Welcome to Wild Audience FM where we break down how founders drive & convert traffic into paying customers without being salesy or annoying.
Learn more about me and Wild Audience at www.wildaudience.com/
Bastian covers the ups & downs of 2020 for Wild Audience. He will share the inside stories of how we lost two thirds of our revenue and then 3Xed it again. Topics like our big pivot, investing €40k into a new product and what it's like to ask your team to cut salaries. He will also talk about his personal experiences in 2020 that include psychedelics, chess & becoming a Yachtmaster.
1 hr 8 min
Bastian has researched & tried 53 marketing analytics tools and he will share his learnings & insights in this episode. We discuss tools like Funnelytics, Hyros, Wildmetrics, Google Analytics, Simple Analytics and others. If you want to learn about the difference between pixel tracking, link tracking and API tracking, then this episode is for you. We will also talk about the future of marketing analytics. Enjoy!
31 min 34 sec
Interview with ActiveCampaign CEO, Jason VandeBoom Recognized as the leader in the marketing and sales automation for SMBs, ActiveCampaign helps growing businesses meaningfully connect and engage with their customers. Its SaaS platform enables businesses to create optimized customer experiences by automating many behind the scenes processes and communicating with their customers across channels with personalized, intelligence-driven messages. Wild Audience has teamed up with ActiveCampaign to offer our audience (you!) 1-click automation templates & flexible pricing. Here's how you get started: wildaudience.com/activecampaign/ If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
31 min 25 sec
Do you ever wonder how businesses make consistent sales? If you've ever tried to sell anything, then you know how hard it can be. You might make a sale, but getting to the point where you can generate regular revenue is tough. Successful businesses don't just make sales here and there. They make sales consistently and with high enough volume that they can comfortably hire full time employees. They know that despite having regular expenses, they are going to be profitable. So how do they do it? The key to making consistent sales is a sales funnels. In this podcast, I'll talk about what sales funnels are, the stages of a sales funnel and examples of how businesses use sales funnels to achieve consistent growth and predictable revenue. Wild Audience has teamed up with ActiveCampaign to offer our audience (you!) 1-click automation templates & flexible pricing. Here's how you get started: wildaudience.com/activecampaign/ If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
16 min 7 sec
In Todays Episode... his episode is slightly different, I got interviewed by Ethan Sigmon, CEO of Opesta. I want to share this interview with you guys because I really think it was an amazing interview. We talk about funnels, messenger marketing, and email marketing. It's the big picture of how we put everything together. Links & Resources If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com Follow us on Instagram for news and updates. If you are generating at least $10,000 per month or beyond and would like a long-term marketing and funnel strategy, please visit Wildaudience.com/Consulting to apply and work with us.
36 min 24 sec
In Todays Episode... Your potential customer needs to go on a well-crafted journey where they can transition from being complete strangers to feeling like they know you before they purchase your product or service. And every sales funnel has 4 key stages. Links & Resources If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com Follow us on Instagram for news and updates. If you are generating at least $10,000 per month or beyond and would like a long-term marketing and funnel strategy, please visit Wildaudience.com/Consulting to apply and work with us. Episode Transcript 00:02 Welcome to the Wild audience podcast where entrepreneurs talk about how to grow your business with marketing. 00:17 Welcome back to another episode of Wild Audience TV. This time we're going to talk about the four sales funnel stages every single profitable company has in common. It's important that you note them. Let me walk you through them by actually telling you a story first. Okay? This story is funny. Basically correlates to why a sales funnel or the sales funnel stages are somewhat similar to dating. Okay? So imagine this so you're on a train, you or on your way to work and then you see this beautiful girl, you like yours. So you go over there and you start to a conversation. In the end, what you get is hurt. What's up? So you work in your office, you should work, but what's up with her? I had you get to know each other a little bit. You get her Instagram, so you go to Instagram, you scroll through the feed, right? 00:59 You check out her profile. You can get to know her a little bit better in the end, two days later, you schedule your first stage. You keep it casual, right? Not going to propose her for a wedding. A, you're not going to go to a super romantic dinner. You just go for, you know, after work drinks, uh, around the corner, have a few drinks, eat shit. You can have a version only the Instagram version and facebook version, but now it's been a week and then after another couple of days, you would stop again. This time the date is a little bit more romantic. Things get hotter and hotter. One thing leads to the next thing, and I'm going to stop the story here. So that's what happens. Usually, if you meet someone and you like that person, right? A funnel, a sales funnel, it's exactly like dating. You're not going to ask for a wedding proposal, you're not going to go to this super romantic dinner in Santorini in Greece. 01:42 You're not going to do that. I get to keep it cool. We get a plate cool at the beginning. No something similar needs to happen when marketing online or building relationships online. A potential customer needs to go through a series of sales funnel stages where you build up a relationship before you can expose that person to offer up. Before I can walk you through these four stages, I need you to swim out and understand something really fundamental and that is audience temperature. So there are three different types of temperatures, cold, warm, and hot. Someone who does not know about you and your company is a called person. Someone who is a warm person is someone who has engaged with unique content. Maybe sign up for your email newsletter, read a few blog posts and so on. Red Hot person, someone who actually purchased from you. Now, if you build a sales funnel, your goal is of course to get some who don't know you become a paying customer. 02:29 In other words, if you were to transform a cold person into a hot person, a sales funnel is the vehicle that helps you to do exactly that. Now, how do we do that starting now? So the four stages, that winter stage, the relationship building stage, a sales stage, and the upsell stages, starting with the awareness stage. So the awareness that is right at the top of your sales funnel, and there are two questions you gotta, ask yourself, what is the temperature of my audience and what type of lead magnet can I create in order to make people aware that I exist? Your focus, the awareness stage is lead generation. Your goal here is to make people aware that you exist. You can do that by offering them a free educational content piece. Here's how this works. A lead magnet is a great way to turn cold traffic into leads, basically to turn website visitors into email subscribers. 