When I first decided I wanted to start my own business and “work for myself” about 10 years ago, I really had no idea what that entailed.
My first foray into the world of owning my own business was an organic food delivery business. I called it “Go Organics”, Organic food for people on the go. I was a chef earlier in my life so this sounded like a great idea.
Well, not all ideas are as great as they first sound, as I’m sure you have learned. I found out pretty quickly that this was going to cost me more money than it paid me and like lots of first businesses it was more of a hobby than a business. This was early in my healing journey as well, though, so it was a great way to cook lots of great food as I got more interested in health and healing.
During this period of time I got really into juicing as well, and started selling this one manual wheatgrass juicer on Ebay. A drop ship company contacted me and told me that they carried this product as well as hundreds of other “healthy” appliances as well if I was interested in offering them as well.
Long story short, my organic food business transitioned into an online store where I sold juicers, blenders, dehydrators and other healthy appliances. I spent $5,000 designing a killer website (wish I had just used WordPress), and started selling lots of products on Amazon, Ebay and my own website.
As you might have guessed, this too wasn’t quite as I had originally envisioned. I had to deal with all sorts of customer service issues, Ebay and Amazon fees, and other retailers on these platforms continually trying to offer the same product at a cheaper price.
Needless to say, someone made a lot of money from this business venture but it wasn’t me. Like everything else in my life, I just treated this as an expensive learning experience. I made Ebay, Amazon and my drop shipper quite a bit of money. I never built an email list or tried to build an online following, but I did learn quite a bit about online marketing and web design / ecommerce.
Both of these early experiences were while I was in a corporate job so the fact that I wasn’t making much money was not really a big deal.
Fast forward to 2010 when I got laid off from my corporate job. I decided to take my love of health, food and natural healing and become a health coach. I took some of my severance pay from the pharmaceutical company that I had been laid off from and enrolled in The Institute for Integrative Nutrition.
After graduating from IIN, I started seeing and building a client base, but I still was spending a ton of time learning all about online marketing, web design and lots of other business stuff. A few of my fellow health coaches asked me to build websites for them. Another friend who owned a marketing agency asked me to come work for her, and Health Coach Weekly was born. This was a way for me to share some of the insights I had learned with other health coaches.
Everything I was doing was trading dollars for hours though, and it didn’t take long for me to realize that this new business I had created was actually taking up twice as much of my time as any corporate job ever had. I loved my clients and helping people, but it felt like I was on a hamster wheel.
My big why was being there for my kids though, so the fact that I was now working at home instead of in an office was really worth a lot to me, especially when my kids were younger. (They are 17 and 18 now)
Perhaps you can relate, but as soon as I reached what I called a good income of $5,000 per month the next month I think I earned $750 and figured out I would need to develop some alternate income streams if I wanted to ever escape the dollars for hours problem.
You read all of these online gurus who say all you need to do is write an ebook and have a group program, sell a bunch of these and you will make 6 figures. I hate to be the one to break it to you, but that is so overly simplistic as to be almost criminal.
Yes, people do build businesses around online programs, but it is A LOT OF HARD WORK…anyone who says different is either lying to you or even worse lying to themselves. In fact, I think online programs are fantastic, but to build your entire business around just this is a hard thing to pull off.
During my early years writing for and publishing for Health Coach Weekly, I had a pretty strong aversion to Network Marketing companies. I have since come to the realization that it isn’t the business model that bothers me, it is the way it is practiced by too many people that bothers me.
I have talked to and worked with enough coaches now to realize that this is one of the more stable ways to diversify your income stream and offer really awesome products to your clients.
The biggest problem I see in this field is the way the “Opportunity” is presented. I wrote all about this myth HERE!
The real truth is that Network Marketing is not a magic bullet or an evil empire. It is a business model and can be great or awful depending on lots of factors that have nothing to do with the fact that it is Network Marketing.
Anyway, the point of this post is not to argue the merits of Network Marketing, if you want to learn more about those, I suggest you check out a movie called “The Rise of The Entrepreneur”
What I suggest for people is to do their own research. After you have done all your own research and come to the conclusion that I have, which is that the actual business model is genius, then you really need to drill down and answer at least 12 questions about any company before you even consider joining them or offering the products to your clients.
