The Russell Brunson Show
Pricing, Niches, and Strategies to Skyrocket Your Success: Q&A from Selling Online!
Mon, 23 Dec 2024
Welcome to another segment of our lively “Selling Online” Q&A session, where we dive into more of the most pressing questions from our incredible community. It was an energetic follow-up to our previous VIP session, packed with actionable strategies and personal stories that can help take your business to the next level. From tackling Dream 100 campaigns to leveraging unique marketing strategies, this episode is all about turning big ideas into real-world results. We covered a variety of intriguing topics, ranging from personalizing outreach for high-impact connections to the art of leveraging live and recorded webinars to scale your offers effectively. Whether you’re trying to master cold outreach, refine your niche, or explore new pricing strategies, there’s something here for everyone. Key Highlights: Dream 100 Strategies: Learn how to make meaningful connections and follow up effectively using personalized video messages. Webinar Magic: Discover the power of live and pre-recorded webinars and which strategy might work best for your product or audience. Data Insights: Tips on leveraging data appending services to deepen your understanding of potential leads. Pricing Strategy: Insights on how price points affect conversions and when to go niche versus staying broad. Personal Stories and Lessons: Real examples of how strategy, preparation, and passion intersect to drive success. If you’re ready to refine your strategies, strengthen your connections, and push your business forward, this episode has you covered. Don’t miss the chance to tune in and gather some game-changing insights! 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: What are Dream 100 strategies for effective outreach?
Ich habe mein ganzes Plan hier geschrieben. Nachdem ich dachte, ich werde ihnen ein Geschenk schicken, ich habe etwas in mir, ich würde gerne, aber du hast gesagt, nachdem du das machst, mach sicher, dass du überall auf Social Media bist, damit sie dich überall finden können. How do I get in front of them when I don't know where they spend their time on social media?
So you said be everywhere they are, right?
So how do I do that? So I'm assuming you have their email addresses. Do you have their home addresses? What data points do you have on them?
All we really have is where they are in social media. Their social media accounts.
That's what we have from them so far.
These are corporate leaders that do not provide that information unless you have their relationships with them.
Well, the good news is that we are in America and America has got no privacy. Yes, that's true. Just so you all know, this is how it works. So we do this all the time. So there's data appending services that you can hire. So I think Melissa Data is one. There's probably a couple other ones.
But basically, if I have someone's email address, I can send it somewhere and they will give me all the rest of their data. Or if I have someone's home address, I can send it somewhere and they'll give me all the rest of their data. So if you have any data point of someone, you can get most of the rest of it with like 98% accuracy or something like that. So you do data appending services.
So you get whatever you can, right? You can try to scrape contact, scrape information. Anyway, this is like the gray hat. Vielen Dank. Das sind die Leute, die von Salesforce von 0 bis 100 Millionen Euro ausgetauscht haben. Und das haben sie alles durch kaltes E-Mail und kaltes Anrufen gemacht.
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Chapter 2: How can webinars enhance online selling?
Wir wissen, dass sie das schon wollen. Es ist ein bisschen mehr Arbeit, aber man, du bekommst einen Kontrakt, einen Deal, einen Engagement. Es kann wert sein. Kann ich dir sagen, was nicht zu tun ist?
Auch nur für einen Sekunden. Russell trinkt nicht, ich trinke nicht. Es ist religiös für uns. Und ich hatte einen Mann, der mir diesen riesigen Wein-Karaff gesendet hat. Ich habe ihm eine Verbindung gemacht. Sie haben viel Geld aus diesem Event gemacht. Und er hat mir diesen Wein-Karaff gesendet. Und ich bin so, Alter, wir sind Freunde seit drei Jahren. Ich sehe dich an Events immer.
Und er hat mir einen Wein-Karaff gesendet. Und wenn er das anschaut, wird er so, oh, du weißt, wer du bist.
Ich liebe ihn, aber komm schon, Mann. I was like, water? He's like, no. Er hat gesagt, Kaffee, es gibt kein Mensch auf der Erde, der Kaffee nicht trinkt. Er hat mir das ganze Kaffee-MLM gepitcht. Ich habe das ganze Ding gehört. Ich habe gesagt, Alter, du hast nicht dein Homework gemacht.
Irgendwann hast du durch all meine Gatekeepers, du bist aufgekommen und die Firma hatte andere Produkte, aber er hat mir Kaffee gepitcht. Ich habe gesagt, es gibt einen Teil der Markt, von dem ich Teil bin, der Kaffee trinkt. Ich habe gesagt, mach dein Homework, bevor du zu jemandem sprichst. Ja, Dream 100 ist so mächtig, wenn es richtig gemacht wird. Ja. Das ist großartig.
Das war eine tolle Frage. Okay, lass uns weitergehen. Clayton, wer haben wir?
