Are things not going the way you’d like? Want more sales? Feeling kind of helpless?
You’re not alone. As marketers, sooner or later we’ve all been there.
I’m sure you have heard of the phrase “fail forward” and it is a good mantra to stick to when running an online business (in fact, any business really).
Don’t let fear of failure stop you from taking action because that is a sure fire way to fail.
OK, with that being said, here are 4 ways to increase sales and increase your income right now.
You might balk at one or two of them. All I can say is try them before you pass judgment.
1: Get More Affiliates
And I mean LOTS more affiliates. How much time do you spend creating products? Or getting new people onto your list? This is also how much time you should be spending on recruiting more affiliates, and especially GOOD affiliates.
If you can afford it, I highly recommend getting an affiliate manager. If you can’t yet afford it, then become your own affiliate manager. Watch launches and see which affiliates do well, as well as which product owners are building a list that’s perfect for your offer.
Recruit bloggers who are list building. Ask your list and especially your product buyers if they want to be affiliates.
Then cultivate relationships with these people. Don’t just approach them and forget them. Send them personal emails, comment on their blogposts and act as though you are friends, because that’s the best way to MAKE friends.
And don’t discount little affiliates, either. I once had a new affiliate who made exactly ONE sale. However, that sale was to a super affiliate who contacted me, asked to promote my product, and sold 420 copies in one week. You just never know.
2: Grow Your Lists
Yes, this is obvious, isn’t it? We all know that the money is in the list, right?
Well, I know marketers who aren’t aggressively list building, and they wonder why they’re not making sales.
On a typical list, you’ll have attrition. And I don’t just mean people unsubscribing, either. The person who is hot to buy your product today will have forgotten who you are in 6 months, or they moved on to another interest, or whatever. You have to be continuously building your lists – all of them.
Do more guest posting, more webinars for other people’s lists, more JV’s and anything else that will further fill your lists with prospects.
3: Increase The Number Of Marketing Messages You Send To Your Lists And Prospects
If you’re placing ads, place more and better ads. If you have a Facebook group, send them more marketing messages. If you’re doing webinars, do more webinars for your lists.
And by all means send more marketing messages to your lists. A lot of people are scared silly to email their list more than once or twice per week, but here’s what happens when your list doesn’t hear from you every single day:
They forget about you.
They even forget who you are and why they subscribed to your list.
Yes, you will get a few more unsubscribes from your list when you email daily, or even twice per day.
But that’s okay, because you will also keep the rest of your list engaged and interested, and you will likely double or perhaps even triple your sales.
Email daily. Email twice a day if you can keep it interesting. But only do this sparingly and if you are email marketing correctly i.e. you are providing value upfront before ever promoting anything to them.
Some marketers take this to extremes during a launch and do a “crush campaign” which really hammers your poor subscribers when they get 5+ emails the same day about the same promotion. I don’t treat my list like this but there are those who do; I normally unsubscribe when I get hammered like this because I don’t think the marketer really cares about their subscribers by doing this.
4: Raise Your Prices
If your sales page is converting well, then raise your prices and see what happens.
Even if you wind up converting at a lower rate, you’ll likely still be making more money because your prices are higher. Consider a $20 product converting at 7%, versus that same product priced at $35 and converting at 5%. You’re looking at $140 versus $175 per 100 visitors, or a $350 increase for every 1,000 visitors. It adds up.
When you raise your prices, some of your steady customers will stop buying. But you’ll also get new customers who want to pay for quality, and you will make more money.
When marketer Dan Kennedy advises any business owner on how to increase revenue, the first thing he tells the owner is to raise prices. Nearly every time the business owner will balk and tell Dan it’s a terrible idea. And nearly every time it results in a MAJOR boost in revenue.
And there you have it – 4 ways to increase your sales and revenue right now. These might not be for the timid, but I can tell you from experience that they work.
It’s amazing what a little personalisation can do.
Quick example: You go into a store looking to buy something. A salesperson helps you, but you leave without making a purchase. You go back a week later, and the salesperson greets you by calling you by name.
How do you feel? Maybe respected, appreciated and memorable? And do you want to do business with someone who cares enough to remember your name? Of course you do; it makes you feel special doesn’t it?
Personalisation – when used properly – can double your conversions.
Here are 10 ideas on how to personalise not just words, but actual images – and how you might use these ideas in your own business…
1: Inactive Customers Or Subscribers
Re-engage with customers and even subscribers who are no longer active.
For example, for customers who haven’t made a purchase in 90 days, or subscribers who haven’t clinked a link in a month, send them a photo of you in front of a whiteboard looking sad.
The whiteboard has a simple mathematical equation with your business name, minus their name and a frowny face, like this:
Your Business Name – Your customer’s name = ☹
2: New Customers And Subscribers
Create life-long customers and communities by taking the time to welcome someone when they join you. For example, you might send them a picture of you holding a sign that says, “Welcome Paul!”
Is it a little cheesy? Perhaps, but it does work so why not give it a go?
3: Product Sales
When your customers buy a product that you are shipping out, keep them engaged by sending them an email with a picture of their package.
This keeps them excited and tells them it’s on the way.