Then read my FREE REPORT on “The 12 Things You Need to Look For In Choosing A Network Marketing Company”. This will arm you with the information you need to do your own research.
This reminds me of one of my favorite quotes.
“There is a principle which is a bar against all information, which is proof against all arguments and which can not fail to keep a man in everlasting ignorance-that principle is contempt prior to investigation.”
Feel free to reach out or schedule a time to chat if you would like more information on the company I have found that meets all 12 of these criteria (and more).
I woke up this morning to our first REAL snow of this winter. All the schools are closed, it’s not almost 4 and it’s still snowing!
The first thought I had this morning was not “How much snow are we going to get?” or “Great, kids are off school another day.”
My first thought was “Thank God B-School is closed for another year.”
Disclaimer: I know lots of people that have gone through B-School and have had amazing success following Marie’s program, so this post is not intended to diminish the value of the program, just to give you my opinion on this whole “guru” launch model and whether it will work for you.
I was looking back through my old emails to May of 2011, which is when I launched Health Coach Weekly.
I signed up for 2 online programs that month. The first was “Total Product Blueprint” by Brendon Burchard. The sales funnel was very well done and effective, I got super excited about the prospect of just creating all these different forms of online trainings and making 6 figures by the end of the year. It sounded so simple, yet didn’t quite tell the whole story. In order to sell all of these digital products, I really needed to have an audience of people who knew, liked, and trusted me. At this point I had an email list of exactly ZERO, a website that I had gotten from my school and a website I had setup about Juice Detoxing that I had built while taking a WordPress course the year before.
In 2010 and 2011, I was deep into what I have heard described as the “bright shiny object” syndrome. I have no idea how many courses I bought, went through, and then failed to implement. I learned a lot along the way, and all of this knowledge became the foundation for the idea behind Health Coach Weekly, so I don’t consider it wasted, but I did learn a few things.
These are courses like Marie Forleo’s B-School, among MANY others. The only reason I am singling out this course is I imagine you have gotten at least 100 emails over the past month from a variety of people telling you how great the course is and how they have the best bonus out there.
I don’t necessarily disagree with any of that. If your business goal is to create a business like Marie’s, a high profile online business, then at some point you should probably take her course, or another one similar to it.
If, however, you are like a lot of health coaches I talk to, and are more interested in developing more of a “lifestyle” business where your primary focus is on building a nice, small business that centers around coaching a handful of clients, having a small online program or 2, and maybe a network marketing aspect of your business, then maybe you should look for someone more in line with these goals.
Personally, knowing what I now do, I have no desire to have a business like Brendon or Marie’s. Doesn’t make their model wrong, just not right for me. That is one of the things I love about having an online business. There are a whole bunch of different ways it can look according to what your goals are.
I told you about the first course I took in May of 2011. I didn’t really follow through on much of what was taught and obviously was not “successful” with that approach.
The next course I invested in way called “Inbox Empire” and I think at the time I invested $197. This was 1/10 the cost of the previous course I took (I was in the first class, it has since gone up to a higher cost), but I have gotten 1,000 times more value from it. I followed along with every step of the course and did everything they suggested to do (almost). I started to share valuable content and 4 years later I have a very nice business that I am proud of and is in alignment with the lifestyle I want to lead.
The moral of the story is not to say you shouldn’t be buying online courses. There are definitely quite a few skills you will need to learn and master in order to have a successful business. The key is to find programs that you trust will move you towards your goal and then 1 – pointedly focus on following the steps laid out. I promote several different programs every year with business coaches that I personally know, like and trust to bring you the goods and move you towards your goals. If I don’t think it’s worthy of your time, I will not share it with you.
Since I was in the “charter membership” class of Inbox Empire, there are still weekly calls that I can get on and have my questions answered. I think with the other “Big Box Course”, there were 6 big group calls, but I never had any personal interaction for my $2 K.
