- by Rory Ramsden
You may stand in awe at the million dollar pay days that the big internet marketing gurus achieve each time they do a product launch but what you may not understand is that these do not happen overnight. Each one is just the last step in a well defined product marketing strategy that probably started with a beta launch months ago.
The truth is that they have to optimize their sales funnels just like anybody else
They may be able to create one faster than you but that does not mean that you can’t use the same tactics and achieve very similar results all be it in a smaller way.
Here are 4 ways mere mortals like you and I can find ourselves on the road to emulate their success…
#1. Data Mining – Taking time to find out which of your customers are doing the most business with you and then discovering what they have in common will reveal priceless insights. The 20% providing 80% of your revenue may share some demographic data but more importantly, they may also share a particular problem that you are only providing a solution to incidentally.
That is they are buying a product or service from you just to use one part of it
Building a product that laser targets this key problem and then doing a product launch that focuses on prospects who mirror the traits of your best clients will boost sales and allow you to cross promote your offer to your ‘house list’ too.
#2. Add More Value – Pile on digital value to help your clients consume your product or service and you will have them thinking that they cannot afford NOT to buy from you. The price will become secondary even though it may be higher than that being charged by your competitors.
Helping your clients get a quick win ensures that they take full ownership and reaffirms their buying decision.
You see your product as the solution. Your prospects see it differently. They see it as yet another process that they have to master before they can achieve their goal. By offering a ‘done for you service’ you take that extra step away. Your clients get the result they want and save time in the process too.
Tip: Customers who buy the ‘done for you service’ will be happy to pay more for the privilege
#3. Make Buying Easy – Being in a position to charge top dollar because you are a big player in your niche is great but you still have to think about how to make saying ‘NO’ to your offer as difficult as possible. Your prospect may have his cursor poised over the ‘But Now’ button but he is still prepared to bolt at any second.
Reducing the number of steps he has to go through to make the purchase is a must. Adding a multi-pay option however will boost conversions whatever the price point.
Tip: Don’t ask for unnecessary information during the ordering process. Instead, follow up after the sale with a personalized “thank you” message and include a request for feedback
#4. Think in Sequences – A product launch is a sequence of pre-launch events supported by a several email sequences. It’s a horizontal sales letter that has been sliced into tasty bite sized morsels delivered over a period of days. This gives your prospects time to get to know you and become comfortable with your launch story.
Your goal is to provide great content and prove that your are the real deal with a track record that creates trust. One way of doing this is to give your prospects a sequence of powerful tips that if they put into action, will move them closer to their goal. Each time they find that your advice works, their belief in you will increase to the point where they see you as an authority to be respected.
Tip: There are 21 techniques that you can use to build your prospects’ confidence in you. You don’t have to use them all but dropping the most relevant ones into your pre-launch sequence will position you as the go-to guy in your niche.
Each of these 4 dynamic marketing tactics provides a simple way for you to boost your sales quickly. They are simple to use, highly effective and require very little if any new cost. Putting all the necessary refinements to your sales funnel in place and getting them right first time is hard, which is why we always recommend that you do a beta product launch first to a small part of your list.
That way you get to optimize your sales funnel, boost conversions and make sure that you are not leaving money on the table when it comes to doing your first big product launch.
If you have not done a launch before or even if you have and now realize that hiring a launch manager would be a smart thing to do, you may be wondering how much hiring a product launch manager will cost. The quick answer is not as much as you might expect. Our aim is to structure a win-win sort of a deal with clients. We get paid when you get paid. That is we work on a percentage of the ‘pre-return’s gross’ revenue that your product launch makes. Naturally, you have to pay a fee to get on our calendar. We can only take on 2 or 3 clients per year so our time is valuable and we must know what our schedule is well in advance. It would be unfair on our other clients if we didn’t insist on this. Find out more by booking a free consultation with me now