Wes Schaeffer - Sell More and Save Time

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Wes Schaeffer - Sell More and Save Time

  1. 1. The Ultimate Event for Small Business Success. Sell More & Save Time The Who, What, Why, When, And Where Of Infusionsoft Ecommerce Wes Schaeffer Chief Whisperer, The Sales Whisperer @saleswhisperer
  2. 2. The Ultimate Event for Small Business Success. Defining Your Business Type What Is Your Online Selling Strategy?
  3. 3. The Ultimate Event for Small Business Success. The Online Retailer • Higher Volumes of Products • Each product page looks the same. No Special “Marketing or Sales Pages. • Visitors can “browse” your online store add items to a shopping cart. It’s like wandering the aisles of your favorite department stores looking at everything on the shelves.
  4. 4. The Ultimate Event for Small Business Success. Marketing Site Landing Pages • Popular with Service businesses. • Usually low product count with simple pricing (no variants) • Limited “shopping” experience with precision selling • Product landing pages are custom designed and push visitors to a one step checkout It’s like going getting a visit from a door to door salesman who represents one product.
  5. 5. The Ultimate Event for Small Business Success. I Do Both! • I have a products section AND a shop button on my website. • I focus on higher dollar products with “product landing pages” to focus on the “reason to buy” • I offer visitors the option to create their own shopping experience. Knowing how your prospects will want to buy from you is the key to how you present your products online. SHOP ONLINEPRODUCTS
  6. 6. The Ultimate Event for Small Business Success. What Is/Are Your Brands How many brands do you represent?
  7. 7. The Ultimate Event for Small Business Success. The look/feel of your store: Company and Branding Are you a single brand business or multiple brand business? “My” Company Branded Products – Browse My Storefront I resell other company brands – Product Branded Landing Pages To Order Forms
  8. 8. The Ultimate Event for Small Business Success. Wow! My Company Has Multiple Identities! If you are a multi-brand business, you can use Infusionsoft Order forms to brand your one step checkout process to each brand
  9. 9. The Ultimate Event for Small Business Success. Define Your Selling Goals Where do your buyers go with the call to action
  10. 10. The Ultimate Event for Small Business Success. Give Your Buyers The Key To the Express Lane Website Product Landing Page at www.nomoresalesduds.com Shows “ADD TO CART” button ORDER FORM
  11. 11. The Ultimate Event for Small Business Success. Advantages of Product Landing Pages And Order Forms • YOU control the look/feel and layout of your product landing pages. Each page can be completely different! • INCLUDE a variety of testimonials, video, or other important supporting info that storefront pages may not be able to handle. • Capture people’s attention with a single product focus.
  12. 12. The Ultimate Event for Small Business Success. Browse The Aisles And Shop ‘Till You Drop • Create Store Categories to give buyers multiple products to choose from in a single visit. • Use product short descriptions to tease shoppers and long- description to convince buyers. Window shop a variety of products and services and “CONTINUE SHOPPING”
  13. 13. The Ultimate Event for Small Business Success. Increase your selling power with email Integrating Email Marketing with Ecommerce
  14. 14. The Ultimate Event for Small Business Success. Directing Buyers To Order Forms From Email Order Forms – Sending Readers RIGHT to a purchase form. Using Call To Action Buttons such as “BUY NOW”, “ENROLL TODAY”, or “CREATE YOUR ORDER ONLINE”
  15. 15. The Ultimate Event for Small Business Success. Directing Buyers To Order Forms From Email Order Forms – Your Buy Now Buttons Send Your Buyers Directly To A One Step Checkout • No Continue Shopping Button • No “Review Your Cart” • Enter Billing/Shipping And The Order Is Complete
  16. 16. The Ultimate Event for Small Business Success. Directing Buyers To Your Store From Email Storefront– Sending Readers To Browse Products Using Call To Action Button such as, “VIEW OUR OFFERINGS”, “SHOP ONLINE”, or “COMPARE PRODUCTS”
  17. 17. The Ultimate Event for Small Business Success. Directing Buyers To Your Store From Email Storefront –Send Buyers To Your Store Home, Categories, Or Even Product pages • Two clicks to buy – “Add To Cart” and Then “Check Out” • Force buyers to register for a User ID/Password to Checkout Browse Products Add Product(s) To Cart Check Out
  18. 18. The Ultimate Event for Small Business Success. Directing Buyers To Bundled Links From Email Bundled Links– Sending Readers To A Group Of Products Packaged Together At A One Step Checkout For A Special Price! Use Call To Action Button such as, “GET OUR SPECIAL BUNDLE”, “GRAB OUR PACKAGE DISCOUNT”, or “BUY A BUNDLE SAVE A BUNDLE!”
