In a majority of businesses, referrals are the least expensive and most effective source of new leads. In fact, in a survey we conducted, over 61% of nearly 1000 small businesses said that referrals are their most effective lead generation source. Asking your customers to tell their friends, family and colleagues about your business is one of the easiest marketing tools you can use to boost your revenue and maintain lasting relationships with your customers.
How to Improve Demand Generation with EmpathyAggregage
Â
The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity).
However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts.
Hereâs the thing: we have more channels, content, and technology to reach potential customers. But connecting with and converting buyers has never been more challenging.
B2B sales are way more emotional than B2C because peopleâs careers are on the line.
Thatâs why all the automation tools, best practices, data analytics wonât help get better results until you master empathizing with your customers.
In this webinar, youâll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.
⢠Learn how a company increased sales opportunities by 303% by being uber helpful to buyers
⢠Discover your customers' core emotional motivators (so you can increase personalized connections)
⢠Design empathetic marketing messages that resonate with motivational drivers for a more impact
Stan Slap - Creating the Competitive Edge and a Brandable Customer ExperienceInsideSales.com
Â
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/stan-slap
Session Overview
Every company sells both a product and a âprocessââan experience that customers go through to buy and use that product. Itâs the quality of the process that most decides your customersâ decision to advertise and sell for youâto brand you.
In this myth-busting keynote speech, Stan will explain how to create a brandable customer experience, cause your employees to protect and promote it and your customers to recognize it as intentional. Heâll explain what doesnât work even though itâs most often tried, what will work, and the ultimate key to creating a compelling, competitive and durable brand- key that is held by every employee in your company.
How to Improve Demand Generation with EmpathyAggregage
Â
The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity).
However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts.
Hereâs the thing: we have more channels, content, and technology to reach potential customers. But connecting with and converting buyers has never been more challenging.
B2B sales are way more emotional than B2C because peopleâs careers are on the line.
Thatâs why all the automation tools, best practices, data analytics wonât help get better results until you master empathizing with your customers.
In this webinar, youâll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.
⢠Learn how a company increased sales opportunities by 303% by being uber helpful to buyers
⢠Discover your customers' core emotional motivators (so you can increase personalized connections)
⢠Design empathetic marketing messages that resonate with motivational drivers for a more impact
Stan Slap - Creating the Competitive Edge and a Brandable Customer ExperienceInsideSales.com
Â
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/stan-slap
Session Overview
Every company sells both a product and a âprocessââan experience that customers go through to buy and use that product. Itâs the quality of the process that most decides your customersâ decision to advertise and sell for youâto brand you.
In this myth-busting keynote speech, Stan will explain how to create a brandable customer experience, cause your employees to protect and promote it and your customers to recognize it as intentional. Heâll explain what doesnât work even though itâs most often tried, what will work, and the ultimate key to creating a compelling, competitive and durable brand- key that is held by every employee in your company.
Achieve high growth by keeping customers coming back to your ecommerce websiteKissmetrics on SlideShare
Â
Success! Youâve got a regular stream of sales coming in, but the cost of acquisition is so high, how do you make this more profitable? How do you increase the lifetime value of a customer by enticing them to come back?
A healthy customer retention rate is a key factor in any high growth business. You canât be a high growth without it!
During this webinar, Tom Robertshaw, Ecommerce Evangelist at Space 48, will take you through how to factor in customer retention in all areas of the business. Whether this is improving auditing and improving website user experience or through identifying targetted email campaign opportunities.
Youâll learn:
A wide range of opportunities for re-engaging with customers
Different ways to evaluate your website performance and customer satisfaction
How to prioritise the newly identified opportunities so that you can take the next step and test them
Real-life examples of how our customers have increased revenues through successful customer retention strategies
Marketing Metrics That Matter - HOW Design Live 2018Ali Schwanke
Â
This presentation was originally given at the HOW Design Live/HOW Marketing Live Conference in Boston, on April 30, 2018.
The session addressed the differences between various categories of metrics, vanity metrics (Facebook likes/shares) vs. metrics that illustrate customer retention (conversions/engagement), that marketers seek.
