Making Sales and Growing Your Amazon.com Based Business - Tribe Meeting 6/6/2015

And we are live. What's up, tribe? And all you freeloaders who Find us on YouTube.

Brian, here with your neighborhood friendly Sean coins. Sean, I had another wild night. Sean, I'm embarrassed to tell public what we did last night. So why don't you. Why don't you fill everybody in?

We got matching socks.

We got matching. We got matching. But what's on them?

A woolly man.

Well, what's the correct term for a woolly man?

A hoga mojo.

A huga mojo.

And what else do we do on Wild Friday?

Right now, it's just like when you're.

Asking Dylan who's your favorite uncle.

Oh, you.

All right, John, what did we do last night? Tell all the people what we did.

Well, anyway, so I'll fill y' all in. We watched the cult classic the Room. If any of you are not familiar with the comedy the Room, it's gotta be the worst movie ever made. It's so bad. I mean, it's the worst movie in the history of tv. So we watched it and pretty much beat our pants laughing at it.

This is what we do now that we sold our yoga company. We get matching socks, watch the room, wait for babies to be born. Pretty much not our baby. If anybody. This is the first drive meeting. No, we're just watch that right here. Okay, so.

According to most. According to where you should be. Sean, you look like a floating head right now. Let's adjust this. Hold on.

No, hold on. We're going to try it one more time. Now. You're just going to be a floating head. All right, so where you should be at this point is your inventory should be either on a boat or it should be at Amazon somewhere. And you should have your listing done. You should have a launch plan.

Give me a thumbs up if you are at least at that point.

Thumbs up, Thumbs up. Thumbs ups all around. Good work. If you're on the chat box type, thumbs up if you are there. If you are not there yet.

Okay. If you are not there yet, ding on. Sean's waiting.

At this point. So ping Sean and get on his waiting list because you are behind. If you have not chosen a product, got it on a boat somewhere, ordered your first thing, gotten your listing ready, prepared your launch plan. Now I would like to hear in the chat box. And for those of you who want to share.

That are on the hangout, I'd like to hear a little bit about your launch plan because we're going to massage those today. And then we'll go into some of the Q and A that was posted in the Facebook thread. But I want to talk about launch plans because this is super, super important. So if y' all will go ahead and unmute yourself and talk about your launch plan. And Catherine, I actually like that question about second product. We'll talk about second launch plans. Launches for second products, first or second. But let's talk. Let's get somebody who's just launching their business. What is your launch plan? And we'll tweak it from there.

Okay, I'll start.

So.

We target friends and family. We've got those now ready to go once inventory gets there. We.

Started a Facebook campaign where we've asked them to go to a landing page to sign up for the product. That campaign is going okay. I can't say it's going great. We wonder if maybe having done a likes campaign or moving to a likes campaign would be better. We're getting about 8 to 10 sign ins. Opt ins a day at this point in time. So that's where we are.

You're sending outside Facebook traffic to a landing page, them to opt in, and then preparing them for a launch of that product. Correct?

Yes. Although they are opting in to get that product for a discounted price.

Right. So is your product alive yet or are they preparing to get that?

They are preparing to get that.

Preparing to get it. Okay, and what are you spending to get those? 8 to 10 per day?

We're spending about.

$25 a day.

It's not horrible. What is the. What's the cost per click that you're spending or the cost per opt in?

It's about 250. About 250 a person or opt in.

Right. Okay, then 25 divided by 10 is 250. Did you know that, Sean? I know math is hard. Okay, so.

What'S the convert? That's what I want to know. The conversion rate on the opt in page. If you know that. If not, what's your cost per click on Facebook? Okay.

Jeremy knows that. So I don't. I can find out, but I don't know it offhand.

Okay, so here, the reason I asked is because if you're paying more than about 50 cents a click, you're paying too much and you need to refine your targeting. So you've got to change who you're targeting and get more specific. If you're paying more than 50 cents, you either have an ad that needs to be tweaked or you've got an ad campaign that needs to be tweaked. Can Jeremy Hear me right now.

Tag team.

If you are on your Facebook campaign, how much are you spending per click and what's the conversion rate on your opt in page?

I gotta look at that again. But probably spending per click.

Between like three and five dollars.

Or. No, sorry, not per click. Sorry. That's probably what it's saying is my conversion. Okay, cost per conversion.

I can't remember if now if that's cost per lead or can conversion cost per click? I think my conversion rate is close to. It depends on the ad, but it's somewhere. It's not quite even 1%.

Sorry, your conversion rate on the page is not 1%.

I think I'm saying my click through rate is.

Okay. Okay, so that's fine.

Well, the conversion rate on the page, it's just a lead page.

Yep.

And I think that's like 33%. It's over 30%.

Okay. So it sounds like the breakdown is in the cost you're spending per click, which is usually an indication that your targeting is not specific enough.

Okay.

So you're probably targeting too broad of a market. Get more specific on who you're targeting. Your cost per click will come down, your conversion rate will go up and your cost per lead will come down. You'll get more leads.

