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The last four days were pretty intense on the video front. Today I want to return back to writing messages for my subscribers. Before I do that though, I need to tweak my upsell process that isn’t working as well as I’d like.

So today I’m going to….

• Eliminate the OTO
• Move the upgrade to the download page
• Change the process in Aweber to connect properly
• Write Message 5

A lot to do, so let’s get to it!

Why Change The OTO?

I have not promoted my list too much yet, but I do have over 130 subscribers. Yet I’ve only had 1 sale of the OTO package offer. I can either work on the sales copy, or I can try a different strategy to make upgrades more likely. Regardless, I want to see a 10% conversion on this offer, at least.

I figure that most people that come to this list are new to me, and in their minds I need to prove myself before they spend money with me. So I want to get them into the free training I’m giving them and then use the download page and follow up email to promote the upgrade offer.

Also, I want to make it more likely that people upgrade not only at the time of signup, but afterwards as well.

So to eliminate the OTO, all I really need to do is change where the new subscriber goes after the confirmation link is clicked. That essentially gets rid of the OTO.

However, I do want to use most of the language of that page on the new download page I’m making.

Move The Sales Process To The Download Page

The download page currently has the mindmap and the audio files for the Be the Go To Expert and a brief message from me.

I’m going to copy the thanks for confirming message from the OTO to the top of the download page. Then I’m going to add bullets for the benefits of listening to the free audio program. Since I changed my squeeze page to the video format, I want to make sure they know what’s inside the MP3.

With the page having a bit more text, I want to move the MP3 player up and to the right on the page. This will allow the reader to see the downloads faster than if I leave them at the bottom. I don’t want to give the impression that this is a sales page at the start because it’s important to me that they get started with the training I’m giving them.

After all, how can I prove I know what I’m teaching if they close the window early.

However, I do want to make sales of my 3-volume training package. So after the download area of the Expert MP3s, I put a horizontal line, and copy the sales letter over from the original OTO.

However, since I’m not making this an OTO at this point, I’m going to set the price at $47, knowing that is what I would normally charge for each one. That gives me the opportunity to make it a 3-for-1 offer.

Also, since this page is password protected, the very nature of the page makes it an exclusive offer that not everyone gets to see.

I take out the original headline and replace it with something a bit more transitional from the free audio that they get. And I cut out some of the pushy material that I had in before. I want this decision to be an obvious no brainer because of what they learn, and do less hard selling.

Connect The New Dots At Aweber

With the new sales letter a part of the download page, I now have to change the sequence of pages seen by the subscribers.

The webforms all currently go to the default Aweber confirmation page. Again, I’ll change that at some point in the future, but it seems to be doing well right now as a very high percentage of my opt-ins are confirming.

But I do need to change the confirmation link in the list settings/confirmation page. Before I had set it to go to the OTO, but now I need to send it to the download page.

However, since this page is a protected blog page, I also have to tell them the password.

Normally, I’d say that the password will show up in the NEXT email, but since they don’t know where the thank you page is going to be, I’ll go ahead and tell them the password in the confirmation email. This should keep things running smoothly, and have less customer support issues.

The original message #1 is also set to send people to that same page as well.

Write Message 5

With the OTO issue fixed, I now can turn my attention to some new content in my autoresponder series. I return to my mindmap where I had planned out my first 10 messages. I’m going to change the order just a bit because I have real survey data that I can use for decision making.

My survey shows (so far) that people have 3 big needs they want to take care of:

1. list building
2. website traffic
3. making sales online.

Of course this is no surprise, but now I have data to back up my hunch.

The people who have responded so far also say they have these 3 biggest challenges:

1. Too many distractions
2. Technical know-how
3. Trouble finding customers

So what I want to do is send a message in #5 that makes it clear these responses are responsible for the content. Of course, over time, these top 3 needs and challenges may change.

I also remember that one of my primary goals with this list is to make more impact with my IM Success Library membership. This is where all my main training courses are, and people can save a lot of money while learning anything they really need to know about internet marketing in this one spot.

So I write my message to reflect their needs and my solution.

The survey also shows me that I am reaching my intended audience. A large majority were born before 1970, which puts them at the 40+ age bracket. To connect with them a bit more, and to have fun with pop culture (I am a trivia nerd after all), I make a reference to Richard Dawson and the Family Feud.

Since this message is designed to get them focused on the IM Success Library free membership, which gives them a video on setting up their first email list among a few other things, I take off the {!signature} tag.

I set up the message to go out 7 days after the previous one, and use the same options from the previous messages regarding times of the day and days of the week for the message to be sent.

With Message 5 saved, I now have 19 days worth of communication set up. That gives me a few days to work on conversion and traffic before writing Messages 6 and 7.

Bob Jenkins
DiscoverAutoresponders.com

p.s. Got a comment about using an OTO or putting the sales process on the download page? Any other ah-has you’d like to share? Post below!

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