The Single Tactic That Generated $60K In New Revenue (with Jenn Scalia)​

Tim: We talk a lot about getting people to take action but one often overlooked aspect of getting people to take action is how the results of taking that action can often lead folks to look at us in a fantastic light which often leads to folks buying our stuff.

Jenn Scalia put together a highly effective plan for getting her potential customers to take quick action and get quick results which resulted in over $60,000 in new revenue. What I love about this tactic that she shares today is that everyone leaves happy and it’s so simple to scale.

I’m Tim Paige, the senior conversion educator here at LeadPages and this is ConversionCast.

Hey Jenn, welcome to ConversionCast. Thanks for coming on the show.

Jenn: I’m happy to be here and excited.

Tim: Yeah. This is going to be cool. So before we get into the specifics of the tactic, can you share with us the results that you were able to get from using it?

Jenn: Oh, the results. There’s actually a lot of different results you know, revenue obviously being one of the top ones but in particular one time that I use this specific tactic, I was able to have a launch of over 60,000. I’ve added about 600 or at least about 600 people to my list in like about a week timeframe. I actually got some one-on-one clients out of it too. [Laughs]

Tim: Nice. I love it when it has kind of the unexpected side benefits of you put it together for this particular purpose but it just rolls out and keeps getting extra things so that’s awesome. Before we get into the tactic, can you tell us a little bit about who you are and what you do?

Jenn: Yeah, absolutely. So I am – well I call myself a visibility strategist and what I do is I work with online entrepreneurs so anybody who has a business online or that gets their clients online. I really help them with the visibility part, really getting themselves out there online positioning themselves as an expert, as a go-to person in their niche, also getting really comfortable with putting themselves out there whether that be on video, on Facebook live, on a podcast, blogging. Because I find that a lot of us well especially me included we let our own fears and doubts hold us back from really going out there and letting people know who we are and what we do.

So I also help my clients with kind of the mental and emotional part of being an entrepreneur as well.

Tim: Nice. A much needed thing so that’s great. Good so why don’t we just get into it then? You were able to get a whole bunch of new clients, a whole bunch of new people on your list. What did you do to do that?

Jenn: So what I did was I ran what I call a social challenge. What it is, it’s typically between a five and seven-day challenge where each day I send out through email a prompt. So I’ll send out a little action step and a prompt for people to do and the challenge is specific to a topic. So the challenge I’m talking about in particular here it was all about visibility. So it’s a five-day visibility challenge and every day I had them do something different. So one was maybe to reach out to someone who they felt was out of their league and asked them to be interviewed. Another one was to make a video and share it with their entire list. One was to go out to a major publication like the Huffington Post or mind-body green and submit a blogpost. So it was really exciting because it really gets people to actually do the stuff.

You know, it’s not like I’m just sending them information or sending them a blogpost or sending them a newsletter. I was actually saying like hey, this is going to help you. This is going to help move your business forward and this is your action step for today. I had over about 150 active participants throughout the entire five-day challenge.

Tim: Nice. So these people, these were folks that were already on your list, correct?

Jenn: No. They were actually some – well some were but we did do a campaign an ads campaign to get new people as well.

Tim: Got you. So you drove people to opt-in for this particular challenge. They joined in the challenge and how did you turn those folks into playing customers?

Jenn: So what I did with this particular challenge is about the third day I actually did a little bit of a tease and I said hey, if you are enjoying this challenge, I have something really special coming up for you in the next couple of days. In the fourth day I also did the same thing, let them know, make sure that you’re paying attention. Tomorrow I’m going to be announcing something really awesome. And then the fifth day, is when I actually said to them hey I have this thing and it was a course, it was a group program that was on visibility. So it was just really for them it was kind of a nobrainer. It was the next step for them to take after they had already done these five days’ worth of challenges.

[00:05:03]

Tim: Yeah, that’s the thing I love about this is you can really apply something like this in just about any industry. You know, I know that a lot of folks listening are most likely thinking oh well, this works if you are a coach or a teacher or you have some kind of an information product but really you can apply this in any area of business because if somebody is trying to buy something from you, they have a specific goal that they’re looking to accomplish. Your target customer has a goal and this can just be some action steps that you can give them to guide them toward that goal and then if you have a product that helps them achieve that goal. Obviously that can be one of the action steps or it can be the follow-up to the action steps. If you offer a service or you have a high end event or something it just needs to lead them naturally to that thing being the next step. Is that right?

Jenn: Absolutely. It definitely has to be in line. So if you’re thinking about doing a challenge where you participated in one and haven’t done one yet, definitely make sure that if you are going to use it to promote a product at the end, that it’s totally the next step. That it’s just like this is what I’m supposed to be doing next. You know, and so when I tell people about creating challenges for themselves I would say the challenge should be like step zero or step one. So you know, if your product is to help someone with visibility what maybe mental barriers do they have to come up with or what clarity do they need to gain before they can actually you know, benefit from your product. You know it’s also a great way for people to get to know you. They get a feeling and a taste of what it’s like to work with you. That way maybe if they were on the eth fence, now they can see you know, how valuable your information is that it actually works and taking that next step is a lot less scary for them.

Tim: Nice. And when you’re asking them to buy are you straight sending them to kind of a sales page with maybe a video on it or are you trying to get them to attend a webinar? What are you actually using to get them to buy?

Jenn: So for this particular one, I did do a follow-up webinar after the challenge. So we did the five-day challenge and then we did a webinar. On the webinar I sold the product. But then I also did have a series of emails, follow-up emails that also went to them until cart closed.

Tim: Beautiful. I love it. Yeah, this is great. it’s simple. You can apply it in just about any industry and what a great way to have this event that you can be promoting that leads to maybe that live event of the webinar or you know, a follow-up sequence after that or a sales page with a high quality video on it. I love this. this is great Jenn. So thanks so much for sharing it on ConversionCast.

Jenn: Oh, thank you. It’s my pleasure.