Another reason I never promote B-School, besides the fact that I have never taken the course, is that I don’t feel like creating a $1000+ bonus package in order to entice you to buy it through my link. So if I were to signup, I would search around to see who had the most valuable bonus package for me. As a health coach, I imagine this would be something from Cathy Sykora from The Health Coach Group. She is someone who has gone through the program, had amazing success, and knows what sort of bonuses would help a health coach.
There you have it. If you are enrolled in B-School this year, my suggestion is to really focus 110% of your energy on it, so that you get all the value you can.
If not, and you are like me, you can be relieved that for at least 11 more months, you will not have to wade though a daily deluge to your inbox.
Are you using webinars yet to promote your health coaching programs and services yet? If not, let me encourage you to jump in, the water is warm.
Don’t get overwhelmed with all the technical challenges, it doesn’t need to be all that hard. What are some reasons why you should be doing webinars?
So let’s break down some of these benefits.
You have probably heard me talk about this before, if you want to be a success online, you need to pick a niche and then become seen as an authority figure to that group. This doesn’t need to be as hard as it sounds. Lots of coaches get overwhelmed when they see all the super successful coaches who have 7+ figure businesses and are the so-called “gurus” in their niche. If you want to play on that stage, awesome, I applaud you. However, just because you don’t want to be the next Oprah or Dr. Oz doesn’t mean you can’t be an “expert” in your field.
You have probably heard that to build an email list you need to create an irresistible free offer, put up a squeeze page and then deliver the content to your subscribers. Well, guess what one of the most effective free gifts is? You guessed it, you will likely get way more people to sign up for a great informative free webinar than you will get to download an ebook or video from the homepage of your website. This doesn’t mean those other things aren’t important, but webinars are a great way to kick start your email list building efforts. This is the way I have built up Health Coach Weekly.
Everyone tells you that you need to create a sales page to sell your programs and services, what they don’t tell you is that the conversion rate (how many people actually buy) of most sales pages is very low, in the 1-4% range. What does this mean? If you have a 1% conversion rate on your sales page, then for every 100 people that land on your sales page, 1 person will buy your product or service. Of course these numbers can vary wildly and writing a good sales page is another skill entirely. The best way to get someone to sign up for your coaching program is to have a 1-on-1 session with them, this is why IIN suggests that you do a health history with people. This is fine when you are starting out, but eventually you want to do things to more effectively leverage your time.
Here’s a good idea for a starter webinar sales funnel for a health coach. Pick a topic that you are an “expert” in and that your target market will be interested in learning about. This can also be applied offline to talks you give at local events.
So what is a good call to action? When you are first starting out, this could be something as simple as getting people to an introductory consultation. Make sure to give it a great name and build up the value. Instead of just giving away a free health history, make sure your introductory sessions are high value and charge something for them. The goal isn’t to make money here, but to qualify potential clients. The problem with “free” is that lots of people will sign up with no intention of a further commitment.
If I come to a “Weight Loss Breakthrough Session” with you and actually give you some money, I will definitely show up engaged. This actually makes it easier to then sell people into your paid programs since the freebie seekers will have never made it to the initial consultation stage with you.
Of course if you are just starting and really need clients, don’t charge for you initial sessions until you have a full calendar.
One bit of advice, if you are selling a high dollar service, go for the initial consultation, not the sale, until you get really good on webinars. Most people will need to actually have some sort of relationship with you before they are willing to spend hundreds or thousands of dollars with you.
If you are doing something like a $67 winter detox, then a webinar is a perfect platform for this. Pull out some of your best content, make it into a webinar and then sell your detox at the end.
I know lots of coaches get uncomfortable with the whole “selling” thing. I get it, but if you are delivering great content and programs, how else are you planning on changing people’s lives and actually getting paid?
Next week we will talk more about webinars, what the best platforms are the best, and how to have a great event.
For now be sure to check out this amazing 10 Video Course from our friends over at Lead Pages on how to build a webinar funnel. This applies no matter what tool you use for you webinar, but obviously they are biased. I’ll have other tips for tools you can use in an upcoming article.
