The document discusses why many small businesses fail due to using "survival marketing" tactics like chasing the next sale without systems in place, and how adopting a "lifecycle marketing" approach focusing on treating prospects as people and using systems to scale relationships can help small businesses thrive by increasing sales from current and prospective customers through each stage of the customer lifecycle from attraction to conversion. It also introduces the Infusionsoft Lifecycle Marketing Planner tool to help small businesses implement this approach.
So you want to boost your sales, more specifically your leads 10X. For starters it requires more work and efficiency today. This guide will give you some fresh insights and some old insights to boosting your service business, professional service, startup, etc. Enjoy
So you want to boost your sales, more specifically your leads 10X. For starters it requires more work and efficiency today. This guide will give you some fresh insights and some old insights to boosting your service business, professional service, startup, etc. Enjoy
Strategies For Startups & Small Businesses | Battle Tested Business Strategie...Abi Bhalla 🚀
Video > http://bit.ly/GYTube
In this video you will learn to apply effective Thinking and Business Principles that will help you grow - Personally and in Business.
Get Your FREE Toolkits, Tips and Hacks In Your Inbox Here : www.growthyoda.com
[Benefit] Building Thought Leadership is all about having deep expertise on ONE thing. Be it Marketing, Inspiring, Writing or Video production (even Painting), having deep expertise not only helps in bringing value, but also in commanding respect.
[Start With Why] Before jumping into Principles Of Thought Leadership & Business ,what is more important is to embrace certain principles that help you think about thinking and Business itself. Metacognition is a fancy way of saying - How can I learn to Think? By learning to think clearly and with clarity, you will almost always know how to succeed and minimize failure. Who doesn't want to know that - huh?
[What you Will Learn] What I will show you in this video and episode are the most practical (hard) and effective Thinking and Business Principles that will help you grow - Personally and in Business. Short cut your way to Success by applying the core principles that I’m excited to share with you today. After all, we are all but an aggregated system of Habits and Values.
[Why Me] I’ve built 7-Figure businesses by applying these principles and I am very confident that you will find value should you choose to apply the same.
“COVID-19 has crippled the world, leaving many small medium businesses struggling to survive and many waking up to the reality of re-assessing their business strategies and tactics. Even [b2b / b2c] marketing will have to be adjusted. “
More than a by-the-book marketing or sales speaker, award winning independent retailer, Dave Ratner delivers forehead-slapping insights, belly laughs, and inspiration for small business and retail success. He’s a working retailer with 150 employees, who deals with customers on a daily basis.
Dave’s keynotes and trainings provide common-sense, cost-effective strategies in customer service, entrepreneurship, advertising, sales, marketing, management, leadership and human resources programs. All topics are customized to the audience and most topics can be presented as keynotes and expanded into training sessions.
How does today's small business owner build a company of distinction that insures that company will flourish. Only way is to built it right and this presentation will show you how. Creating "Wow!" moments is the start. using the Internet effectively is a plus as well.
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
In an age where the social customer has risen to new heights, customer support teams have been required to adjust to meet the needs of their customer base more than ever. For Desk.com, our team strives to provide what we like to call: "Customer WOW"
The real Customer WOW happens when you combine empathy and understanding for the challenge the customer is facing, identify and resolve the issue with skill (and bonus points for style), and drive and scale that learning back into the organization. Desk.com's Customer WOW team has taken it upon themselves to divulge some of the deep secrets of how to achieve these results. Check out their 13 principles to providing Customer WOW.
Curious about Desk.com? Download this free kit to get started: http://bit.ly/FreeCustomerServiceKit
Netwealth educational webinar: How a busy financial adviser can turn limited ...netwealthInvest
Andrew Braun, general manager of marketing at Netwealth, will discuss simple yet powerful techniques to help you develop a marketing strategy, key messages to help you differentiate your business, and tactics to grow and retain your customer base.
Strategies For Startups & Small Businesses | Battle Tested Business Strategie...Abi Bhalla 🚀
Video > http://bit.ly/GYTube
In this video you will learn to apply effective Thinking and Business Principles that will help you grow - Personally and in Business.
Get Your FREE Toolkits, Tips and Hacks In Your Inbox Here : www.growthyoda.com
[Benefit] Building Thought Leadership is all about having deep expertise on ONE thing. Be it Marketing, Inspiring, Writing or Video production (even Painting), having deep expertise not only helps in bringing value, but also in commanding respect.
[Start With Why] Before jumping into Principles Of Thought Leadership & Business ,what is more important is to embrace certain principles that help you think about thinking and Business itself. Metacognition is a fancy way of saying - How can I learn to Think? By learning to think clearly and with clarity, you will almost always know how to succeed and minimize failure. Who doesn't want to know that - huh?
