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Conquer Business Fears Like a Superhero

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.

Conquer Business Fears Like a Superhero

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 super hero breaking the sound barrier. You’ll find you can do things and accomplish things you’d only dreamed about before.

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Build Your Own Local Marketing Business

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.

Build Your Own Local Marketing Business

But it’s still true that offline marketing can be hugely lucrative for anyone who makes a serous 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 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 awhile 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.

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Case Study: $100 Per Day With Affiliate Marketing

Starting an affiliate marketing business is not easy but can be rewarding. The deciding factor whether you succeed or fail is traffic, without traffic you don’t have a business. Another problem most beginners face is the cost of quality traffic, you can spend thousands of dollars on traffic campaigns.

After personally spending thousands of dollars in advertising. I thought to myself that there has to be a better way to build a business online. Most people might not have the capital to invest in traffic after joining programs or investing in courses.

So I shut down all my advertising campaigns on February 1st 2019. This is to test my theory that you can succeed with cheap traffic. My new traffic sources are cheap solo ads, banner ads, free traffic exchanges sites, viral mailing lists, and social networks.

The solo ads I will be using with be less then $0.55 per click. The courses I have been through all say to buy $0.90 to $1.50 per click solo ads to get any quality leads or sales. So I am going to be testing cheap solo ads and we will see what happens.

You can follow my journey on my YouTube channel. This is where you will be able to see the different traffic sources I use and the results of the case study. Currently I am laying the foundation building my network and testing different traffic sources that are free or cheap.

The case study budget is less then $100 per month for advertising. My goal is to go from o sales to $100 per day with affiliate marketing using cheap traffic.

Follow my Case Study: $100/Day With Affiliate Marketing https://youtu.be/BFmmf-TJQnc

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Case Study: Set and Forget $2,850 a Month

First the disclaimer – your results will vary. Maybe greatly. I don’t have a clue. But what I’m about to share with you is definitely working for at least one individual, and he’s doing it simultaneously in 3 different niches, too.

Case Study: Set and Forget $2,850 a Month

This fellow (we’ll call him Joe) is a techie guy. He’s not a writer, he doesn’t consider himself to be a marketer, but he has latched onto a method that allows him to make money on autopilot, once he has his system set up.

Here’s how it works:

He chooses a niche. So far, he’s in weight loss, make money online and personal development. Actually, his niches are a little more targeted than that, but you get the idea. I have to keep some of this general so as to not step on his financial toes.

Once he’s chosen a niche, he goes digging for evergreen affiliate products that are a good fit. You can use products from any place you please, as long as those products are likely to be around for at least a few months or longer.

Depending on the niche, he chooses either 13 products or 26 products. Personally, I like 26 products, but it’s up to you.

Next, he hires someone to write emails for him – an entire year’s worth – to put in his autoresponder. Each week he promotes one of the products. Once he’s rotated through the list of products, he starts over with the first one again.

He’s sending out 3 emails each week, but you could do as many as you like. Of course, the more emails you have sent out, the more you’ll need to have written.

Or… if you’re good at writing, you can write your own emails. Yes, it takes time, but writing them in your own voice can be truly beneficial. That way if you decide to promote additional products to your list – for example, products that are only available for a short time – the emails will all be written in the same style.

Here’s what I would recommend: Either send out 5 or 7 emails a week via autoresponder and send nothing else to your list. This way you are truly hands off.

The emails should be a good mixture of content, sales, quotes, stories, observations, case studies and anything else that will interest your list.

Include a buy link in every email, even if it’s just in the P.S.

Once you have your emails ready to go in your autoresponder, you’ll need a big, fat, juicy lead magnet to attract tons of subscribers. For this, Joe likes to buy a course, have the entire thing rewritten and presented in an entirely new way (no plagiarism!) and give that away as his lead magnet.

His freebie is wonderful looking and so valuable, he gets over a 70% opt-in rate in 2 out of 3 of his niches. You’ll find your opt-in rates tend to be higher when you’re NOT in the internet marketing niche – hint hint.

