Office Hours – November 3, 2017

Recording of Office Hours hosted by Chris Davis on November 3, 2017.


Chris Davis: [inaudible 00:00:00] Alright, I’ve got a couple questions. One is sent in from Rachel. Is Rachel on? Okay, Rachel, and then we’ve got a followup from last week, so let me start with our followup from last week and then I’ll move to Rachel. She emailed me a question, if we don’t have a question live. If you have a question now, just let me know. Type it in and on last call, Brett asked if we could do an example [00:00:30] of geo setup lead score. What this is, everybody, is that you’ll notice in the application, if you haven’t, if you go to a contact record, you’ll be able to see where that contact is from or where their location is, so if I click on a record and I go and I just click on the settings here … No, [00:01:00] I’m sorry, right here. If it has travel history, these are all of the … When this contact, Phil Davis, opted in to my list, these are all of the places that they did it, and of course I’m here, so I’ve only done it in one place, and you can see that, right?

There’s nothing you have to do. We collect that data for you. That’s what Brett is referring to when he says, “Do you have an example of geo lead [00:01:30] score?” What Brett is asking is how do I take that and set up a lead score? Let’s add some more contacts to it, so if you go to contacts and hit the drop down and do “manage scoring,” let’s say that we’ll give a real life scenario. I’m in Chicago and I really want to service people who are in the state of Illinois, Wisconsin [00:02:00] and Indiana. Those are the three states that are important to me, so what I can do is I can go here to add a new score and do a contact score, alright? Then I can say, I don’t know, qualified. No, no, no, I don’t want to say qualified. Geo. [00:02:30] I’ll just say location, how about that?

Geographical location on the contact. Alright, save that and now I’m going to add a rule. I’m going to say if, and we can go right down here to where is it? Geography. Geography. Did I just say Geography? I’m sorry everybody, it’s Friday. Geography state is, [00:03:00] I’m gonna say Illinois, or I don’t know why the [inaudible 00:03:06] is down there like that. State is Indiana or state is, what did I say? Wisconsin. Wisconsin, alright? Then I’ll hit save. If any of that is true, I’m giving you 50 points, [00:03:30] okay? Now what does that mean? Every time I go … Let’s hit “active” and save it. Now that means any time I go to the contact record, right? Any time I go to the contact record, the scores will always display towards the bottom near the tags. Don’t I have one called location? Alright, so it’s calculating. Any time [00:04:00] I go to the contact record now and I go to location, if it has 50 and above, that means you are in my location, right?

I say 50 and above because maybe they have opted in to a couple states. Maybe they opted in to Indiana, like maybe they work in Indiana but they live in Illinois, so that’s gonna tell me, like, oh my gosh, I probably have a really good chance at this lead because they frequent two states that are really hot for me [00:04:30] in my marketing. That’s how you would set up lead scoring based on the geographical location. That’s exactly how you would do it, alright?

I just want to … Rachel has, she’s got a couple questions. These could get a little lengthy. They’re regarding Facebook ads but I just want to reiterate for everybody who’s joined on [00:05:00] late, feel free to ask a question at any time. You don’t have to wait for me to finish a particular question to ask yours, and in particular, since you’re on live, you might as well get your questions answered. I answer them in the order that I receive them, so let me … Okay, I’ve got this entire email. Oh, wait a minute. Okay, yeah, I got it. [00:05:30] Paste the rest out. There we go. Rachel.

Rachel says, watch the recording, “I have a number of people who clicked on a link in a Facebook ad about 3 months ago, whom I never gotten in touch with or sent the report to,” so she had to be given away a report running ads to people in exchange for their address, their email address, she gives them the report. ” [00:06:00] Based on our prior discussions, I decided to email them privately from ActiveCampaign and add to our list only those who say they are still interested,” so at this point she’s captured these leads and she didn’t have any automated follow up. She decided to go to the contact record like I am here in Phil’s contact record and from right down here, hit “send email,” so she sent personal emails to all of these leads.

