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FEATURE ARTICLE:
How to Sell 300% More of Your Product
in 72 Hours Than You Did All Month
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Microwave marketing.
You pop your advertising
into a machine, press the "Submit", er, "Start" button and in just
a few seconds...
...voila! The
door swings open and out pours a hot helping of sales.
Sounds good, huh?
Kind of makes my mouth water just thinking about it. Is it
possible?
Why not?
We live in a world
that has "instant" pudding, "instant" cameras and "instant" credit.
Why not "instant" traffic?
Not only is it
possible, but it is not all that complicated to achieve. How
about a crash course in "microwave marketing"?
Most experts agree
that advertising in ezines is the quickest way to effectively generate
website traffic and sales. However, it presents its own share
of problems...
1. Ezine advertising
is incredibly popular which means most ezines are becoming flooded with classified ads. The average
ezine reader sees hundreds of headlines and classifieds a day, usually taking nothing more than
a glance in their direction. How is your ad going to stand out?
2. Solo mailings
(classified ads sent alone to the newsletter subscriber base) are
very effective, but many small business owners
find them too pricey for their budget. With so many options, which ezines should you advertise
in without overspending?
3. The best way
to draw traffic and ultimately, sales from ezines is to write and submit
articles for publication. After all, the article, the content, is
the central focus point of an ezine. But, not everyone is a
writer.
So, how can the
owner of a small to medium-range internet business, who doesn't write, effectively generate profits with
ezines?
By developing a joint-venture with ezine publishers, that's how. And not just any
old
joint-venture - one that works, works well, and works virtually
every single time it is proposed.
By following a
simple, 6-step formula, you can literally have hundreds of ezine publishers actively promoting your product to their
subscriber base in a matter of days.
Let's get you
started, shall we?
1. Set the right
goal. Learn this unchanging truth about doing business
on the web: If you do not set a goal to shoot for, you will
aim in the wrong direction. I guarantee it. Your joint
venture must have a purpose. It must have some specific function
it exists solely to perform. Ask yourself
one very simple question...
...what is it
that you want to accomplish with your joint venture?
Now, the overwhelming
answer I receive is "make a lot of money." Perhaps to your surprise, that IS NOT the right goal.
Granted, an increase in sales is a secondary goal, but there are a couple of more important
goals for an ezine joint-venture project that you must consider...
(a) Securing lifetime
customers that will continue to do business with you year after year. The primary objective of this joint-venture
is to establish a business relationship with new customers. Customers who soon gain
confidence in your products. Customers who soon grow to trust
in you and respect your suggestions and input. Customers who
will continue to fund your vacations and contribute to
your retirement account long after the joint venture has fizzled
out.
Build a customer
database. That is goal number one. Aim in that direction.
(b) Recruiting
new affiliates who will actively promote your products and services.
For several years, I struggled with how to advertise online.
What techniques should I try? Where should I spend my advertising
budget? What works and what doesn't? I wanted to try everything
but realized very quickly that this was impossible.
Then, the almost-burned-out
light bulb begin to flicker a bit, and a light went off in my mind.
I need affiliates. I need hundreds of affiliates promoting
my product for me. I need affiliates who will try all of the
different techniques that I don't have the time or money to try. The reality of the web is
this - an affiliate program is THE absolute best way to see significant
growth in your sales, hands down. Nothing else comes close.
Build your marketing
sales force. Put a big bull's eye directly on top of
your affiliate program. Take aim and fire away.
2. Develop a contact
list. After you have established that your goal is to generate some immediate sales and build your future
sales, it's time to develop a list of ezine publishers that you will contact with your
joint- venture
proposal. While there are several quality directories online
where you can find ezines listed along with publisher contact information,
I suggest you start with a couple of "ezine swap" directories.
The reason that
I recommend my clients start with ezine publishers who participate in ad exchanges is simply that these publishers
have already expressed an interest in working together on a joint-venture of some type.
An ad exchange is one of the simplest forms of a joint-venture. Any ezine publisher
who participates in these types of exchanges is likely to be open
to the idea we are going to be proposing.
There are several
nice directories of publishers who participate in ezine ad swaps online.
Terry Dean has
a nice listing at http://www.bizpromo.com/ezinetrades.htm
The E-Publishers
Resource Book has a directory in ebook form for download at http://www.cyberprofits.net/download/erb.exe
Freezineweb.com
has an extensive directory found at http://www.freezineweb.com/ad-swaps1.html
These directories
should give you a database of about 700 ezine publishers to begin approaching with your joint-venture idea.
3. Create an irresistible
offer. Herein lies the MOST IMPORTANT part of the joint-venture
process. You simply must put so much tantalizing bait onto
your line that the fish have no choice but to take a bite.
Don't be afraid to let the ezine publisher get more out of the initial
trade that you do. In fact, if you don't, then your joint venture
may be a failure. You simple must make an offer that is so overwhelmingly
attractive to the publisher that they would have to be insane to
pass it up. Make it lop-sided in their favor.
Remember, your
primary goal isn't to make immediate profits, although you will generate
sales with the joint-venture. Just remember that it doesn't matter
if the publisher receives a greater portion of the profits on the initial
trade...
...you will gain
lifelong customers and new additions to your reseller team. Both
of which will earn you much more over the long haul than you give up in
the beginning.
