Modern Creator
Why Modern Creator?
Maria Wendt · YouTube

How To Use Instagram To Sell Digital Products

A 7-day whiteboard course walking through the entire chain from viral product idea to automated Instagram checkout.

Posted
5 months ago
Duration
Format
Tutorial
educational
Views
30K
1.3K likes
Big Idea

The argument in one line.

Selling digital products on Instagram is a repeatable seven-day system — one irresistible product, tracked metrics, daily content, a converting checkout page, simple DM automation, layered social proof, and post-purchase upsells — rather than a matter of luck or going viral.

Who This Is For

Read if. Skip if.

READ IF YOU ARE…
  • A creator or coach with some Instagram following who hasn't yet built a paid digital product.
  • Someone selling a course, template, or guide under $50 who wants a repeatable system instead of posting and hoping.
  • A solo creator willing to set up simple tools — a checkout page and a DM automation — without hiring a team.
SKIP IF…
  • You already run a mature, six-figure-plus digital product funnel — this covers fundamentals, not advanced optimization.
  • You sell physical products or high-ticket services rather than information or templates.
  • You want a platform-agnostic strategy — this is built specifically around Instagram's comment-to-DM mechanics.
TL;DR

The full version, fast.

The path from an Instagram view to a paid customer runs through a specific, repeatable chain: build a product that provokes curiosity, solves a hyper-specific problem, and promises something almost unbelievable; track revenue-per-post, comments-to-views ratio, average order value, and lifetime value instead of vanity views; post daily content that funnels into comments; convert those comments into sales with a fast, socially-proofed checkout page; automate the comment-to-DM-to-checkout handoff with a deliberately simple tool like ManyChat; and layer in order bumps, upsells, downsells, and cross-sells to raise revenue per customer well beyond the sticker price. Most of this chain, once built, runs without ongoing manual work — only the daily content creation stays a recurring task.

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Chapters

Where the time goes.

00:00 – 00:52

01 · Cold open — the $17M claim

Maria states she has made $17M+ selling digital products, just had her first $1M month, and previews the 7-day whiteboard outline the video will follow.

00:52 – 06:00

02 · Day 1a: The three traits of a viral digital product

Curiosity, a hyper-specific problem, and a promise of the unbelievable — with real student examples (a $100 wardrobe overhaul, 100k followers from 6 reels, 3 healthy meals in under 2 hours).

06:00 – 16:59

03 · Day 1b: Proving you're the expert, ROI, and the flop test

Four questions to identify your own expertise, the ROI framing exercise, two demand-validation tests (Amazon reviews, YouTube channel size), and the five reasons digital products flop.

16:59 – 24:55

04 · Day 2: The four metrics that matter

Hyros for per-post revenue tracking, the ~1% comments-to-views benchmark, her own $93.30 average order value, and $173.57 lifetime value (compared against Starbucks' $14,000 LTV).

24:55 – 30:15

05 · Day 3a: The four-step sales flow and posting philosophy

Content leads to comments, comments lead to a checkout page, checkout leads to a sale — only the first link needs ongoing manual work. Her three posting principles: get paid for it, minimal structure, heavy repurposing.

30:15 – 38:52

06 · Day 3b: Repurposing hacks and the consistency ladder

Duplicating a reel before publishing and reposting it unchanged, the reel-to-carousel-to-story repurposing order, the Teo app for sharpening screen recordings, and the four-level posting schedule built on 90-day consistency streaks.

38:52 – 45:50

07 · Day 4a: Building a checkout page that converts

Samcart and her 6% average conversion rate versus a 1-2% industry norm, the five things she's noticed about Instagram buyers, and writing checkout copy at a sixth-grade reading level.

45:50 – 48:31

08 · Day 4b: Continuity across the funnel

The exact keyword or phrase in the caption, the automated DM, and the checkout headline must match, or buyers assume they clicked the wrong link and leave.

48:31 – 53:30

09 · Day 5a: Why simple automation beats fancy automation

The three automation myths (must be fancy, must be tech-heavy, must have many branches) and why her own automations that scaled to hundreds of thousands of people are deliberately minimal.

53:30 – 58:14

10 · Day 5b: Setting up ManyChat and 5 automation pro tips

ManyChat as the comment-to-DM tool of choice, and the tip that the comment keyword should be aspirational ("wealth", not "debt").

58:14 – 1:06:23

11 · Day 6a: Why social proof matters and three ways to build it

Five reasons social proof drives sales, and the three levers available even to someone with zero past customers: personal expertise, results/testimonials, or software.

1:06:23 – 1:12:40

12 · Day 6b: Leveling up testimonials and the UseProof pop-up

The five escalating levels of testimonial effort, from a plain written quote up to a filmed in-studio interview, plus UseProof's live "just purchased" pop-up.

1:12:40 – 1:28:42

13 · Day 7: The four money-multipliers and the soft pitch

Order bumps (~50% take rate), upsells (~30%), downsells (~10%), and a cross-sell product ecosystem behind her 60% repeat-customer rate — plus why every upsell needs speed or done-for-you value, and why every pitch is framed as an invitation.

Atomic Insights

Lines worth screenshotting.

  • A digital product needs curiosity, a hyper-specific problem, and an almost-unbelievable promise all at once, or it won't spread.
  • Broad topics like 'interior design' or 'wealth' stopped selling well around 2016 — today's winners name a narrow audience and an exact constraint.
  • You don't need business credentials to be an expert; look at what your friends already ask you for advice on.
  • Before building a product, check for at least five books with 500+ combined five-star reviews on the topic, or three YouTube channels with 100k+ subscribers covering it.
  • Two posts with wildly different view counts can generate nearly identical revenue — track revenue per post, not views.
  • A healthy comments-to-views ratio sits around 1%; anything meaningfully lower signals a problem worth fixing.
  • A $27 product with a $93 average order value is a fundamentally different business than a $27 product that never upsells.
  • Duplicating a post's exact footage and reposting it later routinely performs as well or better the second time.
  • Posting consistency is built in stages — prove one reel a day for 90 straight days before adding a second format or time slot.
  • Writing checkout copy at roughly a sixth-grade reading level removes friction that otherwise makes buyers feel confused and walk away.
  • Whatever keyword or phrase triggers a purchase path has to repeat identically across the caption, the automated DM, and the checkout headline.
  • A complex automation with many branching tools is a liability — every extra integration is one more point where the whole chain can break.
  • A comment keyword should be aspirational, not descriptive of the problem — people will comment 'wealth' publicly but never 'debt.'
  • Testimonial formats aren't equal: a written quote converts less than a screenshot, which converts less than a summarized pull-quote, which converts less than a filmed case-study interview.
  • An order bump gets accepted by roughly half of buyers and is the single easiest lever for raising average order value.
  • Every upsell needs to add either speed (a faster version of the same result) or done-for-you convenience — offering the same thing again with no upgrade just annoys buyers.
  • A cross-sell ecosystem where every product quietly recommends the next one can push repeat-purchase rates well above the 15-30% typical for single-product businesses.
Takeaway

Selling digital products on Instagram is a seven-day system, not a lucky viral moment.

WHAT TO LEARN

The path from an Instagram view to a paid customer runs through a specific, repeatable chain of product, metrics, content, checkout, automation, proof, and post-purchase offers, and most of that chain runs on its own once it's built.

02Day 1a: The three traits of a viral digital product
  • A digital product needs all three together—curiosity, a hyper-specific problem, and a promise that sounds almost too good—missing any one of them caps how far it can spread.
  • Broad topics like 'interior design' or 'wealth' stopped working years ago; today's winning products name the narrow audience and the exact dollar or time constraint.
03Day 1b: Proving you're the expert, ROI, and the flop test
  • You don't need business credentials to be the expert—look at what friends already ask your advice on, what you've overcome, and what comes naturally to you.
  • Even non-money topics need a stated return: tie the outcome back to time saved or money saved, or buyers won't understand why they should act.
  • Before building anything, check demand first: look for at least five books with 500+ combined five-star reviews on the topic, or three YouTube channels with 100k+ subscribers covering it.
  • Most low-priced digital products don't fail from bad marketing—they fail because the topic is too broad, the value is unstated, or it isn't solving a problem people will pay to fix.
04Day 2: The four metrics that matter
  • Tracking views alone is misleading—two pieces of content with wildly different view counts can generate almost identical revenue, so track revenue per post, not popularity.
  • A healthy comments-to-views ratio sits around 1%; a post pulling in far fewer comments than that signals a problem worth fixing before you scale spend or effort.
  • Average order value and lifetime value matter more than the sticker price—a $27 offer with a $93 average order value is a fundamentally different business than a $27 offer that never upsells.
05Day 3a: The four-step sales flow and posting philosophy
  • The entire sales mechanism is four links in a chain—content, comment, checkout page, sale—and only the first link (making content) requires ongoing manual effort.
  • Content creation sustains itself better when it's tied to income and kept loosely structured, rather than run through rigid content-pillar systems that start to feel like a chore.
06Day 3b: Repurposing hacks and the consistency ladder
  • Duplicating a post before it goes live and reposting the same footage later, unchanged, routinely performs as well or better the second time—audiences pay far less attention than creators assume.
  • Repurpose in the easiest direction: a reel's footage becomes a carousel, a carousel becomes a story—reversing that order is much harder and rarely worth it.
  • Posting consistency is built in stages: prove one reel a day for 90 straight days before adding a second format or time slot, and restart the streak at zero after any missed day.
07Day 4a: Building a checkout page that converts
  • Checkout-page conversion rates vary enormously by platform—somewhere around 1-2% is the industry norm for low-ticket digital offers, and it's worth testing higher-converting alternatives.
  • Impulse buyers skim instead of reading, so a slow-loading page or dense paragraph costs more sales than a slightly higher price ever will.
  • Writing checkout copy at roughly a sixth-grade reading level isn't dumbing it down—it removes friction that makes potential buyers feel confused or inadequate, which is what actually kills a sale.
08Day 4b: Continuity across the funnel
  • Whatever word or phrase gets someone to act—in a caption, an automated reply, or a checkout headline—has to repeat exactly across every step, or buyers assume they clicked the wrong link and leave.
09Day 5a: Why simple automation beats fancy automation
  • A complex automation with many branching tools is a liability, not a sophistication signal—every added integration is one more point where the whole chain can silently break.
  • The simplest automation that reliably does one job (send a link when someone comments a keyword) will outperform an elaborate one built to look impressive.
10Day 5b: Setting up ManyChat and 5 automation pro tips
  • The keyword you ask people to comment should be aspirational, not descriptive of their problem—people will publicly comment 'wealth' but never 'debt,' even about the same offer.
11Day 6a: Why social proof matters and three ways to build it
  • Social proof does more than build trust—it also compresses the time needed to turn a cold, unfamiliar viewer into a buyer, which matters more as more of your traffic comes from strangers.
  • If you have no past customers yet, you can still build credibility through your own field expertise or personal story—testimonials are only one of three available levers.
12Day 6b: Leveling up testimonials and the UseProof pop-up
  • Testimonial formats aren't equal: a written quote convinces less than a screenshot, a screenshot convinces less than a summarized one-line pull-quote, and a full case study or filmed interview converts best of all.
  • A live 'X just bought this' pop-up on a checkout page can matter more than the page copy itself—removing one by accident can silently tank conversion until someone notices.
13Day 7: The four money-multipliers and the soft pitch
  • An order bump—an add-on offered before checkout completes—gets accepted by roughly half of buyers and is the single easiest way to raise average order value.
  • Post-purchase upsells convert at a much lower rate than order bumps, and downsells convert lower still, so most optimization effort belongs upstream, not on the decline path.
  • Every upsell needs to add either speed (a faster version of the same result) or done-for-you convenience (templates, scripts)—offering the same thing again with no upgrade just annoys buyers.
  • A cross-sell ecosystem where every product quietly recommends the next one can push repeat-purchase rates well above the 15-30% that's typical for a single-product business.
Glossary

Terms worth knowing.

