Who's ready to rock today fire nation? JLD here and welcome to entrepreneurs on fire brought to you by the HubSpot Podcast Network with great shows like business infrastructure today We'll be focusing on how to make your funnel convert higher in just 24 hours to drop these eyeballs I brought Dan Maga and the EO fire studios Dan is an award-winning entrepreneur speaker and is the founder and CEO of Maga.io and analytics and marketing technology consultancy and say foundation we're talking about the lead scoring how to use a decrease conversions We'll talk about a hack to get started with personalization and some fun acts as well Of course I know you love and so much more when we get back from thinking hours Busters your expertise is unique and your online courses should be to so build your way We think introducing the first app store for online course readers on think of it Think if it's at dot com slash fire free that's t h i n k i f i c dot com slash fire free looking for business Coach was 1000 dollars and yours just like you to be properly by an average of a hundred and four percent per year all for less Make the request a high or a full-time minimum wage employee schedule your free consultation today with clay Clark a former small business business auction you are the year at thrive time show com slash fire thrive time show com slash fire Dan say what's up to fire nation and share something that you will be about becoming successful that most people disagree with oh Man that's super awesome. Hey. Thanks so much for having me You know the number one thing I think I would say is that swearing is something that you shouldn't do I honestly think that swearing adds a lot of power and you know I've sworn in way too many environment More cloud so I think every one thing I would push on so I think that's a great place to start has a slow down Gary Vayner Check either so I don't necessarily think here going on the wrong tree right there But fire nation as I mentioned the introduction talking about how to make your funnel convert higher in 24 hours I love the time limitation on this in such a powerful way So let's talk down first foremost about lead scoring first What the heck is lead scoring and how easy is it for us to use to increase versions?
Yeah, of course I mean lead scoring is the ability to simply apply scores to things that we know about our customers or the actions that they do and it's really really easy to do This if you have a marketing automation tool that's measuring how people are using your website going through your funnel or even measuring the things that they tell about you Hey, they work to company. Hey, what how big is that company? It makes it really really easy for you to score those things so somebody works at large company in 50 points So we were to small company in five points all comes down to what your audience is somebody This is a price in page in 20 points having these scores based upon who they are where they work what they do It's really how you identify who is a high value target and who you should be wasting your time on so let's talk about real for red Dot com like how does that company use lead scoring specifically like give us examples real clear Dot com's a custom t-shirt printing company, but they do this for big companies and small companies So their customers can be everybody from Amazon to Dropbox intercom all the way down to kind of a small local business And they only want to focus on those high value customers with their sales team right because it yourself to a bakery that's got 10 employees in order 25 t-shirts now they work it's on 50 thousand shirts Amazon Let's a big order. So with their site They were attracting a ton of visitors and a ton of people were coming and coming leaves on our website We're talking thousands of leaves a month and the problem was is their sales team didn't know who they should reach out to Yeah, they can review the list of all the emails and all people coming through and hopefully pick out the right domains But somebody coming up.
You never know who has a good domain name or a bad domain name So what they did was they had a lot of people coming in from these SEO landing pages to get free t-shirt templates Right what you put on a t-shirt? How you set that up with all those emails coming in the first thing they did was when somebody came through there What they would do is based upon the Alexa ranking of the domain that was coming in they would apply a higher lead source So if you had a high Alexa ranking like within the top thousand and top ten thousand you might get 50 lead points They'd be added to your record and depending upon the other actions you would do on the site Like visit the builder or visit certain pages on the site You would get additional points added to your profile and once you hit the 200 point threshold a message would be sent to a sales rep saying Hey, you've got a hot lead you need to be able to contact them and this simple tracking of being able to do a Alexa ranking on the email and then as well as tracking the website can all be managed to be marketing on a Whether it's up spot acting campaign auto pilot There's a ton out there to do this in that first step there though was able to take them from seeing thousands of leads Among not knowing who to focus on to now getting down to a few hundred leads a month that their sales rep can actually pinpoint and target and that first step Really push them over the edge of being able to allow their sales reps to be effective and also allow them to spend more money on Retargeting to that audience so that way even though they might not have a sales talk to them They can still return to them put them higher value on you and push them down the phone on this increase Not only this but multiple things we did with their martex act increase their their online orders like 51% in just over 12 months period So really can move the needle when you're trying to grow your business by an issue I hope that's as you're hearing Dan talking right now about to rail the radio trying to do your own business I'm saying how did you spend something somewhere in my business? How can I employ these tactics for what I'm doing in my processes and efficiency allows you to spend more money in the areas that are working And this is what Dan's talking about right now It's becoming more efficient so you had the knowledge you have the actual data in the analytics to say okay This is a working why I'm not here Okay, this is really