One of the best ways to establish and solidify your brand is to position yourself as an authority in your chosen niche or marketplace. If you THE authority, why would someone buy from anyone else online?

Sounds great…but what if you are selling a product or service that you don’t have years of experience behind? Can you still be an authority that people can trust? The answer is YES! You just need to position yourself in the right way.

Read our Stomper Intelligence Report on “You’re Not an Authority…YET – How to Sound Like an Expert Without Being One”. You’ll get some great tips on adding authority to your brand. Just remember to make a plan to implement what you learn!

Lee Collins
Managing Director
StomperNet, LLC

“Never become so much of an expert that you stop gaining expertise. View life as a continuous learning experience.”
- Denis Waitley

You’re Not an Authority…YET –

How to Sound Like an Expert Without Being One!

By Colin Theriot

As marketers, we undoubtedly must create a wide variety of content in our chosen niche; in order make inroads into any online marketplace.

Some niche marketers are lucky. They already happen to be passionate and knowledgeable about a profitable subject; so creating engaging content comes easy.

However, most of us are not so lucky, and to have a profitable business, we need to get involved in markets that they initially know very little about.

Obviously, there’s no time to become an expert on every subject we approach. But you can’t expect to get away with the grade school tricks you may have tried when you didn’t actually read the book for your report.  Those tricks just won’t fly when it comes to your business. You need to learn the skills to write with authority on your subject so that people get a sense of trustworthiness from you, and are therefore willing to rely on your recommendations.

Fortunately, you can develop the skill of SEEMING like an authority without needing the deliberate practice or experience required to become a bona fide expert. And don’t worry, there’s nothing deceitful here. We’re simply presenting the information you already have in a way that will build rapport with your audience, and cultivate a leader/follower relationship.

1. Know Your Audience

This is overlooked by many writers who try to write to all readers. This tends to lead to dry, disengaging content.

So you should SPECIFICALLY choose your audience. Don’t write for everyone. Think about what you’re promoting, and think about the ideal consumer of that product or service. Don’t generalize. Be specific. It even helps to find a testimonial for a product and then pretend you’re writing your content as a letter to them. Thinking this way will go a long way towards making your content engaging. When you have a specific person in mind, you tend to write in a more naturalistic manner. Since you’re targeting your ideal customer, your content will resonate more deeply with them, and this can lead to instant rapport and influence.

2. Identify Your Place In the Spectrum

Now we also need to identify the depth and breadth of information that already exists on your given topic. How much is there to know? How broad is the niche? How many sub niches are there? You really want to get an understanding of the “size” of your niche’s “world” – and you do this not by researching the subject, but by researching the PEOPLE who are interested in it.

You do this by finding the forums, blogs, and communities where your target audience congregates and discusses the topic. See how much they already know, and what it is they want to know more about. See where your audience falls in the “spectrum” of the available information on your subject.

Try to determine where in that spectrum your ideal consumer will fall, and then determine where YOUR experience level is, relative to them. The goal here is to be slightly above where your target consumer is. We’re not shooting to be the expert, but rather someone with a level of knowledge only slightly higher and only slightly more experienced than the reader.

We don’t need to go for overkill, because in most niches,the BEGINNER level is where most of your potential customers are. Besides that, someone who is closer totheir peer level will be perceived as more relatable, and that’s a little bit of bonus rapport you can get that you wouldn’t if you came across as a high-falutin’ expert.

Another reason we do this spectrum exercise and study the actual people in the niche is because it will help you avoid promoting “beginner” material to someone who is already at the “proficient” level, and vice versa, will keep you from going way over the heads of “beginner” level folks with “expert” level stuff they just aren’t ready for.

3. Pick a Topic and Decide Your Stance

Now, by this time we know whom we are targeting, and we know how much they know, and we know how much (and what) it is they WANT to know more about. Now it’s time to give it to them.

First, you’re going to want to decide on your topic. This should be easy, as you probably got plenty of ideas from your earlier work. That’s why I want you to start by researching your audience first. 99% of the time they will TELL you what to write about so you don’t even need to think about it.

You want to make a note any time you see a question like “What is better…X, Y or Z?” This is a BUYER question. And best of all, it’s easy to research, because they’ve already given you X, Y, and Z to look up. Hopefully, you can get paid somehow for selling X, Y, and/or Z. If so, it’s perfect. If not, it’s still an opportunity to gain authority. Comparison and Contrast is a form of communication that implies authority for the author, because it’s inferred that you need to have some superior knowledge to write it.

Next, pick a definitive statement to make. Take a stand on the subject, draw a line in the sand. In the example above, decide which option you’re going to back, whether it’s X, Y, or Z. It’s very easy to decide – go with the majority opinion (you should know this from your earlier research). But be decisive. People who are asking questions are looking for someone to make the decision for them. Being decisive implies authority. (But don’t overdo it – see Section 5 below).

