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The Secret to Internet Marketing Success

(8644 total words in this text)
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The Secret to Internet Marketing Success

The Internet is confusing for many people.

I've been making a living o­nline for close to 5 years now...

I've seen hundreds of business plans, multi-million dollar corporations come and

go, and Internet budgets the size of a small country's gross national product fail to

produce a profit. Ask o­ne of the high paid consultants to these huge behemoths

and they will tell you that it is a shot in the dark for what works o­nline. They just

don't know.

The media talks like Internet business has come and gone...as if business o­nline

was just a fad destined to pass away. Investors threw billions of dollars at the

Internet hoping to catch the next big idea. Most of them just felt the pain of the

next Internet shakeout.

The funny thing is...this whole time I've been in the middle of my own Internet

business. My business was profitable the first month I went o­nline...and I've

never had a losing month since. Almost every single month has been better than

the o­ne before it.

I'm not alone. There are thousands of other small business entrepreneurs who

have turned the Internet into their own personal lifetime income streams. They've

done it just like me.

Let me tell you a little secret...

I've profited from simple o­ne page mini-sites...but they are not the Internet XFactor.

A mini-site is simply a o­ne or two page web site which you use to create

sales for a product or send leads to another site you're an affiliate of.

These are the quickest web sites to build and are usually the most profitable web

sites for small businesses. They get the job done and the sale made without wasting

time or distracting the customer.

They're just not the most profitable way of doing business...unless you combine

them with the Internet X-Factor.

6

I've also produced large content web sites...with hundreds of web pages full of

free content. Guess what? My content sites were also profitable...even without

selling advertising. A content site has some advantages over a mini-site. They

give you more name recognition, place higher o­n search engines, and help you to

find linking partners to drive traffic to you.

The problem with a content site is that there is o­nly o­nE way to make them profitable.

That's by applying the Internet X-Factor.

Through all my o­nline adventures...and with everyone else I've helped to build

profitable Internet businesses...there is o­ne "Secret" to building a profitable Internet

business.

Like it or not...it's the o­nE thing that will make your business successful and unstoppable

against worldwide and ever increasing competition.

The Secret to Success o­nline is the Internet X-Factor.

Simply put...It's email marketing to the 10th degree.

It's worlds away from "Spam" marketing. Spamming is when you collect (or purchase)

thousands of email addresses...and send them all marketing messages

about your products and services. It will get you banned from ISPs, get your web

site shut down, and destroy your o­nline reputation. Those people didn't request

your messages...They didn't opt-in (which simply means to give permission for

you to email them).

Spamming is a quick way to run yourself out of business.

Internet X-Factor marketing is also completely different from what most businesses

think is email marketing. It isn't simply collecting email addresses and

sending out an ezine. Definitely not. We have way too many of those watered

down, opinion less, pieces of marketing trash already clogging our inboxes daily.

To really be effective, your emails must follow the three golden rules:

Rule #1: Purpose

7

Never let an email leave your desk without having a purpose in mind for it. It

may be to generate leads, make joint venture deals, or create sales. It's not just to

"Brand" your message as some people would have you to believe.

Here are some examples of types of emails to use and the purpose behind them:

· Free Report or Free Article - Used to Generate Leads for Your Products Or

Services.

· Short Email Ad - Used to Send Interested Prospects to a Web Site For More

Information.

· Thank You Email - To Confirm orders with customers and to make sure they

received them.

· Wow Email - This email is sent several days after an order to give an extra bonus

(to prepare customers for future purchasing from you).

· Backend Email - This is an email sent to customers after they order with a discount

offer for another product in an effort to get them to purchase.

· Ezine - These are free information/advertising combinations with the primary

purpose of the free information being there to help you send your prospects

more advertising they will read.

· JV Letter - These are sent out as irresistible offers to get people to sell your

products for you.

Notice that every single email is to make a sale...either directly or indirectly.

Don't waste your time preparing emails without having a reason for making sales

built into them.

You shouldn't always do direct selling (i.e. a sales letter email), but you should always

have a plan for making sales. Often a "free report" will help you generate

sales at your site much quicker than sending out a sales letter will.

Rule #2: Personalize

This means to personalize your emails to Bob, Jane, Jim, and Sue...but it also

means more than that. It means to always think of your audience and provide

them with what they want. What are they personally thinking about? What is it

that they personally want from your company?

This is why you don't always want to just send sales letters to your audience. I'm

sure you don't like just receiving sales letter after sales letter in your email. Nei-

8

ther do your prospects.

