Articles by Jamar Cobb-Dennard

New & Innovative Conversion Rate Optimization Strategies

Saturday, January 30th, 2016

Let’s face it. Conversion rates stink.
Here is a simple refresher with some innovative ideas that can supercharge your acquisition spending this year.

1 – Add a Personal Shopper – Bounce rates are what they are because the average consumer will visit 4 sites before making a purchase decision. What can you do to increase the stickiness of your visitors? Let your customers browse the entire catalog at once, like those at JE James Cycles who click the “recommended for you” link provided by Emarsys. Most site visitors abandon in :06 seconds because they can’t easily find what they’re looking for. People think in pictures, not in words. When you give customers the ability to browse they way they think, conversion rates can increase up to 4-times.

2 – Collect Email Addresses – Why try to convert everyone all at once? Take a portion of your acquisition budget and invest in retention marketing strategies. Collect as many email addresses as you can, and send customized messaging to visitors through email and look-alike audiences. Also, after reviewing hundreds of websites, make sure your email opt-in form is easy to spot. While you’re at it, just add a pop-up like the one at J. Benzal that gently reminds visitors to opt-in before they leave your page with an incentive.

3 – Build a Long-Term Relationship – Now that you have collected emails, now it’s time to build automations that re-connect with visitors after they leave your site. The most basic of marketers are sending cart abandon and browse abandon email campaigns. The best marketers have tailored those emails with predictive content, have stop-gap removals within the automations for customers who have purchased along the way, and have A/B tested the cadence of email messages to increase open and conversion rates.

Increasing conversion rates is tricky business, but you can do it!

What other innovative conversion ideas are you implementing to optimize ROI?

Jamar Cobb-Dennard
Omni-Channel Marketing at Emarsys
jamar.cobb-dennard@emarsys.com

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The Best Ways to Get Noticed by Recruiters

Friday, August 29th, 2014

Jamar Cobb-Dennard is interviewed by Karen Weik of Beyond.com

Jamar Cobb-Dennard
jamar@jamarspeaks.com
Sales Recruiter at Hire Sales

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Generate Leads Through Community Service

Sunday, December 22nd, 2013

Think that community service during work hours is a waste of time?

Far from it!

Building relationships with other professionals who are concerned about a common cause can be one of the best ways to create connections that lead to referrals.

The reason most managers think that volunteering and association engagements are a waste of time is because they don’t have a strategy surrounding how to generate leads through community service.

Well, here’s how to do it:

1. Identify Your Passion – What angers you or gets you excited? What would you do every day for the rest of your life even if you weren’t paid to do it? Find out what really gets you going, and then find an organization or association that supports that cause. Examples could include homelessness, cancer, abuse, animals, politics, children – the list is endless.

2. Call Development Directors – These folks like two things; volunteers and money, because one usually leads to the other. Call the person at your organization of choice who is in charge of raising money. Let them know that you would like to get engaged with the organization in a volunteer leadership capacity. It makes no business sense to just show up and plant a tree. As a professional using cause-based relationship marketing, you need to work with the people making decisions. Volunteer at a high level. The board of governors typically has committees that are open for non-board member service. This is a good place to start.

3. Show Up – We’re not in high school anymore, and you’re not looking for a resume builder. If you join a board just so you can add another line to your resume, you’re not going to generate a lick of leads. Get involved and actually show up, speak up, and make a change.

4. Do One-on-Ones with Interesting People – This is NOT the time to sell yourself. Cause-based relationship marketing is six-degrees of separation networking at its best. Have coffee with the people you’re volunteering with, get to know them, their work, their ideal clients, and primary strategic partners. Work to introduce them to people in your network who can bring them business, and guess what – they will do the same thing for you.

Generating referrals from service in community and professional organizations takes time, but it can be worthwhile, profitable, and fun.

Tell us about some successes you have had generating business through non-profit service.

Jamar Cobb-Dennard
jamar@jamarspeaks.com

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5 Ways to Ruin Your Newly Hired Salesperson

Wednesday, September 18th, 2013

If you’re honest with yourself, you know that a portion of the responsibility of the success of your salespeople rests with you as the sales manager or business owner.

If you’re REALLY honest with yourself, then you know that a portion of the responsibility of the failure of your salespeople ALSO rests with you.

Here are 5 keys to ensuring that your salespeople will fail within the first 3 months of hiring them:

1. Withhold Resources – I don’t know where business owners got the idea that their employees are out to get them, but that’s not entirely true. Now yes, all of your employees will lie to you, and you’ll get a few troublemakers over the years who will try to take advantage of you. But, the new salesperson you just hired wants to succeed an make MONEY. As a result, there is no reason why you should withhold anything that would help them bring more revenue to the table. Pay for their mileage. Pay for their meals and professional memberships (with approval and with a spending limit). Give them a computer and/or a tablet. Create marketing pieces that accurately reflect your brand. Give them everything they need to CRUSH IT in the marketplace.

2. Don’t Track their Activity – During the first three months, a salespersons worth is tied to their activity. If you’re not tracking networking events, strategic meetings, lead generation, client meetings, proposal creation, and sales closed, you’re failing your salesperson royally. Cover these details with them once a week. We recommend Mondays or Fridays.

3. Don’t Review Their Pipeline – Once a week, you should review the status of each lead that your sales person has come in contact with. When was their last touch? What and when is their next touch? What do they need from you in order to close the sale? When do they expect to close the sale? Be a tyrant about your salesperson’s pipeline. This is how you show them you care.

4. Don’t Pay Them – Withholding money from a salesperson is like stealing milk from a baby – sick and wrong. Pay your sales person quickly, early, and make mistakes on the side of overpaying them. If you want to immediately un-motivate your sales team, don’t pay them.

5. Take Your Foot Off of the Gas – You have to set the pace in your business. If you think that you can now take 3 vacation days per week because you have a new superstar salesperson, you’re wrong. Set contests with your new hire and compare your results. You are the leader. Don’t you forget it.

Supporting a top performing salesperson is easy if you don’t do the things I mentioned above.

Accountable, paid, resource rich salespeople thrive in the market – and, so will your business.

Jamar Cobb-Dennard
jamar@jamarspeaks.com

Indianapolis Business Journal Recognizes Outsourced Sales Force Principal Jamar Cobb-Dennard as ‘Top 40′ Professional

Indianapolis, IN (February 4, 2013) – The Indianapolis Business Journal released its annual Forty Under 40 list, and featured Outsourced Sales Force owner, Jamar Cobb-Dennard.

“I count this as a true honor,” remarks Cobb-Dennard. “I am humbled to be counted with a group of true superstars and leaders for the city of Indianapolis.”

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