4. Triangulate and Source

First, find at LEAST three supporting sources that back up your stance. Again, this is easy, because you’re going with the majority opinion. When I say “Source” I mean that you want to credit the source of the supporting material. If it’s authoritative (like a brand name or a resource well known by the niche), quote it directly. If it’s just based on the opinions of strangers, simply cite it generally. Example: “Several other enthusiasts also agree.” or “The readers on Site X tend to share this opinion.”

What this does is demonstrate the breadth of knowledge you have on the subject. You know where the resources are, and you know what people think. Note, it doesn’t say anything about the DEPTH of your knowledge. Depth comes with actual experience and expertise. But when we’re talking about our general audience of internet searchers, you don’t need to be an actual expert on the subject – just being an expert in where to FIND OUT more about the subject will work by proxy.

Be sure that when you express your stance firmly, you also give information as to WHY you arrived at this decision. This usually makes it really easy to mention your sources as well as convey the kind of factual material you would see in a non-marketing article.

You should begin to see now that the sense of authority in the article comes primarily from the “frame” around the facts. The facts are just the same, but when you firmly establish who YOU are relative to who the READER is, you create the leader/follower relationship that is key to making referrals and sales.

5. Respect the Minority Opinion

Now, earlier, I said to go with the majority opinion when you take your stance. The majority is rarely wrong, and even if they are, they’re still the majority, so you won’t find many people disagreeing with your stance.

But that doesn’t mean you should ignore the minority opinion. You shouldn’t support it, but you should state it, and present the common argument against it.

This is another tactic to demonstrate your breadth of knowledge. An uninformed writer would find it easy to simply go with the majority opinion, and therefore isn’t as trustworthy. That effect is amplified when you’re marketing because people will find your presentation one-sided and it will seem like cheerleading or railroading.

By including the minority opinion, you make people think you really do know your stuff and actually broaden your audience to INCLUDE people who share that minority opinion. They may not agree with you, but by acknowledging their opinion, you legitimize them, which again, builds rapport with your readers.

Another good trick is to be less forceful in your presentation of the minority than you are with your stance. Whereas your chosen majority stance should be rigid (i.e. X is clearly superior to Y and Z), you should be only mildly dismissive, and maybe even include faint praise for the minority (i.e. Y and Z are not really *bad* but they lack the features of X – hopefully the producers of Y and Z will serve their customers and add more features like X has). This demonstrates a sympathy and oneness with the consumer audience that will again, serve to garner rapport and influence.

In closing, remember: when it comes to writing as a marketer, keep it personal and direct. It’s less about WHAT you say and much more about HOW you say it.

Use the tips above and you’ll be amazed at how quickly you can become a “player” in any niche you choose.

STOMPER Speed Boost

SEO Secret Sauce

Tips for a Sounding Like an Expert

• Know Your Audience
• Identify Your Place In the Spectrum
• Pick a Topic and Decide Your Stance
• Triangulate and Source
• Respect the Minority Opinion

Stomper Buzz

Next Week’s Focus: Link Building

Stompernet Blog

At the same time, they shy away from it as the costs involved could represent a big expenditure on their businesses. PPC traffic costs for known keywords are not cheap any more and so most people tend to lose money on it.

Is there a way to eliminate monetary risks as much as possible with PPC traffic?

There are three key ways to accomplish this. If you stick to these core principles you will be able to create campaign after campaign, expanding your wealth accordingly.

1. Use desperate keywords

Do not pick generic information keywords. Keywords like “free information on (keyword)” , “No cost (keyword)”, do not guarantee a purchase but a gathering information search activity.

Instead, go for words like “comparison”, “buy”, “review”, etc. Also, use model numbers, book names and name of authors to get the best results.

These are the usual keywords people type in when they are ready or close to the purchasing cycle so you should concentrate on them for a better return on your PPC investment.

2. Testing and tracking for best results

Once you know where your money is being spent on advertising, you will be able to make changes that will greatly contribute to better returns of your money. Which clicks turned into sales and which ads get the most clicks and sales are only some of the methods used to gain control of your PPC campaigns.

If you do not have enough information on it, you will be running your PPC advertising department blind. You will also be paying for clicks which do not produce any sales.

Interested people that click into converted sales is what PPC is all about. And that is where the money is.

3. Spy on your successful competitors

This is the best way to cover yourself against high costs and risks on your online advertising.

How often are they running their ads? What message are they using on their ads? Are they promoting other affiliate products?

These are some of the factors to look for when spying on your competitors. They are already spending their money so get some advanced knowledge by spying on them on a proper way.

Once you have those three points covered, you should be able to get ahead on the PPC business game and you will seriously minimize the costs and risks of online advertising.

Do not forget to duplicate your efforts on additional campaigns once you have a winner. That is the right way of doing PPC advertising.

From The StomperNet Staff

“A Walk Through an AdWords Account & How to Interpret What You’re Looking at”

by Joel McDonald

FLV / MOV

If you enjoyed this post and want more, give TNE a try!