Hyros
Ad-attribution software that shows which specific piece of content generated which sale, tracked to the dollar, rather than just showing view counts.
AOV (Average Order Value)
The average dollar amount a customer spends in a single transaction, including any add-ons purchased alongside the main product.
LTV (Lifetime Value)
The average total amount a single customer spends across every purchase they make from a business over time, not just their first order.
Order bump
An additional item offered for purchase directly on the checkout page, before the transaction completes, that raises the order total.
Upsell
An additional offer presented immediately after a customer completes their first purchase, before they leave the checkout flow.
Downsell
A cheaper or smaller version of an upsell, offered to a customer who has just declined the original upsell.
Cross-sell
Recommending a different, related product to a customer from inside a product they already own.
ManyChat
A direct-message automation tool that auto-replies to Instagram comments with a checkout link, without manual sending.
Comments-to-views ratio
The percentage of viewers who leave a comment on a post, used as an early signal of buying intent before any sale happens.
Checkout page conversion rate
The percentage of visitors to a checkout page who complete a purchase, used to judge how well a page and offer are working.
Resources

Things they pointed at.

18:00toolHyros ↗
39:39toolSamcart ↗
53:30toolManyChat ↗
1:11:54toolUseProof
1:22:04productPassive Income with Instagram (hyper-speed mode upsell example)
1:25:33toolKajabi
Quotables

Lines you could clip.

01:32
“This is the difference between fighting your way upstream or floating down a lazy river in a tube.”
vivid metaphor, no setup needed→ TikTok hook↗ Tweet quote
10:43
“Go to Amazon... there should be at least five books, or a total of 505 star reviews.”
concrete, testable validation tactic→ IG reel cold open↗ Tweet quote
17:34
“If you don't have this, you're literally shooting in the dark.”
punchy case for tracking revenue, not views→ newsletter pull-quote↗ Tweet quote
1:00:38
“Social proof turns cold traffic into burning hot buyers.”
tight thesis statement for the whole social-proof section→ IG reel cold open↗ Tweet quote
1:13:09
“We as humans don't wanna separate from the herd.”
psychology hook that explains the pop-up tactic→ TikTok hook↗ Tweet quote
1:18:28
“About 50% of people in our world choose to buy the order bump.”
specific, surprising conversion stat→ newsletter pull-quote↗ Tweet quote
The Script

Word for word.

Read-along

Don't just watch it. Burn it in.

See every word as it's spoken — crank it to 2× and still catch all of it. The same dual-channel trick behind Amazon's Kindle + Audible.

