How to handle a list over to the sale?

20 replies
Ok, so I can easily send 1000 people a day of targeted traffic to my squeeze page for around 50 bucks in paid traffic.

I'm getting subscribers and I want to know the follow up sequence which you use that has the best window of opportunity to get the sale.

What I'm thinking right now is:

Day 0 - opt in and bribe

Day 1 - I talk about the main problem my book will solve (without mentioning the book just the main problem in the niche) I give them a personal story about why I'm an expert in the niche, and why should they listen to me. and end it with some helpful generalizations to get them on the path to solving their problem without getting detailed on the solutions.

Day 3 - I explain to them why they should do a few things that my book will teach them later (again I don't mention a book I) I go over any objections that the person would have if I offer to sell them the book (like an objection would be why pay 154.99 for an ebook so I will talk about getting what you pay for) For example. You need to get a high quality resume and I go over how companies charge $400 easy to build a high quality resume for people, then I give them a few generalizations on building a resume. I'll touch on the main points like 1 page, power words etc, but won't go into any specific actions that they can take to get the actual high quality resume done.

Day 5 - this is when I want to present my book to them. Either send them a sells letter in the email with a link to the cart to purchase, or warm them up with some more generally helpful advice (in a story format) that transitions over to mentioning my book which then links over to a sales page that links to the cart.

I'll use google analytics to track everything.

What sort of follow up sequence do you use for warming up people to offering a sale? Do you sell them in the email, or in a sales page? Is there a way to improve how I plan on handling the customers email to email?

Any answers to these questions will be appreciated. I also would appreciate it most if you answered all 3 of my questions and not just one, but I will be grateful for any help.
#handle #list #sale
  • Profile picture of the author kcbowman
    I take it since 27 of you read the thread and had nothing to say I'm on the right track. People are quick to criticize after all. Thanks.
    {{ DiscussionBoard.errors[9863032].message }}
    • Profile picture of the author Markets
      Originally Posted by kcbowman View Post

      I take it since 27 of you read the thread and had nothing to say I'm on the right track. People are quick to criticize after all. Thanks.
      Haha, I like your thinking, and I agree.

      This plan looks solid to me, I'm not pro, but make sure to tweak where ever needed to get more conversions. Good luck.
      Signature
      "There comes a time when people get tired."
      {{ DiscussionBoard.errors[9863062].message }}
  • Profile picture of the author brodel34
    That's a good idea to start hitting on objections before you even present the sale. I'm gonna use that.
    {{ DiscussionBoard.errors[9863231].message }}
  • Profile picture of the author DIABL0
    How much is your ebook and what is it about?
    Signature
    How to Build LARGE EMAIL LISTS on a Budget and MONETIZE Like a PRO
    20+ Years Exp . . . . . . . . . . . . Email - CPA - PPL
    {{ DiscussionBoard.errors[9863297].message }}
    • Profile picture of the author kcbowman
      Originally Posted by DIABL0 View Post

      How much is your ebook and what is it about?
      A price I've already been paid for it. I did some preliminary sales tactics before coming here where I was sending traffic directly to a sales page which was ripped apart by the copy writers here. Sold it, but now the model and copy are much much better.

      I wish I would have gotten help from the begging.
      {{ DiscussionBoard.errors[9863317].message }}
      • Profile picture of the author DIABL0
        Originally Posted by kcbowman View Post

        A price I've already been paid for it. I did some preliminary sales tactics before coming here where I was sending traffic directly to a sales page which was ripped apart by the copy writers here. Sold it, but now the model and copy are much much better.

        I wish I would have gotten help from the begging.
        OK, but how much is the ebook and what is it about?

        PM me if you don't want to say.
        Signature
        How to Build LARGE EMAIL LISTS on a Budget and MONETIZE Like a PRO
        20+ Years Exp . . . . . . . . . . . . Email - CPA - PPL
        {{ DiscussionBoard.errors[9863322].message }}
  • Profile picture of the author kcbowman
    Oh, sorry I thought you were asking a rhetorical question.

    like an objection would be why pay 154.99 for an ebook
    I wrote that in the post. The book is 154.99

    niche:
    make money - work from home - legitimate telecommute job/stable jobs
    {{ DiscussionBoard.errors[9863325].message }}
    • Profile picture of the author DIABL0
      Originally Posted by kcbowman View Post

      Oh, sorry I thought you were asking a rhetorical question.



