DON'T Be Like Me – if you've never sold anything online!

I’m going
to make this quick.
But it won’t
be any less valuable…see, I’ve been going through a similar exercise myself
lately as I kick off two new client campaigns.
So a couple
of days ago, I’m on the phone with one of my student.
We were editing
her sales presentation–which she modeled after one of mine.
When we
reached the “Risk Reversal” section, she asked,
“Jim, I wasn’t sure about this. But I don’t
want to have to deal with the administrative hassles of refunds so I decided to
NOT offer any refund. Is that a good idea?”
My answer
might come as a bit of a surprise to you.
You’ve
probably noticed, I don’t tend to follow standard convention in my marketing.
And that’s
not always a great idea for YOU, especially if you’re just starting out. Innovating
without knowledge and experience rarely ever makes for any kind of success.
Now the
standard online is to offer unconditional 100% money back guarantees on
info-products…But I don’t follow that standard and almost always make my
products with an “all sales are final” clause.
My
reasoning is sound.
But I told
the student NOT to do the same as me.
Why?
Because I often
do things as a personal choice, knowing full well that I will REDUCE sales and get
less response.
The trade-off
is one I’m willing to live with.
I also use
higher than “acceptable” price-points intentionally.
I don’t
offer installment plans to make it easier to buy…
And I don’t
care for continuity offers.
All of
these things, I’ve been advised against doing by sales experts. And if I were a
conventional marketer, I would heed their advice and increase my sales
dramatically.
But I don’t
want to.
I place far
too much value on my traffic training to allow it to be lumped into the same crap
that the online marketing community peddle. And I rather have a small but loyal
student and client-base that values what I do.
I have that
luxury.
Mainly because
I’m damn good at what I do and I know any value I portray by doing these things…well
it’s REAL.
On the
other hand, if you’re just getting started selling online, you want to do
EVERYTHING in your power to get your first handful of sales.
And
risk-reversal is HUGE. Offer trials, money-back guarantees, and even VERY low
price points…these things will help you get those first few sales.
So I told
her DON’T do what I do…
I suggested
she even go so far as to create a “get my product free, just pay for shipping”
kind of offer.
That’s
extreme, yah?
But there’s
a logical and perfectly sound explanation for this.
This girl
has never sold a thing online before.
And we want
to eliminate as many as we can of the common reasons that people don’t buy. If
the sales presentation fails, we don’t want it to be because the price is seen
as too expensive…or because prospects don’t trust that the product will work.
If we
eliminate these factors and the presentation still fails to sell, we’ll know
the problem is with the offer to audience match.
But if we
make just one sale (and I expect by making these changes we will), then we have
a baseline to work from.
Nothing
sucks more than testing one failure against another.
But if you
can establish a small success first as a baseline…Then any changes you test after
that will tell you immediately if that change was helpful or harmful to your
bottom line.
I follow
this rule quite religiously in my own work, before I start innovating.
I always
start with established truths and if they work, I innovate and test.
Like I said
earlier, I’m doing this right now. I’ve recently started two new client
campaigns in which I’ve been trying new landing page styles.
In one
test, I’m trying a nearly identical copy of a landing page format suggested by
Russell Brunson–a guy who tests EXTENSIVELY.
Doing this allows
me to establish a baseline of success from which to model future tests on.
My final
landing page for this offer will probably look nothing like the original I started
with…but I always start from somewhere that works.
And that’s
why in Traffic KickStart, I included for you SEVERAL of my best performing
landing pages as templates to test your traffic on.
So you can
have a baseline of success to start from.
I’ve also
included a number of Ad Writing templates…which are basically formulas that I now
model all my ads on. These formulas have proven to be extremely effective and
will suit physical products, services, info products, and even bizops.
Using these
templates in no way guarantees you’ll get incredible conversions like we did
with them.
But it
increases your chances of converting traffic to leads and sales significantly.
Once you
have that baseline, you can test small changes and see what improves and what
hurts response.
So if you
haven’t checked out Traffic KickStart yet, then I hope you’ll consider it. I’d
love to support you in any way I can–and you can use our KickStart student
forum to ask me for help if you get stuck on anything.
You can
read more on Traffic KickStart here:

 Learn UN-ORTHODOX Marketing & Traffic from Jim, the controversial Ex-Silicon Valley TRAFFIC GOBBLER – Free here …

~jim

Jim Yaghi

Jim Yaghi

Foremost Home Business traffic expert, Jim Yaghi is a Computer Scientist and Mathematician who used to build search engines for a living. At 16 he created a mildly popular social network and has been an online entrepreneur for over 15 years. In 2006 he rose to the #1 Affiliate rank in many Home Business programs (most notably Magnetic Sponsoring). Today he's best known for hatching the first industry-wide viral campaign to reach all major social networks, for hosting a top-10 Internet radio show for entrepreneurs, and for shattering industry sales records with his best-selling, easy-to-follow online marketing courses PPC Domination, PPC Supremacy, and Traffic KickStart.

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