This version was presented at the National Constitution Center for Constant Contact in May of 2014. The secret to successful sales is followup, but what does that really mean? And how can a CRM help you? What is a CRM? Do you need one? If all you want is to take strangers and turn them into dollars, what is it that you need to make that happen?
The Chemistry of the Landing Page with Live CritiquesAffiliate Summit
This presentation is from Affiliate Summit West 2016 (January 10-12, 2016 in Las Vegas, NV). Session description: There is a chemical formula for landing pages. Brian Massey idenitifies the elements and catalysts must be present to create a high-converting landing page, then evaluates your examples LIVE.
Presentation prepared for the Founder Institute session on Sales & Traction in Santiago, Chile.
Talking about Traction, Lead Gen, Sales operations, Marketing stunts.
Automate Your E-commerce Operations: How to 4X Your revenueChad Rubin
For this webinar, Skubana CEO, Chad Rubin was able to sit down with Lyndsay McGregor of XSellco and explain how he does all he can to optimize, automate & outsource his business so he can scale quicker than others.
Check out each slide as he goes into his tips & tricks of how he outsources, you can even see his full tech-stack!
Enjoy!
Stand Out and Sell More This Q4: With Profitable Keywords & Better Detail PagesChad Rubin
This was a webinar for the ages!
Chad Rubin, CEO of Skubana got together with Jeff Cohen, CMO of SellerLabs to talk about how online sellers can optimize their Amazon product listings to drive more traffic and increase conversions to help them get ready for 2017's big Q4!
Titles, descriptions, bullets, images, keywords, and much more were discussed to help other Amazon sellers improve their listings and really capitalize on this year's busy season.
Chad, being a top 500 Amazon sellers himself, goes deep into every aspect of your Amazon listing while giving his tips & tricks that he has learned climbing to the top of the Amazon sellers list!
Sajad Ghanizada Kabul Founders Institute presentation on Startup Sales and Traction (Growth Marketing)
Outline of strategy and mindset to scale products from 1 customer to millions focusing on Paul Grahams of Y-Combinator's strategy of Doing Things That Don't Scale and providing a concierge service to your initial customers to grow.
The Chemistry of the Landing Page with Live CritiquesAffiliate Summit
This presentation is from Affiliate Summit West 2016 (January 10-12, 2016 in Las Vegas, NV). Session description: There is a chemical formula for landing pages. Brian Massey idenitifies the elements and catalysts must be present to create a high-converting landing page, then evaluates your examples LIVE.
Presentation prepared for the Founder Institute session on Sales & Traction in Santiago, Chile.
Talking about Traction, Lead Gen, Sales operations, Marketing stunts.
Automate Your E-commerce Operations: How to 4X Your revenueChad Rubin
For this webinar, Skubana CEO, Chad Rubin was able to sit down with Lyndsay McGregor of XSellco and explain how he does all he can to optimize, automate & outsource his business so he can scale quicker than others.
Check out each slide as he goes into his tips & tricks of how he outsources, you can even see his full tech-stack!
Enjoy!
Stand Out and Sell More This Q4: With Profitable Keywords & Better Detail PagesChad Rubin
This was a webinar for the ages!
Chad Rubin, CEO of Skubana got together with Jeff Cohen, CMO of SellerLabs to talk about how online sellers can optimize their Amazon product listings to drive more traffic and increase conversions to help them get ready for 2017's big Q4!
Titles, descriptions, bullets, images, keywords, and much more were discussed to help other Amazon sellers improve their listings and really capitalize on this year's busy season.
Chad, being a top 500 Amazon sellers himself, goes deep into every aspect of your Amazon listing while giving his tips & tricks that he has learned climbing to the top of the Amazon sellers list!
Sajad Ghanizada Kabul Founders Institute presentation on Startup Sales and Traction (Growth Marketing)
Outline of strategy and mindset to scale products from 1 customer to millions focusing on Paul Grahams of Y-Combinator's strategy of Doing Things That Don't Scale and providing a concierge service to your initial customers to grow.
When your favorite characters become support agentsFreshdesk Inc.
