“Marketing must become a conversation between the buyer and your company about the story you can help them win.”
[Bonus 2] 41,008 email subscribers
Good things come in twos…
Two tacos are better than one. (Who only gets one taco, anyway?!)
Two high-fives are cooler than one.
And two bonus gifts are waaay more fun than one bonus gift.
Because we’re a fan of twos, we convinced Santa to drop off an extra after-hours gift.
Today, we’re back with your second bonus gift…
How Hemper used a Sumo exit intent popup to generate 41,008 leads.
With so many cool websites on the web, many of us have “TMTS” aka “Too Many Tabs Syndrome.”
It’s easy to jump from page… to page… to page.
But what if you could turn those people who are about to leave into email subscribers? Customers? Lifelong fans?
In this email I’m going to show you how Hemper took advantage of “TMTS” and got insane results:
Hemper has grown their email list from 0 to 41,008 email subscribers (so far) in ten months by using one simple “exit intent” popup.
When a user mouses out of the Hemper website, the exit intent popup triggers.
To create an exit intent popup like this for your eCommerce business — and get a 22% conversion rate — there are 4 key conversion elements you need:
To make setting up a winning exit intent popup a breeze, here’s how you can use Sumo to set up the same exact popup as Hemper:
1. Log into Sumo and create a new List Builder form.
2. Set your Goal to “Collect Emails”.
3. Set your Form Type to “Popup”.
4. Set your Design to Sumo’s “Impress” template (Hemper used this template so they didn’t need to pay a designer to do design work).
5. If you’re doing a monthly giveaway, add a “Countdown” to your design, then set your End Date to be at the end of the current month.
6. Set your Visibility to “Manual Mode” and only show to people who haven’t seen a popup in 1 month (Hemper does this so repeat visitors don’t get annoyed).
7. Connect your email service provider so you can email your leads with content, offers, and more giveaways. Or, use Sumo Message Center to send emails to your subscribers without spending money on a separate email service provider.
With this one simple exit intent popup, Hemper gets thousands of new emails leads EVERY month.
The best part…
All Hemper has to do is change the countdown timer at the start of each month.
This 5 second task resets the giveaway and continues generating thousands of email leads.
To get access to the same exit intent technology and template Hemper used to build this popup, click here to create the popup in Sumo.
Chris “Closing Extra Tabs” Von Wilpert
Chief Content Sumo
Inspect your website and climb the SEO charts with WebSite Auditor
In order to make it to the top of search engine results, your website has to be optimized for SEO. (Word to the wise: sending Sergey Brin fruit baskets does not work…we tried.)
And despite how exciting it sounds, analyzing and optimizing websites can be confusing, which is why most of us are forking over big bucks to SEO experts.
Well, that all ends today, thanks to WebSite Auditor.
Just follow the robots.txt instructions and you’ll be able to crawl your site exactly like Google, Yahoo, or Bing.
Whether it’s a broken link, poor mobile usability, or duplicate content, WebSite Auditor uncovers every issue that can affect search engine indexation, rankings, and user experience.
And to take it one step further, WebSite Auditor will also let you know which pages need work and even gives you step-by-step instructions on how to fix issues!
You’ll also have the power to measure optimization rates for any page or any keyword of top-ranking competitors. (Go ahead, reverse-engineer your competitors’ strategies!)
Ordinarily, if you were looking to purchase a WebSite Auditor Enterprise license, you’d have to pay $300 – plus after 6 months, you’d have to pay a monthly maintenance fee of $29.95.
But, through this incredible deal, Sumo-lings can get lifetime access to an Enterprise license for just $39!
