YT YouTube2Text

YouTube2Text → Transcripts → I Studied Every $100M Ecommerce Offer So You Don't Have To

I Studied Every $100M Ecommerce Offer So You Don't Have To — Transcript

by Max Sturtevant · 5,258 words · 740 segments · language en · Watch on YouTube

Open in transcriber Summarize with AI Download SRT/VTT

Full transcript

0:00How is it that two brands can sell the
0:01exact same product, but one hits nine
0:03figures and the other stays at seven
0:04figures forever? It's not the team. It's
0:06not the ads. It's definitely not the
0:08product. It is the offer. Multi-9igure
0:10brands like AG1, Grunes, and True
0:12Classic have figured out the art of the
0:14offer. And this is what separates the
0:16true winners like that as well as some
0:17of the other brands that I've been able
0:18to play a part in their growth. I've
0:20watched the same pattern across every
0:21single category from subscriptions to
0:23apparel, accessories, CPG, everything.
0:25and I've been a part of several brands
0:27who have gone from the 8 figure mark to
0:28the nine figure mark, seeing everything
0:30play out. So, in this video, I'm going
0:31to be breaking down the three offer
0:32types that have helped these brands
0:34scale to nine figures. I'll walk you
0:35through the brands that are running each
0:36one and then how it can fit inside of
0:38your business. See, most brands are
0:39thinking about offers wrong entirely.
0:41They'll do something like slap on a
0:43regular 10% off offer and leave it at
0:45that. Maybe they'll always have a 20%
0:47off sort of seasonal sale always on
0:49their website or just give a discount
0:50for somebody's email. But that's not
0:51what the fastest scaling brands are
0:53doing. They are actually putting real
0:54strategic thought and ad money behind
0:57testing the offer and making it the
0:58forefront of their business. They test
1:00it religiously because they know that if
1:02you can make an offer that just hits a
1:04different psychological nerve with the
1:06customer that will get them to buy more
1:07than any other creative can. Just like
1:09Alexi says, the offer is everything.
1:11Make an offer that people feel stupid
1:13saying no to. A lot of you might be
1:15thinking, "Okay, perfect. Let's throw up
1:1650% off or 90% off and that'll get you
1:18sales." It probably will, but it's not
1:20going to last you very long. A lot of
1:21other people out there are just going to
1:23test different discount percentages like
1:2510% off, 20% offers, 30% off. That's not
1:27offer testing. That is discount testing.
1:29And that is the biggest reason why
1:30brands don't break through the ceiling.
1:32An offer is not necessarily a discount.
1:36A discount is percent off. An offer is a
1:38series of benefits and advantages
1:40[clears throat] that a customer gets
1:41from buying with you. And so the real
1:43lift and test comes from testing
1:45different offers, not discount depths.
1:47There are three core offers that I want
1:49to go over today. Now, this blew my mind
1:52once when I saw this with a client who
1:53was around the seven figure mark and
1:55they wanted to get to eight figures as
1:57fast as possible. All they were doing
1:58was they were just running a plain
2:00discount on their product. They're a CPG
2:02brand and they were just doing, "Hey,
2:04get an extra 20% off if you subscribe to
2:06our product." That was boring and that
2:08does not grab your attention. In the
2:10days of people scrolling meta and there
2:12are discounts being thrown everywhere,
2:13you need to have an offer that actually
2:15grabs people's attention. That's what
2:17this brand did. If you subscribed to
2:19their product, here's what you got. You
2:20got $10 off, you got three free gifts,
2:23and you got a $20 gift card of future
2:26credit that you can use at that store.
2:27With all the gift value, it essentially
2:29made the product free and instantly
2:31their CAC dropped and they were able to
2:33scale like crazy. And the fact that it
2:34was subscription means that they got
2:36higher repeat order rates. So, their LTV
2:39drive considerably. This brand is now
2:41one of the fastest growing in the space
2:42and they are multi-ight figures. So,
2:44let's break down the first offer type,
2:46which is the front-loaded subscription
2:48offer. So, you may have seen that a lot
2:49of the fastest growing brands like
2:51Marsmen, IMA, Grunes, and AG1 are all
2:54subscription brands, and they really try
2:56to get you to subscribe on that first
2:57order. Why do you want people to
2:58subscribe? Well, subscribers repeat
3:01order at a much higher rate. This is our
3:02custom analytics platform, and we're
3:04looking at cohort LTVs of people who are
3:06subscribers or non-subscribers. If
3:08somebody is a subscriber, their month 6
3:09LTV right here is around $226 on
3:13average. But if we switch to people who
3:15did not do subscription, on average
3:17they're worth $138 just at month six
3:19alone. That's why getting people to
3:21subscribe on their first order is so
3:23important. And that's why these brands
3:24create banger offers around
3:26subscription. And that does not mean 10%
3:28off. It means building an actual offer.
