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How to Increase Sales Through Lead Nurturing

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Webinar with Tyler Garns (Director of Marketing, Infusionsoft) and Ryan lee. Watch recording at http://partners.infusionsoft.com/2011webinar/leadnurturing

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How to Increase Sales Through Lead Nurturing

  1. 1. How to Increase Sales Through Lead Nurturing Presented by Tyler Garns Director of Marketing, Infusionsoft Ryan Lee Internet Marketing Expert, Author, & Speaker@tylergarns
  2. 2. Housekeeping • A/V Check • You’re all on mute • This is not a demo of Infusionsoft Go to: http://www.infusionsoft.com/demo • Ask questions through GoToWebinar - I’ll handle them at the end, Quick survey when you leave • Feel free to tweet if you like the content • Additional FREE content from Ryan at the end@tylergarns
  3. 3. Poll: How many times do you typically follow up with new leads? • 1 • 2 • 3 • 4 • 5 or more@tylergarns
  4. 4. Did You Know? How many leads each month are labeled as “bad” and forgotten forever?@tylergarns
  5. 5. WHY?@tylergarns
  6. 6. Why Nurture Leads? • Typically 10% of leads buy right away • But, 67% will purchase within 1 year • The practice of “launching” is a LOT of work and the results are diminishing • Nurtured leads become more loyal customers • Educate • Establish trust •@tylergarns
  7. 7. More from expert Ryan Lee@tylergarns
  8. 8. HOW TO NURTUREYOUR LEADS ryan@ryanlee.com ryanlee.com fb.com/ryanleemarketing
  9. 9. You might be thinking... WHY ROCK STAR?What the heck does this have to do withlead nurturing?
  10. 10. THEY ALL HAVE LONGEVITY AND...RABID FANS!
  11. 11. WHO IS YOUR FAVORITE BAND?
  12. 12. THEIR HEADLINES, ADVERTISEMENTS,PPC, AND SALES COPY ARE...IRRELEVANT!
  13. 13. WHEN YOU COMBINE “RABID FANS” WITH POWERFUL MARKETING... s where the real MAGIC happens! That’
  14. 14. MY 30-SECOND“WHO IS THIS GUY AND WHYSHOULD YOU LISTEN TO ME” STORY...
  15. 15. “Working with Ryan is fantastic. AtZapposInsights.com we are just at the beginningof creating a community dedicated to people- focused businesses, and Ryan’s advice has been a key part of our strategy.”   -Robert Richman, Product Manager, Zappos Insights
  16. 16. YOUR BUSINESS WILL BE MORE FUN, EASIER TO RUN.. AND REALLY PROFITABLE!!!
  17. 17. ONLINE MARKETING HAS RADICALLY CHANGED...THE “OLD” METHODS ARE DEAD! YOU MUST CHANGE!!!
  18. 18. THESE RULES APPLY TOALL BUSINESSES & MARKETS health, wealth, real estate, marketing, personal development, hobbies... A “Rock S tar” can dominate any arket. Any category. business. Any m
  19. 19. 1 R RULEROCK STARS ARE PROLIFIC You MUST be front and center
  20. 20. BE VISIBLEEVERY DAY!
  21. 21. Just by emailing our customers and prospects 4x perweek...WE DOUBLED OUR SUPPLEMENT BUSINESS great content - NOT just pitches!We give
  22. 22. GREAT CONTENT...WITH A “SOFT” SELL
  23. 23. Never sacrifice SHORT-TERM profits.. FOR LONG TERM BUSINESS of the long-term effects on yourAlways think business
  24. 24. Stay front and center...4 WAYS TO GET VISIBLE Email at least 3x per week! Blog at least 4x per week Facebook fanpage updates daily Monthly “live” events (webinars, Q/A calls, etc.)
  25. 25. 2 RUL RULE ROCK STARS MOVE PEOPLEBeing boring will kill your rock-star status in a heartbeat
  26. 26. 5 Ways to Eat More VegetablesThis is BORING c rap you read in a $3magazine.It’ NOT “Rock Star!!!” s
  27. 27. Stop blaming McDonalds! Here are 7 ways to lose 7 pounds in 7 days eating good ‘ol Mickey D’s!This is how a “Rock Star” rallies the troops a nd makes a statement!
  28. 28. ROCK STARS ARE DRIVEN BYPASSION! What drives yo leave? u? What legacy will you
