How to Hire and Fire Your Way to a $300k-year Business in Less than 6 Months

Source: https://www.autogrow.co/16-tips-to-hire-the-right-employee/

Do you remember when you started dating that person you thought was the one?

Everything was perfect at the beginning. As they say, love was in the air.

But once you started getting to know the person, everything changed (for worse, ugh!).

Without realizing it, you were trapped in a toxic relationship you wanted to end. But you just couldn’t end it.

Maybe because you didn’t know how to do it. Or perhaps you were avoiding that awkward moment. Or maybe because you liked the person. He/she was nice. But only that: nice.

There was no evolution nor growing together. It was painful and it was draining you.

But once the relationship ended, your life changed for the better.

You started to feel happy. You did the things you couldn’t do before, and all of a sudden you started achieving a lot of goals by yourself.

Well, that toxic relationship you had (hopefully just once) is very relatable to an employee-employer relationship.

Remember that awesome applicant who seemed to be a perfect fit for your team? After hiring them, you regretted it because they didn’t work out. You felt stuck. Like you couldn’t fire them because you’d just brought them on.

But like a toxic relationship, that problem employee is holding your business back.

In this article, you’ll learn how you can end those painful work relationships with people who aren’t a fit. And also, you’ll get the 16 tips we’ve followed here at AutoGrow to hire and fire our way to a $300K business in less than 6 months.

Now, let’s end that relationship with the person who’s stopping you from growing!

The only thing worse than a bad hire is keeping one

Owning a business isn’t easy-peasy. It takes time, money, discipline, and a great team that can make the success of the company a reality.

Now, growing a business is even tougher. In fact, a study by Fundera says:

  • 2/3 of companies survive only 2 years in business
  • 50% of all businesses will survive only 5 years
  • And 1/3 will survive 10 years

What do these statistics show? That the longer a company has been in business, the more likely it’ll stay in business. Because the first few years are often the hardest.

The uncertainty of what to do to grow and how to do it can be overwhelming. And the decisions you make will determine the success of your business.

At AutoGrow, we’ve been creating, customizing, and optimizing funnels for our 20+ Done-For-You funnel service’s clients. We’ve also broken the $300K revenue mark in less than 6 months. 

We’ve created a solid business operation that has made possible the launch of some of our clients’ accounts in as little as 20 days. And we’ve been able to maintain a 91% client retention rate too.

Oh, and by the way, did I mention that our refund request rate for products in these past 6 months is 4.5% and for our Done-For-You service 0%? That’s right!

And a big part of this has been possible because of the best takeaway Matt, AutoGrow’s founder, took from October’s 12% growth. Hire slow and fire fast. That’s it.

That’s also something Russ Perry, the founder of Design Pickle has mentioned to Matt in a recent interview. He affirms that the biggest mistake he has made and that has made him learn the most has been hiring the wrong people.

For us, hiring the right team members have been vital in our solid business operation. But firing team members that haven’t been a fit has simply been essential and necessary. 

You see, most companies simply settle for team members who don’t reach out for the high standards, don’t do the work, or do the work wrong.

We’re certainly not one of those companies. We push our team members to do the work right. Because we expect it and our clients expect it. And this has helped us grow our yearly revenue to $300K+ in less than 6 months.

You may not realize this (yet) but keeping bad hires on your team could literally be costing you time, clients, and money.

There’s a wise saying, “The best candidate doesn’t always get the job.” So odds are you’ll end up hiring the wrong people once or twice (and even more times).

But don’t worry, because all managers sometimes hire bad employees. But great leaders recognize their mistake and fire FAST.

So be a great leader, step in, and FIRE.

Sure, it’s awkward. But even more uncomfortable is carrying an unnecessary weight on your shoulders that could be jeopardizing both your health and the health of your business.

Based on our experience at AutoGrow, here are 16 tips we’ve applied to hire and fire our way to a $300K business (and counting) in less than 6 months!

Tip #1. Create awareness and promote your job ad

You already know how to hire the right team members. But in case you forgot, here’s a quick reminder. 

The first step in hiring someone is to build brand recognition and trust within the applicants. With a recognizable and admired brand, you can start attracting more and better candidates.

A study by LinkedIn shows that 52% of candidates explore a company’s site and social media accounts to learn more about them before applying. 

And that’s exactly what we do at AutoGrow. 

We have “We’re Hiring” in our navigation and footer. And we also have a career page on our website. Here’s where we condense the most relevant information about our company and the job openings. 

Creating brand awareness and promoting your job ad like we do will make it easier for job seekers to learn about your company without having to look very far. 

Tip #2. Evaluate your candidates’ skills

In this step of the process, job seekers are aware of your brand. They already know you’re a  good company and have already applied for the job opening.

Once you see application forms being filled out, it’s time to send applicants a skill test. This is where they’ll show you how worthy they are of being hired by your company.

A skill test is nothing but a work sample. It can take 2-3 hours to complete. 

Here you can see applicants’ performances and strengths. And you’ll evaluate efficiency and responsibility.

Tip #3. Document all communication with new hires

This step is critical in a hiring and firing process.

You may hire someone in good faith, but when the moment of firing them comes, they may not take it that well.

Last year, a team member that had been working for AutoGrow for a while started disappearing.

When she was advised that that wasn’t a professional behavior, she decided to leave the company. She did it in good terms. She even messaged Matt thanking him for the great opportunity she had and how great the experience working for the team had been for her.

Well, a couple of days later an anonymous review appeared from nowhere online.

It was pretty obvious the review came from this former employee. 

The thing is, there’s nothing wrong about posting a review online from a company as long as it’s true. Speaking of which by the way, don’t forget to monitor your online reputation. That’s how we found out about this review.

But in this case, this former employee posted the review based on a false premise. We easily disproved it because we had everything documented. All email communication, team call recordings, and contracts signed.

She ended up removing the review, of course, because she knew she could have gotten into a bigger legal trouble.

So cover your back and document absolutely everything that proves that X and Z were communicated to your employees.

Tip #4. Pre-interview and interview candidates

So far your hiring process has been great. You’re one step closer to making your way to hiring the right people and firing the wrong ones. 

By now, you already saw some applications filled out and reviewed the skill tests that were submitted.

Now it’s time to make a short 15-minute pre-interview to the candidates that performed great in their skill tests.

If you have a virtual team like AutoGrow does, go with a Zoom or Skype call. And have your Project Manager filter applicants in this step.

What we do at AutoGrow is we ask the candidates if they’re willing to be interviewed on that same day. We then see how interested they are in being hired.

For instance, last week our Project Manager pre-interviewed a candidate, and when Matt asked him if he could hop in a quick call with him, at least 4 excuses came…

  • He was tired
  • It was late
  • He needed to schedule the call in Calendly first
  • He wanted to know the compensation before the interview

I actually ended up hopping on a quick call with him instead. 

I listened to him talking about himself (and asked zero questions about the company) while he occasionally drank a cup of tea in his kitchen while wearing what I can only assume was his pjs.

My error was to not end the call sooner. I was actually too polite because if someone takes a call in such a casual way, hmmm they probably won’t be a fit.

But the background and outfit weren’t the only issues. He didn’t give straight answers to any of the questions I asked him. He was vague and it literally took him like 8 minutes (I timed it) to answer “what’s your biggest challenge as a Project Manager?”.

After this pre-interview, the candidate was dismissed. Especially since he wasn’t willing to be interviewed by the founder of the company ASAP.

But if after pre-interviewing someone you still see potential, move them to the interview with the founder or whoever will be their supervisor.

This interview is for you to ask and find out everything you’re looking for in the candidate.

Another red flag to watch out for is if candidates don’t know basic things about your company like the name and what you do. If that happens, stop the interview and NEXT.

This applicant I interviewed last week wouldn’t stop talking about how AutoGrow was turning 10 years from being founded. He kept saying “congratulations”. But beyond that, it seemed like he didn’t know anything else about us.

So, the same way you qualify leads and filter out the bad ones before getting on the phone, do the same with your applicants in the pre-interview and interview process.

It’ll save you loads of time in the long run. 

Tip #5. Hire on a trial basis

Being a $300K company and making it happen in less than 6 months obviously takes time. But you’ve seen how hiring someone who’s a fit hasn’t been too hard, right?

Now that you’ve selected the right applicant to make it to your team, it’s time to hire them on a trial basis.

There’s a big difference between telling them “you’re hired” and “you’re hired on a trial basis.

The last one is necessary because even though you’ll be hiring them and paying them, they’re still on probation. So they need to work hard on earning being fully hired after that trial.

Tip #6. Evaluate your new hire’s punctuality

Before even investing time and money training someone who may not make it through the trial period, evaluate their punctuality.

Let’s face it, the most basic thing that an employee must do when they’re hired is to show up on time. It’s as simple as that.

It’s like giving a Christmas gift to someone and saying “Thank You.”

If on their very first day or week they don’t show up or show up late, this is another red flag.

Even though you have a virtual team, team members must show up and respond to requests on time.

Otherwise, the team and the business as a whole will end up suffering.

Tip #7. Train your new hire

After you see that new hires have shown respect for the working hours, it’s time to train them. 

For this, you must have your processes documented. This way it’ll be easy for you to train people in the near future. 

For instance, document each role’s workflow, responsibilities, processes — everything that can be teachable to the next hire.

You can do this in the form of word documents and/or videos. 

We actually created a super useful and complete training video for content writers, but the 2 people who’ve gone through it didn’t really follow any of the guidelines.

Consider this a red flag.

If you have detailed training, and the new hire doesn’t follow it, this may be a really bad sign. 

Let’s see in the next steps what you should do if this is the case.

