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Hello everybody, this is Scott Bradley coming to you from www.scottbradley.name, and in this
Evernote video I am going to do a follow up based on the past video that I did about CRM and take
it one step further. If you are in a sales based role that involves reaching out to people, following
up with people, getting them to make decisions, selling your product, and if you're in the real
estate niche, the credit card processing niche, selling advertising niche where you're in a constant
state of needing to reach out and prospect and manage people through a funnel you're going to
absolutely love this video in how you can use Evernote to manage that entire process for you.
Now I'm just going to warn you that maybe a little long of a video, but I know that by the end of
this video you're going to go "Wow, this is an amazing system. It's totally free. I can set it up now
and go to the races with it." So it may be a little long because there may be some more explanation
than normal in past videos, so I'm just warning you ahead of time. I don't know how long this
video is going to go. But I'm going to be as clear and thorough as I possibly can, so you get the
value that you need so you can start implementing it as soon as possible.
So typically, let's just say for instance that you are in the real estate niche and you're looking to get
listings for homes. And let's say that one of the ways that you go and network and get to touch
people and talk about what you do is you go to networking events locally. So I'm going to show
you how this systems works assuming that scenario. Again, your scenario maybe different
depending on what you sell and the steps that go through that process. So again, as I told you in
past videos if you wanted to send me what you do and what business that you're in so then I can
make a custom Evernote setup for you for a future video.
What I want you to do is send me an email to evernotescott@gmail.com with the subject line how
would you dot, dot, dot and in that message I want you to put "I'm in this business. Here's what I
do. I would need an Evernote setup for this type of scenario." Again, I know that this scenario is
not going to apply to everybody in the sales based while watching this video, but it will get your
head thinking about how you can set this, a similar system up for you.
So going back to my example, you're a real estate agent. One of the ways that you collect
information about possible ways to get listings is through networking at individual networking
events locally. So here is how to set this up first before you start populating it and leveraging it.
What you want to do is you want to create a notebook stack, and I call this the funnel notebook
stack. So the title of the stack is funnel, and based on this example below again this may be custom
for someone else in different bits, but here is kind of the
big general framework of where I'm thinking from.
The very first notebook that you want is, and again I've done A through H just for the sake of
organization from top to bottom. I know on the desktop version that you'll be able to manipulate
the places of where notebooks go, but again the web-based version doesn't allow you to do that.
So again, I'm just going to list them off. The first notebook is A business cards. Next notebook is A
cold leads. Next notebook is A warm. Next notebook is C current prospects. Next notebook is D
appointment scheduled. Next notebook is E needs follow up after appointment. Next notebook is F
customer. Next notebook is G drip/nurture. And the next notebook is H dead. So that's the
notebook framework that you want to set up. And then the next framework that you want to set up is
your tagging framework. Let me tell you what you need to create.
As you know in past videos I've created tagging frameworks with three or four letters before an
actual tag. Basically the reason why I do this is because I want to know what tags are associated to
what notebook. So as you saw in previous ones, my contact notebook that had all my contacts. I
had specific tags that said con graphic designer, con real estate investor, etcetera. So for this one
since our notebook stack is called funnel,
the prefix that we're going to use is fun and then the tag name.
So here are the tags that you want to setup before you start using this. First one is fun A waiting on,
and again I'd used the A and the Zs and the different letters before just for the sake of organization,
as I said earlier. So the first one is fun A waiting on. Next one is fun cold call 1 no message or no
mess. Next one is fun cold called 1 spoke. Next one is fun cold called 2 no mess. Next one is fun
cold called 2 spoke. Next one is cold called 3 message left. Next one is fun cold called 3 spoke.
Next one is fun FU call 1 plus message and that FU stands for follow up, so fun follow up call 1
plus mess. Next one is fun, the letters FU call 2 plus mess.
Next one is fun FU call 3 plus final mess.