We then explored how designers can help their team increase performance by presenting information and metrics in a visually appealing way to illustrate overall value, as a result of establishing clear goals and outcomes at the onset of marketing and design collaborations.
For more information about this topic, contact Ali Schwanke or Simple Strat at www.simplestrat.com.
Sources referenced in this presentation include Crazy Egg, KissMetrics, AMA, Search Engine Journal, HubSpot, and Tim Ferris.
7 Pitfalls That Will Ruin Your Analytics Data and Prevent You from Getting An...Kissmetrics on SlideShare
Â
We all want that insight that will 2x our revenue or bump up our conversion rate by 20%. Before you can get that though, you need to have accurate data that you can actually trust.
In this webinar, Ruben Ugarte, founder of Practico Analytics will show you the most common mistakes that companies make when they are setting up their analytics tools. Some of these mistakes might not seem important in the beginning but they will become obvious 6 months after your implementation.
You'll learn:
Why you need a plan before you ever write a single line of code and how skipping this almost guarantees you will fail.
How a little detail like event names can make your data a joy or a pain to work with.
Why adding more tools isn't always better despite how fun it may seem.
The landscape of e-commerce search marketing is changing fast. More retailers are shifting their budgets from traditional text ads to Google Shopping ads to adapt to consumer tastes.
But Google Shopping ads are an entirely different beast than old-school text ads. E-commerce catalogs can span hundreds of thousands of SKUs, which translates to millions of KPIs to track when optimizing campaigns -- data overload for already busy e-commerce marketers!
With so much data, where do you even begin? Weâll show you 4 hacks to cut right to the heart of Google Shopping success, so you can maximize your investment in the channel.
Join Kissmetrics and Sidecar to learn:
Your new go-to AdWords tab for viewing Google Shopping data any way you want
The words and phrases shoppers use to find your products on Google â and how to capitalize on them
How the AdWords Item ID Report can reveal top-performing items and help you revive items that lag
Tactics to turn mobile clicks into sales by segmenting your Google Shopping campaigns by device
Guillaume Cabane is VP of Growth at Segment and certainly one of the leading true practitioners of the craft. He eats, sleeps and breaths growth and itâs awesome.
Kissmetrics is proud to partner with Segment and Guillaume to talk about what practicing growth can mean to an organization as well as the strategies and technologies that support that.
In this presentation you will:
Understand Guillaumeâs overall approach to the growth practice
Learn how Guillaume approached and significantly accelerated the growth cycle at Segment by greatly increasing inbound lead to conversion velocity
See the key technologies required to drive growth and get a peak at Kissmetricsâ new platform for the first time.
Most people that visit your website come and go without making a purchase or becoming a lead of any kind. Cranking up lead generation calls for offering powerful lead magnets that compel prospects to take action.
In this webinar, youâll learn how to develop lead magnets to catapult conversion and generate subscribers faster and more effectively.
Youâll learn:
How to create lead magnets with pulling power
5 principles for creating a great lead magnet
All about the different types of lead magnets that convert visitors to leads
17 ways to promote your lead magnet
If you care about conversion, you need to carve 60 minutes out of your week to attend this information-packed session with digital marketing expert Barry Feldman.
Only 8% of salespeople get 80% of sales. What are they doing differently? Simple, they're not making sales calls that waste time and have no purpose. This SlideShare explains how you can put an end to junk sales calls.
How To Skyrocket Your Blog Following and Create A Revenue-Generating MachineKissmetrics on SlideShare
Â
Content Marketing Institute regularly reports that while a majority of companies do some form of content marketing, they fail to see tangible ROI from their efforts.
This webinar will dive into how Influence & Co. generated 20% of the companies revenue in 2016 using content, and will discuss various tactics that you can use to apply the same strategies to your own blog.
You will learn tactics such as:
Co-branded content
Linking strategies (effect links aren't just for SEO)
Content optimization and techniques
Pop-up offers
Incorporating content into your other sales efforts
Weâll unveil three H2H (human to human) marketing best practices you can use in 2017, with examples of H2H marketing successes, and most importantly how to measure that success.
