Podcasts about conversion tips

Send us a Text Message.If your events are lacking impact or engagement, it might be because you're not recognizing the potential for transformation in every interaction, no matter how small or if the event is free, because -It's not about the number of attendees, it's about calling in the right people.Building genuine connections and community is crucial, even in smaller settings.The good news is there's a proven method to creating transformational, high-converting events - and we are diving deep into this in our latest episode with Natisha Livingston!In this episode of Event Gems, Natasha Wright and Natisha Livingston, the connection queen, explore:

This week on the Buyerside Chat Podcast, I chat with Shelley Easter of Launch Party about how to maximize your conversion opportunity over the biggest retail sales weekend of the year - Black Friday Cyber Monday. With over 15 years of web design experience, Shelley is the owner of Launch Party, an e-commerce design studio that specializes in Shopify websites for product-based businesses and creator of Shop School, an online program for Etsy sellers and boutique owners to learn how to build and optimize their own Shopify site. In this episode, we chat about: Optimizing your product pages on Shopify to increase conversion Product Page templates that overcome customer objections Leveraging your blog content to drive customers to a sale Key apps to install on your Shopify store to help answer customer questions and reduce any friction of the sale Grab a pen and enjoy the chat! Follow & Connect With Shelley Easter on Instagram: @launchparty.live Check Out Her Website: launchparty.live and shopschool.live Shopify Apps recommended during the interview: - Judge.me - Wishlist - Restock AlertsCONNECT FURTHER WITH KRISTIN! Listen to the private podcast series UNLOCK FAIRE - Get instant access HERE Join The Buyerside Club facebook community for coaching & connection in your product business. Join HERE! Website: kristinfishercoaching.com Follow on Instagram: @kristinfishercoaching Contact: hello@kristinfishercoaching.com

We're hitting pause for a few weeks on airing new interviews to bring back underrated gems from our previous guests. We've compiled the “best of” pitching, lead generation, conversions, and customer feedback advice into four themed roundups. This third roundup in the series features 6 must-try conversion tips; I'll introduce each soundbite with the name of the guest and the original episode number and title it was pulled from, in case you want to go back and listen to the full conversation. The clickable links to all referenced episodes will also be listed for you below in the show notes. View the transcript for this episode at: https://otter.ai/u/1dCVXW94KXUsI93TDgrmP0kf8Ac?utm_source=copy_url Links mentioned in this episode:'Best Of' Pitching Roundup: 10 Tips To Pitch Yourself For ANYTHING: https://link.chtbl.com/sllNCKMT'Best Of' Lead Generation: 6 Unique Ways to Get High Quality Leads: https://link.chtbl.com/dbjNLFH1This NON-WEBINAR “Open House” Funnel Generates 25% Application Rates For A High Ticket Program (Multiple 5 Fig. Investment): https://link.chtbl.com/rvhMPSCoBye Bro Marketing

08-22-2023 Maureen Edwards Learn more about the interview and get additional links here: https://usabusinessradio.com/simple-customer-conversion-tips/ Subscribe to the best of our content here: https://priceofbusiness.substack.com/ Subscribe to our YouTube channel here: https://www.youtube.com/channel/UCywgbHv7dpiBG2Qswr_ceEQ

It's time to learn how to win with buyers and get more conversions as a real estate agent! In this video, learn the key strategies, specific tactics, and quick hacks to transform your buyer consultation process and convert buyer prospects and leads into life-long clients. Find out how to set expectations, prepare for the appointment, avoid common mistakes that cost you money and time, and learn how to maximize your time when working with buyers. You'll be a master at winning with buyers in no time!SUBSCRIBE & RING THE BELL to receive notifications on new videos dropping EVERY WEEK! Share the love! If this video helped you, please LIKE, COMMENT & SHARE.LEARN MORE about all of Brendan's secrets and strategies to getting more clients and selling more real estate at https://www.brendanbartic.com/. GET MY FREE SCRIPT BOOK HERE: https://www.brendanbartic.com/ LIKE FREE RESOURCES? Join our Private FB Group, Brendan Bartic Real Estate Coaching: https://www.facebook.com/groups/58438...WHO IS BRENDAN BARTIC?With $98 dollars to his name, a bus ticket, and a duffle bag fresh out of the United States Army, Brendan Bartic started out as an assistant to a top-producing agent making $8 per hour. With his sights set high and a long road ahead of him, Brendan carved his own path towards success one cold call and client relationship at a time. Now, a real estate titan, an elite coach, and national trainer with over two decades of incredible success in the real estate industry, Brendan has SOLD OVER ONE BILLION DOLLARS IN RESIDENTIAL VOLUME over the course of his career. As the owner of the #1 Real Estate Team in Denver, a top listing agent, and the Operating Principal of a brokerage serving over 200 agents, he ranks in the Top 1% of all Realtors in the Nation. Brendan is a United States Army Infantry Veteran. Growing up in an abusive home, Brendan left and moved from group home to group home until he was referred to Third Way Center, a place of hope to high-risk and disadvantaged youth until he was emancipated and joined the Army.  Now, giving back to the community that provided him so much, Brendan has helped raise over $1 Million for Denver's disadvantaged youth as the Vice President of the Board of Directors for Third Way Center. He's now sharing the secrets to his unrivaled success in real estate.CONNECT WITH BRENDAN ON SOCIAL MEDIA:WEBSITE: https://www.brendanbartic.com/ FACEBOOK:

Paying for the wrong kind of traffic on Google will absolutely kill your conversions. In this episode, Jordan West talks all about negative keywords, and how to avoid wasting your hard-earned money on keywords guaranteed to not convert. Listen up and learn from this episode!Key takeaways from this episode:By using negative keywords, we're telling Google that we don't want to bid on these specific keywords. There are a lot of keywords that we don't want to show up for, that we might accidentally if not specifically stating otherwise. One of the ways that Google ranks SEO is time spent on a page and amount of pages visited. If you're showing up for irrelevant search terms, you're not giving value.Some of the keyword searches we do not want to show up for:Amazon. We do not want to show up for anything to do with ‘Amazon'. If somebody is typing ‘Amazon', they want to shop on Amazon. App. Unless you have an app.Article. You don't want to show up when somebody is typing ‘article' because they are not at the bottom of the funnel, and their search has very little buying intent.Here are a few additional keywords you want to ensure you don't show up for:Benefit/s, blog/s, books, blow-outs, cheap, cheapest, clear-outs (unless you're running some clear-outs website), closeout, code, coupon code, deal-of-the-week, deal-of-the-day, deals, discount, discount codes, price shoppers, negative reviews, good reviews, comparisons, Amazon reviews, Advice.As an eCommerce brand, we also don't want to show up for location-based searches, unless you have retail locations on that location.Connect with Jordan here:LinkedIn: https://www.linkedin.com/in/jordan-west-marketer/Twitter: https://twitter.com/jordantwestecomGet 5 Offers for 2 Products (10 in total) along with 10 highly engaging tried and true creatives, 30 captivating headlines, descriptions, and ad texts sent to you for only $99. Go to https://www.upgrowthcommerce.com/offer and order now - this offer is only available for a limited time.Get the latest strategies, tips and case studies sent to you weekly by signing up for the free Secrets to Scaling Newsletter. Also, get first access to our Founder-Only Slack channel, our CMO Dashboard to plan out your marketing efforts and so. much. more.‘Join the Beta:https://www.secrets.upgrowthcommerce.com/We love our podcast community and listeners so much that we have decided to offer a free eCommerce Growth Plan for your brand! To learn more and how we can help, click here: upgrowthcommerce.com/grow Join our community and connect with other eCommerce brand owners and marketers! https://www.facebook.com/groups/secretstoscalingpodcast

#26 - In this episode, I'm sharing (the cliff-notes version of a full training video covering...)some important 401k prospecting and conversion tips (on getting new leads and converting them to clients)

We go over a few tips to get the most out of your email list Need help growing your company? Head over to AliKanaan.com and schedule a call to see how we can help you. 

August Noble, seasoned ad buyer, and founder of AOV Boost shares some of his tips to increase tour ad conversions and free up more ad budget. If advertising a discount code, add "today" in the copy like promo code TENTODAY for 10% off today. It naturally creates urgency. Instagram stories ads continue to convert well, and give you formats perfect for Snapchat and Tik Tok. Nothing beats understanding your customers, and what they like, but it's important to understand the nuances of each platform. Why the best ads make customer feel noticed, show the product, and tell a story in under 15 seconds. Pitstop is a tactical podcast for DTC/ecommerce/Shopify entrepreneurs to keep their store on the track and winning. Updated a few times a week, these short episodes get right to the point with none of the fluff. Hear real stories from operators and experts to get fast fixes and find free money. Pitstop is presented by https://www.getmesa.com/ (Mesa).

Win with Buyers in FIVE EASY STEPS (Part 1) includes the key strategies, specific tactics, and quick hacks to transform your buyer consultation process and convert buyer prospects and leads into life-long clients. Find out how to set expectations, prepare for the appointment, avoid common mistakes that cost you money and time, and learn how to maximize your time when working with buyers. lead generation | buyer consultation | buyer presentation | sales techniques for working with buyers | sales techniques | listing presentationCONNECT WITH BRENDAN ON SOCIAL MEDIA:WEBSITE: https://www.brendanbartic.com/ FACEBOOK: https://bit.ly/OfficialBBCFacebookPage INSTAGRAM: https://www.instagram.com/brendanbarticcoaching/PODCAST: https://bit.ly/REALTalkBrendanBartic LINKEDIN: https://www.linkedin.com/in/brendanjbartic/TWITTER: https://twitter.com/BarticRealEMAIL: info@brendanbartic.comSUBSCRIBE & RING THE BELL to receive notifications on new videos dropping EVERY WEEK! Share the love! If this video helped you, please LIKE, COMMENT & SHARE.LEARN MORE about all of Brendan's secrets and strategies to getting more clients and selling more real estate at https://www.brendanbartic.com/. GET MY FREE SCRIPT BOOK HERE: https://www.brendanbartic.com/ Knowing WHAT to say and HOW to say it determines your success with a prospect. When you know both, your confidence will skyrocket!TURN PROSPECTS INTO CLIENTS, OVERCOME INSPECTION OBJECTIONS and BECOME A BETTER NEGOTIATOR with Brendan's FREE Script Book. A complete collection of over 70+ SCRIPTS and OBJECTION HANDLERS that Brendan has personally used to sell thousands of homes.ARE YOU LOOKING FOR REAL ESTATE COACHING? https://www.brendanbartic.com/ Brendan offers ELITE GROUP COACHING and ELITE ONE-ON-ONE COACHING. These advanced coaching systems are specifically designed and focused on rapid agent development and real estate success acceleration. Expect next-level motivation, fierce accountability, tangible takeaways for your business, and action steps you can implement immediately.LIKE FREE RESOURCES?WANT MORE TIPS, TRICKS, RESOURCES, and RE BUSINESS TOOLS? Join our Private FB Group, Brendan Bartic Real Estate Coaching: https://www.facebook.com/groups/584389598727184/WHO IS BRENDAN BARTIC?With $98 dollars to his name, a bus ticket, and a duffle bag fresh out of the United States Army, Brendan Bartic started out as an assistant to a top-producing agent making $8 per hour. With his sights set high and a long road ahead of him, Brendan carved his own path towards success one cold call and client relationship at a time. Now, a real estate titan, an elite coach, and national trainer with over two decades of incredible success in the real estate industry, Brendan has SOLD OVER ONE BILLION DOLLARS IN RESIDENTIAL VOLUME over the course of his career. As the owner of the #1 Real Estate Team in Denver, a top listing agent, and the Operating Principal of a brokerage serving over 200 agents, he ranks in the Top 1% of all Realtors in the Nation. Brendan is a United States Army Infantry Veteran. Growing up in an abusive home, Brendan left and moved from group home to group home until he was referred to Third Way Center, a place of hope to high-risk and disadvantaged youth until he was emancipated and joined the Army.  Now, giving back to the community that provided him so much, Brendan has helped raise over $1 Million for Denver's disadvantaged youth as the Vice President of the Board of Directors for Third Way Center. He's now sharing the secrets to his unrivaled success in real estate.Please note: This video and information are for entertainment and educational purposes only. Please check all federal and local solicitation laws and always adhere to the Do Not Call List.

Everyone wants to scale their business, but almost no one talks about how to do it practically. That's going to change right now. In this episode, Amy shares a bunch of real examples of how you can scale your business once the basics are set up. She dives into the sales funnel to look at tips for improving your conversion engine and increasing your traffic to ultimately scale your offer. These are all tips you can implement right away. Do you prefer reading? Head to www.fastforwardamy.com/70 for this episode's blog post. Download Amy's 7-Figure Organization Guide at www.fastforwardamy.com/7figureorganization.

It's TGIF, which means quick question Friday!  This week I answer a question about how to market to Etsy customers.  I talk about marketing tips, do's and don't when it comes to Etsy marketing.  I also talk about ways to improve conversion rates in your business.  You definitely don't want to miss this one!   Take your Etsy shop to the next level, get more traffic, and more sales. I want to help you reach your goals and find Etsy success!!!  Join the Handmade & Beyond Community and get help growing your Etsy & handmade business! I'd love to work with you. A community, live coaching and courses teaching you how to grow your Etsy business! Snag your 30-day free trial here: https://www.handmadeandbeyond.com/hbfreetrial

August Noble, seasoned ad buyer, and founder of AOV Boost shares some of his tips to increase tour ad conversions and free up more ad budget. If advertising a discount code, add "today" in the copy like promo code TENTODAY for 10% off today. It naturally creates urgency. Instagram stories ads continue to convert well, and give you formats perfect for Snapchat and Tik Tok. Nothing beats understanding your customers, and what they like, but it's important to understand the nuances of each platform. Why the best ads make customer feel noticed, show the product, and tell a story in under 15 seconds.   Pitstop is part of the Rolled Up Podcast Network, and presented by Shogun. https://getshogun.com/frontend/nomad-case-study (Learn how Nomad increases their conversion rate 25%.)

Karyn Thomas is an Amazon and E-Commerce Conversion Expert. Karyn is also the Co-Founder and CEO of Private Label Profit, a done-for-you company that helps Amazon sellers maximize profits while minimizing effort. Karyn is also a Brand Evangelist and Customer Advocate at Helium 10, a software company that empowers Amazon entrepreneurs with a state-of-the-art software suite. In this episode… Are you trying to find new and innovative ways to make your Amazon brand stand out? You're not alone! Today's Amazing Exits guest, Karyn Thomas, knows how difficult—yet, important—brand building can be for your business. With almost 7 years of experience as an Amazon entrepreneur and business coach, Karyn is here today to share how she co-founded Private Label Profit, why Amazon optimization matters, and how to find your “why” as an Amazon seller. If you are looking to learn valuable Amazon optimization tips and tricks to gain customer attention and increase sales, listen in as Kellianne Fedio, host of the Amazing Exits podcast, sits down with Karyn Thomas, Co-Founder and CEO of Private Label Profit. Today, Karyn shares how to make the most of your business by maximizing your “why” and becoming a pro at advertising. You don't want to miss her practical and effective solutions to your marketing, design, and optimization questions! Stay tuned.

In this episode we'll provide 3 tips for highly converting sales emails.

In the modern world lead generation and lead conversion is changing. There are new ways that real estate agents need to be interacting with leads to increase the likelihood of working with the lead. In this real estate agent training podcast you will learn 5 tips to help with lead conversion in the modern world.  Sign Up For TOP Weekly Real Estate Tips Rev Real Estate School

Today we discuss BDMs and the importance of their role in property management companies. Guest: Mike Catalano Real Estate ConnectionsMike has nearly 20 years of leadership experience in developing real estate firms. He is currently the CEO of Real Estate Connections and CEO of NextGen Property Ventures, real estate investment and property management firms based in Los Gatos (REC), Santa Cruz (Portola PM), & Roseville (Sunburst Properties), California. He is a Board of Director for Fourandhalf, an internet marketing company specializing in property managers. He also sits on the board of HappyCo, an mobile platform for inspections and operations. He is a recognized thought leader and regular industry speaker on the topics of property management firm acquisitions, real estate investments, and real estate marketing best practices. He is a member of NAR (National Association of Realtors) and CAR (California Association of Realtors). Mike holds a Real Estate Broker’s license in California. Hosts:Steve Rozenberg – Co Founder of Empire Industries LLC, investor, speaker.Alex Osenenko – President and CEO of FourandHalf

Converting Listings to Sales

Where do your sales come from? What should you do more of? How do you convert and keep customers? Get answers in this episode of SuperFastBusiness.

These three simple conversion tips and tactics can make the difference between profitability and failure.  Use them and sell more.  Ignore them, and you may find that you can't pay the bills.  On this week's podcast, I talk about my commerce project on Shopify, and how that has reminded me of some key things. Conversion […] The post Conversion Tips and Tactics : Three Simple Ways To Increase Conversions and Sell More [LNIM142] appeared first on Late Night Internet Marketing with Mark Mason.