3:30Discount bundle value. And all that goes
3:33away if you try to one-time purchase.
3:34The best example of this right now is I
3:37amate who has been scaling like crazy.
3:39Take a look at this offer that you get
3:41if you subscribe to their product. It's
3:43$91 every single month for this 90-day
3:46supply. You get exclusive access to a
3:4790-day IM8 transformation program, which
3:50is right here, which is a quarterly sort
3:52of complete mastermind with some of the
3:54biggest health experts in the space. You
3:56get a free welcome kit, which you can
3:58see right here. $100 in value. Look at
4:00all this stuff right here that the
4:02customer sees. You get absolute maximum
4:03savings. So, it's $91 compared to $130
4:07if you did a onetime order. And you get
4:08this 90-day money back guarantee. And
4:10again, you're reminded of all these
4:11discounts. That is a banger offer. It is
4:1330% off. So, they're really
4:14incentivizing 90-day versus 30-day is
4:1720% off right here. You still get some
4:19similar stuff. You get a welcome kit of
4:20€81 in value, but you don't get access
4:22to this other sort of stuff. That is an
4:24offer. You think that is going to
4:26convince people to buy compared to this,
4:28no offense, but just a regular subscribe
4:30and save 15% off. This does not grab
4:32anybody's attention. They're relying
4:34just on the product. Whereas this will
4:36get people to convert no matter the
4:37product because of the value that's been
4:39stacked in. So how are they able to
4:40economically make this work? They just
4:42jack up their prices and then you stack
4:44up the value. AG1 follows the similar
4:46playbook right here with subscription
4:48first. You can see just how low the buy
4:50once is and it's $99 compared to if you
4:53do the one month you get all these free
4:55gifts. $43 value right here and you get
4:5720% off. Whereas 3month you get even
5:00more $72 in value right here. There's
5:02taking items that are low cost for them
5:04to produce things that help the customer
5:06experience and bundling it all into one
5:08and stacking the value and making it
5:10only available on subscription. Whereas,
5:12if you do a one-time order, you have to
5:14pay much more and you don't get any of
5:16this fun welcome kit. And that's an
5:17offer that gets you to convert to
5:19subscription. So, if you are a
5:20subscription brand, here's exactly what
5:22I recommend you do. First, we want to
5:24frontload our discount offer. Instead of
5:26doing a regular subscribe and save 15%
5:29on every single order, we want to
5:31frontload the discount because getting
5:3315% off on every order does not
5:35incentivize me to subscribe on my first
5:37order. People who do one time, only like
5:3910% of people who place a onetime order
5:41actually come back and subscribe. So, we
5:43want to push on the first order. So, we
5:44want to frontload that first order to
5:46really incentivize that first order
5:48place subscription. So, instead, what we
5:50would do is increase the discount on the
5:51first order and then decrease the
5:53recurring. Armra does this really
5:55aggressively where it's 30% off your
5:57first order to get you to subscribe.
5:58Then it's only 5% recurring. A massive
6:01front-loaded discount just like this. In
6:03the case of this, what I would recommend
6:04this brand does is I would do 25% off
6:07the first month and lead with, hey,
6:08subscribe and save 25%. And then down
6:11here, we say, but it's 10% recurring on
6:13every order. Cuz at that point, we
6:15already got them and now we're going to
6:16save on our margins in the long term.
6:18So, it's actually probably going to make
6:19us more net margin because we're saving
6:21on recurring orders. That's the first
6:23step is give something juicy on the
6:25initial order just like these brands
6:27right here do. Step two is adding in
6:29strategic free gifts. We need to make
6:31sure these are strategic in things that
6:33actually contribute to the customer
6:34experience. We do not want a tote bag.
