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   Thursday, September 6, 2007

Copyright (c) 2007 Charlie Cook
How can you use your web site to generate leads and sales for your business? Can you use it to create a virtual business, one that allows you the freedom to make money from anywhere in the world? That's what Marilyn wanted to do. She was determined to use her web site to build a tele-consulting business so she can give up the commute from New Jersey to her Manhattan office.
Marilyn had a site that had been designed by a professional and was it was attracting plenty of traffic, but hardly anyone was contacting her.
Why not? Why weren't prospects visiting her web site and then immediately picking up the phone? And what could she do about it?
Website marketing is about attracting attention; moving people to become prospects, to try your products and services and to sign up for your top end services or buy everything you sell. For many it can seem complex and overwhelming but it's simply a matter of helping people move from point A to point B to point C.
Of course you want every prospect to convert into a top dollar client, but most web sites don't provide prospects with pathways to follow from point A to B and to C, to become mid-level or super clients.
Let me explain...
Imagine that you're opening a new restaurant in a three-story building. The first floor is the lobby or waiting area. Moving up to the second floor, customers can order individual items from your menu a la carte; the prices range from $5 to $19. Customers who move up to the third floor can enjoy a spectacular view and a 4 course, fixed price dinner served with wine for $70.
You're ready to open the doors and start making money. There's just one problem. The architect for your building didn't include any staircases or elevators. People can't move from one floor to the next.
Of course, no one would build a restaurant like that but in fact, that is how many online and consulting business are structured. One of the biggest marketing mistakes people make is not providing prospects with options for moving from point A to B to C. In many cases the pathways don't exist or the doors to the stairs aren't obvious.
Ready for your web site marketing to generate more paying customers and or super clients?
Want to make it easy for prospects to become super clients? Marketing pundits will tell you that to get prospects to buy your top end services, you first need to get them to buy your $29 product, then your $200 product, and then these customers will be ready to spend thousands.
It's true you need to create simple and obvious pathways for prospects to follow to become clients, but don't take this linear pathway idea too literally. While some people will take the easy path you provide, other's will want to create their own. Give your prospects multiple ways to try out your products and services.
Structure your web site marketing pathways with the following in mind:
1. Your first marketing goal is to get people in the door so they can get to know you. The best way to do that is to give something away for free. Give your potential clients what they want. If you are opening a restaurant, free beer or wine would be a start. Online, free reports, online courses, or audio and video files can be successful offers. Or if you sell products, contests, and special offers work.
2. Once you've got a prospect interested, the temptation is to try to make a sale right away. Don't. Take a deep breath and count to three. Rushing the sale can kill it. Prospects become buyers once they are sure you are credible and your products or services are a fit for their needs.
You've gotten their attention with your free offer. Now educate them about the core areas where you can provide assistance. Give prospects a sample of your best goods. Finally, explain the solutions you offer in terms of their problems and how you solve them.
3. Your freebies will attract three basic types of prospects: people who like freebies and aren't buyers; people who have limited budgets but will buy your entry and mid-level products; and people who have unlimited funds and may buy one of your entry-level products or may jump right to your top end services.
4. You'll make the most money from people who buy everything you sell or who spend tens of thousands of dollars on our services, so how can you get more people to become these super clients?
Of course you want every prospect to convert into a top dollar client. The more you give away, the more prospects will move from testing your free stuff to immediately becoming your best clients.
Imagine if instead of just offering free peanuts in the lobby of your restaurant, you offered a sampling of the best appetizers served on the top floor along with wine to match. More people would be likely to become high-end spenders on their first visit, assuming your building has stairs or a high-speed elevator. Yes, your freebie will cost you more but you'll make a lot more if you can motivate prospects to spend two to three times more.
Does your web site marketing provide paths for prospects to become super clients? Take a minute to answer these questions:
1. What do you do to attract prospects, e.g. to get them in the door?
2. If you sell pricey products or services, do you have a low-cost way for people to get hooked on buying from you?
3. What pathways do you provide to move first-time customers to become second time customers and spend more?
4. Do you provide enough for free to entice some prospects to immediately become super clients?
Want to use your website marketing to get more high paying clients? Use these 4 simple steps to market your web site and get your prospects in the door so they can become loyal clients.

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Want to discover the secrets to using your website to leverage your existing business or sell your infoproducts? The author Charlie Cook, helps authors, coaches, consultants and infomarketers be successful online with their web site marketing. Sign up for the Free Marketing Guide, '7 Steps to Get More Clients and Grow Your Business', full of marketing ideas and tips you can use.