03:16 So lead nine is good for two things. On the one hand acts as a filter, meaning it pushes away the wrong type of people and pulls clothes or the right type of people. So we gotta make sure that the elite nine is very much aligned to your paid product or service. So that's one thing a lead magnet does. The other thing elite magnet does, it actually gets people into our funnel by offering an educational piece for free in exchange for an email address. A lead magnet is usually a pdf, a video, a guide, depending on what type of traffic you try. If you offer a lead magnet, it's extremely important that you keep awareness level in mind. The awareness level is also extremely correlated to the audience temperature. Let me explain. So there are five different awareness level number one, someone is extremely unaware, meaning they don't even know that they have a problem. 03:59 Then there are people who are problem aware, meaning they know they have a problem, but they don't let any solutions, and then there are people who are solution aware, meaning the note, I have a problem and they know about the solutions, but they haven't chosen their solution yet. And then we have product aware people. These are people who are problem aware, solution aware, and they also know about your product or service. The only thing is that they're not 100% sure. Yet if your product or service helps them to solve their pain points, and now we have most aware people, they know about your products and offerings and services. They want to know the specifics. They're ready to buy. So in the awareness stage, we want to acquire core people. That's an example, right? Usually, we are going to choose people who have an awareness level of problem aware or solution aware. 04:36 If you choose the word as possible too. It just requires a little bit more off of education because they don't even know that they have a problem at wild audience and our clients as well, They have a segmentation engine, meaning we're going to ask them a couple of questions in order to get to know our people. We want to know their budget, their goals, their desires, their problems and so on. The interests, these data points, we're going to store them and now active campaign tool in our esp and then we're going to personalize the experience in the relationship building stage. It's just like dating, right? You could ask your date a couple of questions and then you know what this person's interested in and then you're going to lead that conversation more towards that topic area. It's the same with online marketing. Okay. Welcome to the relationship building stage. 05:14 In the relationship building stage, we have a different goal. We want to establish a relationship. In order to do that, we need to ask ourselves a few questions. Here we go. Question number one. What's the best way to communicate with my people? Is it email? Is it a bot sequence? Is it an average hiring funnel? Is it a facebook group? Choose your medium. Question number two, what is my belief system? What does my ideal client or customer need to believe before he or she can accept the desire or need of your product or service? So you need to create your belief system and then to believe mapping meaning, you need to map your belief system on your funnel. All right, so that's question number two. Question number three is all about a unique mechanism. How can I introduce my unique mechanism? That's the thing you known for at wild audience. 05:55 We're known for respect based marketing and relationship funnels is a term we coined and own. You got to do the same thing for you. Create your unique mechanism and ask yourself, how can I introduce that unique mechanism to my audience and the relationship building stage is already in the middle of the funnel. That's got more for middle of the funnel. Top of the funnel is tofo. Middle Mofo. Remember that and more for his whole about lead nurturing. Lead nurturing is just another word for establishing a relationship online and actually pull out interesting research about Hubspot where they say the following thing, companies that excel at lead nurturing generate 50 percent more sales-ready leads and those leads make 47 percent larger purchases than non nurtured leads. That's huge. Basically what this means is double down on becoming the best on establishing a relationship online because the better you get at establishing a relationship online, the more money you will make later on in the sales stage. 06:45 Remember that, but sometimes the relationship builder stage is viewed as the most complicated stage just because of the broad diversity of different leads with different problems, different desires and so on. At wild audience, we use a relationship. Funnel or relationship does not a thing else and bonding with people, creating trust, positioning yourself as the authority and installed buying beliefs. At the end of the relationship building stage, your goal is to have a potential buyer, someone who is ready to pull up the credit card, can pay your money and believe all necessary buying beliefs in their mind. So how do you do that? Well, the relationship, it all starts out with the segmentation process in the awareness stage where we collect the data. Now we're going to use the data and inside the relationship with the state, which is usually an email sequence of seven to 10 emails. We're going to use the data to personalize the content through dynamic content. 07:32 In the emails. You're going to show them relevant ads. We're going to use engagement hooks like activation hooks, frequencies selector, open loops, cliffhangers, in order to get the right people to engage with us and our content. This makes people micro invest into you and your content every time the micro invest meaning to do certain things you want them to do, like clicking a link, responding to an email, checking on a certain page that will increase and build up their lead engagement score, and then once they already we are gonna introduce them into the sales stage. Before I'm going to talk about the sales search, let me drop some social proof you to illustrate how important the relationship building stage is. Mathias went from one point seven grade all the way to 58 percent email click rate. Why is it important? Just imagine if you get one percent liquid and I get 10. 08:18 If you send out an email, I have 10 times more people check up my sales page. Plus they did all the micro-investment on all the psychology triggers before that, so meaning they are sales-ready. They are prepared. They're preframe before you sell them. Let's talk about the sale stage now. Now the question you could ask yourself is, of course, how can I get them to pull up their credit card and pay me money right now? We already arrived in Bofo. Bofo stands for a bottom of the funnel, so people, they you know, they arrived in your awareness stage. You put them through the relationship building stage. They're warm now, right? They know you. They know your unique mechanism. They believe that what you have is the solution, that opportunity to solve their problems. They're ready to buy. They're so ready to buy. In some cases, people will even reach out to you and ask you to sell them before you have even offered them your opportunity as a solution to their problem. 