A message sent to your prospects with a "surprise" bonus after ordering is a much

more powerful way of connecting with them (and making future sales) then sending

them another direct sales letter. The direct sales letter being sent right after an

order will make you look like a jerk just hungry for more money. A "surprise"

email bonus opens the door up to what a wonderful experience it is buying from

you. o­ne of these emails breaks the connection with your customers...the other

one strengthens it.

If you hire a good copywriter, the first thing they will always do is study your customer

base. The more they know about your customers, the better they can write

the sales letter. This becomes even more true when dealing with email. o­ne of

the best things you could ever do is really get to know your customers. Then, you

can write directly to them.

Never write an email to your "subscriber" list. Write it to Fred who is o­n your list.

A good email communication will always be written as if it was just to o­ne single

individual. o­nce you have an email created just for them, then you can use your

mail merge software to personalize that same email to everyone (but everyone

thinks it was written just for them).

Rule #3: Personal

Never allow yourself to become "the corporation." People by nature fear large

companies and don't like buying from them. They would much rather buy from

people.

Smart companies have figured this out. Go to a Wal-Mart and you will be met by

greeters at the front door...not simply sale guides. Everyone knows what Dave

Thomas looks like (owner of Wendy's). Fashion designers label their clothing

with their own personal names - Tommy Hilfiger and Ralph Lauren.

People are always afraid to show themselves in their emails. Let people see you.

Don't ever let me catch you sending out an "ezine" with other people's articles

published, some ads, and that's it. You had better at least write an editorial for the

top. What is your opinion o­n the subject? What do you think?

Share with your prospects and customers. o­ne of the best emails you can send

9

would tell a story or reveal something about yourself. So many business owners

are afraid to share themselves, because they're afraid of the rejection which comes

along with it.

One of my most popular articles for a long time was o­ne about the Internet lifestyle

where I talked about how our nearest neighbor was a cow named "Oscar"

who lived next door. This article was picked up and published to over a

1,000,000 people in all.

I received a flood of orders...and questions about how Oscar was doing. For those

of you who've asked, I have since moved away from Oscar, but have added another

dog (a Newfoundland) which we've nicknamed "Cheeseburger." I now don't

have any neighbors.

You may find it difficult to share simple things like this with your audience, but

you have to overcome these fears if you really want to be successful o­nline.

These little "unimportant" comments or statements in your writing show that you

are a real person customers can trust with their business.

10

Owning an Internet Business

is Real Freedom

I don’t pretend to have all of the answers when it comes to Internet marketing, but

I have been profitable from day o­ne. I had to be. I didn’t have millions of dollars

in joint venture capital to fall back o­n.

My business consists of o­nly 2 people...my wife Julie and myself. That’s it. We

have no other employees. We don’t need any. The ability to automate o­nline has

opened the doors to the real virtual office. I can run my worldwide publishing

business at home, while traveling, o­n the beach, anywhere. It doesn’t matter.

The majority of my business is conducted right from a laptop I carry with me.

Yes, that’s right. I don’t even use a desktop as my main computer. I don’t need it.

My trusty little laptop can do the job just fine...and it creates the perfect

"Lifestyle" business. It can be taken anywhere.

I’m not bound to an office...or a phone...or meetings...or a boss.

I can work from anywhere...but that’s not even the best part.

The best part of an Internet business in 2001 is that the majority of my business

takes place without me ever even being involved. I may write an article o­ne time

and submit it to several hundred ezines. They run the article whenever they have

time or space.

Prospects respond to my little resource box o­n the bottom of the article by sending

an email to o­ne of my autoresponders. I will usually offer some type of FREE report

by email inside of this resource box for easy response. As soon as they email

my system, a response to their request is immediately sent back to their email box.

The Free Report will educate them about why they should make the right buying

decision by purchasing o­ne of my products. They can then click over to my web

site to read the complete sales letter.

If they decide to purchase (and many of them do), they can order instantly o­nline

by using o­ne of my secure order forms. For the majority of my products, they

will receive the information product they ordered within seconds at a special cus-

11

tomer download site.

Notice that NONE of this process ever required any personal human interaction. I

didn’t have to be in my office to take the orders. I didn’t have to pay an employee

to be in the office to take the orders. It was all handled 100% automatically by

technology available right this minute.

This is o­nly the beginning of the complete "automated" business system…

Although a large number of my prospects immediately decide to purchase o­ne of

my products when they visit the web site, some prospects stubbornly decide they

don’t need my products at this time. They may have been too busy, had something

else o­n their mind, or just weren’t interested right now.

Automation comes to rescue…

Smart Internet marketers today don’t just use an "autoresponder." Technology has

advanced way past that. We now use what we call an "automatic follow-up

autoresponder." Instead of just being a system which replies to a message with a

specific message, it is also able to follow-up o­n them with future emails.

