Understanding Your Audience
One of the biggest things that most people running online businesses miss is defining their target audience. Some say you should build products for a specific audience and others say you should find an audience for what you want to build.
Either way, knowing who you are trying to target is half the battle.
Ross explains some examples and ways to do this in the full video above, but to summarize and add a few points…
- Know who it is you are trying to target
- Understand their problems and fears first, then offer a solution
- Only sell to people who actually need your services or offerings
In actuality, doing this can be difficult when you’re just starting out. Here is my recommendation. If you have ANY existing paid customers/members, do research on them to find out their demographics but more importantly their psychographics. You need to know what they are all thinking, feeling, wanting, and fearing. Tailor your marketing communications to target those people.
If you don’t have any existing paid customers, you will have to guess as to some of these things. You need to come up with a buyer persona not based on actual data but based on what you think or know about your market. Then, when you get actual paid members, update your buyer personas to make sure it matches your paid members.
A useful resource I often use to map out buyer personas can be found here: Digital Marketer Customer Avatar Worksheet
Realizing Friction Points
The next thing Ross discusses is friction points. Why people don’t convert or purchase and what you can do to improve those stats.
We talked about two main things in the video. First, making sure you have a relationship with the prospect before asking for the credit card, and second, having social proof to show prospects that you’re reputable minimizes risk.
Building a Relationship with Your Buyer
Building relationships is hard. No question. But as a digital marketer or business owner (probably both), you need to learn how to do it.
All of this depends highly on your brand and the tone/voice you want to have. Many times a relationship with a buyer can be built from emails that are funny, value emails, social media posts, videos, podcasts, etc.
Almost always you can build a relationship with people via the content you’re creating. And if you’re not creating any content, now is the time to start.
Social proof is usually defined by things like testimonials, reviews, and endorsements. You 100% need to sprinkle these into your sales pages if you want to convert people into paid members/buyers.
Nowadays people are more skeptical of reviews and testimonials. Especially ones that look like you could have just typed it yourself. That’s why I recommended a tool called VideoAsk that lets you easily collect video testimonials from your current members.
You can then embed these videos on your website and sales pages for others to see.
Not only does the video seem more legit than just text, it also has more power to sway since it’s another real person talking. Sometimes we can disassociate written reviews with actual people.
Another tool that can do this is Bonjoro.
How a Funnel Should Look
The graphic below is a basic funnel overview. As you start to map out your membership site’s funnel, you don’t need to have something extremely complex. Start basic like the one below.
The top of the funnel includes things that generate awareness and traffic. Earned media, appearing on someone’s podcast, influencer marketing, SEO, paid advertising, etc.
The middle of the funnel includes your offer pages, free trials, demo calls, and as Ross explains in the video if you don’t require a credit card at this point, the conversion rates will usually increase. It all depends on your business, but in general, when asking for a CC your conversions will drop as there is more perceived risk involved for the buyer.
Lastly, the bottom of the funnel includes ongoing marketing efforts for prospects your know are your target buyer. SMS marketing, email marketing, etc. For this, we use and recommend Keap and ActiveCampaign. They allow you to build out automated sequences that run on autopilot after they’ve been set up.
Retaining Members & Clients
One of the last things we talked about before we did a small Q&A was how to improve retention.
The points Ross shared were:
- Build relationships
- Communicate often
- Emails & SMS
- Keep members updated
A Memberium for ActiveCampaign customer, AuthorityHacker, recently shared with us a strategy they used that falls right in line with the above points.
They sell their course for a one-time fee which grants lifetime access to the course including all updates. Anytime they go and update a video or lesson, they add that to an ‘updates’ page and when the updates start to build up, they send an email out to all their students letting them know what has been updated so they can be aware of the latest training and changes.
The other thing they had told us was they used a personalized video service called Bonjoro to send personalized welcome videos to everyone who purchased. This helps cultivate that relationship aspect that Ross is talking about.
There are a lot of pieces to customer retention and there’s no way we could cover them all here, but hopefully, it gives you some ideas.
We will be releasing a video walkthrough of a site he recently built with Memberium soon. Make sure you’re subscribed to our newsletter to get that.
Important Lessons & Highlights Shared In This Video
[00:01:51] – Understanding your Audience
[00:03:50] – Realizing Friction Points, Personalizations and Credibility
[00:06:23] – How the Funnel Works
[00:10:16] – How Memberium helps in converting leads through drip feeding
[00:12:45] – Retaining Clients
[00:17:03] – Recommendation for someone just started their Membership sites
[00:19:23] – How to capture leads and Build your email list.
