How To Turn Inbound Marketing Into Sales

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Although the goal of inbound marketing is for your business to be found by consumers that are looking for information on products or services in your industry through search engines and social media, it doesn’t stop there.

These slides are from a webinar presented by Tyler Garns that can be viewed here: http://partners.infusionsoft.com/2011webinar/inbound

Register for this webinar and learn how you can effectively turn your inbound marketing into sales. During the webinar, Tyler will show you how to turn inbound marketing into to sales by explaining:

* How most inbound marketers "catch and release" those interested in their product or service
* How to turn inbound traffic into antsy buyers
* How to create and measure a return on investment with your inbound marketing efforts
* How to sell more without being too pushy

Inbound marketing can be a powerful play for your business if you use it the right way. By combining inbound marketing with other marketing tactics, your small business can create a strong presence on and off the web.

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How To Turn Inbound Marketing Into Sales

  1. 1. How to Turn Inbound Marketing Into Sales@tylergarns
  2. 2. How Come Inbound Marketing Doesn’t Work For Some People?@tylergarns
  3. 3. What’s the result?@tylergarns
  4. 4. Tools + Tactics - Strategy =@tylergarns
  5. 5. What influences site visits?@tylergarns
  6. 6. Email is still the “inner sanctum”@tylergarns
  7. 7. The majority would rather not be pitched in social media@tylergarns
  8. 8. 1@tylergarns Know Where The Fish Are
  9. 9. 1 Know Where Your Target Market Is@tylergarns
  10. 10. Understand Your Target Market • Demographics • Wants & Desires • Fears & Pains • Trade/Industry Specific Websites • Industry Specific Forums & Communities • Where are the Influencers? Facebook? Twitter? Live Events? Webinars?@tylergarns
  11. 11. 2 Use The Right Bait@tylergarns
  12. 12. 2 Use The Right Content@tylergarns
  13. 13. Use The Right Content • Enter the conversation already going on in your prospect’s mind • What are they thinking about? • What are their desires? Pains? • What content can you give them that helps? • How can you use this content to establish yourself as the expert? • Let’s see some examples...@tylergarns
  14. 14. Examples • Free Reports • Coupons • Ebooks • Webinar • Video • Teleseminar • Exclusive • Podcast Membership Site • Audio Download • Get A Quote • Survey • Contest Drawing • Live Event • Free Trial • RSS Feed@tylergarns
  15. 15. 7 Second Website Test@tylergarns
  16. 16. Offers / Discounts Work Too@tylergarns
  17. 17. Don’t Go Chumming@tylergarns
  18. 18. 3@tylergarns Set The Hook
  19. 19. 3@tylergarns Capture The Lead (with permission to follow up)
  20. 20. Most Common Mistake100% focused on finding Zero focus on traffic Conversion or Economics The Tactical Triangle@tylergarns
  21. 21. The Smart Way Focus on Conversion and Economics The Tactical Triangle http://tacticaltriangle.com@tylergarns
  22. 22. Create a List Building Mentality In Your Business@tylergarns
  23. 23. 4 Reel In The Fish@tylergarns
  24. 24. 4 Follow Up@tylergarns
  25. 25. Why Don’t We Follow Up? Sammy Business Owner@tylergarns
  26. 26. Why Don’t We Follow Up? Sammy Business Owner@tylergarns
  27. 27. Why Don’t We Follow Up? Sammy Business Owner 2 Days@tylergarns
  28. 28. Why Don’t We Follow Up? Sammy Business Owner 2 Days 3 Days@tylergarns
  29. 29. Why Don’t We Follow Up? Sammy Business Owner 2 Days 3 Days 5 Days@tylergarns
  30. 30. Why Don’t We Follow Up? Sammy Business Owner 2 Days 3 Days 5 Days 2 Days 3 Days 5 Days@tylergarns
  31. 31. Why Don’t We Follow Up? Sammy Business Owner 2 Days 3 Days 5 Days 2 Days 3 Days 5 Days 2 Days 3 Days 5 Da@tylergarns
  32. 32. Why Don’t We Follow Up? Sammy Business Owner 2 Days 3 Days 5 Days 2 Days 3 Days 5 Days 2 Days 3 Days 5 Da@tylergarns
  33. 33. Ever wonder how you’re going to do it all?@tylergarns
  34. 34. Automated Customer Follow Up Sammy Business Owner@tylergarns
