Nadine J Larder
Founder/Owner
PrinterBees.com
Author of:
• Don’t be the person whose cell phone rings
• Downloads available
• Questions - Love them!
Housekeeping Items
About Nadine
• Corporate technology sales, Silicon Valley
• Always an entrepreneur
• Corporate America was my business sch...
Small Business Owner
• Founded IntelliSell - Sales Training Consulting/Recruiting
• Clientele: Creative Labs, Lucent, Netc...
PrinterBees Est. 2008
• One Stop Marketing Shop For Small Business
• Serve Realtors® & small business owners
• Businesses ...
Why We Do It
PrinterBees special ingredient!
Before and After
Before Infusionsoft
• 3 Years in Business | 1166 Contacts
• Using iContact to manage email list
Open rates under 5%
• Pros...
3 Years Later
• 6 years in business | 13,000 qualified leads
• Repeat business makes up 50% of current business
• List qua...
What We’ll Cover
• How Infusionsoft can change your life/business
• Creating opportunities to follow up
• Putting Infusion...
The Secrets Of
How We Added
11,834
qualified quality
leads to our
database in
3 years
We Manufacture
Follow Up Opportunities
• Print Samples
• New Customer Coupon Campaign
More Opportunity
• Real Estate Marketing
Magazine
• Provides valuable
information and downloads
• A reason to come back
• ...
Creating Opportunity
• SMBSmarts.net - The Secrets I Share With My Friends
• Provide Value
• Social Media
Increase Your Business
Instantly With Targeted Follow Up
• People ordering print samples = In the market for printing
• Su...
Switching On
The Lead Machine…
More Leads
More Opportunity to Follow Up
• Warm leads vs. cold calling
• Following up vs. invading the inbox
• Highlights ...
Possible Lead Sources
• Downloads
• Coupons and offers
• Changes in laws or guidelines - spoon-feed it!
• Something of val...
More Hooks = More Leads
• Start with one hook and add more hooks over time
• Rome wasn’t built in one day
• Started with o...
You have leads...
Now what?
Who Follows Up?
• The percentage of people who follow up is dismal
• Your competition isn’t likely following up
• 7 Realto...
Put Infusionsoft In Charge
• Put it to work like you would an employee
• Make Infusionsoft responsible for follow-up
• Do ...
Training Infusionsoft
• Identify the opportunities in your business that would benefit from follow
up
• Where are you not ...
Post Sale Follow Up
• Every client receives a “welcome” email from an account
manager at PrinterBees
• Post sale email ans...
The Steps…
• Thank you for your order
• You should have your proof by now..did you receive it?
• Going in to production
• ...
Making The Magic
Happen
My Top Infusionsoft Tools
• Templates
• Campaign Builder/web forms
• Follow-up sequences
• Note sequences and tasks
• Tags
Templates
• Templates is where you should always hang out
• Anything that is repetitive should be in templates
• All marke...
Campaign Builder
• Provides structure and direction
• Use web forms to collect your leads
• Embed forms on to your website...
Campaign Builder
Follow-up Sequences
• Use follow up sequences to follow up on every lead that
enters your database
• Model your sequences ...
Print Sample Campaign
2,473% ROI
Note Templates/Tasks
• Note templates can kick off a series of events revolving
around the perfect follow up scenario
• Pr...
Tagging
• Tags segment your list
• Realtors®, small business owners, consumers, affiliates
• Tag according to how you want...
We Keep It Personal
• People do business with people they know and like
• Corporate communication is “corporate”
• People ...
How To Approach Your List
• Court your prospects, it takes time
• Dating before marriage
• Warming the list
• Familiarity
...
It’s Not About You…
• Email marketing should be about what’s in it for the
customer
• Needs to solve the customer’s proble...
Building A Quality List
• The quality of your list determines the quality of your
leads and your ability to convert
• List...
Quality Over Quantity
• The value in your list is in the quality, not the quantity
• The marketing message needs to match ...
Integrate Print Media
• Have a mailing address? Use it!
• You have their attention, keep it while you can
• Many people ha...
Infusionsoft Integration
Ideas• Mechanic
• Hair Stylist
• Real Estate
• Retail Store
• Direct Marketing
• Job Hunting
Experience PrinterBees
• Experience our marketing by becoming part of it
• No spam! Unsubscribe anytime
• Register for a c...
What I Know For
Sure About Small Business
• No List = No Business
• No Marketing = No Business
• Building a list should be...
The Secrets Are All In The Book
Including Infusionsoft
• www.SmbSmarts.net
• Step by step guide
• Everything you need to b...
Questions
Nadine J Larder
www.SmbSmarts.net
Available On Amazon
Includes a FREE
Wine Glass or
Coffee Mug!
Nadine Larder - Printer Bees
Nadine Larder - Printer Bees
Nadine Larder - Printer Bees
Nadine Larder - Printer Bees
of 50