  19. 19. The Ultimate Event for Small Business Success. Directing Buyers To Bundled Links From Email Bundled Product Links –Send Buyers To A Store Cart Checkout Page With Multiple Products AND add automatic discounts for buying in bulk! • Buyers can update their cart by “removing” items. • Buyers must enter billing info and then confirm their “checkout”.
  20. 20. The Ultimate Event for Small Business Success. One Click Upsells – Forget the forms! (Advanced Users) For Existing Infusionsoft Buyers • Create One Click Upsells From Emails • Automatically Create Orders When Buyers Agree To Purchase Using Existing Billing Info On File • Auto-charge Credit Cards and Run Fulfillment ONLY on successful purchases. The Power Of Action Sets
  21. 21. The Ultimate Event for Small Business Success. Integrating Ecommerce Into Your Website Order Forms, the Storefront, Upsells & Downsells
  22. 22. The Ultimate Event for Small Business Success. Sales Pages To Order Forms Product Landing Page Type 3Product Landing Page Type 2Product Landing Page Type 1 Product landing pages are located on your website domain and will “sell” buyers on the product and/or service. There is no need to go from a product landing page to a product store page. Buttons will send folks to Order form for quick checkout.
  23. 23. The Ultimate Event for Small Business Success. Order Forms – Take Advantage Of Impulse Buying Just like at the grocery store, when you’re in the checkout line, there are inexpensive products to “increase your total purchase”. Create One Click Upsells For Your Infusionsoft Order Forms. • Create Criteria based on which products are purchased, date range, total a promotion code that’s entered, or an order dollar value. • Plan to offer products that “relate or work well” with each other.
  24. 24. The Ultimate Event for Small Business Success. Order Forms – Take Advantage Of Impulse Buying Using Infusionsoft’s Promotional Upsells, create simple “impulse” buy items for your shoppers who can, in one click, add them to their existing order form during the checkout process. ONE CLICK
  25. 25. The Ultimate Event for Small Business Success. Thank You Pages – Another Opportunity! Enhance the value of your Infusionsoft standard Thank You Pages With Buttons And Links To Purchase Additional Products. Why Upsell After Purchase? You know you have people willing to spend. You can customize the offering for EACH order form so you know the upsell is relevant to their original purchase. The Best Reason? WHY NOT!
  26. 26. The Ultimate Event for Small Business Success. Real Life Examples Get’r Done.
  27. 27. The Ultimate Event for Small Business Success. Example One – Lead To Buyer and Buyer Upsell
  28. 28. The Ultimate Event for Small Business Success. The Author / Speaker STEP 1: LEAD CAPTURE Create Alluring Landing Pages with A Free Offer “No One Can Refuse” Request First Name/Email In Exchange For Free Chapter Preview
  29. 29. The Ultimate Event for Small Business Success. The Author / Speaker STEP 2: CAPTURE FORM THANK YOU PAGE UPSELL  Deliver A Product Upsell At An Incredible Offer  Provide two separate payment options to appeal to all viewers.  Include bonus when buying through this page only. PRODUCT UPSELLS 1, 2, and 3!
  30. 30. The Ultimate Event for Small Business Success. The E-Book Author / Speaker STEP 3: EMAIL FOLLOW UP FREE DELIVERY & UPSELL  Deliver A Product Upsell At An Incredible Offer  Provide two separate payment options to appeal to all viewers.  Include bonus when buying through this page only.
  31. 31. The Ultimate Event for Small Business Success. The E-Book Author / Speaker STEP 3a: CLICK TO THE ORDER FORM? YES!  Be sure to create a cart abandonment campaign to track Order Form visitors who don’t purchase.  Trigger A Bonus Email In a Follow Up Sequence If They Don’t Purchase!
