Oddly enough I see this question pop up every so often in popular online marketing forums. Sometimes I even see people get pretty upset about the answers they get, demanding proof that a person is making money writing articles. So I thought maybe it’s time to add my own two cents.
Yes, article marketing is all but dead if you’re referring to posting junk articles on article directories and expecting people to knock down your virtual door. Thanks to the changes in Google over the years, those days are over and done. Even posting an outstanding article on a site like Ezine Articles likely won’t garner you more than a few website visits a week at most – probably not enough to make it worth your while. Because if you’re writing quality content that people really want to read, there are far better places you can place your own articles.
For instance, you can place them on your own website. These days Google is rewarding sites full of quality information with better rankings, so why not fill your own website with your truly great articles?
What do I mean by quality information? First, it’s got to be material people actually want to read. This means you’ve got to have some basic writing skills or readers won’t go past the first paragraph. Second, the content has to be something that will empower them, improve their life or solve a problem. In other words, what’s in it for them to read your article?
Third, it has to be relevant. Offering up last year’s SEO techniques isn’t going to cut it, and in fact it will earn you some nasty comments and a hit to your reputation. Either know what you’re talking about, or find an expert who does.
Okay, so you’ve got some great articles on your own website – time to find other sites who are looking for your content. Ideally you want sites that get a lot of traffic but don’t post a ton of content. This way your article will stay featured for a longer period of time, plus it’s more likely to appear in the “most popular posts” section.
Once you’ve got some guest articles (or guest posts, if you prefer) out there, contact those site owners about possibly writing for them on a continuing basis. If you’re submitting an article a month to say, 10 different sites, that’s 10 sites sending visitors back to your site. And that can be far more powerful than Ezine Articles ever was.
Lastly, see if you can get articles published in real life magazines. That’s right – magazines like Entrepreneur and Wired. Sure it’s harder to break into those, but what a coup if you do!
A hot online business model is to build a membership site and sell those memberships for $27 to $97 a month or more. It sounds like a great idea – theoretically just 100 members paying you $97 a month will gross $9,700 per month and $116,400 per year.
But it’s not as easy as it used to be to get someone to sign up for a hefty monthly payment. And if you do, a majority of members tend to cancel after 1-4 months.
So why do they cancel? Because in their minds you are not delivering enough value for the money. They see that their finances are tight and they look for ways to save some money. “I’ll cancel that monthly membership because I wasn’t really using it anyway.”
The only way to prevent this from happening is to be indispensable to their business or their lives. If, for example, your membership gives them the software or the content that enables them to run their business, they’re not going to cancel. Same way if you provide them with something they can immediately turn into profit, such as high quality PLR. But these things tend to take more time and resources than the average marketer has, at least in the beginning.
So how can you start a continuity program that people readily join and don’t quickly cancel? By offering an inexpensive newsletter on a topic they’re passionate about. If your newsletter is in the $5 to $12 a month range and if it’s providing value, they’re not likely to cancel. After all, what’s a few bucks to read something they really enjoy? It’s less than a pizza and it provides value. And it’s almost too much effort to bother to cancel – it’s easier to just let it continue.
But you might be wondering how it can be worth it to sell a newsletter for, say, a $9 a month subscription. After all, 100 subscribers is only $900 – is it worth your time? And how long will it take to get those 100 subscribers?
Frankly, it generally doesn’t happen overnight. You may only get a handful of subscribers the first month, and another handful the second. But if your subscribers are sticking around, then your income is steadily building month after month.
Better still, whether you have one subscriber or 10,000 subscribers, your work stays the same. This means you can continue to add subscribers to infinity and your workload never goes up but your income does.
Plus, it doesn’t have to take a tremendous amount of effort. If you’re already knowledgeable about your topic you can write about it in your spare time. If you’re not, you can interview others and transcribe the interviews, or get other experts to write articles for you. In fact, if you’re smart you won’t spend the majority of your time creating content because you’ll spend it growing your subscriber base. This way every month you’ll earn more than the month before and that’s a great feeling.
Plus, you can market additional related products and services to your newsletter subscribers, thereby further increasing your income. Remember, your newsletter is far more likely to be read than ordinary emails, articles and blog posts because people are paying to receive it. This means you can build a tremendous amount of rapport and power with your readers. And so long as you never steer them wrong, they are more likely to follow your suggestions.