working one I spend all the money here or the majority of them on here because this is the efficient process I created but then let's call a speed of speed everybody wants better conversions and they all people have service to that But how can we specifically use personalization to optimize our own conversions at the end of the day people want to be talked to as who they are as a Person or who they are as a game They don't want to see the wrong message at the wrong time. They don't want to be called different things and they want people to focus on their interest Right so personalization is extremely extremely important to push somebody down the funnel And I'll use an example from one of our clients called Carolina designs realty Carolina designs.com There are vacation rental company based out of the other banks and they have these large 28 master bedroom homes are $50,000 a week all the way down to houses would be $3,000 a week for three master bedrooms And one of the things we really had to focus on with them was being able to personalize that customer experience as they came to the website Based upon the type of houses that they were looking for but also the region Which they're looking at the house and so the other banks has broken up into five different regions There's still that lills or stuff there's all kinds of places as that users come to the website They know in many cases which region they want to say in which areas go to that area first so as we learn that user is we start to get them To try to save their listing right so you're looking at a house and you want to rent you have to save a listing button and ask your email Well in the market on a nation totally save that listing and say who you are we also save what region are you looking at so the first thing You're gonna get you're gonna get an email back that says hey here's the listing you just say always feel free to pick up where you left off Just come back this email however the next day you're also going to get an email that has the top five things you should do and wherever that region of House was now this is personalizing that person experience so that we can focus on where they trying to go What would be the great things you're gonna get to do with your family while your on vacation and as you go through that You know, literacy points It's still going to have that region that you're focused on the place You want to go if you're going out of banks and you've chosen to stay in duck Change is our you want to say in duck as there's something special just like if you want to go to corrola You want to go see the wild horses on the beach right so we've got to focus on personalizing your channel and making sure that you have the Right nesting but what's really really important about that as well as we need to also serve you personalized recommendations So as part of that as you're viewing the website the market Automation was also storing the other houses reviewing and keeping that original state listing so as we're sending you this Nurture sequence which is gonna tell you how you're gonna enjoy your vacation in that region We're also making sure to add on those additional listings at the bottom of that email saying hey pick up where you left off Now this seems like a very very small touch for personalization But we know your first name We know how many people in your party we're constantly trying to use that to personalize the emails that get you back and by doing this We're able to increase the number of purchase rates on those houses in those regions because we're able to keep it personalized What that person once it I think that's what a lot of people miss is they kind of always think why got another first name I've got another last name you know just sometimes know they're buying interest nobody trying to go and keep them in that path That's gonna make a better experience with that personalization They can convert in a much faster case than before.
Finishing people hate junk mail for a reason they hate spam for a reason they hate automated broadcast for a reason But think about how you would feel if you were surprised and delighted by a company that is not just trying to sell you something Of course they are that's what companies exist But they're also adding value to your life How would that make you feel? I mean reciprocity is a real thing Fire nation and you surprise into like somebody and they're like wow like I know obviously this company has Proctor services they would eventually or at some point want me to buy but right now they're just doing something that's surprising I mean that's the lighting that's adding real value to my life like I know the top five things to do around here I can maybe take all my significant other and it's showing a great time or I can just go and have a blast that I didn't even know the existence in this area before I mean think about how that would make you feel Isn't that something you want to bring to perspective clients and customers in your life? And as you can tell Dan is a hack master But I mean he knows some great hacks is gonna prove your life and business sort of talking about some hacks We get back from thinking our sponsors looking for business coach was up to thousands more than yours Just like you to increase your profitability by average of 100% per year All for less money than we cost a higher a full time in the way to play by your nation Meet Clay Clark Clay has been cooking business just like yours in 2006 Even to the great recession. He does it for less money to cost a higher a full time in the way It's important to be paying for support that by default The 96% business will fail in 10 years clay something business is like yours to roll out every 500% annually How's this even possible clay only takes 160 clients to be personally designed to your business plan plus clay seeing how to do that With access to graph designers Google search and optimizers web developers online And others be all the first workflow members and accounting coaches visit thricearm show Combshire to see thousands of viewers from real people just like you who plays out over the years That's right to do your research in few thousands hundreds of proven documented archive videos And when it's from real people just like you at thricearm show dot com slash fire thricearm show dot com slash fire Then schedule your free consultation with clay himself to see how he instinking help you thrive as entrepreneurs We have unique expertise and goals.
