Transform Your Business with Sales Automation Process for Organizations

How to create outlook signature

What is happening my people. This is Tim Dodd with theTim Dodd show. And today I wanna show you how to set up an automation. That's going to get your sales meetings warmed up before you even have them. Now, just imagine that somebody books a call with you on Monday, say Bob books, a call with you to talk about your social media or your coaching or whatever, whatever your services are. They book that call on Monday that call's not until Friday. Most people are gonna like send like one video or one thing and, and then be excited. Oh, I've got their sales call on Friday, man. So excited. But what's happening from your prospect side is that they are, they booked a call. They're excited about it on Monday. And then the week hits them, man. They got a, all these crazy things. And then Friday comes, they pick up the call or they get on the zoom call and they go, oh, sorry man, can we reschedule this thing? Or maybe they reschedule even through email. Cause they're not excited. But what you want to do is you want to use an automation to actually they book that call on Monday. You wanna get some testimonies, you wanna send some videos, you wanna give some value. You want to do an SMS. There's a lot of different sequences that you could do to get them warmed up from different types of angles. So that by the time they get on that call on Friday, they're actually gonna be warmed up. Now, just to clarify, let's say I get 10 meetings, right? And I send out, I call the seven touch, do give at least seven touches before you meet half. The people are going not open up my emails, right? Maybe more half people are not gonna open up the emails. They're not gonna respond to my text message. That's fine. But you're, you're gonna have the other half that do engage where you're gonna have 25% that engage with a little bit and they get a little bit warmed up and you're gonna have 25% that get on that call, red hot, ready to buy. So overall you've warmed up a big percentage of your audience. And then even the ones that didn't get warmed up, they weren't gonna get warmed up anyway. So what I wanna walk you through today is literally a training that I built about a year and a half ago. And it's a strategy that we still use to this day for our clients that we're getting them hundreds of meetings a month. Literally you have clients paying us $20,000 plus some month to get them meetings, but you don't want to be spending that kind of money on meetings unless they're converting. And so this strategy, this training I'm gonna bring you through today is it's gonna be a slideshow where I bring you through and walk you through exactly how we do the strategy to get them warmed up. So I hope you get a lot of value from this. If you do make sure to light comment, subscribe at the end, if you don't don't do any of that stuff. Why you on this channel? Why even watching me if you're not getting any value. So let's go ahead and jump in before we do that, make sure to subscribe, click that bell. So every time I drop a new one, you're notified. Cause I'm here to help you do two things, sell more and scale more. If you want to learn how to take any of your lead sources, whether from the LinkedIn or AdWords or Facebook or wherever you're getting your leads. If you're doing sales calls, if you're selling a high ticket product, if you need people to buy what you're offering, this seven touch system is going to get your leads warmed up. And there's, there's some simple psychology behind everything that's happening with this. And we're gonna get into detail, but just know that the seven touch system is what's gonna take any of your lead sources where you're getting these meetings and it's gonna turn the heat up, man. It's gonna throw gas on the flyer. It's gonna put nitrous on your car. It's gonna put a turbo charger on there. It's gonna put rocket fuel in your rocket man. So if you guys are ready, let's jump in. So let's talk about back in the 1930s, let me click on this. Back in the 1930s, TV advertisers discovered that when they're running ads, that they would have run an ad, uh, or their ad at least seven times to the viewers before viewers would start to buy. So this is where the rule of sevens, if you've ever heard of it, it's, it's common in, in people that understand marketing on a high level. Uh, some people talk about this, the rule of seven. This is where it was first discovered in the 1930s, uh, for TV at advertisers. And this rule, um, applies to any level of marketing, but let's move forward to the 2020s. So fast forward to the 2020s, we're in a modern day of overwhelm and just so much stuff, just thrown at people like this lady in the photo where we're just bombarded with information. So the rule of seven, uh, while it does, why I think that in our modern days, you need to be way more than seven. You need to have way more touches than seven, but the, I call it the seven touch because it's just a cool name. And, um, it's our bare minimum. When I say seven touch, I want a bare minimum of seven touches before I talk to any prospect on the phone. So let's jump into this simple psychology. The human brain is a pattern recognition machine that is constantly trying to be as efficient