Does Your CRM Sales & Marketing System Work For Your High-Ticket Coaching Business?

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Sales & Marketing System

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Do you have a Sales & Marketing System + CRM that works for your business?*

No
We have a CRM, but it doesn't work for our business.
We have a CRM but...(for one or more reasons it doesn't work as well as we think it should)
We have the ultimate sales and marketing growth system + CRM in place and it’s a “can’t live without” revenue generating and ROI maximizing part of our business

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Do you have a "centralized" CRM + sales and marketing system that controls your entire sales and marketing process?*

No
No. We use a number of apps and programs but nothing in one place
We’ve been told it does but, so far, it hasn’t lived up to what’s been promised (it’s overwhelming, we don’t know how to use it, etc)
Yes we have complete control over our sales and marketing process, it’s customized to fit our business, we’ve been coached on exactly how to use it, and have access to live support when we need it

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Relationship Roadmap

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Do you have a defined customer journey (sales process pipeline) that is systematized and automated, where possible?*

No
We have a sales process but it's not automated or systematized
We do but interested to see if there is something out there that is more customized to fit our business
Yes. We understand our customer journey and have systematized and automated as many of the tasks as we possibly can which saves us time and helps us convert more prospects into paying customers

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Reputation

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How do you feel about your Business Reputation?*

It’s not at all where it needs to be
We have a 4.5+ star rating but no where near the number and frequency of reviews our competition has
We have reviews but no strategy for consistently getting 5-star reviews
We have a simple yet powerful strategy for managing all our reviews on Google and Facebook our entire team can use

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How do you feel about your customer feedback process?*

We don’t ask for customer feedback
We get customer feedback only when the customer provides it, and many times it’s when something goes wrong
We ask for customer feedback but don’t have a strategy for it
We have a simple yet powerful strategy for getting timely customer feedback our entire team can use and easily manage

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ROI Cycle

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Does your CRM + Sales & Marketing System allow you to track and optimize all the steps in your sales cycle/pipeline (using reporting data)?*

No
We can but, for a variety of reasons, don't
We track our leads through the cycle and have some reporting available to us
We use our Sales & Marketing System + CRM to track all 18 steps of the sales cycle with extensive tracking and reporting

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Do you have a predictable and automated way for nurturing and “reactivating” old and new prospects into paying clients?*

No
We do communicate with new prospects but don’t stay in touch with old ones
We communicate with our old and new prospects via newsletter and occasionally share specials with them
We nurture all our prospects and regularly “reactivate” our list with compelling offers and, as a result, consistently get a predictable group of new clients

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First Impression

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Are you happy with the results you’re getting from your digital marketing assets (website, social media, etc)?*

No
No, but we continue to work at it
Not really. We get some activity but believe it can be better but don’t know how to “fix it.”
Yes! We understand how important our “first impression” is with visitors. We have the 7 core fundamentals (mobile friendly website, etc) in place and are seeing our desired results

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Do you use video in your digital marketing strategy?*

No
We’ve tried video in the past but it hasn’t worked
We do use videos but they don’t seem to be having the desired effect
We regularly use videos and most importantly, we have a video that tells our story and gives a great first impression to visitors

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Lead Generation

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Are you actively trying to grow/scale your business through advertising and retargeting?*

No
Not right now but have in the recent past
Yes but we are not getting an ROI
Yes, we advertise consistently because our system allows us to maximize ROI on every one of our prospects and customers

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Segmentation

What is your annual revenue?*

$0 - $250K
$251K - $500k
$501k - $1M
Over $1M

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How long have you been in business?*

0-2 years
2-5 years
6-10 years
over 10 years

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What’s your bigger business priority?*

Getting more leads
Getting control over my business so I can scale

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Final Details

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Your key areas of improvement
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Topic 1 Key Area of Improvement

