General Principles of Intellectual Property: Concepts of Intellectual Proper...
My Robot Can Sell Better Than Your Sales Rep
1. My Robot Can Sell Better
Than Your Sales Rep
Presented by Tyler Garns
Director of Marketing, Infusionsoft
@tylergarns
2. Housekeeping
• A/V Check
• You’re all on mute
• I’ll make this as interactive as possible
• Ask questions through GoToWebinar
- comment directly to me via Twitter
• This is not a demo of Infusionsoft
Go to: http://www.infusionsoft.com/demo
• Feel free to tweet if you like the content
@infusionsoft or @tylergarns
@tylergarns
3. My Claim?
A small business that
effectively uses automation
will outsell a small business
that just uses humans (every
single time)
@tylergarns
5. Good vs Bad
• Good • Bad
- Auto Deposit - Call Routing (IVR)
- Auto Bill Pay - Auto dial
- Speed Dial - Social media posts
- Software Installs - Recorded sales
messages
- Data Backups
- Sprinklers
- Auto-tune
- Other ideas?
- Massage chairs?
- What else?
@tylergarns
6. We’ve been trained to believe that:
Automation in
Communication is
BAD!
Because it usually is.
@tylergarns
9. But what if the
prospect...
Purchases Product A after the 2nd email?
Or buys Product C during the Product B series?
Or buys a bundle of Products C, D, & E ?
Or decides they just don’t want your stuff?
What’s your best example of automation gone bad?
@tylergarns
10. When to use automation
• Do NOT Use When • DO Use When
- Person is expecting a - Task is common and
human outcome is
predictable
- You have the
bandwidth to follow - The task is
up personally complicated & error
prone
- A customer is angry
- Task is infrequently
- You can’t scale
effectively without it
performed
- Cost of set up
- It frees your mind and
precious labor for
outweighs benefit other tasks
@tylergarns
12. Catch 22
• Grow My Business?
- Low volume = No Economies of Scale
- Push through it = More customers
- More customers = More work
- More work = Less time for following up
- Less time for following up = Lose personal touch
- Lose personal touch? = Hire more people
- Hire more people = Less profit
- Declining profit = No fun, No growth :(
@tylergarns
14. The New World of
Sales & Marketing
Automation
@tylergarns
15. Effective automation
is about making your
people more effective
and your interactions
more powerful
@tylergarns
16. E-Myth
YOU Are the Problem
Systems Strategy
Turn-Key Revolution
@tylergarns
17. Manual Customer Follow Up
Sammy
Business Owner
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
2 Days 3 Days 5 Da
@tylergarns
18. Automated Customer Follow Up
Sammy
Business Owner
Marketing
Personal Touch
Training Employees
Business Growth
2 Days 3 Days 5 Days
2 Days 3 Days 5 Days
2 Days 3 Days 5 Da
@tylergarns
24. Marketing
Automation
=
automating repetitive
communications and tracking &
reporting of manual tasks
@tylergarns
25. Did You Know?
How many
leads each
month are
labeled as
“bad” and
forgotten
forever?
@tylergarns
26. BEWARE
of the
BLACK HOLES
of
SMALL BUSINESS
@tylergarns
27. • Black Hole #1: Lost
Traffic
- How many people came
& left?
• Black Hole #2: Lost
Leads
- How many leads didn’t
buy right away?
• Black Hole #3: Lost
Customers
- 68% - Indifference
@tylergarns
28. Poll: How much more monthly
revenue?
• $1,000
• $5,000
• $10,000
• $25,000 or more
@tylergarns