[What you Will Learn] What I will show you in this video and episode are the most practical (hard) and effective Thinking and Business Principles that will help you grow - Personally and in Business. Short cut your way to Success by applying the core principles that I’m excited to share with you today. After all, we are all but an aggregated system of Habits and Values.
[Why Me] I’ve built 7-Figure businesses by applying these principles and I am very confident that you will find value should you choose to apply the same.
“COVID-19 has crippled the world, leaving many small medium businesses struggling to survive and many waking up to the reality of re-assessing their business strategies and tactics. Even [b2b / b2c] marketing will have to be adjusted. “
More than a by-the-book marketing or sales speaker, award winning independent retailer, Dave Ratner delivers forehead-slapping insights, belly laughs, and inspiration for small business and retail success. He’s a working retailer with 150 employees, who deals with customers on a daily basis.
Dave’s keynotes and trainings provide common-sense, cost-effective strategies in customer service, entrepreneurship, advertising, sales, marketing, management, leadership and human resources programs. All topics are customized to the audience and most topics can be presented as keynotes and expanded into training sessions.
How does today's small business owner build a company of distinction that insures that company will flourish. Only way is to built it right and this presentation will show you how. Creating "Wow!" moments is the start. using the Internet effectively is a plus as well.
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
In an age where the social customer has risen to new heights, customer support teams have been required to adjust to meet the needs of their customer base more than ever. For Desk.com, our team strives to provide what we like to call: "Customer WOW"
The real Customer WOW happens when you combine empathy and understanding for the challenge the customer is facing, identify and resolve the issue with skill (and bonus points for style), and drive and scale that learning back into the organization. Desk.com's Customer WOW team has taken it upon themselves to divulge some of the deep secrets of how to achieve these results. Check out their 13 principles to providing Customer WOW.
Curious about Desk.com? Download this free kit to get started: http://bit.ly/FreeCustomerServiceKit
Netwealth educational webinar: How a busy financial adviser can turn limited ...netwealthInvest
Andrew Braun, general manager of marketing at Netwealth, will discuss simple yet powerful techniques to help you develop a marketing strategy, key messages to help you differentiate your business, and tactics to grow and retain your customer base.
How To Modernize Your Sales Approach To Drive Business Growth in Cyber SecurityJane Frankland
How to Modernize Your B2B Sales Approach to Drive Growth
This presentation is available as a 60-minute Master Class. It's right for you if you’re a business owner and want to increase your revenue. ONLY attend if you want to understand how to modernize your sales methods to drive growth, better communicate with your buyers and leave your competitors squabbling over your leftovers.
During the class we’ll be looking at how sales is transforming and why now is the time to use modern sales tools to gain an advantage. We’ll also be going through strategy and implementation, which most master classes don’t cover. By the end of this class I guarantee that you’ll be left hungry for more information and curious as to what more your missing!
REGISTER for the master class on business development here: https://jane-frankland.leadpages.net/modern-selling-master-class/
The Green Bay Area Chamber of Commerce sponsored this session for area business owners and leaders. The session was facilited by Tim McAdow, Director of Marketing and Communication for Integrity Insurance; Tom Clifford, Director of Digital Development at HC Miller, Susan Finco, Owner and President of Leonard & Finco Public Relations; Patrick Hopkins, President of Imaginasium; Robert Jahnke, President of Top Hat Marketing; Diane Roundy, Director of Business Development for Schenck SC
Webinar Slideshow: How to convert trade show leads into customersQuickTapSurvey
During this webinar, small business evangelist Ramon Ray, discusses the three principles of Lifecycle Marketing (Attract, Sell, Wow), a system used by over 20,000 small business to generate sales. He provides tips on how to attract new leads at trade shows, generate more referrals and turn customers into raving fans.
"I know half of the money I spend is wasted…trouble is I don’t know which half!"
If you feel this quote might correspond with the situation you're in, you should ask the following question:
How to retain your best customers and acquire the new ones without more effectively?
This presentation will answer your questions and show you how to use your data for personalized and more efficient marketing campaigns.
Futurelytics is an easy-to-use affordable retention automation platform for leveraging customer behavior by personalized data-driven marketing campaigns.
Presentation with my POV on the critical elements necessary for successful B2B marketing.
1. Know your customer journey
2. Always be helping
3. Create marketing so good people would pay for it
4. Promote the power trio
5. Simmer your leads
6. Get in bed with Sales
7. Cultivate continuous improvement culture
8. Build products that sell themselves
Co-Author of the book, Rockstar Entrepreneur, Ben Littlefield and Laura Capes hold a bootcamp style seminar to help entrepreneurs - new and veteran alike - get on track and learn the tools of modern entrepreneurial warfare...