Once you’ve got your squeeze page set up with your juicy lead magnet, it’s time to build your list. You can buy clicks from Facebook or where ever you like, but Joe buys all of his clicks from solo ads. Yes, it does take more digging to find solo ads outside of the online marketing niche, but they are available and totally worth it.

Joe spends less about $1,000 a month on solo ads, and he clears roughly $2,850 after expenses. This number is rising as more subscribers come onto his list.

Naturally, you can grow your list as fast or slow as you like, depending on how much money you’re willing to invest. But if you’re clearing $2.85 after expenses for each dollar you spend, wouldn’t you be sending a lot of traffic to your squeeze page? I would.

Notes:

1: You don’t have to write ALL of your emails ahead of time. If you stay one week ahead of your very first subscriber, you can write them throughout the year.

This way you can get started on list building sooner, and you’ll have plenty of incentive to keep writing those emails.

2: I’m using 1 year as an example because that’s how Joe set up his autoresponders, but there is no reason why you can’t continue to send out more emails beyond a year.

You can either write new emails promoting new products, or reuse your old emails. That’s right – send out the same year long sequence twice. Almost no one will ever notice.

I mean, think about it… do you remember the emails you got a YEAR ago? Not likely. You probably don’t even remember some of the products you bought a year ago.

3: There is some maintenance involved. You’ve got to check your links from time to time to make sure they still work. And of course, you’ve got to buy the solo ads or advertising.

4: This takes time to become profitable. You’ll be out of pocket for a bit. It took Joe several weeks to get into profit, but he did outsource his emails. If you write your own, it probably won’t take as long.

5: You could do this in as many niches as you like, as long as there are affiliate products to promote for that niche.

6: You can promote additional products to your lists. For example, if your friend Sue is doing a big launch of her new product that will only be available to two weeks, you might promote it to your list. Send those emails on the days when the autoresponder isn’t sending, or pause the autoresponder during this period of time.

7: Set your autoresponder to send out the emails a second time each day to those who didn’t open the first email. This little step can as much as double your income.

After all, not everyone will see your email the first time you send it out, so why not give them a second chance?

While there is nothing earth shattering or revolutionary about this method, it can work regardless of whether or not you’re a ‘marketer.’

Remember, Joe is a technical kind of guy. He doesn’t know much about marketing and doesn’t really want to learn marketing, either. He simply wanted some extra income, and that’s exactly what he’s got.

By outsourcing the writing to professionals if it’s not your cup of tea, you can still enjoy the profits of email marketing, and do it in a way that takes almost no time once you have it set up and running.

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Proof is in the Pudding, and in Great Sales Copy (#1 Ingredient to Sell More Products)

Time and time again I see sales copy with one essential element that is completely missing in action. Any guesses as to what that might be?

It’s something that proves what you say is true. It’s the little thing that makes a believer out of a skeptic. Sometimes it’s off to the side, and sometimes it’s featured front and center. And the better it is, the more you need to show it off. It’s crucial for making sales.

Convinced

Have you guessed it?

It’s PROOF.

Proof that what you claim is true. Proof that your customers get the results you claim they will get. Proof that your product works. Proof that you won’t disappear in the night with your customer’s money.

It’s the difference from almost making a sale to MAKING the sale.

Here are seven different types of proof you can use in your copywriting, regardless of whether it’s an email, blogpost or sales page. Anytime you’re talking about your product, remember to include some proof.

1. Case studies – These are also known as customer success stories, and they tell a brief story about a customer who got results from your product or service.

For example, “Joe Smith uses this software, and in the first 30 days he saw a 22% increase in conversions.”

It’s best to keep your case studies short and concise, focusing on measurable results whenever you can. Remember, numbers are more persuasive than adjectives.

2. Testimonials – These are written statements from your customers or clients, explaining why they like your product or service. They’re typically quotes from people who’ve used your products or services.

The best testimonials don’t just sing your praises, they also explain details of why they customer endorses you or your product. For maximum impact, use testimonials that include numbers or quantitative results.