09:05 That's the power of the relationship funnel because we focused on establishing a relationship first and sell second, not the other way around, and the benefit of that is that selling will become easier. Your sales score will be easy. Why? Because people already believe all the things you need it until believe you don't need to convince them anymore. It's more of a back and forth, maybe handling some objections and so on, but he won't talk to a core person. Do you talk to what? Warm slash hot person. That's the main difference, but it's not only on a sales call, but it's also the same on the Webinar. It's the same one. If someone checks out your sales page, regardless, if you expose someone to your sales stage, now they're almost ready to purchase, just going to give them a little bit of a kick in the butt. The kick can be very soft. 09:41 You can offer them a product for free just as a reason to buy, but it's not necessary versus in a sales funnel, it is necessary. Otherwise, they're not going to buy it because there is no relationship. There are no beliefs, so how can we close them now are different rates depending on what you sell to whom you sell it to. At what price? There is the standard sales page, which is can be text-based. It can be video-based, which is called vsl. It can be a hybrid which is a video on top and the text on the bottom. It can be a Webinar. The webinar can be evergreen, meaning it's automated and you never change it, or it's a live webinar which is doing a weekly or monthly basis, or there's a sales call, meaning there's usually a discovery call, get to know each other core application call, or it could be an application or at trial, depending on to whom you sell, at what price you choose your conversion event. 10:22 Oh, and can you share a little bonus tip with you? It's a secret, so don't share it too much. It's called behavior-based pitching. I'm not sure if other people do this. At least I call it like that. We coined that term. The way it works is that you track people's behavior and then the right time you pitched them. That's why it's called behavior-based pitching. So for example, if the lead score threshold 1:50 points or 200 points form, you're going to trigger a pitch. If someone visits your sales pitch three times, boom, a pitch. If someone bought your front end product, you're going to trigger an email to invite them into the core, which is a pitch behavior based hitching to secret. Don't share too much, so let's assume the purchase your product, awesome winner, winner, winner, chicken dinner or whatever it's called, life is good. 10:58 Now. Don't stop here and that brings me to the upsale stage. Let's talk about it. The question to ask yourself now is what's the best way to upsell and cross-sell my existing customers? Because think about it. You have someone who paid you real money at someone who bonds with you, has a relationship with you, sees you as an authority, don't you think it's way, way easier to sell that person. Then acquiring someone who is very cold, someone who is in the awareness stage, we need to go through the whole process, right, is way more difficult than reselling and upselling. Cross-selling to an existing customer. That's what the upsale stage is all about. What there's the difference between cross-selling and upselling. Upselling is all about selling something more expensive, higher tickets via p thing, a new feature and additional that cross-selling is all about selling something that is related. 11:40 The next step sort of Save, so it makes sense for this person to buy this other product which is related to the first purchase because it's the next step. Practical examples, well, you can send them an email sequence. You can connect your email automation tool like an active campaign to your sales CRM. If you don't want to use this here, I'm instead of active campaign and you can call them or you're going to send them a message or you're going to show them some ads and Facebook. These are all different ways in how we can upsell people, but usually, it's all around an email sequence and potentially a phone depending on what you're saying. I don't want to end this video, but asking you the following question, would you do a wedding proposal on your first date? Of course not, right? Who will do that? That's crazy. 12:18 Don't do that in business. The reality is most companies do that though. They have a sales first mentality. This scream inside the awareness stage, buy my stuff. Do you think it's going to work? Maybe they used to work in the past. Now it doesn't work anymore. People change the mindset changes people in while where people see a connection, give them that connection, so my call to action from me to you today is to treat your potential customers and clients just like your first dates. Start slowly establishing a relationship, get to know the person, use what you learned about your people and use it in your conversation until you have their person at a specific spot so you can actually do the next big step which is maybe a kiss, maybe it's something else or maybe it's offering them a product or service 13:04 as well as if you liked the video, make sure and hit that like button. Subscribe if you want, because we're launching a new video every single week. If you have any other problems, put them into the comments below so that I can read them and actually think about what type of videos I should create over the next couple of weeks and guys go build some relationship funnels and go check out our love page, wild audience.com/love. That's the type of results you will get. If you build a relationship from, I'll make sure to embed all these four stages, which we've talked about in this video, the relationship funnel, belief systems, unique mechanism. That's how you win. 13:36 Hey you, thank you so much for tuning into wild audience Fm today. It Literally means the world to me, so thank you very much and here's something else you want to hear it well. We help companies that have great products and services, but not enough customers and we help them by building evergreen relationship funnel step and make $4 for every single dollar spent without any type of fixed scarcity and have created a 34 minute workshop that could forever change the way you market and sell your products and services. You can check out my free workshop by visiting wild audience.com/workshop. People who join my workshop and implement what I teach achieved funnel sales conversion rates of eight percent and above. That could potentially mean that eight percent of the people sign up on your website become your paying customers. So if you're interested, go to wildaudience.com/workshop and register for our free workshop. Thank you so much guys, and talk to you in the next episode. Peace out.
14 min 52 sec
In Todays Episode... Today, we’re jumping headfirst into the mind of Todd Brown, but who is this guy? Todd Brown is the marketer’s marketer. He’s widely considered the authority on direct response and customer acquisition campaigns. And when you take a second to look at his experience and his students’ results, it’s easy to see why. Todd has a rich history in engineering some of the best marketing campaigns around. Links & Resources If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com Follow us on Instagram for news and updates. If you are generating at least $10,000 per month or beyond and would like a long-term marketing and funnel strategy, please visit Wildaudience.com/Consulting to apply and work with us.
