Categories
Coaching Lead Management

What’s the difference between Conversation Software (Bonzo) and a CRM?

You can breathe a sigh of relief–you aren’t the only one who’s wondering what the difference is between Conversation Software (Bonzo) and a CRM. Although CRMs and Bonzo have similarities, it’s important to understand their differences and how they can take your business to new heights and give you back time in your day.

Conversation Creation > Data Organization

While Conversation Software like Bonzo offers data organization similar to CRMs, the main focus is creating meaningful conversations. Studies show that 70% of data goes bad or becomes obsolete in just a year. For this reason, the focus is shifted to creating relationships with leads and customers that will stand the test of time. Not only do users have the ability to make dynamic campaigns, but they can also easily insert a prospect’s personal information using Merge Tags. Conversation Software is perfect for users that want to make swift, worthwhile conversations with their potential clients.

User Simplicity

Another significant difference between Conversation Software and CRMs is user simplicity. CRMs tend to require manual data entry and organization. “Most CRM systems are complicated, and using them properly requires a lot of manual work on the sales team who usually don’t see equal value in return” (Hubspot). On the other hand, Conversation Software puts users’ ease of operation at the heart of what they do. For instance, Bonzo users can create a campaign in under 5 minutes, and on average, Bonzo gives users 8 hours per week back by eliminating follow-up and outreach.

Adoption Time

CRMs can cost users a lot of time in the initial set-up phase because they rely on a lot of manual input and organization. Conversation Software like Bonzo only requires an initial time investment of a one-hour Onboarding Session. On the Onboarding Session, users work with a Happiness Advisor to update their settings, create campaigns, and add prospects in. Plus, Bonzo has a new offering called the Conversationalist that will reply to leads, set appointments, and more!

Managing Growth

You’ll want to consider the scale of your business when selecting a Conversation Software or CRM. As previously mentioned, data can go obsolete in as little as a year’s time so it’s important to select a program that will not become as useless as the data it houses. Since conversations will never go out of style, neither will Conversation Software. Systems like Bonzo are rapidly updating as new outreach methods become available. Users can now quickly and efficiently put a video thumbnail in an email to introduce themselves. Likewise, Bonzo gives users the opportunity to utilize ringless voicemails to contact prospects.

Categories
Coaching Lead Management

5 Ways to Make an Impact in Conversation

Ready to win over the relationship with your client? Get there by deep diving on the conversations. Clients can be hounded with inauthentic outreach messages every day–separate yourself from the rest and create an impact on your next conversation by following these tips.

1. Use Video

Allow your clients to put a face to a name by showing them yours! Get vulnerable and put yourself out there on video. Introduction videos are a fantastic way for clients to get to know more about you when they haven’t had a chance to meet you in person yet. At Bonzo, we recommend adding a video thumbnail to your emails to boost engagement. Stats say that a video thumbnail can improve subscriber engagement by almost 41% when it’s included in an email (Backlinko). 

2. Ask about THEM

Ensure that your meeting has not turned into a monologue. Ask the client about themselves and make it personal. Try to push beyond the basic, “How’s your day going so far?” or “What’s the weather like for you?”. While these are safe options, they are not personal and show a lack of authentic interest. Instead, “How did you become a [job title]?” or “What’s the best career advice you’ve ever received?” are just a few examples that will inspire a deeper conversation.

3. Stop selling and start engaging

While selling is important, try putting it on the back burner initially. Creating organic conversations with clients will allow them to open up to you more and lean into who you are and your why. Try a humanistic approach by sharing a photo of your family or your dog in his Halloween costume. The client will begin to separate you from other stereotypical sales associates, loan officers, etc.

4. Look for commonality

Like you, your client probably has a picture of their pet in a Halloween costume that they are dying to share. Give them that opportunity! If you met the client through a mutual event take a few minutes to discuss their thoughts on the event. Even something as simple as asking for a restaurant recommendation in your shared city will give you an opening and the client will feel valued and heard. Commonality exists everywhere–you just have to uncover it.

5. Go above and beyond

Surprising and delighting the client is often a forgot about method to impacting a conversation. For instance, if a client’s needs don’t match your services, refer them to someone you know who can help them. Not only will the client be impressed, but they will be more likely to come to you the next time when they do require your services. Treat every client as you would like to be treated in their shoes.

Categories
Coaching Lead Management

It’s Time to Dust Off Your Old Leads – Here’s How

If you’ve been working with leads for any extended amount of time, you know that they tend to pile up quickly. Now is the time to block off an hour or two on your calendar, queue up your favorite podcast, and give those old leads new life.

While it’s important to know when you want to re-engage old leads and how to do it, it’s also critical to determine why. Consider the new projects you’re working on that older prospects may not have been exposed to or aware of. Potentially, these new initiatives are precisely what those leads are interested in now. Plus, the old lead may connect you to someone else who is interested in your services.

