When you bribe prospects to jump on sales calls

Sometimes I just click on social media ads just to see what other peoples’ funnels look like.

Just to find out what they’re doing on the marketing end.

And what kind of offers are they running, or what kind of emails they are sending.

And if I can grab a piece of wisdom from that, I’m satisfied.

But I clicked on someone’s ad a few days ago.

It was from Ahmad Munuawar (I know, not a household name) one of these guys who sells coaching to consultants.

Kind of like selling ice to the eskimos😂

But I started to sign up, but I stopped.

Because his webinar was $47.00.

I told myself that I wasn’t paying almost $50, just to check out someone’s funnel.

But then a day later, I got an email.

The email said that his webinar was “almost at capacity” (okay…sure😒)

And he had to “grease the wheels” if folks were willing to jump on a phone call…

He would waive the $47 fee.

Now, I’m sure this is part of his sales funnel, and this is a way to convert people who are “on the fence”.

But starting with free anything (or heavily discounted) sets a bad precedent.

Speaking from experience, some of the companies I’ve sold for, who swear up and down on a Bible that they don’t sell based on price, do exactly that.

And anytime they sold a package or product that was cheaper than the competition…

Attracted the “tire kickers” and “bargain shoppers”.

These were customers who either ended up leaving anyway after one or two months…

Or they were just massive pains in the asses.

And these were business customers. Not your average Joe’s off the street.

So the next time you think offering a price incentive is going to bring in a tidal wave of new customers.

Be careful who you open your front door for…

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  • Post published:July 23, 2021

When is the best time to send emails?

I follow Direct Response Copywriter Bob Bly on LinkedIn, who’s as smart as a whip and super helpful.

But he recently posted something that made me scratch my head…

—-

According to Stephen Esketzis of ClickFunnels, the best times to send out your email in a day are:

–10am…this is one of the most popular late-morning email sending times, as many people are taking a short break from work.

–8pm-midnight…your prospects also check their email before going to bed.

–2pm … this is another popular time to send emails, as many people are taking their mid-afternoon break.

–6am … the first thing many people do when they wake up is checking their emails. Source: The CEO’s Edge, 7/14/21.

—-

Just to be clear…

ClickFunnels says 2 times in the morning, one time in the afternoon, and a wide range at night.

So basically, ANYTIME during the day is a good time to send emails.

Got it.

Second, does it even matter anymore?

When you wake up and check your email, what do you see?

Just a bunch of unread emails.

And depending on what you do, you either delete or ignore most of them…

And you pick out the ones you think are important…

It’s the emails that are important to you that matter, based on a bunch of factors…

– Who sent it

– What’s the subject line

– Is there any good content

– Is there something in it for you

But something I definitely don’t look at is the time of day that the email hit my inbox.

Back at my first marketing gig, some late boomer / early gen x-er executive told me that the best times to send emails were Tuesday and Thursday afternoons. This was back in 2007-2008.

Today, almost everyone has a smartphone, and we’re all hit with constant tidal waves of notifications.

The only way you’re going to make an impact is what kind of relationship you foster with your subscribers.

But if you’re going to arrive in their inbox, what time you arrive doesn’t matter. Once you’re there, you’re there.

It’s what you bring with you that really counts.

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  • Post published:July 21, 2021

The sales funnel for how to get da clients

I saw a Facebook ad that I had to click on. Not because it was awesome, but it was utterly ridiculous.

I don’t want to give away the company that ran it, but it rhymes with Fraffic and Tunnels🧐

This ad was pushing a new course targeted to freelancers, and how they can get new clients.

And honestly, the sales copy on the squeeze page was typical “doom and gloom” copywriting. The course invalidates every other marketing option:

  • Like Facebook posts
  • Blogging
  • Building an email list (I’m unsure why this was on here, because this is exactly what they do, but okay 🤡)
  • LinkedIn
  • Cold outreach

Of course, it leaves out one last option, which is PPC.

Which is what they used to promote the course in the first place!

I know there’s a whole subculture that bashes internet courses like Coffeezilla or Ballerbusters.

