Ask

The important part of what I was learning was his style of communicating. The magic was in the way he wrote. Something about it inspired passion, and stoked that flame inside me. I knew I was on to something, and so I kept copying.

“Lastly, I may want to follow up with a few people personally to learn about your situation. If you’d be open to chatting for a few minutes on the condition that I promise not to sell you anything—please leave your name and phone number below.”

This opened-ended survey is a survey you conduct once, before you build out your online sales funnel.

Once you accumulate enough survey responses, you’ll want to analyze the data in the same way we just covered.

The pillars of the system are four primary surveys: The “Deep Dive” Survey The “Micro-Commitment Bucket” Survey The “Do You Hate Me” Survey The “Pivot” Survey

The question is: How do you find out what your customers really want—who they are, and how to market to them? How do you put them into “buckets” so you can customize your marketing to them and generate more sales?

The only incentive you want to offer is the promise of a solution to their problem. If you include a free gift for taking the survey, your data will be biased toward people who just want that free thing. Your data are not going to be representative of whether or not they are a hyper-responsive prospect, and that’s what we’re looking for here.

Analyzing the demographics of your market, as we did in the preceding section, will tell you who your prospective customers are. Analyzing your open-ended responses will tell you what those customers want to buy.

when someone leaves their phone number and is willing to talk to you on the phone about the challenge they’re facing, they are more likely to be a potential buyer. In fact, on average, I’ve found that when someone leaves their phone number—when controlling for response length—that person is roughly 50% more likely to purchase from you than someone