How I can make as much front end revenue giving my product away for free, as I can selling it for full price.
On today’s episode Russell talks about something so easy that everyone should be doing it, but nobody is.
Here are some cool things you will hear in this episode:
So listen below to find out how Russell was able to transform the way he does business.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to another “Marketing in Your Car.”
Hey, everyone. It’s been a little while since I’ve done one of these. I’ve been super busy, and was actually out until about three o’clock last night recording the coolest promo video ever. I’m excited to launch it. It’s a blend between the FourHourBody.com, if you watch Tim Ferriss’ promo video there – it’s a blend between that and “Prison Break” [laughs], and I think it’s going to be pretty cool. It took us six hours to film, literally, twelve seconds of footage, so we’ll see how it all turns out. In my head it’s amazing, so I’m hoping that it actually turns out that way. That’s pretty exciting.
What I want to talk to you guys about right now is something that I think is literally changing my business right now, and it’s so simple and so easy that everybody should be doing it – and I don’t see anybody doing it yet. Actually, one other dude, I do. One dude was smart enough to see what I did and copy me.
So this is the concept. Let’s say you wanted to sell a $47 product. You’ve got your $47 product, and you’ve got your up sells, and you’ve got your down sells. That’s just trying to sell. For a typical $47 product, you’ve got to write a really good VSL. It’s a lot of work to sell that, right? So you take that into consideration, and there’s your $47 product.
Or you create a free shipping product, and then afterwards you have the same up sell and the same down sell you do on the $47 one, but it’s free plus shipping. I want you to go head-to-head with those. I’m curious. If you send a thousand people to both of those, and on your free plus shipping offer, your copy’s not amazing, but it’s a good offer, so people want it. How many people would you think want both of them? I was thinking we’d be conservative. From $47 down to free, let’s say we get three times as many, so let’s say at $47, I get ten customers. At free, I get thirty customers.
Now I want to ask you – do you guys agree that that’s pretty realistic? If I had almost the identical product, if it was just as good of a product, with one I’d get three times as many customers by not charging them and by giving it away for free? They just cover five or six bucks for shipping and handling? I’d say that three times is pretty conservative. Let’s say three times four – this argument of what I’m trying to sell you guys on right now, okay? [laughs] So there’s that.
Now this is a little secret that we figured out about seven or eight months ago that is literally transforming all three of our core companies. On the page that we’re taking the product, we have the order form, and they put in their credit card information, and then right before they click “Submit”, there’s a little tiny block that has two sentences. The sentences just say, “Yes, I want this,” and “Hey, do you want me to throw in this extra thing that does this that’s really cool. It’s an extra $47. This is a one-time offer, and not available anywhere else.” It’s literally probably thirty or forty words. I’ll have to find out how many exactly, but that’s about it, and then we sell this $47 product. That’s called a bump, that’s like an order form bump.
Now, right now, we’re averaging almost forty percent, so I think it’s thirty-eight percent is what we’re averaging – people who buy our free plus shipping offers, who click on that little button. So let’s say we broke it down, and we only got 33.3 percent to do it. So now I want to come back. We’ve got two offers. The $47 product that we’re selling along with our up sells, and then we’ve got our free plus shipping product, but on the order form, we’ve got this little bump that says “Hey, only $47”, and right now, we’re getting a third of the people to take that. What just happened?
What just happened is, we get the exact same amount of front-end revenue. Ten customers at $47 or thirty customers at zero plus shipping and handling with a $47 bump, if one-third of those people are taking that bump, which they are in all three of our tests right now. Do you guys see what I’m saying? I can get three times as many customers and make the exact same amount of front-end cash before people see up sells by doing the free plus shipping on page order form bump as I can for a $47 straight sale, and the $47 straight sale – I’ve got to sell the crap out of it, whereas with the free plus shipping, I’ve just got to tell them that there’s a cool thing for free. They pay for shipping, and on the order form I need two sentences to sell them on my core $47 product.
