Igor Kheifets, the King of Solo ads, shows you how to build a list and make money living the list building lifestyle from anywhere in the world!
Igor Kheifets, the King of Solo ads, shows you how to build a list and make money living the list building lifestyle from anywhere in the world!
Igor Kheifets, the King of Solo ads, shows you how to build a list and make money living the list building lifestyle from anywhere in the world!
Join Todd Brown and the team from MarketingFunnelAutomation.com to discuss the marketing topics that others are afraid to touch.
Rank #1: 015: The 5 Strategic Elements Of Every Marketing Funnel I Create.
Todd Brown & Deborah Owen discuss the marketing & business topics that others are afraid to touch! In this episode of The Marketer’s Mind, Todd & Debbie chat about what Todd includes in every marketing funnel he creates. -- Get a FREE copy of the Mind Map that Todd uses for each and every click funnel he creates! Just text “MIND” to 38470 If you’re ready to learn more in-depth strategies for funnel creation, head over to MarketingFunnelAutomation.com and start the FREE video course Six-Figure Funnel Formula! Want to ask Todd & Debbie a question of your own? Head to the podcast website to leave a voicemail for the show!
Rank #2: 017: How To Create A Superior And Irresisitible Offer.
Listen as Todd shares the different components of a superior and irresistible offer, and why you need to focus on selling the offer, not your product or service. He says, "You don't want to sell prospects on your product. You want to sell them on the value proposition of the offer. And the product or service is only one piece of the offer." -- Get a FREE copy of the Mind Map that Todd uses for each and every click funnel he creates! Just text “MIND” to 38470
0-$4 Million: A Startups Bootstrapped Journey To A Seven Figure Exit tracks the Virtual Team Building Platform: Virtual Valley in it's journey from idea to fully fledged online marketplace. Each weekday, we post a 10 minute episode that will provide and update on our key metrics, will discuss an obstacle we have faced, how you can overcome this obstacle in your startup AND we will share one key resource that has added value to our journey.
Rank #1: 125 – How To Outsource Digital Marketing.
In this episode of 0-$4 Million, you will learn: How we outsource our marketing within Virtual Valley A simple step-by-step process for you to do the same Resources: Efficient Outsourcing Formula Traction There was an issue loading your timed LeadBox™. Please check plugin settings.
Rank #2: 124 – One Special Trick To EXPLODE Your Network.
In this episode of 0-$4 Million, you will learn: A simple trick that costs NOTHING that will explode your network An example of Tom using this trick… Resources: Never Eat Alone by Keith Ferrazzi There was an issue loading your timed LeadBox™. Please check plugin settings.
Learn how you can gain the Unwavering Attitude and Time Tested Tools you need to BUILD a SUCCESSFUL LIFESTYLE BUSINESS that can get you the FINANCIAL FREEDOM you deserve! In this business podcast I pick the brains of successful entrepreneurs to find out what they did to get to where they are today. • What MOTIVATION did they get to start their lifestyle business? • How they dealt with things like PERFECTIONISM, PROCRASTINATION, FEAR, PRESSURE, LONELINESS and other negative mindsets? • What were some of their TOUGHEST MOMENTS in getting their financial freedom? • What were their BUSINESS SUCCESS BREAKTHROUGHS, defining moments & tipping points? • What DRIVES them? Where do they get their INSPIRATION from? What makes them tick? What gets them out of bed in the morning? • What are some of the BEST BUSINESS TOOLS and they have used to help them along the way? My name is Daniel Gefen and i’m the host of ‘Can I Pick Your Brain?’ the top rated business entrepreneur podcast show
Rank #1: 50: Matisyahu Bares His Soul.
Grammy-Award -Nominated Reggae Artist Matisyahu bares his soul in this raw interview. He talks about the importance of self expression and not thinking too much about what people think of you. He also discusses the reasons why he decided to change his image and how he dealt with the negativity from his ‘fans’. My favorite part was the last 10 mins where he goes into what goes through his mind as he steps onto the stage and why he closes his eyes for the first part of his performance. What you will learn: Why Matisyahu chose to shave his beard and sidelocks Where Matisyahu gets his inspiration from to write his lyrics The importance of being authentic and being free to express yourself The best way to build a following How to deal with negative people Interesting highlights: Matisyahu shares what goes on in his head when he’s on stage Matisyahu shares what he thought about becoming famous before he reached fame Matisyahu talks about how he dealt with the negative feedback from fans Matisyahu’s #1 practical advice: “Live your life from the inside out”Tweet This Get in touch with Matisyahu: www.matisyahuworld.com/ Thank You for Listening! I would like to personally thank you for listening to my podcast. If you enjoyed today’s show, please share it with others. Just click on the social buttons below. Also, if you leave a review for my podcast on iTunes, you would be joining me on my mission to help as many people as I can become really successful. And finally if you haven’t already subscribed please subscribe to my podcast on iTunes, so you can get automatic updates whenever another episode goes live!
Rank #2: 09: How to work SMARTER not Harder with Simcha Gluck.
[powerpress] Have you ever wondered how super successful entrepreneurs get MORE done with less effort? In this episode I pick the brains of Simcha Gluck, the Co- Author of the Game Changing book “The New Entrepreneurz – changing the way you play life.” Simcha is a serial entrepreneur, musician, snowboarder, family man and was the Radio Talk Show Host of “Innovation Nation” Simcha has worked with over 50,000 people around the globe, through his FreshBiz game based training programs which focus on TEAMWORK, LEADERSHIP, CREATIVITY & INNOVATION. What you will learn: How to work SMARTER not harder Why entrepreneurship is not just about business How to become an entrepreneurial thinker How to become more rather than have more Why everyone can win in the game of business How to leverage the resources you never knew you had Why business is like a game and how to have some serious fun Why access trumps ownership How to turn ideas into reality Interesting highlights: Simcha was a hip hop dancer Simcha made $3000 a month taking his son for a walk Simcha and his wife sold $1.3 million worth of knives Simcha has over 100 trainers in 15 countries running training seminars Simcha’s mission to play a game with Richard Branson on his island Simcha’s #1 practical advice: “Life doesn't take turns, you gotta play what you have when you have it.”Tweet This Resources & Links: Simcha Gluck Ronen Gafni Freshbiz Game The New Entrepreneurz Book You Squared Price Pritchett Uri Levine – Founder of Waze Richard Branson Game Changers 500 Andrew Hewitt Thank You for Listening! I would like to personally thank you for listening to my podcast. If you enjoyed today’s show, please share it with others. Just click on the social buttons below. Also, if you leave a review for my podcast on iTunes, you would be joining me on my mission to help as many people as I can become really successful. And finally if you haven’t already subscribed please subscribe to my podcast on iTunes, so you can get automatic updates whenever another episode goes live!
A very small podcast about reckless, unfettered business domination.
Rank #1:  Copy Everything Kai Does.
Rank #2:  Don't Be the Bottom.
What's your favorite positioning Double Your Freelancing Academy (Mention 'Make Money Online' when you apply!)
Marketing is the #1 make or break element in any business. Dive into the marketing trenches with former stand-up comedian and copywriting A-Lister Kevin Rogers as he talks to real business owners (both online and off) to discover which marketing and copywriting tactics have the biggest impact on their profits.
Rank #1: Ep 124: Joe Schriefer - How Agora Financial Will Generate $170M This Year (And Why Joe Wants You To Be Their New Copywriter).
Joe takes you behind the curtain of the "Navy SEALs" inspired "copy camp" at Agora Financial. It's the training system they use to on-board writers of all levels, turning them into all-around direct response bad asses─in only two months. Take a listen and find out what it takes to write at the "Navy SEALs" level of direct response marketing...
Rank #2: Ep 152: Michael Hauge - 5 Mistakes of Ordinary Storytellers.
How do the best copywriters write a good story lead? By using Emotion. To help you write copy with more emotion, Michael Hauge shares 5 mistakes ordinary storytellers make, and how to avoid “skimming the surface” on a good story.
2 online marketing veterans and entrepreneurs share their experience running authority sites and blogs day in and day out.
Rank #1: #80 - 5 Successful Affiliate Sites and What We Can Learn From Them.
What you will learn How a 7-page site is generating over 5 figures per month. What modifiers you can use to target low competition keywords. Why duplicate content isn’t always a bad thing. How to instantly become an authority in your field by hiring experts. In this week’s episode, we are trying something a little … #80 – 5 Successful Affiliate Sites and What We Can Learn From Them Read More »
Rank #2: #41 Tips & Tricks To Make More Money With The Amazon Associates Program (and how to avoid the Ban Hammer).
What you will learn How the Amazon associates program works Which niches & keywords work better for Amazon earnings The best way to link to Amazon for click through & conversions How to take advantage of the holiday season to make bank Wether you should use native ads, the amastore and other tools Amazon puts … #41 Tips & Tricks To Make More Money With The Amazon Associates Program (and how to avoid the Ban Hammer) Read More »
By John McIntyre, The Autoresponder Guy
Rank #1: Episode #55 – Steven Kotler On Finding “Flow” State and Increasing Your Productivity 500%.
What if you could get 500% more done? Imagine. You sit down to write an email. Brilliant copy cascades from your brain onto the page… You crush your scariest goals. You take breaks STRATEGICALLY – …and have business epiphanies while you’re off hiking in the woods. Meet Steven Kotler. Kotler is the author of two bestsellers: Abundance and Rise of Superman. He’s here to show you ONE thing: How to hack “flow” state. Now – Flow is the secret sauce behind all great innovations. It’s the edge of your current SKILL… …and the naked frontier outside your comfort zone. Would you like to get more done? Make more money in your business? Do you ever wonder “Where did my day go?” Tune in to this one. Get ready to explode your productivity… …and unlock more results than you thought possible. In this episode, you’ll discover: the shocking trait that gives top executives a 500% edge in productivity what the invent of jazz and can teach you about copywriting a proven framework to access FLOW today 2 crucial differences between optimal performance and “self help” one weird “pick-a-sentence” technique to stretch your creative limits how to make your subconscious work for you (HINT: you’ll need 10 seconds and a pen) the disturbing reason people today spend LESS than 5% of their work life in flow Mentioned: Steven Kotler Flow Research Collective MacGyver Method Steve’s book Abundance Flow Profile – free flow diagnostic tool to test how you experience flow Intro and outro backing music: Forever More by CREO Raw transcript: Download PDF transcript here. It’s John McIntyre here, the Autoresponder Guy. I’m here with Steven Kotler. Now Steven Kotler is the author of a book called The Rise of Superman and another booked called Abundance. The reason I wanted to get him on today was to talk about what he talks about in The Rise of Superman. Now this book is about what he calls The Rise of Superman obviously. What does that mean though? It means if you look at snowboarders or action sports, skateboarders, people who are rafting down rivers in Canada or climbing ice waterfalls, doing the crazy stuff. Those wingtips, the skydivers with wings, which is extremely dangerous stuff where basically, people have to access a certain flow state to stay alive. That’s what this book’s about. The interesting part, and where I thought we’d link it to marketing, copywriting and business, is that these people when they’re in there, these snowboarders, when they’re in this situation is that they have to access this flow state, these different brain chemicals or they’re going to die. The idea is if we can learn how to hack that state, then we can become better writers, better musicians or better anything in life. That’s the kind of natural link in there or how I’m trying to do it. We’ll get into that in just a minute. Steven, how are you doing today? Steven: Really well, thank you. How are you? John: Fantastic. Good to have you on. Before we get into this flow stuff, the listener might not be fully familiar with you. Give the listener a little bit of a background on who you are and a bit about what you do. Steven: I’m an author and a journalist and the director of research for the flow genome project. What I primarily work on is disruptive technology. Sometimes I work on disruptive external technologies, vertical farming, that sort of stuff, stem cells, et cetera. Sometimes I work on disruptive internal technologies. It’s about flow states which are probably the most disruptive internal technology available to any of us. John: Okay, and the idea, I like how you frame it up as though it’s a technology. That’s something that has evolved in the same way that technologies evolved and that it’s something that we can use in a very practical way. This is kind of like peak performance. Guys are like, I guess this is what Tony Robbins, guys like him, teach people how to do. Is it the same kind of thing as that? Steven: No, not at all. Let’s define flow states for your listeners. Let’s give people some context and then I’ll answer your question. Flow states are defined technically as optimal states of consciousness, where we feel our best and we perform our best. I think everybody has had some experience with these states. Have you ever lost an afternoon to a great conversation, or gotten so sucked into a work project that everything else falls away, then you’ve probably tasted the experience. In flow, we become so focused on the task at hand that everything else disappears. Action and awareness start to merge. Our sense of self, self-consciousness, those disappear completely. Time dilates, so sometimes it slows down and you get that freeze-frame effect like you’re in a car crash. Sometimes it speeds up and five hours will pass by in five minutes. Throughout all aspects of performance, and that’s mental and physical, go through the roof. Tony Robbins and the rest of those guys, they work A, primarily in self-help. There’s a couple of key differences. The first is that nothing I tell you here today are you going to apply on Monday and you’re life’s going to immediately start getting better. It doesn’t work that way. Flow is ubiquitous. The state shows up everywhere in anyone provided certain initial conditions are met. Unlike self-help which is about a 5%/10% improvement, flow offers a step function worth of change. Let me give you an example. McKinsey and Company, the business researching firm, did a 10-year study of top executives. They found top executives in flow are 500 times more productive than out of flow. That means you could go to work on Monday, spend Monday in a flow state and take Tuesday through Friday off and get as much done as your steady state peers. That is a massive application; 5 times more productive is a 500% increase in productivity. Productivity is just one example. You could go to creativity. Studies show that flow provides about a 7X, so 700% boost in creativity. Learning, the U.S. Military did studies with snipers in flow, and they found that snipers in flow learned 200 to 500% faster than normal. So, Malcolm Gladwell’s famous 10,000 hours to mastery, the research shows that flow can cut it in half. On one end, flow is not self-help because it is a much bigger change. The second reason is, flow is a little dangerous. You have to understand. We now understand kind of the neurobiology of flow, what’s going on underneath the surface. As you pointed out in your introduction, one of the things that’s going on is a huge neurochemical dump. You get five of the most potent neurochemicals the brain can produce, all at once in a flow state and that’s kind of the only time that happens. Now these chemicals are all performance-enhanced chemicals, but they’re also the most addictive reward drugs the brain can produce. You’re getting a very, very deep and very, very addictive cocktail of neurochemistry. When you’re working with flow you have to know what you’re doing because you’re playing with very fundamental biology, very powerful neurochemicals and it can go wrong, disastrously so. John: What’s an example? Like let’s say I’m trying to hack this and I’m doing business, and I’m trying to hack this flow state. What could go wrong? Steven: Well, let me give you a couple simple examples. I have to back up actually. To answer your question I have to tell you a little bit more about what we know about flow. Flow science goes back about 150 years. The first 120 of those years, or first 130 maybe, were spent figuring out what is the psychology of the state, right. What are its characteristics and what are some of its psychological triggers? What brings it on; what precipitates the state? Out of this research into flow triggers, right, these are pre-conditions that bring on more flow, one of the things discovered is known as the challenge skills ratio. Very simply, we get into flow follows focus, right. It’s a state of massively heightened focus. All these triggers are ways of driving attention into the now. One of the easiest ways to do that is the challenge skills ratio. It means that when you approach a task, the challenge of the task should be slightly harder. It should slightly exceed the skills you bring to bear, right. To define flow frequently, you want to constantly be putting yourself into situations where you’re stretching but not snapping. It’s a very slight gradient, but it’s a gradient nonetheless. That means that when you’re looking for flow, when you’re seeking this state and trying to get more of this state in your life, you are taking, you’re climbing the ladder of escalating risk. You are pushing yourself slightly farther, slightly farther, slightly farther, day-in and day-out, over and over and over again. It doesn’t matter what your profession is. For action and adventure sport athletes, this pushed them into situations where if they make a mistake, they’re going to die, but you can see it. When jazz moved into bee-bop, right. This was a very, very big risk for those musicians. When filmmaking in the 70s moved into auteur filmmaking. Every time these guys pushed, they kept pushing and kept pushing, kept pushing and suddenly they got to the edges of things where they were suddenly betting their lives, in the case of some of the athletes, or their careers, in this case of some of the artists. You see this with businessmen as well, right. Businessmen who are good at this will constantly be seeking harder and harder and harder challenges. For myself as a writer, this means that I’m now starting to work on my eighth book. The ideas I’m going at are far bigger than anything I’ve ever gone at before because I want to raise the challenge level, but there’s always that danger of, hey, maybe these ideas are just too big for me. Maybe I shouldn’t be writing it, you know what I mean, like maybe I shouldn’t be going there. John: Yes. Steven: Maybe people won’t believe me. Maybe I’m not. Maybe I’m stretching too far, right. There are a lot of other dangers; one of them is this escalating ladder of risk. John: Okay. The interesting thing here is the ladder of escalating risk goes up. Also, just the reward. So, you’ve got a businessman who’s like Steve Jobs, he would be continually pushing the envelope where he’s taking on bigger and bigger and bigger challenges. It’s risky on the one hand, but it’s also those people in their respective fields, whether it’s music or sports, I mean you mentioned this in the book. It’s these people who are taking things forward, who are actually making the real change. Steven: Yes, that’s absolutely correct, right. I mean you have to be living in this way, but the other thing is what you find when you scratch the surface, under all people in all disciplines; when researchers look at flow and what flow has affected change, flow has affected society, they now see flow with the heart of almost every world championship or gold medal that’s ever been one. It underpins major scientific breakthroughs and accounts for significant progress in the arts. All right, we’ve talked about what flow does in business. Yes, everywhere you’re seeing people stretch, you’re seeing boundaries being broken, you’re also finding flow. This is, by the way, not a new finding. Back in the 40s, the psychologist Abraham Maslow, up until he had come along early research on flow had mistakenly looked at it and thought we were looking at mystical experiences; something that was common in religious people, people on spiritual paths, but not common in normal people. Then Abraham Maslow came along in the 40s and he was looking at this state and he wasn’t interested in religious people. He was actually interested in successful people, across the board. It doesn’t matter what you do, he was studying successful people. He wanted to know what commonalities they shared. What he found … it didn’t matter who he talked to, and he looked at Einstein, Eleanor Roosevelt, Frederick Douglas, and on and on, he found … first of all, a lot of his subjects were atheists so the idea that this was a mystical experience kind of went out the window. He found that across the boards, most of these people used massively heightened attention to produce altered states of consciousness that allowed them to do some of their best work. Right, he was looking at flow and he found flow a commonality among all successful people. This is only continued, right. In the 1960s and 70s, Mihaly Csikszentmihalyi, who was then the chairman in the University of Chicago Psychology Department, came along and he went around the world and did a global study asking everybody he could think of. He started out with experts, rock climbers, chess players, dancers, et cetera, and then surgeons, and then he just started talking to everybody else. He talked to people writing advertising copy. He talked to people who were Italian grape farmers, Navajo sheep herders, Detroit assembly line workers, Japanese teenage motorcycle gage. Everybody gets it, right. They all told him the same thing. They were at their best, they felt their best when they were in this state of flow. That is when they were doing their greatest work. The point is