sales funnel

How to Get Visitors to Look Forward to Your Emails

By Christian

If you want to make money online, it’s important to build an email list. Period. This is a fundamental way of building a conversation with your buyers. It’s important logistically, because with an email list you can communicate directly with a lot of people and make money doing it. It’s also important psychologically, because things start on your blog, but if someone signs up for your email list, they’re taking the next step.

It perhaps seems like a small thing, but the visitor understands that they don’t have to sign up for your list. It’s completely voluntary, and the fact that they’re choosing to sign up is of significant psychological importance. They’re moving down the sales funnel, and they’re moving your relationship to the next level.

Signing up for an email list a large commitment of course, but it DOES take a commitment. This person understands that they’re going to receive direct communication from you now, and they’re raising their hand as an interested prospect. In truth, it’s a huge vote of confidence in you. Don’t screw it up! It means that the person signing up for your list has found significant value in what you offer, and they want even more. Hopefully, you have something more to give them!

The key to getting people to look forward to your emails is to give them MORE than they expect

As usual, the principle of success here is fantastically simple. One rule I learned in sales is to always under promise and over deliver. If you do this, you will always create a positive impression on your subscribers. Follow these simple principles, and you’ll have your email readers hanging on your every word:

Give them time to miss you. In other words, don’t email too often. Everyone has a threshold. Even the best content can come in too quickly and be overbearing. I honestly think most professionals (even some of my favorite internet marketers included) email too often and if they emailed LESS, they would make MORE money.
Build different lists. Categorize your subscribers. This takes forethought of course, and it can be done a number of different ways, but the point is that when you send out a message, it’s important for it to be as targeted as possible. Sending out a single message to everyone on your list is one thing. Sending out a targeted message to a specific group of people for a specific reason is an entirely different animal. Which one do you think is more effective?
Give more. If you promised a report or an ebook or a premium of some kind in exchange for them signing up, make sure it is delivered promptly. Then, follow up a week later with ANOTHER free report or some gift that relates to the first they received. Repeat on occasion. Under promise, over deliver. Do you think this will get people checking their email to see what else they’re going to get from you? It will.
Make your email highly deliverable. This may seem like a no-brainer, but if someone doesn’t receive your email because it was blocked by their spam filter, it doesn’t matter how effective it would have been. They didn’t get it. So it’s important to take steps to make sure your messages are as deliverable as possible. I recommend checking your messages against this free email spam checker. Often, making some small change to your outgoing messages can make a big difference in how many people actually receive it. There is no way to ensure 100% delivery rate, but being mindful about what you’re doing pays off.
Do more than sell. Email lists are powerful sales tools. It’s true, and I recommend you sell things to everyone on your email list. It’s a great way to extend value, continue your conversation with your visitors and make money online, all in one step. But anything can be overdone. If all you do is hardsell people with every message, you will make sales, but you will also suffer from inordinately high opt out rates and low response rates. Concentrate on the quality of the dialog you’re building. You can use your email list as a means of conversation, getting people’s opinions on different product ideas, etc. The possibilities are endless, and with a little creativity, you can explode the effectiveness of your operation through email marketing, but only if you look at your email list as more than a sales tool. The double benefit of doing this is that it will make your sales efforts more effective as well.

Make Money Online by Selling More to Fewer People

By Christian

This is a post in a series which begins here. We’ve talked so far about the 3 Simple, Killer Steps to Improve Traffic, and then we moved on to how to Use a Sales Funnel to Blow up Your Blogging and Internet Marketing Sales. Today, I’m going to talk for a minute about how a tip I learned to make better use of the traffic you’re already getting.

High Traffic Ain’t all That…

We’re all understandably concerned with getting more and more traffic. This makes sense. But look, if you’re getting any traffic at all, and you’re not making money…you’re doing something wrong. If you’re not making ANY money with low traffic, you’re not going to be doing much better with MORE traffic. We’ve already talked about this briefly, but this will come up again and again here: you don’t need massive traffic to make money online. You just need to be smart about what you’re doing! In this post I’ll give you a simple tweak that will help you get better results from the traffic you’re already getting. Make more money without increasing traffic at all…that’s gotta sound at least kind of cool, right? 😉

The Sales Funnel, Again

So here’s the deal, everyone of your visitors is at a certain place in your sales funnel. It’s essential to stop looking at your traffic as just “traffic”. First of all, they’re all prospects. They’re all individual people. Everyone who hits your site is there for a reason. Why? What’s their motivation for being there? How did they find you? What problem can you help them solve? It’s your job to be able to answer these questions. One of my goals in writing this particular series of posts is to hopefully help you with some sales training tips that will help you zero in on these concerns and make better use of your traffic.

