Notes from Icon15 Talks
Transcription
Notes from Icon15 Talks
Notes from Icon15 Talks Comments from User Group member Dennis Walsh – Walsh Photographic Design You can download a copy of these notes at: www.walshphotography.com/icon15 This was my first Icon – I have only been a user since last Fall. I thought attending would be a great opportunity to hear new ideas and have some questions answered. Note that there are multiple speaker tracks, so you only have the opportunity to hear some of the speakers. As a result, I don’t have notes from every speaker. The conference is held in a great location with excellent facilities. It is quite fairly priced, especially if you book early. Many hotels are close to the convention center and high quality. Rooms $189/night. There is easy transportation to the airport. No need to rent a car. Uber cost $15. If you are staying outside of downtown and driving in, there was ample parking. Downtown does not seem overcrowded. Lots of restaurants. Little shopping. Infusionsoft does not spare any expense. The conference had 3000 guests and was quite a nice production. I was very impressed at the production value. Meeting rooms are large and comfortable. Tables provided for everyone. Audio-‐Visual support was excellent. Large screens. Excellent sound. Complimentary breakfast and lunch served daily. The food was very good. Trade show was of limited size, but never overcrowded. Easy access to vendors. Infusionsoft has a huge customer service contingent. You can schedule 1 on 1’s on virtually any topic. I met many managers and had several good conversations. There are ample networking opportunities. There’s plenty of time to chat. Speakers were all good. Many were outstanding. Infusionsoft brought some big name, high dollar speakers to these conferences. I was surprised at how many of the speakers were Infusionsoft users themselves. This year’s conference had a lot of speakers who spoke about business, but not specifically Infusionsoft. I am told this was intentional. Apparently, past conferences had more of a teaching vibe. My advice…attend! It is worth it. The more prepared you are with questions or issues you want to address, the more valuable your visit will be. Plan each day using the convenient app and go quickly to each breakout. Some of the best ones had to limit access because of room size. Hopefully this will not happen next year! Infusionsoft Keynote – Clate Mast and others Universal Truths 1. Invest in your marketing 2. Follow-up works. Keep in touch with your clients. 3. Automation is the great game changer Automation does not impersonalize client service - it is a great multiplier Infusionsoft clients sent 5.6 billion emails last year Email marketing is still the best way for small business to market - (though some people are questioning this) New Product Announcements • New email builder - template based, mobile responsive, cut and paste. Coming soon…probably by Fall. Looks very slick. Like Lead Pages interface. • New Infusionsoft payments system (summer 2015) 2.9% plus .30/transaction. No other fees. Built directly into Infusionsoft. • Quickbooks integraton available in Marketplace. • Infusionsoft has licenced some Digital Marketing campaigns which can – for a free – be imported and installed directly to your app. Ask Ross for details. Breakout session - Old School Marketing in Digital Age Carmen runs a martial arts studio in NYC. www.CarmenSognonvi.com/toolkit 1/3 of her business still comes from off-line (traditional) marketing Mistake #1 - Making Flier logo too big Fliers suggestions more powerful to use a single image, than many small ones Do not make your logo too prominent. No one cares Every flier needs an offer. Tell them what to do next, to take advantage of the offer her example... visit www.urbandojo.com/sixweeks or text mi to 435-xxx-xxxx (uses fixyourfunnel sms conversations) Action Item: Think about the your call to action Mistake #2 - handing out promotional junk at events instead….offer a free trial or a giveaway. In order to get this, they must give name, email and phone number Action Item: decide on a give away or promotion you will offer at your next event If you are too expensive to give away, you can bundle your service into a package that will be raffled off to one winner. Must register with name, phone and email to enter. Mistake #3 Giving flyers to anyone with a pulse Mini-Billboards Displays in other stores…use 4x6 postcards or 4x9 cards in a plastic display stand. Of course, you offer to reciprocate display in your studio Uses simple crew app to photograph each display and includes date, time and location. Will also display a map of locations Mistake #4 - Thinking of marketing as a broadcast only Don’t think of your fliers and signs as pretty pieces. They must serve as a lead capture. 