Our favourite fictional characters are awesome.
But when it comes to supporting customers, how do you think they would fare?
Spoiler alert: It may not be a great idea.
TBEX Europe 2016, Leveraging the Power of Content Affliate Marketing, Orr Sha...TBEX
COMMERCE, Orr Shakked runs the global online marketing team at TripAdvisor. His team is responsible for display advertising, social marketing, direct partnerships, and the affiliate channel. Online marketing at TripAdvisor spans the globe with 45 points of sale and 21 languages. Orr is a travel industry veteran, spending the last 12 years in the travel industry. Before TripAdvisor, Orr spent 8 years at Expedia Inc. in various product and business roles. He holds a masters degree from the University of California at Berkeley and resides in the San Francisco Bay Area.
Chris is the host of the Amateur Traveler, a popular online travel website that focuses primarily on travel destinations. It includes a weekly audio podcast, a video podcast, and a blog. The Amateur Traveler audio podcast is more than 10 years old and get more than a million downloads a year. Chris has won a Lowell Thomas Award from SATW and a SMITTY award as the Best Independent Travel Journalist from Travel & Leisure. With Jen Leo and Gary Arndt he also produces the This Week in Travel. Chris now owns and runs BloggerBridge.com which connects bloggers and companies.
Inbound Marketing… or, How to Get People to Your Website and Convert Them int...Atomicdust
Inbound marketing is all the rage in business circles these days, but what is it? And how do you do it?
A great inbound marketing program earns the attention of customers, draws them to your company website – and most importantly, converts them into sales. A successful program combines tactics like website design and user interface, content marketing, social media, email marketing, customer relationship management and search engine optimization.
Learn more about Atomicdust by visiting http://www.atomicdust.com
Most of the advertisers are devaluing the power of WORDS from the top to the bottom of their online funnels.
Be superficial, and you’ll leave tons of money on the table.
The digital world has made us lazy, looking for quick and short messages.
However, mastering words are the GAME CHANGER when it comes to sales.
Convey Emotions and you’ll win the game, so don’t cheapen your messaging!
In this webinar, you will learn:
1 - Why lead attribution is so important
2 - How to nurture your prospects to the final sale
3 - Lead segmentation best practices
4 - How to personalize your messaging for every lead
7 Marketing Automation Growth Hacker Strategies You Need To KnowCall Loop
Growth Hacker Marketing isn't something new or revolutionayr. So rather than trying to invent some new strategies, we decided to simply copy and clone what the most successful companies in the world were doing to grow their traffic and sales.
Be Like GoDaddy
We modeled GoDaddy and their Cart Abandonment Campaign to save 50% of our sales!
Be Like Zappos
Zappos is know for their "WOW" factor and we decided to model this in our business. Handwritten notes are now automated with a simple little process.
Be Like Amazon
Amazon patented the 1-click purchase and with Infusionsoft, we decided to add 1-click upsells, bumps, and orders once we have the card on file. We increased our sales by 25% with this simple change!
Be Like Apple
Apple has the worlds largest database of credit cards and has pioneered the 1-click buy. We built this same technology in our app so users can make purchases with one click since we already have their card on file.
Be Like Dropbox
Dropbox started out spending a boatload of money trying PPC, SEO, and other "traditional strategies." Then they found the "referral" strategy to grow their business exponentially. Today, Dropbox is the godfather of viral user growth and a model for success. We modeled it in our business and see new users each and every day.
Bernie Madoff may be an evil man, but he's also a brilliant salesman. His "by referral only" method of selling got people to literally hand over millions of dollars to a complete stranger. In this presentation, you'll learn how you can use the same "by referral only" strategy to literally flood yourself with leads and sales, with no cold calling.
Tim Piccirillo's program "Everything You Do Is Marketing" shows participants that virtually everything in their business can be a marketing vehicle. From a business website's ease of navigation to the way customers are greeted and treated in a "bricks and mortar" business, Tim explains that every "touch point" a business has with a customer can be used to get that customer to buy and keep coming back for more. He also explains timeless marketing principles and philosophy.
