New Product SHOPZPRESSO MEGA STORE New Product SHOPZPRESSO MEGA STORE
June 2020
Welcome to Our 100th Issue Making Web Money MARKETING INTERVIEW With MARA GLAZER
MWM Marketing
CLINIC If You Hit a Financial Wall, Do THIS The $100K Email Marketing Success Formula
How To Market Tesla Style $27,383 From Your Webinar Sign-Up Page Learn How People Are Making Web Money Online Today
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MWM contents
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6 MWM Editor’s Letter June 2020 7 MWM Inbox 8 In The NEWS 9 MWM New Product Feature FREE Affiliate Funnel Offer 12 MWM Success Guide – The $100K Email Marketing Success Formula 14 How To Create An Entire Funnel from One Product 15 Dynamic Digital Software Store Want A FREE Website?
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FREE Affiliate Funnel Offer
16 Subscribe For FREE to Making Web Money Magazine 17 MWM Ask The Expert: Top 15.5 Most Profitable Membership Ideas 20 Membership Authority Sites 21 Business HELP - Ways to Make Money From Cancellations 23 Do Silly Names Sell Products? 25 4 Simple Steps to Doubling Your Sales 26 Why I Just Fell Out of My Chair 28 Master Resell Rights Membership Site 29 SHOPZPRESSO MEGA STORE 30 eCommerce Made Easy 31 Advertise in MWM 32 How to Launch a Digital Product Business
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Why I Fell Out of My Chair
MWM contents
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Features … 36 MWM Interview – with MARA GLAZER 39 The Functional Strength Guide 41 MWM Q&A: Demo Video Increases Lead Acquisition by 481%
MWM contents
42 Email Sandwiches Equal Big Profits G 43 Covert VIDEO Press 45 Internet Marketing Made Easy 47 FLAT Graphics BlackBox 3.0
59 New Product KETO Power Boost
48 Massive Traffic Blueprint 50 MWM wants You to Know - One Simple Change = 93% Increase in Conversions 51 $27,383 From Your Webinar Sign-Up Page 52 Unlock My Secret Traffic Methods 53 My Blog Profits Coaching 54 The VENUS Factor 55
This Month’s Marketing CLINIC
If You Hit a Financial Wall, Do THIS 58 How To Market Tesla Style 59 New Product KETO Power Boost
35 MARA GLAZER MWM INTERVIEW
60 YouTube Ads Made Easy
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MWM editors letter
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[ JUNE 2020]
Welcome to OUR 100th Issue the JUNE 2020 Issue of our monthly “Making Web Money” Online Digital Marketing magazine - where every month we show you how real
MakingWebMoney.com
people, just like you, are making web money – online. This
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month we have MORE great articles and personal success insights, interviews, plus some ONLINE opportunities for you. - How To Create An Entire Funnel from One Product
- MWM Series on Business Help - Ways to Make Money From Cancellations - Unlock My Secret Traffic Methods - MWM Interview - MARA GLAZER - Do Silly Names Sell Products? - $27,383 From Your Webinar Sign-Up Page - New Product - Keto Power Boost - FREE Affiliate Funnel Offer - Why I Just Fell Out of My Chair - Email Sandwiches Equal Big Profits - MWM Wants You to Know – One Simple Change = 93% Increase in Conversions - New Product SHOPZPRESSO MEGA STORE - How To Market Tesla Style -This Month’s Marketing CLINIC If You Hit a Financial Wall, Do THIS - MWM Success Guide - The $100K Email Marketing Success Formula - MWM Ask the Expert - Top 15.5 Most Profitable Membership Ideas - MWM Q&A: Demo Video Increases Lead Acquisition by 481%
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Making Web Money Magazine Published 12 times per year. Copyright
All rights reserved. Reprinted with permission. No part of this publication may be reproduced, translated or converted into machine-readable form or language without the written consent of the publisher. Articles express the opinions of the authors and are not necessarily those of the publisher Making Web Money Online Marketing Magazine Editor Harry Crowder Advertising: See Above Contributors Various experts in their fields The instructions and advice in the magazine are for educational and entertainment purposes only.
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QUOTABLE.. “Content is fire; social media is gasoline.” – Jay Baer, Bestselling Author, Marketing Expert and Founder of Convince & Convert
MWM 8
QUOTABLE..
“Every email is a customer survey of your target market, b Instagram’s growth rate testing they vote on what resonates best with them.” is declining
– Kath Pay, Founder and Senior Consultant at Holisti Email Marketing
Thanks to apps like TikTok and Snapchat, Instagram's growth rate has dropped and Pinterest has taken its place as the third largest social media app in the U.S. https://www.impactbnd.com/blog/instagrams-growth-drops-pinterest-third-largest-social-app
Debate flares up over the ownership of ‘.org’ domains Do you own a .org domain name? Ethos Capital, a private equity firm, announced that it plans to buy the rights to the cyber neighborhood that is home to big non-profits and nongovernmental organizations like the United Nations (un.org) and NPR (npr.org), and to little ones like neighborhood clubs.
The deal has been met with a fierce backlash, with good reason. https://www.nytimes.com/2020/01/07/technology/dot-org-private-equitybattle.html
MWM New Product
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Microsoft launches new Edge Chromium browser As of December 2019, 65.40% of browser market share belonged to Chrome. The next closest browser is Apple's Safari, with 14.22% of the market share. Microsoft Edge sits way below that at a tiny 3.47%. But Microsoft is looking to change that with its recent release of the Edge Chromium browser. https://www.microsoft.com/en-us/edge
What Google's plan for a cookie-free Chrome means for marketers Google's Justin Schuh, director of Chrome engineering, recently released a blog post stating that Google Chrome intends to kill off third-party cookies by 2020. This proposed change introduces friction for advertisers and marketers who continue to rely (for better or worse) on third-party cookie tracking to display relevant ads to users. https://www.impactbnd.com/blog/googles-new-plan-for-a-cookiefree-chrome-may-be-huge-for-advertisers
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MWM success guide
MWM 12
The $100K Email Marketing Success Formula Throw a stone in the internet marketing community, and it will land on a course that will teach you exactly how to drive that traffic and get the conversions. But once you’ve got subscribers joining your list, now what do you do? Time and again I see marketers who are totally focused on how to build the list, but once they have those first subscribers, they’re clueless on what to do next.
