How to Maximize Sales: Products Sold with Video

Looking to boost your sales? Using videos can make a big difference. In this article, we explore how you can get your products sold with video. Discover practical tips and strategies to use videos effectively in your sales process.

Key Takeaways

• Post-call videos boost client confidence by reinforcing key points and addressing concerns, making it easier to close sales.
• Trust is critical; using video content, like testimonials and personalized messages, can significantly enhance engagement and conversion rates.
• Educating leads and addressing objections with follow-up videos can streamline the sales process and increase buyer confidence.

Power of Post-Call Videos

Post-call videos are a game-changer in the sales process. They help reinforce key points discussed during your sales calls, ensuring that your message sticks with your clients long after the call ends. These videos address client concerns directly, making them feel like they’ve already been “sold with video” before a proposal is even sent out. This not only boosts their confidence in their decision-making but also increases the likelihood of closing the sale.

Imagine this: you’ve just had a productive call with a potential client. You follow up with a personalized video that highlights the main points discussed, answers any lingering questions, and addresses potential concerns. This approach leaves your clients feeling understood and valued, which is crucial for building trust.

Overall, the feeling of being “sold with video” can significantly enhance a client’s confidence in their decision, leading to higher conversion rates and a more successful sales process. Incorporating post-call videos into your sales strategy means offering not just a product or service, but peace of mind.

Building Trust with Video Content

Trust is the cornerstone of any successful sales relationship. Video content can engage potential buyers significantly more than static images or text, leading to a substantial increase in inquiries for businesses that include videos. People prefer video content for information, making it a powerful tool to influence buyer decisions and sell effectively.

Video testimonials from satisfied clients can work wonders in enhancing trust with new prospects. These testimonials not only showcase your success but also act as a powerful referral tool, driving business growth. Personalized video content creates emotional connections with viewers, significantly boosting engagement and conversion rates.

Authentic narratives and storytelling in your videos build credibility and rapport with your audience. Sharing behind-the-scenes moments and personal experiences adds transparency, making clients feel at ease. Embedding these elements in your video marketing strategy fosters lasting trust and stronger client relationships.

Educating Leads Through Follow-Up Videos

Educating your leads is a critical component of the sales process. Follow-up videos offer an excellent opportunity to provide detailed views of products and address specific concerns. Including videos in product listings can enhance conversion rates by showcasing unique features and prompting quicker decision-making among buyers.

Virtual tours are particularly effective, as they allow potential buyers to explore the layout and features of a product, answering many of their questions proactively. Engaging visual presentations can also simplify complex information about pricing options, making buyers feel more informed and confident in their decisions.

Optimized videos on listings not only improve search visibility but also convey a commitment to transparency, enhancing trust and credibility with potential clients. Educating your leads through follow-up videos reduces buyer hesitance and increases the likelihood of them making a purchase.

Eliminating Objections Before They Arise

One of the most powerful aspects of video marketing is its ability to preemptively address buyer concerns. Utilizing video content allows you to provide clear and detailed explanations of product features, effectively eliminating objections before they arise. This proactive approach can make a significant difference in the sales process.

Effective follow-up videos should always include a clear call-to-action, guiding leads towards scheduling appointments or taking the next steps in their purchasing journey. The quote from “They Ask, You Answer” perfectly illustrates how a video can pre-answer objections and build trust before closing a sale.

Addressing potential concerns early creates transparency and trust with your leads. This approach makes prospects feel more comfortable and increases the likelihood of them moving forward in the sales process, allowing you to maintain your focus.

Increasing Conversions with Personalized Videos

Personalized videos are a powerful tool for increasing conversions. Studies indicate that a significant percentage of consumers are influenced by videos. Specifically, 64% to 85% are more likely to make a purchase after viewing one. This is because personalized video content allows for tailored messaging that resonates deeply with prospects, making them feel valued and understood.

In the competitive world of business, those who create video content have a significant advantage. Despite the proven benefits, few professionals currently utilize this medium, giving those who do a competitive edge. Personalized video messages enhance purchasing confidence, leading to higher conversion rates and more successful sales.

Incorporating personalized videos into your sales strategy allows for deeper connections with prospects, ultimately driving more conversions and growing your business.

Examples of Effective Post-Call Videos

To inspire your video marketing strategy, let’s look at some examples of effective post-call videos. Business videos that include emotional storytelling can significantly resonate with potential buyers, creating a strong emotional connection. This approach can make your prospects feel more invested in the product and more likely to proceed with a purchase.

Drone footage is another powerful tool, providing stunning aerial perspectives that enhance viewer engagement. This type of footage can showcase the product’s surroundings and unique features in a way that static images simply cannot.

Post-call videos play a crucial role in engaging clients and reinforcing selling points. Creatively combining emotional storytelling and visually captivating elements produces videos that leave a lasting impression on your prospects.

Tools and Platforms for Creating Videos

Creating high-quality videos requires the right tools and platforms. The Sony Handycam FDR-AX53, for instance, is favored for its 4K footage, zoom, and stabilization, making it ideal for product showcases. VideoStudio is another excellent tool, offering features like color correction and multi-camera editing, essential for producing polished marketing videos.

Lighting is also crucial for professional-looking videos. The Dracast BoltRay Plus Bi-Color LED400 lighting kit is lightweight and adjustable, making it suitable for various video shoots.

For those who prefer outsourcing, Fiverr provides access to freelance video editors who specialize in creating content, ensuring quick turnaround for video projects on their website. Using a CRM tool can streamline the follow-up video process, allowing businesses to maintain consistent communication with a larger number of leads.

Leveraging these tools and platforms helps create professional-quality post-call videos that enhance your sales efforts.

How to Track Video Performance

Tracking video performance is critical to understanding audience engagement and refining your marketing strategies. Various tools and platforms, such as analytics software, video hosting services, and CRM systems, can be utilized to monitor key metrics like views, watch time, and engagement rates.

Best practices for tracking metrics include setting clear goals, choosing the right metrics to monitor based on your objectives, and regularly analyzing performance data. Interpreting this data correctly allows you to refine your video strategy, providing insights that can inform content improvements and better targeting.

Keeping a close eye on your video performance allows you to continuously optimize your approach, ensuring your video content remains effective and engaging.

Best Practices for Video Marketing

Maximizing the effectiveness of your video marketing efforts requires following best practices. A structured follow-up strategy significantly improves lead engagement and conversion by providing targeted information. Incorporating market trends into follow-up videos keeps potential clients informed and interested, fostering a sense of urgency about their purchasing decisions.

Personalized video marketing campaigns achieve better click-through rates compared to generic video content, making it crucial to tailor your messaging. Choosing the right platform for video posting is also important, as some platforms, like YouTube, are better suited for short content while others are ideal for longer videos.

Engagement metrics, such as watch time and click-through rates, are vital for assessing the effectiveness of your videos. By using analytics tools, you can understand viewer demographics and behavior, allowing for more targeted video content.

Case Studies: Success Stories

Let’s explore some success stories to see the impact of video marketing in action. Businesses that utilize video case studies are reported to be up to 53 times more likely to achieve a first-page ranking on Google search results. This highlights the power of video content in boosting online visibility and attracting more leads.

Even during economic downturns, 24% of companies have expressed intent to produce more case studies to enhance sales, underscoring their effectiveness. Videos that share client success stories can showcase a business’s capability and reliability, fostering trust among prospective customers.

Most businesses do not utilize video marketing, offering a competitive edge to those who do. Leveraging video case studies demonstrates your expertise and builds credibility with your audience.

Summary

In summary, post-call videos are a powerful tool that can transform your sales strategy. By reinforcing key points, building trust, educating leads, eliminating objections, and increasing conversions, you can leave your prospects feeling like they’ve already been “sold with video” before a proposal is sent out. The examples, tools, and best practices discussed in this blog post provide a comprehensive guide to maximizing your sales with video marketing.

Remember, the key to success lies in creating personalized, engaging, and informative video content that resonates with your audience. By implementing the techniques discussed, you can build stronger relationships with your clients and see a significant boost in your conversion rates.

So, take the plunge and start incorporating post-call videos into your sales strategy today. The results will speak for themselves, and you’ll wonder how you ever managed without them.

Frequently Asked Questions

What are post-call videos and why are they important?

Post-call videos are awesome follow-ups that reinforce key points and address any concerns after a sales call. They’re super important because they help build trust and make prospects feel more confident in their decisions.

How can video testimonials help in building trust?

Video testimonials are a game-changer for building trust because they show real people vouching for your work, making potential clients feel more confident in choosing you. They’re like personal referrals that can really boost your business!

What tools are essential for creating high-quality videos?

To create high-quality videos, grab a Sony Handycam FDR-AX53 for 4K shots, use VideoStudio for editing, and light up your scenes with the Dracast BoltRay Plus LED400 kit. You might also want to consider hiring freelance editors from Fiverr to make things easier!

How can I track the performance of my video content?

To track your video performance, use analytics tools from your video host to keep an eye on views, watch time, and engagement. Set clear goals and regularly check in on your metrics to tweak your strategy as you go!

What are the best practices for video marketing?

To nail video marketing, focus on creating personalized content and keeping up with market trends. Don’t forget to track your engagement metrics to see what’s working!

The post Top Strategies to Get Your Prospect Sold with Video Marketing appeared first on Done For You.

If you’re not using them, you’re leaving money on the table. Let’s break down how to craft abandon cart emails that turn hesitation into conversion while delivering value your competitors can’t match.

Why Do Shoppers Abandon Carts?

To craft a winning email strategy, it’s essential to understand why people leave their carts behind:

• Just Browsing: Many users add items to carts without the intent to buy.
• Unexpected Costs: Shipping fees or taxes that appear late in the checkout process.
• Complex Checkout: Frustrating or lengthy checkout processes drive users away.
• Distractions or Forgetfulness: Life happens, and sometimes shoppers simply forget.
• Trust Issues: Concerns about return policies or secure payments.
• Comparison Shopping: Users often compare prices on multiple sites before buying.

Understanding these reasons allows you to address objections and craft abandon cart emails that re-engage customers effectively.

Additionally, abandoned carts often happen because users are gathering ideas and options for future purchases. They may use their cart as a placeholder for items they like but aren’t ready to commit to. Another common reason is uncertainty about product details—shoppers might be seeking more clarity on sizing, color, or specifications. Addressing these scenarios in your abandon cart emails with useful information or reassurances can make a significant difference.

Finally, the emotional state of a buyer plays a role. Sometimes, buyers experience “cart regret” when the total price, including shipping and taxes, triggers hesitation. Others might feel overwhelmed by the decision-making process, especially when purchasing higher-priced items. A strategically crafted abandon cart email that addresses these hesitations with incentives or social proof can nudge buyers toward completing the purchase.

Key Elements of a High-Performing Abandon Cart Email

An effective abandon cart email doesn’t just remind shoppers of what they left behind—it compels them to return and complete the purchase. Here’s what to include:

1. Personalized Subject Lines That Capture Attention

Examples:

• “Forget something? Your cart misses you!”
• “Don’t wait! Your items are almost gone.” Personalization boosts open rates and makes emails feel more engaging.

Your subject line is your first opportunity to grab attention in a crowded inbox. Beyond personalization, consider adding urgency or curiosity to pique interest. Phrases like “Hurry! Limited stock available” or “We saved your favorites—don’t let them go!” can create a sense of FOMO (fear of missing out) that encourages readers to act quickly. Test different approaches to find what resonates most with your audience.

2. A Visual Reminder of What They Left Behind

Include high-quality images of the products in the cart. This visual prompt can reignite their desire for the items.

A clean, visually appealing layout is essential here. Ensure the product images are large and clear, making the email easy to skim. Including additional information, like color or size options, adds context and reduces any potential doubts shoppers might have. Bonus tip: Show similar or complementary products to encourage upsells or cross-sells.

3. Clear Calls to Action (CTAs)

Your CTA should be bold and actionable. Examples:

• “Complete Your Purchase”
• “Get It Before It’s Gone”

Make your CTA impossible to miss by using contrasting colors and actionable language. Consider testing variations, such as “Return to Your Cart” or “Claim Your Deal Now,” to see which drives the best results.

4. Address Common Objections

Highlight return policies, customer reviews, or guarantees to build trust. If you offer free shipping, emphasize it prominently.

Your email should anticipate the shopper’s concerns. For example, if shipping costs are a known barrier, feature a banner offering free or discounted shipping. Include customer reviews or testimonials directly in the email to reinforce trust and demonstrate the value of your products.

5. Incentives to Act Quickly

Add urgency with limited-time discounts, free shipping, or exclusive bonuses. For instance:

• “Complete your purchase in the next 24 hours for 10% off!”

Time-sensitive offers work well to create urgency. Consider pairing them with countdown timers in your email design to visually reinforce the limited-time nature of the deal.

6. Mobile-Optimized Design

Over 50% of emails are opened on mobile devices. Ensure your design looks great and loads quickly on all screens.

A responsive design isn’t just a “nice-to-have”; it’s a must. Use larger fonts, clickable buttons, and a single-column layout to improve readability and usability on smaller screens.

The Perfect Timing for Abandon Cart Emails

Timing is everything. Here’s a recommended sequence:

1. Email 1 (3 Hours After Abandonment): A gentle reminder about their cart.
2. Email 2 (24 Hours Later): Include social proof, such as reviews or testimonials.
3. Email 3 (48-72 Hours Later): Add urgency with a discount or free shipping.
4. Final Email (4-7 Days Later): A last-chance offer or a “we’re here to help” message.

Consistency and follow-up are key to boosting conversions.

The sequence you use can vary depending on your audience and industry. For example, in fast-moving industries like fashion, shorter intervals may work better, while higher-value industries like electronics might benefit from longer intervals with more nurturing. Track your results and adjust the timing to optimize performance.

It’s also worth segmenting your audience to ensure relevancy. For instance, high-value cart abandoners might receive a more aggressive sequence with premium incentives, while lower-value carts could get simpler reminders. Segmentation ensures you’re targeting customers with the right level of effort.

Advanced Strategies to Maximize Your Results

1. Use Dynamic Content

Tailor email content based on what the shopper abandoned. For example, if a customer left a jacket in their cart, include similar items or accessories.

Dynamic content goes beyond just showing abandoned items. Use personalized product recommendations based on browsing history or purchase behavior to make your emails feel more tailored. If a customer abandoned a fitness tracker, for example, suggest compatible accessories or fitness apps to complete the package.

2. Leverage Behavioral Triggers

Send personalized emails triggered by user actions. For example:

• If someone revisits your site but doesn’t check out, send a tailored follow-up.

Behavioral data can also help you segment customers more effectively. For example, frequent abandoners might need different messaging compared to first-time visitors. Leverage these insights to create smarter automation flows that feel personalized at every stage.

3. Experiment with Humor or Emotion

Brands like Dollar Shave Club use witty subject lines and humorous copy to connect.

Humor can work wonders for brand recall, but make sure it aligns with your audience. Alternatively, you can use emotional appeals, such as highlighting how your product solves a problem or improves the customer’s life.

4. Test and Optimize

Split-test subject lines, email designs, and CTAs to find the best-performing combinations.

Optimization is an ongoing process. Regularly review metrics like open rates, click-through rates, and conversion rates to identify areas for improvement. Use A/B testing to continuously refine your approach.

Final Thoughts: Reclaim Your Lost Sales

Abandon cart emails aren’t just another marketing tool—they’re an opportunity to build trust and recover lost revenue. By addressing objections, adding urgency, and following up consistently, you can turn cart abandonment into a powerful sales driver for your business.

Ready to implement these strategies? Start crafting your abandon cart email sequence today and watch your conversions soar.

Bonus Tip: The best abandon cart emails feel like helpful nudges, not pushy sales pitches. Keep it simple, relevant, and customer-focused for maximum impact.

The post Abandon Cart Email: How to Convert Hesitant Shoppers appeared first on Done For You.

Black Friday represents a massive opportunity for digital entrepreneurs, software companies, and service providers to boost sales and acquire new customers. But with so many businesses competing for attention, choosing the right offer can make or break your Black Friday success. In this comprehensive guide, we’ll explore the most effective types of offers for digital products for Black Friday, software, and professional services, with detailed tips on structuring your offers for maximum impact. Whether you’re selling courses, memberships, software, or high-ticket services, these strategies will help you create compelling offers that attract buyers and drive sales.

Black Friday Digital Products That Convert

When it comes to Black Friday digital products, shoppers are looking for immediate value and substantial discounts. Black Friday digital products are ideal promotions because they often carry high profit margins and can be delivered instantly without additional overhead. To stand out, it’s crucial to create an enticing Black Friday Digital Product offer that balances perceived value with profitability. Here are some top-performing Black Friday digital products that you can sell, along with strategies to make them irresistible.

1. Video Courses & Educational Content
   

   Video courses, typically priced between $97 and $997, are excellent choices for Black Friday sales. These high-value resources cater to customers interested in gaining new skills or knowledge, making them prime candidates for attractive discounts. Offering additional resources alongside the course can increase perceived value, making the deal feel exclusive and worthwhile even at a reduced price.

    

   • Complete Video Training Programs: Full-length, structured video courses guide learners through a specific skill or knowledge area. These programs often include multiple modules and allow for a step-by-step approach to learning, which customers find appealing.
   • Downloadable Workbooks and Resources: Supplementary PDFs, like workbooks and templates, provide hands-on applications of course content. These materials help learners reinforce their understanding and make the course experience more interactive.
   • Access to Private Communities: Exclusive groups, such as Facebook or Slack communities, allow students to engage with one another and receive additional support. This social element adds value by fostering a network of like-minded peers.
   • Implementation Guides: Step-by-step guides help customers implement what they’ve learned from the course, increasing the likelihood of success and customer satisfaction.
   • Case Studies and Examples: Real-world examples showcase successful applications of the course material, helping build trust and demonstrating the course’s practical value.
     

2. Membership Sites & Subscription Offers
   

   Membership sites provide recurring revenue potential and can be especially appealing on Black Friday, even at a discounted rate. Offering special memberships or subscription deals attracts long-term subscribers while increasing brand loyalty. Here are some membership offers that work well for Black Friday:

    

   • Lifetime Access Deals: A one-time payment for lifetime access appeals to customers who prefer permanent solutions. This option gives users unlimited access to the membership content, creating a strong incentive to buy.
   • Annual Memberships at Monthly Pricing: Discounting the annual plan to the equivalent of a monthly subscription rate encourages customers to commit for a year. This reduces churn and secures longer-term revenue for your business.
   • Bundle Deals Combining Multiple Membership Levels: Offering a package that includes access to various levels or sections of your membership site adds depth to the offer and makes the deal feel comprehensive.
   • Early Access to New Content: Allowing early access to upcoming features or content gives new members a head start, adding a layer of exclusivity to the offer.
   • Special Member-Only Bonuses: Exclusive bonuses that are only available during Black Friday enhance the appeal of the membership, making it feel unique and valuable.

Software & SaaS Black Friday Strategies

Software and SaaS companies can leverage Black Friday to drive long-term customer acquisition, especially if they offer strategic deals on subscriptions and features. Black Friday promotions for SaaS products often center around locking in users through attractive pricing for long-term plans or premium access. By providing discounts on annual plans, feature unlocks, or limited-time lifetime deals, software companies can maximize their Black Friday sales while building a loyal user base.

1. Extended Free Trials
   

   Extended free trials, lasting 30 to 60 days, offer customers ample time to experience your software before committing to a paid plan. This approach not only builds trust but also gives users a chance to integrate the software into their routine, increasing the likelihood they’ll become long-term subscribers.

    

   • Offering longer trial periods provides users with more time to understand the full value of your software. By the end of the trial, users are more likely to realize how your product can benefit them and feel ready to commit to a paid plan.
   • Pairing extended trials with discounts on annual plans creates an added incentive for users to convert, combining the benefits of a risk-free trial with the appeal of cost savings.

2. Lifetime Deals
   

   Lifetime deals provide customers with lifetime access at a one-time fee, typically set at 2-3x the annual rate. This kind of deal is highly attractive to buyers looking for long-term solutions, and it helps your company generate immediate cash flow while rewarding loyal customers.

    

   • Pricing lifetime deals at two to three times the annual subscription cost ensures profitability while providing genuine value to customers willing to make a higher upfront investment.
   • Offering lifetime access also builds a base of loyal users who may become brand advocates, helping promote your software within their networks.

3. Feature Unlocks
   

   Bundling premium features with entry-level plans during Black Friday increases the perceived value of the offer. This approach provides customers with a taste of premium functionality, potentially encouraging them to upgrade to a full-featured plan later on.

    

   • By offering higher-tier features at entry-level pricing, you allow customers to experience added value, enhancing their satisfaction with the product.
   • Feature unlocks can also create a positive first impression, as users get more than they expected, leading to higher retention rates and potential word-of-mouth referrals.

High-Ticket Service Offers

High-ticket offers, such as coaching, consulting, and other professional services, can also perform exceptionally well during Black Friday when packaged strategically. For service providers, Black Friday is a chance to showcase expertise and attract clients through special pricing or added value. Here are a few high-ticket service offerings that can attract committed buyers and yield strong revenue:

1. Strategy Sessions & Consultations
   

   Offering discounted strategy sessions as an entry point allows prospects to experience your expertise without a significant upfront investment. This approach builds trust and creates an opportunity to up-sell them to more comprehensive service packages.

    

   • Strategy sessions at a reduced price enable potential clients to test your services, helping them see the value firsthand.
   • This approach also qualifies leads who are serious about getting help, making them more likely to convert into paying clients.

2. Group Programs
   

   Group coaching or mastermind programs, offered at a discount, can help you fill spots in an upcoming cohort quickly. This setup allows you to serve more clients simultaneously while maintaining profitability.

    

   • Group coaching formats allow you to deliver value at scale, providing clients with access to your guidance and insights without the higher cost of one-on-one consulting.
   • Discounting these programs for Black Friday can help fill seats while building a community of clients with similar goals and interests.

3. Service Packages
   

   Bundling your most popular services with exclusive bonuses creates urgency and increases perceived value. Customers are more likely to invest when they feel they’re getting added benefits they can’t access at other times.

    

   • Service bundles create a comprehensive offering that addresses multiple client needs in one package, making the deal feel more valuable.
   • Exclusive bonuses, such as additional sessions or resources, further incentivize customers to act quickly and secure the deal.

4. Events & Training Programs
   

   Black Friday is ideal for selling spots in future events and programs. This approach works particularly well for workshops, retreats, and virtual summits.

    

   • Early bird pricing for live events or workshops scheduled for later dates helps secure sign-ups while giving customers something to look forward to.
   • Offering discounted access to virtual events or training programs can appeal to buyers looking for high-value educational experiences without travel requirements.

Structuring Your Black Friday Offer

Regardless of what you’re selling, follow these principles when structuring your offer to ensure it resonates with customers and maximizes conversions:

1. Clear Value Proposition
   

   Clearly explain the normal price versus the Black Friday special offer. Customers need to understand exactly what they’re saving and why acting now is beneficial. Emphasize the exclusive value they’re receiving as part of the Black Friday deal.

    

   • A clear value proposition helps customers grasp the savings instantly, making it easier for them to justify the purchase.
   • Providing a comparison of regular and Black Friday pricing can reinforce the deal’s attractiveness, encouraging quicker decisions.

2. Irresistible Bonuses
   

   Include time-sensitive bonuses that enhance your core offering. Bonuses can increase the appeal of your offer without diminishing its perceived value, making it feel exclusive and highly desirable.

    

   • Limited-time bonuses add urgency, encouraging customers to act quickly before the offer expires.
   • Valuable extras, such as additional resources or services, make customers feel they’re getting a special deal they won’t find at any other time.

3. Scarcity Elements
   

   Limit quantities or set availability windows to drive urgency. Make sure any limitations are realistic and can be fulfilled to avoid negative customer experiences.

    

   • Scarcity tactics like limited-time availability or capped quantities can enhance urgency, prompting customers to buy sooner rather than later.
   • Clearly communicate these limits to build excitement and foster a “now or never” mentality among potential buyers.

4. Future-Proof Pricing
   

   While discounts should be substantial, avoid undercutting your product’s long-term value. Structure the offer so that regular pricing remains appealing even after Black Friday ends.

    

   • Avoid devaluing your product by offering unsustainable discounts that might harm your brand in the future.
   • By preserving long-term pricing, you ensure that your regular prices still feel fair and valuable, maintaining your brand’s integrity.

Implementation Timeline

The key to a successful Black Friday offer is advance preparation. Planning each stage in detail ensures that your sales process is seamless and effective. Here are essential steps to follow in the weeks leading up to Black Friday:

1. Review Your Existing Products and Services
   

   Assess your current offerings to identify which ones can be best positioned for Black Friday. Look for products or services with high customer appeal and potential for strong demand.

    

   • Prioritize items with high perceived value, as these will attract customers seeking premium deals.
   • Consider products that are easy to scale for Black Friday volume without straining your resources.

2. Identify Potential Bonus Materials and Value-Adds
   

   Determine what additional resources or value you can add to your core offerings to make the Black Friday deal even more compelling.

    

   • Look for digital assets like eBooks, guides, or templates that can be bundled with minimal additional cost.
   • Value-adds should enhance the customer’s experience without significantly increasing delivery time or complexity.

3. Calculate Sustainable Discount Levels
   

   Decide on discount levels that are attractive but also allow you to remain profitable. Review your costs to ensure you’re not sacrificing margins in a way that harms your business.

    

   • Base discounts on your profit margins and typical customer acquisition costs.
   • Consider offering tiered discounts, so the deepest discounts are available for premium bundles or higher-priced items.

4. Create Promotional Materials and Sales Pages
   

   Design visually appealing sales pages, banners, and graphics that showcase your Black Friday deals. Each piece of promotional content should emphasize urgency and exclusivity.

    

   • Ensure sales pages are mobile-friendly, as many Black Friday shoppers browse and buy on mobile devices.
   • Highlight savings and exclusive bonuses prominently to make your offers clear and compelling.

5. Test Your Purchase Process and Delivery Systems
   

   Conduct thorough testing of your checkout, payment processing, and delivery systems to avoid issues during the sale.

    

   • Run test purchases to check that each step in the checkout process works smoothly and that customers receive what they ordered.
   • If offering digital products, verify that download links or account setups are automated and immediate.

6. Prepare Email Sequences and Marketing Assets
   

   Develop email and social media marketing assets well in advance. Your email sequences should include a mix of teasers, countdowns, and reminders.

    

   • Plan a sequence that builds anticipation, announces the sale, and sends final reminders as the sale end date approaches.
   • Use social media posts to highlight different aspects of the offer, including bonuses, limited-time discounts, and scarcity-driven elements.

The Most Common Black Friday Mistakes

Avoid these pitfalls when planning your offer:

• Discounting Too Deeply and Hurting Long-Term Pricing Power
  Offering excessive discounts can reduce the perceived value of your products over time, making it challenging to revert to regular prices. This can also condition customers to wait for sales, affecting revenue outside of promotional periods.

• Not Having Clear Terms and Limitations
  Ambiguities in your offer’s terms—such as unclear refund policies or expiration dates—can lead to confusion and customer dissatisfaction. Ensuring that every aspect of the offer is clearly communicated helps prevent misunderstandings and fosters trust.

• Failing to Prepare Fulfillment Systems for Increased Volume
  Without adequate preparation, fulfillment processes can become overwhelmed, leading to delays and errors. Testing your fulfillment systems and scaling up support ensures a smoother experience for your customers, even during high traffic periods.

• Missing Opportunities for Upsells and Cross-Sells
  Neglecting upsell and cross-sell opportunities means leaving potential revenue on the table. Strategically placed upsells or add-ons can enhance the customer’s purchase while increasing your average order value.
• Neglecting Post-Purchase Follow-Up Sequences
  Failing to follow up with customers after their purchase can result in missed opportunities for repeat business. A well-structured follow-up sequence keeps your brand top of mind, supports customer satisfaction, and can encourage future purchases.

Start Planning Now

The most successful Black Friday offers aren’t created last minute. Begin strategizing your offers well in advance to ensure smooth execution and maximum results. The more time you spend planning and testing, the more effective your campaign will be.

Want to learn more about creating high-converting Black Friday offers? Stay tuned for tomorrow’s post where we’ll dive deep into Black Friday pricing strategies and psychology.

The post What to Sell for Black Friday: The Ultimate Guide to Black Friday Digital Product & Service Offers appeared first on Done For You.

The basic concept of sales funnels

Traffic, i.e. website visitors, coming in from social media? From organic search? From paid ads? From direct traffic or referral traffic?

Sales funnels help channel all the relevant, incoming traffic to pre-designed and strategic funnels to help guide them through your buying process.

Your digital sales funnel could start with a free giveaway or a free trial. Either is intended to entice a first-time visitor to give up their email so you can contact them again in the future. With lead nurturing autoresponders smartly laid out, your funnel gets to work automatically with every lead who signs up. Eventually, sales happen.

If you’ve setup your funnel right, this should work like a charm. Sales come in and pipeline fills up automatically.

But wait. Why funnels?

You need a digital sales funnel because 73% of leads don’t even want to be sold to. What they want is to buy what they need to buy when they need to. Until then, your job as a business is to nurture those leads.

Do it right and your sales figures will fly like a bat out of hell. But then, why doesn’t it always work? Why do businesses still struggle to construct sales funnels that work like a charm? If it were that easy, anyone would do it.

How to build sales funnels that convert

It isn’t easy to build sales funnels that work. There’s a lot that goes under the hood. There are best practices you should be aware of when it comes to sales funnels. Here are some of them:

Funnels aren’t silos

Digital sales funnels are much like Lego blocks – you’d have to bring various elements together to make it work.

Usually, funnels start with landing pages where people opt-in for your mailing list. In some cases, you might have multi-step landing pages.

Then, you’d have a thank you page (or a confirmation page). Some marketers and businesses also use intermittent pages for upselling or to make a one-time or special offer.

Once people sign up at the top of the funnel (at the landing page level), you’d have an automatic sequence of emails that go out to every new subscriber. A different email sequence can be sent to subscribers segments, like qualified leads or users. Each of these email sequences is laid out with a dual purpose – to nurture, and to sell.

Your subscribers are led to sales pages or product pages from within your emails to bring about sales. Of course, you could extend that to all sorts of use cases such as using affiliate links to make sales or to have subscribers sign up for something else altogether.

While that’s the basic structure of sales funnels, each of those moving parts has to work together. Connect and integrate to win.

Be wise to use the right mix of tools, applications, products, and services to ensure smooth working for your sales funnels.

One offer per page

One funnel can’t service multiple offers. If you are making multiple offers like “Sign up for the newsletter”, “Download this ebook”, “join our facebook community”, and “Buy Now” – all on the same page, it’s not going to work.

Too many funnels don’t work as well as they should due to these multiple offers for a single funnel. When you add so many offers, visitors normally freeze due to indecisiveness.

Ads, for instance, are made for a specific audience with a single offer per ad. The same ad can’t have two offers, can it?

Similarly, your funnels have to be singularly focused on exactly what you want your potential audience to do.

For every offer, you are making and for every marketing objective, launch a dedicated funnel with the proper series of autoresponders and workflows for that funnel.

Copy, message and design do more than you think

The integrations and the initial setup is relatively easy. The design and copy used on your landing pages, your email subject lines, the email copy, and even the call to action button copy – that’s even more important.

Business owners don’t have the time or patience to think through the minutest of details when it comes to sales funnels. Meanwhile, marketers and entrepreneurs are in too much of a rush to launch campaigns.

As a result, sales funnel design and the copy used across the elements of the funnel aren’t given the importance they deserve. While it’s the combination of design and copy that actually brings in the money, most funnels today suffer from design and copy afterthought.

Copy literally sells. Like trillions and more in sales each year, for the last several decades. Writing sales letters should be one of your favorite tasks!

Fortunes have been made just thanks to copy. Align powerful and yet simple copy with design and that’s when you have a winning funnel.

If you depend on an average developer to help build landing pages, you’ll probably get an average result in terms of design and copy. Developers are not necessarily the best people to create beautiful designs or write high-converting sales letters. On the flip side, if you try to create the landing page yourself using popular tools, you’ll like face problems with design customizations, like aligning elements, and your landing page won’t look professional.

If you’d like an audit or to discuss your marketing strategy or how you can use landing pages and funnels to grow your business, book a call with us.

Data wins. Theories die.

Funnels… All fine and dandy but the fact that you could gather, make decisions, and glean insights from several data points on your funnel is what gives you real power.

When you use data, the decisions you make are not just based on conjecture, whims, fancies, or opinions.

Combined data sets result from regular funnel use, testing, hypotheses, and more. Top marketers and businesses have already caught on with the power of using data to run smart campaigns and smarter businesses. About 90% of top companies are already using and sharing data between departments.

In the case of funnels, most of the data you’ll work with lies in metrics that accumulate at the landing page level and then for your email marketing sequences.

Beyond that, most of the data from the hypothesis you’ll work with comes from the various (and continuous) A/B testing that you’ll do to test out various elements of your funnels such as ads, landing pages, email subject lines, call-to-action buttons, and others.

If you want to find out more about the ingredients in funnels that just work extremely well, download our Funnel Factor Report.

If you’d like to skip the download (or have already downloaded the report!) and want more help, click here to book an Action Plan call!  Or, click the button below…

The post Do You Know These Fundamental Rules Of Digital Sales Funnels? appeared first on Done For You.

As a business owner, you always aim for higher revenue and profitability. One way to achieve this is by making high ticket sales. High ticket sales refer to products or services that cost a significant amount of money, typically over $1,000. These sales require a different approach than regular sales, and in this blog post, we will share some secrets to unlocking massive high-ticket sales that can skyrocket your revenue.

Understanding High Ticket Sales

Before we delve into the secrets of high ticket sales, let’s understand what it means. High ticket sales are not for every business, and not every customer can afford to make such purchases. Identifying the right audience with the resources and willingness to pay for high-end products or services is crucial. Such customers typically look for exclusivity, quality, and value.

Secrets to Unlocking Massive High Ticket Sales

Here are some secrets that can help you unlock massive high-ticket sales and skyrocket your revenue:

1. Build Trust and Credibility

When it comes to high ticket sales, trust and credibility are everything. Customers need to trust you and your brand before making a significant investment. You can build trust and credibility by providing valuable content, testimonials, case studies, and social proof. Make sure to highlight your expertise and experience in your niche.

2. Offer Exceptional Value

High ticket sales require exceptional value. Customers need to see the value in what you’re offering, and it should be worth the price. Your product or service should solve a critical problem or provide a unique benefit that customers can’t get elsewhere. Make sure to emphasize the benefits and outcomes of your product or service.

3. Create a Sense of Urgency

Creating a sense of urgency can help you close high-ticket sales quickly. You can create urgency by offering limited-time deals, exclusive bonuses, or scarcity. Customers are more likely to take action when they feel they might miss out on something valuable.

4. Provide Excellent Customer Service

Excellent customer service can make all the difference in high ticket sales. Customers need to feel supported and valued throughout the buying process and beyond. Make sure to provide excellent after-sales support, including warranties, return policies, and ongoing customer support.

5. Use a Sales Funnel

A sales funnel is a series of steps that guide potential customers toward purchasing. A high-ticket sales funnel differs from a regular one and requires a more personalized approach. You can use a sales funnel to build relationships, provide value, and nurture leads until they are ready to purchase.

Conclusion

High ticket sales can be an excellent way to boost your revenue and profitability, but it requires a different approach than regular sales. To unlock massive high-ticket sales, you must build trust and credibility, offer exceptional value, create a sense of urgency, provide excellent customer service, and use a sales funnel. By implementing these secrets, you can attract the right audience and close high ticket sales that can skyrocket your revenue.

The post Unlock the Secret to Massive High Ticket Sales and Skyrocket Your Revenue Today! appeared first on Done For You.

Do you need help to increase your sales and boost your revenue? Look no further! This blog post will discuss tried and tested strategies to help you grow your sales and revenue.

1. Know Your Target Audience

The first step in increasing your sales is to know your target audience. Who are they? What are their needs and wants? What motivates them to make a purchase? By understanding your target audience, you can tailor your marketing efforts and product offerings to meet their needs better.

2. Improve Your Website

Your website is often the first impression potential customers have of your business. Make sure your website is visually appealing, easy to navigate, and provides all the necessary information customers need to make a purchase. Consider adding customer reviews and testimonials to build trust and credibility.

3. Offer Discounts and Promotions

Offering discounts and promotions can be an effective way to increase sales. Consider offering a discount on a customer’s first purchase or a promotion for a limited time. This can incentivize potential customers to make a purchase and can also encourage repeat business.

4. Utilize Social Media

Social media can be a powerful tool for increasing sales. Use social media platforms to engage with potential customers, promote your products, and build brand awareness. Consider running social media ads to target specific audiences and increase visibility.

5. Provide Excellent Customer Service

Providing excellent customer service can help build customer loyalty and increase sales. Make sure to respond promptly to customer inquiries and concerns and go above and beyond to ensure customer satisfaction. This can encourage repeat business and positive word-of-mouth marketing.

6. Analyze Your Data

Analyze your sales data to identify trends and opportunities for improvement. Use tools like Google Analytics to track website traffic and customer behavior. This can help you make informed decisions about your marketing and sales strategies.

In conclusion, increasing sales and revenue requires a multifaceted approach. By knowing your target audience, improving your website, offering discounts and promotions, utilizing social media, providing excellent customer service, and analyzing your data, you can build a strong foundation for success. Implement these strategies today and watch your sales soar!

The post Boost Your Revenue: Tried and Tested Strategies to Increase Sales appeared first on Done For You.

Unlocking the Secrets to High Ticket Sales: Strategies for Boosting Your Revenue Stream

Are you tired of struggling to make sales? Do you wish you could increase your revenue stream? If so, you’re not alone. Many people need help with sales, especially regarding high-ticket items. However, with the right strategies, you can unlock the secrets to high ticket sales and boost your revenue stream. This blog post will explore the best strategy for increasing high-ticket sales.

What Are High-Ticket Sales?

Before we dive into the strategies, let’s clarify what we mean by “high ticket sales.” High ticket sales refer to products or services priced at a premium, typically over $1,000. These products or services require a significant investment from the buyer and often involve a longer sales cycle.

Why Are High-Ticket Sales Important?

High ticket sales are essential for a few reasons. First, they can significantly increase your revenue stream. Selling just a few high-ticket items can generate more revenue than many low-ticket items. Second, high ticket sales can help establish your brand as a premium provider of products or services. Finally, high ticket sales can lead to long-term client relationships, as they are more invested in your product or service.

Strategies for Boosting Your High-Ticket Sales

Now that we understand the importance of high ticket sales let’s explore some strategies for boosting them.

1. Know Your Customer

Knowing your customers is the first step to boosting your high-ticket sales. Who are they? What are their pain points? What motivates them to make a purchase? Understanding your customer will help you tailor your sales pitch to their needs and increase the chances of closing the sale.

2. Build Relationships

High ticket sales often involve a longer sales cycle, so you must build relationships with potential clients. This involves nurturing them with valuable content, answering their questions, and providing exceptional customer service. Building relationships will help establish trust and increase the chances of closing the sale.

3. Provide Value

When selling high-ticket items, providing value to your potential clients is important. This means demonstrating how your product or service will solve their problems or meet their needs. Providing value will help establish your brand as a premium provider and increase the chances of closing the sale.

4. Use Social Proof

Social proof refers to the idea that people are more likely to purchase if they see others doing it. When selling high-ticket items, it’s important to use social proof to demonstrate that others have purchased and benefited from your product or service. This can include testimonials, case studies, or social media posts.

5. Use Scarcity

Scarcity refers to the idea that people are more likely to purchase if they believe the product or service is in limited supply. When selling high-ticket items, it’s important to use scarcity to create a sense of urgency. This can include limited-time offers or a limited number of products or services available.

Conclusion

High ticket sales can be challenging, but with the right strategies, you can boost your revenue stream and establish your brand as a premium provider of products or services. By knowing your customers, building relationships, providing value, using social proof, and using scarcity, you can unlock the secrets to high-ticket sales. So what are you waiting for? Start implementing these strategies today and watch your high ticket sales soar!

The post High Ticket Sales Mastery: Elevate Your Revenue with Strategic Selling Tactics appeared first on Done For You.

Marketing management plays a crucial role in the success of any business. It involves planning, implementing, and monitoring marketing strategies to ensure that they effectively generate leads, increase sales, and ultimately maximize your return on investment (ROI). This blog post will discuss the importance of effective marketing management and provide tips on maximizing your ROI.

What is Marketing Management?

Marketing management is overseeing and executing marketing strategies to achieve specific business goals. It involves analyzing the market, identifying target audiences, and developing and implementing marketing campaigns. Marketing managers are responsible for creating marketing plans, managing budgets, and measuring the success of marketing initiatives.

The Importance of Effective Marketing Management

Effective marketing management is crucial for the success of any business. Here are some reasons why:

1. Increased Revenue

Effective marketing management can help increase revenue by generating leads, converting leads into customers, and increasing customer loyalty. Businesses can attract more customers and increase sales by identifying target audiences and creating marketing campaigns that resonate with them.

2. Improved Brand Awareness

Marketing management can help improve brand awareness by creating consistent messaging across all marketing channels. Businesses can build brand recognition and establish a strong brand identity by using the same tone, voice, and messaging.

3. Competitive Advantage

Effective marketing management can give a business a competitive advantage by differentiating it from its competitors. By identifying unique selling propositions and creating marketing campaigns highlighting them, businesses can stand out in a crowded market and attract more customers.

4. Better Customer Relationships

Marketing management can help businesses build better customer relationships by creating personalized marketing campaigns addressing their needs and pain points. By understanding customers’ motivations and preferences, businesses can create marketing campaigns that resonate with them and build loyalty.

Tips for Maximizing Your ROI

Here are some tips for maximizing your ROI through effective marketing management:

1. Set Clear Goals

Before embarking on any marketing campaign, it’s important to set clear goals. What do you want to achieve? Do you want to increase sales, generate leads, or improve brand awareness? Setting clear goals will help you measure the success of your marketing initiatives and ensure that they are aligned with your overall business objectives.

2. Identify Your Target Audience

Identifying your target audience is crucial for creating effective marketing campaigns. Who are your ideal customers? What are their pain points and motivations? By understanding your target audience, you can create marketing campaigns that resonate with them and drive results.

3. Develop a Strong Value Proposition

A strong value proposition is key to standing out in a crowded market. What makes your business unique? What value do you offer that competitors don’t? By developing and highlighting a solid value proposition in your marketing campaigns, you can differentiate yourself from competitors and attract more customers.

4. Use Multiple Marketing Channels

Using multiple marketing channels can help reach a wider audience and increase the effectiveness of your marketing campaigns. Use social media, email marketing, SEO, PPC advertising, and content marketing to reach your target audience and drive results.

5. Monitor and Measure Results

Monitoring and measuring the results of your marketing campaigns is crucial for optimizing your ROI. Use analytics tools to track key metrics like website traffic, conversion rates, and customer engagement. Use this data to optimize your marketing campaigns and improve your results.

Conclusion

Effective marketing management is crucial for maximizing your ROI. By setting clear goals, identifying your target audience, developing a strong value proposition, using multiple marketing channels, and monitoring and measuring results, businesses can create marketing campaigns that drive results and achieve their business objectives.

The post Unlocking Your Business Potential: The Crucial Role of Marketing Management in ROI appeared first on Done For You.

So many of our clients are selling high-ticket coaching, consulting, masterminds, and courses… Most of what we teach is how to increase sales call show-up rate because the inbound marketing funnels bring sales calls to you…  Still, sometimes, getting their sales prospects to show up for a sales call can be challenging.

Here are three tips to boost your conversion rate and help you make a lot more money on the phone.

Maximizing the Potential of Warm Calling: How To Increase Sales Call Show-Up Rate

In the vast world of sales, making a genuine connection with potential clients can make a significant difference. Today, let’s delve into some top tips for harnessing the power of warm calling to enhance your client engagement and boost sales conversions.

Introduction to Warm Calling

Today, we focus on how to increase sales call show-up rate.  In the contemporary sales arena, utilizing tools like automated webinars can lead to a surge in potential clients booking sales calls. High-ticket sales, especially those that involve complex offers or coaching services, can significantly benefit from this strategy. Let’s dive into the intricate world of warm calling and how you can leverage it to enhance your business.

The Common Challenge: No-Show Clients

Often, potential clients may book a call but fail to show up, leaving the business owner or sales rep waiting. This scenario is not uncommon, even in our business. However, the good news is that specific strategies can mitigate this issue. We recommend three critical steps to increase the chances of potential clients showing up for booked sales calls.

Strategy 1: Personalized Follow-Up Emails To Increase Sales Call Show-Up Rate

As soon as a lead comes through, take a proactive step by sending a one-on-one personalized email. Investing just a few minutes to learn about the client – visiting their website or looking them up on social media platforms can provide a basis to start a meaningful dialogue. Sharing mutual interests or expressing eagerness to discuss their needs during the scheduled call can enhance engagement.

This simple yet personal touch can elevate your response rate by 20-25%. Remember, the key here is personalization; automated responses don’t create a personal connection, as they lack the human touch.

Strategy 2: Offering a Second Chance

If a client doesn’t show up within the first few minutes of a scheduled call, don’t hesitate to reach out again via email or text. A quick message saying, “Hey, I’m online for our call,” accompanied by a Zoom link, can encourage them to join the call, even if they initially forgot about it. It’s a kind-hearted reminder that showcases your genuine interest in connecting with them.

Strategy 3: Considering a Refundable Deposit

A more controversial approach is to charge a refundable deposit for the call, which can be applied to any programs or services they decide to purchase later. This method has had mixed results but has proven to increase sales call show-up rate of qualified prospects.  We do recommend testing it with a small percentage of traffic first to gauge its effectiveness. Sometimes, clients who might not seem promising on paper can be precious connections, and you wouldn’t want to miss out on these opportunities.

Conclusion: Crafting Your Warm Calling Strategy

In conclusion, fostering a warm calling approach entails being human and empathetic. Initiating personal connections and showing understanding can often lead to fruitful business relationships. We’re here to assist if you’re keen to delve deeper into developing robust sales funnels and inbound marketing strategies. Visit doneforyou.com/start to book a call, and let’s kickstart your journey to sales success.

[VIDEO TRANSCRIPT]

Today, we’re going to talk about sales calls. I’m doing a webinar presentation, and I realized how many of our clients are booking sales calls. So basically, it is traffic to a VSL and an automated webinar. The computerized webinar has this person apply to jump on a sales call. This has been a thing for a long time. Sales calls are one of the absolute best ways to sell a high-end service, something that is $2,000, $3,000, or more, something that has continuity, something that is coaching, or maybe a complex offer. We talk a lot about high tickets and the complexity of our stuff.

Now, the sales call themselves, basically, we have somebody apply. Then they get on the phone with a person, sometimes the business owner, sometimes a sales rep, and one of the biggest hurdles of a sales call is the other person not calling. So it’s not that the rings don’t get booked, but the person booking the call with our client won’t show up. So when the call comes through, we have had a client waiting for somebody to show up on a call, and a client doesn’t. Even in our business, sometimes it happens. So there are two things that we do… well, three things, two things immediately and one maybe, but there are three total things we’ll do.

When booking sales calls, I highly recommend you send them a personal one-on-one email as soon as you see that lead coming through to increase sales call show-up rate. So if somebody applies, they go through and fill out your application, and you get that email sent to your email inbox, sometimes to your phone, but your email. Take five minutes to visit that person’s website. Learn a little about them, look them up on Facebook or LinkedIn, or find something you can immediately start a dialogue with. It doesn’t have to be much. For us, I’ll often say, “Oh, you’re in the pet space. We do a lot of work in the pet space,” which we do, “I’m looking forward to our call Monday at 12,” or whatever.

And a lot of times when you get a reply from that person, they’re going to jump on the call, and it’s also highly likely that they’ll buy. They’ve already looked at you and researched, so they signed up for a call. So, that one-on-one personal email will get you an immediate bump of 20%, 25%. It’s straightforward. It takes a couple of minutes, and at the end of the day, it shows you are a human. If you go the route of many of our clients and want that to be automated, you won’t get in any bump whatsoever because there’s no personal touch. Infusionsoft or Ontraport doesn’t know anything about that person. They’re just sending that form email, “Hey, thanks so much for signing up. Glad you booked a call,” whatever. There’s no personal connection there. So, step one, send a private email as quickly as possible after seeing that lead. If it’s an hour or less, it’s bonus points. Try in the next four hours. Try, really, really quickly. That is tip number one.

Tip number two: give them another chance. If you jump on a call and they aren’t there within three minutes, send them an email or even a text if you’ve collected their phone number, send them an email and say, “Hey, I’m online for our call,” semicolon, Zoom link, your name. That’s it. I usually go to my calendar, and I will hit… I’d show you the calendar, but… I will hit send contact email so it copies all of the calendaring junk below it, and then I’ll just kind of space it down and say, “Hey, I’m on our call. Here’s a Zoom link.” I don’t mention resetting up a call. I don’t permit them to book a call if it’s inconvenient. Most of the time, they will grab the email they forgot and jump on the call. Sometimes, they’ll send a text message, but those are the two more significant ways that I would say… and they’re both just you being a human. They’re both just you being a good human being.

Number three is charging for the call. So we’ve had good luck and bad luck with this. Sometimes, we’ll have somebody put down a $50 deposit, a $100 deposit. We’ve said that it’s refundable. We’ve never done this personally, but many of our clients have. It’ll be a refundable deposit if they jump on the call, and it’ll either be refunded or applied to their coaching program, course or whatever they’re buying. Sometimes it works, sometimes it doesn’t. Usually, it’s 50 or 100 bucks. I’ve seen it up as high as $250 for a $5,000 thing. I don’t know. It’s one of those things that I would like to test. For our clients, we want to try with 20 or 30% of traffic, nothing crazy, so that we don’t shoot ourselves in the foot if it doesn’t work. Because if it doesn’t work, you’re immediately cutting off all your traffic. So that’s not awesome.

Will it only get action-takers? Yes, but honestly, I’ve found so many promising leads. So many of our great clients have been people who haven’t filled out the form or applied correctly anyway, and they don’t look like good leads on paper. But then you get on the phone with them, and they run a private equity company with 18 brands, and you’re going to start working with four of them. It’s like they signed up for your thing with the idea of one brand, so they didn’t necessarily answer it as one brand would, yet they can connect you with many other resources. So it just depends. It depends on your market; it depends on who you are.

I generally do the first two things first. I will make sure to send that personal email, and then I will make sure to send the reminder during the call… We do it, and it’s not automated. And then the third thing, you can charge for the call if you’d like. All in all, that’s just some quick tips for ensuring people show up on sales calls. If you have any questions at all, if you’d like any more help on setting up sales funnels or getting some of those fully qualified leads to jump on calls with you, to schedule on your calendar to pre-qualify themselves for you, inbound marketing stuff, then go ahead and go to doneforyou.com/start. Book a call, and we’ll talk to you soon, all right. Thanks. Bye.

The post Are Your Sales Calls Being Ignored? Discover How to Increase Show-Up Rates and Close More Deals! appeared first on Done For You.

... Standpoint. You want to use it to promote your things, things you don't just get a commission on, and things that further your business.

Today, we will discuss making money on your website without advertising and creating a profitable website. And that's weird because many blogs use advertising to generate revenue. I know when I first started, I did. I was using AdSense like crazy. And Text Link Ads was another one. And then there were some weird little networks. But Text Link Ads and AdSense were my two bread and butter platforms before I started selling our products and affiliate marketing.

Not only that, but we're also going to talk about how to find profitable websites for sale!  More on that in a minute, though...

How To Make A Profitable Website: 5 Ways To Generate Revenue

1. Product Reviews

Reviewing products is the first way to make a website profitable without ads. I did a lot of this back in my SEO days. We would do product reviews, and rather than get paid for the product reviews, we would get paid as an affiliate.

I would review three or four digital products daily or have writers check these products. Then we got paid whenever somebody read the review and then clicked through and bought the products; we would get paid commission. It worked out well for me. Some of the largest affiliate revenue sites were generating... We were using this model, marketing hacks, net hacks, and some old ones. But we had websites making $20,000 a month just reviewing products for the most part.

The difference is, rather than take a hundred dollars to review the product, we would embed our affiliate link in there, and then somebody would click it and ultimately go through and buy. One of the most significant affiliate opportunities we played with was that Amazon had a wireless carrier. It was like wireless.amazon.com. And they paid a $60 bounty for a while for every new person that you sent signing up for a cell phone. And we were sending four, five, six people a day. This is where I first got my feet wet on product reviews, affiliate marketing, etc. And it was all free traffic. So, that worked out well.

2. Offer Services

The second way to make a website profitable without ads is through services. If you have a business that offers services, it can be freelance writing, video editing, or anything else you can do with a computer. If you can do that service, you can offer it on your website. We encourage our clients to make services to bill for more expensive services. We're looking for a thousand dollars a month that gives you five hours worth of time, that gives our clients, customers five hours a month for a thousand dollars, whatever.

So whenever we're coaching or helping people in that direction, something that is a higher ticket. Because it's just as hard to sell somebody at a thousand dollars a month as it is to sell somebody at a hundred dollars one time. What would you rather have? Would you rather have to sell 30 people your service every month to pay your mortgage? Or would you rather sell three people every couple of months because it's a monthly recurring?

Just think about services in that light. Do something that links up to your business or what you do and links that up with the person, with a buyer, because your blog and website should be where that transaction happens. Your potential, your prospect should come to your website, read a blog post, and then say, "Oh shit, he's got this service. Well, I'll just fill out the contact form or call him on the phone or watch his webinar or download his lead magnet," and you're off and running. Now, you'll need to make sure that the service you're doing is worthwhile.

3. Writing Ebooks or Provide Other Resources

The next thing to make a website profitable is writing eBooks or providing other resources. I already touched on this, but you can create a course if you know something. You can register an ebook. You can write a report. Typically, it works when you offer a product for sale on your website, like a report or six to eight-page information you will give away for free in exchange for somebody's email address. That's typical. If it is a 30, 40, 60, or 100-page ebook, you will charge between $27 and $37 if you sell it on your website.

If you're selling it as a Kindle book, you're going to charge nine bucks or ten bucks or four bucks or whatever because the Amazon marketplace drives everything down. Also, you're splitting some of the money with Amazon, which is one of the reasons why whenever our clients want to sell eBooks, we always try to make sure they're selling it on their website, too.

4. Video Course

Your video course, if you have a video course, and that can be just literally made up of videos like this to make a website profitable, you can put those all in a video course or a screencast where you're recording with ScreenFlow, or you're recording with Camtasia. Those videos can be put together in a video product and sold for anywhere between $97, and we have clients selling their video courses for $2,500 each. Selling these products on your website is a great way to monetize the space. I need to find out the last client or website we built for which we ran ads because all our clients have their stuff to sell.

We have our stuff to sell. So your screen real estate, your website, the banner, the sidebars, the headers, the footers, everywhere in that website is so damned important from a real estate standpoint, you want to use it to promote your things, things that you don't just get a commission on and things that they further your business. So, if you did all the hard work of getting a prospect there, you also want to sell them something. That's the idea.

5. Affiliate Marketing

On the flip side, give affiliate marketing a try. Try affiliate marketing if you don't want to create your products, videos, audio, and other stuff. You can sell all kinds of affiliate products you can get paid a commission on. You don't have to sign up for some weird MLM downline or anything. You can visit a site like ClickBank or Commission Junction cj.com and find a product or multiple products with banner ads.

So, if somebody buys, then you get a commission. For a digital product, you might get a 50% commission or 75% commission; for a physical or more traditional product, you might make a 10% commission.

Amazon has an affiliate program. Amazon also, when somebody clicks your link, you get paid on everything they buy for the next 24 hours, which is also super cool. So, affiliate marketing might work well for your pages to make a website profitable. If you want to avoid selling your products, if you're going to put the time in to write your eBooks to create video courses or coaching programs, or whatever, affiliate marketing might work well. And if you liked this video, make sure to like it, subscribe, and comment wherever you are. If you're on the website, that's awesome.

How To Find Profitable Websites For Sale

After exploring ways to make a website profitable, a logical next step is to consider purchasing already good websites. This can be an efficient strategy for digital marketers and entrepreneurs looking to expand their online presence without starting from scratch. Here’s how to find profitable websites for sale:

Understand Your Niche and Goals

Before you dive into the search, could you define your niche and goals? Are you looking for an e-commerce site, a content-driven blog, or an affiliate marketing platform? I think it's important to understand your target market and the type of website that will cater to your strengths and business model.

Utilize Online Marketplaces

Websites like Flippa, Empire Flippers, and FE International specialize in selling online businesses and websites. These platforms provide a wealth of information, including revenue, traffic details, and the business model of the listed websites. It’s essential to do due diligence on these platforms to ensure the authenticity and profitability of the websites.

Check for Consistent Revenue Streams

Please be sure to look for websites with consistent and diverse revenue streams. A site that relies solely on one income source, like ads or a single affiliate program, might be riskier than one with multiple income channels. Consistent revenue over a period indicates stability and potential for growth.

Analyze Traffic and SEO Metrics

Examine the website’s traffic sources and SEO metrics. Use tools like Google Analytics, Ahrefs, or SEMrush to understand where the traffic comes from and how well the site ranks for its key terms. A website with a solid organic traffic base is typically more sustainable.

Evaluate the Website’s History

Research the history of the website. Look at how long it has been operational, its growth trajectory, and any significant fluctuations in traffic or revenue. This can give insights into the site's stability and potential future performance.

Assess the Level of Maintenance Required

Consider the amount of work needed to maintain or grow the website. Some sites might require ongoing content creation, SEO, or technical upkeep. Ensure that this aligns with your skills and the time you’re willing to invest.

Network with Other Entrepreneurs

Networking with other digital marketers and entrepreneurs can lead to private sales not listed on public marketplaces. Engaging in online community forums and attending industry conferences can open opportunities for finding hidden gems.

Seek Professional Advice

Consulting with a professional broker or a digital marketing expert can be beneficial if you're new to buying websites. They can help you navigate the complexities of evaluating and purchasing a profitable website.

Negotiate and Close the Deal

Once you find a suitable website, negotiate the terms of the sale. Consider hiring a legal professional to ensure that all aspects of the transaction are covered, including the transfer of assets and intellectual property.

By following these steps, you can identify and purchase a profitable website that aligns with your digital marketing goals, potentially accelerating your path to online success.

The post 5 Tried ‘N True Ways To Make Your Website More Profitable appeared first on Done For You.

Today, we’re going to talk about ad funnels or Facebook ad funnels to be a little bit more specific. Now, an advertising funnel is interesting because what an advertising funnel does, is it understands that your traffic is cold. I mean, they’re cold when they first see an ad. They’re cold when they first experience your brand, and the ad funnel, the advertising funnel, warms them up. There is always a set of ads that is cold traffic. Your cold traffic audience is they don’t know who you are. They’ve never heard of you. In the Facebook world, they aren’t necessarily even searching for the solution that you provide. They’re not going to Google and typing in a keyword phrase, if you know what I mean, because Facebook traffic is all interruption-based. In the Google world, they are going to Google and searching for the keyword phrase that you are advertising for or that is related to your business.

