How to Create a Customized Sales Experience Using Paid Ads and a Quiz - Amber Rose Thomas

00:00 Hey there and welcome to this session on how to create a customized sale experience using paid ads and a quiz with me, Amber Rose. So in this session we're going to cover how a quiz file addresses the biggest objection in core sales is this right for me? How to use your quiz to present your offer as a tailored solution and make it feel like it's a personalized prescription for your customers exact problem. 

00:26 I behind the scenes look at how a successful quiz funnel works and how it performs and some strategies for pretesting your ideas with paid ads before you invest any of your valuable time and money setting one up. So hey, I'm Amber Rose if we haven't met before, I'm a marketing strategist and a paid ads manager. I mostly work with coaches, consultants and course creators and those kind of niches on mine. And since I started running Facebook ads for people, I've managed over 5 million in AD spend. 

00:55 I love running ads on social platforms such as Facebook, Instagram, and tik tok rather than google. I'm a proud cat Mama, a Swifty, an aspiring reader whose Kindle is full of books I have good intentions to read but probably never will, and a complete coffee addict. One thing I want you to know is that a big thing I love about ads is that they're very powerful and there's lots of things you can do with them. 

01:19 And I hope that through this session you will gain some ideas of how you can make them work for your business and how you could use them to help you sell some more courses or memberships. So let's dive in with one of the biggest course objections we see is, is this right for me? Is this going to work for me? Is this thing going to apply to my specific unique, amazing situation? And having a way to create a customized sale experience where your offer is presented as a prescription for the exact problem they have is so powerful compared to the usual strategy that we have on the sales pages which here's a cool thing, take it or leave it. 

01:59 Because even if we pile on benefits and features and incentives and urgency, there's always going to be this idea of, hey, look, here's this amazing thing that will solve all these different problems and applies to all these different playing points. And I hope yours is one of them. And I also hope that you recognize that you have one of them because not everyone does this is something I see actually quite a lot as a sidebar moment is people who don't see the problem they have. 

02:31 And so we see this a lot in the business space where people will say they have a sales problem, but actually they have a visibility problem. And so if your students don't necessarily know they need what you have to offer because they have that awareness gap as quiz can do a really good job of closing that. So who does a strategy work really well for? It works really well for people who have multiple offers, especially if they're all around a similar price point that they don't have to be. 

02:58 It works really well for people who have an ideal client with multiple pain points or preferences. So for an example, I had a client who was a health coach, and she had people who came to her from a variety of things, including but not limited to managing emotional eating and other things and so she found that if she mugged herself specifically for emotional eating, it completely alienated a whole other group of people and she just wasn't willing to niche down. 

03:26 So she used to quiz to segment her audience very early on and she could keep her messaging unique for each group. So that can work really well for businesses like that if you think you have a similar situation. It can also work really well if you have an ascending offer stack. So if you've gone for the kind of offer suite where you have a low ticket thing, which is then followed by a higher ticket thing, which is kind of like the next step and it takes people through that process, this can work really well for that and I'll explain why in a little bit. 

03:56 So one of the reasons why I think the strategy is amazing, apart from the thing you said so far before, is that quizzes are really interactive and they're fun. But most importantly, they're fast because while people might sign up for a webinar or a PDF or whatever and then just never open it a quizzes instant, they're interacting with the product of your free thing immediately. There's no chance that's just going to languish in that inbox and they're never going to look at it and they're never really going to end to your funnel. 

04:26 Another reason it's really good is because you can deliver a personalized experience while segmenting your audience so that you know that in the future, if you're doing email, marketing if you're trying to figure out what products to launch, you know that you're delivering content that exactly matches what they want and need way in the future, not just in the current funnel that we're going to be talking about building. A really well designed quiz auto is going to filter out unqualified leads for you by asking questions that are relevant to your product or service, which is going to save you some time and effort down the line. 

04:59 And this is also going to be really helpful for anyone who's slightly worried they have a messaging problem because it's also going to show you very clearly clearly who you're currently attracting and if it's the wrong people. So another great thing here is that quizzes can educate your audience about the problems they have, position your product ads solution. As we talked about, so many people just don't realize the real problem that's at the root of the thing they want to solve this particular time. So for an example, if we had a quiz titled What's your business growth bottleneck is going to tell your audience exactly what their problem is. 