You will get great tips like this…and more…every month – and you can start right now for just $1.00!

StomperNet LIVE 11! – June 23rd – June 25th in Phoenix, AZ

Register Now

Stompernet Blog

The fact that you’re here tells me that you know enough about StomperNet to know a touch about what StomperNet is and have found some value in what we do and teach.

For the last (almost) 3 years, we have created over 100 millionaires due to the fact that we offer the best training on Earth related to how to grow your online business. There are a bunch of reasons why StomperNet has been able to give people the crazy results we’ve helped others create for their businesses:

• Our World Class Faculty delivering cutting edge techniques
• Professional Coaches ensuring members establish and work toward their goals
• 1400 hours of Focused, Expert Training across every online topic
• A Community of Brilliant Members happily helping each other
• The Best Live Events around
• Ultra-Focused Premium Level Courses

The thing is that it isn’t any one of those things that creates millionaires. It’s the combination. The system. All of these things together are the key to creating amazing success stories. Beyond the system, it’s the members that spend the time to find the answers to their questions inside of our massive library of training that make the difference. The actions they take dictate their level of success.

We know StomperNet works perfectly for the members we have.

I still became upset over where StomperNet stood. I realized that the time had come to make some changes.

The Elite level of membership we’ve maintained at StomperNet has left out thousands of people due to the cost of our Membership. Now, don’t get me wrong here, I’m not saying StomperNet has ever been overpriced. You could ask any member and they’d tell you that just isn’t the case.

I KNEW there was a way to make StomperNet available to ANYONE that wants to be successful online.

If that’s you, get ready.

Everything will become clear tomorrow – from our brand new set of Stomper Tools to the other crazy changes we’ve added into the program – know that it’s strategically designed to push you to success faster than you’ve ever imagined before.

Be here: http://stomper999.com at 9:09 am on Wednesday September the 9th.

You’ll be glad you did.

Brad Fallon,

CEO

StomperNet

Stompernet Blog

Would you like to listen in on a free live interview between me and a guy who has built a $25 Million per year business selling Information Products online?

Eben Pagan, on stage at StomperNet LIVE

On Tuesday the 19th, at 3 PM Pacific / 6 PM EST I’m going to be hosting a live teleclass with Eben Pagan, the creator of the “GURU MasterMind” training program for authors, speakers, coaches and others who want to learn how to publish and make money with Information Products online.

Eben has spoken to our StomperNet Elite at our LIVE Events several times, and I’ve even had him do special presentations for StomperNet affiliates – the stuff he shares is THAT good.

In fact, you know that whole “give away something great for free and make a bunch of money” thing I’ve been talking about for weeks?

We call it “moving the free line” and I learned it from Eben.  So there.

On this teleclass, Eben is going to share:

• The 3 Information Product “Mega-Niches” that make money consistently – and will for years into the future
• How to name your product so that it literally “sells itself” – and hits the “hot button” of your customer with just the name alone
• How to create an opt-in page that converts visitors to subscribers at VERY high rates
• How to organize your ideas into a book or other product QUICKLY (this formula you’re going to learn will make your information far more understandable to your customers – and more VALUABLE as well)
• How to write email newsletters and do email marketing… and get 50% or MORE of your newsletters written for free

…and much, much more.

You’re going to be listening in on a live conversation with someone that runs a $25 Million per year “Guru” business – who successfully sells Information Products in several different niches (with some products selling for as much as $10,000).

This teleclass is STRICTLY limited – and will be on a “first come, first serve” basis.

If you want to sign up, just go here and register NOW

If you’re ready to learn how to launch and grow your online “Guru” business, then join me for this live interview.

Register now, and I’ll talk to you on the teleclass!

Until next time,
Keep Stomping!

~Andy Jenkins

Stompernet Blog

Stompernet Blog

True Story:

Your AdWords Campaign is Smoking HOT!  Massive Click Through Rates with Huge Search Volume.

You just hit # 1 in Google for your Main Keyword Phrase, Organically.

Your Joint Venture Partners have TESTED swipe copy and their hands are hovering over the “send” button.

You unleash all your traffic at once and….

FAIL.   Your conversion rate is less than .05%.

This is true.  I know this because it happened to me.  And like a cheese grater yanked across the soft-fleshy part of your inner thigh…

Being stubborn with a large ego usually causes me “interpersonal problems”, but in this case it caused me to limp back over to Microsoft Word, flip on “Track Changes” and start tearing up the offending copy.

13 hours later (wired on Orangina and the occasional clove), I was ready to test again.

Conversion went from .05% to 6.38%.

Here’s what happened…

To begin, I’m pretty good at getting traffic, ya know – getting people to my sites.  But what happened here was I forgot to consider the “The Arrival Mood” of said people.

What you message your prospects governs how they will behave when they show up to your offer. I totally spaced on that little nugget and paid for it big time.  Don’t be like me.

Do this instead:

You can create buying behavior with just a few simple tweaks to your sales copy – and it doesn’t matter what you’re offering.