Tip #8. Test your new hire’s ability to solve problems

Problems and chaos are some of the most common painful situations that businesses face. In fact, Chris Ronzio, founder of Trianual told Matt in an interview “There is chaos in every business, and if you’ve got opportunity, you’ve got chaos.” 

That means that behind every problem or chaotic situation, there’s the possibility of solving the problem, moving forward, and succeeding.

So if you’re planning to hire someone, they better have a problem-solving type of mindset.

You need someone you can rely on when unexpected situations pop up. And you want them to do it even before you ask them to do it.

This type of hire is rare to find but they certainly do exist.

So it’s important that you watch how they solve problems. Especially if they come up unexpectedly.

Tip #9. See how they take responsibility for mistakes made

Employees hardly admit if an error was really their fault or not. It’s easier to blame someone else, right?

Don’t keep someone who deflects blame or doesn’t own up to the mistake instead of admitting they forgot to do something.

This part of the process is very important because sometimes it’s better to not spend too much time training someone who you can’t even trust to be honest with you.

Tip #10. Check the quality of the work

By now, you’ve already evaluated your new hire’s level of responsibility, commitment, seriousness, and punctuality. Now it’s time to check the quality of the work.

  • Is their work impeccable? Or does it have any mistakes?
  • Are they constantly improving? Or is the quality of the work staying the same?
  • Are they interested in learning? Or are they settled down and not looking to grow?
  • Is the quality of the work great? Or is it just ok?

You know that you can boost conversion with quality assurance and you know how to do so. So always look for people who submit great work that brings in positive results for the company.

If your new hire consistently delivers low quality work, chances are it won’t change.

A couple of months ago we hired a designer. 

For as long as her trial period last, there were just a few high-quality landing page designs submitted by her. 

It took a lot of work, time, patience, and headache to bring one design where it must’ve been in the first place. 

So, the work shouldn’t take more than one or two times to be reviewed and fixed.

Tip #11. Give a first warning

If the team member you hired on a trial basis makes a considerable mistake 1 or 2 times, assume first it was the system or training process’ fault. 

The case could be that the person in charge of training the new hire failed or forgot to teach them something.

So instead of accusing and assuming they are the problem, clearly explain to the person what was wrong and why and that it shouldn’t happen again.

At this point, give one first warning. But don’t be too agreeable about the situation, either. Be sure to convey the seriousness of the situation and that it needs to be fixed in the future.

Tip #12. Give a final warning

Too many errors happening isn’t ok. You need to make a diagnosis of what’s making the issues persist. 

If your new hire makes a second mistake after previously receiving a first warning, that’ll be a red flag.

You want to hire someone who minimizes errors, not who maximizes them.

So the second time this happens, assume it’s the person’s fault. Hold the person accountable and give them a final warning. 

Remember to not be too agreeable. This could make your new hire have the type of mindset of “my boss is a really nice guy, he doesn’t care that much if the work isn’t done right.”

This type of team members won’t help you be a $300K company. Not even in 1, 5, or 10 years.

Tip #14. Fire fast

Finally, if after giving someone the opportunity to be a long-term team member, they don’t do a great job, proceed to FIRE them.

This will save you time, money, clients, and headaches.

Remember, the only thing worse than a bad hire is keeping one.

Ideally, if you’re considering firing someone, you should have a backup. But if you don’t have anyone else, fire the person fast anyway. 

Tip #15. Be professional

This may sound like an obvious one (which it is), but when it comes to firing someone — especially if they’ve caused you so many headaches — keep a professional attitude.

Chances are you’ll be pissed off with the person but that doesn’t mean you’ll yell or curse.

You want to keep the firing moment short and sweet. No snapping at the person and no slamming the door.

Tip #16. Give your reasons for firing them

Have you ever been in a relationship where the other person breaks up with you and they give you no reason for it? Not even the “it’s not you, it’s me” classic?

Well, when firing someone, don’t forget to tell them why you’re doing it. Be clear and communicate professionally. Don’t only say “you’re fired.” Explain them with facts why you made that decision. 

They’ll appreciate your honesty and this will help them leave on a positive note. And they’ll probably be less likely to try to hurt your company’s reputation too. 

But if that’s the case, you already know how to turn a bad review into a marketing win.

And don’t be discouraged if you fire someone. Start the process again and you’ll become the next $300K company in less than a year!

Conclusion

See how easy it is to go from hiring to firing?

It’s not that firing would be your end goal, but it’s definitely part of the success of your business.

Keeping a bad hire can cost you time, money, and even clients. So consider removing them as soon as you start seeing some red flags.

Don’t settle down with someone who’s just doing an ok job. Aim for someone who does a great job and improves every day.

If you want to hire and fire your way to a $300K business in less than 6 months (just as we did at AutoGrow), you better start following these 16 tips…

  • Create awareness and promote your job ad
  • Evaluate your candidates’ skills
  • Document all communication with new hires
  • Pre-interview and interview candidates
  • Hire on a trial basis
  • Evaluate your new hire’s punctuality
  • Train your new hire
  • Test your new hire’s ability to solve problems
  • See how they take responsibility for mistakes made
  • Check the quality of the work
  • Give a first warning
  • Give a final warning
  • Fire fast
  • Be professional
  • Give your reasons for firing them  

And if you need help hiring the right people to do the job for you, reach out to us. At AutoGrow, we can build your sales funnel without you having to lift a finger.

Now tell me something, what’s the worst experience you’ve had when hiring and firing someone? After firing a bad hire, did that help your business grow?

Let me know in the comments below.

Keep funnelin’, stay focused,

Mariana

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The Marketing Benefits of Small Data

Source: https://postfunnel.com/the-marketing-benefits-of-small-data/

The average marketer of 2019 thinks more like a data scientist than a marketer of 20 years ago, and for good reason: Data-driven marketing works. “Big Data” technologies have allowed marketers to leverage huge aggregated information blocks for their campaigns with promising results.

Nonetheless, big data has its limits. A growing backlash to mass data collection has caused some marketing professionals to fear that regulation efforts might ultimately harm their newfound capabilities. For others, however, this is simply a call for modest data collection — otherwise known as “Small Data.”

WHAT IS SMALL DATA?

Small data refers to any dataset that can be fully understood by a human being without outside assistance. It could consist of a single spreadsheet or a few sheets of paper, and it might easily fit onto your personal computer. Regardless of medium, it is gathered for a highly specific purpose and can usually be digested within an hour or so. Former McKinsey consultant Allen Blonde years ago by stating that if big data is about machines, small data is about people.

Big data solves big problems and answers big questions. It shows us trends and insights from a scale that’s larger than what a single human can immediately understand. But for focused questions, big data seems to aggregate more information than marketing professionals can actually use — perhaps too much, considering that companies just aren’t using it for much of anything.

That’s not to say big data isn’t useful — it can greatly assist marketing efforts — but clever deployment of small data gets less industry attention than it should. One study of the construction and engineering industries suggests that 95% of collected data never even ends up being used. In these cases, small data initiatives could be more beneficial.

Arun Ramaswamy, CTO for Nielsen Global Connect, believes small data will ascend because it emphasizes depth and purpose. “Today’s economy runs on trust and transparency. For brands, this comes from using the right data, not necessarily more data,” he wrote. Ramaswamy much prefers the use of smaller, deeper data sets that focus on the specific preferences and needs of customers, than amassed broad-stroke general data.

Multi Channel Marketing E-book

THE SMALL DATA CAMPAIGN

According to small data advocates, marketing doesn’t require such a massive data mill — it requires information that could be otherwise gained from speaking with customers in the field. With our current big data infrastructure, this data often gets buried within CRM and ERP marketing software.

The goal of small data is to find, define, and deploy the best data segments — whether collected in the field or from existing big data infrastructures. Small data campaigns will typically start with simple datasets, set manageable goals for their use, and focus on asking the right questions to gain specialized insights. In other words, small data campaigns set a hypothesis and determine whether it’s supported by the available data.

Wondering what kind of questions you should be asking? Here are some tips from data scientists.

Simon Ouderkirk, a small data enthusiast with Automattic, outlines the simplest test run of this philosophy: “Take a minute, think back on the last two or three months, and challenge yourself to identify the big untested beliefs that power your support team.” For example, a marketing team that believes customers want rapid responses — even if the responses don’t fully address their inquiry — might question whether customers would actually prefer slower, more in-depth answers. From there, marketers confirm their hypothesis by seeing whether customers with immediate responses were more satisfied than customers with detailed responses.

THE ROLE OF SMALL DATA

Small data is not about analyzing large reams of aggregated data. It’s about understanding the data you have and asking the right questions — making the “why” as important as the “what.” Sometimes that means mining for insights the team hadn’t originally considered. It also means re-examining your assumptions. What time of day will social media posts get the most engagement? Which customer segments would welcome new product recommendations? Finding these correlations may take time, but when applied correctly they can open brand-new market segments.

Martin Lindstrom, who literally wrote the book on small data, points out that simply visiting prospective customers at home provides small, focused datasets that can revolutionize your brand. His advice to Lego after noticing one child’s dedication to skateboarding turned the brand’s direction, and financial fortunes, around. Big Data finds correlations, but Small Data then finds marketers their causations.

Ready to start getting data for your initiatives? Check out PostFunnel’s guide to customer data platforms.

The post The Marketing Benefits of Small Data appeared first on Post Funnel.

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Square 2 Recognized As A Clutch 1000 Agency For 2019

Source: https://www.square2marketing.com/blog/square-2-recognized-as-a-clutch-1000-agency-for-2019

FOR IMMEDIATE RELEASE   

MEDIA CONTACT: Joanna Swartwood (858-220-1711, jswartwood@square2marketing.com)  

Verified Client Reviews A Major Driver In Clutch 1000 Selection Process

Conshohocken, PA – Square 2 has been selected as one of the Clutch 1000, a listing of top B2B service providers in the world based on verified client reviews.

The Clutch 1000 is the most exclusive award offered by the platform. The list highlights companies that have rankings within the top 1% of all companies on Clutch. 

Review sites, directories and advocacy platforms are becoming more and more important when it comes to selecting the right service providers for your company. But not all review sites are created equally some have client reviews that are neither vetted nor 100% accurate.

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7 Techniques for Mastering the Upsell & Boosting Customer Buy-In

Source: https://www.autogrow.co/7-techniques-for-upselling/

Have you ever played Starcraft? And what about Civilization? Or any other computer strategy game for that matter? 

In these kinds of games, you basically control the growth and evolution of a society. 

In order to grow, you need to mine and collect resources. Lumber, ore, food, stones—you know, the building blocks of any great civilization. 

And like so many other games, the end goal is usually to dominate the other societies on the map. 

Now, a lot of people make the mistake of focusing all their efforts on boosting military power first thing. But the truth is, upgrading your ability to mine resources better is the key to success. Because when you focus on that, you can get more lumber out of a tree. More stone out of a quarry. And more ore out of a mine. 

You’re getting more value out of the same resource

And that lets you grow, advance, and thrive faster than the other societies you’re competing with. 

Upselling is like upgrading your business’ ability to mine value from your customers. It lets you earn higher revenue per client. And that means you don’t have to spend nearly as much time on finding new clients… when you do it right

In this article you will learn how to master the art of upselling, why they work, and how they help you get more value from fewer customers.

So let’s start skyrocketing your customer value with upselling right now!

What is an Upsell?

Before getting into how upselling can help you boost your business, let’s make sure we understand what an upsell is. 

Here’s a quick definition we go by here at AutoGrow: 

An upsell is a technique where you entice a customer to buy more. You can do this by providing upgrades, expensive items, or other add-ons to their purchase to increase the dollar amount of the entire purchase.

Simply put, an upsell is just a way to increase the value of each customer. It accomplishes that goal by getting a customer to buy other products or upgrade to higher value ones that you offer. 

There are two main ways of incorporating upselling into your business. 

1. Increase the Average Order Value (AOV) by getting clients to buy other products or upgrading before checking out. 

2. Increase the Customer Lifetime Value (CLV) by getting clients to buy other products or upgrading after checking out (this is where a solid email nurturing campaign comes in).

Why Do I Need to Start Upselling? 

Simple… 

It makes you money. Why else do you do anything in a business? 

Upselling increases the value of a customer. Whether it’s by boosting their initial purchase value or by increasing the lifetime value, the end result is still the same: your customers will be worth more. 

But what makes upselling different is the fact that it’s often an especially simple and cost-effective way of increasing the value of a customer. 

For example, we’ve all heard the old saying that it’s more costly to get new customers than to retain old ones. But do you know just how huge the difference is? 

Some estimates put it at being 5X more expensive to find new customers compared to selling to older ones. 

In fact, boosting customer retention rates by just 5% has been shown to lead to profit increases of 25% or more! That’s because returning customers have a higher CLV. They’re easier to sell to, often have a higher AOV when they do buy from you, and they are a great source for referrals too. 

Okay, so increasing retention is great for business. But what a lot of businesses don’t take into account is that boosting monetization of current customers also comes with a huge ROI boost

We covered this in another post about upselling but it’s worth repeating here. 

In a study of 512 different companies, Price Intelligently, a pricing strategy company, found that increasing monetization of current customers is the fastest route to boosting profits. 

As you can see from the graph below, improving the AOV (monetization) of customers by just 1% can lead to a 12.7% increase in profits

Retention came in second with a 6.71% profit boost per 1% improvement and acquisition was dead last with just a 3.32% increase. 

Source: Price Intelligently

The main takeaway here is clear: increasing the AOV and CLV of customers is more important than bringing in new ones. 

And upselling is the best and easiest way to do both.

Upselling vs. Cross-Selling

There’s usually quite a bit of confusion surrounding this question. And in fact, a lot of the time people just use the two terms interchangeably. I’m guilty of it myself. 

Now, in most cases using the wrong term here won’t be the difference between life or death. 

But when you get down to the nitty-gritty of it all, there are some distinct differences between the two. So let’s take a look at just what those differences are. 

  • Upselling: This is technically when a business or service offers an upgrade to a product that a customer has picked out. Take AutoGrow for example. Our instant Done-For-You funnel marketing team’s Ultimate Package is our most popular. But we also know some clients will get more value out of the Supreme Package. So we send out an upsell email describing the benefits of switching to the Supreme Package so our clients understand if it’s a good fit for their business. That’s an upsell
  • Cross-Selling: This is when you offer a different product or service to a customer after they’ve already chosen what they’re buying from you. Amazon does a great job at this. There’s an entire section of every product page that shows you what other products are frequently bought together with the one you’re looking at. If I look at a baseball glove, for example, it also shows me baseballs and glove oil, right on the same page! There are even a few buttons right there so you can add them to your cart with just one click. That’s cross-selling. 

There are plenty of other examples of upsells and cross-sells out there today, especially as e-commerce becomes the main way we shop today. 

And honestly, distinguishing between the two isn’t as important as understanding what both accomplish, which is increasing the value of a customer. 

3 Reasons Why Upselling/Cross-Selling Works

Upselling and cross-selling are two of the best ways to boost monetization and retention of customers. And as we’ve seen, focusing on these two areas in particular can increase profitability by 3-4X more than concentrating on customer acquisition. 

But why do these tactics work? Why do people respond to them? And what is it about these techniques that make them irresistible when done right? 

There are 3 reasons here…

  • Emotional Excitement: First and foremost, there’s the thrill of buying! Okay, so emotions may not be running too high when you’re purchasing a new loofa or a pack of undershirts. But there are two things in particular that bring out our emotional side when buying: the promise of a better you (smarter, sexier, funnier, happier, whatever!) and cashing in on an exceptional deal (high value for low cost). Upselling taps into those emotions from the original product and makes them even stronger. They’re taking what makes you feel good about buying and giving it a boost along the way. 
  • Already Spending Money: The hardest part about spending money is… well, first deciding to spend money. There’s the guilt, the uncertainty, the skepticism—it all adds up to you asking yourself, “Is this really worth it?” But when you’ve already barrelled past those obstacles once, it makes it so much easier to keep on doing it. Once you’ve actually decided to spend money on a purchase, you’ve broken down the floodgates. And making an additional purchase (as long as it has value) is going to be easier than deciding to make the first. 
  • Trust Is Built: Finally, once you’ve built up trust with a customer, it’s far easier to sell to them again and again. One of the most commonly pointed to stats here is from Marketing Metrics. It says, “The probability of selling to a new prospect is 5%-20%. The probability of selling to an existing customer is 60-70%.” That’s because you’ve already shown past customers that you deliver value. And once you’ve done that, you become a trusted source of quality products or services. All that’s left now is maintaining that trust.

7 Things to ALWAYS (and NEVER) Do When Upselling

So, now that we know what upselling is, why to do it, and why it works, let’s take a look at 7 tips for upselling the right way. 

1. ALWAYS Add Value 

If there’s only one thing you should take away from this article it’s that an upsell should always add value to your customer. 

Offering value is the key to getting your customers to sign on to buying more from you. 

And one way to make sure your customers are getting value from the products you’re offering is by choosing upsells that are relevant. This is especially important with cross-selling.

If you’re offering a course on marketing, for instance, a good cross-sell would be a collection of case studies outlining the best conversion optimization techniques like our Proven Sales Conversion Pack

The more relevant you can make your upsell or cross-sell offer, the more likely your customers will be to buy. 

2. NEVER Make It Meaningless

In the same vein as the last tip, don’t ever throw in products just for the sake of including an upsell. 

Upselling is first and foremost about increasing the value of a customer. 

But trying to get your customers to add on something that’s completely irrelevant to who they are and what they’re trying to do is a quick way to lose trust. Plus, it makes your brand seem a little scummy. 

So not only will your upsell probably not perform that great, but it’ll also knock your reputation down a peg too. And that can spell out trouble for keeping your customers loyal. 

3. ALWAYS Add Upsells During Checkout

Adding in upsells and cross-sells during the checkout process is a great way to increase AOV.

And you see this tactic everywhere where money is being exchanged. At the supermarket, on Amazon, at the gas station. That’s what all those mouthwatering candy bars are doing there in the checkout line!

They’re there because putting impulse buys at the end of a shopping experience gets people to buy. Throwing in a few relevant and useful add-ons to your checkout page is a quick and easy way to up the average order value of your customers. 

However, you don’t want to abandon the upsell best practice of making your offers relevant

Even if your offer is an impulse buy, you don’t want to do anything to poison the customer trust you’ve worked so hard to build. 

4. NEVER Make Their Prices Disproportionate

You never want to make the price difference between the original product and the upsell too high. 

Because if you do, no one is going to end up adding it on to their order. 

That’s because they’re already prepared to spend a certain amount once they’ve reached the checkout line. And if the price of the add ons you include is as much as the original product, it’s going to immediately seem like a bad offer. 

Instead, aim for a smaller price difference. Some experts say 25% of the original price is the sweet spot. Others claim 40%

In the end, though, the best thing you can do is A/B test what’s right for your business and your products. 

5. ALWAYS Follow Up With Emails (Seriously… ALWAYS)

Never miss a chance to follow up with past customers via email. 

Building and maintaining an email list is without a doubt one of the best ROIs in the industry. In fact, some estimates but the return on investment as high as 3,800% according to Hubspot.

That’s because email is a direct avenue of speaking to your customers. 

  • You can nurture the relationship by sending them content they’ll get value out of. 
  • You can clue them in to special promotions you’re running right now. 
  • You can show them the value of upgrading their current plan. 
  • And you can increase their CLV by cross-selling other products that they’re sure to enjoy. 

Just be sure to make things relevant and useful by personalizing each email. Otherwise, you may be doing more harm to your relationship than good. 

6. NEVER Resort to Sneaky Tactics

We’ve all seen those upsell pages that pull out all the superficial stops to get you to buy. 

The bright colors, the flashing lights, the bolded and uppercase fonts. They’re annoying, right? 

They reek of desperation. And they certainly don’t change your mind and get you to buy in most cases. 

But what’s even worse than that is using sneaky tactics to get your customers to add an upsell. 

Tactics like making it harder to decline your offer with hidden “No Thanks” buttons. Or wording the copy in such a confusing way that visitors click to opt out only to find they’ve actually been signed up for the add on. 

Do not do this. Doing so can instantly devastate the trust you’ve built with your audience this far. 

And even if they do end up signing on to purchase the upsell, they likely won’t be coming back to buy anything from you again. 

7. ALWAYS Try to Bundle Your Upsells When You Can

Bundling is a great tactic used by marketers in nearly every industry. It’s when the specific features and details of your product or service are included in one over-arching price rather than separated out. 

AutoGrow, for example, includes Copywriting, Quality Assurance, Graphic Design, Strategy Sessions, and Ad Management in all of our monthly packages of our Done-For-You sales funnel service without calling out the individual costs of each. 

In addition to this saving us a heck of a lot of time pricing each (after all, each is 100% integral to delivering a polished and high-converting end product), it also makes it easier to get buy-in from clients. 

Why? 

Because bundling actually triggers fewer pain points than seeing the costs of each feature. Instead of 5 price tags, clients only see 1. And for many, that’s a much easier pill to swallow.

Conclusion

Upselling is one of the best ways to increase the AOV and CLV of your audience. And at the same time, incorporating upselling/cross-selling into your business is actually more cost-effective than spending money on bringing in new customers. 

If your interest is piqued and you’re looking to start upselling (and honestly, why wouldn’t you be), there are 7 things in particular you can do to make it more successful…

  • ALWAYS Add Value
  • NEVER Make It Meaningless
  • ALWAYS Add Upsells During Checkout
  • NEVER Make Their Prices Disproportionate
  • ALWAYS Follow Up With Emails (Seriously… ALWAYS)
  • NEVER Resort To Sneaky Tactics
  • ALWAYS Try To Bundle Your Upsells When You Can

And if you do all of those, you’re sure to see a hefty bump in your bottom line thanks to your upselling efforts. 

How has upselling improved your business? What techniques, in particular, have you used that have gotten you results? 

Let us know in the comments below. 

And as always…

Keep funnelin’, stay focused,

Alex T.

Read more

7 Techniques for Mastering the Upsell & Boosting Customer Buy-In

Source: https://www.autogrow.co/7-techniques-for-upselling/

Have you ever played Starcraft? And what about Civilization? Or any other computer strategy game for that matter? 

In these kinds of games, you basically control the growth and evolution of a society. 

In order to grow, you need to mine and collect resources. Lumber, ore, food, stones—you know, the building blocks of any great civilization. 

And like so many other games, the end goal is usually to dominate the other societies on the map. 

Now, a lot of people make the mistake of focusing all their efforts on boosting military power first thing. But the truth is, upgrading your ability to mine resources better is the key to success. Because when you focus on that, you can get more lumber out of a tree. More stone out of a quarry. And more ore out of a mine. 

You’re getting more value out of the same resource

And that lets you grow, advance, and thrive faster than the other societies you’re competing with. 

Upselling is like upgrading your business’ ability to mine value from your customers. It lets you earn higher revenue per client. And that means you don’t have to spend nearly as much time on finding new clients… when you do it right

In this article you will learn how to master the art of upselling, why they work, and how they help you get more value from fewer customers.

So let’s start skyrocketing your customer value with upselling right now!

What is an Upsell?

Before getting into how upselling can help you boost your business, let’s make sure we understand what an upsell is. 

Here’s a quick definition we go by here at AutoGrow: 

An upsell is a technique where you entice a customer to buy more. You can do this by providing upgrades, expensive items, or other add-ons to their purchase to increase the dollar amount of the entire purchase.

Simply put, an upsell is just a way to increase the value of each customer. It accomplishes that goal by getting a customer to buy other products or upgrade to higher value ones that you offer. 

There are two main ways of incorporating upselling into your business. 

1. Increase the Average Order Value (AOV) by getting clients to buy other products or upgrading before checking out. 

2. Increase the Customer Lifetime Value (CLV) by getting clients to buy other products or upgrading after checking out (this is where a solid email nurturing campaign comes in).

Why Do I Need to Start Upselling? 

Simple… 

It makes you money. Why else do you do anything in a business? 

Upselling increases the value of a customer. Whether it’s by boosting their initial purchase value or by increasing the lifetime value, the end result is still the same: your customers will be worth more. 

But what makes upselling different is the fact that it’s often an especially simple and cost-effective way of increasing the value of a customer. 

For example, we’ve all heard the old saying that it’s more costly to get new customers than to retain old ones. But do you know just how huge the difference is? 

Some estimates put it at being 5X more expensive to find new customers compared to selling to older ones. 

In fact, boosting customer retention rates by just 5% has been shown to lead to profit increases of 25% or more! That’s because returning customers have a higher CLV. They’re easier to sell to, often have a higher AOV when they do buy from you, and they are a great source for referrals too. 

Okay, so increasing retention is great for business. But what a lot of businesses don’t take into account is that boosting monetization of current customers also comes with a huge ROI boost

We covered this in another post about upselling but it’s worth repeating here. 

In a study of 512 different companies, Price Intelligently, a pricing strategy company, found that increasing monetization of current customers is the fastest route to boosting profits. 

As you can see from the graph below, improving the AOV (monetization) of customers by just 1% can lead to a 12.7% increase in profits

Retention came in second with a 6.71% profit boost per 1% improvement and acquisition was dead last with just a 3.32% increase. 

Source: Price Intelligently

The main takeaway here is clear: increasing the AOV and CLV of customers is more important than bringing in new ones. 

And upselling is the best and easiest way to do both.

Upselling vs. Cross-Selling

There’s usually quite a bit of confusion surrounding this question. And in fact, a lot of the time people just use the two terms interchangeably. I’m guilty of it myself. 

Now, in most cases using the wrong term here won’t be the difference between life or death. 

But when you get down to the nitty-gritty of it all, there are some distinct differences between the two. So let’s take a look at just what those differences are. 

  • Upselling: This is technically when a business or service offers an upgrade to a product that a customer has picked out. Take AutoGrow for example. Our instant Done-For-You funnel marketing team’s Ultimate Package is our most popular. But we also know some clients will get more value out of the Supreme Package. So we send out an upsell email describing the benefits of switching to the Supreme Package so our clients understand if it’s a good fit for their business. That’s an upsell
  • Cross-Selling: This is when you offer a different product or service to a customer after they’ve already chosen what they’re buying from you. Amazon does a great job at this. There’s an entire section of every product page that shows you what other products are frequently bought together with the one you’re looking at. If I look at a baseball glove, for example, it also shows me baseballs and glove oil, right on the same page! There are even a few buttons right there so you can add them to your cart with just one click. That’s cross-selling. 

There are plenty of other examples of upsells and cross-sells out there today, especially as e-commerce becomes the main way we shop today. 

And honestly, distinguishing between the two isn’t as important as understanding what both accomplish, which is increasing the value of a customer. 

3 Reasons Why Upselling/Cross-Selling Works

Upselling and cross-selling are two of the best ways to boost monetization and retention of customers. And as we’ve seen, focusing on these two areas in particular can increase profitability by 3-4X more than concentrating on customer acquisition. 

But why do these tactics work? Why do people respond to them? And what is it about these techniques that make them irresistible when done right? 

There are 3 reasons here…

  • Emotional Excitement: First and foremost, there’s the thrill of buying! Okay, so emotions may not be running too high when you’re purchasing a new loofa or a pack of undershirts. But there are two things in particular that bring out our emotional side when buying: the promise of a better you (smarter, sexier, funnier, happier, whatever!) and cashing in on an exceptional deal (high value for low cost). Upselling taps into those emotions from the original product and makes them even stronger. They’re taking what makes you feel good about buying and giving it a boost along the way. 
  • Already Spending Money: The hardest part about spending money is… well, first deciding to spend money. There’s the guilt, the uncertainty, the skepticism—it all adds up to you asking yourself, “Is this really worth it?” But when you’ve already barrelled past those obstacles once, it makes it so much easier to keep on doing it. Once you’ve actually decided to spend money on a purchase, you’ve broken down the floodgates. And making an additional purchase (as long as it has value) is going to be easier than deciding to make the first. 
  • Trust Is Built: Finally, once you’ve built up trust with a customer, it’s far easier to sell to them again and again. One of the most commonly pointed to stats here is from Marketing Metrics. It says, “The probability of selling to a new prospect is 5%-20%. The probability of selling to an existing customer is 60-70%.” That’s because you’ve already shown past customers that you deliver value. And once you’ve done that, you become a trusted source of quality products or services. All that’s left now is maintaining that trust.

7 Things to ALWAYS (and NEVER) Do When Upselling

So, now that we know what upselling is, why to do it, and why it works, let’s take a look at 7 tips for upselling the right way. 