There are hundreds of ways to drive traffic to your squeeze page and build your list.
Usually, they’ll send out a few emails that say, “BUY THIS PRODUCT!” 9 times out of 10 those emails end up in the spam folder. If they don’t, the prospect either doesn’t open the emails, or if they do, they don’t buy the product. This is where the new marketer says, “Email marketing is dead.” Or, the new marketer works hard to create amazing content for their list, sending all kinds of wonderful, helpful things for days and weeks. When that marketer finally sends an email with an offer, they hear crickets. Why is that? That marketer probably says that email marketing is dead, too. Yet, there are thousands, or more likely hundreds of thousands of marketers making a full time living with their email lists. So, what is it that they’re doing right, and how can we copy that? I’ve studied the losers and the winners in email marketing, and here’s what I’ve discovered: 1: Emails Have to Do at Least One of Three Things Just like blog posts, articles, social media posts, reports and so forth, emails are content. And to get your emails open and read, every single one of them has to do one or more of the following: Tell Stories – people will watch an entertaining 2 hour movie, but they won’t spend 30 seconds on a boring email. You don’t have to make it a major production, but you do need to tell a story that captures your audience’s interest. The love of stories is hardwired into us, and done right, no one can resist a great story.
Teach – your subscribers have goals, interests and curiosity. If you can help them to reach their goal, to educate them on their interests or to peak and satisfy their curiosity, then you’ve got a winning email. Motivate – everyone loves to feel inspired, and everyone needs a daily dose of inspiration to help them keep moving forward. Think of motivation and inspiration as the sparks that start the fire. Sometimes it can be as simple as letting them know that yes, they can achieve their goals and dreams. If every email you send out does at least one of these three things, then your readers will continue to open and read your emails. 2: Nearly Every Single Email You Send Should Have a BUY Link Every email you send should have a link. Every. Single. One. You’re training your readers to click, and if there’s no link, then they can’t click. And for 98% of your emails, that link should be a BUY link. You built your list to make money. Yes, you might have other reasons, too, but let’s be honest: Your list is your business, and you need to treat it as a business. As long as you are ONLY promoting GREAT products, you should be 100% confident in sending out a buy link in your emails. In the handful of emails where you put a link to something free, there should be a buy link very close by. It might be inside the freebie or on the same page as the freebie, but it’s there.
3: Send Out an Email Every Single Day Okay, if you absolutely, positively must take one day off each week, that’s okay. But ideally, you’ll be sending an email every single day. Are you worried that people will unsubscribe because you email daily? Don’t. First, worry is useless. Second, some will unsubscribe. Some ALWAYS unsubscribe, no matter what you do or don’t do. It’s inevitable, and it means that you are not the right fit for them and they are not the right fit for you. Train your subscribers from DAY ONE to click your links. When you stop caring about unsubscribes, you stop being scared to do your job and send an email every day. And the more emails you send, the more money you make. Salespeople are taught to love hearing “No,” because it takes a certain number of “No’s” to get to a “Yes.” In email marketing, it takes a certain number of unsubscribes to know that you are doing your job, which is to define your tribe and please your tribe. Not the whole world. Not your whole list. Just those people who best relate to you and your messages. Learn to love the unsubscribes, because each one tells you that you are doing something RIGHT. Remember this: One third of people will LOVE you. One third of people will DISLIKE you. And one third of people won’t give a darn either way. It’s life. It’s business. It’s the way the world works. So don’t worry about – embrace it, because you can earn a literal FORTUNE from that one third of people who love you.
4: Resend to The Un-opens Send out your daily email in the morning. Later in the day (afternoon or evening, your choice) go into your autoresponder and send out the same email to everyone who did not open the email from that morning. Change the subject line to something like, “Did you miss this notice about…” or whatever is appropriate. By resending to those who did not open the first email, you will get more opens, which means more clicks and more sales. If your autoresponder allows it, do this automatically so that you don’t have to manually do it each day. If your autoresponder does not allow you to resend to the unopens, then get a new autoresponder. This is a rough estimate, but approximately 20-25% of your sales will come from that second mailing each day. That is a LOT of money to lose by not taking this simple step. There you have it. Now that wasn’t so difficult, was it? Following these 4 steps while continuing to build your list can earn you a fortune. And never again will you let anyone tell you that email marketing is dead, because you will know better.
How To Create An Entire Funnel from One Product Trying to recruit affiliates is a whole lot easier if you can offer 100% commission on the front-end product and 50% commission on each upsell. If you only have a front-end product, the profit potential tends to go down and it’s a little harder to attract those affiliates. But what if you don’t have any upsells to your product, and you don’t want to create any, either? Here are a few ideas: If you’re selling software, you might offer a multi-site license or a developer’s license as your upsell. For that matter, you can offer all three on the main sales page, and price it in such a way that nearly all of the buyers take the most expensive choice. For example, the plug-in alone might be $29, the multi-site license might be $33, and the developer’s license might be $37. Who isn’t going to take the third option? I’ve seen sales go through the roof with this kind of offer, to the point where you don’t need upsells because your conversion rate is so high, there’s plenty of profit for you and your affiliates. Or let’s say you’re selling content, like a report, book or some videos. You might sell it outright on the main sales page, and then offer resell rights and PLR rights as your upsells. How about offering coaching as the upsell? Your main product tells them how to achieve the result they’re looking for, and your first upsell is a series of calls to answer questions, and your second upsell is email coaching, and your third upsell is one-on-one coaching or even a “we do it for you” type of service. Even offering different formats can act as an upsell. Maybe your main product is a PDF report for $9. Your first upsell is the audio version for $12, and your second upsell is a video version for $29, discounted by $12 if they took the audio option and the full $29 price if they didn’t. You don’t always need to add more products for your upsells. Usually there is something you can offer that takes almost no extra effort – such as the Word files for PLR or the rights to use software on multiple sites. Or instead of additional products you can offer more services, such as coaching calls, email coaching and one-on-one coaching.
