Before we jump in to today’s podcast. I wanted to take a minute and tell you a little bit about what I do. I don’t normally talk about it, so I thought I would tell you today.
What I like to do is to teach people what I know about marketing and small business online. Now, it also includes ways to marketing offline, but this is the age of internet and social media, and these tools are mainly free.
So, we need to make the most of it, and that’s what I do. My businesses are purely online and I’m very, very, lazy. So, listen, whenever I’ve created a business, I’ve tried to work out how to do it in the easiest possible way.
The ways I’ve worked out involved the no sales people, – or anything like that -, no spammy things, and it involves being nice to customers. And that’s developed into a marketing system, and I call it the Five P’s, of Marketing and it’s great!
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And gradually I have built this podcast and the marketingforowners.com blog which gives information on how to work each area of the system– (we will offer the system for you), how to use the tools we mention here, and so on. To be honest, the best thing to do is to go to www.marketingforowners.com/71.
If you go there, we have a report you can download for free. It looks very pretty, but it has all of the tools that my team and I use every single day. Those 71 tools we have used, has created over ninety-seven thousand (97,000) real paying customers.
Pretty cool, eh?
So now let’s talk about nurturing those leads.
In the system, once you’ve got somebody onto your e-mail list, they’ve given you permission, so you’re going to market to them. Now remember, marketing is not selling. That’s something else.
We’re really tip silly because this system makes it superfluous. It’s not really necessary, people, in the end, decide they wish to buy. Isn’t that a lot easier than trying to sell them something? Trust me, it works. Did I mention ninety-seven thousand (97,000) customers? Did I mention no sales people?
By the way, I used to be a salesman, so I know how it is.
But it’s okay, I got over it. So, once you’ve got that list, we need to nurture this. This is called, ‘lead nurturing.’
What most people do once they’ve got a lead is absolutely nothing. I can guarantee it! So many times I have filled in contact forms online or I’ve been to an exhibition and I’ll say, “Oh yeah, I’ll have that.” and you know what? Those people tell me that they are going to get into touch with me but I never hear anything.
If you look up the statistics, eighty percent (80%), – or something like that -, just do not follow-up! So, we can use an auto-responder to help us do that.
Remember we use A-Weber which is my favorite, but we also use Mail Chimp, and there are others and they’ll do pretty much the same job, but these are the ones we choose to use.
Once you put your lead into an auto-responder, then all you have to do is write those e-mails. You set it to go out on the number of days and times you want it to go out.
So –let’s use this scenario:
Let’s say one day after somebody had signed up your autoresponder starts going out, then you can set another one in a series of sequence to go out after three days, after five days, after seven, after ten , after fourteen, after twenty, after thirty– you know, that kind of thing and you can set them to go forever.
The great thing is, once you’ve written it once– as long as you are ahead of the very first person that signs up, it will always be there.
Say somebody signs up on a Tuesday. as long as you write that first follow-up e-mail on a Monday, it will be there. then on the Tuesday, you write the second one and on– and so on. as long as you write it one day ahead, and then every single other person that signs up to that list, will get those exact same e-mails. Good, eh?
Let me give you an example. Say that you’re selling or you’ve been giving a webinar or a download on how to use Facebook Ads. Facebook Ads, by the way, work wonders if you do it right! Be careful, do not waste money on Facebook Ads!
If you do it right, it’s great. So you’ve given a webinar, so they sign up at the end, they want what you have so you send them an e-mail that gives them a replay of the webinar.
You say, “It was wonderful! We had so many people on this webinar. Just be real and be you! Remember, you’re going to use the words ‘you’ and the word ‘I.’
None of those fancy lingo words, just be real. If they listened to you, they like you, okay? Don’t worry about it. you’re going to follow-up, you’re going to give them a link to the download, and then, – little reminder -, that you are selling something, – perhaps on the webinar.
Then at the end just say, “By the way, there’s still time to grab this offer.” because you may have said, “The offer is only valid for the next couple of days or just while the webinar is on a.
You might have people ask, so you could say — “We’re keeping this open for another forty-eight hours!” or something like that.
On day two , you are going to send out another e-mail. This time we say, “I have been astounded by how many questions people have!, but don’t worry, I’ve got the answers!”
