CCS AutomationSuccess KitThe Ultimate Guide To Grow Your Businessusing Lifecycle Marketing & Automation

© Click Convert Sell. All Rights Reserved

What do you need to do right now to be happy

with your businessprogress in 3 years time?

What changes need to occur in your business so that when you look back you feel totally satisfied

with your progress?

Aalok Lucie

Introducing and mastering automation is your

secret weapon to success and freedom.

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To GroW YoUr BUSIneSS YoU MUSTfIrST UnderSTAnd The IMpACT AreAS In YoUr BUSIneSS:

1. What you sell.

2. How you promote it.

3. How you follow up & keep in touch with potential customers.

4. How you convert enquiries by phone/email.

5. How you deliver a world class experience when they visit you.

6. How you understand what the customer wants & assess the customer’s needs.

7. The packages you have & what solutions you present & how you present a simple & affordable way to get started and buy.

8. How you deliver your service and comfort.

9. How you ensure an excellent result & after sales experience.

10. How you keep in touch for the long term with your customers.

how much can you

grow your business?

Take the diagnosticbelow and see what your result is and how close you are to achieve your goal and ultimatesuccess.

In order to see what you need to work on to get closer to

better success let’s go through the different stages of your perfect customer lifecycle.

Each point counts as 1, add a point next to each item and add up all your points to see

what your total score is.

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5This image explains the 7 stages of Lifecycle Marketing.By taking the detailed diagnostic questionnaire you will be able to identify the opportunities for growth in the 7 areas. See how you are doing now and how well you could be doing in the future.

AttractInterest

CaptureLeads

NurtureProspects

ConvertSales

Get Referrals

UpsellCustomers

Deliver &Satisfy

There Are 3 drIverSTo GroW A BUSIneSS:

1. Increase the number of customers you have.

2. Increase the average transaction size.

3. Increase the frequency of purchase.

To GroW predICTABLY In The neXT YeAr We need To USe The poWerof CoMpoUdInG on The SYSTeMS ThAT AffeCT The 3 drIverS:

Better Systems

=More

Businessprofits

Frequency of Purchase

Transaction Size

Number of Customers

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1. Do you have targeted marketing for your highest value services / products?

2. Do you have specific literature and materials for these high value services / products?

3. Do you have packages created for these high value services / products?

4. Do you have a dedicated market leadership plan to increase the number of high value services / products?

5. Do you have a multichannel approach for attracting these high value customers that reinforce authority and increase sales conversion?

6. Do you have a compelling unique selling proposition for your service delivery of these high value services / products?

Your score out of 6 =

positioning

8 AttractTraffic

There is no way to get 100 customers. But there are 100 ways to get one.

Use them all!

1. Do you have a full tracking & monitoring system so you KnoW what of your marketing is working?

2. Do you have a specific referral Program in place with customer Incentives used & visible every time for every customer visit?

3. Do you use ppC - Google Adwords / Bing?

4. Do you use Banner Ads?

5. Do you have specific landing pages?

6. Do you perform conversion rate optimisation?

7. Are you regularly conducting marketing tests?

8. Do you use facebok Ads?

9. Do you use facebok promoted posts?

10. Do you actively engage your facebook fans?

11. Do you use Twitter?

12. Do you use pinterest?

13. Do you use Youtube?

14. Do you use Content Marketing?

15. Do you use Business Blogging?

16. Do you have your pages optimised?

17. Do you use Google Analytics?

18. Do you have your acquisition & activation metrics tracked?

19. Do you have highly visible signage that SeLLS high value services / products?

20. Do you have an engaging A-Board?

21. Do you have a local business engagement / promotion system?

22. Do you advertise in local media?

23. Do you know how to craft direct response marketing adverts that create profitable sales for you?

24. Do you have a pr plan & system?

25. Do you have a staff referral program in place?

26. Do you cultivate business referrals trough a system?

27. Do you use direct Mail postcards?

28. Do you use Street promo teams with flyers?

29. Do you use open days?

Your score out of 29 =

9Capture Leadsonline

One step selling doesn’t work anymore, people can take up to 6 months to decide to buy from you. How do you keep in touch?

1. Do you have google analytics setup to track goals?

2. Do you have opt in forms on each webpage?

3. Do you have a system to follow up on enquiries?

4. Do you have a system to regularly keep in touch with enquiries?

5. Do you have a way of recording what people are interested in so as to communi-cate with about only the items of interest to them?

6. Do you have tests / games / guides that people can get from you to learn more about your offerings?

7. Do you educate your prospective customers via a multiple of media to help them understand better in video / audio / sms / letter / email?

