering
Strategy services (Buyer persona, CMB, Website optimization plan
Development Services (Inbound Engine)
Support Services (Content creation, consulting, PR, Social Media)
www.contentmarketingblueprint.com
Today’s Question:
As an agency, how can I blow away my inbound marketing leads on the first call?
www.contentmarketingblueprint.com
www.contentmarketingblueprint.com
Inbound agency sales process
Establish a need for you.
Set goals for working together.
Present your solution for them.
www.contentmarketingblueprint.com
1st step in the agency sales
process: Establish a need for you.
www.contentmarketingblueprint.com
Who are you? What is your value as a company?
“I can help you grow your business”
How?
“I can generate qualified sales leads for your business, and help your sales team close them”
www.contentmarketingblueprint.com
Establish a need for a strategic partner
1. Diagnose their problem
2. Educate them on a new solution
www.contentmarketingblueprint.com
How to diagnose their problem
1. Lets talk about your website traffic.
2. Lets talk about the leads you generate.
3. Lets talk about the customers you close from those leads.
4. How do you measure that process?
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Website traffic
How many website visits are you getting?
Is that number growing? Why?
Why aren’t you doing more of that?
Are you producing content to attract people?
www.contentmarketingblueprint.com
Generating leads
How many leads are you generating?
Does that number typically increase? Why?
Why aren’t you doing more of that?
Have you tried capturing leads with content on your website?
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Closing leads
Is your website giving you any customers?
How do you know?
What are you doing to increase customers from your website this year?
Are you working against any sales/growth goals this year?
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Measurement & Improve
How do you measure the ROI of your marketing budget?
Who helps you decide which marketing investments are working and which ones are not?
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Ok agency, your turn
“So agency,
what exactly do you do again?”
www.contentmarketingblueprint.com
We help you grow your business…
Increase your traffic, month over month
Capture around 2% of that traffic into leads
Somewhere around 20% of those leads will be qualified opportunities that we hand off to your sales team
Measure ROI for each marketing investment and move the budget around to the investments with higher ROI
www.contentmarketingblueprint.com
Increase traffic, month over month
www.contentmarketingblueprint.com
Capture around 2% of that traffic into leads using
forms
www.contentmarketingblueprint.com
Then we help your sales team close the leads
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We figure out what is working and what isn’t: ROI
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Setup your goal setting call(The next step)
“If your not getting these types of results, can we talk more
about the results you are getting next week on Tuesday at
3pm?”
www.contentmarketingblueprint.com
Resources
This slide deck (on our blog)
Your own flagship case study (or borrow mine!)
HubSpot’s qualify and excite call (HS partner resources)
www.contentmarketingblueprint.com
Next Session: Tuesday July 22nd @ 3:00 PM EST
“Setting business goals with your inbound marketing leads”
Sign up at: www.contentmarketingblueprint.com/2014-
webinars