12 min 34 sec
In Todays Episode... We are going to be explaining hubspot's entire sales process that generates over 375 million in US dollars every single year. I talked to the VP of sales, I checked out the sales process, jumped on sales calls, I broke everything down, I summarized it, and I'm going to cover everything today in seven steps. Links & Resources If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com Follow us on instagram for news and updates. If you are generating at least $10,000 per month or beyond and would like a long-term marketing and funnel strategy, please visit Wildaudience.com/Consulting to apply and work with us. Episode Transcript 00:00 Hey, what's up guys? It's bastian back again in the wild audience studio, and this time I'm going to talk about hubspot's sales process. This sales process generates 375 millions in US dollars every single year. I talked to the VP of sales, I checked out the sales process at, jumped on sales calls, I broke everything down, I summarized it, and I'm going to cover everything today in these seven steps. Here we go, 00:26 wild audience podcast where entrepreneurs talk about how to grow your business with respect based marketing. 00:41 This video is based on an article which I wrote, which is 4,997 words long. It also comes with a podcast episode, so depending on what you prefer, reading, watching or listening, choose your medium, and with that being said, let's jump right into step number one. At the beginning. Of course we need to attract traffic, so now the question is how does hubspot actually do that? The many different ways on how to attract traffic. For hubspot, there's one particular way and that is content marketing. They attract 25 millions of website visitors every single month and that is the result of their content engine, so once you have a content engine like that, of course two pieces to it, number one is attracting the traffic and then piece number two is to turn that traffic into subscribers. All right. How do you do that? Well, if you look at Hubspot, what they do is a combination of article plus lead magnet, meaning they produce hundreds of articles around their topic which is on the marketing every single month, and then they combine this article with a lead magnet. 01:37 The lead magnet gives people the chance to actually sign up with the email address and first name. They also switch around and mix up different lead magnets with different articles just to make sure they have the right combinations of articles and lead magnets to maximize sign up conversion rate. And when I talked to the VP of sales with their magic secret is he said it's quantity and quality. Absolute recommends a minimum of one article per week which would have at least 600 words. This article should rank for your keywords and should be a better piece than what your competitor produced. While wild audience, we take it to the next level. We don't just write 600 word articles. We write articles that are between 2000 to 5,000, 6,000 words. We really want to make sure that if we create an article, it's the best in our industry. 02:19 That being said, if you want to increase your traffic, you need to distribute your articles, plus you need to increase the quantity of articles published, so there's always a balance between quality and quantity, so you drive the traffic to our articles and then we need to get them to sign up. Hubspot is aiming for a four to 10 percent lead sign up conversion rate on their blog posts at wild audience, we aim for an average of seven plus and you can get to 10 plus if you create a unique lead magnet for each and every article. If someone wants to sign up for the lead magnet, they need to sign up. Hubspot uses a technique that is called progressive profiling, meaning at the beginning they just going to ask for one or two things, maybe the first name and email address, and then later on throughout the customer journey, they're gonna, ask more questions and add information in theater into the person's data profile. 03:03 So that was that one. Driving traffic, getting them to sign up. That's it. Let's talk about step two. Here we go. So what do we do with the people who are coming in will hop spot approaches, sales not as an art, but as science. They look at the numbers in order to figure out who to reach out to. They actually created something that is called key engagement indicators. So what is a key engagement indicated at? Well, a key engagement indicator and the most important engagement steps prospect needs to do in order to prove that they're ready for your product. Of course, every key engagement indicator is different for every business. How do you know what your key engagement indicators are? If someone joins an educational webinar or a sales webinar or signs up for a discovery call or use the free tool or maybe reads three blog posts or checks, are you still his page? 03:46 These are all specific key engagement indicators which you can use in order to identify your best type of people. Guess what hubspot tries to do with all new trial signups of their software. They make it very obvious that they can invite team members because they know if someone does, they closed up team or that company for 25 percent close rate that sample, so now you know what your teen engagement indicators are. It's time to start the conversation and reach out. Here we go. Step number three. The goal of course is to get people on the phone conversation and close them, but since hops would get millions and millions of website visitors every single month, it's just too many people in their system to call all of them. They had to come up with a way to figure out who their highest quality people are, but let me walk you through how hubspot does it. 04:28 Weird, wild orients, used the same system and you can use that too, so at the beginning there is a prospect which are basically your website visitors to check out your website and then there are leads, people who check out your website and then sign up with their email address. Right now we have a lead. Now the next step is an mql or marketing qualified lead that someone who may be reading forward from articles for science for three different lead magnets for watches, an educational webinar that someone who is truly engaged with your marketing content. Next step is to sql sales qualified lead. That's someone who is an mql and then maybe schedule a discovery call with one of ucl sales reps and then we have an opportunity to someone who had a discovery call and then is scheduled for a demo. And then of course there's the customer which is a victory for you and your business and everyone in this world. 05:11 Cool. So how do we close them? Step Four. So once someone is sql, they identify themselves as someone who is ready to be sold to. And that's what step number four is all about. We don't want to sell them per se right now, but we want to initiate the conversation. There are two ways and how to do that. Either they initiate a conversation with you or you reach out to someone who is an sql. These are the two ways that this governance he reaches out to you, that is called inbound sales, meaning they use maybe the live chat functionality on your website. They submit a form to schedule a call to respond to an email. They go through an application, they initiate the conversation and you are just reacting and responding to the conversation. And then the second way is to reach out to your sql. 05:51 So once someone identified himself or herself as an sql, sent them an email or call them, in hubspot's case, they never call people. They always want their leads to reach out to them. So in order to save time, they're going to trigger automated emails to sqls to get people to schedule a call with the sales reps. and hubspot is a huge company. They have a particular person. That team whose only goal is to schedule conversations, they're not even going to have that conversation. They just want to schedule the conversation and then get handed over to a sales rep. of course, if your business a little bit smaller, just like mine, you maybe have one or two people handling the whole conversation, right? Maybe someone who does a discovery call and then maybe it's someone who does the closing call or if you're very small, you have one person dealing with the whole process. 