RuRuffino,Novemer1t,2013

uine:Whatitheetwatomakeamilliondollar?

UpdateCancelRu'AnwerView176OtherAnwerYouwanttoknowhowtomakeamilliondollaraear?Itookmcompanfrom$10,000amonthto$200,000amonth.Thati$2.4millionaear.Here'MxacttrategonhowIdidthat.I'lllaitallouttoouinthe6eatepIdevelopedafterearoftrial&error.TheetepincludemexactnumerandthepecifichackIued.Hereihowmalefunnelperforminatpicalmonth.Inagivenmonth,we'llpend$15,000onadvertiingandringaout20to30clientintoourhigh-ticketprogram.Thefunnellooklikethi:Withthifunnel,ittakejut48hourtocloea$5,000to$25,000alefromacompletetranger.Prolem-FirtMarketing:MtemforCreatingFataleofHigh-PricedProductOnehugediclaimer:eforeoucangetreultfromthefunnelaove,itiaolutelcriticalthatouundertand,peakto,andolvetheclient'coreprolemineachtepofthealefunnel.Iexplainhowtodothatin"TheuinePhiloophThatGrewMuineFrom120,000perearto$2.4millionIn30Da."tepNo.1:TargetMxactCutomeronFaceookandTwittervermonth,Ipend$15,000to$20,000onTwitterandFaceookad.ThereareamillionwatotargetpeopleonFaceookorTwitter,utwhat'workedetformeiprolem-aedtargeting.Itargetpeopleaedonwhetherthehavethepecificprolemthatmproductolve.Iexplainthepoweroftheprolem-firtapproachinmpreviouQuoraanwer.WhileFaceookandTwitterdon'tethaveawatoexplicitltargetcutomerwiththeprolemouolve,thereiawatodothiindirectl.YoucantargetpeoplethepecificFaceookPagethefollow.

www.quora.com

Whdoethiwork?Ifomeonefollowanichecompanthatonladdreetheexactprolemthatmcompanfocueon,thenIcaneconfidentthatthifollowerhathatprolemtoo.Ontheotherhand,ifthefollowavergeneralFaceookpage,aapopularmuician',thenIdon'treallknowifthehavethatprolemornot.tepNo.2:CreatetheAdOurfocuhereidrivingpeopletoregiterforafreeweinar.Inordertodothi,wefocutheadontheoutcomethatpotentialcutomerwant.Thicouldeagoalthewanttoachieve,aprolemthewanttoavoidorolve,oroth.Themoreattractivetheoutcomeiforthatpotentialcutomer,themorepowerfultheadwille.Clearlhowingwhatpeoplegetioneofthemotcriticalelementofaneffectiveheadline.MCLahaconductedtenofthouandofheadlinetetover15ear,andthecametotheameconcluionwhentheharedtheirfivekefinding.Hereioneofmoldad,tohowouwhatoneofmFaceookadlooklike:Notethattheoutcomeicrtalclear:doulethenumerofnewclientougeteverweek.That'agreathook,andit'rightinlinewithwhatwedoforthepeopleweworkwith.tepNo.3:LaunchaLandingPageFrommadvertiement,Ilinktoalandingpageformweinar.TherearefourketacticIueonthipagetoconvert20percentofitviitor:

1. Onlonelinktoclickonthewholepage.MotWepageprovideanavigationarandlotofdifferentpathforviitortofollow.Goodlandingpagearedeignedtogetviitortodoonlonething.Thatonethingcouldepurchaingaproduct,providinganemailaddre,origninguptoaweinar.ThifreeLandingPage101courewalkouthroughtiponcreatingalandingpage.Ifou'rejutgettingtarted,IrecommenduingLeadPagetocreateourlandingpage.Itcompletelautomatetheproce.

2. Goal-aedandprolem-aedheadline.Thereinoreplacementfordeeplundertandingtheprolemouraudiencefaceandthegoalthewanttoreachandpeakingtothem.That'whIuethefollowingformulaforheadline:Howto[AWOM]Without[UCK]!Or,putanotherwa:Howto[INRTGOAL]Without[INRTPROLM]Over10,000tudiepchologitinthelattwodecadehowthepowerofapproachandavoidanceacentraldriverof

motivation.o,thepowerofthiformulaithatitpeaktoeachofthee.

