So you’ve already discovered the value of webinars. These online seminars are an incredibly effective way to communicate with your target audience. They’re ready, able and eager to hear what you have to say – what an awesome upsell opportunity!

Before you dive right into your next presentation, take a look at this quick cheat-sheet of tips to help you deliver the greatest webinar the Internet has ever seen.

*Prepare to be BLOWN AWAY*

  • Include a picture of yourself with a short bio on your first slide. This builds trust and adds a human element.
  • Start speaking right away: if not, visitors will think something is wrong with their audio or they logged on at wrong time… #awkward.
  • Start talking off a prepared script: this prevents stutters, stumbles and lost train of thought.
  • Engage, engage, engage: ask questions, encourage comments, create prompts, start a discussion! If not, guests WILL space out.
  • Focus on telling stories about how people use the product, service or idea that you’re selling.
  • Include a quick poll: how many trucks in your fleet? Are you in the NYC area? How many products do you deliver in a month? Ask your audience to respond in the chat section.
  • Get people to take a specific action. Download a handout, Like us on Facebook, raise your hand if you want me to email you a special something.
  • Create a follow-up sequence, like another webinar, email campaign, etc. Always end with a  “What happens next?”
  • Give the participants an opportunity to share the webinar. Use a hashtag. Offer an incentive if they do! (like a mini contest)
  • HAVE FUN! If your webinar is boring, it’s guaranteed that you won’t have visitors for your next one. Keep it light, engaging, informative and short. Attention spans are short – use every second of your guests’ time well!

 

When’s YOUR next webinar? Send us an invite! Until then, comment below with tips we may have missed, or email your questions about the cheat sheet above to amazing@ajaxunion.com. Looking forward to hearing you slay your next webinar!

The word on the street is PPC (known as pay per click advertising on search engines like Google) is expensive.

Would you agree, expensive is relative to the return on investment?

Marketing is about testing strategies, tactics and channels to figure out what works best.

I often hear business owners and marketing leaders say they would rather invest their budget to rank on the organic (“free”) listing on the search engines rather than pay for ads forever.

Here are my thoughts about that:

1. How do you know which keywords to focus on for better rankings?

2. How do you measure the dollar investment into getting better rankings?

3. How do you estimate the turnaround time of your investment into organic rankings?

4. How do you know if your website is set up properly to convert users clicking on your organic listings?

5. Even after you successfully rank on specific keywords on the first page of the search engine, what guarantee do you have that your website will continue to rank long term?

PPC ads give you the testing ground to methodically test and figure out what works and what doesn’t.

1. Test out which keywords drive the highest ROI. Focus on your top 100 keywords and make your way down to the top 10.

2. Easily measure ROI from clicks with the B2Bx technology stack. Dollars spent vs dollars earned.

3. Once you enable the campaigns, your ads go live. Tweak your bids to hit the top spot on Google. Watch the clicks and conversions come through.

4. With your control over the paid ads, your team can now test the elements of your website to increase your conversion rate.

5. Now that you know which keywords generated the highest ROI and have full control over the buyer journey, you can decide, if you even want to invest in ranking organically for these keywords? Is it possible for my website to rank on the first page of Google within a specific time frame?

I would love to hear about your experience with investing in Paid ads vs Organic listings. Share your comments below.

Most professionals have LinkedIn but they do not know how to make the most out of it.

When I speak to the average CEO about their LinkedIn activity, they tell me that they log into LinkedIn and they look at their notifications, accept or reject requests for people to join their network and search for people they will be meeting with or hiring.

When I probe further and ask them what their strategy is to leverage their existing connections, they look at me like I fell off the moon.

What else is there to do? LinkedIn can do more than just look up and connect to people?

People ask me many questions about how to leverage LinkedIn. The questions range from lead generation and thought leadership to advertising and networking.

Here are the most popular LinkedIn questions I get on a regular basis.