Cold and Warm Traffic

This cold traffic person doesn’t know who you are. They’ve never heard of your business because if they had heard of you, then they’d be a little bit warmer. Do you know what I mean? The way the advertising funnel works, they see an ad as a cold traffic prospect, a cold prospect, and then they take some sort of action. That action might be watching a video that is 50% or more, 25% or more. It might be clicking on the ad and going to your website, might be opting in for a report for a lead magnet, or might be just full-out buying something. But that cold prospect is, in their action, warming up to you, warming up to your brand. So, that is what the advertising funnel is all about because when we warm them up, then we can do additional things with them.

Traffic and Retargeted Ad

So after they do something, they are no longer a cold prospect. They move past that cold traffic ad, and now they are seeing a retargeted ad because they did something, watched a video, or clicked a link. This traffic landed on a page and opted in and bought something. So, they are no longer cold. They are warm, and because they are warm, they are seeing a different type of ad from you. On Facebook, Facebook Ad Funnels might be a welcome back ad, or it might be, “Hey, you left this in your shopping cart,” like a shopping cart abandonment ad. It might be telling them about a product that they might be interested in that they didn’t already purchase. So, there are lots of ways that you can carry out the retargeting piece.

One of the things that we really like to do is once they move from cold traffic to warm, to a retargeted ad, then we also acknowledge that they were probably getting warmer or colder within our sphere of influence. So, we might have a retargeted ad that shows a lead magnet for days one through four. So, if they land on our website, then for this four-day period, they see a video view ad talking about a lead magnet. Then, if they don’t do anything, days five through eight, we give them something else. Maybe it’s a checklist, or maybe we’re promoting a different product or promoting a different newsletter or whatever. Then day nine through 13, we do something a little different, with the understanding that they’re getting colder. The longer they go without doing something, they are getting colder.

The Behavior of  Prospect Buyers

We need to be fast because a buyer’s only really hot, usually for a very short amount of time, for a very, very small window. It might be a week, might be for three days, and might be three weeks, but they usually buy and consume a bunch of stuff in the same period of time, and then they move on oftentimes. Think about your own experience. Let’s say you’re looking for a piece of software like a video hosting platform, let’s say. Chances are you recognize the need that you need a video hosting platform, like Wistia or Vimeo or whatever. So you do a little bit of research. You find all the people in the market. And that might not have even been triggered by you internally but by an ad. Maybe you saw a Wistia ad, and then you’re like, “Wait, this makes sense. I need to keep my videos private, so who else has this technology?” Then you do a little bit of research, and then you buy, and you do a free trial and everything. But you’ve come to your decision in the first week or two, typically.

You’ve settled on one and canceled everybody else. Now you are done. You’ve moved on. You’re past that. You might still open some emails and do something, but you’re done signing up for free trials until you’re dissatisfied with Wistia, and then you’re moving on to something else. That’s typically how buyers react. That’s how your buyers react. So understanding that they’re cold, and when they’re warm, and then they’re leaving you. You gotta keep them warm as they go is paramount to this advertising funnel. Recognizing that you need to have different types of ads for how warm somebody is really, I mean, it’s important.

Facebook Pixel

Now Facebook is a little bit different when you’re doing these advertising Facebook Ad Funnels because A, you can do a lot with video. Video, you get cheap clicks and you can add video views. You can do video views campaigns and then target people based on how much of a video somebody watches, which is super important for this momentum and moving somebody through this advertising funnel. But it all comes back to the Facebook pixel. You add the Facebook pixel to your website, and then that pixel tracks what pages they visit, where they go on your website, what the conversion events are, which ads are sending you leads or sending you sales, or ultimately sending conversions.

The pixel is really, really important in this entire makeup, and that’s how we actually set up the day one through four campaigns, the day five through eight campaign. We actually go in and say, “Okay, if somebody is brand new to this audience because of the pixel, show them this ad. If they’re between five and eight days, then show them this ad.” If they’re between nine and 13 days, show them this ad.” It’s all based on the pixel. It’s all based on the lookalike audience.

But then what we do is we create the lookalike audiences of our most successful segment of folks. So, at first, if we have no data whatsoever, then we’re creating a lookalike audience based on the people who watched 50% or more of a video or 75% or more of a video. We were always creating a new lookalike audience based on our best set of data. Then we’re moving all of the ads, so we’re always optimizing the audiences and letting Facebook know exactly who we want to get in front of.

Ad Funnel

Now, the ad funnel itself, as it’s moving prospects through, needs to tie in with your sales funnel. The sales funnel, your landing pages, your automated webinars, your VSLs, all of that stuff really comes out to party in these Facebook Ad Funnels. We like videos a lot. We do a lot of video views campaigns.

If you liked this video, make sure to share it, like it, comment. That way, you know whenever we put out something new.

The post Scaling Facebook Ad Funnels appeared first on Done For You.

Today, we will talk about how to automate incoming sales calls. We’ve worked with many different kinds of businesses over the years. One of the questions that we get asked most often is how do we get great clients coming into our website, coming into our world and raising their hand and saying, “Yes, I want more information about your products, your services, whatever.

Schedule Calls by Group

One of the ways that we do it, in addition to the sales funnel, is to build a specific kind of sales funnel that gets them to schedule incoming sales calls on our calendar. Now, everybody’s offer is different. If it’s over a thousand dollars, a sales call is typically required. Especially if you don’t have a great audience or a great relationship with your audience, you can typically sell through an order form if it’s below a thousand dollars. Still, the incoming sales calls scheduling thing that comes in is in those higher ticket offers.

So, if they come from, let’s say, Facebook and land on your website, they watch a little bit of a video, and then there’s usually an application or something below this video. It might be a form. It might be a chatbot. It might be a Facebook messenger bot or something like that. But there’s usually a way, some medium that they interact with, which asks them a couple of questions. We talked about this yesterday. First name, last name business, ask them a couple of questions. And then the magic happens when they hit the submit button. So, if they fill out the questionnaire, they fill out the survey, and the application the way that you want them to, then they move to a scheduling link. Now, the scheduling software… There are so many different ways to do it, and to be quite honest; I am very picky about when to send a scheduling link and when not to.

I think sending a scheduling link to specific prospects is wrong to ensure clients when you should have a conversation and talk it out. You should figure out, “Okay, I have an availability Thursday afternoon, pick a time.” That’s not so hard, and some people respect that. Sometimes, the impersonal sending a link to book a time on my calendar aggravates me and other people I’ve talked to. The more high-level, I guess, people who value time, oddly enough, don’t like the calendar link. They feel it’s too impersonal.

Scheduling Software

Acuity Scheduling

However, where calendar links work well is inside the sales funnel. Because people are in process, they’re in flow, they’re in-state, they’re going through your sales funnel. They clicked an ad. They’re watching a video. They fill out a form. The next thing that you want them to do is you want to book a time on your calendar or your sales team’s calendar. So, in that instance, it works well. And there are some sales calendar tools that we have used very successfully. One of the ones that we send our clients to is Acuity Scheduling. Acuity Scheduling is nice, robust software, but it allows pooled availability.

So, if you have a sales team of two, three, or four people, then what it does is it kind of collects all of their calendars and then gives your prospect one calendar to book a time in. And then, it assigns the person who will be responsible for that call. So, you can have some people fill up many time slots in the calendar. And it has worked out nicely in teams of two, three, four sales reps. So, you can have blanket coverage of the week, working hours, or even the entire day. And people can book calls wherever it suits them. So, that’s an Acuity Scheduling.

Calendly

Another one, kind of the default one that people use, is Calendly. Calendly friendly, simple software. If you have a one-person shop and want to send out a calendar booking link, Calendly will work well. It’s nice.

Time Slots
What we use in the process we’ve even built one called Time Slots, which is being updated and added into the access marketplace.

Drift

The one we’re using right now that we like is Drift. Drift is chatting bot software or conversational marketing software. It is what powers the chatbox that is on doneforyou.com and some of our other websites. They have a scheduling functionality that you can grab a link to. So, you can send people directly to a call scheduling tab inside the chat or have a link to send people, like an email and stuff. And it has worked out well for us, too. There are some caveats to it. It’s not quite as full-featured as Acuity Scheduling, but you have it in; you can use the calendaring widget inside a chatbot, which is super cool. So if somebody says, “I want to schedule a time with a human being,” they click the button, the schedule pops up, and they can book a time in their calendar right there. And then it’s a metric that is reportable inside Drift. So, that’s pretty cool too.

Those are just some quick ways of engaging your high-ticket prospects in a calendaring scheduling application while they’re still in process. If there’s anything you want us to look over or need any help, go to doneforyou.com, and we’ll get you taken care of.

The post Mastering the Art of Automating Incoming Sales Calls for High-Ticket Offers appeared first on Done For You.

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.Content has always been the backbone of successful marketing. From the days when word of mouth was the only means to spread awareness about a business to the current digital era where everything is available, literally, at your fingertips; there is nothing quite like engaging content when it comes to converting buyers.

Today, I am going to explore some amazing ways that content marketing can drive buyers through the sales journey…

Discovery – the first point of contact with the buyer

Every buyer out there is on the lookout for a solution for the problems that they’re experiencing right now.

Considering the fact that there are virtually countless options available to them, the only way to capture the buyer’s eye is to provide them with something unique and intriguing.  This is where content comes into the picture.

During the discovery stage, the buyer is completely naïve (i.e. he has a problem does not know the solution). So, he’s trying to figure out what to do to get some satisfaction. And, more importantly, he’s in a place where he’s looking for content that educates, inspires, and most importantly helps him with his problem…  Content that can play a key role in getting him to the next stage in your marketing funnel.

Powerful content, like informative blogs and articles, creates an initial impression with your brand, building a connection and enticing him further into your sales funnel and sales letters.

Consideration – one step further in the relationship

So, now the buyer knows that you have the solution to this problem. What next? He’d want to know how good you are or in other words – are you the best help he can get?

This is again where the power of content marketing can make or break the connection established between your brand and your prospective buyer. Now that the buyer is considering your business as one of the probable solutions to his problem, he will want to explore your products and services more specifically.

Powerful content makes sure that your buyers get to know about your expertise in the field and what makes you the perfect fit for his problem. Content like landing pages and “content upgrades,” therefore, become the key component of content marketing that can drive sales.

Decision – the phase that can make or break your marketing efforts

Now, the client has moved down further in the marketing funnel, but he has is still indecisive on whether you are the best fit for his needs or not… So, how are you going make sure that he makes the decision in your favor?

The one word answer to this question is – CONTENT!  (Notice a trend?)

Content forms like case studies, buyer testimonials, and success stories work towards building faith and confidence within your buyer’s mind. It is a basic human psychology to trust the experience of others. Therefore, by going through content like use cases and success stories, you can give your prospect a taste of what it’s like to finally have their problems solved because of your business!

As a matter of fact, this works as the final push that drives the buyer into the last stage of the buying journey…  Getting converted!

Retention – going above and beyond

Most businesses think that the buyer’s journey is limited to only the intial sale…  This is a big mistake.

Smart businesses know that there is still another important step left on this journey. This step is to retain those buyers AND sell them more stuff. You might be shocked to know that studies reveal that 80% of future sales come from 20% of your existing buyers.

So, continuing to feed your buyer with more information once the sale has been completed becomes key. This is where content elements like email newsletters, product updates, festive greetings and social media posts come into the picture.

Remember, buyer relationships are a journey that you need to keep nurturing or else it becomes stale. After all, building trust is not just a one-time thing. You need to keep the buyer hooked on the fact that you are constantly evolving and doing things to make their life easier, and better.

Content plays a role at every stage of the funnel!

The points mentioned above paint a clear picture of how content plays an integral role to keep buyers hooked at every stage of the marketing funnel. A slight weakness in content at any stage could mean losing the buyer forever.

While there are many businesses that focus too strongly on the top of the funnel, it is quite evident that content plays an inseparable role at every stage. From building buyer’s interest in your business to ensuring that the buyer completes the journey by converting into a customer rather than leaving before they ever get the chance – content is the one decisive factor in conversion.

So, are you putting the right focus on content?

Now the question is – how much importance do you put on creating content and aligning it with your marketing efforts in your sales funnel?

Remember – no matter how good your marketing strategies are – if they are not supplemented with the well-crafted content they will prove to be of no use. That’s why the adage, “Content is King,” has been around forever…

And, in order to get the best out of your marketing efforts, you need to focus on crafting content that leaves an instant impact on your prospects.

Producing content that matches the customer’s psychology, offers help and support, and builds trust can be the key differentiator between your business being a hit or a miss. So, pull up your socks and invest in content if you want to see your business shining brightly in your market.

After all, the ultimate reason for a business is to help customers and create revenue, making sure they stick to you for the long haul. Powerful content can help you do that!

Get an inside look at generating revenue online through a sales funnel.
Register for the free Digital ROI Workshop here!

How Content Marketing Drives Sales Throughout The Buyer Journey

This entire week we’ve been talking about content marketing. Today, in particular, we are going to be covering, how content marketing drives sales throughout the buyer journey.

Content marketing is interesting because all our clients that we run paid traffic experience the first level of awareness. When you’re getting brand exposure – basically throwing your brand, offer out there, and you’re trying to get people to pay attention to you, it always starts with a piece of content. That content, sometimes a Facebook post, social video, you’ve seen all kinds of this stuff from us and our clients.

Basically what we’re trying to do is get awareness.

We’re trying to engage with prospects so that they raise their hand and say “Yes, I’m interested in what it is you do.” That is where the whole sales funnel starts. They raise their hand and say, “I’m interested in what you do. I read a blog post and an article.”. What we’re going to talk about today are blogging and advertorials. “I watched 15 seconds of video,” whatever, basically something triggers where that person is now engaged with our brands. What we want to do is we want to continue putting messages in front of them so that they engage deeper with our brands. That’s the role that content marketing should have. Then your paid traffic kind of exacerbates that. It amplifies that content marketing piece.

Today what we’re going to talk about is, how content marketing drives sales throughout the buyer journey.

Now, so content marketing, it’s always been the backbone of successful marketing. I mean, the saying forever is “content is king.” Way, way back, when I started getting into blogging, I don’t know how many people know kind of where I originally started, but basically, I was a Pepsi truck driver. A lot of you know that. I was driving a Pepsi truck and I ended up stumbling across this PDF one day that was half-finished, and I don’t even remember the author, but it was this 14 or 15-page document on how to become a professional blogger. And I was like, “Well, I can type, I can write. Maybe I’ll try to be a professional blogger.”

This entire PDF was how to be a professional blogger by writing online, and the steps were really pretty simple. You log in, create a Blogspot blog, which for those of you who don’t remember, blogspot.com used to be a free blog. It’s kind of like WordPress.com now. It might even still be around. So this is what I did and I ended up kind of falling in love with the blogging thing.

I had zero visitors and nobody gave a shit. I had very, very little traffic and I blogged every day and I wrote about whatever the hell I wanted to write about it. It wasn’t focused, niched and it wasn’t perfect. It wasn’t anything, but it was a start. And so I wrote a couple of hundred blog posts within the course of a couple of years, and in the first check that I got from Google, you would’ve thought it was a million dollars, it was like $104. There’s a picture of it somewhere online. And that was my advertising check because I put Google AdSense the posts.

Then I figured out that if I put text link ads, then I could make a lot more money, just having text links on the website. Those PayPal payments were like six, 700 bucks, and all of a sudden I started making money, and then that made me really, really dig into it. To get more traffic, I started doing research.  How do I get things ranked in Google, I run paid traffic, or how do I make money online?

I started down those rabbit holes, and everything came back to this idea that content is king. And as we talked on Monday, you know that I ended up having some affiliate sites that were making 10, $20,000 a month. Google happened, the Panda update happened, Penguin happened, and all of a sudden those sites disappeared, which is fine. You know, it wasn’t at the time, but that of course led to growth.

Buyer’s Journey

We started running paid traffic, selling our own products and building sales funnels, working with clients, working with folks, and all of that other stuff. So it all ended up being good. But at the end of the day, the journey started with content and it ends with content. There will always be content. If you think you can build an online business without content, then nobody’s going to buy anything. I mean, you’re never going to sell stuff because every business, the only thing you have, the only currency you have, is content. Whether it’s a Facebook ad, a video, a sales copy, or an email copy, everything is content-based, so that’s where we’re at.

1. Awareness Phase

Now, so the first thing, the first time that somebody is probably going to interact with you or your business is this discovery phase, this awareness phase, and this is where people end up kind of jumping down your rabbit hole. It’s the time that somebody Googles something and lands on your website. It is the time that they’re scrolling through something on Facebook and they see your logo, and then there’s a video or there’s a post or there’s something that engages them. It is always that first piece of awareness, that first interaction that somebody gets. The beautiful thing with what we’re able to do with content marketing now is that we can quantify that engagement and we can advertise to that engagement.

If somebody watches more than 10 seconds of a video, we can throw up some banner ads in front of them. If they hit our websites, we can follow them around with banner ads. We could never do that before. Before they always had to buy there, or they have to sign up for an email list. They had to take concrete action. But now we have all these kinds of loose actions that somebody can take to learn more about us. They can follow us, they can like our stuff. Just showing up on a website means that we can retarget them. There are all of these small pieces of commitment that then lead to bigger commitments and it’s all content-based.

2. Consideration Phase

The next step is a consideration, so basically, buyers know that you have the solution for the problem and they’re asking, What’s next, are you a good fit, are you good at what you do, are you going to be around. All of that stuff starts to kind of play into the … or play into the decision, which is the next phase.

3. Decision Phase

The decision really is the make or break for your marketing efforts. You know, it’s that sales copy, the webinar copy, the email that they get that tells them to go do something or to buy something or to book a call with your service-based team, or whatever. That’s the decision, you know? So once you cross that, it might be a decision, it might be desirable, you get them to take action, but once you get them to cross that threshold and sell them, then basically you’re moved into the retention piece.

Now, your content marketing, kind of aids every piece of this journey, because every piece is based on content. It’s just really, really, really important to understand what each piece of content means throughout how content marketing drives the sales funnel. Your blog posts and advertorials are all front side stuff. That’s all front side content marketing, content that you need to have in your funnel, whereas your webinar is kind of like … that’s desire content. I mean, that’s decision content. That is the pivotal piece of content that is going to get somebody to go from, this person has a solution to I want to work with this person and this is how I do it. That’s where, how the content comes into play.

Advertorials

I have a couple of pieces of kind of front-end content that we’re going to talk about. These are advertorials. You already know of this content. You’ve seen them in magazines. You’ve seen them all over the internet, whether you know you’re looking at an advertorial or not. I have one popular blog that a lot of people have ripped off for years for an antiaging skin cream. Basically, it’s kind of the same blog post, same page. You see it all over and they just swap out different CPA offers.

This is an Instagram-worthy anti-aging content marketing post that is a skin cream, called HER, this particular. If you look at the language here we have, “and although they’ve run out of stock,” oh, we’ve got to show that here. They’ve run out of stock a few times over the past month. This is due to a huge spike in demand from women all over the world. They are currently running a special offer that lets you try the entire HER solution booty system for a massive 70% discount for first-time customers. This is obviously a call to action link. So you click this link, you’re going to be able to go buy this.

Now, if this company went defunct or whatever, then they could just swap in another skincare cream. Just run traffic to the same advertorial. This is the pre-framing piece. So this is the piece that pre-frames a buyer to actually purchase the thing. You see this kind of stuff all over the place once you actually learn to look for it. Basically,  advertorials are inserted in newspapers and magazines. This stuff all the time is always present with digital traffic. You click an ad, which oftentimes put you on an advertorial that is going to presell the solution. Then that advertorial then gets the clickthrough to ultimately go through and buy.

Now, I used to think, a long time ago, that why would you put another step in between the ad and the offer? Why would you throw an advertorial in there and make somebody read when you could just go right to how content marketing drives sales copy?  Then I started seeing that all the big media buyers were using advertorials, every single one of them. They basically had this bridge page, which was the page that’s sandwiched between the ad, bridge page, offer. The advertorial is required when you’re driving a tremendous amount of traffic. What it does is it lets you advertise some things that maybe Facebook won’t necessarily want you to advertise straight away or Google.

More than that, it lets you pre-frame the offer. You can standardize how people are going to show up and take in the offer on the next page. Think about this, you’re scrolling through your Facebook feed and you’ve had a really long, hard grueling day. The kids were crying and you’ve worked and all this other stuff. You’re scrolling through your newsfeed, then you hit an ad. It goes right to how content marketing drives the sales page, but you’re not in the frame of mind to actually buy that thing. You are mad and you’re just not in the frame of mind to go get your credit card and purchase something.

Now, compare that to somebody. They’re on vacation and they are sitting in a hotel. They’re on Facebook and they’re just kind of enjoying life for that particular moment of that day. They are scrolling through Facebook. They hit an ad, the same ad as you, then they go to how content marketing drives sales page. Next, they buy because they are in the frame of mind to buy. Now, what a good bridge page, kind of advertorial page does a good piece of content, is it puts both of those people in the different frames of mind on the same page, quite literally, pun intended.

It puts them on the same page so that they’re reading, and then by the time they get to the call to action, by the time they see that link, they are both thinking the same thing. It standardizes it, normalizes their thoughts so that they know exactly what they’re getting into. They’re both reading the same piece of material, and they click the link and then they go buy. So that is what a good bridge page, that’s what a good advertorial, does is it standardizes how content marketing drives sales process.

It allows for a bunch of different people with different emotions and feelings and thoughts and preconceived notions and biases and all that other stuff to hit a page, normalize, and then go to how content marketing drives sales offers. Oftentimes with the right bridge page, the conversions will go up as opposed to just direct linking right to the sales page. So that’s why the big media buyers do it. It takes a lot of testing to make sure that the advertorial is working the way it should. It’s something that you definitely need in your toolkit.

Now, we have a couple of advertorials that we use. I just wanted to kind of throw them up here just for example’s sake. Here’s one sales funnel, “Avoid the needless bottlenecks and maximize output”. It just kind of goes through all the bottlenecks you might have when you have content marketing drives sales funnel. It is like KPIs and metrics that matter. Of course, we have a call to action, which is to watch the video. We’ve been throwing more videos on these things too.  Here are “Three tips to make your sales funnels less complicated”. These are all blog posts. I mean, that’s all of these, are blog posts with calls to action in them.

“Tip number one, strive for simplicity, tip number two, avoid multi-step landing pages”

Then all the way down, so we have a little banner call-out box here, a little feature box. We have a button at the very bottom, a little call to action. Here’s another one, “How to use lead generation to improve your sales funnel. We drive cold traffic to these pages all day long,  and we split test them. We split test the headlines, split test the little banner boxes, all that other stuff.

Here, we’re talking about content marketing and some different things to do. Then we have one here for Facebook. We drive a lot of traffic to this too, so Facebook ads for e-commerce, so people who are running Facebook. I want to run Facebook ads for e-commerce specifically. These are just some of our kind of internal pages that I was kind of going through. Some of the advertorials end up turning a lot of our folks into how content marketing drives sales. Somebody said they still have – “still have those Blogspots”. That’s funny. I think Google bought them? Or maybe Google-owned them way back then. I’m really not sure.

Well, what ended up happening was, when I got into blogging, I went from Blogspot, and then I knew that I was going to try to make money. I wanted more customization over the theme because I knew I was going to want to put in banner ads. I ended up moving to WordPress and it was WordPress 1.2 or 1.3, years and years. That’s really where I started falling in love with WordPress and then web design. Then mucking through FTP servers and web servers, and all of that stuff was very self-taught. So that’s really where I started way back in the day.

For Questions and Guide

For those of you who would like to go through and do kind of a content marketing audit, where we go through, look at your content, plan out some content, look at how content marketing drives sales funnels, look at your traffic sources, all that other stuff, go to doneforyou.com/start, fill out the little form and then book a call with our team and we’ll go through and put together an action plan for you.

If there’s anything we can do ever, just go to doneforyou.com. In the lower right-hand corner, there’s a little chatbox. Here you can go through, you can learn a little bit more about our services. So if there’s anything we can do ever, just, by all means, let us know, drop us a line.

The post How Content Marketing Will Increase Your Revenue appeared first on Done For You.

The average website only converts at a little more than 2%, and that’s a shame considering just how much effort, resources, time, and investments are made just to get relevant people to visit your website.

Most visitors who reach your website, your landing pages, or your funnels don’t take any action. They come in and then they leave.

That hurts.

You might get 2% conversions (on average), but you need more. You’ll want a part of the other 98% and retargeting is the way to get there. It’s a remarkable way for you to reach out to all those visitors who’ve left your site without doing anything.

But wait… Does retargeting really work or is it a fantasy?

The average click through rate of a regular display banner ad is a little shy of 0.07%. Meanwhile, the average click through rate of a retargeting banner ad is 0.7%.

According to Invespcro.com, retargeted customers are three times more likely to click on your ad (and take action) compared to brand new visitors to your website.

Compared to all other digital marketing strategies available, it’s retargeting that gives an average brand lift of over 1046%, according to ComScore.

Convinced?

But wait… Here are a few basic steps you should take before you launch your retargeting campaigns:

Sweeten your original offer

Chances are that you have a regular funnel built to convert fresh, incoming traffic into customers. Your regular funnel is usually your first attempt to get new prospects to sign up as leads or to make sales. It’s likely that you already have an offer to get people to sign up.

But that’s not the offer you’ll make when you do retargeting. You’ll have to consider sweetening the deal a bit.

For instance, let’s say your original offer was X, you’d have to give X + Y away this time around.

Here are a few examples:

Original offer: Get 20% Discount
Retargeting Offer: Get Exclusive 30% Discount

Original Offer: Download eBook
Retargeting Offer: Get the eBook + One-to-one Coaching Call

Original Offer: Get a Free Trial
Retargeting Offer: Get Free Trial + Exclusive White Glove Migration

See what we are doing here? We are enticing visitors who already saw your original offer with an even better deal.

Build dedicated landing pages for retargeting

Most businesses and marketers point their retargeting ads to their original, main campaign funnels.

Big mistake.

You don’t want to send your retargeted traffic to the same funnels and landing pages since there’s no point in doing so. They’ve already seen your offer.

Build dedicated landing pages and funnels specifically designed for your retargeting campaigns in line with the retargeting special offers you are making (as above).

Use countdown timers

One of the reasons why most offers don’t convert (whether they are main campaigns or retargeting campaigns) is because there’s no pressure for your visitors to act. They normally think that the offer you are making is going to be around for awhile so they can come back to it later.

An easy way to apply slight pressure on them to take immediate action is to use a countdown timer for your offer, stating that the offer will end soon (with a countdown timer showing just how much time there’s left before the offer ends).

Countdown timers are known to boost your conversion rates by at least 3 times, as this experiment by ConversionXL proves, thanks to Graham Charlton of SalesCycle.

Duplicate email sequences and tweak

You would already have an email sequence (or a set of autoresponders) that triggers for every lead signing up for your original offer.

Take that autoresponder sequence, and tweak it a little (at least the first few messages to acknowledge the new offers you make with your retargeting campaigns).

Since you have a new offer that you’d be making on your retargeting campaigns, allow the first few email messages (like the welcome email) to reflect the exact offer you made for an overall consistent experience for your prospects or leads.

Test your retargeting funnels

You never know what works and what doesn’t until you start testing your funnel elements. Without A/B testing, you don’t have a way of know winghat works and what doesn’t. Just like you’d normally test your main campaign funnels, you’d have to deploy separate A/B testing workflows for your retargeting funnels too.

You can test out the offers you are making, the ads, the landing pages, the email subject lines, and more.

Yes, it’s another line of testing for an entire funnel (and your work only multiplies) but it’s worth it.

That’s how you launch retargeting campaigns, and yes, they mean more work.

Nothing worth pursuing comes easy, now, does it?

GSDdaily Episode 87

Today, we’re going to continue on the retargeting front. What we’re going to do is we’re going to walk through setting up campaigns from scratch. We’re going to start with a piece of an ad platform called AdRoll. Also, we’re going to walk through the building and creating banner ads, and we’re going to start talking about pixel data.

Now, yesterday, we introduced the following ideas

1. audiences
2. pixels
3. stepping somebody through a marketing or retargeting funnel, based on the action they took or based on the action that they were about to take

Today, we’re going to build on that and dig into AdRoll. We’re going to log into the platform and we’re also going to create some banner ads in Canva, and I’m going to show you a couple of just little tweaks, little things that I do to create the banner ads quickly, because a lot of design sucks and banner ads are expensive too, if you were to go to a designer and have them build a bunch of different banners. There’s a tool that I like to use. It spits them out really quickly. To get started today, though, we’re going to visit this article, Basics of Retargeting You Can’t Afford to Ignore.

The reason retargeting is so powerful is because, by and large, you’re never going to get a better return on ad spend.

Somebody has been to your website, they’ve watched some of your videos, they know you’re around, they’re aware of your brand, they’re aware of your products and your offers and all that other stuff, so retargeting is the quickest path to cash in terms of advertising.

The awareness is already built. They already know what you do. They’ve already investigated you to a small degree, perhaps, or maybe to a large degree, but your brand and your message are consistently being reinforced in their head every time they log in, they get online. Whether they are browsing the internet, they’re seeing little banner ads, if they’re on Facebook, they’re seeing banner ads and they’re seeing videos and stuff.

Your brand is consistently being re-reinforced. They’re being reminded of you if they did business with you and maybe they didn’t do anything or they haven’t done anything with you in a while. You’re always top of mind. You can think of it like if you’ve ever thought about buying a new car. Let’s say you want to buy a Tesla, let’s say. Every time you see a Tesla, it just jumps right out at you because you’re mentally aware of Teslas. You want a Tesla, it’s at the forefront of your brain. Do you know what I mean? You’re constantly looking for Teslas, you’re constantly picking up and spotting Teslas.

Now, retargeting works under the same modality, really. I mean, every time they start browsing online, they see your logo or they see your image or they see your banner, so it is always at the forefront of their mind with retargeting. Whether they do business with you tomorrow or a week from now or a month from now or six months from now, you’re building that awareness. You’re building that brand recognition in their head. The difference is you’re only doing it with 2,000 people or 3,000 people or 5,000 or 10,000 people. You’re doing it with a very small group of people, so you’re able to build that and channel that to a very small group of people.

Here’s just a fun little hack. In Christmas time, when ad costs go apeshit crazy when CPMs are three, four, five times what they are right now because Amazon and Best Buy and all the big box retailers, they’re all buying ads, and then, of course, ads are being purchased on a bidding model. What we do with a lot of clients is we shut off their cold traffic ads like halfway through November or so and we then ramp up their retargeting budget. We’re not attracting new people into the ecosystem of our clients, but we’re able to optimize the ad spend through the holidays.

The prospects of our clients, continue seeing the ads because we’re just doing retargeting. We’re just not welcoming new people into the silo if you know what I mean. We’re not engaging in awareness and branding campaigns through the holidays because that’s like murder, it’s just crazy, wicked expensive, but we are showing up for retargeting. Then in January, when ad prices just go through the floor because all of these big advertisers pulled out, we ramp up hard in January to the cold traffic and then we start expanding on the retargeting campaigns again. That’s just kind of a thing.

Advantages of Retargeting

Retargeting, what we’re going to do, on average, less than 2% of visitors are going to buy. Retargeting is going to let us engage with people who visit the homepage, who look at categories, who look at products, who add to cart, all of that stuff. One of the cool things you can do with retargeting is you can actually sweeten your original offer. If you want to give a 20% discount code or 30% or 50% or whatever, a flash sale, you can do all that with retargeting without having to engage them in any other way.

You can build dedicated landing pages for retargeting too, so the last chance offers a landing page that is only seen for retargeting. We’ve done this quite a bit where somebody will come into our world and then from our retargeting ad we’ll say, “Hey, this is the last chance offer,” or, “We saw you went to such and such page, but you didn’t opt-in. Why was that? What can we do differently?” that kind of thing.

You can use countdown timers, hugely effective, no matter what. I mean, just having a countdown timer on a page increases conversion. You can duplicate email sequences and then tweak those sequences. You can split-test different email sequences for retargeted audiences. It’ll be just a small variation of a cold promo sequence, but it will address the fact that this is the second or third time that somebody has been to a website. Then, you want to test your retargeting funnels.

AdRoll

What we’re going to do is we’re going to kick over first of all into AdRoll. What I want to do is I want to log into AdRoll, and I want to walk you through audiences and how to set up an audience so that you can install your pixel, set up an audience, and then go from there. Let’s go here. Inside, we have our pixel active, which basically means that the pixel is active, it was last received 15 minutes ago. Yesterday, when I told you to set up an AdRoll account and install your pixel if you did that, then you should have a pixel active right now. That way you’re collecting new people.

Audiences

If we go down here to Audiences, the audience is the most important thing that you’re going to set up first. Inside your Audiences, what we want to do is we want to … I have a number of different audiences set up. We have high-intent groups, we have website visitors, like all website visitors, we have a Facebook audience, an Amazon audience, a funnel audience, an email audience, a promoter product audience.

Just to see what this is, what the funnel audience is if somebody has been to the website and the URL that they’ve visited has the word funnel in it, then they get dropped in this audience. Well, what that lets us do is have a very specific silo of people, a very specific group of people who are only seeing funnel creative. The same goes for Facebook, the same goes for email or high-intent audiences or whatever. But how we do that is we would set up a new audience and the new audience that we want to set up, there’s a couple of different ways to do it.

We can do URL Visited, that’s probably the easiest way to do it, is the URL that they’ve visited matches Done For You. If the URL matches doneforyou.com, which is basically anywhere on the website, then it’s going to put them in this one specific audience. But let’s say I wanted to only have an audience for the number of pages viewed.

If somebody viewed five pages, then we put them in a different audience. Now obviously, if somebody went to maybe five pages of your website, they’re pretty engaged. They’re pretty interested in what it is you’re offering. Maybe they go to a sales page, maybe they go to a homepage and then a blog post, then a sales page and then a blog post, then a support page. Whatever that looks like, if they visited five pages, they’re pretty interested. It would make sense to show them a different offer, a different ad, right? Because they’re pretty high-intent.

Now, let’s say we’re looking at URL visited, and then we’re just going to go to Done For You, see what kind of page we got here. We are going to go to Solution, we’re going to go to Automated Profits, it’s just a webinar that we got running right now. Automated Profits, if you would like to register for it, I’m going to drop the link here.

Setting Up Audience

For everybody who hit this webpage, if we wanted to capture them in an AdRoll audience,

1. New Audience
2. URL Visited

You can see right now, we just started this webinar, so you can see that there have been four people. It averages four visitors a day which is nothing, but right now, that’s the number of people that are on this page.

Now, check this out. Let’s say we were to pull this out, so we’re just going to pull this out. On the Resources page, on average we get seven visitors. That’s pretty cool, right? Check this out. If we do doneforyou.com and then we just do a little hotkey, actually, we might need to fix that. We’re going to look at that page, then my audience name is going to be Webinar Registration Visitors. Then this is not a conversion audience. What a conversion audience is, is if the audience is the actual thank you page then the confirmation page, it signals a conversion, then it is a conversion audience. We’re going to keep this pixel for 90 days, we’re just going to go ahead and create this audience. That way it’s done, it’s good.

Conversion Audience

Now what we’re going to do is just to finish, to actually make that conversion audience, we’re going to opt-in here. When we opt-in, then we’re going to see the conversion page, which is right here. This URL is my conversion audience, this is the page that we’re going to be … We’re going to set up a new audience, a second audience. The URL visit is going to be this. Please remove HTTPS, okay. All right. This one is going to be Webinar Conversions, or I’m going to say Webinar Leads just so I know. Then this is a conversion audience. The conversion value is just a free opt-in, so we’re going to do zero, but if they were to convert, we can do 0.01. How long to keep a person in the audience, 90 days. Then we’re going to create this audience.

Including and Excluding Audiences For Your Campaigns

Now we have two audiences. We basically have our webinar registration page visitors and then we have our leads. Yesterday, we talked about including and excluding. When we wanted to create an ad, we would include everybody who landed on that webinar registration page, and then we would exclude all the leads for our campaign. That way, when somebody opts in for the webinar, we aren’t asking them to opt-in for the webinar again, we’re not wasting ad dollars in doing that. Then once the audiences are set up, what we need is we need a banner ad.

Creating Banner Ads

What we’re going to do is we are going to go create banner ads for this automated webinar. For banner ads, my best … Photoshop is one way to build banner ads. It’s an easy way to build banner ads, but the better way, the way that I very much rather building banner ads, is Canva. Especially for retargeted ads, and here is why.

1. Canva

We’re going to go into Canva and we’re going to create a Facebook ad. There are lots and lots of Facebook ads that we can … I’m going to go to Home. There are lots of Facebook ads, lots of different ad sizes and images and graphics, and all kinds of stuff that we can do, but if we start from a Facebook ad then what we’re doing is we’re basically creating a Facebook ad that we can use. Then, we can resize it. If we resize it, then we can create the six different AdRoll banner ad sizes that they recommend. There’s 970 x 250, 468 x 60, 728 x 90. There are different banner ad sizes that they recommend and we can create them on demand.

What we’re going to do, we’re just going to do this. We’ve got some nice images and whatnot around here. That one’s actually a little bit more complicated than what I was thinking. How about we just use this one, just for example’s sake. The ad that we’re going to create, Find Your Footing. All right, it’s running a little bit slow today.

We are going to do Automated Profits and pull the size down a little bit. We’re going to do 42, then Click Here to Register. From there, we’re going to drop in a new image. We’re just going to look at photos and see what they’ve got. Oftentimes, I use Envato Elements for a lot of photos, but sometimes they have decent photos here inside Canva too. If you have a pro account for Canva, then you can just drop in whatever. Let’s just see what this looks like. We’re just going to drop in this laptop. That doesn’t look very good, does it? Let’s see, how about this guy? There we go. Oh, that looks cool. We’re going to remove this one.

We can export this as a Facebook ad right now, it is in the Facebook ad size that we need, but what we want to do is we want to use it for AdRoll. AdRoll, if you Google AdRoll recommended sizes, then we have our recommended sizes right here, Digital Marketing Ad Sizes You Need to Know. For our image ads, there are six, like I said. There’s 300 x 250, 160 x 600, 728 x 90, 300 x 600, 970 x 250, and 320 x 50.

What we’re going to do is I’m going to pull this off over here. This is why I love Canva for these things. We have our base image here and what we can do is we can resize this thing. Our base image is 1,200 x 628. We are going to add a custom size, and this custom size is going to be 300 x 250. We’re going to add another size, I’m just going off of that AdRoll recommended images, 160 x 600. Then we have another one, which is 728 x 90, 90. We can do the same with all six, we’re going to hit copy and resize.

Now it is creating our additional image sizes. Basically, it’s creating those. Now we have a super, super, super short one. All we have to do now is we just click this and then we’re going to want to reposition the font and stuff, make sure the phones work and all that other stuff, but basically, we can drag this over, and then we can make this look a lot better just by dragging stuff around.

If we go to the previous one, here we have a tall one, this is called the skyscraper. This, we can just change the size and then we can put it wherever we want. We’re going to want to mess around with the fonts a little bit. Make sure they’re centered, they have a button or something on the image size. All in all, you can just download these out of Canva and upload them right into AdRoll. Apply the audiences that we just created, and then now you have a retargeted banner ad campaign that is going live, after their approval. Of course, they have to approve it.

All you do is you go into Ad Campaigns, you create a new ad campaign for your audience, and then you are live within a day. You already have your audience. It’s super, super cheap. You can start with like five bucks a day for retargeted pixels. You have your banner set up, you can start split testing banners and creative against each other.

For Questions and Guide

If you would like for us to put together a retargeting campaign like this for you, in Facebook, in AdRoll, where your banners are following people around, your prospects around online, they go to doneforyou.com/start, fill out a little application, schedule a call with my team and I. We’ll walk you through putting together an action plan, putting together something like this. I’ll talk to you soon, all right? Thanks, bye.

The post Retargeting Basics: Starting Your Campaign For Your Website appeared first on Done For You.

Video Transcript:

Hey, what's up. This is Jason Drohn. Welcome to today's presentation This is GSD Daily number 65.

And we're going to talk about intelligence, gathering intelligence on your competitors. Spying on your competitors, ripping off their campaigns and their keyword phrases, and then using that data to help you generate more revenue online. Make more money, right? It's a little weird, I know... It's not weird, it's something we do every day. And you're better agencies, you're better providers, you're better... I mean, if you have somebody on your team who has this skill, you're going to be able to generate a lot more money a lot quicker, because you're using everybody else's data to find out what works and what doesn't. Today I'm going to walk you through a tool. SEMrush is the name of the software. It's a paid application obviously, you can't get anything quality for free.

For reason, this is high-grade stuff and what it provides in terms of analytics, and terms of competitor research and capability are... You could see everything your competitors are doing, everything that's working at least. We're going to go through that in a minute. For those of you... Let me shut my door there. For those of you who don't know who I am. My name is Jason Drohn, creator of a doneforyou.com and we specialize in three things, creating offers, building sales funnels, and then setting up marketing automation that works. And everything we do is about building a foundation for a business online, something that gives you sales on autopilot automatically. Today I had not a significant amount of... This is episode 65.

I have talked about a lot of different stuff as it relates to internet marketing, I'm starting to run out of stuff, that isn't a rehash of a previous thing. What we're going to be doing is we're going to start diving into some of the tools that I use, or that my team uses daily. We're going to talk about using things to execute some of the bigger things that we've talked about in previous episodes, like sales funnels and stuff. We have laid much groundwork already in the daily series, and talking about sales funnels, and talking about Facebook traffic, and talking about organic search rankings, and products, and offers, and all that other stuff that I'm going to start diving in deeper into specific things. And then those specific things we can roll up into the sales funnels, which is ultimately what we've already discussed, so I'm pretty excited about that. Next week, we're going to dig into organic traffic, so we have a lot of clients who are starting to explore organic traffic, starting to explore live streams, and SEO, and some of those things.

Next week we're going to talk about On-page SEO, finding keyword phrases, using keyword phrases, what we do to get rankings and all that stuff, and cover I think, a day. Today we're going to talk about spy tools if you will. The tool that we're going to discuss today is an application called SEMrush. SEMrush is a wicked awesome tool for SEO. And it works nice for SEO but more than that it gives you a lot of competitor data, a lot of competitor intel that you can use to spy on people who are advertising against you or people who are doing business in your same spaces. I'm just going to go through the tool. We're going to discuss the different areas of it and how we use it. Now, you probably are going to use it differently, or you might not, who knows. But the domain that we're tracking in here right now is done for you, I've been using SEMrush for years.

We have several options on the left-hand side, we've got domain analytics, keyword analytics, we've got projects, marketing insights, gap analysis, SEO content template, all kinds of internet stuff. Now, if we just scroll down this page a little bit, you're going to see that in terms of position tracking, we have visibility of 26.48%. And then we have some audits and some on-page checkers and stuff, but where this stuff comes into play. We're going to click into the domain analytics, so you can see some numbers. Now here this 38 is our authority score. We have an authority score of 38, our organic search traffic, we have 308 keywords, then we have 80, so these numbers are not right. If you look at our Google Analytics, we're getting about 300, 400 organic visitors a day.

Then can we scroll down here, and we see our traffic trend, so we can see that one. 2019, then up in March our traffic started trending up. Then we have our keyword rankings down below. You can see how many keyword phrases we have in the top three, so currently, if you follow this report. Now, this report is all... it's not like we're tying in Google webmasters, or Google Analytics, or anything like that. This keyword is generated on their side from their bots and crawlers. Here we have the top three, we have 13 keyword phrases in the top three. There's a lot more than that. We have 35 in the top 4 to 10, so a total of 722 keyword phrases that it found in the keyword results.

Now, if you look at our organic keywords here, you can see those 722 keywords, and we will see... Here, we're looking at organic competitor research, we are ranked in the first position for done for you, advanced lead generation systems, first position, DFY funnels, first position, free traffic Instagram, first position, DFI sales funnel, second position, so you can go through and see all of the keyword phrases that were ranked for. DFI funnels, Scriptly, webinar maker we're in the seventh spot. Done for your webinars, done for your webinar, so there are all kinds of stuff on the first page of Google, as everything above 10 is the first page of Google. CRO KPI done for your courses, that's interesting, we're up to the 12th spot there. We'll have to check that out. That's a pretty hot little keyword phrase. And that is really what we do.

Like we kind of troll through these keyword phrases and find where are our opportunities and if our opportunities, like let's say this done for your courses, it was in the 24th spot. Now it's in the 12th spot. We increased by 12. And the page that it is directing to is doneforyou.com. Well, knowing that it's like well, okay, we offer done for your course creation services. We create offers, so in knowing that it's like you know what, we're going to add something to the homepage for done for you courses linking off to our product to continue ranking for that keyword phrase, so I need to write that down while I'm still thinking about it. Marketing automation workflow, we're in the 27 spots. There are all kinds of keyword phrases here, so this gives you some insight into how your website is doing in the search engines.

But here's the thing, it's not all just that. We can go back out and let's get rid of this bubble here, and we're going to go back to overview, and we can see backlinks, we can see the advertising competitor research, but more than that, we can go into the competitors. Let's look down here, this competitive positioning map, and what you will see is all of the competitors that are, that are ranking for, and advertising for keyword phrases, just like us. We have DFI templates, Marketing Funnel Academy, we have clientsattraction.com has 19 keyword phrases and their traffic is 10. We have machines, we have ranktree.net, which has 156 keywords and 93. And then over here, we have doneforyou.com, which has 722 keywords and traffic of 308.

Needless to say, we're doing pretty well when it comes to our competition. And then we have a list of all of our organic competitors, so Marketing Funnel Academy, client attraction, RY machine, John McNeil has, it looks like three common keywords, a total of 214 keyword phrases, they have traffic of 71. And then we have 2 common keyword phrases, but 472 search rankings and 428 traffic. Let's see if there's anybody else down here. Digital matchbox, we have Rojo consultancy has 559 traffic... is 2300. The easy webinar is ranking for some of the common phrases that we are... They have 2, 618 keyword phrases. You can pinpoint all of your competitors here, from an organic standpoint. Now, if we go, we can go into advertising competitor research and we see the different positions, so traffic costs, we see the keyword phrases. The keyword phrases where we are ranking for. Then we can go into, let's see, we got position changes, and then competitors for advertising competitor research. These are competitors for our ads, so home business promo CFPRO, CFpro tools by ClickFunnels pro tools, they have some traffic going.

Iloveclickfunnels.com has a lot of traffic going. Let's look over at... we're just going to go into I Love Click Funnels, we're just going to see what they do. Their keyword phrase is ClickFunnels on average, their position number one. This is the URL of their landing page and is here, so we're going to go up and we're just going to look at this guy. This is their landing page. Hey Russell, if ClickFunnels is so darn good, why are you giving me two weeks for free? I don't have any idea what this is about, but it's maybe a video of some sort. And because I want you to make money before I make money. I'm so confident that when you see that... Anyway, whatever. That was an example of an ad. Now let's go back, we're going to go back and look at our competitors again. These are all paid, traffic competitors. We're going to go into FunnelHub here and look at... so FunnelHub is also advertising on the keyword phrase, click funnels, And they're just going right to a homepage.

Let's go look at that, so this is FunnelHub. It magnifies your authority, fixes leaky funnels, creates ownership of your traffic managers' perceptions, so this is Funnel hub, and apparently... Create my Funnel hub? Okay, cool. Now let's look at their ads. Funnel hub looked okay, right? I mean, so let's look at their ads, take control of free traffic start building your Funnel hub. Funnel hub helps you create a website to organize all of your funnels offers in one place, blah, blah, blah. Eh, is that? I mean, is that a solid ad? Maybe. Let's look at history and see how long it's been up. Well, this ad it's got 544, the traffic is 544. Click cost is 471, that's quite expensive for the keyword phrase, click funnels, like we're spending 70 cents for the keyword phrase, quick funnels. And it looks like this ad was in the maximum position in ad earned for a given keyword on a particular month, so 3, 1, and 3.

They're advertising pretty heavily right now for these two keyword phrases and then their pages are here, so now that is tied to some advertising competitor research. Then if we look at display advertising for Funnel hub, so the best tool for build sales funnels, okay. The best tool for build sales funnels, that's Funnel hub's display banner ad. That's unimpressive. But anyway, you get the idea, you get to kind of kick through, look and see what your competitors are doing. You get to dive into their stats, you get to look and see what keyword phrases they're ranking for. You get to see their ad copy. Everything about their campaign, you get to see through this one tool and you also get to track your competitor research, your keywords, your phrases.

You can do some keyword competitor research, putting together projects and stuff. They just created some sort of a content writing tool too. I don't know anything about it, but here's some global volume of Funnel hubs. There are lots of ways you can slice and dice the data. I mean, there's so much information in here that you can literally spend all day in here and just do nothing but competitor research, research your stuff, find different ways to exploit your data and rank better. But oftentimes whenever I start working with a client we're always looking for opportunities inside SEMrush for them, that we can go exploit for them. If you have any questions at all about signing or any questions at all about finding your competitor's information, building sales funnels, running traffic, all that stuff, then go to doneforyou.com/start. Sign up for an action plan call with my team and I. And then we'll put together a plan for you selling more stuff, creating offers, getting more traffic, setting up marketing automation.

And if there's anything we can do to help kind of talk through something on a future episode, go to doneforyou.com/GSD and done, and I will talk to you soon. All right. Thanks. Bye.

The post How Competitor Research Guide You To Choose The Best Ad Campaign appeared first on Done For You.

Today we’re going to talk about email marketing management. For those of you who don’t know who I am, my name is Jason Drohn, and I am the founder and creator of DoneForYou.com. We specialize in three things and creating offers. We specialize in building sales systems and sales funnels, and we specialize in marketing automation tracking. Basically, those three pieces are the foundational building blocks to every business online. That’s really what we put together, are those three things.

Now email marketing management isn’t something that I’ve talked about a whole lot. I’ve talked about it in a roundabout way. email marketing as a function is done inside so when somebody hits your sales funnel and they sign up for your email list through a lead magnet, or they buy something or don’t buy something, then the default way that you get back in front of them is usually email marketing.

There are lots of other email marketing management mechanisms.

1. send them an email
2. send them a text message

You can sell them even desktop notifications now, but by and large, for the most part, how you’re going to get back in front of them is that marketing piece, because they are giving you their email address and you are acting on it to pull them in closer to your sales process.

If somebody signs up for your email list, then you, send them emails to buy the thing, buy the offer. That you are promoting through a video sales letter or you send emails to promote a webinar or whatever. There are lots of different ways that people are going to end up, using your email.

2 Different Kinds of Email Marketing Management

In terms of email marketing management, there are two different kinds, two different formats, performance.

1. Automated Emails

I mean, you have your automated emails that go out. Those are your sequences, the sequences that you set up to mail out when somebody does. They opt-in for your lead magnet and then they get email one, email, two, email, three, email, four, in all those emails need to be scripted before you do something before you go live with your sales funnel.

Even our own sales funnels, when we launch our stuff, we have 20 emails I’ve already set to go because of your email marketing management, the list is your ultimate insurance policy. Do you know? So your email list is always going to be the thing that you can fall back on.

If your sales funnel doesn’t work out the way that it should on the front side, so you’re always going to have that email list. You’re going to be able to market to that email list when you pivot to that email list, or at least a portion of that email list is going to go with you. Your email list is always going to be your database. Some people call it a database, some people call it a list. It’s always going to be the thing that you rely on long-term.

Emailing you to have your automated sequences. And in general, I know this is going to go over a lot of people’s heads as with a lot of my stuff with emailing, you have your automated sequences for your email marketing management.

What I generally do is when a new lead comes into the system, whether they buy something or whether they don’t usually the first 30 days is pretty scripted. They get email one, email two, emails three and four, and five up to 30 days. And that whole thing is prescriptive. We’re going to go out, we know what offers they’re going to see. We know that they’re going to seem like all of this stuff. Videos, bonuses, PDFs, whatever. For you, for your stuff, just make sure to have a process for the first day, for the first week, the first week is ideal. You know, that’s going to be paramount is you want to be able to know that they’re getting dripped email, know that they are bonding with you in one way or another. And that’s the important part.

2. Broadcast Emails

The other side is your broadcast emails. Let’s say you have a list of 20,000 people, 30,000 people.

• How often do you mail them?
• Do you often scrub that list?
• How often do you send them offers as opposed to like blog content or videos or any of that kind of stuff?

Now, my rule of thumb, there are some big email marketing management things, email management takeaways that we always employ.

TIP#1 Email your list often

The first is you want to email your list often. I can’t tell you how many times, somebody comes to me and they’re like, Whoa. You know, I can’t email my list every day. I’m just going to put tip number one, email often preferably every day. Email often, preferably every day. I know that sounds probably a little bit crazy, but at the end of the day, so I’m a very, very wise internet marketer a long time ago, who told me that your email list is kind of like unused hotel rooms.

Every day that you go about sending them something you’re losing a chance to be in front of them. I don’t necessarily agree that you need to email every single day, but you need to email often. Shouldn’t be an offer every single day. It should be something, whether it is a blog article or it’s an article in ink magazine, or it’s an article and you know, women’s health or whatever that you think that they should be reading, send it to them. It doesn’t matter if you created it or not. If you think a video is cool, send it to him, send him an email, say, “Hey, I was thinking about you and essentially this video.” I mean, at the end of the day, treat your email list like you would treat a friend.

If you would email a friend, something, then consider emailing it to your entire list. Because if you have 7,000 people on your list, then those, you have 7,000 people who were into the same things that you are now, email it to them, use that as a way to build a relationship with them, you will be much further ahead for it, but get some of that glare out of the. The glare does look kind of cool though.

Sending emails weekly will get a ton of unsubscribes.

Anyway, a lot of people that I tell or coach to email often, a lot of them are like, well, you know what happens if somebody doesn’t do something, you know what happens if I get a lot of unsubscribes? And the reality is the longer you go without emailing that next email that you sent, you’re going to get a ton of unsubscribes. People are going to be unsubscribing like crazy. Like literally if you watch, let’s say you an email today and then your email next Monday, and then you email next Monday, watch your unsubscribes. You’re going to have a very high percentage rate of unsubscribes because in those seven days, they forgot about you or they just weren’t used to opening or receiving your email.

Email every day to have a smaller percentage of unsubscribes.

Now, if you look at, and now if you email every day, so you email every day, you are going to have a much smaller percentage of unsubscribes. However, you’re going to be in their inbox one day, two days, three days, five days between now and next Monday, which means you’re going to be building a list that much faster, you’re going to be selling that much more. You’re going to be bonding with them that much more. They’re going to be responding to blog, videos and videos, and all that other stuff, so just watch your numbers. If you say, okay, I’m going to mail four times in the next 30 days, or I’m going to mail 20 times in the next 30 days. Your unsubscribe rate is probably going to be very close to two similar between those two, those two scenarios.

If you mailed 20 times, we’ll put five times more links, five times more blog posts, five times more videos in front of them, without breaking a sweat. Yes, you have to write an email every day, but you know what? You show up to work every day. And so just count on 20 minutes of that being something that you have to write a blog post for, it’s not that complicated.
These people are already engaged with you. They’re already on your list.

TIP#2 Emails have to be personal

You do not want to have some random corporate presence in your email, they need to be personal. They need to be coming from you or at the very least they need to have some sort of a personal feel to them.

As I said, you want to be talking, as if you’re talking to a friend, one of the worst possible things that you can do in email marketing is you can get a term paper in college. Nobody’s going to respond to that. At the end of the day, it’s all about being approachable, being personal, building a relationship. And you don’t build a relationship with a textbook. I mean, you don’t, you build a relationship with a human being. So write as if you were writing to your best friend, same language, same punctuation, same words, just write it the way you would write it to a best friend or somebody you’re excited to share something with, or that’s the best way to do email, there’s this move to do a lot of images and a lot of very heavy image base.

There’s a couple of email platforms that I see a lot of small businesses moving to because they’re image-based, they’re HTML and image-based, and they don’t require any copy or very little copy. I mean, it’s image-based. So it’s like, image button, image button, newsletter button, whatever the problem with that though is, again, your prospects are not relating to anything.

They’re not understanding anything and they’re not moving any closer to buying anything. I would be hard-pressed, if you were to do a straight AB comparison between a very image-based newsletter, selling something versus a text-based newsletter. I mean, my guess is a textbase is going to win all the time. The only reason we do HTML image-based kind of pretty emails now is because of mobile formatting, 30% of our opens, most people, 50% of their opens.

40-50% of their opens are going to be on a mobile-based browser text, kind of bloat, like the normal text-based email kind of blows for, for mobile browsing. So that’s all there is to, would you want to be personal, write it as if you were writing it to your best friend, they use the same language, use links when it’s appropriate and just do it, do it that way. It’s going to sell a whole lot more. It’s going to be a lot more approachable. People are going to enjoy reading your stuff.

Have an offer once or twice a month

You guys want to keep things current so, my recommendation is not to show an offer, have an offer once or twice a month, like a straight-up sales video-oriented offer. Now every once or twice a month, go in and throw up an offer, blink or sales video, or like an automated webinar or whatever don’t pressure email, with offers. So way back in the day, it used to work to throw up, offer after offer, especially in an affiliate world.

When affiliate marketing was nowhere and internet marketing was nowhere, you could drop offer after offer. And you could just absolutely crush the offers, but now people are great. And the connection, even right now, even more with like COVID and the pandemic and the lockdown, people are craving connection more than anything.

Whether that is through email, whether it’s through video, whether whatever, then just, that’s ideally you always want to provide the anchor point for that connection wherever possible. So yeah, be personal, be approachable, be current and use blog posts and content and video where you can. Like, use live streams. I have been telling all of our clients to use live stream wherever you can.

Like the community, I don’t even get engagement from the community, although I do, which is awesome. But I would love to have lots of comments and shares and likes and all that other stuff. This does a couple of things for me. First of all, it forces me to create content every day. I have found that when I force myself to create content and usually some cool content is out because I’m not necessarily unless I need to talk about something I don’t, I mean, I’m an introvert. These dailies have been an interesting discipline and extrovertedness if you will. But they also provide a great way for people, kind of tuning in when they want to and not tuning in when they want to. It doesn’t matter, but if they see a topic that they want to learn more about, then they can tune in.

If not, that’s okay too. We send out emails here and there. Whenever I get a chance, I’ll send an email and say, “Hey, we’re talking about this now.” Which has been great too? It gives me a reason to connect with, my list to give me a reason to connect with Facebook. So those are all, some of the reasons why, I have been doing it this way, some of the benefits of it, and we’ve been helping our clients see… Paige, so you got to love the realness of it. But at the end of the day, that’s all there is to it. So email often, connect with your audience, use video, use blog posts, where you can, where applicable. And it’s, I mean, none of this has to do with the software or the tools or list building or any other stuff.

