AgencySonar - warm lead indoctrination campaign

When Is This Campaign Needed?

This campaign is intended to follow up with warm prospects that have ALREADY VISITED your site and the AgencySonar system brought back their company data. At this point it is time to research specific contacts and pain points, the following process is intended to help agencies with that process.

• Campaign is intended to be used after you receive a "Lead Notification" email from the AgencySonar platform that fits your agencies target audience definition. 
• Campaign is to be used for precision follow up, not for mass follow up campaigns. The more precise you are with your prospect contact selection you are, the more likely you are to close at a minimum of 3 - 10 new deals a month.
• Do NOT follow up with all lead notifications, do your homework and make sure they fit your agencies target audience definition first. Out of 10 - 20 lead notifications you should expect 1 - 2 viable prospects with precise contact information for the decision maker. 
• Out of 100 - 200 visitors to your website, the majority of agencies using agencySonar are averaging 1 - 3 viable company prospects with precise contact information for the potential decision makers. 
• You will start to see a lot of data on your website visitors that you have never seen before, remain focused on tracking campaigns, website uRL paths (pain points) and solving their specific pain points. Just because you have all of this data now does not mean you have to use all of it immediately. 
• This lead harvesting formula allocates 4% of your target audience is ready to make a purchasing decision, another 4% are in the in-depth research phase and the remaining 92% are in the tire kicking phase. These numbers hold true with your website visitors (prospects)

7 step warm agencySonar lead indoctrination campaign. 

sTEP 1 

how to isolate the right Company and contact records 

sTEP 2 

Deliver Overwhelming Value that focuses on specific pain points your target audience is experiencing and then record a video that focuses on solving their pain points with real time notifications. 

We have isolated the top 10 reasons your prospects would be visiting your website and partnered with MyWebAudit to make sure you have all the required tools you need to deliver overwhelming value to your prospects. 

Top 10 reasons:

• Website Audit - They are simply not happy with the design, copy, conversions or functionality of their website. by utilizing MyWebAudits flagship audit reporting tool you can easily identify problems and provide data enriched solutions to your target audience. AgencySonar also negotiated a special offer for all agencySonar users, please click this link to see the special offer. to view a demo website audit, click here.
• Google My Business Audit - Powerful GMB data that empowers the agency sales staff to isolate specific problems that they can help the prospect solve. 
  
• ADA Accessibility Audit - most businesses do not understand the risk of a non aDA compliant website, make sure they understand the risk with this report.
• Organic Search Engine Optimization Audit & Rankings - concise and easy to understand sEO reporting that provides the SEO agency the ability to itemize specific items that need to be repaired, put in place or updated.
• Competitors SEO Audit & Rankings - Compare their business with the top 3 search engine competitors, provide actionable intelligence that is sure to help you win the project.
• Mobile-Friendly And Page Speed Audit - Some estimates put mobile traffic at 50-80% of all traffic (depending on industry/products) and most business owners have no idea if their website is displaying properly or loading the allocated time frame.
• Call To Action And Lead Magnet Diversity - MyWebAudit provides minor aspects of this, but savvy marketers understand the value of providing multiple lead magnets on all digital assets (websites, landing pages, etc...). Prospect visits websites for different pain points (reasons), make sure you have thought through the top five reasons they would visit your agencies site and provide a valuable lead magnet to hook them into your marketing systems. 
• Design Elements - Usability, HeatMapping, Session Recordings And The Right Reading Grade Levels are all critical design elements that can make a huge difference in conversions. Make sure your prospects have the critical design elements in place for their businesses.
• Social Proof - Awards, As Seen In, Prestigious Titles (Social Media Global Advisory Board For Agorapulse, Etc…), Client Awards, Etc…
• Social Trust - Reviews And Testimonials

MyWebAudit Report Screenshots

Demo Video Showing You How to run MyWebAudit Reports and Record a Screencast/Loom video with Notifications

send personal email 

DO NOT drop these contacts into an automated campaign at this stage of the indoctrination warm-up campaign. At this phase it is best to send a personal email with a custom written message (that should start as a template). This email should be warm and helpful to your prospects (remember they do not know you personally yet).

1st email Helpful Tips

• If more than one contact at the company is a viable contact, send this email to the top 3 potential contacts. If there is only one, send it to that one contact (typically the cEO/Founder/Owner).
• do your best to make this a very personal email - go out of your way to call each Recipient by their names, mention some basic company history or some other bit of information you think would help to break the ice with your potential new clients. 
• Remind them you actually took the time to do this personally - This is not an automated process or campaign, i did this personally for your company. this goes a long way towards showing your commitment to earning their business and CEO/Founders/Decision Makers love to see sales reps earn their business. 

sTEP 3 

1st Phone Call - Introductory call and follow up on video/report email. 

TimeFrame - 3-5 Hours after sending the video/audit email, or ASAP after you receive a Loom notification 

Wait 3 - 5 Hours And Place Your First Phone Call Follow Up, LVM If They Do Not Pick Up The Phone And Let Them Know That You Are The One That Sent The Video And Audits.

Phone Call Helpful Tips

• Always mention your first, last and agency name. this is important because it gives your agency one more imprint Every time you leave a voicemail or talk to them on the phone.
• ALWAYS leave a voicemail - it is critical that if the prospect does not pick up the phone to leave a voicemail. The goal is to make sure they understand you want to earn their business, leaving a voicemail or talking to them Regularly reinforces your desire to work with them. 
• Loom/Screencast Notifications - Be on the lookout for video watch notifications from Loom and your Screen recording platform. These notifications are sent the second they click to watch the video and it is highly recommended that you train yourself or your sales staff to pick up the phone and call ASAP to hopefully catch them while they are thinking of your agency. 
• voicemail and phone call scripts are a good idea - once you take the time to professionally write out scripts it will force you to think through the critical items that should be left in the prospects minds to think about. 

sTEP 4 

2nd Phone Call - wait 2 days after 1st phone call and make your second phone call. 

TimeFrame - 2 Days after 1st phone call

Phone Call Helpful Tips

• Always mention your first, last and agency name - this is important because it gives your agency one more imprint Every time you leave a voicemail or talk to them on the phone.
• ALWAYS leave a voicemail - it is critical that if the prospect does not pick up the phone to leave a voicemail. The goal is to make sure they understand you want to earn their business, leaving a voicemail or talking to them Regularly reinforces your desire to work with them. 
• Loom/Screencast Notifications - Be on the lookout for video watch notifications from Loom and your Screen recording platform. These notifications are sent the second they click to watch the video and it is highly recommended that you train yourself or your sales staff to pick up the phone and call ASAP to hopefully catch them while they are thinking of your agency. 
• voicemail and phone call scripts are a good idea - once you take the time to professionally write out scripts it will force you to think through the critical items that should be left in the prospects minds to think about. 

sTEP 5 

3rd Phone Call - wait 2 days after 2nd phone call and make your second phone call. 

TimeFrame - 2 Days after 2nd phone call (4.5 Days Total from receiving lead notification email)

Phone Call Helpful Tips

• Always mention your first, last and agency name - this is important because it gives your agency one more imprint Every time you leave a voicemail or talk to them on the phone.
• ALWAYS leave a voicemail - it is critical that if the prospect does not pick up the phone to leave a voicemail. The goal is to make sure they understand you want to earn their business, leaving a voicemail or talking to them Regularly reinforces your desire to work with them. 
• Loom/Screencast Notifications - Be on the lookout for video watch notifications from Loom and your Screen recording platform. These notifications are sent the second they click to watch the video and it is highly recommended that you train yourself or your sales staff to pick up the phone and call ASAP to hopefully catch them while they are thinking of your agency. 
• voicemail and phone call scripts are a good idea - once you take the time to professionally write out scripts it will force you to think through the critical items that should be left in the prospects minds to think about. 

sTEP 6 

2nd Email - last personal email to be sent - let them know they will be put on your list if they do not opt-out. 

TimeFrame - 1 Day after 3rd phone call (5.5 Days Total from receiving lead notification email)

Wait 1 Day And Send A Second Email Letting Them Know You Have Called Them A Few Times And Would Like To Speak With Them about their digital marketing (specific pain point if possible) And You Would Like To Send Them Information That Will Aid Them In Their Marketing Decisions. Let Them Know You Will Send One More Email If You Do Not Hear From Them and In This Email We Will Give Them a few FREE gifts (lead magnets, blogs, etc...) and provide them with The Option To Opt Out Or To Continue To Receive Information From Your Agency. If they DO NOT OPT OUT, they will continue to receive information from your agency in the future. 

sTEP 7 

Apply Tag or Kick Off Automation Sequences - Trigger or kick off the "Sonar Cold Prospect" campaign. 

TimeFrame - Apply CRM Tag Immediately after sending the 2nd email

This campaign is built to provide overwhelming value, give them numerous free digital marketing resources and begin the process of long-term nurturing (Evergreen Campaigns, Monthly Newsletters, Etc...). The campaign will apply prospect identifier tags, wait 48 hours and send out an email thanking them for allowing your agency the opportunity to earn their business. In the same email your agency should leave them with some educational gifts or redeemable coupons for services. 

7 days after the final email is sent (48 Hours after tag is applied) the 45 day prospect nurturing campaign trigger tag will be applied and the long term nurturing/educational process will begin with the 45 day campaign and continuing with your agencies monthly newsletter.