6:36Otherwise, this is pointless and the
6:38customer doesn't really care about it.
6:39And this is an excellent opportunity to
6:41actually contribute to the customer
6:43experience. And this is going to help
6:44our long-term retention. For example,
6:46Everyday Dose, they're a coffee brand.
6:48And they add as free gifts, they add a
6:50creamer right here that helps with the
6:52customer experience. They add an
6:53electric frother, which the customer
6:55probably would have to buy on
6:56themselves. And if a customer doesn't
6:57use a frother, their coffee is not going
6:59to be nearly as good because it's going
7:00to be clumpy. So they add this then also
7:02a gunmetal spoon instead of like a
7:04plastic one. Just something that feels
7:06special. And this breath work app as an
7:08added bonus. This contributes to the
7:09customer experience and it's going to
7:10help the consumption and getting people
7:12to actually use the product and make it
7:14something fun and exciting. But not only
7:15that, it adds value because you have $20
7:18in value here, $65 in value here, $10
7:20here, and $20 here. Do not offer stupid
7:22free gifts. Make them actually
7:24contribute to the customer experience.
7:25So, taking it a step further with
7:27subscription, there really like four
7:28types of subscription offers that you
7:30can do. Some of them more effective for
7:31others, and it's going to depend on your
7:33brand and what [clears throat] is
7:34perfect for you. So, you have the basic
7:36recurring discount, like a simple 10 to
7:3820% off every purchase. Just like
7:40Newtonic here, it's just subscribe and
7:41save 15% in Bloom right here. Subscribe
7:43and save 10%. There's no sort of
7:45front-loading the discount or anything.
7:46No free gifts, nothing. And then we have
7:48a step up is the heavy front-loaded
7:50discount just like Armra right here,
7:52which I'd showed before. 30% off first
7:54order, 5% recurring. This is much more
7:56enticing and a much better offer to get
7:58people to subscribe. Same thing as
7:59Grunes right here. But the best and most
8:01effective offer here is the welcome kit.
8:03Giving a discount on recurring orders
8:05and then also adding these free gift.
8:08This is what the banger offer is and
8:09this is why these brands have been able
8:11to scale so heavily is test these offer
8:13types. Test these price points, test the
8:15free gifts, and see what works the best.
8:17Now, these brands have onetime purchase,
8:18but the last one you could do is don't
8:20offer a one-time purchase, and it's
8:22just, hey, you have to subscribe. Those
8:24are really the four different ways that
8:25you could run these offers as a
8:26subscription brand. But the real banger
8:28offers come in this welcome kit with
8:30stacked value, making you feel stupid if
8:33you say no. Real quick, this is a client
8:34of ours where we're showing some of the
8:35retention numbers inside of our custom
8:37retention analytics platform. And these
8:38are some of the repeat customer numbers
8:40that we've been able to do with them
8:41over this time period. You can see
8:42repeat customer rate at 40% up from 35%
8:46and originally 30% from where they were
8:47when they started with us over a year
8:49ago. Increase the repeat customer rate
8:50by 33%. This is inside our custom
8:53analytics platform called Well TV. You
8:55can see the different tabs here and what
8:56we're able to measure for brands and how
8:57we're able to make strategic decisions
8:59for you. If you want a completely free
9:00audit for us to take a look at what your
9:01retention numbers are like and look at
9:03these things like the peak conversion
9:04window, when to get people to repeat
9:06buy, then book a call with the link in
9:08the description. We've wor with over 300
9:09plus brands managing their email SMS and
9:11retention systems. So, we kind of know
9:12what we're doing. Back to the video.
