Andrew: This course is about how to drive people to your Facebook fan page so you can double your sales. There's the outline of the course. The course will be taught by Nathan Latka. He is the founder of this website, Lujure, which helps businesses create custom fan pages in under 30 seconds. I'll help facilitate. My name is Andrew Warner. I'm the founder of Mixergy.com, where proven founders like Nathan teach. Nathan, I know we have a big outline here that we're going to talk about, I want to make sure that people actually use what they're about to teach them, so let's try something brand new here. If you can find one idea in this course that you can implement in your business, you don't have to, just one idea that you can implement in your business, and in the comments say how you could use it, we will pick one person who gets the most "likes" on his comment, and we'll give him 30 minutes on the phone with Nathan, to work out their strategy one-on-one in complete privacy. But what I want you to do is think about how you can use this, because if you think about, "How can I use these ideas?" you're much more likely to look for value that will help your business. And if you think about, "How can I implement it practically in my business?" those ideas will be yours, and you'll be much more likely to implement them. So, that's what it is. By "likes," the comment that gets the most "likes," the person who says how he can use these ideas and gets the most "likes," will get a 30 minute conversation with Nathan to really go over they can implement these ideas and improve their business. So Nathan, let's jump right into the session here. You've used all the ideas in the course, everything you're about to teach us, and as a result- well, let's bring this up- this happened. Tell me about who's in this picture? What exactly is going on here? Nathan: So I will never forget the day that I was sitting in a statistics class here at Virginia Tech and it was this Korean lady who was teaching this class, and I just couldn't understand her, and I had this special ring tone that I'd get on my phone whenever I would make a sale essentially, and the only way that people could buy from me was through Facebook. So we had a test in this statistics class one morning, and I had spent the night before pretty much hustling, and what happened was during that test, Andrew, that special ring, it was actually a special vibration pulse, it did it twice, and each of those sales were $700. So I left the test going, "Man, that was one expensive fail," and at that point I said, "To heck with it," and what I did was I ended up buying myself a trip to Costa Rica. So there I am, in Costa Rica, having a blast. We were wandering through right next to Puerto Viejo. We wandered into this national forest, me and a friend, found this great island, and we're just having a ball, and the cool thing about, Andrew, what people are going to learn in this course is that I set up my Fan Page as a system, so even while I was out here doing this, my fan page was still getting more traffic, getting more leads, and also closing more sales, because of this system, and we're going to teach exactly how to do that today. It's going to be a blast. Andrew: How many sales did you make? What kind of revenues did you get from that? Nathan: So I did that through Fan Page Factory, and that was before I founded Lujure. I did that while I was still living in my Barringer dorm room here at Virginia Tech's campus, you know, mackin' on Red Bull and pizza, and we did $73 thousand just selling these things. So we sold them for $700 a pop, and it was, man, it was a whirlwind. Andrew: Alright, and you used many of the same tactics that we have right here up on the board, and you're going to walk us through these tactics, and show us visuals, and make sure that everybody who's watching this can take at least one idea and implement in their business, right? Nathan: Abso-freakin-lutely. Andrew: I love it. Nathan: Copy and paste. Andrew: All right, the first big idea is that you want to use Facebook search to find buyers and hot leads. Tell me about that. Nathan: Absolutely. So, one of the things that people don't realize about Facebook is that it obviously has that search bar across the top, but more importantly within that search bar you can type in whatever you want. So, in the example that you guys see here on the screen, let's say I'm a global plumbing franchise, I could type in "broken toilet," Andrew, into Facebook search, and you're going to get all these returns. It's usually wives who are pissed off that their husbands clogged the toilet and he couldn't fix it, so they're saying, "Oh, broken toilet, the kids are unhappy, etc., etc.", and what you can do then is scroll through these responses. So just to give people actionable steps: You put the search in at the top, you click the magnifying glass to the right, and then on the left side of the screen, which you can't see in this screenshot, it says "Public Posts", and when you click "Public Posts" it searches all 900 million status updates on Facebook. Every Facebook user who has public posts enabled, which is the majority. Usually, people don't touch those privacy settings. Andrew: Mm-hmm. Nathan: And you can tap into what their deepest desires are. If I'm moaning and groaning about my toilet being broken, you better believe if a plumber calls me and tells me he can fix it, I'm going to say, absolutely. Get out here right now. I'll pay you double. Andrew: And you found your first customers this way, right? You were looking for people who had complaints and you jumped in and started having a conversation with them? Nathan: Exactly. Andrew: Even if it's not plumbing, if someone is in our audience and say, has a business that has to do with conversion and split testing, here's another screen shot that you pulled for us. Nathan: Can you show your screen, too, Andrew? I can't see it. Andrew: Oh, yeah. Sorry. Nathan: No problem. Yes. Andrew: We have got to chop that out. We'll chop it out. So even if it's not plumbing, even if it's, someone in our audience is much likely to be running a business that has to do with this topic with split testing. Nathan: Exactly. So you could type split testing. And what you're seeing right now is actually all of the results. You don't see it on the screen shot, but over on the left you can go down a little bit and click public posts... Andrew: Mm-hmm. Nathan: ...which you can't see it here, but you click public posts and it will search all those status updates for people that say, hey. I need help split testing. Andrew, there might be someone in your audience right now who's watching, who's building a service that helps people, small businesses manage their finances, a mobile app to manage finances. They could go in, like right now, pause this screen, pause the interview, open up another window and type in, I hate finances. And you're going to see a bunch of people who have posted something along those lines who are perfect candidates for your new software subscription. Verizon can go in and type, phone water, and you're going to see a bunch of college dudes who are like, shit, I dropped my phone in the water last night and I need a new phone and... There's a bunch of sales there. It's pretty remarkable. Andrew: How do you take a conversation that you weren't a part of and make it into a sale that you can close without coming across as awkward and spammy? Nathan: This is a great question and you have to do it very artfully. Here's what I do. If someone is so pissed about something that they're doing to put it on Facebook, they are desperately seeking a solution. You are like angel Jesus coming in and saying, here is this financial software, Joe, that you have been dreaming of. It's going to save you time, energy, money. Come to our fan page. We've got a free tutorial. You can watch it there. I mean the key thing to remember is, it can absolutely come off as spammy if the first thing you post is a link and it says, come buy my product. But if you go to Joe's page and you also see that he loves "The Hangover", the movie, and he also goes to Washington Redskins games, you have that whole portfolio right in front of you, talking points. It's repertoire that's handing you to on a silver platter. You just have to figure out how to craftfully respond and intertwine that stuff in to get him back to your fan page. Andrew: I can't believe that people are writing like this on Facebook. Let's bring up one of these examples. I mean this is the one from before. I didn't realize people were talking about broken toilets. This is, you just told us about some of the searches we should do and Dray here internally did a search for broken toilets and this is what she came up with. I mean people are just, I guess they're having conversations like this on Facebook. I would never think to do that. Nathan: Yeah. It's really crazy. In fact, let me, Andrew, I'm going to turn this thing on to steal your screen real quick. Is that OK? Andrew: Do you want to show your screen? Nathan: Yeah. Andrew: All right. Let's take a look. Let's... Nathan: Let's test. Andrew: OK. Give me a moment here and now we've got your screen up on my screen. Nathan: OK. So check this out. I could go on here. Say that there is a real estate professional watching. Andrew: Mm-hmm. Nathan: And they could search moving to New York, right. And what you're going to do is click the search button here... Andrew: Can you hit command plus a few times so that we can really zoom in on what you've got