You'll learn:
-The Power of H2H and its role in todayâs marketing
-H2H and Influence
-H2H and Loyalty
-Intersection of loyalty, influence, and growth marketing
-Best practices
Women In Automotive 2017 - Jeffery Tobias Halter (Personal Development)Christina Fowinkle
Â
Selling to Men. Selling to Women.
This workshop focuses on the role of gender communications in the sales process. Does your sales organization (and your non-sales team) understand how to tailor messages for maximum effectiveness to reach the target audience?
What Drives Women?
Women make a majority of service and buying decisions, but most are uncomfortable bringing their cars in for service. Why is this? This Webinar will help you capture more of a demographic that is crucial to your business.
Stop Ruining your Real Estate Reputation - Detox your Digital BrandLaura Monroe
Â
Your personal and brand reputation depends on TRUST - Detox the behaviors that damage your reputation, and measure the insights from truth-telling word of mouth marketing.
Sell more churn less: Learn the power of analytics-based customer engagementKissmetrics on SlideShare
Â
As customer engagement automation evolves, the line between analytics and behavioral notifications has begun to blur. In this webinar, we will explore the current customer engagement ecosystem and provide some best practices for eCommerce and SaaS business.
You will learn how to define the right behavioral triggers for your business and use them to increase conversions and retention, and decrease churn.
Find out why collecting an email address on entrance or exit can lead to more net customers through smart behavioral targeting
Turn your dead leads into live customers using smart segmentation for optimal engagement automation
Learn how to identify customers likely to churn, and what to say to them to keep them customers
Everyone wants to grow, but most companies struggle to find the "secret sauce" to unlocking breakout growth. What do fast-growing companies know and do that the rest of us miss?
In this webinar, Morgan Brown, author of Hacking Growth: How Today's Fastest-Growing Companies Drive Breakout Success will show you exactly how fast-growing companies organizing themselves and operate to find win after win, fueling their impressive growth curves.
Customer Success-driven Growth â seeing Customer Success not as a way to simply make customers âhappyâ or reduce churn, but as a true Growth Engine â is all about driving expansion (upsells, add-ons, land and expand, viral expansion, etc.), but in a way that absolutely requires a baseline focus on the customerâs success.
Growth that occurs as part of the customerâs evolution and success is growth that is Rapid, Exponential, and Efficient, and Sustainable. As customers succeed and evolve, their relationship with you should evolve and grow as well; but you have to ensure that happens.
The key to making expansion within - and from - your customer base work in a way that is customer-positive at scale is knowing exactly what expansion offer to present to the customer and when to do it.
In this webinar, youâll learn how to use customer data to:
Make effortless, no-selling-required upsells (no, seriously)
Quickly double (or more!) recurring revenue
Get customers to spread the word about you on a consistent basis
Encourage viral expansion in even the most boring products
And much more
Join Lincoln Murphy, Customer Success-driven Growth Architect at Sixteen Ventures...
Marketing 101 for Startups: How to grow your Business and Talk to Investors a...Pemo Theodore
Â
Sean Percival, Partner 500Startups: Marketing 101 for Startups: How to grow your Business and Talk to Investors about Marketing.
Sponsored by AT&T Foundry & Ericsson
Achieve high growth by keeping customers coming back to your ecommerce websiteKissmetrics on SlideShare
Â
Success! Youâve got a regular stream of sales coming in, but the cost of acquisition is so high, how do you make this more profitable? How do you increase the lifetime value of a customer by enticing them to come back?
A healthy customer retention rate is a key factor in any high growth business. You canât be a high growth without it!
During this webinar, Tom Robertshaw, Ecommerce Evangelist at Space 48, will take you through how to factor in customer retention in all areas of the business. Whether this is improving auditing and improving website user experience or through identifying targetted email campaign opportunities.
Youâll learn:
A wide range of opportunities for re-engaging with customers
Different ways to evaluate your website performance and customer satisfaction
How to prioritise the newly identified opportunities so that you can take the next step and test them
Real-life examples of how our customers have increased revenues through successful customer retention strategies
Marketing Metrics That Matter - HOW Design Live 2018Ali Schwanke
Â
This presentation was originally given at the HOW Design Live/HOW Marketing Live Conference in Boston, on April 30, 2018.