Nadine Larder - Printer Bees

Success Stories Track - ICON14
Published on: Mar 3, 2016
Published in: Business      Technology      
Source: www.slideshare.net


Transcripts - Nadine Larder - Printer Bees

  • 1. Nadine J Larder Founder/Owner PrinterBees.com Author of:
  • 2. • Don’t be the person whose cell phone rings • Downloads available • Questions - Love them! Housekeeping Items
  • 3. About Nadine • Corporate technology sales, Silicon Valley • Always an entrepreneur • Corporate America was my business school • Self sworn to never have a JOB • “Mompreneur” to 5 children
  • 4. Small Business Owner • Founded IntelliSell - Sales Training Consulting/Recruiting • Clientele: Creative Labs, Lucent, Netcom, Nortel, etc. • 9/11 last day in business • Career change to real estate through 2007 • Expertise in small business/real estate marketing
  • 5. PrinterBees Est. 2008 • One Stop Marketing Shop For Small Business • Serve Realtors® & small business owners • Businesses need marketing to survive • PrinterBees IS a marketing department • Marketing in a recession • Design, Print and Promotional Marketing
  • 6. Why We Do It PrinterBees special ingredient!
  • 7. Before and After
  • 8. Before Infusionsoft • 3 Years in Business | 1166 Contacts • Using iContact to manage email list Open rates under 5% • Prospects and clients going in to a black hole • Repeat business dismal based on lack of follow-up
  • 9. 3 Years Later • 6 years in business | 13,000 qualified leads • Repeat business makes up 50% of current business • List quality is outstanding | Higher open rates (25-40%) • No need for additional headcount to manage leads
  • 10. What We’ll Cover • How Infusionsoft can change your life/business • Creating opportunities to follow up • Putting Infusionsoft working for you • Building your list: quality vs quantity • How to get more repeat business
  • 11. The Secrets Of How We Added 11,834 qualified quality leads to our database in 3 years
  • 12. We Manufacture Follow Up Opportunities • Print Samples • New Customer Coupon Campaign
  • 13. More Opportunity • Real Estate Marketing Magazine • Provides valuable information and downloads • A reason to come back • The cost for subscription: An email address
  • 14. Creating Opportunity • SMBSmarts.net - The Secrets I Share With My Friends • Provide Value • Social Media
  • 15. Increase Your Business Instantly With Targeted Follow Up • People ordering print samples = In the market for printing • Subscribers to REMM = Realtors® who want to market • Subscribers to SMBSmarts = SMB owners looking for help • Printing coupon download = About to purchase printing • Expired listing download = Agents marketing expired listings
  • 16. Switching On The Lead Machine…
  • 17. More Leads More Opportunity to Follow Up • Warm leads vs. cold calling • Following up vs. invading the inbox • Highlights brilliant customer service • Repetition, recognition, familiarity and branding • Relationship building
  • 18. Possible Lead Sources • Downloads • Coupons and offers • Changes in laws or guidelines - spoon-feed it! • Something of value to a specific type of lead • Anything the perfect customer will pay for with an email address • Networking events • Anything that provides the opportunity to follow up!
  • 19. More Hooks = More Leads • Start with one hook and add more hooks over time • Rome wasn’t built in one day • Started with one and just kept adding to create more opportunity
  • 20. You have leads... Now what?
  • 21. Who Follows Up? • The percentage of people who follow up is dismal • Your competition isn’t likely following up • 7 Realtors® to find one who would follow up • Automating your follow up will make follow-up happen • PrinterBees had no follow up before Infusionsoft
  • 22. Put Infusionsoft In Charge • Put it to work like you would an employee • Make Infusionsoft responsible for follow-up • Do it one step at a time (set it and forget it) • As you follow-up on leads, create templates in Infusionsoft • Dedicate one afternoon a week to work on your business instead of in it. • Start with something simple - New Customer Coupon
  • 23. Training Infusionsoft • Identify the opportunities in your business that would benefit from follow up • Where are you not following up currently? • Make a list of everything that doesn’t require human intervention • Which tasks within your business are repetitious? • What is the same about every transaction? • What can be delegated? • Where are the black holes in your business?