What Technology Can Do For You - The Nonprofit EditionAmy Larrimore
Nonprofits have one of the largest uphill climbs when choosing technology. They are rarely permitted to spend for it, they have to make do with what is free, they use different terminology so everything feels like a stretch to fit, they tend to have a not very tech savvy staff, constituency or service base. Here's some tips on what to focus on and how and when.
When your favorite characters become support agentsFreshdesk Inc.
Our favourite fictional characters are awesome.
But when it comes to supporting customers, how do you think they would fare?
Spoiler alert: It may not be a great idea.
TBEX Europe 2016, Leveraging the Power of Content Affliate Marketing, Orr Sha...TBEX
COMMERCE, Orr Shakked runs the global online marketing team at TripAdvisor. His team is responsible for display advertising, social marketing, direct partnerships, and the affiliate channel. Online marketing at TripAdvisor spans the globe with 45 points of sale and 21 languages. Orr is a travel industry veteran, spending the last 12 years in the travel industry. Before TripAdvisor, Orr spent 8 years at Expedia Inc. in various product and business roles. He holds a masters degree from the University of California at Berkeley and resides in the San Francisco Bay Area.
Chris is the host of the Amateur Traveler, a popular online travel website that focuses primarily on travel destinations. It includes a weekly audio podcast, a video podcast, and a blog. The Amateur Traveler audio podcast is more than 10 years old and get more than a million downloads a year. Chris has won a Lowell Thomas Award from SATW and a SMITTY award as the Best Independent Travel Journalist from Travel & Leisure. With Jen Leo and Gary Arndt he also produces the This Week in Travel. Chris now owns and runs BloggerBridge.com which connects bloggers and companies.
Inbound Marketing… or, How to Get People to Your Website and Convert Them int...Atomicdust
Inbound marketing is all the rage in business circles these days, but what is it? And how do you do it?
A great inbound marketing program earns the attention of customers, draws them to your company website – and most importantly, converts them into sales. A successful program combines tactics like website design and user interface, content marketing, social media, email marketing, customer relationship management and search engine optimization.
Learn more about Atomicdust by visiting http://www.atomicdust.com
Most of the advertisers are devaluing the power of WORDS from the top to the bottom of their online funnels.
Be superficial, and you’ll leave tons of money on the table.
The digital world has made us lazy, looking for quick and short messages.
However, mastering words are the GAME CHANGER when it comes to sales.
Convey Emotions and you’ll win the game, so don’t cheapen your messaging!
In this webinar, you will learn:
1 - Why lead attribution is so important
2 - How to nurture your prospects to the final sale
3 - Lead segmentation best practices
4 - How to personalize your messaging for every lead
7 Marketing Automation Growth Hacker Strategies You Need To KnowCall Loop
Growth Hacker Marketing isn't something new or revolutionayr. So rather than trying to invent some new strategies, we decided to simply copy and clone what the most successful companies in the world were doing to grow their traffic and sales.
Be Like GoDaddy
We modeled GoDaddy and their Cart Abandonment Campaign to save 50% of our sales!
Be Like Zappos
Zappos is know for their "WOW" factor and we decided to model this in our business. Handwritten notes are now automated with a simple little process.
Be Like Amazon
Amazon patented the 1-click purchase and with Infusionsoft, we decided to add 1-click upsells, bumps, and orders once we have the card on file. We increased our sales by 25% with this simple change!
Be Like Apple
Apple has the worlds largest database of credit cards and has pioneered the 1-click buy. We built this same technology in our app so users can make purchases with one click since we already have their card on file.
Be Like Dropbox
Dropbox started out spending a boatload of money trying PPC, SEO, and other "traditional strategies." Then they found the "referral" strategy to grow their business exponentially. Today, Dropbox is the godfather of viral user growth and a model for success. We modeled it in our business and see new users each and every day.
Bernie Madoff may be an evil man, but he's also a brilliant salesman. His "by referral only" method of selling got people to literally hand over millions of dollars to a complete stranger. In this presentation, you'll learn how you can use the same "by referral only" strategy to literally flood yourself with leads and sales, with no cold calling.
