How To Build And PROFIT
From Your Own Lists
An Internet Success System
Special Topics Conference
June 16-18, 2006
© 2006 Mark Hendricks
All Rights Reserved
The Approach
Making friends
Reason why to become a friend
The “Sale”
Provide a truly valuable gift in
exchange for their name and
address, and permission to
contact them again
Build Trust
Consistent behavior
Believable
Quality
Expert opinion and endorsement
Mention friends of influence in your
circle
Monetizing Your List
Keep up on the news of your niche
market
Let people know of breaking news
fast
Give away freebies (good ones)
Provide excellent articles
Content – Relevant and Actionable
Monetizing Your List
Articles
Yours
Others with your intro and close
Resource recommendations
Special deals
Deadlines
Followup
Newsletter Format
Topic introduction
Article (actionable content)
Resource recommendation
Free gift
PS – tell them to take action now
PPS – remind about something else
PPPS – give a preview hint of what is
coming
List Management
When they subscribe, sign them up
to three lists at one time
- Niche list for topical interest
- Master list for broadcasts
- News list for ‘evergreen’ content
Getting Traffic To Your Site So They Can Get
On Your List
There’s not just one best
way to get traffic to your
site to get subscribers
Continually implement new
ways to get more
subscribers to signup
17 Ways To Get More Subscribers
Your biggest FREE list building source
– Search Engine Traffic
Top 3: Yahoo, Google, MSN
PPC Search Engines
Quick way to get traffic
Very cheap way to build list
Link Trading – friends endorse you,
you endorse them
17 Ways To Get More Subscribers
Newsletter
Your own
Your articles in other newsletters
Just start one and do it
Affiliate Program
Builds your list with buyers and
interested prospects
17 Ways To Get More Subscribers
Joint Ventures – others endorse you
Builds your list with High Quality
buyers and interested prospects
Cross-Promotion
Signature Box
Forums and Newsgroups
Exit Traffic
17 Ways To Get More Subscribers
Viral Marketing
Written materials you
write or compile
Ebooks and reviews other people
can use and/or give away
Their links in them and yours too
List-building scripts
17 Ways To Get More Subscribers
Testimonials for others
Word of mouth referrals from people on
your list to their friends – give them
permission to pass along your
newsletter
Unsubscribe pages
RSS articles that others can use
Blog with links to you and others
Things to do
Decide you are an expert
Write your newsletter from that position
of authority
Make friends – build relationships
Take one strategy and implement it
Implement one more strategy
Just keep doing it
Why do all this?…
Your list of customers and interested
prospects is the most valuable asset
you have
As they get to know you, like you, and
trust you… they will buy from you, and
buy more and more from you in the
future
Q and A
Tools
Hosting Account
datawebpro.net – Steve Hetrick
 hunteridge.com/hosting.htm
Webpage Editor (What You See Is What You Get)
FrontPage
Dreamweaver
123WysiWyg.com – quick and easy
Tools
Autoresponder System
Four types:
Single response
Broadcast
Sequential
Sequential / Broadcast
 *****
Tools
Autoresponder System
Sequential / Broadcast
Desktop connected to internet
Hosted – aweber.com
 http://www.aweber.com/?200357
Domain – ByPassPublisher.com
plus RSS personalalized
Tools
Delivery Issues
deliverymonitor.com
 http://www.deliverymonitor.com/?435
dnsstuff.com
Spam Database Lookup
White Listing
AR Plumbing
#1 – Subscribe / Thank You / Download /
1st Email
Thank You
and/or
Download
Page
Subscribe
Page
AR System
Name
Capture
1st Email
Message
AR Plumbing
#2 – Subscribe / 1st Email / Thank You /
Download
1st Email
Message
Subscribe
Page
AR System
Name
Capture
Thank You
and/or
Download
Page
AR Plumbing
#3 – Subscribe / Opt-in Email / Thank You /
Download / 1st Email
Thank You
and/or
Download
Page
Opt-in
Email
Message
Subscribe
Page
AR System
Name
Capture
AR System
Confirm
1st Email
Message
AR Plumbing
#4 – Subscribe / OTO / Thank You /
Download / 1st Email
One Time No
