Author Archive | Lawrence

There is a super simple way to create products people want to buy. It’s so simple, in fact, that you might have heard of this technique and quickly dismissed it. Yet it works like marketing magic just about every time it’s used.

Here’s the secret: Write your sales page BEFORE you create the product.

That’s it. Now here’s why it works:

– The headline and bullet points basically give you an outline of the product to create.

– You don’t have to think of the bullet points yourself – just go to forums and find out what people are asking. Those are your bullet points.

– It is far easier to write the sales letter first and then create the product, rather than the other way around.

– As you write your letter, you can think about what your customer wants to know. Put yourself in their shoes. This almost guarantees a great sales page and product.

– If you outsource the product creation, you can simply hand your writer the sales page and let them create the product from that. You’ll get a far superior product created in less time than if you ask them to do it from scratch.

– There’s no need to hire an expensive copywriter using this method.

Here’s another secret – copywriters use this method all the time when creating their own products. And if they do it, you KNOW it works.

“But if I’m writing the bullet points first, how will I get the information?”
The same way you would do it the traditional way – research. Either way you’ll be researching your product if you don’t already have the knowledge. But if you’ve already written your sale letter, then you’ll know exactly what information to look for, saving you time.

And if you find some gems of info as you do your research, you can always add those to your product as well as to your sales letter.

Write the sales letter first and you will nearly always produce a product people will want to buy.

Imagine if your products were as addictive as some drugs – only in a good way. Your customers derived tremendous satisfaction from using your products, and continued to buy and use them for months and years.

Your business would thrive, your customers would receive tremendous benefit, and everyone in this scenario would be happy.

But how do you build addiction into your products and services? And in fact, can it even be done?

The short answer is that not only can it be done, but it already has been done many, many times over. Look at any product or brand that people rave about and continue to buy over and over again and you’ll have a product or brand that people are in some way addicted to.

The Apple brand immediately comes to mind, as well as many video games, foods, certain authors and so forth.

In fact, bloggers and authors can use addiction to tremendous advantage, getting their readers to come back time and again for their latest post or book.

So the question is, how can you build addiction into your products and services? The answer is by meeting as many of these six human needs as possible. The more of these your product satisfies, the more addicted your customers will become:

– Certainty and security – avoiding pain and gaining pleasure. For example, the certainty of a continuous stream of income that means you never have money problems again.

– Uncertainty and variety – good surprises, positive changes, new stimuli. For example, when you play a video game there are always elements that can take you by surprise at any time.

– Significance – feeling unique, special, important or needed. A service that pampers makes us feel special. A new job title makes us feel important.

– Connection and love – feeling close to someone or a group of people. Social media helps us feel connected. An active forum centered on a product or goal can provide a strong tribal feeling.

– Growth – expansion of capability, capacity or understanding. Many information products can provide growth opportunities.

– Contribution – a sense of service and of helping others. A forum in which members help each other reach their goals can be especially effective for this.

We know if we can incorporate all 6 of these needs into a product, we’ll have something that is potentially addictive to our customers. So let’s try it with a membership on how to make money online, and see what that might look like:

– Certainty and security. This one is easy – if they learn how to make money online, they will have security. And in our sales information, we’re going to highlight the successes of current members to demonstrate the certainty that our program works.

– Uncertainty and variety. We can add special bonuses and surprises in the member’s section to keep things interesting. Plus we can run challenges and competitions.

– Significance. We find ways to acknowledge individual members as often as possible. We also respond quickly to all communication with personalized answers. And we continually let our members know how important they are to us, and remind them of the contributions that only they can make to the world.

– Connection and love. We provide a forum or a private Facebook page where members can interact and become part of our ‘tribe.’ We highly encourage this interaction and have key people who answer questions and help everyone.

– Growth. We can have different levels of mastery that members work through, so they can see the progress they are making. Their levels of achievement are displayed inside the members’ area (significance.)

– Contribution. In the forum we encourage and reward members for helping each other. And we remind them of the contribution they can make to the world by using their new skills.

As you can see, it’s not all that difficult to touch on all 6 needs within your product or membership. Many times you’ll see overlap from one need to the next. And the better job you do of meeting these 6 needs, the more people will become addicted in a positive way, and possibly even become your customers for life.

So next time you create a product or service, or start a membership site, ask yourself – how can I get my customers addicted – in a good way?