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MWM ask the expert
MWM 17
Top 15.5 Most Profitable Membership Ideas 2: Collector’s Items – If there are people actively collecting something, then it might make a great paid membership site. For example, there are a lots of people who collect rocks.
SUBSCRIBE
There are all kinds of memberships you can run: You can put out a simple monthly PDF newsletter or video.
TODAY!
You can drip feed content on a continual basis.
You can have your membership on your own website. Or you can have it in a social media account, such as a paid Facebook Group. But regardless of how you set up your membership, what sort of content you give and how often you update, you first need to choose your niche. And all things being equal, it just makes sense to choose a niche that you know for a fact will be profitable. In the last few months I’ve been keeping an eye open to see what niches are the most profitable when it comes to paid memberships. Your goal is to find a niche you like that is profitable, which just makes sense. If you choose a niche you don’t like but it’s profitable, you’re probably still not going to do that well. It’s like having a job you hate – you never put in 100% effort. And if you choose a niche you love but it’s not profitable, well, that’s pretty self-explanatory. You’ll probably have great time, but you won’t see much money coming in. Here are the niches that appear to be the most profitable for paid membership sites, in alphabetical order: 1: Business – This can be how to start and run a small business, or any aspect of business ownership. Now more than ever, the dream isn’t to own a house or have a career, but rather to have a business. People long for the freedom of being their own boss, and you can show them how it’s done, or point them in the right direction to get all the tools and coaching they need.
e
In fact, there are rock shows around the U.S., one of which lasts for a week and a half and people come from all over the world to buy rocks and talk to other rock aficionados. I’ve heard of someone who started a $10 a month 12-page newsletter on fossils. Each month he interviews an expert, has the interview transcribed, adds a few tidbits about where fossils are being found, a few photos and so forth. Believe it or not, he has over 1500 members each paying him $10 a month. 3: Diet – This can be diet as in what you eat or dieting as in losing weight. It can also cover recipes, too. For example, if you choose Keto, then your membership would be all about the benefits, the weight loss, the tips to overcome things like the keto flu, as well as recipes. These sites can be huge with tons of members. Generally, you’ll charge a low admission, such as $10 a month, and look for a large quantity of members. Be sure to promote appropriate affiliate products, too. 4: Dog Everything – Dog memberships are surprisingly lucrative. You might focus your site on training or agility, two profitable dog sub-niches. Post articles, videos and lots of links to the various dog products – both information products and tangible products – and you’ve got your content. People are eager to pay to find out how to train their dog and to teach their dog how to compete in agility contests, and well as solving health issues, behavioral issues and so forth. Plus, they love to see dog pictures and videos, and read heartwarming dog stories, too. There are $25,000-$100,000 a month paid membership groups in this niche. 5: Electronic Deals – This can be a super profitable niche. You’ll want to sign up as an affiliate with the major sellers of electronics (Amazon, Walmart, etc.) and then every day when they post hot new deals, you put the information in your membership. Facebook Groups works really well for this because of the immediacy. The only content you need to create is announcing the daily deals, and your members are there to buy.
This type of membership is simple to outsource to a virtual assistant, too. And take notice: There are million-dollar paid membership sites in this niche. 6: Fashion – This could be clothing, handbags, shoes, make-up and more. This is an extremely lucrative niche with a lot of money to be made. And if you grow your membership to a good size, then brands may reach out to you and cut deals with you to review their shoes, handbags and so forth. 7: Health – This isn’t weight loss, but rather how to get healthy and be healthy. Generally, the emphasis is on diet, herbs, exercise and so forth. You can make a fortune promoting herbal products, just be sure not to run afoul of any laws that say you can’t be practicing medicine. You can also promote exercise programs designed to increase health, wellness and longevity, as well as venturing into related niches such as meditation and sleep. 8: Hobbies – Golf is the classic example here because golfers spend a lot of money. But fishing, tennis, yoga, gardening, painting and so forth can all be great. Just make sure there are plenty of products in your niche that you can promote. And remember, they don’t have to be info products because you can also promote actual products, too. 9: Investing – This is another one that can be HIGHLY lucrative. You can take one of two approaches here – either you’re a financial expert, or if you’re not, then you’re in touch with financial experts and what they recommend. This is a niche where you can easily sell expensive courses because you’re targeting people who already have money and want to find out how to make even MORE money. 10: Make Money Online – No doubt you’re familiar with this niche. Target people who are new to online marketing and teach the basics, since this is the biggest target group in this niche and also the one most likely to spend money. 11: Meditation – This is a fast-growing niche with a ton of subniches, such as spiritual meditations, meditations for health, meditation to be more focused and productive, etc. You can go broad or deep with this one. An example of going broad would be covering all kinds of meditations and practices for all kinds of benefits and reasons. Examples of going deep might be using meditation for better focus and greater productivity; or meditations to help you sleep better, longer and deeper; or even meditating for prosperity. 12: Parenting – This is a massive niche and includes pregnancy, childbirth, infant care, toddler care and all the way up to what to do when your 25-year old kid won’t leave the house. This is a huge and highly lucrative niche. Behavioral problems, parents’ fears, advice to new moms and so forth – this is a passionate niche with a lot of pain. Just think about the problems that parents face at each stage of a child’s life, and how much they want to solve those problems as quickly as possible, and you’ll see the potential.
13: Personal Development – this has always been and always will be a highly profitable niche. People are dissatisfied with where they are in life and who they are. If you can help them to achieve their goals or become who they want to be, then this niche can be highly lucrative for you. Be sure to niche it down, at least at first, and target a specific group of people or tackle a specific problem. Once you become better known in your niche, then you can go on to become the next Bob Proctor or Tony Robbins. 14: Relationships – This could be dating, marriage and so forth. For example, target men and show them how to pick up women, or perhaps target women and show them how to find the love of their life. Or target married people and show them how to fix their marriage and make it a source of strength and love rather than acrimony and pain. You might even try a new trend, such as targeting women who prefer to be single and how they can improve their relationships with themselves and their friends. New studies show that the happiest women are single and have lots of girlfriends and self-confidence, so that could be a timely winner for you. And paradoxically, another great sub-niche that is currently hot is how to find your soulmate. 15: Retirement – There are two sides to this coin – either preparing for retirement, or products and services for retirees (think AARP). If your niche is preparing for retirement, know that certain financial firms will pay you excellent money to talk to your members through your membership site. In fact, you will never lack for experts who want to speak to your members, and you can charge them for the privilege of basically creating your content for you. Of course, you first have to build up your membership base, but in the mean time you can still promote investment courses related to having a big nest egg for retirement. 15.5: Travel Deals – A travel membership can be super lucrative. Post articles about travel, and especially give alerts to travel deals using your affiliate links. You might hire someone to write the articles, or write them yourself, and then get your virtual assistant to update it daily with new travel deals. Any one of these niches could be the basis for your next membership site, earning you an ever growing passive income.
