Skyrocket Your Sales With Email Sequences
Writing emails is a very important thing in my business. I write emails every single day because it's my primary form of communication with my audience. It is more likely that more people will see your email subject lines than read your emails or more people will read your emails than click the link, have more people read those emails than your blog posts, so it’s important to keep up your email game.
When you are giving, the most important thing to give your audience is value. If you have more than one channel, you need to give value both on our channels and within our emails.
● You don't want someone who loved your free content to join your email list and never get content again, that's not very good. So make sure you find that right balance.
If you want to sell something, one of the most powerful things you can offer is proof that the thing you are recommending works. This is why in your sales letters you always have to offer some kind of proof. When you have proof on your side you don’t need fancy words or to go over your head to convince them, the proof does that for you. The more proof you have the fewer skills are required to write a good sales letter.
There is nothing wrong with trying different types of emails and seeing which one works best for you. In fact, I encourage you to try as many different types of emails as you can.
Over time you will see every person of their email list for what they really are. Are thy and the emotional buyer or the rational buyer? Once you have this figured out you will know why and how you can meet their needs and what’s the right way to approach them across the email spectrum. Different people respond differently to different people. I am sure that if you send an email to my email list you would get a different response than I would because they are interacting with something new to them.
Thank you for listening.
▶️▶️▶️▶️
Resources mentioned:
Leave some feedback. We would love to hear from you!
Connect with Jonathan Green and Serve No Master:
The post SNM191: How to build an authorship business without breaking the bank with Ray Brehm appeared first on Serve No Master: Learn How to Boost Your Sales With Email Sequences
Connect with Jonathan Green
Skyrocket Your Sales With Email Sequences
Writing emails is a very important thing in my business. I write emails every single day because it's my primary form of communication with my audience. It is more likely that more people will see your email subject lines than read your emails or more people will read your emails than click the link, have more people read those emails than your blog posts, so it’s important to keep up your email game.
When you are giving, the most important thing to give your audience is value. If you have more than one channel, you need to give value both on our channels and within our emails.
● You don't want someone who loved your free content to join your email list and never get content again, that's not very good. So make sure you find that right balance.
If you want to sell something, one of the most powerful things you can offer is proof that the thing you are recommending works. This is why in your sales letters you always have to offer some kind of proof. When you have proof on your side you don’t need fancy words or to go over your head to convince them, the proof does that for you. The more proof you have the fewer skills are required to write a good sales letter.
There is nothing wrong with trying different types of emails and seeing which one works best for you. In fact, I encourage you to try as many different types of emails as you can.
Over time you will see every person of their email list for what they really are. Are thy and the emotional buyer or the rational buyer? Once you have this figured out you will know why and how you can meet their needs and what’s the right way to approach them across the email spectrum. Different people respond differently to different people. I am sure that if you send an email to my email list you would get a different response than I would because they are interacting with something new to them.
Thank you for listening.
▶️▶️▶️▶️
Resources mentioned:
Leave some feedback. We would love to hear from you!