Approached to talk about lead funnels and marketing automation, I suggested we change the topic to be relevant to the problem:
- Where to Start & Attracting an Audience
- Managing Audience & Growth
Marketing is the crutch of product mediocrity ... if your offering is good enough, you don't need for marketing and any form of active sales diminishes ... your "sales-funnel" turns into something that much more closely resembles a pipe ... almost every lead that comes in the top is a conversion through the bottom.
------
Socialising and Sharing the Love & Expertise @ 2 Day Startup Accelerator with Entrepreneur Social Club in Melbourne Australia
> http://www.entrepreneursocialclub.com.au
> http://www.meetup.com/Entrepreneurial-Social-Club
> https://www.facebook.com/entrepreneursc
Sales & Marketing In the Social Era (Citrix Webinar 9/18/2013)Brian Carter
Explore social tools and techniques that will help you reach new lands of opportunity in sales and marketing.
Topic: What’s Working NOW: Best Practices for Marketers and Salespeople in the Social Era
Speaker: Brian Carter, Social Media Expert and Bestselling Author
How to avoid the biggest sales obstacles in recent market trends
Social media tactics that boost referrals and warm up prospects
Proven strategies for generating leads on Facebook and LinkedIn
and more
Generate UK Digital Marketing Strategy seminar 2012 Generate UK
slides from the various presentations at the Generate UK Digital Marketing Strategy seminar held in October 2012 at The Donnington Grove Hotel in Newbury.
How Small Businesses Define and Achieve SuccessInfusionsoft
What is success for a small business owner? Take a look this this free research report provided by Infusionsoft & Emergent, which uncovers:
- How small business owners define success
- Challenges to small business success
- Overcoming challenges through technology and coaching
- And more!
For more small business insights and ideas delivered to your inbox weekly, subscribe at http://pages.infusionsoft.com/learn
Lifecycle Marketing for Nonprofit organizations to drive donations and volunt...Infusionsoft
Creating a marketing strategy that attracts interest, educates benefactors and increase donations in your nonprofit is essential.This presentation reviews the Lifecycle Marketing framework specifically as it relates to nonprofit organizations. It includes the steps involved in each phase and benefits of implementation in your nonprofit. In the face-to-face presentation we dive deep into email structure including killer subject lines, effective copy and great calls to action. If you’re looking to transform your nonprofit and take it to the next level you need to treat it like a business and implement marketing practices that drive results.
Joe Manna guides users through the Infusionsoft Marketplace and understanding how they can generate leads, save time and increase sales with the solutions on there.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
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As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
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Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Explore our most comprehensive guide on lookback analysis at SafePaaS, covering access governance and how it can transform modern ERP audits. Browse now!
India Orthopedic Devices Market: Unlocking Growth Secrets, Trends and Develop...Kumar Satyam
According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
Exploring Patterns of Connection with Social Dreaming
Lifecycle Marketing Ramon
1.
2. Why are we here?
1. Help you grow your business.
2. More sales from current customers.
3. Close more sales from prospective
customers
4. Share Infusionsoft insight about why small biz
succeed and fail
5. Introduce new way of thinking about sales &
marketing
6. Give you a personal work book – Lifecycle
Marketing Planner
7. Help you leave EXCITED about opportunities
to GROW
3. Ramon Ray
Infusionsoft
Regional Development Manager, NY/NJ
Editor & Technology Evangelist, Smallbiztechnology.com
ramon.ray@infusionsoft.com
917-685-3920 | @ramonray
- Puppet shows in developing countries
- Graduate FBI Citizen’s Academy
- Chatted with President Obama in first Google Hangout
4. About Infusionsoft®
Ideas and strategies 10 years in the making
32,000+ users
9,000 small businesses
250 employees
Software that automates and scales the sales
and marketing function
Serve small business
Inc 500/5000 recipient 5 years running
Many employees are former or current small
biz owners
5. Infusionsoft Founders
Co-founders are small biz owners
Know struggles of small business
Growing Infusionsoft from zero employees
to 300
Ernst & Young Entrepreneur Of The Year 2012
Finalist
6. We Listen, We Care, We Serve
• 700 customers involved
in latest software upgrade
• 10,000 support calls a year
• 67,000,000 emails
delivered
9. Why did you start your
business? What was your
dream?
Control
Financial
Freedom
Escape from the
cubicle
Time Freedom
Greater rewards
Accidental
Entrepreneur
12. Three Questions
1. Why do so many small
businesses fail?
2. Why do some small businesses
thrive?
3. What tools can we offer to help
more small businesses succeed?
