The Russell Brunson Show
Building Funnels, Crafting Offers, and Winning Clients: More Q&A from Selling Online!
Wed, 18 Dec 2024
Welcome back to the Q&A session I recently had with members of our vibrant Selling Online community. These sessions are always a highlight for me because they showcase the incredible diversity of challenges and opportunities faced by entrepreneurs across various industries. In this episode, we tackled everything from scaling strategies to creating irresistible offers and building long-term engagement with your audience. One key takeaway from this part of the discussion was the power of personalized and innovative marketing tactics. We explored how sending memorable "shock and awe" packages, implementing a Dream 100 campaign, and leveraging direct mail combined with digital retargeting can help you stand out in crowded markets. These strategies are game-changers for businesses looking to build relationships with high-value clients. Here are some of the standout questions and insights from this episode: How do I generate traffic and connect with decision-makers in corporate settings? What’s the best way to structure a licensing program with recurring revenue? How do I create compelling offers for group coaching or membership programs? What steps can I take to improve webinar conversions and increase lead quality? Whether you're fine-tuning your offers, scaling a business, or building a community of raving fans, this episode is packed with actionable advice. Tune in to learn how to refine your marketing and sales strategies to unlock exponential growth! Special thanks to our sponsors: Northwest Registered Agent: Go to northwestregisteredagent.com/marketingsecrets to start your business with Northwest Registered Agent. LinkedIn Marketing Solutions: Get a $100 credit on your next campaign at LinkedIn.com/CLICKS Rocket Money: Cancel unwanted subscriptions and reach your financial goals faster at RocketMoney.com/RUSSELL Indeed: Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/clicks Learn more about your ad choices. Visit megaphone.fm/adchoices
Chapter 1: How do I generate traffic and connect with decision-makers in corporate settings?
Bis zum nächsten Mal. Vielen Dank. Und wenn du fertig bist. Go over to sellingonline.com. It's 100 bucks. Get a ticket. Do not miss this event. I promise you guys, it will change your life. I'm watching Dalhaz coming through Zoom right now and people are freaking out and I want to make sure you have a chance to experience this in the near future. So anyway, I appreciate you.
Hope you're doing great today and have some fun with our next Q&A show. In the last decade, I went from being a startup entrepreneur to selling over a billion dollars in my own products and services online. This show is going to show you how to start, grow and scale a business online. My name is Russell Brunson and welcome to the Marketing Secrets Podcast.
Clayton, let's keep going. Who else we got?
Alright, next up we have Tish Baldez.
Tish, how are you? I could really use your help on getting traffic. And here's our unique niche. So we sell to small and mid-sized businesses. So they may have between, I would say... Sie können so wenige wie 100 Mitarbeiter haben, aber einige haben Tausende Mitarbeiter, aber sie sind immer noch kleine, mittlere Unternehmen.
Sie sind Kooperatoren, sie funktionieren wie Kooperatoren und sie sparen keine Zeit auf LinkedIn. Sie haben LinkedIn-Profile, aber sie sparen keine Zeit da. Und sie sind aus einer Firma von Mitarbeitern, die auch keine Zeit auf LinkedIn sparen, weil sie Mitarbeiter sind und sie haben eine Mitarbeiter-Mindset. Sie werden nicht bezahlt, um Dinge auf LinkedIn außerhalb der Arbeitszeiten zu schauen.
Okay. Okay. Okay. Okay. What we haven't been able to figure out is how to get traffic from people inside of corporations. Because our decision makers are within those organizations. And they just don't spend time looking for work-related things on LinkedIn. Not the decision makers. They hire people to write their LinkedIn posts.
Who's the decision maker for your business? Who's the person inside the business buying?
Yeah, for us, if it's a small enough business, it would be somebody in the C-Suite or a Vice President. For the larger companies, it's usually somebody that has a human resources or a training or consulting type role, lead role, because we sell training, we train consultants. auf die Fähigkeiten wie kritische Denkung, Problemlösung, Kommunikation, die Dinge, die man nicht messen kann.
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Chapter 2: What’s the best way to structure a licensing program with recurring revenue?
Like if like we could have the initial buy in for use and then have an annual like $4,000 fee to maintain access to the course and have Maintain access to staff-facing onboarding courses, permission to use RIP. There's just so many ways we can take the offer and we're trying to figure out the smartest way to do it. Or we can just call the licensing program and charge annually that way.
Do you want annual? Do you want monthly? Does it matter to you?
Or do you just want to make sure that people buy or continue to... I just want to make sure that people continue to buy. I know annual... generally has a better retention rate. I guess the reason I was thinking annual is because to this point, our other course has just been like 5k upfront and then there's no recurring fees from there.
Yeah, cool. Yeah, I think the biggest thing with adding recurring, it's, I mean, it literally is as simple as just adding it, but then it's like, how do we justify, how do we, how do we, How do we talk through that, right? And so I think there's different things. It's like, what are the recurring deliverables that justify them to continue to stay on?
Because that's the biggest thing you'll get too. We're going to send these after the year's up. And then people are like, why am I saying again? What's the deliverables? And so it's smart to have more than one. So I think transitioning from positioning it to like you're getting a course, like licensing is a big piece of it, right?
Because then there's a tangible, like they lose this thing if they're not in there. But it's like, what are the other elements, like what are other things you can add in there also to make it more sticky, right? Because some of me, like maybe they're not using licensing, like, oh, I'm not using that anyway, so I'm out. It's like, ah, crap, I lost them, right?
So for me, I'm always trying to figure out, like even in... So we have like the Prime Mover Foundation Program, but then there's a Prime Mover Mastermind, where people come to Boise three times a month, right? Or sorry, not three times a month, that'd be insane. Plus the virtuals. Yeah, three times a year they're coming out, right?
