Are You Ready To Scale An Offer?

Some of my thoughts after day 1 of our new supplement offer.

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Hey everyone, good morning. This is Russell Brusnon. It’s about 6:30 in the morning and I’m heading to the gym. I was too excited to not do a podcast. Welcome to the Marketing in your Car podcast. I got to admit, part of this whole episode is because of my good friend and faithful listener Stu McLaren.

We had a chance, I know you guys have heard me talk over the last however many months about our supplement we have. We’ve been doing really well with it. We always have a free plus shipping thing where they get a free trial bottle. We auto bill them and all that fun stuff.

We couldn’t ever make that offer work very well like in mass media when we would take it to media buyers and stuff like that. We’ve been trying to figure out a way to do it. The media buyers said, “If you want to be successful buying big media, you have to change the way your offer is structured. It can’t be a trial. It has to be up-front pay. It has to be all these things.”

They showed us some successful offers. We looked at all of them. I bought probably 20 different supplements to see their sales process and to see what they upsold and how much they upsold them for, what the price points were, and all that fun stuff. That was what I did about six months ago or so, and started reworking our offer.

We hired a great copywriter. He wrote the copy and designed it all, put the whole process together. Yesterday, it actually went live. It was exciting. You never really know what’s going to happen. You hope and pray that it’s going to do well but yesterday was a big day for us. The ad we bought, we spent $1300 on the ad and within about three hours or so, we broke even.

Within about eight or nine hours, we doubled over, meaning we had made over $2600. This is on cold traffic which is what makes it so exciting. It was the equivalent of putting a big billboard out in the street, and people driving by came in and either bought it or didn’t buy it. I’m excited, to double over your money on the first day on a cold ad before any of the testing process has really started is exciting.

I remember I’ve been wanting to do a supplement for years. Ever since I interviewed a guy named Vince James, and some of you guys, hopefully most of you guys have heard that interview. It’s the 12 month internet millionaire where I interview Vince. He had made $100 million in 23 months selling a supplement. He wrote a really good book called The 12 Month Millionaire. In that book, he wrote a chapter called, “What’s it’s like when one of these things explodes.”

He talks about how with his offer, the one that he did when he first mailed the first sales letter, he said it tripled over on the front end which for him had never happened before. He’s like, since he had that happen, he knew it was game over. He took that letter that he was mailing and started scaling it to more magazines, making it wider and bigger.

Again, with it, he made in 23 months $100 million. That’s how I’m feeling this morning. I’m awake, I’m excited. Today, my only question when I get into the office is how do we scale this. What can we do? How can we increase the traffic and make it more consistent? How can we get more of it? That’s going to be my focus today and probably for the next, who knows, next year if it keeps going this well, if we can keep scaling it.

We’ve had a lot of successful offers. I think last I checked, we had six or seven products we had made that had done over a million dollars in sales but we’ve never had one that we could just really scale, take it, and grow it by adding tons more media to it. That is going to be a fun process to learn and try. That’s what we’re doing.

For all you guys out there who are trying internet marketing stuff, don’t give up. The stuff all works. I took a little break to go in and work out. Now I’m back in my car, heading back home. Anyway, I just wanted to add onto the end of this because I wanted to make this actionable for you guys, not just talk about a success we had.

I’ve been doing this for a long time, over a decade now of creating and trying out offers. It’s interesting, some fail, some do well, some do really well. You never know. That’s why I think if you really want to be in this whole internet marketing/direct response game, a big part of it is you got to always be creating new things and testing stuff because you never know which one is going to blow up. It’s kind of interesting.

I remember hearing, I think it was on Shark Tank or somewhere, they were talking about how most people are trying to get a grand slam. That’s their goal, trying to get a launch that makes them a million dollars and make a grand slam but tons of millionaires have been made by hitting singles and doubles. I think it’s really key.

We’re always looking for grand slams but the reality is you’ve got to hit singles, hit doubles, single, double, triple, and then every once in awhile when you step up to the plate, you’re going to knock one out of the park but you can’t do that if you’re only up to bat once or twice. You always got to be practicing, getting better, trying and testing.

I don’t know where our supplement is going to go but based off just day one, it’s pretty exciting. I think we’ve got a lot of potential. Now it’s going to be the fun part about learning how to scale it, grow it, and seeing how far, wide, and deep we can go. I just want to encourage you guys as well. Just keep on creating different offers until you hit the single, which usually the single is going to be the first one that gives you your big payday, hit a double which is probably the one that’s going to let you fire your boss and make this thing a full time gig, then every once in awhile, and it might not be a year from now. It might be ten years from now but if you’re consistent with it and keep getting better and honing your skills, you can knock one out of the park.

That’s about it for today. I’m excited and fired up for today. I hope you guys are as well. Make sure that you put yourself in a positive state for yourself plus the people you’re working around. Your attitude I promise you is going to wear off on people around you, so put yourself in a good state. Go in there excited today, get fired up, and have some fun. Thanks everyone, and we’ll talk to you soon.