So, how do you
create an irresistible offer? Every ezine publisher is looking for two
things:
(1) Quality
content to pass on to their subscribers, and (2) A method of generating income for themselves. Develop an
offer that meets those two criteria and I GUARANTEE you that you will have
ezine publishers forming a line in front of you fast enough to make
your head spin.
Just as an example,
let me share with you a joint-venture proposal that I pitched recently
to several hundred ezine publishers.
I followed the exact steps you are reading in this article. When I approached the ezine publisher,
here is what I proposed...
I wanted them
to send a solo mailing to their ezine subscribers promotiing my new
web marketing product. Included in the mailing was a
FREE password for all of their subscribers to access a private site we
developed at no cost to themselves. This private site was stocked
with a handful of very helpful web marketing goodies.
By doing this,
I met criteria #1 - provide quality content for the subscribers.
Now, here is the offer I made for the ezine publisher -the method
of generating income for themselves.
First, the
solo mailing that was sent would have a reseller id number assigned
to the ezine publisher. Any sales that
came in would automatically earn them a 50% commission.
Secondly, I gave
them reprint rights to an ebook that I wrote and am currently
selling online - another way for them to generate sales.
Thirdly, I gave
them a free copy of the new web marketing product that was the subject
of my solo mailing. (a $49.95 value)
And, finally,
I gave them a free copy of an incredible internet marketing course
that I purchased reprint rights to. (a $29.95 value)
How many of you
ezine publishers could turn that down?
Needless to say,
the joint-venture was a total success. On the surface
level, it looks very one- sided. But I ended up making a tidy sum
of profits from the solo mailing, established a sizable database of new customers
(some of which have already purchased back-end products), and
established a couple dozen new affiliates. (One guy has already sold
13 units in less than 48 hours.)
This is a joint-venture
that I will be benefiting from for years.
Make your
offer irresistible. Don't be afraid to let the ezine publisher
get more from the initial trade. Cast your line out there and
start reeling 'em in!
4. Approach your
potential partner. You've got a game plan. You know where you
are headed and you have a contact list of publishers who will help
you get there. Your offer is so outstanding that you've almost talked
yourself into taking a bite of the darn thing yourself.
Everything is in place. Now, you
need to approach those on your contact list. When you
do, remember three things...
(a) Personalization.
Always, always, always (did I mention "always"?) personalize your correspondence with a new potential partner.
Never send a mass mailing to hundreds of ezine publishers addressed to "Dear Ezine Publisher"
or "Dear Sir." My first name isn't "Ezine" and my last name isn't "Publisher."
Get it right or get yourself a new JV partner. You will always
(there's that word again) get a much better
response by personalizing your correspondence. Do your research. Mention the name
of their ezine. Comment on their articles or something about their website. After all,
you are about to become partners. Get it started on the right foot.
(b) Presentation.
Always, always, always (I see a pattern forming ;-) check your email BEFORE you send it for typographical,
grammatical and formatting errors. Send yourself a copy of it before mailing it
out. Proofread it carefully. Or, better yet, have someone else
proofread it. Make sure that your lines don't break off in mid sentence.
No reputable ezine publisher wants to do business with a third grader.
Make sure your presentation doesn't look like you created it with a box
of crayons.
(c) Profitability.
Always, always, always (good grief, I sound like a broken record) stress
how beneficial the joint-venture will be for the publisher. Remember,
you've already convinced yourself that it's a great deal.
You're halfway there. ;-) Now, it's your job to sell it to the ezine
publisher. Stress the benefits. Reinforce that there are no
drawbacks. Convince the publisher it is a must-win situation.
If your JV proposal
is a winner, many of the ezine publishers will get right on it. I
have literally sold more product in the first
72 hours of a joint-venture than I previously sold during the entire month. It's time
to open the microwave and dive in!
5. Work
the back-end. Within just a few days sales, will begin to come in.
New affiliates will begin to join your reseller program and they
will begin to draw even more new customers to your website.
Be ready! Have an entire product line in place. Whether
you promote your own products or affiliate programs, have things
in place to continue capitalizing on your new customer database.
It's growing everyday, so use it.
One simple thing
that has always worked well for me is to have an ebook or autoresponder course available for new customers and
new affiliates to give away. Customize it with a unique
reseller i.d. number for them, and many will begin to give it away
to their network of associates immediately. It's a great
way to quickly multiply your marketing like a virus,
with virtually no effort on your
own part.
6. Repeat the
process. So, your joint-venture was a great success.
So, don't stop there. Many of your new customers and affiliates are
ezine publishers as well. Offer them the same proposal.
Stretch your contact list, and approach other ezine publishers with
your successful proposal.
And, of course,
you have a database of those who recently participated in your current joint
- venture. Contact them with
a NEW offer for a different product or service. Most
willcontinue to work with you on future
projects.
Microwave marketing.
You pop your advertising
into a machine, press the "Submit", er, "Start" button and in just
a few seconds...
...voila!
The door swings open and out pours a hot helping of sales.
Sounds good, huh?
Kind of makes my mouth water just thinking about it. Is it
possible?
I'm snacking on
the profits right now. Won't you join me?
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Copyright © 2000 Jimmy D. Brown. All
rights reserved worldwide. Jimmy D. Brown is helping average people get
out of the rat-race and earn a full-time living online. For more
details on firing your boss and creating your own internet wealth, visit
us at ProfitsVault.com
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