06:32 For me, of course, being a curious mind, I wanted to test hubspot's system, so what did it is I want to hubspot's website, did a few things, read a few articles, and he identified myself as an sql and the leader after a Madeira key engagement indicator. Basically I received an email from a sales rep and the ema pushed me to jump on a call with one of their sales reps. of course not every time you're going to send an email, the person will reply and actually schedule a call. If they don't, don't worry. Guess what? You're gonna do you're gonna follow up, follow up. Three days later, follow up a week later, every two weeks, once a month, keep on following up, and if they don't respond after a certain time, pushed him back from an sql all the way back to an mql and then let them identify themselves again as an sql lead on. 07:14 Then of course, some of your leads will be amazing clients or customers to work with. What hubspot does is they go to this company's website, investigate their website and their problems, record a video, and to take five to 10 minutes, do that, and then in the video they actually going to talk about their problems of Seo, lead magnet problems, traffic problems, and so on. This is called the sales hook. To get people on a phone, you want to do the same. We'll do the same for your best types of clients you want to do, do you of course cannot do it for everyone because it's a tactic that doesn't scale, but for the best fish it works really well. So let's assume the goal is achieved. Someone's schedule a call with you and your company. What does hubspot do next step? Well, the goal of that conversation is not to sell per se, it's a get to know each other conversation. 07:55 This initial conversation is all about the why. You want to figure out why someone's scheduled a call with you and that's what hubspot does. A swap. The reps first sentence was, listen, thanks so much for scheduling a call with me today. I'd love to learn why you're interested in hubspot. How can I help you today? And then you want to shut up, let the lead do the talking, and what are you going to do? There is you are going to make that lead internalized how it would be if they would use your opportunity as a solution to their problem. Super, super smart. That's what hubspot did with me. You really want to send the companies or person's situation, their problems, their pain points, their goals and desires. You want to figure out if one of your products or services would be an actual solution to their problem. 08:35 And then what hub spot did in the very smart ways, they listened to my pains and problems, and then the talked about other clients and customers which already used hubspot, which initially had the same types of problems that of course gives them and the rep authority and social proof. That was super awesome and very smart. And then at the end of the discovery call, you want to make sure that the next steps are clear and disgust. Tell them, when are you going to reach out or tell them, hey, do you have your calendar open right now? Let's schedule our next call. Or are you going to tell them something like, Hey, I'm going to follow up with an ema with three different resources for you to check out and then I'm going to touch base with you next Thursday. So you want to make sure that the next steps are clear and easy to understand. 09:13 And then lastly, step number six is the demo and sales call, right? Someone went through the discovery call, now it's time to close. Of course we want to demo the product. If software company, if you have a service business, you want to explain exactly how your service will solve your potential client's problems and remember disrupting easy step because of all the hard work which was done before, you as a salesperson or someone who demos the product or service. No, exactly that. Your solution that your product, that your service is the perfect fit for the leads, problems, sort of sales conversations should be easy for you, especially in your mind, and if you think that your solution is not the perfect fit to the problem, tell them and sent them to the right direction. Don't sell something that doesn't solve the person's problem. You would just have German and problems down the line and remember, nothing kills closes more than letting too much time passed by. 10:04 So at the end of the conversation, make sure that next steps are clear. Tell them something like so based on our conversation, it seems like this is a great fit. Can we get you started the Monday and other ways to validate the presentation and then of course rehash the pain points. Go over the problems again and positioned your opportunity as a solution to their problem. And then lastly, you want to make them understand what their pain costs. So this is also known as cost of inaction, right? So you say something like, it seems like your problem costs you 20,000 every single year. Our parties is only five years, so it seems like this is a good business decision. That's it. Your sale is now either lost or won. And then the last step, step number seven is all about testing, evaluating and iterating. And for that you need data. 10:45 I personally love metrics. I'm not so sure about you, but I love them and that's why we created a really cool google sheet which basically summarizes 43 metrics, hubspot users in their business to evaluate, test and iterate. So go there, check it out there somewhere Lik I'm sure you can find it. The reason why I'm putting it into a separate link is because it's 43 metrics with descriptions, how to calculate them names and so on. These are the metrics hubspot users and it's just too much to cover right now and right here, so go and try find that link. If you don't find them, go to [inaudible] dot com slash articles and look for the hubspot article and in there you will definitely find a huge image telling you all about the metrics. So go and check it out and download it. And with that I want to end this video. Make sure to smash that like button. Hit subscribe if you want, and I'll see you guys in the next video. Thank you so much for listening to this episode today and subscribing to wild audience of fem. I want to spend the next 45 seconds so talk about something that was really important to me and could potentially be the change you need in your business today. So listen up our product that allows us to create the most value in your business called relationship 11:54 funnel accelerator. Relationship funnel accelerator is a growth accelerator that helps you implement the following into your business in 90 days. First of all, you will have clarity through a long term marketing and funnel strategy. We'd have smart and behavior based marketing and follow automations implemented and running. Organic and PPC lead generation systems are running for you. Swab. An automated sales system is hooked up and advance. Our eye. Tracking is running a tracking all behavior of your people. If this is something you need help with in your business today, you can go to wildaudience.com/consulting and apply to work with us. We work best with online companies that sell digital products for high ticket services and programs. Our sweet spot is with companies that generate at least $10,000 per month or beyond. If this sounds like you go to Wildaudience.com/Consulting and apply to work with us. Thanks so much guys, and I talk to you in the next episode. Peace out.
