Lifecycle Marketing. Turn prospects into customers and turn customers into repeat buyers. Challenges and Success

1. Lifecycle
Marketing: Convert
leads and prospects
to customers.
Convert customers
to repeat and loyal
buyers

2. Infusionsoft, Regional
Development Director
(NY/NJ)
Smallbiztechnology.com,
Editor & Technology
Evangelist
Ramon Ray - @ramonray
www.ramonray.com
Author, “Facebook Guide
to Small Business
Marketing” (Amazon.com
best seller), Event
producer, speaker, journ
alist, piano player, FBI
Citizens Academy
graduate and some more

3. Challenges
Success

4. Surviving
Thriving

5. Our Business Challenges
• Not enough leads – “why aren’t more people
interested?”
• Not enough follow up with leads – “almost
customers”
• Not enough follow up with customers –
“customers are not happy”
• Not enough referrals or upsells – “I’m not getting
enough referrals”
• Multiple system chaos – “I’m using 3 or 4
different systems to manage my business

6. YOU’RE NOT ALONE!
OTHER BUSINESS OWNERS HAVE
CHALLENGES TOO!

7. The Children’s Success Foundation
• 15 years in business
• Revenue growth
plateaued
• Wanted to go beyond
stagnant list of donors

8. Strong Single Mom Network
• Strong growth on Facebook and overall
• Could not handle growth due to small staff
and funding

9. Laura Roeder Studios
• Struggle to manage
the growth
• Burdened with
multiple systems
(email
marketing, contact
management, shoppi
ng cart)

10. Gleason Financial Group
• Multiple systems to
manage business (such
as Excel and others)
• Spending lots of money
to get leads, instead of
nurturing the ones they
had

11. Odyssey Preparatory Academy
Two employees doing lots of manual work &
managing hundreds of parents and children

12. Presidential Pools and Spas
• Down Housing
market slashed
their sales (from
2,000 pools in
2006 to 500 in
2010)
• Manual data
entry

13. PrivateCounsel
• $4,000 a month on
marketing materials and
services
• $10,000 a month on
marketing
specialist, seminars and
more
• Sending marketing info
to same people

14. Original Runner Company
• First season of
Shark Tank
• Kept customers on
index cards;
overwhelmed by
success

15. Ptex Group
• Customer experience
slacked; influx of lead
follow up suffered; four
company divisions were
not communicating
properly about customers

16. Infusionsoft Laboratory – Two Results

17. 15,672
customers
57,210
users

18. Infusionsoft
(system)
Lifecycle
Marketing
(process)

19. What Is Infusionsoft?
• The all in one online sales and marketing
software for small businesses
• Marketing automation campaigns to automate
your business processes
• Modules: CRM, e-commerce, social
media, email marketing, customer
database, marketing campaigns and more
• Convert leads into customers. Customers into
repeat customers

20. Your Benefits from Infusionsoft?
•
•
•
•
Save time. Gives you back time.
Increase productivity
Turn your business into a “mini-Amazon.com”
Enable money making activities sales and
marketing functions “in your sleep” with
marketing automation
• Go beyond just email marketing and a
customer database
• Focus on the future growth of your business

21. ARE YOU IN THE
WEEDS OR THE
CLOUDS?

22. Are you in the weeds or in the clouds? –
Brian Moran

23. Second part of
Infusionsoft lab results
Lifecycle Marketing

24. Lifecycle Marketing Concepts
1. Treat every customer as if they were the only
special customer
2. Multiple touch-points, in different ways, at
different times
3. Customers buy when they’re ready to
buy, not when you’re ready to sell

25. LIFECYCLE MARKETING – 7 STEPS

26. Define and target your customer

28. 1. Attract traffic with the right lead magnet(s)

29. Eric’s Top 10 Lead Magnet Ideas
①
②
③
④
⑤
⑥
⑦
⑧
⑨
⑩
Host an Event
Connect them with Someone Special
Free Samples
Write an E-Book Bestseller
Free Consultation or Session
Educational Series (email, video)
Activate a Free Trial or Test Drive
Exclusive Invitation to a Live Webinar
Early Access to Your New Next Big Thing
Deliver an Informative E-Paper (7 things …)

30. 2. Capture leads

33. 3. Nurture leads
Multiple
touching, nurturing, is
critical. Nurturing leads is
all about “know, like and
trust” (John Jantsch, Duct
Tape Marketing)

34. 4. Convert to sales

35. 5. Deliver and Delight

36. 5. Deliver and Delight

37. Wowing Your Customers
+
Great Customer Service
=
Low Cost Marketing & Customer Retention Tools

38. The $5.00 Challenge
What could you do with $5
or less to “WOW” every
new client?

39. 6. Upsell

40. 7. Referrals

41. Jermaine Griggs – Hear and Play
bit.ly/jermainegriggs
• Created personal relationships
• Sent targeted messaging (LCV >
$200)
• Doubled Net Profit!

42. Lifecycle Marketing
Infusionsoft
You now have a complete business growth plan

43. Lifecycle Marketing
Define and target your customer
1. Attract traffic with lead magnets
2. Capture leads
3. Nurture leads
4. Convert to sales
5. Deliver and delight
6. Upsell
7. Get referrals

44. You are not alone in the
CHALLENGES you face in your
business.
You are not alone in the
opportunities of SUCCESS you
can have in your business.

45. The Children’s Success Foundation
• Now automate
their marketing
to better
communicate, tra
ck
interest, respond
to interest and
more.
• Tripled their
mailing list

46. Strong Single Mom Network
• Now segments her member moms, follows up
based on their needs and more.
• Developed paid VIP membership; over 4,000
Facebook fans, over 500 members

47. Laura Roeder Studios
• With a streamlined
process and system
Laura went from
$100k to $800k in
revenue
• Increased leads
from 2,000 to
56,400

48. Gleason Financial Group
• Now spend more time
with family
• Increase in tax clients
from 438 to 1,069
• List size increase from
3,215 to 7,728

49. Odyssey Preparatory Academy
• Now automate their back office processes
• Reduced work load

50. Presidential Pools and Spas
2x – 3x higher closing rate and
increase in revenue

51. PrivateCounsel
• Now automated
fulfillment to close
more sales and deliver
better services
• Spend more time with
daughter who has
genetic heart disease

52. Original Runner Company
Increased lead
conversions by
60%, follow-up
by 500%;
referrals by
80%

53. Ptex Group - Opportunity
• Now personal touch
to clients; freed up
time for business
growth
• 15% increase in
customers; 25,000
new leads; reduction
in advertising budget
Awesome insight on marketing & biz growth - http://bit.ly/menyhoffman

54. You now have two powerful small
business growth solutions.
Lifecycle Marketing
Infusionsoft

55. Your investment?
• Lifecycle Marketing is FREE
• Costs you TIME and a DECISION to change
how your business works
• Take your current system and tweak them into
the Lifecycle Marketing process

56. Please ask yourself
3 important questions

57. Would your business be better with
Lifecycle Marketing
Could you generate more profit/revenue
with Lifecycle Marketing
Could you spend more time with
_____________ with Lifecycle Marketing

58. Thank you.
The decision is yours!

59. Lifecycle Marketing:
Convert leads and
prospects to customers.
Convert customers to
repeat and loyal buyers