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How To Capture High Value eMail Leads

Here’s how to effectively capture targeted leads, take the grind out of sending daily emails and let automation work it’s magic for you! ⚡️

Say good-bye to weekly newsletters; no heavy lifting in moving email Segments and Groups over to specific email lists, etc. This process will capture emails, segment subscribers and keep your customers connected while you do other important tasks for your business..like making money!

A simple automation flow like this one will take an hour or less to set up and the ROI is priceless in the long term!

Here are the Steps to Capture Leads

STEP 1: Choose your MVP (MOST VALUABLE PIECE OF CONTENT)

Find out which blog post, class, webinar, content, free download, landing page, video, etc. garner the most traffic. You can usually figure this out by the comments, shares or through the dashboard on your Google Analytics.

Once you decide which piece of content is your highest ranking, you’ll want to add an *opt-in on this page to gather emails. This method is way better than a generic “sign up for my newsletter” message.

*Opt-in is an inbound marketing approach whereby a marketer solicits a potential customer’s permission to send them promotional and other types of content about a brand. It is also known as permission marketing and can be single opt-in or double opt-in.

STEP 2. Capture the Emails

Once you’ve established the golden ticket content that gets visitors to give you their email in exchange for that valuable info, it’s time to give them the opportunity to make the exchange by plugging in a great pop-up lead capture form. Try Constant Contact, MailChimp or Welcome Mat from Sumo (which is super easy to use and install on your website in less than 3 minutes. Also integrates with MailChimp).

PRO TIP: Don’t bother your guests with a pop-up that may interfere with the article they’re reading. Make sure you ask for the subscribe more towards the end of the content to avoid the interruption or use a pop-up when your guest signals ‘exit-intent.’

STEP 3. Focus in on your Warm Leads (aka High-Value) Visitors

Who are high-value visitors? People who are ready to pay you for your expertise! Maybe they added an item to their shopping cart but then ditched the cart. People checking out your classes or pages that are focused on what you offer are also your high-value leads.

Group these high value or warm leads into ‘Segments’ that you’ll create in your email lists such as Sumo or MailChimp. You don’t want to spam or harass them, but grouping these segments allows you to tailor your marketing to reach them later, also known as re-marketing.

How to Build a High-Value Lead Segment

Give people samples, free trials, free downloads to demo or try out. Keep in touch, continue to send more value to their inbox. If you need help with creating a welcome sequence, I have written an article about it here.

If your product is valuable, a good portion of your leads will come back to purchase.

Tips to Building a High Value Email List Segment:

Offer a 10-15% off coupon before your visitor leaves in exchange for their email address
Create a compelling sign-up page and CTA (Call to Action) for your free premium content
Repeat Steps 1 and 2 on your second highest ranked content

‘To Do’ List Summary:

Find your most valuable piece(s) of content
Use this content to grow your email list
Create the high-value segment and collected their emails

STEP 4. Creating Email Sequences

The next valuable step is creating a great welcome email sequence! This is an email that will be sent automatically and immediately after they hit the subscribe button.

I use MailChimp for my email marketing, which is very easy to use, affordable and includes tons of integrations.

PRO TIP: Almost every paid email service provider offers automation options (i.e Constant Contact). Based on what we did in steps 2 and 3, we have two segments that correspond to two lists:

General visitors who subscribe through your main pop-up get added to a ‘Main Email List.’
Your high-value segment Subscribers who drop off close to purchase get added to a ‘drop-off’ or ‘retarget’ list.

Once you have that list established, you’ll set up a trigger email sequence when a new subscriber gets added to your “Main list” and set your first email in the sequence to go out immediately after the trigger to deliver the promised content/download/freebie, etc.

Here’s how to set it up on MailChimp:

Go to:
MailChimp Account > top navigation bar > Automation > select “Create Automation Workflow” (this is what email sequences are called in MailChimp)

Next, select the list for which you want to create an automation workflow (main or drop off).

Choose the type of workflow you want to create. To start fresh with a new automation, use ‘Custom’

Name your workflow, set up the email name and “from”. (Check the boxes to track the emails so you know who opens and if it’s working or not)

Configure the Trigger: (the signal MailChimp needs to include the subscriber into your automated workflow). Choose: “Subscriber joins list” from the drop-down menu, and Next.

Now add your first email! The default delay is 1 day, make sure you change that to Immediately if you want the email response with download or freebie to send as soon as subscriber joins.