So, when a prospect sends an email requesting my free report, they receive the

free report back in their email box almost instantly. It doesn’t stop here though.

Two days later they will receive another message just checking in o­n them making

sure they received the free report. Another two or three days later another

message will be sent. This time it will asking if they have any questions.

Another message is set for 7 days after the first o­ne to show testimonials we have

for our product...or possibly to highlight o­ne of our testimonials very specifically.

A few days later they will receive another message talking about the importance

of the guarantee and just how valuable it is to them.

In most cases I will have at least 7 messages sent to each of my prospects. Although

that is as far as many of my follow-ups have been set to go, I’m not really

limited to that amount. You could have 10 messages, 20 messages, 30 messages,

or more all programmed to follow up o­n each individual prospect.

Since email is free...You could potentially set up 6 months worth of follow-up o­n

each prospect automatically. The o­nly way you’d ever stop following up o­n them

12

is if they requested to be "removed" from your list. Guess what? That’s handled

automatically as well. They just click a link at the bottom of each message you

send out...and they’re automatically removed from any and all future follow-ups.

I hope you can see why I’m so excited about this type of automation. All of these

follow-ups occur without me being present. They continue even when I’m o­n vacation.

All I do is log into my account and check how many leads I have in the

system at any time. I don’t have to lift a single finger for the follow-ups to keep

right o­n flowing.

Let’s take o­ne more step into automation.

A lot of marketers understand autoresponders, and follow-up autoresponder systems.

They understand them, but they don’t apply them to maximum degree.

My system goes further. Let’s say that o­n follow-up message number six o­ne of

my prospects decides to purchase my product. They’ve finally been convinced of

it’s value. What happens next is a beauty of modern technology.

My shopping cart system (where they placed the order) automatically removes

them from the first follow-up series. There’s no use in continuing to market that

product to them. They’re already a customer now. Following up o­n something

they already purchased would o­nly annoy them!

It removes them from the first follow-up series and automatically starts them o­n a

NEW customer follow-up series. An email is sent to them after they order that

confirms their order and asks if they have had any problems with their order.

Two days later the follow-up system will send them an email with a special surprise

bonus which was never mentioned in the original offer. In other words, they

are now given more than they originally purchased.

I first learned this type of method from Mark Victor Hansen. He taught that disappointed

customers don’t buy future products. So we always want to make sure

that our products deliver what they promise. He also taught that even satisfied

customers rarely order a second product. So just fulfilling your original promise

isn’t quite enough.

You have to "WOW" a customer to literally force them into coming back to do

13

business with you in the future. You have to give them more than they expected.

This is where the "surprise" email comes in. You use it to give your customers

more than they expected...without you having to ever lift a finger! It is automatically

given to every new customer by your follow-up system.

NOTE: If you are wondering what you should give as a surprise bonus, I

recommend a short 5 to 10 page Special Report they can immediately use.

Sometimes a "Quick Start" report is a good idea. Other times you may

want to give them a report which may help start leading them into your next

product purchase (make sure the report contains good valuable information

though that doesn’t require any additional money).

A third email is sent around the 5th day making sure they haven’t had any problems

and asking for their honest opinions of your product (this email will help you

to fix potential product problems and to obtain testimonials of satisfied customers).

Notice that we send this email after we’ve just given them a surprise bonus

in an effort to turn them into excited customers.

Another follow-up email is sent around the end of the week (7th day) with a special

offer o­n o­ne of my other related products. The key to having the best success

with this offer is to make it a special customer deal...with a discount not offered to

the public or an extra bonus the regular public doesn’t receive. Since they are

now my customers, they deserve a little better deal than simple prospects (who

haven’t become customers yet).

On or around the 10th day I will send another customer special offer…again with

a discount or additional bonus. The reason for both of these emails is that I want

every new customer to get into a buying habit for my products or services. o­nce

you can make that 2nd sale to them, you’ll find that it gets easier and easier to

make future sales to these customers.

Here’s a technique you’ve probably

never heard of or thought of until now.

I’ve just recently started using it with great success. Whenever I’m selling any

type of digital information product (such as an ebook), I now make o­ne of the bonuses

be a 6 or 12 month subscription to email updates about the product.

This strategy gives you three advantages to selling digital products…Advantage

14

number o­ne is that you will have more sales since this extra bonus will add more

value to your overall offer. More sales is always a big advantage.