Hey guys! In today's episode we discuss MANY ways you can easily steal from me to convert more of your "on the fence" prospects into first time buyers and raving fans. Enjoy!   Resources Mentioned iTunes Transcript: Jeremy Reeves: Hey everybody Jeremy Reeves here with another episode of The Sales Funnel Mastery Podcast and today I want to talk about a pretty cool product, not product, but I just looked at the word product, but topic and that is called Product Splintering, right. And I am going to kind of show you -- you know some of you may be familiar with this you know, with this term, it is essentially you know, splintering up a piece of your product and giving it to somebody in a cheaper a price, okay. That is kind of the same -- that is kind of like you know the (inaudible 0:45.5) of it, but I am going to kind of give you a couple different ways that you can take that concept okay and use it in your business you know. You guys know, one of my main skills I think that I have in my life is that I am able to take ideas from you know, one industry and use it another. I got that actually from J. Abraham, he is kind of the you know, the one that really taught me of that skill and it is you know, comes in handy a lot. I cannot even begin to imagine or to describe how often I may able to use that skill to get better results in business you know. If there is one skill that you really want is to be able to do that because if you look inside your own industry, everybody is you know, it is kind of like incest you know, everybody is kind of doing the same thing, a little bit of (inaudible 1:33.4) there. But anyway, so, the reason I thought of this right, I just took my dogs to the groomer, okay. Katie is out with the boys, Connor’s therapy and so she has the car and so I had to take the dogs to the groomer. So on my way back, I have been wanting to try -- there is a coffee place by my house and normally, I have my own coffee you know, I -- like have my own kind of process, I am little bit of a geeky with the you know with coffee you know, I get the whole beans and I have a French press and like this whole big process, so I am kind of picky with it. So I do not really like things like Dunkin Donuts and Starbucks and that kind of thing just you know, I am just not a huge fan of it you know. I do not know, whatever, but I usually get that, like if I am out, you know, I normally do not get coffee all that much when I am out because I you know, again, I am kind of picky and I usually just make my own or whatever, but there is one coffee place I went in by our house and it is like, this little locally owned you know, it is not a big you know, mass kind of chain store that kind of thing. It is just that you know, there is this nice lady, I was just talking to her and you know, just a small little store you know, it is not a chain, it got all homemade stuff and that kind of thing. So, I drive by -- this place is probably maybe a quarter of a mile from my house so where we are is basically like I live in a place where were on the maid ave. going through our town, but behind my house there is woods and stuff like that and it is all very you know, kind of naturistic, but then like, literally you go down like a quarter of a mile down the road and there is a big you know, shopping center and there are all kinds of restaurants and shopping places and like all that kind of stuff. So it is an awesome place to be. So this you know, this lady opens up her coffee store in that little you know, shopping complex and I have been wanting to try it. So, I finally did today right and I love the coffee and the first thing that came to my head was she needs -- because you know, if you think about it, I mean she is -- she is selling coffee right, it is nothing you know, it is nothing unique you know, everybody has coffee. There is like 84, 000 coffee stores usually either something like a Dunkin Donuts or Starbucks you know, there is like 19 of them every town. So I literally took the first step in the Coffee’s Fantastic. It is going to be my new favorite place to go. The thought that immediately hit me was this lady needs to get her foot in the door with clients, right. So I want you to think of -- just think in your head. I am going to give you a second. Think in your head, I am going to give you a little challenge here you know. Think in the head what would you do? So you own a coffee store, there is a Dunkin Donuts, there is Starbucks, all those kinds of things nearby. What would you do to get business, to market yourself right. So I am going to give you a couple of seconds. I am actually going to take a drink of coffee while you are thinking. Okay. So, here is what I came up with right. What I would do is, I would just get -- I would hire you know -- I would get like a shit of paper like something super cheap little postcard or business card or something like that probably just a business card you can get like freaking 10,000 of them for like $100. So printed on a business card and just put you know, whatever like you know, we are new, I want you know, we think that we have the best coffee in the Valley, where I live is called the Valley. So we have the best coffee in the valley but I do want you like I know that it is hard to you know, you probably already had your favorite coffee store and the copy would not be this long by the way, this is just kind of off on top of my head, but you know, you probably already have your favorite coffee store and you know, the problem with doing this is that people are set in their ways. You have to break them of the habit that they are in right, to get them to come to you especially with coffee. People have their habits with coffee. So you have to break them of that habit and what you would essentially say is, hey, all I want you to do is just come in, coffee is on me, you do not have to play a dime, it is totally free and I just want you -- you know, essentially, like hey, if you love the coffee come back you know, if you do not, keep going wherever you are going you know, no hard feelings, that is you know, whatever. And all she would have to do is get a business card, I do not know -- I mean they are like you know, they are like 10 cents a piece. So say, you went out to 10,000 people right at 10 cents a piece that is what is that, $100 right. And say that a half of a percent switched over to you. Well half of a percent of 10,000 people is, let us see, 1% would be 100 so it is 50 people, that is 50 new customers right and the average coffee drinker probably spends I do not know probably you know, just say $30 a month right and it is probably more of that because I think mine was like $2. So you know, that is basic coffee every other day right. So you know, say you know, $30 a month you get 50 people, that is $1500 a month for spending $100 right and you just keep doing that, you are only risking $100. You are getting $1,500 back right and that is not even including you know, they had donuts and they had you know, biscuits and they had sandwiches and like all those kind of stuff. That is $1,500 well if you did that in you know all the surrounding areas you could very easily get that up to you know $100,000 business right and that is just with that you know, then you can do a whole bunch of other stuff, but that is just with that. That is only at $30 a month which is just probably a little bit low for you know for a coffee place. I mean you know, if you are spending you know $2, $3, or $4 for a coffee I mean it is, you know, it is a very easy to spend $30 a month on coffee. So that is kind of the way that -- so basically, the whole you know, (inaudible 7:45.8) to that is, if you have something right, and essentially, like I look at it in like a 2 prong approach you know, you do your regular promotions and -- by the way, you can do this even if you have a high end service and I am going to show you how to do this with the service or product and something like a joint venture, right. So if you have a service, okay, think of what you can do to get your foot in the door, right. What is your foot in the door offer? Okay. A lot of times with me, you know, I have people and you know, you know that our fees are typically like you know, in the high 4 figures, 5 figures you know, that kind of thing. We are not cheap right. It is not like you are spending you know $500 or a couple $100 or something on copy like you know, our fees are you know, pretty high up there. They are not you know, not at the top of the industry, but they are you know, they are not inexpensive to someone who you know, is struggling with money, right. So a lot of times what I do -- essentially, what I do is basically say like you know, I get a lot of people and they are like, look you know, I want to do this funnel, but look, it is like $15,000 or $10,000 or $20,000 or whatever it is and you know, I am just kind of a little bit you know, little bit anxious you know, they are always -- I get this a lot you know, I see other results blah, blah, blah, but you know, I kind of want to see if it works for me and that is totally acceptable. I totally get that you know what I mean that make sense. So I get some clients that do that and what I will say is, okay, let us figure it out you know, the project is going to be whatever, $10,000 to say and how about lets us just do like one part of it for like you know, $2,000 or something like that and you look at that if you like the copy then we will keep, we will just keep going right and I have done that a lot of times so you can see like rather than them looking at as a $10,000 investment it is now $2,000 right, so it is a fifth of the price and what happens is you know, I have done that with -- oh my God I do not know how many dozens of clients and I am very proud of the fact that I do that you know fairly frequently and I have never once had a single persona that started that process and did not go through with the project, okay. So if you are selling a high ticket service do not be afraid to offer something lower to get people just to get their foot and get your foot in the door with them with the relationship, okay. So that is how you can do with the service and same thing with you know, with the coffee shop you know, you are just taking that principle that concept and applying it to a coffee shop. So the coffee shop, the foot in the door is, “Hey, come in and try our free coffee” you know coffee for her it is super cheap I mean it is probably, I do not know 10 cents a cup, something like that. So you know, it is almost risk-free for her you know, she is spending $100 or $200 to get in front of like 10,000 people you know what I mean. So that is you know, a kind of another example. So let us do this with the product. So you have a product say, it is $200 right. So you have this and you have whatever 8 modules, what you can do with that is for people who you know, you first start off with your best foot forward right. So you say, hey you know, the product is -- there are 8 modules it is going to teach you how to do XXX and you know it is $200 okay. So you are going to get a certain percentage of people that are going to say, “Hell yeah, I want that. It is $200, it is going to help me. I am going to buy it.” Those are the people they are like your hyper buyers essentially because they are going to buy it you know and they will buy it, you do not have to like hassle them you know whatever. There is just going to -- they love you. They love your product. They are going to buy it. Then you are also going to have the people that are just never going to buy right and who cares about them, they do not you know, they do not matter. Do not talk to them. On huge strategy by the way while I am here is find out who those people are and then you know in your -- you know, in your ads, in your targeting, in your copy you know exactly who to push away because the farther you push those people away the inverse happens with the people that you know, if they are on the left side and your perfect clients on the right side. Well, if you push away the clients on the left side, guess what happens, the people on the right side come closer to you, you know, they resonate that much stronger. So it is one really you know, important thing to note is that you should do that and find out who is not buying and make sure you are pushing them away because it is going to attract the people that will buy right. So anyway, going back, you can say, hey look you know, I understand $200 is expensive for you by the way if that is expensive if people are buying it you know, $200 for price. You may want to look at your copy and because it might not be demonstrating enough value right. So just quick little side note there. But you can say, you know, maybe you follow up them like a 10-day campaign selling the $200 course, they are not buying it then maybe you wait like a week or two weeks and then you can have another campaign that number one, you can give them a free trial or some template like you know, a lower priced trial maybe $200 is like you know, they spend I do not know $10 or something and they get a trial of it or you can say, hey look, I understand that this whole you know, maybe it is too overwhelming, maybe it is you know, maybe you just do not think that you have the time, maybe it is not in his priority, maybe it is the price whatever it is. Why do not you just take one of the modules. See if you resonate with my concept, my message, my you know, my ideas and then if you love it, then you can buy the whole thing right. So that is what you can do with you know, with products right. And then another way to do this is -- so I recently -- I have been going after you know, this certain guy, I have been trying to kind of get on his radar for I do not know, it is probably been 2 to 3 years now right and I am a pretty persistent guy you know, if I want to get on somebody’s radar I eventually will it is just kind of the matter of time. So there is this 1 guy that I have been wanting to kind of partner up with on some things. He is a very, very, very well known marketer. Probably 90 plus percent of the people listening to this podcast read his blog, right. That is where he does most of his market is through his -- he is a very, very, very prolific content marketer, okay. And he has several businesses, they are you know, couple SAS companies, they are all you know, 7 or 8 figures. So you know, there is a lot going on and I realized that if I partner up with him on some things, they could lead to a lot of different things, right. So for the last kind of 2 years, I have been you know, just kind of staying in touch, kind of putting my name in front of him that kind of thing. And you know, recently, I realized that he has a partner you know, in his business that is kind of like his you know, to say his wingman, right. He is like his you know, his second in command, his right hand man you know that kind of thing. So I realized that it is probably a lot easier building a relationship with his right hand man than it is with him you know, because he trusts you know, his -- let us just call him his partner just for easy terminology. He trusts his partner so if I you know, get in good with his partner then therefore I would kind of get into the -- into his whole business and that is exactly what happened, right. And you know recently, there is you know, we have been in touch of like 4 different ways that were partnering you know, so he is you know, he is sending me clients and we are -- I am actually doing a project for him and you know, there is a life of all these different things and it is because it is the same concept and this what I mean by taking it one concept and applying it in several different ways right. I am taking that product splintering concept or that foot in the door concept and using it in several different ways. So in this way, you know, I am using my foot in the door was with his partner, okay, because I knew that you know, the way to his -- kind of like you know, when you are dating, you know, the way to the girls heart is through the parents you know what I mean, is through like you know, if you are trying to date a girl you know, talk to her mom you know, become really good like really you know, kind of cuddly whatever with you know, with her mom and then her mom is going to be like, oh you know, Crissy this guy he is so nice, I mean he is handsome and you know that kind of thing. So it is the same thing. And yes, I mean that is pretty much it. So basically -- kind of a quick recap. If you are selling a high -- if you are selling any kind of service right and you want to gain access to a huge part of your audience, a huge chunk of your audience that is on the fence right and you want to push them over the fence, do something where you can take a piece of what you normally give clients and give it to them at not reduce rate, you do not want just discount your rates because that is horrible for everybody, but you want to give it to him at a cheaper price by giving them less, but you know, take like, if there is something in your business where you can get them a really good result in a quick way, you know, just give them -- like think of a quick win, it is huge when you are selling your services, okay. The same thing, it does not even matter what you are selling really. And then products you know, think about free trials or removing a section or anything where you know if people having excuses they are close, they are right on the fence, but they need just that little extra push. Think of how you can do that. And then the same thing if you want to get your foot in the door with people right. For joint ventures, affiliates whatever it is, think of little ways just you know, very slowly chipping away adding value to the life it is always about adding value and that is what I was doing with his partner by the way was, I was helping him basically you know, they were coming up with a new funnel and you know, he is like, oh you know, what do you think about this and I went and I say, hey, let me just help you figure this whole thing out, right. And then you know, when we were done, he is like, alright you know, what do you charge like you know, to actually build this all out for us and I gave him a price and you know, we are getting started this week. So think of it that way like if you want to get on somebody’s radar, add value to them and just little by little do not go from not knowing them to just jumping in and being like, hey, you know, I am here, I am here, give me business, give me work. I want your money you know, like that is not how -- you know, that is not how you build relationships you know, you first reached out to them just so they recognize you, okay. The first step is recognition right, just so they recognize your name. So comment on their blog you know, send them an email and just say, hey, your recent podcast or your blog was awesome, I really loved it you know, send them a gift. I can tell you, you know, you guys know I am huge, I love bourbon right. I am not a huge drinker, but when I drink, I really love you know, the different types of alcohol. Like I love craft beers and really good wines and really good bourbon and you know, things like that, like I do not drink that frequently you know, like on the weekends you know, like a normal person, but when I do, I like to drink really good stuff because I love that experience. I am very kind of experiential kind of guy. Same thing with food you know, I love the experience of eating you know, as funny as that sounds you know, I love like you know, the different flavors and the combinations and like I do not know, I just love the whole thing. So anyway, so if someone sent me you know, like if someone is trying to get on my radar, by the way, I am not saying to do this, but if someone want me to on my radar, if you sent me a bottle of bourbon, you would instantly be my best friend. Like you would, instantly, I would never forget your name right, just from that and it is like whatever like $30 or $40 for a bottle of bourbon. And that is all it takes you know, just get your name out there and do something so they are going to just recognize you and then you start slowly adding value to their life, right. I have a lot of copywriters who want you know, they want me to help them in their business and they will reach out to me and say, hey, I do not even want any money, let me just help you with the product. All I want is your feedback, your critique, right. I get that all the time with people. And I have helped a lot of copywriters you know. I have helped a lot of copywriters do that and because it is valuable. I did the same thing when I was just starting copywriter you know, it is a huge strategy and you know, if you are in any kind of like expertise field do that with somebody. If you want to learn really, really fast and you cannot afford to pay someone to be a mentor, just do something for them for free, right. And of course you know, you have to have like in my case, I have to look at them to make sure their copy is good first, like it has to be kind of up to a certain level first because you know, they are going to write something for them it is going to be awful and I mean, it would take me longer to edit it than it would for me to write it myself you know what I mean. So like there has to be that foundation there first, but you know, I can tell you like I have gotten a lot of free copy because of that and you know, and it is worth for them too because I critique them on the copy and I you know, I helped them kind of through the whole process you know what I mean. So anyway, that is it for the day you know, I hope this helps. I hope I gave you a lot of things to think about today you know, just a lot of this comes back to just being resourceful you know, a lot of entrepreneurs are like, oh I do not have this or I do not have money, I do not have time, I do not have you know, the resources. No. The resources do not matter. What matters is you being resourceful. You do not need that stuff, right. You do not need money to start a business, okay. You do not need expertise to start a business, right. You can start business in any way possible. You can market your product in any way possible. If there is anybody out there right now, saying that they cannot grow because they do not have funds, that is absolute horse shit, I am sorry. It really is you know, and I do not mean to be like insensitive, but I just want you to -- I want you to look at that belief that you need money to grow, okay. I want you to look at that and smash it with a hammer, right, because it is not true, okay. It is not true at all, okay. That is the biggest one, is money and that is why you know, kind of singling that one out. You do not need money. Money is you know, a byproduct of being successful. You do not need money to become successful. It helps. If you have money, you know, you can speed up the process, you accelerate the process, but you absolutely do not need money to become successful, okay. And if you -- if that is one of your beliefs right now, it is totally cool by the way, I have a lot of bad beliefs in my past as well. Get rid of it, okay. Re-analyze that belief. Figure out why you have that belief and then say, okay. I have zero dollars, what can I do to be successful and that is when your brain starts coming up solutions. You have to give your brain a problem solve then it is going to come up solutions, okay. So you know, I know I kind of went on a (inaudible 23:06.4) a little bit today. I know sometimes I do that, this definitely is not the most polished podcast in the entire world. I think you guys like that because I get comments on that all the time of how it is like you know, I have never come to this with a script. Usually, I do not even have any kind of outline. I kind of just have the you know, the idea and I just start talking about it. That is exactly what I did today. But anyway, so I hope you are enjoying the podcast guys. You know, like always, the numbers are continuing to grow. You guys are awesome. I am getting emails all the time just you guys saying how much you enjoy the podcast. That really does mean a lot to me by the way. Just reaching out and saying, hey, just wanting to let you know I loved your latest episode on you know whatever, here is how it helped me. That really like -- I actually love getting those emails. They go to my support. So it is support at jeremyreeves.com, but they forward me every single one of those and even if I do not reply, I promise you, I am looking at it every single one of them. And I really like -- I love to help people you know, if you guys have you know, known me for a long time, you know that I get such tremendous satisfaction just from helping people you know what I mean. It makes me feel just awesome, just to know that I am helping someone you know what I mean. So if this is helping you, you know, make sure that you are sharing it with people. Help us continue to you know, to grow this. I have a whole bunch of interviews coming up. We just launched -- we are doing video podcasting now, we are actually, I just did my an interview yesterday were actually, I think that interview is going to go live next week or the week after, I forget. We are adding questions in there so like you know, kind of like lightning questions to get to know the you know, the guest a little bit better. I am looking and reaching out for bigger and bigger and bigger guest you know. I have done a lot of kind of underground guest and I am going to start mixing that up with some bigger name guest you know, that you guys I think will enjoy. So yeah, there is a lot of cool stuff coming up with the podcast. It is only going to get better as you help continue to grow because the more the podcast grows, the more time I can allocate to it, right. It really just as simple as that. It is just simple business decision. So you guys are the guys and girls by the way that help this grow. So make sure that you are telling people about it. Make sure that you are you know, you leave a review and remember, when you leave a review, we are giving you free stuff you know, we are giving you my 101 Conversion Tips you know, PDF. So make sure you are doing that because you know, reviews help us grow so much, so they are so important. So if you like this, that would be the single biggest thing that you can do to help us out is to leave a review and just tell people about it you know. If it comes up in conversations or you know, put it on your blog or whatever you know, tell your mom about it, I do not know. Anybody who is a business owner. So anyway, that is it for the day. As always, you know, share this you know, tell people about it. Give us a review on iTunes and then also, if you are interested in working with us, then reach out to support@jeremyreeves.com and let me know a little bit about you, about your business and I will let you know if I can help you know. If you have ever talk to me you know that I am very, very candid. If I cannot help you or if I do not think I am the best person to help you, I would just flat out tell you that, right, and I get a lot of people that you know, I tell that to them. I probably tell more people that I cannot help them than I can -- than I tell that I can help them, if that make sense you know, and it is because I only want, when I take on a new client, I want to know with 100% you know, certainty that I am going to be able to help them you know what I mean. So anyway, that is it. I will stop my ramble here and I look forward to seeing you next time.

