DFY Mastery: Expert Strategies for Limitless Success In Business And Life

TRANSCRIPT: Hey, this is Jason Drohn. So many of our clients use sales calls, whether it is a strategy session call or a consultative sales call, like for a coaching program or a mastermind program, or whether it is a high ticket digital product that they're selling. But at the end of the day, all of these folks, all of these creators are pitching services and they're trying to make a transition between the lead magnet and the website and the webinar to the sales call. So what they're doing is they're using some form of a consultative sales call pitch, which is what we're going to talk about in this clip. But the pitch, what we're going to see is actually just to schedule a strategy session call (ie. a consultative sales call). So the most important thing is just to paint the picture of what the call's going to be like. You know you sign up for a call, we're going to call you on the date and time that you pick. Now that call is going to be 45 minutes and please make sure there aren't any distractions. You're not in the car, you're not in the middle of the grocery store, which happens, surprisingly.

And we're going to get on the phone, we're going to talk about your business, we're going to talk about your life, we're going to talk about your love life, whatever it ends up being. If there's a good fit, I may extend an offer to work with us. And if not, then that's fine too. But either way, you're going to get value out of the call. Something like that. That's going to be the pitch, the offer. All right, so that consultative sales call pitch is crucial that you really need to language it correctly. When you're making the pitch, whether it is in a video sales letter or whether it is in a podcast or a video or a webinar, you need to language it very certainly, I guess. You need to, first of all, tell them what to do.

You need to tell them what to expect and then you need to tell them what is going to happen. One of the reasons this is so important is because you know people are always uncertain. And they're especially uncertain when they know they're about to be pitched and you know they're booking a call on a calendar somewhere, and they know that they're going to have to outlay time and energy and stuff into this call. So you need to keep them excited, you need to keep them fired up. One of the best ways to do that is just to make sure that they know that they're going to get value on the call. So pitching a strategy session, whether it is a video sales letter and you have a form that pops up underneath, whether it is a webinar and you are linking to a call booking page or whether you are doing it from a podcast, from a straight link.

Just make sure that you communicate effectively what is going to be on the call? What is the topic of the call? What are some of the deliverables of the call going to be, and then what to expect on the call? If you would like to learn how to set up one of these consultative sales call funnels, an automated webinar funnel, or a fully qualified lead VSL funnel, then click here to learn about our course Funnel Formula.

If you'd like to book a call with us and learn how we can put one of these sales funnels together for you, click here and fill out the short Action Plan form!

The post What Needs To Happen On Your Consultative Sales Calls appeared first on Done For You.

TRANSCRIPT:  Hey, what's up? This is Jason Drohn and today I want to drop the hammer on something that it needs to happen. In your business in order for you to sell more in order for you to get traffic and for that traffic to know, like and trust you and pull out their credit card and buy something then there is something that needs to happen and this is it. People expect you to have a blog. They expect you to have your static pages, and your homepage, and your landing pages, and your lead magnets, and your webinars and your videos, people expect that. They expect you to have a YouTube channel setup or and a Facebook page set up. They expect that and if you don't have that then you get burned. I mean they just go to the next person who does that they actually can feel comfortable with and when you don't have content there's not enough to consume.

Outside of selling your one offer you have nothing to link to which is boring. I mean if all you have is a webinar and you pitch on the webinar and you have five days worth of email and that's it what else are you going to talk about? Are you going to send them an email about nothing? The latest YouTube cat videos? You need to have content so you can continue building a relationship with that customer.

All right. So people expect that you have blog posts, and lead magnets, and reports, and videos and things that they can use, and read, and look at that, even people to talk, to even conversational chat widgets on your website, people expect that stuff. People expect that you're going to make that stuff available for them in order for them to buy, they expect it. There are no two ways about it and you need to have content. You need to have these things called content-based assets that we talk about in the rest of this site, we talk about in form and formula and they are things like webinars, and reports that you can give away for free, and videos, and YouTube channels, and Facebook pages, and all of the things that are just literally a pain in the ass to create. They are what will determine how successful you are in your business this year, next year, next five or 10 years.

I get that it takes a lot of time. I get that it takes a lot of money to have somebody create that stuff but if you're serious about being in business then it's something that you need to literally wrap your head around. I mean you got to get into it there are no two ways about it. You need to write for your target market. You need to write for your prospect. You need to get in and give them stuff that they are going to be interested in that they are going to attribute to you as the expert. You want to give them tools and strategies and thoughts. You want to be a thought leader really in the marketplace for them in the silo that you in this prospect sit in you want to be their leader that's all there is to it.

So create content. If there is one thing that you just absolutely have to do in the future of your business is creating blog posts, creating content, getting into it. And whether it's you recording videos, or you writing blog posts, or you paying an outsourcer to write blocks of 10 articles at a time, it doesn't matter what it is you just need to get it done. So if you have any questions at all then, by all means, contact my team. If you'd like us to put together an action plan on the things, the content, the sales funnel, all that stuff that you need to implement in your business, click here to set up a free strategy session with my team and I!

The post Your Tribe Expects Content appeared first on Done For You.

TRANSCRIPT: Hey, this is Jason Drohn. Here's one of the things that has always fascinated me and one of the reasons I love marketing and sales. Especially internet marketing and sales is everybody I mean there's this big thing around sales psychology and NLP or neuro-linguistic programming. Now I am not an expert by any means, I know enough to be somewhat dangerous. But one of the most prevalent concepts in NLP is this idea of a pattern interrupt. And a pattern interrupt is where you basically... Somebody jars you out of whatever state that you are in and gets you and pulls you into the state they want you in.

