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Copyright © 2002
M.O.R.E. Incorporated All rights reserved. Printed in
the United States of
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The Seven
Step Strategic Approach To A
Million Dollar Internet
Back-End! |
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In this article
I’m going to cover a seven step strategic approach to a
million dollar Internet back-end. You’ve read it in our
materials in the past, you’ll read it today, and you’ll hear
it again and again whenever marketers talk. You can’t survive
on your front-end sales alone.
Many times, the best
front-end products are cheaper, more affordable products for
the customers to purchase. Therefore, they won’t have a huge
profit margin - if they have any profit margin at all - so
your whole strategy has to be focused towards getting those
customers who have bought from you before to buy from you
again. The marketing costs on your first sale can eat you up
if you don’t have something to back it up.
Here’s a
quick story. We had a customer who bought from us
business-tobusiness. He ordered a $782.00 paper profits
program from us.
The customer had originally contacted
us with some expensive advertising that we ran. We had sent
out our mailing piece and this person had responded. She
ordered the product over the Internet. She faxed us a copy of
her order form, and she included her credit card number so we
could charge her for the $782.00 product.
When we sent
that package out, we sent some ride-along material with it in
the form of a special report on a product we had that was
closely related to the product she had ordered. It happened to
be “For Sale By Owner,” because the initial product dealt with
real estate issues.
The very next day she sent in a
$152.00 order! That’s right, she accepted the extra offer the
day after she had received the product! “That’s great!” I
thought.
And so, when we shipped that product, we had
ride-along materials that went with it that offered a more
expensive, more comprehensive, better package to suit her
needs. All of a sudden, she wanted a $1,437.00 package that we
had available!
Our marketing costs on those two
additional materials were less than $1.50, yet, we brought in
a sale of $782.00, and in a few days of interaction we made
$2,371.00 - all from an unbelievably miniscule $1.50
additional cost! That’s the reason we need a
back-end!
This seven step strategic approach to the
million dollar Internet back-end is really the essence of
simplicity.
1. Pick a product topic area that
you like.
This should have a solid customer
base. You should also be able to either create or license a
product for your use.
It deliverable over the Internet?
Will you be selling it over the Internet? The answer there, of
course, is yes!
2. Do a little bit of
research.
Business research, that is. I am
talking about shirt sleeve research!
Use search
engines. Cruise 200 related web sites if you have a couple of
free hours one day. Check news groups and e-zines. In three
hours you can literally have an encyclopedia of knowledge. Now
you know exactly how to market it!
3. Focus on
a main product.
This will be your flag ship
product.
4. Locate additional related
products.
You work out arrangements and gain
the rights so you can sell, create, and develop additional
products for the customers that are interested in the product
you sold them originally. You know they are interested,
because they bought the main product!
5. Market
your flag ship product.
6. Everything
hinges on delivering great value.
If you
haven’t formed a relationship with your customer (which is
what you are looking for), you’re making a grave mistake.
Therefore, you should deliver good value to build that good
relationship. Then you can offer them something more in-depth,
specific, focused, and expensive that is in their demonstrated
area of interest - which, of course, is what you are marketing
in.
7. Offer to serve your customers
further.
You can do this through e-mail
follow-ups. You can do it through ridealong materials in your
packages. Just do it! Then you offer them products that you’ve
already found. You can offer a catalog, you can offer them
serially, but in the end you’ll have hardly any additional
marketing costs to get the massive amount of back-end
sales.
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Five
Amazing Methods For Multiplying Your
Online Profits With
Zero Risk! |
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In this
article, I’m going to cover five amazing methods for
multiplying
your online profits with zero risk. These are
things you can do to your Internet
web site to immediately
increase the profits you’re making without doing a lot
of
extra work.
1. Create two versions of
your Internet product.
A lot of people say,
“Look, I’ve just got one version. Here it is for $295.00.”
That’s okay, but you can instantly increase your profits by
offering a deluxe package as well.
A friend of ours did
this with a free advertising course he was offering. He sold
it for $295.00 for a long time. He realized that he was losing
a lot of money, though, by not offering a deluxe
package.
He included an additional manual that cost him
about $5.00 to include with the package. He then said, “Look,
if you want the additional manual, just pay me an extra
$200.00 for the deluxe package.”
Just by adding that
$200.00 deluxe package, he increased my profits by about
$30,000.00 - and all he did to advertise it in the sales
letter was just add one additional page!
Think of all
the money he was losing because he just offered a basic
package! Whatever product you are working on and selling, we
recommend you think about creating two or three different
versions of that package. By doing so you’re going to get some
people that just want to stick with the basic. Other people
want to upgrade to the deluxe, and you might even have a gold
and a platinum package!
The one thing I like about
creating two versions of your product is that it allows you to
get some sales from people who want to spend a little more
money, or don’t mind spending a little more money to get a
more advanced version.
Perhaps you’re sitting there
thinking, “I have one product but I don’t know what else I
could add to it to enhance it and give it more value, and to
charge more.” Try stripping something away from it and
charging less!
If you have a $295.00 package right now,
try taking something out and making a lower priced package
that sells for $195.00. It will just includes less of the
material you had in the previous version.
Don’t always
think that you have to add something and create a higher
priced package. Many times you can take something out. You
might only include audio tapes if you have audio tapes and a
full book or course that goes along with it. You could only
include the audio tapes for $195.00 or $95.00, and then
include the whole package for the price that you’re selling it
for now.
Don’t always think you have to come up with
more material. Sometimes you can reverse that and take some
items out and sell the package for a
cheaper
price.
2. Turn a letter that works
into a sequence.
Much of the time in print
mail we just send out one letter and that’s it. The great
thing about the Internet is you can send out sequences of
letters.
There is a gentleman I know that has a web
site, and he sells a product for $1,000.00. he knows every
sale is going to take some real effort!
He has taken
his proven sales letter on the Internet and he gone back to
those customers again, and again, and again with that sales
letter ... nine times at last count!
Now, he doesn’t
hit them all in a week! He hits them over a period of a month
or two. Since the Internet is so inexpensive to market with,
and there are many automatic tools out there to help, he can
go back to those people nine times and get the maximum profits
possible.
Don’t just send out to people once! Turn a
great letter into a sequence of letters! Remember, e-mail
marketing is low-cost or no cost! You can do it! Sequence your
e-mail sales letters a number of times!
3.
Up-sell on your Internet order form.
This is
something I don’t see being done very much, but it is a great
idea. Picture this: you’ve got the person, they want to order,
they hit the submit button and up pops another screen, “Hey!
Now that you’ve ordered maybe you’d like to add this $10.00
book ... This $20.00 audio package ... This $100.00 video tape
package.”
Do it immediately, while they’re in the
buying mood! Just add that package right after your order
form. You don’t even have to come up with your own
product.
One thing a friend of ours did on his site is,
as soon as they hit that “submit” button, it took them to
another page with affiliate programs. He could say, “Hey! You
were interested in the product. Here are some affiliate
programs that deal with the same topic. Click there and go and
see what they have!”
He’s found it amazing that he
could be sitting on his computer, and up would pop an e-mail
message with that person’s order form. In the next 30-45
minutes he would get another e-mail from that affiliate
company saying, “Hey! Good customer purchased that program for
$200.00.” He had made two sales just by offering them that
other sale right after the order form.
Try to put
yourself in the customer’s mind, and think about when they’ve
already filled out the order form. How many times have you
gone to an order form and, once you’ve thought about filling
it, concluded that, “I don’t want to enter all that
information again.”
People are lazy! If you make it
easy to send an e-mail stating, “Hey! I want this, too,” then
that customer doesn’t have to enter that information
again!
4. Mail more
often.
E-mail marketing is low-cost or no
cost. Don’t mail to your people every month, two months, or
three months. Go to them with more offers. The more offers you
go to them with, the more responsive they’ll become. You’ll
train them to look for your offers and to purchase from you
more.
5. Test raising your prices or your
fees.
It doesn’t matter what you’re selling,
you need to test. Some of the best ways to find out what works
or what doesn’t work is simply by testing. You’ll never know
the best price of a product unless you test!
A friend
of ours sold his free advertising course for $195.00 for many
years until he realized, “Perhaps I should test a price of
$295.00.”
BOOM! He was making more money, and he
wasn’t losing a single customer. Test prices, and you could
instantly increase the profits you’re making online!
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The Name
Of This Game Is Names
- How ToMake Your Fortune With
E-Mail! |
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The name of my topic this time is “The Name Of This Game Is
Names - How To Make Your Fortune With E-Mail!”
In
regular mail order a company’s most valuable possession is the
company’s mailing list. This is just as true with e-mail! Your
most valuable asset is your e-mail list, so you should be
capturing e-mail names and addresses every single
day!
You can capture these addresses by putting your
e-mail address on every ad you run online or offline - put it
on your sales literature, your letter head, and even your
business cards. You might even want to put a sign on your car!
Why not?
You should also offer incentives on your web
site, such as a valuable free report or a free newsletter to
everyone who leaves their e-mail address with you. It is also
a good idea to give people who opt-in to receive e-mail from
you an option to receive e-mail offers from other
marketers.
As you collect these e-mail addresses, you
should separate them into three classifications: 1) Entry
level responders, 2) Buyers, and 3) Customers.
The
entry level responders are those people who gave you their
e-mail address but never spent a dime with you.
Next
there are the buyers. These are people who have bought from
you once or twice.
Finally there’s the customer file,
which is your most valuable asset. These are those people who
have bought from you again and again repeatedly.
How
often should you send e-mails to your e-mail list? The answer
is: very often. Two sources - the Interactive Group and Target
Marketing Online - conducted surveys. They found the most
successful marketers did this:
1) They e-mailed their
responder list at least twice a week for six weeks. That’s
right, they sent them e-mails twelve times in six weeks,
mailing, on average, four different offers three times
each.
2) They also e-mailed all recent buyers twice a
week for six weeks after every single purchase that they made.
If a purchase had not been made within six weeks, they
continued to e-mail, but only once a week.
3) They
always e-mail twice a week to their customer
list.
These numbers seem somewhat high to me. In fact,
There are many people e-mailing me two or three times a week,
and I think it’s just too much. Still, these are the results
of the survey of the most active and most successful
marketers. Of course, the more products you have, the easier
it will be to e-mail twice a week, or at least once a
week.
Now let’s get back to another way you can make
money with e-mail! You could make a fortune by renting out
e-mail lists to other people!
This works the same as
when we rent mailing lists in regular mail order. According to
the publication “Interactive Marketing News,” here are some of
the average prices you can charge for various e-mail
lists.
Software Buyers - $125.00 per thousand.
Books, CD,
or Tape Buyers - $150.00 per thousand.
Business
Merchandise Buyers - $160.00 per thousand.
Consumer
Merchandise Buyers - $100.00 per thousand.
Donors to Charitable Causes - $75.00 per
thousand.
E-zine or Newsletter Subscribers - $95.00
per thousand. Opt-in E-Mail Responders (which
would basically be an inquiry list) - $65.00 per
thousand.
These figures are averages from throughout
the market. You can charge much more if you want to try a
higher amount, and adjust the price based on responses and
inquiries.
This should give you some idea of how much
money can be made with email lists, and it should also
reinforce the importance of capturing all the e-mail addresses
that you can possibly get.
The important factor is the
content of that contact. If you hit people three times a week
and every time they open it there’s something of interest and
of value to them, they will keep opening them, even if they’ve
never bought!
You have to keep the prospect or customer
from feeling that your e-mail is just another hit! You have to
give them a reason to read what you send!
You might
make the same offer a couple of times, but you should have
something new to say, and it should be written in such a way
that it is exciting!
There is a LOT of e-mail zipping
over the Internet every day! I get several pounds a day. I
just glance at a sheet, and if something doesn’t ring my bell
in two or three seconds, it’s going in the trash can! You
should really try to hit them over the head and get their
attention.
Another thing to consider is the fact that
selling your e-mail list could add up to additional revenue
for a business, but it could become one of the primary and
intended revenues of a business. There are several models on
the Internet right now that are offering free access, free
placement by merchants, and resources, whether it’s for
weddings, recipes, business opportunities, etc.
Next,
you have to get your traffic up. When you do that, you’ll have
something to entice an opt-in list. Then you can use the list
to sell advertising, not to mention the list itself! This way
the list offers the benefits, and it attracts the other people
who want the customers and the prospects you’re bringing
in.
I notice more and more sites now that have a box
you fill out with your email address and submit to the company
for a free report or something similar there is usually a
little pre-checked box that says “it’s okay to share my name
with similar companies that would interest me.” Prospects have
to actually un-check the box in order to not be
opt-in.
I have a feeling you’ll have more people
complaining and wanting removed from your e-mail list with
this technique, but as long as you maintain that list and
remove the names of those who request you to remove them, you
should be fine.
Another great idea is dividing the
customer list up into sections. What you do is, you speak
differently to different segments of your
customers.
You really only have one group of customers.
A second group would be buyers, some of which would be
one-time buyers. Then you have the inquiries, or just the
responders. This is very important because the buyers are
people who trust you, have made several purchases from you,
and you can go back to them with special offers again and
again. They know who you are and you can have a more friendly,
neighborly tone in your conversations either in print with
them or on the web.
The buyers are in-between. You are
trying to push them over the brink to go from buyer to
customer. You’ll be working hard to get sales from the
responders.