Offer
(Upsell)
Subscribe
Page
Thank You
and/or
Download
Page
Yes
AR System
Name
Capture
1st Email
Message
Order Processing / Download Pages
AR Plumbing
#5 – Subscribe / 1st Email / OTO / Thank You /
Download
Subscribe
Page
1st Email
Message
One Time No
Offer
(Upsell)
Thank You
and/or
Download
Page
Yes
AR System
Name
Capture
Order Processing / Download Pages
AR Plumbing
#6 – Subscribe / Opt-in Email / OTO /
Thank You / Download / 1st Email
Subscribe
Page
Opt-in
Email
Message
One Time
No
Offer
(Upsell)
Thank You
and/or
Download
Page
Yes
AR System
Name
Capture
AR System
Confirm
1st Email
Message
Order Processing /
Download Pages
OTO Plumbing
Order Processor / Subscribe Options /
Thank You and Download Pages
Order
Processor
Subscribe
Options
1-6
Thank You
and/or
Download
Page 1
Thank You
and/or
Download
Page 2
Or
Combined Thank You
and/or Download
Page for 1 and 2
List Management
For product sales, have a lead list and a buyer list –
and when someone buys they are added to the
buyer list and remove from the lead list
automatically (or manually)
Keep up with unsubscribes – your system should
do this automatically
If someone writes you a “nasty-gram”, just delete
them from your database
Deduplicate your lists at least once a week to keep
the AR system running smooth
Q and A
Market Research For Leads,
Sales and Backend Profits
Always remember…
You are always better off marketing
to people who are already interested
in buying
1 – find people who are buying
2 – find or create what they want
3 – sell it to them
Market Research For Leads,
Sales and Backend Profits
Marketing
Finding people who are already ready
to buy and then you sell it to them
Sales
Hard work – getting people to buy
what they don’t already want
Niches you have an expertise in
Niches where you have a friend who is an
expert
Niches you are interested in yourself
Niches you know that people are nuts
about
Niches you know nothing about, and
could care less about except that
someone else is already selling to the
niche and making lots of money
Overture Research Toolkit –
hunteridge.com/download/overtool.exe
Good Keywords – GoodKeywords.com
Alexa Toolbar – alexa.com
Forums – find people who are easily
accessible
Newsgroups – get on these lists
Groups – people who are interested
already
Competitors newsletters, blogs and sites
Google.com
Forum +topic
Newsletters +topic
Groups +topic
You are looking for two types of people:
Buyers – understand their feelings (anger,
frustrations, hopes, dreams, etc.)
Sellers – your competitors, people who
already have your customers
ClickBank.com – CBAccountManager.com
CJ.com – ShareASale.com
AssociatePrograms.com
Amazon.com – Ebay.com
The magazine rack (articles, ads,
classifieds)
Survey scripts – YouAskThem.com
Get people from Forums, Newsletters,
and Groups to take your survey
Give them a reward for doing it
Things to do
Become a “student” of niche markets
Niches you have an expertise in
Niches where you have a friend
who is an expert
Niches you are interested in yourself
Niches you know that people are nuts
about
Niches you know nothing about or
care about, but it’s already making
someone else a lot of money
Why do all this?…
Unless you can:
- Find the people who want something
- Produce or acquire the product or
service they want
- Communicate to them and let them
know you have the solution to their most
troublesome problems or the object of
their heart’s most burning desire…
- Then all your further efforts won’t
yield the biggest results as they could
People want to move:
Toward a Goal
- Positive Emotions
Away from Pain
- Negative Emotions
2/3s of all people are more
motivated to move away from
pain, than to move toward goals
The Seven Positive Emotions
(toward a goal)
Desire
Faith
Love
Sex
Enthusiasm
Romance
Hope – the most powerful emotion
The question is…
How many of these positive emotions
can you apply to your market?
Hint: the more the better
The Seven Negative Emotions
(away from pain)
Fear – the most detrimental
Jealousy
Hatred
Revenge
Greed
Superstition
Anger
What does your market really
want to buy?
