Dave Lee: How to do more with your Infusionsoft app using PlusThis

There are a handful of apps that I think are required for every Infusionsoft user. PlusThis is one of them. The reason is that it make some very common actions in Infusionsoft painless, and also gives you some serious fire power to help scale the human connection with your customers.

Dave Lee is the cofounder of PlusThis, but before founding the company he was involved in helping Infusionsoft make the INC 500 list… three years in a row. It is safe to say there are few people who understand more about Infusionsoft than Dave.

What I love about Dave is that he is honest about what Infusionsoft can and cannot do, and has gone out to fill the gaps in with PlusThis

Oh how I wish Infusionsoft could do things like…

  • Webinar registration
  • Making dates pretty instead of robotic
  • Telling me how much of a video a prospect has watched

Unfortunately it can’t, but with PlusThis it can!

Here is a link of things that PlusThis can help you with:

  1. Customized Thank You Page
  2. Webinar Registration
  3. SMS Text Messaging
  4. Split Testing
  5. Video Tracking
  6. And Much Much More

Click the banner and watch the video!

Key Takeaway:

Tweet: “Focus on one part of your funnel and get it dialed in” @saasman http://ctt.ec/8Q8ya+

About Dave Lee:

Dave Lee

Dave is an entrepreneur, marketer, optimist, and sales junkie. He’s been on the Internet since 1987 and involved with web-based software for over 15 years. His superhero skill is to call my shot and make it happen. After receiving an MBA in 2000, he discovered he love building and growing startup companies. In early 2005, he joined Infusionsoft and grew the business from $600k to over $17 million in recurring revenue over a five-year period. Having driven success for other businesses, in 2011, he decided to start creating my own ventures, including PlusThis.

Interview Links:

PlusThis Homepage

Dave’s Twitter: @saasman

Want to talk to Dave? Email him at dave@plusthis.com

Technical questions about PlusThis? Email Bret Martineau at bret@plusthis.com

[transcript height=”200px”]

Joshua: Hey, everyone. Joshua here. Before we get in to today’s interview, I wanted to let you know about a special guide we put together just for you. It’s called ‘The Four Tools that We Use to Supercharge infusionsoft, and this guide will lay out four different apps that we use to expand Infusionsoft’s functionality. To go get it, head over to ‘Infusioncast.co’ and click the link on the homepage. Thanks for listening.

Speaker 1: You’re listening to the ‘Infusioncast Podcast’, the only podcast that is made by Infusionsoft users for Infusionsoft users. Each week, we uncover another strategy to inform mindset shifts to be able to help you take your business to the next level. Here’s your host, Joshua Millage.

Joshua: Hello, everyone and welcome to the ‘Infusioncast Podcast’. Our guest today is Dave Lee. Dave has been involved with Infusionsoft since 2002 and has helped make the company an ‘Inc 500’ winner three years in a row. After Infusionsoft, Dave cofounded PlusThis and is now the overseer. PlusThis is an application that gives Infusionsoft superpowers.
Dave, welcome to the show.

Dave: Thanks, Joshua. Appreciate it and I’m happy to be here.

Joshua: Awesome. Dave, you have been like you said involved in Infusionsoft since 2002, now you’re with PlusThis. Let’s start with your journey because I think it’s fascinating how you’ve gone … You really seem like Infusionsoft evolved from a small company to a large company. What was that like?

Dave: Yes. It’s been a crazy journey to say the least. It all started back in I guess ’98, ’99 when I met Clate Mask. We were at business school together and became friends. We ended up going to an internet startup together during business school as interns and then signed on full-time, and had a great run there when the internet was exploding and ad revenue models were exploding, and then everything imploded on us.

We went our separate ways, but we always stayed in touch. Clate one day called me up. He had moved to Arizona to start this business with this brothers-in-law who were Eric and Scott Martineau. They needed help taking what they were doing and productizing it and selling and implementing software that was web-based … SaaS software. That’s where my sweet spot is.
I consulted them starting in 2002 and then joined Infusionsoft full-time in 2005 and ran marketing and sales. It wasn’t pretty when we started, The office wasn’t pretty, the app wasn’t pretty … Nothing was pretty, but it was fun and it was challenging and we had a blast building Infusionsoft both as an app, as a solution and as a company.

