FAN MARKETER REVIEW - DISCOUNT AND SPECIAL BONUSES
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Another Method “Look, we’re just starting out fan marketer review. Let me just tell you right from the onset, I’m going to cram as much information into a 60-minute webinar as I possibly can. But you and I both know that I can’t tell you everything I know in 60 minutes. I can’t tell you all the nuances, so we will offer a resource at the end. Be on the lookout for that.” That gets people to lower their guard and say, “Oh, okay, well he told me he’s going to have a resource.” It makes you honest – and actually it makes them look forward to the resource.
Using Email Sometimes I do this even in the emails that I send beforehand: “Well you want to be there live because Steve will have a special offer that he only offers on webinars.” So, they know going in that there’s going to be an offer, but it’s a special one that you can only get by attending live.
Linking to a Sales Page It’s really important to have a link to your website on your PowerPoint. Don’t forget, if you’re putting on a webinar with a host, then you would want to provide an affiliate link that is tied to the host. That way, when an audience member clicks on the link, the host would get the credit.
More on the Fast Mover Bonus One fan marketer review, I put on a webinar for a United Kingdom audience and nobody took me up on my fast mover bonus. I asked somebody about it and they said, “Well, people from the U.K. are really polite. They’re not going to leave your webinar in the middle.” So now I say, “Here’s my fast-mover bonus and I know that it will probably be gone by the end of the webinar because there’s only five, so I will not consider it rude if you leave right now and take advantage of the offer. Don’t be worried about missing this webinar because I will send you a high resolution version of the replay.” So that gives people an excuse to leave. When you do the pitch in the middle and you have that fast mover bonus, then you want them to leave your webinar and go take advantage of it right away. At the end of the webinar, when I do my light recap, I like to say, “I don’t know that any of the fast mover bonuses are left, because I’ve been pretty busy here presenting
information. I haven’t checked my shopping cart. There may or may not be any left, but I suggest that you get on it right now, there may be a few left of the fast mover bonus. But remember: the price goes up on the Thursday deadline.”
Email Strategy Let’s say the webinar started at 9:00 pm Eastern. At 10:15 pm Eastern, I’ll broadcast an email with a recap of the offer and it says something like, “I am working on the replay right now, I’ll have it up tomorrow. In the meantime, here’s that offer I gave you on the webinar.” Then there will be a link that goes to my shopping cart. So I’m not being subtle. I’m taking every obstacle out of their way to click on my link and buy my product.
Follow Through with a Second Email The following morning, I have an excuse to send them another email, because I have the replay. So I send that to everybody, of course, with a link to the replay and a link to the offer. Then they get another email on Thursday, as a reminder of the deadline. So that’s a nice, one-two-three punch.
After the Deadline We’ll send a card out, saying something like, “Hey, you missed the deadline, I can offer a “shipping and handling offer.” You pay shipping and handling, I’ll give you the product. At the end of 30 days, if you haven’t returned it, I’ll charge you card for the full amount.” That’s a little different offer and you’ll scoop up another 5-10% of the people who didn’t buy on the webinar offer. If you want to get even bolder, the following week you may offer something else.
A Last Chance Offer And the next week after that, you can offer a last chance offer. “Buy it for $97 and we’ll finance it for you and charge you over the next five months,” or something like that. Of course, you shouldn’t be sending those messages to the people that have already bought. That’s a bad thing. If they bought on your webinar and now they get this lowball fan marketer review, they’re thinking, “Hey, why didn’t I get the low ball offer?”
Snail Mail We sometimes send out cards with offer in the mail. I used to print my sales letter in the send out cards. I didn’t get very much response at all. When I put a picture of a coupon on a card and said, “This is your virtual coupon,” it worked really well. It was all kind of tongue-in-cheek. I gave them a picture of a little pair of scissors. But it’s a different modality. That’s the key. The first one is webinar, the second one is email driven, the third one is like a physical card. If you keep pounding the same offer down their throats, they’re not going to respond, but if you change it and tweak it a little bit… they will.
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