Lead Nurturing in the Mobile and Social Age

Lead Nurturing in the  
Mobile & Social Age
#LeadNurture ● @Sendible ●@QuoteRoller

Jennifer Riggins 
Content, social media,
start-up lover, for 
Quote Roller, PandaDoc,
CBS SmartPlanet

@jkriggins
Vishal Pindoriya 
Sendible

Marketing Analyst

@VishalPindoriya
Who are we?

#LeadNurture ● @Sendible ● @QuoteRoller
What we’ll talk about
• How have your clients & expectations evolved?
• Why is social so important?
• What are social buying signals?
• Setting up monitoring of buying signals
• Best practices for responding
• How to qualify your leads
• How to turn your leads into a sale

“If you’re in the services business, generally speaking, it’s
rare for the client to just show up and give you a check
right there. There’s a need to get to know who the client
is.”
Geoff McQueen 
CEO AffinityLive

2% of sales are made in the first contact.
3% of sales are made in the second contact.
5% of sales are made in the third contact.
10% of sales are made on the fourth contact.
80% of sales are made on the fifth to twelfth
contact.

Lead nurturing is the ongoing process of
building a relationship with qualified prospects.
Image IMCreator.com

And more and more it’s done by
marketing, not sales.

And consumers are oh-so-
inundated with
information, now you need
to work harder than ever to
stand out.

Buyers are self-
educated.
!
55% of consumers
consult social media
before making a
purchase.
!
70% make buying
choices based on
emotional factors.

Even though you have more leads and
prospects than you could ever possibly follow-
up with, now, more than ever, each expects that
you will work to build a relationship and services
plan.
#LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com

And the need for more points of contacts in a
longer sales-decision time, meaning YOU
need to streamline more with mobile sales
and marketing tools.

!
Communication must be two-way. 
No more shouting, it’s about asking open-
ended questions to learn more about your
clients and to build a connection.

Mobile lead nurturing sees the blending of sales
and marketing automation tools to simplify your
life by helping you automating your relationship
building.
#LeadNurture ● @Sendible ●@QuoteRoller Image IMCreator.com

1. Getting your brand in
the periphery of your
prospect.

2. Once peaked, focus
nurturing relationship
with focusing on
offering a solution to
your client’s needs.

3. Convert what you’ve
learned into a
comprehensive
business proposal.

n less than 15 years…

n less than 15 years…We live our lives in public…

A Buying Signal is a
signal from a
potential customer
that shows an intent
to buy a product or
service

Today’s Buying Signal

“A qualified lead is a potential
customer who has expressed
interest in a product or
service, and meets general
buying criteria.”

g
75% aged 18 to 49
on social
95% aged 12 to 17
active online
64% of Social Media
users said that social had
influence on buying
decisions
!
!
* 2012 Pew
Research Center’s
Internet and
American Life
Project
* Edison
Research, June
2012

Where to begin?
• Find your keywords
• Try a few “signal words”
• “Does anyone…”
• “I am looking for…”
• “Any recommendations”
http://twitter.com/search

Brand
• Easy to spot buying signals
• Brand opinions
• Consumer insight
• Discover brand advocates

Product &
Services
• Easy to spot buying signals
• Consumer insight
• Discover brand advocates

Industry
• Monitor Competition
• Brand favorability
• Trigger words
• “Does anyone…”
• “I am looking for…”
• “Any recommendations”

How to Configure in Sendible?
(Sendible 2.0 Beta)

(Sendible 2.0 Beta)

(Sendible 2.0 Beta)
Best Practices for Responding
Get to know the ‘Twitterer’ you’re talking to…
before you start the conversation.

• To promote or help? Go with the soft touch

• Incentivize!
@FUTUREFANOFMINE Use 15%
off Coupon Code:
SOCIALPRO13

Monitoring your competition

Organize it all within a Customer Relationship
Management Solution 
quoteroller.com/services-integrations/

Qualify Your Leads
• Get more info + make a call

• Your business must suit the client
• Answer these questions:  
Can my company meet the client
timeframe? 
Can my company complete project
& make a profit? 
Will this project move my company
forward?
• Why will what you offer benefit
the customer?

• How can your offer help save
them money? Time?

• What can we offer better than the
competition?

Quote Roller Step #1: Your CRM Contact & Deal info  
pour right into your Quote Roller Proposal.
Use a Blank Proposal, reuse one you already created, or jumpstart your
proposal creation with one of our 35+ industry-proven Proposal Templates.

Quote Roller Step #2: Add your Pricing Table 
The part your clients are spending the most time looking at!
You can offer your clients pricing options, quantity options, & package
deals. Build your own pricing table or reuse one from your Catalog.

Quote Roller Step #3: Use our WYSIWYG Editor
Drag-n-drop Content Blocks, reusing content or creating new,
showing how you can offer a solution to your client.

• You can use whatever you want to show off your
business in the scope of being a solution for clients:
videos, websites, photo galleries, HTML content, custom
brand domain.
• Quote Roller lets you reuse content, but makes sure you
don’t make mistakes like reuse old pricing or the wrong
name.
• Quote Roller cuts your proposal creation down to about
15 minutes!
• Just make sure, when you reuse proposal content, you
take the time to customize to address your lead’s needs.
Focus on Solving Client Needs

Quote Roller Step #4: Finalize
Send your clients a secure link to your Proposal. 
Use legal Electronic Signature to close deals faster.

• Even if your proposal isn’t accepted, it’s an
investment in your future mobile marketing and
sales campaigns

• Plus, with Quote Roller, you increase your likelihood
of them saying YES by 28%!

Go to QuoteRoller.com to
start saving time & money
creating persuasive
business proposals today!

!
Discount code:
50OFF1STMONWEB for
50% off first month
Head over to
Sendible.com to nurture
more leads through social
media today!

!
Discount code:
SOCIALPRO14 for 20%
off any monthly plan
Questions?

Lead Nurturing in the Mobile and Social Age

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Lead Nurturing in the Mobile and Social Age