Author Archive | Bonnie-Lynn Casselton

You already know that adding bonuses to an offer can increase your sales. But did you also know that the wrong bonuses can actually DECREASE your sales? That’s because it muddles the offer and confuses the customer.

Here’s the 4-part test I use that almost guarantees I choose the right bonuses every time:

1. Does the bonus have a high perceived value? Or a value the prospect cannot determine? Answer yes to either one and it passes the first test. For example: If you’re selling investment advice, then offering a video of insider’s investment tips from the author of the product can have a very high perceived value, while offering an investor’s dictionary (information that can be found with a quick Google search) would have a very low perceived value.

Another example is offering an ebook that currently sells for $97, versus one that sells for $5. Be sure to show them the actual page where you are selling the $97 ebook, and also make sure no one else is selling that same ebook elsewhere for less.

2. Is the bonus unique? Offering a special ebook written by you is unique, so long as you haven’t sold the resale rights. Offering a resale rights product available all over the Internet is not unique. TIP: You can refashion a PLR product into your own unique product – with a unique title and cover – so even though the info is not entirely unique, it does appear as though it is. Is this ethical? I’ll let you decide.

3. Is the bonus relevant to the product being offered? If you’re selling a coffee maker, then a coffee bonus is relevant. Same thing if you’re selling coffee and you give away a free coffee maker (one company made a fortune doing exactly this.)

At a loss as to what to offer? Look at your main offer and then ask, “What’s missing?” It might be a set of instructional videos, or a way to double the effect of the main product. Or perhaps it’s personal coaching, or a webinar to answer questions and help the users get the most out of the product.

4. Is the bonus desirable? The more people want your bonus, the greater the number of prospects who will purchase your offer – sometimes just to get the bonus. For example, if you’re a well-known copywriter, you can offer to polish one of their sales letters as a bonus when they purchase your $997 course on how to write sales copy.

Apply these bonus hacking tips when you create your next product, and you’ll sell more!

To double your revenue, we’re going to presuppose that you first of all have revenue from something you’re selling, be it your own products, resale rights products, affiliates, etc.

Let’s say right now you’re selling a $17 ebook and video course. You might be paying for your traffic or getting it in other ways, it doesn’t matter at this point.

Now watch carefully – this is a two step process. Mind you, you could simply do step 1 and ignore step 2 and it will increase your revenue. But we want to DOUBLE your revenue or better, so I highly recommend doing both.

Step 1: Build up your backend. That is, offer upsells and one time offers on all of your deals. This step alone can greatly increase your revenue, and this doesn’t have to be your own products. Go buy resell rights to products related to your $17 deal and offer those.

Now tweak your sales funnel to maximize that backend.

You want it producing as many sales as possible, and simple tweaks can sometimes result in startling increases in your conversion rates.

Step 2: Use some of your increased revenue to purchase more traffic. These days you probably want to avoid Google Ads because they’re heavily into slapping and banning, but there are plenty of other places you can advertise, such as Facebook, Bing, etc.

What’s that? You’ve never paid for advertising and don’t know where to start? Like anything new, there is a learning curve. Spend an hour a day on it and within a year you will be a bonafide expert.

Start out slowly, spending maybe $10 at a time, and work your way up. Remember, because you’ve added an entire backend to your sales system, you are already bringing in a lot more revenue than you were. By leveraging this money into yet MORE traffic, you can make more money still.

Frankly, if you’re already selling anything online consistently, focusing on these 2 simple things (improving your back-end upsell to provide more value for your customers, and expanding your advertising to reach more customers for your product that is already selling) is the only thing you need to focus on to double your income, or possibly more…

There is so much misinformation out there on article marketing, I want to try to set the record straight. Granted, some of this misinformation has been repeated so many times that you may be incredulous by what I’m about to tell you. Then again, you might be one of the savvy ones who see through the nonsense of article spinners and the like.

First myth: If you post an article on your website and again on Article Biz (or any other article directory) then you’ve got to significantly rewrite it so that it’s not duplicate content, right?

Wrong.

So long as it is ORIGINAL content, as in it’s your own content (whether you wrote it or hired someone to write it) you can post the exact same article on your own website and again on the article directories. That’s because Article Biz doesn’t care if the article has already been published — as long as it is credited to the original author.

And as far as I know, this holds true for every article directory. If there’s a directory out there demanding unique content, then they don’t know what they’re doing. It would be like asking the Beatles for a unique version of Yellow Submarine before a radio station would play it. It’s just plain crazy.

Second myth: You should publish your article to the ezine directory first, and once it’s accepted then you should publish it to your own website.

Rubbish.

Why would you give your own original content to an article directory before your own website?