there? Nathan: Absolutely. Andrew: OK. Nathan: Is that more clear? Andrew: Yeah. It's coming in right now. Yeah. There it is, moving to New York. Nathan: And this is the screen shot, Andrew, that you were showing. Andrew: Mm-hmm. Nathan: But now go over here and click, public posts. Andrew: OK. Nathan: What this is going to do is show all these people that posted a little bit ago, about moving to New York, moving to New York. So this one has a friend is moving to New York. That's a vacation to New York so those aren't great leads. Those are great leads. Right here, I might be moving with her boyfriend to New York. That's not a lead. Final work, family is moving to Albany, New York, right. So she obviously just landed a job, just got the final word and she says, hey, family's moving to Albany, New York. That is a perfect opportunity. She posted that two hours ago. She's probably thinking right now, man, how am I going to get Comcast set up? Where am I going to find a house? Is it going to be an apartment? Is it going to be in the city? Imagine if you had, if Helena had it served to her on a silver platter and said, hey, I have a bunch of options for you. Here they are. Andrew: I love that idea. All right, let's pause your screen here and take a look at the next big tactic. There it is. Cool. So, the next big idea for us to talk about is to use the texting trick, the texting trick, excuse me, to get off-line customers. What is this? Nathan: So, this is something that is just, nobody's using it yet. And it's crazy. I work with speakers, and this is one of the main uses for this. Anytime where you have an in-person event; Andrew, I know you started Mixergy. You had in-person events, right? Andrew: Mm-hmm. Nathan: What you can do is tell people to text to the number, and go ahead and pull up that slide, Andrew. Andrew: Let's do that right here. Nathan: To text, to 32665-fan, and then the URL of your fan page. So, right now you guys, everyone watching, text yourself, Andrew, real quick. I'll give you a second. Pull out your cell phone, and once you have it, go into your text options, open up a new text and text to the number 32665, which is actually Facebook. That's what it is. And in the message, just type FAN space, and then you can us [??], or you can use your own fan page, and click send. Andrew, what that does is Facebook automatically has your Facebook profile link the fan page. So, when I was speaking, sharing the stage with a former president, there were about 1,500 people in the audience. I used this strategy, and I said, 'Hey, guys, if you want to follow up with me, brainstorm some more . . .'. This was the picture of the audience I think you're bringing up. It is, yeah. And I was on stage and I said, 'Hey, guys. Pull out your phones real quick; text the number 32665 FAN Nathan Latka,' and the majority of them did. And now, all those tangible relationships, there's no way I could spend time talking to every single one of them, but they all connected with me online. So, for people watching this, Andrew, that may have software companies, or they're at CES [??], maybe the founder of [??] are watching, which is a great new hardware, with your IPhone. But, maybe they're watching. When you're at CES, you could create shirts that say, 'Text and that number,' because when you walk around people can do that without you having to talk to them, 'cuz you're only one person. It's a great way to take those in-person connections and bring them online. Andrew: I didn't know you could do that. Nathan: Yeah, it's really cool. Andrew: All right. Next big idea is, let's bring it up. Build your list, your email list with a Facebook landing page. Nathan: Yeah, this is something that every small business owner has to be doing; and the reason is this. Andrew: I've even seen bigger businesses do this. I'm talking about some of the biggest brands now have a page that looks a lot like Bob's page, that you're about to show us. But I like that you're showing us Bob's page, because I want the audience to know that this stuff can be done by anyone. Nathan: Absolutely, Andrew. And the crazy thing is, this is a real asset. I mean, when you have somebody's email, if Facebook shuts down tomorrow, you still have their email. So all these people that are worried that Facebook's going to shut down, I imagine your audience isn't worried about that because they're probably technically savvy--not 68-year old grandmas. But you have their email, and then you can email market to them. So, yeah, pull up Bob's screen shot here real quick. Andrew: It says Bob, right here. Nathan: It's Bob Berg [SP]. Yep. And this is on his fan page. You can see part of the fan page got cut off up there in the upper left, but it's on his fan page. This is where you land when you first go to his page. And he offers some free value. On the bottom of this tab there's a video of him where he's teaching in front of thousands of people, and above it he's simply asking for your email. And the reason this is so powerful is that it's much easier, the conversion rates are much higher taking emails off of Facebook than it is trying to drive people to your website and capturing their emails there. And that's because Facebook users, whether they recognize it or not, Andrew, they have a subconscious closeness or affinity with those blue-toned colors of the website. They feel very comfortable there. They see pictures of their family on the left. They see their brands that they like on the right. They're very comfortable there; they're not on a foreign website, so they're much more likely to give up their email. Andrew: You know, I understand the value of an email address, and I like these pages, and I'm going to ask you in a moment about how to create a page like Bob's page. But, maybe we should take a step back and see what the value is of a Facebook fan. I mean, I understand how this could work in person, but if I get, going back to previous stuff, if I get someone to text to Facebook "Fan space Mixergy to Facebook" what do I get when I get a new fan? What's the big benefit of having more fans? Nathan: This is why you're awesome at what you do, you ask the right questions, I love this. This is the question that everyone is asking, what is the ROI on social media and here's what it is. [??] did a study, a study and they came out and said that, 'A Facebook fan is worth a $136.' Another study came out, I forget my sources so I shouldn't even say it, but it was closer to $2, so the question then becomes what is that actual value? Let me give you an example from Mixergy, because I imagine there's a lot of startups like Mixergy who probably are watching so for Mixergy if you do this at a live event and you get a bunch of people that like your page, what that does is, less than 3 percent of those people that like your page will ever come back to your actual fan page to interact. They will only engage in and they'll only recognize your brand if they see you in their news feed and the only way you even have the opportunity to get into their news feed is if they've liked your page. Andrew: But then I still have to, I still have to keep interacting with or getting them to interact with my Facebook fan page and with my brand or else I don't show up as much in their big news feed because the news feed is programmed to only show the people who they interact with and care about most. So now I have to keep cultivating that relationship with them. Ultimately how do I get a sale out of that, how do I get people who fan me, who I interact with who like the different messages that I put up to buy from me? Nathan: Awesome, so Andrew if you, OK. ... Andrew: Mm-hmm. Nathan: If you saw ... you're friends obviously with Olivia on your Facebook page? Andrew: My wife. Nathan: If you saw ... your wife, yes ... if you saw an update from her that said she liked some romantic comedy, right, she liked the page and your anniversary is coming up, you recognize that she likes this romantic comedy but you know you guys haven't seen it together so there's an opportunity there because you have that relate, you know, you see that, she has that relationship now with that brand where that movie is, maybe you take her out to that movie for the anniversary and there's a sale for the box office. What's important, what you get with a fan or a like is that you're buying all of this first and second degree relationships of the person that clicks like, in other words ... Andrew: But that's only for a moment, if I can close this sale in a moment, for example I am a plumber and I need somebody to buy for me, I can close that sale the moment that they fan me and they're friends see it because they don't need a plumber at the moment or a lot of people who are watching us are software entrepreneurs or in one way or another doing direct marketing on line. They want to get people to buy their software on line, to buy their products on line. How do they go from being in that news feed to, how do they take someone from seeing them in the news feed to buying from them? Nathan: Yes, so Lady Gaga does more sales on her fan page tab for her accessories then she does through her web site and the reason is this. You can imbed links in these updates that drive people back to specific custom tabs on your fan page which have products on them. If you put together Mixergy top 10 interview transcripts, package it as an eBook and put it up on a fan page tab with a PayPal buy now button below it you could then post an update and say, 'Yes or no, how many of you also enjoy these