All right, we have actually a new question here from Luis. Luis, welcome to the party, Luis. Hey. What's your question?
Rosal, it's a pleasure being here with you, my friend. Just so you know, I call you Papa Rosal. I love you a lot. So the day I get my two comma club award, my wife said this, so I can let you know. One, she doesn't know if she's going to congratulate us Oder wird sie das Gegenteil machen, weil du meine Meinung verletzt hast und ich ihr meine? Ich habe sie also verrückt. Danke für alles, Leute.
Für mich ist es eine Ehre, hier zu sein. Ich habe ein Programm namens YouTube Fortune Maker Formula, das ich kreiert habe. Ich helfe Lateinern und Spaniern, ihre persönlichen Branden auf YouTube zu wachsen, was ich finde, die stärkste Plattform der Welt ist. So I have gotten a lot of good results with the students. But before that, I was in the real estate industry. I was a top producer.
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Chapter 3: What is the importance of data appending services?
She's like, I would never do a webinar registration page because it's like, you know, someone has to click on the link, then they register, then there's got to show up and like it, you know, it streams down the funnel. Sie hat gesagt, dass sie Ads für das Webinar verwendet hat und es schlug ab. Sie hatte 10, 20, 30 Millionen Views auf einem Facebook Live.
Viele Leute haben angefangen, das zu tun, was sie gemacht hat. Das Problem ist, dass die meisten von ihnen gebrochen wurden, weil sie das Webinar nicht perfektiert hatten. Kaylin hat 100 Webinare live gemacht, bevor das war. Als sie da war, hat sie es geschafft. Sie wusste den Skript, wusste alles und hat es verpasst.
Was wir finden, ist, dass es am besten ist, es zu üben und zu lernen, innerhalb des Frameworks, das du in einem traditionellen Webinar machst. Aber wenn du es schon hast und es funktioniert, dann geh live rein und mach es. Es ist wirklich mächtig. Normalerweise wird es kleiner werden. Es ist schwieriger, jemanden 90 Minuten auf Facebook oder Instagram zu halten.
Aber so eine 30-45-Minuten-Version von etwas zu machen und dann das als Ad zu runtern, ist eine super smarte Strategie. Also du musst es nicht jeden Tag machen. Mach nur einen. Vielleicht mach es jeden Tag, bis du einen bekommst, der sich zerstört. Und dann ist es so, okay, jetzt schalte nur Ads auf und blöde das ganze Ding auf. Weißt du, was ich meine?
I'm gonna do that. Right away.
Keep your loop on that, man. I want to see how you do with it.
Thank you.
Great question, Luis. Can't wait to meet your wife soon. I don't know. I'm just warning you. I'll see you. Oh, no. Thank you, guys. Give him a hand. Ja. Bis zum nächsten Mal. Vielen Dank. I can jump into a view and laser focus, no distractions, no noise. And when I need to move fast, snippets. I've got one-click templates ready to go for follow-ups, affiliate approval, speaker confirmations.
It's like having a pre-built funnel, but for email replies. If you're like me and your brain runs 100 miles an hour, Notion Mail gives you a calm, focused command center. And it just works. Get Notion Mail for free right now at notion.com slash russell and try the inbox at thingslikeyou. That's all lowercase letters, notion.com slash r-u-s-s-e-l-l to get Notion Mail for free right now.
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Chapter 4: How do pricing strategies affect conversions?
Das ist das, was du brauchst. Eine Geschichte.
Perfekt. Lass mich dir zeigen, hier ist Russell Pitching, Ken. Das Nummer eins Geheimnis, die Zähler auf deinem Live-Event zu zählen, ohne einen anderen Live-Event zu verändern, oder nur eine Sache zu verändern in deinem Live-Event. Das scheint so unsignifizierend, aber es ist das Schlüssel. Einer unserer Kunden geht von 800.000 Dollar zu einem Event zu über 1,2 Millionen Dollar.
Die erste Sache ist der Fakt, dass... Vielen Dank. Vielen Dank. It's nice when you come to our virtual studio. We do all that for you. All you have to do is show up and perform and do your thing. We take care of the comments, the moderation, the lights, the video, the thing. And by the time it's all done, we give you an edited presentation or an edited event that's awesome.
So that's secret number one. Secret number two. After you do your live event, you may think it's a one and done. And you lost $100,000 renting a studio. But the reality is that $100,000 investment now will become an evergreen cash machine for you. Okay? Secret number two, we're going to show you how to take that... Vielen Dank. Das sind die drei Geheimnisse.
Jetzt kommst du zurück und sagst, hi.
Das ist so toll.
Can you help me understand what you are talking about?
Yeah, tell stories of the clients behind the scenes. We did an event for so-and-so. Check out what we did. Look what they did different. You're showing them, you've got this cool, you're showing behind the scenes. You're the Wizard of Oz like I am. I'm showing behind the scenes of funnels and selling. You show behind the scenes of events.