And again these fun FU it's funnel follow up call 3 final message, funnel follow up call 2 message,
funnel follow up call 1 message. And again I'm just using the FU, yes it is a derogatory term so we
could all laugh about it now. But FU is just that short word for follow up that's why I put it that
way. Last part of the tags, fun FU warm up call 1 mess, fun warm call 2 mess... oh that should
have fun FU warm call 2 mess, fun FU warm call 3 mess. I'm just going to rename these right now
so we don't get confused - save, rename, save. And then the last ones are fun Z dead. Next one is
fun Z drip/nurture. Last one is fun Z hot. So I know that's a lot to setup, but you're going to see why
this is valuable in a second. So again setup the notebook stack with these notebooks.
Setup the tags with all these tags.
Now, going back to the example of you local networking events as a real estate agent, you're going
to get business cards from people. You're going to network. You're going to learn. You're going to
meet people, so on and so forth. So let's just say you get a business card from Sally Sue who's in
your local area, and your conversation dealt with talking about her wanting to possibly sell her
house. So here is what you would do. Every lead that either starts in the warm category, the cold
leads, or the Z business A business cards.
Now I do know that if you have inbound marketing coming in and you've put banners out and flyers
out and all that stuff, any leads that come in from those first go into current prospects. But typically
when most people get started in the sales based role, I'm doing this assuming that you're just
getting started. But if you were doing a lot of inbound marketing, your first contacts that come to
you would be coming in at current prospects. But more likely than not, again going back to our
scenario the local networking business cards, cold leads, warm.
Now the warm people are the ones that you already know. The cold leads are ones that you may
have bought somewhere. Business cards are stuff that you've done networking with or you've met
in person. So again, going with our example, what we're going to do is every note within each
notebook here is going to be tied to one person. So we're going to do new note in business card,
and let's just say this note her name is Sally Sue. And what I would put here is Sally Sue. I would
also put here phone number and e-mail, and then also say, the date, so let's see 5-6-13.
Explain how you met them and what you talked about. Met at networking event about XYZ
whatever, creativity is escaping me right now. And she mentioned that she wanted to possibly sell
her house. I told her I would call her back. So, what I do here is that's the first note tied to my
business card notebook where she starts. So I like to put a line there, and again with this handy
dandy thing up here. And so, what I would do is at that point is I would say I would then it kind of
explains where she starts, what happens, etcetera.
Now let's say a couple of days passed, you are deciding to call and follow up with Sally Sue, and
probably you put a note in your reminder, in your calendar to say call Sally Sue and you can also
put here "Put in calendar to call her on 5-7-13" and that's probably going to be put in your iPhone
or your smart phone and it's going to give you that reminder as you start your day. So let's say that
5-7 comes around and it's time to give her a call, so you're going to give her a call and you're
either going to have a couple of things happen. You're going to get her and speak to her. You're
going to get her voicemail, or you're going to speak to her and
she's going to want to schedule an appointment.
So let's go on the first scenario. Let's say you call her and you don't get her on the phone. So what
you would do in that scenario would be to go up to your tags and type in fun follow up call 1
message. And you left a message just saying "Hey Sally, this is Scott calling. We met at the
networking event" blah, blah, blah follow up call 1 message. Now she, since she started in
business cards when you make that call, you would click her and drag her to current prospects. So
she's out of your current starting point and you know that she is all in your current prospects, and
the last action that you've done with her was you followed up
with the call 1 and you left a message.
So again you'd update this and go 5-7-13 called to follow up on conversation, got voicemail, left
message and sent an e-mail reply asking what's happening and if she wants to reschedule. So again
you go to your e-mail, you'd send that e-mail and she'd be sitting here on your current prospects.
Again, you'd probably go back to your warm and start making your calls. So if you've already
figured out by now what these tags are, are basically telling you, what was the last action that I
took with my prospect and so I know where they are in my funnel.
So again going with Sally Sue's step-by-step process, okay? Let's say that a couple of days passed
and you haven't heard or a reply back from Sally, you want to give her a call again. So what
you're going to do is you're going to call her up. Again you're going to add another thing here with
another line, boom, and let's say it's the ninth, 5-9-13 and let's say you call up Sally Sue and let's
say you got her on the phone. And in talking with her, she basically scheduled an appointment. And
once you scheduled the appointment, you went to your phone and you put the person's information
in the calendar about when you're going to meet, where you're going to meet etcetera,
and then you're good to go.