So if you watch Now You See Me, the movie Now You See Me 1 and Now You See Me 2. Then there's the one dude, I'm Woody Harrelson's character. I mean he does a lot of NLP. He basically taps you and then runs a little bit of some language patterns and then you're doing something different. So, but the pattern interrupt is the key. Now in this video that I pulled out of our course funnel formula, it talks about stories and how people are coming to your webinar, coming to your sales presentation even with these different stories. So let me run that clip and then we'll come back.

We know what the webinar is, but we want to start directing our participants' attention that way. So whenever somebody signs up for a webinar, whenever they log into a webinar, they are met... If you have 300 people logging into a webinar, there's 300 stories going on in all of their heads. I mean some of them just got out of work, some of them blew off work to be on your webinar. Other ones just pick their kids up from daycare or school. Still other ones are potentially just getting ready to take their kid to school because they're in a different time zone. Others are listening while they're fixing dinner. Others are in their office. Some of them are watching on a big screen TV with the game right next to it.

There's lots of different scenarios and what questions do, is they engage your prospects differently. When you ask a question, even if your prospect doesn't necessarily consciously come up with the answer, their brain still answers the question. Because we as human beings, that's just how we're wired. Whenever somebody asks a question, we might not even internalize the question but our brains still comes up with the answer.

Alright, now as you just heard, you have a bunch of people coming into your sales presentation, coming into your video and they have these thoughts going around in their head. And one of the reasons that we use questions the way that we do, is because we want to basically funnel people from where they are. Which is all over the place up here and we want to funnel them down into question one, question two, question three. So that we can then continue working with them all synchronized. That's why we use questions in our webinars. And a lot of people don't necessarily understand how powerful that can be, but you do it in sales all the time. So great sales like consultation sales, consultative sales. Great salespeople use questions to pre-frame the prospect and kind of direct them where they're going. What we're doing is we're actually doing that on a very, very mass scale inside of a webinar. Whether the webinars live or whether it's an automated or even an on demand webinar that just plays instantly kind of like a lead magnet.

But that's why we use questions the way that we do. We want to pull everybody in to the same mentality so that they are in the right frame of mind to get what we need them to get. If you've ever spent time on stage and given an actual stage presentation in front of 50 or a 100 people. It's so interesting because when the audience comes up afterwards or when they see you in the bar afterwards, if they see you around the hotel or whatever, every single one of them is going to come up and say, "Hey, I really loved this part about your presentation. I love this thing," he said. "I love this insight you had."

And the crazy thing is you hardly ever hear the same thing from multiple people. The reason is because typically... I mean they're all coming from different stories, different backgrounds. They all have different stories running in their head. They're all marching to their own drummer, which is awesome. But being that they're all marching to their own drummer, they all take something different out. So you want to minimize that in a sales presentation as much as possible. You want to get them focused and going in the same direction so that by the time they hit their offer, then your closing is many of them as possible.

So if you would like to learn how to put together these automated webinars sales funnels on your own with your team or internally, click here to learn more about the Funnel Formula course.

And if you would like us to build an automated webinar funnel for you, or at least design it, architect it out, talk about sales copy and all that stuff, click here to schedule a call with us!

The post Every Prospect Has A Story Going On In Their Head… appeared first on Done For You.

TRANSCRIPT: Hey, what's up? This is Jason Drohn. Now there are a lot of different ways to create content for your videos and for your blog posts and for your courses and your offers and everything else. But the one that I'm about to share a clip of is one of the most potent that I know of. So before spoiling, and I'm just going to kick you right over to that clip, and then we're going to come back and talk about some of the ramifications, summarize it. So I'll see you in a minute.

What are some of the questions that you normally get asked? When you answer your email in the morning and a prospect emails you or emails in, what is something that they are interested in? Now I find a lot of inspiration in those kinds of questions because I am on calls with clients all the time. I'm on calls, sales calls, all the time. I'm meeting up with people all the time. And we also get a lot of support requests and stuff into the website and everything else. So a lot of times, like whenever I get asked a question, I think how can I create a piece of content that will live well past my answer? Or how can my team create a piece of content that will live past their answer so we don't just solve this problem right now, but we solve this problem for years and years to come. As long as we remember what the URL is, like where that video or that blog post or that PDF or whatever's located. So in fact, we actually have like little cheat sheets of links that all of us will use or send out because there was something that was created in the past that is still used to help somebody solve a problem.

So whenever somebody emails me a question that I haven't necessarily addressed in some sort of a video or anything, then I usually will address it that way. And then I'll send them a link. Works out pretty nicely that way. And it's content that lives forever. It gets ranked in the search engines and everything else, plus videos, pretty easy to do, stuff like this.

Alright, so questions by and large are one of the primary drivers of content in your business. And not just like free content, but like paid content. I cannot tell you how many times I've tried to get creators to survey their list and simply ask what they want to learn more from. In fact, one of my very, very, very first products ever, I spent a weekend. I put together this PDF. I gave this PDF away for free to a friend's membership site. And all of a sudden I got like 200 or 300 downloads. It was like two, yeah, it was like 250 or something. But I got quite a few opt-ins to my list. And it was the first major kind of digital marketing success I had that was purely digital marketing. There were reports or products or whatever. So it was a really, really big deal for me.

So the first question, what did you like, basically showed me where I did a good job. The second question, what didn't you like, showed me where I could improve? And reading some of that, some of those was particularly difficult, but still, I needed to face those challenges and overcome them in order to become a better writer, a better content creator, a better product owner, a better business owner.