If you’re thinking it somehow helps with SEO, it doesn’t. If you’re thinking they won’t take it if it’s already on your website, see above.

You publish it to your own site first to make your site the authority site and to give your site the link juice.

Your main goal in publishing articles to article directories isn’t SEO and it isn’t getting traffic from the directory. It’s to get relevant authority sites to pick up and publish your content, thus giving you valuable backlinks and yes, targeted traffic.

Third myth: “But if other websites are picking up my article, isn’t that duplicate content?”

No. Before the Internet, when the Associated Press would write an article, that article could be picked up by hundreds of different newspapers, with each paper printing the exact same article and byline.

Enter the Internet. Just like the AP, news sites generate content that is then picked up by hundreds of different websites. Each website posts the same identical article with the same byline. It’s called syndication, and it’s perfectly fine. You will NOT be penalized in any way for it, and it can provide valuable backlinks and targeted traffic to your website.

How does Google perceive syndicated content? When a particular article appears on multiple websites, Google perceives it as being POPULAR and adds SEO weight to it, depending on how many instances it discovers. And if it finds your content on high PR and authority sites, it gives it even more weight.

So with those 3 myths officially debunked, stop being held hostage by fake news and get to work on getting your own article content published, circulated and syndicated online!

Do you want to close more sales on your website? Then you need to answer more objections. If you were selling vacuum cleaners door to door, you’d find that prospects have questions they need answered before they will buy. Those questions are actually objections, and a skilled salesman will welcome them and answer them in such a way that the customer is more than satisfied with the answers.

Of course on a website we don’t have a star salesperson closing prospects, so we’ve got to rely on content to do it for us. Usually this is in the form of a sales letter, but the typical sales letter is rather lengthy. This is good, in that they cover the main objections and do a good job of explaining the benefits. But if a customer has a particular question, making them scroll through this long sales letter to find the answer may actually lose you the sale.

Imagine a customer on the brink of making the purchase. They just have one question, something that will be the deciding factor on whether they whip out the credit card or close the page. They’re busy, and they want the answer now. And no, they don’t want to scroll all the way through your sales letter 2 or 3 times searching for the information.

Solution? A Frequently Asked Questions section. That’s right. Adding an F.A.Q. to your sales process can increase your sales – sometimes dramatically. And it doesn’t have to be on your sales page. Installing a prominent F.A.Q. link to the top and bottom of the page is effective. So is having a F.A.Q. section either within the sales letter itself or off to the side of the page.

What should be in your F.A.Q.? Two things: First, all of the information a typical customer needs to make a decision. This includes what’s included in the offer, the major benefits, the price and guarantee, what they can expect, time frame to get results, etc.

Second, your F.A.Q. should include all of the questions you repeatedly get from prospects. These might be things you wouldn’t think they would ask, but they do, such as, “Does this work outside of the U.S.? Do I need to purchase anything else to make this work?” Etc.

Think of your F.A.Q. as a living, growing thing. Any time you think of a question that should be added, do it. Any time someone asks you a good question, add it. Typically, the better your F.A.Q., the more sales you will make.

I received an email the other day from a young man who has created six different products in four different niches – and sold a total of 37 copies. Not 37 copies of each – 37 copies all together. One of his products didn’t sell a single copy.

Should he quit? Most people would say he’s obviously in the wrong line of work and should do something else. I say that’s incorrect, and here’s why:

Anyone with the perseverance to continue creating products even though he’s not making sales is going to eventually be successful. Obviously he’s not afraid of failure – if he were, he would have stopped after the first product. And he’s got the drive and determination to keep going, even when everyone around him tells him to quit. Heck, even his sales are telling him to quit, yet when he emailed me he said he was working on his seventh product, and by the sound of it I think he’s got a winner this time.

There was another fellow by the name of Eddie who wanted to be a jockey something fierce. When he was 15 years old he traveled to Kentucky and went to work at galloping horses for $15 a week. But his boss told him that he was not good enough to ever be a jockey, so Eddie hid his tears, told his boss goodbye, and headed to California.

There he found a job with horse trainer Clarence Davison, who let Eddie ride in a race. Result? Eddie lost. He lost his next race, too. And his next.

In fact Eddie kept racing and losing for eight straight months, and after every race Clarence would sit down with Eddie and go over every mistake. Eddie kept persevering until two hundred and fifty losses later, he quit. That is, Eddie quit losing. A month before his sixteenth birthday, Eddie won his first race.

He steadily improved under Clarence’s guidance, but then two years later he cracked his skull, fractured two ribs and punctured his lung after falling off a horse in Chicago. Time to quit, right?

