As we previously mentioned, your offer needs to be unique, valuable, irresistible and have guarantees in place.

If you’ve done a good job educating the customer about your product, you do not necessarily have to discount your offer, as the customer is fully aware of the value attached to your product or service.

The value of the offer NEEDS to exceed the price that you are asking.

Very important: Find out why people are saying no to your offer.

Dissect their rejection and audit what you could improve on.

When is it a good option to discount your offer?

When people are on the fence about accepting your offer, you can discount your price to add value.

Keep in mind- when you cut your margins, you need to sell more products or services to make up for the margin that you are potentially losing out on.

Present your offer.

Make it irresistible. Create value by discounting the price or having the best price in the market.

This might not always necessarily be the best strategy, however, as it’s not the most profitable, meaning that you will have to drive volume.

There are other ways to create added value to your offer.

Another way to go about it is by clearly articulating the benefits of your product or service. Basically- you need to double-down on the education phase.

Doing so before presenting the price justifies the price tag in the consumer’s mind.

Secondly- eliminate all the risk for the customer. Put guarantees in place.

Anticipate what the barriers will be and present you offer, risk-free.

You need to automate your lead generation process.

You simply CANNOT manually send out 150 + email a day.

You’d ideally like to craft emails that are based on how the prospect is behaving.

If someone is not opening up your emails, send them a follow-up email, for example. This increases the probability of someone taking you up on your offer.

A lot of businesses use Mailchimp and simply send out 3 or 4 automated emails, hoping for the best. They have no idea is someone has received or opened up their email or not.

You need to set contingencies in place for each behavior and act on these behaviors differently.

Be detail-oriented and build personalized follow-up email sequences.

The logical decision-maker.

You need to find a different angle to re-enter the conversation with your prospect without annoying them.

Marketing automation is the way to go, because it gives you peace of mind knowing that leads are being nurtured in the background and that you’ll be notified when someone is interested.

Explain the logical benefits to the prospect. Are you saving them time? Money? Break down the math for them. Be very specific on what exactly it is that you are able to do for them.

A summary of you 3 email sequence:

Use social proof, testimonials, free trials, discounts, expert advice etc.

Ensure that there’s always value attached to avoid people perceiving you as annoying or spammy.

The emotional decision-maker.

Studies have shown that 95 % of purchases are made based on emotion.

We often convince ourselves that our purchases are justified logically, but, evidently, this is not the case most of the time.

If we feel connected to a brand, we’re willing to spend money on things we don’t need and are willing to justify the purchase to ourselves.

Because you understand your target audience’s hopes, dreams and fears, you can leverage this knowledge when crafting an email that addresses these emotional pain-points.

Stay tuned to find out how you can address logical decision-making.

Day 10

Ensure that the information or offer on the second landing page is contextual to your original lead magnet and audience.

Bridge the gap between the value you’re offering and the offer that you’re presenting.

But let’s be honest, most people won’t give this landing page the attention it deserves.

That’s why you need to make use of marketing automation.

You need to leverage the fact that they’ve given you their contact details (in a non-spammy way, of course).

You need to continue to send them information that educates and adds value. The best way to do this is to combine logic with emotion. Studies have confirmed that 90% of purchases are made based on emotion.

Stay tuned- we’ll be covering how to combine logical and emotional messaging in an intelligent way to drive conversions.

Day 9

What do you do with this attention that you’ve garnered?

You’ve converted interrupted attention to intentional attention. What now?

This is where a lot of businesses fall short.

You need 3 things to generate quality leads:

1. Attention

2. Education

3. Your offer

You’ve gotten their attention, now it’s onto education.

Once someone has downloaded your lead magnet/ ebook, redirect then to a fresh, band new landing page where you articulate an attractive offer that you know is going to be very useful and valuable to them.

You can do this passively by educating them further on the offer or more aggressively by being a bit more bold or putting a time-limit on the offer. Test both out to see what works best for your business.

The different types of lead magnets

It would be silly to pay to get people to visit your website and not have a lead-nurturing system in place for the 95% of non-buyers who are just browsing their options.

That’s why you have to provide these people with something of value in exchange for their contact details. You then need to build credibility and trust with the prospect.

A lead magnet is that nugget of valuable, useful information that would justify your prospects parting with their personal contact details.

Types of lead magnets

Find out what’s relevant and contextual to your industry and target audience.

As business owners, we need to understand that of the people that visit our website, only a very small portion of them will be ready to make a purchase.

The higher the price of the product or service, the longer it will take for prospects to gather enough information before they’re ready to invest.

What is lead nurturing?

In order to convert the “researchers” into the 5% who are ready to buy, you need to provide them with interesting and relevant information. Find out what their burning questions are and answer them, saving them a lot of time and effort.

It’s all about providing them with value in order to stay top of mind.

Lets’ talk about the 2 types of people who will visit your site.

These individuals understand the pain point and are considering your product or service as a potential solution. They’re on your website to learn about the pricing and finer details, essentially.

These people are likely to make up only 5% of the total traffic to your website.

These types of visitors are just gathering research and browsing their options.

These types of people will make up the majority of your website traffic.

As a business owner, it’s your job to ensure that the browsers/ researchers leave your website with something of value to them.

What we mean by this is that you need to add value to their current situation.

This allows you to establish yourself or your business as a thought leader in this particular space and allow your brand to stay top of mind, so that when the prospect IS ready to make a purchase, your brand will be the most obvious solution.

We recommend creating a killer high value content offer that you give to the prospect in exchange for their contact information, eg. their email address, so that you have a way of sending them the offer.

Stay tuned to learn more about this process and why it can be so incredibly valuable for your business.