There aren’t many providers that offer marketing automation for Salesforce.com’s Group Edition. Lead Liaison has had this capability since 2011. We’ve filled the gap for a number of companies using Salesforce.com’s Group Edition that don’t have anywhere to turn for an easy way to attract, convert and close more business using automation. Case in point, even Salesforce.com’s own marketing automation application doesn’t even support the Group Edition.
Lead Liaison’s full suite of marketing automation services are available for use with Salesforce.com’s Group Edition. You can see some of the sales and marketing automation services here. The integration is ideal for small businesses just getting rolling with a CRM. They get to use a best-in-breed CRM with a best-in-breed marketing automation platform at cost-effective prices. We understand small business and have crafted a business model specifically designed for smaller companies. Basically, for a dime per contact you can nurture, qualify and better market to your audience.
Want a demo of Lead Liaison’s integration with Salesforce.com’s Group Edition?
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-04-16 06:00:292019-05-24 19:49:28Marketing Automation for Salesforce.com’s Group Edition
We recently added the ability to send direct mail with marketing automation using Lead Liaison. We’re genuinely excited about this new marketing channel that our customer base can take advantage of. Designing our first direct mail campaign was easy. In this post we’ll talk about how simple it was to put together a direct mail campaign using Lead Liaison’s marketing automation software.
Background on Direct Mail
B2B marketing typically requires 5 to 7 touches before a prospect buys from a provider. Why? They want to build trust, build the relationship and know you’re not a fly-by-night vendor blasting out communications hoping you’ll respond to the first thing they see. Using all of those 5 to 7 touches on phone calls or emails could get old, really fast. Enter direct mail.
According to the Direct Marketing Association, typical response rates are 4.4% for direct mail (overall)
While response rates are high, so are conversions for new customers.
The CMO Council reports direct mail has the highest rate of success in new customer acquisition at 34% compared with other marketing channels.
It’s time we start thinking about integrating direct mail with marketing automation.
How We Did It
Adding direct mail to our marketing automation campaign was easy. Here are the steps we took to launch our campaign.
Created a template in Photoshop. This took us about an hour to do. Alternatively, you could use pre-made templates from our partner, Direct Mail Manager. They’ve got 100s of pre-made cards to choose from.
We put a QR code on the back of the postcard that linked to a landing page we built in Lead Liaison. When the recipient gets the card they scan it with their smart phone which loads the landing page along with an attractive offer.
We deposited $1.04 into our account at Direct Mail Manager. Yes, only about a buck! Each card cost $.52 and we sent one to our Product Manager and one to an Account Manager. You can deposit as little as $.52 into your Direct Mail Manager Account.
We created a Webhook in Lead Liaison.
We added the Webhook as an action in our marketing campaign workflow.
Boom! Within three (3) days the postcard showed up in the mail.
Let us help you get your direct mail campaign off the ground!
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-03-31 06:04:552019-05-24 19:49:28Direct Mail with Marketing Automation
Marketing automation is the perfect tool for today’s consumer audience. Marketing automation makes sense. There are several features that give automated marketing the upper hand when it comes to conversion rates (we’ll get into that in a bit), but today’s consumer is certainly web-savvy—they spend more time on the internet than they do watching TV or reading magazines. So why not reach them where they’re already going to be, right?
Behavior-based lead scoring
Companies benefit from choosing marketing automation in that the potential customer’s behavior is tracked and scored. No need to manually track click-through rates from Google Analytics, your software is already doing that for you. Marketing automation tracks your leads and generates profiles based on their online behavior. This information warms the leads automatically for the sales reps. How awesome is that? No more shots in the dark, no more cold calling. Read more about how this is helpful for small business owners.
It’s not just for scheduling; it’s for maintaining a conversation
Automation is so often misunderstood as simply a means of scheduling. Sure, scheduling happens, but more importantly using marketing automation includes complex analytics that capture the behavior of your potential customers, scores it for you, and therefore helps maintain a relevant conversation that closes the lead. The important thing to note is that, although it sounds like kind of the opposite, automation actually helps to keep the personal touch in your interactions with leads. Automation supplies enough relevant information to take the relationship to the next level by offering products that the lead is already interested in. Of course, this can be done manually, but automating this relationship-building process saves so much time for your business, allowing your employees to spend their time closing the leads rather than researching them.
