Professor: Lindsay Thibeault111.93.32.221/moodle/pluginfile.php/373/mod... · Inbound Certification...
Transcript of Professor: Lindsay Thibeault111.93.32.221/moodle/pluginfile.php/373/mod... · Inbound Certification...
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Essentials of an Effective Inbound Strategy
Professor: Lindsay Thibeault
Inbound CertificationBrought to you by HubSpot Academy
CLASS 01
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1 WHY INBOUND?
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SEOBloggingAttraction
Customer - Centric
INBOUND
vs.Cold Calling
Cold Emails (SPAM)Interruptive Ads
Marketer - Centric
TRADITIONAL
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SEOBloggingAttraction
Customer - Centric
INBOUND
vs.Cold Calling
Cold Emails (SPAM)Interruptive Ads
Marketer - Centric
TRADITIONAL
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IT’S ABOUT CREATING MARKETING THAT PEOPLE LOVE.
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Analysis should be
inherent in every
single thing you do
with your inbound
strategy.
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2WHAT ARE THE FUNDAMENTALS OF INBOUND SUCCESS ?
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Use buyer personas.
Create remarkable content.
Leverage your content.
Use the Buyer’s Journey.
INBOUND BEST PRACTICES
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Use buyer personas.
Create remarkable content.
Leverage your content.
Use the Buyer’s Journey.
INBOUND BEST PRACTICES
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Semi-fictional representations of your ideal customer based on real data and some select educated speculation about customer
demographics, behavior patterns, motivations, and goals.
BUYER PERSONAS
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CONDUCTING PERSONA RESEARCHBuyer personas must be based off of actual research, not assumptions.
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Persona Detail Sample question to Ask
Role What is your job role? Your title?
Company/Organization What industry or industries does your company work/is your role in?
Goals What are you working to accomplish?
Challenges What are your biggest challenges?
Watering Holes How do you learn about new information for your job?
Shopping Preferences Do you use the internet to research vendors or products?
SAMPLE PERSONA RESEARCH QUESTIONS
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Start by interviewing your current customers.
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PERSONA NAMEBACKGROUND:• Basic details about persona’s role, key information about the persona’s company• Relevant background info
DEMOGRAPHICS:• Gender, age range, household income (consider a spouse’s income, if relevant)
IDENTIFIERS:• Buzzwords & mannerisms
GOALS:• Persona’s primary & secondary goal
CHALLENGES:• Primary and secondary challenge to persona’s success
HOW WE HELP:• How you solve your persona’s challenges & help achieve their goals
COMMON OBJECTIONS:• Identify the most common objections your persona will raise during the sales process
REAL QUOTES:• Include a few real quotes (taken during interviews) that well represent your persona to make it easier for employees to
relate to/understand to them
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BACKGROUND:• Head of HR, married with 2 children (10 and 8)• Worked at same company for 10 years; worked up from HR Associate
DEMOGRAPHICS:• Skews female, age 30-45, suburban, dual HH Income: $140,000
IDENTIFIERS:• Calm demeanor, usually assistant screening calls, wants collateral mailed/printed
GOALS:• Keep employees happy and turnover low, support legal and finance teams
CHALLENGES:• Getting everything done with a small staff, rolling out changes to the entire company
HOW WE HELP:• Make it easy to manage all employee data in one place• Integrate with legal and finance systems
COMMON OBJECTIONS:• Worried will lose data moving to a new system, doesn’t want to have to train the entire company on it.
REAL QUOTES:• “It’s been difficult getting company-wide adoption of new technologies in the past.”• “I’ve had to deal with so many painful integrations with other departments’ databases and software.”
HR BLAST - SAMPLE SALLY
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Use buyer personas.
Create remarkable content.
Leverage your content.
Use the Buyer’s Journey.
