1. Why are we here?1. Help you grow your business.2. More sales from current customers.3. Close more sales from prospective customers4. Share Infusionsoft insight about why small biz succeed and fail5. Introduce new way of thinking about sales & marketing6. Give you a personal work book Lifecycle Marketing Planner7. Help you leave EXCITED about opportunities to GROW

2. Ramon RayInfusionsoftRegional Development Director, NY/NJEditor & Technology Evangelist, Smallbiztechnology.comramon.ray@infusionsoft.com917-685-3920 | @ramonray- Puppet shows in developing countries- Graduate FBI Citizens Academy- Chatted with President Obama in first Google Hangout 3. About Infusionsoft Ideas and strategies 10 years in the making 32,000+ users 11,000 small business customers 250 employees Software that automates and scales the salesand marketing function Serve small business Inc 500/5000 recipient 5 years running Many employees are former or current smallbiz owners 4. Infusionsoft Founders Co-foundersare small biz owners Know struggles of small business Growing Infusionsoft from zero employeesto 300~ (1,000) Ernst & Young Entrepreneur Of The Year 2012Finalist 5. We Listen, We Care, We Serve 700 customers involved in latest software upgrade 10,000 support calls a year 67,000,000 emails delivered 6. Infusionsofts One Purpose:To Help Small Businesses Succeed 7. Infusionsoft wants growinga business (and starting one) tobe easier for small businesses you! 8. Why did you start yourbusiness? What was yourdream? Control FinancialFreedom Escape from thecubicle Time Freedom Greater rewards AccidentalEntrepreneur 9. Is your dreama nightmareIs the honeymoon over? 10. Infusionsoft 10-yearResearch Project 11. Three Questions1. Why do so many small businesses fail?2. Why do some small businesses thrive?3. What tools can we offer to help more small businesses succeed? 12. Why do so manysmall businesses fail? 13. #1: Multiple-System MadnessDisjointed systems. Manual work. Lostopportunities. 14. Results of Small Business FailureNot enough customersNot enough salesNot enough money 15. Many entrepreneursare Technicianssuffering from anentrepreneurialseizure.eMyth author Michael Gerber 16. Survival marketing Why Are Small Businesses Failing? 17. Survival Caveman marketing1. Wakes up in the morning2. TAKES HIS STICK (which has the word buy from me on it)3. Goes to find the herd4. Sneaks up on them5. Singles out the weakest of the herd6. Chases them down and beats them with the club7. Drag back to cave8. Start over 18. Whats your caveman club? Word of mouth marketing Online advertising Post cards Tweeting Exhibiting Direct mail Print advertising 19. Survival Marketing1. Generate interest2. Sell to hot leads3. Get new customers4. Sigh in relief5. START OVER 20. Lost Opportunity1. Lost traffic2. Lost leads3. Lost customers 21. What does this really mean? Lost traffic - content marketing is no good without lead capture Lost leads - getting leads and prospects is useless without lead nurturing Customers- are a waste if they are not followed up and wowed 22. Small biz are failing becausethey are not able to uncoverhidden pools of profits. 23. Social media. The Big BuzzSocialmedia is greatBut its only a toolIts a megaphone to use with a marketing strategy 24. Tools & Tactics AreSurvival Marketing 25. Problems With Survival Marketing1. We are always chasing the next deal (The herd is in control)2. Our marketing is disjointed (on again, off again)3. We dont have confidence that our marketing plan will bring a surplus of customers 26. What makes somesmall businesses thrive? 27. Introducing...LifecycleMarketing 28. Lifecycle Marketing delivers moresales, and allows businesses to buildtheir business and stop surviving.Lifecycle Marketing is build on2 simple premises 29. Prospects Are People 30. Prospects Are People Less Desperation,More Relationship. Inbound, notoutbound. Grandpas way ofdoing business Give first Take care of thecustomer Build relationships 31. Systems ScaleRelationships 32. Imagine You Only HadOne CustomerHow would you take care of them 33. Systems scale relationships Imagine you had only ONE client How would you treat them? How often would you touch them? If we treated all customers as onecustomer how many customers would wehave? 34. LifecycleMarketingWhat Ramon calls - Dating Your Leads & Marrying Your Customers! 