You could even do this with a digital product such as a course. Most courses will have a generic welcome video but you could easily personalise this and welcome them to the course by name. How cool is that?
4: Webinar Attendance
Get people to show up for your webinars by sending them a personalised reminder email in the form of a photo of a handwritten note, or of you standing next to a whiteboard with the written words, “Are you coming to the webinar, Joan?”
Once again, this takes a little effort (but not much) and it really does make a difference.
5: Cart Abandonment
If someone goes to buy one of your products or services but doesn’t check out, you should be following up with them as soon as possible to try to save the sale.
Send out a photo of an empty box with their name on it, such as, “Order for Bob Smith.”
Remember that you don’t know why they abandoned the cart; it could be that their internet connection dropped, doorbell rang, any number of reasons that had nothing to do with your product or service so you lose nothing by following up.
6: Text Messages
If you use text messages for following up with customers, how about adding an image of a newspaper that features their name and the reason for the follow up?
Guaranteed you’ll have their attention.
Also, text messages and instant messaging services just feel more personal than email so if you aren’t using them in your business, perhaps it’s time you looked into adding them to your arsenal.
7: Customer Anniversaries
Send out a personalised image that contains congratulations on their anniversary – perhaps the anniversary of purchasing a product, subscribing to your list, joining your membership site, etc.
You’ll make them feel special and important.
This is a brilliant idea that can put serious money in your pocket almost immediately – send out an image letting your customer know they forgot something.
Remember it’s much easier to convince someone who has already bought from you once than it is to convince someone who hasn’t bought from you yet so it makes sense to try to increase the average order value as soon as possible.
Do you offer any kind of courses or online training?
Send out personalised and official looking certificates of completion with their name, the training level achieved, the date, signatures and seal.
You could also use gamification in your courses too.
If they do that, they are more likely to get results, and if they get results, they are much more likely to buy from you again!
10: Online Order Confirmation
When someone places an order, send them a photo of you and your team (if you have one) with a sign that welcomes them by name. It might say something like, “Welcome to the family, Aaron.” Make sure everyone in the photo looks especially happy.
Good question. The answer is, you do – if you get PicSnippets.
PicSnippets creates personalised images for marketing, sales and customer follow-up. You can create your PicSnippet and use it on nearly any platform such as ClickFunnels, ManyChat, Convertri and more.
Just go to PicSnippets.com and register today.
OK, so there are 10 ways you can use personalisation to boost conversions and if you want some other strategies to boost your conversion then grab a free Conversion Boost report by clicking on the “Featured Resource” below.
Are you willing to work like crazy for 5 years (give or take) so you can retire?
If so, I’ve got a business plan for you. And I don’t care if you’re 20 or 70 – this can work.
One note before we get started: Anything that you either can’t do, don’t want to do or don’t have time to do, you outsource.
And in many cases that’s going to mean outsourcing some of this.
Oh yes, did you notice how I covertly slipped that “7 figure payday” in there? I’m serious about that. Doing what I’m about to lay out for you, you can indeed retire in about 5 years with about 7 figures.
Your results may vary – in fact, they might be a whole lot better than that, I don’t know.
Let’s get started:
Step 1: Select Your Niche
What I’m about to propose isn’t rocket science. It’s not even new. But it is profitable, and here’s the key: You can do this in parallel, meaning instead of doing just ONE of what I’m outlining, you do several.
I recommend 3 – 5 of them.
What you’re going to do is build an entire business from the ground up, with an eye on selling it.
That’s right – the entire time you’re doing this, you have your exit strategy in mind.
It’s sort of like someone marrying for money, knowing they’re going to be asking for a divorce in 5 years. The money is a sure thing, they just have to put in the time and work.
Okay, that was maybe a bad analogy, but you get the point.
If you put in the time and do the work, you will get the money.
It needs to be a topic that has plenty of interested people willing to buy plenty of products, and of course there needs to be plenty of affiliate products continually coming into the market.
Step 2: Setup A Sales Funnel
Now that you’ve got your topic, you’re going to build a sales funnel.
Run a free offer on a squeeze page to get subscribers and place a couple of products in your funnel for them to buy.
Maybe you’ve got a $7 report and a $37 video course, or whatever.
These should be quality products that YOU own. And yes, they can be built around PLR, or you can outsource, etc.
I know what you’re thinking – thus far I haven’t told you anything new, except for the fact that you’re doing all of this with an eye to selling it.
Yet who does this? Very few people, but those who do end up with BIG paydays.
Do everything under a pen name. Make no mistake – EVERYTHING must be under your pen name.
And for each of these businesses that you build, you need a different pen name.
Okay, you’ve got a squeeze page to capture names, a funnel with a low-priced product, a mid-priced product and a membership site.
Step 3: Setup A Blog
Now you need a blog. Get a great logo, excellent branding and make it look super professional. Do NOT skimp on the branding and logo.
Post on the blog at least a couple of times a week, preferably more.
Make each upsell in your funnel a stand-alone product, too, and promote those on your blog.
Promote affiliate products to your list to make some good money as you go along.
Step 4: Write A Book!
