"How To Get More Money-In-Hand Customers in One Month Than
Your Competitors Now Get All Year"
Todays Quick Tip: The Core of any business is
"The Offer"-
If you do not make an Offer, you will Not make any money.
Dear Friend,
If you remember in the first post of this series, we talked
about putting the right product in frontof the right market
at the right time.
In the second installment, we revealed the secret of
how to do this (right product--> right market--> right time)
in which it all starts by capturing the contact information
of your website visitors or prospects.
So, today we are going to talk about "How to Get More Money-
In-Hand Customers in a Month Than Your Competitors Now Get
All Year". This premise begins with, what I call, "lead
generation advertising" with small multi steps.
Lead generation advertising gets the prospect to your site
in a receptive state, so that you can capture their contact
information.
Lead generation advertising is, by definition, an advertisement
that allows people, who are interested in your product, to say,
"Hey, I am interested in what you are offering! Here is my contact
information. Please tell me more." (Money-In-Hand Prospects)
The purpose of the multi steps in lead generation advertising,
is to single out the people most likely to buy your product.
*Multi-Step - means to capture their contact information
on the first step, instead of trying to make a sale on the first
time a prospect sees your information.
Then, follow-up with them with interesting information that
educates and informs.
When using this type of advertising, it is best to offer a report,
book, video, or audio as your free information. It will allow you
to establish yourself as an expert, and will help you to get behind
the "oh no, it's another salesperson" radar. Now, your prospects will
view you as a trusted advisor trying to help them solve a problem.
In a way, it is a lengthy sales letter that provides very good
information, so as to
not be sales-pushy or threatening.
Most people really screw this up. The first 75% of the free
report can not be salesy. It must be written in editorial style
writing. Meaning it must be newsy. It must provide
wonderful content and facts.
It must be interesting and engaging. It cannot look like a
salesletter. Then, as you have been on this ride with them
for a while, you can then say that you have a way that you
can solve their problem.
Lead generation advertising also has one more important
feature. It gets those who are interested to be even more
inclined to buy because they have been saying, "Yes" to
you along the way.
So, it is not so hard for them to say, "Yes" to your offer
because: they have been saying, "Yes" multiple times,
your product fulfills their greatest need or pain, you've
established believability in your free book or report, and
your offer is Irresistable.
The "key" element in lead generation advertising is that you
must be offering something of value that is Free and that
grabs their attention, builds interest and curiosity, then drives
them to an action. Then, you must give them the opportunity
to give you their contact information in exchange for your really
good free information.
It's a win-win situation.
No matter what business you're in, or what you are selling,
you need leads. Right?
So, become a lead magnet by giving away things of value. In
this case, information because it is easy and cheap to produce,
and it can be tailored to satisfy a need that your potential
customer has.
The only purpose of lead generation advertising is to capture leads.
Otherwise, it is not "lead generating advertising". It is "gimmie
advertising", image advertising, or describe my product
advertising. Can these other types be effective? Yes, if you
have a lot of money and time, but
it won't bring you the
greatest measurable return for the lowest cost, and the
lowest risk, time and time again. Lead generation advertising will also give you the maximum
results from minimum cost.
*Hot Bonus Tip*
True riches lie here: The follow up...Now, you have acquired
these customers. If they don't buy from you the first time, that
is ok. You don't have to advertise to get more customers because
you already have their contact information. So, you have already
cut your expenses down and you can offer them the product again.
Answer more of their fears and break down more of the
sale-blocking bariers. If they still don't buy, that is ok. You follow
up with them with either the same porduct or another product,
and keep doing so until they ask you stop...
But...they won't if you keep providing them with good information
first, then making a
non-threatning or non-pushy suggestion
for a product that satisfies their need.
I think, really and truly, that almost every online marketer seems
to have missed this fact. They all almost never follow-up with good,
helpful, and interesting information.
Look at some of the ones that do...They are thought of as being
life savers. Why? Because it is such a change from the norm...but
it should be the standard...Also, people just fall in love with them, and
these top guns really are helping to change the lives of many people.
Gary Halbert
John Reese
Brad Callen
Michael Fortin
Stephen Pierce
Anyway, why do think they have built such a name for
themselves? Why are their message so happily spread around
the internet without asking for reward?...Because their "people"
or "subscribers" feel they are trusted counsellors and are there
to help solve their problems.
Ok... done with my rant...
Ron Legrand once said- "SW, SW, Sw, Sw"
It stands for "Some Will, Some Won't, So What, Someones Waiting."
This means that some will buy your offer, some won't, so what,
because someone else is waiting to buy it.
In this case, someone else is waiting, and one of them is the
customer that has said that they are interested. Some will just be
freebie-seekers, and that's ok too...because you can convert them,
through time, and some are just waiting for the right time or
product.
You can't make it be the right time, but you can be there when
it is.
The only way to do that is through follow-up...And you can't
follow up without having the contact information to do so. And
you won't have the contact information if you don't use lead
generation advertising and capture their contact information.
Remember, you MUST provide good information in order to
build up trust and become a trusted advisor or friend to them
that is making a recommendation to buy something of value to
them...And do not spam anyone...ever!
Lead generation advertising is putting a "lead generating offer"
in front of targeted customers that causes them to click a link
and go to a webpage, or send a blank email to your autoresponder,
so that you can capture their contact info, and automatically send
them more information on what they are interested in, in a
predeterminded time interval, if you want.
*Note* The only time you would ask them to just send a blank
email is if you had a enough space to be able to give them enough
information about your free report, book, or manual that they were
enticed to want to recieve. In this case, you have essentially brought
your website to them. An example of this would be a solo ad.
(An ad sent out to a list of subscribers of a newsletter or ezine as
a stand alone, or solo separate email, not sent with the newsletter
or ezine.) Not that you have to, but at least you would have enough
space to get them to hear the whole story before asking them to
become a part of their private space.
The information (book, report, maual, guide) that they will receive
will sell them on your product and position you as a trusted advisor
and friend.
*Note* Please don't ruin this relationship or it is over by one click
of a mouse.
Some examples of lead generation advertising in short classified
form is:
A. Free Report: "$24,000 in 24 Hours - Secrets Revealed"
C!ick Here For More Information.
B. Make Over $60,000 Per Year From Home! Free
Quick-Study catalog and guide shows how. C!ick
Here To For More Information.
C. Attention Golfers! Slash 7 Strokes Off Your Score
In 4 Weeks! Free Information. C!ick Here.
*Extra Tip*
Three things you need to know about advertising:
1. What offer to make
2. Where to make the offer
3. How to make the offer
In part four of this blog series, you will discover what to do
with the "money-in-hand" contacts now that you have their
Undivided attention.
This installment will be titled, "I Hooked 'Em! Now What?"
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