[00:22:23] – Targeting and Automations
- Digital Marketer Buyer Persona Sheet (https://www.digitalmarketer.com/blog/customer-avatar-worksheet/)
- Videoask (https://typeform.grsm.io/jcjsgxkr5c6d)
- Activecampaign (https://activecampaign.memberium.com/ac)
- Bonjoro video (https://www.bonjoro.com/)
- 100 Funnel Secrets by Russel Brunson (https://funnelcookbook.com/fhcb-introduction)
Full Video Transcript
[read more][00:00:00] Ben Denny: Hey everyone. It’s Ben from Memberium here, and that we have a very special guest in video for you today. It’s with Ross Jenkins from DigitalMe and Ross is one of our certified Memberium partners. He’s also a Keap certified partner. He does some work with ActiveCampaign as well. Uh, and he of course uses Memberium.
So today Ross is going to be sharing with us a quick presentation about how to win paid clients and retain them. And so if you’re running a membership site, an online course, or even if you’re just thinking about it, This presentation is going to be super valuable to you. I recently sent out a survey to all Memberium customers, and even the prospects that we have asking them what their number one problem
or if they could get help with something, what that thing would be, and it was sales marketing. And so today we’re kind of taking things back to the fundamentals. I’ve previewed through the slides that Ross created. And I just know that whether you’re an experienced marketer already, or you’re just kind of new to the internet marketing thing, uh, this is going to be extremely valuable.
So with that being said, I’m going to let Pross introduce himself because I know that he has a slide here and we’ll kind of go from there. So Ross, do you want to take.
[00:01:06] Ross Jenkins: Yeah, for sure. Thanks for inviting me on to this webinar. Ben. So I’m Ross, I’ve been doing marketing for over 11 years, building membership sites, um, ActiveCampaign and sort of Keap or Infusionsoft and systems.
We’ve been, um, an agency for around three years now and we primarily worked through Upwork, um, with over a million dollars. Uh, and in the past three years, which is pretty incredible. Um, some of our clients have, you know, up to about 11 million users using Memberium. So we’ve got quite a big fan base.
Um, I guess this slide will kind of show you how to, how to build your business, um, using membership sites and we can go from there.
[00:01:49] Ben Denny: All right. Awesome.
[00:01:51] Ross Jenkins: So the first, the first part of sort of understanding Q could be using membership sites is understanding your audience. Um, this is a big, biggest aspect of marketing, and it’s also a big smart aspect of this, this, uh, sort of show.
Um, if you can note down sort of the ideal client that you have in your head and the person in the business who, who could really use a membership site, you go back to working out what kind of big companies use. So you’ve got Shopify, Netflix, Amazon prime, and then you go into your smaller quarters. We’ve got companies who use membership sites just for tax purposes, you know, um, financial companies who, who, uh, take SSNs in and crack them and use a Memberium to kind of keep it safe.
And then you’ve got your biggest sites who do webinars, private webinars, um, who have, you know, millions of users. Okay. You know, membership sites don’t need to be hugely publicly populated. Um, and they don’t have to be super expensive. We’ve got some companies who have Memberium sites who have courses from $15 and some $1,500.
You know, everything can, can work together.
[00:03:03] Ben Denny: Yeah, sure. And just to add to that a little bit, uh, we can probably include this below the video, but there’s a great tool I like to use to kind of do this step and that’s, uh, it’s from digital marketer and it’s, it’s basically a buyer persona kind of sheet that they have.
So let you fill out all their different interests. And I was just recently at an event and I was listening to one of the speakers talk and they basically were saying that it’s common knowledge. I mean, you know this to Ross, but yeah. You know, if you’re trying to target everybody, if you’re trying to speak to everybody, nobody’s going to hear you, you know, you really want to dial in who it is that you’re targeting, like you’re saying
[00:03:38] Ross Jenkins: yeah. Personality sells. Okay. So the next part is understanding friction points. Um, this is. A huge aspect of sort of understanding marketing, obviously data sales and data is one of our biggest assets in our business. It’s worth the most money, but it’s also understanding how you can increase it. So, you know, you could have a form field which has, you know, one or two form form fields in total, you get a huge amount of data, but then you can’t do personalization, which means that the quality is lower.
Or you can have, you know, a hundred form fields and the quality could be really high, but you’d get, let’s say three or four contacts. So it’s about understanding how many contacts, how many form fields you actually need in the form versus having as many as possible or having as little as possible is a, there’s a medium for sure.
