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The sales funnel I


All internet company has a funnel in sales ("sales funnel '). The visits come to the web , conversion occurs and of these, some customers become final. So far nothing new. What is perhaps not so obvious is the multiplier effect.

The multiplier effect

Working While each of these 3 phases has increased pay for what you believe. I show you a simple example.


1. Imagine a business in internet you get 100,000 hits month.

2. These visits become leads web page (eg requesting a budget ) at a rate of 10%, ie, 10,000 leads

3. Once have abandoned the web , 1% of these just getting customer leads, a total of 100 clients (those that generate income)

improved by 25% each phase separately

1. Implement or improve AdWords campaigns , for example, and up to 25% monthly visits, we went to 125,000 hits

2. create tests of landig with page Google Website Optimizer , for example, 25% and improve the web conversion from 10% to 12.5%. These are leads 15,625

3. Introduce a series of e-mails a autoresponder, for example, to convince gradually to lead ends to accept the budget in greater proportion. Instead of 1%, we get 1.25%.


The overall process improvement to 95%!

The multiplier effect means that instead of 100 customers we now have 195. That is, small increments applied at each stage of the funnel have nearly doubled the results.

In the next post we discussed how to improve each of the 3 phases.

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The power of the text This web

If you speak little unconvincing.

If you talk too bored.

Do you know where virtue?

If you answered in the middle, you can be in error. Or not.

I have two cases to share with you which demonstrates the power of the texts. Two cases of websites in which we test the amount of information needed to get the answer.

His teachings are extrapolated to a mailing letters, the text of an e-mailing or the number of blades you have to have a brochure.

Case 1: More wood

In this case, we test a long landing page against another almost twice as long.


Contrary to those who say that "people do not read" the extra-long on the right won a resounding: 27.9% conversion, 14.0% against the first.

But this does not mean that landing pages should be as long as may be possible. If you talk too much you can create a doubt or suspicion and the sale is completed. Occurs in the following case.

Case 2: Far or little

three lengths were tested, each new version added more business case:


Neither short version (the "squeeze pages" or pages that are now squeezed fashion) or the full version.

virtue in this case was on the average. Although this example I can not reveal details, I can tell you the differences between one version and another were two percentage figures. Negligible.

The power of the texts

web pages are a combination of design and text.

The design speaks to the mark, but the text is which leads to action. We all have the letters of the alphabet twenties to play with, but depending on how the combinations can be very different result.

The main lesson of the above is that how you say it is a key variable degree of success.

The second is that if you do one test never know if you need a minimalist page four sentences, or no longer encyclopedic web or an unanswered question.

But there is another not so obvious teaching and learning to coscorrones when you start doing tests:

The test must be carefully planned
or may be a waste of money and time.

This is not guess what's going to win. But:

- Guessing how much of your website is the first you should test.

- Getting it right if you should test landing page length, or concepts, or tenders, or processes, or forms, or ...

- Match in the tools that will enable you to make a test easy, fast and guaranteed.

can not test all at once. So if you do not succeed with this plan, the test can give you the worst possible outcomes: there are no significant differences among the variants tested.

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wonder called Auto-Answer vs Facebook



Do you remember your first pair?

Sure. But ...

Remember if it was that the Cola-cao instant or rather as the slow ripening of an apple tree?

In my case, as in most, get the first appointment I was not an easy task.

was a distance race. In many previous attempts. Deceptively banal dialogue. Seemingly random encounters. Suitors who had to be deleted from your mental catalog, one by one. A lot of work. With reward, yes, but hard work. It took

many 'hits' to get the jackpot (no double meaning in this sentence). If for every new client has to invest the same effort that would do nothing agency presentations 24 hours a day.


Do visitors to your web shop at your first visit?

If you said "yes", which is not interested.

But you said "no", do not you think that there should be a lot of visits to your site who leave and never return? Do not you think you should do something to prevent these missed opportunities? At the end of the day, each visit has a cost, even from the free Google.

As in the case of dating, and unless you are Scarlett Johansson or Brad Pitt, success is a process that requires more than one contact. The problem is how to get more contacts with whom you just left your site and never re-enter.

There is a small wonder that is responsible for you to receive any interested parties, to give them a warm welcome to reconnect with them every few days, to maintain a relationship over time, to keep track of them, to bring them evidence that you have the best product, gradually seduce ... until they are convinced and converted into customers.

This is especially useful when your product or service is expensive or complex and requires a more or less long of purchase. In other words, when your client needs to compare and think.


The small wonder of the auto-responders

This little machine that solves the problem is called "auto-responder" and holds a power that few have been exploited, at least in Spain.

An auto-responder is a service via e-mails, 100% automated, preprogrammed, tested at all stages, ranging from the prospect comes to your website until it is convinced that you are the best option succumbs to your charms. Let

advantages with an example: a company that sells an English course at a distance. The course is 6 months, including DVDs, tutor, phone consultations, exam preparation, etc. The cost is high enough to that he first enters it very difficult to have to buy it right then.

Here is where it starts to run the auto-responder:

1. Subscription: with a good deal, normally at no cost to the interested party is invited to subscribe, for example, with only a name and e- mail. If the offer is sufficiently attractive, the decision is much simpler than buying the course, then the chances are high that you subscribe
2. 24 hours / 7 days : this subscription may be made at any time of day and from any country, the system automatically
3. Double Opt-in : the system sends an e-mail to subscriber to confirm that is really a person and not a machine collecting e-mails, ie, avoid spam and complies with privacy standards
4. Home of the relationship : Once confirmed, send the first e-mail. If the strategy is well made, the user is waiting for this e-mail and "devour" on arrival.
5. continuity of the relationship: the next day, after 3 days, etc. will receive further communication, not directly for sale, adding value but the important thing is that the user sees the e-mails but not as advertising incordiante as a "well I am subscribed to"
6. Eventually, interspersed invitations to buy the English course, but always within a context of relevant messages . That is, although at that time do not buy, it is important also withdraws from the list
7. The process is repeated for each new subscriber, you receive automatic so whole series of contacts, each with the periodicity previously marked
8. The auto-responder performs all management , both high and low, reports of everything (opening ratios, bounces, click ratios, complaints, etc.) and most importantly, lets test it all to improve gradually, and eventually create a system that generates money while you sleep. Business

on autopilot

Ultimately, the auto-responder is for you if you like:

- Go beyond AdWords, Google, impressions and clicks
- Start building relationships long and fruitful relationships with those who visit your website
- Improve conversion, whether in the form of more subscribers, more budget or more orders requested
- Ultimately, expanding the potential of your internet business