interviews? Yes or no, do you agree these are the top 10 interviews?' And then post a link to the buy page which is a tab on Facebook so than that link shows up in the news feed and it drives them to the buy process. Andrew: OK. And the buy process could happen within Facebook or over on my site? Nathan: It all happens in Facebook. Andrew: It all happens in Facebook? Nathan: Yes. Andrew: What do I use if I want to sale within Facebook? Nathan: There are a lot of great platforms out there so I'll give some specific examples. If you are someone watching right now that has a lot of inventory, you want something like Payvment, P-A-Y-V-M-E-N-T, it's a Facebook application that is specific for managing a lot of inventory ... Andrew: What is it? Nathan: P-A-Y-V-M-E-N-T, I think I spelled that right, Payv, Payvment, V-M-E-N-T. Andrew: P-A-Y-V ... Nathan: V-M-E-N-T. Andrew: OK. There it is and this is if you have a lot of inventory? Nathan: A lot of inventory. Andrew: OK. Nathan: You can also use things, so the purpose of using [??] you can do a single thing, like, if you just have an eBook you want to sell, it's really easy to put a PayPal buy now button there. Andrew: OK. Nathan: The ... what is another shop tab, S-H-O-P, T-A-B, competes more directly with Payvment, it's for a lot of inventory. There's a lot of niche specific, in fact I'm sure there's probably some people watching this right now that are actually the founders of some of these companies that are creating niche specific custom applications for Facebook, built for certain check out applications in other words they'll build a retail plug-in for artists to sell songs through, or for Andrew to sell interviews to, things like that. Andrew: Why do I want to sell within Facebook instead of selling on my website? Nathan: Because people are comfortable on Facebook. It's dominating everything. Andrew: I see. Nathan: When I take you, I'm trying to think of a really tangible example that's really going to ring bells when I say it, but when your with people that you love, you see picture of people you know on Facebook, you know the book laws, you're comfortable there, when you're with people and you feel like you know the space, you're familiar with it, you have less barriers about is this scammy or is this product legitimate. Andrew: I see. Nathan: You see what I mean. You're piggybacking off Facebook's creditability, that's the best way to say it. Andrew: OK. All right, that makes a lot of sense. All right, so now going back to Bob, now that we understand the value of Facebook likes and how to get them and how to convert them into sales, Bob is doing something that I like, which is collecting email addresses. If someone in the audience and I, here at Mixergy, want to use Facebook to collect email addresses like Bob is doing right here in this screenshot, what do we do? What's the software that we use to get this in there? Nathan: What is your email, what do you use right now, Andrew, to collect your email addresses? Andrew: A Webber. Nathan: OK. Andrew: Actually, A Webber does have some kind of plug-in that works here. Nathan: They do. A Webber, Constant Contact, I Contact, Get Response, any email marketing platform where you can click a button and spit out an HTML code, you take that HTML code, you can use the (??) free version to do it if you want but you just drag in the HTML app, paste in the code and then, boom, it's live on your page. Andrew: Got it. Nathan: (??) Andrew: All right, one of the things I like about, actually, yeah, he's saying free goodies. What should we be putting up on our page to get a lot of email addresses? Is Bob doing a good job here? Nathan: Yeah, Bob is doing a good job. Anything that works really well on your website, on your side bar that you're using to drive people... Andrew: I see. Nathan: ... is going to work extra well on Facebook. Andrew: So if I'm giving away a free course in exchange for an email address, I should try it here on Facebook? Nathan: Absolutely, don't create extra work for yourself. Andrew: OK. Nathan: Real quick, this is important. Anyone who's out there that is extremely technically savvy, I highly recommend using the Facebook connect button to capture the email. They can click Facebook connect, pull it in, or the Facebook registration plug-in. if you don't know what I'm talking about, don't use those. But if you know what I'm talking about, use those because you're conversions will go way up. Because it automatically gives you the email address associated with the Facebook account. Andrew: Yeah, we've got to do that on Mixergy also. Now you've given me something that I need to get done and we need to AB test it, too, to see the see the power of it with our specific audience. Nathan: Yes. Andrew: Back to the big board and on the big board we've got build relationships and crush sales with webinars. I'm hearing more and more about webinars and I thought, first of all, I thought we were done with email. I thought social meant that email wasn't as powerful anymore and, of course, I'm recognizing in my business, the more my email list grows, the more my customer base grows and I'm now obsessed with emails to the point of the first thing you see on Mixergy is an email collection form. Nathan: [laughs] Andrew: Hopefully, you'll never see it again. The software cookie use so you can only see it once. And we're looking for more ways to build that connection with people through email. Now I'm seeing webinars, as you were saying up here, what have you done with webinars and what should our audience do with webinars? Nathan: Yeah, Andrew, a lot of people in the software community think webinars are for pansies. Andrew: I know, and here's the thing, I hear emails from entrepreneurs, especially in the B2B space, who use it all the time. And I say will you do an interview about webinars. They go no, I think people think it's scammy or think people think it's beneath a good company. But the use it, it works for them and I'm seeing the power of it. Nathan: Why do you think that is? Why do think people think that it's scammy? Andrew: I'll tell you why, two reasons. First of all, I'll tell you why I see it more in B2B than I do in B2C. Businesses aren't as excited about getting a free month off, they don't care about the month off so much because it's not coming out of pocket. The decision maker cares about is this going to be a lot of work, will I be able to convince someone else, will I be able to fully understand this software without having to learn it and then go learn a competitors software. So for them, this is what I'm hearing in private emails with entrepreneurs who I've interviewed on Mixergy and haven't yet let me do interviews, for those kinds of businesses. They want to be walked through. They want to have their questions answered. They want to see how their businesses could fit in with that, so that's why it's working. And as far as, why is it seen as scammy, it's because I' think a lot of the online marketers discovered the power of it and they used it for batter. They ruined the reputation of it and those guys have a need to keep talking about their webinars, they're pumping the hell out of it. The guys are doing well with it with software, don't want anyone to know. They want to keep the stuff quiet, right? Nathan: Yeah. Andrew: They guy who is doing B2B sales right now, who I interviewed in the past, who will not talk about his webinars and how he uses it, doesn't want his competitors to look at the transcript of his interview and see what he's doing. Nathan: I'm going to make some enemies here. Yeah, I was hoping that we're crushing our competitor so they can't afford your premium subscription. No, I'm kidding. Andrew: But it is working. Some people talk about it and I'm glad you are. Nathan: Andrew, it is without a doubt, you have it on here, it is without a doubt thee the most successful way that [??] has grown is through these webinars. And it started, you can throw up that screen shot right now, Andrew, it started me of in my dorm room using Ustream. So I'm going to tell you guys about the webinar software in a second. And keep watching until the end of this training because I'm actually going to show you the pitch. I'm actually going to do the pitch to you. So you're gong to see exactly how I do it. Andrew: You're going to pitch to people how you close sales in your webinars, right? You're going to practice it. We're going to show your computer screen and so on. Nathan: Exactly. I'm actually going to give to you guys so you can look at it and say, "I'm going to customize it to my own thing." I think that is cool. I would love that. Andrew: All right. And you used this website, this free site, at first. You didn't even use Webex or Go To Meeting, which we use. Nathan: For those of you that are scrapping-along entrepreneurs, you got enough money together because you had to have Andrew's premium thing, but you're still in a closet with your startup, use Ustream or Live Stream, the free version, and film yourself or screen share a live, a broadcast to test it out to see if you can get the feel right. So throw up that screen shot of me, Andrew, in my dorm room. This is my first, one of my first ever Ustream shows. Andrew: I don't think I've got that photo? Are you saying you've got a photo somewhere of yourself in your dorm room? Nathan: Yes. Oh, here, here, here. I'll still the screen back. Andrew: OK, let's do it. Bring it up on your screen and I'll show your screen. Nathan: Because I wanted to show people, this isn't something that is...it's not