1. Copyright © HATCH Marketing & Consulting LLC, 2012 Presented by: Michael J. Hatch

2. ? Who’s eating your lunch?

4. 200 %

5. 80 % of trade show leads are NOT followed up Source: Trade Show Bureau/CEIR

6. 80 % of leads from ALL sources Source: Sales & Marketing Management Magazine

7. 80% leads disqualified or neglected by sales people turn into sales for their competition in 12 to 36 months Source: Sirius Research Group

8. 80 Why %

9. A vs. B vs. C 80 % 20 %

10. Sales: Making the monthly & quarterly quotas

11. The Dilemma

12. Lead Capture Leads to Sales Team Their database or CRM The 20% No system for 80%

13. ? The Solution

14. ? Marketing Automation The Solution:

15. ? How does it work

16. Nurtures & Cultivates

17. 80% leads disqualified or neglected by sales people turn into sales for their competition in 12 to 36 months Source: Sirius Research Group Remember:

18. 1. Import Leads

19. 1. Any file from the show (or any marketing channel)

20. 2. Excel or Access

21. 1. File from the show 2. Excel or Access 3. Modern CRM a. Sugar b. NetSuite c. MS Dynamics d. Salesforce.com

22. It’s all about creating campaigns, lead nurturing and cultivation (and control)

23. 1. Import Leads 2. Excel or Access 3. Modern CRM 4. Create a drip campaign a)Trade Shows flwup: Thank You + b)+ Show special c)+ White paper d)+ Blog e)+ Newsletter f)+ Product video g)+ Webinar h)+ Other

25. 1. Import Leads 2. Create a drip campaign 3. System monitors automatically Who - including colleagues What pages How long Integrated with your CRM

26. 1. Import Leads 2. Create a drip campaign 3. Set Qualifiers 4. System monitors automatically 5. Set qualifiers/lead scoring

27. 10 10/20/30pts. A,B,C + 10pts. for each (7) touch = 100pts.

29. 7+7+7+7+ touches

30. 150 + points Tipping Point:

31. 7 + 150 combination

32. 1. Import Leads 2. Create a campaign 3. Set Qualifiers 4. System monitors automatically 5. Set Qualifiers = 150 Points

34. “ “ Email is not good at generating prospects. It works better at nurturing ” previous contacts.” Gary Slack, CMO Council

35. ConventionPlanit.com Case Study:

36. ConventionPlanit.com

37. Search for Suppliers: AV companies

38. ConventionPlanit.com

39. 1. Import Leads 2. Create a campaign 3. Set Qualifiers 4. System monitors automatically 5. Set Qualifiers = 150 Points 6. Automatic Alerts

40. Automatic Alerts:

41. http://www.pardot.com/

42. Lead Capture Imported: CRM & Mktg. Auto Leads to Sales Team ( 20% ) 100% Nurture/Track/ROI Guaranteed!

43. 1. Modern CRM a. Sugar b. NetSuite c. MS Dynamics d. Salesforce.com ?

44.  Pardot (small to mid)  Marketo (Fortune 500)  Eloqua  Silverpop  Manticore  Marketbright  Genius (Salesforce.com)

45. 1. Nurture ALL your leads until they are ready to buy...don’t lose them to your competition!

46. 1. Nurture ALL Leads until they are ready to buy 2. 2x to 3x sales-ready leads

47. A vs. B vs. C 80 % 20 %

48. 1. If from 20% “A” Leads = $100K (from “A” leads) 2. 40% = $200K (from “B” & “C” leads) 3. 60% = $300K (from “B” & “C” leads)

49. $ Cost Objection/ Push-back

50. 1. $1,000 to $2,500 p/mo $12,000 to $30,000 p/yr

51. 1. $12,000 vs $100K ROI

52. 1. $6,000 vs $100K ROI 2. $30,000 vs $100 ROI $200 ROI $300 ROI

53. One (1) Show The Kicker:

54. 1. $100K x 6 shows = $600K ROI 2. $100K x 12 shows = $1.2M ROI

56. Q A & Michael J. Hatch Mike@HatchMarketingLLC.com 240-603-6044 www.HatchMarketingLLC.com Copyright © HATCH Marketing & Consulting LLC, 2012

57. Presented by: Michael J. Hatch