It’s important to consider this: not everyone is on your site for the same reason. Your friends, your colleagues, people you’ve never met, people who found you on Twitter, through Google…they’re all likely there for different reasons, and you need to tweak your site to make the best use of this information. You cannot use a blanket sales approach and hope for good results. It’s not going to work. You need to sell, as best as you can, to each individual visitor.

Look at where your visitors came from and use that information to make the page they land on as conducive to moving them along the sales cycle as possible. In this post, I’ll give you an example of how to do this with organic traffic (visitors that come in from search engines). In later posts, I will cover more sources of traffic and how to tweak your site out to monetize on those as well.

Tweak Your Page to Monetize on Organic Traffic

Do you have a page that’s getting a lot of traffic from Google or some other search engine? Use your analytics to see what keywords they’re using to land on that page. Search engine traffic is usually pretty targeted, good quality traffic, but if you’re not converting that traffic, what good is it? If they’re landing on your page through a search engine, think about what they means…

They typed in specific keywords for a specific problem they’re looking to solve. They’re looking for an answer, and your site showed up! They’re on your site because Google has told them you likely have a good answer for them. This is a fantastic opportunity to monetize! Yet many sites have a 60% bounce rate or higher. In other words, you have all these targeted leads hitting your site, and 60% of them or more are immediately leaving without even reading a single article, filling out a form or even asking you for more information in any way. Fail! Let’s not let this happen anymore, okay?

Let’s say you have an article on how to grow blueberries on your back porch. Cool. I like this site already! Now let’s say you look in your analytics report and see that people are finding that page by searching “how to grow blueberries”. Here are a few things to think about:

Maybe it’s time to add a free ebook, specifically on this page, called “how to grow blueberries” and offer it as a free download for any new subscribers.
Maybe you can even effectively SELL an ebook on that page.
Perhaps you would do better to increase the size and scope of that particular article and make it more engaging…people are hitting this article for a reason. There is obviously demand for it. Give them tons of information to keep them there longer!
Link the page up really well to OTHER pages on your site or related sales pages you have up elsewhere. They’ve hit your site as a targeted lead. Now, lead them on to a place that will show them even more value, and give you a better opportunity to make a sale. If you don’t ask, you don’t get!
Maybe you can try cutting back on the information you give! Require an email subscription to access the page.

See the point is this…there are a LOT of things you can do to respond to this demand for information. But the WRONG thing to do is to simply appreciate the hits you’re getting and then proceed to wonder why you’re not making any money! Unfortunately this is what most people do! Be deliberate in your approach and keep this fantastically simple rule of blogging for business success always in the front of your mind:

Success comes in tiny increments!

You can always wonder why you’re not getting the huge results that other bloggers and internet marketers get, or you can go about the business of making the small tiny tweaks that make all the difference. It’s up to you! Let’s say you have 100 pages or so indexed on your site. Make a tiny 1% improvement to each page, and you create an overall massive increase in income! These small changes add up; trust me!

A Lesson from the Trenches

When I was out in the field selling face to face, I learned how important it was to dress well. On the surface, and to the untrained sales professional, it doesn’t seem like it should matter so much. I mean, if my product was indeed the best, all I should have to do is show it, and the customer should buy it because it makes sense…because it’s a quality, affordable and necessary product, right? It doesn’t work that way. Presentation is everything. Little tweaks to your presentation make all the difference. A clean, well-tailored suit, a slightly different inflection when you make a certain point or ask a certain question of your prospect, effective body language…it all requires extra work and attention to detail. But when you put all the elements together, it becomes nearly impossible to NOT get the sale! You become a force to be reckoned with. But you must do the work! Internet marketing is no different.

Perhaps you’re blogging or social networking and trying to get better results. Maybe you’re selling real estate, or ebooks, or affiliate products of some sort…you’re in the right place, but always remember there are no short cuts!

Make small incremental changes, and critique the results you get. Go back and tweak more. Lots of work, I know! You can complain if you want, or you can go make a killing…it’s up to you 🙂

Upcoming posts…I will be covering more sales training tips for tweaking and getting better results from more traffic sources. As the series continues, feel free to comment and leave any ideas for future content you’d like to see covered. Thanks and talk to you soon!

Use a Sales Funnel to Blow Up Your Blogging and Internet Marketing Sales

By Christian

This is the second post in a series on how to power-monetize your blog, internet marketing or social networking. If you’d like to start from the beginning, you can visit the first post here.