3. Endorsements – An endorsement is like a testimonial from someone widely recognized by your prospects.

If a well-known blogger or expert in your field endorses your product, by all means add this to your sales copy. People who trust this well-known individual will then trust your product by association.

4. Research studies – If there are any research studies that clearly show the effectiveness of your product or a component of your product, then use this data in your sales copy.

For example, if you sell an herbal supplement that contains 6 different ingredients, and the effectiveness of each ingredient is backed by research studies, you might include each study in your sales letter in the appropriate places.

The key here is to deliver the information concisely and in layman’s terms. Don’t use scientific lingo – you’ll lose your readers.

5. Visual representation of results – An image is truly worth a thousand words, if it’s the right image. You’re familiar with this technique from weight loss products. They use before and after photos of their clients to show the changes in their body sizes and shapes.

If you can use charts, photos, screenshots or other visuals to prove your product or service works, then by all means do it.

Place captions on your visuals. Studies show that captions are read more than almost any other element on a sales page (other than the headlines.)

Make your captions – well, captivating and self-explanatory. For example, a caption that says, “Janet Smith” doesn’t tell the prospect anything about the product. But the caption, “Janet Smith, after losing 42 pounds in 67 days on the XYZ diet” tells the whole story.

6. Press coverage – If you’ve received praise from a media outlet, then let your prospects know about it.

Quotes from well-known sources are best, since your home town paper might not hold much credibility with the rest of the world.

But if a well-known publication or media outlet has good things to say about your product or service, include that in your sales copy.

7. Social Shares – This is useful if you want to show you have a large audience.

For example, if you have a track record of writing blog posts that get thousands of social media shares, you might make the case that you are a trusted source for information in your field.

Next time you write any sort of copy that promotes a product or service, be sure to include at least one powerful element of proof in your copy.

Advanced technique: Use your proof as part of your headline or sub-headline.

For example, “Ex-Beautician Gets Four $100,000 Job Offers thanks to Our Job Getting System.”

I don’t know about you, but if I was in the market for a new job, I would be super excited to read that sales letter!

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Why Stealing Magazines is a Good Thing

It used to be that when I went to the doctor, I would find my favorite magazine in the lobby and read it until the doctor was ready to see me. But this last time, I couldn’t find a single issue. I asked the lady at the desk about it, and she explained that the magazine was so popular, patients were taking it home, so the doctor stopped buying it.

Why Stealing Magazines is a Good Thing

Now there’s a business strategy I don’t recommend – find out what your customers want and then don’t give it to them…

Personally, I would have ordered more subscriptions, not less. Because not only do his patients like the magazine; it also keeps them occupied instead of watching the clock when the doctor is running late (and he is always running late.)

Many businesses do this – they find out what customers want and then don’t give it to them.

I used to have a restaurant I really liked, and one of the things I liked best was they would swap one side dish for another. Then one day they told me they couldn’t do it. It was too difficult to swap baked potato for French fries, or broccoli for green beans, even though they had all four in the kitchen.

I figured if they couldn’t swap sides to give me what I wanted, then I couldn’t eat there. And I don’t.

Another restaurant used to cook their ahi tuna all the way through if you asked. Then they got a new chef who insisted that patrons only eat food the way he liked to prepare it. In other words, I could eat raw tuna or I could go elsewhere. Now I go elsewhere.

The trick to a successful business is to truly understand what your customers want and then give it to them, and keep on giving it to them.

It’s not that difficult. Yet so many marketers and business people get this wrong.

And when in doubt, just ask. One time I was going to consolidate all of my courses into one big course and actually ship out a physical product, because I’d heard this was the thing to do.

But first I asked my customers how many thought they would buy it. The answer was, only about 1% would even consider it. Thank goodness I didn’t do it.

One last tip – develop your products or services based on what your customers really want, and not what they should want. Maybe your customers should want to learn how to do an easy task in their business, but they’d rather hand the task over to you to do.