“Could you please review for me, I’m a total beginner afraid to actually start using AC, [00:06:30] the following. Is it advisable to set up our tags first before I start emailing? I like to tag this first group of people in two ways, all of them with the tag source Facebook lead initial group and then their status based upon their responses. Those who say no versus yes versus no response. Is there a way to embed this tagging into a simple automation?” Alright, so let me … A lot [00:07:00] of words here but actually I think the questions are straightforward. Thank you for taking the time to fully explain here, Rachel.

First off, let me just address this. I have to address this. “I’m a total beginner afraid to actually start using ActiveCampaign.” I’m gonna say to you, Rachel, what I say to anybody who is letting fear [00:07:30] determine anything in their life. The only way to remove the fear is to do it, right? There are a lot of people, and ActiveCampaign is not the only platform. There are a lot of people who window shop and I don’t even say window shop because a lot of them have already bought the product. They window wish, right? They look at it and just wish that they could be using it and the only thing preventing them from using it is just them. They’re afraid that they’ll mess up or they’re [00:08:00] afraid that they’ll do something wrong or they’re afraid there’s something that they don’t know that they need to learn before they can actually do it, and everybody on this call right now and any satisfied user will tell you they all have gone through that, myself included.

It just comes a time where you draw a line in the sand and say, “Look, I’m going in,” and you just commit to do it. You have resources like office hours, as you see. You’ve got one-on-ones, you’ve got support. We offer so many resources, I [00:08:30] understand the fear and I’m never going to tell anybody how to feel. If you feel afraid, that is true to you and nobody can down you or tell you otherwise, but I just, Rachel, my thing is I don’t want you to live in it, okay? There is so much power in the platform and the only way to really unlock it and start building confidence is to use it. I’ll answer your question and it will show you some ways that you can use it.

The first on is, “Is it advisable to set up our tags first [00:09:00] before I start emailing?” Mark, are you on? Mark’s not on but last week or earlier this week we talked about tags and how you can add them in the tag manager and how you can add them directly to an automation and I would say this. It is advisable, Rachel, to set up your tags first before your mailing, so to do so, I will go to contacts, click on “manage tags” and just like you’ve written in here, source [00:09:30] Facebook group, because your questions are kind of one in the same. Source Facebook leads initial group, add tag. The tag is there. If you already have them written down on paper, you literally just have to copy and paste them in the tag manager. Then the tags exist. Let’s just make sure, our search source … There it is right here, okay?

Now that they exist, this is gonna be connected to your second question, so let me jump to your second question, because it’s tied to the [00:10:00] first. “Is there a way to embed this tagging into a simple automation?” Fancy word “embedded,” don’t need it. Trust me, there’s no need to even attempt to think you have to embed a tag. Instead, here’s what you would do. You would apply the tag in an automation, okay? To do so, if we’re starting from scratch, and the reason why you want to have your tags up front, I would say the main reason outside of functionality [00:10:30] benefits is because it shows that you’re planning, right? It shows that you have a strategy or a method to what you’re trying to do. That’s why I would recommend anybody write down your tags and use them.  

Now check this out, Rachel. I can say “tag is added.” I can now use that tag as a source. I mean, as a trigger. Right? When that tag is added, it can [00:11:00] start this automation or I can not do that and within the automation I can say “contacts.” Look at that. Add tag and I could add the tag this way. Okay? Is there a way to embed the tag? There is a way to add the tag or apply the tag within an automation, [00:11:30] okay? Alright? “I know we may have talked about this before but repetition is helpful.” Oh yeah, absolutely. No problem at all, I don’t mind being repetitive. Every time we repeat something, everybody learns at a deeper level.

Devon, great to meet you, Devon. I see your question and I’m coming to you as soon as I finish up with Rachel. Thank you for asking, Devon. Alright, so that’s that, and then this one, right? Then she wants to set their status [00:12:00] based on their reply. Let me show you how I would recommend doing that. I would go into forms and select “manage fields.” The question is do I have a field called status? Contact status. I do have a contact status. [00:12:30] Let me not mess that up because I may be using it somewhere else. I would go to your field, select “new custom field,” do a radio button. A radio button means you can only have one at a time, and for this radio button, I will call it “status,” and you have, what, if they respond no, set their status based on their response. Alright, I’ll just say “active [00:13:00] responsive, not responsive.” I’ll just put those two there.