Um, credible. Um, a huge part of sort of membership sites, also understanding who you’ve been certified by, or maybe you’ve been published in certain newspapers, entrepreneur Forbes. It’s always good to put that stuff up as well as your user reviews are massively impactful in someone’s decision. If they’re going to buy it or not.
[00:04:49] Ben Denny: Yeah, that’s, that’s definitely true. We recently did a case study with somebody who was talking about some of those, uh, reviews. In of course you can have written reviews or you can get people to leave reviews and different marketplaces that you might be exposed to. Um, for example Memberium is in the Keap marketplace and on G2.Com. Uh, but he was also saying that if you’re going to get reviews from customers or testimonials, you can use this tool by type form it’s called video ask, and we’ll put a link below the video to that. And basically what that is is it lets you actually send a link or whatever to request a review, a video review from your customer.
So instead of just the written reviews, you can use the videos and you can kind of automate that from what I was understanding. So we’re actually looking into doing that right now.
[00:05:33] Ross Jenkins: Awesome, there’s definitely ways that you can do it as well. Like a lot of companies we work with, they template reviews for people.
Um, just get the perfect review because ultimately, if someone looks at your profile on Upwork for instance, and uncertainty, you know, you’ve got reviews for multiple different job titles or, um, the reviews don’t all match correctly. You know, having everything in one place and looking neat. Cause it’s key reading.
[00:05:57] Ben Denny: Yeah, for sure. And so just to kind of touch on the other thing that you have here, where you say, why do people not convert? And it says, no relationships built, probably like the number one thing is people were creating your landing page. They’ll run ads to it. And I know we’re going to kind of touch on that here in a second, but then they’re like, why didn’t nobody buy?
And so we’ll, let’s move to that, I guess. Uh, I know we’re going to touch on that in a minute, so we’ll come back to it, but.
[00:06:23] Ross Jenkins: Okay. So this is a breakdown of how our funnel works. Most people have seen this kind of diagram before. Um, but a lot of people forget how everything works and try skip steps. And there is no, you may get one person, one, two people who will come from ads or come from ICA and purchase immediately.
There’s no doubt that people do that kind of stuff. And that’s fine because you’re, you’re giving them a solution to that problem. Whereas a lot of things that we try, so now, Uh, a solution to someone’s problem that they’re just giving them something extra on top. Uh, so the top of the funnel is odd. So let’s say Facebook ads, Google ads, SEO.
So, you know, being able to index really well on Google or being, um, or even doing influencer-based traffic, which is fantastic. If you can perfect it, the second part is pushing them to the landing page. A lot of people send traffic to indexes, just your main front page. And this is where they slip up. I’m knowing people who spent $10,000 on Google ads and got very low expend, very little in return because they’ve just sent traffic to a main website that doesn’t sell the product.
The issue is, it’s too broad. You know, when you go to that landing page, you specifically understand one product. Most of the time. And it will give you information about our products and how it can help you. A lot of people, when they send people to the main homepage, there’s a million places you can go, you know, you’ve got, navbar have a contact us about page people end up going scrolling gold around website, and then forget what that just kept the website for, which is ultimately to purchase.
As often as you can given a landing page and free trials, great. You know, ActiveCampaign gets 14 days for free, which is fantastic. And obviously you can’t email on it, but you can understand the tool and how it can benefit your company. Um, the reason they asked for no credit card is because the credit card is a huge friction point back on slide one.
Credit card, you know, scares people, ultimately, because they don’t have any control over if you’re going to charge it or who you are or what you’re trying to sell. So when you’ve got no credit card, you’ve got no friction. Obviously, you know, once their 14 days is rolling up, you need to be able to communicate with them.
You need to be able to say, you know, are you enjoying your free trial? Is there anything we can help you with? And obviously coming to the end, you need to be able to get their credit card and start authorizing it for that, that Chas end and that subscriptions.
[00:08:51] Ben Denny: Yeah, thanks for sharing all that. And that’s like, this is the, this is really the main content or the meat of this kind of presentation here.
Because if you don’t understand how this kind of works, how funnel looks, and I’m sure this isn’t the first time that you’ve seen this, but if it is that’s okay, you’re in the right spot. Uh, like I was saying earlier, a lot of people just run ads to. You know, just offers and nobody takes the offer like a paid offer.
They required a credit card. And so you really kind of hit the, uh, the nail on the head there by saying, don’t include the credit card. It should be a free offer. So kind of tying it back to membership sites a little, a lot of times we see either free trials and you can do free trials where they can get 24 hour access to the membership site, or depending on how it works.