metaphor
00:00In this free course, I am going to show you how to use Instagram to sell digital products. Now, I've made over $17,000,000 selling digital products.
00:08I just had my first million dollar month and I'm gonna share with you all the different ways I use Instagram to make a bunch of money because I use your products. It's a big fat course. Let's dive into it.
00:19As we begin, this is a, I believe, an 18 k to outline of everything I'm gonna teach you in this video. So we're going over a lot, but I don't I will make sure you have everything you need step by step by step.
00:31So if you see me looking down, I'm looking at this clipboard of notes, and I think the first thing you need to know is that we're gonna be breaking this process of selling digital products with Instagram over a seven day period. Okay. So the first thing we're gonna do here on day one is we are going to create a viral digital product.
00:50Now why are we starting with creating a viral digital product? Why is that the most important thing?
00:55Well honestly, it's because if we don't have an irresistible digital product, it will not sell well on Instagram.
01:03You're gonna do everything else. I'll tell you on all the other days, on day two, on day three, on day four, but if you don't do the work to make this product irresistible, it's not gonna sell well.
01:12And so we wanna start here and then do everything else when we have a product that we know is actually gonna sell. Basically, what I wrote here is that this is the difference between fighting your way upstream or floating down a lazy river in a tube. I want you to float down a lazy river in a tube.
01:29But the catch in all of this is that it takes experience to know what kind of digital product is gonna sell well, and I wanna share my experience with you because I've I've done this for a really long time. Okay.
01:41So for starters, we're gonna talk about the three things every viral digital product counts. So three viral product we'll just call these.
01:53If you don't have these three things, you will not have the digital product that does well. It's a guarantee.
01:59Alright. One, it needs to provoke curiosity.
02:05Now I'm gonna share some examples in a minute here, but if your user product does not provoke curiosity, doesn't get people curious, they're not gonna be interested to go down the other two things I'm gonna share.
02:18And so I'll teach you how to provoke curiosity in a second here, but just know that if your gorgeous product isn't getting you like, I wanna know more about that, you're dead on arrival. Second thing is that you need to solve a hyper specific problem.
02:37So back in the day back in the day, long time ago, 2016, you could sell a course that was called redecorating your home or interior design or look or wealth and it would do well.
02:54Raw generic courses used to do really well. Now if you're trying to sell a digital product, you have to solve a hyper specific problem. Very, very, very specific.
03:04Again, we're gonna go into examples in a second here, but just keep that in mind that if your digital product is broad, it will viral. Third thing is that it needs to promise the unbelievable.
03:18And I can't spell, so I'm just gonna do my best here. Unbelievable. But it needs to promise the ungreeable.
03:25If it almost needs to it does need to sound too good to be true, but here's the catch, you actually deliver on it.
03:35So you wanna create something that you can truthfully deliver on, but it's so good it's almost like there's no way she can actually do that. So these are examples.
03:47I'll actually give you some examples of of products that my students have done in totally different industries that I've made at a minimum $20,000. Some of these are over a $100,000.
03:57I have other case studies on my YouTube channel that will show you like how well most of my students have done. But here's some examples.
04:05I'm just gonna read off a list here. Okay. Here's some examples of real viral digital products that achieve all three of these things.
04:13One, how to elevate your entire wardrobe for a $100 or less. So one, that provokes curiosity.
04:21How do I elevate my wardrobe for a $100 or less? Two, it solves a hyper specific problem. It's elevating an entire wardrobe for a $100 or less, meaning this is for people for budget.
04:32The problem that it's solving is I need to look rich, I need to look good, I need to look better, but I don't wanna spend a ton of money. I only have a $100. How in the world are you gonna that's a that's a specific problem.
04:44And then that leads me into the third thing, which is it promises the unbelievable. How in the freaking world is this lady gonna take my wardrobe and completely elevate it for a $100?
04:55A pair of jeans costs a $100, if not more. Right?
04:58So how is she going to do that? She does a great job. She talks in the in the actual course, in case you're curious, like, she talks about little things you can do that make a huge difference.
05:08Like, even, like, little things, like, don't ever leave your house with your clothes not being steeped. Make sure all the threads are cut off the clothes. She also talks about, like, if the $100, how to spend that $100 for the biggest impact.
05:20It's a fabulous course. It went super viral. It did really well.
05:23Two other examples, how to get a 100,000 Instagram followers from six reels. Again, really cool.
05:29And then the other one is how to cook three healthy meals in two hours or less. So you're cooking 30 meals. And then her tagline was something like while spending, I think it was like less than $2 per meal or something.
05:42So like the sub headline was also really good as well. These were all very viral products that hit all three of those points, and they did really, really well. Now here's an important point that most people will not teach, but I think it's really important while we're on the subject of creating the product that goes really viral, you have to be an expert.
06:00If you want your product to do well, you have to be an expert. And a lot of people think, oh, but I'm not an expert.
06:07I'm I'm not an expert. Here's the honest truth, you are an expert. And I wrote down a couple of questions to ask yourself.
06:15If you want your product to go viral, you can't be a beginner in that topic.
06:22Now you cannot be a beginner if you want your product to go viral. If you whatever your topic is, you have to be an expert in it. I think sometimes people see products that other people do, like launch, that do well, and they think, oh, I'm gonna make a product in that industry.
06:37Like you might be thinking, oh, well maybe I can do a wardrobe product, but you might not be an expert in However, you are an expert in something. And so I have four questions for you to ask yourselves as you're trying to figure out what am I actually an expert in? How can I actually create a product that goes viral?
06:54And here are the four questions. One, what do your friends come to you for advice on?
07:00Your friends and your family, they're your first marketplace, so the first indication of the problems that you can solve that will help society. Two, what are massive life accomplishments that you've achieved, things that you've done that you're proud of?
07:14What are some very difficult events that you've successfully gotten through? Like, I'm not gonna make a course on this per se, but me navigating single motherhood very successfully is a difficult life achievement that I've done that I am an expert in and could make a course on.
07:31I'm in a different field, so it doesn't make sense for me, but we look for the difficult things that we've know, some people have overcome chronic health issues. That's something you could make a course on. And then finally, what is something that you just seem to have a knack for, something that just comes very naturally to you?
07:46One of my students, she had a very successful digital product teaching people how to plan inexpensive kids birthday parties. Kid birthday parties are notoriously expensive, and she was very good at creating these really good seeing birthday parties really inexpensively.
08:03She had an app for it. So those four questions will help you get a sense of what am I actually an expert in because if you want a product that goes viral, you have to be an expert in it.
08:13Now this is a very important point that most people miss and it's a huge reason why their product doesn't go viral. You have to show the return on investment, also known as ROI.
08:28Now people don't understand what I mean when I did it because they'll say, well, I'm not making a course on business.
08:35I'm not making a course on marketing on social media. How do I show a return on investment? This is what I wrote, I wanna read it verbatim.
08:42Even if you aren't in a money making industry, you have to tie it back to how they're going to make more money or they're going to save mama. Can you write that down?
08:52There has to be a demonstration of the return on investment. So for example, you know, to cook 30 healthy meals in two hours or less.
09:04What could be some of the ways we can demonstrate that they're going to either make money or they're going to save money? How do we explain what the return on investment is? Well, meal prepping saves you money because you aren't DoorDashing.
09:18Dowling's an obvious one. Right? But you're also saving time because you're prepping 30 meals at once, and time is money.
09:26If you're in, like, my field, I'm always going to make more money at your friend IHOP. So if I were doing this, I would hit it on both angles. I would hit on the saving money angle.
09:36That's obvious, but it would also hit on the making money because time really is money, and if you if you meal prep, you're saving yourself time. Here's the thing, you should do this exercise on explaining the return on investment just so you are clear on what their return on investment is going to be in your digital product.
09:57You should go through this exercise just for your own edification, and if you can't articulate this, this is so important that you understand this point right here, If you cannot articulate how they want you save money or how they want you to make money with your digital product, it will not sell because if you aren't clear on the ROI, they sure clear on the ROI and they're not going by.
10:23So this is a very important one. Now, there's two other very cool things you can test if your product will go viral because you might be like, I'm so worried my product won't go viral.
10:33So here's two tests to see if viral.
10:37Right? One, you can go on Amazon, put in the like broad topic of what you're thinking about making your digital product on.
10:47And then, so he said, go to Amazon and basically just search. And then what I wrote here is how many books.
10:57You wanna basically see how many books there are around your proposed topic. So elevating your wardrobe on a budget. Right?
11:05That's your topic. There should be at least five books. So five books or a total of 505 star reviews.
11:19Basically, that's a way of indicating that there's a demand. Right?
11:23If there's not five books and there's not 505 star reviews, that tells you that there's not enough people who are actively trying to solve that problem. That would be a red flag. Second option is to go to YouTube and see what's out there are in public, so go to YouTube.
11:45Now I have some metrics that I think will help. Are there at least three people on YouTube that have channels of over a 100,000 subscribers or more?
11:55So you have three channels with a 100 k sells.
12:02Again, what does that tell us? It tells us that this is a topic that people are wanting to solve. And then here's a pro pro tip, what questions are people asking in the comment sections of these YouTube videos?
12:15That will show you the gaps that this content creators have. Okay. Finally, we have the five reasons most digital products flop.
12:24Basically think of this as your lifeline to make sure your digital product doesn't do any of this so you don't have to flop. Because there's nothing worse than doing all of this and then it flops and you're just like, oh my god, there's so much work for nothing. So one, too generic slash blog.
12:43This is the worst one. If your digital product is too generic, too broad, doesn't solve that hyper specific problem that we talked about, it won't do well. Most people don't even get in the realm of hyper specific.
12:56They might get somewhat specific, but usually they're not even close. That's your biggest offender. Second one, really bad too, is value isn't articulated.
13:08Basically, you are not doing a very good job of explaining what they're going to get and why it's a really good deal. That's that's really it.
13:16You're not articulating the value. You're not explaining why it's something they should get. People really struggle with this.
13:22This is why I talk about copywriting so much and I'm like, closest on my videos because people don't know how to write the we're not born knowing how to write the copy, and so they really struggle to articulate the value of their product, And if they can't articulate it, the customers will understand it until they don't laugh.
13:37They agree and think small. Third reason is the price is too high.
13:43This is a really easily solvable one. If you're just getting into this digital product space and you have no idea what to charge, this part is $27.
13:53You can always go off. $27 is a really solid start. If something isn't selling for $27, it's not a pricing issue.
14:01It'd be probably one of the other things and so you can just eliminate a lot of other like you can eliminate pricing as a variable if you charge $27 for it. Okay. Number four problem.
14:13Is it a problem? And I'll explain what I mean by that.
14:19So many people get idea for a digital product that sounds exciting or sounds interesting or or it's something they have a hobby on. And so they will make a whole digital part on it, and it won't be something that is an actual problem people are willing to solve. So it might be like I'll just take a bit of examples for you guys.
14:39I've seen them come across in a desk there as well. It might be like how to organize your adult coloring books.
14:47So someone might get like really excited about adult coloring books. They might have a whole craft section. They love the way they organize their adult coloring books.
14:56Their friends and family have indicated that they, oh my god, I love how you set up your adult coloring book thing. And that's they're like, oh, this is gonna be great, which other people are gonna wanna know how to solve like how to how to organize adult coloring books. That's not a problem.
15:09People are running a page to solve. If you're gonna go through all this trouble to create a vow to reply. Let's make sure we're solving problems actually people are struggling, who really think that they're willing to pay good money to solve.
15:23Otherwise, it's gonna flop. Number five is they aren't flops at all.
15:29Okay. Here's what I mean by that. They aren't flops at all.
15:31The marketing on them just sucks. We're about to get into a bunch of other marketing stuff, bunch of tactical automations, bunch of just a tactical whole bunch of stuff, and what people think of it, oh my gosh, my offer sucked.
15:43I had a I had a really bad offer. It didn't do well. I need to switch it up and change to a totally different offer.
15:48The reality is your product is amazing. Your offer is incredible. You just the marketing on it sucks, and so keep watching.
15:56This is what we're gonna help you fix. But for a lot of people, they have good offers, they just don't wanna sell it.
16:02So if you checking, yep, I've got a not too generic. My value, I did my job articulating. My price isn't too high.
16:09The problem isn't a problem. I'm actually solving a real problem. But the skill flops, it's probably because you didn't actually flop at all.
16:16You just don't know how to market it. Good days is your year. That's day one.
16:20All of that is day one, create a viral visual product. Day two, I wanna teach you some very important metrics that you need to track so you can make more money. Let's talk about metrics that you need to track.
16:32These are important numbers that matter. So we'll just call them metrics that matter.
16:40Now these are really important because if you know these numbers, if you know what to pay attention to, you'll you'll know if your business, you know, you're this whole process of selling digital products on Instagram, you'll know that it's rookie. And if you don't know these numbers, you won't know if it's working and you'll probably focus on the wrong fits, we don't want you to focus on the optics.
16:59So what I'm gonna do in this section is gonna be like a combo of teaching you some terms you need to know, so some terms you need to know, but also some tools you need, some tools I really recommend so that you can actually make a lot of progress really quickly, which I'm guessing is what you want.
17:18So first thing, most important, number one, something you need to know is some nipple hikes.
17:28This is what I wrote for Hybros. K? You really need software to know which pieces of content are actually selling your digital products.
17:38If you don't have this, I'm very passionate about this, because if you don't have this, you're literally shooting in the dark. And so this is a piece of software that will literally tell you which one of your wheels, which one of your carousels are making you the most amount of money. And so I'm just gonna show I'm gonna give you an example of what I'm doing here.
17:58Okay? So with this software, let's say I have two reels.
18:04Now one reel maybe gets 10,000 views and the other reel gets, let's just say, a 100,000.
18:13Those content creators would be like, oh my gosh, I need to make more reels that are like the one that got me a 100,000 views.
18:23So let me more. Right? That's logical.
18:25It's like, oh, this is the one that's getting views and needing more followers. Let me need more content like this.
18:31But here is my secret advantage. I will look at the software and I will measure it by an inner metric. I might see, oh, this one made me $736.
18:44This one made me 2,000, let's just say, 550. That's why you need to have something like Hiros.
18:52Because now and that's what that Hireos does that process of telling me which pieces of content make me the most amount of money. They'll be like, oh, you got this many sales and this amount of money. So it might be like, let's just say, I don't know, let's just say 250 sales versus 700 sales.
19:09Right? Or 70 sales, sorry. 70 sales.
19:14And so high roast tells me this is the content you should make more of.
19:22This is the one that really matters. If you don't have this, you're just completely blind. You're shooting and you're paying attention to the wrong metrics.
19:30And let me tell you, you wanna run a successful 8 figure business selling digital products, you gotta be focused and you gotta be drilled in and dialed in to the metrics that actually matter, which is why we're spending a whole day on it. Most people do not have data like this because they won't get a software like this.
19:46I recommend it all the time, and they won't get a software like this, and so they are creating all of this content and they're not making any money from it, and they're confused about why they feel like they're working so hard and spinning their wheels because they'll keep making content like the one that's making them $700 because they thought it got them more views, and so it was the better piece of content.
20:09I make more and more and more content that gets me more money, and you get better at this, and so each piece of content starts making you more and more money, and that's why we started the whole day off of high risk. I think it's very important. Okay.
20:21Second, really important metric here. Number two is views to comments ratio.
20:30I'm gonna explain comments a little bit later in this video.
20:34We're off you like in this whole thing, we're gonna go into a little bit more, but here's the short version. When you're using Instagram to sell your digital products, comments equals sales.
20:48So the more comments you get, the more sales you make. Okay?
20:52So just file that away in your head for now. We're gonna dive into it deeper one of these days, but just file it away in your head that the more comments you get, the more sales you make.
21:02And so a big part of this game of selling digital products on Instagram is getting no comments. This comments to views ratio basically looks at how many comments am I getting in comparison to the views that I get.
21:21So if I have three reels, what is my comments to views ratios on these reels?
21:31So how many views did I get? How many comments did I get? Now I went back and I analyzed a bunch of my old reels and I also analyzed a bunch of my students in a bunch of different industries, and on average, again this is an average, but on average everybody's views to comments ratio was about 1%.
21:55Some people that I analyzed had 1.25% to like 1.3%, but for the most part it was 1%.
22:06Meaning, if a reel bought 10 k views, it got about a 100 comments.
22:15If a reel got 1,000 views, it got like 12 to 14 comments. And so we're gonna come back to this metric later, but this is something that's important for you to because if you're having a reel that gets 10,000 views and you're only getting five comments, that's something you need to work on because our views to comment ratio is very important, and on average, it's about 1%.
22:41That's like the average. Okay. The third term, three, very important thing for you to know and be paying attention to if you wanna see big success.
22:50Like, if you just wanna make a few dollars here and there, you don't have to worry about this stuff. But I want you to make a ton of money selling digital products, and so I want to teach you things that actually matter. So AOV is average order value.
23:10Basically, how much on average does your customer spend when they purchase something from you?
23:18When they place an order with you, what is your average order value? As we go through this entire process, we see that come up more and more. I'm just gonna share my numbers with you.
23:29My average order value and someone that just had her first million dollar month is $93 and what was it?
23:3730¢. Meaning, when someone buys for me, the total amount of their average order is right around $93.
23:49Now kind of along those lines is our fourth and final metric in orders, which is LTV.
23:58That stands for lifetime value. So the lifetime value of a customer.
24:05Now let's say we have a customer, this is Bob, and Bob buys for me and order number one is $93.
24:16Well, Bob's gonna buy for me again and so he's gonna buy for me again and he be get a lot of my customers buy for me a lot.
24:25And so what is the lifetime value of Bob Mini? What's the amount that Bob's going to buy from me total on average across all my customers? That's your lifetime value.
24:37My lifetime value, I'm a relatively new business, so we expect this to go up over time. My lifetime value is a $173.57.
24:48Now that's a lot. That's a low LTV. Let me tell you like a crazy one.
24:54Starbucks. Hey. They've obviously been doing it for a while.
24:58They're freaking violin. Scarbox AOB is I think around $7.
25:03Being on average across all the stuff, all the orders, their AOB is around $7. Their lifetime value, so their LTV, you ready?
25:14Freaking nuts. It's $14,000. Mean, on average, the lifetime value of a new Starbucks customer is $14,000 over the lifetime of someone's life.
25:31They'll send $14,000 at Starbucks, $17 order at a time.
25:36So you see that difference how my again, I knew or learned, it's fine, but you see the difference, that disparity in a really big brand versus someone who's relatively small, 93 to one seventy three.
25:50Now my customers have only been in my life for like two years max. Right?
25:55I'm so new that there hasn't been time to this LTV to Q and that over time, this will go up. But these are metrics that really matter when you're trying to scale a digital product. And think about this.
26:06I'm already eight figure. I've done over $17,000,000 in general product sales with these numbers being what they are.
26:12Imagine as I get them dialed in. Okay. We are getting into the nitty gritty of Instagram marketing and selling digital products with Instagram.
26:21Let's go on to day three, which is publish daily content to install.
26:32Now, this is a big debt. This is where we start to actually monetize and sell our visual product.
26:40And so what I wanna do is I first wanna walk you through the basic flow of how I sell visual products with instant route. K? So I'll just walk you through what the flow looks like.
26:52K. So you're gonna start with a reel, and that reel's gonna get a comment.
27:00Now we're gonna break down every one of these so don't worry. And then that's gonna take you to a we'll just put checkout page c key and then that's gonna get you the sale.
27:11So when I say real, by the way, it could also be story and it could also be carousel. This is the flow.
27:18This is how I made millions of dollars when this will come out and say, I create content, which leads to comments, which takes you to a checkout page, which takes you to a sale.
27:29It's very simple, but it works really well. And so really, the only part that requires work, ongoing consistent work, is in this content creation right here.
27:41I'm gonna talk a lot about how to make this much more easy, much more hand off. Everything else is completely automated, which we're gonna get into in a little bit.
27:51So this is automated, this is automated, and this is automated. And that right there is a huge part of the scalability of a business model like this because the only thing that really requires attention is this right here.
28:07And like I said, there's ways to make it even easier and more hands off. And so, Les, what I wanna do is I'll have about creating content that makes money and specifically creating reels that make money. I believe that we are so lucky to live in a time where we can make content for free and get sales for free.
28:29Do you understand that, like, back in the day, making money was from our content as regular people with little iPhones would've been totally inaccessible to someone like you and I, especially like for me as a woman.
28:44I maybe it's gonna even get credit cards until the seventies. And so and even if we were so lucky, you have to pay millions of dollars in advertising to reach the same number of eyeballs.
28:55We have to live in a world where anyone with an iPhone can pick up that iPhone, make content, which then creates comments, which can then be taken to a checkout of mage, which can then make sales. We are living in truly a golden era of opportunity.
29:09But just because you can doesn't mean it's easy.
29:15It's very important, I wrote around here that it's hypercritical, that you create systems to get these reels out and this content out on a daily basis.
29:24And what I wrote here what I wrote here is that these systems will make content creation simple, straightforward, and consistent so that you continually have a flow of traffic coming to your checkout page, right, because this is the begin, this is the linchpin.
29:38So if you don't start with here, you don't have any con comments, which means no one's going to your checkout page, which means no one's taking sales, no one's fine with you. And so we have to figure out how to get systems in place, how to make this more hands off, how to make this easier so that this is happening very effortlessly or as effortlessly as possible so the rest of this can happen because if this stops, the rest of this stops.
30:04So what I'm gonna do is I'm gonna share what works for me. I've been posting very consistently for about two years now.
30:11I have almost a million followers on Instagram, and I've done it in a way that has felt honestly not just like sustainable, but enjoyable.
30:20I genuinely enjoy creating content on Instagram. It's fun for me.
30:24I really enjoy it and I want Tara what I did to make that happen. There's three things that work for me. So three things that work well.
30:34For me, it's how I've been able to do this for a long time, make a ton of money from this. So basically, three things that work really well, so I put content out on an consistent basis.
30:44Number one, I actually make money for my content. This is not a hobby.
30:50And if I wasn't getting paid to make content on Instagram, I would do it. Okay. I'm doing this.
30:56It's work and I'm doing it because I wanna get paid. And so what I wrote here is as basic as it sounds, if I didn't get paid, I wouldn't post.
31:06It's not a hobby. That's the first thing. It's just content creation works well when you're getting paid for it.
31:11Two, I don't have a lot of structure, so we'll just write, like, minimal structure.
31:20I wrote these things like content pillars. I don't do things like this overly organized structured stuff.
31:26That's always felt very heavy to me, very restrictive to me. I'm a really big believer. Like if it's not easy, I'm not gonna do it.
31:33And so minimal structure has actually worked really, really well. I post what I feel like posting.
31:40I and that makes me enjoy the process. And then three, I repurpose a lot.
31:46I do it in a sneaky way so you don't ever know that I actually have reproved this. So I do it really cleverly, which I'll break down in a minute here. But these three things have allowed me to build a massive follow me, which has been great, so it's also really good.
32:01But maybe more importantly, actually enjoy the process of creating content. I love what I do.
32:07I love this, and I know a lot of content creators who get very, very burnt out because they aren't doing those things that are working well for me. Okay. Now we're gonna talk about repurposing hacks.
32:16I've got three repurposing hacks for you. It helps a lot because remember, why are we why are we doing all of this? Because we're trying to publish daily content to Instagram so we can get more comments, so we can get more traffic, till we have more sales.
32:28And so if we learn how to repurpose in a way that's actually very effective, actually continues to get us more views, more followers, and more comments, here's a pro. One, I duplicate every reel before I publish them.
32:48So I've got my reel created. AnkuratMerrill is really easy.
32:51They need, like, less than ten minutes to create. But right before I go to publish my reel, I'll duplicate it and save it in the drops. So anytime that, okay, I need a new piece of content, I will literally just go into my drafts, duplicate the reel again so I still have it, and then I'll publish it.
33:08So I get another piece of great content that already performed well, I know it already did well in like three seconds. Some of my friends, what they'll do is they'll like change out the video footage.
33:17I don't even do that. I literally just duplicate it and then when I need another reel, I literally just recose it exactly the same. And the crazy thing is, it gets more views the second time around, changing nothing.
33:28And so it works it's a very effective little hack. People aren't hanging out much attention on what's going on in your account, and so I have yet to have someone ever. I've got I published thousands of posts at this point.
33:38No one's ever said, you recalled us in saying nearly it. No one's even noticed. It's a great hack.
33:44Two, okay. You need to repurpose in this order.
33:48There's an order to repurposing that makes it really easy. So repurpose in this order.
33:55So this is the order to do it in, not just in order of like repurpose first in this order, was also like the ease of effort. It's the easiest thing to turn a caption into a carousel and it's actually fairly easy to turn a carousel into a story. It's more difficult to turn a good reel into a good carousel.
34:12It's all like the hardest level. So when you're repurposing, repurpose in this order, not just from like ease of like it's easier to do it this way, but also just like a really small baby do it.
34:22So we do this all the time. We use our images for carousels, we'll use our images for stories, and we screenshot footage that we took for, you know, just like b roll on on like my footage for my reels, and so we're repurposing the same footage, It becomes a reel as a video.
34:41It becomes a carousel, and then it will also become a story. And here's a pro pro tip.
34:46Use the app Teo. Look exactly what it looks like.
34:52Use the app teo. It has really nice filters on it. It does a really good job sharpening.
34:59And sometimes when you screenshot videos, can get a little blurry, so there's a really good job sharpening it with one press of a button. It's a really fast way to add really nice coloring. I believe the one I use is called Balance.
35:09The filter that I use is called Balance. And so these repurposing hacks, something I use literally every single day as I create content, and it keeps it really easy.
35:19I have this saying So if it's not easy, I do not do it. And by using these repurposing hacks, it's allowed me to very easily create content on a very consistent basis, which is exactly what the Bullocks here.
35:33I wanna talk about a content schedule. I'm gonna give you a recommended one. Now I don't love content schedules in general.
35:40I think they can be very restricted, but sometimes people find it helpful to have a little bit of recommended structure so they have some sense of, okay, what should I be posting when?
35:51So I'm gonna share this with you, and if it's helpful, use it. If it's not helpful, don't use it. Now the most important thing with a content schedule, and really just content creation in general, is consistency.
36:05K? So we're gonna write this in big fat letters, consistent.
36:10That's the most important thing, and it's the thing people really struggle with the most. And so what I've taught to my students is you have levels of a schedule.
36:20So if you're a beginner and you've never posted consistently for like ninety days in a row, you should be at level one, which I'll explain in a minute. If you have posted consistently and you wanna like step it up, then you get to move to level two, and then so on for level three.
36:37You have to do level one consistently before you get to level two or level three because consistency really is a muscle. And what people do is they'll start posting.
36:46They'll be all tired. They'll be all motivated. They'll be all like jazz, like the gym on January 1, and then they haven't built the muscle of consistency, so they take on too much and then they burn out.
36:57And I don't want that for you. It's also bad for your account to be inconsistent, your internal account. And so this is level one.
37:04I don't know what Xcelandov levels. Level one is one reel at 7AM PST.
37:14So one reel every single day at 7AM PST. Now I have a ton of stuff that I've created tons of resources to help you create reels quickly.
37:23You can do like 40 viral reels in an hour really fast if you know what you're doing, and I I share that really everywhere. And so your one reel every single day. I recommend you schedule it a few out at a time.
37:35So maybe like two or three out at a time. So you have like several days built up, you have a little thing.
37:42If you can't do that, you should not be worrying about level two or level three. I recommend you do this is what I teach my students.
37:49Do level one for ninety days in a row consecutively. If you miss a day, you have to start at zero. And that's like, it's it's hard.
37:58That's discouraging. I've had to install it like, sixty seven days. They missed a day.
38:01They had to go right back to zero. But it's very important because it teaches you that your content schedule is nonnegotiable. Remember, once we do our content, everything else happens automatically.
38:12The only godforsaken thing you have to do is post content, I like to disobey this, until we have to learn that muscle. So that's that's level one. Once you've done level one and you get to graduate, you get to move on to level two, which is one reel, same time.
38:28Now by the way, the time, 7AM PST, we run thousands of experiments, thousands of different times. 7AM PST is really good, which has it across tons of industry.
38:37And so 7AM PST, that's 10AM EST, your time. So you have your one same time, 7AM, and then you have one carousel at 12PM PST.
38:50So one reel at 7AM, one carousel at 12PM new. So now you have and again, by the way, this is the exact strategy that I followed when my Instagram account was at zero.
39:00I started back in April 2023, no one was following me, no one knew who I was.
39:05Like I said, I'm almost at a million Instagram followers now. I this is the exact schedule that I used and still use to this day. I still post, you know, I'm up to level three, and I actually level four, which I'll tell you about.
39:19But this is the same schedule. This is the same time as I post. If you go to my hat, you see that I'm on a carousel every day at twelve, a reel, a hold, my nerves.
39:27So once you've done that for another ninety days, again consecutively, then you go on a level three, which is one reel same time, one carousel same time, and then you're gonna do one reel at 5PM PST.
39:47You kinda like hitting your evening people, so you're hitting your your West Coast evening people, but you're kinda like nighttime East Coast people. So it's basically now you have two reels and one carousel.
39:58Now I'm at level four. I get a lot of testing. Level four, in case you're curious, is three reels, one carousel, And the reels are 7AM, 3PM, 5PM.
40:13And the carousel is still at me. So one carousel. Woah.
40:18Ampfiesti. That's the schedule. Work your way up.
40:23Flea understand that like any other skill, this gets easier over time. So I always have a saying, what once felt impossible now feels obvious.
40:35For me, posting every single day felt impossible. Now it's obvious.
40:41Of course, if you want a business like this, the one hand on thing is the thing that drives the traffic. Everything else gets to me again, but we'll wrap people to audition, we'll wrap all of this, but this is the one thing that you have to be in disservice because it's the thing that creates the flow for everything else to be very hands off and very automated, which we're not beginning to.
40:59But we're beginning to day four, which is where we actually convert these Instagram people, these her viewers, these Instagram traffic into buyers. So that is day four.
41:08Getting very excited. So a couple of things we need to talk about. Most of this day is focused on your checkout page.
41:16You need a tutor page that is specifically created to turn Instagram viewers into paying customers, and there's a lot of intentionality that goes into that.
41:25Most people don't do that, and that's why they'll get a lot of people going to their they even get this far. Most people, they even get as far as getting people to go to their checkout page, they don't set it up right and so they use a lot of sales and they allow money on the table if we don't offer you.
41:39So let's talk about how to build a checkout page that converts ins and r traffic into buyers. Step number one, we build all of our checkout pages with the software Sam parked. So I have been with Sam Hart.
41:54He's 2,014, so a very long time. And they're great people, but more importantly, like, I like great people, but I use software to make money and they make me money.
42:06Here's why. My average conversion rate is 6%.
42:12Meaning, if a 100 people go to my checkout page, six people will buy. Some of my pages are as high as 25%, the Sailcart.
42:22Meaning, if a 100 people go to my checkout page and it's built on Sailcart, I can make up to 25 sales out of those 100 people. The average is one to 2%.
42:33That's bad. That means if a 100 people go to your checkout page, you might only get one or two sales.
42:40When we're in the business of selling digital products that are the low ticket, we need numbers. We need volume.
42:46This sub matters. And so I'm a big believer in Sam Hart.
42:52Even just the average conversion rate, that's six times because that's three to six times the average. So I'm a really big believer in building your Checkout page on Sampart. Think you guys really need it.
43:03Now while we're on the topic of the checkout page, I wanna talk about five things I've noticed about Instagram buyers. So five things about IG buyers.
43:15Meaning, you know, I work with a lot of students across a ton of different industries. I've coached a ton of students over a ton of different industries, and there's things we've noticed about Instagram buyers specifically that we don't really like.
43:29They're just specific to Instagram buyers, basically. And so we wanna take them into account so we can make sure our checkout pages handle these things. So one, Instagram buyers skim before they read.
43:44Meaning, they just skim. Like, really?
43:48They're just skimming. So if your checkout page is very text heavy, you're using a sale.
43:54Along those lines, readability is make or break.
44:00It's not just readability and I'm gonna talk about this in a little bit here. It's not just readability in terms of like visually easy to read, although that's extremely important.
44:11It's also readability and they can understand what you're saying, which I'll pop around in a little bit. Three, social proofs, which again, I'll talk about again.
44:23And a little bit here, but social proof needs to happen immediately. As soon as they get to the checkout page, they need to see social proof. And then four, friction in the checkout page, meaning like things to kick them provide and knowing things like a like it's not working well, I'm not slowing well, drinking all the time to load.
44:42Friction kills impulse.
44:47Actually more to price dust. So when you're in the low ticket digital product space, you're in the impulse purchase stage. And really people like, oh, it's Arnie Tavernage.
44:56What do I have to leak? You're in the impulse purchase business. And friction making it hard for them to check out kills that impulse more than the price sets.
45:04Finally, kind of along those lines, but it's important to get film one, check out Cage Speed.
45:13I used to be a website designer after the day. I'll do it. I'll know that about me, but I used to design a website until I understand how important it is for a cage to load quickly, especially in this day and age where we have a zero attention span.
45:26We need immediate verification, and yet I'll review students' checkout pages, and the first, like, picture of the product takes so long to load. I wanna click away, and I have to renew it because I'm their poke.
45:38I gotta look at it. But if I'm a potential customer, I'm clicking away, and you're losing a ton of think about the process you just took to get someone to go so far down your funnel that they tweaked your checkout page, and then you make it kick a long time, brilliant.
45:51Kind of along those lines, back to the readability, I wanna flush that out. Right this is what it or not.
45:58Right at the sixth grade level. What does that mean? It means one, use simple words.
46:03Simple words. Two, don't assume that people understand your industry jargon or your industry references or your industry language.
46:12Write basically. And then three, run your copy through a readability test.
46:18So if you go to like Google and you're like readability test, case the text you have on your checkout page in that readability test and it'll give you a score of what grade level you're writing for. Most people are writing at like the collegiate level. They're writing at an academic level, but not everyone a lot of people don't read at that high of a level, and so if you're writing at the fifth grade level, it not only forces you to do a better job writing because you have to simplify concepts, but it ultimately makes your potential customers not feel dumb, not feel inadequate, which means they're more likely to stick around.
46:57You don't wanna lose a sale because someone doesn't understand the meaning of a word needs, so write up this gray ball. Now I give you two pro tips if you wanna get more people to buy them.
47:06Come to your checkout page, you wanna get more people to buy, here's two pro tips. One, you gotta make two things very, very clear. Let's just put if you wall up sales.
47:20Make it very very clear what they are going to get and why they need it now. So two, why they need it now.
47:32In other words, you have your price to value ratio and you have your urgency.
47:42If people don't understand why they're getting a good deal, they will buy. If people don't understand why they need it right now, it doesn't have that urgency, they won't buy. And so I'll go to people's checkout pages sometimes, and I'll take a look at it.
47:54I'll be like, why would I first of what am I getting? I don't even know what the hell I'm getting when I buy.
47:59But then secondly, you haven't given me a good reason to buy now. And then people can put off a purchase, they will. And so we gotta hit the urgency angle and we gotta hit the price to value ratio.
48:09You will see an increase in your conversions if you do that. Okay. Finally, I wanna teach you about this really important concept, continuity.
48:16Okay. Basically, I like this as a, like, graphic playable, this is what they said.
48:21If you imagine someone going through your digital product funnel, first they see an Instagram reel, then they get sent a little automation, which we're gonna talk about next.
48:32Then they get taken to the checkout page, and then they get the product. There needs to be continuity between all of these, meaning using the same language, using the same words draw the entire process.
48:44And so I'm gonna I wrote I wrote here and I'm gonna give you an example. You want continuity from one piece of copy to the next. So the caption, the automation, the checkout page all need to be saying the exact same thing.
48:57So if my caption says, comment the word guide to the get my guide to selling digital products with Instagram, the automation used to say, click this link to get my guide to selling digital products with Instagram, then the checkout page needs to be, are you ready to unlock my guide to selling digital products on Instagram?
49:18An example of the opposite with that would be like someone's like, comic guy to get my resource on selling digital products, but then the automation says, are you ready to start your automated business?
49:32It's actually the same resource, but they didn't use the same language, and so people get confused and they may about send a different thing and they don't click to the next step. Now let's say I have like, let's say you did a write to the automation, so the you have the caption saying guy and the automation says guy, but say you get to the checkout page and now it's not saying how to sell a digital part of Instagram.
49:55It's saying work with me to scale your business in a hands off way. You as the business owner might think you're saying the same thing, but if I'm a random visitor on the page, I think I butt sent the wrong check.
50:08I don't think I'm in the right spot, and I'm in a click away. And so it's very important that in your language, in the copy, you have continuity from one thing to the next, and you're using the exact same language because people are just scrolling as they're in line at the grocery store.
50:21They're not paying that much attention to your stuff. They're just bored. They're killing time.
50:25That's how you need to think about the stuff that you're putting out. And so you have to do all the legwork to keep them engaged, unconfused, clear what's going on, and a big part of that is continuity.
50:36I don't want you losing any traffic. I don't want you losing any sales because you lack continuity from one part of the smile to the next. Day five, let's talk automation.
50:44Day five's all about automating your Instagram, so automating IG sales.
50:51Now I've been doing this for a really long time, like two thousand thirteen, and so this thing that is automated, we used to do manually.
51:02So all of these links that get automatically sent to people to automatically go to your checkout page so you can automatically make sales, we used to have to do it ourselves, which is what I did for a long time, and some business owners that I know would hire virtual assistants that would work in these eight hour shifts to kinda round the clock send links to checkout pages or offer pages or whatever it was.
51:24And so to me, as someone who's been doing this for a very long time, it's amazing that we have access to software that automates this.
51:33I mean, it created all these issues having to do it manually. You would get blocked because you were sending too many comments or too many links or whatever.
51:41It's a nightmare. And so if you are new to this space, you probably don't appreciate how lucky we are to live in a more modern era where we aren't manually doing this process.
51:54This is really where the whole hands off income comes in because once you've created the content, which we did here in day three, all of this happens automatically. This is all automated, and that's kinda new in the last few years and we should be we're so lucky.
52:08So I wanna share with you three things people get wrong about automations and just how they think about automating incorrectly, and then how you should actually think about like truly automating Instagram buyers.
52:20And if you look on my YouTube channel, you'll see that I have case studies from students who would be hundreds of thousands of dollars in all different kinds of industries doing this exact thing. So I really want you to have a lot of confidence that this is something that's actually very possible and is worth learning how to do because a lot of, you know, just like I would say healthy step, this isn't like will this really work for me?
52:40If you doubt that, go to my YouTube channel and look at my case site. These are people who are from all walks of life, all backgrounds, all ages, all industries, thriving.
52:49So let's talk about things people well, three things people get wrong about automations is it should be fancy.
52:57You think, oh, my automations have to be very fancy, like snazzy, sophisticated. They also think it should be tech heavy with a lot of integrations.
53:09And you see on YouTube, videos will blow up and go viral teaching people all these very complicated automation process and it looks so sexy. It looks so cool, but that is a bad automation.
53:22If you have a it's very complicated. It has a lot of integrations. It's actually a less great automation.
53:28And which kind of goes on to the third thing, which is I figured you have millions of iterations and segments. Basically meaning this automation should do a 100 things.
53:37People think that and they could not be more wrong. What actually is true is that a good automation is very simple and should be very seamless with as few integrations as possible and it should be very clean.
53:51And so I wanna show you what a lot of people's automation should look like versus what your automation should look like. So this is most people's I n eight sheets. You see how it kinda like branches off and then it'll have this line which goes to this, and like maybe they'll have six softwares in here.
54:07Let me tell you what happens. If this breaks, all of this breaks.
54:14If this breaks, all of this breaks. If this little software stopped working here and it was talking to this guy and this guy, your whole thing is so easily broken when you build a liveness.
54:26It's very messy. Wanna say how I build like 99% of my automations?
54:30And that's where I make the money. So really, I build automations like this because I'm not very tech savvy and this is about all I know how to build. However, I have learned at scaling.
54:39So I have had literally ever over hundreds of thousands of people go through my automations and guess what? They don't rate. When you have an automation like this and you send a 100,000 people through it, it rates a 100% of the time.
54:53Something like this is very simple. In case you're wondering, this is a comment. So they comment and they get taken a link to a checkout page, and that happened automatically.
55:03Very simple. I'd have auditions that look like as I pay people to build one for me, rope every time, and we're an absolute disaster. And so what we really only need is you need a software to reply to your comments automatically on autopilot so you make sales as soon as you publish your reel.
55:20This is as far as you're gonna be automating things. Keep it very simple.
55:25The software that we use in Repen and you may have heard of it before, the one that does this for me is a software called ManyChat. ManyChat, there's a lot of really good things about ManyChat.
55:38One of them is it's partnered with Meta, with Instagram specifically.
55:45And so you it work first of works, which like not all of these crazy ones don't always work, but it also is very easy to set up the naked they know that average content creators are using it. And so they do a very, very easy to set up.
56:01When you go to set up your automation, literally, you'll just say when someone comments it, I'll just shit you. So here's how many chat looks.
56:10So someone's gonna comment a keyword on an Instagram reel or an Instagram carousel. So they'll comment a keyword.
56:19Now the automation that I have built will automatically send them a DM, a direct message that gives them a link to the checkout page that they ask for more information about.
56:32So I can said like, comment guy to get my guy to selling digital products from Instagram. So they'll comment the word guy. ManyChat, this software will automatically know to send them this link because it is simple.
56:45Mentioned it, I suppose. And then people will click that link that got messaged to them and get taken to the checkout page.
56:55All of this happens in a very simple ManyChat automation that looks like this.
57:02This is the DM. This is the checkout page.
57:10That's it. And by the way, in case you're kinda wondering, just to circle all of that so you know how to talk about Hyros, I have a special code by every one of these links that tells me this person clicked this link here, and that's how we know this piece of content may be money.
57:29So that kinda just tie back to that that file that works. Now, this is simple.
57:34Sometimes when I teach this, people are underwhelmed because they were expecting something that looked like the big messy automation from before. But what you need to understand, again, like I have truly hundreds of thousands of people to go through my automations and it's really good that it's simple.
57:51A, it's easy to build, and b, it's easy to scale, and that's the only kind of business I'm trying to run. And so I have five pro automation tips for you. Okay.
58:02Let's start with five pro automation tips here. Number one is it's not simple. I'm not doing it.
58:10Number two, this is worth mastering. So it's worth setting this up. A lot of people really limit themselves and think that they'll have what it takes to do automation.
58:20Not hard to master.
58:23And to it's work, this is worth setting time learning. It's it's a really good investment in your time and money. Three, concentrate on volume.
58:31This is just like good advice for anything as it goes to below ticket digital product world. The secret to your success selling digital products is volume. Concentrate a volume meeting as many people through that as humanly possible.
58:45Four, pay attention to continuity. You know what that is now.
58:49You know exactly what I'm talking about, but I'm it's worth to continuity. It's worth saying then this matters. I've seen so many people get through some stage of the final and fall off because they didn't give into part to noon.
59:02Not gonna be you. Not on my watch. And then the verfi okay.
59:05This is important. The keyword matters.
59:09So we've been talking about how you're gonna have people comment a specific keyword, comment by, comment by the body, using examples. I know you could do a pro pro tip. These are pro tips.
59:17Here's a pro tip. The keyword they comment should be aspirational.
59:22It should be something they aspire to be or have. So you should never have someone comment like, let's say you're in the finance world. Never have someone comment debt.
59:34K. People know UPC comments. So no one's ever gonna publicly admit that they're in debt by commenting a keyword debt.
59:41Instead, have them comment wealth. I had a student who helped people pick through affairs in a marriage, and she was having two people comment affair. I'm like, no.
59:50You need to comment love. You need to comment heal. You need to comment relational.
59:54You know, you need to can people no one is commenting affair in a public platform.
1:00:01That's a topic they wanna keep private and that's fine. They used to think about like your keyword matters. I met a girl had people commenting like boo because she was like a gut helper.
1:00:10So like, girl, mom, commentate boo on your stuff. Like, do guts, do health.
1:00:15Like, you gotta people just think that way and so your keyword is worth it's a pro tip worth mentioning. The keyword matters. Be mindful of what you're having to call it, recognizing it's on a public platform and even the act of commenting itself can be the beginning of identity shifts, so make it aspirational.
1:00:32Day six, leveraging social proof.
1:00:37So you've heard social media. I wanna teach you about social proof. Okay?
1:00:40So we'll just put social proof. Social proof, especially when you're in the world of selling digital products to people from Instagram, is very important.
1:00:52The definition of social proof, in case you aren't even about this year, what social proof is, is it's things that you do to make people feel safe to buy from you. People actually especially if they're strangers, maybe they've seen a few reels, they're new to your world, they need to feel safe to buy from you, and so there's a lot of things we can do on the checkout page through the experience to really emphasize and dive deep into social proof so that people feel like buying from you is a really good decision, and it's such an important thing that I wanted to spend a whole day on this because I I think I see a lot of people lacking social proof, not even knowing they need to have it on their checkout page, and really not understanding why they're not getting sales is because they're missing social proof.
1:01:35There's five big reasons I focus a lot on social proof. I'm just gonna read them off the list because I think there's a report, and then we'll talk about the three ways that you actually can build social proofs. So big reasons.
1:01:46One, it gets new people eager to buy from you. Social proof turns people who are new buyers and makes them not just like, oh, I might buy.
1:01:55They're eager to buy from you. They're excited. They're hot.
1:01:58And that's a big difference in your conversion rate. Remember how I said I have a 6% conversion rate? Part of it is I know how to get people who are brand new to my world very eager to buy from me.
1:02:07Second thing, good social proof when done when done well shows that other people have trusted you. That's a really important thing. We're gonna talk more about that, but humans are hurt like we have hurt mentality.
1:02:19We don't wanna separate from the hurt. We don't wanna do something wrong. We don't wanna fall off the beaten path really, and it happens a lot more like subconscious buyer behavior than you would know.
1:02:28And so when some when you leverage social proof correctly, people see that other people have trusted you and it makes them more likely to trust you as well. And then like I said, it also turns and this is an important distinction.
1:02:41It turns cold traffic into burning hot buyers. So a lot as you scale, as you sell more and more digital products, more and more of your potential buyers and eventually real liars are going to be from cold traffic.
1:02:57People who have just heard of you, people who don't even know who you are really. And so social proof helps go from cold to hot, and the more you get into the marketing world, the more you understand what a cool thing that is and what an important thing that is. Social proof also accelerates the way they trust you.
1:03:16So there's two ways people go about it. They might say, okay, I'm gonna take ninety plus days. I'm gonna really, like, cultivate trust.
1:03:23They use phrases like nurture. Have you ever heard the phrase nurture before? They do all these things to nurture, and that's fine, it's effective, but it takes a long time.
1:03:31I really like using social proof to get the sale faster, to turn that cold person into a hot buyer, and so social proof accelerates trust, which we really want.
1:03:41And then finally, when you've done all of that, you get more sales without needing more traffic. So if I am really good at leveraging social proof, I'm going to get more customers from that same like 100 people that view my checkout page than someone else might, which means I get more sales without needing to get more people commenting and more people, you know, coming to my checkout page.
1:04:03Again, that's more bang for my buck. That's what I want. So I'm getting more sales with the same amount of work.
1:04:07So social proof adders, basically. Let's talk about the three ways you do this. So three ways, and anyone can build social proof even if you're just getting started.
1:04:17One, your own expertise and credibility.
1:04:23Two, your results. Our results and testimonials.
1:04:28We'll talk more about that one. Three, software like use proof.
1:04:35And I'll tell you what that is too. Okay. So build Social Proof with your own expertise, your results and testimonials, and software like UseProof.
1:04:46What I wanna do now is I wanna actually break down each one of these to help you just kinda understand how to actually do this in your business. Let's start with your own expertise.
1:04:57You so a lot of my students think that they don't they're not an expert.
1:05:03They don't have credibility. They don't they don't have that. But actually, that's not true.
1:05:09Just because what they'll do, basically what my students will do, is they will look at my social proof. They will look at, oh, Maria, you have made a million dollars in a month. You had you're writing an 8 figure business.
1:05:21You've made 70. They'll look at like, you have a ton of internal volume. They will look at my social proof and feel like they don't have social proof like I do.
1:05:34But they're thinking about it wrong because they're comparing it to the wrong thing. Unless they're in like a business field, they shouldn't be comparing their success of their new business as the metric for expertise and credibility.
1:05:49They should be looking to their knowledge in the field and their experience. Now if you have someone who's brand new and has never been successful at business trying to teach business, then yeah, that's weird and obviously ineffective. But all of a sudden, she was like an incredible relationship coach.
1:06:05She's so good at helping people reconnect or get the spark back or whatever it might be, and she'd still be like, oh, but I don't have a ton of customer in jail.
1:06:13Was like, no one's judging you on the success of your business yet. They're judging you on the success of how many couples or your ability to have good relationships, even with your own husband, that could be it.
1:06:26And so it's social proof in your field versus social proof in your business. Other thing is, to someone who hasn't even taken the first step, you you know, if you're five steps further, that's incredible to someone who hasn't even taken step one.
1:06:43You you know, to someone who can't even walk around the block, running a five k is incredible. But when someone's running a five k, they're comparing themselves to marathon runners, and so it's way more effective as you're learning how to tease out your own expertise, because that's a skill, learning how to talk about your own credibility and your own expertise.
1:07:02As you're learning how to do that, don't so much pay attention to where it is you wanna go. Pay attention to where you've been and where you are now, and that gap is where your expertise lies.
1:07:13The other thing is more story as it relates to what is you're selling as it was to what if you do. That's important if you and most people who are in a field are in a field for a reason.
1:07:25Someone who launches a dish of product called how do we create all of your favorite fast foods from scratch but make it gluten free, clearly someone has fallen through having it become gluten free. Right?
1:07:37And there's lots of here, like, someone who elevate their wardrobe for a $100 went through that. So your own story so often actually creates a lot of pedability, but people are shy to share it or they don't know how to share in a way that actually builds up their expertise.
1:07:52But expertise is a very important way to build social proof, And, you know, we're gonna go into result with testimonials. If you don't have customers yet, you probably can't do number two. You will only really do one and three.
1:08:02So you gotta learn how to do one well, and then eventually you'll get students and you'll get results and you'll get testimonials and then you can do all three. But you have to learn how to do one well so that you can get to number two.
1:08:14Which brings me to number two, and I wanna like results and testimonials are done wrong loose at the top.
1:08:20So your results, your testimonials, your students, the people that your customers, what people do all along, they'll take screenshots that are really long and just throw them up like a checker.
1:08:34If it's worse and we don't even have that, we'll just write really long written testimonials that their customers wrote in. They're like copying and pasted from an email or whatever. In today's aroma of the required social proof in order to get a a sale consistently, you can't have written testimonials that Chatty Bitty could have written.
1:08:55No one's trusting that. Screenshots are slightly better, but screenshots can be completely recreated from scratch. They're just not very effective.
1:09:03And so what I've learned over years, I've applied to testimonials for, like, for two years now, and what I've learned is that the more effort you put into collecting your testimonials and displaying your testimonials, the better it will the more effective it's going to be.
1:09:16So let me give you examples. K? So I did, like, five.
1:09:20I kept getting better at it. So I started off with written testimonies. Just people say, Maria is the best and she was so helpful.
1:09:28Just written out Kate Dapp. That's Walter Fiesner. Then I moved to screenshots.
1:09:32That's slightly better. Someone actually like a picture of someone you wrote Brie was navy and take a screenshot of that comment, that's slightly better. Then I started summarizing the screenshots with one line of text.
1:09:44Buy a really long screenshot and the student was saying like, oh my gosh, I started spending $5 today on ads and that strategy worked so often, man. I turned that $5 into $700 in a day.
1:09:54I will put one line of text that said, my student, Adelise, made $700 in the first day with my strategy. And then I would put the picture. So you have one sentence summarizing the screenshot.
1:10:04That's a step better. You get nobody's reading a screenshot that's this day filled with text, so you're kind of pulling out the nugget and you're summarizing at the top.
1:10:13That better. Then I really gobbled up last year, and I started writing up case studies, fleshing out the details of each testimonial.
1:10:24People are very interested if he says. So take a screenshot, and I would interview the student, and I would get a sense of, like, where they were before they took Maria's courses, where they were after they took Maria's courses. I'm really just telling the story.
1:10:35And now I could pile 20 of those kick studies into a PDF, and I gave it away for free and add to the means. That was really a leap up. Finally, is the new thing.
1:10:44As of the last month or so, what I started doing of actually bringing my students to a studio in Newport Beach and interviewing them, their whole story.
1:10:54So they tell me where they were before they found me, where they were after, and we're literally sitting in a room together sharing the story. Those are doing phenomenal. Waking my ass to that.
1:11:05It's just great material. Now that's the highest form of effort too. Right?
1:11:09So it's you work your way up the chain of testimonial effort, but that's working really well for me.
1:11:15And my target is because I have, like, almost a 100,000 students at this point. And so I wanna get a 100 students this year out to my studio to be my success stories and be featured on my channel and like all all of that.
1:11:28Just celebrate the win. So when you inevitably become a success story of mine, reach out to me so we can fill me further in the studio. We can share your success story.
1:11:36So I'm trying to get a 100 in a year. Important note here, we have an email automation that allows us to collect testimonials automatically.
1:11:45So a few days after they buy, you reach out to them, and we say, hey. Hope you like the product. What did you think?
1:11:52Please leave us a review because you have some honest review. Tell us what you really thought. We really want them to get better but wasn't great.
1:11:57Like, we do a really good job of making sure we get their honest feedback. And then we say, as a thank you for your time, we'd like to gift you a $10 store credit to the store.
1:12:07We make it very clear they can leave us a one star review and they're still gonna get their store credit. We publish all the stars, so it's not like we're just sitting here throttling our, you know we publish one star, two star, three star, we mostly get four I stars.
1:12:19But still, like, we get a one star review, we'll publish it because we really want people's honest feedback on our products. That's important to us. And we do that all automatically.
