{"version":"1.0.0","segments":[{"speaker":"Simon Harvey","startTime":3.99,"endTime":6.89,"body":"The great thing about"},{"speaker":"Simon Harvey","startTime":3.99,"endTime":6.89,"body":"working in a small business is that"},{"speaker":"Simon Harvey","startTime":6.9,"endTime":9.04,"body":"you are in charge of your own time."},{"speaker":"Simon Harvey","startTime":9.43,"endTime":11.82,"body":"You can do what you"},{"speaker":"Simon Harvey","startTime":9.43,"endTime":11.82,"body":"want, whenever you want."},{"speaker":"Simon Harvey","startTime":12.58,"endTime":16.84,"body":"Well, that's the theory in any case,"},{"speaker":"Simon Harvey","startTime":12.58,"endTime":16.84,"body":"but as anyone that's ever tried to do"},{"speaker":"Simon Harvey","startTime":16.84,"endTime":20.999,"body":"their own sales and marketing knows,"},{"speaker":"Simon Harvey","startTime":16.84,"endTime":20.999,"body":"it's not like that in the real world."},{"speaker":"Simon Harvey","startTime":22.26,"endTime":25.4,"body":"In order to make sales, you"},{"speaker":"Simon Harvey","startTime":22.26,"endTime":25.4,"body":"need to stay top of mind."},{"speaker":"Simon Harvey","startTime":25.8,"endTime":29.4,"body":"And doing so means staying in touch"},{"speaker":"Simon Harvey","startTime":25.8,"endTime":29.4,"body":"with the leads that you're working and"},{"speaker":"Simon Harvey","startTime":29.4,"endTime":31.25,"body":"the customers that you already have."},{"speaker":"Simon Harvey","startTime":31.78,"endTime":34.27,"body":"All those repetitive follow ups take time."},{"speaker":"Simon Harvey","startTime":34.66,"endTime":37.179,"body":"And when you're already"},{"speaker":"Simon Harvey","startTime":34.66,"endTime":37.179,"body":"busy, it's tedious."},{"speaker":"Simon Harvey","startTime":38.509,"endTime":40.63,"body":"That's where automation comes into play."},{"speaker":"Simon Harvey","startTime":41.339,"endTime":45.349,"body":"So in today's episode, we're going to"},{"speaker":"Simon Harvey","startTime":41.339,"endTime":45.349,"body":"look at how to use automated emails to"},{"speaker":"Simon Harvey","startTime":45.409,"endTime":49.89,"body":"move forward sales conversations and"},{"speaker":"Simon Harvey","startTime":45.409,"endTime":49.89,"body":"nurture customers, meaning that you can"},{"speaker":"Simon Harvey","startTime":49.89,"endTime":52.949,"body":"stay on top of mind without all the grind."},{"speaker":"Simon Harvey","startTime":53.415,"endTime":54.925,"body":"So let's get started."},{"speaker":"Simon Harvey","startTime":59.345,"endTime":63.585,"body":"Hi there, I'm your host, Simon Harvey,"},{"speaker":"Simon Harvey","startTime":59.345,"endTime":63.585,"body":"and welcome to the Authentic Marketing"},{"speaker":"Simon Harvey","startTime":63.605,"endTime":68.944,"body":"Podcast in association with Demodia,"},{"speaker":"Simon Harvey","startTime":63.605,"endTime":68.944,"body":"where we give you actionable advice and"},{"speaker":"Simon Harvey","startTime":68.945,"endTime":71.305,"body":"help you create marketing that works."},{"speaker":"Simon Harvey","startTime":72.304,"endTime":73.505,"body":"Ah, email."},{"speaker":"Simon Harvey","startTime":74.274,"endTime":78.244,"body":"The one thing that I truly have"},{"speaker":"Simon Harvey","startTime":74.274,"endTime":78.244,"body":"a love hate relationship with."},{"speaker":"Simon Harvey","startTime":79.445,"endTime":80.575,"body":"On one hand."},{"speaker":"Simon Harvey","startTime":81.105,"endTime":84.485,"body":"It makes staying in touch"},{"speaker":"Simon Harvey","startTime":81.105,"endTime":84.485,"body":"with people so easy."},{"speaker":"Simon Harvey","startTime":85.275,"endTime":88.385,"body":"But on the other hand, it"},{"speaker":"Simon Harvey","startTime":85.275,"endTime":88.385,"body":"chews up so much of my day."},{"speaker":"Simon Harvey","startTime":88.455,"endTime":89.824,"body":"I'm sure you know what I mean."},{"speaker":"Simon Harvey","startTime":89.824,"endTime":90.875,"body":"I'm sure you know."},{"speaker":"Simon Harvey","startTime":91.695,"endTime":94.915,"body":"I'm also sure that those listeners"},{"speaker":"Simon Harvey","startTime":91.695,"endTime":94.915,"body":"out there that have your own business"},{"speaker":"Simon Harvey","startTime":94.915,"endTime":99.455,"body":"know that sales and marketing are"},{"speaker":"Simon Harvey","startTime":94.915,"endTime":99.455,"body":"typically a chain of communications."},{"speaker":"Simon Harvey","startTime":99.535,"endTime":102.444,"body":"You know, they, they start"},{"speaker":"Simon Harvey","startTime":99.535,"endTime":102.444,"body":"when someone connects with you."},{"speaker":"Simon Harvey","startTime":102.79,"endTime":105.77,"body":"And they go through to the point"},{"speaker":"Simon Harvey","startTime":102.79,"endTime":105.77,"body":"that they either sign a contract"},{"speaker":"Simon Harvey","startTime":105.77,"endTime":108.77,"body":"with you, or ultimately they remove"},{"speaker":"Simon Harvey","startTime":105.77,"endTime":108.77,"body":"themselves from your mailing list"},{"speaker":"Simon Harvey","startTime":108.81,"endTime":110.1,"body":"because they're not interested."},{"speaker":"Simon Harvey","startTime":110.9,"endTime":115.409,"body":"So, in times gone by I know I've"},{"speaker":"Simon Harvey","startTime":110.9,"endTime":115.409,"body":"spent probably around an hour a day"},{"speaker":"Simon Harvey","startTime":115.42,"endTime":119.5,"body":"following up with contacts, you know,"},{"speaker":"Simon Harvey","startTime":115.42,"endTime":119.5,"body":"after events, sending out emails,"},{"speaker":"Simon Harvey","startTime":119.5,"endTime":123.14,"body":"chasing up contacts that I've made"},{"speaker":"Simon Harvey","startTime":119.5,"endTime":123.14,"body":"through LinkedIn or other networks."},{"speaker":"Simon Harvey","startTime":123.365,"endTime":128.435,"body":"It's time consuming, but as the leader"},{"speaker":"Simon Harvey","startTime":123.365,"endTime":128.435,"body":"in a business or the sort of person in"},{"speaker":"Simon Harvey","startTime":128.435,"endTime":130.655,"body":"charge of sales, it's a necessary evil."},{"speaker":"Simon Harvey","startTime":131.345,"endTime":135.605,"body":"The truth is though, that there"},{"speaker":"Simon Harvey","startTime":131.345,"endTime":135.605,"body":"is an easier way of working."},{"speaker":"Simon Harvey","startTime":136.275,"endTime":141.274,"body":"And you know, like so many things in life"},{"speaker":"Simon Harvey","startTime":136.275,"endTime":141.274,"body":"these days, emails can now be automated."},{"speaker":"Simon Harvey","startTime":141.655,"endTime":144.464,"body":"No matter what your"},{"speaker":"Simon Harvey","startTime":141.655,"endTime":144.464,"body":"personal experience is."},{"speaker":"Simon Harvey","startTime":144.765,"endTime":148.705,"body":"I've found that it really does"},{"speaker":"Simon Harvey","startTime":144.765,"endTime":148.705,"body":"save me hours of time each week."},{"speaker":"Simon Harvey","startTime":149.675,"endTime":153.985,"body":"The one thing that I would say that"},{"speaker":"Simon Harvey","startTime":149.675,"endTime":153.985,"body":"I've learned though, is that writing"},{"speaker":"Simon Harvey","startTime":153.985,"endTime":158.674,"body":"an automated sequence of emails is"},{"speaker":"Simon Harvey","startTime":153.985,"endTime":158.674,"body":"definitely an art, especially if you want"},{"speaker":"Simon Harvey","startTime":158.675,"endTime":160.825,"body":"them to come across in an authentic way."},{"speaker":"Simon Harvey","startTime":162.154,"endTime":166.295,"body":"There are typically two sorts of"},{"speaker":"Simon Harvey","startTime":162.154,"endTime":166.295,"body":"emails that I automate these days."},{"speaker":"Simon Harvey","startTime":167.07,"endTime":173.95,"body":"So the first group of these is marketing"},{"speaker":"Simon Harvey","startTime":167.07,"endTime":173.95,"body":"nurtures, like caring for the planet or"},{"speaker":"Simon Harvey","startTime":173.95,"endTime":180.86,"body":"for a child, the idea of a nurture email"},{"speaker":"Simon Harvey","startTime":173.95,"endTime":180.86,"body":"is to educate and inform a prospect."},{"speaker":"Simon Harvey","startTime":181.029,"endTime":185.26,"body":"So you are helping them to grow"},{"speaker":"Simon Harvey","startTime":181.029,"endTime":185.26,"body":"from their experiences and moving"},{"speaker":"Simon Harvey","startTime":185.26,"endTime":186.909,"body":"them ultimately closer to buying."},{"speaker":"Simon Harvey","startTime":187.825,"endTime":191.535,"body":"If you want to see a great example"},{"speaker":"Simon Harvey","startTime":187.825,"endTime":191.535,"body":"of these, why not try downloading the"},{"speaker":"Simon Harvey","startTime":191.535,"endTime":193.715,"body":"Brandscript template from our own website."},{"speaker":"Simon Harvey","startTime":193.765,"endTime":195.115,"body":"You can go to Demodia."},{"speaker":"Simon Harvey","startTime":195.155,"endTime":200.095,"body":"com and look for resources in there and"},{"speaker":"Simon Harvey","startTime":195.155,"endTime":200.095,"body":"find the Brandscript template there."},{"speaker":"Simon Harvey","startTime":200.784,"endTime":202.835,"body":"I'll put a link to that"},{"speaker":"Simon Harvey","startTime":200.784,"endTime":202.835,"body":"in the show notes below."