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Writing the Perfect Sales Letter

Think of your sales letter as the display window of your online business. If customers don’t see something they want almost immediately, they’ll keep walking, or in this case, clicking, until they find a site with a product or service that does interest them. Review the following components of a sales letter and compare the examples with your own.

Headline

Not surprisingly, this is the single most important part of the sales letter. You have mere seconds and just a few words to convince potential customers to keep reading. With thousands of other sales letters all over the Internet, what can you do to make yours stand out? The concept, at least, is simple. You’re going to have to come up with something that will literally grab your readers and make them want to read further.

This “grabbing” phrase, or headline, can be a question, command, or a dynamic piece of news. Consider the difference in the following and see which one “grabs” you. FREE SOFTWARE! Versus FREE MONEYMAKING SOFTWARE! See how just one word adds interest and intrigue to your headline? Surf the Internet to find the headlines in sales letters that grab your attention, and after you click past the ones that don’t, use your back button and ask yourself why those headlines didn’t get your attention. As important as it is though, the headline will only get you so far. You’ll also need the following:

Stress the Benefits

You can’t just say that your product is the best one out there. You have to tell your readers why they need this particular product and, just as important, why they need to purchase it from you. If you’re selling a weight loss product, for example, are they going to lose weight in 30 days? Are they going to lose weight for less? Don’t just tell your readers they will lose weight if they use your product; let them know about all the benefits that will be theirs if they buy your product now.

Ask Questions

Don’t just ask your readers questions. Ask your readers to ask themselves questions. For example, put yourself in the shoes of your reader. What questions naturally come to mind? Ask open-ended questions that cause your readers to think. If you’re selling the latest and greatest solution for bad breath, for example, ask the reader, “How would you feel if a co-worker told you that you have bad breath?” Now you have the reader (customer) imagining what’s going to happen if they don’t buy your product.

Use Examples

Here you can reassure customers that they have indeed found the right solution to their problem. “Imagine talking to friends, co-workers, and complete strangers with complete confidence!” Now you’ve persuaded readers how good they’ll feel if they buy your product. List several examples within your sales letter that extol the benefits of your product.

Endorsements

Testimonials from other customers are powerful. They’re powerful when they’re real; they will backfire and cost you sales when they’re made up, however. Don’t insult your customer’s intelligence by filling your sales letters with phony testimonials and endorsements. No one really cares what Jim from Alabama thinks; on the other hand, tell them what Jim from www.arealsite.com thinks and they’re liable to pay attention. How do you accomplish this? Simple. Give Jim a freebie and ask him to write an honest testimonial of what he thinks of your product. Do this a few times and you’ll have powerful endorsements that customers will believe.

Closing

Experiment with closings the same way you do with headlines. Do a little research to discover which closings impress you the most. Some research indicates the words, “add to cart” generate more sales than the words, “buy now,” or something to that effect. Most important, make your closing sound sincere and make it easy for your customers to order. Also, make sure you have taken the steps to protect your customer’s information and assure them that they are on a secure site.

Guarantee

The last assurance you must give your customers is that there is no risk to the decision they’ve just made or are about to make. Offer a money back guarantee and list any restrictions, such as the length of time the guarantee is in place.

Follow the above steps and your sales letters will turn readers into customers!

Traffic Building: The Source of all Internet Trading

If you have a website, chances are, you want people to come and visit your web pages. OFTEN. As this is a sign that people appreciate your site and they do like what they see. For commercial web sites that offer different products, such as books, items, travel destinations, among other items, traffic building is the source of all internet trading. Traffic is monitored by the system administrator of the web site for the frequency of visits a user does on the web site.

And if you are a commercial web site, getting more and more traffic is what counts. Generally, there are two modes of gaining traffic: the search engines and links with other sites. But that is not easy as it sound because these two are codependent with each other. A search engine is dependent on these web sites because it needs to build up its index. But if these sites do not establish a link with your site or they are not using the correct key words or phrase that would direct the user onto your web site, then they do not add value to you and would not produce the traffic you would like.

What are the criteria for a good traffic count? There are three elements to it: one is content, second is the presentation, and last is the ease of use of the site. For the content, it has to be focused and with quality so that internet users would come back again and again. The content is the basic building block of the web site as this is comparable to garbage in, garbage out. Therefore always make sure that all content is of the best quality, it is focused to the target users you would like to reach and it is interesting to read to encourage new visitors to the site to return again.

The presentation makes a difference even if the content meets all the criteria in quality. If the site looks boring and uninteresting, chances are, it is. Therefore, how the website is presented in terms of format, presence of pictures, and other items would also encourage or discourage the user to come back or not.

