A powerpoint by Chris Merrill of Super Webomatic, who was a speaker at the Future M Boston event, "The Future Face of Digital Business." Originally presented at the event on Oct 7 2010 at the microsoft NERD center.

1. Hi, I am Chris Merrill PAST: small business owner PRESENT: Super Web-O-Matic (small business owner) FUTURE: small business owner (Hopefully just with more $$)

2. Lead Gen & Engagement Fuel Design Pilot Track

3. Now Marketing teams manufacturing “buzz” and awareness to drive prospective customers to the top of the funnel; then putting them through a scripted trial / pre-sales process.

4. Still a bunch of Telling and Yelling

6. Follow Us!

7. Sign up!

8. Tell a Friend!

9. Like!

10. Shiny Object!

12. Build and engineer “Set it and forget it” Marketing Conversion Funnel

13. Me too.

14. 1000 people in the top of our funnel 2% to trials, and of those we can convert 2% to customers. Now get 1,000,000,000 into the funnel. When that is done get 1,000,000,000 more.

15. Predictable Trial / Pre-sales Process New trial sign-up E-mail 1 - Thank you e-mail Sales call “check-in” E-mail 2 - “Tips and tricks” E-mail 3 - “Just checking in” E-mail 4 - “Ticking-timer” Expired - Sales call

16. Restricted wedge offerings are typically controlled environments.

17. Limited Features Trial-size User restricted Integration limited Time bombed

18. Future Replace yell and tell, with a focus on building remarkable products. Put these products (unrestricted) in potential customers and customers hands, and sincerely engage, watch…listen. Capture the and share the stories and join the conversations. Help to create authentic experiences.

19. Stop yelling It’s not that they aren’t listening they just can’t hear you Save your energy and focus on building remarkable products

20. Products / services that inspire great stories and encourage real conversations reduce the need for complex high touch marketing systems. Share this with POTENTIAL customers by giving them bi-lateral views into these conversations

21. Put the product in the hands of the customer, but don’t stand back. Watch, listen and engage...sincerely.

22. How else can you use this? Can you show me? Doing anything interesting with it? How can we fix this? Ohh, I like that idea, can you explain.

23. Give them the full experience, not a demo, not a trial. Don’t limit.

24. Make free things free. No purchase assumptions. Free should be free. A gift.