13 min 6 sec
How To Build An Automated Sales Funnel Using Active Campaign. What We Cover In This Episode Why Email Marketing Is More Effective Than Social Media Understanding How To Optimize Active Campaign For Relationship Building The 4 Stages Of Every Single Sales Funnel How To Get more Sign-Ups For Your Email Newsletter How We Sell On Our Emails & Introduce Up-Sells How We Putt Readers Through A Retargeting Sequence With Our Emails. Wild Audience has teamed up with ActiveCampaign to offer our audience (you!) 1-click automation templates & flexible pricing. Here's how you get started: wildaudience.com/activecampaign/ If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com Episode Transcript 00:00 Hey, what's up guys? My name is Bastian. This video is about how to build an automated sales funnel with active campaign. Would that being said, let's roll that insurance 00:11 This is wild audience FM, the podcast where entrepreneurs talk about how to grow your business with respect-based marketing. 00:27 So how do you create a virtual version of your best salesperson? Imagine this, you could actually duplicate your best salesperson working 24 seven, three 65, never complaining, never asking for higher wages. That's what an automated sales funnel is. So how do you build these automated sales funnel? Well, you need a specific type of software in order to get it done. We at wild audience and more than 50,000 customers worldwide love one single tool and this tool is called active campaign. If you think that email marketing is dead, let me give you some stats real quick. Mckinsey, for example, set that email marketing is 40 times more effective than social media. The direct marketing association reports that every single dollar spent into email marketing returns 38 US dollar. So that's pretty awesome no? And as well wild audience that my company, email marketing is the main driver and generator of our revenue. 01:25 I need you guys to zoom out and understand the big picture, a birds view of how to build a funnel, right? And for that I'll need you guys to understand the four stages of every single sales funnel. Stage number one, the awareness stage. Stage number two is the relationship builder. Stage number three, sales stage. Stage number four is the upsell stage is to attract potential customers and then guide them through all four stages. And now I'm going to actually show you how to use active campaign in each and every stage. Starting with the awareness stage. What's the goal of the awareness stage? Will, as the name says, we want to make people aware that you exist, okay? We want to make them aware of your products and services exist that you as an individual, as an entrepreneur and business owner exist, and we have one single goal. 02:14 We want to get them to sign up with their email address and then enter our active campaign email funnel. Now, how do we do it? Well, what are you going to do is you gotta think about, okay, what is my paid product or service? Right? Who am I selling this product or service to the customer Avatar? Right? And then think about some free educational information, content resources, uh, educational training you could offer them for free to make them aware that you exist. And the goal, of course, here's to help them to try to find solutions to the problem. That's where your free educational resources and information and training comes in, right? So you're going to create that. There are two ways on how to create that way. Number one is a blog post. It's a free blog post. It's 2000 words long and you're going to put a content upgrade in their way number is offer them a lead magnet. 03:02 A lead magnet is basically, it's just like your blog post, but transformed into a pdf. And the goal here is to put that pdf and promoted with paid advertising. So these are the two different ways. Blog post you will attract organic traffic, free traffic, and then the pdf is where you want to attract pay traffic, PPC traffic. The next step is to actually get them to sign up. Our signup process is actually a segmentation process. The goal here is to collect data. We want to get to know our people, so you give them the lead packeting often, which is basically a survey of four to five question they go through. The questioner is signed up so you have that information. Now we can store that information in active campaign and that's where the relationship builder stage jumps in. Now the goal, of course, is to build a relationship, create trust and install all necessary buying beliefs. 03:56 Let's talk about this now. The better you get at the establishing a relationship, the higher you will convert into more revenue will make. The best thing is you can automate relationship building. So how do you automate relationship building? Well, that's where active campaign comes in. That's what it does best and email automation built with active campaign, but usually, we send between four and seven emails because you want to optimize your email experience to get people to engage with you and your content and here's how you do that. In the first email, for example, we use an activation hook. This is all about getting people to reply to our first email. This acts as a micro-investment and that's what you do. You want to get people to micro-invest into you and your content. Now, the first way to do that is through activation hook. 04:41 Another way to do that is through the frequencies, electrical. What is that is if you architect the whole thing and then give them the steering wheel at the end of each email, we want to give them a frequency electric and tell them, hey, do you want to get the next email now or in two days or tomorrow? So that's how you decrease the time it takes for people to buy your stuff because they can engage and actually the site to where I want to go faster or slower. That's a frequency selector and that's what it does. What else do we have? Cliffhangers, of course, think about your favorite TV show, what happens at the end of each episode, something dramatic happens and then it turns black and it says to be continued. We took the same concept and put it into every single email we sent, right? If it's part of an rbs, the gets people to read an email and read the next and next and read the next, and that's where our clients get open rates of 40, 50, 60, 70 percent because people get hooked to their content. 05:31 Another way on how you can actually increase engagement and get people to do the things you need them to do is through dynamic content. What does dynamic on basically remember when we did the segmentation process and collected that information and store it in our active campaign profile? Well, now we're going to grab that information and put it into the emails. John is very different than marrying. Don't treat them the same. Use the information you collected and customize certain sentences based on where they are in their journey. That's what the name of content does and that's what you can do with active components. Super Awesome. And then finally lead scoring. How does it work? Well, basically you want to score the behavior of your people. Example, if someone clicks the link, five points. If someone purchases an entry point product, 100 points, if someone purchases a core product, 200 points, that's the whole idea. 06:17 You scored their behavior, even have leaderboards where you can see who is the most engaged person in your world, uh, and then of course, the higher the engagement, the higher the conversion rates and revenue will be if you attract the right type of people, right? Relationship building and stuff is a pull mechanism and that's the difference of attracting certain people and then pushing them, you opportunity onto them. That's pushing and it's very salesy. Usually, we don't like that. That's why we don't do it. We focused on establishing a relationship to pull people closer and at the right time of the right solution to the right person. That's how you win. So we all people who actually go through your rbs buy your products or services, no, they want the majority won't, and that's also not the goal. It's okay because the goal is to establish a relationship and prepared them for the sale stage. 