Marketing Automation is Your Secret Weapon for Getting New Clients

On Demand Webinar
Air Date: 
May 10, 2017

Duration: 1 hour
Niall Durkan
Bryan Tobin

It’s all about placing marketing automation right in their hands.

By using marketing automation in your pitch, you can demonstrate your expertise with the platform and personalize your demo to show prospective clients exactly what they’re missing.

Download the recording of this webinar, where Niall Durkan of Durkan Group shares his insights on using marketing automation software to win over more clients. He’ll cover how to:

  • Use marketing automation to sell marketing automation
  • Personalize each pitch with the client’s data, logo, etc.
  • Increase monthly recurring revenue by 30% or more
Featured Presenters:

Niall Durkan

President and Founder – Durkan Group

Before open-source content management systems even existed, Niall was leveraging his experience in application development to craft custom web solutions. In 2003, he cut the corporate cord and started a full-service digital agency just outside of Philly.


Bryan Tobin

Training and Usability Manager - SharpSpring

As Usability Manager, Bryan is responsible for creating content to help users get the most out of SharpSpring. This includes maintaining the support forum and creating instructional “how to” videos. Working in collaboration with Marketing, Support, and Development, Bryan helps create an exemplary experience for every user.

No time to watch? Read the full transcript here.

Bryan: All right, let’s go ahead and get started. Everyone, thank you, again, for taking the time to attend the presentation today. I’m Bryan Tobin. I’m one of our product managers here at SharpSpring, and we’re gonna be talking about the secret weapon of getting new clients on marketing automation and how we can do that. Because a lot of the things that we’ve seen folks struggle with from both a kind of an internal selling to get people on board with the idea of using market technology as well as a prospective customer that you as an agency might be working with to get someone onboard. You know, what do we do? And how do we start? And where do we go to actually make all of this work for you? So, we’re going to…well, Niall is gonna be leading our presentation today, talking about some things that he’s found to be successful in getting folks onboard. So, we’re gonna knock out some quick housekeeping, and then we’ll start the presentation in a moment.

So, the audience is kind of a mixed bag. We have existing SharpSpring partner agencies. If we’ve spoken before, glad that you guys are here and happy to be chatting again. I hope we have some folks out there that maybe have heard of SharpSpring, might working our internal team and may consider coming on board. So I hope this gives you a flavor of what it’s like to work with us as a company and some of the things that we like to do. And then there are people who are the in-house marketing experts, the marketing directors, CMOs who are joining today to get a better understanding of, you know, what marketing automation is, and why is it beneficial to my company? Pretty simple, so, these events are not salesy. We’re not trying to sell you SharpSpring. We’re more so introducing this idea of marketing automation and trying for these sessions to be thought leadership. We wanna share marketing best practices and provide some real-world stories of what you can do to get people on board with this concept and how to actually go ahead and get started.

If you have questions, ask them. All the phone lines are muted. It’s just a way for us to run this in a much more efficient manner, but please send your questions using the chat box. We have a representative on that window that can answer those questions for you. We do live Q&A at the end, so if you have questions you wanna hold until the end, that’s fine as well. You can ask them in the chat at that point or ask them as they come up, because we do log all the questions, and we address the ones that are good for the larger audience at the end of the call. You can interact with us on Twitter. We love that. Use the #SharpTweet, or you can just tweet @SharpSpring directly. If you can send questions that way, feedback, commentary, really anything you want, we’d love to hear it. If something happens, and you have to hop off, or maybe something that we’re showing here you think would be valuable for a colleague, or a co-worker or friend, we do record all of these presentations, and we distribute the slides after the fact.