05:36  And nine times out of 10, the bottleneck is going to be them. But you can then tell them and present that to them in a way that kind of says, well, look, this is the thing that's really holding you back. Let's work on that. And once you have highlighted that for someone, it kind of sticks in the mind like once someone's pointed out a problem or gap, it almost feels like it's a waste of time to deal with anything that isn't that once you know that thing is there and is getting in the way and there's a barrier to your success. 

06:05 So a great thing about this is it also sticks in the mind because in the same way that you might watch webinar and go, well, that was interesting. Maybe quizzes like that, if you design them in that way, will stick in someone's mind and they'll be thinking about it and they might even recommend the quiz to people, especially if it's a diagnostic quiz way after they even took it in the first place. Ok, so let's dive into a case study on how a simple quiz funnel ended up working out really, really well and how we got to work with paid ads. 

06:35 So the client I had here, she was a multidimensional channel function guide. She worked in spirituality niche, and the thing that she most talked about was sacred sites. Now, the offer she had that she wanted to sell more of was a monthly membership. I think it was like 97$ And within that, she had a real abundance of content, including workshops on different topics, workshops on different archetypes, monthly workshops to do with the moon cycles, and big events to do with sacred sites around the world. So the quiz that we had here is what's your sacred journey archetype, which also, by the way, is really good in filtering out people who don't know what a sacred journey or an archetype is and don't want to know so that helps. 

07:18 The outcomes we had for the quiz were the Empress, the Higher Wisdom Guide, the Heart Master, and the High Priestess. And those are the archetypes that someone could get as a result of taking this quiz. And this quiz was kind of presented as half of a personality quiz and half of a not a personality quiz in the kind of way we'd think like BuzzFeed witch, Disney Princess, are you kind of thing. But also it had a lot of depth to it in the way that you'd expect a Myers Briggs personality assessment to have as well it really did go in depth into the kind of person you, if you received this archetype at the end of the quiz. 

07:54 And so the offer that we had as part of this quiz was a particular workshop that you could pull out of the monthly membership that was specifically about your archetype. And you could get that for I think 1520 minutes once you've taken the quiz. And then the monthly membership was the upsell to that offer and it was promoted heavily in the email sequence that came after you taken quiz. 

08:17 So how did it work did it work? Well, the first that I have is the quiz completion rate. And that means that after someone clicked on the ad and visited the landing page that said hey, take the quiz, 70 % of people actually then finished the quiz and gave us that email address. So if we apply this to any other freebie type that isn't a quiz, that would be the equivalent of 70 % of people who click through to your landing page actually opting in Fuel webinar or freebie. And let me tell you now, that is almost unheard of when it comes to cold traffic from ads. 

08:53 You might be hitting those numbers if it's warm traffic, which is awesome. With a cold traffic, not so much especially not for things like webinars and for challenges and anything which has a lot of content in it, which arguably this is probably on the same level as that because of how much content are on these result pages, 70 % is awesome. So that really helps. The second thing is we have a cost per lead of about eighty cents. And that's a really lovely cost per lead and no matter what niche you're in so that's really good. But the conversion rates are what I think are actually really special about quiz funnels in general, and especially with how they then point towards courses and memberships. 

09:31 So the conversion for the initial offer, which is that smaller workshop was 12 8 %, which means that twelve ish percent % people who took the quiz then decided to buy that workshop they were in. And then overall, out of all the people who took the quiz, around 1 % of people actually did join the membership. And if you've been in the whole courses funnels world for a while, you know, 1 % conversion rate is pretty standard. And so that's fine. But how this then stacked up works so beautifully and I think it worked particularly well also because of the value of the membership compared to the cost per lead. 

10:08 And I think we only have that cost per lead because the quiz as a free thing is so engaging and because we have that high completion rate i think that makes a huge difference and I think also from my experience, having a quiz really brings down your cost per lead and a lot of different niches i've often seen quizzes outperform webinars and challenges for and for health coaches, for business coaches, for copywriters, for interior designers a whole group of people in lots of different industries get really cheap leads when they go for quizzes instead of something which is just more time intensive to invest in going through once you've signed up for it. 