Lastly, the ease of use or the comfort in navigating throughout the site is another factor that would encourage users to come back again and again. This includes the time it loads and the ease it goes to the next pages. Some web sites have made their web sites limited to two to three pages because they are not only concerned about the costs, but also with the ease of navigating through it.

Other factors that would build your traffic are by offering email updates but it has to be controlled so as to avoid spamming. Another good idea is to update your content on a regular basis. If the users have already book-marked your site and return to find no new information, they might not come again. And if your site is always updated with fresh information, search engines would come more often to spider your site to update its index.

Building more traffic can also be done by signing up with Yahoo!, Google, and other search engines that are available in the net. Although this two search engines have proven to be the best search engines for almost every internet user as Yahoo! and Google has extensive databases to draw the best results for any query.

Other ways of getting more traffic is via link exchanges. This is when you establish friendly link exchanges with other sites that could get you the same volume of traffic as in its site to your site.

There are other kinds of gimmicks that you could do to build traffic but some are just nuisance to internet users that they would not be too happy to see or appreciate very much. Keeping it all clean and fresh is the only way to be always on top of the heap as search engines do check if your site is semantically convenient for them to be able to spider well.

Traffic building is painless if you know what you are doing.

Public Domain, Part 3: Our Pre-1923 Writers Were Very Kind

Public Domain, Part 3: Our Pre-1923 Writers Were Very Kind

Public Domain Works Pre-1923

The title of this article has been an attempt to give thanks to many creative works authors of the past (pre-1923), whose works have fallen into the public domain. Today in the early 21st century, we now have access to all of those works. To me, this is both an honor and a heartfelt responsibility, to take these works and publish anew. We are given the right — and the honor — to ensure that the works have a new life and are not lost in dim reaches of memory.

The phrase body of creative works and other data or knowledge includes music, literary works, artworks, inventions, movies, and scientific ideas — just to name a few. This, of course, includes all works published before 1923, and with the right conditions, works published up until 1978. A modern marketer could locate such works, repackage them, and sell them anew, for a profit.

Seeking out public domain works is prone to being a tedious job. It can take many hours just to locate one or two good publications. These are writings created by many authors, and it has been legally acknowledged that their works are public domain, which means anybody can use the works for any type of purpose that they want.

While a huge portion of this material can be labelled “fair use,” not all of the works placed into the public domain database are free of copyright limitations. Currently, works published 75 years ago are evaluated as being public domain. Those published from 1924-1963 ;might be in the public domain, but only IF the proper copyright was not renewed.

Some writers, in current times, have relinquished their rights to their works. Now, it is out there for the anyone in the general public to utilize. You can do it and make money by selling the works in digital format. Or you could consider selling advertising. The public domain is chock full of literary works, books, videos, audio, software, journals, music sheets, and government publications and presentations that you can use in any way you desire. It is possible to create unlimited wealth with just a tiny bit of creativity.

You might create an audio Ebook by merely recording yourself reading it as is. By modifying it to fit suit your own work, your conversion to a tape, CD, or DVD, really does increase the works perceived as well as real value.

For example, a quick search for the keyword psychology will return a search engine results page of fascinating publications like The Journal of Abnormal Psychology, which turned out to be a 10 volume set. One of the main points of this article is to point out that expiring the copyright can essentially confer new life to these works that now only reside in lost corners of the public domain. Of course, some of these works have been so admired that theyve been re-published many times, by many separate publishers, that theyve never truly been out of print.

There are so many works in the public domain out there, you basically could never run out of information to publish. There happen to be millions of public domain works that anybody can rewrite and revitalize, add their own name as author, and sell — and they can even copyright and stop others from selling what has now become a derivative work.

No one other than the creator of this new work should have the freedom to profit from the work, or use it in any manner, without endorsement and approval from the new works creator. The proprietary things done to an old work, becomes copyrightable.

The superb ingredient of this area of law is that not only can the derivative works creator profit from the work itself, but the rights to the work are completely transferable. This is not so with reproduction and marketing rights of a current, copyrighted work, where the original creator customarily retains copyright and almost never allows others to alter his or her work or republish it.

With the advent of the Internet, this very situation raises new possibilities. We have seen the rise of what is now known as resell rights and also private label rights. As a Net marketer, it would be very good to explore these, as there is a lot of money being made by selling Resell Rights and packages of Private Label Rights items.

Indeed, pre-1923 knowledge product creators left us a very kind legacy. I like to think that somehow they are elated that their works are being published anew.

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Product Creation Secrets

You can get volumes of product creation secrets from various Internet marketers for a price. Just google the phrase and you’ll see what I mean. In the following paragraphs, we’ll look at a few of the “secrets”, which really aren’t all that secret, but they are valuable tips for any Internet marketer.

