The document discusses the benefits of automating marketing and sales processes for small businesses. It outlines the "catch-22" situation small businesses often face where they need more customers for economies of scale, but getting more customers means more manual work that takes time away from following up personally. The document argues that a business that uses automation to scale its customer follow up and communications will outperform one relying solely on human effort. It provides examples of automated versus manual customer follow up workflows to illustrate how automation allows a business to scale while preserving personal touchpoints. The key message is that automation allows a business to grow without compromising service quality or business priorities like marketing and training employees.

1. Email vs. Social Media
Tyler Garns
Director of Marketing, Infusionsoft
@tylergarns

2. You heard it this
morning:
“You have to spam to
get response.”
@tylergarns

3. Is Email Marketing
Dead?
@tylergarns

4. What influences site visits?
@tylergarns

5. Email is still the “inner sanctum”
@tylergarns

6. The majority would rather not
be pitched in social media
@tylergarns

7. “Social media takes a
lot of time. Any
strategies for making
it work?”
@tylergarns

8. @tylergarns

9. My Claim?
@tylergarns

10. My Claim?
A small business that
effectively uses automation
will outsell a small business
that just uses humans (every
single time)
@tylergarns

11. @tylergarns Image Credit: 2007 by Stuart Brown

12. The Curse of Small Business
@tylergarns

13. Catch 22
@tylergarns

14. Catch 22
• Grow My Business?
@tylergarns

15. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
@tylergarns

16. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
@tylergarns

17. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
- More customers = More work
@tylergarns

18. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
- More customers = More work
- More work = Less time for following up
@tylergarns

19. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
- More customers = More work
- More work = Less time for following up
- Less time for following up = Lose personal touch
@tylergarns

20. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
- More customers = More work
- More work = Less time for following up
- Less time for following up = Lose personal touch
- Lose personal touch? = Hire more people
@tylergarns

21. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
- More customers = More work
- More work = Less time for following up
- Less time for following up = Lose personal touch
- Lose personal touch? = Hire more people
- Hire more people = Less profit
@tylergarns

22. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
- More customers = More work
- More work = Less time for following up
- Less time for following up = Lose personal touch
- Lose personal touch? = Hire more people
- Hire more people = Less profit
- Declining profit = No fun, No growth :(
@tylergarns

23. Ever wonder how
you’re going to do it all?
@tylergarns

24. Manual Customer Follow Up
Sammy
Business Owner
@tylergarns

25. Manual Customer Follow Up
Sammy
Business Owner
@tylergarns

26. Manual Customer Follow Up
Sammy
Business Owner
2 Days
@tylergarns

27. Manual Customer Follow Up
Sammy
Business Owner
2 Days 3 Days
@tylergarns

28. Manual Customer Follow Up
Sammy
Business Owner
2 Days 3 Days 5 Days
@tylergarns

29. Manual Customer Follow Up
Sammy
Business Owner
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
@tylergarns

30. Manual 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

31. Manual 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

32. Manual 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

33. The New World of
Sales & Marketing
Automation
@tylergarns

34. Automated Customer Follow Up
Sammy
Business Owner
@tylergarns

35. Automated Customer Follow Up
Sammy
Business Owner
@tylergarns

36. Automated Customer Follow Up
Sammy
Business Owner
2 Days
@tylergarns

37. Automated Customer Follow Up
Sammy
Business Owner
2 Days 3 Days
@tylergarns

38. Automated Customer Follow Up
Sammy
Business Owner
2 Days 3 Days 5 Days
@tylergarns

39. Automated Customer Follow Up
Sammy
Business Owner
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
@tylergarns

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. 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. It’s all about
SCALE
(and YOU don’t scale)
@tylergarns

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

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