How To Create Amazingly Seductive Offers Only a Moron Could Resist!
Have you seen the movie "The Godfather"?
It's a brilliant movie, filled with great scenes, great lines, and great characters. One of the most memborable pieces of dialouge is spoken by Don Corleone after he's asked how he will convince someone to do something that person would prefer not to do. The Godfather replies,
“I’m going to make him an offer he can’t refuse."
Essentially, the old man is saying, "He better buy what I'm selling... or he's dead meat." I gotta admit, this approach is a little extreme and probably not something you want to try in your business, but it is a perfect example of an irreesistible offer!
An irresistible offer is an "invitation" that is so clearly compelling, so powerful, and so obviously attractive that no one in his/her right mind could refuse. That's the kind of offer you want to make, too.
Personally, I like to create the offer FIRST before I put my fingers on the keyboard or write a single word of copy. The initial idea for an offer may come quickly, but I may spend days just thinking about it, brainstorming it, framing it and re-framing it, and playing around with different combination of offers.
Once you've got a handle on your irresistible offer, the rest comes easy...
If your offer is “hot,” your sales copy will practically write itself and it will easily bring an avalanche of sales. If your offer is weak, no magic "phrases and words" are going to save you.
That’s how important a well-thought out, well-articulated offer is! So the million-dollar question is: how can you make your offers amazingly seductive?
Here’re some "Whip Up An Immediate Buying Frenzy" tips that I've learned over the years...
Whip It Up #1 -Don't Be A Victim of "Human Nature" -
Get Readers to Act NOW
It’s human nature to procrastinate. People need that extra "nudge." If your prospect doesn't take action the instant he/she is finished reading your ad copy, there's a fat chance you'll lose your prospect's enthusiasm, interest, and ultimately the sale.
You can achieve immediate action by either having a deadline or a limited quantity or preferably both!
Below is a good example from http://www.wizardtalk.com
Urgent! Time Sensitive Message…
It’ll cost you nothing to get started. Plus, if you’re not satisfied... for any reason or no reason at all... you'll pay nothing ever -- guaranteed! (Please read this entire message right away because , this offer is extremely limited and may expire for good on DATE!)"
You can't afford to let your prospect “think about it." You don't want them to wait till tomorrow, til the day after, or even one extra minute because they might get distracted or change their minds. You want them to whip out their plastics and order NOW!!!
Here's a mathematical formula you need to know: Delay = Lost Sales. And here's the flipside: Fast Action = Big Money.
State all the specific benefits they’ll get from taking action now... Remind them what they will 'lose' or miss out by not responding... Have a clearly defined time limit... Do everything you possible can to get them to ACT now!
You can also make your prospects stand-up and take action now by making your bonuses a limited time offer... This means if prospects order by a certain date, they'll get a bouquet of bonus stuff.
Whip It Up #2 - Overload Your Prospects With Bonuses
If you really want to give your readers and hot-foot and send them running to place an order, beef up your offer with high-perceived-value bonuses...
How valuable should the bonus be? Your prospect should feel that he/she will be rewarded with 2, 5, 10, or 20 times the value of the cost of the main item.
I was watching TV the other night and was absolutely glued to the information that was on...
Okay, stop laughing. For your information, I like to which infomercials MUCH more than regular shows... they're just awesome...and the learning opportunity is unbelievable. (And I've even scored a few great products through the years, too!)
Anyway, I was watching the Ronco Six Star Cutlery inforerical... And Ron Popeil, the father of all pitchmen -- Pocket Fisherman, is a personal favorite -- was pitching his Showtime knife set (carefully, of course, so as not to cur anyone!)...
Pitchmaster Ron was talking about how you can get the Showtime knife for only 3 easy payments of $13.33... (I said to myself... that's a little pricey, but I know there's a ton more goodies coming, so I waited... Okay Ron, show me what you got!)
And then, of course, Ron said, “But wait, there’s more!"
Ron promised: "You’ll also get the Carving knife… you'll get the Large Filet knife... you'll get the Bread and Bagel knife... you'll get the Chief's knife... you'll get the saw knife... you'll get the boning knife... you'll get the sportman's knife... you'll get the chop n' server knife... all for only 3 easy payments of $13.33!"
(You feel the urge the pick up the phone and just dial the number yourself, don't you?)
But wait, there’s EVEN MORE! That Ron Popeil is a "black belt" in the "Bonus Arts"!
"You’ll also get the Cheese knife…." says Ron. "You'll get the cleaver... you'll get the carving fork... you'll get the utility knife... you'll get the paring knife... you'll get the garnishing knife... you'll get the poultry sheers plus you'll GET 8 friggin' steak knives... ALL FOR ONLY 3 easy payments of $13.33!!!