as possible is filtering out unimportant information. It's filtering out, uh, data that it, that it doesn't feel like it needs. And it's also going to lump memories together or combine memories together. Um, we'll talk about this in more detail in a second. This is all happening on a subconscious level though. So you have to understand there's two things that we're dealing with when we're, when we're working with a prospect, it's a conscious in the subconscious level and what the seven touch does is it actually, uh, addresses both the conscious and the subconscious. It's not some tricky slide thing. It's just simple, simple psychology. So unimportant information. Let me give you an example of this. So have you ever like bought a car and then after you buy that car, you just see it everywhere, everywhere you go. It's like you see that, that white range Rover or that silver CR you just see 'em everywhere. That's because your brain had this car before, before you're interested in it and unimportant information. So as you're driving around, it's filtering out all these cars, you're not paying attention to all the cars cuz you're just your, your brain is being efficient. It's filtering out all the unnecessary, like you see cars, but you're not taking in now that you have that Toyota Corolla. And now that you have that range Rover, now that you have that Ferrari, hopefully, um, you see 'em everywhere. You're like, oh my gosh, like they just stick out to you everywhere. Your go. That is what the brain is doing for you. Thank God that our brains do that because we don't want to have to take in all of the information coming at us. We will be overloaded constantly with information. So our brain is doing us a very big favor. Um, what, what you have to understand though, is that you as a coach and as a accountant, as a, as a marketing person, whoever you are, you have to realize that the human brain is putting you into this oblivion category. Like you don't exist because you're not important yet. So the next part is lumping memories together. Let's talk about this. So if you take the same drive to work every day for 10 years, your brain is gonna condense those memories. And you're gonna look back on those 10 years and they're gonna seem to have flown the more of the exact same routines that you have over and over and over again, the shorter time seems like you're gonna, if you ever look back and go man, like these, you know, past five years, like, wow, where, where did they go? A lot of times that can happen because you're not creating new memories. You're so when you're not creating new types of memories or new experiences, like if you keep going to the same restaurant taking the same route to work, doing the same routine every day, the same house, the same kitchen, the same trips, the same day, it's the same weekends. The same, your brain will actually lump those together. And that's why you can look back and be like, wow, how do the time fly so fast? That's why the more you take one, a certain route to work the shorter and shorter. It, it mentally feels cuz your brain is lumping together. So a little trick before we get into how to use this with marketing, if you want to create a rich in a full life, you actually want to try to create different experiences. So go to different restaurants on a regular basis, take a different route to work on a regular basis, switch up your routine, try new things because then you'll look back and be like, wow, it's only been a year and I've gotten so much done or I've done so many things. So that's a little sign up, but let's apply it. You marketing yourself to selling yourself when you first meet somebody and you go, Hey, I'm a digital marketing person that person's brain grabs you. And it puts you in this pool of every other digital marketer that they've met or been disappointed with or whatever you are a digital market. You are a coach. You are a, an account, not a accountant, an accountant. You see what I'm saying? So their brain is gonna lump you. And, and, and what we wanna do is we want to pull you out of that group. Let's talk about how to do this. Now, imagine this, imagine this person, instead of just meeting you one time or two times, they connected with you on LinkedIn, they chatted with you on LinkedIn. They saw one of your Facebook ads. They downloaded an e-book. They read through your e-book. They got a three email introduction. That was a great, it brought value. It helped them out. It showed them that you're like it gave them some coaching advice that really helped them. Uh, you, them in non promotional last semester, Hey, saying, Hey, have a great week. Happy to happy to have met you, uh, watched one of your, then they watched one of your on-demand training videos. Maybe it was a 10 minute training, maybe a 20 minute training that brought them value. And they went, wow, this is really helpful. Then they got retargeted on Facebook, Instagram, YouTube, LinkedIn, et cetera. Maybe they took a pop quiz. You see what I'm saying? Like your every where you're omnipresent. Now, this person you're in this slumped group, you go from a coach, a marketer, a an accountant, a blank, a blank, a financial advisor and insurance agent from the slump to the, you are the insurance agent. You are the digital marketing