Solutions to problems
Achieve their goals (higher price)
Provide them both, and it’s
even more powerful
Q and A Templates
Setup templates on your site
Drive traffic to the template pages
Get questions to be answered
Keep track of the questions and
their frequency and the words they
use
hunteridge.com/QAtemplates
YouAskThem.com
Things to do
Use the market research tools to
find your targets in forums,
newsgroups, newsletters, and spot
the problems they are having, the
goals they want to achieve – and the
excuses they give for not solving
them or working around them
See how many of the 7 positive and
7 negative emotions you can spot it
their comments
Things to do
How can you turn their excuses into
reasons why they should take action
Setup some “Q and A” survey
campaigns to find out what their
biggest fears and hopes are
Why do all this?…
You will find the words that communicate
to the emotions of your marketplace
Which is the “Key to the Vault” – the
insight into the inner feelings and
emotions of your marketplace
You must become “customer-centered”
instead of “self-centered”
Your customers don’t care what you think
or feel, only what they think and feel
Bait
Something of value that
your visitor will trade you
their name, address, and
permission to contact them
in exchange for your freebie
Freebies to Offer
Ebooks
Webconference
Special Reports
Your own forum
Software
Consultation
Audio
Resale Rights
Video
List Building
Podcasts
Email Series
Teleseminar
Live Conference
Freebies to Offer
Free samples
Free food
Free trial
Free networking
Free membership
Free tour
Free CD
Free vacation
Free DVD
Free with purchase
Free book
Free ________
Freebies to Offer
Notice that I did not say…
Free Newsletter
NOBODY wants your free newsletter
anymore, those days are gone
Yes, you will send them a “newsletter” to
keep in touch, but in your offers to get
them on your lists, do not offer a free
subscription to your newsletter
Freebies to Offer
Where do you get all these freebies
to offers as bait?…
Do it yourself
Hire it out
Get it from others
Freebies to Offer
Important Point:
You must be giving them something
unique in the marketplace
Unique sells
“Me Too” doesn’t sell well
Okay, let’s do it
Find 12 articles that relate to
what your market wants, or
relates to a product they
would like to buy
Let those articles be the
chapters of your PDF ebook
Okay, let’s do it
Your affiliate links can be
sprinkled throughout the
articles in the PDF ebook
You can also make offers
for other freebies too
Okay, let’s do it
Buy Adobe Acrobat
Or…
Create 5 PDFs free
http://createpdf.adobe.com/
Okay, let’s do it
Free PDF tools
Or… PDF Power Brand
 hunteridge.com/pdfpb.htm
Okay, let’s do it
Free PDF tools
Or… Free PDF995
http://pdf995.com/download.html
Okay, let’s do it
Let those articles be the
content for the sequential
email messages that goes
out every 3 days from your
AR system
Okay, let’s do it
Direct those sequential
messages to webpages that
contain the article
Write an intro for each, and
a summary for each
Okay, let’s do it
On those pages make a
product recommendation
and also include Adsense
Ads that are positioned in
the article reading path
Q and A
and…
Show and Tell
The Little Secret That No One
Is Telling You...
“All the latest hi-tech web design gadgets,
bells and whistles won't help make you any
money unless you learn to use words and
sales strategies that have been proven to
get attention, generate interest and desire,
and motivate people to take buying action
now.”
Mark Hendricks
The Little Secret That No One
Is Telling You...
“It doesn't matter how pretty and
professional looking your ad, sales letter or
website is, the only way you're going to
make money is by using words that
communicate clearly the benefits of your
offer and the reasons why your prospect
should buy from you rather than anyone
else.”
Mark Hendricks
The Little Secret That No One
Is Telling You...
Persuasive words and strategies that get your
reader…
• ATTRACTED to something that will be of…
• BENEFIT to the them...then enough
• DESIRE for that BENEFIT must be
generated to motivate them to…
• TAKE ACTION and…
• BUY NOW
The Little Secret That No One
Is Telling You...
"It's the WORDS that
do the selling..."
“You've got to write your sales message so
your prospective customers develop an
emotional desire for what you're offering
them, before you ask them to buy.”
We ALL decide with emotions, and
then justify with logic.
"Your ability to write persuasively
is the most important and most
widely overlooked marketing tool
that you will ever acquire.”
Mark Hendricks
A little known, yet very important
secret...