It could be from days. Uh, we also see a lot of times eBooks or. Trainings webinars you can do. There’s lots of different things. And these are normally called lead magnets. So if you’re not familiar with that term, but it could be an ebook, it could be a video or a webinar, or it could be a free trial. Like Ross says, uh, in a lot of times you’re not going to get a purchase immediately.
So if you’re, if you want to kind of get advanced, I guess I would say you probably could, uh, after they opted in like do an ebook or to a free trial, we maybe could show them the paid offer. But most of the time you’ll have to do that follow up. Like he’s talking about at the bottom of the funnel with email marketing, you know, using Keap or ActiveCampaign or SMS and those other avenues.
[00:10:16] Ross Jenkins: Correct. I mean, the people, what most people are scared of doing a free trial is. Access the whole course without kind of having a credit card attached and the person paying. One thing Memberium does great is you can use drip content. We use this quite a lot and for free trials and it’s fantastic because it only gives them the content that they need.
So if you just start a free trial, you can only see 14 days worth of content. So I could specifically say, I want anyone about to see module one. And then if you purchase, you could see module 1, 2, 3, 4, 5, and then in six months after that, You know, you could keep getting the content on drip basis.
Whereas if you give the whole course, you might just purchase for one month and it canceled and you would’ve seen all of our modules.
[00:11:03] Ben Denny: Yeah, I want to add to that too and say, we do have a customer, uh, they’re called, it’s called The Tech Drive and they sell training for I.T. Providers and things. And I saw a Facebook ad from them the other day.
And what I found that was just so interesting about this was that they were actually encouraging people to sign up for the trial, download all their resources and then cancel. And they had a video testimonial from a customer. That’s what they intended to do. So this member in the Facebook ad is saying, you know, I was going to sign up just to download all the resources and, and leave.
And he goes, but the reason I stayed was because there was a community, there was a community aspect, like a forums type thing, and they could all talk to each other. And so that’s kind of a different approach to it, I guess, too. So if you have something like monthly calls or something along those lines that could make people sticky, then you can actually just give them full access to the whole site.
But of course, if it is just a regular course. Do drip content like Ross is saying
[00:11:57] Ross Jenkins: it’s about retention communities work fantastic. You can use tools like BB press or what quite a lot of membership sites are now using is, um, Facebook groups, junk float clubs are great. Sort of, uh, examples of that, you know, they’ve got, I think they’ve got over 50,000.
Travel tripping people in their sort of Facebook group. And they’re all, you know, they’re all fun boys now off the, off the website, which is fantastic. That’s kind of a situation that you want to be in, you know, where people are fanboys of your company.
[00:12:26] Ben Denny: Yeah, absolutely.
[00:12:27] Ross Jenkins: Retaining clients, obviously getting clients is pretty difficult, but retaining clients is also quite difficult.
Um, Person said to me, I’m guessing it restoring a past line is easier than getting a new client. So I the only want to try to keep, keep updating and keep communicating with your past clients as well as people who are subscribed to you already. Um, and keeping one thing, we noticed this quite a lot. Is people being stuck in courses.
So if you’ve got long courses or even short courses, it’s worth noting where people are stuck in, in the funnel. Um, we do a lot of sort of HTTP posts from people who are stuck in the funnels. So for instance, Ben’s being stuck in module two for every two weeks. We’ve got a trigger for that. Where I guess my support person reached out to him.
It would be completely automatic using Keap or ActiveCampaign. It says, Hey Ben, are you stuck in a funnel? Are you stuck in the module that you’re in currently? Um, is there anything we can help you with? And Ben might say, oh, maybe I’m too busy right now to carry on with the course or, you know, but keeping, keeping in touch with them and understanding what they’re doing or if there’s, if there’s a problem in the course is key to kind of keeping people on board with your.
Yeah, absolutely. And in fact, we recently a tool that can be used for something like this. So first off, uh, when people first join your membership site, you can actually send them a personalized video. This is using a tool called . Again, I’ll put a link below the video to that, but what that does is it allows you to, uh, there’s a whole system and it integrates with Keap, and I believe ActiveCampaign, too, and. You can again, automate this. And then when they get to a certain part, like in a campaign sequence or an, in an automation, you’ll get like a notification on your phone that says record this personalized video. So you can welcome them, invite them to join your Facebook group or whatever you could do the same thing like Ross is saying, if they get stuck inside of a course or they don’t progress somewhere. Maybe they signed up for the trial, but you know, haven’t purchased yet. It’s been 10 days, whatever. So you can send these personalized videos. I think this works really well because it’s that first point that you have on the slide there build a relationship, you record personalized videos saying their name and it is actually a personalized video.
