Struggling to convert your website visitors into loyal customers?

Discover the strategies and tactics you need in order to successfully follow up with your potential leads, once they’ve engaged with your transitional call action and downloaded your lead generator.

===========================

P.S.  When you are ready, here are a few ways I can help…

• Get Your FREE Marketing Domination Checklist: https://www.seangarner.co/ 

• FREE Marketing Assessment | Discover what's wrong with your marketing & get a FREE customized plan to fix it: https://www.seangarner.co/marketingreport 

• Schedule A Call to Build, Fill and Optimize Your Sales Funnel For More Leads: https://www.seangarner.co/ 

===========================

Subscribe and Listen to the Podcast HERE:📱 

➡︎YT: https://www.youtube.com/seangarner 

➡︎Apple: https://podcasts.apple.com/us/podcast/marketing-domination 

➡︎Spotify: https://podcasters.spotify.com/pod/show/marketingdomination

===========================

Sean Garner is a marketing consultant and Certified StoryBrand guide dedicated to helping small business owners grow and dominate their industries. He created the Marketing Domination podcast to teach people how to combine storytelling with strategic marketing to help businesses connect with customers and stand out online.

===========================

Let’s Connect!   

Website: https://www.seangarner.co/ 

LinkedIn: https://www.linkedin.com/in/seanagarner/ 

Instagram: https://www.instagram.com/seangarner/ 

FaceBook: https://www.facebook.com/sean.garner.927/ 

Twitter: https://x.com/coachseang 

——————————————————————————————————————————

MARKETING DOMINATION PODCAST

EPISODE 6 TRANSCRIPTION

The Importance of Having A Lead Follow-Up System

[00:00] Sean Garner: 

So you've done all of the work necessary in order to get that potential customer on your website to engage with your transitional calls action and download your lead generator. Well, what do you do next? 

You've probably heard that the fortune is in the follow up, but what does that practically look like when it comes to your small business. In this episode of Marketing Domination, I'm going to give you the strategies and tactics that are needed in order to follow up with your potential leads so you can convert them into customers. Welcome to Marketing Domination. 

All right, I'm very excited about this episode because this is going to give you, as a small business owner, some practical things that you can start taking and implementing today. Whenever I am working with clients, one of the things that I ask them is whenever we first start working together is, do you have a lead or traffic issue or do you have a conversion issue?

The Difference Between Strategies and Tactics

[00:50] Sean Garner: 

Most of the time they assume that it is a lead issue. However, they typically don't have things like a lead generator on their website, nor are they actually tracking the amount of traffic that they're getting or incoming leads. So they just assume that it's leads and they don't think about the conversion factors that happen once they do get somebody's contact information to follow up with.

So what I want to kind of lay the groundwork with on all of this is before we understand how you should follow up with leads and the email sequences that we should plug them into. You need to understand what I hope you can take from every episode is the difference between strategies and tactics. So I was, if you didn't know this, many, many moons ago, I was a firefighter paramedic for about six years.

And one of the things we talk about a lot in the fire service is strategies and tactics. So a strategy is the overall big picture plan or the goal that we're looking to accomplish. The tactic is the individual method of which we do it. For example, if there is a structure fire, the strategy is save people, put the fire out.

[01:54] Sean Garner: 

The tactics that we would use would be, we would select different means of entering the home. We might ventilate the home in a certain way, might use a different type of nozzle based upon the fire, the materials that's inside the structure. All of those things are different tactics.

What I see a lot of business owners' mistakes made with their marketing is they are focusing more on tactics that people are telling them are working now versus thinking about the overall strategy. So whenever we are talking about these email sequences in this follow up process today on this episode, there are some tactic things that we're going to discuss that we see working right now.

But as we talk about tactics, make sure that you are able to view the overall strategy and how you can leverage these same tactics on multiple platforms. Whether, you know, email comes or goes, text messaging comes and goes, social media comes and goes the overall strategy behind whenever we get a lead in, we have to do certain things in the art of conversation and relationship building in order to get them to do business with us.

