Sales Hacking Your Startup Idea

SALES HACKING Your Startup Idea

by Kavin Patel

2Sales Hacking Your Startup Idea

Started from the bottom, now we’re here.

It was September of 2010. We had just sold our web based lead generation business and were looking for our next venture. From the knowledge we had gained in lead generation, conversion optimization and marketing automation, we wanted to help other fellow marketers and small business owners gain similar success without facing all the challenges that we went thru building an online business. That’s when we decided to work on a little side project called Convrrt.

The only problem was that we knew nothing about building a Sass product. But, our passion to make the web dead simple for non-marketers led us to put a team together and hit the road once again.

Since the inception, we’ve made small strides that led us to where we are now. Convrrt became a leading landing page provider in today’s top marketing automation platforms.

What was once a start up idea that started in our garage is now turning into a real business. In this guide, you’ll learn the path we took to convrrt prospects into customers.


Table of Contents

FINDING the gold 4Gather your list of prospects and enrich them.

SEGMENT YOUR PROSPECTS 6Personalize your prospect’s experience.

CASH in the gold 9Convert your visitors to leads which then convert to sales.

GET READY TO BROADCAST 13Put it all together and automate your sales funnel.

FINDING the gold

Let me guess...

A. You have a list of prospects but not enough information about them

B. You have an old email list that is collecting dust

C. You don’t know how to personalize your message to your prospects because the list is very vague and you need help with organization

Am I close?

You can’t do much these days with just their name and email address. So, let’s gather your list of prospects and enrich them.


Know who your talking to

First thing first, you need to know exactly who you are emailing.

Do you know what your customer does? What role do they play in their company? How is your product or service going to help them?Follow these steps to maintain and enrich your prospects with additional information to help craft a personalized message:

Clean up your list

When was the last time you emailed these contacts to make sure they still exist? The quickest way to keep your email address from being blacklisted is to make sure your contact’s email addresses are active by following these easy steps:

☑ Register for a free account at kickbox.io ☑ Upload your CSV list of prospects and see which are inactive ☑ Delete the inactive ones from your master CSV list of

prospects

Enrich your list

☑ After cleaning your list, register for an account at fullcontact.com

☑ Upload your list under Unified Contacts ☑ Wait 24 hours to see enriched information such as social media

accounts, business name and or phone numbers be appended to your prospect’s profile

Fast lane

Gather your list of prospects into 1 CSV file*Pro tip: export your LinkedIn, Twitter, Facebook contacts and address book

Export active emails from Kickbox.io to a CSV file and upload it to FullContact to enrich your prospects(i.e. social account urls, phone numbers, company name)

Upload your list to Kickbox.io to see which emails are inactive

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http://kickbox.io/

http://fullcontact.com

http://fullcontact.com

SEGMENT YOUR PROSPECTS

“The best marketing doesn’t feel like marketing.” ~ Tom Fishburne, Marketoonist

Marketing starts by personalizing their experience.


Fast lane Identify the types of customers you want

Your email list is now a veritable pot of gold. Let’s make them a compelling offer by creating a buyer persona.

Personas allow you to craft your message for different segments of your audience. For example, instead of sending the same lead nurturing emails to everyone in your list, you can segment by buyer persona and tailor your messaging according to what you know about those different personas.

Use these 11 steps to build buyer personas for your list of prospects.

1. Name Your Buyer: Categorize your buyer to

identify where they fall in the buying process.

ie: Early adopter, Ready to buy, Savvy buyer

2. Background: What type of job and career path

do they have?

Freelancing, working for a startup or is an entrepreneur?

Segment your list of prospects by creating buyer persona

Use the following 11 steps to create personas of your idle customer:

☑ Name ☑ Background

☑ Demographics

☑ Identifiers ☑ Goals ☑ Challenges ☑ What Can You Do? ☑ Real Quotes ☑ Common Objections ☑ Marketing Messaging ☑ Elevator Pitch


3. Demographics: Are they male or female? How old

are they? What’s their income level and location?

i.e.: Female, 35-40 years old, $140k, affluent

4. Identifiers: What are their demeanor level and

communication preferences?

