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Web Selling Tips
No matter what you offer on the Web, your site must SELL!
If you already have a Web site, he will show you
how to convert it into a killer sales machine. He will show you how to convert a blank piece of “digital paper” into a strong site that SELLS!
Learn How to Make Your Site
Sell Web Selling Concept Right now, at this very moment, someone is browsing your website. It's make-it or break-it time. Do you know why most sites fail? It’s because they are developed with either the wrong mindset... or no mindset at all. Web selling is about selling one customer at a time... one-to-one selling... you and the customer together talking about her needs and wants. Web selling also has two important features to consider..
Empty whatever concept you have in your brain about Web selling and replace it with the above. Do not go any further until you can visualize you and your customer together, with that big positive and that big negative firmly in mind. Ready? Great! Let's continue .... During your one-to-one meetings, you will meet all kinds of customers. Some will almost be pre-sold and immediately deliver your Most Wanted Response (MWR). Other people will have zillions of questions and head down all kinds of side paths and tangents. A skilled salesman never loses track of the ultimate goal -- getting the MWR. This is exactly what your Web site must do, and will do, once you read on.
The Big 3 to Succeed on the Web Launching a Web business is far simpler than a real-world business. To succeed in a Web-based venture, you only have to succeed at three points, each one directly under your control...
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If you succeed at all three steps, your Web-oriented business has to succeed. Period. There are simply no other variables. Of course, the catch is that you must succeed
at all three!
How to “Nail” The Big 3 Become customer-crazed! Excel at The Big 3 (product, site, traffic) by being fanatical about her. Make your #1 objective to be...“Improve the life of my customer!”...
OK, let’s boil it all down... Be customer-crazed, every step of the way. The rest is just details... First, The Product Of The Big 3 for success, product is perhaps the most controllable. You either have a great product or you don’t. If you don’t, dump it and get a new one... a great one. And don’t try to get away with selling a bad product on the Web. First, of course, it’s just not ethical. Your life will be a misery of e-mail bombs and people spreading the word. And it just doesn’t spread any faster than on the Internet! Take your time identifying and developing the best product.
If I can, You Can I am a Canadian physician who formerly taught and practiced...... emergency medicine at McGill University in Montreal, Canada. I knew very little about the Internet and the World Wide Web. I realized early in my medical career that doctors were doomed to be slaves to the government in our socialized medical system. I still wanted to practice emergency medicine, but as a hobby that I loved. Before becoming “Web-sessed,” my wife and I designed toys and games. We sold 23 of our inventions to large companies around the world, generating millions of dollars in royalty revenues along the way. So, thanks to toys and games, medicine is my part-time hobby that I still love... However, like a lot of other people, I became fascinated
by the Internet. It’s the digital Wild West. As a result, I started writing a computer program for myself called PennyGold. I had already developed a successful strategy for investing in junior mining companies (this “occasional hobby” grew an original $5,000 experimental stake into more than $150,000). I gathered all my loose-strewn notes and rough database... and converted that chaos into the “ultimate penny mining stock software.” Originally intended for my own use, I planned to use the software and the Internet to generate more high-potential stock candidates. While learning about the Internet, I realized that the Web was really the ultimate high-density marketplace. What do I mean?... Manhattan can sustain high-niche retail stores because millions of people are on one tiny island. Well, with the Internet, you have tens-and-soon-hundreds of millions of people sitting right on your desktop! I figured that if this software product was of interest
to me, it would be of interest to others on the Web. So I decided
to market my product..
Next, Make a Site That SELLS! OK, you’ve developed a great product. And let’s assume for a moment that you are attracting targeted traffic to your site. What’s the difference between success and failure?... Your Web site! It’s the “make it or break it” step. I realized that I would have to convince people to buy PennyGold. And I knew that fancy graphics would not do that. But words would... Before designing/writing my PennyGold Web site, I set about reading books on copywriting, writing direct response letters, and Web marketing. I surfed through countless commercial Web sites, looking for the strongest common elements that worked. Over time, I tried just about everything that looked or sounded reasonable -- I kept what worked, and dropped the rest. Like most things in life, there’s an 80-20 formula. Most of what I tried was a waste of time. I boiled the whole process down to doing a small number of things perfectly. This trial-and-error process developed a tight battlefield-tested system that works... and will work for you and save you the 24 month learning curve!) The net result for PennyGold? The site increased its sales rate tenfold, from 0.1% to 1% of all visitors, an incredible feat when you consider the doubtful nature of the product. Let me explain... There is simply not a harder product on the Web to sell than PennyGold. People have grave doubts about penny mining stocks. Here’s the problem... PennyGold really does work... but the consumer did not know that. As a matter of fact, my potential customer had severe doubts when he first hit the site. You see, only after customers bought and used it, did they truly realize how PennyGold overdelivers. Despite that huge disadvantage, and despite the fact that we were unable to offer a free trial download (we limited sales to 1,000 copies, so we couldn’t give this info away), we increased our sales rate by tenfold (despite steadily increasing the price from $197 to $447). The Web consumer is a sophisticated...... doubting consumer. I had to develop a Web site that would overcome the following problems...