Here’s the first thing I did.  I stopped “selling”.

  I know.  Just hit ‘delete’ now, right?  Heh.  Seriously, I stopped selling and instead focused on how to CREATE DESIRE in the readers mind by focusing on what Freud called the “ID” of human nature. And what I mean is, the ID doesn’t follow rational lines of cogitation when it considers its next action.

BTW, neither does your prospect.

Think about this – every prospect that arrives at your sales message ALREADY has some form of desire.  The desire has already been created somewhere else.  And it was created NOT by the products FEATURES; it’s created by a FANTASY RESULT.

Fantasy Result?  Sounds kinda weird, right?  What I mean is – the result that your buyer absolutely LUSTS after is an emotional concoction based on a “Rescue Fantasy”.

If you sell acne medicine, the result of using that medicine will be the elimination of acne. That’s the reality of the product’s result.

Your buyer, on the other hand, visualizes that little tube of goo as his “enabler” to get a hot date to the prom.

He could smell like (wet) burnt dog hair, be constantly drooling and be sporting a rented tuxedo shirt with baby blue frill – but at that very moment, the tube of pimple goo (priority shipped and liberally applied) is going to get him a date with his own personal version of Cindy Crawford named Libby from 4th period chemistry.  A fantasy, to be sure.

Another example:

You sell camping gear.  And your new hot product is LED-based Coleman lanterns.  You turn them on, they light up (bluish-ly) and the battery lasts forever, kinda. They’re waterproof, don’t use explosive fuel or an open flame as a light source, and you take them… camping.

Your buyer, on the other hand is thinking about how he can once again let the kids have one, because the old-fashioned kerosene version of the lantern set fire to the $1,856 tent the family used on the last trip when a game of chutes and ladders went terribly wrong.

And…AND his buddy Carl (Buddies named ‘Carl’ know everything about camping gear apparently) says that the blue LED light doesn’t attract mosquitoes.

Carl is of course, WRONG about that (notice color of light from bug zapper…), but it sounded good and Carl wears flannel shirts to church so your buyer listens to Carl.

The point is, your buyer is definitely not thinking about the features of the product (who the heck cares how LED lights work?)

He’s probably not even thinking about the benefits of the product (LED Lights last a long time, are durable, and…blue – whatever).

What your buyer is FANTASIZING about is the dramatic (and sometimes unreasonable effect of something as simple as a non-exploding light source, and how using it will play out the next time he goes camping with the family.

It means that when his child starts yelling for him because he has to pee at 3am in the middle of the woods, Our buyer doesn’t have to unzip his sleeping bag, rummage for his slippers, kick/trip over his wife, unzip their tent, wait for the pilot to light on the exploding lantern, walk his kid to the public rest room….

…Because now, since the LED lantern won’t explode (even during a full-contact game of Jenga), his kids can safely have their own and walk themselves to the potty. And since Crystal Lake is a pretty safe campground, you sleep soundly.

New Lantern = Harmony.

We buy ‘things’ because we think ‘things’ will change circumstances important to us.

You have to tap into what those Rescue Fantasies might be to create LUSTFUL buying behavior.   And don’t worry about hitting the exact target of the buyer’s fantasy either…

…because if you get them thinking about MORE fantastic ‘circumstantial improvements’, you’re just feeding more into the desires that they’ve already created.

This short video shows how EASILY you can create Lustful Buying Desire

There’s 2 killer examples, so have a notebook ready to copy them.

Now, I’m off to fantasize how that treadmill in the corner of my bedroom is making me thinner just by looking at it.  And who knew they made such excellent clothes hangers, too?

Freud-ingly,

Andy Jenkins

P.S.  I’m hoping to have a VERY Cool update on the state of Search Engine Optimization for you really soon.  Leslie Rohde, Dan Thies, and Jerry West have been giving “The Google” fits with some of the shenanigans they’ve been…”getting away” with.

More very sooooon.

Feel free to forward this to a friend, partner, colleague, or persons named Carl.

Follow meeeee on Twitter:  www.twitter.com/AndyJenkins

Stompernet Blog

Can boosting leads by 5%, 10%, 15%... be THIS easy?

We hope you’ve been enjoying this little series of newsletters.  (If you missed them so far, they’re all here on StomperBlog.com).

Before I get to today’s newsletter (All about a LAZY way to get more leads TODAY) - I want to remind you about the teleseminar you’re invited to:

It’s called “Getting More Leads and Traffic – FAST“, and it will also feature FormulaFIVE creator Paul Lemberg and me.

It’ll be at 8pm Eastern TONIGHT (Monday, February 2nd), and you can find out more about what we’re going to talk about and register for the call here.

And, the best part – this call is totally free!  Join us tonight!

… Now, let’s talk about leads.

If you recall, last week I talked about how new business owners mistakenly focus their limited business development efforts on trying to get NEW customers.

We talked about the importance of fully monetizing the customers you already have.  They have more money to spend, and they already like you.