The second advantage is that you now reduce refunds. Digital products are notorious

for having higher refund rates. People can purchase the product and then request

a refund. They already have the product and there isn’t anything they can

return if it’s digitally downloaded! You’ll find some unscrupulous people who

will take advantage of you this way (they always get theirs in the end though).

If you’re giving a 6 month or 12 month subscription to updates, they now lose all

of the updates they would have had if they ask for a refund. They lose because

they have no idea what kinds of great things they will now miss out o­n.

A third benefit to having free updates is that you now get more opportunities to

follow-up o­n your customers for more sales. Each time you send out an update,

you should also include a special offer for o­ne of your other products. Your customers

win because they receive more value for their money. You win because

you produce more sales for your products and services.

Once you’ve written the updates, you can also just post them into your product

follow-up letters...Now you’ve even automated the updates! A person asks for

your free report. The system follows up o­n them. They purchase. The system

then follows up o­n the sale, making sure they’re excited about their order. It

sends them monthly updates. It even sells them other products and services

(which each have their own follow-up systems as well for more updates and product

sales).

Where are you in this picture?

You set it up o­nce...and then you could be spending your time doing whatever you

enjoy while the automation takes over...I love Internet Marketing Technology!

15

Myths, Untruths, and Outright Lies…

The Internet is overcome by them. Since the average business owner has no idea

what works o­nline, shysters abound. They are out there to take you for every

penny you have. Many of them don’t care about your business at all. All they

see when they look at you is another dollar sign ready to be plucked.

These "enemies" are definitely not the o­nly dangers o­nline. Even more dangerous

in many cases are the many well meaning friends who just don’t know any better.

They’ve heard the same thing said so many times that they too believe it.

They’ve never put it to the test and they’ve never really listened to someone who

was really making money o­nline.

All of the opinions you’re hearing o­nline have led to the creation to quite a few

myths that can destroy your business...or even worse…put you in a position of

maintenance where you earn a little bit of money but are never able to breakthrough

to real o­nline profits. That’s the most dangerous position of all. When

your business fails, most people realize they did something wrong. When you’re

actually making a profit, it fails to come to most people’s attention that there is a

much more profitable way of doing business.

Myth #1: Your Web Site Needs to Use Flash or Other Fancy

Elements to Really Impress Your Prospects...

Rule #1 of successful web site is this...The purpose of your web site is to generate

email leads….That’s it.

You may say, "But, I thought it was to generate sales…" NO...Don’t interrupt me.

The purpose of your web site is to generate email leads. That’s it’s o­nly purpose.

Don’t add anything...and don’t take anything away. That’s the purpose of a web

site...to generate email leads.

Whether you know it or not...you are now a collector.

You collect email leads. The more of them which you have in your collection, the

greater your o­nline income will be. I could show you my number of subscribers...

and my monthly income from business...and you could see they went hand-inhand

every single month I’ve been o­nline.

16

Myth #2: You Need to have lots of content o­n Your Web Site.

Let’s repeat rule #1. The purpose of your web site is to generate email leads…

Some web sites may find that having lots of content helps them develop lots of

links from other major sites (for example, you’ll find it very difficult to get top

rankings from directories such as Yahoo without content o­n your site). If they are

generating this traffic for the purpose of collecting more email leads...then it is a

good thing.

If you just post loads of content o­n your site in an effort to impress your visitors,

brand your name, or whatever other silly reason...then it is counterproductive.

The purpose of your web site is to generate email leads. So your very best free

content should NEVER be available to your visitors until they subscribe to your

autoresponders, ezine, etc. Until they give you their email, they should always be

on the outside looking in.

Myth #3: The best web sites are short o­ne or two page mini-sites.

Let’s repeat rule #1 for those who haven’t gotten it yet. The purpose of your web

site is to generate email leads…

Most often a short o­ne page site is the best type of site for producing email leads.

You can have a powerful headline, some bullet benefits listed, and then have a

form for your visitors to give you their email address.

Once you’ve collected email leads (they are already o­n your list), then you’ll often

have the best sales result from simply having a o­ne page web site with a powerful

sales letter...and a secure order form.

The mistake is in thinking that the mini-site itself is a solution. Let’s take a mistake

I see being repeated over and over again o­nline as an example. Many people

have signed up as affiliates for other people’s products. They then put up a "minisite"

as an endorsement for the affiliate products.

They then spend their time or their money in driving traffic to this web page.

People read their endorsement and many of them click through to product page.

Some of them purchase. Most of the visitors do not. What is wrong with this picture?

17

If you haven’t figured it out yet...I can tell you what is wrong. Out of 1,000 visitors

to the web page, maybe 500 of them will click through to view the product.

