Lifecycle Marketing Planner

Transcription

1 Lifecycle Marketing Planner

2 This PLANNER belongs to: Name Phone Number 2

3 Welcome Welcome! You know what they say the definition of insanity is doing the same thing over and over and expecting a different outcome. Well, today you ll learn a unique approach to your sales and marketing processes will unleash more successful outcomes for your business. We ll share proven ideas and innovative strategies designed to help you get more customers, grow your sales and save time. This planner contains everything you need to capture what you ll learn today, so you can carry these ideas and strategies with you and stay on track for the next week, month and year. Use this planner to record ideas and insights about the biggest opportunities you see in your marketing and sales. Yes, it will be hard work. Yes, Infusionsoft will be right here with you as you do it. And yes, Infusionsoft believes in you and your dreams. Now, let s get started! To your success, The Infusionsoft team

4 Lifecycle Marketing 4

5 Lifecycle Marketing Important Metrics to Watch 5

6 How are you doing in each of the 7 phases of the customer lifecycle? 6 Infusionsoft

7 Target Customer Definition Describe your target customer characteristics. What are the pains, problems and challenges you help them overcome?? What are the key benefits they seek? Why should they buy from you (and not your competitor)? 7

8 What are their most common objections to doing business with you? Who is not your target customer? 8 Infusionsoft

9 1 Attract Traffic Attract interest in your business with powerful lead generation magnets. What magnets are you using to attract traffic now? Key Actions In the next 30 days Which magnets are working? 9

10 LIFECYCLE MARKETING New magnet ideas (product) The Topic Brainstormer What are some common mistakes that you help people avoid? 3 Mistakes Most People Make When [Buying Their First Home, Cleaning Their Pool] Do You Make These 3 Mistakes In [Raising Your Children]? 3 Common [Investing] Mistakes You Don t Know You re Making What are the frustrations people have when they buy from your competitors? 3 Questions To Ask Your [Pool Repair Guy] Before You Hire Him 3 Mistakes That Rookie [Lawyers] Make When [Writing Wills] 3 Things To Consider When [Choosing Your Pest Control Company] The 3 Biggest Problems With [Some Public School Districts] New magnet ideas (educational) What are the underlying goals that your customers have? 3 Tips for Successfully [Publishing] Your [First Book] 3 Things You Absolutely Need to Know About [Lawn Care] 3 Proven Techniques To [Increase Your Energy] 3 New Tricks To [Get On The First Page of Google] 3 Keys To Fixing Your [Scorpion] Problem What are your customers curious about or trying to learn? 3 Questions I Always Get Asked About [Investing] 3 Things They Should Have Taught In [College] about [Investing] 3 Tips for Dealing With [Bratty Kids, Nosy Neighbors] OPPORTUNITY ANALYZER How many more visitors could I attract with the right magnets? Value of new visitors $ 10 Infusionsoft

11 2 Capture Leads Capture the names and contact information of your visitors so that you can follow up and nurture. How many visitors are you attracting each month? Key Actions In the next 30 days Website: Walk-ins: Telephone: Networking: Tradeshow: Other: Where are your lead capture gaps? 11

12 LIFECYCLE MARKETING How can you capture information from prospects who aren t ready to buy today? OPPORTUNITY ANALYZER Number of visitors we should be capturing each month, but we are not. Value of these lost leads: $ 12 Infusionsoft

13 3 Nurture Prospects Create a consistent, valuable nurture campaign with automated, personalized follow-up messages. How do you follow up with prospects? Key Actions In the next 30 days» Number of touches» Method(s)» Length of time What is your follow-up goal? How do you identify hot leads? What happens to everyone else? 13

14 LIFECYCLE MARKETING OPPORTUNITY ANALYZER Number of prospects we drop because they aren t ready to buy today. Value of lost prospects: $ 14 Infusionsoft

15 4 Convert Sales Turn prospects into customers by following up with strong offers and overcoming objections. How do you know when a prospect is hot? Key Actions In the next 30 days How many times do you follow up with interested prospects? What are the key objections you need to overcome? What offers work to convert sales? 15

16 LIFECYCLE MARKETING OPPORTUNITY ANALYZER Number of prospects each month who may have bought with the right follow-up and offer. Value of lost sales: $ 16 Infusionsoft

17 5 Deliver & Satisfy Deliver on what was promised. Then go above and beyond to really wow your customers. What do you do to WOW your new customers? Key Actions In the next 30 days What do new customers need? What issues create unhappy customers? How do you respond? 17

18 LIFECYCLE MARKETING Exercise: Brainstorm creative things you could do for $5 or less to WOW new customers: OPPORTUNITY ANALYZER How many customers decide to stop doing business with you each month because you failed to WOW them? Value of lost customers: $ 18 Infusionsoft

19 6 Upsell Customers Develop a long-term upsell strategy to help grow the value of each customer over time. What percentage of your customers buy more than once? Key Actions In the next 30 days How much does an average customer spend? What do you do to encourage existing customers to buy more from you? 19

20 LIFECYCLE MARKETING OPPORTUNITY ANALYZER Number of past customers who should be buying again this month, but who are not because of poor follow-up? Value of lost repeat customers: $ 20 Infusionsoft

21 7 Get Referrals Encourage referrals with a great customer and partner referral program. What percentage of your business comes from referrals? Key Actions In the next 30 days What do you do to systematically ask for referrals? Why do they send you referrals? How do you reward customers who refer? 21

22 LIFECYCLE MARKETING OPPORTUNITY ANALYZER Number of lost referrals each month. Value of lost referrals: $ 22 Infusionsoft

23 Opportunity Analyzer Write the total value that exists in phase of your customer lifecycle: Monthly Value Annual Value (x12) Attract Traffic $ $ Capture Leads $ $ Nurture Prospects $ $ Convert Sales $ $ Deliver & Satisfy $ $ Upsell Customers $ $ Get Referrals $ $ TOTAL: $ $ 23

24 Key Actions Key Actions In the next 7 days In the next 30 days In the next 60 days 24 Infusionsoft

25 Map your customer lifecycle 25

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28 Notes 28

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33 Notes 33

34 Do you want to learn more? Join the Small Business Success Club today