We’re going to look at a similar idea when it comes to lead generation.

The struggling business owner would LOVE to get more leads, but often, we have a million other things on our mind too.

We can just never seem get around to doing the things we ought to do, like exploring more business opportunities… aka leads.

But don’t go feeling guilty over it…

I want to suggest a “lazy” way you can instantly get an injection of fresh leads into your funnel, and it won’t take much more work than you’re already doing.

In the same way that most business owners are NOT getting the most they can from their customer base, you’re ALSO not likely maximizing the lead sources you already have.

Think about how you’re generating leads now:

• Pay Per Click
• JV Partnerships
• Affiliates
• Squeeze pages and opt-ins
• Phone blasts
• Fax blasts
• Cold calling

However you’re currently doing it – take a moment and reflect.

Could you bump any of your CURRENT lead generation strategies up just a tiny one or two notches?

Could you increase your AdWords budget?  Could you target more keywords? Could you make just one more partnership? Could you recruit just a few more affiliates? Could you make another squeeze page? Etc, etc…

Chances are, any of these avenues could EASILY bump your incoming leads by 5% to 10%, even as high as 15% right out of the gate.

No new sources, no new mechanisms needed to pull it off.

Just look at what you’re doing, and do it a *little bit* more.

Do it now.  Do it today.

I said earlier that leads are really just business opportunities.  That’s all – you’re just creating opportunities for people to decide to do business with you.

And because of that, it’s really a whole lot easier to scale what’s already working for you than it is to start mining a whole new source.

In fact, mining is a good metaphor.  A prospector doesn’t just pull a couple of gold nuggets out of the ground and move on.  They dig deep and get ALL of the profit they can.

You should be doing the same thing with your existing lead sources.

Repeated exposure to your business opportunities will make prospects more likely to become customers.

Multiple messages from you will help convince people of the benefit of doing business with you.

Repetition has a better chance of catching a prospect in a time of need, too.  Someone who didn’t need your products or services last month might be desperate for your solution today.

When researching new partners or recruiting new affiliates, use your current success to prove the benefits of working with you.

Often, the materials we need to grow our businesses are right in front of us, and we just tend to overlook them because we’re conditioned to be looking for the next NEW thing.

So do yourself a favor, and give your business a boost. 

Take some time out today and try to turn JUST ONE of your lead generation methods up, JUST A TOUCH.

Then I want you to come to StomperBlog.com and tell us about it.

And listen, if Lead Generation is something you’re really interested in learning more about, don’t forget about tonight’s call!

Paul Lemberg, creator of the FormulaFIVE business growth program, will be having a special teleseminar with me TONIGHT!

It’s at 8pm Eastern TONIGHT:  Monday, February 2nd.

You can register for that call here and get all the lead strategies your brain can contain – all from a guy who has earned his clients $327 million in additional profits in the last 15 years.

I think it will be worth joining us for the FREE call, don’t you?

Now, HERE’S something else you might be interested in.  We’ve got another case study video from one of our clients.

Meet Cheryl Antier.

Cheryl took our advice on really detailing the VALUE of her services, and going into deep detail about what’s included with her offerings, as well as how she stacks up against the competition.

The first client she showed her new pitch to is down for an EASY $10,000 in business for her!  Way to go, Cheryl!  Check out her case study here and tell us what you think!

FormulaFIVE – Module 3: “Lead Landslide”

Look, getting leads is vital to any business.  That’s why we’ve got a teleseminar tonight, that’s why we’ve got this newsletter today.

We even have an entire module in FormulaFIVE dedicated to getting MORE leads.  It’s that important (Top FIVE)!

The average small business uses just 1 or 2 ways to get Leads into their sales funnel. And usually 1 out of those 2 lead generators creates poorly qualified prospects that convert poorly – causing you to lose money.

Lead Landslide will show you 20 different ways to get more leads and prospects to your newly minted sales stacked, margin magnified machine.

Using Lead Landslide, you’ll be empowered to:

• Automate your lead generation – set it, forget it and watch it scale to the highest level you can handle. YES! “Set it and forget it!”
• Choose from a list of profitable lead sources to consistently yield qualified leads that result in sales and margin increases.
• Calculate the critical “Marketing Revenue Multiplier” so you can know down to the nickel exactly how much you should be spending on every lead you get… and when you’re spending way too much (You might be spending more than 45% what you should be) And, when you’re spending way too little.
• IMPORTANT – As you take action with the FormulaFIVE system, you might find yourself suddenly about to afford those “overpriced” Google AdWords clicks that you once thought were once out of your reach.
• Unleash the Fastest and Safest formula to create a systematic referral program to increase your leads by at least 20, 35, 50% or more.

There’s a ton more info about FormulaFIVE right here

Hope that helps!

Till next time!

