How To Sell Your Customer Exactly What They Want
07/27/15 • 12 min
My big “ah-ha” from my vacation so far…
On today’s special vacation episode Russell talks about a cool tool that will help tell you exactly what your customers want.
Here are some interesting things you will hear in this episode:
- Find out what tool Russell found that will tell you exactly what your customer wants.
- Hear why Russell took so long before he has implemented this tool.
- And hear Russell explain why this one super simple tool is so effective.
So listen below to hear about this simple tool that Russell is excited to put some effort into.
---Transcript---
Hey everyone! This is Russell Brunson and welcome to a vacation Marketing In Your Car.
Hey everyone, so I am actually on down my vacation right now. In fact, if my wife knew I was leaving you guys a message, I’ll probably be in big trouble, but it is what it is.
And you probably won’t get this for like a week or so, because my brother, who does upload these with me as well — he’s partying it up — and I’m guessing that, yeah, I’m guessing this will happen when we all get back in town.
But I wanted to share some stuff with you guys I’ve been thinking about for my own company and some just really fun things. So it’s been interesting.
Obviously you guys all know my whole philosophy with funnel hacking and like looking at what’s working and modeling and all those kinds of things, right?
And so it’s been interesting watching as like some people we work with like their businesses are super easy, and we’re just like boom-boom-boom, money starts coming, and starts flowing in, right?
Other ones are more difficult, and so there’s a couple of people we’re working with. They’ve been a little more… taken a little longer to like get traction and get things working and so it’s caused me to really start digging deeper, which is good.
It always, it’s like the episode we did if you have someone’s back about the rubber band, right? Like if you’re not stretching, you’re useless, and if you, yeah.
So that’s kind of where it’s been happening, is I had to stretch myself and try to figure out, like how do we expand this and how do we — some of these people who aren’t having success for whatever reason — what do we do?
And so it’s been kind of interesting. I’ve been looking a lot, and unfortunately on this, for some reason I’ve been looking but not doing, which is never a good thing. But I’ve been looking a lot at surveys.
In fact, I think the first time I really realized the power of what surveys were doing was about a year and a half ago in our mastermind group. There was a guy named Glenn Ledwell and he was showing me, he was showing the group a bunch of his sales funnels.
And what he found was that by adding these little surveys before a sales funnel, like instantly it would double his sales. And that sounds like a dumb thing, but it was true. Like he had a VSL and then he drove traffic to it and then he added this little quiz thing and doubled how much money he was making, just by adding this little like quiz.
And then he’d show me thing after thing after thing, and then anyway I was just like “Wow!” So I started learning about it then and got excited, but then I never implemented it.
In fact, I even recorded a whole bunch of videos and all these things to do it and I feel like I kind of overdid what I was trying to do is because that I never actually launched it, but yeah. So it kind of had a sample where I kind of tested it, right? Or started building it but I never finished it because it got too complicated, too complex.
Then fast forward about six or eight months later, I got an email from Ben Settle, Andre Chaperon, Ryan Levesque and Jack Born talking about a mastermind group that they were doing called The Ocean’s Four Mastermind. And I was like, “That’s cool. I’ll go to that.”
So I went to it and it was on Valentine’s Day last year and my wife wanted to destroy me for not being here for Valentine’s Day, but you know in marketing college, you got to be there.
So I went to hang out with these guys in Vegas and it was interesting because I knew, I was very familiar with three of the guys but I didn’t know Ryan Levesque at the time, and he kind of, like in all honesty if you’re in the mastermind, he kind of ran the whole thing.
Like the other guys are there to kind of put in their two cents, but Ryan was definitely the host, the facilitator, and he was dropping bombs of gold the whole time, and he kept talking about some of his clients that he was using these surveys for.
And a couple of them that I remember off the top of my head, I know there’s more, but one was www.FuzzyYellowBalls.com and one was www.RevolutionGolf.com.
And he started talking about his surveys and what they had done with the surveys and how much revenue and how much in...