  • Should I get a paid account on LinkedIn?
  • How do I leverage Articles on LinkedIn?
  • Do you really know all the people you are connected with?
  • How can I get more exposure on LinkedIn without spending on advertising?
  • Is LinkedIn valuable if you do not pay for Sales Navigator?
  • How  can I get more engagement for my LinkedIn posts?
  • What is the best way to get leads from InMails?
  • How do I filter my search to find the right leads?
  • What is the best email to send a cold contact on LinkedIn to get a response?
  • How do I setup my profile to get the maximum about of exposure?
  • What did you do to be in the 1% of LinkedIn users?
  • How do I properly advertise on LinkedIn?
  • What is a good strategy to accept connections on LinkedIn?
  • Why are the Analytics on Linkedin so confusing?

If you want answers to these questions and much more, please consider coming to our upcoming LinkedIn seminar in NYC, on July 27th. Get your tickets here: I WANT TO BECOME A LINKEDIN MASTER

 

So many b2b companies don’t have a documented new client qualifying process for the sales team to reference when speaking to prospects for the first time.

What is the cost of lacking a qualification process?

  • sales reps waste precious time
  • sales reps lose motivation by sending out proposals that will never close

OUCH!

What is the upside to an amazing qualification process?

  • shorter phone calls
  • clear objective for first call
  • reduced follow up
  • monster win rate

YAY!

What would life look like with a 90% Qualified Lead to Win rate?

How much extra time would the sales team have if 50% of follow up time was reduced? Longer Lunch Break Anyone?

HOW DO WE FOCUS ON PROSPECTS THAT ARE LIKELY TO BECOME LONG TERM HAPPY CUSTOMERS?

Ask These Four Simple Questions: 

  1. What is your need relating to our product or service?
  2. By when do you want to have a solution in place? (Options: Yesterday, In the next 30 days, Not Sure)
  3. What is your budget range for this solution? (Provide range options: Under your minimum, Over your minimum)
  4. Who else needs to be involved in the decision to move forward?

Next steps: TAKE ACTION NOW!!

  1. Print out these four questions and TAPE them down to the desks of your sales team!
  2. Set up 15 minute roleplaying mini sessions once a week to train with your sales team and improve
  3. Record your sales team phone calls and review them weekly to tweak the prospect qualification process

This is the moment of truth!! ACT NOW!

Want to add even more? Include your ideal company filter to further weed out the wrong type of business

Ajax Union company type filter is as follows:

  • B2b is primary target
  • Over 3m in annual revenue
  • Over 3 years in business
  • Recurring revenue structure
  • High avg client annual revenue over $10k
  • Relationship based accounts
  • Looking to grow 10 – 25 % depending on top line revenue volume
  • Located in the NYC metro (not a deal breaker)

Share your comments below or email us at amazing@ajaxunion.com on how you would improve this qualification process.

See original LinkedIn Article Post

The Secret technology solution to lower your B2B lead costs and close 12x more clients that only savvy marketers and sales pros know about.

Working with other businesses means that every single lead that you get has a high value. Businesses are able to spend much more than consumers when they are buying leads and the competition to generate leads is high.

B2B marketers and sales professionals need to use every tool at their disposal to increase the amount of leads they can squeeze out of their efforts in order to get a ROI that is sustainable.

Imagine you go to a conference or networking event and you meet dozens of people, have some really great conversations and you realize that many people are interested in learning more. You give out dozens of business cards and are sure that people are going to visit your website to get more information.

You look at your Google Analytics and see that there are dozens of people that came to your website. You just don’t know who they are because Google doesn’t give you that information. If you knew which companies were coming to your website you would be able to follow up with the people who actually took your card at the event and looked up your site.

With Ajax Union’s B2Bx Technology stack, you are able to see which companies are on your site and get the contact information for the people that work in those companies complete with email addresses. Now you know who you can prioritize following up with after a networking event or conference because you get a full report with the people who are engaged with your website.

Most B2B companies have a Quote page or Contact Us page that has a long form collecting and qualifying people before they bother your sales team. You look at your website statistics and notice that you have over 100 visitors to that page but only receive a handful of lead forms via email.

What are all those people doing? Imagine if you can see a video of what the prospect was doing on the form page? Imagine if you saw they started filling out the form but they didn’t know how to answer one of the questions so they just left. You might be able to reach out to them and provide them with the valuable information that they needed about how to use your services.

Ajax Union is able to show you a video of what people are doing on your website and you can then see if they stopped filling out forms, what pages each company is going to and what they are doing in general.