One other point to mention - there are many
e-mail lists out there that are not opt-in lists. I recently
received an e-mail that said someone had 100,000 names for
$100.00. Well, whenever you see something like that, you
should know it’s not an opted-in list! These people have
software programs that can go around like a vacuum cleaner on
the web and pick up names and addresses.
These are not
people that want to hear from you! In fact, 80% of them will
start flaming you! They will start doing all sorts of
mean-spirited things towards you and your company... talking
dirty and all sorts of things! You really do want the opted-in
lists! When someone offers 100,000 names for $100.00, you can
be sure that the people on that list didn’t say they wanted to
receive more e-mail!
They’ll not only flame you and
talk bad about you, they’ll talk bad about you to your
Internet service provider that provides you with your e-mail,
and they will demand that your Internet account be canceled.
Therefore, you don’t want to mess around with those lists! If
it sounds too good to be true when you’re buying an e-mail
list, it probably is! Otherwise, you could lose your
privileges and have your web site taken off the
Internet!
In your message, say, “Hi! You opted-in to
receive this kind of information, so we’re happy to forward
this along to you.” Make your message positive!
I get
the joke of the day from Jokeoftheday.com. I always open it
because it’s funny, and it says right on the e-mail, “You
signed up for this, that’s why you’re getting it.” That’s
another thing - people will sign up for something and forget
they did so, so it’s a good idea to remind them right at the
get-go. Don’t just start in with the advertising.
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The
$12,500 Nine-Step Formula For Internet
Ads That Work Like
Magic! |
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For this
article, I would strongly suggest you read closely. Grab a pen
and notebook and take notes, because this is going to be a
very powerful article! I’m going to give you my formula for
“The $12,500 Nine-Step Formula For Internet Ads That Work Like
Magic!”
Now, I need to tell you right off the bat that
this is not my personal formula. This is a formula I received
from another famous copywriter by the name of Brian Keith
Voyles. Although this is his formula, I am going to share it
with you. I believe it is invaluable - a formula you
definitely need to use whenever you’re creating
advertisements, be they for the Internet or for mail order.
This formula will work for both!
Brian Keith Voyles is
one of the greatest advertising copywriters in recent history.
He actually charges clients $12,500.00 (last time I heard) to
write just one sales package for them. $12,500.00 may sound
like a ridiculously enormous fee, but those people and
companies that have paid him that fee realize that his ad copy
makes tens of thousands - if not hundreds of thousands or
millions - of dollars in sales.
It is a proven formula
that comes straight from his book, Advertising Magic. It is
called “The A-I-C-P-B-S-A-W-N” plan, and it has nine steps -
one for each letter.
Brian will admit to you that this
acronym doesn’t have much of a ring to it, but he says, “Who
cares if my formula doesn’t have a ring to it. The only thing
you should worry about is the ring of your cash register
taking orders when you use this formula.” It may not sound as
clever as AIDA or one of those sort of formulas, but copy
these nine steps down, and they will help you create ads that
work like magic on the Internet!
Step 1: A -
ATTENTION
You have to say something that gets
your customer’s attention. Give them the biggest benefit
they’ll get from doing business with you. What is the biggest
problem you solve? What is the biggest benefit of your offer?
Will the customer make money? Will they have better health?
Whatever your biggest benefit is, you should immediately put
it right up front in your Internet ad to grab the reader’s
attention and pull them into your copy.
Step 2:
INTEREST
You need to tell your prospects and
customers why they should listen to what you have to say. This
is where you should introduce them to WIIFM, and those aren’t
radio station call letters. It’s an acronym for the phrase
“What’s In It For Me?”
Tell them what’s in it for them!
Tell them why they should pay attention. What will they get?
This follows similar lines as “Attention,” but you need to
show them why they should be interested in reading your offer,
and what you can do for them.
Step 3:
CREDIBILITY
You need to give your customers
and prospects a good story, and give your offer credibility.
If they don’t believe you, your offer isn’t worth a penny. You
can use testimonials, you can use other stories, and you can
use case studies to get your customer to believe what you’re
saying.
The key is, if your story sounds too good to be
true, most people are simply not going to believe it - and
they’re not going to respond. You have to give them some
history behind your story, tell them why your offer’s
credible, and why they need to believe every word you
say.
Step 4: PROVE
This one can
be a little bit tricky. Your testimonials can work as proof,
but you can also use proof in other ways. Testimonials have to
be believable. You can also use proven facts or case studies
that prove you are credible. Your tools are testimonials, case
studies, and proven facts.
Step 5:
BENEFITS
This is where you’ll need to insert a
lot of bullets. Many copywriters will tell you that the more
bullets you can have in your sales letter, the better that
sales letter will be. In fact, some sales letters you’ll find
are probably 85-90% bullets, and the rest of it is the ad
copy. Bullets are a proven way to reiterate and show your
customers the benefits of purchasing your product or
responding to your offer.
There are many different ways
to write bullets, and I don’t want to go into the actual
specifics on writing bullets. There are many books and audio
programs out there you can get that might help you if you are
interested in learning how to write bullets. The key to
remember is to give the customer as many benefits as you
can!
Many times we talk about the features and the
benefits. Don’t just tell them about the features of your
product - tell them the benefits that the feature gives them!
If you write out a list of the features of your product right
next to the feature, you can actually turn it into a benefit.
Then you can insert that benefit into your Internet ad copy so
that they can see that not only is it a nice feature of your
product, but there is a benefit behind that feature, and that
they can actually benefit in all these ways by purchasing your
product or responding to your offer.
Step 6:
SCARCITY
You must convince your customers and
prospects that there is a reason
they need to get involved
immediately! You could use things like:
- Limited
Time Offers
- A discount if they respond in a limited
time
- Free bonuses available for a certain amount of
time
- Small quantities available
- Very small supply of
damaged or slightly blemished products for a
steep
discount.
All of these things can get
your customer to order immediately, but they have to believe
in the scarcity factor. They have to believe that, if they
don’t respond right away, they’re going to miss out or could
possibly miss out on a great opportunity. If they believe it’s
a product that there is no time limit on, they’re more likely
to put off ordering it.
For example, nearly everyone
knows that, any day of the week or month, they can go to
McDonalds and get a cheeseburger, so they’re not likely to
decide to do it immediately... unless they happen to be on
sale for 29 cents.
You have to do something to convince
your customer that they need to respond right away. Use those
scarcity factors that I just mentioned!
Step 7:
ACTION
You have to ask for the sale. So many
times I’ve seen sales letters full of good, benefit-driven
copy ... yet in the end the ad fizzles because it doesn’t ask
for the order!
You have to provide benefit-filled copy,
followed by some kind of action device to get your prospects
and customers to respond to your offer. If you don’t have
this, you’re going to lose sales!
It may seem obvious
that when people see your Internet ad they’re going to know
that you’re trying to get them to buy your product, but you
actually have to take the step to ask for
it.
Step 8: WARN
This goes back
to the scarcity issue. You have to warn people that there are
consequences if they do not take action and accept your offer.
If you’re selling facial creme, for example, the warning might
be that they might continue to get old and wrinkled like their
great-aunt Wilma... if they don’t use this facial creme, that
is. You can use something like that to warn them!
Go
back and remind your customers and prospects of the benefits,
and then tell them again in your closing that there is a
warning. There is something that will go wrong if they don’t
buy your product! Remind them of the
negatives!
Step 9: NOW
You have
to make sure that your offer motivates your customer to take
immediate action. Don’t give them a way out! Don’t tell them
that they can delay!
This goes back to the scarcity
issue. In your closing you have to remind them that they have
to respond now if they don’t want to miss out! They don’t want
the negative effects that come if they don’t purchase your
product!
You have to go back and remind them again and
again throughout the copy that they have to respond
immediately. Don’t give them a chance to say, “No!” to your
offer.
That’s “The Nine-Step $12,500 Formula For
Internet Ads That Work Like Magic.” Now, of course, you can’t
just plug this magic formula in and expect it to work. It has
to be matched with your specific offer. If you’ll make a
checklist that you actually check each time you create an
Internet ad, though, and if you’ll check these nine steps and
make sure that your Internet ads and sales letters contain
each of these nine formulas, you are going to be more
successful and
you’re going to create award winning ads and
sales letters for the Internet!
That’s the nine-step
formula. Again, I credit it to Brian Keith Voyles. He’s the
one who created this formula, and it’s a real
winner!
Not so long ago, the highest recommended
formula was the AIDA formula - Attention, Interest, Desire,
and Action. Today, though, many marketing experts are teaching
that it takes a lot more because of the increased competition,
and because of the fact that there are so many people out
there that are trying to get the same people to give up their
money in exchange for the products and services that you are
trying to sell. You need a stronger formula.
If you’ll
look at the AIDA Formula (A-I-D-A) and you match it with this,
you’ll see that the same steps are there, but Brian Keith
expanded them, took each one, and broke it up into just a few
more steps so you can really define what it is you’re trying
to sell and go through the selling process better and more
completely.
I would recommend that you should read
every piece of sales copy you write nine times and make
certain it matches up with this formula. Use this as a
checklist. Each time you read through the piece, be looking
for Point 1, Point 2, Point 3...checking the credibility of a
third reading. “In Point 4 did I prove the offer? Have I
proven my statements? Have I proven the worth?” and so on
throughout all of the piece and all of the steps.
Now,
going back to bullets for a moment ... bullets are essentially
a tease. A bullet is saying, “I know something that you don’t
know.” When you think of it that way, bullets become a very
powerful sales tool, because if you can keep thinking of
things that your product says that your reader doesn’t know,
it is adding fuel to the sales process.
Try to view the
sales process as a see-saw. If the reader reads a bullet and
he knows the answer to it, he puts it on one side. If he
doesn’t know the answer to that bullet, he puts that on your
side of the see-saw. As he reads down your bullet list, the
more he puts on your side that he doesn’t know, the higher the
chance that, when he gets to the end of all your bullets -
“WOW!” - he just has to have your product, because you’ve just
brought up so many things that the reader doesn’t have the
answer to.
When you construct your bullets, make
certain you have some really tantalizing bullets there. With
them, you’re essentially saying, “Hey! Do you know this? I
know. I’ve got the answer.” If you get enough of those, you’ve
just made your sale. I think that’s why bullets are such
powerful copy on the Internet.
I received a direct mail
piece a while back that said, “Read this or die!” I tell you,
I couldn’t throw it away and I started to read it. It was an
offer for a health newsletter talking about little known cures
and such.
On the world wide web - and especially where
e-mail is concerned - people are in such a hurry that you have
to catch their attention. You have to literally hit them over
the head with a hammer of a headline!
Something like
“Read this or die!” is going to get most people to read it at
first glance. And, of course, there are hundreds of other ways
to do this without talking about death, but I think it is
important that your headline capture your prospects’ and/or
customers’ interest immediately!
|
| |
One
Super-Simple - Yet Explosively Powerful -
Internet
Marketing Secret,
And 30 Fast, Easy Ways To Put It Into
Action! |
| |
In this article
I am going to reveal one super-simple - yet explosively
powerful - Internet marketing secret, and 30 fast, easy ways
to put it into action. So, here we go!
You’re going to
offer something on your web site absolutely free. We’ve talked
about this a little bit before, but I am going to go into more
depth this time.
People love getting freebies, and if
you offer something free - even if it is something that costs
you little more than a few inches of space on your web site -
it gives people an extra incentive to visit your
site.
There are two things you should remember when
offering a free item on your site:
1. The
product must be of the highest quality.
If you
offer a freebie that is junk, visitors to your site will
believe your other products are junk, too. If you make your
free offer valuable and very high in quality, you are more
likely to get the visitor to take a chance on your other
products.
2. Include a price tag on your free
item, even though you are giving it away at
no
charge.
Visitors to your site are more likely
to take advantage of your freebies if they believe that they
would normally pay ten, twenty, fifty, or even a hundred
dollars or more for the item. It is a simple idea, but you
have the ability to pull in hundreds or even thousands of
visitors a day offering something free that people desperately
want.
Now that you know the secret, here are 30 free
things you can include on your own web site!
1. A free
e-mail newsletter or e-zine
2. A free
tip-of-the-day
3. A free chapter of a book
4. A
free complete electronic book
5. A free
contest
6. A free report
7. A free article
reprint
8. A free product sample
9. A free
advertising specialty
10. A free discussion board or
forum
11. A free catalog
12. A free coupon or
special discount
13. A free trial subscription to a
magazine or a newsletter
14. A free survey
15. A
free consultation
16. A free web site review
17.
Free graphics
18. Free web site hosting or other
valuable Internet service like a free autoresponder or list
service,
19. Free web site templates
20. Free
software
21. A free audio tape, video tape, or
CD
22. A free affiliate program
23. A free
reminder service
24. A free e-mail service
25.
Free shipping
26. Free customer support
27. Free
access to a “members only” site
28. Free banner or
classified advertising
29. If you’ve got a cooking site
you may want to offer a free recipe
30. If you’ve got a
real estate site you may want to offer a free mortgage
calculator or free home buying tips.
Whatever type of
Internet web site you have, you should offer a variety of
valuable free items to pull people into your site. After all,
with so many web sites on the Internet, sometimes your
potential customers will need a little extra incentive to
visit your site over your competition’s. Giving away freebies
can give you the competitive edge you need!