guy. You are the business coach. You are the person. So the brain is now pulling you at you are no longer another. You are the, that is happening on a subconscious and a conscious level. They're now just like the car example. We said before, before they were driving around and all they just saw was a bunch of cars. Now they see you everywhere. They go. You're popping up everywhere you go. Just like that car. And now you are important information to their subconscious, uh, obviously as well to their conscious, because nobody else is doing this. This is they're going to consciously recognize you as being a very unique person. So let's jump into the of people that are crushing it. If you look around, you're gonna notice they're everywhere, their success. And then didn't necessarily come from their, um, awareness of this. It's not necessarily that it some secret that only this elite few knows, like there's not many people that know about the rule. Seven, some do some don't, but even if you're not aware of it, the people that are crushing it are crushing it as a result of the rule of seven, because they're everywhere. They're constantly everywhere. They're consistent. They're showing up, they're doing it over and over and over and over again. Now on the other side, the people that are not crushing it, you're gonna, you're gonna run into hoards of business owners that jump from marketing failure to marketing failure, to marketing failure. And there here's what it sounds like. I tried LinkedIn. It didn't work. I tried email automation. It didn't work. I tried AdWord. I tried Facebook ads. I tried Instagram. I tried this one. I tried this one. I tried this one. It didn't work. It didn't work. This is, this is the common, um, the common thing that you're gonna run into with most business. I tried this, it didn't work. I tried this, it didn't work. You see? So it's like these little isolated attempts that never, um, are sustained long enough to really produce. Now there, before I jump into the seven touch system in detail, I want to establish like foundational good sales, good marketing of the critical components. Because if you have the seven touch in place, but you don't have these three critical components, it's not, it's not gonna help. Like seven touch will help any situation, but you have to have these critical marketing components. So we wanna make sure that we have this foundation in place before we move on to this, like it advanced like take your business to the next level type thing. Okay. So first off you have to have eyeballs. You have to have traffic. You have to have attention. You have to have people showing interest, right? You know, whether that's, uh, LinkedIn outreach or it's AdWords, you're running or Facebook ads or where you, wherever, wherever you have to have traffic. Number two is you have to have, uh, great writing or, or great, you know, like words on paper. You have to be able to sell. You have to get people's desire lifted. You have to be able to build trust either through your copy or through your sales calls. You have to be able to then ask for the sale. You have to be able to present value. You have to be persuasive like that's essential for in any business owner, for any entrepreneur, for anybody in sales. And then the third is a great offer. Like if you don't have a great offer, like a straight up good offer, that is gonna get people's attention, you don't have much, but if you have the attention, if you have the eyeballs, or if you're working on a system to do it, if you have great copywriting, um, or you're will willing to invest the time and to get getting good at copy or hiring somebody that's good at copying. Um, and if you have a great offer, if you have those three things, like you have everything you need to be successful with your business. It's as simple. Like it's really, really that simple with this foundation in place. Let's talk about how to not just go from little success to failure, to little success, to failure, but to a consistent persistent, relentless push of business growth. All right, here we go. Not another coach, not another digital marketer. You know, because even if you have all these things, your audience sprain is still going, oh, another SEO guy. Oh, another, uh, success life, coach, girl, like whatever, another, whatever it is, you can insert it. We need you to stick out. So let's do that. Let's give some examples here. So seven touch. It's a cool name. I like it. It's the seven. And it's the, it's the scientific fact psychological fact of the seven. But I want us to go way beyond the seven. Seven's like our entry point. Like seven's the front door, like seven just barely gets us in. Right. So if you're doing seven, like you're way different than anybody else. But like, let's, let's see for us, for those of us that like, wanna like take this thing to a whole nother level. Let's see like seven as the front door to the, to the house. Okay. It's just the front door, just cuz it's in, just gets its in. That's it. So let's look at a standard example though. Sorry guys. I'm gonna have my, uh, my little clicker scroll, but it's, it's not working for some reason, but like number one. So first touch ad leads to landing page second touch. They book a call on that landing page. Uh, third, they get a