My big “ah-ha” from my vacation so far…
On today’s special vacation episode Russell talks about a cool tool that will help tell you exactly what your customers want.
Here are some interesting things you will hear in this episode:
- Find out what tool Russell found that will tell you exactly what your customer wants.
- Hear why Russell took so long before he has implemented this tool.
- And hear Russell explain why this one super simple tool is so effective.
So listen below to hear about this simple tool that Russell is excited to put some effort into.
---Transcript---
Hey everyone! This is Russell Brunson and welcome to a vacation Marketing In Your Car.
Hey everyone, so I am actually on down my vacation right now. In fact, if my wife knew I was leaving you guys a message, I’ll probably be in big trouble, but it is what it is.
And you probably won’t get this for like a week or so, because my brother, who does upload these with me as well — he’s partying it up — and I’m guessing that, yeah, I’m guessing this will happen when we all get back in town.
But I wanted to share some stuff with you guys I’ve been thinking about for my own company and some just really fun things. So it’s been interesting.
Obviously you guys all know my whole philosophy with funnel hacking and like looking at what’s working and modeling and all those kinds of things, right?
And so it’s been interesting watching as like some people we work with like their businesses are super easy, and we’re just like boom-boom-boom, money starts coming, and starts flowing in, right?
Other ones are more difficult, and so there’s a couple of people we’re working with. They’ve been a little more… taken a little longer to like get traction and get things working and so it’s caused me to really start digging deeper, which is good.
It always, it’s like the episode we did if you have someone’s back about the rubber band, right? Like if you’re not stretching, you’re useless, and if you, yeah.
So that’s kind of where it’s been happening, is I had to stretch myself and try to figure out, like how do we expand this and how do we — some of these people who aren’t having success for whatever reason — what do we do?
And so it’s been kind of interesting. I’ve been looking a lot, and unfortunately on this, for some reason I’ve been looking but not doing, which is never a good thing. But I’ve been looking a lot at surveys.
In fact, I think the first time I really realized the power of what surveys were doing was about a year and a half ago in our mastermind group. There was a guy named Glenn Ledwell and he was showing me, he was showing the group a bunch of his sales funnels.
And what he found was that by adding these little surveys before a sales funnel, like instantly it would double his sales. And that sounds like a dumb thing, but it was true. Like he had a VSL and then he drove traffic to it and then he added this little quiz thing and doubled how much money he was making, just by adding this little like quiz.
And then he’d show me thing after thing after thing, and then anyway I was just like “Wow!” So I started learning about it then and got excited, but then I never implemented it.
In fact, I even recorded a whole bunch of videos and all these things to do it and I feel like I kind of overdid what I was trying to do is because that I never actually launched it, but yeah. So it kind of had a sample where I kind of tested it, right? Or started building it but I never finished it because it got too complicated, too complex.
Then fast forward about six or eight months later, I got an email from Ben Settle, Andre Chaperon, Ryan Levesque and Jack Born talking about a mastermind group that they were doing called The Ocean’s Four Mastermind. And I was like, “That’s cool. I’ll go to that.”
So I went to it and it was on Valentine’s Day last year and my wife wanted to destroy me for not being here for Valentine’s Day, but you know in marketing college, you got to be there.
So I went to hang out with these guys in Vegas and it was interesting because I knew, I was very familiar with three of the guys but I didn’t know Ryan Levesque at the time, and he kind of, like in all honesty if you’re in the mastermind, he kind of ran the whole thing.
Like the other guys are there to kind of put in their two cents, but Ryan was definitely the host, the facilitator, and he was dropping bombs of gold the whole time, and he kept talking about some of his clients that he was using these surveys for.
And a couple of them that I remember off the top of my head, I know there’s more, but one was www.FuzzyYellowBalls.com and one was www.RevolutionGolf.com.
And he started talking about his surveys and what they had done with the surveys and how much revenue and how much in...