There are three basic things
that have to line up for you
to make a sale:
1 - Right Market
2 - Right Offer
3 - Right Time
Right Market - Right Offer - Right Time
1 - Right Market
• Easy to Find and Reach
• Hungry and Starving Crowd
• Already Interested
• Already Motivated
• Already Buying
• Buying Repeatedly
• It’s the “List”
Right Market - Right Offer - Right Time
2 - Right Offer
• Use the 5 P’s of the Offer (more later)
• Perceived Value and Resulting Benefits
to the Buyer have to be much higher
than their cost
Right Market - Right Offer - Right Time
The 5 P’s in the offer:
• Promise - include the 3 biggest benefits
• Product - give a detailed description
• Package - include extra bonuses
• Price - offer special pricing
• Penalty - time limit, quantity limit, etc.
Right Market - Right Offer - Right Time
3 - Right Time
• People buy when they are ready, not
when you want to sell them something
• Persistent followup
The Psychology of the
Buying Process
Three Steps
1 - know you
2 - like you
3 - trust you
The Six Psychological Triggers
To Use In Every
Ad, Salesletter, or Website
“Influence: The Psychology
of Persuasion”
by Robert Cialdini
The Six Psychological Triggers
To Use In Every
Ad, Salesletter, or Website
1 - Authority / Expert
If people perceive you as an
expert, they will respect your
opinion, and believe what you
say is true and worthwhile
The Six Psychological Triggers
To Use In Every
Ad, Salesletter, or Website
2 - Liking
People do business with people
they like
If you want a friend, be a friend
The Six Psychological Triggers
To Use In Every
Ad, Salesletter, or Website
3 - Commitment and Consistent
Behavior
Begin with small commitments,
things that are easy to agree to
Develop the trust relationship over
time
The Six Psychological Triggers
To Use In Every
Ad, Salesletter, or Website
4 - Reciprocation
Do a favor for them first
The tendency is to return a favor to
someone who has helped us
The Six Psychological Triggers
To Use In Every
Ad, Salesletter, or Website
5 - Social Proof
Others think you’re good, so
you are quickly accepted as
good by others (personal
testimonials)
The Six Psychological Triggers
To Use In Every
Ad, Salesletter, or Website
6 - Scarcity
People tend to want what is scarce
Create special offers with a time
limit, and/or quantity limit
By using these six triggers in
every Ad, Salesletter, or Website
you quickly get people
through the three steps of:
1 - Know you
2 - Like you
3 - Trust you
A quick review of the Six
Psychological Sales Triggers
1 – Expert Authority
2 – Liking
3 – Commitment / Consistency
4 – Reciprocation
5 – Social Proof
6 – Scarcity
Subscription Forms
Provided to you by your AR
system – copy and paste
into your pages
In webpages, blogs, popups,
sales pages, ordering process, predownload after ordering, exit pages,
and unsubscribe pages too
Subscription Forms
Capture:
First name
Email address
Subscription Forms
Capture:
First name, Last name,
Email address, Physical
address, Telephone number
Subscription Forms
Capture:
First name, Last name,
Email address, Physical
address, Telephone number,
and more info, like…
YouAskThem.com
Squeeze Page
Gets contact info and possibly other
info PRIOR to letting people see the
main offer sales page
Acts as a “Pre-Sell” page to talk up the
benefits of what they are about to see
Curiosity is the main motivator, along
with not being part of the “in crowd”
Squeeze Page
Uses:
Product Pre-Launch
Adwords Affiliate Campaign
Affiliate Product Campaign
Cross-promotion Campaign
Etc.