9:13Now, we're going to go with the next
9:15offer, which isn't necessarily
9:17subscriptionbased only. This is one that
9:19we see True Classic execute to
9:21perfection. They do over $500 million
9:23selling plain t-shirts. It's all because
9:26they've mastered the offer in value
9:28stacking. They have all sorts of
9:30different offers, but the main one I'm
9:31going to highlight is the simple bundle
9:34offer. It's overlooked in a lot of
9:36cases, but it is the best by far offer
9:39for fashion and accessory brands. Let's
9:41break it down. This is their
9:42breadwinning product right here. It is
9:44the classic crew neck. And the whole
9:46reason this works, most clothing brands
9:48would just have one specific product and
9:50that's it. They're driving traffic just
9:52towards that. But people like different
9:53products in different styles. So why
9:55don't we sell them as a bundle and stack
9:58the value? So what they do here in all
10:00their messaging, they have auto selected
10:02the six-pack right here. In all their ad
10:04messaging, they talk about the staple
10:06six-pack. That is the AOV that they are
10:08trying to shoot for is this six-pack
10:10right here at $120. And so they give a
10:13simple discount. A single right here is
10:15$35 which you could get. But the
10:17threepack, you can see the crazy value
10:19$34. It drops to $23 an item in the
10:22six-pack which they have auto selected
10:24and it's treated as the base standard
10:25right here is down to $20 an item and
10:28you save $89. Notice how they anchor the
10:31price towards the singles version right
10:33here. and they use human psychology to
10:35select this middle option. They don't
10:37make six-pack the biggest because most
10:39people opt towards a middle option. The
10:41biggest seems too scary, but a middle
10:43option is much more friendly. And so
10:45that's what they do right here. And the
10:47bundle offer absolutely crushes. It's
10:49simple, easy to follow, and easy to
10:51execute. Like literally all their ads
10:53just talk about the six-pack. That's all
10:55they're pushing. So, I'm going to take
10:56this even a step further with the bundle
10:58offer cuz my favorite way to frame this
11:01offer is by doing a BOGO or a buy 2 get
11:04one free. And this brand does this
11:06absolutely perfectly. This is Live
11:08Fresh, a very fast growing toothpaste
11:11brand. And they have done crazy offer
11:13tests right here. And they have used
11:14this to help scale to 8 n figures. The
11:17thing is a brand like this might just
11:18lead with, hey, 33% off. But after
11:21meticulous testing, we have found out
11:22that free always works better. people
11:25just like free. So instead of 33% off
11:28three products, why don't you just knock
11:29off 33% of it and say, "Hey, you get
11:31this one for free." And that's why this
11:33absolutely crushes for them. The one
11:35pack is just a simple discount. You can
11:37do buy two get one free or you can do
11:38buy three, get two free. That is my
11:41other favorite offer is offering a free
11:43item if you can in a bundle because
11:45people like that much better and I
11:47consider that part of the bundle deal.
11:49Now, a lot of people are going to see
11:50that me talking about bundles and try to
11:52like create bundles of all sorts of
11:53different products, and I don't
11:55necessarily recommend that. For example,
11:56if you're a supplement brand and you
11:58sell creatine and protein powder and all
11:59this sort of stuff, we don't see bundles
12:01like that perform as well just because
12:03it's not something that the customer
12:04particularly wants to do. They might
12:06only want two of the three items in your
12:08bundle. That's why I instead push
12:09bundles of the same product. So, doing
12:11buy 2 get one free of the same product
12:13in a different flavor or a different
12:15color or just more of the same. I also
12:17want to highlight True Classic and just
12:19like how much they've mastered the offer
12:21because they also have their evergreen
12:23offer, but then they have this flash
12:24deals page, which I don't know if they
12:27are actually refreshing this with new
12:28deals every single day, but they just
12:30run ads towards this flash deals page.
12:32And it's like, hey, time to purchase
12:34right here. And this is how much time it
12:36is until midnight. And it's custom deals
12:38right here on like overstocked items or
12:40anything. And they use 79% claimed right
12:42here. And it adds a ton of urgency and
12:44it makes it feel special. And then
12:45what's funny is under it, they actually
12:46link their bestseller, the six-pack
12:48right here, classic crew neck. But I
12:50think it's just absolutely brilliant to
12:51have your core offer as your bundles and
12:53then you have these flash deals on the
12:54other site. This is because they have
12:56mastered the offers and they know that
12:58people buy from offers and so these are
13:00just big discount. So that's what I
13:02really want you to focus on for this
13:03next offer type. Now, let's get to the
13:04last offer type, which is definitely by
13:06far the most used, but the most used
13:09incorrectly, and that is the first order
13:12simple offer. specifically, usually
13:14through your pop-up form to get people
13:15onto your email and SMS list or some
13:17sort of discount to get somebody to buy.
