Ian Brodie

Ian Brodie


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Perhaps the simplest way to differentiate yourself

Posted on March 17th, 2015.

If you've been a subscriber to my emails for some time you may well know that one of my passionate hobbies is close-up magic.

My performing days are long since gone, but every year I head up to a small convention in the North East to meet old friends and see some world-class performers.

Star of the show this year was American comedy magician Michael Finney. The audience at the gala show just fell in love with him.

Now Michael's act is fairly simple. His primary tricks, while very magical, are in the repertoire of thousands of magicians around the world.

What's different is how he performs them.

It's a very similar situation to that in which most professional service providers find themselves. While it would be great to differentiate ourselves by offering a service that no one else performs, the truth is that much of what we do is replicable by others. And much of what clients need from us are “standard” services.

So differentiating yourself by what you do can be tricky.

In Michael's case he performs these standard tricks, but he infuses them with so much of his personality and humour that he creates an act that no one else could come close to pulling off. By the time the audience on Saturday night went home they'd had the time of their lives.

Perhaps the simplest way to differentiate your business is to do what Michael Finney does: infuse it with your personality. Think about how you can make it the best experience your clients have ever had with a service provider like you.

And keep improving it every time you “perform”.

Of course, it's also one of the most difficult ways to differentiate your business too. You have to have the courage to come out of your shell. To stop pretending you're a mini version of a big firm. To work relentlessly to create the very best possible client experience you can.

As Michael said in his lecture on Sunday, magic has been very kind to him.  Your profession can be kind to you too, if you turn it into a performance.

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How to Integrate Membermouse with Active Campaign

Posted on March 11th, 2015.

*** Please note, after many happy years with Membermouse I switched to using Memberium for Active Campaign. Membermouse is great, but because the integration isn’t native it just got a bit too convoluted tying everything together. With Memberium my membership site access is based on tags in Active Campaign so there’s nothing to sync – it’s all automatic and direct.

Here’s the old post in case you want to use Membermouse…

mm-ac-squareI use two brilliant tools to drive the operations of my business. Membermouse for my membership site (and shopping cart) and Active Campaign for email marketing.

Historically, these two weren’t integrated together, so I built my own integration using Zapier.

As of Membermouse 2.2.6, basic integration with Active Campaign is built in. It’s pretty basic though: it allows you to add members to Active Campaign Lists.

If you want a more flexible solution, you can use the MM2AC (Membermouse to Active Campaign) plugin from Campaign Plugins available here.

It has much more advanced integration allowing you pass over Membermouse Fields (product details, customer details, and Membermouse Custom Fields) to Active Campaign when memberships or bundles are added. And you can trigger automations in Active Campaign when purchases or rebills are made or puchases fail.

It’s what I now use for integration myself.

If you want to buid your own integration using Zapier like I used to, you can still do so following the instructions below. But frankly it’s far easier to get the MM2AC plugin.

Integrating Membermouse and Active Campaign Using Zapier

There are many ways you could integrate the two, but for non-programmers, I’ve found the easiest way is to use the Email Push Notifications feature in Membermouse to hook in to Active Campaign via Zapier.

MM-AC Diagram

Membermouse can generate Push Notifications whenever key events happen on the system (e.g. purchases, cancellations, payment failures). These Push Notifications can either be a call to execute a piece of PHP code or in the simplest case they can simply be emails that get sent to wherever you want.

Zapier is a tool for connecting different applications together and passing information between them. There are literally hundreds of apps that are integrated in to Zapier but unfortunately, not Membermouse (although apparently that’s on the way). However, as long as your app can send emails (like Membermouse can with the Push Notifications) you can connect it to Zapier via the Zapier Email Parser.

The Email Parser reads emails sent to it and picks out specific sections in them and then passes the details in to Zapier.

Active Campaign is integrated in to Zapier, so you can set it up so that when the Email Parser receives an email from Membermouse indicating a specific action has happened (like a purchase) you can then add or update a contact record in Active Campaign to tag them or add them to an automation so they they receive emails (like a welcome email and follow ups).

Active Campaign and Membermouse are both so flexible that you can set up this integration in different ways depending on how you’ve configured your setup. These instructions will show you how I’ve set up my system. You’ll need to make adjustments to fit in with how you’ve set up your system.