confirmation email calendar. The fourth touch is the sales call. So, so the most standard lead gen to sales call processes are only doing like three, maybe four touches before, uh, before the call, maybe you added a little Twilio, SMS, generic SMS thing. So like you have four or five. So really you're, you're not getting those touch the touches you need before your call. So then that call, maybe it closes. Maybe it doesn't, you know, uh, I think this kind of, this kind of thing, you're gonna get a good five, 10, maybe 20%, if you're really good at sales, uh, on a percentage on a system like this. And if you talk to any of the great salespeople, they're gonna tell you the money is in the, what the money is in the follow up. Okay. The money is in the follow up and it's true. I'm a huge believer of, of follow up game. I love the follow game. Most people are not willing to invest in their follow up game. And so that leaves a huge opportunity for me, for my team, because we're gonna follow up, follow up, follow up, follow up, follow up nonstop. You see you what I'm saying? So, yeah, but if we look at this, our seven touch might not be till two or three follow-ups after our sales call. So we are now just now that we've already spent all this time on a sales call and maybe doing a proposal and doing, sending an email and doing a follow we're now just breaking into this seven touch. So are, are you following along with me here? Do, do you see what I'm saying? Maybe raise your hands or, uh, click something or do do a little emoji. Do you see what I'm saying? How this is not like how you are just another digital marketing guy on the phone, how they have zero trust. They have no reason to trust you. They have no they're not comfortable with you. They have no reason, uh, consciously or subconsciously whatsoever. Now let's look at this first touch and athletes to landing page. Uh, second and third touch. They book a call that after they book a call that third touch, that goes to a warmup page that has a video that Hey, you know, great looking forward to a call has maybe some stuff in there. Maybe even have a quiz on there. So that could be a fourth touch, but let's not say that here. Fourth touch, you have the confirmation email on the calendar invite. Uh, and then you have five, the fifth to seven touch. We're gonna do a three day email sequence warmup. And I'm gonna give you guys a diagram for this in a second, but don't worry. And then, then you have, uh, two ringless voicemails. You have, uh, two personal SMS. Actually I would do three personal SMS, like personal from a phone number that they can call you on. Uh, and then, uh, two, then, then we have maybe two retargeting ads at them, maybe more. I mean, we're roughly at like, you know, give or take. There can be a lot of variables in here, but your sales call might be the 14th, 15th, 16th touch point that this person has had with you. And this is just in three to five days. So you can already blow past that seven. And even if some of these things fall through the cracks, even if they don't read the email, you even if the retargeting ads don't hit them, even if, even if they don't check their voicemails, like because we're hitting all these things, we're gonna be guaranteed that the minimum touches they have is at least seven to 10 touches before you're on the call with them. Most cases they're gonna have 14, 15, 16 touches before they get on a call with you. Now you're gonna have a very high close rate that call's gonna go much different than any call you've done before. Much, much different, because they've already been warmed up. They've already gotten value from you and they are ready to talk consciously and subconsciously, they are ready to talk blazing, warm, hot. Now not all of them are gonna close. They're just not. So we wanna do the exact same easy automation process. So we get off the phone with them. If they didn't close, boom, we press one button that sends out a handwritten USPS letter, which is there's an automated service to do that. By the way, it sends out an email series, warming them up. Uh, it sends out a personalized SMS series, retarget ads, et cetera, cetera, et cetera. So now what you're doing is you're taking this, these lead sources you're getting and you're working so hard for, and you're paying so much money for it. And you're like setting it on fire, like a blaze, like the most, getting the most amount out of every single lead that you possibly can. All right. Now let me ask you a question, everybody, everybody, would you rather be on the sales call that was the fourth or fifth touch or would you rather be on the sales call? That was the 15th touch. I, I would, I would much prefer to be on the call. That's the, the 15th touch. What about you? Right? Of course. Okay. For sure. Yeah. I mean, I think, I think all of us would be now imagine automating that. So it's not this big arduous mundane thing. It's like, it happens on autopilot. The moment somebody books, a call, all of the, the sequence sets off and does this for you on autopilot. Like literally everything for you on autopilot. Okay. Sound cool. Does anybody anybody wanna see the, the, like the, the channels and the assets or the tools that we're gonna use to do that? Okay. Let's look at the channels. Let's look at the