      I wrote that in the post. The book is 154.99

      niche:
      make money - work from home - legitimate telecommute job/stable jobs
      I saw the $154.99, just double checking. Can you explain how the price is justifiable?

      So it is about how to get a legitimate/stable telecommuting job.

      In your post you said that you are an expert in this field. Can you elaborate on this?

      What is your bribe to get them to optin?

      Again, PM me if I'm asking things you don't want to say in the forum.

      I'm just trying to figure out what is the best strategy.
      Signature
      How to Build LARGE EMAIL LISTS on a Budget and MONETIZE Like a PRO
      20+ Years Exp . . . . . . . . . . . . Email - CPA - PPL
      {{ DiscussionBoard.errors[9863349].message }}
      • Profile picture of the author kcbowman
        I've am expert because of the research I've done in the field. I've gotten the jobs, and I have a few even now. I mean, I don't need assistance with copy writing, or getting them to opt into my list, or justifying my price. Or anything related to the niche. I created this thread with assistance on the structure of my autoresponder. People say it's a solid plan so I will roll with that. Thank you anyway Diablo.
        {{ DiscussionBoard.errors[9863369].message }}
        • Profile picture of the author DIABL0
          Originally Posted by kcbowman View Post

          I've am expert because of the research I've done in the field. I've gotten the jobs, and I have a few even now. I mean, I don't need assistance with copy writing, or getting them to opt into my list, or justifying my price. Or anything related to the niche. I created this thread with assistance on the structure of my autoresponder. People say it's a solid plan so I will roll with that. Thank you anyway Diablo.
          It's not a solid plan. I offered.
          Signature
          How to Build LARGE EMAIL LISTS on a Budget and MONETIZE Like a PRO
          20+ Years Exp . . . . . . . . . . . . Email - CPA - PPL
          {{ DiscussionBoard.errors[9863393].message }}
  • Profile picture of the author kcbowman
    If you felt the plan had problems you should have said why so I could take actionable steps. Your sentence should read like this: "It's not a solid plan I offered." So, thanks for nothing.
    {{ DiscussionBoard.errors[9863443].message }}
    • Profile picture of the author DIABL0
      Originally Posted by kcbowman View Post

      If you felt the plan had problems you should have said why so I could take actionable steps. Your sentence should read like this: "It's not a solid plan I offered." So, thanks for nothing.
      I knew next to nothing about your offer, which is why I was asking questions...so I could then give you advice. Granted, I was going to give you more advice then you were asking for, which your clearly not interested in. Please just disregard my posts, sorry about that.
      Signature
      How to Build LARGE EMAIL LISTS on a Budget and MONETIZE Like a PRO
      20+ Years Exp . . . . . . . . . . . . Email - CPA - PPL
      {{ DiscussionBoard.errors[9863626].message }}
      • Profile picture of the author Kay King
        I take it since 27 of you read the thread and had nothing to say I'm on the right track. People are quick to criticize after all. Thanks.
        No - people here are quick to help by offering "critiques" when you ask for help and advice. When people have done that - you argue that you know more, you are an 'expert', etc.

        When you rudely dismiss any advice you don't like - they stop trying to help.
        That's why you see people look - and then move on without answering.
        Signature
        Saving one dog will not change the world - but the world changes forever for that one dog.
        ***
        {{ DiscussionBoard.errors[9863750].message }}
  • Profile picture of the author kcbowman
    I reported you for derailing my thread, but the mods left it so I'm on my own again.

    He asked me why I was an expert. I don't like people who make statements without any actual input. Like his "your plan is not solid" comment does not help in the least. Also, your comment of
    That's why you see people look - and then move on without answering.
    Has no logic in it. If I was some social pariah they wouldn't come into the thread in the first place, speaking of which...why are you here?
    {{ DiscussionBoard.errors[9864474].message }}
  • Profile picture of the author AndrewStark
    Do you have a blog or any way to inject some personality into your follow-up series?

    The more people get to know, like, and trust you the easier it is for them to buy from you.