Now write a book. See? I told you there was work involved. You can use content from your blog to create your book, or hire someone, or just write it yourself.
Link from inside the book to a squeeze page to capture more subscribers.
Put your book on Amazon and get your subscribers to review it for you. Yes, the book is under your pen name, too.
Don’t worry too much about promoting the book. Your real motivation here is to build credibility. A book on your topic with your pen name on it looks AWESOME when you put the thumbnail at the TOP of your blog.
Wow! You (your pen name, actually) are an EXPERT.
If you create a big product such as a $200 – $1000 course, get affiliates to promote it. Or get affiliates to promote your memberships site.
Your goal is to build your list BIG, make some nice income along the way, and put together a very professional looking business which you then sell for six or seven figures.
Rinse And Repeat!
If you do this simultaneously in 3 to 5 different niches, you will have an AWESOME retirement in about 5 years or so.
What I recommend: Start in ONE niche and get everything into place. Hire someone to write the blog posts for you and do some promotion.
You see where this is going. Five years of hard work, along with rolling some of your profits back into the business, and you then get to sell them.
Sites like these that have products, big lists and a BOOK sell for a healthy six figure income. Sometimes even seven figures. Apiece. And you’re going to have 3, 4, maybe 5 of them.
Remember to keep everything separate on each site. Separate hosting. Separate autoresponders. Separate everything. This makes it super easy to turn control over to someone else when the time comes.
Turnkey online business are always in demand. From a buyer’s perspective, they pay a big chunk of money but then they get a guaranteed stream of income. All the buyer has to do is continue what you started.
You can even turn over your outsourcers to the buyer if they don’t want to do the work themselves, and often they won’t. For them it’s an investment in their future. For you it’s a major payday and a plane trip to the islands.
For example, your pen name is Jon Smith. Your real name is Abby Jones. Jon Smith often recommends Abby Jone’s product or blog or freebie to his readers.
Thus you get people subscribed to your list, too, who get to know you, not just your pen name.
You retire, and you can continue to send out emails promoting affiliate products.
So not only do you get a big payday – you also get some large lists of your own that you can continue to promote products to.
Remember – 5 years of hard work, and then you can retire.
No job in the world, that I know of, offers you a retirement plan like that.
Once you have an email list, it is important to nurture it and provide value to your subscribers before bombarding them with offers.
There is no problem marketing to your list, but you must always have their best interests at heart and treat them the same way that you would want to be treated by a marketer.
Once you have built that rapport, feel free to offer appropriate affiliate offers that would benefit your readers.
And, hopefully you may also have your own products and services that you can put in front of them.
And this is also a way of launching a new product or even relaunching one of your previous products or services.
Let’s say you’re reopening a membership for a limited time, or you’re launching a product just for your list.
Okay, so you’ve got a product you’re going to be offering to your list for a limited time – let’s say three days.
After the three days, either the product is no longer available, or the price goes up.
Yes, there is nothing wrong with offering special deals to your own list on your own product. In fact, I think it’s a great idea, because people on your list should be rewarded with special deals no one else can get (hint hint!)
In this example you’re going to be sending out a total of 6 emails. Yes, you could do 5, or 7, or… but I’ve found this sequence works well, so it’s what I do. Your mileage may vary. 😊
I suggest you write all 6 of your emails ahead of time, and here’s why:
First, you can schedule them and forget them. Nice.
Second, you can see if the entire sequence flows and makes sense.
Your first email will go out the day BEFORE your launch, and it will say something like, “Watch your email tomorrow for a very special limited time offer for my subscribers ONLY. I think you’re going to love it!”
This first email is low key, short, fun, and only sells them on watching for the next email.
On the day of the launch, you’ll send out two emails, one first thing in the morning and one in the evening.
But if the sales page is lacking, then you can do product selling right there in the email.
The first email of the first day of the launch gives all the great reasons to buy, only abbreviated. I like my sales page to do the heavy lifting.
The second email of that first day tells them how the launch is going, how many people are buying… that sort of thing.
Yes, it’s written ahead of time, so yes, you now know one of my secrets – I’m guessing how well it will be going when I write it. 😊
On the next day you should send one email in the middle of the day to remind them that this offer isn’t going to last, and to remind them of the big benefit they’ll get from the product.
On the final day you should send two emails. The one in the morning says something like, “Last 24 hours.”
The one in the evening says, “Last chance, last email.”
The power of FOMO (Fear Of Missing Out) is very strong in people so don’t underestimate it!
I’ve used this same sequence of 6 emails many times because it’s effective. It works. And it gives me plenty of sales which I can then show to affiliates to get them to come on board and do their own launches.
As mentioned earlier, I recommend you make a special offer that is available only to your own list, but that doesn’t necessarily mean a special price. It could mean a special bonus that only they get. That way your affiliates can offer it at the same price point to their lists, too.
One more thing: If you’re only working with a handful of affiliates, you can make a special page for each one that says, “Special deal for Jane Smith’s subscribers only.”
I’ve found that using this technique boosts conversions by about 10%, depending on the offer and the list.
The thing is to not do this kind of thing all the time or you may end up annoying your readers.
