Although the goal of inbound marketing is for your business to be found by consumers that are looking for information on products or services in your industry through search engines and social media, it doesn’t stop there. These slides are from a webinar presented by Tyler Garns that can be viewed here: http://partners.infusionsoft.com/2011webinar/inbound Register for this webinar and learn how you can effectively turn your inbound marketing into sales. During the webinar, Tyler will show you how to turn inbound marketing into to sales by explaining: * How most inbound marketers "catch and release" those interested in their product or service * How to turn inbound traffic into antsy buyers * How to create and measure a return on investment with your inbound marketing efforts * How to sell more without being too pushy Inbound marketing can be a powerful play for your business if you use it the right way. By combining inbound marketing with other marketing tactics, your small business can create a strong presence on and off the web.

1. How to Turn
Inbound Marketing
Into Sales
@tylergarns

2. How Come Inbound
Marketing Doesn’t Work For
Some People?
@tylergarns

3. What’s the result?
@tylergarns

4. Tools + Tactics - Strategy =
@tylergarns

5. What influences site visits?
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6. Email is still the “inner sanctum”
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7. The majority would rather not
be pitched in social media
@tylergarns

8. 1
@tylergarns
Know Where The Fish Are

9. 1
Know Where Your Target Market Is
@tylergarns

10. Understand Your Target Market
• Demographics
• Wants & Desires
• Fears & Pains
• Trade/Industry Specific Websites
• Industry Specific Forums & Communities
• Where are the Influencers?
Facebook? Twitter? Live Events? Webinars?
@tylergarns

11. 2
Use The Right Bait
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12. 2
Use The Right Content
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13. Use The Right Content
• Enter the conversation already going on in
your prospect’s mind
• What are they thinking about?
• What are their desires? Pains?
• What content can you give them that helps?
• How can you use this content to establish
yourself as the expert?
• Let’s see some examples...
@tylergarns

14. Examples
• Free Reports • Coupons
• Ebooks • Webinar
• Video • Teleseminar
• Exclusive • Podcast
Membership Site
• Audio Download
• Get A Quote
• Survey
• Contest Drawing
• Live Event
• Free Trial
• RSS Feed
@tylergarns

15. 7 Second Website Test
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16. Offers / Discounts Work Too
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17. Don’t Go Chumming
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18. 3
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Set The Hook

19. 3
@tylergarns
Capture The Lead
(with permission to follow up)

20. Most Common Mistake
100% focused
on finding Zero focus on
traffic Conversion
or
Economics
The Tactical Triangle
@tylergarns

21. The Smart Way
Focus on
Conversion and
Economics
The Tactical Triangle
http://tacticaltriangle.com
@tylergarns

22. Create a List Building Mentality
In Your Business
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23. 4
Reel In The Fish
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24. 4
Follow Up
@tylergarns

25. Why Don’t We Follow Up?
Sammy
Business Owner
@tylergarns

26. Why Don’t We Follow Up?
Sammy
Business Owner
@tylergarns

27. Why Don’t We Follow Up?
Sammy
Business Owner
2 Days
@tylergarns

28. Why Don’t We Follow Up?
Sammy
Business Owner
2 Days 3 Days
@tylergarns

29. Why Don’t We Follow Up?
Sammy
Business Owner
2 Days 3 Days 5 Days
@tylergarns

30. Why Don’t We Follow Up?
Sammy
Business Owner
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
@tylergarns

31. Why Don’t We Follow Up?
Sammy
Business Owner
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
2 Days 3 Days 5 Da
@tylergarns

32. Why Don’t We Follow Up?
Sammy
Business Owner
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
2 Days 3 Days 5 Da
@tylergarns

33. Ever wonder how
you’re going to do it all?
@tylergarns

34. Automated Customer Follow Up
Sammy
Business Owner
@tylergarns

35. Automated Customer Follow Up
Sammy
Business Owner
@tylergarns

36. Automated Customer Follow Up
Sammy
Business Owner
2 Days
@tylergarns

37. Automated Customer Follow Up
Sammy
Business Owner
2 Days 3 Days
@tylergarns

38. Automated Customer Follow Up
Sammy
Business Owner
2 Days 3 Days 5 Days
@tylergarns

39. Automated Customer Follow Up
Sammy
Business Owner
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
@tylergarns

40. Automated Customer Follow Up
Sammy
Business Owner
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
2 Days 3 Days 5 Da
@tylergarns