Then we’ve got it, so now if I jump back into the automation, you’re saying you want to email these people and then set their status. Well, check this out. Using the same example, we can send them an email. Call this “Facebook welcome.” Welcome. [00:13:30] Hey Linda, welcome. I’m excited. I see yours too. I see yours too. I’m coming. Hang on. Hang on with me, Linda. Hit save and exit and let’s say okay, I sent this email and I want to set their status. What did she say? Based upon their replies, those who say no versus yes versus no response. I’m not sure how you’re measuring their response, so in this situation, I’m gonna look for if they’ve opened [00:14:00] it. I’m gonna say if they have opened that email, the Facebook welcome, then what I’m gonna do is update the contact status to responsive. I’m gonna copy this, copy single action, because if not, I’m gonna set it to not responsive, [00:14:30] and after I send the email, I’m gonna give them a couple days to figure it out, okay? It’s Facebook, so things move fast.

Now you’ll see how we can add a tag in an automation because we said it beforehand. I’m running ads and the ad adds them to this automation as soon as they fill out a form, so maybe my start trigger submits a form. Okay, [00:15:00] when they fill out this form from the Facebook ad, they get tagged that they’re that source. Then they get the welcome email, wait a couple days and say, “Hey, did you open that email? If so, I’ll mark you responsive. If not, I’ll mark you nonresponsive,” or we could do this. We can go to “actions has replied.” Look at that, has replied to this one. Maybe in that email you’re saying, “Hey, reply back and let me know.” If they have replied, we’re gonna say they’re responsive. If they have not replied, we’re gonna say they’re not responsive, [00:15:30] okay? That’s how you would do it, Rachel, so the answer is yes, you can do it all. That’s how you would do it.

Then, “Do you think it’s acceptable to email these people twice personally, allowing perhaps four to seven days between mailings if I receive no response the first time or should I not follow up at all if we receive no reply after the first email?” One email is never enough. I’ll put it like that. One email is never enough. People are busy. People [00:16:00] are busy and I like to at least send a reminder email. At least, okay? What am I saying? At least send two emails. Always follow up. Always, please. Oh, Katrina, get out of my mind. Katrina says, “Always follow up.”

Yes, always follow up, and here’s what I want you to take into account, Rachel. [00:16:30] The medium in which you’re using to capture the leads matters. The medium matters, okay? If you’re using Facebook, the attention span on Facebook is like .00000001 second, okay? Like fast moving platform, and if somebody is gonna take action on what you have, it’s because you’ve done a good enough job disrupting their natural behavior with an ad, so now that you’ve [00:17:00] disrupted, it’s called disruptive marketing ,now that you’ve disrupted their natural behavior, you’re literally on a time schedule. They’re saying, “Okay instead of giving you .001 seconds, I’ll give you two seconds. I’m gonna click this link. In two seconds, if I can’t see clearly what you have for me, I’m gone forever,” and then in two seconds maybe you’re doing a good job with communicating and they give you their email address.

Now, are they going to leave Facebook to go check their email? [00:17:30] Probably not. That’s just not the natural flow of how things work. As marketers, we love that. We love to think that somebody was on Facebook scrolling, maybe being nosy in someone’s profile. Maybe they’re uploading their own stuff, reading comments. What do you think they want to get back to doing? Whatever they were doing before they clicked on your link, so the chances are after they submitted their email address, two things are on their mind. What is whatever the wording is [00:18:00] on our thank you page, and what they were doing beforehand, and they can only choose one. Since Facebook is now, everything is encompassed in Facebook, especially if it’s a mobile app, all they have to do is click that little back arrow at the top left or click the X and now they’re right back in their news feed.

Hence they have not gone to see your email. It didn’t stop them you from believing, “Oh, I sent one email. That should be good enough,” right? That’s why I’m saying at least [00:18:30] send a reminder. At least send that reminder, because later they may be in their email, checking it in the morning and if they opted in during the day, by the next morning, that first email is buried. People’s inboxes are ridiculous, okay? Now by sending that reminder, you just have a chance that says, “Hey, don’t forget about me,” or, you know, “did you still want this? Hey, are you still on board? I saved it for you. Still got [00:19:00] it,” as a subject line, so yeah.