10:48 And of course, the more people you get through your funnel, the more cheaply, the more money you make at the end of the day, if you no matter what your conversion rate is, the moving on to some detail. This means if we take those percentages and turn them into money, if for every a thousand dollars we spent on ads, that means we had one thousand seven hundred and forty two people click through and one thousand two hundred people actually become leads and give us their email address. And there's not a huge difference between those two numbers we didn't have a huge amount of drop off. Now we get through to the buyers. That means that we had 156 people buy the 19$ offer created around two thousand ish dollars in sales. 

11:29 So we've already basically tripled our money. We're doing good, we're happy campers. But then we had 14 people join the 97$ a month membership, which is an initial thirteen hundred dollars in sales. Now we're doing really well now we've like four extra money we're very happy. But here's the thing, membership was really, really good. And so her students on average stage for about seven months. And if we say this isn't a membership, if this was a course that had a monthly payment plan of 97$ you might have the same thing let's say on average, out of a 10 month payment plan, on average you get seven months paid for because we have a drop off rate. 

12:06 That would be a really terrible drop off rate, but it kind of gives us the same kind of math value in terms of, let's say the course payment plan and our membership. The same thing worked out well because that means that her lifetime value is now actually about 10.000, thousand which is amazing. So I would say this quiz funnel worked beautifully. For every thousand dollars we spent on ads, we made about twelve thousand dollars in sales. 

12:31 And after several months of running this funnel, it stacked up so that we're actually easily making about fifty thousand dollars a month in monthly sales. So why do we start because I'm talking about all of this in the past tense. Eventually, the client just didn't want to continue running a membership as she was struggling with burnout and her office we changed completely and this membership doesn't even exist anymore. 

12:51 But the whole concept was proven over several months. And this was actually the funnel that made me go, wow, quiz funnels have real potential here. And not just for the sales potential, but also I think the segmenting did something really amazing because it was fascinating to see how people reacted when they were presented with Copy Bill's material that exactly matched them as a person and exactly matched their pain points and what they perceived to be themselves compared to just the generic, hey, here are all the pain points picked one i hope it applies to you. 

13:31 And I did really, really well. And so This is why I started bringing this into my own business and other places as well. So moving on to the actual technical tier, like what does a quiz funnel actually look like and let me share some maps with you. So this is what the funnel will look like. When you have a quiz funnel, it's going to go from a, I'm assuming a Facebook ad. I'm an ads manager, if that's my thing you could run organic traffic to this as well, but it's going to come from a Facebook ad to your quiz, then to a landing page where people are going to give you their email address and opt in. 

14:02 Now it's going to redirect them to one of however many results. I recommend 4. You could have however many you want, and then each one of those results is going to lead them to an offer. And the way of result is that you've got result 1 is going to go to offer one, result 2 is going to go to offer two. But technically all of those ones could go to the same one as well if you wanted to. But this is how it's looking from the back end experience you have got four different pages, 4 different offers, four different things and we're basically asking people in a very way, what do you want? And then we're giving it to them. 

14:39 And so the great thing about this having a quiz here, because if we just deleted everything from the landing page bag, this could be 4 different sales pages, different offers on your website. But the difference is that then people have to click through to all four offers, be intrigued by the title or name or however you've described your 4 offers. I actually read those pages on those four offers and then decide to buy one. And if you just have your offers languishing on your website, you're not doing anything to promote them, you can tell me how often getting a sale of them, whereas having this quiz funnel in front of it, you are asking people to share information about themselves with you and you were saying, great, well, now you've told me that I know this about you. 

15:24  I know that you need this. And that is very persuasive. So if we zoom out just a little bit, what happens after that? Well, after that you're going to have a custom email sequence and hopefully it will be different and they won't do all say 1. But what you will have here is that you can then take people from whatever offer you chose there into something else you can upsell them into whatever you like. You can cross promote other offers if you think that they would actually have been a good fit for many of them. 

15:53 You can offer them the low ticket offer first and then you can upsell them into the higher program so this is where you have your essential model come in. And so there's lots of ways you can do this and there's lots of ways that you can put this together. Now, the other option here is they can all go into a single email sequence so the previous version is assuming that each of those other offers are on such different topics, they would have to move on to something different again, that's if you have a wide variety of offers, whereas this one is probably more accurate to the one that we talked about in the case study where even though those initial offers were different, they only had to have one email sequence because they were all going to the membership. 