The session addressed the differences between various categories of metrics, vanity metrics (Facebook likes/shares) vs. metrics that illustrate customer retention (conversions/engagement), that marketers seek.
We then explored how designers can help their team increase performance by presenting information and metrics in a visually appealing way to illustrate overall value, as a result of establishing clear goals and outcomes at the onset of marketing and design collaborations.
For more information about this topic, contact Ali Schwanke or Simple Strat at www.simplestrat.com.
Sources referenced in this presentation include Crazy Egg, KissMetrics, AMA, Search Engine Journal, HubSpot, and Tim Ferris.
7 Pitfalls That Will Ruin Your Analytics Data and Prevent You from Getting An...Kissmetrics on SlideShare
Â
We all want that insight that will 2x our revenue or bump up our conversion rate by 20%. Before you can get that though, you need to have accurate data that you can actually trust.
In this webinar, Ruben Ugarte, founder of Practico Analytics will show you the most common mistakes that companies make when they are setting up their analytics tools. Some of these mistakes might not seem important in the beginning but they will become obvious 6 months after your implementation.
You'll learn:
Why you need a plan before you ever write a single line of code and how skipping this almost guarantees you will fail.
How a little detail like event names can make your data a joy or a pain to work with.
Why adding more tools isn't always better despite how fun it may seem.
The landscape of e-commerce search marketing is changing fast. More retailers are shifting their budgets from traditional text ads to Google Shopping ads to adapt to consumer tastes.
But Google Shopping ads are an entirely different beast than old-school text ads. E-commerce catalogs can span hundreds of thousands of SKUs, which translates to millions of KPIs to track when optimizing campaigns -- data overload for already busy e-commerce marketers!
With so much data, where do you even begin? Weâll show you 4 hacks to cut right to the heart of Google Shopping success, so you can maximize your investment in the channel.
Join Kissmetrics and Sidecar to learn:
Your new go-to AdWords tab for viewing Google Shopping data any way you want
The words and phrases shoppers use to find your products on Google â and how to capitalize on them
How the AdWords Item ID Report can reveal top-performing items and help you revive items that lag
Tactics to turn mobile clicks into sales by segmenting your Google Shopping campaigns by device
Guillaume Cabane is VP of Growth at Segment and certainly one of the leading true practitioners of the craft. He eats, sleeps and breaths growth and itâs awesome.
Kissmetrics is proud to partner with Segment and Guillaume to talk about what practicing growth can mean to an organization as well as the strategies and technologies that support that.
In this presentation you will:
Understand Guillaumeâs overall approach to the growth practice
Learn how Guillaume approached and significantly accelerated the growth cycle at Segment by greatly increasing inbound lead to conversion velocity
See the key technologies required to drive growth and get a peak at Kissmetricsâ new platform for the first time.
Most people that visit your website come and go without making a purchase or becoming a lead of any kind. Cranking up lead generation calls for offering powerful lead magnets that compel prospects to take action.
In this webinar, youâll learn how to develop lead magnets to catapult conversion and generate subscribers faster and more effectively.
Youâll learn:
How to create lead magnets with pulling power
5 principles for creating a great lead magnet
All about the different types of lead magnets that convert visitors to leads
17 ways to promote your lead magnet
If you care about conversion, you need to carve 60 minutes out of your week to attend this information-packed session with digital marketing expert Barry Feldman.
Only 8% of salespeople get 80% of sales. What are they doing differently? Simple, they're not making sales calls that waste time and have no purpose. This SlideShare explains how you can put an end to junk sales calls.
How To Skyrocket Your Blog Following and Create A Revenue-Generating MachineKissmetrics on SlideShare
Â
Content Marketing Institute regularly reports that while a majority of companies do some form of content marketing, they fail to see tangible ROI from their efforts.
This webinar will dive into how Influence & Co. generated 20% of the companies revenue in 2016 using content, and will discuss various tactics that you can use to apply the same strategies to your own blog.
You will learn tactics such as:
Co-branded content
Linking strategies (effect links aren't just for SEO)
Content optimization and techniques
Pop-up offers
Incorporating content into your other sales efforts
Weâll unveil three H2H (human to human) marketing best practices you can use in 2017, with examples of H2H marketing successes, and most importantly how to measure that success.