How I Integrate Membermouse and Active Campaign

In my case, all my products (including my recurring subscription program) are set up as Bundles in Membermouse. All buyers are added to the same (free) membership level, but they get different bundles added depending on what they’re purchased.

That means that when a purchase is made via Membermouse on my site, it results in a “Bundle Added” Push Notification being triggered. If you’ve got your system set up to use membership levels instead you’ll need to use different Push Notifications (for example a Member Added notification). You’ll need to experiment to see what works best for you but you can use the same principles as I outline below.

Step 1 – Set up a Zapier Email Parser Account
parserBy default, as an Active Campaign user you get a Zapier account pre-integrated which you can access via the Apps Menu. However you don’t get an Email Parser account. Luckily it’s free, so you just have to set it up.

Head over to parser.zapier.com and you’ll get this screen where you can set up a new account.

mailboxOnce you’ve created your account you’re asked to create a mailbox. When you do that it’ll create a special zapier email address you can send emails to to read using the email parser.

You’ll then go to a screen where it gives you the email address of your new zapier mailbox which you can then send email to for it to parse. It’ll then wait for the first email to arrive so you can teach it how to interpret the email.
email

Next you’ll want to go to a different window on your browser and head over to your Membermouse installation and create a Push Notification email to send out when a purchase is made.

Step 2 – Set Up Your Push Notification Email
notificationsOn your WordPress dashboard, select the Developer Tools section of Membermouse. Then click Create Push Notification to set up a new push notification.

This brings up a popup where you can select which type of event you want to create a notification for. In my case, because my products are set up as Bundles, I use the “Bundle Added” notification, so click on that. You can then specify which Bundle you want the notification set up for (you’ll be setting up a different notification for each Bundle) along with the email addresses to send the notification to. I send the notification to my own email address (so I’m notified of purchases) and I CC the notification to the special Zapier email address I set up in Step 1.

You then need to enter the subject line for the push email and curcially, the content of the email that will allow Zapier to parse it correctly.

For the email subject line I just use “Memberouse Bundle Added”. This bit doesn’t really matter for Zapier – just choose something notable that you’ll pick up on in your email inbox.

bundleThe contents of the email is the important bit. At minimum you’ll want to use this to tell Zapier which bundle has been purchased, and who has purchased it. For that you can use Membermouse’s shortcodes.

For my Bundle Added Push Notifications I use the following email body:

MM Push Notification: *Bundle Added*
ID: [MM_Member_Data name=’id’]
Firstname: [MM_Member_Data name=’firstName’]
Lastname: [MM_Member_Data name=’lastName’]
Email: [MM_Member_Data name=’email’]
Membership Level: [MM_Member_Data name=’membershipName’]
Status: [MM_Member_Data name=’statusName’]
Bundle: *Momentum Club Membership*

The really key data is the email and the bundle name. Zapier will use the email address to connect to the correct contact in Active Campaign. If the contact doesn’t exist, it’ll create a new one with the first and last name and email address specified.

Unfortunately, Membermouse doesn’t have a shortcode to show the bundle name. So in order to tell Zapier which bundle has been purchased you need to create a different Push Notification email for each bundle, and manually specify the bundle name in the email. The email above is for the bundle that gets added for my membership program Momentum Club. I surround the name with * * just to make it easier for the email parser to pick out the record.

Once you’ve set up your email notification you can move on to the next step.

Step 3 – Teach the Zapier Email Parser to Interpret Your Email

Now you have to teach the Zapier Email Parser about the format of your email so that it can feed the name, email address and bundle name through Zapier into Active Campaign.

First you’ll need to get the email sent to the email parser. The easiest way to do that is to add the bundle to a test contact you have in Membermouse. Either from your dashboard, or set up a product purchase to add the bundle and make a test purchase.

At a pinch, you could also manually create an email fitting the template in your normal email system and send it to the email parser, but you run the risk of transcription errors doing that so it’s best to actually send a real notification.

When you send the first email to the email parser, head back to the window where you set up the email parser mailbox and wait until it detects the email and takes you to a screen where you can teach it how to interpret the email.

teach

What you do is highlight different elements of the email and tell the parser what’s in that section (you give it a field name you’ll refer to later in Zapier).