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Why Should You Create a Membership Site? Essentially, a membership site is a site that users pay to subscribe to. This normally works by first enticing the reader
with some free content and showing them the kind of entertainment/information/value that you’re capable of providing. Once they’re hooked, you then make sure they know that they need to subscribe in order to gain access to your very best content and to get frequently updated. So what’s so different about this? Well for starters, it means that you can much more easily convert visitors to paying customers seeing as they’re not having to put down a large amount of money and seeing as they know what they’re getting right away. This means the money is recurring and much more predictable.
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MWM Business HELP
MWM 22
Ways to Make Money From Cancellations In the spirit of making lemon aide from lemons, let’s take a look at how to make money from your membership cancellations. The first way is to stop those cancellations before they ever happen, if at all possible. The second is to make people an offer they cannot refuse when they do cancel. In fact, we’ve got 4 different methods to achieve this. And finally, we’ll cover how to reactive subscribers after they’ve left the fold.
Simple Trick for Stopping Paid Subscription Cancellations Do you have an automated system that allows paid subscribers to cancel their subscription?
Method 2: Your paid member has cancelled. Now what?
You might be able to retain some of those paying members by letting them know what they’re going to miss.
Don’t give up. On the page that lets them know the cancellation has gone through, offer them a membership in another program of yours. This other program might be a better fit for their needs.
For example, when they click on the link to suspend or end their subscription, the next screen might say something like… - This will cause you to lose access to [insert your membership name or programs] - Suspension effective as of [DATE] - Coming soon from [Business Name] - [List what is coming soon. Make it sound super enticing] By giving them a sneak peak of what’s coming next, you will hopefully retain some of those members who attempt to cancel. Even better, be sure that your paid members are always kept up to date on what’s coming. When you have a paid membership, one of your most important jobs is always tempting your members with whatever is just around the corner, so that they never want to leave.
How to Make Money When People Ask to Cancel Method 1: If you have a paid monthly membership or software as a service, then sooner or later you will have customers who want to cancel their membership. When they do, make them a special offer for one year of membership at a major discount. You’re not losing any money since they were going to cancel anyway. And you retain the opportunity to sell them more products from inside the membership, too.
Don’t have a second paid membership program to offer them? Team up with another membership site owner in a related or identical niche. You offer their membership on your cancellation page, & they do the same for you. Of course, you can also become an affiliate for another membership site and use that as your offer. This works best if you can make the offer a one-time special. Either they get a discount that won’t be repeated, or they get access to a very special bonus. Method 3: If your paid membership is all about the content (versus, say, software as a service) you might offer them all the content published thus far, immediately downloadable and theirs for life. They must have liked your membership if they signed up for it in the first place. Getting access to what’s inside the membership up to the month when they cancelled might be something they would love to have, for the right price. Method 4: Offer them the same membership they just cancelled, only better and more expensive. This one might sound crazy – why would they sign up for the membership they just cancelled, and pay more for it, too? That depends…
If your site is teaching them how to do something, it could be that they need more help than just being told what to do. Maybe they need coaching, or they need someone to perform a service for them such as setting up a website needed to put a profit stream in place. Take a good look at your site and figure out what’s missing. What would make it even easier for your members to reach their goals? Then build this better version, whatever it might be, and offer it to subscribers past and present. This list is worth gold, because it’s always easier and cheaper to reactivate someone who’s already tried your membership or software as a service, than it is to get the attention of a new subscriber. Send your previous members a series of messages to entice them back. Let them know all the stuff they’re missing and the improvements you’ve made. Solicit their feedback, and offer them a special deal, such as 30 days for free. Remind them of how easy it is to cancel, and how they have absolutely nothing to lose and everything to gain.
Simple Trick for Reactivating Paid Subscribers If you’ve had a paid membership site or software as a service for any length of time, you’ve also got a list of people who canceled their membership. (Don’t take it personally – this happens to every single membership site, regardless of how amazing the content is or how low the price.) This list is worth gold, because it’s always easier and cheaper to reactivate someone who’s already tried your membership or software as a service, than it is to get the attention of a new subscriber. Send your previous members a series of messages to entice them back. Let them know all the stuff they’re missing and the improvements you’ve made. Solicit their feedback, and offer them a special deal, such as 30 days for free. Remind them of how easy it is to cancel, and how they have absolutely nothing to lose and everything to gain.
Do Silly Names Sell Products? Way back in the day (which is another way to say I don’t know when this happened, but it was at least 10 years ago) an online marketer recorded a bunch of videos to sell as a product. The product had something to do with online marketing, but I don’t remember the topic. I also don’t remember who the marketer was, although at the time I think he was pretty well known. What I do remember is that while he was recording, a dog in the background kept barking. And thus, rather than go with a standard name for his product like the, “Get More Traffic!” product or the “Make Tons of $$ with Social Media” product, he called his video set… “The Barking Dog Videos.” My point here is simple: After all this time, I STILL remember that name because it was different from everything else out there at the time (or perhaps since, too.) He could have rerecorded the videos to make them more “professional,” but if he had, I suspect his sales wouldn’t have been as good. Not only did he have a catchy, memorable name – he also had a STORY that his affiliates could tell in just a few words. In a nutshell: “Great product, silly name because of a crazy barking dog, check it out.” I remember a tourist type of place with a huge gift shop and restaurant on a main road on the outskirts of town. I drove by it all the time, and regardless of what time of day it was, the place was PACKED with people. The name of the place? “The World’s Worst Restaurant.” People stopped just to be able to say they ate at the world’s worst restaurant and shopped at the world’s worst gift shop. You know that when they got home from their vacation, they told their friends about the place. Would they have told others if it was called the Magnolia Café? I don’t think so. In fact, they probably would have forgotten all about it after a week or two. We might want to be “professionals,” but the fact is that being different, strange, weird and even fallible will sometimes win out over everything else. Create great products with just a little bit of built-in gimmicks or craziness and see what happens.
