List Size Isn't Important But This Is
This month I am focusing on the nuts and bolts of selling. I realized the other day that most people don’t actually know how to sell things. They just go through the motions and do the things you “should” do and hope that magically someone will hit the buy button.
You know what I am talking about, right?
Send the newsletters.
Write the blog posts.
Do the webinar.
YES. These actions contribute to sales, but there is something you need to be aware of before you even THINK about any of this stuff.
List quality or Audience quality, considering how your business is set up.
Yeah, it is not about size. (That is what she said.)
Ok, so pretend that you are walking into a big room full of people, and you are looking for a date. You’ve identified your type. You like tall, racially ambiguous men with soft lips and great backs.
Ooops, just me? Fine.
Ok, think about your type of girl or guy in your mind.
So you walk into a room, and it is full of a random assortment of men or women of all types. You search around -- looking and looking, and you see blondes, redheads, crew cut types...every single type except for the one you are looking for.
THEN! Finally. You see him/her. In the corner. Eating a sandwich. (SCORE! He/she likes to eat? I LIKE TO EAT.)
You walk up to that person and proudly ask them on a date.
“Sorry.” He/she says, “I am married.”
Now let’s pretend that you walk in a room, and every single guy/girl is your type. You are inundated with tall racially ambiguous men with soft lips and bright eyes! (Just me? OK!) SO MANY. You walk up to one, and they say no but there are lots more where those came from. You have a date for every day of the week.
That is an example of the difference between a high-quality list and a low-quality list.
This is what a lot of the big guru type businesses do. They rely heavily on getting a LOT of people on their list and converting a small percentage of the list. Basically, they keep filling the room up with people and eventually they will find someone who is going to be a good fit for their offer or course. That is what that whole 5% thing comes from.
This is great news because that means that even if you have a small list, you can still make money because you can build a list (right now) that is full of people that are a perfect fit instead of trying to get a lot of people that might be an OK fit.
This is also why some people will throw everything they have at a launch and ultimately not get the results.
If you are launching to a low-quality audience, you will not make sales. Period.
Later this month I am teaching a whole class on how to make sure this happens but to start, here are 3 quick tips for creating a high-quality list.
Create super specific (potentially polarizing) content.
Creating content for EVERYONE makes for a big list that does not convert well, ya feel me? Make sure your content is specific and actionable for a very select group.
Talk to them a lot
If people don’t like to hear from you more than once or twice a week, then there is no way they are going to buy from you so why bother? Send great content often.
Make sure you are clear about who you create for
Everything goes back to this. If someone gets on your list are they 100% sure they are in the right place? How do they know? Do you know?
If I send out an invitation that is for “tall racially ambiguous men only” then, for the most part, that is the only type of guy who is gonna show up.
You have to do the equivalent of this for your business. Even if you have a LOT of different projects, think of ways to help folks understand why they are in the right place.
Those are some tiny little morsels to think about when it comes to creating a high-quality list. I am working on some other BIG things you can do with your opt-in, your content and even your conversations for the How To Sell Stuff Workshop. I haven't done a 1 day workshop in a LONG time and I am super excited to teach some fundamentals. You can sign up here.
Want an appetizer? I am putting on a free workshop for my community, The Lovebomb Biz Studio. It is a 5 Day Profitable Branding Workshop. Click here to join The Lovebomb Biz Studio!