Your score out of 7 =

10 nurtureprospects

There are 3 parts to yourmarketing funnel:

TOFU, MOFU, BOFU.

By structuring your content with the right subjects and in right order you can convert cold traffic into sales qualified prospects.

Then after the sale deliver an experience that makes them refer more people to you.

TofU

MofU

BofU

WoW

Top of fUnneL: Create compelling and quick content targeted to your buyer personas to start a relationship focusing on trust:

SOCIAL MEDIA, BLOG POSTS, TIP SHEETS, GUEST POSTS, KEYWORDS, PAGES, E-BOOKS, GUIDES, HOW TO’S, INFOGRAPHICS

MIddLe of fUnneL: The relationship is enhanced with content that demonstrates you as an authority with track record & succes in your field. More detailed contenttargeted to the specific buyer personas problems and the solutions.

CALLS TO ACTION, LANDING PAGES, FORMS, CONTACTS, NURTURING EMAILS, ADVANCED E-BOOKS, WHITE PAPERS, CASE STUDIES, VIDEOS, WEBINARS, DATASHEET, BUYING GUIDE, FREE TRIAL

BoTToM of fUnneL: Leads that have reached this part are ready for purchasequalification. This is where interaction needs to be more personalised to understand exactly what they need and what solutions could be a good option for them.

FREE ASSESSMENT, TRIAL, TESTS, DISCOUNT CODES, PHONE CALLS, WORKFLOWS, LEAD SCORING, WEBINARS, ASSESSMENTS, CONSULTATIONS

deLIver WoW: Once the sale has been achieved this is the time to make sure you exceed the promises you made in your funnel. By over delivering on the experience and results you can cultivate raving fans and attract referrals.

CreATe LoYALTY & fAnS: Structure personalized & proactive messages to enhance your relationship & increase referrals.

LETTERS, EMAILS, GIFTS, SMS, SOCIAL MEDIA, PHONE CALLS, AFTERCARE

=

+

+

11Capture Leadsby phone

You cannot sell services / products to your customers unless they come in and see you first. The more new customers that visit your business the more you will sell & the more referrals you can potentially get, it is that simple.

1. Do you know where your most profitable marketing is?

2. Do you know how many phone calls you recieve per day?

3. Do you know how many phone calls your team miss every day?

4. Do you know how many new customers called and asked questions every day?

5. Do your team know how to convert enquiries into sales?

6. Are they measured and tracked at this?

7. Do your team have the skills to convert customers seeking high value service / product into sales or are you just wasting your marketing money without knowing?

8. Are your team passionate about getting new cutomers in every day?

Your score out of 8 =

12 ConvertSales 1

Comprehensive Needs Assessment. Diagnostic Selling.

Seeing is believing. No involvement in decision making = No commitment to proposed solution.

1. Do you have a system to understand exactly what the customer is looking for?

2. Do you have a system to document and record all the needs of customers?

3. Do you have system for engaging and questioning the customer to understand their interests & desires regarding your service /product?

4. Do you have a system for ensuring a comprehensive assessment on every single customer?

5. Do you have a system for non-confrontationally educating the customer on the presence of conditions, and the impact of them to allow them to understand and appreciate your service / product ?

6. Do you give comprehensive options to all customers non-judgementally to allow them to select the best choice for them?

Your score out of 6 =

13ConvertSales 2

Comprehensive Needs Assessment. Diagnostic Selling.

If you don’t present it, they can’t try and understand itand if they don’t understand it they can’t accept it.

1. Do you have easy clear service / product options for customers to select from?

2. Do you have clear descriptions of services / products & guarantees?

3. Do you have multiple solutions for customers to help them the right solution for their budget?

4. Do you have simple payment options?

5. Do you have simple finance systems that immediatly show the customers what they can afford to accelerate acceptance?

6. Do you present same day service / product incentives options?

7. Do you have clear written guarantees that give customer confidence?

8. Do you have a system to note potential items the customer is interested in the future?

Your score out of 8 =

14 deliver &Satisfy 1

The purpose of a business is to create & retain a customer - Peter Drucker.

Once you attract them, keep them!

1. Do you have an intentional customer welcome system that delivers a positive experience before they even see you?

2. Do you have a system to make the new customer feel totally welcome, totally at home, and to feel like this is the right place for them to get their service / product?

3. Do you have different customer journeys for different customer avatars to increase targeted service / product sales?

4. Do you have a clear customer journey that exceeds their needs that can be deliv-ered systematically every time?

5. Do you have a clear and intentional experience to follow up every single new customer, even after they visit you, in a way that makes them know you are the place for them?