    If all you do is just send plain text emails about the "opportunity" then people can just switch off and unsubscribe.

    Lastly how often do you use the broadcast feature? If you keep on creating new content you can always add a signature at the end of each message for those who take a long time to buy.
    {{ DiscussionBoard.errors[9865485].message }}
  • Profile picture of the author kcbowman
    Hey andrew, thanks for taking the time out of your day to talk to me.

    I do have a blog, there are about 3 posts on it so far. This is all fairly new. I made valuable posts, but the blog is really just to put enough meat on the bone of the website so google will allow me to use their PPC services on my domain.

    I haven't started trying to rank it for keywords or anything like that at the moment. I know the traffic would be good, and free but I am not going to wait 3 months to try and rank for keywords I may very well never rank for in order to get a sale. I like to turn the traffic faucet on immediately.

    I'm thinking I could use the blog more for the relationship building like you suggest. Send a helpful post talking about a blog entry then link over to the blog and let them spend hours reading over free stuff. I'll do that on day 1. Then day 3 still send messages to preempt their objections and link to more stuff on the blog. Day 5 go for the close.

    This is all fairly new. I got 7 subscribers a sale, then I turned off the funnel and came here to tighten everything up. I didn't like how I was only getting 1 subscriber for every 100 or so visitors in my funnel. I've taken steps to fix that and now I'm getting advice on handling the list.

    No broadcasts as of yet. I haven't created an up-sell. The fact is I thoroughly answer the problem to the point where they don't need anything else. I'm not trying to give them half an answer then dangle the rest of the answer over their heads to squeeze more money out of them. One of the reasons they are willing to pay 154.99 for the book.

    I'll have to brainstorm on other things I can offer to improve their quality of life. But the problem "getting a stable telecommute job" is answered with the first product.

    Thank you again, this is a solid piece to add to my system.
    {{ DiscussionBoard.errors[9865602].message }}
  • Profile picture of the author Alexa Smith
    Banned
    Originally Posted by kcbowman View Post

    I reported you for derailing my thread, but the mods left it
    They were right to do, actually, KC. Nobody's questioning your competence on whatever the subject is about which you've written such an expensive ebook, but don't you think that it's perhaps a little disingenuous to be referring to the price of the book as simply "a price you've been paid for it", having admitted openly in another thread that you've only managed to sell one copy?

    The price is highly pertinent to the whole subject about which you're asking for input, here.

    Please excuse my mentioning that having sold large numbers of products myself at that price and higher, over the years, it strikes me that your plan to "send 1000 people a day of targeted traffic to your squeeze page for around 50 bucks in paid traffic" and monetize that traffic by promoting an ebook priced at over $150 may possibly be a little naive.

    In general, what makes people collected together from traffic as cheap as that buy ebooks in that price-range isn't as simple as "their need/desire for the book", per se: it has everything to do with credibility, trust, the relationships you build with people and (wait for it) their reactions to the lower-priced items you've already sold them. This is fundamental.

    Originally Posted by kcbowman View Post

    I also would appreciate it most if you answered all 3 of my questions and not just one
    I will, but I don't know whether my answers will help much.

    Originally Posted by kcbowman View Post

    I want to know the follow up sequence which you use that has the best window of opportunity to get the sale.
    I probably wouldn't try to sell a $150 ebook "cold" to visitors for whom I'd paid $50 for 1,000. I find it very difficult to imagine that I could do that successfully, given the importance of their reactions to the lower-priced items I've already sold them.

    Given what you're trying to do, I think the "timetable" you've set out above is a perfectly reasonable-looking one, and that when it doesn't work at all, it won't be because that was the problem, but the fact that what you're trying to do is in itself inappropriate.

    Originally Posted by kcbowman View Post

    What sort of follow up sequence do you use for warming up people to offering a sale?
    I do this, regarding the timetable, and things in accordance with all these criteria regarding the content. The substantive content of my pre-selling emails is "quality-proven" in the sense that others in the niche have already determined it worthy of sharing with their customers/visitors/readers.

    Originally Posted by kcbowman View Post

    Do you sell them in the email, or in a sales page?
    Neither, because I'm an affiliate. I pre-sell by email, mostly, rather than on my website.

