If the money is in the list, how do you get the list?
You start by building the list. How do you build the list? You add value.
Sometimes, it helps to work the puzzle in reverse.
It’s no secret and no mystery that you want to make money in your business. Even those business owners that tell you it’s not about the money because it’s for a higher purpose know and understand that it will take money to achieve that higher purpose. So, our goal in business is absolutely to make money.
And if we realize that the money is in the list, then we know we absolutely must build the list. So, working backwards from that goal (making money), we need to ask ourselves, “Why would someone give me their money?”. The shortest, simplest, and most honest answer is, “They will give you their money if you help them solve a problem.”. That “problem” can be defined in many ways. Your first steps is to decide what problem you are solving for your potential customers.
Here at TrafficWave, we help solve the problems of lead generation, follow-up, and generating sales faced by businesses round the world.
A life insurance agent helps solve the problems of retirement planning, protecting a family’s income, saving for college, etc…
A health coach solves the problem of weight loss and optimum health for their clients.
An entertainer provides entertainment, fun, diversion.
An author provides information, training, entertainment, etc…
It’s not enough to say, “I sell a widget”. You need to understand what the widget does to help your customers. Anyone who looks at your offer is going to look at it with this question in mind: “What’s in it for me?” They might ask, “Will this actually help me?”. Every single person that sees your offer is going to have that question in their mind. Your web page, copy, etc… needs to focus on answering that question. Your ad copy drives visitors to your web page. Your web pages says, in some form, “We can help you with …. ” and that is the offer you are making.
When you drive traffic to your site, some of them are going to be interested in learning more. You can offer these interested prospects the opportunity to learn more, request a free sample, get a free report, request a consultation, etc… by filling out a form. That form might ask for something as simple as an email address. You might ask for their name and email (recommended for personalizing your messages). If your offer is more involved and/or requires more targeting, you might ask for more info such as a phone number, mailing address, and some preferences for further qualification and clarification. You can do all of this in your capture forms with TrafficWave.
When someone fills out that form, they are added to your list of subscribers. This list grows as more people request your information. That list is where the money is. Remember: The Money is in the List!
You’ve begun building your list. Your next step is to begin building rapport with your list so they can begin to trust you as a credible resource to solve their problem.
How do you build that rapport? Your follow up messages should be focused on helping them understand what you can do for them. Use examples, case studies, success stories, testimonials, etc… to demonstrate how your “widget” can help them.
The more they feel they know, like, and trust you, the more likely they will be to buy from you when the time comes.
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