In today's episode we dive into one of those "bland yet unbelievably important" topics - metrics. Metrics are the LIFEBLOOD of your business yet probably 10% or less of companies really track them properly and use them to grow their business effectively. In this episode I'll show you exactly what metrics to track, how, and how to use the data to skyrocket your business growth. Listen To The Podcast [powerpress] Resources Mentioned AdWords Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey, what is going on guys, Jeremy Reeves here with another episode of the sales funnel mastery podcast. And today, we are going to talk about something really exciting and that is Metrics. We all love numbers right. So Metrics are the lifeblood of your business you know. There are so many businesses out there that do not understand their metrics and honestly one of the big you know, the big factors -- I mean talked to a lot of people everywhere you know, from people that are kind of just you know in the low 6 figure range all the way up to $300M companies, right. I am actually working doing a project for Agora right now. I am trying to be one of their controls that is bringing -- actually, I am not allowed to say confidentiality wise the numbers, but basically, it is many, many, many, many, many hundreds of thousands per month you know, kind of call that. So one of the big determining factors or one of the big differences that I see when I am talking to various levels of business owners is and I can see kind of how savvy they are as business owners. It is how well they understand their metrics, right. So I have talked to some clients and you know, usually, when I talk to people the first questions that I start asking are you know, how much are you getting per lead you know, what is your cost per click. What is your cost per lead. What is your conversion rate. What is your like on your opt in page. what is your conversion rate on your sales page. What is your you know, average order value. What is your average customer lifetime value you know, all of these metrics are really, really important because if you look at business, all business is money in versus money out, right. That is really what it comes down. Money in versus money out. If you are bringing in more money than you are spending, it is a good business. If you are -- you know, obviously that is relative. If you are spending more money than you are making, it is you know, you are not in a good situation and even with that, and I am sure everybody listening to this can agree of how important that is to know that because mean, you know, it is literally you know, it is kind of like you know, your health and you have no idea what is going on with your health. I mean, obviously, that is a bad situation you know, and that is when you get into trouble. And you know, even with that, I am sure everyone listening can agree on that, that metrics are like one of the single most important things that you need to know in your business, and yet, very few people actually know them you know. Think about your business, do you have a spreadsheet you know, calculating all of your various metrics in your business or at least something like analytics showing you, you know, the visitors you are getting, your conversion rates, you know, analytics can track all that on your website you know, things like that. If you are doing Facebook or AdWords, are you really tracking everything that you are doing so you know exactly what is working, exactly what keywords are working, what are not working, that kind of thing. So I give you a couple of examples here. So I had a lady, she had a dog training business and she came to me and she is like you know, it is not working, I do not know what is going on, blah, blah, blah, you know, I bought this business and you know, it is not really you know, I do not know if this is the case, but I felt like she felt like the person who sold it to her kind of gave her like a crappy business. It actually turns out, I actually sat with her and I you know, we put the numbers together and it actually turned out that the business was freaking phenomenal, right. She was getting -- and this is with like pretty much no marketing experience just handed to her. She was getting 9 times ROI on her ad spent, but she did not know that because she was not tracking things properly you know and it is a huge mistake but it is so, so common that it is unbelievable. You know, most business owners unless -- anybody under 7 figures it is almost rare for people to really, really, really, really have a really solid grasp of their metrics and the funny thing is, it is almost impossible to go above 7 figures if you do not know your metrics. So it is kind of a weird you know, irony there. So that is one thing. Another thing is that I am working with another client and I just had a meeting with him yesterday and you know, the topic was okay, you know, how do we keep you know, how do we continue to improve things. How do we continue to improve our metrics. And one of the things that I said was, I said, okay, and their businesses is a little bit complex because they are bringing leads in for 1 business and they get a certain dollar amount for those leads, but then they are also using those leads in another one of their businesses. So it is kind of -- it is more complex than you know, than the average kind of business and then there are also selling leads you know, that kind of thing. So there is a lot of different factors in play here, but I am going to try and keep it simple. What I said was okay, you know, for the average customer that comes to your doors, how much are they worth to you, you know, long term and they said, well, kind of depends. And also another kind of wrinkle in here is they have an online and an offline funnel. So the funnels had different metrics, so the offline I think was worth $130 a lead or a customer and the online worth $180 or might be -- it does not really matter. So I said, alright, let us at least you know, I do not think we are going to get this perfect, but let us at least get kind of the baseline, right. Let us at least get an estimate and say, okay, you know, let us just say that you know, they are worth $150 on average, at least, it is better than nothing you know, it is not a perfect kind of thing, but let us just say $150. Let us also put in a little bit of buffer in there, so let us just say, you know, they have to be worth you know, $130 or so to kind of be worth it to continue you know, getting those leads. So essentially, what I said was, okay, let us pick a number, let us just say it is $150, I forget the numbers off on top of my head. I deal with a lot of different businesses, so I have all kinds of different metrics going on in my head right now. So let us just say it was $150 just for you know, just for argument sake here. So I said, alright, your average person’s worth $150, right. Now, what is your allowable cost per new customer, right. So how much do you want to profit because you do not want to spend $150 you know, to then make $150 over time. You are essentially just you know, getting a zero return and you are not even getting it back for like the next you know, a couple of months or year or whatever it is. So let us just say we brought it down to you know $120, right. So the allowable cost is $120 to then make $150 in whatever the next 6 months or so, right. So they are making $30 you know, essentially, you know, 20% ROI over a 6-month period. Not great stats, but they are doing a lot of volume, so it is a little bit different when they are doing a volume (inaudible 7:32.1). So I said, alright, so you are able to spend $120 per you know, customer that you bring in the door. So let us now look at your advertising and figure out what is working and what is not. So we have your allowable cost per new customer, is $120, right. So I said, alright, their main advertising was AdWords, right, which makes it easy. So I said, alright, let us now look at all of your keywords because your average -- I think her average was, I think it was $130 something like that, let us just say it was $130. So I said, alright, so if your average cost per new customers $130 that means that you have some keywords that you are probably getting new customers for you know $30 or $50 and you have other keywords that are probably going upwards of $200 to acquire new customer and what we are going to do is take that $120 right, and have a little bit of a buffer, but essentially anybody -- any keyword that it is costing more than $120 to acquire new customer we ditched them. We removed them and then all of the ones that were under $120 especially the lower ones, we are going to ramp them up as high as we can that way you can keep a similar volume right, you spend for the customers that are really profitable, we are going to go up a little bit but you are also getting rid of all of the customers that were not profitable, right. So it is going to even out. So now you are actually going to end up spending much less money probably around 25% less, but you are still getting a similar amount of volume, right. So your actual profit is 25% higher, obviously, you know, those are -- we literally just started this yesterday. So those are not real numbers. Those are just you know, kind of estimated numbers, but you know, that is what happens when you really understand your metrics, you can do things like that, like when you know, okay, I need to get leads in for $2 because I know that you know, one in ten leads is going to convert and -- just say one in twenty leads is going to convert 5% conversion rate and that means that, what is that, I forget the numbers. I just finished up sending an appeal letter to the IRS, my brain is a little bit funky. They are trying to screw me up (inaudible 10:05.6) for something that was their fault, but anyway, so you know, we are getting leads for $2 each, one in twenty convert that means that is a 5% conversion rate that means that you are getting a new customer for $40 right. So if you know that, then all you have to do is find advertising where you can find customers for less than $40 right. That is it, and maybe you know, whatever your numbers are maybe that customer is worth $80 over the next 3 months or 6 months or whatever it is, but all you really need there is your -- you have to know first of all what your lifetime customer value is and you have to define that. So you can do -- I like to do a short term and a long term. So I like to do typically what is the customer worth in the first 30 days right because that is short term. I mean, you can -- most people can afford to you know, kind of have that cash flow going in 30 day periods right, without you know, drying up your bank. And then I also like to look long term. So long term is very, very, very different for some people you know or for everybody you know. For smaller companies let us just say under 7 figures, that might -- long term might be 3 months right or maybe 6 months, depends on how much cash flow you have, depends on how profitable you are already. For bigger companies so for you know, a couple of 100 million dollar companies for 8 figure companies even, you might stretch that out to 6 months or 12 months or 2 years or you know, some companies, they gauge their lifetime customer value over like a 5-year period right, but that is when you get into the really high number. So let us just say that your short term is 30 days and your long term is just say 3 months right. So what is -- let us do 6 months actually because that is a little bit more realistic. So alright, so what is your customer worth in the first 30 days, okay. So figure that number out then what are they worth in the first 6 months and what you will find is that if your new customer is worth and again, these are just hypothetical numbers, they are going to vary drastically in all different industries, all different businesses, I am just kind of throwing this out there. So let us just say that your new customer is worth I do not know, $50 in the first 30 days, okay, but after 6 months, they are worth $100 right. So what you have to look at is okay, well, to be able to scale my business I can then spend $50 to acquire new customer because I know that I am getting that back in the first 30 days then you essentially break even on that customer the first 30 days. Now the goal, I mean typically, when I do this, I try to break even on the first like 48 hours, but I am just using 30 days just you know, just a simple exam. I like to typically and again, this depends on the client. It depends on your business. It depends on the goal of the you know, campaign that you are doing you know, because there is all different types of campaigns. There is lead generation campaigns. There is audience awareness campaigns. There is profit campaigns which is usually going back to customers. So there is all these different things to consider. So then you say, okay, you know, so you know, and I have this advertising. I know that I am making $50 per customer in the first 30 days, but I am also making $100 in the first 6 months so is it worth it you know, then you have to look at -- so you have your lifetime customer value for 30 days and 6 months or 12 months whatever you want to do then you say, okay, so what I am willing to spend to get that customer. I know that they are worth $50 in the first 30 days and $100 in the first 6 months, okay and it is only going to increase in there, so they might be worth $200 in the first 2 years or whatever. So then you have to say, okay, well, what ROI do I want. What is my allowable cost. So, maybe, if you are in a good cash flow situation, maybe you can do spend $50 to acquire the new customer and just break even in the first 30 days knowing that you are going to double your ROI you know, over the next 6 months right. If you are kind of bootstrapping a little bit more you might say, okay, we are going to only focus on -- we are going to get super, super, super laser targeted and I can spend $30 to make in the first 30 days right, knowing that they worth $50, so you are going to essentially profit $20 per customer in the first 30 days and then $100 over the next 6 months, but you have to figure out your allowable cost and that is a little bit different for everybody, it depends on your risk level, it depends on your available cash flow, it depends on what advertising you are actually using. So all these different factors, right. The whole point of this is that you have to know these numbers, right. So if you do not know these numbers that is the first thing that you should do. Now if you are just starting you do not have to worry about it too much because you kind of have to find you know, your bigger play -- if you are in you know, the lower 6 figures like you know, just say 0 to I do not know $2 or $300,000, I would focus on a little bit more on really narrowing down your message, right. Your USP, your exact audience, your exact offer that you are giving them and why you are unique and special you know, different and all that kind of thing. But if you are above you know, just say quarter million or so, you really, really, really, really, really, really need to start focusing on your metrics and really get a good grasp on them because when you know your metrics it opens up everything because then you know exactly what your promotions have to convert. You know exactly how much money you can spend. You know exactly how much money is going to be in your bank you know, if you are paid traffic at least because when you are doing paid you know, and that is kind of the holy grail when you can make traffic work to paid traffic then you know that, hey, if I spend $10,000 this month that means I am going to make just like $12,000 in the first 30 days, I am going to make $20,000 in the next 6 months and you can actually predict how fast you are going to grow with your business, right. So I hope that all make sense. So that is my (inaudible 16:27.3) for today, as always, if you enjoyed this episode or this podcast in general, make sure you are telling your friends about it. If you are on any Facebook forms or you know, whatever you are on you know, make sure you tell people about it so we can kind of grow the community a little bit more. Like I said, it has been growing really, really fast lately, basically it doubled in the last 2 months or so which is awesome, I am really excited about that and it makes me want to continue to do it. Also, if you leave a review that is going to help us grow the fastest, it only takes like 30 seconds and you know, it would just be you know, if you really enjoyed this, it would be a huge favor to me if you just leave a review on itunes. Again, it takes like 30 seconds and it would be a giant favor to me. I spent a lot of time putting these together and thinking about it and for going out and finding guests and all that kind of fun stuff, so it would be a huge favor to me plus it is only in your best interest because I am going to send you my 101 Conversion Tips free if you leave a review. All you have to do is just leave a review and then shoot me an email support@jeremyreeves.com letting me know that you left a review and will send you that over. I actually got a -- I got an email from someone the other day that did that and he looked through the 101 Conversion Tips you know, PDF, and he said -- he was like, oh my God, I cannot believe you are giving away this for free. He said, I actually feel bad for going through this because you need to be charging money for this you know, so and I used to. I used to charge $77. The reason by the way that I am giving away for free right now, it is not going to be forever. The reason that I am right now is because some of the things in their not all, but you know, there is a 101 Conversion Tips and probably, I do not know, 15 maybe are a little bit outdated, things that you know, used to work or old formats, things like that and I just have not updated it yet. I used to do my site on HTML with Dreamweaver and all that and since I switched over to well, thrive that I am using now it you know, basically, I just have not move that product over. So it is something I used to sell for $77 and basically just have -- I just need to update it and then started selling it again, but again, I am giving it away for free simply because out of laziness, I do not really have anything else that I could think to give you. So I am just giving it away that because I thought it would be cool, but yeah. So anyway, leave a review. Tell your friends and I will talk to you next time. I hope you enjoyed it. Bye.

In this episode, I discuss the importance of building a business that's focused on your CUSTOMERS wants and needs, not your own. It's a business philosophy that makes an impact on every area of your life, and a very important topic!   Resources Mentioned jeremyreeves.com/podcast Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey guys what is going on, this is Jeremy Reeves here with another episode of the sales funnel mastery podcast. You might hear a little bit of background noise today. It is a beautiful summer day here in PA. Let us see 76 degrees actually, it is kind of cool today, but my kids are playing around outside where I am recording this, so you might hear them kind of yelling and screaming outside. One of the things I want to talk about today was how dedicated you are to your customers or your clients, right. And after going through an example or two here you are going to really know whether you are just kind of saying that you put your customers first or if you actually do that you know in reality, okay. So kind of quick story to back this up. So I have -- one of my client is on retainer. They are on retainer for $2000 a month and I actually just emailed them the other day. I think I have been doing that since let us see, March I think, so about 4 months or so, something like that, give or take. So I actually just emailed them a couple of days ago and I said, Hey, you know, I think it is actually time that we either remove -- so let me back this up. We are on -- basically, the retainer that we are on is $2000 a month plus and then there is a bonus structure. So it is basically for every kind of quarter of a percent there is a bonus attached to it -- increase of what they are already doing. So I said, Hey, you know, we have been doing this for (inaudible 1:57.5) I think it has been like 4 months and things have been going a little bit slower than I was realizing that they would because we are kind of judging it based of like an average of what we thought we are going to be able to do and for the last month or so, things have been starting to slow down because they do not have quite enough traffic to be doing enough testing you know, to be needing enough copy for my feed to really be justified. The first -- let us see, we just -- the firs test that we did took a while and that came out a little bit flat and then the next few tests were actually huge winners. I will actually kind of talk about one in a sec, but you know, the point that I am making here is that I actually emailed them and told them to stop paying me, right. And that is what happens when you actually put your customers first or you put your clients first and you actually do your you know, you actually run your business in a way that is totally client centric, you know. Everything revolves around the needs and desires and kind of you know, wants of the people that you are serving, right. And that is one of my core philosophies in business is to always make sure that I put the other person first because number 1 it just makes you feel better as a person. It makes you feel better as a person when you help others, right. Actually, a couple of days ago, over the weekend, I think it was, I do not know Saturday, I was outside -- I am actually redoing our kitchen right now. So I was outside cutting some tile to put them on the floor and my neighbor across the street, she is an elderly woman, very you know, she is a large woman, large elderly woman, I think she is about 80 and I saw her fall, so I ran across the street and I thankfully I was you know strong enough. I actually picked her up off the ground you know 200+ pounds of dead weight is not easy to pick up off the ground you know, it is easy to dead lift. I mean I dead lift like I do not know over 300 pounds, but when it is a person that you are picking up off the ground it is a little bit different. So anyway, it was kind of cool, but so it makes you feel better like you know, you probably have a similar story when you help somebody else and it makes you feel good about yourself you know. I feel like that is why we are kind of here on earth is to help humanity, help other people. It kind if just you know, evolves us spiritually I think, but anyway, so I also take that into my business you know, I believe that your business and your personal life should not be separated you know. Your philosophies that you have in your personal life should also be you know, kind of infused into your business and so one of my core philosophies in life is to help other people, to always put other people first, number 1 because it makes you feel good and number 2 because it always comes back to you in (inaudible 4:57.8) right. You always get more like you know, there is a saying you know, if you want to get then give, right. You know, I mean, it is very true. If you want more money you know, give more to charity. If you want more love, give love. If you more health, I do not know how you can give health, I do not know if that is a good example, but you know what I mean. So you know, I want you to think about your business you know. (inaudible 5:25.9) you know what would happen if maybe a customer came to you, just think of you know, I kind of blanking here on a specific example, but what I want you to think about is what are you doing in your business that puts your customer or your client first above your business, above your profit, above anything else and puts them in the center seat you know. I just truly believe that that is the way that people should be running their businesses is you should always look out for your customer or client because what happens is not only are you going to impress the hell out of that person. You know, my clients, when I told them that they are like oh my God you know, I cannot believe you know requesting that we send you less money. They are actually not doing it, we actually found a worker on them and helping them with another part of their business. So you know, that is another thing actually I did not lose the money, but I gained also their respect too, but you know, think about how this kind of reflects in your business you know. What are you doing in your business. Are you reminding people that they have a guarantee you know. That is kind of an example of putting your customer first and saying, hey look, if this does not work for you, you know, I do not want you to use it, I do not want your money because it did not deliver value to you, right. Same thing with your services, maybe you can offer a guarantee on what you do or you can offer you know, whatever it is or just keep helping them you know. That is kind of like what I do with mine. It is a little bit different when you are putting your time into it, it is kind of hard to give a guarantee because if you could spend you know, a month of your time, then you know, give all that money back, it is kind of sucks. So what I do is I basically just keep helping people you know what I mean like I keep delivering value until I have at least made up what I charge you know. That is kind of like my minimum goal that I go for is to at very least, you know, break even. I never ever, ever, ever what a client to feel like they lost money you know. That is the worst possible case scenario in my business. Think about what you can do in your business you know. What can you do. What resources can you give your clients or customers to help them get better results. What guarantees can you put in place. How can you restructure your product to your service so that it focuses on the customer and by the way customer and client are interchangeable here, so that focuses on your customer and getting them results rather than getting you profit okay, think about that for a minute. I know this is hard you know, I have -- you know in my past, I have been in situations where kind of -- the only thing you think about is profit because you know, you need it, you need it to pay the bills and that kind of thing, but what you have to understand is money in this world is not created until you deliver value. So you have to put value first in whatever it is that you are doing. Whatever it is that you are selling. In every interaction that you have with your audience, you need to be delivering value first and then you get to reap rewards after you deliver the value, okay. So I want you to think about that. You know, just look at this throughout your whole business you know, tear down your business piece by piece and say, okay, you know, in our marketing, can we deliver more value. Can we put the customer first you know, when you are writing a copy, it is all about the customer. They do not give a shit about you. They only care about themselves. Please understand that. Good example of that, actually with this -- bring me back to the big win that I got from this client. So, just kind of prove this point. So they had upsell so they go through and there is kind of a process you know, they joined the business they go through an upsell process blah, blah. So they have I think there is like 5 different products they can buy that they have the option to kind of upgrade their purchase, right. So they had their upsell sequence and place. We came and we look and what I did was I -- they have a salesman, so I called the salesman and I said, hey, walk me through the process you know. Walk me through what sells and what does not sell to your -- to these people that we are serving like what makes them tip, what makes them buy, right, because this is the guy that, he has direct access to the mind of the customer. He has been talking to, I mean, you know, hundreds and thousands and thousands and thousands of them. I think they do maybe 2 no, I do not know, a couple of hundred leads a month. So he talks to a couple of hundred leads every single month and he has been doing it for years, right. So I knew that he had kind of direct access into the mind of the prospect. So I asked him basically what made them buy you know. And so we rewrote the upsell using that kind of language. We focused on the things that made them buy which I do not know if I can go into the detail, it is just confidentially reason, I might give it away. Basically, it was fear base right. So when these people sign up, it was a corporation kind of thing. So it had to do with taxes and you know, being compliant with their corporation and you know, things like that. So we kind of you know, put the fear (inaudible 10:55.9) essentially and said, hey look, if you do not do it this way, your you know, you can pierce the corporate veil, you can get in trouble, you can get your you know, your corporation kind of stolen away from you if the IRS audits you, they can come and just blast the hell out of you, that kind of thing and so we talked about that and it made people realized that if they did not have this certain tools that this company sells that they were putting themselves in a lot of danger and what happened was we look at the stats, it ran for about a month, we looked at the stats and the new upsells are converting 40% higher, right, and that is value per visitor. So there was -- I do not remember the exact number is on top of my head, but essentially what happened was, out of the -- I think there were 6 upsells. Out of the 6 upsells, 1 or 2 of them converted roughly the same and the other 4 one, right. And what happened was the conversion rates were only up -- it was roughly like 15% or 20% or something like that, but the overall value per visitor was up 40%. So what happened was the products that were more expensive were the ones that we got big boost in conversions on it. So they were more expensive so it drove the average order value up. It drove the you know, the value per visitor up because they were the more expensive product, so what happened was their old copy was not explaining enough. It was not explaining you know, why they needed to spend whatever like an extra $50 or $100 or whatever it was you know, to protect themselves and my copy got into their core you know, the resident dominant resident emotions and sold them on the fact that they had to protect themselves, right. And that is what happens when you understand your customers, right. Again, everything in your business needs to revolve around the fact that your customers are first okay, and like I was talking about before, you need to look at every single aspect of your business from your ads like I said and then in your copy, this is especially important. In your copy, the more you understand your customer, the more you are making about them, the more you are going to sell whatever it is that you sell, okay. That is what my gift is, is I can understand people. I can get inside the minds of your prospects and I can do this very, very quickly. I was just actually on the phone with someone about 1/2 hour ago and you know, I was talking about you know, how I have a whole bunch of meetings every single week and I have to get on the phone with people and in you know, 10 or 15 minutes. I have to full understand their entire business, right. But you know, I think I have just a natural kind of talent for that. I can talk to somebody and understand exactly what is wrong in their business in a matter of a few minutes, a couple of questions you know, and that is just you know, I think my brain is just trained to do that, that is my you know, unique ability and it is because I am always thinking about the customers. Why is not this resonating with the customer. Why is not this you know, what is wrong with this. What is not the customer kind of going for this. What is wrong with it. Is it the price, is it the copy, the offer, is it you know, are we hitting the wrong emotions, whatever it is. Okay, so that is your copy. Then you have to look at, okay, with your products. Are your products really geared towards getting the best result for the person you sell, right. And you can actually come up with new product ideas when you start thinking more about your customer. What do they need. What are their frustrations you know. What are the challenges they are having in their business and it is going to help you think about new things that you can give them. So you are adding more value and you are also adding a new product. So for example, I just came out -- we just launched, in my side business where we teach guys how to dress better. I put together this awesome badass course about how to save money when they are shopping, right, because I realized that yeah, this guys wanted to dress better, that was their frustration. They did not feel confident, they were looking to be more attractive. They did not know you know, whatever, what colors match and what accessories to go with this and that and all that and we have a product for that, but then I realized, you know, the biggest problem here you know, pretty much anybody can look good, like if you have enough money, you can look good. You just go hire somebody and say, hey, you know, make me look awesome. So then I realized, okay, well these are young guys so what is the problem here. They do not have enough money to be able to buy the nice clothes that impress people, that make them feel good about themselves. So, I figured out and I spent a couple of weeks, a couple of months figuring out ways to save money and I came out with this really badass course about how to save $25 to $50 plus percent on everything that you save and actually it does work that way by the way. It is freaking awesome. I am so pumped that I brought it out. The feedbacks were incredible so far. That came from thinking about my customer. Put my customer first in my mind thinking about them and thinking about how I can help them and serve them, alright, and then you know, think about every other case, not just your copy, not just your products that you have, not just the ads that you are running, but also things like how you treat your customers, your customer service, your guarantees, your refund policy or warranty whatever it is in your business. I want you to put your customer first, okay. Yeah so that is it for today. I actually have to hop off here because I have another meeting coming up in a few minutes, but let me know what you think about this. Did you like this? You know, did I make you kind of change your thought in any way. I want you to just sit down you know, whatever your kind of way to relax is, whether -- I like to go outside and have a cigar and a glass of Bourbon and read or just sit and -- we have this really gorgeous trees you know, a view behind our house going into the woods and I like to sit and just look up the trees you know, and it helps me get into like a flow state, just relax and my mind starts -- it able to kind of just calm down and that is when the ideas come because you know, the ideas typically do not go when your mind is going 100 miles an hour. The ideas typically come when your mind is able to relax for a few minutes, alright. So go and sit and relax and think about ways that you can serve your customers and your clients better. Do not beat yourself up if you do not have any stories like you know, the one I just told about you know, telling my client they should stop paying me you know, make that happen you know, if you do not really have anything like that and you have been kind of slacking on putting your customers first and you have been putting yourself first, then you know, right now is the time to change it you know, do not kick yourself for doing it, just start it now and change it. Let me know how is that goes for you. Let me know if there is anything that you change in your business. And as always, you know, if you like this podcast, if you are getting a lot out of it, I would really appreciate it if you share it with your friends and most importantly review it on itunes. All you have to do is just go to jeremyreeves.com/podcast and that all kind of bring up the things on itunes and just go and leave a review and when you do, just tell me that you left a review and I will send you, I have a freed PDF, it is 101 Conversion Tips. So it is basically, I kind of break it down by each stage of your sales funnel and it is a whole bunch of different conversion hacking tips if you will that help you improve your conversions throughout each stage of your sales funnel, and I am going to give you that free if you leave us a review. That will help us kind of grow the audience. You guys must be talking because like I said last time, or maybe the time before, the audience for the podcast has basically doubled over the last roughly 2 months or so. I have to look up at the stats again, but yeah, it has grown pretty significantly. I am going to start doing facebook ads I think. So that is pretty exciting. So that is it. I am out for today. I will talk to you soon and again, shoot me an email, let me know if there is anything that you are going to be changing in your business as a result of thinking about your customers and putting them first, alright. I will talk to you soon, bye.