Squeeze Page
Templates to edit
http://www.hunteridge.com/QAtemplates
Let’s Do It
Q and A
Show and Tell
Get Lots Of Traffic
To Your Pages
Newsletter
Search Engines
Pay Per Click
Articles
Prweb.com
Newsgroups
Forums / Your
own forums
Affiliate Program
Joint Ventures
Cross Promotions
Giveaway Promos
Exit Traffic
Get Lots Of Traffic
To Your Pages
Teleseminars
Viral ebooks
Viral software
Podcasts - A / V
Trade Ads /
Endorsemest
Contests
Thank You Page
Cross Promotions
Give Brandable
Reprint Rights
To Others
Give Testimonials
Your Loyal
Unsubscribers
Newsletter
Just start one and publish weekly
Make it personal
Stay ahead of the curve
Be an advocate for your readers
Write content yourself, or get it
from others with your intro to it
Search Engines
It’s all about getting others to have
links on their site pointing back to you
with your keywords showing as the
clickable URL address on their page
<a href="http://www.yourdomain.com">Keyword Phrase</a>
Read this book for SEO
onpage strategies:
http://www.hunteridge.com/download/7DaysToMassiveTraffic.pdf
Pay Per Click
PayPerClickSearchEngines.com
The Big Three:
adwords.google.com
searchmarketing.yahoo.com
adcenter.msn.com
Articles
Write your own, or hire out to
freelancers at Elance, Rentacoder, etc
Use great titles (headlines)
Use signature box with link back
to you, using the Keyword
Phrase linking strategy
Articles
Post them to top article directories:
UltimateArticleDirectory.com
a1articles.com
articlebin.com
articlecity.com
articledepot.co.uk
amazines.com
ezinearticles.com
goarticles.com
ideamarketers.com
isnare.com
searchwarp.com
http://www.market-soft.com/artsub
Press Releases
These sites are considered “expert” sites with
high Page Rank, use them to your advantage
PRweb.com
theopenpress.com
pr.com
prfree.com
internetnewsbureau.com
addpr.com
Newsgroups
Join the lists and participate
[ know you, like you, trust you ]
groups.yahoo.com
google.com/grphp
groups.msn.com
Forums
Search for:
forum +topic
Join forums and participate
[ know you, like you, trust you ]
Your Own Forums
Phpbb.com
Comes with most hosting accounts
and is a quick setup
Set up on your domains and
dormant domains too
Put Adsense ads on them
Let other people create the content
for you – you make money
Affiliate Program
Don’t pay for advertising,
pay for results
Nurture affiliates, teach them, give
them promotional materials
Quick Setup: Clickbank.com
http://www.hunteridge.com/clickbank.htm
Affiliate Program
Affiliate Program Script
Installs on your site, lots of payment
processors to choose from, full
tracking, etc.
IdevAffiliate - $99
idevdirect.com
 www.hunteridge.com/idev.htm
Joint Ventures
Works because of personal
endorsements and special offers
Different than affiliates
Usually time sensitive, or quantity
limits, or special situation
A – B – C of Joint Ventures
Cross Promotions
Promote others
They promote you
2-way
3-way
5-way
Etc.
Giveaway Promos
12 Days of Christmas
Start small (3-5-10 partners)
MotivatedMarketingSystem.com
 hunteridge.com/mms.htm
Exit Traffic
After you are done with a visitor and
they reach your “thank you” page, or
guide them to another page
Give recommended resources
Use a script to promote others as a
Cross Promotion arrangement
http://willmaster.com/master/formV4/
Teleseminars
You as host
You as guest
freeconference.liveoffice.com (250)
freeconferencecall.com (96)
Record them, make products for
lead generation or sales
Teleseminars
Equipment (Basic)
Dictation Buddy
www.highcriteria.com
Telephone to computer convertor - TSA-3PC
http://www.omnicronelectronics.com/PC/TSA-3PC.htm
Get headsets from Radio Shack - one to connect
to computer sound card, and another to use with
the TSA-3PC Telephone to computer convertor
(you may also need a Radio Shack
headset/handset switch product #43-2017)
Teleseminars
Equipment (Better Quality)
Microphone – Audio Technica AT 3035
Power Source for Mic – Rolls Mini-Mic Preamp MP13
www.musiciansfriend.com
JKAudio – THAT-2
www.jkaudio.com/that-2.htm
Sony Sound Forge
www.sonymediasoftware.com
Viral Ebooks
Write it yourself, hire someone
else, or buy the rights to them
Make them rebrandable so others can
give them away and make money or
build their lists too
Have your links in there too
bringing traffic back to your site
Viral Ebooks
PDF Rebranders
viralPDF.com
 adscrazy.joozcom.hop.clickbank.net
Free LITE version
pdf-power-brand.com
 hunteridge.com/pdfpb.htm
Viral Software
MakeYourOwnSoftware.com
(non-viral, but you could provide
customized versions)
EbookPaper.com
Hire a coder to write software
Rentacoder.com
Elance.com
Podcasts – A / V
podcast.yahoo.com
video.yahoo.com
video.google.com
itunes.com
Internet Infomercial Toolkit
hunteridge.com/imtk.htm
Trade Ads / Endorsements
Get with other publishers and trade ad
space, or just mention their newsletter
or site, or publish their article in yours,