But one thing that we share in common is it is higher to shape our business the way we want If you ever thought about online courses, let me tell you from experience They need to work for your business introducing the thinkific app store The first app store for course readers. They let you build your courses your way If you're looking for easy to set up platform that's built for entrepreneurs They get you the ability to create an online course that will look and feel like part of your brands And they get you experience where you can pick and choose the right apps for you and your business as you scale They look no further than the thinkific app store The course creation options are nearly limitless create certificates coupons live lessons prior courses and more In fact, you're invited to try to offer free for 30 days right now visit thinkific dot com slash fire free Decided to get started on your online course today. That's t h i n k i f i c dot com slash fire free Dan. I love facts and as I mentioned before the break of fire nation It loves hacks as well So what is your number one hack to help fire nation get started with this thing called personalization?
Personalization is gonna be really really helpful for kind of pushing your business forward right and one of the problems that people have is like What are we gonna personalize how are we actually get information which is gonna enable us to personalize this experience? And we're working with a company called Fort Silver Nines and they're an amazing vegan brand They were a world-class documentary Netflix. No one documentary from many years in Netflix and their whole mission is about getting people Stop being right and getting people stop being meat is a hard thing I don't know if anybody's gone before but it's not easy and the whole thing that happens is when somebody signs up at their website for Recipe or for their meal plan or any of these things is we have to understand where they are in their journey to become vegan because you know You might start to know vegan and you'll jump into feeding your first week and you're like I'm gonna try this and then you get your second week You're like man that was really hard like going vegan is difficult everybody has a different place There's other people that are completely being right. They don't even think there's a there's other people who are vegetarian We're trying to make their way to vegan and understanding where that person is in their journey is extremely critical to this excessive Their business to the success of those people and ultimately for them to sell more product so a great way to do this is one Somebody signs up to your email list ask them send them a welcome.
You know thinking them so much for signing up Ask that a simple question that's gonna help them and help you for your business So for tonight we sent them email and say hey, thanks so much for joining our email list We're looking forward to sending you great content that you're gonna care about nobody wants to fill your inbox with spam Just do a favor let us know where you're at in your vegan journey And then there was five separate buttons on one which says I'm struggling to come vegan one is that I'm being curious one It's not totally vegan and a few other options and only day was a click on one button It took them back to the website and there was UTM tracking codes on that So when they hit the website or analytics loaded We knew how vegan they were how vegan they were not our marketing automation We'll pick this up and added them to a separate segmentation list now This is really important because now as we're sending them their nurture sequence as we're trying to walk them through their journey on the website And also how we're trying to recommend products that we were given the right product at the right time And also walk them through a journey which would make them more successful to come vegan because if you're more vegan You're gonna buy more for a certain product So if you're vegan serious we're probably gonna say hey, you know that that's where you get started Is check out our online meal plan, you know if you're vegan and struggling You know you should probably try our cooking course because that's gonna be what really goes to the top And if you're fully vegan, you know what just go buy our grandkids go try our salads And that really had a massive impact on their revenue and simply by sending your first welcome email saying hey Why don't you tell us a little bit more about you and with real bread? We use the same exact things that we asked what title or you become are you the CEO? Are you the marketing manager? Are you the HR manager?
