Archive | July, 2021

I’m gonna wring this guy’s neck and I don’t even know who the heck he is. Gimme a second to decompress…

Deep breaths…

Okay, here’s what happened.

I get an email with a topic that sounded good. Real good. “Go check out the product,” it says. So, I click it. I’m trying to read the sales page. I mean I’m REALLY TRYING TO READ THE SALES PAGE but he, whoever this guy is…

… WON’T LET ME READ THE SALES PAGE!

I am his prime prospect.

I want the benefit he so eloquently offered in the email.

He’s worked hard to get me on his list, get me to open that email, get me to click the link…

… but the result is I wanna strangle him.

Why?

Because every two seconds there is another pop-up that says:

JOE BLOW JUST BOUGHT THIS PRODUCT!
SUSIE Q JUST BOUGHT THIS PRODUCT!
JEDI MASTER JUST BOUGHT THIS PRODUCT!
FREDDIE KRUGER JUST BOUGHT THIS PRODUCT!

Sigh.

I closed the page and came here to write you this note.

While it’s terrific to show your prospects that your product is flying off the shelf, I’m not so sure that continuously interrupting them while they read your sales page is the way to do it.

Plus, between you and me, I’m not sure I even believe he’s making all those sales.

It comes out to about 1 sale every 2 or 3 seconds, and that just doesn’t seem likely, does it?

But here’s where I advise you to not take my advice…

(Wait… let me think about that a moment…)

Those super annoying pop-ups that tell you everyone and their brother are buying the product… (I hate to even admit this)

… actually increase sales.

Yup.

I am the exception here and NOT the rule.

People are naturally influenced by what other people do. It’s the herd instinct, and it’s hardwired into us for reasons of survival.

People see that others are buying the product and so they buy the product, too. I’ve seen data on sales launches where there is a big surge at the opening bell of people buying. This is typical behavior in a successful launch. Most people buy the first day or the last day, and in between sales sharply taper off.

But when these annoying sales notifications are added on the second day, suddenly sales go up again. More people who visit the page are buying right then and there rather than putting the decision off.

You can get the software to do this at fomo.com or other software providers. Just sign up for an account, implement the code, set your parameters for how you want the software to appear and act, and if all goes as planned, sales will increase.

But please, please make the notifications unobtrusive. The idea is to gently let prospects know that other people are buying the product.

If the pop-up is continually stopping the person from reading the letter, you will lose sales to people who don’t have the patience to put up with the distraction. Like me.

They almost didn’t add the upsell because it was too expensive and most of their buyers wouldn’t be interested… Or so they thought.

The main product was a super cool software plugin, priced at $47 for use on one site and $67 for unlimited sites.

Most people bought the $67 version.

The upsell was developers’ rights to the plugin.

Most people won’t buy that, right?

The two partners argued about it for three days before finally adding the developer’s rights as the only upsell to the funnel.

The promotion ran for a week, had plenty of affiliates promoting and guess what?

You know it – they brought in an extra $13,396 just from the upsell.

Maybe it wasn’t a fortune, but it’s extra money they otherwise would not have made.

Plus, it didn’t cost them a dime to offer that upsell, either.

What are you not selling right now that you could be in your sales funnel?

Time and again I’ve seen new marketers complain that they’re not earning 5 figures a month. So, I ask them what they’re selling…

$7 reports…

$17 ebooks…

$27 video sets…

“Okay,” I say, “let’s do some math. Five figures a month is $10,000 or more. How many $7 products do you need to sell to make $10,000?”

“I don’t know,” they say.

The answer is 1,428.

What about $17 ebooks?

If you sell 588 of those a month, you’ll make five figures.

Yeah, but what about $27 video sets?

You only need 370 of those a month. That’s 12 or 13 sales every day.

If you convert a whopping 5% of your visitors, you’ll need 360 interested visitors a day to achieve that.

That’s going to cost money to drive that kind of traffic, which means you’ll need to sell a whole lot more products.

You see where this is going.

If the basic structure of your business prevents you from earning the income you want, then you’ve got to change your business.

It’s like buying a car that only goes 50, and then feeling disappointed and mad when it won’t go 100. It’s just not built for that kind of speed, and your business might not be built to earn 5 figures a month, either.

Low priced products are great for building a list of buyers and essential for self-liquidating paid advertising. You pay $100, you make $100 but you’ve got a list you’re building, or rather two lists because one is subscribers (which can be good) and the other one is buyers (which is where the real profit is made.)

But if you want to make five figures a month, you’ll need to either sell something more expensive like a $197 course or a $500 coaching program, or else promote affiliate products.

Let’s talk about that $197 price tag – to earn $10,000 a month, you need to sell just 50 of those a month. Or you can sell 20 of the $500 coaching.

The point is, if all you’re doing is selling nickel and dime stuff, then you can’t complain if you’re not making any REAL money.

It’s time to step up your game. Whatever is holding you back from selling more profitable products, knock it off.

Don’t tell me your list won’t buy expensive products because I know they will. They’re already buying more expensive products from other marketers, so why not from you, too? Build trust and rapport with them and some of them will buy anything you offer.

But the first step is getting your own mindset in shape and believing that you can sell big ticket items.

And if this is too much of a stretch for you right now (you’re not alone) then you can at least get on the right track by adding multiple products to your line. Add a continuity membership site, paid newsletter and/or paid podcast. Add products that sell for $47, $67, $97 and more. Find affiliate products you love and believe in that earn good money per sale. This way you can work your way up to the big-ticket items.

Heck, I know one marketer who won’t sell anything that costs less than $1,997. He doesn’t have a list of 500,000 because he doesn’t need one. He’s got a couple of lists of about 5,000 each and he is absolutely CRUSHING it because every single sale brings big money to his own pocket.

His mindset is that $17 products are a total waste of his time, and he’s right. To earn $1,997 he can make one sale or he can make 117 sales. He chooses to make one sale and even as I write this I realize that I, too, need to focus more on the higher priced products. I guess there is a lesson in here for all of us. 😉