But once you have the people on your list and then you want to make sure to manage it appropriately.

Funnel Factor Book

Now, some cool things over the weekend. I got my first textbook. So you have the funnel factor book that came in the mail, check this out. So this is a full eight and a half by 11 textbooks. It is for sale on Amazon at the moment and this thing. So here, let me find something cool. This thing is full color, but there I am. It’s pretty cool. So full color. And let’s see, find something else.

I’ll just do this for you. Isn’t that cool, cool color on this bad boy. That’s the part that is going to set this book apart. This textbook apart is first, go through and put together the architecture for the sales funnels and then all of the things you need.

So inside. Here over on this side, we have the architecture for the sales funnel. And then over on this side, we have all of the pieces that you need to pull that thing off. If you look, this is the base architecture for what is that? That’s a webinar registered as an automated webinar sales funnel. And then over here, you have the sales copy.

We have the sales copy. The core pages needed to pull that thing off. And then the email copy that you need to pull that thing off. So the lead magnet fulfillment, the webinar promo sequence, the webinar replay sequence. So all of the core funnels are actually in this textbook here.

Let’s see if we can find something different, spend something else. So this is a framework for a fully qualified lead sales video. And then of course the things, the pages you need to pull that thing off. Let’s see what else is there, after they register credit repair, this is an automated cash machine sales funnel right there. And then all the pages you need for the pull that off. That’s an automated webinar, as you can see, this book is nuts. 274 pages, eight and a half by 11. So you can write in the margins, all that other stuff. We’re going to list them for sale on the website. It’s also on Amazon. So you can, I’ll drop the link here somewhere.

I just thought it would be cool to throw up a textbook of it. So this is the link here, right? So here you go. That’s a funnel factor report. So this is just the printed report of that, of what you see there, so you can download it for free, check it out. Yeah, let’s see. Let’s see if there’s anything else to go over.

This textbook goes through, let’s see our page numbers. So we got Facebook ads. So we have the introduction to the framework there, and then let me have the quickest path to cash. What the offer, we talk about offers a little bit of physical book, ebook, audio product. We talk about building a sales funnel, creating your offer. Building the sales funnel is where all of your sales funnels. So this is seven starting on page 71 is where all your frameworks are going to be. So page 71 right here, webinars for high ticket sales, webinars tools, all the different tech, you need to pull this guy off the presentation. Then you got presentation software, video sales letters that convert on autopilot. Let’s see what else we got, the ultimate guide to creating a perfect lead magnet, right?

There are Facebook ads, email marketing management, Facebook ads, increasing blog traffic, developing a content strategy that brings traffic. So attract similar auditors. So there are all kinds of stuff in here, all kinds of stuff. Sweet. So it looks like you guys like it, which is awesome. Yeah, go ahead and download it. It’s at that it’s here doneforyou.com/resources/funnel-factor/. You can download the ebook for free. Go ahead and do that. And then, so by and large, I mean, it’s pretty small. It’s awesome. Is it everything I know in, condensed into an easily palpable format. So the ebook is free. You can download that. The textbook, I have priced on Amazon for a hundred bucks. It is 23, $22, $23 to just print it.

And then after Amazon’s fees and all that other stuff, it’s kind of ridiculous, but maybe eventually I’ll have a different printer, a box of a bunch of them and they’ll send them to the house and probably won’t do frequent shipping, but it doesn’t have to be a hundred bucks either.

I think tomorrow we’re going to talk about maybe some headlines, writing effective headlines. That sounds cool.

For Questions and Guide

If there’s anything else I can do for you go to doneforyou.com/start. If you would like to schedule a call with my team about how to set up, email marketing management in your business, about how to build a sales funnel that converts on autopilot, about how to get traffic and offers instead of marketing automation, all stuff that we have locked down for you and pun intended.

The post Email Marketing Management Strategies To Increase Your Revenue appeared first on Done For You.

Facebook is the most used social network in the world today, according to Edison Research. And when it comes to how to optimize Facebook Ads, there are some best practices for attracting and engaging prospects, if you know what you're doing...

More than 70% of Facebook users log in daily and spend time on the platform.

About 93% of marketers already use Facebook advertising regularly leading to Facebook reporting a cool $7.68 billion in ad revenue in the first quarter of 2017.

With the average CPC (cost per click) of Facebook ads still at $1.72, it’s a gold mine waiting for you to dig in.

For businesses, it’s not surprising why Facebook advertising holds promise.

Here’s how you can make sure your Facebook ads work for your business:

Don’t Start Without A Sales Funnel

When getting started with learning how to optimize Facebook Ads, with or without a sales funnel, it's like picking up diamonds and throwing them into the Mariana Trench, one after the other -- just doesn’t make any sense, does it?

Your sales funnels are a guide path for your visitors to take action and to finally end up buying from you. Then, you’d want that buying action to repeat.

If you need help with funnels, be sure to attend our webinar to get access to our proven sales funnels formula for converting your cold audiences into hyperactive customers.

You can also grab these ROI-driven sales funnels from scratch for free. There’s also a complete video series for Sales Funnels if you’d rather opt for that.

Work With Audiences

Most advertisers and businesses don’t use the strongest asset they have when it comes to learning how to optimize Facebook Ads: data.

In a rush to launch ads and campaigns (and because patience is rare), most people do not spend enough time with Audience Insights to get to know more about your existing audiences. Nor do they set up conversion tracking and custom audiences the way that more seasoned advertisers and people looking to optimize Facebook ads do. One of the first things we do when getting into a client account, before spending a penny on ads, is set up audiences and conversion tracking to use the data that they do have and build on top of it...

Audience Insights: With Audience Insights, you’ll be able to determine the demographic profile, gender, location, interests, and more. While setting up the actual Facebook campaigns, you’ll be in a better position to test one audience against another, to choose the right locations, to pick the exact kind of an audience profile, and more.

Target Audiences: Armed with the information you get from audience insights and from other sources you have access to (such as Google Analytics), spend time by carefully choosing your exact target audiences you want to target while setting up the campaign. This part, right here, is the most time-consuming part of launching Facebook campaigns and it’s also the most important.

Custom & Lookalike Audiences: You should be collecting various custom audiences such as those who visit your website, your blog, or your eCommerce store. You can also start profiling your visitors based on the pages they visit. On top of these audiences, Facebook also provides you with lookalike audiences where Facebook creates a completely new audience by trying to match the profile of an already existing audience that you choose.

Creating all these audiences helps you with customer segmentation and allows you to send out tailor-made campaigns for better relevance and explosive results.

The Ads, The Copy, The Bells & Whistles

Facebook is all about visuals (images and graphics). Your ads along with the copy is a critical part of your campaign. Create ads with a singular offer, tailor-made for your audiences.

While the image itself should be able to communicate what the offer is, use descriptions and titles to further entice your audiences to take action.

As Sophia Bernazzani of Hubspot writes, winning ads are visual, enticing, and those with clear calls to action.

Facebook, however, gives you even more. In addition to the image ads, make use of the various ad formats available to you such as the canvas ad, carousel ads, vertical videos, 360 degrees video, slideshows, and collections.

Split test your campaigns

The images you use in your ads, the copy, the audiences, and the landing pages that your ads point to -- each of these can be a/b tested, and you should.

You can also test different combinations of split tests, as Rocco Alberto of Social Media Examiner explains.

While you should be testing only one element at a time, you can test all the elements (including landing pages) continuously, one after the other.

Ensure Tight Automation

Since you can’t possibly send out an email to every lead who signs up for your offer delivered through Facebook ads, There’s no point linking ads to landing pages or funnels for your Facebook advertising without some sort of marketing automation in place.

If you launch campaigns with branding, reach, and impressions as objectives, you’ll at least want to make sure that your Facebook pixel is set up and working. This helps you track and sort your active audiences (see above).

For more focused campaign types such as those with objectives of conversions, Facebook lead ads, etc., you’d want proper emails to go out to those leads as soon as they sign up. Those would be your marketing automation workflows.

Promising a free digital download or lead magnet on your ad? Your first email should thank your leads for signing up and then deliver the free download (also applies to free trials and coupons). You could also send welcome emails and other transactional emails (as the case may be).

If your campaigns are set up for a lead nurturing campaign with longer and more elaborate workflows, be sure to set up your marketing automation in that regard and create tight and impactful automation emails aligned with your goals.

Retargeting is not an option

Retargeting is the hottest thing that ever happened to advertising technology. But that’s not the only reason why you should consider using it mandatorily for your Facebook campaigns to work.

Since more than 80% of your visitors leave your website (or abandon shopping carts) without doing anything, your retargeting campaigns have a chance to get those same visitors back.

According to Giselle of Cmo.com, retargeting helps lift in search activity, boosts visibility, improve positivity towards your brand, and can boost ad response by 400%. Website visitors targeted with retargeting campaigns are 70% more likely to buy from you than otherwise.

Optimize your Campaigns. Continuously

Facebook ads are never “set it and forget it”.

If you think about it, Facebook ads are particularly hard to optimize and to ensure the longevity of your campaigns thanks to realities such as ad blindness and overexposure of your target audience to marketing messages and ads.

Add an ever-increasing complexity of consumer behavior and multiple touchpoints of an average purchase by a customer today, and you have it harder than ever.

As such, you’d want to optimize your ads to increase your click-through rates, lower your campaign costs, reach more audiences that provide you with higher ROI, and to lower your cost of acquisition.

Load up on all sorts of customization hacks or do it diligently with plain, data-driven decisions.

No matter how you choose to do it, optimizing your campaigns continuously helps you work towards the perfect lead generation or sales strategy for your business.

If you'd like us to take a look at your Facebook Ad Campaigns, marketing automation, and sales material; make sure to book an Action Plan call with us here... I bet we can point out at least a few things you're missing in the first 10 minutes we're on the phone :0)

Next Step

These new ad types are the key to starting or saving your Facebook campaigns. Rocking these things early on will launch you out of the gate fast and put a lot of audience data behind you. If you've got campaigns that are cooling off - then working some of these new ad formats may be the key to bring your supplement sales back in line.

Either way, if you need more sales, Facebook Ads are a great way to get them. And, we can help. Watch this short video and you'll see exactly what to do next!

Video Transcript:

What's up. This is Jason Drohn. Welcome to today's GSD daily. This is episode 60. We are going to talk about going through... We are going to optimize Facebook ads campaigns, so, or one optimize Facebook ads campaign in particular. So what today's kind of to-do, what we're going to be up to is we're optimizing a dynamic creative campaign inside Facebook, a couple of different videos, images, some different texts and headlines that we're going to go through and figure out how that... We're just going to kind of figure out what's bringing in conversions, and then we're going to talk to that a little bit.

So for those of you who don't know who I am, my name is Jason Drohn. I am the creator of doneforyou.com. We specialize in three things, building and creating offers, creating sales systems and sales funnels, and then also the marketing automation that drives it all. So today is kind of a piece of marketing automation, in that you need the traffic to turn the people who are coming to your website, or you need the traffic to get... To sell anything. So you can't have a website up and try to sell something and not get traffic, because, at the end of the day, a person is on the other side of the screen, that is who is pulling out a credit card and buying stuff from you.

So you always, always, always need to keep that in mind when you're building sales funnels, when you're doing email marketing, when you're building anything online, is that it is going to be read, and it's going to be read by another human being. So you have to write to them. You have to sell to them. You have to market to them. So it's kind of the idea. Now, right now, let's see. So the first is this... Today's episode is a kind of brought to you by this blog post. So this is a blog post that was written quite a while ago called, to optimize Facebook ads on the fly using their data. So it got me thinking about this topic for today's show. I was going back through some old stats and stuff.

The beautiful thing to optimize Facebook ads and the thing that a lot of people don't necessarily understand is that you're using Facebook's data to optimize your campaigns. So you are all the 2,000 data points that Facebook is attracting or Facebook is collecting on everybody, on you, on me, on everybody who has a Facebook account, all of the places they go, all the websites they visit, everything. Facebook is making that data available to you as an advertiser to help you opt-in, to help you build your audiences, to help you sell more, to help you market more effectively. After all, by letting you use that data and by allowing you to market more effectively, giving you the tools, then what it's doing is it's ensuring its future success because you're never going to use a different ad platform other than Facebook if you're finding success on Facebook.

So that's why they make the data available to you, and there's just so many different things that they collect that you can use as an advertiser. So you can... One of my favorite things to use in certain niches is life events. So somebody who is just got engaged, just got married, is having a baby, those are different life events that all trigger certain things, certain economic things that happen in the real world. So if somebody is having a baby, then chances are, they're probably looking for a new house. If they end a marriage, they're selling one house and buying two. There are all kinds of ways to interpret life events inside optimize Facebook ads data.

When you think about how an advertiser, how a marketer can use, or how a business can use these life events, then it makes a lot more sense to... From an advertising standpoint. So when you optimize Facebook ads, you want to, on the fly at least, you want to start... So you don't want to start with the sales funnel. the optimization or the ads themselves start with the audiences. They start with the people who make up those audiences. So the ads, the copy, the bells and whistles, all of that stuff is really important, having the right images, having the right video, having the right text and all that stuff, but you need to make sure you're targeting the right user, the right demographic, the right psychographic, the right type of person to get your ads working well.

Most importantly, though, is you need to split test your campaigns, so you can test different audiences. You can test in different images, different videos. There's a cool way to optimize Facebook ads made available not too long ago, well, kind of a long time ago, but in ad speak, it was six months or a year ago, but it's called dynamic creative. What dynamic creative is, is it allows you to split test different images, images, and videos with different headlines and different texts and different URLs, and then it does it all on the fly. So it does two things well. It lets you set up an ad once, and then it tests a bunch of different things for you. Then two, it also rotates things out so that as your ad is getting impressions, so it's going to show to the same person one, two, three, four, five times, and as it shows, it switches up little elements of the ad.

So it might switch up the image. It might switch up the text. But what it does is it gives a prospect a lot of different looks at your product and your business. There's kind of this rule taken on dating. So in this dating rule, like a pickup artists kind of dating stuff, but if you've ever done any work in the dating space, you're familiar with this, but basically in the dating space, there's this idea that if you meet someone and then you see them behind a bunch of different backgrounds. So like you're in front of the bar and then you're in front of the dance floor and then you're in front of the outside patio or whatever, then you feel, even though you might already know this, only know this person for like 20 minutes, you feel like you've known them for a long time because you've seen them in a lot of different contexts.

So dynamic creativity does the same thing to optimize Facebook ads. I mean, you see the same person, the same type of ad, the same brand in a lot of different contexts quickly. So it makes you feel like you know them better, which is a really powerful, powerful thing that a lot of people, I don't know that a lot of people would realize that that's happening, but one of the things we've done in testing dynamic creative, I've gone in and just whacked all the non-performing images. But then in whacking all of the non-performing images, the conversion drops, which doesn't make sense, but it only... Well, it makes sense only under the pretext that they had to see two videos or two images or whatever to get the full effect of the thing, the ad.

So they might see the ad and then tomorrow they come back and they see it, the same type of ad with different texts, the same type of ad, different image, and then it was only after they saw the second thing that they converted. So it's a kind of weird thing to think about. Then I've gone in and added some videos back in, and then all of a sudden conversions start to take off again. So it's not even... It's like they had to see the video first and then the image in the same campaign or you can split it on a retargeting campaign. So it gets all fucking weird. But it's one of those things you just got to think about like from a buyer standpoint, what are they doing? Do you know what I mean?

So you want to really... You want to ensure you have some nice tight automation. So somebody comes in, they sign up for a lead magnet. Then they go through a sales funnel and retargeting is not an option. I mean, we've talked a lot on this show about cold traffic and warm traffic. You need to make sure that you're bringing cold traffic into the mix, into your silos. So you have your feeder campaigns and they are coming down into your mix. Then once they are in your funnel, they're seeing retargeted ads to that warm audience, which kicked them out to be buyers or warm traffic. So that is, I mean, it's paramount to your success as cold and warm.

You want to optimize your campaigns. So, and the optimization is if you're spending a bunch of money, I mean if you're spending 100 bucks, 200 bucks a day, you can optimize pretty quickly. I mean, you can go through and split test a lot of stuff pretty quickly. $1,000, you can split test in an afternoon because you have that much traffic that is hitting your site. However, if you're spending $10 a day, it's going to take a week, week and a half to find any sort of meaningful data from the split test. So that's one of the things that is like we talked a little earlier in the week about optimizing through visual website optimizer. So you want to make sure to have that statistical significance. You want to make sure that you have enough visitors who hit that page to give that number merit. Usually, it's like 95% significance is what you're looking for. But 99% is better.

So what we're going to do is we're going to kick over to optimize Facebook ads campaign. I'm going to walk you through, this is an ad campaign we've talked about before. So if we go in, we're going to look at this lead magnet conversion. Now, just to kind of refresh your brain a little bit, let me throw off. So here we go. All right. So this campaign converts. So we're generating leads off of this campaign at about 55%, 52% to 55%. We've talked about this thing a couple of times in a couple of different contexts. The first was we've gone through and looked at this campaign. We've talked about some of the sales material behind this campaign. But what I want to talk about today is these dynamic ads.

So how this campaign is structured, this is a cold traffic campaign and then the cold traffic campaign is broken out into... So I broke them out into 10 year age groups for males, and then for females, it's a 30 year age group. So it's from 35 to 64. Then I've tested quite a bit back and forth. So basically this, we have our... This is 55 to 64, a desktop, male. Then we have 45 to 54 US male, and then we have 35 to 64 female. The ads are a little different. They have a little bit of different language in them. But if what we do is we break down this campaign, so these are dynamic, the top two are dynamic ads. So what we're going to do is we're going to back out to the last 30 days and we will see that, so this, all in all, we've got 964 leads through this campaign in the last 30 days. We've had 93 sales.

So it's a little bit less than the 10% conversion on the front end offer. We've tested. We've gotten quite a few leads, quite a few sales calls like that kind of thing, but all in all, we've spent $5,552 on this thing and we have generated about that on the front end sales. So if we look at, there's the data. Now, if we go in here and we break this campaign down by, so we're going to break this down, all right. So we're going to go into this one. Then we're going to break down by dynamic creative assets. So there are lots of different ways that we can segment this campaign out.

But basically, we can break it down by delivery. So we can look at the age and gender. This is all stuff that is super... I look at this stuff quite often. So we have 35 to 44, 45 to 50. Then so if there is something, some way that we can get these folks... So right now in this market, 45 to 54, we've got 26 sales from that segment. So it would make sense to... So if we continued scrolling over, let's see what our... So we have spent $700 in the 45 to 54 market. We've spent $700 to get, let's see, $700 to get 26 sales, which is awesome. Now, look at the other parts. So we've spent $638 in the 55 to 64 segment to get six sales. So that is not good. So obviously we need to disable 55 to 64 and 35 to 44.

We can re-enable them with some different ads. We can try something different. But this one is clear, obviously, this one right here is a clear winner and the other two are sucking, so they need to be disabled. So this is all part of optimization. As you can see, I haven't optimized this campaign. I was like, we might as well do it live together on this. Do you know what I mean? So, all right. So that's for the age group.

Now let's see. If we go down, so we can also look at the impression device. So let's look at platform and device and see if there's any kind of takeaways here. There might be. There might not be, I don't know. So it looks like we have eight conversions on Android Facebook, five on an iPhone, four on Android Instagram, and 14 on iPhone. Now let's go look at those numbers. Let's go look at the dollars. So we spent $234 to get 14 sales. So that might, I mean, like these where there are the outliers, we might be able to just show different ads on different segments and then scale from there. So this one, we've got eight sales on Facebook Android. Let's see what that number is. How much have we spent there? $600. So there might be something in there that we can kind of exploit. I don't know. That might be a little bit granular. But it might not be. We might be able to pull out.

So the big thing, the big thing I wanted to kind of get into in optimizing this for the dynamic creative is if we... Hold on, we're going to go here. Now let's look at dynamic creative image video. So the dynamic creative, how it's set up is you can put different images and different videos in, and then swap it, it rapid fires the different creative. So right now we have... Let's see. So in the last 30 days, I'm just going to go back to the last 14 days. All right. So in the last 14 days, we have had, so this is a video, video, video, video, video, image, video. So this is the one I was running for quite a while.

Then if we look at just the sales, so this image is still pulling higher than anything else. We've got four sales from this guy. So, which was just pretty good, right? So four sales from this image, and then we got three sales from this video, three sales from this video, two sales from this video, zero from this one, despite it having more results and more reach than most of the others. Then this one is just, hasn't been playing a whole lot. So it would be advantageous to pull probably this one out, because we're at $9.51 per lead, and then pull this one and this one out because they haven't sent any sales at all. So it would make sense to pull these out.

Now, if we look at, I don't know, so the website URL is the same regardless. The text, I think, I did switch up the text a little bit. So the winners in the text were this one, expanded to 274 pages, this sales system master guide. So that had six sales as compared to three, two, one and one. So we could pull out these bottom two and let the top ones just continue testing. I think that was all I had. I don't think I tested any different headlines or anything. Oh, no, I did, headlines. Yeah. So this one with the email, little email icon thing has four sales, three, three, and three. So there isn't necessarily like a clear winner there.

So, and then you just continue refining the ad campaign. Do you know what I mean? So you just kind of keep breaking everything down until you have... Oh, look at that. Don't get frozen out. So that one has seven sales. So all the low performing stuff, pull it out in this dynamic creative ad and then let it run a week and see how it is running in a week. Maybe we'll come back and show some optimization stuff after that.

Any questions? You guys have any questions at all? We went through and optimized a campaign, pretty fun stuff, right? So let's see. Does it work with images too? Yeah. So your dynamic creative campaign is going to work with images. So one of the things we do with quite a few folks is, especially the retargeted ad, we will upload the images, we'll upload four or five different images that we create on Canva. So Canva is a nice photo editor or image editor. You can log into Canva. It's where I create all kinds of stuff. I create even these GSD graphics that are created in Canva. It's a nice template-based. I mean, you can log in, you can search for a optimize Facebook ads, and then it'll show you a bunch of Facebook ads that are pretty looking.

Some of them pretty, some of them ugly. You don't want to go all pretty and all ugly. You kind of want to test a couple of different things. You have to keep your target market in mind. If you're advertising to females, think of the female design aesthetic. If you're advertising to male, think of male design aesthetic. Keep consistent colors and stuff with branding. So that's the important part. But overall, you can do that dynamic creative ad. You can set it up with images. You can set it up with a video. You can split-test different headlines.

The one thing that we have seen to work well is to use emojis. So if you type in Facebook emojis, so here, any of these, I think this one is the one that we normally use. Yeah. So these are copy and paste emojis, so basically if you want to paste in a smiley face, you just literally you highlight it, you hit copy, then you go and you paste it and it'll paste it into wherever you're going. So then that's how you set up the emojis for the ads. You can see just in this creative, this one right here doesn't get frozen out. We got seven sales from this. There was this one, we got one sale, we got four sales from the phone. [inaudible 00:20:58] not just leads. I mean, we got 69 leads from this don't get frozen out. Of those 69 leads, seven of them turned into sales. So it's just all in how you set up your analytics and your KPIs, which we talked about KPIs yesterday.

So yeah, if you have any questions at all, go to doneforyou.com/start, fill out the application, and then we'll jump on a call together. We'll talk about your sales funnel, your traffic. We'll design something out for you. If there's anything else we can do, just let us know. All right, thanks. Bye.

The post Optimize Facebook Ads On The Fly Using Their Data! appeared first on Done For You.

Welcome to the Ultimate Sales Funnel Guide... We're going to break down the parts of a sales funnel for you so that you can build one for your following product or service...

Did you know we actively engage in parts of a sales funnel every time we buy a product? Even before we believe?

It doesn't matter whether we are in a brick-and-mortar business or browsing an online store; we, as consumers, have already entered their funnel.

These days, every online marketer and business owner talks about online sales funnels. Search Google News or read any sales or marketing blog, and you'll see that sales funnels and sales psychology are making the news.

Why is that?

Because competition has grown to be so intense and digital business best practices are so commonplace, companies NEED to have an automated sales process to acquire new customers. The fact that we're exposed to thousands of advertising messages daily reinforces that.

So, from a business perspective, how do you stand out?

The answer: Developing an effective, automated sales funnel.

Parts Of A Sales Funnel

This sales funnel guide will explain parts of a sales funnel in plain English. Our goal is to help you not only understand their value -- you probably know already that your business can't survive without a funnel -- but the integral components of a sales funnel.

Let's say you were about to hire a Sales Funnel Expert to build your online sales process. (Notice, I didn't say designer!)

A designer or developer is going to start and stop at your website. The truth is a website is required. It's mandatory. But it's the least important part of the entire sales funnel conversation.

The parts of a sales funnel, or purchase funnel as put in Wikipedia, as you'll see, are a complete system that starts with web pages, including email marketing, multi-media content, order forms, call scheduling, and more... All built custom for you and your business!

The parts of a sales funnel should automate your sales and reinforce your existing processes, not make you reinvent how you and your team work.

A Basic Funnel Breakdown

A primary funnel (and this is our approach to building successful sales funnel development) is comprised of three stages:

• Your Offer – What you're selling.
• Your Follow-up – Your communication with your lead once they're in your sales process.
• Your Traffic – The people coming to your website or landing page.

You get sales when you combine all three – traffic, your offer, and a follow-up process!

These three parts of a sales funnel are the minimum you'd expect to see in an effective funnel. Let's break them down so you know exactly what comes with each.

1. Your Offer

You cannot expect to have sales if you have nothing to sell. It should go without saying, but some small business owners don't realize they get no deals because they have no offers. In these cases, their bottom line won't reflect increased web visitors.

For your sales funnel to work, you need to have a clear, well-defined, branded product (or productized service) to sell.

Video Sales Page

At a minimum, you need one of the most elementary parts of a sales funnel: a page where the potential customer can click the "Add To Cart" button. This would be your "sales page". Also, thanks to our short attention spans, this page should have at least one Sales Video. Many more people would rather watch than read.

Typically, for offers under $100, a sales video is about all you need to sell.

Downsell / Upsell Pages

To maximize your average customer value, you'll also want to create downsells and upsells, another way to say complimentary products. These are products of a lower or higher price than the initial offer. They will be shown to customers of the initial offer accordingly.

So, if a sales page visitor doesn't buy, they might be presented with the down-sell through an exit pop. On the other hand, if they believe, they will see an upsell on the next page before they get access to the product.

Live or Automated Webinars

If your offer is more than a few hundred bucks or is complex, you'll want to sell it through a webinar. The webinar must be scripted, recorded, edited, and set up to play throughout the day.

We've had the best luck with starting webinars every 15 minutes in most markets. Sometimes, though, they test better when they're set to start every night at, say, 9:00 PM or deliver immediately after registration. Each niche is a little different.

Product

Now, what could your offer be? It could be anything from a physical product to a digital service. A pair of shoes, coaching, consulting, an eBook, a DVD, a downloadable training course, a monthly service, or yearly access to a cloud app.

If you create it and there are buyers for it - it's your offer!

Lead magnet

Before the offer, it's best practice to show people a free offer (called a "lead magnet"). Most website visitors won't be familiar with your brand. This is why they won't buy right away. But still, you don't want them to leave empty-handed.

So, instead of driving traffic to a sales page, you'd want an opt-in page where people give up their email to download a freebie. You can add them to your mailing list and contact them again.

(We always split-test a few things when running traffic for our funnel clients. Usually, we promote a lead magnet and a webinar side-by-side to see where our leads are the cheapest!)

2. Follow-up

The reason why sales funnels have gained in popularity is that they can work for you on autopilot.

Parts of a sales funnel are the exact replacement for a sales process in a brick-and-mortar business, plus they can be fully or semi-automated. Funnels are a nearly set-and-forget solution to attract, nurture and convert customers.

Automated Email Sequences

Let's assume someone enters your funnel by filling out a form. Right after that, you need to have an automated lead nurturing process in place.

So, when people subscribe to your email list, an automated email sequence is triggered. Whether Monday morning or Sunday at midnight, computerized workflows will take over and do the heavy lifting for your marketing on autopilot.

Follow-Up Sales Funnel Guide Checklist

To create Email Automation, you will need:

1. Email marketing service with automation (and optional website tracking features)
2. Emails (copy, images)
3. Automated email sequences are set up to serve different goals or segments

In the sales funnels we deploy for clients, we usually write and schedule between 20 and 25 emails before we go live!

This way, every marketing automation contingency is accounted for. If someone registers for the webinar OR doesn't register for the webinar OR buys OR doesn't buy... We have already automated a response specifically for actions that could be taken.

Endless Automation

You might be wondering where the follow-up stage ends. Well, you can stop following up when a prospect becomes a customer. But then why not have them become a repeat buyer? Email automation can be an infinite process you can set up once and have it work for your business 24/7.

Most parts of a sales funnel have a pre-defined marketing term already done... 30 or 45 days is standard for our clients. So, when someone gets into their funnel, all of the marketing is handled for at least 30 days.

Then, after 30 days, they either get added to the next funnel (Funnel Stacking) or weekly broadcast emails and newsletters take over.

That way, there's always continuity in your marketing messages. And if your prospects and customers jump down another rabbit hole for your next offer - that's awesome!

Setting up the CRM and marketing automation can be tricky. Still, it is doable and 100% worth the effort, as it will put you closer to finally achieving your goals of generating a monthly passive income.

3. Traffic

Sometimes, when you approach a web developer or choose to work with a "Funnel Page Building Software," you won't have a plan for getting traffic. Sometimes, this is on purpose. Web developers are paid media experts. And 'funnel software' does integrate with Facebook or Google Ads.

As far as we're concerned - this is a little bit like selling someone an electric car but not including an extension cord to plug it into the outlet in your garage. You can't hope to have an automated sales process without people there to buy your stuff.

In reality, you wouldn't expect to sell without having a way of getting the right people to see your offer.

Organic vs. Paid Media/Ads

Unless your website already has enough organic traffic (from Google search results), you need a traffic method to attract people interested in your offer.

That is why we are advocates of traffic as a significant part of a sales funnel, AND it's also why we start every sales funnel conversation with traffic! Then, once the funnel is built, you've already got ads ready to go live to promote your landing pages. And, if you have assets like an email list or a social media following, we account for those in the rollout phase!

Traffic  Checklist

Parts of a Sales Funnel: Putting It All Together

In short, all of the above elements are essential for a sales funnel. They won't all be needed for every horn, but they should get you a good overview of the things you'll need to have in place before launching.

In the past five years, we've built and launched over 400 sales funnels in almost every niche. The absolute most popular types of sales funnels we've deployed are:

• Automated Webinar Sales Funnels: The Call To Action is a sales call or a purchase through an order form for higher ticket offers.
• Video Sales Funnels: Featuring a one-click upsell and downsell sales process to maximize customer value.
• eCommerce Sales Funnels: Also with upsell and downsell functionality, but for physical products :0)
• Survey Sales Funnels: These work well in highly volatile advertising markets and where you need to segment buyers into buckets before marketing automation.

We'd love to learn more about your business and determine which sales funnel will work best for you!

Plus, our team will manage the whole process (even the product or lead magnet creation) and deliver a complete done-for-you sales funnel customized to your needs -- but still proven to convert because of the tested funnel parts (e.g., opt-in page) that we plugin and optimize.

Our experts can work from square one to create an offer, design and build all pages, write high-converting copy, and set up automated email sequences. We create, test, and deliver sales funnels that operate like clockwork 24/7 without you having to do the work.

If you'd like to learn how to create and launch a digital product for your business, complete with an upsell funnel that helps you sell it, check out the Launchpad Accelerator at DWY!  Click here to learn more...

The post Unlock Explosive Growth: A Sales Funnel Guide Revealing Essential Parts of a Sales Funnel! appeared first on Done For You.

Welcome to today’s presentation. For those of you who don’t know who I am, my name is Jason Drohn. I’m the creator of doneforyou.com. We specialize in three things and creating offers. We specialize in building sales systems that convert. Then we also specialize in setting up marketing automation so that your business runs without you. And what we’re talking about, and so I got on a roll and then audio cut out, and then that’s it. So it is what it is, right? So the audio is good. I’m watching my audio level indicator there. So everything seems to be working okay.

Should you sell, publish an ebook or print-on-demand

In the previous sessions, we have talked about how to set up sales funnels to sell your eBooks. Your eBooks, your digital work, whether it’s an ebook, whether it’s a paperback. We’ve talked a lot about sales funnels. We’ve also talked about formatting Kindle books and the benefits of selling digitally versus selling print. Today what we’re going to do, and this is an extension of the same conversation, which is, should you sell eBooks on your website? Should you sell print-on-demand? Paperback? What are some of the caveats of both? And that’s what we’re going to discuss.

First of all, we talked about traditional publishing. We talked about self-publishing a little bit.

self-publishing = you can keep more money

At the end of the day, you can keep more money. You can take dollars out of doing what you’re doing. Self-publishing is print on demand for lack of a better term, meaning as the book or the product gets ordered, then it gets created, packaged, and shipped.

CreateSpace

It happens like lightning-fast. Amazon created, or they bought a company called CreateSpace. CreateSpace was this innovative platform that you could upload your doc file, your PDF, whatever. They’d format it as a book, they’d send you a proof, and then they would mass distribute it.

They would send it to Barnes & Noble. They’d send it to Amazon. They’d send it to all the places that you wanted to sell your paperback.

Kindle Digital Publishing

Amazon had their Kindle Digital Publishing, which is the way that they, and then they ended up merging them. So now they’re on the same platform. Kdp.amazon.com is where you do both. It’s where you sell your Kindle books, publish an ebook, it’s also where you sell your physical paperbacks for sale on Amazon. And then it also, they have a distribution to some other providers too.

Digital products and eBooks versus Print-on-Demand

Now, I wanted to bring these two things together so that you could understand how they help it work on a macro basis. Partly because right now in the pandemic that we are in, books are not essential, so for the longest, for like a month, a good month after the pandemic broke out in the United States, I read books all the time, physical books. I like physical books more than digital books. So I order a lot of physical books. What happened was I would order these physical books and I would have a ship, it would take three weeks for them to ship them to me. And I know the warehouse is a couple of hours away, so there was a problem.

What happened is I ended up having to buy a couple of Kindle books because there were books that I wanted to get through. After all, they were highly relevant to something that I was doing right now. I wanted to get through them, educate myself on something, and then implement it and turn it around really quickly and I couldn’t do that. So I ended up having to buy the Kindle book and the audiobook. I listen to audiobooks all the time too, but I had to buy the Kindle book, which is fine, but I can’t highlight a Kindle book quite the way that I would, well, a physical book. The way I read physical books, I don’t have any books here. The way I read books, I highlight them. Then I go back through and take some notes.

I’m a diligent reader now, not when I was in school. What happens is so many people, so many internet marketers, so many people who are selling digital courses,  publish an ebook, and everything online, what they’re doing is they’re putting together a free plus shipping offer or a digital offer.

Digital Offer

The digital offer is such that, or the free plus shipping offer, you have a tripwire. The tripwire is a low-end offer, four dollars, and 95 cents, or a dollar, or two dollars or free plus shipping. So it might be a free physical book, and then it’s $4 and 95 cents to pay for the shipping or $6 to pay for the shipping. So it’s a free thing. It’s a low-end offer. And then they match you up to, usually a $37 upsell.

Maybe it’s, it might be 97. It might be 67, but they match you up to an upsell. If you don’t take that, they send you to a down-sell. And the down-sell is 17, 27, 37. Then they match you to another upsell and that second upsell is usually quite a bit more expensive. Usually, it’s a couple of hundred bucks or whatever. Because of this upsell path, you generate more money for a buy, throughout life with this prospect.

Physical Books

Now, when you sell on your own and publish an ebook when you have your physical products, your books, and you’re shipping your books, you’re fulfilling them in your processor you’re taking the money for the books yourself.

First of all, you’re not paying some marketplace like Amazon 30% or 60% to hold for their service in there. You’re keeping 100% of the money. You’re also paying for the book. But the point is you get to 100% control the upsell path. So you can go from a tripwire offer up to the upsells, all the way through the matrix maximizing your order value. You might take a four-dollar and 95 cent buyer and turn them into a $100 buyer just by going through the right upsell sequence. And that is really what maximizing sales funnel conversion is all about. Now, a publishing house, they’re not controlling pricing, they’re not controlling the product. They’re not controlling deliverability, when you’re working with them, at least.

In this aspect, you are controlling all aspects of the pricing and deliverability, which gives you maximum control over the buying process.

Ebook or Digital Product

Advantages

Now, the good part about publishing an ebook and digital product is that you have instant delivery. You can, your offers are instantly deliverable. You have a higher price point, so you can charge as much as you want for this stuff. There are no deliverability issues. So at the end of the day, you just give somebody a download link and that’s all. They open it, they read it, whatever, you don’t have to worry about the mailbox or anything like that. There’s no fulfillment, there’s no printing, there’s no warehousing, which is huge.

That’s what Amazon’s 30 or 60%, that’s what they get you for because they’re printing it, warehousing it, fulfilling it, the whole deal. Do you know what I mean? That’s what you’re paying the money for. Sure, you have to take that on. But if it’s digital, you don’t, you just, set up the matrix, and then you just go from there. And you also get higher margins when it’s digital too.

Disadvantages

1. Less Credibility

Now the bad part if you publish an eBook and digital products is possible there’s a little less credibility. So you might not necessarily get the maximum amount of credibility when you publish an ebook because everybody can write and publish an ebook and everybody can throw it up online. Whereas if you have a physical book, you have the credibility that is associated with that physical book.

That’s a big thing. Do you know what I mean? That’s a big benefit of having a physical book is having credibility. The credibility is transferred because you have this physical book, this manifestation of your work that you’re able to sell to them. Now, if you don’t have a physical book, if you just have a digital book, then you can’t hand it to somebody. You can’t say, “Here you go. Here’s a book.” It’s like, “I’ll send you a link,” and then it’s no different than a webpage. So there might be a little less credibility when you have just a pure ebook.

2. Higher Refund Rate

You also might have a higher refund rate. People might not necessarily appreciate it when you publish an ebook as much as the physical book, they might not even read it because they don’t have something physical to crack open and read. So they might consider it, they might send a refund. Some people don’t and won’t understand, and this is less of an issue now than it was a while ago. But sometimes people still don’t understand eBooks. They don’t understand how they read them. And some buyers don’t value them as much, even though they pay more for the ebook itself.

Print-on-Demand

Now, some print-on-demand stuff. Having a physical book that Amazon prints for you or somebody prints for you and you print as the orders come in.

Advantages

1. Print what is needed. You only print what you need, which is fantastic.  An order comes in, then it is printed, and then it is shipped.

2. Lower Refund Rate. It is a physical item and they receive it in the mail.

3. You also have higher customer satisfaction normally.

When somebody is receiving something in the mail, you usually get better conversions. And then people usually like it better because it’s a physical, tangible item that they have access to. And then there’s also higher perceived value because it’s a physical book and it’s more traditional.

4. Higher Credibility. A lot of the credibility that is bestowed on authors is now bestowed on you.

Disadvantages

1. Higher Cost

Now the bad side of print-on-demand, higher costs. I mean, you have to pay for the book to be printed. I have eight and a half by 11 textbooks that are being printed now. I’m waiting for the proof copy. I should be getting it in the mail. That eight and a half by 11 text copy is $22 to print. That’s just the cost of it. It’s full color. I mean, it’s beautiful. I’m hoping it’s beautiful, but it’s $22 a print and it’s a textbook, it’s 274 pages long.

Obviously, the pricing, the pricing of that textbook is 99 bucks on Amazon. So higher costs. And even then, I think I’ll only make like 10 bucks per sale because it’s the cost of printing, and then the Amazon shipment fulfillment, all that other stuff.

2. People don’t get the item immediately

At the end of the day, I get my 10 bucks. Do you know what I mean? Another bad thing about print-on-demand, people don’t get the item immediately like they do digital, and people, you can update the product. So like when publishing an ebook, if something changes, you can log in, make the change, add it to the PDF, and then that’s it. Whereas, you can’t do that with a physical book. You can’t change something that is already sitting in somebody’s library. They understand that, but that also means that once they have that thing, the relationship is stopped unless they opt-in or do something else with you. But you can do both. And that’s the beauty of it.

You can do physical and digital products

If somebody doesn’t buy your physical product, you can down sell the digital product. You can offer them a free plus shipping offer or a free. If they don’t buy, you can exit pop them into a four-dollar and 95 cents digital offer. If somebody doesn’t take the digital product, you can down sell the physical product. So there are lots of ways that you can move back and forth between physical books, print-on-demand, and also digital products. And you just need to remember, the two mediums are two products. At the end of the day, two things, the two mediums, are two different products. It’s two different offers.

You’re going to have two different sets of sales copies. They’re going to be the same. They might even be on the same sales page, but you might have two different buttons or you might exit pop into the digital-only offer for 4.95. One of the beauties, like we’ve been testing a lot of different products and offers, right now, the thing that is working better than anything else is a 4.95 digital ebook. So it’s five bucks. In the world of tripwire offers, it is sitting in the same place as a free plus shipping offer did before the pandemic because access to availability, access to actual physical books, and shipping physical books because they are nonessential is slow and expensive.

People are opting for buying digital books. And now I don’t think the industry is ever going back to physical because I mean, even the cost of a print of a $3 paperback and the $3 in shipping, it’s still just a pain in the ass compared to just publish an ebook And now we have grown accustomed to reading eBooks, into valuing eBooks, at least $5 worth. Do you know what I mean? So that’s one of the beauties of what has happened lately or what is, in this digital transformation, it’s one of the nice things about how this is all working out on publishing an ebook. So you’re going to see a lot more of that in the future, the digital books and moving away from the physical textbooks.

For Questions and Guide

With that, if you have any questions at all, go to doneforyou.com/start. Fill out the application. I am happy to, and we’ll jump on an action plan call, and we’ll talk about your sales funnel and your traffic, and everything else. So many questions at all, let me know. Go to doneforyou.com, check it out and I’ll talk to you soon.

The post Publishing an Ebook and Print on Demand appeared first on Done For You.

Building a sales pipeline management system and creating a business with customers who flock to you is the point of all marketing.  Whether online or offline, you want to attract, engage, and sell people all day - forever!  There are a lot of tools to use, but the biggest question our agency gets asked is, "What's the difference between Pipeline Pro vs. Clickfunnels.

That's a valid question, too, because both are great tools!

In this video and blog post, we will give you a behind-the-scenes look at building a converting sales funnel.

First, we need to break down what a sales funnel is and isn't...  A sales funnel is much more than individual pages (i.e., landing and sales pages).

A sales funnel requires that email marketing campaigns and automation be set up, that you have traffic campaigns going, and that people are being moved and pushed through the sales funnel from piece to piece.  So when they enter the sales pipeline, they learn about you and your company on autopilot.  And then, they go through the entire sales process, also on autopilot!

Three Pieces To Your Sales Pipeline Management

In setting up sales funnels, there are three pieces to any sales process...  And part of your sales pipeline management should be to create reporting on:

• Traffic
• Offer
• Followup.

We've got an entire book about it - Convert.

What often happens when business owners are marketers is - they begin with traffic.  Then, they back-end into their offer and their follow-up. It's one of the biggest mistakes you can make because you're spending money on traffic without necessarily having a clear path to make that money back to generate revenue from your offers.

Where To Start

When we do sales funnels for clients, we start the project by creating the offer.

Your offer can take lots of different shapes. It can be:

• A consulting offer
• A coaching offer
• A digital product
• A membership course
• Physical products
• Mastermind Programs
• Live events

You name it. There are so many different ways to generate revenue online and so many different kinds of offers that you can make to the world. That's what business is!

Choosing Sales Pipeline Management CRM and Software

Pipeline Pro

PipelinePro is a cloud-based sales CRM platform that helps businesses of all sizes manage their sales pipelines and close more deals. It offers a wide range of features, including:

• Contact management: PipelinePro allows you to store and manage your contact information in one place. You can track contact interactions, create lead-scoring rules, and segment your contacts for targeted marketing campaigns.
• Pipeline management: PipelinePro helps you visualize your sales pipeline and track the progress of each deal. You can create custom sales stages, set deadlines, and assign tasks to team members.
• Opportunity management: PipelinePro helps you manage your sales opportunities from start to finish. You can track leads, qualify prospects, and schedule follow-up activities.
• Sales forecasting: PipelinePro provides you with real-time sales forecasting data. This information can help you make informed decisions about your sales pipeline and strategy.
• Reporting and analytics: PipelinePro offers a variety of reports and analytics that can help you track your sales performance and identify areas for improvement.

PipelinePro is also highly customizable and can be integrated with a variety of other business applications, such as email marketing software, accounting software, and customer support software.

ClickFunnels

ClickFunnels is a cloud-based sales funnel platform that helps businesses of all sizes create and manage their sales funnels. A sales funnel is a series of steps a potential customer takes on their journey, from becoming aware of a product or service to making a purchase.

ClickFunnels offers a wide range of features to help businesses create and manage effective sales funnels, including:

• Landing page builder: ClickFunnels includes a drag-and-drop builder that makes creating high-converting landing pages without coding knowledge easy.
• Sales funnel templates: ClickFunnels offers a variety of sales funnel templates that businesses can use to get started quickly and easily.
• Email marketing integration: ClickFunnels integrates with various email marketing platforms so businesses can easily send automated emails to their leads and customers.
• Payment processing integration: ClickFunnels integrates with various payment processing platforms so businesses can easily accept customer payments.
• Analytics and reporting: ClickFunnels provides detailed analytics and reporting that businesses can use to track their sales funnel performance and identify areas for improvement.

ClickFunnels is a powerful tool that can help businesses of all sizes increase their sales. It is particularly well-suited for companies that sell high-ticket products or services, as it can help them create and manage complex sales funnels.

Here are some of the benefits of using ClickFunnels:

• Increased sales: ClickFunnels can help you increase sales by helping you create and manage effective sales funnels. By tracking the progress of each lead and deal, you can ensure that no opportunities fall through the cracks.
• Improved conversion rates: ClickFunnels can help you improve conversion rates by providing various features to help you create high-converting landing pages and sales funnels.
• Reduced costs: ClickFunnels can help you reduce costs by eliminating the need to hire a web developer or designer to create and manage your sales funnels.
• Increased efficiency: ClickFunnels can help you increase efficiency by automating many of the tasks involved in sales funnel management. This can free up your time to focus on other aspects of your business.

Overall, ClickFunnels is a powerful sales funnel platform that can help businesses of all sizes increase sales, improve conversion rates, reduce costs, and increase efficiency.

When To Have A VSL In Your Sales Pipeline

Now, depending on your offer, you need your sales material. That's the point in your sales pipeline management to get prospects to purchase something from you.

If you have an offer under $1,000, you can usually sell it with a video sales letter (VSL) or a multi-video launch process. If you have a video sales letter, you need an upsell and downsell process. You can take a $100 sale and then pitch something that's $300 on the confirmation page.  After that first upsell, you can then create a second upsell.

That, my friend, is how you increase the average customer lifetime value of your buyers!

What About Webinars?

If your offer is over $1,000, you need an automated webinar with some webinar marketing behind it. If you sell something above $2,000, you'll need a consultative sales call in your pipeline.  The call to action you make on your webinar will be, "Click the button to sign up for a call." The sales call will be the thing that does your selling.

Do Long-Form Sales Letters Still Work?

The short answer?  No.  Unless you also combine them with a video sales letter or a video.

Long-form works when it's a heavily graphical page with many images, and you see it selling a lot of SAAS software.  But for the most part, video sales letters and webinars will be your two main pieces of sales pipeline management.

Getting Your Marketing Pages Set Up

Once those are up, then, of course, you need the marketing pages.  Those are the pages that CONTAIN your sales collateral.

Think landing pages, sales pages, confirmation pages, strategy session pages...  Those kinds of things.

Nowadays, they're pretty easy to build with page builder software.  There are lots of options to choose from, including our Axis Page Builder.

Creating Your Followup Campaigns

You get into the follow-up once the pages and sales material are done—your follow-up followup automation campaigns for outbound email marketing, text messages, your CRM, etc.

That's going to handle the marketing automation piece of the sales pipeline.

• You need an email copy for your auto-responders.
• You'll need sales calls if you're selling something high ticket.
• It would be best to have fulfillment sequences when somebody buys something digitally, at least.
• You'll need shopping cart abandonment sequences
• ... And bonding sequences.

There are probably 25 to 35 emails that you will need, all pre-done, ready for when you launch your sales funnel and sales pipeline management initiatives to general traffic.

... Then You Can Start Driving Traffic

Then, and only then, can you start going after traffic?

And your traffic takes many forms depending on the networks your customers hang out on!

It can be:

• Facebook ads
• Google ads
• LinkedIn ads
• Email solo drops
• Organic SEO campaigns
• Blog posts and content marketing

There are tons of different ways of getting traffic.

You Need Your Sales Pipeline Management Set Up First

Here's my point. All you need to do is set up the foundation and infrastructure for your business before you can go out and start finding traffic.

1. You need the sales copy.
2. You need the marketing automation part nailed.
3. You'll need the email copy.
4. You need content, like blog content and videos.
5. You'll need a good nurture campaign so that when somebody opts in, they'll learn more about you.

All this is so your potential buyers start to know, like, and trust you.

They need to know that they will make a good decision if they invest the time in getting to know you better by exploring the idea of giving you money for your products and services.

That's what it is. It's a lot of work to get built and set up initially. Way more than it was two or three years ago when all you needed was a landing page or a webinar registration page and a couple of emails...  Then boom, you could start getting $10,000+ clients.

It's a lot more work than it used to be.

But it's what's required now. You have to be able to put all of this together, launch it, and re-invest your profits back into more advertising!

If you want help putting this stuff together, click the button below to sign up for an action plan call with my team and me. We'll discuss your business, offers, follow-up, automation campaigns, pipeline management, etc.

Whatever you don't have, we can build for you. I like to think of us as the glue that brings your sales pipeline together. We will make whatever you don't have. But first, we need to have a conversation. So, click the button below and watch the short video on sales funnels...

[VIDEO TRANSCRIPT]

This is GSD daily, episode 50. We are halfway to 100, which is fantastic. This morning, I saw that we broke 100 members in our DFY Funnels group, which is amazing. I'll drop the link here, which I'm pretty excited about. I think that is pretty awesome.

Let's see, dropping the link. All right. Here's the link to our funnel group. So make sure to sign up for that, and the stuff we'll talk about today is how to build a sales pipeline. So, this is the original post that we wrote a while ago.

We're going to talk about some tools, strategies, etc.

First, for those who don't know who I am, I am Jason Drohn, creator of doneforyou.com. I've been building funnels for a very long time for many different niches and categories and everything. We specialize in creating offers, automating sales funnels, and clarifying messages. Then, I also set up marketing automation and ran traffic. Making offers and building the sales system that powers the rest is what we are good at, so what we do.

We're capping off the high ticket week. Earlier this week, we talked about selling high-ticket offers. We talked about selling on Zoom presentations, and we were joined by my friend Patch. We talked about marketing.

Yesterday, we discussed doing conditional logic forms so that you are only working with the people and pitching the people who make the most sense for you and your offer. And what you can do then is based on how they answer specific questions. They will see a particular result, like maybe they know a calendar booking, or if they answer a question differently, they go down a different rabbit hole. So, that's kind of the power behind the applications and stuff.

What we're going to do is we're going to talk about the tricks to effective sales pipeline management. Now, I know that sounds like a mouthful, but basically, what it is is there are some rules that I follow when we're looking at putting sales funnels in place and sales pipelines in the area for clients.

There are three pieces in every Sales Pipeline.

Those rules, what it comes down to is that there are three pieces to every sales pipeline out there. The channel itself, the funnel itself, the system itself, whatever you want to call your sales system, you boil it down to traffic, your offer, and your follow-up. Your request is the follow-up you pitch, whether it's a coaching service, consulting, digital product, or whatever.

What offer requires a pipeline that involves follow-ups?

For purposes of followups our offer is above $1,000 because if you're charging something that is more than $1,000, chances are you're going to be getting on a sales call with this person at some point unless there is tremendous bonding and relationship that has happened for a long time through email. Or throughout an extended live stream or a multi-day event. So, an immense relationship needs to be built whenever you sell something over $1,000. So, one thing about the sales pipeline management piece is that the offer is crucial, and if the request is above $1,000, you will have a certain kind of pipeline. That pipeline involves specific follow-ups.

Where to start?

Followups on how to assemble this pipeline, we're looking first at the offer.

• Is it coaching?
• What is it are we selling?
• What are the pieces and components of it?
• Is it consulting?
• Is it a digital product membership site?
• What are the live pieces of it?
• What does our client or the client's team have to fulfill one-on-one like if it's a live event?

We don't have too many; we don't have any live events now. Live physical events, we have, of course, life digital events. If it's a live event, having the creative business owner put on that live event, it needs to be big enough room to make sense for them, and so on.

Offer is lower than $1,000

If your thing is lower than $1,000 or you're pitching a strategy session or a consultative sales call, which is what we've talked about this entire week, then you can have a little application that shows up under a sales page. You saw an example of that. We went through this application system; we call these the fully qualified lead video sales letters. We go through this kind of application system for all of our services. Yesterday, we talked about this conditional.

Do people leave your site without buying at an alarming rate?

That autoplay, we found that out a couple of times yesterday. But, we explored how this conditional logic application works to qualify our prospects. And then, we added a couple of variables here. You could see a couple of different scenarios.

1. Add an application below your sales page

You'll see all that if you go back to yesterday's livestream. We have a sales video, a VSL, with an application below it. They fill out the application, they get sent to our calendar, and they can book a time on our calendar to schedule a call with us. Now, of course, you have a different version of this, which is rather than a sales video, you can put them on a webinar, an automated webinar.

The call to action on that automated webinar to get them into a consultative sales call is to click the button below to sign up for strategy sessions. So, it's very much the same thing. They're going to go and apply. They will click the button below or type a URL into their browser and then use it on a page.

2. Add software to tie into the CRM

Sometimes, we talked about some of the software yesterday for that, too. Typeform, jotform, but ideally, we want to tie that into the CRM, which kicks over into your pipeline. So, that's where it all comes back around.

You have your sales piece, your sales piece is set up upfront, and you have your offer, but then the pipeline is all of it.

The pipeline is how people are moving through, getting to know you.

They're signing up for a call, then they're scheduling a call, then they're getting on the ring, and then they're leaving, or they're being pitched, or they're being proposed. So that's the idea behind this sales pipeline management piece.

Pages of the Sales Funnel

Now, your pages are the pages of the sales funnel. There are many ways to set up pages for the sales funnel. Our preferred method is using WordPress, a plugin, a theme engine, and a template system called an optimized press. That's how most of our clients are set up. There are lots of other ways to do it.

There are lead pages and click funnels. Everybody and their brother has some page builder, a template builder, or a funnel builder. It just depends on whether you want to pay it monthly. Or what kind of proficiency you have in it. But the pages, the marketing pages themselves, they're inconsequential. You have to have them, and they have to convert. So, some pages reverse better than others.

We have our own set of pages that we always use for controls, and they always work well. It's just something you have to think about.

Follow-up Campaigns

Now, the followup campaigns that follow pain, a critical piece of the sales pipeline management is they come in they schedule a call with you; what happens after the call? So, what happens after they receive the proposal? What happens after they don't receive a proposal? They set up a call, and they're not a great fit.

What happens then? Do they get emails in your nurture campaign, and you try to bring them back later when they are probably more qualified, or do you just let them go? So, you have to think about all the follow-up scenarios, too. Your sales guy, followup are pitching this person in your pipeline, then what happens next?

Do they have template emails that go out to this person? Do they drop them in a CRM, and then it goes out afterward with some blog posts, or do you just let the lead die?

1. Continue sending blog posts, podcasts and videos

So, like for us in our pipelines or sales funnels, we continue sending them blog posts, podcasts, and videos like this—the occasional book offer, but we never stop. Sometimes, people will come back and do business with us six years later. So, it would be best not to stop once you start building the list, cultivating the relationship with those prospects, and setting up the sales pipeline that works. Then that's how it should go about. You keep doing it.

2. Start Sending Traffic

Once all that is set up, once you have your sales funnel, webinar, and VSL in the mix of your offer and your system, you can start sending traffic.

Some of the best ways you know, you've heard of them. Facebook ads, fantastic traffic drivers, Google ads. LinkedIn, we've gotten into it a little bit. It's more expensive, but the quality of prospects is just astronomical for a B2B list.

You can do email solo drops; you can do SEO, which we've been doing quite a bit of SEO lately, just in terms of transcribing these GSD dailies and then dropping them as blog posts and ranking for a bunch more keyword phrases.

You need to have the sales pipeline built first.

So, that's kind of the mix of the traffic coming in, but the thing is, you need to have the sales pipeline built first. You have to have the website, the sales funnel, and all that made to build the marketing onto the front side. You have to have the sales funnel building, you create marketing, and then leads start flowing out of the back. Your sales pipeline lights up off out of the backside. So, you need the copy, the sales copy, and all that stuff.

Tools for your Sales Management Pipeline

Now, some tools make the pipeline piece easy. I'm going to show you some of those. So, when somebody comes,d they fill out a form and start the relationship. Often, they hit a sales page, then they come to this page and fill out this form.

1. Zapier

There's a couple of things that we do. The first is whenever somebody fills out this form; we use Zapier to trigger a message to our Slack channel. I'm just going to log in real quick. I want to show you this because it's super cool. If we go into my Zaps, two different kinds of things happen. The first is whenever somebody hits this page, and we know their information, it triggers a Slack message that says, this person is on our page right now.

This is marketing like Ninja-level shit right here. So, hopefully, nobody's watching. Yeah, there's a couple of people watching. So, these are some of my best tricks. So, inside Zapier, basically how it works is Ontraport... When a lead comes in on this page into Ontraport, then a Slack message fires.

This person is on a page in Slack, then it adds it to a spreadsheet in Google Drive, which is super cool because not only does that let us know A, who is on the page, and when they are on the page, but B it also lets us know... It tabulates them in a spreadsheet. So, we can see all our leads and then scroll down and say, okay, cool. Now, let's look at how this is set up. There are three pieces to this. When a form is submitted, and we went through this yesterday. So when we were kicking through the conditional logic of this form, when this form is submitted, then... So, new form submission and that new form submission is, that's my Ontraport account.

Then, the title of that form is FQL VSL, for Fully Qualified Lead Video Sales Letter, Ad Management Application. Then, what it does is send the data. That's just some examples from the data. It sends all that data right over to Slack, and then inside Slack, a message sends a private channel message to Slack. And then there are my accounts here. And then the private channel is this. The news that I received is from the new FQL lead ad management. And then I get a readout of the first name, last name, email, and SMS number.

As soon as that lead hits, I don't even need to wait for the text message that goes out. I don't need to wait for the email that goes out. I don't need to wait for tomorrow's report. It pops up in Slack, and I can pick up the phone, which I probably just screwed up my clarity. But I can pick up the phone and call that person and say, what's up? So, this is the next level of marketing automation 101-level stuff. You know what I mean, so this is Ninja shit.