Today we discuss one of my FAVORITE new tools to design and build all your pages throughout your website and funnel. PLUS... how to get my copy templates (normally $197) for FREE when you decide to invest in it! We'll talk about the ease of use, how fast it is to get new pages up, plus the test I conducted on page speed which was insane. Enjoy!   Resources Mentioned clickfunnels leadpages ontraport optimizepress optinmonster jeremyreeves.com/thrive Kinowear Thrive Themes Thrive Ultimatum Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey guys, Jeremy here with another episode of the sales funnel mastery podcast and today this is going to be a nice, quick, short episode. What I am actually doing is I want to talk to about actually, an affiliate product. I know that might sound kind of weird because I never really promote affiliate stuff. That is why that should, kind of show you that this is actually really important and kind of big deal for me. So I just found a new tool that I think everybody listening to this is going to be really excited to hear about if you are not using it yet. It is called Thrive Themes, right. So Thrive Themes is basically a page builder. They have a whole bunch of different stuff for like -- they have -- there is Thrive Themes which (inaudible 0:59.6) pages. There is Thrive Leads which helps you know, to help you generate leads like popups, things like that. There is a content builder, that is kind of part of the page builder and then you know, you can build landing pages on there. Actually, it seems that you can put on your website like stuff for your blog and all that kind of stuff. So the reason that I want to highly recommend this is number 1 because I just did some tests, testing it out, and the test came back ridiculously awesome. Number 2 I am actually going to give you guys one of my products if you sign up through my link which is kind of cool and what is kind of cool is I am actually giving you -- when you look to through my link, I am going to give you my copy templates which we sell for $200, $197 technically, and the cost for Thrive Themes as of the time that I am recording this at least is $19 a month and (inaudible 2:02.2) so it is like whatever that is like $240 or whatever that is or I can say $228 technically. I just did some good (inaudible 2:12.0) 6 o’clock in the morning without my coffee. I am only like a quarter of the way through my cup of coffee and I did that math that fast. See that. So anyway, let me tell you a little about Thrive Themes and why I am recommending it so highly, right. So all of us need to build pages for our funnels. We all need to build pages. It is a pretty you know, it is a pretty important kind of thing. So I have used all kinds of -- I am typically not the one actually designing the pages. I have designers to do that. A lot of my own stuff I design because I have a pretty good eye for design and a lot of times it is kind of faster just getting it done myself than hiring out. So I will spend a night or whatever and (inaudible 2:53.6) pages together. So I have used pretty much all of them. I have used clickfunnels. I have used you know, optinpress. I have used leadpages. I have used ontraport thing. I think it is called ontrapages you know. I have used pretty much all of them. I mean you know probably 2 or 3 more beyond that and this is by far, head and shoulders above anything else that I have used before. For me, you know, there are a lot of different reasons that I really love this, but for me, the 2 biggest things that I kind of notice was, number 1, the speed of actually building the page. You know, I am building pages way, way faster than I did. I have used optimizepress up until this point. So I am now officially not using optimizepress. I am officially not recommending it in a big, big way, right. So again, number 1 is speed of actually building the page. The really big thing with this is speed of the page load. So I actually -- I have had a you know, optimizepress is, it is good for building pages. Lately, I think they have gone way down hill. There is all kinds of bugs that I am finding, I do not know if anybody else is, but I am finding just tremendous amounts of bugs with them. I actually -- I kind of have a theory that it is because it is one time price and not a yearly price because when you -- when you have a SAS business that is you know, a one time price, it does not allow you to pay developers to continually you know, add bug improvements and you know, things like that, right. So it is kind of just a theory. Anyway, so I actually did a test. I built 2 of the exact same page every single part of it was the exact same page. I tested the page load in optimizepress and it was 11 point -- I am forgetting, it was you know, give or take a couple of milliseconds here, it was 11.5, right. So 11.5 seconds took to load that page which is really slow. I did the exact same page in Thrive Themes I mean exact same backgrounds, exact same text, exact same literally everything, same server, same website, everything. 3.3 seconds. So let that sink in for a second. Thrive Themes was 3.3 seconds. optimizepress was 11.5. Huge difference and I have even notice the difference even when I just load the page myself, look at it or whatever, I have noticed a giant, giant, giant difference in it. So that was my kind of big thing. So if you are using optimizepress or using any of these other things and you have been kind of thinking about switching or if you are -- if you do not have one yet, and you -- you know want to check it out, go to jeremyreeves.com/thrive and that will take you to my affiliate link and if you end up buying it, just let me know. Send me your receipt and just email your receipt and I will send you my copy templates. So that is a $200 product. For disclosure, you know, obviously, you know getting an affiliate commission if you buy Thrive Themes that is why I am giving you a $200 product, but yeah, I will send you all of those and it is actually funny because my templates in there -- I did 1 version of like a you know, document.doc and another version in optimizepress and I am going to be switching all of those over into Thrive Themes. I am also going to be switching my entire website in the Thrive Themes. I have actually -- for Kinowear, you guys know about Kinowear, by side business. The sales page for that I switched over. I am already seeing an increase in conversions on our main product just by you know, adding the you know, putting the design into Thrive Themes I am guessing because of the speed boost you know. So a couple of another things about Thrive Themes that I like. If you want to go and do that now, you can. You do not really have to even listen to the rest of this. You can just hop off and go check out Thrive Themes you know by yourself and go see what they have to offer, but there is a lot of different things that comes with it, and that is why it is a little bit more expensive than other page builders and it is because it comes with a bunch of different things, right. It is not a theme, you are getting -- it is Thrive Themes which is like the actual theme of your website, Thrive leads which is a list building plug in, so it is like you know, you guys know that I recommend optinmonster. So I have not yet officially unrecommend optinmonster. I still love optinmonster, it is awesome. I have been talking to a client who uses Thrive Leads, they do not use optinmonster and I said like, oh well you know, does it do this, does it do this, does it do this, does it do this and she said yes to all of them. So I pretty sure it does pretty much the same things as optinmonster but it comes with it, so you do not have to buy another thing, right. And then there is a content builder, build your pages, even you can do landing pages, optin pages, sales pages, video pages, webinars, thank you page, you know, basically all the pages that you are going to need. They have it. They have a really good selection of examples you know, templates that you can start with you know, which is bad ass. I hope they get a market place soon that should be really cool. Maybe they do, I should ask them. I do not think they do that. Yes, so it is pretty awesome and they just came out with the thing called Thrive Ultimatum which is really cool. It is basically a scarcity plugin which I am actually going to be testing out. I will be testing that out actually next week because we are doing a launch for Kinowear. I am actually going to be starting to set that up probably Thursday or Friday. So anyway, that is you know, about Thrive Themes. A couple kind of things you know, the main thing here is the page builder which I really, really love and a couple of things about it, I am just reading this right from the sales page. Put it this way, I actually like this -- I actually like this product so much that I am thinking about building an affiliate site just for this. That is how excited I am about this product because I absolutely love it if you cannot tell and that is also why I am kind of talking about this on a podcast episode because I normally do not do that for affiliate products, but you know, I am doing this because the product is just totally bad ass. So the number 1 thing, it is built for speed. So there is automatic image compression you know, really lean, lightweight code that kind of thing, smart conversion elements. I have not really dug into that yet. So they talk about this thing called target focus area and it shows the authors most relevant to the visitor. I have not figure that out yet, I have not dug into that yet, so I do not really know what that is, but I am going to check that out. They -- let’s see, there is countdown timers, click to call phone numbers, I like that one by the way. The click to call, that is pretty call. Creating the pages are super, super, easy, it is just basically just go in and you have new page, you edit over Thrive Themes and you are done, you know. Super, super customizable. That is one of the things that I really like about it. There is in fact actually while I am talking, I am going to pull up one of my other pages here and I can actually kind of walk through it you know. A whole bunch of templates you know, you can (inaudible 10:40.5) like add all the various things that you are going to need in it you know, header or navigation side bars, footer or widgets, all that kind of stuff. You can have that under or not. Fully mobile responsive which is awesome, so that is cool. One of the really good things that I like about this is that the owner I am forgetting his name out at the top of my head. I was just talking to him to -- the owner is extremely proactive with updates and improvements and new releases and things like that. So in the past 6 months, after opening, they released 20 major new features updates and 29 releases that have like improvements and fixes and tweaks and stuff like that and just having it, I know -- I mean the thing is being constantly updated and they are coming out with all kinds of new stuff all the time. It is really cool. You can also add things on your pages like social sharing, extra -- a lot of replaces, a couple of plugins so like social sharing like I just mentioned. You can get rid of your kind of social sharing plugins which also increases page feed. You can put in related post, optimize image galleries, fun managers. You can actually upload custom fonts into it when you build your pages which is really cool. So I am actually going to go into my thing here. So like when you are in here, I do not know if you guys are familiar with the whole like kind of you know, click and edit type of thing, but -- so there is, you can add in paragraph text, word press context so like from your blog, image button, icons, credit card icons, custom HTML, custom CSS, a content container and that is where like you, what you can do that is really cool is you can make this content (inaudible 12:32.1) put something in it and then save it as a template, so like if you have I do not know, a call to action section, like an order form section on your page, you can save that part of the page and then reuse it in the rest of your website. After you build your first page, you can build a bunch of these templates and then reuse them throughout your website which is awesome. Content reveal so like if they click something it will kind of reveal the content. I have used that a lot over the years. Star rating so you know, you can just add stars like if you are coming out, if you are doing a book launch something like that. Let us see, content templates that is the one that you save. So like I have call to action section, FAQ, headline section, the footer, bullet section, the product introduction, testimonials, and who it is for so far. Column layouts so you can add you know, all types of different columns like half and half, 3rd, 4th, 5th, 1/3 and then 2/3 on the other side you know, vice versa, all that kind of stuff. So that is cool. Let us see, content box. So like you are at a content box, they have launch different kind of styles that you can use. Symbol boxes, same thing like icons and numbers, things like that, also share buttons, quote share. So for like, you know, Twitter if you are doing like a blog post or whatever, you can add that in there. Dividers, testimonials, call to action, you can put them in there. Guarantee box, widgets like a custom menu you know header or something like that you put it there like 2 seconds. Pricing table which I just used. Tab content, you can do that either horizontal or vertical. Feature grid, right. So you can figure them like 2 columns and 2 rows. You can do it like feature kind of grid if you have various features in the products that you are selling. I am going to get a quick sip of coffee here. Content (inaudible 14:25.3) I am not even 100% sure what that is. I have not used it yet. Tables, data elements, so like a progress bar, fill counter and number counters, things like that. Google map and (inaudible 14:36.9) so if you have a local like an offline business, you can put a Google map in there which is kind of cool. Countdown timer, responsive video which I am also going to be using next week. Table of contents, I am not really sure what that would be used for, but it sounds cool. Lead generation so like if you know, if you are doing lead generation on your page, post grid, comments, and that is you know, that is pretty much. Then there is a whole bunch of other stuff you can do that I won’t really get into right now, but you know, you can really easily change the settings on your landing page, at the background image. You can make it so that it is one of those things where you scroll down and the background stays and then the like text scrolls over it. It is kind of hard to explain if you do not see it, but you can put in you know, custom scripts on your pages. Let us see, all kind of stuff with CSS. You can do change (inaudible 15:33.4) in your fonts on the page. You can upload custom fonts which I talked about before. So basically, there is a million different things you can do and it is awesome. It is really, really easy to use which I really love because like I said, a lot of times you know, even though I write a copy I still have kind of a design sense actually from several years ago with one of my clients, this is way, way back really early in my career, but I kind of actually learned HTML and CSS a little bit and design things like that and just add someone who improves conversion you should understand design which all comes down to readability essentially you know. So I throw together some of my own pages and then also like when I get feedback or design back from designers, I can actually edit it from my clients which is kind of cool. Anyway, so I am not going to rumble on about this. If you want to check it out, go to jeremyreeves.com/thrive and that is going to take you to my affiliate link and to their page and if you end up buying it, just shoot me an email and I will send you my copy templates and they sell on the website for $200 so they you know, they are awesome. There are all kinds of -- there is prospect email, like there is email templates, there is webinar templates, there is landing page templates, there is sales page templates, there is you know, thank you page, I mean there is all kinds of different stuff. You can go check out what you get you know, in my products link on the website and I will give them to you for free you know. I am actually not even making that much. I think the affiliate commission is like I do not know, maybe $100 or something like that. So I am actually losing money, but I wanted to think of something that I can give people, right, you know, for now. I am actually going to probably create some just like a couple templates and not give away the full thing, but for now, until I do that, you guys are going to get the full templates. So you are actually, oh my God, even if you just want the templates just buy Thrive Themes and you get the templates for free. So it is an easy way to save $100 on something from me. So that is it for this week, I hope you enjoy this. Next week, we have a good episode coming up and yeah everybody you know, keep sharing this with your friends. I have noticed the podcast has essentially about doubled in the last I think about 2 months or so. So keep sharing it with your friends the uptrend is going way, way up and that is because you know, you guys are obviously telling people about it. So make sure you keep doing that, make sure you keep putting in those reviews, remember if you do a review and you let me know that you did, I will send you my 101 Conversion Tips and yeah, there is, you know, it will take 2 seconds if you are listening to it, you obviously like it, so do me a favor please. I spend a lot of time with this podcast. So that is it. I hope you have a good week. I hope you go check out Thrive Themes again, jeremyreeves.com/thrive and yeah, I will talk to you soon.  