18. Survival Caveman marketing
1. Wakes up in the morning
2. TAKES HIS STICK (which has the word “buy from
me” on it”)
3. Goes to find the herd
4. Sneaks up on them
5. Singles out the weakest of the herd
6. Chases them down and beats them with the
club
7. Drag back to cave
8. Start over
19. What’s your caveman club?
Word of mouth marketing
Online advertising
Post cards
Tweeting
Exhibiting
Direct mail
Print advertising
22. What does this really mean?
Lost
traffic - content marketing is no good
without lead capture
Lost
leads - getting leads and prospects is
useless without lead nurturing
Customers- are a “waste” if they are not
followed up and wowed
23. Small biz are failing because
they are not able to uncover
hidden pools of profits.
24.
25. Social media. The Big Buzz
Social media is great
But it’s only a tool
It’s a megaphone to use
with a marketing strategy
27. Problems With Survival Marketing
1. We are always chasing the next deal
(The herd is in control)
2. Our marketing is disjointed
(on again, off again)
3. We don’t have confidence that our
marketing plan will bring a surplus of
customers
32. Lifecycle Marketing delivers more
sales, and allows businesses to build
their business and stop surviving.
Lifecycle Marketing is build on
2 simple premises…
34. Prospects Are People
• Less Desperation,
More Relationship.
• Inbound, not
outbound.
• Grandpa’s way of
doing business
• Give first
• Take care of the
customer
• Build relationships
36. Imagine You Only Had
One Customer
How would you take care of them
37. Systems scale relationships
• Imagine you had only ONE client
• How would you treat them?
• How often would you “touch them”?
• If we treated all customers as one
customer how many customers would we
have?
38. Lifecycle
Marketing
What Ramon calls - Dating Your Leads & Marrying Your Customers!
39. Lifecycle Marketing Planner
o Ideas, Insights, and “Aha”s
o Big Gaps
o Big Opportunities
o *Key Action Items
TIP: Write your name and phone number down on the fist page
in case you lose it.
39
40. The 7 Phases of
The Customer Lifecycle
Lifetime
Hot Customer
Visitors Opt-Ins Sales Customer Referrals
Prospects Satisfaction
Value
43. Lead magnets
o Not buy from me (the quick sale)
o Get information from me to HELP YOU
o How can I get people to ENGAGE with me
o Why do people keep passing by
o The “only” enticement we have is – sale, free,
etc
o Lead magnets position you as expert
44. Human Healthy Vending
o Started as pure “hunters”
o Created targeted lead magnets
o Grew prospect database by 10x
45. Gleason Tax
o Spent thousands on marketing
o Getting poor results
o Discovered gold with
educational marketing
46. Results of Benefit Marketing
(Lead Magnets) for Gleason
Tax
• Decreased marketing spend by
more than 50%
• At the same time, increased leads
by 120%
47. Big Lead Mistake: Join Our Newsletter
Join Our Newsletter
Whenwas the last time you woke up and said:
“Today I need to join another newsletter...”?
(Answer: 2002)
51. Lead Capture Gaps
• Web Traffic that leaves your site
• Walk-ins that walk out
• Telephone calls that hang up Lead Entry
Form
• Networking contacts that leave
• Tradeshow visitors who walk by
52. Lead Capture Gaps
• Web Traffic that leaves your site
• Walk-ins that walk out
• Telephone calls that hang up
• Networking contacts that leave Lead
Entry
• Tradeshow visitors who walk by Form
55. Did you know?
48% 1 2%
24% 2 3% % of deals that close
12% 3 4%
% of calls a
company makes 6% 4 10%
10% 5 81%
It takes an average of five sales calls to close a deal,
but most salespeople give up after just one or two calls
56. Follow up Goodie Bag
People buy when they’re ready to buy not when
you’re ready to sell
Will people get ANNOYED with too much follow
up? Be smart about It and follow up with the right
customer! (KNOW THY CUSTOMER)
Adrian Miller (Adrian’s Network), business growth
guru – called a prospect 30x and finally got the
sale
Your competitors will STOP FOLLOWING UP – you
can CRUSH IT – by doing what
your competitors will not do
57. Good Intention Prospects Need
Nurturing
• Piles of prospects:
YES, NO’s. PILE OF
GOOD INTENSIONS
(biggest pile)
• Create contact
sequences for various
customers
• Create follow up
sequences for various
objections – bins of
follow up
59. Lifecycle Marketing – Before
and After
Before After
$15,000 on $500 per month
marketing 7,156 leads
3,215 leads 2,228 emails
438 tax clients 770 tax clients
75 financial clients 150 financial clients
4 staff 12 staff
60. Original Runner Company
• From shoebox of customer cards to customer
database
• Today: 20 different lead nurture follow up
systems
• Sample swatch + follow up
• Based on wedding date
• Increased Conversion by 60%!