I haven't seen anybody who does this, maybe some Fortune 500 companies, but I tell people this, and they're like, that's nuts, that's wild. Then, after it sends Slack a message, it tabulates that as a spreadsheet, it sends it to Google Spreadsheet and adds another row, and then boom, that entire contact history is there. And then, we can take notes on that call. So that's how our pipeline works. So, if you remember this form, once they submit it, it goes off to Pipedrive.

2. Pipedrive

Pipedrive is the following tool in this mix. Pipedrive.com and this tool have calendaring; it also has different stages. So, stage one, stage two, stage three, stage four. So, you can see somebody moving through the steps of your sales guys, and everybody's on the same page about where that person is inside the sales pipeline.

Are they in the lead stage, or did they schedule a call, or did they have a call and they're not ready, or are they willing and have been proposed, and we're just waiting on feedback? It also has email marketing so that you can fire emails off to these leads.

3. Pipeline Pro

It's pretty cool stuff. There is another one called Pipeline Pro, which is... I have some of my friends. So, Pipeline Pro is a very similar tool. Pipeline Pro, there we go.

Pipeline Pro is another tool that can be used from a sales letter or a sales pipeline standpoint. Now, the other thing I wanted to show you was that it shows leads when somebody is coming in. I have another folder called VSL page visits. And what this folder does is, if I have data about somebody, if they have signed up as an email address inside my CRM, and we have that person.

4. Ontraport

Ontraport tracks, it keeps hold of... So, when somebody comes to doneforyou.com and enters their email address, it creates a customer record, which is then tagged to them. So, if they come back a day or a week later and haven't cleared their cookies, then Ontraport knows that they came back. And the reason they do that is for recency.

After somebody doesn't do anything with us for... I think it's 60 days; it might be 90 days. But if they don't open an email, they haven't been to the website, they haven't done anything, then they go to an inactive list. So they don't receive our general emails. What that does is it means our sender score and our deliverability is always pretty high. It's higher than the industry average because we cut everybody who hasn't engaged with us.

The new leads are on, and they're on until they spend 60 or 90 days, like I said, where they haven't done anything. They haven't opened an email, they haven't come to the website, and they haven't interacted with us in any way. So, at that point, they go on like a... It's not a blocklist but on a cold list. Every once in a while, we'll email them and try to open them up, get them to open back up, and reengage with us. And sometimes that works, but if they're on the cold list, they'll probably be deleted before long.

It is that Ontraport tracks Infusionsoft tracks and most of the significant CRM track recency. Being that Ontraport recency, when somebody comes to doneforyou.com or any page on doneforyou.com, it fires every time a page loads. If somebody comes to this retargeted sales page and we have their information, then this page will load; Ontraport will know that this page is the one that did it because we already have their information.

What I do is I have that information sent to Slack so I can see who was on the site on the main pages of our site. And if they're coming back a lot, I can email them. If we have their phone number, I could also call them. I've done that a couple of times, where somebody repeatedly returns to the same page, and it pings. It'll ping inside Slack like this guy was here two days ago or this guy was here a day ago.

You can tell me Some email addresses, so I'll pick up the phone and say, "Hey, you're on the sales funnel page." And they're like, "Well, you're spying on me." Well, we're a marketing automation company. It's kind of what we do, sort of. If you've ever gotten a call from me, from just being on the website, that's how.

This is just some marketing automation stuff we get into Pipeline Pro, Pipedrive, and incredible sales tools. You can easily do sales pipeline management without them, but they make it very easy to keep track of your leads. Who's coming in, who's been pitched? And it becomes crucial when you have more than one sales rep. If you are the only person and you're doing three or four calls a week, then it's probably not all that big of a deal, but you start growing to the point where you're doing 10, 15, 20 calls, it's easy to forget who you talked to, what you covered and then where they are in the process.

That is how we do sales pipeline management. Now, it's Friday, and we are 20 minutes in.

For Questions and Guide

I think we're just going to wrap up the shop. If you have any questions, go to doneforyou.com/blog, and we will answer them. If you want to go through and have an action plan done, we will go through your business, talk about your business, traffic sources, and automation, then go to doneforyou.com/start. We will get that up and running, and I will see you soon.

The post Sales Pipeline Management That Will Increase Your Traffic appeared first on Done For You.

Jason Drohn:
Hey, what’s up? This is Jason Drohn from GSDdaily. Welcome to episode number 48. We are going to talk about Face to Face Sales via Zoom Calls. I believe, and with me today is a very, very special guest. You see him on the screen, Patch Baker. How are you doing, Patch?

Patch Baker:
I’m good buddy. Glad to hang out with you.

Jason Drohn:
Yeah, man. Patch and I have had a couple of conversations in the past and this dude knows more about more things than anybody else I’ve ever met, so-

Patch Baker:
You can’t start out like that, bro.

Jason Drohn:
Oh, you know. Well, this is high-ticket face to face sales from shit week, so basically. So Monday we went over strategy sessions and selling on strategy sessions. Yesterday we went over basically what you can sell, like assisted learning, group coaching, masterminds, boot camps, all that kind of stuff.

And today we’re going to learn about how to sell some high-ticket face to face sales stuff on Zoom. And you love selling stuff on video, right?

Patch Baker:
Yeah, for sure. I won’t even take phone calls anymore. It used to be I’d try to get really good at phone closing, and I’m not saying that there’s not a place for phone closing, I’m definitely not saying that.

Jason Drohn:
Yeah.

Patch Baker:
You’d be surprised, man. I don’t take phone calls at all. I send them over to Morgan and she books a Zoom call or we just don’t talk, and I do that with everybody. But the really good thing is I’ve created that kind of culture, everybody knows that if they want to talk to me, they have to book a call. I don’t do this to them though. Lots of people use Calendly links to sell.

Jason Drohn:
Oh yeah. Yeah.

Patch Baker:
And anybody who’s somebody… Everybody is somebody, but anybody who you want to talk to, don’t put them on the AI line with saying, “Hey, just hit my Calendly link.

Jason Drohn:
Right.

Patch Baker:
Right? Because it’s like a real smack in the face to a lot of people.

Jason Drohn:
Yeah.

Patch Baker:
It’s just personality out of it.

Jason Drohn:
Yeah. It’s interesting that you bring that up because like we use Calendly link, scheduling links in software. In our funnels-

Patch Baker:
In software, yes.

Jason Drohn:
… in Pipedrive, in whatever. But a referral-

Patch Baker:
And it depends on where you start. It depends on where you start.

Jason Drohn:
Yes.

Patch Baker:
For example, if they start in a Facebook bot and then you say, “Hey, pick a time and we’ll meet up.” They’d been talking to a computer the whole time. When they contact you directly and then you can say, “Oh, here’s my Calendly link,” and then I have to go work for a computer, you put me under day, we call it the AI line, and when you do that, it’s turnoff. Right?

Jason Drohn:
Oh yeah.

Patch Baker:
So back to the original of, I used to try really hard to close people on the phone, but the unfortunate part about being on the phone is that you don’t have that face-to-face contact, and a lot of times to sell high-ticket stuff, I just want you to think about this from a customer journey standpoint. In order to sell high-ticket stuff, you typically always have to educate them about the product, the service, the course, the security, the investment, the whatever it is.

So if you have to educate them, I just want you to think about it, on the phone, they could be doing dishes, they could be taking out the trash, they can be messing around with kids.

Jason Drohn:
True.

Patch Baker:
You can’t understand whether or not they are seeing you and understanding you. Even right now you don’t even know that you’re doing it, but you are agreeing with what I’m saying, so you’re shaking your head yes, which means I can move on to the next piece-

Jason Drohn:
Thing.

Patch Baker:
… or the next topic. If you’re sitting there and you’re going, I know that I need to stay on that topic because you don’t get it yet.

Jason Drohn:
Yeah.

Patch Baker:
So as part of the face to face sales sequence and face to face sales cycle, I can pull two or three or five closes by watching your face and understanding where you are in the conversation, and I can only do that on video, I can’t necessarily do it on the phone unless you’re super talkative. If you’re engaging with me and you can get through… I can keep asking questions and you keep doing answers, then it’s easier for me to close you.

But most people are not like that, most people do subtle things. They’re either shaking their head, they’re slamming their eyes, they’re doing whatever to let me know, hey, they’re good with it, they understand it, but they don’t believe it, or hey they don’t understand it. They don’t understand how we got from point A to point C, so you go back and talk about B real quick.

This is really cool too, I can also see which part of the pitch is really enticing to them. So a lot of really good high-ticket closers, we’re actually sending out small little subtle things trying to understand where you are in your life journey, so therefore we can figure out what is the thing that makes you tick. Is it straight-up dollars? Does it help others? Is it impact? Is it education? What is it? And then I adjust my close to fall in line with your things.

Now, every good face to face sales process, every solid face to face sales strategy has multiple different entry ways into the same exact product service, digital products, investment, whatever we’re talking about, there’s multiple entryways into that. One of the things that we have to do is either one, on the automated side, we have to tag you to understand which one of those you fall into so that we can put the messaging that resonates with you, or if it’s just to high-ticket close, then when I’m on the video with you, I have to do all those subtle little things.

“So Jason, what’s been going on in your world, man? What’s the next big goal that you got?” And then just start pegging on those things so that I make sure that whatever closing technique that I’m using should fall directly in line with what your aspirations are. I have to make sure that the product does fulfill on that piece that you want to do or that goal that you have, and then it’s just all roads lead to Rome. Right? My product or service is the answer for every single objection, every single issue.

If it’s not, just say that and get off the phone, get on another call.

Jason Drohn:
Right. Right, right.

Patch Baker:
Right? Don’t waste your time trying to close something that is just not a good fit.

Jason Drohn:
Yeah, totally. A couple of times you’ve mentioned different kinds of closes, so can you talk about some of the different kinds of closes? You have like emotional, so-

Patch Baker:
Oh man, there’s so many of them. We could talk about this for six weeks.

Jason Drohn:
How about a couple that you use often?

Patch Baker:
I don’t know. I’m one of those people that I play the person. Face to face sales is a chess game, there’s a lot of people out there that are still playing checkers and those people might get a win every once in a while, but the guys that are playing chess, the guys that are really doing some stuff, they’re three or four or five steps ahead, and as irony would have it, we… I say we, like the collective royal we, like the collective whole, but I don’t try to do things to people, I try to do things for people.

You and I have had this conversation about clients where you got to beat them into submission in order to drag them to success-

Jason Drohn:
Right.

Patch Baker:
… but some people really need certain things, but most of the time you’re selling them on the sizzle and then you actually give them what they have to have in order to get to the next step. So I do a lot of that kind of stuff. I do a lot of, they’re like reset closes, which is nothing more than you build them up, build them up, build them up, build them up, build them up, and then you say, “Okay, let’s reset and go back to the beginning. What would be the next logical step for you and your business to move forward? This is what I think it is.”

And you get them start to talking about if you were their vendor or their… If you a part of them in some way or they were using the service or product, what would be the next logical step for them to take? And then what happens is they start pitching you on why they would be a good client or why they’d be a good fit. And what happens then is you say, “That sounds like a great idea. Let’s do that.”

Jason Drohn:
Right. That’s good. I really, really like that. So how do you handle objections?

Patch Baker:
Head on. Face first. There’s really no objection… You think about it, people don’t need to be sold if they already know that they need it or they’re smart enough to know that they’re not smart enough to handle it. Those are the two reasons that people buy without needing to be sold.

Jason Drohn:
Right.

Patch Baker:
Let’s just say something happens and you have to go to court, we’ll call it a frivolous lawsuit cause nobody does anything wrong. So let’s say you have to go to court, you call an attorney to hire the attorney, and the only thing that you’re really doing at that point is price shopping like how much is it going to cost me? That’s all you really know.

Jason Drohn:
And is he going to keep me out of jail?

Patch Baker:
Right. And then the second thing is you don’t hire the attorney and then tell him how to litigate.

Jason Drohn:
Right.

Patch Baker:
Or you don’t hire him and then go to court and be like, “I think you should be telling the judge this.” It just doesn’t happen like that. So if you’re doing high-ticket closing, one of the main things in my opinion that you have to do is you have to set the stage that you are the expert in that field, so this is not like a client-vendor relationship, this is more like a partnership, we’re going to work on this together, but at the end of the day, you’re going to listen to what I have to say, you’re going to do what I tell you to do, and we’re going to come out on top.

The same way the attorney would, the attorney will say, “Hey, send me these documents, send me this paperwork, give me this timeline.” You’ll do all of that kind of stuff even though you hired him to work on your case and then he told you what to go do-

Jason Drohn:
Right.

Patch Baker:
… and you do it.

Jason Drohn:
Yeah.

Patch Baker:
So that’s one of the biggest things that I do as part of right before the close, I’m closing the whole time really, but right before I’m like, “All right, I’m going to send you over this contract or this proposal, or whatever we’re doing.” I’m going to say, “Hey, so I just want to make sure that when you sign this document that we’re going to become a partner in this together. I’m the expert, you’re hiring me to be the expert, so let me help you get to that next spot. You’re good with that?” “Yep. I’m good with that.” “All right.” I just send it over to your inbox.

And that’s the final thing because the very next thing that I’m going to do is once I get their signed contract, or proposal, or the money changes hands, or the invoice goes out, or whatever the next step is, the very next thing I’m going to do is an onboarding call where I set the stage 100%, and then introduce my team, and I turn it over to my team and I don’t really do anything else other than to just check in.

So I think that is another great thing that you can do. I hear lots of people talking about things like servant leadership.

Jason Drohn:
Yeah.

Patch Baker:
I’m not opposed to certain servant leadership, but it’s more on the leadership part than the servant part.

Jason Drohn:
Right.

Patch Baker:
Right? You are helping them, and I get the gist, but what happens is a lot of people that talk about servant leadership have too much on the servant side and they just become doormats for their clients, and that, it doesn’t make anybody feel good. There’s not enough money to make it happen to where you’re cool with it, and eventually it’s going to run spaces and you’re going to burn out on that person.

Jason Drohn:
Right. For the most part you do mostly inbound leads, right? Like somebody comes in to purchase any of your high-ticket stuff, it’s all inbound, it’s not outbound. Right?

Patch Baker:
I do outbound also. Yeah.

Jason Drohn:
You do outbound too?

Patch Baker:
Yeah.

Jason Drohn:
Some of the stuff that we covered earlier in the week was building face to face sales systems, automated webinars and stuff that end up booking face to face sales calls into strategy sessions, and then the paid traffic handles all of the awareness building, and by the time somebody comes to a call, then they usually already at least lightly know what the offer is.

They might not know what the price is, they might not know that there’s how it… They know it will help them, but maybe not directly know how it will relate and benefit them.

And then on the face to face sales call, the face to face sales call is more just to a glorified order taker. And the process can be sold for courses, and masterminds, and consulting, or coaching, or anything proposal-based or whatever.

Patch Baker:
The final call to me is more like playing cleanup.

Jason Drohn:
Yeah.

Patch Baker:
Just making sure that every last minute question is answered and given some more confidence because it’s really the first time that that person is going to be able to have a back and forth discussion-

Jason Drohn:
Yes.

Patch Baker:
… because most webinars, I would say a majority of webinars are prerecorded, therefore there’s no real way to have any interaction unless you were on the first one.

Jason Drohn:
Right.

Patch Baker:
And because of that… People know that, people are privy to that. So sometimes, and I’ve done this myself, I go through a lot of other people’s funnels to see what’s shaking and what’s going on, and pull the nutrients. It’s part of my keeping on the tip of the spear, I’m learning too. I’ve called people before, even though I knew I was going to close on something just to see what those people said and to make sure that customer service is at a level that I feel confident with if I’m going to buy this high-ticket thing.

If we’re talking about high-ticket being, let’s say it’s a $5,000 course on how to buy rental property. What I want to know that whoever I’m going to didn’t send all of their customer service to like some third world country-

Jason Drohn:
Right.

Patch Baker:
… not saying that badly, but they may not understand my question and I want to know that ahead of time before I get myself into this $5,000 deal.

Jason Drohn:
Right.

Patch Baker:
So I think one of the best things that you can do as part of the call to close or the video to close, one of the best things that you can do is make sure that the people that are answering that have really, really good understanding of what their lane is that they can talk about before they have to escalate it to you for you to close it again.

Jason Drohn:
Yep.

Patch Baker:
So I’ll say, “Hey, you can talk about these 17 things, but if you get into one of these five things, you have to schedule that person to talk with me so that I can close it.” And those can be 15 minute calls.

Jason Drohn:
Right. Right. Yeah, totally.

Patch Baker:
Which is crazy because most of the time, the average length in my experience, the average length to close on a call to close with somebody other than me or the person that was on the webinar and they’ve had a 30 minute call.

Jason Drohn:
Nice. Yeah.

Patch Baker:
But if they get to talk directly to me, it’s only a 15 minute call.

Jason Drohn:
Right. Right.

Patch Baker:
Which is crazy, but, or whoever was on the webinar to begin with because they already feel like they got a relationship with that person. And most of the time, the only things that they… This is how it starts out. They have one question that you could answer in like two minutes or less, but 13 minutes of that is going to be them telling you how unique their business is and how different it is than every other business on the planet-

Jason Drohn:
Right.

Patch Baker:
… and you almost have to just let them talk it out because it makes them feel good. They can build confidence, that’s another thing. They’re building confidence in themselves to be able to ask you the question. You give them the answer and sign the paperwork and done.

Jason Drohn:
Yup. For everybody listening, Patch, how many businesses do you own an interest in?

Patch Baker:
29.

Jason Drohn:
Okay. So 29 businesses and he literally just said every process is the same.

Patch Baker:
Everyone is the same. They’re all the same. I don’t care how cool do you think you are, your business is exactly the same as somebody else. None of us are doing anything that’s new, we’re just taking nuances from several different businesses. You can make a lot of money in the gaps between two businesses.

Jason Drohn:
Yeah.

Patch Baker:
Fundamentally, they’re all the same; you need money to operate, you need people to do work, you need to have something that you can sell. You have to be able to collect that money in a way that pays the bills on time.

Jason Drohn:
Right.

Patch Baker:
Fundamentally, they’re all the same. And that goes for illegal businesses too, right? If you were selling crack, it’s the same thing; you have to have product, you have to make money. You have to have face to face sales people, it’s all fundamentally the same. And we’re laughing about it, but the reason why I say that is because there are so many people that build businesses, they feel that they’re so ultimately different.

That what happens is they operate in this fantasy world that they have to do things outside of the norm. Things that would work for other companies won’t work for mine-

Jason Drohn:
Right.

Patch Baker:
… and that just doesn’t make any sense because every single day they’re trying to recreate the wheel instead of just bolting wheels on their SPV, their Special Purpose Vehicle and just move it down the track. And the track is nothing more than getting it to and from the market.

Jason Drohn:
Yeah.

Patch Baker:
That’s it.

Jason Drohn:
Yup.

Patch Baker:
Now you can go to the market on a commercial on TV, or on Facebook, or on Google, or Google Shopping, or YouTube, or Snapchat, the list goes on, and on, and on, but you have to have some kind of way to communicate with your audience. And if you put out the right message to the right person at the right time, you will make face to face sales-

Jason Drohn:
Yep.

Patch Baker:
… differently than trying to force feed something that’s not working through the market.

Jason Drohn:
Right.

Patch Baker:
So let’s talk about that point too because it’s a really good point-

Jason Drohn:
Yeah.

Patch Baker:
… around high-ticket face to face sales versus small-ticket face to face sales and the strategies between the two.

Jason Drohn:
Yep.

Patch Baker:
So every single thing that you will ever sell has an ascension ladder. If it does not, you do not have a complete product. Accordingly, everything that you’ve ever bought in your life from anybody that knows what they’re doing in business and has a successful business, they all have an ascension ladder. They start off with a base model and they work up from there.

It doesn’t matter if you’re talking about a car, getting a house built, appliances, phones, software, it doesn’t matter what you’re talking about, they all have an ascension ladder. If you don’t know what an ascension ladder is, it’s nothing more than starting off with a base model or sometimes we call it a tripwire where a small amount of dollar, maybe it’s a $1.99, 99 cents, 7.99, 14.99 whatever, and then it slowly starts building up the value and it creates this curve, and the curve is a hockey stick. It literally is.

It starts off really small and it goes up, up, up, up very quickly, but if you build them right, it’s the next logical step for you to advance in that direction that you said you wanted to go. So let’s just use an example. Let’s say we’re talking about software. Software, it might let you get a freemium model where they bring you in, you could start a count for free, but then you can slowly start spending money to get either more access to the software, different features in the software, more email addresses, more customer CRM people that you can maintain.

Or maybe it’s that you do a free plus shipping book offer that leads to a course, that leads to a bigger course, that leads to our mastermind, that leads to $100,000 mastermind, right?

Jason Drohn:
Right. Yeah.

Patch Baker:
But it’s just slowly stepping those up. Well, here’s the difference. The difference is on the tripwire offers or on the small offers, usually we can do that below the AI line. We can do 100% autonomous, we can have a machine, or a computer program, or a system, or just buttons that lead you through to complete your transaction in a cart where you never talked to a human. That is typically the entry point into my CRM.

So if you went through, the machine walked you through all the steps, you put in your credit card, you then got moved over to a bucket that’s now my CRM, from there I’m going to send you an email, I’m going to step you into maybe a free Facebook group, and from that Facebook group, I’m going to ask you to turn on your notifications. I’m going to ask you to go fill out this form. I’m going to give you some kind of other free thing, maybe a PDF download, or some kind of checklist, or something.

So I’ve gotten you to come all the way through and do a bunch of stuff, now you’ve given me so much data on you, what you downloaded on, what you clicked on, what is your interest level there? From there, I might bucket you out and tag you differently, so I say, “This person already told me that they were interested in building a website and starting a podcast.”

So then I start sending you out my, “Hey, here’s a $49 course on how to start a podcast. Here’s my $149 course on intro into starting a website.”

Jason Drohn:
Yep.

Patch Baker:
And then I might step you up again and I say, “Hey, we have a service where we’ll come in and we’ll do your entire website for you. We will set up four funnels for you. We will do this and that and the other. Oh, but you need videos. If you need videos, here’s a $49 course on how to film videos at your home, and here’s the links of the microphone that I used, and the lights that I used, and everything,” that also go out to Amazon. They kick me back a couple of dollars. All that kind of stuff.

That is an ascension model, and if you have that and you keep speaking directly to the people, you will eventually get them to a point where they’re ready to make a big sale. That big sale typically, you have to run it to a video close where I’m talking to them directly because I want to sell them into a $30,000 mastermind on how to build websites and turn money online.

Jason Drohn:
Right. Totally. Yeah. Aaron Parkinson who has been blowing up our comments here. Aaron and I are partners in a couple of things and he said that basically every 30 minutes of video that you’re on with somebody gets you about 500 bucks. So-

Patch Baker:
Yeah. True.

Jason Drohn:
… typically, so a bunch of videos is required or a bunch of face-to-face or whatever’s required for high levels of cash. The ascension model, love it. So you use basically like a low-ticket for $4.99 whatever buyer, and that’s the entry point into your world. And then you march them up through some low-ticket offers and some affiliate stuff, which is… So the affiliate side, not many people get it anymore.

I grew up on it and you grew up on it, but now it’s like with… Everybody was selling $2,000 courses and giving me 50% commissions on stuff, but now they don’t do it anymore. So you have like Amazon’s affiliate program and Commission Junction and stuff gives you a little bit of money. But the ascension model is fantastic for converting cold traffic and turning them into buyers who then know they can trust you, love you, and then they end up ascending into some sort of an upper-end something rather than-

Patch Baker:
Do you know what else it does? I’ve coined the phrase, Zoomies. Zoomies are like the tire kickers of Zoom. They go to every webinar, they go to every Zoom call, but they’re just kicking tires. They’re not actually interested in buying anything. Attack of the Zoomies is they’ll get in mid-2020. All right?

What the ascension model also does for me, it tells me that the only way that they got to a Zoom call with me was they’ve already bought, I’m talking to a past purchaser.

Jason Drohn:
Yeah.

Patch Baker:
This means they’re not just tires kickers, which means that I can spend a little more time on them and they’ve already paid for my time in most cases.

Jason Drohn:
Yeah. Totally.

Patch Baker:
The collective whole has paid for my time to be on that 50-minute call.

Jason Drohn:
Right. Right.

Patch Baker:
Which is different. Just booking a cold video call for an hour? That’s another thing. Dude, people will book your time out like it’s nothing-

Jason Drohn:
Oh yeah.

Patch Baker:
… and then not show up 10 minutes before.

Jason Drohn:
Yeah.

Patch Baker:
And it’s not just that they… Thank you for the email that said you’re not going to make it 10 minutes before, but now I can’t book out that hour.

Jason Drohn:
You’re right. You end up losing twice.

Patch Baker:
You lose twice, that’s right. That’s right. And people just don’t care, so I broke it down and said, “Look, you don’t get me for an hour.” I may get on a 15-minute phone call and decide that you get another hour.

Jason Drohn:
Right.

Patch Baker:
Right? Because you proved some kind of worth to me or some kind of value or that you’re serious about what you’re talking about and then we’ll get on for an hour, but I don’t book out hours anymore at all, ever. I think the first time that we talked, we got like 15 minutes and I said, “Let’s book another call.”

Jason Drohn:
Yeah, you did. Yeah, it was.

Patch Baker:
Yeah.

Jason Drohn:
You share your screen a lot on these face-to-face sales calls, right?

Patch Baker:
Oh, for sure.

Jason Drohn:
So what do you share on your screen for instance?

Patch Baker:
Yeah. We all understand how case studies work, right? You typically send out a PDF case study and you expect people to read it. They don’t read that stuff, but if I share my screen and I go through the case study, and I directly apply that case study to their business, it is so powerful.

Jason Drohn:
Makes sense.

Patch Baker:
Because you can say, “Hey look, we did this for this company, and how about we reflect on your businesses. We could do the same thing but we would augment this piece and this piece for that piece in that piece.” And they’re like, “Oh man, that makes total sense.”

Jason Drohn:
Right, right.

Patch Baker:
It’s a whole different way.

Jason Drohn:
Well, it’s interesting because you talked about the ascension stuff and like right now, and what has been super popular is the free plus shipping book offers.

Patch Baker:
Right.

Jason Drohn:
But now with non-essential shipping, maybe you’ll get your book, maybe you won’t, everybody switched to digital, which is awesome because of fulfillment. So we built quite a few of those low-ticket digital funnels and it’s nice because you just pull up the screens and say, “This is what we did for them. Do you want something like this? Okay, cool. We’re going to switch this out. You’ll have a video here and so on and so forth,” and then, “Do you want that? Okay.”

Patch Baker:
Yeah. And when you directly relate it to somebody’s business and show them that their business is not unique, it’s just the application of making their company’s message fit inside the mold of whatever else we know works. There are certain things that we just know from spinning hundreds of millions of dollars that certain things work for every business.

There is a model. If you look at… We were coming, just talking about this, my wife and I were just talking about this on TV shows. There’s programmatic.

Jason Drohn:
Yeah.

Patch Baker:
It’s always the same. And she happened to have some TV show on, and I don’t really watch TV, I don’t even know what show it was, but there’s this guy and he’s… Something that happened, you could tell, the police were there and something had happened and I was like, “That dude’s guilty.” And she was like, “What time is it?” And I said, “It’s 10:02.” She said, “Nope, it’s not him.”

I was like, “How do you know that?” She’s like, “Because every show is the exact same, but about 10:45 you’ll find out who the killer is and they’ll spend the last 15 minutes prosecuting them.” She’s got it nailed, right? The same thing is true with just about every funnel you will run. There are some crazy ones. I worked with a guy for a long time who… He did a really cool docuseries and that was his launch thing. And he would give away the docuseries that were like 12 hours long. He would give it away for free for like three days, but you could only watch eight hours of it.

And then he would say, “Hey, look, if you want the rest or you want to support me, pay for the last four hours,” and the last four hours was really expensive, but it was a model that worked and that was a new one that I hadn’t seen before. I tried to do it on something else and it bombed. It’s just the way that he sets everything up. It’s unique, but it’s still the same exact principle of, you have to get them to come in and give it a try. Then you have to build value the whole way, then you have to ask for a sale. It’s still the same model.

Jason Drohn:
Yeah. I teach a lot on small successes and it’s not like going from zero to a sale. It’s clicking the ad, and then from the ad they got to go to a face-to-face sales page, they got to scroll down the face-to-face sales page, click the play button. Go down, hit the add to cart button, wait for the add to cart button to load the order form, then go find their credit card, read… So there’s like 13 steps between-

Patch Baker:
They’re microtransactions.

Jason Drohn:
Yeah. And everyone-

Patch Baker:
Sometimes the energy transaction that has to happen for them to go get that credit card is more than they’re willing to do at that moment.

Jason Drohn:
Yeah, totally.

Patch Baker:
If the credit card is downstairs, most people will be like, “Ah, I’ll get it tomorrow.”

Jason Drohn:
I do. There’ll be a few of them like, “Yeah, my wallet’s downstairs, whatever. I’ll go back to it later.” And sometimes I do and sometimes I don’t. But that’s one of the things about Amazon and Apple Pay. It’s like I’ll buy whatever on Amazon because it’s like they already have my credit card. All I got to do is I just got to remember the last four digits. And then, God forbid, I got to reenter my security number.

Patch Baker:
Right. Right. Well, here’s another one. Talk about how hot ticket face to face sales is depending on the method which you’re using to get them on the call with the person that is actually the face to face salesperson, which is different because you have a scheduler and you have the closer. Well, the crazy thing about that is that the scheduler believes unless you tell them otherwise, that they are trying to help in the ultimate sale.

So they find themselves talking about things that are not their place that could mess it up for the closer. So we actually teach our schedulers, we teach them on how to close the next call, not-

Jason Drohn:
Got you. Right, right, right.

Patch Baker:
Because their goal is to get through every objection to get the person on the next call and make sure the person is there. So if you’re giving credit to people for booked calls, you should only be giving credit to book calls to actually show.

Jason Drohn:
Right.

Patch Baker:
So we teach them, “Okay, these are the main objections you’re going to get for booking a call. These are the ways that you get around those.” And then we’re going to also send out a reminder. If it’s more than four days, we’re going to send out a reminder with another piece of high-value content that’s bonus material the second day into that four-day wait so that you keep them warm and top of mind so that when the closer gets on the phone four days later, they’re excited to be on the phone with the closer, whoever that is.

So you don’t want to hit them every day because now, from a customer journey perspective, it seems as though you are pitching too hard and you need the sale, instead of you’re doing them a solid by giving them something that they actually need.

Jason Drohn:
Yep.

Patch Baker:
Have you ever had this happen to you? I don’t know why people do this. This is the craziest thing I’ve ever seen. But there are automatic feeders out there that every time you email somebody, they automatically pull that email and put you into their face-to-face sales sequence.

Jason Drohn:
Oh, I hate that.

Patch Baker:
Right?

Jason Drohn:
Yeah.

Patch Baker:
I was cool with you until you did that to me, so I just for fun, and mainly because I wanted to prove the point. What I started doing was I started taking those people, I would tag them in a special bucket and I would send them every offer that we have. All of them, all… You think about it, they’re getting pounded by hundreds of emails because I put them in a special tag to basically everything.

Jason Drohn:
Yeah.

Patch Baker:
And they’re like, “Dude, you’re just blowing up my inbox.” “Oh, you mean like this one?” And I reply on the one that they sent me originally and I’m like, “Oh, you mean like this one because I was calling you to buy your company and you started pitching me on your offer or whatever.”

Don’t do that to people. If people are in a conversation with you, keep them in the regular loop, and then once you sell them, then you can put them into those remarketing email chains and all that kind of stuff.

Jason Drohn:
Well, continuity is an important thing. As you said, if they sign up for a face-to-face sales call, you send them the helpful stuff, but you also don’t want to in the middle of that, send them to some other affiliate offer or something that takes their focus away from you.

Patch Baker:
Or you start giving them discounts.

Jason Drohn:
Right. Right.

Patch Baker:
Here’s a good one. Remember where we are in the journey here. We have gotten them to agree to get on a call with the closer, then before the closer can even get on, you’ve sent them a 25% discount or 50% off, or whatever.

Jason Drohn:
Yeah.

Patch Baker:
So I told this story recently, I’ll tell it again because it was really funny. I had to drive one place all the time for work and I saw this really cool shop on the side of the road where they made these handmade hammocks and they hand did outdoor furniture like winter stuff and whatever that nylon string is or whatever. And they handmade them right there on the side. They’d be out there every day with their little looms and they were doing all this cool stuff.

So anyway, there was this really cool dining set, I had seen it like 50 times. In particular, one day I was on my motorcycle, one day I pulled over and I was like, “Dude, how much is that thing?” He told me it was like 1,900 bucks. I was like, “Sweet, I’m going to get my truck. I’m coming right back. I’m going to buy that thing.” He was like, “Whoa, whoa, whoa, wait. What if I took 30% off?”

“Okay. But I’m just going to my house to get my truck. I’ll be right back, I’m on a motorcycle.” He’s like, “50% off, you take it today.” I was like, “Dude, okay, 50% off, sweet.” I got to think for 65% off. I walked in, gave them my card, they ran it. I said, “Okay, I’ll be back. I’m going to get my truck.” I went and got my truck and came back.

That dude wanted to sell so bad, I would have paid full price for it because I thought it was cool. I’d already seen it 50 times. I knew I wanted it, I was going to give him full price and he just wouldn’t let me walk away long enough to get a vehicle that I could transport it. So it’s like that thing too, you can’t be in the mindset that you need a sale.

In summary, if you need a sale to make the payroll or keep the lights on or whatever, do yourself a favor, don’t ruin your audience. Go get a part time job to pay the bills until you can get the clients that you absolutely want to have because those clients that you needed and you took for a lower price just to pay the bills is killing your audience.

And if you do that, eventually you’re going to find yourself in a place where you can pay the bills, but the stress that those people are putting on you is just too much for you to bear. Most of the time you burn out and you just can’t ever really get ahead.

Jason Drohn:
Right. And the high-ticket offer piece, which was where we started, it’s entirely made up of the audience. It has to be-

Patch Baker:
It is.

Jason Drohn:
… the right audience and the right person who’s going to be able to take the best advantage of what you do. And they might be a very small set of people.

Patch Baker:
Yeah.

Jason Drohn:
It’s just finding that very small set of people.

Patch Baker:
Yeah. And not only that, when you get that small group of people, they will get you other people through referrals of that small group. But if you taint that audience, let’s say you have like some really high rollers in that audience and then you start bringing in tire kickers and adding them to the audience, that core group of your real purchasers, of the people that really matter to grow in that business, they will start going away.

They will start breaking off and saying, “Well the group is not what it used to be.” And you can really water down a good core group that will keep you a lot of dollars coming in the door. And you see a lot of masterminds that they bring… When it was just 50 or 80 people, it was great. Then they try to grow, now it’s 100 or 120 people, but they’re not the same caliber as the core group of 50 that you had.

And then all of a sudden the core group of 50 goes away, and what you’re left with is this mediocre crowd that just isn’t as good as it used to be.

Jason Drohn:
Yeah, yeah.

Patch Baker:
Here’s another thing that you can accidentally put in offer to a core group that is below their caliber and destroy the group too.

Jason Drohn:
Yes.

Patch Baker:
You have to make sure that the up face to face sales, the bump face to face sales, the cross face to face sales, all that stuff is on par with the core group that you have inside of your audience. And if you just want to do another launch for a low-ticket item, what happens is as soon as all those people see it, they’re like, “That’s going in a different direction than what I am.” So you have to really understand who is in that audience and you have to be willing to remove people that don’t fit in the audience.

Give up that 1,000 bucks, or that 5,000 bucks, or that 20,000 bucks, or the $100,000. Give that one up because since you were willing to give that up, the group understands that you are really focused on the core group and they will go replace that $100,000 that you gave up with three or four or five, $600,000.

Jason Drohn:
Right. Right, right, right. Totally. Yeah. It’s interesting because there’s just a lot of people in the high-ticket space and that’s all they do is six, seven, 10 $15,000 offers. They don’t mess with the free plus shipping books, they don’t mess with the low end stuff. It’s an audio program for five grand, the 60 minutes worth the body because the information in that audio program is capable of making them 100, 200, $300,000.

Patch Baker:
What you’re talking about is an ascension gap. This is a whole different way to do this.

Jason Drohn:
Yeah.

Patch Baker:
So think about like a ladder, it has regular rungs and that’s your ascension ladder. They need to do something to bridge the gap to get to the next rung and the next rung. If you put the rungs too far away, they can’t reach the next rung, and if you put them too short, they’re going to be going up every single rung, but they’re not going to be going anywhere fast.

Jason Drohn:
Right.

Patch Baker:
Now, if you turn that ladder into a board, they can’t climb it all, it’s just like a steep hill, they can’t go up. The ascension gap, sometimes we create it as marketers and what we do is that’s where you’ve seen where you’ll be on a webinar or let’s say you’re in a training module. You’ve already gone through the webinar, you’re now in the training and they’ll say something like, “We’re not really going to go into this subject. If you want to learn more about that, we have this other course that you can go to, which is the next level, but today we’re only going to talk about this and this and this.”

That’s creating this ascension gap because what you’re trying to do is take them off of this ladder, walk them across this pier and take them up this ladder.

Jason Drohn:
Right.

Patch Baker:
Like the Chutes and Ladders type thing, right?

Jason Drohn:
Yeah.

Patch Baker:
So you can create those, but you typically, and this is Ninja, you typically want to take them to a different named something. It might be in professionals and then you’re… Or you can move, you can go across the platform and go to this, which is professionals elite.

Jason Drohn:
Right.

Patch Baker:
Right? For instance, you can go from this group and you’re going to join this group, and you create such an ascension gap that they have to make a major purchase to get from one group to the next group that’s a higher level.

Jason Drohn:
Right.

Patch Baker:
And that is Ninja because the people, you can use a lot of those low end offers down here in this group, then you selectively pick the people that are engaged, making moves, have proven that they’re smart or they say intelligent things. Then you can go grab those people as an individual and say, “Hey, you might be interested in this over here,” and you can cherry pick those people out.

Jason Drohn:
Right.

Patch Baker:
But the low-ticket offers is a great model to get thousands and thousands of people in to then be more selective about who you move to that bigger ladder.

Jason Drohn:
Well, and you already provided the answer for this, which was based on what they do, what links they click, what survey responses they have.

Patch Baker:
Yeah.

Jason Drohn:
Most good CRMs you can score that person, so like if they buy these three products, we’re 500 points or whatever, and then you can say, “All of these high point people, all get triggered into an autoresponder sequence for the other tier, the other ladder.” So it’s interesting.

Patch Baker:
If you’re really Ninja, you can also do some other analysis beyond just the surveys they take or the purchases that they make. So you can do things like… I’m not saying that we do or don’t do this, I’m just saying, you could get a VA to every single new person that comes in. Similarly, you’re trying to get them on Facebook somehow.

Jason Drohn:
Yeah.

Patch Baker:
Then you cross-reference between their Facebook followers, their pages, their Instagram to see if this somebody is somebody that you really want because for example, let’s say for example I get somebody like Roland Frasier to click through on a video ad because he’s doing the same thing that I’m doing to him, which is going through his stuff to see who does what. He’s not going to buy my $47 offer, but he came through.

So then if I get a list of X amount of people that a VA would say, “Hey, you should probably talk to this person, this person, this person, this person.” I reach out to those people and say, “Hey dude, I saw you came in through whatever, whatever.” And then you start this conversation that’s completely different and you can probably skip the lower group and take them straight to the higher group.

Jason Drohn:
Makes total sense.

Patch Baker:
Yeah. Besides, some people are not interested in the low-ticket offers, they’re interested in making money moves and you need to be able to weed those people out too and be able to talk to them directly.

Jason Drohn:
Right. Yeah. In the same way, there’s tech that will help find those people. There’s a lot of CRMs.

Patch Baker:
Yeah, there’s a lot.

Jason Drohn:
So right stuff. Man, shit, I could talk to you all day, but it’s coming up on 11:00 here, so we should probably wrap everything up. First of all, thank you so much for-

Patch Baker:
Yeah, man.

Jason Drohn:
… jumping on. It was awesome. Dude, the information was incredible. Is there anything you want to leave everybody with?

Patch Baker:
No. Whether you have a low-ticket offer or you have a high-ticket offer, the thing that you just have to remember is to have pride in making the content when you first start it.

Jason Drohn:
Yeah.

Patch Baker:
But once that is done, you have to set your pride aside, you have to run it out to the market. If the market responds positively, do more of that. Consequently, if they don’t respond positively, it’s you not them. Therefore, just take the pride away and just understand that you haven’t done what you needed to do to build the value to get them to take the next step.

If you just inwardly reflect on that and say, “Hey, what can I do to speak more intelligently, or better, or more simply to this audience?” Your offer will work, and most of the time it’s because you are using… We’ve seen this in every industry. Furthermore, lots of offers are made with the assumption that anybody that’s watching it already knows a certain amount of things.

You’ve been on some of my calls, I break things down to like the lowest common denominator and that is a six-year-old. Right? Or call it a 13-year-old if you have a really, really difficult face to face sales model, but there’s really nothing that you can’t explain to a 13-year-old, and you just gauge the people as they’re going through that. Are they getting it? If they are, great, ramp up to a 17-year-old, or 21, or 25.

You do the math in your head, however, you want to do it, but just start off from the bare minimum, explain everything. And then as they walkthrough, you can pretty much figure out where you need to be and what’s the natural equilibrium for your audience. And then you know how to talk to them every single time.

Jason Drohn:
Right. Dude, it’s awesome. All right. Thank you so much. We’ll catch up again soon.

Patch Baker:
Yeah, let’s do it, bro. Thanks for having me.

Jason Drohn:
Bye.

Patch Baker:
Bye.

The post Guide On Face To Face Sales On Zoom App appeared first on Done For You.

Video Transcript:

Jason Drohn:
Hey, hello. This is Jason Drohn. Welcome to Sales System Experts, Episode Five. We are talking about ad copy frameworks and Aaron, how are you doing?

Aaron Parkinson:
I'm doing amazing, good sir. How are you?

Jason Drohn:
Oh, it's Friday, which doesn't mean anything, but it's fun to think about.

Aaron Parkinson:
I'm going to make it mean something because it's my birthday tomorrow.

Jason Drohn:
Is it your birthday tomorrow?

Aaron Parkinson:
Mm-hmm (affirmative).

Jason Drohn:
How old are you going to be?

Aaron Parkinson:
I will have toured this planet 43 times.

Jason Drohn:
Wow.

Aaron Parkinson:
Hence the gray.

Jason Drohn:
Right, right?

Aaron Parkinson:
The gray is not usually there, but we are out of hair dye on my island.

Jason Drohn:
It's all gone. There's that are blue, right?

Aaron Parkinson:
Yeah, that's it. Everybody's scrambling, trying to make themselves not look like they do and inventory is gone.

Jason Drohn:
Well, iced tea? You can do iced tea or Kool-Aid maybe?

Aaron Parkinson:
This trickery that you speak of, is that what you use? Iced tea?

Jason Drohn:
No, I have no idea. No, I'm good with going gray. I'm just going gray, but it's like-

Aaron Parkinson:
You're good with going gray because you don't have any. That's the kind of bullshit that people say who don't have any.

Jason Drohn:
I have some, you just can't see it.

Aaron Parkinson:
You can't see it, it doesn't count. Mine is clear. I've got the George Clooney thing going down.

Jason Drohn:
It's not bad. It's not a bad thing.

Aaron Parkinson:
My wife still likes me. That's all that matters.

Jason Drohn:
That's all that matters. That's all that matters. All right. So today we're talking about ad copy, ad copy frameworks, right? Five to be specific.

Aaron Parkinson:
Yeah. We're going to talk about five today unless we start rambling on with more, but maybe set the tone. I feel like ad copy is kind of one of those things that everybody thinks about last.

Jason Drohn:
Yeah.

Aaron Parkinson:
They know how to build the machine.

Jason Drohn:
Yep.

Aaron Parkinson:
Because there are lots of details and we talk about building the machine all the time, but the machine will only take you so far.

Jason Drohn:
Right.

Aaron Parkinson:
You have to be able to write something compelling enough to make somebody want to do something.

Jason Drohn:
Right, which is the challenge a lot of times. And then you have Facebook's weird thing like you can't make people feel bad about themselves. If you can't make them feel bad about yourselves, how do you get them to do anything? I'm just kidding.

Aaron Parkinson:
Or even too good about themselves.

Jason Drohn:
Right.

Aaron Parkinson:
That's a conversation for another day, but it's also why we don't rely on one channel. We do Facebook, we do Instagram, we do Google, we Google, we do native, influencers. We mustn't get too stuck in one channel because if you remember the mid-2000s, I was doing a million four hits a week on Google.

Jason Drohn:
Yeah.

Aaron Parkinson:
And then they decided one day, "We're just going to change the algorithm." And it went down to 200,000 and I was like, "Ahh."

Jason Drohn:
Yeah.

Aaron Parkinson:
I have no business.

Jason Drohn:
Yep.

Aaron Parkinson:
Start from scratch. Cancel the order on the Ferrari.

Jason Drohn:
Right.

Aaron Parkinson:
That would be a conversation for another day. But specifically, what we wanted to talk about today was ad copy frameworks.

Jason Drohn:
You said you wrote something up for this?

Aaron Parkinson:
I did.

Jason Drohn:
Is this something you want to share on your screen?

Aaron Parkinson:
I don't know if I want to share it on my screen only because I think it would be boring to read along with me, but I can if that's what we want to do. Maybe I'll just do it quickly and then we'll go through it.

Jason Drohn:
Okay, well you should have a little thing at the bottom that says, share screen.

Aaron Parkinson:
I have the share screen on the bottom. Oh, it's asking me for my system preferences. The old new computer thing.

Jason Drohn:
So don't worry about it. No worries. We'll just talk through it.

Aaron Parkinson:
It's all good. I think I got it rolling. Hold on. There we go. Do you see my screen?

Jason Drohn:
Look at that, boom. There it is.

Aaron Parkinson:
That looks fancy. Wow. All right. So these are frameworks that we build off of in 7 Mile Media, in the agency. And I'm just going to summarize them quickly and then I'll dive into each one a little deeper. The top of it is just the thing that we just talked about, which is everyone always asks, what's what makes a high converting offer? Writing good ads is a battle of psychology. You have to understand what your prospect wants at a deep level. You need to be able to get their attention and you need to bond with them quickly. Sounds simple, right? It's not. It takes a lot of practice and there's a lot of great resources out there.

Aaron Parkinson:
I'm going to talk about the frameworks for our ads that we use as the base and then we build off of. So the first one is called the origin strategy, and this can be a video or it could be image and text. You should always test both. But the purpose of this is to show where you came from, what were your pains, what was your aha moment, and how your life has changed as a result of the thing that you wish to sell. Because the goal is to get people to visualize themselves in your shoes and bond with you. And I can read through this ad if you want, Jason, or we can just talk about your thoughts on the origin story framework.

Jason Drohn:
I think we just talked about thoughts.

Aaron Parkinson:
All right.

Jason Drohn:
Yeah, so origin story framework. So in writing copy, ad copy, whatever, it's one of the reasons to figure out who your avatar is and speak directly to who that avatar is because when you write for one person and then like thousands or millions of other people read it, they read themselves into that story. So like I, 14 years ago, drove a Pepsi truck. So I cannot tell you how many people have come to me over the years and said, "Oh my God, I drove a truck too," or "I'm a truck driver," or "I'm a freight driver," or "I drove over the road," or I love road trips." They write themselves into that story in whatever way suits them. But it starts as that bonding mechanism.

Aaron Parkinson:
And you've given them social proof that they can accomplish whatever that goal is even with humble beginnings. And in my first foray into digital marketing, I told my story, which was that I didn't have a great childhood and my sole purpose was to be a good dad and be around, more importantly, to raise my kids the way that I wanted to be raised. And my story was all about how I found myself a month after having my daughter in two jobs, working 14 hours a day, seeing her for 15 minutes, and how it was just unacceptable. And as a result, I learned digital marketing, and here's my course on how to emulate the same thing. And I went more into detail on it, but I had so many people come to me and say, "You know what, man? I just had a kid and I never get to see them and this sucks and I don't want my life to be this way. And I resonated with your story." And that was my story. Your story was the Pepsi truck. Mine was the crappy two jobs with a brand new kid.

Jason Drohn:
Yep.

Aaron Parkinson:
And we bonded with those people. So being able to have that origin story of where you started, what was your pain, how did it make you feel, what was the aha moment to solving it, and what you've done since then and why it works and why other people should entertain the idea is the standard origin story framework that we use. And it doesn't have to be like we're talking about, learning courses and stuff like that, but you could pivot the origin story to something completely different. The origin story that I have in this one was one of my clients who has an organic supplement company.

Aaron Parkinson:
And so hers I'll just read it out. "Having my daughter was both the greatest day of my life and the most terrifying. It was amazing because I felt feelings deep in my core that I didn't know, I could even have. It was pure love. It was terrifying because, for the first time in my life, I realized I was now responsible for taking care of someone being the best example I could be. I knew what I was currently doing wasn't going to cut it. I had to up my game. So I started looking at everything we were putting in our bodies. I realized that so many of the products on the market have nasty chemicals and harmful side effects. That was my aha moment.

Aaron Parkinson:
I assumed there were other mothers just like me that needed a simple way to solve common issues with natural and organic solutions. That's why I created the XYZ company. At XYZ company, we make all of our products by hand with love, and we use the highest quality organic ingredients. Do you want to sleep better? We can help. Do you want to boost your immune system? We can help. Do you want to detox? We can help. Come and check out everything we have to offer at XYZ company and join a community of healthy, happy, and natural families. Click the link below." Right?

Jason Drohn:
Perfect.

Aaron Parkinson:
So that's an origin story framework that would work in E-commerce as an example, right? So when you start to wrap your mind around it, you can apply the origin story framework to SAS, to an E-Com product, to an education product. You just have to speak your truth and talk about those specific pain points that we talked about inside of it.

Jason Drohn:
Mm-hmm (affirmative). And to get around all those, those interesting Facebook filters, which is you can't make people feel bad about themselves, you can't make people feel good about themselves because you're talking about yourself or your product, or in this case, both. I mean, so Facebook is entirely about sharing your own story and this is your own story. It's your origin story. And you put that in an ad and you can scale the bejesus out of that thing. And it doesn't make people feel bad about themselves because it's your story,

Aaron Parkinson:
Right, if you're going to rephrase that all too, did you just have a kid? Are you terrified about putting nasty chemicals into them? Have you been looking for a solution? Do you feel like a bad mother? It's not going to get through, right. But my origin story, no problem. Right? So let's go into the second framework. And I don't think I'll share the screen for the second framework, because I think that we can talk through it. Right? So the second one is what I call the real-life video selfie strategy. Right? And the purpose of this is to show your products being used in the real world because people resonate with proof.

Aaron Parkinson:
You just have to make sure that, you do it in a compliant way if there's anything that can be misconstrued as uncompliant. Right? So I used the same client in this framework. And so she would shoot a selfie video with her product in either her business or her home or wherever she was using it. So she would shoot the video and simple phone selfies work best because they look native to the platform. They don't look like an ad. They look like something that someone-

Jason Drohn:
Yeah. Oh, one just got me yesterday. It was like a full-on a selfie with the dude and a chic and I was like, oh, bam. And then there was a pattern interrupt and then they got me. I mean, they got me hard.

Aaron Parkinson:
You bought it.

Jason Drohn:
I bought it.

Aaron Parkinson:
Yeah, so the example with this one is, "Hey, this is her name creator of XYZ business. A couple of people in our household used to struggle with sleep. So I created a product called XYZ that's organic, safe and a great alternative to harmful sleep medications. XYZ product allows the body to absorb magnesium, which is one of the key elements to deeper sleep and most people are shockingly low on it. Here's how simple this is. You just take a small grape-sized amount." So she takes the jar, puts it on her fingers, "and you rub it in the soles of your feet." And she rubs it on her kid's feet.

Aaron Parkinson:
"Your body absorbs it in and then you head to bed, simple stuff." And she puts her kid in bed. "To get your XYZ product today, just click the link below and we'll ship it to you within the next 72 hours. You'll be joining a community of healthy, happy, and natural families." So she's demonstrated her product in action in an environment where the customer can mentally put themselves because they're familiar with it. So it's a real-life product demo versus a product demo where you're like, here's the product, they open it up, they show inside, they show the label. It's a product in action demo. So what are your thoughts on that ad copy framework?

Jason Drohn:
I love that ad copy framework. Well, it cuts through all the fluff. I mean, so at the end of the day, it feels native to the platform. It's the same reason native ads work and it's a simple video. I'm sure it requires zero takes. I mean, it's-

Aaron Parkinson:
And very little editing.

Jason Drohn:
Yeah.

Aaron Parkinson:
And you'll see this common in E-com. If you ever see a video, and I'll just use an example of a product that I own called Bar Locker Lock. We do a video that's like, "Hey, do you love riding bikes, but hate carrying a knapsack around just to have your bike lock in it?" And someone is pulling out the old, U-lock in the thing and trying to pull it apart and put it on or whatever. "What if there was a bike lock where you could just take it in, pull it out, no extra bags, simple, simple and it slides down the bar on the handlebars of the bike. So it just snaps right in, pulls out, boom, done. Bang looks cool. No drama, no backpack, no craziness."

Aaron Parkinson:
And it's just that, "Hey, do you hate this? What if you had this?" Demonstration of it working, this will make your life so much easier and call to action.

Jason Drohn:
Right, yep.

Aaron Parkinson:
And you see that video selfie demo just crushes on cool E-com products all the time. We had to be a little bit more elaborate with the last girl's because it's a supplement. We have to explain what it does and how it works and blah, blah, blah, blah. But if you can quickly show pain, agitation, solution, right?

Jason Drohn:
Yep.

Aaron Parkinson:
And do it in that video demo style, it works effectively.

Jason Drohn:
It's not quite so easy with digital products.

Aaron Parkinson:
No, it's not, and not all of these are ideal with each one, but where it does work well is for SAS. When you take a screen share of it, right? "You tired of having to copy and paste this all the time and move this over here," and blah, blah, blah, blah, blah, blah, blah, blah, blah are, or in your particular case, your email writing software, right? "Are you tired of having to spend 10 hours writing all the emails every time you build a funnel? Well, watch this." Industry, boom, bang, and people are just like, wow, like there it is. It can work for digital, it just depends on how you structure it. Right?

Jason Drohn:
Yeah.

Aaron Parkinson:
So number two was the video selfie strategy. Number three is us versus them strategy. And the purpose of this style is to expose something obvious about them and make people feel uncomfortable. Something that it might even make them mad because people psychologically bond with someone who's trying to help the little guy and stick it to the man. Right? So us versus them strategy is here's an example of one. Did you know the average American is now graduating with over $40,000 in student debt? The total for all student loans is over $1.5 trillion." Big, shocking, make me sick headlines.

Jason Drohn:
Right.

Aaron Parkinson:
And then it goes on to say, "I can't even wrap my mind around that number. My question is why? Why are we so focused on this traditional education job path? There's so much demand right now for sales. Every company on earth is fighting day and night to get more sales, they compete or they die. Businesses want us to bring them sales. They want us to solve their problem and they're happy to pay for it. Would you like to know how I've tapped into this billion-dollar market? I've put together a simple PDF, web class, whatever that shows you the exact method I use to find products, play simple ads on social media, and sell products. No college, no student loans, no drama. Click below to get instant access." Right? So it's us versus them, it's us versus the establishment and trying to get people bond with you in this unique novel idea or strategy.

Jason Drohn:
Right.

Aaron Parkinson:
What do you have to add to us versus them?

Jason Drohn:
People love to hate somebody and when they're hating one person, then they're joining you, so we see it in the survival space all the time, survival in the proper market. I mean, there are so many things to hate in that space. There's government, there's money, there's infrastructure-

Aaron Parkinson:
Political party.

Jason Drohn:
Right?

Aaron Parkinson:
Survival is awesome for us versus them strategy. It works well.

Jason Drohn:
Yeah. The example that you pulled, I mean, it's interesting. I would imagine it's an affiliate marketing product of some sort, right?

Aaron Parkinson:
Yeah, education, affiliate marketing, could work well for digital marketing courses.

Jason Drohn:
Yeah. Interestingly, you utilize the big trillion-dollar number in education as them for affiliate marketing. I mean, it's cool.

Aaron Parkinson:
And I'll target that at people 20 to 30 years old.

Jason Drohn:
Yeah.

Aaron Parkinson:
We're right in the mix of I'm in college or I've just graduated college or I've just got my first dumpy job like I was. Right? That was the kind of ad I would use when I was first getting started where I'm like, man, I just got out of college, I just got a kid, I got two crappy jobs, I'm making $40,000 a year. I'm barely paying my bills, this sucks.

Jason Drohn:
Right, yeah.

Aaron Parkinson:
And so that's who... I'm not going to target 50-year-old females.

Jason Drohn:
Yeah. Right, right, right, right.

Aaron Parkinson:
Right? So us versus them draws a line in the sand and can get people to bond with you quickly. The next one is what I call the shock and awe strategy. And the purpose of this is just to show people the massive problem in the world or the size of the opportunity right in front of them or whatever. It's very statistic based. Right? So in this ad, I put a big headline. "It's time to capitalize wake up. Last year, a seven-year-old generated $22 million in revenue reviewing toys on YouTube.

Aaron Parkinson:
Last year, a 15-year-old made over $6 million by people watching him play video games. Last year, Amazon had over 6 million products listed on its website, 6 million products in one year, most by small affiliates. We're in the greatest era in history for those people who want to take control of their finances uniquely. I've decided to put together a free web class, PDF, et cetera, that shows my exact three-step process that I use to find hot selling products, make simple social media ads and make sales. To get instant access click here."

Jason Drohn:
Nice, simple. Yeah.

Aaron Parkinson:
So shock and awe of like, holy crap, look at the size of the opportunity. And you could pivot this again into almost any industry. So if we just choose, let's say we're going to sell clothes.

Jason Drohn:
Yeah.

Aaron Parkinson:
Right? We'll just choose clothes. Right?

Jason Drohn:
Mm-hmm (affirmative).

Aaron Parkinson:
"Did you know that the average t-shirt is marked up 1000% from China to the distributor to the shipping, to the blah, blah, blah, blah, blah, blah, and what you're paying for your kids' clothes is 10 times more than you should. And the quality is terrible. And the giant machine is just feeding you that these are what the prices should be, but at Lucy's Wholesale Kids' Clothes, we cut out all the individuals and blah, blah, blah, blah. We bring it directly to the source for you at 25% of the price."

Jason Drohn:
Right.

