I woke up at 3am on a Sunday morning with a clear head and full of energy. You know those moments when you’ve slept just a few hours but your mind is already racing.
I toyed with the idea of going back to sleep, but remembered something I’d read on social media.
“If you wake up in the middle of the night and can’t sleep, get up, because God’s trying to talk to you.”
So I jumped out of bed and ran to my office to begin planning my presentation.
I sat there staring at my slides, and a voice in my head said, “Skip the bonus. It’s too much work. You’ve got other things to do this week.”
I almost listened.
I knew offering a bonus with a deadline meant committing to a full week of follow-up emails. Extra work I honestly didn’t feel like doing.
But at the last minute, something told me — do it. Offer the bonus. Set the deadline. Because this will help you help others make sales.
So I added one slide with a bonus offer, committed to the follow-up emails, and made one more decision — take the webinar replay down instead of leaving it up all month like we’ve done in the past.
Here’s how it played out.
4 new customers the night of the presentation. 5 the next day.
Then 56 over the last few days leading up to the Saturday deadline.
65 total. Dang near 30% of all the customers we enrolled last month came in over those last few days.
All because of one slide I almost didn’t add.
I remember a quote I read that said,
“The way to love something is to realize it might be lost.”
For marketing you can say…
“The way to harness attention now, is to let your audience know that the bonus, webinar, discount, etc. will be lost.”
Which brings me to the three big lessons from this experience.
Lesson 1: Time-sensitive bonuses with real deadlines bring in way more sales.
This seems to always be true. Every time we add a genuine deadline, results go up dramatically. And if you can take the presentation down after, do it — it gives people one more reason to watch now instead of procrastinating.
It also gives you another reason to email your list, which is never a bad thing.
Lesson 2: Build an email list. Period.
I did not talk to any of these people one-on-one. This all happened through email marketing.
Nineteen enrollments in one day. Fifteen on another. All with email.
For any of my network marketing friends who think you have to talk to people one-on-one and build individual relationships to help people decide to get started, this should shatter that belief.
There’s no way I could have enrolled this many people through one-on-one conversations.
Like I said in the webinar last week, only a small percentage of people will buy the first time. The rest need to be nurtured and encouraged over time. You can only do that at scale with an email list.
Lesson 3: Leverage the skills, stories, and systems of leaders working on your behalf.
The last thing that stands out to me as I look at these results — only a few of these were my personal referrals.
The vast majority of these new customers enrolled under other affiliates using our system.
That’s because with our new system, I have the ability to send emails on behalf of our affiliates. My experience, my story, my selling ability — working for them.
You don’t have to do all of the work yourself, nor should you. If you’re in a business where you have a leader with a story of success and the ability to sell on your behalf, it’s smart to take full advantage of that.
Three lessons. Simple? Yes. But most people won’t do them.
They won’t add the bonus because it’s extra work.
They won’t build the email list because it takes time. They won’t lean on their leaders because they think they have to figure it all out themselves.
Don’t be most people.
If you want to see how our system works — how we enrolled 65 customers in a week without a single one-on-one conversation — you can take a free tour here.
Thanks for reading & whatever you do, always go for your dreams!
Paul