Personally, I’m pro-internet courses. There are actually a few courses out there that actually changed my life for the better…

But without taking the course, I can tell you what it’s all about for free, without even taking it…

It’s essentially an introduction to sales funnels for freelancers (shocked face😳).

Here’s every stage of a sales funnel…

Top of the funnel:

This is for people who like your content at the surface level. They follow you on social media, watch your videos, or read your emails once in a while.

Middle of the funnel:

This is for people who resonate more with your content. These people are most likely to read your emails every day, attend your live sessions, or buy low to mid-ticket offers from you.

Bottom of the funnel:

These are the people who resonate the most with your content. They are most likely to email or message you directly to ask questions. They are also most likely to buy high-ticket offers and consulting opportunities from you.

And even though every customer enters the funnel the same way…

That doesn’t mean that the end goal is to get everyone to the bottom of the funnel.

Some customers are just meant to stay in a specific section of the funnel, and that’s okay.

But what you see with a lot of freelancers and consultants, is they have no funnel.

And they have a “bottom of the funnel” type offer like consulting, but then sell it to the “top of the funnel”.

I’m not advocating that all freelancers adopt the “hyper-aggressive Facebook ad funnel”.

Which is to hook clients with a low-ticket offer, then keep upselling them until they finally book a consulting opportunity.

This is a fine strategy, but what agencies won’t tell you…

Is that everything has to be dialed in, or else you will lose your butt with ad spending.

That means everything has to work. The ads, autoresponder sequences, offers, etc. all have to slap.

Not to mention, all the automation, copy and low-to-high ticket offers take a ton of time to set up.

But freelancers and consultants don’t have to buy a course to do this.

The best thing folks can do to start a sales funnel is get on some email lists and watch what other consultants are doing.

And see how their back-end (or bottom of the funnel) offers are set up.

Because the back-end, as MTV Cribs would say…

Is where all the magic happens!

(Millennial reference, if you’re not a millennial, keep scrolling)

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  • Post published:July 18, 2021

You can’t squeeze real sales from fake traffic

Some loose connection on LinkedIn shared an article that made me scratch my head.🤔

Granted the article was from 2019, but I still feel it still happens today.

And it was all about how this Instagram influencer had over 2 million followers…

But had to shut down the merch side of her business because she couldn’t sell like 30 shirts.

Here’s where the juicy part of the article is..

The Miami-based influencer said she had been told by the company producing the brand that she needed to sell at least 36 T-shirts from the first run of products in order for the line to be continued, but Renee didn’t hit the target.

In the lengthy caption, she explained that she “knew it was gonna be hard,” but that she “was getting such good feedback that people loved it and were gonna buy it.”

“No one has kept their word so now the company won’t be able to send out the orders to people who actually bought s— and it breaks my heart,” Renee said.

“The people I thought who would support me, really didn’t nor did they share any of my posts (all I asked for), sounds b—– but like no shade to anyone, I’ve supported everyone’s music or whatever they’ve asked for my support on and I couldn’t even get it in return.”

###

For real, I love how she blames her fans for her failed venture😂

I also love how the article censors the swears, as if there are kids reading this.

Now I wasn’t the best math student…

But 1% of 2 million is still 20,000.

And 30 out of 2 million…

Is 0.000015%.

If someone can’t fullfill 36 shirts for a minimum order, that’s pathetic!

I don’t want to infer anything, but it sounds like at some point, lots of followers were “purchased”.

Second, who blatantly admits all of this to a reporter??

I’m not sure about you, but if I had a product that I couldn’t sell to 1% of my audience, I wouldn’t tell a soul.

This lady willingly talked to the press about it.

I’m not sure if she was trying to get more followers from this article…

Or make it so that she could put the article’s website on the “as seen on” press section of her site.

I guess while some people are actually actively trying to build a business with actual customers and sales.

Other people are just in the business of looking good😂

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  • Post published:July 14, 2021

How much do you think Judge Judy makes in a year?

