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A Simple Sales Trick That'll Improve Your Pop-Up Conversion Rate
Have you ever heard of a micro-yes?
Howdy,
Twitter is a wild place.
You can either fall into a digital cage of chaos filled with humans flinging shit at one another like monkeys, or you can learn a crazy amount about whatever you’re interested in from experts who give away info for free.
I prefer the latter, but am not immune to the former.
Today, I am focusing on the latter. Obviously. This newsletter is meant to help you learn.
Specifically, I am going to highlight an A+ thread by Jacob Sappington.
Last week, Jacob came out with a banger of a thread on how to improve collection rates (form submission rates) on a pop-up.
Here’s what he said:
This one change took a popup from 3.3% to 9.1%, all without changing the offer:
— Jacob Sappington 📬 (@jsappington)
3:32 PM • Jan 27, 2022
That’s a 5.8% improvement.
By any objective measure, that’s really good.
The concept behind this whole thread is the idea of the micro-yes
If you’ve been in sales for any length of time you know exactly what I’m talking about.
Building up your prospect with lay-up questions that they will of course say yes to.
— Jacob Sappington 📬 (@jsappington)
3:33 PM • Jan 27, 2022
Examples of this in life insurance could be something like this:
Would you want your house paid off for your spouse in the event of an untimely death
Would you want your kid's college to be paid for
Would you like it if your spouse were able to quit work & focus on the family
— Jacob Sappington 📬 (@jsappington)
3:34 PM • Jan 27, 2022
I’m not going to give you the whole thread in this email — Jacob deserves some juicy engagement numbers on his thread. Click below to read find out the secret to a giant boost in conversions for your pop-ups.
Continuing on the idea of getting customers to agree to a micro yes, a copywriter must understand that the micro yeses begin far before anyone makes it to the CTA. With respect to emails, they begin with the subject line.
Here’s an example of a series of yeses I found on a website for a company dedicated to designing and optimising customer experiences:
They equate the micro yes to a “nod in a meeting”.
You don’t go into a meeting and immediately ask a client to invest $1 million in your service. You also don’t spam customers with your most expensive products the moment they join your email list.
You gotta wine ‘n dine, baby.
So, when you begin writing your next newsletter (or a pop-up FOR your newsletter) consider how you’ll create cascading micro yeses for your reader.
Adios,Andrew