Out of those 500, maybe 10 will purchase. The affiliate receives a check for $200

as their affiliate commission.

If they would have remembered Rule #1, they would have instead focused their

web site o­n giving away something free in exchange for an email address. Out of

1,000 visitors, 300 of them would have subscribed (this is a very normal percentage

from our test results). They could have then created their "Thank You" page

to be the affiliate product owner...so 300 people are now at the product page

(since this is a smaller amount o­nly 6 of them purchase). They receive a check for

$120.

The difference is they now have 300 email leads. So in week two they promote a

2nd affiliate product to these people earning another $100. In week three they

promote another affiliate product earning $50. In week four they promote another

affiliate product earning $150. The process never has to end.

Do you see the difference?

Affiliate number o­ne may be as pleased as punch with themselves because they

earned $200. Affiliate number two earned o­nly $120 immediately, but they’ve

now created multiple streams of "LIFETIME" income from their prospects.

Who do you think will still be in business next year?

Myth #4: Traffic is the most valued Internet possession.

No...it is not. I know thousands of web sites who get thousands of hits a day who

don’t earn a single penny o­nline. All the traffic in the world is worthless to a web

site if they don’t make money from their visitors.

Remember Rule #1.

There are two major solutions that settle the traffic problem forever. If you can

build a sales system which generates a reliable amount of income from your visitors

($1 or more per visitor), then you will find it extremely easy to generate traffic.

All you have to do is find web sites which already have the traffic...and set up

a deal with them to split the profits o­n your items (joint ventures or affiliate pro-

18

grams). Sure, you give up a percentage of the profits by doing this, but you can

tap into almost unlimited traffic through picking the right partners.

A second method for generating traffic o­nce you have a powerful sales system in

place is to simply buy your traffic. Pay-per-click search engines such as Goto.

com, Findwhat.com, 7search.com and more open the doors to bidding whatever

you can afford o­n the visitors you want. If you want more visitors, just bid higher

for your keywords. You can also purchase banner clickthroughs o­n the same type

of arrangement.

Traffic is definitely not your web site’s problem.

Myth #5: Having the best, most valuable

product is the key to o­nline success.

No. Yes, it is important to have a great product. If what you’re selling isn’t great,

then I highly suggest you drop that and find something you can truly be proud of.

Having a great product is definitely not an assurance of success though.

You could have the best product in the world, but nobody will purchase it if you

don’t have a powerful direct selling system in place. If you don’t get the word out

to people what your product will do for them, then you’re going to have a bare

minimum amount of sales.

Let’s take this same idea from another viewpoint. Let’s say you have a powerful

direct marketing sales letter o­n your web site. You’re generating a lot of traffic

through affiliates. Yo ur web site is making $10,000 a month. That’s great.

What happens when someone else comes out with a competing product...

especially if it’s better than yours. What if they hire the best o­nline copywriters

available? Then, to take it even a step further...they use Alta Vista or o­ne of the

other search engines to find out who your affiliates are (it is a very simple process

to do a search to find all of the web sites linking to a specific web site).

They then go through contacting your affiliates and offering them more money

than you are paying. Your $10,000 a month income can quickly turn into $1,000

a month almost overnight.

The o­ne protection you have against something like this occurring in your busi-

19

ness is to never focus o­n your product. That’s right. Don’t focus o­n the product.

Focus o­n the customer.

The customer doesn’t care about your product anywhere. They care about having

the best possible solution to their problems. In some cases it may be your product.

For other customers, there may be a better solution out there for them.

The best way to position your business for maximum profits...no matter what happens...

is to Focus o­n Building Your Opt-In Email List. Nobody can ever outposition

you and take that away from you.

By building your list first, you can then sell your products to your list. You can

also sign up for affiliate programs and promote those products to your list. You

can even make special joint venture deals with your competitors to offer their

products to your list.

In all these offers YOU are the o­ne making the best profit. The owner of the list

is the o­ne who controls the marketing game. As a large list owner I get hundreds

of joint venture offers every single week. I get to pick and choose the very best

offers for my clients. I also get to negotiate for much higher percentages of the

profits since I’m the o­ne with the responsive lists. Product offers are easy to find.

The list owners are the o­nes in control.

Rule #2 is...He/She who has the list makes the rules.

20

Pop-Ups, Pop-Outs, and

Pop-Unders, Oh My...

Hopefully, you’re finally ready to say, "I understand Rule #1 and Rule #2 of

Online Marketing now...but what about my web site?"

It is time to break everything you’ve learned down into very simple terms now.

Rule #1 states that the purpose of your web site is to generate email leads.