Tim Piccirillo's program "Everything You Do Is Marketing" shows participants that virtually everything in their business can be a marketing vehicle. From a business website's ease of navigation to the way customers are greeted and treated in a "bricks and mortar" business, Tim explains that every "touch point" a business has with a customer can be used to get that customer to buy and keep coming back for more. He also explains timeless marketing principles and philosophy.
What Technology Can Do For You - The Nonprofit EditionAmy Larrimore
Nonprofits have one of the largest uphill climbs when choosing technology. They are rarely permitted to spend for it, they have to make do with what is free, they use different terminology so everything feels like a stretch to fit, they tend to have a not very tech savvy staff, constituency or service base. Here's some tips on what to focus on and how and when.
Everything Attorneys Need to Know About Web Based TechnologyAmy Larrimore
Presented in original form for CLE credits with accompanying handouts, this presentation covers everything attorneys need to understand in order to work and practice in the world of web based technology. I cover where the risks are, and aren't and how a "digital" practice is different from what you've always known. The risks are in a different place and the practice of contract law is flipped on it's head. The IT Department and the business unit can't help you to the level you're relying upon them and you might be doing a disservice by not helping them to the level that you can. The presentation includes references to case law, statutes, applicable regulations and other useful goodies.
Get Rich - Increase Your Revenue 80 PercentAmy Larrimore
This version was presented at the National Constitution Center for Constant Contact in May of 2014. The secret to successful sales is followup, but what does that really mean? And how can a CRM help you? What is a CRM? Do you need one? If all you want is to take strangers and turn them into dollars, what is it that you need to make that happen?
Managing the Legal Concerns of Cloud ComputingAmy Larrimore
Presented at the 2013 Pennsylvania Bar Institute as an edition in an annual series on legal concerns around cloud computing ,. This one covers how technology overlaps and where the risk needs to be managed in between systems.
How to Fool the Lawyers and Get Your SaaS Tool ApprovedAmy Larrimore
Presented to the Pennsylvania Bar Institute as an accompaniment to the whitepaper of the same name. Covers integrative technology and points of practice for general counsel and business attorneys who advise their clients on technology in use in business operations.
Twitter is Causal, it's the fuel to the fire of scholars and discontents who seek to change the world. How is this tool different from Facebook and other social media? How can you use it to further your own mission, grow your business, get great customer service, inform your research and more?
SCORE Peer Learning: Increasing your services with TechnologyAmy Larrimore
This presentation was created by www.amylarrimore.com of the www.empirebuilders.biz for www.score.org. It discusses increasing your services using technology to improve efficiency, marketing, customer service and more.
Increase Your Revenue 80% Using TechnologyAmy Larrimore
How Sales and Marketing Come together and are supercharged with technology. Covers traffic generation, lead generation, prospecting, close, conversion, champions, CRM and more.
Get inside your Buyers Head - Improve Funnel Conversion RatesDavid Skok
SaaStock 2018 Dublin.
Everyone wants more sales. In this presentation, David Skok unlocks the secrets to how he has been able to work with company after company and help them discover breakthroughs that drastically improve their conversion rates. The secret behind it all is become a master at understanding how your buyer thinks as they go through their purchasing journey, and as they experience your marketing and sales.
Optimizing Landing Pages presentation from Affiliate Summit West 2007, which took place January 21-23, 2007 in Las Vegas, NV.
- Choots Humphries, Co-President, LinkConnector Corporation
- Mark Widawer, Author, Landing Page Cash Machine
Learn how merchants can raise conversion rates and can work together with affiliates to increase sales, and how affiliates can update their sites to meet Google’s new rules & lower their PPC costs.
Note: the companies and positions listed above were current as of the time of the conference. Some of this information may have changed since then.
In this presentation, Jackie Jimenez shows tips on keeping your customers on your site as well as how to increase website conversion - sales, email signups, or blog content sharing.