You just got off the phone with a client and you had a great call. The problem is that the client controlled the conversation and you were not able to get all the information about what they needed or what they were interested in. As a matter of fact, you got their first name and their personal Gmail address but you didn’t collect all their information about their company. You don’t even know how they found you because you were not able to ask.

Imagine if you can listen to a recorded version of the call, see what word they typed into Google to find you.

Imagine if before you follow up with this prospect you can watch a video of what they did on your site, before they spoke to you or while they were talking to you.

Imagine you can see what articles they read, what pages they visited, where they hover their mouse!

Imagine if you can see all that and a snapshot of everyone that works in their company complete with email addresses.

With B2Bx, Ajax Union makes all the information available to you so you can 12x the leads that you are getting and close more of the leads that are coming to your site.

We also get on the phone with you each month and give you B2B marketing insights that you can use to help grow your business with the traffic and referrals that you’re already getting to your website.

Are you ready to grow your business? Get a free trial of our solution today! http://b2bx.ajaxunion.com/request

Check your inbox. For real, leave this app and check your inbox.

Ok, welcome back.

How many of the emails, that now call your inbox home, will merit even 2 seconds of your attention? Some, you’ll skim mindlessly, pausing mid-swipe to double-take at a cat GIF.
A few may get the trash-tap treatment before even the first “Hey there, gamerboy91!” is revealed. And others will fatally suck, resulting in a frantic jab at the dreaded unsubscribe button with exaggerated fury.

Why do crappy emails make us so MAD?

A wise woman once said, your personal inbox is like your digital foyer. You don’t mind welcoming new people to your home…until they stop knocking before they enter.

In other words, we’re open to receiving emails as long as they’ve provided value in the past and may provide value in the future. But once they start to “make themselves at home” in our inbox, and take their invitation into our personal space for granted, they’ll lost our trust, interest and patience – FAST.

So what does this mean for us, both as email marketers and (hypocritically) serial email deleters? Will email marketing be forever lost to the Wikipedia pages of web practices that have grown obsolete?

Here’s your answer: According to Campaign Monitor, in 2017, email marketing ROI averages to $38 for every $1 spent. That’s 40x more than what Facebook engagement usually brings in.

That’s a revelation. That’s game-changing. That’s a wake-up call to the digital marketing world.

No, email marketing is far from dead. In fact, it’s just getting started. So how can you gain that coveted, proverbial “Welcome Mat” into your customer’s digital foyer? By following three key guidelines:

1: Knock first
2: Bring a hostess gift
3: Be a gracious houseguest

KNOCK FIRST
Even if your host expressly invited you into their home, do you simply barge through the door on your first visit? Of course not. You knock. In email-land, this is equivalent to an opt-in email. These automated emails double-check with the recipient about subscribing to your list, even if they voluntarily subscribed to your newsletter.
You may think this a cumbersome extra step, but it makes all the difference. Tempting as it is to just grab as many email addresses as you can and start blasting those newsletters, you won’t build lasting relationships that bring in real sales that way. Check out the automated opt-in email below. We can assume the recipient has already been getting emails from Archant for a while:

archant

Archant is showing their valued subscribers that they care about their preferences while SIMULTANEOUSLY ensuring that only those interested in their product are receiving their meticulously crafted emails.

BRING A HOSTESS GIFT
Provide value. Make it worth their while. Make them second guess themselves as their finger hovers over the trash icon: maybe there’s something of value in this email that I’m about to throw away?

This doesn’t mean giving away inventory, or even promo codes. Check out this email for received from Glossier, a fun makeup company with a super-strong brand personality:

 

glossier header

glossier photos

The images were perfectly screensaver-sized, and were lusciously visual, brand-consistent and of course: free.

Glossier didn’t charge a penny for these images, and yet, as the recipient, we felt like it was an exclusive gift from the glorious founder herself. What a simple, clever way to deliver value to your email list!

So while offer codes, downloads, and free swag are great “Hostess Gifts”, you don’t have to limit yourself to physical deliverables. You know your target audience better than anyone – you know what they’ll appreciate. Even if it’s just a screensaver.