Okay.

Can Monavie still hear me?

He's about to.

Okay.

Okay, okay.

The other piece is once you get that up, your conversion rate on this whole process will go much, much easier when you have product in stock because doing a email campaign for product that doesn't exist yet, a little bit tough. Give us your email address and we'll give you a product someday. And then next month they go cold. Whereas getting them on a likes campaign, they'll stay there for a long time. So what you're doing isn't wrong. It's just a little bit harder when you don't have product in stock. So this process, you could probably change almost nothing. And once you have product in stock, this will go a lot easier.

Yeah, yeah. I definitely don't want them to go cold because we have a related business and product that we have a list of. It's over 2000, but I mean we mailed out to them and that list is cold. It was like cold.

What are the numbers?

What's that?

Tell me the numbers. What's cold?

I mean, to get the opt ins for the, for the promo, I think it was like 15 or something like that. 15 people. I think that the open rate was somewhere a little over 10%. I can't remember like the Link Click through rate.

To the squeeze page. I can't remember.

The 10% is not bad. That's not necessarily a cold list.

Doesn't necessarily mean it's a cold list.

Yeah, some of the problem with the space that we're in is that it may not be related. There's sort of like a time factor in there where the product may not be relevant to them at this point.

Got it. Okay, cool. So for example, if you had a weight loss list and you had a weight loss product, they either gave up or they lost the weight by now. Right. Okay. So you have kind of a time sensitive.

Yeah, it's not a dead list though because there are plenty of other products that could be marketed that way.

It's still running.

Yeah.

Okay. Is it a blog? Are you doing advertising to get leads? You don't have to say what the product or the list is. But how are you getting new leads and how is that?

I haven't done a lot of stuff recently, but it's old links that I, you know, guest posts and things that we did in the past. So there's a little flow of traffic. I mean that list gets anywhere between.

I would say like 3 and 10 opt ins a day.

Okay, so here's what I'd like for you to do. I would like for you to treat the old list as your launch list to get things started. And then you can do one of two things. You can either add a follow up sequence to that list that brings them over to the new one or if that current list isn't making money and you don't really care about it right now, just treat that as your launch list going forward.

Treat the new. Sorry, say that, say it again.

The new list as your launch list for this product. Because you're getting just as many new leads from this as you're getting from your Facebook campaign That's costing you 25 bucks a day.

Right.

I feel like we've gotten more opt ins for.

The new list through more organic Facebook, asking people to share it and things like that. I mean one thing we did is mail out to that new list in the follow up sequence for them to share as part of a contest and share this. And we have a hundred dollar gift certificate to give to them if they share.

Okay, so that's also been.

Yeah, like a raffle.

That's kind of boring to your average list subscriber. They're going to be bored. Offer a free physical product. Watch them devour it in droves. If everybody is getting a $30 product for three bucks. Watch them devour it in droves and share it all over the place. Share this for the chance to get a $100 gift card.

Gonna bore them. So I think you're getting. If you get 10 leads a day and your product comes live in a month, you've got enough of a list to launch to at least get your first hundred or two hundred people buying a product through a keyword. So I think that's fine. I would start dripping some content about the product to that list and to the list that you're building up off of Facebook. Start dripping up. When we did the yoga mat, what do we highlighted? The double side.

The fact that it was a different patterning side. We highlighted how we kept it environmentally friendly. We leaked a photo of the yoga mat. What else did we do?

Well, we met, we said that it was longer than your average yoga mat because one of the common complaints was that people are, it's too short of a yoga mat. So we just started leaking features of the product. Facebook. You'll do it through your list and if you want to make it doubly effective, make the post on Facebook on whatever page you're using. Then send your list to Facebook to look at the pictures and to read about the features and then encourage shares on there. If you want to do your $100 share this thing, do it then on Facebook, but use the email as your source of traffic. Send them to Facebook, get them to share it there, put your photos on there, leak a feature of it. Do that twice a week until you go live. And then when you go live, you'll have a list of people that are like, oh my goodness, I'm going to get this for three bucks or whatever it is, or five bucks or 50% off or whatever it is. And then they. Then that starts to spread. That is a really strong launch point.

Okay. And you're saying do that to the new list and the old maybe and the old list.

I would. I take the blunt force approach. So I go after everybody. People think I'm crazy for not doing more specific targeting. I just hit all my lists. Yeah, I'm like, if they're relevant, they'll click. If not, who cares?

Yeah, I mean, I kind of. It was interesting because I had probably more people unsubscribed from that list. That old list, then opt in. But as Madhavi said, alright, you purge your list a little bit. Fine. You know, so I guess not be afraid to like, you know, not bombard them completely. But given it's relevant and.

Okay.

All right, let's do somebody else. Who else has a product launch plan and we'll massage it and tweak it from here.

Anybody?

We can share if you want.

Go ahead.

We actually just.

