seven steps to small business success april 2013
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Seven Steps toSmall Business
SuccessUnderstanding and Embracing the Power of Lifecycle Marketing
Desiree Scales, CEO - Bella Web Design, Inc.
Lifecycle Marketing
The Difference Between
1. Surviving
2. Thriving
Survival Marketing
Survival Marketing
1. We are always chasing the next deal
2. Our marketing is disjointed(on again - off again, spray-and-pray)
3. We don’t have confidence that our marketing plan will bring a surplus of customers
Survival Marketing
1. Generate interest 2. Sell to hot leads 3. Sigh of relief4. START OVER
Lost Opportunities
Lost Opportunities
What Makes Small Businesses Thrive?
Introducing...
Lifecycle Marketing
Lifecycle Marketing
ATTRACT INTEREST
What’s your Lead Magnet?
Avoiding Competitor Frustrations
•3 Questions to ask your __________ before hiring them
•The 3 biggest problems with ________________
•3 important things to consider when _________________
Achieving Underlying Goals
• 3 things you ABSOLUTELY need to know about ______________
• 3 keys to fixing your _________ problem
• 3 proven techniques to __________
• 3 new tricks to_____________
CAPTURE INTERESTS
Examples
• Online web forms• Events• Networking• Walk-ins• Referrals• Call-ins
The Old Way
Much Better
Much Better
Much Better
Facebook Capture
Facebook Capture
A Better Way
REMEMBER!
Just because you’ve captured a lead doesn’t mean you’ve earned the
right to….
SELL THEM!
NURTURE PROSPECTS
The WHY Behind Nurturing
• 81% of sales happen after
7 or more contacts
• 85% of the time we stop after
1 or 2 contacts
The WHY Behind Nurturing
1. Spent thousands on marketing and were getting poor results.
2. Discovered gold with educational marketing
3. Benefits of Magnet:
•Decreased marketing spend by more than 50%
•At the same time, increased leads by 120%
The Gleason Tax Group
The WHY Behind Nurturing
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 Key to Great Nurturing?
FOLLOW UP
Three Basic Follow Up Campaigns
• New Lead Campaign• New Customer
Campaign• Long-term Nurture
Campaign
Lifecycle Marketing Campaign
The Best Part?
AUTOMATICALLY!
CONVERT SALES
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• Magnets and Education• Nurturing• Targeting• Better Qualified
Prospects
Tips to Convert More Sales
HEADER TEXT Tips to Convert More Sales
DELIVER & SATISFY
HEADER TEXT What is your……
WOW?
What is your…….
HEADER TEXT What is your……WOW!
UPSELL CUSTOMERS
HEADER TEXT Upsell Customers
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What are your fries?
Upsell Customers
HEADER TEXT Upsell Customers
GET REFERRALS
Advance Referral Strategy
Ask for them
Ways to Ask for Referrals
• Emails• Phone Calls• Thank You Cards• Competitions• Special Events• Just After You WOW’d
Them
Advance Referral Strategy
Ask for Them
Lifecycle Marketing
AUTOMATICALLY!
Multiple-System Chaos
Disjointed systems. Manual work. Lost opportunities.
HEADER TEXT
HEADER TEXT All-in-One Sales and Marketing Software
HEADER TEXT Greatest Benefits?
HEADER TEXT Infusionsoft
TEXT“GROW”
706 432 2355
Seven Steps toSmall Business
SuccessUnderstanding and Embracing the Power of Lifecycle Marketing
@desireescales770 509 8797