"Good heavens, haven't you picked up the phone yet? You must hurry up because there's only 2 minutes left... 1:59... 1:58... 1:57...1:56... hurry up, time is running out, so start dialing and order NOW."
Well, I am teasing you a bit… this isn't exactly Ron's pitch... But you get the idea, right?
A Bonus on Bonuses: whenever you add bonuses to your offer... you must work just as hard selling the bonuses as you do selling your product or service!
We talked earlier about the best bonuses having a high perceived-value. That doesn't happen by magic. You must build the value in the mind of your prospects... tell them the worth -- financial (tangible) and emotional -- of EACH bonus item and what's special about them individually and collectively...
Back to Ron and his Showtime knife… …
After he's described in the bonuses in extensive and colorful detail, now Ron has got an amazing offer to share. He's not just selling a bunch of knives for $42 bucks. No way! He's offering you a $852.75 value for only 3 easy payments of $13.33
By factoring in the enormous combined value of the bonuses, Ron makes it seem as though you're getting the original product for free... and then some!
And here's the beauty part: you can pretty much set the value at any reasonable level you like. What you paid for the bonus doesn't matter...
What matters is the worth of the bonus to the consumer. So can you see how much more "convincing" your offer becomes when you assign a specific value to your bonuses?
Whip It Up #3 - Make Your Offer As Risk-Free As
Possible
"Doubting Thomas" is a Biblical figure… the Apostle who would not believe the resurrection of Jesus until he saw Jesus with his own eyes. But "Doubting Thomas" is also with us today, thousands of year later, alive and well and living in the hearts of consumers, both male and female.
Today, everyone is a Doubting Thomas or Thomasina.
Based on centuries of past experience, your prospects are very skeptical of sales offers. They don't trust the offer and they don't trust you. They've been burned too many times before. They're afraid of making a bad decision.
Most importantly, they’re afraid of making a mistake.
Very often, the fear of making a mistake is exactly is what prevents peoplefrom buying. So acknowledge that fear... face it head on... and then blow it out of the water by taking the risk off the shoulders of your prospect.
If you can turn the risk of loss from your prospects to yourself -- if you can say to consumers, "I'm the loser if you don't like what you ordered because I'll refund every penny you paid" -- you'll both end up winners.
Lots of offers have a "money back guarantee" and that takes away some of the risk. But, if you really want to explode a consumer's doubt, make your offer better than risk-free.
Here are two risk-removing offers. Which one gets your vote... in dollars?
30-Day Money-Back Guarantee "Every one of our Widget Executive Pen and Pencil Sets comes with a 30-day money-back guarantee. If you don't find that you're writing better, writing faster, and writing neater with your Widget... if you are not completely satisfied with your purchase for any reason... simply return it within 30 days for a full refund of the purchase price."
Lifetime Guarantee
“Every one of our Widget Executive Pen and Pencil Sets comes with a lifetime guarantee on the mechanics. Should your pen or pencil ever develop mechanical problems simply return it and we'll replace it with a new one. You have nothing to lose so order now..."
That lifetime guarantee is pretty powerful stuff isn’t it? Let's you envision yourself writing away happily for the rest of your days on earth.
Kinda makes you feel “safe” to order now, doesn’t it?
So there you have it, the "easy as 1-2-3" ways to create an amazingly seductive offer no one person can refuse! They'll be calling you the Svengali of the Market in no time!
Remember though… use your powers for good!
Yours in marketing madness,
To find out what Dan Lok is up to now, visit him at:
http://www.websiteconversionexpert.com/cmd.php?af=586317
Saturday, July 28, 2007
Thursday, July 19, 2007
QUOTE OF THE DAY...
"Success depends upon previous preparation, and without such
preparation there is sure to be failure.
"It does not matter how slowly you go so long as you do not stop."
preparation there is sure to be failure.
"It does not matter how slowly you go so long as you do not stop."
QUOTE FOR THE DAY...
"All the qualities needed for success and wealth are habits that YOU must develop and skills YOU must sharpen."
To learn more about this mystery individual and the wealth of knowledge he has to offer, visit him at:
http://www.websiteconversionexpert.com/cmd.php?af=586317
To learn more about this mystery individual and the wealth of knowledge he has to offer, visit him at:
http://www.websiteconversionexpert.com/cmd.php?af=586317
Sunday, July 15, 2007
Traffic Conversion Secrets Finally Revealed!
