In this deck, we cover Print, Email, and Marketing-automation Strategies for the Complete Customer Lifecycle
Multichannel — Using a variety of channels to reach your audience within a single, multi-level campaign or across multiple campaigns.
Also known as multi-touch marketing or cross-channel marketing.
Lifecycle marketing — A focus on the individual and their journey with your brand.
2. Using a variety of channels to reach
your audience within a single,
multi-level campaign or across
multiple campaigns.
Also known as multi-touch marketing or cross-channel marketing.
Multichannel marketing
3. A focus on the individual and their
journey with your brand.
Lifecycle marketing
7. Define your ideal leads (use a
persona profiler)
Segment your list based upon
personas
Send relevant messages to
each segment
Use progressive profiling to
reduce form abandonment and
learn more
Target audience
8. Inbound (pull)
Educational documents
Website
Landing pages
Video/audio
Microsites
Free trials/demos
Blogs/articles
Social media
Outbound (push)
Blast email
Drip campaign
Nurture campaign
Media announcements
Social media
Methodologies
16. When it comes to
CRM technology
and its usefulness
to you in your
marketing efforts,
look for:
Email integration
Social-media integration
Customer-data tracking
Lead scoring
Support
Analytics
Customization
CRM application
17. When it comes to
email-automation
software and its
usefulness to you in
designing, developing,
and deploying campaigns,
look for:
Email analytics
Website visit analytics
Automated campaign
deployment
Progressive profiling
CRM integration
Social-media integration
Landing page capabilities
Email application
18. When it comes to
website software,
look for:
Easy-to-edit
platform, such as
WordPress
Easy-to-add squeeze
pages
Easy-to-add targeted
landing pages
Easy-to-build micro sites
Installed analytics tracker
Website application
26. Branding
Brand all vehicles
Be consistent
Monitor for references to
your brand
Presentation
Use expert design
Use quality images
Use personalization
Develop appropriately for
all platforms
Use A/B testing
Keep it simple
Manage your brand
28. Dos
Personalize content based
upon information you have or
you collect
Personalize auto-responders
based upon action or
interaction
Continue progressive profiling
to reduce form abandonment
and increase intelligence
Track offline activities in CRM
Implement lead scoring
Don’ts
Don’t ask for information you
already have
Don’t ask for too much
Develop the relationship
29. 1. Define your approach
2. Organize your campaign
3. Set goal and define tracking
4. Foster the relationship with your brand
throughout the lifecycle
5. Deploy
In short…
30.
31. Blasts, usually email, are sent
en masse to your customer list and
often used for short-term promotions
or to make an announcement.
Blast marketing
32. Scope
Deploy online, offline, or
both
Send to all to create initial
segmentation
Implement A/B testing
Use squeeze pages for
conversion
Results
Introduces your brand to
prospects
Begins your
understanding of their
interests
Determines preferred
marketing vehicle(s)
Adds to lead score
Blast multichannel event
34. A series of pre-designed messages,
sent on a predetermined schedule,
and geared toward
education, branding, positioning, or selling
of your product to your subscribers.
Drip marketing
36. Scope
Use online, offline, or
both
A/B test
Shuttle to nurture
campaign when
interaction occurs
Use progressive profiling
on forms
Results
Identify deliverable
addresses
Identify which offers or
CTAs trigger interaction
Determine which marketing
vehicle is preferred
Create nurturing segment
Garner A/B test results
Add to lead score
Drip multichannel event
38. Nurturing messages, also known as
auto-responders or transactional messages,
are sent to specific prospects or leads
based upon their previous actions or
interactions and their place
in the buying cycle.
Nurture marketing
39. A nurturing campaign should:
Specifically reference their
previous action or
interaction
Deploy automatically based
upon that action/interaction
Be an appropriate response
or offer to that
action/interaction
Nudge (or shove) them
further down the sales
funnel
Enable you to send more
relevant emails to fewer
leads, not fewer emails to
more leads
Nurture campaign
41. Scope
Use online, offline, or
both
A/B test
Escalating CTAs or offers
Results
Identify interest area
Identify position in sales cycle
Nudge (or shove) lead along
sales funnel
Determine preferred marketing
vehicle
Create new, more targeted
segments
Identify sales-ready leads for
sales team
Nurture event
42.
43. Blast welcome email to subscribers
with A/Btest of variousCTAs
Email
Thank you for
subscribing
• Social sharing
• Website link
• Contact info
• No interaction
• Call to action
Drip email
Statistics
Drip email
Letter from
president
Drip email
Industry news
Drip email
Press
announcement
Passive path (drip campaign)
Hand o to
salesteam.
Nurture email
Gated:
Video
Nurture email
Gated:
Free trial
Nurture email
Gated:
Price list
Nurture email
Gated:
Meeting
request
Active path (nurture campaign)
Click?
Click?
Click?
Bucketsto
differentiate
engagement types
Clicksonlinksindicate
mildinterest, andgotopassive
path.Clickswithinpassivepath
sendstoactivepath.
Welcomeemail
toset newsubscriber’s
expectations.
ClicksonCTA
indicateinterest and
thusgodirectlyto
activepath..
If noclicksoccur on
nurturingemails, canindicate
alackof salesreadiness.
Returntodripcampaign.
Progressiveprofiling
andleadscoringwill help
salesandmarketingclassify
salesreadiness.
Dripcontent tobroad
audiencefor education, branding,
positioning, andselling(B2C)your
products.
44. Spider Trainers designs, develops, and
deploys custom drip and nurture
campaigns.
The participating client is the successful
client. Visit our resource center:
Profiling Personas
20+ Ideas for Automated Marketing
Prospects, Leads, & Subscribers
Marketing Metrics
Drip-marketing Toolkit
Great Big Book of Things Marketers Count
Great Big Book of Things Marketers Say
Contact us:
Chuck Meyer
Client relations manager
651 702 3793
cmeyer@spidertrainers.com
http://www.spidertrainers.com
PO Box 280487
Lakewood, CO 80228
United States
Spider Trainers