Cape Town HUG - Lead Nurturing and Workflows

LEADNURTURING

&WORKFLOWSDECEMBER 2014

@CAPETOWNHUG

#CAPETOWNHUG

HTTP://CAPETOWN.HUBSPOTUSERGROUPS.COM

WHERE DOES WORKFLOW FIT IN?

WHY LEAD NURTURING?

COMPANIES THAT EXCEL AT LEAD

NURTURING GENERATE 50% MORE

SALES READY LEADS AT 33% LOWER

COST. (FORRESTER)

COMPANIES THAT AUTOMATE LEAD

MANAGEMENT SEE A 10% OR

GREATER INCREASE IN REVENUE IN

6-9 MONTHS. (GARTNER)

INTERNAL USES OF WORKFLOW

1. LEAD ROUTING

2. ALERTS & REMINDERS

EXTERNAL USES OF WORKFLOW

1. “LEAD” NURTURING & MAINTENANCE

2. “MARKETING QUALIFIED LEAD” NURTURING

3. “SALES QUALIFED LEAD” NURTURING

4. ANNIVERSARIES / BIRTHDAY WISHES

5. CUSTOMER WELCOME

CONTENT vs. BUYING STAGE

MAPPING THE BUYER JOURNEY

COMPONENTS OF NURTURING PROGRAMME

1. EMAIL

2. LISTS

3. WORKFLOW

WORKFLOW APPLICATION

CREATE NEW WORKFLOW

Reminders

Birthdays, AnniversariesIncrement date if annual

STARTING CRITERIA

BY USING LISTS YOU ARE WARNED IF A WORKFLOW ALREADY EXISTS FOR THIS LIST

GOAL LISTS STOP WORKFLOW

AND ALLOWS FOR REPORTING, WHAT IS

YOUR WORFLOW OBJECTIVE?

CONFIGURING WORKFLOW

CONFIGURING: SUPPRESSSION & PRIORITY

SETTING UP STEPS

DELAY

SEND AN EMAIL

SEND AN INTERNAL EMAIL

SEND AN INTERNAL SMS

SET A CONTACT PROPERTY

ADD TO/REMOVE FROM LIST

INCREMENT NUMERIC VALUE

TRIGGER A WEBHOOK

WHAT’S NEW – BRANCH LOGIC

WHAT’S NEW – PAGE VISIT

MEASURING & OPTIMISING

BE A HUMAN

1. WHICH EMAILS DO YOU OPEN?

2. WRITE IN FIRST PERSON

3. NEVER SEND FROM “[email protected]”

CALL TO ACTIONS IN EMAIL

1. ENCOURAGE PEOPLE TO REPLY

2. AUTOMATED LINK – CLICK ON THIS LINK TO SETUP

MEETING, DEMO, TRIAL AS SECONDARY CALL TO

ACTION.

NEXTDATES12 MARCH – CRM & CASE STUDY

25 JUNE – SOCIAL MEDIA / INTEGRATIONS

17 SEPTEMBER – INBOUND ROUND UP & NEW FEATURES

3 DECEMBER – DEVELOPING & DISTRIBUTING CONTENT

@CAPETOWNHUG

#CAPETOWNHUG

HTTP://CAPETOWN.HUBSPOTUSERGROUPS.COM

QUESTIONS?

Cape Town HUG - Lead Nurturing and Workflows

Business

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