Here are 16 tips to get your newsletter up and running and make it as successful as possible.
1. Choose a topic with a high perceived value for the market. Making or saving money is always good. So is any niche with fanatical followers, many health niches, hobbies and even dating and relationships. If you can find something that people are obsessed with you’ve got a winner. For example, bodybuilders are obsessed with finding better/faster ways to gain muscle and they’ll subscribe to numerous magazines and websites to find the latest techniques.
2. Write a bullet rich sales page with tons of teasers on what they’ll discover in the newsletter.
3. Write one monthly newsletter or break your newsletters up into weekly editions. To begin with, the monthly newsletter format is easier and feels less overwhelming to produce. Plus it can be more impressive looking when subscribers see one big newsletter instead of several small ones each month. However, if there’s a lot of news in your niche then you might want to go with 2 or more smaller newsletters, since you’ll be able to put the news out in a much more timely manner before it gets old.
4. The amount of content you put into each newsletter is going to depend on your preferences, the niche and what your readers want. Remember that quality is much more important than quantity. For example, if you write a newsletter about making money from home, one detailed method they can implement each month is worth more than 100 pages of generic information they can get anywhere.
5. You don’t have to limit yourself just to written content – you can also do podcasts and videos.
6. Use experts in your field to help you generate the content. If you rely just on yourself you’ll run out of info. But with a steady stream of experts you’ll always have something fresh to say. Do interviews, use guest authors and even hire people to write articles for you.
7. In addition to information, negotiate discounts on products and services they might need. Getting these “inside deals” can be an added benefit of being a subscriber to your newsletter. For example, if your newsletter is about how to best use WordPress, you might negotiate discounts on popular themes, plugins or hosting. If you’re good at negotiating these deals they could even pay for members’ subscriptions.
8. Use a $1 trial to bring in more new subscribers.
9. Convert your newsletter to PDF and deliver via autoresponder or download link.
10. Ask your subscribers to submit their own tips and advice and offer them a link in your newsletter or some other reward if you publish what they write. Do this in every issue and over time you won’t have to produce as much content yourself.
11. Survey your subscribers to find out what they would like to see covered in your newsletter.
12. Once you know the value of your subscribers, you can purchase advertising to bring in new subscriptions. For example, if you know that your average subscriber stays for 6 months and you charge $9 a month for your newsletter, that’s $54. If it costs you $15 in advertising to get that subscriber, you’ve made (on average) $39 for every new subscriber that advertising brings in, not including other sales you might make to them.
13. Have a back end. It should be something more expensive than your newsletter and it needs to fit your niche perfectly, but it doesn’t have to be your own product. You can offer an affiliate product – just be sure it’s something you really, truly believe in yourself.
14. Depending on your niche, you might offer a “fixed term” membership. This is generally used when teaching specific skills that don’t change much over time, such as how to run a membership site or how to survive a disaster. You wouldn’t want to use this model if the information were constantly changing – for example, investing.
If the fixed term membership model is applicable to your niche, it offers a double benefit: First, you write the content once and continue to get paid on it for a long time. Second, members see the end in sight and are even less likely to cancel. Weekly publication tends to work well for a fixed term membership.
15. Rinse and repeat. Once you get one newsletter off the ground and successful, you might consider doing a second newsletter. This might be directly related to your first niche or in an entirely new niche.
For example, if your first newsletter is on Commodity trading, you might start a second newsletter on Forex trading. Then you can offer a discount to your commodity subscribers when they subscribe to your Forex newsletter. This will give your new newsletter a financial jump start and also enable you to immediately begin paying for content if you’re having it outsourced.
16. Cash out. If there comes a day when you’re ready to move on, sell your newsletter. Keep in mind that having built in recurring income along with a list of paying members makes your business VALUABLE, so you should get a very good price for it.
Don’t be alarmed, but right now I want to shake you by the shoulders and slap you silly… Because I suspect you’re fast asleep at the wheel of life.
Well I have news for you, and I’m sure you’ve heard it before but maybe, just maybe this is the time when you finally sit up and take notice and start making some real changes in your life, because…
Life Is Too @#$Z&% Short!
Remember when you were a child and you believed life just goes on and on and on?
And now here it is, barely a few minutes later (or so it seems) and you discover that a major chunk of your life is now forever gone.