And then the third question, what do you want to see more of, was really kind of that foot in the door that said, hey, I'm not done creating yet. What else can I teach you? What else can I show you? And it's also a way of asking if I was to create this, would you buy it again? Do you know what I mean? So what ended up happening was I got 80 or 90 things that the questions that people wanted to, they wanted me to flush out for them. They wanted me to answer for them. So what I did was I went through and put the questions together in certain buckets. And then I created every question I recorded a video, kind of like this, but it was screen capture video, and video was still pretty new. I mean this was 12 years ago, or no, 10 years ago ish. So, but I ended up creating content for addressing each of those questions. And then I sold it as a course. And I gave access to this course. Well, I didn't give them access, but I gave them a 50% discount on this course for the first seven days because they helped me build it. Do you know what I mean? So that was my first big digital product win. And the only way that I would have gotten it is if I surveyed this list if I surveyed this audience.

So questions are your most powerful content creation tool. Get answers to questions. Create the content that those questions ask or that those prospects ask for. And then give it to them, sell it to them, and you will be on your way to selling a lot more coaching, consulting, digital products, whatever. But always ask the right questions, and you can create content for that.

If you're the do it yourself type, and you have a team, and you want to learn about putting a sales funnel together in your business, click here to discover the formula for creating conversion-centered sales funnels...

And if you would like us to look at putting a sales funnel together for your business, designing and architecting that sales funnel, figuring out what the offer should be, figuring out, writing the sales copy, writing the email copy, all that stuff, click here to book an Action Plan call!

The post Getting Content Marketing Ideas By Asking The Right Questions appeared first on Done For You.

Remember when webinars used to be simple, live events? Those days are long gone. The game has changed dramatically with the advent of automation and various formats. In this blog post, we’ll explore the three types of webinars that you can use to elevate your marketing strategies and why an evergreen webinar funnel is worth your attention.

Once upon a time, webinars were much like insurance or financial planning seminars; you had to be present to deliver them. But technology has disrupted this model. From live to automated to on-demand, the landscape of webinars has diversified, enabling marketers to employ them in more versatile ways.

When we talk about webinars, three main types come to mind:

1. Live Webinars: These are real-time events. However, they are usually not the focus when constructing an evergreen webinar funnel. They can, nonetheless, be used for affiliate marketing or seasonal promotions.

Two years ago, the tides turned for timed webinars. People became more aware that they were not always participating in a live event, leading to decreased commitments to specific timings. We counteracted this by running webinars that started every 15 minutes. This strategy significantly boosted both registration and attendance rates. It's about capturing the audience when they are most engaged—usually, that means instantly through on-demand, evergreen webinars.

If your target audience consists of busy professionals like business owners, doctors, or blue-collar workers, evergreen webinar funnels are essential. They provide instant value without demanding any waiting time, increasing the likelihood of engagement and conversion. In essence, it's not just a strategy; it's adapting to the behavioral needs of your target audience.

Webinars, especially those in an evergreen webinar funnel, are a go-to strategy for selling high-ticket items, whether coaching services, masterminds, or products priced over a thousand dollars. They allow for complex, nuanced offers that require more than a straightforward hard sell.

Are you interested in building your evergreen webinar funnel? Whether you're a team player or a DIY type with technical and marketing skills, the opportunities are endless.

• For Custom Solutions: Book a 1-on-1 Action Plan Call to tailor an automated webinar sales funnel specifically for your business.

Webinars come in a lot of shapes and sizes now. Back in the day, it used to be that you would basically plan an event and go to a webinar, write your copy, and then show up and present this thing live to your group of people. And it worked out great!

But now that everybody uses webinars, they can be automated, meaning they can play whenever, whether you're giving them or not. It has given rise to different webinar formats and ways you can use an evergreen webinar funnel as a content-based asset, as a sales asset, as opposed to just having to show up and present this thing. Like in the insurance and financial planning space, they have to go and make lunches, show up at lunch and give this presentation, and everything else.

Webinars in the olden days were similar. You had to show up and present this thing live. Then, suddenly, some companies would play this recording on the goto webinar for you and charge hourly for it. And then, there was automated webinar software that would play the video at a particular time. And now there's still automated webinars software, and there's still live webinars, of course. And there are times when you use those, but there's a third time, there's a third kind that we use quite a bit, something that is just more on-demand. So, in this video, we will walk through the three types of webinars, when we use them, why we use them, and what you can expect from them. And then we're going to come back and recap it. So I'll see you in a minute.

Now, when it comes to planning webinars, as I said, we will talk about this in a later module, but we run three different kinds of webinars. And you're going to see examples of these. There's the live webinar, of course. We don't build live webinar sales funnels because they're short-term. But many folks take the automated webinars we put together for them and then run them live with affiliates.

So, we don't write a webinar expressly to deliver that webinar live. We write the webinar to automate the evergreen webinar funnel. Then that copy, that presentation can be shown live for an affiliate or if they're running a seasonal promotion or something like that. All the stuff we do is really about building automation.

So, the first kind of webinar is live. The second kind of webinar is timed. So this can be... We've tested so many different timed webinars over the years, and what worked about three years ago was picking a couple of times throughout the day and then having the webinar broadcast during those couple times. So you might like one in the afternoon, six at night, and nine at night, and then somebody can self-select. Pick the time that they want to attend based on their schedule, and then they would follow.