I remember when I first started trying to build by list online. I spent about a week learning how to make a custom aweber box to put on my website. After studying online marketing for awhile, I learned that I really needed to be creating some dedicated squeeze pages if I really wanted to build my list. For those of you new to the term, a squeeze page, also known as an opt-in page or a landing page is a page on your website that has the sole purpose of collecting email addresses from your subscribers in exchange for some sort of “free gift”.
I can’t even begin to count all the hours I wasted trying to create these kinds of pages on my own. I tried different WordPress plugins, creating custom forms and every month there was a new “bright shiny object” that promised to make the job easier. I bought them all. Some of these products were OK, many of them were a waste of money, but they were all very lacking.
This all changed a couple of years ago when Lead Pages hit the market. The first time I saw this tool, I was sold, and over the past 2 years it has only gotten better, with tons of new features added every year.
In this video, you can see a few of the latest upgrades that will make building your list that much easier.
This feature called LeadBoxes is revolutionary, especially if you have a non WordPress site, like an IIN site. Before this, my recommendation was always for people to build custom html Email optin boxes in whatever email service they used and to create Squeeze pages off of their website. When you watch the video, you can see 3 separate ways you can use these new Lead Boxes to start capturing email addresses on your website today. For a quick demo on my test IIN site, go check out this LINK! I have all 3 techniques setup on the home page. You can use 1 or all of them.
1. Leadbox set to popup when you land on site. In actual practice, you would make the time before this appears longer and there is also an option to not show it for x number of days so you don’t annoy readers.
2. Leadbox set to popup when you try to leave the site. Again, you would not show this every time like I am doing.
3. If you click on the image at the bottom of the page, you will also get the same leadbox, without having to send them to a separate page to collect their email address.
This is only one of the many features of this amazing tool, if you would like to learn more about some of the other features, CLICK HERE and sign up for the webinar.
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I assume since you are reading this that you want to learn the most effective ways to market you health coaching or wellness business, right? Once you start diving into the world of marketing, you realize that it is much like diet, there is no one size fits all approach.
There are however, some things that just don’t work and end up sabotaging your business instead of building it. Much like in health and diet, we all can agree that eating lots of processed food and tons of sugar is going to harm your health no matter what kind of diet you eat.
What prompted me to write this post was all the ineffective and counterproductive ways I see all sorts of people trying to market themselves online. This is another one of those tough love moments for some people. If you are using one of these methods and it is working great for you, fantastic. Just ignore everything I am saying. If, on the other hand, you are trying these and not getting any results (as I would expect) please don’t beat yourself up, just stop and try something new.
As an online publisher in the Health Coaching arena, I probably get approached a little more than most people by many of these techniques. When I am feeling gracious I simply respond with a very polite notice saying why I think the person should try another approach. Normally, I just ignore the messages or emails and when I am feeling especially cranky, I hit the Spam button. My guess is that for most people, the response to this type of marketing is probably in the reverse order of mine.
This is the modern equivalent of cold calling. I’m sure it works for some people, but like cold calling it will be a very SMALL percentage of people that respond. I routinely get emails and social media messages from people I have never heard of, never met and never asked them for any information. It usually goes something like “I have this awesome product that you have to check out!” or “Are you interested in making more money?” My favorite is when I get a follow up message to this initial spam asking me if I got a chance to look at whatever they are hawking.
Most of these types of messages come from Network Marketing reps which is one of the reasons why that industry has the reputation it does. Network marketing businesses are like any other business, you need a solid marketing plan and sales funnel in place. Just aiming your message blindly at the world will not lead to much success.
I hate to bash network marketing, it just seems that this is where some of the worst marketing practices show up. I guess this is understandable since many times it is a case of someone who knows nothing about business coaching someone else on how to build their business.
This is mainly on Facebook, but can be any social media account. I hate to be the bearer of bad news, but unless you are using Facebook for advertising (which you should be), having a ton of likes on your fan page is not going to really do much for you. I understand the excitement, a new business and we want others to know about it. I see this in the health coaching arena a lot, people go into groups of their peers and ask people to like their page or get on their list. Unless these people are in your target market this one is another time waster.