and yours in theirs
Actually endorse another publisher’s
site, or newsletter, or blog, or
podcasts… and they do
the same for you
Contests
Dream up quizzes, tests
Drawings
Look out for applicable laws
Surveys and give them a gift
Thank You Page
Cross Promotions
After people buy from you, refer them
to another person’s products or sites
They do the same for you
Give Brandable Resale
Rights To Others
Create products (ebooks, software,
etc) that others can sell as their own
Just make sure you have a few links
back to you in the product so you get
some traffic out of it
Give Testimonials
Write endorsement testimonials that
truly express your experience with a
product or service
Highlight specific benefits you got
from the product, siting the specific
page or feature that you are praising
Don’t self promote in the testimonial
Give your name and URL address
Your Loyal Unsubscribers
Always have a custom unsubscribe
page that you can promote to your
“loyal unsubscribers”
Just because they don’t like you
anymore doesn’t mean you can’t make
money from them by referring them to
someone else – and those people refer
their “loyal unsubscribers” to you
Google Adwords
Let’s take a tour
adwords.google.com
Google Adwords Tip –
{keyword:sales line}
This can go in your title of the ad when you create it.
What will show is the words that people type into the
search box.
If what they type is longer than 25 characters, the words
that you have used as “Sales Line” will show up as the title
of your ad. Such as using Dog Jewelry in the phrase above:
{keyword:Dog Jewelry}
Your title would show as – Dog Jewelry – if they typed in -big dog jewelry in Mississippi
If they typed in – big dog jewelry – then your title of your
ad would show as – big dog jewelry
Google Adwords Tip –
3 Formats
{keyword:sales line} – results all small letters
{Keyword:Sales line} – results first letter of title is
capitalized
{KeyWord:Sales Line} – results first letter of each
word in title is capitalized
Getting Traffic To Your Site
What “energy” resources are you
willing to spend?
Time or money, or both?
Important Rule for Traffic Generation
Only pay for results, not
impressions or links
Track each source of traffic separately
so you know your ROI (return on
investment)
Getting Traffic To Your Site
Track each keyword or phrase
Not all traffic is created equal – find
quality traffic, that is traffic that
converts to prospects and sales… this
is where you spend more time and
money
Use related keywords to get traffic
that others may be missing
Example: romance and dating
keywords to sell travel packages
Tools to use for Traffic
GoodKeywords.com
Wordtracker
Adwords Analyzer
Tool to help in setting up Google Adword
Ads…
http://www.mikes-marketing-tools.com/cgi-bin/adwrapper.cgi
It creates Adwords combinations of…
Broad – “Phrase” – [Exact]
How to pre-qualify your PPC traffic
Let them know it costs money and it’s
not free – state the price in the ad
Tell them it’s not for everyone – tell
them specifically who it is for
Exclusively for a certain country or
geographical area
Specify the age group or experience
level it’s for
Layout tips
Use headlines that grab attention
Use keywords in your headline
Each Headline Word Is Capitalized
In the description lines, capitalize
only the first word
Layout tips
One technique is to use features on
the first line of the description and
benefits on the second line – you
should test this by switching lines –
benefits first, features second
In the web URL address use some
capitals and only the main domain
name
WriteSalesLettersThatSell.com
Layout tips
The underlying URL can go anywhere
on your site, such as:
http://www.writesaleslettersthatsell.com/whatever/file.htm
Great headlines will get you clicks
Great descriptions will get you clicks
Great domain names will get you
clicks
Test, test, test
Test domain names
Use domain forwarding and cloaking
A directory of PPC Search Engines:
PayPerClickSearchEngines.com
Split test in Google AdWords to improve
your ranking and click through response
(CTR)
Congruency – the ad they see should get
them to a page that has the same topic and
works on it (very important)
Okay, let’s do it…
Go Get Some Traffic
Q and A
and…
Show and Tell
Sequential AR Followup
Followup, followup, followup
Load in your sequential messages to
automatically followup on your niche leads
Take the 12 articles and send them out
with an intro and call to action at the end
Turn this into a year’s worth of messages
22 Messages
1 3 5 7 10 13 16 19 21 28 35 then every 30 days
Sequential AR Followup
General market topics (14-day cycle evergreen list)
Send them to webpages that have:
- The intro
- The article
- Call to action (offer to buy a product, yours or
affiliate product
- Adsense ads placed inline (in the path of the
article
- Offers for other freebies, reports, etc.
