Product knowledge
Number of integration partners we have
300+
True / false -- asking some form of "why" or "tell me more" can almost always get you 2nd level info
True
This rep said "I know what you mean" in reply to a prospect saying "you fall in love, you can lose your savings"
Who is: Zach Korff
I use Shopify and Mailchimp and my list is 10k but I integrated 25k profiles - why?
Explicit vs implicit consent.
Your 10k contacts are explicitly opted in and receive all marketing messaging. The other 15k are people who have purchased or started a checkout that we pull over from your eCommerce integration. They are implicitly consented and can receive everything but your main newsletter campaigns.
Value in accessing/marketing to more of their customer base
Klaviyo's price at its initial public offering
What is: $30 / share
How we prioritize which products to review if someone purchases multiple products at once
What is: least reviewed product OR highest priced product
2 high-gain questions you can ask when someone says they're doing a rebrand (ideally Qs that get at a potential business goal or pain)
Whats the goal of the rebrand
What is prompting this rebrand
Why now
What specifically is happening in this rebrand
The legend that was born in London
Who is: Andrew McCawley
An example of a business pain that can be improved with signup forms
What is
- Decreasing acquisition
- Plateaued list growth
- Lack of data on subscribers is leading to a poor customer experience
2 benefits of our reviews product
- Consolidation --> streamlined branding, reduce double messaging, more customer data to use across all marketing channels
- Delivery data --> will never prompt a review if item isn't delivered (Eliminate the #1 reason for 1-star reviews)
- Pre-built review flows that are best practice
- Reviews built into flow and email templates
- Custom questions -- more data
How much this prospect would pay for SMS credits
5k SMS subs
Sending 1x / week. half SMS, half MMS
Doing basic flows (round up a tier)
What is: $405
Sending 2 SMS and 2 MMS / mo
5k * 2 = 10k credits
5k * 3 * 2 = 30k credits
10k + 30k = 40k credits
Listen to Leigh's prompt/soundbite and name the most important piece to dig in on. +100 points if you can also name a question to follow up with
https://www.loom.com/share/eadc2539f7714c65af63865448084e36?sid=cbed569e-6a3e-4e8e-a024-c3e5460bcf3a
Our business really picks up in April and last year wasn’t the best year for us
-- What happened last year? // Tell me more about that seasonality
Rep's nickname as a child was Dynamite (named after the AC/DC song)
Who is: Alex Beck
How Klaviyo can help a business who is seeing an increase in unsubscribe rates. Explain why (beyond a feature)
Consolidation -- Unified strategy across channels reduces double messaging and unsubs
Segmentation -- clean list and/or segment based on engagement. More personalized = better conversion / fewer unsubs
Product recommendations or predictive analytics -- more personalized email or SMS content based on their history with the brand = fewer unsubs
Smart sending -- if they are sending too much can automatically skip people
Automation -- all behavior based so those engaging more receive more, those who engage less receive less
Extra: This would turn into poor deliverability. A diminishing list over time causes brand to market to fewer and fewer people. This impacts their conversions and therefore bottom line (i.e. lost revenue)
Name 2 specific use cases that may be interesting for a viral brand (shark tank, tiktok, etc)
Capitalize on high traffic to site
Informational, personalized welcome series referencing virality
Email AND SMS (starting sms if they haven't, grow list quickly)
Any social integration -- remove people who have already purchased from ads (improve ROAS)
This causes the double opt in mess that has happened to prospects
What is: When Shopify and Mailchimp integrate and the Shopify bi-directional sync is on
1) most important thing to dive in on here 2) list 1 high gain question to ask for (this is early in disco, looking for biz)
Up our game when it comes to sales
say you're able to do these things, what is the outcome/end goal?
big goals for 2024, higher level than automating and reducing manual work?
specific number in mind for 2024 sales?
biggest area to invest in?
This legend got lost and separated from their family in the biggest mall in China when they were 10
Who is: Gallitto
Give 30 sec consolidation (email / SMS / reviews) pitch for a brand on Shopify, Attentive, and JudgeMe. HINT: 3 main benefits of consolidating
Must mention:
- Ease of use
- Clear attribution
- Unified customer journey
2 ways to ask timeline that is better than "when do you want to start?" (HINT: maintain control and create urgency)
- Ideally when are you looking to have XYZ use case running?
- Given your COMPELLING EVENT, what else needs to happen before you sign onto Klaviyo?
- When is it realistic to say you'd move forward with Klaviyo?
- Is there anything in the near future you think Klaviyo could help you capitalize on?
- How quickly do you want to resolve X PAIN/GOAL
Name 1 feature of Klaviyo CDP
- Audience performance (compare segments to each other based on segment size, change over time, and conversions (by channel), for any given time range)
- Funnel Analysis (create multiple customizable customer journeys (funnels) to be able to see how customers are moving through each step)
- RFM Analysis (grouping of customers based on their purchase behavior, specifically how recently they made a purchase (the R), how frequently they purchase (F), and how much they spend (M for monetary value).)
- Customizable CLV (customize calculation models around the customer lifecycle (e.g. CLV) -- starting with a customizable prediction window (dates).)
- Data warehouse syncing (outbound) (push desired Klaviyo event and profile data in batch to third-party data warehouse destinations (or to an S3 bucket) at an established cadence.)
- Anonymous visitor activity backfill (track anonymous browsing activity onsite, stored locally on the browser, and then push it all into Klaviyo if/when that visitor becomes identified, allowing you to enrich customer profiles with historical data.)
Listen carefully - 1) what is their true problem/challenge? 2) what are 2 questions you want to ask to further qualify (keep high level disco, not tech disco)
1) true problem/issue - they relied too heavily on non-owned channels and lost sales. have to build from ground up to focus on converting new visitors
2)
why now are you picking your heads back up
what caused dip in sales
quantify metrics of who's seeing content - conversion rate of site visitors
What was former legend Luke Creger's 2023 Boston Marathon time (within +/- 5 min)
What is: 2 hours 35 min
Give a brief, prescriptive Klaviyo positioning statement to the below prospect:
Salon - in-person services (e.g. facial, massage etc)
Using Mindbody and it's own marketing tool
Goal is to create a better customer experience
Answer must mention all of the below:
- Story of New Verticals
- Their ability to collect and leverage data
- Connect data story to their goals
Please order and provide the year each office opened
(APAC, Denver, Boston, EMEA)
Boston - 2012
EMEA - 2019
APAC - 2022
Denver - 2023