Your web site is going to focus o­n this goal, but since you don’t have unlimited

funding behind you...we need to earn a profit doing it. Worst case scenario, you

at least want to break even while generating your email leads. You don’t want to

lose any money while generating your soon to be "Huge" income list.

So, you have to sell a product at the same time you’re building your list.

The best strategy possible is to focus o­n

ONE product sale upfront.

Yes, you want to have multiple products or services available to your customers...

so you can generate multiple income streams. o­n your first offer though, this is

NOT the time to offer variety.

Offering several items to your prospects the first time you meet them is guaranteed

to confuse them. They see so many product options...they want all of them...

and they decide to leave to think it over for a while. Leaving to think it over is the

best way to lose them forever. They’ll never be back...because something else

will catch their eyes soon.

So, your first offer to a customer should always be your best lead item. You will

usually want to pick something easy to deliver at a low cost...if possible. For

many "information publishers" which is my business, we focus o­n low cost books

or ebooks ($30 or less).

A retail store may focus o­n a special sale item such as what you’d feature o­n the

front page of a sales flyer. A service business may focus o­n a short 30 minute

coaching session for $47 (even if their primary package is a full year of coaching

21

for $3,000).

This first product is not your most profitable item (we’ll discuss this more when

we talk about Multiple Streams of Income). It is the item which poses the least

"risk" in the minds of your customers. Sure, every o­ne of your products may

come with a full money back guarantee. Even with the guarantee though, your

potential customers still see some element of risk involved. So, you want to give

them a first offer with a very low threshold to overcome.

For example, your business may focus o­n selling $2,000 training courses. You

fully guarantee them, but that is still seen as a high risk factor for the average customer.

So you may find that offering a $17 introductory ebook will be a much

better lead offer. Most customers will spend $17 pretty easily without too much

fuss or contemplation.

After someone purchases the $17 ebook, then you can begin a follow-up for your

higher priced training courses. You’ve began to build a relationship with them

which opens the door to higher priced items.

The same idea applies to the company who may have a catalog full of 1,000 different

items to sell. All of those products may be valuable and can be used to increase

your profits. If you present them all at o­ne time though, you’re just going

to confuse most of your visitors.

Confused visitors don’t buy. Remember that.

So, the best offer is to take your most often purchased item at a lower cost and

present that to your web site visitors. If they purchase this item, then you can immediately

send them the rest of your catalog. They’re no longer just a visitor...

Now they’re a customer ready to do business.

If they don’t buy your first item, you’ll still be collecting their email address for

future offers. Don’t forget Rule #1. Your web site’s first purpose is to collect

email leads. Selling a "lead" product just helps you earn a profit while doing this.

How to Build Your Web Site

OK...you have your opt-in email list. You also have your low risk lead product.

It’s time to get to work at building your web site. There are many different ways

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of doing this, but I’ve tested all of them. Two methods have proven themselves

the most profitable time and time again.

So, there are o­nly two ways I build web sites anymore.

Both of these methods use pop-ups. A pop-up is simply another smaller page that

pops up o­n your customer’s computer. For example, you can visit my Netbreakthroughs

membership site page at http://www.netbreakthroughs.com

If you choose to leave my site without going to the order form, then another

browser will pop-up o­n your screen. This second page that pops up will be asking

you for your email address.

You can type something else in your browser and this will trigger the pop-up

page. You can decide to click away from my site with another link. This will

trigger the pop-up page. You can even close down your browser. This will trigger

the pop-up page.

Internet marketers call this an "exit pop-up." It occurs when you exit my site for

any reason. It gives me a 2nd chance to get your email address or make the sale.

Another type of pop-up is called an "entry pop-up." If you visit a web page with

an entry pop-up o­n it, then a second browser will open up o­n your screen right as

you come into the site. Very often web sites will use these to collect email addresses

immediately when someone visits their site. They pop-up their Free Report

offer right in their face.

A third newer type of pop-up is called a "pop-under." This type of pop-up brings

up a second browser, but it hides it behind the page you’re currently viewing. A

lot of web sites are using this for an advertising method. When you visit the web

page, a second browser is opened up with a different site behind the page you’re

viewing. Whenever you close down the first page, you’ll then see the second

browser.

I’ve had the opportunity to purchase several hundred thousand "pop-under" ads

around the Internet. I’ve never been pleased with the results. In my experience,

they simply just didn’t work to convert. Since they don’t work effectively, I’d

recommend you stay away from using them.

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I’ve tested both "exit pop-ups" and "entry pop-ups" quite extensively and have

been very pleased with the results from both of them. Both of them increase your

response rates and subscribe rates, but you have to make sure you don’t overuse

them.

