How To Take Leads Offline
I have no idea if Matt ever published this article of mine in his DIRT newsletter, but I just found it on my harddrive and thought I'd share it with you all.
Warrior Forum has done nothing but given me a lot of great info and I feel I rarely give back... so this is my chance. I hope it helps!
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The VAST majority of the highest earning Internet Marketers have ONE area of their business that they don't often talk about. On average, this "strategy" is responsible for $25,000 to $250,000 in any given month. But it's the ONE strategy that most of them will never tell you. What is it? Simple...they take their online leads and bring them offline.
Here's what I mean...
It's no secret that every successful internet marketer uses strategies like PPC, articles, SEO, etc... to drive traffic to their website. And it's no secret that once the traffic hits the website, the person is asked to leave their name and email address. Once the person as "opted-in", the auto-responder then starts to follow up and build a relationship on behalf of the "Goober" (heh).
But what then?
Most of us understand that we can make money by selling our list e-books and other digital products. But the way to REALLY start getting the most out of your list is to sell them high ticket items. I should know, I was Matt Bacak's secret weapon (working behind the scenes) for over 3 years. Over that period of time I was personally responsible for bringing well over $800,000. Yup, you did read that right; well over 3 quarters of a MILLION dollars!
Generally speaking, a high ticket item is anything sold for over $500 (but up to as much as $50,000). However, unless you have a "big name" then it's usually difficult to convince someone to part with that amount of cash...UNLESS you actually use get from behind the computer and talk to the person 1-on-1!
They say that the average internet marketer will earn $1 per month for everyone on his/her list. This means that if you have a list of 5000 people, then you should be earning $5,000 per month. But top internet marketers earn in excess of $3 to $8 every month for each person on their list. That means that a list of 5000 people is now worth $15,000 to $40,000 each and every month!
The secret to making this happen is to "sell" your list high ticket items (coaching, home study courses, etc...). And the BEST way to effectively "sell" someone is to get on the phone and spend a little 1-on-1 time with them.
But Devon...I scared of the phone!
Well, believe it or not, I totally understand your fear. Truth be told, I had the same fear for years. Until I understood that there is a HUGE difference between cold calling someone (even if they've opted-in on your list) and having them jump through hoops in order to get to speak with you.
In other words; I'm NOT suggesting that you take your list and start "dialing for dollars". This is a HORRIBLE idea because the positioning is all wrong. Here's how to sell high ticket items to your list the RIGHT way!
Step 1:
Decide what you're going to sell.
This can be 1-on-1 coaching, a home study course, or even an business opportunity like one of those 1-up/2-up type programs (don't worry if you don't know what that is). If you have NOTHNIG else to sell, then start off by selling your time. I would recommend nothing less than $500 for 4-hours of your time (that's $125 an hour!!!!)
Step 2:
Create a short presentation.
Your presentation should be divided into 3 categories.
First - Have open ended questions to ask people so that you can get a feel for where they are: Sample questions might be: Tell me about your business? What are your goals? Where are your biggest challenges? Etc...
The idea here is to just get them talking and to build a little rapport with them. Remember: No one cares how much you know until then know how much you care!
Second - Create a brief outline of an "ideal solution"... In other words, explain to them that if they had X, Y, and Z in place, that they could/would be more successful. The idea here is NOT to sell them, but to act as a consultant. If you can get them to understand how X,Y, and Z work then they will want to have X,Y, and Z in place for themselves.
Third - Offer them the "ideal solution". It's important to realize that what you're explaining in Step 2 is actually what your're going to be selling them. Let me explain it a different way. If I get you to understand that in order to be successful online that you're going to need a way to send out emails automatically then you're going to think to yourself "Wow...I wish I had a way to send out e-mails automatically" (this is step 2). After I get you to understand the importance of getting you to send out e-mails automatically then I'm going to tell you that the machine you need is an auto-responder and that I have the best one for sale right now!
Remember - if you come from a position of teaching/consulting then people will be more likely to buy from you.
Step 3
Email your list and tell them you're giving away a limited number of free 1-on-1 strategy sessions.
Every time someone gets a chance to speak to the "Goober" then they're eyes light up. This step allows you to separate those who are interested from those who aren't.