Whether you operate an offline business and are using blogging, internet marketing and social networking as a way of expanding your reach and effectiveness, or whether your online presence is your primary activity, using a sales funnel is mandatory if you want to truly maximize your results. Yet, most people don’t even know what a sales funnel is! And what’s more…even those who have an idea of what a sales funnel is, don’t know how to use one effectively. So, here’s the rundown:

What is a Sales Funnel?

A sales funnel is a tool that guides you on how to optimize your sales. It’s something you come up with through the process of developing a good business plan for your site. This is something I’m going to be covering in depth in future posts, but for now let’s look at the funnel itself. It looks simple enough, no?

Now this graphic is just a representation of a sales funnel; you can make yours look however you prefer. The point is to have one. A sales funnel is the process you take your buyers through that leads to a sale. Simple concept wouldn’t you say? But how many of us neglect to implement on this concept? Answer a few questions to see where you stand:

Where do most of your buyers come from?
What pages do they land on most often?
Where do they go from there?
What steps are you taking to monetize each page of your site?
How are you providing maximum value to each buyer on every page of your site?
What stage in the buying process do you suppose is each of your visitors in, and what steps are you taking to guide them to a sale?

If you do not have immediate and simple answers to each of these questions, your sales funnel needs work. The good news is that by developing a well-designed sales funnel, you will be able to truly maximize sales on your site.

Obviously, you can tell by looking at my sales funnel (which I took from a real estate site I run), not everyone who visits my site signs up for what I offer. Imagine that! I expect you’re running on less than 100% conversion as well, and the trick is to really dig in and make sure you’re getting every conversion you can get.

The point of this post is not to go in depth on how to use a sales funnel. That is coming in future posts. I’m really going to dig in for this series and show you not only how to use a sales funnel but also how to maximize sales every step along the way. Make sure to bookmark this post and come back for the future posts as well!

For this post, I want to show you what a sales funnel is and illustrate how powerful it is.

The Power of a Sales Funnel

Buyers visit your site. Some of them bounce right off to another site. Some of them stick around for a minute. Some of them hang out for a while and read several things and then leave. Some of them actually sign up for what you’re offering. This is good stuff. It’s how you make money online! But the problem is that most people take a very scatterbrain approach to all this. The idea is that you put up some good content, drive traffic, offer a product or service for sale and hope for the best. I don’t really need to tell you that’s not a very good approach, do I? We need to do way better than that!

Deliberately designing a sales funnel forces you to think about the process a buyer needs to move through in order for you to make a sale. What process does YOUR buyer need to go through in order to buy from you? Have you thought about this?

Let’s use the sales funnel I pictured above as an example. As I mentioned, it’s from a real estate site I run. The goal is for me to get contact information from as many buyers on this site as possible. Perhaps your goal is to take orders for an ebook. Maybe you want to build a list of email subscribers. You have your own goals. My goal for this particular site is to build a list of buyers and their contact information.

Look at the Numbers…

Do the math and you’ll see I’m pulling a little over 17% conversion from this site. This doesn’t happen automatically! Many internet marketers shoot for 2%. They brag their faces off when they get 7-10%. This site is pulling 17%. I hope this serves as a testament to how powerful a sales funnel can be 🙂

But I don’t just have the total number of visitors and how many leads that came in, do I? There’s more. I have an intermediate step in the middle. I track how many people view the sign up form. Out of all the visitors to this particular site, I am successful at getting about 46% of them to the opt-in page, where they give me their contact information. Not all buyers fill out the form of course. In fact I lose most of them, but I do get an overall 17% conversion from this site.

It’s important to understand that 17% conversion is very rare in internet marketing, BUT it’s very achievable for you as well if you implement the same systems. Like I said, I cannot go into huge detail on the implementation of the sales funnel in this post. I will be doing that in future posts here. Please bookmark this page to return for the future articles as they go live. I will link up all the content here, so it’s very easy to find.

How to Make a Sales Funnel

Of course, this is a simple enough thing to do. Creating a sales funnel is merely a process of accessing your goal and then deciding how to best achieve it. Many people just want to “make money online”. Of course, you need more than that. You need a plan. A sales funnel is an essential part of that plan.

What is your main goal?
What things need to happen in order to turn your visitor into a buyer?
What steps can you take to ensure that every page on your site functions to convert a potential buyer from one step to the next?

Of course if your sales funnel is very simple, such as the one I’ve pictured as an example, there are really only a few steps. It doesn’t have to be complicated. It just needs to be something you’re mindful of when tweaking your site for maximum efficiency.

