The McMethod Email Marketing Podcast Episode #105 – Jeremy Reeves on The Beauty and Power Behind Powerful Cash-Money Sales Funnels (simple vs advanced sales funnels)
Apr 14, 2015
40:37
We all know how important sales funnels are…
How is/are yours holding up?
If you don’t have one.
Or if yours is ancient,
Then Jeremy Reeves might just be your new best friend.
He’s got a product for you DIYers,
He’s a coach for you pros,
…and he’s a sales funnel master himself always crafting together at least 4 funnels on any given day for clients.
But today,
..Jeremy is simply dropping loads of free insider info for you to run with.
We talk simple sales funnels versus advanced.
All sales funnels are good.
Because they’re all automatic money machines.
So learn all about these different types and which you should be using to move your customers down your sales process and increase your ROI.
But just as important as the funnels…
…is TRAFFIC.
Anyone can make money with good traffic (no sales funnel needed),
But if you have the bad stuff,
Nothing converts.
You can have the best copy in the world,
But if nothing converts, you make nothing.
Let Jeremy take you on the Reeves Sales Funnel Special.
His bombs of marketing wisdom will make please your inner marketing mind.
It’s an educational and entertaining interview with real life examples from Jeremy’s vast experiences.
Enjoy this powerful interview we’ve got for you today.
In this episode, you’ll discover:
- how to separate people into the right sales funnel sequences for maximum effectivene$$
- a few tricks to get people to interact with you as soon as you start their journey into your sales funnel
- at what point should you add a backup product to your sales funnel when starting out with just one? Find out when
- A line-by-line welcome email that is there for you to use on your own sales funnels (guide your subscribers through a general nurture sequence)
- why re-engagement emails are a super powerful client snatching tool (set rules that enables RE AR to kick in automatically)
- exactly when it’s worth it to you as a business to invest in multi sequence super targeted, in-depth sales funnels
- how to stay relevant within your in depth sales funnels (learn how to track and find where you need to maximize your efforts)
- list-cleaning 101… discover when it’s ok to bump people off of your email lists
- how a sales funnel removes buyer objections one-by-one until you get the close
- how important a survey is for all new sales funnel ventures you take (hint.. it’s in the top 2 things to do)
- how you can increase your conversions 10X just by doing this traffic-switch strategy
- why it is not an option… you must have a system for BUYERS (please at least talk to them)
Mentioned:
Intro and outro backing music: Forever More by CREO
Raw transcript:
John McIntyre: I’m in cafe. I’m in Thailand. It is my last week
in Thailand actually. … it’s beautiful, absolutely
beautiful, now let’s get started with this podcast. It
is John McIntyre here, the autoresponder guy. It is
time for episode 105 with Mc Method email
marketing. You’ll discover secrets of getting rich
and wealthy and wise. The secret here – there is
no secret. This is about creating automated
marketing systems with email to get yourselves a
steady stream of customers, of clients. So you
don’t focus on client generation, you focus on
bringing in new traffic, satisfying your customers.
That’s what automated marketing is all about.
Today we are talking to Jeremy Reeves
about sales funnels. Jeremy does similar to what I
do, he does it under sales funnels. I do it under
email order responders. Very similar stuff at the
end of the day. He is just positioning himself
differently. Today we deal with advanced custom
segment stuff. And also what people do not talk
about when it comes to sales funnels. There are
couple things in this episode that aren’t going to
be conventional go to some of your ideas what it
means sales funnel, what works, what doesn’t. For
this show online go to mcmethod.com/105
Three things. Number one… and that is
follow up till they die and what I mean is that if
you are emailing a client and they just stop
replying, and you email them twice and they don’t
reply and you forget about them, you are leaving
so much money on the table. This applies to your
clients and to people in autoresponder; some
people just take long time to get back to you,
people forget, people’s lives are busy.
I mentioned in a recent podcast that had
John Colton on the show, 15 followups I emailed
him first, he said “yes”, then didn’t reply, so I
emailed him again,… emailed her, she replied and
disappeared again. So I replied again – 5, 10, 20
times without getting a reply, to me it is just
follow up, follow up, follow up. Sooner or later
someone is going to do it.
It costs me 10 seconds of my time to
follow up, label email and follow up again. So
that’s today’s insight “follow up until they die”.
And this is why autoresponders is so important, is
because you can keep following up. Keep
following up and it will blow your mind how it
actually works. You are going to wonder and
probably regret how much money you left on the
table by not following up. If you follow 5-10
times you are ahead of the game.
Mc Moss is a private training community for
people who wanna convert more leads with email
marketing; it’s got blueprints, systems and
checklists and templates all under the matter how
to convert more leads with email. Do it all
automatically. You can be on a beach playing with
your kids.
Reviews, I love reviews, they make my day.
They make a smile on my face. Make it all worth
doing. If you want to do a review, I would love
you to. Go to I-tunes, Mcmethod email marketing
podcast, leave a review, tell me what you like, tell
me what you don’t like. I will read it in a show.
Even if you put your website address, I will read it
on the show.
Last but not least, if you’d like to work with
me personally and create these campaigns for
you, maybe you don’t have the time to create
campaign yourself, you don’t wanna learn how to
do it, you are just lazy, who knows, I can do it for
you. Email me John at Mc method.com and in the
next week or two we will discuss your project on
scype. Anyway, that’s it for now. Let’s get into this
interview with Jeremy Reeves.
Its John McIntyre here, the autoresponder
guy. Now Jeremy is a bit like me, he’s got a
different take on macro, different positioning into
sales. He is director songs copywriter, what he
does, he specializes in strategic automated based
on a quick chat we had before this recording, I
might know a lot about email copywriting, I set
up a number of sales funnels for myself and my
clients. I haven’t gone too deep into sales funnels.
I asked Jeremy if a sales funnel is a landing page
and couple emails and sales page, he said: “no.”
Today we will talk about what most people don’t
talk about. We will discover few new things, even
me. We’ll get into that in just a minute, Jeremy,
how are you doing, man?
Jeremy Reeves: I am good, how about you?
John McIntyre: What about coffee? It is the best thing to have
before a podcast. I am just drinking water
unfortunately. It is too late for coffee.
