Lead reengagement gives you more out of your investment

Tuesday, October 16, 2007

The year-end push is on and I know you may be wondering what else can I do to drive more revenue with little or no remaining budget? I've found the best way is to focus on the leads you already have. Lead reengagement is one of the most powerful ROI tools marketers have available to them. Why? You're getting more out of the money you've already spent by going deeper within the opportunities you already have. It seems like common sense, but the reality is, I know of very few companies that think about it, because they assume it's the salespeople's job. That's why I thought you'd find these two articles published this week in BtoB Magazine relevant. They each explain a little known aspect of lead nurturing called lead reengagement. In the following article, I'm interviewed by BtoB writer Christopher Hosford and share some trends in what he calls lead recycling (I prefer to call it lead reengagement) and I explain what we do at InTouch. Read Effective Re-Engagement Gives You More Out Of Your Investment In this article, Hosford interviews my friend and client Mikel Chertudi, senior director, online marketing and demand generation at Omniture. Mikel shares what Omniture is doing to optimize their lead reengagement process and drive more revenue. Read Omniture Practices What It Preaches October 10, 2007

Creating Targeted Leads (Part 1)

Tuesday, October 16, 2007

Read this if you have your autoresponder set up. Until you set up your autoresponder, this lesson won't do you a great deal of good because we are going to have you convert viral-list-builder emails into targeted leads.

The first thing you will need to do is set up a lead generation page with an exchange popup. Check out mine and copy the design if you like. Some people bust on my lead generation page, saying that it's ugly and whatnot. Honestly, I just have to laugh because I know it works.

The key is content and psychological design, not beauty. Unless you are selling art or something similar, pictures don't sell. Words sell.

Take a look at my page and notice the features below:

1. The AdSense ads at the top get lots of clicks and profits.

2. The headlines at the top are straight, simple, and to the point. There's no sense in beating around the bush. All you are asking for is a subscription. The sales will come later.

3. People are in a hurry. They generally are either interested in your basic offer or not. Don't waste five minutes of people's time just to get them to subscribe. Again, we aren't talking about a sales letter here. This is just a simple page to get people to subscribe for more info.

4. The subscribe box is near the top. Why? Some techniques use only semi-targeted traffic. The kinds of semi-targeted traffic you will find is simply not going to scroll down.

That's why everything should be at the top. Not to beat a dead horse, but the goal here is to get people's attention very quickly and force them into a decision. Making them scroll down just to subscribe to a free ezine can cause you to lose subscribers.

Goals Of The Page

There are two main goals of a lead generation page like this:

1. Get clicks at the top.
2. Get subscriptions.

If you get clicks at the top, that's immediate profit. If you get a subscription, then you will probably get profits later. Finally, if you get a little lucky, you can get both from one visitor. Either way, there are two main options for a visitor, and either one is likely to help you profit.

Once you get your page set up, then my first recommendation is to go here and follow the instructions to set yourself up with some easy targeted leads.

Please pay attention to the instructions. They are vital to your success.

That brings me to the close of this particular lesson, but let me say this straight up, and I have no choice but to blunt about it. The average person is TERRIBLE at following instructions. You MUST follow my instructions exactly if you expect to get leads.

I think it unnecessary to give every reason for every step. Just know that you need to follow every step. Otherwise, you are liable to mess things up. If I gave you instructions to get to the court house, you wouldn't go in the opposite direction. But, for some strange reason, I see people constantly trying to skip steps when they are online.

Don't skip steps unless you want to mess things up. You are duly warned.

Media Soup from MediaZone.net

Lead reengagement gives you more out of your investment

Creating Targeted Leads (Part 1)