So You’ve Put Together a Sales Funnel. Now What?

Having a sales funnel is the first step. A defined and laid out step-by-step process you lead every buyer through that results in a sale. As you can see by the example I provided, it doesn’t need to be complicated. In fact, it can be very simple! But it’s essential to write it up as part of your plan and most people skip this.

Having a process in place, you now have the real work cut out for you: how to maximize results at each stop along the way to the sale!

In future posts, I will take you through each step of the sales funnel and how to maximize results each step of the way. Suffice to say for now, your sales funnel is the process you lead your buyers through in order to make a sale. It’s essential to understand where each of your buyers is within your sales funnel. If you know where they are, you can take them and guide them to a sale. Or you can use the scattershot approach, put up good content and hope for the best. I hope you’ll keep reading and learn to use your sales funnel for maximum success in your blogging and internet marketing 🙂

BTW…let me know if you have any questions!

Make sure to visit the next post in this series also…

Make Money Online by Selling More to Fewer People

3 Simple, Killer Steps to Improve Traffic and Monetize Your Blog or Website

By Christian

This will be a series of posts, because there are a few separate points I want to cover here. I’m going to outline the 3 steps here in this post, and then in future posts in this series, I will go through each step in detail. There’s a lot of good information here if you’re serious about making money online, so if you don’t have time to read it all right now, please bookmark this page and feel free to come back later!

The Truth About Traffic

Traffic is important. No doubt. But not all traffic is created equal. Would you agree? And I would submit that you’re probably not all that concerned with seeing your traffic numbers increase so much as you are concerned with seeing your SALES increase. With me so far?

But the assumption we often make is that in order to increase sales and income, we need to increase traffic. This is an understandable assumption, but I am writing this post for the purpose of hopefully giving you a broader and more profitable way of looking at this situation. In other words, you don’t necessarily need more traffic. What you need is a better traffic system. What you need is…a sales funnel.

This is a key element of sales that most people miss, both online and offline, and without it…I’ll be honest with you, you’re shooting in the dark. Let’s not leave your success up to chance. Agreed?

I understand there may be some resistance to this. It’s extra work for one thing, and who wants to do that? And besides, so many other blogs make money just by getting tons of traffic and selling ads, right? Here’s the thing, that model works fine. It really does. There’s a couple problems though. First, advertising revenue is down as a result of our recession right now, and this is across the board. Many bloggers are finding that ad revenues are just not cutting it right now, and they’re having to find new ways of making money online. Second, not every niche is a high traffic niche. Your business can use blogging and social networking tools to make a fine living in any niche, even with only a small amount of traffic, but you need to be deliberate and effective in the way you monetize.

Low Traffic is Profitable Too…if You Know What You’re Doing!

Throw some ads up on a site that gets 3,000 visitors a month, and you’re NOT going to make it! But monetize properly, and that amount of traffic can work just fine for you. One of the sites I have is a real estate blog, for example, and it brings in about $40k in sales commissions a year, all from about 1,000 visitors a month. Trust me, high traffic rocks, but it’s not a necessity. You can monetize any level of traffic, as long as you deliberately set up an effective plan to make it work. But it’s not going to happen automatically!

Here’s something to think about. You don’t want to build your business to be entirely dependent upon a constant flood of traffic, do you? Learn to be profitable when you’re small. Do this, and when things click and you get that flood of traffic, you’ll be ready for it, and you’ll make a killing. But let’s set things up for you so that even with modest traffic, you’ll be able to to very well. Cool?

So here are the three steps I’m going to cover. Again, feel free to bookmark this if you want to come back later. There is a ton of info I’m going to be following up with here…

The 3 Simple, Killer Steps to Improve Traffic and Monetize Your Site…

Review where your traffic is coming from
Develop a sales funnel
Use an effective, targeted follow up system

Review Where Your Traffic is Coming From

So, let’s first take a look at where you’re traffic is coming from. I will go over some of the most common areas, and I’ll show you how to apply these simple principles to each one. This will give you an idea of how you can really optimize the use of your traffic to make sure you’re maximizing sales. Some of the most common sources of traffic are:

Organic traffic…from search engines
Social networking
PPC
Email marketing
Incoming links (whether from articles you’ve published, guest blogs or other bloggers who have linked you up)

In the next few posts, I’ll show you how to funnel and optimize each of these for maximum results. I’ll show you what a sales funnel is, how to design one, how to use it, how to build your ultra-effective follow up system and more 🙂

Make sure to check out other posts in this series here: