Digital Prosperity Blog

The Correct Way To Use An Exit Popup

If you’ve been in this industry for any length of time, you’ll have seen an “exit popup” at least once.

It’s the notification which appears when you leave a page, giving you another option to either stay on the page or visit a different one.

(Note: Feel free to visit one of my squeeze pages to see one in action.)

The most common one used is one called Exit Splash, which is the one I use with my sales funnels.

Sure – as a customer, they’re slightly irritating – but as a marketer, they can often skyrocket your results (when used right), as they act as a downsell.

But even though they have huge potential, many marketers just simply don’t use them in the correct way.

First, let’s go through the wrong ways to use them…

Wrong Strategy #1 – Take People From A Squeeze Page To A Sales Page

This is the most common mistake I see on squeeze pages all the time.

This logic probably goes something like this…

“The more people I get on my sales page, the more chance I have of making a sale!”

But if a prospect isn’t comfortable with submitting their email address, why would they suddenly decide to enter all their personal credit card information into an order form to buy a paid product?

Simply put, they don’t.

Why?

It’s getting them to make more of a commitment, which is why this strategy never works (compared to doing things a better way, anyway).

Wrong Strategy #2 – Take People From A Sales Page Directly To An Order Form

The (lack of) logic behind this method really baffles me, as if a prospect won’t buy from the sales page, then why would they buy if you send them straight to the order form?

They’ve already said no, and simply aren’t in the right buying mindset.

Now, the correct way to use them is this…

Correct Strategy – Treat The Exit Popup Page As A “Downsell”

The trick to getting the best results possible with exit popups is to offer an opportunity which requires less commitment from the prospect than the previous page.

Read that sentence again, as it’s important.

For example, if your visitors are leaving a sales page for a paid product, it’s because they don’t want to invest their money with you just yet. But if you offer them a chance which doesn’t require them to invest their money, you have another chance to persuade them to buy in the near future.

Just a few ways which I’ve found to work well are:

  1. Take them from a sales page for a paid product to a squeeze page for a free video tutorial from you, and once they know, like and trust you more, promote the earlier paid product in your follow-up sequence over multiple days and email messages.
  2. From a sales page, offer them a low-price trial of your main offer, using the “try before you buy” angle.
  3. From a squeeze page, offer them an alternative free product on a different topic.
  4. From a webinar invitation page, give them an opportunity to watch a previous recording of the webinar right now, so they don’t have to wait or be online at a set date and time.

If you’re still stuck for ideas, here’s the logic behind all these examples and the commitment process…

prospect commitment graph

The more commitment an action needs, the less chance you have of getting the conversion.

If you’re low down on the commitment level, then you’re only going to make things worse by asking for more commitment. So ask for less commitment.

So whenever you decide to add an exit popup on any of your webpages, think to yourself, “does this page I’m taking them to require less commitment from them than the previous page?”

If it does require less commitment from them, then you have a winning strategy and the foundations for some great results.

Talk soon!
- James Francis.

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