The bottom line is a higher conversion rate. These rates are ultimately a result of a system that creates highly targeted and personalized efforts, utilizing conditional logic. This means that once you reach out to your lead it is not in an unsolicited manner (such as a spammy email campaign). What good is your analytical data if you don’t utilize it in future lead generation endeavors? Marketing automation makes this process a breeze.
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-03-27 06:13:592014-03-24 23:14:37Why Marketing Automation Makes Sense
Mobile marketing automation is happening – though mobile marketing and marketing automation are not new concepts, businesses who pay attention to their mobile marketing are finding the information they gather more useful and profitable than ever.
If you’re thinking about doing mobile marketing for your business, the first question is, how mobile is your audience? If your site isn’t mobile-friendly, if you’re not working on being found in places like Google Local or doing any form of local marketing and if you have no plans to consider a mobile-friendly site in the future, you might consider skipping mobile marketing.
Is Mobile Marketing Right For You?
Not all businesses really need to do mobile marketing – but many who would find qualified mobile traffic are avoiding mobile. Likewise, the vast majority of businesses haven’t discovered how amazing marketing automation could be for their businesses. Considering a mobile marketing plan for your business could put you ahead of the curve.
Putting the Data Together
A marketing automation dashboard gives your company access to marketing funnels that are individualized and that work for your particular business. Your dashboard not only streamlines your funnel – it helps you better manage team workflow, marketing tasks and to more easily interpret your data stream.
Mobile marketing data may be vastly different from your regular data – for instance, mobile users may tend to look at your site at a specific time of day that laptop or desktop users don’t. Without the proper analytics, this type of information is hard to come by. Many companies aren’t even using the free, most basic analytics out there. The only way to truly determine whether or not your marketing services are working to bring in new leads and re-engage existing clients is to consistently and carefully analyze your data.
With mobile use consistently on the rise, mobile marketing will play a key role in the success and productivity of future businesses. Many businesses don’t want to go into mobile marketing because they fear the cost – but there are many responsive website builders out there that will convert your website at low cost. For many businesses we work with, responsive web technology for mobile marketing has been worth looking into.
How Will I Know if I’m Ready?
Talk to us at Lead Liaison and let us take a look at your site, your offering and your mobile-readiness. Mobile marketing might actually benefit your business more than you know.
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-03-20 06:00:052014-03-14 23:45:53Mobile Marketing Automation: Is Your Business Ready?
Marketing for CPAs isn’t always something small business leaders have time to think about. If you’re a CPA working right now, you’re probably buried in tax season type stuff. Onboarding a new marketing program – particularly a marketing automation program – might not be one of the topmost things in your mind at this particular moment. Should it be?
Marketing needs to happen year round – whether you’re at your busiest or could use a break from the influx of new clients, we find that CPAs often neglect marketing activities when tax season rolls around. Even seasonally hired help does little to tamp the wave of clients coming in.
Good marketing for CPAs shouldn’t be about just getting that one-time tax client, but should involve getting a client on a more permanent basis whose finances you can manage throughout the year. Using marketing automation to onboard new clients and prove yourself a thought leader in your industry can provide more resources for getting new clients than you ever thought possible.
Becoming a Thought Leader?
So, what exactly is a thought leader? If you’re a thought leader, you’re providing a valuable wealth of informational resources to clients – becoming the “go to person” clients look to when they have a question about their finances.
You can establish your credibility in your field through applied marketing automation. Working with professionals who can help you determine what kind of content your audience is looking for, how you can release it on a schedule that won’t create another full-time job for you and how you can use tracking to gauge its reception is an important route to maximized marketing for CPAs.
Your Competition Isn’t Doing This
CPAs who get the best and highest volume of clients are already doing some of this – they’re out there creating and releasing great content – but many are shelling out tens of thousands of dollars a month to marketing agencies rather than using marketing automation and its built-in resources to succeed.
