Hacking PPC Leads: How to Get 3X More Customers [WordStream & Infusionsoft]
2 likes2,393 views
The document outlines strategies to enhance customer acquisition and sales from Pay-Per-Click (PPC) leads. It emphasizes the importance of targeting the right audience, providing value through lead magnets, and using segmented follow-up methods to convert leads effectively. Additionally, it highlights the significance of customer relationships and referral strategies in driving business growth.
Hacking PPC Leads: How to Get 3X More Customers [WordStream & Infusionsoft]
- 1. Hacking PPC Leads: How to Get 3X More Customers from Half the PPC Leads Brought to you by: www.wordstream.com/learn #wowmyleads
- 2. Today’s Presenters Larry Kim @larrykim Founded WordStream in 2007 Leader of the Quality Score Revolution Had a kid 8 months ago (#ppckid) Headshot #wowmyleads
- 3. Today’s Presenters Ramon Ray @ramonray Best-selling author of Facebook Guide to Small Business Marketing Small Business Evangelist at Infusionsoft Publishes Smart Hustle Magazine (@smarthustlemag) Loves to do puppet shows Headshot #wowmyleads
- 4. Attract. Sell. Wow. How To Convert PPC Traffic Into Sales and Lasting Customers #wowmyleads
- 5. How many of you have asked yourself… #wowmyleads
- 6. Why aren’t more people interested? #wowmyleads
- 7. How can I get more buyers from my PPC leads? #wowmyleads
- 8. Why don’t my customers tell their friends? #wowmyleads
- 10. Lifecycle Marketing Grow sales. Save time. #wowmyleads
- 11. #wowmyleads
- 12. #wowmyleads
- 13. If you sell to EVERYONE you sell to NO ONE #wowmyleads
- 14. Who is NOT your target market #wowmyleads
- 15. Benefits of clarity in target customer • More focused marketing messages • Find the right type of customer • Design products and services to meet the right customer • Increased customer satisfaction and referrals • It’s very expensive to go broad and mass market #wowmyleads
- 16. #wowmyleads
- 17. Get Noticed! • Social content marketing • Face to face / WOM • Advertising • Partners and affiliates • Media coverage • Be where your ideal customers are #wowmyleads
- 18. “We are the AUTHORITY in our market. Thousands of people see the value in our content, and they are calling us instead of us calling them.” -Greg Harrelson Century 21 Harrelson group Demonstrate Authority #wowmyleads
- 19. Targeting is Important to Improve Who You Attract and Who You Sell To. #wowmyleads
- 20. Cohort Analysis A group of people who share a common characteristic over a certain period of time #wowmyleads
- 21. Different Customers Have Different Needs…Hootsuite learned a tough lesson #wowmyleads
- 22. #wowmyleads
- 23. #wowmyleads
- 24. You need to provide value, to get value #wowmyleads
- 25. You need to provide value, to get value Use a Lead Magnet #wowmyleads
- 26. Provide Value to Get Value • Webinars • Podcasts • E-books • Training • Discounts • Coupons • Contests #wowmyleads
- 27. 7 Signs of a Good Lead Magnet 1. More value 2. Specific 3. Short 4. Good Visual 5. “Free”, “Discounted” etc 6. Cheat Sheet 7. Engaging #wowmyleads
- 28. #wowmyleads
- 29. “We have identified three questions that allow us to DIVIDE our leads. This allows us to spend our time only on the most qualified and interested ones.” -Heather Lemere Salon Success Strategies Be Efficient #wowmyleads
- 30. #wowmyleads
- 31. #wowmyleads
- 33. Selling insight • Customers have access to information • Give more value – don’t compete on price • Is your product the OBVIOUS choice for a buyer? #wowmyleads
- 34. What do they care about? #wowmyleads
- 35. “Our email messaging is very personal and all emails are written as if I were sitting down to write an email to an individual, never a list.” Nadine Larder Printer Bees #wowmyleads
- 36. Prospects have a need for your service/product. YOU need to convince (educate) about you, service value and their need. #wowmyleads
- 37. Follow up best practices Segmented audience and personable. #wowmyleads
- 38. Multiple Touches Are Critical To Make A Sale #wowmyleads
- 39. Calculating Your Touch Number Target market + price point + 7 touches + what you need to convey = “touch number” #wowmyleads
- 40. #wowmyleads
- 41. Awareness Consideration Recommendation Purchase Offer? Offer? Offer? #wowmyleads
- 42. The good news….. You don’t need Infusionsoft to do this….however… #wowmyleads
- 43. Offer insight • Understand customer buying process to make a good offer • Create buying process map • Lead scoring helps spend time with high converting prospects • Optimal offer time: When they’re evaluating options, before finalize recommendations #wowmyleads
- 44. #wowmyleads
- 45. Not just an exchange of money #wowmyleads
- 46. You’re establishing a relationship #wowmyleads
- 47. #wowmyleads
- 48. #wowmyleads
- 49. Deliver and Wow More than promised. #wowmyleads
- 50. How could you wow for $5? #wowmyleads
- 51. #wowmyleads
- 52. Emotional bank account • Deposit good will • Trust grows • Stronger relationships develop • Make a timely withdrawal (more sales) #wowmyleads
- 53. #wowmyleads
- 54. Referral insights •Costs less to market to existing customers •Referral strategies help customers develop referral habits •Wow customers with service to rock referrals #wowmyleads
- 55. “We PARTNER with other businesses who help us spread the word to more people than just through our own efforts” Tom Force ICE Keytags #wowmyleads
- 57. Referral Tips • Ask for & reward customer referrals. • Create a partner referral program. • Offer the right incentives. • Treat referrals as VIPs. #wowmyleads
- 58. Why you should care about your customers?• Price is not main reason for customer churn. It’s poor customer service. • The probability of selling to an existing customer is 60 – 70%. The probability of selling to a new prospect is 5-20%. • It costs 6–7 times more to acquire a new customer than retain an existing. Credit – Colin Shaw #wowmyleads
- 59. Why you should care about your customers? • Happy customers who get their issue resolved tell about 4-6 people about their experience. • 70% of buying experiences are based on how the customer feels they are being treated. • It takes 12 positive experiences to make up for one unresolved negative experience. Credit – Colin Shaw #wowmyleads
- 60. You have the framework for your success. Are You Ready to Thrive? #wowmyleads
- 61. Interested in Infusionsoft? Want A Free Lifecyle Marketing Planner? www.infusionsoft.com/wordstream #wowmyleads
- 62. Attract. Sell. Wow. How To Convert PPC Traffic Into Sales and Lasting Customers Ramon Ray Small Business Evangelist, Infusionsoft Publisher, Smart Hustle Magazine @Ramonray www.infusionsoft.com/wordstream #wowmyleads