And so great feedback, sharing some of the things
that we covered on the last call, which is really powerful.
And so that is, first of all, making sure that, well,
start by writing emails, right?
Because so many people just neglect their list
and let it die.
And there's extremes.
They use their list only for spam.
So they think, oh, my email list just
means I can constantly market to people.
Well, no, people are going to unsubscribe
if you're just looking at it to spam people.
The other extreme is not to communicate
because they're so afraid of being salesy, right?
And so then you're neglecting your list and it dies.
And we mentioned there's this fear of emailing too much.
But Ugo and I are really learning sometimes
the more emails, the better response, you would think.
And it's not that we get more unsubscribes.
We get more sales.
We get more response.
And so then the key is adding value.
And that's the big question in everything, every conversation
that you have.
I have a series of three questions
that I always ask myself before I write, before I speak,
before I do an event.
I always ask myself three questions.
And they're old.
I think they're Dale Carnegie questions from way back.
But they are, and I've adapted them myself,
but they are, what do you want them to remember?
And that helps you have one main point
and keep the main thing the main thing.
A lot of times we just go all over
and it's like, man, I don't even exactly
know what that email was about, or that talk,
or that masterclass, whatever.
And so what do I want them to remember?
And you begin to build your email or your talk around,
what do I want them to remember?
The second thing which I've added,
I don't remember if it was in Dale Carnegie or not,
is what do I want them to feel?
There's the saying that people will not remember
what you say necessarily,
but they will remember how you make them feel.
And so you're conscious about that.
And I really, when I did a lot of live events,
I would train my whole staff.
The key is how, when they come here,
how do we want them to feel?
Recognized, cherished, important, loved, whatever,
supported.
So you think about that,
you bring that feeling tonality into the email.
And then finally, which you were bringing up, Natalie,
is what do I want them to do?
What is the call to action?
And having a single call to action.
And of course, Ugo, as the expert copywriter here,
is really good at doing that.
And we've been having some fun with reply-based emails
and doing that.
So the key with the email list, then,
that we're talking about is, first of all,
make sure that you are emailing and you're growing your list.
That becomes a focus.
And number two, making sure that you're adding value
so that your emails get read.
And I know we covered a lot on the last call, the subject
line and the first line and that type of thing
to make sure that your emails are getting read.
But it's important that people think, oh, Ugo and I,
we're talking right before the call.
People say, oh, emails are dead, or you can't really
get business from that, or I don't use email anymore.
But like Ugo was saying, that's the thing you check the most.
And so it becomes very important.
And then making sure it's deliverable, like you said.
Making sure it's not landing in spam or promotions
because of using salesy words, free and lifestyle
and all of those things.
So Ugo, what else would you say?
Well, let me ask, Kate, did you bring something
for us to look at?
Did you bring any questions?
Or are you here, like Natalie, she
says she's being Ruth, she's gleaning.
So are you here?
You can put in the chat or you can speak up.
Are you here gleaning?
Or do you have a question or something for us to look at?
I'm going to glean for the next 10 minutes
until I get my car parked because I just
came from a haircut.
But then if there's any time left, I may ask a question.
OK, sounds perfect.
So Ugo, let's pick up the conversation
you and I were having before we got on the line on just emails
as a major part of your marketing strategy.
Talk about that.
Yeah, absolutely. So, as I was saying also the during the previous during the previous call last week, there is one, one thing to really understand and the first of email, it belongs to retention marketing so every time you acquire a lead or a customer
that is acquisition marketing and then there is the retention marketing because, especially if you are a coach, what you do is that usually you don't only sell one service you know you can sell one main high ticket product but then you create many
services you know they can be many trainings masterclass or even another another high ticket training so if someone is happy with your with your training, so they will be more than happy to buy the second one.
The problem is, how can you go from the first purchase to the second purchase that's is the retention part, the retention marketing part. And how do you retain that customer.
You can do that through the nurturing process. So you nurture the relationship with that, with the subscriber. And I always say, email is the one of the best ones for them to get more personal and to share more advanced value, because social media you get
distracted much more easily.