16:35 They were all being pitched the membership. So we didn't need to have multiple email sequences behind the scenes. So if you're from the customer's point of view, you don't see all of that segmenting and all of that stuff and all of the things you just see. I saw a post, I clicked on it, I answered a bunch of questions and took a quiz. I then got through to a landing page that asked for my email address. I put it in and now I have a result page which has given me a whole bunch of really interesting, hopefully and insightful information about myself. And then it's given me an offer which is personalized for me because it's pointing out how this is relevant to my exact situation based on the information I gave it. 

17:16 So that's what it looks like from their point of view and it's much neater. It's very clear, it's very straightforward. It is it does feel like a diagnostic and it feels like a diagnostic, a prescription when you look at it from this perspective and again, I think that's really powerful. So we've talked a lot about the theory here in this section. What are some examples of quiz funnels leading to different products let's talk about some actual in the real world ideas here. 

17:41 So here's one for an interior designer. What is your true home deco aesthetic? And then you might get one of these results of like minimalist maven, boho dreamer, modern traditionalist, eclectic explorer. And each one of them has a slightly different problem. So if we look at a couple of them here, result 1 might be the minimalist who wants simplicity but struggles with making their space for warm and inviting, especially if they've gone with their entire house being one color because they're trying to be minimalist with it. 

18:10 So they might want to get a decor kit. We're just talking about how to bring warmth and personality into a minimalist home so it doesn't feel like a doctor's waiting room or whatever it is. Whatever the minimalist is struggling with that is what we could then offer. So in the boho dream where we have a similar thing, they might be overwhelmed by trying to combine different patterns and textures without it just looking like a mess or like it's clashing. 

18:39 And so they know they want that and they've seen it work, but they just can't get it to work for them. And so they might need a design math class which teaches them how to mix and match patterns in a way that actually looks cohesive. So then you're teaching them something. So the modern traditionalist might be unsure how to balance traditional elegance. Let's call this like old money aesthetic with modern updates they don't want to feel like they're living in a museum, but they also want something which feels elegant, traditional. 

19:07 So this often might be a virtual design console with advice on how to update their home while maintaining classic elements. You'll notice that this one's different. We'll come back to that. And then finally, for our last one, the eclectic explorer, perhaps this is like our maximalist and they just feel like their space looks chaotic and that's cohesion, but they love their stuff and don't want to give it up so this might be a DIY style blueprint which helps them organize and curate their unique style so that it looks more harmonious. 

19:37 And this might be about teaching them how to group their items or what they need to declutter in order to make it work altogether. So as I mentioned, something is different here. Result 3 service rather than a digital product. And the reason I've put this in is because we're going to assume that our interior designer is a modern traditionalist herself. That is her design style. That is what she loves to do. Her ideal client for done food design services is the modern traditionalist. She wants to go in and make beautiful, stunning luxury homes that have a traditional. But cozy modern vibe to them. And so because she knows that she is immediately going in with, hey, we'll come and talk to me. 

20:26 And she isn't offering that to any of the other ones because she's a designer, she's good she can do whatever the client wants, but that's not what she wants to do. So she's giving them something that they can help them and she's making some money off of it. But what she's really doing is she's using this quiz to segment out her ideal clients and using it to create a list of these are the people that she really wants on her mailing list. And she can segment those out on her list to kind of go, right, These are the people I want to go after these are the people I'm creating content for. 

20:58 And these are the people that I'm going to pitch I done few services to because I don't really want to go and design an entire minimalist home it just doesn't appeal to her, but she doesn't want to cut off that income stream either so she's created some master classes and decor kits to help with people who want things that she just doesn't want to do done for you. 

21:16 So that is what this could look like. Another one that might be for someone who teaches content to other business owners so the other one was B to C. This is AB to the example. So the quiz might be what is your content creation style? And the options we have as our results are the perfectionist, the idea generator, the reluctant creator and the one and done. And here they have different problems and we have different offers for them. So the perfectionist, their biggest problem is they spend too much time trying to get it right, trying to get it perfect and end up probably never posting at all. 