41. Automated Customer Follow Up
Sammy
Business Owner
Marketing
Personal Touch
Training Employees
Business Growth
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
2 Days 3 Days 5 Da
@tylergarns

42. WARNING!
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43. Kill & Gut The Fish
@tylergarns
5

44. Ask For The Business
@tylergarns
5

45. This is NOT
Catch-and-Release
@tylergarns

46. You Don’t Want to Be All “Salesy”
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47. 4-5+ Deposits ↓ ↑ 1 Withdrawal
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48. How To Turn People Into
Antsy Buyers
• Don’t overdraw your account
• Provide value that is meaningful to your
prospects
• Use your follow up to proactively resolve
concerns that may come up in the sale
• Use emotional triggers (fear, pain, desire, etc)
• Tell customer stories
• Help them envision themselves experiencing the
benefit of your product/service
@tylergarns

49. Ask For The Business!
@tylergarns

50. Putting in all
together...
@tylergarns

51. Social Media Money Formula
• Create compelling or interesting content
• The content must lead them to an opt-in for more
valuable content
• Share the content via social sites
• Capture leads
• Follow Up
• Sell them
+
@tylergarns

52. 3 Black Holes
• Black Hole #1: Lost
Traffic
- How many people came
& left?
@tylergarns

53. 3 Black Holes
• Black Hole #1: Lost
Traffic
- How many people came
& left?
@tylergarns

54. 3 Black Holes
• Black Hole #1: Lost
Traffic
- How many people came
& left?
• Black Hole #2: Lost
Leads
- How many leads didn’t
buy right away?
@tylergarns

55. 3 Black Holes
• Black Hole #1: Lost
Traffic
- How many people came
& left?
• Black Hole #2: Lost
Leads
- How many leads didn’t
buy right away?
@tylergarns

56. 3 Black Holes
• Black Hole #1: Lost
Traffic
- How many people came
& left?
• Black Hole #2: Lost
Leads
- How many leads didn’t
buy right away?
• Black Hole #3: Lost
Customers
- 68% - Indifference
@tylergarns

57. 3 Black Holes
• Black Hole #1: Lost
Traffic
- How many people came
& left?
• Black Hole #2: Lost
Leads
- How many leads didn’t
buy right away?
• Black Hole #3: Lost
Customers
- 68% - Indifference
@tylergarns

58. Framework for Business Growth:
The Perfect Customer Lifecycle
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59. Example M.A.P.
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60. Make sure you
TRACK where every
lead comes from
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61. Know Your ROI
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62. All-In-One Web-Based
Marketing & Sales
Automation Solution
@tylergarns

63. What is Infusionsoft?
• No More Spreadsheets,
Rolodexes, Sticky note
• Killer Management Sales
Opportunities & Pipelines
• Easily Capture Leads with
Web Forms
• Ridiculous Ability to
Segment (tags)
• Powerful Outlook Plugin
@tylergarns

64. What is Infusionsoft?
• Build “Smart” Email
Campaigns
• Easily Design Gorgeous
Emails That Match Your
Brand
• Get to the Inbox with 99%
Deliverability
@tylergarns

65. What is Infusionsoft?
• Sell Your Goods Online with
a Shopping Cart & Order
Forms
• Automatic fulfillment
• Automatically Trigger
Follow-Up After The Sale
(no more exporting &
importing into your email
marketing system)
@tylergarns

66. What is Infusionsoft?
• Turn Any Customer
Behavior Into A Trigger For
Follow Up
• Automate Your Daily Tasks
• Be More Efficient In The
Way You Handle Leads &
Customers
• Do More With Less
@tylergarns

67. All-In-One
Convert more leads. Get repeat sales. Save time.
@tylergarns

68. Thank You!
http://www.infusionsoft.com/demo
@tylergarns