Lead Generation Keeping a steady stream of leads flow ing into your - PowerPoint PPT Presentation

Lead Generation Keeping a steady stream of leads flow ing into your sales pipeline Dale “ DataDale” Filhaber President, Dataman Group Direct Author, Lead Generation Made Easier

 Lead Generation is not an event.  It is a well-thought out, multi-faceted program that takes into consideration your goals, your budget, your resources and your brand You Need a Plan Lead Generation www.datamangroup.com 2

Lead Generation www.datamangroup.com 3

 The lead wants a preneed plan for him/ herself & spouse  The lead actually wants to set a date & time for an in-home appointment  The lead can afford to pay for a preneed arrangement The Perfect Lead Lead Generation www.datamangroup.com 4

Cutting Through the Clutter Lead Generation www.datamangroup.com 5

Lead Generation www.datamangroup.com 6

 Direct mail  Presentations  Telemarketing / cold-calling  Senior Fairs / Home Shows  Referrals  Online lead generation  SEO / PPC  Networking  Community Outreach  Social Media  Farming your own database  Remarketing  Website  Door-to-Door Lead Generation Channels Lead Generation www.datamangroup.com 7

2 Different Markets  Pre Need  At Need And the w ay w e m arket to them is very different Lead Generation www.datamangroup.com 8

I nbound Outbound  Creating situations  Reaching out to find where prospects can your best prospects find you W hich w ay to go? Lead Generation www.datamangroup.com 9

I nbound – Can They Find You ? Top Channels:  Solid Mobile Compatible Website  SEO / PPC program  Branding  Name recognition At Need Lead Generation www.datamangroup.com 10

At Need Lead Generation www.datamangroup.com 11

Outbound – Can You Find Them ? Generating Pre Need Leads Lead Generation www.datamangroup.com 12

Defining Your Top Prospects Lead Generation www.datamangroup.com 13

 Households with presence of an older adult  Planners  Senior Lists / Golden Homeowners  Birthday Lists  Veterans  Targeting by Ethnicity / Religion  Individuals whose parents had pre need Top Pre Need Direct Mail Segm ents Lead Generation www.datamangroup.com 14

Households w ith presence of an older adult Lead Generation www.datamangroup.com 15

Planners Lead Generation www.datamangroup.com 16

Senior Lists Golden Hom eow ners Lead Generation www.datamangroup.com 17

Birthday Lists Lead Generation www.datamangroup.com 18

Veterans Lead Generation www.datamangroup.com 19

Parents Had Pre-Need Plans Lead Generation www.datamangroup.com 20

 NCOA  Data Append  Phone Append  Email Append  Telephone surveys  Anniversary / Holiday cards  Incorporate in Direct Mail campaigns Mining Your Ow n Database Lead Generation www.datamangroup.com 21

Direct Mail - # 1  Targeted  Personalized  Trackable  Responsive Top Pre Need Channel Lead Generation www.datamangroup.com 22

Com ponents for Direct Mail Response  Targeted list  Message  The Offer  Response Vehicle  Timing Repetition is Key! Direct Mail Lead Generation www.datamangroup.com 23

 Enhanced targeting  More personalization  Integration with other channels for a multi- layered approach  Multiple response mechanisms (BRM, QR Codes, PURLs, texting) New Opportunities in 2 0 1 6 Lead Generation www.datamangroup.com 24

 A Free Planning Guide Doesn’t Cut it anymore W hat w ill stand out & m ake people call you? I t’s about VALUE • Prayer Cards • Afternoon Visitation • Limo • Acknowledgment cards The Offer Lead Generation www.datamangroup.com 25

 Target – target – target  Match the message to the target  Effective offer  Mail at the right time  Use different response mechanisms  Test – tweak - retest Direct Mail Success Sum m ary Lead Generation www.datamangroup.com 26

Messaging Lead Generation www.datamangroup.com 27

Fear Sells Lead Generation www.datamangroup.com 28

So Does Peace of Mind Lead Generation www.datamangroup.com 29

 Turn-key programs Vs  Do it yourself W hat’s available Lead Generation www.datamangroup.com 30

Telem arketing Lead Generation www.datamangroup.com 31

 Cold Calling & the Do Not Call  The truth about Cell phones  Obtaining phone # s you can use  Telephone appending  Using the phone for Follow up Telem arketing Lead Generation www.datamangroup.com 32

Generating Leads Online Lead Generation www.datamangroup.com 33

I t starts w ith your W ebsite Lead Generation www.datamangroup.com 34

 Easy navigation  Clear phone # / address  Link for Directions  Sign up for more information  Mobile compatibility  Partnerships Must Haves Lead Generation www.datamangroup.com 35

 Check your site’s speed https: / / developers.google.com/ speed/ pagespeed/ insights/  Mobile friendly test https: / / www.google.com/ webmasters/ tools/ mobile-friendly/  Test your Website – Get tons of info http: / / nibbler.silktide.com/ Self-Test your w ebsite today Lead Generation www.datamangroup.com 36

Social Media Lead Generation www.datamangroup.com 37

 Facebook Advertising  Linked In Ads  Remarketing / Retargeting Advertise on Social Media Lead Generation www.datamangroup.com 38

Dale “Data Dale” Filhaber 800.771.3282 dale@datamangroup.com www.datamangroup.com Books & Articles by Data Dale to Read:  Marketing To Death  Planning An Effective Pre Need program  Lead Generation Made Easier Questions? Lead Generation www.datamangroup.com 39

Direct Mail Lists & Telem arketing Lists Dataman Group Direct www.datamangroup.com (800) 771-3282 Dale Filhaber Retargeting/ Rem arketing (954) 281-9995 Tandem Interactive www.tandem-interactive.com Joe Laratro Ext: 6000 Marketing360.com www.marketing360.com (970) 541-3264 Joey Witz Preneed Builders www.preneedbuilders.com (800) 724-9975 Ellery Bowker Content Strategy for SEO/ PPC (954) 281-9995 Tandem Interactive www.tandem-interactive.com Joe Laratro Ext: 6000 NCOA / Data Appending / Data Updating Dataman Group Direct www.datamangroup.com (800) 771-3282 Scott Filhaber Print / Mailing Service Orange County Direct Mail (714) 444-4412 Dawn Hewitt www.ocdm.com Synergy Direct (714) 824-3786 John Rogers www.synergydr.com (954) 978-0018 Leila Moavero Executive Print & Mail www.executiveprintandmail.com Resource Guide Lead Generation www.datamangroup.com 40