While I am not a huge fan of selling in general on Facebook, this is specifically aimed at those who post their sales messages on pages and groups that are not theirs. Other people create groups to serve their audience and sell their stuff, not yours. This one can get a little tricky, but my basic rule is never to put up any kind of sales message on a property that you don’t own or control. If your material will serve this audience and the owner of the page or the group is OK with it, post useful content or resources, but not sales messages.
Here’s another one I see lots of starting network marketers do, once again this is an exaggeration. The message usually looks something like
“I only have room for x more people on my team. I haven’t tried the products yet and have no idea how to build a business, but my up line told me to do this. Join me and you will be earning a residual income in no time”
OK, so maybe it’s not usually that bad, but you get the idea. Network marketing is a very valid business model, but do yourself a favor and get educated before just blindly doing everything someone tells you is a good idea.
Enough of my rant, sorry if any of this came off as overly negative, but I think there are lots of people using techniques like this and wondering why they are not getting the results they hoped for.
Don’t take all this as an indictment of network marketing. I think network marketing can be very effective and done well, it’s just that so often it isn’t. It’s pretty easy for me to dismiss 90+% of the companies out there simply by looking at the ingredient labels and another 8% by realizing that the prices are so expensive that nobody but sales reps will buy the products. Here is a post I did awhile back about the Network Marketing Myth you might find valuable.
No matter what kind of business you are doing it still comes down to the same basics. Developing relationships and providing value to your ideal client and THEN offering your products and services to them. If someone hasn’t given you their email address yet or signed up for an event you are doing, they probably are not interested in buying anything from you. Start generating valuable content and relationships first, worry about making money second, not the other way around.
Why is it that lots of holistic practitioners and health coaches I talk to think advertising is some big mystery or a dirty word? We have no qualms about spending half our day writing blog posts, facebook, twitter and google plus posts, putting pictures up on Pinterest and Instagram. Do you fall into what my friend Eric Walker calls “The Loop”? Let me know if this sounds familiar.
Are You Stuck In The Loop?
“The Loop” for entrepreneurs, is worse than a morning commute
I used to be stuck in The Loop.
Here was my typical loop:
First thing I did was open my email
There were the new video uploads to YouTube that get sent to me automatically; there was Seth’s daily post; there were emails from clients, launch sequences and the content that goes with it, and at least 10 or more emails that I would open.
Then onto Facebook
First I’d go through my notifications, and respond where appropriate. Then my news feed where I might comment on anything and everything.
Then over to Instagram, and a quick trip through Twitter
I’ve timed this, and usually it’s 20-30 minutes. That’s 20-30 minutes that I used to spend first thing every day consuming rather than creating.
I am not saying that we shouldn’t be doing any of these things. It is important to keep educating ourselves if we want to be seen as “the expert”. Eric’s point in this post was to create before you consume. It is easy to stay stuck in an endless loop of education and busywork and never really get down to the things that are going to actually propel you forward.
Depending on what your business model is, this may be different things, but when it comes to social media, at least a portion of what you are doing should be directly building your audience. No matter what your business model, you need an audience to speak to.
If you are overwhelmed by all the technology and just starting out, no worries, go book a talk at your local health food store, church, school, or anyplace that will have you. This is really the fastest way to get in front of people if the technology piece is still beyond you. Coaches are always asking me the fastest way to find clients and this is it. Book a talk, get people to come and then get them to either sign up for a low ticket offer during the talk or a consultation. It is much easier to “sell” your more expensive services 1-on-1, either after a consultation (please come up with a better name than a “health history”) or after someone has gone through a lower tier program of yours and gotten to know you and get results. This is “sales funnel 101″ and where most people start.
Once you are ready to start moving online one of the first things you need to work on is building an audience. I have talked about a couple of different business models over the past couple of months, but they all have 1 thing in common, you need an audience.
My favorite way to quickly build an audience is by using Facebook ads. SEO, social media, blogging, and all those activities are great, but they take lots of time, are not always consistent and can even stop working. I remember at one point my blog went from getting 300 visitors per day down to 50 in just a few days due to some Google algorithm change. If I had relied entirely on Google to build my business, I would have been up the creek without a paddle. This is true of any single means you might use for building your audience.