},{"speaker":"Simon Harvey","startTime":203.764,"endTime":207.004,"body":"But the nurture emails that you'll"},{"speaker":"Simon Harvey","startTime":203.764,"endTime":207.004,"body":"get when you fill that in, they"},{"speaker":"Simon Harvey","startTime":207.005,"endTime":211.135,"body":"guide you through the process of"},{"speaker":"Simon Harvey","startTime":207.005,"endTime":211.135,"body":"completing the script and they end"},{"speaker":"Simon Harvey","startTime":211.144,"endTime":215.115,"body":"with a nudge that introduces you to"},{"speaker":"Simon Harvey","startTime":211.144,"endTime":215.115,"body":"the related services that we provide."},{"speaker":"Simon Harvey","startTime":216.195,"endTime":220.894,"body":"The best nurtures tell a genuine personal"},{"speaker":"Simon Harvey","startTime":216.195,"endTime":220.894,"body":"story, specifically tailored to the"},{"speaker":"Simon Harvey","startTime":220.894,"endTime":222.484,"body":"lead magnet that they're linked to."},{"speaker":"Simon Harvey","startTime":223.075,"endTime":224.725,"body":"Readers learn a skill from them."},{"speaker":"Simon Harvey","startTime":225.025,"endTime":227.045,"body":"They shouldn't be overly salesy."},{"speaker":"Simon Harvey","startTime":227.505,"endTime":230.375,"body":"Readers should be able to"},{"speaker":"Simon Harvey","startTime":227.505,"endTime":230.375,"body":"unsubscribe from them if they want."},{"speaker":"Simon Harvey","startTime":230.694,"endTime":233.894,"body":"And, you know, if they're written"},{"speaker":"Simon Harvey","startTime":230.694,"endTime":233.894,"body":"correctly, then readers can hit"},{"speaker":"Simon Harvey","startTime":233.894,"endTime":237.215,"body":"reply at any time and talk to a real"},{"speaker":"Simon Harvey","startTime":233.894,"endTime":237.215,"body":"person and follow up with them and"},{"speaker":"Simon Harvey","startTime":237.215,"endTime":238.925,"body":"get further advice if they want."},{"speaker":"Simon Harvey","startTime":239.715,"endTime":241.554,"body":"So that's a nurture email."},{"speaker":"Simon Harvey","startTime":242.334,"endTime":246.244,"body":"The second group of emails that I"},{"speaker":"Simon Harvey","startTime":242.334,"endTime":246.244,"body":"tend to automate are sales emails."},{"speaker":"Simon Harvey","startTime":246.945,"endTime":251.974,"body":"These are the emails that I send quite"},{"speaker":"Simon Harvey","startTime":246.945,"endTime":251.974,"body":"often to cold leads, you know, people that"},{"speaker":"Simon Harvey","startTime":251.974,"endTime":253.985,"body":"I've never met that I'm trying to engage."},{"speaker":"Simon Harvey","startTime":254.615,"endTime":258.444,"body":"For these emails, I use a slightly"},{"speaker":"Simon Harvey","startTime":254.615,"endTime":258.444,"body":"different formula, and I thought it"},{"speaker":"Simon Harvey","startTime":258.445,"endTime":259.875,"body":"was worthwhile sharing that with you."},{"speaker":"Simon Harvey","startTime":260.454,"endTime":264.925,"body":"If I don't know this person, my"},{"speaker":"Simon Harvey","startTime":260.454,"endTime":264.925,"body":"goal is really to get them to reply"},{"speaker":"Simon Harvey","startTime":264.925,"endTime":266.815,"body":"and hopefully to connect with me."},{"speaker":"Simon Harvey","startTime":267.395,"endTime":271.784,"body":"And again, telling a story I've found"},{"speaker":"Simon Harvey","startTime":267.395,"endTime":271.784,"body":"in the best way that's worked for me."},{"speaker":"Simon Harvey","startTime":272.46,"endTime":275.97,"body":"The starting point is always the problem."},{"speaker":"Simon Harvey","startTime":276.44,"endTime":280.409,"body":"So something that I can tell from"},{"speaker":"Simon Harvey","startTime":276.44,"endTime":280.409,"body":"their website or something that"},{"speaker":"Simon Harvey","startTime":280.409,"endTime":284.459,"body":"I know through experience that"},{"speaker":"Simon Harvey","startTime":280.409,"endTime":284.459,"body":"companies like theirs struggle with."},{"speaker":"Simon Harvey","startTime":284.959,"endTime":288.31,"body":"So that's the first email that"},{"speaker":"Simon Harvey","startTime":284.959,"endTime":288.31,"body":"I send them to introduce things."},{"speaker":"Simon Harvey","startTime":289.15,"endTime":294.539,"body":"The second cold email that I send in a"},{"speaker":"Simon Harvey","startTime":289.15,"endTime":294.539,"body":"sequence typically tends to dive into"},{"speaker":"Simon Harvey","startTime":294.809,"endTime":296.03,"body":"that problem a little bit further."},{"speaker":"Simon Harvey","startTime":297.395,"endTime":301.665,"body":"It looks at the symptoms of the"},{"speaker":"Simon Harvey","startTime":297.395,"endTime":301.665,"body":"problem and I tend to try and explain"},{"speaker":"Simon Harvey","startTime":301.855,"endTime":306.145,"body":"what will happen to their business"},{"speaker":"Simon Harvey","startTime":301.855,"endTime":306.145,"body":"if they don't resolve those symptoms."},{"speaker":"Simon Harvey","startTime":307.365,"endTime":311.044,"body":"The third email that I tend to"},{"speaker":"Simon Harvey","startTime":307.365,"endTime":311.044,"body":"find works well is you then go"},{"speaker":"Simon Harvey","startTime":311.044,"endTime":312.674,"body":"in and you offer them a solution."},{"speaker":"Simon Harvey","startTime":313.194,"endTime":316.435,"body":"You've now set the scenes, you've"},{"speaker":"Simon Harvey","startTime":313.194,"endTime":316.435,"body":"told them a bit about who you are,"},{"speaker":"Simon Harvey","startTime":316.445,"endTime":319.225,"body":"you've linked that through to the"},{"speaker":"Simon Harvey","startTime":316.445,"endTime":319.225,"body":"problem that you're helping them"},{"speaker":"Simon Harvey","startTime":319.225,"endTime":323.315,"body":"to solve and now they're open to"},{"speaker":"Simon Harvey","startTime":319.225,"endTime":323.315,"body":"actually listening to a solution."},{"speaker":"Simon Harvey","startTime":323.81,"endTime":327.89,"body":"So you can outline your services"},{"speaker":"Simon Harvey","startTime":323.81,"endTime":327.89,"body":"and how you address the challenge"},{"speaker":"Simon Harvey","startTime":328.08,"endTime":330.74,"body":"and also of course tell them how"},{"speaker":"Simon Harvey","startTime":328.08,"endTime":330.74,"body":"they're going to engage with you."},{"speaker":"Simon Harvey","startTime":331.825,"endTime":336.385,"body":"If I haven't got a reaction by this"},{"speaker":"Simon Harvey","startTime":331.825,"endTime":336.385,"body":"point, then I move on to the fourth email."},{"speaker":"Simon Harvey","startTime":337.195,"endTime":340.804,"body":"This is typically the time that I"},{"speaker":"Simon Harvey","startTime":337.195,"endTime":340.804,"body":"use authority from the brand script."},{"speaker":"Simon Harvey","startTime":340.994,"endTime":345.215,"body":"So I use my customers to continue"},{"speaker":"Simon Harvey","startTime":340.994,"endTime":345.215,"body":"the story and, for example, insert"},{"speaker":"Simon Harvey","startTime":345.215,"endTime":348.735,"body":"a quote or some information from"},{"speaker":"Simon Harvey","startTime":345.215,"endTime":348.735,"body":"a recent project that we've won."},{"speaker":"Simon Harvey","startTime":349.695,"endTime":353.505,"body":"Finally, in the sales sequence,"},{"speaker":"Simon Harvey","startTime":349.695,"endTime":353.505,"body":"I move into the sales mode."},{"speaker":"Simon Harvey","startTime":353.979,"endTime":357.03,"body":"And I asked them to suggest"},{"speaker":"Simon Harvey","startTime":353.979,"endTime":357.03,"body":"a time that we want to meet."},{"speaker":"Simon Harvey","startTime":357.409,"endTime":361.389,"body":"So I found that including a calendar"},{"speaker":"Simon Harvey","startTime":357.409,"endTime":361.389,"body":"link in my emails rather than just"},{"speaker":"Simon Harvey","startTime":361.4,"endTime":365.859,"body":"asking them to reply gets a far better"},{"speaker":"Simon Harvey","startTime":361.4,"endTime":365.859,"body":"click through rate and you ultimately"},{"speaker":"Simon Harvey","startTime":365.859,"endTime":369.449,"body":"get a better commitment from somebody"},{"speaker":"Simon Harvey","startTime":365.859,"endTime":369.449,"body":"afterwards if they can select the time."},{"speaker":"Simon Harvey","startTime":369.789,"endTime":371.979,"body":"You don't get lost in that email thread."},{"speaker":"Simon Harvey","startTime":373.199,"endTime":377.9,"body":"So that's the ways that I use automation"},{"speaker":"Simon Harvey","startTime":373.199,"endTime":377.9,"body":"to help me out with some of my emails."},{"speaker":"Simon Harvey","startTime":377.939,"endTime":381.539,"body":"So sales emails and"},{"speaker":"Simon Harvey","startTime":377.939,"endTime":381.539,"body":"marketing nurture emails."},{"speaker":"Simon Harvey","startTime":382.32,"endTime":385.939,"body":"So I think I've said enough for the"},{"speaker":"Simon Harvey","startTime":382.32,"endTime":385.939,"body":"moment about some of the theory in here."},{"speaker":"Simon Harvey","startTime":385.939,"endTime":389.859,"body":"So let's have a chat with Daniel and see"},{"speaker":"Simon Harvey","startTime":385.939,"endTime":389.859,"body":"how he's doing with his own campaigns"},{"speaker":"Simon Harvey","startTime":389.859,"endTime":392.729,"body":"and how we can actually implement"},{"speaker":"Simon Harvey","startTime":389.859,"endTime":392.729,"body":"some of that stuff using HubSpot."},{"speaker":"Simon Harvey","startTime":402.759,"endTime":403.09,"body":"Cool."},{"speaker":"Simon Harvey","startTime":403.609,"endTime":405.559,"body":"So, uh, yeah, welcome back, Daniel."},{"speaker":"Simon Harvey","startTime":405.559,"endTime":406.389,"body":"How's your week been?"},{"speaker":"Daniel Kleber","startTime":406.65,"endTime":407.58,"body":"Thank you, Simon."