#35 - How to add an extra 20% of sales to your next launch (with just 3 emails!)

If you get this right, you can expect an extra 10 to 30% of sales on top of the sales you already have.

This is the Doing It Online podcast with your Host, serial entrepreneur, 6 and 7 figure funnel strategist and super nerd Kate McKibben, where every week we're here talking, nerdy and sharing the things that actually work to help you do what you do online. But better, easier, and with a ton more profit too. You ready? Let's do it.

Hey. Hey guys. It is Kate McGibbon here from HelloFunnels Co and welcome to the Doing It Online podcast. This is episode number 30 freaking 5. I can't believe it. And today I'm going to be sharing one of my favorite favorite tips, which is how to add an extra 20% of sales to your next launch with just three emails. Yep, just three emails, guys. So I'm pretty sure if you don't have one already, you're going to need to go and get a notepad for this because I'm going to be literally walking you through how to do this and you're going to want to write it down. Now, today we, yes, we're talking about launches, but what we're actually talking about is a mini funnel that you can create and add to your launch to help make you more sales in your launch. Now, don't stress out if you think funnels are scary. This is literally three emails that are just going to be scheduled to go out at a certain period of time. Hell, you can schedule them manually if you like, but I am always about, like, how can we systemize this? How can we make it so that you can use it again and again? And it's as little legwork as possible. So I like to pop it into a little automation sequence, but up to you. And this little mini funnel is one I call a down sell funnel. So a downsell funnel for those of you again who are going, what's a funnel? What's a downsell? What the hell is this woman talking about? A funnel is just an automated series of steps that you take people through. So usually a series of emails that we set up to go out at certain times using our email software. And a downsell that is just when we are basically offering a lesser or lower value or I mean, lower price value or easier to say yes, to offer to people who have shown interest in purchasing our offer but haven't purchased. I'll go into that in a bit more detail, but basically, and you've probably seen this before, the best way to give you an example of this is to actually explain some of my favorite types of downsells. So these are, there's two, two that I love, which I think are the easiest because quite often I think people go, oh, okay, a downsell, I need a completely different product. So if you out there and you're doing a launch on your product A and people don't buy it, a lot of people go, oh well, maybe I'll see if they want product B. It's cheaper and yes, you can do that. And if you have a product that makes sense, go for it. But I know a lot of people don't have that extra product necessarily in their back pocket. So usually what we recommend inside our programs and what we see works really well is these two things. So first of all is to actually offer an extended payment plan. So maybe your offer was, you know, a 9, 9 $7 offer and you had either a 3 or a 4 monthly payment plan for that as part of your launch. But you know, for some people, particularly certain times of year or particularly with world events going on like they are now, maybe that even that sort of lower, you know, that three, four month payment plan may have been a bit of a stretch. So you can offer a 12 month payment plan or a six month payment plan, whatever's going to sort of make sense to you. So usually when we're doing something like that, we want to kind of make sure that it's sort of under $100 or under $50, depending on what your program or offer is a month. Because that then usually becomes a pretty easy yes. So it's still offering them the same thing, the thing that they've already shown interest in. And again, another little segue if you're like, how do we do this to the only interested people see it? What do you mean by that? It's basically anyone who's clicked through on the offer in your emails or who's viewed your sales page, you should be able to tag them when you're setting up your launch or create a special list for them or you know, the. It depends on what email software you use, but you should be able to actually create a list of those people in your email software based on the fact that they viewed certain pages or they clicked on certain links. So this email sequence, this little mini funnel was just sending it to those people. So like I said, you know, the assumption is quite often when people have, you know, showed interest in a product by rating the sales page, things like that, that they are interested, but something's stopping Them and sometimes it can be, you know, a couple of things. It could be maybe, like I said, they could. Financially, right now it's a bit of a stretch for them, bit too much of a stretch. Or maybe perhaps the. They haven't felt necessarily that the value that's being communicated, even though it could be there, quite matches up with what the payments are. So they need a bit more of a smaller chunk. They need a bit more of an easier. Yes. And offering that longer, lower, lower payment plan. Yes, it's still going to be recouping the same amount of money as your other payment plans, but because it's over a longer period of time, for some people it just works better with their cash flow. Some people hate long payment plans. But for, you know, a rather large percentage of people are pretty down with them. That's why we have store cards, things like that, which, you know, whole other conversation. And I'm not a financial planner, so I'm not going to go down that rabbit hole. The second one that I really like is offering a light version of your offer. So again, this doesn't mean that you have to go and create anything new. It doesn't mean that you have to then try and sell a completely different product that they maybe haven't heard of before. So having to do spend too much time like educating them and sending a whole bunch more emails trying to explain why this other product is also great for them. They've already seen all the stuff about your offer, they're already pretty warm, but like I said, they just didn't quite make that jump. So offering a light version, what that normally looks like is breaking off a module or two and offering on its own and saying, hey, would you like to sort of basically jump in and get started and try, you know, get the first modules, get you started at, you know, X amount and then if they want to stay on and unlock the rest of it, you can then also give them the option to upgrade and, you know, purchase the remainder of the course once they sort of dived into that first module and sort of gotten a bit of a look for themselves. So two different options here. One, as I said, is really, that's really addressing if you think that a lot of the reasons that people didn't take the leap and didn't invest were probably financial ones. If you think it's because your audience still is a little, you know, trigger shy and was sort of like, yeah, they, you know, they, they need to see, almost like see it for themselves, see how great this product is. That's when you kind of go the light version. So two options there, you know, both really easy to set up and easy to test as well. So you can compare one against the other. Try one, one launch, maybe try another, another launch, see which one works best. So for this downsell, like creating this extra little offer, what can you expect? Like what's, why do this? Why is it worth it? Well, usually if you get this right, you can expect an extra, you know, 10 to 30% of sales on top of the sales you already have. So if you made a hundred sales, that'd be an extra 10 to 30 sales. And there's no extra expense for this. It's literally just sending an extra couple of emails. And you don't have to worry about annoying your list or anything like that because like we already said, you're only sending it to the people who've already shown interest. So it's going to be a smaller pocket of people anyway. So how do you do it? Well, this is the bit you're going to need your pen for, guys. So if you don't have pen and paper yet, hit pause, go get one and let's dive on in. Like I said, this is a really simple sequence. It is three AMLs sent out over 48 hours. That timeframe must be short, guys, because again, we don't want. This isn't another long, drawn out whole launch sequence. It's short, it's punchy, it's, you know, either they're in or they're out. You don't want to give them too much time to think, oh, I'll come back to this later. It's like, oh, you know, they're sitting there going, oh, I missed out on that. What a bummer. I wish I could have bought that. They see this email, they go, oh, I can. Another chance works better for me payment wise. Yes, I'm in. Like it needs to be sort of that quick. And because you've already done the heavy lifting with the previous launch and you're only sending this to people who shown interest from your launch. Again, you don't need to write big long emails here explaining everything about your program. You don't need to sell them. They should already know what it is and if they're interested, they're interested. You're just making it easier for them to jump on in. So what are these three emails? First email is and sorry, usually before we dive into that. When do you send these emails? Usually like to give at least 24 hours break. It really depends on what day of the week, your cart closed. So if your cart closed like on a Friday or a Thursday, you're probably going to wait till the Monday to send these emails just so people can have a little bit of break in the weekend in between. So minimum of 24 hour break maximum, I'd say like three to four days. Any longer than that and people are kind of going to start forgetting what, you know, the momentum and the excitement they had from your launch. So day one email. Go out in the morning on the first day and this is where you're really, you know, you're going to be honest with you, you're going to say, hey, I saw that you or I noticed that you were interested in this program, I saw that you checked it out, but you didn't jump in, you didn't invest. And then depending on whether you're going for the longer payment plan version or the light version, so depending on which of the objections or the worries you're really sort of kind of going to be trying to address and help solve here, you're going to go one of two ways. You're either going to say, look, I know that making an investment like this can be scary. Whatever that sort of makes sense to be the story that you think that, you know, people are sort of saying here, you know, that it can be like a bit of a chicken and the egg thing. You want to get the result, but to get the, you know, to be able to invest, you need to have the result already. Like lots of great stories that you can tell here, using your client's words works best, but it's basically just letting them know, hey, I saw you checked it out. Yes, I know for a lot of people it's either they want to either get that, you know, financially right now things are a bit tight, or they, you know, they need to kind of, you know, see it for themselves before they realize how great it is. So you've decided to make it really, really easy for them to not miss out, to be able to jump in right now and you've created an extra special payment plan or you've created a special sort of trial version or light version so people can jump in and, and you know, see it for themselves. So that's email number one. Email number two is super simple. Email number one is your first one and it's not even that long, it's a couple of paragraphs. Email number two is just like, hey, I just wanted to make sure you saw my email yesterday because, you know, literally the offer goes away tonight. I Don't want you to miss out. Here it is again. And then you kind of paste the email below just like you forwarded the email to them like you would if you forwarded it to a friend with just a little note at the top. So that's email number two. Feel free. You can add a countdown timer in there if you want. Just to reiterate that, hey, time is. Time is a tick in. They don't have long to act. And then the final email. So on the second day in the PM whatever's going to be roughly three hours out from the offer actually expiring, it's just like, hey, last chance, got this number of hours left to go. Doors are closing for good this time. And you know, this, this extra special offer, you're not going to see it again. This is like your only chance to jump in and get it at this rate or to be able to test and try this offer. You know, big button or big link, jump in now. That's it. It's like I said, it's a really, really simple sequence. It's one I've used myself in most of my promotions. It works really well. It's one that even my friend Jenna Kutcher has used and loved. And I know that's helped her boost some of her early launches. I don't know if she still uses it, but I know when she first started, usually she was like, wow, that was like the best, you know, 60 minutes of my time that we've ever spent. That's not a direct quote, but this is roughly around the gist of it. So really, really powerful sequence, guys. If you are one that you can literally go and I said implement into your business, add it onto your launch, add it onto your funnels even. And if you do, make sure you let me know and let me know how it goes. And if you've had any aha moments, if this has inspired or excited you, please tag me over ellofunnels over on Instagram. Let me know. I love to hear what you are loving. It helps me to know what content to create, to make sure that I am serving you the absolute best that I can. So tag me, guys, let me know. You're a has and yeah, that's pretty much it for this week. As I said, this week is all about going out and doing so. I hope this has helped you to grow your launches, make your next launches more profitable. And until next week, guys, where I've got another absolute Juicy Value packed episode for you. Until then, guys, keep doing what you do and I'll see you all online. Bye.

Thanks so much for listening to the Doing It Online podcast. If you love this episode, don't forget to subscribe and leave us a review. And if you're ready to take your online course sales to the next level with your own six or seven figure funnel, let Kate show you exactly how today at stealmyfunnel.

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