It’s interesting. We were doing some consulting stuff, and these guys had a sales page, and then their up sell was their membership site. It was a $1 trial, and they’re getting fifteen to eighteen percent of the people to take that trial. They had some really good copy – a long form video and everything to sell people on that $1 trial. I said, “If you just got rid of that whole video, added that offer to your order page, and write two sentences, they said the lowest we’ve gotten is twenty-eight percent conversion. The highest is over fifty. They’re averaging fifty – pretty close. I think it’s thirty-eight percent or so, are taking that offer. It changes the dynamics of everything.
So I want you to think about that. It might be kind of hard to envision from me explaining it, so listen to this two or three times, and kind of map it out, but the concept is amazing. When we launched Click Funnels, we gave away a free trial, and then we had a $47 bump on the order form. That was the lowest one, I think. We had eighteen percent of the people take that. From the eighteen percent, it made something like $60,000 in sales from giving away free accounts. So pretty sexy, pretty exciting and definitely something you guys should look at and figure out how to try to implement in your business.
I’m at the office now. I have a fun day planned out, so I will talk to you guys all again later.
A cool strategy to redistribute your work day into other areas of your life.
On today’s episode Russell talks about receiving advice from his life coach about shaving a couple hours off his work schedule each day.
Here are some fun things you will hear in this episode:
So listen below to hear Russell’s plan of getting the same amount of work done in less hours.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to “Marketing in Your Car.”
Hey everyone. It’s another early morning day for me today. I had my accountability call with me coach, Carl, today, which was kind of exciting. I learned some cool stuff. I’m heading in to the gym, and I wanted to jump on and do a quick podcast because I thought what I learned today was pretty profound. I hope it will help a lot of you guys, too.
All of us, as entrepreneurs, have this horrible, horrible problem of working too much. I’m not sure if you guys are the same way, but I’m guessing you probably are [laughs], and it’s interesting. Carl – one of the reasons why I wanted him to be my accountability coach is he used to work the 9-to-5, five days a week, like all of us, and then he started cutting out Fridays, and then he started cutting out every other week and literally, right now he works Monday, Tuesday, Wednesday, Thursday, every other week, so he works eight days a month right now. He’s making more money than he ever was working the whole time, right? Today his big challenge to me was, “Hey, Russell, you need to start shifting your work habits and what you’re doing.” It was interesting.
He said that, “Do you think that if God took the day, and instead of making it twenty-four hours, he made it thirty hours, would you get more stuff done?” I was like, “Probably not. Maybe a little bit, but not a ton more.” He said, “Okay, well what if we went the other direction. Instead of having twenty-four hours in a day, he cut it down to twenty hours a day? Do you think you would get less stuff done?” and I was like, “No, I think we’d still be able to get everything done in the same amount of hours. We’d be able to jam it in. A lot of times, when you have less time, you get more stuff done.”
He was like, “Well what if we did that to your work day? Right now, what time do you usually leave the office?” I said, “Oh, about six.” He said, “Let’s shave it off so that every day, you start leaving the office at four? Do you think that you could do that?” I’m like, “I guess I could.” He said, “What do you do from four to six, anyway?” I’m like, “I don’t know – just stuff?” He said, “I bet if you cut those things out, all of the stuff you could get done prior to four. At four o’clock, you have to turn your computer off, and you had to leave the office.” We went through the whole process, and he committed me to doing that, which is kind of fun, so I’m excited to start trying that out today.
The next thing was he was like, “What about Fridays, man? What do you do on Fridays?” I was explaining. I explained what I do, and he said, “Friday’s kind of dead day, then, right?” I’m like, “Well I get stuff done, but, yeah, it’s not as productive usually,” and he’s like, “What if you just jammed all of your Friday stuff in to Friday morning, and then every Friday at noon you left and took that last half of the day off? What do you think would happen?” I said, “Probably not a lot. I don’t think I’d lose out on too much stuff.” So he kind of committed me to that. So I am shaving two hours a day off of my work day, and then I’m going to shave half a day off of my Fridays, and just see what happens, and my guess is that the world’s not going to come to an end. I’m excited to find out [laughs].