21:52 So their offer is the done is better than perfect mindset workshop. And so it's more about telling the look. Trying to get it perfect just means that no one's ever going to see it so what we want to talk to you about is what is actually essential in content to make sure you're hitting those points. But more so we want to talk to you about the mindset of showing up even when it's not perfect. So the second one is the idea generator. They have loads of ideas, but they struggle to get them out into well consistently. 

22:17 So this might be where they need an offer like the content creation workflow system, which is more about helping them be consistent with their content. Now the reluctant creator, their problem is struggling with being visible and they just really don't enjoy creating content. So they might need something like an AI content toolkit and a faceless stock video library where you're basically saying, hey, look, here are some ways of doing content even if you don't want to be visible. And finally, we have one who is actually creating content they're good with, but they're only doing it for one platform and they're not repurposing it and making the most of it so they might get a repurposing master class where we can help them with where they're leaving money on the table. 

22:56 Now, this quiz has a plot twist because every single one of these things came from the same offer, which we're calling the Social Savvy membership. Now this could equally be a course called Your Content Empire or anything else and these offers instead of actually being a mini course if you don't want to pull elements out of a larger course and sell them individually, they could just be what you're highlighting. She might say to the Russian creator, look, I've created a program and I have a whole module in it about AI content, how to teach an AI to sound like you and turn out content that will work the whole face the stock video library, plus how to create reels with it. 

23:38 And that is all within the your content and by course, which is also going to teach you how to then repurpose that content. And that's also going to teach you how to be consistent about creating your content. And that's also going to cover mindset things of how to make sure that you're getting out there and believing that is better than perfect. So there are ways of doing this no matter what your offer is, no matter what your offer suite looks like and no matter how many offers you have. So we know what a crystal is now how do you make an awesome 1? So here are some ideas for you. 

24:11 I really want you to look for the natural segments that already exist within your business. I want you to think about what groups of people that you have and what they need from you or what they're struggling with and think about that and you might have to find these by thinking about the content pillars you've had in the past, or you might have to look at the segmenting you've already done for your list. 

24:36 Or perhaps this is something you're going to have to start from scratch. But ideally I want these to be groups of people that you already recognize that you have in your audience. Then I want you to choose a topic for your quiz that isn't just relevant, but is really going to resonate with your ideal clients. Because I don't want you to be attracting people who are kind of sort of interested in the topic that aren't really who you want to work with. Because ultimately you're not creating a quiz for the sake of creating a quiz you're creating a quiz as a lead magnet for leads for your business because you want to find more ideal clients. 

25:11 So be careful about the topic and be thoughtful about it and make sure there's something that's really going to resonate with the people that you actually want to work with. But I want you to choose a quiz title that promises unique insight into their personality or preferences. It needs to promise information that they couldn't get anywhere else they couldn't get it by Googling it it has to have a personal element to it in terms of if they hadn't answered these questions, you wouldn't know this to give them that answer. 

25:40 I think that's really important. The next thing I want you to do is choose a title of your quiz that's outcome neutral. So I mentioned earlier that I had a client who was a health coach and even though she could help with a whole bunch of different problems, the one that she really wanted to help with but was too nervous to scale down to was people who struggled with emotional eating. 

26:01 And so if she had a quiz that said, do you have emotional eating problems or something like that? If her quiz results were then you're this type of eater or this type of eater or this type of eater, 99 % of the people who come through that quiz are going to be people who recognize within themselves the problem of emotional eating now, that might have been a good thing for her because that's actually who she wanted. But for someone who had multiple groups with her audience and wanted to serve all of those groups, that's going to be hindrance so be careful about how you word your title then I want you to choose offers that are a perfect match for people who get a certain outcome. 

26:41 And this is something that can be quite difficult in terms of even if it's more the offer you most want to sell, you really do have to be strict about making sure that what you're promoting to people is a real good fit for that person and really does match that so in the same way that when we looked at Ontario Society Workbook Quiz, a lot of people got workbooks because the client didn't really want to work with those people. But equally if she didn't want to work with them because she didn't feel like that was her skill set, it would have been doing them a disservice to have sold them on the one-on-one call because perhaps she couldn't have got them the same outcome she could for that one result that she did offer it to. 

