As a newbie marketer there are many reasons why you get frustrated so easily and feel like you have done “everything” and cannot get a sale if your life depended on it. I have to tell you selling anything is hard even if we are talking about selling pencils. It takes a great deal of intestinal fortitude, which few people posses even you. That’s okay because selling is not for everyone. You have to understand some things about how to sell your product or service. Prospects love to buy and hate to be sold. I have mentioned this previously, but it cannot be said enough. Selling is a process and you need to be patient.
Consider this sales statistic…
In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts – according to TeleNet and Ovation Sales Group.
What does this mean for you in terms of your marketing? It means that for your message and/or email to hit home and resonate with your prospect it is going to take awhile before you have their attention. Your prospect may come to your blog 8 times before they leave a comment and/or share what you have written. Now is this information hard and fast? No. The point is it takes many times for you to reach your prospect.
I have so many stories to tell you that I can write a novel, let alone a book! In the early part of my sales career I sold cleaning and janitorial supplies to cleaning companies who cleaned large grocery stores and retail chains in Jacksonville, FL. For this particular prospect they cleaned nationally known office supply stores in the area. Why do I mention all of this? This prospect had the potential to be a big CUSTOMER and bring me a lot of business. First, I had to go to a half dozen stores before store management within those stores could tell me who did their cleaning and floor care. Pretty ironic that the majority of them did not know who cleaned their stores.
I finally got the name and phone number of their contract cleaner. I called the owner of the company 10 times before I was able to speak with him. After the 10th time I was able to get him live on the phone and we set up an appointment to meet and talk.
How long did it take me to get to this point?
From start to finish as far as getting the information on who I need to speak with and setting up the appointment to talk it took 1 year.
Kurt, How does this relate to internet marketing?
Simple my friend. If you have accumulated a list of prospects whether you have captured those prospects on your blog or purchased them i.e. solo ads – it takes time for you to REACH them. It is going to take multiple attempts before they open your email, let alone exhibit a desire to interact with you. Who knows you may email someone for a year and even though they open all of the emails you send, they may not engage with you until after a year or longer.
Same can be said for your blog as your prospect may be visiting your blog on a regular basis, but not interested in buying anything from you until after stopping by for a year or more.
Not every prospect is going to be like this, but a majority of them fall within this camp especially in the make money online niche.
Does this make sense?
Can you see why it takes so long to sell products?
Can you relate to this story?
70% of people make purchasing decisions to solve problems. 30% make decisions to gain something – Impact Communications.
Are you solving a problem your readers are having with what you are offering?
Is there a need for that product or service in your niche?
What you have to remember here is that you need to do some research on whether you can answer “Yes” to both of those questions. If your research checks out then market that product to your audience.
Warning: Just because your research checks out does not mean you are going to be successful, sell a ton of products and make trucks loads of cash. You need to run a test to see if people actually buy from you. By doing so you can make tweaks either to your product, or how it is presented, etc.
What do I mean by research?
Go to forums
Here is an example of people who are having problems and have posted in Warrior Forum looking for answers to solve their problem. Does your product solve this problem? The point here is that you want to offer a product that solves a problem.
As we have already talked about a majority of individuals make buying decisions to solve problems.
This may seem like common sense, but start to type into Google what problem your product is going to solve.
Here is what pops up when I start to type
How to make money
I would suggest you read other blogs to get an idea of whether the problem you are trying to solve is common – meaning everyone has that problem and there are a number of people out there solving it already. If that is the case do not fret as you can still solve that same problem, but you need to offer a solution that is unique. A new twist if you will that your audience will want.
Who should you read? There are a gazillion blogs in the blogosphere and I don’t want to give you a brain freeze, so I am going to list a couple for the sake of this discussion.
What are your thoughts so far?
Give Your Product Away
Wait. What? Give my product away? Yes, that’s right. Once you have gotten all of your ducks in a row – after research is complete and your product is created give your product away for free. I would do so with the following stipulation:
You need feedback from those whom you gave your product to!
Do you give your product away to everyone? No. Of, course not. That wouldn’t make any sense now would it. I would pick 5 to 10 people that you know and trust that will give you honest feedback on the product and/or advise you to what changes you need to make to your product to make it better and get more sales from your audience in the end. Also, think of it this way.
Do you buy a car without test driving it first?
Are you more likely to buy a new type of food or drink if you tried a sample?
Does your product work?
My circle of trust believes it will work, but how about my audience?
Example of How Giving Your Product Away Makes Money – A lot of it!
Back in 2003 I sold a product to eye doctors that was used to clean contact lenses. How this process would work is I would convince the doctor to give a sample of my product to his patients instead of my competitors.