And so it's very hard to get like a lot of value from social media posts like you get 100% but the problem is that when you go on social media. First of all, you just scroll very quickly with the fingers, even if you find a nice poster you save it, you get
it because while you're reading something important and immediately after there is a funny video and then there is the cat jumping on the table and then this and then the friend text you and so it's always like this whereas the email is, you are more focused on the question
many people say hey but you know the emails if you send emails too much. So, too many emails like he said it can be a problem. Well actually is the opposite.
Because when you send more emails first so you're going to stay on top of their mind.
Plus, I always say, if you are one if you 100% believe that you're sending, but you're giving value, real value to your subscribers why you have to worry about if someone reads your emails or not.
If you know that you're doing this from a place of love, from a place of value to help people out. You don't need to worry about if people opens on open and this, and another second thing that this I read it a couple of days ago.
And this actually again comes from the commerce world. He was an e commerce market here who was saying you to all the people who talks about the, they don't open my email sorry my marketing email marketing is that this and that people might get annoyed
he said that people barely knows that you exist in the marketing world. So, yeah, they, they definitely all the things going on. They don't definitely ruin their days because you send one extra email, you know, you said, and another common trade that most of the
creators on social media is to create as much content as possible. Some of the creators they post three, five, seven, even 10 times a day.
And so when a year, and people follow them and actually the following this bigger like you barely see content creators that they just post once a week, you know, like big, big accounts with 100,000 followers or 1 million followers so when you send one email a day,
or even three months a day.
They no one gets annoyed, and the very few, the very 1% or 2% that might get annoyed.
They will one they will never buy from you.
And sure, there are people that you don't take, you don't have to take them into account you know they are the people that that they join but they don't really know what they're doing that you have that you have to focus on the other 98% of people who are looking
for your values who are ready to really connect with you and eventually buy from you. So, important, any, any relationship. If you think about relationships in life, whether it's your relationship with God your relationship with your family your relationship
with your spouse or lover, all relationships intimacy is created by communication.
So, when you think about it, you know, it's it's the old you know marriage joke well I told you I loved you when I got married, you know, no, you know, you want to be.
told I love you and you want to be told in different ways many times throughout the day,
right? And so when you think about, and again, you know what, what this is really about,
it's more about you than about your readers, right? And that's why in both the sales master
class and the follow-up master class, I said the first thing is changing how you see yourself.
Do you see that you're being a pest? Do you see that you're being salesy? Like,
what's the negative stuff that you're seeing, you know? And of course, if you see yourself,
then you'll create that reality. But if you see yourself as very generous,
and so you have this knowledge, you have this experience, you have this love,
and so you're being lavish, you're being generous and saying, how can I add value?
And so you're coming from this place of lavish generosity that what else can I share? How can
I inspire? How can I encourage? How can I teach? You know, all these ways of constantly asking to
yourself, how can I add value? And, you know, do this in any relationship, and that includes your
relationship with your email list. That is a relationship. On the other side of that list,
on the other side of those email addresses are real people with real pains, real desires,
real needs. You know, I was talking to a coach last night, and she says, I'm just so nervous,
I'm going to really mess up on this sales call. I'm just so nervous. And I said, on the other
side of the sales call, the reason they scheduled with you, on the other side of that sales call
is a real person. And in her case, it was a mom with children, is a mom who loves her child,
who is really concerned, and concerned enough to reach out and schedule a call with you.
So she's coming to you because she wants help. So don't get caught up in, you know, am I saying the
right things? And am I saying too much? And am I, you know, look at the other side of the email list
and say, these are real people. And some of them have lost loved ones. Some of them are facing an
illness, some of them are facing a financial, some of them are trying to figure out they want
to start a coaching business so bad, or they want to be healed so bad. You know, it's really
important that you repersonalize your email. And now you're coming from a place of love, how can I
add value? Well, can you love too much? Can you communicate too much with those you love? Can you
share too much with those you love? You see, you only have that thought if you have the misperception
in your mind that you're bothering them, that you're being a pest, that you're being salesy.
So the real switch starts, don't you think, Ugo, the real switch starts inside of us?
