Building an email list can be the difference between making just enough to get by and earning 6 to 7 figures a year.
It’s critical not only for making your first sale but most importantly on the backend. This is what you sell to your customer after the first sale. This is an area that many marketers completely overlook.
The backend can make all the difference to your business success.
First of all, the average customer will only buy from you after you make contact with them a minimum of 5-7 times. People very rarely buy on the first touch.
If you don’t obtain their contact information the first time they visit, you may have lost them forever. However, if you can obtain a visitor’s email address immediately, you can continue marketing to them, and very often turn them from a prospect into a customer.
But that’s not even the most important part of growing an email list.
Very often you will do nothing more than break even on the front end. The key to using your email list to make money is having a powerful backend that makes up for it. This could be in the form of up-sells or cross-sells and could be your product or someone else’s from a joint venture.
I strongly recommend you segment your list—those who have purchased from you, those who haven’t. This will help you create offers specifically for each group. When done well, more than 50% of your profits may be coming from the backend.
Quality over quantity
Aim for quality over quantity. In other words, don’t simply set a goal to build a list of 10K people. A responsive list is the most important factor and should be your goal.
Wouldn’t you rather have a list of 200 hungry prospects than a list of 30K unresponsive prospects? I thought so.
Getting targeted prospects—your ideal customer avatar—to your list is key to your success.
So how do you achieve that? First, you have to know who your prospect is. This will determine who you go after.
How to define your ideal customer avatar
Who are they? Their age? Gender? Income level? Where do they live? What are their interests? If you don’t know exactly who your prospects are, you won’t be able to craft your sales copy and emails exactly to their needs.
Download :: How to Define Your Customer Avatar
Offer your email list on every page
Have an email opt-in form on every page of your site. Especially on your homepage. Don’t simply offer “sign up for my newsletter.” Instead, offer something tangible in return for their email address—a coupon, ebook, checklist, mini-product.
How to increase your email subscribers
How do you increase the percentage of signups for your newsletter?
You need to give them a compelling reason to join. Consider testing an opt-in page. This will weed out the tire-kickers and freebie-seekers from your serious prospects.
Some profitable marketers have two or three opt-ins before they even let people see the sales letter. This ensures that they have the email address of every single hot prospect, whereas just putting it in the sales letter might let a few slip through the cracks.
Remember, your main goal is to get your visitor on your email list, not to make the sale the first time they visit. Again, this is because it takes most people at least 5-7 contacts before they will buy.
[A/B test an opt-in landing page and a regular sales-like page to see which best converts.]
People must first get to know, like, and trust you. Expect that and work for that.