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Black Card Marketing Group @ Infusionsoft 202


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Awesome presentation by Dave Lee, Executive at Infusionsoft. Presented @ #InfusionCon 2010.

INFUSIONSOFT We Generate an insane # of leads, Capture, Qualify and Convert those leads into sales and nurture those leads into long-term profitable customers

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Black Card Marketing Group @ Infusionsoft 202

  1. 1. Infusionsoft 202: Identifying Your System of Automation Presented By: Dave Lee
  2. 2. Proven Success Path <ul><li>New Lead Follow-up Sequence </li></ul><ul><li>New Customer Campaign </li></ul><ul><li>Long-term Follow-up Campaign </li></ul>
  3. 3. I Sell Color Blue
  4. 4. My Blue “Funnel” Blue Leads Past Customers New Customers
  5. 5. Funnel Problems Leads
  6. 6. Funnel Problems Leads Lead Type & Demographics Preferences & Behaviors Lead Sources
  7. 7. Funnel Problems <ul><li>! </li></ul>I’m Selling Them Preferences & Behaviors Blue
  8. 8. Funnel Opportunities <ul><li>$$$ </li></ul>I COULD Sell Them Preferences & Behaviors
  9. 9. New Leads – Peeling Back The Covers <ul><li>Tailor which “new lead campaign” based on: </li></ul><ul><li>Lead source </li></ul><ul><ul><li>Purchased lead </li></ul></ul><ul><ul><li>Online </li></ul></ul><ul><ul><li>Offline </li></ul></ul><ul><ul><li>Partner/affiliate </li></ul></ul><ul><ul><li>Referral </li></ul></ul><ul><li>Lead “type” </li></ul><ul><ul><li>Personality </li></ul></ul><ul><ul><li>Demographics </li></ul></ul><ul><ul><li>Size, income, revenue </li></ul></ul><ul><li>Interests & Preferences </li></ul><ul><ul><li>Stated or selected wants and needs </li></ul></ul>
  10. 10. Rinse & Repeat… <ul><li>The same concepts should be applied to your: </li></ul><ul><li>New customers </li></ul><ul><li>Long-term follow-up with customers </li></ul><ul><li>Collections </li></ul><ul><li>Partners/affiliates </li></ul><ul><li>Employees (training) </li></ul>
  11. 11. What’s Your Flow ? <ul><li>How do you ‘handle’ new leads, customers, partners, etc.? </li></ul><ul><li>What does it look like if you made a picture? </li></ul><ul><li>How would you diagram it? </li></ul>Let’s See Some Examples…
  12. 12. Flow Examples
  13. 13. Strategic Profits: Example 1
  14. 14. Strategic Profits: Example 2
  15. 15. Strategic Profits: Example 3
  16. 16. Exercise
  17. 17. Tip: Identify Your “Ideal Customer” <ul><li>Until you define what your ideal customer is, you will continue to receive mediocre results . </li></ul><ul><li>Demographics </li></ul><ul><li>Behaviors </li></ul><ul><li>Revenue/Income </li></ul><ul><li>Goals </li></ul><ul><li>Spend </li></ul><ul><li>Events </li></ul>
  18. 18. How To Identify Your Ideal Customer <ul><li>Commit yourself to do it! </li></ul><ul><li>Study your database </li></ul><ul><li>Survey your customers </li></ul><ul><li>Interview your customers </li></ul><ul><li>Document </li></ul><ul><li>Communicate </li></ul>
  19. 19. Infusionsoft’s Ideal Customer
  20. 20. Infusionsoft’s “Funnel”
  21. 21. “ Above” The Funnel <ul><li>Online Marketing </li></ul><ul><ul><li>Organic </li></ul></ul><ul><ul><li>PPC </li></ul></ul><ul><ul><li>Banner Ads </li></ul></ul><ul><ul><li>Email Newsletters </li></ul></ul><ul><li>Purchased Leads </li></ul><ul><li>Offline Marketing </li></ul><ul><ul><li>Events </li></ul></ul><ul><ul><li>Direct Mail </li></ul></ul><ul><li>Public Relations </li></ul><ul><li>Social Media </li></ul>Leads (Suspects)
  22. 22. Mindmap
  23. 23. Middle of the Funnel Focus <ul><li>Qualify </li></ul><ul><li>Educate </li></ul>Suspects Prospects
  24. 24. Mid-Funnel Focus
  25. 25. Bottom of the Funnel Focus Prospects Buyers
  26. 26. Tracking Your Entire Funnel
  27. 27. What is YOUR System of Automation?
  28. 28. Thanks!