The one thing that I have found to be fairly consistent is to use advertising to build your audience. If you are new to the world of advertising Facebook is definitely the place to start. It is easier to learn than many other platforms. This is a screenshot of a couple of campaigns I currently have running and you can see that it can be a very cost effective way to get subscribers.
I will have to warn you, however, the numbers you see are not typical results. I have been studying facebook advertising for years and have figured out what works for me and what doesn’t. I have talked to lots of people that try Facebook ads for a couple of weeks with no training (maybe they read a blog post or listened to a podcast) and complain that they are getting terrible results.
Also, if you are going to invest money in advertising, you need to at the minimum have a nice looking lead capture page. Paying for advertising and just sending people to your website’s home page is a waste of money.
You hear some people talks about penny clicks on facebook, let me tell you that for the most part that is a bunch of crap. If you can consistently get new subscribers for $1 – $1.50 each you are doing very well. The great thing about Facebook is that you can do some pretty interesting targeting, so that your ads only show up to the exact people you want to see your ads. This is another reason why having a very targeted niche becomes even more important as you move your marketing online. It is really easy to throw up a facebook ad and target a million people. Of course your results will be terrible, the audiences that I target for the above illustration are fairly small, but they are very targeted to people that want to hear from me. There’s a good chance that you found me this way.
I would love to invite you to a webinar with one of my Facebook advertising mentors, Amy Porterfield.
I have a confession to make, I used to hold some serious misconceptions about network marketing. It was about 10 years ago, I found an organic skin care company that I thought was going to be “the thing” that finally allowed me to quit working in the pharmaceutical industry and work for myself. I fell for the network marketing myth. I signed up (under someone who really didn’t understand the business), learned all I could about the products and the company and started doing what the company told me to do. Basically it was the same story, go approach every person you have ever met and tell them how awesome this business is and how they can make a good income by just sharing the business with a couple of people.
If you have ever joined a network marketing (sometimes referred to as MLM, or multi level marketing) you may have run into some of the same stumbling blocks I did. I hated “selling”, I got a knot in my stomach whenever I would go tell a friend of mine about the business, and after about 5 months, I became one of the huge number of people that were happy to tell everyone that network marketing doesn’t work.
So fast forward quite a few years. When I started Health Coach Weekly a few years ago, I brought this baggage with me. I said I will “never” promote any thing in the network marketing industry. Then a funny thing happened. I met person after person that had made it work for them. Sure, many of them were promoting products that there was no way I would put my seal of approval on, but I started to pay attention. Then I met someone that had built some enormous organizations without ever approaching her warm market (now I’ve quite a few more). I even have a friend that almost never calls someone to get them to join her business. Either they call her or just show up, and she is more successful all the “old school” marketers in her organization.
So by this time last year I had seen enough to know that my judgment of the business model was wrong but I still was hard pressed to find a company that I could really get behind.
I basically found 3 kinds of companies when I started really doing my research.
I’m sure you have sat in on some of these “opportunity” calls or webinars. They all sound great, just get a few customers and sign up 3 more “business builders”, help them do what you did and you will be all set. Like most things in marketing, there is a kernel of truth to this. In theory, at least…in reality, it is a lot of hard work, just like every other kind of business. I do think, however, for health coaches, there is a good place for network marketing for most coaches. At the least, you are probably wanting to be able to give your clients access to some really excellent products, and if you find a company that has managed to keep the pricing competitive, this can be a nice extra income source. Most coaches I talk to already recommend certain products from the health food store. If you can find similar products that are valuable for your client and you make money on, I look at that as a win-win.
Of course, the big thing that seduces people into looking at network marketing is the promise of “residual income”, basically earning money tomorrow for work you have done today. Anyone I have talked to that has actually built up a substantial residual income did not do it by signing up 3 people into their business and then helping them. I know some people that have done it in amazingly short amount of times by working incredibly hard and following some very good systems and training. But even the friends I’ve met who took 3 or 4 years to build up a $10,000 – $20,000 + / month “residual income” still worked very hard.
