Proven strategies for getting higher conversions, repeat sales and increased efficiencies in your business

1. Creating The Perfect
Customer Lifecycle:
Proven strategies for getting higher conversions, repeat
sales and increased efficiencies in your business
Presented by Tyler Garns
Director of Marketing, Infusionsoft
@tylergarns

2. I used to be in & out of
psych wards all the time
@tylergarns

3. Psychosis: When Normal Mental
Processes Get Overactive
@tylergarns

4. Ever Felt Like This?
Biz Owners & Marketers Often Feel Trapped
@tylergarns

5. I’m not going to drug you, but it’s...
Time to Retrain Your Brain
@tylergarns

6. 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

7. Growing Sales w/Typical
Customer Lifecyle
Generate Interest to get
100 prospects
10 People Buy
What if I want to double
my sales?
@tylergarns

8. How to Double Sales
Double Ad Spend
Double Time Spent
Generating Traffic
Double Sales Efficiency
All of these are out of
reach for small business
Why?
@tylergarns

9. Holes In Your Funnel
Hole #1: Lost Traffic
Ask yourself: How
much traffic came to
my site today and left
without me capturing
their info? How will I
ever follow up with
them again?
@tylergarns

10. Holes In Your Funnel
Hole #2: Lost Leads
Usually 10% of leads are
HOT - we convert those
What about the rest?
What about the people
who aren’t ready to buy
now?
@tylergarns

11. Did You Know?
How many
leads each
month are
labeled as
“bad” and
dumped into
hole #2?
@tylergarns

12. Holes In Your Funnel
Hole #3: Lost
Customers
You lose 68% of
customers because of
INDIFFERENCE*
Are your customers
buying more?
Are they referring?
@tylergarns *According to a study conducted by the Technical Assistance Research Project in Washington D.C

13. Holes in your funnel are a
result of focusing on tools &
tactics - while ignoring
strategy
@tylergarns

14. Can you imagine?
POINT “A” - SAUDA
POINT “B” - NOIDA
@tylergarns

15. Any statement that starts
with “You MUST do X”
where X is a tactic (or a
tool), is a statement to be
wary of!
@tylergarns

16. Don’t buy any tool or try any
tactic if you don’t have a
map!
@tylergarns

17. What’s The Result?
CHAOS
@tylergarns

18. Tools + Tactics (without strategy) = CHAOS
@tylergarns

19. Build the Strategy First
Then Find Tactics & Tools That Accomplish The
Strategy
@tylergarns

20. Framework for Strategy:
The Perfect Customer Lifecycle
@tylergarns

21. @tylergarns

22. Service Business
Attract Traffic
Capture Leads
Nurture
Convert Sales
Deliver & Satisfy
Upsell
Referrals
@tylergarns

23. Heating & Air Conditioning
@tylergarns

24. @tylergarns

25. Online Retail
Attract
Capture Leads
Nurture
Convert Sales
Deliver & Satisfy
Upsell
Referrals
@tylergarns

26. @tylergarns

27. Download the template:
http://bit.ly/pcl-template
@tylergarns

28. Traffic Attraction Strategies
The Internet has taught us:
Build it, and they will not come!
Killer Content - Blog Posts, Tools, Videos, etc.
Social Media
Partners
Referrals
Advertising
@tylergarns

29. Lead Capture Strategies
“Sign up for our Newsletter” is NOT a lead capture
strategy
Free Report, eBook, etc.
Access to Video, Audio, Podcast, Premium Content
(membership site), etc.
Request a Quote
Surveys, Polls, Contests & Drawings
Offers, Coupons, etc.
Live Event, Webinar, Teleseminar
@tylergarns

30. Lead Nurture Strategies
Typical Autoresponder = Robotic - Your Prospects
Don’t Want to Be Treated Like Robots
New Lead, Hot Lead Sequence, Cold Lead Sequence
Long Term Nurture Sequence
Weekly Newsletter
New Customer Sequence
Customer Satisfaction Sequence
Event Follow Up Sequence (Pre & Post)
@tylergarns

31. Sales Conversion Strategies
If you rely solely on your sales reps, you’ll never achieve
the sales your organization is capable of
Automate Sales Stage Communications
New Prospect
Discovery Info
Objection Handling
Supporting Evidence
@tylergarns

32. WOWing Customer
Strategies
Imagine you have only 1 customer - craft the PERFECT
EXPERIENCE for that customer
Then Put Systems In Place for Quality Control
Welcome Sequence (make it personal & relevant)
Customer Satisfaction Sequence (offer bonus for
completing)
@tylergarns

33. Upsell Strategies
Upsell During Checkout (during sales process - would
you like fries with that?)
Post-Purchase Upsell (get ‘em while they’re hot)
Happy Customer Upsell (post cust. sat. survey)
Product-Specific Upsell/Refill (automatic ink delivery,
service package, warranty, etc)
Product-Specific Cross-Sell (ink -> paper - could be
partner product/service)
@tylergarns

34. Referral Strategies
You & Your Friend Get a Discount
Free Product/Service If You Refer A Friend
Referrals Don’t Have To Come From Customers - Use
Happy Leads To Drive Traffic
@tylergarns

35. Your Assignment:
Download the template at http://bit.ly/pcl-template
Create your marketing strategy, complete with goals
Get specific or they don’t count
Don’t get overactive (psychotic) in tactics that don’t
drive your strategy
Download the Small Business Marketing Guide:
http://www.infusionsoft.com/inbound
@tylergarns

36. Thank you!
@tylergarns