Lifecycle Marketing: Challenges and Success
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Transcript of Lifecycle Marketing: Challenges and Success
Lifecycle Marketing: Convert leads and prospects to customers. Convert customers to repeat and loyal buyers
Infusionsoft, Regional Development Director (NY/NJ)
Smallbiztechnology.com, Editor & Technology Evangelist
Author, “Facebook Guide to Small Business Marketing” (Amazon.com best seller), Event producer, speaker, journalist, piano player, FBI Citizens Academy graduate and some more
Ramon Ray - @ramonraywww.ramonray.com
Challenges Success
Surviving Thriving
Our Business Challenges
• Not enough leads – “why aren’t more people interested?”
• Not enough follow up with leads – “almost customers”
• Not enough follow up with customers – “customers are not happy”
• Not enough referrals or upsells – “I’m not getting enough referrals”
• Multiple system chaos – “I’m using 3 or 4 different systems to manage my business
OTHER BUSINESS OWNERS HAVE CHALLENGES TOO!
YOU’RE NOT ALONE!
The Children’s Success Foundation
• 15 years in business• Revenue growth
plateaued• Wanted to go beyond
stagnant list of donors
Strong Single Mom Network
• Strong growth on Facebook and overall• Could not handle growth due to small staff
and funding
Laura Roeder Studios
• Struggle to manage the growth
• Burdened with multiple systems (email marketing, contact management, shopping cart)
Gleason Financial Group
• Multiple systems to manage business (such as Excel and others)
• Spending lots of money to get leads, instead of nurturing the ones they had
Odyssey Preparatory Academy
Two employees doing lots of manual work & managing hundreds of parents and children
Presidential Pools and Spas
• Down Housing market slashed their sales (from 2,000 pools in 2006 to 500 in 2010)
• Manual data entry
PrivateCounsel
• $4,000 a month on marketing materials and services
• $10,000 a month on marketing specialist, seminars and more
• Sending marketing info to same people
Original Runner Company
• First season of Shark Tank
• Kept customers on index cards; overwhelmed by success
Ptex Group
• Customer experience slacked; influx of lead follow up suffered; four company divisions were not communicating properly about customers
Infusionsoft Laboratory – Two Results
15,672 customers
57,210 users
Lifecycle Marketing (process)
Infusionsoft (system)
What Is Infusionsoft?
• The all in one online sales and marketing software for small businesses
• Marketing automation campaigns to automate your business processes
• Modules: CRM, e-commerce, social media, email marketing, customer database, marketing campaigns and more
• Convert leads into customers. Customers into repeat customers
Your Benefits from Infusionsoft?
• Save time. Gives you back time.• Increase productivity• Turn your business into a “mini-Amazon.com”• Enable money making activities sales and
marketing functions “in your sleep” with marketing automation
• Go beyond just email marketing and a customer database
• Focus on the future growth of your business
ARE YOU IN THE WEEDS OR THE CLOUDS?
Are you in the weeds or in the clouds? – Brian Moran
Second part of Infusionsoft lab results
Lifecycle Marketing
Lifecycle Marketing Concepts
1. Treat every customer as if they were the only special customer
2. Multiple touch-points, in different ways, at different times
3. Customers buy when they’re ready to buy, not when you’re ready to sell
LIFECYCLE MARKETING – 7 STEPS
Define and target your customer
1. Attract traffic with the right lead magnet(s)
Eric’s Top 10 Lead Magnet Ideas① Host an Event② Connect them with Someone Special③ Free Samples ④ Write an E-Book Bestseller⑤ Free Consultation or Session⑥ Educational Series (email, video)⑦ Activate a Free Trial or Test Drive⑧ Exclusive Invitation to a Live Webinar⑨ Early Access to Your New Next Big Thing⑩ Deliver an Informative E-Paper (7 things …)
2. Capture leads
3. Nurture leads
Multiple touching, nurturing, is critical. Nurturing leads is all about “know, like and trust” (John Jantsch, Duct Tape Marketing)
4. Convert to sales
5. Deliver and Delight
5. Deliver and Delight
Wowing Your Customers
+ Great Customer Service
= Low Cost Marketing & Customer Retention Tools
The $5.00 Challenge
What could you do with $5 or less to “WOW” every
new client?
6. Upsell
7. Referrals
Jermaine Griggs – Hear and Playbit.ly/jermainegriggs
• Created personal relationships
• Sent targeted messaging (LCV >
$200)
• Doubled Net Profit!
You now have a complete business growth plan
Infusionsoft
Lifecycle Marketing
Lifecycle Marketing
Define and target your customer1. Attract traffic with lead magnets2. Capture leads3. Nurture leads4. Convert to sales5. Deliver and delight6. Upsell7. Get referrals
You are not alone in the CHALLENGES you face in your business.
You are not alone in the opportunities of SUCCESS you can have in your business.
The Children’s Success Foundation
• Now automate their marketing to better communicate, track interest, respond to interest and more.
• Tripled their mailing list
Strong Single Mom Network
• Now segments her member moms, follows up based on their needs and more.
• Developed paid VIP membership; over 4,000 Facebook fans, over 500 members
Laura Roeder Studios• With a streamlined
process and system Laura went from $100k to $800k in revenue
• Increased leads from 2,000 to 56,400
Gleason Financial Group
• Now spend more time with family
• Increase in tax clients from 438 to 1,069
• List size increase from 3,215 to 7,728
Odyssey Preparatory Academy
• Now automate their back office processes• Reduced work load
Presidential Pools and Spas
2x – 3x higher closing rate and increase in revenue
PrivateCounsel
• Now automated fulfillment to close more sales and deliver better services
• Spend more time with daughter who has genetic heart disease
Original Runner Company
Increased lead conversions by 60%, follow-up by 500%; referrals by 80%
Ptex Group - Opportunity• Now personal touch
to clients; freed up time for business growth
• 15% increase in customers; 25,000 new leads; reduction in advertising budgetAwesome insight on marketing & biz growth - http://bit.ly/menyhoffman
You now have two powerful small business growth solutions.
Lifecycle Marketing Infusionsoft
Your investment?
• Lifecycle Marketing is FREE• Costs you TIME and a DECISION to change
how your business works• Take your current system and tweak them into
the Lifecycle Marketing process
Please ask yourself 3 important questions
Would your business be better with Lifecycle Marketing
Could you generate more profit/revenue with Lifecycle Marketing
Could you spend more time with _____________ with Lifecycle Marketing
Thank you.The decision is yours!
Lifecycle Marketing: Convert leads and prospects to customers. Convert customers to repeat and loyal buyers