I want you guys to think about that as well for your life. All of us don’t have enough time – enough time for your family, enough time for your church, enough time for all of the different pieces you’re having, but we spend so much time at the office working. So I’m going to try to shave off those two hours and put it into use in other things in my life that are out of balance and see what happens. I’m guessing, I’m not sure yet, but I’m guessing that everything else will just fall in to the right spots. So I’m going to try it. I want to encourage you guys to try it as well.
I remember one time I was listening to this old cassette course I bought from Jay Conrad Levinson, Jay Abraham, Chet Holmes – I can’t remember who all. It was called “Guerilla versus Gorilla”, and it was awesome. One of the concepts I learned in there, Jay Conrad Levinson was saying that people have habits – a lot of us will kick our business and work eighty hours a week, and we’re going to work so that eventually we can launch whatever, and then we can cut down to twenty hours a week. He said that what he’s found is that whatever your habits are when you start will be your habits forever. If you want to live a lifestyle where you work twenty hours a week, you have to start working twenty hours a week from day one, otherwise you’ll just never get there. It will become a habit. I thought that was interesting as well.
Anywho, that is my game plan to start shaving off some time and redistribute that in other parts of my life that are a little out of balance right now and see what it’s going to do overall. I’m fired up. I’m excited. I recommend you guys test out the same thing. Right now I’m at the gym. I’m going to go get tough, and it’ll be fun [laughs]. I appreciate you guys, and I’ll talk to you soon.
One little secret I learned from the Clickfunnels launch.
On this episode Russell talks about the secret of the pre-indoctrination video and why it is so cool.
Here are some interesting to listen for in this episode:
So listen below to hear why pre-indoctrination videos will help tell your audience what to think, and therefore what to buy.
---Transcript---
Good morning, everyone. This is Russell Brunson, and I want to welcome you to “Marketing in Your Car.”
Hey, guys and gals, and everyone who’s listening. I hope you’ve had an awesome day so far today. If you’re in the car right now, then you’re just like me, and you’re getting excited and pumped up for the day – trying to get in the state, right?
I just want to talk about what my mind’s been on all weekend, because it’s been kind of exciting. For the last however many years – seven or eight years, I’ve been watching everyone do their big product launches. They do the multi-video sequences and all of those kinds of things. I’ve done a lot of product launches in my day, but I never really did the whole multi-video thing. For whatever reason, I just never did it.
The first time I’ve really done it was with the Click Funnels launch to our own internal list, where basically – and partly it was because we had these really cool product launch funnels that I wanted to test out, where it lets you do four videos and all kinds of stuff, and so I got really excited to try it out. So we made these four videos and they were fun and they were entertaining and we got to use some good content. It was just kind of cool.
The coolest thing about it was that people loved the videos. Even those that didn’t buy it, they watched the videos. They loved them. They build a good relationship, and it was cool. I keep thinking more and more about that. I remember I was at a Mastermind meeting, and Frank Kern was there and he was talking what he calls “indoctrination pieces”. He says that before he sells anything, he sends out three or four e-mails of these different indoctrination pieces to pre-dispose people to actually buying. He was showing videos he’s send out. He was showing pdfs. He was showing all of this stuff to go out there and give cool stuff out before you ask for a sale.
The other day on Facebook, I was watching a copywriter [laughs]. He’s one of my friends. He was bragging about two or three letters he wrote for Frank Kern, and how awesome they were, and how they did, [imitates] “a million dollars in like twenty minutes,” and all of this garbage. I was like, “Yeah, but in twenty minutes, there’s no way everyone read the sales letter. They just bought because they wanted to buy.” It’s kind of like he had this feeling.
Frank came in and he was like, “Hey, so-and-so’s sales letters are awesome, but you have to understand that the sales letter’s just one piece of the sequence to this. The sequence is what sells people. It’s all of these indoctrination pieces. It’s all of these things that are happening ahead of time that pre-frame them and get them prepared and get them warmed up to actually buy, where at the last minute, a lot of people never even read the sales letter. They’re just going to buy it because they’re going to buy.
