the 8 hour work week: how to who i am master infusionsoft ... · master infusionsoft to make more...

The 8 Hour Work Week: How to Master Infusionsoft to Make More Money In A Fraction Of The Time

Jermaine Griggs

• Grew up in Long Beach, CA• Started Hearandplay.com in 2000 with $70

• By 19, we grew to mid-six figure business• By 21, surpassed seven figures

• Today, our total sales exceed eight figures• Having bootstrapped, I attribute much of success to the

relationship I have with my customers (which is strengthened through intelligent automated follow-up)

Who I Am

“The Griggs Quintet” HearandPlay.com

Let’s Go…

3 Ways To Grow A Business

Get More Customers

Increase Frequency OfTransactions

Increase Average Size OfEach Transaction

I Wanted To Take This Further By Automating This


Get More Customers



• By far, the hardest of the 3 goals.

• That’s why you must “WOW” your first-time buyers.

• You must segment, track and identify trends within this group.

Get More Customers

Customer Acquisition

Determining First-Time Buyers (Easiest)

• Contact Creation Action: Will run actions on new buying prospects and customers

(only works in shopping cart)

• Use Queued Fulfillment Action to send “New Customer”package

• Automatically trigger SendOutCards.com to send thank you card, gift (starbucks card, cookies, etc), or post card

• Create a task for one of your associates to give them a “welcome” call

How You Can Use This

• Immediately put them on a sequence to encourage second sale (as customer is most likely to buy again while HOT)

• In e-mail communications, acknowledge they are new and welcome them to the community


• Have delayed e-mails from different team members or departments that welcome them to the company (letter from President, letter from Customer Service Director, etc).

• Tag them appropriately so you can track how many new customers are being created through the shopping cart per day/week/month.


“Custom Field Counter” (Intermediate)

• This method works EVERYWHERE (not just on shopping cart) and can be repurposed in other ways

• Segment first-time buyers from repeat buyers in ongoing communications by using conditions: “If [Number of Purchases] = 1” vs “If [Number of Purchases] > 1”


• Use follow up sequences to set benchmarks: “If [Number of Purchases] still equals 1 after X days, perform X action.”

• Tag them, create task for phone rep, send direct mail, send discount promotion to encourage second sale.


Using API To Determine First-Time Buyers

• Replaces “Custom Field Counter” tactic.

• Adds up all orders, past and present.

• Can separate subscriptions from products (e.g. –“Number of Product Purchases” vs “Number of Subscription Cycles” vs “Number of Total Transactions”)

• “Bob, I know you’ve purchased several products from us but this is your first time joining one of our subscription programs and I just want to…”



Get More Customers



R.F.M. Analysis

Recency: How recently did customer purchase?

Frequency: How often do they purchase?

Monetary: How much do they spend?

• Upselling• Cross-selling• Bundling• Payment Plans• Trials (“Pay Me Later”)

Increase Average Size Of EachTransaction

Increasing Order Size Intelligent Upselling / Cross-selling

Sequence A

Sequence B

“Yes” “No”

“Action-Based” Conditional Follow Up

Immediate Follow Up Continuity Offer On Order Form

Using API To Determine Customer Value (Monetary)

• Send direct mail and premium marketing packages to customers worth more to you (use data as condition)

• Send targeted promotions only to customers under a certain monetary threshold: “If [Total Spent] < 100, then do X”

• Create tasks and appointments for customers in your “sweet spot” range



Get More Customers



• The same “Number of Purchases” field can be used here in an opposite manner

• Anything over 1 purchase means repeat buyer

Increase Frequency

Of Transactions

Increasing Frequency

Using API To Determine Repeat Buyers

• Offering a no-brainer deal to those who have been stuck on “1 purchase” for a while to encourage 2nd purchase.

• Send gift once customer reaches X purchases

• Create sequence with sole purpose of getting prospect to increase purchase count by 1 digit per X months.


RFM: “Recency” In Action (And Automated!) RFM: Automating Reactivation Of Inactive Customers

Using API To Determine Buying Cycles

• Tells you how long it’s taking customer to make subsequent purchases

• If “Days between 2nd and 3rd equal 0”, that means they haven’t bought a third time. Likewise, “3rd to 4th,” “4 to 5th”

• Use conditions to acknowledge how long of a break they took and how happy you are to have them back.


• Export these fields to excel and figure out, on average, how long it’s taking ALL customers to make 2nd, 3rd, 4th, and 5th purchases.

• Design promotions around these average buying cycle lengths

How You Can Use This • Subscription cancellations threaten optimal frequency.

• Make aggressive offers on cancellation confirmation page to reactivate membership

Immediately Reactivating Cancellations

Combine For Maximum Results!

Get More Customers



How To Get Insane Direct Mail Conversions

Recency: Take all clients with “Purchased In Last 30 Days” tag (aka – your “hotlines”)

Frequency: Take all clients with over X transactions in “Number of Purchases” custom field (e.g. – 5)

Monetary: Take all clients with over $X in “Total Spent”custom field (e.g. – “Over $400”)

The clients with all 3 factors TRUE will convert like crazy!

Invest the time to set it up…

And let automation virtually run your business on autopilot

3 Types Of People

• Those that MAKE things happen

• Those that WATCH things happen

• Those That Are WONDERING What Just Happened

the 8 hour work week: how to who i am master infusionsoft ... · master infusionsoft to make more...

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