Aaron Parkinson:
So when people read it, they're like, "Oh man, I feel dumb. I feel dumb paying full price for this machine that upcharges everything before it gets to me. I'm just going to go to the source." Right?

Jason Drohn:
Right, right.

Aaron Parkinson:
And so that would be another shock and awe. The shock and awe are to make people aware, but also make people feel stupid that they're caught in their current habits and break habits.

Jason Drohn:
Yeah. One thing in writing shock and awe in all kinds of ad copy, you don't necessarily want to slant too heavily to the logic-based side of the brain. So numbers are numbers, but you need to pair the numbers with the emotional side.

Aaron Parkinson:
Absolutely.

Jason Drohn:
In the same ad. So you talk about numbers, but if you're over on that side too much, then you lose half of the people reading the ad because you're not talking about emotions.

Aaron Parkinson:
Yeah. You got to shock him with the big stats and then tie it back to how it affects them personally and affects their life and how their life could be better if they paid attention to what's going on. And so the shock and awe strategy is great too because it disrupts people's attention because it's not some big bold-

Jason Drohn:
Oh yeah.

Aaron Parkinson:
And the last one is one I don't use a lot, but it's very effective. It's the throwing stones strategy. I wrote this one last night because my team was asking me for an example of the throwing stone strategy. So the purpose of this is to draw a line in the sand between you and the competitors in your marketplace and define why you're different and just coming out and saying, "Why I'm different," isn't that attractive to read from an ad copy.

Aaron Parkinson:
But again, because people's natural gravitation is towards negativity, which is why all of our news is negative instead of positive because it sells more. This takes the negative slant to get them in, to get them to the positive slant. So this was one in the agency world that I wrote last night. And it was easy for me to write because I've been dealing with this week. So the headline is in big bold capital's, "I've been burned by agencies so many times. I just got off my fifth strategy session this week where a company told me this, and to be honest, I'm getting sick of it. The word agency has now become a joke. You've got people buying courses on how to run some ads and then the next week they're taking retainers from unsuspecting clients and they have no idea how to fulfill it.

Aaron Parkinson:
You'll even see them posting in marketing groups on Facebook asking questions like, 'Hey, does anyone know how to generate leads for the XYZ industry? I just signed a client.' This nonsense has to stop. A real agency," and then number down, "evaluate your offer, has successfully run traffic to that type of offer before, can tell you if your offer won't convert and steer you towards a new way to do it that is currently getting results. Has a creative team, tech team, support staff, and they all have the experience, communicates with you multiple times per week so you're never left in the dark, knows how to scale ad spend beyond $5,000 per day profitably, and guess what? Has testimonials. If you don't have these things, then stop calling yourself an agency. You're making it hard for the real professionals like us. Go and work for someone for a few years and get some experience under your belt.

Aaron Parkinson:
Maybe then we'll hire you." Wink face. "If you're looking for a real agency to run your campaigns profitably and for the longterm with professionalism, then schedule a strategy session with me, and let's talk. Book here at 7 Mile."

Jason Drohn:
Yeah.

Aaron Parkinson:
Right? So the throwing stone strategy is making fun of your competitors with things that you know the buyers in your market have experienced.

Jason Drohn:
Right.

Aaron Parkinson:
Right? It's not like you're just making stuff up. You want them to be like, "Yeah, yeah, yeah. That happens all the time and I've had that happen four times and blah, blah, and this guy gets me. And if he gets me, then he clearly can't run the same way as those other people do." And they come in. So what's your take on the throwing stones strategy?

Jason Drohn:
I love it. So pivoting to consumer kind of oriented brands, I mean, you look at Dollar Shave Club and that was their primary strategy-

Aaron Parkinson:
Amazing.

Jason Drohn:
A viral video was throwing stones. And there's a book that is downstairs called the Billion Dollar Brand Club. And it's an entire book about consumer brands getting that billion-dollar valuation and their viral campaigns and their ad campaigns and almost every single one of them is throwing stones. They're throwing stones. There's a ThirdLove, which is a bra company and they throw stones against Victoria's Secret. And then there are the Purple mattresses and they're throwing stones against Serta. So everything is this David and Goliath jaunt and all of them took that play right out of Dollar Shave Club.

Aaron Parkinson:
Yeah. And you can do angry throwing stones, that one was an angry throwing stones, or you can take comical throwing stones. If people haven't watched the Dollar Shave Club ad that was filmed for $15,000, it's on YouTube, where he's making fun of essentially Gillette and the big companies talking about how overpriced they are and how much money goes to Roger Federer as a sponsor and just how ridiculous the whole concept is. That $15,000 ad got them bought out for a billion dollars five years later.

Jason Drohn:
Yep, yep.

Aaron Parkinson:
And it's all throwing stones, but comically.

Jason Drohn:
You're right.

Aaron Parkinson:
Which is awesome.

Jason Drohn:
Yep.

Aaron Parkinson:
And so you can be angry or you can be comical, they both work.

Jason Drohn:
Yeah.

Aaron Parkinson:
Are there any other frameworks, and there's a million of them, but are there any that jump out to you today where you're like, "This is one of my go-to frameworks."? And I may not have already touched on it. I'm sure you use all the same ones that I do.

Jason Drohn:
No. I mean, everything that we do kind of falls within the same wheelhouse. I mean, so one that I know that has worked well in the past is case studies. Doing case studies and sometimes you can do a carousel ad where it's like a case study, case study, case study, or example testimonial, testimonial, testimonial. So those work tremendously well and that's all content that has given to you. Not given to you, but it is something that somebody else provides you based on their experience and it doesn't even have to necessarily be a direct experience or a transformational result of the product or the offer. It can be an experience with a person on the team or good experience of a refund or a good experience of any positive experience that can be slanted to shine the light on the part that you want a light shone on.

Aaron Parkinson:
Absolutely. And we used to use those only for retargeting videos, which we'll get into in another day, but we're finding that starting with the straight-up testimonial ads, instead of pitching the product, just starting with a testimonial ad, is converting well.

Jason Drohn:
Harmon Brothers have the back concept. There've been doing a lot of testimonial videos. They start with testimonial videos or what they do is combine the real-life selfie video with testimonials.

Aaron Parkinson:
He calls it the sandwich video. So it'd be like a testimonial, product demo, professional testimonials sandwiched together.

Jason Drohn:
Right.

Aaron Parkinson:
That's his highest performing ad for Boom by Cindy Joseph, which is very interesting.

Jason Drohn:
Yeah.

Aaron Parkinson:
So yeah. I mean, there's-

Jason Drohn:
So many.

Aaron Parkinson:
They're just designed to get people a base to work off of, and sometimes you just need that base to inspire creativity.

Jason Drohn:
Yep. Totally. Well, we are a couple of minutes past and I think you killed it. You did awesomely.

Aaron Parkinson:
Well, hopefully, somebody can take some value from today and go make a bunch of money.

Jason Drohn:
Sounds good. And next week, maybe we'll talk about retargeting next week. What do you think?

Aaron Parkinson:
I think that'd be fun.

Jason Drohn:
Cool. All right, have fun.

Aaron Parkinson:
So see you next week, right?

The post Best Ad Copy Strategies: Guide To Boost Your Sales appeared first on Done For You.

Video Transcript:

Jason Drohn:
What is up? Welcome to today's episode of Sales System Experts, and today we are going to talk about creating offers during this crisis . Right? I think that's what we're going to talk about today.

Aaron Parkinson:
Wow, that's an aggressive term.

Jason Drohn:
Creating offers, yeah. Well, nobody watches this anyway, so it doesn't matter.

Aaron Parkinson:
Creating offers. By the time somebody watches it, the crisis will be-

Jason Drohn:
We'll be out of a crisis, yeah.

Aaron Parkinson:
And nothing we say will work, but if you take action in the next month, it would be amazing.

Jason Drohn:
Yeah. All right, and this is episode four. My name is Jason Drohn, and I'm the creator of done for you. Aaron can talk a little bit about what he does real briefly. Just a little tiny, tiny introduction.

Aaron Parkinson:
Yeah. My name is Aaron Parkinson. I'm the CEO of 7 Mile Media, a direct response agency specializing in Facebook, Instagram, and YouTube ads.

Jason Drohn:
Whoa. That is a nice professional elevator pitch. That is awesome.

Aaron Parkinson:
I just came up with that on the spot. Do you like it?

Jason Drohn:
Wow, that was good.

Aaron Parkinson:
Yeah, well, I like it.

Jason Drohn:
All right. So today we're talking about creating offers and stuff. So you want to kind of kick it off? What is an offer? What is an offer, Aaron?

Aaron Parkinson:
What is an offer? Well, you have a product. It's either a physical product or a digital product or a service, and you would like to sell it and-

Jason Drohn:
Make a lot of money.

Aaron Parkinson:
Yeah, and make some money. And the traditional way is, obviously for most people, is open up an office or open up a store and put up your open sign and hope people walk in, and we don't operate in that world. We call it creating offers. Some people call them funnels, some people call them digital marketing. Just depends on who you're speaking to. Where we take the product, and we put it in front of the people that we think would be most likely to buy it, and we create mechanisms to deliver the information on why they should buy it online. And we make it predictable for the amount of money you should spend and how many product sales you should make so that you can scale your business.

Aaron Parkinson:
Just pushing buttons rather than standing in a store waiting for people to show up daily, during the COVID crisis, we have seen a remarkable spike in volume over the last 30, 60 days. And honestly, I was prepared to have to reduce the size of my team, like everybody was when this came down, but I was patient. I wanted to see how it played out. And I'm very glad that I was because we had our business, whatever. And you know, I just saw a statistic that drives this home. I'm part of a mastermind group with a bunch of other e-commerce entrepreneurs. And as of this week, the digital versus retail buying percentage went up to 33%. So e-commerce hit 33% this week. And that statistic was expected to be hit in the future, but not for eight years based on the trend line.

Aaron Parkinson:
Now, that's a bit manipulated because people are buying less-

Jason Drohn:
And they can only buy online.

Aaron Parkinson:
Yeah, they can only buy online. So I think the overall gross sales are down, but the trajectory is going crazy digitally because nothing's open. So 33% of things that are now sold worldwide are sold digitally, up from 17%, which was four months ago. So now it's 33%. So then the million-dollar question becomes, what do you sell?

Jason Drohn:
Right. I read an interesting statistic that the only type of advertising that has increased... Nice mug, by the way. That mug is an icon on this show. Four episodes in, if you want to talk about icons. So I read an interesting statistic that was the only type of advertising that was increasing right now is direct response, which good thing we are both direct response guys, and direct response is up 40%. And basically, we're just eating up all of the inventory that those brand guys are leaving behind right now. You know, so-

Aaron Parkinson:
And maybe we should stop and you should give the people watching your definition of the difference between brand marketing and direct response marketing. Maybe people don't know what you're talking about.

Jason Drohn:
Yeah. So brand marketing is basically where you're building a brand. You're building the awareness of your brand so that you can cash in later. By and large, I mean, that's a very general description, and the brand guys are going to... There are diehard brand guys that are like, "No, that is not branding. Branding is all of these things," but at the end of the day, you're building recognition in your logo and in the thing that you do so that you can then launch products in the future underneath that umbrella.

Aaron Parkinson:
And a brand is a super, super powerful thing. I'm a huge believer in the power of major brands. Because I said something like this the other day. I said, Jason, how many ketchups do you know of? I only know of one. It's Heinz.

Jason Drohn:
Right, Heinz. Yeah, totally.

Aaron Parkinson:
If there's another one, I'm unaware of it. We could take something even broader.

Jason Drohn:
Kleenex, Xerox.

Aaron Parkinson:
Tissues. Nobody goes to buy tissue. They go to buy Kleenex.

Jason Drohn:
Yeah.

Aaron Parkinson:
And colas, okay, there's two. There's Coke and there's Pepsi. And I know there are other ones because I've been in the beverage distribution world, but nobody walked into a restaurant and says, I'll have an RC Cola or... You'd be like, "What?" That's the power of a brand. They don't even need to market anymore, and they're going to make money forever because they've established it. And that is the power of the brand. Unfortunately, right now with everything being tight, direct response is not about putting out the culture of the business, putting out how it interacts with people, how it interacts with charity, what type of social impact it's having. All the things that tend to fall under the brand category have been pushed aside for the time being, and now people are focused on direct response. So tell them what the difference is between branding and direct response.

Jason Drohn:
Yeah. So direct response is the brand matters a whole lot less than what it did. It's less about the brand and more about the offer. It's more about the transformation you're going to make in somebody's life or the access that you're selling to the thing. So it is dollars in, dollars out. The simplest form of direct response is dollars in, dollars out. So it involves sometimes very aggressive sales copy, it involves sales funnels. It involves systems that bond and educate and sell all at the same time. But at its simplest, it is an ad that links to a product, and that product sells, and 4% of people buy that product. And you know that because you've sent hundreds of thousands of clicks. And that's it.

Aaron Parkinson:
Yeah, it comes down to predictability. You know, we've tested 50 different ads, 50 different images, 50 different copywriting angles in 50 different places, and we found that magic combination that a certain percentage of people buy every single time. Now it's just about, how big can we scale the offer? And I know that the purpose of today's call is to talk about the types of creating offers that are converting well in this space. And I think to give it some texture, the first thing I want to talk about is, what do you think are the things that are not converting well right now?

Jason Drohn:
So, immediate high ticket stuff. Stuff that is sold the immediately high ticket, as in no relationship cold. A high ticket is the first thing that somebody buys.

Aaron Parkinson:
So when you say high ticket, you're referring to something probably a thousand dollars or more?

Jason Drohn:
Yeah, a thousand dollars or more, typically. Yeah.

Aaron Parkinson:
So trying to sell something for a thousand dollars or more where there's no relationship, no context, no buildup, no credibility established, I would agree with that. I'm going to take a step back and go even more mainstream. I'm going to e-commerce. Right now, things that are tanking in e-commerce are things like suitcases.

Jason Drohn:
Right.

Aaron Parkinson:
How many people are buying a suitcase right now? Not too many, right? We had one client that unfortunately had to pause with us when this happened, and they were selling travel visas. No countries are offering travel visas right now.

Jason Drohn:
Clothing is hurting bad. I mean, J.Crew just went bankrupt.

Aaron Parkinson:
Clothing is hurting, yeah. Luxury brands, like luxury watches, things like that are taking a pretty big hit. You know, it's the stuff that might be travel-oriented, or it's more along the lines of something that I just love, but I don't need, is taking a hit.

Aaron Parkinson:
So then conversely you look at, what are the things that are converting well? And if I stay inside of the e-commerce section for a second, we have multiple e-commerce clients that are smashing it right now. And some things save money. I don't want to be overly obvious here, but if you can help somebody save money... And an example of that might be one of our clients sells a reusable, bamboo towel. So instead of using paper towels to clean up your kitchen or whatever, they have a reusable bamboo towel that you can use, wash, rinse a million times. I see my friend, Ryan McKenzie right now at Tru Earth is crushing it with reusable eco-friendly washing machines strips. They're cheaper, they're more eco-friendly, they're keeping plastic bottles out of the landfills. So people get to feel good about themselves, and they get to save money.

Aaron Parkinson:
Like if you can combine "save money" with "and feel good about me", you're crushing right now. And if you look at 2008, when the last economic recession happened, look at some of the biggest companies that came out of that. Do you remember? Can you list a couple off the top of your head?

Jason Drohn:
I can't, no.

Aaron Parkinson:
Okay, so I'll give you two prime examples. Uber, right? All of a sudden, I don't want to pay $50 for a cab that traditionally is all beat up and smells funny. I just don't want to. Uber comes out of nowhere and says, "Oh, we're going to do it for like 17 bucks. And we're going to get there in 10 minutes instead of 30 minutes. And on top of that, we're going to create an income stream for all the people that want to become Uber drivers."

Aaron Parkinson:
So it was like twofold. I'm going to save this group money, and I'm going to give this other group who needs money a way to make money and leverage your car, one of these expensive assets that you have. Uber just took off. Another one that took off was WhatsApp.

Jason Drohn:
Oh, right,

Aaron Parkinson:
WhatsApp went nuts because back then people were still ringing up a ton of long-distance on their phone, and WhatsApp came out and said, "Why would we do that? Why wouldn't we just leverage the power of WiFi for your phone calls?" All of a sudden, now they're free. And it just went boom. So two examples drive home that point, is when the economy is in a recession, people don't stop spending money. They just shift their spending patterns to other things.

Aaron Parkinson:
And when we talk about the info-marketing side, what we're seeing in the agency is a career transition. So one of our clients is a big university, and their cost per acquisition has gone down dramatically because they offer their curriculum from home. So it's not just, "Hey, it's career transition." It's digitally based. You can get this accredited certification from home. People are sitting around going, "I might as well learn something." And the other one is, I don't mean to just sort of oversimplifying it, but it's making money. So if you can teach me a skill on how to make money, like if you can teach me how to do forex, or if you can teach me how to become an Amazon seller, or if you can teach me how to do e-commerce... My jujitsu instructor, I hit him up last night and said, "Hey, man, how are you doing? Just checking in on you." And he goes, "Oh man, I've bought and consumed five marketing courses in the last three weeks, because I got nothing to do, and I've always wanted to launch this app.

Aaron Parkinson:
And he's sending me questions, like "How do I put my app on Facebook so people can instantly download it?" And I'm sending him stuff like the developer SDK and stuff like, "Hey, just go look at this." And he's like, "Oh, this is magic." It's all these things that we take for granted that we know because we do this for 15 years. But where our clients right now are pretty equally split between info-marketers and e-commerce. And on the e-commerce side, it's anything that's kind of cool, maybe has some social impact, but most importantly saves me money. Or health-related, although that's a little dodgy, because everybody's out there right now, like, "Boost your immune system," and all this stuff.

Aaron Parkinson:
That can be a little dodgy because if you make claims that aren't true or validated, major advertising networks will pull you off and shut you down. But the whole health supplement industry is killing it. And probably the single biggest one that I never thought of over the last month that caught me off guard until it happened... Can you guess it? I wonder if you could guess it. Like the number one thing that is completely sold out and you can't get it anywhere. I'm not talking about masks or toilet paper or whatever, just something that people can no longer do that they now have to do at home, and now you can't find it anywhere.

Jason Drohn:
So two things that I've seen are Nintendo Switches and webcams, but-

Aaron Parkinson:
Yeah. I mean, those are huge. Video games, board games for kids, anything like... I just got this microphone, and I got some new screens and stuff like that because I'm around. I'm here all the time. But the one thing that caught me way off guard was gym equipment.

Jason Drohn:
Oh yeah, right. Yep.

Aaron Parkinson:
You can not find plates. You can not find dumbbells to save your life right now. They are all gone because people were like, "I need to get my workout on," or, "For the first time, I want to work out, because I got this time." And everybody went, "Well, I guess we have to order them online." There was like two-week waitlists and stuff going for like 150% normal price.

Jason Drohn:
Jeez.

Aaron Parkinson:
It's crazy. So if you break some of those things down, it's... You added a good one in there. What are things that can serve people from home? Board games, webcams, gym equipment. Just stuff to entertain people in general or up-level their skills in their home office. From an info marketing side, make money, skill transition. I've seen huge boosts in companies that are teaching you how to learn another language. Again, it's those things that are like, "Well, I got time. How do I up-level my skills?" Our online university-

Jason Drohn:
Certifications are a big one. My wife just started a fitness certification, so she's going through and she's killing it. She's doing like a chapter a day.

Aaron Parkinson:
That makes sense to me. We have two weight-loss experts as clients, they're both crushing it. Because again, people are like, "Well, if I had problems before..." I'm up 10 pounds, I don't know about you. I am up 10 pounds. That's a fact, and I'm a pretty in shape guy.

Jason Drohn:
I weighed myself and I was up one, and I was like, "Babe, this isn't bad, because I've been eating like shit."

Aaron Parkinson:
Right? Dude, I got to follow whatever you're doing, because I'm up 10. So those people that had issues before, or just want to become something different while they have spare time. Both of our weight loss experts are killing it right now. And I think it's also worth noting that a lot of people, have ideas in their mind about selling their knowledge, or creating a product, or marketing their current business online. And they're fearful of it right now because they're reading the news, they're watching the news, and the constant negativity puts them in a state of paralysis where they think, "Oh, nobody has money, employment's sky-high, nobody's going to buy anything." And it's dead wrong right now.

Jason Drohn:
Oh, it's so wrong. The money-

Aaron Parkinson:
Go ahead.

Jason Drohn:
Yeah, the money just switched, it transferred. People are spending it differently. You just have to put yourself in the path of wherever it was. So when everything went down and the stock market kind of hit that burst, it tanked that first time. So it went and then it's rebounded a bit, and most people are expecting a W. When it went down the first time, I was talking to one of my mentors and he was like, "It's still there." He's like, "Literally, people took their money out of the stock market. It is there, it is sitting. It is liquid, more liquid than it ever has been, like ever. Like there is money there. It didn't disappear, it's still there. You just got to find it."

Aaron Parkinson:
Yeah. And if you even want to take it a step further, if you don't want to talk about the average person that maybe doesn't follow finance and investment and stock markets, the really smart financial people that I know, they had their money out a year before the stock market crash. They didn't expect this, but they were expecting something to go wrong. So like you said, they're just sitting on it. And if I try to put myself into this discussion, like what's happening in my world, I've spent a lot of money online this month. Probably more than I ever have. We have a rental condo that I'm like, "Hey, let's just go do those renovations now and get it done while everything's quiet." So we bought all new furniture, and we bought paint, and we bought a whole bunch of stuff to get that project done.

Aaron Parkinson:
I bought a new iMac that I'm on today. I bought a new microphone. I got a new light coming. I've got a new camera coming. Because I was like, "Ah, I'm going to be around here more often. It's time to up my game." I'm looking at electric scooters. I've been wanting one of those electric... Do you know the ones that you stand on?

Jason Drohn:
Well, you live on an island.

Aaron Parkinson:
Yeah, I live on an island.

Jason Drohn:
I can see you just running around.

Aaron Parkinson:
Yeah, I'm bored. We can't go do anything because everything's on lockdown, but we can go outside and exercise. So I'm like, "Why don't we get some scooters and rip around the neighborhood?" You know those are like 1200 bucks each, or something like that?

Jason Drohn:
Right, yeah.

Aaron Parkinson:
And I'm looking at all these things to entertain myself while we wait this out. So I said to somebody the other day, when they asked me, "Is this a good time to be marketing?"

Aaron Parkinson:
I said, "Well, number one, all of the big brick and mortar companies and the mom and pop operations have pulled their marketing out of-"

Jason Drohn:
Even Google is 50% less. Everybody slashed their budgets by 50%, which means all that inventory is wide open.

Aaron Parkinson:
Right. So there's all this inventory, and if you look at things that are auction-based, like Google, like Facebook, like Instagram, I haven't seen advertising prices this cheap since probably 2014.

Jason Drohn:
Yeah, absolutely. On Facebook and Google... I mean, I looked at my Google Stats yesterday. Holy shit is it cheap over there. I mean, it's ridiculous. 20 cent, 30 cent clicks. Like, I haven't seen that since 2006, when I started.

Aaron Parkinson:
Yeah, I can't remember the last time I saw a 20 or 30 cent click on Google, and it's auction-based. If there are people not in their bidding, then that's the price. And even talking to some of the branding guys over the last couple of weeks, some of the smarter ones, they're like, "We're taking advantage of it. We're putting our message out there right now because there's never been a cheaper time for us to get eyeballs on ourselves for when this goes back to some sense of normalcy." And so you've got this combination of super, super cheap traffic. You have 400 million people in the United States for the first time sitting at home on a phone or in front of a screen. So you have a captive audience. I mean, that's got to be 10 times more than the average. And if you're beyond that, Canada, United States, Australia, UK, Spain... I mean, what are people doing in Spain other than hanging out on their phone?

Jason Drohn:
Right, yep.

Aaron Parkinson:
So you've got a captive audience, you've got cheap advertising costs, and you have a whole bunch of really in-demand product options, whether they're physical products or they're info products that people are consuming at record levels to try and-

Jason Drohn:
And it's all going to be shipped to their house, or digitally delivered.

Aaron Parkinson:
And it's all shipped to their house. I looked at this report in China yesterday. Everything's back to normal from a manufacturing standpoint. There were some inventory problems for a while, and the last problem that they ran into is shipping. There were some shipping issues because there were safety issues of planes flying over there and so on. But that's almost been 100% rectified at this point for it. So it's almost like if you're going to do it, do it now.

Jason Drohn:
Now's the time, yeah.

Aaron Parkinson:
Because if China's back to normal and we're just replaying the same movie... Like Elon Musk said last night on Joe Rogan. He feels like he's watching the same movie the second time. If this movie's going to end as China did, four months after it started, this is the time to jump in and plant your flag and create your foundation for your product to create separation between you and competitors while you can, while it's cheap, while you have attended. And I know that you're seeing that even with the DFY funnel.

Jason Drohn:
Oh, yeah. Right now, leads are cheap, sales are cheap. People are moving through at a frightening pace from a conversion standpoint. They're moving right through, and it's all Greenlight. Do you know what I mean? Same with a lot of our other funnels. A lot of our other kind of low ticket into mid ticket sales funnels, anything... It's the relationship. I mean, like literally, if you have a relationship with your audience, then you can get some great conversions out of it. But right now, there's never been a better time to create a relationship with an audience, because they are all online. I mean, it's funny. I did my 40th life this morning.

Aaron Parkinson:
I was going to bring that up.

Jason Drohn:
So my 40th one today, just before this... My business has dramatically changed in the last two business months, in the last 40 episodes. I mean, not only is there better awareness, I had 13 calls yesterday. 13 between clients, between sales calls, like 30-minute chunks, and then I had a webinar with a couple of business owners at the end of the day. And literally, I'm not asking for anything. It's just information. I'm just trying to help and train people up, give some education. And then I'm transcribing it, throw it on the blog. And I'm doubling my organic traffic every month, which is awesome, but that was never the point.

Jason Drohn:
Like now, it's like, "Okay." My little city of 120,000 people is starting to wake up digital marketing one by one by one, thanks to these little tiny live streams. It's like this one person shares with this one person, who shares it with this one person. And now all of a sudden, my little city is having some pretty big talks about digital marketing. And how do we go get people outside of our city to then buy stuff from us? And it's fascinating how quickly you can capture attention.

Aaron Parkinson:
I call it manufacturing celebrity status because people view people they see on a screen as credible because we've been conditioned that way since the first television came out in the 1950s.

Jason Drohn:
Right, yeah.

Aaron Parkinson:
So all somebody has to do is see you on a screen, 7, 8, 9, 10 times, and then they go, "Well, he must know what he's doing. He's on the screen all the time." You and I both know that just means turning on the camera and talking. But psychologically, that's how we're programmed as humans, is like, "Oh, I saw him a hundred times in the last month. He must be rich. He must be intelligent. He must know what he's doing. He must know more than me because he's on the screen."

Jason Drohn:
None of those things is probably true.

Aaron Parkinson:
Doesn't matter. I mean, we have people coming to our agency all the time and they're like, "How do I build my audience?" I'm like, "We make little videos, and we pay to put it in front of people." And they're like, "We give value," and they're like, "That's it?" I'm like, "That's it." That's it. Look at the Gary Vaynerchuks, or the Frank Kerns, or the Grant Cardones, or Brendon Burchards or whatever. Half the stuff they say is complete nonsense.

Jason Drohn:
Or you've heard it a million times before. It's just the way they say it.

Aaron Parkinson:
Yeah, and I'm not hating on them. I think what they do is brilliant. I think it's genius. It's just about being consistent and repetitive and putting it out there, as you've done over the last 40 days. And then it gets shocking, doesn't it, how-

Jason Drohn:
Oh, yeah. Fast they're coming-

Aaron Parkinson:
How many people start reaching out to you.

Jason Drohn:
Yeah. It's crazy. One of my clients said that in Expert Secrets, Russell Brunson's book, in that book, he said something about 100 days. Like you need 100 days of expert material out there, delivered in a chunk, and then you will be set for the rest of your life. That's what he says in the book. And I do believe it.

Aaron Parkinson:
Probably a pretty smart guy. If he says that, it's probably not that far off. And I've challenged some of my clients to do three-

Jason Drohn:
Yeah, three.

Aaron Parkinson:
Pieces of content a week.

Jason Drohn:
Three a week is what we've been doing.

Aaron Parkinson:
For a year, right? So if you break that, that's 150 in a year. And most people, they won't commit to it. They're just like, "It's too much," but the reality is you carve out your niche, and you build your audience that you can sell stuff to. And you do it for cheap, super cheap, like 10 times cheaper than television.

Jason Drohn:
Oh, yeah. Well, it's like, just the amount of... Between organic and paid traffic that we send, we would probably... If we were spending $10,000 a day, straight $10,000 a day, it would probably rival what we're spending much a 10th of that, between organic and paid. Do you know what I mean?

Aaron Parkinson:
Oh, yeah.

Jason Drohn:
And the relationship, when it starts from search and then is backed up by paid, is different than when it's interruption-based paid and comes in and they learn about you, and then... So it's like, "Oh, I found them because Google gave them validation because I discovered them."

Aaron Parkinson:
Right, or somebody else.

Jason Drohn:
Right.

Aaron Parkinson:
Like somebody else's podcast, and I've got that a couple of times in the last month. "I saw you on such and such's podcast, and what you said about that was interesting. Can we talk about my business?" And I'm like, "Damn." And they've already been pre-sold on me, and they've reached out to me. So now I'm in control of the conversation. It's not me trying to force the conversation onto them, which is just a significantly better place to be when you're making and creating offers. Well, we're 10:35. Anything that you want to add to your genius-ness today? Because you are a genius, good sir.

Jason Drohn:
Oh, I don't know about that. So are you, I mean. No, I'm good. I think next week, we'll talk about something else cool, and kind of go from there.

Aaron Parkinson:
Awesome. Well, thank you everybody for joining us again today. We'll see you next week.

Jason Drohn:
Yeah, have fun.

Aaron Parkinson:
All right, take care.

Jason Drohn:
Bye.

The post Creating Offers To Boost Your Sales During This Pandemic appeared first on Done For You.

Video Transcript:

Jason:
Yeah. All right, there we go. Cool. So welcome to episode number two of what are we calling this thing? Sales system experts, I think.

Aaron:
Sales System Experts.

Jason:
You have a cool mic.

Aaron:
Well, I don't know if it's that cool because I ordered a new one with a boom and this one's got its little tripod.

Jason:
Look at this. Hold on. Check this.

Aaron:
Oh, look at that. That's a professional grade.

Jason:
Well, it's funny because I bought this six years ago and then I was hunting around... So I'm on a standing desk. And I was like, "Oh, I think I remember buying something at some point." And it was this thing.

Aaron:
Well, the problem with me is that I like to move every three years. So every time I move I'm like, "I don't want to ship that" over and over again. And so I've got this mic, which has this little tiny desk tripod. But if I leave it here, how much different is the sound?

Jason:
It's not that bad.

Aaron:
Really?

Jason:
Yeah. Hold it again.

Aaron:
It's not amazingly better here.

Jason:
No, no, it's not. It doesn't sound any different.

Aaron:
So I bet you it's because it's not tapped into this system, which I'm going to look at right now. Nope. It's not. It won't even give me the option for it. So me holding this mic by my face is completely irrelevant.

Jason:
To anything, we're doing right now.

Aaron:
To what we're doing right now. I can sit here like this the whole time, it won't make any difference whatsoever. All right. Well, on that note...

Jason:
Bam.

Aaron:
Bam. You do not have to be a genius to make money online.

Jason:
No, you don't. You don't. I covered an entire week of affiliate marketing this week and we all know those affiliate marketers are not geniuses.

Aaron:
Affiliate marketing is the lowest brow marketing possible, but it's a really easy way to make money.

Jason:
It is. It is.

Aaron:
Right? However, let's sidetrack this. Did you see the Wall Street Journal post this week on Amazon?

Jason:
I did not.

Aaron:
So check it out. Basically what Amazon says is when you sell on Amazon, in the terms of service, is we will not study or copy your shit and launch our products because people need to know the Amazon has their products.

Jason:
Yeah. Totally.

Aaron:
The first one I think they started was the diaper company, and they just took right off. They have their products selling on Amazon. And most people might even be more confused by that and be like, "Aren't all the products on Amazon their products? No, all the products on Amazon are different company's products and they've put their products on Amazon and Amazon is like the hub people buy from.

Aaron:
But let's just say you and me, Jason, we started the world's first-ever recyclable titanium sunglasses. And we listed them on Amazon. Amazon says, "We're never going to look at your stuff and study your data if we ever decide to make recyclable titanium sunglasses." Which seems fair. Turns out, they've just had a bunch of employees that are no longer working there come out and say, "Oh yeah, we studied all the data. We studied all the funnels. We started the whole process on multiple companies that have launched their product."

Aaron:
Busted. Thievery and busted. And it was in the Wall Street Journal yesterday. And I don't know if it's true, I'm just quoting the Wall Street Journal, but if that's the case, there's going to be some serious class action lawsuits and who doesn't want to take a piece out of Amazon who's the business owner because there're poor business owners that list on Amazon get their ass handed to them like monthly.

Jason:
Yep Every month, yeah.

Aaron:
Every month they're changing some terms and conditions. They're changing some way the algorithms works. They're investigating your product sources. It is the fastest moving target on the planet. And I think if you're a merchant that's on Amazon, you would love to be in a class-action lawsuit against Amazon. And-

Jason:
Was independent business owners were 40% of the revenue on the e-commerce site. So-

Aaron:
Absolutely. 40%. And in addition to that, over the last week or two, Amazon cut the affiliate commissions on a huge amount of essential products. So almost like the network marketing companies of the world, they've got everybody to bring their friends and family in. And then they change the compensation plan five. Thanks for all the customers and peace. And not only did they do that, but they also did that during the apocalypse.

Aaron:
So all those people that were used to making all those affiliate commissions on X, Y, Z product, during the apocalypse, they said, "Yeah, we just took that from whatever it was, 30%, I don't even know what it was, down to 2%. So in two weeks, they've kicked a whole bunch of people who built their company in the balls. They've done it when they need the money the most. And they've been busted stealing IP from people who were on their platform, duplicating it and making their products. That's a nasty triplicate of information there.

Jason:
Well, I just read that Amazon, I think it was yesterday or the day before, Amazon was looking at $1,4 trillion valuations and on the road to $2 trillion and Bezos just bought his fourth apartment in the same building for $16 million. And he's doing a big multi-story thing.

Aaron:
Which I have nothing against. I'm a pro-capital, pro entrepreneur, pro everything. And I got no hate for Bezos, for how many millions he takes a minute. However, I think it's greasy to kick your affiliates in the balls during the apocalypse and two, everyone's always talking about the Chinese, the Chinese, they're stealing our secrets. They're studying it. Bezos' been stealing secrets. They're launching his own companies to compete with you and oh, just coincidentally, I bet a lot of those companies lost their bestseller status not too long after he launched his competing product. And that's just my tinfoil hat theory, but I would love to...

Aaron:
Amazon doesn't open its data to anybody. Amazon's not like Facebook, you can't API Amazon's data. It'd be amazing to see what was the time between them launching their competing product and the number one competing product falling off of the best seller status. Wouldn't that be interesting to see?

Aaron:
So they got lots of money, they could fade class action lawsuits in the billions and be like, "We're good. It was worth," Like Volkswagen did when they sold all those cars, the guys were like, they're eco-friendly and there was nothing different about them. It was a straight line, and they got a $5 billion fine or something and I was like, "How can you find a company $5 billion?"

Jason:
Well, Facebook got a $5 billion fine from the FTC.

Aaron:
Was it $5 billion?

Jason:
$5 billion, yeah.

Aaron:
Wow. I'm surprised I don't know that.

Jason:
I don't know that they paid it yet. The last I knew they hadn't paid it and it would have been a while, but where the hell is your Frankenstein mug?

Aaron:
I just picked it up and I was like, "I don't have my luck." And you're supposed to have continuity amongst episodes. I almost feel like I should go get it but I don't want to disrupt where we're going. So-

Jason:
Facebook groups.

Aaron:
Let's talk about groups. Let's talk about Facebook groups. We've now spread all this breaking news about Amazon maybe people don't know. And now we'll pivot to Facebook groups. So maybe we should give it some ground.

Jason:
Some context.

Aaron:
Some context. Yeah. So I'll talk about normal funnels and you talk about normal funnels, what you can expect, engagement, conversions. And then let's talk about Facebook Groups. While you're setting the tone, I'm going to go get my mug.

Jason:
Okay. There you go. All right. So normal funnels. A normal sales funnel is very linear. Somebody comes in and they go from signing up as a lead to moving through some sort of a, I call them content-based assets, but basically, it's a lead magnet, a sales video, an automated webinar, all of that kind of stuff that works them through a sales model and then gets them to sell. So it's a one to many... Sales funnels are... going to run around. All right, there you go buddy. Get it. Oh, hold on. There we go. There it is.

Jason:
All right. So sales funnels are one too many relationships. Sales funnels are built to sell to multiple people at the same time. It's a one to many kinds of sales platform and he's back. So we're going to flip back over here. Yeah, there it is. So the sales funnels are one too many, you build it once. Many people go through, but it's a one to one relationship. So somebody has a relationship with you in the brand. What we're going to talk about now is about having a relationship with the rest of the community and getting support out of the community to then sell into your thing. Correct?

Aaron:
Yeah. 100%. The funnel is one to one and it turns it on and roll as many people as you can through it and give them information and you make them an offer, very basic. But what is important to know is when you build a sales funnel, there's typically like a ceiling as to how much money you're going to be able to convince the person to part within a funnel. And Mike Diller said one time that he feels you can ask for up to $500 per hour that you spend with a human being. I would say he's shorted it by half because I think it's been really popular to build webinar funnels where you can sell 995 on an hour-long. So I think that if you do it right, it's potentially $1,000.

Jason:
Per hour.

Aaron:
Per hour, for every hour you spend with somebody.

Jason:
That's a good metric to know. That's where I would have placed it, but I didn't necessarily have that number in mind. Whereas, what was it about four years ago? It was probably 3000 an hour. Like it was 3000, 3000. You could sell it two or $3,000 offer on a one-hour-long webinar.

Aaron:
Yeah. And I think that people have become desensitized to it. It's become commoditized a bit. So I think that maybe Mike is more in line with where you at now. It's somewhere between 500 and [crosstalk 00:12:26] the reason why is that because people have to know, like, and trust you. If you watch Simon Sinek-Start With Why, he said, "Facts and figures are cerebral, but buying decisions are limbic." So we've got a decision, which is what powers trust and that's internal.

Aaron:
So the more people know, like, and trust you, the more likely they are to buy. So that's a time investment. So what's becoming popular right now are Facebook Groups and funnels where you essentially offer to give something away for free or a very, very low amount, like a boot camp, like a three day or five days, a 10 day I've ever seen somebody do lately, where people can acquire some type of skill or solve some type of problem and get to know you better. And it's a very simple funnel. It's ad to the landing page to thank you page to join the private Facebook groups, to have a start date for it and have an end date, and then be delivering a little piece of content daily from your start to your end date, your three-day, your five days, your 10 days. A little bit of homework that you give.

Aaron:
And then as people are conversing with you, just engaging with people, answering their questions, posting questions like you were at a party. Like, "Hey, what do you do? What's your biggest issue? What do you find the most fun? And creating that environment. And that allows the client to ultimately get to know you at a deeper level and what you're all about.

Aaron:
And what I'm seeing is that on the tail ends of three to five-day boot camps, even with a free opt into it, not charging them first, we're seeing people be able to consistently do a 10 to one return on ad spend. So what they're spending on the front end to get them in, when they're selling a two, three, $5,000 eight weeks intensive or whatever, after the Bootcamp, they're converting enough people to get a 10 to one return on ad spend, which is enormous. Enormous.

Aaron:
And I had a client that I was talking to last night, that's coming on board. And he did a 10 day one just recently, which I've never heard. And, it was a very specific type of business, like how to find undervalued businesses and turn them around and et cetera, et cetera. And he was explaining a system and he was charging 17,000 for his program at the end of this. And he closed 18 people on his first one. And I was like, "Wow, that is a big number off of Facebook groups." But he gave 10 days of content. He started with something like 200 people, by the end of it, it was 40 people paying attention after the days.

Aaron:
All those 40 people were really into it. So when he offered the full-blown program, they bet, they were excited. And I was like, "Wow, that is a big number." It was 10 people at $17,000. So he pulled $170,000 out after a 10-day boot camp.

Jason:
So what does lead generation look like? Is it into a lead magnet report? Confirmation page?

Aaron:
No. Not. It is straight up. Here's what you're getting. So, "Hey, XYZ prospect, have you ever wanted to learn more about how to find undervalued businesses, turn them around and flip them for profit? My name's XYZ person. I've been doing this for 20 years. Here's my background. And so many people have asked me about it that I am launching a free 10-day boot camp. I'm starting on X date. In this boot camp, you're going to learn about X, Y, and Z. If you'd like to be a part of it, click below." Goes to a landing page, capture, name, email, phone number, if you want. So that they're on your list because that's the biggest challenge with Facebook groups. Nobody wants to do anything on Facebook groups because now Facebook owns the data, you don't own the data. And they could shut your group off.

Aaron:
So the way you get around that is you capture their name and their email before they get into the group. And on the thank, your page says, "Hey, thanks for joining. Here's how to join the group, click this button." And then they join the group and a lot of people like, "Why would you do it in a group? Why wouldn't you just do it by email or Zoom or any of these things?" Well, the benefits of the group are that we live on our phones. And when you're in a group, you're getting just constant notifications. You're not having to leave the ecosystem of your phone to go to a different ecosystem. And that's the power of Facebook groups.

Jason:
It makes a lot of sense.

Aaron:
Yeah. Super.

Jason:
So after the five or 10-day boot camp, how is the pitch made? So [crosstalk 00:17:38] all the free shit is done.

Aaron:
Live in a group on the last day. And then what I'm seeing work well is two options. So you do the pitch in a Facebook Groups live in the group on the last day, and then you offer them two opportunities, a strategy session with you to talk about it or direct to link.

Aaron:
Yeah. Exactly. Like here's to go to to get started and have an open and shut date. Like we are starting this in five days. Because without that sense of urgency, people won't act. So having that sense of urgency is super important. But saying to people like, "Here's my offer, here's the price, here's when it starts, I'm only going to take X amount of people," to also create that sense of urgency. And then, "If you have questions if you're interested in this, but you just got a couple of questions you want to ask me, you can go ahead and book a strategy session."

Aaron:
Because you don't want to take the whole group to strategy session because there are always people who would just be happy to buy. So sending them to a buy link allows them to just buy, but for those people that have just a couple of questions, that extra strategy session makes sense.

Aaron:
And then what we do is we count down inside of the group for the next five... "Hey, there are only four days left to register, three days left to register-"

Jason:
Oh, right. Yeah.

Aaron:
And we hit them with the emails because we captured from the beginning, here's the offer, four days, three days, two days. And then we re-target all the people that joined the group for free. We re-target them on Facebook Groups and Instagram back to the order page. So we're hitting them from four different places, inside the group, email, retargeting, and strategy sessions. So yeah, really, really effective model that just allows you to bond with people more and create that sense of trust. That's just hard to [crosstalk 00:00:19:46].

Jason:
... one to one kind of a sales funnel. So listening to it, I think back to... Aaron, you and I have been doing this for a long time. The Jeff Walker product launch formula. The product launch formula created a launch echo, is what he called it. But, it was like the entire marketplace moving in the same direction at the same time, all through email. And this is before YouTube was huge and Facebook Groups was huge. I mean beginning parts of Facebook Groups at least, but the product launch formula was able to mobilize an entire community through three or four videos. But now it's like, we are more connected than ever, but yet disconnected. And everybody's doing something at a different time. So this group model makes sense because it's unveiled to a collective group without the weird emails and emails and a bunch of other things.

Aaron:
Well, it adds the engagement factor because your group can be talking to the people responding, replying, commenting in the group. Problem with Jeff Walker's stuff and Jeff Walker's been hugely successful, he was very revolutionary in the last decade, but Jeff Walker's product launch formula doesn't work for cold traffic. It only works if you have a built-in email list. You got to build that list first and then do the product where you don't have to have the email list for this. You can go cold traffic right into the group and be nurtured in the group and then launch. So it's very similar to his strategy except there are two added benefits to it. One, you can do it to cold traffic and two, you can be constantly engaging people in that group for four days, which is it allows you to bond. So it's similar to two added benefits.

Jason:
Yeah. With Jeff Walker stuff the comments were a big part of it. The comments underneath the sales page video, and then his reply in those comments was how that engagement was born. But with this model, it is like the guru, of course, is important, but other group members are supporting other group members too I'm sure.

Aaron:
Absolutely. And-

Jason:
Higher teams can jump into this five-day boot camp or whatever.

Aaron:
And you can define how engaged you want to be with that group. You have to do at minimum one life per day with a piece of homework. But I've seen people do the whole bunch of random other things like fire-

Jason:
videos and shit

Aaron:
... chats where I'm just going to take questions for 30 minutes in the middle of the boot camp. The more you engage with the group, the better off it is in your conversions on the backend. So if you can carve out three to five days and say, "I'm going to be all in on this for five days because I'm going to make a quarter-million dollars, then it's worth it.

Jason:
Totally. How often can you do these? So, I mean, you can't roll from one boot camp into another.

Aaron:
You might have at least 30 days in between each one. And, it's dependent on the size of the audience that you're marketing to. If you were just saying, "I'm going to do this for hair replacement surgeons," you would probably need to do it no more than once a quarter because it's a small audience. But if you were doing it to biz op seekers or something where there's just-

Jason:
That group is always changing.

Aaron:
That group is so big that you can be doing it every two weeks.

Jason:
If you wanted to.

Aaron:
If you wanted to.

Jason:
And then just have a team fulfill out of the backside.

Aaron:
Absolutely.

Jason:
Yeah. That makes sense. Cool.

Aaron:
Successful like... And it's really easy to set up. That's the other benefit of this, you have real elaborate funnels. Evergreen, ever webinar, multi-touch, SMS, email-

Jason:
And then there's [crosstalk 00:23:59], which is relatively simple.

Aaron:
Yeah. This is like, ad, landing page, thank you page, group, order page.

Jason:
And a lot of people probably skip the first three steps and just go right to the group and they nurture the group and then grab order information out of the backside. Niche wise is there... So what are some of the niches that you've seen be successful with groups?

Aaron:
Lead gen, I've seen personal branding, I've seen any type of education, like the one I was talking about earlier today. See education and biz-op, they're just so weirdly intertwined.

Jason:
Especially now. Like, right now.

Aaron:
I want to make more money." "Okay, what do you want to make more money doing?" "This." "Well, then let's educate you on that." Amazon coaching, although I just bashed the hell at Amazon this morning. It's just a communication portal. So if you have something valuable that you can teach and you have a course that you want to launch, a coaching program, or whatever after it, this is just a great way to engage people. It almost reminds me of a four-day seminar or something.

Jason:
Well, as I was asking the question, you and I both have clients that are live event companies, how many were displaced by this pandemic and how many people or physical locations with memberships that can use this group model to recreate some of the best parts of it and perhaps pivot into an even bigger, better, more dynamic business than what they had before?

Aaron:
Yeah, absolutely. Absolutely. And we have a plan. I mean, we have a mutual client right now that we won't talk about that we're testing this model versus another model. And almost when you think about it, it emulates what they do. If anything, it might be better. A lot of times in those live seminar models, you got a lot of talking, but you don't have a lot of interacting. So a guy comes up on stage and he's like, "Hey, I'm the guru, this is what I've done, this is what I can teach you, this is what you could become," and they offer. And then it's going to the back of the room and fill out your form and whatever.

Jason:
Well, you're interacting with our people, not necessarily them. S0-

Aaron:
You're interacting with a stage and a group, which is always better than recording, which is why you convert much higher at live events than you do virtually. But this is like, "Hey, here's my thing that I'm going to teach you, now go do it. Try it out a little bit, and let's talk about how you're doing. And now that confidence is getting built up in the right people. It's way more engaging. So it's almost like combining the best of both worlds.

Jason:
Yeah. It makes total sense. So the Bootcamp sessions need to be video-based. Live stream, I'm sure helps, works-

Aaron:
Live stream, 100%.

Jason:
Live stream, okay.

Jason:
And then, are the live streams promoted at all? Or they're just-

Aaron:
No, inside the group.

Jason:
Just inside of the group, okay.

Aaron:
Yeah, absolutely.

Jason:
And I just had this conversation with a mutual friend of ours, Andrew, before this, and he had made a post in one of our groups for one of our companies... And let's clarify here, if you have an offer of any type, you should have Facebook groups right now. And when somebody buys from you, one of the very first things that you should say is, "Join our private Facebook groups." Because if you look at something like ClickFunnels, almost their entire customer service is operated inside of their Facebook Groups, right?

Aaron:
Exactly, yeah.

Jason:
It's them plus all the members responding.

Aaron:
Right, so it's [inaudible 00:28:07].

Jason:
And there's a huge amount of engagement that happens there. So in one of the groups that we have right now, he made a post the other day and it was something to the sales funnels like, "Hey, would you be interested in having us evaluate your sales funnel or whatever?" A whole bunch of comments that came back. And what I said to him is that... He was super excited about how many people had responded and how much he could engage with people. And I said to him, "If you'd done that on a Facebook Groups live, we would have had 10 times more engagement?" and he said, "I had no idea. Why would there be 10 times more engagement?" I said, "Because you have to send that Facebook Groups has what they want you to do. But then they have a whole bunch of things that you can do."

Jason:
So they have Lots of options, but there's a certain thing they want you to do. And they want you to do video. Why do they want you to do video, Jason?

Aaron:
They want to displace YouTube.

Jason:
Right. Well, they can't shove an ad in the text that you write, but they can shove an ad in your video and they need more inventory-

Aaron:
[inaudible 00:29:14] need more inventory.

Jason:
And people are like, "What do you mean Facebook Groups needs inventory?" Facebook's inventory is where they can put ads. They don't have any room left in the desktop newsfeed. They don't have any room left in the sidebar.

Aaron:
That's Instagram and WhatsApp. I mean, a big part of those acquisitions were... They just invested $5.7 billion in a telco in India.

Jason:
Oh, I didn't know that.

Aaron:
Yeah. So I mean, all of it is for more ad space. If you listened to any of their investor recap days, they're saying, well pre-virus, "We're running out of ad space."

Jason:
"We're out."

Aaron:
Yeah. "We're out. We're creating new places, new placements for ads." And now it's, advertisers are kind of running for the hills unless you're us and swallowing up as much inventory as you possibly can. But-

Jason:
But all it ultimately, is that if you played their game by their rules, you'll get way more out of it.

Aaron:
Oh, well it's so funny because since doing the GSC daily, I've promoted probably a handful of 10 or 15 of those, like 30 now live streams. They're long as shit in myself and dry and like, but I am getting through plays for two cents. I'm getting finished 30-minute watches, like for a buck like, what?

Jason:
Wow. This is what I try to explain. Some people make, "Is that good?" we have to like to frame this. If I stood on the corner of the downtown city street, when it was busy in New York and said, "I will give you a dollar. If you'll listen to me for the next 30 minutes," every single person I offered that to would tell me to fuck off.

Aaron:
Yeah, totally.

Jason:
Your people are listening to you for 30 minutes for a dollar?

Aaron:
Which is getting them to know, like, and trust you?

Jason:
Yep.

Aaron:
That you can now re-target with an offer later on and there, and the likelihood of them buying is exponentially higher because they've watched two hours of your stuff?

Jason:
Right? Well, it gets back into your first metric, which is, how much are they worth per hour? $1000?

Aaron:
Absolutely. You're trading dollars for thousands.

Jason:
Right? Yep. It could be paid off sometime in the future.

Aaron:
We need to find some tap into it, capitalize on it. And even taking it a step further on the Facebook Groups and stuff, one of our chief strategists at our agency at Seven Mile Media showed us in the last six months' worth of data, not like yesterday last week. This guy is like our chief data officer. He's like, "Yeah, we're 40% lower on cost per acquisition when we use dynamic creative." Which most people might not know about, right? Dynamic creative means you put five images or five videos or five pieces of text and they just rotate them for you. Versus putting one in, and then creating another ad with another one, and creating another ad with another one. The difference from the two is you're allowing them to rotate it however, they want it.

Jason:
Like a black box.

Aaron:
Yeah, exactly. But they want more control in their algorithm of opportunities and options. With a 40% reduction in CPA because we're doing what they want us to do. They want us to optimize budgets at the campaign level. They want us to use dynamic creativity. They want us to use auto placements, not in the feeds only, they want you to be able to put it as many places you can because they don't have any inventory. So they're giving us a better traffic and more conversions for doing what they want. Which-

Jason:
So, as long as it's not in an audience network, you're okay.

Aaron:
Bro, I've got four my cheapest conversions at the audience level.

Jason:
Really?

Aaron:
Absolutely. And we auto-placement everything we do in the agency. And people are like, "What?" I'm like, "We auto-placement everything. We let, we leveraged the algorithm."

Jason:
That is awesome. Once you have conversion data network.

Aaron:
Don't try.

Jason:
I disagree, bro. I've got three autos right out of the gates.

Aaron:
Really?

Jason:
I'm not scared. I'm not scared at all.

Aaron:
They'll figure it out eventually?

Jason:
And in three years, there's not even going to be this stuff. It's going to be, but the ad worldwide, open targeting, the algorithm. The Algorithm will be so good, it's going to be like. We'll be out of business. It will be amazing.

Aaron:
Oh shit, that's good stuff. Ads, Facebook groups. What else do you want to talk about? Does anybody have any questions? Is there anybody who's watching? Do you know what else we should talk about? And then we forget that we've already been on here for like 35 minutes, and we're trying to keep it to thirties to total the attention span.

Jason:
We should probably just...

Aaron:
So in the next episode, what should we talk about?

Jason:
I think we should talk about the five conversion killers in any funnel. Because I had something that I was going to talk about, then you took me in a different direction.

Aaron:
Oh, okay. So let's talk about the five conversion pillars. That's a great idea for a podcast next week.

Jason:
I think it's awesome. We can look at all of our data and all of our fuck-ups and-

Aaron:
We got plenty of those.

Jason:
Yeah. 100%.

Aaron:
That sounds good. Cool, I love it.

Jason:
All right. Signing out.

Aaron:
Yeah, have fun. See you next Friday.

Jason:
Episode number two in the books.

Aaron:
See you.

The post Facebook Groups : Gearing Up on Higher Sales appeared first on Done For You.

Today, we’re talking about promoting and selling B2B sales and B2B marketing strategies. In essence, selling B2B products and services right now, in today’s landscape, online. We’re going to get into automated webinars too.

It’ll be loosely based on this article: How To Promote A B2B Product Or Service Right Now

Welcome to today’s episode of Get Shit Done Daily. This is our seventh show, which is pretty awesome. We started last Monday, five last week. And starting today, we were kind of going to go on a like a B2B service kick. Last week we talked about paid traffic, we talked about lead generation, we talked about a number of things. All of that stuff is getting transcribed so we can add it to the website. But today what we’re going to do is we’re going to talk about promoting business-to-business products and services online.

Obviously, it is a very good time to be talking about this. Many people are out of work, working from home, and without jobs. They have skills and talents and everything else that they can use to help businesses grow. They can do fulfilling work from their house that they get paid for, all of that happy fun stuff.

There was a blog post that we wrote a while ago. Let’s throw this link in the chatbox here. This is the blog post, how to promote B2B products or services right now. We’re going to be kind of riffing off this and then adding to it.

Of course, if there’s anything that we can do in the meantime, go to DoneForYou.com. We will get you taken care of. Here’s the kind of the lowdown, B2B sales, and marketing strategies for promoting products and promoting B2B services. By and large, you’re still selling to a human being. You’re still selling to one person. A lot of people, a lot of times when you read in marketing textbooks. You listen to people talk and there’s a huge difference in selling B2B sales versus B2C, business-to-consumer.

Quite simply, there is not. They are full of shit. I mean, at the end of the day, you are promoting your products or services to one person. You’re trying to bond with that one person. You are trying to communicate with that one person. The way you’re communicating makes it so that you can reach millions of people the exact same way. That’s what automated sales funnels are. That’s what they do.

Your B2B sales videos, your webinars, your email copy, all of that stuff is built on a one-to-many scale. It’s not sitting for lunch and talking to a prospect. Trying to get them to buy into your service, or your product, or whatever. Online, you still have the same kind of tactical things. You’re still communicating. You are still using words. You’re still using sales psychology.

NOTE: To learn how to build your own BSB sales funnel from scratch, check out the Funnel Formula Course!

It’s built-in a one-to-many scenario. When you’re selling to other business owners, when you’re selling business-to-business services, business-to-business products, you are still trying to bond and connect with one person on the other side of the world, another side of their computer, the other side of the country or the other side of the city. It does not matter where they are.

What matters is that you’re able to connect with them and they’re able to raise their hand and say, “Yes, I want more of your shit. I want to buy your stuff. Also, I want to sign up for a strategy session. Yes, I want to do something to progress the relationship towards making a purchase from you.” And that might be a $1 free trial or some $7 ebook or a $10 paperback or whatever. Or it might be a $50,000 mastermind that happens now virtually because nobody’s allowed to congregate in groups more than 10.

So that’s the idea of business-to-business services and promoting B2B sales for services and products online right now. So here’s the thing, selling B2B products because of that connotation, because a lot of people kind of assume that selling to businesses is harder, then they make it a lot more complex than it could be or than it should be. But really you have your tried and true kind of internet marketing things. I mean, content marketing. You cannot get better than content marketing right now. Content marketing, blogging, writing articles. Right now because people are at home, they are consuming way more content than they ever have.

By embracing this content marketing space, by just making the decision that you are going to create more content in whatever way, shape or form that serves you. Just making that decision and actually doing something about it every single day is going to get you further in your B2B marketing strategies for your products than not. Now, here’s the caveat to that content.

That content needs to have a call to action. Every piece of content needs to have a call to action back to your business. They need to be able to buy something, sign up for something, or even schedule a call on your calendar from every piece of content.

I was actually looking at press releases yesterday and literally every press release has a phone number and a name on it. Usually, it’s with the reporter, but making sure that no matter what content people are reading, they have the ability to take the relationship further with you or your business. I mean, that’s paramount in the content marketing game.

Now, content marketing, it’s a long-tail game. So it might be you write a piece of content or you write a blog post and it’s 2,000 words and Google picks it up in the search engines almost immediately, but it doesn’t rank in organic listings for four or five or six months or even a year or two years. So that’s the caveat with content marketing is it’s not ensured that it is ever going to rank in Google. It might never get your traffic.

But you have your 80/20 rule. So 20% of the content that you write is going to result in 80% of the traffic. I was actually just looking through analytics for Done For You earlier today and coming up with this, kind of this idea for a Livestream, because really I talk about the same thing just in very different ways over and over and over and over again.