Then if you ask me, “Do I think it’s acceptable to email these people twice personally allowing them perhaps four to seven days in between mailings?” You don’t want to wait that long on a Facebook lead. If it was a different medium, perhaps, but on Facebook, if you wait four to seven days to email them again, they don’t know who you are, right? They opted in seven days ago when they were looking at their best friend’s pictures and some random guy was in [00:19:30] there that was tagged and they were on his profile trying to figure out who he was. Trust me, four to seven days later they did not remember that when they were doing that, they clicked on this link and the person said their name was Rachel or their business was whatever. They don’t remember. At this point, you’re not that memorable.

I would shorten the days. I would definitely shorten the days. No more than three days. No more than three days. If you’re gonna send them the first email, send it to them, wait 24 [00:20:00] hours and send them the reminder if they haven’t responded. If you want to, the next day you can send them a final email saying, “Hey, this is it. Just saying goodbye.” Just let them know, “Look, it’s been a few days. You opted in. Haven’t taken any action. I get it, it’s fine. You won’t hear from me again,” type approach. That’s what I would say. Now, if you’re saying, you’re talking about your first personal email, the problem with the personal email is that [00:20:30] you added these people to your database about three months ago and there was a time between when you acquired them and then when you emailed them, so regardless of it’s a personal email or an automated email.

If it’s been more than three days since you acquired them on Facebook and you’re sending a personal email, I mean, you can take no reply as them not being responsive but it’s because of how they were trained to be. There wasn’t really any follow up. They [00:21:00] opted in to get the report and I don’t know how long it took for them to get it but it wasn’t immediate because you’re not using ActiveCampaign yet, so there’s a time delay. Remember, you’re on Facebook, so every second is precious and now they forgot about you. I don’t mean this to be down on you, I just want you to understand what’s really happening in the minds of people. They are just not thinking about it like that. That’s the challenge. That’s the challenge. [00:21:30] Borrow their attention and add value immediately, alright? Hopefully that was helpful. Rachel, please let me know via email or just attend the next office hours. I would love to hear the follow up.

Devon, let me … He says [inaudible 00:21:48] we must act on those. Yes, Brandy, absolutely. Absolutely. “Should I do a tutorial before being on this webinar?” Absolutely not, Linda. Linda, listen. [00:22:00] Believe it or not, this is going to be better than any tutorial. Why? Because you can cater this to your specific need, okay? You don’t need to be on any tutorial before this webinar. All you needed to do was register, and you can do it multiple times. The next one is on Tuesday. You can come back and ask your questions, so you’re in the right place at the right time with the right people and you are rightly qualified, Linda. No matter how early or late you are, you are qualified to ask and attend [00:22:30] with no pre … What is it called when you have qualifications beforehand? I don’t know. I lost my words. What is that? Pre-qualified? No, prerequisites. There it is. Linda, right at the same time. No prerequisites.

Alright, Devon. Devon, welcome. I don’t know if … Devon, I don’t think I’ve met you, so thank you. Thank you for [00:23:00] calling in. This is the easy way to tell, Devon, do you exist? Nope. Devon, welcome. Devon says, “Is there more information on setting up engagement tagging? I’m trying to use the automations template for part one and not sure how to add my emails and went to use the tags. I would like to track who is opening my emails and clicking links versus who is not opening the email or who is not clicking links to gauge how interested the prospect is. Devon.” [00:23:30] Great question. I’m gonna show you, if that’s alright.

Just so you all know, I’m kind of like an engagement junky. I love it. I’m always thinking of ways to get more engagement, how to track engagement, because here’s what I’ve found. I’ve found that engagement is the key indicator of sales. If you look at anybody’s business or [00:24:00] the performance in their application, look at their business first and they say, “I’m really struggling with sales,” look at the engagement. I can guarantee you it’s low, and I’m not talking about email engagement. I’m talking about anywhere. Anywhere you have low engagement, you’re gonna have low sales, so what are we saying? If we can increase engagement, it’s not a direct line, but it’s a pretty strong dotted line to revenue. There are ways to make it a straight line, but it’s a very strong dotted [00:24:30] line to revenue.