So basically, what I am saying, is don’t throw the baby out with the bathwater like I did. Network marketing is a perfectly fine business model as long as it is done right. Just like there are slimy internet marketers and used car salesman, you can find the same thing in network marketing. There are also lots of heart centered network marketers full of integrity just like in any other field. They are just not always the ones that are speaking the loudest. Just don’t fall for all the low-work, get-rich hype that still exists in the industry and fuels this whole network marketing myth.
I don’t try to “prospect” everyone I meet, in fact, I’ve gotten kind of particular about who I want to work with personally so if you interested in learning more about what I’m up to in this arena, just drop me an email. I answer all my own messages and would be happy to share my experience with you.
If you have been implementing the strategies I discuss at Health Coach Weekly (or even if you haven’t), you know the importance of building your email list. This is probably the biggest thing I see health coaches put off. Building a list of people to talk to is crucial for your success, no matter if you are marketing your business online or not.
The likelihood of someone deciding to hire your for 6 months of coaching after just meeting you or hearing about your offer is pretty low. I know this is hard to hear, but if you think about it, not to hard to understand. People need time to get to know, like and trust you before they are willing to invest the kind of time and financial commitment needed to hire you as a coach.
So you’ve gone through the hard work of setting up a newsletter system and one or all of the following:
Great Job! That is definitely one of the first steps towards building your list. I have a question for you now. Where do you send people after they sign up for your free gift? If you are like many people I see, you have setup a list in something like aweber or constant contact and once they sign up for your list, they go to a page that looks something like this.
Now for the second question. When is your new potential customer most engaged? That’s right, right after they hit the submit button on your opt-in page. You really need to send these people to some sort of custom thank you page while they are interested. They may have just found you on Facebook or while searching for the solution to some problem in Google. They want more information from you. This is a great place to do one of the following:
What you don’t want to do is to send them to the default thank you page you get from most auto responder services.
Here is an example of a webinar thank you page I am using.
This is a way of building engagement with you and your audience. By using a simple system like this, you can build your fan base on Facebook and your followers and engagement on Twitter at the same time you are promoting your free offer, in my case a webinar.
Another great technique I have seen people use is to offer some sort of great deal on a low cost offer you have. This could be an eBook or information product you have created. Something that will serve your audience and get them used to spending a little bit of money with you. Once people consume your free offer and low cost offer and have gotten some good results, when you invite them to join you for a higher ticket offering it won’t feel like selling. You can just say “If you got a lot of value from this, then I would love to go deeper with you.” This would be a much better time to offer a free or paid consultation with a perspective client then having that as your first offer. They have already learned a little about you, have decided that they like you and your style, and are interested in more information. In the sales world, this is what is known as a “hot lead”.
Of course I wouldn’t call it a “free consultation” or “health history”. Come up with a sexier name that speaks to the transformation you will provide your client through your coaching.
Another technique to use if you are using “double opt-in” for your email is to send them to a page like this.
Again, you are leading your readers by the hand to the next step they need to take.
If you are unfamiliar with the terminology there are 2 options when you are setting up an email system to capture emails from an opt-in page. You can either use single or double opt-in. I am a proponent of single opt-in as long as you are targeting the right kind of people and providing excellent content. (which I know you are ) But I understand that lots of people recommend using double opt-in, where a new subscriber needs to actually go their inbox, find your email, and click on a confirmation link. If you are doing this, you absolutely need something like the image above. We live in an ADD world and people have short attention spans, especially since chances are your new subscriber has just found you and may be searching all sorts of websites at the same time as they found you.
You need to stand out, provide great content, and always lead your readers on to the next step.
If you would like to learn how to create these kinds of pages for yourself (and many more) please join me for a special webinar with Tim Paige.
Are you using Facebook to build your business? There has been a lot of talk in the past year about how it is getting harder and harder for businesses to use Facebook to build their business. While I don’t entirely disagree with this, it doesn’t tell the whole picture.
So why have people been saying this? In the early days of Facebook, when you posted something on your business timeline (or personal profile), all of your friends and fans saw what you posted. This made it very easy to connect with your fans, build your list and everyone got very excited. Anyone who has been online for long knows that the one constant is change. This is true in all our lives, but online, it is much faster. Back then, Facebook only goal was to increase their subscriber base and collect as much information as possible about every use as they could. They did a masterful job of this, more than likely about 90% of the people you know are on Facebook to some degree.
