1. The magical technique that grabs your customers and holds them until they pay.
2. Implement reverse marketing to melt buyer’s resistance.
3. How and why you need to constantly create lists within lists (use “splinter and soak” method).
4. Launch capture page that converts 74% (the power of congruency).
5. Small lists are an advantage.1. Grabbing your customers
You need:
- Critical narrative hook (draw them in from the beginning with intriguing first sentences)
- Storyline (your honest story of struggles and success)
- Climax
- Conclusion
…John openly admits to learning many of these lessons the hard way. In 1996, with the premature birth of his baby girl, John made the extraordinary choice to shelve his healthcare career - which kept him on the road 3 weeks of every month in order to become a stay-at-home dad focused on the health and well-being of his child.
"Upon attempting to re-enter the workforce, I quickly discovered that this gap in my professional resume was not looked upon favorably. In spite of the fact that I knew I'd done the right thing for me, my child, and my family, I was now faced with the prospect of having to start over professionally and apologize for it. That was when I knew, beyond a doubt, that somehow, someway I was going in to business for myself."
Fast forward a few years and John's entrepreneurial dreams have now turned in to reality. As a top income earner in his industry, John is passionate about assisting others. "While I can't do the actual work for anyone, what I seek to bring to this exploding community of entrepreneurs is an ongoing conversation as to how to take our lives, and our businesses, to the next level."...
John's story has real-life struggles that others can relate to, juggling family with a 9-5 work week. He also shows his triumphs and has found the answer in an online business venture, and others will want to know what that success is and how they too can obtain it.
So John realed them in with his story, touching their hearts and relating to them, hooked him with the problem and wanting to find out the answer, and then turned it into a success story with lots of good feelings to leave his customers with and also peaked their curiosity.
2. Reverse marketing…So John realed them in with his story, touching their hearts and relating to them, hooked him with the problem and wanting to find out the answer, and then turned it into a success story with lots of good feelings to leave his customers with and also peaked their curiosity.
This almost seems counter intuitive, but not really. Think about it - do you really want to sound like you're begging for sales? It's kind of like the dating scene...where the guy or gal ditches the needy, clingy partner for a more secure, independent partner. We don't want to ask our potential customers to buy from us, we want them to show us that they are worth our time and effort in working with them.
Pre-qualify your Members/Customers
We want to sift through people, not just accept anyone. If you're promoting for a company that uses an application, this is great and can be used to sift through potential clients, but even so, you might still want to pre-qualify them. Ask them questions... how much time will they commit to building the business each week?
Are they teachable?... (will they go out and purchase books or training you suggest to them to learn what they need to know)? If they come on board with you, will the commit to weekly calls with you to see how they're doing?
This creates an atmosphere of professionalism and scarcity with people, and creates more desire on their part, but also lets them know you’re serious and only want to spend your time with serious people.
3. Create Lists within Lists ("splinter and soak" method)
“Splinter and soak” is a concept the heavy hitters use. This is a list for maximum profit. You must CONSTANTLY create lists within your main list. It’s how the heavy-hitters scientifically "splinter and soak" and use their list for maximum profit, with virtually zero unsubscribers.
Splintering a 13,000 List:
ie: Mark Hoverson and Jonathan Budd did a PPC marketing course and sold about $400,000.
Right after that Mark did a leadership branding course and made about $323,000. From the last course, they had a waiting list of about 13,000. They had Ann Sieg, Mike Dillard, and other heavy hitters driving their best traffic to this leadership branding course waiting list.
Once Mark had the 13,000 in a waiting list, he and Mike Klingler decided to launch the PPC course again to this list, as they were new and hadn’t been on the first PPC list. But to launch…
(NOTE: To launch, you have to send a BATTERY of emails to your list, and blast and blast the list. JB sent 17 emails over 17 times to his list for Dillard’s “What’s Working Now” program.)Avoid Unsubscribing!
…they were going to have to hit the 13,000 waiting list over and over again and if some of them weren’t interested in PPC, they’d lose them to unsubscribing. So rather than launch at the entire list, they decided to “splinter and soak.” So they sent 3 emails to the 13,000 on the list telling them about the PPC course and what they’d learn from it and directing them to get on a waiting list if they were interested.
From those 3 emails, they had 3,000 of the original 13,000 waiting list, put themselves on the waiting list for the PPC course. Then they “launched” at this list of 3,000, sending them 2-3 emails per day with webinars, etc., and went all out, earning over $50,000 in just a couple weeks before even getting to the main product, and had nearly no unsubscribers as they had already been pre-screened by the first emails.
This is the concept of “splintering and soaking.”
ie: You have a list for MLM and you want to promote a different business opportunity, pre-screen this list by sending 3 very focused emails about what you have learned and want to share with them and direct them to a waiting list landing page (for whatever it is you’re promoting) and then launch to that “splintered” waiting list…starting with 2-3 emails per week and then to 2-3 emails per day about a week before.
4. Launch capture page with 74% conversion rate
The whole point to get a good conversion with your landing page is to be as perfectly congruent as possible. You post an ad in a magazine, on a site, on your Facebook page, describing briefly the opportunity and then direct them to a landing page that uses the same words, even same phrases and sentences as the ad. Use pictures on both the ad and the landing page that are the same or similar.
Here’s an ad placed by MH and JB in the Robb Report (the leading source of millionaire products).
Notice the picture of the Robb Report, like the magazine where the ad was placed, the picture of the Jaguar (a car that would be featured in the Robb Report) used the same words and phrases from the ad also. Don’t dress it up and make it busy. Simply put on the capture page a few items from the first ad and then an opt-in box next to it.
The concept is CONGRUENCY – if you are directing people to a capture page through an ad or email, make sure the capture page uses the same pictures, words, concepts as the ad or email that brought them there.Remember the PPC launch they did to the list of 13,000. That email led to this capture page:
5. Small lists are GREAT! This is how to pull money from a small list.
1. Define your opportunity.
2. Add 5 bonuses (good ones, not lame!). You can add your personal time (ie: you create their blog or website or 1 hour of training on PPC, 30 minutes of Facebook strategy training, I will set up your first 5 ads and keywords, for the first 2 people who join.
You must be very specific, giving exact amounts and details, rather than "I will mentor you" or something obscure like that, that doesn't say much. Address their fears - offer ways to help them through things you know they don't want to do on their own.
People with large lists can’t do this! They have too many on their list and cannot offer personal time, but you can to your small list, and this will bring you words of praise from them and you’ll build your brand and reputation this way.
To Your Success,
Thea
P.S. I hope this post helped! I would love to hear from you...please post comments below:
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