What the heck happened to it??? Did you blow it like someone blowing money on the horses? Or did you make the most of every moment?
There are millions of people who struggle just to make it through the day. They’re in jobs they hate, lives they don’t like doing things that hold no interest for them. And yet the clock ticks for them as it does for the rare person who is completely happy and content doing what they love to do.
Doberman Dan wrote something that fascinated me. I don’t know where he got these numbers, but they’re enough to shake awake anyone slumbering through life:
You’ve got 78 years on this earth, statistically speaking.
You spend 1/3 of that time sleeping so that leaves you with 49 and 11 months of “awake” years.
Subtract hours in school and that leaves you with 46 years and 4 months of your life remaining.
Subtract 91,000 hours on a job and you’ve got 35 years and 11 months remaining.
Subtract time driving, running errands, brushing your teeth, etc., and you’re now down to 32 years and two months.
Subtract eating, drinking, shopping, etc., and you’ve got 25 years and 10 months left.
Subtract chores and you’re down to 20 years and 1 month.
Subtract taking care of children and family, along with watching TV, playing video games and wasting time on the Internet and you’re now down to 9 years and 6 months of your life remaining.
78 years on this planet (if you’re lucky) and only 9 of them are yours.
See what I mean? Life is too @#$Z&% short.
Life is too short to let fear rule. Open your mind, arms and heart to new things and people. Take a chance, push through fear, let go of guilt, break down your goals to achievable steps and get moving TODAY.
Life is too short to be unhealthy. Get moving and get active and stop eating crap food, especially if you want to make it to 78+ and enjoy the journey.
Life is too short to be full of regrets, just as it’s too short to dream about your ‘glory days.’ You can’t start the next chapter of your life if you keep re-reading the last one.
Life is too short to be a slob. If you’re disorganized then you’re wasting time looking for things and wasting more time not doing the things you want to be doing.
Life is too short to be negative. Yes, occasionally negativity seeps in. But when negativity rears its ugly head you’ve got to beat it back with everything you’ve got, and never under any circumstance do you invite it in or ask it to make itself at home.
Life is too short to deal with or even think about rotten people. Are you worried about what that nasty person said about you? Why????? Life is too short to stress yourself with people who don’t even deserve to be an issue in your life.
Life is too short to keep up with the neighbors. Do you care how many new cars or televisions they have? I can’t think of anything more irrelevant than what the neighbor blew money on today.
Life is too short to be in a job you hate. If you’ve never had a job you hated, all the words in the world couldn’t explain this to you. But for the other 95% of people who know what I’m talking about, no explanation is necessary.
Life is too short to be poor. Yes, you might start out poor and that certainly isn’t your fault. But there comes a time when your finances are exactly what you make of them. There is nothing noble about being poor – it’s like having a ball and chain around your throat that stops you from living the life you want and instead wraps you in layers of stress and anxiety. If you don’t have the money you want, then get busy and make it. And yes, I do believe Internet Marketing is still hands down and bar none the best way a person can go from poverty to wealth in a relatively short amount of time (2 to 10 years.)
You and I and every single person we love is terminal – it’s just a matter of time. And every day we have a little bit less of that.
I’ll let the quote master Mark Twain have the last words…
“Life is short, Break the rules. Forgive quickly, Kiss SLOWLY. Love truly. Laugh uncontrollably. And never regret ANYTHING That makes you smile.” – Mark Twain
Let’s face it – it’s getting a little harder these days to do offline marketing. There’s more competition than ever before as more and more marketers break into the field. There are also more potential services to sell, which just tends to confuse the heck out of both the business owners and the new offline marketers. And as more and more marketers are offering more services to business owners, the owners are often saying “no” before they even know what they’re turning down.
But it’s still true that offline marketing can be hugely lucrative for anyone who makes a serious attempt at it, especially if they find a way to stand apart from the crowd. Imagine the edge you could enjoy over every other offline marketer if you offered business owners just one thing – the thing they want the most – more customers.
Very few marketers are doing this, yet it’s probably the easiest service of all to sell to a business owner.
You could practically pick and choose which clients you work with, because what business owner is going to say ‘no’ to new customers? None in their right mind. Especially when they only pay you for leads or for actual customers. If you don’t deliver, they don’t get paid. Thus there is absolutely no risk to them. And with no risk, there is no reason for them to say no.