That was kind of a big “aha”, a big epiphany for me. Having the perfect, scripted sales pitch is awesome, and especially for cold trafficking. If they don’t know you, and you’re driving them in from Facebook or somewhere where you’ve got to click and you’ve got to convert them really, really quick. A good old-fashioned video sales letter or an actual sales letter is definitely the way you’ve got to go to convert them, but after they’re on your list, or you’ve got partners promoting it and things like that, I think the best way to do it is to take them through a gauntlet of pre-indoctrination videos and audios and cool things, just to build up that relationship, and do that first.
I got excited. I’m going to go back through all of them. We’re in this process now of re-launching our affiliate program and re-rolling out each of our products and a bunch of other cool things. We’re going to be doing that for each one. I’m excited.
For example, this week we’re rolling out a new project called “List Hacker”, and I’m really excited for it. With that, we basically used four different videos. The first video is this one that I recorded about a year ago with a guy named Jonathan [inaudible 2:25:14]. He came out and it was a video that I recorded at my old duplex, which is where I actually started my business. I told my list-building story, and how I’d gotten shut down for spamming, and all of these things I’d tried to do. I told that story, and it was fun.
So that’s video number one in the sequence, and then number two is me sitting in my office with a whole bunch of junk mail, and I’m talking about junk mail and why it’s important. I tell that whole story, which is again, not really a sales piece. It’s just kind of getting people excited, and it’s something cool that they can watch and get away from their day. The third one is where I do a little more teaching and training how to map out what a list hacking funnel looks like, and in the fourth one I actually show us doing a trip to Kenya, because a percentage of all the money I make goes back to the kids in Kenya. Then from there, “Boom,” then we push the actual sell – push people to the actual sales video which then slam dunks and closes them.
It’s kind of fun. I look at all of my projects. What kind of cool videos can I do to illustrate the concept and get people excited and provide some value before I ever ask for the sale? That’s what we’re going to go back and do with all of our stuff. Just for you guys to think about that, even if it’s not awesome sales pieces, just think of three or four cool content videos around that you for each of my products, just to get my warm list internally to get excited and build a little hype, a little excitement, give some value away, and like Frank Kerns, some pre-indoctrination pieces. Get them re-indoctrinated to what you need them to think to be able to purchase your product or service.
That’s it for today. I’m going to go in today and bust out some pre-indoctrination videos. We should be rolling out the first video, “List Hacking” today, which I’m excited for, and then we’ll go from there. All right, everyone, have a great day.
The easy way to get to the top.
---Transcript---
Hey, everyone. This is Russell Brunson, and I want to welcome you to “Marketing in Your Car.”
Hey everyone. I’m heading back from the gym right now, and I just had a quick thought. Because the drive from my gym to my house is even less than from the office, this one won’t probably be that long.
Last night, I had a really cool experience. I had a chance to talk to Dave Asprey from Bullet-Proof Executive. First off, it was really, really cool. I’ve been trying to do the Bulletproof Diet. I thought I was doing it well, but I’ve been gaining weight and gaining body fat. I was like [laughs], “I don’t think this Bulletproof thing is really working. I think there’re some issues here, and so two months ago, I was on his site, and he had a link. It was like, “Hey, five hundred bucks for a one-on-one consultation.” I was like, “All right. Sweet. I can do that,” and so I paid him five hundred bucks. Last night was my one-on-one consultation with him, and it was pretty cool, because literally, I sat down with him on Skype chat, and within about thirty seconds, he told me everything I was doing wrong, why I was screwing it up. I always thought I was doing it intelligently, and I was doing it totally backwards. We completely rebuilt the whole thing, and it was awesome. I gained more from that hour than I could have gotten in five years reading every one of his blog posts, listening to all of his podcasts, and going through all of that kind of stuff.
