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Hacking PPC Leads: How to Get 3X More Customers [WordStream & Infusionsoft]


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In this brand new webinar, WordStream's founder Larry Kim and Ramon Ray, best-selling author and Infusionsoft Evangelist, speak on how to get more customers (and longer-lasting, happy customers) from just HALF the PPC leads! Larry and Ramon present a revolutionary 3 step-solution (attract, sell, & WOW) and introduce the concept of life-cycle marketing.

For more information on WordStream's services, visit

Published in: Marketing
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Hacking PPC Leads: How to Get 3X More Customers [WordStream & Infusionsoft]

  1. 1. Hacking PPC Leads: How to Get 3X More Customers from Half the PPC Leads Brought to you by: #wowmyleads
  2. 2. Today’s Presenters Larry Kim @larrykim Founded WordStream in 2007 Leader of the Quality Score Revolution Had a kid 8 months ago (#ppckid) Headshot #wowmyleads
  3. 3. Today’s Presenters Ramon Ray @ramonray Best-selling author of Facebook Guide to Small Business Marketing Small Business Evangelist at Infusionsoft Publishes Smart Hustle Magazine (@smarthustlemag) Loves to do puppet shows Headshot #wowmyleads
  4. 4. Attract. Sell. Wow. How To Convert PPC Traffic Into Sales and Lasting Customers #wowmyleads
  5. 5. How many of you have asked yourself… #wowmyleads
  6. 6. Why aren’t more people interested? #wowmyleads
  7. 7. How can I get more buyers from my PPC leads? #wowmyleads
  8. 8. Why don’t my customers tell their friends? #wowmyleads
  9. 9. Tools + Process Success #wowmyleads
  10. 10. Lifecycle Marketing Grow sales. Save time. #wowmyleads
  11. 11. #wowmyleads
  12. 12. #wowmyleads
  13. 13. If you sell to EVERYONE you sell to NO ONE #wowmyleads
  14. 14. Who is NOT your target market #wowmyleads
  15. 15. Benefits of clarity in target customer • More focused marketing messages • Find the right type of customer • Design products and services to meet the right customer • Increased customer satisfaction and referrals • It’s very expensive to go broad and mass market #wowmyleads
  16. 16. #wowmyleads
  17. 17. Get Noticed! • Social content marketing • Face to face / WOM • Advertising • Partners and affiliates • Media coverage • Be where your ideal customers are #wowmyleads
  18. 18. “We are the AUTHORITY in our market. Thousands of people see the value in our content, and they are calling us instead of us calling them.” -Greg Harrelson Century 21 Harrelson group Demonstrate Authority #wowmyleads
  19. 19. Targeting is Important to Improve Who You Attract and Who You Sell To. #wowmyleads
  20. 20. Cohort Analysis A group of people who share a common characteristic over a certain period of time #wowmyleads
  21. 21. Different Customers Have Different Needs…Hootsuite learned a tough lesson #wowmyleads
  22. 22. #wowmyleads
  23. 23. #wowmyleads
  24. 24. You need to provide value, to get value #wowmyleads
  25. 25. You need to provide value, to get value Use a Lead Magnet #wowmyleads
  26. 26. Provide Value to Get Value • Webinars • Podcasts • E-books • Training • Discounts • Coupons • Contests #wowmyleads
  27. 27. 7 Signs of a Good Lead Magnet 1. More value 2. Specific 3. Short 4. Good Visual 5. “Free”, “Discounted” etc 6. Cheat Sheet 7. Engaging #wowmyleads
  28. 28. #wowmyleads
  29. 29. “We have identified three questions that allow us to DIVIDE our leads. This allows us to spend our time only on the most qualified and interested ones.” -Heather Lemere Salon Success Strategies Be Efficient #wowmyleads
  30. 30. #wowmyleads
  31. 31. #wowmyleads
  32. 32. NOT pitching You’re EDUCATING #wowmyleads
  33. 33. Selling insight • Customers have access to information • Give more value – don’t compete on price • Is your product the OBVIOUS choice for a buyer? #wowmyleads
  34. 34. What do they care about? #wowmyleads
  35. 35. “Our email messaging is very personal and all emails are written as if I were sitting down to write an email to an individual, never a list.” Nadine Larder Printer Bees #wowmyleads
  36. 36. Prospects have a need for your service/product. YOU need to convince (educate) about you, service value and their need. #wowmyleads
  37. 37. Follow up best practices Segmented audience and personable. #wowmyleads
  38. 38. Multiple Touches Are Critical To Make A Sale #wowmyleads
  39. 39. Calculating Your Touch Number Target market + price point + 7 touches + what you need to convey = “touch number” #wowmyleads
  40. 40. #wowmyleads
  41. 41. Awareness Consideration Recommendation Purchase Offer? Offer? Offer? #wowmyleads
  42. 42. The good news….. You don’t need Infusionsoft to do this….however… #wowmyleads
  43. 43. Offer insight • Understand customer buying process to make a good offer • Create buying process map • Lead scoring helps spend time with high converting prospects • Optimal offer time: When they’re evaluating options, before finalize recommendations #wowmyleads
  44. 44. #wowmyleads
  45. 45. Not just an exchange of money #wowmyleads
  46. 46. You’re establishing a relationship #wowmyleads
  47. 47. #wowmyleads
  48. 48. #wowmyleads
  49. 49. Deliver and Wow More than promised. #wowmyleads
  50. 50. How could you wow for $5? #wowmyleads
  51. 51. #wowmyleads
  52. 52. Emotional bank account • Deposit good will • Trust grows • Stronger relationships develop • Make a timely withdrawal (more sales) #wowmyleads
  53. 53. #wowmyleads
  54. 54. Referral insights •Costs less to market to existing customers •Referral strategies help customers develop referral habits •Wow customers with service to rock referrals #wowmyleads
  55. 55. “We PARTNER with other businesses who help us spread the word to more people than just through our own efforts” Tom Force ICE Keytags #wowmyleads
  56. 56. Make referrals EASY! #wowmyleads
  57. 57. Referral Tips • Ask for & reward customer referrals. • Create a partner referral program. • Offer the right incentives. • Treat referrals as VIPs. #wowmyleads
  58. 58. Why you should care about your customers?• Price is not main reason for customer churn. It’s poor customer service. • The probability of selling to an existing customer is 60 – 70%. The probability of selling to a new prospect is 5-20%. • It costs 6–7 times more to acquire a new customer than retain an existing. Credit – Colin Shaw #wowmyleads
  59. 59. Why you should care about your customers? • Happy customers who get their issue resolved tell about 4-6 people about their experience. • 70% of buying experiences are based on how the customer feels they are being treated. • It takes 12 positive experiences to make up for one unresolved negative experience. Credit – Colin Shaw #wowmyleads
  60. 60. You have the framework for your success. Are You Ready to Thrive? #wowmyleads
  61. 61. Interested in Infusionsoft? Want A Free Lifecyle Marketing Planner? #wowmyleads
  62. 62. Attract. Sell. Wow. How To Convert PPC Traffic Into Sales and Lasting Customers Ramon Ray Small Business Evangelist, Infusionsoft Publisher, Smart Hustle Magazine @Ramonray #wowmyleads