“Free” is
the most popular, most powerful word ever used in marketing.
People love “free.” I’ve seen people use headlines with only
the word “Free,” because people love it! There are entire
books and newsletters about getting stuff for free. People
love that word, and it catches their attention. They want to
grab up whatever it is that is free, especially if they see
that it is something that is high quality, something that they
want, and something very valuable. People grab onto
it!
We believe that, on the Internet, “Free” is what
everything’s about! That’s what people are looking for... free
stuff, free information, free news, free headlines, etc.! If
you’re not offering something free on your web site, you’re a
rogue!
A friend and business associate of ours
publishes a weekly newsletter. He sells it for $149.00 a year
- but he gives it away free! Then there’s a free weekly course
he sends out to customers who give him their e-mail address
and agree to receive e-mails from his company.
He
combines the value of the newsletter and the weekly course to
be a little more than $500.00 - but he gives them away free to
those who let him have their e-mail addresses! They are paying
him for what they get, with their e-mail addresses, but they
don’t feel like it. All they’re doing is giving him permission
to occasionally invade their mailbox with a notice of
something with value.
|
| |
| Turning
Worth Into Wealth On The Web! |
| |
I’ve titled
this article “Turning Worth Into Wealth On The Web.” If you
have a web site - and you surely should - there are two
methods you should use to drive people to your
site.
1. You should be promoting your product
or service offline.
You could do it in print,
or maybe even on radio and TV (which are getting cheaper) to
drive people directly to your site.
2. You
should be promoting your product or service
online.
This can be done many different ways -
free publicity (perhaps an e-zine), advertising - basically
doing everything you can (including using search engines) to
get people to visit your site.
The key to achieving
success is to use key words in your ads, links, and search
engine submission. There are so many choices on the web today
and so much noise out there that you haven’t got a chance
unless you can stand out from the crowd. Your ads, free
publicity, and essentially everything you run has to have a
USP - A Unique Selling Position to get attention for
you!
In direct response marketing we say that we have
to stop a reader in his or her tracks and make them look at
our ad or message. This is also absolutely true on the
Internet! You’ve got to grab those eyeballs and stop them from
clicking through!
You do this by offering a big, big
benefit. You might use a gimmick headline as long as it can
tie into what you’re selling. You could ask a provocative
question. Just be careful with any gimmick words and phrases -
sometimes they can backfire on you.
We knew a man
involved in regular mail order many years ago that was putting
the word “sex” in large type in his ad. That didn’t work very
well though, because he followed that by saying, “Now that
I’ve got your attention, I wan to sell you gold and silver.”
People resented it!
On the other hand, we knew another
fellow who was publishing a gold and silver newsletter and was
thinking about using “sex” in the headline. We told him, “That
won’t work!” Still, he went out, got a photographer and a
pretty model in a bathing suit, and had her surrounded by gold
bullion and silver coins... and that did work! This points out
that sometimes there are different ways to go.
The best
way to go, though, is to use some key words that really grab
attention. If you have a home business offer, you could
possibly say, “Here’s how to make $370.00 a day at home!” If
you were selling male potency pills, such as the new herbal
pills, you might want to say, “Works better than Viagra... and
it’s safe!”
On our Internet Auction course we worked on
a while ago, a great stopper would be “Make up to $600,000 a
year, at home, with Internet auctions.” We do know of a couple
in a small town in Wyoming that really is making $600,000 a
year in Internet auctions.
I could go on and on, but I
hope you get the idea. You must rise above the highs. You must
get above the noise to grab attention!
Now I want to
share a few things that are very interesting and very, very
powerful. These are things I just learned about in the past
week or so. Let’s talk about search engines.
With
millions of web sites out there, and tens of thousands more
coming online every single day, it is becoming more and more
difficult to get in front of the pack... or even to be in the
top 50 searches under any category.
Some time ago I
opened an Internet search engine and typed in the words
“making money at home”... and there were over 3,000
hits!
If you submitted something on home business,
within a week or so you might be number 1,012 - and that’s not
good! Yes, you can submit to the leading search engines, but
don’t rely too heavily on this.
Here is an interesting
new twist that you may be able to use to really get rich on
the web. There are several leading site search engines that
are accepting key words and key phrases on a “pay per hit”
basis, the biggest of which is goto.com. This is one of the
six most powerful search engines on the Internet. There are
several others.
The key here is to give them a word or
a phrase that you would like to be put under a specific
category, and to tell them exactly what you’ll pay per hit. In
other words, for everyone they send to you (which they keep
track of, by the way,) how much will you pay?
You can
bid as low as one cent, or you can bid $1.00, or even up to
$5.00. There are some people paying $5.00 for specific phrases
to be on this site. Now, I realize you probably can’t afford
to pay that much, but you could pay a penny, a dime, or maybe
a quarter.
You could pick something other than “home
business” - “kitchen table business” for example. Or you might
use “kitchen table money maker.” No one else is using that,
and even though it’s not the first word they’ll see under
“home business,” or “making money at home,” maybe you’ll be in
the top 50!
I’m just using these as examples. You might
submit a bid stating that you’ll pay fifteen cents for every
one they send you. If you have that, and you’ve gotten them to
agree, it would probably be a good deal if you were selling a
course for $100.00 or more. Even if you only sold one out of
every hundred people that came through (and that’s what you
might sell...one out of a hundred, only), you could pay
fifteen cents to get a hundred dollars or $99.50!
Now,
I am going to give you a list of these search engines that
will let you pay them per click through - or in other words,
to send people to your site. Goto.com is the biggest so far.
Now, here are some of the
others:
www.goto.com
www.rocketlinks.com
www.kanoodle.com
www.findwhat.com
www.simplesearch.com
www.onesearch.com.
You
can submit one or more key words to them ...you can send a
dozen if you want, and you could say, “I will pay five cents
for every one you send to me that clicks on this word.” Or ten
cents, or fifteen cents, or twenty cents, or whatever you
want! I think it is a very interesting proposition. It will
not work for everyone, but for some people it might be a real
big winner!
Personally, I like the idea. I like the
idea of paying for other prospects, because if I figure all
the time and energy I spend on working up search engine
information and fiddling with that, then leaving it up to a
great deal of chance, I’d like to pay for position because you
know exactly what position you’re going to get and what a lead
is going to cost you.
We were evaluating a product
recently, and we looked at goto.com and saw what we would have
to pay. In that category the top lead price being paid for the
number one position was twenty-five cents. All I had to do was
sit down and figure out if I could afford a twenty-five cent
lead cost. Or could I perhaps have been able to afford a
twenty-six cent lead cost?
Yes, it would make really
good sense to pay twenty-six cents for a lead! I knew then
that if I decided on that product for twenty-six cents a lead
I could be in the number one position on that search engine.
That makes it possible for me to evaluate a situation and
proceed if it makes dollar and cent sense for me... so I like
it!
I would recommend you really watch your budget,
because some people have more money to spend than others. The
beauty of this system is the fact that you’re not going to pay
anything if it doesn’t work, and the tract leads to you, which
is always a good situation. You’re not paying unless there is
a result!
The only down-side is the fact that you have
to make sure when you get leads you are converting the right
percentage of them to sales.
Of course, the bottom line
comes down to the fact that without leads you make no sales,
so you have to weigh that out. Just remember that you are
exposing yourself to potential expense to be in that top
listing.
If you’ve got the money this is a great idea.
If you don’t have a lot of money to risk, you want to very
closely watch the reporting on how large a bill you are
racking up and what result it is getting you. But it is worth
testing!
I think it may be important for you not to
pursue the most hits, because if you’re paying a quarter and
you get a thousand hits, you’ll owe them $250.00. You have to
put the money up with a credit card, such as $100.00 in
advance, or put your card number up where they can start
banging away at it.
The key here is if you use this
interesting and potentially profitable system, you want to
have less hits - but you want them to be very specific. Words
like “home business” are not necessarily even good, because
they’re too broad. “Selling information at home” would be more
specific and give you a chance, to get less hits than “home
business,” but then you pay less for the hits and perhaps
you’ll convert many more hits.
You don’t have to go for
the number one position. On goto.com between the number one
position and the 7th, 8th, 9th, or 10th position there is
generally a huge difference. On one category the number one
position is $1.25 and the number 11 or 12 position was a
penny.
You can try it at the bottom line, since you
don’t know what the quantities are going to be. You’ll see
what it is going to cost you, how much traffic it is
delivering, and how many prospects are converting. Then,
depending on what you can afford, you move right on up the
ladder.
Plus, some of these services have a deposit
program where you can put up some money... I think I saw one
with a minimum of $25.00...and you get clickthroughs until
your money is gone. That’s a great way to limit your
exposure.
At that point you can say, “I’m willing to
see what $100.00 gets me.” Then you can see what kind of sales
you make from that hundred dollars. If you spend a hundred,
get click-throughs galore, sell $300.00 worth of stuff, and it
only costs you $50.00 to send it, you’re money ahead! Perhaps
it’s time to raise it to $250.00. But if you spend $200.00 and
only get $50.00 worth of sales, you had better re-evaluate how
you’re doing it.
I like the idea of doing some research
on goto.com and some of the other sites and seeing what turns
up. You could try different categories. You could try a more
specific category where somebody else may not even be there,
and for a penny a hit you’re number one.
You’re not
going to get as many hits because it is much more specific,
but they will be more qualified prospects. You can toy with
that, and I think, if I’m not wrong, you can certainly be on
more than one category.
And remember, goto.com has the
unique ability where you can search under the key words and
they will tell you how many hits went to each of those words
during the previous month... so you’re not fishing totally
blind! They’ll tell you how many people searched on “home
business,” how many people searched on “kitchen table
business,”etc. so you do have an estimate of the number of
searches for the previous month before you make a bid.
|
| |
Three
Easy Ways To Get Powerful Ideas That
Could Make You A
Fortune On The Internet! |
| |
Now I have
three easy ways to get powerful ideas that could make you a
fortune on the Internet!
I speak with many customers,
and when they are talking to me, they’re always saying they
don’t have any ideas, and they don’t know what to sell. That
amazes me, because when I look at my own business and talk to
other successful people in our marketplace we always joke
about the fact that we have the exact opposite problem. We
have too many ideas and not enough time to pursue all of
them!
Nevertheless, there are a lot of people out there
who simply don’t know how to get ideas. Therefore, here are
three easy ways to create and develop cash producing ideas
that could make you a fortune on the
Internet.
1. Find promotions that are working
well for other people on the Internet
and use their
ideas.
Anything that someone’s using to make
money for themselves can be modified to make money for you and
your web site! Just find promotions that are making money for
other people right now, and study them. Think conceptually.
Think about the reasons why those promotions are
working.
Try to explore the real reasons they are
making money. Try to look behind the promotion into the heart
of why that particular web site is working or making money.
What’s behind their success? Why do people get excited when
they visit those web sites? Why do people fork over their
credit card and purchase those products?
You can use
this information a couple of different ways. You can sell
something similar to what they have. You can go to that same
market and say, “I’ve got something that is similar to this
product that’s working well.” Or, you can use their themes or
their main copy formulas for whatever you’re selling. You’re
not going to steal their exact idea or copy, but you can
incorporate their main themes and formulas into your own
marketing plan.
2. Get to know your customers
intimately.
Know what your customers like and
develop products and services for them based on this
knowledge. This is one of the simplest money making secrets,
but many people tend to complicate it and make it harder than
it is.
Many people spend way too much time thinking
about what to sell rather than the people that they want to
sell to and their market. You should constantly be thinking
about your best customers. Offer them a variety of products
and services that fill their needs and wants!
By
knowing your customers intimately, getting into their heads,
and finding out what they like and what they want to buy, you
can create a product or service that caters to your market’s
needs and serve them!
You can test selling messages and
find out what your market responds to the best. By knowing
your market intimately, though, you’re going to have a better
idea of what they’ll respond to, what they like, what they
want, and what they need.
Your intimate knowledge of
these people will grow as you begin to serve them, do business
with them, and hear from them. They will e-mail you, write
you, and tell you more about why your products help
them.
The more you do business with that select group
of customers, the more you’re going to find out, and the more
you’re going to learn about who they are and how you can help
them through the products and services you offer
them.
3. Collect every great ad and sales
letter you can find.
You need to study ads,
and always look for new ads that work, old ads that still
work, and keep notes on what you like about these ads and
sales letters. You can use this information to piece together
your own powerful ads, products, and services based on the
information you see from other great ads and sales letters you
find.
I have a huge binder full of ads and sales
letters. In fact, I have more than one binder full of ads and
sales letters that other people are using. If I see an ad or a
sales letter that I know is powerful and making a huge profit,
or if I see phrases or headlines that I like, I photocopy it
or just take the whole ad and stick it right in a binder and
keep a collection.
That collection is very valuable to
me whenever I go to create new ads and sales letters! If you
don’t already have a collection of ads and sales letters, you
should definitely start your own collection! You can come up
with all kinds of breakthrough ideas just by studying sales
materials that other companies are using. Then find ways to
transfer those ideas and concepts into your own
promotions.
Here’s a trick that most people never think
about! When you come across a web site that you know is
getting a lot of traffic, you can actually print that web site
out on your printer and add it to your collection of ads and
sales letters. You could create an entire section in your
binder that contains only web sites.