Jeremy Reeves: I’m on my water now. Just finished my coffee. It
is seven in the morning here. I only had my first
cup so far.
John McIntyre: Are you a big coffee drinker?
Jeremy Reeves: I usually have a cup or two. I focus on quality
over quantity. I get expensive crazy coffee. I store
beans in air type container, do the French press a
John McIntyre:Can you give a background on who you are and
what makes you different.
Jeremy Reeves: My real talent is marketing strategy. In first
years of my copywriting my clients were saying:
“You are really unique, you understand the
strategy behind the copy; that transformed into
doing sales funnels. I was always a big fan of
making things automated and making sure people
go down the right path, taking them where they’re
at in the buying cycle, moving them further the
buying cycle. I basically work with clients to do
that, to build automated sales funnels, makes
everything more reliable, more stable cash flow.
It makes a lot of money, because you are doing
the right thing and the right offers at the right
places. That is pretty much what I do for clients
John McIntyre: Okay. Some people think: I love it, I love the
idea, I want more time, I want automate the whole
thing. Is it possible, if it is possible, is it possible
for anyone to do, or is it something like you need
to be a lead copywriter to have something like that
set up?
Jeremy Reeves: It is a good question. It really does.
Sometime I have to tone is down a little bit,
because it does sometimes sound like a magical
pill. It takes a long time to do. It is not like you
get it set up in three days and you are done. In my
business I sent people to Jeremy Reeves.com.
They get emails, in emails it tells them about
different products and services that I have, they
might go to services page and click on one or the
two main services that I have. That gets to that
page and that funnel essentially presells people,
so that by the time I get on the phone with people,
they already know who I am, what I do, what
makes me unique, what makes me charge higher
fees. So by the time I get people on the phone it is
not matter of “hey, should I work with you?” it’s
“hey, how could I work with you?”
Maybe one out of five or six people don’t fall into
that, maybe they email me rather than falling to
the funnel. It is not perfect. It takes people from
where they are, which in most cases it warning
about you to where you want them to be. They
are lying in the left side, you want them in the
right side, when they are with your product.
Sales funnel consists of landing pages, sales
letters, emails, it even consists of content
blogpost, facebook, anything to build your
authority, credibility,
Each little touch moves them down that path,
builds more authority, builds more trust; explains
that your solution can help their problem
John McIntyre: I’m on fundamentals. How many emails you
send, how often you send them, it is really about
cultivating relationship, what touch points can you
have between now and then will increase likelihood
when you get on the phone ready to get going.
Before anyone would do business with any of us,
they got to set objections, there must be three
objections, there might be ten. The goal of the sales
funnel is to remove those objections before they get
to the purchase point.
Jeremy Reeves: Exactly, yeah, yeah, well said.
John McIntyre: Is it just a sign up page and emails, string of
5-10 emails, and than a sales page? Is it more
advanced than that, what does it look like?
Jeremy Reeves: It is a good question. When I say sales funnel,
you probably get an image in your head of mine
map, and you can see, people going to landing
page, giving away something free, free video, free
webinar. You give them for free, you give a
prospect to sell the main product. Maybe backend,
most of backend people are awful. Technically,
that is sales funnel. In my opinion, you can’t put
any differences, you can’t put any emails in those
sequences. You can’t have a couple emails, they
are on your list for two weeks, and they never hear
from you again. You want to meet them from
where they are. The customer journey, the
customer path. As they move down that line from
first hearing about you all the way on the left side
to buying your product, your service or whatever
that is that you sell on the right side, there is a lot
of little inflection points along the way.
For example, somebody comes at your site. Let’s
say, you sell weight loss products. How to loose
ten pounds in next seven days. They are on your
list, they do behavioral emails and stuff. Let’s say
you have a page talking about how to use cross fit
to loose weight. There is like million different
ways to work out. You see they went to cross fit
sales letter three times. Pause the sequence they
are on that is more general, like weight loss in
general, and maybe you are talking about
bodybuilding, eating certain nutrition to get to
your goals… so that when they go to certain pages,
you can pause them on general sequence and put
them on the segmented email sequences.
Let’s say they visit your cross fit page three times.
You can pause the general segments and start
sequence talking about cross fit because that’s
where they are at that exact moment. Sequence,
five emails, for example. In the end they can go
back to general segment or they can split up. Most
people think: “I can have a lead magnet, some
emails, I can have a product or two and that’s a
sales funnel, that means: “I am gonna do well.” It
has to be set up properly. It is basically what I am
saying, you have to have right lead magnet, which
is congruing with your first sales letter. Lead
magnet presells the product that you have, main
product gives information to presell your backend,
gives faster and better results to get all that in
place. You have to have it right, position it right,
bonuses etc. If you combine that with segments I
am talking about and splitting up your audience,
when you are doing emailing to specific people
and specific segments of the audience, rather than
the whole audience, everybody is there for
different reasons, they all have different
businesses.
As for me, I have five main segments based on
what type of business people have. You have five
main segments, you can give them case studies
and examples and analogies specific to their
certain type of business. There is a lot more that
goes with it than just putting those pieces in place.
You have to do it the right way.
The same goes to the backend and all the segment
thing. Does that answer the question?
John McIntyre: That’s good, man. When I first started it.
I started as copywriter and over time realized I
needn’t just be copywriter, I want to be someone
bigger. I want to be entrepreneur. I want to deal
more with the strategy type of thing, in stead of
just writing copy for clients. For a long time I just
did daily emails, there was no funnel, no
segmenting, you just signed up and you do emails.
and that worked well. But I talked with a few
people on this podcast. I need a sales funnel. What
I am thinking is exactly in the lines of what you
are talking about.
And what that looks like. Let’s say someone signs
up, first thing I ask them is the question on the
second page: “Do you want to write emails
yourself or do you want to hire someone to do
them for you? I am copywriter and want to do it
myself or I got a business and I am gonna hire
someone. Freelancers will get quick tip, case
study, products.
One segment will be Software for email
marketing… click they open that email, they click
the link in the email to read the article, they get
five email sequence, they get back to the hustler’s
thing in. Everyone is taking a journey like that.