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4 Simple Steps to Doubling Your Sales Do just one of these and your sales will increase. Do all 4 and it’s entirely possible your sales will at least double. 1: Pre-qualify your leads. Also known as list-segmentation, this technique finds the right prospects for the right products. For example, let’s say you have a content page covering a broad topic, such as social media marketing. Give your readers multiple options to follow in the sidebar and at the bottom of the page, like this: Which one of these do you want to know more about… Marketing via Facebook? Marketing via Snapchat? Marketing via Instagram? Each button sends them to an appropriate squeeze page where they get a free lead magnet on that topic. Now you know for a fact that this list is interested in Facebook, that list is interested in Snapchat and so forth. This allows you to zero in on your prospects and offer them exactly what they want. 2: Tell the Truth If you’re in the online marketing niche, let them know that building a business online takes time and money. If you’re in the weight loss niche, let them know that losing weight and keeping it off takes time and effort. Whatever niche you’re in, you want to deter people who are looking for magic answers because they will drain you of your time and energy, as well as refund like crazy. Plus, you are also sending the message to everyone else that you are the real deal and don’t make ridiculous promises you can’t keep. 3: Increase Your Emails Add more follow up emails to every sequence and you will make more sales. Don’t get trapped into thinking everyone sees every email you send out, and thus you only need to send one or two for each promotion. And do remember that the more exposure someone has to an offer, the more likely they are to buy it. It could be the fourth, fifth or even tenth email of a series that finally makes the sale. 4: Romance New Subscribers For the first week after someone joins your list, send them plenty of high-quality free content along with all the reasons why they should buy your upsell. Do this right and you’ll be amazed at how many more people buy your initial upsell. Your lead magnet is still fresh on their mind. They’ve seen your upsell on your thank you page and your download page, so that’s on their mind as well. Now just follow up with lots of great info and remind them of why they want and need your upsell. Add in a deadline to get special pricing, and sales should go through the roof.
Why I Just Fell Out of My Chair I just opted into the email list of a well-known marketer to get his 3 productivity secrets, and I noticed a couple of important points: First, he never, ever mentions that you are getting a report. He simply refers to what you’re getting… 3 productivity secrets. Some people, especially in the online marketing world, don’t attribute a very high value to reports, so this makes good sense. Second, this report is a lead-in to his real product which is a productivity course. He tells you about this course on the, ‘We’ve sent you the link, check your email’ page, in the email itself, and again on the download page. Each time he mentions the course, he also tells you to, ‘Use PromoCode: SMPL1234 for a very special surprise at checkout.’ By the time I’d seen this promocode 3 times (thank you page, email, download page) I had to find out just how much of a ‘very special surprise’ this might be. Frankly, I thought maybe he was giving away the product for almost nothing. But clicking on the page, I realized it was a course, not a pdf as I’d imagined. No sign of a price on the sales page, so I clicked over to the checkout page and fell off my chair. I was expecting something under $50, or maybe even free. But it was $997. Getting back into my chair, I inserted the promocode, thinking it might take the price down drastically. It cut the price in half. Now, normally this might be terrific. But the value of the course had not been built up enough, at least for me. From the title of the product and the short description, I was expecting a PDF of less than 100 pages. This is not a difficult subject, and there are tons of books on the subject of productivity on Amazon for less than $20. Instead of being a book, it was a series of 20 videos. And while I’m sure there are people who prefer videos, I just don’t have the time or inclination to download and watch 20 of them. It’s not going to happen. And here’s where it went really wrong for me personally: Because there was no price on the sales page, I barely skimmed the page before clicking the add to cart button to find out how much the product was. Hence the falling out of the chair reaction. I think I even clutched my chest, and I know I audibly gasped. The value simply had not been built for a $997 product. This marketer must be crazy, right?
Nope. While the offer was most definitely not for me, I happen to know that this particular marketer knows his stuff. He’s been doing this for 20 years. He tests everything. He’s made millions. And if this didn’t work for him, he wouldn’t be doing it. Consider how many sales he would need if the price were $20, versus $500. He’d need 25 sales to equal $500. In his testing, he must have found that it’s easier to get one $500 sale than 25 sales at $20.
What’s the lesson here? Test everything. I would have guessed that $20 or so would be the right price point. I also would have guessed that putting the price on the main sales page would be a good thing. He found out otherwise, by testing. Placing the offer in 3 places in quick succession with the promocode worked. It got me to the sales page, didn’t it? And I wasn’t even all that interested in the topic – just curious, really. He could have broken that price down to the ridiculous and put it in the headline, such as $1.37 per day. That might have kept me satisfied long enough to actually read the entire sales page. I wonder if he tested this. One last thing… when you are joining lists of fellow marketers, carefully watch the process being used to get you onboard and purchasing. You’ll get ideas, tips and tricks you won’t find in any course. Take into consideration the experience of the marketer – the more experienced they are, the more you can trust that what they are doing is working. Make notes and incorporate the pertinent ideas into your own business, testing everything along the way.
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MWM Interview MARA AGLAZER
Editor: Hello and welcome. Joining us this time is someone who I'm really excited to be talking with. She's already been called the world's best female copywriter by her industry peers, and is the founder of the highly influential business Direct Response Copy Girl.
