2 6 Proven Steps For Getting More Customers Without Losing Money
3 Most businesses fail. It s sad but true. According to Fortune Magazine... 9 out of 10 startups will fail. Bloomberg reports that 8 out of 10 entrepreneurs who start businesses fail within the first 18 months. And That s Not The Worst Thing
4 When we re looking at statistics, we re looking at businesses that shut their doors. That doesn t include all those businesses that have trapped their owner into working all sorts of crazy hours for less money than they could make in a job. For me, that s the saddest thing. When a person starts a business dreaming of freedom and ends up getting trapped in their business.
5 So Why Do Businesses Fail To Succeed? According to a CB Insights poll of 101 failed startups the two biggest reasons are: 1. No market need - 42% 2. Ran out of cash - 29% And a FRACTL study of 193 company post mortems found the top two reasons to be: 1. Business model not viable Ran out of cash - 46 Which basically means over half of businesses REALLY fail because
6 They Can t Get Customers Without Losing Money If there s no market need for your product then you might have built something no one wants and the only way to fix that is try putting it in front of customers sooner. Even if people want your product, the problem could be finding the right people. If your business model isn t viable or you re running out of cash then this says you can t get customers at a profit (make money). And this all points to the bigger problem that you need to solve
7 How To Get Customers At Breakeven Or Better You need to have a Predictable Selling System that can bring in customers at breakeven or better. That means that if you make $20 from a customer you re only investing $20 (or less) to get them. And once you have a customer it s likely that they ll continue to buy from you Which is where you ll make most of your profit.
8 But Here s The Catch New customers don t trust you. They probably don t even know who you are yet. Walker-Smith says we ve gone from being exposed to about 500 ads a day back in the 1970 s to as many as 3,000 to 5,000 a day today. So when we re blasted with advertising all day, every day
9 How Do You Stand Out? The mistake a lot of companies make is they don t spend enough time preparing to sell to customers... They just promote their products and expect customers to buy right away. But think about it. As a consumer, don t you make your decisions after a bit of a warming up period?
10 How Do You Prefer To Buy? Do you like being sold to by the overly aggressive sales person that s only after your wallet? Or do you prefer the helpful person who actually tries to educate you and provide the right solution for your needs? If you think like a customer, then you ll realize that the warming up process is crucial to creating leads and converting them into sales. And the good news is, there s a way to implement this process that s working for businesses all around the world.
11 The Even Better News... You know that you need more customers and sales for your business. But what if you could predict the number of sales before they actually happened? What if you could develop a system that would give you the power to know ahead of time, the likelihood of successfully making a sale? What would your business look like if you knew from the beginning of the year who you would sell to, how many sales you would make and what your profits would look like at year s end?
12 The Secret Of Successful Businesses While 80-90% of businesses fail, there are a small amount that are becoming wildly successful. Simply because they ve found a way to get all the customers they can handle (and more). So you re about to learn the proven 6 step formula for creating your own Predictable Selling System. And this will eliminate the majority of the problems your business is facing right now.
13 More Leads And Sales Than You Can Handle Imagine having a business where you didn t have to worry about getting new customers because they kept coming in on autopilot. That s what we have in our business. We have a Predictable Selling System that introduces people to our business, qualifies our ideal clients and encourages them to work with us. Our biggest problem is not getting customers it s scaling our operation so we can help even more clients.
14 The Same Works For Product Businesses We had a client who had made $2,006 in sales for his most recent month (and he d been running his online business on the side for about 4 years). He had products and he even had an list and pretty decent marketing ability. Just 3 months later we got him $5,337 in sales (a 60.2% increase). All because we figured out a way to get him customers without losing money and market more effectively to his current customers.
15 What s The Opportunity For Your Business? What would your business look like if you had a Predictable Selling System that brought in customers on autopilot? The simple answer: It would be growing. And you d be able to control that growth by investing more in marketing. Simply because you know you re doing it without losing money.
16 So Let s Get Started... You re about to learn the 6 steps we implement to build a Predictable Selling System. The sequence of them is very important because you re warming up your audience. But the steps don t have to be difficult you just have to figure them out And half the challenge is actually knowing what they are
17 Step 1 Awareness
18 Before you do anything else, you need to get the word out to your market that you exist. This means choosing an advertising channel to increase your company s awareness. In most cases you want to choose ads on Facebook or Google (the main players) but you might also start somewhere else if you think it s appropriate for your market. The important thing is that you choose ONE channel in the beginning.