That e-mail’– you’re going to again, remind or say, “Thank you! It’s wonderful more people have joined the program! Some people are still watching the download! If you haven’t watched the replay here’s the link again.”
But I’ve had amazing amount of e-mails and messages from people asking questions. There are five top questions that come up over and over again and here are the answers. And so you list the questions and you give examples.
Now, let’s talk about day 3. How do you think companies like Wholefoods or Argos or Amazon, managed something like that? Obviously, pick companies– trying to think of companies that extensively use Facebook Ads. But pick real examples.
Say, “How do you think they managed such an active Facebook presence?” you’re going to say, “Because they use Facebook Ads! Because they don’t rely on the free!” then you explain how Wholefoods dot, what they do, -a typical ad they use.
There’s going to be a case studies online somewhere so you can talk about it. Hopefully, you’re an expert and you already know this.
And then the fourth day, you’re going to refer back to that webinar and a particular trick you mentioned in that webinar. Say, “Here’s a great example of how you can use that– how one of my students, – you better used it for their… something training business.” and of course, it’s going to go on like that.
You can then say, “Hey!” here’s another post, you can say, “A while ago, I put up a post on Facebook about blah, blah, blah. What I discussed– look at the comments I had! What you’re doing there is you’re showing social proof. You’re showing that people are interested, people are active.
You keep going like that. But one little trick, this is something that a lot of people forget -, at the end or in every single auto-responder e-mail, you must tell the reader what you want them to do next. Don’t forget. They love you. They’re warm. They’re a hot lid! Keep them going.
Tell them something to do something next even if it’s, “Look out for tomorrows e-mail!” or “Look out for you next e-mail in two days!” or “Have you joined? Go here” or “On my blog, do this!” make them take an action, this gets them used to doing what they are told.
I mean, I don’t mean to sound like a school mom but it gets them used to expecting you to say, “Do this,” and then to do it. This will work– lead nurturing. Don’t stop doing it by the way. Don’t just stop at five, six, or seven of these.
Now, if you’ve had a webinar and you’re selling a program and it’s limited, of course fine! However, when you added them to the list, – hopefully -, you’ve added them to a master list as well -, then they’re going to get your weekly news, update, et cetera.
You can spin them. However, I recommend you do not stop. You may be slow it down to a weekly, but you keep going. People take a long time to buy sometimes. If you’ve got something to sell, people take a long time to build, to get that trust and to decide they’re going to come to you.
Don’t give up! Would you mind if someone is going to come and spend a thousand dollars after a year of getting these things? Remember, you write them once, they’re there forever! Every single customer, – keep going!
If you want to say, “Oh, there’s the point” and by the beginning I mentioned that download… If you want to see how I do it and think, “Yeah, You’re a smart-ass chum! Let’s see what you can do!” sign up for, marketingforowners.com/71. Get that report and just see how long– how many auto-responder e-mails you can get.
You can use those as a model for your system. Yes! That’s an idea! But see what I do? Look out for calls to action and see how I integrate one thing with other subjects I might talk about. There you go.
Tuesday Toolbox Tip
Next, it’s Tuesday, and of course, that report is full of tools! It’s a toolbox tip! Today, it’s for my favorite Twitter tool. This thing helps my day. I don’t think we can manage without it. It’s called ‘Manage Flitter.
It’s not an automation spamming tool, but just go to the home page and read the testimonials from people. They just say it’s their favorite Twitter tool.
It has one of the best searches. If you want to find people to follow on Twitter, the search capabilities of Manage Flitter is fantastic! According to their page when I looked today, it has 2.6 million users who have used it.
Click here to instantly download our FREE Book
“The 71 Ultimate Marketing Tools”
They’ve been working with Twitter for 1,900 days. It’s great! They are a genuine Twitter tool. They are loud. There is an API access, and you can do things.
There are power features. You can put people into list where you never unfollow them– so you never accidentally unfollow. You can find people who unfollowed you, and if they’re just clogging up your stream, you can unfollow them. Do whatever!
It’s free, by the way. Did I mention that? We use a paid version. I think we used the middle one. I think it’s the pro. I think it can maybe do more because we have more accounts and cover it for various businesses. But all my businesses use Manage Flitter. Just go and have a look, read what everyone says. It’s wonderful!
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