Interview
Editor: During this interview you'll find out why she's had to fight claims of nepotism and how she managed to take a set of drunk party pictures and turn those into a seven figure business. Not only that, but our guest has also been featured on ABC, NBC, CBS, Fox, The Huffington Post, and well now here, and if you've been a regular listener, you may already know who I'm talking about because her father, the legendary Bill Glazer was a guest recently. Editor: So let me welcome Mara Glazer to the show. Mara Glazer: Thank you. I'm glad to be here. Editor: That's lovely to talk to you now. I suppose we should go right the way back to the very beginning, and ask how you got your start in marketing? Mara Glazer: Yeah. Thank you for asking me that question. You know, I used to be a miserable employee to a corporate job in the New York city fashion industry. And I say miserable because making $35,000 a year in the Big Apple should honestly be illegal. I had no money. Mara Glazer: I lived in a strange city with no friends. And to top it off my boss, well if you've ever seen the movie, The Devil Wears Prada, that was my life. So then in 2003, I had had a surgery, a major surgery. I had my spine fused with two titanium rods. And then while I was living in New York, working in this miserable fashion industry job, I actually ended up tearing my spine from the stress and the pressure from my job.
Mara Glazer: And so I couldn't walk for about three months. I couldn't drive, I certainly couldn't work. There was really not that much that I could do. And it was in that moment I knew that I couldn't have a nine to five job anymore and I couldn't work for somebody else anymore because I needed the freedom to take care of myself when I needed to. Mara Glazer: So fast forward to 2009, I approached my dad, you mentioned him at the beginning of this interview, his name's Bill Glazer. And I asked him if I could move back to Baltimore and join the family business, Glazer Kennedy Insider Circle. Mara Glazer: And when I asked him, he said no. So I asked him again and he said no again. And so in that moment I remembered a saying that my father used to share with me when I was growing up, which was, "Glazer's never give up." So I asked him a third time and he said, "Okay Mara, if you really want this, if we really want to move back to Baltimore and join the family business, you need to earn it." Mara Glazer: So for the next six months, I literally did everything that my dad asked me to do, like writing marketing plans, copy, all sorts of stuff like that. Whatever he asked me to do, I would do for free because that's how bad I wanted it. And I was also doing this while I was working in my job as well.
Mara Glazer: So I was working in my full job and basically learning from my dad and working for free for my dad at the same time. So about six months of that goes by and he says, "Okay Mara, if you really want to do this, move back to Baltimore, join the family business. You need to understand two things. So one, you'll be working harder than you've ever worked in your whole entire life," which is true. My dad definitely worked me like a dog and I now work with my dad again and he still works with me like a dog, but the good thing is now that I'm older I get to work him like a dog, too. Mara Glazer: And also my dad told me, "You'll be heading up the social and alternative media marketing department," and I didn't want to tell him at the time, but I had no idea what social media really even was. In fact, I remember showing up with my very first day of work and one of our employees coming up to me, looking down on me, big guy, tall guy. Looking down on me, putting his hand on his head. He copped a sassy ass little attitude and he said, "So Mara, what do you know about social media anyway?" Mara Glazer: So I told him the truth. I had butterflies in my belly and I had a tight feeling in my throat but I told him the truth, which was at the time I really only knew two things about social media, which was how to invite my friends to my parties and how to post the drunk party pictures the next day. And that's all I knew how to do. Mara Glazer: So I spent the next months inhaling everything I could get my hands on about making money with social media, implementing it, testing it, tracking it and tweaking it. And the result was an additional seven figures in sales that we were able to track back to social media alone. Mara Glazer: And then while I was working at the company, my dad came into the office one day and said, "Mara, we need help writing copy around here. We don't have anybody else." Because he was already really busy with writing copy and our full time copywriter was also. He says, "You're up." Mara Glazer: And so I literally had to dive head first into learning how to write direct response copy. He taught me, he sat down with me and worked with me hand in hand for three years. And the way that he taught me is after I would write a piece, he would take out his big red pen and mark up my copy. Put crosses through things, circle things, tell me what I did wrong, what I did right, every day for almost three years until one day he finally told me I was good to be on my own. So, that's how I got started in marketing.
Editor: Wow. I love the fact that you went from drunk party pictures to seven figures. So quickly. That's a great story. So how hard or easy would you say you found that transition from being employed by the boss that was like Devil Wears Prada to working in a business with your family? Mara Glazer: Yeah. So there was hard parts and there were easy parts. The hardest part is probably what most people would not expect, which is when I integrated into the business, there was a lot of employees that were working at the business already. Mara Glazer: And I felt a lot of heat from them because I think they felt like, "Who is this girl coming into this business? Like I know this is my boss's daughter, like is he just kind of like giving her a job?" And so that was really hard for me and I didn't want anyone to think that I was just getting a handout. So I worked my butt off to prove that I deserved a spot there. So that was the part that was hard for me. The part that was easy for me was actually learning the marketing. I almost feel like, to be honest with you, it's in my blood and I just pick it up really quickly and I am also really interested in it and fascinated by it. And that might be why I do pick it up so quickly.
Note from the editor: This is a bridged version of the full interview which is available to listen to separately.
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MWM Q & A Demo Video Increases Lead Acquisition by 481%
One service company raised their prices a heart stopping 600% overnight. Everything was going okay after their launch, but they knew they needed to pick up the pace. So, they recorded a 20-minute demo video and added a “Watch 20-min Demo” button to their home page. They saw a 481% increase in qualified leads and a 70% close rate with these leads once they got them on the phone. You might not be selling services, but could a demo video increase your sales? For example, if you’re selling a course on how to get traffic, you could have a demo video of just one of your methods. It gives your prospects an idea of what’s inside the course and how it can help them, which is why a lot of course-selling websites allow prospects to sample courses for free. For that matter, if you sell something like PLR, why not give your prospects an example or two of the actual PLR right on the sales page? By offering your prospects demos of your products or services, you’re likely to increase sales – sometimes dramatically. If a picture is worth 1,000 words, then a demo might just be worth a 1,000 versions of you telling your prospects what a great product or service you have, rather than showing them how good it truly is.
