1. My Robot Can Sell Better
Than Your Sales Rep
Presented by Tyler Garns
Director of Marketing, Infusionsoft
@tylergarns
2. Housekeeping
• A/V Check
• You’re all on mute
• I’ll make this as interactive as possible
• Ask questions through GoToWebinar
- comment directly to me via Twitter
• This is not a demo of Infusionsoft
Go to: http://www.infusionsoft.com/demo
• Feel free to tweet if you like the content
@infusionsoft or @tylergarns
@tylergarns
3. My Claim?
A small business that
effectively uses automation
will outsell a small business
that just uses humans (every
single time)
@tylergarns
5. Good vs Bad
• Good • Bad
- Auto Deposit - Call Routing (IVR)
- Auto Bill Pay - Auto dial
- Speed Dial - Social media posts
- Software Installs - Recorded sales
messages
- Data Backups
- Sprinklers
- Auto-tune
- Other ideas?
- Massage chairs?
- What else?
@tylergarns
6. We’ve been trained to believe that:
Automation in
Communication is
BAD!
Because it usually is.
@tylergarns
9. But what if the
prospect...
Purchases Product A after the 2nd email?
Or buys Product C during the Product B series?
Or buys a bundle of Products C, D, & E ?
Or decides they just don’t want your stuff?
What’s your best example of automation gone bad?
@tylergarns
10. When to use automation
• Do NOT Use When • DO Use When
- Person is expecting a - Task is common and
human outcome is
predictable
- You have the
bandwidth to follow - The task is
up personally complicated & error
prone
- A customer is angry
- Task is infrequently
- You can’t scale
effectively without it
performed
- Cost of set up
- It frees your mind and
precious labor for
outweighs benefit other tasks
@tylergarns
12. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
- More customers = More work
- More work = Less time for following up
- Less time for following up = Lose personal touch
- Lose personal touch? = Hire more people
- Hire more people = Less profit
- Declining profit = No fun, No growth :(
@tylergarns
14. The New World of
Sales & Marketing
Automation
@tylergarns
15. Effective automation
is about making your
people more effective
and your interactions
more powerful
@tylergarns
16. E-Myth
YOU Are the Problem
Systems Strategy
Turn-Key Revolution
@tylergarns
17. Manual 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
18. 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
24. Marketing
Automation
=
automating repetitive
communications and tracking &
reporting of manual tasks
@tylergarns
25. Did You Know?
How many
leads each
month are
labeled as
“bad” and
forgotten
forever?
@tylergarns
26. BEWARE
of the
BLACK HOLES
of
SMALL BUSINESS
@tylergarns
27. • 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
28. Poll: How much more monthly
revenue?
• $1,000
• $5,000
• $10,000
• $25,000 or more
@tylergarns