This particular slant on marketing B2B sales strategies for products and services, I’ve got the inspiration from Google analytics. So I saw that we were ranked on the 56th page for B2B services, B2B … I was like, well I can just write a piece of content there or do a little video, split the video up into segments and then drop it in between each of … We’re looking at the blog post here, I can just drop it between each of these sub-headlines. So right here, in a week or whenever I actually get a chance to do it, it’s going to be content marketing and then a little video segment and then about content marketing. Then we’re going to go to the next piece.

What I’m doing is I’m actively creating content and editing this blog post, which it gives me bonus points in the search engines. I mean, this blog post was written two years ago-ish and it has a pretty solid ranking. It gets good, decent traffic. But if I update it and I add to it and I add some multimedia content to it, then it will give me a boost of three to four pages in Google for all kinds of different keyword phrases.

Overnight I’m ranking for more, or I’m ranking for keyword phrases higher up, we get more traffic and it’s a self-perpetuating cycle. That is content marketing, using multimedia, using text and all that stuff. So let’s see. Advertising is the other way. Advertising is, of course, you pay to advertise.

Whether you’re advertising in Google, whether you’re advertising on Facebook, you’re paying per click, you’re paying per lead, you’re paying per 1,000 views of your ad. It’s a very quick way of getting traffic, getting your message out there. At the same time, it’s paid. So in the B2B sales process, for your products and services, you have to think of the platform that you are going after.

If you’re selling business-to-business products, services, is Facebook the right place? Maybe. We do a lot of B2B marketing and advertising on Facebook, but there are some niches that it just doesn’t really work so well in. Conversely, LinkedIn is a great place to kick off your B2B marketing strategies too – obviously – but it’s really expensive. So they start at a very high per click cost. So advertising on LinkedIn, you are probably going to get four times more traffic on the same ad budgets over on Facebook, but is the quality as good or does the quality outweigh the cost? Maybe. Maybe not.

The LinkedIn traffic, way more expensive. It’s going to be more per email lead. That email lead is probably going to be of higher quality. But Facebook, it’s going to be cheaper, cheaper per email lead, but you’re going to find some diamonds there, but you’re going to have to kind of slog through some shit too. So that’s just how it ends up working.

Now, the middle of the road would be Google. Google is search-based. So if somebody is going to Google and typing in your service, keywords related to your service, then you’re going to get some really great results with it. But again, some niches, some keyword phrases are way more expensive than even LinkedIn.

In promoting your products, your services, you have to really consider where am I going to get the best bang for my buck? And how we like to do it is we like to couple the content piece and the advertising piece. Content, we tell our clients, “Publish two to three live streams a week or at the very minimum, upload a couple of videos on your Facebook page.”.

We do is we promote those live streams as a kind of organic content to their ideal customer avatar. And then depending on how many people watch that video, how much of that video they watch, so how many seconds or how much of a percentage of that video they watch, then they see additional advertising.

What we do is leverage content and allow the content to kind of create the silo, which is the company or which is the ideal customer avatar. And then from there, we retarget those people. So that’s how we do advertising and content marketing. They leverage each other, which means we don’t necessarily need to roll out with a $10,000 ad budget on Facebook. We can roll out with something much less if we have content being created in the background.

Now, in terms of effectively promoting selling B2B products, first of all, you want to be clear, you want to be creative. So you want to cut through the noise. There’s this thing in B2B sales, this thing in NLP actually, called a pattern interrupt.

What you won’t do is you want to break somebody out of the pattern that they are kind of scrolling through their newsfeed in. You want to break them out of it and then you can move them into the message that you want to move them into. But if you don’t break them out of the pattern, then they continue running the story that’s in their head and they continue just literally doing whatever the fuck they were doing previously.

The pattern interrupt is a very important piece. You want to make sure to be creative, throw in a pattern interrupt in your advertising, in your stories, in your B2B sales material, but at the same time, you want to be clear. Because a confused mind doesn’t do anything. So you want to make sure that you have clarity around your offer and what you’re putting out there so that they can understand it easily.

Number two, you want to be where your users are. So we’ve talked about this already a little bit, but if your primary demographic is over on LinkedIn, advertise on LinkedIn. If they are or could be on Facebook, then advertise on Facebook. One of the best ways is if you have some customer data if you have some email lists, then you would upload those email lists into Facebook and then create a custom audience and then spin a lookalike audience out of that custom audience so that you’re advertising to 2 million people just like your data, just like your email list, your buyers or whatever. That way you can advertise to the people who need to be advertised to, who are used to seeing your brand or used to seeing you or used to seeing things like you based on the 2,000 data points that Facebook has.

It’s a nice way of using Facebook, leveraging the lower click costs, but at the same time advertising to the people who need to be advertised to. So here we have a little graphic. So we have Facebook, Google, CNN, Bing, LinkedIn, New York Times. Let’s see. Go to paid marketing. All right. That would be Facebook ads and Google ads. And be responsive to the customers. There’s actually something super, super cool. Down in the lower right-hand corner we have this little chatbot and we have closed some pretty good deals from this chatbot.

In looking at in this being responsive to customers, being responsive to prospects, every time, especially right now, that you can allow somebody to interact with you or interact with a rep, somebody, interact with anything through your business, because of your business, whatever, it’s a good thing.

A lot of even the coaching calls and the way people are, B2B sales calls and stuff that people are doing right now, they’re jumping on Zoom. And even though there’s a lot of weird bandwidth issues and internet that is kind of being spotty and in and out and whatever, people are craving the human connection that is kind of a face-to-face conversation.

In being responsive, even in a B2B sales sense, people still want to talk to a human being. One of the things that we look for from a B2B sales psychological standpoint, we look for social proof and we look for credibility. Social proof, a lot of times there are those little tickers that kind of come up from the bottom of websites that say, “Sue just bought this thing.” And then it waits a minute. “Just downloaded this PDF.” It waits a minute. Then it says, “Blah, blah, blah.”. What it’s doing is it’s showing you social proof as far as the webpage goes. It’s basically letting you know that you are not alone in wanting to buy or buying that thing. The same with like buttons and all of that other kind of social proof we miss.

The chat that you put on a webpage, there are so many platforms that let you do it now. But I would say if you’re selling a business-to-business product or a business-to-business service, install chat on your website, do some sort of conversational marketing, let users, let website people come, and start a conversation if they need to. Pure Chat is one that we used a while ago. Drift is what we’re using currently. It’s expensive on a per-month basis. It is way paid for itself for us. But Pure Chat was what we kind of started off with because they have a free account and they might not anymore, but they’re still free like conversational chat widgets. But I highly recommend installing it.

Now, if you are busy, if you are the busy CEO or president of your company, don’t do it yourself. Install the widget and have somebody, have a VA do it or have somebody do it, because you get some really weird type-ins every once in a while. I’m not going to lie. Sometimes they will literally make your head explode because you’re just like, “Oh, whatever. I just want to get off this thing.” But at the same time every once. You get some gold. You get some people who type in with some really, really great, insightful questions.

It makes you think about things differently or it gives you the opportunity to sell to a real human being on the other side. So it’s one of the reasons why we do so many strategy sessions and consultative B2B sales calls and all that stuff. I love having those conversations, whether it ends up in a sale or not. I love having that stuff because, at the end of the day, it forces me to see things differently based on a conversation. So it’s one of the reasons I like it.

Now, any questions on B2B sales stuff over in the chatbox or in the comment box, wherever you’re watching. If you’re not watching anywhere if you’re not … If you’re watching on my personal profile, you’re going to need to jump over to the Done For You Facebook page. There’s a link to ask questions. For whatever reason, I don’t get them here. But by and large, I think we’ve pretty much covered everything that was in this article.

All right, now we’re going to flip over to the next one, which I wanted to cover too. And it’s on automated webinars. So automated webinars are super, super important, and valuable right now, and it’s not necessarily just like an automated webinar, but it’s giving somebody the opportunity to sign up for an event, bond with you, learn from you, and ultimately, be invited into an offer from you. So automated webinars and webinars in general, they’re fantastic for this kind of conversational sales piece. There are two different calls to action that you can make from a webinar. The first is sending them directly to an order form or a B2B sales page and then having them kind of go through the shopping cart that way.

If your product is between 1,000 dollars and $2,000 or a little bit less, like 500 to 2000, then a webinar promoting an order form is a great way of moving product. If the product or the service is above $2,000 or is complex, meaning there’s a lot of moving parts or meaning it needs to be customized to your end-user and to your prospect, then really the pitch needs to, the call to action needs to be on a sales call. Sign up for a sales call, sign up on my calendar and then go from there.

There are lots of ways to sell on a B2B sales call, but we tend to go like a scriptless approach where you just have a conversation, you kind of identify needs and problems and solutions, and then you work through those solutions. Ultimately, if it works out, it works out. If it doesn’t, it doesn’t. And that’s okay.

You can be diligent about following the sales script, but it’s not always the thing that … So we’ve dealt with a lot of clients and we’ve seen scripts totally backfire, where agents and salespeople and business owners were literally just talking to themselves out of sales. They were straight up, 180, talking themselves out of $10,000 sale or $15,000 sale because they weren’t listening. They were so busy reading and trying to wedge their conversation into that sales script that they didn’t actually listen and internalize the words and help.

Do you know what I mean? They were just spouting shit. And then they turn … So when you’re listening to the recording, you can hear the prospect, they’re moving, moving, moving closer and closer towards that sale. And then you can almost hear the chair move as they’re like reaching in their back pocket to get their wallet out and get a credit card. And then like the rep says something fucking stupid and they’re like, “Oh wait, wait, wait.” And they put their wallet back. You can almost hear it. And then just because the script told them to.

In your consultative sales calls, you want to make sure that you are listening as much as you’re talking. So automated webinars, you want to make sure to use the right call to action. That’s pretty much what this article is about. But the webinar is an event and your webinar is really where you’re going to be pitching a lot of B2B services. And that’s why I wanted to kind of tag team these two articles. So your B2B sales processes for products and services…  Your customer, your target market, ‘re going to be expecting a webinar, especially for a higher ticket thing. So being that it’s an event, they will show up for it.

Now, one of the things that we’ve been doing is on-demand webinars. So they’re still automated, but they’re delivered immediately after somebody opts in, which means that you’re going to get 100% … 100% of registrations are actually going to attend the webinar.

If you don’t do it that way, if you schedule it every 15 minutes or every hour, then you’re going to find that you’re going to have like a 50% drop-off for people who sign up and then don’t attend. If you actually schedule it way out in the future, like tonight or tomorrow, then you’re going to see 30, 35% show-up rates. So you’re going to lose 70% of the people who sign up. So we like having them immediately on-demand webinars.

With webinars, you naturally increase your likeability. You’ll deliver valuable content through the presentation. And really by the time you pitch, you already have a captive audience. They’ve already learned something from you, they know who you are, they know what you stand for, they know oftentimes what your why is. So they’ve already kind of bought into the idea of you and the idea of your branding your business.

You can transition into that sale really, really well. When an automated is a good fit is when … Well, first of all, you’re kind of sick of given live webinars. There was a time that we were promoting a product and I stopped counting at like 65 webinars that I delivered in like a four-month span. And it was like every Monday, Tuesday and Thursday we were doing a live webinar at nine o’clock and the webinar will go until 10, 10:30, after some Q&A

It started sucking. Sales were great, but just being up that late and having to “perform” that late every day. I’m just not geared for it. That was before the automated webinar technology. Since then we switched to automated webinars where we used a platform like EverWebinar. We used Stealth Seminar to deliver those automated webinars and people could sign up for them.

Now there are all kinds of platforms out there that do automated webinars. What we have found is just a very simple kind of three-page setup. You have your webinar registration page. Your webinar room page that actually delivers the webinars and the webinar replay page works just as well. Also, you can even throw a little timer so the video starts when it’s supposed to. You don’t need any complex software anymore to do it.

The reason you have the webinar is simply to generate the lead. Bond with that lead, and then transition into a sale and sell as many people as you can. Now, with some automated webinar tips for conversions, you want to find the right call to action. If the offer is above $2,000, you want to send them to a strategy session sign up. It is either a strategy session signup page or directly to your calendar. They can book a call or an application, which is what we do.

If it’s below $2,000, you can send them to an add to cart or like a sales page or an add to cart in order for them, and then they can enter their credit card in. So if your offer is less than $2,000, $1,000, $2,000, then you just go right to it, right to an add to cart.

How frequently should you have an automated webinar? As I said, we’ve been doing them on demand and that’s really. I think we covered most of the stuff. This is a really long article. We’ve edited it a couple of times. Now, any questions? If you have any questions, go ahead and drop them in the comment box. I’ve got to jet in four minutes.

I have a client call. So we’re going to get that up and running. Let’s see. If you want to set up a time to talk to someone on my team, set up an action plan, go to DoneForYou.com/start and if you want to ask questions for tomorrow’s show, go to DoneForYou.com/gsd. Now, tomorrow. I’m not really sure what we’re going to talk about. So I think tomorrow.

We have some of the ideas. I had flash sales. Oh, we’re going to talk about how to become a business consultant. That’s it. That’s what we’re going to talk about. How to become a business consultant. Yeah, and if you have any questions, let me know. There’s a chatbox on Done For You. Sign up for an action plan called, DoneForYou.com/start.

The post Efficient B2B Marketing Strategies For Your Business appeared first on Done For You.

Today what we’re going to talk about is writing copy that sells – namely writing sales letters and sales videos. Here’s the reason why, so last week we talked a lot about lead generation. We talked a lot about lead funnels and bringing people into your world so that you’re able to market to them through email, through automation, through all of those ways that we tried to market to them.

This convo will be loosely based on this article on writing sales letters that convert…

Especially when you can’t meet with somebody face to face. My specialty really is in helping companies create inbound marketing flows, inbound marketing channels. You don’t ever have to do cold calling, you don’t ever have to do cold email if you have the right automated system that is bringing people to you day in and day out. That’s the idea of an automated inbound marketing sales funnel.

At the end of the day, that’s what we want. We want people to come in and give us their email addresses, and fill in an application or buy something or whatever. What we’re going to talk about today is this idea of sales copy.

This is an article that we wrote quite a couple of years ago, but basically, this is kind of going to be the basis of what we’re going to talk about today. So the first thing I want to cover is our sales assets. What we do when we are creating sales material, sales content, it comes as a number. It comes in a number of different shapes and sizes. The first is any written word that you write needs to have some sort of sales psychology and sales connotation to it. It has to.

You have to sell people, so your emails should be written in a way to move somebody closer to the thing you want them to do, which is buying something from you. Now your emails, your web pages, your landing pages, everything is written to insight an action. If it’s not written to insight in action, then it has no place being on your website because, at the end of the day, you were here to generate revenue. People come to your website looking for solutions for their problems. I mean, that’s literally what business is.

You have to move people in the direction of buying something from you. So that’s what your website does. Now, every page on your website needs to be written so that it is moving somebody closer to making a purchase decision.

However, there are a couple of pieces that are exceptionally important in this process. Anything sales-related, anything attached to a buy button, and add-to-cart button is super, super important. Writing copy that sells is a process – It needs to be architected in a way that basically makes people move through the sales copy and ultimately towards a purchase decision.

The webinars, sales videos, sales videos for your sales pages, and writing sales copy are what we call sales assets, sales material. Every single sales funnel has one of those assets. You literally cannot sell anything without having some piece of sales copy. You can’t just throw up a buy button and say, “Well, here’s a buy button. Maybe click it, maybe don’t, I don’t care. Whatever.” I mean, you’re not going to sell shit. That’s as simple as it is.

How does it work?

If you are promoting something that is $1,000 or more, a service, a product, a digital product, whatever, then you need to have a webinar. That webinar needs to move somebody through the buying cycle, through the buyer’s journey from being introduced to you and learning about you to delivering some content or value. Then ultimately, to buy something at the end, to transition into a sale.

If that sale is highly complex or highly expensive, then it needs to be sold on a sales call. If it is not complex or not expensive, then you can sell it from an add-to-cart button. So that’s the flow of a webinar.

Now the webinar needs to be 50 or 60 slides. Generally, if you have a very busy target market, then it’s going to be something that you can kind of shorten because people are busy. So they sign up, they sign up, they attend, whatever. So at the end of the day though, they move through this buyer’s journey online. Now on a sales video, so if it’s under a thousand dollars, then typically you need a couple of sales videos. You need a couple of ways to go about the sales process.

Sales videos

The sales videos on the sales page, need to be shorter. So oftentimes you’re going to find sales videos when you’re selling a book, when you’re selling a free plus shipping offer, when you’re selling something lower tickets and easier to understand, digital product, a couple of hundred bucks, a hundred bucks, $47, $12, whatever, it doesn’t matter.

But when it’s easy to understand and when it’s a lower ticket, then the sales video itself is kind of this little mini self-contained salesperson that is literally just chilling there waiting to sell people all fricking day long. That’s its goal. That’s what a sales video does. Now, sales videos, between four to six minutes is ideal. Now some people are like, “Whoa, but my videos are only 60 seconds,” whatever, makes them longer.

They need to go through, you need to go through a buyer’s journey and there’s a couple of things that you need to understand in terms of writing copy. The first is you need to know your audience, writing copy that sells, whether it’s writing a sales video or whether it’s writing a webinar.

You have to know who it is you’re marketing to. So you need to know what their fears are. You need to know what problem they are looking to solve, their motivations are and why they are seeking a solution. Now, this is never, ever, ever, ever more important than it is right now because everybody is scared.

Everybody has these deep-seated emotions. Everybody is wondering what the fuck to do tomorrow, and next week, and the next month, and how their situation, their problem, now, it’s blown to this whole other magnitude because they are working from their house, because they are fearful of losing their job, because of all of these other things.

Your target market is different. You know your target market. I mean, your target market, not only do they have these problems that they’re seeking solutions through, but they also have this, now that there’s another, there’s an added filter, which is Coronavirus, which is a fear, which is doubts and they always have those.

But now it’s just kind of blown through a whole nother magnitude. So knowing your audience, now you have to put that new frame on for your audience and say, “What does that person need? What do they need in order to understand how I am of value and how I’m able to benefit them right now. That’s who your audience is. You also need to know your channels. This is one of the things that you know, I really get on so much because Facebook, and Google, and all of the other ad platforms that we use, Google Search, all of the verticals that people come through.

Now think about your offer and those verticals when you’re understanding how people are finding you. All right, so here’s an example. Facebook. Facebook is an interruption-based marketing method. When somebody sees your ad, you are literally interrupting them from what they are doing. The hope is that your ad gives value to their day somehow or that your interest targeting, when you set up your ad is good enough, is close enough that they are actually entering.

You’re entering into the conversation that is going on in their brain. Do you know what I mean? Let’s say you’re promoting I don’t know, a 3D printer, let’s say because I have one sitting right here. Let’s say you’re promoting a 3D printer. Well the 3D printer that you put the ad on Facebook, obviously somebody who was interested in that 3D printer, they are techs.

They like 3D printing, IT and they like all of these other things. But when they’re scrolling through their newsfeed, listen, checking out all their family stuff, seeing who’s safe, seeing whatever. Then they see this ad for a 3D printer move up. You were interrupting, your 3D printer ad is interrupting them in the flow that they are in. It’s an interruption-based marketing method.

You actually, have to understand that you are going to be interrupting them so that you can create the ad that will effectively pre-frame your 3D printer so that people, when they click through the ad are going to buy your thing. So it’s a different way of understanding your verticals.

Now, compare that to Google. So Google, they are literally going to Google and typing in the search box, 3D printer comparison or best 3D printer or buy 3D printer now or two-day shipping 3D printer because they need to build respirators or whatever. They are looking for very, very specific, something 3D printing-related very, very specifically.

You know that that person is coming in. They are already pre-framed for what it is you’re buying. They’re already looking for it. They’re literally just looking for you to solve their problem or at least help them solve their problem. So that is the difference.

Google is search-based, Facebook is interruption-based, Pinterest interruption-base. So many of these social media channels are interruption-based. Amazon is search-based because people go to Amazon. Amazon is the number three search engine in the world for physical products. They go to Amazon actually looking for physical products, so they are looking to buy something. So search-based. So you need to understand your channels in order to work with them.

Now email traffic is interruption-based but they already opted in. So it’s more helpful than social because social, you just have an interest. With email, if they already opted in, then you know what they’re into. One of the things that we do in a lot of our sales funnels is we do surveys and we do chatbots so that we segment people into the buckets that they are most interested in.

We deliver the email marketing and deliver the marketing based on the buckets they’re in. So we get super granular as far as what we serve up based on what they want. Then content marketing is just an additional arm because people generally, they go from like a Google search engine to a blog post or content.

Then from there, you move, they move through your sales funnel. Now we’ve talked a little bit about this video sales letter versus a traditional sales letter. Your video sales letter a while ago, many, many years ago. The video sales letters created were created by a guy named John Benson. John Benson, basically he took the long copy sales approach, writing long copy sales letters.

He flipped it on its side. Then you end up going sideways. The whole reason of a video sales letter is so you control when the offer is going to be made. So typically with when writing copy that’s long…  The long sales copy and sales letters… What happens is you start at the top here. I’m going to use my little blog post here as an example. You start at the top, you read the headlines. So tactical tips for writing copy that sells.

Your sales typically, your sales letters, if you watch a screen recording of how somebody interacts with the sales letter, they do this. They start at the top and then go here. Also, they read this sub-headline. They go here and read this sub-headline, maybe look at the image. Then they usually read the third one or sometimes they don’t. Then they go like this, all the way to the bottom and then they scroll up to see what the price is.

Now, this is a blog post, so there’s no price. They scroll up, they look for an add to cart button, see how much it is. Then they go down and look at the PS. So, in this case, our related articles are going to be our PS. They look at the PS. Typically all long-form sales letters kind of ended with a PS because it was a sales letter.

They read the PS, and then if they were intrigued by the offer, they would scroll all the way back up. Then they would read, they would go through line by line. How sales letters are engineered or how they were was a paragraph. You would have your paragraph and then sub-headline. Then every, so basically your headlines, the primary job of your headline was to get you to then read the subheadline.

The goal of the subheadline was to get you to read the next paragraph, which is usually the first body copy. So in that way, sales letters were engineered to get you reading all the way down the page, all the way.

There was all kinds of ways, there are all kinds of writing copy that uses the headlines to summarize the sales copy and then move them. So that if they’re reading kind of fast and just doing headlines, then they’re able to see what’s going on. So let’s see, maybe froze up here, might’ve overextended the platform a little bit.

But anyway, here, let me. Oh, there we go. All right, so it looks like I’m back on mine. I froze for a row. I wasn’t sure. I’m not sure if you guys got to see any of that. But anyway, so headline, subheadlines moving down the sales copy. So all in all, a nice way to get things done. Now, I’m going to flip back over here and then we’re going to flip back here. Okay, cool. So I think we’re good. I might’ve been a software glitch or it might’ve been, I don’t know, whatever.

Sales video, writing copy for sales, is meant to get you moving down the sales page so that you were. So you move ultimately all the way down into the add to cart button, to the buy button. Then from there, you’re able to purchase. Now sales videos came along so that every video was entered slide by slide by slide by slide. This strong call to action would be one slide. Then this line, oops. Then this line is one slide and then this line is one slide. We’re going to go find a sales video. Let’s see. This is a sales video on a black background. I’m not sure if we’re going to be able to hear this. All right, there we go. Let’s hit the little volume button.

Diversify your traffic chances with something long-term. If so, let me introduce you to a strategy that will send you 300% more leads than traditional outbound methods.

I’m not sure if you can hear that. But this is a true more traditional sales letter. Writing copy in video form, and then performing that video sales letter is a slide by slide by slide process. It’s a black background and white letters here. It’s actually on this page. So let me just replay this a little bit.

Or are you looking to diversify your traffic channels with something multiterm? If so, let me introduce you to a strategy that will send you 300% more leads than traditional.

Now, so that’s a true, more traditional video sales letter. There is no like fully qualified graphics in this one or not fully qualified graphics. There’s no like full-motion graphics in here. Whereas like on our sales funnel page, there is more. There’s an actual full-motion video in here. Let’s see, so this started as a sales video of a video sales letter.

Then I kind of dubbed in myself and then 50 pounds heavier. Then I dubbed in a B roll video on top of that. So through a lot of testing, we actually kind of proof for the most case, in most situations, the sales videos that start with the VSL and then you throw in there. There are simple PowerPoint-based presentations. After you get done writing a copy for the presentation, you just slide, and then you just slide by slide by slide by slide, just read and read and read. Then from there you, you add in B roll on top of it or you add in like a talking human. Then it adds to the conversion. It adds to the number of people who are watching that sales video.

That has worked out really, really, really well a, from a conversion standpoint. I think mostly because people, get bored easily. Literally, if you’re just watching slide by slide by slide, it’s just like really?

Okay. You couldn’t try harder than that? I mean nowadays it’s like we all have stronger cameras in our pockets better cameras in our pockets than when video sales letters first came out six years ago or seven or eight years ago or whatever, longer than that, might’ve been 10 now. PowerPoint screen recording was about as good as we were going to do. It was funny, Sebastian was running around here with like an iPhone 3. I turned it in, I charged it up and gave it to him. The screen is like this big, it’s so small. So it’s just crazy. So writing copy…  Video sales letters versus traditional sales letters, you want to have a video sales letter, it’s going to increase conversions. There’s actually a blog post and a video on how to actually create video sales letters on Done For You.

Let me see if I can, let’s see if I can just find it real quick. You can drop a link in here. So yeah, what is a video sales letter? Look at that. So I’m posting this, what is a VSL? Okay. So I just dropped that to everybody so you don’t have to go looking for it. Did it get out? Yeah, it went everywhere. It even went to YouTube that second time. Very cool. So let’s see. Your headline should be the most compelling part. So headlines are always the first thing we test in sales videos.

Always, always, always the first thing we split test as a headline. So that’s super important. Personalized content also works nicely, sometimes with the marketing, with marketing automation, so depending on the platform that you are on, like Ontraport or there are a couple of WordPress plugins that can actually dynamically add somebody’s first name or last name into it.

NOTE: If you’d like a deep dive into writing sales copy that converts, and building entire funnels around it, check out our Funnel Formula Course!

You can add dates, you can add certain contents and certain things based on who was actually watching or who was looking at the contents. Also, you also as the product owner, as the business owner, want to share your own personal stories. You want to share some things that give you humanity I guess.

They show just your personal side. I mean, at the end of the day, that’s kind of the big thing about social media is just being real, being honest. So use your words carefully. Then make sure to include benefits and calls to action.

The benefits are really pretty, benefits in your sales video. So one of the best tricks that I learned when it comes to having features and benefits is you always want to. This camera sucks. You always want to make sure that every qualifying statement has a so. Do you see? Your feature and benefit, your feature is always going to be the thing before so, and your benefits going to be the thing after so. For instance, I say so all the time. I think it’s because I’m a copywriter, it’s just how it works. See? Then when you call attention to it, you’re like, “What the fuck?”

But anyway, I was going to say it again. We launched an ebook called the Funnel Factor over the weekend. And it was just something that I had been working on and finally got around to it. Then we basically took this 19-page ebook that had four funnels in it and we expanded it to 274 pages. So if you go to … I’m sure you’re going to see an ad for it because we’ve had ads in emails and all of that other stuff up.

The 270-page funnel factor ebook, so you can get better at building your own sales funnels, so feature 274-page ebook. The benefit is you can get better at running your own sales funnels, the cutting edge automated webinar funnel format that we use to launch clients so you can sell your high ticket programs and products on-demand, whatever, or the six to eight-page lead magnet strategy we pioneered.

You can attract more people onto your lead mat, whatever. So you have feature, so benefit. It’s nice and compact that way. Literally, every single feature needs to have a so, or else it is not a feature and benefit, it’s just a feature. Features don’t connect with your end-users. So you want to make sure that you include a so everywhere. So include the benefits.

Strong calls to action. Now, this, the call to action is the thing that I find most … So many people just kind of glossing through and skipping out on it because it’s uncomfortable and weird. So the call to action changes depending on how expensive or how complex your product is, your sales videos, your webinars, whatever. Each of them is going to have a call to action. Your landing pages are going to have a call to action. If you have a low-ticket product, the call to action is literally always going to click the button below to add your item to the shopping cart. It’s always going to be the call to action. But there are lots of calls to action, so if you remember, we talked about micro-actions in a podcast.

Every single time that you want somebody to do anything, you have to make a call to action. So if you want to have them watch a video, you have to make the call to action. Click here to watch the video. If you want them to download your podcast, click here to download your podcast. If you want them to download a lead magnet or buy anything or book a call or whatever, you always have to get them to have some sort of a call to action. You need to make that call to action to them. So the two biggest calls to action that we use that are for revenue are of course add to cart or click to book a strategy session or click to book an action plan call or a discovery call or whatever. So that is kind of our fully qualified lead format.

The call to action on your sales video is either going to click the button below to add this widget to your shopping cart. Click the button below to add to the cart, click the button below to get started now or whatever, or it is going to click the button below to book a strategy session on my call or on my calendar. So that’s it. That’s really all there is to it.

Transitioning to the call to action is actually pretty easy. On a webinar, you recap the content. Even in a sales video, recap the content and then you put a stick in the sand and say, this is the transition. This is how we’re going to move from where we were the content to where we’re going, which is going to be selling you some shit.

Once we put the stick in the sand and then we transition into that content action. The transition is usually something like if you’re an enterprising business owner who has something of value to offer to the world, click the button below and get my super duper awesome digital video package for $997. There’s a 30-day free trial or a 30-day money-back guarantee or whatever.

I mean obviously, it’s going to be engineered more than that. As for writing copy – I don’t write quite the way that maybe some other people can. I can type it like crazy, which involves editing and backspaces. So your call to action needs to be apparent. It needs to do something and it needs to move people in the right direction. So never stop split testing your sales pages is going to be the next piece.

Your sales letters, whether it’s a sales video, whether it’s a webinar, whether it’s webinar registration, whatever. Never ever, ever stop split testing your sales letters. They are paramount in the success of your business. It will grow and transform and everything with your business.

If you split test your headline first and you have five or six different headlines that you’re trying, then it will work out. Then you’re going to find a winner. Well, generally what you do is you move on to the next thing. You split test the next thing. How we do it is we test headlines and then we test sub-headlines. Then we test images and buttons. Buttons are a big one, so a button being green or a button being orange. We’ve even tried red and black.

Red and black don’t ever work. So don’t, don’t do those. But red or orange and green, both solid button colors, will outperform each other depending on the, on the case. Headlines, sub-headlines, buttons, images if there’s no video. If there is video, it’s going to be headline, video,sub-headline, buttons typically. So that’s our testing procedure.

As soon as you go through the whole thing, you redo it, you test the headlines again, then you test. So you go through when you never ever stop testing the sales letters, the sales pages. One of the reasons why you never stop is because you never actually get the winner. There are landing pages that I have literally tested. So this landing page, let’s see if I can find it real quick.

It’s not always writing copy either…  Sometimes split testing other things about a page is what will drive conversions.

Which window do I have up? Okay, cool. So sources is it? This landing page type right here. Oh, so this is that funnel, the 274-page book I was talking about that I just rereleased. It’s free. SYu can go ahead and download it. This sales page, I’ve literally tested 37 times. Everything from buttons to this background, sub-headline to these sub-headlines to these. This is always the format that wins. The last test that I did, I actually increased this font size to font size 18 and it tested a couple of percents better. But this format works tremendously well. Am I? Oops, you’re not seeing my screen again. There it is. So this format, now, this is where that ebook is.

Let me just throw it in here so you can check it out. So here’s the ebook. This ebook is an absolute monster, so definitely download it if you are the least bit interested in selling more shit online. So that’s the funnel factory book. But this landing page, I’ve split tested, as I said, I’ve split tested, Navbar, no Navbar logo, no logo, logo, sub-headlines, headlines, images. I even had like the little 3D graphic image and this one tested better than that. So not this particular one, but generally the flat images test better anymore. So just something to think about.

Now I’m split testing your winning sales letter. So that brings us to the end of this blog post. You’re winning a sales letter, writing copy that converts is the thing that works. I mean literally, that’s really about all it is. The sales letter that you have that is … You writing copy that converts more people than not that is going to be the sales letter that you continue to test and continue to try to refine and do better and everything else.

That’s the idea of writing copy that sells. So your sales copy should never be done. You should always be writing copy variations and testing them against the best versions of your sales letters.  It should never be finished. You should always try to do better than what’s up there. Even if that means only testing to a very small group of people, so 10% or 20% of the traffic that is hitting your webpage, then goes off into this new sales video.

They buy or they don’t buy it. That way you’re not, you’re not killing your main core business by testing. By testing this new thing. You are very simply testing with just a small portion of the traffic that is, that sometimes it works, sometimes it doesn’t. The more and more and more split tests that you do, the longer or the more dialed in your sales letter is going to be.

It’s not just the page, you want to split test the sales copy, you want to split test the webinar. The one thing I will say about the webinars is you want to make sure to have enough people go through it. You can’t have a hundred to 150 people go through a webinar and then call it bad or call it even good. With a webinar, there’s a substantial amount of time and energy and work that goes into it.

The webinar itself, like we use Wistia so that you can see the video metrics, how people drop off of a webinar. If there is a lull around minute 14 or whatever, then if there’s a lull around minute 14, then you know that you said something wrong on the webinar too. They’re just not able to, maybe they disagreed with it or whatever. They ended up logging off.

Adam just wrote in with a comment, “If I’m going to test, do I need separate ads or can I have a redirect for 10% of the traffic somehow?” So, there are split testing tools that you can have a redirect.

One of the ones that we use is Inspect Lit, which does screen recording and split testing. The screen recording might be a little odd for you because you’re a lawyer. So it might be … Check this out. The other one we like is VWO, which is split testing software. Here. I wasn’t sharing my screen again. So VWO, very, very nice split testing software. What this does is it lets you … There are two different types of split tests, AB split tests. So the AB split tests, you have two pages. You split the test side by side. You can say 95% goes to one and 5% goes to the other.  Writing copy for the split tests?  Sometimes all you need to do is change out a headline or subheadline!

Then if the 5% wins, then you can redirect all traffic to 5%. Then you can start another split test, split test B. Inspect Lit does the same. It does AB testing, but you will also get the addition of screen recording software. Screen recording is super nice if you just want to see how somebody interacts with a page.

It actually takes a screen recording of how people are moving through it. So these are the two tools that we like. VWO, Inspect Lit. The other one doesn’t do split testing but is super, super nice for just analytics-wise Hot Jar. So Hot Jar is, they do screen recordings, they do heat maps, they do even like this cool sale funnel flow so you can see people as they move through the sales funnel. So does that help? Cool.

The post How To Write A Copy That Sells appeared first on Done For You.

Business success is all about the process. Your automated sales funnel is no different. Everything from lead generation to sales and marketing involves having streamlined processes to turn traffic and visitors into sales and revenue.

Today, I will discuss one of the most important aspects of converting customers—using an automated sales funnel.

Before we get into the details, we need to have a clear understanding of the basic terminology or what a sales funnel is. If you're curious how to set up a sales funnel for your business, check out this Funnel Factor report!

What is a sales funnel?

In the simplest of words, marketing can be defined as the series of steps a customer has to go through before they end up converting into a sale.

Though sales funnels and systems have been around forever, both online and off, in this fast-paced world with the internet and technology, it has become easier for a business owner to create an automated sales funnel and convert customers than ever.

So, how do sales funnels work?

First of all, you need to understand that the goal of a sales funnel is to make it easy for someone to understand what you do, find out how you do it, and ultimately take action on an offer—in other words, convert it into a sale.

Typical stages of the sales funnel  

Now that you know how a sales funnel is laid out, let's shift the conversation toward the different stages a customer must go through.

And believe me, this isn't a newfangled marketing tactic.  Automated sales funnels follow the time-tested and age-old A.I.D.A. Principle. AIDA and the overall approach are commonly attributed to American advertising and sales pioneer E. St. Elmo Lewis. They can be found in almost every marketing textbook on the planet.

Awareness

Like a toddler learning language by becoming familiar with the alphabet, the first step of the prospect's journey in this funnel begins with the letter A... i.e., Awareness.

To bring people into the automated sales funnel, you need to make them aware that you have the solution to a problem they are facing. For example, you are selling a car. You need to target the audience—someone who commutes on the local bus and who would rather drive themselves.

So, initially, you must inform them you have a car for them.

Interest

Now that the customer knows you have a solution to their problem, you need to build their interest.

Answer the question – why should they choose your product?

Continuing from the above example – why should they consider buying the car you're selling?

This is where building interest comes into the picture. It would be best to let the customer know about features of your product like affordability, low maintenance, better convenience, higher social status, and other things that'll help your prospect consider purchasing the vehicle...

Desire

Once the customer passes through the second stage and is considering your offer, it's time to increase their desire. This can be done through a demo, a free trial, an explanation of the benefits they'll experience once they purchase, etc.

In the car example, offering a test drive is the classic move that increases desire.  Once they sit behind the wheel and take the car out for a spin, they immediately feel a sense of ownership...  What would it be like taking the kids to school in this car?  How awesome would it be if I didn't have to wake up 60 minutes early every day to catch the bus...  At this point, the only stage left is to take action and purchase the vehicle!

Action

This is the final stage of the sales process. The prospect is now all set to buy your product/service, usually through a sales letter, be it a video sales letter or a traditional sales letter. To see how all of this works in your business, book an Action Plan call, and we'll diagram a funnel for you!

Once the customer is satisfied with all the information gathered in the previous funnel steps, it's time for them to decide and purchase your product or service.

Content and content marketing plays a massive role throughout this process. After all, that’s how the customer moves through the different stages of the funnel. Your prospect doesn't stay connected or hooked to the offer without engaging content.

Don’t forget that in today's marketplace, your competitors are outside like hungry wolves waiting to pounce on your prospect. So, you cannot afford to let your customers go once they are in the automated sales funnel.  You need to keep them engaged even once they're through your funnel!

Now, throughout this automated sales funnel, the customer journey can be divided itointo different phases based on their stage. Here’s a look into those phases.

Prospect

At this stage, the customer is naïve —he or she is looking for information about your brand or about a solution to their problem, but they're unaware of what you do and definitely don't have the information to make a decision yet. Often, we get them to raise their hand at this point by downloading a lead magnet or signing up for a webinar.

Qualified lead

When a customer begins digging into your products and services, either by filling out a contact form or signing up for a piece of marketing collateral you offer, they move from the prospect stage to the qualified lead stage.

Interested

This is the stage where the customer starts to show real interest in what you are selling by exploring your products/services in detail. Usually, this happens after attending a webinar, watching a sales video, or filling out a form for a strategy session with you.

Decided

When the customer decides to buy what you are selling, he or she will contact your salesperson or click an Add To Cart button on your website to take action.

Won / Lost

The last stage, when the customer is satisfied with the information you have to offer, is after they purchase.  At that point, you're fulfilling your product or service, and they're getting what they paid for!

Conclusion

In conclusion, this is the simplest and clearest way to describe how a marketing funnel works and the different stages that a customer goes through while in it.

Getting prospects to enter this funnel is pretty straightforward. Usually, you give a download, webinar registration, or something they opt-in for...  After that, though, the real work begins.

To keep your prospects moving through the funnel stages, you must give them what they need to progress through the automated sales funnel as quickly as possible.  Sometimes, a buyer decides in 5 minutes...  Other times, it could take months.

Remember: Content is your best friend when it comes to conversion. Focus on creating awesome content that can keep potential customers learning and moving through your process, and you'll be well on your way to setting up an automated sales funnel that converts day and night!

If you're interested in a Done For You Sales Funnel, schedule a call, and we'll chat about it!

Video Transcript:

In today's video, we will discuss how sales funnels work from top to bottom.

Now, this is loaded. I mean, it's a loaded question because there are so many different kinds of sales funnels. There are three foundational sales funnels that we build for most of our clients, and they are largely determined based on price and complexity.

The more expensive an offer is, the more high-touch it will end up being. So, your low-touch sales funnels are automated sales funnels that are like VSL upsell sequences, like a video sales letter followed by an upsell sequence.

Above that is a multi-video launch sequence, usually three or four sales videos that walk through a specific sales process. That bond is engaged, and basically, you know, you sell a prospect.

So you know, turn them into a customer. And then you have your automated webinars and auto-made webinars with two different kinds of calls, two distinct calls to action.

One is an order form, so it's straight-up added to the cart, and the other one is to book a call with a sales rep. So that's generally the framework that we follow. The more complex, the more high-ticket, you know, we tend to skew towards an automated webinar with a sales call.

Now, that process can be shortcutted with a fully qualified lead sales video, which we have been testing and doing recently because people want something done quickly. That's one of the reasons why these FTL VSL funnels work really, really well.

But to talk about a sales funnel is really to understand how a prospect warms up to you. So there is an age-old marketing acronym, Ada Ada, that we learned in college, you know, in a marketing class. It was one of those things that was in the textbook. I remember being on a quiz, and I was like, I'm never going to use this.

This is wild. It's 130 years old.

But here's the thing like, it doesn't matter whether it is 100 years or 50 years or 20 years, businesses business you know, so, whether somebody is bonding with you and progressing through a sales cycle in person, or whether they are bonding with you and progressing through a sales cycle, digitally through an automated funnel, the same process is happening.

The same, the same four-step, you know, the thing is going on, they are being attracted into your world, your silo, your business, your brand. They are increasingly interested, so they're becoming increasingly interested in you and what you're doing in your offer; they are growing in desire.

So the more they learn about you, the more they see, they watch the video, they read your sales copy, they visit your blog, they attend webinars, they open your email, the more desire they have for the thing, that the offer that you were making the thing that you are going to be selling them, which leads to the fourth step, which is taking action.

So taking action is the last piece of the puzzle where they pull out their credit card, and they buy whether that or they, you know, you agree to have an invoice sent to them, and they purchase no matter how it works. Those are four primary cycles or the four pieces of the sales process now; when you apply those principles to a sales funnel, you can see them playing out like this.

So, let's say we have an automated webinar selling a high-ticket coaching program or some high-ticket service. So let's say it's a 20 $500 a-month coaching program that is three months long, let's say. So all in all, you know, it's 2500 a month for three months, and there's some fast action discount that drops 1500 dollars off the price, so we set up an automated webinar that plays immediately on-demand after somebody signs up for it.

We also set up a lead magnet and 2025 emails that move them through from a marketing automation standpoint. That's what we do for all of our clients.

When that funnel is up and running, we have a Facebook ad invite you to know; it's a video that invites them to sign up for the webinar or the lead magnet; 20 3050 100 200 500,000 people see that video. It is, it isn't.

It's casting a net. It is inviting people. If you know anybody attracted to this thing, click the link and click the button you know to watch the video. That is the purpose of, you know, that net, and you can do retargeting. You can do content videos, live streams, and everything just to cast a vast net so that people become attracted to you, where you can attract your ideal target market through the words you use and the modalities. You create whatever.

Now, they hit your landing page. They signed up for your webinar and opted in. They receive your webinar content, their lead magnet, emails, blogtheirts, and the things that increase their interest and ultimately into a desire for the thing you're selling.

This process happens because they are receiving stuff from you. After all, they're receiving content.

Then, finally, you make an offer that resonates with them, and they turn that into a pitch. So, the attractiveness piece is everything outside. You know, like that.

First, a is everything that happens outside of your wheelhouse outside of your silo to pull them in. Once you pull them in, and they are, they have opted in for your stuff. Then you work at increasing their desire and ultimately turning, turning, you know, converting them into that action for your offer.

Those steps can play out in as little as two hours, as little as 15 minutes, or it might take six years. I find people who have been on my list for six years, and then they just now have signed up for a sales funnel, or we're running traffic for them, or whatever. You know, they have just made the decision, and then it's time for them to jump and move forward.

You know, so there's always that. So that is this: the sales funnel process and how everything works from top to bottom. Now, your sales funnel is going to be a little bit different. Just purely because your offers are other, your business is distinct.

The post Automated Sales Funnels: Why They Work From Top To Bottom appeared first on Done For You.

Whenever you ask your prospect to do anything – to take any action – you are giving them the ability to accept or reject you.

Every time they accept – they continue building the relationship with you and your company… Deepening the bond.

This includes things like:

• Clicking a video play button is someone accepting an ‘offer.’
• Filling out an opt-in form is someone accepting an offer.
• Purchasing something is someone accepting an offer.

At first, this is clicking an ad or visiting a web page… As the relationship progresses, it’s falling out forms, providing their phone number, entering their credit card into an order form. Do not take any of these things lightly!

Here’s where things get tricky…

For an automated sales funnel to work, there are lots of Actions that must be accepted by your prospect in order to get to the fun part – revenue generation… Or them buying something!

• First, they need to click an advertisement or a result in Google…
• Then the read a web page like a blog post…
• They click a banner in the sidebar or a text link…
• Which takes them to an optin page that they read…
• Then they fill in an optin form for a PDF report…
• The open that report in their email…
• At the end of their report is a link to a free automated webinar… They click.
• Then, they register for the webinar…
• Watching the presentation…
• Taking action on the ‘offer’ made at the end of a free Strategy Session.
• They visit the Strategy Session Sign Up Page
• Fill out the application
• Book a time in the calendar
• Show up for the call…
• And THEN they buy!

WOOO, right? And this was supposed to be simple?

It is simple when you know the steps, but you also need to make damn well sure that you’re laying out the process as clean and succinctly as possible, and architecting it the whole way through with the right language and copy to get them all the way to the end.

There is a lot more psychology that goes into it than just ‘putting something for sale online…

You need to convey how your product solves a problem… What features and benefits a customer receives in buying from you… How it’ll make their life easier…

VIDEO TRANSCRIPT:

Welcome to today’s session, really. And what we’re going to talk about is this thing called micro actions or actions.

So many times when we build a sales funnel, and we roll it out, I mean, it isn’t necessarily just the thing, you know, it’s not, it’s not just somebody clicking an ad and then ultimately going and booking a sales call or going and purchasing.

There are so many little, little, little tiny micro-actions that have to be accepted by your prospect in order for them to actually buy something in order for them to engage with your business in with your offer. And it’s very important to realize that, so I went through and just made a list but basically, like these micro-actions, every time you make them, you’re asking somebody to do something. Now it isn’t necessarily even just opting in.

I mean, that’s, that’s kind of a big commitment to create.

I mean, you know, it’s not like getting married or anything.

But oftentimes what we see is, you know, every time you ask somebody to do something, you’re asking them to watch a video, you’re asking them to click an ad, you’re asking them to read a landing page, you’re asking them to opt in to get their credit card and fill in an order form.

Every single time you ask somebody to do something, they have the ability to either accept or reject, you know, they have the ability to say, Yes, I’m going to do that thing, or no, I’m not gonna do that thing and then leave. And the thing is, is like, when they say, No, they’re not going to do something.

They literally leave the landing page, they leave the website, and they don’t ever have to come back. I mean, and that’s, that’s why email marketing and retargeting and all those things exist because somebody rejected an offer at some point. And this technology this ad Tech has given us Way to reach back out to them and say, Hey, you know, maybe you were, you know, maybe reconsider maybe change your mind.

So that is what all that technology is about. But so every time you make you offer you to make a little micro action offer you ask for somebody to take action, then you want them to say yes, this is the yes ladder, it starts the sales psychology piece of it. I mean, that’s, I mean, copywriters, and, you know, it gets into a whole, wholly different, like a realm of, of, you know, education.

But at the end of the day, we want them to say yes, we want them to say yes to everything. We want them to say yes when they click an ad, then they say yes when we put them on a landing page, and we want them to read the landing page or read the blog post and then click the text link inside the blog post to go to the opt-in page.

Then read the opt-in page give us their email address. They’re saying yes to All of this, opening up their email to receive the PDF that we sent them.

Then they open the PDF, they read the eight pages, they go to the very end, little call to action link at the very end saying hey, come sign up for the webinar, they sign up for the webinar, they attend the webinar, then they take action on the CTA on the webinar, so they click the link.

They then go to the scheduling page, fill out the application book a call with us. And then they attend said call and then they accept the offer. So I actually wrote all these steps down there are 15 micro-actions there before they before we get paid before we generate revenue from this client.

Some sales funnels are shorter, free plus shipping offers. I mean it literally is clicked the ad read the blog post. Hit the order form pull out your credit card is $7 offer it’s like four or five cents. That’s one of the reasons why those those those sales funnels shorten the buying curve, but you’re only making $7 or $27 $9, or what free, you know, a free plus shipping offer.

So you’re making nothing plus $4 and 95 cents. You know, that’s why they shorten the buying curve, you want a high ticket offer, you’re looking at 15 steps, you know, in between the, you know, when somebody learns about you, and ultimately what they’re doing.

So, it really just depends like when you’re putting together the sales funnels, you need to know what your offer is, you need to know how complex it is. So we have a lot of training that is going to be coming out a lot of videos and stuff that are going to be coming out about that, you know, free reports and checklists and that kind of thing.

But I’m really I just really, really, really wanted to put together a video about these micro-actions and just stress urgently, how much you need to understand that when somebody is going through each phase of your sales funnel each phase of the buyer cycle, then there is something that we are asking for them to do.

The post Micro-Actions & Stepping Through A Sales Funnel appeared first on Done For You.

TRANSCRIPT: Hey, this is Jason Drohn. So many of our clients use sales calls, whether it is a strategy session call or a consultative sales call, like for a coaching program or a mastermind program, or whether it is a high ticket digital product that they're selling. But at the end of the day, all of these folks, all of these creators are pitching services and they're trying to make a transition between the lead magnet and the website and the webinar to the sales call. So what they're doing is they're using some form of a consultative sales call pitch, which is what we're going to talk about in this clip. But the pitch, what we're going to see is actually just to schedule a strategy session call (ie. a consultative sales call). So the most important thing is just to paint the picture of what the call's going to be like. You know you sign up for a call, we're going to call you on the date and time that you pick. Now that call is going to be 45 minutes and please make sure there aren't any distractions. You're not in the car, you're not in the middle of the grocery store, which happens, surprisingly.

And we're going to get on the phone, we're going to talk about your business, we're going to talk about your life, we're going to talk about your love life, whatever it ends up being. If there's a good fit, I may extend an offer to work with us. And if not, then that's fine too. But either way, you're going to get value out of the call. Something like that. That's going to be the pitch, the offer. All right, so that consultative sales call pitch is crucial that you really need to language it correctly. When you're making the pitch, whether it is in a video sales letter or whether it is in a podcast or a video or a webinar, you need to language it very certainly, I guess. You need to, first of all, tell them what to do.

You need to tell them what to expect and then you need to tell them what is going to happen. One of the reasons this is so important is because you know people are always uncertain. And they're especially uncertain when they know they're about to be pitched and you know they're booking a call on a calendar somewhere, and they know that they're going to have to outlay time and energy and stuff into this call. So you need to keep them excited, you need to keep them fired up. One of the best ways to do that is just to make sure that they know that they're going to get value on the call. So pitching a strategy session, whether it is a video sales letter and you have a form that pops up underneath, whether it is a webinar and you are linking to a call booking page or whether you are doing it from a podcast, from a straight link.

Just make sure that you communicate effectively what is going to be on the call? What is the topic of the call? What are some of the deliverables of the call going to be, and then what to expect on the call? If you would like to learn how to set up one of these consultative sales call funnels, an automated webinar funnel, or a fully qualified lead VSL funnel, then click here to learn about our course Funnel Formula.

If you'd like to book a call with us and learn how we can put one of these sales funnels together for you, click here and fill out the short Action Plan form!

The post What Needs To Happen On Your Consultative Sales Calls appeared first on Done For You.

If you want to sell high ticket products and services, you must be in the game of consultative selling.  It's the only way to move high ticket digital products and programs.

The vast network of sales and marketing is filled with challenges. Clients want better returns, and the sales team works hard to achieve their target. Most professionals wish they had more time to pitch to their prospective customers.

However, in reality, outbound sales begin with lead generation, which is an ongoing and tedious process. It involves identifying leads, qualifying, and booking appointments with those qualified leads.

Salesforce is an excellent tool for lead generation and product consultation. However, it became more effective when the roles were split into two – specialized lead generators and sales staff. Simply put, the idea was to make things easier, which resulted in the concept of appointment scheduling.

Why is Appointment Scheduling Important In Consultative Selling?

Appointment scheduling is a tool that reduces new sales closing time, increases the rate of conversion, boosts appointment show-up ratios and leads to higher profits and revenues

At this point in digital marketing, it is crucial for improving the sales appointment schedule because:

• Appointment setting differentiates between handoff from sales development to sales.
• The time taken to arrange appointments and meetings has a direct impact on the rate of conversion.

In consultative selling,  something that is loosely tied to the immediate weak zone or commodity products, the second point is crucial. Note that 70% of all meeting happens when scheduled within a span of 9 days whereas 47% meeting when scheduled before 30 days out.

Time remains a critical factor for many prospective buyers. If you are able to secure a meeting at the convenient time and follow-up, it is a win-win situation. At DoneForYou, we are eager to help you achieve your target.

Luckily, technology is here to help. Appointment scheduling tools are very effective for this purpose.

How Does Appointment Scheduling work?

Image Source : saleshacker.com

It is a dream of sales professionals to have their prospect clients calling up and booking sales appointment all by themselves. However, that does not have frequently.

With the help of integrated appointment scheduling, you can head straight to the point rather than beating around the bush. Companies can engage directly with its potential buyers across several digital platforms, offer them an option to book sales appointment or consultation quickly and as per schedule.

Whether a prospective client is viewing the company website, reading landing pages for a product or service, or simply browsing through Google search results for the business, an integrated process of appointment scheduling allows prospects to book sales appointment directly into the calendar. At a later stage of the sales funnel, the prospect starts and meets the best resources available to provide improved customer experience.

Then, one the time is booked in the calendar for the call, you or your sales rep can start the consultative selling process..

Optimizing Sales Conversion with Appointment Scheduling

 The sales funnel is a crucial tool for the sales conversion process. Sales professionals move their prospects through the sales funnel, this leading to their goal. The number of steps in the sales funnels, the longer it might take to close a particular deal, which increases the chances of prospects losing interest. Also, sales taking longer to close are subject to arbitrary effects.

Active sales managers know how to mitigate against such issues by designing an appropriate sales funnel having fewer steps and a passive method to capture leads.  That sales funnel often ends with the consultative selling pitch.

Close Sale Faster with Appointment Scheduling

Closing higher ticket clients with consultative selling is no longer a problem with TimeSlots.

TimeSlots are the latest tool that allows you to qualify your prospects better and begin selling more volume. It combines forms and appointment scheduling to help you gain immediate insight into prospects so that you can close quickly and effectively.

Sales professionals have their hands tied up every time. Spending the entire day in sales appointments leads to the funnel drying up. As a result, you have to indulge in more prospecting. In case if there’s a short of appointments, you have to spend time going through the list of potential prospects, making cold-calls and trying to arrange sales meetings.

How does Appointment Scheduling make things Easier?

• Adding appointment scheduling tools like TimeSlots, Assistant.to, and Calendly help sales stack. The paradigm of these tools was generic, easy to add any sales stack and process. It further hinges on integrating with websites, calendars, conferencing tools, communication, and CRM for logging activity and payment.
• Integrating appointment scheduling into workflows is a major advantage. Sales engagement vendors like Yesware or Outreach have added this new capability to their respective platforms to make scheduling easier. The key is to enable users to take action within a message. This is an innovative model that can be applied to surveys, polls, and content. By decreasing the total number of clicks needed, it makes process automation irrelevant.
• Approach appointment scheduling from a larger perspective by focusing on conversion rates and not appointments booked. It is not only about finding the time, but securing an appointment with the prospect and assigning the lead to a sales representative. However, it is critical to making sure leads are distributed fairly among larger sales teams. To do this, you must gather data, which takes time. Nevertheless, a practical measure of success is the improved rate of conversion.

TimeSlots – Consultative Selling At It's Finest

TimeSlots work by targeting your prospects; it is a network of prospects, leads, and clients, connected together.

Whenever you are scheduling an appointment, get-together, or a meeting, you can choose TimeSlots. It is the perfect tool for:

• Scheduling sales call with folks automatically
• Booking meetings with staff and team, going through important points before the meeting
• Scheduling client appointments for inspections, visits, service calls, and checkups
• Booking new clients to call on your scheduled time for a discovery session

How do TimeSlots work?

• Data Collection: The first step is to gather data. Ask questions to meet attendees with tech-free form builder
• Fill up the Calendar: Allow your prospects and clients to book calls and meeting online
• Schedule Appointment: Check your availability day by day, or weekly, so that you can schedule an appointment and you don’t forget it.
• Email Reminders: Get email reminders as notifications right to your mailbox whenever a new appointment is created.
• Duration of Appointment: Would you prefer shorter meetings? You can now set up meeting time within 15 to 30 minutes blocks. If you need longer meetings, 60 minutes should be perfect.
• Save Time and Stay on Task: Save your time by quickly linking to TimeSlots form, rather than constantly juggling everyone’s schedule to find the best fit.

Automated Appointment Scheduling with Artificial Intelligence (AI)

Artificial Intelligence (AI) platform is the latest to track website visitor behavior and deliver highly targeted oriented appointment opportunities to shoppers. Although AI is not new for appointment scheduling setting, using an AI-enabled appointment scheduling assistant is revolutionary.

The AI platform understands that users prepping to purchase are reading all technical information and comparing specifications. It automatically uses this understanding to provide the prospect with an opportunity to speak with the subject expert on the products or services of interest.

Once the prospect accepts this appointment, it is immediately booked in his/her web browser. A conversation is arranged between one or two people, either as a phone call or an in-person meeting.

IBM Watson is the latest example of AI used for appointment scheduling.

Final Word on Consultative Selling

TimeSlots are the simple, centralized appointment scheduling for e-meetings. You use some dedicated resources to acquire quality traffic to the website. You use your sales funnel and track them. You invest in content creation and paid ads. You want qualified web visitors who can easily schedule strategy calls with you or maybe book a demonstration of the product.

This is an exact scenario.

However, the best possible way to qualify prospects and turn them into your active customers is to provide them with an easier way to schedule meetings directly with you. To make sure this is effective, it is very important to implement it centrally and automatically.

TimeSlots are crucial and lifesaving marketing technology tools here. Combing forms as well as appointments online, it allows you to qualify your prospect clients so that you can close the sale. Within a click, everything you want is sorted. It saves your time, limits frustration and ensures you have smooth sales.

However, having tools is not enough. You would have to master the technology too and know when to use it optimally. It is very important to deliver the best performance using these hassle-free tools that take up excessive energy. Even though these tools seem to be simple to use and set up, you might not want to go through the lengthy process of onboarding but want a solution instead. To get all the vital steps done in one shot, choose a company that delivers quality and proficient services in this field. DoneForYou is just that company you’ve been looking for.

DoneForYou team of professional handle the heavy lifting and sets your business up with new marketing stack in no time. Our team also ensures that your accounts are configured properly, and individual tools are accurately integrated with the site so that it works as thought.

Click here to schedule your appointment with us. Allow us to help your business grow right away.