},{"speaker":"Daniel Kleber","startTime":407.719,"endTime":409.349,"body":"My week, it was great."},{"speaker":"Daniel Kleber","startTime":409.609,"endTime":410.119,"body":"Yeah."},{"speaker":"Daniel Kleber","startTime":410.169,"endTime":411.289,"body":"Yes, yes, yes."},{"speaker":"Daniel Kleber","startTime":411.33,"endTime":413.15,"body":"I did a lot of, uh, sports."},{"speaker":"Daniel Kleber","startTime":413.389,"endTime":413.729,"body":"Good."},{"speaker":"Daniel Kleber","startTime":413.979,"endTime":416.58,"body":"You know, I'm always happy"},{"speaker":"Daniel Kleber","startTime":413.979,"endTime":416.58,"body":"when I can do a lot of sports."},{"speaker":"Simon Harvey","startTime":418.489,"endTime":419.879,"body":"How did"},{"speaker":"Simon Harvey","startTime":418.489,"endTime":419.879,"body":"your email sending go?"},{"speaker":"Simon Harvey","startTime":419.879,"endTime":422.739,"body":"You know, we were talking last"},{"speaker":"Simon Harvey","startTime":419.879,"endTime":422.739,"body":"week about creating emails."},{"speaker":"Simon Harvey","startTime":422.739,"endTime":424.359,"body":"You managed to send anything out yet?"},{"speaker":"Daniel Kleber","startTime":424.78,"endTime":427.219,"body":"Uh, no, I haven't."},{"speaker":"Daniel Kleber","startTime":427.52,"endTime":428.72,"body":"I haven't sent anything out yet."},{"speaker":"Daniel Kleber","startTime":428.78,"endTime":433.44,"body":"I'm a little bit stuck in the"},{"speaker":"Daniel Kleber","startTime":428.78,"endTime":433.44,"body":"personalization process and I wanted to"},{"speaker":"Daniel Kleber","startTime":433.44,"endTime":437.82,"body":"ask you some questions regarding that"},{"speaker":"Daniel Kleber","startTime":433.44,"endTime":437.82,"body":"maybe after recording this episode."},{"speaker":"Simon Harvey","startTime":438.09,"endTime":438.4,"body":"Cool."},{"speaker":"Simon Harvey","startTime":438.49,"endTime":441.47,"body":"Yeah, we can pull those in and if"},{"speaker":"Simon Harvey","startTime":438.49,"endTime":441.47,"body":"they're interesting, well, maybe we"},{"speaker":"Simon Harvey","startTime":441.47,"endTime":445.67,"body":"can record those and put them into"},{"speaker":"Simon Harvey","startTime":441.47,"endTime":445.67,"body":"a future episode or a sort of an"},{"speaker":"Simon Harvey","startTime":445.679,"endTime":447.309,"body":"outtake section behind the scenes."},{"speaker":"Simon Harvey","startTime":447.309,"endTime":448.239,"body":"That's not a bad idea."},{"speaker":"Simon Harvey","startTime":448.239,"endTime":448.649,"body":"Yeah."},{"speaker":"Simon Harvey","startTime":448.789,"endTime":449.539,"body":"Yeah, could do."},{"speaker":"Simon Harvey","startTime":450.285,"endTime":450.535,"body":"Cool."},{"speaker":"Simon Harvey","startTime":450.535,"endTime":453.385,"body":"So anyway, yeah, today we've been"},{"speaker":"Simon Harvey","startTime":450.535,"endTime":453.385,"body":"talking a bit more about some of"},{"speaker":"Simon Harvey","startTime":453.385,"endTime":457.695,"body":"the technical stuff with HubSpot"},{"speaker":"Simon Harvey","startTime":453.385,"endTime":457.695,"body":"with regards to automation,"},{"speaker":"Simon Harvey","startTime":457.815,"endTime":460.084,"body":"particularly when it comes to emails."},{"speaker":"Simon Harvey","startTime":460.295,"endTime":462.404,"body":"So I know you've been"},{"speaker":"Simon Harvey","startTime":460.295,"endTime":462.404,"body":"sitting listening in."},{"speaker":"Simon Harvey","startTime":462.575,"endTime":467.004,"body":"Any questions on how to use"},{"speaker":"Simon Harvey","startTime":462.575,"endTime":467.004,"body":"automations and how to tie that"},{"speaker":"Simon Harvey","startTime":467.004,"endTime":468.594,"body":"into the emails that you're sending?"},{"speaker":"Daniel Kleber","startTime":468.775,"endTime":471.034,"body":"Yeah, actually,"},{"speaker":"Daniel Kleber","startTime":468.775,"endTime":471.034,"body":"I do have some questions."},{"speaker":"Daniel Kleber","startTime":471.44,"endTime":472.94,"body":"It confuses me a little bit."},{"speaker":"Daniel Kleber","startTime":472.98,"endTime":477.34,"body":"There are different types of emails"},{"speaker":"Daniel Kleber","startTime":472.98,"endTime":477.34,"body":"that you can create inside HubSpot."},{"speaker":"Daniel Kleber","startTime":477.69,"endTime":481.22,"body":"How can I use those email"},{"speaker":"Daniel Kleber","startTime":477.69,"endTime":481.22,"body":"features to be effective?"},{"speaker":"Daniel Kleber","startTime":481.62,"endTime":487.019,"body":"And, uh, which one of those features"},{"speaker":"Daniel Kleber","startTime":481.62,"endTime":487.019,"body":"should I use in which use case?"},{"speaker":"Simon Harvey","startTime":487.469,"endTime":488.12,"body":"Yeah, okay."},{"speaker":"Simon Harvey","startTime":488.13,"endTime":494.069,"body":"So HubSpot got three different"},{"speaker":"Simon Harvey","startTime":488.13,"endTime":494.069,"body":"types of emails that you can select."},{"speaker":"Simon Harvey","startTime":494.26,"endTime":494.679,"body":"Yes."},{"speaker":"Simon Harvey","startTime":494.77,"endTime":499.53,"body":"Uh, first one is regular, second one is"},{"speaker":"Simon Harvey","startTime":494.77,"endTime":499.53,"body":"automated, and then the third one is what"},{"speaker":"Simon Harvey","startTime":499.53,"endTime":502.079,"body":"they call a blog or an RSS email in there."},{"speaker":"Simon Harvey","startTime":502.689,"endTime":505.959,"body":"Actually, I'll start with the third"},{"speaker":"Simon Harvey","startTime":502.689,"endTime":505.959,"body":"one, um, because that's probably"},{"speaker":"Simon Harvey","startTime":505.96,"endTime":507.85,"body":"one that most people will use less."},{"speaker":"Simon Harvey","startTime":508.295,"endTime":512.534,"body":"The blog or the RSS one in there,"},{"speaker":"Simon Harvey","startTime":508.295,"endTime":512.534,"body":"that's basically an automated"},{"speaker":"Simon Harvey","startTime":512.534,"endTime":517.875,"body":"email that HubSpot will send when"},{"speaker":"Simon Harvey","startTime":512.534,"endTime":517.875,"body":"someone updates your blog post."},{"speaker":"Simon Harvey","startTime":517.885,"endTime":519.865,"body":"So it's like a notification"},{"speaker":"Simon Harvey","startTime":517.885,"endTime":519.865,"body":"email in there."},{"speaker":"Simon Harvey","startTime":520.445,"endTime":523.025,"body":"So there's really not too much that"},{"speaker":"Simon Harvey","startTime":520.445,"endTime":523.025,"body":"you can do other than change some"},{"speaker":"Simon Harvey","startTime":523.025,"endTime":525.315,"body":"basic design parts in the blog email."},{"speaker":"Simon Harvey","startTime":525.644,"endTime":528.575,"body":"And you can put a section inside"},{"speaker":"Simon Harvey","startTime":525.644,"endTime":528.575,"body":"there that just includes the"},{"speaker":"Simon Harvey","startTime":528.585,"endTime":530.465,"body":"summary of an individual blog post."},{"speaker":"Simon Harvey","startTime":530.875,"endTime":532.755,"body":"So that's the blog and RSS email."},{"speaker":"Simon Harvey","startTime":533.175,"endTime":536.055,"body":"The other two, so regular emails."},{"speaker":"Simon Harvey","startTime":536.4,"endTime":538.76,"body":"This is more like a sort"},{"speaker":"Simon Harvey","startTime":536.4,"endTime":538.76,"body":"of a single send email."},{"speaker":"Simon Harvey","startTime":538.77,"endTime":543.62,"body":"So basically with a regular email,"},{"speaker":"Simon Harvey","startTime":538.77,"endTime":543.62,"body":"you're going to create the email content."},{"speaker":"Simon Harvey","startTime":543.65,"endTime":545.47,"body":"You're going to select a"},{"speaker":"Simon Harvey","startTime":543.65,"endTime":545.47,"body":"list at the end of that."},{"speaker":"Simon Harvey","startTime":545.51,"endTime":550.009,"body":"And then you're going to say, send this"},{"speaker":"Simon Harvey","startTime":545.51,"endTime":550.009,"body":"email to this list at a specific time."},{"speaker":"Simon Harvey","startTime":551.12,"endTime":553.1,"body":"So it's literally just"},{"speaker":"Simon Harvey","startTime":551.12,"endTime":553.1,"body":"a single send email."},{"speaker":"Simon Harvey","startTime":553.569,"endTime":556.56,"body":"The other option that you've got"},{"speaker":"Simon Harvey","startTime":553.569,"endTime":556.56,"body":"in there is an automated email."},{"speaker":"Simon Harvey","startTime":556.98,"endTime":558.76,"body":"So with an automated email."},{"speaker":"Simon Harvey","startTime":559.04,"endTime":562.65,"body":"What this is going to be doing is"},{"speaker":"Simon Harvey","startTime":559.04,"endTime":562.65,"body":"it's going to create a template email,"},{"speaker":"Simon Harvey","startTime":562.65,"endTime":566.79,"body":"basically, which is stored in the back"},{"speaker":"Simon Harvey","startTime":562.65,"endTime":566.79,"body":"in HubSpot, but not currently sent."},{"speaker":"Simon Harvey","startTime":567.28,"endTime":571.8,"body":"But then you can use that automated"},{"speaker":"Simon Harvey","startTime":567.28,"endTime":571.8,"body":"email within things like workflows,"},{"speaker":"Simon Harvey","startTime":571.809,"endTime":576.659,"body":"for example, or when somebody fills in"},{"speaker":"Simon Harvey","startTime":571.809,"endTime":576.659,"body":"a form, you can send an auto response"},{"speaker":"Simon Harvey","startTime":576.66,"endTime":578.379,"body":"email in there using a workflow."