1. a weblink - uses LeadPages create separate landing page for every flier, poster or event. Uses WP plugin "pretty url" so that weblink shows your website address rather than a leadpages or infusionsoft link 2. via text - text a keyword to (FixYourFunnel) SMS conversations Don’t try to be pretty. Use simple questions…first name, last name, email Lead source ROI report to view result Mistake #5 - Giving away all your information and getting nothing in return “why buy the cow when you can get the milk for free” Find out what your milk is? If there is a key point of information the client will want to know, don’t give it to them without an exchange of email address Carmen captures at first point of inquiry. At the top of the funnel. It creates a better experience for the prospect. Many initial inquires are not quite at the point where they are ready to buy. Capturing their info early, allows you to continue to communicate with interested buyers, building know, like & trust factor. Carmen is not crazy about lead magnets which may be of interest to people outside your market area. Doesn’t work. Why send your free report to people outside your market. What is the key information that they really want to know. For many people, it is price and schedule. Price ok?…then capture email to get schedule. Photographers can make the lead magnet access to your entire portfolio. Breakout - Lifecycle Marketing - April Goudy @eventcultivator Lifecycle marketing is repeatable The Attraction Phase Attract - if you market to everyone, you sell to no one clearly define who we are targeting and who we are not targeting look at demographics Attract Interest understand your target audience, where they hang out, and meet them there Collect Leads you must provide value…what will make the lead surrender their contact info give them something of value, that they want. Selling Phase Educate - 86% of consumers research before purchase. Educate and they will be more willing to buy from you. What do your clients care about? The Offer Build out a buyers process and map to your sellers process • Awareness • Consideration • Recommendation • Purchase Purchase - this has to be part of the experience/relationship Make it easy to buy Ask “How can I help people, not what can I sell people" The WOW Deliver a WOW. Deliver more that what you promised. Say thank you. Make it personal. Write a hand written note. It is intentional and has human touch Offer More Cross-sell. Think amazon shopping cart Up-Sell. Supersize? New - let them know what you have to offer them Get Referrals Only 20% of businesses ask for referrals. You must deliver a quality product and experience in order to drive referrals Remember, your client is putting their reputation on the line by referring you Reward your clients for referrals infusionsoft.com/lcm-planner ====================================== Keynote Speaker - Jon Acuff – best selling author and professional speaker 45% of millennials are more concerned with job flexibility than wages Skills are the bridge between amateur and expert new skills old skills Bravery is a choice, not a feeling Being afraid isn’t failure, staying afraid is. Be brave enough to be bad at something new What business are we really in... Be brave enough to ask hard questions Are we innovating our future or protecting our past? Character is who you are empathy - understanding what someone needs and acting on it. Choosing empathy is cheap, loosing empathy is expensive. Relationships are expensive Care about what the people you care about care about Read less minds and ask more questions Relationships 3 types of relationships Foes- sticky, take a lot of time. Friends - don’t put people on pause. Relationships aren’t built on text messages. Your ability to stay present in a relationship is a game changer Advocates - someone you shape your business with. A truth teller. Leaders who can’t be questioned, end up doing questionable things. It is dangerous when the staff can’t tell the leader the truth. You need relationships Hustle - doing the important things others don’t, to enjoy the results others won’t. Hustle takes focus, not frenzy. You will become a workaholic if its something you love. Use hustle to grow a small yes into a big opportunity. Breakout - Lisa and Hamish Macqueen - CleanCorp 5 Rules 1. Don’t waste money - talk to the right people. Don’t waste money marketing to the wrong people. Target our marketing. Once targeted, everything you do has to be direct response. You must be able to track engagement. Every email requires a link click so we can track progress. Track your marketing • how many calls • how many clicks • how many opens etc 2. People buy from people. Put personality in your brand and your marketing. Use Send out cards all the time. Inject personality on website in direct mail People buy from you because of who you are, not what you do Follow-up gets results. Quote then call. 3. Pay Attention (e.g. a major change to Google algorithm) Humanize your business. Put employees out front. Use send out cards to introduce cleaner and their family to