not just that flow shows up when we’re pushing the great boundaries. Of course it does, but it also shows up when anybody is pushing themselves to be their best. John: Right, and I love this. You don’t have to be extraordinary to access this state. It’s really just about within your personal realm. There’s that image that a lot of people have seen actually. This would be a good way to illustrate it. You’ve got that circle which is your comfort zone, and you stay in there and not much is happening, but if you step outside it too far, then you break down. If you’re just outside that edge, that’s when you start to access that state. Everyone, even the people who are the smallest bill, who … there’s nothing seemingly exceptional about them, they have their own comfort zone. If they step slightly outside of that, they’re going to start to access this state in varying degrees. Steven: Yes, absolutely. We have to make it clear, most people have already experienced flow that probably didn’t know what was going on because it doesn’t show up all that frequently. In that McKinsey study, they calculated that most people spend less than 5% of their work life in flow. John: Yes. Steven: Right, now that depends on your job, of course. Coders, software coders, get into flow all the time. It’s kind of fundamental. Video game designers, very fundamental. Surgeons, very fundamental. Certain other jobs are more difficult. I make my living as a writer; flow is fundamental. I don’t survive as a writer without the state and if you look through my career, like go through the 1,000 magazine articles and the eight books, et cetera, et cetera, what you’re going to see is the ones that have won awards, the bestselling books, the articles that have won awards, all of them were written in flow states. John: Okay. Let’s dive in right here then to this writing stuff. So you’re a writer and you just mentioned that the best books you’ve read, the ones that have gotten the most attention are ones where you’ve been in a flow state. This is a great area to dive into because a lot of people, when they sit down to say write an email, or write some advertising copy, or write a sales letter, they get tongue tied. Most people, I mean it’s the whole classic writer’s block. They just can’t get started. What you’re talking about is that there are ways to access this flow state whereby, not only would you get started writing, but you’ll actually write the best stuff you’ve ever written. How do you get into this? Steven: Okay. John: What does it mean for you to be in a flow state and then how do get there? Steven: Well, so you’re asking a number of different questions and I’m going to back it up further, right. John: Okay. Steven: Most people don’t … it starts with creativity. As I mentioned earlier, flow states have triggers. Creativity is a trigger for flow. What that actually means under the surface, if you look at creativity coming from a neurobiological level, what you see is risk taking because you’re going to have to do something new. You’re going to have to put it into the public sphere. There’s risk taking involved. Risk is actually a trigger for flow. Every time we take a risk, the brain releases a neurochemical called dopamine. This is one of the chemicals that underpins flow and that helps put you into the state. Risk also focuses attention, it drives attention into the now, right. Obviously there’s danger, so you get focused attention. Simultaneously, you see pattern recognition. Pattern recognition is the ability to link ideas together in new and unusual ways. So, creativity, this isn’t always the case but often is. It’s the result of something novel bumping into something old. So a novel idea, a novel experience bumping into an old thought creates something utterly new, right. That’s how it works under the surface and to make those connections for the novel thought to trigger to bump into the old idea, you need pattern recognition. Where flow comes into play here is it actually amplifies both sides of this equation. When we’re in the state of flow, we’re more actually in the state, the neurochemicals that underpin the state sort of surround the creative process. You get, I mentioned dopamine, you also get a chemical called norepinephrine. Ignore the fancy names but just what’s important is that these two chemicals together massively increase focus, right. We’re paying more attention. We’re taking in more information so that heightens our access to novel information. We’re paying more attention to what’s going on in the world. We’re seeing more, we’re taking in more information. We have actually greater access to novelties, so we have greater access to the front end of the creative process. Another thing these chemicals do is they lower signal to noise ratios, which is a fancy way of saying they allow the brain to see more patterns, to make more connections between ideas. Not only are you taking in more ideas, the brain is heightening its ability to link these ideas together. You’re also getting another neurochemical called anandamide. This increases lateral thinking. This is our ability to link tangentially related ideas together. These three chemicals essentially surround the creative process so when we’re in flow, all are heightened, right, so everything becomes easier. Flow is actually a technical term. Most people don’t know this but the state got its name because when you’re in flow, every decision, every action leads seamlessly, fluidly from the last. Flow feels flowing. The ideas just kind of roll. There are reasons for this neuro-biologically. One of them is that your pattern recognition system is all jacked up, so one idea can lead to the next, can lead to the next, can lead to the next, right. In flow, once you’re in that state, the writing is going to go really, really well. The question you’re asking is if you’re not in flow, if you’re facing the blank page, how do you get yourself into that state? That’s a kind of a different question and it’s got a couple different answers. I think there are three easy answers. The first we talked about earlier is the challenge skills cell, right. How do you push up the challenge level in flow? When I’m talking to young writers and teaching them about this stuff, I always say there are two tricks I use all the time when I’m stuck in a dope and I don’t know what to do. First of all, good writing, I don’t care what you’re writing, means telling the truth. You have to be slightly vulnerable. How vulnerable is slightly vulnerable? Well, I want the challenge to slightly exceed my skill level. I have discovered that for me, that means I have to tell enough of the truth that I’m always slightly uncomfortable with what I’m writing. That feeling of uncomfortably doesn’t necessarily go away. I have just learned to recognize it as a level of honesty that leads to good writing, compelling writing, something people want to read. On top of it, I’m taking risks here. I’m giving myself the space to push up the challenge level, to take risks and to use those things to slide into flow. Concurrently, one of the other things I often do to push up the risk level, and I think this is a very useful technique for anybody and it’s going to sound silly, but go to your bookshelf, close your eyes, shove your hand out, grab a book at random and open it up. Look at the first sentence you see and steal that sentence. Take that sentence, write it down; that’s the first sentence of what you’re writing, but you can’t take the words obviously because that’s plagiarism, so replace all the words with your words. There’s a noun there, you write a noun. If there’s a verb there, you write a verb. You’re trying to write in somebody else’s style and somebody else’s voice. By doing that, you’re replacing their words with your words and once you get that first sentence, you’re going to try to keep going in there, in that voice. It’s like wearing a costume. People are much more audacious, bold, creative, whatever you want, when they’re wearing costumes because they’re slightly hidden. If you start writing in somebody else’s voice and you make it about trying to write your best work in their voice, even though you’re not … don’t copy their sentences, copy their structure. It requires pattern recognition which will release dopamine which will trigger flow. These are two very simple exercises. The thing you have to remember about flow, this is fundamental neurobiology, this is evolutionary biology. Everybody is hardwired for optimal performance. Ubiquitous shows up everywhere, so all we’re doing is we’re playing with ways to drive attention. These tricks, they may seem really slight and small. It seems kind of weird that something so small could bring on something so big, but this is just the way we’re hardwired. We’re hardwired to have easy access to the state. John: Yes. Steven: You just need to know what you’re doing. John: Absolutely. One thing that works for me, and I think a few of the listeners will relate to this, is when I’m writing say an email versus a sales letter, I’m not sure how much you’ve experienced with advertising stuff, but say with the sales letter, I find it really hard to write them. I get all tongue tied, but let’s say if I sit down to write an email which is a much more relaxed form of marketing, often how I start an email especially if I can’t think of anything to say, and I’ll do this for sales letters as well … I mean you could do this with an article or a book or anything you’re writing. I’ll just start writing. I’m sitting here in my room, it’s 3:33pm and I’m drinking a coffee, and here I am, I’m going to sit here and write you an email or write you a whatever. It’s almost like when you remove the plug and you just let things … I mean here’s that word, you just let things flow, things just start. It’s kind of like the brain starts. It’s all blocked up, but once it starts going, it really starts going. Then I can go back after the fact and edit those first few sentences out, but initially, those first few sentences can be the catalyst to actually trigger the rest of the writing. That’s sort of like the tricks, although that would be another trick. Steven: You’re absolutely correct. There’s two things I want to mention. One is it’s important to know that flow … a lot of people think of flow as a binary, like a light switch. You’re either in the zone or you’re out of the zone. It doesn’t work that way at all. It’s actually a 4-stage cycle, and a couple of stages don’t feel flowy at all. At the front end of a flow state is what is known as struggle. This is a loading phase. John: Yes. Steven: It means you’re overloading the brain with information. In the struggle phase as a writer for example, if I’m researching an article, this is when I’m reading books, I’m reading articles, I’m doing hundreds of interviews. I’m trying to figure out what the structure of what I’m going to write, what shape it’s going to take. You’re really driving yourself to the absolute brink of frustration. Then you talked about something very interesting, and this is the second stage of the flow cycle. Once you’ve overloaded yourself and you’re at the brink of frustration and you can’t learn anymore, and you can’t take it anymore, you need to take your mind off the problem. You actually need to relax. The second stage of the cycle is known as release and it happens, you know, some people get all their inspiration in the shower. They’ve been working all day and they go into the shower. It’s because by taking your mind off the problem, what is happening in flow, one of the things that is happening is we’re trading the conscious for the subconscious mind. We’re handing over information processing duties to our subconscious, right. We’re doing this for a lot of different reasons. The conscious mind is very energy expensive. It’s very slow, it’s not very fast. The subconscious is much faster, it’s much more energy efficient. The brain is always trying to conserve energy. The minute you relax and take your mind off the problem, brink and make this switch. The subconscious is much faster than the conscious mind so we can find those patterns much, much easier. That release period triggers the flow state itself which is the third stage in the cycle; great, huge high and this is followed by a deep low. On the back end of the flow cycle is a recovery phase. Those neurochemicals that we spoke about earlier are expensive to the brain to produce. You need nutrition, you need sunlight and you need vitamins, et cetera, et cetera. It takes a little while for the brain to be able to build them up again. During this period, you go from this very big high to this deep low. A lot of people have a lot of difficulty kind of navigating that low. Earlier we talked about the dark side of flow. That low is part of the dark side. You have to basically learn that you need to go through that recovery. That’s, by the way, where that amplified learning takes place and if you’re stressed out during recovery because you don’t feel as great as you used to, you’ll block that learning cortisol which is the stressed form on blocked learning. Interestingly, you pointed out, you go back and you edit later. This recovery phase when you’re really down is perfect because in flow, pattern recognition is all fired up so you have lots of ideas. Not every one of them is a great one. It feels like they’re all great, right. This recovery phase, it’s actually, especially for writers I think, perfect because it’s a perfect time to go back and edit and see what was a good idea and what was a bad idea. It’s interesting that the process you just described sort of maps onto the flow cycle itself. John: I absolutely love this idea. I have this so many times with, not just writing, but just life in general where I’m frustrated and I’m depressed and I’m just pissed off that I can’t figure something out. Then, maybe I chill out, I go for a walk or I’m off doing groceries or something like that, and all of the sudden it’s like the mind just starts firing. It just goes into overdrive and it’s like, boom, there’s the solution. Then I get home … Steven: Yes. John: … I sit down to work or I start toying … I often get it in conversations with someone. It’s like the idea clicks in and all of the sudden, you see everything in a whole new light. I love to remember those moments. Steven: Let me take it one step further for you. This is not directly related to flow, though it tends to produce flow states on the back end. Two things to know. First of all, if you can’t get started, if it’s not clicking, there’s one of two reasons. The first is that you haven’t done enough homework. You really haven’t filled the brain with enough ideas for it to start pattern matching and making connections between ideas. Sometimes if the walk, if those little halves that you’re talking about, aren’t working, it’s because you actually need to do more research. You need to load the brain up more. Simultaneously, if it’s not clicking, if you’ve already loaded the brain up and you’re so frustrated, you still can’t find it and nothing’s coming together, you have to understand that this pattern matching and the pattern recognition is fundamental to the brain. It’s what neurons do at a basic level so there’s nothing fancy going on here and you can actually program the system. If you want to find out more about this, you can Google the MacGyver Method, which is one guy who’s teaching it. The simple idea here is, and I do this by the way at the end of every writing day, right before I’m about to go up for the end of work, pull out a blank piece of paper and I give my subconscious an assignment. If I can’t write the opening line to my new book, I say subconscious, I would like you to write out the opening line to my next book. I’d like to wake up tomorrow morning, start writing and have that line please. Then you write out the question. You want to write … I use a numerical system, kind of as many things. You may not know what the opening line is but you know you want it to include the word peripatetic and you know, whatever descriptors, feelings, guts, whatever you have about this, write that down too. Then, be done for the day. What is going to happen is at some point, you’re going to forget that you did that, it’s going to click over from the conscious mind into the subconscious mind, right, writing it down. That’s why you’re writing it down. By bringing in the tactical sense with everything else, you’re just kind of giving memory a little bit of a toehold into it. You’re saying hey, this is important. Do something with this. Pattern recognition will take over. Wake up the next morning just as you planned out, start writing. It doesn’t matter what you’re writing, start writing. You will find that the answer to your question, use of that line or whatever, will show up within the first couple of sentences because your brain has done the work while you were asleep, or while you were whatever, and you just have to kind of kick back in and access those files. This is simple brain function, but you can program, especially as a writer. You can program your brain to problem solve for you creatively while you do other things. John: Yes, I love it. It’s just great how simple it is. What I’ve been telling myself recently is, I’ve got to take time off, but I know the brain’s still working. I guess it’s giving me the permission almost to kind of go and relax, go bowling or go … I haven’t been bowling in two years. Steven: Well, you’re super right. We teach this. One of the things that’s really hard, especially for high-performing individuals, is understanding that flow has a cycle and that the brain works a certain fundamental way. You can’t short circuit the process, right. If you want to go back into a flow state, you have to go all the way through this cycle. Most of the brain is like that, most of the things in the brain work that way. There’s a process, there’s that cycle. John: Yes. Steven: It’s very useful to know how learning works under the surface, how creativity works under the surface, how flow works under the surface, because once you can figure that out, if you have to do something creative for a living, there are … not shortcuts, but there are ways to kind of maximize the process, right. John: It’s almost like you’ve got to … I was just thinking then that you just learn to embrace it. Instead of thinking like, well, how do I get on a high every single day, it’s like well, what stage am I in and how can I just maintain to keep showing up each day, keep showing up to work despite the fact that I feel frustrated because I know that in a few days, or next week, that state’s going to trigger, then I’m going to get a whole bunch of work done. Then afterwards, I’ll be able to relax, do some editing, chill out, take a nap, all that sort of stuff. You can embrace it, ride the roller coaster. Steven: Yes, absolutely. On a certain level, you don’t want to take the roller coaster personally, right. That’s really the truth of the matter. You can’t really escape it, as far as I can tell, but you can’t take it too personally. You need to understand that it’s a process and that what you’re feeling as frustration, for example, on the front end flow state, when you can’t start writing, when nothing’s coming together, that frustration is actually part of the process. It’s a good thing and not a bad thing. John: Yes. Steven: Knowing this, over time and kind of practicing with it and living into I guess, gives you the confidence to kind of handle the emotions, have the emotional control to kind of get through it. The other thing that’s so important, as you pointed out, you need that recovery phase. You often see this in business. I was talking to a salesman a couple days ago, there were just really high-stakes sales, and he was talking about how he’ll get into flow state. He’ll go on a tear. He’ll quadruple his sales and blow his quotas out of the water, 300% greater for a period of time. On the back end of that, when the quarter’s over, he’ll actually need that deep recovery period, but instead he works for an organization where they say, oh my God, you did so great. Here, here’s half the territory and we’re going to triple your quotas. There’s no time for recovery, the challenge level goes way up and he’s blocked from flow. We talked earlier about action adventure athletes. One of the reasons these guys got so good at getting in the flow so repeatedly had nothing to do with anything they were doing consciously. It’s their sports are very weather dependent. If you’re going to ride big waves, you’d have to wait for the storms to come in. If you’re going to ski these amazing lines, you need perfect powder. What happens is, storms blow in, everybody charges really hard for a few days, gets in the flow, does whatever, the storms leave and there’s a built-in recovery period on the back end. This doesn’t happen in our daily life very often and high performing people rarely give themselves time to recover, and it’s really important. It’s really important to know that when you chill out and go back and edit, and kick your feet up and relax, that’s critical. Just like taking your mind off the problem is critical. These are counterintuitive things that kind of go against what high performers normally do which is just buckle down and buckle down, drive forward and drive forward, through hell or high water. John: Yes. Steven: You have to know that slow and steady wins this race. John: Absolutely. It’s kind of like, yes, ever player or high performer has been through that stage where all they want to do is just work, work, work, work, work, because they’re a hustler. If they just work harder than anyone else, they’re going to get there. Then eventually, everyone realized that when you do that and you burn out, and then you crash, then it’s much worse than if you’d taken a short break every now and then. Steven: Yes. John: Cool. Steven: Absolutely. John: Alright, well let’s wrap it up here. I really appreciate you coming on to talk about flow. Before we wrap this up though, give the listener a heads up about where they can go to learn more about your book, or books, and then we’ll say goodbye. Steven: Absolutely. You want to check out riseofsuperman.com, stevenkotler.com, or my organization, theflowgenomeproject.co. On the flow genome project website, there’s a flow diagnostic free-of-charge. Anybody can sign up and take it, and it basically is kind of a quick survey that looks at the categories in your life, the things that you do, that you like to do, where you’re most likely to find flow. It’s a great primer if people want to get started. John: Cool, I’m going to go check that out right after we sign-off here. One other thing that’s a little bit unrelated to flow is your other book, Abundance, which I read two years ago. I absolutely loved it. It put me in the best and extremely positive state just about the future of mankind. If you’re looking for something that’s going to pump you up and get you excited, go and check out Steven’s book, Abundance, as well. Steven, thank you. Thanks for coming on the show. Steven: Thanks for having me. The post Episode #55 – Steven Kotler On Finding “Flow” State and Increasing Your Productivity 500% appeared first on McMethod.
