Tag Archives: How to build a list
Posted on 07. Dec, 2012 by Our Internet Secrets.
So you’ve started building a list? Fantastic! That’s the first step to a successful online business. Keep building the list, but you need to start thinking how you can grow, nurture and enhance your relationship with your list. This is the real key to online success.
The relationship with your list is far more important than how many are actually on there! Having 100 responsive people is far more valuable than 10,000 none of which even opens up an email.
So here’s a quickfire list of proven strategies you can implement to build your relationship, so the next time you decide to pitch your product or event, you’ll be speaking to a sizzlingly responsive (and not ice- cold) list!
- Provide lots of good quality free content that adds value to your audience
- Recommend and endorse only things that are good quality and great value
- Survey your list regularly
- We use www.surveymonkey.com
- Ask others to donate free gifts that you can give you list
- Look for people who might want to provide that stuff to your list
- Why would people want to do this?
- Because they want to grow their list
- You’ll be surprised at who will give you free stuff – just because they want to get their brand out there
- Eg., car rental place – was trying to step out from the big players – he asked who was his client – it was someone who was only staying a day in Perth and then driving down south to Margaret River – he asked himself what do they want – then he put together a package based on the suppliers he would find on the route – he said I have people hiring a car and they are coming your way – wine tour, places to eat and stay – do you have anything I could give to them – some said no – some said yes – and he gave a gift pack to people hiring his cars – he stood out from the AVIS and BUDGET.
- You can do this with your list online – you want to be OUTSTANDING IN THE MARKETPLACE
- We do this with our faculty members – we don’t claim to know everything about internet marketing – we want to know who knows the stuff – and they get business from our members
- This adds value to members – it took us a while to find the right people – we had faculty members who didn’t perform and asked them to leave – you need to keep in mind what do your list want – if we bring them in – we need to see how we can give them a win out of the relationship too.
- Ask yourself who you could promote in a particular area that you are not interested in promoting. That will go the other way as well – that will give you access to their list as well.
Ask people in your niche to donate:
- Workshop tickets
- eg., Paul Blackburn – we asked for Mental Toolbox tickets – it is an outstanding workshop – so it is good value
- We fully believe in this program and willing to put our reputation on the line
- How are we going to do this where it works for everyone – he gets more people into his list – and those people will do more stuff with him – everyone wins
- Discount vouchers
- Eg., the Clarksons – they don’t give away tickets to their workshop – they raise money for the Starlight Foundation – it is one of the purposes for their workshop – and you get heavily discounted tickets for a donation which goes to Starlight Foundation
- If you know that you are paying $200 going to charity, you say that’s okay and will go
- Webinar invitations
- Reports, audios, videos, books
- If you get an author who knows what they are doing – they will provide you with a hard copy book to send out to their clients – would this be good?
- If you get a book in the mail with an inscription saying – “Hi John, read this really cool book and I also got you 2 free tickets to a workshop – thanks and regards, Andrew”
- If you can’t come up with the cost of the postage – send an email – I have this great gift if you want to cover the cost of postage
- Free trials
- I have this xxx if you want to trial it for 30 days – check it out for a month – if you like it them you’ll be charged for the next month
- Free samples
- We find that some of the bigger organisations have marketing budgets to give these free samples – JUST ASK
BUILD THE RELATIONSHIP
- Send media mentions, testimonials, case studies of successful clients
- Do case studies – tell the people on your list your client’s success stories
- Invite them to teleseminars or webinars
- Use multiple media (email, hard mail, SMS, text, video, audio, live pre-recorded, Facebook, Twitter, etc)
- Do lots of different ways of contacting them
- Offline has a far greater close rate than online – but it generally has an expense connected to it
- Do a mix of things – do an email, follow up with an SMS (this can be automated), send a video / DVD in the email, or newsletter, then follow up with ads on Facebook
- You can also prep people via different methods – eg. SMS – let them know that something is coming by email
- This gets you a better response
Andrew and Daryl would like to teach you how they personally built a huge list plus made $250,000 in their first 12 months online. They are known for having fantastic relationships with their clients and share their system at their 4 day workshop. The next one is in February from the 22-25th at Surfers Paradise on the gold Coast. If you’d like to learn directly from Andrew and Daryl, secure your tickets here!
Posted on 13. Jul, 2012 by Our Internet Secrets.
Fundamentals of List Building
Ever heard of the term ‘The Money is in the List?” Acquisitions of small and medium businesses sometimes go for double or triple what one might expect, and much of the time, the extra finance is well justified
because of a large list acquisition.
Growing your list makes you money!
It’s crucial to develop a list of targeted clients that you can develop a relationship with. This allows you to go back to them ongoing with products about the niche that they are interested in.
It is a huge asset to your business. The bigger the list and the better the relationship – the more money for you. If you keep chasing new clients rather than working with the list that you have – you are missing out on $$$$.
A list will help you build a more stable, profitable business.
In this post we’re going to help you put together a strategy to help you grow your list.
It’s important to understand that a lot of people when they start their online business – they think they are going to get their product up and running first, then do the list.