Email Sandwiches Equal Big Profits I’m on a lot of mailing lists simply because if something is working in another niche, there’s a good chance it’s going to work in my niches as well. One of the lists I’m on is for dating advice – specifically, dating advice for people who want to date men. (I’m also on lists for people who want to date women, married couples having problems and recently separated couples. Like I said, I join a lot of lists because I’m always in learning mode.) Today I received an email about, “A text you can send once a day that makes his desire for you soar through the roof.” That’s the first link to the video sales letter. And here’s where it gets interesting: The email starts out talking about this magical text message which you will discover when you click the link to watch a video from the “Relationship Quick Tip sponsor.” The email says you can, “Read on or skip straight to the video.” This is where we find the second link to the video. Next, the author lets you know that your Relationship Quick Tip is at the bottom of the email. Then he goes on to sell you on watching that video, along with a third link and a fourth link to the video. And I mean he really sells it, using lots of imagery of how wonderful life will be when you can send a text and have the man of your choice working 24/7 to win your love. Finally, finally, FINALLY we get to the, “Quick Tip of the Day,” followed, of course, by one final link to the video for the paid product. Okay, here are my two takeaways: First, this guy has FIVE links to the video sales letter. Five. He words each one a little differently, too. Second, he is offering free content in the email, but it’s sandwiched between his copy for the paid product, with the bulk of his selling done prior to giving away the content. Third, he positions the affiliate product as the sponsor for the free content. This is a HIGHLY effective technique that can work in ANY niche. I know, because I’ve used it myself in the past. But I really appreciate seeing it at work in another niche, because it’s reminded me to get back to using this method myself.
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MWM wants You to Know One Simple Change = 93% Increase in Conversions An e-commerce company selling a deodorant product line was using the headline, “Feel fresh without sweat marks.” But when they changed their copy to be more action oriented – “Put an end to sweat marks!” – their conversion to the checkout page increased by 93%. Take a look at your headlines. Are they passive or active? Examples of passive headlines include: • Toronto was named city of the year by the Fairfield Commission • World’s biggest bookstore has been sold to conglomerate • Mothers are asked 300 questions a day by children • 200 workers were laid off by company owners Examples of active headlines include: • Two baby giraffes escape zoo • Scottish government reveals independence plan • The world’s first electric helicopter takes flight in Germany • Taylor Swift wins top award In the passive voice, the subject (noun) is acted upon (verb) by an object. In the active voice, the subject (noun) of a sentence performs an action (verb) on an object. If your current headlines are passive, try doing an A/B test with active headline and see if you get a 93% increase in conversions, too.
$27,383 From Your Webinar Sign-Up Page Michael Rozbruch sells a CPA training program for $1500. To get people interested in his product launch for his training program, he used a webinar. 3,000 people signed up for that launch webinar, and here is where it gets interesting… His thank you page for signing up for the webinar included an offer for a press release template for $197. Of those who signed up for the free training, 139 customers took advantage of the offer, netting Michael $27,383. What can you offer on your webinar thank you page for instant profits? And could you reinvest that money to increase traffic to your webinar sign up page, getting more people onto your webinar and buy your big ticket product? If you would like to know how Michael faired with his launch, here’s what happened: He sent out 11 follow up emails prior to the event. That sounds like a lot, but these were spread out over as much as three weeks, depending on how early someone signed up. Thanks to all the reminder emails, 1,093 people attended the webinar live, and the launch brought in $402,693 in sales for the training program. How many emails do you send out prior to your webinars? People forget they’ve signed up, or they forget why they signed up. They need reminders, and it’s your job to send out those emails and keep them excited and interested in your webinars.
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This Month’s Marketing CLINIC
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If You Hit a Financial Wall, Do THIS I’m not a psychologist. I can’t give you the technical talk on why this is true. But I’ve seen from experience that almost without exception, your mindset is going exert far more influence on whether or not you’re successful than any business plan can. So, let’s say you’re stuck. Maybe you can’t get started. Maybe you got started, but now you’ve hit a roadblock. Profits are not increasing, and maybe they’re even decreasing. Stress is settling in. You don’t know what to do. And it’s balling you up in knots to the point where you can’t see your way clear to getting where you want to go. Your first step is to get clear. Empty your mind. Set all of your stresses aside so that you can quiet all the chatter that’s distracting you from what might be some very simple solutions. The best tactic I’ve found for doing this is to get exercise every single day. Take walks in nature whenever possible. Work up a sweat when you can. Get your body in motion to end the feeling of paralysis. Stuff like, “Do Steps A, B and C, and you should see sales increase.” But I want to be candid with you for a moment and talk about something that might seem a little “woo-woo” at first. While building and growing a business, following steps that someone else has lined out for you doesn’t always work out. And it’s not necessarily because those steps don’t work, either. 100 people could have been handed Jeff Bezos plan for starting a company like Amazon. Do you think all 100 would have succeeded? Probably not. Obviously, it’s not because the plan was bad – we know it was a great plan that made him the richest man in the world. But there are an almost infinite number of roadblocks along the way that may or may not cause difficulties along the way. And it’s how we deal with those roadblocks – both in the real world and in our minds – that determines if we get to move ahead or we get run off the road. You can have the best plan EVER, and if YOU are not psychology in the right place to implement that plan, then odds are you will fail. I’m not a psychologist. I can’t give you the technical talk on why this is true. But I’ve seen from experience that almost without exception, your mindset is going exert far more influence on whether or not you’re successful than any business plan can. So, let’s say you’re stuck. Maybe you can’t get started. Maybe you got started, but now you’ve hit a roadblock. Profits are not increasing, and maybe they’re even decreasing. Stress is settling in. You don’t know what to do. And it’s balling you up in knots to the point where you can’t see your way clear to getting where you want to go. Your first step is to get clear. Empty your mind. Set all of your stresses aside so that you can quiet all the chatter that’s distracting you from what might be some very simple solutions. The best tactic I’ve found for doing this is to get exercise every single day. Take walks in nature whenever possible. Work up a sweat when you can. Get your body in motion to end the feeling of paralysis. And journal. Journal when you wake up and just before bed. Write down everything you’re thinking and everything that is bothering you.