~Andy

P.S. Check this out – we like Cheryl’s case study so much, I want you to hear in her own words:

“It just did one of those little paradigm shifts, and my frame of reference has changed.  And the thing I can’t believe is that this is only the first module.  I mean, I can’t wait for the rest of them…”

“I think you probably made me $7000 with this course just right now.  I’m figuring that I’ll easily add $150,000 this year.  Instead of only taking 6 weeks vacation in the summer, we’ll maybe take 8.”

“And it means getting to spend more time with the kids, and a little more shopping (shopping is always good), and also it means being able to give a little bit more to my favorite charities.”

There’s still time to get in on FormulaFIVE!  Use the “Recession Buster” plan to secure your spot.  Get it here

Stompernet Blog

Is your business "Frozen" in place?

Here’s a handy little checklist you can use to run your business:

1. Wake up and check emails.
2. Answer ordering questions.
3. Check support emails.
4. Check on fulfillment to make sure orders are shipping.
5. Check on Quality Control based on a customer complaint.
6. Check with vendors
7. Check with suppliers
8. Etc. Etc.
9. IF you have ANY time left, work on “business development”
10. Call it a day, go to bed, start again tomorrow.

If you’re like 80% of small business owners today, that’s what your day is like.

Stuck. 
Frozen.
Unable to move forward.

If you don’t change your operations TODAY, you’re going to kill your business slowly (and drive yourself crazy), by doing the same thing everyone else does.

What You’re Doing Wrong

From the time you start work until the time you quit for the day, you spend most of your time on fulfillment – making sure you meet your initial obligations to your first-time customers.

Whether it’s making sure your packages are shipping or following up on QC or support, most of your “work” time is spent on tiny, nitty gritty details of your business.

By the time you’re done, you have almost no energy or braincells left.

If you’ve got a small amount of time left over, you’re doing what you THINK makes sense for growing your business.

Your whole business development “plan” (if you could call it that) is all about finding NEW customers.

After all, NEW customers = more business, right?

That’s true.  It does.

But if you’re like 80% of other small businesses, you’re stuck in a vicious cycle just like this.

You get NEW customers, spend almost all your time fulfilling their orders, and then you get more new customers, and spend almost all your time fulfilling their orders, and then you get…

See what I mean?  The more customers you get, the less time you have to work on getting more – eventually you hit a FREEZE point…

You just can’t seem to grow your business, and you don’t seem to have ANY time to even think about why.

Well we’re going to fix that right now.

Tattoo this on your arm (or at least commit it to memory).

A NEW customer is the HARDEST kind to sell to.

…

Well, DUH!  Sure, everyone in business who knows anything knows that.  In fact, I’d say that almost every person suffering through the above scenario “knows” that fact too.

But it doesn’t do them one bit of good because they are in the FREEZE – they don’t have time to do anything different.

I even just heard some of you say it:

“That’s great and all, but I don’t have time!”

Here’s how to break the vicious cycle.

If you remember yesterday, I told you about making your customers feel like they are SMART to buy from you, and that their purchase was a SAFE transaction.

Well that can be an uphill battle.

But once you’ve won that victory, you can (and SHOULD) continue to trade on that “warm fuzzy” feeling you’ve created for your customer.

Unless you DON’T want to make as much money from as little work as possible…

But like we stated before, most business owners are way to preoccupied with focusing on fulfillment of their initial sale.

They never even get around to developing a portfolio of offers that they can make sequentially to the customers who already know, like, and trust them.

They’re easier to market to than new customers, too.  You’ve already got their contact information, and you know what they’ve already bought.

And best of all, they’re easier to FULFILL than new customers.  They’re already in your system, you’ve already ironed out any issues they may have had with their first order.

Hopefully, they’re well satisfied, feeling SMART, SAFE and happy, too!

So the next time you get a spare minute to work on business development, try to come up with the SIMPLEST, FASTEST additional offer you can make.

Upsell, Cross-sell, Bundle, whatever – just get ONE more item that you can sell to the folks who have already bought from you.

The key is SIMPLE and FAST.

I’m not saying you need to lower the bar when it comes to quality, but you don’t have to try nearly so hard to keep them happy with your subsequent offerings.

They’re no longer a skeptic, and they’ve lowered their defenses.  You’re no longer one of “them” – you’re on the inside of their circle.

So by shifting your focus onto your EXISTING customer base and selling more to them (even just a tiny bit), you will actually REDUCE the amount of time you have to spend focusing on fulfillment yourself.

And considering how easy it is to automate the process of marketing new offers to your existing customers, you’ll be making even MORE MONEY at the same time.

My suggestion for what to do next?

Use some of that extra cash to HIRE HELP to handle ALL the fulfillment day-to-day hassle.  Get yourself out of that J.O.B. at your own business and get a little taste of FREEDOM.

What you do with it is up to you, of course.  You can just slack off with that free time and extra cash, OR…

You can reinvest your time on MORE “big-picture” activities that will REALLY grow your business and your bottom line.

Once you’re maximizing your income from every customer you have, THEN it’s time to focus on getting new customers.