Most people don’t
even think about printing web sites out. They see good web
sites and they just try to remember what they saw, or they’ll
jot down a little note and try to remember where the address
was for that web site so they can return to it. Memories fade
quickly!
By actually printing out the web site, you can
add it to your collection and have a file containing Internet
promotions and sales letters. The nice thing about most web
sites printouts is the fact that they actually list the web
site address right along the bottom of the printed page so you
can have a permanent imprint of where that web site was if you
need to go back and see if they’ve updated it, and to see if
they’re testing new things.
By collecting the ads and
sales letters you see in print in magazines, newspapers, and
direct mail pieces, and adding that extra dimension of
printing web sites that you see directly off the Internet and
adding those to your collection, you can create a huge
collection of sales letters, ads, headlines, and all sorts of
offers. Then, every time you need to create your own sales
pieces or just get ideas for different products to create, you
can turn to this collection! It can be an invaluable resource
for you!
These ideas are pretty simple. There are just
three of them. If you’ll use these ideas, you should never
have an excuse again for why you don’t have any ideas! There
are many ideas out there. You need to figure out how to go out
there and grab the ones that will work best for your
situations and your customers. You’ll have more ideas than you
can ever use!
The late great Godfather of discount
marketing and the founder of Wal- Mart, Sam Walton, once said
he didn’t think he could attribute any of his success to any
idea that he didn’t copy from someone else. That’s a good
statement to remember! The true innovators, movers, and
shakers out there in the world of riches generally know how to
copy an idea to success.
I don’t mean for you to steal
ideas! There’s a big difference between stealing and copying.
That’s why they call a collection or file of advertisements
you like that made money a “swipe file.” It’s where you go to
dip in and get ideas for your own marketing, for your own
products, and for your own services to offer.
This is
the beauty of the World Wide Web! You don’t even have to
subscribe to magazines or rip open junk mail to get good
ideas.
By the way, there is no such thing as “junk
mail” when you are building a swipe file. It’s all valuable
information that you may want to keep!
With the
Internet, though, all you have to do is hit the print button,
or click on “file” then click on “print” in the menu that
comes down. Print out those pages and “borrow” from the ideas,
the layout, the design, the color maybe... maybe even a type
font or the way type is presented on the page!
This is
valuable stuff to keep and file away. Then, when you are
needing an idea, just start thumbing through it.
|
| |
The 60
Seconds It Takes To Make An Impact And
Start Making Money
On Your Web Site! |
| |
I want to cover
the 60 seconds it takes to make an impact and start making
money on your web site. I say “60 Seconds” because we’re all
television channel surfers, and now we’ve all become web site
surfers.
You put in hours and hours of time and effort
working on your meta-tags, search engines, advertising, goto
ads, mail ads, postcards, and any other kind of advertising
designed to get someone to your site.
The problem is,
you only have about 60 seconds to grab their attention, make
an impact, and hold them there so you can start making money.
They only give you about one minute of their time and glance
at your site. If there’s not something there that gets their
interest - just like on T.V. - they’re going to click away or
go somewhere else - and you’ve lost them! They may never come
back!
Therefore, I want to discuss what to do to your
site so that prospects will spend some time there and money
there!
First of all, one of the mistakes I see people
making most often is having a page that does absolutely
nothing except show their logo. You go to their site and
there’s a logo there that takes up to 30 seconds to load. You
end up sitting there watching it, and about half of it
appears, you see what it is, and the button to go into the
site is at the bottom... you end up having to wait and wait
and wait.
All these sites tend to say is, “Look at our
cool logo. Isn’t this awesome?”
You don’t want a page
that does nothing but show your logo. That’s a huge mistake!
Thousands of web sites make this mistake - don’t follow in
their footsteps!
Get right to the meat and potatoes.
Put your menu up there! Show something! Start talking, or have
some words... don’t just show off a big logo.
Next, I’d
like to cover some things you can put on your site besides
spinning globes and blinking graphics that people want to look
at. One of these things is information. If you put something
powerful right at the top that they’ll want to read, they’ll
stop for a second and read it. If you can stop them long
enough to read a sentence, maybe they’ll read a paragraph. If
they read the paragraph, they might read your whole page and
stay on your site.
One thing you can put up there is a
headline. Another thing you can put up there is a tip - some
kind of free advice. If you don’t have something of your own,
you can put a quote there. It could be a quote from a famous
person, or it could just be a quote out of a book. The quote
should impart some advice that makes people nod their head and
say, “That’s powerful!”
The quote’s purpose is to open
the dialogue with them. In their mind they think you just
helped them a little bit and that you’re a wise, helpful sage.
If you’re selling information, the quote should say something
related to your information. You could perhaps quote a famous
old guy who can’t argue anymore and change his mind, like
Abraham Lincoln or John Rockefeller. Make sure the quote
relates exactly to the point you’re trying to make on your
site so people will identify with it.
There are other
things that can bring people to your site over and over. Some
sites have a daily horoscope, and if you want one, there are
free services that will put one of these on your site for you
that allows people to click on their zodiac sign and get their
horoscope.
You could also get news that relates to your
business or market. You can have it specifically tailored so
you have news, weather, ski conditions, and other things like
that people will come back and look at.
You could have
book reviews and set up a deal with Amazon.com or a similar
company where you get a commission.
A tip of the day is
a great thing to have because you can change it all the time,
but it is a lot of work. It depends on whether you are willing
to put the time in. You don’t want to have a tip of the day or
tip week and get tired and not update it.
Ask yourself,
“How can I serve the customer? They’ve come to my web site.
How can I help them feel good about doing business with me,
that I’m a helpful guy, and make them want to know
more?”
A friend of ours recently purchased a web site
called optionmentor.com. This whole site is advertising.
Everyone he sent to go look at it said, “It’s just a sales
letter. It went on and on.” Now he’s taking our advice and
setting it up so that there’s going to be stock market news on
it every day.
There will be tips from famous people -
“famous stock market traders”- and he’ll have links where they
can go and see graphs and charts, and get the latest news. Of
course, he won’t put a horoscope on there, but he’ll have book
reviews and such. When people go to the site after it’s
finished, they’ll say, “Hey! This looks like a helpful site.”
They might bookmark it.
If someone bookmarks your site
you’ve got it made, because they can always come back just by
going in and bookmarking it. You have something that makes
them want to come back. It’s not just a sales pitch! If you
can impart some valuable information of some kind, then you
have a big jump on everyone else who’s just
advertising.
|
| |
HOT
New Money-
Making Tactics From
The Online World! |
| |
The Hottest Internet Get-Rich
Techniques
Of TODAY! |
| |
How To
Thrive In Your Internet Business
By Focusing On The Eight
Basic Missions
Of A Business! |
| |
|
In this article, I’m not going to share just one great idea
with you... I’m going to share EIGHT! I call this “How To
Thrive In Your Internet Business By Focusing On The Eight
Basic Missions Of A Business.”
Now, I have to be fair
with you. This is normally a one hour introduction that I give
new clients to turn their thinking around. I am going to
compress it into a few paragraphs. The only reason I’m
attempting to do this is because I think it is very important
that we get these things in our minds.
I am going to
share eight different approaches, and I want to tell you that
anything that we can do as marketers - especially Internet
marketers - to boost or improve any one of these areas is
going to have a mathematical effect.
This is what you
really want to look at, and this is what I’m working on when
my goal is to get spectacular improvements with a client. You
want to look for exponential improvements, which is when you
work and make improvements on three or four
areas.
But... what if you are running on all eight?
You’ll have a profit powerhouse on your hands!
Now,
let’s really take a look at these eight basic missions of a
business.
1. Love Thy
Customer
I actually call it the First
Commandment. It’s even written as a commandment. It states
that we should “Love thy customer.”
There is a lot of
misunderstanding out there in the world of marketing. Many
people who are ignorant to the way business works think that
you get rich by ripping people off. Nothing could be further
from the truth!
The only way you will actually really
get rich is by delivering a product or service that your
market wants, values, and pays for again and again. Most
businesses are very repetitive, essentially selling the same
things over and over.
You have to love your customer,
and you have to realize that your whole focus should be on
giving them what they want and serving them to the utmost of
your ability.
The next three principles come in a group
of three which I call The Three Universal Laws Of Web
Success. Remember, all of these principles are related to
success in business.
2. Develop a Great
Product
The first thing you have to do is
develop a great product. If you’re on the take, it won’t take
long for your market to notice it. You’ll never get the repeat
business. You may not even get initial business! Therefore,
you have to start out with a strong
product.
Fortunately, you don’t have to create it
yourself. There are all sorts of people who can make you a
good product, but you have to have something to
sell.
3. Write A Web Site That Sells Your
Product
Now we’ve gone from the product to the
marketing materials. Since we’re on the web and we’re dealing
primarily with web marketing (and e-mail marketing is closely
related), you have to sell your product, you‘ve got to have
good copy, you’ve got to have a path, and you’ve got to have
flow.
4. Attract Targeted
Customers
Then, when you’ve got the product
and you’ve got the irresistible marketing tools which are full
of benefits, you are in business. Next: you’ve got to attract
targeted customers, who are people who might be interested in
your product.
That’s why it really doesn’t do much good
to load your site up with key words such as “sex,” “bondage,”
and such. If people come to your site where you’re selling
tamales or information products on exercise and fitness, they
don’t relate to sex, and people are going to say, “I got
gypped.”
You want to get the targeted traffic. That way
you spend less and put out less effort getting more bang for
your bucks!
Those are the three universal laws of web
success: develop your product, write a web site that can sell
your product, and get attract targeted customers.
Then
we move into one area that should profoundly affect your
thinking. These are the only three ways to increase your
revenues on the web or off the
web.
5.
Increase The Number Of Prospects That Come To Your
Site.
Now you need to be focusing on how to
build website traffic. So, how do you build website traffic?
There’s a great number of options waiting to be utilized,
including:
- Contests
- Forum postings
-
E-mail mailings
- And off-line advertising, among other
things.
Everything we’ve talked about is included in getting
prospects.
6. Increase the number of prospects
you convert to buyers.
The next challenge is
to increase the conversion rate to clients. If people come to
your site, surf, and leave, that hasn’t really done you as a
merchant any good.
When you’re working on getting your
prospects to come to your website, it’s only one component of
the process. Working on converting those prospects into
customers is another component. You do that with effective
copy, good graphics, good lay-out, and quick load
times.
7. The only other way you can increase
revenue is to sell more to clients.
There are
a lot of different ways to do this but, basically, it breaks
down. You could have greater initial sales, or you could sell
products over time. For instance, we’ve got one product that
we market at $19.97 and on the order coupon there it states,
“For a better experience, please include these cassette tapes
that cost $22.93.” And those extra cassette tapes actually
cost more than the primary product!
It is an
opportunity, and at this point 22% of the people are taking
the upgrade. That’s additional free money for us! That’s one
way you can increase revenue, with additional free
money.
You want to solicit your customers again and
again as well, of course, and sell them more products over
your back-end. Are you staying in contact? Did you get to
subscribe to your e-zine? When you mail out your e-zines, you
can include an advertisement after your content.
Those
were three ways to increase your revenues. There are no other
ways. Increasing the number of prospects ties directly to
increasing the conversion rate, also. If you increase the
number of prospects, you’ll increase your clients. You must
increase your clients’ conversion rate also, though, to try
and sell your clients more.
And now we’re up to the
final point.
8. DO IT!
Point
number eight is the biggest stumbling block I see when it
comes to all the people I work with. Some understand
immediately and work with it. You should do whatever you have
to in order to break through - Ready, aim, fire!
You
have to do something, so DO IT! The only guaranteed failure
that you will ever have is being too afraid, too reticent, or
too cautious to begin. That’s guaranteed
self-sabotage!
Now, I can’t tell you you’ll have
tremendous success on your first effort, but I can tell you
this: If you take the feedback you get from that and tinker
with something, you will eventually find success.
Take
all eight of these together and use them correctly, and you
will thrive in your Internet business because you will be
focusing on the eight basic missions of an Internet
business.
|
| |
Nobody
Wants Your $100.00 Bills...
But You Can Still Get Rich On
The Web! |
| |
The topic for
now is going to be, “Nobody Wants Your $100 Bills, But You
Still Can Get Rich On The Web.” This is a hot little item
reported by Marquee Target Marketing recently that caught my
attention.
In a marketing test, an Internet company ran
an ad on their site. They were prepared to give away $2,000 in
one hundred dollar bills. Here’s the ad:
“Free $100
Bill - Yes, it is true! We will send you a crisp, new, real
$100 bill if you act quickly. All you have to do to receive
this $100 bill is to pay $10.95 for overnight delivery. Act
now, this offer is legitimate but it is limited!”
Holy
cow! Guess what? Nobody took advantage of this offer! Not one
single person. They were prepared to give away a couple
thousand dollars at $100 a hit, but nobody asked for a free
$100 bill.
Now I ask you, would you spend $10.95 for
delivery by UPS or FedEx to get $100? Of course you would! I
know that I would!
Why didn’t anyone take advantage of
this super offer? In a nutshell, nobody believed the ad.
Nobody thought that anybody in their right mind would give
away hundred dollar bills! This situation comes down to trust
and credibility - or the lack of trust and credibility at any
rate.