Then they know there’s another person on the end of it. It’s not just some system that’s trying to sell them or whatever they actually know. Oh, wow. There’s somebody that’s actually. My account or whatever, and made this video for me. So I think that’s a kind of a cool, a cool little hacking away.
I think one of the good upsells you’ve got with membership sites nowadays is especially if you’ve got the longer end of courses, what I love my clients now doing is upselling a support 24 7 support.
And it’s just, you can drift or many chat in the side and people can say, you know, they might have questions about the course or, you know, How would I do this? Or, you know, we’ve got a company who does development and a lot of people want to ask questions and now email the questions and, you know, their inbox has like a hundred thousand people consistently messaging, but instead now they’ve introduced that live chat and it’s, I think it’s something like $20 a month.
And I wasn’t as the people that joined it. And it’s just someone on live chat who’s able to solve. Send back to the questions and stuff. It’s fantastic. It’s good up-sell. So, and it keeps people in touch with your customer support.
[00:15:53] Ben Denny: Yeah, that’s, that’s pretty cool. Uh, another one of the things you have here, it kind of touches on that last point.
This has keep them updated and all the steps, the process they keep you up. If you kind of had my add mind thinking about another thing. We learned in a previous case study. And that was actually having, and this works especially well for online courses, but I guess it could be used for a membership site if you’re regularly adding content.
But for this online course, they were, they had like an updates page. And so anytime that they updated something in the course, like updated a video or, you know, redid a video or a lesson or added a new reason. Or whatever it was, they would actually like had a section on there on the main page, the dashboard that shows updates.
And then they would send an email out to everybody who already purchased the course saying, Hey, we updated the course. So they weren’t even charging a recurring fee for this. Uh, you know, which is kind of interesting since most memberships. Subscription-based or a lot of them that we see, but they actually were taking the time to go back and update things.
And this actually just increased their referrals because people were extremely competitive. Exactly.
[00:16:59] Ross Jenkins: Yeah. That’s awesome.
[00:17:03] Ben Denny: Before we go to that. Let me go back to this slide. So, uh, just to ask you a couple of questions about this and just get your opinions, we kind of wrap up this video, I guess. So for somebody who has a membership site, that’s maybe just starting out, maybe they just have, um, you know, they’re kind of in a beta mode, I guess.
And they’re looking to kind of ramp up the marketing here. What do you recommend you recommend ads? Do you recommend, you know,
[00:17:30] Ross Jenkins: This is hard. The issue is, as you know, you know, SEO can take six months and you can spend like a hundred grand on SEO and, not know for six months, if your money’s going anywhere, it’s not.
And it’s also about traffic. Um, you know, Facebook’s about like a floating ad. So it’s about selling you something that currently does. Whereas Google ads is selling you something that you’re clearly, you’re clearly a need for it because you’re searching for it. Uh, if you’re going to start with ads, you’re looking at, you know, let’s say $10,000 over the course of three months to understand your market, understand your audience, and then start out itself.
So you’re already 10 grand deep kind of understanding where you’re going and sure. You’re going to get leads and sales. But you have to understand it isn’t going to be cheap and Google Google SEO, you know, you could spend a couple of grand and maybe see your biggest thing is understanding if your product is good, you know, and asking your friends and family is normally quite hard because you do get, you know, as you know, bullshitted.
So it’s about like going into Facebook groups and seeing if there’s a need for what you have. You know, there’s one person who I saw in Infusionsoft group recently, um, here in SpamKill, He’s a developer is SpamKill, which is a form and it’s fantastic. And he also has other tools that we’ve used in the past.
Um, and he posted saying, you know, I want to make something similar to zero, but also another belts is there a need for this? And you know, a lot of people said, no, because there’s many different sort of variants of that tool. Um, so it’s about finding if you can build something, if someone’s done it before and if they have, can you make it cheaper or can you make it better quality?
And I’m going from there, but yeah, ads is the best route personally, for Landing pages.
[00:19:23] Ben Denny: that’s, that’s so true because you have to spend so much money just to even get the targeting. Correct. So I like what you kind of said with the Facebook groups, because that’s normally what I recommend to people.
