In part two of our three part series, Ross Clurman, Director of Marketing at The Whitley Group discusses effective methods for generating leads through various channels, and how to nurture those leads.

1. LEAD GENERATION
AND NURTURING
The Whitley Group
October 27, 2011

2. ROSS CLURMAN
Director of Marketing
@rossclurman

3. THE WHITLEY GROUP
Printing and message logistics.

4. AGENDA
An overview of lead generation +
Push/Pull tactics for generating leads +
An overview of lead nurturing +
Examples and best practices +

5. LEAD GENERATION
Considerations before you begin +
Methods for generating leads +
Examples and best practices +

6. CONSIDERATIONS
Define a measurable goal +
Establish a strategy +
Determine your budget +
Determine what tactics you will use +

7. CONSIDERATIONS
Define a timeline +
Establish a method of measurement +
Delegate responsibilities +

8. FORMS OF LEAD GENERATION
Type Traditional Non-traditional Type
Push Direct Mail Content Marketing Pull
Push Email Online Video Pull
Pull Events Mobile Both
Push Phone Calls Social Media Both
Pull Public Relations PPC Advertising Pull
Pull Advertising Search Engine Optimization Pull

9. TRADITIONAL BEST PRACTICES
Start a friendly conversation – build relationships +
Segment your audience and personalize +
Have a clearly defined call to action +
Integrate adequate logistics +
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10. NON-TRADITIONAL BEST PRACTICES
Creativity – design and copy +
Define a attitude and voice +
Give yourself a face, not a logo +
Practice social etiquette +

11. DIRECT MAIL EXAMPLE

12. TRADITIONAL PROS/CONS
Direct mail +
Email +
Events +
Phone calls +

13. SOCIAL MEDIA EXAMPLE

14. NON-TRADITIONAL PROS/CONS
Content +
Online video +
Social media +
Mobile +

15. TM
THE WHITLEY GROUP
Printing and message logistics.
MIXED EXAMPLE

16. BEST PRACTICES
Start a friendly conversation +
Be open and transparent +
Position yourself as a leader +
Monitor, test and analyze +
Have a plan for following up +

17. LEAD NURTURING
What is Lead Nurturing? +
How Lead Nurturing works +
Best practices for Lead Nurturing +

18. NEXT WEEK
Executing direct marketing campaign +
Prospecting for new members/clients +
Promoting your products and services +

19. THANK YOU
www.whitleyplus.com | @thewhitleygroup
(512) 476-7101
ROSS CLURMAN
Director of Marketing
@rossclurman