Okay, let’s do it…
Setup your Sequential
AR Followup for one
autoresponder
Q and A
and…
Show and Tell
Broadcast Mailings
Gifts
Specials
Time Sensitive
Backend offers
Big packages
JVs – Affiliate products
Broadcast Mailings
Use the Six Psychological Sales
Triggers to your advantage
1 – Expert Authority
2 – Liking
3 – Commitment / Consistency
4 – Reciprocation
5 – Social Proof
6 – Scarcity
How To Make Your Email Offers
Bring In Ten Times The Profits
Are you missing out on 90% of
the profits of your business?
My typical results (yours will be different)
First mail out – 10 % of sales
Second mail out – 45 % of sales
Third mail out – 45 % of sales
Only 10 % of sales were made
from mailing one time
90 % of sales were made from
the two followups!!
Another example…
First mail out – 2.3 % of sales
Second mail out – 18.2 % of sales
Third mail out – 79.5 % of sales
97.7 % of sales were made
from the two followups!!
Stated another way, I increased the
profits of this campaign by 43 times
by sending two followups
The Secret….
Use a three step letter approach
1 – Introduce the offer
2 – Remind them of the offer
3 – Let them know the offer expires
soon
The Secret….
Set the schedule over 6 day period
Day one – send 1st letter
Day three – send 2nd letter
Day five – send 3rd letter
Day six – the offer expires
Letter 1 – Introduce the offer
Problem or Discovery
Stir it up or discuss benefits
Use the six psychological triggers
Scarcity – specific deadline day,
date, and time
Special offer – great price, more
bonuses, etc.
Letter 2 – Remind them of the offer
Dear Firstname,
Just a quick reminder about the note I sent you two
days ago.
If you already took advantage of it, congratulations,
you know a great deal when you see one.
If you didn’t see this, or if you’d like to take another
look before the offer expires, I’ve enclosed another
copy for you.
Here’s what it was all about…
(then include the exact same letter that you sent
two days ago)
Letter 3 – Let them know the offer expires
soon
Dear Firstname,
Mark Hendricks here.
As a courtesy, I'm writing to remind you about the
deadline tomorrow, Friday March 18 at 1:00pm
Eastern USA time.
If you already were one of the many who took
advantage of this special deal, congratulations.
If you didn't see this, or if you'd like to take a second
look before the offer expires, I've enclosed this info
again for you.
(then include the exact same letter that you sent
four days ago)
Step 4 – The offer expires promptly at the
specified time
Make sure you stop the special offer
at exactly the time you stated, or
your JV partner stated
You want people to know that you
are telling the truth each and every
time you make a special offer, or
arrange a special deal for them with
a JV partner
Broadcast Mailing
Let’s do it…
Send out a broadcast mailing
to your list now using these
strategies and techniques
Q and A
and…
Show and Tell
Offline To Online
Postcards
Fax
Letters
Teleseminars
Newspaper /
Magazine Ads
Printed Books
(lightningsource.com)
Seminars
Radio / TV
(presenting/attending)
Gifts
Workshops
Business Cards
(presenting/attending)
Offline To Online
The idea is to drive traffic to your
webpages and then get the lead to signup
goleads.com
infousa.com
acculeads.com
K7.net – faxback, audio lead capture
See postcard samples at back of manual
Q and A
and…
Show and Tell