13:19But so many brands do this absolutely
13:21wrong, but the ones who do this right
13:22absolutely print. So most brands, for
13:24example, like Ridge right here, just
13:26don't have any discounts on their
13:27website. It's just the standard dollars
13:29right here. And then maybe they'll have
13:31different sales throughout their website
13:33here and there throughout the year.
13:34That's the standard sort of setup that
13:36most brands run. And that's okay. You
13:37can execute that correctly, but it is
13:38going to be really hard to get first
13:40orders. So, you don't have any discounts
13:42right here or nothing incentivizing that
13:44first purchase, which is where we insert
13:45the first order special offer. However,
13:47most brands again just throw up a 10%
13:50off discount and think that's enough.
13:52Spoiler alert, it's not. I'm going to
13:53show you just why. And then I'm also
13:55going to give you a list of different
13:56offers that you can test and run. This
13:58was an 8 figureure brand that came to us
13:59similar to sort of Rigid's setup where
14:01it's just like they have standard
14:02dollars on the website. They don't
14:03really do any like slashed out discounts
14:05or anything. Pretty standard. and they
14:07had this regular offer on their website
14:09of a free gift with your first order.
14:11That's what the email pop-up form said.
14:13That's what it said on the website. Hey,
14:14on your first order, you get a free
14:16gift. And they've been running that for
14:17years. And they thought it was great.
14:18They weren't even struggling or even
14:20thinking of anything. And they didn't
14:21even want to change this. But we came
14:22in, we were like, let's just test this.
14:24Let's see what happens. Because this is
14:26one of the biggest levers that you can
14:27pull on a business is the offer. So, we
14:29tested our simple offers in the pop-up
14:31form to the email list to see how it
14:33turned out. So, you can see it was an
14:35eightpart offer test right here. We had
14:37eight different pop-up forms with eight
14:39different variations of offers. We
14:40tested free gift versus a different
14:41percentage amount versus dollar off, a
14:43different dollar off. We tested cash
14:45back. We tested a different free gift.
14:46We tested a bundle. We tested all sorts
14:48of different things just to see what
14:50piqued the customer's interest the most.
14:52And we bolt it down to four and one
14:54offer completely crushed the others. And
14:56here, right here, you can see the final
14:58answers right here. We had the free
14:59gift, which they had been running for
15:00forever. We had a mystery discount which
15:02was actually $25 off. Then we had $25
15:05off and then we had 10% off. This
15:07brand's AOV ran from about $250 to $300.
15:11So $25 turned out to be around like 10%
15:13value. And we can look at the numbers in
15:15performance right here. All four
15:17different pop-up forms with these
15:18different offers got the same traffic to
15:20them. The only thing that changed was
15:22the offer on the pop-up form. And some
15:24of these got more email addresses and
15:27then some of these got people to convert
15:28more. So, you can see the free gift
15:29offer based on the same traffic as the
15:31others. It only got 520 people to opt
15:33in. A pop-up form that said, "Hey, give
15:35us your email for a free gift." The 10%
15:37off was low as well. It didn't do as
15:39good as the free gift. And it got 476
15:42people, but it got a much higher placed
15:44order rate. Right here, you can see it
15:46generated $10.5,000 compared to 4.6.
15:48Okay, so we got an upgrade there just
15:50like that. However, you would need to
15:51look at the gross profit because the
15:53cost of this was definitely less than
15:54that. But then we go even further and we
15:56have the mystery discount and now it
15:57gets even more people. And then it had a
15:597.6% placed order rate. So again, we're
16:01moving up. And the final winner was look
16:03at $1,800 people opted into this. It had
16:06three times the amount of opt-ins
16:08telling people, "Hey, you've got $25 in
16:10credit." And on top of that, it also had
16:12a 10.7% placed order rate. So it got
16:14three times the amount of people to
16:16enter and then three times the placed
16:18order rate from 3.3 to 10.7, just a
16:20simple change in offer. And when you
16:22break down the gross profit right here
16:23of what the COGS of the free gift was
16:25versus $25 off, this absolutely blew it
16:27out of the water. As a result, the
16:29welcome sequence right here did $33,000
16:31in January. In March, it did $210,000.
