#1 Reason why Internet Marketing Fails
By Terry
Dean
I am
always amazed when I discuss marketing
techniques online with other internet
marketers that MOST of them are missing the
key ingredient I find in my own online
success.
They
usually are well focused on producing internet
traffic or on writing good ad copy (which are
both key ingredients to success), but then
they leave out what I consider to be the most
important tool of all online...Follow-up.
Almost
every one of them without fail tells me when
follow-up comes up, "I have auto responders"
or "I answer all of my email." Well, good for
you. That isn't follow-up though.
Making the
sale will usually take you 5 to 10 contacts
with a prospect. The recognized number we all
quote is 7 contacts. So, if it takes at least
7 contacts with a prospect to make the maximum
number of sales of your product or services,
what are doing to make sure you reach that
number with EVERY prospect?
You cannot
take a passive approach to marketing and hope
that if someone is a real prospect, they will
come back to your website later to check it
out again. That is financial suicide! All of
your marketing has to be active...In other
words, YOU are the one who has to make sure
you reach at least 7 contacts. Don't even
consider leaving it up to your prospects!
We have
the most powerful tool in the entire marketing
world only available to us online...yet only a
small portion of us are taking advantage of
it. That tool is Email. Is there any other
tool where you can follow-up consistently with
dozens or even hundreds of prospects EVERY day
of the week and not spend a single cent extra.
If you
followed a daily follow-up system in direct
mail, you would quickly mail yourself right
into the poorhouse. The same thing would occur
with telemarketing. With email though, I can
send hundreds of follow-ups for FREE as often
as I like. If you are not following up on all
of your prospects online, don't make excuses.
Change it or admit that you are too lazy to
care about the success of your business.
Make a
commitment that today you will follow-up. I am
asking for that commitment to be made to me
and to yourself. Plus, I am going to help you.
Below I am going to detail the three most
important steps for getting started in email
follow-up so that you will have a base to
build upon.
1) You
have to capture the email address.
This is
the very beginning of your marketing process
and I make it a chief priority in all of my
website's designs. Take a look at my website
at http://www.bizpromo.com and notice how I
give you a chance to subscribe to my
newsletters, hit my auto responders, fill out
forms with your email address, etc.
Everywhere
you try to go on my website, I am giving you
another opportunity to give me your email
address. This is all because I know that real
internet marketing begins when you give me
your email address!
(NOTE:
Throughout this whole report I am referring to
only following up on prospects who first
contacted you and gave you their email
addresses willingly. I don't believe in using
SPAM to promote your business, because you
will offend people, lose your ISPs, and lose
your reputation online if you start sending
unsolicited bulk email)
2) Buy
& Learn How to Use High Quality Email Software
Although
you may start off with low or no cost email
software which is included with your browser
or with your computer. I recommend changing it
to professional email software. I personally
use Eudora Pro version and can recommend it to
you. That is not the only one out there, but
it is a great one to get started with.
The key
element of using this type of software is that
you will be able to manage hundreds of email
addresses, sort mailboxes, and assign address
books for follow-up. You will be able to add
all incoming requests for info into special
address books so that you can follow-up on
dozens or even hundreds of prospects all at
one time.
I don't
want to get into a complete study of the
software programs here, so I recommend that
you actually pick up and read the email
software's manual. It will take some time, but
you will find that your email software's
features can quickly become your biggest time
saving feature in your online business.
3)
Learn the skill of making offers
Here is a
simple technique for getting you started in
email follow-up correctly and consistently.
Have your first offer or sales letter prepared
on an auto responder or as a automated reply
in your email software. Collect every request
for that information into an address book for
follow-up.
Then,
begin mailing out to that address book your
follow-up offer daily. The simplest way of
doing this is by sending the same sales letter
(We don't want to confuse your prospects), but
attach a new paragraph to the top of each
outgoing message everyday.
On this
paragraph, you could do a scarcity offer or an
email probe. A scarcity offer at the top of
the email would look like this:
"ONLY 5
MORE LEFT IN STOCK...The first five who turn
in their orders today will receive a...."
Then, go
on to describe exactly what your prospects get
if they order today. Then, the next day you
could do the same thing, but list "ONLY 3 MORE
LEFT..." and continue through with scarcity.
The other
technique is to actually put a paragraph on
top of the email saying that your surprised
that you haven't heard from them yet and you
wanted to know if they had any questions, etc.
Follow-up
can be just that simple. Include the same
sales letter, but change the top paragraph in
every letter you send out. Then, keep it up
with each of your prospects until they buy or
they tell you to stop. If someone asks you to
quit following up, simply remove that address
from your address books and continue with the
rest of your prospects.
Learn and
follow this technique in your online business
and your sales will double or triple in the
upcoming weeks!
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