Phew! Whatever you’re selling, your product will be easier
to sell than PennyGold was... far easier. PennyGold forced me to become
a battle-tested expert in making sites with SALES POWER. Finally, Attract Targeted Customers Once you’ve got a great product, and a killer sales site, it’s time to bring targeted, motivated traffic to your sales machine... There are hundreds of books related to Web sales -- I
own ‘em all. I also subscribe to every imaginable Web marketing /
promotion and Web sales newsletter and e-zine. That’s why I focused first on designing/writing a site that is SALES-effective and then developing traffic for PennyGold. I include everything I know about dragging visitors to your Web site in the Traffic-Building Volume of "Make Your Site Sell" (MYSS). This volume concentrates on what works so that you don’t fall into chase-your-tail traps. You’ll discover how to build targeted traffic in the most time-and-money-efficient ways possible. It shows you how to get the best “bang-for-your-buck” offline, as well. In this additional volume, I devote special attention to the Search Engines...... the single most important traffic-building method of all! This special volume shows you all you need to know to
attract motivated, interested customers to your site... cleanly, simply,
deadly-effectively... and ethically. You will build traffic in such
a way that even the most sensitive, stringent Search Engine won’t
object. I had originally planned to cover this topic in 40-50 pages. But the pages grew, as I continued to outline the most current and critical strategies available. In fact, the Traffic-Building Volume is so crammed with essential information, that I just couldn’t edit it down. It’s a book in itself, and as one “beta-reader” remarked... ... “it alone is worth five times the price of the entire book!” Most beta-readers thought I was nuts to include this valuable resource as an additional volume. But I wanted to complete the Big 3 package (product, site-selling, traffic-building) in order to give you everything you need for Web success. Here’s a quick look at just a few of the traffic-building
topics... The SE chapters discuss in detail how to generate keywords and how to use them to drive targeted traffic to your site. Forget the “theory” -- this is full of current nitty-gritty “how to” info. I even include an example of a Search Engine-optimized page, HTML and all! I guarantee that most of you are not doing any of these techniques. Master this info and you will join the 1% who know how to work with the SEs to build traffic. Others topics include...
Master the Big 3 of product, site-selling, and traffic-building,
and there’s just no way to fail. PennyGold As a Site Example Examples bring life to the points I make in "Make Your Site Sell" (MYSS). Many are drawn from around the Web. Many come from my own PennyGold site... Please don’t misunderstand the intent of the PennyGold examples. PG is sold out -- so I’m not trying to tempt you to buy it. The point is to illustrate real-world examples, often explaining what went on during my own trial-and-error experimenting, what worked and what didn’t... and why. So, please, when you link to the PennyGold site from this book, just check out the example and then come back here. Funny thing about the PennyGold site... it looks like a terrible site to most people. Why “most”? Because most folks have no interest in penny mining stocks. From the very first word, down to the last compressed gif, the PennyGold site was designed only for people who might have been interested in junior mining stocks. To them, the site was pure gold. I once struck up an e-mail correspondence with a “Web marketing expert.” Now this person truly knows what he’s talking about -- I respect his work highly. One day, he e-mailed me with all his criticisms about the PennyGold site... • long, scrolling pages • “cheesy” MIDI music (ouch, that one hurt) • no easy access to the Order Page from every other page • etc., etc., etc. His e-mail was sincere, and I respect his understanding of the Web. So I replied to each and every point, explaining how they had all been tested (for example, orders fell by 70% when we stopped the music for two weeks!). I also explained that the site was netting about $1,000
per day (our only expense being the site hosting fee)... from a product
that should be just about impossible to sell (expensive, questionable,
unknown author, etc.). To his credit, he wrote another of his typically terrific columns. It started like this... Just when I thought that I knew it all, along comes this guy with long scrolling pages and lots of other things that we experts consider to be “mistakes”...He explained about all the “mistakes” (and why they were really not boo-boos), all in a tone that made fun of himself. The article was so funny.......... I almost split my gut. After recuperating, I wrote back to him..... You looked at the site through the eyes of a Web expert looking for mistakes. Take another look at it, this time through the eyes of someone interested in aggressive forms of investing. You’ll see a whole different site! :-)Should you review the whole PennyGold site on your own, you will see many places where I broke the rules of "Make Your Site Sell" (MYSS). At first glance, the PennyGold site may even strike you as a bad effort that could not possibly be an effective sales-generator. But you’d be wrong. Why?... Two reasons... 