You’ll simply have way more resources to work with – more time to spend and more cash to invest in marketing, lead generation, and everything else.

How can this plan work for you?  Just like this:

Check out Scott Voelker – we did a video case study with Scott just the other day so we could share it with you.

Due to his application of our FREE video tutorials, he was able to increase profits on a new product he had developed and pocket $5100 dollars in PURE PROFIT in just a few days.

Now he’s got the ability to focus on the next step in his business – focus on REALLY building up his profits from his existing customer base.

After all, he’s been in business for a decade – that’s a lot of leads he ALREADY HAS!  When he rolls out the membership site idea he’s working on, he’ll be rolling in CASH, too!

Check out his video to see how his life has been improved just by making this small change in focus, and how he’ll grow more in the next YEAR than he has in the past TEN.

That membership site that Scott’s developing is just ONE of the many techniques to get a bigger share of your current customer’s wallet that are included in the FormulaFIVE Sales Stackers module.

Sales Stackers will give you a vast array of detailed techniques that you can use to sell your customers MORE products – without any blow-back. In fact, they’ll practically BEG you to sell them more.

“Sales Stackers” Action Blocks will show you how to:

• Apply 11 Seductive Techniques to dramatically increase Customer Loyalty.
• Create monster back-ends using 5 different methods, any one of which could easily double your total business revenue and every one of which could exceed your front-end revenue.
• Never again upset a customer by offering them the wrong up-sell, cross-sell, post-sell, back-end, or loyalty (yes, loyalty) offer.
• Deploy an advanced “Recurring Revenue Coverage” model that causes Pure-Profit Transactions to occur.
• Pay 3-5 times the amount your competitors pay to acquire a new customer and STILL generate more profit than your competitors.

Scott, all the other F5 members, and heck – anyone else who wants to join us now…

Get ready to make more money than you EVER thought possible WITHOUT having to chase down new customers.

FormulaFIVE clients have gained anywhere from 5% to 50% increase in NET profits by implementing JUST ONE of these action blocks – how big an impact could it have for you?

There’s a ton more info about FormulaFIVE right here.

Hope that helps!

Till next time!

~Andy

P.S. Check this out – from a new FormulaFIVE client who started last week:

“What I did in my business was created products for upsell and cross-sell.  I’m coming from brick and mortar business into the internet.

On my teleclass I announced my upcoming webinar but what I did differently was expanded the value of taking the class (Vision Mapping).  I showed how it would be free after successfully learning and useing the systems of the mapping technique and how this process could be used over and over again.

I had 6 people sign up for the class and the bonus coaching which comes to over $900.00 (well over my first payment for F5.)

Then I just received a call today asking me to do a health function at a notable location in Washington DC, and I had a meeting yesterday that brought me 3 other clients at $1200.00 each.

These same people have expressed heavy interest in becoming members of my 4 tier leveled membership (level 2) which is $100.00 a month investment on their part.

Estimated time is 3 hours plus watching videos 1-3.  Let me shoot this off to make the deadline!”

- Jesue C. Walker

FormulaFive is filling up fast!  Use the “Recession Buster” plan to secure your spot before it’s gone.  Get it here.

Stompernet Blog

When we say "H.O.E." - We mean "Heroic Ownership Experience"

You should block out as much time as you need to execute these techniques because — well, you’ll make a lot more money if you do them.

First of all, I want you to think about this statement:

“Shoppers think that their needs are different from everyone else’s”.

Do you agree?

Tell you what: The next time you go shopping for a discretionary product (one that you wouldn’t normally buy unless you had a special need or there was a special circumstance), try to write down what’s going through your head as you consider a purchase.

I do want you to try that, but I’ll go ahead and spare you the suspense.

Shoppers think that their needs are UNIQUE.

They Are Not. Let me explain…

Here’s a list of what your prospects are thinking about while they consider making a purchase:

1. Will it do what it says it will do?
2. Will it be easy for me to use?
3. Will it take a lot of my time to work?
4. Is this the only solution to my problem, or will it require
others?
5. What if it doesn’t work?
6. What if something goes wrong?
7. Can I afford it?
8. What will my friends, family, or peers say?
9. Do I really need it?
10. Am I sure that I know enough about it?
11. Am I sure I know enough about the company selling it to me?
12. What if this is not the right version?

And no matter who they are, or what product they are buying – those questions occur during their decision making process.

Please notice the following about those questions:

There are virtually no questions about the “up side” of ownership.  They’re all based on Failure or Risk Scenarios.

Now I’ll ask you the Sixty Four Thousand Dollar Question:

Are you letting your prospects into your sales process without answering all of those questions?

Here’s another one – are you trying to answer those questions with just the features of your product?

If you even hesitated answering (BTW – no one wants to answer ‘yes’ to a question that makes them feel silly) then you’re losing a LOT of sales.

Not to worry – I have a solution.