1. ALWAYS Add Value 

If there’s only one thing you should take away from this article it’s that an upsell should always add value to your customer. 

Offering value is the key to getting your customers to sign on to buying more from you. 

And one way to make sure your customers are getting value from the products you’re offering is by choosing upsells that are relevant. This is especially important with cross-selling.

If you’re offering a course on marketing, for instance, a good cross-sell would be a collection of case studies outlining the best conversion optimization techniques like our Proven Sales Conversion Pack

The more relevant you can make your upsell or cross-sell offer, the more likely your customers will be to buy. 

2. NEVER Make It Meaningless

In the same vein as the last tip, don’t ever throw in products just for the sake of including an upsell. 

Upselling is first and foremost about increasing the value of a customer. 

But trying to get your customers to add on something that’s completely irrelevant to who they are and what they’re trying to do is a quick way to lose trust. Plus, it makes your brand seem a little scummy. 

So not only will your upsell probably not perform that great, but it’ll also knock your reputation down a peg too. And that can spell out trouble for keeping your customers loyal. 

3. ALWAYS Add Upsells During Checkout

Adding in upsells and cross-sells during the checkout process is a great way to increase AOV.

And you see this tactic everywhere where money is being exchanged. At the supermarket, on Amazon, at the gas station. That’s what all those mouthwatering candy bars are doing there in the checkout line!

They’re there because putting impulse buys at the end of a shopping experience gets people to buy. Throwing in a few relevant and useful add-ons to your checkout page is a quick and easy way to up the average order value of your customers. 

However, you don’t want to abandon the upsell best practice of making your offers relevant

Even if your offer is an impulse buy, you don’t want to do anything to poison the customer trust you’ve worked so hard to build. 

4. NEVER Make Their Prices Disproportionate

You never want to make the price difference between the original product and the upsell too high. 

Because if you do, no one is going to end up adding it on to their order. 

That’s because they’re already prepared to spend a certain amount once they’ve reached the checkout line. And if the price of the add ons you include is as much as the original product, it’s going to immediately seem like a bad offer. 

Instead, aim for a smaller price difference. Some experts say 25% of the original price is the sweet spot. Others claim 40%

In the end, though, the best thing you can do is A/B test what’s right for your business and your products. 

5. ALWAYS Follow Up With Emails (Seriously… ALWAYS)

Never miss a chance to follow up with past customers via email. 

Building and maintaining an email list is without a doubt one of the best ROIs in the industry. In fact, some estimates but the return on investment as high as 3,800% according to Hubspot.

That’s because email is a direct avenue of speaking to your customers. 

  • You can nurture the relationship by sending them content they’ll get value out of. 
  • You can clue them in to special promotions you’re running right now. 
  • You can show them the value of upgrading their current plan. 
  • And you can increase their CLV by cross-selling other products that they’re sure to enjoy. 

Just be sure to make things relevant and useful by personalizing each email. Otherwise, you may be doing more harm to your relationship than good. 

6. NEVER Resort to Sneaky Tactics

We’ve all seen those upsell pages that pull out all the superficial stops to get you to buy. 

The bright colors, the flashing lights, the bolded and uppercase fonts. They’re annoying, right? 

They reek of desperation. And they certainly don’t change your mind and get you to buy in most cases. 

But what’s even worse than that is using sneaky tactics to get your customers to add an upsell. 

Tactics like making it harder to decline your offer with hidden “No Thanks” buttons. Or wording the copy in such a confusing way that visitors click to opt out only to find they’ve actually been signed up for the add on. 

Do not do this. Doing so can instantly devastate the trust you’ve built with your audience this far. 

And even if they do end up signing on to purchase the upsell, they likely won’t be coming back to buy anything from you again. 

7. ALWAYS Try to Bundle Your Upsells When You Can

Bundling is a great tactic used by marketers in nearly every industry. It’s when the specific features and details of your product or service are included in one over-arching price rather than separated out. 

AutoGrow, for example, includes Copywriting, Quality Assurance, Graphic Design, Strategy Sessions, and Ad Management in all of our monthly packages of our Done-For-You sales funnel service without calling out the individual costs of each. 

In addition to this saving us a heck of a lot of time pricing each (after all, each is 100% integral to delivering a polished and high-converting end product), it also makes it easier to get buy-in from clients. 

Why? 

Because bundling actually triggers fewer pain points than seeing the costs of each feature. Instead of 5 price tags, clients only see 1. And for many, that’s a much easier pill to swallow.

Conclusion

Upselling is one of the best ways to increase the AOV and CLV of your audience. And at the same time, incorporating upselling/cross-selling into your business is actually more cost-effective than spending money on bringing in new customers. 

If your interest is piqued and you’re looking to start upselling (and honestly, why wouldn’t you be), there are 7 things in particular you can do to make it more successful…

  • ALWAYS Add Value
  • NEVER Make It Meaningless
  • ALWAYS Add Upsells During Checkout
  • NEVER Make Their Prices Disproportionate
  • ALWAYS Follow Up With Emails (Seriously… ALWAYS)
  • NEVER Resort To Sneaky Tactics
  • ALWAYS Try To Bundle Your Upsells When You Can

And if you do all of those, you’re sure to see a hefty bump in your bottom line thanks to your upselling efforts. 

How has upselling improved your business? What techniques, in particular, have you used that have gotten you results? 

Let us know in the comments below. 

And as always…

Keep funnelin’, stay focused,

Alex T.

Read more

7 Techniques for Mastering the Upsell & Boosting Customer Buy-In

Source: https://www.autogrow.co/7-techniques-for-upselling/

Have you ever played Starcraft? And what about Civilization? Or any other computer strategy game for that matter? 

In these kinds of games, you basically control the growth and evolution of a society. 

In order to grow, you need to mine and collect resources. Lumber, ore, food, stones—you know, the building blocks of any great civilization. 

And like so many other games, the end goal is usually to dominate the other societies on the map. 

Now, a lot of people make the mistake of focusing all their efforts on boosting military power first thing. But the truth is, upgrading your ability to mine resources better is the key to success. Because when you focus on that, you can get more lumber out of a tree. More stone out of a quarry. And more ore out of a mine. 

You’re getting more value out of the same resource

And that lets you grow, advance, and thrive faster than the other societies you’re competing with. 

Upselling is like upgrading your business’ ability to mine value from your customers. It lets you earn higher revenue per client. And that means you don’t have to spend nearly as much time on finding new clients… when you do it right

In this article you will learn how to master the art of upselling, why they work, and how they help you get more value from fewer customers.

So let’s start skyrocketing your customer value with upselling right now!

What is an Upsell?

Before getting into how upselling can help you boost your business, let’s make sure we understand what an upsell is. 

Here’s a quick definition we go by here at AutoGrow: 

An upsell is a technique where you entice a customer to buy more. You can do this by providing upgrades, expensive items, or other add-ons to their purchase to increase the dollar amount of the entire purchase.

Simply put, an upsell is just a way to increase the value of each customer. It accomplishes that goal by getting a customer to buy other products or upgrade to higher value ones that you offer. 

There are two main ways of incorporating upselling into your business. 

1. Increase the Average Order Value (AOV) by getting clients to buy other products or upgrading before checking out. 

2. Increase the Customer Lifetime Value (CLV) by getting clients to buy other products or upgrading after checking out (this is where a solid email nurturing campaign comes in).

Why Do I Need to Start Upselling? 

Simple… 

It makes you money. Why else do you do anything in a business? 

Upselling increases the value of a customer. Whether it’s by boosting their initial purchase value or by increasing the lifetime value, the end result is still the same: your customers will be worth more. 

But what makes upselling different is the fact that it’s often an especially simple and cost-effective way of increasing the value of a customer. 

For example, we’ve all heard the old saying that it’s more costly to get new customers than to retain old ones. But do you know just how huge the difference is? 

Some estimates put it at being 5X more expensive to find new customers compared to selling to older ones. 

In fact, boosting customer retention rates by just 5% has been shown to lead to profit increases of 25% or more! That’s because returning customers have a higher CLV. They’re easier to sell to, often have a higher AOV when they do buy from you, and they are a great source for referrals too. 

Okay, so increasing retention is great for business. But what a lot of businesses don’t take into account is that boosting monetization of current customers also comes with a huge ROI boost

We covered this in another post about upselling but it’s worth repeating here. 

In a study of 512 different companies, Price Intelligently, a pricing strategy company, found that increasing monetization of current customers is the fastest route to boosting profits. 

As you can see from the graph below, improving the AOV (monetization) of customers by just 1% can lead to a 12.7% increase in profits

Retention came in second with a 6.71% profit boost per 1% improvement and acquisition was dead last with just a 3.32% increase. 

Source: Price Intelligently

The main takeaway here is clear: increasing the AOV and CLV of customers is more important than bringing in new ones. 

And upselling is the best and easiest way to do both.

Upselling vs. Cross-Selling

There’s usually quite a bit of confusion surrounding this question. And in fact, a lot of the time people just use the two terms interchangeably. I’m guilty of it myself. 

Now, in most cases using the wrong term here won’t be the difference between life or death. 

But when you get down to the nitty-gritty of it all, there are some distinct differences between the two. So let’s take a look at just what those differences are. 

  • Upselling: This is technically when a business or service offers an upgrade to a product that a customer has picked out. Take AutoGrow for example. Our instant Done-For-You funnel marketing team’s Ultimate Package is our most popular. But we also know some clients will get more value out of the Supreme Package. So we send out an upsell email describing the benefits of switching to the Supreme Package so our clients understand if it’s a good fit for their business. That’s an upsell
  • Cross-Selling: This is when you offer a different product or service to a customer after they’ve already chosen what they’re buying from you. Amazon does a great job at this. There’s an entire section of every product page that shows you what other products are frequently bought together with the one you’re looking at. If I look at a baseball glove, for example, it also shows me baseballs and glove oil, right on the same page! There are even a few buttons right there so you can add them to your cart with just one click. That’s cross-selling. 