It made me start thinking about how when I first got started in this business, I met this guy. I can’t remember his name, but it was at one of Armand Morin’s events, and I may have even done a podcast about this before, because I think it’s a cool concept, but I started thinking about it again last night. It was a young kid, and he was at this event, and he had joined Armand’s Platinum Group, and I was talking to him, and he was in ten different Platinum groups, and all of these different Masterminds. I was like, “Dude, how in the world can you afford all of that? That stuff’s expensive.” He said, “Russell, I learned something early in my life. There’re two ways to get to the top. Number one, you can work your way in. Number two, you can buy your way in. I choose the second. I could spend three years trying to get to know Armand and become friends with him and do a deal with him and learn from him, and all kinds of stuff, or I can just pay him some money, and “Boom,” buy my way in. I buy into everyone’s programs,” and he just works. –“There’re two ways. You either work your way in or buy your way in. It’s faster to buy your way in.”
I was thinking about how with Dave Asprey, I paid him five hundred bucks. Not a lot of money, but I had a chance to spend an hour with him on Skype. We got to know each other. At the end of it, we talked about his book he’s launching. I talked to him about how to promote it, and “Boom.” We feel like we had a connection, and now moving forward, I feel like he will be a friend – someone who I’ll be able to help in the future. He’ll help me, and that kind of thing, whereas if it was someone who I had just contacted him normally, I probably could have gotten through to him. I probably could have met him, but not at the same level as when I was just able to come and just pay and get in that way.
It’s interesting. I’m looking at the people who are in my Inner Circle, people who are in my Knight program and in our coaching programs, and its fun, because literally, I have Voxer on my phone, and all of the people in my Inner Circle have Voxer with me. I know their businesses. They ask me questions all of the time. I know their ins and outs. I know their ups and their downs. They get so much more access to me, and I feel like they’re my friends now. Again, I never would have met these people if they’d had to work their way in, but they bought their way in, and now “Boom,” I’m here. I’m on their team. I’m helping them out in their businesses, and it’s a ton of fun.
There was a guy the other day who – now, I charge a lot more for an hour-long consult than Dave does, but he bought an hour-long consult with me. It was really cool. I went through the consult, and I gave him my all in an hour. We built out an entirely new business model for him online, mapped out the whole thing for him, and it turned out pretty awesome. At the end of it, he was like, “Hey, Russell, by the way, I’ve got this new thing,” that he was doing, and he explained it to me, and it was awesome, and now I am giving him money back in exchange for his thing. But he bought his way in, and that conversation probably never would have happened. It cost him money, but again, in return, I ended up investing in something he had, and he made his money back immediately. It was pretty cool.
That’s my thought for today. There’re two ways to get in, again, you guys. You can work your way in, or you can buy your way in, but it’s always better and faster to buy your way in. That’s my thoughts. If you don’t have the money, then go fricking earn it. Go get a job. Go rake some leaves.
I literally, when I bought my first thing, I had to go rake leaves. I bought a $12 rake and a tarp at Home Depot, and I raked leaves for four or five weekends in a row to be able to invest in Mark Joyner’s “Farewell Package”. That’s what you’ve got to do sometimes – buy your way in.
That’s my message for today. I hope that helps some of you guys. Check out Dave Asprey’s stuff. Super cool guy. I’m excited for his book to come out. We’ll talk to you guys all again really, really soon. Thanks.
The secret of being present all the time.
---Transcript---
Hey, everyone. This is Russell Brunson, and I’m here in the car today with Dallin, who is my little entrepreneur, and we’re here for another exciting episode of “Marketing in Your Car”.
So today, its summertime still, and Dallin wanted to come to work with me today. He’s got his little packet of stuff to work on his projects. It’s going to be exciting. What are you planning on doing today?
Dallin: Find out how to build a robot.
Russell: He’s going to find out how to build a robot, which is a very important task. Do you think we’re going to sell that if we figure it out?
Dallin: Maybe.
Russell: Maybe. That’s a good idea. So that’s his plan today [laughs].
I wanted to tell you guys about a thought I had over the last week. It’s been a while since I’ve done a “Marketing in Your Car”, and one of the main reasons was I in Maui with my beautiful wife. She had a birthday, and I surprised her, and had her family come and watch the kids while we were gone, and took her to Maui.