Regardless of your reason why these tips will be your savior when you finally take the time to sit down and re-engage with your former leads.

Sort & organize your data.

If you can’t find the time in your schedule, recruit an assistant to help with this portion of the process. Once you’ve decided who is going to take the reigns on the sorting process, block out a generous amount of time to get the job done. Trust us, it will be worth the time investment when your leads are cleaned up. We recommend adding a “tags” column to each of your client lists. Under “tags” you’ll want to categorize your clients with any information that you deem important. For instance, creating a tag for “Old leads – No Response” will be useful as you move into the next step of re-engaging these leads. You can also have tags for friends, family, old colleagues, organizations, events, and more. The sky is the limit for tags, and they will certainly save you headaches later on.

Select a method.

Now that your old client lists are polished and sorted, you’ll want to select a method for re-engaging them. Consider if you want this communication to be an on-going sequence of events or a one-time check-in. You may also want to consider if a text, email, video, voicemail, or hand-written note is the best option for re-engaging. Now is the time to mix it up and put your best foot forward. If they didn’t reply to an email blast the last time you reached out, shoot them a text with a video link to show that you’re an agile communicator.

Don’t be afraid to try new methods to impress your clients. Your openness to new communication methods will reinforce their view of you as an expert.

Tailor your communication.

With new features being introduced regularly, you can take your re-engagement communication to the next level. Make sure your message is warm and doesn’t sound robotic. If you’ve worked with the client in the past, take the time to acknowledge that. If it’s been a while since you last connected, take the time to ask them how they’re doing before you bring up a service or project they may be interested in. Bonzo allows you to easily add personal merge tags so you can send an authentic message in a snap.

Be all ears.

The process is not complete after you send the message. Like all leads, you must be quick to view responses and listen to the content. If a lead responds saying that they aren’t interested in a certain project, thank them for responding and request to keep in touch. If you listen carefully, their responses can help you categorize them for future use, too. Remember that old leads are still warm leads. These leads were interested in your services at one point, which means they could very well be interested again. If they are open and responsive, consider moving them into a nurture campaign or ongoing newsletter where you can keep them from going stale.

Categories
Coaching Lead Management

What it Means to Be a Conversationalist in a Digital World

Merriam-Webster defines a conversationalist as one who converses a great deal or who excels in conversation. While joining in any discourse does not make one a true conversationalist, everyone can benefit from having more productive conversations. Conversationalists should be passionate about the authentic discussions they are having along with the genuine relationships they are building.

Now especially, in the ever-evolving digital world, it is imperative for business professionals to separate themselves from the competition by being agile and engaged conversationalists.

Follow these tips to put conversations at the heart of everything you do.

Embrace differences.

Each client you work with is at a different place in how they communicate digitally. Make sure you meet them where they’re at. If you’re working with a client who is always on the go, they will appreciate a few quick texts over a lengthy phone call. If a client you’re working with prefers only to be called on their office line, lean into that method. Don’t try to push them into digital conversations if they aren’t ready to take the plunge. For the client that needs a nudge, don’t be afraid to send that follow-up message (and don’t be offended when it takes a few nudges). Try not to limit yourself to one channel of communication, but instead be open to learning as the digital options continue to unravel.

Create 50/50 sharing.

The strongest conversations have an equal amount of sharing on each side. While you should not fear sending a follow-up message, take cues from the client as to when they may be feeling burnt out on communication. On the flip side, listen when the client tells you that they are ready to talk. Today, there are a huge amount of tools in the digital space that allow you to take advantage of 50/50 sharing. Enable a “Stop Sequence” setting in campaigns to halt messages when a client responds or adds a meeting to your calendar. This will show the client you are interested in listening to them, not just talking at them.

Be your (digital) self.

Although a lot of your messages may be automated, they don’t have to sound like it. Bring life into your messages and show your personality the same way you would in person. Add an emoji to a text or a gif into your weekly email newsletter if that’s your style. The idea is to break down any stiff, impersonal sounding correspondence, while still maintaining professionalism. Take advantage of resources like sending test emails. When you get the test email, ask yourself critical questions. Would I be excited to get this email? Does this email make me want to click the links inside it? If it’s a message you might skip over in your own inbox, go back to the drawing board and make it personal.

Show genuine interest.

Just as it’s important to listen to your client, you should also have a genuine interest in who they are and what they do. A client will be able to spot fake interest a mile away so make sure to add personal touches to your outreach. Utilize the notes section of your customer database to leave helpful tidbits about each client. A congratulatory note for a recent award or wishing them a happy anniversary will go a long way. Even asking about their current WFH situation will mean a lot to the client.

Don’t shy away from automation.