The post Consultative Selling: How To Get High Ticket Sales With Strategy Sessions appeared first on Done For You.

In the world of coaching and product creation, knowing how to sell yourself is not just a skill; it's a necessity. Whether you're on a strategy session sales call or conducting an automated webinar, your ability to sell yourself can make or break your business. Here are five actionable tips on how to sell yourself to clients, be it a room full of prospects or a long-term client you've worked with before.

1. Count on Your Experiences: Be the Expert They Need

You're in a meeting with a client because you possess knowledge and expertise they lack. Your experiences are your most valuable asset. Make sure your confidence shines through in your tone and actions. This doesn't mean you should come off as arrogant or cocky. Instead, be sure of yourself and your capabilities.

When you know how to sell yourself based on your experiences, you're not just offering a service; you're providing a solution. Clients are more likely to trust someone confident about their skills and can articulate their past successes in a way that promises future results.

2. Dress the Part: Align with Your Client's Culture

First impressions matter, and your attire plays a significant role in that. Dressing appropriately for the client you're meeting can set the tone for the entire interaction. Whether the company culture is laid-back, with jeans and t-shirts, or more formal, requiring suits and ties, ensure you're dressed to blend in.

Being either underdressed or overdressed can send the wrong message. The key is to align with your client's expectations and culture. When you dress the part, you're silently communicating that you understand and respect their norms, which is a crucial aspect of how to sell yourself.

3. Follow-Up After the Meeting: The Power of Prompt Communication

One of the most overlooked yet practical tips on how to sell yourself is the follow-up. Ensure you get a business card or some contact information from them. Within 24 hours of your meeting, send a quick message saying, "Hi, it was nice meeting you today. I would love to help you out with X."

You'd be surprised how many people neglect this simple step. A prompt and courteous follow-up can set you apart from the 99% who don't bother. It shows your professionalism and reiterates your enthusiasm about the project.

4. Speak in Terms They Will Understand: Avoid Jargon

While using industry jargon to demonstrate your expertise might be tempting, it can often have the opposite effect. Clients are generally interested in the result, not the intricate details of how you'll get there. Use clear and concise language that they can understand.

When you know how to sell yourself by speaking your client's language, you're showing them that you're focused on their needs and can deliver the results they're looking for. This builds trust and positions you as the go-to expert for their specific challenges.

5. Come Prepared: Have an Agenda

Before any meeting, jot down an outline or 'talking points' concerning the meeting. This doesn't have to be a detailed plan but should give you and your client a roadmap for the discussion.

Being prepared in this way does two things. First, it shows the client that you're organized and have considered their needs. Second, it helps guide the conversation in a direction that is beneficial for you. If you can get the client talking about you taking on the project, the likelihood of that happening increases significantly. It's akin to a salesperson letting you test drive a car; once you're behind the wheel, you're more likely to go it home.

Conclusion: Make an Impression That Lasts

Knowing how to sell yourself involves a balance of confidence, preparation, and client-focused communication. Provide enough value that makes them want to work with you, but don't give away all your secrets. Like any skill, mastering how to sell yourself takes practice, but the rewards are well worth the effort.

So, are you ready to take your client interactions to the next level? Implement these tips on how to sell yourself and watch as you convert more prospects into loyal clients.

The post Mastering the Art of How to Sell Yourself: A Guide for Coaches and Consultants appeared first on Done For You.

The newest type of advertising funnel is the Facebook Funnel, which gives you access to cold and warm buyers. Here's how to set it up.

Every month, more than 2 billion people are active on Facebook. That's a lot of people that could be in your Facebook Funnel. These users go to Facebook in search of something. Some come to connect with friends and families. On the other hand, some of them need information about specific products or services.

With this vast number of users, Facebook creates a great marketing opportunity. Facebook's average CPC (cost per click) is still low compared to other advertising platforms.

Facebook Ads, for instance, is one of the marketing tools you can use to reach your campaign objectives and goals, whether they be acquiring fresh leads or increasing sales.

For example, a sales funnel through Facebook Ads can help you create brand awareness. It can also aim to attract new leads or boost traffic to your business website (although traffic only is not a well-thought sales funnel goal). Note that Facebook Ads can allow customers to redeem your offers instantly. That means instant sales!

Ads can boost engagement between these customers and your business, too. Most customers are attracted to companies that respond to their issues and provide solutions. Therefore, you should take advantage of Facebook Advertising to keep customers updated.

How is Facebook Ads different from other PPC platforms?

When you compare it to Google Ads, Facebook needs to be approached differently. Facebook is not about buying impressions for keywords that people search for. It goes beyond that. It can target behaviors, demographics, and interests.

The truth is that most people will not make instant purchases when they come across your ad on Facebook. So, relax, do not yell at people, "Buy now!"

Instead, craft a Facebook Ads sales funnel. However, your funnel should be as intelligent and authentic as possible. By doing so, you'll be successful with Facebook Ads.

But what is a Facebook sales funnel all about?  And how do you sequence up the advertising funnel to convert more buyers?

What does a sales funnel (i.e., advertising funnel) entail?

Many businesses are offering the same products as yours. Have you ever wondered how customers connected with your business in the first place instead of choosing your competitors? Maybe you can do some research here and find the origin.

Take a moment and think of how customers found your business. It could be that you shared content from your site, a piece of content went viral, or a Facebook advert caught their attention.

Either way, there are some steps you can follow for people to connect with you and for them to notice your business. These steps include:

• Awareness in terms of engagement, tips, and sharing content.
• Consideration through videos, long/detailed content, and special offers.
• Conversion via webinars, testimonials, trials, and remarketing.

Then, there is retention and upselling by providing more value through consistent marketing efforts.

Having listed these basic automated sales funnel steps, let's now check out how to build your Facebook Funnel.

Step 1. Start Your Facebook Ads Funnel by Installing The Facebook Pixel

The first step is to download the Facebook Pixel and install it. Facebook Pixel comes in the form of a code snippet that you place on your site. Its role is to track the activities of your visitors on your website. This tool is potent in retargeting and monitoring traffic – you can't afford to miss it.

Apart from tracking traffic, your Pixel will collect data as well. It will do so even when you don't have any ads.

For any person who visits your website, the Pixel will track their activity. Hence, you'll be able to know how many people visit your site and what they do. Further, you'll learn of the interaction you get in your social profiles, and it'll timestamp prospects in your advertising funnel.

Do you need an advanced analytics tool with behavioral tracking features to map exactly what people do along your funnel's steps?

Is tracking visitors the only thing the Pixel can do?

Of course not! The Pixel will guarantee that your Facebook adverts are visible only to the right audience. Therefore, you'll be able to segment your audiences and utilize Facebook Ads in your Facebook Funnel more sophisticatedly.

Step 2. Develop captivating content for your Facebook Funnel

For leads to progress through your sales funnel with the lowest friction possible, you must facilitate the leads' journey with compelling content. There are different content needs for each stage of the Facebook Ads sales funnel. Read this post about how to create the right content.

It would help if you contented specifically for different audience segments. For example, how you address cold traffic differs from warm leads. Promote your top-ranking content to cold audiences and narrow it down to problem-specific solutions as you start to define the interests and behaviors of hard leaders.

Apart from installing the Pixel and creating some content, you should create epic content. Read this post on how captivating content will undoubtedly attract people's attention.

Step 3. Concentrate on warm audiences

About warm audiences, audiences that know your brand and have indicated that your product might be a good fit for them are audiences that you could advertise directly to.

You can start with your warm audiences. Add them as custom audiences in Facebook Ads and include them in your marketing campaigns.

Here's a video about custom audiences and how to create them to serve your Facebook Funnel.

Here, you can try a few things. For instance, you can send people directly to your product page. Then, see what trend your conversion rate takes. Or maybe send them to a limited-time offer page. As a result, you'll note that certain products yield incredible results – especially when aiming for an intuitive low-price purchase.

Nevertheless, you shouldn't take the same approach with your products - specifically if they are expensive and people know little about them. Typically, people won't buy spontaneously, so running a campaign that sends traffic directly to your sales page won't help your bottom line. Instead, it could consume your advertising budget in an instant.

What you can do instead is what we describe in this article: create a Facebook Ads sales funnel. And in the next section, we will explain how that looks.

Step 4. Attract similar audiences

So, you have installed the Facebook pixel and have created unique content for every step of the funnel. You have also separated warm leads as custom audiences.

Now, it's time to use lookalike audiences to reach out to a larger group of people on Facebook.

You can use your custom audience data to classify visitors and build lookalike audiences. Read this guide to learn how to make these expanded yet targeted audiences.

See the power of similar audiences? Users in the new audience will have similar interests and attributes to those already buying and interacting with you. Facebook knows the characteristics of your buyers (from your custom audiences) and can expand this group to include more people with similar demographics, interests, and behaviors (lookalike audiences).

Now, to paint the picture, your Facebook Funnel should look like this:

EXAMPLE OF A FACEBOOK ADS SALES FUNNEL

Top of Funnel

Cold traffic to your epic content coming from basic demographic and interest targeting.

Middle of Funnel

Warm traffic to conversion-optimized content that provides a solution.

Traffic is coming from custom audiences that have already visited your pages.

Bottom of Funnel

Hot traffic to a conversion-optimized product or sales page.

Traffic is coming from lookalike audiences and has the purchase as an objective.

This indicative Facebook Ads sales funnel will help convert cold traffic into warm leads and buyers.

But is one more step in the Facebook Ads sales funnel missing?

Step 5. Focus on retargeting

If you stopped in our previous step, you would miss out on a great opportunity. Remarketing.

Most of the time, even if people have gone through your complete sales funnel, they are not yet ready to buy. Sometimes, force majeure makes them leave products in their shopping cart. And you don't want them to forget to come back.

By the way, we have a done-for-you cart abandonment email sequence readily available for you to download and plug into your autoresponder. This can work with your Facebook Ads remarketing to get forgetful buyers back to your checkout page.

Also note that, as some marketers say, people will see your products and brand at least seven times before they make a purchase decision. Buyers are also hesitant even to enter their card information.

This is precisely why you must add another step to your Facebook Funnel. Retargeting campaigns that will show ads to people who have interacted with your other campaigns. For example, you can set ads for abandoned carts or different bottom-of-funnel audiences, e.g., people visiting a product category page. Also, you can run ads for middle-of-funnel leads to inform them of new, exciting content you just published.

Here's a guide by Facebook that explains how you can create remarketing ads for your products. We wrote This piece about advanced advertising strategies to build a high-conversion Facebook Ads sales funnel.

It would help if you kept remarketing to people who visited your site but never made a purchase until they do or you decide you don't want to deal with them anymore.

Warm Traffic VS. Cold Traffic in your Facebook Ads sales funnel

Keep tabs on the inside of your advertising funnel. It is interesting... Mainly because your ad funnel starts with cold traffic. They're They'reen they see an ad or experience your brand.

Then, the advertising funnel warms them up, so ...

The Cold Traffic Progression

We build all of our advertising for our clients this way. There is always a set of ads that is specific to cold traffic.  Your cold traffic audience comprises those who don't know who you are. They've heard of you. In the Facebook world, they aren't even searching for the solution that you provide. They go to Google and type in a keyword phrase because Facebook traffic is interruption-based.

In the Google world, they go to Google and search for the keyword phrase you are advertising for or related to your business. So that is one of the differences between Google and Facebook and how they are similar in the cold traffic sense.

But this cold traffic person doesn't care who you are. They've never heard of your business because if they'd heard of you, they'd be warmer. You know what I mean?

Warming Your Target Market Up

The advertising funnel works because folks see an ad as a cold prospect. Then, they take some action... That action might be:

• Watching a video for 50% of its length, 75% or more...
• It might be clicking on the ad and going to your website.
• It might be opting in for a report for a lead magnet.
• It might be just full-out buying something.

But that cold prospect is, in their action, warming up to you... Warming up to your brand. So, that is what the advertising funnel is all about. When we warm them up, we can do additional things with them.

Now, The Transition In Your Advertising Funnel

So after they do something, they are no longer cold prospects.

They move past that cold traffic ad, and now they see a retargeted ad because they did something... They watched the video. They clicked the link. They landed on a page. They opted in. They bought something. They're They're cold. They are warm and friendly and see a different type of ad from you.

So, with Facebook Advertising, it might be a welcome back or shopping cart abandonment ad. It might tell them about a product they might be interested in that they didn't didn't purchase.

So, you can there carry out this retargeting campaign in many ways.  One of the things that we like to do is, once they move from cold traffic to warm to a retargeted ad, we also acknowledge that they are probably getting warmer or colder within our sphere of influence. So, we might have a retargeted ad that shows a lead magnet for days 1 through 4.

So if they land on our website, then, for these four days, they see something on our ... They see a Facebook  Video Ad talking about a lead magnet, and then if they don't do anything, days 5 through 8, we give them something else. Maybe it's a titlist, or we promote a different product or newsletter.

Then, on days 9 through 13, we do something a little different.

When Prospects Cool Off

With the understanding that they're they're colder. The longer they go without doing something, the harder they are getting. They are moving past what we do because a buyer is only hot for a concise amount of time. It might be a week, three days, or three weeks, but they usually buy and consume a bunch of stuff in the same period and then move on.

Think about your own experience. Let's say you're looking for a piece of software, like a video-hosting platform. Chances are, you recognize that you need a video-hosting platform like Wistia or Vimeo or whatever.

...So you do a little research and find all the companies in the market.  That might not have even been triggered by you internally but by an ad. Maybe you saw a Wistia ad and think, "Wait, it makes sense. I need to keep my videos private. So, who else has this technology?" Then" you do a little research, and then you buy. You do free trials, but you've decided in the first week or two.

How It Relates To Your Buyers

So, that's that's how buyers react. That's what's buyers react. So understanding that they're they're then they're they're then they're you...  And you can engage those customers differently through your advertising funnel with different ad types.

Now, Facebook is a little bit different when you're using these advertising funnels because:

1. You can do a lot with Facebook Video Ads.
   1. You get cheap clicks.
   2. You can do video view campaigns and then target people based on how much of a video somebody watches...  Which is essential for capitalizing on the momentum and moving somebody through this advertising funnel.

But it all returns to the targeted website traffic from the Facebook pixel. That's how you increase website traffic fast...  It's b. It's using paid traffic sources the right way.

So, on Facebook ... You add the Facebook pixel to your website, and then that pixel tracks:

• Which pages do your prospects visit
• Where do they go on your website
• What your conversion events are
• Ads send you leads, sales, and, ultimately, conversions.

So the pixel is essential in this entire makeup, and that's what up the staggered Facebook Ad Funnel process where you target different creative for:

• Day 1 through 4
• Day 5 through 8
• Day 9 through 13
• And so on...

We say, "Okay, if"somebody is brand new to this audience because of the pixel, show them this ad. Show them this ad if they're five or eight days old. Show them this ad if they're 9 and 13 days old."

Progress Lookalike Audiences Based On Your BEST Segment

It's all based on the pixel and the audience that that pixel creates.

And from that audience, we create lookalike audiences of our most successful segment of folks. So first, if we have no data, we're a lookalike audience based on the people who watch 50% or more of a video or 75% or more.

Then, suppose we get a significant population of people who hit a webpage or opt-in for a report or buy. In that case, that's the next lookalike audience we're we're we're constantly creating a new lookalike audience based on our best data set. Then, we're moving all ads to that audience. So, we're continually optimizing the audiences and letting Facebook know precisely who we want to get in front of.

So, all of this stuff is important for your advertising funnel. As protests progress, the ad funnel must align with your sales funnel. The sales funnel, your landing pages, your automated webinars, your VSLs, all of that stuff comes out to party in these Facebook ads. We like video a lot. We do a lot of video view campaigns.

DIY or DFY Facebook Ads sales funnel

As you try out different strategies and mix up sales funnel elements to create the perfect recipe, always keep track of your conversion rate. Conversion rate is arguably the best indicator of the success level of your campaigns.

If you want to run your business and you are not a DIY kind of person, then our team at DoneForYou is equipped with all the skills and tools to create high-conversion sales funnels for you, ones that start with Facebook Ads and end with filled-up shopping carts.

Schedule a call to discuss how we can create a funnel that serves your business goals and adds to your bottom line.

The post How To Create A Facebook Funnel For High Conversion Advertising appeared first on Done For You.

One of the most shocking statistics that we came across was that 83% of the consumers are ready to refer a product to someone they know, but out of these people only 29% actually do the same. (According to Texas State University)

We are quite sure that these statistics would have painted a clear picture of the importance of referral marketing for e-commerce sales in today’s business world, which is being dominated by online sales.

Now, looking at all of this, the only question that would have popped up in the mind of a business person has to be – how to use referral marketing to boost e-commerce sales?

And this is exactly what we are going to talk about in this post. So, let us begin right away!

Determine the rewards

Before you begin thinking of offering a referral program, the first and the most important thing you need to figure out is the reward that you are going to offer.

There are two options – offer some monetary incentive or a discount. Now, this is where the game begins.

There are many factors that play a decisive role here. According to many surveys, people in America prefer getting monetary incentives more than any other reward. In fact, 77% of them do!

You can easily find plenty of other such surveys in the market and then think about the most appropriate reward for your niche audience. After all, there is no point in offering a reward that does not entice the audience.

Promote your referral program as much as you can

Without proper promotion and intense referral marketing campaigns for e-commerce, even the biggest of brands failed to reap rewards from their referral programs.

Once the rewards have been decided, the next step is to make sure people know about these rewards. This is where the power of marketing comes into the picture.

To make sure that you promote the program in the best possible manner, here are some tricks that are worth trying:

• Send emails to your existing customer list
• Create call-to-actions and place them relevantly
• Use prompt messages
• Leverage your presence on social media

All these things when brought together can do wonders for your brand in promoting the referral program that you have launched.

Make the process of easy

Do you know the biggest secret behind success in referral marketing for e-commerce stores? It is making it easy for your users to refer your business to others.

The best example of this strategy comes from Dropbox, which started offering free space to users for referring their brand to their friends. The results were legendary. Their sales shot from 100,000 users to 4,000,000 users within 15 months. In fact, they saw a 60% rise in the number of signups during that time.

Can you beat that?

Now, this is where you can learn a trick or two from this online giant.

Remember – customers are going to run away from things that are hard. They love to do easy things and this is what you have to do – make it easy for them to share your brand. And, in return be certain to get great rewards!

Reach out to customers

As already mentioned, people are willing to refer a brand they trust – but only a few of them. This is because not all businesses ask them to do the same.

Now, if you want to make the most of your e-shop referral marketing campaign you need to reach out to your existing customers and ask them for the same. You will be shocked to see that people won’t hesitate in promoting a product or referring people to a service that they found useful.

So, why not do it?

After all, you are offering an incentive in return as well.

Keep reminding your customers

Referral marketing for e-commerce is not a one-time affair – it is a continuous process. You need to constantly focus on your customers and keep sending regular updates reminding them of what you are offering as part of your referral program.

After all, you must not forget that it is quite easy for users to get distracted and move away with all the noise that is there in the market. You must, therefore, plan a regular strategy. For instance, if you are focusing on email marketing devise a plan to resend the emails after a particular time gap.

Doing such small things in the right way could prove to be the difference between success and failure of your campaign. So, make sure you do them right.

E-commerce referral programs are a lot of work

To sum it up, we would not misguide anyone by saying that it is easy to create and run a successful referral program. No, they are not. In fact, they require a lot of sincere effort. But, everything that is worth it requires effort. Isn’t it so?

The question is – are you willing to put in the work or not?

With meticulous planning, sincere efforts and proper thinking, any referral program can be made successful. There is no dearth of examples that show brands that planned their referrals programs right and are making a heyday even today using their success.

Want to create a successful referral marketing program using email marketing? Check out this pre-build email sequence, all done-for-you.

Last thoughts on referral marketing for e-commerce

To sum it up, all we have left to say is that referral marketing for e-commerce holds great potential for businesses that want to leverage the power of their existing clientele and use it as a weapon to demolish their competitors.

After all, there is no better way to acquire more customers than to let your existing customers bring others to you. Isn’t that something that lays the foundation of a thriving business?

If you agree, then begin implementing these tricks in your referral program and see how things turn out.

All the best!

The post How To Use Referral Marketing To Drive More E-commerce Sales appeared first on Done For You.

Yes, you might have found success in the past with discounts but what if you could have achieved an even higher revenue by selling at a higher price? It is a possibility that rebated might be cannibalizing sales and revenue.

Discounts may be killing sales

Today, we’d like to talk about why a permanent discount culture in your company can destroy B2B or SaaS sales.

Due to increasing competition, there’s a price cut trend in the marketplace. A lot of SaaS and service-based companies have developed a policy of discounted prices as a sales tool. But that happens basically because of a lack of design and discipline.

For SaaS companies, your Monthly Recurring Revenue (MRR) is what sustains you. Your users are often on a time-based recurring subscription so you’re relying on that recurring income to keep your company afloat.

This means if you offer a monthly plan, every 30 days you’re feeling the pain from that initial discount again and again. Your MRR will be less than it should be, because of the discounted price, and you have less cash flowing into your business.

They may even be killing your brand

Continuous sales and discounts can create holes in the foundation of a company, hurt your cash flow and ultimately destroy a brand.

At first, a loose discount policy might seem like a good way to close sales fast but, down the line, it could be catastrophic for business.

Prospects will know that every now and then they’ll be able to get a bargain or they’ll be able to negotiate with your sales reps. There’s no chance they’ll be willing to pay the actual price.

Is it competition or fear?

Here’s what happens a lot of time: The SaaS marketplace is hyper-competitive and you start to believe that a prospect, who compares different solutions, will only sign up for your service if you are cheaper than similar software.

You expect the potential customer to ask for a discount or negotiate in a way that you won’t be able to handle unless you give a discount. You’re afraid you won’t close the sale if you keep the price tag intact.

Or, maybe you’re just starting out and are acquiring your first paid SaaS users, so it only makes sense that you want more of them. A startup needs cash fast and that happens only if they grow a solid customer base. But still, is selling with discounting the best way to grow?

It’s because your business lacks design

But again all this is because of a lack of design and discipline. If you’re desperate to win the deal and you think that every subscription dollar has the same value to your business, then you are wrong. Not every customer is a good customer.

Think about it. Do you really want anyone to be your customer? No matter how grumpy, bad-tempered and thrifty they are? No matter how much time your support team will spend in handling an endless queue of tickets? Well, no!

Discounts might be repelling good customers

You want good users for your SaaS – and a good user is one that fits your value proposition, product features and has enough money in their pocket to pay you a profitable subscription fee every month.

When you think it’s OK to always give discounts you build a brand that is anchored around being the cheapest SaaS versus being the most valuable solution out there in the market. And if your only differentiator is cheap prices then eventually you won’t be able to compete in the market. At first, you might start to win customers but then the competitors will outpace you and push you aside.

Closing sales without discounting

There’s really not a lot of room for winning business when cheapness is your only competitive advantage.

The good users of SaaS solutions will opt in for the companies that bring on value, features and good customer care. Also, branding is becoming more and more relevant in SaaS because solutions start to seem undifferentiated in such a crowded market.

When the buyer has a dozen of similar options he/she will either go with the cheapest SaaS or the best branded SaaS. The difference is that the best branded SaaS will attract customers who are willing to pay more and stick around longer.

Branding vs. discounting

So, to win more sales without discounting you need to focus on branding and value. This means design, innovation, better marketing copy, uniqueness, friendly corporate culture and a lot more. Branding is the feeling that surrounds every customer-facing aspect of your company.

If you win on branding and value you can start to sell more without discounts.

A strong brand trains your sales team to build up the skills they need to really focus on value instead of discounts as a selling tool. They will also feel more confident and proud of the fact that they work in a leading company, as opposed to the cheapest one.

Should you drop discounts completely?

Some companies never run discount-based promotions. They just don’t. Of course, you should keep occasional discounts if you want. For example, Black Friday and Cyber Monday are typically associated with large discounts for SaaS solutions.

Still, you can shift your focus a little bit, and instead of a massive discount, offer an attractive price and top up with bonuses. A bonus can be more features, customer education or supplementary services. Give services with practically zero marginal cost as bonuses.

This way you give more for the same price, and are actually selling without massively discounting. The customer will appreciate the added value as well, and might also feel embarrassed to ask for a discount with all that he/she’s getting.

The post B2B Sales: Selling Without Discounting appeared first on Done For You.

In this article, we talk about how you can run a successful teaser email campaign. Also, we’ll show you how you can build hype and anticipation in your pre-launch emails. Follow our tips to make sure you set the ground for a big product launch.

How do you measure the success of a teaser email campaign?

But first, let’s talk about how you measure the success of a teaser email campaign. If it is a new product that you’re launching, then sales and revenue would be your metrics.

If introducing a new feature is the case, then you’d want your existing users to adopt it and attract more users that will buy because of this new feature.

Why create a teaser email campaign?

The purpose of teaser email campaigns is to create anticipation among your customers or audience. You want people to feel curious and excited about what’s coming soon. Make them feel that you are releasing something big and unique. When done well, teaser email campaigns build intrigue and make your audience feel like they are part of a privileged community.

Find the perfect timing

A teaser or pre-launch email campaign should run before the official launch of your new product or product feature. How long it should be depends on several factors like your budget, how often you introduce new products or features, the market you’re in and, of course, if it is a completely innovative product or big feature release.
Plan your campaign and consider capitalizing on various marketing channels, like social media. Utilizing social media will probably multiply your email campaign success.

How do you build hype in your teaser email campaign?

When building a teaser email, here’s what’s important for building hype and anticipation.

1. Define a goal

As with all email, you should determine what action you want subscribers to take when they read your teaser email. Oftentimes, teaser emails, as they are sent out during pre-launch, ask readers to:

• stay tuned,
• mark their calendars,
• pre-register (fill out a form to be notified), or
• preview a product (or feature) that isn’t available to buy yet.

A call to action (CTA) in the form of a link or a button is not always needed. A “stay tuned” message might fall into that category of CTA-less emails.

2. Make a plan

Meet with your team to make sure every member is on the same page. Schedule actions and task dependencies. Communicate clearly to everyone what they’re doing and by when.

Have a vision for the whole campaign. Set details, like how many emails would for the pre-launch campaign to build up emotion. Consider how each of your teaser emails plays a role within the larger pre-launch campaign.

3. Align the CTA with the goal of your email campaign

Want potential customers to mark their calendars? Then give them a simple, actionable way to do that, such as an add-to-calendar link. If you want them to preview a feature before it launches, consider allowing users to pre-register or preview a beta or join a waitlist. Align the CTA in each teaser email with your campaign goal and plan.

A word of advice: don’t add more than one core message and more than one CTA in a teaser email. One goal, one marketing message, one CTA!

4. Establish curiosity in the subject line

Get readers excited and curious! The idea, after all, is to create a little suspense and intrigue. Get creative with your email copy and design!

As the launch date comes closer, set a countdown timer in your emails and partially reveal the product in a GIF.

5. Use the right collaboration & marketing tools

As with all things, you may start from the simple and essential and then move on to more sophisticated tools. In the case of teaser email campaigns to promote your product, we suggest you use the following tools:

• Asana or Trello to organize the project and assign tasks to your team,
• Google Docs to create your email copy in a distraction-free environment,
• Google Drive to store and share images, designs, and docs.

Use our own software tools that will help you create email copy, send automated emails, build landing pages and track campaign results:

• Axis Email Copy for pre-written email marketing sequences, including promo and launch templates,
• Axis Marketing Automation to build forms and automated email campaigns,
• Axis Page Builder to build landing pages for pre-registration, event sign-up or product previews,
• Axis Advanced Analytics to track how your campaigns performed and uncover more conversion opportunities.

Launch your next campaign effortlessly

Would you like to see how fast it can be to build high-converting teaser campaigns, track results and improve conversions?

Book a free demo & action plan session

The post How To Create A Successful Teaser Email Campaign appeared first on Done For You.

On the one hand, good marketing and publicity drive the online reputation of a company. On the other hand, great sales drive a business.  So, the question is always, "How-to increase online sales fast?

With effective ways to boost eCommerce sales fast, you can create a sustainable model for your business that grows exponentially in a fairly short period of time. In the digital world, it is important that you work smart instead of hard.

Today, you can apply hacks/tricks to ensure that your online sales receive the necessary boost to make a strong impact on the market.

How to Increase Online Sales Fast

Wondering where you are going wrong?  Today we're going to talk about how to increase online sales fast.  In other words, how to boost website sales using the most straightforward method I know of that's worked for our Done For You Marketing clients...

Truly, it's a question we get asked all the time.  Folks write in an ask us for tips to increase online sales quickly?

And oftentimes, the answer really... It depends on your product - the thing you're selling! 90% of the time though, the way to increase your online sales fast is to do some webinar marketing with an automated webinar.

There are some caveats to that.

To Increase Online Sales Fast, You Either Need A Following...

First of all, in order to have a webinar and start selling online quickly, you need to have an email marketing list or some other kind of platform that you can market to.

That following can be on LinkedIn, Facebook, Twitter, Instagram, and all the other social networks.  Social followers are very loose followers. I mean, they might register for a webinar or they might not... It depends mostly on just what that relationship is.

If you have 200 friends and family, chances are it's not going to be a great audience to launch a webinar to.

If however, you have 200 followers who have followed you because they like your blog posts, your posts on Medium, or they like your Quora posts, then that's a very different story.  They are actually following you for the reason that you want to hold the webinar.  They're prospects and should be interested in your product or your service.

Or You Need An Email List...

The other way of marketing your webinar is to have an email list. We talk a lot on Done For You about email lists, marketing automation, and CRM's; and there's a reason for that. Email out-converts pretty much everything. You have an email list for years once it's built or as it's building. You can market whatever you want. You can promote whatever products you want - your own offers or your affiliate offers. Your business can take different directions and your list follows you because you have that relationship with your audience.

If you have even a small email list and an offer that you put a webinar together on, that is the ticket to increasing your sales fast.

... If You Don't Have An Email List Or Followers, Can You Still Increase Online Sales Fast?

If you don't have an audience and you don't necessarily have any social network followers, then it's going to be a long road.

Blogging and content marketing is your best bet unless you have an ad budget and can stand to do some paid ads like Google and Facebook advertising!

Generating a lot of revenue is less about the product, really; and more about distribution.  If you have hundreds or thousands of people a day coming to your website, then they will buy stuff from you when you make it available to them.  But if you just have offers on a website without any traffic coming to you, paid or free, then you're not going to be able to sell them. There's nobody to sell!

The internet is not one of those things where you build it and they will come.  They won't.

You own one website out of the billions that are out there. With a website, there is no foot traffic or people driving by your retail location... They just don't know your website exists unless you let them know!

Creating The Right Type Of Offer To Boost Website Sales

To boost website sales, you need to create an event where people want to purchase your product or service, and then you want to tell people about that.

Three years ago now, we had a client come to us. He had an email list of 1100 people. He tried everything with webinars, tried everything you can possibly think of. He went the high-dollar coaching route and everything else, so 1100 people on his email list.

He had the same question to me. It was right around Christmas time and he was like, "Jason, how can I make money from my website fast?" My answer, "Well, what we can do is we can put a webinar together for you. We can run it at the beginning of January, after Christmas of course. Using your email list, we'll mail for it for three or four days, and then I'll be on the webinar with you. We'll script it for you. We'll practice a couple of times and then go live on the webinar."

Before this ^^^^ conversation, he barely made anything online.

Case Study: $22,000 In Sales In 5 Days

After the webinar we wrote for him, he generated $22,000 in five days. So, the webinar went live, he mailed out our webinar replay sequence, and within five days he generated $22K...  Straight to the bank account.

Then, the next month he did the exact same thing. He ran another webinar and did another $22,000 in sales!

So for the next six months - we did a new webinar every month!

Then, We Added Some Marketing Automation

After the string of profitable live webinars, we automated all of the webinar promotions and started driving paid traffic into the front side of his sales funnel...  Into his lead magnet.  Then the rest of it just kind of came out of the marketing automation sequence.

So, that, my friend, is how to generate sales online fast.

1. Figure out what it is you want to sell
2. Put a webinar together
3. Put it in front of an audience and have them sign up.

The very first webinar I ever did, I had four people who registered for the webinar. Of those four people, three attended, two purchased. It was my first thousand-dollar day, off of a webinar where I was stuttering and stammering...

Need MORE Ways To Increase Online Sales Fast?  Here You Go!

Here are the top 15 tactics that should be in your playbook to boost online sales.

1. Resell, cross-sell and upsell

In the competitive environment on the internet, it is hard to retain your customers. With so many options in the market, your customers will most likely shift to another brand very quickly if you don’t constantly provide value.

With an eCommerce store, you can unlock the potential of upselling, cross-selling and reselling at a rapid pace. Let’s take a small example. Say you own an online gadget store. Today, you’ve sold a brand new mobile phone. Now, if you think about it, you can sell a lot of accessories that go hand in hand with a mobile phone: cover, charger, earphones, screen protector, warranty scheme, etc. With this tactic, you can easily generate more revenue from a single customer again and again.

2. Create a secure website

Cybersecurity is a major concern for shoppers these days.

In the last five years, 46% of Americans have been the victims of credit card fraud.

The best way to get popular on the internet is to create a website that is trustworthy. Google ranks the trustworthy websites amongst the first few pages of its search results. On the other hand, the other websites get pushed way back. If your website is not already a trusted source, act on it today!

You need to make sure that your website appears in the HTTPS format instead of the conventional HTTP format. Customers will most likely visit websites with the latter format.

3. Create a mobile-first index

The top eCommerce websites know the importance of creating a mobile-first index for their customers. Most of these websites have an application for both iOS and Android to help their customers shop via their smartphones.

Popular eCommerce platforms like Walmart and Amazon often launch app-exclusive offers for their customers who shop from their mobile applications.

The mobile-friendly interface will allow prospective customers to look and shop for products on the go. If you are going to hire a web development agency for the mobile version of the eCommerce website, ask it to develop a responsive screen resolution design instead of an adaptive one.

An in-depth look at the mobile-first index

Here’s what the official post from Google Webmasters has to say about the mobile-first index. Hang on, because this is a big paragraph.

To make our results more useful, we’ve begun experiments to make our index mobile-first. Although our search index will continue to be a single index of websites and apps, our algorithms will eventually primarily use the mobile version of a site’s content to rank pages from that site, to understand structured data, and to show snippets from those pages in our results. Of course, while our index will be built from mobile documents, we’re going to continue to build a great search experience for all users, whether they come from mobile or desktop devices.

Mobile-first indexing is pretty much what it sounds like. From now on, Google will primarily consider the mobile version of your site to rank it in Google (both the mobile and desktop versions).

That means if you have a site optimized for mobile, you’ll rank well on both mobile and desktop.

On the other hand, if your site doesn’t perform well on mobile, your rankings will sink on both mobile and desktop.

This is a bold move by Google. Bold, but necessary.

In short, to rank well on Google with the mobile-first index, you need one important ingredient: a responsive mobile-optimized site.

4. Attract customers with discounts

The best way to attract new customers is to offer large discounts. If you have garnered a reputation for the platform on the internet, it will be easy for you to directly establish partnerships with banks and product manufacturers.

With this newly formed partnership, you can launch premium products exclusively on your website or go with cashback schemes for customers who have accounts with the banking partner.

5. Use the holiday period to your advantage

The holiday period is when the traffic on your website will most likely increase in an exponential manner. Is Christmas just a week away? Perfect! This is the time when you launch new and attractive schemes for your customers.

Instead of raising the prices to an all-new high, you should lower your margin a little to make a high quantity sale. Keep in mind that profits are made on selling affordable products in large quantities.

You also need to invest in marketing the offers on your website. Consider the Amazon Prime Day sale, for example. This sale lasts for only 24 to 72 hours but brings in exponential amounts of revenue for the company.

6. Set up convenient payment options

Setting up flexible payment options is the fastest way to increase your online sales.

When you have online as well as COD (Cash On Delivery) payment options, customers will automatically place their trust in you. Once you have established a strong relationship with your customers, you can ask them to put money in an online wallet with your platform.

This way, they can buy the product with just one click. Psychology suggests that this type of convenience increases the chances of purchase by a significant amount.

 7. Use social media to your advantage

When you host an eCommerce platform you cannot just sit back and wonder how to boost sales. Instead, you can use the free and easily accessible resources at your disposal.

With social media, you can easily make sure that your campaigns reach out to more and more people at a time. You can use social media for both fresh as well as remarketing ventures.

Amazon uses platforms like Facebook and Instagram for heavy remarketing. The next time you log in to one of these social media platforms look at the ads carefully. These ads will most likely be from Amazon on the items that you have already checked out but not purchased yet.

8. Invest in SEO

SEO is your biggest ally in the competition on the internet. With the right SEO techniques, you can stay one step ahead of your competitors and make sure that your website comes out on top of the search results.

SEO allows you to target specific keywords that customers will most likely type in the Google search bar while looking for products. SEO will also help you build a reliable online brand image with effective backlinks.

9. Ping abandoned cart owners

Several people who come to your website will add their favorite items in the cart, look at the checkout price and then quit the website. They will not check out because the price is too high.

Under such circumstances, you have already won half the battle. You have already captured the attention of the customer. Now, all they need is the final push. You can ping these people on their email or via a notification from the app.

A notification is as simple as "Your shopping cart is waiting for you" can help them make the final decision and purchase the product from your platform.

10. Invest in email marketing

Use email marketing to your advantage.

You must have a good CRM and marketing automation tool like HubSpot or Pardot to truly boost your sales to the next level.

With email marketing, you can easily carry out remarketing as well as notification operations in a personalized manner. Instead of spending millions of dollars on generic marketing, you can spend a few thousand dollars in a highly focused marketing campaign and get an excellent return on your investment.

11. Create an appealing website

This one is a no-brainer. In the initial stages, instead of focusing on increasing the range of products that you offer, you should focus on creating an appealing website.

All popular eCommerce websites start out slow. Websites like Amazon and Walmart started their business by selling books.

Now they have grown to such a level that they can sell laptops, TVs and washing machines worth several thousand dollars in an instant.

12. Optimize website content

An optimized and well-organized website will draw more attention than one that has more products. With website optimization, you can reduce the time that it takes to load, significantly.

Your customers will most likely check out at least 3-4 different eCommerce platforms for the same product.

If your web pages load faster, you have an upper hand in boosting sales.

13. Showcase genuine product reviews

Ecommerce websites have matured significantly over the past few years. People genuinely trust these platforms to deliver the right products on time.

However, they still want an incentive to rely on your platform. In such cases, you should showcase genuine product reviews from the buyers of the particular product.

How to get these reviews? Well...simple: email marketing. Ask the existing customers to rate the product and write a short review.

14. Invest in content marketing

Investment in content marketing is the wisest decision that you can make for your eCommerce store.

With the right investment in SEO, website optimization, and content marketing, your platform will climb up the ladder of search engine results.

We must admit, this is not the fastest way to increase online sales. Having said that, some of the pages you optimize for SEO have the potential to rank pretty fast and get you free organic traffic to your eCommerce store.

Do you need help with your content marketing? Do you want to get a high ROI from your content? Try these tools:

• Scriptly – Your sales funnel machine.

• Curately – Your content creation engine.

• Statly – Your analytics and tracking toolset.

 15. Launch a loyalty program

Loyalty programs are the best way to gain and retain customer attention. With these programs, you can easily cross-sell, up sell and resell new products to customers.

A loyalty program will also naturally result in word of mouth publicity. This type of publicity is extremely powerful, and it spreads like wildfire.

Increase online sales with these tips

These 15 tips will open new avenues for boosting sales on your platform. They will also breathe new life into the existing channels helping you gain more from each customer.

These are undoubtedly the fastest ways to increase your online sales. With the right amount of patience and investment, you will see an exponential increase in customer satisfaction rates!

Hopefully, as a result of reading this article, you now have a sense as to what steps you can take to achieve just that.

Good luck!

The post Top 15 Fastest Ways To Increase Online Sales [Updated] appeared first on Done For You.

Though this is how marketing leads convert into sales, very few managers and business owners get it right. That’s when conversion rate optimization is needed.

What is Conversion Rate Optimization?

Conversion Rate Optimization (CRO) is a process that enables people to take action upon visiting a website. Businesses can augment their chances of converting visitors into leads and customers by modifying and designing certain elements.

Websites are designed with the purpose of converting visitors into customers. Conversions can happen all over the site – the landing page, homepage, price page, blog, etc. You can optimize all these pages to increase your chances of conversion. Conversion rate optimization is all about optimizing the process and conversions.

The conversion rate is also a metric, a percentage, displaying the number of website and/or app visitors completing an action out of the total number of guests visiting your website.

Hence, improving your conversion rate demands selective and specific ROI-focused strategies targeting different stages of marketing as well as the sales funnel.

The average ROI of CRO tools is 223%.

There is no one optimal conversion rate for business. It varies across channels and industries.

Important marketing channels for effective conversion

In marketing, you have to master the art of moving potential users through the funnel and converting them into customers. To do that, you need to select the appropriate marketing channels and target specific stages of the sales funnel. However, the conversion rate of the channel may differ across the many stages.

Source: blog.hubspot.com

Here’s an example: Say you want more visitors to your website and your conversion goal is to increase views. In this case, you can leverage guest blog posts and add backlinks to your site. Tools like Curately can help with blogging. Likewise, you can also consider pages on social media and paid Google AdWords ads.

However, if you want to convert your visitors into qualified leads, which mean lead generation is your conversion goal, you can use chatbots, demo forms on websites, CTAs in blog posts, etc.

Newbies – How to achieve a good conversion rate

All web elements and stages of the funnel are useful when it comes to CRO. Here’s how different pages play a different role in the process.

Homepage

CRO benefits homepages. Besides creating the first impression on guests, the homepage should be used as an opportunity to retain visitors and further guide them into the website. To do this, you can emphasize links to your offerings, product information, a free signup button, a chatbot, or some feature that can help visitors with the browsing experience.

Landing page

A landing page is crucial because it conveys your business values, gains trust, and converts website visitors into leads. In fact, these are inherently created for visitors to take action. However, most marketers are still struggling to understand the performance and benefits of a landing page.

Source: blog.hubspot.com

According to Unbounce research, the best landing page conversion rate varies across industries. Similarly, the median conversion rate was in the range of 3% to 5.5%.

To improve, convey the value proposition of your business. Reduce page loading time. Leverage scarcity and urgency in the copy of the landing page. Reduce the risks of distraction and friction.  Test all the elements of the landing page.

Wordstream research shows that adding videos on the landing page can increase conversions by up to 86%.

Blog

Blogs are saviors with mammoth conversion opportunities for business websites. Besides publishing thought-provoking blogs and informative content on your niche, you can also use blogging as CRO and convert your readers into leads.

Adding call-to-actions (CTAs) to your blogs is important. It invites readers to click and learn more about your products by giving their email address in exchange for an industry report or offer.

Pricing page

Being transparent about the pricing of your products is the key to win your leads. It is a make-or-break point for visitors. Conversion rate optimization helps pricing pages convert visitors and leads into customers.

If you simply modify the pricing page, add pricing intervals month and year wise, it can make a difference. However, you must also explain the product features responsible for the pricing difference.

How to calculate CRO

To calculate CRO, divide the total number of conversions generated by a website by the number of people visiting the page. With this, marketers can easily find out the conversion rates of blog posts, ad clicks, landing pages, and websites.

Once you’ve gauged your customer demands, you can figure out how to get maximum returns from the existing website traffic.

Here’s a little help with calculation:

#1: Revenue goal / average sales price = total number of new customers

#2: Total number of new customers / lead-to-customer close rate percentage = lead goal

#3: Leads generated / website traffic X 100 =- Percentage conversion rate

Takeaway: It is not necessary to generate more traffic, though you may want to. Changing your approach towards the goal can make a difference. CRO is all about getting more from what you have and making it your route to improvement.

Tips for beginners: How to get started with CRO

1. Set your goal

• Traffic
• Analytics
• Strategy

Assuming you have good traffic move ahead to data collection. However, on this path, there are a few obstacles:

• Bounce rate
• Exit rate
• Time on page
• Time on site
• Pages visited
• Loading speed

These metrics are crucial to diagnosing problems on a website. For instance, if a page has a low conversion rate with a high bounce rate and slow loading time, you know what to do.

2. CRO tests

Running tests is crucial to see the performance of pages. Some pages would be unique to visitors, whereas others may not. Filtering out the non-performing pages would allow you to work on them, optimize them, and deliver the brilliant result.

Choose pages generating huge traffic, as there is always a scope of improvement. All conversions are valuable to the brand. Hence, traffic should not be the only consideration. You have to identify your conversion goals and choose pages to test.

3. Check incoming traffic

If the important pages of a website are not generating traffic as expected, your CRO strategies are not going to have a great impact. You should aim to get enough visitors to the major parts of your website.

Traffic to landing pages come from search results, both organic as well as paid traffic. Thus, you have to put in more efforts into your SEO endeavor and refine paid advertising strategies to get more traffic.

However, not all conversions may take place on the landing page or the first page users’ visit. In fact, visitors may not be reaching the most important pages after landing on the site. In such cases, you have to optimize those pages to increase clicks through rate.

Use advanced analytics software such as Axis to measure ROI

4. Call to action

CTAs are basic to any page that goes online. With CTAs, you are telling your users to buy products, sign up for newsletters, request a quote, and take action to achieve your conversion goal.

A compelling call to action is an art. You have to test it and optimize on all the pages. Instead of being carried away with minute details like font style or color, focus on testing the changes of the CTA. It should have a genuine impact.

The most important part of CTA is words. How compelling you can make them for users to act!

Placing CTAs at the right place on a page can also have a dramatic impact on your conversions.

CTA included in the content, or surrounded by content, is crucial to prim users to take action.

Most importantly, if users cannot see them, it is useless. So, make your CTAs visible.

5. Forms

Almost every conversion involves filling up web forms. Do not hesitate to use forms for CRO. You can choose Statly to create web forms and get brilliant results.

Research clearly shows that multi-step forms can increase the rate of conversions by up to 300%. It can also improve the quality of leads to pages.

This is a crucial fact because it is not just the number of conversions adding value but also the quality that matters. A lower percentage or rate of conversions from potential customers likely to turn into paid customers is more profitable.

6. Page loading time

Countless studies have proven the negative impact of slow pages. Consider this as the topmost priority.

Though some research shows that page speed is the last on the priority list of marketers, it should be either way. You have to put in all your efforts to boost page speed and stand out in the competitive market. The best place to start is on mobile. Boost your conversion rates with high-speed pages.

7. Offer signs of trust

Make your business trustworthy. There are ways to show that users can invest in your business safely. Before adding detailed trust signals, ensure your site design is topnotch.

Compare the site to the competitor brands in the industry. You would know what your visitors are expecting from the site. You may want a sleeker, modern and professional website that gives you the look of a leader.

Along with that, including customer reviews, expert reviews, influencer reviews, testimonials, awards, and statistics on the website. It essentially builds trust as people’s opinions matter.

Conclusion

Take your optimization strategy to the next level. When you think beyond the pages and optimize the sales funnel, it creates a win-win scenario. Highly optimized web pages improve the buying process.

Get real-time, easy-to-understand, and meaningful marketing analytics that help reduce bottlenecks, increase sales, capitalize on potential opportunities. Book a demo for the new Axis today.

The post CRO: The Complete Newbie’s Guide To Conversion Rate Optimization appeared first on Done For You.

Your ability to create and manage a healthy sales pipeline depends on your proficiency in three diverse aspects: inflow, visibility, and execution. Mastering the pipeline is an integral component of the sales process, and an effective way to increase your revenues. Effectively creating and managing a sales pipeline that works best for your company helps improve productivity, efficiency, and ROI. Your sales representatives will have a clear understanding of every step, and they can visualize where each of their prospects stands and how difficult it is for them to close.

This article will help you understand the following aspects:

• What is a sales pipeline
• How to build your sales pipeline
• What are the areas of sales pipeline management
• Tips to optimize your pipeline to boost your ROI

What is a sales pipeline?

A sales pipeline is an overview of your entire sales process. It is broken down into several steps that provide a clear view of what actions your sales team should take to convert leads into customers. It helps organize and track your prospects, quota, and goals – as well as understand whether or not certain areas need special attention.

A quick view of your pipeline reveals whether your sales team is on the right track to achieve their quota, which stage the deal is in, how much investment is tied up in the process, and whether you have enough leads on board to reach your goals.

Done For You provides you with a custom sales funnel that helps you scale your business to a broader audience. We build and manage a sales funnel for the business that helps you get more leads, and sell more to your customers.

How to build and structure your sales pipeline

While the stages may vary depending on your product, sales process, and industry, there are five steps to follow when creating your pipeline:

1. Setting up initial contact

When prospects enter your pipeline, they are just your leads that may or may not eventually turn into customers. So, you first have to open up the lines of communication. To streamline the process, you can use advanced tools to automatically create leads in your sales pipeline.

Once you have the list of opportunities that you want to target, you next have to make contact. Typically, this involves cold calling or cold emailing the leads to see whether or not they are interested in your business, products or services.

Good sales pipeline management tools help you build, execute, and track the entire campaign seamlessly.

2. Qualifying your leads

Once you have made contact with your leads, it is essential to determine which ones are worth following up with.

Qualifying your prospects involves identifying how likely one is to make a purchase. Find out at what stage your lead is – just browsing? Interested in knowing more? Currently looking for a product like yours? Waiting for budget approval? Not interested at all?

Create a lead scoring system for your business that allows you to identify prospects interested in buying or are, at least, ready to talk to your sales representatives. Leads who are keen to speak to your sales team, respond to your email or spend much time on your pricing page may be considered qualified sales leads or SQLs. At this point, it is vital to take them to the next stage: scheduling and meeting.

3. Scheduling and meeting

Once a prospect becomes a qualified sales lead, they are likely to hear more about your solution from your sales representatives. At this stage, schedule a demo or meeting to talk to your leads one-on-one about how your products or how your services fit their needs. The objective is to push the unique selling proposition of your solution and delve into the negotiation process.

The key to presenting a winning sales meeting depends on tailoring the solution to fit the needs of the lead to whom you are pitching.

4. Create a proposal

At this stage of your sales pipeline, you have a better understanding of what a given prospect is like, and how much ROI you can earn. Leads have either received your sales proposal or you are preparing to send one very soon. You can use Done For You. Sales funnel to create automated, ROI-based sales copy that can convert a higher number of leads into sales.

Often prospects get stuck at this stage. This may be due to several reasons – perhaps the lead is awaiting approval, or he is still looking around for other solutions. Whatever be the case, it is better to have activity attributes integrated into your sales pipeline to see how long the prospects remain in each stage, and when is the last time you have made contact with them. This will help you identify bottlenecks if any, and brainstorm unique ways to optimize the sales process.

5. Closing

 It is not surprising that your prospects need a number of follow-ups before you can close the deal. In most cases, it takes more than five follow-ups to close. This means that your opportunities can get stuck at any stage if you are not persistent and unique.

By the end of your sales pipeline, every lead is either closed won or lost. If everything goes well as planned, the deal is closed, and you have a new customer. If the sales process fails, move to the closed-lost stage and clear out the dead prospects from your pipeline.

3 ways to manage your sales pipeline

There are three different aspects of effective sales pipeline management – inflow, visibility, and execution.

We will now discuss the challenges of each stage, and how to overcome the same to streamline the sales process, and increase revenues.

Image credit: pipedrive.com

1. Build a consistent lead inflow

Often sales reps miss their quotas because they do not have enough prospects down their pipeline. They are also not clear of how many opportunities they actually need to hit their number. To overcome the challenge, it is vital to monitor the trends in your lead inflow. Keep a comprehensive track record of your sales team’s pipeline, including both opportunity count and value. Take a bigger picture into count so that you can stay ahead of product, market, and seasonal trends.

It is also important to analyze what actions drive pipeline inflow. New product launches? Out-of-the-box marketing campaigns? Does the period of higher opportunity inflow correspond with higher sales rep activity? Getting answers to these questions will help match input with output.

Next, understand the opportunity coverage needs for each of your sales representatives. What is your sales rep workload? How many leads are they expected to generate? How many leads do they need to be successful? Finally, create a sales process that helps you have a consistent supply of leads through every stage of your sales pipeline.

2. Develop pipeline visibility

The challenges of your sales team do not end with having a steady inflow of opportunities. They continue to face the same in cases where the numbers do not reflect reality, or no one knows what a good sales engagement process involves.

Lack of consistency is one of the biggest roadblocks to pipeline visibility. To overcome this and attain better visibility through your sales pipeline, it is crucial to define quality. Compare all closed-won and closed-lost prospects, and track the patterns from opening to closing a deal.

Use these patterns to develop a framework for your sales representatives to determine the quality of an opportunity when it hits the pipeline.

Once you have defined the characteristics of good-quality prospects, it is vital to develop guidelines for how the leads should be dealt with. These guidelines should be incorporated into the daily routine of the sales reps, which will help solidify the sales process as well as aid in monitoring and analyzing performance.

3. Execute and seize opportunities

 Now that you have resolved the challenges of pipeline inflow and visibility, you should start seeing a boost in sales when your sales reps are able to seize opportunities and execute them well.

They should know how to prioritize opportunities, and likewise, make opportunities often and early. Better execution on the pipeline will not only help improve overall productivity but will also give you more free time to focus on what you are best at.

Tips to optimize your sales pipeline

Once you have successfully set up your sales pipeline, it is important to optimize it and clean it often to ensure improved opportunity inflow, better pipeline visibility, and smart execution for higher closed-won deals. Here are some valuable tips for you:

• Make sure your entire sales team has a clear understanding of your pipeline stages
• Set reminders for regular and timely follow-ups
• Communicate your expectations and actions for all stages
• Automate tasks to streamline and save time
• Perform regular sales pipeline reviews

No matter what are you are selling, having a sales pipeline can help increase your revenue. A well-designed sales funnel can help boost customer engagement and maximize profitability.

The post Ultimate Guide To Effectively Creating And Managing A Sales Pipeline appeared first on Done For You.

Are you searching for a done-for-you sales funnel for your online business? Are you wondering why you need a DFY sales funnel and why you should choose it over a do-it-yourself funnel? This article explains the advantages of done-for-you sales funnels and will help you decide whether it is the best choice for your business.

A sales funnel (or many) on your website can help you convert web traffic and visitors into customers. Random website visitors can make a buying decision because of your influence and consistent engagement with them through a sales funnel.

Influencing a purchase decision throughout the buyer's journey involves multiple-level conversations with visitors. A sales funnel offers precisely that; it is step-by-step guidance to turn visitors into customers.

A DFY sales funnel begins with creating curiosity among the visitors about a problem and a possible solution that your product or service can offer.

Once curiosity is generated, your sales funnel will take your leads to the next stage. It will offer more information and detail on how your product or service can solve the potential customer's problem.

This leads to a call to action, where the leads who have become warm prospects are finally invited to buy your offering.
This entire process happens through pages and elements on your website, with the assistance of third-party services, like autoresponders or, otherwise called, email marketing platforms.

Setting up a sales funnel and keeping it live and updated requires a good deal of planning and domain expertise that businesses often do not have and shouldn't have because this is not their core product.

Here comes the picture: pre-made or done-for-you sales funnels.

As the name suggests, a done-for-you funnel is a turnkey solution delivered live and working on your website or blog. A DFY funnel can also be a template you can use to build your funnel - but that may require some marketing or technical expertise.

As businesses and busy executives do not have the knowledge or time to set up funnels and keep them active and optimized, the work is often outsourced to a DFY sales funnel agency.

Here below are the top reasons why you should consider using a done-for-you funnel instead of building one yourself:

Lack of time and expertise

Most businesses often do not have people for advanced technical tasks unless it is their crucial business area. Also, marketers and those responsible for driving sales and growth often lack the technical knowledge to build an online sales funnel.
What's more, IT staff wouldn't be expected to understand how funnels work or what can make them produce better results. Since copywriting and the step-by-step funnel process are the pillars of a good sales funnel, your technical staff wouldn't be the right people to turn to.

It is not only website design that gives visitors a soothing, welcoming feel when they land on your pages. Compelling and engaging content is critical to the success of funnels. The concept is to turn a random visitor into a qualified prospect and, eventually, a paying customer.

A funnel stays with the visitor throughout the buying process. That's why funnels you need to tackle design, development, copywriting, and comprehensive process planning.

A done-for-you funnel is a one-stop solution to all your needs that can convert your website from an excellent place of information about your company or brand into a robust system that generates leads, sees a conversion point, and closes the sale.

Done For You Sales Funnels are tested and optimized.

Unlike when it is done in-house, done-for-you funnels undergo rigorous tests during their development to produce optimum results. They are created by experts who understand the nuances and technicalities of the business. They know the common pitfalls in setting up a funnel and how to tackle them, while the same task can be too much for your IT department.

It is not about setting up a funnel; it is about a horn that does the job and does it repeatedly with a greater degree of success. One of the critical tasks of the website is to generate leads and help the visitors decide to purchase. This task cannot be completed if the website lacks a sales funnel geared up to convert visitors into customers.

Outsourcing helps

Setting up a funnel is part of the website designing process where necessary care is taken to provide all relevant information to the visitors that can help them make a buying decision about the product or services on offer. Since this involves a process in which many people work together and create necessary IT processes to promote the company's sales offerings, it needs its ecosystem to work efficiently and productively.

So, outsourcing the funnel to a service provider can be a good option for companies and their promoters to optimize the gains from it.

Imitate successful funnels

Professional agencies that prepare DFY sales funnels conduct required research to determine what is in trend and what other competitors are doing. They can identify the best and winning features on the competitors' funnels, improvise, and implement them on your funnel to make it trendy and practical.

Keeping a close watch on what the competitors are doing concerning their funnel may not be possible for a company, but this is not much of a task for a service provider, which develops hundreds of such horns yearly and maintains them daily. However, taking professional help or opting for a a done-for-you funnel can turn the tide in your favor.

You may or may not know how much keeping an eye on your competitors helps you improve your systems and processes. But the service provider who creates a done-for-you funnel for you has a reason to make it better than your competitors. So, allow your service provider to give you. Let analysis of your competitors' funnels help you make appropriate decisions about where and how you want your funnel to differ from your competitors.

DFY funnels can be unique

Done-for-you funnels come in various designs and templates that ensure your funnel never looks outdated or the same as your competitor's. Done For You sales funnels don't have to look ordinary. DFY funnels are designed and developed by experts who take care of every detail to make their products superior and unique. If a DFY funnel template is what you're buying, you will have the liberty to choose themes, color combinations, and features you wish to implement. You can duplicate the templates and design as many funnels as you need.

What is essential to keep in mind is that funnels work through a series of conversations conducted through content. So, it is the content that makes your DFY funnels unique. Can you trust the yIf funnel provider to create such content? If they are not content creation experts, they may know people who can undertake such tasks on your behalf.

However, content is an area that would always require serious attention because you know the product and the brand in its complete personality. With your content and your service provider's technical expertise in setting up a funnel, you can create a unique funnel that wins customers effortlessly.

