You're doing a launch. The pressure is on. You've got it all planned out. You know what you're doing. Your subscribers are getting email reminders daily - hourly even. But then the launch is over. And... silence. What now? What do you send your subscribers now? Today, our awesome guest Marley Jaxx helps us add an unusual (but extremely clever) step to our checklist for product launch.
It's one you haven't thought about...
It's one you don't want to miss out on...
So are you ready to find out what to do after the cart closes?
Let's go and find out with Marley.
SOME EPISODE HIGHLIGHTS:
(2:48) Did Marley once really load money to a Shark from TV shows Shark Tank?
(4:20) What happens when you launch a new product?
(6:01) The first reason why people don't buy from you.
(6:38) The second reason why people don't buy from you.
(7:22) A look into Marley's post-launch email sequence.
(10:55) How to add a high-ticket item to your funnel.
(12:06) How to price your high-ticket items.
(14:01) Handling follow-up conversations with your subscribers.
(16:27) Time-bound urgency vs scarcity.
(17:44) Subject line of the week with Marley Jaxx.
What happens when you launch a new productMarley Jaxx is really prolific at creating and launching new programmes, so we were quite chuffed when we managed to twist her arm and get her to talk to us about what to do in those eerie, terrifying moments and hours after you close the cart after a big launch - be it a membership, a coaching programme, a new product... anything you sell.
So you've closed the cart. What's next on your checklist for product launch? What exactly are you supposed to say to your subscribers now?
Marley likes to think of the value ladder in her business like a "Choose Your Own Adventure" course. So let's say you're doing a launch, and it closes on Friday night at midnight. Leading up to it, you're sending out all these countdown emails, encouraging people to buy, adding bonuses and scarcity and urgency. The worst thing you can do after the cart closes is to ghost them, right?
So the next day Marley sends an email out to anyone who didn't buy...
The first reason why people don't buy from youNow, in this email, Marley covers the two reasons why people didn't buy the product she just launched.
The first reason is that they weren't ready. Financially or emotionally, they just weren't ready to take the leap and buy. Maybe they need a bit more time with your business. Maybe they want a little bit more support before they make a decision. And that's fair. So what Marley does is to offer another programme or point them to a different low-ticket item she's selling. And if that's not right, then she invites them to take one of her challenges again to help them get some quick results and fix the problem they're experiencing. Clever, right?
But the best part is this...
The second reason why people don't buy from you (and that's unexpected!)
The second reason why people might not buy from you is that they want more help! Maybe they want a done-for-you solution or one-to-one coaching. So this is where Marley tells people about her high-ticket items - like spots on a specific programme, for example. And if people want more information, they're sent over to an application page where they can pop their details in to book a call.
Isn't that mind-blowing?! And just so much better than sending them a hint or a handy tip a few days later and then ghosting that subscriber until you're ready to promote your next launch?
You've got to admit - pointing them to something that's less commitment is one thing. But would you have thought about offering your subscribers something more expensive?
Probably not, right?
And it makes perfect sense. Because people are either going to spend more money than time or more time than money on something - depending on where they are in their journey. Somet