According to Entertainment Weekly (the MOST credible news source😉)

It’s something to the tune of $47 million per year.

What’s really going to bake your noodle…

Is does she deliver $47 million worth of value?

Honestly, probably not. But she asked for it, so she got it.

No really…

From what I’ve read (and you never know), she asked the CBS TV President for an increase every 3 years.

And even when he back sent a counter-offer, she wouldn’t even look at it.

Here’s the secret. Judge Judy’s been around for a while and doesn’t fuck around.

Even though she said she doesn’t negotiate, she was really a negotiating master.

The way she got her way, was by saying it’s her way or she was walking.

So what does that have to do with business?

When it comes to meeting with prospects, eventually you have to give a price and stand by it.

And when you’re in front of someone you don’t know, it’s

real easy to fall back…

On discounting yourself. Doing free work. We’ve all done it at some point.

But if you want to get paid what you’re worth. You gotta stand by your price, and be prepared to walk away if you don’t get it.

And I say this because it’s 100% easier said than done…

It’s taken me at least a decade of selling to gain the confidence and self-esteem to even ask for my worth…

And if I don’t get it to move on.

People say you have to practice giving a price, but you really don’t.

You just have to get to a point where you’re tired of “doing the dance.”

This is why Judge Judy earns what she earns.

She‘s old, tired, and filthy rich.

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  • Post published:July 13, 2021

I can’t wait for the Apple Care to be released…

But not because I actually want to drive the thing.

I just can’t wait see all of the big dumb “herd animals” line up to buy one😂

I worked for Verizon as a sales rep for a few years, so I think I’m qualified to talk about Apple products…

First off, I can’t wait for the commercials.

The commercials will have music from a really popular group. Kind of like U2, when the iPod came out.

Maybe the car will have an album already pre-loaded when you buy the car.

I can’t wait for people to be camped out overnight, just to say they were one of the first ones to buy the car.

People will pay at least $60k for the base model, maybe even more.

Hell, if people already pay $40k (or more) for college just to get a piece of paper…

Just me, they’ll go in debt for this car.

There will probably only be 2 colors. Black and something else that’s not as sexy as black.

The black cars will also sell out in a matter of minutes.

I wonder if people will be buying up the first Apple cars with bots, and then reselling them on eBay for double the price…

I wouldn’t put it past people.

Regardless, people will complain about the scarcity marketing..

But really, they’ll just want one really bad.

The Apple Car will probably come with its own charging port.

And then years later, that charging port will be discontinued…

And then customers will complain because they have to buy a brand new charging cable.

The new cable will look slightly different and thinner than the older one. But I don’t want to get too ahead of myself!

I can’t wait for there to be battery issues. People won’t be able to drive 6 hours without charging those first cars.

Traditional mechanics won’t even be able to pop open the hood. You’ll have to take the car to a “Genius Repair Shop”😂

Not to mention the accidents.

There’s already enough accidents with Tesla’s self-driving feature.

If Apple had lawsuits now, just wait until the Car comes out. They’ll need a legal team the size of an army.

Nobody will want a Tesla by then. They’ll look at Teslas the same way BlackBerries became a thing of the past.

But by then, Elon will be on Mars.

And I’ll be one of the first in line for a one-way trip off this planet.

Because I won’t want to be sharing the roads with the idiots driving (or being self-driven by) the Apple Cars😂

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  • Post published:July 12, 2021

When cold calling turns to “dust in the wind”

Yesterday, I had a real lazy Saturday. One of those weekends, where I did nothing but watch reruns on deep cable.

One of those shows happened to be old Office episodes, most of which have still aged well.

I watched a few episodes from Season 4, around when Ryan “The Temp” becomes Michael’s Boss😂

There was one episode where Michael and Dwight go cold calling with gift baskets to woo old customers back.

And they walk into one office, and give a gift basket, which is warmly accepted…

But then they beg and plead with their old customer to come back to Dunder Mifflin…🤦‍♂️

Because they offer a more “personalized approach”.

But their customer wasn’t having it.