19 Building Your Brand By choosing one channel it doesn t take much to dominate your market. That makes you look the most trustworthy and builds your brand. You can also get good at one system and it gives you the ability to scale with that channel when you know what works. And there are more than enough customers available once you figure out the next steps.
20 Step 2 Engagement
21 In digital marketing, engagement is kind of an overused word, but it really just means grabbing and sustaining the attention of your target market. How do you engage? Educate and entertain. One of the best ways to educate and entertain is to create a blog that offers valuable and informative content that makes consumers feel as if you are in touch with their wants and needs.
22 What Type Of Business Are You In? Your awareness level affects how you choose to engage with consumers. It s easy if you re in an information type business where you can write useful blog posts that your market actually wants to read. However, if you re a heating and refrigeration company then people don t think about your products and services until their system breaks down. So to engage consumers that are unaware, you might have to create content that is extremely entertaining such as a video of your employees lip-synching and dancing to a popular song that links to your business.
23 Why Is That Engaging? Because it grabs the audience s attention. And even though the content has nothing to do with heating and cooling, it s memorable, and consumers are more likely to remember your company s name the next time their system breaks down. But we re not going to rely on people remembering your name. We want to make sure we re always in front of the market with...
24 SUBSCRIBE Step 3 Subscribe
25 Creating awareness and engagement is great but that doesn t mean your market will turn to you when they re ready to buy. That s why funny commercials might be entertaining but often don t turn into sales. So we want to build an list of engaged prospects (and also customers) so we re always top of mind. This means creating a Lead Magnet.
26 Getting More Leads A Lead Magnet is a free offer such as a guide, instructional video or discount coupon that offers some value to a consumer in exchange for their address. The key to getting people to opt in with your Lead Magnet is providing something that they actually want. But you must make it a specific offer that really grabs your market s attention. Most Lead Magnets fail because they fail to make a specific offer to a specific market.
27 What Do I Mean? Well, if your Lead Magnet is a free report showing companies how to double their sales you could write this: How To Double Your Sales But you re going to get more response from something like this: How We Increased Sales From $137,035 To $278,298 In One Month Without Increasing Our Marketing Budget
28 Retailers Have It Easy! The above is obviously for some kind of sales and marketing company and shows a nice proven formula: How To Get <Result> Without <Bad Thing> But if you re a retailer it s even easier just offer a product discount. Anyone who wants to visit your store (online or in person) will jump at the chance to get a discount and this gives you the opportunity to follow up with them.
29 Can You Get Customers More Efficiently? One of our clients had a sales funnel but it took him 5-6 months to breakeven. That means he spent about $10,000 a month on traffic but it took him 6 months to make that $10,000 back in sales. Now this isn t a bad thing as he s still making money and knows his numbers. But you have better cashflow and more opportunity to grow if you make your investment in traffic back sooner. So It s Just About Optimizing Your Efforts Here s what happened when we tested a new landing page against his control:
30 Metric Previous Month Our Test (Control) Visitors 80,844 13,359 New Subscribers 5,263 1,757 Conversion Rate 6.51% 13.15% Cost Per Acquisition $1.84 $0.91 So his Cost Per Acquisition dropped by 50.5% (meaning he ll breakeven in 3 months just because we changed one page). And we re currently optimizing his advertising and sales letters so we can get those numbers even better.
31 Why Is This Step So Important? I m going on about Lead Magnets quite a bit here and there s a very good reason for it. Most businesses don t capture leads (in store or online) and they lose a TON of sales because of it. This one step allows you to follow up with people until they finally decide to make a purchase (or unsubscribe). Which gives you a lot more opportunity to warm up your market and move them to the next step.
32 Step 4 Convert
33 This step is where a lot of businesses drop the ball. They get a person to click on their ad or subscribe to their Lead Magnet and then they send them to their main offer and say Ignoring the fact that someone probably isn t ready to spend hundreds or thousands of dollars with you yet.
