Archive | April, 2021

An email subject line in my inbox caught my attention because it included the phrase, “Breathtaking-Templates”. Only it was written like this…

“These B R E A T H T A K I N G – T E M P L A T E S blah blah blah”.

I can’t tell you the rest of the subject line because they had me at breathtaking-templates and that’s all I needed to know.

Because they chose the term ‘breathtaking’ and wrote it in all-caps with spaces, I knew these had to be the most wonderful website templates ever devised by modern man.

Finally, I was going to see something so revolutionary and awe-inspiring, my eyeballs would pop out and I would fall to my knees in rapture.

Sorry to say, my eyeballs and knees are fine.

When I opened the email, scrolled down and squinted at the small images, all I saw were…

… the same run-of-the-mill templates I see everywhere.

Thinking it was a mistake, I clicked the link. But no. These templates looked no different than a thousand other templates I’d already seen.

I closed the sales page and deleted the email immediately, without hesitation.

When you build up expectations to that level, you better deliver on your promise. If you don’t, you’ll lose people so fast you’ll never even know they were in the room.

If you have an interest in selling high ticket coaching, I urge you to spy on other marketers to see how they do it. Oftentimes it starts with a web page or an email message asking you to respond for more details.

You fill out your name and maybe answer some questions that make it seem like you have to qualify. In some cases you do have to qualify because the person wants to only work with a couple dozen serious people. And that makes sense.

But in many other cases, it’s totally unclear WHO is doing the coaching. You might think it’s the big name marketer who is going to walk you through whatever it is that you’re doing, but it turns out to be a minion of theirs instead. Which is okay too, as long as they tell you that up front.

But here’s what I think is the most interesting part of all this…

In many cases the pricing is flexible.

Maybe the coaching is $5,000 a month, but you can only afford $2,000. Or the coaching is $10,000, but you only have $1,000 left on your credit card. Normally it doesn’t matter because they will gladly sign you up anyway.

Does the person who paid $1,000 get the same level of coaching as the person who paid $10,000? I have no idea. But what is clear is that the folks selling coaching are extremely effective at getting the maximum amount of revenue from clients.

I highly recommend if you want to offer coaching to your clients, that you first get on the phone with others who are selling coaching and record their pitches. Make a note of what you like and what you don’t like and then adjust your own story accordingly.
In most cases you’ll be talking to professional salespeople who are often working from a proven script. And while you might not want to employ your own salespeople or use a script, you can still learn a great deal about how to turn a 20-minute phone conversation into $10,000.

With an online business, you can give yourself a raise regularly. In fact, you could add an easy micro-recurring membership to your income in about 30 minutes, start to finish.

This assumes you already have some sort of product you’re selling as well as the ability to do a ‘bump’ upsell on the order form or create an upsell page. A bump upsell is where you add a product to your order page with a tick box. The customer clicks the box to add the item to their order and that’s it – it’s added with one click.

If your payment processor doesn’t allow that, then you can add an upsell page that appears after your customer purchases your product.

Your micro-membership typically won’t have a product, although it certainly could be a newsletter or something you send out every so often. But the easiest, fastest way to add this micro-membership to your sales funnel is to offer something that takes almost no preparation such as support.

Let’s say you’re selling a product on how to do something. Of course you already answer questions from your customers, but if they want more in-depth help, they can sign up for your support membership. You can charge this membership by the month or by the year.

Typically, it’s going to be a very low price and in this case billing annually will likely make you more money. Then again, maybe you’re selling a course that lasts for 12 weeks. Then you might offer a monthly membership that runs for 4 to 6 months for any questions they might have.

If you sell software, you might provide support to your customers and resellers in case they encounter any problems. By offering a priority, more in-depth email support service for your product or course, you’ll likely make a lot of sales without doing any hard selling. A good price might be $10 a month or $97 annually, adjusted for whatever it is that you’re offering.

If you’re selling a hundred copies a month of your product and one third of those sales opt into your micro-continuity at $10, you’re looking at an extra $330 a month. Sell a thousand copies and you see this becomes real money.

You might think you’ll have to spend a lot of time servicing your customers, but most people will rarely use the service. When they do, usually they just want reassurance they’re doing the right thing. And you can always outsource your customer service to a knowledgeable, trusted assistant.

This won’t make you rich but it does add a nice bit of income with almost no set up whatsoever – maybe 30 minutes of your time – and there’s one more benefit…

… you can backdoor sales of your big products. The customers who do email you with questions will sooner or later need more help than you can give them via support. That’s when you suggest they purchase your high-end program. Even if you only sell one extra copy of your $1,000 program every month because of the rapport you build through your micro-continuity program, that’s still an extra $12,000 a year.

It always amazes me how opening one door in online marketing nearly always results in more doors opening by themselves.