Presentation on theme: "LIFECYCLE MARKETING Why Some Small Businesses Thrive ( And Others Just Survive )"— Presentation transcript:
LIFECYCLE MARKETING Why Some Small Businesses Thrive ( And Others Just Survive )
Infusionsoft Small Business Growth Seminar Denny Morrow So. Cal. Regional Development Director Denny.Morrow@Infusionsoft.com c: 949-310-7912 o: 949-326-0400
Why are we here? 1.Help you grow your business. 2.More sales from current customers. 3.Close more sales from prospective customers 4.Share Infusionsoft insight about why small biz succeed and fail 5.Introduce new way of thinking about sales & marketing 6.Give you a personal work book – Lifecycle Marketing Planner 7.Help you leave EXCITED about opportunities to GROW
Survival Caveman marketing 1.Wakes up in the morning 2.TAKES HIS STICK (which has the word “buy from me” on it”) 3.Goes to find the herd 4.Sneaks up on them 5.Singles out the weakest of the herd 6.Chases them down and beats them with the club 7.Drag back to cave 8.Start over
Am I In Survival Mode? 1.I am always chasing the next deal 2.My marketing is disjointed (on again - off again, spray-and-pray) 3.I don’t have confidence that our marketing plan will bring a surplus of customers [We’ve been there]
Survival Marketing 1. Generate interest 2. Sell to hot leads 3. Get new customers 4. Sigh in relief 5. START OVER
Lost Opportunity 2. Lost leads 1. Lost traffic 3. Lost customers
What does this really mean? Lost traffic - marketing is no good without lead capture Lost leads - getting leads and prospects is useless without lead nurturing ( People buy when they are ready to buy) Customers - are a “waste” if they are not followed up and wowed
No Roadmap or Strategy Work Work Work Busy Busy Busy Do Do Do You work IN the Business vs ON You ARE the Business !
Lead magnets o Not buy from me (the quick sale) o Get information from me to HELP YOU o How can I get people to ENGAGE with me o Why do people keep passing by o The “only” enticement we have is – sale, free, etc o Lead magnets position you as expert
Exercise: Pick a topic for your educational magnet PG. 10
Human Healthy Vending o Started as pure “hunters” o Created targeted lead magnets o Grew prospect database by 10x
Gleason Tax o Spent thousands on marketing o Getting poor results o Discovered gold with educational marketing
Results of Benefit Marketing (Lead Magnets) for Gleason Tax Decreased marketing spend by more than 50% At the same time, increased leads by 120%
Big Lead Mistake: Join Our Newsletter Join Our Newsletter When was the last time you woke up and said: “Today I need to join another newsletter...”? (Answer: 2002)
Opportunity Analyzer Exercise pg 10: How many more visitors could you attract with the right magnets?
The “Why” Behind Nurturing 81% of sales happen after 81% of sales happen after __ or more contacts 85% of the time we stop after 85% of the time we stop after __ or __ contacts 5 12
The Cost of Not Nurturing 10,000 (audience) 100 (responders) 10 (customers) And the Other 90 Responders? Fall through the cracks ZERO follow-up They'll go to your competitor!
The Benefit of Nurturing 10,000 (audience) 100 (responders) 10 (customers) +5+5+5+5+5+5 +25
Human Healthy Vending Were spending 8-10 hours per prospect Changed model so reps only talked with qualified, educated prospects (magnets) Decreased time spent selling by 75% They operate like a 20-person marketing department Grew from 0 to $5M+ in 3 years
Marketing Sherpa 2011: Lead Nurturing – Campaign Lead Nurturing – Campaign Steps Step #1. Nurture the fresh leads first Step #2. Maintain an on-going email program Step #3. Design Long-term “tips” email series Step #4. Avoid overwhelming the audience
Marketing Sherpa 2011: Lead Nurturing – Campaign Marketing Sherpa 2011: Lead Nurturing – Campaign Results The team's average sales cycle is under 30 days, yet they now see: 37% of customers come from leads generated over three months ago 20% of customers come from leads generated over a year ago
Number of prospects we “drop” each month because they aren’t ready to buy “today”? Opportunity Analyzer Exercise: pg 14 ( People buy when they are ready to buy)
Upselling customers is more profitable than acquiring new ones Repeat customers: spend an average of 67% more than new customers are 6-12 times cheaper to sell to Bain and Company, 2012 Nurture Creates Upsell
Opportunity Analyzer Exercise: pg 23 Total Value That Exists in the Gaps you have Today?
Is Lifecycle Marketing for You? Attract and Capture More Leads? Nurturing Prospects? Close More Sales? Delivery & Satisfy & WoW Your Customer? Upsell and Enhance Lifetime Value? Generate More Referrals Systematically? Do you want to Grow?!