07:04 So if they don't put themselves into the sales stage, they're not ready yet. That's the case. So what we're gonna do is we're going to put them into an evergreen newsletter. It's basically a never-ending email sequence. You can decide on that day and then every single week and have published a new email on that day. So inside the relationship builder stage, in the email sequence in the rbs, we're going to start linking them to our sales stage, which could be a sales page, a sales call or strategy call, a Webinar, live webinar and application of trial. Whatever it is, we start linking them. That was the relationship builder stage. What does the sales stage that went through their relationship build a sequence? They actually have all the necessary buying beliefs installed in the relationship builder stage to better your job. There are the more conversions and sales will come in later, so let's. 07:44 Let's assume someone is ready, absolutely ready. How do we sell them? Again, depending on your price point and to who you sell, you want to choose your sales event can be a sales page of text-based sales page only. Texts can be a vsl only video sales letter, just a video can be hybrid, meaning there's a video on top and text on the bottom. It could be an application where you get people to apply. It could be a strategy session or discovery call or a sales call. It could be a trial, so these are all different ways and how you can actually get people to convert and become customers of yours. There are three ways on how we can close people. Way Number one is people go through your rbs and they click a link in there to check on your sales pitch and then they purchase the majority of people. 08:27 They will convert later as a set, so they will receive your evergreen newsletter and then they will click a link in there to check out your sales page, and then the third way is to use behavior-based pitching. What does that Pavia based pitching? Basically, you're going to track their behavior and then at the right time we're going to pitch them, and so if they visit a sales page two times, if they visit a certain product page three times scare swat, they show interest. We want to start sending them an email, right? Hey, I just saw you visited sales page x two times. Seems like you're interested. Why don't we jump on a quick call and discover of this makes sense for you or someone just visited me. Two of your blog posts. You can trigger an email and give them a discount. Easiest that all that can be done with active campaign in the sales stage. 09:12 We can now start to increase the sales pressure by introducing scarcity and urgency. We can offer them a discount, special VIP coaching, VIP support, free product, and additional feature. All these things we can introduce during the sales stage to increase conversions and of course we get to make sure guys that it's extremely important that you don't introduce fake scarcity. So if you sell an online course which has unlimited availability, you cannot say there are only 10 pieces of data because it's actually fake. So that sums up the sales stage. What's up next? The upselling stage. We want to increase customer lifetime values. Someone who purchased from you is a buyer, meaning to have a relationship with you. We don't want to stop here, so what do we do? You're going to put them into an onboarding email sequence of three to four emails, making sure they're well onboarded, and they received value from it, and then once they have received value from you and have certain wind moments, and at that time you want to make sure to introduce an upsell or cross-sell, not only selling but also deepen the relationship. 10:09 As long as you provide value, people will come back and purchase more. So how does upselling work with active campaign purchased your first product? You put them into an email sequence where you onboard them and then you want to upsell or cross-sell them three or four emails, easy deal, right? You can put some scarcity, urgency, everything cool. That's number one. Number two is to actually call him right? If someone purchased maybe a $20 product, but you actually offer also a $200 product and how do we do that with active campaign? Well, we can actually trigger a Webhook to send a tech from active campaign to your phone, crm, your sales crm information sync between active campaign, a software and the close ios software. Super Awesome. Another way will be to show them ads on facebook or Instagram active campaign actually integrates with facebook, can put them into a custom audience from active campaign. 10:57 Automatically. This person will see a very specific ad on facebook or Instagram, right? And you can put them through a retarding at sequence on facebook and Instagram and actually sell your stuff over there as well. Right? So that's how you make email work together with phones and recharging. Super Powerful. As I mentioned before, active campaign actors to heart the software tool that isn't a middle and connects to all the other tools. That's it, guys. That's how you build a sales funnel with active campaign. If you enjoyed the video, make sure to smash that like button. Hit subscribe if you want because we're going to publish a new video every single week. My name is Bastian. I'm the founder of wild audience nd I'll see you guys soon. 11:37 Everyone. This is Bastian. I hope I was able to provide value to you today through this podcast episode and if I did know that this made my day as I love when people go through all content. So let's change topic real quick. I want to share some news with wild audience. Has teamed up with active campaign to offer you the official wild audience automation templates and one of the things which I cannot share publicly here, but I'll share how you can learn more about it in a second. So this special offer is four, three types of people and businesses. So if you already use active campaign, you can move your active campaign account over wild audience to get access to all of our official wild audience automation templates, plus some other benefits if you were to use a different email automation tool like MailChimp, but you want to use active campaign plus our templates and this offer works for you as well. 12:31 Or if you haven't decided on a tool yet and you need some advice than this works for you, swap so you can check out our special offer wild audience.com/active campaign at the time I record this morning, 200 businesses use active campaign through wild audience already because they love the extra benefits we provide. So if you want to know more about how this works and what the benefits are, including the one I can not share publicly, go to wildaudience.com/activecampaign Now to learn more about it. So thanks so much guys and talk to you in the next episode. As always, peace out. Wild Audience has teamed up with ActiveCampaign to offer our audience (you!) 1-click automation templates & flexible pricing. Here's how you get started: wildaudience.com/activecampaign/ If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
13 min 14 sec