},{"speaker":"Simon Harvey","startTime":578.8,"endTime":582.51,"body":"So those are the automated"},{"speaker":"Simon Harvey","startTime":578.8,"endTime":582.51,"body":"emails that you can create."},{"speaker":"Daniel Kleber","startTime":582.78,"endTime":584.479,"body":"Okay, I think I understand."},{"speaker":"Daniel Kleber","startTime":584.479,"endTime":589.29,"body":"So the regular one is just to do"},{"speaker":"Daniel Kleber","startTime":584.479,"endTime":589.29,"body":"single send outs if you need to send"},{"speaker":"Daniel Kleber","startTime":589.3,"endTime":592.569,"body":"something to a small list of people once."},{"speaker":"Daniel Kleber","startTime":593.469,"endTime":599.81,"body":"The automated one is an email that you"},{"speaker":"Daniel Kleber","startTime":593.469,"endTime":599.81,"body":"create and reuse for specific triggers,"},{"speaker":"Daniel Kleber","startTime":599.849,"endTime":602.759,"body":"like specific actions that customers take."},{"speaker":"Daniel Kleber","startTime":602.83,"endTime":603.78,"body":"Uh huh, yeah."},{"speaker":"Daniel Kleber","startTime":604.54,"endTime":609.17,"body":"But the block RSS one, uh, I"},{"speaker":"Daniel Kleber","startTime":604.54,"endTime":609.17,"body":"didn't quite understand that."},{"speaker":"Simon Harvey","startTime":609.81,"endTime":613.27,"body":"The blog RSS one is, it's"},{"speaker":"Simon Harvey","startTime":609.81,"endTime":613.27,"body":"a little bit like an automated email."},{"speaker":"Simon Harvey","startTime":613.31,"endTime":616.95,"body":"It is an automated email, but it's"},{"speaker":"Simon Harvey","startTime":613.31,"endTime":616.95,"body":"just not a workflow based email."},{"speaker":"Simon Harvey","startTime":617.42,"endTime":621.27,"body":"So when users come to your blog,"},{"speaker":"Simon Harvey","startTime":617.42,"endTime":621.27,"body":"often you'd see a form in there"},{"speaker":"Simon Harvey","startTime":621.52,"endTime":623.26,"body":"that says subscribe to blog."},{"speaker":"Simon Harvey","startTime":624.14,"endTime":627.499,"body":"What happens then is when you go"},{"speaker":"Simon Harvey","startTime":624.14,"endTime":627.499,"body":"into the back end and you post your"},{"speaker":"Simon Harvey","startTime":627.5,"endTime":632.39,"body":"next blog post within HubSpot, if"},{"speaker":"Simon Harvey","startTime":627.5,"endTime":632.39,"body":"one of your contacts has subscribed"},{"speaker":"Simon Harvey","startTime":632.39,"endTime":636.96,"body":"to the blog, then this Email will"},{"speaker":"Simon Harvey","startTime":632.39,"endTime":636.96,"body":"be used to send to them, basically."},{"speaker":"Daniel Kleber","startTime":637.439,"endTime":640.829,"body":"Okay, so it's"},{"speaker":"Daniel Kleber","startTime":637.439,"endTime":640.829,"body":"basically also an automated email,"},{"speaker":"Daniel Kleber","startTime":640.839,"endTime":645.669,"body":"but it gets triggered differently"},{"speaker":"Daniel Kleber","startTime":640.839,"endTime":645.669,"body":"than a regular automated email."},{"speaker":"Simon Harvey","startTime":646.01,"endTime":649.509,"body":"It's specifically associated"},{"speaker":"Simon Harvey","startTime":646.01,"endTime":649.509,"body":"with the blog and it will automatically"},{"speaker":"Simon Harvey","startTime":649.51,"endTime":653.43,"body":"include the content or a summary of the"},{"speaker":"Simon Harvey","startTime":649.51,"endTime":653.43,"body":"content for that blog post, exactly."},{"speaker":"Daniel Kleber","startTime":653.519,"endTime":655.319,"body":"Okay,"},{"speaker":"Daniel Kleber","startTime":653.519,"endTime":655.319,"body":"alright, I understand."},{"speaker":"Daniel Kleber","startTime":655.529,"endTime":659.05,"body":"So, talking about these"},{"speaker":"Daniel Kleber","startTime":655.529,"endTime":659.05,"body":"different types of emails."},{"speaker":"Daniel Kleber","startTime":659.535,"endTime":663.735,"body":"I also came across the automation"},{"speaker":"Daniel Kleber","startTime":659.535,"endTime":663.735,"body":"features for sending out emails in"},{"speaker":"Daniel Kleber","startTime":663.765,"endTime":666.885,"body":"HubSpot and I came across workflows."},{"speaker":"Daniel Kleber","startTime":667.199,"endTime":674.18,"body":"But I also came across sequences, and I"},{"speaker":"Daniel Kleber","startTime":667.199,"endTime":674.18,"body":"didn't really quite understand what the"},{"speaker":"Daniel Kleber","startTime":674.3,"endTime":677.13,"body":"difference is between those two features."},{"speaker":"Simon Harvey","startTime":677.739,"endTime":680.49,"body":"Actually that's a really"},{"speaker":"Simon Harvey","startTime":677.739,"endTime":680.49,"body":"good question, I get that frequently."},{"speaker":"Simon Harvey","startTime":680.79,"endTime":682.529,"body":"So just to explain the difference then."},{"speaker":"Simon Harvey","startTime":682.7,"endTime":683.86,"body":"Workflows."},{"speaker":"Simon Harvey","startTime":684.984,"endTime":689.934,"body":"tool that you use for just general"},{"speaker":"Simon Harvey","startTime":684.984,"endTime":689.934,"body":"automations within HubSpot."},{"speaker":"Simon Harvey","startTime":689.935,"endTime":694.214,"body":"So you can use a workflow for sending"},{"speaker":"Simon Harvey","startTime":689.935,"endTime":694.214,"body":"a sequence of emails or sending a"},{"speaker":"Simon Harvey","startTime":694.214,"endTime":696.854,"body":"set of emails, not to confuse terms."},{"speaker":"Simon Harvey","startTime":697.775,"endTime":703.295,"body":"So for example, a nurture flow, a drip"},{"speaker":"Simon Harvey","startTime":697.775,"endTime":703.295,"body":"nurture, you might use a workflow for."},{"speaker":"Simon Harvey","startTime":703.295,"endTime":704.185,"body":"So when somebody."},{"speaker":"Simon Harvey","startTime":704.839,"endTime":708.499,"body":"fills in a form, they might fill in a"},{"speaker":"Simon Harvey","startTime":704.839,"endTime":708.499,"body":"form to download a workbook, and when"},{"speaker":"Simon Harvey","startTime":708.499,"endTime":711.709,"body":"they download the workbook, you might"},{"speaker":"Simon Harvey","startTime":708.499,"endTime":711.709,"body":"want to send them three or four emails"},{"speaker":"Simon Harvey","startTime":711.709,"endTime":713.459,"body":"as to how to fill in that workbook."},{"speaker":"Simon Harvey","startTime":713.65,"endTime":718.039,"body":"So that would be an example of how"},{"speaker":"Simon Harvey","startTime":713.65,"endTime":718.039,"body":"you'd use a Nurture workflow in there."},{"speaker":"Simon Harvey","startTime":718.04,"endTime":721.559,"body":"But the other thing that you can do"},{"speaker":"Simon Harvey","startTime":718.04,"endTime":721.559,"body":"with workflows is you can automate all"},{"speaker":"Simon Harvey","startTime":721.559,"endTime":723.204,"body":"sorts of other activities in there."},{"speaker":"Simon Harvey","startTime":723.484,"endTime":728.295,"body":"And you can make those workflows much"},{"speaker":"Simon Harvey","startTime":723.484,"endTime":728.295,"body":"more complicated by using branching."},{"speaker":"Simon Harvey","startTime":728.295,"endTime":731.954,"body":"So you can have, if this, then"},{"speaker":"Simon Harvey","startTime":728.295,"endTime":731.954,"body":"that type statements and options."},{"speaker":"Simon Harvey","startTime":732.425,"endTime":736.334,"body":"So in the case earlier, you might"},{"speaker":"Simon Harvey","startTime":732.425,"endTime":736.334,"body":"set something up so that when"},{"speaker":"Simon Harvey","startTime":736.334,"endTime":739.744,"body":"somebody downloads the workbook,"},{"speaker":"Simon Harvey","startTime":736.334,"endTime":739.744,"body":"it triggers that workflow."},{"speaker":"Simon Harvey","startTime":740.014,"endTime":744.974,"body":"And then if they have looked at"},{"speaker":"Simon Harvey","startTime":740.014,"endTime":744.974,"body":"a certain set of your website."},{"speaker":"Simon Harvey","startTime":745.265,"endTime":750.655,"body":"Or if they have downloaded the workbook,"},{"speaker":"Simon Harvey","startTime":745.265,"endTime":750.655,"body":"when that step comes up, you can say,"},{"speaker":"Simon Harvey","startTime":750.905,"endTime":752.564,"body":"send them an email with the first step."},{"speaker":"Simon Harvey","startTime":752.564,"endTime":754.805,"body":"If they haven't yet downloaded"},{"speaker":"Simon Harvey","startTime":752.564,"endTime":754.805,"body":"that, you might send them a"},{"speaker":"Simon Harvey","startTime":754.805,"endTime":755.875,"body":"different email that says."},{"speaker":"Simon Harvey","startTime":756.2,"endTime":758.61,"body":"Hey, you haven't yet"},{"speaker":"Simon Harvey","startTime":756.2,"endTime":758.61,"body":"downloaded our workbook, go"},{"speaker":"Simon Harvey","startTime":758.61,"endTime":760.58,"body":"and download it to get started."},{"speaker":"Simon Harvey","startTime":760.91,"endTime":761.33,"body":"Okay."},{"speaker":"Simon Harvey","startTime":761.64,"endTime":764.15,"body":"The other thing you can"},{"speaker":"Simon Harvey","startTime":761.64,"endTime":764.15,"body":"do is automate actions."},{"speaker":"Simon Harvey","startTime":764.16,"endTime":769.68,"body":"So, for example, within the workflows, you"},{"speaker":"Simon Harvey","startTime":764.16,"endTime":769.68,"body":"can use it for what we call lead scoring."},{"speaker":"Simon Harvey","startTime":769.739,"endTime":771.519,"body":"We'll go into it some future time."},{"speaker":"Simon Harvey","startTime":771.995,"endTime":775.405,"body":"And you could say when somebody"},{"speaker":"Simon Harvey","startTime":771.995,"endTime":775.405,"body":"fills in this form, look at the"},{"speaker":"Simon Harvey","startTime":775.405,"endTime":777.165,"body":"properties associated with that person."},{"speaker":"Simon Harvey","startTime":777.165,"endTime":780.485,"body":"So the company that came from, the"},{"speaker":"Simon Harvey","startTime":777.165,"endTime":780.485,"body":"country that they came from, the"},{"speaker":"Simon Harvey","startTime":780.485,"endTime":781.735,"body":"job role or something like that."},{"speaker":"Simon Harvey","startTime":781.764,"endTime":785.285,"body":"And then you could update a"},{"speaker":"Simon Harvey","startTime":781.764,"endTime":785.285,"body":"score field within HubSpot."},{"speaker":"Simon Harvey","startTime":785.325,"endTime":788.725,"body":"So you can use the automation for"},{"speaker":"Simon Harvey","startTime":785.325,"endTime":788.725,"body":"running rules to do other things,"},{"speaker":"Simon Harvey","startTime":788.804,"endTime":795.455,"body":"moving people around, adding people"},{"speaker":"Simon Harvey","startTime":788.804,"endTime":795.455,"body":"to lists, updating CRM data in there."},{"speaker":"Simon Harvey","startTime":795.475,"endTime":798.965,"body":"All of that stuff can be done"},{"speaker":"Simon Harvey","startTime":795.475,"endTime":798.965,"body":"through workflows within HubSpot."},{"speaker":"Daniel Kleber","startTime":799.555,"endTime":804.26,"body":"Okay, so you can even"},{"speaker":"Daniel Kleber","startTime":799.555,"endTime":804.26,"body":"trigger Internal processes within"},{"speaker":"Daniel Kleber","startTime":804.26,"endTime":807.34,"body":"your system, like updating data inside"},{"speaker":"Simon Harvey","startTime":807.34,"endTime":808.05,"body":"workflows."},{"speaker":"Simon Harvey","startTime":808.26,"endTime":808.91,"body":"Absolutely."},{"speaker":"Simon Harvey","startTime":808.92,"endTime":809.87,"body":"That's exactly the point."},{"speaker":"Simon Harvey","startTime":809.88,"endTime":810.13,"body":"Yeah."},{"speaker":"Simon Harvey","startTime":810.56,"endTime":810.95,"body":"Okay."},{"speaker":"Simon Harvey","startTime":810.95,"endTime":811.549,"body":"That sounds"},{"speaker":"Daniel Kleber","startTime":811.549,"endTime":812.43,"body":"quite useful."},{"speaker":"Daniel Kleber","startTime":813.81,"endTime":815.71,"body":"And what about the sequences?"},{"speaker":"Daniel Kleber","startTime":815.72,"endTime":816.589,"body":"What's the difference"},{"speaker":"Simon Harvey","startTime":816.589,"endTime":816.889,"body":"there?"},{"speaker":"Simon Harvey","startTime":817.19,"endTime":821.419,"body":"So sequences are really"},{"speaker":"Simon Harvey","startTime":817.19,"endTime":821.419,"body":"designed for sales emails."},{"speaker":"Simon Harvey","startTime":821.43,"endTime":823.759,"body":"So they have one very specific use."},{"speaker":"Simon Harvey","startTime":823.98,"endTime":827.81,"body":"And the big difference between a"},{"speaker":"Simon Harvey","startTime":823.98,"endTime":827.81,"body":"sequence and a workflow, a sequence"},{"speaker":"Simon Harvey","startTime":827.81,"endTime":833.02,"body":"can only send emails and assign tasks"},{"speaker":"Simon Harvey","startTime":827.81,"endTime":833.02,"body":"to the person that sent those emails."},{"speaker":"Simon Harvey","startTime":833.02,"endTime":835.07,"body":"They're very sort of limited"},{"speaker":"Simon Harvey","startTime":833.02,"endTime":835.07,"body":"as to what they can do."},{"speaker":"Simon Harvey","startTime":835.91,"endTime":840.57,"body":"The key thing is as well, when you"},{"speaker":"Simon Harvey","startTime":835.91,"endTime":840.57,"body":"send an email from HubSpot, That email"},{"speaker":"Simon Harvey","startTime":840.57,"endTime":845.19,"body":"will go out from one of HubSpot's email"},{"speaker":"Simon Harvey","startTime":840.57,"endTime":845.19,"body":"servers, which is great, but the trouble"},{"speaker":"Simon Harvey","startTime":845.19,"endTime":849.169,"body":"is that there's many corporate email"},{"speaker":"Simon Harvey","startTime":845.19,"endTime":849.169,"body":"servers that look out and say, okay,"},{"speaker":"Simon Harvey","startTime":849.169,"endTime":852.31,"body":"this email has come from HubSpot, it's"},{"speaker":"Simon Harvey","startTime":849.169,"endTime":852.31,"body":"been flagged as a marketing email, and"},{"speaker":"Simon Harvey","startTime":852.31,"endTime":855.03,"body":"it will put it into like the newsletter"},{"speaker":"Simon Harvey","startTime":852.31,"endTime":855.03,"body":"box, for example, in your Gmail."},{"speaker":"Simon Harvey","startTime":855.859,"endTime":860.0,"body":"The thing with a sequence is that"},{"speaker":"Simon Harvey","startTime":855.859,"endTime":860.0,"body":"sequences integrate directly in"},{"speaker":"Simon Harvey","startTime":860.0,"endTime":861.619,"body":"with your corporate mail server."},{"speaker":"Simon Harvey","startTime":861.629,"endTime":865.519,"body":"So when you send an email through"},{"speaker":"Simon Harvey","startTime":861.629,"endTime":865.519,"body":"a sequence, if I sent an email,"},{"speaker":"Simon Harvey","startTime":865.519,"endTime":868.899,"body":"it would come literally from my"},{"speaker":"Simon Harvey","startTime":865.519,"endTime":868.899,"body":"Demodia email address, and you would"},{"speaker":"Simon Harvey","startTime":868.9,"endTime":870.73,"body":"see it's from Simon at Demodia."},{"speaker":"Simon Harvey","startTime":871.439,"endTime":874.3,"body":"And the mail server knows"},{"speaker":"Simon Harvey","startTime":871.439,"endTime":874.3,"body":"that this has come directly"},{"speaker":"Simon Harvey","startTime":874.31,"endTime":876.68,"body":"from the Demodia email server."},{"speaker":"Simon Harvey","startTime":877.06,"endTime":881.439,"body":"And also I will be able to actually see,"},{"speaker":"Simon Harvey","startTime":877.06,"endTime":881.439,"body":"you know, in my outbox, for example,"},{"speaker":"Simon Harvey","startTime":881.44,"endTime":884.779,"body":"there, I'll be able to see all of"},{"speaker":"Simon Harvey","startTime":881.44,"endTime":884.779,"body":"the actual emails that come to here."},{"speaker":"Simon Harvey","startTime":884.779,"endTime":887.09,"body":"And if somebody hit reply on one"},{"speaker":"Simon Harvey","startTime":884.779,"endTime":887.09,"body":"of those emails, then it would"},{"speaker":"Simon Harvey","startTime":887.09,"endTime":888.93,"body":"come directly back into my inbox."},{"speaker":"Simon Harvey","startTime":889.36,"endTime":893.71,"body":"So the sequences is a really good"},{"speaker":"Simon Harvey","startTime":889.36,"endTime":893.71,"body":"way of sending sales type emails."},{"speaker":"Simon Harvey","startTime":894.05,"endTime":899.73,"body":"And the use case I use frequently is when"},{"speaker":"Simon Harvey","startTime":894.05,"endTime":899.73,"body":"I'm doing a follow up, for example, after"},{"speaker":"Simon Harvey","startTime":899.73,"endTime":901.68,"body":"an event or after I've met somebody."},{"speaker":"Simon Harvey","startTime":902.06,"endTime":904.56,"body":"I might send them an email to"},{"speaker":"Simon Harvey","startTime":902.06,"endTime":904.56,"body":"say, you know, thanks very much"},{"speaker":"Simon Harvey","startTime":904.56,"endTime":906.04,"body":"for meeting us at the trade show."},{"speaker":"Simon Harvey","startTime":906.43,"endTime":910.03,"body":"And sometimes people will reply"},{"speaker":"Simon Harvey","startTime":906.43,"endTime":910.03,"body":"straight away and get back to you"},{"speaker":"Simon Harvey","startTime":910.03,"endTime":911.45,"body":"and you can start a conversation."},{"speaker":"Simon Harvey","startTime":911.86,"endTime":915.519,"body":"But very often what will happen is"},{"speaker":"Simon Harvey","startTime":911.86,"endTime":915.519,"body":"you'll sit there for three or four"},{"speaker":"Simon Harvey","startTime":915.519,"endTime":916.86,"body":"days and you won't hear anything."},{"speaker":"Simon Harvey","startTime":916.86,"endTime":921.515,"body":"So at that point in time, With a"},{"speaker":"Simon Harvey","startTime":916.86,"endTime":921.515,"body":"sequence, you can automate that next"},{"speaker":"Simon Harvey","startTime":921.515,"endTime":925.155,"body":"action that then says, you know,"},{"speaker":"Simon Harvey","startTime":921.515,"endTime":925.155,"body":"we talked about this particular"},{"speaker":"Simon Harvey","startTime":925.155,"endTime":927.025,"body":"problem while you came to our booth."},{"speaker":"Simon Harvey","startTime":927.395,"endTime":929.335,"body":"Have you had any more thoughts about it?"},{"speaker":"Simon Harvey","startTime":929.845,"endTime":932.814,"body":"And then you can wait a period of"},{"speaker":"Simon Harvey","startTime":929.845,"endTime":932.814,"body":"time and send the next one in there"},{"speaker":"Simon Harvey","startTime":932.814,"endTime":936.805,"body":"that sort of says, we've got a case"},{"speaker":"Simon Harvey","startTime":932.814,"endTime":936.805,"body":"study of a company similar to yours"},{"speaker":"Simon Harvey","startTime":937.165,"endTime":939.39,"body":"that's done this sort of thing before."},{"speaker":"Simon Harvey","startTime":939.93,"endTime":943.08,"body":"How about let's have a chat, whatever"},{"speaker":"Simon Harvey","startTime":939.93,"endTime":943.08,"body":"it is in there, but they're much more"},{"speaker":"Simon Harvey","startTime":943.09,"endTime":948.32,"body":"sales emails, basically, and it's about"},{"speaker":"Simon Harvey","startTime":943.09,"endTime":948.32,"body":"simplifying the life of a salesperson."