So-and-so did this event and this is what they did different. Look how they positioned this. You start showing all these pieces and now it's like they start visualizing themselves in the event. Michael Hyatt used to have a membership site called Er hat es von Pete Vargas verkauft. Es war eine Plattform-Universität. Und was er machte, war, dass es jede Woche ein anderes Content gab.
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Chapter 5: What personal stories illustrate successful marketing?
Eric's crushing too. Yeah, back in the day it was all that. I feel like we're on a couch hanging out at my house. I know we need like some snacks. I do. You don't eat snacks. I eat snacks. All right. Thanks, Sebastian. Let's give him a hand. All right. Who we got? Next up we have Rory Baden.
Oh, there's a new one.
Rory. Oh, Rory, do you need to pull over? We don't want you wrecking.
I am pulling over. I'm actually driving this storm. All right. So I just got off the interstate. But Russell, I'm such a huge fan. I'm really good friends with Lewis Howes and Jamie Kern Lima and Ed Milad and people like that. And I've got so much from your stuff. So I just want to let you know that I've been in and out a little bit this week. But my question for you specifically is.
I apologize if you did cover this, but with ultra high-end offers, so it's kind of a two-part question, is going, I know that you said specifically you can use the perfect webinar formula to sell any offer like at any price point, but are there things that you change as the price goes up? And you go like, okay, if I'm selling an ultra premium offer, let's say north of $20,000,
Is there anything you change, like little nuances? Does it need to be longer? Is the pre-frame more important? Do you re-pitch differently? And then relatedly, as the price goes up, do you expect different conversions? Do you kind of give yourself grace and go, well, I was pitching a million dollar offer, so I probably get a lower conversion.
Just curious about, as you go up the scale in price point, how do you think about that stuff?
Ja, ich würde zwei Dinge sagen. Also Nummer eins, ja, eine höhere Preisbarkeit. Wir haben eine 10.000 Dollar Offer gemacht, richtig? Also ich werde normalerweise nicht eine 10.000 Dollar Offer auf einem 90-Minuten-Webinar machen, richtig? Also ein 3-Tage-Event, 8 Stunden am Tag, 3 Tage, das ist, je mehr Zeit jemand mit dir hat, desto teurer kannst du spenden, richtig?
Also wenn ich nach Norden von 10.000 Dollar gehe, wird es ein 3-Tage-Event in längerer Form sein, richtig? Von 10.000 bis 25.000 bis 50.000, das wird die Struktur sein. Es ist immer noch ein perfektes Webinar, aber es ist in einem 3-Tage-Event-Schedule gebaut, richtig? Das ist Nummer eins. Nummer zwei ist dann auch, wie man das Verkaufen macht, richtig?
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Chapter 6: How to personalize gifts for high-impact connections?
Nummer zwei ist, Internet funktioniert nicht mit 9000 Leuten auf eine Sache. Es gibt ein Millionen Wege, wie es falsch geht. Und Merchandise-Accounts schrecken. Es gibt so viele Dinge, die falsch gehen können. Ich brauche Leute, die aufhören, in die Rückseite zu springen. And then that caused yourselves with 5, 6x by the social proof in the room.
That's the worst thing about virtual is like the social proof is hard to replicate, right? Whereas in a room it's like it's live, it's tangible. People see it, they feel it. And like, yeah, so I will never not have paper. In fact, I'm flying to London tomorrow and I'm bringing a stack of papers in my backpack that I will be handing out because there's no way I would ever leave it to digital.
An welchem Punkt legst du sie auf die Schuhe, oder hast du sie einfach auf der Tafel?
Es ist viel besser, sie auf der Tafel zu haben, oder ein Seat Drop zu machen. Ein Seat Drop ist, wenn ich zuerst den Preis erwähne, also bei Funnel Hockey Live, sobald ich einen Stack erwähne, und ich zu dem Preispunkt komme, dann weiß mein Team, Seat Drop, und alle Formen gehen nach den Sachen, die sie den Leuten anbieten.
The other one that works even better though, most of the time, is like having it in the back. So I'll show the order form and I'll have my team holding them up. Look back there, there's the order form. What that does, everyone looks back and they see it and they get up and they start writing. They want the order form that starts the first flow of the table rush.
So C-Drops we only do when it's like... Like FHO, 5,000 people, if we had everyone running to the back, it creates so much congestion and people would trample, it would be bad. So we do seat drops. But if I'm in a room with 1,000 people, forms in the back, I'm pushing to the back, they're seeing the forms, like it's just, it's everything's pushing in that direction.
And that causes the, that causes the, the, um. Vielen Dank. All right. Awesome. Und das ist, warum LinkedIn-Ads so ein Spielchanger sind. LinkedIn ist nicht deine tägliche soziale Plattform. Das ist, wo über 1 Billion Professionellen, Menschen, die bereits über das Geschäft denken, abhängig sind. Und ihre Targeting-Optionen sind unreal.