During the call today, we’re gonna have two surveys, two polls that will pop up. The first kind of taking a temperature gauge for what folks in the audience are doing. That way we can make sure our conversation is relevant to the objectives here. The second one will be at the end. It’s a call-to-action for what you all want more of. So, if you want more information on Niall’s strategy, we can connect with Niall. If you want more information on SharpSpring, if you wanna talk to me about marketing automation, we’ll connect you to the right folks at that time. And we do that with a poll. For the partners, excuse me, on the call, we do have a springboard live this Friday, kind of a cool one. The goal for this is to take a look at resources that your agency has and how to make the most of them and then how to make those work in the context of SharpSpring so using media center, using our email tool, landing pages, effectively looking at the existing or pre-existing content that you have and helping make the most of it. And then for our partners who join the partner led webinars, we have Ascend who is a fantastic company who does a bunch of marketing research who’ll be joining us next week. And we’re gonna talk about kinda the state of marketing automation.

I figure most folks that are on here know the growth trajectory of this piece of technology, and we’re gonna back that up with some really cool stats from our friends at Ascend. If you are a partner, and you want to do something cool, something similar like we’re doing today, you can email Koertni Adams whose email is at the bottom of the slide right here. And you can go ahead and start coordinating a time that we can perhaps schedule a partner led webinar led by yourself. With that, let’s go ahead and knock onto the introductions. Myself, here on the product management team do a lot of work with customers, making sure that we’re kind of building an application that people wanna see and get the most out of. And then, Niall, if wouldn’t mind giving a quick introduction of yourself.

Niall: Sure, Bryan, thanks for having me today. I’m excited to be on. So, my name’s Niall Durkan. I am president and owner of Durkan Group. We’re a digital agency just outside of Philadelphia, so we have 10 folks that are full-time. And we’re definitely much heavier on the, say, designing and encoding front, so we’re not a marketing agency, really. We definitely are the yin to the yang of a marketing agency in terms of we’re very heavy focused on doing very high-end design and also, you know, any complex web applications, you know, from simple to complex. I would definitely encourage you to, you know, at some point, take a look at some of our work at to get a better idea of some of the things that we do here. So, what I’ll be doing is talking about…you know, my discussion here is based on an agency perspective that was written that you can find in SharpSpring. So, with that, I believe I’ve got the controls here. I’ll go ahead.

So, yeah, I’ve kind of covered an idea of who it is and what we do. We’ve been using SharpSpring for probably a little over three years. So, when I’d originally, you know, I had originally decided that, “Hey, we really need to get going with marketing automation for ourselves,” I was interested in also looking at a potential solution that we could use for other clients. So, I’m in and out of the product every day. We use it extensively. So, what I’m really looking to do here is kind of give you some very actionable advice and, you know, show you how we’ve made it work for ourselves and how we’ve kinda set it up to be very easy to explain to potential customers. I’ve gotta throw out the disclaimer. This is one of my designers looking at the presentation, because we do very high-end grade design, whereas I have them working on other projects and not the presentation itself. So that’s kind of my skill there. So, we had, you know, in high school, we all had goofy jobs, my friends and I. I ended up picking corn out in the fields, and I had a couple of friends that worked in a pet store, and moving the puppies was a hard task. And you were definitely rewarded financially if you were able to sell a puppy.

So, one of my guys’ friend kinda became the closer. He wasn’t particularly a…you know, he didn’t have a good rap. You know, so we all kinda wondered, you know, “Why is it Kevin? How are you the one to close and to sell the puppies?” And I remember asking him, and he said, “Well, you know, to tell you the truth all I do is pick up the puppy and just hand it to either the mother of the kids who usually…the mother first, because if you give it to the kids first, the mother will even be more annoyed with you.” So, the same kinda concept appears here is that, you know, if you’re at something behind a glass, you know, or if you’re not really touching it and feeling it, it doesn’t have as much of an impact. And that’s one of the premises that I have here. One of the things I’ll kind of start off with, just as a general…a lot of the inspiration that I took to put together this approach, some of you folks might be familiar with 37 Signals. They build base camp…you know, a number of base league, SaaS-based web applications that are used, you know, a lot by agencies.