Zapier have updated the algorithm of the email parser over the years to be more accurate at picking out different elements of the email successfully. You may need to experiment with formatting your emails so that it’s able to pick out the details successfully. I’ve found that the classic version of the parser works best for me.

When you’ve specificed all the key fields – at minimum the email address and bundle name (and ideally the first and last names too), click on Save Address and Template and you’re good to go.

Step 4 – Map your Push Email into Active Campaign through Zapier

Now that Zapier can interpret your emails, you can map it in to Active Campaign.

zapierOpen up your Zapier dashboard through the Apps section of Active Campaign. The select Create a New Zap.

Choose Zapier Email Parser as the Trigger app, and New Email as the trigger. This will run the Zap whenever a new email arrives to your Zapier inbox. Then select Active Campaign as the Action app and Add/Update Contact as the action to perform. Then click Continue.

Then you’ll need to select your Email Parser account using the email address you originally set it up with (not the email parser email address that it created for you to send the emails to). Pressing Continue will let you confirm your Active Campaign account as the account to send the details into.

You’ll then select the specific Email Parser mailbox to pull the data from (initially there’ll just be the one, of course). You can also apply filters to the Zap to only use emails that match certain criteria. I have a different Zap set up for each of my bundles, so I use this filter to decide which Zap to trigger by filtering on the bundle name field.

Alternatively you could run all your notifications through one zap and store the bundle name in a custom field.

zapdetailsNext, you’ll specify which list to add the contact to (or update it in), the email address of the contact to use, and the other contact record fields you’ll map into. You’ll do that by selecting the list (Zapier will pull the lists from Active Campaign) and then specifying which fields from the email parser that you set up earlier.

Personally I have a special list set up for buyers of each my products but you could just use your main list and use tags to indicate purchases.

You can insert the data from the Email Parser by clicking the “Insert Field” button in the relevant section. This will return you a list of all the sections of data that the Zapier Email Parser has to offer. Some of these fields will be admin details about the email. The ones you’ll want to map will be the ones named “Parse Output nnn” where nnn is the name you gave to the field when you set it up in the Email Parser. For example “Parse Output Email Address” or “Parse Output Bundle Name”.

In this section you can also list the Active Campaign tags you want to add to the contact. I use this to indicate which bundle has been added with a tag like “Purchased Momentum Club”. Later on I’ll set up an Automation is Active Campaign to be triggered when this tag is added.

After setting this up you get a chance to test the Zap. If you select to do this it will pull the last data it received through the Email Parser (usually the test data you put in earlier when you added a bundle) and process it. You can use this to make sure you’ve got everything set up correctly.

Finally you can name your Zap and activate it and you’ll be ready for the final step.

Step 5 – Set Up an Automation to be Triggered by Your Zap

In the last step we processed the Push Notification email via Zapier and added (or updated) a contact in Active Campaign with the details of which bundle was added for them.

automationIn this next step we’re going to trigger an automation. You’ll use this to make sure you new customers get a welcome email related to the bundle they’ve just purchased (or had added for them) and follow-up emails encouraging them to consume the content in your product. You’ll also want to tag the contact so you can broadcast them.

You just set up this automation like any normal automation is Active Campaign. Use “Tag is Added” with the tag you just set up in Zapier as the start condition of the automation and then put in all the steps you want your new customers to go through in sequence.

And that’s basically it. You’ve now integrated Membermouse and Active Campaign through Zapier so that when a bundle is added on Membermouse (usually via a purchase) the new member is added or updated as a contact on Active Campaign and put into an automation which then will email them, tag them, record the purchase date etc.

Further Thoughts

I’ve just described the basics of how I use Membermouse and Active Campaign together. It looks quite complicated when written out but it took me less than an hour to set it up from scratch the very first time. And that included lots of trial and error because I had no instructions like these – I had to make it up as I went along.

Your configuration might be different to mine, of course. You might use membership levels instead of bundles for example. So you’ll have to test out different options to get it to work for you. But it all basically works in the same way: figure out which Push Notifications are generated when your customers buy. Put the details that you need into those notifications using shortcodes or hardwiring them. Train the email parser to read your emails. Then connect in to Active Campaign using Zapier and trigger an automation to set everything else up.