I’m no developer. I love the marketing and sales aspects, and so that’s where I focus and so well at Infusionsoft where about five and a half years, I helped them build the marketing and sales arm of the business and took it from about I think when I joined, they just made about 500 grand in one time sales and revenue. By the time I left, we were up to over 17 million in recurring revenue.
It was a really, really fun ride. Then, we parted ways. I’m a startup guy, and so it was time to part ways. I ended up going with a company that resold I guess a midmarket enterprise level solution called ‘Marketo’ which is a great system for larger businesses and we would combine Marketo with Salesforce, and about a year into it, realized that, “Hey. Working with bigger businesses is not very fun”, and decided to get back into working with small businesses and entrepreneurs, and getting back into the Infusionsoft space because once you’ve invested that much of your life in something that you feel that passionate about, like the Infusionsoft DNA gets implanted and starts coursing through your veins, and it’s tough to get rid of it, so I wanted to get back into it. I enjoyed working in that space and with the infusionsoft community.

I did that more on the consulting side. In doing those consults, helping Infusionsoft users do more with Infusionsoft and get implemented or re-implemented or adding new pieces or parts, realized that we kept running into some limitations. As amazing as infusionsoft is, and it really is, and if you don’t feel that way, then it’s not the software, it’s you. I’m sorry to tell you that but it’s true.
As amazing as it is, still, there are limitations. There are some things that it just can’t do. It wasn’t built to do. It was never intended to do that stuff, but in order to make a client’s funnel or system or process successful and useable, we’re having to resort to using my web developer to build stuff outside of Infusionsoft, and then tie into that in order to complete the funnel or the system.
Having done that for a couple of years, we realized that, “You know what? Clients keep asking for the same stuff over and over and over again,” like making dates look prettier in emails or integrating with the webinar platform, or being able to split test or track videos to see if prospects are actually watching them, so that you know where to spend your marketing dollars and time and effort … stuff like that.

What were custom solutions, we turned around and productized them. That’s how PlusThis came into being is through the process of implementing hundreds of people on Infusionsoft and seeing where they were bumping into problems or issues, and then creating solutions to bridge those gaps. That really was the genesis of PlusThis purely out of like, “In order to make this client happy, we’re going to need to build this.”

Joshua: I love that. I love that. I mean, that’s how some of the best software in the world is created by really defining a pain that someone is experiencing and then creating a product around it. I think PlusThis does that on so many different levels.
In your mind, what’s your elevator pitch for PlusThis, because for me, I use it in so many different ways, that it was has so many different facets to it?

Dave: Yes. The quick liner is it makes Infusionsoft more awesomer. It just does. On the consulting side of our businesses, ever since we built these products, we’ve used almost every single one in every single limitation. PlusThis really should be used by every Infusionsoft customer. It has just so much in there. Things that will make life easier, give you more visibility, make it more user friendly for your users … There’s just a ton in there. The value that you can get out of that is so quick and easy.
If you find yourself struggling with getting visibility out of Infusionsoft or making a process easier, or being able to really complete your funnel and give you the tracking or the split testing or the dynamic smart nature of what you’re trying to do, then it’s absolutely worth taking a look at PlusThis because we probably have something that’s going to work for you and help you. Really, the other liner that we use is “When Infusionsoft can’t, PlusThis can.”

Joshua: Yes. I love it because it’s funny, I am a cofounder of a web development shop, so we have this disease in us that’s like we don’t like using other people’s products.

Dave: Yes.

Joshua: We want to build it on our own. The problem that we’ve come across is we spend too much time building things that PlusThis does. Really, I had a conversation with my cofounder, I was like, “Dude. Let’s just like … Any client that comes to us with this set of issues, we’re just going to go and help them implement PlusThis, because for one, it’s already dialed and it works perfectly with Infusionsoft, and two, it allows us to help our customers save a little bit of money instead of doing like a full blown out custom development project,” but in reality, like video tracking, that project if someone wanted that standalone and built from scratch for themselves, they would be easily spending eight to $10,000 and they can go and use PlusThis and spend really pennies a day to get some incredible high-level functionality, and the stuff that you can do, I mean, of course I have my favorite features, but like video tracking alone, that can be so powerful.

I know I mentioned to you before, I think a lot of people think about that in regards to, “How can I get a prospect to view a video in tracking that?” I find that a lot of people who are using that well use it for internal processes, so tracking whether or not someone like an employee views a training video and how much of that training video do they use.