35. Lifecycle Marketing Plannero Ideas, Insights, and Ahaso Big Gapso Big Opportunitieso *Key Action ItemsTIP: Write your name and phone number down on the fist pagein case you lose it.43 36. The 7 Phases of The Customer Lifecycle LifetimeHot CustomerVisitors Opt-Ins SalesCustomerReferrals Prospects SatisfactionValue 37. Know thy customer 38. Attract TrafficOnlineADOffline 39. Lead magnetsoNot buy from me (the quick sale)o Get information from me to HELP YOUo How can I get people to ENGAGE with meo Why do people keep passing byo The only enticement we have is sale, free, etco Lead magnets position you as expert 40. Human Healthy Vendingo Started as pure hunterso Created targeted lead magnetso Grew prospect database by 10x 41. Gleason Taxo Spent thousands on marketingo Getting poor resultso Discovered gold witheducational marketing 42. Results of Benefit Marketing(Lead Magnets) for GleasonTax Decreased marketing spend by more than 50% At the same time, increased leads by 120% 43. Big Lead Mistake: Join Our Newsletter Join Our Newsletter Whenwas the last time you woke up and said: Today I need to join another newsletter...?(Answer: 2002) 44. Exercise:Pick a topic for youreducational magnet 45. Opportunity Analyzer Exercise:How many more visitorscould you attract with theright magnets? 46. Capture LeadsOnlineADOffline 47. Lead Capture GapsWeb Traffic that leaves your site 48. Lead Capture GapsLead Entry Walk-ins that walk outForm Telephone calls that hangup 49. Lead Capture Gaps Networkingcontacts that leave Tradeshow visitorswho walk by 50. Lead Capture Gaps Web Traffic that leaves your site Walk-ins that walk out Telephone calls that hang up Networking contacts that leaveLeadEntry Tradeshow visitors who walk byForm 51. Opportunity Analyzer Exercise:How many visitors are coming toyou without you capturing theirinformation? 52. But remember:Just because youve captured a leaddoesnt mean youve earned the rightTO SELL 53. Its about beingTargeted Relevant Building a relationship Timely PersonalizedTo establish trust, educate,and convert 54. Nurture ProspectsSEOAD + +PPC 55. Did you know? 48%1 2% 24%2 3%% of deals that close 12%3 4%% of calls acompany makes 6%410% 10%5 81% It takes an average of five sales calls to close a deal,but most salespeople give up after just one or two calls 56. Follow up Goodie Bag People buy when theyre ready to buy not whenyoure ready to sell Will people get ANNOYED with too much followup? Be smart about It and follow up with the rightcustomer! (KNOW THY CUSTOMER) Adrian Miller (Adrians Network), business growthguru called a prospect 30x and finally got thesale Your competitors will STOP FOLLOWING UP youcan CRUSH IT by doing whatyour competitors will not do 57. Good Intention Prospects NeedNurturingPiles of prospects:YES, NOs. PILE OFGOOD INTENSIONS(biggest pile)Create contactsequences for variouscustomersCreate follow upsequences for variousobjections bins offollow up 58. Gleason Tax 59. Lifecycle Marketing Beforeand AfterBefore After $15,000 on $500per month onmarketingmarketing 3,215 leads 7,156 leads 2,228 emails 438 tax clients 770 tax clients 75 financial clients 150 financial clients 4 staff 12 staff 60. Original Runner Company From shoebox of customer cards tocustomer database Today: 20 different lead nurture follow upsystems Sample swatch + follow up Based on wedding date Increased Conversion by 60%! Referrals jumped 80% 61. Minutes Matter Used lead nurture campaign tofollow up with Free Trial prospects: Day 1: Fast Track Plan (sets expectations and preps them for success coach) Day 3: Welcome Day 6: Meet success coach Day 14: Series of how-tos and Studio tips Day 20: Four-day special 20% off Day 30: Last day of trial Day 45: We havent heard from you Increased conversion by 30%! 62. Opportunity Analyzer Exercise:How many prospects do youdrop each month becausethey arent ready to buy today?What dollar value is this? 63. How much moremoney could yoube making if youfollowed up withthe nos? 64. Get FishProspects ToJump Into Your Boathttp://bit.ly/fishinboat 65. Convert SalesSEOAD++PPC 66. How does this apply to HOT leads? 48% 12% 24% 23%% of deals that close 12% 34%% of calls acompany makes 6% 4 10% 10% 581% It takes an average of five sales calls to close a deal,but most salespeople give up after just one or two calls 67. Human Healthy Vending Were spending 8-10 hours per prospect Changed model so reps only talked withqualified, educated prospects (magnets) Decreased time spent selling by 75% They operate like a 20-personmarketing department Grew from 0 to $5M+in 3 years 68. Could you benefit by spending75% less time selling? 69. Lawyer Nurtures Customer LoveProblems: Impatientclients, frustrationabout billingsSolution: usescontent, videos,reports and emails tooffer free value tothe prospect/client Breaks mold & pre- empts questions Closes 100% of his appointmentsDavid Hiersekorn Sales job is done when they walk in 70. Opportunity Analyzer Exercise:How many additionalprospects would buyeach month with greatfollow-up? 71. Deliver and SatisfySEOAD + +$++PPC 72. Wowing the Customers +GreatCustomer Service = Low CostMarketing and Customer RetentionTools 73. Takes10 positivesto overcome 1negative Invest in wowingyour customerWow YourCustomers 74. The $5.00 ChallengeWhat could you do with$5 or less to WOWevery new client? 