Follow at http://theinnovativeconsultant.com
http://twitter.com/jackiej04
http://facebook.com/innovatewp
Recruiting Non-Traditional Value Added AffiliatesAffiliate Summit
Getting low values affiliates to join you program is easy. We’ll give you examples of outside the box recruiting ideas to find non-traditional affiliates to add value and drive incremental sales.
Experience level: Intermediate
Target audience: Merchants/Advertisers
Niche/vertical: Recruiting
Robert Glazer, Founder, Accelertion Partners (Twitter @affiliatemgr) (Moderator)
Angel Djambazov, OPM, Custom Tailored Marketing (Twitter @djambazov)
How Zappos Built a Billion Dollar Company Through a Customer Focused CultureParature, from Microsoft
Discover how customer phenom Zappos.com grew their gross merchandise sales from $1.6M in 2000 to over $1 billion in 2008 by focusing relentlessly on customer service. Rob Siefker of the Zappos Customer Loyalty Team will discuss the Zappos commitment to WOWing their customers through service, how they retain repeat customers, and what they do internally to inspire the Zappos culture & core values.
During this presentation you'll learn:
:: How Zappos WOWs customers every day
:: The power of repeat customers and word of mouth
:: Why the Zappos culture = delivering happiness
:: Seven steps for building a brand that matters
Conversion Rate Optimisation: Making The Most of Your Website (Service Networ...Marty Hayes
Venture Stream's Digital Director, Marty Hayes, presented on one of their favourite topics, Conversion Rate Optimisation (CRO) as part of Service Network's events series.
Presented by Richard Brooks at the ALC conference in Las Vegas NV. Explores the realtionship/importance of strategic sales management, marketing and key account management. Moves on to present models around the life-time value of clients to an organisation and how this changes as firms develop.
This presentation is from Affiliate Summit West 2014 (January 12-14, 2014 in Las Vegas, NV). Session description: Four top producing affiliate managers dispel the myths and mysteries of program management and show a clear, grounded path to doing it right.
Similar a Get Rich - Increase Your Revenue 80 Percent (20)
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
FIA officials brutally tortured innocent and snatched 200 Bitcoins of worth 4...jamalseoexpert1978
Farman Ayaz Khattak and Ehtesham Matloob are government officials in CTW Counter terrorism wing Islamabad, in Federal Investigation Agency FIA Headquarters. CTW and FIA kidnapped crypto currency owner from Islamabad and snatched 200 Bitcoins those worth of 4 billion rupees in Pakistan currency. There is not Cryptocurrency Regulations in Pakistan & CTW is official dacoit and stealing digital assets from the innocent crypto holders and making fake cases of terrorism to keep them silent.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
5. Generating Revenue is a PROCESS
Strangers
Leads
Prospects
Clients
IntensityofMarketing
IntensityofSales
6. The Process of Profit: Manage Conversion
Strangers
Leads
Prospects
Clients
FAIL: Be Boring
FAIL: Miss the Flirt
FAIL: Make Buying Hard
FAIL: No More Romance
8. The Process of Profit – Sorting Strangers
Not Seeking
Seeking
9. The Process of Profit: A PROCESS
Strangers
Leads
Prospects
Clients
How do I talk to strangers?
What does it take to interest a stranger?
10. How do I talk to friends?
What does it take to get you to play?
11. The Process of Profit – Interested Leads
Seeking
Quality
Seeking
Commitment
Seeking
Features
Seeking
Price
Seeking
Convenience
12. The Process of Profit: Creating Leads
Strangers
Leads
Prospects
Clients
FAIL: Be Boring
13. If I were a realtor… by Chris Brogan
• I’d write a blog about the location where I was selling and post tons of pictures
and walking tour videos I took with a Flip Camera.
• I’d film interview videos with people from my community.
• I’d host meetups and tweetups for local residents, inviting people who are house
hunting.
• I’d empower as many local businesses onto the Net as I could, and help them get
successful.
• I’d encourage as many people in my community to join Twitter as possible, and
I’d bundle them into a list.
• I’d find various niche communities (developers, stonemasons, parents) and start
community platforms for them on Ning. I’d consider setting up hyperlocal news
and events sites.