100%. And I want to add another very important thing, what you said, because I 100% agree with
that. I want to say also, when you communicate with your potential clients, colleagues,
friends, whoever, it's very important, because this is a very common mistake that most of the
people make, to share everything you know, you know, like don't hold you back. Why? Because
many people think, oh, this is, if I share all my secrets, they're gonna, like they can do by
themselves, you know, or they're gonna do it. And so then, like people with, won't buy from
my services. Actually, that's totally the opposite. Three reasons. One, because you move from a place
of love and abundance. Yeah. So not from scarcity. The second reason is because you share all the
knowledge, the steps, and you really show them that you want to help. And third, because people
think, okay, first of most of the people, they can't do it as you like, as you want, like, like,
if you make a comparison, like you can make much better than them. It's like a doctor, it tells you,
okay, this is how to make the surgery. You can do it by yourself, or you can do it, or I can do it,
you know. Of course, you will always go to the, to the doctor, you know, even if he tells you step by
step how to do it. And third, they also think, okay, but if this person is sharing everything,
I'm sure, you know, he or she knows much more than, than what they are sharing, you know. So that's
also something very important. And you over deliver compared to all the other people that they just
shared the very few tips that you can find, just you Google them and you find them. Whereas when
you share as much as possible, people notice that they think that, and also the real proof is what
you are doing right now, you know, like Brenda, me, we are sharing everything, you know, we are not,
we are not trying to.
like hide some secrets or doing this or doing that.
You see, we are sharing the systems, the strategies,
the emails that we write,
the psychology behind the emails, why?
Because we know that we can help people,
we can help you,
and we want to do whatever we can to help you out.
Then you can choose if in the future
you want to work with Brand or work with me,
or even ask to one of your close friends
to work with Brand or with me or with other people.
But even if not, we still move from a place all over,
you've got some value from that, you know?
So that's very important.
It's something from a psychological point of view
makes a huge difference.
I really, really love that you shared that
because that is a common thing.
Like, well, I don't want to share too much
or they won't have anything in my course or they won't come.
And it's the opposite.
And so I was thinking about two things.
One, you talked about retention marketing.
So acquisition marketing, you're getting the new clients.
That's only the first step, right?
Acquisition is keeping it, right?
And so this acquisition, one of the things that,
let me just see, people are coming in, let me add Tracy.
So one of the powerful things
that I've learned over the years
about acquisition, about people staying with you
is that if you are helping a person grow,
if you're adding value,
if they're learning as a result of being with you,
if they're inspired or encouraged or feel supported
as a result of being with you, they will stay with you.
That's number one.
So that's why adding this continuous value,
it is retention marketing.
They wanna stay with you
because they're always getting value, right?
I always say people and money go where they're treated best.
People and money always go where they're treated best,
right?
So this becomes very powerful.
There's more to it.
With all of this, there's always the surface principles
and there's the spiritual underpinning, right?
And so in the spiritual underpinning,
you can think of the law of sowing and reaping.
And it says that if you sow sparingly,
you'll reap sparingly.
And if you sow lavishly or abundantly,
you'll reap lavishly and abundantly.
So two things happen when you're sowing abundantly.
What happens first is within yourself.
When you come from a place of love and abundance,
you're actually breaking the spirit of poverty
and the spirit of lack inside of yourself, okay?
This is why like tithing is a principle.
It goes way back past the Bible, back to Babylonian times.
It's a wealth principle
because the consistent giving activates the flow
and that 10% breaks the idea of lack in yourself.
I've got more than enough to give.
And when you get in the habit of always thinking
from a standpoint, how can I add value?
What happens is you grow on the inside.
You don't become depleted.
On the contrary, more and more and more ideas coming.
The more you write, the better you get at writing.
So there's this activation of flow that happens
first within yourself and then with your clients.
And then like Ugo said,
your clients really wanna go from glory to glory.
If they've gotten one thing from you
and you've added value, they want the next thing.
And you've added value, they want the next.
So now you've got this solid relationship
that is good for them and good for you.
So really valuable information.
Let me check in with you, Kate.
I don't know if you're out of place yet.
You wanna ask your question?
There you go.
You gotta unmute yourself.
Hey, gosh, I don't know.