It’s time to design your emails! (The fun part for you creatives). Hit the “Design email,” button and write a grabby subject about the awesome content they’re getting. Include all pertinent info in the email such as a quick thank you and a link to download the freebie. (You can add that PDF or downloadable content in MailChimp).

Last step: Configure scheduling! Set scheduling to ‘Every Day’ unless you have other ideas for when you want to send this automation.

Now that you’ve delivered valuable content in exchange for their trust (and email), it’s time to nurture those contacts and leads with a continuation of high value content with an email sequence.

To create an email sequence, head over to my article here to read the best practices as well as some free email templates to download!

How to Attract Better Clients & Earn More Money

If you’re a professional just starting out, or even an established consultant or business owner, your main gripe is probably this: How do I get my clients to pay for my services? Or, Why do I keep attracting clients who don’t want to pay me what I’m asking for?

For starters, you’re going to have to reassess what value you’re offering and then make a mindset shift. Secondly, you could just need a lesson on how to create better boundaries.

Or third, you could just be blowing all 5 of the “Business, Mindset, Money Mastery” rules, which are:

One: Integrity.

In ‘The Four Agreements‘, Don Miguel Ruiz speaks about being impeccable with your word. I am a pretty literal and precise when it comes to tasks, appointments and my outlined duties with a client. And I generally expect the same. You are the mirror for the current (or future) clients you’re attracting. If the customers you’re currently attracting aren’t ideal, it could be several factors, one of which begs the question, what kind of client are you? Be the mirror to your clients. If you operate out of integrity and consistency, you will attract the same kind of individuals. Attract what you want by being and reflecting the value you’re asking for.

Two: Command Premium Prices.

Are your services or products worth it? Here’s the thing: If you don’t think you’re worth the price you’re asking, everyone else will think it, too. We teach people how to treat us, whether in our business or personal lives. If your products or services are not yet worth what you’re asking, do what you need to do to raise the bar. If they are worth more but you’re not asking for more because you are afraid, you still aren’t telling the client that you’re worth it.

The first thing you’re going to have to do is remove the blocks that keep you from asking for what you’re worth. Find out whatever those blocks are and fix them, stat! They could be something as deep as inner emotional work or as superficial as creating a better website or program. Whatever they are, seek them out and fix it. You aren’t helping anyone, including yourself, by playing small.

Don’t worry about pleasing everyone. And don’t spend too much time with tire kickers or the ones who don’t want to pay for your worth. Spend your energy attracting the clients who will respect and value your time and talent. Smart clients who pay more for quality work generally get better results, and they know this.

As a freelancer, consultant or business owner, you also know that you will deliver a much higher quality product when you know your clients are paying you what you ask.

There is an expression I love and it states, “If you think hiring a professional is expensive, try hiring an amateur.”

Have you honed a skill so well you’re a master at it? Are you great at selling, speaking, writing, consulting, changing lives for the better? Don’t be afraid to ask for the price you deserve.

✅You are not just selling a service, you are selling VALUE and most importantly, RESULTS. Because let’s face it, positive outcomes are priceless.

What is the value of the results you can give that client? Is it $15,000 worth of sales, $9,000 worth of unnecessary fees or $50,000 worth of advertising exposure for only $2,000?

Three: Position Yourself as an Expert

When you’re first starting out, nobody knows a damn thing about you. Humans don’t generally like things that are too unfamiliar, either. But, that’s ok, I’m sure you’re not reinventing the wheel. Just find ways to show them what you do and how you can make their lives better.

Don’t spend so much time with ads trying to tell or convince everyone how much you know. Create freebies, video content or printable literature and give it away; show them what you know and do until your reputation supersedes you. Give value through free webinars, tutorials, lessons, samples, downloadable books, etc. Create social proof with the value you consistently offer. And THEN, bring in the ads to drive traffic to your value.

Four: Become a Master of Your Time

Time doesn’t always equal money. In other words, don’t be afraid to aim for low-hanging fruit and harness a ‘less effort for the highest reward’ strategy. The more time you spend on clients should not always equal the amount of money you make. For example, you could spend 30 minutes each, per day, with 5 clients at only $45 each ($1,125), OR, you could be reaching 50 clients in 1 week through a 1-hour group conference call or live webinar at $50/ea. ($2,500). Which one will utilize less time, emotional energy and offer a higher reward? Obviously, the once per week webinar or conference call.

And if a client requests 1-on-1 time, the price you set should be higher. Again, if you’re really good at what you do, s/he will understand and honor your prices. Yes, your time is valuable, but it should be priced accordingly.