So how do you go about getting these leads and new customers for your clients? First, you’re going to think locally, not globally. You’re getting leads for a specific type of local business that serves a specific geographic area, such as a city or region.
Second, you’re going to build a website and then you’re going to drive traffic to that website. You do want to use good SEO, but you don’t want to rely just on search engine traffic. After all, your site could rise or fall on the whim of the search engines. That’s why you’ll want a paid traffic source you can rely on such as Google Ads.
You’ll be choosing niches that can pay you high referral fees so you can afford to spend money to get those leads and still pocket plenty of profit. For example, let’s say it takes you $50 in Google Ads to get a new patient for a dentist. If you’re charging the dentist $100 per new patient then you can do this all day long.
You’ll want to retain ownership of your websites for two reasons. First, if your client ever stops working with you, you’ll be able to sell your leads to a similar client in the same area. For example, if you’re getting leads for a contractor in Austin, Texas, and one day that contractor decides for whatever reason to stop using your leads, you can simply begin selling your leads to one of their competitors.
The second reason to retain ownership of your lead generating websites is so that you can make changes on the fly. Let’s say your site is ranking high but one day it falls to page 3. You can immediately make changes in your SEO without having to get them approved by the business.
As you can see, this business model is fairly simple and the competition is still relatively low. The field is wide open and getting clients can be as easy as asking if they can handle more business.
Here are a few questions you might have:
Q. What type of website should I build?
A. A small WordPress site targeting the best buyer keywords works well. Figure 5 to 10 pages, 10 to 25 keywords to start if you’re optimizing for SEO. Each website should target one niche in one town. For example, dentists in Tacoma or chiropractors in Atlanta.
Q. How do I find the keywords? Can you give keyword examples?
A. Use the Google Keyword Planner to find out which terms are commonly searched for in a particular industry. Then add those keywords to the location to form your keyword phrases. For example, Tacoma Washington dentist. Use singular and plural, and also add appropriate “buying” keywords, such as buy, rent, lease, hire, etc. Lastly, add descriptive keywords such as best, cheap, fast, etc.
Q. What domain should I use for my site?
A. First, don’t buy a domain that uses the actual business name. For example, if your client is Bob Smith, dentist, Tacoma Washington, don’t buy BobSmithTacomaDentist.com because if he ever stops using your services you won’t be able to use that domain. Second, choose something generic with your best keywords in a .com, .org or .net. For example, TacomaWashingtonDentist.com or DentistTacomaWashington.com. (These may or may not already be real sites.)
Q. What should I have on my website?
A. – A toll-free number prominently displayed.
– A contact form above the fold. (70-80% of people will call, 20-30% of people will fill out the contact form.)
– Images – either use images from your client or buy your own images.
– Lots of headings and paragraphs to break up the content.
– Great content with a clear call to action. Don’t use PLR for this – either write your content yourself or outsource it. If you need ideas, check similar websites but do not copy. Above all, make your copy engaging.
– Proof – real customer testimonials are good for this, as well as industry backed facts quoted with sources (IE: “People using a lawyer for their personal injury claim receive on average $42,000 more per claim than those going through the process without legal representation.” – The American Bar Assoc.) btw, I just made that up – DO NOT use it.
Q. What shouldn’t I have on my website?
A. Anything that is on the client’s own website. Assuming they have their own site, you’ll want to use all fresh and unique content. If you need to post their address, do so as an image so Google doesn’t see it as duplicating. And don’t use PLR. Ever.
Q. How do I charge?
A. It’s up to you and the client, but here are some suggestions:
Get paid for the leads you generate, rather than the sales you make. You’ll get paid less per lead of course, but you’ll get paid for every lead regardless of whether or not they become a customer. It’s important to note that clients may be more reluctant to do it this way if they are not confident in their ability to close leads. You can overcome their resistance by giving the first leads to them for free so that they can test the quality of the leads before agreeing to pay for your services.
Establish a flat rate for each sale you generate. Your client might offer many different services at different prices, in which case you can establish a different flat rate for each service. With a flat rate you typically get paid right away.
Take a certain percentage of each sale. If your client bills far into the future rather than upfront, you might not get paid for a while using this method. Commissions over the lifetime of the client/customer relationship. For example, if your client is a landscaper and they service the client weekly for months or years, you could get paid a small amount of money for a long time, which adds up.