  29. 29. 4 WAYS TO MOVE PEOPLE Find an “enemy” Be passionate Tell personal stories Entertainment
  30. 30. 3 RULEROCK STARS “SAY” WHAT PEOPLE ARE THINKING Give them a voice!
  31. 31. 4 RU RULEROCK STARS ARE AUTHENTIC AND TRANSPARENT Everything begins with integrity
  32. 32. It’s best to..GIVE A “REASON WHY” FOR EVERYTHING YOU DO We are having a moving sale!
  33. 33. WHEN YOU SCREW UPBE HONEST!
  34. 34.    Thank  You  Ryan  for  taking  the  2me  to  personally  sort  the  access   problems  I  had  out... I  just  want  to  let  you  know  that  I  used  to  be  a  MW  subscriber  back   when  it  was  $20  a  month  and  cxld  because  when  you  switched  over  I   wasnt  ready  for  the  con2nuity  stage  of  my  biz. Now  I  am  and  aHer  the  service  that  I  have  had  from  you  personally   addressing  the  problems  I  am  sure  that  I  will  be  s)cking  around  now   the  same  program  is  $100/mth. Now  that  I  can  get  access  to  all  of  the  content  that  is  in  this  inner  circle   my  jaw  has  literally  hit  the  floor  with  all  you  have  in  here." An  old  former  and  now  long  customer  again, Daniel  Munday
  35. 35. THEY BUY FROM PEOPLE THEY “KNOW” “LIKE” “TRUST” customers REALL kn Y ow, like and trustDo your you?
  36. 36. 5 RUL RULEROCK STARS KEEP IT SIMPLE! Just one strong message
  37. 37. KEEP YOUR MESSAGESIMPLE!Don’ try to be t everything to everyone. Just one BIG idea!
  38. 38. HELPING MOMS GET FIT... That’s it!
  39. 39. 6 RUL RULEROCK STARS SHUT UP AND LISTEN! Give people what THEY want
  40. 40. Give them what they want... 8 WAYS TO READ MINDS Read your blog comments Read your competitor’s blog comments Keywords in google.com/alerts Read book reviews at Amazon (negative give most insi Visit niche discussion forums Join groups in Facebook, Google groups and Linkedin Document customer support email Survey your list
  41. 41. 7 RUL RULEROCK STARS WILL DO ANYTHING FOR THEIR FANS!This is what really builds longevity and loyalty
  42. 42. IT IS NOT ABOUT “EXTRACTING”MONEY FROM THEM!That will hurt you in the long run.
  43. 43. EVERY SUBSCRIBER IS A LIVING, BREATHING PERSON They are all m others, fathers, sisters, brothers, husdands, wives, sons, daughters...
  44. 44. PROTECT YOUR LIST LIKE YOUROWN FAMILY... AND YOU WILL BE HANDSOMLY REWARDED...
  45. 45. Join Ryan Lee’s Inner Circle http://ryanlee.com/infusionsoft@tylergarns
  46. 46. The Mountain Man Method For Writing Copy@tylergarns
  47. 47. Guide People Up the Mountain@tylergarns
  48. 48. Sign Format@tylergarns
  49. 49. Sequence Strategy • 1 Sign for every obstacle - One email for every sales objection • Email structure - Address the objection head-on - Teach people how to get past it - this is where you educate, provide expert advice, and provide value - Point them in the right direction - Tell them what to do next@tylergarns
  50. 50. Guide People Towards the Sale $@tylergarns
  51. 51. How much monthly revenue are you missing out on? • $1,000 • $5,000 • $10,000 • $25,000 or more@tylergarns
  52. 52. Lead Nurturing is only 1 part of the sales process@tylergarns
  53. 53. Framework for Strategy: The Perfect Customer Lifecycle@tylergarns
  54. 54. @tylergarns
  55. 55. @tylergarns
  56. 56. All-In-One@tylergarns
  57. 57. Would you like more information about how Infusionsoft can help you nurture your leads & increase sales? • Yes • No • I’m already a customer@tylergarns
  58. 58. Watch a demo: http://www.infusionsoft.com/demo@tylergarns
  59. 59. Join Ryan Lee’s Inner Circle http://ryanlee.com/infusionsoft@tylergarns
  60. 60. Questions? Call 866.800.0004 Ext. 1@tylergarns

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