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March 5 - October 8, 2018
indirect. A direct competitor is a person or company selling something very similar to yours.
There are also indirect competitors. These are people or companies selling something different than you, but to the same demographic.
The first step is to make a list of your direct and indirect competitors and their landing page URLs.
Step #2: What Are They Doing?
1 Make a list of your direct and indirect competitors. 2 Find each landing page URL. 3 Enter a URL into the online research tools. 4 Collect data, dig deep, click on links, buy products, and see what the competitor is doing. 5 Create a swipe file of ideas to model.
The real difference between having a six-, seven-, or even eight-figure business is whether you understand the phases of a funnel and can successfully monetize the different points along the line.
The money you make in your business depends on how well you manage the experience of every person who comes in contact with you—no matter how long they stay.
A pre-frame is simply the state of mind you place someone in as they enter into the next step in your sales funnel.
Phase #1: Determine Traffic Temperature
If your prospect is aware of your product and has realized it can satisfy his desire, your headline starts with the product. If he is not aware of your product, but only of the desire itself, your headline starts with the desire. If he is not yet aware of what he really seeks, but is concerned with the general problem, your headline starts with the problem and crystallizes it into a specific need.
Hot Traffic is made up of people who already know who you are. They’re on your email list, they subscribe to your podcast, they read your blog—you have an established relationship with them.
Warm Traffic consists of people who don’t know you, but they have a relationship with somebody you know.
Cold Traffic is made up of people who have no idea who you are. They don’t know what you offer or whether they can trust you.
The second phase is your pre-frame bridge. This might be a pay-per-click ad or it might be an article in an email or a blog post. It might be a YouTube video. It’s a bridge that pre-frames people before they get to your landing page.
A Hot Traffic Bridge is typically very short. You already have a relationship with these people, so you don’t have to do a lot of credibility building or pre-framing.
A Warm Traffic Bridge is a little longer than a hot traffic bridge, but not much.
A Cold Traffic Bridge is the holy grail of online marketing.
Talk in terms that cold traffic will understand.
Blogs are another great way to pre-frame an offer.
Phase #3: Qualify Subscribers
Qualifying subscribers is done through an opt-in or squeeze page that offers something of value in return for contact information. This is typically the very frontend of your Value Ladder.
Phase #4: Qualify Buyers
Qualify buyers right away.
Phase #5: Identify Hyperactive Buyers
hyperactive buyers. These are the people who are in some kind of pain right now and will buy more than one thing at a time.
Phase #6: Age and Ascend the Relationship
Phase #7: Change the Selling Environment
The following are the most common building blocks I use for pre-frames.
Quizzes:
To get a great pre-frame, you want to get people thinking along the same lines as the next step in the funnel. Agitate the problem your business solves for them.
Articles:
News:
Blogs:
Videos:
Email:
Presell Pages:
The next phase is to qualify your subscribers.
Pop-Ups:
Squeeze Page: The squeeze page is the simplest way to qualify subscribers.
Click Pop:
Free-Plus-Shipping, Two-Step Form:
Webinar Registration:
Free Account:
Exit Pop:
When we qualify buyers, remember that the goal is to get people to pull out their credit cards and actually pay for something. The first purchase is the hardest to get, so it’s best to offer something of value for a very low price.
Free-Plus-Shipping:
Trial:
Tripwire:
Self-Liquidating Offers (SLO):
Straight Sale:
