[WMD 2016] Digital Marketer, Ryan Deiss "Automate your ideal sales convo"

TL;DR

Ryan Dice explains the importance of initiating ideal sales conversations and offers a framework for growth marketers to follow to achieve this goal.

Transcript

my name is Ryan dice um I I I think it's important always to understand kind of the perspective and the bias of the person that you're hearing from so that you can sort of filter what I say um Through My Lens and understand where I'm going with some of this stuff so I've launched um and started a number of different companies my first one from my u... Read More

Key Insights

• 💍 Engaging with existing conversations in the market is crucial for effective conversational marketing.
• 😑 Marketers should pre-engineer ideal sales conversations by identifying the desirable preceding action that leads to the next step in the sales process.
• 😷 Avoid offering demos too soon and instead offer entry point offers to nurture prospects before asking for a demo.
• 😚 The job of marketing is to start ideal sales conversations, not just to close the sale.
• ❤️‍🩹 Reference previous positive actions to initiate upselling conversations and provide value based on the prospect's desired end result.
• 🤑 Engaging with conversations that are already taking place is more effective than trying to start new ones.
• 🤔 Think about the timing and sequencing of offers and messages to ensure they align with prospect needs and desires.
• 💁 Understanding the perspective and bias of the person delivering the marketing message is important for filtering and interpreting the information.

Questions & Answers

Q: What is the main focus of Ryan Dice's framework for growth marketers?

Ryan emphasizes the importance of initiating ideal sales conversations by engaging with existing conversations in the market and connecting with prospects on a personal level.

Q: How does Ryan suggest marketers pre-engineer ideal sales conversations?

Ryan suggests marketers imagine the future conversation and identify the desirable preceding action that will lead to the next step in the sales process. This action should align with the prospect's needs and desires.

Q: Why does Ryan advise against offering demos too soon in the sales process?

Ryan explains that demos should be offered after prospects have taken a preceding action that shows their interest and commitment. Offering demos too soon may lead to rejection and make it less likely for prospects to say yes in the future.

Q: How does Ryan recommend driving people to a landing page for a demo in B2B marketing?

Ryan suggests offering an entry point offer before asking for a demo. By offering something of value first, such as a free resource or guide, prospects are more likely to sign up for a demo as a logical next step.

Summary & Key Takeaways

• Ryan Dice shares his perspective as an experienced entrepreneur and marketer, having started multiple successful companies.

• At DigitalMarketer.com, he sells digital marketing training and certifications that were originally created to train their own team across various industries.

• He emphasizes the need for conversational marketing and engaging with existing conversations in the market.