Archive | September, 2018

Like it or not, the balance of power in the marketplace has shifted from sellers to buyers. Buyers have more information at their fingertips and more choices available than ever before. And because of this, if you don’t have a good understanding of your customers then your marketing is going to be akin to throwing mud against the wall in the hopes that something, somewhere sticks.

The trick to knowing your customers? It’s as simple – and as difficult – as turning halfway around so that rather than viewing your business through your eyes, you’re now looking at it through your customers’ eyes.
The more attuned you are to seeing your business through your customers’ eyes, the more successful you will become. Here then are steps you can take to make this transition…
Ask yourself, “What do your customers need?” What is the customer trying to accomplish and how are you going to help them accomplish it? What’s the result they’re looking for, and why are they going to contact you to get that result?
Understand the context in which they’re seeing your marketing message. Are they getting input from friends and family? From experts? What websites are they visiting? What kinds of offers are they exposed to?
What’s important to your customer? What is your buyer thinking, feeling, doing and saying?
What’s your customers fears? What kind of pain are they in? What keeps them up at night?
What are your customers’ aspirations and goals? What are they seeking, and what do they want to achieve?
Try to get in their head and speak as they would speak and think as they would think. Rather than saying, “My customer is afraid of losing her husband if she doesn’t lose weight,” say it from her point of view. “I’m afraid (terrified?) of losing my husband if I don’t lose this ugly fat.” See the difference? Your goal is to really channel that person and find out what it feels like to be them. As you can imagine, this is going to help you tremendously with your marketing message.
How does your customer perceive you, your business and your product? Your customers want to know how your product is going to really help them, if they can trust you, if they feel comfortable buying from you. Imagine being them: “Is this going to work? Will I get the results I want? “Does this guy know what he’s doing?”
And now we come to an element almost no marketer thinks about – justification. Your customer may have to justify their purchase to a spouse or boss. They’ve got to explain their decision. “What am I going to tell my wife? How will I explain to the boss that this is the best choice?”
Next – what style of buyer is your typical customer? Are they:
– The person who wants to have all the facts and details before they make a decision?
– Spontaneous, living in the moment, disliking details, making quick decisions and afraid they’ll miss out on something great?
– Slow to make decisions, placing others needs ahead of their own, looking at the big picture?
– Or are they curious, goal-oriented, highly motivated and focused on doing whatever it takes to be competitive?
Once you understand which general type of buyer your customers tend to be, you can personalize your marketing for that particular type of buyer, all the way from how they like to receive their information to how they make that final buying decision.
And lastly, where are your customers found? Not only in terms of geographic location, but also in terms of what websites do they frequent, when do they go there, and how can you attract their attention?
The more you can get into your customer’s head, the more you can tailor your products and the marketing of those products to exactly suit your customers, the more successful you will be.
I simply cannot stress this enough: Buyers hold the cards, and until you learn to sit down at the same table with them and play by their rules, your business won’t be nearly as profitable as it could be.

Don’t buy an Internet Marketing product unless you know you’re going to use at least one piece of information inside that product immediately.

For example, you’re creating a forum and you see a product on how to get people really active inside your forum and you know you’ll use that product immediately, so you buy it. You’re making your money back on that product almost immediately.

But then you see a great looking product on how to do webinars, but you don’t do webinars and you have no immediate plans to do any in the future. Should you buy it? After all, you may use it down the road and you may make money from it, right? I think you already know the answer from your past experiences – don’t buy it.

All you have to do is look at your hard drive at all the products you’ve purchased in the past that you haven’t touched to know that unless you’re going to use the product immediately, odds are very good you will never use it.

Because what happens? A year from now you decide to do webinars. Great. The only thing is, you’ve totally forgotten that webinar product you bought a year ago. Or you remember it, spend a half hour searching for it, only to discover halfway into it that the info is outdated and you would have been better offer buying a new info product on webinars.

I call this just-in-time learning. You buy an info product “just in time” to learn from it and USE THAT INFO to further your business. You’ll be surprised how much money you’ll save this way, and how much more you’ll earn from the products you actually do purchase, because you APPLY what you learn from them to grow your business.

Do you enjoy speaking and explaining things? Do you have a topic you’re knowledgeable about, even passionate about that others want to know more about?

And do you know someone who can intelligently talk with you about that topic? Then you can make fantastic money by speaking. Here’s how…

First, choose your topic. Use the same criteria you would use for creating any kind of info product – are people willing to pay for this info? Next, find a partner, preferably someone just as knowledgeable about the topic as you, or someone who has complimentary information and knowledge to share.

Next, write an outline of what you will cover. Make sure the two of you agree on what will be covered and that you’re not leaving anything out. Now talk on the phone and record the conversations using your conferencing service of your choice. It might take you one or several calls to cover everything. Really more calls are better, since the product you’re creating will have a higher perceived value.

Now get transcripts of the calls made, and sell the entire package as one product. You can do this from start to finish, including transcripts and sales letter, in 7 to 10 days. Result? You’ll have a product you can sell for months and years to come. Split the profits with your partner, promote to both of your lists, place it on ClickBank, sell it through forums, etc. I know people who’ve cleared $50,000 to $100,000 on a product like this. Splitting the profits with your partner, you would walk away with $25,000 to $50,000. Not bad for spending a few hours on the phone.

The shortcut you probably don’t want to take: Yes, you can do this by yourself. Sure, you get to keep 100% of the profits after affiliate commissions. The problem? Your product will almost certainly not be half as good as it would be if you had a partner who knew as much about your topic as you do.

First, there is a synergy and energy that develops between two people having a conversation that you just don’t get talking to yourself. Second, your partner is bound to have information and stories you don’t have. Third, one person lecturing can be – let’s face it – boring. Fourth, a partner with their own list will double initial sales and help you to spread the word with affiliates, creating momentum from the first day you launch.

Can you make a recorded product by yourself? Absolutely, and some people have been very successful doing just that. But everything else being equal, you’re almost always better off partnering with someone else.

Tips for making the calls/recordings: Keep the energy high and the umms, errs and ahhs to an absolute minimum. Have fun, smile, laugh and joke when appropriate, and give great, timely, usable information that will truly make a difference for your listeners. You’re value is to quicken their learning curve so be sure to do this to the very best of your ability, and not only will you make money once, but some of these customers will be eager to buy future products you develop in the future as well!