We’ve all been there.
You start out starry-eyed and excited to fill programs, sell out workshops, you just KNOW what you’re offering is going to be incredible and everyone will want in.
Until they don’t.
Or at least, not at the pace you’re expecting.
It can be discouraging when you post and post, and seem to shout it out to the world that you have the perfect offer, and only hear crickets. You’re terrified of burning out your list and audience and you have no idea what to venture into next to bring in more leads.
This is exactly where today’s podcast guest finds herself as she fills her new 12-month membership program, the Warrior Wellness Tribe.
Brittia Kubeczka poses the question, what do I do if I’ve already tapped into my warm market of people who know me. What happens next?
As you’ll hear on the episode, I love this question because by listening to the questions I was asking her, you’ll start to see that just when you think you’ve exhausted your warm market…
you’re probably ONLY getting started in it.
There are four types of buyers you need to be aware of, and market to, whenever you sell ANYTHING.
1. Impulse buyers
You already know these. They are the people who jump in at the beginning of when you launch an offer because they love a good deal and they can’t help themselves.
2. FAQ buyers
These buyers have an intense need to know EVERYTHING there is about your offer before they can make a decision.
3. Heart-centered story buyers
These buyers are your emotional feely-type of buyers. They love to buy because they are motivated by the stories of the offer. The testimonials, the case studies, the impact of things is what drives them to click SIGN ME UP!
4. Deadline buyers
And, we should all be familiar with these buyers. They are the ones who slide in at the last second before you close down your offer… before the workshop is full; before the bonuses run out. They are fence sitters and a countdown and scarcity are what drive them to finally take the plunge.
Knowing you have four layers of buyers to market to provides you with a ton more ways to market without feeling like you’re over-doing it.
Beyond knowing the types of buyers you’re marketing to, what else can you do to spice it up and try new things?
Which New Social Channel Should She Expand to?
Brittia is considering experimenting with IGTV or YouTube, since she already makes a lot of videos.
When branching out onto new channels, make decisions based on which one feels easier and the most fun. It sounds like a weird filter, but if you’re not enjoying it, you won’t do it consistently; and the thing about content creation is, if you don’t do it consistently, it’s almost not worth doing!
The second thing you need to know about being in #alltheplaces, is that if you try to do everything at once, you won’t know which channel is making the biggest impact on your numbers (leads, conversions & revenue) if you’re spread out so much. So pick ONE platform you love AND that your peeps are on, THEN once that is consistent and bringing in more leads and money BEFORE you move on to the next one.
The final piece we tackled on the call, is if I haven’t exhausted my warm market, why aren’t they buying?
Brittia and I dove into what objections she’s running into, and what mindset issues her ideal tribe member may we dealing with BEFORE they can even consider joining her Wellness Tribe.
It’s a case (which all of us have) of selling them what they want but giving them what they need.
Her ideal person thinks their problem is either not exercising OR nutrition OR both. They most certainly don’t think it’s a mindset issue [EVEN IF THAT’S THE REAL PROBLEM]. So if she comes at the angle of it’s a mindset issue, and they don’t think that’s the issue, they’re going to automatically rule themselves out as a candidate to join.
By tackling the elephant in the room, and broaching the topic of what they really, really think they need help with and showing how the Wellness Tribe will solve that AND make sure that they never fight it again… that’s when she’ll fill up her program, no matter what price point is.
Connect with Brittia
Warrior Wellness Tribe
Fitness & Fringe
Follow her on Instagram
Watch Brittia’s amazing time-lapse workout videos with baby animals, newborns, and pets.
Join her free Facebook group: Beyond the Fringe