Replying to your reply; https://forums.sitesell.com/viewtopic.php?p=1375371#p1375371
It's silly to lose them for all the wrong reasons. THEY don't know they are "wrong," but we do.
I smiled at this. This is such a classic line from all sales people who KNOW they have the best product for everyone.
I don't mean any criticism - I constantly say that to myself when I talk about SBI! and other things - but that same passion and certainty has absolutely hobbled me many many times over the years because the minute someone says "oh I'm only interested in something simple that..."
or " what about"
or "I only want a website so I can be found (!?!?)..."
I can quickly lose focus on the main game because of a volcano of frustration erupts. "DON"T THEY SEE?????"
I remember learning years ago that when the emotion rises, the logic drops - or - put another way, high emotion, low power. Pretty difficult to separate the frustration out sometimes as I am sure you know.
No website can address every possible question/sticking point. We used to have a FAQ that went on forever. Replacing it with question.sitesell.com had a dramatically strong AB-split test. We interpreted the results as follows....
Few were digging into the FAQ, but question.sitesell.com was obvious. If it was important enough, they'd ask. Adding question.sitesell.com was even stronger than having BOTH (i.e., remove the FAQ)!
Nothing is perfect, but it's our best way of answering countless possible "individual worries."
Yep. I'd have thought the FAQ would still have a place - at least for the SEO benefits. I'm constantly surprised how it is such a common and almost expected part of the syntax in webland. Maybe get the clients to answer the questions (text and visually) rather than just have the 'official' version.
I agree with you both - we DO have to be aware of all the different realities out there. It's why I like Martin's idea - it provides a pretty good way to, as you said, Paul to...
"ENTER THEIR REALITY."
Martin would be a worthy winner with the flow chart.
You had written somewhere recently that SBI! is an enabler. You have far more talented people at marketing in the team than me!, but I reckon that this thought process could be extended to the sales experience as well. Ultimately you are enabling the visitors to make a decision.
I've recently become a great fan of Isaac Rudansky who has a 20m promo video about landing page design; https://www.youtube.com/watch?v=5DgXMCpBOA4
(I'm currently working through the course which is a steal at $15).
Rudansky talks about sales being about influencing behaviour
(nothing new there) and so anything in our marketing that provides a context where it it simply
assists for them to change their behaviour, the better!
There has been a significant improvement in the landing pages over the last year which I hope is being reflected in sales but I'd say a flow chart could really add. Of course it is only part of the equation with social proof being another but, it would be invaluable.
And you and Wendy do that [url=[Domain Private]/solo-build-it-review.html]wonderfully in your review of SBI.[/url] It, too, ranks well (#15).
Thank you - I was worried it may be overkill so showed it to Mike.
A quick note on reviews -
REAL SBI! reviews > more SBIers > more revenues for SBI! > faster-bigger improvements > more success > More REAL reviews....
and round and round THAT grows, while stopping WA from hurting solopreneurs and our reputation.
I get the first part. The second part? I'm hoping you will agree when I say that I'm not really sure that WA is the problem here - just the symptom.
Another great thing I learned years ago and works for me is that "Communication is the response you get"
. If that is even close to be correct, successful engagement is all about SiteSell getting the message out in a way that connects and inspires. There's a book that could be written on that and I have no insight into your stats and research but my viewpoint sitting on the outside tells me that the answer is going to be a consistent, high quality expansion by internal team members focussing on specific niches and social platforms. As well as reviews, posts and conversations, the SBI! monthly report on xyz - podcast, video, PFD etc. It is definitely volume but it is also a committed, consistent quality.
I've really noticed the quality of the FB posts in recent months but I hope there is a platform for much more - delivered in multiple environments in different ways. Challenges such as the current Pinterest and others could be leveraged one way or another.
I like SBI! island (Jay Abraham's Paddy Lund - the Australian Dentist who closed his doors comes to mind) but I can't see the goal being achieved in a sensible timeline at the current rate of marketing output.
