How To Speak To Your Prospects In Different Awareness Levels

Hey folks, welcome back to the list building lifestyle show. I’m your host Joe Rogan. Well, I’m not really your host today. I’m just here with your real host, Igor Kheifets and while we’re at it, I’m not even Joe, just an artificial intelligence model. But that’s good enough, right? Super stoked to be here because I find digital marketing such an interesting topic, but I believe I’ve never discussed it on my show. Yeah, that’s a problem. Now that I think about it, we go are you and I definitely got to do something about that. Anyways, let’s focus on today’s podcast for the moment. As Igor will explain, there are different stages of awareness that a prospect might be in when it comes to your business or product, some prospects might be hot and already familiar with your offer, while some leads might still be cold, and totally new to your brand, so depending on what stage your prospect is at and their awareness journey, you have to adapt your emails accordingly. So today, Igor will reveal to us the approach he uses to effectively tailor his email marketing to the different stages of awareness of his leads. It promises to be a great episode, folks, it’s time to dive into the Igor Kheifets experience.

01:10

I’m Igor Kheifets and this is the list building lifestyle. The podcast for anyone who wants to build a wildly profitable email list working from home. If you’d like to make six figures travel the world and help people improve their lives in the process. This podcast is for you. I also invite you to claim a free copy of my bestselling book, the list building lifestyle Confessions of an email millionaire at www.igorsbook.com. Get the free book plus $3,000 bonus package that includes my best capture page templates, email, swipe files, and traffic blueprints, visit www.igorsbook.com for details. And now it’s time to claim your list building lifestyle.

01:56

My emails tend not to sell the product, if you will. And therefore if I’m not selling the product, I don’t even mention the product’s name because it’s irrelevant. When it comes to marketing, an email being a one step in that process, right? Because you have to get someone to open an email, then you have to click the link, then they have to go and check out the presentation. What in whichever form it is, whether it’s a webinar or VSL, or anything else. I tend not to mention the product name because I don’t believe the prospect is ready to even entertain the idea of buying that product yet. Unless they already know they have a problem. And they already know how to fix that problem. And conceptually, and they already know that conceptually, it is my product that’s going to deliver that solution for them. So you almost want to think there’s a great book, actually, that I would highly recommend. Everyone reads it’s called Great leads by Michael MASTERSON. And the book actually introduces the idea of how aware a customer is when it comes to buying your product. And it explains how you get the conversation started through your ad copy, be it emails or anything else with prospects based on where they are in their awareness of what you offer. Because of that awareness, I don’t remember all of the awareness stages off the top of my head, so you have to forgive me. But that awareness could be absolutely minimal, where you don’t even mention that they have a problem. But instead you start with a story. Or it could be a very high awareness where they know you’re selling something they know what it’s called. They even know what it’s what it costs, but they still haven’t pulled the trigger on that particular thing which we would call a hot prospect. Somebody who will look into your offer understands that you’re selling something, knows what you’re charging for, has seen the offer, but didn’t pull the trigger. That’s a hot prospect. So when I email unless I have a reason to believe that the person reading the email has seen the offer. I will most likely not mention the price. Most likely not mentioned the offer, most likely not mentioned the name of the program. And most likely not, you know, hard sell the product itself. But instead I will focus on trying to get this person reading the email to get interested in pursuing that link to get interested in clicking the link to get interested in learning more about the product or problem or problem or a benefit. Many of my emails focus on the problem When we’re solving, or the big benefit we’re getting, or maybe a news, you know, item even or a big idea, rather than the product itself. Because, you know, I believe that until someone’s excited about the big idea, or until somebody understands they have a problem or understands that there’s like a solution to the problem that they did not pursue before, telling them about me having a product or someone having a product of some kind, unless we’re talking, you know, some ecom thing like, a pancake flipping, you know, thing or a magic pen of some kind? I wouldn’t, I wouldn’t do that. You know, that’s not how I would sell it, right? Because you want to get into the conversation that’s happening in the prospects mind. And you have to join that conversation. At the time at the right time, or progression in that conversation. What I’m basically trying to say is this. Let’s say, we’re talking parenting, and let’s say that I have a 10 year old. And the problem is she spends too much time on tick tock, and I’m constantly thinking about it. Right? So you have to join the conversation in a way where you have to talk to me about that. You can just say, you know, here’s how to get your daughter off TikTok, it has to be almost like, does your daughter hate you for limiting her tick tock time? You know, that would be a much better conversation starter, in a much better lead into an email, right? Because that would actually talk about what I’m worried about. I’m worried about becoming a tyrant. And having my daughter reject what I’m doing and almost do things to spite me. Right? Because every parent knows that their kids shouldn’t be on tick tock. It’s a given. Right? It’s not something it’s not an idea when I need to be sold on. But, you know, the concern, the feeling of, oh, man, am I pushing too hard? Am I not pushing enough? Is there a better way to make her realize that Tiktok isn’t good? What if I forbid it today will she get on it when I’m not looking, and so on and so forth? Like there’s so many different conversations that I could be having in my own head. And as soon as your email taps into that conversation and joins me, in that conversation, you’ve got my attention. But if you have a reason to believe that they’ve actually either checked out your offer, or they’re further along that discovery path, let’s say they clicked on a link to the product, and they checked it out. And you know, your system tagged them, right. So they clicked on it, and clicked on the sales page link. And they spent some time on that page, and your system tagged them. So now I have a list of say, 50 people who have reviewed the offer, but by, then you can email them a little bit more aggressively. And say things like, hey, this, you know, this brilliant parenting course, is only $97. And if you join before the deadline, you’ll get these bonuses, so you should really act now. Now the reason you can do it with those particular people is because they’ve already reviewed the offer. So now they might be on the fence. So you don’t need to convince them. You don’t need to, you know, redo the whole conversation again, you can just now say look, I know you want this, I know you took the time to examine it because you’re concerned about, you know, how you’re parenting and what impact Tiktok is having on the brain of your child. So you should get this this is going to do this, this this this this so you can be a little bit more aggressive. That’s how you would treat a hotter prospect right. Thank you for listening to the list building lifestyle, get access to the previous episodes transcript of today’s show, as well as other exclusive content at listbuildinglifestyleshow.com. Also remember to clean your free copy of my bestselling book at www.igorsbook.com. It explains how I made millions with list building starting from scratch. Plus, I’ll give you $3,000 worth of free bonuses, including my best landing page templates, email, swipe files and traffic booklets go to www.igorsbook.com. Now to claim your free package.