1:12:27So we built SAP Inface to automatically create, like, collap those results and those testimonials. Now before moving us to number three, you collecting testimonials, case studies, that may come later.
1:12:40You're probably just getting started, and most of you watching this are just gonna be getting started. You don't have many pet stores yet or very few, and that's okay. I also, at one point, started and didn't have a single testimonial.
1:12:50Not one person had ever had any experience with me in a professional manner, so I started with zero fistimonials too, and you can leverage one in three. I'll talk about three in a second here. It's okay.
1:13:01Like, don't stress people, but stress if they don't like, there's so many other ways you can leverage social proof and eventually, you'll get an emergent. Final.
1:13:10Let's talk about use proof. So this is a software that we use that creates a little pop up at the bottom left of a checkout page. By the way, you can get started to that all blaked out.
1:13:20At the bottom left of the checkout page, and it lets people know that other people have purchased this product and when they did. So if you're on a page, you're like, oh, you're looking at my viral Instagram templates, that's a product that a lot of people like. It's a templates to go viral on Instagram.
1:13:34And, you know, I'd be like, oh, Sarah from Minnesota just purchased the viral templates five minutes ago. Then it'll the softball will like to get the pop up down, and then a new one will pop up, and it'll say, you know, Jane from Idaho just bought them twelve minutes ago.
1:13:51And so it flips through all the customers that purchased this product, and what that does it's so important what this does is it helps satisfy our desire as humans to be in a curve.
1:14:03We don't want to be outliers. And so a little social precinct like that pops up and tell to oh, this is a safe product to purchase. Other people have purchased this and work like you're good to purchase this.
1:14:18Other people purchase it. You're in good company. And we as humans don't wanna separate from the herd, and so it helps people feel safe.
1:14:27Buy. That's the whole point of social proof. It's helping people feel safe to trust you, safe to buy.
1:14:31Now about use proof, some of people ask like, dude, does this actually work? Like, is it really that good?
1:14:38Well, we're telling you a story. We built a few check our pages a couple of years ago and for the life of us, we could not figure out why our conversion rate was so low on those pages. These three pages, they're so low.
1:14:50You know, we have good conversion rates, and it was so low. And then we realized maybe two weeks later that we've forgotten to install use proof.
1:14:59So we install use proof on all three of those caches, and immediate, the checkout page conversion rate bumps up to what we normally expect from a checkout page. And so that was such a defining moment for us in recommending software like UseGroup because we were so frustrated.
1:15:14We were like, is it copy wrong? What do we do wrong? Like, we looked at everything, like, this is exactly how we always do it, and it's so much lower than it normally is.
1:15:22And then on all three of these key checks, why is it not so is it this we were so bothered by it for two weeks. And then we realized, oh my gosh, this is a bot to install. Script about is it a little plug in?
1:15:32We forgot to add the plug in. You add the plug in, I think we woke up the next day or a few days later and it was fully back where it normally was. And so ever since then, it was highly recommended use group because if I'm sending all that traffic to a page, I wanna get bundled online sales as possible.
1:15:47Guys, let's do seven. We didn't. Let's let's lay on this plane.
1:15:50Talk about do seven, which is getting more money per customer. Okay. Here's the thing.
1:15:55When you are in this digital product low ticket space, you need to learn how to get more money per customer because this is where your profits are. This is what I wrote. I said if you want to see significant success in the low ticket digital product board, you need to learn how to get more money per customer, and there's three reasons why this is so important.
1:16:12One, this is where the majority of your profits come from. Two, this is truly the difference, and we've seen this over and over again in our business, the difference between getting like $24 per customer and $400 per customer.
1:16:26People do not understand. They'll see the front thing that's $27 and be confused like how are you getting a million dollar business selling $27 products?
1:16:36But do you remember when we talked about our average order value? The average order value wasn't $27. The average order value was $90.
1:16:46That difference taking an average order value from $27 to $90, that difference of like $60, that's my profit.
1:16:54Which brings me to the third reason which is this is the difference between you taking home $2 per customer to your bank account or around 381 customers' help.
1:17:03Right? Dollars profit home to your bank. Meaning, there's the idea.
1:17:07We're bringing me to number three, which is this is the difference between you taking home $2 in profit per customer versus like $380 in profit per customer.
1:17:17So you do all this work, all this work. If you do not understand how to get more money per customer, you will not have a very profitable business, and most people who have tried low ticket digital products have not understood how to do this correctly, and they have they're so confused about how I'm able to have the level of success I'm able to have with a low ticket business is because I understood the importance and the mastery of getting more money per customer in a way that feels really good.
1:17:48Like, not like I'm squeezing the juice out of people. It's it's a win win. I'm very big on that, but you've got to learn how to do it.
1:17:54It's just smart business. It's a good idea. So let's talk about how to do this.
1:17:58There's four ways you get more money per customer, and I'm gonna walk you through all of them. Four ways to get more.
1:18:06K. We're going to find all of these, but I'm just gonna write it in numbers. One is with order months, two is with upsells, three is with downsells, and four is with crosssells.
1:18:21Now you don't know what any of these are, that's okay, a lot of people don't. Let's define all of these. Order bumps, when you're on a checkout page and there's a little option towards the bottom of the checkout page to add something additional to your order, at that point of checkout, that is called an order bump.
1:18:37It literally bumps the order of your total. So if I'm drawing the checkout page, let's say the checkout page looks like this, here's your credit card information, and then you'll see something that usually looks like this, and you get a little product, and then like a little bit more information about it.
1:18:50If you start getting that job at ecommerce websites, you'll see it all the time. You have the option to check that box and add that to your order, and it literally bumps your order total up, usually by at least the value of the initial product.
1:19:03So if I'm charging something $27, the order one will typically be at least $27. So you're automatically, for every person that chooses that, you're doubling your order value, and about 50% of people in our world choose to buy the order one.
1:19:19I'm talking about how to get them to like, will you want it in a second here? Now we have upsells. Upsells happen after they've purchased the initial thing, before they click away from the entire page.
1:19:29So once they fully check out, they're taken option to buy additional products. So you might have like perk like for me, if I go to like skincare websites, I'll buy my skincare, I check out.
1:19:41The page will say thank you for your order, and then I'll have the option to buy that skincare thing in bulk or add an extra exfoliator. I've already purchased the order.
1:19:51It's no longer an order bump. It's now moved into a post purchase purchase, which is an upsell.
1:19:59So that's an upsell. Right? It might be like, get get a six pack of the skincare for 50% off.
1:20:06Right? That might be the upsell. Now you have something if I say no, that takes you to the downsell, which is, oh, you didn't want that thing.
1:20:15Let me offer you something less expensive or with less quantity. So if I said, no, thank you, I don't want to get six batches of the skincare for 50% off, it might say, oh, do you want three of the skin cares for 50% off?
1:20:30So they're downselling. They tried to upsell, a lot of times that works, Much less frequently, by the way, than the order bumps.
1:20:38Lots and lots of people take order bumps. About 30% of people take the upsell, so it's way less. And that even less people take the down sells because if they already said no once, they're much more likely to say no again.
1:20:49So you might get, I don't know, 10% of people taking a downsell. And then that basically these three basically complete the, like, checkout page process.
1:20:59This is all within, like, one minute of checking out. K? One minute of checkout.
1:21:06Then you have this additional thing, and we've real we've really mastered all of these. I would think down sells are our weakest. We don't really spend a ton of time on down sells because there's not a lot of juice in that because if they already said, like I said, if they already said no to the upsell, they're far less likely to say yes to a down sell, and so there's much more money in mastering order bumps, upsells, and cross sells, which I'll define in a second here.
1:21:28And so we really haven't worried much about down sells very much. We spend a lot of time on these. Cross sells, we do really well.
1:21:33We have an entire product ecosystem, and basically, a cross sell is when you use one product to pitch another.
1:21:40So if you've ever ordered something from like a small business on Amazon and you opened it up and there was a little insert on more products you could buy, that's a cross sell. If you buy Etsy, Etsy people do it really well too where you buy something, they're like, by the way, you can get all these things. And so we do all the time in our courses and our digital products.
1:21:57We'll recommend and pitch additional products very well in our other products, and so we've created this massive ecosystem of products that all pitch each other, and that's why, I mean, just to share our numbers, we have a 60% repeat customer rate, meaning our customers buy from us 60% of the time when our industry average is like 15 to 30%.
1:22:22So if a regular business, 50% of them will buy again, ours are 60%. So we have an extremely high repeat customary and it's because we're very, very, very good at the cross sells. We make a lot of money from that.
1:22:34Okay. So what I wanna do is talk about two things every order bump, cross sell, down sell, like the whole shebang, every upgrade needs.
1:22:42So two themes these upgrades need. Again, remember, worth mastering, this is your profit.
1:22:50So one, it needs speed of implementation.
1:22:54People will pay more to get the result faster.
1:22:58We live in an instant gratification world, they will pay more to get the result faster. So I have this course called passive income with Instagram, so passive income with Instagram. I have this thing called hyper speed mode, which is where it's the same course but I compress the timeline.
1:23:13So if it took you like thirty days, I teach you how to get it in seven. That feels really well. It's a really good upsell because they're getting the same thing they bought just faster.
1:23:21That's a good one. So speed of implementation is is good. And then done for you is really important too.
1:23:29So done for you looks like templates, it looks like scripts, it looks like like I have a bunch of phone able automations, so my phone able automations, those kind of things do really well because I did the work for you.
1:23:43You know, why wouldn't you love having something like that? And so every upgrade because sometimes people will make an upgrade or like an an order on for cross sell or whatever, and it'll just be like basically the same product, slightly different.
1:23:58All that does, if it doesn't have these two additives, all it does is is keep a laugh because of like, why am I why am I being offered a better version of the thing I just purchased? But if you offer speed and implementation, okay, you have this amazing thing. It's going to be incredible.
1:24:15Do you want it even faster? That's an option. And then they say, hey, you have this incredible thing.
1:24:21Do you want us to do some of the work for you? So you never wanna upgrade to detract or to hurt the thing they just bought because all that's gonna do is piss them off and they're not gonna vibrating you over again like you said.
1:24:34Like, oh, this guy, he gives me a time, and then he offers me the better than you have for I've already paid him. So really, these are bad taste in people's mouth.
1:24:42You can do it the wrong way. But view it this way, they're happy. They're excited.
1:24:46People love my upsells. They love everything that I have. They get I do a really good job of not detract like, anything you buy is going to be incredible.
1:24:55It's do you want it to get a little faster or do you want me to do some of the little pulley? Which honestly also gets those a lot faster. So either way, there's a lot of like, speed, down for you, or the Instagram application.
1:25:05Okay. So I wanna share with you all the different places we pitch our other products. So this is specifically like a cost well, this is a kind of a combination of all of them.
1:25:13So right after they buy the first product, we pitch additional products on and I'm a talk about pitching the side gig. You might be thinking like, I don't like to pitch this much.
1:25:22It doesn't give a blip, but if you do it right. So we pitch right after they buy the first product. That's your upsell.
1:25:29Then after they've gone to the entire upsell funnel, we pitch again on the thank you page. So it's a totally different pitch with additional bucks. We pitch as a video pitch towards the end of the course.
1:25:39If you take a course, there's like a video pitch for the next thing after you've completed the course. We do a sidebar ad in the course video, so like in the back end that we host our courses on Kajabi, and Kajabi has like a little area where you can pitch additional products.
1:25:54We have several of those there. We had automatic emails that are sent after they buy the first products. It's like, hey.
1:26:00You might also like blah blah blah. And we do a really good job of just and I'll I'll say something that we do really love, like a good job cock sounding in that when I'm filming a course, when I'm making piece of content, I make sure to just reference a product that is out there in my ecosystem, in my world for you to buy.
1:26:21Never over talk about it. I never die I never say buy my it doesn't kill, but which really leads me to one of the main things when you do order ups, upsells, down sells, past sells, it can never feel like you're pitching.
1:26:37If it feels like you're pitching, it's a really big turn off and people tense up and they don't wanna buy. And so what I do is I always frame it as an invocation, and I truly mean that.
1:26:49Like, I actually really do feel that energetically. If it's a really good fit and you wanna learn more and you wanna come to my world, you want me to show you some amazing things, amazing. But it's also totally okay if you just sent you my free content and you never buy anything.
1:27:0199% of people in my world do not buy from me and they learn and they find it in the DNA. Rio, you're real.
1:27:06Help me like, I have people who like, do YouTube videos that I just watched maybe $30,000 on my watch. Amazing. She did a PB Penny, and I don't love she ever, and that's totally okay.
1:27:1590% of the people in our world never buy from me, never pay, and I truly am okay with that deep down in my, like, energetic game. And I think that energy really comes to pass because then also something like, by the way, like, if you want to grab, like, foldable audinations, you can link in the description.
1:27:31And so it's very casual. It's very off canned.
1:27:34It's very genuine. And then really is like the in case you do party. Hey.
1:27:39You wanna come? Amazing. You can make it.
1:27:41Let me know. I'll see you in the description. Right?
1:27:43Because you can't I'm also totally okay. And I think that my ease around pitching and my ease around that impetition really helps the process not feel like an awkward pitch.
1:27:52It just feels like a natural extension of what I've already talked you about, which is a huge key in really upbringing customers or continuing the customer experience. So there you have it.
1:28:04We did day one. We did day two. We did day three, day four, day five, day six, day seven.
1:28:12We can see it in all of the days. If you need more support, recommend watching my videos on YouTube. I go into very specific things.
1:28:19If you want to learn more about this, can do that. You also can check out the courses I've created. There's certainly no like I said, there's never any pressure to, um, but I do a very good job in my courses of breaking down very specific how to's of all of this at even greater depth.
1:28:33So if you wanna check it out, you can. Otherwise, I will see you on my YouTube videos. I will see you out there.
1:28:38Thank you so much for joining and I'll see you out there.
The Hook

