Give your business what it needs to grow Customer Lifecycle Automation

Customer Lifecycle Automation – Give your business what it needs to grow

FULL TRANSCRIPTS

SUMMARY KEYWORDS

give your business what it needs to grow, business, customer, organization, people, order, nature, customer acquisition, targeting, remarketing, process, standpoint, challenges, utilize, attract, talk, relationship, regular basis, nurture, messaging, sales, grow your business, give your business what it needs to grow,

Speakers: Jesse Razo

00:16 – Introduction to Customer Lifecycle Automation

Hey guys, Jessie here. Once again, I got another quick training for you. I’m going to talk with you about customer lifecycle automation. And, these are some challenges that you should be focused on as a business owner, or a manager. Or, it’s an entrepreneur to overcome and remove constraints from your business. So, they give your business what it needs to grow. For those of you who don’t know me, my name is Jesse.

And, I’m a lead designer at razoRSharp networks. For the past 10 plus years, we’ve been helping companies to leverage online optimization. And also, leverage their marketing automation in order to grow their organizations. Today, we’re going to talk with you about customer lifecycle automation. I’m going to give you some concepts that compartmentalize some of the challenges facing your business. And, it’s how to remove those constraints from your organization.

So, there are three areas that we tackle with all of our clients in regards to concepts and challenges. And, to help them overcome and remove friction in regards to their sales cycle. Or, it’ll remove constraints from their sales and marketing process so that their business can grow. And, these three areas we categorize as lead generation, customer acquisition, and also customer retention.

So, in our strategy and framework, we utilize these three areas in order to segment our focus and attention. We’re tackling the sub-constraints within these three areas. Thereby, we’re removing the friction associated with doing business with the organization. And also, removing the constraints associated with the growth of the organization. So, I’m going to talk about those three areas. Then, we’ll talk with you about some tactics within those three areas that you can think about.

02:08 – Why must we fail…FORWARD!

And, apply to your business in order to drive growth and or revenue within your organization. Now, the way that I came across this is a while back, you know, I plug into some mentors. And, some gentlemen that provide really excellent counsel when it comes to business growth on the entrepreneurial journey. And, no matter where you’re at in that process, whether you’re just getting started. Or, you have a business that’s thriving and growing.

Maybe, you’re the head of an organization that generates millions of dollars, you utilize these concepts. I’ve seen them work across the board. And, when you understand how these things work together in order to remove constraints. It’s kind of the chokehold that your business has on it. You’ll come to the same idea or epiphany that I did. Because what I’ve learned is meant to the importance of mentorship, first and foremost.

And, I’m not trying to solve challenges on my own. But, plug it into entrepreneurs that have achieved the level of success that you’re looking for. Or, it’s the other resources, people, and leaders who have achieved that level of success. I learned a long time ago that it’s been incredibly powerful to shorten and compress timeframes.

And, it’s by plugging into these people and learning from their mistakes. Now, one of the things that I learned over time is that mistakes are inevitable. So, failing forward and taking risks and things of that nature are an inevitable part of the business. But, most people don’t understand, and what nobody tells you is that those mistakes don’t have to be your own. So, I really learn from other people’s mistakes and in my opinion, it’s the key to success.

04:26 – Identify Your Dream Customer

Then, have the courage to step out and take some risks after you’ve learned from those mistakes. Hopefully, succeeds during that process, but not being afraid to fail because understanding failure is a stepping stone to success. Again, the goal with that is to realize that those failures don’t have to be your own. So, we’ll talk with you a little bit about lifecycle automation.

And, I’m going to start with lead generation. Then, we’re going to jump over to customer acquisition, customer retention, or what we call customer retention. Or, if you’ve already got a business, we call this customer reengagement. From a lead gen standpoint, there are three things that you need to understand. And, it’s in regards to generating leads for your business or your sales team. The first thing you need to understand is how to target your dream customer.