I probably wouldn’t put pictures of me in a tie (or a dress) and write about the
rates, pitch you dozens of times in a row or just rehash links to listings in badly
formatted email blasts.
17. The Process of Profit – Engaged Prospects
Seeking
Quality
Seeking
Commitment
Seeking
Features
Seeking
Price
Seeking
Convenience
GOOD Content
elevates the
INTEREST to
ENGAGEMENT
18. The Process of Profit: Close Clients
Strangers
Leads
Prospects
Clients
FAIL: Make Buying Hard
19. The Process of Profit – Conversion to Client
Sorting
Creating
Interest
Engaging
Conversion
20. How many clicks does it take?
Your
Web
Site
Social
Media
Site
World
Wide
Web
$$$$$$$$$$
21. The Process of Profit
Seeking
Quality
Seeking
Commitment
Seeking
Features
Seeking
Price
Sorting
Creating
Interest
Engaging
Seeking
Convenience
Takeaway:
Don’t think about why they SHOULD
use you, why can’t they stop?
22. How Convertible are You?
What is your
product or
service?
How many
steps for me
to purchase?
Is it clear how I
begin doing
business with
you?
Can I
fan, follow or
receive
updates from
you?
23. The Process of Profit: Create Lunatic Fans
Strangers
Leads
Prospects
Clients
FAIL: No More Romance
32. Keeping Tabs with CRMs
Remember Susie?
We’d have a record of that
And her contact details
And our interactions
And next steps
3
Seeking
Quality
Segment
You could just run a report
of what to do today
36. What Do I Need To Do Today?
[SPAM] ONE DAY
ONLY. 20% OFF
SITEWIDE
BUY 5 TO GET A
FREE SANTA HAT?
ME! ME! ME!
37.
38. Ask Me Anything!
Amy H. Larrimore
@AmyAllStar
1-267-825-7311
amy@empirebuilders.com
Datatechprocess.com
Crmchooser.com
Notas del editor
No AnimationWho here came to learn about social media? I have bad news. I’m not actually a social media expert. Was that what you were expecting?Yeah, sorry. I’m an expert at making money. Who here came to learn about making your business more successful?Alright. (Make people cheer) Who can get behind that idea? Super! Well then YOU people are in the right place. I am a strategic business planning expert – I help companies use technology to make their business processes better, faster and more efficient. So if you’re going to sit in my seminar, you aren’t learn about any snake oil charms, you’re going to learn things you can take home and DO to make your business more successful today. Be really clear – I am NOT going to navigate the nuances of facebook. Because that actually doesn’t MATTER. Not one bit. Knowing how to use that doesn’t make you more money. Period. Knowing how to use technology to reach your customers and turn them into sales does. The rest is just details. This is why you’re on social media. We’re here to make money. Yep, that’s why it’s business!
[ANIMATION]Discuss the Sales FunnelMarketing is more intense the less related you are to the person and sales are more intense the more related you are to the person.(Marketing) Strangers – Attract and Cull Content, Be Findable, Be Targeted, Provide Value(Marketing – Sales) Leads – Interest, Engagement, Qualification, (Sales – Marketing) Prospects –Negotiation, Conversion(Sales) Clients – Close, Cash(Sales –Marketing to beginning) Champions – Be RecommendableAt the end of the process, you create champion clients who then refer you new business or come back for more new business [CLICK][CLICK] to advance
[ANIMATION]Instead of thinking about driving traffic, lead generating, prospecting, think about how to move people to the next step[Click for red arrows to begin to fly in, all will go one after the other]Strangers become leads when you are interesting enough to follow. Leads become prospects when you notice what they are interested in and court them. Prospects become clients when you can identify what they need and when and then close the sale. Clients become Superstars when you continue to treat them with the same level of service no matter what. IF you had to summarize all of these fail points into one word? What would it be?DON’T ADVANCE WITHOUT THE ANSWER!!!!!![Click to Advance]
(ANIMATION)And about how much revenue is lost because you don’t followup?(click to animate)80%!So if you fixed these fail points by turning sales into a PROCESS in your organization, you’d create followup and you’d see your revenue go up 80%. (Click for graph to cover followup)It’s totally true. If you fixed these fail points and added followup, you could reliably trace your sales graphs upward and see an 80% increase. This is the magic of six sigma methodology. The trick is the DOING it. So let’s talk a little bit about that(click to advance slide