You could probably do something more efficient if you thought about it. I use a different zap per bundle, but you could feasibly use one zap and just differentiate between bundles or memberships using a custom field in Active Campaign.

I’ve also set up an integration for when my subscription bundle is cancelled too. There’s a pending cancellation notification email when the bundle is cancelled with time left in the current subscription period. This triggers an email to the customer thanking them for their time in the program and asking them to complete a cancellaton survey. There’s then a push notification email when the bundle is completely cancelled at the end of the period and that then triggers another email and the removal of their membership tags in Active Campaign.

I’m sure you could think of other things you could do too. For example, currently Membermouse sends out my “dunning” emails if credit card payments fail. But you could run that through Active Campaign via a push notification and that way you could tell if the customer had opened or clicked the email.

So plenty of options once you get the hang of programming these emails from Membermouse through the Email Parser into Active Campaign.

The links at the start to Active Campaign and Membermouse are Affiliate links. Both are systems I use myself to run my business and I thoroughly recommend

By the way, my Active Campaign review is here.

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More Clients Memorandum

Forgotten strategy delivers stunning results

Posted on March 3rd, 2015.

We've been wanting to launch an online training product in Kathy's business for ages.

Of course, there's always something else to do. But a few weeks ago we bit the bullet.

Rather than develop a course blind, we decided to run a paid pilot first (ie people pay to be on a pilot of the course and get a chance to get personal feedback and shape the course).

So we sent out a survey to Kathy's “small, but lovely” subscriber list and got just over a hundred responses telling us what they wanted to see in the course.

Kathy analysed the results, finalised the agenda for the course, and sent it out with an offer for people to join at a discounted price before the course started.

And you know what? It worked like crazy.

Believe it or not, asking people what they want and then giving it to them actually works!

Within 24 hours half the pilot slots had been claimed and paid for. And the rest went in the next couple of days. We had to close off registration a couple of days early because we were full. 

It's easy these days to get tied up in complicated techniques to tweak your headlines, redesign your landing pages and implement complex marketing funnels.

But sometimes those long forgotten strategies that have worked since time immemorial are worth revisiting.

Ask your clients what they want and give it to them is my tip for the week :)

(Yeah, I know it's oversimplifying. I know that sometimes they don't know what they want. But you know what? Often they do. Ask them).

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More Clients Memorandum

Reciprocity not all it’s cracked up to be?

Posted on February 25th, 2015.

Ever since Robert Cialdini wrote Influence it's been the go-to book for business owners and marketers wanting to understand the psychology of their customers and the little tweaks they can make to influence them to buy more.

And it's been taught in thousands of courses on marketing.

One of the cornerstones of Influence is the concept of Reciprocity: that if you do something good for someone, they'll do something good for you in return.

There are lots of prominent examples of reciprocity: the waiter giving an extra mint and getting a bigger tip for example.

We've applied it to online marketing too: we give away free stuff in the hope it'll encourage people to buy from us.

But new research published in the Annual Review of Economics last year (in an article entitled Rethinking Reciprocity) has highlighted that the concept might not work quite the way we originally thought.

In particular, it's looking like reciprocity may be a lot less to do with an innate human desire to return favours and more to do with the social pressure to be seen to return favours.

That doesn't make much difference to our waiter: he or she still gets a bigger tip by leaving that extra mint because everyone at the table is a witness to the act and there's social pressure on the tipper.

But for those of us who market online, it's difficult to harness social pressure when our customers are sitting alone in front of a computer screen and no one knows what they're doing.

Now I'm not saying we should abandon all our ideas of reciprocity just based on a small scale laboratory experiment.

But it's worth thinking about.

In particular, if you want reciprocity to work for you online you probably need to make a personal connection. Let the “recipree” (if that's a word) see a photo of you or watch you on video. Connect with them on social media or send a personal email.

Of of course, you could follow my preferred strategy: do good things for people because it's the right thing to do, not because you expect to get a reward some time in the future :)

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Get Clients Online

New data: sell now or nurture?

Posted on February 24th, 2015.

I came a cross an interesting new study yesterday.

It was based on an analysis of 250,000 “sales emails” sent cold by sales reps to potential clients.