In the past 3 years since I have been using Facebook to build my business I have seen tons of changes. Many of these have made it harder for the novice marketer to gain traction, but I still think Facebook should be a part of your marketing strategy. Here are some of the changes and some of the current opportunities.
Custom Apps Are Not As Effective…or are they?
You probably know about the custom apps you can have on your business fan page. These are the tabs right below your timeline cover where you can put a variety of things from custom landing pages to You Tube videos and much more. A couple of years ago, you could set one of these as the default landing page for your fan page. This meant that any new visitor to your fan page went directly to this tab. This made it super easy to start building your email list, since this could be a free offer or a webinar signup page. When they changed this to the timeline being the default you heard lots of people whining on Facebook.
Another problem custom tabs is that they are not viewable on mobile devices. So even if you have a tab with your optin page and you put the link up on Facebook, anyone who clicks on the link from their phone (which is a growing number every day) will go to a dead link. There is a way around this, but you need a third party tool like Lead Pages that will create a mobile redirect page off of Facebook if you want to share your custom tab links on your timeline.
With the growth of mobile more and more people are checking Facebook from their phones or tablets all the time.
This was the start of pushing business owners towards buying advertising to get their message out into the newsfeed of their fans.
Your Fans Are Not On Your Business Page
Let me ask you a question, when was the last time you actually went to someone’s fan page more than once? That’s what I thought. Most people interact with fan pages from their newsfeed so if you’re not there, you are basically invisible to them. This is a hard pill to swallow. It used to be that if you shared something on your fan page, you could expect a fairly significant percentage of your fans to see your message. This has all changed over the past year.
This article goes deeper into the problems with Facebook’s Newsfeed. His basic point is that we are now all advertisers. Like it or not, this is the future of Facebook. When they went public, the priorities shifted. Sure, they still wanted to grow their user base and collect your information but now their main focus is on generating income for their stockholders.
You Have a Limited Time To Engage New Fans
Right after someone “likes” your fan page is the time that they are most likely to become engaged with your posts. Every day that passes that they do not like, comment, or share something from your fan page increases the likelihood of you dropping off of there newsfeed…probably for good. Facebook used to use an algorithm called Edgerank to determine what posts showed up on your newsfeed so that all you needed to do was get some consistent engagement and and you would be good to go, there new algorithm is much more complex and I’m assuming is designed to increase their revenue, not necessarily to give you the best user experience.
So What’s The Good News?
I have been saying all along that the two most important things to do with Facebook are to cultivate relationships and build your email list. Facebook is still a great place to join groups of like minded people and connect. Really no different that networking off line, need to reach out to people one on one to create an actual connection. This does not mean you need to speak to everyone on your email list but if you want your ideal clients to spend any real money with you, you definitely need to be talking to them personally, whether it’s on the phone, Facebook or in person.
As a list building tool, Facebook is still super popular. I won’t get into in this article, but advertising on Facebook is still the easiest and most effective way to build your list with paid advertising that I have seen out there. My favorite strategy last year was to create an image and upload it to Facebook with a link to a landing page in the description. Then use this post to create what is called a promoted post in the ad manager. Facebook recently announced that these will not be shown as much as they used to in favor of link-share posts, so that is my newest recommendation. For a description of how to create a link-share post, check out Amy Porterfield’s article on this. One thing to keep in mind when setting the featured image on your website pages or posts is to make sure the image size is at least 560×292 pixels, otherwise Facebook will resize it down to a thumbnail.
Which one would you be more likely to notice in your newsfeed?
You really don’t want to be selling your services or business opportunity on Facebook anyway, that is much more effectively done through things like email marketing, webinars and free consultations. So don’t focus too much of your time on crafting the latest thing to share on Facebook unless you are doing it within groups of people who you know are your ideal clients. Your time would be much better spent focusing on some list building strategies and then a great email follow up sequence so you can start connecting with them.