glamorous or anything like that. It just is, it just works. Yeah, can you see my screen? Andrew: Yeah, this is cool that I'm actually seeing your screen here on my screen and then your seeing it back reflected to you, I hope. Nathan: Yep, I am. Andrew: Let me try one thing here. Let's see if this...no it doesn't. OK. Nathan: So this is me in my dorm room. You can see the bed up here. I'd sleep up here and I'd hustle down here. My desk was under here. Very small. But what I did is, I just filmed myself here, this is with Ustream, and I would...what I would do is I would take the headlines from Mashable and this was called "Up Late with Nate" and it had a theme song. It went like, "Up late with Nate, he's got your social media facts all up to date, like, de, de de." It was really cool. I thought it was cool, but I would do the show and people would just go crazy. And I'm like, "All I'm doing is giving my opinion on Mashable headlines." I took no time to prepare for it. I would literally launch the Web, launch the Ustream show and at the same time open up Mashable's homepage and read off of Mashable and give my own feedback. And at the end I would say, "Yes or No? Do you guys agree or disagree? You've learned a lot on this webinar and if you want to take it to the next step, here's what you do." And then I'd go into the pitch. And man, Andrew, that started converting sales. And I said, "I need to figure out a way to harness this, sharpen it, increase conversions." And now, I'm about to show your users what we're doing from the perspective of webinars, that is, it's just absolutely crushing. We built a whole system around it. Andrew: Let's hang on and talk about this for a moment before you go into it...before you go to the next step. This is...the screen is paused, but I can still see it. There's toilet paper over your right, your left shoulder. There is a bed over your right shoulder, your just...Are you on the toilet, by the way? Nathan: People don't need to know that part. Andrew: OK. All right. So never mind that part of it, which just shows how you were hustling to get started, but you were reading Mashable headlines, I guess to get people's attention, and talking about those headlines to have an opinion that people can either agree with and get behind you on, or feel like they need to disagree with and then they get even more charged up, but you were using just as a way of getting their attention and then you were selling them on Facebook pages? Nathan: Exactly. So I would advertise this Ustream thing through my fan page. It's called "Fan Page Factory," which is actually still up to this day. But we don't use it anymore, but I'd advertise it to there and then they'd show up to this link and I would do this. And I would listen to the consumers. I would listen to people on the call. I'd say, "Hey guys, like what do you want to do now?" And the cool thing was, I would do these at around three in the morning because I had no competition at that time. Nobody else was doing it and, you know, the people that are really going to spend money on social media, are the ones that are so frustrated they're staying up to 3 a.m., anyway. So those are the people who are going to buy from..., you know. So I would do these shows and I would ask for feedback and I remember one time, like if you give control to the users, let them run the stinking thing, they're going to keep coming back. I remember one time I said, "What do you guys think I could do?" Like you do, "Welcome to Mixergy. Home of the ambitious upstart", right. I would go in. I love that. I would go in and say, "What should I do on the next show?" One time they said, "You should use those paper towels somehow in the next show". So I spent my time putting together a paper towel suit. I stapled it together. I had a whole thing built out of paper towels, came on the next show and people started tweeting it out like crazy. Up late with Nate, like paper towel version. And I'm like putting this character behind it is what drove the value and the content. I don't know how else to describe it. Andrew: You showed me in private your Excel spread sheet with your revenue. You and I just were hanging out on Skype one time, you said, "Andrew, let me show you my screen". You showed me how much revenue you were making, and that's what led to an interview on Mixergy and then to this. Are you willing to share, I won't reveal it even though I know the numbers. Are you willing to share with the audience how much money you're making from a webinar? Nathan: Yeah. I mean we, I'll actually show that on the screen in that Excel sheet that I had for you. But we're adding, we're growing. Lujure's growing right now at about 17% month-over-month, the MRR. A huge majority of that is webinars. Andrew: How much could a webinar make? If someone in the audience has software or has a core series like I do here on Mixergy and says, hey you know what? I'm going to try doing webinars for people who are following me on Facebook. How much money could they get from it? Are we talking about just one customer? What percentage of the people who watch do you close? Nathan: We're closing at about 21% right now. Andrew: All right. So 21% of the people who show up end up buying something, not signing up for free, but buying. Nathan: Buying. A credit card goes in. Andrew: OK. Wow. All right. One more thing... Nathan: Yeah. Andrew: Let's suppose you're going onto, going out and doing a show like this or maybe you're just getting UStream, I popped the camera right back on you just as you were drinking... Or maybe you're doing UStream or go to meeting and no one shows up? How do you close an audience when there's like two people on a webinar? Nathan: Those are the freaking best because what you do is, it shows what their name is, and what you do is, they have no idea that they're the only two on, right, and they don't have to know that. You don't have to say like, "Shit. Well, I only have two people on, I'm canceling this webinar". What you do is you say, you know what? You know what I'm going to do? I'm going to select two very special people to unmute and you unmute them and you let them go, right? What you do is you unmute them and if you're the only one on I'd unmute you and say, Andrew, like we are stoked that you're here today. And I'd say, Where are you joining us from? Oh, I'm from Europe and I'll be like, great. We have an international audience on today, right. So you know you create this, you don't have to say you only have two on and then what you do is you talk to them. You give them a personalized thing. You go through your content and test new things because your risk is minimal. The maximum you can lose is two customers, right, that you don't even have yet. But those ones close the best. I will never forget. I did a webinar one time when I was just starting. I got 23 people on it and we sold 20 of them. 20 of them purchased, a paid plan at the end of it and that is when I realized we have just got to figure out... Now, that is an extraordinary result. Andrew: Mm-hmm. Nathan: People that start for the first time, you very well may be talking to yourself. Make sure you record it and make sure you watch it back because that is...Seriously. That is so freaking important. Andrew: I know that with UStream, I think UStream shows how many people are watching, but Go To Meeting has a way of letting you see who's watching, their names, their email addresses, etceteras, whether they're paying attention or not I think. But you can say, I don't want them to know how many people are watching. Nathan: Exactly. Andrew: I don't want them to see that they're the only two watching. Nathan: Exactly. Andrew: All right. And actually, we rigged up Ustream in a way to kind of hid that too. It's not as easy, but you can do it. Nathan: Yeah, it's great. Andrew: And you can embed UStream within Facebook. Nathan: Exactly. Andrew: You can't embed Go to Webinar, but you can embed the registration form, I think, within Facebook. Nathan: Yup. Yup, you absolutely can. Andrew: Of course you can, if you don't know how to do all that you can just link out to it from Facebook at first. Nathan: Exactly. Andrew: All right. So going back to our big board here, we just covered build relationships and crush sales with a webinar. So you're building Facebook fans by the way, you are then getting them into webinars very often and then you're closing them on webinars. Nathan: Exactly. That's exactly right. Andrew: And how much sales are you doing? You told it in the interview so you might as well say it now too. Nathan: Yeah. No. We did, in our first year of business last year, we did over $400,000 in top line revenues. Andrew: Yeah. So this is first year. You're not talking about just pennies here. You're really building up a solid business. You had to actually go and yell at all your people and ask them not to download anything while we were doing this interview to get speed going. You have people there to yell at and this is a young company that's doing really well. So let's go on to the next big point which is, analyze your data to close more sales and customize your sales pitch. Nathan: Exactly. So I am, a lot of people, they'll do the webinar and they won't take anything away from it. What we started doing is saying, this is a great consumer touch point, touching them here on the webinar. What can we do after that? So I'm going to steal the screen back, Andrew... Andrew: OK. Nathan: ...and show them this. Andrew: And while you're doing that, if you're watching, while you're doing that I'll say this to the audience, if you're watching and anything that we've talked about so far from this big board about, how to do search, how to use the texting trick, how to do a webinar, if any of it you think you could possibly use, in the comments just tell us how you could possibly use it. I'm asking you to do this for yourself because if you start to think about how you can embed these ideas in your life without stressing over it you will naturally find yourself using it. And so add that into the comments how you could possibly use it and by user, excuse me, by student votes, the comment that gets the most likes, the most positive thumbs up, will get a conversation with Nathan where he goes over this stuff in a lot more private setting and a lot more personal setting. And so let's now go over to his screen. I'm looking down on my keyboard to see which keys do it and that's, those are the keys. All right. Now we're looking at, what are we looking at? What is this? Nathan: So what this is, this is the Excel sheet with all of the data from the webinar. So you can see here, I will systematize all this. It says, click registration link for the webinar, the go to webinar, 742. 