We had a lot of fun, but one of the things I learned on this trip – I re-realized, and I wanted to give it to you. I want to share with you guys. One of the last nights we were there, we went to this luau. Everything out there – you know how tourist traps are – they’re super expensive, right? I think it was a hundred and fifty bucks a person, so it cost us three hundred bucks to go there and have this luau, and we were sitting there and we ate dinner, and we enjoyed the conversation with some people we met, and it was really fun. Then they do an actual luau dance, with the hula dances and all of this stuff. It was really neat. We were watching it, and right in front of us to the right, there was this lady who got out her video camera. She opened it up, and she clicked “Record”, and she was looking through this little tiny screen at the hula dance, which, it’s nighttime. Her little hand-held $200 camera from K-Mart barely picked up any light. You could barely see anything, right? [laughs] She sat there for the entire ninety minutes or so recording it, looking through this little tiny screen, barely seeing it, so she could record it so she would watch it again later, I guess?
I remember I was sitting there with my wife, and we were watching and enjoying this thing, and seeing some amazing things – people doing some cool choreographic things. I don’t know – I love watching them perform, just doing their talents, and I looked over at this lady. She was looking through the screen, and she’s missing the entire thing so that she can record it, so that she can watch it later.
I thought it was ironic. How many times in life we’re missing the most important stuff that’s happening around us, because we’re looking at our computer screen or we’re looking at our phone, or we’re recording something and missing the entire thing. I was reading somewhere on Facebook the other day. I don’t even know whose concert it was. It was some concert. I think it was Jack White or something. I have no idea who that is, but I remember I was thinking Jack Black and he was a white guy, and his last name was White, so I think it was Jack White. Some of you guys probably know who he is. I think it was him. He was doing a concert. I think he was on some TV show – Jay Leno or, I guess Jay Leno’s not on anymore [laughs]. That shows you how up I am with my pop culture, right? But anyway, he was on this show, and he was talking about how they don’t let cell phones into their concert. He said, “We don’t want people watching it, experiencing it through this tiny little screen. We want them actually experiencing it. That’s why we do live concerts. They can go and watch the YouTube clips if they want to watch YouTube clips, but if they want to actually experience it, they have to be there and be present and experience it.”
That’s my big take-away, was that most of us aren’t present enough. I know I’m guilty of this in a lot of things – in my kids’ lives, sometimes, huh, Dallin?
Dallin: Yes.
Russell: [laughs] That’s not a good thing to admit to. No, but even one day in Muai, we were sitting there, and my wife and I were in bed and we were texting on the phone, on Facebook, and stuff like that, and I texted her in the middle, and I said, “Hey, how are you doing?” It was just kind of funny.
We need to be more present in where we’re at, and we need to put away our phones. When you’re at something amazing, don’t worry about capturing it on video so you can watch it later. Watch it right now, and enjoy it, and be there for the moment, otherwise you’re going to miss it. It happens way too often. The more connected we become, the more its happening. It’s happening to everyone, around the world.
So I just want to encourage you guys. Don’t be the person who’s at the luau watching this amazing thing and trying to capture it on video so that you can watch it later. Be present, enjoy it now, and don’t miss the moment, because they go way too fast.
So that’s about it, you guys. We are almost to the office. Dallin and I will have a fun-filled day. We’re going to be launching a new project called “List Hacking” this week, which I’m super excited about. We’ve got a video guy coming over to film us and to film some stuff. We’re going to roll it out, and what’s exciting is we haven’t started building it yet. We’re going to build the entire membership site, sales process, everything inside of Click Funnels, and I will be able to get done in a day or so what used to take me two weeks, and so anyway, just kind of fun. We’ve finished the beta for Click Funnels, now we’re going to just be rolling out a bunch of projects just to prove how awesome it is. People can see the power of Click Funnels. It should be exciting.
We’re at the office, you guys. Have an awesome day, and we will talk to you soon.