},{"speaker":"Simon Harvey","startTime":948.67,"endTime":949.21,"body":"Okay,"},{"speaker":"Daniel Kleber","startTime":949.689,"endTime":951.6,"body":"I think I"},{"speaker":"Daniel Kleber","startTime":949.689,"endTime":951.6,"body":"understand the difference."},{"speaker":"Daniel Kleber","startTime":951.89,"endTime":955.78,"body":"So the main benefit of a sequence"},{"speaker":"Daniel Kleber","startTime":951.89,"endTime":955.78,"body":"is that it sends the email"},{"speaker":"Daniel Kleber","startTime":955.78,"endTime":957.77,"body":"directly from your email server."},{"speaker":"Daniel Kleber","startTime":958.24,"endTime":959.85,"body":"So it looks like you sent it out."},{"speaker":"Daniel Kleber","startTime":960.285,"endTime":961.735,"body":"From your email client."},{"speaker":"Simon Harvey","startTime":961.995,"endTime":962.825,"body":"Yeah, exactly."},{"speaker":"Simon Harvey","startTime":962.965,"endTime":966.045,"body":"One thing I did forget to"},{"speaker":"Simon Harvey","startTime":962.965,"endTime":966.045,"body":"mention actually with a workflow."},{"speaker":"Simon Harvey","startTime":966.735,"endTime":970.184,"body":"Workflows are triggered based"},{"speaker":"Simon Harvey","startTime":966.735,"endTime":970.184,"body":"on actions or something that's"},{"speaker":"Simon Harvey","startTime":970.185,"endTime":971.545,"body":"happening within the CRM."},{"speaker":"Simon Harvey","startTime":971.545,"endTime":972.755,"body":"It's completely automated."},{"speaker":"Simon Harvey","startTime":972.755,"endTime":976.864,"body":"So as I said earlier, with a sequence,"},{"speaker":"Simon Harvey","startTime":972.755,"endTime":976.864,"body":"the only way of getting enrolled"},{"speaker":"Simon Harvey","startTime":976.864,"endTime":979.385,"body":"into a sequence is if I select you."},{"speaker":"Simon Harvey","startTime":979.635,"endTime":982.834,"body":"So I have to say, I want"},{"speaker":"Simon Harvey","startTime":979.635,"endTime":982.834,"body":"to send Daniel an email."},{"speaker":"Simon Harvey","startTime":982.864,"endTime":984.604,"body":"I want to send you a sequence basically."},{"speaker":"Simon Harvey","startTime":984.604,"endTime":989.875,"body":"And then I go in and I trigger the"},{"speaker":"Simon Harvey","startTime":984.604,"endTime":989.875,"body":"sequence and I select you and I can"},{"speaker":"Simon Harvey","startTime":989.915,"endTime":991.814,"body":"then say, I send this email to you."},{"speaker":"Simon Harvey","startTime":991.814,"endTime":995.224,"body":"So it's not an automated"},{"speaker":"Simon Harvey","startTime":991.814,"endTime":995.224,"body":"thing like with workflows."},{"speaker":"Simon Harvey","startTime":995.684,"endTime":996.174,"body":"Uh huh."},{"speaker":"Daniel Kleber","startTime":996.184,"endTime":996.304,"body":"Okay."},{"speaker":"Daniel Kleber","startTime":996.504,"endTime":998.334,"body":"So you have to manually."},{"speaker":"Daniel Kleber","startTime":998.69,"endTime":1001.06,"body":"Trigger the sequences yeah per"},{"speaker":"Simon Harvey","startTime":1001.06,"endTime":1004.23,"body":"person exactly that and"},{"speaker":"Simon Harvey","startTime":1001.06,"endTime":1004.23,"body":"the other thing is that when you're"},{"speaker":"Simon Harvey","startTime":1004.25,"endTime":1009.9,"body":"manually triggering them is that when I"},{"speaker":"Simon Harvey","startTime":1004.25,"endTime":1009.9,"body":"send that sequence to you the first thing"},{"speaker":"Simon Harvey","startTime":1009.91,"endTime":1013.409,"body":"HubSpot will do is it will show me all"},{"speaker":"Simon Harvey","startTime":1009.91,"endTime":1013.409,"body":"of the individual emails that are part"},{"speaker":"Simon Harvey","startTime":1013.53,"endTime":1018.969,"body":"of that sequence and basically I can"},{"speaker":"Simon Harvey","startTime":1013.53,"endTime":1018.969,"body":"then personalize those emails manually."},{"speaker":"Simon Harvey","startTime":1019.545,"endTime":1022.265,"body":"So it will put in some"},{"speaker":"Simon Harvey","startTime":1019.545,"endTime":1022.265,"body":"automated personalization."},{"speaker":"Simon Harvey","startTime":1022.265,"endTime":1025.895,"body":"I can include that in the templates,"},{"speaker":"Simon Harvey","startTime":1022.265,"endTime":1025.895,"body":"but then I can go through and say at"},{"speaker":"Simon Harvey","startTime":1025.905,"endTime":1029.535,"body":"this trade show, we talked about this"},{"speaker":"Simon Harvey","startTime":1025.905,"endTime":1029.535,"body":"so I can type in very specific stuff"},{"speaker":"Simon Harvey","startTime":1029.535,"endTime":1033.675,"body":"that's directly related to conversations"},{"speaker":"Simon Harvey","startTime":1029.535,"endTime":1033.675,"body":"that you and I have had or to things"},{"speaker":"Simon Harvey","startTime":1033.675,"endTime":1037.174,"body":"that I've learned about your company in"},{"speaker":"Simon Harvey","startTime":1033.675,"endTime":1037.174,"body":"there before those emails get sent out."},{"speaker":"Simon Harvey","startTime":1037.474,"endTime":1037.734,"body":"Okay,"},{"speaker":"Daniel Kleber","startTime":1038.275,"endTime":1044.125,"body":"so sequences are not a"},{"speaker":"Daniel Kleber","startTime":1038.275,"endTime":1044.125,"body":"good way to send out to a lot of people"},{"speaker":"Daniel Kleber","startTime":1044.125,"endTime":1050.615,"body":"or a big list of people, but If you have"},{"speaker":"Daniel Kleber","startTime":1044.125,"endTime":1050.615,"body":"to send sales stuff to an individual."},{"speaker":"Simon Harvey","startTime":1050.965,"endTime":1053.274,"body":"Yeah, if you're gonna"},{"speaker":"Simon Harvey","startTime":1050.965,"endTime":1053.274,"body":"send stuff to an individual, that's"},{"speaker":"Simon Harvey","startTime":1053.274,"endTime":1055.035,"body":"the way to do it precisely, yeah."},{"speaker":"Daniel Kleber","startTime":1055.234,"endTime":1058.064,"body":"Alright, that"},{"speaker":"Daniel Kleber","startTime":1055.234,"endTime":1058.064,"body":"answers, uh, most of my questions"},{"speaker":"Simon Harvey","startTime":1058.064,"endTime":1058.324,"body":"here."},{"speaker":"Simon Harvey","startTime":1058.514,"endTime":1058.975,"body":"Good."},{"speaker":"Simon Harvey","startTime":1059.715,"endTime":1062.905,"body":"Thank you very much then, Daniel,"},{"speaker":"Simon Harvey","startTime":1059.715,"endTime":1062.905,"body":"and catch up again next week."},{"speaker":"Simon Harvey","startTime":1063.254,"endTime":1063.524,"body":"Thank"},{"speaker":"Daniel Kleber","startTime":1063.534,"endTime":1064.204,"body":"you, Simon."},{"speaker":"Daniel Kleber","startTime":1064.315,"endTime":1065.695,"body":"I hope you have a great week."},{"speaker":"Simon Harvey","startTime":1074.494,"endTime":1076.375,"body":"Thanks as"},{"speaker":"Simon Harvey","startTime":1074.494,"endTime":1076.375,"body":"always, Daniel, for joining me."},{"speaker":"Simon Harvey","startTime":1076.635,"endTime":1078.125,"body":"It's great to have you around."},{"speaker":"Simon Harvey","startTime":1078.515,"endTime":1082.425,"body":"And of course, listeners, if you"},{"speaker":"Simon Harvey","startTime":1078.515,"endTime":1082.425,"body":"have any questions about implementing"},{"speaker":"Simon Harvey","startTime":1082.445,"endTime":1086.575,"body":"anything that we've discussed on these"},{"speaker":"Simon Harvey","startTime":1082.445,"endTime":1086.575,"body":"podcasts, then feel free to send them"},{"speaker":"Simon Harvey","startTime":1086.575,"endTime":1088.905,"body":"through to either myself or Daniel."},{"speaker":"Simon Harvey","startTime":1089.195,"endTime":1092.845,"body":"We're both on LinkedIn, or you"},{"speaker":"Simon Harvey","startTime":1089.195,"endTime":1092.845,"body":"can reach us through the website."},{"speaker":"Simon Harvey","startTime":1092.865,"endTime":1095.264,"body":"There's a contact form on"},{"speaker":"Simon Harvey","startTime":1092.865,"endTime":1095.264,"body":"there, so just fill that in."},{"speaker":"Simon Harvey","startTime":1095.314,"endTime":1098.915,"body":"Say you've listened to the podcast,"},{"speaker":"Simon Harvey","startTime":1095.314,"endTime":1098.915,"body":"you can ask your question, and we'll"},{"speaker":"Simon Harvey","startTime":1098.915,"endTime":1100.835,"body":"answer them in a future episode."},{"speaker":"Simon Harvey","startTime":1101.875,"endTime":1104.615,"body":"One of the most important things to"},{"speaker":"Simon Harvey","startTime":1101.875,"endTime":1104.615,"body":"take away, I think, from Daniel's"},{"speaker":"Simon Harvey","startTime":1105.115,"endTime":1109.885,"body":"questions, It was the difference between"},{"speaker":"Simon Harvey","startTime":1105.115,"endTime":1109.885,"body":"sequences and workflows in HubSpots."},{"speaker":"Simon Harvey","startTime":1110.754,"endTime":1114.245,"body":"That's, as I mentioned, a question"},{"speaker":"Simon Harvey","startTime":1110.754,"endTime":1114.245,"body":"that comes up so frequently, people"},{"speaker":"Simon Harvey","startTime":1114.245,"endTime":1115.555,"body":"are very confused about that."},{"speaker":"Simon Harvey","startTime":1116.17,"endTime":1121.76,"body":"So as a reminder, sequences typically"},{"speaker":"Simon Harvey","startTime":1116.17,"endTime":1121.76,"body":"tend to be used for sales conversations."},{"speaker":"Simon Harvey","startTime":1122.29,"endTime":1126.379,"body":"So they're when you just want to"},{"speaker":"Simon Harvey","startTime":1122.29,"endTime":1126.379,"body":"send a chain of emails and you"},{"speaker":"Simon Harvey","startTime":1126.38,"endTime":1128.02,"body":"want them to be personalised."