Not Eddie. Four years later he captured his first Kentucky Derby win. Then ten years after he was told he would never be good enough to become a jockey, he captured the U.S. Triple Crown. He went on to become the only jockey to win the U.S. Triple Crown more than once, and during his racing career he rode in 24,092 races, won 4,779 victories and placed in the top three 11,888 times. Not bad for someone “not good enough.”

Eddie Arcaco was known as the “Master” by his peers. Is it any wonder? Yet he could very easily have quit anytime during those first 250 losses and we never would have heard of him.

Do you have the ambition and perseverance to be a success? I think you do.

Do you enjoy speaking and explaining things? Do you have a topic you’re knowledgeable about, even passionate about that others want to know more about?

And do you know someone who can intelligently talk with you about that topic? Then you can make fantastic money by speaking. Here’s how…

First, choose your topic. Use the same criteria you would use for creating any kind of info product – are people willing to pay for this info? Next, find a partner, preferably someone just as knowledgeable about the topic as you, or someone who has complimentary information and knowledge to share.

Next, write an outline of what you will cover. Make sure the two of you agree on what will be covered and that you’re not leaving anything out. Now talk on the phone and record the conversations using your conferencing service of your choice. It might take you one or several calls to cover everything. Really more calls are better, since the product you’re creating will have a higher perceived value.

Now get transcripts of the calls made, and sell the entire package as one product. You can do this from start to finish, including transcripts and sales letters, in 7 to 10 days. Result? You’ll have a product you can sell for months and years to come. Split the profits with your partner, promote to both of your lists, place it on ClickBank, sell it through forums, etc. I know people who’ve cleared $50,000 to $100,000 on a product like this. Splitting the profits with your partner, you would walk away with $25,000 to $50,000. Not bad for spending a few hours on the phone.

The shortcut you probably don’t want to take: Yes, you can do this by yourself. Sure, you get to keep 100% of the profits after affiliate commissions. The problem? Your product will almost certainly not be half as good as it would be if you had a partner who knew as much about your topic as you do.

First, there is a synergy and energy that develops between two people having a conversation that you just don’t get talking to yourself. Second, your partner is bound to have information and stories you don’t have. Third, one person lecturing can be – let’s face it – boring. Fourth, a partner with their own list will double initial sales and help you to spread the word with affiliates, creating momentum from the first day you launch.

Can you make a recorded product by yourself? Absolutely, and some people have been very successful doing just that. But everything else being equal, you’re almost always better off partnering with someone else.

Tips for making the calls/recordings: Keep the energy high and the umms, errs and ahhs to an absolute minimum. Have fun, smile, laugh and joke when appropriate, and give great, timely, usable information that will truly make a difference for your listeners. Your value is to quicken their learning curve so be sure to do this to the very best of your ability, and not only will you make money once, but some of these customers will be eager to buy future products you develop in the future as well!

The right header can give your website a professional look, attracting attention from your visitors and even increasing your conversions. The header can set the tone for your entire page, and can help visitors decide to linger or leave.

Obviously, you want to spend some time making your header look professional and convey exactly the message you want. After all, if a picture paints a thousand words, then your header can say a lot about you and your product or service.

With this in mind, here are 7 tips on how to make your header work for you instead of against you.

1. Use great graphics. Think of the biggest benefit your visitors get from your webpage, blog or product, and then find a way to convey that in a picture. For example – if you teach gardening, then a luscious, bold garden filled with vibrant flowers will work nicely. If you teach cooking, you’ll want a header that conveys the type of cooking you teach – Italian? Vegetarian? Keto?

But what if your main benefit isn’t so easy to convey? For example, you’re selling a product on how to get massive traffic through social media. One idea is to have a person telling another person, who tells another, who hands over cash to the website owner. Or perhaps it’s one of those diagrams where one person tells 5, who each tell 5, who each tell 5 (think MLM.) There are a number of possibilities – you’ve just got to find the right one for your website.

2. So you’ve got the perfect web graphic for your header in your, um, head, but you’re no graphic artist. Now what? Consider hiring a professional to create your graphic for you. View their portfolios to find someone who makes headers you like, and then hire that person. The money you spend to make your header can pay off very quickly, so don’t sweat the $50 to $200 it costs for a professional looking header.

3. Don’t forget the headline. Sure, you’ve got your website name and your graphic, but what about a slogan or headline? Your header is prime real estate so be smart and think of the perfect headline that tells exactly what your site, blog, product or service does. Make it compelling and curiosity or benefit driven, something that grabs prospect’s attention and persuades them to read further.

4. If possible, place your best keyword(s) in your header. Again, this is to grab the attention of your visitor and get them to read further on your page, rather than passing you by for the next website.