293 of those registered and 227 actually attended. So you're getting a really great attendance right there which I have got to be, about 80%. What this attentive shows, Andrew, is how long people are actually looking at your screen. So they may be in your webinar, but they're probably multi- tasking. This attentiveness tells you, are they actually looking at the screen that you're sharing to them? Are they watching? Andrew: So if you have a 0.8 as you got there, what does that mean? Nathan: 80% of the people that registered actually showed up on the live webinar. Andrew: OK. And the attentiveness means 46.6, what does that mean? Nathan: 46.6% out of, shoot, what is it out of? Out of, 100's the best so that's, it's how long, it's not how long. It's, you could probably just actually call it a percentage, 46.6% of people are actually watching your screen. Andrew: Paying attention. Or maybe 40, OK. All right. It gives you a sense of how much they're watching so that you... Nathan: Exactly. Andrew: OK. So that you know whether you're on or not. And you can actually, as you're doing the session, you can see when people stop paying attention. This is all Go To Meeting, Go To Webinar... Nathan: Go To Webinar. Andrew: ...that's giving you this. Nathan: Yeah. And it's great because one trick, one tactic that you guys should all do if you're doing webinars, to keep this attentiveness rate up, say things like, do you guys all see this I'm about to click? If you're only going to watch five seconds of this webinar, you want to see this button I'm about to click. And then you can watch on the web statistics, you're attentiveness shoot up. Seriously. Once you have 90% of people watching, then do it. And reel them in and it's a great way to get your audience more engaged. Andrew: OK. Nathan: This is the average attendance duration in minutes. So on average those 227 attendees were in attendance for 62 minutes, an hour. Andrew: That's phenomenal. To get people to watch you for 62 minutes as you sell your product is phenomenal. You know I want to go back to this spread sheet, but what do you do to get people's attention for that long? Nathan: You make it about them. It's got to be about them. Andrew: But what do you mean? I always want to make everything about them. Nathan: Yeah. Andrew: How do I do that? Nathan: I'll show you. I'll show you. OK. So what you do is, when I get the attendees come in, I see all their names and immediately I'll start the webinar 15 minutes early and I'll go, hey guys. Nathan Latka here with Lujure. We have got a remarkable program ahead of your guys today. I need to make sure you're all sitting down because if you're standing watching this webinar and you're blown away by these tricks and you fall and break your arm, we're not liable. So take a seat. You know you have got to add some personality. And then say, go ahead and type in the questions where you're joining us from today. I learned that from Lewis actually. Andrew: Lewis Howse. Nathan: Lewis Howse. Andrew: The guy who did a course here on Mixergy too, but... Nathan: You get buy in, great buy in. That's what I'm trying to say. Andrew: OK. Nathan: Get them bought into the presentation. Andrew: Let's take a look. I want to watch you somewhere. This is where people, we're going to send people later on to your blog and this is where they can go and watch one of your sessions. Well here, actually people can't see. There, now they can see it. This is where they will go if they want to watch one of your sessions and see how you're doing this. Nathan: Yeah. If you click that link there. Andrew: This one right here. I'm not going to click it, but this is it. Nathan: Yup. You click it and when it opens at the bottom of it there is the full webinar. And if you don't want the content, the Facebook content, skip to about minute 45 and you'll see me going into the pitch. But it's really such, it's not a pitch. What I do, Andrew, I told you about making it about the users? Andrew: Mm-hmm. Nathan: I will ask the users. I'll straight up say, hey guys, I've given you 45 minutes of crazy content and I don't want to waste your time. You guys have families. So here's what I want, if you guys are interested in hearing about my pricing plans I need you to tell me so type yes or no in the questions right now. Do you want to know about my pricing plans? And then bunches of people says, yes, yes, yes. Andrew: They say they want to know about your prices? Nathan: Yeah. Our prices. I'm creating buy in. So like what I do, and people are like Nathan, you're bullshitting. You say everyone's saying yes, but there's probably nobody saying yes. So I'll take a screen shot, because they can't see the other chat people, so I take a screen shot of it, put it in Photo Shop and say, look. You said you want to see it and so does 90% of everybody else on this webinar. You guys are smart people committed to growing your social strategy. Andrew: By the way, you intentionally keep them from seeing the chats to each other so you can control the conversation? Nathan: Exactly. Andrew: Right. You don't want them to see that they're talking to each other. You want them just to talk to you so that if you only have two people in the chat room, they don't know that it's only two people and if you've got a bunch of trolls and people who are all saying no to the pricing, you don't want them to all see it. You can actually show the screen shot from a past session? Nathan: Well, you could. I actually take them all live. Sometimes you'll see someone, like I've been, it's great when somebody cusses me out on a webinar in the chat and here's why. When somebody's like, this is, and if you're listening at work, turn down the volume, but if they're like, this is fucking bullshit. I can't use this for my company, blah, blah, blah, I'll unmute them. And I'll say, John, why do you feel that you just cannot use this? And what will happen is everyone, I'll say, John, what's your Twitter handle? And he'll give it to me and I'll say, guys, you know that John can use this. You guys are smart people. Tweet him ideas and tag Lujure media. So then they start tweeting to him, overwhelming him with ideas and I spend three minutes on the webinar with him and I'll spend three minutes giving him ideas and I'll say, John, are you a believer now? And he's like, Nathan, this is remarkable. This is the strongest kind of feedback. I would pay people. I told you this, I would pay people to cuss me out on webinars because when a company has an enemy, you grow exponentially fasters. Andrew: All right. I'm not going to edit this out so you can deny it. How do I do this? Screw it. You have got to trust that this is OK with this audience. This is a small audience of people who paid so it's not going out to the broad internet. But here's the thing, you sometimes will have people intentionally, I see the look on your face. Let's zoom in. You're not sure what I'm about to do. Nathan: I know exactly what you're about to say. Andrew: You'll sometimes have people intentionally say negative things about you on your Facebook wall. That's all I'm going to say. How much of that story do you want to talk about? Nathan: I'll tell all of it. Andrew: I'm going to put the camera right on you and put you on the spot. Nathan: Yeah. And again, I'm going to look straight at you people and tell you this. When you have people, like if any of you right now go to PayPal's wall, they can't keep up with all the negative comments because there's so many of them. What they did when they first started is they went and deleted these negative comments. Well that's not going to stop the people from leaving negative comments. They're going to talk about you online. At least give them the place to talk about it. But when you're growing really quick and you're doing really well like Lujure is, you don't get a lot of negative comments. But the second you do get a negative comment on your Facebook wall, I email blast it out to my whole email list of almost 36,000 people and say, hey guys, this guy things our product is crap. I could tell him that I think it's great, but would you just mind taking a second and telling him what you think? And if you think it's crap, tell me that too because I want to make it better. And they all go in and it creates a huge stream of people that are just like, this is remarkable, you're