Someone asked me what I would do if I had to start my business over from scratch in 3 months. And that got me thinking – if I could take the experience I have and use it to start over from scratch, how would I do it?

Mind you, I wouldn’t have my mailing list. I wouldn’t have traffic, a following, name recognition – none of that. Just my experience as to what works and what doesn’t.

And let’s say that my life depends on me having a full time income at the end of those 3 months. No pressure there, right? But a lot of people find themselves in a very similar situation – make money or else. Or else they’re in trouble, or else the bills go unpaid, or else they’re facing losing their home, or… worse.

So with that in mind, here’s what I would do:

– I would stop looking for magic ‘make money online’ products and ideas. There is no secret combo of tricks and buttons to make money. It’s not a printing press. It’s a free market. And in that free market the way to make money is to stop focusing on the money, and simply make yourself indispensable to people who need your solution to their problem. Do that and the money follows.

When you’re focused on providing solutions, you no longer get distracted by all those shiny programs that steal your time and your money. I’m not saying all programs are bad. In fact, many of the “how-to” and “step-by-step” are useful as small pieces to the large puzzle. But that’s what they are – puzzle pieces – not full blown businesses.

– I would start with the outcome first. What is my market? My product or service? My goal? What is the solution I can provide that people will gladly pay for? What is THE ONE BIG BENEFIT I can provide to my customers? This is the starting point of everything that will come next.

– Next I would build my website. Odds are it’s going to be a blog. I’m not going to spend a world of time on setting this up because I only have 3 months. I’ll spend an hour maximum choosing the URL, I’ll get the hosting, I’ll choose a simple, streamlined theme, I’ll get the autoresponder and I’ll be ready to get started.

Yes, it takes money to get started. Not a lot, but some. You’re making an investment into your future. And if you think spending a couple of hundred dollars to set up your internet business is somehow a lot of money, consider the alternative: Spending at least that much each month just to drive to and from a job, or spending thousands for a brick and mortar business.

– Time to create content for that blog. But this isn’t about running a blog, it’s about running a business. The blog is just the tool to get the business done. So here’s what I would do: Look at the big benefit I deliver, and then write down all the stumbling blocks people encounter trying to get that big benefit. Then pick out 3 of these and write stellar posts on how to overcome those barriers. Then repurpose those posts into videos and podcasts, as well as an incentive to get people to join my list.

Notice I’m only creating 3 pieces of great content, not 300. And I’m repurposing those. Some folks spend years trying to get everything just right, but I’ve only got 3 months, so forget perfect and just get it done.

– Next, I would offer a service or coaching. Do you know why? Because it’s the quickest way to make real money. Offering products is great, but it takes time to create the products and more time to build the lists to promote the product to. When your list is small, it’s best to focus on services or coaching because it’s the fastest way to profit.

The blog posts should be highly focused on getting my prospects to take the next step, which is likely going to be a free consultation. It’s not easy to sell a $300 a month coaching program or a $1,000 website optimization package online. But it can be if you get them on the phone first.

– Now I’d focus on getting as many people on the phone as I can, because I know two things: The more prospects I get on the phone, the more likely it is that some of them will say yes. Plus, I’ll get better and better at finding out their needs and selling them on the solutions.

– With my first customers or clients I would deliver like a madman (or mad woman.) I’d blow them away and earn myself raving testimonials which I would then use to earn more clients.

I’d also be Mr. or Ms. Communication, with both my clients and everyone else on my list and in social media. If someone writes to me, I answer quickly. If they mention me in social media, I am thanking them the same day and so forth. This is a people business and my goal is to please the people and thus build my name and my reputation.

– As I’m servicing my clients, I’m learning what they need and want. And I’m using that information to create my first product which I will then sell to my list, and hopefully through affiliates for a long time to come.

Selling time for money is a great way to get started, but as soon as possible you want to be creating assets that you use to systematize your sales funnel and your income.

– Time to focus on traffic and more traffic. Social media, guest blog posting and paying for advertising are methods that can be used long term to drive people to your site and onto your lists. Each one has a learning curve, but as you improve you’ll see quick returns for your time and monetary investments.

And I’d build relationships with other marketers in my niche. Almost nothing drives good quality traffic faster than an expert in your niche telling their list about you or your offer.

– Lastly, I would continually strive to improve the benefits I deliver to my customers. Great today is only good tomorrow and not good enough the day after. I know I have to stay on top of my market and provide my customers with what they need and want even before they know they need and want it.