The bait, then the rug-pull.

She opens with the number first — $17M in digital-product sales and a first $1M month — before laying out a whiteboard outline for seven days of teaching, one topic per day, building toward a fully automated Instagram-to-checkout system.

Frameworks

Named ideas worth stealing.

01:55list

Three viral product traits

  1. Provokes curiosity
  2. Solves a hyper-specific problem
  3. Promises the unbelievable (and delivers)

The three things every product she considers viral has in common — miss any one and it caps how far the product can spread.

Steal forany new product/offer naming exercise before writing sales copy
06:00list

Four expert-identification questions

  1. What do friends come to you for advice on?
  2. What major life accomplishments have you achieved?
  3. What difficult events have you successfully gotten through?
  4. What comes very naturally to you?

A way to find a defensible area of expertise without needing formal credentials or an existing business track record.

Steal forpositioning work for a new coach or first-time course creator
10:43concept

Two viral-demand tests

  1. Amazon: 5+ books with 500+ combined 5-star reviews on the topic
  2. YouTube: 3+ channels with 100k+ subscribers on the topic

Cheap, pre-launch ways to check whether a proposed topic has proven demand before building the product.

Steal forvalidating a course or template idea before writing a word of it
12:01list

Five reasons digital products flop

  1. Too generic/broad
  2. Value isn't articulated
  3. Price is too high
  4. It isn't solving a real problem
  5. The marketing itself is weak

A diagnostic checklist for why a product isn't selling, used before assuming the offer itself is the problem.

Steal forauditing an underperforming digital product
24:55model

The sales flow

  1. Content (reel/story/carousel)
  2. Comment
  3. Checkout page
  4. Sale

The full mechanism by which a post becomes a sale; only the content-creation step is manual once the rest is automated.

Steal fordiagramming any comment-to-DM funnel on any platform
35:17list

Four-level consistency ladder

  1. Level 1: one reel/day at a fixed time
  2. Level 2: add one carousel/day
  3. Level 3: add a second reel
  4. Level 4: three reels + one carousel/day

A staged posting-frequency schedule where each level requires 90 consecutive days of consistency before adding the next format.

Steal forany creator building a sustainable daily-posting habit from zero
41:24list

Five things about Instagram buyers

  1. They skim before they read
  2. Readability is make-or-break
  3. Social proof needs to appear immediately
  4. Friction kills impulse purchases
  5. Checkout page load speed matters

Buyer-behavior assumptions that should shape how a checkout page for Instagram-driven traffic is built.

Steal forauditing any low-ticket checkout page aimed at social traffic
45:50concept

Continuity principle

The caption, the automated DM, and the checkout headline must use identical language, or buyers assume they've landed in the wrong place and abandon the funnel.

Steal forany multi-step funnel with a caption, an automation, and a landing page
1:02:16list

Three ways to build social proof

  1. Personal expertise/credibility
  2. Results and testimonials
  3. Software (e.g. live purchase pop-ups)

The three available levers for building trust, including two that don't require any past customers yet.

Steal fora brand-new creator with zero testimonials trying to look credible
1:06:23list

Five levels of testimonial effort

  1. Plain written quote
  2. Screenshot of a comment/DM
  3. Screenshot summarized with one pull-quote line
  4. Full written case study/PDF
  5. Filmed in-person interview

An escalating ladder of testimonial production value, each step reportedly converting better than the last.

Steal forleveling up a testimonials page or social-proof section
1:14:53list

Four money-multipliers

  1. Order bump (~50% take rate)
  2. Upsell (~30% take rate)
  3. Downsell (~10% take rate)
  4. Cross-sell (product ecosystem)

The four post-purchase (or at-purchase) mechanisms for raising revenue per customer beyond the sticker price.

Steal forany low-ticket checkout flow looking to raise AOV
1:22:04list

Two things every upgrade needs

  1. Speed of implementation (a faster path to the same result)
  2. Done-for-you value (templates, scripts, pre-built assets)

The two levers that make an order bump/upsell/cross-sell feel like a genuine upgrade instead of a rehash of what was just purchased.

Steal fordesigning any order bump or upsell offer
CTA Breakdown

How they asked for the click.

VERBAL ASK
1:27:59product
“You also can check out the courses I've created... I go into very specific things. If you want to learn more about this, can do that.”

Deliberately soft — she frames the entire pitch as an optional invitation rather than a sales push, consistent with the 'never make it feel like you're pitching' rule she teaches earlier in the same chapter.

MENTIONED ON CAMERA
18:00toolHyros ↗
39:39toolSamcart ↗
53:30toolManyChat ↗
Storyboard

Visual structure at a glance.

cold open
hookcold open00:00
day 1 begins
promiseday 1 begins00:52
day 2: metrics
valueday 2: metrics16:58
day 4: checkout page
valueday 4: checkout page41:08
day 5: ManyChat setup
valueday 5: ManyChat setup56:41
day 6: social proof
valueday 6: social proof1:12:33
day 7 close / soft CTA
ctaday 7 close / soft CTA1:27:49
Frame Gallery

Visual moments.

cold open00:00day 1 begins01:07Frame at 02:18 from How To Use Instagram To Sell Digital Products02:18Frame at 03:22 from How To Use Instagram To Sell Digital Products03:22Frame at 04:51 from How To Use Instagram To Sell Digital Products04:51Frame at 05:50 from How To Use Instagram To Sell Digital Products05:50
cold open00:00day 1 begins01:07Frame at 02:18 from How To Use Instagram To Sell Digital Products02:18Frame at 03:22 from How To Use Instagram To Sell Digital Products03:22Frame at 04:51 from How To Use Instagram To Sell Digital Products04:51Frame at 05:50 from How To Use Instagram To Sell Digital Products05:50Frame at 06:54 from How To Use Instagram To Sell Digital Products06:54Frame at 08:06 from How To Use Instagram To Sell Digital Products08:06Frame at 08:53 from How To Use Instagram To Sell Digital Products08:53Frame at 10:24 from How To Use Instagram To Sell Digital Products10:24Frame at 11:09 from How To Use Instagram To Sell Digital Products11:09Frame at 12:15 from How To Use Instagram To Sell Digital Products12:15Frame at 13:43 from How To Use Instagram To Sell Digital Products13:43Frame at 14:47 from How To Use Instagram To Sell Digital Products14:47Frame at 15:43 from How To Use Instagram To Sell Digital Products15:43day 2: metrics16:58Frame at 17:59 from How To Use Instagram To Sell Digital Products17:59Frame at 19:02 from How To Use Instagram To Sell Digital Products19:02Frame at 20:01 from How To Use Instagram To Sell Digital Products20:01Frame at 21:04 from How To Use Instagram To Sell Digital Products21:04Frame at 22:11 from How To Use Instagram To Sell Digital Products22:11Frame at 23:24 from How To Use Instagram To Sell Digital Products23:24Frame at 24:43 from How To Use Instagram To Sell Digital Products24:43Frame at 25:30 from How To Use Instagram To Sell Digital Products25:30Frame at 26:49 from How To Use Instagram To Sell Digital Products26:49Frame at 27:52 from How To Use Instagram To Sell Digital Products27:52Frame at 28:57 from How To Use Instagram To Sell Digital Products28:57Frame at 29:59 from How To Use Instagram To Sell Digital Products29:59Frame at 31:13 from How To Use Instagram To Sell Digital Products31:13Frame at 32:14 from How To Use Instagram To Sell Digital Products32:14Frame at 33:24 from How To Use Instagram To Sell Digital 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Digital Products49:58Frame at 51:01 from How To Use Instagram To Sell Digital Products51:01Frame at 52:13 from How To Use Instagram To Sell Digital Products52:13Frame at 53:13 from How To Use Instagram To Sell Digital Products53:13Frame at 54:21 from How To Use Instagram To Sell Digital Products54:21Frame at 55:28 from How To Use Instagram To Sell Digital Products55:28day 5: ManyChat setup56:41Frame at 57:59 from How To Use Instagram To Sell Digital Products57:59Frame at 58:47 from How To Use Instagram To Sell Digital Products58:47Frame at 60:01 from How To Use Instagram To Sell Digital Products60:01Frame at 61:07 from How To Use Instagram To Sell Digital Products61:07Frame at 62:14 from How To Use Instagram To Sell Digital Products62:14Frame at 63:11 from How To Use Instagram To Sell Digital Products63:11Frame at 64:22 from How To Use Instagram To Sell Digital Products64:22Frame at 65:29 from How To Use Instagram To Sell Digital Products65:29Frame at 66:33 from How To Use Instagram To Sell Digital Products66:33Frame at 68:21 from How To Use Instagram To Sell Digital Products68:21Frame at 69:07 from How To Use Instagram To Sell Digital Products69:07Frame at 70:00 from How To Use Instagram To Sell Digital Products70:00Frame at 71:32 from How To Use Instagram To Sell Digital Products71:32day 6: social proof72:33Frame at 73:18 from How To Use Instagram To Sell Digital Products73:18Frame at 74:25 from How To Use Instagram To Sell Digital Products74:25Frame at 75:52 from How To Use Instagram To Sell Digital Products75:52Frame at 76:42 from How To Use Instagram To Sell Digital Products76:42Frame at 77:40 from How To Use Instagram To Sell Digital Products77:40Frame at 78:49 from How To Use Instagram To Sell Digital Products78:49Frame at 80:09 from How To Use Instagram To Sell Digital Products80:09Frame at 80:58 from How To Use Instagram To Sell Digital Products80:58Frame at 82:12 from How To Use Instagram To Sell Digital Products82:12Frame at 83:21 from How To Use Instagram To Sell Digital Products83:21Frame at 84:56 from How To Use Instagram To Sell Digital Products84:56Frame at 85:46 from How To Use Instagram To Sell Digital Products85:46Frame at 86:37 from How To Use Instagram To Sell Digital Products86:37day 7 close / soft CTA87:49
Watch next

More from this channel + related breakdowns.

11:49
Maria Wendt · Tutorial

How To Make Your First $500 Selling Digital Products

A creator who says she's done almost $14M in digital-product sales draws out the exact three-post sequence — one $97 offer, three Reels, two Stories, one carousel — that gets a total beginner to their first $500.

September 10th 2025
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