Follow Up On Your Visitors & Maximize Your SalesWritten by Armand Melanson
Follow Up On Your Visitors & Maximize Your Sales Copyright 2002 lessworkmoremoney.com By Armand Melanson You know annoying popup windows that show up when you arrive or leave many websites? They offer a free subscription to a newsletter or a free eBook in return for your name & email. Those popups are responsible for up to 75% of income generated by most web sellers. Let me explain how: Let's say you've got a site selling home security products. Even if you have targeted traffic & powerful marketing copy, you won't likely sell to more than 2 out of every 100 1st time visitors. That's a conversion rate of 2%. That means that 98% of your visitors did not buy - unless you do something about it, you will never hear from them again. Instead of letting them walk away forever, you offer them a subscription to a newsletter filled with helpful info on home security topics. You will likely capture name & email address of 10%-20% of 1st time visitors this way. These 10%-20% of 1st time visitors are most valuable source of income you will have because a good number of them will actually buy one or more of your products in future. Once you have them on your e-mailing list, you will send out helpful emails at regular intervals. These emails will build trust between you & prospects and give them a good feeling about who you are. They will personalize you & make buying easy because you have built credibility that often prevents 1st time visitors from buying. Of course, you need to provide legitimate value in your newsletter. But you're an expert in home security, so you can probably bang off several helpful articles in a few hours. Over course of next few weeks, your newsletters will include subtle reminders about great products you are selling & may even offer special discounts to subscribers only. It may take up to 7 contacts between you & your prospects before they buy. So let's do math. Assuming you get 4000 unique visitors/month, your product sells for $30 and you convert 2% of your traffic: NO NEWSLETTER 2% of 4000 visitors = 80 buyers 80 buyers x $30 = $2400 in sales ===>TOTAL SALES = $2400<=== WITH NEWSLETTER 2% of 4000 = 80 buyers 80 buyers x $30 = $2400 in sales AND 15% of 4000 = 600 email subscribers 15% buy within 1 month ( 600 x 15% = 90) So 90 buyers + 80 buyers is 170 buyers 170 buyers x $30 = $5100 in sales ===>TOTAL SALES = $5100<===
| | Testimonials Will Boost Your Sales - If You Can Get 'EmWritten by Armand Melanson
Testimonials Will Boost Your Sales - If You Can Get 'Em Copyright 2002 lessworkmoremoney.com By Armand Melanson It's a proven fact that testimonials radically improve sales. That's why every single infomercial & marketing website is peppered with them. They build essential CREDIBILITY that is required for buy response. Are all these testimonials real? Definitely not. And that's because testimonials are not easy to get. Think about it. You buy a product from someone. At that point, seller has already made their money from you. Even if what they deliver is far beyond your expectations, you are not likely to go out of your way to let them know about it. You have your own agenda & your own set of goals to achieve. Who's got time to go around slapping everyone on back for a job well done? So notion of "unsolicited testimonials" is a rare one indeed. In fact, 95% of unsolicited testimonials are highly solicited. And we'd all do well to copy method big boys use to get their testimonials. Let's take, for example, Marlon Sanders. This guy is one of e-marketing giants. I bought one of his products & he put me on his autoresponder newsletter. I also signed up to resell his products. Here's what I got within 1 month of signing up: > > Dear Arm, > > > > I need your opinion yadayadayada with a bunch of questions & then this: > > 11. May I have permission to quote your comments in > > marketing and promotion? I will NOT quote your address > > or phone. Only name, city and state. > > yes[ ] no[ ] Did you get that? This is how big players get their testimonials... Here are some techniques you can use to get testimonials: ===> Always offer an incentive for participating in a product survey. If you don't offer something in return, most people won't even think about doing your survey. The better incentive, more motivated your prospect will be. Marlon offered a free version of a new product. I bet that product will get test marketed to all people who took survey & then they'll be asked to take another survey. With that data, they'll tweak product to correct problems encountered in test group. The they'll really launch to public. Brilliant! But not everybody has a family of related products to offer. So here's what I recommend: ===> Use free eBooks as an incentive to participate. Free eBooks are all over net & some of them are really valuable. If you are selling a digital product, embed survey offer in product. If selling hardgoods, provide written instructions in packaging on what incentive is & how to access survey. The offer can be like so: "To get X benefit for free, go to Y URL & take our product survey". Make it simple & easy to do. As well, whenever you make a sale, you should be putting buyer on an autoresponder series. 2 or 3 weeks into series, have AR fire off same survey offer. There are several ways to do survey. Marlon chose email. I prefer a webform. Here's how webform works: Every webhost offers FORM/CGI mail in order to have forms send email to a designated email box. Set up your survey form using your HTML editor & have form submit data to whatever email box you want to receive survey data. If you want to see a sample, go to http://www.lessworkmoremoney.com/survey_example.htm. You want to capture some basic feedback about your product & more importantly, give user a chance to tell you what they like about product. FORM/CGI Mail offer some cool features. The most important ones are: ===> a redirect to a thank you page This is where you put link for downloading eBook incentive. ===> a required field option Use this to make sure that your key fields have data. Many people will try to zip through form without entering real data just so they can get download. So make email address & general comments required. You can use JavaScript to do this as well - whatever works best for you. When form gets submitted, here's what you would get: Below is result of your feedback form. It was submitted by (----@msn.com) on Monday, August 6, 2001 at 16:42:30 ----------------------------------------------------------- Q1: rating of this product A1: excellent Q2: comments A2: This is absolute best ebook I have ever purchased. I am very impressed with all additional information in this ebook. A must own for anyone serious about an online business! Regards, Joe W, Cofounder - JJmerchandise
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