Some marketers do these sorts of “crush campaigns” all the time and it just causes the readers to get angry and unsubscribe and you then need to keep replenishing your list.
Isn’t it much better to actually nurture and help your readers to succeed? They will appreciate you so much more and you can then build a tribe of people who will follow you and buy repeatedly from you and this is the best way to do business as you are building a brand reputation.
By the way if you are interested in building your brand the right way, you can grab a free report called Brilliant Branding by clicking on the featured resource below. If you do download it, please read it and take action and good luck 😊
All marketers will know that building an email list should be your number one priority when starting out in any kind of online business. If you ask any marketer what they would do if they had to start again, most will invariably say that they would start to build their list from day one and wish they would’ve done this the first time around.
So, after you have started to build your list what then? Well, you email them on a regular basis with useful help, tips and advice. You should also try to entertain them and open up to them and show them the real you rather than a business persona.
This opening up builds the know, like and trust factor that will make them more likely to buy from you again and again.
The key is to be yourself and don’t try to fake it. They want to know about you and your perspective on things or they wouldn’t have signed up.
They want to know that you have their best interests at heart and that you don’t just think of them as a commission on a sale!
So, now you have an email list and have started to write to them; great.
The next question is, “How often should you email your list?”
Believe it or not, this is one of the most commonly asked questions regarding email marketing. Some marketers say that you should mail daily so that your list can get to know you.
You’ll be creating a habit where they look forward to your emails. This is true and there are several marketers who mail their list several times a day and make six figure earnings from email marketing.
So who is right? How often do you mail out?
The truth is that there is no right or wrong answer to this question. It depends on several factors ranging from the people on your list to the type of marketer that you want to be. We’ll look at a few tips below and they’ll shed light on how frequently you should mail.
The Golden Rule
The golden rule is that you should do unto others as you’d want others to do unto you. If you do not mind receiving several emails from marketers promoting products every single day, you’d probably have no qualms mailing your list daily or even several times a day.
However, if you prefer getting one email every 3 or 4 days from a marketer and daily emails seem like too much for you, you can choose to email every 3 or 4 days.
You’ll feel better about yourself… and this will reflect in your emails.
If several people on your list tell you that they prefer fewer emails, then mail less frequently. You must have a ‘feel’ for your list.
What Type Of Marketer Do You Want To Be
There are two types of marketers when it comes to email marketing. One type follows the ‘Churn and Burn’ method of email marketing.
Basically, they release products constantly and use traffic generation methods such as solo ads and paid ads to build their list.
They then hammer this list with emails promoting offer after offer after offer. This can be very effective and they may make thousands of dollars doing it.
The second type of marketer sends fewer emails to the list and he or she is more concerned about building a relationship and rapport with the list. The focus is on repeat customers and the long term value of the customer.
Their goal here is to build a business and not sacrifice long term profits for short term rewards.
Providing value and helping their list is put ahead of short term profits. They treat their subscribers as people and not cash cows.
Both methods are just as profitable… and ultimately, you should choose one that you’re comfortable with.
Do You Have Something To Sell?
If you feel like you have something to sell to your subscriber that will be of value to them, cast aside your hesitation and mail away. Just make sure you exercise due diligence and check the product out first.
Never make the mistake of blindly promoting a product that you don’t have a clue about. Like they say, trust takes years to earn and seconds to break.
Curious subscribers will click on the links and you will make sales. So, even if your emails are purely helpful content, do find a way to add a link or two subtly within the email that could lead to sales. After all, you are a marketer and you do need an income to keep your business going.
At the end of the day, the best way to know how often you should email your list is to self-reflect on your business goals and to do what is comfortable for you. Monitor your email open rates, click through rates and unsubscribes. With these stats you’ll have all the information you need to figure out just how often your list wants to hear from you.
If you want to know more about building your list after they have opted in, check out the featured resource below where you can get a free report about simple list building to expand your knowledge further.
Do me a favor, will you? Go to Google and look up a few niche blogs. Start by typing in the niche word and then the word blog such as “insomnia blog” or “dog training blog.”
As you go through the page 1 SERP (search engine results page) links, notice the difference between opt in forms that simply say, “sign up for updates” or “sign up for the free newsletter” and those that address the visitor’s urgent problems.
Here’s a stark contrast you can see as an example. On one website the opt in form looks like this:
But land on a different insomnia site and the results are much different:
Wow! On this one you’re promised the newsletter, but also a FREE Sleep Starter Kit you can use TONIGHT.
There’s a big difference in who is addressing the visitor’s urgent issue of being sleep deprived.
Another site, located at http://www.insomnialand.com/blog, promises a free sleep training kit and says you’ll be sleeping better within 2 weeks.
So what can you offer that sets you apart from other marketers in the same niche?
Find Out What Your Niche Needs
One of the worst offenses to your visitors is to offer them something they don’t even need. When you think of need, dig down deep. Dig where it hurts – where they feel desperation.
Instead of “How to Have Pretty Skin,” touch on the concept of shame and beauty with a report called, “7 Ways to Clear Up Acne Overnight.”
Be specific about the problem.
Add a sense of urgency to the mix.