When you send the e-mail to your list, have them go to a registration page that asks for all of the pertinent information. See example here: Success Training for Home Business Entrepreneurs | Home Business Success Training by Devon Brown
Step 4
Set the appointment!Anyone who takes the time to fill out a form just to get the change to speak with you is a HOT lead! And now you're positioned correctly because they're waiting for you to call them (now we're not cold calling). The first time you call them just tell them that you're calling to set the appointment (don't start trying to sell them). Remember... you're busy and you work only by appointment (if you have an assistant then he/she can set the appointments for you)
BONUS TIP!
After they fill out the form to speak with you, take them to a page that tells them that they MUST listen to (or watch) a presentation BEFORE you speak. This audio/video can be a recording of you giving your presentation WITH the sales pitch at the end. Ideally you'll have some kind of limited time offer at the end of the recording that tells people that they have to order before a certain date/time. When someone listens to this (before speaking with you) then they'll often become upset because they missed out on the deal you offered. This is great because now they WANT to buy from you and you haven't even spoken to them on the phone yet! WOO HOO!!!
Lets take a look at some REALISTIC numbers that I've actually done myself.
Approximate list size: 4000
Emails sent telling people about free strategy sessions: 5 (over the course of 3 days)
Number of strategy session forms filled out : Approximately 35 - 40
Number of appointments set: Approximately 20 (some people lived in different countries and some just gave bad information...don't ask me why)
- Note: Each appointment lasts about 1 hour.
Number of coaching clients sold: 2 x $1000 and 1x$5000
Total Time spend fulfilling coaching: 26 Hours
Total Time Spent: 46 hours
$ per hour = $152!!! ($7000 divided by 46 hours = $152/hour)
Most of you out there work AT LEST this many hours per week! Do you make $152/hour?
Could I do this once a month and then take 2 weeks off?
If you're a "big dog" then you can obviously implement this strategy with the use of a sales team. But the core principles still apply.
If the phone sales I made were the ONLY way that I monetized my list for the month then that means that I averaged $1.75 for every person on my list...not too shabby).
The previous example doesn't even include any follow up.
The ONE thing that you need to understand with regard to this article is that It's often easier to fine ONE person to give you $5,000 than it is to find 1000 people to give you $5.
Remember. The phone is your friend; and if it's good enough for all of the "big dogs" then that's probably a clue that you need to adopt this strategy into your business!
Warrior Forum has done nothing but given me a lot of great info and I feel I rarely give back... so this is my chance. I hope it helps!
---------------------------------
The VAST majority of the highest earning Internet Marketers have ONE area of their business that they don't often talk about. On average, this "strategy" is responsible for $25,000 to $250,000 in any given month. But it's the ONE strategy that most of them will never tell you. What is it? Simple...they take their online leads and bring them offline.
Here's what I mean...
It's no secret that every successful internet marketer uses strategies like PPC, articles, SEO, etc... to drive traffic to their website. And it's no secret that once the traffic hits the website, the person is asked to leave their name and email address. Once the person as "opted-in", the auto-responder then starts to follow up and build a relationship on behalf of the "Goober" (heh).
But what then?
Most of us understand that we can make money by selling our list e-books and other digital products. But the way to REALLY start getting the most out of your list is to sell them high ticket items. I should know, I was Matt Bacak's secret weapon (working behind the scenes) for over 3 years. Over that period of time I was personally responsible for bringing well over $800,000. Yup, you did read that right; well over 3 quarters of a MILLION dollars!
Generally speaking, a high ticket item is anything sold for over $500 (but up to as much as $50,000). However, unless you have a "big name" then it's usually difficult to convince someone to part with that amount of cash...UNLESS you actually use get from behind the computer and talk to the person 1-on-1!
They say that the average internet marketer will earn $1 per month for everyone on his/her list. This means that if you have a list of 5000 people, then you should be earning $5,000 per month. But top internet marketers earn in excess of $3 to $8 every month for each person on their list. That means that a list of 5000 people is now worth $15,000 to $40,000 each and every month!
The secret to making this happen is to "sell" your list high ticket items (coaching, home study courses, etc...). And the BEST way to effectively "sell" someone is to get on the phone and spend a little 1-on-1 time with them.
But Devon...I scared of the phone!
Well, believe it or not, I totally understand your fear. Truth be told, I had the same fear for years. Until I understood that there is a HUGE difference between cold calling someone (even if they've opted-in on your list) and having them jump through hoops in order to get to speak with you.