Then, about two years ago, it switched. Automated webinars started becoming and are just more generally accepted. And people knew that the webinars they were attending weren't necessarily live. So they began whenever they were posed with a question of what time do you want to start? They would do none because they're like, "Well, I'll just come back to this page later when I decide I want to sign up for the webinar." And then they weren't coming back to the page.

And what we ended up doing to combat that was the webinar registration, which would start every hour or every 15 minutes. And we've done a lot of testing back and forth. And every 15 minutes seems to be the thing that converted the most visitors. So right now, it is 11:17 a.m. here. And so the next webinar would start at 11:15, so I would wait eight minutes. I'd sign up for the evergreen webinar funnel and then wait eight minutes for the webinar to start.

And what that did was it increased the webinar registration because people wouldn't leave. They were like, "Well, I can wait for eight minutes. I can wait for two minutes. I can wait for 14 minutes for the presentation to start." And then the second thing it did was it also increased the webinar attendance.

So because somebody was only expected to wait for three, seven, or twelve minutes, they would stay on the page and attend the webinar when it went live. So we did a live webinar registration with about a 30% attendance, a timed webinar if it was out into the future, like it's 11:00 now and if it was going to play at seven o'clock tonight. The registration then their attendance would be about 35 or 40%. If we scheduled it to start every 15 minutes, the attendance was closer to 50 to 55%, so we're putting many more people on the webinar than we would if we timed it. So we just ran 15 webinars that started every 15 minutes for quite a while. And we still do.

You will see in many examples that we still have webinars that start every 15 minutes, but lately, in the last six to nine months, what we found working is just on-demand webinars. So rather than any timed, it's, I mean, it's passe, but I mean it's just a, it's a video lead magnet. It's not necessarily even a webinar. We still call it a webinar because it needs to have that presentation feel, but now it's just an on-demand replay. Hence, it's an opt-in page and then a webinar register or a webinar room page, which doubles as the webinar replay page. It has an appealing button, the whole thing. And you'll see some of those. But so we've moved through the gamut.

Live webinars still work if you have an audience you're presenting to or an affiliate sends you an audience. Timed webinars starting every 15 minutes should be used and tested, with webinars starting immediately like an on-demand evergreen webinar funnel. And the reason is because your prospects are busy.

A lot of it depends on your target market your customer avatar. But if you're targeting busy people, business owners, doctors, chiropractors, contractors, any blue-collar worker, heaters, plumbers, HVAC folks, then a lot of times, you're going to get better results if you provide that instant replay because they don't have to sit around and wait. Because I mean, you tell those kinds of people to wait for seven minutes, they're just not going to do it. They might send it to their system, but that's probably, they're probably not going to, they're probably just going to leave and be like, "Ah, whatever. I'll check out the replay later." And then they don't ever do that.

So, catching them immediately with an instant replay is a good idea. So it's just one of the things that we look at when building these sales funnels, and we'll talk more about that when we get into the [inaudible 00:07:31] webinar sales funnel build.

All right, so those three webinars depend on what your offer is. It depends on what you're selling. It depends on whether you're going right for an order form, whether you want somebody to click a link and then schedule a call with you, whether you're going to sell on the phone, or what you're trying to do with the webinar. But regardless, evergreen webinar funnels are great for high-ticket coaching. They're great for high ticket masterminds, for anything that anything that's over a thousand dollars or a more complex offer than, "Hey, go buy my shit."

So, suppose you would like to learn more about putting together these webinars in your business and building webinar sales funnels that are automated, and there is marketing automation. In that case, people just come in, listen to your presentation, attend your webinar, and then either book a call or buy from you. Click here to book a 1-on-1 Action Plan Call. We will discuss architecting one of these automated webinars sales funnels for you.

If you have a team or are more of a DIY type, you have tech and marketing skills, click here to learn how to build high-conversion sales funnels on your own...

The post Evergreen Webinar Funnels: How To Find The Right One For Your Audience appeared first on Done For You.

Welcome to this post, where we're diving into the critical topic of Video Sales Letters, also known as VSLs. If you're scratching your head wondering, "What is a VSL?", don't worry. This comprehensive guide will break it down for you, and you'll soon understand why VSLs are a game-changer in any sales funnel.

Years ago, John Benson made the term "VSL" famous, often called the godfather of video sales letters. He was the one who transformed long-form sales copy into a compelling video format. It worked so well because it forced visitors to listen to the whole pitch before arriving at the offer.

A Video Sales Letter (VSL) is a video that walks viewers through a sales pitch using specific sales psychology techniques. Unlike traditional long-form sales copy, it's presented in video format, capturing attention and ensuring higher conversion rates.

A typical VSL page comprises several vital elements. Firstly, a strong headline is crucial as it's usually the first thing tested in sales funnels. The VSL itself is a structured sales copy turned into a PowerPoint presentation. You write a long-form sales script and convert that into a slide-by-slide presentation, often accompanied by a voiceover.

Software like ScreenFlow or Camtasia is commonly used to record these presentations. The recorded video is edited and exported to become your final Video Sales Letter. If you want to add flair, B-roll or full-motion graphics can also be included.

Once your VSL is ready, it's typically embedded on a page using a private video service like Vimeo Pro or Wistia rather than platforms like YouTube. These services offer valuable statistics, helping you understand viewer engagement and identifying areas for improvement.

Traditionally, the "add to cart" button would appear only after the pitch had been made. However, with changing browser capabilities affecting autoplay features, the "add to cart" button is sometimes visible throughout the video. This can be A/B tested to see what resonates with your audience.

