LAMP Introduction, Lead Generation for BNI
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June 2013 Julian Poulter, CEO www.lamp-360.com 1 Lead Automated Marketing Process (LAMP) an overview
description
An overview of the LAMP lead generation and nurturing product, especially for BNI members.
Transcript of LAMP Introduction, Lead Generation for BNI
June 2013
Julian Poulter, CEO www.lamp-360.com
1
Lead Automated Marketing Process(LAMP)
an overview
Me – Julian Poulter
Joined BNI Dec 201228 (!) years in sales and marketing10 years own business: Selling People 2 years: LAMP-360 – softwareHelped 40+ start upsMarketing, lead generation and sales expert
80%
Lead Automated Marketing Process
LAMLAMPP
CRM “+”
Data & Analytics
Content Manageme
nt
MarketingAutomatio
n
Social Media
Publish
Email & Tracking
80% of prospects deemed “bad leads” by sales; go on to buy within 24 months
A Marketing Manager’ story?
Under enough pressure to:
Lower lead and customer
acquisition cost
Align sales and marketing
Demonstrate clear ROI, £ not just
# of leads
80%: Nurture leads
Link the click 2 years ago to
business today
A Marketing Story
$30pm
$15pm
$30pm
$1200pm
$400pm
$30pm
$300pm
$20pm
$3000pm
$5025+ pm
CRM
Landing Page, Lead conversion
Content Management
Social Media Publishing
Marketing Automation
$ per month
Not a story?
Multiple processes & tools
CRM + emerging technologies
Data everywhere out of synch
Multiple logins, admins, subscriptions
Hard to use
Expensive to run
It’s a Nightmare
Content
Contacts
Connect
Convert
Close
LAMP Product; Turns Chaos > Unified Process
Cost per acquisition Value of business
It’s a Nightmare
LAMP USPs & Benefits
Save money
1 * subscription
cost effective
Save time
1 * admin
1 * tool
1 * training, less
people
Improve results
1 * process
more leads
One unified product
Process not a tool
Cost effective: one
subscription
Low risk: Pay Per Lead
CRM+ for niche markets
Case Study - CVL
Services: Software development to MEBs2012 in 6 months– 6 pieces of collateral (whitepapers) – 402 interactions/leads from emails– 37 Marketing qualified leads c12% – 9 Sales qualified leads c 24%– Closed Deals >3
Cost 3 users £75 pm = £450 for LAMP
@ EmailLinked to:
@ EmailLinked to:
@ EmailLinked to:
Welcome 1
Welcome 1
Welcome 1
Unaw
are Stream
Aw
are Custom
er
LinkedWhitepaper
Whitepaper 2
Whitepaper 3
Video 1
29days29d
Case study 1
Welcome 1
ProfileSurvey
x000 emails250 per day
Call
Monthly Nurture
Campaigns
UpsellCampaigns,Newsletters
29d
CRM DatabaseData / Profiles
Email marketingRepeat Stream
Human thoughtExperience
Prepared Data
Review info: LandscapingSoft leadsNurture leadsIntelligence
Intelligent decision /
recommendation
Progress sale
Buyer Engagement Process
Responder: Clicks through
Case study 1
Case study 1
1day 1 day
Automatic Whitepaper 3LandingPage
Call Call
@ EmailLinked to:
@ EmailLinked to:
Fact Sheet / offer
Fact Sheet / offer
CRM DatabaseData / profiles
Email marketing
Unaw
are Stream
Aw
are Interested Custom
er
Whitepaper 2
Whitepaper 3
Video 1
Podcasts 1
Whitepaper 4
Video 229days
29d
Factsheet 1
Case study 1
Fact Sheet / offer 1day 1 day
Brochure 2
Factsheet 2
Special Offer 1
Trial Offer 1
29days 29d
Welcome 1
Tips & Hints 2
Cust. Survey1
Tips 2
Newsletter 1
29days 29d
Converts from telemarketing call
Click thru to media/content changes Stream, via Profile Survey, chooses Product 2
Call
Call
Survey 1
Survey 3
Survey 2
Whitepaper 5
Case study 2
Fact Sheet 1
7days 8d
Proposition 1 Proposition 2
x000 emails250 per day
Repeat Stream
Call
Long term Nurture Campaigns
Click to fact sheet changes Stream
UpsellCampaigns
?
?
?
?
Call Call
Whitepaper 1
LP
Call Call
Buyer Engagement Process
Looking for
Telemarketing & marketing agenciesMD, marketing, operations managers– USP: they represent many companies to
market
Medium enterprises– 20+ employees, marketing or sales
manager
Issues– Need more leads, losing leads / deals– Sales and marketing alignment– Tracking leads, nurturing leads13
www.lamp-360.com
Why LAMP
Cost effective – 1 product covers entire (lead gen)
process, typically replaces 5– Reduces subscriptions
Save time– Better process, integrated solution– Reduced admins, logins, data sync issues
Make money• More demand, more leads hence revenue
• Worth a chat and a demo ??
BNI Offer
BNI member use– 50% off 2+ users, 25% off 1 user
BNI Referral– 20% of first year fees
Marketing partners– Increased support, margins & incentives
More details– www.lamp-360.com/bni
Their Next Step
I’ll callIdeally discuss requirementsGive them a demoThen a free 14 days trial, if they likeSubscriptions monthly, no commitment
LAMP-360 Summary
Out of the boxOne integrated productBest practice processes to scale your businessMEs 10-20 upwardsCost effectiveCloud based
Your Next Step?
See the demo?