In today's episode we discuss topics that many entrepreneurs are NOT going to want to hear. We're going to talk about the struggles most people NEED to go through to succeed, and why success is not a straight, upward, linear path.   Resources Mentioned JeremyReeves.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Jeremy Reeves: Hey everyone. Jeremy Reeves here again with another episode of the sales funnel mastery podcast. Today is Monday, May 9 and it is finally nice here in Pennsylvania. I do not know if you guys are in this region or if you are not, but our entire last week we went literally the entire week with no sunshine whatsoever. It is you know, spring and summer are taking very long time to get here in Pennsylvania and it is kind of annoying but it is what it is and you know, we live in Pennsylvania so we are kind of used to it. So I am in a very, very good mood today because it is -- well I guess it is only about 50 degrees out right now, but it feels really nice because the sun is actually out. So what we are going to talk about today this is something I was thinking about over this past weekend and what I was thinking about was you know, the kind of unpopular truth of growing a business and that is, that you have to look at it in terms of a long term perspective, alright. Everybody -- not everybody I talked to, but a lot of people that I talked to -- and it is mostly people that have not -- they are not already hugely successful in their businesses, they might be doing well but you know, all of my clients that I know of that are in you know, above million dollars that kind of thing like they kind of hit the pinnacle of success, they do not look at things in terms of short-term views, okay. They do not look in terms of like, hey, you know, you are going to do work for me and it is going to work right out of the gate, okay. They do not like look at it like that and it is because I think they have been through the ropes, they have seen that in the real world, things are not really work like that, okay. So you know, the whole message of today is to look at your business long term, okay. To look at whenever you are trying to accomplish something you know. We all have this big whopping goals on our mind you know. Right now, I am leaning down, I am trying to get down to 170 pounds, I am at about 186 right now and I am not looking at it in terms of like, oh how fast can I cut down. How fast you know, I am just going to go to this wild crazy diet you know, I am taking it slow, I am not doing anything crazy with it because what happens is when you try to sprint when you should be you know, kind of jogging toward the goal, you tend to make a lot more mistakes and do more long-term damage and you know, in terms of health, things like you know, like actually this week I am taking a maintenance week you know, to kind of reset my metabolism because I have been dieting now for 6 weeks. I started around 195 I think, yeah 195. So I am down you know, 9 pounds in the last 6 weeks. So you know, it is kind of time to give my body a break from dieting so that my metabolism does not get you know, kind of hit too hard and also because I am really close to breaking a personal record with my shoulder presses which is 75 pound dumbbells. So 75 pounds on each arm obviously, that is why dumbbells instead of barbell. So I want to hit that this week which is (inaudible 3:16.3) that I am increasing my calories because that is one of those like mental barriers I have been trying to hit for a while now, but anyways, in terms of business you know, people do things like if there are looking at it in the short term view, they do things like a whole bunch of promotions because they are looking at it in terms of you know, I want to hit X number you know, X revenue number this month, okay. I do not even look at monthly numbers anymore because it is too short of a timeframe. I only look in terms of quarters now especially in my business because you know, as you know, most of our revenue comes from working with clients and if we get absolutely hammered in 1 month and you know, kind of work on our asses off and you know, we get all the invoices in that month then the next month we have to slow down a little bit or we would not be able to fulfill for our clients. So it kind of you know, deeps a little bit. So we look in terms of quarterly goals, right. The bigger thing here is you know, I see a lot of people and it is like they give up so easy right. They give up so easy and what happens when you do that is that you kind of play this like mental games with yourself. You play these things where you know, subconscious, you are thinking, oh, I am not, you know, you start get into the downward spire of -- oh will this test fail, that means you know, I am never going to be successful, that means I am not worth being successful and that means you know, this is never going to take off from me and you know, they must have been lying to me that is going to work and blah, blah.. you know, that kind of thing. And you do not want to go into that because then once you go into that negative state of mind then you kind -- it kind of becomes a self fulfilling prophecy and you start getting demotivated, you start doing things that is self-sabotage all that kind of crazy nonsense. So what I want you to do right, is I want you to look at your business. I want you to think about where you are going to go, right. And I want you to -- I want you to try something. So let us just say that you want to I do not know whatever it is, whatever your next revenue goal is okay. I know what mine is. I do not know what yours is, maybe you are trying to go from I do not you are at, you just hit 6 figures, right. Now maybe your next thing is a quarter of a million, maybe that is your next goal. So I want you to think of what that timeframe is in your mind, okay. So let us just say, for example, that you just hit 6 figure, this is personal income by the way. Just hit 6 figures you know, you had your first hundred thousand dollar a year and you are excited, that is awesome, congratulations by the way, that is kind of the first big goal for everybody. And now the next one is, hey, you know, you wanted to get to 250K. So maybe you have that set for you know, next year, so like you know, in 2 years, you will hit 250K, right. What I wanted you to do is, I want you to think about that goal and then take the timeframe away from it and say, you know what, I am just going to hit 250K. I am going to try to do it as fast as I can, right, but I am not going to worry, I am not going to get stress out over when it happens. Maybe it will happen this year. Maybe it will happen next year, I do not know. Maybe it will happen in 4 years or 5 years whatever it is. And what happens when you do that is you become smarter. You kind of access a different level of your mind that allows you to think more strategically because when you take away that stress and that pressure off yourself, that anxiety, which is kind of strangling your mind. You start to become more creative and you start to work more efficiently, right. You see how that kind of you know, the loop goes you know. You can either go into a downward spiral or an upward spiral and you want to be going into the you know, the upward spiral. And also you know, a lot of people are split testing these days. A lot of people listening to this are probably you know, go getters, you are probably doers, right. You are probably doing a lot of different things. You are testing a lot of different things. A lot of them are probably failing for you. So for example, I talked about -- a couple of weeks ago, I talked about the one Facebook campaign that failed for us, right. And a lot of people are like, oh well, you know, I failed, oh my God, it is so horrible blah.. blah.. It is really not because with every failure, you learn something so that you do not repeat that mistake the last time okay. We actually just launch a new Facebook campaign and obviously there is no result yet because we just launch it like I do not know like an hour ago. I do not even know if the ads are live yet. So you know, so for example you know, I have had -- so that test you know, you are going to have these failures, you are going to have these successes, you know, and you want to minimize your failures and look back on your failures and get the lesson from it okay, that is key here it is crucial. So for example you know, we learned a whole bunch of things about the last Facebook campaign. We rushed it, that was one of the lessons not to rush it that much and actually put some thinking time into it. I tend to do that with my own stuff. It is funny when I work with my clients I sit there and I brainstorm for like days before I give them you know an answer and what we are going to do, but when it comes to my stuff, I just like throw it out there and see what happens. And then when you do win, you know, you want to look at that and say okay well why did that win, alright. So you know, I was talking about a client that I took her from zero essentially to like $1300 a day and she is only down by half a funnel, pretty much instantly as soon as she test it, so huge win. I just had a -- I am working with a client that (inaudible 8:46.4) for a couple of months now and we just put a new test together, this was after a big failure with them. So the first test that we did with them was a big failure not really a big failure is just a failure. It did not you know, increase anything. And then the second test that we implemented, they went from -- so this specifically was an email campaign and they were getting roughly 1 sale a week from that particular campaign and we implemented my new email campaign for it and so far they are getting about a sale a day from that, okay. So it went from a sale a week to a sale a day from that same email campaign that we free wrote for them, right. So another huge win, okay. So we are now looking back this week in our meeting and saying, okay, well why, you know, what is the reason, what are people responding to you know, and we found out already that they are responding to emails number 1 and 5. So then we are looking at it and saying, okay, why are they responding those emails, what are we saying, what can we emulate and do -- in the rest of it you know, the emails to kind of get it so that they are responding to more of them. I actually just had another campaign go live which is absolutely crushing. It is going to be a multi-million dollar campaign that I did. This is -- I am actually not allowed to talk about the actual company with this one or even really the specific results, but it is for a 12-figure company, I will put it that way. So it is for a very, very, very large company you have their products in your house, I guarantee it. We did a campaign for them which was not really doing anything for them. We kind of redid the campaign and setup a new thing for them and now it is absolutely crushing it. It is going to be a multi-million dollar campaign and it is kind of like the first stepping stone to launching this new product that they have which is really exciting for them and for us because we have a whole bunch of stuff to do with them you know over the next couple weeks or months and stuff like that you know. So there is always big wins. There is always big loses and you just have to realize I just want everybody to remember that you know, succeeding in business is not a straight path. You do not just go you know imagine like a graph, you do not start at bottom and just go steadily up. It does not happen like that. Kind of like my weight loss you know, I am tracking my weight and you will see like you know, you go and dips down a little bit and then it flattens out for a week or two and then it dips down a little bit, it flattens out. It goes up, it goes down you know. That is normal. That is how things work in the real world you know. Kind of like they always say, the old (inaudible 11:19.9) about you know flying a plane. It is not a straight shot. There is thousands and thousands and thousands of course corrections getting you from point A to point B, alright. And that is kind of like the big message that I want to give you today is that when you are building these funnels, when you are testing things, as you are trying to grown your business, when the failures come up and they will come up, do not let them knock you in your ass, okay. If they do knock in your ass if it is a huge failure and you were like for some reason it was some huge campaign that you thought was going to be like a giant winner and it flop on you. What I want you to do is take a day, get out of your house, okay, what works for me is I go hiking, okay, that is my thing. If there is some big failure and it is just totally annihilates me emotionally which often happens with client projects when I think something is going to like kill it and then you know, it does not. That kills me more than on my own stuff. So like I just rewrote a big sales letter for really big client of ours and you know it should you know, absolutely annihilate his current control, but if it does not, that is one of those projects where I am going to be -- it is going to like, it is going to kill me you know. So what I do is I take a day or a half day whatever, you know, it kind of depends and I go hiking. I just get out in the nature because that is what it works for me. For you, might be the beach, it might be you know, meditating, it might be taking a nap, maybe you I do not know take your family off for breakfast and lunch I do know, whatever it is for you, you know. Go for a drive up in the mountains, whatever it is that gets your mind off of it and it allows you to center yourself and then come back the next day and crush it right. Think about why it is not a big deal. Think about why you know, it is just going to fuel your fire to come back and just be a total badass and crush at the next time. That is what you have to do. Allow yourself to get away and kind of just you know again, center yourself. Get yourself and ground yourself. Get yourself back to a good positive free of mind because you cannot work. A lot of people try to push through when they should be just allowing themselves to you know, kind of feel the failure and learn from it and then move on, alright. So that is it for today. Really nothing about sales funnels but it is a lot about the mental model and the mental aspects of building funnels and growing a business and that honestly is just as important as the strategies and the you know, the tactics that we normally talk about, alright. So that is it for today. If you feel this episode resonate with you let me know. I hope it did. I know -- you know, I have been working on this stuff for a long, long time in my business, you know, I am in a business where we are pushing out projects all the time, right, because we have all these clients and so we are pushing our projects you know, at least 1 or 2 a week that are getting send to the client, getting -- you know, we are getting edits back. We are getting their feedback, it is going live, we are getting the results you know, so I am dealing with this stuff all the time and so I am fighting a lot of like you know, inner demons so to speak and you know, so this is the stuff that works for me. I hope it helps for you. Most entrepreneurs you know, if you own your business, you are not dealing with it as frequently, so it might actually hit you harder when something fails you know, because I am kind of used to it. I have developed a thick skin with it. With you, you know, if you are only launching something once every a couple of months and you have 2 things that fail right in a row, it might just totally crush you, you know. There is a lot of ways to kind of not let it you know. So that is it for today. I hope you enjoy this. As always, if you are enjoying this podcast, make sure you share it with your friends. Make sure you leave us a review and if you do leave us a review, make sure you email me at support@jeremyreeves.com and I will send you our 101 Conversion Tips you know, ebook as a thank you for giving us a review that helps us in Itunes rankings and all that fun stuff and if you want to talk about working together, then just shoot me an email at support@jeremyreeves.com there is a contact me form and all that fun stuff and yeah. Looking forward to see you soon.

Denise Griffitts interviews Michele Scism - a leading authority on business growth, an international speaker, an author and the Founder of DecisiveMinds.com. Michele Scism is decisive, driven and committed to helping business owners build thriving businesses. She works with her clients to create the legacy they desire instead of just making a living.   Michele is a leading authority on business growth and online marketing and the Founder of DecisiveMinds.com. Her clients call her “The Results Lady” because as a business strategist she helps entrepreneurs turn their passion into expert status and then profits. She is an international speaker, radio show host and author. Michele’s knowledge in the areas of business growth and online marketing have been recognized during recent interviews on several web TV shows, including being interviewed by Kristi Frank from Donald Trump’s The Apprentice.  Known for her direct approach, desire to see business owners succeed, ability to get directly to the problem and her smile, Michele is all over the Internet using social media, audio, video and blogging to get her word out and help entrepreneurs.   For free business building tips and how-to articles, you can find Michele online at www.DecisiveMinds.com.   Connect with Michele on Social Media: Twitter / Facebook / LinkedIn  