He basically just told them to kick rocks.

This is pretty much how most cold calls go…

Even though it is a numbers game, and eventually you will get a sale…

It’s a real slog😔

Because it’s like finding a needle in a haystack.

You have to call a lot of people just find someone who’s remotely interested…

And then you have to pitch a handful of those people…

Before you get just one order.

When I was a B2B sales rep, I had a conversation with an older rep who was in his 50s…

He showed me business cards from prospects he had been pitching for YEARS!😳

Meaning he had a first meeting with some prospects years ago, and they still didn’t buy from him…

But they kept stringing him along for years…

And he kept following up in the hopes that one day they would say “yes”.

It’s the first time I thought, I gotta get out of this cold calling business…

After a while, it just becomes sad, pathetic and it doesn’t come from a place of real leverage.

Plus it’s a bigger time suck than TikTok😂

On the opposite side of the coin, the past few years have really opened up opportunities…

Companies can reach prospects and customers using social media and email marketing in ways they couldn’t.

However, there’s a wrong way to marketing on platforms, and a right way to do it.

And a lot of companies market themselves the wrong way.

However, there’s a brief guide I made that can help you with the right way.

This is just one right way. There are several ways to skin a cat…

But if you’re already creating content and building an email list…

You’re a few dance steps away from really crushing it.

Get the brief guide called “Pitch Mode” delivered directly to your inbox.

  • Post author:
  • Post published:July 11, 2021

It’s 2019 and we added… an opt in form! 💥

I’ll never forget the exact moment I was mentally “done” with corporate marketing.

I was at a hotel conference room crammed with 100 other people for quarterly meeting.

And the VP of marketing walked up to the podium to speak… 🧐 

And like all stuffy corporate executives, he started to deliver updates, which were kinda boring…

But then he gave an update, which made my jaw drop.

Which was, they FINALLY added an opt-in form to the company website.

He added that if someone was on the site for a few minutes,  a pop-up form would appear…

Which gave them an option to schedule an appointment with a sales rep.

And he said, so as a result they’ve seen a real uptick in appointments.

No shit!

Congratulations. It was 2019, and a publicly-traded Fortune 100 company finally added an opt-in form 👏 

I was wondering, when would they add a lead magnet?

2030??

I wouldn’t want to push them too much😂

But seriously, this is is the type of stuff that has had me banging my freakin head against the wall for years.

I remember when I was in-charge of a company’s website at my first-ever marketing job…

And I would LITERALLY BEG my supervisor to allow us to put regular content on the site…

This was when blogs still had some steam, and video was gaining momentum…

And they were just like, Nah! Hard pass.

This is a company that refused to use an email platform because they were afraid all of their customers would unsubscribe.

Which gives you a clue of what kind of emails they were sending.

They would literally just take copy from Microsoft Word and paste into an email box…

Then send to literally hundreds of emails.

And by the way, all of the recipients could see each other!

Just think of the bounce backs… 😳 

Watching internet marketing strategies be used by people who are becoming more financially free…

But these same, easy-to-use strategies…

Aren’t being used by big dumb companies, makes me want to leap off a cliff.

And then big dumb executives continue to resist…

Unless a competitor starts doing something similar.

Then suddenly, they happen to get a clue.

So if you want to be successful with marketing…

You can’t follow the big dumb elephants in the room.

Just because they’re bigger and more noticeable, doesn’t mean they’re smarter or faster.

And they’re most likely to get eaten alive faster!

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  • Post published:July 10, 2021

Do you think panhandlers make bank?

Kind of a stupid question, but I keep thinking about it.

Back when I worked sales at Verizon, there was a panhandler right at the entrance of our shopping plaza.

Every day he would show up without fail. Sun, rain, or snow. Didn’t matter. He’d be there.

Until one day, my friend Bryan told me, you know that guy makes a ton of money, right?

I was like, no way! I didn’t believe him.

He sure does, Bryan told me. He makes more from his old job at GE. He used to be an engineer.

I didn’t believe that for the longest time after I heard that.