5 StarsbyDave Razo

5 StarsbyChristopher Jacob

5 StarsbyNew Image Dent Repair

5 StarsbyGeorge Cain

Give your business what it needs to grow

When you’re talking about targeting, it’s one of the things that I’ve seen over the past 10-plus years. And, there are a lot of people that don’t have a really refined target. Then, we talked about niching down a specific target so that you can improve your messaging. Also, seek and reduce operational drag when it comes to delivering your product and service.

And, I’ve seen this over and over again as we service those verticals. We originate helpful tools, content, media, examples of past success stories, and things of that nature. So, the deliverables to the customer are already created in most cases. And, those things become a little bit easier from an operational drag standpoint. In addition, your message from a marketing and sales standpoint becomes more refined over time if you have a specific target.

06:00 – Attract Your Dream Customers

So, targeting is really the first step in your lead generation strategy. And, understanding the HOW is not quite as important as WHO you’re targeting when it comes to your messaging. From a marketing standpoint, when we get together with any one of our clients. We talked with them about who it is that they want to target or who their dream customer is.

And, who would be the ideal customer that they would be looking for? Then, we formulate our messaging around those dream customers. Also, we formulate our media plan in regards to educating their dream customers. And, it’s about the value that our company and our clients provide to the marketplace. So, targeting is the first step in your lead generation campaign.

Give your business what it needs to grow

It’s the first place that you should start when you’re talking about generating any type of sales or marketing campaign. Then, understanding targeting the ability to niche down within that segment is an incredibly important part. So, we do some other training in regards to how to niche down. And, it’s some of the things that you should be conscious of when we’re talking about targeting your dream customers.

But, I’m not going to get into that because I just want to talk about the entire customer lifecycle. And, it’s where you can start to focus your efforts to remove those constraints to grow your business. So, targeting is the first step. Now, once you’ve targeted your dream customer and you really take a look at who it is that you’re targeting. So, we need to talk about how you’re going to attract them, what are the things?

07:31 – Simple Lead Generation Strategy

And, what are the challenges, and what are the pains that they’re facing? Then, what is it that you can provide in regards to attracting those leads to your organization? Now, this may vary depending on whether or not you mark it on a national or a local level. Of course, on a local level, you can do things like product reviews.

And, you can do special promotions and things of that nature in order to attract those people. So, if you mark it more on a national level, you might provide swipe files, checklists, and things like this. And, to attract people or solve challenges for your dream customers prior to them doing business with your organization. So, it’s really kind of tackling that challenge of how I track my dream customer. It’s kind of the next step in the lead generation process.

Give your business what it needs to grow

And, it’s something that you should get intentional about. Then, get focused on, in regards to what are the primary challenges that I am going to overcome? And, how can I do this in a really simple and easy way to attract those customers to my organization? So, it’s a push or pulls type of thing. You need to push information out there in messaging.

Then, pull people back into your organization when it comes to your sales process. So, once you come up with really effective ways to attract your dream customers, what you can do is think. Now, once you go through the process of refining how you’re going to attract your dream customer. Then, think about how you’re going to capture the relevant information that you need from them. In order to initiate contact, nurture that lead and convert them into a customer.

09:21 – Setting Up Your Customer Acquisition Campaign

And, enroll them into your customer acquisition campaign. At a minimum, you probably need to collect their name and email address. Or, name and phone number and whatever it is that you’re going to utilize. And, what channel you’re going to utilize in order to nurture that contact. Also, make sure that you’re utilizing things like remarketing pixels. It’s in order to put your business and your brand in front of potential customers on a regular basis.

So, remarketing and what it is that you utilize your browser. And, to the people that are visiting your website in order to generate marketing lists. Then, you’re able to communicate your message on a go forward with them as they surf the internet. So, there are a lot of different ways that you can capture that lead without actually capturing their contact information.

Give your business what it needs to grow

The first way is with remarketing and tracking pixels, and things of that nature. Then, you can do all the different channels out there Google, Facebook, Instagram, LinkedIn, and things of that nature. Then, you need to have something that’s so attractive. Like, bait out there in order to gather that lead. So, that is a big enough value in order to potentially capture their name, email, and phone number.

