This document provides a summary of a webinar on increasing sales through lead nurturing. The webinar was presented by Tyler Garns and featured guest speaker Ryan Lee. It discussed how most leads do not buy immediately and must be nurtured over time through repeated follow up. It also presented strategies for nurturing leads, including maintaining frequent communication, providing valuable content, and building trust and loyalty with customers. The webinar emphasized treating customers like loyal fans and being authentic to build long-term relationships that increase sales.

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. 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. Poll: How many times do you
typically follow up with new
leads?
• 1
• 2
• 3
• 4
• 5 or more
@tylergarns

4. Did You Know?
How many
leads each
month are
labeled as
“bad” and
forgotten
forever?
@tylergarns

5. WHY?
@tylergarns

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. More from expert
Ryan Lee
@tylergarns

8. HOW TO
NURTURE
YOUR LEADS
ryan@ryanlee.com
ryanlee.com
fb.com/ryanleemarketing

9. You might be thinking...
WHY
ROCK STAR?
What the heck does this have to do with
lead nurturing?

11. THEY ALL HAVE LONGEVITY
AND...
RABID FANS!

12. WHO IS YOUR FAVORITE
BAND?

13. THEIR HEADLINES,
ADVERTISEMENTS,
PPC, AND SALES COPY ARE...
IRRELEVANT!

14. WHEN YOU COMBINE “RABID FANS”
WITH POWERFUL MARKETING...
s where the real MAGIC happens!
That’

15. MY 30-SECOND
“WHO IS THIS GUY AND WHY
SHOULD YOU LISTEN TO ME”
STORY...

17. “Working with Ryan is fantastic. At
ZapposInsights.com we are just at the beginning
of 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

18. YOUR BUSINESS WILL BE MORE FUN,
EASIER TO RUN.. AND REALLY
PROFITABLE!!!

19. ONLINE MARKETING HAS
RADICALLY CHANGED...
THE “OLD” METHODS ARE
DEAD!
YOU MUST CHANGE!!!

20. THESE RULES APPLY TO
ALL BUSINESSES & MARKETS
health, wealth, real estate, marketing,
personal development, hobbies...
A “Rock S tar” can dominate any
arket. Any category.
business. Any m

21. 1
R
RULE
ROCK STARS ARE PROLIFIC
You MUST be front and center

22. BE VISIBLE
EVERY DAY!

23. Just by emailing our customers and prospects 4x per
week...
WE DOUBLED OUR SUPPLEMENT
BUSINESS
great content - NOT just pitches!
We give

24. GREAT CONTENT...
WITH A “SOFT” SELL

28. Never sacrifice SHORT-TERM profits..
FOR LONG TERM BUSINESS
of the long-term effects on your
Always think
business

29. 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.)

30. 2
RUL
RULE
ROCK STARS MOVE PEOPLE
Being boring will kill your rock-star status in a
heartbeat

31. 5 Ways to Eat More Vegetables
This is BORING c rap you read in a $3
magazine.
It’ NOT “Rock Star!!!”
s

32. 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!

33. ROCK STARS ARE DRIVEN BY
PASSION!
What drives yo
leave?
u? What legacy will you

34. 4 WAYS TO MOVE PEOPLE
Find an “enemy”
Be passionate
Tell personal stories
Entertainment

36. 3
RULE
ROCK STARS “SAY” WHAT PEOPLE
ARE THINKING
Give them a voice!

40. 4
RU
RULE
ROCK STARS ARE AUTHENTIC AND
TRANSPARENT
Everything begins with integrity

42. It’s best to..
GIVE A “REASON WHY” FOR EVERYTHING YOU DO
We are having a moving sale!

43. WHEN YOU SCREW UP
BE HONEST!

44.
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
wasn't
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

45. THEY BUY FROM PEOPLE THEY
“KNOW”
“LIKE”
“TRUST”
customers REALL kn
Y ow, like and trust
Do your
you?

46. 5
RUL
RULE
ROCK STARS KEEP IT SIMPLE!
Just one strong message

47. KEEP YOUR MESSAGE
SIMPLE!
Don’ try to be
t everything to everyone.
Just one BIG idea!

48. HELPING MOMS GET FIT...
That’s it!

49. 6
RUL
RULE
ROCK STARS SHUT UP AND
LISTEN!
Give people what THEY want

50. 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

53. 7
RUL
RULE
ROCK STARS WILL DO ANYTHING
FOR THEIR FANS!
This is what really builds longevity and loyalty

54. IT IS NOT ABOUT
“EXTRACTING”
MONEY FROM THEM!
That will hurt you in the long run.

55. EVERY SUBSCRIBER IS A
LIVING,
BREATHING PERSON
They are all m others, fathers, sisters,
brothers, husdands, wives, sons,
daughters...

57. PROTECT YOUR LIST LIKE
YOUR
OWN FAMILY... AND YOU WILL
BE
HANDSOMLY REWARDED...

58. Join Ryan Lee’s
Inner Circle
http://ryanlee.com/infusionsoft
@tylergarns

59. The Mountain Man
Method For Writing
Copy
@tylergarns

60. Guide People Up the Mountain
@tylergarns

61. Sign Format
@tylergarns

62. 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

63. Guide People Towards the Sale
$
@tylergarns

64. How much monthly revenue are
you missing out on?
• $1,000
• $5,000
• $10,000
• $25,000 or more
@tylergarns

65. Lead Nurturing is
only 1 part of the
sales process
@tylergarns

66. Framework for Strategy:
The Perfect Customer Lifecycle
@tylergarns

67. @tylergarns

68. @tylergarns

69. All-In-One
@tylergarns

70. Would you like more information
about how Infusionsoft can help
you nurture your leads &
increase sales?
• Yes
• No
• I’m already a customer
@tylergarns

71. Watch a demo:
http://www.infusionsoft.com/demo
@tylergarns

72. Join Ryan Lee’s
Inner Circle
http://ryanlee.com/infusionsoft
@tylergarns

73. Questions?
Call 866.800.0004 Ext. 1
@tylergarns