One little secret I learned from the Clickfunnels launch.

The sequence is what sells people. It’s all of these indoctrination pieces. It’s all of these things that are happening ahead of time that pre-frame them and get them prepared and get them warmed up to actually buy, where at the last minute, a lot of people never even read the sales letter. They’re just going to buy it because they’re going to buy. That was kind of a big “aha”, a big epiphany for me. Having the perfect, scripted sales pitch is awesome, and especially for cold trafficking. If they don’t know you, and you’re driving them in from Facebook or somewhere where you’ve got to click and you’ve got to convert them really, really quick.

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Good morning, everyone. This is Russell Brunson, and I want to welcome you to “Marketing in Your Car.” Hey, guys and gals, and everyone who’s listening. I hope you’ve had an awesome day so far today.

If you’re in the car right now, then you’re just like me, and you’re getting excited and pumped up for the day – trying to get in the state, right? I just want to talk about what my mind’s been on all weekend, because it’s been kind of exciting. For the last however many years – seven or eight years, I’ve been watching everyone do their big product launches.

They do the multi-video sequences and all of those kinds of things. I’ve done a lot of product launches in my day, but I never really did the whole multi-video thing. For whatever reason, I just never did it. The first time I’ve really done it was with the Click Funnels launch to our own internal list, where basically – and partly it was because we had these really cool product launch funnels that I wanted to test out, where it lets you do four videos and all kinds of stuff, and so I got really excited to try it out.

So we made these four videos and they were fun and they were entertaining and we got to use some good content. It was just kind of cool. The coolest thing about it was that people loved the videos. Even those that didn’t buy it, they watched the videos. They loved them. They build a good relationship, and it was cool. I keep thinking more and more about that.

I remember I was at a Mastermind meeting, and Frank Kern was there and he was talking what he calls “indoctrination pieces”. He says that before he sells anything, he sends out three or four e-mails of these different indoctrination pieces to pre-dispose people to actually buying. He was showing videos he’s send out. He was showing pdfs. He was showing all of this stuff to go out there and give cool stuff out before you ask for a sale.

The other day on Facebook, I was watching a copywriter [laughs]. He’s one of my friends. He was bragging about two or three letters he wrote for Frank Kern, and how awesome they were, and how they did, [imitates] “a million dollars in like twenty minutes,” and all of this garbage. I was like, “Yeah, but in twenty minutes, there’s no way everyone read the sales letter. They just bought because they wanted to buy.” It’s kind of like he had this feeling. Frank came in and he was like, “Hey, so-and-so’s sales letters are awesome, but you have to understand that the sales letter’s just one piece of the sequence to this.

The sequence is what sells people. It’s all of these indoctrination pieces. It’s all of these things that are happening ahead of time that pre-frame them and get them prepared and get them warmed up to actually buy, where at the last minute, a lot of people never even read the sales letter. They’re just going to buy it because they’re going to buy. That was kind of a big “aha”, a big epiphany for me. Having the perfect, scripted sales pitch is awesome, and especially for cold trafficking. If they don’t know you, and you’re driving them in from Facebook or somewhere where you’ve got to click and you’ve got to convert them really, really quick.

A good old-fashioned video sales letter or an actual sales letter is definitely the way you’ve got to go to convert them, but after they’re on your list, or you’ve got partners promoting it and things like that, I think the best way to do it is to take them through a gauntlet of pre-indoctrination videos and audios and cool things, just to build up that relationship, and do that first. I got excited. I’m going to go back through all of them. We’re in this process now of re-launching our affiliate program and re-rolling out each of our products and a bunch of other cool things.

We’re going to be doing that for each one. I’m excited. For example, this week we’re rolling out a new project called “List Hacker”, and I’m really excited for it. With that, we basically used four different videos. The first video is this one that I recorded about a year ago with a guy named Jonathan [inaudible 2:25:14]. He came out and it was a video that I recorded at my old duplex, which is where I actually started my business. I told my list-building story, and how I’d gotten shut down for spamming, and all of these things I’d tried to do.

I told that story, and it was fun. So that’s video number one in the sequence, and then number two is me sitting in my office with a whole bunch of junk mail, and I’m talking about junk mail and why it’s important. I tell that whole story, which is again, not really a sales piece. It’s just kind of getting people excited, and it’s something cool that they can watch and get away from their day.

The third one is where I do a little more teaching and training how to map out what a list hacking funnel looks like, and in the fourth one I actually show us doing a trip to Kenya, because a percentage of all the money I make goes back to the kids in Kenya. Then from there, “Boom,” then we push the actual sell – push people to the actual sales video which then slam dunks and closes them.

It’s kind of fun. I look at all of my projects. What kind of cool videos can I do to illustrate the concept and get people excited and provide some value before I ever ask for the sale? That’s what we’re going to go back and do with all of our stuff. Just for you guys to think about that, even if it’s not awesome sales pieces, just think of three or four cool content videos around that you for each of my products, just to get my warm list internally to get excited and build a little hype, a little excitement, give some value away, and like Frank Kerns, some pre-indoctrination pieces.

Get them re-indoctrinated to what you need them to think to be able to purchase your product or service. That’s it for today. I’m going to go in today and bust out some pre-indoctrination videos. We should be rolling out the first video, “List Hacking” today, which I’m excited for, and then we’ll go from there. All right, everyone, have a great day.