Our Australian clients who have to have mountains and mountains of paperwork because their government requires that they have sign offs on different things, they love it because they actually have digital documentation, then they can go back when they get audited and say, “Yes. Our employee did view that. Here’s the tracking. Here’s the tags. Here’s the data stamp.” Boom. That saves him legally.

Dave: That’s right.

Joshua: I think if people start to open their mind up to not just the marketing funnel, but what are other things that we can use PlusThis for, they can really start to maximize it. I want to ask you because it does so many things, I would love to spend some time going through a couple of these features and let’s just start with the most popular one, whatever feature you think is most popular. Let’s start there.

Dave: Yes. That sounds good. I’ll take you through that. Before we jump into that, let me just mention, one of the … I guess it’s kind of a funny story. One of the pains of trying to take Infusionsoft further is that you have [to imagine 00:11:40] because you guys have code experience and know how to talk that talk. If you take 99.9% of the Infusionsoft customer base, these are guys like me who the last thing we want to do, no offense to the developers out there, last thing we want to do is sit down and spec requirements out, communicate … Find the developer a coder, explain the specs to them, pay to have it built, then go to the testing process and figure out what’s working, what’s not, “Is it actually doing what I needed to do?”, and then figuring out the hosting of it.

Even when we are doing custom product developments and building these solutions, we would tell our client, “Okay. Here’s the code set. Go have your tech guy load this on your server,” and they would look at us like we were crazy. Then we resort to, “Okay. That’s cool. We’ll do it for you. Give us your server access, your username, password and credentials and we’ll go and load it up and configure it for you”, because it has to run on a server somewhere, right?

Joshua: Right. Exactly. Yes.

Dave: They would again give us these blank stares or most of the time, they would give us their Go Daddy login information which is not appropriate. It’s not what we ask for, but they don’t know, and that’s okay. We knew that if we wanted to take this to market, take all this stuff that we have built and productize it, we knew that we would have to make it super, super simple and remove those complexities like, “We would have to host these products. We would have to do the maintenance on them. We would have to make it really easy for people to implement stuff.” That was a big challenge, but we got through it and I think what we ended up is pretty sweet.

Joshua: I just want to do add one thing, and I am throwing myself under the bus here, but yes. If we build something, one of the disadvantages of doing like a GoToWebinar integration is you’re right, we have to consider the user experience too, like, “How’s the user manage that?” A lot of time, that requires them to come back to us to get anything changed.
That’s not ideal. I don’t want my customers have to ping me every time they want to create a new webinar.

Dave: Right.

Joshua: That’s not good for them, and our business is all about doing what’s best for the customer. Now that you guys do an incredible job of the GoToWebinar integration, we go use PlusThis. If anything, just because it’s so easy on the back end to set up, you can maintain it yourself. You log in. You set up a new webinar. You want to use video tracking. It’s literally like three steps. I feel like you dropped in some YouTube code or Wistia code. It’s at another piece so you go put it on your website and you’re off to the races. It takes no time at all.

Dave: Yes.

Joshua: I agree, Dave. I think you guys have done a brilliant job of really paying attention to what the infusionsoft user base needs, and then making it so easy for them to implement.

Dave: Yes.

Joshua: Let’s jump in and help people really understand what the [problem 00:14:49] of this application.

Dave: Yes. Okay. Totally. Yes. I think let’s just keep going down the path that you said right there. I think one of our most popular products is our GoToWebinar integration, because GoToWebinar is so widely used especially for marketers and entrepreneurs. They use it for educating prospects, they do sales webinars, they’ll do webinars to educate their members or customers, and so it’s very widely used. It’s low cost. The reason why we built the GoToWebinar integration is that you’ve got a few issues.
Number one, when you register somebody for a webinar, and you’re using Infusionsoft, you’ve got to register them in GoToWebinar because you have to generate a join link unique to that person so that they can actually join a webinar when it happens. You also need to register them in Infusionsoft for your webinar because typically, you’re going to want to control the reminder campaign to attend the webinar out of Infusionsoft, because GoToWebinar’s reminders aren’t … You can’t really control them, the branding, the messaging … nothing. You would want to use Infusionsoft to do that reminder sequence.