It’s not enough to offer a report on how to make your first $100 online, but offer it on how to make that first $100 today.
You can go to Google and type in the niche and the word forum and visit a myriad of forums to see what people need. So here’s a great example: http://www.psychforums.com/insomnia – when you go there, you don’t even need to go into the threads to get some great opt in report ideas for insomnia, such as:
- Natural Insomnia Remedies
- How to Fix a Messed Up Sleep Schedule
- How to Sleep When You Don’t Feel Tired
- A Beginner’s Guide to Curing Insomnia
Another place you can visit for ideas on what consumers need is the comment section of other blogs. Whenever you see a blog with a thriving community, people will often comment and discuss their needs – especially if the post doesn’t answer all of their questions.
For instance, if you see a comment that talks about the difference between insomniacs and perpetual thinkers, that could spark the idea for you to create a report called “Do You Really Have Insomnia?” where you differentiate between someone having sleep problems and someone whose mind won’t shut off.
Using this tool, if I type in “insomnia” first, one of the top 10 listings is “insomnia cures.” Click on it and go one step further, and you see report ideas such as:
- Insomnia cures for depression
- Insomnia cures during pregnancy
- Natural insomnia cures
Deliver Value They Would Gladly Pay For
For many marketers, their big mistake isn’t in coming up with an idea. They mess up when they fail to provide value. You see, this is your very first impression with a potential new subscriber.
You want to give away a whole course. Something where they download it or access it and can’t believe you just gave that away. This will do more than just appease a new audience – it will have them sharing it with others.
When you finish creating your opt in offer, put a price on it. In fact, you might even create a page somewhere online where you’re selling it for that price. That way you can show more value by saying, “My FREE Gift to You: Download My Insomnia Kit Now (Regularly $27)!”
But don’t skimp on the information. Your subscribers will know if you’re trying to dupe them.
It will also help you increase conversions whenever you do put a product out in the marketplace. Your readers will be thinking, “Wow, if s/he gives this much value away for FREE, I can’t begin to imagine what great information s/he’s charging for!”
Beat The Competition
You want to be the best you can be at all times with your business. But you also want to make sure you’re better than the other guy. Always one step ahead of him and outperforming his offer.
So that means competition spying time! Go through the same steps you did when you were first checking out the offers for your niche on page one of this report. Make notes about what offers are already out there.
Look at every detail of their opt in freebie. How big is it? Is it broad, generic information or detailed and specific? Do they have poor spelling and grammar? Do they have blatantly wrong information?
Make notes of everything you like and dislike and keep those handy whenever it’s time to create your own offer. So for example, if one insomnia expert said in his report, “have good sleep hygiene,” but he didn’t expand on what that meant, you make sure you do in your report.
So take your niche and go to Google and type it in. Then click on the News tab. So here’s an article I just pulled from the recent news about insomnia:
You can add that to your report. This up-to-date research might give someone a huge relief from their worry – or it might alert them to urgent information they need to know now.
Offer Multiple Formats For Your Prospective Subscribers
Many marketers have nothing to offer. Just updates. That’s the worst type of opt in offer to have. Anyone can go to your blog through their bookmarks, or choose to use an RSS feed to check in.
Here are some of the formats you can choose to offer for your new subscribers:
These can be done in a variety of ways. Usually it’s a timing slant. So for instance, you could offer:
- 7 Day Diet Plan
- 2 Week Sleep Improvement Course
- 365 Day Stress Relief Tips
Like this report, you can create a short PDF file for your subscribers to download and devour. Extra points if you encourage them to share it virally with their friends!
Give someone access to something exclusive – a membership site. You can have a free level where users get in and get to see inside, and then they can level up to a gold or silver membership.
Not everyone likes text. Some people like to learn on the go. You can create a podcast that subscribers love. It can be you talking or you interviewing someone – or even you being interviewed by someone else!
A video course is a great opt in freebie. Not everyone has fast Internet, so if you go this route, give them the download files to watch on their desktop so they don’t have to worry about streaming speed.
Split Test Your Offers
Make sure that whatever option you choose when creating an unbeatable opt in offer, you test and tweak throughout the year. Set up a split test so that you have different offers.
See what people like best. Test different formats for the same information. Test different offers completely. Test different ways of saying what it is you’re offering them as a freebie.
OK, there are 5 thing that you can do to create an unbeatable opt-in offer. If you want to know more about building your list after they have opted in, check out the featured resource below where you can get a free report about simple list building.
When you get that dreaded email that says, “I don’t like this, please refund my money…” what do you do?
Most marketers make the refund and forget about it.
But what you might not realize is that a refund request can be the perfect opportunity to create a customer for life, if you handle it correctly
And your goal is to fix the problem, not the blame. That is, don’t blame your customer or yourself. These things happen for a myriad of reasons. And you want people to speak positively about your products, not ‘win’ arguments.
Here’s what you need to be able to say, regardless of who is ‘at fault:’
- You’re sorry it wasn’t a good fit
- You want to do what you can to help, because that’s what you’re there for – to help the customer
There are two variations of communications to send out to customers seeking a refund, based on whether or not they are eligible for a refund according to your refund policy.