[03:01] Sean Garner: 

So that's the first thing I want you guys to understand is the difference between strategies and tactics in your marketing, and especially in the follow-up process with leads. So whenever we get a lead come into our business, most of the time, that means they weren't ready to buy because if our website is set up, like we talked about on the last page, it's very much set up to convert leads or to make purchases and then to collect leads. 

So if they didn't make a purchase and we did capture them as a lead, they are somewhat interested in the product or service that we are offering or selling, but for some reason, they weren't ready to buy. Now, the point of the post lead generator download is yes, we want to, like we talked about on the lead generator episode, we do want to establish ourselves as the trusted guide.

We want to provide value, help them solve a problem. It's got to have a good, clear, catchy title for it. But what the secret is, is not giving them the guide. The secret is in the follow up. So a lot of times I talked about this a little bit on the last episode of people getting so obsessed about trying to make the perfect lead generator.

Using CRM Systems for Lead Management

[04:02] Sean Garner: 

The customer doesn't actually get that information that's inside of the lead generator until after they've put in their name, email, and phone number. So we always want to make sure that we're not clickbaity and that we are delivering on the promise that we talked about, but what's going to get the customer to convert is most likely not the information that's inside of the guide, but it is you, your sales team, and the follow up process that you have that happens after you collect that information.

So we talked about strategies and tactics. The second thing that I want to talk about is this is again, a strategy thing is when these leads come in, you do need to have some method of tracking them. Don't just let it be good enough that you are getting some type of notification that somebody downloaded your lead generator, and then you can go follow up with them.

I very much strongly recommend putting all of these leads in the Into a Kanban style board pipeline. If you're not familiar with what that is, that is in essence, imagine having all of your leads and customers that are coming in through your pipeline to be able to drag and drop cards or their information to where you can track where they're at with different stages on the pipeline.

[05:14] Sean Garner: 

We're going to get a lot more into building out a CRM in future podcast episodes, but you need to make sure you are tracking these leads. Don't rely just on automations that we're going to be building out to do all the work for you. 

That is to me, one of the secrets and benefits of a small business, huge, massive corporations with, you know, hundreds of thousands of employees they have to rely solely pretty much on manual or automated tasks for follow up. Being a small business owner, especially if you're serving a local market, you're not getting thousands of leads coming into your system per day. So since you have a smaller amount, it does allow you to go in there and have more manual follow up tasks.

And most likely you probably don't have a major huge sales team of, you know, 10, 20 people that are working for you that are following up with all these leads. So we want to make sure that we're not just relying on the automation to follow up with them, but we actually have a pipeline of where we are tracking these leads so that way we can follow them up throughout the entire lead process. 

[06:14] Sean Garner: 

We can find out which lead generator did they download? How far did they make it in the email sequence? Have we reached out to them with a personalized note or loom video? Have we tried to get them to book a call, schedule consultation, buy the product, whatever it is that we're selling, we need to be able to track where people are at in those steps, because that's how we're going to improve our sales process as we get further down in building out this marketing funnel that we're doing.

So the bare minimum thing that you could do is whenever I was very first starting out, I didn't know any of this tech stuff. I would at least just have everybody in an Excel spreadsheet. And as I would get leads in, I would just put their name, email, phone number in there. And I would just type notes of the date that I last contacted them, preferred contact method, notes that I may have had from conversations, whether it be on social media, text, phone, call, or email.

And I would still keep track of where they're at in the process so they're not just getting lost somewhere in the inbox. The main thing is I want you to store this data, because if you don't have your CRM built out or anything that you or your sales team is leveraging now, you at least want to be collecting this information, so once you do start building that out, working with a marketing agency or anything like that, they have something that they can leverage on your behalf. 

[07:22] Sean Garner: 

One of the like saddest gut punches I get whenever I start working with a client, if they've been in business for, you know, 10, 20 years is I'll say, okay, well, let me go ahead and get your customer list so I can start plugging that into our CRM and build all the automation so we can start following up with these people for you.