Q. Are there any clients I should avoid?
A. Yes. Any business in direct competition with one of your existing clients. For example, you can work with one dentist in each geographical area, but not two dentists in the same small to mid-sized town (2 dentists in a large city would almost certainly be alright, but after that look for other locations or other professions.)
Also avoid any business that does not either make a large sale up front or offer a long term ongoing service. For example, a bakery wouldn’t be a good business since each sale is probably $5 to $20. But a doctor, lawyer, accountant, contractor, swimming pool sales, realtor, insurance agent, mortgage broker, etc., would all make for good clients. So would someone who provides an ongoing service such as the landscaping and lawn care we mentioned earlier, or a maid service, high paid personal trainer, etc.
Q. How do I know which businesses to approach?
A. Look for those that are already spending money on trying to get business. This might be in the Yellow Pages, Google Ads, newspaper advertising, etc. These are businesses looking for more customers and ready to spend money to get those customers.
Q. How do I track leads?
A. The opt-in form makes tracking of those leads easy. You can even offer an incentive such as a relevant report to encourage their opt-ins, and then follow up to encourage them to use your client’s services.
For the phone number, you can use a virtual reception service to take down the name and number of each caller before forwarding them to the business.
Local affiliate marketing can be extremely lucrative if you’re willing to put some time into it. You’ll need to build websites, optimize them and run Google Ads campaigns. But once you get everything set up, you can continue to make money for months or years to come with very little additional effort.
If you’ve ever read Napoleon Hill’s “Think and Grow Rich,” you know that he repeatedly alludes to “the secret” without ever stating exactly what the secret is.
A quick aside here – I wonder if his book would still be popular to this day if he had simply STATED the secret, rather than leaving it a bit of a mystery? I don’t think so.
Some have said the secret is to, “Conceive it, believe it and then achieve it.” That is, you need to decide what you want, believe with all your heart that you can and WILL achieve it, and then take the action necessary to make it happen.
Others have said the secret lies in Chapter 2, where even Napoleon’s own son said he was able to identify the secret. That chapter is about “Desire: The Starting Point Of All Achievement.”
Chapter 2 reads, “The method by which desire for riches can be transmuted into its financial equivalent consists of six definite, practical steps…”
“First. Be definite as to the amount.” Desiring a lot of money or to be rich won’t work. Making a goal of $5,000 a month in income will.
“Second. Determine exactly what you intend to give in return for the money you desire.” You don’t get something for nothing – if you did, you could simply make a wish and your desire would appear. You’ll need to exchange your efforts for the money you desire, so what is it you can do? How can you give tremendous value to others?
“Third. Establish a definite date when you intend to possess the money you desire.” Never underestimate the power of a deadline, or the need to be accountable to someone. Tell the person you least want to disappoint of your deadline, and be sure they hold you to it.
“Fourth. Create a definite plan for carrying out your desire, and begin at once, whether you are ready or not, to put this plan into action.” Decide what you’re going to do, and then just do it. Don’t wait – procrastination leads to excuses which leads to more procrastination. Begin immediately.
“Fifth. Write out a clear, concise statement of the amount of money you intend to acquire, name the time limit for its acquisition, state what you intend to give in return for the money, and describe clearly the plan through which you intend to accumulate it.” You’ve heard this before – Write it down. Make it concrete. Make it REAL.
“Sixth. Read your written statement aloud, twice daily, once just before retiring at night, and once after arising in the morning. AS YOU READ – SEE AND FEEL AND BELIEVE YOURSELF ALREADY IN POSSESSION OF THE MONEY.” Twice a day? I would suggest several times a day. Keep your goal right in front of you so that it’s on your mind always, like a mantra. It should be the last thing you think about as you fall asleep, the first thing you think of upon waking, and your predominant thought throughout the day. As you think about it, BELIEVE it is already done – you are simply going through the formalities.
You’ll notice that these 6 steps assume one thing – that you will take ACTION and do whatever it is you need to do to make it happen.
Six steps, plus action.
If we were to boil this down to its essence, what would it be?
Conceive it Believe it Achieve it
And there you have it – Napoleon Hill’s secret to Thinking and Growing Rich.
Famous sales person Ben Gay tells the story of being on an ocean going fishing boat with a very successful friend. His friend hooked a whopper of a fish on his line. The crew went crazy with someone shouting out “slow down, speed up, hard to port, etc.” Crew members were running around doing whatever they do and the entire boat had a feeling of total chaos while his friend was working on landing this fish.