On top of all the audits you’ll be able to run, you can also:
- Gain unlimited access to WebSite Auditor training materials
- Optimize an unlimited number of websites
- Make your reports available online
- Email on-page optimization reports to clients
- Create on-page optimization HTML reports
- Save reports to your computer
Excited so far? Here’s what else WebSite Auditor has on their roadmap:
- Interactive graphical maps of your site to let you spot and record internal linking issues, pages with low internal PageRank, and isolated site areas so you can better interlink your pages for users and search engines. (Coming December 2017)
- In-depth analysis of international websites so your small businesses can be global. WebSite Auditor will let you easily spot hreflang and redirect errors to make sure visitors always land on the right version of your pages. (Coming 2018)
- Site audit trends, comparison, and history so you can compare audits and on-site metrics over time to determine which ones were most effective and track your site’s health. (Coming 2018)
Not only that but any and all bug fixes and future feature improvements are yours free of charge (making this deal twice as valuable!)
When it comes to actually editing content, you can use WebSite Auditor’s user-friendly WYSIWYG interface or HTML.
As you type in your edits, there will be step-by-step SEO advice, making sure you’re optimizing to full potential.
And because there’s no such thing as too much information, WebSite Auditor also creates custom reports that you can share automatically, either by uploading them to the cloud or through a shareable link.
These reports are white-labeled so you can stay professional, on brand, and at the height of your SEO A-game.
It doesn’t matter if you are just getting your feet wet or if you’ve been swimming in the SEOcean for years, this tool is extremely useful.
WebSite Auditor will make sure your site works seamlessly and you’re getting the right traffic to grow.
Get your hands on a WebSite Auditor License before we run out!
Lifetime Access to WebSite Auditor
- Lifetime access to WebSite Auditor Enterprise
- Unlimited websites to analyze
- Unlimited pages to crawl per website
- 100 SEO factors checked
- TF-IDF for keyword ideas & algorithmic on-page advice
- In-app content optimization with export
- Scheduled SEO tasks
- 100 projects & 1000 reports in the cloud
- Free updates & maintenance for life
- Data export in .csv, .sql, and .html formats
- Shareable, white-label site audit reports
- Automated reporting & delivery
- NO MAINTENANCE FEE EVER!
- 60-day money back guarantee. No matter the reason.
How these 3 growth hacking frameworks helped me build loyal community and 21x my sales (step by step). This is a name of the master-class I speak on various offline events. People say – for a very long time they haven’t attended such a valuable master-class. Want me to speak in your city? Just hit “Reply” and let me know. And now let’s get back to the today’s growth hack.
In 2007, Jeff Lawson and 2 other guys founded Twilio.
They wanted to provide voice APIs, like to a dozen of other odd startups in this space.
Investors said it won‘t fly: wrong product, wrong audience.
Today their company is worth $2.94 Billion.
What steps did they take to achieve $2.94 Billion?
In 2008, they launch their product right after the 2008 financial crisis had hit.
Nobody knew them and nobody trusted them. So the first app, RickRoll – based on their API, they create by themselves.
This app gets major press coverage and Twilio is noticed by investor Dave McClure.
In 2009, they raise $4.7M.
Unlike other startups in this space, they hyper-focused on developers, providing a simple way to add voice calls in their businesses.
They were growing a community of developers. Here‘s how:
1. They hire a traveling team of developer evangelists.
2. Sponsor hackathons.
3. Publish world-class documentation on the website.
4. Offer in-depth coding tutorials on the blog.
In 2010, they allow web app developers to add SMS-based functionality to their web apps.
In May 2010, at the TechCrunch Disrupt hackathon, GroupMe app uses Twilio‘s text messaging product to facilitate group chat. Eventually, GroupMe is acquired by Skype for $85 million.
The success of GroupMe was the inspirational story that helped cement Twilio’s story in the app ecosystem.
In 2010, 500 Startups earmarks $250,000 for a Twilio Micro Fund, which invests in startups using Twilio.
In November 2010, they raise $12M.
In March 2011, AppSumo creates a discounted bundle of SaaS products that includes credit for using Twilio.
In July 2011, They offer developers the option to use all IP communications as well as traditional phone and mobile networks.
In October 2011, when Uber is still a tiny company, they join Twilio. Fast forward 5 years – they will pay over $30M/year to Twilio.
