Ep270: Selling a Six-Figure Product Online with Ross Thiebaud

Today on the More Cheese Less Whiskers podcast we're talking with Ross Thiebaud who sells metal roofs that run anywhere from $50,000 to $200,000, and he does almost all of it online. No salesman in the home. No three-hour kitchen-table wrestling match. A husband and wife watch a video in the comfort of their own home, answer a few questions built right into it, sleep on it, and then get on a 15-minute call where all that's left to talk about is the price. I love the elegance of it. By the time someone reaches out, they've already sold themselves. We also talked about the nine-word email, which brings in 25% of Ross's business from people who didn't buy right away. That got me onto one of my favorite ideas lately, RevPUP, or revenue per unconverted prospect. The leads everyone writes off as junk are usually just buyers who aren't ready yet. Check back in 18 months and almost all of them bought a roof. There's a lot here about patience, premium pricing, and treating your list like a time capsule of the customers you're going to have.   Key Takeaways: Why selling over video beats selling in the room: guard's down, they can rewatch the key parts, and they sell their spouse for you. The "no pushy salesman required" hook that filters out tire-kickers and pulls the ready buyers forward. Why making people watch the video before you'll talk price isn't a barrier, it's a qualifier. If they won't watch, they were never going to write the check. How the nine-word email quietly produces 25% of the business from leads everyone else gave up on. The RevPUP idea (revenue per unconverted prospect): why "junk leads" are usually just buyers who aren't ready yet. Why doing the same thing cheaper is the hardest way to make a profit, and doing something different costs more is the easiest. Show LInks: ProfitActivatorScore.com BreakthroughDNA.com 90minutebooks.com