  • 24. Post Sale Follow Up • Every client receives a “welcome” email from an account manager at PrinterBees • Post sale email answers all FAQ’s • Anything we can do to avoid phone calls • Customer always updated on the status of the order • Invitation to buy again with a repeat customer coupon • Reminder before coupon expires results in many repeat orders
  • 25. The Steps… • Thank you for your order • You should have your proof by now..did you receive it? • Going in to production • Shipped, it should arrive by: • Did you get your shipment? • How’s the product? • Here’s a coupon, please come back • Your coupon is about to expire
  • 26. Making The Magic Happen
  • 27. My Top Infusionsoft Tools • Templates • Campaign Builder/web forms • Follow-up sequences • Note sequences and tasks • Tags
  • 28. Templates • Templates is where you should always hang out • Anything that is repetitive should be in templates • All marketing messages belong in templates • Name templates so they are easy to find
  • 29. Campaign Builder • Provides structure and direction • Use web forms to collect your leads • Embed forms on to your website and blogs • “Self-serve” lead generation
  • 30. Campaign Builder
  • 31. Follow-up Sequences • Use follow up sequences to follow up on every lead that enters your database • Model your sequences after what you perceive is the “perfect” follow up • Turn them off, once the prospect has converted to customer
  • 32. Print Sample Campaign 2,473% ROI
  • 33. Note Templates/Tasks • Note templates can kick off a series of events revolving around the perfect follow up scenario • Provide call scripts in note templates so team knows exactly how to execute the perfect follow-up • Note templates to remind and alert the team • Scheduling tasks as part of the follow up reminds the team, “it’s time to pick up the phone” • Integrate print media
  • 34. Tagging • Tags segment your list • Realtors®, small business owners, consumers, affiliates • Tag according to how you want to market
  • 35. We Keep It Personal • People do business with people they know and like • Corporate communication is “corporate” • People connect with other people • Customers feel like they matter when they have a direct contact at your company
  • 36. How To Approach Your List • Court your prospects, it takes time • Dating before marriage • Warming the list • Familiarity • Relationship building gains trust: Shows respect the boundaries of the inbox
  • 37. It’s Not About You… • Email marketing should be about what’s in it for the customer • Needs to solve the customer’s problem • Customer doesn’t care about you or what you’re selling • Customer’s only care: Does your product solve their problem? • Your job: Solve the customer’s problems
  • 38. Building A Quality List • The quality of your list determines the quality of your leads and your ability to convert • List quality determines customer quality • Quality comes from an organically grown list • Improve list quality with tags • Email blast based on tags, customer type, etc.
  • 39. Quality Over Quantity • The value in your list is in the quality, not the quantity • The marketing message needs to match the audience • List segmentation is key to email marketing success • Different customer types
  • 40. Integrate Print Media • Have a mailing address? Use it! • You have their attention, keep it while you can • Many people have junk email accounts • Meet prospects where they are based on what they share
  • 41. Infusionsoft Integration Ideas• Mechanic • Hair Stylist • Real Estate • Retail Store • Direct Marketing • Job Hunting
  • 42. Experience PrinterBees • Experience our marketing by becoming part of it • No spam! Unsubscribe anytime • Register for a coupon code - duplicate our system • Request print samples: Experience print marketing automation • Use it as a roadmap for your own business
  • 43. What I Know For Sure About Small Business • No List = No Business • No Marketing = No Business • Building a list should be a #1 priority • Small Business Owners must learn to delegate • Too much to do, not enough time to do it • Marketing gets put on back burner • Consistency is a struggle
  • 44. The Secrets Are All In The Book Including Infusionsoft • www.SmbSmarts.net • Step by step guide • Everything you need to be thinking about as an SMB • How to market • How to build your list • Hiring that leads retiring
  • 45. Questions
  • 46. Nadine J Larder www.SmbSmarts.net Available On Amazon Includes a FREE Wine Glass or Coffee Mug!

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