That’s one issue, is the dual registration. Another is using Infusionsoft’s follow up system instead of GoToWebinars. Then, once the webinar happens, and smart marketers will … In the past, they would download the attendee data out of GoToWebinar, and then ram that into Infusionsoft, tag them as attends, find the people that didn’t register that were on your invite list, tag them as non-attendees, now you’ve got duplicates because you reimported those people, they have to go [inaudible 00:16:54] .. it’s a nightmare of a process.

Some people would just … they would make their admin or their staff members do that work, and so we wanted to eliminate all that. The integration is super easy. I mean, you can have a webinar up and running within minutes, have Infusionsoft forms, registration forms which then tell GoToWebinar ,”Hey. Here’s are the registrants.” We then can store the join link in Infusionsoft custom field so that in your email reminders that you now control out of Infusionsoft, you can give your registrants their unique join information for the webinar when it’s appropriate, and then automatically after the end of the webinar, PlusThis will go out and automatically fetch the attend and non-attend data, bring that into Infusionsoft, do what it needs to do, tag them so you can send unique messaging all prearranged to your attendees versus your non-attendees.

Really easy to use. A lot of people use that integration, and it just makes it so much easier to just manage your webinars, do it flawlessly and be able to most importantly know who attended it and who didn’t attend, so afterwards your messaging is spot on for your attendees versus non-attendees.

Joshua: Dave, I mean, wow. I’m learning new things here too because … When you import the attendee list, is that like you’re tagging them so I could just like run a …

Dave: Yes.

Joshua: Wow. I can then just run a broadcast and say, “Hey. For everyone who didn’t attend, here’s the reply link” or whatever.

Dave: That’s right.

Joshua; That’s amazing.

Dave: Yes.

Joshua: You’re right. Smart marketers have been doing that for a long time, but it’s been such a painful process. I’ve done it the old way and it’s like excruciating. I’m trying to find some outsourcer to help me with it and I didn’t even know that I could just run that through and go to the PlusThis GoToWebinar and tag them up.

Dave: Yes.

Joshua: That is going to save us so much time. That’s incredible.

Dave: Yes. It’s a huge timesaver. In fact, when we build out our webinar campaigns, we will actually build out the entire thing. In the campaign, we’ll do the initial invites, we’ll do the registration form, the reminders to attend the webinar, and then we’ll also build out a dual path. One goal will be a tag applied of attended the webinar, the other goal will be they didn’t attend, and then link to each of those our unique sequences. We’ll build out the messaging, everything ahead of time, ahead of the webinar.
Even for the non-attendees, we’ll build out a sequence today for next week’s webinar that says, “Hey. We noticed you didn’t attend. Here’s a replay link. The offer is good until whenever.” Then, all we need to do is come in and change the link or the URL to wherever that replay is, or just send them to a page where you’re going to host it and you don’t have to go back and then update it.
We build out that entire track ahead of time so that when the webinar happens, we don’t have to do anything. It happens automatically and then the attendees get tagged and they get thrown into one sequence, the non-attendees get tagged another way, and they get thrown into a different follow up sequence. It just makes it so much easier.

Joshua: I wish this was a video podcast because everyone can see me just smiling ear to ear. That sounds incredible. I love that. Let’s move on to your second most popular for you. There’s so much to talk about here. I love it.

Dave: Yes. Another one was we had a lot of clients over the past few years that wanted to take advantage of video tracking. They’re starting to use more video which we highly recommend, use more video in their marketing process and in their client fulfillment process, like when somebody becomes a member, these are the three videos that you need to watch in order to progress, or put them into a membership system where every month they’re getting videos and you’re trying to watch whether they’re consuming them or not. The way that we look at video tracking is, it’s scary but it’s like Big Brother in a good way, like use for good purposes. What happens is if you’re using Vimeo, YouTube, Wistia, CustomerHub to host your videos, you can use PlusThis to track what contacts are watching those videos.

All of those services provide you tracking, but they provide up on a global basis, and then you can see, “Okay. This anonymous user came in and watched my Vimeo video about PlusThis” or whatever your product or service is, but you don’t know who that person is. PlusThis enables you to if they are a contact in your Infusionsoft database and they go watch a video, you can tag them and see how much of the video they watched down the contact level.

I know that Sally Jones watched my intro video, and I know that Bob Davis watched the new customer welcome video the entire thing, and I know that Frank Rizzo who is a customer of three months stopped watching my videos, like these membership videos that he’s paying for, he’s no longer watching them. That should fire off a red flag if I’m a good marketer and concerned about retention. I would want to know that.