In December 2011, Twilio raises $17M (Series C) to expand the communications platform worldwide.
In February 2012, Twilio lets iOS app makers add VoIP as a feature.
In July 2012, they activate global SMS service.
In December 2013, SendGrid announces tie-ins to the popular Twilio APIs that enable SMS text and voice integration in mobile apps.
In June 2013, Twilio raises a $70 million Series D.
After that, they started to acquire other startups.
In 2016, IPO – They raise $150 million at a $1.2 billion valuation.
In 2017, their company is worth $2.94B.
Interesting fact: they only have 4% annual churn in their customer base.
P.S. If you want to 100x your revenue/conversions/traffic/
Can you ask a customer why they aren’t working with you? Yup, and then you can solve it to make sure you don’t miss out on customers again.
- from the all mighty Noah
“There’s lots of ways to be as a person. And some people express their deep appreciation in different ways. But one of the ways that I believe people express their appreciation to the rest of humanity is to make something wonderful and put it out there. You never meet the people, you never shake their hands, you never hear their story or tell yours, but somehow, in the act of making something with a great deal of care and love, something is transmitted there. And it’s a way of expressing to the rest of our species our deep appreciation. So, we need to be true to who we are and remember what’s really important to us. That’s gonna keep Apple, Apple. If we keep us, us”. Așa a început evenimentul 🙂
For you to build your sales process, you need to identify a Core Customer profile to go after and prospect against.
Once you have that, here’s a sample email you can use to reach out cold and kick off the conversation.
Subject: quick request
Hey [first name],
I hope this email finds you well! I wanted to reach out because [explain how you got their contact information and how you relate to them: talked to a colleague, saw your company online, etc.].
[Name of company] has a new platform that will help (your team at) [organization name]. [One sentence pitch of benefits].
I know that [our product] will be able to help [name of your company] [insert high level benefit here].
Are you available for a quick call [time and date]?
That should at least get your foot in the door…
… then you continue diving deeper with the prospect around the following info using the B.A.N.T. framework:
- Budget: Is there a budget set aside?
- Authority: Who is involved in the decision?
- Need: Do they have a problem?
- Timeline: Is this a now or later thing?
Once you’ve got that, then you want to schedule a demo for them with one of your Account Execs or what I like to call my “Product Specialists” (nicer word for salesperson :).
That’s the outbound sales model.
Go out there, add value, connect, identify needs and try and schedule them with a product specialist for a demo.
During the webinar I’m going to go over what makes a KICK ASS demo.
One where the prospect pulls out their credit card on the spot to get signed up and deployed.
But before that, you’ve got to do some homework…
- Who is your Core Customer?
- Do you have a list of them? (if not, I can help you below)
- Do you have a process for prospecting?
- Are you qualifying them?
During tomorrow’s webinar, I’m going to be breaking down the SaaS business model.
We’ll be covering what metrics matter most, and what sequence you should be attacking them in.
It’ll be a compressed version of my SaaS Academy Metrics but it will give you an actionable game plan to execute against.
More to come…
Dan “selling is my jam” Martell
from Startups Live:
1. Assume no one has the answer (because the don’t) so all efforts are just around questions and how to answer them. It’s not “what feature do we build?” as much as “what don’t we know about our customer and how could a feature help us learn?”
2. Keep milestones incredibly small, short. Focus on what’s done by Friday, not this quarter. The fastest way to get lazy is to give yourself more time.
from Dan the man Martell:
(warning – long email ahead PACKED with value)
Want to know the non-negotiables / absolutes / must haves / can’t build a business without it things required in Saas?
Here they are…
Solve painful problems.
Solve it in a way the customer wants it solved.
Do this wrong and you’ll move sideways in frustration under the false belief that you’ve got something awesome and that any day now customers will realize it.
Nail this and you’ll have millions of people signing up for your software every month (FYI: Dropbox generated 4M referred signups in 15 months!)