Rank #2: Episode #129 – Bryan Kreuzberger on Becoming a Superman Sales Person Overnight with “Breakthrough Emails”.
If you are a sales person, If you are a business owner with a sales team.. ..this episode is for you. Not much needs to be said except for the fact that this episode might change your life. Because today, Do we really need to cold call until our jaws turn to mush? Bryan Kreuzberger’s Breakthrough Emails method is something any sales person can do instead. Something anyone with a product or service can and should utilize. It’s the way he goes about email that makes sales people feel like a kid on Christmas morning. So it’s well worth you check this episode out. Let Bryan tell you how, as much as subject lines are important, ..if you’re sending crap, You’re going to get a crap response. But the problem is, That most people don’t know they’re sending crap… So how are you supposed to build and scale if you can’t even get your target market’s attention? That’s where Bryan and Breakthrough Emails come in. In this episode, Bryan reveals what’s crap, and what’s not. And not only that. Bryan creates a whoe case study of his system and we break it down VERY detailed. He also reveals how to identify your exact target market and talk to them and them only. Because if there’s anything that years of cold-calling taught Brian, It’s that it doesn’t work. And that working smart is a MUCH better way to spend your time. What Breakthrough Emails allow you to do, Is talk to ANYONE at ANY LEVEL at ANY business. You’ll soon forget about the 2% response rates and countless hours of chasing your own tail after hearing this valuable sales related episode. In this episode, you’ll discover: how to identify someone with real pains (find out exactly who has need for your product or service) the Deep Sea Fishing Technique that uncovers five must-have opportunities for your prospects (forcing them to reply) why this Tony Robbins quote, “You want to influence people based on what already influences them”, is so vital how all you are doing with an email is creating an opportunity for the person (reveal the built-in opportunities) a method that will identify your top ten customers (then what to do right after once you have) Bryan’s method of taking prospect phrases and infusing them in his emails for greater reactions why asking “WHY?” is the most powerful question you can keep feeding to prospects during interviews (listen to how Bryan does it to me) why this bullet-point is more important than the rest (“Map your solution to whatever it is that ails them.” – Bryan) the Gary Bencivenga technique that Brian uses to successfully open and close sales how to do really amazing things by thinking like them (it’s easy with Bryan’s Waterfall Technique) the tootsie roll analogy that will help you uncover deep hidden pockets of gold to reference while pitching learn how to uncover fears, frustrations and desires during interviews (and how to focus on the right 5 to use for all future client outreach) two little known reasons why choosing a niche is a fantastic thing to do.. (these benefits will grow exponentially too) how to leave a lasting impression in your email closings that will force prospects to reach out to you with interest. Mentioned: Breakthrough Email (go through the free template walk-through to get started) /pro /leads (apply if you have a product or service over 20k) email@example.com (email her with any questions) Intro and outro backing music: Forever More by CREO Raw transcript: Download PDF transcript here. John McIntrye: It’s John McIntyre here, The Autoresponder Guy, I’m here with Bryan Kreuzberger of Breakthrough Email. Now Breakthrough Email is probably the best rated cold email system I’ve ever found online or even heard of. And the great thing about it and why I thought this – today’s you know today’s episode would make a great – I think it would be really good is that you can – a lot of them come to me and they ask you how do you get clients? When you’re starting out how do you go and get clients? Or even when you’ve been doing this for like… How do you go and get clients? If you don’t have an email list, if you don’t have a website, or if you don’t any sort of normal way to go and do it and so, you know that’s where cold emailing comes in, but the problem is most people go and do cold email and the response rates are you now less than 10% sometimes down to like 1% or 2%. So you’re sending 100 emails and maybe getting 1 or 2 to reply to you. And usually it’s with companies that don’t even have that much money. They’re at the lower end and if you’re emailing people at the higher end you know 10, 20, 30 million dollar revenues and above you probably not even getting a replies period. And so what’s great about this system, and what I like about, it is that it allows you to go after any one at any level. And you can go in and you can get these amazing response rates at companies where most people would never ever, ever, ever be able to get an appointment. And so I thought we’d get Bryan on, have a chat about how to do it, the nitty-gritty, and so you can walk away and apply it in your own business. So yeah Bryan, how you’re doing? Bryan Kreuzberger: I’m doing great, excited to be here. John McIntyre: Cool good to have you. Before we get into sort of like the nitty-gritty of what this strategy is and how it works, can you give the listener a bit more of a background on who you are and what you do? Bryan Kreuzberger: Sure so who I am and what I do. So we certainly help companies generate leads you know and find new business and also you know increase conversion for sales. Who I am as a person you know I grew up in Northern California, graduated college after 9/11, and was trying to get a job and just couldn’t find a job anywhere and you know that’s really kind of the origination of where I started realizing just the value of connections and contacts because you know I wanted to get into consulting, wanted to get a job and you know I just – I had no contacts. So I ended up getting a job in sales and I was such a cold calling every day looking for an Oracle Consulting Firm down in southern California and I just hated it. You know we had great products, great service, but you know no one had ever heard of us, and it’s my job to go out and sell and you know typically like our – my sales manager would just say like, “Listen you got to pound the phone, it’s a numbers game.” And from what I found it’s actually not a numbers game. And if you’re cold calling you’re just – you’re wasting a lot of your own time, but just because people aren’t there. The pickup rate’s not there. And you know fast forward years later I was in New York city still you know in charge of you know my own book of business selling advertising to Best Buy, McDonalds, those types of companies and that’s when I discovered cold emailing. And you know really my life changed within about 18 months of learning how to use the email to get meetings because I was able to find the actual decision makers who could buy our products and services. At that time we were selling to advertising space, but you know it really it changed everything for me and I did not tell a soul once I learned you know this secret because this was my super power, but now we you know we help companies and we help primarily enterprise companies you know get their foot in the door with Fortune 1000 type decision makers. John McIntyre: Awesome, awesome okay. I like it too. I like how it sort of come together coz a lot of people put together systems – never really based in reality. They sort of sit down and come up, “Ah what can I sell.” I like how this is developed from just the trenches, you’ve been in there doing it so, yes so all right so, what we chatted about before we just hit record then is instead of just going through – running through sort of a conceptual list of you know tips and tricks and sort of how to do it would make it – make it more of a case study. And it would be based on the idea of right now, in my own business, I’ve realised that if you’ve been listening to this podcast it’s been going for over 2 years now and some of the mistakes I’ve made in the last few years is one thing was never doing recurring revenue which is a sort of a long story, maybe time for another episode, another thing was never defining the target I was going out – so the target prospect and what I mean by that is with this podcast, if you ask me what the audience says I wouldn’t be able to tell you. I’d say that anyone who listens is interested email marketing, but that’s not saying much because anyone who’s in business and wants to get clients or customers is probably going to be interested in email marketing to some capacity. So it doesn’t give – doesn’t get me much information on how to go and find those people and so, what I realise is business gets a lot easier when you can clearly define who you’re going out to, what problem you’re solving for them. And there’ll always be much more scalable because if you have a customer who’s the same as very clear target you can go after – you know there’s thousands of them out there in the world. If you can figure out how to reach them you could sell them the same thing over and over again to all the different ones. It’s easy to systemize, easy to scale, and it’s easy to find them. So with all that I decided to go in the first direction I’m testing, going in, is ecommerce email marketing. Coz they all use the same software, they all have relatively the same thing, they sell physical products, and as far as the email marketing’s concerned they are – they all have fairly similar niche for the most part. So it’s a very clear type of prospect and it’s a very clear offer that I’m giving them, it’s a no brainer because in some cases it can increase their revenue by up to 50% so, for a $10 million company that’s $5 million from email. So it’s great up site. So with all of that to get back to the cold emailing aspect is now I’m faced with this challenge of how do I go after these people? And how do I go and find them? And so with all – instead of, like you said, doing the conceptual list of tips and tricks and stuff that we go through Bryan’s Breakthrough Email system and how would you apply that – how would you apply that to say going after these ecommerce clients so, I’m all used to this. I’m actually really interested to see where this goes. So what’s – where do we start with this Bryan? Bryan Kreuzberger: Let’s see so where – like how did you decide ecommerce for you? John McIntyre: Well, I mean, part of it was realizing that – I think one of the you know big mistake I mentioned was not doing recurring revenue. The whole reason why I was transferred here – and I think that’s a long story, but basically I started to think you know how can I restructure things? Now how can I go and find a client where I can offer some sort of recurring revenue service? And ecommerce seemed like – ecommerce is something I thought about for a long time and started sort of pursued it, but they have – I mean there’s like a set up thing that they need to do. They need to start up a whole bunch of automated campaigns, but they also need to do ongoing – there’s, I mean, there’s ongoing newsletters and promotions and ongoing development of all the different funnels that they you know may have. And so yeah… Bryan Kreuzberger: So have you done ecommerce? Have you helped some clients out for – with ecommerce? John McIntyre: I – yeah I got 1 client right now, we’re just running a promotion for this week. Bryan Kreuzberger: Okay. John McIntyre: And I got a few more as well that we’re just – we’ve just started working with. Bryan Kreuzberger: So my approach to like for any business, and this works for anybody listening, is first just identify like who your top customers are, right? By revenue, by profitability, last year – couple of years, like who were the outliers? You know who’s number 1,2,3 like to 10 and just write them out, right? So okay who, based on everything that I’m doing, is paying me the most amount of money? And what’s the profile of those people? So hopefully ecommerce – because strategies like your strategy is the first thing, right? Are we contacting the people that are going to respond and you know you already have a lot of like expertise and credibility in that space. Does that match up for you? John McIntyre: Yeah I think so. Bryan Kreuzberger: Or would… John McIntryre: Well I – there’s things well like it’s like the thing about my business and probably a lot of no opposition to business is you could go out and sell say a sales letter for you know some sort of sales file for $10,000 $20,000 or $50,000 depending on the client. So it’s good money in that sense, but then what ends up happening is you have a good month and then the next month on day 1 you start at 0 dollars again and you got to start getting on calls and emailing people in marketing. And so I think partly it’s about goals. It’s like what I want to have is a business that on day 1 I’m already starting at say at least $10,000 or $20,000 revenue. That’s important to me for some probably some of the long term vision of the long term things I’m trying to achieve. And so I would prefer that over having an amazing month and then having a bad month or 2. And so that was the aspect of going after looking at – I need to find people who can afford to pay it – can afford to pay for decently high you know so they’d be able to pay $5,000, $10,000 for a setup. Maybe $20,000 for a setup fee and then a monthly retainer for just like managed services. Bryan Kreuzberger: Yeah. So they have an on and going need. John McIntyre: They have an ongoing need, right. Whereas if I go and sell a sales model to someone – in some cases I might able to get a percentage you know percentage of the cut of the revenue of that funnel, but some – I mean those deals depend – they’re not that common and they’re not always reliable. So yeah talking about more ways basically to find like it’s a bit like an abundance source of customers that need or clients that need that ongoing service… Bryan Kreuzberger: Right. John McIntyre: … and to ecommerce it seemed like the natural thing coz you can go and find companies that you can – they’re easy to find based on revenue as well coz you can just go look at their Elixir ranking which gives you a decent indication. Sometimes their revenue’s published online anyway so, it’s – it seems like as far as how much you charge it’s just a relation to what’s their revenue? And then what sort of impact can you make for them so, yeah. Bryan Kreuzberger: So right now – if we had like look at the 3 steps or how I think about cold emailing there’s you know who you send to, right? Who you send your email to, there’s what you send and then there’s how you send it like what systems do you use? Are you using TAD app or BuzzBuilder or using Outlook or Gmail, you know, whatever it may be. The who you send to is actually the most important because you could have a bad email and still get a response if you, you know, identify somebody who has like a real pain or real issue. And, you know, there are ways to find out like the trigger events, there’s 4 like who you know, based on your products or service, all ready has a need for that and like the metaphor I use is like if you’re going fishing you know imagine there’s 3 lakes your gonna choose from and the first lake has lots of fish in it, right? And the second lake you go to has lots of fish that are big and these – and these are like just these giant fish. And the third lake you go to has all these you know big fish and they have a lot of them, but they’re also really hungry and they’re actually hungry for what you have. John McIntyre: Yeah. Bryan Kreuzberger: So the first step is identify the right lake for you. You know where are the fish that are big, that are hungry that you can identify that will actually bite at what you have because really it’s kinda like casting a line. You’re – you know you’re sending the email, do you have these issues, do you have these like problems? Here’s an opportunity for you, what do you think? you know if it makes sense let me know how your calendar looks. So for the people that don’t respond we can assume, since we’re doing a bunch of work up front to identify like what we’re gonna send them and actually create an opportunity, most people when they send an email it’s like, “Hey let me tell you about me, right?” Like “My name is Bryan Kreuzberger, I’m the founder of Breakthrough Email, I really think we should talk, you know? We’ve been in business for 25 years and blah, blah, blah, blah, blah.” John McIntyre: Yeah. Bryan Kreuzberger: Right like in all – because I – people that go to our website, Breakthrough Email, will send me their emails and I see what people are sending and it’s just like man people aren’t responding this is just talking about yourself. It’s like when you went on a date with somebody and all you did is talk about yourself. And you haven’t even met them, right? They’re not gonna be interested so, you – you know you want to engage them and you want to make the opportunity about them versus let me tell you about you know me. And that’s kinda first mistake – let me tell you about me. How people normally think about it it’s like, “What subject line do I use?” You know it’s the subject line just need to get them opened and then they’ll respond, but if you send them crap, which most people are, I mean if you’re getting 1% to 2% response rate you know 3% to 5% there’s something wrong, right? 