There’s a huge difference between having list full of prospects and having a list of buyers. If you have 2 list with equal number of subscribers, one filled with buyers (ex-buyers) and another with prospects, your former list will beat your latter list by a pretty significant margins. Your list of buyers can easily be turned into repeat customers because they’ve bought a stuff or two from you before. And repeat customers, as I’ve mentioned in my previous article, I Don’t Need to Build a List?, is the best thing you can have in your business, online or offline. First, because you don’t need additional investment to acquire them. Second, they’ve already trusted you. That’s why they buy from you in the first place, aren’t they? So, how do you get a list full of eager buyers and repeat customers?
1. Be Ready to Spend Some to Get Some (Day 1-2)
First of all, you need to be ready to spend some cash in order to get this type of list. Why? Because, this is a list full of buyers after all. Not just some prospects that might or might not buy from you anytime soon, if ever. People in this list have proven that they are interested in your product and that they trust you. That’s the reason why they buy from you in the first place.
The best way, in my opinion, to get a list full of buyers is to use PPC (Pay Per Click) marketing or JV partnering. They are fast to set up and generate results (we’re gonna do it in a week, remember?) and offer a very targeted traffic of visitors who are ready to buy. You can also register yourself as a merchant in affiliate networks, such as Clickbank, Azoogle, or Max Bounty, to have affiliates and super affiliates help promote your product. The only downside to this is the approval process that might take a while.
2. Design Your Sales Funnel (Day 1)
Designing your sales funnel is an important part of your overall list building strategy. You need to make the transition between your Adwords link, your sales page, and your buying confirmation page as smooth as possible. Check for typing mistakes in your sales letter and refrain from using extremely audacious claims that makes your product looks like a scam. Give them piece of mind.
You also have to think of how you can use your list after you’ve obtained them. Are you selling them more products? If so, what type of products? Will you use this list to send traffic to your blog? If so, how can you make more money out of that? More ad revenues? More Adsense earnings? Or what? Make sure you know what you’ll do to your list once you get them.
3. Use the Low Entry Point Strategy (Day 1)
I learned about the low entry point strategy from Perry Belcher and Ryan Deiss, two of my most favorite internet marketers. The concept of low entry point strategy is simple, you’re using your cheap front-end product as a bait for your more expensive back-end products. For example, if you’re selling a complete course in playing electric guitar. And your course consists of 2 eBooks and 20 video lessons. You might be selling your 2 eBooks as a front-end offer for possibly $27, and your 20 video lessons as a back-end (upsell or email them later) for possibly $97.
There are 2 benefits of using low entry point strategy. First, lower price means a lot more people will be able to afford your product. Even if they don’t buy your 2nd offer, they become a part of your list of buyers. They might also buy your second product at a later date, if they found your first one to be good. Second, lower price means that you have a higher chance of over delivering. It’s hard to over deliver on a $2,000 product. But, when the product is only $27, it’s easier to surpass your promises. And when you over deliver, your buyers will be turned into your fans and, later on, repeat customers.
4. Build Your Relationship (Day 2-6)
You need to send follow up emails that provide even more value to your subscribers. I talked about over delivering in my previous point. That’s what you need to do here. Give them useful and noteworthy information in your emails. Send them tips and tricks to help them with their problems. You can even send them free software and tools, if you choose to. Be generous and they’ll pay you back.
5. Time to Harvest Again (Day 7)
If you have done all the steps above. It’s time to make money from your list (again). Since they’ve bought from you before, it shouldn’t be that hard to convince them to buy from you again. As long as you follow these rules. First, sell or recommend them only products that are highly relevant to the product that they’ve bought. So, if they bought a list building course from you, don’t offer them blogging course next. Instead, offer them list building tools or something. Second, be prepared to go the extra mile by providing more bonuses or more discounts for this second offer. You have to one-up yourself this second time around.
These are the 5 steps to build your list of eager buyers in a week. Feel free to leave comments below or tweet it if you like it.
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