3. xteniveTeting.Ipendweektetingtheheadlineonthipage.WithatoollikeLeadPage,oucanvereailA/tetdifferentheadline.I'malwaurpriedatthereultofteting.ThetetthatwinioftenonethatIwan'texpecting.That'whit'criticalforeventhemotexperiencedmarketertocontantltet.

4. Iaddedacountdowntimer.Thereiatimerthatcountdowntothenexthowingoftheweinar.Thigivea10percentto15percentumpinconverionforme.TheideaofacountdowntimerhaeenadoptedinmanplaceontheWe,includingthemotpopulareventmanagementtemonline-ventrite-andAmazon'DailDeal.AcademicreearchrepectedreearcherRoertCialdini,authorofInfluence,howthatpeoplevaluethingmorehighlwhentheareleavailale.Havingadeadlineionepowerfulwatocreatethicarcit.LeadPagemakeiteatoaddacountdowntimertoourlandingpage.

tepNo.4:HoldaWeinarIfirtlearnedaoutthepowerofweinarin2012.Igotacallfrommfriend,.rianRoe,authorofMillionaireWithin.HehadeenaalepageIhadcreatedformpreviouuine,andheaicalltoldme,"Ithinkthiofferwoulddomuchetterifoutriedtodoaweinar.I'llputaunchofpeopleonit.Youcanrunit,andthenwe'llplittherevenue."Heexplainedhowtodoit.Hehelpedpromoteit.Itdrew110people.Irememereingreallcared.ItwathefirttimeIhaddoneanthinglikeit.utIjutfocuedonpeakingfromtheheart.Luckil,itreonated.Halfofthe110peoplepurchaed.Fromthatdaon,I'veeentotallconvincedthatweinararemagical.Thedotheworkofanentirecontentmarketingcampaignwhilemakingadirectoffer.Youcan'tdoanthingeleonlineandgeta50percentconverion.Here'whweinarworkowell:

Viewerpendmoretimeonweinarthanalmotanotherformofonlinecontent.Theaveragearticletakejutafewminutetoread.Andthat'aumingpeoplereadthewholearticle-55percentofviitortoarticleonlpend15econd

kimmingthem.Ontheotherhand,maverageweinari45minuteandover30percentofpeopletatotheendandcheduleacallwithomeoneonourteam.That'theequivalentof15articleoftime.

Weinarhelpouuildadeeperrelationhipthananarticlecan.Withaweinar,oucanguidelitenerwithourvoiceandimage,awellainteractivetoollikeQ&A,groupchat,etc.

Weinarprovideouwithundividedattention.Motpeoplecometoanarticleecauetheawitintheirocial-medianewfeed.Weinararedifferent.Ifthe'rewatchingourweinar,itmeanthatthe'vetakentimeoutoftheircheduletohowupandpaattentiontowhatou'redoing.

Alloftheefactormakeweinartheperfectplacetoeducatepotentialcutomerandmakeanofferforourproduct.Intheweinar,Iproviderealvalue.IgiveawaamuchoftheolutionaIcaninthetimethatIhave.Greatfreecontentwillgetouinfrontofmorepeople,anditwilluildadeeperleveloftrutwiththem.Attheendoftheweinar,Iinvitethepeopleintheaudiencetohaveaone-on-onephonecallifthefeelmproductiagoodfit.Peopleookappointmentwithuthroughthechedulingoftware,cheduleOnce.Then,wecallthematthetimetheelect.Keepinmindthatourgoalin'ttoconverteverone.Throughouttheweinar,werepeatedlawhomourprogramiNOTfor.Wecouldproalget60percentofpeopletocheduleacallifweacceptedjutanone.Ifwedidthat,though,we'dewatingourtimeinmeaningleconverationwithpeoplewhoaren'tagoodfit.Thatwatetheirtimeandour.Inafuturearticle,I'llexplainmformulatomakeahigh-convertingweinarthat'extremelvalualeforattendeeandalopowerfulenoughtodriveconitentaleintoouruine.tepNo.5:TalkWithPotentialCutomerOne-on-OneThe35to45minuteconverationervethreepurpoe:

1. Itfilteroutpeoplewhoaren'tagoodfit.Althoughit'tempting,I'velearnedthehardwathatouneverhouldtakemonefromthewrongpeople.Firt,ifourproductcan'ttrulhelpomeone,thenou'redoingthemadiervice.econdl,if

peopleareNOTtrulmotivatedtotakeaction,thenthe'redoingthemelveadiervice.Finall,ifouhaveagroupprogram,likeIdo,thenevenoneadapplecanthrowoffthewholegroup'dnamic.Inthehortterm,thireultinmillionofdollarleinrevenueperear.However,Ihavenodoutthatit'therightdeciion.

2. Itprovidetheadditionalcoachingthatwepromiedintheweinar.Wehelpcallerdeterminetheidealpricethatthehouldecharging,whotheiridealclienti,andtheetwatoreachtheiridealclient.Thihowclientwecanolvetheirprolem,whichmakethemmorelikeltoworkwithu.

3. Itgiveuanopportunittodeliveraaleoffertopotentialcutomerwhowethinkareagoodfit.Whenwetrulelievethatwecanhelpomeoneandthe'reagoodfit,wemakeatrongcaeforwhthehouldmoveforward.

TakeActionOvertheear,I'vehelpedhundredofentrepreneurcreatealefunnelthatarecompellingenoughtocreateconitent$5,000to$10,000ale.omeoftheeentrepreneurhaveuiltuineejutalargeorevenlargerthanmine.Otherhavefailedtogetantraction.o...whatithedifferenceetweenthetwo?Itinotintelligenceorkill.It'fear.Fearofeingrejected.Fearofcomingacrotoo"ale-."Fearofchargingtoomuch.Fearofaingnotoclientwhoaren'tagoodfit.Fearparalzepeopleandtopthemfromtakingactionandlearningfromtheirmitake.Fearmakepeopleettleformediocreprofit,mediocreclient,andamediocreproduct.I'mnotuccefulecaueI'mthemartetguinanroom.Ididn'tgotoanIvLeaguechool.Itartedmcareeraaartender,notaventure-ackedentrepreneur.utwhatIlackinpedigree,I'vemadeupforinoldne.Ipent$61,423andeveralmonthin2013onldoingfulltimedeigning,teting,andrefiningofmalefunnel.Itwaonlaftermonthoffrutrationandrejectionthat.

Overthelattwoear,Iincreaedmprice100time.Nooneakedmetoincreaetheprice.IlookedatthevalueoftheinformationIwaproviding,andIknewitwaworthmore.Iturneddown$2millioninrevenuethiearaingnotopotentialclientwhoIdidn'tthinkwereagoodfit.IakedomeclienttoleavetheprogramandrefundedtenofthouandofdollarifIgotafeelingthattheultimatelweren'tagoodfitfortheprogram.Ihadhightandard,evenwhenIreallneededthemone.Motentrepreneurimplaren'twillingtogothroughthitruggleormaketheetoughdeciionintheeginning.o,eforeougettarted,akourelftwoquetion:

Areouwillingtofacethatfearanddemandwhatou'reworth?

Areouwillingtodohundredoftetuntilthing"click"?

Lookourelfinthemirror.ehonetwithourelf.Ifou'renotread,thentopnow.Youwillaveourelfearoffaletartandmediocrereult.Ifouareread,thentartnow.vertoughdeciionandevertetwillringoucloertotheucceou'relookingfor.Thatmilliondollaruineouhaveeenlookingforicloerthanouthink.Gettartedandletmeknowhowitgoeforou.Iwanttohearaoutourucce,orhowIcangetinvolvedtohelpoufurtheralongthewa.--ThiQuoraanweriamodifiedverionofaguetpotIoriginallwroteforInc.