In this episode, I walk you through one of the templates we use for constructing a new sales letter. I walk you through each individual section and explain what it is, why it's there and how to write better copy at each stage. Enjoy! Make sure to SHARE this podcast/episode with your friends, then leave us a REVIEW and get my "101 Conversion Tips" Cheat Sheet... free! Send an email to support@jeremyreeves.com with the name on your review.   Resources Mentioned * http://www.JeremyReeves.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey guys and girls, Jeremy Reeves here with another episode of the Sales Funnel Mastery Podcast and I am really, really, really excited today. We have a client in the real estate coaching market and as you can imagine you know, I do not know how familiar you are with Google but getting something like that approved in Google is not an easy feat and we just got her approved in Google which is really, really exciting. So that is awesome. So I am very excited about that. So now comes the moment of testing and tweaking and doing that for everybody here. So today, I want to go over -- I want to go over basically what it takes to craft a sales letter okay. Basically, the structure of the sales letter because I know a lot of people kind of struggle with this, they you know, they are not good writers. They do not really know how to lay it out, structure, that kind of thing. So I want to take you basically step by step through the basic sales funnel structure that we used for you know, for our clients and I want to preface this by saying that this is just kind of a beginning template to use, okay. This is not something that needs to be followed 100%. In fact, the sales letter for the client that I was talking about does not follow this sequence okay, because hers is very, very story-based. So we kind of weaved all of this stuff into her story okay, like we used her story to structure it like this. Okay, so there is -- you know, in that case, we broke the rules, but I mean that is what we do every single day, day in and day out. So we have the knowledge and the skill set to be able to do that. If you are in a position where you -- you know, you cannot afford to hire a copywriter that can you know, knows when and how to break the rules, this is really, really, really good structure for you to follow okay. So first of all, you are going to start off with the headline. Actually, let me step back. First of all, you need to know that you are writing to their core desires and frustrations. One of the biggest mistakes that people make is when they are selling their product, they talked about you know, the features of the product. They talked about why the product is so incredible and you know, and this kind of thing and that is kind of how the page starts and that is the wrong way of doing it because the first thing when you are writing your copy, you need to be writing to the core desires and frustration. You need to be writing the copy to overcome all of the objections and the beliefs. Basically, you have to overcome all the objections and that in turn helps them believe that your product is going to work for them and it is going to be the solution for their problem and that is what makes the sale, okay. So as you are writing, that is kind of the core of everything is to write to their core desires and frustrations and overcome the objections that they have in their mind so that they believe that whatever it is that you are selling is the solution to their problem, okay. So with that said, first of all, you are going to start off with the headline. Everything, you know, I mean basically every page that you have starts off with the headline. So in the headline -- this is going to differ based on a lot of different factors but you know, one of the good places to start is you know, is kind of bring out and say, Hey, do you have this problem. Now you do not actually say, you know, are you suffering from you know, whatever gout or are you suffering from you know, whatever it is. You can also kind of, you can also write this in a way that tells them that you could help them with the problem, okay. The headline is essentially used to grab attention, okay. I am not going to go like the various headline templates and all that kind of stuff right now. The headline is used to get their attention, okay. Imagine your prospect is looking at different screens and they scroll across, they see your headline, okay. You want that headline to get them to read the first sentence of the copy. That is the goal of the headline. It is not to sell your product. It is not to do anything else but to get them to read the first sentence of your copy, okay. And then, that brings them into the opening or the lead, okay. That basically what you want to do, okay, is you want to intrigue them, okay. The lead is all about curiosity and intrigue and tapping into the dominant emotions that they are feeling as of this moment. So you know, let us just say, you know, Hey, have you ever woken up in the morning and you know, you wake up and let us just say that you are selling something for pain relief, right. So when was the last time that you woke up and by the way, I am doing this off top of my head, so it is not going to be perfect. When was the last time you woke up out of the dead sleep and took you know, took one step and your knees buckled and you know, you curse to yourself thinking why cannot I just have the joints that I used to have when I was a teenager, you know. I am sure that the last time that happened is probably this morning. I am sure it has also happened yesterday, the day before that, the week before that, the month before that, the whole year before that and if you want that to stop I am about to show you, you know, 3 things that are going to help you heal your joint pain without expensive medications, without you know, any dangerous surgeries you know, blah, blah, blah.. okay. So essentially what you are doing is intriguing them, tapping into those, to those dominant fears and emotions and desires that they are currently feeling and getting them again to read the page, to read the next sentence. That is all -- as you, as you are building your sales letter, what you want to do is get them to read the next line. That is the goal all the way to the bottom and if they keep doing that, they will buy your product because you are essentially saying the right things, you are overcoming their objections, you are tapping into the desires that they have, you are showing them that your product is the solution for their problem, that kind of thing, okay. So that is the lead, it is essentially -- you just, you resonate with them, you know. You kind of -- you have a discussion with them. Hey, you know, are you suffering from this you know, I can be able to show you this, you know, blah, blah, blah and you are being very, very empathetic to their you know, to their needs and desires and frustrations and all that kind of thing, okay. And then you are going to lead in with credibility and sometimes, a lot of times, you will actually, you will actually show them you know, you will actually give them content, okay. So if you said, you are going to give them 3 ways to -- in this section, you are going to -- this is kind of like the body of the copy. You are going to essentially given them what you just told them you are going to give them, okay. Usually, like when you are structuring this, if you say that you are going to help them whatever, overcome whatever problem they are facing. This part of the section is the, is kind of like they credit about you actually doing that and the way that you structured this is that essentially you just -- you overcome their objections okay. So you know, if they said, you know, if in their mind if your market thinks that the best solution for them is you know, again, going back to the knee pain problem. If they think that the best solution for them is going to the doctors getting steroid shots, getting surgery, that kind of thing, you then overcome that objection by showing them why that is not necessary, okay and that of course leads them into your product which would be like an all natural safe solution that kind of thing. So in the body of the copy you are essentially you know, you are telling your story, a lot of time that is usually how it is. Okay, let me step back for a minute and tell you my story. Let me tell you how I got here, you know. And the recent one I wrote for one of my clients we kind of did that. We opened with a really like -- it is a really engaging lead that got them and it kind of like shook them up a little bit, but then we went back and we did. We said okay, you know, let us come back to this in just a minute okay, and then I went into their story you know, let me tell you how I first discovered this new, you know, incredible miracle nutrient thingy. And we told them about this (inaudible 9:05.8) that he had through the rainforest and how he met this guy and he gave him this like mystery substance and you know, it was just really like dramatic story that lead into him discovering this new thing that he then you know, that he then test it and you know, we talked about his background and how his background allowed him to do all this like fancy testing on it to make sure it work properly and test it on people, you know, blah, blah, blah and you know, I went through all this expense before I brought it to you and that kind of thing. So you layer this -- the body of it with credibility and proof that what you are about to show them you know, actually works and a better choice than something else that they have, okay. So that -- I mean you get to the part where you are at the introduction. So this is just basically an introduction of the product. So you know, introducing product X and then you know, product X is a revolutionary new thing that does this and this for you. In particular, you will find out that the you know, the second you start taking it or the second that you know, you kind of you know, introduce into your life, you will experience and then bullets, okay. And that is the next thing you know, is bullets you know, it is going to help you this, this, this, this. It is also going to help you this, this, this, this. In a sense of -- a lot of times -- and this is why it is hard to structure a sales letter because everyone is very, very different you know. This is a longer form of sales letter. If you are doing something like a product page, that is a little bit different, okay, and that is actually something that we are doing right now for a client, 2 of them actually. So you know, after you introduce the product, you go through step by step exactly you know, what it is exactly you know, the details of it. So like if you are selling an information product that is going to be the modules, you know. In module 1 and then the tail of it. In module 1, you will discover -- you know, bullet, bullet, bullet, bullet, bullet. In module 2, you will discover bullet, bullet, bullet, bullet, bullet. If it is a supplement or a product you can talk about you know, the details of it, so exactly you know, what ingredients are in it and exactly how it was made and why it is made like in a certain unique fashion. Basically, you know, you are layering on the proof and the credibility to what you already started talking about but now it is more along the lines of, okay you know, I have already, I have already kind of found out that you are having this problem and that is what you did in the very beginning of it. So they would not be reading the page if they did not still have that problem. So hey, you know, I already told you about the various solutions and why they do not work and here is the new solution that does work and let me show you why it works so well. So you are in that stage right now. So you know, so you talked about the product you know, you talked about -- you know, a lot of people go into the benefits or the features. Basically, features are okay, the problem and I know there is this big thing with copywriting, the problem is, if you only write about features, it does not tap into the emotions, it does not tap into the desires that your prospects are having to overcome the problem that they are facing, okay. So that is why you have to say feature and then the benefit of that feature, okay. So again, it is not just feature it is feature plus benefit. So let us just say that -- for example, we just had a product that were about to launch from one of our other supplement client actually. And we talked about this liposome delivery you know, nutrient delivery, and it is basically liposomes help deliver the new trend to your cells and you know, they help absorption. Basically, it is more (inaudible 12:55.3) but you get more out of it you know. So for every milligram that you take, you are getting -- it is that much more potent because of this new delivery system. So we talked about you know, the liposome delivery system but we do not say like, Oh you know, it does this -- like we talk about how it benefits that person, okay. We talk about why the liposome delivery system is important to getting better results from the product and how it is going to change their life because of that, okay. You go through all those. You kind of pile them on there. And then you get to the you know, the price, the guarantee that kind of thing, so it’s you know, Hey, it is only you know, it is only whatever you know, it is a dollar a day you know, whatever your pricing is, price justification. You say why it is such a bargain for them and you can do this by the way, you can do this regardless of how much it actually cost. It does not matter if it is $10, if it is $15,000. You should not be selling a product that you cannot deliver at least 5 to 10 times the value for. So, if it is $10, it should be worth at least $50 to $100 for them. If you are selling over $10,000 it should be worth at least $50 to $100,000. So you can say, you know, I mean the price justification is basically the same. It is structured the same way regardless of what you are selling. So you have the price justification. If it is a cheap product, if it is kind of just an impulse buy you do not have to go into this very long, okay. If it is you know -- essentially, the higher price it is the more you have to justify the price, okay. (inaudible 14:38.5) And then you go into the guarantee and by the way you know, it is you know, it is thousand dollars and you know, if you do not get XX result within 90 days, we will refund you in full and you know, whatever your guarantee is. We will give you double your money back. We will, you know, you have a lifetime guarantee, whatever your guarantees, you talk about that and then you have a call to action, okay. And then you go into who it is for and who it is not for. So you list out a couple of the qualities of the people that you want in buying this and of course, you know, you are making this up. So you are not going to say like, you are not -- in this part you do not get too specific, okay. What you do is you get, you get specific enough so that you are telling, you are explaining the right type of person that you want to buy this. So, you know, you are looking for achievers. You are not looking for people who are going to use this as to get rich quick scheme and you know, that kind of thing. So you are keeping it like semi broad but you are using it in the way this kind of like you know, a little bit of like reverse psychology. You kind of have to -- it is a fine line of thread. And this is where good copywriting comes in, well, I mean the whole page does but you know. So essentially, you are telling them specifically the type of person that should be buying this and the type of person who should not be buying this. So for example, if you are selling a let us just say a product for crossfit athletes right. You are going to say this is for people who you know, who love crossfit, who you know, could not stand doing long boring cardio you know, it is not for people who like the skinny fat look and you know, only you know, they want to stay skinny, they do not care about muscle and that is why they only jog and they do not work out you know, whatever it is. You are essentially creating polarity. So in who it is for, you are saying exactly who it is for and then who it is not for. You are kind of making fun of the people that you do not want to buy. You are making fun of the -- if you are thinking of it in terms of you know, us versus them, okay, so think of like Mac versus PC. If you are thinking about it like that which every market has this you know, the whole us versus them. For me the us is you know serious entrepreneurs looking to build a serious business. They are looking to grow and automate the marketing as they grow, make it more casual stable that kind of thing. For me the people who it is not is you know, people looking to do you know, get rich quick kind of products or projects I mean, you know build funnels where they just want to build it and they never even touch it again, they never even think about it again, like that kind of thing, that is my you know, nemesis. That is the exact opposite of what I am looking for, okay. So essentially, you are creating polarity and then you do what it is and what it is not. So you say like you know, this is you know, it is going to help you do this. It is not going to help you. It is very similar to the who it is for and who it is not for but it is just you know, kind of slightly tweaked a little bit. And then you can do you know, you can do something like a comparison chart, you know, you go into -- you are going in for the close now, okay. So you could do -- a one good close is you know, you are at crossroads, by the way you have another call to action after the who it is for and not for and what it is and is not, you have another call to action. And then the last section is the you know, the close. So you know, you are at the crossroads right now. You came in to this page knowing that you are suffering from problem X. I showed you why there are better solutions out there that you do not have to listen to everything else you know, that has been said about solving this problem. I have shown you a proof that you know, you could see through all of our case studies. You can see it through the experience that I have you know. Again, you kind of reiterate all the proof that you put on the page just in case they skim the page and did not really see it. You reiterate all that proof in a quick little summary okay. And then you say, so now, the choice is up to you. So you put it in their -- you put the decision you know, in their hands. You give them the responsibility okay which I mean it is because they are buying. So you say you know, there is basically you know, imagine closing your eyes you come into fork in the road. If you take the left you are going down the same path you have always been down. You are going to stay in pain, you are going or you know, whatever the problem is soon the, you know, the knee pain example, you are going to stay in pain, you are going to put yourself through you know, torture for the next however many years you know. Every year that you live, your knees are not going to get better unless you take action now. Like you give them basically a motivational (inaudible 19:13.8) you know what I mean and say why they are essentially crazy for not taking action right now or you can look to the right. The right is you know, when you invest in my product and you know, within 7 to 30 days or 7 to 10 days or whatever the timeline is for you, you know, you are going to feel this much better, it is going to do this for your life you know, your friends are going to wonder what your secret is, you are going to be able to you know, jump up out of bed with no pain, you are going to be able to you know, play with your grandkids again, you are going to be able to do activities like play golf without pain every time that you come in for the follow through, you are going to be able to you know, whatever. You essentially paint a picture for them for the future, okay. So in the left side, you are saying why the past was so bad. On the right side, and this obviously be (inaudible 20:07.6) you are going to paint a picture for them. Paint a vision of the future for them about what is going to happen to their life when they buy your product okay, and that is essentially your close and you have another call to action and then you sign off you put you know, thanks in your good health you know, however you sign off you know, on your things and then you can have a P.S. you know, I am not a believer like -- there is a very old kind of myth in copywriting that everybody reads your P.S. I am not a believer in that because I have seen you know heat map studies and I have watched videos of people you know, reading pages and that kind of thing and it is really not how people read pages. So you could either put a P.S. or not you know, a lot of times, for example, one example is if you have proof that does not quite fit into what you are talking about before it is like you know, you kind of going like A, B, C and then like F, but it also adds a little bit more proof, it is kind of like a little side benefit you know, it is kind of like if you are going out and buying a TV and you were like, Ah, no that is alright and then the guy comes and says, Oh, you know, I will give you this cool fancy remote if you buy and I will give you, you know an extra like 6 months warranty, it is kind of like that extra little tiny push to get you over the fence. That is what the P.S. is you know, in my opinion is good for and then that is your sales letter. Obviously it sounds a lot easier than this. But you know, again, that was a long form sales letter, okay. If you are selling a product page, I know not everybody listening to this is going to have a long form sales letter, okay. Just for example, we are getting into the SaaS space the B2B SaaS space, so by the way if you are listening to this and you have a B2B SaaS company, shoot me an email because I want to talk to you about something. It is going to be probably the most badass thing you would ever seen in your life. That is actually one of our 2 secret projects that we are working on right now. So anyway, in SaaS companies, you know, they are not going to have long form sales letter. What you do in situation like that or if you are selling a product or you know, you just do not like the look of a long form sales letter whatever the case is, essentially, what you are doing is breaking this structure down into the various pages of your website, okay. So you know, I mean it is kind of hard to explain, I have to show you an example, but essentially, just think of this, you know, you have the headline, you have the opening or the lead, you have the kind of transition like the empathy resonating with them that section which is usually part of the lead, you know, you have your proof and credibility, you have your introduction of the product, you have the bullets, the benefits like you know, exactly what the product is, what it helps you know, what it does for you that kind of thing, you have your guarantee, you have you know, who it is for and not for, you could put in like a comparison chart, you have -- let us see you know, (inaudible 23:19.1) better than competition which you know, goes along with the comparison chart, you have your close and you know, P.S. that kind of thing. You can break that up into different pages of your sales funnel, and if you need an example of this just shoot me an email. I can send you an example of this if that would help you, otherwise, I hope that explains it. So that is it, that is kind of how you structure a sales letter. That is kind of basic formula that you can use to structure sales funnel if you do not have the money to hire a copywriter or if you just want to kind of check the copywriters work or whatever it is or if you just hire us and you do not worry about any of that because you know it would be done right. Anyway that is it, I hope it helps you. As usual, if you enjoyed this episode share with friends, go on iTunes and leave as a review and remember that if you leave us a review and shoot me an email at support@jeremyreeves.com we will send you our free product that is something that we used to sell for $77 it is a 101 Conversion Tips that you can use to increase your conversions throughout your entire sales funnel and yeah, if you are interested in getting in touch, support@jeremyreeves.com and my staff will forward the email to me and otherwise I will talk to you soon.

