Small business owners are always looking for ways to increase leads and increase customers. We have included how to do that and how to stay in touch with those leads and customers.

1. How to Get a Steady Stream of Leads & Customers
Using Low Cost and No Cost Methods

2. “The aim of marketing is to
know and understand the
customer so well the product
or service fits him and sells
itself.”
~Peter Drucker

3. Introduction
Sales Pipeline / Sales Funnel
Follow Up System
Getting Contacts

4. • Graduated Cum Laude from Texas A&M University with a
Degree in Business Management and Minor in Accounting
• Background:
• Worked as a consultant at a Big 5 consulting firm
• Financial advisor and analyst at a large firm as well as a smaller
boutique investing firm
• Started and sold my own staffing company
• Worked in corporate America in staffing sales. Ranked #1 out of
1600 offices in 2012 and consistently ranked in the top 5 every year
after.
• My passion is sales and marketing and I love working with
small businesses to help them be more profitable

6.  If you have ever been in sales, you have heard the term sales
pipeline or sales funnel.
 A sales funnel is a marketing system. It's the "ideal" process
you intend your customers to experience as they go from
Prospect to Lead to Customer to Repeat Buyer.

7.  A follow up system (with a good portion of it being automated)
 Contacts to pull through the funnel

9.  Why do you need a follow up system?
 Because, on average, sales require 7-8 follow ups (and most
businesses do 1 or maybe 2 follow ups) --- so you better automate
this!
 You have too many leads and most are not ready to buy. So you
need an automated system to filter the leads while you warm
them up
 ‘Warm up’ a lead to build the know, like and trust --- most
‘leads’ we generate are cold (dating)

10.  Landing or capture pages
 Lead magnet
 Automated email system that stays in touch
 Social media integration
 Offline methods
 Events or other steps to try to increase engagement and buy
in

14.  Low Cost
 Aweber
 MailChimp (they have a free version but it doesn’t have
everything you need)
 ConstantContact
 Higher Cost (with more functionality)
 Ontraport
 InfusionSoft

15.  Connections
 Connect with business ‘liking’ or ‘following’ pages (all forms)
 Connect with person by LinkedIn or asking them to like your business page on LinkedIn
or Facebook
 Ask them to follow you on Twitter, SlideShare, YouTube or others
 Creating tailored lists
 Export LinkedIn list
 Use contacts lists to create custom audience for Facebook ads
 Create groups
 Create groups and invite current clients, prospects etc

16.  Direct Mail (handwritten personal notes, postcards, letters, lumpy mail, etc)
 Phone calls (including a specific campaign, voicemail to alert of next step)
 If business to business, drop ins or appointments at the business
 Events (ribbon cutting, seminar, workshop, open house, networking event)

18.  Online
 Online ads --- Google Adwords, Social Media Ads, CraigsList, Other Classifieds
 Online Stores or platforms --- Ebay, Amazon, Etsy
 Email
 Social Media
 Blogs And Other Daily Content
 Guest Blogging on Other Blogs
 Podcasting
 Blog ads on Other Blogs
 Webinars
 SEO
 Opt in offer on website
 Answer questions on Quora
 HARO
 Reviews

19.  Offline
 Phone (outsource)
 Drop Ins
 Direct Mail
 Seminars
 Flyers
 Centers of Influence
 Referrals
 Networking
 Press Releases / Media Coverage

20.  Facebook Ads
 Can be very effective with many types of businesses
 You HAVE TO test, test and test and watch the numbers hourly then daily
 Social Media
 Direct connecting
 Direct messaging on Facebook and LinkedIn
 Using groups (and push to landing page and blog posts with awesome content)
 Webinars
 Great to use but need something to drive traffic to webinars

22.  Drop Ins
 Great for the first touch because it makes you a ‘real person’ in the eyes of a local business owner
 Makes your email open rates higher
 Seminars/Workshop
 Great for products/services that need to be explained or that are more expensive
 Must use other methods to get people ‘in seats’
 Centers of Influence
 One of the most effective offline methods
 Most people don’t do this correctly
 Example attorney and financial advisor
 Networking

23.  Auto Body Shop
 Had limited marketing budget
 Did not have any type of follow up system in place
 Instituted a follow up system
 Increased in person visits / clients
 Increased total sales
 Increased repeat business from 22% to over 60% in a 12 month period

24.  Boat Membership Sales
 They had a significant marketing budget and had a follow up system in place
 We tweaked their follow up system – rewriting emails, adding white papers
 We linked their follow up system to their social media, added a texting function,
and added mini steps in between to increase individual sales and repeat sales
 We increased referrals (by simply setting expectations at the beginning of the
relationship and adding it into our follow up).
 We combined this system with a PPC marketing campaign
Results: Doubled the number of leads, reduced overall marketing costs, and
delivered 1 client within 3 weeks that netted them over $5k in the first year
alone.

26. Set up your entire follow up system FIRST!
 Need step by step instructions? We can send you our free
ebook follow up system that walks you through how to do
everything yourself
 Want someone to do this for you and create the full
system? We can help!

27.  Pick 5 methods for creating contacts
 Make sure you can do these CONSISTENTLY
 Pick both offline and online
 Pick the 5 that you enjoy doing
 Measure your results and add or subtract based on your
results

28.  Are you not sure what to do next?
 Or do you have questions you want answered?
 We can set up a phone consultation to answer any questions and help you get
started in the right direction. No cost. No obligation. And no one will ask you to
make a purchase (not my style).

29. JSBTampa
www.JSBTampa.com
Robyn Hatfield
813.702.5925