But then I later watched videos of people following panhandlers after their day of begging was done…

I’m not sure if these videos were real. I can’t trust anything on the internet anymore…

But these videos would show them climbing into a reasonably nice car…

And then driving to a reasonably nice home.

Again, whether it was real or not, I’m not sure. Let say for argument’s sake, they just brought home a few bucks a day.

They  essentially asked for a sale that didn’t deliver anything in return😂😂😂

No results at all. In a way, they’re the ultimate salesman.

But those guys had no problem asking.

Now I’m friends with people who are accountants (not the OF kind), electricians, IT dudes, etc…

And they are amazing at what they do.

And I have a great relationship with them. They could charge me any amount, and I would pay it without question because I like them and their work.

But for some reason, they have a massive hang-up with getting paid.

It’s such an issue, that I have to just send them a PayPal link with an amount that I think they’re worth.

However, the panhandlers don’t have a problem with getting paid for nothing though.

But my point is, getting paid depends largely on your ability to ask for the sale.

And a lot of people don’t want to ask for the sale. They aren’t comfortable with asking.

Look, as a sales rep, I’ve been there. It’s even been hard for me to ask people I barely knew to hand over money.

Thankfully, I’ve learned my own methods to help me feel comfortable, and get paid.

And if you feel uncomfortable, whether it’s in front of people you barely know, or people who’ve known you for a long time…

I wrote a brief guide that can help you out.

It’s how to sell offers without you feeling sleazy at the end…

And I give you a mental model so you don’t take it personally.

Plus real-life examples.

Get it here for free, and get it straight to your inbox fast.

I even try to make you laugh. I can’t promise the comedy is quality.

But at least you won’t leave empty-handed!

  • Post author:
  • Post published:July 9, 2021

When influencers say, “omg, look at my views”🚀…

I watched a TikTok that made me laugh so hard, I fell off my dinosaur.

I don’t want to mention who he is on here or link to his page because I kind of like his stuff.

All I’m willing to say is he’s been in a few niches like fitness and mens’ fashion. Now he‘s in the make money online field.

Anyways, he posted a TikTok completely dumping on Instagram. He complained because he got millions of views on TikTok, but only thousands on IG for the same story.

First off, who the hell cares about IG?

They basically just announced that they’re going to be a glorified TikTok clone.

And at this point, if you do any sort of internet marketing, you know that anything owned by fb is becoming less and less reliable..

Second, just because you get 3 million (or more) views doesn’t mean you always get that many.

I remember at my first ever marketing job ever. Back then if we got any views over 100, our department thought we were kicking ass and taking names.

And that was with boring corporate vanilla copy.

Also, if you follow the 80/20 rule, 80% of your views  will only come from 20% of your content.

So news flash…

Not every post you make is going to knock it out of the park.

Sometimes I get modest views (not 3 million) and sometimes I don’t.

Sometimes I get more comments than views, which is still fun because I get to talk with people.

Sometimes you only get a handful of new followers after a post.

And most of the time, when you work really hard on a post, but you don’t get the results you were hoping for…

It can be a hard pill to swallow, and definitely makes you question your own abilities.

Just know, before you hit post, you don’t know for sure what kind of results you’ll get.

If you did know, you should take your act to Vegas.

All you can do is step with your best foot forward, post everyday and constantly learn from it.

And then adjust when you need to.

But don’t be the “OMG, look at my views on this platform” guy.

Because just like Google and Facebook, TikTok can change its algorithm and your precious views will be Thanos snapped, or even way less.

Plus, have you ever seen someone say “head to the link in my bio”? It makes me cringe every time I hear it.

It sounds completely unnatural and always sounds rushed, like a bad pick-up line😂

You gotta ease into your offer instead.

And thankfully, I have a brief guide that can help you gently guide your customers and prospects using content you’re already making.

It’s not a huge investment in time, and even though it’s not a cure-all for everything related to online sales.

If you need a confidence boost in your marketing skills, it’ll point you in the right direction.👍

  • Post author:
  • Post published:July 8, 2021