27:24 So, and another thing you want to do here is you want to make sure that you aren't just saying, well, I don't care if this is a good fit for you or not, this is one I want to sell. I want you to make sure that you're choosing offers that are a good match for that outcome. I then want you to ask questions within your quiz that segment your audience and help you identify your most valuable leads. So in some cases, that would just be the one particular quiz outcome will be all your ideal clients so that's it, you're done you've segmented, but there are some quiz software out there which will actually let you pull in answers to individual questions as information within your CR so that means that you could have additional questions like if you're a business coach, you can ask things like what is your next income goal? And that could be information that could be pulled through into your Convertkit account or wherever, and you could hold that as information to help you create content for those people in the future. 

28:21 But that isn't the core designing factor on their quiz outcome and their quiz outcome wasn't, this is your income goal. So see if there's some other things that you could ask your audience that would be really helpful for you and see if you can get that information pulled through to your CRM because that would be really helpful for you in the full term as well. The last piece of advice here on how to make sure your quiz, or rather an impactful quiz in this case is make sure you ask for the opt in after they've taken the quiz, not before. 

28:52 The reason for this is because we have this desire to complete things. We have this to get to the end and finish something and so if you ask for the email address before, they're going to go, great, OK, got access to this quiz, going to come back for it later, all good. Whereas if people have just gone through the effort of answering all these questions, they're probably going to forward through and give you their email address because they've come this far. And I think that's why we have a completion rate of 70 % on our quiz from the original funnel. 

29:23 So now I want to talk to you about how to pretest your ideas using paid ads. So creating a quiz file isn't something you can do well in an afternoon. I have set one up in an afternoon before it was a marathon, but it is something that is worth it so even if it takes you a bit of extra time, just think about it and get it right and get it set up and get it running. I really do recommend this as a strategy that you look into running for your own business. But before you start putting in all that time and effort, how can we be sure that the people will even want your quiz and the offers behind it while we're going to pretest it with some ads? So I want you to create a piece of micro content on the same topic as your quiz and run ads to it to see what your engagement rate is. 

30:11 And I want you to look for views and comments and ideally leads. So if you're able to create an alternative lead magnet on that topic, great you can get some leads on your list and see how it's working. But I find that sometimes even better to run a piece of content like A blog post or a video and just see how interested people are. So for an example, the quiz that was What's your true home deck or rust ethic That might become love design, but still think your home looks like a mess. This might be the reason why. Or five ways to bring your interior Pinterest boards to life. 

30:47 And if people have taken the time to watch either of those videos, they may well have taken the quiz so that is probably a good seed idea for them today what your content creation style quiz might be. That might include having some content like before social media, bad habits, preventing your post from turning into sales, or I keep seeing these five social media mistakes again and again. Now, the reason I've chosen content like this or recommend content like this is because you want people who are interested in solving a problem, not just mildly curious or watching for the sake of entertainment. 

31:26 You want people who are actively interested in solving their problems and that's why I think talking about mistakes or bad habits or errors is actually a good thing. And then the other thing I think to mention here is when you're promoting your quiz, you get a lot more space than just the what's your content creation style title. You can say, do you want to find out your content creation style because you are struggling? Are you like committing these social media sins and you need help? Or let's find out what your content creation style reel is. 

31:59 Or are you finding it really difficult? Come and take this quit so you have more content around that that you can share. You have space to add complex. So let's do a quick recap. How are you going to actually implement this in your business, which I really hope you do. Number one, I want you to decide which of your offers solve multiple pain points or have multiple ideal customers which solve multiple or solve different aspects of the same problem, because I want you to start with the offer and work backwards. 

32:27 Then I want you to identify some segments of your audience who match those identifiers, like which segments match the different pain points or the different angles you had in that offer, and then figure out who needs to get each outcome so if we have that program about social media, we can then figure out that we have these different pain points in terms of visibility, consistency, those kind of things, or impact. And then we can narrow that down to segments of our audience in terms of we have the procrastinators and we've got the people who have visibility or shy and those kind of things. And so now we know what groups we have and what outcomes they're going to need, then we can give them fun and interesting titles or names for your groups of people and they're going to become your outcomes. 

33:14 So that's going to be things like the reluctant content creator is the word that we have it's the title that we have given that group of people who essentially just afraid of visibility, but we don't want to solve them like afraid of visibility people because that's not as fun and not as polite. So Step 4 want you to choose a title for your quiz that makes sense for your quiz outcomes. So once you have ended up with, well, here are my different types of content creators. Oh, look, my quiz title is what type of content creator are you? So oftentimes your quiz title will be the last thing you find, but it'll be very obvious by the time you get to that point. 