That’s an exchange of information. So, the nuance with that is ensuring that the value that you’re providing from a lead capture standpoint outweighs. The exchange of information or the value they put on their name, email address, and phone number. So, this is a lead generation process. And, there are three steps you got lead generation, you got a target, attract, and capture.

11:06 – How to Generate More Leads for Your Business

So, this gives you the ability to go out there and originate leads for your business, and your sales team. And, it really shouldn’t be the first place that you take a look at. Then, ask yourself, what is our lead generation program? How are we targeting potential customers? And, who is that potential customer? First and foremost, find the WHO, before you go out there and refine the how.

What are we utilizing in order to attract them, right? And, raise visibility, and advertise our business, brand, or process our products, or services. How it is that we’re going to capture their information? Then, once we gather and solve those challenges, we can move on to our customer acquisition program. Now, when we’re in our customer acquisition program, we want to make sure that, that program is engaging. And, we’ve originated content on a regular basis.

Give your business what it needs to grow

Then, we have a clearly defined process in order to engage them and move them through our sales process. It’s whether it’s your initial contact, or you want to nurture them by providing value throughout that process. You need to engage them with phone calls, email addresses, and text messages. And, it’s with content, with advertising through remarketing, and things of this nature.

You need to engage them and find out who raises their hand. And, says, hey, you know what I’m interested in what it is that you’re doing. So, once they raise their hand, whether it’s through a click a call, or a text message. Or, maybe they’re watching content videos and things of that nature. And, you’ve actually engaged with them in some way, shape, or form. Then, you’ve moved them from the lead collect to an actual engagement.

12:48 – The Customer Acquisition Process [Engage, Offer, & Close]

And, that should be a simple process for you to categorize people or segment your list. Once you do that, what you want to do is put your offer in front of them. And, that offer is an incredibly important part of the process. Make sure you have a clearly defined offer. You know what that looks like. And, make sure that it communicates all the things that you need to communicate from de-commoditizing your offer.

Make sure that it has bonuses, scarcity, and urgency. And, it has all the things that you can utilize from a psychological standpoint in order to close your contact. Then, make sure that your offer is so good that people would feel dumb. And, saying no to it is an incredibly important part of the process. Then, once you put the offer in front of them, you need to have a follow-up sequence.

Give your business what it needs to grow

It’s the process in order to close or get your NOS as quickly as you possibly can. From an acquisition standpoint, there are three areas that you get crystal clear in solving the challenges within your organization. Engaging, offering, and closing those deals on a regular basis as quickly as you possibly can. If you’ve been in sales for any period, you realize that a no is just as important as a YES.

So, you don’t want these prospects taking up time within your sales process. And, it’s either NO or YES, as quickly as you can. So, don’t feel like you don’t want to get an answer. Or, you don’t want to get a NO. Because again, a NO gives you the opportunity to get one more step closer to that YES. Again, it’s because there’s a numbers game out there.

14:25 – Customer Retention & The Importance Of Reviews

And, there is a certain number of NO’s that you need to get in order to get to your Yes. So, get through them as quickly as you possibly can, and you can close more deals. Then, understand how many NOs you need to get through it before you get to your actual Yes.

And, it will give you some sense of urgency in regards to getting as many people through the decision-making process. It’s through your customer acquisition campaign, as you possibly can. Now, once you get to a NO or YES. Then, the next step is where most of the people in my experience, actually dropped the ball. They don’t do what it takes to promote and market their business on a go-forward. After you close the deal, there are things to consider from an operational and product delivery standpoint.

Give your business what it needs to grow

But, what we focus on from a sales and marketing standpoint, is customer retention. Also, originates content around the things that can help us reduce friction in our sales process on a go forward. So, the first thing that we focus on is reviews.