There are plenty of other examples of upsells and cross-sells out there today, especially as e-commerce becomes the main way we shop today. 

And honestly, distinguishing between the two isn’t as important as understanding what both accomplish, which is increasing the value of a customer. 

3 Reasons Why Upselling/Cross-Selling Works

Upselling and cross-selling are two of the best ways to boost monetization and retention of customers. And as we’ve seen, focusing on these two areas in particular can increase profitability by 3-4X more than concentrating on customer acquisition. 

But why do these tactics work? Why do people respond to them? And what is it about these techniques that make them irresistible when done right? 

There are 3 reasons here…

  • Emotional Excitement: First and foremost, there’s the thrill of buying! Okay, so emotions may not be running too high when you’re purchasing a new loofa or a pack of undershirts. But there are two things in particular that bring out our emotional side when buying: the promise of a better you (smarter, sexier, funnier, happier, whatever!) and cashing in on an exceptional deal (high value for low cost). Upselling taps into those emotions from the original product and makes them even stronger. They’re taking what makes you feel good about buying and giving it a boost along the way. 
  • Already Spending Money: The hardest part about spending money is… well, first deciding to spend money. There’s the guilt, the uncertainty, the skepticism—it all adds up to you asking yourself, “Is this really worth it?” But when you’ve already barrelled past those obstacles once, it makes it so much easier to keep on doing it. Once you’ve actually decided to spend money on a purchase, you’ve broken down the floodgates. And making an additional purchase (as long as it has value) is going to be easier than deciding to make the first. 
  • Trust Is Built: Finally, once you’ve built up trust with a customer, it’s far easier to sell to them again and again. One of the most commonly pointed to stats here is from Marketing Metrics. It says, “The probability of selling to a new prospect is 5%-20%. The probability of selling to an existing customer is 60-70%.” That’s because you’ve already shown past customers that you deliver value. And once you’ve done that, you become a trusted source of quality products or services. All that’s left now is maintaining that trust.

7 Things to ALWAYS (and NEVER) Do When Upselling

So, now that we know what upselling is, why to do it, and why it works, let’s take a look at 7 tips for upselling the right way. 

1. ALWAYS Add Value 

If there’s only one thing you should take away from this article it’s that an upsell should always add value to your customer. 

Offering value is the key to getting your customers to sign on to buying more from you. 

And one way to make sure your customers are getting value from the products you’re offering is by choosing upsells that are relevant. This is especially important with cross-selling.

If you’re offering a course on marketing, for instance, a good cross-sell would be a collection of case studies outlining the best conversion optimization techniques like our Proven Sales Conversion Pack

The more relevant you can make your upsell or cross-sell offer, the more likely your customers will be to buy. 

2. NEVER Make It Meaningless

In the same vein as the last tip, don’t ever throw in products just for the sake of including an upsell. 

Upselling is first and foremost about increasing the value of a customer. 

But trying to get your customers to add on something that’s completely irrelevant to who they are and what they’re trying to do is a quick way to lose trust. Plus, it makes your brand seem a little scummy. 

So not only will your upsell probably not perform that great, but it’ll also knock your reputation down a peg too. And that can spell out trouble for keeping your customers loyal. 

3. ALWAYS Add Upsells During Checkout

Adding in upsells and cross-sells during the checkout process is a great way to increase AOV.

And you see this tactic everywhere where money is being exchanged. At the supermarket, on Amazon, at the gas station. That’s what all those mouthwatering candy bars are doing there in the checkout line!

They’re there because putting impulse buys at the end of a shopping experience gets people to buy. Throwing in a few relevant and useful add-ons to your checkout page is a quick and easy way to up the average order value of your customers. 

However, you don’t want to abandon the upsell best practice of making your offers relevant

Even if your offer is an impulse buy, you don’t want to do anything to poison the customer trust you’ve worked so hard to build. 

4. NEVER Make Their Prices Disproportionate

You never want to make the price difference between the original product and the upsell too high. 

Because if you do, no one is going to end up adding it on to their order. 

That’s because they’re already prepared to spend a certain amount once they’ve reached the checkout line. And if the price of the add ons you include is as much as the original product, it’s going to immediately seem like a bad offer. 

Instead, aim for a smaller price difference. Some experts say 25% of the original price is the sweet spot. Others claim 40%

In the end, though, the best thing you can do is A/B test what’s right for your business and your products. 

5. ALWAYS Follow Up With Emails (Seriously… ALWAYS)

Never miss a chance to follow up with past customers via email. 

Building and maintaining an email list is without a doubt one of the best ROIs in the industry. In fact, some estimates but the return on investment as high as 3,800% according to Hubspot.

That’s because email is a direct avenue of speaking to your customers. 

  • You can nurture the relationship by sending them content they’ll get value out of. 
  • You can clue them in to special promotions you’re running right now. 
  • You can show them the value of upgrading their current plan. 
  • And you can increase their CLV by cross-selling other products that they’re sure to enjoy. 

Just be sure to make things relevant and useful by personalizing each email. Otherwise, you may be doing more harm to your relationship than good. 

6. NEVER Resort to Sneaky Tactics

We’ve all seen those upsell pages that pull out all the superficial stops to get you to buy. 

The bright colors, the flashing lights, the bolded and uppercase fonts. They’re annoying, right? 

They reek of desperation. And they certainly don’t change your mind and get you to buy in most cases. 

But what’s even worse than that is using sneaky tactics to get your customers to add an upsell. 

Tactics like making it harder to decline your offer with hidden “No Thanks” buttons. Or wording the copy in such a confusing way that visitors click to opt out only to find they’ve actually been signed up for the add on. 

Do not do this. Doing so can instantly devastate the trust you’ve built with your audience this far. 

And even if they do end up signing on to purchase the upsell, they likely won’t be coming back to buy anything from you again. 

7. ALWAYS Try to Bundle Your Upsells When You Can

Bundling is a great tactic used by marketers in nearly every industry. It’s when the specific features and details of your product or service are included in one over-arching price rather than separated out. 

AutoGrow, for example, includes Copywriting, Quality Assurance, Graphic Design, Strategy Sessions, and Ad Management in all of our monthly packages of our Done-For-You sales funnel service without calling out the individual costs of each. 

In addition to this saving us a heck of a lot of time pricing each (after all, each is 100% integral to delivering a polished and high-converting end product), it also makes it easier to get buy-in from clients. 

Why? 

Because bundling actually triggers fewer pain points than seeing the costs of each feature. Instead of 5 price tags, clients only see 1. And for many, that’s a much easier pill to swallow.

Conclusion

Upselling is one of the best ways to increase the AOV and CLV of your audience. And at the same time, incorporating upselling/cross-selling into your business is actually more cost-effective than spending money on bringing in new customers. 

If your interest is piqued and you’re looking to start upselling (and honestly, why wouldn’t you be), there are 7 things in particular you can do to make it more successful…

  • ALWAYS Add Value
  • NEVER Make It Meaningless
  • ALWAYS Add Upsells During Checkout
  • NEVER Make Their Prices Disproportionate
  • ALWAYS Follow Up With Emails (Seriously… ALWAYS)
  • NEVER Resort To Sneaky Tactics
  • ALWAYS Try To Bundle Your Upsells When You Can

And if you do all of those, you’re sure to see a hefty bump in your bottom line thanks to your upselling efforts. 

How has upselling improved your business? What techniques, in particular, have you used that have gotten you results? 

Let us know in the comments below. 

And as always…

Keep funnelin’, stay focused,

Alex T.

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Add to Basket: 6 Tips to Protect Yourself from Cybercrime This Holiday Season

Source: https://postfunnel.com/add-to-basket-6-tips-to-protect-yourself-from-cybercrime-this-holiday-season/

Consumers aren’t the only ones with shopping lists this holiday season. Cybercriminals will also be hitting online stores for special deals. During the 2018 holiday shopping season, the average basket value of transactions rejected as fraudulent was 2.7 times higher than the value of legitimate transactions. And 2019 won’t be all that different. Considering cybercrime’s negative effects on customer loyalty and brand reputation, cybersecurity should concern all company personnel, not just executives. Check out the following tips as a starting point to ward off cybercrime.

While you’re here, check out these other retail marketing tips from  PostFunnel and Optimove:
Big Data in Retail: How Customer Data Platforms Enhance The User Experience
How Immersive Environments Redefine The Modern Retail Experience
Existing Customers Are STILL More Valuable Than New Ones During The Holidays

Retail Pulse

Use 3D Secure to Fight Chargeback

Chargeback fraud eats at your profit and may prevent you from accepting credit cards altogether. One smart way to prevent chargeback fraud is by using 3D Secure. This advanced tool enables shoppers to authenticate themselves with a password or pin before completing online purchases. Below are some things to keep in mind when using 3D :

  • Choose the Right Partner: Ensure the 3D Secure solution you choose is easily integrated into your eCommerce platform, scalable, and offers mobile optimization.
  • Liability Shift: Understand which party is liable for fraudulent chargebacks, the point at which the obligation shifts to the card issuer, and which transactions are covered. Check with issuing banks to familiarize yourself with liability shift terms.
  • Educate Customers: Inform customers early in the checkout process that you’re using 3D Secure and that they’ll face extra authentication. Use microcopy to explain the benefits of 3D Secure and any relevant logistics. To boost consumer trust, display the Verified by Visa or MasterCard SecureCode logo on your website.