Not my area really, but it highlighted something I've been obsessing about for the last 12 months or so.

In the study they found that the best response (in terms of replies) to emails happened for brand new leads.

The second best response was a tie between the remaining leads that were less than a week old and leads that were over a year old. 

The response from leads in between was often less than half that of the extremes of new and old.

Seems strange in a way, until you realise something critical. Your potential clients are not all one homogeneous lump that all behave the same way.

People often argue about whether it's best to try to sell immediately to new prospects or to nurture your relationship with them. The truth is it's not either/or its both/and.

Some new prospects will be ready to buy right away. Probably not something big, but the whole reason they found you, visited your website or signed up for your emails was because they were ready to take action.

These are the ones driving up the response of fresh leads in the report.

On the other hand, many potential clients will be earlier on in their decision process. It will take time to build the credibility and trust needed before they'll be ready to buy. And the level of urgency of their issue will need to grow too.

That's why when it comes to email marketing I say that you can (gently) sell all the time. You never know when someone is ready to buy.

But to make it work you have to lead with value. Give people something great, then show them how they can get more of it by buying from you or hiring you.

That way the people who are ready will consider your offer. The people who aren't ready will appreciate the value you gave them and will be more ready to buy next time.

Don't think either/or when it comes to sales. Think both/and.

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More Clients Memorandum

It ain’t what you do

Posted on February 22nd, 2015.

You know the old saying… “It ain't what you do, it's the way that you do it”.

I've found it's often true.

Earlier this week (by the time this email goes it it may be rather longer than that though) I met up with a bunch of guys with a variety of different businesses.

All successful and growing. But the really interesting thing was that everyone was doing completely different marketing.

One guy was focusing on webinars. Another was doing a lot of guest writing and PR. Another was using google adwords. Yet another was focused on facebook ads. And another was organising live events.

All different strategies.

The common factor: each person had become an expert in their own strategy and was making it work for them.

When we shared ideas and experiences we realised that many of us knew very little about the strategies the others were using.

And that's a good thing. We have businesses to run and clients to serve. No need and no time to learn everything.

But you must master at least one.

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More Clients Memorandum

If he can do it, you can too

Posted on February 18th, 2015.

Kathy and I spent this weekend having a brief stopover in New York before heading to San Diego.

One thing we'd really been looking forward to was a visit to the Guggenheim museum. It didn't disappoint.

In addition to the usual exhibits, they had a fascinating feature on the conceptual artist On Kawara.

It included all of his major pieces, from his date paintings done over 48 years to his “one million years” list of the million years preceding the creation of the idea.

What really caught my attention were his postcards. Over decades he sent a variety of postcards daily to friends round the world all focused on specific ideas. One set listed all the places he'd visited that day. Another the people he'd met.

For one series he sent postcards every day for twelve years listing the time he got up that day.

Now you might argue it takes a very strange mentality and obsessive nature to create works like that.

But what I found interesting was the discipline he applied to send two to three postcards every day for 12 years. It didn't matter what the weather was like, whether he was ill, had others things to do or was travelling the world.

Every day for twelve years he sent those postcards without fail.

I've got to believe that if a conceptual artist can be disciplined enough to send a handful of postcards every day for over a decade then the rest of us  should be able to manage a few emails a week, or phone calls to clients or any other form of follow-up.

Let's be honest, the rewards are more tangible and immediate for us than for an artist.

All it takes is the application of a little discipline and those rewards can be ours.

If he can do it, so can we.

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More Clients Memorandum

Your clients’ reality detector

Posted on February 15th, 2015.

You remember a couple of weeks ago I mentioned the lady who'd emailed me supposedly looking for feedback on something but then pitched a product at me when I gave that feedback?

Here's something else she did badly wrong.

In our first few emails we'd been chatting spontaneously. When it came to her pitch, the whole tone and style of her email changed.

All of a sudden she was using words that didn't sound like her. She was capitalising and using exclamation marks where she hadn't before.

The sentence construction was different. Her whole tone of voice was different.

She'd clearly copied and pasted what she sent me from a standard “best practice” sales email.

And it was obvious.

It really jarred.

I think there's something almost sacred about real human conversation, whether by email or face to face.