Evaluate Your Product’s Potential

This is a necessary first step whether you’re creating your own product or marketing someone else’s. Maybe more so when you are creating your own product, though, because you’ll have more invested when it’s your baby. You don’t want to simply slap an ebook together because ebooks are all the rage. Although some ebooks make an impressive profit for their publishers, many more sit unsold on row after row of digital bookshelves.

If you do decide to create an ebook, study the market to find just the right subject. Observe what is already being marketed, and just as important, what isn’t. Once you have identified your subject, decide who will write it. Will you write it or hire someone else? Will you include graphics?

Listen in at some of your favorite forums and you’ll learn a lot about what is selling and what isn’t. What are some of the problems forum posters are discussing? There’s a goldmine of information waiting to be scooped up when you focus on what others are having difficulty with. Perhaps it’s something for which you have a solution. Even if its not, you might learn something that will prevent you from making a costly mistake.

One Idea, Multiple Products

Once you decide what your product is going to be, don’t stop there. Use the same research and knowledge you have worked so hard to obtain to create multiple products. For example, if you’ve decided to create an ebook, create an audio version as well. If it’s appropriate, consider a video tutorial. You might want to put together an entire package or sell your items individually. Whatever you decide, get the most mileage you can by coming up with multiple products centered around your subject.

If your original product is a video tutorial, what other tutorials can you offer? Perhaps you can turn a series of tutorials into a how-to ebook or series of articles. Even if your product is an article, you can spin-off several articles simply by focusing on a different slant, or angle. For example, suppose you write an article about teen-age pregnancy. After a few minutes of brainstorming, you might come up with a second article about how to prevent teen-age pregnancy. As you research the broad subject, you’re going to uncover statistics and tidbits that you can turn into more articles, ebook chapters, blogs, and packages for your niche.

Take Advantage of Freebies

Internet marketing, as opposed to the brick and mortar retail sector, is cost-effective enough for anyone to become an instant entrepreneur. In fact, you’ll find dozens of free tools to help you create your product. Certainly be willing to invest in the tools you need, but don’t pass up the opportunity to take advantage of free tools that can help you create your products. You may have to put up with another marketer’s advertising in order to do so, but there are literally hundreds of free programs that can help you with design, editing, and many other aspects of product creation.

Creating your own product offers rewards that you won’t realize simply by marketing someone else’s product. Once you make that first sell of something you have created, you’ll be hooked and ready to go back to your laboratory and set your genius to work creating something new and better.

Traffic Building: The Source of all Internet Trading

If you have a website, chances are, you want people to come and visit your web pages. OFTEN. As this is a sign that people appreciate your site and they do like what they see. For commercial web sites that offer different products, such as books, items, travel destinations, among other items, traffic building is the source of all internet trading. Traffic is monitored by the system administrator of the web site for the frequency of visits a user does on the web site.

And if you are a commercial web site, getting more and more traffic is what counts. Generally, there are two modes of gaining traffic: the search engines and links with other sites. But that is not easy as it sound because these two are codependent with each other. A search engine is dependent on these web sites because it needs to build up its index. But if these sites do not establish a link with your site or they are not using the correct key words or phrase that would direct the user onto your web site, then they do not add value to you and would not produce the traffic you would like.

What are the criteria for a good traffic count? There are three elements to it: one is content, second is the presentation, and last is the ease of use of the site. For the content, it has to be focused and with quality so that internet users would come back again and again. The content is the basic building block of the web site as this is comparable to garbage in, garbage out. Therefore always make sure that all content is of the best quality, it is focused to the target users you would like to reach and it is interesting to read to encourage new visitors to the site to return again.

The presentation makes a difference even if the content meets all the criteria in quality. If the site looks boring and uninteresting, chances are, it is. Therefore, how the website is presented in terms of format, presence of pictures, and other items would also encourage or discourage the user to come back or not.

Lastly, the ease of use or the comfort in navigating throughout the site is another factor that would encourage users to come back again and again. This includes the time it loads and the ease it goes to the next pages. Some web sites have made their web sites limited to two to three pages because they are not only concerned about the costs, but also with the ease of navigating through it.

Other factors that would build your traffic are by offering email updates but it has to be controlled so as to avoid spamming. Another good idea is to update your content on a regular basis. If the users have already book-marked your site and return to find no new information, they might not come again. And if your site is always updated with fresh information, search engines would come more often to spider your site to update its index.

Building more traffic can also be done by signing up with Yahoo!, Google, and other search engines that are available in the net. Although this two search engines have proven to be the best search engines for almost every internet user as Yahoo! and Google has extensive databases to draw the best results for any query.

Other ways of getting more traffic is via link exchanges. This is when you establish friendly link exchanges with other sites that could get you the same volume of traffic as in its site to your site.