In this episode, I walk you through 29 different credibility factors you can use throughout your entire marketing funnel to increase your conversions on each step of your funnel. Make sure you have a pen and paper handy to write them all down! Make sure to SHARE this podcast/episode with your friends, then leave us a REVIEW and get my "101 Conversion Tips" Cheat Sheet... free! Send an email to support@jeremyreeves.com with the name on your review.   Resources Mentioned * www.JeremyReeves.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Hey, this is Jeremy Reeves here with another episode of the Sales Funnel Mastery Podcast and today I would like to talk about adding more proof and credibility into your funnel, okay. So I have come up with 29 different ways that you can add more credibility and more proof and more you know, demonstration and expertise, all that kind of stuff into various places in your sales funnel to help you basically increase conversions. What is cool about this is that these are kind of site-wide increases, okay. So you can use these various pieces, you know, various proof elements not only to increase conversions on one specific page. Say, you have like a main services page or main you know, product sales page or whatever it is, but throughout your entire funnel. So you can use these on everyone of your pages. You can use them on your homepage and your, you know, on your order pages, on your upsells and your emails. Basically, anywhere that you find that it would be relevant. So let me go through the 29 and then as you go through, make sure you have a pen and paper so you can write all these down. They will also be in the show notes if you want to go you know, to the page. The link will be in the you know, in the show notes page, on your phone or wherever you are looking at this. It will also be -- if you are on our list, you will get the URL to the show notes page. So let’s go start going through them. 1. Test Data. So if you have any, any kind of any statistics from testing for example, if you did a split test or you know, or something like that any kind of test data in the supplement industry. If you have you know, things like you did test on your, you know, on your ingredients. If you have any kind of data like that, you can use that for credibility throughout your sales funnel. 2. Visualization. So you can actually -- one of the -- you know, as they say, a picture is worth a thousand words. So if you want to sell better, if you want to get in a little bit more deep into somebody’s mind, rather than just telling them, show them. So you can do, so can turn any kind of data into a visual concept. Any kind of information like an infographic is a good example. You can actually gain credibility by putting the information that you have. So instead of 10 bullet points or this would be a good example, actually what I am doing now, 29 proof elements. I could put this into you know, an infographic and it is going to actually make more of an impact than it would if it were just text, okay. So anyway that you can put a concept into words. Again, you know, this is used -- I used this a lot when I am working with designers on client projects to help, to help your brain process the information at a faster pace. So if it takes you an entire page to explain something, a lot of times, you can take that and you can actually get it to the point where you can show somebody that same thing in the matter of maybe a second or two looking at an image, okay. So think about how you can turn words into some type of visualization. 3. Specificity. Okay, and this goes out, this is through all of your copy, okay. So the more specific you are, with everything that you do, the more you are going to sell. As they say, specifics sell, okay. So when you are writing, never be vague, okay. That is why, one of the rules in copywriting is to never say things like you know, these things make you stronger. It’s you know, these, these whatever, these new trends or these stimuli or you know, whatever it is. Never be vague in what you are talking about especially if you are talking about a result that somebody is going to get. So you always want to be specific, okay. Again, it can go through every piece of your copy, from your landing pages, your upsell pages, your sales pages, your emails, you know, if you are doing content marketing, I mean literally everywhere. Always be a specific as you possibly can be, okay. Actually, specificity comes back it is just a good -- it is just a good way to communicate you know, if you have ever had any communication problems with your team members, your family, whatever, a lot of the times it comes back to not being specific enough, okay, and this is also a proof element. 4. Comparison Chart. So this kind of goes back to visualization, but it is -- you know, it is very different in terms of -- you are using a visualization to actually show people why your product is better than your competitors because it kind of -- you know, people in their mind are researching you know, the various options that they have. So if you put that in a chart it is very easy for them to process, okay, and it comes back to, I will get this in a minute, the logic, okay. And I will come back to that in a minute. 5. Scientific Research and Study. So if you have any scientific research, if you have scientific studies, if you have -- anything, any kind of proof like that, definitely, definitely, definitely use it and go through every individual aspect of what you do whether it is your -- the process that you do things or your ingredients or your product or you know, whatever it is, maybe you have a study that I do not know, you can make up a study that, not make it up I mean, actually you know, do the study, that you are working in your services you know, you get it done 30% faster. Somehow you can turn the study into that you know, then do that, okay. But it is mostly talking about actual science you know, research studies like in supplements or any kind of like facts, okay. We use those a lot in another copy that we do. 6. Unique Mechanism. So this goes back -- I kind of talking about market awareness, you know, the 5 levels of market sophistication, market awareness, that kind of thing and unique mechanism is essentially the unique way that you do what you do or the unique way that your product does what it does, okay. So it is basically talking about the mechanism that your product or service uses to get such a high-end result for your clients, okay. So if you can talk about that, instead of saying, we get better results for our clients, you say, we get better results for our clients because of X and whatever that X is for you that is your unique mechanism of producing results, okay. 7. Reason is Why. You always, always, always want to have reasons why you are doing everything, okay. So if you are having a sale or promotion, you want to have a reason why you are having that sale. If you have a specific price whether it is really low or really high or whatever it is, you always want to have a reason why. You always want to tell people why you are doing things and the reason for this is because it makes it more believable, okay. I do not remember -- there is a study that they did like a social experiment (inaudible 7:05.5) where people lined up at a copier and it was something like, you know, they went behind the person, there were somebody already using the copier and this person went behind and said, hey, can I skip you in line because or hey, can I skip you on line, right. And it was only like, I think it was like 50% compliance or something like that. I do not have the exact, you can look up the study and find the exact you know, the exact data. But it was something only like 50% or something like that or it might have been less actually, and then somebody came and said, hey, can I skip you because -- again, given the reason why, because I am in a hurry and I have to get this done before I go somewhere, okay. And it was something (inaudible 7:48.0) and the compliance level was 96%. So it went from like 50% to 96% and I actually think it was less than 50% on the first one. The point of that is when you give reasons why, it gives people an opportunity to do you a favor, okay. It gives people an opportunity to believe you because it sounds like you actually are doing it you know, on purpose rather than just like to you know, to take advantage of them, okay. So definitely -- reason why, again, that needs to go on all of your copy. 8. Logic. Okay, so when you are first trying to sell somebody you have to engage them on an emotional level, okay. You have to resonate with them and create a bond and relationship with them on an emotional level, but once they kind of get down the path, once they get through the you know, they are kind of at the end of the buying process and essentially what happens in the purchaser’s mind is that they buy with emotions so they make up the decision to buy your product or your service by emotion, by what their feeling inside even if it is just on a subconscious level and then they justify the fact that they want to buy it with logic, okay. So you have to have both emotion and logic, okay. There is a whole bunch -- that is actually a whole topic in itself that we could cover but essentially, there are different types of people. There are people that make you know, there are kind of main thing, they get some to decision is emotional that most people and then logic, but there is also very analytical people that won’t allow themselves to buy if there is no logic in it, okay. So you always want to, again, you hook them in, engage them, get them to say yes inside their own mind, with emotion, okay. Showing them how are you going to transform their life and then you kind of come in with the you know, you come in for the kill essentially, by having them justify with logic, okay. So you want to have logic in there. 9. Specialization. This one is really easy, I mean we all know that specialist make more money, you know. A brain surgeon makes a lot more money than a general, you know, general practitioner or whatever. Someone who specializes for example, when I started specializing in building sales funnels, my fees went up and I started closing more people because I was not just a copywriter, I was a sales funnel specialist, you know, people that specialize in whatever they do. If you think of going to college, you know, you get your master’s degree, you go to specialization and then guess what, you make more money, okay. So specialization adds a lot of proof. So make sure that if you specialize in something you tell people that that is what you specialize in and you are going to attract more of those people and if you don’t specialize in something you should consider specializing in something, okay. 10. Third Party Verification. So if you have any third party verification you know, there is like review sites, there is you know, ratings that you can get, things like that. Any type of third party verification that you always see those symbols you know, verified by or whatever, then definitely do that and add that to your various pages throughout your funnel. 11. Trust Seal. So this is -- a lot of this is going on your, you know, on your order pages, okay. So you are going to have things like, you know, credit card symbols and security, you know, trust seals, you know, those types of things. You want to make sure because they pretty much always increase your conversions because they make people feel more comfortable buying from your website, okay. This actually by the way goes -- it actually goes, actually the next one (inaudible 11:18.4) online or offline rather. 12. Certificates. And so what I was just talking about was if you have a certificate, so for example, you walk into a doctor’s office, let us just say you are going to I do not know, psychologist, just for example. You walk into their office, the more plaques, you know, the more degrees you see in their wall, the more comfortable you feel because that shows you that that person is an expert in what they are doing, okay. So if you can have certificates of anything it is going to help you be more credible. It is going to help you demonstrate that you know what you are talking about and it just gives people, it helps people feel more confident in your ability to help them, okay. So any kind of certificates you can do make sure that you are showing them. 13. Real Company Status. What I mean by this is that you have things like an actual physical address that people can see. You have a real email that people can see and you have a real phone number and this one is the most important, an actual phone number that people can call and it does not matter -- you can do a 1-800 number, just as long as there is a phone number there and people feel that you are real company that they can actually talk to you if they call that number. That makes people feel more confident in your ability to help them. It makes them feel more trusting in you and that you know, adds more credibility which helps you increase your conversions. 14. Case Studies and Testimonials. This one is obviously pretty simple. You want to have case studies and testimonials because they, again, demonstrate your credibility and your expertise. They demonstrate that you can help that specific type of person to get the result that they are looking for, okay. 15. Client List. If you go into my website, you will see all the various clients that I have listed. And if you noticed, they are not all of my clients, so I do not put all of my clients on there. I put the clients on there who my prospects are going to recognize, okay. So I work with a lot of people. I have work with a lot of very high-level you know, they are like in the spotlight types of businesses and I have also worked with a lot of more underground business owners that most people would not, have never heard off because they are not out you know, in the spotlight, they are just kind of you know, in their underground thing like you know, doing their own thing, but they are not like in the spotlight where people would actually recognize them. So if you have any type of -- if you are in an industry where you can showcase your client list, then definitely do so. 16. Social Media Proof. This is, you know, things like showing off your Facebook likes. If you have a page or a lot of Instagram followers or youtube channel or whatever your big social medial platform is, if you have a big following, make sure that you are showing that. So for example, I just look at somebody’s website the other day and he had 84,000 Facebook likes. As soon as I saw that, I thought okay, this guy is real, okay. And that is what your prospects are thinking as well. So if you have social media proof, show it. If you do not have it by the way, do not show it. Do not show if it is like you know, 3 likes, do not show it and there are plug ins by the way that you can actually set it so that it does not show the number up until a certain point, okay, so like it would not actually show the number let us just say you set it so that it would not show until 96, so at 95 visitors it does not even show a number it just says whatever Facebook, the little icon. Soon as you hit 96 it says Facebook 96 likes, there are 96 people liked this or whatever it says. 17. Social Proof and the Media. Social proof is a little bit different than social medial proof. When I am talking about social proof is like other people talking about you, you know, people saying that you are an expert, you being you know, something like an author or something like that, and also the media. So you have been talked about in the media you know, if you go to my website you can see that I have the little symbols of places that I have been in the media, okay. So you will always want to make sure that these are throughout your entire site to show that you are credible. 18. Product review. So if someone has done a review about your product or for example let’s just say that you sell a product on Amazon or there is anywhere or maybe sometimes you sell products and your customers can rate your product like an App Store or something like that or if you have physical product and you sell it on something like Shopify a lot of times they can actually rate your product. You will see this in you know, clothing stores a lot, things like that. So make sure that you are showing stuff like that. 19. Demonstration. This comes from infomercials, okay. I am working right now with a company and I actually just got done working with another company. I was just working with NuWave Oven if you guys have heard about that. I know probably most of you have. I was just working with them on essentially taking their everything they are doing on infomercials bringing online. So they had you know, they kind of took it and did their own thing and then you know, and then we came and redid their pages and bumped their average value per visitor. So basically, you know, the revenue from each person that hit their page by over 50% which was you know, totaled up to millions and millions and millions and millions of dollars. So that was kind of awesome and then I am working with another not them again, but another similar company, now that is also doing infomercials and were essentially doing the exact same thing for them. So they are all about demonstration so if you have a product that you can demonstrate, then you need to be making video showing demonstration, okay. Watch infomercials. If you are not familiar of this go and you know, stay up late one night with a bottle of wine and watch a couple infomercials and you will notice that -- why they are so successful is because their product demonstration is absolutely incredible. In fact, there was a -- I forgot what the show is called but they used to -- they used to kind of -- there is a show with Billy Mays, and they would kind of go behind the scenes on this launches in infomercials. And one of the major deciding factors if the infomercial producers are going to actually you know, make an infomercial about a product is whether or not they can demonstrate and show the effectiveness of that product, okay. So if you have a product that you can demonstrate, you need, need, need absolutely need to be making videos, showing you know, that the product actually working in action. And also, if you don’t, so for example, if you have a service business or if you are in any type of educational role, then your content is your demonstration. So me, right now, this is my demonstration of my credibility and my expertise, okay. So it is exact same thing it is just doing it in content versus in like a physical form like a video. 20. Photos. So if you have photos that you can show and this is going to be different for everybody you know. If you, for example, if you look (inaudible 18:42.4) let us just say a personal trainer. Who do you feel more comfortable with, a personal trainer, you went on their website and there was no photo or a personal trainer and you went in and you are going to whatever, you are going to select one of their personal trainers and you got to actually choose the person. You are going to probably choose someone that fits the part. You are not going to choose someone that is 50 pounds overweight. You are going to choose someone that has the body that you are trying to get, okay. And this is -- that is a really easy example. You will also find this if what you look like does not match what people expect you to look like. So if you are on the younger side, then people might shy away little bit even subconsciously because what they see does not match up to what they think you should look like. Also, if you are too old, I mean it really depends on the market that you are in and what you are selling, okay. So if you are -- for example if you are selling something to a very young crowd and you are you know, 75 or 80 years old, you might want to consider having someone else be the face of the company you know. It does not mean you have to, but if you test your conversion rates and I have actually done test like this. I actually had, one of my friends, he was black right, and he actually tested right, he was not bad looking guy, he was just a normal looking dude and he tested his face on his own website right and the funny thing is he was not even selling in a market that was like a very predominantly wide market. He was actually selling Beats you know, like music you know, Beats that you could put into like when you are producing music right. And so you would think that would match up, well he tested his face on the website. His conversions went down by 50% when he put his face you know put his picture up there and then it was funny because he validated it because he took it off and the conversions then went right back up to normal. So the thing is like you never know. So a lot of times photos will help because they show you that you are real. Sometimes they actually hurt. So you want to test photos to see if they are helping or hurting you. You also want to test, by the way while we are on the subject, you also want to test the type of photos. So if your personality that you are portraying in your market is one of a very professional and you know, authentic and you know, like a very professional guy that you would imagine in the suit and your picture of a lifestyle business picture like you, you know, in the pool with your kid or something like that, that also plays a very big role, okay. So you want to make sure that you are essentially matching up to the expectations of people who are considering doing business with you, okay. 21. Association. So this is kind of, if you are familiar with the term, juxtaposition, this is kind of like that. You are associating yourself with other authorities in your marketplace. So for example, I am moving into a new niche right now, okay and one of my first things that I am going to do is I am going to go and I am going to meet and have other people who are already in that industry you know, industry you know, players if you will and I am going to kind of team up with them because then I can take their credibility. I can borrow their credibility, okay. If you see a picture of me and I am with let us just say, Tony Robins right, I am going to be instantly get more credibility than if it was just picture of myself, okay. You know, again, if you are in like the fitness space, if you get a picture with I do not know, Jillian Michaels or something like that or Tony Horton from P90X, you are going to get that borrowed credibility, okay. So think about that as you are doing your pictures and as you are trying to increase your credibility throughout your website. 22. Awards. So if you won any awards for anything then obviously you are going to want to tell people about that okay. Pretty simple. 23. Humanization. This is essentially showing that you are not some cold heartless company right. This is showing people that you have personality that you are a real person and you can do this in a lot of different ways. One of the ways that I talked about a lot is doing it in your marketing right. Do if you make videos. Do personality-driven videos you know, show people your truly personality. Be your authentic self. Do not try to hide behind some kind of wall. Do not try to, you know, be somebody that you are not. Be yourself whatever that is because if you try to be somebody else, it is going to backfire on you and people are going to pick up on that, okay. So all throughout your marketing, just think how can I show people who I really am in a core level, okay. So for me, I talk a lot about my family you know. I am very big family guy. So that is kind of my you know, that is kind of my shtick if you will. So in my marketing, I talked about my family a lot. I talked about my wife and how happy we are. I talked about my 2 kids. I talked about my dogs you know, my friends you know, we go out every week for guys night, that kind of thing right, because that is part of my marketing personality. I am very down to earth relatable guy you know, and that is what I do in my marketing. So show people that you are real you know. In your emails, be personal you know, make jokes. Do whatever your kind of style is in life, do that in your marketing as well okay. You can also do this by the way, going back to photos again, you can also do you know (inaudible 24:19.9) companies it is like meet the team, you know, that kind of thing. You can have that if you have a team of you know, 5 or 10 people whatever. You can introduce like your whole team (inaudible 24:29.6) because it makes you feel like a real company and it increases your credibility. You can also do pictures of your entire team together, okay. So you know, maybe everybody gets outside and you get one of those big pictures where you have your whole team all together. It makes you seem more real. 24. Celebrity Endorsement. I have done a lot of test with clients where they have gotten usually like B-list celebrities to use on their websites and almost all the time, it increases conversions. So if you can find a way to get in touch with some type of celebrity in your market and by the way, it does not have to be celebrities in terms of you know, going out to like you know, an NFL superstar or a you know, an entertainment kind of figure like an actor or somebody like that. This could also be people that are perceived as celebrities in your industry, okay. That also kind of falls under this category. So if you can do that, definitely do that and see if it increases your results, it usually will. 25. Guaranteed Results. So this is basically just having a guarantee in your marketing. And what I would say about this. This is an entire podcast in itself. Having guarantee is extremely important because it reduces the risk in the buyer’s mind okay. If you do not have a guarantee that is basically the worst possible thing that you can do and adding a guarantee is pretty much guaranteed you are going to make more money, okay. So if you do not have a guarantee, getting some type of guarantee (inaudible 26:00.7). If you do have a guarantee look at it and say does this really show that I am confident that I can give people results you know, is it truly showing people that I believe in this product and if you do not think so then make it better. I have a $7 product right. I sell for $7. I have a $250 money back guarantee on that product okay and basically the guarantee is if you go through this report, again, it is $7. If you go through this report and there is not one single thing that you learned I will give you $250 check right. That is having confidence in your product and guess what I have never had a single person take me up on that offer, ever. So it shows you that you know that you are basically what you have to look at is, when you -- usually the stronger guarantee you do, the higher your conversions are going to go. So if you have just a 30 day guarantee, test that against 90 days or a year or you know, double your money back, something like that. Let us just imagine that your conversion rates go up by just a 30% okay. So that is, you know, your right hand goes up 30% okay. Now, in some cases, in most cases, your refund rate is going to stay around the same. So, let us just say that -- you know, whatever, we are baseline here. So your results went up 30% so you are now making 30% more revenue. Well, in some cases your -- you basically, you have to look at your retention rate after that. So if your retention rate decreases or put in another words, if more people return your product, if your returns increase, you have to look at the difference there, okay. So if your revenue goes up by 30% by implementing the guarantee and you returns go up by 10% well that is a 20% kind of net increase there. If your conversion rates go up by 30% and your returns go up by 20%, you still have a 10% net increase in profits, okay. So you have to look at that and compare those 2 numbers to make sure that your guarantee is working. 26. Take Away Selling. So we all know that you know, if you are a guy, you have never been in a place where you are trying to, you know, kind of hook up with a girl you are trying to and I do not mean hook up in like a sleazy kind of way, I just mean you know, you are meeting a girl. If you ever tried to do that or if you are in the client industry, if you ever tried to -- if you ever had to be like needy with the client, you have seen how fast it pushes them away, okay. So you want to do takeaway selling and that is basically, number 1 it is not caring about the final you know outcome, it is kind of showing, portraying that you are going to do fine without them. And this is up to them, you know. Your business is going to keep growing whether or not they ever buy your product or your service. In takeaway selling, you can say, I mean there is kind of several ways to go about this. One of them is that you just show them that you are not needy you know and that this is, that you are the price right. You are the win here, it is them wanting to work with you. The second way to think about this is actually taking things away. So what you can do is say you know for the next 24 hours all of our buyers are going to get these 3 bonuses and then if you come to this page after 24 hours, you do not get those bonuses. So that is kind of another way of doing takeaway selling. 27. Damaging Admissions. Damaging admissions, this is another copywriting concept and damaging admission is essentially showing people weakness in whatever it is that you do or sell but backing that up by why that is actually a benefit, okay. So for example, in copywriting, I can say, look our projects take you know 30% longer. However, that is actually a good thing because even though it takes a little bit longer you know, we have shown that, you know, our average client increases the revenue by whatever a hundred thousand dollars, five hundred thousand dollars, or a million, you know, whatever that is for you. That is just one example of a damaging admission. You are essentially admitting that you have a weakness but that weakness is actually a strength, okay, if that make sense. 28. Empathy. So whoever the -- another, you know, kind of thing in copywriting, another concept in copywriting is whoever can show the reader that they understand them the best wins the sale every single time and it is so true. You need to learn to be empathetic with what your marketing is going through. You need to understand this is why it is so important to do market research. You need to understand what they are going through. You need to understand what they need in their business. You need to understand what keeps them awake at night. You need to understand how your product or your service is going to completely transform every aspect of their life or if it does not change every aspect of their life. You have to figure out exactly what aspect it does change and transform and then talk about those specifically, okay. When you are empathetic with people, think about again, you know, guys talking girls this is, you know we are all horrible at this and this is why you know, I feel that most couples get divorce is because the guys do not show empathy to the girls and sometimes it’s reverse of course, but in a lot of cases, it is the guy that is not quite as empathetic to the girl, okay. Me and my wife actually just went through this the other day. So I can relate to anybody who has been there and I am usually good at being empathic but that day it just was not and you know, and she told me about it, to say the least. So that is how your prospects are feeling too. If they are going through your sales letter, you know, they are going through your marketing campaign and they do not feel that you truly understand them at a deep level, they are not going to trust you. So make sure that you work on being empathetic in your copy and this again is one of the reasons why it is so important to hire a copywriter, because we are trained to do this. 29. Using Stories. Stories are a very, very, very powerful way and it comes back again to empathy. It comes back to -- stories are a way to get past the red flags and get past the barriers in people’s minds that they have set up before they want to do business with you, okay. So whenever somebody is looking to do business with you, they are reading your whatever materials whether it is a sales letter or podcast or a webinar or you know, your emails or whatever it is, they have reasons in their mind why they should not do business with you. Stories are way to help overcome objections without them realizing that you are overcoming those objections. Okay, I am going to let that sink in for a minute because it really, really powerful. Stories allow you to overcome people’s objections without them realizing that you are overcoming their objections. You are selling them on such a subtle level that they do not even know why. They get to the bottom of the page or the end of the email or whatever it is and they are like, Wow, I need this and I have no idea why but I just need this thing now. That is what stories do, okay. They allow you to kind of penetrate the subconscious of your prospects minds and get you know, kind of get you know, into their mind so that it opens them up to listening to your further communication and your advice, okay. They are really, really powerful. So you should be using them in every aspect of your marketing. And that my friends are the 29 credibility factors that you can put into your marketing today to make more money and more consistency in your marketing. So I hope you enjoy that. If you did enjoy it, go back through and listen to this. Go and write them down and make sure you know, take a checklist. Make sure they are all in your marketing. We have checklist on our end that we do to clients you know, we go through this exact checklist and we make sure that each of those things is in each of the you know, the marketing campaigns that we build, but a lot of people do not have that. So feel free, you know, go and look back and go back through this. Write them all down and make sure that they are in your marketing because they are very, very, very important. So that is it for me today. If you enjoyed this episode, please share with your friends, tell them to subscribe to the sales funnel mastery podcast, also, leave us a review. If you leave a review on itunes and then shoot as an email at support@jeremyreeves.com. We will send you a report. It is 101 Conversion Tips that you can implement in your sales funnel to increase your conversions. We will shoot that over to you, we used to sell it for $77 and that is it. If you like to get in touch about working with us just go to jeremyreeves.com and fill out any of the forms and I would be happy to talk with you, otherwise, I hope you enjoyed this and I will talk to you next time.