Our clients were wanting to do this stuff. One of the used cases that’s very common is you’ve got a … Let’s say on your homepage, your call to action is to sign up for a free video series, and then on the ‘Thank you’ page, you’ve got video one of five playing. If a prospect just filled out the form on your homepage and they go to the second page, and let’s say a hundred people do that in a month, how many people are you actually focusing on typically? You’re focusing on all 100.

Joshua: Right.

Dave: Your follow up sequence whether it’s email or email and direct mail and phone calls from staff members to try and get them to convert, most businesses will focus on all 100. If you implement video tracking, you will know, “Okay. Of this hundred people that opted in, guess what? Only 18 actually watched the video on the ‘Thank you’ page,” and then you might change your marketing. You might change your approach to your investment.

You may decide, “You know what? The watchers, I’m going to send them down the track of where … Yes. We’ll call them. We’ll send them the direct mail kit. We will work with them because they’re engaging. The others, the other 88 or whatever, we’re going to send them down a different track where we’re not going to invest as much time and energy and money in those people.” It’s a way for you to save money, save time, know who’s actually engaging … I would rather spend way more money on those 18 people than waste money on the other 88 who aren’t doing anything.

Joshua: Right.

Dave: That’s a used case that’s fairly common. Another is membership, like tracking to make sure people are actually watching your videos in your membership area or just making sure that they’re engaging. The guys over at Iron Tribe, they do a … Jim Cavill, Iron Tribe Fitness, they were the ‘2012 Ultimate Marketer’ winners.

Joshua: 2012, yes.

Dave: Yes. They used a lot of video marketing in their Iron Tribe Fitness business in their franchise business. They want to know how to properly segment, see who’s been watching, who hasn’t, and their conversion is amazing, and a lot of it is because they’re tracking their videos.

Joshua: Right.

Dave: You might be saying, “I don’t use video.” You should. If you do, you should absolutely be tracking those ako knowing who is actually watching your videos and who’s not. It would be a follow up report [inaudible 00:26:27].

Joshua; Right. Dave, one of the things that you mentioned, you mentioned it briefly, you said you can track to see whether or not they watched the whole thing. Are you saying that you can apply tags or track how much of a video they watch?

Dave: Yes. That’s right.

Joshua: Wow. You could essentially, if they’re watching only like two minutes, yes, they watched the video, so it’s not just like a one or a zero whether or not they watched it, it’s like they’ve only watched a small portion of it, so you could send them an email or something, like maybe a text message or whatever to reengage them?

Dave: That’s right.

Joshua: Wow.

Dave: That’s right. Yes. That’s exactly right. You can set tags at different milestones in your videos, and there can be an unlimited number of milestones. Typically, you’ll want to know … Let’s say you’ve got a two-minute video. You want to know if they started it. You want to know if they got in to 30 seconds, a minute, a minute and a half and if they watched the full thing. Those will be the tags that you would set, and then whether they achieved those milestones or not, you would have sniffers put in place to sniff that out and then send follow up text or reminders, emails, notify people internally, “Hey. Billy Bob didn’t watch his new customer welcome video. You better call him and find out what’s up.”

Joshua: Right. I heard a very smart marketer once say he had some sort of tracking like this and he would always say, “Hey. You missed the end of my joke or something”, or “I told the answer to my trivia question at the end,” and then send an email and then popped him right back into the video, and he was able to get people to engage at the whole thing. That’s incredible. I love that.
Dave: Yes. Yes.

Joshua: We’ve got some other things too, Dave. We’ve SMS messaging, smart links, implementer’s toolkit … What would you say is the next … I mean, they’re all really useful, but what are the next thing that people use the most of?

Dave: Yes. There are two more super popular … I mean, a lot of people use different pieces, but I think with the number of cellphone users out there and some of the challenges that we’ve seen over the years with email marketing, and by the way, if anybody feels like email marketing is going away or is weak or whatever, you’re wrong. It will continue to be a massive channel for marketing and sales. Radios haven’t gone away, TVs haven’t gone away, email is not going to go away, but at the same time, everybody got a cellphone, and they have it on them all the time, and they look at their text messages all the time, every time.
It makes a lot of sense to employ that medium especially for businesses that are appointment setters, during the business of appointment setting. I mean like professional services, attorneys, doctors, professional services that anywhere where you’re setting … like part of your business is setting an initial appointment or a consult putting text messaging into play to remind them to come to those appointments. We’re seeing massive increases in show up rates, so mixed martial arts gyms, fitness, CrossFit, doctor appointments, attorney appointments … stuff like that where, “Hey. Come to this initial consult,” usually, we send email reminders, but if you inject one or two reminders in there that are text messages, people see that all the time. Your prospect will see that, and it’s just one other touch point.