Tailor-made to your needs

Done-for-you funnels are designed to meet your needs and serve the primary purpose of converting ordinary visitors to the website or blog into customers. The funnel stays with the visitors through the entire process until they arrive at a purchase decision, giving appropriate answers and explanations to their queries and making it easy for them to make an informed decision. So, DFY funnels are the best option to drive sales and revenue and make your site succeed.

DFYnels are tailor-made and take care of your needs most efficiently. Even if your agency uses a template, they will completely adjust it to serve your leads' unique path to becoming customers. It will be adjusted to your needs and incorporate any extra steps that help your prospects convert into customers.

Different businesses have different needs; Done For You sales funnels are made for any business, ranging from large e-commerce stores to solopreneur websites.

Make sure your agency understands the critical points where attention, interest, and desire are triggered for your business leads. Then, the agency will ensure that the sales funnel enhances those trigger points and entices web visitors to take the appropriate next step.

DFY sales funnels are built faster

Time is money, and since DFY funnels are developed by experts who have repeatedly completed similar projects, you can expect a fast turnaround time. It is in your interest to finish the DFY sales funnel project quickly so it can start delivering the results instantly.

If the same work is done in-house by the company, the process can take longer due to the lack of domain expertise and competence.
So, engaging a service provider and getting a DFY funnel designed and built makes more sense.

Of course, you need to brief the service provider about the products and services being offered, the key features, pricing, target market, etc., so that they have a complete picture of your offerings and can design a more presentable form of a funnel that wins the visitors hands down. You will transfer your offline experience to the agency, and they will re-create that to facilitate online sales.

Done For You Sales Funnels & Services Can Include Maintenance And Support

Setting up a high-conversion funnel is one thing; maintaining it is another. Although building your one-off project, it is highly recommended that you keep track of what's happening and optimize elements contributing to a higher conversion rate.

So, as the funnel goes live, you should start tracking results. For example, the number of visitors, bounce rate, conversion rate per stage, autoresponder open and click-through rates, and more. Then, ideally, you should optimize to improve those KPIs. To do this, you use a combination of intuition and split testing. The agency you'd be working with should have the experience and split testing tools to improve your funnel continuously.

Although a DFY sales funnel works for you even when you sleep, it is recommended that you analyze and optimize it to make the most out of your investment and ad spend. Also, as with all things online, tech-based elements of your funnel might break, so you need to ensure that someone keeps an eye on your funnel pages. You wouldn't want to send paid traffic to a 404-error page, would you?

Sales funnel ownership rests with your business.

Once you purchase a DFY sales funnel, it is yours. The agency will set up the horn on your domain, give you passwords and access details, and show you how the funnel works. Then, the ownership of the sales funnel rests with your business.

You can modify it as you wish, although, as we explained earlier, it is recommended that you have an expert manage the funnel so that you don't break something.

Conclusion

We hope this article gives you a complete picture of DFY sales funnels. Funnels are an essential aspect of building and growing a successful online business. After all, why have a website or a blog if it doesn't create curiosity among the visitors and convert them into customers? A website shouldn't just be used to display your products or services but to promote and sell them.

Websites and blogs are excellent mediums to provide information about your products and services. However, if your website's goal is only to provide information, you leave a lot of money on the table.

A website should be built to operate as a complete Done For You sales funnel, meaning that all pages should contribute to converting visitors into customers. This might happen instantly or within a defined period. Once a done-for-you sales funnel goes live, your website is transformed into a marketing and selling tool, precisely as it should be.

If you already have a website, then a DFY sales funnel is a vital addition to it, and it can help you instantly increase overall sales and revenue.

The post Unleash the Power of Done-For-You Sales Funnels: Discover the Hidden Secrets to Automated Sales and Revenue Growth appeared first on Done For You.

While that sounds very enticing, most of the time getting results can be intimidating. That is the reason why a number of entrepreneurs get stuck in and, in a way, refuse to grow. They seem to occupy their time with routine tasks, like endless paperwork, instead of focusing on activities that will increase their revenue, like market research, competitor observation, acquisition of new accounts, and streamlining of their offering to meet customer needs.

Although your one mission as a business owner is to constantly grow a profitable venture, you may be struggling to find motivation to keep you going through the hardest of times.

But how does that work?

To avoid the struggle of having to go through all that hard work, we find excuses as to why is it that we’re unable to grow a successful business on our own. Even in the light of the most appealing ideas, you will always have to battle the voice deep in your head constantly reminding you all the reasons why you can’t achieve your dream.

Avoid these excuses to grow your business

To help you deal with those unreasonable excuses, here’s a list of typical thought patterns that have prevented you from growing your business. In this article, you will also find recommended ways to move your business from stuck to growing again.

1. The “I’m bad with numbers” excuse

The times when you had to be mathematically savvy to manage a business have passed. Spreadsheets, invoice tools, account management tools will enable you to handle any business issue that requires you to use numbers.

Use a project tracking solution and billing tool to help you create recurring and auto-bill invoices, collect partial payments with just a few mouse clicks.

Work closely with an accountant to make sure you comply with laws and maintain your peace of mind.

2. The “nobody appreciates my silly ideas” excuse

Every startup company, digital or not, needs to have a strong social media following. Prove the world that your solutions and offerings ideas are worth their attention, get real Instagram followers, likes and engagement on all your posts about your services & products or brand.

You should be customer-focused and design a product that truly solves a pressing problem. You shouldn’t just create a solution in your mind; go out there and test it out by offering it to real people. Get their feedback and improve your product or service to a point that your customers will desire to use it.

3. The “I’m bad with words” excuse

Growing a business requires lots of good content. Writing is tough, no question there, but it definitely doesn’t have to be an excuse for your keeping away from crafting the future in business. If you need to produce sales or marketing material, there are tools, like Grammarly, that will help you find the right words to articulate your thoughts. It will help you keep your grammar correct and your paragraphs neat and tidy.

You may also want to consider hiring a content writer for blog posts and long-form content, like ebooks, or a copywriter for marketing collateral and sales copy.

4. The “I’m a fraud” excuse

Your success belongs to you; don’t let the so-called imposter syndrome make you feel like a fraud.
Imposter syndrome is a fascinating psychological phenomenon where people feel like they are not worthy of their accomplishments. Internally they feel like they don’t deserve success – they feel like a fraud, and they worry that one day somebody will find out that they are not good enough.

Entrepreneurs are among the largest groups of people to struggle with feelings of worth, self-esteem, and achievement.

To eliminate your imposter syndrome, you first need to recognize the signs. Then you need to remind yourself of your successes. Sometimes we forget that we deserve success and everything we have. If you know that you have imposter syndrome tendencies, start a journal to gather success reminders.

5. The “I can’t lose family time” excuse

You might be thinking, I have a family to focus on. A lot of people will use family time as an excuse to stick with a restrictive nine-to-five job that they despise. There is no given rule stating that you must quit quality time with your family if you want to become a successful entrepreneur.

The key is time management – if you manage to focus on essential business tasks that move your company forward, and keep in mind that quality time with your family is more important than long hours spent in front of the TV, then you’ll be able to both grow a successful business and be close to your spouse and kids. For example, you can wake up early and work on your business and save time in the evening and on weekends to spend with your family. Put the kids to bed at night and take care of some minor business issues for a few hours.

6. The “I lack marketing skills” excuse

Educating yourself is a major part of being an entrepreneur. Nobody knows how to be a founder before they start. And nobody knows how to grow their business with marketing before they realize they need to get the word out there.

If you want to grow your business and let go of excuses, you will have to get rid of this thought pattern and get started somewhere. Start with the social network that you feel most comfortable with. Then, add more marketing channels to your strategy. When the time is right, hire a marketing expert or growth hacker to plan out an effective marketing strategy for your small business.

7. The “I hate selling” excuse

Some are born with an intrinsic desire and talent to sell. They do exist- and typically enjoy very successful careers in sales- but these people are few and far between.

And by the way, you can now ‘steal’ our step-by-step process for streamlining sales and converting more leads into customers. Click here to get instant access to our free 5-part video course that will help you craft winning sales funnels without any expertise.

Now, if you’re like most of us, sales pitches, cold calling, meetings, and presentations don’t rank anywhere near the top of your “fun things to do” list. In fact, the idea of a sales presentation may be something that causes you to panic and you want to avoid at all costs.

Why is that? Well, there are a few reasons why you might hate selling.

• Negative connotations: Selling is equal to lies and deception.
• Lack of confidence. I will never be good at selling my product.
• Fear of rejection. People will know I’m selling and they will say ‘no’.

The solution to these fears is to reframe your mindset.

The first key to conquering a fear of sales is changing your mindset. You must stop looking at the old concept of sales as a way to manipulate people start realizing that selling actually helps people find and acquire the solution they need.

By reframing your mindset and getting more comfortable with the idea that your business isn’t to trick the customer into making a purchase decision, you’re liberated to focus on the real value you can provide to meet the customers’ needs.

8. The “I’m not innovative or creative enough” excuse

In the world of the internet and constant innovation, we are all worried that our ideas won’t be unique and interesting enough. However, you don’t really need to be a creative genius to grow a successful business. Certainly, you need to have an eye for aesthetics, and you can cultivate that by attending free or affordable online courses on Udemy.

Next, there are simple tools like Canva that allow you to create professional-looking designs for emails, blogs, and social media without being a designer.

And finally, you can hire a good designer to create your brand and add uniqueness to your marketing voice. Fiverr and Upwork are freelance marketplaces that offer what you need.

9. The “My product is just not good enough.” excuse

If a salesperson does not strongly believe in the worth of the product they are selling then it goes without saying that the sales process cannot be successful. Naturally, there’s the concept that a good salesperson can sell anything, however, we don’t think that success can last for long. If you can’t guarantee the quality of what you are selling, then how can you earn the trust of a prospect and convince them that you hold the solution to their problem?

Customers cannot be deceived really. They will instantly detect a salesperson who doesn’t genuinely believe in their product. What’s more, salespeople who can vouch for a product, require much less motivation to sell it because they are more enthusiastic about it. They are far less likely to find excuses and will do their best to offer their solution to as many customers as possible.

That was the belief of Zig Ziglar, who stated,

If you believe your product or service can fulfill a true need, it’s your moral obligation to sell it.

So, if you find yourself doubting about your product offering, then you most likely need to improve the product that you sell or change your business completely. But before you drop your product and look for something else to sell, make sure you don’t do it just because of a fear of selling.

The post How To Finally Get Rid Of Excuses And Grow Your Business appeared first on Done For You.

Launching a tech business in this century is a huge perk. You have a wealth of information at your disposal, and publicly available case studies from successful tech entrepreneurs who came right before you. You have the chance to learn from their success– and their mistakes. As you build your startup company, keep the following success tips top of mind to make sure that you are always taking a step toward the goal of building a successful and profitable tech business.

1. Success takes time

The dream of overnight success is just a dream. You always hear about successful entrepreneurs that seem like an overnight success but they’re not. If you’re planning to wake up and be the CEO of the next Google overnight, you will be let down. Remember that it takes time to build anything important.

With commitment, perseverance, and a fantastic idea, your tech company will be successful. But it’s going to take some time, and you’ll need to be patient on those days when you wish you could be the king of startups.

2. Don’t be afraid to fail

If you’re wondering why being afraid of failure is one of the most popular feelings among startup founders, then you may need to take a moment to read up on the adventures of some of the world’s most successful tech company leaders. Household names like Gates and Jobs had their failures, and so will every new founder, including you. True innovation is inconceivable without failure. You won’t enjoy massive success unless you take risks and obviously fail at some point.

Now, that doesn’t imply that you should become reckless. But taking calculated risks and attempting new things with the possibility of failure hanging over your head is essential. Embrace your failures, look at them as leadership training opportunities and learn from them to build a better business.

3. Education and mentorship can help

As an entrepreneur and startup founder, you have to become a Jack-of-all-trades. While you can’t gain all the skills you’ll need to run a fully-fledged tech business on your own, getting some formal education in areas like marketing, sales, bookkeeping, and business analytics will help. Going back to school is an investment, but you could always opt in for online classes or take continuing education courses to improve the tech or business skills that you need.

Having a mentor who has already been there can also help. They can be a helping hand when you feel like you’re facing a dead end. You can also learn from their way of thinking, e.g. where to focus when you’re just starting out.

4. Delegate and outsource

What about those skills you can’t or don’t want to learn or just don’t have the knack for? Hire someone to do the job! Fill in the gaps of your own expertise with a skilled member of your team or freelancer who has experience and knows how to get the job done. Consider outsourcing functions like online marketing and sales funnel development to agencies that know what they need to do.

Do you have a team already? Then delegate! You have to learn to delegate, you can’t do everything yourself. Entrepreneurs often think that only they are able to do things right and want to lead everything. In the end, this can be a disaster. As a tech company expands and grows, finding specialists for different areas is essential. Lean on people you trust and that you can eventually train to be better than you in a specific area and give them the power to carry out tasks.

5. Reach out to your potential market fast

Technologies that directly generate ROI are your best bet. While you will be tempted to create a product that you love without thinking if there’s demand for it, you should test your product-market fit first. Create a minimum viable product and go out there to find out if people are buying it. Then you may need to realign your product to match those needs.

For example, while a lot of tech companies could succeed by offering solutions that drive savings, prospective clients get more excited by solutions that make them more money.

6. Don’t be afraid to network

A tech company will never become profitable if nobody knows about it. Leverage the power of connections and relationships through business networking to make sure that as many people as possible know about you and your business. Working with other like-minded individuals can help you get new ideas, motivate you to take action, and allow you to develop important connections that will help grow your tech startup. So dust off your suit and start going to meetups and other gatherings or events for startups.

7. Believe in you

As a tech founder, you are asking people who don’t know you to trust you and your product. Before that happens, you have to believe in yourself. Use the tips in this post to increase your chances for success, and believe that you already have what it takes to grow a successful business.

Lose your fear of failure. Challenge yourself, explore your limits, get out of your comfort zone and finally dare to do things that you always wanted to do. Go off the beaten path, if you feel that that’s what it takes to innovate and succeed. Always remember that each and every successful entrepreneur made many mistakes and eventually learned from them, and that fact made those entrepreneurs better leader and more successful tech business owners.

The post 7 Success Tips For Tech Entrepreneurs appeared first on Done For You.

Most agencies lack enough resources to remain competitive. The usual culprits are lack of enough cash or people, or lack of a growth strategy. Or maybe you lack other resources needed to deliver exemplary work for clients so that you keep them delighted and make them come back for more.

It’s a problem for every business, not just agencies. However, you can still provide high-quality services, even without as many people, cash, or other resources as you think you might need.

How you ask? How do you deliver excellent client project and keep your agency ahead of the competition?

Letting software, systems, and workflows — along with a few select smart people who work for your agency — take up the bulk of the work leaving you to focus on real engagement with your customers.

Using specific systems, processes, and technology you can make your service workflow a lot more efficient, semi-automated (or maybe even automated), and spend all the time you free up by engaging directly with customers instead of digging your head into the sand just to deliver services.

Here’s how you can provide at least services (delivered as standalone services or in combination with other services or maybe just as value-added services, for no extra cost) depending on your strategic direction:

Websites are irrelevant. Build sales machines instead.

There are several thousands of agencies and freelancers that provide website design services.

But as marketers, we know this: No one really cares about a website, at least not as much as “designers” and “developers” tend to think.

All that importance attributed to a website is ridiculous.

Don’t mistake us, you do need websites for:

• To help your business maintain a branded presence on the web.
• Providing an easy way for your potential visitors to find you (it helps if you are visible on search with adequate search optimization and on social).
• Help them find their way around your website to find the information they need or to learn more about your products and services. (It helps if your website is designed well and loads fast for a better experience)
• A way for your potential customers to interact with your business, reach out to you with questions, ask for help, sign up as a lead, or to buy your products and services.

That’s all what a website does.

As a business, you do need all that. But even more importantly, you need leads and sales. Instead of focusing on “websites” alone, focus on delivering what really matters to your clients:

• Various ways to get traffic to websites (organic marketing and paid advertising).
• Generate leads from the visiting pool of customers (opt-in forms, slide-ins, welcome mats, contact forms, chatbots, etc.).
• Collect leads to a central system such as a CRM or an email marketing system and then help clients nurture leads at the top of the funnel to help make sales (at the bottom of the funnel).

Stop creating websites and letting clients figure things out for themselves. Find a way to connect the dots and deliver complete result-driven services instead.

No one wants a website that just exists; your clients really need lead generating sales machines.

Analytics is underrated. Provide insights.

Do you know where analytics stands in the order of importance for most agencies, freelancers, and even clients (businesses of all kinds, bloggers, and anyone with a website)?

Nowhere.

Most people think that analytics is something where we should connect Google Analytics or other Analytics tools with our website and see how many visitors the website(s) get. Or maybe we go as far as just connecting websites to analytics software and leave it at that.

Big mistake.

One of the major gifts of digital marketing is the fact that you can use analytics to stay on top of your numbers, analyze your traffic sources, determine which of those traffic sources get you maximum ROI, and weed out digital marketing channels that aren’t working for you.

Paying close attention to analytics helps you identify money-making opportunities, content that works for you (and content that doesn’t), and so much more.

If you aren’t giving analytics the importance it deserves as an agency (while knowing all about it), you can only imagine the state of your client who never even connected his or her website to an analytics suite in the first place.

Providing regular analytics reports to your clients, based off of the work you do for them goes a long way to show them how your digital marketing efforts are contributing to their business bottom line.

Play the end-to-end game

Most agencies pick one thing they are good at and focus on it. So, you have SEO agencies, pay per click agencies (Google Ads or Facebook ads), social media agencies, and agencies that only specialize in email marketing. Then, there are agencies that create sales funnels or only landing pages.

In each of these cases, clients are only getting value for a part of the complex equation that digital marketing really is.

Say your potential clients figure out that you are known for doing Facebook ads well. So, they hire you. We know that you’ll happily take up the project and work for those to make their Facebook ad campaigns work.

In reality, there’s no guarantee that Facebook ads will work for that client or maybe the CPC (cost per click) of their campaigns is rising through the roof. Then what? Clients withdraw their campaigns and you are out looking for your next clients.

If you play the end-to-end digital marketing game, things would be different. For example, if Facebook ads aren’t working for your clients, you could try Google Ads, Quora Ads, Twitter Ads, or LinkedIn ads. If pay per click — as in online advertising — isn’t working for the client, you’d suggest the organic marketing approach.

Why? Because clients need that kind of help and you can deliver those as an agency.

Deliver complete services

Let’s say, for whatever reason, that you don’t want to play the “get everything under one roof” game. If you don’t choose to take the “end-to-end agency” route, that’s alright too. It’s just a matter of strategic positioning.

If and when you choose to focus on providing a single service and be really good at it, you can’t hope to deliver half of what the clients need.

So, designers “design” websites but they don’t add copy or content to websites. Clients have to hire copywriters for that.

There are agencies that specialize in Google ads and Facebook ads but they don’t create landing pages or sales funnels for their clients. This way, it’s not a complete, result-oriented service that these agencies deliver.

Then, there are agencies that claim that they do “SEO” — but leave out critical aspects of SEO such as blogging regularly, content curation, repurposing content, link building efforts with guest posting, or creating awesome content that naturally gets links from other websites.

All that SEO agencies do is fire up a Keyword research tool, do some keyword research, sprinkle keywords on web pages, and call it a day.

The agency business is hard already. You can’t hope to survive as an agency delivering basic work.

If you need help with creating an agency competitive advantage, we provide complete agency solutions to  streamline your operations, get and keep happy clients and deliver outstanding work.

The post How To Recession Proof Your Marketing Agency appeared first on Done For You.

Prospects, leads and clients are the driving force of a sales organization. They are the soul of a typical sales team. Getting a lead is the first essential step of a long journey to convert a prospect into a client. For most businesses, it is a daunting task to add more and more clients to the database. Hence, it is important for organizations to have an excellent sales team to follow up on leads.

Image Credit: Grapevinegroup.co.za

Sales representatives take the lead and work on conversions. However, it all depends on their approach and having enough control over the methods. As a team, to determine prospects, it is crucial to work synergistically and be aware of the facts and quick points of contact. However, nearly 57% of B2B prospects and customers feel that their sales teams are not prepared for the very first meeting, according to IDG source.

Therefore, if you are waiting for a perfect sales plan, there is not any one single plan to follow. As Roman Lozinski said, “There is no perfect sales pan. There are only actions that bring you results.”

The B2B sales segment has an added layer of complexity in the form of the lead follow-up process. Here, you are not selling to a person; it is an organization or business with whom you are dealing. The same organization has its own processes, hierarchies and approval techniques.

Following such a complicated process is time-consuming and prone to errors. Those errors can further lead to additional complexities, such as missed opportunities, failing to meet sales quotas and anxious prospects.

How can DoneForYou help?

DoneForYou delivers incredible software and tools to make your life easier. To avoid making B2B blunders, use an autoresponder like Scriptly, where it is possible to create proven email autoresponder sequences within a few seconds. Simply create an account, choose the type of autoresponder sequence you want to create, fill in a questionnaire about the promotion and…start.

It is the most effective way to communicate with your customers and prospects, though it may take some time to compose emails commanding attention.

Scriptly can solve this problem easily by combining a compelling subject line, an engaging email body, and a persuasive call-to-action to get you a click. It generates a sequence of emails to copy and paste in the autoresponder for your promotion.

Now, getting back to the major mistakes that could ruin your B2B lead follow-up, let us get started:

Mistake 1: Not following up quickly and timely

We are living in an age of instant coffee, cabs, and services. The thumb rule is “instant follow-up.” That means within 5 minutes of receiving an email, you must respond.

These quick follow-up skills are rewarding, for sure.

People who get in touch with the lead first make more than half of all sales.

However, this 5 minutes timeframe may or may not be realistic in all cases. For instance, if you are dealing with offshore clients in different time zones, how are you supposed to respond in the middle of the night? On the other hand, if you are in the middle of a meeting or a call, how can you maintain the 5 minutes rule?

Though numbers do not lie, you have to find a backup.

Scriptly is the backup we want to introduce. Scriptly or similar marketing automation software sends personalized and automated emails to your leads as soon as they reach  your inbox. The emails should include information on the next course of action (CTA). The CTA could be for them to either contact with you or purchase the product.

Mistake 2: Communication lacking personalization

The more personalized your communication, the more likely it is to get a response.

Studies from 2013 show that personalized emails have more chances of getting clicks. Ask yourself how to send follow-up emails and personalize them. Customizing emails make people feel that you value them and their opinions instead of just sending another automated email checking off your today to-do list.

Emails are the best and most convincing way to follow-up. Having said that, you can personalize emails by merging tags within the mail merges or follow-up emails. You can also use merge tag variables to change a small part of the email for respective prospects, leads and customers.

A simple tactic is to use the prospect’s first name to create a friendly follow-up email and optimize the email subject. People generally respond to their name actively as it stimulates a certain part of the brain uniquely.

Mistake 3: Purposeless calls

Before calling a prospect or drafting an email, you should be very clear about why you are doing so.

A salesperson cannot just call a prospect or a lead to check in. So, what exactly is the purpose of the call? When you are following up with a lead, you have to cite a reason for the call which, after all, is taking up some time from his/her busy schedule.

So, how would you fix this?

It is simple! You can convey the reason for your call and open your pitch saying, “The reason I called you today is…”

To be more specific and deliver substance, you must take detailed notes. You can also use a CRM to store your notes so that your sales and marketing team can refer back when necessary.

Make sure you cite references of previous conversions and mention pertinent details to help the prospect remember the last call.

Mistake 4: Failing to focus on the business

If you are handling a smaller business, you can achieve your goal by locating one person who supports the deal. However, if you are dealing with a large organization, you have to build a good rapport with multiple people at different levels of thehierarchy. You must also understand how decisions are made at different levels. However, trying to create a cordial personal business relationship with every individual involved in a large team within a short span of time is next to impossible.

Here, you must shift your focus on the overall requirement of the company. You have to convince that one person how the deal is going to be profitable not just for the work environment, but also for the team players.

When you are pitching to bigger businesses, you must focus on the after-sale services of your company. There are hundreds of companies selling similar products in the market, but if your team can help a customer navigate through tricky marketing tactics, it would take you a long way in selling products and delivering services.

Mistake 5: Not following up enough

Statistics reveal that if you call one prospect three times, there is an 81% chance of contacting them. Calling the same prospect six times increases chances up to 93%. Therefore, you have to aim to call your prospects and leads enough times to get in touch with them without annoying them.

To do this, you need a scheduling tool such as Timeslots. It helps you create a schedule and follow it.

Now, schedules differ based on the location of ads, types of products you are selling and many more factors. To create a proper schedule that works, revise your sales data and find out what is already working for your business and team members. Data shows how many touches can get you a response from your prospect, what works best for communication and much more.

Based on your data, create a schedule to follow up on your leads and be realistic in your approach. Invest in marketing automation software, which you can use to ensure that you are mailing your prospects regularly.

Mistake 6: You are not using a preferred channel of communication

Your prospects and leads may have a preferred channel of communication, which you have not identified. Mere emails and phone calls are the safest sales efforts. However, time is changing and more practical and accessible ways of communication are here. For instance, discussion boards, social media, blogs and forums are some of the most promising channels.

Of course, you cannot be on every channel, so you have to learn to pick the ones most suited to your needs. You have to take optimum advantage of those leads that your prospects recommend. It could be a social site or even a method of text messaging.

Mistake 7: Not saying goodbye to your not-so-beneficial prospects

Some prospects and leads may not work at a certain point in time. If you have followed up a number of times but the result was not promising, it is time to say goodbye and move on.

You may feel that giving up is a bad idea, but it is not. Only when you give up wrong choices can you make space for the right ones. Therefore, if you have not heard from a prospect for a long time, despite several attempts, you should say goodbye. You can type a formal email citing the closure of your request and dropping a hint that they can contact you whenever needed.

Final word

Improving the lead follow-up process is complicated. However, if you are equipped with the right B2B tools and software, you can make it big. Start investing in one tool at a time, evaluating your performance, and creating your own schedule. In the long run, the chances of success with your leads shall increase exponentially.

The post 7 Mistakes That Can Ruin Your B2B Lead Follow-Up appeared first on Done For You.

The problem is that not every market knows how to use the power of email marketing to good effect. Most simply think of email as a means of communication. In reality, it is the most powerful marketing source that can help your business in generating a huge amount of revenue.

If you are someone looking to leverage the power of email marketing, then we have got plenty of advice for you. Let us begin with that advice step by step.

But before that, let us have a look at a few more statistics.

Want to learn the art of reengagement using email marketing? If yes, then check this out.

You might be shocked to know that most sales emails have a merely a 1% response rate.

In order to get this number to climb, you need to follow these tips.

The structure

Every sales email is divided into three parts:

• The opening
• The body
• The closing

In order to create a successful sales email, it is important to get the right balance among these three. The opening consists of the subject line, which is the most important factor that contributes to the success of your email. In the body, you must present all the information needed to not just entice the customer but also to make him or her aware of the benefits that your business can bring. Lastly, the closing part of the email which must compel the user to take some action!

The right balance among these three could mean that you now have everything in place for a successful email marketing campaign.

The content of sales emails

It’s all in the content. The success of your email marketing campaign depends entirely on the content that you are feeding the customers. Even if you are writing a sales email, it must not sound like one.

Today’s smart customer is aware of the internet and he is simply not convinced by a robotic sounding sales email. He looks for something more personal and less-robotic.

This is the reason that you need to write the content of your email targeting the human side of the customer. Don’t think of yourself as a business owner; think of yourself as a facilitator who is here to solve a problem for the customer.

This will help you choose the right words when writing the email content.

Errors – a big no!

One of the biggest turn-offs in an email marketing campaign are errors, be it grammatical, typos or structural ones.

When you are drafting email content, you must get your grammar, facts, and logic right. You cannot just write anything and expect the user to be attracted. A small mistake, in this regard, could cost your business a lot in terms of loyalty, faithfulness, and seriousness of your customer.

If you don’t want that to happen, then the best idea is to proofread the email copy as many times as possible or get the experts to analyze it and only then send it out to the market.

Leverage the power of social proofs

Another smart way to incorporate your business success into your sales email campaigns is to leverage your social media proofs. Wondering how?

Well, here’s how – use testimonials from your biggest customers in your email marketing. Share any message from a happy customer who has used your service or product and has words of praise to share. Things like these can go a long way to creating a chain of trust, which can prove to be the most positive thing that you can bring to your email marketing campaigns.

Remember, in today’s world it is all about social proofs. People really like what other people say. In fact, numbers show that close to 40% of the customers form an opinion about a business only after reading a review.

Looking at all this, there is no denying that using the positive words from your existing customers can eventually work towards enticing new customers.

The right use of power words

Last, but not the least, a thing that you can do in order to crack the code of successful email marketing is to know how to use what word, and at what place. In technical terms, this is called as word placement.

As someone who is trying to weave magic with words, it becomes imperative to know which power words to use in your email to attract more customers.

Here is a list of the top 500 power words that make an instant impact when used in headlines – https://coschedule.com/headline-power-words. Similarly, there are plenty of other lists available. So, you must know how to use them to good effect when drafting your sales email.

After all, sales emails are all about using the power of words to get your customer to take an action after reading the email. Without those power words, whatever you write is simply not going to make the cut.

So, are you ready?

That was all about tips and tricks to create a powerful email marketing campaign from which your business can benefit. With these simple words of wisdom, you can easily find your way to better traction and more success with your email marketing campaigns.

However, you will need to invest the right amount of time in order to figure out how to use these tricks to good effect.

Are you ready to invest that time in writing sales emails that attract more customers? If yes, then begin now and see how it turns out.

Check out this amazing free tool on how to run a successful email sequence campaign.

The post Do These Things In Your Sales Emails To Attract More Customers appeared first on Done For You.

Retailers, SaaS platforms, service providers and practically any type of business that does online marketing is gathering ideas and preparing to launch unique offers. So, it makes sense that you’ll be looking for Black Friday or Cyber Monday ideas to promote your products and services.

In the year 2017, Black Friday deals racked up $5.03 billion in online sales. Out of this, $2 billion in sales were from mobile devices alone according to Ingrid Lunden of Techcrunch .

Black Friday — and the subsequent set of days around it, including Cyber Monday 2018 — are huge for both retailers and consumers each year.

For retailers, Black Friday sets the pace for the rest of the holiday season in November and December. It’s also a great time for online retailers to rack up their holiday says and make the most of this season.

Needless to say, it’s the time of the year when consumers just don’t stop buying. As a business — Black Friday followed up by Thanksgiving, Christmas, and New Year promotions — are incredible opportunities to make sales.

Use the holiday season and your Black Friday promotions to boost your brand image, generate leads, make sales, and more.

Here are some Black Friday Promotion Ideas for 2018 (with examples):

Make a Splash on Social Media

If you’ve never really used Social Media as much as you’d like (or if you just a wee bit shy), Black Friday (and the rest of the days in the holiday season) are amazing opportunities to step into the holiday frenzy and do your bit. Here are a few things you could do with social media.

• Black Friday and the following holiday season is a great time to launch contests, sweepstakes, or giveaways. Shown above is an example of a giveaway by Gopher Wood Guitars
• Create a short talking head video (shoot it with your smartphone) wishing everyone well for the holidays and share it on your social media channels. If you have a team, you can have your team members shoot short videos too (more videos, more impact).
• Pull back the curtain and shoot videos (or take photos) to let the world know what you’ve been working on during the holidays: Workplace all decked up? The nitty-gritty of how you’ve been planning your holiday campaigns?
• Create a buzz on social media building up the tempo for a special gift you’ve created for your existing (and potential) audience on Social Media.

Make your social media accounts sparkle with the spirit of the holiday season. Let the world know that you are happy, kicking, and rolling. Just the positivity alone is enough to give you some traction you didn’t have before.

Tweak Your Existing Assets, Ads, & Landing Pages

Marketing online is all about relevance. If it’s a Black Friday promotion you are running, it helps if your ads and landing pages specifically state that it’s a Black Friday deal.

You might also want to tweak your assets, ads, landing pages, and brand assets (like your logo) to reflect the holiday season.

Just by taking time to let your ads and landing pages be a little more colorful and in line with the spirit of the occasion, you’ll see spectacular results without really overhauling your entire marketing process (including ads, landing pages, and sales funnels).

See what Canva does during Christmas:

Similarly, you can tweak your ads and landing pages during the duration of your Black Friday campaigns, just to spice it all up.

See what Snapfish  — a digital photo printing service — does for its Black Friday campaigns:

Team Up For Double Impact

Already thought of the specific deals for Black Friday? Instead of just relying on your own network, potential reach, or your paid campaign muscle, you can think about teaming up with companies that serve the same audiences but don’t compete with you.

See what Career Contessa did for as a campaign by working with several other businesses to give its own audience a lot of value (worth $4000 in prizes).

New users looking to change their career (or start a new one) stand a chance to win various prizes that they can use to make a great impression — from Virgil leather tote bags to an Apple iPad.

Bundle Your Discounts

Black Friday season is all about “deals”, “discounts”, and “special access”. But then, everyone can give a discount. What’s more impactful is when you bundle discounts or when you tie up your discounts with a time-sensitive offer.

See what Vinitaly Wine Club does for its Black Friday campaigns: There are two discounts instead one.

New customers get 25% off on their Wine Club membership and another 30% discount on any of their 500+ wine collection. Also, there’s a countdown timer to make use of FOMO (Fear of Missing Out).

Give Away Gift Cards

Gift Cards are a smart way to increase brand loyalty, boost retention, and get some word of mouth, all at once. Black Friday promotions are almost incomplete without a campaign or two that involves gift cards.

Here’s what Eight Sleep does for its Black Friday campaigns. Instead of just giving a simple discount, they add a $100 Amazon gift card to sweeten the deal.

Gift cards help you add a punch to your existing campaigns. They also make for great offers for your campaigns. Don’t let the opportunity pass.

Pamper Your Email Subscribers

Your email subscribers are the most engaged (compared to anything else such as your social networks, for instance). Make the most of subscribers by sending them special broadcast emails. Send out an email sending out super deals exclusive only to your subscribers.

See what Incase does as a part of its ongoing Black Friday campaigns:

Need more inspiration for Black Friday Cyber Monday email marketing Campaigns? See these 8 awesome Campaigns You Can Steal This Holiday Season.

Looking for ways to make the best of Black Friday 2018, the holiday season, or your paid campaign strategy in general?

Get on a scheduled call with us and we’ll take it from there.

The post Impactful Black Friday Promotion Ideas For 2018 (& Inspiring Examples) appeared first on Done For You.

In this article we are going to discuss

• how you can improve cold email deliverability to reach your prospect’s inbox, and
• how to test your email campaigns before hitting the “send” button.

How you deliver these cold emails determines whether they are successful or otherwise. If you notice failure, for sure, you should take immediate action.

Tips for successful cold email deliverability

1. Your cold email is not SPAM!

Since the recipients of your emails have no idea about your existence, at times they might report those emails as spam. As a result, you will experience instant and radical change in your reputation. However, as time goes by, the same recipients will include your contact on their lists.

Also, you might get replies to your emails. Afterward, your reputation will increase in the quickest time possible. This is how you avoid getting reported as spam.

i) Prospects should unsubscribe easily

Giving links where prospects can unsubscribe can save your cold emails from being reported as spam. If such an incidence happens, take it easy. Never force them to re-feed their details. Just respect their decision instead.

ii) Personalize your email and target your prospects

Sending generic emails to thousands of emails without personalization or without a target is a horrible idea. Rather, include a few personalized details to show your interest in the recipient. Just carry ou online research about them to know what information to include in the emails.

Pay attention to those prospects who might be interested in whatever it is you are selling. Your follow-ups to emails should be friendly. Your time-frame should be flexible. Else sending lots of emails within a short duration could irritate your recipients.

iii) Avoid restricting your activities to cold emailing

If you fail to get feedback from your emails, perhaps the recipient has no interest – even if they do not report you as spam.

Alternatively, if you get feedback, then you will know your credibility is high. In the end, your reputation increases. The best way to use this credibility is to include other activities besides cold emailing. For instance, use email ids to email colleagues or friends. You never know, your reputation might go even higher.

2. Never allow internet/email service providers to flag you

For email service provider to identify your activity as suspicious, they look at factors like entire bounce rate and volume. Therefore, ensure you create a great reputation with these service providers. Here are some guidelines:

i) Start small

Instead of focusing on lots of emails, why don’t you focus on the feedback you get from those emails? You can begin by sending around 40 emails and increase your reputation as time goes by. The trick here is to keep sending a certain volume of emails daily.

This is opposed to sending hundreds of them once a week and none on other days. As you progress, you can increase that number after creating an email id.

ii) Be careful with automation software

Automation software, such as MixMax and Mailshake, can help you with cold emailing. However, you should adjust the settings in such a way that allows you to send emails in intervals and with a daily limit.

iii) Lower bounces

Service providers rate feedback in terms of bounces. Getting fewer bounces can boost your reputation, and vice versa. Therefore, avoid more bounces because they can affect your reputation, which is challenging to get out of it.

To avoid bounces ensure you verify, clean and freshen your cold email list. Use Findthatlead and Briteverify as services to validate those addresses.

iv) Send different templates

Sending similar emails over the same period sends a wrong signal. Instead, use personalized tags such as Company and First name. Luckily, most cold email and sales tools will help you set-up several A/B testing choices. As a result, you will be using different templates each time you send emails.

v) Watch your reputation

Return Path and Sender Score are some of the tools you can use to watch your reputation. You will know if your IP’s/domain reputation is rising or dropping within a given period. Dropping reputation means minimizing the volume of emails and concentrating on how you can enhance email deliverability.

3. Avoid spam filters

As technology advances, spam filters get highly complex. The best thing is to ensure the spam filters for your recipients do not flag your emails. And this is how you go about it.

Get the right email infrastructure

Some people send cold email using their Gmail accounts through software like MixMax, Mailshake or Klenty. In that case, they do not have to worry about spam filters. Otherwise, if using Rackspace or Sendgrid to create an SMTP server on a dedicated IP, then you should be careful.

First, you should include the right DKIM records and SPF records. Second, verify you own that domain. Complying with these two steps will win the trust of your recipients.

Are there other factors that affect cold email deliverability?

Yes, these are:

• Some recipients have advanced spam filters that track links and short URLs. The best thing to do is to do away with images and switch off email-open tracking.
• Attachments also affect the deliverability of your emails. Therefore, avoid attachments especially in your initial emails. If it is a must, you can upload the files to Dropbox/Google docs to send that link.
• Avoid salesy templates. Sending emails with many colors, lots of HTML, CAPS and exclamation points might make it appear as spam. Hence, your emails will be filtered easily.

How can you test your cold email?

Testing email campaigns before sending them is a bet practice that helps to improve inbox placement rate. There are several email testing tools you can use for that matter.

• Mail-tester is a tool that can help you out. This email deliverability tool will enable you to know how likely your emails will be delivered.
• MX toolbox is another online tool  for testing how spammy your email looks.
• Litmus is a premium email deliverability testing tool – it has a free trial.

The bottom line

As you can see, effective cold email deliverability goes down to spam. You should ensure your emails do not appear as spam by following these steps we have discussed.

Other ways you can avoid sending spam emails is to:

• Send well thought and written emails
• Carry out research and contact only those suitable for your product/service
• Simplify and respect prospects rights to unsubscribe
• Use an email deliverability testing tool before sending out a campaign

If you follow these steps, for sure, you will reap all the benefits of cold emailing.

PS.  We’d love to help dial in your marketing automation.  If you head on over to the Done For You Email Marketing page, you’ll get the chance to speak with us one on one about getting your email automation setup!

The post How To Improve Cold Email Deliverability appeared first on Done For You.

In the digital landscape, having a sales funnel is non-negotiable if you aim for online profitability. Think of a sales funnel as your automated guide that takes casual visitors—whether from social media or elsewhere—and transforms them into actionable leads and, eventually, paying customers.

The Sales Funnel Explained Through Food Preparation

Imagine a funnel used in your kitchen. It's wide at the top, making it easy to pour ingredients in. The contents accumulate at the narrow bottom as you pour, eventually funneling into the container below.

Similarly, your online sales funnel works to filter incoming leads through your established sales process. Strategically moving prospects further down this process culminates in the end goal: making a sale.

The Importance of Website Traffic in Your Sales Funnel

A sales funnel is excellent for converting social media traffic into valuable leads and sales. But let's face it, the horn is futile if you don't have traffic coming in, right?

Mastering Social Media for High-Quality Traffic

One of the most impactful ways to attract a steady stream of visitors is through social media platforms. Not only does this method help you garner engaged visitors who are more likely to become customers, but it also amplifies your social media footprint. This, in turn, positions you to attract even more leads into your sales funnel as time goes on.

Knowing how to drive traffic to your website using social media isn't just a one-off tactic. It’s a sustainable strategy that continually feeds prospects into your sales funnel, paving the way for long-term business success.

1) How to Drive Traffic to Your Website Using Social Media: Leverage Your Blog Content

Leveraging blog posts on your social media accounts is often the go-to strategy for directing a substantial amount of web traffic to your website and, by extension, your sales funnel.

The Limitations of Promoting Sales Pages on Social Media

Directly promoting your landing page or sales page on platforms like Facebook, Twitter, or Instagram usually won't cut it. These platforms are more about community and sharing valuable content for free; promotional material often underperforms.

Why Blog Posts are the Social Media Traffic Magnet

Instead, focus on sharing your blog content tailored to your target audience. You'll find that your social media followers are more likely to engage and click through to your website. Once there, you can guide them deeper into your sales funnel.

Email Capturing as a Key Strategy

To successfully navigate these prospects through your sales funnel, ensure you have a mechanism for capturing their emails. A free opt-in offer or lead magnet can work wonders here. Strategically place calls-to-action within your blog posts and said calls-to-action-up windows to maximize visitor engagement and minimize bounce rates.

Don't miss out on learning how to drive traffic to your website without blowing your ad budget. Click here to grab our free Funnel Factor report!

2) How to Drive Traffic to Your Website Using Social Media: Harness the Power of Facebook and LinkedIn Groups

Facebook and LinkedIn groups are excellent platforms to funnel targeted traffic to your website and sales funnel. These groups assemble individuals with similar interests, making it easier for you to engage with potential customers.

Starting Your Own Social Media Groups

Instead of just participating in existing groups, consider creating your own Facebook or LinkedIn group to amass an engaged audience. It's crucial to refrain from flooding the group with overly promotional or low-value content, as this will only alienate your members.

Focus on Providing Value

Aim to genuinely assist group members by sharing helpful tips, insightful advice, illustrative examples, and asking thought-provoking questions that guide them toward the solutions they seek.

Strategic Promotion within the Group

As your group gains traction and grows, so will the traffic to your sales funnel. At this point, you can judiciously introduce an offer or product that you genuinely believe will benefit your group members.

By following this approach, you're more likely to sustain a lively, valuable community that leads to increased website traffic and sales.

3) How to Drive Traffic to Your Website Using Social Media: Leverage the Power of Lead Magnets

Utilizing a lead magnet effectively drives top-of-funnel leads and directs more traffic to your sales funnel through social media platforms. Lead magnets work exceptionally well in generating interest and capturing emails, setting the stage for future interactions.

Create an Irresistible Lead Magnet

Start by crafting a free digital product—an ebook, an email course, a video series, or any other valuable resource—that your social media audience would find compelling. This digital product should offer significant value and address your audience's specific problem or need.

Promote Your Lead Magnet to Your Social Media Followers

Once your lead magnet is ready, actively promote it across your social media channels. You'll find that many of your followers will be eager to visit your opt-in page and provide their email addresses in exchange for this targeted, high-value freebie.

By implementing these steps, you'll amplify your social media presence and substantially increase the traffic funneled into your sales process.

4) How to Drive Traffic to Your Website Using Social Media: The Impact of Eye-Catching Images

Visual content is often the first thing users notice when scrolling through their social media feeds. Therefore, the images you post must capture attention immediately to ensure your other valuable content doesn't go unnoticed.

Choose Unique and Captivating Images

If your visuals fail to grab attention, even the most fantastic content won't get the visibility it deserves. Invest in high-quality, unique images that haven't been overused across the internet to mitigate this.

Leverage Stock Photo Websites for Affordable Options

There are plenty of stock photo websites where you can acquire stunning images for a nominal fee. If you have a substantial social media following, these eye-catching images can be a worthwhile investment to drive a surge of new visitors to your website.

By strategically utilizing compelling images, you'll significantly improve your chances of converting social media scrollers into engaged website visitors, driving more traffic to your sales funnel.

5) How to Drive Traffic to Your Website Using Social Media: Crafting Attention-Grabbing Headlines

When sharing content on platforms like Facebook and Twitter, the importance of compelling titles cannot be overstated. Your headlines should contain a concise phrase or two designed to seize your audience's attention and entice them to your sales funnel or article.

The Art of Creating Catchy Titles

Your headline is essentially the hook that pulls your audience in. Crafting the perfect headline is an art form that, when mastered, can significantly boost your click-through rates, funneling more traffic to your website.

For more insights on drafting irresistible headlines, check out our dedicated article. With the correct title, you'll be well on your way to driving more engaged traffic to your sales funnel using social media.

6) How to Drive Traffic to Your Website Using Social Media: Leveraging Social Snippets

So, what are social snippets, and how can they be utilized to ramp up traffic to your sales funnels? When you post a web link on social platforms, a mini-preview of your content—comprising the description, image, and title—automatically shows up. This preview is known as a social snippet and plays a critical role in enticing clicks to your sales funnel or website.

Mastering the Art of Social Snippets

Without well-optimized social snippets, your shared links risk going unnoticed amidst social media feeds' constant hustle and bustle. Ensure that your blog posts feature descriptive titles and meta tags to make your snippets as clickable as possible.

If you're using WordPress, SEO plugins like Yoast SEO can be a lifesaver, making it a breeze to customize these crucial elements. You'll also want to double-check that your blog posts include engaging images. Social media platforms will typically pull either the first image in your post or the featured image. Employing a plugin can also help you set a dedicated vision for your social snippets, fine-tuning how to drive traffic to your website using social media.

Need Help Generating Social Media Traffic?

Social media is arguably the most effective means of driving traffic to your sales funnel. Using the tips above to drive traffic using social media is your best bet for attracting top-of-funnel leads to your landing pages and blog posts, ultimately turning them into paying customers.

We can help you pull more targeted, high-quality visitors into your sales funnel to get an endless flow of high-conversion traffic to feed your sales process. See how!

The post Revealed: The Insider Secrets to Driving Unstoppable Traffic to Your Website with Social Media! appeared first on Done For You.

Profitable sales funnels are a real asset to your business. Once you have one (or more!) going, your sales funnels can continuously bring in sales, revenue, and profits without you having to lift a finger.

That’s the pipe dream at least. To get there, you’d need funnels that work really smart. There’s ongoing work just to keep those sales funnels working the way they should.

You need the right team, the right tools, and speed of execution.

Businesses — small and large — lose out on a lot just by doing various things that they shouldn’t be doing. In fact, chances are that you are killing the potential of your landing pages without even knowing it.

Here’s how:

Dependence on developers for landing pages

Your designers and developers are not marketers.

Good sales funnels demand skills from varied functions. You need decent design (see below), great copy, minimalistic approach, and the right technology (including tracking, analytics, and A/B testing) to power your sales funnels.

Plus, with all those campaigns waiting to be launched, you can’t afford to wait for months for your designers and developers to send in the completed funnels and landing pages.

None of that has anything to do with your IT department. They won’t be able to do it, they are expensive, and even if they did (while you don’t mind the cost), they won’t do justice to your sales funnels.

Fussing over design

Joshua Brewer once quoted:

“Socrates said, “Know thyself.” I say, “Know thy users.”

And guess what? They don’t think like you do.”

You can fuss all you want over the design aspect of your landing pages and funnels. You could spend millions (and we pray that you don’t, at least not yet) on design. Maybe you’d wait for a full year’s worth of back and forth with your designers, marketing team, and stakeholders.

All this fussing over designing, moving buttons and graphics a few millimeters here and there, worrying about background images, won’t bring you any results.

Good design can make serious money, there’s no denying that. However, given the task at hand and the inane urgency of a need for sales funnels that work, you should aim for decent design but maximum results (like leads and sales).

Making your opinions count too much

The big trouble with digital marketing? Everyone has an opinion about it (or aspects of it). Some believe that it’s SEO that we all should be focusing on.

Others swear by content marketing, content curation, and the good old inbound marketing. There are still others who spend years doing link building, guest posting, and what have you.

Having strong opinions on sales funnels can hurt your funnels so much that they are as good as dead.

Don’t waste time with opinions on your sales funnels when data tells you something else entirely. Let your campaigns run for a while, gather relevant data (with continuous testing), and then make decisions. It’s called data-driven decision making.

It’s brutal, but it’s the truth.

Focus on KPIs that really matter

Too many people focus (if at all) on metrics that don’t even matter.

How much traffic do I get to my sales funnels?
What are the number of impressions, click-through rate (CTR), and the Cost per Click (CPC) of your ads?

While each metric has a story to tell, they aren’t the ultimate metrics you should be concerned about. Focusing on metrics that don’t matter puts you on a path that only leads to a dead-end (or is it several dead ends?). These are metrics that don’t do you any good.

The kind of metrics you should really be concerned about — as far as sales funnels are concerned — are

• The CPA (Cost of Acquiring a lead).
• Number of leads at the landing page level
• The conversion rate of your landing pages
• The lead-to-sale ratio (how many of your leads convert into customers?).
• The average sale value, Lifetime Value (LTV) of each customer.

Those are the kind of metrics that give you the brutal truth about how well your sales funnels are performing. Everything else is fancy.

No business runs on fancy, ego-inflating metrics.

Sometimes we don’t realize that we are the main culprits for your dysfunctional or underperforming sales funnels or landing pages. Need a reality check? Get on a scheduled call with us, show us your sales funnels, and we’ll talk about how you can make your sales funnels work the way they should.

The post Sales Funnels: Avoid These Needless Bottlenecks (And Maximize Output) appeared first on Done For You.

It’s not to say that social media isn’t worth your time or that you shouldn’t bother with email broadcast campaigns; it’s just that you can’t overlook a particular digital marketing channel over another — because of inertia, lack of resources or knowledge, or just because you never thought about it.

What is a transactional email?

Transactional emails consist of:

• order notifications,
• reminders,
• service emails,
• shipping notifications,
• and several others.

According to MailJet, open rates for transactional emails range from 30% to 40% (as compared to only 15 to 25% open rates for regular marketing emails).

How you can profit from transactional emails

Transactional emails are almost always overlooked as a particular email marketing campaign type that can bring in extra sales.

For most businesses, transactional emails are an afterthought.  The get opened and read though…  And that keeps email deliverability up.

But it doesn’t have to be that way. Here are a few ways to make transactional emails work to bring in sales and profit, without you really doing much (except making a few changes to your strategy):

Make reminders ring the cash register

Take a look at what Evernote does when they send you a reminder that your annual subscription has ended, when they notice that you are getting close to your subscription date, or when you remove some of the devices you use from auto syncing.

Transactional email example #1: Evernote

This could have been just a reminder or a notification that you’ve successfully removed two of your devices from syncing.

But with simple messaging, on brand, and a simple offer to help you save on your next subscription (for a full year), Evernote is throwing its gates open for existing subscribers to continue with their subscriptions.

Could you do something like this for your business?

Order notifications for upsells

Every email that goes out to welcome your customers thanking them for their order is an opportunity for you to upsell.

You don’t have to overdo it but you can use notifications during a specific month or based on the number of times a single customer placed an order (regular customers?) and send out ultra-specific offers to those customers or during specific months.

Transactional email example #2: Moo

Moo has always been awesome when it comes to using emails to their benefit. Here’s a simple (but really long and loaded) order notification email that they use (upselling included):

Shopping cart abandonment emails can increase your profit

The average rate at which shopping carts are abandoned is anywhere from 60 to 75%, according to Baynard Research.

Shopping cart abandonment is killing e-commerce. If you are selling products or services online, chances are that you are already suffering from it. Shopping cart abandonment drains money right off your shop pages and there’s nothing you can do about it.

Or can you?

You can, if you are aware of the problem and that you are willing to do something about it. Sending out timely shopping cart emails is a powerful strategy if you do it right.

Transactional email example #3: ASICS

See how ASICS does it:

Image Source: Reallygoodemails.com

Winback emails

Remember the marketing mantra which goes something like, “It’s easier to sell to existing customers than try to target new ones”?

Winback emails or re-engagement emails help you do just that.

For every business, there are customers who bought once but never again. SaaS businesses, membership sites, subscription-based businesses have inactive customers (those who were customers once but aren’t active now), and several other use cases. Winback emails make for terrific ways to get your inactive customers back.

Transactional email example #4: Skillshare

Image Source: Reallygoodemails.com

Out of stock emails

As if Shopping cart abandonment wasn’t a major issue, you run the risk of suddenly running out of stock with a few popular items on your eCommerce store.

Customer comes to your store, selects a product (s), and sees the “Out of stock message”. Worse still, she goes all the way to checkout page places an order and then receives a notification that the product is out of stock.

What happens then? Most eCommerce stores don’t have anything more than “We are sorry, but the product you ordered is out of stock” message.

Transactional email example #5: Dr. Axe

You could do better than that, like Dr. Axe does:

Image Source: Reallygoodemails.com

Transactional emails don’t just have to do the heavy-lifting like to send out a message, a notification, or a reminder. They can actually do just as well in helping you increase revenue and profit compared to your regular email campaigns.

The question is: Are YOU using transactional emails to increase your profit?

Check out our Attract. Engage. Profit Webinar, get access to our email marketing handbook or get on a scheduled call with us to discuss your marketing strategy.

The post Simple Ways To Profit From Transactional Emails (With Examples) appeared first on Done For You.

What’s more, there are so many different types of content and venues to publish content, such as articles, guest posts, podcasts, YouTube, and other video-marketing channels—you name it. So, as a small business owner, how do you decide among all these different types of content? So, how do you know what’s worth your time, money, and effort?

The answer is twofold:

1. You need to place your brand in as many places as possible.
2. You need to choose the content marketing activities that bring in the highest ROI.

In other words, as a small business or startup with a limited number of team members and a small marketing budget, you need to prioritize. You cannot drop content creation and content marketing completely, nor can you be everywhere. But you can choose as many of the types of content and content marketing channels as possible among the ones that bring the best results for your business.

How do you do that? By putting content out there, tracking every bit of how it performs, measuring results, and focusing on the actions that work for you.

Step 1: Create and publish content

Start with what you like doing best. Is it writing posts? Is it speaking on a mic? Or do you feel more comfortable on camera? Whatever type of content resonates with you is what you need to be producing. It only makes sense to start with what you’re best at instead of trying to improve your productivity doing what is of no interest to you.

Just keep in mind that the type of content you create is dependent on your industry and audience. For example, if you are a coach and your business heavily depend on your personal brand, video might be the best fit for your audience. On the other hand, if you’re into internet marketing and want to rank high in Google organic search results, an elaborate step-by-step guide on your blog might attract more prospects.

Step 2: Track how your content performs

The only real way you can make a decision is to have hard data to back it up. It’s one thing to base your decision process on your instincts or experience, and it’s another thing to make an informed business decision based on real performance.

To do that, to actually find out which type of content and on which marketing channel performs better, you need to set a goal or a couple of KPIs and set up a tracking system.

For example, if you want to measure how many leads opt in to download a free e-book, you need to know how those leads land on your page, what they do after that, and how many of those give up their e-mail.

To achieve that, you first need to use custom UTM links to track the source of traffic. Then, you need to have set up a visitor tracking system with complete funnel analytics, like Statly. You will also define your goals in Statly. In this example, the goal is achieved (or the event happens) when someone subscribes to your list.

Finally, you need an autoresponder to add new subscribers to your e-mail list and follow up with them.

Step 3: Measure medium-term results

Now, to have enough data to decide which type of content works best for your business, you need to have your campaigns run for some time. How long? Well, it depends on how fast you’ll get results. Usually, a couple of months will allow you to gather enough data and reach a safe conclusion.

Use a simple Google sheet to gather all meaningful data from different campaigns over time. Keep it as simple as possible. Here’s some basic information you should include in such a report so that you are able to calculate ROI of different campaigns.

• Campaign name
• Type of content (e.g. blog post, video, podcast)
• Advertising budget
• Content creation budget
• Number of visitors
• Opt-ins
• Number of purchases
• Value of purchases

Compare different campaigns over the same period of time to reach safe results. And of course, this is just an example where list opt-ins are one goal and purchases another. These are practically two events (opt-ins and purchases) that exist in a basic sales funnel.

Step 4: Rank by ROI and prioritize

After a couple of months, you should be able to calculate your ROI and other KPIs.

How much did you earn for the money you spent – Value of purchases over (advertising budget & content creation budget)?

Which type of content and marketing channel had the highest conversion rate – Number of opt-ins over the number of visitors from a campaign?

These are two basic metrics that should be a good advisor on how to prioritize your content creation and promotion tasks. Rank the campaigns according to their ROI and basic conversion rate, and you should be able to see what’s the way to move forward. Choose one or two content types from text, audio, and video. Go with the channel that performs better, whether it be your blog or iTunes or YouTube.

Then, as your business grows and more cash flows in, you’ll be able to add more content marketing tactics to your online-marketing strategy.

Content marketing tips

1. Use the right software

Do you need help with your content marketing? you get a high ROI from your content? Try these tools:

• Scriptly – Your sales funnel machine

• Curately – Your content creation engine

• Statly – Your analytics and tracking toolset

You can try any of the tools for free or schedule a complimentary call with us to help you jumpstart your online-marketing strategy.

2. Outsource what you can

Today, in the gig economy, there are a handful of platforms you can use to hire content creators at an affordable price. Go to Upwork.com or Fiverr.com and find writers with 5-star reviews who have the skills that you need and are within budget. As your business grows, hire a permanent team member who will create content that matches your brand, culture, and style.

3. Promote evergreen content

As your content pool grows, you’ll be able to spot pieces of content that not only perform extremely well but are also classic and timeless. Instead of putting 100% of your effort in creating new content, don’t neglect to also promote your evergreen content on social media, email, and PPC campaigns.

4. Create a content calendar

Having a content calendar will save you time and money if you’re managing a large copywriting and editorial team. A content calendar will also help create content strategically to serve business goals and to improve SEO. Use a simple Google sheet or any to-do app to plan content creation and publishing.

5. Create content for all types of customers

Maybe you start with writing blog posts that interest part of your target audience. But what about the rest? You should be able to define different buyer personas and create content that serves them best. Read more about defining your ideal customer in this article. What’s more, you should publish content for all stages of the buyer’s journey. Here’s an article we wrote about generating appropriate content for the top and bottom of the funnel.

Need to create lead magnets and reports that your target audience will love in minutes, not days? Watch this video to learn more about our proven method!