But his friend was as calm as could be. When Ben asked his friend how he could stay so calm amid all this frenzy, his friend replied, “While the fish and the crew don’t know the outcome of this struggle, I do.”
His friend had already conceived and believed he would catch a giant fish. All that was left was to calmly and serenely land him.
Hopefully you are the exception to these mistakes. If you’re not, take heart: 9 out of 10 online marketers make these very same mistakes. Here’s how to rise above your competition and increase your bottom line simply by NOT making these 5 mistakes…
Spamming on social media. You opened your Twitter account with the best of intentions to Tweet valuable content and answer questions, but now nearly every tweet you send out is a link promoting a product. If this is you, then it’s time for a change. Promotion is fine as long as it makes up only 20-30% of your tweets at MOST. The rest should be content rich and helpful to your followers. And this goes for every social media network, not just Twitter.
Not testing. You create a new squeeze page but you don’t test one headline against another. Result? Every day that goes by, you are losing money. Test everything and eventually the exact same effort will yield 1.5, 2 or even 3 times the results.
Not asking for the sale. Whether you’re looking for an opt-in, a share or a sale, tell them exactly what you want them to do. If you don’t make your call-to-action clear, you will get less than stellar results every time.
Ignoring your current customers. Are you so busy looking for new business that you forget to pay attention to your most important asset – your current customers? These are the people who already trust you enough to have purchased at least one of your products. That’s why your current customers are actually your best future prospects in the world – treat them like gold.
Talking about you, you and YOU. Do you know who your customers care about? Themselves. They don’t care about you, only about what you can do for them. This sounds harsh, but it’s true. Yes, you can tell them an anecdote about what happened to you last weekend, but it better have something in it for them. Your customers don’t want you or your products. They want solutions to their problems. Remember this and you can’t go wrong.
“Find out what people want and sell it to them” is advice you’ll hear time and time again. Why? Because it generally works. After all, if someone wants breakfast cereal made out of toads and frogs and you’re the only one selling it, you can command your own price.
But what if there is massive competition in the toad and frog cereal niche? Then you’ve got to differentiate yourself. You’ve got to find a way to stand apart and above the others selling a very similar product.
Or you can go a different route, the way companies like Apple roll, and that’s to find out what people WILL want. You see, all of the greatest products were at one time non-existent. No one knew you could ride in cars and so they used horses and maybe buggies. Then along comes the car – something no one had seen before, and people quickly realized they wanted it. Decades later consumers didn’t know they wanted computers and the Internet. Nor did they know they wanted cell phones and then super sophisticated cell phones, but once they were introduced, people desperately wanted them.
So if you can find a want before it even exists, you’ve got no competition – at least for the first few weeks and even months.
And you can take this even one step further. It’s not just a matter of finding out what people will want, it’s also a matter of finding a way to offer it to them that takes the work out of it. Imagine if Apple sold its products as kits that had to be put together – would they sell as many phones and tablets as they do now? Doubtful.
There was a time when computers were basically sold as kits. You get the plans, you buy the parts, you put together your computer. So who had computers during this time? A relative handful of people who liked to tinker on electronics. It wasn’t until several years later when computers were sold ready-made that the market took off.
If we were looking at this as a tiered system, with each subsequent tier being preferable to the previous, then the first tier is the old standby of offering customers what they already want. The second tier is offering what they want before they even know they want it. And the third and final tier is to offer what they want before they know they want it, and take all of the work out of it for them.
Sell them the ready made solution where the only action they need to take is to make the decision to buy. Make them feel good for taking that action, like they made a real contribution to getting the solution you’re offering. In essence you’re giving them the satisfied feeling that they really accomplished something important when they hit that order button. But in fact YOU are doing the actual, real work, whatever that might be.
If you’re offering a revolutionary new WP theme, install it for them. If you’re offering a complete business solution, set the whole thing up for them. If you’re offering an irrigation system or an automobile makeover or even an exercise program, make them feel that all they have to do is make the decision. That’s it. Then you will do the rest.
Now of course you and I know that in many cases, they will have to do work. But that’s not something they want to think about during the sales process. In the example of the exercise program, all they have to do is show up and then you will guide them step-by-step. They don’t have to think about a thing, they just follow along. You’re making it appear as though you do the work, when in reality they are the ones actually working.
Is this deceptive? Not in the slightest. If you say you will build them a website and then you send them instructions on how to do it themselves, then of course that would be deceptive. But if you build the site for them and then they have to update it themselves, or if you show them exactly how to exercise but they have to actually move their own bodies, you truly are taking the lion’s share of the work of thinking out of it for them.
In the sales process when you are romancing the customer, it’s okay to make them feel 10 feet tall for simply “taking action.” And it’s also a very smart move to continue to congratulate them for their wise decision, since this will make for happy customers who don’t cancel.
Find out what people want, or better still, what they WILL want, and then remove the work as much as you can and you will have a winning business model.
Have you tried offline marketing yet? If not, why not?
Odds are you’re hesitant to offer offline services because you’re afraid of sounding less than super intelligent when talking to business owners. Maybe approaching them makes you nervous. Maybe you just don’t feel like enough of an expert.
Whatever the reason, take heart. Business owners are just people who need help, and you are there to do exactly that – help them. Treat them like they are your new friend and you can not only eventually turn them into clients, you can also keep them as clients for years and years to come.
Perform a service for them, no matter how small. Even if you only charge $100, that token amount is your foot in the door and a slam in the face to all other offline marketers. Now when someone approaches that business person about marketing, they will say, “No, I already have a guy/gal for that.” And once you earn their trust with that first small job, you can get bigger and bigger jobs from them in the future.
So how do you get your confidence up for that first phone call or in person meeting? How do you get yourself in the zone before you even pick up the phone or walk through the door? By talking to yourself or a friend. Literally.
This trick comes from entertainer Kyle Cease who accidentally discovered it on the way to an audition. Normally before an audition he would constantly worry about it. But this time he started talking to his friend about the upcoming audition as though it had already happened, like this: “Do you remember when I went into that audition and I just nailed it? I don’t know what happened but I got into a zone and I started feeling so good.”
By talking about it in past tense, he started feeling really good about it. The stress disappeared and he acted as though it was a done deal, as though the only possibility was nailing the audition, which he did.
Interestingly enough, I’ve been doing this for years without even realizing what I was doing or why I felt so confident in new situations. It took Kyle to point out that this technique isn’t well-known and needs to be shared.
Try this yourself. The next time you are stressed about something you’re about to do, talk out loud about how great it went, how you were positively on fire and totally nailed it, etc. It’s a simple trick that costs nothing but a few minutes of your time, but it can have a life changing impact.
This one technique will allow you to break through old comfort zones like you’re a superhero breaking the sound barrier. You’ll find you can do things and accomplish things you’d only dreamed about before.
Tony Robbins is fond of saying that “Success leaves clues,” and he’s right. Let’s look at how to use this to your advantage so that you can reverse engineer your way to success.
Say your goal is to make $10,000 a month with your online business, since that’s a very popular goal among Internet marketers.
How do you want to make that income? Perhaps you want to create and sell products in a particular niche, or list build, or do CPA, or build a membership site. Your first step is to decide what it is that you want to do and what niche you want to do it in.
I suggest running some numbers as well. For example, if you’re creating products then you need to sell 100+ $97 products a month to reach $10,000 a month. Or sell twice that many if you’re using affiliates and paying 50% commissions.
If you’ve got your niche selected but you don’t know what to do next, then your first step is to find every big marketer in that niche and get on their lists. See what they’re doing, what they’re saying, and especially what they’re selling. This should give you some terrific ideas in less than a week’s time. Write down all of your ideas, even the ones you think are silly or beyond your reach.
Now then, narrow your choices. Maybe you’ve decided to create a blog, build a list and sell affiliate products and your own membership site. Now you have a plan. You can get basic info from the Internet on starting your blog and list building to get you started.
Next, you’re going to analyze what your competitors are doing that’s working in terms of blogging, list building, selling affiliate products and running a membership site in your niche. This is information you won’t get out of any course. It’s been said that if you want to know the real secrets of what the best marketers do, then you should watch what they do rather than listen to what they say. That’s why you joined your competitors’ lists, to see how they’re doing what they’re doing.
Questions to research:
How are they getting traffic? Where do they get their links? Who are their affiliates? What is their content strategy? What is their unique selling point? How do they structure their websites? Who is their audience? What is their website or product missing? And so forth.