33:55 And if you can come up with three or four variations, even better because you can split test those with ads. And I think if we take the content creator style quiz as an example, I think we could have named that quiz something like which, which content creation send are you committing? And I think we could have tweaked those outcomes to fit that. And they still would have matched the same ping fonts and still have a failed cells impact. That isn't what we chose to do. So you can come up with different variations for that and see what appeals most, but you'll often find that there's more than one title that fits the same content. 

34:29 So the next thing I want you to do is I need you to write some questions with clear answers that direct people to the right outcome for them. And I often find that the best way to do this is to write a question that has multiple answers with one obvious answer for each outcome rather than yes or no questions. Finally, it's time to build your quiz. So I want you to use your quiz results to highlight their current problems and what their missing piece is was stopping them from achieving what they want to achieve. 

34:59 And I want you to present your offer as that missing piece. And then you use your following up sequences to sell. So a quick note here, quiz files work really well if you have an audience who questions whether your offers are right for them or that they're going to work or if they have trouble connecting their problem to the solution that you offer. And these work best as a diagnostic and signposting tool rather than a fun piece of engagement. 

35:30 Like if you really had a quiz that was just a personality quiz kind of thing, like the equivalent of which Disney Princess are you? You may well end up with a quiz which is just interesting information rather than something helpful. So an example here is if we had a quiz titled What kind of course creator are you? That might appear to make total sense if you're selling someone, of course, how to build online courses. But the problem here is the those outcomes don't really develop a problem to be solved because if we start thinking about what that quiz would look like, like what kind of course creator are you? We could kind of apply the same things for the social media one in terms of, you know, perhaps you are the expert, perhaps you're an educator, perhaps you're the relatable girl next door type of person, perhaps you're, you know, the professor or whatever. 

36:26 Like however you choose to come across in your educational content and how you might want to pitch that. The concern with that is that people are going to go interesting, So what and move on. So you want to make sure that those outcomes are really tying into pain points and you might immediately be able to think of some pain points and this quiz might work really well for you, which is awesome. 

36:48 But I want to make sure that that is something that you have not missed and it's not just interesting, but it easily reveals a problem to be solved. So instead, I probably would have gone for a quiz like which strategy is the secret to scaling your business? And then you can make sure that the leads coming through your quiz are the best fit for your program. And then of course it is are the best fit for them. They are being presented with your course about how to create courses as the solution to a bigger problem, which is how scale. 

37:21 Because if we think about all the different people who could have taken a what kind of course creator are you quiz? It may well be people who already have a course, people who are already creating them. And if they're already creating them, they might not need a course about how to create courses. And equally, it might be people who are thinking about making a course, but are they really a good fit for what you're doing? Because you might want to exclusively work with people who want to take all of their knowledge and turn it into self study programs and something like that. 

37:53 But if you've got say a bunch of done few service providers, they might very seriously go, well, I'm not creating a course because then I'm teaching people how to do what I do. Therefore I'm putting myself out of a job. And so you might have a whole segment of those people in terms of what is the secret to scaling your business. And that might be that they need to increase their capacity or go to an agency model or something. And that has nothing to do with courses. And so you can make sure that you're filtering out your exact people. 

38:22 So sometimes it's worth having a couple of course, sorry, quiz results that are very clearly not your IPO clients and it helps you segment those out as well. So the start to wrap up here because tunnels have a real power as they imply that what you're recommending is uniquely perfect for them. And this can really help you find perfect fit students for your favorite offer. Will sell multiple offers if that's a better fit for you. And also because we're finding perfect fit people, these will hopefully be ideal leads for you, not just for the offer that you sell with your quiz, but for your business as a whole and for the long run as well. 

39:02 So thank you so much for being here and thanks for watching i hope you found the session really helpful and hopefully it inspired you to create a question on yourself and hopefully you'll find some lessons within this to help you some more courses or memberships. So if you want to come find me online, I'm not with Amber pretty much everywhere. You're welcome to send me an email if you have questions about the session or you can find me on Instagram and I'd love to chat soon i hope to see you somewhere again on the Internet and I will speak to you soon bye.