assets. So when you're creating these touch points, you have to think in like kind of two, two basic, two basic things. You have channels and you have assets, right? So channels are like email, SMS, ringless, voicemail, messenger, chatbot social ads, YouTube ads, retargeting networks, like, uh, Google ad network. You have direct mail, et cetera, et cetera. You see what I'm saying? These are, these are the channels at which you're gonna push your content. Your assets through your assets are the actual, like the PDF. Downloadables the ebook. It might be your video series and email series, emails, webinars, on-demand trainings like, uh, quizzes, any kind of asset that you have that you can use to send them a message to warm them up, to give them something free. These are your assets. And then, so you need both. You need to understand what channels you're gonna use, and you're gonna need to understand what assets you're going to build for these channels. So there's no, there's no silver bullet. I know everybody wants to think like webinar is the silver bullet. Just set up one automated webinar, put, run Facebook ads, and then just go sit my ties on the beach. Like, okay. There's like little slivers of time. When, when you find these little like growth hacks that just freaking kill it for a time. But then everybody floods in on them and then they get a over used and then people get burned out with them, right? So there's no silver bullet webinars work great. I've made a lot of money in webinars. I've, I've, uh, I've gone through different seasons with different products and different assets and different channels. But the biggest point is that you want omnipresence, some channels are gonna work better. Some are gonna give you better ROIs than others, but what's gonna give you the best ROI is create omnipresence. Like these people see you everywhere. All right, Let's look at an example funnel. This is what I promised to use. That I would show you an example funnel. Now, I, I don't have my clicker here, so I'm just gonna walk you through day by day. So if you look at the top, it says same day, day one is like the first day after the it's really the second day. But I call it day one because same day as the day that the call gets booked, day one is, is the second day. Okay. So, so same day, we're gonna send an email confirmation, just a generic email confirmation. Uh, we're gonna number two, we're gonna send a, an email warmup. Uh, that's gonna lead to that same landing page. Remember when they booked a call call, when they book a call, like if they book a call on your website, that's gonna redirect to a landing page that has like a warmup video. Maybe they can take a quiz on there. So that's that landing page you see on the same day. Now let's say you, they book from a cold call or from a LinkedIn message or something like that. Either way, we're gonna send that warmup page. In, in the first email, they're also gonna get a personalized text. This is not a generic text. This is the text from a number that they can call like a, uh, you're gonna create one number for your voicemail, drops for your SMS, for your, for your calls, for everything. And it's gonna send them a very, a very like personalized, Hey, Jared, really looking forward to a call, super excited. Like it's gotta be personal, right then we're gonna do a voicemail drop that night. So like a seven or 8:00 PM that night where it's it's a, a voicemail drop is like a ringless voicemail. It's a way to send a voicemail to the person without actually ringing the phone. It's gonna be, Hey, Jared, super excited, better our call here in a few days. Hope you're having a great one talk soon. So now we're hitting that. They're also gonna get the calendar invite, but this is also gonna trigger. If you look at the bottom retargeting ads. So everybody may be saying, wow, the Tim, that seems like so much bombarded. It's not trust me. Trust me. Trust me. Trust me. An email confirmation is very normal. Then a warm female is very normal. Getting an SMS. It's it's very normal. And then getting the, getting the voicemail drop in the evening. This is not gonna seem like this is not gonna seem stalker. This is gonna be very, very impressive. So now here you are just now, just as I'm going through this day, one day, two day, three day four. Remember that these retargeting ads are following them all the way through. And because this is such a isolated group of people, this is only people that have book calls. You retargeting ads are not gonna cost very much money. So let's look at day one, you send a, a, a, your second email warmup, and that's gonna go to a landing page that maybe has, uh, a free downloadable, a free book, a free PDF, either way. The email needs to be something that provides value that they can walk away from and go like, oh my gosh, like that was really helpful. If you're a business coach, maybe it's some advice that you'd give to a business owner that, you know, they can apply immediately and they can walk away and get results from. Right. Okay. So day one, they're they get that warm up email. Uh, and they're still getting a little bit of that retargeting ads coming at them day, day two, they're getting another warmup email that goes to a landing page that gives them even more value, like something