Bottom Line: By delivering the solutions people seek, I can build a fully functioning business in a short amount of time. And yes, by diligently following these steps, you too might be earning a full time income in 3 months.

Okay, this one will take a little legwork, but it is work you’ll be doing anyway. Only this time, it will pay off double. Here’s how it works: Every marketer winds up hosting downloads, pdf’s, zipped files, redirects, cloaked affiliate links, images and a bunch of other things. The way we do it is generally like this: yourdomain.com/buythisproductnow.

Now then, to make this work you’ll want to get a domain name that you use only for hosting all of this stuff. It should be a catchy name that directly pertains to your niche – something that arouses interest and curiosity all by itself. For example, TheNakedMarketer.com or TakeThisJobAndShoveIt.org.

Host everything on subdomains of this domain. As you get traffic to all of these subdomains, a funny thing is going to happen: You’re going to get traffic to your root domain as well. Even though you never send anyone there, people are going to get curious, lop off the part after the slash in your domain name and see what’s on the home page.

This is where you make your money. You can either put up a squeeze page that’s followed by a one time offer, or you can redirect it straight to an affiliate offer.

If you get 500 people a month going to this domain, and only one out of 5 joins your list, that’s still 1200 new subscribers a year. PLUS whatever sales you make from the one time offer. If you position your squeeze page correctly, you should get a conversion rate much, much closer to 50%.

Now then, if everyone you’re already sending to these downloads, redirects and so forth are already subscribers, then don’t use a squeeze page. Instead, redirect that domain straight to your highest converting offer of the moment. Even a handful of sales a month can translate into a thousand dollars or more per year, just for doing this one simple thing.

And since you have to place your downloads, redirects, cloaked links and everything else somewhere anyway, why not make some money from it?

Even if you’ve never made a video before in your life, you can do this. And once you have your videos, you can sell them, use them as lead magnets, use them as bonuses to affiliate products and so forth. You can even use them to establish your authority and credibility in your marketplace.

Here’s how you can quickly start making your own video products:

– Download the free screen capture video program called Snagit. You can download it at TechSmith or Google to find other websites that offer it.

– Decide on what kind of video or video set you’re making and the purpose of it. Is it a training? Or an info product? How about a video for a sales page, or maybe a lead generator on YouTube. It could be the video you put on your squeeze page, or the incentive you use to get people to join your list.

If you’re making a product, then keep it simple. Look at what is already selling so you’ll know ahead of time that there is a market for your new product. Look at what Kindle titles are selling, what info products are selling and so forth.

– Now that you know what you’re going to make, break it down into steps. If you’re making a product, for example, then break it down into a problem, analysis and solution. Each step will be one video of 5 minutes or less. If one of the steps takes longer than 5 minutes to explain, then break that step into two videos. Think of these as video mini-trainings.

– Create 3 to 4 PowerPoint or Keynote slides for each step, or plan a short demo for each step. If you’re using PowerPoint, then choose ‘browse by individual’ so it can be resized to any size screen. Write the steps as bullet points. Use 3 to 4 bullet points per slide.

– Open up Snagit and narrate as you make your video. The bullet points cue you as to what to say for each slide. Just talk your way through each step as though you were talking to someone there in the room.

– Once you’ve got your videos, you can either host them on your site, use a hosting service like Amazon, or place them on another site like YouTube. As you upload each video, grab the URL and paste it into a Word document in order: Step 1, Step 2 and so forth. Obviously if this is a paid product, you’ll want your videos to be hosted somewhere out of the public eye.

– Write short narrative descriptions for each video and place them above the corresponding links in your word document, to let your readers or buyers know what each video is all about. This document will act as your introduction to your product.

– Then save the document as a PDF. If you’re selling the series, you can deliver the PDF, and buyers can click the links and watch the videos.

You can even give away the first videos, and then offer to sell them access to the remaining videos. For example, on your PDF you show the first 3 video links, then you have descriptions of the rest of the videos but no links. If they buy the product, they get the links to those videos.

It’s a very simple way to make a video product, and you can do it all in less than a day.

Snagit can be used for a lot more than making products, and it’s an excellent way for new marketers to play with video and get results very, very quickly.

How do you get your readers to RACE to open your emails the moment they arrive in their inbox? Here’s one way to do it. It’s kind of sneaky but if you condition your readers properly, it can work really, really well.

First, you already know that paying customers are worth far, far more than freebie seekers. So why not make an offer to your freebie seekers that even they cannot refuse?