We have a reality detector. We know when a conversation is real or when someone is just parroting lines they've been told to say.

You've no doubt felt it when people lob their elevator pitch at you. Or you're talking to them and suddenly they get the inkling you might be a potential customer and their whole tone switches from being interested in you to getting out the great benefits of their product.

It doesn't work. It breaks the spell.

One of the great skills to learn is how to get your point across naturally. To write as if you're speaking to someone. And to speak to them properly rather than regurgitating “best practice” sound bites.

Give it a go next time you introduce yourself for example.

Have in mind what you want to get across (usually who you help and what they get from working with you). But don't use a scripted version with clever “designed to sell” words. Just say it.

I know that sounds strange. But, for example, if someone asked you what your favourite book was and why, you'd be able to answer them and I'm sure you'd give some good reasons that might prompt the person to check out the book.

It would be convincing, but it wouldn't sound canned, because you made it up on the spot based on your genuine liking for the book.

See if you can do the same for your business.

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More Clients Podcast

Building a Subscription Business: Interview With John Warrillow

Posted on February 11th, 2015.

I'm sure it won't have escaped your attention that more and more businesses are moving to subscription models.

Whether that's Microsoft and Adobe switching form selling software as one-off purchases to leasing access to their products through Office 365 and Creative Cloud. Or whether it's HP's “Instant Ink” subscription service, the Dollar Shave Club or the myriad of membership programs apeparing in almost every niche.

Subscription businesses are hot property right now.

When John Warrillow wrote the bestselling book “Built to Sell”, one of the critical factors he found that significantly increased the value of a business was whether it had subscription customers. In some cases businesses with recurring revenue through things like maintenance contracts or memberships were valued at up to three times the level of businesses with the same revenues but derived from one-off customers.

It was the importance of subscription revenues on business valuations that drove John to research further and write “The Automatic Customer: Creating a Subscription Business in Any Industry”. In this new book John details nine different business models for subscription businesses along with the steps needed to succeed with each model and the metrics and strategies for building and retaining subscription customers.

In this revealing podcast interview John discusses why subscription models can be so valuable and why they've become so popular today. He shares the subscription models that work best for consultants, coaches and other professional service businesses and the best strategies for attracting and retaining subscription customers.

If you're looking to scale your business beyond 1-1 client work and to build a more reliable revenue base and more valuable business then I highly recommend you listen to this podcast.

Click here to listen to the interview »

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More Clients Memorandum

Even the best marketers overlook this

Posted on February 8th, 2015.

I've been doing a bunch of “marketing critiques” this week for Momentum Club members.

As part of their monthly membership, MCers get to send me one piece of their marketing every month for personal feedback on video.

Sometimes it's web pages. Sometimes sales letters. Sometimes emails. Anything marketing related really.

One of the critiques this week was of a sales letter. The writer obviously knew what she was doing. The letter was well structured. It included all the classic elements of a great sales letter: strong headline, lots of details on the problem she was solving and what people would get from the solution. Testimonials. Details of what you got when you bought.

The biggest thing that was missing – and this is very common even with very experienced marketers – was detail on the real benefits. The impact of what she'd listed as benefits.

Like all good service providers, the letter writer really knew her offer and what her clients got from it. In this case it was greatly increased confidence and much improved presentation skills.

But what she missed out in the sales letter was details of what her clients got from that increased confidence and presentation skills.

It's easily done. When you know your service well it seems blindingly obvious what results people will get from it.

But your clients usually don't know your service as well as you do.

They hear “improved presentation skills” and they think “OK, so I'll be able to present better, I won't have nerves, people will enjoy my presentation more – that sounds good…”.

But they often don't move on to the real benefits. “…and that means people will get my message better. And they'll be much more likely to buy from me. And I'll do better in sales presentations and win more business. And…”

You've got to add 2 plus 2 for them and show them it's 4. You've got to spell out what these improvements will really mean for them and their business or lives.

Being a better presenter is something you'll pay a little bit for. Being able to win a load more sales is something you'll pay a lot for.

A small bit of extra work for you to think it through. But it makes a big difference.

Don't rely on your potential clients to fill in the blanks. Make sure you do that thinking for them and spell things out. It'll make a big difference to your success.