The document summarizes strategies for small businesses to improve sales and marketing efforts. It discusses lead capture techniques, proper customer relationship management (CRM) using segmentation and tracking opportunities, online scheduling to improve availability, and following up with leads through inbound marketing automation. Email marketing best practices are also covered, including the importance of relevant subject lines and personalization, as well as using different email templates for educational content versus calls to action. The event aims to help small businesses convert more sales by getting potential customers on the phone and following up effectively.

1. Ignite Your Growth 2012:
Small Business Success Summit

2. Cory & Scarlett – Crew & Remington

3. Convert Sales:
Get them on the Phone

4. Convert Sales:
Get them on the Phone
• Lead Capture – Done the Right Way
• CRM – Proper Database Management
• Online Schedulers – Get them to come to You
• Following up with Leads – Inbound Harvesting
• Email – Templates that Work

5. Lead Capture:
Done the Right Way

6. Lead Capture
• Online web forms
• QR codes
• Events
• Networking
• Walk ins
• Referrals
• Call ins
• etc

7. Call to ACTION???

8. A little better

9. Call to Action

10. Call to Action

11. Call to Action

12. Call to Action

13. Landing Page – from ppc

14. Infusionsoft’s Lead Capture

15. CRM:
Proper database management

16. CRM:
Where do your leads go?
• Sticky notes
• Excel spreadsheets
• Email inbox / folders
• Outlook contacts
• CRM – (salesforce, act, goldmine, etc)
• Infusionsoft - CRM

17. CRM:
Got to be Organized
Segment based on Person Type
• Lead
• Prospect
• Customer
• Client
• Partner
• Affiliate
• Vendor

18. Infusionsoft

19. Sales CRM:
Opportunity Management
• New Lead
• LVM 1-2-3
• Initial Interest
• Educate
• Validate
• Decide
• Closed – Won
• Closed – Lost
• Long-Term-Nuture

20. Infusionsoft

21. Online Schedulers:
Get them to come to You

22. Online Schedulers
• Get them to come to you
• Make your time Valuable
• Eliminates/Minimizes need of Secretary
• Ease of use for both parties
• Eliminates unnecessary calls

26. Following up with Leads:
Inbound Marketing

27. Lost Opportunity
10,000
(audience)
90 Responders
Fall through the cracks

Never any follow-up

100
(responders)
They'll buy somewhere else

It's all about TIMING

10
(customers)

28. Take Advantage of Lost
Opportunities
10,000
(audience)
100 90 85 80 75
(responders)
10 5 5 5 5
(customers) (new) (new) (new) (new)
30 New Customers – No Additional Cost

29. One Step Further
X 10,000
(audience)
Automate
Education
X 100
(responders)
90 85
Automate
80
Follow Up
10 5 5 5
(customers) (new) (new) (new)
Automate Workflow

30. It’s all about the Follow-up
3 Basic Must have Campaigns
• New Lead Campaign
• New Customer Campaign
• Long-term Nuture Campaign

31. Email:
Templates that Work

32. Email:
What affects open rates?
• Subject line
• Time of day you send
• “From” address
• Personalization
• RELEVANCY !!!
-tip: When the subject line is relevent to the
recipient, the copy isn’t as important

33. Email:
2 Types of Emails
• Educational • Call to Action
• Great Value • Raise your hand
• No call to action • Buy this
• No sales pitch vs. • Attend this event
• Tips & Tricks • Schedule this appt
• Business building tips • *straight to the point
• *no newsletters • *don’t need to be
Shakespeare

34. Email:
2 types of Calls to Action
• Click a link • Reply to email
• Register • Get a response
• Information Packets • Engage more
• Watch Video vs. communication
• Fill out webform
• Order

35. Send an Email
• After every call, appt, meeting, task, etc.

36. Email:
Templates for different Scenarios
• Ask for an appt
• Missed appt
• No Response – never was able to connect
• Reengage – lead went dark on you
• LVM’s
• Information packets
• Bad contact

37. Missed Appointment

38. Reengage

39. Can’t seem to Connect

40. LVM

41. No Response

42. Bad Contact Info

43. Information - Click

44. Information - Click

45. Cory Bendixen
Office: 480.499.6669
Mobile: 801.318.6881
cory.bendixen@infusionsoft.com