Turn a “No” into a Sale: How Mike Pisciotta Closed 12% of Customers Before They Left His Site for Good

Tim: No matter how great your offer, sales page, marketing, messaging etc. is some portion of the folks who make it to your sales page are going to say no and click off the page. But acknowledging that reality doesn’t mean you just have to let it be what it is. Today’s guest Mike Pisciotta from marketingyourpurpose.com found a stupidly simple way to actually convert prospects who are planning on leaving not just to email subscribers but to paying customers. In fact, he was able to turn 12% of his would be no’s into yesses using a method you could start using today. You will love this because it can quickly increase your revenue and that’s what we all want. I’m Tim Paige, the conversion educator here at LeadPages and this is ConversionCast.

What’s up Mike. Welcome to ConversionCast. Thanks for coming on the show.

Mike: Yeah, what’s happening Tim. Thanks for having me bro.

Tim: Yeah. Happy to have you here. It was good hanging out with you at Converted in Minneapolis. I felt like this will be a great time to have you come on the show and share something that I think unfortunately a lot of people don’t ever think about. So that’s why it’s really exciting but first tell us the results from this particular case study.

Mike: For sure man. You know, one particular example we were able to turn 12% of people who set no into yesses which is incredible.

Tim: So these are people who turned down your offer. You were basically able to circle around and get them to take you up on that offer?

Mike: Absolutely. These are people who saw you know, whatever I was and I’ll share a couple of different examples. They said no for whatever reason but with this particular strategy that we’ll talk about, we were able to get those folks from no to yes and even further.

Tim: Beautiful, love it okay. So that’s exciting and that’s one of the things, one of the reasons why I wanted to have you is because this is something that people I think either don’t think about or just don’t know that they can do. SO that’s exciting. But before we get into it, tell the people a little bit about kind of who you are and what you do.

Mike: Cool. So I’m Mike Prosciotta. I’m a husband and wife team. It’s me and my wife Robyn and we are from marketingyourpurpose.com. We are marketing strategists funnel fanatics who use online marketing geeks. We love all things marketing and we pretty much help clients with all things funnel related and Facebook ads related stuff.

Tim: Cool, dig it. Awesome. So that being said, tell us what you did to turn around 12% of the people who said no and get them to come back and buy your product.

Mike: Cool man. So what we did is we kid of looked at in some instances why people would say no and one of the examples was we have a client Steve Vulture and he just recently had a really big internet marketing event in LA. We were working with him to fill the event and you know, generate sales and stuff. And one of the things we’ve always found with the fans is people say no usually because they don’t like an instant gratification. They’re like oh you know, the event is in two months and they put it off and say no.

So what we did is we built in what we call the exit funnel. And so what we did is for all the folks that went to that page, there were thousands and thousands, we spent a large amount of money on Facebook ads and so what we did is we built in a funnel that when the folks said no for whatever reason, they were offered something that was inline with providing instant gratification. It was a freebie like in that particular case, it was an instant download of Steve’s book Internet Profits Live.

Right? So we gave them an instant gratification. Once they said yes to that they’re now in the funnel. We’ve kind of seized on the opportunity to get them from no to yes. We then positioned in a different offer something that was cheaper, something again that was in line with instant gratification. And then from there we would upsell them.  And that the thing that’s very powerful about this instance is just from the exit funnel, just from that alone. He was able to get 4300 people on his list. There are 4300 people who said no who then opted in and then went through the funnel. He med somewhere around like $7300 from those folks who said no and this was a very cheap kind of offer. It was like 17 or 27 or somewhere around there who said yes and actually bought from him.

So the thing that we found is it’s very challenging to send traffic, cold Facebook traffic right to a sales page or something that’s selling them. So it’s just challenging. So what we did is we built this in there to kind of bridge that gap for that portion of folks who would say no, give them instant gratification. They don’t have to wait, they don’t have to travel and what not. It worked extremely well.

Tim: First off and a lot of this will be for folks who aren’t quite sure how to do these things, how do you know that they said no? I mean I understand they didn’t buy but like what triggers to say oh these people decided not to take you up on that offer. Whether it was on a webinar or wherever they were. How did you know or how did your automation know that they said that?