And in fact, the founder of Memberium, one of the co-founders Micah, he had a previous membership site selling Infusionsoft training, and that’s, that’s actually how he built up his email list. So hopefully you, if you’re watching this already have an email list and you can just kind of blast it out to them and get some initial sales, then let the referrals start kicking in.
But otherwise what Micah did and what this is a strategy that will always work is basically just helping people in things like Facebook groups or different forums, or there’s Reddit. There’s lots of social media and that you can take advantage of. And if you help people and provide value to them, uh, give them your free resources, your eBooks or whatever, then that’s how you can kind of build up the email list.
You know, you have nurture sequences, automated emails that try to sell them the course or whatever your membership program is. So, um, I guess I just wanted to kind of add that and to tie into it a little bit. Maybe, do you have anything that you want to touch on with the middle of the funnel? Like your recommendations.
Things they can offer people that doesn’t require a credit card other than the free trial. I know we kind of touched on some,
[00:20:36] Ross Jenkins: yeah. You’ve obviously got a 14 day free trial, which seems to work really well. Um, there’s one thing you should, you should look at Russell Brunson’s book is I think it’s called 101 Funnel.
Um, secrets or something like that, the books like $6 is so worth it. And it gives you kind of AB testing on millions of different worlds, 101 different things. So this could be like, um, no credit card versus credit card, um, or having green buttons over red buttons and stuff like that. And it gives you kind of an insight aspects of someone who spent, you know, probably millions of dollars understanding all this stuff, but you don’t have to.
So obviously the smaller, the page, the easier it is for you to be able to read, but also extremely mobile friendly, you know, over 60% of the internet now probably use mobile rather than desktop. Um, and people still use landing pages, which aren’t mobile friendly is insane. You’re throwing money away.
Ensure your images are small and sort of, they’re not extremely high resolution because then they take ages to load. And if someone’s on 3g or even 2G they’re not going to get the whole experience of the page form fields can, are minimal. If you look at ActiveCampaign, I believe they only asked for first name company, maybe even your URL, um, and obviously email address they ask for very little, um, just to get started and, um, you know, keep everything as low as possible.
Obviously, you always want the first name and email address. That’s the only thing that I ever required because the rest I can generate from you, I can only go on rocket reach and pull your data that way, if I want your address or your URL of your website or your company name or, um, yeah. Email address and first name is a priority.
[00:22:23] Ben Denny: Awesome. Yeah, that’s, that’s very interesting. That’s, that’s a lot of technical stuff there for your landing pages. Basically. You want them to load fast, be mobile optimized, all those things that you said. So, uh, and we’ll find that book that you mentioned and include a link below for doing, wants to check it out.
And of course, on the bottom of the funnel, uh, we’ve already kind of covered that, but basically use Keap use ActiveCampaign, uh, and have a bunch of automation going on to. To get people engaged in there for them to purchase.
[00:22:51] Ross Jenkins: And one thing that you’ll find is there’s different ways to target people for some people.
And ActiveCampaign includes that in the plan. I think you’ve got to pay a little bit extra for the credits, but now I know most of the Americans don’t use WhatsApp as much as Europeans, but WhatsApp is fantastic. Targeting Europeans and active campaign now has a third-party integration. I think it’s called a massive.
It’s well worth looking at because you know, people would much prefer opening WhatsApp then SMS, especially Europeans. Um, so you can also include that into your marketing and you might find open rates, be a lot better. If WhatsApp, than you were to invest a mass in email it’s worth trying different tactics because audiences are different for different, uh, different companies in different B2B or B2C.
[00:23:38] Ben Denny: Yeah, that’s absolutely true. And that ties into the first thing that we talked about was knowing your audience. So you need to come up with, uh, those, those personas, those customer and member personas, buyer personas.
[00:23:58] Ross Jenkins: Thank you guys very much. And, um, my URL is below, um, I write for entrepreneur, write for Upwork and ActiveCampaign. Um, feel free to check out anything about me and that’d be great.
[00:24:02] Ben Denny: Yeah, absolutely. So if you want Ross to help with some of your membership site marketing, of course feel free to reach out to him. His details are there and we’ll include them below too. But, uh, thanks Ross for coming on and walking us through all this.
I think that even though some of it’s, you know, a little bit more basic, it’s the fundamentals and people need to know this stuff in order to do some of the advanced stuff we sometimes share on here. So I’m sure that we’re going to have you on more of these videos in the future, but, uh, thanks again for joining us.
[00:24:32] Ross Jenkins: Thanks very much Ben. Goodbye.[/read]