Look Out for Abnormal Online Behavior

Fraudsters often leave red flags while shopping, and if you spot these behaviors on time, you may be able to prevent them from doing damage. Below are some examples of suspicious behaviors indicating potential fraud:

  • Addresses Don’t Match: If the shipping and billing addresses differ, proceed with caution. To detect fraudulent transactions, use an AVS (Address Verification Service) tool. Work with a payment processor that allows you to customize the rules so you can spot fraud without denying legitimate purchases.
  • Multiple Orders of the Same Item: Watch out for repetitive orders of the same item in different colors or sizes. Your fraud detection tool should be able to monitor the data involved in each transaction and flag suspicious purchases made in rapid succession.
  • Unusually Large Orders: Fraudsters try to buy as much as they can as fast as possible. Doublecheck orders that are significantly higher than your average transaction. To be safe, limit large transactions by specifying minimums and maximums for legitimate purchases.
  • Order of Big-Ticket Items: Criminals often go for items with the biggest resale earning potential. Invest in adaptive behavior analytics to identify legitimate customers and to prevent false positives.

Stock Up on Advanced Tools

With cybercriminals today using advanced techniques to launch sophisticated attacks, yesterday’s defense tools aren’t enough to protect you from today’s attacks. Beyond security code and shipping address verification, check out these advanced tools for your anti-fraud arsenal:

  • Advanced Identity & Transaction Verification Solutions: Use advanced identity and transaction verification solutions such as rules-based filters, automation, transaction scoring, and real-time transaction tracking to prevent identity theft and reduce the risk of fast fraud.
  • Adaptive Behavioral Analytics: To differentiate between actual fraud and activities that appear suspicious but are actually legit, include adaptive behavioral analytics technology in your stack. Your solution should ensure that models and profiles are built and updated based on each customer and merchant profile.
  • Artificial Intelligence: Invest in AI-based solutions to respond faster to breaches. 61% of retailers say they couldn’t respond to cyberattacks without AI. To successfully implement AI in your cybersecurity strategy, Capgemini suggests you identify data sources and create data platforms to operationalize AI, train cyber analysts to be AI-ready, and deploy security orchestration, automation, and response to improve security.

Prepare for Account Takeover Fraud

Account takeover (ATO) fraud is a successful attack vector for cybercriminals. Here are three tips to help you prevent account takeover fraud:

Bot Management: Automated bot attacks were the primary attack vector during the 2018 peak holiday shopping week. Use dedicated bot management solutions to identify fraudulent bots through pattern and behavioral analysis. Ensure the solution automatically prioritizes genuine customers in real-time while preventing unwanted bot traffic.

Strong Passwords: Use automatic password strength checkers to ensure users have strong passwords and employ a password screening tool to prevent customers from using compromised logins.

Credential Screening: A whopping 91% of the login attempts on online retailers’ websites were made by hackers using stolen data. Prevent the reuse of compromised credentials on your website by using a credential screening solution for usernames and passwords. Work with a solution that allows you to customize your response to compromised credentials.

Secure Your Mobile App

Mobile apps are also an attractive target to hackers. In fact, they carry the highest fraud risk after desktop web browsers. Considering the importance of shopping apps, mobile app security mustn’t be an afterthought. Here are some tips to help you secure your app this holiday season:

Have a Mobile Fraud Strategy: Prepare a dedicated mobile risk strategy with a set of criteria to identify, validate, and authorize mobile purchases. Use specialized risk management tools and services for your mobile apps and get a detailed assessment of your fraud exposure to identify where your app is vulnerable.

Use Strong Encryption: 92% of all online retail apps actively leak sensitive customer information. Make use of strong encryption to prevent hackers from accessing customer data. Secure personal and financial customer information during communication and storage according to the PCI DSS security guidelines.

Beef Up Authentication:  Use multi-layer authentication like sending a one-time password to an authenticated email address to prevent bad actors from gaining access to sensitive information.

Remember the Human Factor

Surprisingly, temporary workers with high turnover rates may be your biggest security threat this holiday season. 83% of companies have had an incident where employees accidentally exposed customer or business data. To help minimize risks from insider threats, here are some steps you can take:

Bolster Your Security Culture: Strengthen your cyberculture by documenting your security policies, communicating them consistently during onboarding, and encouraging employees to report breaches.

Security Awareness Training: Carry out regular hands-on security awareness training so that employees can understand cyber risks and their business implications, recognize potential insider threats, and minimize risks. Customize training content based on individual company status or department risk profile and include modules on social engineering and sharing permissions.

Look Out for Malicious Employees: To prevent a disgruntled employee from intentionally sabotaging your business, track insider behavior by monitoring and logging access to sensitive data. Stay alert to risks by cross-referencing employees’ cyber footprints with suspicious behaviors such as accessing critical information, data dumps from key applications and working outside of normal hours.

Don’t Let Fraudsters Rob You This Holiday Season

As criminals prepare to wreak havoc this holiday season, keep in mind that no single initiative will guarantee security. Adopt a multi-layer solution approach to cover all your bases, work with experienced data and fraud experts, and participate in an information-sharing partnership to identify current fraud threats. Lastly, track all attempts to plug gaps in your cybersecurity strategy and help your team maintain over these ever-evolving attacks.

The post Add to Basket: 6 Tips to Protect Yourself from Cybercrime This Holiday Season appeared first on Post Funnel.

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5 Funnel Optimization Tweaks You Can Make this Afternoon to Supercharge Conversions

Source: https://www.autogrow.co/5-funnel-optimization-tweaks-to-boost-conversions/

Have you heard of elephant toothpaste?

No, no, it’s not made up, I promise. 

And I know you’re probably wondering how funnels and conversion boosts could possibly relate to that… 

You see, elephant toothpaste is a science experiment. The kind of experiment that middle school teachers show their students.

And what makes it so fun to watch is the spectacle of it… how just a few tiny ingredients mixed together can make such a huge splash.

Teachers pour just half a cup of hydrogen peroxide into a flask (*The heads of the middle schoolers perk up a bit*). 

Then in goes about a tablespoon of regular old dish soap (*The class is still skeptical*). 

The teacher smiles, takes a small step back, and puts on his safety goggles (*Each kid’s eyes are practically popping out of their head in anticipation*). 

Then slowly, carefully, the teacher drops in a small container of liquid and…

BAM!

The flask erupts with foam, sending puffy tubes of white snaking high into the air as the class bursts into cheers. 

That liquid in that small container was potassium iodide. 

And in this experiment, it’s what’s known as a catalyst—an element that speeds up a chemical reaction.  

It’s a tiny change that can lead to an enormous difference.

And like elephant toothpaste, making just a few little tweaks to your sales funnel can lead to huge jumps in conversions. If you know what changes to make that is. 

Today, that’s exactly what you’ll learn from this article. Teensy little changes you can make to your sales funnel that can net some seriously mammoth jumps in conversions.

So, let’s get to it!

Obvious & Not-So-Obvious Reasons to Optimize Your Funnel

Before we jump into the small optimizations that can lead to some pretty big wins, let’s take a sec to answer this question…

Why should you optimize your funnel? 

Sounds dumb, right? 

Of course the goal behind optimizing your sales funnel is to get more conversions. 

More leads. More sales. More more out of your funnel. 

But optimization isn’t always just about the “more more.” And in fact, there are a few other reasons to optimize that you may not realize.

  • Your Goal is ULTRA-Qualified Leads – Just because you have more traffic coming into your funnel and even booking a call doesn’t mean that you’re getting what you want. Because some of the time, qualification is more important than quantity. That’s especially true with high-ticket funnels where a single sale can be worth thousands. So it may pay off to optimize your funnel for qualified leads rather than more leads. 
  • You Need Optimization Maintenance – Sadly, even the most expertly-crafted sales funnels won’t be able to maintain the same conversions forever. It could be the changing copywriting norms. Or the shifting of technology. Or maybe just the slowing of the market. No matter what the cause is, your conversion rates are bound to drop at some point if you don’t touch your funnel after it’s built. Regular optimization, then, is a downright necessity for not just giving your conversion rates a boost, but even keeping them stable
  • You Aren’t Always After the Sale – Finally, the sale itself isn’t always the end goal of a funnel. Weird, huh? Some are meant to create long-term relationships. Others are meant for hiring. And others are focused on education, promoting an event, or building your personal brand. Funnels are meant to guide your audience to a goal, not just a transfer of money. And with that in mind, the funnel optimization techniques of, say, a church may be far different than those of an online Hello Kitty retailer. So why optimize? Well, it depends on the business…

Funnel Optimization Basics: a Quick List

Now, before you can start optimizing your funnel to suit your goal, you’ve got to have a few basic tools and functionality in place first. 

For seasoned digital marketers and online retailers, this section might be a bit of a no-brainer. But even still, be sure to go through the quick list below to make sure you’re completely covered anyway. 