BE A GRACIOUS HOUSE GUEST
There are some unspoken rules when you’re a guest: use your inside voice, don’t clog the toilet, feet off the coffee table…to name but a few. In order to stay welcome in your audience’s mailbox, you’ve got to be a dream guest.

Pop in only once in awhile: daily emails are a surefire way to get your recipients annoyed at you.

Don’t be too loud: if every subject line is YOU’RE ABOUT TO MISS THE DEAL OF A LIFETIME! and all your offering is another $5 off your order off $500, then you’ll lost trust fast.

Show appreciation: say “Thanks for letting us visit” every so often. It reminds your audience that you appreciate and respect that they’ve invited you in.

canva photo

Canva sent out this email when they hit 2 million users on their site. In an effort to show how they still care for every customer individually, they let users know what number user they were. This isn’t earth shattering information, but it made every customer feel like they were a part of something greater and individually relevant.

Start sprinkling these strategies into your emails and pay close attention to your open rate. Remember, even if customers don’t engage with your emails, they could be actively reading, enjoying, or even forwarding them. By establishing your newsletter as one of the few they don’t block, you’ve got more than just a foot in the door: you have a guaranteed seat on their living room couch.

Have any other tips for crafting emails that have staying power? Tell us in the comments below!

Looking to improve your email marketing techniques? Ajax Union is a full service digital marketing agency based in Brooklyn, New York. Our team is here to help you become an amazing company. Contact us so we can walk you through the realm of online marketing. Visit our page to learn more about our new technology product, B2Bx.

The New Year has arrived! Yep, 2017 showed up faster than the speed of lightening. The buzz is who can develop the best list of new year’s resolutions and stick to them. It can get pretty tiresome to continuously try and fail. Maybe it’s because we are only human and tend to set our sights too high, or stifle our ability to do something different.

As marketers and people who aim to learn and grow a little more each day, it’s time to make 2017 the year of accomplishment. The year of change. The year of success. Of course, it may seem easier said than done, but we have compiled a list of key resolutions that you can be dedicated to throughout the new year and forever. Break the limitations on your resolutions.

 

Here are 6 resolutions for every marketer to transform the future in 2 0 1 7

 

  • Post to your social media accounts

Whether you work in the marketing department of a specific company or a marketing agency, it’s easy to get consumed in other social media profiles that you forget about you own. If you don’t market yourself and share your interests and values, how will people get to know the person behind the profile? Start small. Post at least twice a week and write an original article or blog post on a monthly basis.

  • Read Read Read

Between commuting each day by train, taking lunch breaks, TV commercials and holiday off days, everyone can find a 30 minute time slot to read. Pick a piece that interests you like a newspaper, magazine, online blog or novel. Reading expands your knowledge, vocabulary and exercises your brain. Gaining more insights into your industry or personal hobbies are equally important so read content as long as you’ll enjoy it.

  • Stay in the loop with industry news

This pertains to any industry but especially the marketing industry. The world of technology and Internet is constantly evolving so you, the marketing expert, must be the first to know what is happening and how it can affect and benefit your business. Subscribe to blogs or print magazines, get email notifications from news websites, read articles from industry leaders on LinkedIn and share what you find. Declare to the world that you are ahead of the game.

  • Document your strategies

People go about their daily activities by route, without putting much thought into how they can BE more efficient. What you are an expert in, someone else struggles with. Therefore, documenting processes and having templates for marketing briefs, content calendars, case studies, dashboards or a simple office checklist is invaluable. Documenting saves time when others have a framework to work off of and enables more people to benefit from it.

  • Use an organization app

Humans can only remember so much and it can get overwhelming when you try to retain data overload without writing it down. There are numerous apps for desktop and mobile that can easily help you get organized at work and home. Some top picks we found are Evernote for taking notes, recording a meeting and sharing relevant content, Dropbox for sharing files with family, employees and clients and Trello for organizing and prioritizing tasks and projects.

  • Keep your emotions in check

We all have a secret hit-list with the neighbor, relative, rude subway rider, co-worker or client and it’s ok. But lashing out and letting them ruin your mojo is out of line. remember everyone has their own trials and tribulations. The key is to release your emotions in the right place at the right time. Don’t respond to comments because it only blows the situation out of proportion. Take steps to keep your emotions in check by staying quiet once a day, taking a short walk to cool off or get a good workout at the gym. See your mood transform and people’s outlook on you improve drastically.

