SaaS Interviews with CEOs, Startups, Founders
Getting 20,000 Buyers for Your InfoProduct with Sean Malarkey of LinkedInfluence Ep 17
29 Feb 2016
Chapter 1: What is the main topic discussed in this episode?
This is The Top, where I interview entrepreneurs who are number one or number two in their industry in terms of revenue or customer base. You'll learn how much revenue they're making, what their marketing funnel looks like, and how many customers they have. I'm now at $20,000 per top. Five and six million. He is hell-bent on global domination. We just broke our 100,000-unit soul mark.
And I'm your host, Nathan Latka. In the last episode, number 16, you learned from Jordan Gray and how he used a weird phrase and sex strategies to grab impressions from any blog he wanted. All right, our guest today is Sean Malarkey. Sean founded Twixplode, a Twitter training course in 2008 that propelled him into the space of info products.
He's since been behind the scenes, the behind the scenes optimizer of product launches like Facebook influence, LinkedIn influence, and other six figure product launches. To scale his business, he founded Inspired Marketing, a top 100 impact company in America as awarded by the White House. Sean, are you ready to take us to the top? I'm ready. Are you ready? Dude, I'm stoked to be here with you.
I'm glad you made time to get on. Did I miss anything really important in your bio that you think folks need to know?
Um, you didn't mention anything. Well, I'm not going to get into my past, but, uh, I used to have a pretty big career in the adult film industry. Oh, well, yeah. So I didn't want, I know if you were going to bring that up or not, but let's go, let's go.
I can't tell if you're baloney me right now. Cause we're close or if you're dead serious.
I'm like, well, I'm like, I'm like, okay, let me listeners. So what is going to be one of the most epic interviews you've done?
I'm like, how do I, okay, scratch all my questions. How do I ask questions about the adult film industry that I know nothing about? Anyways.
Sorry, dude.
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Chapter 2: How did Sean Malarkey transition into the info product space?
I'm not talking to you anymore. Goodbye. And I was like, wow. Who is that guy? I forget the circumstances. We've talked about it in the past. So I was like, all right, well, I don't like that guy. Yeah, that guy's a loser.
Anyways. Since then, we have been sailing off the Santa Barbara coast. I have tried to watch Sean surf and learn myself. I fail miserably. I have watched him create a very interesting new company called Skate Swing, which almost broke my back off when I visited and about, you know, killed myself in his backyard. But Sean, walk me through what you're focused on selling right now.
Everything, man. You know what? I just... Between Inspired Marketing is the e-learning business. That has been going really well. We're making some shifts, which I can't really talk about, but we have some pretty exciting shifts that we'll be rolling out.
Oh, yeah. What shifts are you making?
Well, we're just kind of... about it, but making those shifts in the business model. I literally can't because there's some things that some other people I need to address first about some of these changes and shifts prior to announcing any of them to the general public.
Okay, let's not announce them, but what's driving the change? Why are you deciding to make a change at all?
Okay, so this is, I can't say too much without revealing too much. Okay, fine. And this is going to sound corny and cliche, but it is what it is. And if you want to believe me, great. If you don't, I understand because it's kind of abused, but literally what's driving the change is providing more value.
And I say that, and it does sound corny and cliche, but this change should ultimately be a much better value for our consumers, not just from a price standpoint, but from price plus what they actually get when they become a customer from Inspired Marketing. So we're making some pretty cool changes that if all goes well, it's a giant win-win-win for everybody.
So for the authors that we publish, for the customers that consume our content and get value from what they learn from us, from a price standpoint, everything. So for us, we should, I mean, it should drive revenues up. That's the theory. So all around, I mean, at the root of it all, Nathan, it's providing more value and also simplifying the business and the business model a little bit.
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Chapter 3: What strategies does Sean use to sell his info products?
In order to win, simply text the word NATHAN to 33444. Again, N-A-T-H-A-N to 33444 for your chance to win hundreds of dollars in prizes every week. The first one is a GoPro and my favorite business books. So, so I think we, you know, we've talked, I have other episodes where we really dive into working kind of with affiliates. And I think you gave some great golden nuggets about how to do that.