clients. Builds trust and makes their team a part of their tema 4. Think about how your prospects buy and automate it. Lead>Thank you page with photo>confirming email of appt> sent testimonials (or FAQ) etc. 5. You need a system (save time energy and money) Take action on what you learn Loves Brian Tracy – Power Principles of Success Poopourri.com (unique roduct that does great marketing) Keynote - Rohit Bhargava – documentor of trends Annual Trend Report — how these trends will affect business Book - “Non-Obvious" 5 specific trends that can change your business in 2015 (commit to thinking outside your industry) 5 Things Trending in 2015 1. Unperfection - companies are starving to being more transparent. e.g. The Hans Brinker Hotel in Amsterdam. Show their flaws and tell a story. steal idea - embrace your (rare) mistakes - own your mistakes 2. Reluctant Marketer - brands increasingly use content strategy. People have questions and want answers Hilton Hotels - answering questions on twitter Weber Grills - real physical books on BBQ Weber sends a pdf of here is what you should look for. Of course, it is tailored to Weber specifics. www.mycymbal.com Stealable Idea - amazing tube strategy is to not go viral - informative snips Be useful instead of salesy. 3. Everyday Stardom - people expect to be treated like stars. Offer VIP treatment based in reality. 4. Micro Consumption Stealable Idea: Produce sharable bite-sized experiences 5. Experimedia Esther Honig on Buzzfeed.com or Dove Real Beauty sketches experimedia allows a smaller business to fight back 5 tips on how to identify trends 1. Be more observant - watch processes in action 2. Be curious - empathize with magazines 3. Be Fickle - take notes with sharpies. Don’t dwell on one thing - save it and move on 4. Be Thoughtful - wait, have patience. 5. Be Elegant - use poetic principles. “I am not a speed reader, I am a speed understander" [email protected] for free digital download and a free webinar and a sneak peek at the 2016 report. Keynote Speaker - Sally Hogshead - The Fascination Advantage In a crowded and competitive marketplace, different is better than better. Identify what makes you different and it will able you to compete with less marketing. Finding the very best words to describe a brand is key. . A brand has a choice, it can either have the biggest budget or have a fascinating point of difference. The greatest scarcity today is attention span. Every time you communicate you are either adding value or taking up space. Stand out or don’t bother. The world needs authentic messages that give them something they didn’t have before. Become more of who you are. Don’t try to change who you are. Take this free test http://www.howtofascinate.com/you code: iconshare share with your team, your clients, and share the results The average attention span used to be 20 minutes. Today it is 9 seconds! When you fascinate your clients they are totally focused on your message High performers do not try to be all things to all people. Clients don’t hire you because you are balanced, they hire you because you are extraordinary in some way. Your specialty is your fascination advantage. It is the way your personality is most likely to add value. As a leader you need to optimize yourself. Build a team with the other traits. Primary advantage puts you at your best Secondary advantage The person who is highest paid is the person who is chosen for who he is…not what he sells. Amazon: How the world see’s you. You don’t need to learn how to be fascinating, you need to unlearn boring. Don’t change who you are, become more of who you are, at your best. LeadPages (software for building landing pages) 100% of sales at Lead Pages comes from Marketing and Sales 5 steps for implementing our lead generation and content strategy 1. Invest in Content (like you would invest in a sales team) Get good content. Hire the best copywriters you can Lead Pages hired content channel owners…podcaster, youtube person, blogger, 80/20 rule 80% content 20% selling content should be valuable in and of itself the 20% should show people how they can get the result they want using our services LeadPages gives away landing pages blog.leadpages.net • All content channel owners are responsible for a number that rolls up to revenue (either sales or new gen) • Content metrics are publicly tracked on a weekly basis (like a sales board) • More money is poured into the high performing channels and content types, while lower ROI activities are scaled back. • The most successful content pieces are further amplified with paid media (ads etc.) 2. Turn every piece of content into a lead generation opportunity. EVERY TIME! NO EXCEPTIONS! Give a URL or short code to get Why have a mobile strategy. More phones than toilets 3. Turn every blog post into a specific lead magnet that is only for that blog post. (content upgrade) pdfs, recipes, resource guides, etc related to that blog post. You could even offer a pdf of the blog post that they can download. Transcript of podcast, audio file of article. These options may convert as high as 30-50% LP recommends removing sidebar single opt-in and replace with LP 2 step opt in box 4. Utilize the hell out of post opt-in thank you pages.Your hottest leads are on your thank you page. Don’t end the conversation there. Offer them a way to further engage. Offer them something - a webinar, a video, another post, keep the conversation going. 