1) The site targeted a small, well-defined group of investors. I had crafted the “sales copy” purely with my target in mind. You, dear reader, are probably part of the “everyone else” who has no interest in penny mining stocks -- you may not find the copy appealing, or even interesting! 2) We were not trying to sell as many copies as possible... we were only selling 1,000. It was important that they fell into the right hands. So the site had a second important function... to weed out the “get rich quick” junkies, the lazy, and those who were not smart enough to use it well. Sometimes I had to break the rules to do that. For example, as you will see, I did not provide access to the PennyGold Closer Page (the Order Page) from every major page on the site. That’s because I wanted to be sure that the visitor read, at a minimum, my Opening Page, and an important weed-out page just before the Closer Page. Here’s the bottom line... Aggressive investors with an interest in penny mining stocks invariably thought and still do think that PennyGold is an awesome site. Everyone else sees an irrelevant, boring site. So, if you don’t see the power of the PennyGold site... Look again, this time through the eyes of my target customer. There’s much more to the PG site than meets the eye. I’d hate for you to miss the point... The PennyGold site has taught me all I know about selling on the Web. I hope to share that with you. Please remember this about the site... Nothing is there by accident -- there are no unintentional mistakes (well, one actually -- we’ll discuss it later). And the proof is in the pudding -- the PennyGold site SOLD! Join the 1% Who SELL! OK, let’s summarize... 1) develop a great product. 2) write a Web site that SELLS! 3) attract targeted customers to the site. All Web marketing and sales books focus on the third level -- building traffic. Why? What’s the point of receiving millions of visitors per day if no one’s buying? Instead, your initial order of business is to develop a site that SELLS! So... First, offer a product that will sell on the Web.
Some products just don’t cut it. Second, make the sale an almost inevitable outcome. The function of your Web site is to sell your product, or to generate a lead toward a sale. To increase sales, simply increase the percentage of visitors who buy. Not very complicated, is it?...And very do-able. It’s critical to keep the following in mind while designing your site... everything you do must be geared to increasing the percentage of visitors who buy. Ninety-nine percent of Web marketers just don’t think like this when they design theirsite. You will. Build a tight, sales-oriented site that climaxes irresistibly at your Closer (Order) Page. Then, and only then,
is the final piece easy to fit into the Web-sales puzzle... building
traffic. Get the Most Out of "Make Your Site Sell" (MYSS) 2002 The best way to get quickly on the cutting edge of Web sales is to simply read this book, from front to back. MYSS! 2002’s pages have been designed for rapid, easy-on-the-eye, on-screen reading. If you’re a total neophyte to Web sales, this front-to-back,
zero-to-hero attack is the fastest way to become a Web sales
pro. Each chapter has been written to stand on its own. Scan the Table of Contents -- I guarantee that MYSS! 2002 covers whatever you need to know about Web-selling. Use it to solve your most pressing problems. For example... If you feel that the words on your site lack sales-generating punch, read the chapter on how to write words that sell. If you’re having trouble converting interest into sales, then jump to the sub-chapter that reviews a checklist for quadrupling your Conversion Rate. If you also want to “read paper,” here’s what to do...
No matter how you use MYSS! 2002, start with a
quick peek at the last three sections of Chapter 20. That’s
where I strip the entire book down to the bare essentials... Final Note Make
Your Site Sell (MYSS 2002) FREE trial eBook. It doesn’t matter whether you work at Microsoft or out of your spare room (while in your pajamas), MYSS! 2002 will fire up your Web sales. This book covers it all -- how to... • write powerful, compelling sales copy... But MYSS! 2002 doesn’t stop there. It’s the complete package -- an invaluable tool for anyone... netrepreneur, experienced Marketing V.P., Director of Sales, Chief Techie, etc. To complete the job, MYSS! 2002 provides an overview on such things as...
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The
Affiliate Masters Course has been called... 
The
complete resource for building a client base
Internet
Marketing Center have developed Affiliate / Associate Program software
from scratch and been using variations of it for the last 3 years
(they call it 
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| Web Selling Tips - Learn how to attract motivated, targeted customers to your Web site. Then you will sell them more |
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