Marketing automation is one of the best-kept secrets out there when it comes to marketing for CPAs. Some of our out-of-the-box solutions are customized for folks in the financial planning field – we’d love the opportunity to show you how marketing automation, thought leadership and robust marketing for CPAs can revitalize your business. This way, you won’t have to look at tax season as your payout period- you can work with clients who rely on your leadership and expertise all year long.
Contact us at Lead Liaison for a free marketing automation demo today!
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-03-07 06:15:562014-03-04 21:18:13Rely on Year Round Marketing for CPAs
Marketing automation for small business is no joke – growth in the marketing automation industry is already up 50% per year based on 2012 and 2013 results, and some experts indicate that growth will increase another 10% by the end of 2014.
What does this mean for your small business? It means that marketing automation is clearly something business owners are finding effective – so if the price is right and a customized package can suit your individual needs, why not jump on board? We’ve compiled a list of reasons why marketing automation for your small business is worth taking on. And here we go…
You’ll Save Money
For many companies, revenue seems to disappear at the speed of light. Small-business owners often don’t have enough time in their busy days to take a step back and look at how their current sales and marketing processes are benefiting their companies. The result is a messy lead flow, lost revenue and outdated systems governing the way your business operates.
The streamlined processes that good marketing automation puts in place for you can actually save you money and time. Your employees will have a better idea of how to sell, track and engage leads that are currently in your funnel, and you’ll have a better idea how these leads and automation steps are helping you meet your bottom line from month to month.
The right marketing automation resource won’t just give you the tools you need and walk away. At Lead Liaison, we strive to create a process for our clients that truly works. Creating a process is all about putting tools in place that match the needs of each individual business, as well as providing training on those tools.
The right way to set up marketing for a small business is not just to put systems together and walk away, but to place the appropriate tools in a way that meet the company’s individual marketing needs. Only a qualified marketing automation specialist can help you understand what those needs are, and how to implement them in the best way for your business. The bottom line? With the right company, you don’t have to worry – the initial steps are done for you.
You’ll Save More than You Spend
When all this is done correctly, you’ll save more money than you spend. A streamlined sales funnel allows for better conversions – which allow for more income. Once this process is 100% refined, the service pays for itself. That break even point makes life easier for clients and their employees, and is the key reason why marketing automation services continue to grow year over year.
Let us assess your business and recommend a solution via a consult today!
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-03-04 07:32:362014-02-25 21:52:04Marketing Automation for Small Businesses : Why Automate?
We understand you don’t have time for marketing automation…but hear us out.
Take the first step
True marketing automation is a process, not an event. It’s an exercise in continual improvement.
There are aspects of marketing automation that take zero time; and marketing automation will save your organization time as a whole.
Outsource marketing automation if necessary
Marketing automation programs show a strong ROI. In most cases, it will be easy for your company to justify the expense of a strong partner who has the expertise and bandwidth to get you up and running quickly and effectively.
Recognize that every day you delay is a day of lost benefit
If marketing automation didn’t make sense, you would not have even made it to the time concern. If you had a printer that was ready to print money; would you say that you wanted to wait until next week?
Contact us to help you understand the loss of revenue that your company is experiencing each day you do not have a marketing automation program working for you.
The later you start, the harder it will be
Another factor in delaying your program is that your competitors aren’t waiting. Much like firms that were early to adopt an SEO strategy, you will have a large competitive advantage if you adopt a strong MA strategy ahead of your competitors.
It’s harder to win a race when your competitors have a lead. Get out early, and run as fast as you can in order to maximize the value of marketing automation on your company’s bottom line.
Conclusion
Companies that are concerned about the time necessary to implement a marketing automation program need to think outside of the traditional marketing box. Doing so will help them maximize profitability, and compete with their most aggressive competitors.
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-03-03 06:30:592014-03-03 22:01:03Don’t Have Time for Marketing Automation?
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-02-28 06:30:352019-09-27 18:33:49Objections to Marketing Automation – We Are Too Small
Marketing Automation Excuse: We Need an SEO Strategy First
The purpose of SEO is to generate quality leads from otherwise unidentified sources.
