Almost 10 years ago, I got started online. That’s interesting to think about because back when I got started, Facebook was non-existent. Myspace and Youtube were just being bought out. And, I was desperately trying to figure out this thing called affiliate marketing.
It took me close to 3 years to really get good at affiliate marketing, and in the process, I learned tons of beneficial things…
Things like how to build websites, ranking websites in Google, driving traffic and setting up systems…
I’ve probably built 600 websites and at a time controlled over 800 domain names – many of which I thought were awesome ideas to build, but never actually had a chance to.
The deeper I got into “Internet Marketing,” the more I realized that selling and marketing online is exactly like selling and marketing in real life – with one major exception…
The medium is different.
Online, a ‘nobody’ can have a following of tens of thousands, even hundreds of thousands of people.
You wouldn’t know it to see him or her walking down the street – but that doesn’t change the fact that it’s true.
And being that the medium is different, so are the tools you use for the selling process.
Rather than sell one-to-one, you can sell one-to-many.
You don’t need to drive down the street or into the neighboring town, have two or three meetings, and then (hopefully) get a sale…
Now, you can put hundreds of people on a webinar and sell them ALL at the same time without leaving your office!
At the end of the day, selling really only boils down to a few things…
You Must Solve A Problem
This goes without saying… You need to sell stuff that solves problems. The bigger the problem, the more you can sell.
There’s a catch-22 there though. Sure, you might have the best solution on the planet, but you still need to make sure that your out in front of your audience… The folks who are both willing and able to buy from you!
Many, many good products and services have died a slow death because the business owner didn’t figure out how to get in front of the right market.
Know Your Audience
You have to know exactly who your ideal customer is (and who they aren’t!). We can talk all day about defining your perfect customer avatar, but at a minimum, you should know:
- Their gender
- How old they are
- What they do for a living
- What they're interested in
- Where they live
- What languages they speak
- What devices they use
That, my friends, just gets you started. In order to write sales copy and really make them feel like you’re talking to them, you should have a pretty good idea about:
- What they do in their free time
- What their biggest aspirations are
- What they fear the most
- What they eat
- What time they wake up / go to bed
- What they enjoy doing on vacation
- What kind of car they drive
In short, you should know so much about this person, that you should give them a name… And, every time you sit down at your desk to write anything even remotely sales related, you should be trying to figure out how to best communicate with “Bob” (or Mack or Angela or Buddy).
To make this easier, we’re actually working on a customer avatar builder inside Scriptly that’ll help you pinpoint your ideal client, and use that data to speak directly to them through emails and webinars!
Create A Structured Sales Process
The Internet and what is has done for business folks like us is pretty marvelous, but the absolute biggest advantage we have now is in how easy it is to create a structured sales process.
Between having dedicated sales mechanisms like webinars, sales videos and email autoresponders; it’s relatively easy to create a standalone sales process in your business that welcomes every new lead in while funneling revenue out.
That’s why we created Scriptly – to make it easy to handle all of the copy that needs to be in place to make that happen.
Sure, you might still need sales people but the people they do talk to will be much more qualified!
The Call To Action Must Is Clear
Every piece of content, every blog post, every Facebook post, and every email that goes out to you audience should have a clear call to action in it.
… And if it doesn’t, you need to have a reason why it wasn’t included.
Now, I’m not talking links to just sales messages either. You should always ask your audience to do something like:
- Clicking a link to watch a Youtube video.
- Signing up for your next webinar.
- Liking a new blog post.
- Subscribing to your Youtube channel.
- Opting in for a new report.
- And, of course, clicking a link to go check out a sales video
Every email is structured so that they A) get opened, B) get read, and C) get clicked.
Which leads me to the last part… Creating systems.
Systematize Your Process
I’m a big believer in systems. Why? Having built hundreds of them for clients and for my businesses… Having a system, or a machine, that turns leads into sales is the absolute most powerful thing in business. When you can spend a dollar and get back two – you’re on to something big!
To this day, one of the most profitable ‘systems’ to employ is a webinar:
- Your new leads sign up for your webinar
- On the webinar, you bond with them, teach them and ultimately pitch them (resulting in some sales)
- After your webinar, you mail them a replay of the presentation (getting more sales)
- After 4 or 5 days, you shut down the webinar replay (which results in another sales spike)
- ... And then you have a bunch of leads to mail your next offer!
To help you along the process, not only does Scriptly have a webinar writer, called the Webinar Wizard… We also have the webinar promotion email sequence AND the replay email sequence that you can use for your promotion!
All that’s left for you to do is set it up in your autoresponder! Or, if you’d like us to do it for you, you can start tell us about your project here!
Let me know if you have any questions in the comment box below – I love helping out through there!