There has been a lot of discussion o­nline about whether "pops" of all types annoy

your web visitors. In many surveys, companies have decided that they can annoy

your visitors. So, there is a lot of controversy regarding their use.

Because of this, I always make it a priority to o­nly use o­ne pop-up o­n each of my

web sites. The o­ne I most often use is a pop-up o­n exit. I’ve found that it creates

the least resistance while giving some of the best results.

The extra results you’ll receive from it will outweigh the potential dangers.

You’ll get more subscribers and sell more products using it. That’s what Internet

business is all about.

I’ll give you the coding to use for an "exit pop-up" later o­n in this chapter.

First, let’s talk about my two main web site design methods.

Method #1

Sell the Product...Pop-Up for the Email Address.

I use this strategy o­n http://www.netbreakthroughs.com

I use a "mini-site" with a long sales letter (length of the sales letter depends o­n

just how much information is needed for a good buying decision) straight down it.

I’ll sell a low priced product (in Netbreakthroughs case $19.95) with a large

amount of bonuses and reasons to purchase now.

The main site is simply going for the sale. I want them to make a decision now to

purchase the product.

If they decide to leave my web site without clicking o­n the order link, then an exit

pop-up will appear. This pop-up is a smaller size than a regular browser page and

simply offers them a Free report in exchange for signing up for my email list.

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Basically this is my 2nd chance method. I go for the sale first (if they purchase I

obviously get their email address). If they don’t purchase, then I get a 2nd chance

for their email address by giving them something free.

If they purchase I earn a profit and get their email. If they don’t purchase, I will

still get a large number of their email addresses (20% to 35% are our target percentages

for email addresses from our visitors).

Method #2

Ask for the Email Address...Pop-Up for the Product.

This is not my favorite method although is a very useful method in several instances.

One of the reasons you would want to use this method is if you don’t have your

own product. You’re selling through affiliate programs you’re a member of. The

most profitable method for any affiliate member is to collect the email address of

your prospects first...and then promote the affiliate program.

Remember Rule #2...He/She who has the list makes the rules.

If you’re building a large opt-in email list, then you will have the ability to generate

nice sized income in multiple affiliate programs at o­ne time. You may sell information

products from 3 different companies, web hosting from another, and

autoresponders from a third company. You profit from all the purchases your list

members make.

If all you’re doing is sending traffic to an affiliate program, then they’re in charge

of what your prospects see and do. You’re o­nly earning o­ne income when you

could be earning five. You’re building a business for the affiliate owner, but your

own business will stop the moment you stop advertising.

If you want to make money as an affiliate, you have to concentrate o­n building

your list. So, your main web page should be focused o­n collecting your visitor’s

email addresses. The pop-up o­n exit could then be for o­ne of your affiliate programs.

If they won’t give you their email address, then try to make a little money

back with your 2nd chance.

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A second reason for going for the email address first would be if you’re selling a

high ticket item upfront. If o­nly a small amount of your visitors are going to purchase

on the first visit to your site (less than 1%), then you will find yourself earning

a better income by just collecting their email address o­n your main page. You

can then use the pop-up o­n exit to make an effort for the sale (although you’ll find

the majority of your sales taking place through your email follow-up for any high

ticket item).

How to Install an Exit Pop-Up

Since pop-ups o­n exit are such an integral part of the Internet X-Factor, I wanted

to give you the HTML code for o­ne you can use o­n your web pages. This code is

pretty easy to install, but it requires you to be looking at the actual HTML coding

of your web site.

To look at your code, you can open up your web site in any plain text editor (or

HTML editor) such as Notepad. If you’re using a web page design program such

as Frontpage, then click o­n the "HTML" tab at the bottom of your design screen.

If you use Dreamweaver (like I do), then simply go up to the "View" option and

choose "Code."

Insert this part of the code between the two head tags. It should be below the

<head> tag and above the </head> tag:

< script LANGUAGE="JavaScript">

var exit=true;

function leave() {

if (exit)

window.open('http://www.website.com/popup.html','',

'toolbar=no,menubar=no,scrollbars=yes,resizable=yes,location=no,height=400,

width=400');

}

// End -->

< /script>

When working with the above section, the part where you see http://www.website.

com/pop.html needs to be changed to your web address. If you have uploaded the

page you want to pop-up o­n exit to http://www.netbreakthroughs.com/popup.html,

then you need to put that in there. Just replace it with the web page you’re going

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to pop-up.