34 Here s What We Do Instead The next step to deepening the relationship is for your visitor to give you their time or a small amount of money (we call this a Tripwire). Your mission (should you choose to accept it) is to get those who ve opted in to make some small commitment to your company. This can take the form of a free trial offer or a steep discount for one of your products or services. This allows them to take a baby step and see if you live up to your promises before they commit to buying your main product.
35 Why Would We Do This? Because people who have opted in to an list often aren t ready to be customers yet. They re just looking around, and if you try to turn them into customers without first obtaining a smaller chunk of commitment, you ll scare them away. So your goal is to provide them with a small sample of your goods and services that gets them excited about everything else you have to offer. You re at the let s see if we like each other first stage here... not the let s get married even though we just met stage.
36 What Does This Look Like? In our case we do a free Strategy Session to get to know our potential clients. If you re selling information products, you might start with a smaller ebook before your big course. Dentists often give cheap teeth whitening because they know that people who take that offer are potential cosmetic patients (and that s the most profitable patient they can get). Just find a chunk of value for your business and offer it for free or an irresistible discount it really is that simple.
37 Step 5 Excite
38 So now you ve gotten your subscriber to sample a little of what you re offering with your Tripwire, you have to make sure your prospective customer is excited about your company. How? You make sure they get a ton of value from whatever you gave them in the convert stage. And you do this by giving them a little victory in the process.
39 What Does That Mean? It means you show your potential customer that you can deliver on your promises That they can actually get the results you re advertising. For example, a personal trainer knew that it s a big commitment to get people going to the gym. So he started all his clients with a 7 day juice cleanse where they lost weight and proved to themselves that they could do it all before stepping foot in the gym.
40 Basically Don t Drop The Ball! You ve got a potential client qualified and ready to work with you. So the last thing you want to do is give them a bad experience. After all, if your free (or cheap) offer is rubbish why would they invest in your complete product. All this time we re putting our best foot forward so we can move to...
41 Step 6 Ascend
42 This is the final stage where you finally sell your main product. If you ve done the other five steps in the correct way, the process of ascension should really be a formality. Your visitor is primed, engaged and excited to become a customer. Your job is to then to direct them to your main product or service.
43 Here s How To Make It Seamless If you re doing some kind of free consultation then it s easy to see that the next step is to offer paid consulting or done for you services. It s also easy for a dentist to offer more cosmetic services once they ve got you in their chair. The personal trainer has given his clients momentum with the juice cleanse so now it s natural for them to continue on their weight loss journey. And this is why we have the Tripwire to make the main offer an easy decision.
44 It Doesn t Stop There Once you ve gotten a customer to buy from you, they re much more likely to buy from you again. STOP That s why we do so much work upfront to get that initial sale. Because we know that once we get a customer, it s likely that we can keep them for life. And encourage them to buy other products and services as well (which is where most of our profit will come from).
45 Do You See How Effective This Process Can Be? Can you see the value in creating a Predictable Selling System using these 6 actionable steps? And here s the secret: You re not just another marketer trying desperately to make a sale. You become a trusted advisor because you re delivering real value in advance. So now that you have an idea about how this process works, let me ask you a question...
46 What Do You Think Your Business Would Look Like if You Actually Did This? And do you want to find out? I m happy to do a free Strategy Session for you so we can see how to apply the Predictable Selling System directly to your business. At the end of the call you ll have an actionable plan for implementing it in your business. Plus there s no cost to this and no obligation of any kind.
47 Here s Why I m Doing This I offer this free service because I own a digital marketing agency that helps business owners like you to implement these strategies in your business (and more). So if you find value in the help I give you, then you might want us to implement this for you. That means once we design the strategy together, our team will take care of all the copywriting and technical implementation, so you can relax and reap the benefits. With that said, please understand that I m not offering a sales pitch in disguise.
48 A Simple Guarantee I promise not to pressure your or pester you in any way at all. In fact, if you feel I ve wasted even one second of your time, let me know and I ll immediately send you $100 via PayPal. But before you go any further, you need to know that I can t help everyone. I can only be of benefit to established businesses with a growing list that are already selling products online.
49 Here s What You Do Next If you want to schedule a free Strategy Session with me, simply click the link below. When you click, you ll find out more information on how we can grow your business. You ll also understand why using our certified marketing team has so many benefits. Click here to schedule your free Strategy Session I look forward to learning more about your business and designing your free Strategic Plan to take it to the next level. Talk soon, Craig
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