Turning Small Lists Into Big Income

Most people have an assumption that, in order to make good money online, they are going to need a big audience. That’s actually not true. Is it easier to make sales with a bigger audience? Sure… of course… that’s obvious. But is it required? No.

This is where good marketing comes into play. If you apply solid marketing techniques you can turn small audiences/ small lists into big sales and I’ll show you how we do it today.

This is an example of exactly that… I sent an email to an audience of just 100 people and was able to generate $60/ mo in recurring income from one email. That may not shatter any records and isn’t going to retire you but when this accumulates, things start to get pretty serious.

You can see here that this email generates $6,897 at an average of $5.83 PER subscriber… that means this email was sent to 1,183 people. Also… not a very big audience.

The size of your audience isn’t as important as how you use the audience you have… I’m sure there’s a joke in there somewhere, but it’s true.

Too many people are focused on “bigger”, “more”, “faster”… but that isn’t where you should be in the beginning of your online business. You should be focusing on the granular level.

“How do I get the people I have coming in, to convert?” When you nail this, you’ll be able to scale to bigger numbers because you’ll have more sales coming in.

So let’s talk about how we use small audiences to make big money.

First - Understand that small audiences allow us to know where these people are on their journey, which make it easier to educate them in the stage they are in, making them more likely to purchase…

When you’re marketing online you have to understand that the difference between someone who doesn’t buy, and someone that does… is typically their lack of knowledge. Think about it, if you sell a program that can improve their life in some way… they’d already have it if they knew it would help them right?

So we have to educate people, and that is what marketing really is. It’s the process of getting peoples attention and showing them that we can help them. It’s more education than it is “selling”.

As you go about marketing your product you’ll be acquiring people that are at different stages of their buying journey.

Some will see your page and not opt in to your newsletter… some will opt in to your newsletter… some will opt in and click your links… some will opt in to your sales page but not buy…

With a LITTLE bit of understanding we can actually create marketing campaigns to each cohort.

The people that sign up to your newsletter, click your links, opt in to your order page but don’t buy… they should be getting different follow up marketing than those that opt in to your newsletter but don’t click right?

So the first thing to remember as you build your journey is to segment your audience and build out follow up campaigns based on what actions they take.

One of the most simple ways to do this is with “Abandon Cart emails”. This is an email that goes ONLY to those that opt into your sales page but don’t buy. You send this 2x a month. Personally, I send it ANY TIME I am within 5-10 sales of a price change (I change the price of my community by $10 every 50 that join).

So now I get to send a “Price is going up” email to people who’ve shown interest in joining. This makes sales for me, basically every time.

Second, let’s talk about our “two lists”…

I have two audiences that I send emails to. One is intended to be a large audience where I provide FREE information. The second is a more targeted “money list” that is likely ready to buy.

I send different emails to those different audiences. The bigger audience is, right here… in my newsletter. I bring EVERYONE into this newsletter in hopes I can help them in some way and I send educational/ informational/ helpful emails to that audience and I only mail it 2x/ week.

Imagine trying to share helpful content EVERY DAY!? No way… that’d kill the quality of the information you’re sharing.

The other list, the “money list” is built in a sales funnel. When we build our sales funnels we almost always use a two step order form.. step 1 is getting their name/ email/ phone number. That allows us to do our follow up marketing highlighted in the stage above. Step 2 then takes their purchase info.

For every 100 visitors we get around 40 of them to give us their Step 1 info… this is huge.

I treat my “money list” differently than my newsletter audience. The money list is considering purchasing so I market purchasing opportunities to them.

This is a really important point.

When someone opts into my sales page they are already educated to the benefit of my product so there are only 5 reasons they aren’t buying…

• No Trust. They don’t trust that the product will get them the result they need… so I need to send emails that will increase trust. I do this by spending time providing value to them. If they get value from my unpaid stuff, they will likely get more from the paid stuff.

• No Desire. This is where we get creative. We have to make people yurn for the result our product can give them. We do this by showing other peoples results, telling stories about what life is like when you have the solution we offer, etc.

• No Need. Desire and need are different. Creating need will require a similar system to creating desire, but we really want to paint the picture of what will happen in their lives if they DON’T have our solution.

• No Money. This is a price issue and we can solve this creatively. Sometimes, people literally don’t have $20 to spare… so can you offer them a free trial? If your product is more expensive, can you offer a downsell or payment plan?

• No Hurry. This is why I always try to take the current offer away from people. Things like increasing the price, removing a bonus, or pinning the purchase against a date on the calendar (ie. “the new year is coming..”) Creating urgency is a key factor in helping you sell more.

Your emails should be built around one of these 5 areas above when marketing to your money list. If you can, sequentially, knock down these 5 problems in the readers mind… they will buy.

You can take a VERY small list… let’s say 200 people that opted into your sales page but didn’t buy… and you can send the following email sequence.

• Build Trust Email - this is an email that shows them more proof of what you’ll help them with. Maybe give them a video of you talking about your solution and sharing more details of what’s inside in a candid way. This will create trust… some people will buy.

• Build Desire - this email would be you showing the people who are using what you teach or have the solution that you provide. Show how happy they are. This is what every pharmaceutical commercial does when they have people running on beaches and sitting in tubs on the beach at sunset… showcasing what it feels like to not have the problems you currently have.

• Create Need - Highlight what it will feel like if that problem persists in their life. Show them what will happen over time if they let this problem continue. “if you keep thinking that ‘saving money’ will make you rich you will wake up one day with that savings account being worth less than you invested it… a job that’s letting you go… and zero options.”

• Fix the Money issue - Create different options at the end of your email sequence that offer people a new option to pay. Maybe it’s a 7 day trial, or a 30 day trial… or a payment plan. Just give them a better alternative for those that don’t have the money right now.

• Create Urgency - This email would give them a reason to join RIGHT NOW. I like doing, what I call, Weekend Cash Machines. Start promoting this on a Thursday and close it on a Sunday. Give your small audience an incentive to join by Sunday night at midnight. If they join on Monday, sorry, you don’t get the same benefits.

You do this… and you’ll make more sales.

This entire tactic or “methodology” is what I consider a “Lubricant” to your main system. It’s going to help make it run smoother, make it better, but it isn’t the MAIN ENGINE that runs the entire show. In order for lubricants to be effective, they need a well running engine… in your case… they need a good offer!

If you want to create a great offer that you can promote every day, in a niche you love… this is the time! Join Our PaidCreators Community.

In our community we break down my entire system for creating communities that make you recurring income… all without needing a huge following or big budgets. You use the exact system I use… you just do it in your niche, something that fires you up.

We’ll teach you how to create the product, how to make value, how to build your pages, and how to get your first 50 sales… all within 14-30 days.

Our community goes up in price every 50 members, just keep that in mind as I have no idea how close we are to a price increase as you are reading this right now… but if your dream is to build an online business and you want the best system to help you do that, our community is that answer.

Stop putting off your dream and don’t pay more than you have to… join us and let’s build that business together!

See you at the top,

Travis Stephenson