crazy, they have great support and it's the strongest form of social proof that you can get. Andrew: I've heard of a company, you may not know these guys, but I've heard of a company that will have one of their friends go in and rag on their Facebook page just so they can have that kind of feedback, a reason to get people marshalling behind the company. Nathan: Exactly. That's exactly right. But we have, what we created when I first started Fan Page Factory, I created a competitor early on specifically to rally my troops to crush that other enemy when really you were running both sides of the equation. Andrew: I should say that that was your previous company where you were doing everything manually and now you are on to Lujure where it's all automated. You don't have to manually create Facebook fan pages for people and, there it is, and image them. Nathan: Exactly. Andrew: You just send them to Lujure and they can do it for themselves. So walk me through the rest of these numbers as people can see on their screen. Nathan: Yeah. So this is new sales quantity. So how many new sales we made on the call. Now, for those of you that are trying to make this comparable and get ideas for your own business, what Lujure is, it's a monthly recurring subscription. So you see here, Andrew, 227 attended live. 28 purchased. So that's a low conversion rate for what we usually average. But the actually number of the new sales was $1,368. Some of that was an annual plan, too, a $288 annual plan. This, the new MRR is what is added to our monthly bottom line. So you see here, what I do when I create these sheets is I copy and paste all of our new paying users. Andrew: Before you do that, I think you might be on pause on your screen, 'cuz I don't see to the right of that. Okay, there we go. Okay. New MRR, these are new people who are going to be paying you month to month to month. Every month, because of this webinar that you did, you get a little over a thousand dollars, until some of these people cancel. So, that's phenomenal--recurring revenue coming in. Nathan: Yeah, and I'm not going to say what our lifetime value is, but it's substantial. So, this is going to recur for a long time. And you can see here, most of the time I aim to sell people onto our $[30] a month plan. So you can see all our $30 a month purchases we got. One person purchased a $300 a month plan, here. But that's the easy part. That's the selling part. The more interesting part is the people that did not purchase. So, what Go To webinar will spit out for you is an interest rating. What this interest rating is is that it tells you how into your webinar that specific user was--how much were they watching? And then it tells you how long that specific user was in your session--in minutes. Andrew: So, the person didn't buy, but he spent 109 minutes in your session? Nathan: Yes, so that is an easy close, if I get him on the phone. Andrew: Oooooo! So you will call him up. Nathan: Exactly. And I'll say, 'I can tell you're a smart guy. You invested 109 minutes of your time on our webinar. I just want to call and make sure I got all your questions answered,' because we keep all our questions stored right here, that they asked on the live call. And you can see, one of the questions I asked at the end of the webinar is, 'How many of you are ready to buy, but you just can't pull the trigger right now?' And people will be like, I'm so close, I'm so close. Well, we get that. And then we just sort it, and contact them. So I say, 'Was this demo helpful? Was the webinar helpful?' And usually people say, 'Yes.' So, what I do is, this qualifies your leads. The people that have high [??] in the in-session duration, and high interest ratings are people that are easy to close, if you can email them, or get them on the phone. And I have their email here in this chart, too. Andrew: Yeah, you and I intentionally went over this to make sure we were hiding people's email addresses. But this is exactly what you get spit out from Go To Meeting, Go To Webinar? Nathan: That's correct. I do some custom work, here, like I will highlight these cells to add the color to them, to sort them, to make it visually easy. Andrew: Right. Nathan: But look right here. This person said they're seriously considering buying. Right? Andrew: Yeah, we're talking about Number 76, 'Seriously considering.' That was the answer. Nathan: Yep. Andrew: And they still didn't buy it. How do you know, how does Go To Meeting, or Go To Webinar. . .I keep saying Go To Meeting, but I mean Go To Webinar, how do they know that the person didn't buy? Nathan: Yep. That's part of the magic sauce, here, that people won't get anywhere else. What we do is, our [charge ??] back end will spit out these payments, and I take the emails of the people that pay and do a list comparison with the emails in the Webinar. So if there are duplicates, that means they were on the Webinar and they purchased. So I actually create what I call a buyer's profile for the Webinars, so I know that the average buyers has an interest rating of about 55, and on average only watches about 63 minutes. So then I know; Nathan, when you do these two-hour long webinars you have a long tail after 65 minutes. The marginal value of those extra minutes decreases, so you optimize all of that. Andrew: I see, and this is within Excel that you're combining them; 'cuz you could do them within Excel, right? Nathan: Yes. You can do it within Excel. Andrew: It's basic Excel stuff, and of course, if anyone doesn't know how to do it they could pick it up pretty quickly. But if they don't they could just hire someone on Elance to an Excel spreadsheet like this for them. And you get one Excel spreadsheet from Go To Meeting. No, you can't Go To Meeting, because that's what we use internally. Nathan: Or Go To Webinar. Same thing. Andrew: Go To Webinar's what I should be saying, because that's the bigger product. So you get all the data from Go To Webinar; you get all the data from Chargify. You it each in a different spreadsheet, and then a third spreadsheet does the math on it, essentially? Nathan: Exactly. We run it manually, and we're actually to the point where we're writing VBA code in Excel. That will automatically write an email that says, 'Hey, (first name, last name), thanks for joining our Webinar. We really appreciate the hundred minutes of your time. You asked these questions. I just wanted to make sure that we answered them all. Send a reply email if we didn't do it.' And that's all automatic, 'cuz we're just going to write VBA code in Excel that automatically sends those emails. Andrew: Oh, I see it. I love that you get all this information back. So, this guy is Ben from Atlanta. He said, 'Yes.' Nathan: Yep. Andrew: This is phenomenal. Nathan: Yep. Andrew: I love that we can show your computer screen, too. I want to see this stuff. I feel like it you and I knew each other, if the audience members listening to us right now knew you, they'd sit right by you at your computer, you'd show this whole stuff and it'd be fantastic but you don't get to do this kind of conversation much with people where you go into their office and take a look at their computer screen and really see what they're doing. You can learn so much. Nathan Especially with webinars. People, again, we talked about this already. I don't understand why people think webinars are spammy but they're not. You can see here on this chart when I asked, I said, 'You guys. I want to know if you want to know about our pricing and I need to feel that you're passionate about it. I want to see exclamation points and hyper marks.' This person was like, 'shit, yeah I want to hear about pricing.' So then I take a screenshot of that I show everyone on the call and then I also ask, 'Hey, who has already purchased?' And this person will say, 'Yeah. I'm already on the consultant plan.' Andrew: OK. Nathan: Some people get really into it. [laughs] Andrew: I'm a member already, I'm already on the consulting plan is line number 220. I even saw one person who said, "Get on with it already." Nathan: Yep. Andrew: That person wanted you to move already. Nathan: They wanted us to hurry up and show it. And the cool thing is this data will also show you the people that did not attend. So what do I do? I put them in the email list, I copy all their emails and put them in an email list and mail chimp and the next time we have this same webinar, I'll email market to them to try and get them live because I know I can close them. Andrew: All right. I love that and if you get anyone that says anything negative about you on Facebook, you've got this army of people who are going to... in fact, speaking of army, is there anything else on this big tactic before we go on to the next one because I want to talk about culting your audience. Nathan: No, no, this next one, I think it's really important. I finished, we're good with that one. Andrew: All right. Now we're going to talk about how to create a cult by following up with people. So how do you create a cult with your brand by following up? Nathan: Yep. So what I just talked about, where we had the VBA code that would automatically write back to you create, this just blows people away. They're like, oh my gosh, we feel like we know this person, they feel connected with us and it's great because we really do care. Everything that Lujure develops, we get the ideas from webinars and on meeting people, so one of them, I'll never forget this, Andrew. He asked me, when I needed money, he's like I want you to come to Toronto. I