And they put out a book called “Getting Real,” and I’ve referenced it a lot in different areas of the business, and particularly when you’re talking about a marketing automation is is that, you know, when you’re showing something and doing a demo, put it in the user’s context. Talk their language, you know, don’t use, for any of our designs, even, you know, isn’t something that we use. People just don’t identify, especially when you’re running a demo on software. They really wanna see something that lines up with their business, making it very, you know, something that they can really grab onto. So, what I’m gonna do is I’m gonna walk you through an opportunity that came to us and basically how we set it up in such a way that it really was effortless when we went in to pitch market automation.

So, first, how did the opportunity even come about? We basically track, you know, visitor ID which is a component…for those of you who aren’t using SharpSpring, it’s a really valuable tool that I look at all the time, and it’s showing all of the users, kind of hitting your site. And it’s showing known users, meaning that somebody who filled out a form on your website, or maybe they clicked on a link that was sent to them through SharpSpring, but it also does a great job tracking your anonymous traffic. So, if we were to say, you know, 2% of folks who fill out a form on your website, if that was your conversion rate, that would be a great conversion rate. So, what happens with that other 98%? I’d say that, you know, roughly 10% to 20% visitor ID is identifying what the company is. So, again, this is very tailored towards, you know, B2B which, you know, I feel the majority of the audience is here. So, I happen to be taking a look at a visitor ID, and I could see a company looking at us. Went out to take a look at the company, they’re in Collegeville, only 20 minutes away from me, and it was very clear from their current website, it wasn’t responsive, just the design was lacking.

So, what I do typically in that case is I’ve got somebody who’s looking at the site. I know what company they’re coming from. I can use some of SharpSpring’s nifty lookups to kind of see, you know, who the contacts are within the company. And for my particular business, I’m usually looking for whoever’s heading up sales or whoever might be the director of marketing. And if the lookups aren’t showing it to me directly, even if they are, I kind of validate it by going over to LinkedIn, and I take a look at the company contacts. And then what I’ll start with is just we have a nicely branded postcard, which you can see here in kind of the third step here. And I, you know, write a hand-written card and basically say, “Hey, you know, either yourself or somebody from your organization was taking a look at our site. We noticed, you know, we…” and really kind of keeping it very low-key, you know. “If you’d like to contact us to discuss, you know, what we can do for you, you know, reach out to us.”

So, what happened was is that postcard hit, and they decided…you know, the head of sales had one of his folks reach out to me, and we set up a meeting, and that’s really how this whole opportunity kind of came to be. Just as a word of advice, if you are using SharpSpring, just to share with you how we use it for…we have a drip campaign for handling anonymous leads. So, if a company’s looking at you, you know, I’ll go through that process of finding out who the person might be, send them a hand-written card, and then, really, one week later, we’ll send an email and a week after that place a phone call. So, that’s been very effective for us, you know, in terms of landing some really good clients that have a nice recurring revenue associated with them. It’s worked out quite well, and I would definitely, you know, recommend, you know, something like that for others. Obviously, it varies, you know, depending on the target of your company. You know, if it’s GlaxoSmithKline looking at you or a massive company, this might not be as applicable, because it’s really hard to find, you know, who that person could potentially be that’s looking at your site. With us, the companies are small to medium-sized. It’s a little bit easier, and it works out quite well.

So, with that, that got us introduced to the client, and we had an initial meeting and, you know, I had done very high-level kind of talking about marketing automation with them as well as a host of other things, doing a full redesign. So, from there we decided, “Well, why don’t we set up a meeting with the owners of the company, and we’ll go in there and, you know, talk about what we can do, from redesigning their website, you know, stepping up their branding.” And they also have a lot of interest in this. And even when you get into the process that I’ve described before in terms of sending out that postcard, a lot of times, you know, they’ll kinda say, “How did you know us? How did you know that we were looking at the site?” And it’s a really good lead into a lot of things that you can talk about with marketing automation.

So, I had this meeting scheduled to talk to the top brass of the company and wanted to prepare, you know, things that are across the different services that we provide. So what I did was I set up an instance with SharpSpring, and it takes a very little effort. You know, you, really, in a matter of minutes basically, can establish an instance. So, this, again, not all clients are gonna be ideal for this approach. After you set up the instance, what I did was I sent over the code and said, “Hey, can you add this to your website so that, you know, we can see SharpSpring and the client’s website speaking to one another.” You know, some companies can be very wary of doing something like that, or maybe the relationship with their webmaster is fractured, and they’re nervous about, you know, having that code added. In this case, it was very easy.

