There’s a third method I’m using and that’s full-blown webinars.
These can be either live or pre-recorded.
The idea behind the five-minute webinar is that we are selling to individuals. A person searches for information, and we provide them with the information. If we’ve done everything correctly there will be 100s even 1000s of people searching for this information, and we give it to each one of them.
So, with the five-minute webinar, we are selling to one but with the full-blown webinar we are selling to many. There will be many people listening to the webinar as a group. We promote the webinar with ads, banners, etc., just like the five minute one, but we give them a specific date and time to be on the webinar.
Let’s say we get 500 people on this webinar, and I have a 35% closing ratio; that gives me 175 people who sign up for the free 21-day trial.
This webinar doesn’t need to be a one-time event. We can continue to promote this webinar and run it multiple times. In fact, we SHOULD continue to promote it.
We need to keep in mind that this is a full webinar; it needs to be 60 – 90 minutes so it’s a lot harder to create than a five- minute webinar.
Those are three different methods that I’m currently using to promote the Marketing University, 21-day free trial offer. I won’t just depend on them. Of course, I’ll test other ways, but these are the most important I am focusing on right now.
Full webinars work great for me because when people are on a webinar, they know they will be sold something at the end. They are ready for the pitch. In my pitch, I tell them this membership is worth $36,000. They’re ready for that—they know the final offer will be less. They I tell them they can have it for $97 a month or $970 if they pay for a year in advance.
This is probably close to the figure they were expecting so now they have to judge from the training during the webinar if the program is worth it to them. But before they get time to think about it, I tell them it’s free for a 21-day trial period. What do you think is going to happen? I’ll tell you what’s going to happen…we’re going to get a boatload of people signing up for the free trial.
This free offer takes them by surprise; they were expecting to pay something and suddenly it’s offered to them for free. When was the last time you spent 90 minutes on a webinar that ended with a free offer? It happens, but not often.
Let’s talk a little about the 21-day trial offer.
I believe this is a very powerful way to get people to try your offer or service. It works great with membership sites but will also work with other products.
Look at the 21-days as an incubation period. After the 21 days we will know exactly how many people will stay and how many will leave. So, after the incubation period we have our numbers. I’ve been doing this since November, so I have been able to get a feel for my numbers which average 35% closing and 50% of those continuing on as paid members.
Once I have proven my numbers, I’ll work on adding another aspect to this. I’m going to incorporate affiliates and joint ventures into the mix. I plan to pay out $40 a month affiliate commission to affiliates who have referrals who stay past the 21-day trial offer.
From an affiliate’s perspective, this is a no brainer. All they need to do is offer their list a free trial subscription. I supply excellent training and convert their referrals into paying customers. The affiliate then receives $40 a month for each of their referrals, for as long as they remain a paying customer.
Let’s say you refer 10 people; using my numbers, half of them will stay. That’s $200 a month in your pocket for offering a free trial to your people. I think this will be one of the easiest, most lucrative affiliate programs out there.
For me this will be the icing on the cake. I know I can’t depend on affiliates to meet my goals, but it does add a nice cushion to the numbers. I’ve said this over and over—you should never depend on others to promote your products or services. I learned long ago that you have to be responsible to meet your own numbers and goals.
I’m using opt-in pages throughout this process which means I’m building an asset in addition to adding members to Marketing University. I now have these names on my list, whether they bought or not, and I can make other offers to them. They become a very valuable asset.
Let’s say that even after my eight-day follow up they don’t purchase. That’s okay, this current offering may not be for them. But I know one thing—they have at least some interest in what I’m selling, or they wouldn’t have opted in in the first place. And as long as they don’t unsubscribe, I can assume they still have some interest in me and my products. So, after the eight days I can offer them other products.
Here’s another thing I look at when I do a promotion like this—can our system handle it? We currently have about 1,600 members in Marketing University, not all are active, but they are there, and we have no problem handling that number.
But, if we suddenly add 1,000 new members, the majority who will be active (at least at the beginning). We have to monitor our systems and make sure everything is running smoothly. We have to be ready to apply the brakes a little if things are growing faster than our back end can handle. I don’t expect this to be an issue, but it is something we will keep an eye on.
This is working for me, and it will work for you too.
If you wish to view the entire live training which contained my numbers and detailed tactics just log into your Marketing University member’s area and click on “Weekly Training” (left hand menu). Once the trainings come up choose the “What Is Armand Doing” training.