16:34And the store was able to increase their
16:36total store revenue by $200,000. We can
16:38see the email revenue doubled in this
16:39period and total store revenue increased
16:41around $400,000 at that time with no
16:43other major changes in the business,
16:45just from a simple offer test. Real
16:46quick, I want to highlight my school
16:47community right here. So, this is email
16:49marketing mastery. All the insights that
16:51you see right here, I post daily
16:52insights right here within the community
16:54and I host live calls twice per week
16:56right here. I just had my live call
16:58earlier today answering your questions
16:59about retention, email, SMS, and offers.
17:02There's a full course in here. There are
17:03templates and resources. There is a
17:04custom clawed skill even to execute your
17:06email and SMS calendars and so much
17:09more. There are over 290 people in here
17:11and I highly recommend you should check
17:12it out. Link is going to be in the
17:13description. So, you know,
17:14[clears throat] we're just giving a
17:15first order discount and you know the
17:17leverage that it has. Now, let's go over
17:18the different offers you can run. There
17:20are all sorts of fun ones that you can
17:21do. Now, the main ones are going to be
17:23dollar off or off and free gift. That
17:26free gift also entails of like buy 1 get
17:28one or buy two get one. You could also
17:30do something fun like cash back. And I
17:32wouldn't recommend anything else besides
17:34everything that I just listed. I'm not a
17:35fan of giveaways. You really get
17:37lowquality leads and they don't really
17:38convert. So, I wouldn't recommend that.
17:40And I don't typically recommend free
17:41guides because you don't have high
17:43intent around that. People just buy from
17:45offers and discounts. So, if you want to
17:47give yourself the best chance, and I
17:48highly suggest you build some sort of
17:49offer around this, that doesn't mean
17:50slashing your margins. You can jack up
17:52your price and then discount down to
17:54your target price that you're going to
17:55charge. Anyways, that's what I
17:57recommend. A great place to get
17:58inspiration on different offers is here
18:00on Alia's website, aliaops.com.
18:03They have all sorts of different popups
18:04with different offers, whether it's
18:05dollar off, percent off, different
18:07amounts of percent off, because it
18:08sounds pretty basic, me saying like
18:10percent off, but there's so many
18:11different ways you could do it. You do
18:1215% off, you could do a random number
18:14like 18%. I've even seen brands do
18:16something like 17.5%. One of my
18:18favorites is the mystery discount. So,
18:20you can use this for any of your offers.
18:22Have it be% off, dollar off, or a gift
18:24or whatever it is and say you've got a
18:26mystery offer. That mystery really gets
18:28people enticed to want to opt in. We see
18:30really good results from that. You could
18:31have it be exclusive discount. So,
18:33again, it's hidden. You could frame
18:34Dollar Off as store credit. That's
18:36another one. And all this sort of stuff,
18:38which you can see on their website right
18:39here. We use Alia for pretty much all of
18:41our clients. This is the best pop-up
18:42platform in the game. And so, shout out
18:44to them. If you do not use them, you
18:46100% should get on them and use their
18:49free trial. As far as what I recommend,
18:50I always recommend with starting with a
18:52plain percent off versus dollar off. In
18:54most cases, if your AOV is above $100,
18:57your dollar off offer is going to
18:59perform better. But if your AOV is under
19:01$100, then your 20% off offer is going
19:03to convert better. Why is that? Say your
19:05AOV is $50 and you offer people 10% off.
19:09You're willing to give 10% of margins
19:11away. Well, that's $5 off. So, really,
19:14it's just a $5 bill for someone. And
19:15usually, do you want a $5 bill or do you
19:17want 10% off? Usually 10 is the higher
19:20number than five. And so, it sounds
19:22better and converts better. Whereas, if
19:24my AOV was $200 and I'm willing to give
19:26away 10%, then saying 10% versus $20
19:30off, usually the $20 off sounds a lot
19:32better. This is usually a really big
19:33lever that we're able to pull for
19:34brands, right, when we come in is if
19:36they're a high AOV brand and they're
19:38charging a percent off, we just convert
19:40that to dollar off. it usually works a
19:42lot better and converts a lot better.
