Empower Your Team with airSlate SignNow's Lead Nurturing Agency for Teams

How to create outlook signature

in this video we're going to be talking about lead nurture strategically how and where you should be nurturing your leads into prospects so that you can gain more clients what's going on guys greg hickman here and welcome back to the channel uh like i said we're going to be diving into lead nurture strategy now this is actually going to be a two-part series in this video uh we're going to cover kind of the strategy really specifically looking at where you can be nurturing your clients and in the next video we'll be talking about what types of content you should be using within those different channels that we talk about today to nurture your prospects so here's kind of where this video is coming from contextually if you're in the agency world or freelancer or high ticket coaching consulting traditionally you would run a ad into a webinar funnel a webinar funnel into a call and by the way that still works but there's gonna be a small percentage of people that actually always buy on the first call and a good amount of your revenue is going to come from people that you are nurturing and following up with both uh from people you've actually spoke to on the phone already and just weren't ready to buy and you and or your sales team are following up with those prospects or what we're really going to talk about in this video the content that you should be creating and where that content should live to stay top of mind with those prospects in our business and we're we do a little over seven figures a year at the time of recording this i would say each and every month at least 40 of our new sales new sales come from people that have been with inside of our nurture ecosystem so in in and around hanging out lurking in the shadows of the places that we're going to talk about in this video there is a lot of money to be made in the follow-up but one of the biggest things that i see has changed over the years is follow-up used to just be keep keep emailing them for 365 days a year and email was really the only channel but now with social and all the different platforms there are a lot of different places that you can and should be to properly nurture your prospects so that when they are ready to make a decision that you are the one that they choose so let's dive in so when it comes to lead nurture one place that you should 100 create if you haven't already is some sort of a group um i like to say build the place to be now one of the most common topics around lead generation is like go where your prospects are but while that's great to get started once you start getting some momentum it's a lot easier just to be the place that people want to go to hang out for us that is a private facebook group you can get to that inside this video or visit altagency.com forward slash groups you've probably are in a handful of private facebook groups right now i personally believe that facebook groups are really really powerful for lead nurture uh for a lot of reasons which we'll talk about but i want you to create a hub create a group for yourself that allows you to pool prospects and continue to add value and nurture them now you might say hey greg i don't like facebook which is fine there's linkedin groups there's slack communities i do think each of them have their pros and cons some are definitely more effective right now some are on the come up like linkedin uh at the time of recording this in april of 2021 linkedin is really just kind of getting started with groups and like up leveling them to compete with facebook facebook however is also running tv commercials about groups so they're very bullish about groups as well so uh it could be that it also could be a local meetup i have friends that uh for example pat flynn who has an amazing youtube channel he runs a local meetup in san diego for entrepreneurs like once a month they all come together in person and they hang out and that's another way of kind of creating an authority and building a group for yourself so principle number one is build the place to be in the form of a group we prefer facebook groups so that is something i think you should definitely be looking at this year it could doesn't have to be a big group either to get a lot of value uh we have just under 3 000 people or just over 3 000 people in our facebook group and we've been building it very slowly very strictly only allowing the right people to come in over the last couple of years i know people that have a thousand people in their facebook group that have generated multiple six figures from under a thousand people so it's not necessarily about having the largest group it's about having a group full of the right prospects all right so number two is just your email automation i mentioned at the beginning of this video like nurture and follow-up used to just mean email people for 365 days a year so the concept of lead nurture in many cases for a lot of people has always been tied to email campaigns well in most industries or many at least in our our space like on average you get 18 to 20 open rate so even if you had a list of thousands upon thousands of prospects and you're emailing them and that's your only channel your message isn't even getting in front of all of them so while it's a great channel and you should be emailing i'd say at least two to four times per week to your list it's not the only one but it is one and one of the biggest mistakes i see is because people see that their open rate is maybe only 20 they actually email less frequently because they feel like they're bombarding or spamming their their list the problem is if you're spamming your list you're probably not adding value so i would challenge you in in the next video we're going to be talking about types of content that you can be sending to email so i'll cover that in the next video but you want to be adding value telling stories things like that and i'll give you some examples in the next video but don't neglect email just because it's like historically a newsletter and you have to share news you can tell stories you can have calls to action you can do promotions you can point people to other content in these other platforms that we're talking about i do a live training in our free facebook group every single wednesday i can email my list on wednesday reminding people to show up to that training and i'll see a spike in my attendance i can follow up uh later in the week with this with another email saying hey catch the replay of that training so you can use email just like any one of these other channels to cross populate the other places that you are spending your time so first is build yourself a group we recommend facebook groups the second is to leverage your email list by having email campaigns and automation that are going out two to four times a week number three is retargeting so retargeting ads there might be people that are coming to your home page or there might be people that click on your ad and go to opt into a webinar or a master class of some sort or a pdf and not actually opt in you can retarget those people you can retarget people that have been inside your facebook group that have been on specific pages of your website you can retarget people on your email list so like i just said if only 20 of people open your email but you can then run an ad to people on your email list with a similar message