Selling is a numbers game, and I would like to see anybody argue differently. The job of a marketer, or salesman, is to improve those numbers. For example…
If you close 16% of your sales when you speak to people on the phone and you make £100 per sale. Then if your daily goal is £400, you need to make 25 phone calls a day to average your £400 per day.
The same works online. If you send an email to your mailing list selling your latest product, and you make £100 per sale. Then if the sales page converts at 5% to your email list, which is your best traffic, then you’ll make 5 sales, or £500, for every 100 clicks from your email list.
If you want to increase the amount you’re making then you have two choices. You can look to increase the conversion rate by split-testing your sales copy, and/or you need to get more people onto your mailing list so you can mail them to your offer.
So, to make £5000 you need to send 1000 clicks from your mailing list.
It’s purely numbers, and that’s exactly how CPA marketers work. They buy traffic, find an offer it converts on for more than they buy it and then… buy as much of the traffic as they can!
But CPA can be a boring game, you’ve got to really enjoy tracking and testing to succeed in it. Which, for me, is just something that I struggle to do.
However, we can use the numbers principles to get paid whilst building our own email lists. And here’s how.
- Determine a niche that you’re interested in
- Find a product in that niche that you believe in and buy it (yes actually buy it)
The reason that you need to buy it, is because you can’t sell something effectively if you don’t know what’s in it. You simply won’t understand who it’s targeted at.
Once you’ve bought the product go through it and make notes on the perfect person that this product is aimed at.
Next you need to:
- Write down the demographic that your perfect customer is in
- Choose a traffic source
Choosing a traffic source doesn’t have to be difficult. Look at the major ones and then decide which is best for your demographic. If you’re demographic is older people who don’t have a need to be computer literate, then using Facebook traffic is probably not going to be your best option. Adwords or Bing will almost certainly be better. If you’re marketing to computer savvy people then Facebook may be perfect, for the Travel niche Facebook is also a very strong traffic source as they like to share photos, videos and stories.
Now you should…
- Write a pre-sell page
This is a page where you set the prospect up, there’s nothing to sell and it contains a simple button to find out more or a continue link on the bottom of the page. For these pages my preference is to write a long-form pre-sell letter that really connects with the prospect. The link on the bottom of the page goes to the sales page for the product you’re promoting.
When you’ve written this, you need to start driving traffic to it. Don’t expect it to be profitable immediately, but you can tweak your traffic until you’re breaking even or making a small profit.
Once you’ve reached this stage, you can now write an auto-responder sequence to continue the story and sell the product. When this sequence is ready, change the button on your pre-sell page for an email optin form to your new sequence.
This auto-responder sequence should make you more profit because you’re contacting your prospects repeated times and… you’re building your email list at the same time!
Using this approach can build you an online business for no risk very very quickly. If there’s anything that you do this week, then it should be implementing the steps above. If you’ve got any questions on how to go about doing it then please leave me a comment and I’ll be happy to help.
What do you think?