Alright, let me see engagement tagging, because I already have these imported. Heather had one. I think Heather’s are the good ones. Alright, so let’s see. This is the one you imported, Devon. This one is where you add all of the tags and then after seven days you remove the tag. After 21 you remove other [00:25:00] tags. After 30 days, you remove other tags, so on and so forth. I think I had … What was this one? Oh, this was a little different. Okay, so what you … I can’t use that. We did some really cool stuff on that but I don’t want to go that deep in that direction. I think it’s engagement trigger. Engagement monitor. It’s one of these. [00:25:30] There it is. Alright.

Let’s say you’ve got this one, alright? I think this is a simplified version of the one that you downloaded, Devon, that’s in the marketplace that when you create a new automation, you can select it as a recipe, but essentially this one is added … When someone is added here, they removed the inactive tag and they removed the unengaged tag and then you wait for 30 days, and after 30 days if they don’t do anything, [00:26:00] they get this, the 30 day tag, and the same goes on after 60 days, so on and so forth. This can go as long as possible. Now, what you have is a trigger. This is a trigger, right? This is really what you’re saying, right here. You would like to track who’s opening and clicking the emails versus who is not, so whatever criteria you want to monitor becomes the start trigger [00:26:30] of your second automation, okay? Since I want to monitor clicks and opens, this means any time this happens, what’s gonna happen is I’m gonna stop this automation.

Let’s say they came in here and have been here for seven days. I mean, I’m sorry, they came here, got all these tags removed and they were waiting in queue for seven days, and then on the eighth day they opened an email. This is gonna track and says, “Hey, they’ve read an email,” and [00:27:00] it’s gonna exit this automation. Now even though they were waiting here, they’re no longer in this automation, which means they can no longer get this tag. Then what happens? I wait a day and I add them right back. Add them right back to that automation. Then when I add them back to the automation, they go in here and they wait again, so I’m resetting the 30 days and if they keep engaging within 30 days, they’ll never get this tag. They’ll never get [00:27:30] it, so now what does that do? That positions me to be able to go to my contacts and just really quick from a bird’s eye view, I’ll be able to see how many contacts are at 60 days and how many contacts are at 30 days. I’ll get a really good feel of who these people are. A really good feel.

[00:28:00] Based on that, I can even look at all of those contacts and maybe I want to look at their record, see if there’s some commonality, whatever it may be. That’s how you would take engagement tracking to the next level. A few other things that you could do, like I said, you could have other start triggers, like maybe you want to set up this same thing, for a website business, right? [00:28:30] You want to say, “Hey, every time they visit my website,” you know, whatever. A second option to this, everybody, is lead scoring. You can also use lead scoring, Devon. You could use a decaying scoring model where you just take away points instead of like here, we’re taking away tags and everything. You could take away points. Whenever someone opts in, you can give them a certain amount of points. You can set their score to a certain [00:29:00] amount, and then as time goes on, you can just remove points and those points will tell you where they’re at.

Like if it was 30 points, you could remove 10 points every 30 days, so if they’re at zero points then you know it’s been 90 days. Tags are a little easier because they’re just easier to read, but you’ve got options. Hopefully that was helpful, Devon. Thank you for asking. Let me see. I feel like there was another question. [00:29:30] Oh, oh, Katrina says, “Nowadays, the average person’s attention span is eight seconds. One second less than that of a goldfish. The moral of the story, market to the goldfish. You have eight seconds or less to captivate them and get them to take action.” Yep, absolutely. Absolutely. Just remember where you’re engaging with them. If we stick with the goldfish, you’ve got a much higher chance that the goldfish is going to eat the food [00:30:00] if you place it in the water, right? That’s where the goldfish is at. Meet the goldfish where they’re at and give them value.