Sales & Marketing System<ul><li>ROI - Did you know, according to Dynamic Consultants, the average ROI on just adding a sales and marketing system to your business can average around $30.48 for every dollar spent in 2021?</li><li>Time Management - For the appointment-based businesses we serve, we find, that the underlying challenge (and many times struggle) is Time.<ul><li>Because, at the core, these businesses rely on their ability either by the owner-operator acting as a primary salesperson or his/her sales team doing this work, the foundation of building a profitable business is based on how efficient the sales team is at scheduling, keeping, and converting prospects into new clients via a one, two or three appointment process (and the time required to deliver the products and services sold).</li><li>Add to this the sheer time and effort it takes to follow up and track down leads (only to see most of them fall through the cracks) can literally prevent a business from growing.</li></ul></li><li>Get Control - Implementing these 5 systems into your business will help you gain and keep control over your business, especially your sales and marketing process.<ul><li>Our client Shonah Jefferson is a good example. She was really struggling because she was being controlled by her business. She couldn’t get to the leads that were coming in because she was so busy working in her business day-to-day.</li><li>Once she implemented our system she got out from under the mess and is now one of the fastest-growing franchisees in Chefs For Seniors. For her, it was all about using our system to systematize and automate many of the sales and marketing steps so she could free her time up to work on her business.</li></ul></li><li>Get Leverage - The reality is, today, technology, if used correctly, can be very effective at helping dramatically improve how many prospects you can schedule, keep, and convert into clients and these 5 key systems become the machine that helps you save time, leverage time, save money, and maximize ROI.</li></ul>

Topic 2 Key Area of Improvement

Relationship Roadmap<ul><li>Customer Experience Matters - Did you know (according to a 2019 Forbes article) that companies that lead in customer experience outperform their competition by 84%? How you take them through this journey is how effective you will be at establishing strong relationships with your customers.</li><li>Customer Journey - Create your customer journey so it's focused on taking a stranger through these 7 steps (know, like, trust, buy, leave a positive review, buy again, refer).</li><li>Sales Process Case Study - Take our clients at ActionCOACH, for example. They are the world's largest coaching organization and we’ve transformed their world-class 13-step prospect to client roadmap into an efficient process that saves them time and money. <ul><li>Leads don’t fall through the cracks because a prospect leaves their process only when our client decides to remove the prospect from the process.</li><li>They have gone from driving blind to using our system to help them monitor the prospect journey…every step of the way and maybe, more importantly, lean on detailed reports to show which steps of the journey may be causing bottlenecks and need to be fixed.</li></ul></li><li>Omni-Channel Communication…in one place - Implement instant communication with your prospects via text, phone, email, etc all in one place and visible by you and your entire team via desktop or mobile app.</li><li>Never let another lead fall through the cracks - Create a process that quickly puts all prospects and contacts on your “radar screen” so you can see where each prospect is in your sales process.</li></ul>

Topic 3 Key Area of Improvement

Reputation<ul><li>People trust reviews - According to Qualtrics, over 97% of all consumers use online media when researching products and services in their local area. 91% of consumers trust online reviews as much as personal recommendations. 93% of consumers say online reviews influenced their purchase decisions.</li><li>William & Hill Case Study - William & Hill helped us implement a 5-Step R&R Growth Machine that has transformed our business. The customized systems they have put in place for us have totally systematized, centralized, and automated our entire sales and marketing process. Before William and Hill…little control. After, total control! We’ve saved time, saved money, and are making more money and profit than ever before.</li><li>First Impression - It’s also closely connected to another part of our 5R framework (Reaction or first impression). First impressions can dramatically impact your reputation. For example, do you answer the phone when people call or have a way of responding quickly? How fast does your website load? Is it mobile-friendly? These all impact your reputation.</li></ul>

Topic 4 Key Area of Improvement

ROI Cycle<ul><li>Lifetime Value - You also know how hard it is to get a customer into your business for the first time. The reality is that in almost all businesses, the first transaction you have with that customer isn’t actually profitable. It’s your opportunity to introduce your products and services for the first time to hopefully create a customer for life because you know it’s your longtime loyal customers that not only come back to you again and again but also the people they refer that are actually driving all of the profitability of your business.</li><li>Stay top of mind - Don't leave it to chance. Design and manage marketing systems to proactively resell those customer relationships, provide incentives to refer you to their friends, and give them reasons to keep coming back. Sometimes it's as simple as reminding them so you are just not forgotten. Other times it’s making special offers strategically to get them back in the door and grow your revenues.</li><li>Customer Retention - Did you know, according to a HubSpot study, that just a 5% increase in customer retention can boost profits by 25%-95%? Happy and satisfied customers are 87% more likely to purchase upgrades and new services.</li><li>Referrals - ROI is also tapping into your customers for referrals. When referred by friends, people are 4x more likely to make a purchase. Customers acquired through referrals have a 37% higher retention rate. 83% of customers are willing to refer people after a positive experience.</li><li>Stability - Maximizing ROI is the 4th step in our 5R framework. When you have Reputation systems in place, when you have Relationships Roadmap systems in place, when you have Reaction or first impression systems in place and when you have ROI systems in place, you now have a fantastic foundation for growth and a business that can not be turned on its side. Kind of like a pyramid with four sold blocks, one on top of the other, it’s nearly impossible to take the pyramid, built in this way, and destroy it. This is how you build an enterprise and create the machine for growth.</li></ul>