We suggest you start with the end in mind and start building your business around that bigger picture and part of that should be developing a list as soon as you can, and looking after a targeted list of clients in the area that you are talking about.
1. Why Grow a List? What’s its purpose?
• Essentially, you are growing an asset that, with each new person that is added, increases in value and makes it more saleable. It increases your ability to create money on demand and also to create a passive income. We’ll discuss ways to monetise your list in a future post, but for now, lets examine a few more reasons it should be one of your primary objectives.
• It adds tremendous value to the bottom line of the value of your business – if you have a large list it is a huge asset and adds bottom line $$$ to your business.
• Allows you to sell more to existing clients
– It’s 8 times cheaper to sell to an existing client than to find a new client. Finding more clients will take more time and money.
– Once you have a database you can market to them practically for free!
2. Build a relationship
- People are much more likely to buy from you when they like and trust you
- Our conversion rates for warm vs cold leads – is much higher
Where we have had previous contact, our conversion rate is much higher. It’s really easy if you have a good list, and it enables you to build a relationship by giving them great free stuff, not spamming them and giving them great ongoing support on the way through. This will help you create an upward spiral and building a long term business.
3. Be positioned as the expert in your niche
- If you have a lot of people following you and talking about you and what you are doing – it is a powerful way of positioning you as an expert known and recognized in your niche
4. Issues to consider when growing your list
Value of Your List = Relationship x Size
What was interesting for us was that at times we were asked to do joint ventures with another party going out to our list. We were asked to contact our list in some way and ask them to attend or to check out another person’s product. We were aware that we were up against people with big lists and at that time we only had a modest amount of people on our list (around 3,000) which was small when comparing it to the bigger lists. We found that we were getting more people coming along and taking the action that we wanted and we were getting a better conversion rate than others.
Here’s the equation to understand about the value of your list – it is equal to the relationship x the size of your list. You MUST have a relationship with your list, otherwise you just have a phone book not a list. However, you have no relationship with a phone book list. This is known as cold calling and you get a low result from this type of list.
The first question you should ask is “how big is the list” and “what is the relationship” with the list. Does it have avid followers? Are they annoyed? Have they been over-marketed to or burnt out? It is a key component to getting value and responsiveness from your list.
5. Who do you want on your list? (quality, buyers vs free list)
This comes back to your relationship. What’s better 10,000 who have never opted in or bought your product, or 1,000 who have bought from you?
The smaller higher quality list is better to have!
By having a smaller higher quality list of buyers is a better list than 10s or thousands of people wanting something for free – you’ve built a list of people wanting free stuff. You’ll notice we don’t put an opt-in on our sales page – because this drops our sales by 75% – if people are given the choice for getting something for free or get something for free – ¾ of people go for the free stuff instead.
Be very careful that you don’t combine our eBook strategy with our membership site strategy or off-line strategy – on your eBook website. Once people have bought our eBook, we take them to an opt-in page we take them to a page where we give them a reason why to join our list. They then go to a page to collect their product. You will get a much higher conversion rate with these people.
6. How/ When To Collect Details??
I’ve lost count of the no. of people who have been online for a while, got a blog – and then ask when will I start making money?! They’ve built a list but not built in a way to monetize it. It’s a trap for newbies. Don’t fall into it.
Think about the quality vs quantity, and if you build a list where you offer them free stuff and don’t offer them to buy something. You will upset them if you start asking them to buy something too early. At some point somewhere someone has to buy something – so start with the end in mind and work towards that.
Decide how much personal information you will collect. The more information you collect the less people will opt-in, but the better quality of the people who opt-in – eg., name, address, phone no., date of birth, mother’s maiden name – you won’t get a lot of people opting in but the ones prepared to give you this information means they are going to be good buyers. This is an extreme example – but if you ask for first name or first and last name, you will find a difference. By just asking for the email you will get a higher opt-in rate. However, it is a low level of trust if they are not willing to give you their name.
The value of your list is probably something you can’t workout straight away, but work out the value of a client over time. The way to think about that is: if you have a list of 1000 people how much money do those 1000 people spend with you in the past 12 months? Say $100,000 out of 1000 people therefore the value of the list is $100 per person.
People considered experts in direct response marketing – eg., Dan Kennedy, Mal Emery – they hold the idea that 1000 people in a tightly niched group can bring in $1M over 12 months and do that regularly. When I first heard that I thought it was too good to be true and didn’t believe it would work in our area. We were astounded to find that it is pretty accurate.
Can you get a sense of how important it is to begin your internet business with a big list as one of the key outcomes?
If you’d like to learn some of the latest and most up to date strategies on list building, we’ll be revealing what’s working for us at the next OurInternetSecrets Workshop, which we’ll be hosting in July from 27th-30th at Q1 Resort and Spa on the Gold Coast. We give you the lowdown on what we’re using to build our lists and how to get your lists growing with minimal time and monetary resources.
We’ll also tell you how you can get a copy of our 2 day list building workshop which was 2 full days jam packed with advanced strategies on how to grow, market to and profit from your list. We usually have lots of giveaways at our workshop which includes copies of our List Building DVD Set, but you have to be there to get it.
We have a few tickets left for OIS Blog readers – but be quick as they do book out!