SFR 270: Optins Vs Leads
Just cause you have a BIG list, doesn't mean you have BIG leads. Here's how I turn optins into leads… There’s a HUGE difference between optins and leads! A lot of people are super impressed by list size… However, #TruthNuke, just because you have a
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Show Notes
Just cause you have a BIG list, doesn't mean you have BIG leads. Here's how I turn optins into leads…
There’s a HUGE difference between optins and leads!
A lot of people are super impressed by list size…
However, #TruthNuke, just because you have a BIG list, it doesn’t mean you have a ton of buyers.
The whole reason why you want to build a list is to sell
So I want to show you how to turn your optins into leads in the quickest MOST effective way possible.
What I’m about to share with you is some serious sales psychology because the bottom line is…
The more you understand human behavior, the better marketer you'll become.
OPTINS VS LEADS
On a basic level, the function of someone putting their email in, and you thinking, "Oh, I got leads..." might look the EXACT same as when someone opts-in…
BUT!
... when you think about sales psychology itself, you might NOT be getting a lead at all.
Let me explain...
Q: Have you ever done door-to-door sales?
I ask because door-to-door sales taught me something REALLY powerful!
Here’s how…
I did door-to-door selling pest control. I'd walk up, knock, and someone would answer, but when I was out knocking doors was I handed a list of people who were…
- Leads?
- Asking for pest control information?
Q: Did the act of someone answering the door and engaging in a conversation with me make them a lead?
A: NO, it didn’t!
***I'm bringing this up because there are times when I've gone through somebody's funnel, and I'm like, "Oh, sweet funnel. This is actually a really cool funnel."
They're like, "Look at how many leads I'm getting."
I'm like, "Your leads aren't really coming until step two."
They're like, "What do you mean? The optins are GREAT!
But, NO! There’s something key they’re missing...
I want you to pay attention to THE FACT that…
Someone who opts in for something is NOT necessarily a lead.
THE DIFFERENCE BETWEEN OPTINS & LEADS?
Here’s a CLASSIC example:
Let's say you have a standard lead magnet page with a FREE PDF to download …
A typical page layout would be:
- A page with a headline: “DOWNLOAD THIS COOL FREE PDF”
- The FREE PDF
- An email entry field which says: “Put your email address down below so we know where to send your PDF, yada, yada, yada.”
- A button
Now, let's say that AFTER some has downloaded your FREE lead magnet, you actually want them to buy a software trial.
Once they’ve given you their email to download the PDF, you have a list which you can send to an email sequence that pushes them to the software trial.
So the steps are:
- They optin
- You put them on a list
- All these emails push them to: "Go get the software"
But think about this…???
Q: If somebody opts in are they actually a lead yet?
A: A lot of times, NO!
Q: So when does someone become a lead? (And this is important to notice)
A: … it depends on whether you started talking about the software on the first page.
If you didn't... they're NOT really a lead yet!
Put simply...
A lead is somebody who has an interest in what you’re selling
... that's it!
- So when I was knocking door-to-door and someone opened the door - we can say, they kind of opted-in.
- When I made the list of those I needed to follow back up with at the end of each day - I was looking at my leads.
BUT…
The leads weren't every single door on the street.
I was like, "You know what, there were two people who were really interested."
A lead is somebody who expresses actual interest in what you’re offering while an optin may just want the free PDF.
- An optin is an act to get the FREE… it's the act of getting on the list.
- A lead is an act in the actual sales process.
Does that make sense?
BUSINESS LEAD GENERATION
OPT- IN: “I'm opting in for whatever gets me on the list.”
LEAD: “I'm actually showing interest in the sales process.”
I'm telling you this because it's a powerful difference.
And it might sound like, "So what, Stephen?"
But you need to understand that…
The whole reason why you want to bui...