You know, getting, getting a face that's already an expert, you know, to power, you know, the opening those doors, you're giving some great tips, but I saw when you made me that delicious cup of coffee, when I was staying in your place, we were sitting there with the kitchen, looking out at the view and
And you opened your Facebook ads kind of backend and just blew my socks off, to be quite frank. I try not to wet myself on the spot. So I want to talk about the 40% of this revenue that you have really driven using tactics that anyone listening right now from the top tribe could replicate. So walk me through how you're driving revenue, you know, via other channels, via marketing spend.
Yes, so it's a big, big topic we could talk long and hard about. But what we did to start was took our existing customer list, uploaded it to Facebook. They now have a tool called Insights where you can just click and literally learn all these great things about your audience. So you can click on Insights and you can learn what the ratio of male to female is.
And how this works, I guess it should be a little bit more granular, but you upload an email list. So let's just say we have a 100,000 person email list. We upload that to Facebook, and in a short period of time, it goes through and matches all of those emails against the Facebook database. And then if there is a match, it will include that.
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Chapter 4: What significant shifts are being made in Sean's business model?
So, for example, I think when we uploaded it, we had 80% of our emails. Let's just say it was an 80,000 number. 80,000 numbers had a match. So, okay, cool. So we have an 80,000-person match. And then you click on insights, you can learn male, female, you can learn age, what their ages are, where they fall.
So it'll say 35 to 40, 45 to 50, and then a certain percentage associated with each, where they live, what country they live in, what their college education level is, all these things. So we uploaded that originally. And before, when they first made that tool available, they didn't have insights. So what I would do is upload that and I would run an ad using that audience. Of the 80,000? Yes.
When I first plugged in the ad, I would say, this will be shown to 80,000 people on the right side. And then I would say, okay, show only to males. And it would change that number from 80 to 40 or to 30 or whatever the number was. And then I would say, oh my gosh, wow. So that looks like we actually have a 50-50 draw if it was 40,000, for example.
So you use that really to get demographic information through process of elimination, basically.
Yeah.
Yeah, so what that really does is tells you exactly who your audience is so that when you go out to do your front-end marketing, at that point, you know who to target to get the best results. Does that make sense?
Yeah, totally. So walk me through what's working like last month. What are you doing to drive via ad spend, not affiliates, ad spend to drive sales of the LinkedIn Fluence course?
So one of the biggest things for us is, and we're in the process right now of redoing the sales page and doing testing on it, and we are seeing conversions almost doubled. So it's pretty fascinating.
What doubled conversions?
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Chapter 5: How does Sean leverage LinkedIn for business growth?
And then from that point going forward, life was just a different game.
Guys, what an insight. Top Tribe Listening, take that with you and live it. Live in your own skin. Sean, I think that's great advice. Now, if people want to actually watch what you're doing, especially because you're such a freaking good marketer, you know, that this big thing that's happening that you can't talk about, where can people watch you online and connect with you?
You know, I guess from that perspective, to stalk or connect, the best place would be either Instagram or Facebook or both. I am a pretty open book, so most of my Facebook profile is public, and I try and share a lot. And I deleted Facebook off my phone and have been spending a whole lot more time on Instagram as a result.
So I'm a pretty visual person, and I share a lot of my life in the visual form via Instagram.
Yeah.
Well, visual, losing my virginity, $30,000 in sales last month on an info marketing product. Sean Malarkey, you're the bomb, dude. Thanks for joining.
Dude, thank you so much for having me. It's been a real honor.
Take care, man. Coming up in episode number 18, you're going to learn from an underwear entrepreneur named Franklin Cole, who went from an underwear startup to $40 million in revenue and seven-figure agency clients.
This podcast is produced by Oration Recording and is sponsored by Eddy Communications and Roanoke, Virginia's Grandin CoLab, the premier workspace for entrepreneurs and growing companies.
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