That’s the reason most people are not buying from
YOU on the Internet, or not buying from YOU often enough,
regardless of what you’re selling. You’re not selling hundred
dollar bills, but you have merchandise, products, information,
and other such items.
To increase your sales you’ve got
to build trust and credibility. Regardless of how good your ad
or sales material is, folks won’t buy unless they really
believe they can trust you. You must bend over backwards to
show people you’re worth their confidence and
trust.
Here are six ways (there are more, I’m sure) to
build the kind of trust that is vital to your
success.
1) Identify
yourself.
The web can be a very personal or
impersonal media. You want to make it personal. Don’t hide
behind a company name. If you’re A & B Marketing because
your name is Al and your wife is Bonnie, you should display a
photo of Al and Bonnie to show that you are real live human
beings. That’s who people want to do business
with.
2) Make it very, very, very easy to
contact you.
List your physical address, your
e-mail address, your fax and phone. Let everyone know how
easily and quickly they can get in touch with
you.
3) Whenever possible, offer free
samples.
This is easy to do if you’re selling
information products. You let people see a couple of the
reports you have, or maybe let them download a chapter from a
book you have. If you’re selling regular products this
technique is a little bit more difficult to use. Then you have
to use a different approach.
For example, if you’re
selling watches that you import from Hong Kong or Taiwan you
can’t give away samples. Still, you can have a thorough
description of the product on your site, plus one or more
sharp, clear photos of the product. These things are very
important when selling merchandise!
4) Provide
feedback
You want the testimonials of other
people who are satisfied with the business they’ve done with
you. Great testimonials from happy customers build confidence
and trust.
5) Offer a powerful money-back
guarantee.
Leave no question or doubt in the
potential buyer’s mind - no five or ten day nonsense! Your
guarantee should be at least 30 days and it should be
absolute. It should be completely risk-free to the buyer. This
builds great confidence.
There are several other ways
you can build confidence in your prospects, but these are the
most important ones that successful marketers are currently
using.
|
| |
The Ten
Secrets Of The Highest Paid
Copywriters In The World! |
| |
The title of
this article is “Ten Secrets Of The Highest Paid Copywriters
In The World.” Now, just as a preface, you may be thinking,
“What does copywriting have to do with me making money on my
web site?”
Let me tell you, it has everything to do
with making money on your web site!
One of the biggest
assets you can have as an Internet marketer is the ability to
write powerful advertising and sales copy. That is one of the
biggest problems I see on the Internet today as I search for
web sites both related and unrelated to the market that I’m
in.
Many of the commercial “E-Commerce” web sites out
there on the Internet today just look good. They’ve been built
by designers who were interested in putting fancy graphics up
and promoting their own businesses. They’re more into the
graphic side of it rather than actually promoting the products
and services that those web sites are trying to sell. Many
times That’s the sort of mentality you end up with when you
hire a graphic artist or one of those fancy web marketing
companies. They’re typically only interested in making
themselves look good by building a web site that they can pat
themselves on the back for and say, “Look what we did! Look
what we did!”
Learning the secrets of writing great
advertising copy can actually help you make huge amounts of
money with your web site. In this case, as the saying goes,
the pen really is mightier than the sword. A good ad or sales
letter can actually be worth hundreds of thousands of dollars
over its lifetime to you!
Think about this with me for
a minute. Your web site can actually be on the Internet for
years, as long as the Internet exists - and from all the
information we’ve gotten, we believe it will be around for
years and years and years to come.
An ad that you write
one time could literally be seen by millions of people over
the course of its time on the Internet. You could remove it if
you wanted to, but let’s assume you leave it up there for
years. Now, let’s say you spend 100 hours total writing the
sales letter. You’ve got it in its best form, so you slap it
up on your web site.
Now over the course of the time it
is up there - perhaps a year, perhaps ten years, who knows -
that sales letter actually makes you a total of $100,000 in
profit. That’s totally possible, and if you ask a lot of
people who are successful on the Internet, they’ll say that
making $100,000 with one sales letter isn’t that hard to do.
If you do that, you will have just made $1,000 for every hour
you spent writing that sales letter!
A good copywriter,
no matter whether it’s a mail order copywriter or an Internet
copywriter, can easily earn up to $1,000 or more for every
hour he or she spends writing ads or sales letters. In fact,
many top-notch copywriters earn a lot more than
that!
With that in mind along with a realization of the
potential power of writing your own sales letters and ads for
your web site on the Internet, here are ten copywriting
secrets that the best copywriters use. If you’ll follow their
secrets you can quickly learn how to write powerful ads and
sales letters for your own web site and direct response
marketing campaigns too.
1) They do everything
possible to know every aspect of their products and
services.
Look for uniqueness, special
features, and benefits that can be offered to prospects or
customers.
Some copywriters that aren’t professional
and don’t take the time to learn the copywriting trade or how
to write successful advertising will only abstractly know
their products. They know what the price is and they know a
few of the main features, but to be a very successful
copywriter you need to know down to the finest detail about
your products and services. This way you can look for unique
ways to present those benefits. They may not all be benefits
that would come to people’s mind right off the bat, but you’ll
get all the nitty gritty details of your offers and products
so you can present that to your customers through your ads or
sales letters.
2) They learn everything they
can about the market their sales material is targeted to
reach.
This is a very important thing! A lot
of people focus too much on the products they’re trying to
sell and not enough time on the people they are trying to sell
their products to. Therefore, you should learn everything you
can about the people you are trying to reach - what they like,
what they buy, their lifestyle, what they spend their money on
- these kinds of things.
3) They know the right
words, phrases and approaches that will make their offer more
effective.
There are published books you can
get in bookstores today that list words that sell. In fact, I
believe there is a book called, “Words That Sell,” and you can
study that book. There are many other books and reports like
it that list phrases and words that people use to sell
products and services.
If you can find a way to
incorporate certain words that make your offer stand out, you
can actually word your ads and sales letters so that they sell
better, are more powerful, and actually net you more sales
than if you would just use other words that weren’t as
powerful.
4) They learn everything they can
about the competition.
They find out how their
products compare in value and quality. They know what kinds of
promotions their competitors are using, and they learn how to
incorporate some of those secrets and techniques into their
own marketing.
I read a great story in a book about Sam
Walton. It said his kids actually got tired of running into
Kmarts all the time. He said Sam Walton actually professed to
have been in more Kmarts and spent more time in Kmarts than
anybody else on the face of the earth - including any Kmart
employee or owner, for that matter.
That’s a powerful
example. Just because you sell one product doesn’t mean you
can’t go on another web site and purchase other people’s
products. In fact, I recommend you spend a lot of time buying
offers from other people that are selling things similar to
yours or things that complement your product so you can get
ideas on how to incorporate some of the marketing techniques
that they’re using into your own ads, sales letters, and
offers.
5) They know how to gather testimonials
to increase the response to their ads and sales
letters.
When you by products from a lot of
the offers you see today, the business isn’t gathering
testimonials. Occasionally someone will, and if you just are
selling a product or service, they’ll occasionally send you a
testimonial. But that’s going to occur far and few
between!
If you actually incorporate some method of
gathering testimonials, you’ll find that people will be happy
to send you testimonials. If your product is good and
impressive, they’re going to send you an endorsement you can
use in all your ads and sales letters.
On a web site,
you might actually have a page that is specifically full of
testimonials that your customers have sent you. You don’t have
to just have a few. Because you’re on the Internet, you could
have pages and pages of testimonials! In your main sales
letter you might have a few placed sporadically. You could
also have a link that says, “Click here to read what all my
customers are saying about me. We have thousands of
testimonials on file...” (or whatever the case may
be).
6) They collect and study ads that have
similar products.
They can do this to get
creative ideas that help them with their ads. They seek out
ads that have been running continuously. They can also look
for these kinds of ads to avoid the mistakes that other
marketers are making.
One of the things that many
copywriters and marketers talk about is their swipe file. A
swipe file is simply either a box full of sales letters and
ads or a notebook full of sales letters and ads that they can
refer to every time they need new ideas. They can flip through
the ads and sales letters.
They might have printouts of
web sites they’ve visited with good layouts, copy, etc. The
swipe file is something you can refer back to again and again,
to read and study what other people are doing.
One of
the most important things to look for if you’re looking at web
sites or direct mail packages is ads that are running over and
over again. If you see ads changing all the time, it probably
means that what they’re using isn’t working and they are
looking for something new. But when you see an ad running over
and over again without any change - assuming they are testing
like they should be doing - that means that you’re dealing
with a successful ad or sales letter, and you can incorporate
some of the ideas they are using into your own
marketing.
I’m not saying you should steal their ideas
- that is totally wrong! But you can look for ways to
incorporate some of the main themes and ideas that those
companies are using into your own
advertising.
7) Focus on the ultimate goal of
each ad or sales letter.
Who is the ad written
to, and what is the ad’s intended end result?
Whenever
you create an ad or sales letter you need to focus on your
ultimate goal. That should be, obviously, to get the order for
what you are selling. Make that the ultimate goal of your
sales piece, whether it’s an ad or a sales
letter.
Whether you’re trying to get them to send for
more information or to actually order your product, every word
you write should be thought out and created in such a way to
move them through your sales letter and get them to the close
where you actually present the offer and get them to invest in
whatever product or service you’re selling.
8)
They know how to create irresistible offers that make people
want to buy.
Anybody can write an ad or sales
letter that explains what the product is and says, “Here, it’s
available for $XX.XX,” but a powerful copywriter knows how to
create irresistible offers using language that sells the
products to people who want to buy them.
It is very
important that you know the language of a powerful sales
letter or ads so that you can create those irresistible
offers.
9) They know the importance of testing
as many different elements as possible and they do this as
frequently as possible.
With a web site, test
generation is very simple. You can simply go on the web site,
make a change, and if you’re getting lots of traffic within a
day or two, you know whether that new test is working or
not.
You always need to be testing something new, be it
a new headline, a different price, a different guarantee, or
any of the myriad of things that can be changed. You always
need to be testing something and have a way to track the
results so you can find out which ads, sales letters, and
headlines are working the best. This way you can always be
moving towards making more money with your web
site.
10) They know how to
close.
This is probably the most important
aspect for you to learn. This is knowing how to create strong
sales presentations, how to close the sale, how to get the
peoples’ money, how to have them send you their check or money
order or, in the case of the Internet, have them click that
special button to charge it right to their credit
card.
The closing is the most important part of your
sales letter next to the headline, because if you don’t ask
for the order you’re not going to get it. There is no way that
anybody is going to go ahead and do it on their own! You might
have a few sales, which are people that say, “I need this.
Here’s their address. I guess they didn’t really tell me what
to do with my money, but maybe I’ll just send them a check and
hopefully the product will arrive.”
If you go
step-by-step and tell your prospects, “Follow these steps to
order now! Just click this button and charge it to your credit
card. It will be easy!” Whatever you do, you have to close
your sales letters or you won’t be successful.
The best
secret of all is that great advertising copywriters are made.
They are not born!
It is not a skill that you either
have or you don’t have. You can learn these ten things and
earn a fortune in the process. Successful advertising
copywriters charge up to $15,000 or more just to write a
simple direct mail package. They get paid huge fees because of
all the money their ads and sales letters can
make.
Just one sales letter that took about a hundred
hours to make can easily generate over $100,000 or more in
profits. Some bring in even millions of dollars in
profits!
By learning these secrets yourself, you not
only save the time and the money of having another copywriter
write your ads, but you’ll be able to crank out profitable
cash-producing ads and sales letters every time you need them,
for any sort of product you ever create now or in the
future.
Learning how to write successful, powerful
copywriting, advertising, and sales letters is one of the most
important things you can ever learn.
|
| |
The Ten
Secrets Of The Highest Paid
Copywriters In The World! |
| |
The title of
this article is “Ten Secrets Of The Highest Paid Copywriters
In The World.” Now, just as a preface, you may be thinking,
“What does copywriting have to do with me making money on my
web site?”
Let me tell you, it has everything to do
with making money on your web site!
One of the biggest
assets you can have as an Internet marketer is the ability to
write powerful advertising and sales copy. That is one of the
biggest problems I see on the Internet today as I search for
web sites both related and unrelated to the market that I’m
in.
Many of the commercial “E-Commerce” web sites out
there on the Internet today just look good. They’ve been built
by designers who were interested in putting fancy graphics up
and promoting their own businesses. They’re more into the
graphic side of it rather than actually promoting the products
and services that those web sites are trying to sell. Many
times That’s the sort of mentality you end up with when you
hire a graphic artist or one of those fancy web marketing
companies. They’re typically only interested in making
themselves look good by building a web site that they can pat
themselves on the back for and say, “Look what we did! Look
what we did!”
Learning the secrets of writing great
advertising copy can actually help you make huge amounts of
money with your web site. In this case, as the saying goes,
the pen really is mightier than the sword. A good ad or sales
letter can actually be worth hundreds of thousands of dollars
over its lifetime to you!
Think about this with me for
a minute. Your web site can actually be on the Internet for
years, as long as the Internet exists - and from all the
information we’ve gotten, we believe it will be around for
years and years and years to come.
An ad that you write
one time could literally be seen by millions of people over
the course of its time on the Internet. You could remove it if
you wanted to, but let’s assume you leave it up there for
years. Now, let’s say you spend 100 hours total writing the
sales letter. You’ve got it in its best form, so you slap it
up on your web site.