VSLs are versatile and can be used in various settings, from selling digital products to gathering entirely qualified leads for sales calls. You can also test VSLs with or without accompanying sales copy to determine which performs better.

In essence, VSLs are an incredibly effective way to pitch your product or service, breaking away from the traditional long-form sales copy. Whether it's a pure text-based VSL or one that includes full-motion graphics, the opportunities for testing and optimization are endless.

If you're ready to integrate VSLs into your sales funnel, click here to learn about our Funnel Formula program. Schedule an Action Plan with us today for a personalized sales funnel strategy that includes VSLs, upsells, and more!

Hey, what's up? This is Jason Drohn. Welcome to today. Now, I realized not too long ago that I have; we talk about sales and sales funnels a lot, but have a video or any detailed explanation about what a video sales letter is or a VSL for short. We use VSLs all the time in almost everything on almost every funnel.

You have seen a million VSLs from me. A VSL is a video that works through a particular sales psychology and is presented as opposed to long-form sales copy. No years ago, John Benson was the godfather of video sales letters. He took long-form sales copy and turned it into this video format, and it worked so well back in the day because it forced a visitor to listen to the entire pitch before they got to the actual offer.

And then the offer dropped in minute 12 or minute 15; if John Benson was like 46, he had a super long video sales letter appealing, the request would fall, there would be a cute button, people would take action on that offer, and then ultimately, it had an incredible conversion rate as compared to written copy. So, in this snippet, you will learn about video sales letters, and I pulled it out of our Funnel Fo formula course. So, let's listen to this, and then we'll come back and summarize everything.

So, the first is a video sales letter or a VSL page video sales letter. It is a video presentation; every screen has one line of text, and the person reading declines. We will slide by slide by slide. We will best convert the video sales letter into a long-form sales format. That year, it used to be long-form sales letters that worked well, then video sales with these hybrid video sales letters with some option graphics tended to convert even better. So, I let a prospect focus on the content on the screen, but the c, action up o, oron with some B roll, action shots, or some full-motion video. S is a lot of that stuff.

So your VSL page is the sales letter page, and it is a sales pt with one VSL on it, one sales video, and some very characteristic elements. It has a powerful headline. So, the headline is usually one of the things that we test vigorously in our sales funnels. The video sales letter is a scripted sales copy turned into a PowerPoint presentation. We create them as we go through, and we write a long sales form, a prolonged sales script, and then turn that into a PowerPoint presentation where every new line in the sales script is a new PowerPoint slide.

Then, that video is recorded as a voiceover. It's very similar to what we're doing recording these. So, we use ScreenFlow or Camtasia. We've already talked about those. We use one of those two pieces of software and record the screen as we verbally recite this sales video. Then, we edit and export it, becoming our video sales letter. If we add B roll shots on top of it, we add it after the fact.

And then, the video is embedded on a page. Usually, that video is embedded with a private video service like wistia.com or Vimeo Pro so that the sales video doesn't end up; I mean, it's not on YouTube, but more importantly, Vimeo Pro and Wistia have some great stats. So, you can see how much of the video somebody watches and find out where it's trailing off, or if at minute 13 a lot of people are leaving, then there's probably something that needs to be fixed in the video.

Then, underneath that video isn't appearing, add to cart button. So, once the pitch is made, then the add to cart button shows up underneath. Now, on some pages, we always make the add to cart button show up. And other times, we make it appear. Years ago, it was like every add-to-cart button seemed. That's just kind of standard. That's just how it worked. But now, videos often aren't auto-playing like they used to because of the browser. Some browsers will autoplay the video but not start the audio, or some won't autoplay the video. So, we've had to make some adjustments there.

So, often, the add to cart button does show up underneath the video as soon as the video loads. But if we can force the button to appear, we do that, too. And how it usually works is a sales video might be eight minutes or six minutes or 12 minutes long, and the call to action, like, let's say, on a 12-minute video, might hit about minute eight. So, when somebody watches enough of the video to beat the call to action, click the button below to buy your copy. Then, the add to cart button shows up underneath the video, and a prospect clicks it, goes to the order form, and purchases. But there's no pitch until they see the call to action. They don't know that they're there to purchase anything. They're there to watch a video.

Sometimes, these video sales letters are supported with a copy. Sometimes, there's a copy down the page, or there's a copy somewhere else on the page, and sometimes they're not. So, we always test them both. We'll try a video sales letter without a copy and test a video sales letter with a copy on occasion to see which one wins. Typically, the video sales letter without copy wins, but something with copy will occasionally beat the one without.

All right. So, video sales letters, we use them for selling digital products, we use them for selling memberships, for selling free plus shipping offers, for selling anything, courses, some physical effects, fully qualified leads, fully qualified lead sales funnels where we're trying to get somebody to give us their name, email address, phone number, all that stuff for a sales call. We use them all the time. Now, as you heard in the video, there are purely text-based VSLs, and there are VSLs with full-motion graphics and videos. Often, as B roll, sometimes it is videos like this, like talking head videos.

So, you can split-test video sales letters in many ways. But the premise is the same. You start with a sales script, create the PowerPoint video, and then overlay shots on top of that. So, if you want to learn how to incorporate these video sales letters into your sales funnel and build a sales funnel from scratch, click here to learn about our Funnel Formula program.

If you would like us to sit down and architect a sales funnel for you, including VSLs, upsells, etc., click here to schedule an Action Plan with us!

The post Understanding VSLs: A Comprehensive Guide to Video Sales Letters appeared first on Done For You.

