275 Intro to Direct Response Marketing (& why it works so well)
What is Direct Response Marketing ?
A form of marketing and lead generation
Direct Response Marketing is a form of marketing and lead generation that has a goal of creating engagement and conversations with your potential clients.
Instead of pushing clients directly to a sale from your promotional efforts, the goal is to have them respond and converse with you, so that you can lead them into a sales call.
In this episode, I share some secrets about DRM and how to use it to grow your business and make more sales!
If the mission of your Marketing Strategy has anything to do with
creating connection, building community, or sparking conversation…
Then Direct Response Marketing is for you!
Access the transcript for this episode:
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You're listening to the visionary life podcast. I'm your host, Kelsey Reidl.
Each week, I'll bring you conversations with the most visionary humans on this earth, in hopes that you'll be able to absorb their wisdom, avoid their failures and feel less alone on the roller coaster ride that is entrepreneurship. This season, I'll be chatting with creative thinkers, masterful marketers, brick and mortar shop owners, brand builders, and people just like you who have a story to share or a vision that inspires. If I can share one quick secret with you before we get into the episode. It's that we all have a little bit of visionary inside of us, you know, that spark that nudges us to pursue our full potential in this lifetime.
But perhaps somewhere along the line, it got covered up, I'm here to tell you that it's never too late to explore that inner voice and access the brilliance deep down inside of you. It's in you, it's in all of us. Let's dive in. Hey, visionaries, welcome back to a little solo episode of the pod. Today, I want to talk about the importance of something called direct response marketing, and why you should care about it, especially as it relates to social media, and, and getting into real conversation with prospective clients. So if you run a business, this is going to be a really relevant podcast for you to listen to. And not a lot of people are using the principles of direct response marketing, to grow their business and to find more clients. And I think it's an underutilized tool.
And the reason why I'm so excited to talk about this too, is because starting on Friday, April 14, I'm actually going to be guiding a small group of people through a 30 day social media marketing training, where the main focus of each training is to actually leverage the principles of direct response marketing, so that you don't have to just get likes and comments and shares on your posts. You actually get paying clients into your funnel off of all that time and energy that you're spending on social. So really excited to dive into this episode today. I'll start just with like some quick updates, I guess. April has been a wild month like the visionary community is growing and growing and growing, we have so many awesome people who have joined us in the last 30 or 60 days.So I just want to say a big welcome to Meg G, who is a dietitian, I want to welcome Lin, who's the founder of empowered lives. I want to welcome Eva clear who is a coach, I want to welcome Erica who is a nutritionist, I want to welcome Jennifer who's the founder of Morningstar health ally, who is a coach for nurses, Alice, who is a performer and now the creator of a course for people who want to write and publish their first song. And Krista who is an amazing SIBO, nutritionist. So big shout outs to all of you, I am so proud to work with such incredible clients who are taking their business to the next level who realize that if they don't figure out marketing that things might be really difficult in the years to come. So just wanted to start there with a big shout out.
Hey, visionaries, I'm interrupting this episode, because I heard a really alarming statistic recently. And that's that 98% of business owners don't know how to turn their social media followers into paying clients. That's crazy, right? Because there's all these ebooks and digital courses and marketing agencies that are telling you, we're going to help you grow your following. But what is the point of just growing your following if these courses and agencies and ebooks don't teach you that vital next step, which is how do you turn your follower count into a profit into revenue for your business? And that all comes down to having a strategy and a lead generation funnel? So that, yes, you're getting new people to look at your content at the top. But then what are you doing to nurture them? How are you turning them into paying clients? If you don't know these techniques, if you're like, Kelsey, I'm posting all of the time. I feel like I'm constantly recreating content. And I don't even know if it's working. Well, then visionary social media is for you. If you're not familiar, this is going to be a live four week course starting on Friday, April 14. So we're going to meet for four Fridays in a row for 90 minutes. And there's going to be a ton of live access to me to ask questions for me to review your strategy and I'm going to be spilling the beans when it comes to all of my templates and tools that I use to sign 1000, multi $1,000 clients simply through Instagram and simply through a few techniques. So if you feel like you want to know everything you need to know to make more sales through social media, then I'd love to see you inside of this course, the best way to get more info to enroll yourself, and to be part of this four week experience to get in on the party of coaches and consultants and freelancers, and Etsy shop owners and podcasters, who are going to be sitting in this room with you had to Kelseyreidl.com, and then click on the big banner at the top. And then you can read all about visionary social media, you can check out and enroll yourself, or just send me a DM on Instagram, that's a super easy way for us to connect. So just send me a DM on Instagram at Kelsey Reidl. Again, this starts April 14. So you really don't have too much time when it fills up, it fills up. And I think this is going to be the most powerful 30 days in your business. So we'll see you there. And I don't know what's in the water if it's just that spring energy. But there's definitely been an influx of people who are taking control of the future of their business, especially as it relates to the remaining what do we have, I guess, eight more months of 2023. So, you know, if something's not working in your business, the worst thing to do is just to feel like you are stuck and that there's no way to move forward. I always want to empower you to look for solutions.