75. Opportunity Analyzer ExerciseHow many customers decide tostop doing business with youeach month because you failedto WOW them? 76. Upsell CustomersSEOAD + + $ + +PPC 77. Upsell Benefits Buying more frequently Buying higher profit products Cheaper to sell to existing customers Do You Want Fries With That? 78. Funtastic Dental Problem: late reminders/no reminderscause patients to miss appts Solution: better reminder system Result: higher customer value(increased frequency) 79. Jermaine Griggs Hear and Play bit.ly/jermainegriggs Created personal relationships Sent targeted messaging (LCV > $200) Doubled Net Profit! 80. Opportunity Analyzer ExerciseHow many past customersshould be buying again thismonth but arent because of poorfollow-up and no targetedupsells? 81. Get ReferralsSEOAD++ $+ +PPC 82. 1. Ask for them2. Be Systematic AdvancedReferral Strategy 83. Gleason Tax Launched customer referral program ($10 gas card) Tax clients automatically got an email Doubled referrals 84. Survey customers and ask howyou are doing. Those that love you, invite to be referrers. Those that arent loving you, that becomes a customer service opportunity Important to have a plan to nurture referrers (rabid fans)This is BEYOND Customer Service Its the Customer Experience 85. Opportunity Analyzer ExerciseHow many referrals do we loseeach month because we dontask? 86. TOTAL Opportunity analyzerAdd up all the opportunity you have infront of youWhat 3 areas of opportunity could youimprove on (traffic? Leads? Etc)What actions will you take week,month, 2 months?Best insights and ideas? 87. How do you implementLifecycle Marketing? 88. Map out the planSEOAD + + $ + +PPC 89. Maps Help You Create A Fluid Strategy Attract. Capture. Nurture. Convert. NurtureSequences 90. Dont Rush. Building A Fence &Farm Takes Time Dont rush. Understand the possibilities &opportunities Focus on one or two areas to invest innow 91. What tools can we offerto help small businessesgrow? 92. What tools?Train your mind.Most important part ofLifecycle MarketingUse your own toolsand string themtogether (Emailmarketing,Ecommerce, CRM,Auto responder,Analytics, Socialmedia) 93. Infusionsoft is theJohn Deere Tractor(to go with yourFence which is theprocess) 94. CHAOS:Multiple-System Madness 95. Infusionsoft - All In OneSales and MarketingSoftwareo Attract and Capture Leadso Nurture Prospectso Close Saleso Wow and Upsell Your Customerso Get Referralso Ecommerce, CRM, analytics,automation, sales and more 96. Easy for Small Business Light, modern interface and design Functional, role-based navigation Personal navigation menu 97. Lead Generation Web Analytics ROI Reports Visitor Tracking Lead Source Tracking 98. Marketing Visual Campaign Builder Emails, Social Media, Direct Mail, Voice Advanced Segmentation & Triggers Conversion Reporting 99. Attract and Capture Leads 100. Attract and Capture Leads 101. Attract and Capture Leads 102. Nurture Prospects 103. Nurture Prospects 104. CRM Lead Scoring Segmentation Sales Automation Calendar & Tasks 105. E-Commerce Storefront, Shopping Cart & Order Forms Automated Follow-up & Fulfillment Attractive Design Themes & Layouts Promos, Upsells & Payment Plans 106. Sell Online 107. Software is only a tool.You have to use it right and make it a part of your process.Hence the Infusionsoft Success Coach. 108. Heres how we take you by thehand and get you started F-A-S-T! Your personal Success Coach for 60 days Assistance transferring data Evaluation of your current customer lifecycle Your custom Marketing Automation Plan (M.A.P.) Help you launch your first 2 campaigns(Content too) Flex Blocks specific to YOUR uniqueneeds 109. We create YOURcustomMarketing AutomationPlan 110. First Class Customer Service Weekly Webinars - (4,500+ Registrants)2,000 attendees at InfusionCon 2013 Free Technical Support: Phone or Online Chat Average Wait Time: 1min. 13 sec.State-of-the-art Help Center 111. $279/mo.$1,499 (or 3 pmts of $599) 112. Todays Quick Start Package 2012 Ultimate Marketer Submissions $399.99 Beat the Recession Kit:$399.99(Dan Kennedy, Michael Gerber) Endless Profits: Double Your Sales Case Study$199.99Additional Savings of: $999.97 113. $279/mo.$1,499 (or 3 pmts of $599) 114. Key Points To Remember Farming Instead of Hunting (Build AFence) Lifecyle Marketing Instead ofSurvival Marketing (7 Steps) Nurture customers who are notready to buy now. No does notmean never No does not mean never Whether you buy Infusionsoft or not implement Lifecycle Marketing 115. Join The Infusionsoft Small Business Success Club (free).Online videos and tutorials to learn more about LifecycleMarketingText Your EmailTo: (917) 525-2324http://www.infusionsoft.com/successclub 116. Thank you Text Your Email To (917) 525-2324Want to be an Infusionsoft partner?