The code gets added, and then after it’s added, I can just take a look at their instance in SharpSpring, and I can start to see some of that traffic flowing in. The idea of this is just quick and easy, you know, not to make this burdensome, because they’re not even signed on as a real client yet. So, I don’t get into, you know, deep integration. I don’t bother with integrating any forms, but basically, step one, just set up the instance and stand it up and add the tracking code to the website is what we did. Then what I did was it was basically time to load up contacts and create opportunities. So, I did this by accommodation. You know, I took a look at some of the companies that I could see visiting them through visitor ID. And then basically, I would kinda do the same process where I’d look out to LinkedIn or, you know, some of the lookups that SharpSpring offers, and I would, you know, basically start off with a spreadsheet where I came up with 10 contacts. And they would be first name, first name, company title and email.

Some of them were from looking at the visitor ID and coming up with the companies. Others were from looking at the website where they did have some case studies, and they did reference clients. I would just go over to LinkedIn, look them up. And what I’m entering in there, you know, I’m taking a guess at the email. The email might not even be correct, but, again, all we’re doing is using this for demo purposes. I also include myself as a contact. Sometimes I’ll name myself and associate myself with the company but keeping that email address the same. The idea is that you can send an email to yourself, click through to it and kind of show them how you can see user activity on their site. So, from there, I made up a couple of opportunities just to load up the pipeline. Again, you’re really kinda taking your best guess. In this case, the potential client was…they make manufacturing equipment that does interleaving and stacking, so it kind of separates, you know…imagine getting your pack of Bubba burgers, and they’re separated with pieces of paper, the burgers are. That’s kind of what they do.

So, I made up a couple of opportunities, you know, burger processing line. Again, I was able to reference some of the case studies on their existing site, but really, just kind of winging it, making it up in terms of putting a title to it and putting a monetary value to the opportunity. And really, then basically, step three was, you know, setting up a nice responsive email that had the client branding on it. So, the way I kinda set mine up was just it would be a follow-up email from a conversation. In this case, I knew that they had been at a trade show, and they’d mentioned wanting to send out something to the folks that they had met up with at the trade show. So, I kinda came up with the template, had a nice intro paragraph, a couple of links to click on to go up to their site to view, you know, supporting material, you know, videos, data sheets, that type of thing. And then I sent it to myself, and then I was to open up the email, click through to it, and then you could then see my activity. And kind of basically, the purpose for doing that is load it up with data so you can show them, “Hey. If you send out a blast and somebody receives it, if they start to go through and click through, this is the granular, you know, how you can see they’ve been interacting with your site and further kind of explain it.”

So, really, I’d say that process, those steps that that I have right there, one, two, three, probably took me maybe three hours at most, I would say, to go through. So, then time for the meeting, we go in there and spend time discussing kind of non-marketing automation-related issues, you know, the branding, the redesign and that type of thing. And then it was time go right in and start demoing SharpSpring and, you know, showing them how marketing automation works. I always kind of introduce it with the premise that, you know, “Hey, you can set up an instance, and, you know, the instance, you know, the platform talks to your website. And then if somebody fills out a form on your website, or if they receive an email and click on it, you’re really tracking them pretty extensively.” And the whole idea that, “Hey, you’ll know their past activity on the site, and if they come in 60 days or 6 months, and they’re on your site, you’re gonna know about it right away. So, you know that there’s, like, a really high level of intent. What you decide to do from there, whether you pick up the phone and call them or how you handle it from there is really up to you.”