Connect with Jonathan Green and Serve No Master:
The post SNM191: How to build an authorship business without breaking the bank with Ray Brehm appeared first on Serve No Master: Learn How to Boost Your Sales With Email Sequences
Connect with Jonathan Green
Boost your sales with a powerful email sequence. Find out how to do it on today's episode. Today's episode is brought to you by Learn Dash, the backbone of members' area. Launch your next course on the right foot at servenomaster.com/learndash. Are you tired of dealing with your boss? Do you feel underpaid and underappreciated?[00:00:18] If you want to make it online fire your boss and start living your retirement dreams now then you've come to the right place. Welcome to serve no master podcast, where you learn how to open new revenue streams and make money while you sleep, presented live from a tropical Island in the South Pacific by bestselling author, Jonathan Green. [00:00:40] Now, here's your host. I am an old school, traditional email marketer. I absolutely positively believe that emails matter. Whether it's your sales page and a joint venture partner is sending traffic or using pay traffic, or it's your own audience you're sending to an affiliate offer. Emailing is a big part of what you do every single day. [00:00:58] I write emails every single day. It's part of my business. Why? Because it's our primary form of communication with our audience. You will always have more people see your email subject lines than read your emails, have more people read your emails, than click the link, have more people read that email [00:01:13] than look at your sales letter or your blog posts. So, it’s important to take advantage of this communication modality. The reason I'm a big believer over other communication channels is that you get attention. We're all thinking about multiple things and studies show that most people can think about five to seven things at a time, five to seven ideas in our head [00:01:31] and if we add a new one gets pushed out. A great example of this, I watched my children the way they interact with the internet is so different than the way I do. They love to watch YouTube or tick-tock videos or whatever app I don't even always know. And they'll watch these videos that other kids made with their parents and the watch a five-minute video, seven-second videos, and they're just flipping through. [00:01:49] And every time you're watching a video on YouTube, there's like 10 videos on the side. He goes recommended videos... the video ends, they go, you should watch this one next, or this one next. Their ads inside the videos are attentions always divided. I know a lot of people are really into sending messages inside the Facebook chat, but there are ads in there too. [00:02:04] So all of these other channels, there's con distractions. There's a reason that tweets get really low click rates. It's impossible to look at a single tweet at a time, cause there's always like 50 on your screen. So people see all of these messages at once. It's hard to get that undivided attention. But when someone's reading your email, very rarely are they distracted by something else. [00:02:21] Unless they're on Gmail, which sticks ads and emails too, but I'm not a Gmail user for that reason. I don't need ads in my emails, I already get enough ads in my life. The goal of your email it's to generate the click. That's the measurement of success of every email that I send, what percentage of people who opened that email clicks the link. [00:02:37] This has nothing to do with money or sales. This has to do with relationships. I want to know If I succeeded many, many, many of my emails sendyou two blog posts or podcast episodes or free books, you know, I'm into extreme giving. It doesn't matter how many people open your email. It matters how many people click the link cause otherwise they never see this sales page, [00:02:57] so nothing happens. So our goal, when we're sending a sales email sequence is to get people to look at the sales page. I want to generate that click, we want them to take that first action. I’ve talked about this before when I talked about used car dealers. When I went to buy a used car, my car sales training, there's aprocess called the escalation letter, [00:03:14] the yes, when you get people to do smaller actions and bigger and bigger actions. So the first action is someone reads their subject and they click and open the email. The second action is they read the email and click and come to your website. Now they've taken two actions on a path. It's more natural, like, while I'm already here [00:03:28]I might as well scroll down the page. So getting those clicks, getting them to take that action is important because otherwise all the effort you put into your sales page, your sales process, or the sales page they're promoting doesn't matter cause they haven't seen it. There's no chance if people don't see the sales page for the sales page to work.[00:03:42] So you got to get that sales page in front of them, but I'd like to take you through several different types of emails right now, the first of which is called the intriguing email. The first email you can send to the start of a process is the: ” something cool is coming, something amazing... I just recorded a new video that I want you to watch; [00:03:57] hey, I'm having a flash sale. There's a massive discount. You won't believe how much I've cut the price. You could find out right here.” And people go to the page to see how much is it on sale for what's the discount? I just saw a discount on a website of a service that I used that was 19% off. And I said, ah, I bought from them, [00:04:13] I have a subscription that I bought on Black Friday and it's 30% off. So the sale is lesser, but I pay attention to those things. So that gets my attention to work with everyone. And it's that intrigue: hey, we built something new and you can even build up anticipation before your launch and say: oh, we have something really cool coming in three days, we have something really cool coming in two days, we have something really cool coming tomorrow, [00:04:30] let me know if you want to hear about it. And that excitement translates into more action. We build up a little bit of anticipation, a little bit intriguing, I want to find out what it's all about. I'll check it out. So that's usually the first email when I'm doing a sequence, whether it's a promotion or it's an evergreen promotion, whether it's an autoresponder. [00:04:47] I like to start that way. I just want to say: hey, check this out, you might think it's cool. I'm not really into the hard sell in my emails. I want to start off with breaking down what might be interesting to you, starting at something very simple: hey, you might think this is cool, let me show you something I think is interesting, [00:04:59] here's why I think it's interesting. And so this intrigue is where the introduction to the content. The second type of email I like to send is content or training. Let's say I'm promoting my course on podcasting and I say: oh, you know, we're having a special sale at podcasting rockstar course love to show you all about it,[00:05:13] I know that podcasting can seem overwhelming. Let me take you through this process in today's email, and inside the email what I'll do is I'll walk them through a process. They'll say: oh, here's how to get amazing podcast guest. Step one, step two, step three. Here's how easy it is, and I teach a lesson. Often [00:05:26] It's something I pulled out of the main course, what this does is number one, give value. So people who can't afford my course still learn something, they still get value. I don't want people on my list to never learn anything or never get any value, cause then what are they doing, right? I don't want to waste their time.
