Jermaine Griggs - Tagging & Segmentation

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Advanced Track - ICON14

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  • Compare to dating / real relationships.
    People ARE looking for information
  • Compare to dating / real relationships.
    People ARE looking for information
  • Compare to dating / real relationships.
    People ARE looking for information
  • Compare to dating / real relationships.
    People ARE looking for information
  • Compare to dating / real relationships.
    People ARE looking for information
  • Jermaine Griggs - Tagging & Segmentation

    1. 1. #ICON14 @Infusionsoft “Using Advanced Data Strategies To Improve Buying Experience, Conversions, & Lifetime Customer Value” Jermaine Griggs #ICON14 @Infusionsoft
    2. 2. #ICON14 @Infusionsoft My Story
    3. 3. #ICON14 @Infusionsoft • Infusionsoft Ultimate Marketer 2011 • Spoken at the last 7 Infusionsoft Events • Most importantly, a happy Infusionsoft customer and success story.
    4. 4. #ICON14 @Infusionsoft
    5. 5. #ICON14 @Infusionsoft Griggs Quintet on TV!
    6. 6. #ICON14 @Infusionsoft
    7. 7. #ICON14 @Infusionsoft
    8. 8. #ICON14 @Infusionsoft Pop Quiz
    9. 9. #ICON14 @Infusionsoft Which one of these customers is more valuable to you? 1 Order, $1997, 24 months ago 2 Orders, $299, One week ago
    10. 10. #ICON14 @Infusionsoft Which one of these customers is more valuable to you? 2 Orders, $5000, 24 months ago 2 Orders, $199, One week ago
    11. 11. #ICON14 @Infusionsoft Which one of these customers is more valuable to you? 5 Transactions, $200k, 48 months ago 3 Orders, $30k, 3 months ago
    12. 12. #ICON14 @Infusionsoft Recency Is King!
    13. 13. #ICON14 @Infusionsoft “A recent customer is more likely to buy again than a non-recent one”
    14. 14. #ICON14 @Infusionsoft
    15. 15. #ICON14 @Infusionsoft What Is A Customer or Client Anyway?!?
    16. 16. #ICON14 @Infusionsoft A Customer Is… Someone who: 1. Has done business with you in the past 1. Is expected to do business again in the future
    17. 17. #ICON14 @Infusionsoft A Customer Is… Someone who: 1. Has done business with you in the past 1. Is expected to do business again in the future Historical Value Potential Value
    18. 18. #ICON14 @Infusionsoft Huge Mistake: Confusing Historical Value With Potential/Future Value
    19. 19. #ICON14 @Infusionsoft Good News: You’ve got the data to put both to work for you!
    20. 20. #ICON14 @Infusionsoft RFM Analysis A way to look at your database by likelihood to buy •Recency – When? •Frequency – How many? •Monetary – How much?
    21. 21. #ICON14 @Infusionsoft RFM 2 Orders, $299, One week ago High Recency Mod Frequency No Monetary 1 Order, $1997, 24 months ago High Monetary No Recency No Frequency
    22. 22. #ICON14 @Infusionsoft Potential & Historical Value • Recency – Potential/Future Value • Frequency/Monetary – Historical/Current Value
    23. 23. #ICON14 @Infusionsoft Low Potential Low Historical “Worst Customers” Low Potential High Historical “Best Customers Gone (Going) Bad” High Potential High Historical “Best Customers” High Potential Low Historical “New Customers”
    24. 24. #ICON14 @Infusionsoft Data Driven Marketing Is about knowing who your real customers are and how to look at them based on where they are!
    25. 25. #ICON14 @Infusionsoft How To Automate Recency Tracking
    26. 26. #ICON14 @Infusionsoft
    27. 27. #ICON14 @Infusionsoft Recency Tracking Can Be Applied To… • Purchases • Subscription Cycles • Clicks • Videos Watched • Flame Growth (Lead Score)
    28. 28. #ICON14 @Infusionsoft For “Recency Tracking” Tutorial, Free Plugins, 26-pg Report, & 4 Free Videos, “How To Harness The Power Of Automation To Make More While Working Less” Text the word icon to: (469) 208-6580 Or visit: AutomationClinic.com/icon
    29. 29. #ICON14 @Infusionsoft Pop Quiz
    30. 30. #ICON14 @Infusionsoft Which one of these customers do you spend your limited marketing dollars on? 2 Orders, $299, One week ago 1 Order, $97, 3 months ago
    31. 31. #ICON14 @Infusionsoft
    32. 32. #ICON14 @Infusionsoft Spend Money On customers who are in the process of changing their behavior (accelerating or terminating)
    33. 33. #ICON14 @Infusionsoft Huge Mistake: Spending money or overly incentivizing customers who were going to purchase anyway
    34. 34. #ICON14 @Infusionsoft “The Recency Ladder” *Works for frequency, monetary, clicks, etc.
    35. 35. #ICON14 @Infusionsoft How To Automate Frequency Tracking
    36. 36. #ICON14 @Infusionsoft How To Automate Frequency Tracking
    37. 37. #ICON14 @Infusionsoft Collecting Behavioral Data
    38. 38. #ICON14 @Infusionsoft • The Bread Machine Story 38 Amazon + Recency Data
    39. 39. #ICON14 @Infusionsoft 39 Amazon + Frequency Data
    40. 40. #ICON14 @Infusionsoft Amazon + Frequency Data
    41. 41. #ICON14 @Infusionsoft Amazon + Recency Data
    42. 42. #ICON14 @Infusionsoft Your Own Automated Amazon System!
    43. 43. #ICON14 @Infusionsoft
    44. 44. #ICON14 @Infusionsoft
    45. 45. #ICON14 @Infusionsoft Invest the time to set it up… And let automation & data driven marketing take your business to the next level.
    46. 46. #ICON14 @Infusionsoft 3 Types Of People • Those that MAKE things happen • Those that WATCH things happen • Those That Are WONDERING What Just Happened
    47. 47. #ICON14 @Infusionsoft Thank You 
    48. 48. #ICON14 @Infusionsoft For “Recency Tracking” Tutorial, Free Plugins, 26-pg Report, & 4 Free Videos, “How To Harness The Power Of Automation To Make More While Working Less” Text the word icon to: (469) 208-6580 Or visit: AutomationClinic.com/icon

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