So, when I started of the demo, I kind of pulled up their instance. I went straight into visitor ID, and I just explained that using those kind of, rough percentages, “Hey, 2% convert, you know, what happens to the other folks visiting your site, 10% to 20% you can see the company that’s looking at you.” That to them, just pulling it up and then seeing it…and by the way, I’m sure a lot of you know, you can really kind of get that similar data out of analytics, but the thing is is that very few do. So, I could see as soon as I pulled it up, their reaction, “Oh, okay, they’re looking at us.” And they were listing out competitors we’re looking at, and the data was live, and it wasn’t something like I had to show screencaps or kind of, you know, some other company’s data. It was their company and based on their data, and they could see that, you know, one of their competitors was on the site, you know, late into the evening. They could see a couple of existing clients. So it was very much like an aha moment, “Wow, that’s really interesting. This is who’s looking at us,” and really just putting everything in their context.

So, from there I was able to show them, you know, the companies that are looking at you would be able to drill in and do a few lookups, kind of see how they can cull that information and determine who potentially they should be reaching out to. We’re able to really dive into a lot of different features in the visitor ID. Since I had opened up an email, they could see…I could show them exactly, you know, the difference between a known contact versus an anonymous contact, kind of how they were going through. And really, with that, there’s so much that you can get into in marketing automation. You know, when you’re showing them this data, we talked a lot about, “Hey, you don’t have to be shotgun-blasting clients with content. You don’t wanna be sending something for the application of a burger plan to somebody who doesn’t deal with that. All they deal with is pastries.” So, explaining the concept that with this tracking at this granular level, you can really get away from a shotgun-blast approach and sending very highly tailored and relevant content to them based on what their needs are. And that really resonated with them.

A couple of other things that resonated was just the fact…the ease of use being able to send out the emails. We talked about the difference between, you know, something that’s a scheduled email, something that’s in a workflow versus kind of, like, a one-off email which was in this case, you know, sending out a meeting confirmation, for example, and the idea of, you know, always including some resources that they can use in the emails. From there, we jumped over into the pipeline. It’s always interesting to see what their perspective was in terms of, you know, how close I was to putting a monetary amount to the project or to the opportunity that was in the pipeline. I think in the pipeline, it’s good to throw one in there, that’s kind of amusing, you know, that will get some chuckles out of them. They could easily see the pipeline and kind of how that process worked, you know, being able to track the different opportunities.

And obviously, there’s tons more that you can get into. We covered lead scoring kind of how that’s set up and worked, the default configurations. The big thing, though, is that they saw everything in their context. When I was demo-ing to them, they were looking at an email that was branded with their…you know, had their branding on it, and it looked a lot better than anything that we’re putting out today. So, it was just really important in terms of making that and putting everything in their context and, you know, using contacts that they either knew, or it was from a company that they knew. At this point after running through the demo, it wasn’t even an effort in terms of selling them on marketing automation. They were there. They could see it. It was a little bit scary in that they looked at it and said, “This already set up. Wow. All we have to is go with it,” which is great, and it’s also…you know, you have to explain well, there’s a lot more to it potentially in terms of the workflow is that you wanna set up and that type of thing.

But I’d say that’s one thing that’s great about SharpSpring and really marketing automation in general. Particularly, with price point, simply just setting up the instance and sending out emails and monitoring that visitor ID. You know, the benefits that they get at the price point are just…they’re right there, and the nice thing is that it doesn’t have to be a huge project. It doesn’t have to be a very overwhelming thing where, you know… It really varies. The companies that we speak to, some of them have content being produced regularly and have that, you know, infrastructure kind of already for, you know, kicking out and having a content strategy. Others don’t. You know, they wanna get there, but they’re not just there quite yet. The great thing about this, though, is when you demo it that, you know, you can see the benefit that they’re gonna get out of it, even if they’re just, you know, dipping their toes into marketing automation. You don’t have to start out and make it an overwhelming project where you have all these demands to, you know, put out content on a regular schedule basis if you really don’t have the resources to do it. Even if you just start off with visitor ID and emails and having just a real basic campaign, the benefits that you’ll get out of it will be great.