Du kannst dich targetieren durch Job, Titel, Industrie, Kompetenz, Rolle, Fähigkeiten, Revenue-Level, Seniorität. Du legst dein Fokus auf die Entscheidenden, die tatsächlich kaufen, was du verkaufst. Es ist wie ein magischer Filter für deinen perfekten Kunden.
Und wenn du ernsthaft über dein Geschäft wachst und du willst nicht weiter bezahlen, um Menschen Ads zu zeigen, die nie kaufen werden, dann musst du auf LinkedIn kommen. Here's the best part. LinkedIn will even give you $100 credit on your next campaign, so you can try it yourself. Just go to linkedin.com slash clicks. That's linkedin.com slash c-l-i-c-k-s. Terms and conditions apply.
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Chapter 7: What are the benefits of using a professional studio for events?
So the biggest market that affiliates inside ClickFunnels use is like they're helping people to start businesses. So they're pre-building funnels for them and they're giving funnels. So they're helping them to, like for sure, I say most of our top affiliates, that's who they're targeting are beginners. And they pre-built funnels with offers in them and then they're giving those.
And it could be e-commerce offers, it could be info product offers. That's definitely the market that's the biggest. For your other question is... So, how do you publish? Do you have a podcast? Do you have anything you're publishing right now?
I have nothing. I stopped talking. I actually went into a health crisis during COVID, which is a whole other story. So the last stage talk that I did, where I sold on stage, was with Bob Proctor, rest in peace. And I thought I failed miserably. I didn't even get to the offer stack, but I had a table rush for the first time, which was super exciting. But they just didn't know what I was offering.
It was kind of like that, you know, teach from... Okay. Okay. Okay.
Ich bin froh, dass wir die folgenden Fragen gemacht haben, weil ich weiß, wie ich dir jetzt helfen kann. Das Problem ist, dass es alles in deinem Kopf ist. Was wir also tun müssen, ist, dass du anfangen musst, zu publizieren. Es muss eine konsistente Sache sein, wie ein tägliches was. Es kann Instagram, Facebook, YouTube sein. Ich habe keine Ahnung.
Aber der Grund, warum, ist, dass wir anfangen müssen, herauszufinden, was die Leute antworten. So like, if you notice, I publish a billion different places. And you may think, it's like, Russell's really annoying. He just wants to be publishing everywhere. And it's not. It's because I'm testing things. Everything you're putting out, we're just testing.
This is like, I'm trying to get my pulse on the market right now, right? So I do a podcast episode about this. I do a YouTube video about this. I do a Facebook Live. I do an Instagram. I go live. And I'm doing these things, because I'm just trying to see, like, what are the things people respond to? Sometimes I think something is the coolest idea in the world. I'll do a podcast on it.
I'm like, oh, they're gonna love this. I do a podcast, it drops, and I don't hear anything back. It's just crickets. I'm like, huh. Okay. And I do something else that's like dumb, that my team's like, hey, why don't you do a podcast on this? I was like, no one would care about that. They don't do it. All right, so talk about it. And I get like 40 people who DM me.
It's like, dude, that podcast was amazing. I was like, really? Huh, okay. And so what we do is we're putting, we're just throwing stuff out there. Hooks, angles, messages, this, that, this. I'm just putting things out there and figuring out what are the things people resonate with. And then I find out the things people resonate with. Then I double down on those.
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Chapter 8: How to leverage social media for effective marketing?
Yeah, I can teach small businesses, I can teach parenting, I can teach speaking, I can teach rapport, I can teach how to find your passion.
Yeah, go live on every one of those topics. Just see. Pick a forum. If it's going to be YouTube, I'm going to record 20-minute YouTube every day and pick one of those things and talk for 20 minutes on it. And just be consistent. If it's going to be once a week, twice a week, just pick it. Keep the, keep the, especially on YouTube. If you go to YouTube, the format's important.
So pick a format, 20 minutes, 30 minutes, whatever it is. Pick a schedule. I'm going to do it twice a week, three times a week, whatever it is. Be consistent with it. That's how the algorithm wants. So let's say it's every Tuesday and every Friday. You're going to go live, either go live or pre-record 20 minute video and just keep that cadence.
And every, you just pick one of the topics, do 20 minutes, 20 minutes to keep going through and just start watching the metrics, watching, watching what people respond to.
Amazing. Thank you.
Great job, Karen. Love it. The world needs your voice. I can't wait to hear the stories. All right, love it.
Clayton, who else we got? All right, next up we have Belle. Belle, welcome back.
Hey. Thank you. Can I also use this in podcast socials?
Here's my signature. I signed away my life. Go for it.
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