———————-
Sell your H.O.E.
———————-

Your job is to sell a “Heroic Ownership Experience”

There’s 2 parts to this:

Before you can even begin to “close a sale” (and this goes for online AND offline companies) you have to persuade the prospect of these 2 things:

Their purchase is SAFE, and it is SMART.

Answering every one of those 12 questions will leave the prospect feeling that they’ve made the right decision, and that they’ve eliminated as much risk as possible because they’re buying from you.

But that’s not all you have to do to “Sell the HOE”.

In our case study, Dave did a half-days worth of work on product positioning and his company’s sales process.

The result was an extra 68% Net Profit from one of his product lines.

Here’s what he did:

He worked on his Company Value Proposition AND his Product Value Proposition.  Very simply, he answered all the questions that a customer has (from that list above), but he answered them in a very sneaky way…

He simultaneously made the customer feel SMART and SAFE all while introducing the feelings of Excitement and Desire.  When you do that, you have sold the Heroic Ownership Experience.

You’ve sold your HOE.

Here’s a little template for you to use:

Say that the prospects question is “Will it be easy for me to use?”  The answer is not JUST “Yes”…

You tell them:

Advantage: “In our tests, the vast majority of customers are up and running within [a short time frame]“
Advantage: “We’ve create an easy set of Step-by-Step instructions that will get you [benefit]“
Benefit: “Using this [product] is so easy that you’ll [get a huge benefit] so you can [get more time to do more or something else with another benefit]“

Here’s a practical example:

You’re thinking about buying a Learning Remote Control.

• “And don’t worry, this LRC is so easy to use that the vast majority of our customers are up and running within 7 minutes!
• That’s because we’ve created simple, step-by-step illustrated instructions and put them in every package – just follow the steps, and in less time than it takes to make a cup of coffee, your LRC will make that clutter of other  emotes obsolete!
• With your LRC, you’ll save 70% on those expensive batteries, never have the frustration trying to find a stray remote at that critical moment, and automate your media or home theater experience just like those huge & expensive custom installations have – but at less than a fraction of the price.”

Do something like that (and BTW, a half-hearted attempt is superior than no attempt at all), watch your conversion rates SOAR.

Once that’s done, you’ve got to…

———————
PIMP your H.O.E.
———————

When you offer “Positive Impressions from Multiple Persuasions”, the Heroic Ownership Experience becomes MORE REAL.

It’s very simple to do – simply run down that checklist and create Excitement and Desire by making your prospects feel SAFE and SMART.

This is truly a step-by-step process. Don’t over think it.  You don’t need to worry about its effectiveness. It works every time like gangbusters.

You just PIMP your HOE.  (Look, I’m already headed to the lake of fire… I’m just sealing the deal with this newsletter… 

Dave Lorrez Video Case Study is quick and to the point, and you should check it out.  Just a heads-up warning: The handful of people that have seen it usually respond with “He makes it sound kind of too easy…”

GOOD!  Because this stuff IS easy!

What’s not easy is overcoming the innate human proclivity for non-action.

Meaning – Just do it, and worry about figuring out why it works later.  Trust me – I’ve done this before.

Have a look at Dave’s Video Case Study here.

——————

Question from a Subscriber:

“Andy, I’m already impressed with Margin Magnifier (Module 1 from FormulaFive), but can you tell me a bit more about Module 4 – Conversion Control?”

Sure thing:

Conversion Control reveals never-seen before techniques that will transmogrify leads into paying customers who buy more, buy more often, and remain customers longer – far longer than a typical customer.

“Conversion Control” will show you:

• The essential 14-Step Customer Closing System that EVERY business needs because without it, you lose sales in droves
• Create the most powerful sales copy for any product according to a precise formula that has been proven to skyrocket your conversion rates.
• Avoid the biggest mistake that virtually everyone makes when creating their guarantee.
• Discover a radical new prospect attention-grabber to elicit the maximum response, almost as if the message was written specifically for them.
• Uncover testing and measurement strategies so powerful that you can practically predict the outcome of a campaign before you show it to single prospect.
• Have secret-agent quality intelligence about your prospect’s true needs, goals, and exactly what will make them buy from you now.

There’s a ton more info about FormulaFive right here.

Hope that helps!

Till next time!

Andy

P.S.  This is why you never give up.  I just got this from a client:shopp

Matthew Jones of Brisbane AUS – in his first week in FormulaFIVE:

“I made just a minor change to an email that I send out – the additional paragraph that I added was…attempting to get them thinking about how long (hours and days) they spend now and what it would be worth to them if it only took 5 minutes – well this worked a treat.

The product usually brings in $15,000 per month but after the email has brought in 24 sales in just a few hours and $7,488. Not bad for 10 minutes work to tweak my auto-responder emails.

This is on top of the $8,000 I did during the Formula5 pre-lauch with the ‘Zombie Reactivation’ email. So the 2 emails combined have given in 1 week what would normally take 4 weeks.”

FormulaFive is filling up fast!  Use the “Recession Buster” plan to secure your spot before its gone. Get it here.

Stompernet Blog