},{"speaker":"Simon Harvey","startTime":1128.03,"endTime":1130.67,"body":"You know, you want to be able to"},{"speaker":"Simon Harvey","startTime":1128.03,"endTime":1130.67,"body":"change each one of those template"},{"speaker":"Simon Harvey","startTime":1130.74,"endTime":1134.769,"body":"emails to base it around the"},{"speaker":"Simon Harvey","startTime":1130.74,"endTime":1134.769,"body":"person that you're sending it to."},{"speaker":"Simon Harvey","startTime":1135.62,"endTime":1139.62,"body":"On the other hand, workflows"},{"speaker":"Simon Harvey","startTime":1135.62,"endTime":1139.62,"body":"have far more broad applications."},{"speaker":"Simon Harvey","startTime":1140.1,"endTime":1143.0,"body":"So you can use those for"},{"speaker":"Simon Harvey","startTime":1140.1,"endTime":1143.0,"body":"sending bulk emails, of course."},{"speaker":"Simon Harvey","startTime":1143.62,"endTime":1147.529,"body":"Uh, and you can use visitor activity"},{"speaker":"Simon Harvey","startTime":1143.62,"endTime":1147.529,"body":"or other things to trigger those"},{"speaker":"Simon Harvey","startTime":1147.529,"endTime":1149.399,"body":"emails and to route those emails."},{"speaker":"Simon Harvey","startTime":1149.909,"endTime":1154.33,"body":"But the other thing that they can"},{"speaker":"Simon Harvey","startTime":1149.909,"endTime":1154.33,"body":"do is automate changes to data and"},{"speaker":"Simon Harvey","startTime":1154.36,"endTime":1156.0,"body":"other things within your system."},{"speaker":"Simon Harvey","startTime":1156.37,"endTime":1160.719,"body":"So workflows really are, and you should"},{"speaker":"Simon Harvey","startTime":1156.37,"endTime":1160.719,"body":"think of them much more like a sort"},{"speaker":"Simon Harvey","startTime":1160.719,"endTime":1165.25,"body":"of a process automation engine that's"},{"speaker":"Simon Harvey","startTime":1160.719,"endTime":1165.25,"body":"really there to help you automate other"},{"speaker":"Simon Harvey","startTime":1165.26,"endTime":1167.71,"body":"backend sales and marketing processes."},{"speaker":"Simon Harvey","startTime":1168.819,"endTime":1172.72,"body":"So if you're having problems"},{"speaker":"Simon Harvey","startTime":1168.819,"endTime":1172.72,"body":"creating or setting up your sales"},{"speaker":"Simon Harvey","startTime":1172.72,"endTime":1175.059,"body":"emails or workflow automations."},{"speaker":"Simon Harvey","startTime":1175.565,"endTime":1178.935,"body":"Then of course you can hire a member"},{"speaker":"Simon Harvey","startTime":1175.565,"endTime":1178.935,"body":"of the Authentic Engagement team."},{"speaker":"Simon Harvey","startTime":1179.665,"endTime":1181.495,"body":"Just go to wantauthentic."},{"speaker":"Simon Harvey","startTime":1181.504,"endTime":1185.824,"body":"com to hire an expert who will show"},{"speaker":"Simon Harvey","startTime":1181.504,"endTime":1185.824,"body":"you how to increase the effectiveness"},{"speaker":"Simon Harvey","startTime":1185.824,"endTime":1189.834,"body":"of your marketing and give you an"},{"speaker":"Simon Harvey","startTime":1185.824,"endTime":1189.834,"body":"easy way to grow your business."},{"speaker":"Simon Harvey","startTime":1190.574,"endTime":1194.584,"body":"So we're at the point in the show again"},{"speaker":"Simon Harvey","startTime":1190.574,"endTime":1194.584,"body":"where I want to give you a set of concrete"},{"speaker":"Simon Harvey","startTime":1194.584,"endTime":1199.435,"body":"actions that you can take away to help you"},{"speaker":"Simon Harvey","startTime":1194.584,"endTime":1199.435,"body":"improve your own marketing and to drive"},{"speaker":"Simon Harvey","startTime":1199.475,"endTime":1201.395,"body":"business through your sales pipeline."},{"speaker":"Simon Harvey","startTime":1202.135,"endTime":1206.405,"body":"Today I'd like to do something that"},{"speaker":"Simon Harvey","startTime":1202.135,"endTime":1206.405,"body":"will really benefit your business."},{"speaker":"Simon Harvey","startTime":1207.045,"endTime":1210.005,"body":"It's the thing that will make"},{"speaker":"Simon Harvey","startTime":1207.045,"endTime":1210.005,"body":"the most difference to your"},{"speaker":"Simon Harvey","startTime":1210.055,"endTime":1212.235,"body":"early success, I guarantee you."},{"speaker":"Simon Harvey","startTime":1212.935,"endTime":1218.514,"body":"What I want you to do, is I want"},{"speaker":"Simon Harvey","startTime":1212.935,"endTime":1218.514,"body":"you to write me a sales sequence."},{"speaker":"Simon Harvey","startTime":1219.195,"endTime":1223.445,"body":"If you're using HubSpot, you can"},{"speaker":"Simon Harvey","startTime":1219.195,"endTime":1223.445,"body":"set this up as a sequence of emails."},{"speaker":"Simon Harvey","startTime":1224.285,"endTime":1228.261,"body":"If not, you can draft the emails in"},{"speaker":"Simon Harvey","startTime":1224.285,"endTime":1228.261,"body":"a Word document or a Google Doc or"},{"speaker":"Simon Harvey","startTime":1228.261,"endTime":1230.045,"body":"something like that, ready to send out."},{"speaker":"Simon Harvey","startTime":1231.125,"endTime":1233.785,"body":"So here's what I want you"},{"speaker":"Simon Harvey","startTime":1231.125,"endTime":1233.785,"body":"to put into those emails."},{"speaker":"Simon Harvey","startTime":1235.085,"endTime":1239.625,"body":"For email one, I want you to introduce"},{"speaker":"Simon Harvey","startTime":1235.085,"endTime":1239.625,"body":"yourself, and I want you to tell me"},{"speaker":"Simon Harvey","startTime":1239.665,"endTime":1246.634,"body":"about the problem that I, I'm gonna play"},{"speaker":"Simon Harvey","startTime":1239.665,"endTime":1246.634,"body":"your hero, have, and I want you to tell"},{"speaker":"Simon Harvey","startTime":1246.635,"endTime":1248.325,"body":"me how you can help me to solve that."},{"speaker":"Simon Harvey","startTime":1249.215,"endTime":1251.834,"body":"Doesn't have to be a long email,"},{"speaker":"Simon Harvey","startTime":1249.215,"endTime":1251.834,"body":"doesn't have to be a detailed"},{"speaker":"Simon Harvey","startTime":1251.835,"endTime":1253.085,"body":"explanation of your solution."},{"speaker":"Simon Harvey","startTime":1253.095,"endTime":1254.664,"body":"We're going to come on to that in a bit."},{"speaker":"Simon Harvey","startTime":1255.61,"endTime":1260.939,"body":"In the second email, I want you"},{"speaker":"Simon Harvey","startTime":1255.61,"endTime":1260.939,"body":"to elaborate on that problem."},{"speaker":"Simon Harvey","startTime":1261.139,"endTime":1264.32,"body":"I want you to dig into it and"},{"speaker":"Simon Harvey","startTime":1261.139,"endTime":1264.32,"body":"explain to me the symptoms"},{"speaker":"Simon Harvey","startTime":1264.32,"endTime":1266.399,"body":"that I see within my business."},{"speaker":"Simon Harvey","startTime":1266.719,"endTime":1268.669,"body":"So what pains do I feel?"},{"speaker":"Simon Harvey","startTime":1269.49,"endTime":1272.85,"body":"And I want you to tell me where"},{"speaker":"Simon Harvey","startTime":1269.49,"endTime":1272.85,"body":"they're going to lead if I"},{"speaker":"Simon Harvey","startTime":1272.879,"endTime":1274.499,"body":"don't do something about them."},{"speaker":"Simon Harvey","startTime":1275.495,"endTime":1279.615,"body":"In email three, you're going to"},{"speaker":"Simon Harvey","startTime":1275.495,"endTime":1279.615,"body":"introduce me to your solution."},{"speaker":"Simon Harvey","startTime":1279.895,"endTime":1284.254,"body":"So this is the time now that you can"},{"speaker":"Simon Harvey","startTime":1279.895,"endTime":1284.254,"body":"dive in to how you do what you do,"},{"speaker":"Simon Harvey","startTime":1284.304,"endTime":1286.474,"body":"whether that be a service or a product."},{"speaker":"Simon Harvey","startTime":1286.814,"endTime":1290.044,"body":"You can tell me how you're going"},{"speaker":"Simon Harvey","startTime":1286.814,"endTime":1290.044,"body":"to solve that problem for me."},{"speaker":"Simon Harvey","startTime":1290.684,"endTime":1294.405,"body":"So don't forget at the end of this,"},{"speaker":"Simon Harvey","startTime":1290.684,"endTime":1294.405,"body":"tell me how I can engage with you."},{"speaker":"Simon Harvey","startTime":1295.875,"endTime":1297.025,"body":"Tell me to reply."},{"speaker":"Simon Harvey","startTime":1297.105,"endTime":1298.905,"body":"Tell me about a form on your website."},{"speaker":"Simon Harvey","startTime":1299.264,"endTime":1301.385,"body":"And if I'm ready, then I"},{"speaker":"Simon Harvey","startTime":1299.264,"endTime":1301.385,"body":"can go through to that."},{"speaker":"Simon Harvey","startTime":1301.385,"endTime":1303.764,"body":"But don't be overly pushy at this point."},{"speaker":"Simon Harvey","startTime":1304.834,"endTime":1306.094,"body":"For email four."},{"speaker":"Simon Harvey","startTime":1306.285,"endTime":1307.655,"body":"We're going to use some authority."},{"speaker":"Simon Harvey","startTime":1308.475,"endTime":1311.765,"body":"So in email four, I want you"},{"speaker":"Simon Harvey","startTime":1308.475,"endTime":1311.765,"body":"to talk about a customer."},{"speaker":"Simon Harvey","startTime":1312.225,"endTime":1313.345,"body":"Use a quote from there."},{"speaker":"Simon Harvey","startTime":1313.345,"endTime":1318.954,"body":"Talk about a customer testimonial or tell"},{"speaker":"Simon Harvey","startTime":1313.345,"endTime":1318.954,"body":"me something about a similar project that"},{"speaker":"Simon Harvey","startTime":1318.955,"endTime":1321.324,"body":"you've done before for a related company."