[00:05:39] It's not about sales emails all day long, every day. That's not very fun for anyone there has to be a lot of content in there. Believe me, I believe in content. That's why I put out content almost every single day between my video channels, my social media channels, my groups, my podcast, and my blog, I'm a really big believer in putting out content. [00:05:54] And we want to give value both on our primary channels and within our emails, we don't want someone who loved our free content to join our email list and never get content again, that's not very good. So we do have to find that balance and so when I have a promotion, I'll try to teach something that's really valuable. [00:06:07] And then when someone goes through that thing, they can go: oh, that was really interesting, maybe this course is for me, especially if what you're training or teaching them overcomes that objection. We talked about it in the previous episode “building a bonus to overcome objection”. You could also do it here, which says: oh, I didn't think this was possible, but I was able to do it for me. [00:06:21] So your training or content might be a story about yourself, about how you try something and learn something and discovered something was possible for you. We're trying here to mostly give value and then you go: if you want to learn more things like this, you found this interesting check out this sales page or check out this promotion. [00:06:36] So we're giving content. The third type is the bonus reveal. If you're promoting something that's a sales page or a webinar, maybe people don't go through all the content. Often we're so excited and so emotional we aren't able to write down all the bonuses, we don't really have a clarified we're watching through it. [00:06:48] So you could say: hey guys, I know you're busy. Maybe you watched some of the sales videos, you saw some of the sales pages, but I know there are a lot of graphics, It can be a little bit overwhelming, let me just break down what you get, and here are the two bonuses, the three bonuses, the seven bonuses, etc, here's what bonus one includes bonus two includes bonus three, [00:07:01] and you're just explaining it. You're providing information, but also you're building a little bit of that excitement, they go: wow, I really do get a lot of value here.
You're focusing on a particular part of your sales process, and this is the order that I usually, promote in as well. This is usually the order that I go in. Intrigue, content,bonuses. [00:07:17] I assume that by the third email, by the third day, most people know thatit's a sales or product thing, so I don't have to bury it. At first, we're trying to get those intrigued clicks. And now we're good from emotional clicks to logical clicks. So we're trying to touch a different part of our audience. [00:07:31] There are people in your audience who make all their purchasing decisions based on fear. They're the anti-fear buyer. It's a person who, when they get worried about something, they take action. There are other people who buy whenever they're excited, they're an emotional buyer. They go: I'm excited! I'm gonna buy something whenever I feel happy, [00:07:45] or the thought of this makes me feel really good I buy it. There's another type of buyer that's a hundred percent logical. They look and go: well, this is what the bonuses are worth, this is what I think they're worth, this is how long it will take me to do this program, this is how y'all drive success. And they write it down to do formula, or at least they do it in their head and they go, okay, this seems like a good buying decision. [00:08:00] I try to be a logical buyer as much as possible. I try to sit down and do decision-making calculus. When we bought a PlayStation4, five years ago for my family, I said, you know what? This is a piece of entertainment, here's what it costs a lot of money, $400 or $500, I can’t remember exactly what it was, but it was about $400. [00:08:16] We bought it before we get any games I said: oh, each game is going to be this much. And how long does a game last me? And over time, now, I mean, the cost of the PlayStation is like over the years is now $5 or $10 a month or something cause I've had it for so many years and I’ll have it for so many years more [00:08:29] and we look at that and go: okay, this was a good investment because it gives me something to do in between. So instead of going out to a bar and spending money on drinks or going out or entertainment, It's actually a really cheap form of entertainment over time, especially because I only buy games on sale. [00:08:41] I'm always waiting for the game that was $99 to be $10. So sometimes I really want a game and I'll wait three years to get it because try to be a logical buyer, even though the emotional part of me goes: I don't want to wait, I want to place right now for us. Forth, we have the FAQ email. This is an email where you answer people's most common questions. At the end of any webinar [00:09:00] there is frequently asked questions portion. Usually here's how a frequently asked question section gets developed. You run a webinar and