Presented by Cory Bendixen

1. Ignite Your Growth 2012:
Small Business Success Summit

2. Cory & Scarlett – Crew & Remington

3. Convert Sales:
Get them on the Phone

4. Convert Sales:
Get them on the Phone
• Lead Capture – Done the Right Way
• CRM – Proper Database Management
• Online Schedulers – Get them to come to You
• Following up with Leads – Inbound Harvesting
• Email – Templates that Work

5. Lead Capture:
Done the Right Way

6. Lead Capture
• Online web forms
• QR codes
• Events
• Networking
• Walk ins
• Referrals
• Call ins
• etc

7. Call to ACTION???

8. A little better

9. Call to Action

10. Call to Action

11. Call to Action

12. Call to Action

13. Landing Page – from ppc

14. Infusionsoft’s Lead Capture

15. CRM:
Proper database management

16. CRM:
Where do your leads go?
• Sticky notes
• Excel spreadsheets
• Email inbox / folders
• Outlook contacts
• CRM – (salesforce, act, goldmine, etc)
• Infusionsoft - CRM

17. CRM:
Got to be Organized
Segment based on Person Type
• Lead
• Prospect
• Customer
• Client
• Partner
• Affiliate
• Vendor

18. Infusionsoft

19. Sales CRM:
Opportunity Management
• New Lead
• LVM 1-2-3
• Initial Interest
• Educate
• Validate
• Decide
• Closed – Won
• Closed – Lost
• Long-Term-Nuture

20. Infusionsoft

21. Online Schedulers:
Get them to come to You

22. Online Schedulers
• Get them to come to you
• Make your time Valuable
• Eliminates/Minimizes need of Secretary
• Ease of use for both parties
• Eliminates unnecessary calls

26. Following up with Leads:
Inbound Marketing

27. Lost Opportunity
10,000
(audience)
90 Responders
Fall through the cracks

Never any follow-up

100
(responders)
They'll buy somewhere else

It's all about TIMING

10
(customers)

28. Take Advantage of Lost
Opportunities
10,000
(audience)
100 90 85 80 75
(responders)
10 5 5 5 5
(customers) (new) (new) (new) (new)
30 New Customers – No Additional Cost

29. One Step Further
X 10,000
(audience)
Automate
Education
X 100
(responders)
90 85
Automate
80
Follow Up
10 5 5 5
(customers) (new) (new) (new)
Automate Workflow

30. It’s all about the Follow-up
3 Basic Must have Campaigns
• New Lead Campaign
• New Customer Campaign
• Long-term Nuture Campaign

31. Email:
Templates that Work

32. Email:
What affects open rates?
• Subject line
• Time of day you send
• “From” address
• Personalization
• RELEVANCY !!!
-tip: When the subject line is relevent to the
recipient, the copy isn’t as important

33. Email:
2 Types of Emails
• Educational • Call to Action
• Great Value • Raise your hand
• No call to action • Buy this
• No sales pitch vs. • Attend this event
• Tips & Tricks • Schedule this appt
• Business building tips • *straight to the point
• *no newsletters • *don’t need to be
Shakespeare

34. Email:
2 types of Calls to Action
• Click a link • Reply to email
• Register • Get a response
• Information Packets • Engage more
• Watch Video vs. communication
• Fill out webform
• Order

35. Send an Email
• After every call, appt, meeting, task, etc.

36. Email:
Templates for different Scenarios
• Ask for an appt
• Missed appt
• No Response – never was able to connect
• Reengage – lead went dark on you
• LVM’s
• Information packets
• Bad contact

37. Missed Appointment

38. Reengage

39. Can’t seem to Connect

40. LVM

41. No Response

42. Bad Contact Info

43. Information - Click

44. Information - Click

45. Cory Bendixen
Office: 480.499.6669
Mobile: 801.318.6881
cory.bendixen@infusionsoft.com