Sales & Marketing Automation Simplified
● More Sales & Efficiency
● Technology Can Help
● Lack Skills, Experience & Time
More Sales & Improved Efficiency
Technology Can Help
Businesses Lack Skills, Experience & Time
Businesses want more sales & profits whilst saving time & resources
44% of top marketers believe MA will be a more important skill in 2020*
31% of marketers say lack of skills is stopping them getting full benefit**
*Digital Marketing Institute **Ascend2
73% of leads
never followed up
Average follow-up
time → 42 hours
But chances of reaching & qualifying a
lead reduce by 400% after just 5 mins
Harvard Business Review & Whyymedia
Automated lead
nurturing brings
451% more
qualified leads
Only 8% of
businesses
use automation to
nurture customers
53% of businesses
not maximising
digital sales &
marketing channels
● The 2 most important
numbers in your business
● The 2 most profitable
marketing activities
The Context
Changes in the
customer journey...
Changes in customer journey:
Shift from
supply to
demand
Changes in customer journey:
80/20 of the buying journey
Changes in customer journey:
Distracted
& disloyal
Risk averse
Well-informed
Busy
Aware of your competition
BUYERS ARE...
The Modern
Customer Journey
The 2 Most Important
Numbers in Your Business
20% of customers
account for 80% of profit.
20% of sales & marketing
activity accounts for 80%
of sales.
20% of leads are ready to
buy. 80% of them aren’t.
Yet.
The Two Most
Profitable Activities
Number 1:
Nurturing leads
Only 27% of leads
get followed up.
Number 2:
Following up
customers
Don’t just buy
customers.
Invest in them.
83% of satisfied customers
would make a referral.
But only 29% do… because
no-one ever asks them.
12 Stages
of Human
Intimacy
Customer Journey
Customer Avatar
Customer Avatar
‘Psychic’graphics
Tom & his
customers, Dick
& Harriet
Tom’s Diner
Tom’s Diner
Facebook
Family
Tom’s Diner
Couple
Pre-Show
Birthday
Contact is added to
customer database
Wait for 2 days
Email:
Thanks for visiting
If the contact has
the tag ‘Family’
Wait for
2 weeks
Email: Family
menu promo
If the contact has
the tag ‘Pre-Show’
Email: New
pre-show offer
If the contact has
the tag ‘Facebook’
Add to Facebook
Ads audience
Contact is added to
customer database
Wait for 2 days
Email:
Thanks for visiting
Wait until 2 weeks before the
contact’s birthday
Email: Celebrate
at Tom’s Diner
www.airbase.agency