How do you create a sales spike during your launch? Do you rely on making the majority of your sales on the last day? What if we told you there's a way to generate not ONE spike but at least THREE during the launch of your new product or service? Genius copywriter Mara Glazer tells us how.

If you have a membership, coaching programme, or course, you're going to want to take notes.

Ready?

SOME EPISODE HIGHLIGHTS:

(0:14) Join our FREE Facebook Group.

(4:05) Does Mara Glazer really hold the record for the most push-ups in her old high school?

(6:31) Why you need 'copy choreography'.

(8:51) Create a priority notification list.

(9:41) Give them an idea of the price but don't tell them what it is.

(11:30) Keeping people engaged during the pre-notification period.

(12:33) Opening the doors.

(16:37) Creating the last sales spike.

(18:39) Using the 'micro-membership' concept and the 24-hours special bonus.

(24:19) Subject line of the week with Mara Glazer.

Why you need 'copy choreography'

One of the things that Mara helps people with is launching programmes, memberships, and courses. And if you've ever launched anything, you'll know that most people tend to rely on a big sales spike or boost on the very last day.

But if you get really smart and use what Mara calls copy choreography, you can create sales spikes throughout your launch - not just at the last minute. All you need to do is to ensure you have the right components in the right places. In other words, you want to think about the sequencing of events that need to happen (and in what order) to create more than one sales spike throughout your campaign.

And that means your first step is to brainstorm the copy choreography before sending out your email campaigns. Makes sense, right?

So here's what you do.

Create a priority notification list

Once you've planned the sequence of events, you need to think about building anticipation with your audience before the cart opens.

One way Mara does this with her clients is by creating a priority notification list that people can sign up for in order to be informed when the doors to the membership or course open for the first time. If you're launching a brand new membership, here you're giving people the chance to join as founding members and be grandfathered in at the best possible price.

The key here is to encourage people to sign up for the pre-notification list by offering an awesome sexy bonus. This is how you create the first sales spike.

Give an idea of the price but don't tell them what it is

Another great tip from Mara here is to give an indication of what's included in the membership but without giving an exact price. Instead, you can give an idea.

For example, you could say that the price of the membership is less than a casual dinner with their best friend. This tells people that the membership is affordable and inexpensive. But the bonus is what will make them go ahead and buy. It's as if you were selling the bonus harder than the product itself by lifting it on a pedestal for the people who sign up for the pre-notification list.

Keeping people engaged during the pre-notification period

The pre-notification list is promoted for about 2-3 weeks. During this time, to keep people engaged and interested, Mara will send out relevant videos that help position the membership through email marketing and social media. Each video sits on its own page with an opt-in underneath to give people the chance to sign up for the...