{"id":30303,"date":"2012-12-20T09:00:13","date_gmt":"2012-12-20T13:00:13","guid":{"rendered":"https:\/\/mixergy.com\/?p=30303"},"modified":"2016-06-25T06:26:56","modified_gmt":"2016-06-25T13:26:56","slug":"course-cheat-sheet-automate-your-sales","status":"publish","type":"post","link":"https:\/\/mixergy.com\/course-cheat-sheet-automate-your-sales\/","title":{"rendered":"How to harness the power of automation to build a multimillion-dollar business"},"content":{"rendered":"

When Jermaine Griggs released his first DVD tutorial, the phone started ringing off the hook.<\/p>\n

\u201cI had to call my wife and say, \u2018Get over here. You’ve got to help me with these sales!\u2019\u201d says Jermaine, founder of the online music lesson site HearandPlay.com<\/a>.<\/p>\n

Even with her help, he couldn\u2019t keep up. \u201cI know I missed a lot of sales,\u201d he says.<\/p>\n

But Jermaine didn’t just want to hire a bunch of employees to answer phones reactively. Instead, he wanted to be proactive<\/em> and reach out to customers with exactly the right sales and upsells at exactly the right time.<\/p>\n

After years of work, he figured out how to create this perfect automated marketing machine. This year, he’s on track to make $3 million.<\/p>\n

In his Mixergy course<\/a>, Jermaine shows you how to do it. Here are three highlights from the course:<\/p>\n

1. Bring Back that Lovin\u2019 Feeling<\/h2>\n

\"\"One-on-one interaction is the best way to sell, says Jermaine. \u201cSitting down at a table, I can look for cues. I can see if you’re with me or if you’re not,\u201d he says.<\/p>\n

In comparison, an automated sales process can seem impersonal. \u201cWhen you close your eyes and you think of the word automation, you get this idea of like a robot or this robotic automation,\u201d he says.<\/p>\n

But if every sale required on one-on-one interaction with a customer, \u201cit would take mass human capital,\u201d says Jermaine.<\/p>\n

So how can you automate your sales without being robotic?<\/p>\n

Give them your personal attention<\/em><\/h3>\n

Make your automated communications personal.<\/p>\n

One way Jermaine does this is by offering individual feedback. For instance, he uses Wistia to track who watched an entire video tutorial. That data is sent to automation software Infusionsoft, which automatically sends them a message that says, “Wow! You watched the video. I love people like you. It’s people like you that make my job fulfilling because you actually take action. You benefit from what I teach, and I just want to tell you to keep up the great work. Here’s the next video.”<\/p>\n

Because he\u2019s paying attention to their individual actions, his customers don\u2019t mind the automated emails. \u201cThey’re not thinking about automation,\u201d he says. \u201cSo that’s out the window. Now, it’s personal. Even though this is computer-generated, this is cool.\u201d<\/p>\n

2. Send Them Down the Right Path<\/h2>\n

\"\"Jermaine sells music tutorials to different types of customers.<\/p>\n

Some are beginners, others are advanced. Some want to learn how to play gospel music, others are into jazz.<\/p>\n

So Jermaine tailors his sales pitch to the customer. \u201cWhen they say gospel, I’ll start in a different way,\u201d says Jermaine. \u201cI\u2019m a born and raised church boy.\u201d But if they say they\u2019re into jazz, he makes his pitch \u201ca little bit more secular.\u201d<\/p>\n

That\u2019s easy enough when you\u2019re on the phone with a customer. But how can you automate<\/em> your pitch and still appeal to all of your customer types?<\/p>\n

Create different paths<\/em><\/h3>\n

Develop an automated path for each type of customer.<\/p>\n

\u201cWe ask for favored style and experience level,\u201d he says. \u201cThe fact that they said \u2018gospel\u2019 put them on a different path.\u201d<\/p>\n

When a subscriber inputs their style preferences and experience level, Infusionsoft automatically \u201ctags\u201d them with that data. The software then sends them a series of targeted emails based on those tags. \u201cI’m just sending the [same] email to everybody who has gospel tag and beginner tag,\u201d says Jermaine.<\/p>\n

3. Eliminate TPS Reports<\/h2>\n

\"\"Hiring people to handle every customer service issue that pops up is \u201cvery human-resource heavy,\u201d says Jermaine. It\u2019s expensive and time-consuming to manage a large team.<\/p>\n

And a large team doesn\u2019t necessarily mean better<\/em> customer service. For instance, if a subscriber wants to cancel, a distracted rep could forget to offer them a free trial, and you\u2019ve just lost a customer.<\/p>\n

So how can you keep costs down and eliminate errors?<\/p>\n

Automate repetitive tasks<\/em><\/h3>\n

Eliminate tasks that are repetitive, reactive, or redundant.<\/p>\n

\u201cIf you or your team has to repeat a task on a regular basis, and it doesn’t require human emotion or judgment, automate it,\u201d says Jermaine.<\/p>\n

For instance, Jermaine uses an online form to handle cancellation requests. And when customers decide to cancel their membership, they\u2019re automatically offered 60 days at no cost. \u201cIt makes it easier, and it gives me the opportunity to reactivate and resell to everybody the same way,\u201d he says.<\/p>\n

Production notes by Jeremy Weisz. Cheat sheet written by April Dykman.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

When Jermaine Griggs released his first DVD tutorial, the phone started ringing off the hook. <\/p>\n

\u201cI had to call my wife and say, \u2018Get over here. You’ve got to help me with these sales!\u2019\u201d Even with her help, he couldn\u2019t keep up…<\/p>\n","protected":false},"author":2370,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[293,295,245],"tags":[],"class_list":["post-30303","post","type-post","status-publish","format-standard","hentry","category-cheat-sheet","category-course-cheat-sheet","category-courses"],"acf":[],"yoast_head":"\nHow to harness the power of automation to build a multimillion-dollar business - Business Podcast for Startups<\/title>\n<meta name=\"description\" content=\"When Jermaine Griggs released his first DVD tutorial, the phone started ringing off the hook. \u201cI had to call my wife and say, \u2018Get over here. 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