5. Align your header with your theme. If your website is blue and yellow, use those colors in your header. If your website uses a particular font, consider using the same or similar font in your header, and so forth. Your website should look seamless, not like a bunch of disjointed parts slapped together in Frankenstein’s basement.

6. Make your header credible. Don’t claim to be the world’s foremost leading authority on space travel unless you really are. Credibility is everything online.

7. Consider including a simple animation in your video. We’re not talking about those horrible neon flashing things here. But something subtle with a bit of movement will catch the eye and add interest.

Want some inspiration to get you started? Here’s 30+ cool and creative header designs. Mind you, some of these are totally out-of-the-box different, and maybe more than you need…

http://www.tutorialchip.com/inspiration/website-header-designs/

Just a quick thought – you see a guru using a particular service, doing a particular technique, sending out a certain email, etc. And you think, “Hey! If he’s doing it, then it must be the thing to do, right?”

Well, not necessarily. Guru types make mistakes too. And because they are generally playing in a bigger arena, they sometimes make very big mistakes they quickly regret. The problem is, if you’re watching them then you can’t know for certain if what they just did was a good idea or the stupidest idea ever.

On top of that, you don’t know what their goals are. Maybe they’re selling a $2 ebook because they’re upselling a $97 course on the backend. So you sell a $2 ebook with no backend and then you wonder why you only made 6 sales and $12… It could be because you’re not a guru and so no one recognized your name and no one believed there could be value in something that costs $2.

That’s why you should never blindly imitate a guru – you don’t have the full story of what s/he’s doing and whether or not it’s working.

However, if you see him repeatedly doing something which he could easily change, then you might want to jump in and try it yourself. For example, you see a guru continually sending out emails with the same strange formulaic subject line. Try it.

If it wasn’t working for him, he wouldn’t keep doing it. Or at least we HOPE he wouldn’t – he might have someone in a faraway office sending those emails for him and he doesn’t even know the results.

Be cautious with imitating anyone, even the big dogs of marketing. Yes, it can be highly valuable to learn from others who are successful, but not everything that works for someone else is going to work for you.

Why don’t your customers recommend you to their friends? It’s not because they don’t like you – if they didn’t like you or your products, they wouldn’t be buying from you. Nor is it because they don’t have time – we all naturally recommend things we like to friends.

The reason they don’t recommend you is because you don’t make it easy for them. Here are 7 ways to not only make it easy, but to also remind them in a very nice, non-pushy way that you really would like a little word of mouth now and then…

1. Encourage them to write online reviews. Whatever your product or service, if you believe in it then ask your customers to rate it for you. Give them a 1 to 5 star option on one or several aspects of your product, and give them a place to write their comments.

2. Remember those “refer a friend” scripts? You used to see those buttons everywhere. Now that they aren’t as popular as they once were, it’s the perfect time to add them to your website. Remember, doing the opposite of what others are doing is quite often the way to stand apart and get ahead.

3. “Share with a friend.” There are other options besides “refer a friend.” For example, you can let them share the content of your blog post or article by simply clicking a button and choosing the email addresses they want it sent to. Better still, simply having this button will often remind people to send it to their friends, and they’ll copy and paste the content in an email.

4. Use your “Tweet This,” “Like This,” and “PlusOne” buttons. Then ASK them to share it. You can double your tweets and likes simply by asking.

5. Depending on your service, you might be able to “share the credit.” For example, the Flip digital video cameras have an option at the end of the video editing process where the user can “share the credit” with Flip. They check the box, and a small screen appears at the end of the movie saying it was created with a Flip Camera. If you can incorporate something like this into your product or service, by all means do so.

6. Do you have raving fans? Then create a button for their websites and Facebook pages that lets them share their enthusiasm for your product or service.

7. Make a special offer. For example, if you offer a monthly service, give each customer a free month of service for each paying customer they refer.

If you have a blog you might want to consider allowing others to post on it. Here’s why:

1. Guest bloggers create content for you, meaning you either a) don’t have to create as much content or b) you can have even more content on your blog without the extra work.

2. Guest bloggers know things you don’t. You’ve got your expertise and they’ve got theirs, and while you could take the time to master what they already know, it’s far easier to simply let them write about it.

Bonus: You look just as smart whether you write it yourself or get a guest blogger to do it for you.

3. Guest bloggers see things differently. Let’s face it, reading everything from the same perspective can get tiresome. Allow your readers to see different perspectives and it will keep your blog relevant and interesting.

4. Guest bloggers bring friends. They tell their followers about their guest posts, bringing fresh traffic to your blog.

Diversity is a big key to success in every field. Don’t always “go it alone”. Invite others into your fold. Then sit back and watch in appreciation as your business and influence grows.