In other words; I'm NOT suggesting that you take your list and start "dialing for dollars". This is a HORRIBLE idea because the positioning is all wrong. Here's how to sell high ticket items to your list the RIGHT way!
Step 1:
Decide what you're going to sell.
This can be 1-on-1 coaching, a home study course, or even an business opportunity like one of those 1-up/2-up type programs (don't worry if you don't know what that is). If you have NOTHNIG else to sell, then start off by selling your time. I would recommend nothing less than $500 for 4-hours of your time (that's $125 an hour!!!!)
Step 2:
Create a short presentation.
Your presentation should be divided into 3 categories.
First - Have open ended questions to ask people so that you can get a feel for where they are: Sample questions might be: Tell me about your business? What are your goals? Where are your biggest challenges? Etc...
The idea here is to just get them talking and to build a little rapport with them. Remember: No one cares how much you know until then know how much you care!
Second - Create a brief outline of an "ideal solution"... In other words, explain to them that if they had X, Y, and Z in place, that they could/would be more successful. The idea here is NOT to sell them, but to act as a consultant. If you can get them to understand how X,Y, and Z work then they will want to have X,Y, and Z in place for themselves.
Third - Offer them the "ideal solution". It's important to realize that what you're explaining in Step 2 is actually what your're going to be selling them. Let me explain it a different way. If I get you to understand that in order to be successful online that you're going to need a way to send out emails automatically then you're going to think to yourself "Wow...I wish I had a way to send out e-mails automatically" (this is step 2). After I get you to understand the importance of getting you to send out e-mails automatically then I'm going to tell you that the machine you need is an auto-responder and that I have the best one for sale right now!
Remember - if you come from a position of teaching/consulting then people will be more likely to buy from you.
Step 3
Email your list and tell them you're giving away a limited number of free 1-on-1 strategy sessions.
Every time someone gets a chance to speak to the "Goober" then they're eyes light up. This step allows you to separate those who are interested from those who aren't.
When you send the e-mail to your list, have them go to a registration page that asks for all of the pertinent information. See example here: Success Training for Home Business Entrepreneurs | Home Business Success Training by Devon Brown
Step 4
Set the appointment!Anyone who takes the time to fill out a form just to get the change to speak with you is a HOT lead! And now you're positioned correctly because they're waiting for you to call them (now we're not cold calling). The first time you call them just tell them that you're calling to set the appointment (don't start trying to sell them). Remember... you're busy and you work only by appointment (if you have an assistant then he/she can set the appointments for you)
BONUS TIP!
After they fill out the form to speak with you, take them to a page that tells them that they MUST listen to (or watch) a presentation BEFORE you speak. This audio/video can be a recording of you giving your presentation WITH the sales pitch at the end. Ideally you'll have some kind of limited time offer at the end of the recording that tells people that they have to order before a certain date/time. When someone listens to this (before speaking with you) then they'll often become upset because they missed out on the deal you offered. This is great because now they WANT to buy from you and you haven't even spoken to them on the phone yet! WOO HOO!!!
Lets take a look at some REALISTIC numbers that I've actually done myself.
Approximate list size: 4000
Emails sent telling people about free strategy sessions: 5 (over the course of 3 days)
Number of strategy session forms filled out : Approximately 35 - 40
Number of appointments set: Approximately 20 (some people lived in different countries and some just gave bad information...don't ask me why)
- Note: Each appointment lasts about 1 hour.
Number of coaching clients sold: 2 x $1000 and 1x$5000
- Note: 3 sales out of 20 is a 15% closing ration (this is good!)
Total Time spend fulfilling coaching: 26 Hours
Total Time Spent: 46 hours
$ per hour = $152!!! ($7000 divided by 46 hours = $152/hour)
Most of you out there work AT LEST this many hours per week! Do you make $152/hour?
Could I do this once a month and then take 2 weeks off?
If you're a "big dog" then you can obviously implement this strategy with the use of a sales team. But the core principles still apply.
If the phone sales I made were the ONLY way that I monetized my list for the month then that means that I averaged $1.75 for every person on my list...not too shabby).
The previous example doesn't even include any follow up.
The ONE thing that you need to understand with regard to this article is that It's often easier to fine ONE person to give you $5,000 than it is to find 1000 people to give you $5.
Remember. The phone is your friend; and if it's good enough for all of the "big dogs" then that's probably a clue that you need to adopt this strategy into your business!
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