Phil Lauterjung

Posts Tagged ‘lead follow up’

I have written in the past about marketing automation and how it can help you grow your business.  Yesterday I experienced this from the customer’s perspective.  Of course, the average customer wouldn’t have recognized the use of a marketing automation system; but, it served to remind me of how effective it can be.

It was just another phone call among many others on a typical day.  This one was from a pleasant female voice with Edible Arrangements.  She asked if I remembered buying one of their arrangements last year for Valentine’s Day.  I don’t normally remember everything that I buy for my wife – probably because I buy her so much, hah .  But this time I did remember because I was in Kenya last year for the month of February, and quite far away from my wife.  Read more... (504 words, 2 images, estimated 2:01 mins reading time)

OK, are you ready for smart way #2?  It’s really quite innovative and very high tech – over used word alert, is anything really high tech anymore?  Can we still use that term?  Well that might just be the point of our topic.  It’s fallen out of favor too.

Trade Shows.

Wait, wait don’t start running for the exits just yet.  For many years trade shows have been considered a necessary evil of many marketing budgets.  And, often for good reason.  You went because your competitors were there and it might look bad if you weren’t there.  Your marketing department always wanted a big budget so they could make the big splash and razzle-dazzle everyone.  Your sales people often spent more time talking to industry network contacts rather than potential customers.  Read more... (691 words, 2 images, estimated 2:46 mins reading time)

Before we dive into Marketing Automation I think it would be good to clarify a very important point.  Leads are people.  I know that might be stating the obvious, but it is critical that we keep that in mind.

The person at the other end of your electronic piece of information has hopes and dreams, fears and frustrations, goals, maybe a family, friends who like them, etc. – just like you and I do.  Never, ever lose sight of that while you are trying to sell to them.  Marketing Automation is all about developing relationships that will lead to long-term customer relationships.  Read more... (729 words, 2 images, estimated 2:55 mins reading time)

What’s a Landing Page you ask?  Well, if you have done what we’ve talked about in the previous parts of this series you will have people clicking on your listing in the organic search results and/or your pay-per-click ads.  Where are they going when they click?  Do they all go to your home page, or maybe to your “contact us” page?  Why do you want them to go there?  Read more... (674 words, 3 images, estimated 2:42 mins reading time)

A few years back I was head of sales for a $70 mil./yr. manufacturing company.  The Executive VP for the company and I had an ongoing debate over metrics to use in evaluating our leads.  His primary measurement was cost-per-lead.  While I felt it was good to know that number I also argued that it was rather meaningless unless we knew how much sales revenue, and over what period of time, we were getting from those leads.  Read more... (751 words, 2 images, estimated 3:00 mins reading time)