Now over the course of the time it
is up there - perhaps a year, perhaps ten years, who knows -
that sales letter actually makes you a total of $100,000 in
profit. That’s totally possible, and if you ask a lot of
people who are successful on the Internet, they’ll say that
making $100,000 with one sales letter isn’t that hard to do.
If you do that, you will have just made $1,000 for every hour
you spent writing that sales letter!
A good copywriter,
no matter whether it’s a mail order copywriter or an Internet
copywriter, can easily earn up to $1,000 or more for every
hour he or she spends writing ads or sales letters. In fact,
many top-notch copywriters earn a lot more than
that!
With that in mind along with a realization of the
potential power of writing your own sales letters and ads for
your web site on the Internet, here are ten copywriting
secrets that the best copywriters use. If you’ll follow their
secrets you can quickly learn how to write powerful ads and
sales letters for your own web site and direct response
marketing campaigns too.
1) They do everything
possible to know every aspect of their products and
services.
Look for uniqueness, special
features, and benefits that can be offered to prospects or
customers.
Some copywriters that aren’t professional
and don’t take the time to learn the copywriting trade or how
to write successful advertising will only abstractly know
their products. They know what the price is and they know a
few of the main features, but to be a very successful
copywriter you need to know down to the finest detail about
your products and services. This way you can look for unique
ways to present those benefits. They may not all be benefits
that would
come to people’s mind right off the bat, but
you’ll get all the nitty gritty details of your offers and
products so you can present that to your customers through
your ads or sales letters.
2) They learn
everything they can about the market their sales material is
targeted to reach.
This is a very important
thing! A lot of people focus too much on the products they’re
trying to sell and not enough time on the people they are
trying to sell their products to. Therefore, you should learn
everything you can about the people you are trying to reach -
what they like, what they buy, their lifestyle, what they
spend their money on - these kinds of
things.
3) They know the right words, phrases
and approaches that will make their offer more
effective.
There are published books you can
get in bookstores today that list words that sell. In fact, I
believe there is a book called, “Words That Sell,” and you can
study that book. There are many other books and reports like
it that list phrases and words that people use to sell
products and services.
If you can find a way to
incorporate certain words that make your offer stand out, you
can actually word your ads and sales letters so that they sell
better, are more powerful, and actually net you more sales
than if you would just use other words that weren’t as
powerful.
4) They learn everything they can
about the competition.
They find out how their
products compare in value and quality. They know what kinds of
promotions their competitors are using, and they learn how to
incorporate some of those secrets and techniques into their
own marketing.
I read a great story in a book about Sam
Walton. It said his kids actually got tired of running into
Kmarts all the time. He said Sam Walton actually professed to
have been in more Kmarts and spent more time in Kmarts than
anybody else on the face of the earth - including any Kmart
employee or owner, for that matter.
That’s a powerful
example. Just because you sell one product doesn’t mean you
can’t go on another web site and purchase other people’s
products. In fact, I recommend you spend a lot of time buying
offers from other people that are selling things similar to
yours or things that complement your product so you can get
ideas on how to incorporate some of the marketing techniques
that they’re using into your own ads, sales letters, and
offers.
5) They know how to gather testimonials
to increase the response to their ads and sales
letters.
When you by products from a lot of
the offers you see today, the business isn’t gathering
testimonials. Occasionally someone will, and if you just are
selling a product or service, they’ll occasionally send you a
testimonial. But that’s going to occur far and few
between!
If you actually incorporate some method of
gathering testimonials, you’ll find that people will be happy
to send you testimonials. If your product is good and
impressive, they’re going to send you an endorsement you can
use in all your ads and sales letters.
On a web site,
you might actually have a page that is specifically full of
testimonials that your customers have sent you. You don’t have
to just have a few. Because you’re on the Internet, you could
have pages and pages of testimonials! In your main sales
letter you might have a few placed sporadically. You could
also have a link that says, “Click here to read what all my
customers are saying about me. We have thousands of
testimonials on file...” (or whatever the case may
be).
6) They collect and study ads that have
similar products.
They can do this to get
creative ideas that help them with their ads. They seek out
ads that have been running continuously. They can also look
for these kinds of ads to avoid the mistakes that other
marketers are making.
One of the things that many
copywriters and marketers talk about is their swipe file. A
swipe file is simply either a box full of sales letters and
ads or a notebook full of sales letters and ads that they can
refer to every time they need new ideas. They can flip through
the ads and sales letters.
They might have printouts of
web sites they’ve visited with good layouts, copy, etc. The
swipe file is something you can refer back to again and again,
to read and study what other people are doing.
One of
the most important things to look for if you’re looking at web
sites or direct mail packages is ads that are running over and
over again. If you see ads changing all the time, it probably
means that what they’re using isn’t working and they are
looking for something new. But when you see an ad running over
and over again without any change - assuming they are testing
like they should be doing - that means that you’re dealing
with a successful ad or sales letter, and you can incorporate
some of the ideas they are using into your own
marketing.
I’m not saying you should steal their ideas
- that is totally wrong! But you can look for ways to
incorporate some of the main themes and ideas that those
companies are using into your own
advertising.
7) Focus on the ultimate goal of
each ad or sales letter.
Who is the ad written
to, and what is the ad’s intended end result?
Whenever
you create an ad or sales letter you need to focus on your
ultimate goal. That should be, obviously, to get the order for
what you are selling. Make that the ultimate goal of your
sales piece, whether it’s an ad or a sales
letter.
Whether you’re trying to get them to send for
more information or to actually order your product, every word
you write should be thought out and created in such a way to
move them through your sales letter and get them to the close
where you actually present the offer and get them to invest in
whatever product or service you’re selling.
8)
They know how to create irresistible offers that make people
want to buy.
Anybody can write an ad or sales
letter that explains what the product is and says, “Here, it’s
available for $XX.XX,” but a powerful copywriter knows how to
create irresistible offers using language that sells the
products to people who want to buy them.
It is very
important that you know the language of a powerful sales
letter or ads so that you can create those irresistible
offers.
9) They know the importance of testing
as many different elements as possible and they do this as
frequently as possible.
With a web site, test
generation is very simple. You can simply go on the web site,
make a change, and if you’re getting lots of traffic within a
day or two, you know whether that new test is working or
not.
You always need to be testing something new, be it
a new headline, a different price, a different guarantee, or
any of the myriad of things that can be changed. You always
need to be testing something and have a way to track the
results so you can find out which ads, sales letters, and
headlines are working the best. This way you can always be
moving towards making more money with your web
site.
10) They know how to
close.
This is probably the most important
aspect for you to learn. This is knowing how to create strong
sales presentations, how to close the sale, how to get the
peoples’ money, how to have them send you their check or money
order or, in the case of the Internet, have them click that
special button to charge it right to their credit
card.
The closing is the most important part of your
sales letter next to the headline, because if you don’t ask
for the order you’re not going to get it. There is no way that
anybody is going to go ahead and do it on their own! You might
have a few sales, which are people that say, “I need this.
Here’s their address. I guess they didn’t really tell me what
to do with my money, but maybe I’ll just send them a check and
hopefully the product will arrive.”
If you go
step-by-step and tell your prospects, “Follow these steps to
order now! Just click this button and charge it to your credit
card. It will be easy!” Whatever you do, you have to close
your sales letters or you won’t be successful.
The best
secret of all is that great advertising copywriters are made.
They are not born!
It is not a skill that you either
have or you don’t have. You can learn these ten things and
earn a fortune in the process. Successful advertising
copywriters charge up to $15,000 or more just to write a
simple direct mail package. They get paid huge fees because of
all the money their ads and sales letters can
make.
Just one sales letter that took about a hundred
hours to make can easily generate over $100,000 or more in
profits. Some bring in even millions of dollars in
profits!
By learning these secrets yourself, you not
only save the time and the money of having another copywriter
write your ads, but you’ll be able to crank out profitable
cash-producing ads and sales letters every time you need them,
for any sort of product you ever create now or in the
future.
Learning how to write successful, powerful
copywriting, advertising, and sales letters is one of the most
important things you can ever learn.
|
| |
| The
Internet Money Machine Formula |
| |
Now I would
like to share one of my best money making formulas. This is
something that we have worked on for a number of years. We
call it “The Internet Money Machine Formula!”
Follow
these four things that I am going to cover. They’re the four
M’s of your money machine. You could turn your Internet
marketing business into a virtual cash machine that just
cranks out money day and night, 24 hours a day, 365 days a
year... if you’ll follow this advice!
Here it is. There
are four key areas that you need to focus on to build your
Internet Money Machine, and they all start with “M” so it is
an easy formula to figure out.
M Is For
MARKETING
First up is marketing. Marketing is
all the things that you do to attract new customers and get
those customers to do business with you again and again. All
of us are in the marketing business - every company.
I
am reading this great book right now in which they talk about
the fact that there are 22,000 kinds of businesses that this
one author has been able to determine. I promise you, all
those businesses are a little different, but they all have one
thing in common. They all have to center on marketing, and
using the techniques that attract new customers and get them
to come back.
You can use a lot of different
techniques, but you have to focus on
marketing.
M Is For Models
The
second thing you have to focus on is models. By models I mean
that you are constantly seeking to use the proven ideas of
others. You are studying ideas that other people are
using.
You are trying to make strategies using clear,
proven directions that other people have used and are using
now to get rich.
Look for those things that are making
other people a lot of money, and then model your business
after those things. Don’t try to be a pioneer because the
pioneers all get scalped. Do what other people are doing to
make money, and you’ll make money.
M Is For
Margins
The third “M” is margins. You’ve got
to charge the highest prices possible, and they have to be the
right prices. You can’t just have a high price for a high
price’s sake. You have to test different prices, but always
look for what the highest price is that’s going to give you
the most overall sales and profits. You have to keep your eye
on those margins and keep your eyes on the
numbers.
Every business in the world has to do things
to serve their customer and make a profit. I don’t care what
business you’re in, those are your two key goals. Without
profit there can be no growth. Therefore, your margins have to
be right!
There are a lot of things you have to factor
in. Many entrepreneurs make mistakes because they try to sell
things too inexpensively. They want to give their customers a
great deal, and they are service oriented people, so they cut
and slash prices, and then they don’t factor in a lot of the
overhead and problems that come along. Once those problems
come along, they will eat them up because their margins
weren’t right. You’ve got to focus on your
margins!
M Is For
Management
The fourth key “M” in the Internet
Money Machine Formula is management. You’ve got to have the
right people! This might include employees. This DEFINITELY
includes suppliers. You’ve got to have the right management in
place.
Management is organization, and without
organization you have nothing but waste and inefficiency.
Without proper management you have nothing but chaos - and you
can’t control chaos.
You can’t build on chaos. You
can’t grow your company on chaos.
Good management
stabilizes your entire business. You’ll know your numbers. If
you don’t have organizational skills, you need to find
somebody that does so you can get some help you in those
areas.
If you just focus on those four “M’s,” you could
quite possibly build an Internet cash machine that will crank
out money over and over.
|
| |
Seven
Steps Guaranteed To Make Hundreds Or
Even THOUSANDS Of
Visitors Promote Your Site
For You Through Their Friends
And Family! |
| |
This time,
we’ve got seven steps guaranteed to make hundreds or
even
thousands of visitors promote your site for you
through their friends and family!
We just discovered this
the other day!
I know we’ve talked in other articles
about affiliate programs. I’m sure we
are going to talk
more about them in later articles. This is a program that’s
unique
because it takes the affiliate program to a
different step.
In the past, for someone to sign up and
earn commissions from you and
help promote your web site
through an affiliate program, they had to have a web
site.
This company is favemail, and you can find it at
www.favemail.com. They
have set up a system where you can
encourage visitors to your web site to set up a
system in
which a banner ad that advertises your web site and a little
tag line
above it with their own personal recommendation is
added to every e-mail they
send out to anybody they e-mail
to. They choose to participate.
Here are the
steps:
1. Visit
www.favemail.com.
2. Create a banner
ad or copy one from your own web site.
If your
web site has a banner ad on it, or if you’ve got your banner
ad on
another web site somewhere, just go there and select
copy and save it. That’s how
you can collect it. Also, if
you type “banner ad” into any search engine, you will
find
several web sites that have free or very inexpensive services
to create banner
ads for you.
3. Go fill out
the favemail sign-up form.
There is a form on
the site where you sign up, set up an account, and
actually
set up a page where your banner is stored along with all of
the comments
that people are leaving about your web
site.
4. Upload your
banner.
5. Select a favemail
icon.
They have little icons that you can pick
from, and they have several different kinds so they can fit
the style of your web site.
6. Paste that icon
in any and every web page on your site that you
wish.
This is just a simple matter of taking
the little text and such that directs people to that icon and
then to your page. You click it and just add it into your web
site.
7. Tie your favemail icon to an affiliate
program of your own.
Or, you can actually set
one up through favemail and offer to pay people points for
promoting your web site. When it results in sales, it
encourages your users and visitors to your web site to promote
your favemail.
This is a brand new system and it works
really great! What I like about this is the fact that with
affiliate advertising you are seeing ads on other web sites,
and it is a great way to do it. It is a proven
model.