  • Website Analytics – If you’ve got a sales funnel up and running, step #1 is making sure you have an analytics platform set up to track it. Why? Because what gets tracked gets done. Only after measuring your funnel’s performance can you start to see where it needs improvement. Or where leads are leaking out. Or where you’re bringing in the wrong kind of customers. All of it starts with tracking your funnel’s metrics. There are tons of options out there but setting up a Google Analytics dashboard is always a great place to start. 
  • Email Marketing – Email marketing is a core component of any successful funnel. It’s the easiest way to speak directly to your prospects on your own terms. And it’s a powerful tool for building a relationship with your audience. Most sales funnels incorporate email marketing into their process at some point but the highest converting ones make it standard. Just be sure you’re building a quality email list rather than just a long one
  • Marketing Automation – Automation is at the heart of a sales funnel. Without it, shovelling your prospects from one piece of content to the next, sending out emails on your own, and segmenting your audiences… well it’d just be too exhausting. Marketing automation platforms do all that tiresome work for you instead. And surprisingly, they’re not as expensive as most people think. 
  • Customer Relationship Management (CRM) Tool – A CRM is a way to keep track of your customers or prospects so you can get them to your end goal even quicker. For instance, a CRM can tell you what type of content on your website someone has already engaged with so you can get a sense of how ready they are to buy. They can also keep track of your email subscribers, score leads on how qualified they are, and send them relevant content to keep them heading down your funnel. Our favorite at AutoGrow is ActiveCampaign (plus, it’s an email marketing and marketing automation platform too!).
  • A/B Testing – Finally, one of the most important parts of any sales funnel optimization effort is the ability to run A/B testing. A/B testing lets you put two variations of an element head to head to see which gets you closer to the desired result. For example, a call-to-action button right now could be light blue. With A/B testing, you can test whether an orange call-to-action button would actually bring in better results. When done right, A/B testing can turn up some pretty impressive results. And in fact, it’s what’s helped us discover the optimization tweaks I’m about to share with you. But A/B testing can also be tricky and time-consuming. Which is what makes this article so amazing… we’ve done all the hard work for you!

Alright, now that the basics are covered, let’s get into what you’re all here for: the optimization tweaks you can do in as little as one afternoon!

Funnel Optimization Tweak #1: Create Better CTAs (3 Proven Techniques)

First and foremost, let’s begin with what is arguably the most important element of any and every sales funnel…

The call-to-action

For as much autonomy and independent thought that people are capable of, most of us are more lemming than man (or woman). 

We trudge around day after day following paths that others expect us to follow. Thinking the things that others expect us to think.

And to make matters worse, most of the time we don’t even realize we’re doing so. Sure, we go through the process of weighing pros and cons in our mind in order to come to rational decisions. But in fact, a lot of the time the decision’s already been made by our subconscious long ago. 

It’s the driving force behind the old marketing adage, “People buy on emotion and justify with logic.”

And that is why you need to make your CTA as visible, clear, and magnetic as possible. 

Because the perfect customer will be able to figure out how to get in touch with you or the next steps that they need to follow. But for everyone else (me included), you simply have to spell it out for them. And if you don’t, your funnel may be leaking leads. 

Let’s take a look at 3 CTA examples from the 311 case studies in our Proven Sales Conversion Pack.

Example #1: Add the word “Free” onto the CTA button (even if it’s already in the headline). 

Conversion rate increase: 131.22%

BEFORE:

AFTER:

Example #2: Add specific value points to your CTA form.

Conversion rate increase: 83.75%

BEFORE:

AFTER:

Example #3: Make your CTA really stand out visually. Green is the go-to color since it’s the easiest to see but it may also connect with your audience on a subconscious level (what color is money anyway?).

Conversion rate increase: 86.91%

BEFORE:

AFTER:

So there you have it! Be sure to make those CTAs stand out so your audience knows exactly what they should be doing. And when you attach value in the copy too, it’ll make your CTAs downright irresistible. 

Funnel Optimization Tweak #2: Reframe Your Lead Magnet

Maybe you saw this one in Matt’s (founder of AutoGrow) video above. But even if you did, it’s worth repeating. 

Reframing your lead magnet is an especially simple yet powerful way to give your conversion rate a kick in the pants in no time at all. 

Here’s the gist of it. 

So as you probably already know, a lead magnet is a core asset for a sales funnel. A lot of the time, it’s the very first step that actually brings your prospects in. You offer a low-commitment item of value for free, and prospects tell you a little bit about themselves in order to get their hands on it. 

Most funnels use this technique to first gain access to an email address that you can later use to nurture that lead into a customer. 

But since it’s also usually one of the only entry points, a lead magnet with low conversions can cause a serious bottleneck for the rest of the funnel. 

Solution? Try reframing it as another kind of lead magnet. 

It’s easier than it sounds, I promise. 

You see, one of the 7 Laws of Funnel Physics is the Law of Alignment. When prospects move through your funnel and their expectations are met at every step of the way, your funnel’s well aligned. And that leads to better conversions. 

But in that same way, your lead magnet has to align with the unique preferences of the customer themselves. And that means offering the right kind of lead magnet for them can make it all the more clickable. 

So let’s say your current lead magnet offer is a checklist. Experiment with positioning it as a guide. Or your whitepaper as an eBook. 

In most cases, making the switch is as simple as adding in a few new bullet points, popping in a header or two, or removing a particularly dense chunk of text. 

And then A/B test the new version against the old one. You may be surprised at how awesome the results are. 

Funnel Optimization Tweak #3: Add Some Humanity to Your Funnel

Let’s try one with a bit more of the “human element.” 

People love people. Well, not always. And after just barely making it through the Thanksgiving season in one piece (family dinners, ugh), I can understand that on at least some level.  

So rather, people love to know that they’re working with people rather than some giant faceless capitalism machine. 

It’s the human element. And it sells. 

Now, one way you can add a bit of the human element to your sales funnel is by injecting some personality into the copy. Throw in a colloquialism or two. Use humor. Pepper your pages with vivid imagery, alliteration, and symbolic language. 

But we’re talking about optimization techniques you can pull off in an afternoon here. So depending on how much of a wordsmith you are, that might take a bit longer. 

So instead, try this… add pictures of real-life people to your website. 

Humans respond to the faces of others. In fact, a good chunk of our brain is dedicated specifically to recognizing barely perceptible changes in the faces of others. 

And when you pop a happy face onto your landing page, it can lead to serious conversion jumps. That goes double for when the person on your page is actually doing something human too (running on a road or holding a baby).

Case in point: check out this tiny change that boosted conversions by 66%!

BEFORE:

AFTER:

Look at that. Children really do make all the difference, huh? 

So, if you don’t have any smiling faces on your website, find some headshots of past clients on LinkedIn and throw them onto your website. It’ll only take a sec, I promise.

And if you can get pics that show these people for the living, breathing humans they really are, then all the better. 

Funnel Optimization Tweak #4: Offer a Second Version of Your Lead Magnet

This is the second tweak coming from Matt. And like the last tweak, it deals specifically with one of the most important parts of any funnel: the lead magnet

Except instead of focusing on the Law of Alignment, this one hits on the Law of Range. 

This law states that no matter what it is you’re selling (mug koozies, consultation services, or even luxury yachts), people love options

Different customization options, additional (or fewer) services, tiered package offerings—people like to choose from a range (eh?) of products rather than be stuck with with only one option. 

Bam—Law of Range. 

One exceedingly simple optimization technique you can use in your sales funnel, then, is giving your visitors more options on how to consume your lead magnet. 

Imagine this…

You’re checking out a service for, say, an instant funnel marketing team. And as you’re clicking around, you keep seeing an offer for a free guide to sales funnels on the sidebar. “Interesting,” you think. But unfortunately, your time is super limited thanks to your 1.5 hour commute each way. 

So you don’t click. 

Now, normally that’d be the end of it. Maybe a concentrated string of nurturing emails could get you to opt-in over time. But for most, making an initial evaluation of something sets a foundation that’s difficult if not impossible to tear up (i.e., you probably won’t ever change your mind).  

And so, you move the cursor up to that X on the window so you can start your day. But suddenly, an exit pop-up window appears. 

It looks like that free guide is available in audio format too! You could even listen to the whole thing on your way to work!

Click. Opt-in. Value. And now you’re a customer for life.

See how that works? It’s practically the same product but offering it lets you appeal to a much wider audience. 

And all you have to do is record yourself reading through the original lead magnet. That’s an hour or two of your afternoon. Tops. 

So give it a try. You might be surprised by the results. 

Funnel Optimization Tweak #5: Add More Form Fields

This one is bound to be a bit of a surprise for a lot of you. 

Ready? 

Add more form fields.

What? Why? How

Counterintuitive as it may seem, increasing the number of form fields on your opt-in can actually boost your conversions. 

For example, one info product actually saw a 120% jump in conversions just by adding fields for a first name and an email address. 

Check it out below. 

BEFORE:

AFTER:

So, why does this work again? Well, the theory is that adding more form fields actually increases the perceived value of the product. If it requires a little more commitment to get, then it’s got to be worth it, right? 

That being said, you certainly don’t want to overdo it. Because adding too many form fields (one of the most common conversion-hitting mistakes) can lead to the opposite effect. 

Why? 

While more form fields can do wonders for helping you segment your audience and increasing the perceived value of whatever they’re opting into, they can also be daunting. Overwhelming. And imply an uncomfortable level of commitment. 

When it comes to lead magnets especially (reasonable value for minimal commitment), you definitely don’t want to come on too strong. Otherwise, no one will click. And that means no one will get sucked into your funnel. 

Conclusion

So there you have it!

5 easy-peasy optimization techniques you can use to boost your conversions. 

  • Create better ctas 
  • Reframe your lead magnet
  • Add some humanity to your funnel
  • Offer a second version of your lead magnet
  • Add more form fields

Plus, each is so simple, you can pull them off in just a single afternoon. You could even do them today!

And if your audience responds to the changes you make, you could be seeing some massive improvements in your sales funnel performance in no time flat. 

Remember: the smallest tweaks can lead to the biggest changes. 

Just look at elephant toothpaste. 

What kinds of optimization techniques have you seen great results with in your funnel? Which of these have worked the best for you? And what middle-school science experiments were your favorite?

Let us know in the comments below. 

And as always…

Keep funnelin’, stay focused.

Alex T.

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