You'll learn:
-The Power of H2H and its role in todayâs marketing
-H2H and Influence
-H2H and Loyalty
-Intersection of loyalty, influence, and growth marketing
-Best practices
Women In Automotive 2017 - Jeffery Tobias Halter (Personal Development)Christina Fowinkle
Â
Selling to Men. Selling to Women.
This workshop focuses on the role of gender communications in the sales process. Does your sales organization (and your non-sales team) understand how to tailor messages for maximum effectiveness to reach the target audience?
What Drives Women?
Women make a majority of service and buying decisions, but most are uncomfortable bringing their cars in for service. Why is this? This Webinar will help you capture more of a demographic that is crucial to your business.
Stop Ruining your Real Estate Reputation - Detox your Digital BrandLaura Monroe
Â
Your personal and brand reputation depends on TRUST - Detox the behaviors that damage your reputation, and measure the insights from truth-telling word of mouth marketing.
Sell more churn less: Learn the power of analytics-based customer engagementKissmetrics on SlideShare
Â
As customer engagement automation evolves, the line between analytics and behavioral notifications has begun to blur. In this webinar, we will explore the current customer engagement ecosystem and provide some best practices for eCommerce and SaaS business.
You will learn how to define the right behavioral triggers for your business and use them to increase conversions and retention, and decrease churn.
Find out why collecting an email address on entrance or exit can lead to more net customers through smart behavioral targeting
Turn your dead leads into live customers using smart segmentation for optimal engagement automation
Learn how to identify customers likely to churn, and what to say to them to keep them customers
Everyone wants to grow, but most companies struggle to find the "secret sauce" to unlocking breakout growth. What do fast-growing companies know and do that the rest of us miss?
In this webinar, Morgan Brown, author of Hacking Growth: How Today's Fastest-Growing Companies Drive Breakout Success will show you exactly how fast-growing companies organizing themselves and operate to find win after win, fueling their impressive growth curves.
Customer Success-driven Growth â seeing Customer Success not as a way to simply make customers âhappyâ or reduce churn, but as a true Growth Engine â is all about driving expansion (upsells, add-ons, land and expand, viral expansion, etc.), but in a way that absolutely requires a baseline focus on the customerâs success.
Growth that occurs as part of the customerâs evolution and success is growth that is Rapid, Exponential, and Efficient, and Sustainable. As customers succeed and evolve, their relationship with you should evolve and grow as well; but you have to ensure that happens.
The key to making expansion within - and from - your customer base work in a way that is customer-positive at scale is knowing exactly what expansion offer to present to the customer and when to do it.
In this webinar, youâll learn how to use customer data to:
Make effortless, no-selling-required upsells (no, seriously)
Quickly double (or more!) recurring revenue
Get customers to spread the word about you on a consistent basis
Encourage viral expansion in even the most boring products
And much more
Join Lincoln Murphy, Customer Success-driven Growth Architect at Sixteen Ventures...
Marketing 101 for Startups: How to grow your Business and Talk to Investors a...Pemo Theodore
Â
Sean Percival, Partner 500Startups: Marketing 101 for Startups: How to grow your Business and Talk to Investors about Marketing.
Sponsored by AT&T Foundry & Ericsson
This is a Futurelab Action Guide I wrote up on the topic of customer centricity.
Before you criticise the small fonts: it's designed for use on a small/computer screen only :-)
People do business with people they know, like, trust and REMEMBER. If you are not staying in touch on a regular basis with your existing customers and prospects, you will eventually be forgotten. Youâll learn secrets Iâve discovered over the years about how to effectively follow up, build relationships, and stay top-of-mind.
How to win on the customer experience battleground; where businesses are won ...Noojee Contact Solutions
Â
Everyone's talking about customer experience. But what is it? And how can you really influence it, to give your business a winning advantage? Here's your action plan!
We take you step by step through how to define customer experience (hint: it's not the same as customer service!).
Then, through a series of checkpoints you'll begin to identify the touchpoints and interactions that you can influence, particularly in your contact centre.