This is more akin to what they call “viral
marketing” where your visitors are telling a friend, “Hey,
here’s a neat site I found, you ought to go visit it,” and
they’re being rewarded for it. Not only that, but it also
encourages the friend. There will be a place to click to add
it to their favemail which takes them over to set up and
download your banner so they can send it on.
It
spreads! The more people send this out, the more people that
send it out
and it grows. It is absolutely free of charge,
it takes just a little bit of time, and it
is a very unique
model. It is a unique twist on an existing idea.
|
| |
Five
Secrets Of Creating A
Memorable Domain Name That
Will
Stick On Your Prospect’s Mind So They Can
Remember
You And Return Again... And Again...
...And AGAIN! |
| |
In this article
I am going to cover five secrets of creating a memorable
domain name that will stick in your prospect’s mind so they
can remember you and return again and again.
1.
Keep the name simple
This step is really the
simple one. We get carried away sometimes with domain names
and try to make them very complicated and elaborate. The more
we do, the more difficult they are to remember!
The
ideal domain name is a very short name. Short names are easy
to remember. It should be a single word, but, unfortunately,
most of the single word domain sites are long gone. Sites like
Books.com or Accountants.com disappeared years ago. They are
either in use or being held out for a big sale.
These
days you don’t have those kinds of choices, but you still need
to try to keep it as simple and clean as you can. You want to
make certain it’s easy to spell. It doesn’t matter if it is
easy to remember; if people don’t know how to spell it, you’re
still in trouble.
I was working on a site recently
where the key word was therapist. The problem with the word
therapist is the fact that people can remember it, but when
they have to spell it they are in trouble! You want to select
a name that people can spell as well as
remember!
2. Make certain that it has no
hyphens in the name
Currently having hyphens
in a domain name is very popular because it opens up a whole
new window of opportunity for getting domain names. With
hyphens you can get some domains that you wouldn’t be able to
get otherwise because the single names are gone.
The
problem steps in if you do radio advertising, being
interviewed on a program, or have any word of mouth promoting
your site. When the web address (or URL) gets pronounced, the
hyphen tends not to get used. It is hard to say, “It is
accountant hyphen something else.”
In the end the
prospects will end up at the site of your competitor who
doesn’t have a hyphen, but is selling the product that you’re
selling... and you lose. Therefore, do your best to keep it
simple, understandable, and easy to
remember.
3. If you’re in business for the long
haul you need to avoid cliché '
Right now
words like cyber, digital, tech, etc. are very much in vogue -
but they are words of the 90's. If you plan to be in business
for the long haul, you don’t want to be stuck with a name that
is very identifiable as only strong and viable in a certain
time period... especially when that period will eventually
become the past. Therefore, it is to your best interest not to
choose a trendy name.
4. Don’t name your
company after your web site address
There is a
current trend of naming companies such-and-such dot com. That
is very short-sighted!
The experts are saying that it
won’t be long because the majority of the businesses are
online and doing business online. You want to be known for the
name of your company, not just a .com company, because by then
everybody will be a .com, or the equivalent.
5. Come up with unexpected
combinations
These are like other coined words
in the Internet industry such as Yahoo and Ebay. Amazon is not
a coined word, but it is an unusual application of the word.
By using the word amazon, they were trying to convey size -
amazons are big according to legend, after all. Therefore,
Amazon Books means a very big bookstore.
Include
unexpected combinations like Fog Dog, and unexpected visual
combinations like Green Tiger. That gives you the chance to
brand your own name and make it anything you want it to be.
Green Tiger could be tools. Green Tiger could be a search
engine. Green Tiger could be a clothing line. If you come up
with an unusual name like that, you then get to make it what
you want it to be. Green Tiger is very visual. Plus, When you
read Green Tiger, you get an image in
your mind of a Green
Tiger, which is something that is unexpected. Tigers aren’t
green!
Blue Thumb is another good example. Green Thumb
is common, but Blue Thumb sticks in your mind because it is
different.
You can also coin and use words in
unexpected ways. Apple Computer is a great example! An apple
is a fruit. It doesn’t apply to a computer! When you pair it
with that computer, though, it becomes very easy to remember
and very distinctive.
Those are some tips that will
help you look at domain names in a slightly different way. Now
I would like to give you one of the most valuable tools I have
found on the Internet for domain names. It is a site called
domainsurfer.com. If you’ll go to that site you can put in any
key word.
It doesn’t matter what the key word is. If
you enter that key word it will give you every domain name
registered that includes that key word. This is amazing
because you’ll find out there are thousands and thousands of
words for almost any subject.
These are domain names
that are in existence, and it tells you what is already taken.
More importantly, though, it stimulates your imagination and
it gives you great ideas for variations, and you’ll find that
there are seemingly unlimited words for good domain names that
are still available.
Another great thing about this
site is that you can click on any one of those words and it
will tell you who owns it or will take you directly to the
site, and you can see it. It is the most valuable research
tool in the world!
If you were looking for accountants,
you could type in the key word accountant and it would give
you every domain name that has been registered with the word
accountant in the title. Then you could go right down the list
and click on them to see what people in that business are
offering, saying, and what their sites are looking like. It is
the most valuable research tool you’ll ever find on the
Internet!
|
| |
Adopt
This One Revolutionary New
Internet Marketing Strategy And
You Could Make
Over 5 MILLION DOLLARS! |
| |
The title of
this article is “Adopt This One Revolutionary New Internet
Marketing Strategy And You Could Make Over 5 Million Dollars.”
I know five million dollars sounds like a lot, but I am going
to reveal exactly who is saying that from the stage, and I am
going to give you the Internet address of his web site in this
article.
The truth of the matter is that this one
marketing strategy has always made money and, like so many
things that we cover, we are now in the midst of carrying it
over from traditional direct response marketing “mail order”
into information-age mail order, also known as electronic
direct response marketing.
I am going to cover how it
has been and what it is metamorphosising into as it makes its
move to the Internet. It’s changing form a little
bit.
If you have control of a product, you have
leverage. There are a lot of ways to get it. Of course, the
control that we normally think of in the world at large is
when you’ve created it, you’ve got a copyright, you’ve got a
patent, you invented it, and so on. But, in today’s marketing
environment we can also get a product’s duplication rights
and/or resell rights and sell them.
So, here’s how it
looked a couple of years ago, and still mostly looks to this
day. Get distributors. In other words, get a whole force of
people out there selling your product.
They should be
out there working to sell your product! That ought to make you
happy, because while you are sleeping, all around the globe
people are working to sell your product. They are putting
their efforts and their resources into making you money and,
of course, you are going to be giving them a split of the
profits after the sale is made.
The point here is to
get distributors licensing your program and letting other
people sell it. Licensing can be as simple as giving it away,
saying, “You sell it and I’ll pay you a commission,” or it can
be selling the program.
You’ve probably seen a lot of
these programs. I know we’ve got a number of programs going.
We’ve got a licensing program we sell for $997.00 and we make
money there. You can too!
When you give people the
right to sell your product, you give them marketing materials
and the marketing strategy. You are licensing this because you
own or control it.
By the way, I’ve mentioned $997.00.
There is really no limit. We’ve got another program that we’re
selling for $3,797.00.
The real power’s in the Internet
incarnation, which are the affiliate programs. The great thing
about this is the fact that the numbers on the Internet are so
much higher - it is really souped up for the 21st Century.
You’ve got an opportunity to really make a lot of money! And
the best part is it is all done with software!
In the
very early days of the web, when we would let someone be a
distributor or an affiliate, we had to actually create another
web site for them. Today you just have them sign in. They’ll
get a commission for everything they sell, and all of a sudden
you have multiplied your selling resources from your own web
site - and the promotion it can do is powerfully multiplied to
hundreds and quite literally thousands.
When you’ve got
that one site to control with increased traffic, you can test
things. If you need to do maintenance, for instance, you have
a reason to change the price, the warranty, and whatever. You
do it! You are not running around chasing a bunch of other
sites.
Now, the down side of this. Well, technically it
is a down side, but it is compensated...
The down side
is the fact that, because of the Internet culture (and this is
the Internet incarnation), it is a little bit difficult to
sell that affiliate link. There are still ways to do it. In
fact, Web Position Gold have a web site they sell their
software web position.
Gold is a good model for this.
They have an entry level program where you get a certain
percent. They can upgrade, which costs money, and then they
get 20% or 30%. So, most of the time you’re not making any
money on the package that you sell, which has always been a
great benefit to licensing because you do. The numbers turn
out to be your saviour. You’ve got a lot of people now. You’ve
got overhead. You’ve got to have software to do
this.
Let me give you, as a way of closing, several
good web sites. I recommend anybody who is considering putting
this automated sales force to work for them and taking
advantage of these huge numbers to investigate at these sites.
First, though, I promised you I would tell you who it is -
Corey Ruddle, who has the web site marketingtips.com, has an
associate program which you can go and read about it at
http://www.assoctrac.com. He publicly says, “I made
five
million dollars from my associate program.” So get
online and look at his site!
That site sells his
program and if you want to get to a site that might be a
little bit more impartial, they judge and rank and talk about
a number of different associate programs at
www.associateprograms.com.
Another that is doing quite
well and has a program that I believe is pretty good is
Profitstream.com. I wouldn’t put an affiliate program up today
without checking into what Ken Inkvoy has up at sitesell.com.
He is not selling associate program software, but look at his
model. It is a good model.
And, of course, everybody
should look at befree.com and linkexchange.com. The idea is to
have control of an information product in some manner, and you
can easily multiply your self worth today - it could be worth
five million dollars to you.
|
| |
How To
Write Better Copy Than
Bill Gates And Microsoft! |
| |
In this article
I am going to talk about someone who is a thousand times -
maybe ten thousand or ten million times - more successful than
me, and I’ll put it into the context of my little topic here.
This article is, “How To Write Better Copy Than Bill Gates And
Microsoft.”
In regular mail order the ability to entice
people to desperately want what you offer with compelling copy
is vital to success. We all know that. I think it is doubly
true when it comes to Internet marketing.
Why is great
copy so important? It is important because it gives you an
advantage over 90% of your competition who do not use great
copy!
When it comes to marketing on the web, there is
good news and bad news.
First the bad news. Many
thousands of web marketers are smarter than you, and a whole
lot smarter than me... much smarter than me! I am not talking
about “basic” smartness, I am talking about high-tech smarts.
Most of these people have a big edge on me. The computer geeks
and the Internet freaks. But, most of them are not real
marketers.
A few years ago Russ hired a Vietnamese
gentleman who had come over from Vietnam. He knew everything
about the Internet even though it was in its infancy (and
still is). He knew how to fix computers backward and forward,
but he did not understand marketing. That was okay because
Russ had hired him to a position that didn’t involve
marketing.
This Vietnamese gentleman eventually tried
to sell a course. He was a medical doctor. After he came over
from Vietnam he went to Mexico City, studied for many years,
and became a medical doctor. Unfortunately, the United States
wouldn’t recognize that, so he ended up working on computers.
Then he decided to sell on the Internet. He had a manual on
how to relieve arthritic pain that he wanted to sell for about
$25.00. But guess what? He couldn’t sell one of
them!
Russ looked at his sales message on this
gentleman’s site and found that he had 2,000 words or more
that told people what caused arthritis and how the disease
progresses. Then he used only about 20-30 words to tell people
to buy his manual on exercise to relieve arthritic pain. It
just didn’t work that way!
Now, I’m sure you know I
cruise a lot of web - so does Russ. We’ve both been to
Microsoft’s web site, because we want to see what they’re
doing. We know they’re a powerful company, and Bill Gates is
the richest man in the world.
We were shocked! We were
looking for possible up-grades for our software, but we were
shocked at how poorly the copy was on the Microsoft web site.
There are great graphics, it is a good looking site, it has a
lot of technical information, and it explains their software
products... but there isn’t compelling copy!
You might
say, “Who are you to question Bill Gates, the richest man in
the world?” Well, it is true. He makes money at the speed of
light and he’s got more money than I could ever dream of ever
having. He could buy and sell me ten million times! I still
must say that the copy on his site is not that good!
He
does have one advantage, though. As important as great copy
is, there is one thing more powerful than super copy, and that
is total control over an industry. That’s what Bill Gates has!
He has a product that dominates!
Microsoft controls 96%
of the software in operating systems on the PC. Bill Gates
probably doesn’t need to have good copy! If he would hire me
though, I could probably make him a couple billion dollars
extra. Still, probably doesn’t care in the slightest, because
he already has more money than he’ll ever know what to do
with.
I know you don’t have that kind of money. You
don’t dominate your industry right now. So, here are some
suggestions on writing great copy. I am going to give you a
baker’s dozen - 13 tips you can use to make your copy much
better!
1. Who is likely to want to attain what
you have to sell?
You must know everything
about your customers and prospects, including their hopes,
their desires, and their fears. People buy because they either
want to gain something or they want to avoid loss. You must
know this and know everything you can about your market to get
its business.
2. Use great headlines to grab
great attention.
Nothing is as important as
headlines when it comes to writing copy. You’ve heard that
before undoubtedly, but you need to hear it again and
again.
3. Want to pile on the
benefits.
You must use as many benefits as you
can think of that your potential customers will want. Use them
in all of your copy.
4. You must make
everything believable.
There is great
skepticism in mail order and I think there is even greater
skepticism on the Internet. You must realize that people don’t
necessarily believe what you say and you must explain to them
why you can offer your great benefits.