And I’d say, you know, really, it’s all about in terms of the commitment. Our initial…when we started using marketing automation, it was really we wanted to just prove it for ourselves first before showing it to other companies and becoming familiar with it. And that’s one thing that I’d really urge is that if you’re not using it already, and if you are an agency, is really leveraging, you know, getting an instance up and running for yourselves. And that drip campaign I described, you know, assuming that your B2B, and the size of the companies are kind of what I was describing, you know, it’s really a no-brainer, you know, something nicely branded that’s going out the door hand-written. And that along with, you know, follow-up emails and calls, for us, that’s generated a lot of business, a lot of new opportunities. I’d say tens of thousands in recurring revenue has risen to just in a very simple campaign like that.

So, I find that, you know, making this successful is really making the commitment to familiarize yourself with it. It yourself, and then, you know, showing others, and really, when you do go to show others, you know, just, again, putting it right in their context. Use their data. You know, tie it in as much as you possibly can versus doing a demo of, “Hey, what it could do…” When they see it with in the context of their business, it’s really powerful, and it is like handing over that puppy. You can feel it. You can identify with it and really grasp, you know, how it can positively benefit the company. And the nice thing is that when you set up that instance there, you know, some of the work is done to a certain extent. So, it’s had a big impact on our business. I can tell you. And with that, I’d say what I’d like to do is just open up for questions, Bryan.

Bryan: So, one of the things I wanted to kind of emphasize as we…this idea of making it real is kind of a big selling factor, and the whole strategy here, that’s what we’re trying to do. We’re getting people on…we’re getting people to not only understand, like, “Here’s this tool.” But they’re seeing their data in there even with the kind of funny opportunities like Niall was talking about. It still starts letting them conceptualize what they wanna do with the platform. So, and, you know, anyone here that’s done sales, when you hop on a prospective sales call, one of the first things you’re supposed to do is research the companies that when you’re talking to them, you can have a more pointed conversation towards that person. So, this kinda just takes that to the next level, because what we’re doing here is instead of just talking prospectively about how this could impact you, they’re seeing the initial impact already just with that site tracking code being on there. So that was the last plug that I wanted to put in before we go ahead and go to our Q&A. Niall, anything that you wanna add before we go and start the questions?

Niall: Yeah, that’s a good point, Bryan. It’s absolutely…when you do that upfront work in familiarizing yourself with the potential client, by the end of that meeting, we were viewed as just the experts who knew them, who understood their business. So, you know, it was really a nice combination of, “Hey, wow, look at what this platform can do for us, and look at what the technology can do for us.” But we’ve got a partner sitting here who, you know, took the time to set this up who, through the process of setting it up, got to really know us and who we are, and it is very powerful. You know, that versus just, you know, if I were to show up there and, you know, show a sample, you know, instance with data from another company. You know, it just doesn’t have the same effect, and that gets back to the folks at 37 Signals and that getting real. You know, just make it about the client. Make sure they can grasp it, because otherwise, it’s just not quite as meaningful. It’s a little bit harder for them to wrap their heads around.

Bryan: That’s exactly correct. And for the folks here that have been on SharpSpring product demo, you know, one of the things we do is we’ll show you your own Life of the Lead and show your website interactions and what you did with us. So, kind of the… If you’re wondering, you know, “How do I implement this strategy if maybe I’m working with clients that I can’t get that code on their site.” I recommend that. We think that’s a great way to get people to buy in on what exactly you’re doing. Because some people see their own website interactions from, you know, six days to six months to whatever timeframe ago it was to their current visit today, it kinda hammers home the value prop better understanding our customers based on their website interactions and then creating compelling and personalized content based on those actions and behavior. First one is kind of, I think, one that I was actually thinking of during the call as well. So, with a pitch like you did for this company that you just described, from a preparation perspective, I know you said it took about three hours to get everything built in app. Outside of that, do you have, like, a rough estimate of the amount of time it takes to prepare for a pitch like that?

Niall: You know, I would say that, you know, all said and done, I would probably stick to that maybe four hours. You know, and, again, we’re hitting it a little bit differently. I’m using the software day in and day out, so, you know, I really already have in the back of my head, you know, all the different features that I can use and that type of thing. But I would say that, all said and done, the process of setting up the instance, loading the concepts, prepping everything, plus maybe another hour was really, you know, all I needed going in there.