Ok, so your customers have told you about another product they want to buy from you, and you can be obliged to sell it to them!

Giving customers what they actually want may be the greatest business secret of all.

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Lying as a Short-Term Success Strategy

I’m going to try and NOT go on a rant here about how, “These days” no one in marketing is telling the truth, everything is exaggerated or an outright lie, lies of omission are so common they’re expected, and so forth.

Lying as a Short-Term Success Strategy

Okay, maybe that was my rant.

My point is, there are plenty of marketers out there streeeeeetching the truth until the truth is completely lost. And yes, these marketers often do experience short term success. If a person wanted to make money and run, this is the method they would use.

But they better keep running, because government agencies are getting a lot better at not only monitoring what happens online, but also apprehending and charging people when they out and out lie to customers.

In my opinion, a far better strategy is to look at the long picture and tell the truth.

Marketers and businesses who tell the truth might not make as much money up front, but in the long run their businesses will survive while so many others fail.

They’ll get recommended by their clients to other prospects. They’ll get more repeat business. And their proprietors can sleep at night, too.

“The most powerful element in advertising is the truth.” – William Bernbach, cofounder of international advertising agency Doyle Dane Bernbach (DDB), director of many breakthrough ad campaigns.

I don’t know when William said this quote, but I do know he died in 1982. Yes, truth has been scarce in advertising and marketing for a long time – perhaps as long as its been around.

Yet people want the truth. They crave the truth. And when they find someone who will tell them the truth, they will do one of two things: Either look elsewhere for the “quick fix,” and eventually come back to the person who told the truth, or recognize the truth as being what they need in the first place.

Either way, if you’re in it for the long term, the truth is the way to go.

Here’s a classic example: You teach people how to make money online. You tell them it doesn’t happen overnight. It takes work. There is a learning curve. They’ll need to invest both time and money. They’ll make mistakes along the way and get discouraged, and that’s okay, because it’s part of the process. But if they stick with you, and they do the work, in a year’s time they’ll have a very real, viable business that replaces their current income.

Or, you tell them they will make a gazillion dollars by Tuesday with no work… But they don’t make a gazillion dollars, or whatever you promised them. And they’re mad. They want their money back.

Hopefully at that point you’ve pulled up stakes and you’re running (just kidding) or you still have their money and refund it (that’s the right answer.) And when they get their money back from you, where are they going next? To the person who told them this takes time, effort and money. Because that person told them the truth, and they realize that’s exactly what they need.

Look, I understand how tempting it is to stretch the truth, to lie by omission (yes, that is a lie when you don’t tell them something they need to know) or to make things “rosier” than they are. It’s all a part of marketing and advertising.

But should it be? Only you can decide.

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How to Get a Crash Course in Online Sales

… And see what your best competitors are doing, too. When you look at a marketing campaign from the outside in, you miss a lot. But when you join competitor’s lists and let them sell to you, you’ll get to dig beneath the surface and see what’s REALLY happening.

How to Get a Crash Course in Online Sales

Read their emails, subscribe to their membership sites and buy their products. Take note of their entire selling process from start to finish. You might do screen capture for upsells, download pages and so forth.

I am NOT advocating that you copy what they’re doing – at least not blatantly. But if you notice a step they take that seems to be working, you might add that step to your own funnel as well.

For example, I bought a product the other week that had sales offers on the download page. There is nothing new about additional sales offers in general, except these offers were increasing in price by a penny every 7 seconds, right on the download page. It was instantly clear these products were being sold, and the price was going up.

I forgot about downloading my product and instead went immediately to the sales page of one of the products, where I found the same thing – the price was increasing by a penny every 7 seconds.

The counter wasn’t obnoxious, but it was in plain view in the upper right-hand corner the entire time as I scrolled through the sales letter. And I never would have seen this if I hadn’t purchased the product.

So if you want to increase your own sales and profits online, find the top selling products in your niche, enter their sales funnel, buy the product and learn everything you can along the way that you can apply to your own business.