If it sounds too
good to be true, then it probably isn’t true. People have
heard that ten million times. Therefore, if you’re making a
fantastic offer, you have to tell them why it is
true.
5. You must be very
specific.
This goes along with the concept of
believability. Generalities are for losers. You have to be
very specific. State exactly what you’ll do for your customers
in return for their hard earned money.
6.
You’ve got to know exactly what your customers and/or
prospects REALLY want.
What do your prospects
and customers really want?
I’ve often said that a bad
car salesman thinks that he is selling transportation. A so-so
car salesman thinks he is selling a combination of image and
transportation. But a super car salesman knows he is selling
freedom, image, transportation, and sex appeal.
A
friend of mine recently spent $105,000 for a Mercedes-Benz
convertible. Why would anyone spend $105,000 for
transportation? He’s a bachelor, he’s divorced, and he has
much more on his mind in buying that car than the fact it will
get him from point A to point B.
7. Always use
“you” copy, not “me” copy. Always “you” not
“me.”
And if your copy doesn’t have at least
two or three times as many “you’s” in it than “me’s,” you’re
making a mistake.
8. You should use
testimonials because folks expect you to be high on what
you’re selling.
They like to know what other
people think about what you’re selling. Therefore,
honest-to-goodness testimonials add a high amount of substance
to your claim.
9. You should use photos and
artwork that relate only to the benefits you’re talking
about.
Make sure if you use photos, artwork,
and graphics on the Internet that they pertain to what your
benefits.
10. Use the simple “K.I.S.S.”
approach.
K.I.S.S. standing for, “Keep It
Simple, Stupid!” Your customers definitely aren’t stupid, but
it is still very smart to give them copy that is easy to read
and understand. You don’t want to confuse them in any way,
shape, or form because, as I always say, “If you confuse them,
you lose them!”
11. You should summarize your
offer.
I heard a criticism not too long ago
about T. J.’s copywriting skill because he repeats himself
often a second and third time throughout the copy. I pointed
out to the criticizer that yes, T.J. does repeat himself a lot
throughout his copy... and that particular copy brought in a
half million dollars at a seminar. So T. J. was doing the
right thing! Summarizing and repeating yourself is okay. You
might want to put a little different twist on it every time,
but you’ve got to tell them what you need to, then you should
also tell them again and again what you’ve told
them.
12. Offer a bonus or several
bonuses.
People like to get something for
free. When you are selling one product or service, throw in
some other things. Try to pick out things that don’t cost you
much money but, nevertheless, have high perceived
value.
13. Always offer a strong
guarantee.
A no-nonsense powerful guarantee always
will increase business. Offer things that are no risk to the
potential buyer and that’s what they will respond to.
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42 Power
Words That Sell Like Crazy
And Will Add Sizzle To Your Ad
Copy! |
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I feel that
what I am going to present in this article is very powerful
and important for your to remember.
Always remember
that powerful copy is what’s going to sell your product. What
you sell is very important, but how you sell it is more
important.
That’s the one thing I harp on that you need
to learn - to write powerful sales copy. If you don’t want to
write it, pay someone else to do it for you. I get frustrated
when I see people who are trying to make money in direct
response and Internet marketing trying to write their own
sales copy without really knowing how to do it.
You
need to either learn how to write advertising or take the time
to hire someone who can do it right for you, because it is the
most important part of your entire sales presentation. If
people don’t like the copy, and the copy’s not compelling,
they’re not going to buy from you!
So with that in
mind, I am giving you 42 power words that sell like crazy and
will add sizzle to your ad copy.
I am going to briefly
summarize, and then I’ll give you all of the words so you can
go back. I want to give you as many as possible. There are
probably hundreds more of them. In fact, there are books
called “Words That Sell” that you should probably have in your
library. But, if you can read this article again and again and
try to incorporate these words in whole or partially into all
your ads and sales letters, you will be more
successful.
One thing I just want to reiterate - y
should always incorporate use “you” copy. Always tell the
reader what is in it for them! In fact, I read sales letters
on the Internet and even in direct mail where people talk
about “what I will give you.”
“I will give you this
when you buy my package. I will give you that.” That is
totally the wrong approach! Instead of saying, “I will give
you.” all you have to do is turn it around and say, “You will
get...” and it makes all the difference in the world! By just
changing a few words - taking the “I”s” and the “me’s” out and
changing it to the “you’s” - you can do a much more powerful
job of selling your products. It’s much more valuable to say
that than to try to come across as the “I will give
you’s...”
With that in mind, I am going to go ahead and
get to my list of 42. I’ve got a lot of them here! Now you can
check them off as you use them throughout your sales letter so
you can make sure to get some of these powerful words
in.
It is not enough to simply have a sales letter. It
needs to have powerful words in it! So here are 42 power
words, and there are a lot more of them out there. These are
some of the words I think are vitally important, powerful
words!
Okay, here we go:
- Suddenly
-
Challenge
- Special
- 100% money back
- Now
-
Compare
- Ultimate
- Boost
- Announcing
-
Bargain
- Wanted
- Introducing
- Hurry
- Plus
-
Increase
- Improvement
- Startling
- Amazing
-
Surefire
- Practical
- Sensational
- Easy
-
Discount
- Profitable
- Revolutionary
-
Instantly
- No-risk
- Important
- Secret
-
Miracle
- Surprising
- Valuable
- Magic
-
Warning
- Insider
- Bonus
- Free
- New
-
Easy
- Proven
- Discovery
- You
There are a
lot there! I think two of the most important ones you can use
in your ad copy are probably “you” and “free.” People love to
get stuff free!
Certainly, all of these are very
important words. You’ll find as you write ads and sales
letters certain ones will be used for certain situations and
others you might not be able to use every time.
These
are 42 of the most valuable power words you can use. There are
many more of them that you can come across and use. That’s why
keeping a swipe file is very important. If you have a swipe
file full of ads, sales letters, and web sites that have sales
letters on them, you will start to see which words are used
over and over again. You’ll start to see power words like
these being used and you’ll know that these are words you need
to pick up on.
In fact, maybe you can go through your
swipe file and highlight the power words, the superlatives,
and special words that emphasize certain words, and just keep
a note of those so you can refer back to them and have words
to include in your sales letters that can increase your
response.
So, I’ll keep this short. I just wanted to
make sure you had those power words so you can go back and
refer to them every time you need them, like when you are
writing sales letters. If you have a copywriter, they should
certainly know these power words and include them in your
copy. Make sure they are in there!
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Eight
Steps To Building A Pile Of Wealth
On The Internet! |
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Today I would
like to cover the eight steps to building a pile of wealth on
the Internet. Get ready, because we’ve got a lot of good
information here!
The basic perspective that guides
this the idea that we’re going for an ongoing relationship
with the customer, not a one night stand so to speak. The same
is true no matter whether you’re on or off the Internet. We
are going for an ongoing relationship with that customer. We
want to benefit the other person and, of course, mutually
receive benefit.
It is most often costly and time
consuming to make that first contact and first sale to a
customer. Therefore we are always thinking, and we want to
leverage that investment in a first-time customer in the
“one-night stand” into the relationship that we
have.
Think about it. Lead generation costs you no
matter what technique you’re using. Even if they’re on the web
and they are low-cost or no-cost, you’ve still out your time
and creative imagination. That costs.
To re-sell people
who obviously have an interest in your topic (after all, they
bought from you once) and who have a knowledge of you is your
goal now.
Issues with your credibility and trust should
be gone now that they’ve ordered from you before. Also, Here’s
something that you may not have thought about. You actually
have a responsibility to your customers. Don’t cheat your
customers because, I guarantee you, whatever it is, whether it
is supplements, bicycle products, information on getting rich
on the Internet, or whatever, your customers want more and
they will spend more. If you don’t make it easy for them to do
that with you, they’re going to go to somebody else and they
might get an inferior product.
Think about your own
experiences! Have you ever known anybody who was interested in
anything, be it parachuting, swimming, coin collecting, or
whatever, who didn’t want more and more? They do - and you do!
Therefore, you should make sure they can depend on
you!
When you are thinking about this, the ironic
synchronicity is that you will always give them better service
because you are working to do just that! It takes a lot less
work, effort, and stress to do that.
I am going to give
you the eight points, but I want to run through just one quick
example so you get an idea of how powerful this can be. On one
ordinary day last year a customer faxed in one of our
Enrollment Forms. They had gotten it on the web, downloaded
it, filled it in, and sent us $782.00. It came into the office
at 1:39 p.m. We shipped the order out overnight.
She
requested and paid for it, so we made $782.00 that day. But,
of course, in her package we included some ride-along
materials, namely extra-free special reports that didn’t cost
us a penny.
She got the package, and she was
overwhelmed with the WOW factor of the out-of-box experience.
She read one of the reports, and the next day in our office at
4:52 p.m. we received another FAX - she had ordered $152.00
more.
We sent her latest order right out. Day number
three, she faxes in an order of $1,437.00 for an Internet
Distributor package. This was also ride-along material packed
with one of the products she had already ordered. It did not
cost us a penny to send! It was a 15 page report so we did
have to pay for the printing, but it went out free in her
original package.
What can I say? Look at this! We
started with a $782.00 order. Most people would have let it
drop there! But, in three days with this one customer, we
pulled in a total of $2,371.00 - an additional $1,589.00 when
compared with her original order.
So what can you say?
It all came from having these eight steps that I am going to
give you in order.
Incidentally, when I was preparing
to write this article today, I wondered what that customer had
done with us lately. I went into the computer and pulled up
her account. That Distributor Package she bought gives her the
right to re-sell packages. She had four packages that she had
sold that day for a total of $1,628.00. Now, that wasn’t all
my money and that wasn’t all her money.
Here’s the
point: this is repetitive because she is doing it again and
again. So, that’s what we want to start thinking about, not a
one-night stand but an ongoing relationship!
With that
in mind, here are the eight steps to building a pile of wealth
on the Internet.
1. Offer real, genuine value,
and an inexpensive price.
A lot of times it is
“Free” in the form of free special report or a free software
download, and we give them genuine knowledge and
value.
People respond all the time! They are telling
us, “Gee, I never knew that!” “Gee, I know more now after
reading your 15 page report, than I knew after I bought some
competitors $97.00 report.” Who are they going to come to
next? So, you should offer real value at an inexpensive
price.
2. Offer up-grade options with your
original purchase option.
You’ve seen it. You
get a magazine subscription and the whole magazine sales
letter has been pounding on you to get a subscription. So you
go to the order blank and here there it is, “One Year -
$29.00. For an even better value Two Years.” And, of course,
you’ve got a discount, right?
Then they’ve got the best
value and it is for three years and you save a lot of money!
We’ve got one with the book “Mail and Grow Rich.” We send out
the piece that sells that. And just on the order form it says,
“For the best experience, there’s also Mail and Grow Rich on
cassette,” and it is an extra $23.00.
Offer an up-grade
option and you will increase your sales. Another thing you’ve
probably seen or you will if you start paying attention is
Basic and Deluxe options on a course. That’s the same
thing!
3. Pop bounce-back offers into every
package that you send out.
Those are the
inserts I referred to earlier as “ride-along materials.” In
other words, somebody has bought a program from you so make
sure that you send something offering them something else
because they will be happy when they receive your materials.
They are interested in the subject, so send them something
related and let them buy back from you
again.
4. Send a stick
letter.
This deals with that moment where
you’ve got to fight post-purchase dissidence. That just means
that after you’ve bought something, sometimes you say, “Uh oh,
did I do the right thing?”
You want to develop the
relationship. Many times something that you can send will help
with this - another free special report (of course, you will
make an offer), or a real affordable book. We’ve got books
that we send out that cost us anywhere from $1.20 up to $5.00.
It’s something that will make a genuine, feel good
relationship. That is called a “stick
letter.”
5. Send out a sequence of back-end
mailings.
We talk about mail. Obviously we’re
using the terms on the Internet. There’s e-mail and, of
course, there’s no cost for that. If you’re sending out actual
physical mail, that’s also excellent. These back-end mailings
are offering additional products.
You re-sell what you
sold, you re-sell your value you offer them upgrades, you
offer them new products, and you cross-sell with other
products.
6. Back-end your
back-end.
In other words, if they buy one
thing and they buy another, they will still buy another so
don’t stop after one thing!
7. Never stop
marketing to a customer until it becomes
unprofitable.
A customer’s clients are not
prospects. They are people who bought something from you. They
are interested. They have demonstrated it with their cash, so
until it becomes unprofitable, never stop!
And, of
course, as far as e-mail e-zines are concerned, about the only
time it becomes unprofitable is when they say, “Take me off
your list,” because there is no cost, and that’s what we all
love about Internet marketing.
8. Never stop
setting up joint ventures as host and
beneficiary.
Never stop creating new products
because you want to expand your offerings. I talk a lot about
joint ventures because you don’t have to create that product,
you don’t have to commission it, you can go to someone who’s
got a product that is related to yours that would benefit your
customers and say, “Hey, let’s make a deal and we’ll split the
profits.” That subject could be a whole other tape series! But
right now, it is just never stop getting new
products!
So, that’s it! The eight steps to building a
pile of wealth on the Internet. Let me know how you do! |
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Norman Amdur
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ClevelandOH44124-3922
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