97% of people are saying, silently, they’re saying no thank you. So within your strategy you know identify your top 10 customers and then I would just go after the competitors of those customers, if you can, you know if you don’t have customers yet there’s like another process to that and we can you know like identify that. The great thing about emailing is you can connect with anybody. Now pretty much anybody in the world checks their own email because – and especially in any business or any organization they don’t outsource it to their assistants because you know they’re boss, they’re shareholders, they’re board members, they’re you know everybody is emailing them and that’s like the – it’s the number 1 form of communication. Everyone’s going back and forth you know how many phone calls do we jump on a day? How many emails do we you know send or respond to? John McIntyre: Yeah. Bryan Kreuzberger: Does that make sense? John McIntyre: Yeah I’m reminded of something someone said recently which you know triggered a I guess an insight for me with that. It was this idea of like so like we’re talking of sales on the phone actually. This was like closing deals on the phone. And I remember we were chatting about this idea of you know I was thinking like how to sell, what am I selling? Like that was putting a lot of attention and energy into focusing on that. I wasn’t really making that much progress and then 1 day we were chatting and he mentioned something, that was basically what you said, like 80% of this game is who you’re selling this to. How do you sell it – well I think it’s about 70% say who you’re selling it to. Maybe 10, 20 – maybe 20% of it is how you sell it or – yeah and then maybe 10% is what you sell. So what you sell is relatively easy to figure out, the how’s you need to learn that, but the ultimate – but the highest value here, the most important thing is who you’re actually trying to talk to. So… Bryan Kreuzberger: Yeah you’re trying to find a product customer match. John McIntyre: Yeah. Bryan Kreuzberger: Right? And so the more skilled you are at identifying you know who it is – now most entrepreneurs, sales people, business owners that first year they’re kinda throwing spaghetti against the wall, right? Like they just kinda don’t know what’s gonna stick. I mean for us like I was really committed and excited about you know working with entrepreneurs and you know I was always in sales and I didn’t think like okay you know I’m not gonna focus on sales, I really want to work with entrepreneurs. Absolutely I want to because they’re gonna go out, take a risk, create something, change something in the world and make the world better. If they can just learn how to connect with those people because they don’t necessarily have all the sales skills you know I’ll give them that and what I found is that you know a lot of the entrepreneurs they were just in love with their product, right? They’re in love with designing it and getting in the middle of it and working on their website and you know doing everything that they do and they didn’t really have a sales issue yet. In a couple years they’re gonna say, “How am I gonna grow my business, how do I get more customers, I just want more customers,” right? John McIntyre: Yeah. Bryan Kreuzberger: But like if – there’s always that lag time before like you realise what business you’re in. John McIntyre: Yeah. Bryan Kreuzberger: And the sales people like, “Man I hate cold calling, what am I gonna do today? I can’t pick up the phone another time,” you know another day. Like, “I just refuse to do it.” So they just like jumped on everything. And that you know what I realised is that you know pretty much I know I was the customer and when I originally went out to entrepreneurs I didn’t get much attraction and I said to myself, “Listen I know this needs to be – like I can’t die without like sharing this with people.” Just because the whole process is so brutal and it’s so easy once you know all the steps. And so that’s why I shifted the focus to you know predominately most of you know most of our customers are sales people or business owners who have a sales team. John Mcintyre: Yeah okay, okay. So that once you’ve done that – once you’ve – coz I think – I feel that you know that’s probably what’s happening. I’ve been doing this for 3 years – about 3 years. I was in the Philippines when I started in 2012 I think was the first invoice I sent so, just over 3 years ago. Coz I’ve been travelling around and for – in and having a lot of fun and you know it’s been good. So I’ve been doing projects work so, it’s a you know a one – once a you know job’s finished I can then take some time off and relax that sort of thing, but now it’s like, “Oh I want to build a business that’s gonna keep like a system that makes money even when I’m not there, even when I’m not selling and marketing and getting on the phone and –” that sort of thing. And so part of that is realising to the – to the decision to try and do that was probably sometime in the last 6 to 12 months, but then it’s only sort in the last year that’s it’s like, “Oh I never actually defined who I was trying to reach for the last two and a half years. “And that was probably one of the biggest mistakes I’ve made because that then changes – that then makes every other step that comes after that what you – you know what I was selling and how I was selling it. It makes all those steps infinitely harder so… Bryan Kreuzberger: Yeah your customers are dictating your business versus you dictating your customers. John McIntyre: Yeah, yeah. Bryan Kreuzberger: Right and you know and you’ll get busy and all of a sudden like, “Hey I don’t wanna work with these kind of customers,” and you kinda – and you know you keep graduating up, but you know from what I found you know selling to GE, Absolut, Bank of America, MasterCard, you know all these just giant organizations you know they would spend 10 times more money with us and you know the – what they asked for from us was you know a quarter – like our 20% of what the small businesses ask for us you know for the same… John McIntyre: Yeah. Bryan Kreuzberger: … amount of money. John McIntyre: Yeah. Bryan Kreuzberger: Or for you know 10% of the money. John McIntyre: Yeah. Bryan Kreuzberger: And when I was really you know when things were really going well I identified the like, “Man these 5 customers are bringing in tons of revenue,” and I needed just double down on them and all their competitors because there’s certain nuances about what it is that we do and how the customers respond. Now I don’t know everybody’s business, but you know we have 25,000 people in our email newsletter list and you know I could go out and interview everybody to figure out what to put in their email or they could go out and interview their own customers. And if you interview your customers so, if you have ecommerce customers you need to identify – like the email really is just a – you’re creating an opportunity for the other person. “How can I create an opportunity for somebody else?” So if you email me and say, “Hey do you want to be on my podcast?” that is a built in opportunity for cold email, right? So like the opportunity is do you want to market your shit, you know? John McIntyre: Yeah. Bryan Kreuzberger: Do you want to market your company or your product? Do you have a reason to get it there – out there in the world? I have an audience and they’re in alignment with you, right? Do you want to talk? John McIntyre: Yeah. Bryan Kreuzberger: So you know but it’s only one opportunity. I – typically an email will go through 5 different opportunities, I call it the deep sea fishing technique and so, have you ever been like deep sea fishing? John McIntyre: Never, no. I’ve been fishing. Bryan Kreuzberger: Okay so, do you know the difference between deep sea fishing and… John McIntyre: I really have no idea. Bryan Kreuzberger: So you know say you’re in a river you have your line, you throw it in the water, right? You know maybe you catch a fish, maybe you don’t? Deep sea fishing you know you have 5, 10 lines in the water. And you’re trolling so, you’re trying to catch you know multiple fish. So if you go to the ecommerce company I don’t necessarily know what specifically their issue is. I could show you probably how to find out you know a bunch of issues that they have kinda like reverse hack based on you know what’s on their website, what you know what they’re posting online, but your customers do. So we wanna match your current ecommerce customers to your prospective prospects because your current customers are gonna think exactly like your current prospects or very similar at least. And they’re gonna have similar issues. So if you have you know 5, 10 ecommerce companies it sounds like you – you’ve got a couple so, at least we have a starting point. John McIntyre: Yeah. Bryan Kreuzberger: But when you’re in – when you’re out there talking to customers you’re going to be essentially interviewing them. Like what’s your pain? What’s your issue? Here’s you know here’s what we can do to present – potentially solve it. You want to – I’m a big Tony Robbins fan, but he says, “You want to influence people based on what they’re already you know what – you want to influence people based on what already influences them.” John McIntyre: Yeah. Bryan Kreuzberger: So you know when you go in – into your meeting or you’re talking to you know your current customer, “Hey before we started working together what were your issues? What was your fear, what was your frustration, what was your desire?” Most people, what I found, they – they’ll say that they want certain things, but they only want or you know they only desire that or want that because it’s something that they’re frustrated by, right? Like I want to do email marketing because why? John McIntyre: Yeah. Bryan Kreuzberger: Coz you want more customers. You know I want to do cold emailing because I hate to cold call, you know? And I hate to cold call because I you know I fear the rejection on the other line, it feels like a waste of time you know I wanna find a better way and you know and as you kinda unfold the emotions behind it. And so our job in the email is to first – so we’re kinda moving from who to what, right? So to determine what to send talk to your current customers and just ask ’em, “Before we were working together –” and when people normally interview people they’ll interview them from the prospective of you know how is life now? John McIntyre: Yeah. Bryan Kreuzberger: Right? Like a testimonial or something, but like what was your life like before we met, right? You go to the doctor’s office, you’re you know your shoulder hurts you know tell me about how you felt, you know, when you came to the office or before you came to the office. Why did you come to the office that day, right? “You know I was like well my shoulder was hurting, but like I woke up one day and my arm was numb and it was 3 or 4 minutes before I got circulation back and it just scared the shit out of me, you know? And I was like I gotta call the doctor.” You know it’s been 2 months, but like that moment something changed. And so we won’t know like we wanna identify within the ecommerce company what is it that you know what is it that they’re frustrated by? What do they fear? You know what do they desire? Now can you answer that from like say from the perspective of – in your clients? John McIntyre: There’s a few things. I think some clients – well some people – I’ve heard of one company. Now they’re not a client, they won’t … Bryan Kreuzberger: Let’s just – I want to deal with certainty. John McIntyre: Yeah. Bryan Kreuzberger: Right? So like who is the client that you have that actually talked to or somebody that you haven’t worked with, but you have talked to them? John McIntyre: Okay. Bryan Kreuzberger: Can you think of it – anybody like that? John McIntyre: Yeah, yeah of course. Bryan Kreuzberger: So like I don’t want to go off a websites, I don’t want to go off of like – I want to go off of like real human you know the phrases that they say because we actually take the phrases that they say and then we put those into the email. John McIntyre: Yeah. Bryan Kreuzberger: Now if for everybody who like wants like a cold email template we’ll like include it you know a template that you guys can use, but I want to get into like what’s more important about this so, like think of that client. Can you share their first name? You don’t have to if you don’t want to. John McIntyre: Yeah well let’s skip the name. Bryan Kreuzberger: Okay. So you can think of the person, right? John McIntyre: Yeah. Bryan Kreuzberger: So before you were working with them what were they frustrated by? John McIntyre: They were frustrated because they had tens of thousands of email addresses in their database and they heard that you know marketing could be used to generate a large amount of revenue from that, but they haven’t done – they hadn’t done anything on it and they didn’t have these skills or the expertise to do anything about it. Bryan Kreuzberger: So why were they frustrated? John McIntyre: Missed opportune – it was a huge missed opportunity. Bryan Kreuzberger: And how’d they feel about it? John McIntyre: That fear of missing out or that fear of you know when you have a business and you know, as an entrepreneur, you go in the business to… Bryan Kreuzberger: Wait I’m gonna stop you. John McIntyre: Yeah? Bryan Kreuzberger: I want you to just be that person, right? So I’m you and I’m interviewing you. John McIntyre: Okay, okay. Bryan Kreuzberger: So – because at one point you started going into like I could tell it was like that fear of missing out. It’s like… John McIntyre: Yeah. Bryan Kreuzberger: … I don’t know the answer, but I kinda maybe it sounds like this. John McIntyre: Yeah. Bryan Kreuzberger: So you’re that person. Okay so, you have to – how many email addresses do you have? John McIntyre: Got 50,000. Bryan Kreuzberger: Okay you’ve 50,000 email addresses and you’re not doing – and so how do you – like how do you feel about you know not generating any revenue with your email addresses? John McIntyre: It feels like a complete waste. We’ve got all this – so you know it’s all like an untapped resource. Yeah it feels like we have this – we’ve built up a you know a substantial business and we’re always looking for ways to grow and we invest all this money in advertising and marketing on the side and designing and all that, but here we have this database that we’ve never really touched. And … Bryan Kreuzberger: Now why is that? Why haven’t you touched it? John McIntyre: For a long time I just didn’t think that you know email was – I just thought that – I never even thought to email and you know if anyone ever mentioned it I just was like, “Well no one even does that. No one opens those emails, no one buys from that sort of stuff,” so I didn’t even think it was worthwhile. But then obviously over time started different – I’ve been in Masterminds or conferences things like that I started to hear more about this you know this email marketing thing that it was actually – it wasn’t just this sort of spare me idea that no one actually bought from, but it was actually a viable way to generate revenue for my company. Bryan Kreuzberger: So why would you do it now? John McIntyre: Coz certainly now I’m curious. Now I’m like I got this database and I want to see if it works. Coz if it does work I mean that could be hundreds of thousands of dollars or maybe millions of dollars to the company and that’s like that we don’t have right now so… Bryan Kreuzberger: Well why not? Why haven’t you done that before, right? You kinda known about it for a while, sounds like you you know you have some other expertise like why haven’t sent emails to the list? John McIntyre: I think the hard part, and this is actually from the mouth of someone I spoke to last week, you as a store is you know it’s easy to find a designer or it’s easy to find someone to edit the website or it’s easy to find a lot of those sort of straight forward things, but emails are very specialized skill especially yeah it’s a very specialized thing so I can have a guy… Bryan Kreuzberger: Wait can I have you go back? John McIntyre: Yeah. Bryan Kreuzberger: Go back to the other guy. What would he have said? John McIntyre: What would he have said – what was the question? Bryan Kreuzberger: The question was why haven’t you done it? You’ve known it – you’ve known about it a couple of years, but why haven’t you done anything about it? John McIntyre: Probably it’s probably laziness. Probably just being busy running you know busy with the day to day operations of the business. And just haven’t had time to sort of invest in this area and it’s been a little – it’s one of those things you know it’s – every time – we all know we all put stuff on the list and it just sits there for a long, long, long time till we you know make time for it coz whenever I actually just happen to have time. So there was that and there was just the idea that I didn’t have anyone on the team that I could really trust to take care of it because, I mean, yeah it’s no one – like you said no one’s special like I don’t have somebody specialized in this and you know if I do it I wanna do it properly. Bryan Kreuzberger: What was the real reason he finally pulled the trigger? Like what was the event that led him to like actually saying, “Yes I want to work with you, let’s do this.” John McIntyre: Like as in what prompted him to call me in the first place or what prompted him… Bryan Kreuzberger: Yeah like what happened right before? And you may not know the answer. John McIntyre: What happened been right before? I don’t remember specifically though I do remember it – something – he’d been to a Mastermind or he’d heard about it before… Bryan Kreuzberger: Let me take a step back so, I keep asking you why… John McIntyre: Yeah. Bryan Kreuzberger: … and qualifying things because why tells me your motivation. John McIntyre: Yeah. Bryan Kreuzberger: Right? So if I’m gonna write an email to somebody and I wanna – influence them based on what are the influences – influences them. I don’t want to convince them. Like one thing I’ve learned, taking over a thousand sales meetings, especially with guys who are like in their 50s and 60s and they have you know a thousand sales reps, who are really good, all calling on them. Like I’m not gonna outsmart these guys. John McIntyre: Yeah. Bryan Kreuzberger: Right? I’m not gonna like do some sort of presentation and like you know wow them and they’ll say, “Yes Bryan you know your guarantee is so amazing like we’re in.” They’re like you know… Let me like because I don’t care about you. John McIntyre: Yeah. Bryan Kreuzberger: So we have to identify through questions like what is it that motivates them and really like what’s their pain, right? So what’s their fear, their frustration, or what’s their desire and you need to be in a real pain you know because there’s an opportunity cost of like why am I going to take your meeting? Because that’s really in a cold email what somebody’s trying to decide to do. Like, “Is it worth my time to meet with you? Out of the million things that I have and you’re making a request, like why do I care?” John McIntyre: Yeah. Bryan Kreuzberger: So you know asking your clients why, why, why, why? And you know which gets you to – so like a – an idea to think about this. Imagine like an onion and you’re peeling back the layer of the onion. You know that’s kinda the common metaphor, but imagine a Tootsie roll in the middle of that. So you got to get to the Tootsie roll and like and then you gotta like lick the outside of it and get to the like the you know the crunchy part. John McIntyre: Yeah. Bryan Kreuzberger: So when you’re asking your clients like there’s gold in there, but a lot of times we just – you don’t even know, right? Or you know the kinda first level or second level of the onion, but we want to get to like you know like really like what was going on you know with this email list and how did it – what was your fear, right? Like the fear might be, “Well I don’t want to send an email to 50,000 people and pissed them off or send them something that’s incongruent with what we’re doing or hurt our chances somewhere else or –” you know all that – so there’s a – you said you know somebody to do it properly or trust to take care of it, right? Trust is – that’s fear. John McIntyre: Yeah. Bryan Kreuzberger: Right? I’m afraid something that might happen. Plus I don’t have the time. The frustration – the frustration we probably have to dig into like the revenue and what you’re frustrated by and how the other things working that you’re doing, perhaps? I’m not sure because we haven’t got to it yet, but there’s something underline the iceberg that like is motivating this person to do it. John McIntyre: Yeah. Bryan Kreuzberger: And so, our job when you interview is you want – so you know what is your fear, what is your frustration, what is your desire? And we want probably 4 or 5 that you’ve heard a couple different times from different clients, right? So like I’ll go out and interview 5 or 10 clients and then you know you find that like man these 6 or 7 I’ve heard multiple times, right? John McIntyre: Yeah. Bryan Kreuzberger: Or these 3 I’ve heard 3 times each you know these 2 I’ve heard twice and these like a bunch of different people like you know said it at different times. So you want to identify and in your email – in your paragraph like, “Hey here are the 5 ways I might be able to help you.” And I don’t know which of those 5 are gonna hit that person you know and say, “Oh man he’s speaking to me,” but in you know copy writing advertising the seg – you know connect with them where they’re already at or connect with them you know based on what they’re already thinking about. So we wanna reference something that’s already going on. So that’s like – in coaching 1 of the things I’ve learned in coaching you know use metaphors. Give somebody an example like when I describe the 3 lakes and the fish and the big fish and the biting fish and you know that – I gave you a picture in your mind and you know in writing people think in pictures. And you know we wanna like to speak as we talk and then like create a picture in their mind and connect with them based on what is already going on in their world. And the great thing – and there’s 2 other reasons that you – that why picking a niche is really good that you didn’t mention. 