want you to do social consulting for me and I'm like, OK, why not. His name was Dean Braco [SP]. I headed up to Canada, this was about, right before Lujure started, when I was doing Fan Page Factory stuff, and I met for three days, I slept at his house with his family, got to know his kids and I taught them my theme song. So the kids knew the theme song, I got a message after I spent that weekend with them, Dean sent me a message where he had snuck up on his kids, who were having a campfire in their backyard, and they were in a big yellow and black tent with all his kids friends all together, and his kids were teaching the other friends. And they were all singing it, dancing around in their tent, next to the campfire in their backyard up in Canada. I'm like this is what empowering, this is what it does, you empower people and then you have all this and their kids singing your theme song in the woods. It's just crazy. Andrew: How do I do this now with an audience of strangers online who I don't get to meet directly? Nathan: Here's what you do. So when I get on these webinars with people, actually that's the next tactic, that's OK, you have to create polarization. Andrew: Actually, I do want to stick with this. I don't know if you have it but in the set in the conversation that you had before with Jeremy, before we started. I'm looking here in my notes. Nathan: Yep. Andrew: You were suggesting that you might be able to show us email samples, this is what you send to people. What you're saying is that you follow up with people and as a result you build this passion in them. And I can see now how you know who to follow up with, you go back to your spreadsheet here, and you can see who watched the whole session but didn't buy. And you get them on the phone or you get them via email and you say why didn't you buy or you get to know them and that builds a connection with people. Because they watch you for an hour, you're kind of like a celebrity to them and now you're talking to them and that really builds a bond. What else do you do like that and do you have the emails that you send people? Nathan: Yeah, I would show it but I have to go under email to do that and there's stuff in there that I can't show on the screen in my email inbox but one thing that I'll also do is, I will only do this after someone's been on a webinar with me, but I'll look up this person on Facebook. I'll look at who they have listed as family on their Facebook profile and I'll go read their latest status update. So if Mary Jo Smith posted, I know she was on my webinar and she posted yesterday, 'Man Brad hit a home run yesterday and was like a celebrity on the baseball team.' You incorporate that in, send an email and said, hey Joe. I know you have a ton of questions we didn't get answered on the webinar, I know you're still celebrating the huge victory that Brad had last night, but let me know when we can answer some questions some of these questions for you. There's no excuses for all you entrepreneurs watching to open up some one's Facebook profile and immediately study and build a rapport with them and get a response. Look at something you have in common and you go with it. Andrew: All right, what else do you do? Nathan: So we send a follow up email. What we do then is get all their questions answered and then they'll do one of two things. They'll either purchase or they'll keep coming back on webinars, and this is a great tie into our next tactic, Andrew. So I'll let you jump in. Andrew: Let me make sure that I've got everything in my notes here about this section. You describe the emails, but you didn't show it. You talk about how you get to know them when you talk to them on the phone. How you give them a sense that you have something in common and that you have something that you care about. Show polarizing comments where fans jumped in. You talked about that earlier. So one what that you get people to feel connected to you like a cult is you tell them, this guy is saying something negative, if you feel passionate, go and defend us, go and stand up. Nathan: I'm going to give you guys word-for-word what you should email out to your list if you get a negative comment. You want to say something like this. In the subject line of the email that you send out to your list if you get a negative comment is, "This guy thinks we're this bad..." Right, then in the email, take a screenshot of the comment on Facebook. Put it in the email as a picture and say, "Hey guys, we are just working our butts off here at headquarters trying create the best product for you, and guys, if we suck, we want to know. So go comment on this guys post and let us know could we be doing something better? Or are we really just horrible and we should pack up and quick right now." If you pitch it and you say something like, go defend us, people don't get on the defensive for you, because you're asking them to. If you make them feel it, they're going to get much more genuine responses. Andrew: All right, I love that, and I love the details of it. What is it called, case, copy, and swipe, I forgot. I want people to copy what you're doing, and I want to give them as detailed an understanding of what you're doing as possible. And of course they're going to customize it to they're own needs, but if they could just start off with yours, copying yours and then adjusting it, then you've gotten them halfway there. All right, next, last big item is, let your raving fans speak to double conversions on webinars. Nathan: Yes, and rarely is anybody doing this. Which is why when we do it's so effective. When you do a webinar Andrew, it is like a Vegas show, and the more strippers the better. The more entertainment the better, that was a bad analogy. Andrew: I get what you're saying, and believe me I've been stuck in bad analogies here. You've got the camera on you and you're staring, and you're going wait a minute, that's little bit off with the analogy, how do I explain it. Nathan: All right, so let's get back to the good stuff. What you will do is, those people that were on a webinar, you know they watched a long time. They asked a lot of questions, you bring them back to the next webinar, and you recognize their name in the thing, so that when you do the pitch on the webinar. Once you get through it, you'll say, 'You know what, let me get some real user feedback.' And you'll unmute the people that you know are in love with your product. So say one of them is Amy Lazarus, I know Amy is a huge fan, I'll un-mute Amy and go, "Amy, you know $30 a month is basically like five Starbucks drinks, what would you tell people who don't want to make a five Starbuck investment in their fan page business in the coming year? " You unmute them, and they'll go man, you guys are stupid, you need to go right now and purchase. And I go, Amy. I put in a cheesy line, I go, "Amy, people are going to think I paid you to say that." Which I obviously didn't but it adds some credibility there. And what will happen is, I'll say like you do, which is really effective by the way. You'll go, 'Nathan why are you doing this interview, why are you sharing so much, right? I do the exact same thing, I say, Amy why are you joining me on another webinar, giving me all your time? Why are you standing up for us? And then they get more excited, they're like, 'Cuz you f***ing rock, I love Lujure, and they start bragging more about it. These webinars are like a QVC show, 'cuz I have a dashboard above my computer with the sales. So when I use a word or phrase or unmute someone and I can see sales come in. I know that their story is resonating and converting so I'll leave them unmuted, and let them keep talking and the sales keep coming in. And when the sales dry up from that person, I'll unmute the next brand promoter, and you figure our which are the buzz words and what are getting people to buy. And you customize the next webinar to make it better. Andrew: I love that, that's so freaking exciting. This is one of the reasons I did Mixergy. I don't think much of the world would get excited about seeing sales come in on a big tote board. For them, watching football scores come up on a big [??] board is more exciting. Seeing who got kicked off the island is more exciting. But a small group of people are really into business? Just imaging a [??] board of sales and the ability to control those sales with their mouths, with their ideas, is just so frickin' exciting. Nathan: I love it. Andrew: I know. I want them in my tribe. I want to build a site for them. Nathan: Yes. Andrew: I got to tell you, I'm going to let you continue this, but really, if there's one idea that you could use here, I'm going to tell you why you do this. I get no benefit out of you adding a good comment about how you're goanna use these ideas, but I've had private conversations with Nathan, and now as I'm talking with him I'm thinking, boy, he's giving me so much. And there's still so much that he's not going to get to in this session. I would pay, I would fight. I would do whatever I could to have a private conversation with Nathan. And if all you have to do was add one comment about how you're going to use the ideas in the session. That's just tiny little thing to do, to get to have this conversation with Nathan were you get to find even more information, where you get to some of the secret stuff that I haven't been able to get to. Okay, so there. Add your comment. Now let's go back to this final point, here. Tell me about this. What else do we need to know to double conversions? And then I