you say: hey, any questions? People type their questions in the chatbox, you write them down, you save them the next time you give a webinar, you answered those questions from the last time [00:09:13] and the questions people asked this time. Just because no one asked the question this time doesn't mean no one was thinking it. And if you do the live presentation, I talk a lot about webinars in a podcast episode, totally worth listening to, if you do enough of these to do 10 or 20, you'll get a really tight list and realize which questions [00:09:28] get asked the most, and then those were the ones you answer the first at the beginning of your process, and those questions you answered at the end, and it's all built around real questions. So you build out your frequently asked question email that says here are the questions people ask the most often. [00:09:40] Number one, please explain what the offer includes. Number two, what exactly are the bonuses? Number three, what is the refund policy? And then below that you're going to have things that are more specific. Will this work If I have an injury, will this work If I'm a smoker, will this work If whatever those things are, whatever those common objections are, the most common questions are. And how do we find out what those are? [00:10:00] We send out an email to people that don't buy after a week of promotion or four days of rush and say: hey, you didn't buy it, can you tell me why? What was missing? And they'll answer your question. Sometimes it might be too small, we talked in our last episode about turning those into bonuses. Sometimes what's missing is [00:10:13] too small to be a bonus and instead, you need to answer the question. So you answer it email so the next time someone on day three or day four of your promotion already has their question answered. They don't have to wait until day seven when they ask it to you directly. The frequently asked question email is really important because it's about meeting people where they are. [00:10:28] Oftentimes the answers to those questions are on the sales page, but who reads the wholesale page? Nobody does. Nobody reads every word on the sales page. No one that I know. All the words have to be there, but most of us just read the highlights we jump to what the product is, we look at the price, we look at the bonuses. That's how I shop 00:10:42] and so I think that that's how most other people shop. Fifth, we have the proof email. This is where we share stories of success. This could be testimonials from people who've been through the program and talk about their success. This could be more screenshots or proof shots of people holding chats or you showing payments you receive or before and after pictures of people who've lost weight as part of the program. All of those things [00:11:01] are golden. This could be, if you don't have those yet, a story about your experience with proof, this could be your before and after pictures. You could be saying: hey, you know what? I didn't feel comfortable putting this on the main sales page, but I wanted to share it with you here because you read my emails.[00:11:13] Here's my before and after story, here's a more personal part of my journey and reveal something just a little bit more. Guys, you may have noticed that the rain is really pouring in the background. It shouldn't get too loud cause we don't have a tin roof even though my neighbors do my roof is made out of the grass. [00:11:26] I love living, but hopefully, I'll talk louder and you can still hear me and we can get through today's lesson. But the proof is where you're meeting people that buy in a different way. People are going: this worked for you, but will this work for me? will meet for me and agreeing to answer questions. What worked for these other people? [00:11:39] That's why proof is so powerful. When I'm writing a sales letter, the first thing I do is proof. Before I do anything else, proof, proof, proof. If I have a lot of proof, I don't need to have fancy words. The more proof you have the fewer skills are required to write a good sales letter. The beauty of proof isn’t something you can gather over time.[00:11:53] You run your promotion once, people go through that and you get you to interact with them, you ask them for feedback, you get testimonials to improve and see their success. The next time you run a promotion, then you can add in the proof email. So might not be there in your first cycle, but it can be in the second, third, or the fourth time you run it.[00:12:06] Just keep in mind that it's part of the process. Our goal is to meet people who buy in different ways. The person who responds to the proof email really wants to know this worked for you, but will this work for me? And so they want to see something other than what you have to say. So testimonials are really the best thing to put in here or case studies. Stories of other people that went through a similar process and had success. [00:12:25] Because oftentimes, and this isn’t even true all the time. Sometimes they will tell you about a success they had, but it only happened because they already had a million dollars. One of the first pieces of training I read was about launching a podcast four years ago, I bought a copy of that I follow. I still go through many, many of their training programs. [00:12:38] And they're like: how to launch your podcast. Step one, this process. Step three, choose your format. Step four, choose your cover image. Step five promotes your mailing list. Our mailing list is only a million people. I was like: wait a minute, you got a million followers already? Golly! Talk about a big advantage.