In the end, I would assume (no facts here) that beating WA and anyone else while achieving your goal requires a focus that that initiates quality conversations about online business across multiple platforms and engages a broader, quality audience who are willing to switch or try for the first time.
Right now, though, we need everyone's help with reviews. Threads like this, figuring out how to break through all the crud online, are helpful - I appreciate the input for its different POV.
Again - I don't know the stats but you will know that there will only be a % of people who will sit and write a review so that is a hurdle that needs to be jumped. The one Wendy and I did took about 2 days of writes, re-writes, formulating ideas etc and I'l bet some I have seen took just as long and longer.
The other factor is that it is often difficult to write about something that has become so unconscious and part of your life. Someone may be passionate about their online business subject matter but not be able to passionately write about the enabler that helped get them there.
Back in another life I often got around this by interviewing people for content. When you ask the right questions the answers will just pop out when least expected. The complication here is that the reviews will need to be real but actually providing a way for SBIers to express the core content which can be then provided for them as a transcript (even as an interview format) may be a way around some of the hurdles.
It would even be conceivable to create the interviews as videos or parts of podcasts or other formats and have them as real SBI reviews. They would obviously be on the SBI! YT channel but could actually also be on an SBIers own page. There are nuances but that's the idea.
Getting back to this thread, Paul, you re-formulated my question well...
So the thing I would ask is how can those people that are asking the “wrong question” be hooked?
First, Paul, before I forget...
Back to the exact factor where you clicked and said, "Yes, SBI!" You said...
To trust all the signs that this could be the right place for us.
Do you remember the alternatives? What clicked to cause that trust?
The only alternative we really had was paying someone a fortune to do the building or Wordpress. We had already nearly slashed our wrists with WP and the other wasn't really something we wanted to do if someone else wasn't paying! Had already done that twice and blown the $$.
So we weren't looking at anyone else to compare. It was SBI! that introduced the concept of organic search and security and all the things so our minds were sufficiently expanded to keep wading in!
My first awareness of SBI! was Lisa Irby. She provided so much credibility in her communication that I was pretty sold without even looking at the SBI! site. My biggest memory was looking for a lot of 'bad stuff' and although there was the usual junk it held no sway. I liked the concept of a learning environment so really, thought it was worth a go. I was a serious buyer and that probably made the sell easier, instead of being a "maybe yes" which can require a little more social proof or a longer sales cycle.
I do like your idea of possibly pushing the flow chart with video...
You know where I am.
But seriously - the flow chart format is totally legit and the value is in its simplicity, immediacy and interactivity. The video format I have in mind is quite different to the animation styles SiteSell has relied on in the past so would be quite a shift in approach. There is a high capacity for interactivity as well but it may be that video serves as a support role to a flow chart rather than the 'front door'.
We lose 15-20% in the first 3 months, almost all due to "too much work." And that's OK - it takes work to build a business. Head of Support has never fed back to me a recurring issue of "does not understand."
I would not be surprised if some, in fact, are stuck,
I don't know the stats or the process but I am surprized to see the rate that high although maybe I shouldn't be.
Stuck? I'd hazard a guess and say that a chunk of them are. Has the rate always been the same? I come back to my comment in my previous post that the AG does sometimes feel like 'survival of the fittest'.
If you think about it - what the people are saying is that they are happy to leave SBI! and just have a website that doesn't work as well as it could.
When you consider that the actual AG has been historically text based (the VG doesn't have the same detail) you are basically knocking out a whole sector of learning styles. In my experience Misunderstood Words and not enough mass (see, touch and feel - ie visual) plus a couple of other factors contribute to otherwise keen learners just crashing out.
working out an involved protocol (there's more to it when you start to think it through - do-able, but tricky) for figuring out who to help, and when, would only be a priority as we get close to "island status."
Understood - but a good start will be catering for all learning styles.
Interesting "fork in the road" messaging!
Thanks very much, Paul.
Some really helpful thinking!
I hope I haven't gone over the top this time!
Interesting for me too