    I think you'll need a very good, professionally written "long copy" sales page, of some kind, because the reality of online sales is that the length of sales copy needed is typically proportional to the number of pre-sales objections to be overcome, and the number of pre-sales objections to be overcome is typically proportional to the price.

    Originally Posted by kcbowman View Post

    Is there a way to improve how I plan on handling the customers email to email?
    There might be, but it isn't possible to tell that, at this stage. Such conclusions can validly be inferred only by testing.

    Originally Posted by kcbowman View Post

    I will be grateful for any help.
    I suggest that you should probably avoid "broadcasts", for all these reasons, among others. You're going to need a long and valuable email series, packed with real continuity, to have any real chances, here. Broadcasts will probably (as so often) hinder its effect.

    My concern is that it could very easily and all too foreseeably be possible to "get right" everything I've mentioned above, and for this still not to work at all, simply because of a fundamental mismatch between traffic quality and the price of the product initially offered: I promise I don't mean it rudely, but to me, the idea of almost cold-promoting (even by email) a $150 product to visitors you've bought for $0.05 each sounds "wildly optimistic", to put it mildly.


    .
    {{ DiscussionBoard.errors[9866270].message }}
  • Profile picture of the author BradYounger
    Thanks Alexa for the reminder. It's important to see the whole picture. I've had a tendency for sending the wrong type of traffic to my offers but getting better at using email to filter.

    I find the best type of email sequence builds on the conversation and as Alexa puts it, builds trust and the relationship. Use it to help those people on your list to decide if investing $150 is the right next step to take.

    Maybe you find that with this source of traffic , no one wants to buy because they can't afford it or something like that. You can then test other sources as well.

    Now back to the email sequence. Lets say the opt in is "5 mistakes people make when landing a telecommuting job". I would follow up with
    - how they can avoid these mistakes
    - examples of how they have avoided it
    - examples of how people have successfully landed the job
    - an excerpt of bet best thing they can get out of your book and how it has helped someone else (can be you but more powerful if you know someone else has done it).
    - Why your book can help people land these types of jobs

    Then don't forget to ask people to buy your book. I've made this mistake.

    This is just an example of what I would do but hope it sparks some ideas for you.
    {{ DiscussionBoard.errors[9866521].message }}
  • Profile picture of the author DIABL0
    Ok, I can't help but inject myself back into this. Here is my general advice...

    Your optin bribe... Make sure it is very specific with a known desired outcome, this will be more compelling. Off the top of my head, something like:

    How to get a telecommuting job in the field of your choice in X days or less, even if...

    Enter your email address below and receive my proven X step blueprint that will show you step by step the secret to landing a great telecommuting job.

    You get the general idea.

    Create a tripwire. A tripwire is an irresistible offer with a high perceived value for a very small price and must be quality. This is designed to convert a prospect into a buyer. Someone that has previously purchased something from you is something like 10 times more likely to buy from you again and of higher value, then someone that hasn't. But like I said, it has to be of real value and quality or you can forget your future sale. If the buyer isn't satisfied on this sale, why would they buy from you again?

    You mentioned something about how they can get a $400 resume done for free. Maybe that's your tripwire and offer it for like $5 or $7. Take one of the best things that's in your book and us it.

    You want to offer your tripwire immediately after the optin. Then anyone that buys your tripwire, you want to immediately offer your book. Personally I think $155 might be a stretch, but I don't know the market. I would seriously consider testing it. Start off with like $47 and work your way up. Also, if someone doesn't buy, make them a 2 payment offer.

    You said you had no upsell because everything they need is in the book...you left nothing out. Which is good, because leaving something out and using it as an upsell is not a good way to go. It's going to piss them off and make them wonder what else was left out.

    What you might want to do once you have proven your sales process and you have a winner, is what could you create that would allow them to speed up the process? If for example they have to do a bunch of searches on the net, maybe you could create a software program that will automate the process for them. In addition, maybe you offer a consultation or do it for them service?

    So in the end most aren't going to buy and they will end up on your list. You need to segment those that only opted in, those that purchased only your tripwire and those that purchased your tripwire/book. Then create a campaign for what to sell them next.

