Photo courtesy of Gregory Pleau
Which category do you fall into?
- Relatively new in your business ?
- Done your first tele-seminar or webinar and now you’ve got 100+ new people on your list
- Ramping up your business to six figures or more and you have a bunch of new leads from your promotional partners.
- Running an online ad that is building your social media platform
Are you all excited, thinking I’ve got all these new people on my list how can I sell to them?
Slow down!
I’m hoping that you have already thought carefully about your marketing funnels for these new people on their list and have your follow up in place.
Oftentimes I find clients neglect to really think this through because they are in such a hurry to get out there with their message that they neglect this crucial step that can make all the difference.
If you are in that boat, here’s what should you do next:
- Resist the urge to sell!
- Don’t run and hide!
- Remember to listen to your list!
1. Resist the urge to sell – at least right away…
These people on your list have raised their hands and said that they are interested in you and what you are saying. But that does not mean that they are ready to buy.
One of the biggest mistakes I see is that people do a sneak preview of an upcoming class or a product launch and then in the follow-up marketing they launch right into sell sell sell. That may have worked in the past but audiences of today are much smarter than that plus they have a lot more choices being given to them daily in their in boxes.
I know you are all excited, thinking after all of my hard work I’ve got all these new leads and I just want to sell them into my program!
I recommend taking a step back and making your primary focus on creating a follow-up that is content rich. Show your list how you can solve their problems. by giving them content that will help them have small wins. Do this and they will be primed to buy. Yes, a few people will purchase on the night of your call if you are really experienced at selling during training calls and can give them a compelling reason to buy right then.
If you look at what the big names in this business are doing, they approach the sales process in a much different way… They all have a well planned and strategic marketing funnel set up that warms up their list for the sale. They understand that the people on this list are warm, they are interested but they are not ready to buy yet. So they give them training content over a period of 10-14 days that teaches part of the program they are launching. Yes there will be freebie seekers who just grab the training and never buy.
What these folks are banking on are the people who have small wins with the small bits of training and are left excited to get the entire course. So at the end of the final training video they open up the course to sell for a limited time.
2. Don’t run and hide!
Resist the urge feel overwhelmed then go silent and not communicate to your list. Get over the thought that it is a lot of work to create content and talk to you list. Its a sure way for your list to go cold if you don’t talk to them on a regular basis. I personally have found that the more I write, the easier it is to write. Its the whole thing about getting your focus on creating a new habit and let me tell you when you start seeing engagement from your list, you’ll be hooked.
One caveat here…don’t expect engagement to magically happen overnight. It takes consistency and time for this to happen which launches me right into my third rule of engaging with your list.
3. Listen to Your List!
This is one of the most overlooked things by most business owners. If you start listening to your list and hearing what they say then you will be ahead of 90% of the other people out there. Most people don’t take the time to look at their marketing metrics.
Here’s what you need to pay attention to:
- Where your traffic is coming from on your website
- What posts are they reading
- What keywords visitors are using to find you
Knowing this information will help you write better content and create pages on your website. In turn you will do a better job of engaging people and start converting more visitors to your list. As a bonus your existing list will love your content and view you as a trusted resource.
So next time you sit down to plan your next tele-seminar, webinar or product launch, remember to spend time crafting your strategy around what kind of an experience you will create for these newcomers to your list. These leads are valuable, don’t let them slip through your fingers by taking the wrong approach!
Get all of the information on building your list on this handy resource page I’ve created:
