In this installment of picking niches i am going to walk you through a money making strategy for building and selling your niche list. I call this The Velvet Rope.
If you have yet to read parts one and two of this post series i suggest you do so now as i assume you have (everyone else has).
At this point in the game I assume you have some traffic to work with, your pollinators, farmers and distillers are either directly or indirectly getting traffic to your Merrymakers and Disc0, as well as affiliates, PPC and “banner ads.”
Now lets walk these clients to the till. Notice i said “walk them to the till” I use this terminology because i think we have all begun to notice that the chances of selling in a manner where the client buys the first time they see your product or know about you are getting slimmer and slimmer.
That being said for everything outside of merrymakers and disc0 you better get that money now boys and girls, because chances are they are not coming back to your farms and stills.
Attraction
The prospect lands on one of your money making sites for the first time. You first need to get her attention. You have seven seconds.
What on your landing page compels the reader to stay. Everything in the g_ddamn world is pulling her away. What assures her that what problem* she came here with will be solved someplace on this page.
You need to give her a reason to come back, to _trust_ you and to be building a thirst for the solutions your products and services provide.
Get her on your list. The three biggest tools for this are:
PDFs – with “secrete information” to help her have a “second at chance success.” [You can place an optin at the fold]
Videos – with “reassuring information” to help her have a “second chance at success” [front-right of landing page is good place for a video, as well as a "here is a link to a video" email, the video then says "here is a link to landing page"]
(Tele|live|chat)-seminar – allowing her a chance to get direct access to those with “insider information” to mingle with the people she is trying to become, while commiserating with the people who will meet her at the top.
Use all three always.
To get to any of these sources of information she must provide information about herself, not the least of which is contact information, email, twitter, IM Username, phone number, mailing address. Rule of Thumb: The more you are paying for the customer the more personal information you should expect to receive.
The pdf’s, videos and tele* are your bate for opening a communication channel.
Ok, did they optin?
If they opted in, then let them spread the word virally. After they have given there contact info entice them to tell three or more friends. Basically, “Your video is waiting for you in your email, but if you give me three names and email addresses of your closets friends, I will throw in an extra video which shows one secret which will double your chances of success and only takes 10 minutes a day to do. Just fill out this form giving there names and email addresses and customize the message you send them by editing the text below”.
If they don’t optin to your list you have to give them SOME reason to come back to your site, such as an event thats taking place or some other incentive. Ad a classic “BUT WAIT! THERE’S MORE!”
For example a thickbox frame with a discount, some other piece of really valuable information and a countdown. The thickbox should fire when the visitors mouse leaves the page. This provides a place to enter a comment/question/concern or optin (with them providing an email address). I don’t use alert boxes.
Aside: My very first money making website was an affiliate site. I used a live person (me) glued to a live chat box, it would beep when a visitor came on, i slept with my laptop next to me in my tiny Irish apartment (no desk or chair, just a bed and nightstand for a work space). I had the sound turned way up so it would wake me if people on the other side of the pond came a knocking.
I worked hard for those first sales, but it payed off. Eventually I became the top affiliate and later flew out to London to hang with the owner of the product I was pitching.
You Hinted at a Second Chance, Now on with the Play.
I used the term “second chance” over and over above, this was on purpose, i think that fundamentally the vast majority of non-essential purchases (i.e. stuff that isn’t rent, gas, taxes, etc..) are made because people want a “second chance” at success, happiness or at the very least to relive old successes and happinesses.
You don’t have to look to far for examples; YOUR foray into the world of IM is you moving to Plan B or C or … K as far as what you wanted to do with your life/time. Its good, your making progress, and you have the attention span to read this far and actually make something of yourself, congrats.
So now that you have shown them that “someone” really DOES have answer, “someone” really DOES know what they are FEELING
Personality in selling is HUGE. Nobody wants to buy from a company, period. Nobody.
People want to buy from a people.