even more cool, even more value. So now they're going like, holy cow, who is this person like, you're totally separating yourself. So you can see even way before the call. I believe we've already be done. Are seven touches here. You see what I'm saying? Now on day three, we're gonna, we're gonna go into the kind of more generic email reminder. Hey, Dave, really looking forward to our call tomorrow. We're gonna send him a, a, a text message. Dave, super looking forward to our call tomorrow, have a great day. We're gonna do a voicemail drop that evening. Hey, Dave, uh, just wanted to get shoot. You shoot a call before the end of the day. And just let you know, I'm really looking, looking forward to our call tomorrow, uh, et cetera. Cetera. Now you prerecord these. So the all, all this stuff that's happening can be automated, right? So maybe the voicemail drop. You can't say the name, right? You can't say Dave, because you just wanna create one. That's like, Hey, this is Tim. Just wanted to let you know. I'm really looking forward to our call. Tomorrow. Wanted to shoot you a call before end of day, have a great one. Talk soon. Now, Dave four is the sales call day. You're gonna send them an email reminder. You're gonna send them an SMS reminder. They're gonna get the calendar, uh, reminder, and they're still getting that retarding guys. So by this point they've had, let's see 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 15. I mean, they, they they've had anywhere on the low end from 10 on the high end 20 touches with you, depending on how engaged they were with your content. No matter what though they've had at least seven touches, uh, from you and not just from the one thing, not just sending 20 emails. This is from, from email, from text messages, from landing pages, from the calendar VO rights from the, from the, uh, uh, the voicemail drops from, from the retargeting. I mean, this is gonna light it up. This is gonna change the game, uh, for you. So let's look at the next steps. How do you create this? Well, first off, you need to create the copy. So you need to create the copy for all the emails. You you're gonna lay out your diagram. You're gonna create the copy for everything. Step one is to create copy for everything. I, I can even create copy before I even build a webpage, because I like to create the message and the offer before I create the design. So I create the email, copy the SMS message, the build a PDFs landing page. Copy. I create all of the assets, right? All of the assets, the content for all of the assets, then I'm gonna set up all of, all of the, where I'm gonna reach out for my channels. That's my automation platforms, uh, that I'm gonna use, whether HubSpot or active campaign or, or MailChimp or wherever those are. You know, we, uh, I actually would. I use active campaign and I get you a list of, I'll give you a list of stuff that we use. Um, and then I, you know, you're gonna wanna step your SMS provider, your ringless voicemail provider, your landing page builder at account. So the thing about the SMS provider is you want an SMS provider that is, can work as a cold call number too, uh, as they, or as a call number. So you can do your sales calls on this phone. Uh, they can call this number back that you can text from this number. You can automate this in, in your automation system. Uh, and then you can use the ringless voicemail provider. They can use any number. So you don't have to, you don't register a number with them. You just tell them what your number is, and they can send voicemails from your number. Very cool. Uh, then we use a, you know, a landing page builder, cuz gotta create these landing pages. Doesn't have to be anything crazy or fancy, really copy and offer is better than design every day, every, every day. And then your ad accounts for your retargeting. Very, very simple, very, very straight forwards. And that is how you turn up the heat. That is how you like blaze up the heat on these leads, get them toasty, get them hot, get them warm, uh, and get them ready. All right, I'll write my people. That's exactly how you get your meetings warmed up before you actually have them. Now not everybody's gonna get warmed up. You're gonna have 50%. They don't open up any of your emails or watch your videos. You're gonna have 25% that open some and watch some. And then you're gonna have 20 to 25% that open up everyone and watch every email and they get on the phone and they're red hot. So that's awesome. We're still gonna have a mix in there, but we're gonna have a high percentage of people that are very, very, very warm. And we have clients paying us $20,000 a month to get them to meetings. And then we set these processes in place so that those meetings can get warmed up. So the maximum amount of them actually turn into clients. So Hey, if you got some value from this, make sure to like comment, subscribe. If you have any questions, I will engage with you in the comments. So ask those questions there. Also, I have a free training for you. That's gonna show you how to get lots of meeting on your actual calendar. It's gonna be a link below. Actually. There it is right there. Click that link and get it again. This is Tim do with the Tim Dodge show and I'm here to help you sell more and Gilmore. See you soon.