I sell a medical device that is designed to be used by an eye doctor, so eye doctors are my prospects. I have a database of 2,000 eye doctors in multiple states that I cover (aka a territory). That database is my “list” of prospects that I call on to sell my device.
This type of list is simply built by doing a Google search of eye doctors in cities and towns in a given state. Easy to build, a fifth grader can build this type of list.
Now if you’re in the direct sales industry which we are talking about you can’t type “direct sales prospects” into Google to find prospects. If you don’t have a list of prospects to sell to how are you going to sell anything? How are you going to run a business? How do you make money?
You can’t. You have no business. You are not going to make any money.
Can you see how important a list is to your success in a home-based business?
So you have to ask yourself a few questions? Where do my prospects look for a new home-based business/direct sales opportunity? What’s your go to for looking up anything?
Google. The Internet!
So now I am going to walk you through how to build a list using the internet. This is by far one of the most challenging tasks for newbie marketers to grasp, but I will hold your hand every step of the way just follow along.
You will need the following. I personally use these tools and recommend them as they are easy-to-use, reputable and, reliable.
- Software to create a one-page website
- Email service to store and send emails automatically
- Follow-up series of emails
- A prospect source
- A free report or video to give away
This should go without saying you are running a business here and will need money for products and services that are essential to your day-to-day operations.
Software to create a one-page website
You need to create a one-page website where you will be giving away a free e-book, report or video in exchange for a prospect’s email address. By doing so you are compiling a list of prospects for your business. Here is an example of a one-page website. Click here to get a normal view of this page.
The software I used to create this one-page website is called LeadPages. I am technically challenged, yet with LeadPages I put this one-page website together in minutes. Your email service will be connected to this one-page website.
Email service to store and send emails automatically
Once a prospect enters their email address you will need to send them an email with their free report, ebook, or video. After that initial email you will want to send emails periodically building a relationship with that prospect so you can offer products and services down the road. Aweber is my preferred email service provider. Again it is easy-to-use, and reliable. You can try Aweber risk-free for 30 days with their free trial.
Follow-up series of emails
The beauty of Aweber is you can create a series of emails ahead of time and schedule when you want them to be delivered. For instance if you want an email sent to your prospects every day for the next 7 days you tell Aweber to do that and it sends the email for you.
Email series – is a set of emails that go out one after another for a certain amount of days. Now you don’t want to bombard your prospects with an email everyday because it will annoy the crap out of them and they will unsubscribe. Even if there is real value in your email resist the temptation. Remember prospects buy from those, they know, like, & trust which takes time. You build that relationship over time.
When a prospect enters their email address and receives their free ebook, report, video I recommend you send prospects a email for 3 days, take 1 day off, send an email for 2 days, take 1 day off.
- Send an email Monday, Tuesday, Wednesday
- Do not send an email on Thursday
- Send an email on Friday, Saturday
- Do not send an email on Sunday
How to write your emails
You want to strike a balance of building a relationship with your prospects and selling your products and services.
On Monday, Tuesday, and Saturday send prospects emails getting to know them, asking questions, find out what their problems are.
Here is an example of one of those emails that I have used.
Subject Line: Hey, Where are you from?
Body of Email
No really, I want to know where you are from.
If you would be so kind, tell me about your experience with marketing online.
There is a reason why I am asking you this, but you’ll have to wait until tomorrow for the answer.
So, tell me about yourself.
What is your greatest challenge with online marketing?
Feel free to ask me a question.
I will answer you 🙂
Talk to you later,
You see how this email is all about building a relationship with your prospect? Again you don’t ask someone to marry you on the first date. You need to build a relationship before asking them to marry you. Same goes for selling your products or services.
Another great way to find out information about your prospects so you can find out what their needs are to see if you can help them is to ask them to take a survey. I used survey monkey for the survey, but you could conduct the survey in the body of the email to keep things simple.
Example of this email.
Subject Line: I could do with your HONEST advice on this…
Body of email
Yes that’s right.
I was wondering if you
could answer just a few questions and
give me some advice – it will massively
Just a survey so I know what you basically
need from me:-)!
Go ahead and click on that link for the survey to see what types of questions I asked. If the link does not work copy and paste into your browser.
You can use these emails to build a relationship with your prospects no matter what you are selling.
On Wednesday and Friday you want to sell your prospects. For this example say you are selling a program that teaches you how to sell top tier products (high ticket) online.
So what would one of those emails look like? How would you write it?
Subject Line: Open up – It’s Kurt you want to know about this…
Body of email
You want to know how the “guru’s” make
A lot of money on the internet? Well,
They know how to sell top tier products.
Selling top tier products brings you $1000’s
In commissions per sale.