Five: Don’t Try to Do Everything By Yourself

I realize when you’re just starting out it can be tough to find people to work with who you can afford and trust. But as a new business, you need assistance and help from people who are experts in their field. Whether graphic design, marketing, copywriting, billing, personal assistance, website design, videography, business consulting — whatever area you need that will help your business grow should be prioritized and delegated to someone else. Trying to do it all yourself can create delays, mistakes, overspend in unnecessary ways or poor brand positioning and creative visuals.

Don’t try to do everything on your own. Prioritize a budget for help and find the right people to assist. Build your tribe!

Bonus Tip: Stay away from Freelance Marketplace sites such as Fiverr, UpWork and CrowdSpring, unless it truly pays off big time. Sites like this take a huge chunk out of your pay and you have to spend an awful lot of time working upfront and writing proposals for clients who may waste your time or hire someone else simply based on a lower bid price. Don’t fight for scraps, or deal with low-ballers or tire kickers. A lot of clients on these platforms are looking for free consulting, discount rates and don’t want to pay anything for high-value services.

How to Create an Email Sequence that Converts

Your subscribers are pouring in, now what!? In my free guide below, I’ll show you how to create an email sequence, and the first Welcome Email Series that will keep your subscribers on-board, engaged and eventually become loyal, paying customers.

Getting Started: Writing a Welcome E-mail Series

Why should you write a welcome email sequence?
How many emails should you add to your welcome email series?
How often should you send these emails?
What do you write in your welcome email series?
How do you combine your broadcasts and your welcome email series?
How do you transition from a simple welcome email series to selling something?

Download the free Welcome Email Series Templates ?

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Click Here to Download!

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Why should you write a welcome email sequence?

You may never get a second chance to make the first impression. We hear that all the time, right? Well, its the same concept when a customer lands on your page for the first time and chooses to subscribe to your email list.

They are opting in to share their contact information with you. As a courtesy, the most important thing you can do is follow up. Create a warm welcome email thanking them for signing up and offer something as a way to say thanks.

What will keep them engaged and tuned in for the long haul will be your email sequence that follows that initial “thanks for signing up!” email, or, your “welcome email.”

When your new subscriber signs up or joins, it is better for you to send a personal and targeted email to them rather than a once-per-week Newsletter that goes out to everyone. Creating an email that introduces yourself will feel more personal, and they’ll be more likely to feel connected, which creates customer loyalty.

PRO TIP: You don’t want to send a sales email to a brand new subscriber from the first email touch base. That would be rude and assuming. Let your options get to know you before sending sales-pitchy emails.

Here’s what a great welcome email series accomplishes:

Captures your audience’s attention
Engages with your customers
Creates a memorable experience
Builds trust
Creates fertile soil for customers to buy

Essentially, your welcome email series is designed to get your new subscribers to get to know you, like you and build trust in you to solve specific needs or create value in their lives.

How can you do that?

For one: Always Be Creating Value first. (or, what I like to refer to as the ABCV method). Create value, create value, create value — and then Ask.

How many emails to include in a welcome email series?

I recommend to start with 3 – 5 emails, spaced out over the course of a few days. For example, send the first email immediately after the subscriber joins, and then send a follow-up within 2 days and the third within 5 days. I have found this method is good so that they aren’t scared off, thinking you’re going to spam them daily. It helps to build trust and maintain your audience retention.

Click Here to Download my e-Mail Templates

How often to send automated emails?

Some marketers or bloggers will send more than 3, which could be seen as excessive, however, keep in mind that not all of your subscribers will see, open, or engage with every email you send. For example, if you send out 5 emails, the open rate may only be one or two. Sometimes the open rate is even zero. Which is why it’s important to always be growing your email list. A lot of your success will be a numbers and stats game.

Keep in mind also, that just one “Hello, welcome!” email isn’t enough to get someone to know you, like you or trust you. You need to build that relationship. Another thing to keep in mind is this: you won’t always resonate with everyone. Be OK with attracting your ideal clients who want to be a part of your circle, and letting go of the ones who aren’t on your wavelength.

To avoid feeling too excessive with your email sends, you can try sending more emails but choose much shorter emails or offer different, valuable content (just make sure it’s your own branded content or a collab with another brand).

What to include in a welcome email series?