},{"speaker":"Simon Harvey","startTime":1322.705,"endTime":1327.175,"body":"This is the point where you need to"},{"speaker":"Simon Harvey","startTime":1322.705,"endTime":1327.175,"body":"start to show me as your customer"},{"speaker":"Simon Harvey","startTime":1327.615,"endTime":1331.245,"body":"what success looks like and how"},{"speaker":"Simon Harvey","startTime":1327.615,"endTime":1331.245,"body":"my life is going to look like once"},{"speaker":"Simon Harvey","startTime":1331.245,"endTime":1332.725,"body":"I've actually engaged with you."},{"speaker":"Simon Harvey","startTime":1333.39,"endTime":1335.61,"body":"So we're moving on a bit to email five."},{"speaker":"Simon Harvey","startTime":1335.64,"endTime":1340.45,"body":"This is optional but I found it to be"},{"speaker":"Simon Harvey","startTime":1335.64,"endTime":1340.45,"body":"pretty useful, particularly if the people"},{"speaker":"Simon Harvey","startTime":1340.46,"endTime":1342.77,"body":"haven't yet contacted you or replied."},{"speaker":"Simon Harvey","startTime":1343.24,"endTime":1347.03,"body":"This is your opportunity"},{"speaker":"Simon Harvey","startTime":1343.24,"endTime":1347.03,"body":"now to address an objection."},{"speaker":"Simon Harvey","startTime":1347.709,"endTime":1349.694,"body":"So often when you're going through"},{"speaker":"Simon Harvey","startTime":1347.709,"endTime":1349.694,"body":"and you're talking to people"},{"speaker":"Simon Harvey","startTime":1349.695,"endTime":1351.285,"body":"People as part of a sales cycle."},{"speaker":"Simon Harvey","startTime":1351.595,"endTime":1354.365,"body":"You'll hear the same things"},{"speaker":"Simon Harvey","startTime":1351.595,"endTime":1354.365,"body":"coming back over and over again."},{"speaker":"Simon Harvey","startTime":1354.375,"endTime":1356.705,"body":"You know, your company is the"},{"speaker":"Simon Harvey","startTime":1354.375,"endTime":1356.705,"body":"wrong size for our company."},{"speaker":"Simon Harvey","startTime":1356.705,"endTime":1359.324,"body":"This is the wrong product for our markets."},{"speaker":"Simon Harvey","startTime":1359.624,"endTime":1362.235,"body":"Uh, you know, you've not got"},{"speaker":"Simon Harvey","startTime":1359.624,"endTime":1362.235,"body":"experience in our industry."},{"speaker":"Simon Harvey","startTime":1362.235,"endTime":1365.094,"body":"Your prices are too expensive,"},{"speaker":"Simon Harvey","startTime":1362.235,"endTime":1365.094,"body":"whatever they happen to be."},{"speaker":"Simon Harvey","startTime":1365.405,"endTime":1366.835,"body":"Put those things down."},{"speaker":"Simon Harvey","startTime":1367.185,"endTime":1371.575,"body":"Whatever you commonly hear, address"},{"speaker":"Simon Harvey","startTime":1367.185,"endTime":1371.575,"body":"those up front, and I guarantee"},{"speaker":"Simon Harvey","startTime":1371.575,"endTime":1374.975,"body":"you that your customers will see"},{"speaker":"Simon Harvey","startTime":1371.575,"endTime":1374.975,"body":"you as more honest and authentic."},{"speaker":"Simon Harvey","startTime":1375.985,"endTime":1379.465,"body":"Then in your last email, I want"},{"speaker":"Simon Harvey","startTime":1375.985,"endTime":1379.465,"body":"you to go for the sales pitch."},{"speaker":"Simon Harvey","startTime":1380.215,"endTime":1383.184,"body":"This is really where we're going to"},{"speaker":"Simon Harvey","startTime":1380.215,"endTime":1383.184,"body":"get into the sales side of things, and"},{"speaker":"Simon Harvey","startTime":1383.184,"endTime":1386.464,"body":"you're going to use that three step"},{"speaker":"Simon Harvey","startTime":1383.184,"endTime":1386.464,"body":"plan that we've discussed in earlier"},{"speaker":"Simon Harvey","startTime":1386.594,"endTime":1391.474,"body":"episodes to explain how to engage with"},{"speaker":"Simon Harvey","startTime":1386.594,"endTime":1391.474,"body":"you, what will happen when they do,"},{"speaker":"Simon Harvey","startTime":1391.875,"endTime":1395.335,"body":"and what the outcome is that they can"},{"speaker":"Simon Harvey","startTime":1391.875,"endTime":1395.335,"body":"expect once they've worked with you."},{"speaker":"Simon Harvey","startTime":1396.189,"endTime":1398.309,"body":"So I know there's a lot of work in there."},{"speaker":"Simon Harvey","startTime":1399.06,"endTime":1402.47,"body":"It's more effort than I typically tend"},{"speaker":"Simon Harvey","startTime":1399.06,"endTime":1402.47,"body":"to ask you to do for these particular"},{"speaker":"Simon Harvey","startTime":1402.47,"endTime":1406.849,"body":"sections, but once you get this right,"},{"speaker":"Simon Harvey","startTime":1402.47,"endTime":1406.849,"body":"that's when you're going to start to"},{"speaker":"Simon Harvey","startTime":1406.849,"endTime":1411.41,"body":"see interest in your business increasing"},{"speaker":"Simon Harvey","startTime":1406.849,"endTime":1411.41,"body":"and the money start to roll in."},{"speaker":"Simon Harvey","startTime":1412.18,"endTime":1415.32,"body":"What I really don't want to see at"},{"speaker":"Simon Harvey","startTime":1412.18,"endTime":1415.32,"body":"this point in time is a chain of"},{"speaker":"Simon Harvey","startTime":1415.32,"endTime":1419.32,"body":"hard sell emails pushing me to book a"},{"speaker":"Simon Harvey","startTime":1415.32,"endTime":1419.32,"body":"meeting from the very first instance."},{"speaker":"Simon Harvey","startTime":1419.55,"endTime":1422.69,"body":"You know, I don't care if"},{"speaker":"Simon Harvey","startTime":1419.55,"endTime":1422.69,"body":"your sales rep is in my area."},{"speaker":"Simon Harvey","startTime":1422.93,"endTime":1426.76,"body":"I get those things so often through"},{"speaker":"Simon Harvey","startTime":1422.93,"endTime":1426.76,"body":"LinkedIn or email and I just hit delete."},{"speaker":"Simon Harvey","startTime":1426.775,"endTime":1427.425,"body":"Delete."},{"speaker":"Simon Harvey","startTime":1428.125,"endTime":1431.264,"body":"And if you don't get a mail back"},{"speaker":"Simon Harvey","startTime":1428.125,"endTime":1431.264,"body":"straight away, then don't just"},{"speaker":"Simon Harvey","startTime":1431.264,"endTime":1434.764,"body":"send a follow up saying, it seems"},{"speaker":"Simon Harvey","startTime":1431.264,"endTime":1434.764,"body":"like you missed my earlier message."},{"speaker":"Simon Harvey","startTime":1434.764,"endTime":1435.605,"body":"I'll try again."},{"speaker":"Simon Harvey","startTime":1436.145,"endTime":1438.114,"body":"No, I didn't miss your earlier message."},{"speaker":"Simon Harvey","startTime":1438.285,"endTime":1440.525,"body":"I just don't care about"},{"speaker":"Simon Harvey","startTime":1438.285,"endTime":1440.525,"body":"it enough to reply."},{"speaker":"Simon Harvey","startTime":1440.525,"endTime":1442.935,"body":"You didn't give me enough"},{"speaker":"Simon Harvey","startTime":1440.525,"endTime":1442.935,"body":"of a reason to reply."},{"speaker":"Simon Harvey","startTime":1443.825,"endTime":1445.464,"body":"So think about those things."},{"speaker":"Simon Harvey","startTime":1445.835,"endTime":1449.385,"body":"There's quite a bit of work there, but"},{"speaker":"Simon Harvey","startTime":1445.835,"endTime":1449.385,"body":"once you get this right, that's when"},{"speaker":"Simon Harvey","startTime":1449.385,"endTime":1453.905,"body":"you're going to start seeing interest"},{"speaker":"Simon Harvey","startTime":1449.385,"endTime":1453.905,"body":"increasing and the money start rolling in."},{"speaker":"Simon Harvey","startTime":1454.71,"endTime":1459.61,"body":"Once you've done that, send me your"},{"speaker":"Simon Harvey","startTime":1454.71,"endTime":1459.61,"body":"documents or add me to your email sequence"},{"speaker":"Simon Harvey","startTime":1459.94,"endTime":1461.82,"body":"and I'll give you my honest feedback."},{"speaker":"Simon Harvey","startTime":1462.02,"endTime":1465.86,"body":"And I promise that I will give you"},{"speaker":"Simon Harvey","startTime":1462.02,"endTime":1465.86,"body":"ideas to improve your communication."},{"speaker":"Simon Harvey","startTime":1466.549,"endTime":1469.55,"body":"Just send them through to"},{"speaker":"Simon Harvey","startTime":1466.549,"endTime":1469.55,"body":"me at simon at domodia."},{"speaker":"Simon Harvey","startTime":1469.79,"endTime":1473.769,"body":"com Typically, I get around 5"},{"speaker":"Simon Harvey","startTime":1469.79,"endTime":1473.769,"body":"or 6 people a week that send"},{"speaker":"Simon Harvey","startTime":1473.77,"endTime":1475.27,"body":"me examples through to review."},{"speaker":"Simon Harvey","startTime":1475.625,"endTime":1478.975,"body":"So the one thing I will ask is that"},{"speaker":"Simon Harvey","startTime":1475.625,"endTime":1478.975,"body":"if I take a few days to get back"},{"speaker":"Simon Harvey","startTime":1478.975,"endTime":1480.725,"body":"to you, I haven't forgotten you."},{"speaker":"Simon Harvey","startTime":1481.625,"endTime":1484.285,"body":"That's all for today's episode of"},{"speaker":"Simon Harvey","startTime":1481.625,"endTime":1484.285,"body":"the authentic marketing podcast."},{"speaker":"Simon Harvey","startTime":1485.415,"endTime":1488.185,"body":"Thanks as always for listening"},{"speaker":"Simon Harvey","startTime":1485.415,"endTime":1488.185,"body":"and don't forget to bookmark"},{"speaker":"Simon Harvey","startTime":1488.525,"endTime":1490.305,"body":"podcast and follow us on LinkedIn."},{"speaker":"Simon Harvey","startTime":1491.035,"endTime":1495.175,"body":"I love to hear what you want to know and"},{"speaker":"Simon Harvey","startTime":1491.035,"endTime":1495.175,"body":"how I'm helping your business succeed."},{"speaker":"Simon Harvey","startTime":1496.205,"endTime":1497.135,"body":"See you next time."}]}