This program provides you one-on-one
Coaching with your own personal coach.
That coach guides you through all 21 steps
Of the program.
If you decide to try the program and don’t like
Your coach you can fire him! How often do you
Get to fire someone? You’d be foolish not
To look under the hood and see how this can help you.
So that is an example of an email you send out on Wednesday or Friday selling your products and/or services.
- You want to have a call to action in 3 places throughout your email. Those 3 places are links to the program or product your selling.
- Your emails should be short and to the point as your prospect’s attention span is typically that of a fly.
- Each paragraph of your email is to be only 2 to 3 sentences long. Less is more in this case.
You need a prospect source to build your list of potential customers who are looking for opportunities in the home-based business, direct sales industry. Solo ads are a good way for you to go. They are cost-effective and easy to do. You spend $0.45 to $1.50 per click on your link that leads your prospect to a squeeze page where you offer a free report, ebook, etc in exchange for their email address. Let me explain.
What is a solo ad?
A solo ad is where you purchase a click to your link from another marketer’s email list. That link is typically to a squeeze page where you are giving away a free report, video, etc. for their email address. The solo ad vendor sends out an email to their list (they write the email as they know what their list responds to best) with a link to your squeeze page. After that email is sent out if one decides to click on that link and opts-in (provides their name and email address), you now have a lead.
Once a prospect opts-in in they will automatically receive emails from you as we discussed earlier in the follow-up email series section.
When purchasing solo ads you purchase by the “click” as I mentioned before the price of a click can range from $0.45 to $1.00. For most solo ad vendors the minimum click buy is 50 clicks, and you can purchase clicks up to the thousands. Here are a couple resources I use and recommend you do as well to find solo ad vendors.
The solo ad vendors below have email lists that are in the make money online, home-based business, business opportunity niche and that is important because that means that is what we call “targeted” traffic which is what you want.
They feature the top 5 solo ad sellers of the previous month and I have used 3 solo ad vendors from this list (the list changes from month-to-month).
Alessandro Serra – Elite Solo Ads
Alessandro is responsive, professional and will assist you if he thinks that his list would not respond to your squeeze, which he will give you recommendations on how to improve it to increase your conversion rate. I have purchased from Alessandro and recommend him to you.
Riz Nicholas – Top Notch Solo Ads
Riz is prompt, professional and I recommend him as a solo ad vendor.
Richard Khor Solo Ads
Richard is easy to work with, responds quickly and will tell you if he has sent an offer similar to yours to his list recently. I have enjoyed doing business with Richard and will continue to do so in the future.
Anthony Tilley Solo Mailings
Anthony is extremely professional, does what he says he is going to do. Delivers quality clicks to your offer. Has over delivered on clicks to my offer. Anthony is someone I fell comfortable recommending to you.
All of these solo ad vendors write the email for you that is sent to their list. So, all you need to do is provide them with a link to your squeeze page.
Keep in mind that these prospects do not know you from “Adam” so if they opt-in to your email series and do not open your email or buy your product do not be alarmed. Two reasons this happens.
- That prospect is on a lot of other email lists and gets flooded with so many emails.
- They do not know you yet. So why should they open your email?
Remember people buy from those they know, like, and trust and those prospects will get to know, like, and trust you through your emails you send.
If you do what I am telling you to do you will be successful, it may not happen overnight, but you will be successful.
“The man on top of the mountain didn’t fall there”-Ralph Waldo Emerson
A free report or video to give away
So what do you offer your prospect in exchange for their email address? Why should they give you their email address?
A free ebook, report, or even a video that offers something useful to your prospects. What could be useful to your prospects in the home-based business or direct sales industry?
How to find prospects?
Where to find prospects?
10 Tips every newbie marketer should know.
5 Prospecting tips for the home-based business entrepreneur
3 List building techniques you need to know
3 Myths about the direct sales industry
5 Ways to effectively use Twitter for prospecting
3 Tips on overcoming objections
5 Sales strategies for home-based business entrepreneurs
10 Reasons why you won’t succeed in your home-based business
5 Things the “guru’s” won’t tell you
3 Secrets to making money online
5 Relationship building tactics for your business
5 Things your sponsor won’t tell you
Make sense? This list can go on and on.
So now you want to create your OWN free ebook, report, or even video if have the skills to do it. You can pay to have someone create this ebook for you or you can write it yourself.
I recommend you write this ebook yourself.
So it reads in your voice, has your personality. Why? That writing is how you are building a relationship with your prospect. This is going to take time and some thought. If you take the time and apply some thought you will put together a great product. As with anything if you cannot write how you would like to talk, then I recommend you hire a professional. I do not have a resource that I have used personally as I write all of my own ebooks, but in the direct sales Michael Kwan has a good reputation.