Topic 5 Key Area of Improvement

First Impression<ul><li>Human Nature - Once people find you, experts say human nature kicks in quickly. We do it to protect ourselves. Instinctively, we’re wired to protect ourselves (and loved ones) from harm.<ul><li>This harm comes in two ways. First, it can come in the form of a bad experience. It also comes in the form of embarrassment when we make bad decisions. In other words, we don’t want to look stupid. We want to look smart. We want people to be impressed with the choices we make.</li><li>At the end of the day, we are motivated to either avoid pain or seek pleasure. This all starts with the first impression and by all accounts, you have close to 3 seconds to make a good first impression.</li></ul></li><li>First Impression - Here are a few tips for creating a good first impression and how to check your current performance.  <ul><li>Have a mobile-friendly website.<a href="https://search.google.com/test/mobile-friendly"> Try Google’s Mobile-Friendly test.</a> </li><li>Have a fast-loading website. Try <a href="http://www.gtmetrix.com">http://www.gtmetrix.com</a>.</li><li>Make sure it’s secure (has an “https” in front of your domain name.</li><li>Have a front page with only one priority and make sure it’s above the fold (the space a visitor sees before he/she has to scroll down your site). If you don’t, a large percentage will leave your site in seconds because you didn’t give them a compelling reason to stay.</li><li>How do you give them a reason to stay? You get their attention. You hold their attention. Your convert their attention into action. Over the past several years, through working with and researching thousands of small business owners (and their digital-first impression), we discovered what we call the 7 Fundamentals of Digital Marketing. Avoid these at your own cost.</li></ul></li><li>Stop wasting time and money - The fact is, if you don’t implement these 7 fundamentals, there’s a 90%+ chance you are wasting some if not all of your time and money on digital marketing and advertising. Just send us an email at scott@williamandhill.com and we’ll send you the PDF.</li><li>Video - As much as you may dread it, according to a 2020 Wyzowl statistic, 84% of people say that they’ve been convinced to buy a product or service by watching a business’s video.</li></ul>

Topic 6 Key Area of Improvement

Lead Generation<ul><li>Retargeting - It’s time to start taking advantage of all of the people who have been watching you from a distance (visitors to your website and social media profiles and pages who haven’t taken action). Invite these people into your business because they have already shown some level of interest.<ul><li>For the overwhelming percentage of people, they are not going to come into your business based on the initial offer, message, visit, or ad they see about your business. Once they express some level of interest, however, the good news is we can send them additional messages (retarget them).</li><li>Now, our advertising can be much more effective and efficient to get the number of impressions we need to finally push them over into taking action. All the statistics show that it’s typically between 7-10 times a prospect hears your message before they will take action (this differs by industry and offer).</li><li>We put retargeting systems in place so we are in front of your interested prospects over and over and over again to get them to take action. Once our retargeting systems are in place, we do things like advertise consistently and expand the number of people we can retarget to.</li></ul></li><li>Advertising - Grow your business with the right message to the right prospect at the right time. Consider implementing Dennis Yu’s 3x3 Advertising strategy:<ul><li>3 video "Awareness" ads - videos that communicate who you are and why you do what you do </li><li>3 video "Engagement" ads - videos that share value, provide proof, and entertain without any expectation of trying to convert the prospect into a customer</li><li>3 "Conversion" ads - videos and images that make a compelling offer the prospect can’t refuse.</li><li>Most of all, don’t make any of these videos about you.</li><li>Best of all, it doesn’t have to be more than $5-10 dollars per day.</li></ul></li></ul>

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