We're having a third order right now, our biggest one yet. We're already selling between 20 and 25 products a day. So we want. Once our third order gets to Amazon, we want to do a couple of blasts to promote certain keywords that we're following that seem to be strong ones. So what we're doing currently is optimizing our listing. We outsourced it, and we're now checking the copywriting on it. We're also trying to figure out how to optimize our PPC campaign. And here I was wondering if you could share any tips because we can't seem to get it to be profitable.

So we're talking about launch plans. So what's the launch plan that you're working on?

I would say if I'll take our second product, which we started to work on first, we will work to get like 50 to 100 reviews, even a little bit more. For the first product. We tried your technique and started after 50 reviews to try selling, but it didn't work for us. But we are in a more competitive niche, I guess. So we needed over 100 reviews in order to start selling. Maybe after 150, we started serious sales after getting over 100 reviews, I would say turning on the very aggressive PPC and doing a couple of launches in Zomblast or other methods.

Do you have a list of your customers from your first product?

No, this is actually something we want to start building now. We do have a Facebook page, but not of our brand. Kind of like you have the I Love Yoga page that has 5,000 followers.

But we didn't really manage to make it something where we can have a list of our customers. I'm thinking now whether it's a good thing to turn this, like, page into a brand page.

I'm kind of thinking of what to do there.

Don't start a second page. Just build on what you've done and use that if you want to time it. I mean, our page was facebook.com zenactivescore. It was called I Love Yoga. They were the same page. We talked about ZenActive. We talked about yoga. We still do. I mean, it's still exactly the same. Just working with the company who bought it, getting a new girl who's managing that Facebook page now, going over a plan of how do we tie in products into the content post that you do. So it's totally cool to have a brand page that is also just hitting the general market. It's totally cool to do that. Now for those of you, this is why launch plans are so important. Things just teleported into a full atmosphere. Did you see that? Like just a second ago he was like in a, he's in a room and then he teleported into a blue atmosphere. Probably what happened. That's him. That's that guy. He is uncomfortable. Anyway, so maybe he just quit his corporate job.

He bought a teleporter.

That's what he did. He did his job and he became a professional teleporter.

All right, all right. So this is why a launch plan is so darn important. Because when we built up our launch plan, when we built up our Facebook page, it was something that you could launch product after product after product after product. If you don't have that in place, if you don't do that process, then you're missing out on the long term gain. So I love zomblast.com I use it even though I've got a list of thousands of customers. I have a Facebook page of 50,000 people. I still use Zomblast for strategic reasons to get products off the ground. But if that's not done in combination with something that's going to give us a lead that we can long term, then.

We'Re missing out out on what could be a deferable asset. You heard me talk about deferable assets, things you control that you can leverage to boost your business long term. So if Zonblast is part of your plan, it should be. But if it's not in combination with something else, like Monavie is building up a list of customers via Facebook. Great long term thing. Even though it's part of costing her money, even though her numbers can be refined so that she's getting better results, those are leads that are going to buy for a really long time. When you're building up a brand page, if you're not massaging those leads and getting them ready to buy from you, you're missing out on what could be a long term launch plan. So if you've got products that are selling 25 a day, or in Kathryn's case, 950,000 units a day or whatever Catherine's doing. If your launch plan for product number two doesn't leverage the people who are around for product for launch number one, then you're missing out on the maximum benefit it would be a mistake to come up with a new launch plan every time or to just use Amazon Paper Play. We want to build up leads that we can use as product after product after product. Now let's talk about Paperclip for a second. John, I want you to add to this, but my recommendation for those people who can't get paper paperwork is that it is a keyword selection problem and it's a conversion rate problem. So get more reviews, find your copy, and then pick out the keywords that aren't converting a customer. What would you add by so what.

I've done for Amazon Paper is I'll run a manual campaign and an automatic campaign.

Take all the keywords that you gathered and run stage one or stage two where you run through the process together in the keyword. Throw those on there, do autocomplete on Google, do auto complete on Amazon or whatever you can think of that. If it's not a good keyword you're only going to use let that run.

For.

Metrics on Amazon are really bad. So you just start a pay per click and it looks like things are horrible.

Just ignore it.

It's just Amazon, they just are really bad at recording metrics.

Wait, pause everyone. Are we echoing again?

I feel like it might just be.

Me when you talk.

We echo when I talk.

Can you guys hear me now better?

Yeah.

All right, I'll start over.

When your mouth is right in front of the microphone.

We have the same problem on our hangout for developers. I had to like talk like this in order for anybody to hear me.

Anyway. So now you can just see my mouth.

So that's cool.

Amazon pay per click. So what I would do is stop laughing at me, is turn on the automatic targeting from Amazon and create your own manual campaign. The automatic campaign may be more expensive, but it will give you some extra keywords that you might not have thought about. Let both campaigns run for, I would say two weeks. Certainly not less than one week. Amazon's reporting is really bad. So if you run it for three days and take a look, it's not going to be accurate. As to the actual conversions you're getting. For the automatic campaign, you don't need to do anything. Just turn it on. At the end of the two weeks.

Look at the report, see if there's any keywords that are converting that you didn't throw in your manual campaign, then add those to the manual campaign for your manual campaign. What is so funny?

Have you ever seen people who draw faces on chins?

There was a show on Nickelodeon.

You look like a talking chin.

I am a talking chin. Okay, for your manual campaign, take all of the keywords that you gathered in. I believe it was like stage two of ASM where you used adwords, used autocomplete on Google, used autocomplete on Amazon. Anything you can think of. There's really no downside to having a keyword that doesn't convert. I mean, you're going to spend maybe a dollar or so on a couple clicks, but Amazon's not going to show keywords that they don't feel are relevant to you. So to that point, if your product is Yoga Mat and you don't have the word yoga mat in your listing at all, One, you really screwed up. Two, Amazon is not going to let you run ads for Yoga Mat because they're not going to see that as a relevant keyword. So you're not going to get any impression. If you have a keyword that you believe has high volume and you're not getting clicks for, take a look at your listing and make sure that you have it in the title, maybe in the description. I don't know if which of the three fields Amazon looks at, but I do know if you don't have it at all, they're not going to show. Up to that point, your main keyword should be in the keyword field in the back end as well.

My favorite part of.

Is that somehow we think that getting closer to the microphone eliminated the echo problem.

Did it?

I'm pretty sure it was somebody else.

Not a recessive work.

I'm pretty sure it was somebody else.

It doesn't matter. This is how I'm talking the entire time.

Somebody else to needs.

My voice must echo. It's just so powerful.

And then at the end of those two weeks, take a look at all of your manual keywords that you've ran. Turn off anything that you're spending like a dollar or two on and not getting conversions. Turn off anything that has crazy high average cost of sale. So if your average cost of sale is 300%, that means for every dollar you're earning, you're spending. 3. Now, if you're really just trying to get volume around 100%, might not be bad, but 300%, you're just giving your money to Amazon. So there's really no science as to what that perfect level is, but you just have to make kind of an informed decision as to which keywords you want to use for driving profits and which keywords you want to use for.

I just Want to test something? Just come back. Come back. Come back home now. Start talking.

Now. Is Sean echoing?

Can you guys hear me now?

Yeah.

Well, I don't think so. Just to be safe.

Actually, that was all I had to say.

You guys have any questions?

Thanks for that. Do you keep running the automatic campaign after you do all this and take the relevant words?

I don't know why I'm leaning in again. If the average process of sale on the automatic campaign is better than your manual campaign, yes, keep running it. If your average process Automatic campaign is 90% and your manual is 40, turn off the automatic because you're doing a better job yourself. If it's the opposite, if the automatic is better, find out why and make your manual campaign better. To kind of target those specific keywords.

I want to add one thing and this is some of you know, I have a supplement company that was really struggling for a long time. The fix for it was we fixed our on page conversion rate. When we fixed our on page conversion rate, all of a sudden our our sales exploded because now all of our pay per click was working really well. Whereas before we'd have to spend $10 to make nine, now we were spending five to make 10. So when we fixed our on page conversion rate with more reviews, better copy all the things that we know to do. Once we fix that, all of a sudden all these keywords that weren't working before were working and that exploded our sales. That allows us to jump up in the rankings. And even if we didn't jump up in the rankings, our sales still doubled. Fixing the price so that it had a better conversion rate. Doing all these things that most people neglect that really exploded our business. Could you connect on there? I want to make sure people in the see see all people in the chat box like Sean, you're not the problem.

I'm pretty sure that I was the problem. So I think to be safe, this is probably the best thing to do.

Moving forward. Moving forward.

Okay, so I want to go back because I want to make sure those of you who are this is your first launch, you've got what you need. So would anybody else like to go over the launch plan for first product.

Going once?

Yeah, I will then.

Alright, cool, go ahead.

I'm struggling with the timing so actually I'm waiting for my inventory to actually reach Amazon. So it's going to be probably 25 days from now. So I actually haven't got any product to actually promote effectively. So I've got a Facebook page. I've also got A website. But I haven't started sending any people to either of them yet because I'm trying to work out the timing that I should actually use to start advertising on Facebook and start building my list without product. So it's really the sort of timing sequence that I should go about in actually fulfilling that.

We had the same problem when we started and we decided to start early and getting as many leads as possible. I mean, we were only spending like 10 bucks a day to get our Facebook likes. So it's not like starting a week earlier than we thought was a big deal. We started delivering content, sharing relevant content and building up 100 leads a day or so, maybe more. And then within a month, we had 3,000 to 5,000 likes. And that's when we knew when the product was on its way. That's when we started leaking information and started teasing the product and talking about the benefits of that product and getting ready for people to buy come launch day. So I say it's better to start earlier than to start too late.

So is it better then to start doing all of that before you get, say your first 25 or 50 reviews? Do that first rather than. Because I'm thinking of getting the reviews, then doing the launch. So then people, my conversion rate will basically be better than in theory launch.

Now because you don't need people to see your reviews on Facebook in order to click a page that's general about what it is that they do and like that prepares them to buy a product. They don't know your product exists until.

You tell them, okay, so build my effectively proof of people liking it, then launch to that. At the same time as getting my reviews?

Yes, yes. And in fact, I think we use that source for our reviews. Am I remembering that correctly for using our Facebook source for reviews? Yeah, I think what we did was.

We said we're a small company and we got a really cool product, but we want to make sure that it. This is awesome. As you think. Would you mind if we give you a free product? Would you mind leaving a review?

And that worked well.

In 45 minutes, we had whatever, 50.

Products given away as a follow up. Right? That was like a follow up email to all the people who bought. Is that what you're saying? No, I think we did a post.

Specifically on Facebook saying we would like to give you a product in exchange for review.

We did. I think we did a big launch and then we followed up with those people individually because we had them email in.

We had a really old process. I would not recommend this process necessarily. But we announced who the winners were because there was no better way to do it. And then we had them email us. We kept their email address and then we emailed them as like a mass list saying okay, it's been 10 days since you ordered. We're a small company, we really need feedback. Please go leave a review. I think that's how we did it. Really rudimentary process, definitely not scalable, but that's how we started our business.

Now it's all coming back.

I remember spending three days writing emails.

Question. We spent ten bucks a day for how many Facebook likes. We we were getting about 8 cent likes. So that was about 120. 130 likes per day.

I like Brian's. Brian says I've got about 30 people lined up to order and write reviews. Good. Once those are complete, I will have the real launch for mailing list with about 150 people and Facebook write a discount code.

Okay.

You need a way bigger Facebook following than what you've got. You're saying you've got about 700 likes or so. Get to about 3,000. And now we're in business. Run Amazon Paperclip to try and make sales steady going from there. Okay, good. So let's tweak this just slightly. 30 people for reviews is a great start.

Get your mailing list and Facebook launch list up to about 3,000 cumulative because that will allow you to Launch and sell 150 to 300 units of your product. And to get it moving and give you that amount, 150 to 300 is enough people to follow up with in order to get more reviews. Get you around 100, 100 plus then pay per click will really kick in and allow you to make sales because you've got the ball rolling. So just tweak it with that process. The other thing that's important to note is that when we launch a product we want to do it through a super URL, through a keyword tracker, something that's going to send it through a keyboard. We want to do that so that we get the keyword benefit. It'll still be, I mean you'll still get some benefit if you don't run it through that process. I don't think we ran through that process our first launch like our first couple launches. We didn't know that that was a thing. But what it did was it got reviews coming in, it got sales coming in, it got Amazon seeing this as an authority. But it works even better when you run it through a super URL. If you run it through a keyword that allows you to it tells Amazon that you're authoritative on that keyword. You still get the BSR bump number one tag, all that. Okay, Brian says got it.

Thanks.

Anything else?

I saw a question about using launch services for getting reviews. I said, I've said this, but I'll say it again.

Using outside launch services is not. They're not there for reviews. You will get reviews from them, but that's not their purpose. So you will get some reviews from it, but don't factor that into your plan when you get them. Great. But that's not. Don't. They're not our review source. They're launch and sales services. Just don't factor that into your launch plan. Someone had a question on here if.

There was a service that get reviews, but I would tag onto that if there is.

Would you recommend that?

Yeah, there's.

Shop with reviews and a lot of people really like it. I wouldn't touch it with a ten foot pole.

There are people who swear by Shop with reviews.

There's a couple other ones too. I wouldn't.

They make me leery. How about that? It's just getting reviews is easy once you get your review systems in place and if you have a good product. So I don't, I don't use them.

You can make your own decision on that. There's people who completely disagree and just swear by them. And if you're. This is, this is how you make this decision. If you are okay having it broadcasted that your company is using those services to get reviews, then go ahead and move forward. It made us kind of uncomfortable the fact that it publicly says this company is used because all the users of those services see your product publicly. So if you're okay, somebody seeing that, writing a blog post about it, a competitor being on there and watching that you're using that service and then saying publicly that you use these outside services, if you're comfortable with that, go for it. We, that made us a little bit nervous. We have competitors that use it. We have people that in, in the tribe that swear by it makes me uncomfortable. Do you have an opinion?

Yeah, I would say I don't. I don't think it's that. I don't think there's a big enough hurdle to doing it yourself that you would need to use outside service and take that risk. So building up a Facebook page is probably a lot easier and safer to get a bunch of, you know, dedicated followers that you can add value to long term, if you use a review service, I mean, it's kind of just like fluff. You can't really connect with those, those customers in the future and you're still going to have to spend money on that. So I just don't think the ROI would be there.

Yeah, I don't, I don't think it's necessarily a bad choice. It's just.

I would rather do the little bit of extra work and have the followers long term.

Two good questions came in the chat box. One from Jason, Ryan and Sean. I'm a Facebook novice and I'm building my list from zero. Can you speak briefly to building an audience from scratch? If you're uncomfortable with Facebook, don't use Facebook because it's going to delay your action and you're going to get lost in details. So use something you do know, Instagram, Pinterest, mailing lists, blogs, whatever it is that you can use to build a list that you're comfortable with. Put all your energy into that. Don't try and reinvent the wheel. It's not about using Facebook. It's not about using an email list. It's about having an audience that you can contact at the click of a button. That's the important piece. The question from Karen, you mentioned review systems and the importance of getting these into place. Can you expound on what specifically is a review system? Yes. A review system is the process with which you follow up with customers to encourage them to leave reviews. This is your email follow up sequence. This is calling your customers if you're going to do that. This is posting on Facebook to the people that ordered encouraging reviews. It's whatever process you use to follow up with your customers to encourage reviews. Mine is going to be different than yours. Sean's is going to be different than Kathryn's. Everyone is going to be a little bit different depending on what you're comfortable with and what your audience is. But you should have a system in place for following up with every customer to encourage the leaving of reviews. You can use the ASM tool for this. You can use Wave review for this. You can use Feedback Genius for this. You can use the phone for this. You can use a call center for this. You can use an in house employee for this. It's going to be different for everyone. There is no best way to do it, but it needs to be a regular systematic approach for following up with every customer to get reviews. Katherine Chung just duplicated herself.

How did. Whoa. James and Katherine have been hanging out and they're Both in the tub.

Do you all see two Katherine Chungs right now?

Can you see yourself in the past?

That's weird.

Kathryn, can you see yourself in the past?

Yes.

Whoa.

What advice would you give to yourself in the past.

By Apple stock?

Yeah.

Do you use Facebook or do you use Feedback Genius? I think so. We use something. We use one of them. It's all the same to me. So I think we do use Feedback Genius, but I don't. Okay.

What's a good conversion rate? The conversion rate on what?

I don't know what that question is.

If you mean on the product, 1% is probably really low on your product, but it definitely does depend on the niche. But 1% should probably be 10% should.

Be your minimum conversion rate. On a sales page. 13% is good. Anything above 13% is great.

But that depends on that. Depends on your niche.

Someone replied no. Yes.

Perfect.

What else? Conversion rate wise, like what other? I think review rate convert. Like review conversion rate. 1% would be acceptable. On a giveaway it should be at least 10% and higher.

No, on sales, conversion rate on sale should be at least 10%. On reviews it should be 10% or more. On a giveaway I've gotten as high as 50%. When you really dial in your conversion rate, your review systems talk about that a lot at the next level. By the way, Selfish plug. If you heard me talk about the next level and you're doing at least $50,000 a month in sales, we now have it open to public. Next level video series.com you can go through the process of what it looks like to go to the next level. You'll hear what other people had to say. There is it is worth it. Just for the emails and PDF training that we put in there. You'll get a whole bunch of nuggets about taking a business from.

At least $50,000 a month. The sweet spots. If you're at $100,000 a month, we can really help you see scale from there. Next LevelVideoSeries.com Great question from Laura. How soon to contact a customer after sale and receiving the product? If you've got a physical non consumable product, it should be as soon as possible after them receiving it because they get this in the mail and they're like oh cool, I'm going to do whatever I'm going to do with this class cup holder. Great. And then they put it down and they forget about it. So it's as now they're getting other things from Amazon at that point. So the Best thing would be like, oh, this thing is. I like this. This holds my cup. This is good.

Email. Would you leave a review?

Yeah.

Cool.

You would not want to wait two weeks for me to be like, this cup holder. Cool. It holds my cup. I've got my cup on it.

Oh, I got my iPhone case in the mail. Oh, I got my pillow in the mail from Amazon. Hey, would you leave a review on the cup holder? When did I order a cup holder? So you want it as soon as possible. If it is a physical, non consumable. If it's a consumable, then you want to wait at least 10 days. 10 to 20 days is your window for following up with them for that. That doesn't mean you can't follow up with them about something else. Hey, will you leave a seller feedback to let us know that it's arrived on time? That's totally cool. But for review, you want to wait 10 to 20 days before you follow up with them for a review. Why? Because if it's.

A hair regrowth supplement or if it's MCT oil or something where there's supposed to be a desired effect, then they're taking it for 10 days before they can feel any effect. So we'll have like them get it in the mail. And if they get it, then it's, will you leave a review? No, I don't know. If this give a bad review, I'm gonna give a negative review for following up with me. How do you like them apples? Whereas if 10 days in, they're like, that should feel really good or.

Whatever, that gives them time to use the product. So 10 to 20 days on the consumable product.

I want to take a minute. For those of you who have products who are selling, they're thinking about rolling out additional products they're looking to sell. Scale where you're at. I'd like to hear what your blocks are in order to get to that next level.

Kathryn, Ral. Gail.

So.

You were going to say something to Katherine earlier about launching her second product. I'm actually, I just launched my second product three weeks ago, so I did one Zonblast, but I'm waiting for more inventory before I do another one since I might run out of stock. I started with about 4,500 units and I've been selling about 10 to 15 a day so far.

So you're taking a slow and steady approach because you've got some limited inventory and you don't want to blast a high heaven because.

I'm on Page two. And the moment I get to page one, I know the sales are gonna jump. And I've suffered so much by not having enough inventory for my first product.

You and me both, buddy. You and me both. So get that. Get inventory as soon as possible. So I had a conversation with somebody this week.

Where they said I didn't order more inventory because I went to a backup supplier, and that backup supplier had a higher cost, so I didn't order. And I was like, oh, so making a little bit of money is worse than making more money at all and losing our rent? Right.

So you want to order it if it's a backup supplier or whatever it is, or place that order ahead of time. Running out of inventory is like the worst thing that you can have happen.

But I have two products, basically. So my second product is live as of a few weeks ago, and I have a third one that's coming in in the next two weeks. So I have two products that I'm launching, basically launching within the next week.

And do you have any roadblocks that are keeping you from going?

Conversion. How much do you think the sales copy can change the conversion? I want to know how big of a difference it can make. I know I have room for improvement on my images, but it seems you were saying your copy made a difference.

You want to comment on that?

Yes. There are tons of different. For me, I launched my product a month ago, the second product. I don't have time to do any sales copy. And after I done that, everything skyrocketing. Even. I don't do any promotions or not the blast that I was going to make. So I basically focus a lot of energy to do the sales copy.

And make sure I have the differentiation that people will recognize it immediately. So that sales copy worked perfectly for my first product, and now it's working the same way my second product. So don't be lazy on your sales copy.

Yeah. This is my. Let me tell you why it worked, Katherine. It worked because you spent time differentiating your product from other people's.

One of the biggest mistakes people make is they try and make their product look so seem and sound exactly like everybody else's. Shoot me, then why are they buying from you? The thing that you highlight is how you are different from everybody else. Not how you are the same, but slightly better. So I think that plays a huge factor if your copy was focused on how you were different. God bless you, because that is the best thing you can do with your sales copy. I think the most important things on your Listing are images.

Let's go in order. Reviews, images, then copy. So how much does a copy play? A factor. It plays a significant factor but it's less important than your pictures and your reviews. We mess with those more than we mess with copy.

Well, all three of those need work for me. My images, sales, copy, reviews, I have quite a bit of reviews but my competitors have a lot more. So you know I have over 600 reviews but my top competitors have thousands.

Yeah, well you know what's interesting? After about 500, it plays less of a factor. It still plays a factor, but it's less of a factor. The BS meter is solved at about 500 reviews. So once you're over 500 you can compete with the big boys. As long as you're on page one and your copy place is there, you're not there yet. When you have inventory for it and you're on page one, middle of page one and your copy is strong and your images are strong, you could make just as many sales of people with thousands of reviews.

Anybody else want to talk about where they're at and how we can scale it from there?

Yeah, go ahead.

I have my second product launched and so I just finished my everything image. So all set the image. I spend a lot of money to have props and very good image and then now I have my Facebook is running and then I will have Sun Blast the Monday so I will have promotion every week I will non stop promoting until I got to the top two. So now my song blast will be on Monday. I will blast a couple of hundreds and then up to the three weeks I I will have another way. So I haven't done this before but I will try my best because my first product quite really well when I have Sunblast But I won't do Sunblast without having everything perfected. My sales copy, my images, everything perfected and then I will blast it. But personally I do very much agree on what's when that the launch is so important.

The velocity and everything go at one time just not for the short term. For me it's a long term profit. Building the launch itself will help boost the ranking a lot. So I'm now in rank number 8 position for my keywords. Just for my second product I'm selling like 40 units A without this on blast. So I'm in the same niche that for my first product. So I experience myself the same niche, the same category that I'm in benefit my second product benefit from my first product. So I'm building a Brand for the same niche.

Now let me ask you, let me ask you this.

Are you at all? Are you at all? Whoa. Sorry, somebody. Sorry, somebody.

Thank you. Thank you.

Kathryn, we found it. So give me a thumbs up or a thumbs down. Are you at all capturing a way to contact your customers from your first launch? Are you capturing their email address? Are you doing any way to get them engaged so that they'll come back and buy product? Give me a thumbs up or a thumbs down?

I didn't see that, did you? Just give me both thumbs down. Okay, so the one thing I would add to your process, you are missing out Megatron.

On exponential growth by not having a way to contact those customers, getting them engaged, even if it is an insert saying like us on Facebook here. Having a way to keep a consistent audience is huge for long term growth. I think you're doing everything right. But I would add that into your process. It'll be huge for your long term growth.

Maybe if you talk, if you talk closer like this. That seemed to work for me.

She didn't mute herself. So she doesn't know that she's muted right now.

Yeah, right. So I have a bunch of announcements that will come soon regarding.

Events next level. Some stuff coming down the pike, but they're not just ready yet. So teaser alert. There's some cool, cool stuff coming down the pike. Very, very cool stuff.

And I don't think I have anything else content wise. Here's where we're at guys.

There we go. So once we have got our product move.

We'Re at Amazon, we've launched the product.