And in the process, why not get them to open (and read) your emails?

Here’s how it works: Every few days or every few emails, you have one of your links go to a wonderful $1 or $5 deal, but only for the first x number of people.

This might be a product that normally sells for a great deal more, a resale product, something you no longer sell, etc. So long as it still has real value, you can use it.

Your link can be obvious or disguised. For example, you might send an email promoting xyz product, but your link goes to your special offer until it’s sold out, and then it directs back to the xyz offer. And on your special offer page, be sure to have a prominent link to the offer mentioned in the email.

The following day, you can congratulate those who got the special deal, and remind the other readers that they, too, can grab these deals if they pay attention and if they’re fast.

You’ll want to condition your readers ahead of time to always be looking for these deals by opening your emails and clicking your links.

You can even get tricky. You can have the link go where you say it will, but then embed an Easter egg on the page that leads to the special offer. If they read your email, they’ll know where to find it.

There is a trade-off here. While you are conditioning your readers to open your emails and click your links, you’re also training them to look for special deals. So while your opens and clicks should rise dramatically, the money you make per open and per click could drop off slightly. You’ll want to test this.

Odds are you’ll still make more money because so many more people are opening and reading your emails and clicking your links. This means more sales of the products you promote, not just the special deals.

Would you like to add a new income stream to an existing business? Or are you looking for a brand new business? Then check this out.

First, you need knowledge. If you don’t have it, then obviously you can get it. It’s got to be specialized knowledge. Maybe you’re an expert at a certain software program, or a WordPress expert, or you know everything there is to know about how to drop to 5% body fat. Whatever it is, it’s got to be knowledge that other people want NOW.

Next, you need a way to get your consulting in front of the people who need it. Let’s say you’re an affiliate for a software or program that you personally know inside and out. You keep a mailing list of everyone who’s visited your site or bought the product from you.

These people sometimes email you with questions about the product. “How do I… ?” “Where is the… ?” “When so and so happens, what do I do?” And so forth. Being the good affiliate you are, you probably answer these questions. And you’re good at it, too.

But what if you could get paid to do it? Set up a page on your site offering your consulting service by email. Charge a reasonable fee, like $27 or $47 for the day or for the week, whatever is appropriate for the information you have to offer.

Remember, a certain percentage of people would much rather have someone show them how to do something than to have to figure it out for themselves. And they will gladly pay you for making their life easier.

That’s really all there is to it. Answer their questions by email, and remember – you are a consultant, not a technical advisor (unless you are.) This way you can focus on the types of questions you’re good at.

Bonus tip: Spend some time in forums finding out what the most common questions are about the topic, and then SEO your site to get high rankings for several of the well searched keywords. Then on every page of your site, point them in the direction of your consulting.

Your consulting can even help you to sell more affiliate products, because you will be building trust with your readers that you are in fact an expert. Thus when you recommend something, it’s really and truly worth buying.

I know I preach about picking something and staying focused on that something until you make it a success, but there are exceptions, and this is a big one. There are certain products you should probably grab whenever you see them. These are “how to” products on marketing techniques that contain three little words that can be a goldmine for you – “Step by step.”

The reason I love these is because for a very cheap price – usually less than $40 and sometimes only $10 – you get a complete step by step system on how to do something.

You might buy 2 or 3 of these a week. Then when you’ve got time, go through each one. Read the PDF’s and watch the videos.

Decide if you think the technique is something you can apply to your business. If it is, try it out. You might set aside one afternoon each week to try a new step by step technique.

Then wait and see what happens. Sometimes you see results right away and other times it takes a while, depending on what the technique might be.

You’re watching to see if it works. For example, if it’s a technique on how to get traffic then you’re watching to see if: You get traffic and if that traffic converts.

Once you know it works, you apply the fourth magic word – Outsourcing.

That’s right – you give your “how to” product to your outsourcer, along with any notes you’ve made when you implemented it yourself, and have them do it for you.

The first day they might send you a few emails with questions, but it won’t take you much time to answer them.

Then you just let them run with it and watch your numbers. Make sure you’re making more from results of the system than you’re paying the outsourcer and you’re good to go.

One of the best things about “step by step” products is they’re written for the average person, not a rocket scientist marketer. They have to be, or else the product creator would get a million questions. This makes it super easy to hand it off to another person to do the actual work for you. As long as the technique results in more income than outlay, it’s a winner.