And, having reviews is what we consider marketing gold. The more reviews you have, the more social proof you have and when people do research on your company. So, there’s a lot of great stuff that you’ve written about your organization and what it is that you do. But, nothing sells like a review. So, make sure that you pay-per-reviews all through your marketing process on your website, and things of this nature. And, it can really reduce the amount of friction when it comes to purchasing products from your organization. So, reviews are incredibly powerful.

16:01 – Customer Retention & Referral Marketing

Then, a referral from your existing customers is a place that you can focus on to grow your organization. Then, have an effective referral program that’s clearly identified and outlined that you communicate. Or, advertising your existing customers can be incredibly impactful.

In addition, you should have a referral campaign, where you take a look at who’s in your sales cycle. It’s either before or who already has relationships with your dream customer. Now, from a standpoint of who’s already got relationships with our customer, that’s not a direct competitor of ours? And, how can I develop relationships with them, so that we can refer business back and forth? Then, that’s what’s called a referral partner. And, there are a lot of industries that have gone out there. They created multimillion-dollar businesses just through referral marketing where they really nurture the people that have relationships.

Give your business what it needs to grow

And, with their existing markets, whether it’s pre-sale to their market or post-sale to the market. They really go out there and nurture those relationships and kind of understand more effectively than others. And, how that relationship works and how it can be mutually beneficial. Then, they’re able to communicate that on a regular basis. A lot of times, if you don’t stay, we’ve talked about repeat business as part of our customer retention process. And, this is in my experience too. A lot of times, I’ll actually have customers that come back to me. And, it’s when they get contacted by other organizations that provide a similar service to ours. Then, they say, Hey, man, is this legit? I mean, they’re making big claims, they say they can do ABC you know is this a legit thing.

17:47 – How To Deep Your Customer Relationships

And, that type of relationship is incredibly impactful when you become a trusted consultant. Or, when it comes to whatever it is that you’re delivering to your customer. And they’re coming back to you for advice about where they should take their organization. Or, they’re coming back to you for information on your specific niche or industry. That’s where you want to be seen as an expert in your industry. You want to be a trusted consultant to your customer. And, you want to stay in communication with them moving forward on a regular basis. So, it’s regardless if you’re in a service industry, or if you deliver any type of professional service. Or, it’s whether it’s B-C or B-B, business to business or business to customer. Staying in contact with your customers once a month is what we request for our clients, as a minimum.

Give your business what it needs to grow

We’ll give you the ability to develop relationships. Business is all about relationships. And, our estimation, the tighter the relationship, the longer the business will stay. From a retention standpoint, your communication with your customer’s regardless if it’s b2c, or b2b, as I was saying. And, make sure that you’re doing things that deepen that relationship on a regular basis.

A couple of ideas from here are surveying them in regards to feedback on your products and services. You know, retention is the goal, and feedback is the key. And, we want to make sure that we’re surveying past customers on a regular basis. It’s getting feedback on product delivery on their experience with individual representatives within our organization. Anything that you can get feedback on in regards to helping you with product development.

19:38 – How to Remove Constraints and Drive Growth in Your Business

Or, process development or anything like that can be incredibly impactful for your organization. It’s a kind of benefit that gives you the ability to develop relationships and communicate your commitment to your customers. Also, this is in regards to delivering your products and services. So, three areas to focus on in regards to moving, removing constraints, and giving your business what it needs to grow.

These are lead generation, customer acquisition, and customer retention. And, I’m going to leave an outline of this in the description of this video. If you have any questions, go ahead and leave that in the description of the video. And, if you’d like to get access to future training, you can access it as we publish this training on our YouTube channel. Also, you can connect with me on LinkedIn and get access to this training.

Give your business what it needs to grow

And, we’ll continue to talk about the frameworks that we utilize in order to help our clients organize their efforts. Then, these will remove constraints from their business and help drive growth within their organization by reducing sales friction. And, make it effortless to do business with their organization. So, that’s all I have for you today. Hopefully, you found some value in that. Again, if you have any questions go ahead and ask those. But, until the next time we speak, make today and every day a fantastic day. We’ll talk with you real soon.