In short…

*Transform your resolutions into success stories. Whether it takes you a month, a year, or five years, never give up on becoming a better version of your work and home self.

*Make 2017 the year you remove the stereotype of resolutions and focus on the commitment. It doesn’t matter if it’s a short term commitment or one that last the rest of your life: just be sure you own it.

*Set goals for yourself so you can hit them and revel in the feeling of success. This will not only make you an expert marketer but also an expert version of yourself and that’s the greatest brag of all.

 

Need Help With Your 2017 marketing plan? Ajax Union is a full service digital marketing agency based in Brooklyn, New York. Our team is here to help you become an amazing company. Contact us so we can walk you through the realm of online marketing!

 

When it comes to social media channels, over 70% of people in the United States have at least one profile on social media. New users are constantly joining the virtual world on various platforms such as Facebook, Twitter, Instagram, Pinterest and Snapchat. We all know social media allows us to connect, share and communicate with others that hold similar interests and social circles.

Businesses of all backgrounds are capitalizing on social media’s popularity. With ever-expanding opportunities to find their ideal customers, social media bridges a very intimate gap between the consumer and the seller, connecting with them in relatable, specific and organic aspects. How can a business wade the waters between sales-forward advertising and establishing lasting relationships? The answer is 2 words, Brand Advocacy.

What Is Brand Advocacy?

Brand advocacy is about pooling resources together, such as people with a large fanbase and following, to share a brand, product or message on their social channels. In other words, it’s a way to spread the love with those who would otherwise miss out or look past the opportunity when presented to them. By sharing a message with fans who trust and interact with you, the results are of higher quality. People who leave comments and product reviews on a company or host site like TripAdvisor, Yelp and Houzz are indirect advocates. They are sharing honest feedback without an incentive.

How Does Brand Advocacy Function?

Brand advocacy is a successful organic way to gain results for a new startup company, feature product or a simple blog post. You don’t need to wait on promoting something important until your page reaches your fan goal of 50,000 followers (which of course takes longer that expected). Instead announce it to your employees, family and friends. Ask them to share the post or create their own content to discuss what you want to share. Send them a link to leave a review on a third party site. It’s amazing to see how far one Facebook post or tweet can travel. It just might even go viral!

Find Your Brand Advocates

First, you must identify what kind of content or information you want to share with the virtual world. Once that is mapped out, it’s time to do some digging. Find people with large followings on social media who share an interest in what your business or startup has to offer. Connecting with people in your niche is the most valuable, so everyone can benefit from the relationship. You can also reach out to top customers, employees, family and anyone in between. Go all out; you can never have too many friends on Facebook and followers on Instagram.

Everyone Loves Candy

The last step is providing an incentive. Of course asking for favors is an acceptable method, but the best brand advocates are ones who feel loyal to you and understand that they are appreciated. Offering them a complimentary service, gift certificate or treating them to a nice dinner, are all modest ways of making a trade without putting a price on it. Sending an email with a redeemable coupon code to anyone who rates your brand or leaves a product review is another viable option. The little steps go a long way with building up brand awareness and solidifying the brand persona.

Surprise Them

When it comes to adding value to any startup or business, both large and small, brand advocates can be very influential without the wasteful advertising costs. Add in an element of surprise to your customer service, like putting a small gadget into every delivery or shoot a behind the scenes video and send it to your email lists.

Real Brands, Real Brand Advocates

Give people something to talk about. Make them brand advocates without even asking. And be sure to stay active on all social channels (especially on Twitter and Snapchat) to scout out natives who can support you and join the community. Remember, happy people are the ones who spend money and keep you in business. #StartAdvocating

Need Help With Your Social Strategy?

Our team at Ajax Union is here to help you make an amazing social media campaign. Get in contact with us so we can walk you through the realm of online marketing!

Episode 5 of our monthly marketing podcast dives deep into the existential realm of social media. We talk about the questions no one is asking, the taboos, the news, and the evolution of the anomaly that is social media. Tune in and make sure you bookmark our blog for more marketing goodness.

Ajax Union is a full service digital marketing agency based in Brooklyn, New York.