TRANSCRIPT: Hey, this is Jason. We're going to talk about a Facebook Ads Launch Strategy that we use for our clients.

So I tell all of our clients, when we get started with them, the more data you have, the better. It's really, really, really hard to start up, especially now. Two, three, four years ago, when Facebook was still in its infancy and a lot more people were trying to get into paid traffic, they were moving from affiliate marketing to paid traffic. It was a little bit easier to do this because you could start up with five or $10 a day. It's not really so much the case anymore. You can't necessarily just start up with five bucks a day, drop it into a campaign and then have it make money for you. Because $5 is eight clicks, or five clicks, or four clicks. It might be two leads. So Facebook is way more expensive than it used to be.

So now you really need to start with a bigger budget on a daily basis. Not to mention that, when you don't have any data to kind of train Facebook's pixel ... You can pair down the interest and you can get as narrow of an audience target as possible, but it still doesn't replicate if you just had buyer data. Do you know what I mean?

If you have a list of 500 buyers, you can upload it into Facebook, create a retargeting group, create a lookalike audience, based on those buyers. And then you have 1.1 or 1.4, or whatever, million more people, just like those buyers, that you can then segment down based on the interest.

Without that data, it doesn't matter. We narrow the campaigns as much as possible. We try to make sure that there's buyer interest by including things that the prospects have to pay money for. Whether it's magazine subscriptions or books or software or whatever. Depending on the audience, maybe associations, there are ways to get at buyer intent, rather than just a likeability from the interest groups. But it does not replace actual buyer data. So the more data you have, the better.

So when we launch campaigns, we always start with a two-staged launch strategy. So, we go after cold traffic and we go after warm traffic. As long as we have warm traffic. And if we don't have warm traffic then we try to get that warm traffic as quickly as possible.

So in this next clip, you will learn about a strategy that we use to launch all of our prospects in this two-staged approach. And then after that, we're going to come back and just kind of summarize it. All right?

When you're launching your sales funnel on Facebook, we implement a two-stage strategy. There's a cold traffic strategy and a retargeted strategy. So with your cold traffic, if you're brand, brand new, everybody is cold traffic. Everybody. So, once they see an ad, they click through an ad and go to your webpage, whatever, then they're warm. Warmer, at least. So, what we want to do is we want to start people in cold, we went on to attract them to the website or something, then that warms them up into being a buyer.

With cold traffic, we start with lead generation, like a lead magnet or the webinar. We start running traffic to one of those two pages or both. And we always use a video ad. Then, we collect a custom audience based on how much of the video that somebody watches. So when we first, first start, it's 25% and then, as the video has been running, it's 50%, and then as the video has been running, it's 75%. And we constantly move it up because the more somebody watches, the more engaged they are, and the better our lookalike audience is going to be.

Then what we do is we create the lookalike audience, based on that above custom audience. So if there are 2000 people who watch 50% of the video, we create a lookalike audience in the United States, finding 2 million people just like those people. And then we advertise to them and we start segmenting down. And then what we do is progressively step up that audience, based on more qualified actions.

So eventually, it's not enough to just watch 50% of the video, you have to watch 75% of the video. Or you have to click the ad, or you have to add a product to a shopping cart, or you have to buy a product. You have to actually be a buyer. And then you create the lookalike audience, based on buyers, and then that informs your cold traffic audience. So you're constantly stepping up your audiences there.

All right, so that clip is from our funnel formula course. Go to ProAccelerator.com/funnels, if you want to check it out. But that clip is from our traffic module, the last module in the launch module in the course.

But basically, what it is, it's a two-stage traffic process, cold traffic, warm traffic. And we move from cold traffic, we move those prospects into warm traffic. Once they know about the brand, once we've attracted some of their attention, once they have some interest, and then we move them through desire and action phases, where they ultimately purchase. Oftentimes, that comes in the email marketing because we've already got the lead.

So that is the Facebook launch strategy that we use. It's always our foundational strategy for launching new clients. To implement it in your business. If you have any questions at all, let us know. And if you would like us to put together a Facebook strategy for you or look at your sales funnel, click here and book an Action Plan Call with our team!

The post The Facebook Ads Launch Strategy We Use For Both Cold And Warm Traffic appeared first on Done For You.

TRANSCRIPT: Hey, what's up? This is Jason Drohn. It always amazes me that more people don't talk about this, but one of the things that I learned when I first started writing copy was naming your audience. So, when you pick out your target market, you go through, they need to make this much money, and they do this and they have this many kids and they go to church, and they drive this car, and they live this place, and they work in this industry, these are the hours they work and all that stuff. Basically, you put together the person in your mind who you're marketing to.

But that person never actually is real to you when you're writing, unless you make them real. So one of the things that I do, and a lot of other great copywriters do, is they actually give this person a name. So this clip is taken out of our Funnel Formula course, and we're going to go through the target market in naming somebody. And then we're going to come back and summarize it after we're all done.

From a sales standpoint, it's what we do. We try to tell stories and we try to create, something for our target market, for our end-user, that gets them putting themselves in the story. Because ultimately, if they put themselves in the story, then they're going to buy your product. It's why if you get somebody to drive a vehicle and you are a car salesman, for the most part, you got a sale in the bag. You just got to figure out the price.

So the neuro coupling piece is what activates when we're talking to our target market. And, we have that target market in mind, and we're writing our sales messages or ad copy directly for them. So that my friend, is why your target market matters. It's what you need to do to find your target market. Go through, figure out who you're targeting, the demographics, and the psychographics of them. Give them a name, and then every time you write anything to this person, then just think, think in you're in your brain, "I am writing for Bob, or Ben, or Buddy, or Martha, or whatever." Just in your head, just say, "What do they need to know in order to make a decision?" And then, write that stuff down.