Look for coaching, look for masterminds people to hang around, who are always going to see a solution, who are always going to see a way to optimize and move through any challenge that you might face. So lots of good energy here in the visionary community and life in general, as our days are getting longer here, where I live in Ontario, the sun has been shining this week, it's been 2025 degrees Celsius, which I so appreciate. Because I'm able to get out on my mountain bike, which is so fun, we're tackling backyard projects, my husband and I, I've got my little seedlings planted ready to go in the garden in about a month. So just all good things. And I think it's so important when you run a business, to make sure that what you're doing in and outside of your work is bringing you joy, because if you don't show up in a joyful state, I guarantee you that that is rippling out if your energy is off, that is it is detrimental to your business.
And I am sure it almost sounds obvious, right? But so many of you, you are the face of your brand, you are the deliverer of your services. So you can't really just hide and let the business carry on because you are often the one that is igniting the spark that's talking with clients. So before anything else above every other priority that you think I gotta send an email, I got to write a blog post, take care of your energy, your soul, your heart, because nothing good happens if you're coming from a place of lack or depletion or burnout.
So anyways, I hope that resonates. But let's move into this mini masterclass on direct response marketing and why it works so well. So if you've never heard of direct response marketing, essentially, it's a form of marketing and lead generation that has a goal of creating engagement and conversation with potential clients.
And so if the goal of direct response is creating engagement and conversation, what is content marketing? What is regular marketing? Well, sometimes it's just shouting content and posting things with no two way conversation ability. So when you think about when you show up to write blogs to send emails to create Tik Tok content, is it solely for the purpose of publishing content? Or do you have a goal of creating conversation, creating engagement, creating a back and forth dialogue, because this is a great way to actually sell people into your offer. If you're able to chat with them, then eventually that chat will lead to a sales conversation.
But if you're constantly just pushing out content, and never prompting the response, you might not actually be getting much return on investment from all the hours and all of the energy that you're putting into your content marketing.
So whether that's Instagram or Tiktok, or emails or blog posts or podcasts or YouTube. So even though direct response marketing has been around for many decades, it's not new. I feel like it is starting to make a big comeback, and that's why I'm so excited to teach it outta inside a visionary social media because it really does feel like a less salesy way of advertising. And I don't even like the word advertising, because to me, that's mass marketing that shouting at people, direct response marketing is all about the conversation. And oftentimes, when we are using direct response marketing tactics, or asking people to open up a dialogue with us, which is trackable, and measurable, which means that we can refine and improve over time, we can see, okay, 10% of people responded to that email, which is a good thing, right?
They opened up the dialogue. So it's really, really important to think about this concept of direct response marketing, and how the goal of everything you put out there is to get the engagement, and then to ask yourself, Am I doing that? Or do I never get into conversation. So I really want to highlight a few examples when it comes to direct response marketing. So let's start with Instagram. So here's a few ideas that you can implement right away. With Instagram, I want you to track something measurable with your clients, or with your own business. So if you are a executive coach, maybe you get your clients to fill out an intake when they start working with you. And they rate their level of burnout, their clarity on their vision, their ability to reach for a promotion to get their team promoted.