And that helps us better understand hey, what is the type of content that we should send people and that's not Back with you across dozens of businesses and I hope you use that in your business too because it's really gonna help you personalize their journey Well one thing that I'm really curious about beyond what we just shared is funnel hacks So we all know about funnel technology on fire I'm gonna add a Russell Brunson to click on some stuff on the show multiple multiple times And I'm always encouraging fire nation to have nurture sequences Have a funnel you know how to experience your customer clients going through and you have some pretty cool examples of this Specifically with mountain built software so talk to us about funnel hacks and share that example This one is really specific for online education and online courses There's definitely a playbook for how you want to be able to sell your online course right There's a lot of different ways you can set up your landing pages and all that stuff But if you're a company that's got multiple online courses and multiple assets you want to sell if you've got a video course The first thing you want to do is get them to the landing page that has a video that overlays the course and basically explains what it is And the first offer that you want to give them is give us your email and we'll give you access to the first lesson for free This is gonna be a huge lead generation driver for you to get a ton of people into the course and get them started And you want that first lesson to be amazing you really need to be good because obviously the first lesson sucks I mean your whole course sucks right now once they're in there you've got to be able to leverage that email with a nurture sequence It really really sell that course and to get them moving forward and you probably want to spend advertising dollars to get them going But once you get them into that first lesson at the end of that first lesson You need to also give them some sort of badge or some sort of kind of incentive for them to add to whether that be their LinkedIn or add to the face Well something that they're gonna share and a comment thing that we've done is take you complete the first course here is your badge for doing Agile development share this with your friends on social media and what this does is it starts to create a flywheel for your business Right if you follow this simple playbook not only are you gonna get people that come in and start taking the course Get emails now own that you can push those people in the purchase But you also start getting those people who are coming in just testing things out sharing your course online with other people Which are gonna add more people into the course And this is a very very easy way to set up your online course We give you blown away the number of companies that miss this out and we set this up with not going to talk about how to amazing impact on their business Fire Nation again what I want you to be doing right now is Dan is talking and giving these great examples from specific businesses That he's helped how does the plan your business how can you buy this to your business to your life How can you do this and what you're doing day-to-day week to week month over month and Dan yet dropped some pretty serious value bombs with us here today Of everything we talked about what's the one key thing you really want to make your foundation walks away with knowledge wise from everything that you shared The biggest thing that I would just say is that if you can build a really really good marketing stack and you can do a lot of personalization And all of it as much as you can right really you're gonna be able to step away from your business a little bit more and get more free time back to your life So build a really good marketing tech stack and all me the business personalize all the things I talk about and take some time off On vacation like I am next week right now. I don't worry about it because a lot of businesses already taken care of through that Tech's acconation Fire Nation I feel the same way I just say 17 day wellness retreat where I kept you know and check on email But I mean because my systems my tools my automation's my final hacks You know all the things that I focus on with years. I mean we're doing stuff like that I took a 90 day European trip a year and a half ago just because we cut and we made a happen and we've done it before and so That's one of the things you really want to focus on when you're creating your business when you're going through this kind of lead scoring mentality So Dan show us with Fire Nation how we can connect with you how we can learn more from you any call to action you have for Fire Nation and then we'll say goodbye got a great one for everyone You know free copy of my new book build cool now. It's really easy though I want you to test out this texting button.
This will show you how awesome you can build your stack So pull out yourself. Go to this number. You're gonna text the number 415 915 901 1 Once again, that's 415 915 901 1 and I want you to text the word fire to that It's gonna text you back ask your information get you totally walk through the process completely on matter And also ship you a book all I'm at so go check that out You'll love the book it talks all about real thread in there talks about these other case I talk about and if you want to ask me a question just go to LinkedIn look up Dan We got to get me out always happy about however I can fire in each of the average of the five people you spend the most time with and hello You hang out with DM and Jl D today. So let's keep up that he please Over you find out on type Dan in the search bar the show's be a pop up everything that we talked about today Best show notes in the biz and one more time.
Dan. Let's get that phone number for fire nation to text the word fire to absolutely Fun number is 415 915 901 1 Fire Nation take action get his book for free I know you got a ton of value from this conversation today take that next step keep educating yourself and Dan Thank you for sharing that truth that knowledge that value with fire nation today for that We salute you and we'll catch you on the flip side Hey, fire nation today's value bomb content was brought to you by Dan and if you ever thought about Bring a podcast of your own the podcast your own is for you It is a gorgeous full leather girl that will guide you step by step in both the creation and the launch of your podcast in 50 days That's by zero visit the podcast journal.com. Use promo code podcast for you $15 discount And thank you for listening to my podcast and I will catch you there. We're all catch you on the flip side Your expertise is unique in your online courses should be too So build your way with introducing the first app store for online course readers on think it center free trial I think if it ask think if it dot com slash fire free that's T H I N K I F I C dot com slash fire free Looking for business coach was 1000's watch numerous just like you to increase your profitability I'm average of a hundred and four percent per year all for less money than we cost a higher a full-time minimum Way to employee schedule your free consultation today with clay clerk a former small business administration watch new other year at thrive time show dot com slash fire thrive time show dot com slash fire