Like that, just listening to that
is just such a powerful reminder of how far I've come.
Number one, I did consistent email for over like two years
and loved it and I kinda got to a place
where I started getting my attention shifted
to social media and stopped doing it.
And then I wasn't getting the responses through email.
So I started assuming that,
well, I'm not getting responses, it's not really effective.
So let me shift my energy.
But now I think I'm to the place
where I'm looking at it from a different perspective
of that nurturing, of that, let me build relationship,
let me keep giving.
And so, but it's funny,
cause I still have a trigger in the back of my mind
going to be careful about overgiving, right?
Cause I come from a history of overgiving and burnout,
but now I'm like, oh, wait,
when you're coming from an energy of love,
there's no burnout.
And so I can go back to that
from a different place and a different mindset.
That's a really good point.
I wanna address that really quick.
And then you continue your question, because that's a common question.
It's so common that I think I got to bring it up.
OK, yes. This idea of women in particular that are already over givers.
OK, and they're like, I do give and I'm not seeing it back.
OK, there's one more step to that.
And that is, where are you coming from? Right.
So are you over giving because you hope to be liked
or are you over giving because you want to be accepted?
Are you over giving because you've been conditioned
or are you over giving because overflow,
overflow can't help but spill out from you
because you're coming from such a place of fullness.
I had someone once in a restaurant, take a glass and start
pouring a pitcher that was on the table and the glass.
And there was a plate under it.
And and she started pouring in the glass, filled up.
And then it kept filling and it started spilling over.
And I've never forgotten this visual.
She said, that's where God wants you.
He wants you receiving so much from him that there's just overflow
and it just spills out on everyone and everything around you.
That's what we're talking about here, that you're having your morning
spiritual practices and you're reading and you're praying
and you're meditating and you're learning and you're connecting.
And you've got so much overflow that then it spills out. Right.
And so I'm really glad that you brought that.
But let's let's get to like your main question.
But I couldn't resist that because that's a comment.
No. Yeah, that was coming up.
I think maybe my main question
is like, what are some ways that I can continue?
Because I started trying to use the reply method and maybe I've gotten
a few little replies, but I'm trying to think how was some other easy ways
to engage that maybe I'm I can.
Play with. Yeah.
So basically,
a like we have to make not one, but even two steps back,
you know, and actually zoom out a bit to to understand
why they are not replying.
And what I mean with that is a like this
like we have to it's all about the quality of the email list.
OK, the quality of the email list, as well as a split test,
you know, because the reply based emails works very well
for in for Brenda's email list.
But it's not like it might not work very well for other
for other people, you know, because, of course, it's all about split
that's like me and Brenda to find out this thing about the reply based email.
We spent nine months, I think something like that.
We were we tested everything like many different angles,
these and then we found out that the types of emails that was the best,
the best approach is how to promote the products.
And we had to also break some beliefs, you know, that we had about,
especially from a marketing point of view, because we always try to avoid
the direct response marketing approach, which was more aggressive.
But then we found out that in certain circumstances it was working very well.
So we had to kind of step back and say, OK, let's adapt to the
to the type of email list.
But so the first thing is all about the quality of the list.
So the first question I would like to ask you is
when did you start this email list like?
I probably started it in 2018, but it was a very trickly little
little additions, and so it's still pretty small.
It's only about one hundred and forty people.
So I guess more maybe the thing is what maybe I need to be doing more courses
or little things that bring in more people into it.
I don't know. What would you advise as the first step?
I guess. OK, yeah, that's very important.
Before I answer to the question, like the second question is,
what is like these people?
Did you get these people from social media, from like what type of channel
did you use to try to come people into subscribers?
So the last probably nine months they've been coming from the people
that I'm getting signing up for calls. Right.
So they're just starting to add those.
Before that, it was either.
Yeah, maybe I did some kind of a challenge or something
and got them on there that way.
Mm hmm. My writing, my blog posts, that kind of thing.
OK, got it. So, of course,
by the way, I want to add a small bracket right now.
Did you see like when when I was talking, it is very important
to really understand the psychology and the background of
and every time we talk about the email list is very important
to understand the quality of the list, where the traffic was coming from,
because many times the responses, the the operates,
the conversion rates are really affected by this factor.
