Top marketers are often seen as people that possess magic wands that can be used to conjure results at will, they are seen as the few privileged people that have been able to master the rocket science that is called marketing. They are also believed to know everything as long as the word “marketing” is mentioned. This is definitely wrong. The truth is that marketing is not rocket science neither do top marketers know everything.
“How then are they able to get amazing results?” you may ask.
The answer is simple. They’ve found out what brings results, and have become masters at those things. One of these is knowing how to convert first-time visitors into buyers. When you get the hang of this, you can indeed conjure sales at will. In 4 steps I want to show you how you can also get first-time visitors to become buyers. They may sound simple but these steps are extremely powerful and are proven to bring results. Systems like this are often referred to as “Sales funnels.”
Step 1: Get Visitors To Your Website
This is obvious. You need to get people to your website (or to whatever platform you use for sales generation) before they can get to buy from you. What you need to focus on at this stage is the quality of the traffic you’re getting to your website. It doesn’t matter if you are paying for the traffic or if you are getting it free, if the visitors don’t come from relevant sources, you will have a hard time converting them into leads. So, let me briefly state three potential sources of traffic you should consider leveraging.
Search Engine Traffic
This is free traffic and it mainly comes from your Search Engine Optimization (SEO) efforts. If you are focusing mainly on this type of traffic, you will need to get your SEO strategies right and then wait for up to 6 months in order to get results. However, the traffic from search engines is usually very good.
Social Media Traffic
This is also a very good option for traffic generation especially if you have a large following on Social Media. If you are just starting out however, you might not see much difference by using this method. Also the type of result you will get from this depends on the social platform the traffic is coming from and on other factors. Just for the records, it has been proven time and time again that Facebook traffic is one of the best forms of social traffic you can get, so when you think of Social Media Advertising, you should seriously consider Facebook, but again, it depends on various factors.
To find out how new agents are generating insane amounts of leads in just a few days using social media, you may want to check this out.
Referral Traffic (From Other Websites)
Though Social Media traffic is a form of referral traffic, it is not my focus here; instead I want to focus on traffic you can get from other websites or blogs. You can get traffic back to your website in a number of ways…
- When you write a guest post on other websites
- When another writer links to one of the posts on your website
- When you partner with other websites
- When you leave comments on other website
This is also a very good source of traffic and the visitors you get through this means are often very responsive. This is because, they’ve already taken the time to read the referring article and then they decided to click on the link to your website to get more information.
Step 2: Turn Your Visitors Into Leads
People will keep visiting your website and they will keep leaving as well. In the case of a first time visitor, the first visit to your website may also be the last. You need to find a way to connect with those just getting to know you so that they will become repeat visitors. The way to do this is to get them to leave their details behind, usually this means their email addresses. The problem is that people have become increasingly wary of giving their email addresses out, they must see that what they’ll get in exchange is indeed worth it.
So what are things you can offer people in exchange for their details?
- An eBook
- A webinar
- A case study
- Free consultation
- Newsletter subscription
What you offer people in exchange for their contact details is called a “Lead Magnet.”
Step 3: Have A Follow-Up System in Place
After getting people to drop their email addresses, you also have to interact with them. You have to provide enough value so that they will get to trust you. Trust is the bedrock upon which most transactions are made. If your visitors don’t trust you, they won’t give you their emails and if your leads don’t trust you enough, you won’t get any money from them.
What then can you give to your visitors that would make them trust you? Simple. Set up an autoresponder series. Get yourself or your business before their eyes as many times as possible.
An autoresponder series is simply a sequence of emails that get sent to your subscribers automatically after they subscribe. For instance, you could set up your autoresponder service to send a “Welcome” email immediately an individual subscribes; you can then send him an email every couple of days to give him some new information or to get him to take a specific action. The number and frequency of emails depend on the type of audience you’re dealing with, so you should test things to see what works best. InfusionSoft, Get Response and Salesforce are services you should consider when you want to set up a follow up system.
Step 4: Make Your Offer
Now that you’ve gained your audience’s trust, the final step is to sell to them. It might sound like a tall order but it isn’t. People will either buy from you or they won’t, so you need to give them the chance to choose. This said, it is also important that I point out to you that buying is a psychological thing. When people buy from you the first time, it becomes easier for you to sell to them again. This means that one of the most important steps in the sales process is to get people to make their first purchase.
I recommend that you should offer at least 2 products, an entry-level product and the main product. Your entry-level products should be priced low enough for people to buy it without seeing the purchase as a risk. For instance, the $5 people pay on Fiverr is an entry-level price; it is quite easy for people to part with such an amount in order to get a job done. It’s also important that you should know that you should not expect to make big money with an entry-level product or service, in fact, you should be prepared to make a loss. What is most important at this point, is to get people into your “Buyers’ List.” Your main product or service will then make you the money. In the Fiverr example, the money is actually made when people pay for addon services, these services can run into the hundreds and even thousands of Dollars.
I have seen so many clients who have achieved phenomenal results within weeks of using this same system. Our results are also down to our innovative marketing approach. To find out more, check out this page.
Also, if you have questions or contributions, let me know you thoughts in the Comments section below. I’m waiting to hear from you.
And please share this post so that others can learn also. Thanks.