Previous Episode
A Little Bit Of Advice After The Firework War…
The real secret to building an audience…
On this episode Russell talks about the firework war and his injuries. He then talks about some ways you can build a following with your business and how to get to the core of what you really want out of your business.
Here are some interesting things you’ll hear on today’s episode:
- Hear how the firework war went and what injuries Russell received.
- Why asking yourself 3 questions of why is important to get to the root of why you are doing what you are doing.
- Find out how to find out what the subcultures of your business are and how they can help you build a following.
So listen below to find out how to build a following with your business.
---Transcript---
Hey everyone this is Russell Brunson. Good news, I survived the firework war. Now we’re back for another Marketing In Your Car.
Hey everyone, so yes good news is that I survived the firework war, bad news is I have a lot of flesh wounds. I ripped my finger off almost, there’s a hole in my arm. One in my forearm, one of my bicep. I have a huge burn on my neck. Other than that I am here, still talking. Actually heading to there now. We are filming a little documentary of us. I am going to do a little interview in front of the set up.
Hopefully in a week or so from now you guys will see a really cool video showing and documenting that whole thing. It’ll be a lot of fun. Today, what I want to talk to you guys about today, today was kind of fun. Not today actually, a couple days ago I was listening to some podcasts and there was on the Tim Fare show that was awesome. It asked the title of it was something like, How Do You Build Your Audience. That was interesting. I wanted to hear what he has to say about that. It was one of his podcasts. It wasn’t a normal podcasts. He was just doing Q&A back and forth.
That was one of the questions. First he talked about, why do you do a podcast? What’s the purpose behind it? He said something kind of interesting, and I had a conversation the other night with one of my friends, BJ Wright about this concept. It said, when you have a goal or want to do something, just ask yourself three why’s. I want to make a million dollars. Why? Because I want to buy my dream house. Why? Because it will make people think I’m awesome. Why? You ask three why’s and suddenly after three or four why’s you get to a point where you are like, I’m already doing what I want to do.
There’s a story, I’ll probably slaughter this story, but it was about a guy, business man who went to this little fishing village. He sees this guy in the river fishing, pulling fish in. He goes to the guy, and says “What are you doing?” The guy says, “I’m pulling fish for my family to eat.” He says, “Why don’t you build a business? Why don’t you hire 10, 20, or 30 people to pull in fish for you, and start shipping out fish and making money?” The fisherman said, “Well, why would I do that?” “Because then you can make lots of money. You can travel the world, and you can do a whole a bunch of things.” Why would I do that?” “Because eventually someday you can sell your business and make tons of money and retire a multi-millionaire.” He said, “Why do I want to do that?” He said, “You can retire to this small fishing village, and spend your day lazy, being in the water fishing.” The guy looks at him, “I’m already doing that. Why do I have to do all those other things?”
It was asking yourself at least three whys to get to the reason behind the reason what you’re doing, which is interesting in and of itself. That was the first thing. Then he started digging deeper. He said, “If you want to build an audience, this is how he did it when he started building The Four Hour Work Week.” The first step in it, I agree completely, figure out what subcultures do you belong to. A lot of times, I am the internet marketing guy. What are the subcultures you belong to in the marketing area? Is it weight loss or marketing or business or dentistry or chiropracting, whatever business it is you’re in? What are the subcultures?
There’s obviously a culture, there’s like the coreness, but what are the subcultures? I was thinking about myself. Obviously I belong in the whole internet marketing subculture. We’re starting to get more and more into the bio-hacking subculture. We’re getting more into different subcultures. Take three or four subcultures that you belong to, that you’re confident, you’re following that things belong to. That’s the first step. The second step is for each subcultures, find the three most popular blogs, three biggest Twitter accounts, three biggest Facebook groups. Find those things…three or so of the core places where the majority of those potential prospects are in for each subculture.
Figure out exactly where those are, you have the nine or twelve places where your audience is. Now, you address the market to ...