Here are a few things you could include in your welcome email series:

An introduction. “Hi, my name is Ava. This is my story..”
How can you add value or improve their life?
What makes you an expert? Your credibility, press, reviews, etc,
Your brand story (want to know how to craft your perfect brand story, check out my Branding 101 Course)
Value, value, value (ABCV: Always Be Creating Value)
Engage, ask them questions
Briefly introduce your products and/or services

Email #1 Example: Your Welcome Email

Introduce yourself, give them a reason to look forward to or open your next email!
Use the [Mail Merge] tags in your email provider so you can address your subscriber by name. It’s personal and polite.
Ask them to add you to their contact list so that your emails won’t end up in their spam folder
Let them know what they can expect from this email and any upcoming email correspondence
Remind them of how they subscribed and state your value proposition or what you do to make lives better
Provide a ton of value and give them links to your best content, or offer a freebie, download
Ask to connect on social media (Include your social links)
Give a teaser about your next email
Sign with a signature that is authentic to you, and keep it consistent. (i.e. Sincerely, Always, Xo, etc.)

Email #2 Example: Thanks, Gratitude and Welcome (again)

Re-introduce yourself (maybe they didn’t get the first email, or they forgot). Use this 2nd email as a chance to reintroduce yourself and offer ways you can help them.
Continue to give value
Story tell. I am a huge believer in telling your story and entertaining your audience. Pull them in with a story about you or someone you knew or worked with.
Give them an offer or access to your best performing content or freebie also offers them your best freebie.
You are your new sub are still in the early meet and greet stage, give her a reason to stick around. Give them high value content that will really make their lives easier/better. The best strategy is to offer something that will transform their life immediately, whether in the email or through a link.

Email #3 Example: Story Tell & Give Value

By now, your new sub is getting to know you. You’ve provided her value and haven’t been pushy or too sales-y. Engage with her further through story telling or a personal anecdote that is inspiring. Sharing more of who you are and giving your “origin story” builds a relationship.

Mention a freebie, give a download link or provide a strategy checklist. Give something of value, position yourself as the expert that you are! Use this email to sincerely provide motivation and inspiration.

Email #4 Example: ABC Value, Value, Value!

Second verse, same as the first. Just as you added story and value in email #3, do the same in email #4. Be polite, personable and provide solid tips, tricks, or strategy (i.e. VALUE) that will transform their lives.

Email #5 Example: The Ask (AKA: Sales Ask)

By email #5, your subscriber should know you and trust you a lot better. S/he’s warmed up to you and more likely to buy what you are offering. It is now time to ask for the sale or guide them along into the sales process.

PRO TIP: Do NOT be afraid to ask for the sale. If she passes, that’s OK. Remember, this can be a numbers game! If you are offering something that you know is truly valuable and you’ve worked hard on it, the price and what you’re asking for is VALID. Not everyone will be paying customers right away. Keep a positive relationship open with them, sometimes people need more time. Or, maybe they’re just curious.

To Start the Sales Process:

Ask them for the sale directly by selling a low-cost product to try, or offering the full monty at an introductory (early bird) rate.
Follow your offer up with 1 – 2 reminder emails and let them know the offer is limited and the doors are closing soon
Invite them to participate in one of your sales funnels (a webinar, a free email course, or video series?) which provides value, and more specific information on a particular topic. You can use the end of the landing page or video to pitch them your full product offering.

PRO TIP: Don’t combine your email broadcasts (plain ‘ol newsletters) and your welcome email series. You’ll only want to send broadcast emails out for non-subs, and subscribers who are not in your welcome email series.

The reason for this is simple: You want to send targeted, specific, and customized emails to every new subscriber to make sure their first experiences with you are personal, positive, valuable and memorable. You don’t want to interrupt this very personal (and strategic) flow with a random sales email, or your latest blog post. Remember, we are still in the getting to know you phase.

Almost all email service providers like MailChimp, ConvertKit or Constant Contact, give you the option to create groups within email lists or exclude certain audiences when sending out your broadcasts.

So, how do you transition from your welcome email series to keeping that open dialogue and potentially selling to your subs later? Well, there are several ways, such as:

After your welcome email series is completed and they still haven’t committed to the sale, you can send them to a sales funnel to sell them a product down the line. It could be an email sales funnel, or a webinar sales funnel. Most people start with an email sales funnel. It requires less commitment, tons of value and allows you to sell without the hard sell of a webinar.

PRO TIP: A great sales strategy is offering and delivering a high-quality product that brings so much value and changes lives so much that it sells itself.

“Value Sells. $h*T does not sell.” -Dan Lok

The main takeaway you can glean from this strategy is this: Build relationships, give before asking and keep the conversation going in a way that is respectful.