They want a transaction that happens one on one. Two people sitting at a table, leaning into each other, talking in a hushed conspiratorial tone "You and me. We are in on it. I know what the successful people know, i know what the successful people have and I am about to give it to you. You were one of 'those other people,’ but since we have a cool thing going i am going let you in on a valuable secret.”
The Players
You need to pick your cast of characters. That is, you need to pick who ME is in the eyes of your prospect, who YOU are and who THEY are.
ME – This is the “side of yourself” that you want to present to the prospect. There are a handful of classic characters to choose. The most clean cut is “ME, i was like YOU, then i found this, now i am not like YOU or THEM anymore. I’m not special, i wasn’t trying to be the person to give out this kind of information, but jeeze it was so good i just had to share it.”
Note: that “ME” can also be your close friend. Like: “my wife is no longer ashamed to go skiing because she learned from the master …”
YOU – What are the common threads of all your prospects. What is the conversation the prospect is already having in their mind that you can join. What are their concerns. How can you explain their problem to them better than they can explain it to themselves. How can you give proof and reassurance that you do have the solution.
THEM – This is who the prospect does not want to be, this is the person who absolutely does not need your product. What are they like, what confidences do they have, what waits do they have lifted off there shoulders?
US – The club they will be in once they get your product or service.
You build this little story in short, punchy pros that tells the story of how you understand the problem, that you have the solution, that you can prove you have the solution and that you are willing to show the prospect the solution because the prospect deserves it.
Ding, Ding: Last Call
So you have shown your character to the readers and they know you understand them.
Its time to get them reaching for their pocketbooks.
You shoot out your (series) of emails/blog posts/twitters/faxes/whatevers telling that the time in now.
Get them to your sales letter.
This is actually the kind of stuff most IM’s seem to “get,” so i won’t spend that much time on it.
Basically you inform your list that there is scarcity, the price is going up, something was leaked so you have to release “the other part,” or that buying now comes with big bonuses that wont be here next week.
The Sales Page
The manner of the sales page will be addressed specifically in a future post, but you basically have all the pieces already, you just need to put them together in the shape of sales page.
Your sales page either converts or it doesn’t.
If it converts then you are tossing your paying customers (i.e. the no questioned ask most important, valuable indispensable thing in you business, no matter you business) to your back-end products. These go in a special list of only paying customers.
You don’t want paying customers getting the email/faxes/letters of your non-paying customers, they are COM_F*KING_LETLY different animals and should be dealt with as such.
If they don’t buy, you wait a day or two and downsell or cross sell them, if they still don’t buy you offer your risk free trials and if they STILL don’t buy you pawn off some (other) affiliate products.
Thats it.
I hope this post has brought some clarity to you so that you know which pieces you still need to incorporate into your business. I would really appreciate some comments, trackbacks, emails, followers on twitter/github (which i just joined as username ‘SEOVictory’) or any form of touching base. You can also find me on skype: thrilling_victory
Best of Luck!
* i use the term “problem’ to mean the reader wants to become, healthier, smarter, prettier and/or wealthier. Some how your site has to convey that it can do this for them.
Using Farmers and Distillers To Build Your Niche List and Get Back Links
In this post I am going to flesh out and expand on some of the ideas on how to get those sites which are far away from your money making disc0 to get linked to naturally, create content and help build your list.
This blog is too young to get many of the big players of SEO/SEM to give it much thought, so I am not completely surprised on not being “corrected” me on a couple of comments i made in How to Pick a Niche and Dominate Pt3 (though i do think i am in ::emps:: and Contempts Readers, w00t).
First off, although building PDFs, *nars and Videos are are really powerful tools that everyone should be using to get optins, it is something that either gets expensive to outsource or time consuming when you are trying to build the large collection of sites you need for Farmers and Distillers.
Generally Farmers are created by mashups, databases and the Madlib/directory of information style sites. They have a huge bounce rate and generally the surfers who come don’t come back.
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