Now, if you put the same food right outside of the water bowl, the goldfish bowl, what good is that to them? What good is that? No matter how good the food is for the goldfish, and they could be starving. The goldfish could be on the verge of dying. Maybe they’ll be tempted to jump out the bowl and eat that piece of food, but at that point they’re dead anyway. [00:30:30] I don’t want it to be morbid here. Maybe at that point they need more water again, but think about it. If you meet people where they are, then they’re more prone to consume what you have, so yeah, just like that. Just like that goldfish. Meet them in the water. Don’t force them to come out. That’s what you’re doing. When you’re using Facebook, “Hey, you’re on Facebook. How much can I engage with you right there? How much value [00:31:00] can I give right there without trying to force you to go outside of your element?” It’s just a key, it’s a guiding principle to always remember.

If somebody comes to my house and says, “Hey, I’m selling something. Can you come to my car and I can show you?” The chances that I’m going to walk out of my element to come to a stranger’s car in front of my house are absolutely zero person. [00:31:30] Now, if he stayed engaged with me at my front door, started building a relationship, maybe I offer him, “Hey, why don’t you come in, step inside. It’s cold out here. I’m getting cold, I know you’re cold. I want to hear more about this,” right? But it all is relative or it all relies on your ability to meet people where they’re at.

Great, great, great. Appreciate it, Katrina. [00:32:00] Keep the questions coming, everybody. Keep the questions coming. I’ve got … Let me just make sure. Yes, it looks like I’ve handled all of the emails. Yep, so the floor is yours. Linda, feel free to ask any question. I know you’ll be a little hesitant because like you said, you’re even newer than Rachel, but I saw this a lot. [00:32:30] I didn’t say it this time, but every question asked, no matter how big, small, advanced or unadvanced, I don’t classify any of them because they all act as doors to a bigger room of understanding, okay? We all … Neither one of us can go into that room without the question being asked. Why? Because the question opens a door, so let’s not worry about the size of the door, the color of the door. Let’s just identify the door so we can open it. That’s the question. The question is the door. Ask any question [00:33:00] so that the room of understanding we can all enter in and receive deeper understanding on the platform. Perhaps some strategies or whatnot. Linda, there you go. Beautiful. Thank you, I knew there was one.

I was speaking to Linda, but it’s not limited to Linda, everybody. You all have that same power that Linda just exercised. She didn’t hesitate. Good job. How do I connect [00:33:30] ActiveCampaign with Facebook? There’s two ways. There’s two ways to connect ActiveCampaign to Facebook. Both ways require you to have a form, so if I click on “forms,” which you can do. Oh, I’ve got another question. Let me see here. Devon, okay, great. Devon, I see yours. I’m coming to you too. Thank you for asking. Alright, the first [00:34:00] way, or both ways rely on a form, so I’ll just take this form and when we’re done [inaudible 00:34:06] Facebook connect. Alright, so I’m gonna create a form real quick.

Alright, fine, and then go to integrate. This is one way right here. See that? On [00:34:30] the integration screen after completing your form, you can select the Facebook tab and add your form directly to your Facebook page. That’s the most straightforward and basic way to get an ActiveCampaign form integrated with Facebook. In fact, that’s the only way to get it integrated. Now, there’s other ways that you can use ActiveCampaign and Facebook, but that’s the only way to do it integrated. [00:35:00] In fact, I’ll leave that there because I don’t want to overcomplicate it. If you take the time to go and build out your form, you know, if you go to “standard fields,” you can add an image. See that image? You can add an image to it, you can add some additional text, you can add all kind of stuff to your form so that … You can even make it match. Why not make it match Facebook? I don’t know what Facebook’s blue is, but [00:35:30] you all get the drift. Whatever.

Yeah, you can even have a blue that matches Facebook, or red if you wanted to stand out, or maybe this is blue and you want to change the submit button to kind of like that notification red that people are used to seeing on Facebook, and then their eye gets drawn immediately down to submit. They’re like, “Oh, what do I need to submit? Oh, my name,” so there’s ways that you can [00:36:00] do it. Linda says, “I feel smarter already.” There’s definitely ways that you can make this … You can leverage Facebook’s branding to your benefit. This is the primary way I recommend it. Remember, after you’ve finished building your form, you can go to “integrate,” and from there, you can select “Facebook.” Yep, that’s how you would do it. Great.