[00:12:52] They buried it, but I can't replicate that. So we're afraid that that will happen inside of a course because I've seen it happen at other places, I know it's real. You might think, yeah, Jonathan could do this, but I can't. And so we have to bridge that gap and that's what we could do in the proof email. [00:13:04] That's why we have so many testimonials of proof inside of our sales letters. Our sixth type of emails, the surprise discount of the dollar trial. This is where you can try to save the sale in different ways. You can go: you know what? Okay. You guys didn't buy, but I want to try something crazy. I'm gonna try to do something different.[00:13:17] Let me see a different angle. What if I give you like a two-week trial? It could be a dollar trial where you can knock the price off one more time. Hey, I just won one price, half price all week. I'm gonna knock another half off now because you didn't buy it, I'll give it to you for this massive discount. [00:13:29] And we're just trying to capture the people that didn't buy. It can be in the form of okay, you know what? Let me just give you the may training without the bonuses, and I'll cut the price in half again. So we can do it in different ways, but we want to do something that pushes it across the edge. [00:13:42] And again, you may be running a discount promotion, which I do sometimes. And maybe you mentioned that in the first email, but it could be something that's part of your process. This is the traditional order that most people I know do, but it doesn't mean it's the order you have to follow. [00:13:55] When you're sending out this trial email, those surprise discount, you want to make sure that you don't email the people that already bought because there'll be annoyed. So you have to be careful about that, so you don't email people that already made the purchase, and you're just trying to bring more people into the fold at whatever it takes. [00:14:08] Airlines kind of do the opposite. The longer you wait to buy a plane ticket for most airlines, the prices go up because they know if you're buying a ticket on the day of It's probably a family emergency and they want to take advantage of that because they're vultures. You know, they could have the mindset and this is why they don't do it. [00:14:20] If they lower the price on the last day, everyone will wait until the last minute to buy tickets. That would be a constant state of panic and craziness at the airport, right? If you knew, oh, I can just wait until the day of, I'm gonna get a ticket for 90% off. That's why planes fly with empty seats because they know if they fill up those empty seats with a discount today, then they're going to have a lot of problems down the line. [00:14:36] People aren't gonna pay full price anymore. They're going to wait for it a special discount day. So there's a whole logic to it. So we do want to use this in a strategic way that says: hey, I want you in. I want to do whatever it takes, I want to meet you where you are. If your problem is the price, if that's what's holding you back, [00:14:48] I don't want that to be a problem. So what I'm going to do for you is give you a split pay. Instead of paying a thousand dollars today, you can pay $97 a month for the next year. I want to make it affordable for you, I want to break it down, so a payment plan can be part of this process. It's something that reaches people that haven't bought because of all the good reasons, [00:15:04] and their main and only objection that's left by this point should be price. In the last email, our sequence number seven or seventh type of email is the last chance email. Hey, I've been showing you this sale for the last four days, there's a timer on the page, It's going to hit zero tonight at midnight, this is your last chance to make a decision. [00:15:19] You need to make a decision, you know, hop off the fence, you need to go to the bathroom or jump off the toilet, whatever four you want to use for switching their mindset. When people see your first post, they g: oh, I have four days to decide. They have this huge amount of time and they go, or seven days, whatever your timer is and they go: [00:15:33] I’ll think about this, right? The danger is if people go: I'll buy it now or I'll buy it later, then they forget about you. What you want is for them to go. I'm either going to buy it now or I'm never gonna buy it. What we want is to be a hard decision set of a soft decision. Want them to be a firm hard yes or no. When people say, no, I do not want to buy this course [00:15:50] I really appreciate that because it removes ambiguity. I don't have a problem with someone who said that’s on your email list that goes: I don't want this course, It doesn't meet my needs, It's not what I want, don't email me about it anymore. That doesn't upset me that never does because they're making a clear decision and I don't have any ambiguity. [00:16:03] I don't want to email you stuff you don't want, that's the last thing I want to do is waste our relationship, talk about things that don't interest you, we have people that do that in our lives anyways. The last chance email is just a way of saying, look, it's decision-making. You have to decide today or this is going to go away.