Bryan: Which is what you want, because we don’t wanna start doing the heavy lifting until the customers say yes. So, it’s pretty easy to get that going, and then honestly, the pitch should be fairly effective if we’re using the information that we have in our own instance as well as other analytics tools to make sure we’re having that pointed conversation once we get our foot in the door. The next one, the next question… Go ahead.

Niall: I was just gonna add, right, it’s a nice balance to me. You know, four hours is a no-brainer when I looked at the potential revenue coming out of the opportunity, yet it wasn’t…you know, and it wasn’t overkill at the same time.

Bryan: It’s like, right in that perfect medium of it’s just enough work to get the, hopefully, fish on the hook, but we’re not throwing out 20 lines is what we’re doing. Can I make more fishing analogies? Is that good? Does that capture the idea, folks? Sorry, it’s a Florida thing. The next one that come in…so, when, you know, say you talk to the prospect of a customer. They’re excited, but they’re not ready yet, so what do you do with the code that you put on their site? Do you actively try to get it off? Do you don’t care that it goes on there? Talk about your strategy when things don’t…when you don’t get that immediate thumbs up.

Niall: Yeah, you know, and I have had that happen before with initial, you know, some existing clients basically, that weren’t ready to do it. And really, it’s just deleting the instance and having the code removed, nothing more than that, and that’s the nice thing about this. It’s not a big deal to create an instance, you know, and to just get that up there. So, in the case that I ran through here, talking about this was a brand new potential client. You can imagine it’s a much even easier lower barrier of entry if you’re using it for existing clients, which I’ve done before as well, where, you know, you already have the relationship cemented. You already have some understanding of their business, and again, it’s kind of the same process of, hey, you know, put up an instance and send over a tracking code and then arrange a meeting to kind of review it. But I have had the case where, you know, for whatever reason they were just ready to go with it, and it’s just as simple as deleting the instance and removing the code from the site.

Bryan: And we actually just had a follow-up question from that question was the…what is the tracking code that we’re talking about? So, just a clarifying thing for…great question by the way. This is the code that we use to track the website impressions and interactions from SharpSpring. It’s just a simple piece of Javascript that goes on the company’s website. So, for those who are curious what we’re talking about when we said, “tracking code,” it’s just a small piece of Javascript. I think it’s maybe 10 lines and just goes in the client’s head tag of their site, so just clarifying question there. And that’s the last question that we have, so, Niall, any closing remarks before we go ahead and end the presentation?

Niall: I would say, you know, just I would encourage, you know, making that commitment. If you make a commitment to the platform, even for yourselves, it’s just that much easier to, you know, use when you’re advocating for marketing automation and for other clients. Yeah, I’d say that’s mostly it. I’m at I would definitely encourage folks to take a look at the site. I also have a blog entry in there that takes a look at comparing Hubspot to SharpSpring. We did a lot of ground work when we were, you know, taking on marketing automation as an effort in terms of looking at the different platforms out there. So, again, you know, we try to keep it agnostic. Most of our business is the high-end design and the development, so a lot of the projects that we come across, there’s usually a marketing firm that’s already in the mix, and they may have a platform that’s already been recommended and already implemented prior to redesign. But I can’t say enough good things about our experiences with SharpSpring in terms of that.

Bryan: Well, we’ll send you the check in the mail for that, that quick plug at the end, thank you.

Niall: I’m not even getting paid for it.

Bryan: Hey, Niall, thank you so much. Everyone that joined today, we threw the contact information up on the screen. We’ll make sure to send the updated and corrected emails out in the follow-up email. Agency partners hope to see you on the screen board live this Friday, and then all the folks here, if you’d like to attend the Ascend webinar next week, we’ll talk about kind of the state of marketing automation with some very fun compelling stats behind it. We’d love to see you there, and with that we’ll go ahead and close. Hope everyone has a great remainder of your day, and we will talk soon.

Niall: Great, thanks for your time.

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