What we cover: * The differences between high-ticket sales and info products. * Choosing between Done-With-You and Done-For-You services. The Pros and cons for both. * An analysis of the 4 things you NEED for Done-With-You services (templates, systems, training, and methodology) * 3 numbers you need to know if you are using paid ads. * How Austin launched his own high-ticket service. We break down all 6 phases of his business development in detail. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
53 min 39 sec
What We Cover: * Why Buffer spent $3.3m buying out investors. * How to expand and increase customer lifetime value by creating more products. * Their strategy for creating new products for their 80,000 paying customers. * Why Joel chose to give his team members a profit share instead of dividends. * The specific benefits of giving your team members a profit share arrangement. * How Buffer started their business without funding. * Whether or not you should "Grandfather" in new paying customers. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
51 min 21 sec
What We Go Over: * The top 3 reasons people sign up to Typeform's email list. * The 1st main goal they have for new sign-ups. * Why benefit-driven copy works best for converting free customers to Pro customers. * Exactly what happens after a subscriber becomes a paying customer. What are the type of emails they send after this happens? * Why more visits to their blog = higher retention. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
22 min 51 sec
What We Cover: * How Typeform brings empathy into data collection. And why doing this will always increases engagement. * We breakdown Typeforms viral loop. This is responsible for 60% of their sign-ups. * The lesson they learned from Facebook on how to get more organic sign-ups. * How to use relevant and specific "use case" landing pages with paid traffic. * The structure for creating detailed guides for their blog. How each guide is actually a mini-funnel in itself. * The counter-intuitive reason they get a 25% conversion rate from their blog readers. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
31 min 45 sec
Episode Description: * Difference between a Relationship Funnel and standard sales funnel * I compare the performance of a Relationship Funnel to a standard sales funnel * How a Relationship Funnel benefits your business * The Relationship Funnel strategy explained * How to build a Relationship Funnel in 9 steps If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
48 min 23 sec
* Why every company needs a story before they start building an audience * Which gets more reach a Blog post or a Physical Book? * Rand's motivations for writing the book "Lost and Founder" * How to keep your audience engaged while you build your product * Whether or not you should do a beta launch. * Free Trail (vs) Freemium. We tell you which one converts better. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
27 min 59 sec
What we cover in this episode: * How Rand is using the MVA approach to build Spark Toro * How to deal with the pitfalls of building an audience before you have a product. * Why you probably shouldn't be using Facebook and Google ads. * Where you should be looking to place your marketing efforts instead. What are the unique places you can get a higher ROI? If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
36 min 14 sec
This is the ultimate sales funnel masterclass. I cover everything you need to know to build unbeatable sales funnels. Here's what I cover: --> How Starbucks designs sales funnels (combining offline+online) --> How the most successful business incubator built their sales funnel (100 Billion valuations) --> The 4 parts of every successful sales funnel --> I explain funnel terminology with examples: top, middle and bottom of the funnel --> How to build a value ladder for your business --> I explain how you know what type of sales funnel to build for your unique business --> I give 3 concrete examples for online businesses, service-based businesses & software businesses If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
43 min 2 sec
In part 2 of our chat with Dan Henry we talk about: - The thank-you page "viral loop". This will increase your Facebook shares. - How he gets a 3-4% conversion rate on an evergreen webinar (the industry standard is 1%, or less). - The upsell he uses for his $997 product. This converts at 40% and takes his average cart value to $1,400. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
16 min 10 sec
I talk to Dan Henry in this one about the Ninja tactics he uses to get super high ROI with FB ads. In part 1 we talk about: --> How to turn cold traffic into warm traffic. -->What to include in your ads to help them grow organically. --> What you should focus on before your learn funnels or copywriting. -->The different types of lookalike audiences --> Why advertising is 80% art. 20% science. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
26 min 44 sec
We continue our chat with Eric Sui. In this part, we talk specifically about blogging. We explore their frameworks and checklists. How they choose their topics for keyword optimization. And their content re-purposing strategy. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
32 min 43 sec
Eric Siu talks about content marketing and we explore how he used it to grow multiple successful businesses, Get high-quality clients (like Airbnb and Uber), and how you can use it to build authority in any niche. If you would like to support the podcast, please rate 5 stars and review on Apple Podcasts. Learn more about Wild Audience at www.wildaudience.com
29 min 45 sec
We are continuing our chat with Todd Brown and we are going to cover the remaining 3 ingredients every funnel should have. Firstly, how you need to structure your offer. Second, what you must include in the first 300 words of your sales page or VSL (your lead). And lastly, how to use urgency and scarcity to boost sales. If you would like to support the podcast, please rate 5 stars and review on iTunes. Learn more about Wild Audience at www.wildaudience.com
27 min 2 sec
Todd Brown covers the key ingredients that every funnel should have. In this episode, we focus on the "Unique Mechanism". This is different from the USP and it will make all the difference in your campaigns. If you would like to support the podcast, please rate & review the podcast with 5 stars on iTunes. Learn more about Wild Audience at www.wildaudience.com
28 min 28 sec
Today on the show we are talking to Channing Ferrer. He is the VP of Sales Strategy and Operations for Hubspot. We are going to deconstruct their entire sales process from start to finish. Showing you exactly how they convert cold prospects into paying customers. If you would like to support the podcast, please rate 5 stars and review on iTunes. Learn more about Wild Audience at www.wildaudience.com
27 min 29 sec
Today on the show we are talking to Channing Ferrer. He is the VP of Sales Strategy and Operations for Hubspot. We are going to deconstruct their entire sales process from start to finish. Showing you exactly how they convert cold prospects into paying customers. If you would like to support the podcast, please rate 5 stars and review on iTunes. Learn more about Wild Audience at www.wildaudience.com
26 min 16 sec
Welcome to Wild Audience FM where we break down how founders drive & convert traffic into paying customers without being salesy or annoying. Learn more about me and Wild Audience at www.wildaudience.com/
19 min 44 sec
Welcome to Wild Audience FM where we break down how founders drive & convert traffic into paying customers without being salesy or annoying. Learn more about me and Wild Audience at www.wildaudience.com/
24 min 50 sec