2) The most crucial time is the beginning
Buying your product or service does not mean they have a relationship with you. Are they open to it? Perhaps. Do you have to earn it? Absolutely. Their interest in your product is high, and they are willing to listen, but don’t be deceived, their interest in the category is also high. They are listening to what the competition is saying. Acknowledge them. Let them know, through words and deeds, that you value their business. Surprise them with value beyond your product’s functional benefits.

3) In established relationships continually reinforce the decision to buy
Once you have established a connection don’t abandon your efforts. The most important purchase isn’t the first, it’s the second. Reinforce how smart they are for buying your product. Give them every reason to buy from you again. Talk to them like you have a relationship, not like the sales guy trying to make his numbers.

4) Good customers expect to be rewarded
This isn’t to suggest that every customer gets a prize. Understand who your best customers are, the 20% of your customers who generate 80% of your revenue, (There is that good old 80-20 rule again) and reward them. Surprise them. Delight them. Make them customers for life. Make them so happy they tell friends and associates what a pleasure it is doing business with you. The ROI on these relatively small investments, especially compared to the cost of acquiring new customers, is huge.

5) The second most crucial time is when the relationship is at risk
Again, this isn’t for every customer, but for your best customers take the time to really understand what went wrong and then do something tangible to address their concern. Don’t take the relationship for granted. Whatever went wrong used up some relationship equity. You need to earn it back.

Extra points of interest …

• Customer relationship marketing is a very efficient use of resources in a challenging economy. Don’t cut budget here. In fact, add budget if you can.
• Make an active and tangible effort to build the relationship immediately after a customer’s first purchase. Their interest in you and the category is high, this is the time to stop being a product with a name and become a brand.
• Don’t be afraid to sell them more. But, take cues from their behavior. Don’t sell them the next widget on your product list. Sell them the widget that will most benefit them, based on their behavior. Done correctly, the sales process can become a relationship building tool.
• Customer service is a key element in successful customer relationship marketing. It’s a factor in every principle.

source:  James Hipkin

If follow-up Auto Responder marketing were easy, everybody would be doing it. But it’s not easy. It’s a real challenge that takes time and high-touch planning!

First of all, you’ve got to “create the time” to keep in touch. But secondly, you’ve got to know how, when, and how often to send your marketing pieces. And for most small business owners, this presents a problem. This is, until they see how rewarding the benefits can be.

To be completely honest, one of the most frequently asked questions I get is:   what should my auto responders do or say to my list?

I wish there were an easy “cookie cutter” answer that I could give to all of my clients, but there is not.  Each and every business or individual must speak to their audience differently.  A car salesman is not going to try and up-sell you on buying a faster processor for that out-dated PC sitting in the corner, they are going to try and get you to opt-in for that new in-dash GPS unit with state-of-the-art bluetooth communication. So with that said, neither should you.

In this day and age where content marketing is on the rise and is worth dollars, you MUST know your niche and focus within that bubble by offering more than FREE advice or FREE tips.  You must gently and systematically up-sell yourself and your products, by backing up what you say with, ” … and, Here is How You Can Achieve This”.

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*I wish I could take complete credit for these 5 Steps, but I can not.  This is directly from the mouths, of the masters at InfusionSoft.

Example #1: Red Tap Shoes = www.companyname/redtapshoes

Example #2: Red Tap Shoes = www.companyname/RedTapShoes

Example #3: Red Tap Shoes – www.companyname/Red_Tap_Shoes

Utilizing your display URL as additional keyword real estate is a great way to boost your campaigns CTR (click through rate). Consistency and repetition in the small ad space we are given is very important. Take advantage of the options given to us, they will help you get the upper hand on your competitors.

While focusing on niche keywords inside of targeted ad groups be sure to split-test using keywords inside the display URL. You will be amazed at what yields a higher CTR. Sometimes it is what you least expect, so try all types of variations including punctuation and accents. One weeks worth of split testing will give you the results you need to decide if you want to continue to run those display ads or not.

Go for it and report back with your success.

Contact us to schedule a FREE 15 min consultation.

1) The browser. 2) The buyer. 3) The person who wants freebies.

The browser is interested in something related to a particular service or product, but is not completely sure they want to buy nor are they committed. They will find themselves frequently visiting numerous websites, reading the same content over and over trying to convince themselves they need it.

The buyer is searching on highly targeted keywords and phrases, usually keywords with a specific name in them or a SKU number. They are on a mission and will buy on impulse. They may do a little research into who sells it cheaper, and who offers free shipping.  But, regardless … they are buying.