Devon, [00:36:30] let me get to your question. Thank you for asking. Love the name, Devon. Alright. Devon has a question that says, “If I opt …” Do it this way, there we go. “If I opt [00:37:00] to do lead scoring for my last question, can I move a deal along a pipeline based on the score?” Devon, I love where your mind is going here. The answer is absolutely, right? Let me see. How do I want to do it? There’s so many ways. Let’s do it this way. [00:37:30] Oops, I went to “forms” instead of “automation.” Alright. I’ll call this one Devon’s deals, how about that? How about that for an answer or a title? There we go, score changes. Okay, so I can go to my geolocation. Oh, here it is. Location changes to be [00:38:00] above what? 49, because 50 means they’re in a state that we service, so any time the score is above 59, we’re only gonna do this once, but what we want to do, we want to … What do I do again?

Oh, update stage [00:38:30] of the deal, and I can pick any stage, I mean any pipeline. There we go, [inaudible 00:38:40]. Oh, oops. I can select a pipeline here and then select the stage that I want to move it to, so maybe I want to move it from … Wait a minute. These are my [00:39:00] pipelines right there. Oh, yes, yes, yes, you want to make sure these are the same, I’m sorry, because, okay, you can move it to multiple pipelines. Yeah, I can select the stage. Paul’s pipeline, in the pipeline, and I want it to go to the to follow up, okay? Now it says, “move deal to stage Paul pipeline followup.” [00:39:30] Devon’s deals. Okay. When the lead score goes above 50, what’s gonna happen is it’s gonna go and move the deal that’s on their contact record from … It’s gonna move the deal to the follow up stage.

How we know which deal it’s … Look at this, affects the most recent deal for this contact, okay? [00:40:00] It could get a little messy, I guess, if you have multiple deals, but for the most part, what I just showed you would work just fine. Yep. Yep, alright. Yes, Katrina says, “Lead scoring opens the door to so many opportunities. My favorite is conditional content marketing. Better offers to those with higher scores, for example, top [00:40:30] engagers.” Oh, Katrina, Katrina, you are on it today. Katrina brings up a really good point and that is we are in … As marketers, everybody, the point of this marketing automation platform is what? You should know this by … We should be able to recite this, class. This is the point right here. If you go to the podcast, I [00:41:00] have a series. Episode seven, okay? I would love for you all to listen to episode seven through 10 and it’s called “Intro to scaling personalization.” That’s what you’re in the marketing business to do.

It’s to be personal in a very scaled manner, okay? If you can talk to a thousand people and make them feel like you’re talking to one person, you’re going to win 100 [00:41:30] percent of the time. The question becomes, “How do I speak in a personalized manner to my contacts? How is that possible?” Well, you collect the data and as Katrina mentioned, lead scoring is a great indicator if you have it set up right. If you’re struggling with lead scoring, please don’t struggle long, because look what I’ve got. If we use a fancy search function, lead scoring … [00:42:00] You still have to spell correctly. It will not work without the correct spelling. Look at that, I typed in “lead scoring framework” and it pulls up our latest guide, “lead scoring best practices, the only framework you need to get started,” and I literally go through and walk you through what stages or what scores to create the conditions [00:42:30] and how many points. I do it all. I do it all here.

I’m gonna put in a chat for you all. Lead scoring [inaudible 00:42:47]. That serves as a really, really good starting point. Really good. Okay? [00:43:00] Yes, so that’s how I would do that. Use an automation to move a deal. Use an automation to move a deal, otherwise the only other way to move the detail is to manually select where it moves to. Yep, great questions, everybody. Wow, this time flew. Wow. Louis, you have a great weekend as [00:43:30] well. Louis said he has to take off. Good to see you online again, Louis. Have a great weekend and a safe weekend. We still have time, everybody. There’s eight minutes on my clock, so if you have any questions, any questions, feedback. If any of you all have executed on some of the stuff that we’ve talked about, please let me know. I’d love to hear some of the results, but what I was saying, I’ll just kind of finish off my [00:44:00] blurb here, is that getting to the point of your marketing where you can be as personalized as possible is the goal because what happens when you’re personal with someone? They engage.