And they're like looking at me with this blank look on their face, like, what do you mean customer list? I can't tell you sadly how many businesses that have been in business for years, if not decades, that are not keeping and storing, not only client and purchaser information, but also people that have reached out and lead information.

You do so much work to try and get your message out there and try to sell your product and service. Do not let people fall through holes in the bucket, just because you're not storing it. Even if it's simple, like I said, with an Excel spreadsheet, you want to make sure that you are keeping that data so you can follow up with those customers.

How To Collect Customer Information

[08:26] Sean Garner: 

So we know strategies versus tactics as we're going through this stuff, like the strategy would be right there, right? We need to collect our customer's information. The tactic would be different CRM tools that we could use, whether you're using like a project management tool, like a ClickUp or a Trello or Notion, or you're using a more robust tool, like in ActiveCampaign or we're big fans of GoHighLevel, any type of CRM tool to where you're storing all that information in, you want to make sure that you're doing that somewhere.

But very simply and practically, now this is a more tactical thing. So we generated this lead. We created the lead generator on the website and people have put in their name and their email, possibly their phone number. And then what can we do with that information once we get it? I want to next share with you guys, the six emails that I believe that you should send after somebody has requested and downloaded your lead generator.

[09:22] Sean Garner: 

And if you want to see this practically in place, you can go to https://www.seangarner.co/ and you can download either our free, our Marketing Domination Checklist, or take our FREE Marketing Assessment. We've got two different lead generators and hey, guess what? They both are going to plug you in to this email sequence.

So if you go there, download those lead generators. And then you also see these frameworks that I give you, you're going to realize how very simply you can take these frameworks and plug them into your own business.

How To Write A Lead Follow-Up Email Sequence

[09:51] Sean Garner: 

So here we go, this is the six emails to send after someone has downloaded your lead generator.

#1 Deliver The Asset

So, number one is, the very first email should be very, very simple. It's kind of self explanatory, but people still don't think about it is: Deliver the asset. 

So on the very first email, somebody has requested this, a freebie, the guide, the mini course, whatever is our lead generator. And we want to make sure that what we deliver with this email should be very, very simple, very, very short, thanking them for downloading them, giving them the thing, giving them access to the thing, whatever it is, but we are not selling in this email. 

Big mistake is somebody just downloaded it and, you know, we're trying to hit him with a hard sales pitch. People are like, “ah, here it goes. I knew I was just going to get spam”. Then they're going to click unsubscribe and they're going to unsubscribe from your list. And it's going to defeat the whole point of building up a lead generator list. So minimal text on this email, it's just going to deliver the asset and show value and give thanks.

So show, make sure that they know how and where to receive the lead generator that you have promised them. Just deliver the asset. The subject line for this should be somewhat simple and clear, like, Hey, here is the free guide you requested. And so that way, again, we should have very high open rates on this, very high click rates on this email because they requested this and we're not just cold spamming people with this.

#2 Problem + Solution

[11:12] Sean Garner: 

The second email that we should send is one that follows this problem-solution. So again, going back to one of the first episodes, guys, if you have your Brand Script created, this is where, like I talked about, it is the foundation of everything that you do. So on this email that is talking about the problem and solution, what do you think you do?

Yeah, you pull the information from the problem section of your Brand Script and the success section. And where we're talking about the problems they're dealing with, how that problem is making them feel. And then we position our products and services as the solution to those problems, and then we show them how much better life will be after they have purchased our product and service.

So what we want to do is we want to be very specific about the problem that they're dealing with and position our product or service as the solution. We also want to make sure that we are describing specific benefits that the customer will receive with it. We don't want to necessarily get into a feature list right now.

[12:11] Sean Garner: 

What we want to do is talk about the benefits they will feel and receive. So it's not talking about, let's say it's a tax, accounting service. We don't want to talk about the feature of “we do monthly bookkeeping”. We want to tie that in, we always want to tie that in with the benefit.

So we want to say something like, you know, spend more, be able to have more free time with bookkeeping done for you or pay less than taxes because your bookkeeping is done right. Something along those lines. So we're talking about the benefit and not the features on this email. We want to make sure that we're talking about both the external and internal problems.

So the main thing they're dealing with and then touch, pull the heartstrings a little bit and talk about how dealing with that problem makes them feel. And I personally like to always add like a small little P.S. at the bottom of the email. Because as people are going through this, most of the time, they're just going to scan it anyway.

So we want to make sure that we're breaking up these emails. So they're easy to read and scan. And there's a good P.S. at the very bottom that has a really good one liner statement or whatever our call to action is in the email for them to see. 

#3 Testimonial

[13:14] Sean Garner: 

The third email that we want to send in this sequence is a testimonial. So we want to be able to show again, remember back from the website, the Brand Script, the guide section, we want to be able to show empathy and authority to these customers or these potential customers. 

What we want to do is we want to highlight a customer, whether it be a previous customer that had, whether it be a testimonial, a video, and whenever we're highlighting that. We want to make sure that the testimonial is speaking about a specific result that your customer got or a specific problem that you were able to solve for them. 

We don't want generic testimonials that’s just like, “Hey, Dave was really nice. He's very trustworthy.” We want it to be something like, you know, “I went to go see Courtney and after 12 weeks my health markers are better than ever. I'm off my blood pressure medicine”. 

And then we want it to be very specific about the result that they got. It shouldn't be about you. It's not about how awesome you are, but it's about how you guided this customer to getting that problem solved. We always want to end each email with how their life is so much better now that they have that problem solved, to remind our potential customers about how their life is going to change once they get rid of this problem.

#4 Overcome An Objection

[14:28] Sean Garner: 

The fourth email that we want to have in this email sequence is overcoming an objection. So whenever you're writing this email, I want you to think about the most common reason why people don't buy your product or service.

What is the thing that they're always telling you about why it's not a right fit, whether it be like a price objection, which side note, I very rarely think that it's price, it's almost always value. They don't understand the value that you bring. Maybe it's not a right fit for them. 

Whatever that is, this email, you want to state that because if you're able to state and verbalize and overcome the objection before the customer can say it out loud, it's going to help them already overcome that so you kind of are able to start chopping away at some of the defenses that they might put up of why they don't think that you're the right fit for them. 

Fit for them with the objection that you overcome. It should be this again. This is the main point of resistance that you get in your emails. And as you're overcoming it, we always want to use empathy and authority to overcome the objection.

So we don't want to just be like, Oh, that's a horrible excuse. You are, you're just making an excuse. That's not right. Again, we want to show that we're relatable and then demonstrate authority about how we've solved that problem or overcome that objection for other people. 

Like, you know, this customer used to think that exact same thing, but then once they started working with us, they solved this problem and now this is how much better their life actually is. So the fourth email is overcoming an objection.

#5 Paradigm Shift

[15:55] Sean Garner: 

The fifth email, I will say this one, if you're going to take any email out, it would be this one. I still think that it's really good because this is what, in my opinion, helps you stand out as being more unique and that's called a paradigm shift email.

So all of the, all this email does is to show how your product or service is different from the competition. So we're trying to get these potential customers to highlight how their current way of thinking or doing things or how they think things should be done is costing them something. 

And we want to show that you have a new, better way with your product or service, that it is not the typical way of doing things. So on this email, we want to make sure that we establish the problem that they're dealing with first, and we want to connect our product or service as the solution to that problem. We want to pick a paradigm shift or a mindset change that makes us stand out from the crowd.

That's the whole point of this is we want to show how we have a new or better way to do this. One thing with this, you do not want to bash your competition. That's just going to throw up some red flags. And it's just not a cool business practice. In my opinion, instead of bashing the competition and saying what they're doing wrong, you need to highlight how you do it differently and how you have a different approach to this way of solving this problem. So that's email five. 

#6 Sales Letter

[17:18] Sean Garner: 

The last email that you have in this sequence is this is what it's all been leading up to. This is the sales email. This is finally where you're going to have a very strong call to action. And we are going to lay this all out in this sales letter framework. Now with this sales sequence that we're going through, we want to have this plugged in as an automated sequence inside of our CRM tool, email marketing platform, whatever you're using after somebody downloads the lead generator.

The sequence can be repeated across a variety of different sequences. So if you start building out more lead generators, you can use this same framework to build it out and connect with all of those. This sales email framework is something that I believe that you should be sending out, kind of like the 80-20 rule.

We're going to get into nurture emails in the next episode, which is just kind of those ongoing emails that add value. We're going to show you frameworks and everything on how to do that. So the amount of times that you can send a sales email out per month, per year is dictated by the amount of value that you're just giving out for somebody.

[18:24] Sean Garner: 

So if you send out an email every single week and it is full of value, you're not being super salesy on it. Well, I think about every six to eight weeks, then you're not being super salesy on it, you are able to have a really good, strong sales email that follows this format right here. So this, this sales email right here, it has eight different sections to it.

You know, I love templates and frameworks and everything. And so this is how the sales email should be structured. And then I will actually read you guys. One of our sales emails. 

So number one is we want to start with the problem. A really good sales email always begins with the primary problem that your customers are dealing with.

The second thing is, we ramp up that pain a little bit more. And we talk about the internal problem and the philosophical struggle about why it's wrong that they're having to deal with this again. We're just pulling this information from the Brand Script. And that's why I'm such a huge proponent and fan of StoryBrand guide is because if you have that brand script done, it makes it so easy to create all of this marketing collateral. 

[19:24] Sean Garner: 

So that's the second thing. So start with the problem, dig deeper on the problem and talk about the internal or the philosophical struggle. 

The third one is then we want to highlight a brief testimonial or success story. We want to show how our product or service has solved this exact same problem for people just like us.

Then the fourth one is this is where we're going to explain our offer. So this is where we're going to have what some people might call your value stack or your benefits and features. You’ve got to actually explain what the deliverable, what the product is, what the services that you provide, and you're going to do that in a bulleted item list that's always going to list benefit then feature.

So it's not, you know, here's all the things that our program provides. It's always going to be benefit focus and then tie a feature to you. So like I used the example earlier from an accounting company, it's going to be “pay less in taxes or ensure that your bookkeeping is done right with our feature monthly, you know, bookkeeping reporting. 

So you're always going to tie the benefit the customer sees to the feature. Know that you're not paying too much in taxes with (feature) annual tax review. So you always want to make sure that we're tying a benefit to a feature as we're explaining our offer.

[20:37] Sean Garner: 

After we've done that, step five of this sales email is we want to have our clear Call to action. This should be the exact same clear, direct call to action that we use from our brand script and we also are using on our website. We want it to be clear. We do not ever guys, we spent all this time and effort getting people to this point in our sales sequence with all of our marketing.

This is not the time to be vague, be very clear and direct. If you want this problem solved, do this thing right here. Schedule your call, book your appointment, buy now, schedule your first appointment, your initial visit, whatever it is. Be very clear with what we want them to do after that. The sixth thing that we want to do is we want to reiterate and illustrate what success will look like. We have to remind them how much better life is going to be once they get this problem solved and they take your call to action. 

Then step seven, we want to repeat that call to action again. We want to have it at least twice in this email and it should be the same. So you don't want to say that not only should it be the same, but it should be worded the same.

[21:37] Sean Garner: 

So it should be: schedule a call, schedule call. We don't want to say the first call to action “schedule a call” and then the second one “book an appointment”. We want it to be clear and direct and consistent through the call to action in all of our marketing material. 

Then the eighth and last thing is we want to include some type of P.S. with this. Remember people scan emails and so they might just be flying down to the bottom. So in this P.S. section, this is where, if you want to, and if it makes sense, you can one again, repeat your direct call to action. You can also include a limited time offer or a special bonus. Reply to this email or schedule your consultation within 24 hours of receiving this email and get X, Y, Z bonus, whatever it is that you want to create with that. With this email, guys, don't be afraid to sell.

[22:19] Sean Garner: 

It shows confidence that you actually believe that you can solve this problem with your product or service, the more hesitant and timid you are, it makes it seem as if you really don't believe in your product or service. 

Now, just some overall best practices, general things with all of the emails that I will tell you before I actually read off and I'll show you my sales email, is one with all emails. Subject lines are important. So typically with subject lines, our rule of thumb that we have with our agency is we want the subject lines to be nine words or less and most likely include an emoji if it makes sense.

Some of the brands we work with are very high end financial institutions. And so that doesn't really fit with the brand very well, but we want to make sure that it is an enticing, intriguing email subject line, nine words or less. So that way it doesn't get turn coated or cut off on different devices and everything. Also preview your subject lines, make sure that on mobile and on desktop, it's actually showing all the way through.

Email Deliverability and Effectiveness

[23:19] Sean Garner: 

You don't want to write this amazing subject line that gets cut off and people don't actually see it until they open the email anyway, it defeats the point of the subject line. If you're clicked or I'm sorry, if your open rates are low when your emails, it's because your subject line wasn't enticing enough.

And so if you are having a struggle with getting people to actually open your emails, you need to first look at your subject lines of the emails before you start worrying about any copy on the inside. Second thing is on the emails, always do a test email. I can just tell you from personal experience, like even as an agency owner, we make mistakes with this.

So it's very important that you always do test emails for everything. Check all the links inside of emails. Most email marketing programs will have some type of a spam checker before just to ensure that it is not ending up in spam or promotions or anything like that. There's things that you can do.

There's actually a ton of new developments that happened out in, starting in, I think it was February of 2024 this year where you had to add all of these different server settings and everything to make sure that you had increased deliverability. We'll get into some dorky techie side that you don't need to really worry about as a small business owner.

[24:21] Sean Garner: 

All you need to know is that just because you send an email doesn't mean everybody's going to get it. There are things that have to be done on a technical standpoint to ensure Google isn't flagging as spam and they, and they instituted some new changes in February of 2024 this year that you need to make sure that whoever is your webmaster, managing your domains and your emails and everything that they have implemented those changes.

So you're not going to spam. The other thing on the emails is, remember, people scan them. So we want to make sure that we don't have huge, big blocks of text. We want to make sure that they're really easy to scan, bold certain words, italicize certain words, break up sections, use different font sizes for headings.

So that way it's really easy to scan an email. I personally, my rule of thumb with it is I write emails that I would like to read. So what a common mistake I see a lot of business owners make whenever they first start doing this, their emails have way too much copy in it. Again, like I said on, I think it was the last episode with the lead generator, like you're not that special.

[25:21] Sean Garner: 

So whatever gets you to engage is most likely going to get your customers to engage. If you are bored reading your own emails to approve copy and stuff, it's probably not a good email. So we want to make sure that it's short, punchy and to the point. Look at emails that you like and engage with and use that to kind of help you templatize or look at frameworks that work for you so you can model that for your own business. 

One thing that I do is I subscribe to tons of newsletters, because I always love learning about different things and just engaging with a lot of different businesses. And for me, I actually have an, in my inbox, I have one that says, really good emails.

And so any email that gets me to like get super excited or enticing, Oh, what is this? Or man, it's just red. It looked like tons of value. I will save that. So that way I kind of use that as like an inspiration mood board for whenever I'm starting to craft emails for clients. 

[26:14] Sean Garner: 

And then the other thing is with every email, try to keep it minimally designed, so the more HTML, or just that means coding in your email. So that could be images, colors, and different customizations and stuff that you have in the email, the more likely it is to end up in the promotions or spam folder through server servers like Google, because that's not how as a normal person, you send emails.