So what you would do there in that scenario is you'd first come here and go called, followed up,
scheduled appointment for 5-10-13 at Starbucks at 10 AM. So two things that happen after this
point, what we're going to do is we're going to add here. We're going to do fun - let me see here -
fun follow up, warm... no she would be hot. She would be hot, and then what you do is you'd
come in here and you would delete. Delete - one second let me... why can't I delete this? Oh,
okay you got to select it then press delete. So fun Z hot is what she's at, and then she would be
moved to appointment scheduled. So you know we got appointment scheduled, she's here, it's all
lined up, you're all good to go.
So let's say that on 5-10, again we're going to pop this up, boom, 5-10-13. You had an
appointment and after you have the appointment she wanted you to... she wanted to think about it.
And say "Okay thanks so much Scott for sharing your information, and I just want to take this all. I
want to go talk to my husband - yada yada." We've all heard it before sales professionals. What
you would do is you'd say "Okay add meeting at Starbucks at 10 AM, presented everything. She
said she needed time to think. Will follow up with her in two days."
So now what you would do is you'd probably go to your calendar in your phone or in your
calendar and say follow up with Sally Sue about house listing on the twelfth. So you do that and
then she'd still be hot because again you had this conversation, you had this meeting, but her
context in the notebook changes again. So again, Sally Sue, click, drag, drop to needs follow up
after appointment. Again just clicking here, funnel, boom.
So as we can see here, let's say at the couple days passed and again as you can imagine, you're
going to have hundreds if you're doing your job as a sales person you have 20 or 30 people that
you're juggling at any given time. And as you can see as this is happening, you're really standing
on top of everything and seeing the flow of communication and everything. I'll follow up in two
days. Put note in calendar for appointment to call.
Okay, so let's say the two days passed, 5-12-13, okay so you call up Sally Sue and you say "Hey
Sally, this is Scott I'm following up from our meeting. "I know I wanted to give you some time to
talk to your husband if you want to enlist your house, where are you at and what's going on?" So at
a given point she's either going to say "Well I'm ready to get started" "Not ready" "Still kind of
marinating" and/or "No, I'm not interested." So I'm going to go over those three scenarios.
Let's say she's ready, she's ready to go. Great, she listing blah, blah, blah, blah, blah, blah
whatever then she would go into the customer notebook. So I click her and I drag her as a
customer. And then I'd also add her to - oh I want to need her because she's already a customer. I
would delete fun hot, because we know she's already a customer. She'd go there and that's one
hunky dory, all in one place. So in any given time, if you wanted to follow up with all your
customers that are going to be here and simply here, boom, all there. You can click through, call
them and say "Hey what's going on?" or whatever.
So going back to here, let's say that Sally wasn't ready to get started. What I would've done is do
"Wasn't ready to get started. Follow up in three months." And then "Put note in calendar about
following up." So you know, put note in calendar about following up on date from three months of
today, so you would put that in there. And then what she would do instead of going to the customer,
she would go to drip/nurture, and then I would also tag her as fun Z drip/nurture. So at any given
time, if you're in your funnel you can click your funnel, type here "I want to see the fun Z
drip/nurture leads that I need to be dripping on" boom, here they're all going to show up. Okay?
So now, again going back to the needs follow up, let's just say she's back here right? Okay, needs
follow up after appointment. Wasn't ready to get started, follow up in three months. So again let's
say you have that same call on the twelfth and she goes "Hey Sally, what's going on? Just wanted
to follow up." And she's like "Well you know Scott, I've been doing a lot of thinking and my
husband and I spoke about it - blah, blah, blah - I don't think we're ready to do this. I don't think
we're going to do this right now. I mean it's probably not
going to happen for the next 2 or 3 years" whatever.
So "No problem, thanks so much Sally for letting me know" blah, blah, blah, blah, blah. So your
note would be not ready, three years and whatever other notes that you wanted to put. If you
wanted to put a note in your calendar for three years to follow up, you can. If not, whatever, but
she will obviously go into the dead category.
