More leads and sales using Life Cycle Marketing
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This document discusses how to plug up the "black holes" in a business using automated lifecycle marketing. It outlines how to capture leads, nurture prospects through education, generate repeat customers and referrals, all through automated follow-up. The key takeaways are to stop missing prospects, ignore warmest prospects, lose touch with customers, and forget to ask for referrals by implementing a plan for lead capture, prospect nurturing, repeat business, and referrals generation - all done automatically through lifecycle marketing and follow-up.
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More leads and sales using Life Cycle Marketing
- 1. Plugging Up the Black Holes in your Business Presented by Don Bishop Affinigent, Inc.
- 3. Webinar Take-Aways • Stop missing so many potential prospects • Stop ignoring your warmest prospects • Stop losing touch with your best customers • Stop forgetting to ask for referrals
- 9. Your Thoughts? • How am I missing so many potential prospects? • How can I get prospects to provide their contact info? • What do I do with all of these business cards?
- 10. You Need a Plan
- 15. • You have their contact information • They feel good about your company • You did something helpful for them
- 16. Automatically!
- 18. Your Thoughts? • Why is my sales conversion percentage so low? • How do I know when our prospects are ready to purchase? • How do I stay in touch without being annoying?
- 19. You Need a Plan
- 20. But remember: Just because you’ve captured a lead doesn’t mean you’ve earned the right… TO SELL
- 21. The Cost of Not Educating 10,000 (audience) 100 (responders) 10 (customers) And the Other 90 Responders? Fall through the cracks ZERO follow-up They'll go to your competitor!
- 23. 10,000 (audience) 100 (responders) 10 (customers) +5 +5 The Benefit of Educating
- 24. 10,000 (audience) 100 (responders) 10 (customers) +5 +5 +5 The Benefit of Educating
- 30. • You are following up with everyone • You’ve educated them about the benefits of your product or service • When ready to buy, they buy from you
- 31. Automatically!
- 32. Repeat Customers
- 33. Your Thoughts? • Why aren’t my customers spending more money with me? • How can I increase the lifetime value of my customers? • How can I spend less money on marketing/advertising?
- 34. You Need a Plan
- 36. They Also Design Social Media Pages
- 37. Get Current Customers To Buy Again Automatically
- 39. Send an email offer
- 41. • You’ve generated more revenue • You’ve made more profit • You’ve reduced your marketing and advertising budget
- 42. Automatically!
- 44. Your Thoughts? • How do I become one of those referral only businesses? • What can I do to always remember to ask for referrals? • What’s the most successful way to ask for referrals?
- 45. You Need a Plan
- 46. Best way to generate more referrals? ASK FOR THEM!
- 48. • You’re generating more revenue • You’re receiving more referrals • You’re make LOTS more money!
- 49. Automatically!
- 50. What should you do now?
- 53. “10th Fastest Growing Software Company in America” -Inc.com SIX Consecutive Years ’07, ‘08, ’09, ‘10, ’11, ‘12 “Top Small Business Marketing Software” -Software Magazine $54.4M investment
- 54. Used by: - Loral Langemeier - Dan Kennedy - Laurel Mintz - Tony Robbins - Jay Abraham - Frank Kern - James Malinchak - Brian Tracy - Daymond John - Michael Gerber Plus… over 75,000 others you haven’t heard of … YET! Infusionsoft Is Your Trusted Partner
- 55. The Solution All-in-one System With Automated Follow-up
- 56. Plugging Up the Black Holes in your Business Presented by ADD YOUR NAME HERE
Editor's Notes
- Add your name to the title page
- Add your company information, logo, picture etc.
- This slide is meant to quickly engage your audience by providing them with powerful takeaways from your webinar.
- We are going to be using the word Automatically A lot in this presentation because our software helps people automate their sales and marketing.
- For many of the people in your audience, this will be their first introduction to Infusionsoft. Introduce us as “the #1 all-in-one sales and marketing software for small business in the world.” Do not go into any details about the software whatsoever.