• Referrals jumped 80%
61. Minutes Matter
• Used lead nurture campaign to
follow up with Free Trial prospects:
• Day 1: Fast Track Plan (sets expectations
and preps them for success coach)
• Day 3: Welcome
• Day 6: Meet success coach
• Day 14: Series of how-to’s and Studio tips
• Day 20: Four-day special 20% off
• Day 30: Last day of trial
• Day 45: We haven’t heard from you
• Increased conversion by 30%!
62. Opportunity Analyzer Exercise:
How many prospects do you
“drop” each month because
they aren’t ready to buy today?
What dollar value is this?
66. How does this apply to HOT leads?
48% 1 2%
24% 2 3% % of deals that close
12% 3 4%
% of calls a
company makes 6% 4 10%
10% 5 81%
It takes an average of five sales calls to close a deal,
but most salespeople give up after just one or two calls
67. Human Healthy Vending
• Were spending 8-10 hours per prospect
• Changed model so reps only talked with
qualified, educated prospects (magnets)
• Decreased time spent selling by 75%
• They operate like a 20-person
marketing department
• Grew from 0 to $5M+
in 3 years
69. Lawyer Nurtures Customer Love
Problems: Impatient
clients, frustration
about billings
Solution: uses
content, videos,
reports and emails to
offer free value to
the prospect/client
Breaks mold & pre-
empts questions
Closes 100% of his
appointments
David Hiersekorn
Sales job is done
when they walk in
78. Upsell Benefits
• Buying more frequently
• Buying higher profit products
• Cheaper to sell to existing customers
Do You Want
Fries With That?
79. Funtastic Dental
• Problem: late reminders/no reminders
cause patients to miss appts
• Solution: better reminder system
• Result: higher customer value
(increased frequency)
80. Jermaine Griggs – Hear and Play
bit.ly/jermainegriggs
• Created personal relationships
• Sent targeted messaging (LCV > $200)
• Doubled Net Profit!
81. Opportunity Analyzer Exercise
How many past customers
should be buying again this
month but aren’t because of poor
follow-up and no targeted
upsells?
84. Gleason Tax
• Launched customer referral program ($10 gas card)
• Tax clients automatically got an email
• Doubled referrals
85. Survey customers and ask how
you are doing.
Those that love you,
invite to be referrers.
Those that aren't
loving you, that
becomes a
customer service
opportunity
Important to have a
plan to nurture
referrers (rabid fans)
This is BEYOND Customer Service – It’s the Customer Experience
87. TOTAL Opportunity analyzer
• Add up all the opportunity you have in
front of you
• What 3 areas of opportunity could you
improve on (traffic? Leads? Etc)
• What actions will you take – week,
month, 2 months?
• Best insights and ideas?
91. Maps Help You Create A Fluid Strategy
Attract. Capture. Nurture. Convert.
Nurture
Sequences
92. Don’t Rush. Building A Fence &
Farm Takes Time
Don’t rush.
Understand the possibilities &
opportunities
Focus on one or two areas to invest in
now
94. What tools?
• Train your mind.
Most important part of
Lifecycle Marketing
• Use your own tools
and string them
together (Email
marketing,
Ecommerce, CRM,
Auto responder,
Analytics, Social
media)
97. Infusionsoft - All In One
Sales and Marketing
Software
o Attract and Capture Leads
o Nurture Prospects
o Close Sales
o Wow and Upsell Your Customers
o Get Referrals
o Ecommerce, CRM, analytics,
automation, sales and more
98. Attract and Capture Leads
Build simple lead capture
forms (drag and drop
simple)
107. Get Repeat Sales, Upsells,
Referrals
Build Customer
Follow-Up
Campaigns
108. Software is only a tool.
You have to use it right
and make it a part of
your process.
Hence the Infusionsoft
Success Coach.
109. Infusionsoft takes you by the hand and
gets you started F-A-S-T!
• Your personal Success Coach for 60 days
• Assistance transferring data
• Kick-Off Strategy Session:
- Evaluation of your current customer
lifecycle
- Create YOUR custom Marketing
Automation Plan (M.A.P.)
110. Here’s how we take you by the
hand and get you started F-A-S-T!
• Your personal Success Coach for 60 days
• Assistance transferring data
– Evaluation of your current customer lifecycle
– Your custom Marketing Automation Plan (M.A.P.)
• Help you launch your first 2 campaigns
(Content too)
• “Flex Blocks” – specific to YOUR unique
needs
112. First Class Customer Service
Weekly Webinars - (4,500+
Registrants)
2,000 attendees at InfusionCon 2013
Free Technical Support:
• Phone or Online Chat
• Average Wait Time:
1min. 13 sec.