6. Do you have a system that makes it easy for them to select and accept the best product / service they can afford for themselves?

Your score out of 6 =

15deliver &Satisfy 2

1. Do you have experience points built into your product / service?

2. Do you have clear customer communication built into your procedures?

3. Do you have comfortable ways to deliver comprehensive products / services?

4. Do you have standardised procedures to allow faster, more efficient production?

5. Do you have a comfortable and clear end of appointment system?

6. Do you have a service results review system to help the customer see & understand exactly what was delivered today?

7. Do you always ensure a follow up appointment is scheduled?

Your score out of 7 =

16 deliver &Satisfy 3

1. Do you have a system to follow up all cutomers their purchase to ensure satisfaction?

2. Do you have a system to gain customer reviews & testimonials?

3. Do you have system to ensure high quality service / product every time?

4. Do you have a system to proactively seek out dissatisfied customers so as to fix the problem before they never return / tell others?

Your score out of 4 =

Quality control feedback & after sales service get it right every time.

And if you don’t get it right know how to fix it fast.

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UpsellA customer is for life, not for just one sale.

Lifetime customers are more profitable and happy customers.

1. Do you have a system to have specific timed promotions to people that expressed interest in specific service /product?

2. Do you have a system to keep in touch with all customers so as to encourage repeated sales?

3. Do you have a system to get customer testimonials?

4. Do you have a system to keep in touch with customers that canceled their purchase?

5. Do you have a lifecycle communication system in place for every customer?

6. Do you have a system to ensure customers are given the opportunity to purchase any service / product in the future easily?

7. Do you have a system to remind & educate customers of their needs?

Your score out of 7 =

18 Getreferrals

1. Do you have a customer journey step in place that delivers an unexpected and valuable gift/ upgrade to the customer for the sole purpose of exceeding their expectations?

2. Do you have a process to ask for referrals early on when the person has just bought from you?

3. Do you have an introduce a friend card with a simple free offer for the friend to get a free guide / taster session?

4. Do you have an incentive scheme where if a friend is referred the person referring and the new customer both get a gift/incentive?

5. Do you ask for online reviews when the customer is happy with the product/service?

6. Do you track referrals and send a thank you note in addition to the incentive to your customers?

7. Do you provide frequent training to your customer facing staff to reinforce when and how referral packs / introduce a friend packs are given?

8. Do you incentivise your team with gifts/prizes/money based on the number of customer referrals achieved in the last month?

Your score out of 8 =

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So what’s your score out of 96?

how many opportunities are you currently missing?

Now you understand what you need to work on

in order to get closer to your goal and ultimate success.

Now imagine all of it could be done automatically 24/7

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21did you know how well youkeep in touch with these 7 groups

determines your business success?

Prospect Potential Customer

Quote/Enquiry

Customer

ReferringCustomer

Subscription Customer

Who is responsible forfollowing up with them?

High Value Customer

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1. Your team can’t remember to follow up with last month’s email & phone enquiries.

2. Your team have no time to follow up on last weeks or last months enquiries that never went ahead.

3. Your team have no time to thank & wow new customers that bought last week and last month never mind send them a small gift to thank them.

4. Your team have no time to offer and explain other recommended services / products after they bought.

5. Your team have no time to ask for referrals at the right moment.

When you and your team have to remember to do all this manually it is hArd WorK!

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Prospect

Potential Customer

Quote/Enquiry

Customer

ReferringCustomer

Subscription Customer

High Value Customer

AutomatedSystem

The answer to this:

AUToMATe!

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Using automation allows you to create systems and build processes that don’t rely on one person, which means your business can deliver a consistentoutstanding experience for prospects and clients.

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?You can automate your marketing and sales processes but also anything else you want done in your business, such as:

• database organisation & segmentation• Capturing potential new clients’ details from

your website• email communication (follow up, educate,

reactivate, nurture)• Send SMS• Send letters, postcards, flyers• Tasks (phone a client, whatever you want

to include in your client’s experience from sending thank you gifts to birthday cards, etc)

• Staff training• Invoices and recurring billing (subscriptions)• Collect money• And much more!

What can beautomated?

noW...Imagine your business where you only saw lots of your highest value customers that paid you the most

Imagine being the go to expert for that product or service

Imagine you run a business that is not tied to you and gives you the freedom to do what you truly love

if you want a future with more free time and more profit lets have a chat to explore how that could look like

Get in touch hello@clickconvertsell.com

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