HOW TO GET HIGH PAYING DRUPAL CLIENTS USING A 6 STEP DIGITAL

ADVERTISING STRATEGY!

Why do I need to advertise and market? Can't I just work off of

referrals?

Referral business is typically sporadic and

inconsistent.

Statistically if someone has

a good experience

they only tell 3 people about it…

But if someone has

a bad experience

they will tell an average of

7!

Will they tell the right

people? How quickly could

things go bad if you had 1 or 2

clients who had a bad

experience?

It would take 4+ good clients just to outweigh 2 clients with a bad

experience…

And, of course, the biggest problem is that experience is

subjective. You may have done all you could to provide them a good experience and service but some

clients will never be happy no matter what.

2 Fundamental Concepts…

Audience Temperature & Engagement

Offers

AUDIENCE TEMPERATURE

Three basic “temperature

s” of prospects and

web traffic

3 basic “temperature

s”COLD- Don’t know you and have not shown interest

WARM- 2+ Impressions

HOT- Buyers

How you talk to each of these audience

types and what you present to them will be

different!WE WILL GET MORE INTO THESE STAGES IN JUST A LITTLE BIT…

QUESTIONS ON

AUDIENCE TEMPERAT

URE

ENGAGEMENT OFFERS

Engagement Offer Definition:

A low-dollar offer that separates buyers from non buyers, typically

a part of a larger offer or a “sample” of a higher dollar

product or service. A commitment of a little bit of money or a little

bit of time.

Went to Fiverr to find out what Engagement

Products were being used

successfully by other Drupal developers.

The words you use to describe your

Engagement Offer are very important.

It must be Described as the

client would describe it and search for it!

This would likely perform even better for this individual if he used the word

update instead of upgrade because

that is how people are searching for

this task…

A percentage of these buyers will become repeat clients or will ascend to full

fledged clients and spend thousands.

Here is another example of a

Drupal Engagement Offer

that has been successful.

The focus is on building

relationships that can be

cultivated and are built on

trust.

Here is one that has been the most successful of the

Drupal Engagement Offers with 79 buyers and

a 5 star rating.

What has made this so successful?

Good reviews have no doubt

contributed to its success.

Very good description of the

service. Each of the 11 things on this list could also be

splintered off to be individual

Engagement Offers.

KEY ELEMENT

QUESTIONS ON

ENGAGEMENT OFFERS

THE 6 STEP SYSTEM

LETS PUT IT ALL TOGETHER…

Here is how you can take a prospect who does not even know you, turn them into a buyer and

build a lasting relationship without wasting your time and energy...

Build an audience of people who know

you

STEP 1:

EXAMPLE:

PAGE LIKES GOALThese prices are typical for page likes and can be

optimized to become cheaper

over time...

People who like your page are people who are

no longer a cold audience. They now know you and have

expressed interest and support. We call this a “Micro Commitment” and it can be the first step in turning a cold

prospect into warm lead and a hot buyer!

STEP 2:

Once someone knows you, you can now present them with low

dollar offers that they may be

interested in. The Engagement

Offer!

STEP 3:

The Fiverr examples

provide good ideas for

engagement offers.

STEP 3:

Imitate the Fiverr offers but we recommend

presenting the offer on your own

website.

STEP 3:

Remember the engagement offers

goal is only to separate buyers from non buyers

and “help” to pay for advertising…

not make a profit.

REMINDER:

The prospect who became hot buyers

are now the ones that you should be

presenting with higher dollar offers.

Consulting is an effective way to sell

high ticket items.

STEP 4:

Offer your Engagement Offer

Buyers an Immediate upsell to higher dollar offers and follow up with an automated

email marketing campaign called a “Want some help”

Campaign.

STEP 5:

This Email campaign can be

between 5-14 days long

depending on the cost and

commitment of the offer.

STEP 5:

Engagement Offer Buyers &

those who purchase higher

dollar offers should be

brought back to purchase other services as well.

STEP 6:

HERE IS AN EXAMPLE OF THIS IN ACTION…

This client had a large email list so we shot a video of him telling

about his experience working with my company and presented it to

people who knew and trusted him. This was the cold audience.

Here is how this landing

page with our “Engagement Offer” looked.

EXAMPLE:

Prospects could fill out a question form to request

an appointment. Time commitment can also be

considered an engagement product if

someone is giving you at least 15 minutes of their time, because their time

is valuable.

EXAMPLE:

The scheduling was done

automatically with a

program called

TimeTrade.

EXAMPLE:

HERE ARE THE STATS ON THIS CAMPAIGN…

12 APPOINTMENTS SCHEDULED | 11 FOLLOWED THROUGH | 4 NEW

WEBSITE CLIENTS

REVIEW

AUDIENCE TEMPERATURE…

Your audience can be measured Cold, Warm, Hot.

Each group is spoken to differently and is presented

with different offers.

ENGAGEMENT OFFERS… A product or service that tests buying

mentality and filters out prospects who are not ready to spend any money so you don’t waste your time until they are ready to buy.

Someone dedicating at least 15 Minutes of their time to you can also qualify because

their time is valuable.

THE ADVERTISING SYSTEM…

Takes a prospect from being a cold prospect who does not know you to a hot buyer on auto pilot by accomplishing

these 6 steps:

STEP 1

Introduces them to you or your company

using paid advertising.

STEP 2

Gets them to show interest and support by liking your page, visiting

your website or giving you’re their email address

STEP 3

Gets them to make a low dollar commitment by

using paid advertising to present an engagement

offer

STEP 4

Follows up by email to offer the

full services

STEP 5

Presents only hot buyers with an

opportunity to become full fledged customers.

STEP 6

Repeats the process by presenting the

audience with more and different

engagement offers.

QUESTION TIME

Q&A