And then also, instead of being drip/nurture, she would be Z dead. So again, if you ever wanted to
raise the dead, you just go to funnel up here at the top, fun Z dead, search then you can see all the
notes that you got. And as we all know, the more notes you get, the more money you make. So as a
sales person selling whatever it is that you're selling.
So this was an example again. We had Sally Sue as we were real estate agent. We had Sally Sue.
We got her business card at a networking event and we took her through this entire funnel at any
given time. And we leveraged the tags based on what we did, how we managed her, and they
ended up she goes dead, drip, hot and probably as I'm thinking about here we can also look up
customers that's on notebook. So you want this one going to be growing big, big, big and you want
the dead ones to be growing big, big, big.
Obviously we want more yeses than noes, but it's the way the cookie crumbles when it comes to
managing a sales funnel as a sales person. So just a couple other tags here that I just wanted to go
through real quickly assuming that you either... let's just say for instance you got a cold list, a cold
lead list. What you would do and what I would do is I have my cold list as an actual page with the
phone number and the person's name and then e-mail if you can. And every time I'm ready to call
somebody, I would first come in here add the note cold lead name. And maybe also the way the
cold lead I bought so let's just say list, company XYZ, so you know what cold leads actually
converted and which ones didn't so you know what ones to buy in the future.
I put there name, phone, e-mail again and follow the same process. Let's say you ring, ring, hello.
So let's say they don't call, they're going to be at the process of cold called 1, and as we all know
in sales it's the rule of three. You don't leave the message on the first call wait until the third call
to leave your message. So again it would be 5-6-13, called at 3 PM PST. Did not leave message -
boom. And you can just again probably when you're calling cold leads you can always come back
to this notebook and if you're working cold leads, if you're working business card leads again
you're going to determine how your activity goes. And then in here you're going to also tag them as
called, fun cold called 1, no message.
But let's say that you spoke to them; you're going to go did not leave message. Called, spoke to
them. They had interest. Scheduled appointment for 5-7-13 at 3 PM. Put reminder in calendar, and
ready to go. So then at that point, you go tag fun cold called 1 spoke, and then the context comes to
appointment schedules. And since you already have the reminder in your calendar, you know that
the appointment is scheduled.
You come to this. You see the cold lead name. You can come right back up here and go "Okay, it's
5-7-13" you have your call. You give your appointment. You present the information. You get a
feeling for what they're at, where they're at, what's happening, and then they're either going to
need to follow up after the appointment, or they're going to close, or they're going to be dripping.
Again you use the notebooks as the context, and the tags as where they're at in that process.
Again, if you called them in this cold called 1 and spoke, let's say you called them the second time
but you didn't speak to them. You left no message. Again, you keep them in this cold called leads
that you called. But let's say that you finally did the cold called 3 left messages, you can then either
keep them in your cold leads, or anytime if your cold leads starts to get too big you can start
dragging them to dead and then tagging them as dead.
Or let's say that you wanted to look at your funnel and you wanted to see swipe - oh no not swipe,
we're not doing swipe sorry. Fun, let's see we wanted to see all the cold leads that we called the
third time and left a message. Search, there's going to be all your cold leads sitting there that you
called the third and left a message.
And then you're going to see for each lead how you treated it and what happened.
So there is that, and then the warm leads a totally different scenario. Business card leads and cold
based leads that you've purchased. Warm leads are a little different. Warm leads are the ones that
are people you already know like love and trust, and that you're going to use and reach - not use-
but reach out to, to either ask for referrals or ask for an appointment, whatever. What I typically do
with the warm starting point is put in all of my warm leads that I want to call. And again just like I
do, I put the name of the person, and then in the note I put the name,
the phone number and the e-mail.
Again I also keep track. At the bottom is the first exposure. At the top is the most recent exposure,
and I take them again through this funnel process with the tags. Now the only difference is where
cold calls I never leave a message on the first call if I don't get them. The second call that I don't
get them, but I always leave a message on the third call.
With the warm calls, I always leave a message.