- The way we can help your attendees is by having them embrace the seven steps of lifecycle marketing. Lifecycle marketing is a seven state system devised specifically for small business to help them transform their sales and marketing. It is comprised of basic strategies and tactics integrated into a single, self sustaining purpose. Small businesses that implement lifecycle marketing principles to the affordable, easy to use automation technology now available to them, are in the best position to grow, nurture and reclaim valuable customers.
- However, we are only going to focus on four areas of lifecycle marketing to help you eliminate the black holes in your business. Capture leads, nurture your prospects, repeat business and generating referrals.
- Let's start by addressing how to capture more leads.
- When it comes to capturing more leads, most people are thinking the following:How am I missing so many potential prospects?How can I get prospects to provide their contact information?What do I do with all of these business cards?
- Plain and simple, you need a plan on how to capture more leads.
- Here's a great example of a company with a plan, presidential pools
- This is their website. You will notice this online form on the left.(Click the slide so an arrow appears). They have created a lead magnet by providing a free guide to the 10 steps to the perfect pool. If you fill out this online form, they will send you this guy.
- Here is one of the ways we do the same thing for our Spiffy brand.
- Let's take a look at what the inside of infusionsoft looks like. When a prospect fills out your online form, she has requested a free guide. She receives an e-mail confirmation request to help keep your mail lists clean. Once she confirms that she requested that guide, the free guide is sent to her.
- So let's review:you have their contact informationyour prospect feels good about your companyyou did something helpful for her
- and the best part is that you did all of this automatically. This is the greatest advantage of infusionsoft.
- Next step of lifecycle marketing that we will look at is how to educate and nurture your prospects.
- When you start talking about educating and nurturing prospects, this is what most people think:Why is my sales conversion percentage so low?How do I know when our prospects are ready to purchase?How do I stay in touch without being annoying?
- Once again, you want to properly nurture and educate your prospects, you need a plan.
- But please remember, just because you have captured a lead doesn't mean you've earned the right to sell them.
- Let's take a look at the cost of not educating and nurturing your prospects. Imagine you send out a 10,000 piece direct mail campaign or e-mail campaign. Out of those 10,000 pieces, 100 people say they are interested in your product or service. Out of those 100 people 10 people end up buying within one week.What happens to the other 90 responders?They fall through the cracksthey have no follow-upthey go to your competitorsbut, they mainly end up in the trash. Can your business afford to do this to your warmest prospects?
- Now, let's take a look at the benefits of educating or nurturing your prospects.You still send out a 10,000 piece direct mail campaign or e-mail campaign. Out of those 10,000 pieces, 100 people say they are interested in your product or service. Out of those 100 people 10 people end up buying within one week.However, instead of ignoring your other 90 responders, you properly nurture or educate them over a 3 to 6 month period. What happens? You close an additional five, 10, 15 additional sales. How will these additional sales impact your business?
- Here is a great example of a company that properly nurtures its prospects. Degrees 33 Surfboards.
- On their website, they provide you with 10 reasons why your next surfboard must be from Degrees 33 Surfboards. They also give you the opportunity to get a free comprehensive surf guide and $25 off your first order by filling out the lead form.
- Once you fill out the lead form, they send you an e-mail to identify what your skill level is. Let's pretend that you clicked the beginner link.
- Since you clicked the beginner link, you will start receiving e-mails geared specifically for beginner surfers. That is brilliant nurturing.
- Let's take a look at how this might look inside infusionsoft.The nurture campaign begins and video one is sent out.The campaign waits four days and video two is sent outthe campaign waits six days and videos three is sent outthe campaign waits six more days and video four is sent out.
- Let's review about what has happenedyou are following up with everyone of your prospectsyou've educated them about the benefits of your product or servicewhen ready to buy, they will buy from you.
- Plus, you have done all of this automatically. Once again, that is the benefit of infusionsoft.
- Next, let's address how to get more repeat customers.