A common problem among contact lens wearers is discomfort and dryness, which in turn can lead to a patient to “dropout” and stop wearing contacts all together. Discomfort is a huge issue. This can significantly impact a doctor’s bottom line as he loses the revenue associated with the contact lens sales if a patient drops out.
The number 1 reason – 50% of contact lens wearers drop out due to comfort issues – Review of Optometry.
The benefits of my product could significantly help cut down on the number of contact lens dropouts. By the doctor recommending my product, giving his patient a sample and having the patient try it, 70% of the time that patient was more than likely going to purchase that product after trying it. Why? Because the product performed how the doctor said it would, but the patient experienced those benefits themselves.
The product solved a problem!
The process of sampling took this product from $3 million per year and built it into a $50 million dollar brand in 3 years!
Now in this example I just shared with you it involved having to manufacture samples, ship them, and employ all the overhead – i.e. manufacturing, shipping, all inside and outside sales personnel. Even with all of those expenses the company made millions on this product.
Chances are your product is going to be digital so you won’t have to incur all of that overhead and for you to send a “sample” will be cost effective.
Does this make sense?
Do you follow?
To be clear I am not saying give away half of your product or a tiny piece as chances are that is not possible for you to do.
Give away the whole enchilada!
Let me know how this works for you by leaving a comment for me. I can’t wait to hear what your experience has been with this tactic.
Be Seen. Get Yourself Out There.
What do I mean by this?
Be active in commenting on other blogs within your niche and outside of your niche as well (don’t spend too much time here, but a little will help). When you comment make sure to add to the conversation and not just say “great post”. Comment consistently and make sure you include your email and select to be notified when the blog owner replies to your comment.
If the blog owner asks you a question you want to answer it to keep the conversation going. Two reasons why this is important:
- It’s common courtesy to reply back to someone when they ask you a question.
- This is how you develop relationships with people.
Guest posting is hardly new in the blogosphere, but it is a great way to get your name out there and be seen on a large scale. It will take a little while before you get to this point, but as you go your chances will increase especially if you are producing content that rocks.
When you produce great content you are more than likely to be asked to guest post on other blogs. Instead of waiting to be asked – be aggressive ask the blog owner if you can guest post for them. Not all blog owners accept guest posts. Typically they have a process in place for you to submit your post for consideration and/or a list of requirement requirements.
Engage on social media
What do I mean?
When someone tweets your blog post. Send them a tweet thanking them for sharing. Here is an example of that.
When someone follows you on Twitter. Thank them. I show you how to do that below.
The purpose of social media is just that – be social. Get out there and interact with your followers and trust me you will be seen. Another reason to do this –
NOT many people interact like this, which makes you stand out from the crowd. So do it!
I know this is a little thing, but trust me when I tell you it is all about the little things in business.
Quick Story…. I Promise
In September of 2014 I met with an ophthalmologist (FYI…eye doctor who performs surgery and treats diseases of the eye). The product I was discussing with him was a diagnostic tool that is an EKG for the eye – tells you how the eye is functioning, much like an EKG for your heart. The product in question costs $52,000 – high ticket item. We discussed the clinical and financial benefits and the doctor was interested in buying and implementing into his practice soon. This doctor was going to a trade show at the end of October and wanted to take a look at the machine while he was there. He said to follow-up with him after the show – send him an email.
I sent him an email and asked him what his thoughts were. He replied to my email and had quite a few questions that needed specific answers, which took some phone calls to get answered. Also, he asked if I can offer him the same trade show pricing. I replied to his email promptly (within an hour) answering his questions in detail and indicated I can offer him the same deal. As a result he bought.
The takeaway here is not the sale but rather, by replying to him promptly he said, “I appreciate your prompt reply. No one in this business responds like you have and that is going to serve you well.”
Replying promptly to an email is such a little thing. Again, it’s the little things that make a difference and most people do not do them. So don’t be like everyone else do the little things as they make a difference. The story I shared with you is living proof.
Sorry. I lied. That story was not real quick, but do you get my point?
Give me an example of a little thing that you have done that has made a difference?
Now back to interacting on Twitter – continuing our conversation before my quick story.
This little tip is a great way to get yourself some exposure and the best part is it takes a few seconds to do – especially on Twitter.
Can you employ this tactic for other social media outlets like Facebook and Google+?
Absolutely. A word to the wise though – don’t spend all of your time on social media. Less is more my friend if you know what I mean.
Alrighty then. That is a wrap on this blog post for this week.
Let The Conversation Begin. Ready…set…go!
What are your thoughts on what we have discussed today?
Did you find this information to be helpful to you? If so, what part?
I am anxiously awaiting your comments. So don’t be shy.