1 is you’re an expert in it, right? So if you go and have 5 clients that are all in ecommerce all of a sudden you’re taking a 1– and my best idea’s is just taking a 1 idea from 1 client, which was frankly their idea of what they’re trying to do, and then I was going into another meeting a week later and saying, “Hey have you ever thought about this or tried to do this? Is that something you could be interested in?” “And then you know what? Gosh you know we were just talking about that, you know?” Or like, “Oh that’s a really good idea, how would that work?” or, “You know what? I haven’t really thought – what is that?” or, “No that’s not really like something we care about,” right? John McIntyre: Yeah. Bryan Kreuzberger: And what you’re doing is you’re becoming an expert in that category and the deeper and deeper and deeper you get into it, the you know the kinda of the bigger moat you have because you become that much better and that much more of an expert. And then the other is the credibility, right? So in an email they may not know you. And I think you do this in your email like, “Hey,” you know, “I have this list. I think you know this many people listen to it, these are the other people I’m interviewed.” Right? So you do want to namedrop a couple of your clients because you haven’t heard about Breakthrough Email, but you know just the fact that I’m on this podcast it gives me a certain level of credibility, but if I’ve used the system for McDonalds and GE and Best Buy and Absolut Vodka and Home Depot and you know all these different you know organizations there’s implied credibility there so, when you you know include in the email template just on breakthroughemail.com. That last sentence of the second paragraph? Some clients include that that’s the peak end hypothesis. So that at the end of the paragraph the last thing they’re gonna remember is the last thing you wrote. John McIntyre: Yeah. Bryan Kreuzberger: So we want to emphasize that. So we want to tell them like, “Hey you’re Burger King – I’ve also worked with you know Taco Bell and McDonalds and you know Cluck-U Chicken,” you know or whatever. John McIntyre: Yeah. Bryan Kreuzberger: They’re gonna take your meeting and I’ve seen the responses from people. It’s like, “Hey they’ve met with these guys so, we should at least – at least take a look at it.” John McIntyre: Yeah okay. And then so a question with that is if you – coz sometimes you worked with McDonalds, everyone’s gonna know who McDonalds is. What if you just worked with clients in an industry where they’re unlikely to know who they are, but they’re still clients in the industry? Bryan Kreuzberger: If it doesn’t help you then don’t include it. And you can find like other forms of credibility, right? So like how many people have you like influenced or have heard your thoughts on email marketing? John McIntyre: Yeah probably hundreds of thousands I guess. Bryan Kreuzberger: Like pick a number. John McIntyre: 150,000. Bryan Kreuzberger: Okay and how much increased revenue do you think, if you estimate, like per person have you helped them increase? John McIntyre: Per person I’ve no idea. Bryan Kreuzberger: Just guess. Just pick a number. Something conservative that like you’re like comfortable with. John McIntyre: It might be $10,000 per person. Bryan Kreuzberger: Okay. Let’s use 5. John McIntyre: 5? Okay, okay. Bryan Kreuzberger: Like let’s be super conservative. John McIntyre: Okay yeah. Bryan Kreuzberger: So if we take 150,000 times 5,000 that’s 750 million. John McIntyre: Yeah. Bryan Kreuzberger: So in your email like maybe they’ll have something you know a client that they know, right? But you know I’ve helped over 150,000 you know email marketers and copywriters generate over $750 million in new sales. John McIntyre: Right. It’s $750,000 in sales. Bryan Kreuzberger: No $750 million. John McIntyre: Coz but then you say – you said $5,000 per person. I thought you meant $5.00, okay. Bryan Kreuzberger: You said 10,000 I said 5,000. John McIntyre: Okay yeah, yeah. Bryan Kreuzberger: Is that right? John McIntyre: Exactly yeah. I thought you meant $5.00 not $5,000, but yeah. Bryan Kreuzberger: Oh I didn’t know. John McIntyre: If you do $5,000 its $750 million correct. Bryan Kreuzberger: Yeah it’s a big number. John McIntyre: Yeah. Bryan Kreuzberger: So their fear, right, the person that you’re writing to has a fear. Will this waste my time? John McIntyre: Yeah. Bryan Kreuzberger: And in most emails and when you look at it you know, like you read it and you’re like, “This person obviously hasn’t spent the time to really figure out like what the opportunity for me is. They don’t get it. I’m not gonna take the meeting, no thanks. I’m not even respond. Coz if I respond you know it’s like I’ll have to send a cease and desist letter for them to like give up.” John McIntyre: Yeah. Bryan Kreuzberger: Because people are like, “Hey it’s a numbers game just be persistent.” It takes 12 contacts. It doesn’t take 12 contacts you know you can write 4 emails and get 80% of the companies to respond, but you have to know what to say and we actually prepare a lot more to determine what exactly to say to create the opportunity for the other person. John McIntyre: Right. Bryan Kreuzberger: We need to like get in their mind like be in their shoes and think how they feel. So if we can have empathy for them and really understand like, “Man this is what’s going on with this person or what I imagine is going on with this person and here’s how I could help them in their life.” You give that email and you’re like, “Man you know I don’t know what it was about your email, but there was something about it like I’ll take your meeting.” John McIntyre: Yeah. Bryan Kreuzberger: You know or you use the waterfall technique where you, you know, we get into – it’s like when you’re thinking like them we can do like really amazing things so like the waterfall technique is you know get to the decision maker by going above everyone who they report in to and have them delegate it down, right? So the CEO may not have to meet with you of you know Best Buy, but the VP of Marketing is your point of contact or your target. You know write to the CEO, write to the CMO, write to the like VP of Advertising, and tell them all you wrote to each other and use like the inherent social leverage already in any organization to your advantage and then do you know do what’s – get the CEO to do what he already does really well which is delegate. Right? So like I came up with that idea you know based on I mean reading mostly about psychology, but thinking in terms of the customer. Like what is – what is already going on in their world? I’m in some 25 year old sales rep in New York City trying to get a meeting with somebody who I know – everyone’s telling me, “No that’s not how it’s done. You can’t get a meeting with this person,” but I just feel like okay what’s going on in their world? You know what is this person think about? And you know part of their job in any business whether in Thailand or Columbia or New York or Germany is to do a good job in the eyes of the person that you report in to. John McIntyre: Yeah. Bryan Kreuzberger: You know and a lot of jobs that’s like half your job is you know they may think you’re amazing at it, but if you don’t play the game, especially at larger organizations, you know they’re not gonna keep you around. John McIntyre: Right okay, okay. This is solid man. This is really good stuff. Bryan Kreuzberger: What do you like about it? John McIntyre: What – I think I liked the focus on the strategy over what to say in the email. I thought we were gonna spend the podcast talking about what the actual email says, but this is, I think, this is much better. And I hope the listener thinks so too. One thing I wanted to ask you about though which is sort of a side note on all of this stuff. You mentioned sort of back towards the beginning – you mentioned that you’re going after these big clients you know like Absolut, McDonalds, GE these sort of clients. Bryan Kreuzberger: Sure. John McIntyre: And they’ll pay 10 times more for the same thing you’ll be offering to a small business or basically like they’ll come in and they’ll pay 10 times more, but they won’t – they’ll – like they’re demands – they won’t be anywhere as near as demanding as some of the small business clients who pay way less. Bryan Kreuzberger: Sure. John McIntyre: And so that’s interesting you say that coz then other people – another take on this is that if you go after enterprise you go after people you know companies over certain point of revenue. The sale site would get too long and it becomes a whole lot of bureaucracy and just managing the whole thing becomes a nightmare. And you know they you know the I in it goes, but therefore you should work with small businesses coz then you’re you know it’s just all easier, it’s faster, it’s you know blah, blah, blah. But it sounds like your strategy is being to go out to after some of the biggest companies that like you know the biggest companies out there that could use your systems. That’ll be like the equivalent of me going after – I mean I doubt Amazon meets up with their email marketing, but Amazon’s probably the biggest ecommerce company to start up there. Bryan Kreuzberger: Plus it’s – and there’s somebody at Amazon who’s saying they may be better at it than you or I, right? But there’s somebody there that says, “Man how can we increase this 2%?” John McIntyre: Right coz 2% means you know $2 billion or something. Bryan Kreuzberger: Yeah like there’s somebody there that’s wracking their brain to try and figure out a way, right? John McIntyre: Right. Bryan Kreuzberger: They may be a thought leader, but – you know I was a swimmer you know Michael Phelps is still trying to figure out like, “Okay you know I know,” you know, “I won 8 gold medals, but I’m trying to make next year’s Olympics what do I do? I need to like make the team.” John McIntyre: Yeah. Bryan Kreuzberger: So there’s always – no – but they may not have pain. They may not have an issue. Now a long sales cycle – so, within our system or our training getting the meeting is the first step, right? I break down – sales down like a 2 step process. This is by Gary Bencivenga, a copywriter. John McIntyre: Yeah. Bryan Kreuzberger: Opening the sale and closing the sale. So opening the sale – you could do email marketing, you could do advertising, you could do like content marketing, you could do cold email, cold calling, like whatever. Direct mail, trade shows, whatever gets you there. I liked email – I liked cold emailing because I got to choose who I was writing to and what I found in sales, especially with a lot of large organizations – there could be 3 people, there could be 500 people at the company that could hypothetically take a meeting with me, but there was typically only 1 person who is going to say yes. There’s lots of people that could say no to me so, like imagine a 16 year old who wants to buy a car and he goes on a car lot and tells the sales person like, “Hey my parents said I can buy any car that I want. I really want the red Mustang.” So they do the test drive, he’s like, “Yeah it’s my birthday they said I could get –” you know the kid’s rich, family’s rich, so that the sales person’s like done deal. Like you know mom and dad come the next week to you know go to the car lot, all of a sudden mom has a totally different opinion of what kind of car her son should have. You know and the dad has a totally different feel for you know what kind of car his son should have, like they don’t want to buy him a sports car. John McIntyre: Yeah. Bryan Kreuzberger: Right? Like they have – they’re gonna buy him something totally different so, and in sales on that second process when you say, “Hey I have a long sale cycle, people aren’t converting.” You have to look at like why that is. It’s because you never actually were even talking to the person who can make the decision, you know? And people say, “Well we’re in talks with these people,” you know like when I hear somebody say we’re in talks with it’s like they don’t know what they’re doing to influence the person. And no offence because I was there too, right? Like when my first sales calls I was like inside and I finally got to outside sales as my second job. I was meeting this lawyer and I shook his hand and like my hands would always get like really sweaty before like a meeting. And like I have a napkin in my pocket and he like turned to me and my CEO and he’s like, “Are you nervous?” and thankfully he was looking at my CEO. He’s like, “No why?” he was like, “Oh because I just shook your hand and like – or one of your hands and like it was all sweaty.” And I like my stomach dropped. I was like dying inside. John McIntyre: Yeah. Bryan Kreuzberger: Because I didn’t know what do to you know and I thought like you do presentations and you follow up not – not the case. Not what I recommend so, when it comes to larger sales cycles you need to identify what to do. At the very least have the opportunity to get in – your foot at the door because if you ask a lot of questions, if you ask the right question you can start I you know understanding like what is their frustration, what are they trying to do, what do they want, why do they want to do it, you know why now, and then you could potentially present what you do as the solution. But it’s all about asking questions and then you’ll continue to adapt. Like people who get funding you know, they’ll say, “Oh 122 VCs said no to him and it was the 123rd that said yes.” And they’re typically highlighting like persistence, but do you think the 122nd meeting looked like the 7th meeting? John McIntyre: No, no. Bryan Kreuzberger: No it’s totally different, right? Because it’s like you’ve been doing it for like 2 years or 3 years. John McIntyre: Yeah. Bryan Kreuzberger: And you start to get a little bit smarter as far as what to do. And now if you never get the meeting you have no chance, but when you realize that like you can just use an email – and I had no resources. Like I couldn’t – I was a sales person I couldn’t influence marketing, marketing wasn’t generating leads for us. You know I hated to cold call so, I figured – and the customer hated it. Like I hate when I get telemarketing calls so, why should I do what I already know people hate? And I hear their voice like, “Oh I thought you were somebody else.” You know that’s the only like 4% is people pick up the phone when you call them so, I lost my train of thought, but like the idea is you can do it – sorry the second half of the sale. You just need to identify like what are – what’s really going wrong. And most of the time you just don’t know what’s going wrong because you haven’t taken formalized sales training. John McIntyre: Yeah okay, okay. I mean so basically – so the end of all that then is basically you can go after – well like enterprise doesn’t have to have a long sales cycle. The trick is talking to the right person and the sale can happen very quickly. And then as far as the actual work and that’s just how you structure the deal and how you – and that’s probably a different issue. Bryan Kreuzberger: The work yeah the work is I mean the – you just wanna like map your solution to whatever it is that ails them. John McIntyre: Yeah. Bryan Kreuzberger: Right? So like if you’re an acupuncturist or you’re like a – like a you know a normal doctor or you’re a say neurologist? If somebody comes in with like migraines and pounding headaches like they’re each going to give them a different solution to the same problem. John McIntyre: Yeah. Bryan Kreuzberger: So like whatever your solution is just map it to the problem of the headache. You know whatever their issue is. Don’t say, “Hey I can really fix your shoulder and your posture and something else,” so they don’t care about. John McIntyre: Yeah, yeah. Okay,okay. Well I want to keep… you know what’s funny is I actually – I want to keep going is besides it’s been so good so far. Bryan Kreuzberger: Well listen I’m here to – I’m here to provide value so, if you’ve – if you wanna go a little bit longer we can. John McIntyre: I’ve actually go – I would, but I’ve actually got to go. I’ve got another call in about 5 minutes to get to. But this has been great I think this is really helpful and you’ve got, as far as the actual template goes, let’s talk about that. Let’s spend the last minute talking about what do you actually offer? You’ve got Breakthrough Email and you’ve got a paper lead style approach that you also do. So can you tell – tell me a bit about that. Bryan Kreuzberger: Yeah so let’s see. Where to start? So I’ll start at the cheapest which is free. So you go to breakthroughemail.com just download our template, try it out you know I kind of – I walk through like one of our templates. You know we have dozens in our training. The second is – we have a course and essentially I’ve identified everything you need to do in the front end to get the meeting and everything you need to do to convert the sale faster or convert the sales that are already in your pipeline. So there’s like 2 modules. I think its breakthroughemail.com/crow, but if you go – if you go into the subscriber you’ll you know you can do a webinar or learn more about it. And then what – also for organizations who have products or services that are over $20,000 and we will go out and do the emailing for them. So we – I write the emails, we send the emails, we generate the leads, and we do it on a per appointment basis. So I’m only charging for the appointments that we send or that we send you on and that’s how we structure that. So that’s to – you know it has to be the right type of company or organization, but a lot of technology companies, lot of media companies like all kinds of different types of products and services and you know that’s only – and it’s only for people that are established and like they just need to kinda need to pour some gasoline on the business because they already have a proven process, the clothes, they just need more leads. But to apply its breakthroughemail.com/leads. L_E_A_D_S, but you know and if anybody has any questions you can just – you can actually set up a time to talk with me. Just to email megan@breakthroughemail and then we can talk. It’s M_E_G_A_N. John McIntyre: Awesome, awesome. I’ll have links to all of that in the show notes at themcmethod.com and the for being with us [?] it’s breakthroughemail.com for the template and to join the list and then breakthroughemail.com/leads for the paper lead system so, Bryan this has been epic. This has been really cool. I’ve learned a ton so, thank you so much for coming on and talking about it. Bryan Kreuzberger: Yeah thank you. Thanks for having me and just connect with people. You know? Just spend a little bit more time learning whether it’s for me or somebody else. Figuring you know really proofing your email, double checking it, and send a couple of emails that you’ve been thinking about to people because a lot of times you’re surprised that people will actually respond. The post Episode #129 – Bryan Kreuzberger on Becoming a Superman Sales Person Overnight with “Breakthrough Emails” appeared first on McMethod.