And so that's something where it's tangible, where it's like, there's this cool experience, people come, they have a chance, and they're going back and forth, and so like, if they, and like that's a recurring, so like... Es ist sehr, es ist ein Schmerz, wenn wir das stoppen, dann verlieren wir diesen Vorteil, richtig?
Also ich denke, wie du, ist da etwas, das du hinbekommen kannst, wo, auch wenn es eine virtuelle Sache ist, wo es so ist, dass etwas passiert, zweimal im Jahr, sechs oder ja, jedes andere Monat, oder etwas, das sie, sie, sie, sie einen Wert erzielen, oder es ist, dass du die cutting edge Dinge zeigst, die nächsten Dinge, die passieren, oder etwas, das sie, sie starten, auszulösen, aber
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Chapter 3: How do I create compelling offers for group coaching or membership programs?
It's just like, you're getting the cutting edge. Like, what's working now? Because...
Okay. Okay, awesome. Thank you guys. Love it. Cool. All right, give it up for Caitlin.
All right. Ich bin in diesem anderen Mastermind-Grupp eingegangen, von denen die Leute wissen, dass sie da sind. Ich bin aufgewachsen und alle in diesem Grupp sind Internet-Marketer. Alle sagen, dass ich das gleiche Geschäft hatte. Und dann haben wir Klickfunnels gebaut. Es hat so viel Diversität gebracht. Wir haben Leute, die im Gewichtsspaziergang sind. Und dann Brick and Mortars.
Und dann haben wir Leute im Dating-Markt. Es gibt so einen coolen Melting-Pot in dieser Gemeinschaft. Schaut euch die letzten vier oder fünf Fragen hier an. Niemand ist im selben Geschäft. Es sind alles verschiedene Dinge. Die Framework funktioniert für alle, aber es ist faszinierend, weil du die Chance hast, von allen zu lernen. Ich liebe unsere Gemeinschaft.
Auch in diesen Coaching-Kanälen, das ist lustig, deshalb habe ich gefragt, ob du denkst, dass alle von ihnen verletzt sind, wenn sie mit einem anderen kämpfen. Du hast keine Ahnung, wie groß dein Markt ist.
Es ist absolut massiv und so viel davon ist unabhängig, aber ich habe bemerkt, dass viele Leute sagen, oh, du bist ein physischer Therapeut, wir müssen sprechen, wir müssen Ideen teilen, anstatt, dass ich diesen Menschen verletzen werde. All right, Funnel Hackers, let's have some fun for a second.
I'm sure you know what I mean. Isn't it a pain when you see the weirdest ads showing up in your feed? Ads for things you know you would never use in a million years. And you start thinking, that person is wasting so much money targeting me for a product or service I will never use. And here's the thing. Those companies probably thought that they were marketing perfectly.
But they were wasting money because they didn't get their targeting right. And that's why LinkedIn Ads is such a game changer. LinkedIn isn't your everyday social platform. This is where over 1 billion professionals, people who are already thinking about business, are hanging out. And their targeting options are unreal.
You can target by job title, industry, company size, role, skills, revenue level, seniority. Literally laser focus to the decision makers who can actually buy what you're selling. It's like having a magic filter for your perfect customer. And if you're serious about growing your business and you don't want to keep paying to show people ads who will never buy, then you have to get on LinkedIn.
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Chapter 4: What steps can I take to improve webinar conversions and increase lead quality?
These are moments of panic and pivot and hustle and breakthrough in every single episode. Bis zum nächsten Mal. So go follow This is Small Business on Apple Podcasts, Spotify or wherever you listen. This is the kind of inspiration that reminds you why you started and helps you figure out what's next. Don't miss it. Ja, genau.
Like there's a lot of people who just joined this thing. I'm like, yeah, it's no different. I just add a couple of breakout rooms. It's like it's all the same. So how this works is you come in and we have people who understand this stuff inside and out. But what's so cool is to take the pressure off of Russell. Russell would be in teaching the same thing.
every single day, you know, six different times or whatever, if he was going to do this one-on-one. There's no way for you to like sustain that. It's like getting max heart rate and trying to run a marathon. It doesn't work, right? You always burn out eventually. Exactly. So what you can do is you can offload this and, you know,
We have very talented facilitators, but it doesn't mean that at first you have to have somebody that knows your product inside and out. We do, but we're also at a different scale. But you can have somebody who comes in who can facilitate a conversation, be charismatic on camera and push to trainings.
So for example, we'll come in, what's going to happen Monday is everybody's going to come in, we explain how this works. Right? But here's what happens is we go in there and I'll do a little thing and we have workbooks that are all built out. And we say, all right, now what we're going to do is Russell's going to now teach you X, Y, and Z, follow along in the workbook.
And then we push, we say, hey, all right, we're going to push it over to Russell. And boom, now Russell's immediately on video and he's teaching these things. But here's the secret. Russell's not live every time. Okay, so he's in there and he teaches it. But guess what I am? The facilitators are live. And then we come out and we always call this listen, learn, work, share.
So you're going to listen to what's being taught. You're going to also like learn as you do it because you're learning the workbook. Then we provide specific times for you to actually workshop these things. So it's not just learning and saying, okay, good luck. We provide specific time frames right then and there for you to go and get the work done.
For example, on Monday, we're going to get your offer done. We're going to go in and we're going to figure out what your Level 10 opportunity is and get your offer done. We can provide workshops to do it and then breakout sessions where you can practice that.
There's something so powerful when you jump into these breakout sessions and you say, okay, let me try this offer out on another human that doesn't know me, doesn't know my offer and is fresh, right? And then so we'll go do that and then you get so much feedback. And then a lot of times we'll do hot seats and so on, say best ofs.
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