5. Drive people from your thank you page to webinars. HIGHLY RECOMMENDED. Use a LeadPage Why webinars? most Fortune 500 companies use webinars to sell products Webinars are one of our top 3 conversion streams A webinar is, hands down, the best of to many sales mechanism (only thing better is getting someone one to one) Getting started. Come up with 10 minutes of content…then do Q&A session The best one to many sales mechanism for your business Webinars provide 1. appointment marketing (like one to one sales) 2. A quasi 1-to-1 experience 3. The chance to spend 60 minutes with 1K plus potential customers 4. High conversions 5. Partnerships Webinars provide very high conversion rates (25%) LP converts 30-60% Can and should be added to any sales funnel Start easy schedule one every week do them live John Lee Dumas, host of podcast Entrepreneur on Fire www.freepodcastcourse.com eofire.com/icon15 = #1 ranked book on podcasting on Amazon. Latest update. Know what an avatar is. An avatar is the one perfect listener, reader, viewer, client. You must know who your avatar is. The avatar is person you are talking too. The 5 Funnels Take you audience and walk them through 5 zones to where they know like and trust you enough to become your customer Zone #1 - ICE Zone your audience doesn’t know you. Be where they are. iTunes/Sticher/Soundcloud/Spotify directories Think of keywords you want to rank for. You can rank highly in the podcast space, even though you are never seen in Google. Podcast app is native on IOS. Cannot be removed. All new cars have Carplay enabled, allowing bluetooth streaming to car radio. Zone #2 - THAW Zone Speaking directly to your avatar They will subscribe, rate, comment on your podcast. Now they want more. You provide the 3 key ingredients: FVC • Free • Valuable (its relative) IOF wasn’t capable, so made show interview format. Skype only. Other options are topical shows, q&a shows, audience poll show • Consistent ' Zone #3 - COZY zone - a feeling of contentment. Trust is forming. Avatar recommends to friends, colleagues Avatar is ready for more Zone #4 - THE ON FIRE Zone Avatar is now an evangelist. They will promote your show. Host must ask: “What are you struggling with right now” Now LISTEN. Avatar shares pain/obstacles/challenges Host provides solution - a product, service or community Examples: Fire Nation Elite - A mastermind on fire. How do I get more access to elite members. Closed group $200/mo Live Webinars - Webinar on Fire Podcasters Paradise - #1 podcasting community in the world. 2200 members. Zone #5 - The TRUST Zone - avatars waiting for more content. They will buy it. the Power of Free FreePodcastCourse.com - 8000 people in the first year Offered upgrade to Podcasters Paradise www.thewebinarcourse.com Free Webinar training As you grow your email list, be yourself. IF YOU WANT TO BE. ..DO. IF YOU WANT TO BE ???? DO ???? ============================================================= Whippy Cake www.whippycake.com Your brain is not a good place to store to-do's Write it on a list or in an app and free your brain to do more important things If you are thinking outside your head, here is the process Organization Tools wonderlist app Evernote Producteev The Process of Organization Collect Process Organize Be teachable…be a lifetime student of your craft Get to know yourself. The more you know yourself the better you can function Books Start with Why - Sinek Work Environment You Your Space Your Surroundings Wes Schaeffer - Sales Whisperer Use Opportunities and Note Templates Create a sales pipline Separate by 10 - to leave room for adding add’l steps Write scripts for each call. Script for call, script for voicemail. Create an internal form to log call attempt details name email Call attempt (radio buttons) 1-5 Call outcome lm/spoke and moving to next step/spoke and needs time/not interested 2 or more followup options connected to a goal = decision diamond Clean up tags as you go. Change, delete or move down pipeline Opportunity changes cannot be automated…must be manually moved www.thesalesagenda.com to get agenda thesaleswhisperer.com/podcasts Joe Polish – Piranha Marketing – Genius Network www.25kgroup.com www.geniusnetwork.com Podcast - “I Love Marketing” on itunes #1 marketing podcast Check out 10xtalk.com There is no relationship between being good and getting paid There is a huge relationship between good marketing and success To get results you need capabilities. People don’t want information…they