[00:16:16] Can be we're creating a sense of urgency. You can be: If you don't buy today, the bonuses disappear. If you don't take action today, the discount disappears. You don't take action they are closing the doors. There are different ways to create urgency in your promotions so it’s where our emails can match that. An example of that is if you're promoting someone else's offer as an affiliate promotion, you can create a bonus, and on the fourth day you go: hey, look, you can buy this person's course [00:16:35] anytime you want. Today's the last day you can buy and get a bonus for me. So we're creating a sense of urgency, you could do that even for every product, even products that aren't your own products. The last chance email is just a reminder: hey tomorrow we'll be talking about something else. So if you really hate this offer, don't read today's email read tomorrow's email. [00:16:50] We're a little bit predicting for the future. For every market, every email, or every person, the right emails, or the right order will be different. So I encourage you to test, test, test. I do not use all seven email types in every single campaign. Usually, when I run a sale, it's a four-day sale. How can I send seven email types? [00:17:06] I also think hearing about the same thing for seven days is crazy. When I was first building serve no master way back in 2016, I had one course. The only course I had was words to profits as my flagship course. I was working with a copywriter, this is like five copywriters ago. Someone was writing emails for me cause [00:17:20] I needed so many emails. And we had a 29-day sales sequence for that product. I was like: this is so annoying, I don’t know why I let that happen. It was probably my fault, but when I was rechecking and we were at the SEO later I go, this is insane. If someone sent me 29 emails to sell me the same product, I would hate them. [00:17:34] Even 12 emails for the same product is a lot. However, if someone's really on the fence and really interested, they're going to be reading every one of those emails going through every piece and they're really excited and they're really going and engaging. So those people do exist. We just have to balance between the people that are interested in people that are not interested. [00:17:49] And I encourage you to try different types of emails. I'm going to campaign myself to do more email split testing. And so nowadays every time I write an email, I write two subject lines. I've never done so guilty of this, right? It's like, I should be always doing this. Parris is really, really fastidious about doing it, [00:18:04] so every time there's an email going out I can see that she sent it just because it says there's a split test so we can see which variation one, and that's just smarter marketing. So I need to do it more and more. I just need to be like that. Cause the testing, even in a small test, it gives us better data. Sometimes that little change, right?[00:18:18] Two different subject lines will get massive differences in clickers. Sometimes it's double. For one variation we'll get a hundred clicks, for the other variation you'll get 200 clicks. Okay, I know which subject line to use next time. Data is so valuable, so try different ideas. Most promotions, If it's a four-day promotion, most of the sales come on day one and day four that's in every business, 00:18:36] that's just how it is, right? There are people that are excited they go: yeah, I want it. They know they're ready to pull the trigger, they're absolutely on board. And then there are people that are on the fence and they're going to wait to make a decision and usually, they are more emotional people, the first and the logical people the last day, almost always because the first day it's like, I just want it, [00:18:50] I know I want it, I'm just gonna pull the trigger, whatever, I'm ready to go, right? You want to do it. I'm sure there are some logical people that are part of that, but it's people that get in the mode they want it, they're excited, they don't want to wait. These are the same people that wait in line when there's a new phone coming out and they wait outside 12 hours. [00:19:04] That's one thing I've never done. I've done a lot of things. I waited with one of my friends in line for a new Harry Potter book once, never read a Harry Potter book but I waited in line cause they wanted me to, I said, all right. They were so excited, It was a whole thing and people were dressed up, the whole world I wasn’t a part of.