All right, so that naming piece, naming your target market is one of the most powerful strategies that I know as a copywriter. If you aren't writing to someone, then you're writing to no one. I have written thousands of webinars, and sales letters, and probably tens of thousands of emails over the years, and I know that whenever I'm sitting down, no matter what client I am writing for, whether it's myself, whether it is one of our many ad management clients, or whatever, I know that when I sit down to write something for someone or for myself, then I need to write to a person.

So, years ago when I was selling a lot of local marketing courses and stuff, I wrote to this guy named Mike. So, Mike was a local business owner who was completely clueless when it came to the internet. He was running around, doing his day job, barking orders at his people, at his team. The head and primary salesperson, the president of the company, just kind of an idiot, but he was always the person that I wrote to. And it worked out really, really well, because I was able to relate to tens of thousands, hundreds of thousands, millions of people just like Mike. So, we sold a lot of product to people like Mike. You know what I mean?

Now, when I'm writing for myself, I have a different avatar. When I'm writing for clients, I have a different avatar. And I'm always writing to that one person. Because if I can talk to that one person, then I'm okay. Then I know that I've hit the nail on the head. I know that my copy is going to resonate with them, and they are going to be sucked in. They're going to put themselves in that place.

So, it's been one of the primary guiding copywriting strategies that I have put in place. I'm hoping it is for you too. If you want to learn about writing copy and building sales funnels for your business, click here.  On that page, you'll learn about one of our courses called Funnel Formula.  And there is an entire section on writing copy in there. There's also an entire section on what we call Content-Based Assets, which are the types of sales mediums and sales material that you need in order to successfully sell someone.

If you would like to talk about us putting together a sales funnel, or us designing a sales funnel of you, click here to book a call!

The post Customer Avatars: Simple Trick For Writing Great Copy appeared first on Done For You.

TRANSCRIPT: Hey, what's up? This is Jason Drohn. Today what we're going to talk about is paying for traffic. Now, I know this is kind of a touch and go subject because paying for traffic is awesome when you know how to do it and sucks when you don't, or sucks when you don't have somebody to do it for you. Now, I want to kind of get into this clip that I pulled out of one of our courses called Funnel Formula. So we're going to go through this and then we're going to come back and kind of talk, expand on it a little bit. You got to rank for keyword phrases. I would get eight listings on the first page of Google for the same site, for one keyword phrase. There were keyword phrases that they were literally worth like $60,000 a year to me because we would get ranked for them and then we sell a bunch of affiliate products and then get paid commission.

So I loved free traffic. Now I love free traffic about this much. I think of free traffic as a bonus in all cases, but I do not build businesses. I don't consider it a foundation for a business, because what happened was is I had sites that were doing 20 and $30,000 in revenue, multiple sites, and then within a month, all of that revenue vanished. Google went through an update of their algorithms and all of a sudden everything that was working from an SEO standpoint didn't work anymore. All the link building, all the article marketing, social sharing, all of that stuff just didn't work. So overnight, the link network that I spent 10 or $15,000 building, all the content, all the sites, everything just disappeared. And what I was left with was some sites that got no traffic and they were pretty hideous, I mean, just because there were written for the search engines.

After you go through and you have the websites and you have the sales copy and have the sales funnel and your architecture is dialed in and everything is solid and you're ready to go, you're ready to launch, then you get to this point right now, this very second, this point, and you're like, "How do I get traffic?" Well, there are lots of ways to get traffic, so the thing you have to ask yourself is, do you want traffic fast? Do you want to traffic slow? If you want traffic fast, as in like right now, then you have to pay for it. Well, regardless, you're going to be paying for traffic. But if you want it right now, you're going to be paying for it. You're going to be paying per click, Facebook ads, Google ads, native ads, whatever. If you want traffic slow and you want it to be cheaper, then you go the organic content marketing route.

All right, so the reality of traffic is you're paying for it some way. You're paying for it in time or you're paying for it in dollars. So even SEO and content marketing, you're still paying for it in dollars. I mean, you're paying outsourcers, you're paying writers to write content for you. And this a lot of times isn't a cheap date. So you're paying bloggers, like Filipino bloggers, they'll charge you 25, 30, $50 per blog post, sometimes more, sometimes less. A really great writer is going to charge you 200 to $300 a blog post for a super awesome blog post, like 2000, 2500, 3000 words. They're books basically. They're well-researched. They got a bunch of images, they rank well, but they're also crazy expensive.

So no matter what you do, and if you write the blog posts yourselves, you're investing your own time. So how much is six hours worth to you when you're writing a great blog post? So there's always this time, cost, money trade-off when it comes to traffic. So you need to do something that you like, that you enjoy, that you're comfortable with, like these videos. This is kind of one of our traffic generation strategies. So doing these videos, getting them transcribed, getting ranked in the search engines, using the content on other social media platforms, it is a way that we can kind of expand our reach and go after a lot of new people who don't necessarily know about done for you and don't know what we do, which is awesome.