In this badass episode inspired by a question asked by a podcast subscriber (Daniel), we cover a question that A LOT of people get hung up over. The question is "At what point do you recommend creating a secondary product/service to offer to customers on the back end as an upsell?" This question leads me down a full-fledged path of strategizing and structuring your funnel based on which of the three phases you're in. It's one you don't want to miss! Make sure to SHARE this podcast/episode with your friends, then leave us a REVIEW and get my "101 Conversion Tips" Cheat Sheet... free! Send an email to support@jeremyreeves.com with the name on your review.   Resources Mentioned * JeremyReeves.com Want To Work With Me? Visit http://www.JeremyReeves.com or email me at Jeremy@JeremyReeves.com Enjoy! Transcript Jeremy Reeves: Hey guys, welcome back to another episode of the Sales Funnel Mastery Podcast. Today, we are going to go over -- it is actually kind of funny because this morning I just wrote an article about the ‘3 Phases of a Sales Funnel’, right. And then I got back from lunch and also in my list of things to do today was recording new podcast episode. So I got back from lunch and I checked my email and there is a subscriber from let us see -- Daniel. So hi Daniel, how are you? So he wrote in basically asking -- he essentially said there is (inaudible 00:00:55) but he essentially said, at what point do you recommend creating a secondary product of service to offer the customers on the backend as an upsell. So it actually -- he had really, really good timing of that question, so thanks Daniel. So I am going to answer that question. You know, not only when should you add an upsell because I know there is a lot of people that are listening to this already you know, have an upsell. So what I am going to do is I am just going to kind of take you through the article that I wrote called ‘The 3 Phases of a Sales Funnel’ and it is going to help you -- and I think it is going to help a lot of people on here because, a lot of people get struck in kind of like the structuring phase like what do I do next, what is the next step, what will I do after that, okay now that is done then what you know, that kind of thing. So I think this is really going to help crystallizing, clarify a lot of the kind of mental blocks that you are having about this, alright. So you know, throughout all of my you know, various years of doing this and helping people build sales funnels you know, I have helped all kinds of entrepreneurs to build sales funnels everywhere from you know, people with supplements to people with services, to e-commerce stores, to brick and mortar sales funnels and basically everything in between. And I have kind of come up with 3 different phases that everybody goes to. Does not matter what type of business it is, does not matter what you sell if it is a product service B to B, B to C, online, offline it does not matter at all right. Everybody goes through this -- this phase, right. So phase 1 is the foundational stage so this is kind of like the setup and test stage and this is where Daniel is right now. So you know, this is essentially when you are first getting off the ground, right. So in this stage, you are not really looking to you know, 10 extra business or anything like that. What are you looking to do is you know, reclaim some of the time that you are putting into the business by automating some of your key marketing processes and also increase revenues by having more marketing systems in place and have a little bit more consistency and reliability in your cash flow, right. So the types of people that are going to be in this stage are -- if you are just starting out, you are kind of boot strapping, you are in that you know, that guerilla marketing stage where you are just going out and hustling and trying to get sales, right. You are probably in either below 6 figures or in the low 6 figures so you know, say somewhere between and you know this varies but roughly between 0 and I do not know, maybe $200,000 or so, okay, couple hundred thousand, right. It is also for people who are doing well without a funnel but are kind of a little bit hesitant about marketing and that is really because a lot of these people are like even -- like for example, I have a client that is doing about 3 million dollars right and that was basically without a sales funnel. You know, that was -- I guess she was doing 3 million. So that was without a sales funnel. So then we went in and we helped her and she is still in the process of putting it all together and all that kind of stuff. And she did a little bit different like nothing super crazy because she wanted to kind of see the results first and then you know, it was new to her. So she wanted to start a little smaller, okay. So this stage is not -- it is not there to maximize your profit. It is really to get a foundation in place that can be built upon as you increase results and then you get more cash to then reinvest back into your marketing campaigns, right. So what are you going for in this stage, you are really trying to figure out exactly you know, who you market is, what your USP is, exactly how you can help people, what makes you standout that is different in the marketplace right. That is what that stage is about you know, figuring out you know, starting and get some systems in place, marketing and like operational systems all that kind of stuff you know, add a couple employees that kind of thing, just to get your legs going you know, just kind to kind of get a little momentum in the marketplace, right. So what makes up you know, if you are going to think about a list of everything that makes up your kind of foundational marketing funnel, it is going to be your unique selling prepositions. So in this stage you are finding out you know, like I just said, you need to know exactly who it is that you help, what end result that you given them and how you do it in a way that is unique to you and your company, right. Because that, once you have that, that is going to be the cornerstone of all your marketing communication that you have throughout the funnel. So there is no point in going to phase number 2 or getting into like you know, crazy segmentation and all that stuff without knowing your USP because then you are just going to -- you are going to have to go and redo everything, right. I also recommend having basically a lead magnet, a prospect email sequence, at least 1 core offer and 1 upsell offer and a buyer sequence, okay. So you know, lead magnet as you know, I am sure everybody knows this is like something that you give away for free to get people to raise their hand to say, ‘Hey, I am interested in what you got’, you know, so it could be a free PDF, video, webinar you know, physical book that you give away free plus shipping, something like that. So when they opt in to that you know, so it is like, ‘Hey you know, raise your hand if you are interested in whatever it is’, losing weight 7 days or less whatever. So they opt in, they go into your prospect email sequence. These -- the prospect email sequence this first one is basically designed to show people that you specifically are the person to best equip to help them solve their problem. So they should be written you know, in a way that is entertaining, engaging, valuable and offers a chance to click on you various links to go to your products and services, okay, pretty simple. And for this phase, I usually start off with you know, 10 emails over 30 days is a good -- actually 11 emails over 30 days alright, because you should also have an indoctrination email in there which I might do a separate -- I am actually writing an article about that too. So I might do a separate podcast just about that. So 11 emails over 30 days but the first 2 go out immediately you know, when they opt in. Then you should have -- I usually recommend you know, some people just say, oh well you should just have 1 service or 1 more product or whatever, I usually like to do 1 you know, 1 core main offer and then 1 upsell offer of some sort, right. So you really in this stage you do not want to go much higher than that because again, you are trying to find out exactly what your USP is, exactly what traffic source you know, what is working for you, what types of marketing works you know, what types of people are attracted to you -- you are trying to like pull out your personality a little bit because it takes a while to get that. You know, you are trying to get all this foundational stuff in place, okay. So just 1 main offer and then 1 upsell offer, okay. And then a buyer sequence, so people who buy your product, they should get a buyer sequence. If they buy your main offer, then you, you know, your first couple emails are essentially like, ‘hey, thanks’ you know, is to get them to actually use the information so they will get a good experience so that you can then get case studies and testimonials things like that, so you can start building your proof. And then as it goes up to you know, after the first couple of emails, then you start getting into, ‘hey you know, maybe you have seen some results already you know, if you have not, here is a couple of ways to get better results’ and then once you have you know, ‘here is another thing that we offer that is going to get you even better results’, okay. So that is basically the foundational funnel right. Now in terms of you know, in terms of the next phase which I call the maximization stage okay. This is you know, I do not really like to say like, oh it’s you know, like he said, in a book that he was reading by Mark Ford, I forgot what the book is called, let me look real quick. It is called, and it is really good – ‘Ready, Fire, Aim’ which by the way, it is an awesome book, Mark Ford is brilliant. So ‘Ready, Fire, Aim’, if you have not read that, go pick that up by Mark Ford it is awesome. It might be Michael Masterson I forgot which name he uses for that one. Michael Masterson is his -- like pen name. So he says that you really should move on to this next stage, you know, until like you should really only have like 1 core offer until you hit a million. I think it is a more like maybe the $500,000 mark, something like that, but you know again, it kind of varies, I do not really think that is -- I do not really think that you can put you know, -- I do not really know that you can a number on it because there is too many factors involved. So you know, let us just say roughly you know, $250 to $750 okay, somewhere in that range just when you should start thinking about phase number 2. Phase number 2 is the maximization stage okay and this is when basically you maximize the potential of your marketing funnel, okay. You are not maximizing your funnel. You are maximizing the potential of your marketing funnel, okay. It is kind of like putting a supercharger on a car but not having the other things that are going to maximize the supercharger like if the supercharger is capable of producing 800 horsepower but you also need you know, an upgraded exhaust, you need an upgraded headers like all that kind of stuff. By the way, I apologize for anybody who does not anything about cars but you know, supercharger makes the car go faster but you also need some other parts to really maximize the power of the supercharger, okay. That is what the maximization stage is. So essentially getting all of your stuff in place and then on the next phase which is like the testing and perfecting stage that is what you actually maximize everything. So in this stage, you are going to be implementing all the various pieces that make up for the potential -- they make up the potential for the perfect funnel, okay. So again, I typically you know, let us just say somewhere in like the $250,000 to $750,000 range, so let us just say roughly $500,000. Mostly because at that point, you already know who your market is, you already know you know, a lot of the factors that are working so then you can put things in place to then you know, kind of move up the ladder. So a couple of things that I recommend for this stage right. Number 1 is segmentation. So this is when you are going to want to begin segmenting your funnel. So that means that you know, you can segment your prospect lists so you can speak to them in a very much more articulate way for you know, for example you can segment them by you know, men versus women or by age or by interest or whatever make sense for you. It also means segmenting your buyer’s emails and putting them into unique categories based on what they have purchased in the past. So let us just say that you have 2 or 3 different you know, you have 2 or 3 products in your upsell chain right and I am just pretending I know some people might not have an upsell chain but you know, if 2 or 3 different products of services they are only going to get emails in the buyer sequences based on the things they have not bought, okay. Whereas in the beginning, maybe they already bought you know, essentially you are just doing 1 buyer sequence and that is for every, any buyer and then in this you are going to segment them based on exactly what they bought, okay, I hope that make sense. And you are also going to want to make sure that you know, if they bought a $997 course, you want to make sure that you are not trying to sell them something for $97 because it does not really make funnel. It does not really make sense. So you know, if they bought something for $997 then you want them to be going up the ladder not down the ladder, okay. So you know, there are a whole bunch of places to do this by the way, you can do it on your landing page, you can do it based on the opt in so they could get different email sequences and you know, list or campaigns based on what type of opt in they have because you know, if you have 1 for your report that is like you know, how to lose weight by juicing you know, and then another for your report, how to lose weight by running. Well, obviously 1 person is more interested in the nutritional side and the other person is more interested in the exercise side, okay. You are going to talk to those people very, very, very differently, okay. You can also do things like you know, for one example you know, you might send it like a pop-up quiz determining you know, which -- if I was doing this for you right, I could say, I can have a pop-up quiz. I can send you guys 2 quiz that says, hey, you know, here are a couple of questions that you can answer about your business and I actually might do this, it is actually kind of good idea you know. I would ask you a couple questions and based on your questions it would tell me if you were in which of these 3 stages and then based on which of those 3 stages, I could then determine what -- you know, I could then have an educated guess on what the solution would be. So for example, if you are in phase 1, well then my products would be a really good solution for you because you probably do not have the budget to go out and hire somebody for a sales funnel, whereas if you are in phase 2, where you are at least you know, couple hundred thousand dollars in revenue then you know, most likely have the revenue to be able to hire somebody like us, right. So you could do things like that. So there is a lot of different ways to segment your audience. I cannot really go into the whole thing here because that is --- you know, that is like a whole book in itself, let alone you know, part of a podcast. So the next part is filling in your product suite. So basically, you are just gonna want to look for any gaps in your suite of products and services, okay. So you are going to be wanting to look in 2 main areas, 1 is adding some type of continuity program so you can help generate a little bit more consistent cash flow and then the second part is coming out with a higher price products and services that give people you know, whatever results that you are giving in your first product come out with something that is higher-end or gives an even better, faster, easier results, okay. You know kind of a general rule of thumb with that is that the more access they get, either to you or the more detailed information in the course, the better, faster, and easier results then the higher you can charge, okay. And then the next thing is -- the next thing that you going to want to focus on in phase number 2 is getting paid traffic to work, so scalability, right. You are going to want to make sure that your funnel is scalable. So in phase 1, a lot of your traffic is going to be from things like SEO or joint ventures or you know, doing things you know, having like a platform you know, like this, this is a platform where I can kind of share my ideas and I get a lot of people who listen to this and become clients you know, some kind of platform like that. I also write a bunch of guest articles, I am on other people’s podcast that kind of thing. So that is all traffic in like stage 1, right. And then you can also -- and keep doing that, by the way as you move down on stage 2 and 3 that is totally fine because those -- you know, the stage 1 traffic sources are generally a lot more profitable right, like per, you know, per visitor like your ROI is a lot higher but they are more time consuming. So as you go in phase 2 into paid traffic well paid traffic you are not going to have the same ROI but it is a lot less time-consuming because you should have somebody you know, managing your traffic for you and you have a lot more reach, you know, whereas if you go on a podcast you know, maybe you are in front of I do not know, couple hundred people, and you might get like you know, 10 to 50 opt-ins something like that versus you know, you spend like an hour or 2 hours of your time versus you know, doing paid traffic and you could get you know, a thousand opt ins every single day with 0 work, right. But the thing with paid traffic is it takes time you know, a lot of people are like, ‘oh you know, the first time we do anything with the funnel is going to be instantly profitable’, well you know, sometimes it works like that and that is awesome. Other times it does not, it kind of depends on your industry. If you do that in a health niche, for example, then it is probably going to take you a little bit of time, a little bit of testing and tweaking to really get that to work, so that when you put in $1 you are going to get $1.50 or whatever it is, right. So paid traffic is really like the big thing in phase number 2, okay. Because honestly, like when you get to the point where you can spend $1 and make $2 I mean the game is over, because if you can outspend you competitors that is when you win every single time because you know, you essentially just outbid them in everything that you do, so that is kind of like the you know, the holy grail here. And a lot of these other things help make that happen so by doing segmentation, by filling in your product suite that is what is going to allow you scale because you are going to have a better backend to make your profits because if you want to scale, you are probably not going to make a ton of money upfront you know. You might make maybe like a 10% to 50% return like you know, if you spend $1 you are going to make $1.10 to $1.50 back in most cases on the frontend, okay or even break even, it is fine. Where you make the money in phase number 2 is in the backend. So phase number 1, you are making all your money in the frontend. You move to phase number 2 that switches to the backend, okay. The next thing -- and the last thing for phase 2 is hybrid marketing. So a lot of people, if they -- you know, they call themselves “online marketers” which is the biggest bullshit in the history of the freaking world. Please if you call yourself an online marketer just take you know, take your -- grab your right wrist with your left hand and smack yourself across the face with it because if I was there with you, I would do that for you. This is a huge, huge, huge mistake and also, I mean you know, I am kind of saying that well, semi-sarcastically, I probably would not smack you in the face but it’d be kind of fun but anyway, if you are only doing online marketing right, it is okay, in phase 1 it is okay, because you are essentially focusing just on, like, being profitable actually getting money, coming in the door so you can reinvest it. In phase 2 you really, really, really want to start switching to hybrid marketing because -- I mean this is like -- I mean this is the topic for an entire book but you know, just the kind of like sum this up, I mean there is just so many different ways to generate business in both areas that it is just stupid not to, you know. A lot of times your lead acquisition costs are cheaper on the internet but if you are not doing things offline you are missing an entire segment of the market, you know. You cannot do things like postcards or have salesmen to call customers after ordering which by the way is one of the fastest way that you can scale paid traffic, just a little hint there. You know, doing trade shows, doing events, doing speaking, doing direct mail letters, joint ventures. I mean there are so many different things that you can do offline. For example, I am gonna be coming out with something called funnel weekend, right. That is going to be an offline event that I am doing and it is going to grow, you know, it is going to be one of our new things that we are doing this year to grow the business, right, and I will do an announcement when that gets a little bit closer but it is going to be pretty awesome. So basically, you know, do hybrid marketing. If you are in phase 2, start thinking about hybrid marketing and how you can start moving offline right, not only offline but both online and offline, okay. Phase number 3 is the perfection stage. So in this -- if you have ever heard the song, this is the song that, I forgot was it doesn’t end or never ends. This is a song that doesn’t end or never ends, I do not know what it is, doesn’t end, I do not know I think it doesn’t end. It is kind of like this you know, this is the phase that never ends, okay. So phase 3 is basically split testing. It is basically taking what you already have and getting it perfect because no matter who you hire right, I am saying this as somebody who builds sales funnels and one of the best out there, by the way. No matter who you hire to build your sales funnel it will never ever, ever, ever, ever -- it is impossible to be perfect the first time that it is done because nobody is psychic, you know. Trust me, if I was psychic, I would be the first trillionaire in the world because I would be able to say, ‘hey, this is going to -- you know, we are going to do this and because we already know that you know, we have done our little psychic shift in our mind and you know, we found out we have kind of tapped in to the ethers and they told us that this is the best possible combination of all these hundreds of variables, okay’. And if I have that ability, I would be trillionaire probably tomorrow. Unfortunately, you know, we do not have that ability. So that is why split-testing was invested. So you know, in stage number 3, you should have your metrics. All your metrics should be you know, you should have them laid out, you should be you know, counting them or whatever, not counting them but keeping track of them on a monthly basis or weekly basis and a couple that you should do you know, cost per lead definitely, also do that per channel. So cost per lead and cost per customer. Do those per channel. At least do, like, cold traffic versus warm traffic if you do not want to get like super segmented with it. You know, in phase number 3 like you are definitely in the 7-figure range. A lot of them are in 8-figure range you know, that kind of thing. So you can afford to start segmenting a lot of stuff, right, and it is worth it because you will find that you know, some traffic sources are worth like 10 times more for you and some sub traffic sources like for example, if you are using AdWords, you will find that, you know, AdWords might be -- you might get a cost per you know, cost per customer of, you know, whatever $10 on AdWords where maybe it is $100 on twitter something like that you know, I mean obviously that is just an example but -- And then you are also, if your average cost per customer is $10 on AdWords you are going to find that you have some keywords, this goes back to the 80/20 rule, you are going to find that you have some keywords that you are getting cost per customer probably $2. So guess what you do. I can let you figure this one out. You do more of that. So, again, very easy. Another thing is lifetime customer value and then also value per visitor, right. That is a good place to start there is more but that is a good place to start for most people. So what are you going to be doing in this stage is basically looking, breaking down your funnel step-by-step you know, the opt-in process, the -- you know, how many the percent of open rate percent click rate and your emails, your conversion rate on your sales page, your conversion rate on your order form, your conversion rate on each of your upsells and all that kind of thing. And you are going to test every single, little, tiny step for that funnel and you are going to keep getting each step better and better and better, okay and that is the last stage and really that process never ends, right. That is -- you know, because by the time you find the what are you going to get you know, the maximum conversion well you are going to have a new product so then you will have to test that or you are going to have a new marketing channel you know, traffic channel, you are going to have to test that, you know. So things change. This process just never stops. So once you hit phase 3 it just keeps going and going and going and going and then you know, eventually you outsource that part and then you sell the business and then you know, you make a big you know, bundle of cash and then you go and sit on the beach and get fat for about a year and then you come back and you do the whole process all over again. So couple of really quick things before we wrap this up because this actually went a lot longer than I thought but I was on a roll there. So couple quick things with split-testing, okay. Do not test small, right. So do not test things like button color or different fonts or the color of your background, right. That is just -- I cannot stand when people talk about stuff like that because it is ridiculous, it is absolutely freaking just insane. I spent a lot of time in the conversion optimization world, I am not like I do not really you know, I am not you know, a CRO conversion rate optimization specialist, but it’s, I mean it is absolutely part of the process. You know, I have gotten offered jobs by some of the best companies in the world to do this stuff and you know, that kind of thing but you know, it is -- you know, everything that I read about it is just, oh, it makes me cringe. So anyway, those little things, do not test stuff like that. Don’t, you know, it is not worth it, right. If you have been split testing for 5 years and you cannot find wins anymore then you can start testing things like that were you are going to get you know, maybe 3% to 5% increases or whatever, right, but in the beginning you want to test things that are going to make a profound difference like your offer which could be you know, your guarantee, your price-point, your terms, what is included, the bonuses, how it structured you know, like the media format, like PDF versus video that kind of thing, your positioning, your target market, your media format so for example text versus video, preselling strategies so what they see before the sales letter and you know, a million other things. The next thing is, segment your traffic. So I already talked about this you know, make sure that you are segmenting your traffic and a good place to start again is cold versus warm. So test your cold traffic which would be like you know, most paid me there you know, if you are doing Facebook ads, you are doing you know, Google ads, you are doing Twitter or Instagram whatever, post cards, anything like that, that is your cold. And then split test that, have a different funnel essentially like you have -- you already have your funnel, so you basically duplicate it and then you keep the one you have as your -- as your warm funnel essentially and keep that like for things you know, on your website and when you are doing joint venture traffic and things like that. And then you have your cold sales funnel and that is specifically for paid traffic, okay. So that is a good place to start and then you can also do, you can also breakdown even more by like you know, AdWords funnel versus the Facebook funnel or you know, you can get crazy like that but that is kind of like the more advanced version of all this. Most people are not gonna have do that -- so do that. The next thing is discover why it works. So when you are split testing, do not look for wins, right, you have to look for learnings you know, hopefully they correlate you know, you get a win and you learned something, but a lot of times, you learned more when you lose tests, so keep that in mind. That is why not every test is a bad test. So for example, if you test the exact same sales copy in you know, in video format versus text, will you find out what your audience prefers and believe it or not, regardless of what the gurus say, not everybody likes video, trust me on that. And another thing, if you test payment plans, right, and an overwhelming majority of your audience chooses the payment plan over the one-time option. Well, you just learned something pretty valuable that you could use you know, for future use, okay. And very similar to this is look for business wide applications, right. What I mean by that, is you know -- if you test headline right, that headline is kind of specific to that whatever it is that you are selling versus if you test something like video or text like if you have the exact same text, you have a text and you have video and you find out that your conversion rate is 30% higher with text or video or whatever it is, then you know that you should use text in the future or you should use the video in the future, right. That is going to depend on your market and other factors to but you know, things like a headline is going to be very specific to that product so that is not a business-wide application, that is a product specific application versus something like you know, again, you know, video or text or payment options or something like that. You can apply that in every single product throughout your funnel, right. It is not going to be a 100% but it is going to be you know, in most cases like you have 10 products and you do you know, a video versus text and the video wins, well, then you can do essentially like a second test to like a confirmation test, do it on another product and if that one wins by similar amount well then you know that you can probably count on putting that you know, that find into the other A products and it is also going to give you a similar increase, okay. So that is about it, it has been over a half hour now. So I hope you enjoyed that. If you know, as usual, if you enjoyed this please leave us your review just go on iTunes and click the little review button and then shoot us an email support@jeremyreeves.com and we will send you our ‘101 Conversion Tips’ which is a PDF that I used to sell for $77 and I will give you that for free for leaving us a review just you know, obviously tells which one that you left and then also if you know anybody who is looking to get a sales funnel created just let me know. Again, support@jeremyreeves.com just let me know that you are interested and you know, and my team will forward it to me and we can kind of discuss the details. Also, while I am here I am going to be out in San Diego at the traffic and conversion summit from the 8th until whatever that is, the 12th I am checking my calendar now, 8th until the 12th, yeah, so I will be in that Monday on the 8th and I am leaving Friday morning the 12th, so basically the 8th to 11th. If you would like to meet up, if you are kind of interested in you know, talking to you know, to me a little bit more about having us build your funnel and you want to meet up I will happily buy you a dinner or something like that. I know that my schedule is really, really booked already so I cannot promise anything but just shoot me an email you know, maybe we can make it happen, maybe not, but you know, it does not hurt to ask you know, I already know that I have a dinner basically right after I land in you know, in San Diego and then I am going to a yacht party on one of the days I am not sure yet and then I am doing another funnel day while I am out there actually kind of a double funnel day and then possibly another one. So anyway, just shoot me an email. If you are interested in meeting up out there and you are you know, you are considering working with us, you want to kind of meet in person whatever, then hey -- you know, even if you just kind of see me walking around make sure you say hi but that would be cool to meet up. So shoot me an email, support@jeremyreeves.com let me know you are going to be out there and we can see if we can make something to happen, alright. So with that said, I hope you enjoyed this episode, this was a fun one for me, I think we have covered a lot of stuff and I hope this really helps you get a little bit of clarity on helping you know, like kind of structuring your funnel and when to do what and how to -- when to move onto the next stage and all that kind of stuff. So I hope this helps. I will talk to you soon.

This lesson is all about adding to your affiliate success by increasing your conversions. Here are 7 tips to help you with yours.

I was in San Diego last month and saw Clay Collins share some awesome conversion tips from LeadPages. In this podcast, I share 5 conversion tips that I learned from Clay Collins of LeadPages. LeadPages is the world's easiest landing page generator and allows you to build conversion optimized and mobile responsive landing pages for your website. Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy