The conversation revolved around strategies for success in online businesses, including simplifying and scaling, customized sales pitches, webinars, and lead segmentation. Daryl Urbanski and Brian Cassingena emphasized the importance of delivering results, building trust with customers, and understanding their needs to tailor marketing messages. They also discussed the benefits of niching down, identifying the right segments, and optimizing funnel performance. Daryl Urbanski and Brian Cassingena highlighted the significance of keeping segmentation tight and consistent in copywriting follow-up, and provided insights on how to establish a relationship before sending any pitches.
Reasons To Listen To The Full Interview
- Learn how to identify and address your market's pain points.
- Discover the strategic use of data collection points, and how it affects your drop rate.
- Understand the role of consistent communication and the importance of customizing your sales message via email.
Resources
- You may connect Brian Cassingena on Facebook | Youtube | LinkedIn
- Brian Cassingena guide to Ask copywriting - an extensive guide to understand the method.
- For more Informative Interviews Click Here
Episode Highlights
Copywriting and entrepreneurship with 15-year veteran Brian Cassingena
- Brian Cassingena, a 15-year veteran copywriter, shares insights on making obscene amounts of money.
- Brian Cassingena found success in copywriting through eBay business and writing ads for customers.
Challenges and lessons learned in copywriting and marketing careers
- Brian Cassingena discussed the challenges of focusing on multiple areas of online business while neglecting the importance of simplifying and concentrating on one area.
- Brian Cassingena and Daryl Urbanski shared their experiences with certification and how it has helped them grow and develop as copywriters.
- Brian Cassingena learns to charge higher fees and attract better clients.
- Daryl Urbanski and Brian discuss the importance of delivering results and charging accordingly.
- Daryl and Brian also discuss the LeapFrog effect, where one can jump into an industry and charge higher prices based on results.
Using quizzes to personalize sales pitches and segment audiences
- Brian explains how webinars work well for Mindvalley in personal development niche, but not always in other industries.
- Brian Cassingena breaks down Ask funnels, a method created by Brian Decker, which uses quizzes on landing pages to customize sales pitches based on user input.
- Brian describes a quiz-based lead generation strategy that tailors sales messages to individuals based on their pain points.
- Daryl Urbanski references a classic marketing book from 1906 that discusses the use of questionnaires in advertising.
Creating customized marketing funnels based on quiz results
- Urbanski explains how the Ask method segments prospects based on their pain points.
- Daryl Urbanski emphasizes the importance of niching down in marketing, as it makes the message more powerful and responsive to the audience.
- Brian Cassingena advises against segmenting too much, as it can lead to overwhelming the audience and not yielding desired results.
- Brian Cassingena suggests using quizzes and customized sales pages for minimum viable funnels.
Building profitable funnels with minimum viable products and upselling
- Implementation can be a challenge, overcomplicating things.
- Best price range for one-time offers is $50-$100, with lower conversion rates above that.
- Brian explains why breaking even is important for business growth.
- Daryl Urbanski agrees, emphasizing the importance of cash flow.
Identifying and addressing customers' pain points for a successful business
- Daryl Urbanski discusses lifetime customer value and building a business for the long term.
- Focusing on selling a lifestyle rather than just a product can lead to more profits.
- Brian explains the importance of identifying buyer pain points to create an effective sales funnel.
- Brian highlights the significance of understanding customer needs to create a tailored sales pitch.
Using surveys to gather customer data for targeted marketing
- Identify top 3-5 pain points from customer responses to create targeted quiz.
- If can't solve pain points with product, consider affiliate link or other business solution.
- Brian mentions that segmenting a market based on a single data point can be powerful, but it's diminishing returns.
- Brian also mentions that if you want to improve a funnel, you can start to optimize based on multiple data points.
Segmenting email lists based on quiz responses and selling in emails while establishing a relationship
- Daryl Urbanski and Brian Cassingena discuss the importance of segmenting leads based on their pain points and creating customized sales pitches for each group.
- Keeping a consistent tone and messaging throughout the email follow-up is crucial to maintaining the segmented approach.
- Brian recommends using follow-up emails to keep customers engaged and sales message tailored to their pain points.
- Brian discusses the best practice of establishing a relationship for 21 days before sending pitches, and the importance of customizing sales copy for each segment.
- Brian highlights importance of strategic content in overcoming objections and contributing to sales.
Common objections in sales, with a focus on time and trust
- Objections in marketing include time constraints and disbelief, with no time being the biggest issue.
- Brian discusses challenges in selling continuity products, including commitment and trust.
Using premiums to sell products and services
- Daryl Urbanski and Brian discuss the challenges of selling continuity products, including the need for a premium on the front end to entice customers to sign up.
- Daryl and Brian agree that offering a premium on the front end can work better than relying solely on the continuity offer, as seen in the success of Sports Illustrated subscriptions.
- Brian explains how Russell Brunson positions Click Funnels as a premium product, giving it away as a free bonus to sell package seminars.
- After 12 months, people will need to start paying Click Funnels' monthly membership to keep their sites alive.
Marketing and sales strategies for small businesses
- Daryl Urbanski shares a story about catching wild pigs by providing food and building a fence.
- Brian agrees that it's a good way to look at it, and the idea is to keep providing value once the fence is built.
- Urbanski emphasizes the importance of segmenting based on pain points.
- Daryl Urbanski emphasizes the importance of selling a lifestyle rather than just a product, and segmenting customers for more sales.
- Daryl stresses the need for a clear goal in the first email, educating through objections, and building trust with proof and testimonials.
Creating and optimizing sales funnels for business success
- Get a free editable funnel chat and charts at Home to crack open your click funnels.
- Daryl Urbanski appreciates the listener's time and shares valuable insights.
- Brian shares three lessons learned and actions to take for personal and business growth.