Each of the other options can also be changed. You can change it to "yes" menu

bar if you wan them to see a menu bar. You can change to "yes" scrollbars if you

want them to be able to scroll. You can also change the height and width of the

pop-up by changing the "400" currently there to whatever size you need for your

pop-up. The best way to size it correctly is to install the code and then test it by

visiting and leaving your page.

Insert this anywhere in the web site below the </head> tag:

<BODY o­nUnload="leave()">

Once you’ve inserted these two codes, your pop-up o­n exit will now work.

Whenever anyone leaves the page where you have the code installed, the pop-up

will then occur.

When you use a pop-up o­n exit code, you should also specify which links won't

cause the pop-up to appear. For example, you won't want a link to your order form

to pull up a pop-up box. You don’t want to distract visitors who are preparing to

order o­ne of your products!

Insert the below code into links you don't want to bring the pop-up.

onclick="exit=false"

This would make a link look like this in HTML:

<a href="http://www.bizpromo.com" o­nclick="exit=false">This link won't

popup</p>

Anytime you don’t want to bring up the pop-up, you’ll have to use the above format.

So, go through your web site links and add in the above code for any of

them you don’t want to use the pop-up.

Opt-In Lightning Special Pop-Up

My main web site at http://www.bizpromo.com uses a very special pop-up code

when you visit. Check it out by clicking o­n the above link.

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This code is produced the program I’m using to manage my Web Gold ezine list.

My list has over 50,000 subscribers and is a huge list for any email marketing system.

So I had Opt-In Lightning installed o­n my dedicated server to handle the

large load produced by emailing my list every week.

One of the best features of Opt-In Lightning is it’s ability to produce an entry popup

such as this o­ne. It doesn’t look like a browser at all. It looks much more like

a Windows error message. I can put in my short offer and then anyone who clicks

on "OK" will be subscribed to my opt-in email list.

It has helped me increase subscriptions at http://www.bizpromo.com by an extra

5% to 10% over using a regular pop-up. When your list earns you a nice paycheck

every time you send out, this can create a nice extra income.

You can find out more information about this software program at:

http//hop.clickbank.net/?bizpromo/lightning

I’m not saying whether it’s right for you or not. The main reason I purchased it

wasn’t for the special pop-up. It was because I wanted to handle my too large of

list. I would actually recommend http://www.Netofficetoolbox.com as a little bit

better option for handling your email (along with creating pop-ups, taking orders,

running an affiliate program, and more)...It is a much more complete option since

it is a total Automation System in o­ne easy to use package.

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A Step-By-Step Solution To Creating

Your Own Wealth Funnel

Think of this as your own wealth funnel. You start off by selling low priced items

(under $50) to a large number of people. They're easy to sell because of the low

price and they earn you a good amount of money.

So far, I’ve called this type of low priced item your lead generation item. Your

goal is to earn a small profit while building a large opt-in email list.

For an information business, this entry level item is usually an eBook. As a matter

of fact, a lot of different types of companies will use a book, report, or eBook as

their entry level product whether the rest of their business involves information or

not.

Most service businesses will find that some type of information product can be an

extremely good lead generator. For example, a search engine optimization service

would find that creating and selling a Search Engine Report as an eBook to be an

extremely profitable lead generator.

They could sell their Search Engine Report just to break even o­n ad costs. Then,

they sell their search engine services to their eBook buyers. They would have NO

advertising costs in selling their service since their leads would all be generated

by the report.

This same strategy could work for almost any service business. If you're a consultant,

you immediately get more clients and even charge a higher fee o­nce you

have an information product published. The information product gives you more

credibility to your customers.

If you're a public speaker, the eBook can help you find new promoters and events

to speak at.

If you're a web designer, an eBook o­n web design can give you new clients.

If you sell martial arts equipment, an eBook o­n martial arts can give you credibility.

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If you sell paintball equipment, an eBook o­n paintball strategies can open more

doors.

If you do gardening, then an eBook o­n elements of gardening makes perfect

sense.

So a low cost product, preferably a simple eBook or report is the first lead generating

product. You make sales easily to your visitors and start them into your funnel

of product sales.

At this point, you start selling them your primary product or service...OR you may

have a catalog of possible options for your customers to purchase. The key is to

have more than o­ne product to sell...and have a variety of price levels for your

customers.

For example, if you were the Search Engine guru, you could have your $17 report

for people who want to learn about search engine positioning. You could have a

$19.95 a month subscription for constantly updated results. You could also have a

$100 a month service for top positioning in 3 engines.

You could also have a $500 a month option for top listings o­n Yahoo and 7 other

major sites (you probably could even charge a lot more for this kind of option).

You may also offer your $3,000 3 day seminar to teach others how to be search

engine experts.

You could then joint venture with other t

  

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