This cartoon is and example one of many that appear in Stu Heinecke'snew book, "How to Get a Meeting with Anyone."
I guess every sales and marketing manager's goal is that every sales lead will be followed-up. After all, 45% of all sales leads turn into a sale for someone so if follow-up lags, so does sales. If follow-up is only 50%, the sales opportunities drop by 50% and so on. If follow-up is only 25%, the sales opportunities fall by 75%.
Of course, that is what marketing automation is supposed to do which is to stand-in for the sales rep until the prospect shows signs of being a serious buyer. This leads to the true claim by marketing automation software companies that with their software installed and working the revenue from sales inquires can increase 200-300% over those without an MA nurturing program.
Why its important:
"It is a true claim by marketing automation software companies
that with their software installed and working
the revenue from sales inquires can increase 200-300%
over those without an MA nurturing program."
In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.
Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections. He also packs in plenty of tips on how to determine your targets, develop pitches, and gain allies in your contact’s circle of influence.
Stu has been the SLMA's Humor Relations Contributor for three years.