Automation can get a bad rep, but there are new offerings in the digital space that can make automation your lifesaver. For example, embrace an Auto-Dial function to make calling your clients simple and efficient. You can also place clients on campaign loops. Maybe the first campaign isn’t the right one for them, with a loop they can be automatically added to another campaign without you having to lift a finger. That next campaign may be just what it takes to prompt a response from even the quietest client. Don’t worry, if they do reply you’ll have that “Stop Sequence” setting enabled.

Categories
Coaching Lead Management

Before You Hit Send, Add This to Your Next Email

Marketers can see 66% more solid leads every year when they use video. 

(SmallBizGenius)

If you’re debating adding video to your next marketing email, this is the sign you’ve been waiting for. In today’s tech space, you don’t need to be an expert to create a killer video for your clients.

Whether you choose to link or embed the video into your personalized outreach, it’s sure to increase your open rate. Once you’ve selected a method for sharing your video, you’ll want to consider a few things before pushing out your first video email.

Lighting is your friend.

No fancy lighting equipment is necessary to create an effective video for your clients. If you can, position yourself in front of a window or natural light source. Ideally, a south-facing window will give you the best light. If you don’t have access to a natural light source, there are some low-cost tools you can pick up to help boost your shot. We recommend this Selfie Ring Light that seamlessly clips on to your phone or laptop. Plus, its travel-friendly size means you can use it when you’re on the go!

Keep the text short & sweet.

Emails are already most effective when they contain a healthy amount of characters in the text. When it comes to adding a video, there’s even more reason to keep the text concise and non-overwhelming to the recipient. The client viewing your email will appreciate the thoughtful balance of text and video. Save the bulk of the information for the video itself.

Pick the right content.

Choosing the right content for your video is vital. From tutorials and demos to event highlights and testimonials, there’s a huge amount of options for content. Select a type of content that aligns with your other communications and provides the most value to customers. Have an awesome new website? Now’s the perfect time to create a quick demo video sharing its features and hidden gems. Host a webinar this week? Shoot an email out to your clients with a video replay so they can pass it along to any colleagues that missed out.

Timing is everything.

Consider the pockets of time in your clients’ days when creating a video to plug into your next email. 1.5 minutes in the drive-through lane at their favorite coffee spot, 3 minutes waiting for their Uber. These pockets are the perfect amount of time for your client to check their email and view a brief but highly effective video from you. Avoid sending an email with a 10-minute video in the middle of the workday–the client will check out when they realize how long of a time commitment it is.

Give a heads up!

Make sure that you call out the video you’re sending to clients. For an email, hint at the video in your subject line. If you’re using SMS, use verbiage that alludes to the video and ensure that it’s not set up to autoplay when they open the message. No client wants to accidentally play a loud video in the middle of a crowded area. Giving the recipient a heads up will allow them time to pop in their headphones before they hit “Play”.

Categories
Coaching Lead Management

5 Reasons You’ll Want to Make the Switch to Ringless Voicemail

“I didn’t see your call come in.”

We’ve all had it happen to us–we looked away for a minute or had our phone on silent during a meeting. We see two notifications pop up on our device. One is for the missed call, the other is for a voicemail. We are quick to open our phone app and listen to the new voicemail. If we’re lucky, the Transcription Beta won’t butcher the text and we can quickly scan the message until we have time later to listen. When the time is right, our brains are naturally curious to listen to the voicemail in its entirety.

1. Clients are more likely to listen to a voicemail than to read an email.

Let’s be honest, people are more likely to skip the dull scroll through their email inbox and listen to a new voicemail instead. It creates a sense of excitement and breaks up the normal forms of communication that clients see on an hourly basis. Plus, it’s less likely to accidentally be deleted in a mass inbox clean-out like an email is.

2. The personal touch is priceless.

Putting a voice to a name or business is a priceless tool. Clients can begin to see you as a real human rather than a robot behind an email. Clients can hear the warmth in your voice and acknowledge the time you carved out of your day to think of them. Don’t worry if you make a slight blunder–the client will know that it’s an authentic message and appreciate it more for that reason.

3. Convenience is key.

While still highly personal, ringless voicemails allow clients to listen to the message at a time that works for them. There is no need for sudden panic when their phone rings during a meeting, or the lack of hands to answer while they balance sipping coffee and driving to work. When they get a moment, they are bound to prioritize the voicemail over a dozen other texts and emails.

4. Give yourself some time back in your day.

Setting up ringless voicemails can be quick and painless. We recommend using a Bonzo campaign to set up your first ringless voicemail. You record the voicemail once, and then off it goes to any client that you add into the campaign. Convenience for the client and for you. Win, win. You can even utilize templates to make recording voicemails a breeze and not lose track of the points you wanted to hit on.

5. Ensure compliance with local & national regulations.

An important aspect of any conversation is ensuring that it’s respectful of the client’s boundaries. Not only does ringless voicemail not charge the client’s phone bill, but it is also compliant with government regulations. Of course, the client reserves the right to request to be added to the “Do Not Call” list at any time because no true conversation should be forced.