1:12 Our main goal is Maximize Revenue Per Customer (RPC)
2:56 The 4 types of contacts
Suspects
Not sure who they are
4:52 Prospects
Have identified themselves – You have a way to reach them
5:30 Active customers
They have purchased from you
6:27 The infinite loop
7:03 Lost customers
They’ve fallen away but can be recovered because we can contact them
How you talk to all of these types of contacts differs based on where they are
8:20 LEAC Proof Funnel™
11:03 Lead Generation
12:00 The Ignition Funnel
14:07 Resources you need
18:50 Engagement
23:29 Nurture funnel
Needs to be managed, tracked, updated (fix broken links, add new content, etc.), ongoing process
24:00 Educational appeals to all levels of knowledge
Could I be doing this better?
25:59 Building continuous touches
Resources needed
30:25 Referral Booster Funnel
Not just for buyers
32:00 Contests
Upviral
KingSumo Giveaway App
33:59 Resources
34:55 Tell a friend
35:43 Explicit instructions
37:50 link tracking, tagging, scoring part of every funnel
39:28 ForeverFollowup™ Funnel
The key to the sale is Getting the Right Message, to the Right Market, at the Right Time
43:05 Resources
45:07 Action
46:36 What’s your process for finding qualified leads?
49:24 Conversion
51:30 Follow up
How do you follow up with customers?
53:48 Customer Experience Booster
1:01:30 Getting reviews that don’t get flagged (Preventing all at once)
1:03:30 RPC Booster Funnel
Continuity – There’s always service- Care and maintenance
Ask the client Is there anything you can think of?
Maintenance agreement
1:08:04 Upsells and cross sells
1:12:00 SalesCPR™