It's just a matter of tweaking and repetition from there. As far as Amazon maximization, we could go into E commerce and all kinds of other stuff from there. But it is launch and bowl your way to the top for keywords. That's what this process is over and over and over again, making consistent sales, Repeat it over three to five products. Now you have 100 units a day coming in. That's the process to give you a million dollars. It's that, that's it. Focus on nothing but reviews and conversion rate. Launch replication as many times as possible. That's how you build a million dollar business. Click and tweak and change things from there. But that's the important thing of getting this business moving. Nothing else is important beyond that. Now I'm going to add in one thing that I would like for those of you who want to experiment with this to go for it. This would be more if you've got if you've got at least 25 sales a day coming in. I wouldn't necessarily encourage this if you're just getting started, but I'd like to hear someone experiment with this. Of going to thought leaders in Your space, podcasters, YouTubers, bloggers, and working out some sort of sponsorship deal or working out some sort of way to connect with them to release your product to their audience, open up the conversation and see what kind of conversations happen as a result. This is something the guys who bought our yoga business as brands, they brought to the table right away and it was like, oh my goodness, that's such a good idea. Why didn't I think about that? It was affordable and it can put you in front of a really, really large audience. I'd like to hear someone come back and experiment with that, because that was always that. We do that in our businesses. Any other final thought?

Yes, I have two questions. One for Catherine. Is she doing Facebook ads to her product or just building a fan page or, you know, just getting likes?

Somebody's gotta unmute Catherine.

Whoever muted Catherine has to unmute her. It was go. Can you unmute Catherine?

Actually, well, that was the first time, but the second time Catherine muted herself.

Hello? Hello?

We hear you.

You can.

Yes.

Okay. Yeah, my Facebook app running right now. It's giveaway.

Give away free. $1 for my product. So I'm having my, my cost of cost per click right now. It's about A$1.40 cents. Yeah. So it's actually cheaper.

Okay.

That I'm using.

All right, so Ryan, now for you.

Captain, you're echoing really bad. If you get, if you get earbuds or a microphone, it'll, it'll eliminate that and it'll make us all sleep better at night. Ralph, what were you saying?

Yeah. So how about the Las Vegas. Are you planning anything? You know, I want to know what.

Days, the day, the day before the event. I don't know the dates of the event. Event yet.

6, 7 and 8.

What is it?

6, 7 and 8.

November. Yes.

Perfect. So we will have our mastermind meeting the day before the event. So six, seventh and eighth. Is that a Thursday, Friday, Saturday or a Friday, Saturday, Sunday? We'll do it on the Wednesday or Thursday before. And it'll be an all day thing. So you'll want to fly in either two days early or actually just a day earlier than you would or on the morning of the.

Day before the event. We usually go from like 11 to 6 as far as a mastermind meeting goes. And then we have dinner at 7, 8 o' clock at the the hotel. So it's an all day thing. People do come and go but you'll want to be there the day before. Okay.

Yeah, it starts on the. The event starts on Friday. That's the. The six is on a Friday.

So our custom mind will be Thursday and it'll be all day Thursday.

And anything after the event usually or people just leave right after the event.

On Sunday we tend to, everybody tends to sit together so the tribe usually gets a couple spots in the room and we cause a lot of noise and everybody is like this is a really loud rambunctious group. And so people will sit together and they'll go to dinner together. But after the whole day, mastermind, there's nothing that they show off except for dinner.

Good question. I didn't have answer. Ralph shared it. Thank you for telling me today for being here. You're welcome. Okay, any final questions from the chat box? This is a pretty good one.

Someone asked their first product, they're having trouble launching the second product because they still haven't sorted out the first product yet. Are they doing product too soon?

Does it mean sorted it out? Let's see.

They're still dealing with issues on the existing.

Okay, cool. So I say you launch as many products as possible without taking away from what you're building on your previous products. So if you can start the process without it distracting you from product number one, you have my blessing. But if not, if it will distract you, then don't do it until you've worked out the issues on product number one.

How long do you have membership with the tribe? The tribe is the Facebook group that you never lose access to. This coaching goes on until the. We said 12 weeks. This is what, week six. So.

These hangouts go for 12 weeks. Then the Facebook account you never lose access to.

All right, wool beans gang. Thank you again for your good questions this week. And your assignments for this week are to refine your launch plan to come back with data on anything you tested this week. So what come up with a list of what do you want to test this week? Do you want to test better images? Do you want to test a different headline?

Don't test things more often than once per week and we can come back and look at your test results next week. And if you have not implemented your launch plan, to implement your launch plan, book a Zon blast, start your Facebook campaign, get reviews from friends and family, start implementing your launch plan. That will keep you on track. All right, tribe, thank you. And we will see you next week. Well, actually, I may.

Hi, everybody.

I may not see you next week, depending on labor. So you may be in the good, friendly hands of two of my business partners, Sean and Paul, depending on.

Baby time. So I will keep you posted on that. Wish me luck. And I will see you all next week or shortly after. All right, thanks, everybody.