We've been talking a lot about Lead Generation on this blog.
And of course, the reason for that is simple. Lead generation is the lifeblood of your business. It's as important as the air to your lungs. Without leads, you have no business, and you can't make sales.
However, what happens once you get a lead?
Way too many people make the great mistake of generating leads and then ignoring them. Getting a prospect to opt-in and join your email is just the beginning. Now you've got to get them attached to you. Take them from lukewarm to red hot & ready to purchase your offer.
But don't be intimidated, because it's not as hard as you might think. After all, they've already got one foot in the door. Now you've just got to get them to come in, feel comfortable, and sit down for a glass of wine! 😉
The best part, there's only a few things that you need to do, and I'm going to show you what those are right now! It's all around 3 easy concepts that you'll understand right now.
Steps to Get Your Subscribers Sold On YOU… and Your Offers!
Step #1: Stay in Front of Them
In his great book “Influence: The Psychology of Persuasion”, Dr. Robert Cialidini has this important line: “Familiarity can be induced at an unconscious level through repetition”
The first and one of the most important steps to making a new friend is familiarity. Familiarity is the starting point to KNOWING someone. And let's not forget, you MUST develop Know, Like, and Trust if you want your leads to buy from you or join your opportunity.
I underlined the word “repetition” because that's key! To build familiarity, you MUST stay in front of your leads. Which means you'll want to send them DAILY emails (especially in the beginning!)
People these days have very fickle attention spans. Once they leave your site, even if they become a “lead”, they're likely to forget about you pretty quickly if you don't REPEATEDLY stay in front of them.
So you'll want to set your auto-responder up to send out an email for the first 7 to 10 days. And don't worry about emailing too much. At least if you stay true to Step #2…
Step #2: Be Interesting!
Do you like people who aren't interesting? Me neither. And you absolutely want your leads to like you so they'll take that next step.
How do you stay interesting to your leads? It's actually pretty simple. In his book: The Robert Collier Letter Book, Mr. Collier says one thing that if followed will help you always stay interesting.
“Always enter the conversation already taking place in your customer's mind!”
In our case that means talking about your customer's struggles…and that you understand them. That you can help them fix their pressing problems.
Being interesting also means being entertaining. There's a reason that Beyonce, or Matt Damon, or Alex Rodrigues make millions. Because they entertain millions.
One simple way to do this is through stories. People love stories. You know who's way more wealthy than any of those names mentioned above? Steven Spielberg, George Lucas, and James Cameron! Why? The power of story.
Just always remember that your prospects are always looking for What's In it for Me! Your stories must relate back to their struggles or they won't find them interesting 😉
Step #3: Benefits VS. Features + ASK for the Sale
At some point, you're going to want to get your prospects to buy what you have or join you. That's the main objective of the game here. The part that loads up your bank account.
Most people mess this up. First, they're afraid to ask their prospects to buy something. But if you've done all the above, you've already set yourself up so that this part is monumentally easier.
Secondly, marketers go on way too long about the features of their products. All your prospect really wants to know is HOW the product will help THEM.
The fact that your opportunity is “ground floor”, with products harvested in a rare tree in the Amazon, with 27 different nutrients is cool and all… but what's the mean for your prospect?
What's cooler is the fact that it'll help them start earning an additional $2K a month so they can pay their mortgage and won't be so stressed about money. They can enjoy life more.
And once they start taking products that your opportunity offers, they'll finally have energy without that afternoon slump, and they'll start losing weight faster so they'll look good in that bikini this summer.
That's what they care about!
So there you go. That's how you get your prospects from lukewarm to red-hot and foaming at the mouth to buy your products or join your opportunity!
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