That’s the idea of what you are talking about,
right?
Jeremy Reeves: Yeah, exactly. That’s one of the things that
basically you should do, you can split them with
lead magnet. There is couple different ways to
segment people, you can do it with the lead magnet
itself, is by naming it something different, having a
different lead magnet, you know what I mean. For
example, if you are driving Facebook traffic, you
can have three different lead magnets. One is about
cross, one is about bodybuilding and one is about
nutrition. Those are just three random examples
John McIntyre: I have always been curious, if someone
does that and you have three magnets, does that
mean you need to have three facebook campaigns
running, … or on the same page?
Jeremy Reeves: I would do three different lead magnets.
I’ve never tested having them set to a page and
“hey, we have a free gift for you. Actually we have
three, two is the one you like best”. I’ve thought of
that idea, but I never actually tested it. Another
what we can do is like a quiz. Quizzes work well,
especially in higher volume niches, just, say, for
weight loss, for example. You can give a quiz and
based on the answers they give, you can set them
up into the section.
It can be what area of fitness you are more
interested in or something else. Based on the
answers that you do, you can put them into separate
online…
Another way to do it, let’s say you have one magnet
and you want immediately start doing something.
In first email say hey, make sure they reply or click
something to get them weight-listed and engaged.
Another thing that you can do in very beginning of
a sequence is send them like a welcome email,
where you explain who you are, how you are going
to be able to help them and then you transition to
“Hey, I am going to help you, but I wanna make
sure I am sending you the most relevant
information. There are three different types of
people that I can help, which one are you?” And
you put a link. I am interested in cross, I am
interested in bodybuilding, I am interested in
nutrition or whatever it is, whatever segment. You
can have two segments, you can have ten –
whatever you wanna do.
Based on what link they click, they go through that
sequence, it is ten emails or so, I call it a general
nurture campaign, that’s where you type a general
list. Then they go through that one, that is another
30 or 60 days, whatever the time frame is going to
depend on your business, how many emails you
wanna write or you hiring somebody else, how
many emails you can afford for them to rate you
and what makes sense.
After that they come to the general nutrition
sequence – they still didn’t buy, then you put them
on something like re-engagement sequence, to get
them reengaged in your content. Because at that
point you wanna say: “Hey, you’ve been on a list
for like 60 days.” “Hey I just wanna make sure you
are still opening the emails. I wanna make sure you
are actually engaged.”
You can set rules that say if the client hasn’t clicked
an email like for last 30 days, put them in
reengagement sequence, that is to make them
reengage with their content. You can split them up
again at this point. “What’s wrong, you haven’t
been opening emails. You can do a bunch of
different things to get them reengaged with their
content. Like a webinar, which I do a lot. Then they
go down the whole webinar funnel sequence, and
all that splits up again.
If they go through reengagement sequence and
there is still no opens, no clicks – you can segment
them off the list. That is just kind of basic list
cleaning
John McIntyre: That’s like three month
Jeremy Reeves: What I do after that… in most cases it
kind of depends on business. In most cases what I
usually recommend my clients at this point. They
have been around for couple months, you go on
broadcast list. You broadcast, you do newsletters. It
is hard to stay relevant. It also depends on the size
of your business. If you have a 10 million dollar
business and it is worth it to write tons and tons of
emails, than definitely do it.
It is good to track your emails. See the point where
people drop, where you should stop spending a lot
of time there. And then just go to a broadcast list.
Once a week, twice a week with the newsletter –
you are staying in touch, but you are not spending
quite as much time, you have to find where it’s now
worth your timing more
John McIntyre: Yeah, yeah, that makes sense. The reason why
I put it off and am lazy with it is because, I think it is
going to take so much time. Instead of 5-10 emails
or one sophisticated email a day…it is hard on the
brain. It is either hiring someone, which is
expensive, if you got hundreds of emails…
Jeremy Reeves: Sure
John McIntyre: …and it is time consuming. I just can’t be bothered, it
is too much time
Jeremy Reeves: That’s a good question. Never thought too much
about that. Actually, I kind of do have an answer. If
you have $50 thousand business, it is probably not
worth it yet to get all this in place, because it takes
while to rent, you should be focused on nailing down
on who you think exactly your market is, exactly
where your offer has to be to make it perfect, get that
front end set up.
Once you get a front end set up, then you have some
back end products. As you grow. Once it becomes
basically a good idea to do this, then you do.
Someone at a million or 500 thousand or couple
hundred thousand – then it makes it worth it to put in
the effort. Then is becomes worthwhile to put in the
time or to hire somebody.
Let’s just say it be two hundred thousand, right? It is
still pretty low, you still got a lot of room to grow. If
you hire somebody for 15 or 20 thousand dollars or
whatever tray your sales letter, sales funnel, that’s
essentially ten percent of what you are gonna make.
If you increase by ten percent, you essentially cover
that cost. Doing something like this you are going to
go way more than ten percent. Especially if you have
someone good understanding how it all pieces
together. And how not to just to write emails, but to
write the right emails, set up right offers.
It is kind of a no-brainier to do that even at that
level. If you go to 2 million, all you need is a one
percent increase, which is kind of …You probably
put five emails to get that. It is a little bit of a hard
question, you have to figure out. One of the things I
do every year – this is kind of on the top of my mind,
because it is still early 2015, I did my planning like a
month ago.
I write down big opportunities that I have for that
year, right? And usually I do one to two year
timeline. There are some things on my plate this year
that I am starting to set up, on Saturday mornings
that I know aren’t gonna come into place until later
this year or even next year. I have a little bit longer
timeframe. I will be around as long as don’t get hit
by bus. [laughter]
Figure out if it is gonna be worth your time. If you
are gonna do it yourself like I just did. Service, I
won’t go into that…He actually want to learn how to
do the copy-writing and understand how and why
this is put together.
John McIntyre: Uhm
Jeremy Reeves: He is hired for coaching rather than
for implementing. For him that’s worth it, because
the experience he is gonna learn, he is gonna take
that for basically his whole life. He is a young guy,
he is really really smart guy. He is getting into
business, he is successful in other areas and now
moving into business and all that, so for him it is
worth it. For other people, I have other clients, who
are like: “Hey, you know what, just do it. Just tell me
what you are gonna do, go ahead and do it.
It depends on your business and your skills set and
what kind of money you have to put towards it and
time you have to put towards it.
I know that was kind of a broad answer. It is a loaded
question.
John McIntyre: It is one of these things, man, with any of this
kind of stuff. The answer depends.
Jeremy Reeves: Exactly
John McIntyre: There is no other way to put it. It has to do
with what situation someone’s in. How much time
they have, what’s the budget…
Jeremy Reeves: Exactly
John McIntyre: …do they have access to cheap copywriters,
for example? There are so many different ways to
put the answer to the question together.
Jeremy Reeves: Yep.
John McIntyre: …funnel, nailing down who you talking to, what
sort of stuff do you need to offer them. Once you
got that, the funnel more or less writes itself.
Jeremy Reeves: oh yeah, absolutely. One of the things I always
do for every project, number one thing is the
survey, because I wanna understand who is this
person I am talking to; what’s bothering them… this
is all copywriting research. It actually depends if the
person actually does it or not [laughter]. And
everybody should be doing this. Whether you are
hiring somebody or you are doing it yourself you
have to understand your market.
I’ve gone in my own business, even client
businesses where I actually call customers, rather
than doing survey, you actually call them and talk to
them on the phone. And you can do 20 minute
interviews, talk to six people or ten people, it takes a
few hours. But what you are going to gain from that
in terms of market knowledge and understanding
who you are talking to and what they think is
unique about you. Sometimes you speak to people
and think you are unique, but they say: “I actually
noticed that you are unique…” That’s actually how I
became sales funnel specialist is because of that.
Which is funny, because my clients kind of notice:
“Ha, I guess you are right.”And that happens all the
time. That is the first step, you really making sure
you understand exactly who you are talking to. You
could be selling the best weight basket in the world,
if you are trying to sell it to somebody who doesn’t
wanna loose weight, or is already super skinny –
you are not gonna sell it.
John McIntyre: Right
Jeremy Reeves: You know what I mean. Make sure, number one,
you targeting the right audience, whatever traffic
source that you are doing, Facebook ads or Google
or even stuff like this podcast, being at the right
podcast or webinars, or guest post, whatever source
of traffic that you are doing.
I’ve actually tested different traffic sources, I’ve seen
10-x increases just by changing your traffic source.
It is really that powerful when you understand
exactly who you are talking to. That’s step one
John McIntyre: That’s one of the funny things that copywriting,
if you get right copy with the wrong traffic. If you
had bad copy, but with relevant traffic… better than
the really good copy bad traffic. It is kind of like
drills. Sometimes you really need to have amazing
copy. But often what’s more important than having
amazing copy is having most amazing targeting,
relevance, getting in touch, connecting with the
absolute right people, the product that you are trying
to sell.
Jeremy Reeves: Yeah, if you show the right audience, you have
the right product, compelling copy – you are
unstoppable. Most people don’t have, they have
maybe one of those three. It is one of those things
again, like you said if you have the best copy in the
world, if you are selling to the wrong person, you’ll
sell nothing, whereas if you have the best traffic,
like the most targeted traffic to whatever you are
selling. You could pretty much say: “Hey, I’m
selling this. Here’s what you got to buy now.” and
you’ll probably get better conversions. The power
comes in when you have both of them and the right
offer.
This is when you see people to just explode and
have conversion rates that are tripled to competitors
– that’s why, because they have all three of those.
John McIntyre: Cool, man. One of the last things. I think it is: “It
is gonna take a lot of time.” The way I think about:
“ Approach business in general. It is a long game,
not something you gonna do in the weekend, or
even a week
Jeremy Reeves: Sure
John McIntyre: Funnel, getting your idea of what it is gonna
look like, getting couple emails done this week,
couple the next week
Jeremy Reeves: Exactly
John McIntyre: Three month or six month, you get the
automated machine, then it is more fun getting to
traffic, you put more traffic inside that funnel. The
returns are exponential after that, very very fun
Jeremy Reeves: I talk to all kinds of people, some people just
wanna hand it off to others, some people want
coaching aspect. Some people want figure out on
their own. One of the things that I tell people is:
“You look at my stuff. You see some of my mind.”
They are really complex. One of the things people
don’t realize is I do this all day, every single day of
my life. Like right now I am working on four
baby…for clients…all at the same time. There are
literary hundreds and hundreds of emails, pages and
sales letters, you know, webinars, subfunels all over
the place – it’s insane.
But this is part of my unique ability. I can process
all this, I can see funnels in my head, literally, I am
very visual guy. I can kinda see them floating. It is
weird. Most people can’t do that, that’s not where
their experteese is. So, figure out, where your
experteese is. If you are in a place where you want a
funnel, but it is not your experteese in actually
building them and you also don’t have the money.
You are starting earlier, you know in the more
beginning, the money the outsource, any of that
stuff. Don’t try to shoot for the Moon in the first
shot, you know, just get like a basic funnel. In place
first get that life, increase how much money you’re
making. Then, little by little, then add extra pieces.
It is good to get something there first… start out
with a free thing, then a couple emails, then switch
into a broadcast or whatever and have an up-seller,
like a buyer sequence. I always have buyer
sequence by the way. That is one thing I am
absolutely shocked by how many people don’t have
anything, like they have all these emails in the
beginning to get people and then people buy. The
most valuable people that you can ever have. And
then it is just like: “Okay, now you are following in
the Abyss. Make sure if there is one step, if there is
one thing that you take away from this – have some
kind of system for buyers.
If there is one thing that you wanna do, just make
sure that you talk to your buyers, they are the ones
you are putting your time into, people who aren’t
giving you money. People who already did give you
money and they are proving to be profitable for your
business. A lot of people completely neglect them.
Make sure that you have something for your buyers.
And then start doing the other stuff.
John McIntyre: Nice. True, man. We are right in
time. I think it is good to finish on the idea on
setting up the basic funnel. Start with the small
thing, you don’t have to have the whole thing
mapped up. Start with phase one. Thank you so
much for doing this. The question is if someone
wants to learn more about you, or to build the
funnel, where is the best place for them to go?
Jeremy Reeves: If you go to jeremyreeves.com that’s going to
show you all the stuff that I do. I have product for
people who want to figure things on their own, I
have a coaching program, which actually isn’t even
on my site now, just email me about that. That is
something I am relaunching later in the year. For
everybody who wants to work with me and doing a
sales funnel, just click on services. There are two
things: one – if it is going to be a small sales funnel,
we can figure out over the phone.
Most of my clients start with, we spend a day
together. Some times I have done for people in
Australia and UK, then we do it over scype video.
We map out the whole sales funnel. We do basically
everything we’ve just talked about, figure out
exactly what the offer is going to be, who the
targeted traffic is going to be, where we are going to
put the emails – everything that makes up the sales
funnels. Then we go on and do the implementing. If
you are interested to work with me, go to
jeremyreeves.com, hopefully my website will
intrigue you enough to get in touch and do its job.
John McIntyre: Nice, all the links today in the show you can find
in McMethod.com. Jeremy, thanks for coming.
Jeremy Reeves: Sure. Thanks for having me
in Thailand actually. … it’s beautiful, absolutely
beautiful, now let’s get started with this podcast. It
is John McIntyre here, the autoresponder guy. It is
time for episode 105 with Mc Method email
marketing. You’ll discover secrets of getting rich
and wealthy and wise. The secret here – there is
no secret. This is about creating automated
marketing systems with email to get yourselves a
steady stream of customers, of clients. So you
don’t focus on client generation, you focus on
bringing in new traffic, satisfying your customers.
That’s what automated marketing is all about.
Today we are talking to Jeremy Reeves
about sales funnels. Jeremy does similar to what I
do, he does it under sales funnels. I do it under
email order responders. Very similar stuff at the
end of the day. He is just positioning himself
differently. Today we deal with advanced custom
segment stuff. And also what people do not talk
about when it comes to sales funnels. There are
couple things in this episode that aren’t going to
be conventional go to some of your ideas what it
means sales funnel, what works, what doesn’t. For
this show online go to mcmethod.com/105
Three things. Number one… and that is
follow up till they die and what I mean is that if
you are emailing a client and they just stop
replying, and you email them twice and they don’t
reply and you forget about them, you are leaving
so much money on the table. This applies to your
clients and to people in autoresponder; some
people just take long time to get back to you,
people forget, people’s lives are busy.
I mentioned in a recent podcast that had
John Colton on the show, 15 followups I emailed
him first, he said “yes”, then didn’t reply, so I
emailed him again,… emailed her, she replied and
disappeared again. So I replied again – 5, 10, 20
times without getting a reply, to me it is just
follow up, follow up, follow up. Sooner or later
someone is going to do it.
It costs me 10 seconds of my time to
follow up, label email and follow up again. So
that’s today’s insight “follow up until they die”.
And this is why autoresponders is so important, is
because you can keep following up. Keep
following up and it will blow your mind how it
actually works. You are going to wonder and
probably regret how much money you left on the
table by not following up. If you follow 5-10
times you are ahead of the game.
Mc Moss is a private training community for
people who wanna convert more leads with email
marketing; it’s got blueprints, systems and
checklists and templates all under the matter how
to convert more leads with email. Do it all
automatically. You can be on a beach playing with
your kids.
Reviews, I love reviews, they make my day.
They make a smile on my face. Make it all worth
doing. If you want to do a review, I would love
you to. Go to I-tunes, Mcmethod email marketing
podcast, leave a review, tell me what you like, tell
me what you don’t like. I will read it in a show.
Even if you put your website address, I will read it
on the show.
Last but not least, if you’d like to work with
me personally and create these campaigns for
you, maybe you don’t have the time to create
campaign yourself, you don’t wanna learn how to
do it, you are just lazy, who knows, I can do it for
you. Email me John at Mc method.com and in the
next week or two we will discuss your project on
scype. Anyway, that’s it for now. Let’s get into this
interview with Jeremy Reeves.
Its John McIntyre here, the autoresponder
guy. Now Jeremy is a bit like me, he’s got a
different take on macro, different positioning into
sales. He is director songs copywriter, what he
does, he specializes in strategic automated based
on a quick chat we had before this recording, I
might know a lot about email copywriting, I set
up a number of sales funnels for myself and my
clients. I haven’t gone too deep into sales funnels.
I asked Jeremy if a sales funnel is a landing page
and couple emails and sales page, he said: “no.”
Today we will talk about what most people don’t
talk about. We will discover few new things, even
me. We’ll get into that in just a minute, Jeremy,
how are you doing, man?
Jeremy Reeves: I am good, how about you?
John McIntyre: What about coffee? It is the best thing to have
before a podcast. I am just drinking water
unfortunately. It is too late for coffee.
Jeremy Reeves: I’m on my water now. Just finished my coffee. It
is seven in the morning here. I only had my first
cup so far.
John McIntyre: Are you a big coffee drinker?
Jeremy Reeves: I usually have a cup or two. I focus on quality
over quantity. I get expensive crazy coffee. I store
beans in air type container, do the French press a
John McIntyre:Can you give a background on who you are and
what makes you different.
Jeremy Reeves: My real talent is marketing strategy. In first
years of my copywriting my clients were saying:
“You are really unique, you understand the
strategy behind the copy; that transformed into
doing sales funnels. I was always a big fan of
making things automated and making sure people
go down the right path, taking them where they’re
at in the buying cycle, moving them further the
buying cycle. I basically work with clients to do
that, to build automated sales funnels, makes
everything more reliable, more stable cash flow.
It makes a lot of money, because you are doing
the right thing and the right offers at the right
places. That is pretty much what I do for clients
John McIntyre: Okay. Some people think: I love it, I love the
idea, I want more time, I want automate the whole
thing. Is it possible, if it is possible, is it possible
for anyone to do, or is it something like you need
to be a lead copywriter to have something like that
set up?
Jeremy Reeves: It is a good question. It really does.
Sometime I have to tone is down a little bit,
because it does sometimes sound like a magical
pill. It takes a long time to do. It is not like you
get it set up in three days and you are done. In my
business I sent people to Jeremy Reeves.com.
They get emails, in emails it tells them about
different products and services that I have, they
might go to services page and click on one or the
two main services that I have. That gets to that
page and that funnel essentially presells people,
so that by the time I get on the phone with people,
they already know who I am, what I do, what
makes me unique, what makes me charge higher
fees. So by the time I get people on the phone it is
not matter of “hey, should I work with you?” it’s
“hey, how could I work with you?”
Maybe one out of five or six people don’t fall into
that, maybe they email me rather than falling to
the funnel. It is not perfect. It takes people from
where they are, which in most cases it warning
about you to where you want them to be. They
are lying in the left side, you want them in the
right side, when they are with your product.
Sales funnel consists of landing pages, sales
letters, emails, it even consists of content
blogpost, facebook, anything to build your
authority, credibility,
Each little touch moves them down that path,
builds more authority, builds more trust; explains
that your solution can help their problem
John McIntyre: I’m on fundamentals. How many emails you
send, how often you send them, it is really about
cultivating relationship, what touch points can you
have between now and then will increase likelihood
when you get on the phone ready to get going.
Before anyone would do business with any of us,
they got to set objections, there must be three
objections, there might be ten. The goal of the sales
funnel is to remove those objections before they get
to the purchase point.
Jeremy Reeves: Exactly, yeah, yeah, well said.
John McIntyre: Is it just a sign up page and emails, string of
5-10 emails, and than a sales page? Is it more
advanced than that, what does it look like?
Jeremy Reeves: It is a good question. When I say sales funnel,
you probably get an image in your head of mine
map, and you can see, people going to landing
page, giving away something free, free video, free
webinar. You give them for free, you give a
prospect to sell the main product. Maybe backend,
most of backend people are awful. Technically,
that is sales funnel. In my opinion, you can’t put
any differences, you can’t put any emails in those
sequences. You can’t have a couple emails, they
are on your list for two weeks, and they never hear
from you again. You want to meet them from
where they are. The customer journey, the
customer path. As they move down that line from
first hearing about you all the way on the left side
to buying your product, your service or whatever
that is that you sell on the right side, there is a lot
of little inflection points along the way.
For example, somebody comes at your site. Let’s
say, you sell weight loss products. How to loose
ten pounds in next seven days. They are on your
list, they do behavioral emails and stuff. Let’s say
you have a page talking about how to use cross fit
to loose weight. There is like million different
ways to work out. You see they went to cross fit
sales letter three times. Pause the sequence they
are on that is more general, like weight loss in
general, and maybe you are talking about
bodybuilding, eating certain nutrition to get to
your goals… so that when they go to certain pages,
you can pause them on general sequence and put
them on the segmented email sequences.
Let’s say they visit your cross fit page three times.
You can pause the general segments and start
sequence talking about cross fit because that’s
where they are at that exact moment. Sequence,
five emails, for example. In the end they can go
back to general segment or they can split up. Most
people think: “I can have a lead magnet, some
emails, I can have a product or two and that’s a
sales funnel, that means: “I am gonna do well.” It
has to be set up properly. It is basically what I am
saying, you have to have right lead magnet, which
is congruing with your first sales letter. Lead
magnet presells the product that you have, main
product gives information to presell your backend,
gives faster and better results to get all that in
place. You have to have it right, position it right,
bonuses etc. If you combine that with segments I
am talking about and splitting up your audience,
when you are doing emailing to specific people
and specific segments of the audience, rather than
the whole audience, everybody is there for
different reasons, they all have different
businesses.
As for me, I have five main segments based on
what type of business people have. You have five
main segments, you can give them case studies
and examples and analogies specific to their
certain type of business. There is a lot more that
goes with it than just putting those pieces in place.
You have to do it the right way.
The same goes to the backend and all the segment
thing. Does that answer the question?
John McIntyre: That’s good, man. When I first started it.
I started as copywriter and over time realized I
needn’t just be copywriter, I want to be someone
bigger. I want to be entrepreneur. I want to deal
more with the strategy type of thing, in stead of
just writing copy for clients. For a long time I just
did daily emails, there was no funnel, no
segmenting, you just signed up and you do emails.
and that worked well. But I talked with a few
people on this podcast. I need a sales funnel. What
I am thinking is exactly in the lines of what you
are talking about.
And what that looks like. Let’s say someone signs
up, first thing I ask them is the question on the
second page: “Do you want to write emails
yourself or do you want to hire someone to do
them for you? I am copywriter and want to do it
myself or I got a business and I am gonna hire
someone. Freelancers will get quick tip, case
study, products.
One segment will be Software for email
marketing… click they open that email, they click
the link in the email to read the article, they get
five email sequence, they get back to the hustler’s
thing in. Everyone is taking a journey like that.
That’s the idea of what you are talking about,
right?
Jeremy Reeves: Yeah, exactly. That’s one of the things that
basically you should do, you can split them with
lead magnet. There is couple different ways to
segment people, you can do it with the lead magnet
itself, is by naming it something different, having a
different lead magnet, you know what I mean. For
example, if you are driving Facebook traffic, you
can have three different lead magnets. One is about
cross, one is about bodybuilding and one is about
nutrition. Those are just three random examples
John McIntyre: I have always been curious, if someone
does that and you have three magnets, does that
mean you need to have three facebook campaigns
running, … or on the same page?
Jeremy Reeves: I would do three different lead magnets.
I’ve never tested having them set to a page and
“hey, we have a free gift for you. Actually we have
three, two is the one you like best”. I’ve thought of
that idea, but I never actually tested it. Another
what we can do is like a quiz. Quizzes work well,
especially in higher volume niches, just, say, for
weight loss, for example. You can give a quiz and
based on the answers they give, you can set them
up into the section.
It can be what area of fitness you are more
interested in or something else. Based on the
answers that you do, you can put them into separate
online…
Another way to do it, let’s say you have one magnet
and you want immediately start doing something.
In first email say hey, make sure they reply or click
something to get them weight-listed and engaged.
Another thing that you can do in very beginning of
a sequence is send them like a welcome email,
where you explain who you are, how you are going
to be able to help them and then you transition to
“Hey, I am going to help you, but I wanna make
sure I am sending you the most relevant
information. There are three different types of
people that I can help, which one are you?” And
you put a link. I am interested in cross, I am
interested in bodybuilding, I am interested in
nutrition or whatever it is, whatever segment. You
can have two segments, you can have ten –
whatever you wanna do.
Based on what link they click, they go through that
sequence, it is ten emails or so, I call it a general
nurture campaign, that’s where you type a general
list. Then they go through that one, that is another
30 or 60 days, whatever the time frame is going to
depend on your business, how many emails you
wanna write or you hiring somebody else, how
many emails you can afford for them to rate you
and what makes sense.
After that they come to the general nutrition
sequence – they still didn’t buy, then you put them
on something like re-engagement sequence, to get
them reengaged in your content. Because at that
point you wanna say: “Hey, you’ve been on a list
for like 60 days.” “Hey I just wanna make sure you
are still opening the emails. I wanna make sure you
are actually engaged.”
You can set rules that say if the client hasn’t clicked
an email like for last 30 days, put them in
reengagement sequence, that is to make them
reengage with their content. You can split them up
again at this point. “What’s wrong, you haven’t
been opening emails. You can do a bunch of
different things to get them reengaged with their
content. Like a webinar, which I do a lot. Then they
go down the whole webinar funnel sequence, and
all that splits up again.
If they go through reengagement sequence and
there is still no opens, no clicks – you can segment
them off the list. That is just kind of basic list
cleaning
John McIntyre: That’s like three month
Jeremy Reeves: What I do after that… in most cases it
kind of depends on business. In most cases what I
usually recommend my clients at this point. They
have been around for couple months, you go on
broadcast list. You broadcast, you do newsletters. It
is hard to stay relevant. It also depends on the size
of your business. If you have a 10 million dollar
business and it is worth it to write tons and tons of
emails, than definitely do it.
It is good to track your emails. See the point where
people drop, where you should stop spending a lot
of time there. And then just go to a broadcast list.
Once a week, twice a week with the newsletter –
you are staying in touch, but you are not spending
quite as much time, you have to find where it’s now
worth your timing more
John McIntyre: Yeah, yeah, that makes sense. The reason why
I put it off and am lazy with it is because, I think it is
going to take so much time. Instead of 5-10 emails
or one sophisticated email a day…it is hard on the
brain. It is either hiring someone, which is
expensive, if you got hundreds of emails…
Jeremy Reeves: Sure
John McIntyre: …and it is time consuming. I just can’t be bothered, it
is too much time
Jeremy Reeves: That’s a good question. Never thought too much
about that. Actually, I kind of do have an answer. If
you have $50 thousand business, it is probably not
worth it yet to get all this in place, because it takes
while to rent, you should be focused on nailing down
on who you think exactly your market is, exactly
where your offer has to be to make it perfect, get that
front end set up.
Once you get a front end set up, then you have some
back end products. As you grow. Once it becomes
basically a good idea to do this, then you do.
Someone at a million or 500 thousand or couple
hundred thousand – then it makes it worth it to put in
the effort. Then is becomes worthwhile to put in the
time or to hire somebody.
Let’s just say it be two hundred thousand, right? It is
still pretty low, you still got a lot of room to grow. If
you hire somebody for 15 or 20 thousand dollars or
whatever tray your sales letter, sales funnel, that’s
essentially ten percent of what you are gonna make.
If you increase by ten percent, you essentially cover
that cost. Doing something like this you are going to
go way more than ten percent. Especially if you have
someone good understanding how it all pieces
together. And how not to just to write emails, but to
write the right emails, set up right offers.
It is kind of a no-brainier to do that even at that
level. If you go to 2 million, all you need is a one
percent increase, which is kind of …You probably
put five emails to get that. It is a little bit of a hard
question, you have to figure out. One of the things I
do every year – this is kind of on the top of my mind,
because it is still early 2015, I did my planning like a
month ago.
I write down big opportunities that I have for that
year, right? And usually I do one to two year
timeline. There are some things on my plate this year
that I am starting to set up, on Saturday mornings
that I know aren’t gonna come into place until later
this year or even next year. I have a little bit longer
timeframe. I will be around as long as don’t get hit
by bus. [laughter]
Figure out if it is gonna be worth your time. If you
are gonna do it yourself like I just did. Service, I
won’t go into that…He actually want to learn how to
do the copy-writing and understand how and why
this is put together.
John McIntyre: Uhm
Jeremy Reeves: He is hired for coaching rather than
for implementing. For him that’s worth it, because
the experience he is gonna learn, he is gonna take
that for basically his whole life. He is a young guy,
he is really really smart guy. He is getting into
business, he is successful in other areas and now
moving into business and all that, so for him it is
worth it. For other people, I have other clients, who
are like: “Hey, you know what, just do it. Just tell me
what you are gonna do, go ahead and do it.
It depends on your business and your skills set and
what kind of money you have to put towards it and
time you have to put towards it.
I know that was kind of a broad answer. It is a loaded
question.
John McIntyre: It is one of these things, man, with any of this
kind of stuff. The answer depends.
Jeremy Reeves: Exactly
John McIntyre: There is no other way to put it. It has to do
with what situation someone’s in. How much time
they have, what’s the budget…
Jeremy Reeves: Exactly
John McIntyre: …do they have access to cheap copywriters,
for example? There are so many different ways to
put the answer to the question together.
Jeremy Reeves: Yep.
John McIntyre: …funnel, nailing down who you talking to, what
sort of stuff do you need to offer them. Once you
got that, the funnel more or less writes itself.
Jeremy Reeves: oh yeah, absolutely. One of the things I always
do for every project, number one thing is the
survey, because I wanna understand who is this
person I am talking to; what’s bothering them… this
is all copywriting research. It actually depends if the
person actually does it or not [laughter]. And
everybody should be doing this. Whether you are
hiring somebody or you are doing it yourself you
have to understand your market.
I’ve gone in my own business, even client
businesses where I actually call customers, rather
than doing survey, you actually call them and talk to
them on the phone. And you can do 20 minute
interviews, talk to six people or ten people, it takes a
few hours. But what you are going to gain from that
in terms of market knowledge and understanding
who you are talking to and what they think is
unique about you. Sometimes you speak to people
and think you are unique, but they say: “I actually
noticed that you are unique…” That’s actually how I
became sales funnel specialist is because of that.
Which is funny, because my clients kind of notice:
“Ha, I guess you are right.”And that happens all the
time. That is the first step, you really making sure
you understand exactly who you are talking to. You
could be selling the best weight basket in the world,
if you are trying to sell it to somebody who doesn’t
wanna loose weight, or is already super skinny –
you are not gonna sell it.
John McIntyre: Right
Jeremy Reeves: You know what I mean. Make sure, number one,
you targeting the right audience, whatever traffic
source that you are doing, Facebook ads or Google
or even stuff like this podcast, being at the right
podcast or webinars, or guest post, whatever source
of traffic that you are doing.
I’ve actually tested different traffic sources, I’ve seen
10-x increases just by changing your traffic source.
It is really that powerful when you understand
exactly who you are talking to. That’s step one
John McIntyre: That’s one of the funny things that copywriting,
if you get right copy with the wrong traffic. If you
had bad copy, but with relevant traffic… better than
the really good copy bad traffic. It is kind of like
drills. Sometimes you really need to have amazing
copy. But often what’s more important than having
amazing copy is having most amazing targeting,
relevance, getting in touch, connecting with the
absolute right people, the product that you are trying
to sell.
Jeremy Reeves: Yeah, if you show the right audience, you have
the right product, compelling copy – you are
unstoppable. Most people don’t have, they have
maybe one of those three. It is one of those things
again, like you said if you have the best copy in the
world, if you are selling to the wrong person, you’ll
sell nothing, whereas if you have the best traffic,
like the most targeted traffic to whatever you are
selling. You could pretty much say: “Hey, I’m
selling this. Here’s what you got to buy now.” and
you’ll probably get better conversions. The power
comes in when you have both of them and the right
offer.
This is when you see people to just explode and
have conversion rates that are tripled to competitors
– that’s why, because they have all three of those.
John McIntyre: Cool, man. One of the last things. I think it is: “It
is gonna take a lot of time.” The way I think about:
“ Approach business in general. It is a long game,
not something you gonna do in the weekend, or
even a week
Jeremy Reeves: Sure
John McIntyre: Funnel, getting your idea of what it is gonna
look like, getting couple emails done this week,
couple the next week
Jeremy Reeves: Exactly
John McIntyre: Three month or six month, you get the
automated machine, then it is more fun getting to
traffic, you put more traffic inside that funnel. The
returns are exponential after that, very very fun
Jeremy Reeves: I talk to all kinds of people, some people just
wanna hand it off to others, some people want
coaching aspect. Some people want figure out on
their own. One of the things that I tell people is:
“You look at my stuff. You see some of my mind.”
They are really complex. One of the things people
don’t realize is I do this all day, every single day of
my life. Like right now I am working on four
baby…for clients…all at the same time. There are
literary hundreds and hundreds of emails, pages and
sales letters, you know, webinars, subfunels all over
the place – it’s insane.
But this is part of my unique ability. I can process
all this, I can see funnels in my head, literally, I am
very visual guy. I can kinda see them floating. It is
weird. Most people can’t do that, that’s not where
their experteese is. So, figure out, where your
experteese is. If you are in a place where you want a
funnel, but it is not your experteese in actually
building them and you also don’t have the money.
You are starting earlier, you know in the more
beginning, the money the outsource, any of that
stuff. Don’t try to shoot for the Moon in the first
shot, you know, just get like a basic funnel. In place
first get that life, increase how much money you’re
making. Then, little by little, then add extra pieces.
It is good to get something there first… start out
with a free thing, then a couple emails, then switch
into a broadcast or whatever and have an up-seller,
like a buyer sequence. I always have buyer
sequence by the way. That is one thing I am
absolutely shocked by how many people don’t have
anything, like they have all these emails in the
beginning to get people and then people buy. The
most valuable people that you can ever have. And
then it is just like: “Okay, now you are following in
the Abyss. Make sure if there is one step, if there is
one thing that you take away from this – have some
kind of system for buyers.
If there is one thing that you wanna do, just make
sure that you talk to your buyers, they are the ones
you are putting your time into, people who aren’t
giving you money. People who already did give you
money and they are proving to be profitable for your
business. A lot of people completely neglect them.
Make sure that you have something for your buyers.
And then start doing the other stuff.
John McIntyre: Nice. True, man. We are right in
time. I think it is good to finish on the idea on
setting up the basic funnel. Start with the small
thing, you don’t have to have the whole thing
mapped up. Start with phase one. Thank you so
much for doing this. The question is if someone
wants to learn more about you, or to build the
funnel, where is the best place for them to go?
Jeremy Reeves: If you go to jeremyreeves.com that’s going to
show you all the stuff that I do. I have product for
people who want to figure things on their own, I
have a coaching program, which actually isn’t even
on my site now, just email me about that. That is
something I am relaunching later in the year. For
everybody who wants to work with me and doing a
sales funnel, just click on services. There are two
things: one – if it is going to be a small sales funnel,
we can figure out over the phone.
Most of my clients start with, we spend a day
together. Some times I have done for people in
Australia and UK, then we do it over scype video.
We map out the whole sales funnel. We do basically
everything we’ve just talked about, figure out
exactly what the offer is going to be, who the
targeted traffic is going to be, where we are going to
put the emails – everything that makes up the sales
funnels. Then we go on and do the implementing. If
you are interested to work with me, go to
jeremyreeves.com, hopefully my website will
intrigue you enough to get in touch and do its job.
John McIntyre: Nice, all the links today in the show you can find
in McMethod.com. Jeremy, thanks for coming.
Jeremy Reeves: Sure. Thanks for having me
The post Episode #105 – Jeremy Reeves on The Beauty and Power Behind Powerful Cash-Money Sales Funnels (simple vs advanced sales funnels) appeared first on Drop Dead Copy.