And all you invested was the initial price of the ‘how to’ program, along with an afternoon to try it out for yourself.

To give an example: Let’s say you pick up 5 new ‘how to get traffic’ systems. 4 of them work well, so you outsource those and forget about the fifth one.

The new traffic results in X amount of new subscribers and X amount of new sales. Maybe it’s 1,000 new subscribers a month, and $1,500 in sales the first month, $500 the second month on those 1,000 subscribers.

So as long as you’re paying your outsourcer less than $2,000 a month (which is easy to do) you’re in profit.

This is a great way to add extra income to your existing business without a lot of time and effort on your part.

So remember to use these 4 magic words – “Step by step” and “Outsourcing.”

And one more thing: If you have a fistful of resell products sitting on your hard drive, take a look at those. You never know what step by step technique you’re going to find that you can use to help build your business through outsourcing.

Print and keep this checklist handy for the next time you send a promotional email to your list or to a prospect if you want more email opens, product sales and online profits…

__ Do you get to the point right away? Do not tell them about the last four hours you spent watching television or mowing the lawn unless it’s pertinent to the story.

__ Are you telling a story? Ideally you should tell an interesting story in every email you send to increase your open rates.

__ WIIFT… What’s in it for them? Don’t just tell them how great your product is. Tell them what they get for taking the action you’re promoting.

__ “So what?” Read the email as if you were the recipient, and see if they would ask, “So what?” You want to fascinate and excite them to click that link.

__ Is your writing boring? Uh-oh. Not talking about what’s in it for them, or writing “so what” emails are leading causes of massive email boredom.

__ Are you using action verbs? Contrast these two sentences to see the importance of using action verbs: 1. The cat seems healthy. 2. The cat raced across the yard and dove into the bushes chasing the terrified ground squirrel. Which one keeps the reader awake and reading?

__ Is your email just long enough to get them to click the link, and no longer? You’d be surprised how many marketers talk themselves out of getting that link clicked by rambling too much.

__ Is the formatting super easy to read? Or is it all one long indistinguishable paragraph?

__ Have you read it through and cut out all the fat? Seriously. Get to the point. Now.

__ Have you established credibility? Give them a good, honest, believable and credible reason why this is THE product they should buy.

__ Are you using bullet points? If not, are you crazy? Bullet points are your best sales tool in an email or a sales letter.

__ Have you given them a reason to respond right now? Preferably one that doesn’t sound cheesy?

__ Have you included your call to action? Don’t assume they know what to do next.

Use this checklist on your next 5 emails, and compare the results with your last 5 emails. You should see a significant bump in conversions.

Let me ask you a question: Are you on a certain marketer’s email list? You know the one – he sends out an email every day or two telling you to go check out “X” product because it’s new, revolutionary, exciting and the most amazing thing ever? Yeah, that guy. I’m on his list, too.

In fact, I’m on the list of a couple of dozen marketers who fit that description. And the fact is, I seldom open their emails anymore, much less buy their recommendations. And I bet you’re the same way.

So who do you buy from? The marketers you trust, right? Me too.

And here’s who I trust the most: The marketer who actually USES the product they promote to me, and then records a video of them using it, or writes an HONEST review of it.

It’s so simple. It’s so easy. And yet 99% of marketers never do these things.

You want to promote a product to your list. You get the product – maybe you buy it, maybe the product owner gives it to you. You open the product up and consume it. You read the pdf, you watch the videos and you take some notes. Then you implement the strategy and you see what kind of results you get.

Then you write a review telling me about the product. What you like, what you think sucks, what is missing and so forth. You tell me who should buy this (ie: newbies, website owners, etc.) and who shouldn’t. Maybe you record a little video showing either what’s in the product or how you used it or both.

You send me an email with this info. Wow! Talk about doing me a service. Maybe I buy, maybe I don’t, but you have now earned my trust. I open your next email and your next email and the one after that. I read your REAL reviews (notice the word ‘real’) and the more I read, the more I trust you. Pretty soon I’m not buying anything unless YOU recommend it.

Congratulations – you have just risen above 99% of email marketers out there. You have earned my trust and my business and as long as you keep it up, I will continue to buy from your links.

But you know what? 99% of list owners who read this will never do it. They won’t actually USE the products they recommend. They won’t write HONEST reviews. They won’t record videos of the results they’ve achieved through using the product.

And in the long run, they won’t build the audience or make nearly the sales of the few marketers who take the time to do these things.