[0:05:16]

Mike: There’s a couple of ways. One we used LeadBoxes. That’s what [indiscernible [0:05:19]] used which we actually love LeadBoxes. You guys have a function in there that allows like an exit pop if you will. So when the person goes to exit the page, we just built in something that spoke right to that instant gratification and people they took us up on it. So extremely easy to use. If you don’t have LeadPages its’ funny you know, I probably have to a little bit of [indiscernible [0:05:43]] with some code and I have some JavaScript popups but used in a LeadBox I mean we literally got it all set up and maybe ten minutes max and that’s including some of the backend in that side.

Tim: I love it. So you used a LeadBoxes, you got them on to the list and then what was it the first email that they got once they opted in when they went to leave the page was an offer for that $17 or $27 eBook or whatever it was.

Mike: Actually even better than that. This is another place where so many people and they talked about this just last week where I converted. So many people leave money on the table on their thank you page. They just say hey, thanks, thanks for stopping by. See you, check your email. Right there we utilize that thank you page to present that offer for them to buy that lower end whatever the offer was in any of the different funnels. So right then and there for everybody listening, if you’re not utilizing the thank you pages to make offers to people that are congruent with what they already said yes to, you are leaving tremendous amounts of money on the table.

Tim: I love it. So you put the offer for the low priced instant gratification kind of offer right there on the thank you page. If they take you up on that, then you upsell them or try to kind of reupsell them to what the initial offer was in the first place?

Mike: In some instances we have done that and  then in some instances we may have just offered them something that was congruent with the thing that they bought maybe just a little bit higher in price but exactly in congruency. The thing to really catch throughout this that’s most important and that really makes this work is everything has to be congruent. The reason they said no and what you offer them needs to really be congruent with why they’re saying no and then the offer congruent to what they opted in for and so on.

Because if you break that congruency, it creates just kind of a jarring effect and people will leave immediately and you’ll cut your conversions down.

Tim: Right. So in this case it was for an event and so maybe people said no because they wanted help now. They didn’t want to wait to go to the event. They didn’t want to travel whatever. So they go to leave and there’s some kind of an opt-in offer. They opt in and then they’re taken to a thank you page which offers them that thing that solves that immediate gratification. They get that now they could buy it and then the nest offer has to still be in line with whatever that offer was. It still has to address that. But it’s –you know, knowing that they said no to in this case the event, you want to offer them something that they could take advantage of now whether it’s a course or one on one coaching or whatever makes sense for that specific customer.

Mike: Exactly. Another example where we did this, Robert and I just recently did a telesummit a couple of months back in July and after the person opted in for the summit, we offered them the ability to buy the recordings. They want to get Lewis’ Housebook for free. Lisa Sassevich threw in a bonus. There was a lot of bonuses and I think it was like 97 bucks right for people to get access to all of this stuff. Well for the folks that said no, we had an exit pop built in that offered them that this wasn’t free because they’re already opted in. So remember these folks are already on our list so we weren’t concerned them to getting to reporting. We were looking to get these folks to buy, to step up and say yes to something.

So when they said no to that $97 offer, we knew that because they went to exit out of the page. We offered them something that was only $17.

Tim: Yeah.

Mike: And what happened was – and this is with so many people because generally you’ll see a 5, maybe 7% conversion on that $97 offer. So the question bears asking, what about the other 94% of folks who didn’t take that offer? There’s a million reasons why don’t just leave them there. So we built this in and I tell you this is where the 12% came in. This is the exact example. 12% of those people who saw that $97 offer said no. they then bought that $17 offer and of those 70% of the yesses to the $17 bought the next offer which was I think it was $44 and so on.

So how much money would we have left on the table right had we not been building you know, these opportunities in? I think that’s really what it’s all about is just looking for you know, opportunities to serve folks and looking for opportunities to just present things in different and creative ways.

[0:10:03]

Tim: Right. I love it. Yeah I love it. This is great and it’s something that really doesn’t require much to implement just whenever you have an offer just keep this in mind and get that opportunity to get the people who didn’t say yes right away. So this is great Mike. Thanks so much for sharing this on the show. I really appreciate it.

Mike: Yeah, for sure. Thanks for having me, Tim.