Do this, and instead of re-inventing the wheel, you’ll leverage the experience of other successful campaigns and businesses for your own benefit so you can grow your business faster, and help more people by ensuring your products and services are sold to the most buyers who will benefit from them as possible.

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Best Lead Magnet Ever?

You know what a lead magnet is – something given away for free in exchange for an email address. You join their list, you get their free report / video / book / software etc.

Best Lead Magnet Ever?

I recently ran across a lead magnet that blew my mind. And I didn’t even realize I was being set up to join a list – or that it WAS a lead magnet – until I was hooked like a prize fish at the end of this master marketer’s line.

Here’s what happened:

I was on this marketer’s site when a headline caught my eye. This was a headline you might find on a book or a paid product – in fact, if it had been a book, I probably would have bought it on the spot. It promised a big benefit and had a curiosity element to it that immediately got my interest.

The headline was on an article and I started reading it. It was giving me methods to accomplish a certain task, but it was doing it in story form. I didn’t even realize until later that it was telling me what to do, but not how to do it. And the story was captivating, as good as any fiction you might read.

I was fully engrossed in the story when it was about to come to a climax and it suddenly – stopped.

It just stopped. There was no more to read. I was left hanging. But of course, there was a subscription form, and a note that said only subscribers of this website would be given the secret information contained at the end of the story.

Yes, I filled out the form. By that point, I would have paid money to get the rest of the story.

I’ve purposely kept this vague because it’s probably not a good idea to copy this marketer’s story. What he wrote works for him and his site. What will work for you and your site is likely to be far different.

But what I can tell you is that no matter who your audience is, they love stories.

And if you can weave the information they want inside of that story and insert a cliffhanger point that compels them to join your list, then I suspect a very high percentage of people who read the beginning of your story will subscribe to your newsletter.

Be sure to have a title so good, people would pay for a book with that title, even if you didn’t give them a book description.

Keep the story intriguing and entertaining, while giving the lessons promised.

And in the portion they read prior to subscribing, only give them the secrets of what to do, not how to do it.

For that, along with the story ending, they’ll need to join your list. 😉

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How to Increase the Value of Your Clients

For those of you who remember or have heard of Earl Nightingale, you may recall his recording about “Greener Pastures.” He made the point that every patch of grass, or pasture, looks greener from a distance.

How to Increase the Value of Your Clients

When you’re standing on your own lawn, you see every weed and brown spot. But when you look across to your neighbor’s lawn, it looks lush and green like a golf course.

But the fact is, grass isn’t greener on the other side of the fence – it’s an illusion. Just as it’s an illusion that the next customers you get will be the best customers who spend the most money and so forth.

This might be one of the greatest secrets of making money via marketing of all time.

Nearly every business owner fails to fully mine the gold in his own customer list. They’re running around trying to get NEW customers, instead of focusing on their current customers.

Jay Abraham made a fortune simply by going to existing businesses and showing them how to fully utilize their most under-valued and neglected asset – their own customers.

Here are some ideas for extracting maximum value from your own customers.

  • Offer more products and services.
  • Make offers to your list more often.
  • Communicate consistently.
  • Create VIP groups and memberships with special privileges.
  • Let your list know you reward frequent purchasers as well as high volume purchases (if applicable).
  • Identify and focus on the hyper responsive customers and give them more opportunities to spend money with you.
  • Create and sell continuity programs, or sell affiliate continuity programs.
  • Sell renewable products or services.
  • Learn about your customers and tailor offers to match their needs and wants.
  • Communicate frequently with information, education, and even fun stuff.
  • Incentivize greater usage.
  • Analyze your customers and separate them into A-B-C groups based on their responsiveness. Then develop strategies to upgrade the C’s to B’s and the B’s to A’s.
  • Become the resource in your niche for your customers, offering discounts on other people’s products through joint ventures.
  • Ask your customers what they want and what you can do for them as well as what they want to buy right now.

You could even take this one business idea – extracting maximum value from a customer list – and help local businesses to increase their own incomes while paying you a nice percentage of the additional profits.

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