The person who wants freebies is the kind of visitor that looks for anything that is free. They will spend hours upon hours searching until they find what they are looking for. Patting themselves on the shoulder and smiling for the job well done.

The secret to getting into your customers heads is HOW DO I CATER TO ALL OF THE ABOVE?

Easy. Offer lots and lots of great content for visitors to read. Offer free downloads so they can get what they want and possibly collect an email address for future drip marketing purposes. And the most important … make it a one click buy process.  The more complicated you make it to buy a product the more likely the visitor is to get cold feet and back out.

Lastly, and equally important to all of the above:  Auto-Responder marketing techniques. Knowing your customers and what they want will help in providing ongoing communication and relationship building. Some web visitors may not be buyers the first time the come to your site. You need to provide that ongoing marketing effort to convert them into a HOT lead.

Take time to really understand your customers.  All of the above also applies to client relationships as well. If you get inside your clients head, you have a better chance of developing a sound strategy that will yield positive results and increase revenue for them.

Happy customers and clients, and repeat customers and clients.

Skip ahead 10 years and now everything is web based video and web based video sales tactics. With YouTube, and Google running the show and driving the video train, we can be assured the video revolution has only just begun.

Video opens up opportunities to reach your demographic, your customers and even your would be customers by captivating them with valuable information … and all they have to do is listen. To me, this is very interesting as I am a ADD type person that hates reading. If I am asked to read a book my first question back is …. does this come in an audio CD? Seriously … listening and watching is what we were built to do. Yes, reading stimulates our brains, but we can save that for the mushy love novels our grandmothers used to read. Give me audio on an iPod and I am gold.

The other aspect of how important video can be to your online presence and online marketing is; how you can use video to increase the quality of your landing page(s). The way Google ranks your page on relevancy is how your visitors will rank you as a company by what you have to offer them and how much you filled their “need to know” tanks. By including 20-30 seconds of video on a targeted landing page, you are increasing your potential customer conversions by 60%. This can be a sales pitch to promote your services, a review on a consumer product or simply a “Hi, this is JTdesigns.com and we value your time” type of video. All of these will go a long way with your visitors.

Video equipment is ultra cheap and easy to pick use. It’s a very small investment that will go a long way. If you need assistance or coaching on how to implement a targeted video campaign, email us at: jtdesigns.com

The key is to know just how much to give away versus how much to hold back and save for your autoresponders and upselling efforts. Fact of the matter is … we marketing minded business people need a little wiggle room along the way to do what we do best, and that’s Market.

Need help finding that happy balance … contact us for a free 15 min coaching call.

These are some of the questions internet marketers are asking… and the hype is all good!  Everything on the internet is about customer retention and relationship building. Making the customer feel safe and secure is a win over the competition. Another big factor to online success is to maintain a constant “in your face” reminder that you are still here and are still fighting for that potential customer.Obviously without being so “in your face” they opt-out and go elsewhere. So be warned that too much an be a bad thing.

Statistics say that most online buyers will not buy the first time they visit a site. Interesting fact to say the least.  Ex: Joe Smith is looking to buy a CD or a Book from xyz.com and decides to look elsewhere another day. Chances are, that “hot” targeted lead will end up looking elsewhere and forget they even visited your website in the first place. In this case, you lose and have lost to a competitor.

An autoresponder campaign can help with customer retention, allowing them to remember you as the website to visit for their needs. By offering your visitors the ability to sign up for newsletters or articles via email you are opening the door to market to them, starting that relationship required to stimulate those warm fuzzies we all look for. Not all of the people who sign up want to receive email from you once a day, or once a week, but 50% of them want to see what else you offer and will be receptive to your emails. If half of those users click into your site, your conversions will increase and a relationship is started.

An autoresponder schedule should consist of an initial thank you email with a double opt-in/verification link, then a consecutive blast of 3-5 days from the opt-in date. Then skip to once a week and then once a month there-after. The goal is to not be annoying or deter them from your service or product, you want them to look forward to receiving your emails and being excited about what you have to offer.

For more information or to schedule a coaching call, contact us by visiting jtdesigns.com.

Contact us to schedule a Coaching call

How many of your friends are going to potentially become clients? I don’t know about you, but I do not solely look at friends and family as a viable revenue stream.

BUT …. You never know which of your friends may have a friend that could utilize your service, be interested in your product offering or have an interest in listening to a podcast, download a white paper or buying into a subscription based model. There truly are an abundance of opportunities out there.

The underlying focus of these social environments is to position yourself to be noticed and let your friends be the engine for your viral marketing campaign.

Now…. Go be social.