[ANIMATION]The first step of the process is to attract strangers. This is usually called “generating traffic”. I would assert this is really about SORTING strangers into those who are SEEKING and those who are NOT SEEKING.[CLICK] – Heads sort out and they are labeled as seeking and not seeking automatically. Example: Mothersware – sending me diaper samples because I bought a gift card. NOT SEEKING. What a waste of resources and they wonder why it didn’t work. NOT SORTING WELL ENOUGH. This is where you would apply some of the laser strategies you learned in the Linkedin Session[CLICK] to advance
Triangle on slide when it appears - I want you to think about this as a PROCESS – something interconnectedWhen you DON’T think about it that way, you focus on the TACTICS. [CLICK] How does I talk to a stranger? When you DO think about it like a process, you focus on the change points. [CLICK] What would it take to get a stranger to think I’m interesting? Oh. Not being boring. [CLICK] To Advance
Anyone ever taught a kid how to make friends? [Click]Tactics: How do I talk to friends[Click]Strategy: What does it take to make this place interesting to play in? Is that a DINOSAUR?
Ppl are already on the slide when it loadsI know you don’t have a crystal ball so you can’t possibly know what they want. Biggest #FAIL – thinking price drives everyone. [CLICK] to see their interests[CLICK] to see examples and the right people will blink when their example comes up Iphone – features and quality and commitmentWalmart is convenience and price and commitmentCompetitive analysis – do not weave these things into your message unless you can actually stand out. Know what your competition is doing.Now that you’ve sorted out your seeking strangers (telling the right people you exist) – Now create DESIRE in them for you. Knowing is not the same as wanting. Matching your Message to the type of lead – no one seeking product w customer service in this example. This is where email marketing comes in very handy, especially if you’re doing segmented lists – you can have a different message for each group
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[ANIMATION][Click for Picture to Vanish]I’d write a blog about the location where I was selling and post tons of pictures and walking tour videos I took with a Flip Camera. I’d film interview videos with people from my community. I’d host meetups and tweetupsfor local residents, inviting people who are house hunting. I’d empower as many local businesses onto the Net as I could, and help them get successful. I’d encourage as many people in my community to join Twitter as possible, and I’d bundle them into a list. I’d find various niche communities (developers, stonemasons, parents) and start community platforms for them on Ning. I’d consider setting up hyperlocal news and events sites.I probably wouldn’t put pictures of me in a tie (or a dress) and write about the rates, pitch you dozens of times in a row or just rehash links to listings in badly formatted email blasts.[Click to advance slide]
(no animation)People like good information and will refer good information. It CREATES INTEREST.I have a client who runs a travel business catering to high schoolers and he has a website (and free classes) on travel safety for teens. Guess how he finds most customers? It’s REPUTATION building, just in a slightly different way. Take the skills you’ve used to build a great brick and mortar business and apply it to your fans on the web. People are people, no matter how they arrive at your doorstep.So solve the first fail point by not being boring. Figure out what it takes to interest your strangers.
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Heads and Intererests are on the slide when it loads[Click to see the Engagement Campaigns and heads blink]Walmart – Commitment “We save people money so they can live better”Old Spice – Features “The Man Your Man Could Smell Like”Burger King – Price “Sacrifice Your Friend For a Whopper”The interest becomes the basis of your content - content creates engagement
(no animation)Keep providing content (the marketing can’t stop – sometimes we move too much into sales here)Manage this process for themTheir channels, their methodology, not yours. Tracking is important.How many clicks does it take?How difficult is it?How reachable are you?Are you terrified of closing the deal? Software developers selling consulting to offer their scheduling software first for 6 months and then trying to sell the software instead of just selling the software.
