When it comes to getting people warm when they come into the area where they can see the offer, I’m trying to think about what questions people have and what challenges they’re having. And I’m making the content that speaks exactly to that.
I want to have the conversation that’s going on in their mind as the famous copywriters were saying. I want to take case studies from actual customers and publish them on my podcast, I want to set up little video snippets that cover a framework. I call it TEA that speaks to a topic that is current, that explains what’s going on and then answers it.
And then by the time people are consuming this, and then if you add things like a book, you know, if you combined the book, the podcasts, the small videos, and then they see you posting here and there on a Facebook group of a very specific interest, or they hear you moderating a Clubhouse group, by the time they get to your site and see the stuff, they’ve already decided that you’re a viable solution. And now it’s just a matter of not putting too much friction there.
So sometimes you could actually remove the strategy call and just have a prompt to either purchase or get in touch. And you can engage them with an email. So one of the most effective things I’ve put on my website is a “Get in touch with James” button. They click on it, it populates an email that actually says, “Interested in SuperFastBusiness?” And they ask me their question and then I email back with some dialogue. I might answer it or I might ask some refining questions. And occasionally, I will jump on a call. We’ll have a quick phone call or just make sure if they’re uncertain or they have a question, I’ll answer the question. But then when you’ve done that, then they’re in a place where they can make a decision and every possible barrier or objection has been removed.
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