What the SMS integration does, it just allows you to send text messages to your prospects and customers and inject those into your sequences. Another way that people use them is like new member, new customer welcome. It’s just a nice little from the president, from the owner, the CEO, “Hey. I heard that you joined the gym. Welcome. Looking forward to meeting you in person.” “Hey. I just heard that you joined our practice. Looking forward to helping you with your case” or whatever. Just nice little touches like that, and it’s super cheap. It’s five cents a text. In PlusThis, we give you 25 a month for free.

They’re just nice little touches that are increasing engagements, attendance to those initial consults and meetings and things, and just giving a little customer love for people that signed up and joined you.

Joshua: I love that. That’s one of the things we’ve talked about in previous episodes is we love to see ways that people can scale the human touch.

Dave: Yes.

Joshua: I think that is a great feature that allows everyone to do that better. That’s cool.

Dave: Yes. Yes.

Joshua: Dave, I’m curious, we’ve got a little bit more time here and I want to touch on the implementer’s toolkit because this is actually where I have a lot of our features set up, is in the implementer’s toolkit.

Dave: Yes.

Joshua: Can you give a high level overview of what that feature does because there’s a lot of different things that it does.
Dave: Yes. The implementer’s toolkit and you had mentioned that you guys internally totally have the capability of building a lot of these tools, but you guys have smartly decided that, “You know what? We don’t want to be in the business of building and supporting these things because we’re really good at X, Y and Z, not A, B and C.”

Joshua: Real quick. I just want to tell all the developers who are listening to take note of this. Why go out and spend … especially because we use a lot of the math functions internally.

Dave: Yes.

Joshua: Why go spend hundreds of hours that you could be out utilizing, building things for clients that make you money instead of spending that on your own business where you can go out for PlusThis and say, “Was it 37 or $40 a month, somewhere in that range?”

Dave: Yes.

Joshua: You can go … I just sat down on the [dev team 00:32:35] because developers love to work on their … especially things for their own company. I said, “Guys, if you can make a case for how you doing that would save us money, I’m all about it,” but I just don’t believe it’s possible because $40 times 12, you guys are worth more than that.
Dave: Yes.

Joshua: Let’s go get PlusThis. Let’s get it implemented and let’s get on to building things that will generate revenue. I think a lot of the developers in the community need to really put their pride aside and utilize tools that are awesome that can help them with their internal processes.

Dave: Yes. Yes. Yes. That’s what we do as well. I mean, we look at the stuff that we know that we can build and support and will create value over and over and over again. If there’s something that we’re just not that good at, we’re not going to touch it. We just don’t touch it.

One of the areas that we kept running into where there are challenges were just … I mean, if I go into the toolkit, there are 19 different products in there that we’ve just mashed together that people can pick and choose, and these are things that we use in every single Infusionsoft implementation. It’s stuff like being able to set a field to a value, being able to make assignments, record assignments, being able to determine how many times somebody has bought …

Like in Infusionsoft, it’s hard to get that data. If I want to know how many times Sally has bought something from me, that’s a beast of multiple reports to pull that together, but if I use this little utility out of PlusThis called “How Many Times Does This Person Bought?”, I can pull that and I’ll know that. I can increment fields. A later one or the ones that we just released like a month ago was being able to proper case fields, so you know that as people fill out your online forms, sometimes, they use upper lower, sometimes they use all lower case, sometimes, it’s a disaster or you import data and it’s ugly.

If you run this proper case feature, it will proper case your field data. If it’s David all lower case, it will upper case the D and lower case the A-V-I-D, so you’ve got a good looking name in there, so that when you merge that into letters, emails and stuff, it looks good. Stuff like that … funny updates or we call it ‘Humanized Infusionsoft updates’. Like if you’ve merged date fields into emails, you know they look ugly.