There are multiple tools online to help you do this which you can research on Google. This isn’t a tutorial I’m offering you here so much as a mindset:
Success is simple, because no matter what you want to accomplish, in most cases someone has already done it or something very close to it. You don’t need to reinvent anything, you just need to find out what they did and go do it yourself.
Mind you, I’m not suggesting you infringe upon any copyrights. Rather, I’m suggesting that there are no wheels that need reinventing. Furthermore, if someone else can do it, then you certainly can as well. You can outsource anything you cannot do and fill in the rest yourself.
And you don’t want to “copy” when it comes to content. Let’s say your entire strategy for earning $10,000 a month is to build a $97 membership site and keep it filled with 100+ members. Let’s also say that someone else in your niche is already doing that. Should you copy them? Not exactly. By all means use their methods for traffic and lead generation, since those are obviously working. But create your own brand, your own unique selling proposition and your own unique content. Furthermore, whatever it is they’re doing, you want to do it better in some way. This means delivering more results, or delivering those results in an easier way, or something that sets you apart and above the other membership site. This will make it easier to get and retain members.
Focus your efforts on taking care of your customers and you’ll find the money tends to take care of itself. As Zig Ziglar used to say, “When you help enough people get what they want, you’ll get what you want.”
Now then, don’t restrict your reverse engineering to your own niche. Many times you can gain valuable insights from other niches that translate nicely to yours. For example, you might be in the fashion niche and you see a financial membership that sends out a CD every month, or has a hotline, or somehow personalizes content for each member. Is this something you could do in your fashion membership? Perhaps you send out a CD of the latest styles and patterns. Or you have a fashion ‘hotline’ on your site that offers the latest fashion industry insider’s news. Or you have a feature that shows members how each new clothing line would look on their particular body build.
Mind you, I know nothing about fashion, in case you couldn’t guess. My fashion style is simple: If it’s comfortable and doesn’t make me look silly, I wear it. Perhaps there’s a need for a fashion website for people like me.
My whole point is this: Stop thinking you’ve got to start from scratch, or that every answer is hidden inside the latest marketing info product. The truth is you already have the capability to discover exactly what is working – because success leaves clues. All you have to do is play detective, follow the clues and get busy reverse engineering your own success story.
Every niche has its share of movers and shakers, including yours. So how do you get those big personalities to share your amazing content with their readers?
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First, you should have built a foundation of quality content. Have at least a half dozen posts on your blog, and make sure that each one of them is either chock full of well-written targeted content, or entertaining or both. No one with a reputation is going to send traffic to your site if they can’t vouch that it’s worth their audience’s time.
Now then – make a list of the interesting personalities, experts and big movers in your niche for a blog post you’re going to write. Include background information on them, accomplishments and why they’re important. If you like, rank them according to any criteria you choose – influence, charm, good looks – it’s your post so you can do it as you choose.
For example, depending on your niche, your post might be titled: The Top 50 Flower Bloggers or The Top 25 Movers and Shakers in Finance.
These lists of top people in a niche or industry make for extremely share-worthy content, but you’re going to take it one step further to ensure it gets passed around. Contact each person on the list and congratulate them for making it onto the list. Some of them are sure to tell their own readers about your article through social media and their own blogs and websites.
About ranking these experts – what if some of them are upset with you for not ranking them at the top? First, not everyone can be number 1 – it simply is not possible. Second, even if they are a bit miffed, you can use that to your advantage by gleaming additional blog posts and even publicity out of it. Third, you can write this post annually.
That way, next year those same people may have gone up in the ranking, in which case they are likely to brag about this to their audience. In fact those who are lower on the list may try to curry your favor, and those higher on the list may add you to their inner circle. Really, it’s a win-win no matter what happens, and in the process your content gets shared multiple times.
BONUS TIP: Now that you have the attention of the experts, choose a hot topic and ask them to weigh in. Even if you just get 2 or 3 to share their opinions, you’ll have another piece of great content that is likely to get shared throughout your industry.
BONUS TIP #2: Do a blog post on “What 22 Top ___ Say About ___.” This is easy and practically writes itself. Simply email the experts from your list of experts and ask them for a quote about a current topic or trend in your niche. Then compile their responses into an article or blog post. Be sure to let your contributors know when you make your post, so they can share the link with their audiences, too.
