One of the most underutilized benefits of Infusionsoft is the ability to segment and find groups of people hot and ready to buy your stuff.

Here are 3 segmentation strategies that will help you identify people who are most likely to buy now.  Once they’re identified, you can automatically trigger a campaign or manually start an offer sequence.

The Dabbler Targeting strategy is one of the most powerful strategies you can use to generate cash quickly in your business.

You likely have a core product (or a few core products) where most of the money in your business is made.  But you also probably have various other tripwire and ancillary products that cost less than your core product(s).

If this is the case, then you probably have quite a few people who have purchased your tripwire and/or ancillary products, but have yet to commit to buying your core product.

If so, then this group of people is prime for an offer pitching your core product.

Steps To Take:

All you need to do to identify these people is go to E-Commerce → Reports, and then go to the Customer Lifetime Value report.

Search people who have “Paid” at least $X.XX (you determine the amount), but have NOT purchased your core product (look under the Misc Criteria tab).

Once you identify that group, drop them into a campaign promoting an irresistible offer for your core product and sales will typically flood in the door.

Hot Prospect Targeting is pretty self explanatory and pretty straight-forward to execute.

You should have an indoctrination sequence that all new leads go through when they first come in the door.  This sequence is used to help your prospects get to “Know, Like, and Trust” you.  It’s typically a serious of 3-6 emails.

What we’ve found is that people who engage during this indoctrination series are FAR more likely to be good-fit leads and are FAR more likely to actually buy.

Steps To Take

So, to set this up, just go into your indoctrination sequence and apply a tag for each email they click.  One for clicking the first email, a separate tag for clicking the 2nd email, etc.  Of course you’ll need a call to action in each email that they’re clicking on.

Second, go to CRM → Settings → Scores, to set up your lead scoring.

You’ll need to determine how many points equals 5 stars.  I suggest using 100 points.  Then set up your lead scoring rules.  Basically you want to give your prospects points for each of the tags they receive in the indoctrination sequence for clicking.

Once that’s set up, go into the Campaign Builder and set up a campaign.  The start goal should be configured as “Reaches a Score”.  Set the goal to trigger when your prospects reach a certain number of flames, as defined by the tags they get when they click the indoctrination emails.  That goal can then start a promotion sequence designed specifically for people who have engaged in the indoctrination sequence.  These are Hot Prospects and we want to target them because they’re likely to buy.

The Faithful Buyer Targeting strategy is used to identify people who have made repeat purchases with you.  If they’ve bought a few times already, they’re likely already a raving fan and they’re likely to continue buying.

Steps To Take

To identify the Faithful Buyers, login into Infusionsoft and go to E-Commerce → Reports → Customer Lifetime Value Report.  Instead of searching on the Total Paid, like we did in the Dabbler Targeting strategy, search on the “Num Invoices”.

Determine the minimum number of purchase transactions (invoices) you want to use to find these people and then enter a maximum (some really high number that no one would ever reach).

This will find your Faithful Buyers.  Now start a campaign that helps those raving fans continue to buy over and over.  Something to consider would be put them on a recurring charge of some sort.

These are just 3 of the many powerful ways you can segment your database to identify hot buyers and generate cash quickly.

Join me on August 10th, 2016 for a full online training on this topic by registering here.

And definitely post your comments below. I’d love to hear the creative ways in which you’ve segmented your database to find hot prospects ready to buy.

About Tyler Garns

Tyler Garns is best known for his work as the Director and VP of Marketing at Infusionsoft, where he led the marketing efforts that produced massive results between 2007 and 2012. But he’s also been the “go-to” Infusionsoft guy for many of the top marketers and Infusionsoft users out there. His combination of technical skill, Infusionsoft expertise, and marketing experience make him one of the most reliable sources of business breakthroughs for Infusionsoft customers.

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