“The money is in the email list”
This has become the mantra of marketers everywhere. In fact, most experts agree that an email subscription list is the most powerful tool in your arsenal.
But, building a subscription list is just the start. Enticing those subscribers to buy something is the tricky part.
Nurturing your subscribers to make a sale
You’ve probably heard of the ‘sales funnel’. You pour leads into the top of the funnel, some become email subscribers, and then a small amount fall through the bottom as a paying customer. It looks like this:
Well, one colleague made me see this in a whole new way. He said “It’s more like a mountain. Your leads start at the bottom, and you’ve got to give them a leg up all the way to the top”.
In other words, you have to actively push them up to the sale – every step of the way – rather than simply letting them fall. Subscribers don’t turn into customers without a little ‘nurturing’. Here’s how you do it:
1. Remind them who you are and why they signed up
The first step to securing a sale is building a trustworthy relationship. That means constantly reminding them who you are and why you deserve a place in their email inbox!
Most of us sign up to newsletters, slowly forget why, and ultimately unsubscribe.
With your first few emails, make it very clear who you are and what value you add. The first step to making a sale is not getting unsubscribed!
2. Offer something valuable for free
The best marketing is reciprocal. This is not a one-way street.
Your very first ‘welcome’ email should offer something highly valuable for free. If you used a lead magnet to encourage sign ups (eg. a free eBook, report, or web series), they should get this immediately. There are two good reasons for this:
One, subscribers get a warm fuzzy feeling when they get something for free. It’s a great way to build a positive relationship and experience. And two, it proves your worth instantly. If you can provide value quickly, they’re much more likely to come back and actively look out for your future emails.
P.s. this free content or product should be your best work. This is about rewarding subscribers and proving your value.
3. Do it quickly
This process should all happen very quickly. The longer you leave it to offer value, the quicker they’ll forget about you. If your subscriber gets their first email a month after they subscribed, they’re unlikely to open it, let alone buy anything.
Email is all about small, successive conversions. Make that first quick, free conversion instantly. Then they’re hooked, and you can move on to making a sale.
4. The welcome series
Most websites send their subscribers a ‘welcome’ email and then move onto regular, general newsletters.
Instead, try a ‘welcome journey’. It’s a series of emails all connected and focused on making a sale.
One of my clients uses a series of eight emails to tell a connected story from start to finish. During each email, there’s a call-to-action to encourage new subscribers to take the next engagement step.
The first welcome email offers access to a free report and begins the story. The second email reminds them about the report and uses a case study to show its importance. The third introduces subscribers to a low-priced product and continues the story.
It keeps your open rate high, establishes your brand, and gives subscribers multiple entry points to engage and buy.
You can use your email client to automate this welcome series. The first email, for example, is dispatched immediately upon subscription. The second follows two days later, the third after a week etc.
5. Offer your subscribers a discount or exclusive offer
Subscribers on your list should feel like they’re getting exclusive treatment. There has to be some form of reward or bonus to signing up.
One way to create this feeling is through exclusive offers and discounts. This is also one of the easiest ways to convince subscribers to buy something. Again, that first conversion is the most important, so offer it early.
You can use additional tricks here, such as setting a time limit on the offer to compel subscribers to take action. You could call it a ‘one-time introductory offer’. Again, use your welcome series to remind subscribers about the discount along the way.
6. Use tiered pricing and entry-level products
By now, we’ve established the importance of the quick first sale. It’s the entry gate to future sales and long-term custom.
But, naturally, new subscribers aren’t going to jump in at the deep-end and purchase your $1,000 tuition series. However, they might buy a $10 report or webinar. They’re not going to buy a $1500 camera, but they might test the waters with a $20 accessory.
If you analyse your biggest competitors, you’ll probably notice they have a tiered system. See if they’re using low-priced entry products to lure customers in.
Prove your worth, then offer an affordable entry product to secure that first real sale. From there, you can build up to the premium products.
7. Reduce the risk!
New subscribers are still figuring out if they can trust you. Their natural instinct is still a little wary, and they’ll find any little reason not to buy from you.
It’s your job to break down those natural barriers and remove any sense of anxiety. Include testimonials and social proof in your newsletters to show that others trust your service and products.
Offer free delivery to quell any worries about prices. Create a link to a ‘live chat’ or a direct phone number to show that you’re open to customer service.
8. Use a call to action button in every email
Campaign Monitor – one of the leading email marketing platforms – claims that a call-to-action button converts 28% better than a simple link in the text.
Most people scan an email, so they’ll probably glance over a text link. However, they can’t miss a big green button. In fact, they’ll feel drawn to it. Don’t be afraid to be bold. Direct your subscribers where to go next.
9. Remind customers about their empty shopping carts
It’s often difficult to differentiate between casual subscribers and those with an intent to buy.
However, if you subscriber has gone to the trouble of adding items to their cart, they’re a buyer. All you have to do is give them a nudge.
Remind them about the items in their cart and direct them to the checkout.
Building an email list is a core part of any good marketing strategy. However, signing up is just the start! Turning them into a paying customer is the real challenge.
What tricks do you use to convert your email subscribers? Let me know in the comment section!
Daren Low is the founder of Bitcatcha and co-developer of the free Server Speed Checker. With a decade of experience in website development and internet marketing to his name, Daren is considered a premier authority on all things related to building and managing an online presence. Feel free to pick his brain by connecting via Twitter.