So you can do fun, follow up warm call 1 message. So like let's just say you call your buddy Bob
and you say "Hey Bob, what's going on? I'm sorry I didn't reach you. Listen I have something
really cool to tell you" blah, blah, blah, blah, blah. You can add call 1 message follow up warm.
So you followed them up, call 1 message done. And you can take them through this process. So
you're going to probably in some cases get a place where you have a lot of people that you've
called three times and you left three messages, and you want to either decide do we want to put
them in drip/nurture, or do we want to put then in dead.
But if you're calling warm people and you haven't physically talked to them, I would always keep
them in this follow up warm call 3 message until you actually talk to them to either get a decision
about setting an appointment, or getting the fact that they're not interested so they'd move to the
dead or the drip/nurture depending on the scenario that you're managing and dealing with.
So typically, that's how I would manage a funnel using Evernote. And again, as I mentioned
earlier, if you are doing inbound marketing whether you're building e-mail list with phone numbers
and whatnot using the web driving traffic to a capture page. Or you're doing postcards and you're
handling inbound calls, all of those inbound based marketing things would start where they'd first
start in current prospects.
So entering a new call, you open it up. You're calling about this ad, great! Again this would be a
little different. I would put the person's name of person. I'd put again name, number, e-mail, and
then I also say responded to add to traffic, or internet campaign, Facebook ads, and then maybe you
could put other details about that campaign depending on how you structured your funnel and what
was important to you.
But then again same process, 5-6-13, spoke to name, he like the message of XYZ in the campaign.
Scheduled appointment, blah, blah, blah, put in calendar to call or meet in person. And then at that
point he would be clicked, appointment scheduled and you know how to go from there.
So that is how I would manage a funnel of people. As you're reaching out to new people as well as
dealing with new inbound requests, and then leveraging them using your e-mail, your own personal
e-mail client as well as your own personal cell phone for your
calendar and appointment setting and whatnot.
This is a system that works that it's not a massive expensive system that you're paying huge
monthly fees for or anything. This is going to be a simple thing you can setup. A simple thing you
can use, and the best thing about this is you have it on your cell phone. You have it on your Tablet.
You have it on your computer, so you can be managing your funnel and making progress no matter
where you are in the world at any given time.
I really hope that his added a ton of value for you. If you haven't already done so, I highly
recommend you sign up for updates. Go to scottbradley.name/evernotetips. Put your name and e-
mail in there. And every time I publish a new video to this channel, I will be sending you an e-
mail, because sometimes YouTube is not as reliable.
So highly recommend you sign up for updates.
Also, if you're not subscribed to the channel, please do. It's the bottom left-hand corner of this
video. You're going to see a big subscribe button next to my picture and that Evernote Scott
channel name. And also if this added a lot of value to you and you know that it will add a lot of
value to anybody else you work with, or any other people that you serve, please do feel free to
share this video link with them. Again, just copy then paste the link at the top of the browser, and
put it in your Facebook, put it in your Twitter. Send it out to your e-mail list. Send it out to your
organization. I know that this is going to add a lot of value to them.
So again, I know that other businesses, there may be some details and quips and difference and
that's why in the beginning of this video if this didn't fill you bill 100% and you needed some
more clarity, please send me an e-mail to evernotescott@gmail.com. And the reason why I'm
collecting all of these incoming requests is because after I exhaust the amount of content that I
could create from the frameworks that I use Evernote for.
What I'm planning on doing is creating custom Evernotes setups for people for the future videos
that I plan on to create for you. So not only is that going to be a more drilled down focused
detailed videos that are going to help you either in that niche or outside of that niche. But it's going
to add a lot more value to you, because you're going to see a lot more practical application of how
I would think about setting up the actual Evernote, and
how it would be implemented in the person's life.
So there's going to be a lot of great stuff coming down the pipe. Again, evernotescott@gmail.com
just send me that request. In the subject line make sure to put how would you... and I will handle it
from there. Again I hope you had a great-I hope you enjoyed this. I hope you're having a great
day. And I hope you have great rest of the week. Again I thank you for your time and attention, and
I will be talking with you soon and I look forward to
creating the next video for you. Have a good one, bye for now.
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