Next Episode
Hanging Out With Neil Patel - Part 1
My thoughts the night before I have a chance to pick Neil Patel’s brain for an entire day.
On this episode Russell talks about how he hired Neil Patel to help him see his business through a different lens. He also talks about why hiring him for a day will make it way more likely to implement his ideas.
Here are some cool things to listen for in this episode:
- Find out how much it cost to hire Neil Patel for a day.
- Hear why it was worth it to pay Neil for his expertise than to spend years learning the concept.
- Why this meeting with Neil will hopefully change the trajectory of Russell’s business.
So listen below to hear why hiring an expert for a day is better than spending years trying to obtain the same knowledge on your own.
---Transcript---
Hey everyone! This is Russell Brunson. I want to welcome you to Marketing In Your Car!
Everyone, so I am heading home from the office today. We had a good time. The hack-a-thon officially begun. We’ve got all of our developers and partners and friends here in Boise, and we are going crazy this week getting some new big, fun things rolled out in ClickFunnels, which is going to be exciting. You guys will see some new UI tweaks this week coming out. You’re going to see, hopefully next week we’ll be launching Backpack to the world, and I can start using Actionetics tomorrow.
So a lot of fun stuff is happening there and things that you guys are going to love, so good stuff’s happening there, and I want to talk to you about something, though, that I am excited for.
So tomorrow Neil Patel from QuickSprout.com and from NeilPatel.com and from what other sites does he own? From Kissmetrics.com and CrazyEgg.com and a whole bunch of other ones.
Anyway, we hired Neil to come and do a one-day consult with us, which is kind of exciting. He’s going to come and tomorrow we are going to lock down and just pick his brain for as much as we can and get some good ideas from a conversion standpoint on our site, from marketing, from trying to figure out how to implement his content strategy to a bunch of other things.
And I wanted to tell you guys that for a couple of reasons. One is I’m exited, and number two is that what we are doing is we are shortcutting.
We’ve a program that I called Decade In A Day, and I got that name from Tony Robbins, who talked about why he loves books.
He says, you know, you’ll take an author. He spends a decade of his life learning a concept, and you have a chance to go, and in a day, read and get a compressed version of all that and instantly get a decade worth of information in a day.
And so, we created a program called Decade In A Day, which has been a really fun process, but I’m kind of doing that right now with Neil. You know, I’ve studied his stuff. I’ve looked at his thing, trying to figure out what he’s doing, trying to reverse engineer, and we were adding things into what we’re doing, but we just haven’t done it 100 percent.
I mean, probably not even 90, not even 10 percent, and I think the big part of it is just, you know, one is there’s still like these little unknowns or exactly how little pieces of what he does works.
But then, there’s also like there’s something about that financial investment, so we paid Neil $25,000 for the day. We flew him out and everything to beautiful Boise, Idaho, and now we’ve got 25-grand on the line, like now we are way more like they actually implement it.
In fact, after we basically agreed to pay him, then I was like, “Well, what do we need to make this happen? Will we need somebody to be in charge of the blog and the content and all these kinds of things?’
So we hired a new person on our team to focus on that, and we started doing a bunch of other things to get ready for this experience now that it’s happening tomorrow.
And now that it’s happening, he’s flying out here, and in a day we’re going to compress a decade worth of his information. Ideas and thoughts into our company into ClickFunnels and then from there we’ll see how fast we can implement it.
But now that we’ve made that financial investment, now we’ve got the people and the resources and things in place to be able to implement it. Now we’re actually going to run with it. Whereas, again, I’ve been reading Neil’s stuff for three or four years and honestly haven’t implemented much of it.
And part of it is because we haven’t put a big enough investment in, and part of it is just it’s always fun to have this processer. This thing where someone comes and you kind of get a brain dump and then you have the fuel you need to run forward.
So that’s what’s happening tomorrow and I think it’s cool, and I just wanted to kind of talk to you guys about it for a couple reasons: One is two weeks ago I had somebody that, with me, they read the DotCom Secr...
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