Episode 046: Show Notes
Today we are going to tell you all about how to get your readers. We’re talking about how to get people just surfing the internet, surfing the airwaves, surfing Google; people who are just hanging out online, to find you, and how you can turn them into loyal customers. The “free, free, free, marry me” sales model walks people through awareness, consideration, preference, and purchase, to being super loyal, to then shouting your name from the rooftops. We are going to walk you through all of those steps today and give you some tips and tricks on how you can implement them in your own business.
Basically, our model is the same as the try before you buy model, or the test drive the car model. That’s what this does for your audience and for your people — it establishes you as an expert and as someone to keep coming back to for that thing. No matter what it is, you don’t necessarily have to be teaching for them to come back for your thing. It could be your humor, it could be the stories that you share on Instagram, it could be your beautiful images or the way you talk to people when you talk about your business or your life or your products. It could be the charities that your business supports. Whatever it is, that thing that they come back for is what’s reeling them in time and time again.
Overcoming the Fear of Giving Away Too Much
When it comes to giving things away for free, keep in mind that this is completely separate from giving away things that you should actually be charging for. Your freebies should simply be providing that extra value to your audience, not providing a service or product for free. There’s a difference! Too often we hear people say that they are afraid that if they give away too much then no one will want to hire them or buy their course. Keep in mind that there are always going to be two different kinds of people in your audience; the DIY’ers and those who actually want to hire someone to do it for them. So just because someone is getting enough out of your free stuff to do it themselves, does NOT mean that others are satisfied with just that. Now, if that fear still continues to persist, then perhaps you are not offering enough in your course, workshop, or conference.
Executing the Value-Added Strategy
For us at TCC, we give away so much freaking value that you guys are wowed and amazed by those things and you continue to hang out with us. Since you continue to hang out with us, that raises our chances of you buying from us later on. It is a lot easier to convince someone who is already a part of your tribe to hire you or buy from you. In fact, the value that we show allows you to convince yourself to hire or buy from us. Rather than putting a price tag on every single thing that we ever teach or offer and convincing every single person to give us money for all of the things, we add value and we change your life. Your life is so drastically improved productivity wise and automation wise that you just want to keep on learning from us.
The Tiers of Your Birthday Cake Sales Funnel
The first tier in the process is the awareness phase, which is like a handshake, hello, and a free zone where you provide your audience with great value and create an awareness of who you are. The next phase is the consideration phase, where you capture people’s email addresses by giving away some amazing content. Then, once you have their email addresses, you move into the preference phase, where you are nurturing these relationships by sending out newsletters, or little tidbits to get them introduced to more of what you have to offer. Next, they move on to the purchase tier, which is like asking them out on a date. Keep in mind, if you want people to buy your stuff, you actually have to ask them to buy it! Then it moves into turning one-time customers into repeat customers, getting down on one knee and proposing to them! Finally, you get to the advocacy phase where your repeat customer are literally doing the selling for you.
Defining The Money-Making Blogosphere
Lately, there have been a lot of questions around this and people are asking how others make money from blogging. They are frustrated that it seems like the only strategy that they are hearing is coming from people who are teaching how to make money on blogging, not from bloggers making money! And all that they hear is that you can make money from blogging, nothing else. The thing is, the reason you’re only hearing this from people who teach others how to make money blogging is because they want you to hear that. That is what they are “selling”, and that is how they are making money. Those who are not teaching you how to make money blogging are the ones focused on selling their products and services. You will not hear from them, but that does not mean that they do not exist!
Continuing to Work on Your “Marriage”
Once you have those repeat clients or even advocates, it is important to keep working at the relationship and consistently continuing to provide value. Oftentimes there are people in your tribe that have been there from the start but have not been super active purchasers. However, never, ever underestimate the value of the early purchasers! But it takes work to get these people. It takes you providing value after value so they know you are not just coming in here like a flash in the pan. It all comes back to creating that premium client experience, holding them by the hand, taking them step-by-step, and making sure that you are always there to provide them with that extra piece of value all the way to the end.
- Learn how to overcome the fear of giving away too much and not being hired. [0:05:12.7]
- Understand how to effectively provide your audience with so much value that they stick around. [0:07:48.4]
- Discover all the different tiers and phases of your sales funnel, and how it can grow. [0:10:13.9]
- Understand the difference between “making money from blogging” and selling products or services. [0:20:13.5]
- Learn the importance of continuing to foster relationships with repeat clients. [0:33:27.1]
- Draw out your funnel.
- Break down your categories and walk yourself through the funnel to assess each phase.
- Ask yourself all the questions honestly as you go through each tier, and analyze where you are in your efforts.