Lead Nurturing

5 great ways to nurture leads

If you’ve run a lead generation campaign, or have plenty of contacts that might have gone cold, or are capturing details on your website and don’t know what to do with them, an ongoing lead nurturing program is a great way to reignite the fire, move people along your funnel, and identify the keenest prospects. It takes time and energy to turn prospects into paying customers. Often in business-to-business transactions the buying cycle is a long one, but a lead nurture strategy can increase the chances that a sale will be the end result. Here are 5 of the best ways to nurture your leads. 1. Short term nurture track This approach can be triggered by a particular event. For example, it could be when someone first makes an enquiry or gives you their details, or it could be sent to anyone who hasn’t done [...]

Lead scoring and segmentation: how to sort the wheat from the chaff

So you’re back from a conference, or you’ve recently completed a lead generation campaign. But how do you work out who is the keenest, and who is going to be happy to hear from you? Here are our three top tips. 1. One step at a time Resist the temptation to jump all over your new leads straight away. As in any relationship, if you rush things you might put the other person off. Of course, if you’ve got people inquiring and wanting a response on your website, or you met them at a trade show and they were keen, you should get in touch straight away. But if they tell you they’re not ready yet or just browsing, or you’ve a bunch of leads from a raffle you held on your expo stand, or an online lead generation campaign, then you need to take [...]

Aligning your marketing with your goals

When you’re starting any marketing campaign, it’s really important to clearly define your goals first. This is the single best way to ensure you get the results you want. One of the most common mistakes we see is people getting it backwards, starting by choosing the platform or the content type. We often hear things like “We need to do facebook video!”, without much thought behind the message or the “why”. When there’s a mis-match between your goals and the marketing platform or action you choose, you are less likely to get the results you want. What are your goals?  Instead, start with your purpose. What results do you hope to get? Look ahead to the end of the campaign –  what will make it worthwhile for you? Usually it’s going to be an increase in your business, through more sales. So take it back [...]

How to work with Monkey Media to generate leads

At the pointy end of the funnel, you can get people to opt-in for more information about your company, giving you access to their contact details and most importantly, permission to follow up with them. It’s one of the most powerful and results-driven marketing options, and it’s important to remember that to make the most of it you need to be offering something of genuine informational value in return for those details, such as a white paper, eBook or webinar. When is the best time to run a Lead Generation campaign? Lead generation usually works best towards the end of a campaign. A company with a strong brand or profile already can conduct a lead generation campaign on its own, but if you are not well known in this market, then lead generation on its own without supporting branding will not get as many conversions [...]

Webinar follow ups: keep the conversation going 

Some companies produce their own webinars and virtual conferences, while others join industry trade events that were previously held live, or work with an agency or publisher to run something more hybrid, either under their own brand, or co-branded.  Sponsoring webinars and Virtual Conferences is great for lead generation because you are using someone else's already established lists which can contain a whole new audience for you.  Sponsoring webinars can include brand recognition through logos in event promotion, speaking slots or video presentations in the program, information sent directly to these lists before or after the event, and other options.  These new contacts can opt in to receive more information about your product or service and if it’s a high-quality webinar, you will be associated with it and seen as an authority in the space.  If you’re hosting your own webinar, you will already have [...]

Webinar technology: getting it right

People are forgiving when there are technical issues during webinars and virtual conferences, but it only takes a minute or two of dead air before you lose someone’s attention. When your audience is sitting at their computer, it’s easy for them to switch over to doing something else, so it’s important to get the technical basics locked down. There are a number of webinar platform options available including GoToWebinar, On24, ClickMeeting and Zoom, with the choice depending on a number of factors, including price and the specific features needed.   Regardless of the platform, the key is to fine tune communication between the production team, speakers, and the host/MC, to ensure that everything is seamless on screen, said Monkey Media’s Marketing Account Manager, Harry Johnston.  Monkey Media has run several Virtual Conferences in 2020, including Digital Utilities, Disaster Management, Asset Management for Critical Infrastructure, Flow Technology, [...]

Webinar format: make it fit-for-purpose

There is no set rule for how long a webinar or Virtual Conference should be, as the length of time should fit the content. If you’re turning a previously live event into a webinar, it’s important to not try to just jam in the existing content. For an event that was previously a one or two day conference, this could be compressed into a 3-4 hour webinar.  This is what happened with Monkey Media’s Digital Utilities 2020 Conference. As detailed on Lifehacker, the COVID-19 lockdown and travel restrictions began less than a week out from the Digital Utilities conference.  Chris Bland, Monkey Media’s Managing Director, said the decision was made to move it online on Friday, with the event starting the following Thursday.  “This gave the production team only three work days to transform it into a completely Virtual Conference, including finding the best platform, [...]

Webinar content: what value is it offering?

The content of a webinar or Virtual Conference is what will get people to register, so you need to be offering high quality information and engaging speakers. Think about what your identified target audience and potential customers would want to learn about and create a program around their interests and pain points. You need to be thinking about the webinar content in terms of what value you can give the people watching, rather than focusing on direct promotion of your business.  Monkey Media Managing Editor, Laura Harvey, creates the programs for the company’s Virtual Conferences and said the choice of speakers can play a big part in the success.  Monkey Media has run several Virtual Conferences in 2020, including Digital Utilities, Disaster Management, Asset Management for Critical Infrastructure, Flow Technology, and Smart Cities. “You need to decide if you will use an internal speaker from [...]

Webinar audience: are you reaching your target market?

The main purpose of any webinar or Virtual Conference is to provide information to your target market – the people you want to engage with your product or service. So the first thing you need to decide is whether you will be talking to your existing audience or if you want to reach new people.  If you’re targeting your existing audience you can directly promote your webinar to them and offer educational and/or interesting content. A webinar can further build on your relationships, position you as an industry expert, and allow people to see your company in a new light.  If you want to reach a new market, the best way to find the most relevant people is through external marketing. This could include social media promotion or other channels like advertising in industry newsletters, allowing you to precisely track how many registrations it drives. [...]

5 ways to make the most out of attending a conference

Whatever industry you work in, attending conferences can be a valuable way for you to improve your knowledge, increase your business and expand your network of connections. The benefits of the event don’t stop when you leave the venue if you take a few simple steps in the days, weeks and months that follow. 1.  Add your contacts to your CRM system A customer relationship management (CRM) tool is vital for any business that has moved beyond the small business status. You can’t possibly remember everyone you meet and this is a great way to manage your contacts. Tools like Capsule or Salesforce work well and can integrate with your email system to help keep track of communication. But any CRM system is only as good as the information you store in it, so make sure you record all contacts in there. 2.  Solidify your [...]