Great SaaS companies solve really painful problems.
So your solution needs to be a Painkiller!
Team collaboration/communication missteps
Marketing program inefficiency
The opposite of that kind of solution is a Vitamin. Something that may make you better but doesn’t address an immediate pain.
Like taking a vitamin… it’s preventative.
These are all great things to have in your business but they don’t stand out as solving an immediate painful problem.
Never forget that: People buy what they desire, businesses buy what they NEED.
For someone to buy from you, two of the following things need to be true:
The customer has to have a budget to solve it.
The customer has it as a goal to solve.
Their career depends on solving that problem.
The good news is that many times, the issue is not the product, it’s the positioning.
If you look at both lists above (Painkiller vs. Vitamin) you may notice that all I did was take the same list but reframed them…
… I’m talking about the same issues but with a different “lens”, or positioning.
If you’re having trouble selling your solution, it’s probably because you solve a painful problem for the customers but they can’t connect the dots based on how you explain it.
So, to fix the Product Positioning method by filling in the blanks:
Who is your primary customer?
What 2 problems do you solve?
What 3 ways do you do this?
Then use this format:
We help [type of customer] with [problem 1] and [problem 2] by [solution 1], [solution 2] and [solution 3]
This will do a few things:
It’ll get you crystal clear as to what problem you solve – that your customer cares about.
It’ll force you to differentiate why your solution is different from other solutions in the market.
It’ll keep things short and to the point.
Most entrepreneurs are horrible at explaining what they do, who they do it for, and what problem they solve.
This process will get you there.
The second problem you need to fix is building your solution in a way the customer wants it solved.
I can’t tell you how many times I’ve been pitched a product and thought…
… who in the world wants to solve that problem that way?
I’m talking crazy things like requiring a company to:
Give a solution access to all their corporate emails
Migrate their current solutions to a new platform
Force them to complete several form fields to get something created
The better way is to work backwards from the customer’s pain, and solve it in an elegant way that…
Doesn’t require any setup work
Works with their existing products / solutions
Doesn’t change the way they work
Because if you don’t, that just adds friction and could slow down adoption.
What you want to do instead is ask them the IPO Question…
The question is simple:
“If you could wave a magic wand and have this problem solved by a software solution, how would you want it to work?”
Then sit back and listen…
Ask that question to 10 of your potential customers all with the same problem, and look for the 80% that’s shared amongst their answers.
That’s how you should solve their problem!
Now, that doesn’t mean you can just build that and win.
Nope, you’re not off the hook… you’ll still need to take into consideration other factors like:
But their answers will at least align your product to solve the problem in an elegant way that won’t add issues to your sales process which we cover in my next email.
So until then, be sure to complete the following:
Write out your positioning statement
Email your customers and ask them the IPO Question
Dan “more painful, more money” Martell
You’ve created an awesome article, it gained a bunch of shares and a good position on Google.
You invested a week to create it and 2 weeks to promote it.
Now the only way to grow more is to invest 3 more weeks into another epic article.
Sarah Peterson used a different approach, invested one day, and got over 1,000 new subscribers in 60 hours. All while spending $0.
The approach is called republishing.
Here’s how you can apply it:
1. Find media that accepts republishing.
Here’s a simple hack on how to do this fast:
YOUR_TOPIC “this article was originally published”
2. Send an email similar to this:
Subject: [Something eye-catching and not generic]
Hi [Editor name],
[Personal connection point]
I recently wrote an article about [topic] which my audience has enjoyed. I think [publication name’s] audience would love the article as well, because [why?].
I’ve included the article in the body of this email below, and if you’d rather check the original article out here is the link:
If you enjoy the article and think it would be a good fit, I would love to have it republished on [publication name].
Let me know what you think.
3. When your article gets accepted, ask to place a canonical tag to your original article (it helps Google to understand where the original article is):
<link rel=”canonical” href=”YOUR_URL_HERE”>