State-of-the-art Help Center
116. Key Points To Remember
Farming Instead of Hunting (Build A
Fence)
Lifecyle Marketing Instead of
Survival Marketing (7 Steps)
Nurture customers who are not
ready to buy now. No does not
mean never
No does not mean never
Whether you buy Infusionsoft or not
– implement Lifecycle Marketing
117. Join The Infusionsoft Small Business Success Club (free).
Online videos and tutorials to learn more about Lifecycle
Marketing
Text Your Email
To: (917) 525-2324
http://www.infusionsoft.com/successclub
Ask audience how they heard about the eventThanks sponsors
RDM to input their own story..We all could be therapists – great lineConnector, Consultant, InstigatorSmall Biz TherapistEntrepreneur and Small Business Owner
Beyond the technologyFounders identify with struggles of small businsses
WHY DO WE DO THISSmall is not a dirty wordSmall is Small (2-50 people)Small is Big (5.1 M US)Small is Focus (our ONLY focus)Many companies say they love small biz but really have no clueMany take big biz products and shove it to fit for small biz – take away features/etcSupport is amazing….
What sometimes happens is businesses make great products only to realize that customers aren't lining up to buy from them.
And we have iterated for 10 years to prove and improve the methodology. At Infusionsoft, we get our 10,000 hours of time with small businesses every 3 months.We want to revolutionize how small biz grow and succeed
(these 3 questions came from our years of insight into small biz – Dan R prezo)What if we could discover the patterns of success?What if we could find the formulas that make some people successfulWhat if we could identify the commonalities in the people who just “get by”?What if we could make this easier for people
LIVE AUDIENCE PARTICIPATION - have audience stand show who dies and who lives40% fail in first year, Somewhere between 50% and 80% of small businesses fail in the first 5 years. That is not OK with InfusionsoftBusiness failure rate data - http://smallbiztrends.com/2008/04/startup-failure-rates.html
Core principle (Michael Gerber in E-Myth): Many entrepreneurs are Technicians suffering from an entrepreneurial seizure.Small business owners don’t come out of the womb understanding how to market. THEY LOOK AROUND AT WHAT EVERYONE ELSE IS DOING AND FOLLOW THEMWe aren't born with the innate ability to market and sell. What do we do? Copy others. The problem is the model copied is broken."Tools + Tactics - Strategy = Chaos
Most small businesses market like a caveman.1. Wakes up in the morning (TAKES HIS STICK – which has the word “buy from me on it”)2. Goes to find the herd3. Sneaks up on them4. Singles out the weakest of the herd5. Chases them down and beat them with the club6. Drag back to cave7. Start over
Everyone in survival mode is DYING.This is simplified but it’s overall an idea of how small biz market in survival mode
By working with these businesses (and thousands of entrepreneurs just like them), we identified the three biggest gaps. How many of these three do you suffer from?Lost Traffic. Whether it’s on your website or in your store, too many don’t capture leadsEXAMPLE of person (doctor?) who has lots of online traffic – but can’t capitalize on itLost Leads. As we mentioned with Doug Huggins… we don’t follow up with leads enoughEXAMPLE of mortgage exec whose sales staff discarded pre qualified mortgage applicationsLost Customers. We either lose customers completely, or we lose opportunities to WOW them, Upsell them, get referrals.EXAMPLE: companies are not wowing us – so lost business with by indifference or not wowing customers to have them want to come back to use Sometimes we refer to this as Follow-Up Failure. It’s everywhere.
GOOD QUOTE – wrong place? Car salesman are dripping with quota, that is not how people want to be sold to.
Our customers are going online.Seems like a train we can’t catch. You don’t have to Start with the strategyRamon’s example of his neighbor’s cat chasing every string – even though it’s clear the string is NOT a mouse – he can’t help it…
The real problem with survival marketing is that NOT MANY BUSINESSES SURVIVE ITBut even those who survive it don’t quite achieve their dreams
Do you know what the MOST IMPACTFUL INVENTION FOR THE CAVEMAN?THE FENCE! (Imagine that!)
After watching thousands of thriving businesses:Inventions FROM CAVEMAN simple tools TO FARMER/RANCHER: Farmer knows the lifecycle of a plant Thriving businesses recognize there is a CUSTOMER LIFECYCLE *IF I DO WHAT NEEDS TO BE DONE AT EACH PHASE OF THE LIFECYCLE, I CAN ENJOY A HARVEST!Thriving businesses grow at some point. They recognize THEY can HAVE A SURPLUS There is hope that they can SPEND TIME MAKING WIDGETS There is hope to get out of my nightmare and back into my dream
A fence creates MIND SHARE beyond WALLET SHARE
A new framework for thinking about your marketing AND SALESIt’s easier than the alternative. It’s easy to get started.Fundamental premise: Almost every small business who is still in survival mode has a TON OF OPPORTUNITY THROUGHOUT THEIR BUSINESS. When you go from just CONVERTING SALES to considering the ENTIRE CUSTOMER LIFECYCLE, there ARE LOTS OF EASY WINSYou will find that it feels NATURAL, because it’s based on natural laws of the (customer) harvest. (Grandpa would agree with it).