Finally we'll take a look at how Zappos managed to transform their customer experience - and what the learnings are for you.
This is a great presentation to go through with your management team or a customer service team looking to find way to improve.
Differentiate Yourself From the Competition: 15 Sales Experts Share How jennypoore
Â
We all want to believe that we do a better job than anyone else, that no one else can compare. And while confidence is an important part of succeeding in sales, it isnât true.
A companyâs success is largely based on its ability to articulate and execute why it is DIFFERENT and BETTER than the competition.
Being âbetterâ than someone else wonât get you very far. It might just make you feel good in the short-term. And assuming that your competitor will never âcatch upâ to you is a dangerous game to play.
If you bring this down to the salespersonâs level, those that tend to succeed are skillful at catching their prospectâs attention. They offer information. They send a âthank youâ note. They think ahead. On the flip side, the average low-performing salesperson requests information and time from their prospect (rather than offering it), avoids sending a handwritten thank you note (because that would âtake too longâ), and thinks on the fly (rather than thinking ahead).
Successful salespeople seek to be different, not just âbetterâ. Because being different makes them better (i.e. more successful) in the long run.
We were curious about how our fellow sales pros thought about differentiation at the salespersonâs level, so we asked a few experts this question:
âWhat is ONE way a salesperson can differentiate him or herself from their competition?â
http://www.salesengine.com/sales/differentiate-yourself-from-the-competition-15-sales-experts-share-how/
Understanding List Management
Always Be Truthful
The Role of Your List: Always at the Front of Your Mind
Listen to Your List - Reap the Rewards
The Rating System
E-zines and Newsletters
Personal List - Mixed Content
Summary
How Small Businesses Define and Achieve SuccessInfusionsoft
Â
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
Â
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 youâre 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.
Janette Gleason - Marketing = top of mind awareness
Â
Rollin' in Referrals: How to Drive Referrals Through The Roof
1. Rollinâ in Referrals:
How to Drive Referrals
Through The Roof
Presented by Tyler Garns
Director of Marketing, Infusionsoft
@tylergarns
2. Get out a blank piece of
paper & a pen
Draw line down middle vertically
On the left youâll take notes
On the right youâll write down insights about your OWN
business
On the back, weâll do an exercise
@tylergarns
3. Do you have a referral
strategy?
âI donât advertise. All my business come from word-of-
mouthâ is NOT a referral strategy
It means youâre doing a good job making customers
happy, but most likely, you can harness referrals in a
more systematic way
@tylergarns
4. Referral Strategy
(write this down)
A good referral strategy involves FOUR important
components
WOWing customers
Systematically requesting referrals
Systematically giving your customers a way to refer
Itâs about REPUTATION, not compensation
@tylergarns
5. WOWing Customers
It doesnât start after the sale
Every interaction before AND after the sale contribute
to the feeling of WOW
Overdeliver on the promise to make them happy
(EVEN IF THEY DONâT BUY)
@tylergarns
10. Systematically Requesting
Referrals
Find natural, already existing touch points to request
referrals
Then, make it happen automatically
If you have sales reps/support reps - incentivize them
for collecting referrals
(hint: they do what you pay them to do)
@tylergarns
11. Systematically Give
Customers a Way to Refer
Overcommunicate to your customers how they should
give you referrals
This should be included in just about every
communication where it feels natural
In your email signature, at the bottom of all follow up
emails, on your postcards, on all direct mail, in the
recorded message people hear when theyâre waiting
on hold, when you ďŹnish a call with a customer, etc.
@tylergarns
12. If you donât create a system
for generating referrals, it will
never become a sustainable,
dependable source of
revenue in your business.