Go walk down the street and try to say, “Hey guy, hey you, right there,” in contrast to actually calling them by their name. You see the ones you call by the name are willing to engage more than the others, so that’s what we have to do. Not just simply use the first [00:44:30] name field in the emails, but we have to talk to people. We have to call them out specific to what we know about them, and if we want to know about them, that means that we have to be tracking them, legally of course. I’m not talking about some weird hack or virus. I mean, tracking their actions on your website, right? If they’re opening or clicking an email. Things of that nature, [00:45:00] and once you have that information, the goal is to always go deeper and deeper.

Let’s say hey, I have somebody who visited my products page and my about page, so you know they’re interested in you and your product, so maybe they’re interested in the history, how the product came to be about, right? So what kind of information would you send them? “Hey, I’m sending you an email because I wanted to share you a quick [00:45:30] story on how we got started and why my products mean to me what they mean to me,” right? Then what if that person, that same contact, watched that video in its entirety? That means that was what they were looking for, so now if we know that, let’s keep diving in, you see what I’m saying? We keep going deeper and deeper to get more and more personalized. Every level of depth I [00:46:00] go, I now have new data that I can use. I can now send an email, be like, “Hey, this is a followup from last week’s email that you saw, talking about this, this and that. I see you still haven’t scheduled a time on my calendar. I wonder, would it be easier if we flipped the script? If you give me a couple days that work for you and I schedule, I make the time for you? How does that sound? Reply and let me know.”

Right? These are very targeted messages [00:46:30] and the more targeted the messages, guess what. Somebody is gonna be like, “Oh yeah, I never thought about that. That’s been my struggle, is I’m trying to find days and assume that that day works for you. Let me just send them three days and see what happens.” They send me three days and then maybe on the second day I’m like, or maybe we come to agreement on … I just lost my train of thought, everybody. That never happens. [00:47:00] It never happens, but I did. It’s Friday, Katrina. Listen everybody, this website has taken so much to get to the finish line, so anyways, I will cut myself off on that one and just say, “Be as personalized as possible.” Every level deeper you go, you get more personalized and people engage with [00:47:30] personalization. People engage with [personalization 00:47:35]. That’s what they do. People acting personnel are what people engage with.

It sounds so straightforward and nonsensical, but you’d be amazed at how many people … It just slips their mind. It slips my mind at times when I’m trying to be all marketing man, so yeah. Alright, “Thanks for the great info, Chris.” Yeah, no problem, [00:48:00] Linda. No problem. Thank you for the great question. “What time on Tuesday and where do I sign up?” I am so glad you asked because I get to promote my web page again. We do it 10 AM on Tuesday, every Tuesday, and 1 PM Friday, and now if you would like to register, you can go to I’ll [00:48:30] put the link in there for you and you’ll see it right here, right on this dropdown. You can register for the next two or the next one. I don’t know why this one on Friday looks like that. I’ll have to update it.

This is another thing, if you see something, let me know, but yeah, just register right here. Right here, Linda. Yep. You get a reminder and you’ll be able to jump right back on, so let me put this in the chat. There we go. [00:49:00] Yes, Katrina, good catch. Good catch. Yeah, we either need to put it there or remove it from the top. We just have to be consistent here. Yep. Absolutely, so with that being said, I’m gonna go ahead and let you all go a couple minutes early, let you get a jumpstart on your weekend. Maybe these two minutes will be just what you needed [00:49:30] to finish your Friday off strong, but in all seriousness, I want to thank you all for attending. Everybody watching the replay, make sure that … I want to thank you for watching the replay as well, and make sure everybody, Katrina, thank you for the reminder, in all that you do [inaudible 00:49:48] …

Linda, I just realized that, like right here. I just realized. Ignore this Friday one for now. That gives me something to go fix [00:50:00] right when we get off this call, so thank you for pointing that out, and you’re very welcome. Devon, you’re very welcome. Yep, so Linda, thank you for your keen eyes. Yes, everybody have a great weekend and whatever you do in all of your automation, in all of your business runnings, automate responsibly, my friends. Alright? I will see you next week. Have an amazing weekend. Tuesday at 1 PM. I’m sorry, Tuesday at 10 AM will be my pleasure. Blessings to you as [00:50:30] well, Linda, and you all have a good one.