Throughout the process, keep in mind that your customer is likely in ‘fight or flight’ mode.
Think back to when you wanted a refund and you’ll understand the feeling: You’re ready to fight to get that refund if you have to.
But nothing defuses that fight or flight response faster than…
“I’m sorry. How can I help?”
Here are the key points to keep in mind to keep your customer:
You’re going to acknowledge that they are eligible for a refund
Until you say this, your customer isn’t going to hear anything else you say.
So lead with this, and they’ll relax enough to read the rest of your email or listen to you if you’re on the phone.
You’re going to reinforce their desired result
Your customer bought your product for a reason – likely a problem they need solved.
They still have the problem, and they still need a solution.
You’re going to offer an alternative solution
You’re now teaming up with the customer to find an effective solution to their problem.
You’ve gone from being adversaries to working side by side as partners to fix their problem.
Lastly, you’re going to set a timer for an automatic refund
This emphasizes that you are sincere about that refund, and that you are more interested in helping them find a solution than holding on to their money.
Here’s an email template you can use. Be sure to thoroughly modify it to fit your situation:
Hi [First Name], I’m really sorry to hear that [product name] wasn’t a fit for you.
Don’t worry, you are well within our refund period [or you have x days left in our refund period] and I’ll be happy to process that for you.
But first, I want you to know that I care about my customers and I want to be certain you’re not only happy, but that I help you reach your [business / personal] goals.
So no matter what, I’m going to take care of you.
[First name], I’m guessing you purchased [product name] because you wanted to [solve ‘x’ problem or get ‘y’ result].
And since you are requesting a refund, you probably still need a solution to that problem, right?
So with your permission I’d like to suggest something a little different.
As I said, it’s my job to help you reach YOUR goals, and I think we can both agree that a refund isn’t going to do that (no worries, if you don’t like what I’m about to suggest, I’ll still refund your money ASAP, just please hear me out first.)
Instead of a refund, I’d like to offer you one of our other courses that I think will help you [insert goal here].
Here is a list of products that might be a better fit for you.
List products with descriptions – if prices are larger than what the customer paid, list the prices, too.
Remember [first name], I promised to take care of you and I mean it. So please reply with any questions you might have, or take a day to think it over. Either way, I am here for you.
If I don’t hear back from you by [date, time] I will issue you a full refund instead.
And if you want to talk, please call me and I can activate one of the above courses for you right now, or issue you a refund, your choice.
You can reach me at [phone number].
Talk to you soon,
Here’s the email you might send:
Hi [First Name], I’m truly sorry to hear that [product name] wasn’t a fit for you.
Unfortunately, you are beyond our [XX day] refund period which means I can’t issue you a refund today.
BUT I still want to help you and I think I may have a solution.
I’m guessing that you purchased [product name] because you needed to [achieve ‘x’ goal or solve ‘y’ problem].
Is that a fair assumption? … and you likely still need a solution to that problem, correct?
Since I am unable to issue you a refund, I’d like to “exchange” [product name] for one of our other courses that might be a better solution for you.
Here are a list of options for you to choose from: [Enter product names, descriptions and prices]
Please let me know which of these trainings you’d like to have and I’ll get you access as quickly as possible.
If you’re not sure which one you would like, please feel free to reply with any questions or take a day or so to think it over.
Either way, I’m here if you need me.
And if you would like to talk, you can give me a call and
I can activate your new course right now
You can reach me at [phone number].
Again, be sure to modify these completely to suit your needs.
You’ll find that by taking this extra step, disgruntled customers become happy customers – and sometimes even become your strongest advocates.
Is there a right or wrong way on how often should you email your list? We all know that your list should be treated as if it is a goldmine. Think about it. How would you react if you were bombarded with emails that provided no real value with the sole purpose of getting you to buy something?
Would you say that once a week or month is enough. You certainly do not want to inundate your subscribers with too much information, but at the same time you do not want them to forget about you either.
Why It is So Important To Frequently Send Emails
If you get it wrong when sending your emails, you could border on being annoying, in which case your subscribers will unsubscribe from your list. On the other hand, if you communicate often enough at just the right times and frequency, you have a better chance of making more money than the average marketer.
Some marketers recommend that you stay in touch by sending your list a weekly newsletter. While others say twice a week is not a bad idea as an absolute minimum.
When would it be considered as wrong to send out scheduled emails? Randomly sending out emails is not such a good idea. Say, you send emails 3 times per day over a 4 day period, then you decide to send out 2 per day for a week.
If you carefully consider what is needed to foster a positive relationship between you and your subscribers, once a day would be regarded as a good start. Provided you share very useful information in the form of free videos, mini reports or something that has real meaning in their lives. It must be new, exciting and content that has not been shared previously.
When you establish frequent contact you will start accomplishing some important factors that are needed to grow your business, such as:
- Strengthen your authority in the Niche that you are in
- Establish credibility and trust with your readers
- Demonstrate that you are here to stay
- Increase your chances of being foremost in the mind of your subscribers when it comes to purchasing your offer
- Fully showcase the benefits of making use of your products or services
Most importantly, when looking for an answer on how often should you email your list, you should bear in mind that your subscribers should be treated like family. This can be done by sending them an email where you simply state how much you appreciate them, then give them valuable information that will make a difference to their lives. All this without any strings attached.
