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  • Reduce Cost Per Lead

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    Posted on October 27, 2010 at 9:25 am

    digital recipe #4

    Each week we’re going to share some brief, practical ways to integrate your online strategy with your marketing plan. Dig in. Enjoy!

    Reduce Cost Per Lead
    When budget cuts hit and you feel overwhelmed, start with the math: Reduce your cost per lead.

    1. Measure the value of opportunities created by each channel. Identify all your channels. Say there are 10—whitepaper, annual review, Big Idea, email, webinar, then give each one a value of 10%.  Ask leads what promotional channels they noticed.
    2. Calculate each channel’s cost.
    3. Dial back on high-cost activities (e.g. swap large trade shows for smaller shows, or change objectives for each show).
    4. Expand use of low-cost activities.
    5. Increase use of virtual thought-leadership events.
    6. Try new stuff; e.g. online film series, host videos on a microsite promoted through email, social and PR.
    7. Have us help.

    Next Week: Generate Leads With Social Media



    Comments

    Comment from squigster October 28, 2010 at 8:21 pm

    You should make an iPad app outta this cookbook. Make it a potluck!

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