[00:19:15] So I waited in a lot of different lines as part of the events, I waited in line for concert tickets before, that doesn't even exist anymore. Right now it's all online, but I've done all those things so I get that. Those are emotional decisions, right? It's like, I've been to a lot of Bruce Springsteen concerts. [00:19:27] You didn’t know that about me, now you do. When I was in college, every single Friday, when I was a freshman, I would hang out with all these seniors and they would listen to live Bruce Springsteen concerts because I was really good at the internet. I would find recordings of concerts. He's one of those musicians that every single concert he's ever had has been recorded. [00:19:43] We're all out there and every single one that has a name, it's a whole thing. Grateful Dead isn't the only brand that has that going on, so I would find these different, amazing concerts from like the seventies and eighties and we would be like, oh, this is the first time he ever played the song, this is the last time he played this song [00:19:53] and I think I've been to four Springsteen concerts. Pretty sure it's four... and I've seen him on Madison square garden. I remember that I and my brother in law were each buying tickets for the Madison square garden show and I got floor seats and he got seats that were like way up in the boonies, but we still went to both shows, [00:20:06] right? But it's an emotional decision, you go: oh, I'll take these cause it's all I can get cause I still want to go, right? So it's not what you want but you still buy cause you don't wanna have nothing cause you only have like three seconds to get those tickets, otherwise, they snap up and they're all sold out in a few minutes. [00:20:16] So there's logical and emotional stuff that goes on the first day and the people that are really logical buyers, they wait until the last day and they go, okay, let me look at everything, time's running out. Okay, I'll make this decision. And there also it can be like 80, 20, most of the logical and the first and the 80, 20 illogical emotion on the last day, the last day, some of the emotional people go: oh, I got to do it because time's running out, [00:20:33] I need to do it, I'm going to do it, right? So it's a little bit of an emotional buy. And that's why we try to meet people that buy-in different ways across the email spectrum. And you'll find that as you test that, as you experiment you will see what your audience responds to, you can send emails to the exact same people I do [00:20:48] and they'll respond completely differently because they see you in a different way. Think about that. You probably are on more email lists, not just mine. You probably listen to our podcast and just me and you have different expectations and you're responding to it. When you think about things in a different way, there are certain people you follow that you're really into their blog and you would never listen to their podcast, [00:21:03] and there are some people, maybe me, you listen to podcasts, you would never visit my blog cause you don't engage in content that way. That's okay. We're all different, that's what makes the world a beautiful place? There is a rainbow... there's a rainbow of communication modalities and the things that we like and the ways we respond. I make buying decisions that are emotional [00:21:17] sometimes and I make buying decisions that are logical sometimes. I do emotional way more than logical, that's absolutely true. I try, every time I make a decision to ask someone else because they won't make an emotional decision. If someone is giving me feedback, usually their decision is pure logic cause they don't care. [00:21:31] They're not emotionally invested. This is why every time I am thinking about buying a new tool or piece of software, I say to Paris: hey, what do you think? 90% of the time she goes: what, are you dumb, what you would use that for? And I was like, ah, that is so cool though, I really wanted it. [00:21:42] That's talking about emotional buying, right? A kid at the checkout counter who goes, give me that candy bar. You don't even like candy, you don't like that candy. I don't care, I want it, right? So that's one of the ways I put a check on my purchasing is by asking someone else, Hey, what do you think of this? [00:21:54] And that helps me to try and be a little bit of a consumer. You want to meet your customers at their place. You want to meet them where they are emotional, where they are intellectual, where they are right now. And that means sending different types of emails in a sequence and when you use these types of sales emails when you test different variations, you're going to sell a lot more products and you're gonna have a lot more [00:22:13] satisfied customers.
Thank you for listening to this week's episode of serve know master. Make sure you subscribe so you never miss another episode. We'll be back next Tuesday with more tips and tactics on how to escape that rat race. Head over to serve no master.com/podcast now for your chance to win a free copy of Jonathan's bestseller Serve no master.
[00:22:38] All you have to do is leave a five-star review of this podcast.
See you Tuesday
[00:22:46] Ready to master the art of copywriting? Learn the most valuable online
skill without spending a penny at swordmaster.com/ultimate.