There’s a way using PlusTHis to make dates look really good, like June 4, 2014 instead of weird, funky, robotic date that gets merged in by default. There’s just tons of stuff in there … applying tags, combining fields … Let’s say you’re a real estate agent. You’re in the housing industry. In that case, you’re typically dealing with spouses and you want to track spouses. There’s actually a spouse field in Infusionsoft. By using our combined fields feature, if they have a spouse, it will merge that in to the merge field in your emails, otherwise, it doesn’t.

Being able to address, “Hey, Sally and John. It was great meeting you and showing you some homes. Looking forward to helping you guys pick your dream house,” and then stuff like math. Math is a big deal. Being able to add, subtract, multiply, divide on fields in Infusionsoft, it’s a big issue .. why it’s not there out of the box, it just wasn’t built that way, and I don’t know if they’ll ever do that but being able to increment fields every time somebody orders, add one to that or somebody uses it for currency calculations, they’re out of the U.S., they want to do currency calculations and estimate some cost and spit that back to the prospect, they’re able to do that.

Joshua: Right. We use it for tracking time between things, so we’ll track the amount of days between when someone opts in and gets through the first part of our funnel, and then set that up in a dashboard, and Bret was incredible in helping us set that up. Really, really useful stuff giving us a bird’s-eye view of what’s going on in our funnels.

I want to talk a little bit about the cycle content, but I’m actually … I want to close up the interview with some of the success stuff that we talked a little bit about in the pre-interview. I want people to go to ‘PlusThis.com’ and read about the cycle content. I think it’s one of the coolest things in the implementer’s toolkit. It’s really, really useful, but I want to leave [carrot 00:38:06] out there so they go check it out and contact you guys, all right?

Dave: Nice. Nice.

Joshua: Dave, at the end of every show or at some point in the show, I always like to ask the experts, “What is a way that someone should be thinking about their business and/or Infusionsoft to set themselves up for a success?” You have been so generous over the last year to mentor me in sales and I’m very grateful for that, and you’ve given me some really awesome ways of thinking.
What’s one thing that you can share with the audience today to help them next level themselves?

Dave: That’s a great question. I’m going to go against the grain. I would say instead of thinking bigger, think smaller. When it comes to infusionsoft and it comes to your business, think smaller. It’s the only way that I have been able to see over the 12 years that I’ve been doing Infusionsoft, have been involved that I’ve been able to see people successfully build out their business and Infusionsoft.

What I mean by think smaller is, you need to stop looking at the dreams and where it’s going in the big hole. When it comes time to systematize your business, and that’s what Infusionsoft is all about, you have to think in very small bite size chunks, you have to think smaller. Instead of thinking, “I’m going to go implement Infusionsoft.” It’s like, “Oh.” Do not think that way. Like, “How are you going to implement it? What are you going to look at? What part of your business are you going to implement now?” “I’m going to do my marketing and sales funnel.”

“Okay. What part of the funnel?” “The sales part.” “What part of the sales part?” “Okay. Let’s map it out. Let’s diagram it. Let’s get very, very nitty-gritty, very specific and put a little tiny box around it and close our eyes, make sure we have it right, talk to our sales rep, “Is this the way that it should work? Is this how things happen? Yes or no?”, make some adjustments … “Okay. Ignore everything else. Let’s go implement that little tiny box”, and that’s it.

Once that’s done and implemented and working beautifully, then let’s move on to the next tiny little box piece part of your business. It’s the only way I’ve seen it successful, and when people try to implement Infusionsoft generically or on a big scale, I have never seen it work. That would be my advice is think smaller.

Joshua: I love it. I love it. Everyone, go check out PlusThis at ’PlusThis.com’. Dave, if anyone has any questions, how can they get in contact with you?

Dave: Best way to reach me is through email, ‘Dave@PlusThis.com’, or if you’ve got a technical question, you’re like, “Hey. Will I do this or this?”, hit our tech guy, Bret Martineau. Yes, he’s a Martineau. He has Infusionsoft green blood coursing through his veins. He knows everything and his is just ‘Bret@Infusionsoft.com’.

Joshua: Awesome, and I will put all of that information up in the show notes at ‘Infusioncast.co/davelee’. Dave, thank you so much for being on the show.

Dave: Thanks, Joshua. Appreciate it. Best wishes for success, everybody.

Joshua; The following podcast is a production of Infusioncast, the subsidiary of codeBOX LLC. Infusioncast is no way associated or sponsored by Infusionsoft. The opinions and perspectives in this podcast are of the host and his guests and do not reflect or promote any of you held by Infusionsoft.

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