agencies: blow away your inbound leads on the first call

www.contentmarketingblueprint.com

CMB Partner Office Hours

Agencies: Blow away your inbound leads on the first call.

Every Tuesday @3pm Easternwww.contentmarketingblueprint.com


Rule #1: Contribute!Be ready to be called on…


Max TraylorDirector of Client Services Innovative Marketing Resources

@TheMaxTraylor

+MaxTraylor

Linkedin/in/maxtraylor


Your Hosts

Max Traylor Bob TraylorDirector of Client Services | Innovative Marketing Resources

President| Do Not Call Protection

Stefan SurkaBusiness Development| CMB


After the Webinar

www.contentmarketingblueprint.com/blog

• Webinar recording

• Slides

• Blog article


What is the CMB Community?

Inbound agencies that use the Content Marketer’s Blueprint to sell and service retainers.

Join the Conversation:@CMBlueprint or +ContentMarketersBlueprint


Inbound agency service offering

Strategy services (Buyer persona, CMB, Website optimization plan

Development Services (Inbound Engine)

Support Services (Content creation, consulting, PR, Social Media)


Today’s Question:

As an agency, how can I blow away my inbound marketing leads on the first call?



Inbound agency sales process

Establish a need for you.

Set goals for working together.

Present your solution for them.


1st step in the agency sales

process: Establish a need for you.


Who are you? What is your value as a company?

“I can help you grow your business”

How?

“I can generate qualified sales leads for your business, and help your sales team close them”


Establish a need for a strategic partner

1. Diagnose their problem

2. Educate them on a new solution


How to diagnose their problem

1. Lets talk about your website traffic.

2. Lets talk about the leads you generate.

3. Lets talk about the customers you close from those leads.

4. How do you measure that process?


Website traffic

How many website visits are you getting?

Is that number growing? Why?

Why aren’t you doing more of that?

Are you producing content to attract people?


Generating leads

How many leads are you generating?

Does that number typically increase? Why?

Why aren’t you doing more of that?

Have you tried capturing leads with content on your website?


Closing leads

Is your website giving you any customers?

How do you know?

What are you doing to increase customers from your website this year?

Are you working against any sales/growth goals this year?


Measurement & Improve

How do you measure the ROI of your marketing budget?

Who helps you decide which marketing investments are working and which ones are not?


Ok agency, your turn

“So agency,

what exactly do you do again?”


We help you grow your business…

Increase your traffic, month over month

Capture around 2% of that traffic into leads

Somewhere around 20% of those leads will be qualified opportunities that we hand off to your sales team

Measure ROI for each marketing investment and move the budget around to the investments with higher ROI


Increase traffic, month over month


Capture around 2% of that traffic into leads using

forms


Then we help your sales team close the leads


We figure out what is working and what isn’t: ROI


Setup your goal setting call(The next step)

“If your not getting these types of results, can we talk more

about the results you are getting next week on Tuesday at

3pm?”


Resources

This slide deck (on our blog)

Your own flagship case study (or borrow mine!)

HubSpot’s qualify and excite call (HS partner resources)


Next Session: Tuesday July 22nd @ 3:00 PM EST

“Setting business goals with your inbound marketing leads”

Sign up at: www.contentmarketingblueprint.com/2014-

webinars

agencies: blow away your inbound leads on the first call

Marketing

inbound leads

inbound marketing leads

closing leads

qualified sales leads

website traffic

inbound agency sales

inbound agency service

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