Both the exercise and the journaling are scientifically proven to quiet your mind, reduce stress and anxiety and put you in a happier place where you can see the solutions that are right in front of you. When you need ideas, go somewhere quiet with a pad and pen. Maybe relax in your favorite chair or lay down on your bed. Pose your question and then empty your mind. Meditate. Breathe deeply and count your breaths. Let the answers flow into your mind. Don’t judge them, just write them down. Look at them later and be pleasantly shocked to find you’ve found the next step to take, or even the entire new business plan or solution that had been eluding you for weeks. One more thing, and this is where it truly gets “woo-woo.” Do affirmations 3 times per day. Write your own affirmations or get them from the internet. Just choose the affirmations that truly resonate with you. And I received a business refund I didn’t expert, too. And when you’re doing your own affirmations, I want to encourage you to also say aloud the affirmations that follow, regardless of your religious beliefs (or lack of religious beliefs – it makes no difference). These come from a brilliant woman named Catherine Ponder. Catherine was a minister in the U.S. in the 1970’s when the recession hit. Her flock was having all kinds of financial problems – layoffs, declines in business sales, not enough money to get by and so forth. Catherine started doing research and long story short, she began asking her congregation to do affirmations. She provided hundreds of these affirmations over the years along with prosperity teachings. And the truly remarkable part of this story is not just the frequency And the truly remarkable part of this story is not just the frequency of success stories that came out of this endeavor, but the speed with which many of them happened. People who a few weeks before were in financial free fall were suddenly getting new jobs, promotions, more sales, increases in business and so forth that hadn’t happened in the all the months and even years prior to doing the affirmations. I also received unexpected money in the form of a repayment of a personal loan I’d made years ago. My old friend got in touch with me and said he was sorry for taking so long, and he just felt suddenly compelled to make payment in full, with interest. We are now friends again.
Most of all, my business started taking off like never before. But none of that matters. What is important is that YOU give this a try and see what it does for you. If you want more Catherine Ponder affirmations or you would even like to hear her speak, just do an internet search. You can find her books on Amazon, her recordings on YouTube, and her affirmations throughout the web published on numerous sites by her fans. Catherine is in her 90’s now and retired. And she is still considered to be one of America’s foremost inspirational authors of all time. To this day Catherine’s work has a very solid, loyal following of people who are indebted to her for her affirmations and teachings, along with the positive changes she’s made in their lives. Here are the prosperity affirmations. Remember, feel free to change these to best suit you and your beliefs. I. I OPEN MY MIND TO PROSPERITY 1. I do not depend upon persons or conditions for my prosperity. I bless persons and conditions as channels of my prosperity, but God is the Source of my supply. God provides His own amazing channels of supply to me now. 2. I am the rich child of a loving Father so I prosper now. II. I CLEANSE MY MIND FOR PROSPERITY I dissolve in my own mind, and in the minds of all others, any idea that my own prosperity can be withheld from me. No person, thing or event can keep that from me which the universe has for me now.
2. My financial income cannot be limited now. The rich substance of the universe now frees me from all financial limitation. 3. I know that release is magnetic. Through the act of release, I draw to myself my own. I now fully and freely release. I let loose and let go. I let go and grow. I let go and trust. 4. I now let go; worn out things, worn out conditions, worn out relationships. Divine order is now established and maintained in me and in my world.
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MWM FLASHBACK STORY
III. I GET DEFINITE ABOUT PROSPERITY SO THAT PROSPERITY CAN GET DEFINITE ABOUT ME.
1. Vast improvement comes quickly in every phase of my life now. Every day in every way, things are getting better and better for me now. 2. I invite the wealth of the universe to manifest richly in my financial affairs now. I am rich in mind and manifestation now. 3. I am beautifully and appropriately supplied, clothed, housed and transported with the rich substance of the universe now. 4. I have a large, steady, dependable permanent financial income now. Every day in every way I am growing more and more financially prosperous now. 5. Large sums of money, big happy financial surprises, and rich appropriate gifts now come to me under grace in perfect ways for my personal use, and I use them wisely. 6. I give thanks for a quick and substantial increase in my financial income now. 7. I use the positive power of wisdom, love and good judgment in handling all my financial affairs now. 8. I am rich, well and happy and every phase of my life is in divine order now. 9. I praise my world now. I praise my financial affairs now. All the wealth that has not come to me in the past is manifesting richly for me now. 10. The enormous sums of money that are mine by divine right - now manifest for me quickly and in peace. 11. Divine love, working through substance, prospers my financial affairs making me free, rich and financially independent now. I am financially independent now. 12. I give thanks for the immediate complete payment of all financial obligations now, quickly and in peace. 13. I am receiving. I am receiving now. I am receiving all the wealth that the universe has for me now. 14. All that the rich substance of the universe has for me now comes to me speedily, richly, and freely. My rich good now comes to me quickly and in peace.
How To Market Tesla Style I love to look at markets outside of the online marketing niche to see what others are doing. For example, Tesla. In 2008, the electric car manufacturer was worth about $15 million. According to the New York Times, today Tesla is valued at $100 billion. Yes, BILLION with a “B”. Do you think we, as online marketers, could learn something from their success? In 2016, the company rolled out a compact sedan named the Model 3 and priced it at $39,000. Before the car was even available, Tesla opened preorders for the car with a smart sales funnel strategy. Here’s what they did: Tesla and its founder Elon Musk received a ton of free press for its vision of moving everyone away from gaspowered vehicles. This wasn’t an original idea, but they grabbed it and made it their own. Next, they set up a webinar page for prospective customers to opt-in and learn more about the launch event. (Sound familiar?) When the webinar went live, prospects watched a live video webinar about the new car. At the end of the webinar, prospects were redirected to a call to action button that would take them to a checkout form, where they could make a $1,000 deposit to reserve their own Model 3. Was it successful? Customers placed over $14 billion in pre-orders. So yes, it was successful!! In fact this could be the most successful product launch we’ve ever witnessed in all of history. Here’s my takeaway: By having a vision, they got free press. And by taking pre-orders with relatively small deposits, they got commitment. Once customers had committed to making the purchase, they were much more likely to go through with it. It’s a psychological principle in which once you ‘own’ something or you’ve made a commitment to something, you are much more engaged and positive about the entire thing because in your mind it’s ‘yours’. The decision is made, now all you need do is justify your decision, and as humans we are really, really good at that. Are you launching a big product this year? What’s your vision for the product? How will it disrupt its current market? How will it change things or shake things up? And can you generate enough interest to get people on a webinar and reserving their copy / seat / product / service or whatever it is that you’re offering, in advance? How to Market, Tesla Style
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