you might get in front of them on their social platform where you are running those ads again this could be facebook ads this could be google retargeting depending upon where your audience really hangs out if only a small percentage you're opening email and that's your only channel well get in front of them using paid ads running retargeting campaigns you can literally get started for a couple bucks a day depending upon how big your audience is and you will then be top of mind and again in next video i'm going to share different types of content that kind of pillar content that you can be retargeting people with but really in essence all of these different platforms group email retargeting the upcoming ones the content is gonna be interchangeable you're really just getting in front of your ideal prospect to stay top of mind so again you always need to come from a place of value and trying to be of service this is not just always retargeting to make a call to action to buy but you might say hey don't forget to join our free facebook group that could be a retargeting ad from someone on your email list you could say hey i was working with a client the other day and i wanted to share some of their success like you could share client testimonials and wins and case studies there's a lot of different ways you can use retargeting you could re-target people with just your weekly youtube video if i want to make sure that this video gets out in front of my email list instead of just emailing them to say hey here's the link to the youtube video i could run a retargeting ad to my email list so now i'm pushing my youtube video in a facebook ad to everyone that's on my email list so i'm bringing the content to them versus always driving them to the content and retargeting is really really great for that and again for a really small budget especially starting off you can in i say this in a very non-stalkerish way you can follow your prospects around so they start to see you and there's a little bit of like an omni presence that happens when you do this and when they're ready you're going to be the first one that comes to your mind because they'll be seeing you everywhere so retargeting is really really powerful because you can be in the places that they're already spending their time sharing more value so that they choose you when they're ready to take action all right the next thing you could do is call them for our lead magnets our webinars we actually collect phone number if you're calling people that have purchased something from you and you have something else to sell them you might have their phone number you'd be surprised if what kind of response you get when you call someone who registered for your webinar they're going to be shocked that you're calling them because not a lot of people do it and you'll be surprised at how often that turns into a qualified conversation now again most of this is going to be a numbers game and there will require volume here to make this worthwhile but you could send out ringless voicemail you can make physical phone calls we have our our team calling people that have you know consumed our training to see what they thought see what their current challenge is we have tons of free content we can point them to the next piece of content that might help them right now that is us being of service now you could call them you might capture uh their messenger profile whether that's linkedin message facebook message so when i say call you could actually just also private message them dm them things of that nature in this regard this would be less automated like the email campaigns that i mentioned earlier and more on the personalized outbound touches through phone messenger and even one-off one-to-one emails you can have someone on your team dedicated to doing this in the beginning you can but that little extra amount of high touch can usually pay big dividends especially when you start hitting critical volume because people see that you're looking out for their best interest hey i saw you checked out this training i just wanted to see if there was anything else i could give you that might help you with where you're at right now and hey if you're interested let's have a conversation about how we might be able to help you and how you might be able to hire us so outside of building a group outside of email automation outside of retargeting you could call them and direct message them with personal communication now the next thing is uh the fifth location which is just your social profile so you're watching this on my youtube channel maybe you have a youtube channel you could use your linkedin profile your facebook profile your facebook business page you might be a stud on instagram and make really great carousels you might really like twitter my point is you want to be creating value-add content in these channels now in the beginning i recommend you pick at least one you don't try to be in all of these channels at the same time that is a recipe for disaster but if you're if you run a group if you have emails if you're doing retargeting and you're consistently putting out value on your social profiles you can drive people to that when people see your ads when people see one thing and they go to your other channel you're gonna build more authority because they're going to see you constantly talking about the same things in the same places or in different places rather so don't neglect your social profiles now the sixth thing is actually audio originally i would have just said podcast podcast is a great place to nurture prospects you know you're in their earbuds your your voice is you know with them when they're driving to work or they're working out or they're cooking now we have clubhouse and other other forms of audio that are ways for you to show up in their world adding value only using your voice so we have groups we have email automation we have retargeting we have personalized outbound with phone calls with dms etc we have adding value on your social profiles whether that's facebook linkedin youtube instagram etc and using your voice through a podcast or a clubhouse those are six different locations that you can and should be harnessing over time to stay top of mind with your prospects now a few tips before you jump into using these one you don't want to do all of these at once i highly recommend that you spend some time rolling out and mastering and kind of getting consistent with one channel at a time if you can't even email your list two to four times a week get good at that before you're also trying to release a youtube video every week so i really recommend you kind of stack one on top of the other as you build proficiency and consistency in each of those channels now the last tip is to subscribe to this channel because we release a new video like this each and every week and click that notification bell because next video i'm going to break down different types of content that you can be using inside of these channels because one of the number one challenges i see people face is greg i know i need to show up more i know i need to produce content i just don't know what to say so if you don't know what to say to nurture your prospects we're going to cover that in the next video but i want you to leave a comment below this video with the next channel that you are going to focus on and master as a part of your lead nurture strategy until next time take it easy see you soon