Spend more time with familyFocus on business growthBusiness built to last
Treating prospects as peopleUsing systems to scale relationshipsMy goal: help you find the biggest opportunitythe goal is NOT to make you perfect. We’re going to identify the top 3 things to attack first.
We are going to work ON your business today. I call it work, but what we are really doing is making sense of a whirlwind of chaotic messages that you hear every day about all of the things you “should” be doing in your business. We’re going to take a different approach that will change the way you think about your marketing forever.And the workbook we’ll be using is the Playbook.Please write your name and phone number down on the fist page. You won’t want to lose this baby.
These are the 7 phases.Instead of just looking at “sales” to see how we are doing, there are SEVERAL IMPORTANT METRICS TO WATCH.[Review each phase]This approach gives us the ability to identify where we are doing well, and where there is more opportunity to be had.It's important to look at the numbers, and the good news is you don't have to implement a whole system out of the gate to improve results, you can improve results relatively quickly with some effort applied in one area.
OPEN WORKBOOK - Good Lifecycle Marketers understand their customersA common mistake is to say “I’m for everyone”Not how success is created. Requires FOCUS AND UNDERSTANDINGQuick Exercise: Who is your customer?Basic CharacteristicsPains, Problems and ChallengesBenefits They SeekWhy They Buy From YouMost common ObjectionsWho is not your target customer
When we are in “sales mode’, we attack our prospects with a Hard Sales Message (i.e. BEAT THEM WITH A CLUB)Lifecycle Marketers find ways to flip the equation around. They get prospects to come to them They create powerful MAGNETS that attract prospectsLet’s look at examples
Even everything free people would be suspicious (manhattan stores with confetti all over the floor saying close out sale –that does not even work all the time)
Their initial magnet said “contact me”Sean Kelley and Andy MackensenWent from Outbound Hunting to Inbound HarvestingWhen they started, they’d chase people all day.Then they created reports that ENTERED THE CONVERSATION going on in their prospect’s head.*Note: Lifecycle Marketers grow healthy prospect databases** is there more information to read as background for Human Healthy **
1. Story: Had a very expensive event model that never produced what they needed it to. 2. After spending $10,000 on a mailing that produced NOTHING, they were facing bankruptcy and possible foreclosure square in the eye3. Tested an educational approach. They sent an email broadcast (through another vendor?) in conjunction with a PBS special about taxes. Got a massive client.4. Created a magnet and started offering it all over. Attracted a ton more traffic** is there more information to read as background for Gleason **
John Carlton: imagine your prospect a lazy, video game playing, stinky dude on a couch. Ain’t getting up for anything.You need to be the one thing that gets his blood pumping today.People don’t wake up in the morning thinking “I need to sign up for yet another email newsletter”Your customers have lots of options, lots of distractions- why even pay attention to you?
[Question] What magnets are you using?Feedback?[Quick Exercise] – fill out Attract TrafficExercise: Pick educational magnet topic: Get inside your prospect’s head.
This is hard work, but it is important because it will help us focus on the right areas.And it will show you how much opportunity is slipping through the cracks!
Businesses that are thriving are focused on CAPTURING the information of their prospects If you want to be able to FOLLOW UP, you have to have their information If you want to have a large prospect database, it comes ONE DAY AT A TIME. You already have leads slipping through the cracks and you don’t even know it.CALL AN OFFICE (of the attendees) LIVE….. or gesture to do so…(Dan Ralph)
Most businesses have enough prospects slipping through the cracks that they could doubleWebsite with form prominently displayedLead Capture process for all customer interactionsBusiness cards ALONE are NOT a lead
Most businesses have enough prospects slipping through the cracks that they could doubleWebsite with form prominently displayedLead Capture process for all customer interactionsBusiness cards ALONE are NOT a lead
Now that you have captured the leads, you can begin to nurture and warm the lead so they become a hot prospectWhen you don’t have a solid lead nurture plan in place, you end up dropping leads. - Doug Huggins Story (?)- SERGE CONCIERGE STORY – no follow up with “NO’s” (Ramon’s example)
One thing we’re doing is touching them with helpful information firstCitation for this slideAs referenced from a study of the Sales and Marketing Executive Club of Los Angeleshttp://jamesriverjournal.com/business-coach/16865-do-not-give-up-follow-up.html
Jeanette was a stay-at-home mom. When Joe’s front office person left, she decided it was time to come work in the business. She heard about Lifecycle Marketing and took off like a rocket. Kept it simple. Did one thing at a time.She spent time mapping out a planShe used the simple templates in our libraryTechnophobe. She saw her first iPad the morning of InfusionCon. Had to get someone to help her get on wireless
Look at the results.