Calm demeanor, active on social media outlets

5. Goals: What are their primary and secondary end-

goals?

Generating new leads and sales, nurturing prospects

6. Challenges: What primary challenges and

secondary challenges do they currently face?

Getting everything done with a small staff and on a budget that

consist of money and time

7. What Can You Do: ...to help your buyer achieve

their goal and overcome their challenges?

Make it easy to manage all sales and marketing pages in one

place that integrates with 3rd party marketing automation

8. Real Quotes: About challenges and goals.

“I don’t have time to train new employees on a million

different sales and marketing tools.”

9. Common Objections: Why wouldn’t they buy

your product/service?

“I’m worried I don’t have the technical talent to handle

marketing automation for my business.”

10. Marketing Messaging: How should you

describe your solution to your buyer?

Make marketing automation a thing of past. No technical

knowledge needed. Fast - Simple - Automated

11. Elevator Pitch: Sell your persona on your

solution!

Smart marketing automation that gives you full flexibility on

implementing your brand and messaging

CASH in the gold

“People want to be told what to do so badly that they’ll listen to anyone.” ~ Don Drapper

Convert an anonymous prospects to customers with compelling landing pages.


Fast lane

Craft the perfect message flow to turn your prospects into customers using these 10 steps:

1. Instant Clarity Headline2. Declare The Problem3. Present Your Solution4. Borrow Credibility5. Social Proof6. Testimonials7. Clear Call To Take Action 8. Reverse All Risk9. Price Anchoring10. Frequently Asked Questions

Perfecting your message

Now that you’ve segmented your list of prospects by different buyer personas, it’s time to craft a message that will spark there interest.

Use the following copy write checklist created by Dane Maxwell to sell the crap out of your great product or service. Your sales page should flow in this order:

1. Instant Clarity Headline Tell the customer in seconds why your product exists. What

immediate problem does it solve?

2. Declare The Problem Explain the problem using your customers words

3. Present Your Solution “[Product Name] Helps You Do [Task].” Use language

you hear from your customer when they describe how they

use the product


4. Borrow Credibility Tie your company to trusted symbols and famous authorities

5. Social Proof Justify your product’s worth in stats and numbers

6. Testimonials Show proof your product works in your customers words

7. Clear Call To Take Action Tell the customer to do something, such as signing up for a free account

8. Reverse All Risk Think guarantees, but you’re really just reducing fear

9. Price Anchoring Make your price seem like a bargain

10. Frequently Asked Questions Boost your conversions with an FAQ! Ask good questions

Professional Service Information Page

Request for Service Form

GET READY TO BROADCAST

Now that you understand the types of customer groups you have and a product offering to them, it’s time to put everything together.


Pick your favorite email broadcaster

There are many great broadcasting tools out there. Some of our favorites are Mailchimp, Infusionsoft, SharpSpring, Close.io, ToutApp, Campaign Monitor, Aweber and ActiveCampaign.

☑ Set up an account with one of these reputable companies, most offer a free trial

☑ Upload your list of prospects

Set up your email message

Now that you’ve crated a message to your prospects from the 10 step process, its time to set up your email message to them.

Create a new email template that has your company colors and brand logo. From there paste the content you drafted and make sure the email has a call to action button that directs your prospects to a landing page to redeem the offer.

Test and deploy

This is where it gets fun, because we are at the end! Assure your landing page is up and active on a accessible URL. Have the call to action button in your email direct to that page. Do a test transaction on that page to see how the visitor will go through each step ensuring it works. Once these steps check out, your ready to launch!

Fast lane

Sign into your favorite email broadcasting tool and upload your master CSV list of prospects

Setup your email message with a call-to-action button that will direct readers to your landing page offer

Test your landing page is active and ready to receive orders and leads

Grow your business by 3x =)

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THE NEW WAYTHE OLD WAY

Wordpress Installation

Hire Designer $$$

FTP

Hire Developer $$$

Shared Web Hosting $$

Purchase & Modify Themes $$$

Google Analytics

Conversion Expertise

Tr y Convr r t Edi to r FreeTotal Cost ~$1500-2500

https://editor.convrrt.com