Go to any marketing event – and you’ll hear people asking the same question..
“How big is your list?”
But there are a few BIG differences between a list of BUYERS and a list of PROSPECTS.
Prospects vs. Buyers
Prospects are people who come on your list and haven’t bought anything.
It might be a free report or a free video – but they never took out a credit card and made a purchase.
Having a big list of prospects is great, however it’s not nearly as good as a LIST OF BUYERS!
This is where the gold is.
That’s why I always recommend having some low-cost front end products.
The affordable front end products will attract BUYERS – and that what’s most important.
Why do you think I wrote 2 books that sell for less than $30? And why do I recommend creating low-cost $5 per month membership sites?
There’s a HUGE difference between someone who spent $30 for a book vs. someone who just opted in for a free report. Ask any “coaching floor” and they’ll tell you the same thing.
Front-End Checklist
Here are some ideas of low-cost front end products you can start creating to build a list of BUYERS today…
- eBook
- Print book (hardcover or softcover)
- DVD
- Downloadable video series
- CD
- Downloadable audio series
- CD-Rom
In general, you’d want to keep this product under $30. That seems to be a good place to start with less reluctance to purchase.
So get out there and start creating buyers.
Post your questions, comments and feedback below.
P.S. This is my 21 day system to creating low-cost front end products. And yes, it’s just $29.95 :)
Ryan,
We are with you 100%.
So many of our clients are confused about products like this. They do NOT need to be the world’s biggest expert on the topic they select.
Here’s a phrase I love: “Fourth Graders are Rock Stars to Third Graders.”
(Read that again – it’s ok to chuckle and remember when YOU were in third grade and how much you looked up to those “big guys.”)
Select a very narrow topic and write about it. Something you do every day in your business can be a perfect idea. And just because it comes naturally for you doesn’t mean everyone else knows how to do it.
For instance, I’ve done video for many years. I have a technique called “One Camera, One Take” which shows people how to use a smartphone or Flip to do a very simple, yet highly effective, short video to post to Facebook, their website, or syndicate through the Internet. No editing. Not experience with backgrounds, color, lighting, microphones. It’s simple. And people buy this product from my website.
So… as you say: A BUYERS’ list is WAY more valuable than a prospect list… so folks need to start selling.
It’s time to ship those products!
Charlie Seymour Jr
http://CreateYourOwnLegendNow.com
Charlie,
“folks need to start selling”
Couldn’t have said it better myself :)
Ryan
This is why I love reading your blog Ryan! It’s always the seemingly obvious stuff that I pick up on and try to run with.
For example in my own business, I offer a free monthly training call as a way of getting prospects. This is the first month I was smart enough to actually tie that training call into one of my low cost front end products. In fact I’m posting the replay later today and can’t wait to monitor the results!
Thanks for all the great advice and support!
Ted Peterson
http://bit.ly/freetrainingcall
Ryan -
Question for you (was talking with John Morgan about this)… Isn’t everyone technically a buyer in the grand scheme of life? In other words, everyone on our lists are in fact buyers… Yes there is a HUGE difference between prospect and buyer of our products but I guess I’m just thinking in terms of approach here. It’s like you and Charles said…we need to sell more! I know I don’t do a good enough job with this. And I also think about Dan Kennedy’s triangle of media, message, market and whether I have a targeted enough front end offer when selling and attracting leads.
I am NOT trying to nit pick or be philosophical. Rather trying to weed through info overload and the latest greatest “shiny” offers about attracting “buyers.”
Hope this makes sense.
A list of buyers! Boom statement.
Hi Ryan,
Any chance you’ll be coming out with a digital version soon?
I’m an American working in Singapore and think the cost of shipping will just about cost the same as the book.
Can you let me know?
Bill
There’s another big problem too. As you said most lists are built from freebie seekers and then try to sell stuff (which is kind of backwards as you said). But then most lists also ONLY sell stuff after the opt-in.
So now you got a freebie seeker looking for more great information and instead only gets pitch after pitch. No wonder email open rates are so terrible.
Not saying we can’t ever pitch our subscribers, you should be selling all the time. Ryan has it figured out, he pitches and gives content at the same time. That’s cuz he’s a freaking mad genius of Internet marketing.
Bill – I’d say you should grab the book anyway. I know you well enough to know you’re serious about what you do. Ryan’s been a real key to our business success and I know you’ll benefit from his stuff too…
…or you could just join his Inner Circle program…that would be my best recommendation.
Take care -
Pat
speaking of inner circle…i can’t wait for upgrade! are we there yet:)?
Have you seen a price deterioration with the economy getting slower and Kindles pricing target of 2.99 to 9.99? I see a lot of 17 and 27 dollar products? What about the effect on other e-products? thanks Pete
Agree with Justin here. Email marketing is getting harder and harder – maybe just a refelction of hard times people are going through. Perhaps sometimes we are a bit harsh on ‘non-spenders’ – there’s a value in simply providing value. How many people open your email is a reflection on how much they value your content – not how much they necessarily spend.
That’s weird marketer speak eh!
The answer of course is to pour as many people as possible through your funnel and separate the buyers out. Then sell to them over and over. Up sell them, down sell them, cross sell them, and at the same time keep delivering great, on target content!
I’m working on it!
Thanks Ryan!
This is probably the best explanation of what to do when list building–buyers, not prospects, should be the focus.
Ted – smart move.
Try a low-cost front-end product and see the response.
Keep creating new offers to test.
Ryan
Rory,
You bring up some good points.
I still believe in list-building. And there is still a big difference between a buyer and a freebie seeker.
My BUYER list is 10% of my total list size – but it makes up around 95% of my income. So guess where I should focus :)
Ryan
Thank you Ryan. I agree. List-building is key and I follow your lead!
Rory
Wonderful items from you, man. I’ve consider your stuff previous to and you are simply too great. I really like what you have received here, certainly like what you’re saying and the way in which wherein you assert it. You are making it enjoyable and you continue to take care of to stay it sensible. I can’t wait to read much more from you. That is really a wonderful website.