Those are two of my favorite words when it comes to marketing. If you read this blog (I know you do, right?), you know I also like the word efficient when it comes to marketing as well.
In this blog post, I am going to talk about the first two words and how you can apply them to your business to — increase your profits, reduce your costs and systematize your marketing. It’s 2014 and there is no reason why your business should not be leveraging some of the amazing technology that is available to us.
Hut, Hut, Hike
My girlfriend’s son plays football and they had their second game of the season this past Saturday. We stopped to get the oil changed o the car beforehand and I looked at Amanda and said, “My sales funnel is working for me right now, while I am out and about enjoying my Saturday. I think that is jut awesome!”
She looked at me as if a spaceship just landed and three aliens walked out asking for directions.
I ran some Facebook advertising over the weekend targeting a certain type of business owner here in Las Vegas. I generated 4 hot leads for a total $13.28 this weekend. I was excited my Facebook marketing was working while I was “not working”.
I’ll explain how an online sales funnel works below.
How to Automate Your Lead Generation
This website works non-stop, 24/7/365 — on weekends, holidays, even while I sleep. If I take a day off, it produces leads. When I work, it produces leads. To be exact, 8.5% of my website traffic turns into leads. A number I am constantly trying to improve, although anything above 5% is considered very good.
If you look on this site, I have a number of places to sign up for my most recent training: 7 Proven Strategies To Increase Your Website Leads By Up To 300% (download the FREE training here).
Here is one that is located at the top of each page;
Here is one that is located at the end of each blog post;
Here is the pop up;
I also have a squeeze page that I can send visitors (from outside the site) directly to. A squeeze page is offering a piece of premium content in exchange for their contact information. You can see that page here.
I also use landing pages, although I am testing a few different squeeze pages at the moment. If you are not familiar with what a landing page is, I wrote an article a few months ago: What Are Landing Pages & How They Can Turn Traffic Into Revenue.
Once someone enters their name and email, they are immediately sent the first training in the series. Again, this is all automated. I am not sitting at my computer at 2 AM on a Tuesday waiting for someone to sign up for the training.
I tried that and it is very hard to scale – Kidding, of course.
How to Automate Your Follow Up
For 7 days, they are then sent a daily email on how to increase their leads using marketing automation, online marketing, conversion rate optimization and other proven strategies to increase the effectiveness of their online marketing efforts.
It’s a sales sequence that leads to an opportunity for a strategy session with me, but it starts by offering a ton of value upfront. This is how to build that know, like & trust that is so important in the digital world. The training is exactly what I am using in my business and is a proven system.
After a few emails, I am building up trust by sharing tips on how to automate their marketing and transform their business. Now, I understand that some business owners will take the training and use it themselves, which is great. I am here to help as many business owners as I can. I also know that business owners are very BUSY and don’t have time to implement all of it themselves.
Who do you think they are going to call to do it for them?
That is when I mention my strategy session. I know when a business owner takes me up on the strategy session they have read the training and do not have the time to implement it. They are coming to me and that is proof this stuff work. It’s actually funny when I mention that, it’s like something out of The Matrix.
The training and automated sequence pre-sells them on me and my offering before we ever speak. It makes sales a breeze.
The strategy session is where I show them how to create a clear, strategic plan for free. Yes, I do not charge for this, but there is an application process.
Why do I offer it for free? Are you crazy?
Let me answer the second questions first — I might be 🙂
I offer it for free for two reasons;
- First off, I get a kick out of this stuff. When a business achieves exponential growth, as a result of my help… that’s a pretty cool feeling. I can look at my daughter and know that I am building a legacy. Something we both can be proud of. I am a big believer in the phrase – legacy is greater than currency.
- Second of all, it’s how I attract elite-level clients. Plain and simple.
How a CRM Personalizes the Experience
I also use a software called Zapier that connects my email software with my CRM. These leads are automatically added to me Customer Relationship Manager without me lifting a finger. As you ca imagine, this makes things so much easier. Once they are added into my CRM, they are assigned to specific “buckets”. Each bucket has a specific follow up sequence.
For the training mentioned above, I follow up with them 3 days after they signed up. This is a personal email and not an automated response. The CRM I use, pulls in data from their social profiles. This allows me to find something they are interested in and mention that to personalize the message. Some might think this is a tad creepy and you might be right, but it’s how business works these days.
My CRM lets me know if they have opened the message, clicked on any links and will send me a reminder if they have not responded to the message within 7 days. This makes follow up so simple and very efficient.
The Fortune is in the Follow Up
“The Fortune is in the Follow Up” is a quote from someone, but not sure who said it. I know one thing — it’s true! Every business must have a follow up system in place to close more business, boost profits and run as efficient as possible. Follow up can be done with email (automatically), social media or a CRM, among many other ways.
According to the figures from the National Sales Executive Association, and the source The Mind Capture Group;
- 48% of sales people never follow up with a prospect;
- 25% of sales people make a second contact and stop;
- 12% of sales people only make three contacts and stop;
- Only 10% of sales people make more than three contacts.
- 2% of sales are made on the first contact;
- 3% of sales are made on the second contact ;
- 5% of sales are made on the third contact;
- 10% of sales are made on the fourth contact;
- 80% of sales are made on the fifth to twelfth contact.
Did you read that last stat?
80% of sales are made on the fifth to twelfth contact
Do you see why follow up is so important?
Do you see why you must have a system in place?
I get it…follow up is hard, takes a lot of time/resources and is very hard to track. An online sales funnel with a CRM can help eliminate those problems. It will also help you close more business, more efficiently and most importantly — more profitability.
There are plenty of tools/software online to help automate your marketing. You’ll want to check out my training: 7 Proven Strategies To Increase Your Website Leads By Up To 300% for more detailed information. You can download the training here or enter in your information below.
You already know what to expect in my funnel, so don’t say I didn’t warn you 🙂
Photo credit: Flickr