Sales funnel specialist Jeremy Reeves, owner of www.JeremyReeves.com, reveals what's working and what's not when it comes to creating automated sales funnels. You'll discover unique and innovative profit strategies to grow your business while adding more automation, more stability and more cash flow to your bottom line. You'll get privy access to business growth strategies, conversion rate optimization tips, marketing automation tactics, authority building, and much more. Most episodes are short and to the point so you can get back to work and implement his suggestions. Subscribe now and listen in to the worlds #1 most trusted sales funnel authority to grow your business!
Rank #1: 5 Reasons Funnels Fail To Convert.
In this episode, we discuss the top 5 most funnels fail to convert. If you're suffering from a low (or negative) ROI, these are the places you want to look first! Resources Mentioned jeremyreeves.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey, what is going on everybody. Jeremy Reeves here with another episode of the sales funnel mastery podcast and today is Monday, May 2nd and I am really excited for this. We have a lot going on this week. We are launching a new funnel actually on Facebook. I think I told you about that in the last podcast. I am excited about that. I actually did not even really start nothing is even created yet. We are doing a PDF to a tripwire and then you know, to essentially testing that with an upsell and then if that particular market focus works, then we are going to build out a whole funnel for it. We are kind of doing like a little mini test for it based on the you know, the test that I talked about in the last episode. So that is going on live this week, we will see how that works, see how that does, see if we need to make any tweaks you know, that kind of thing and then we will kind of go from there, but I am excited about that. It kind of goes right into what I am going to be talking about today and that is 5 Reasons That Funnels Fail To Convert you know. So in the last episode, I kind of talked about our last funnel that we tested really, really quickly that have like no thought into it and it did not really work all that well. The concept that we are testing did work, but the actual funnel itself did not you know, did not give a positive ROI on it. So it kind of give you like a glimpse into why that did not work. So I want to expand on that overall topic of why funnels fail to convert you know, because funnels have you know, the word sales funnel you know, the buzz word sales funnel has been around for I do not know a couple of years now. I have been doing them since like 2009, 2010, something like that, but you know the word really did not yet big until I do not know maybe like roughly 2 years ago or so. And there is a good reason for that you know, because they worked you know, it is just plain and simple, they worked, except sometimes they do not, you know, and that is when they are not done properly you know. And there are a lot of reasons why they would not be done properly. So today, I am going to cover 5 of them, okay. The first one is and really, probably the biggest one, is -- actually not the biggest one, but it is one of the bigger ones is that your message to market match is off, right. So if your message to market matches off so let me give you a quick definition of message to market match, right. So when you are selling something, you have to have, there are 2 parts to the equation. Just like you know, if you are going out and you are trying to pick up a girl, you have to have chemistry or a guy if you are a girl. You have to have chemistry between both people for that relationship to work. If a guy walks up to a girl and he thinks the girl is attractive and cute and sweet whatever characteristics he is going for, but the girl does not feel that same way back, that relationship is not going to work, okay, and vice versa you know, maybe that girl thinks the guy is attractive, but the guy does not think the girl is attractive, still not going to work. For that to work, for that relationship to work, both people need to be kind of like in sync with each other. They need to both find each other’s physical and you know, whatever, emotional, mental characteristics and traits appealing you know. They have to like their personality. They have to like how they look. They have to like how they act, all that kind of thing. And it is the same way. When you have -- if you think about that in terms of your product and then your market, you have to make them both be in sync with each other. So you can have a product, for example, in coming up with this new funnel that we are going to do, you know, what I did was me in my place, I wrote down -- I went outside, I have a cigar and I went out on my whiteboard out in my patio outside my office here, and I wrote down all the different -- I have my whiteboard out and I draw a line down the middle and I put PDF on 1 side and then I put tripwire on the other side, and I wrote down -- I think it was about a dozen ideas for PDFs for this, you know, for this new funnel and then on the other side, I wrote about a dozen ideas for tripwire. And then what I did was we kind of as a team went together and well me and main marketing guy, Sean, we kind of get together and we look at both sides and I came up with my top 3 of each of those. So I said, okay, you know, this PDF is going to be perfect with this tripwire you know, and did that 3 times. He did the same thing and then we narrowed it down to 1, right. And the reason that we did that was because there were some and I wish I had it, actually here it is, let me pull up real quick. So for example, one of the PDFs that I was thinking about doing was X number of ways to maximize revenue from your existing list, okay. So, you know, think about that, that probably sounds pretty good, you know. You have a list and you know, I was going to show you, you know, whatever 7 ways to maximize revenue from your existing list or whatever that was except if you did not have a list, right. That audience if you think about that who is that attracting, that specific example is going to attract people who already have a list. If you do not have a list and you are kind of in the beginning stages that is not going to attract you, okay. And in the funnel that we are doing, we are attracting people that are in the beginning stages okay. So that one may not be relevant, right. And you know, and then some you know, tripwires, let us see, like email segmentation templates I was going to do because the one upsell that we have is templates you know, copy templates and a big part of that is email templates you know, prospect templates and segmentation templates and buyers templates and you know, promotion templates, webinar templates, all kind of stuff like that in there. So, again, you know, email segmentation template is going to be a great tripwire for a segment of the audience, but not for a very you know, not for a beginning part of the audience and this funnel that we are going after the end game is not to get them into coaching or you know done for you which is normally what we are doing. The end game is to sell them our products, right, $500 or less. So there, in the beginning part of the market, they are not you know, I am not going after 7-figure business owners. They do not want that kind of stuff typically. You know, they want -- you know, the 7 you know, $500,000 plus are more looking for coaching done for you, that kind of stuff, whereas, $500 or less again, typically, looking for more information because they cannot afford the other stuff because you know, the business is not big enough, alright. So the message to market match is making sure that what you are selling matches what the market wants, okay, and you have to look at your market and understand exactly who you are selling to and then of course you know, with the whole message, that is the copywriting. That is all you know, I would not go into that. That is all obviously going to be relevant in our Facebook ads, in the landing page, in the you know, in the tripwire page, all that kind of stuff. Second one is adding too much complexity too early. So you know, if you have not heard this before I have basically 3 stages of a sales funnel and that is the foundational stage where you are getting the foundation setup. You have your unique selling preposition, your lead magnet, your core offer, and 1 upsell and like a buyer’s sequence to keep in touch with your buyers to kind of prime them for when you get more offers later on and keep them happy, get them good result, that kind of thing. Then you have your maximization stage, okay, and that is when you are getting in the things like segmentation and going offline and you know, testing and things like that, right. Understanding your matrix is a huge part of the maximization stage. Basically, what you are doing is you are taking your funnel and this is where you get more complex. You are really looking at your funnel and saying where are the leaks and you plug those leaks, okay and then in the perfection stage that is when you are getting up to 7 figures plus. That is more split testing. You already have all of the components of a sales funnel. You already have you know, it is all segmented the right way. You have all the emails in place. You have all your various pages in place. You have things like retargeting. You have things like behavioral triggers. All that stuff and then you are looking you know, you are going after perfection. So you are going after this is like the last couple(inaudible 8:56.4) where you are testing different positioning, you are testing different offers, different prizes, all that kind of stuff and this is what I do for a lot of my clients that are 7 figures plus on retainer. You know, is doing this kind of perfection stage, alright, but the point of this is know where you are in you know, in you know what stage, you should be in you know. If you are in a general sense, I like to say up to 500,00 or so you know, again, this is all you know, it is not like -- this is not black and white nothing in the life is black and white. So take this you know, with a little bit(inaudible )this is just like a general rule of thumb, but up to about 500,000 in sales, gross revenue, you are going to be your foundational stage. So you are going to be one to nail your USP. What is unique about you, you know, what is different, what is valuable about your business. You want to nail that. Nail your market, your message, all that kind of stuff. Five hundred to a million or so, you know, maybe a million and a half, you are going to really be focusing on your maximization stage okay and then after that, after a million and a half then you are going to go really focus on your profession stage because then you can you know, you can afford to hire somebody to do stuff like that you know. So the point here is do not try to make it too complex too early. Really nail your foundation. This is something I have been learning a lot lately with a lot of my clients is we really have to focus, take a step back and really just absolutely crush the foundation you know. I always like to say that you know, the wider the foundation as you scale your business you know, if you are looking to scale foundation is before scaling. Maximization is when you are starting to scale, so think it that way. If you are trying to scale your business, you have to have your foundation in place because number 1, you know, the wider your foundation, the more sturdier foundation, the faster you can go upwards before it starts to get shifty you know. If you only have a tiny little narrow foundation and you start to scale, you are only going to be able to go up you know. Think of this in terms of a house. You have a tiny little you know, a couple of feet foundation, you are not going to be able to go up very high before the house starts you know, getting all shaky and wobbly, right and falling over. So make sure you absolutely nail your foundation first before you start worrying about crazy stuff and getting in the multiple segmentation and behavioral sequences and like all that kind of crazy stuff that you read about. In most cases, that is not necessary. You really just have to -- just nail your foundation. The third one is failing to understand your prospects buying cycle, alright. So it is really, really, really important to have congruency and relevancy throughout your sales funnel, alright and this goes back to the message market match, right. These are fairly similar. You know, going back to my example, with my lead magnet, you know, I am picking people in a different part of the buying cycle. If I were going after 7 figure business owners, I would be talking about segmentation. I would be talking about behavioral triggers and sequences. I would be talking about you know advance copywriting, things like that because that is what is going to attract the 7 figure plus bigger business owners to get them into my you know, done for you services, alright. Our done for you is typically like roughly 500,000 plus, again, generally. So as you can see like I am attracting different types of people, alright. You know, lead magnets for beginners you know, resources, that is a good thing for beginner because you are not trying to attract somebody 7 figure plus they already have all the resources and tools. They are not worried about that, right. So understand where your prospects are in your buying cycle and then kind of have triggers throughout your sales funnel that take them through and get them to the next stage in the buying cycle, alright. In the buying cycle, I will do a separate podcast on that, because that is a whole other topic, but you know, for now, just think about where, what different stages you have of prospects that are in different stages to the buying cycle and then if you are doing you know, have different -- you can have different funnels for each one or if you only have one, focus on one of them, right. So the client that I talked about, I do not know last time or the time before, that she is a coaching client, and she basically went from doing launches like 2 to 3 times a year you know, she is getting worn out of it that kind of thing and I helped her build the funnel. I mapped it out for her. We walk through it you know, coaching, she built it, but I kind of built it with her essentially because you know, (inaudible 13:49.4) coaching and she is now making about $1300 a day right, which is whatever that is like $500k a year or whatever from this funnel and what is funny is that, that funnel is only half done because what we did was we brought people in through different lead magnets, again, attracting different people in different stages of buying cycle and then they go into a funnel. In her case, there is basically the super beginners and then there is people slightly more advance. She is not going after about anybody really advance so it is like kind of the beginner and intermediate areas. And we only did the beginner part of it, right. So the only part that we even did was the very beginning course that she has and so she is right now working on doing you know, the second half of it. So that is going to probably double what she is doing now and she essentially started from 0 you know and within I think it took her about 6 weeks maybe because she had some other stuff going on and she went from essentially 0 $1300 a day just putting that funnel in place because it is a bad ass funnel. That is failing to understand your buying cycle. The number is 4 not understanding lifetime customer value, alright. Too many people trying to profit as much as possible on new customer acquisition, alright. It does not allow you to profit very much you know. Think about how much money it cause. Think about getting let us just say 5 times ROI on frontend acquisition or let us just say 3 times because that is probably more realistic if you are doing like a course you know, versus like coaching or something like that, right. So you are spending $1, you are getting $3 back, alright, good you know, but what people do not understand is that is all they focus on is, oh, I am spending $1 and getting $3 back, right. Well that might happen in the first 30 days, but what would happen if your funnel was based around getting that $3 but then turning that $3 into $10 or into $20 and that is very realistic when you are talking about you know, your backend. There are so many things that people can do to turn their buyers into repeat super fans, you know, and nobody does it. I cannot even begin to describe how many people I talked to that do not focus on their buyers and I am talking about 95% plus of people that I talked to. Most of the people that I talked to are at least $500 or more and a lot of them are million dollars or more and they are still not focusing on the backend and they are not focusing, they do not understand what lifetime customer value is, right. If you really get a solid backend in place, that $3 could very well be worth $20. So let me put it this way, would you be willing to spend, get to 1 to 1 ROIs, spend $3, if it is going to turn into $20 over the next you know, 3, 6, 12 months, hopefully, the answer is yes, you know. And so I want you to think about that you know, look at track people over, I like to track one short term lifetime customer value and one long term. So short term might be okay, you get people in your funnel. What are they worth over the first 30 days, alright. And all of you have to do with this is you know, tag them whatever like, just for example if you are doing Facebook ads, you tag them as Facebook ads and then you run a report. So, it is you know, it is May 2nd now let us just pretend it is May 1st, at the end of May so you get all your people in through Facebook right and you look at those people and you say, okay, you know, you track -- let us just pretend that we track all of the April, so we track all of April, so you look and you say, okay, these people came in you know, in the month of April and then at the end of May you would look back, what are they worth throughout the month of May, right. So they came in all throughout April you know, up until the end of May because that would be about 30 days isn’t that sound perfect, but you need (inaudible 18:05.7) how much money did those specific people, so let us just say you brought a thousand leads in throughout the month of April. How much money were those thousands leads worth in the month of May or since you know, since they came in the first 30 days, right. You can even tag them for the first 30 days you know, and then you look, hey, you know, where is my list of first 30 days. How much are they worth for the first 30 days, you know. How much money do they generate. And that is it, that is your value per lead in the first 30 days and then you can do the same thing for a year, right. So you tag them, you know, first year and then you look back after a year and then you say, okay, how much were they worth over a year. I mean it is very, very easy to (inaudible 18:47.2) stuff out. It is really not complicated. And then you look, and you say, Wow, you know, that is amazing. I thought you know, I was only getting 3 to 1 times ROI, but after a year, I am getting 20 to 1 times ROI. So what you do with that is you know, the big secret here is you can scale so much more when you are willing to spend more money to acquire a new customer. So you might have your “budget” $3 per lead, that is your allowable cost per lead is $3 because you know they worth $3 right or whatever your numbers are. So if you look and you say, holy God, you know, they worth $20 over the first year, right. Wouldn’t you be willing to spend you know, more than $3 to acquire something that is worth $20 you know, hopefully, the answer is yes and that is what you do, then you go out to people and you say, hey, look, you know, I am willing to give you 100% of the upfront fee, you know, say your product is $100 or whatever and now your -- you are willing to spend $50 whatever, well don’t you think that your affiliates that your joint venture partners would be much, much, much more willing to spend more or you know, to put more effort into promoting your product to service if you are willing to give them double your ROI now. Don’t you think that you can reach a broader audience base if you know, you are willing to spend $1 or whatever it was back then and now you can spend $3, or $5, or %10 you know, whatever your number is. I mean, you know, you can -- if you think about it, you know, typically, the more specific you are with your targeting when you are doing paid ads the higher ROI you get. So imagine like a little tiny little circle that is your circle of influence or whatever you want to call it, right. Well, if you can spend more money that circle gets bigger and bigger and bigger and bigger, right. And your competitors they do not know this. They are only willing to spend $3 as well. Well now, if you know the people are worth $20, maybe you are willing to spend $10. So if you are willing to spend 3 times as much as your competitors, who do you think is going to win, right. Think about that. I want that to be -- that is a huge, huge lesson for most people and they do not know it. They do not know the numbers. They do not know you know, how powerful that can be. That is how Jay Abraham took Icy Hot from whatever they were like $50,000 company to like it was like a $25,000,000 company in 18 months. That is the exact principle he used because he knew that -- I think his numbers are just less than (inaudible 21:40.5) the other day. His numbers were let us see, they found out that the Ice Hot, you know, the bomb you put it is like you know, it is kind of like (inaudible 21:50.2) right now because it is sore, but they were willing to give people $3. The product sold for $3, they were giving people $3 to sell it, okay, so they were giving 100% of the profits and they went out to a whole bunch of retailers and did that but the reason that they did that was they knew that over the first year their average customers worth $25 in that first year. So they were not losing money, alright. And they also knew that people would -- they would spend $3 on day 1 but day 15, they would buy another model, right, and they set their terms for net 30. So they, you know, they were essentially giving people 100$ upfront but they knew that their average person was going to order within that first month. So they were actually making $6 the first month giving out $3. So they were still getting off 50% really in the first 30 days, but then they knew that over the first year, they were worth $25. So they were getting whatever that is again 8 times you know, they were giving away $1 to make $8, right. And that is how they went from whatever it was, it was like 50 or you know, a couple of $100,000 or something like that just -- it was like barely, just a (inaudible 23:08.5) little business and he is (inaudible 23:10.2) like 25 million and again, do not quote me on the numbers there, to within like 18 months you know. That is the power of this, alright. So think about that. The last one is, thinking that the money is in the list, right. Everybody says the money is in the list, the money is in the list, the money is in the list, no it is not, not at all. The money is in the relationship with the list, alright. You can have a list and I know people with list of a hundred thousand, a million people, and I also know people that have a list of ten thousand and are crushing the people with a hundred thousand or a million. The reason for that is the relationship with the list, alright. It does not matter the size of your list does not matter, alright. You can show this by if you look at your list right now, let us just say it is, I do not know, 50,000, you think you have a big list, right. You think that is impressive. Go through it and see how many inactive people you have in there, because I guarantee you it is probably around 50%. I guarantee you because I actually just did this for both of my list. I guarantee you that roughly 50% of the people in your list have not opened a single email in the last 3 months or more. Go back and look at that and that is just an easy way to show you that you know, you can lop off 50% and you are still getting the same amount of opens, right, but you know, in a bigger contacts, the relationship is in -- the money is the relationship. The money is within the trust that you build with your list and that is through things like you know, telling stories, you know, being personal, being transparent, being trustworthy you know, building that trust with your audience, resonating with them and the emotional triggers that are going to help them resonate with you and that is different with every audience, you know, showing them that you are the person that is going to help them solve their problem, adding value to their lives. You know, things like that are going to help you in the relationship with your list, you know. I always tell people that people that are little bit newer to this that if your -- I just lost my train of thought. If you are going out to your list and you are sending them emails and they are not responding and you know, things like that, it is not doing what you thought it should do for the amount of people you have in your list, it is because your sending them again it comes back to message to market match, right. You have to -- they are signing up for specific reason and you have to give them reasons to trust you because their attention is on a hundred different things. So why are they paying attention to you, alright. You have to show them, that is actually partly what our new funnel that we are doing. That is actually what is about essentially. I forgot what the title is going to be. Essentially about you know, I actually I called the (inaudible 26:18.2) email, which, maybe I will tell you guys about that once it is done, but essentially, it is a simulate, resonate, and shocky email, right. It is a 60% open rate email, I might as well talk about it now, 60% open rate email that is essentially what we are going to be talk about, it is a quick little report, it is only like 6 to 8 pages. I am actually going to start finishing it today, but I called it the (inaudible 26:44.3) right. So the simulate, resonate, and shock email. So I will talk about that more you know, once it is done. Maybe I will even do a podcast on it, but yeah, you know, there is a lot of things -- if you go in my list you get basically like an (inaudible 26:59.8) email that is essentially what this you know, what this does is I bring you into my world and you instantly know who I am, what I am about, who I can help, who you know, why you should resonate with me that kind of thing and if you don’t then I will tell you to unsubscribe you know, and that is what this whole thing is about. So I will go into -- maybe I will do a separate podcast on that, but you know, the point here is that the money is not in the list. The money is in the relationship with your list. So do not sit there and think that it is okay to email your list once a month or once every 2 weeks even, you know, once a week should be the minimum, you know, and I sometimes I am guilty to this myself, but you know, there are so many auto responders in my list that most people are getting messages more than once a week. So even the final broadcast once a week you know, most people are getting messages at least you know, at least once a week and plus, most of my list is on my you know, listening to this podcast anyway so it is a little bit different. But anyway, that is it, I hope you enjoy this. If you know, if any of them really resonate with you, go back and re-listen to them, all of them are extremely, extremely important. If you want your funnel to convert, they all have to really you know, if you want to take your business to the next level, that is what you have to do you know, so if you want to get a little bit more in depth with all this, the 2 kind of main ways to work with us is either through coaching or having us just build your funnel for you. Everybody kind of want things for different reasons, so if you are interested in either of those, shoot me an email or just go to jeremyreeves.com and you know contact me. You could shoot me an email at firstname.lastname@example.org otherwise, if you enjoy this episode, if you think you know, your friends will benefit from it then you know, make sure you are telling people about it. Make sure you leave reviews so that our itunes rankings can go up and you know, give more people value you know. I put a lot of time into this. So I would appreciate that and also if you leave a review, I will send you the 101 Conversion Tips PDF where you know, I list out 101 different ways to increase your conversions, start your sales funnel, and that is free. I used to sell it for $77. So any of those would be very, very appreciated. So that is it. I hope you get a good start to your May and again, if you are interested in working with us, then just shoot us an email or go to jeremyreeves.com and fill out the form on there, alright. I have a team meeting in about a minute, so I will talk to you soon.
