i’m really disappointed.
Guess i was expecting more from Emirates airlines. A big company like theirs should be better at marketing.
Mum wanted to fly over for my big surgery last month.
So I tried many dates in July, but because of corona, the first airline kept cancelling my bookings until eventually there were none before the surgery. Then we tried dates AFTER the surgery. But those too, one by one, got cancelled. Then we thought it could be time to try a different airline…Emirates.
Mum is the type who believes in omens.
What if it’s not the right time to travel? What if God doesn’t want me to go? What if i get stuck there? What if i bring coronavirus with me? For every cancellation, she took me on an emotional roller coaster ride with her.
So she wasn’t exactly keen to change airline. But i convinced her anyway.
Out the gate, Emirates’ site was down. (That’s an omen!) We tried again the next day and luckily, we found a good flight at a reasonable price. She was encouraged again.
For the next couple of days, Mum went back and forth checking and double checking where to do the required corona test, how long before, printed or digital, etc…she got special permission from the German embassy, she checked on requirements for returning…
Finally, she was ready to pull the trigger.
I spent most of the day on the phone with her as we filled the order form together. She checked every word of the terms and conditions, insurance, refund policy and what not.
On the last step, after credit card details were finally entered, the bank sends a verification code by SMS. When we filled it on the page, we got an error.
Immediately, mum said, that’s an omen… i dont think I’m meant to go.
Frustrated, i said…
Look, in about an hour, the airline is gonna email you to try to get you to complete the order. If you get such an email, take THAT as an omen you should come. If you don’t get such an email, take that as an omen you should NOT come.
To my bitter disappointment, the email never came.
Emirates missed an opportunity and lost a sale. They did not follow up like they should have.
You too, in your business, if you do not follow-up, will lose a fortune in missed sales, especially with partial orders.
Prospects who make it all the way to the order form, they’re just one step away from buying your solution…
… This is someone highly motivated. They have an itching problem and a need.
Just like mum. She desperately wanted to visit her son and her flights were cancelled numerous times, but she kept trying. By the time she was at Emirates’ order form, she’d been through hell and back with desperation to fly.
Similarly, your prospect has a problem they’re trying to solve. You don’t know how many times they tried before reaching you. You don’t know how urgent their need for a solution is. When they reach your order form, finally, they may have been through some shit.
More…this is not just a “maybe” customer–they began to fill your order form, so in doing that, they’ve fully demonstrated their intent to buy.
Just like with Emirates, we would not have filled the form and gotten as far as entering credit card details if we were not serious. They were literally a hair away from capturing several thousand dollars from us and lost it…they weren’t even curious as to why!
Similarly, prospects could be facing technical issues with your site, outside their control but fully within yours. Like the order form might not be working.
Or perhaps it is their problem…they have a banking problem (eg, declined card, not enough funds), which requires them to follow-up with their bank. Something they MIGHT do if you prompt them, but certainly won’t do if you don’t prompt.
There’s a lot of non-technical reasons too that people who are motivated might not buy after a failed attempt…
Like mum. She really WANTED to fly to Germany, but she was scared. Every hiccup was a bad omen telling her to give up.
Maybe your prospect is nervous too…
Perhaps their spouse would disapprove, or they’re worried they don’t have enough money in their account, or they’re scared your product won’t work at all.
Anything could serve as an excuse to change a motivated prospect’s mind, when they’re nervous.
Or it could be a combination of frustration and laziness. Order forms take time to fill. It’s a mission getting someone to fill them once, let alone TWICE because of a failure.
For mum, the error page was the final straw. It took the best part of a day to fill the form only to receive an error in the end. Perhaps if she tried over it would have worked. But the mere thought of searching for available dates again, entertaining the possibility the same perfect flight is full or its price increases, and the tedious process of filling the form and looking up details…it wasn’t exactly a fun prospect to repeat.
Bailing was easier.
Similarly, your prospect may have already added products to their cart, got to your checkout page, and filled the entire form. If there’s a failure for any reason your fault or theirs, they are unlikely to feel good about starting over.
The solution for all these problems is an ABANDONED CART FOLLOW UP CAMPAIGN.
It is a series of emails you send to people who start ordering but never finish. As in, the cart has been filled, but it was left (unpaid for) at the store.
Such a campaign is sent every time a checkout session does not complete within 30-60 minutes. The campaign can consist of multiple emails sent over several days, until either the visitor finishes their order, or the last email of the campaign is sent.
These emails assume the prospect is highly motivated to buy, they remind them you have a solution to their problem, they counter the prospect’s fears by handling potential objections, and they offer support in case the prospect faces technical issues.
At the end of every message, a link appears, where the prospect can continue their order.
If you sell your own products, this is the most important, profitable email campaign you can run. However, in practice, it is also the least used.
In the Follow Up Resources Manual of the Super Traffic Machine, from pages 77-98, i show you step by step how to write different kinds of followup emails.
However, since the Super Traffic Machine is designed for affiliate marketers, it does not deal directly with “abandoned cart” campaigns (affiliates are rarely in charge of checkout). But if your product publisher isn’t even running an abandoned cart campaign on your behalf, you will learn how to save those sales. And a lot can go wrong on the publisher’s site when you send prospects off to buy.
You’ll see how to write emails that turn subscribers into highly motivated buyers.
Plus, your emails handle your leads’ objections. They reassure those who are nervous about buying from the publisher you refer them to. They give certainty to the uncertain. They offer support if the prospect has any technical issues with the publisher. And they always, always, ALWAYS prompt the reader to start a new order. All this, increases your sales response and commissions.
Get started with Super Traffic Machine today, click the link below to start your order:
Oh, do you have questions i didn’t answer at the link above? Feel free to reply to this email and ask me!