Julie Goldman – The Original Runner CompanyShark tankKardashian weddingMakes custom runners for weddings. Got good press from some celebrity weddings.Before lifecycle marketing: She would take an index card, write down the name of the bride, wedding date, what interested in. Every month – would pull out the card and try to follow up. There HAS to be another way (too time consuming, I’d call and it would be too late, also some brides would call in and expect me to remember details about their wedding. Her follow up stunk.
Debbie Green – Founder. Sell design software to help interior designers Before this nurture was in place, they had 5 people following up on leads. Wowed the audience at the recent MarketingProfs event because their small business out-markets many of the big businesses. One session attendee applauded Debbie for her business’ commitment to customers. Her business of more than 1,000 employees sometimes take a robotic approach to customer follow up. She explained that their communications with customers aren’t personalized or friendly.The size of your business is not important. It’s whether you are committed to nurturing leads.
How many more prospects would you have if you educated them, nurtured them, took care of them?
COMMENT FROM SCOTT TO CONSIDER USING: I kinda do want you to walk out of here a little bit screwed up in the head. I want you to say to other businesses "hey you didn't capture me as a lead, ha ha! Oh, wait I'm not doing that yet either!"
FOR CREATIVE: let’s add live link to this URL – why not embed on an Infusionsoft page?This video could be worth seeing live – if possible
Converting Sales is much easier when you’ve been nurturing them with education and follow up.
One thing we’re doing is touching them with helpful information first
Sean Kelley and Andy MackensenWent from Outbound Hunting to Inbound Harvesting
David Hiersekorn – Private Counsel law practiceDavid turned the “typical” legal model on its head using a creative lead conversion strategy.
Wowing customers creates a monopoly in their mindCar mechanic who shines carCustomers who have indifference towards you are not wowed
Ramon’s story of giving back $5,000 to a customerAsk audience who they rave about
Wow customer without being askedWow customer when a problem happens (ieSmashburger)
Ramon’s example of customer who came and asked how they could spend 100% more with him
Fun, unique dentist in California. Top 20 coolest small offices in United states. When you are leaving, most dentists try to schedule appointment for 6 months, but that date doesn't always work. He sends reminders about the appointments (email and call from receptionist). Take advantage of birthdate. B-day comes with email and postcard
Jermaine Griggs – Hear and PlayJermaine used personalized, triggered follow-up to present upsell offerings Different type of music, current level of consumptionUPSELL IS NOT a SNEAK ATTACK – it’s enabling customers to buy more of what they want from YOU and NOT your competition
Customer referrals are one of the cheapest ways to grow.Nelly asked Daily News to have Ramon speak and Nelly was not even sure what Ramon did for a living (POWER REFERRAL)
What would happen if you doubled referrals?
What would happen if you doubled referrals?
Let’s review the Opportunity AnalyzerWrite the numbers from each phase (monthly). Multiply by 12.
Share totals.
Do some Maps together on Elmo (for those who don’t know what an Elmo is - http://www.adorama.com/EL9417B.html?gclid=CMXX-_bxh7ECFQff4AodSxZVhA)Focus on: Simple, fluid Trigger-based marketing
The key is that the lead is being captured and followed up on automatically.How many “free classes” go uncaptured and unfollowed up on?Life happens!!Law practice that added $642k from “Nos”
Would you like us to show you a little bit how our software works?If you feel this is less relevant for you, you can be rude and get up and leave.I'm not going to try and sell you, or block the door until you buy. The most important thing I wanted to sell you on today, was lifecycle marketing, and to motivate you to move in the direction of implementing lifecycle marketing.
Think of Infusionsoft as the tractor that helps the farmer. We have software to help implement and automate lifecycle marketing all in one system. There are good tools out there to help you implement lifecycle marketing, we help that happen all in one system.
High – Level Overview Web Based, so you can log in from anywhere Multi-user (your whole office logs in) Has a prospect and customer database at it’s core Manage contact details, history/notes (like ACT) Integrated with all the tools you needInfusionsoft allows you to capture leads that you attract with your magnets Everything goes into one customer database Everything is Segmented using TAGS
Google analytics is great – but can’t tell you WHO is visiting your web site.Infusionsoft can
Show the blank map on bullet 4, three other maps
Coaches are now specialized by your type of business. They’ll ask you the right questions to find the biggest opportunity, then they’ll be there to help you get success!
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