A good SEO strategy is going to deliver X number of visitors to your website. You paid for 100% of those visitors, yet industry statistics show that on average, only 2% of those visitors are likely to identify themselves. This is even more unnerving when you consider the increasing costs of SEO, and diminishing returns which market pressures are placing on the SEO industry.
With SEO & MA working in tandem, you are likely to be able to identify 10-100% of your SEO generated visitors depending on your technology and approach. Using SEO by itself is like buying a Boat & Fishing License (SEO), but not bring a net (Marketing Automation). Marketers that recommend SEO without MA are doing just that!
It gets more dramatic
While there are many solutions for visitor tracking and reporting, not all solutions are the same. In fact, some companies stop at generic analytics!
Here is the problem: Visitor reporting does not help you distinguish serious prospects from college kids researching your company for an upcoming paper.
A quality program will not only track but will score a prospective individual’s demonstrated actions/interests. SEO does not track quality. Quality Marketing Automation programs like Lead Liaison will!
In conclusion
There is a strong synergy created when companies use a quality SEO strategy in conjunction with a program like Lead Liaison’s Marketing Automation platform. Any progressive marketing strategy that involves SEO must also include Marketing Automation at the outset in order to justify the value of the potential value of an SEO investment.
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-02-27 06:30:302014-02-25 21:55:32SEO Strategies Require an End-to-End Solution
Occasionally we’ll come across prospects that say “marketing automation is too expensive”. Obviously, that’s a subjective opinion as no two companies are the same and every company’s situation is different. It’s true that marketing automation software is value-based depending on the set of services used. The first mistake is looking at marketing automation as an example. Instead, look at it as an investment. Here are some highlights to help you look past the “expense” and consider the investment.
Analyze your current marketing spend and free up some money
Marketing automation will help you measure the return on your current marketing efforts. For example, Lead Liaison will help your company understand which lead sources, marketing campaigns and marketing programs produce the most leads, customers and ultimately revenue. If you’re not doing that now you’re probably wasting money on marketing that produces little results. Stop measuring activity and start measuring results.
If you’ve still got trepidation, assess your current marketing efforts and cut out the programs that aren’t helping you save money or make money.
Consider dropping a trade show or marketing campaign with a 3rd party. Usually this savings is enough to swap out in exchange for the investment in marketing automation.
Our technology will make you money
Discover new opportunities. 98% of your website traffic is currently hidden. Think about your average sales price. How many new deals would we need to help you find until the investment pays for itself?
Prospects will make bigger purchases. It’s a fact that nurtured leads make 47% larger purchases. That’s hard to argue since nurturing helps build relationships, trust and keeps your company top of mind with your prospects.
Prospects will buy faster. Nurtured leads buy 23% faster. Sales people are continually faced with the question, “what can you do for me now”. None of them would complain about shortening the sales cycle.
Our technology will save you money
Sales reps will be more efficient. Sales people will save precious time digging through data and mining a flat database with Buy Signal alerts, key indicators pushed out to reps, and a hot lead dashboard that will help sales know where to focus their time.
Morale will be higher. When sales is closing more deals, fed fresh new opportunities, gaining precious insight into buyer behavior their morale will be higher. Sales will have a better appreciation for marketing too. With spirits at an all time high and sales and marketing alignment in place your company will be clicking on all cylinders. When the excitement level is high your team will be more productive.
Marketing will be way more efficient. We still find companies using spreadsheets to track their data or dig through marketing messages for opens and click throughs. We’ll help marketing automate and simplify their tasks, such as nurturing, qualification, content creation, social media engagement and more. Higher efficiency equals reduced costs.
Look at a simple ROI
Let’s simplify this. You spend a lot of money on your company’s website, your sales force and your marketing team. We can turn your website into a sales person for you. We’ll generate new deals for you and help feed them to sales. Sales will be more productive and you’ll get more for your money.
Have us work with you on a detailed ROI
Not convinced yet? No worries. Please allow us to work on a detailed ROI for you and prove to you that this is an investment you can’t afford to pass up.
https://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.png00Lead Liaisonhttps://www.leadliaison.com/wp-content/uploads/2013/04/Lead-Liaison-Logo5.pngLead Liaison2014-02-26 08:15:432019-05-24 19:49:29Marketing Automation is Too Expensive!