want experiences. You can be in the transaction business or you can be in the transformation business Selling is influence...Marketing is storytelling…get better at both and your business will improve dramatically Marketing gets them to talk to you Selling is what you tell them when you talk. Marketing is selling in advance. Great marketing leverages selling. Genius network - a network ELF business = easy, lucrative and fun HARP business = hard, annoying, repetitive "The life changing magic of tidying up"- Audible.com Marie Condo Getting results doesn’t take time, it’s the not getting results that takes up all your time. The time to quit working is when working is not working! (Cathy Colby colby.com) The squeaking wheel gets replaced (bad clients) A good, well implemented tool, like Infusionsoft will replace staff and be more predicable. Employees are not costs…they are investments. You can make a bad investment. Ryan Diess presentation at 6th Division Pre-Con www.digitalmarketer.com www.doubleyoursales.com The Invisible Selling Machine how to make money while you sleep Business is all about solving customers problems, wants, needs, The wider the gap between the before and after is called value. That determines how much you can charge. Does your product or service move the client from their before (needy) state to their after (happy) state? Just because you know that they want it, doesn’t mean that they want it now and it doesn’t mean they want it from you (at least not yet). The dating analogy…people want to date…courted…nurtured Selling is a relationship. Don’t be pushy…don’t be the creepy guy in the bar. Money is not in the (mailing) list…it is in the relationship. Most marketings focus on growing their email list, and spend very little thought or effort on how they’re going to make money from the list once they have it. (like the dog chasing the car) You must have your product in place before getting the lead. Priority #1 - How will you monetize a lead once your have it Don’t be the guy who gets a girls number and never calls! Mistake #1 - Fail to followup Mistake #2 - Send the same email to everyone on their list. Should all subscriber receive same emails or same # The more interested they are, the more emails they should get The less interested they are, the less they should receive Become market centric, not product centric. That is how your company can grow. The Machine 1. Indoctrination - turn strangers into friends. Whitelist you. Show your best stuff, Its you first date. Share your best content. Follow me on twitter, like on Facebook, check out this post... If they do it, you are an authority…an influencer. Welcome email…will get copy from 6th div.- everyone gets this letter once. Set up Infusionsoft to not send the Indoctrination Letter to existing clients, they begin on Engagement email. Minimum of 3 emails a week digitalmarketer.com/email-whitelisting (free copy of instructions) Blog posts should be of relevance to readers and of interest to them. It should not be about you. 2. Engagement Topical Interest Based Followup (lead magnet centric) This where the $$$ is made How long should by engagement series be? 3-28 days Price dictates the length. 3. Ascension Turn ordinary buyers into Multi-Buyers Establishes a “value-loop" Doesn’t need to be your products. They just bought from you, so you are highly favored at this time. Refer them to other favored vendors. 4. Segmentation Your primary broadcast list One job: segment subscribers into “Engagement Series" “Value First” campaign The way to verify engagement, have them opt in again.”like date night” - it reinvigorates the relationship. It will make your list healthier. 5. Re-Engagment Wake up dying leads Send to non-opens/clicks after 60 days Goal: get them in an engagement series Remove the un-engaged If they go through the whole re-engagment campaign (by digital marketer) they are not a client. Get rid of bad leads on your list so you don’t hurt your score with email providers Do not clean your emails until you have been running the machine for at least 60 days. If you mail your list less than once a week, you hate money! Brad Martineau The only 2 money making areas are Ascension and Engagement Lead Magnet - something given for free to get email address From Lead Magnet try to get them to buy something low priced Tripwire will help segment the buyers Core Offer - the core product or service that you sell. Profit Maximizer - something you add to the core offer Lead Magnets free consultation In home design consult free reports free session framing? discounts? Splintering - identifying lead magnets What piece of my core offer can a split out and make a lead magnet From that piece I can move to core offer Play is Contact us to Lead Magnet to Tripwire ============================================================= Brian Clark – Home Painters Toronto Breakdown your sales process Uses gravity forms http://www.passionatebrian.com