@tylergarns
13. Itâs about reputation, not
compensation
Sure, people like to get a little spiff if they refer, but
theyâre much more concerned about what their referral
will think of them after they refer
You want to set them up for an ego-boost after they
refer
The ego-boost creates a desire in them to refer more
People are more altruistic than you might think - give
the referral something as well (it also strokes the
referrers ego - âI can get you a hookupâ)
@tylergarns
14. Typical Customer Lifecycle
Generate Interest
Sell, Sell, Sell
Get New Customers
Sigh Of Relief
Go Do It Again
Problem:
3 Holes In Your Funnel
@tylergarns
15. Holes In Your Funnel
Hole #1: Lost TrafďŹc
Hole #2: Lost Leads
Hole #3: Lost
Customers
@tylergarns
16. When this happens, people
make a HUGE mistake
Most people focus
solely on the top of the
funnel (trafďŹc)
Meanwhile, stuff is pouring
out of the holes in the
bucket
Focusing on referrals is
one of the ways to make
effective change
@tylergarns
17. Referrals are your most cost
effective way of driving
qualiďŹed trafďŹc
@tylergarns
19. Letâs create your strategy
Turn your paper over (make a quick sketch of the
customer lifecycle - funnel, $, arrow)
Where is your biggest opportunity
Do you have more trafďŹc, or more leads, or more
customers, or more partners to work with?
Where is your second biggest opportunity?
Write those both down
@tylergarns
20. Letâs see examples in each
of these areas?
Leverage your trafďŹc for referrals
Leverage your leads for referrals
Leverage your customers for referrals
Leverage your partners for referrals
@tylergarns
21. Leverage your trafďŹc
Make it easy to share
Sharethis.com, Addthis.com, GetSocial,
Embed Facebook comments (there are Wordpress
plugins, widgets, etc) - Facebook is the best referral
machine ever invented
Use Google +1 on your site
Offer great stuff - ask people to share it - make it easy
@tylergarns
22. Leverage your leads
After people opt-in, offer them a bonus, require referrals
Example - Master of the Moment
@tylergarns
25. Another example
Initial offer
Create further
engagement
Request referrals for
more bonus material
@tylergarns
26. Leverage your customers
Post-sale bonus
Find the point of climax (referring to the WOW factor)
and ask for referrals then
Ask for referrals in order to get a discount on your next
upsell
Ask for referrals after sending a customer satisfaction
survey (only to people who say they were satisďŹed)
@tylergarns
27. Example: Heating & A/C
Business
Theyâve crafted a
perfect customer
experience that
culminates in a request
for referrals
@tylergarns
30. Leverage Partners
Many people do
partnerships wrong
It shouldnât be like
playing catch - âIâll
throw you a lead,
you throw me a
leadâ.
@tylergarns
31. Leverage Partners
What if your partner doesnât build a system? Heâll only
send leads occasionally.
What if you build a great, proďŹtable relationship around
a partner and then that partner goes out of business,
sells, the business, or dies?
@tylergarns
32. Leverage Partners
Find a handful of committed partners that have
complimentary businesses (and their target market is
the same as yours)
Build your referrals offers DEEP into each others
businesses
Make sure the referral engine is part of the standard
operating procedures
Make sure partners are compensated enough to be
motivated to drive business for you
@tylergarns
33. If you do all this right...
....You will build a referral engine that feeds you good
leads every day without you having to do much.
@tylergarns
34. Poll: How much more
revenue?
$1,000
$5,000
$10,000
$25,000 or more
@tylergarns
35. How do you put all these
strategies in place?
One step at a time
Build the system (donât include yourself in the system
or you wonât be able to implement the next one)
Use web-based automation tools to automate as much
of the work as possible
@tylergarns
36. What is Infusionsoft?
If you combined ACT!, 1ShoppingCart, Aweber,
Salesforce.com, ConstantContact, and Outlook - you
still wouldnât have Infusionsoft.
Infusionsoft is less expensive than adding all those
thing together, and it has some secret sauce (hint:
automation) that you canât get anywhere else.
#1 Marketing Automation solution for small business,
used by 6,000+ businesses and many gurus.
@tylergarns
38. Who is Infusionsoft for?
Professional Services: Other Services:
Doctors, Lawyers, Landscaping, House
Real Estate, Insurance, Cleaning, A/C
etc. Repair, Pest Control,
Martial Arts, Dance
Online Retailers
Info Marketers &
Widgets, Accessories,
Internet Marketers
Camping Gear, etc.
@tylergarns
39. Questions
Through today only - get a free
consultation on how Infusionsoft can help
you drive more referrals
Call 866.800.0004 ext.1
Or call your Infusionsoft sales rep
@tylergarns