- When it comes to repeat customers, most people think about the following:Why are my customer spending more money with me?How can I increase the lifetime value of my customers?How can I spend less money on marketing and advertising?
- Once again, you need a plan to bring in more repeat customers.
- Here is a great example. NuWave Commerce is a web design company that sells primarily websites but they also sell additional services.
- They also designed social media pages.
- The goal of repeat business is to get your current customers to buy can automatically. Let's take a look at how this will look inside infusionsoft:customer purchases web design servicethe customer is sent an e-mail offering social media design or other services.Depending on which link the customer clicks on, a corresponding action is followed.As before, all of this has been set up to work automatically.
- Here is how the campaign would work:after the customer purchases services, there is a one-month delay before an e-mail is automatically sent out to see if the customer is interested in other services.
- Here is a copy of the e-mail offer. You will notice the customer is given two options.
- Depending on which offer is selected, the customer will then receive the following:if the customer clicks interested in purchasing social media services, a designer is notified and customer information is collectedif the customer clicks interested in other services, or information is sent out regarding print design services.Once again, all of this has been set up to work automatically.
- Let's reviewyou have generated more revenue by selling to your existing customersyou've reduced your marketing and advertising budget by selling to your existing customersyou've made more profit by selling to your existing customers
- The best part is that you have done all of this automatically!
- Let's move on to our last step today which is generating referrals.
- When we talk about generating referrals, most of you think about the following:how do I become one of those referral only businesses?What can I do to always remember to ask for referrals?What is the most successful way to ask for referrals?
- As with the other three steps, you need a plan to start generating more referrals.
- However, the plan is quite simple. To generate more referrals, you need to start asking for them. You need to ask your customers, your prospects and anyone else that has shown interest in your product or service. Don't ask them if they have any referrals. Ask them something like “do you know of any other companies that could benefit from our product or service?"
- Let's take a look at how generating referrals looks like inside infusionsoft.Your customer has purchased services from youyou said your customer a new customer follow-upthey indicate that they liked your service and a link is provided to allow them to leave a testimoniala gift card or thank you gift is ordered and the customer is asked who he or she might know that could be benefited by your product or service.The gift card or thank you gift is delivered to your customer.
- Let's review this step:you are now receiving more referrals because you have started asking for them.You are generating more revenue because you are receiving more referrals.You are making lots more money because you are receiving more referrals.
- Once again, thanks to infusionsoft, all of this is being done automatically.
- Now that you have dazzled your audience, you now want to talk about what they should be doing now.
- This is where we start talking about infusionsoft, the number one all-in-one sales and marketing software in the world for small business.
- This is a picture of our brand-new office building in Chandler Arizona.We moved in in January 201385,000 ft.²has an indoor football field and a fully stocked cereal bar.Can hold up to 1000 employees.We plan to outgrow this building by 2016.
- For those people that are unfamiliar with infusionsoft, please share the following information:we were named a “Top Small Business Marketing Software” by Software Magazinewe were named the “10th Fastest Growing Software Company in America” by Inc.com.We have been named to the Inc. 500 best companies list for six consecutive years (I'm sure that will be seven years once we learn about 2013)we received a $54.4 million investment from Goldman Sachs in January 2013.We currently have 23,000 customers and over 75,000 users in almost 100 countries.
- Don't take our word for it. Check out the list of some of our trusted partners. I suggest you focus on the following names:Loral Langemeier - personal finance expertDaymond John - from Shark TankDan KennedyTony RobbinsBrian TracyMichael Gerber
- Infusionsoft provides an all-in-one system that includes CRM, marketing and e-commerce in one piece of software plus, an automated follow-up program to make it all work. It is the easiest way to grow sales and save time.
- Affinigent has a long history of helping businesses use web technology to be more effective. Adding InfusionSoft as a central tool has been really effective for Affinigent since 2010. Now Affinigent can help your business ‘Plugg Up the Black Holes’ even better.