    I'm a fan of running a parallel indoctrination series. Where by after they optin, you automatically add them to a short 2-3 day autoresponder series that runs at the same time as the autoresponder series they opted in to. This is when you tell them about you and or your company. You could tell them about success stories, case studies, etc... The point being to show them why your an authority and get them to start to know, like and trust you or your company. This way you can hopefully speed up the buying process and keep the campaigns product specific.

    If they just optin and you they go into a campaign to sell the tripwire and they don't buy, then hit them with a campaign on the book. Actually you should just stack the book campaign at the end of the tripwire campaign in the same autoresponder series. They may of just not purchase the tripwire because they felt they didn't need it and had it covered. Also build and test different tripwires.

    Anyway, that's my 2 cents on how you should be selling this. Sorry I didn't answer you autoresponder questions, but the above changes things. The reason I was originally asking so many questions was to give you more specific advice, but this should do.
    Signature
    How to Build LARGE EMAIL LISTS on a Budget and MONETIZE Like a PRO
    20+ Years Exp . . . . . . . . . . . . Email - CPA - PPL
    {{ DiscussionBoard.errors[9866676].message }}
  • Profile picture of the author kcbowman
    To Alexa,

    The one sell could very much be a one off. You are right. Then again it also can be an indication that people are willing to purchase this product at this price. Considering I made 0 trying to sell other peoples products as an affiliate using the same method that my book sold at. I consider it a roaring success to get the first sale of my IM career done, and with my own product no less. I wanted to leverage this success so I turned off the traffic, and came to WF to optimize my process.

    On the traffic quality.

    Even though I'm very green to IM one thing I can do at the expert level is generate High Quality PPC traffic for low prices.

    Half of the traffic comes from the google display network for around 0.10 - 0.13 a click. The keywords are extremely targeted and long tail. I've already optimized them for ctr and conversions into my opt-in bribe. I focus only on the converting ones. I don't know how much better quality traffic I can get for ppc other than paying for the text ads, which is too expensive and kills ROI. Doing solo ads/jv deals with people who have lists they have built relationships with already would probably deliver me higher quality clicks as well.

    The only people who have lists in my niche are forums and the telecommute job boards. I won't contact them until I have this funnel optimized to the max! There aren't any internet marketers I can rely on at the moment who sell products in this niche. I'll essentially be the super marketer in this niche when all is said and done.

    That gets me around 500 clicks for around 50 bucks. The other 500 a day comes from a service where I buy traffic at $27 a month on a subscription basis. So less than $1 a day.

    Before going with a service like this you have to research the company and find people who have used the services and are satisfied. I track where the traffic is coming from also. I also had a long talk with the company reps to get an idea how they get their traffic. They tailor it to the market you present to them.

    I am a very thorough individual when my money is involved.

    I signed up to use bing ads with the same keywords, but they disabled my account for no apparent reason and wouldn't explain why. - I'd be willing to pay someone to host a campaign for me as well with bing... then I could get 1500~ish targeted clicks a day for the low. But this is only after I've tuned up everything.

    Everything is targeted towards people actively looking for solutions to this problem. The beauty is that my book is best solution available. Not head and shoulders above whats out there, in another dimension...

    This is very much a starving niche, and I deliver. Which is one of the main reasons that justifies my price because I'm the authority product blazing the trail in this niche. Basically, setting the tone. I'm not here to argue this fact with you all. I don't care about your opinions on this.

    Now, on subject - This is some great advice! Amazing, Amazing, Amazing. Stuff I haven't read in books. I love WF! I love you all!

    I'm going to fuse and meld this stuff into an incredible lead conversion funnel. Thank you all very much for taking the time to give me your knowledge and experiences! I love the idea of selling something cheap then proposing the higher end service..

    I had a plan to contact the wfh job boards for JV deals later after I improve my funnel. Some of the wfh job boards require paid subscriptions to view the job details. One of them has an affiliate program. - VirtualVocations affiliate program

    $5.99 a week, $15.99 a month, $39.99 for 3 months, $59.99 for 6 months.

    They are one of the resources listed in my book so it's a natural progression to use this as a trip wire, then offer the book afterwards.

    Anyway, lots of work to do! Thank you all again, I really appreciate the help.
    {{ DiscussionBoard.errors[9867221].message }}

Trending Topics