So you really have to look at everything like a doctor.
And this is not only for.
from myself, but also for you as the coaches,
they have to prescribe this,
they have to first ask questions to see what's going on
and then prescribe the solution.
So in this case, of course,
I might ask other seven, eight questions
to really understand, but there is no time.
So I will try to go as fast as possible
due to the, thanks to the information that you gave me.
So the first thing I will do is to really start sending
a couple of emails, trying different angles.
So for example, if you use the education,
try to use entertainment,
try to offer something, another incentive for free,
or trying to use, for example, even the call,
like if, for example, with some people,
if, for example, you want to give away a free call,
60 minutes call, you can do this, you know,
like you can say, okay, if you just reply to this email
and let me know if you are interested about that,
you see how many people reply.
This is what you can do with existing current list.
So it's more about experiment
because likely it's a very small list.
So it's really about the quality of the list.
Usually when there are challenges involved,
the quality of the list is a bit lower
because many people might not,
they join because of the challenge,
but then they don't want to get involved anymore, you know?
So it's, what I would recommend for the future
is to really try to focus more on quality list.
Don't worry about the number of the email list right away.
Wanted to ask you, what's, like,
do you use social media now to get new email subscribers?
Marissa?
Well, have in the past,
I don't think I've really had much coming from social media
to my subscriber list other than through the messaging
and, you know, signing up for a call or something.
I will say my,
I feel like I've nurtured that list pretty well
that I have probably like a 50% open rate.
Like they know me really well.
And so, but it's, they're still not engaging, I guess.
Yeah.
Got it.
Sometimes it's also about the content.
So it's, because if the open rate is 50%,
it means that they open.
It's just that probably also that
how the email is written and the type of content
that must catch their, like, you have to,
maybe they open, they read the first two, three sentences,
and then they close.
So at this point, if it's 50% open rates,
it's most likely it's the quality of the content.
So it's very important to see the type of content
that you're sending.
What I recommend is to start with,
try to simplify the content,
try to focus much more on action steps,
or like some very, just pick,
like follow the rule of one when it comes to lessons.
Just share one specific lesson,
and then preferably a couple of action steps.
Usually no more than two.
Try to simplify everything as much as possible.
Try to be yourself, like write in a way
that looks very human.
You know, like if you're almost writing to a friend,
you know, also use a bit of fun if necessary, you know?
Like, and then try to focus on the call to action,
which is the last part.
And when you ask for the reply,
try them to really get involved for something bigger,
you know?
Like, for example, if you are building a new course,
or if you are writing a new book,
or if you're launching something,
try to talk more, like try to involve them
to be part of something big.
To say, okay, like I'm, like, just be honest,
like be vulnerable and say,
I have a couple of doubts about these specific things
because like, I would like to create a course,
for example, on, I don't know, clarity,
but like, I also want to create one about,
I don't know, networking and then one about sales,
you know?
Like, I would like to create all of three together,
but I don't have time.
So if I have to pick one,
which one would you be interested?
Like, if you just reply to this email
and I would love to hear your thoughts
and why you would like to do that, you know?
Like, you see how more engaging.
So yeah, go through the process.
And once they reply, you thank them,
you reply in a very personal way.
And if you have a small incentive to give them, give it,
because they're going to remember, they're going to engage,
and they're going to also invite people
to join to the list.
So this is-
Reward the behavior, right?
So you're saying, you know, if they do reply, you know,
I like when they reply to reply right away.
And even if it's just given-
my heart and just recognizing and appreciating them even that so that they feel like it does
matter when they reply and so next time you ask them to reply they're they're more likely to do
that. Well ladies we're already seven minutes over um office hours we I know Uga and I could
go for hours and hours almost because it's our passion and it's fun but I pray that you've been
blessed by this and um we of course have it the next two Thursdays um just an extra blessing of
being a prosper leader member so thanks for coming those of you that were roots and gleaning I pray
that you gleaned uh a lot Ugo thank you for your time and really sharing your valuable expertise
and um yeah just blessings to each and every one of you and we'll see you next week um same time
same place