And then you have them fill out a survey at the end of their time with you. And you're going to see, hopefully, if you've done your job, right, measurable results, so maybe they were at, you know, 30% of their team getting annual promotions. And now, through the coaching you've given them and leadership tools, you've given them 70% of their team is getting promoted. So I want you to actually break these results down in some Instagram stories or in a LinkedIn post, and you need to show the data as well. And then I want you to put out a call to action that says, Have you been looking toenhance your leadership skills, or whatever the call to action is, and then use the polls feature on Instagram. Because now that you've given some value, you've shown that you get objective results for your clients, you're able to leave a call to action and collect response for those who might also be interested.
Another idea that you could try is to, again, highlight some results that you've gotten for clients. And then in a caption, I want you to write a little bit of a blurb, and then say, PS, do you need help with rebuilding your website, DME, the word website, and I'll share my best tips. So that's asking for a response. It's saying, if you need a website, DM me this word, and I'm going to help you out. So this is a super, super simple way to engage in direct response marketing. So you're going to share your content on Instagram Stories, it should have tangible results that either you or your clients are having. So use metrics use before and after photos, showcase the transformation. And then on the last series of the stories, you're going to add the poll button that says, Tell me more, or I need to know more about this.
And then you're essentially going to wait for people to respond. Okay, so that's one idea. You can also do this via email. So maybe you're an in home organizer. And you usually just talk about, you know, 10 ways to clean your house or five ways to reorganize your china cabinet. But maybe in your next email, you leave the email off with a little P S. postscript. And it says if you had a home organizer for the day, what room would you want to overhaul a bedroom B bathroom, C kitchen D Home Office? And then you say reply with A, B, C or D? And let me know that's asking for response. And here's the best part about direct response is that when somebody replies with a maybe they want their bedroom overhauled, they are showing you that they have intent intent to get more organized intent to eventually hire a home organizer.
So instead of just giving the value, you're actually asking for a direct response. This is so cool, right? Because these are tiny little strategies that not a lot of people are utilizing that actually get more of your followers to raise their hand and to engage with you. And we do not just have the right to sell to people every time we go on social media. But we can earn that right?
As soon as they give us that little indication that, Hey, I like your vibe, I am interested in home organization, this is something I'm following along with, then we can turn that into a conversation based on their response. And as soon as they give us a little more detail of where they're at, then we can sell them into our program. So this is really neat, because it takes away the sleaziness that you might feel, or the icky feelings around selling or content marketing. And instead, it really turns it into this beautiful two way dialogue. And if you want to take it a step further, you could even just start messaging, some of your new followers on Instagram, you could start doing what I call social listening, which is going out and finding people to connect with on social and just engaging and saying, Hey, I noticed that you're also a graduate of csnn, or a school, you know, I also went there, and then it's likely that that person will respond and say, hey, that's super cool, great to connect with you. And then the conversation has started. And then you might post something about a freebie that you're offering, and they respond to you. And then you get into a conversation and you realize that they're looking for support with their business. So you say, hey, let's jump on a call. So these are really great techniques. And again, these are just a few. And I'm going to be teaching a lot more of them as we get into our visionary Social Media course.
But they're really great techniques for relationship building. And ultimately, you guys, if nobody's responding to your content, if relationships aren't being built through social, then it's time to try direct response marketing, it's time to shake it up. Because if response or conversation isn't the goal of a post, then you really want to make sure that there is a clear goal and that posting for the sake of posting or just following people for the sake of following that that's not part of your plan, if it's not giving you a return on investment, so I want to help you work smarter, not harder. I hope this was valuable. If you want head over to my Instagram at Kelsey Rydell, and just email me or DM me with the word social. And I will actually send you a free 45 minute training on direct response marketing and why it works so well. And if you are interested in joining our social course, then just head over to the show notes. And I'll put the link in there as well. So that's it for today. I know this was a short one, but I hope it stimulated some new ideas, new ways to grow your business, new ways to think about turning followers into paying clients.And I'm so confident that if you try these techniques, you will have success and you will totally be hooked on direct response marketing. So have a visionary day and I will see you guys next week. Thanks for tuning in to this episode of visionary life. I love bringing you these conversations on a weekly basis. So it would mean so much to me. If you could help me out by rating and reviewing the show on either iTunes or Spotify. It just takes a second. And if you don't want to rate the show, you could also just take a screenshot of the episode and share it on your social media platform of choice. tagging me at Kelsey Rydell. I'll catch you in the next episode.
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