Starting an Affiliate Marketing Campaign
Starting an Affiliate Marketing Campaign
by Keith Davies
Some business owners opt to start an affiliate marketing campaign as part of their overall marketing strategy. In most cases the affiliate marketing campaign is only a small portion of the overall marketing strategy but there are some business owners who opt to rely exclusively on this type of marketing. The main purpose of doing this is to save money while still achieving valuable advertising. However, once a business becomes more successful they should consider being more proactive and combining affiliate marketing with other types of Internet marketing such as placing banner ads and orchestrating an email marketing campaign. This article will take a look at what affiliate marketing is and will provide insight into why this is popular and how it can be used effectively.
An affiliate marketing campaign is essentially a situation where other website owners place ads for your business on their websites. These website owners are known as affiliates. It is important to understand how this type of marketing works. In general the affiliates are given code for your banner ad to place on their website and given the freedom to promote their own website as they see fit. In promoting their website they are also attracting attention to your website because of the banner ad directing visitors to your own website.
One of the most appealing elements of affiliate marketing is the affiliate is only compensated when he produces a desired result. This means the business owner is not obligated to pay the affiliate unless the affiliate is successful. Success may be defined as generating traffic to the website, resulting in a sale or even resulting in the Internet user registering on your website or filling out a survey. The compensation for affiliates is generally based on cost per click, cost per lead or cost per sale. Cost per click and cost per lead are usually paid in terms of a flat fee which is awarded to the affiliate each time an Internet user either simply clicks through the banner ad on his website or performs a specific action after clicking through the ad. Cost per sale may result in the affiliate being awarded a flat fee or a percentage of the sale depending on the agreement between the business owner and the affiliate.
The most effective use of affiliate marketing is to actively seek out affiliates with a proven track record of promoting the businesses which they support. Most affiliate programs are open to anyone with a website and it is not necessarily damaging to allow those who are not particularly knowledgeable about marketing to run your banner ad but it is far more worthwhile to seek out affiliates who are quite adept and generating website traffic to their own website. This is important because the more visitors they receive each month the more likely your website it to receive interest from visitors who click on the affiliates banner ad.
Another aspect of affiliate marketing which can contribute to success or failure is the design of your banner ads. It is important to remember affiliate marketing is viewed the same way other types of marketing are viewed and care should be taken to create banner ads which will be appealing to your target audience. This means everything from the colors of your ad to the size and style of the font should be carefully considered to create an appealing advertisement.
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Bio: Mr. Davies has been a webmaster for over 10 years and is presently a webmaster of several websites including look-it-up-here.com Your Source for Search, News, Information, Hot Work at Home programs, Hottest Promotions Software and Over 50,000 Pages of Articles.:
http://www.look-it-up-here.com
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How To Make Money From A Small Email List
Yes, most internet marketing gurus tell use that "the money is in the list". As a product creator or affiliate marketer, an email list is your most valuable asset. It represents an available target market that you can market your products and services to over and over again.
However, email marketing can be confusing and frustrating if you don't understand how it works. Of course the bigger your list the more money you make, but sometimes people make a LOT of money with very small lists.
What do they know that you don't?
Well, the money is in the list alright, but more importantly, the money is in the relationship with the list. To build a relationship with the list, you must first do these things:
1) Understand What They Want
Each target market want different things. You have to understand what your list members want, and the cheapest way to do this is to look closely at the replies they have sent you over the last couple of months.
What is their primary problem that they are trying to solve? What do they need desperately? Look back at some of the inquiries or complaints you've received. Are you already giving your list what they want, or is there something else that you've missed?
If you have an extra couple of bucks to spare, you can also use some sort of survey software like the ASK Database or Wufoo to survey your list to find out their wants and needs. Surveying your list is an easier way to find out what they want directly from them, instead of guessing the right answer. By sending them a survey question and offering a reward for taking the survey, you'll be amazed by how much more you can find out about your list.
Maybe you've been selling them the wrong product, and that's why you never made much money from them.The more you survey and interact with your list, the more you'll discover what types of products they would pay for.
2) Create / Find a Product That Fulfills Their Need
If you can, create your own product that fulfills the need of your target market.
I sent out a survey some time back and discovered that what people really wanted to know about using Wordpress is where and how to put their Adsense ads. As a result of that one survey, I created a product called Wordpress Adsense System (http://adsense.easywordpress.com) and currently make $2500 - $3500 a month from it.
If you're an affiliate marketer, find other people's products or services that your list may be interested in, and recommend it to them. In fact, unless you're pretty sure what your list wants, recommending affiliate products is a safer way of getting to the pot of gold at the end of the rainbow.
Do a review of a product you've used, and tell them your experiences. See if they buy from your affiliate link. Send out another follow-up email and watch your response again. If they do not seem to respond to the product, move on to another one. Hey - no one said it's going to be easy!
3) Always Keep in Touch
Your list members are going to forget all about you if they don't hear from you in 4-8 weeks. You can blame them either; they have their own lives to lead and the average person seeking information on the Internet is so overwhelmed by different offers from different people.
Stay on their minds, and they will respond better to you.
If you have nothing to sell or promote to them, just tell them something about your life and how you've been doing the past one week. Have a competition, give away some prizes. Let them get something from you and they will return the favor later.
Send them to your blog to read an article you just wrote. Although it may not amount to much, your list members may end up clicking on one of your Adsense ads, and this could produce some extra money for you. Of, you could slip in some affiliate links and see if they convert. However, make sure your articles are more editorial in nature instead of blatant promotions.
The article doesn't always have to be about serious stuff, sometimes if works if you make them laugh! You could (though not very often) put in pictures of your kid or your pet, and just tell your readers something about them. They more they know you, the more they love you!
If you can do those things well, then you don't need to keep looking for new opt-in subscribers every day. Most will come looking for you, Some will even become your affiliate, marketing your products and bringing in the traffic and subscribers you want.
Stop dreaming of a huge, bulky email list. Try building a high-quality, small one first, and you'll soon figure out that a lot of people make a full time living on the Internet with much smaller lists that respond to them and trust them.

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Gobala Krishnan is a micro-niche blogging specialist and Internet marketing strategist. For free blogging and marketing videos, sign-up for his blog newsletter at GobalaKrishnan.com or subscribe to his coaching membership site at InternetIncomeMastery.com