If you send emails to your friends, your colleagues, it's just going to be a plain text email. I personally am a huge fan of that. We at our agency have a really high success rate with deliverability with our emails. And one of the reasons why is unless our clients are adamantly against it, even though we advise that we keep our emails pretty minimally and designed.

And so from an HTML standpoint, there's not a lot of HTML images and stuff like that in them, so you get really high open rates and click through rates. And I believe that's one of the reasons why also, on top of that, we write really good copy following the storyboard framework. So those are just kind of some best practices I have for emails.

Real Example Of A Follow Up Sales Email

[27:06] Sean Garner: 

We'll go over more of that stuff whenever we talk about the next episode. Whenever we're talking about nurture emails or ongoing emails and some tips that you guys can use to write emails to this list to follow up. But the last thing I want to do in this episode is read you guys, my sales email, and then show you how it is we apply it to the framework. 

So The very first thing is the problem, right? We got the problem on our email and this is how my email reads:

If you're like most business owners, you're probably wrestling with a few of these challenges. You have no consistent sales process. You're frustrated because potential customers are slipping through the cracks and you're missing out on valuable leads.

You're struggling to stand out. It's frustrating because you've got the experience, but you're lost in the marketing wilderness while others steal the spotlight. Time crunch, running your business leaves little room for marketing and content creation. Here's how we help you grow in business. 

[28:08] Sean Garner: 

And then we start listing out our, this is our value proposition. And we list the different services we provide from marketing funnel and crafting brand messaging, content systems, boosting your availability. We work with you as your fractional CMO. 

Then we have a testimonial for one of our clients from Measured Home Services, Jeff Yates, where he talks about how the specific result he got is he went from not being noticed at all and getting zero calls on his website to ranking number one in Google for his keyword for his industry.

Then we repeat, or we have our call to action, which is “schedule a call”. Then we remind them about how awesome life is going to be. “Stop spinning your wheels and start moving forward. Say goodbye to frustration, overwhelming confusion, and stand out as the industry leader”. And then we repeat that call to action again to “schedule a call”.

Need Help Building A Lead Follow-Up System?

[28:52] Sean Garner: 

I didn't add any type of P.S. on the emails just because for me personally, with what we do, we don't offer any type of discount or like urgency thing. Whenever people are ready to buy, we know that they're going to be ready to buy from us, but that's how we leverage it. 

If you want to see it all on the whole marketing funnel, guys, go to https://www.seangarner.co/, download the Marketing Domination Checklist, or take our free marketing assessment, get plugged in yourself. So that way you can kind of see how this process works. And if you're like, man, this is awesome, I wish somebody would just do this for my business. That's exactly what we do.

We'd love the opportunity to serve you. So you can go on our website, schedule, call, and see if it's a good fit. Hope this episode added value guys. The big takeaway that you should understand from it is understand the difference between the strategies and the tactics with this marketing. The overall strategy is you need to have a follow-up process.

Don't just allow somebody downloading your lead generator to think that they're going to then see that thing and become a customer. You have to follow up with them. It's really, really helpful. If you could have a tool like a CRM, so that way you can manage where they're at in the pipeline stages and track the whole funnel progress.

[29:57] Sean Garner: 

So that way you can follow up with people, make sure they're not falling through the cracks with any of your marketing. Then tactically, this is a really good framework to plug customers in for an email sequence. We can, again, talk about strategies and tactics. We can take the same strategy and change the tactic and instead of it being an email sequence, this could be a text messaging campaign. 

It could be a social media campaign series that you put in, it could be a series of content that follows that same problem of delivering the asset. Give them the thing that you want to give them, talk about the problem, your solution, give a testimonial or success story, overcome an objection, show a new way of doing it, and then ask for the sale.

Those are the six emails, guys create these for your business. I promise if you do this, you will make more money and you will stop missing out on leads. So thanks so much for listening guys. Have an awesome day and we'll see you on the next one.