There are other kinds of gimmicks that you could do to build traffic but some are just nuisance to internet users that they would not be too happy to see or appreciate very much. Keeping it all clean and fresh is the only way to be always on top of the heap as search engines do check if your site is semantically convenient for them to be able to spider well.

Traffic building is painless if you know what you are doing.

How to sell more to your customers (upsell at point

How to sell more to your customers (upsell at point of purchase)

Adding upsells to our order form.

That’s right, regardless of all the different traffic techniques in the world, even with proven sales copy and conversion methods in place, even with years of studying and applying various direct and indirect marketing approaches, the one thing I have found that brings in the most money to our company is the ability to upsell each individual customer on an additional item they did NOT intend to originally purchase.

For those of you who may be unfamiliar with the term “upsell,” let me use an example from one of the world’s most famous companies to illustrate this point:

When people walk into the fast-food giant, McDonalds, to order a simple hamburger or a Vanilla shake, without fail they are presented with the phrase that has helped this company dominate the fast-food market:

“Would you like fries with that?” Other fast food outlets will ask you, “Would you like a drink or an apple pie with your meal?” This is another very effective example of an upsell.

These fast food giants sell millions of dollars worth of extra food and drinks worldwide every year because they know how to effectively use an upsell. So now you may be saying that that is all well and good for McDonalds, but I am in a totally different business. I don’t sell fast-food.

Upsell for internet marketing success

Upselling your customers is simply providing the next logical solution to your customer’s next logical need. It’s your job to always create that next logical need and continually sell and sell. There’s always one more thing to sell.

One of the major mistakes I find in dealing with small businesses is that they believe once their business has provided their product to the customer, that’s the end of the process. There’s nothing that could be further from the truth.

Every sale needs another sale because every need that’s satisfied will create still another need sometime in the future. The conclusion you should draw is that you need to create the upsell and continue creating upsells as a neverending logical step in the launching of an effective marketing mission.

You might say, I don’t have any product or service to sell as an upsell. My answer to that is, develop one.

Even if you don’t produce the product or service, someone else does and that someone else gladly will pay you to allow them to have access to your client base so they can upsell your customers. There’s always something else to sell them.

The practical implications to upselling will most likely result in forming joint venture relationships. Businesses today operate differently than before.

Another good example can be seen in mail-order flowers. On the average, there’s actually 6-10 days from the cutting of a flower before a customer receives it and puts it in a vase in his/her home, whether as a gift or simply to brighten up his/her home. The lag time is caused by the traditional distribution system of wholesalers, distributors, and retailers. A real entrepreneur, who worked literally for years on an idea for flower delivery in up to 9 days, created a direct from the grower to the customer via Federal Express. Today, that generates $10,000,000 in sales. What was the entrepreneur’s product? It was an idea worth $10,000,000.

That business is merely a series of relationships between a catalogue company, Federal Express, and several independent flower growers throughout the United Slates. It’s a business of joint ventures. Even though this guy didn’t actually have the product or service, he created one.

This leads us to finding Your Business Within Your Business. A real powerful concept is to challenge yourself, your clients, vendors, and employees to constantly search for new businesses within your business.

There are an unlimited number of offshoot businesses you can create. You can have an offshoot of consulting to those people you sell to. You could then communicate and market and also do seminars and workshops.

For car dealers, they can provide extended warranties and insurance to new car owners. For a contractor, whether it’s heating and cooling, pools, pest control, or whatever, they can also provide annual service contracts.

An example would also be a pool contractor, who for instance, might use upselling through the offering of an annual service contract to clean and service a pool four times a year. This can dramatically improve his bottom line. In fact, this can actually double the value of your customers by an added income of 40% when they sign an annual contract.

Let’s say the service call for a pest control or pool service call is $100 and there are 100 customers per year. There’s a gross of $10,000, which is $100 per customer. The upsell strategy is an annual contract where you’re going to visit four times a year. The cost for each visit to the customer is $100, so the total cost at this point is $400 (before giving a discount.)

If they buy today, you give them a discount of $150, so $250 is the cost to the customer. If you close just 40% of these people, your new revenue is $10,000. 40% of 100 is 40 people times $250 which is the cost of the annual contract.

So, the new value of these 100 customers is $20,000, $10,000 for the service call ($100 x 100 customers) and another $10,000 for the 40 people who paid $250 for the annual contract. The value per customer is now $200. You made $20,000. You still have the same 100 customers. They’re now worth $200. That’s double the value.

What service can you upsell to your clients? Virtually every business can add a newsletter or an extra month of a diet plan for half the original price. Maybe a consulting service could be provided. The possibilities are endless. Let your creative mind work for your business instead of limiting it to just one product or service.