want to hear your sales pitch, if you can turn your computer on for us. Nathan: Absolutely. So guys, again. A lot of people will create a webinar. A lot of these network marketer that are great at what they do will create a webinar that they know converts really well. Andrew, I'm sure you've seen these, where it's like text going across the screen and it goes in red highlighter and yellow, and all that jazz? Andrew: Yes. Nathan: And they'll throw them up and automate them. And people can tell if it's automated or not. And what happens is you don't have this ability to [??] people and create real life interaction. And that is where the value of Lujure is. We're creating real connections with people. So, if I had to tell you guys one thing, figure out, get those brain advocates speaking for you. Un-mute them and let them go, then watch your sales go. And if they're doing a bad performance, mute them and un-mute somebody else for an advocate. Andrew: You do have phenomenal control in a session. When you're doing a Go To Webinar session, you can mute and un-mute people at will. You can find someone who's ragging on you and you can unmute them and talk to them. And then, as you say, you'll find someone who loves the product and unmute them and have them go at each other. It's almost like talk radio, where people are just looking for that wrestling match to have in public. Nathan: The Howard Stern of software. Andrew: Yeah. All right, you want to turn on your computer screen and run us through how you would do things. Nathan: Yep, so let's do this. Andrew: Here, let me bring up your screen. Nathan: All right. Let me pop this open. So, what I'm about to show you guys is literally the exact same sales pitch that I go through when I'm selling people. So, Andrew, am I good to go? Andrew: Let's just make sure it's all loading up. Yeah, you're great. It's loading up great. Nathan: I'll say, 'Guys, from my self and a Lujure Team, which you can see here now, thank you so much for joining us today. I want you guys to keep watching until the end of this, because I'm going to do all of our Q&A. I have a simple question for you guys. I hate wasting people's time. So, yes or no? Who wants to see more about our pricing plans? And guys, I've got to feel the energy. I don't want to waste your time. I don't want to waste my time. I need to really know that you want to buy our product. So, post with capital letters to [??]. For those of you that are smart, you understand what a remarkable opportunity this is, so let me know in the comments.' And the screen shows my comments with them, Andrew, and I'll see it, and I'll say, "Great. There are a lot of you that are really interested in this. Let me jump in. Here's what we're going to do. If you're committed to taking the next steps on your fan page to really drive that social interaction, until the end of this webinar we're going to offer you guys a few things." First, you're going to get the blurred fan gate graphics pack, which is a $47 value. Now, Amy, are you still on muted? Is it worth $47? I know you're using it. "Oh, my gosh, Nathan, it's remarkable," so social proof. In addition to that, you're going to get 28 graphics, a $400 value, that you can use to copy and paste into your fan page. We're really excited about that. And lastly, we're going to give you, Amy, complete access to the undeniable Lujure system for $30 a month. Now, Amy, would you pay $521 for that? "Nathan, in a heartbeat. Lujure is so amazing. It's changed my strategy." Amy, we're not crazy. We're not going to charge you $521 until the end of this webinar. Amy and Andrew, you too, and John, and Joe from Canada, you can get it for 30 simple dollars. That's five Starbucks drinks and a 94% discount. But what I want you guys to do is pay very close attention to the next slide, because there's a massive award for the first ten people that go purchase. I want everyone to watch my screen right now. If you're not watching my screen, bring up the webinar screen, because on the next slide there's a remarkable opportunity for you. And here it is, the first ten people that go to Lujure.com/plans right now and purchase, you're going to get our exclusive follow up webinar which is the secret of the masters and there's a special guest on there. You're going to learn exactly how to drive sales and business through your fan page with workbooks and a complete copy and paste sample. Guys, we have this great 30 day money back guarantee. We're not successful unless you guys drive traffic, email leads and revenues through your fan page and you've got my signature on that guys. Lujure.com/plans right now. There's over 26,000 extremely intelligent people that are already using Lujure and they're having remarkable success. I want you to be one of those people. So guys, I'm going to now jump into live question and answer and you have until the end of this webinar to go to Lujure.com/plans and check out. You're going to get all of these bonuses today. Amy, are you going to Lujure.com/plans right now? Nathan, I already have the $300 a month business plan and anyone who's thinking about $30, you better go do it right now. Then you unmute people Andrew, that are big brain advocates and they'll start going back and forth and they'll unmute people. So that's the end of the pitch for those of you watching. And I'll going into Q&A and what I'll do is I'll unmute the brain advocates and I'll then unmute people who are thinking about buying and I'll say, John, who's thinking about buying, talk to Amy who's already bought. What questions do you have for her? So I just then sit back and I watch the sales and I see what buzz words are driving sales and you learn. Webinar to webinar you get better and better and that's how it works. Andrew: This is phenomenal. And we can watch the whole thing. First of all, we got a whole transcript crew... We're going to create a transcript of this whole closing process that you just ran through so people can copy and paste it in their note, in their text doc-, sorry... in their note editors, whatever, in their text editors and really read how you're doing it and break that whole process down. But if they want to watch a whole session, tell me if I'm overdoing this guys. If you're in the audience and you think I'm overdoing, referring to the guest site let me know, but I think it's useful to go to blog.lujure.com and see how he does this in the course which is right here. It's one of his blog posts right there. All right. This has been phenomenally useful. I'm learning things. Even though I've got the notes here from before the session, you and I have talked about this. I'm learning things and I'm looking forward to using them here at Mixergy. I want to hear how others do it, too. So if you've made it this far and you haven't found one thing to, one way to use this in your business then you've wasted your time and I don't believe that anyone who'd sit this long would all themselves or anyone who even is a fan of Mixergy or is a customer of Mixergy and has been in the audience, I don't believe they would allow themselves to waste their time. I know that you found at least one way, one idea here that you can use in your business. What I'm asking you is to just tell us about it, to share it. Because when you do, you really own that idea. When you share it with other people you teach other people and you show them how they can use it too and that's what I want you to do this, to think it through for yourself and to also share your ideas with others. So if there's one idea you got from this session, come back in the comments of this session and tell us how you could possibly use it in your business and based on the number of likes for the comments, we'll pick the person who has the most likes and we'll get them on the phone with Nathan for half hour private conversation about how Nathan and his ideas and his experience could help them in their business. All right. How can people follow up with you if they want to say, thank you? Nathan: Yeah. Andrew, they're welcome to email me directly. It's Nathan@lujure.com. We're also always on our fan page so you can go there as well. Andrew: Let's take a look, by the way, one of the things that I like about your fan page is that you're like gating, right? This is... Nathan: Absolutely. And we're texting it. Andrew: This is how you're getting people to like your page, by telling them that they can see what's behind here. Nathan: And we're testing it too. If you click, more, on the left, Andrew. Andrew: Let's see. Nathan: On the bottom to get more tabs. Andrew: Uh-huh. Nathan: You're going to see three of them at the bottom. They have the 73,000, those are all split tests, different headlines, different colors, different formats and layouts... Andrew: To see what gets the people to get the likes. Nathan: Exactly. Andrew: [laughs] Nathan: This is, it's which one gets the most opt-ins. Andrew: I see. Oh, that was you. I didn't mean to cut you off. All right. So that's Facebook.com/lujure and of course there is, where is that, lujure.com. Wow. Thank you for doing this session with us. Nathan: You bet guys. I hope you guys took something away from this and if you didn't, you better email me because I'm going to make sure that you find a way to makes sales through Facebook, all right? Andrew: I'm looking forward to it. Thank you all for watching. Looking forward to your feedback. I'm looking forward to hearing how you can use these ideas. Nathan from Lujure, thank you for doing this session with us. Nathan: Thank you, Andrew.