A Day With Shopify 2017 Announcement

Courtney: Matt, you mentioned that of the 98 percent of leads that come in, maybe only two percent of them become customers. How do you choose which leads to prioritize and what special attention do you give them? Matt: We have a standard list of questions and topics that we ask. Someone from our marketing team will contact you with these questions; it is usually a phone call. Ultimately, what I’m looking for is a score. What I really want is for each question to be worth a point, or a negative point, and you end up with eight out of 12. We’re not there yet, but the process is there, so now it’s just about putting numbers against it. . Courtney: Can anyone share a campaign you ran where you were able to convert an unlikely lead into a customer?

Matt: I’ll share a tactic that works pretty well for us. Not everyone wins everything, right? So when we lose a deal, we put those people into a workflow where, for the next six months or a year, we show them content that says, “Hey, we thought Solomon Islands B2B List this might be valuable to you.” We have a few different tracks, like one for manufacturers or brands, another for multi-brand retailers or information marketers, whatever your profile. I think most importantly, having lost a deal, it has actually brought customers back to us. In one case, we actually had a very large client come back to us two and a half years later because he opened those emails. When we lose a deal, we put those people in a workflow where, over the next six months or a year, we leak content to them…

A Conference for Partners by Partners

In one case, we actually had a very large client come back to us two years and a half later. for opening those emails. Robin:I think you should always be harvesting if a potential client is not good at the moment. People have different needs at different times, and many people are just doing their research. It can be a very long cycle for them. Whether it’s budget, or just the stage of your business, or you started working with someone and found they weren’t a good fit, that can happen quite a bit in our business. So you must always be reaping; looking for old leads, asking for referrals or even reviews of existing customers. Always try to surface more leads from existing people who already know you, because they are already halfway through the funnel. Watch it and take advantage of it.


It’s not always just about selling them at the top of the funnel. Courtney: Is there any final advice you have for a Shopify Partner who doesn’t have a lot of money to spend on marketing? Robbin: Produce and focus on having a specific niche that you’re trying to address, because you can’t address everything, and this way you can go narrower and deeper. Melissa: Referral marketing has been one of the strongest opportunities for us, with the highest conversion rate. As much as you can nurture your existing relationships and turn them into referrals, it costs nothing but time and can be really important for a service-oriented business. Michael: Partnerships are very important to us. Create the right partnerships with the right people who are not competitive to us but reach the same type of customer base.

Taking the Next Steps in the Hiring Process

Also, what we found is that when we get a lot of leads, it takes a long time to figure out which ones are right for us. So what we started doing is putting the budget up front, and that really helped us stop wasting time on a potential client that’s really not good for our business. We never used to ask that question before, so early, but now it’s one of the first questions we ask so we can determine if that advantage is worth all our time and efforts up front. “Ultimately, we’re all trying to get our businesses to a point where multiple channels are bringing business, but none of us started there. Focus on one thing that pays off.” Matt: I think Melissa did it before. Pick a channel and own it. Go all-in and dig in there.

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