  32. 32. The Ultimate Event for Small Business Success. The E-Book Author / Speaker STEP 3a: CLICK TO THE ORDER FORM? NOT YET!  Give buyers an opportunity to view all your products in a similar category.  Be sure to give them a coupon code for ANYTHING on the store!
  33. 33. The Ultimate Event for Small Business Success. The E-Book Author / Speaker STEP 4: MADE A PURCHASE? UPSELL!  Create The Opportunity For Buyers To Keep Their Credit Card Outside Their Wallet For Just A Few More Minutes  Be Sure To Upsell Something Complimentary To Their Prior Purchase
  34. 34. The Ultimate Event for Small Business Success. Buyer to Buyer’s Referral
  35. 35. The Ultimate Event for Small Business Success. Buyer To Buyer’s Referral STEP 1: BUYER PRODUCT LANDING PAGE  Create laser precision focus to purchase this ONE product.  Offer Simple Calls To Action That Say What You Mean With “BUY NOW”  Display Price and Set Expectations At The Product Page
  36. 36. The Ultimate Event for Small Business Success. Buyer To Buyer’s Referral STEP 2: EMAIL FOLLOW UP – PRODUCT FULFILLMENT  Your Product Is On The Way!  How About Sending A Book To A Friend?  Send Infusionsoft Billing Contact Information To Prefill The Order Form to make purchasing a snap!
  37. 37. The Ultimate Event for Small Business Success. Buyer To Buyer’s Referral STEP 3: NOTIFICATION TO SALES – NEW GIFT BUYER – SEND EMAIL TO NEW LEAD!  Introduce your company with, “Someone has purchased a wonderful gift for you!” It will be arriving soon – here are some bonuses too!  Request their permission to send them emails about special offers.  New Lead – CAPTURED FOR FREE!
  38. 38. The Ultimate Event for Small Business Success. Buyer To Buyer’s Referral STEP 4: REPEAT STEPS 2 & 3 OVER AND OVER AND OVER!  Creating special pricing for product gifts can trim lead acquisition costs to practically $0.  A special product order form to ensure there are no promotion codes “passed around”  Consider promotional bonuses for the “gifter” as a warm thanks!  New Leads – CAPTURED FOR FREE!
  39. 39. The Ultimate Event for Small Business Success. Free Trial To Paying Member
  40. 40. The Ultimate Event for Small Business Success. The Service Business STEP 1: THE FREE TRIAL OR FREEMIUM MODEL – LEAD CAPTURE  Capture Initial Contact Information at the landing page.  With First Name And Email Acquired, Pass Through To The Free Trial Infusionsoft Order Form To Complete Their Account Setup
  41. 41. The Ultimate Event for Small Business Success. The Service Business STEP 2: THE FREE TRIAL OR FREEMIUM MODEL – PUSH FOR COMPLETE ACCOUNT CREATION  Tag Lead Capture and be sure to deploy your Cart Abandonment Campaign for folks who don’t complete the setup with the Order Form.  Be sure to include Terms & Conditions on your order form stating that after the free trial they will be automatically charged a subscription.
  42. 42. The Ultimate Event for Small Business Success. The Service Business STEP 3: TIME DELIVER CONTENT AND ENGAGE THROUGHOUT FREE TRIAL PERIOD  Be sure to deliver quality content with accountability emails.  Track user engagement with click through tags to ensure folks are accessing the program content or attending events.  Offer One Click “Fast Forward” payment options (Buy Now and Save) To Pass Through Free Trial Period)
  43. 43. The Ultimate Event for Small Business Success. MOST IMPORTANTLY
  44. 44. The Ultimate Event for Small Business Success. CREATE YOUR PROFIT ECOMMERCE INFUSIONSOFT MARKETING PLAN AUTOMATE. INTEGRATE. DOMINATE COME SEE US AT BOOTH #411 BONUSES, GIVEAWAYS, & HOW IT’S DONE Wes Schaeffer Chief Whisperer, The Sales Whisperer @saleswhisperer

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