At the same time, could I spend 15 minutes kind of recording this and editing it? Could I spend the time a little bit differently and do something else? Absolutely. We also have paid traffic strategies where we are running traffic to our own advertorials, our own blog posts, our own lead gen, lead magnets and everything else, which also works really well. So we use both approaches. Now, the reason we do both is that we know that paid traffic is going to give us a quick hit and it's going to give us traffic whenever we need it. We can scale up, scale down, whereas organic traffic is always going to be there. Now we have thousands of people coming to the website that I can't even shut it off if I wanted to, which is awesome, because it's all good, solid traffic rooted in great search rankings and we're not doing anything weird like link building and keyword stuffing and all the stuff that we used to do way back in the day.

So traffic, it's an investment that you have to make one way or the other. You literally can't do anything. If you do nothing, you're going to get nothing, which is what a lot of people assume, that, "Well, I'm just going to put a website up." Well, the reality is there are a couple of billion other sites out there. It's not even like people are driving by your site every day. They don't know. They don't see it. You're completely transparent, unless you're letting people know that you're out there and letting people know is posting content, showing up in social media, running traffic. Those are all of the ways that you're paying for traffic, you're making the investment in traffic, not to mention, I mean, no matter what you do as a write-off, so these are all business expenses, so advertising when you're advertising, you're planning that you're growing your business. It's an investment. That's what advertising is.

So no matter how you choose to pay for traffic, just do it some way. Invest in traffic. Invest in the future of the growth of your business. It will pay in spades. If you have any questions at all, click here to book an Action Plan Call with my team...

And if you would like to learn how to build a sales funnel and run traffic, click here to learn more about the Funnel Formula Masterclass!

The post The Myth Of Free Traffic appeared first on Done For You.

TRANSCRIPT:  Hey, this is Jason. Today we're going to talk about how to pitch a consultative sales call from a webinar - or a strategy session as they're commonly referred to.

Oftentimes we get asked like so from a webinar, from a video sales letter, like how do you make the pitch to a strategist session? Like mechanically? When do you use it, what you should you say? How do you get them to take action? So this little clip is from our course funnel formula and it's going to walk you through making that pitch, making the strategy session pitch and then we're going to come back and kind of recap it.

Typically I like to use link shortening software. So it'd be like doneforyou.com/start, or timeslots.org/start, or offer or get access or access or whatever. And then that way you don't have to rerecord the webinar if you're going to change links or change shopping carts or do something different. So that way you just have access to the link.

Now if possible, you want to make the call to action button pop up on the screen as the call to action is being delivered. Now, for coaching and consulting, you want to talk about the free strategy session call. So here's what we'll do during our call. Here's how you'll get registered for your free call. Here's how you pick a time on our calendar. This is what we're going to talk about. On the call, you don't need to do anything. It's not going to be a high-pressure sales pitch or whatever. Whatever you want to say about your call. You want to show the call to action URL on the screen of the scheduling page. And again, I use a shortened link for this. So it might be like doneforyou.com/strategysession, or proaccelerator.com/signup, or book call or whatever.

So show the URL on the screen and again, if possible, make that call to action button pop up on the screen underneath the video when it's time. So CTA, it's close to it.

All right. So the strategy session pitches are literally one of the easiest pitches that you can do. There's not a huge buildup, in the webinar or in the VSL because you're not selling anything. You're not expecting them to pull out their credit card and pay you money right now.

So the buildup in the sales material isn't all that extreme. But what you do need to do is you need to pre-qualify that strategy session and then you also need to get them excited about it so they actually show up. Because, I mean, think about it, this person is, they're on your webinar, they showed up on your webinar, they're excited in the moment.

They're excited right now. Then they click a button and they go and schedule a call with you while there's oftentimes a lag of a day or two days or three days or even a week or more where they go from the webinar to they get on the phone with you and sometimes they know that there's a pitch coming. Do you know what I mean? Like they know that you're not going to get on the phone with them without reward in any case. So what happened, you got to keep them fired up through the whole thing. Like the call to action on the webinar typically is click the button below to go fill out a strategy session form, or go book a call with my team.

On that call, we are going to discuss A, B and C. The call is going to be about 45 minutes and we guarantee that you're going to walk away with a better understanding of your business than when you dialed the phone, something like that.

So you want to make sure that they know that there are some just results that they're going to get based on the call itself. And then you also want to say something like, and if we're a fit then we may make an offer to work with you long-term or something like that. So you do want to let them know that there may be a pitch at the end, there may be an opportunity where you will offer to work with them and they work with you and so on and so forth. So, but the key here is getting them to show up.

So oftentimes when we're running client traffic and they're doing strategy sessions, we will see like a 50% to 60% no show rate. So if I have five or six out of 10 people will not attend the call. They won't pick up the phone when it's time for their strategy session, which is kind of typical. So what we have our clients do is within 24 hours of them booking that call, we have them send an email and say, hey, so excited about, did you book a call? Blah blah blah, thanks so much. I was on your website and checked out this. The key is you want to ask them one question, you want to ask them a question in that email that you send them. And the people who reply they're very likely to do business with you in some way or another.

So, but the reply is what gets them thinking about you. It kind of opens a hook in their brain that then the payoff is going to be on the call. So, and it also shows them that you're interested in them. Do you know what I mean? So when you are doing strategy session calls to action, and when you're making that pitch in a VSL or a webinar, you always want to make sure that you reply, you reach out within 24 hours, even if the call is out a week. You still want to reach out within 24 hours and get them and show them you're interested and ask them a question and hope they reply.

Now, if you would like to talk more about this, if you'd like to outline a sales funnel for booking strategy sessions with you, maybe you have a consulting offer or a coaching offer or high ticket program or mastermind or whatever, click here to book an Action Plan call with my team and I!

The post How To Pitch A Consultative Sales Call From A Webinar appeared first on Done For You.