Things To Avoid When Sending Emails
Do not shove all kinds of marketing messages in the face of your subscribers to try and twist their arms into buying this or the other from you. Unless, of course, you do it in a tasteful manner where they get to realize the value in owning a particular product you have.
Some marketers go all out to promote anything and everything for the sake of making money. Avoid doing this. Send emails that focus on useful information and list sources that will add value to the life of your subscribers. Never think that you are bothering your readers if you have something of value to share with them.
Should You Broadcast Messages Or Send Autoresponders?
If you intend making a special announcement, then a broadcast message as a one off email would be ideal. On the other hand autoresponders make the lives of internet marketers so much easier.
Which one of the two would be better to use?
There is no right or wrong answer in this regard. Below are a couple of guidelines to help you along:
Broadcast messages – If you are a very organized individual who are able to send broadcast messages consistently on a daily, weekly or monthly basis, then this would the way to go.
Autoresponders – Most people and business owners already live a very hectic life, and would therefore prefer making use of autoresponders. This way you can keep in touch with your prospects for months if not years. All this without even being there. All that is required of you is to do the work once, then set and forget about it.
The only problem is that too much automation can become impersonal to the point where people do not feel valued. It won’t be a bad idea to relate a story to your subscribers every now and again. You should mix it up a little. Make use of an autoresponder, but also broadcast something of importance every now and again.
For instance, on a Monday, Wednesday and Friday you could set your autoresponder to do its thing. Make a point of personalizing your messages on all the other days, which would include making use of broadcast messages.
Your subscribers will see you as a real person and not think they are dealing with a robot. This is the kind of approach that is highly recommended.
Test it by taking a closer look at how often your mails get opened, etc. If you experience too many unsubscribes, then it is a sure indication that you are overdoing it. Close monitoring is the key to your success.
Your email’s subject line is the gatekeeper of your email campaign. When you invest hours of work into getting the segmentation right and nailing the email copy, you absolutely want your email to get read!
The average person gets dozens of emails every day – and this may include coupons, newsletters, social media notifications, password resets, lead nurturing emails, invitation to parties, and so on. It’s a lot of material to sift through, never mind open, and most people open the emails based on how effective the subject line is.
People’s inboxes are always full of messages so it’s all too easy for them to hit Delete without a second thought; yet email can be a powerful tool when used to market your business. Subject lines that convey a sense of urgency tend to have higher open rates than say, those that offer freebies, and the use of first names has been found to increase the open rate by a small margin.
But there’s a lot more to subject lines than first names, and knowing which factors affect open rates can help you draft effective emails. Here’s a quick guide to get you started:
1. Localize And Personalize
You’ve probably come across basic personalization in email marketing- “Hey John, would you like..” It’s pretty common nowadays and perhaps a little overused but that does not mean you shouldn’t personalize your subject lines. You get a better effect when you use customer attributes and actions to tailor your emails. Remember the following:
- Use first and last name
- Modify the subject line based on the recipient’s location
- Mention their actions on the website- favorite features, what they’ve been up to, etc
- Clothing stores are very specific to gender when highlighting products
2. Be Very Specific
Whether you’re sending notifications or direct updates, you need to be clear about each campaign and your objectives. However, being upfront doesn’t necessarily mean revealing everything the email is about, but assuming you’re targeting specific segments, then you need to point that out in the subject line.
It might sound counter-productive to let people know why you’re sending them emails but it’s actually the best way to get their attention and get click-throughs.
3. Take Time To Build Momentum
Auto-responders are very effective at sustaining a life-cycle email marketing campaign. The series makes it easier for you to present yourself to the recipients and allow you to build momentum, because you shouldn’t just email people out of nowhere.
Informative subject lines can be used in a series to build momentum and increase your email conversions but unfortunately most businesses send less emails than they could for fear of annoying their recipients. If the emails are relevant and helpful, you shouldn’t worry about annoying the readers.
4. Test Everything!
You may have read that short subject lines are more effective at boosting opens: it’s one of the many marketing quotes thrown around but the truth is you can never be sure how true that is for your own audience. Subject lines are relative to your audience and there really isn’t any hard rule when it comes to length.
To give you a better picture of what works in subject lines, here is a compilation of 7 email subject lines people went crazy about:
1. ” Hey”
When handling inbound marketing, simple subject lines have the best results. This particular example is not about a smart or short subject line, but rather the effective combination of casual personalization and the sender name paring- for instance if you received an email from the president with this subject line, you’d be curious to find out what he has to say.
You may also try paring a goofy mascot with a serious subject line.
2. “As You Wish”
Learn what makes your audience tick and employ a few psych principles to get their complete attention. For instance, this subject line was taken from a movie, The Princess Bride, and UncommonGoods used it on their buyers for a more personalized effect.
3. “Where to Drink Beer Right Now”
Okay, so not everybody loves beer, but imagine receiving this in your inbox at 18:45 on a Wednesday night? I mean, think about it: you’ve been holding it together since Monday and now you need to decompress with a few of your buddies before the weekend gets here; and then you get a notification just as you’re about to head out and it says “Where to Drink Beer Right Now”.
