Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Black Card Marketing Group @ Infusionsoft 202

5,167 views

Published on

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

Published in: Business, Economy & Finance
  • Be the first to comment

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!

×