  35. 35. Automated Customer Follow Up Sammy Business Owner@tylergarns
  36. 36. Automated Customer Follow Up Sammy Business Owner 2 Days@tylergarns
  37. 37. Automated Customer Follow Up Sammy Business Owner 2 Days 3 Days@tylergarns
  38. 38. Automated Customer Follow Up Sammy Business Owner 2 Days 3 Days 5 Days@tylergarns
  39. 39. Automated Customer Follow Up Sammy Business Owner 2 Days 3 Days 5 Days 2 Days 3 Days 5 Days@tylergarns
  40. 40. Automated Customer Follow Up Sammy Business Owner 2 Days 3 Days 5 Days 2 Days 3 Days 5 Days 2 Days 3 Days 5 Da@tylergarns
  41. 41. Automated Customer Follow Up Sammy Business Owner Marketing Personal Touch Training Employees Business Growth 2 Days 3 Days 5 Days 2 Days 3 Days 5 Days 2 Days 3 Days 5 Da@tylergarns
  42. 42. WARNING!@tylergarns
  43. 43. Kill & Gut The Fish@tylergarns 5
  44. 44. Ask For The Business@tylergarns 5
  45. 45. This is NOTCatch-and-Release@tylergarns
  46. 46. You Don’t Want to Be All “Salesy”@tylergarns
  47. 47. 4-5+ Deposits ↓ ↑ 1 Withdrawal@tylergarns
  48. 48. How To Turn People Into Antsy Buyers • Don’t overdraw your account • Provide value that is meaningful to your prospects • Use your follow up to proactively resolve concerns that may come up in the sale • Use emotional triggers (fear, pain, desire, etc) • Tell customer stories • Help them envision themselves experiencing the benefit of your product/service@tylergarns
  49. 49. Ask For The Business!@tylergarns
  50. 50. Putting in all together...@tylergarns
  51. 51. Social Media Money Formula • Create compelling or interesting content • The content must lead them to an opt-in for more valuable content • Share the content via social sites • Capture leads • Follow Up • Sell them +@tylergarns
  52. 52. 3 Black Holes • Black Hole #1: Lost Traffic - How many people came & left?@tylergarns
  53. 53. 3 Black Holes • Black Hole #1: Lost Traffic - How many people came & left?@tylergarns
  54. 54. 3 Black Holes • Black Hole #1: Lost Traffic - How many people came & left? • Black Hole #2: Lost Leads - How many leads didn’t buy right away?@tylergarns
  55. 55. 3 Black Holes • Black Hole #1: Lost Traffic - How many people came & left? • Black Hole #2: Lost Leads - How many leads didn’t buy right away?@tylergarns
  56. 56. 3 Black Holes • Black Hole #1: Lost Traffic - How many people came & left? • Black Hole #2: Lost Leads - How many leads didn’t buy right away? • Black Hole #3: Lost Customers - 68% - Indifference@tylergarns
  57. 57. 3 Black Holes • Black Hole #1: Lost Traffic - How many people came & left? • Black Hole #2: Lost Leads - How many leads didn’t buy right away? • Black Hole #3: Lost Customers - 68% - Indifference@tylergarns
  58. 58. Framework for Business Growth: The Perfect Customer Lifecycle@tylergarns
  59. 59. Example M.A.P.@tylergarns
  60. 60. Make sure you TRACK where every lead comes from@tylergarns
  61. 61. Know Your ROI@tylergarns
  62. 62. All-In-One Web-Based Marketing & Sales Automation Solution@tylergarns
  63. 63. What is Infusionsoft? • No More Spreadsheets, Rolodexes, Sticky note • Killer Management Sales Opportunities & Pipelines • Easily Capture Leads with Web Forms • Ridiculous Ability to Segment (tags) • Powerful Outlook Plugin@tylergarns
  64. 64. What is Infusionsoft? • Build “Smart” Email Campaigns • Easily Design Gorgeous Emails That Match Your Brand • Get to the Inbox with 99% Deliverability@tylergarns
  65. 65. What is Infusionsoft? • Sell Your Goods Online with a Shopping Cart & Order Forms • Automatic fulfillment • Automatically Trigger Follow-Up After The Sale (no more exporting & importing into your email marketing system)@tylergarns
  66. 66. What is Infusionsoft? • Turn Any Customer Behavior Into A Trigger For Follow Up • Automate Your Daily Tasks • Be More Efficient In The Way You Handle Leads & Customers • Do More With Less@tylergarns
  67. 67. All-In-One Convert more leads. Get repeat sales. Save time.@tylergarns
  68. 68. Thank You! http://www.infusionsoft.com/demo@tylergarns

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