LEADS & CUSTOMERS!How to Get a Steady Stream of Leads & Customers Using Low Cost and No Cost Methods

“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.”

~Peter Drucker

AGENDAIntroductionSales Pipeline / Sales FunnelFollow Up SystemGetting Contacts

ABOUT ME• Graduated Cum Laude from Texas A&M University with

a Degree in Business Management and Minor in Accounting

• Background:• Worked as a consultant at a Big 5 consulting firm• Financial advisor and analyst at a large firm as well as a

smaller boutique investing firm• Started and sold my own staffing company• Worked in corporate America in staffing sales. Ranked #1 out

of 1600 offices in 2012 and consistently ranked in the top 5 every year after.

• My passion is sales and marketing and I love working with small businesses to help them be more profitable

SALES PIPELINE/FUNNEL

WHAT IS A SALES FUNNEL? If you have ever been in sales, you have heard the term sales pipeline or sales funnel.

A sales funnel is a marketing system. It's the "ideal" process you intend your customers to experience as they go from Prospect to Lead to Customer to Repeat Buyer.

WHAT DO YOU NEED TO MAKE A GOOD SALES FUNNEL?

A follow up system (with a good portion of it being automated)

Contacts to pull through the funnel

SALES PIPELINE/FUNNEL

FOLLOW UP SYSTEM Why do you need a follow up system?

Because, on average, sales require 7-8 follow ups (and most businesses do 1 or maybe 2 follow ups) --- so you better automate this!

You have too many leads and most are not ready to buy. So you need an automated system to filter the leads while you warm them up

‘Warm up’ a lead to build the know, like and trust --- most ‘leads’ we generate are cold (dating)

WHAT SHOULD BE INCLUDED IN A FOLLOW UP SYSTEM?

Landing or capture pages Lead magnet Automated email system that stays in touch Social media integration Offline methods Events or other steps to try to increase engagement and buy in

SALES PIPELINE/FUNNEL

EXAMPLE OF A LANDING PAGE

EXAMPLE OF A LANDING PAGE

TYPES OF AUTOMATED EMAIL SYSTEMS Low Cost

Aweber MailChimp (they have a free version but it doesn’t have

everything you need) ConstantContact

Higher Cost (with more functionality) Ontraport InfusionSoft

EXAMPLES OF SOCIAL MEDIA INTEGRATION Connections

Connect with business ‘liking’ or ‘following’ pages (all forms) Connect with person by LinkedIn or asking them to like your business page on

LinkedIn or Facebook Ask them to follow you on Twitter, SlideShare, YouTube or others

Creating tailored lists Export LinkedIn list Use contacts lists to create custom audience for Facebook ads

Create groups Create groups and invite current clients, prospects etc

OFFLINE METHODS Direct Mail (handwritten personal notes, postcards, letters, lumpy mail, etc) Phone calls (including a specific campaign, voicemail to alert of next step) If business to business, drop ins or appointments at the business Events (ribbon cutting, seminar, workshop, open house, networking event)

GETTING CONTACTS Online

Online ads --- Google Adwords, Social Media Ads, CraigsList, Other Classifieds Online Stores or platforms --- Ebay, Amazon, Etsy Email Social Media Blogs And Other Daily Content Guest Blogging on Other Blogs Podcasting Blog ads on Other Blogs Webinars SEO Opt in offer on website Answer questions on Quora HARO Reviews

GETTING CONTACTS Offline

Phone (outsource) Drop Ins Direct Mail Seminars Flyers Centers of Influence Referrals Networking Press Releases / Media Coverage

ONLINE METHODS Facebook Ads

Can be very effective with many types of businesses You HAVE TO test, test and test and watch the numbers hourly then daily

Social Media Direct connecting Direct messaging on Facebook and LinkedIn Using groups (and push to landing page and blog posts with awesome content)

Webinars Great to use but need something to drive traffic to webinars

EXAMPLE OF TESTING

OFFLINE METHODS Drop Ins

Great for the first touch because it makes you a ‘real person’ in the eyes of a local business owner

Makes your email open rates higher

Seminars/Workshop Great for products/services that need to be explained or that are more expensive Must use other methods to get people ‘in seats’

Centers of Influence One of the most effective offline methods Most people don’t do this correctly Example attorney and financial advisor

Networking

CLIENT EXAMPLE Auto Body Shop

Had limited marketing budget Did not have any type of follow up system in place Instituted a follow up system Increased in person visits / clients Increased total sales Increased repeat business from 22% to over 60% in a 12 month

period

CLIENT EXAMPLE Boat Membership Sales

They had a significant marketing budget and had a follow up system in place

We tweaked their follow up system – rewriting emails, adding white papers

We linked their follow up system to their social media, added a texting function, and added mini steps in between to increase individual sales and repeat sales

We increased referrals (by simply setting expectations at the beginning of the relationship and adding it into our follow up).

We combined this system with a PPC marketing campaignResults: Doubled the number of leads, reduced overall marketing costs, and delivered 1 client within 3 weeks that netted them over $5k in the first year alone.

WHAT TO DO NEXT?

YOUR FOLLOW UP SYSTEMSet up your entire follow up system FIRST!

Need step by step instructions? We can send you our free ebook follow up system that walks you through how to do everything yourself

Want someone to do this for you and create the fullsystem? We can help!

PICK 5 Pick 5 methods for creating contacts Make sure you can do these CONSISTENTLY Pick both offline and online Pick the 5 that you enjoy doing Measure your results and add or subtract based on your results

FREE PHONE CONSULTATION Are you not sure what to do next?

Or do you have questions you want answered?

We can set up a phone consultation to answer any questions and help you get started in the right direction. No cost. No obligation. And no one will ask you to make a purchase (not my style).

CONTACT INFORMATION

JSBTampawww.JSBTampa.com

Robyn Hatfield813.702.5925