The timing alone makes this subject line a winner.
4. “Not Cool, Guys”
We’re not all equipped to be snarky writers but you can play around with the subject line and find a way to make it stand out.
5. “You’re Missing out”
You may have heard about FOMO, an acronym for fear of missing out; which is actually a big deal now in our interconnected society. Naturally, people don’t like to miss out on things, and a smart marketer will exploit this vanity by initiating an effective marketing campaign.
6. “DO NOT Commit These Facebook Atrocities”
No matter how reserved or down-to-earth you are, nobody likes to do things wrong.
This line spells out “DO NOT” using full caps for effect, so that way readers will notice the message in their inbox.
7. “What Can You Afford?”
This is an interesting and somewhat encouraging angle; showing your audience a bunch of products that are RIGHT on their budget. Its also kind of competitive, your audience pitting cash against what’s available on the market.
You needn’t be a psychologist to play this game; just pay attention and you’ll see a number of opportunities. Remember principles such as scarcity, urgency and social proof, and see how they boost your conversion rates.
Everyone probably knows the power of giving away something for free to encourage visitors to give you their email address.
But your lead magnet has to be a real no-brainer offer as people are more suspicious and untrusting than ever as they are constantly being bombarded with marketing from all angles and your free gift has to be incredibly valuable and, more importantly, useful, if they are going to be tempted to part with their valuable email address.
I’m going to use the online marketing niche as our example to explain this technique, but keep in mind this could work equally well in other niches, too.
For example, a bride-to-be has an acne outbreak the day before her wedding – what wouldn’t she do to fix her problem?
A woman is in immediate danger of losing her job – what wouldn’t she do to convince her boss not to fire her?
Parents are losing their child to alcohol – what wouldn’t they do to save their child?
Their need is great and immediate. Do you think they might pay to find the solution? Of course. Do you think they would enter their email address into an opt-in form to get the solution? You bet they would!
For example, Google just changed how they rank websites, and now thousands of online marketers are losing tons of money. Think they might like the solution?
Paypal is suddenly seizing accounts without warning and freezing the funds. Would the account owners like an answer on how to unfreeze their accounts? Would everyone else like to know how NOT to get their accounts frozen? You bet.
Facebook just changed (fill in the blank) and now marketers are unable to (fill in the blank) or maybe they’re banned, or…
Aweber just did the unthinkable, and marketers everywhere are freaking out.
XYZ hosting site just got hacked, big time. Websites are down and backups are missing – what to do?
The list goes on and on. Keep tabs on the forums and you’ll find a new crisis every month and often every week.
Offer The Latest Solution
As you’ve probably already guessed, your lead magnet is going to offer the solution to the latest marketing crisis.
Just imagine how fast marketers will give you their email address when you have the answer they desperately want NOW.
Good old-fashioned research, that’s how.
Go to the help sections of the websites involved in the latest crisis and find out everything you can.
If possible, call the website and ask all the questions you need to ask.
Hit the chatrooms and forums and glean all the helpful info that is available. If you find an expert who knows what s/he’s talking about, do a quick phone interview.
Timing is everything on this, and you have got to act fast.
If the crisis hits on Monday, ideally you want your lead magnet up no later than Tuesday to take full advantage of the tsunami of new leads you’re going to get.
The trusted expert and authority, that’s who.
Do you think people will open and read your future emails? You bet your life they will.
Spread Your Net Wisely!
Now here’s the trick to getting your squeeze page in front of as many of these marketers as possible:
Outsource people to search out forums and threads where marketers are talking about this problem. If someone is looking for help, that’s where you want a link to your solution.
Have your outsourcers post a link to your squeeze page offering them the answer they seek.
Yes, it’s that easy.
Not bad, right?
Oftentimes that thread and even your post offering your lead magnet will end up on page one of Google for that particular search.
Not bad, right?
And here’s the best part – your opt-in rate will be sky high. It will almost certainly top any squeeze page you currently have.
One more thing – if you want to take this just one step further, it can blow wide open.
Get On Record!
Get podcasters to interview you and do guest posts on as many blogs as possible.
Think about it – this problem is all over the online marketing community. What podcaster or blog owner doesn’t want to have someone with the solution to offer their listeners and readers?
Just one post on a major blog or podcast can result in a thousand subscribers in 48 hours.
This way you’ll be able to grab not only the marketers looking for a solution, but also everyone else who wants to avoid this headache.
Wealth loves speed. Now go find the latest crisis, research the solution and start building that list.
A side benefit of doing all this research is that you will always be on the cutting edge of whatever is going on in your niche and this is a great place to be.
Too many marketers rest on their laurels and regurgitate the same tired old tactics even though the marketplace has evolved and many of the tactics may no longer work, although the underlying strategy probably does.
Keeping yourself informed will help you to constantly be on the lookout for new trends in your niche and you can jump on these fast as you will become aware of them quickly, so don’t underestimate the power of being “in the know” as it can keep you way ahead of the competition.