Rank #2: SFM EP 33: Structuring Your Sales Funnel Based On What Growth Stage You're In.
In episode #33 we discuss how to structure your funnel based on what stage of growth you're currently in. You should be focusing on different sales funnels and strategies based on your strategic goals, and in this episode we break them down into the "profitability" and "maximization" stages. You'll even get to hear my upcoming plans for a new business I'm partnering in, how I just made a client $70,000 in a week doing a tiny launch to his own list, and so much more! Check it out, share it and let me know what you think! Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hello, everybody. This is Jeremy Reeves and I'm back today with another episode of The Sales Funnel Mastery Podcast. So today this is going to be another fairly short episode. I'm actually flying in one of my employees from Italy this weekend, actually might do a podcast with him, maybe we'll go out and have a few drinks and we'll come back and do a podcast I think that'll be fun, actually. So one of the things that we're doing is strategizing a whole bunch of stuff for the growth of business and kind of the direction we're headed, the vision, all that kind of stuff that makes really, really big changes. If you've been following me, you know that this year has been I've made more huge changes that I've ever have and we're make even more. And the cool thing is all of them have to do with getting better results for our clients which is kind of awesome. So when is think that we're going to be doing is putting some systems in place get guest podcasts, guest interviews on the podcast. So that's one thing coming up to the podcast. We're going to be doing it a little bit more frequently -- that kind of thing. So with that said, what we're going to be talking about today, a lot of people get kind of stuck -- they don't really know what to do with a business, they don't know how to structure, what they should do first, what does she do second -- that kind of thing. I just brought in a new client and me and him are actually doing a revenue share deal which is basically -- I get them to send me basically an upfront fee for the initial (01:59) and then instead of doing a flat fee, so you know, I'm going to be doing A, B, and C for you, you're going to send me X dollars. We do upfront fee plus revenue share. So I'm just kind of struggling to strategize what were gonna do for you in -- that kind of thing. It made me realize that a lot of people kind of don't know how to build their funnel in stages and this idea also came because a lot of clients come to me and I don't know if we should kind of do a mini funnel first, get that profitable and into a bigger one or if we should just do it all at once -- you know, that kind of thing. So basically, there are two different ways of doing it. The step that I recommend, or the stages, you can call it, number one is the first thing you should do, you should be (02:52) about this, basically profitability and then maximization. When I'm talking with clients, if you come to me you should know that I don't push giant funnels right from the beginning if it doesn't make sense for the client. What I usually do is kind of the stage 1 profitability funnel and the stage 2 maximization funnel. And that's because. I mean, number one, I want case studies -- that's why I have a million and a half case studies and get the results that we do is because we do it in steps that make it kind of easy wins. The first stage is getting to profitability. Most businesses that I've come in contact with are already profitable what is just like taking it from whatever it is to essentially more profitability and the first thing that I always look at is you have all these different leverage points in your business you have all these key levers and what I look at is where are all the opportunities that you're not taking advantage of? For example, this new client that came on, his name is Nick. One of the first things that I'm going to do for neck is that he get tons and tons and tons of visitors to website and people that come on to his list -- he has almost like a cult-like following, so people that come on to his list tend to buy in pretty large percentages. So the problem with that is that he has a hard time getting people on his list -- he's not doing very much to get people on to his list. So step number one is going to be get people on his list. Another thing is that his prices -- he's getting a 70 to 80% close rate on his packages that he sells (I'm not going to get into too much information about it just for, you know, right privileges) just say 70% of client which is too high. If you're selling basically over 50-60% of people, it means your prices aren't low enough. So the first thing is that we're going to be implementing new packages for him to sell. That are probably going to be 50-100% bigger from then they are right now. I don't know exactly how I'm going to structure that you know it might just be "it was this and now it's this". More than likely, I'm going to give him choices. So instead of "okay, it's for coaching sessions for for whatever thousand dollars or whatever it is" -- I don't even... I forget the prices on top of my head. I'm going to do something like 4 packages for $1,000 or you can buy 8 for $2,000 or whatever it is so kindly give them tiered approaches and then there's all kinds of things will do with that. We'll have some decoy offers in there. We'll make it so that if they go for the higher end package, it's this complete no-brainer badass offer -- that kind of thing. Those are just two -- there's a lot more that I'm going to do with them and I may able to do a future podcast about it but for now, that's just kind of two examples of easy wins that we're going to go after so that's the type of stuff that I'd like to do with clients first. You know, sometimes, depending on the client that I'm working with, I actually do a little promotion for them in the beginning. For one example, actually a promotion that I just did 2 weeks ago, the client came on (and I like to get client's an ROIs as fast as we can) so what we did was we just did a promotion to his list, he had a monthly membership, and I said "hey, why don't we just do a quick promotion, get you some money in the bank", (and I actually got a percentage of that too), so I said "instead of me charging you, I'll just just take a percent of the sales", and it was actually a pretty large percent in that case. So what we did was we did a promotion and took his monthly subscribers -- he had them on a monthly, like 37 bucks a month, and we really made a good offer for them to upgrade to the yearly that's all we did. So it's nothing complicated, it's nothing fancy. In fact, we could have done a way better job just in terms of what the offer was but that was his easy opportunity. He he was able to get basically 12 months of revenue from the subscribers at least not even close to his 12 months of revenue but we were able to kind of pull that in in a week so I made a little over $70,000 in a week. It was actually a 60000, rough numbers, 60 grand from people that upgraded and another 20 in potential people from people who took a trial offers that we did and 50% of them, roughly, they (07:55) with the trial. That could've been better but we had some PayPal issues and some random credit card issues -- things like that. So bottom line is that I made him $70,000 in a week before any other thing was done. So whatever he does, we're kind of figuring out what the next steps are now, but that gives him a big cash influx to then put towards more copy or better strategy for building whatever funnel we're going to do. So that's what I mean by getting profitable. Basically, what you want to do is, regardless of where you're at, if you're not doing as well as you should be and you're having a hard time getting paid traffic to work, you're just kind of struggling, you're floundering, sometimes things work, sometimes it doesn't, it's not consistent. If you're in any kind of service or really, product business too, you're having that roller coaster income -- where your income is kind of like it dips down, and then the next month it's high, it dips down, next month it's high, dips down -- you know, that kind of thing. What you want to do is get the funnel in place just to get it profitable, get it? So that it can sustain you. Don't worry about getting this complicated, fancy funnels and survey funnels and really advanced segmentation -- and that kind of thing. I actually have a new webinar about taking to the second level, the next level, you know the maximization. But if you're struggling a little bit right now, don't worry about that because what happens is -- and its not that I don't work because it obviously works but that's the second level -- what happens is -- and I see this over and over and over and over again -- people get stuck they see it and it's like "oh my god, that's just too much I can't do it", and mentally, it just paralyzes you. You can't figure out how to get everything done, if you're coming to someone like me, it's too expensive -- you know, that kind of thing. And then it just never gets done and then a year goes by and you're at the exact same place that you are right now. When people come to me, I try to not get them to fall into that indecision trap. What I'll typically say is that "okay, let's just get a simple funneled out", and that differs a lot between various businesses but let's just say it's just like a typical landing page and you have a retargeting coming back to that and then you have a sales letter with a free trial exit pop-up, you have some prospect emails, you have some buyer emails and a couple of upsells -- like that's a pretty typical upsell funnel. If you're offline, maybe you add in some radio ads or newspaper ad or direct mail or you know, that kind of thing. If you're some kind of service, you add what I call ' Pre-engagement Framing Sequence' which is basically before people talk to you, you're kind of like pre-selling them on the call to talk to them like for a free consultation or whatever so it looks different from between the different businesses but the thing is if you are not already doing really, really well, we want to focus on that is just getting to that point where are you can sustain your self, you have a little bit of cash to invest back in the business, you can buy paied traffic -- that kind of thing. So you just get it to that point first and then what you do is you move on to -- you look at it again and say "okay, now that we're here, what are the new opportunities?" because when every time you change something, new opportunities are going to pop up. So now, maybe you realize that you have a very specific segment of the market that is willing to pay you more, like, you can kind of break down what you do and give a service to a very specific segment of your market. So what you do in that point, now we're in stage 2, the maximization part, is, well, maybe you have a really high-end coaching program, so let's just say you have the coaching program, just for example, for 2,000 hours, what are the parts of stage 2 might be looking at the opportunity that you have a segment of that market that is willing to pay you 4 to 5 times more money for a very much more specific service that gets them really fast, really good results. And you might be able to not with a coaching program that's instead of 2 or 3 grand, maybe its 8 or 10 grand I need you a launch for them -- so you're basically splitting them up and then maybe move on and you segment people in the beginning of the funnel based on their interests and then that increases not only your front end conversion rates, but it also increases your lead rate ratio. So if you're closing just say 2% of people before, maybe you'll get that up to 3% or whatever the case is. And then you can add in you know things like behavioral emails and that's a thing I do a lot, you can add in a different automated webinar, usually that's kind of step number 1 for service businesses at least. You can add in higher-end services, you can add in direct mail, you can add in doing phone calls two people who just bought, to new customers. You can add in different upsell packages interplay what you're doing is finding smaller and smaller -- you're getting more segmented as you go. So that's kind of the big thing with step number 2 -- it's segmentation and just looking and it comes with a lot more strategy now that you're kind of moving up to like and upper echelon of business and instead of just trying to make it work, now you're trying to kind of sky rockets the business and really take it to scale. So you're doing all these things, maybe add in more upsells depending on what pages they buy or they go to -- you know, they're getting emails, they're getting different sequences and that there's a lot more that you can do with that. I have the kind of breaks it down for you. So again, kind of a summary of everything is that if you're in this phase right now where you're doing okay -- you know, you're doing well but you're not doing great, then we want to do is really hone in just get your funnel in place. Spend somewhere between like 5 to 8 to, like, $15,000 for sale getting your funnel in place now as a stage 1 funnel. You know, those are the prices that I would charge for, something in that range, again, it differs tremendously but then once you go past that, what I do with clients is that once we see the results, is like "okay, now you're doing really well", why don't we take that to the next level?" So then we go back and we say "okay, what does stage number 2 look like for you?" and then we go back and we restructure the funnel and say "okay, we're going to add in -- we're going to do a survey up here -- we're going to split them into three segments for autoresponder series, we're going to redo the sales letters, we're going to split the sales letters up so instead of having one general sales letter, you have one for each of those segments that we found out on the back and also we're going add in a high-end service so we're going to do a webinar for that, for all the buyers and then also all the prospects who don't buy and we retarget them into that webinar, we'll do a postcard campaign for all buyers that sends them to that webinar and then we'll reach out maybe to specific people based on their behaviors, what they're doing in the website" -- so all that stuff. And then we kind of retool it so you go from where you are now to stage 1 which is doing well, you're sustaining yourself, you're growing but not quite at the piece that you want to, and then you move on to stage 2. And that's when things really fun because then you start looking a lot more at your Analytics, you start breaking things down into hyperresponsive segments and all that stuff and you really start honing in on your back end and then once in that stage you kind of focus from -- most businesses want to be profitable on the front end and it's a giant mistake. It's okay in the beginning if you're just trying to get into that sustainability, that's stage 1 -- you know, a lot of businesses are at, but if you really want you scale it, we want to do is get to break even on the front end and then let your back end take care of all your profits and I know it all sounds kind of counter-intuitive but it's pretty much what every giant company in the world does whether you want to believe it or not but yeah it allows you when you break even on the front end, allows you to go after a more broad audience and then you use all the automation tools and all the different segmentation tools and things like that break it down so that you can go after a broad audience that you're still talking to them in a very specific way that allows you to attract, acquire the most amount of customers I'm trying for less than your competitors are or you're basically spending more money to acquire each customer because you have the backend to them, make up for it that's basically how you go from stage 1 to stage 2. Okay? So I thought that was pretty long-winded, I hope that helps and if you were -- you know, a lot of people on this podcast I get tons of people who listen to this and they get in touch with me because they want me help them build their sales funnel so if you are a little bit confused -- you know, kind of what funds you need the started going from where you are from point A to point B or if you just didn't know, if you're trying to do this all on your own and you just didn't know how to structure it cuz there's a million and a half different ways to structure a sales funnel -- I hope that gives you a little bit of clarity. If you're getting a lot out of this podcast, I have two requests actually, cuz I never really ask, but if you're enjoying this podcast, I just wanted to ask you to leave me a review. You just go to iTunes or whatever you listen to and leave a review for the podcast and then shoot me an email I'll find something to give to you for free I don't even know what it is right now but I'll send you something I'll look through my files, maybe if I have an old product in there but I don't sell anymore -- something like that -- I'll shoot you something for free, kind of like a surprise thank you gift. So again, go on iTunes and leave a review on how the podcast has helped you. That's going to help me -- again, I want to do a bigger push two kind of grows a podcast so that's pretty much the biggest thing that's going to help -- so again, if you getting value out of this, which I know a lot of you do because I get emails all the time, then I would really appreciate if you would go in -- it only takes 30 seconds to leave a review. And the reason actually why I'm saying this is because I actually left review for somebody else. So go ahead and do that and also if you are interested in building a funnel, just shoot me an email. It's Jeremy@JeremyReeves.com, let me know that you're a podcast listener that always helps, I always like to know what parts of my marketing are working well and that kind of thing. So just get in touch with me, let me know where your business is at right now, where you're looking to take it, that kind of thing and will hop on the phone and see if me and you are a fit and yeah we'll go from there and I know I'm doing a lot of exciting things for clients and then after this week we're actually -- one of the things on our list is creating an unforgettable experience for clients so it's going to be pretty badass. So anyway, I hope you enjoyed this, look forward to another podcast episode -- probably in the next week or so. Again, I'm probably gonna end up doing a kind of a drinking podcast with one of my employees, Shaun. So that's going to be pretty interesting. So yeah, I will see you and make sure you tune in and also, by the way, I got a question a couple of days ago about somebody -- he wanted to know how to get updates of the podcast when I do new podcast episodes and one of the ways to do that is just go and get on my list cuz I always send that on broadcast email, when I have a new podcast out. So just do that and I have a lot of cool stuff on the site. I have webinars, I have free reports, and stuff like that. So just kind of get on my list somehow and whatever sounds cool to you and then you can go ahead and you'll get emails when I have a new podcast. And and then also if you have a podcast player on your phone, then it should update automatically, okay? so that's it for me today, I will talk to you soon and again, number one - leave a review, number two - get in touch if you want help building your funnel, and then number three - go to our website www.JeremyReeves.com and sign up for everything if you want to get updates from when I launch a new podcast. Alright! I will talk to you soon. Bye!