19:43The other super quick note that I want
19:45to be sure to highlight is use the offer
19:47that's already on your website and stack
19:50that with your first order discount in
19:51this video right here on my channel. I
19:53did a live audit with a brand owner and
19:55this was one of the things that we
19:57fixed. You should definitely check this
19:58out. We literally just went through his
19:59whole business in Clavio. But this was
20:01one of the big lessons and levers we
20:02were able to pull. They were pushing
20:03everybody towards this product of this
20:05hemp cream and you save 15% off and this
20:08is on the website just available for
20:09everybody. What is that 15% though?
20:11Converted to about $25 and so we are
20:14giving $25 off and that sounds a lot
20:17better than 15% off. So in our welcome
20:19flow we're doing a mystery discount and
20:21right here it's an extra 10% off but we
20:24weren't advertising that in the welcome
20:25flow for them. It was just hey get 10%
20:27off but they're able to mix that 10% off
20:29with this 15% off. So the percent offs
20:32don't sound as good and we were
20:33advertising 10% off when reality is 10%
20:36off plus 15% off. So now the messaging
20:38and the whole entire welcome flow is 25%
20:40off. Aka, you've got $35 off. What
20:43sounds better? $35 off. Hey, place an
20:46order for 10% off. That's why I really
20:48recommend that you use what's already on
20:50your website to your advantage. And
20:51actually, they could take this even a
20:53step further because there's an extra
20:5410% right here. So in reality, it is 35%
20:57off your first order, which is going to
20:58be like almost $50 off their first
21:00order. So if I was running this brand, I
21:02would have a pop-up in a welcome that
21:03says, "Hey, you've got up to $50 off
21:05your first order." That's essentially
21:07what this is because look it, it's
21:08almost $50 lower and then add the extra
21:1010% off welcome discount. It's actually
21:11like $60 off the first order. So, I
21:13would put that front and center and make
21:14that the core offer. Make sure you don't
21:16have conflicting offers with your
21:18website and then also with your pop-up
21:19form first order. And make sure you
21:20combine them so you have the juiciest
21:22offer available. You want to measure
21:24your conversions and then also measure
21:26your 90-day LTV cuz maybe an offer works
21:28better on the first purchase, but it
21:30gets repeat purchases really low. So
21:31when you're doing these offer tests,
21:33make sure that you are tracking not just
21:35that first order, but you're looking at
21:36the downstream effects as well. At my
21:38agency, WellCopy, we work with over 100
21:407 to9 figure brands and we do this for
21:42them. If you want us to do this for you,
21:44setting up all these tests and
21:45everything, we could literally have it
21:46live within a week, then you should book
21:48a call below because be honest with
21:49yourself. You watch this video, are you
21:51actually going to go make this happen?
21:53Most people probably not because you
21:54have a million things to do as a
21:55business owner and things get
21:56unprioritized and things move around and
21:58happens. And so you have this on
21:59your to-do list, but it doesn't end up
22:01getting happen for months. But this
22:03could be a massive unlock. And so you
22:04need somebody to take control of this.
22:05So if you're interested, click the link
22:06below to book a call with us. That does
22:08it for this video. Three different types
22:09of offers for three different types of
22:11brands. I hope you got value from it.
22:12And if you want to see more from me, I
22:14have a killer video coming up next. This
22:16is the most valuable welcome flow
22:17training. So we talked about offers.
22:19Now, what does your email and SMS
22:20welcome flow look like? Cuz you need to
22:22have this in place in order to get
22:23people to convert. So I'll see you over
22:24on that next video. Thank you so much
22:26for watching.

About this transcript

This page contains the full transcript of I Studied Every $100M Ecommerce Offer So You Don't Have To by Max Sturtevant, generated from the public captions YouTube serves with the video. The transcript has 5,258 words across 740 segments, with the original timestamps preserved so you can click any line to jump to that moment in the embedded player.

What you can do with it

Use the transcript to take notes, quote the speaker, build a study guide, generate a summary with ChatGPT or Claude via the YouTube Summary tool, or export it as a timed subtitle file with YouTube to SRT. You can also re-open it in the transcriber to translate the transcript into 100+ languages.

Free YouTube transcript tool

YouTube2Text is a free YouTube transcript generator — no signup, no daily limit. Paste any YouTube link and get the full transcript instantly, with timestamps, click-to-jump, translation to 100+ languages, AI prompts for ChatGPT, Claude, and Gemini, and exports to TXT, SRT, VTT, or Markdown.