INBOUND BEST PRACTICES
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THE BUYER’S JOURNEY
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THE BUYER’S JOURNEY
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THE BUYER’S JOURNEY
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THE BUYER’S JOURNEY
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THE BUYER’S JOURNEY
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THE BUYER’S JOURNEY
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IF YOU WERE TO CREATE A BLOG POST ABOUT YOUR PRODUCT OR SERVICE, WHERE WOULD IT FALL INTO THE BUYER’S JOURNEY?
A. Awareness stage
B. Consideration stage
C. Decision stage
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IF YOU WERE TO CREATE A BLOG POST ABOUT YOUR PRODUCT OR SERVICE, WHERE WOULD IT FALL INTO THE BUYER’S JOURNEY?
A. Awareness stage
B. Consideration stage
C. Decision stage
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IF YOU WERE TO CREATE A BLOG POST ABOUT YOUR PRODUCT OR SERVICE, WHERE WOULD IT FALL INTO THE BUYER’S JOURNEY?
A. Awareness stage
B. Consideration stage
C. Decision stage
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IF YOU WERE TO CREATE A BLOG POST ABOUT YOUR PRODUCT OR SERVICE, WHERE WOULD IT FALL INTO THE BUYER’S JOURNEY?
A. Awareness stage
B. Consideration stage
C. Decision stage
But wait! This was a trick question!
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WHEN CREATING CONTENT, KEEP IT EDUCATIONAL.Not educating your buyer personas on who you are and what you do, but educating them on their problems and solutions to those problems.
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Use buyer personas.
Create remarkable content.
Leverage your content.
Use the buyer’s journey.
INBOUND BEST PRACTICES
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Inbound Marketing = Content + Context
Content Context
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CONTEXTWho are you creating content for?
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Use buyer personas.
Create remarkable content.
Leverage your content.
Use the Buyer’s Journey.
INBOUND BEST PRACTICES
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Distribution makes content relevant.
FLICKR USER SMITHSONIAN INSTITUION
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LEVERAGING CONTENT VIA DISTRIBUTIONThe right distribution technique gets the right content in front of the right person at the right time.
Landing
pages
Calls-to-
action
Business
blog
Website
pages
Social
media
Marketing
emails
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Use buyer personas.
Create remarkable content.
Leverage your content.
Use the Buyer’s Journey.
INBOUND BEST PRACTICES
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WHAT DOES INBOUND LOOK LIKE?3
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Financial services advisory group that help business owners in Australia and New Zealand.
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CFO On-Call once relied heavily on telemarketing and cold calling to generate leads for sales.
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CFO On-Call began working on developing
their buyer persona. By understanding their main customer’s
demographics, role, and business problems, the team could create better targeted
content, emails and offers for that audience.
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BACKGROUND:• He runs a small business that he started after a career in the industry• Married with a couple of children• He’s been running his own business for about 3 years
DEMOGRAPHICS:• Typically in his mid 40s
IDENTIFIERS:• Drives a modest vehicle• Achiever• Determined individual and a natural leader• Entrepreneurial flair
GOALS:• Has high ambitions for his business • Can see great opportunities in his marketplace for growth• Likes to be his own boss
CHALLENGES:• Cash flow can limit growth potential • Lenders aren’t too helpful about borrowing funds to grow• Income can be a little erratic at times due to business cash flow• Occasionally has to borrow funds to borrow money which causes stress• Isn’t on the same wavelength as his accountant • Feels stretched at times
GARY THE BUSINESS OWNER
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The team at CFO On-Call worked on expanding the content offerings on their website.
• Whitepapers• eBooks• Blog posts
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BLOG POSTS
• “22 Warning Signs of a Business in Trouble”
• “9 Keys to Small Business Growth for 2014”
• “8 Ways to Improve Profit in a Business”
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200% Increase in web traffic within a six-month period.
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9.6xIncrease in leads because of the tools they have in place to easily capture more leads from their site.
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153%With lead management and nurturing, they’ve improved sales-ready leads by
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THANK YOU.