[No animation]Start with sorting, then creating interest, then engaging with good content, then sorting some more, etc etcENGAGED people BUYGives you the runway for the right amount of “touches”This is called CONVERSIONProspect becomes a CustomerCONVERSION is how you measure the return on a marketing investment.
[Click]Step 1: Pan for gold – sort out the SEEKERS[Click]Step 2: create interest – make your product or service appealing in a personal way[Click]Step 3: Engage interested seekers – begin to create a relationship[Click]Step 4: Repeat the cycle until [Click] conversion[Click]Step 5: Turn them into lunatic fans – Venture Capitalist Why Should I use you vs. Why can’t I stop? Seven Deadly Sins[Click to advance]
(no animation)Now the project/sale/whatever is over. What do you do with your clients? Do you send them your crap marketing messages advertising “buy now” on things they already have?This isn’t about referral programs either. It’s about relationships. What value do you bring to the people in your business life?
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[animation]Networking is not about talking, it’s about being useful. This quote from William Morris reminds us about efficiency in our home – we should keep things that are useful or are beautiful to us. HAVE NOTHING IN YOUR HOUSE THAT YOU DO NOT KNOW TO BE USEFUL OR BELIEVE TO BE BEAUTIFULIn our people, we should keep people that are useful or bring us joy. To previous clients, which one are you? Be one or the other, and then you will create lunatic fans.
(no animation)And when you are USEFUL or WELL LIKEDPeople refer you business. They don’t refer your business because if 5 people sign up they get a 20 dollar credit. Your customers don’t have time to work that hard for $20 or 10% or whatever – probably not the ones you want either.
No animationNow you’re getting stressed. This sounds great. This is what we need. This sounds like makes sense and it’s going to work. But How are you going to possibly do all of this? You get the theory – you understand you should be doing all of this, but taxes are due, it’s back to school night, you have a business to run…. Listen lady, you just don’t understand……
Click to bring in all logosThis is the sales processIt generates data, it requires good people and there are technologies to help power it.CRMs fall into this categoryWe’re launching a new product in the next month called CRMchooser.com – it’s an algorithm to help match you to the correct one
Click to bring in SusieAnyone remember what she was interested in from when we sorted strangers before?Click to bring in Quality. See you’d all be terrible salespeopleClick to bring in words and the pictures with themClick to bring in buttonMost of the people who are engaged enough to get to your website probably won’t buy the first time OR customers who already bought need to keep being courted by you. Keeping the relationship hot and heavy requires that you maintain it. To do that, you need information. Record your customer relationship management informationPlenty of free and low cost based applicationsKnowing when they make a decision and what they named their kids will bear fruitHaving help keeps the details straightWhat if you win the lottery?
(no animation)On the other hand, I don’t want you to be afraid of technology either. It’s just a little extra boost to what you already know.
Notice I said it was the secret sauce. It’s not the main course, or even listed on the menu for goodness sakes. It’s the SECRET SAUCE. Failure of most marketing campaigns is a failure to sell, not a failure of technology. Clients who come to me and say they have had x failed technologies get red flagged for process audits. So when people find out I’m a technology expert, they always want to dash over and ask me if I think salesforce is right for their business. YES OR NO?(click for Porsche)That’s kind of like me sayingI’m a vehicle expert and you running up to tell me you’re in the market for a new vehicle and do I think a porsche is right for you? YES OR NO?(click for qualifiers) How many people do you need to fit in it? What kind of climate? Etc etcetc. This is why we don’t start with talking about the technology. We start with talking about the process. What do you need to DO and what do you need to DO for your business. So it’s really important you think about the technology as a SECRET SAUCE. (click to dissolve back to sauce screen)It is additive to the good process you’ve put into place. Too many times we pick the technology first and it makes us make dumb decisions about sales and marketing and then it makes it all not work even more. But we’ve spent quite a bit of time together talking about this good process so I think it’s a good time to talk about what technology can make this much easier to do.
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Business Development No Longer Feels Like This: (CLICK to bring in audience picture)(Click to bring in Snuggie Picture)(Click to advance slide)