Each episode will skip the fluff and hype and deliver useful tips, tools and strategies to help you make more money on the Internet.Each week your host Derek Gehl will be interviewing successful online entrepreneurs to uncover their secrets to success as well as revealing some of the most profitable strategies and systems he has personally used to start, grow and sell multiple 6, 7 and 8 figure Internet businesses. So if you want to learn how average, ordinary people are starting massively successful businesses on the Internet – and how YOU can to – then subscribe to this podcast today!
Rank #1: 4. The most powerful online selling tool you're probably NOT using With Geoff Ronning.
In this episode of the Entrepreneur Ignited podcast, Derek Gehl interviews webinar expert and authority Geoff Ronning. In this info-packed interview Geoff explains how webinars have changed the online business landscape, how small business owners can implement webinars to sell their products and services, and finally: What his secret is to an 80% webinar show-up rate.
Rank #2: 2. Paul Colligan reveals how to use podcasting to grow any business.
In this episode of the Entrepreneur Ignited podcast, Derek Gehl interviews podcasting pioneer and best-selling author Paul Colligan. In this info-packed interview Paul shows you how you can use podcasting to easily grow your online business. First they cover the basics and then dive deep in to advanced strategies, answering all of the most common podcasting questions like frequency, content, and how to market your podcast.
Peter Bregman, CEO of Bregman Partners, chats with thought leaders about successful leadership. These short interviews are focused on ideas that you can use to become a more powerful and courageous leader. Stay tuned for the next great conversation.
Rank #1: Episode 3: John Maxwell – The Five Levels of Leadership.
John Maxwell, author of The 5 Levels of Leadership (and 29 other books), talked with me about the pinnacle of leadership and how we can get there.
Rank #2: Episode 97: Liz Wiseman – Multipliers.
Are you sucking the intelligence out of your team? According to Liz Wiseman, there are two kinds of leaders, and the latter only get about half of their team’s intelligence.
Since 2003, James Martell has been keeping affiliate marketers inspired, informed and motivated to succeed with affiliate programs. The Affiliate Buzz is the first and longest running podcast in the affiliate marketing industry. James interviews top affiliates and industry thought leaders on what’s working now (and what isn’t) in the pay-for-performance industry. Topics include marketing strategies ranging from podcasting, outsourcing, copyrighting, search engine optimization (SEO), social media, Facebook, Twitter, YouTube, ebooks, membership sites and more. James is often joined by his wife Arlene who draws from her 15+ years working alongside James raising their family of 4 from home thanks to their success with affiliate marketing and they share it all in this popular weekly podcast. Subscribe now.
Rank #1: AB #430 | Tricia Meyer, Affiliate Marketer of the Year Shares What’s Working in Affiliate Marketing Today!.
James and Tricia will talk about what’s working in affiliate marketing today including: Negotiation between affiliates and affiliate managers, Diversification – why you can’t rely on Google or Facebook, Coupons, cash back and other strategies for combining content with “the deal”, Steps you can take to make your site a one stop shop, The latest news and resources from the Performance Marketing Association. → The post AB #430 | Tricia Meyer, Affiliate Marketer of the Year Shares What’s Working in Affiliate Marketing Today! appeared first on James Martell.
Rank #2: AB #447 | YES! There Is a Ton of Money to Be Earned By Affiliates!.
It’s a big world, and a big world wide web. Your chances of getting top ranking in a national market are pretty slim. But in a smaller pond, you can be a bigger fish. James and Arlene will tell you how to become the go-to site in your local market. YES! There Is a Ton of Money to Be Earned By Affiliates In Your Local Market. → The post AB #447 | YES! There Is a Ton of Money to Be Earned By Affiliates with James & Arlene Martell appeared first on James Martell.
Nobody writes alone. This show is going to be different because it’s real time marketing happenings. Inside Copy Chief we’re rooted in the foundational stuff that’s proven timeless, effective copy writing and marketing tactics. However, things change fast in this business and we’re constantly examining what's making sales for people.
Rank #1: CCR148: Overdelivering in Life and Business with Brian Kurtz.
Despite suffering a stroke, Brian Kurtz wasted no time getting back into inspiring us to be better marketers based on his 40 years of in-the-trenches experience building a billion dollar company “29 dollars at a time”...
Rank #2: CCR149: Ecommerce Emails That Convert with Chris Orzechowski.
If you write copy selling Ecommerce products, then you'll want to hear these 5 big advantages for writing eComm emails that convert.
Advanced Marketing and Sales Techniques for Savvy Business Owners
Rank #1: PGS 168: How to Get Better At Persuasion Almost Instantly.
On today’s show, I talk about one of my Persuasion Players Doctrines and how by implementing this doctrine into your life makes you a better persuader. And it’ll make you a better human too. (Which has to be a good thing right?) I brought this up in my facebook group the other day and I got plenty of positive feedback… one guy even said it was the best advice he ever got… so I go a bit deeper into this today, because it’s such a big lesson and has made a big impact on many who have heard it and took the advice on board. Listen in and discover… It’s not easy, but if you practice this one thing each day you will get better at persuasion… and you’ll be a better human too A way of thinking that lets you see what’s really going on… gives you perfect 20/20 vision … you’ll never see through rose-coloured glasses again How to be more understanding with other people’s stuff-ups and idiosyncrasies … however, keep a look out for patterns of self-sabotage and if you spot them in others, do this one thing I recommend The ‘old guy on the train with two out of control kids’ story… and how it rams home a powerful lesson when dealing with others PLUS plenty more. Press the play button above. Enjoy! Cheers, Pete Godfrey Wizard of Words P.S. To continue the conversation with me, join my Facebook group that supports this show. Just make sure you answer the one simple question when prompted… otherwise you won’t get in. You can join here: https://www.facebook.com/groups/PeteGodfreyShow
Rank #2: PGS 127: How to Make More Money With Less Leads.
Something a little bit different this week. We don’t usually have guests on the show, but this week I made an exception. So my special guest is John Blake, who helps business owners convert more sales from the leads they get. His approach is unique, that’s why I got him on the show. Listen in and discover… Two reasons we do not have guests on the show and why I made the exception How to maximise the profit potential of every lead you get Kennedy’s ‘Sales Prevention Department’ and how to stamp out this insidious sales-hurdle from your business From first enquiry right up until the sale… see the steps John takes to ensure maximum sales How to make more money without spending more on marketing Plus, you know, simply loads more… Press the play button above. Enjoy! Cheers, Pete Godfrey Wizard of Words
The Traffic and Funnels Show is the best show on the planet for client businesses to learn about traffic, funnels, sales, conversions, and marketing coolness. Chris and Taylor are the founders of Traffic and Funnels, a digital marketing consultancy helping you get paid clients from cold traffic, daily.
Rank #1: #113: A Chat With An Artisan Soap-Maker.
If inspiration to take your ‘handmade’ business to the next level is what you’re after, today’s episode will provide exactly that.Chris chats with a Client Kit member, Corporate businesswoman turned Artisan Soap-Maker about how she got into soap making, early failures, and successes, and how she turned her passion into a lucrative coaching business.Show Highlights:- Mindset and confidence blocks that hold most startups back - and what to do to avoid them (4:00)- Want to get great at something? Here’s what you need to get (8:40)- How the smallest tweaks often give the BIGGEST results (9:50)- The importance of having the right people in your corner (10:30)- A simple ‘hack’ for tracking down more of your ideal customers (12:30)- Marketing advice from one of the best copywriters who ever lived (13:00)- What the future holds for anybody looking to take their ‘handmade business’ to the next level (17:00)----------------------------------------------------------------------------------------------------------Make Sure You Get The Memos! If you want access to the lessons learned building the fastest growing consulting business on the planet, then make sure grab the monthly memos today by visiting www.trafficandfunnels.com/memosFinally, don’t forget to grab your free ‘client bundle’ by visiting this link here: www.TrafficAndFunnels.com/GIFTGet more Chris Evans and Taylor Welch at https://www.youtube.com/channel/UCeKyqGIFnuFz7exBT78dTUA?sub_confirmation=1Follow us here: Traffic and Funnels Facebook group https://www.facebook.com/trafficandfunnels/Smartest Guys in marketing Facebook Group https://www.facebook.com/groups/trafficandfunnels/
Rank #2: #137: *LEAKED* Live Q&A with Chris Evans in Private Client Group (Marketing, Mindset, Family and More).
Are you looking to create a higher converting lead magnet to grow your email list faster? Do you want to know how to eliminate negative thought patterns once and for all? Or maybe you’re wondering how to balance family relationships while building your business?Today’s episode has it all. In this live Q&A session, Chris provides in-depth answers to his clients’ questions on a variety of topics ranging from marketing and mindset to family and much more.Grab your headphones, hit that play button, and get ready to learn a bunch of new nuggets to take all areas of your life to the next level!Here Are The Show Highlights:- Forget about goal setting in 2019: Here’s a daily habit that all successful people have mastered to make success more achievable (1:50)- The easiest (and fastest) way to optimize your landing pages for more conversions (2:25)- How to effectively break down your income goals (so you can crush them!) (3:30)- How to know what your customers want...even before they do (5:45)- How to stop your smartphone from turning into your ‘other partner’ (7:40)- Is email marketing dead? (9:05)- How to take constructive criticism like a champ (9:40)- The #1 key to writing seductive sales copy that converts...without hiring a copywriter (10:40)- Tried-and-true principles for creating great lead magnets to build your email list (12:15)- How to eliminate the hidden cause of negative thoughts once and for all (13:25)- Our biggest business breakthroughs of 2019 that we’ve learned the most valuable lessons from (18:15)---------------------------------------------------------------------------------------------------------Make Sure You Get The Memos! If you want access to the lessons learned building the fastest growing consulting business on the planet, then make sure grab the monthly memos today by visiting www.trafficandfunnels.com/memosFinally, don’t forget to grab your free ‘client bundle’ by visiting this link here: www.TrafficAndFunnels.com/GIFTGet more Chris Evans and Taylor Welch at https://www.youtube.com/channel/UCeKyqGIFnuFz7exBT78dTUA?sub_confirmation=1Follow us here: Traffic and Funnels Facebook group https://www.facebook.com/trafficandfunnels/Smartest Guys in marketing Facebook Group https://www.facebook.com/groups/trafficandfunnels/
Unlock the next level of your life and the true lifestyle freedom that is possible through tapping into the power of entrepreneurship, digital media, and the connected economy. Miles Beckler is an entrepreneur on a mission to help people to escape the rat race and unlock the abundance and lifestyle freedom possible through internet marketing and entrepreneurship. Being an entrepreneur can feel overwhelming and confusing at times... Whether you're just embarking on your journey as a digital marketer, or have been building an online business for years. Miles has a natural talent for breaking down complex ideas and internet marketing strategies into simple and easy to understand concepts. One of the main goals of this podcast is to cut through the noise and help you to focus on the key things and strategic areas that will create the most impact in your business. Miles has been a full-time internet entrepreneur since 2010 and has been earning income online since 2003. He has helped thousands of people grow their businesses online through his blog and YouTube videos.
Rank #1: Attraction Marketing.
Are you leveraging the law of attraction in your marketing for your online business? If not, you are chasing away your best customers and don't even know! This video shows you the trick to get it right! If you are building a business online, your marketing needs to be created in such a way that it attracts your perfect customer to you. Most people put out sales message after sales message... Pitch after pitch... And it actually repels customers. Then there are those who structure their content marketing in alignment with the attraction marketing principals and the seem to effortlessly generate leads and sales. This video explains what attraction is, what the law of attraction is and how you can leverage both in your online business to generate more leads and more sales. If you need an example of this, my channel here is perfect. I've been using attraction marketing all along and have created a huge audience that is growing at an accelerated rate... Why? Because I'm using the law of attraction in my content marketing. So what is the big trick? Well, it is giving to give... You must put out content that is designed to give value to your target market and your customer avatar without expecting or even asking for them to become a lead or customer. "But Miles!?! You said I need a funnel?" Trust me, there is a time and place for you to offer them the opportunity to join you in your online business, but that time is not in every single video! When you focus on giving for the sake of adding value to their lives you are engaging the law of reciprocation. They feel more inclined to want to join you in your business, take you up on your free offer because they have experienced the value that you can deliver. When you structure your content marketing in a way that is trying to 'get from your target market' then the opposite happens. You actually end up repelling your perfect customer and they feel pressured and don't want to take you up on your offers because there is no trust. This is not just a new age idea, but a very popular marketing idea... Need proof it works? Jay Abraham has been using and teaching this method under another name for years... He calls it the strategy of pre-eminence and it is all about giving results in advance... Here is a video where he explains it: https://www.youtube.com/watch?v=2Gw14EJkzYs I have now (with the help of my wife) built two successful personal brands with this method and several highly profitable websites... All because we've focused on leveraging attraction marketing and giving results first, before we ever ask for anything in return. I suggest you analyze your content marketing efforts and make sure you are leveraging the law of attraction in your business, too!
Rank #2: Facebook Advertising Math.
Are you tracking the right Facebook Advertising metrics? Do you know how to calculate your KPIs for successful ad campaigns? If not, you are setting yourself up to lose money on your Facebook ad campaigns without even realizing it. If you get this right, you can move forward testing as sets, ads and campaigns knowing exactly what numbers you need to see in order to start scaling your FB ads fast! Facebook advertising is known to be the best ad platform available today, but most people struggle running profitable or break even ad campaigns... And it is because they don't know their numbers well enough! This video covers the two numbers you must track and how to calculate them for your funnel. Here are the two math examples from the video written out for you... First is an example where you make $100 for a sale. In this example, you have a 2% conversion rate on your sales page. This means you should expect one sale for every 50 visitors to your sales page. (100 / 2) Since this is the OTO your visitors see after they opt in, this means you need to generate 50 leads for every $100 sale... 50/$100 = $2 When you divide the 50 leads by $100 you get a $2 cost per lead... Or CPL. So you need to see $2 leads coming through your Facebook ads manager and when you reach the $100 spend mark, you should expect to see 1 sale! Simple, right? Ok, lets do the second example from the video... In this example, lets say you earn $25 per sale. You also have a 1% conversion rate, meaning it will take 100 leads to generate 1 sale on average. So you divide the 100 leads by $25 and you get $0.25 In this scenario you need to get 25 cent leads in order to be on pace to have one $25 sale for every 100 leads. Simple, right? Knowing your numbers is so important... And ignoring facebook's cost per click is often important since you need data that is backed by conversion. Also, stick around to the end of the video where I explain how to be sure you are getting real data from the facebook advertising system because they are notorious about trying to 'claim' more sales than they generate. If you want to go deeper and see how this applies to my past campaign, watch this video next: https://www.youtube.com/watch?v=mAsr-kO2G6E