Find out how marketers can generate more corporate fx leads for their sales team

2. THE FX INDUSTRY HAS GONE
MAD

3. HUNDREDS OF FX BROKERS
COMPETING FOR
THE SAME
CLIENTS….
USING THE
SAME
TACTICS

4. AND THE RESULT…………….

5. “BROKER BLINDNESS”
DEFINITION: A CONDITION AFFECTING FINANCE PROFESSIONALS
CHARACTERISED BY NOT ANSWERING PHONES, HANGING UP AND SHOUTING
PROFANITIES.
CAUSE: A BOMBARDMENT OF UNSOLICITED CALLS AND EMAILS FROM
FOREIGN EXCHANGE BROKERS PROCLAIMING TO HAVE THE BEST RATES,
BEST ONLINE PLATFORM AND MOST TAILORED HEDGING PRODUCTS.

6. SO WHAT IS
THE CURE ?

7. HIRE MORE
SALES PEOPLE ?

8. PUBLISH MORE
MARKET
UPDATES?

9. PRINT MORE
GLOSSY
BROCHURES?

10. NEWS FLASH
BUYERS ARE
MORE SOPHISTICATED

11. THEY’RE SMARTER
94% OF B2B BUYERS CONDUCT ONLINE RESEARCH BEFORE BUYING
Source:(ACCENTURE)

12. THEY DON’T BELIEVE EVERYTHING
SALES PEOPLE TELL THEM
59% OF BUYERS PREFER TO DO RESEARCH ONLINE INSTEAD OF
INTERACTING WITH A SALES REP BECAUSE THE REP PUSHES A
SALES AGENDA RATHER THAN HELPS SOLVE A PROBLEM.
Source: (FORRESTER)

13. THEY CAN FIGURE STUFF OUT FOR
THEMSELVES
70% OF BUYERS HAVE INCREASED THE AMOUNT OF CONTENT USED
TO RESEARCH AND EVALUATE THEIR PURCHASES.
Source: [DEMANDGEN]

14. SO WHAT’S THE
?

15. DO SOMETHING
“IF YOU ALWAYS DO WHAT YOU'VE ALWAYS DONE, YOU WILL
ALWAYS GET WHAT YOU'VE ALWAYS GOT”
different

16. GIVE BUYERS
WHAT THEY WANT

17. PRODUCE VALUABLE CONTENT

18. ANSWER BUYERS QUESTIONS
IN THE PLACES THEY ARE ASKING THEM

19. HELP THEM MAKE A DECISION

20. DON’T BE
“JUST ANOTHER BROKER”

21. SOUND SIMPLE?
HERE’S SOME HANDY TIPS

22. START A BLOG
B2B COMPANIES THAT BLOGGED 11+ TIMES PER MONTH HAD
ALMOST 3X MORE TRAFFIC THAN THOSE BLOGGING 0-1 TIMES PER
MONTH.
Source: (HUBSPOT, 2015)

23. PICK YOUR AUDIENCE
71% OF COMPANIES WHO EXCEED REVENUE AND LEAD GOALS HAVE
DOCUMENTED PERSONAS.
Source: (CINTELL, 2016)

24. PLAN YOUR CONTENT
48% OF SMALLER ORGANIZATIONS HAVE A DOCUMENTED CONTENT
STRATEGY, COMPARED TO ONLY 41% OF LARGER ORGANISATIONS.
Source [CONTENT MARKETING INSTITUTE]

25. SHARE YOUR CONTENT IN THE RIGHT
PLACES
PERCENTAGE OF B2B LEADS GENERATED THROUGH EACH
SOCIAL NETWORK:
• LINKEDIN – 80.33 PERCENT
• TWITTER – 12.73 PERCENT
• FACEBOOK – 6.73 PERCENT
Source: OKTOPOST

26. BE CONSISTENT
COMPANIES THAT PUBLISHED 16+ BLOG POSTS PER MONTH GOT
ABOUT 4.5X MORE LEADS THAN COMPANIES THAT PUBLISHED 0-4
MONTHLY POSTS.
Source: (HUBSPOT, 2015)

27. GIVE STUFF AWAY FOR FREE
96 % OF BUSINESSES DON’T FEATURE ANY INDUSTRY HOW-TO
GUIDE OR WHITE PAPERS ON THEIR HOME PAGES.
Source: [CONTENT MARKETING INSTITUTE]

28. ENCOURAGE PEOPLE TO SIGN UP
72 % OF BUSINESSES DON’T HAVE ANY CALLS-TO-ACTION ON THEIR
INTERIOR WEBSITE PAGES.
Source [CONTENT MARKETING INSTITUTE]

29. THINK ABOUT WHEN YOU’RE GOING TO
CONTACT THEM
47% OF BUYERS VIEWED THREE TO FIVE PIECES OF CONTENT
BEFORE ENGAGING WITH A SALES REP.
Source: [DEMANDGEN]

30. STILL NEED HELP?
“LACK OF RESOURCES, SUCH AS STAFF, FUNDING, AND TIME, REMAINS
THE BIGGEST OBSTACLE TO SUCCESSFUL LEAD GENERATION FOR 61%
OF B2B MARKETERS.
Source: [BRIGHTTALK, 2015]

31. CLICK
GIVE US A MEOW
Email: meow@curiouscatdigital.co.uk
www.curiouscatdigital.co.uk
0333 9398414