"Dan, I need your help. The copy on my website sucks. It must. Nobody is buying my product..." Or ordering "my ebook"... Or signing up for "my course"... Or booking "my services."
People tell me all the time that their websites "doesn't convert."
(Not sure what "conversion" is? It's that "magical" transformation that turns a site visitor into a product/service buyer)
If you're a website owner who's unhappy with the business your Internet presence is generating, I wouldn't be suprised if you think your copy is the culprit, too. A lot of people think that if there's a problem with conversion that the sales copy must be at fault.
This is WRONG THINKING…and potentially fatal to your website's success.
Don’t misunderstand me… My business is copywriting. It's my bread and butter. (Also my caviar and champagne!) I come from a traditional sales and marketing background where the emphasis is on "words that sell."
The world's most brilliant sales letter for the world's most incredible product won't necessarily generate the through-the-roof results you might expect. The truth is that turning a casual site visitor into a "here's my credit card take whatever you want" buyer takes MUCH MORE than just effective copywriting.
Converting prospects into clients and customers takes more than a super headline... More than a list of "what's in it for you"... More than an ironclad guarantee and more than a page of testimonials from celebrities and authorities.
This isn't a war that will be won with words. You need more...much more.
If you think of your website as a high-powered sports car, your sales letter is the engine. But as any racer on the NASCAR circuit will tell you, without the right fuel and other essential components, an engine can't run smoothly and a car will never be first to the checkerd flag.
I don’t care if you have the most powerful "engine" in the world...the greatest sales letter ever written. If you're not taking advantage of technology and leveraging human psychology in your sales and marketing efforts, you're simply out of the race.
I usually wear my copywriter's "hat" when I do the rant and load you up with lots of ideas for creating great sales messages. The how's and why's...the do's and don'ts... the nuts and bolts.
But this time around, I don't want to focus on the engine. Instead, we're going to make a "pit stop" to look under the hood of "killer" websites and talk about everyting that's working to power their success.
= = = = = = = = = = = = = = = = = = = = =
Conversion Secret #1 - (Less May Be Better Than More) Quality Versus Quantity...
= = = = = = = = = = = = = = = = = = = = =
The number of people that visit your website is meaningless if they don't buy anything when they're there. You can have ten thousand people hitting your site a month, but if they're looking for camping equipment and you're selling baby strollers, you're not going to convert a single visitor.
And if you're paying per click, this will kill you. Your marketing dollars are going up in smoke.
On the other hand, you can have less traffic, but if theey're targeted, you'll have a very high conversion rate. If your baby stroller site has a banner ad at a baby formula store, chances are the people who click through will be more likely to buy from you.
Here's something you MUST keep in mind: "more likely to buy" doesn't mean that they willbuy. That's why tracking your traffic is so important. You have to know exactly where your traffic is coming from.
Are they from Per-Pay-Click? Are they from affiliates? Are they from offline marketing? What percentage is from what promotion? Unless you know the answers, you can't build on your success.
You can't improve something you can't measure.” W. Edwards Deming, management expert.
A steady flow of QUALITY traffic and information about where it comes from will affect your conversion rate just as much as the quality of your sales message.
= = = = = = = = = = = = = = = = = = = = =
Conversion Secret #2 – Don't Let A Good Answer Get
Away (Exit Poll)
= = = = = = = = = = = = = = = = = = = = =
No one expects a 100% conversion rate, of course. You may dream about it, but, depending on what you're selling, if you're getting a 2-3% conversion, that's pretty damn good.
Okay, you're not converting 97% of the people that come to your site... But does that mean that their bisit has to go into the "lost cause" column? No way!
If you paid to have those people visit, you can't just let them get away! You need to get some kind of return on your investment. Why not do an exit pop-up survey, asking them why they're not buying?
Want to really get a visitor's attention. Use an audio pop-up. When people leave your site you can have a pop-up with an audio portion like this:
“Wait, before you go, could you please help me out? I'm not trying to sell you anything, I just need some information. Could you tell me the single biggest reason that you're not giving us a try today? What's the ONE reason that's stopping you from purchasing (my product name)? Just fill out the box below and click on the submit button. Your opinion matters to me.."
Boom! You've just created your own "consumer feedback forum" and you haven't spent a penny on some high-priced focus groups. Once you get a bunch of responses to your exit poll, you'll be able to identify patterns in what people say. Use what you learn to make the changes that you know for certain will bump up your conversion rate.
Success and failure shouldn't be based on guesswork or assumptions. It doesn't matter what you think is the reason people aren't buying. It doesn't matter what I think is the reason people aren't buying.
The only thing that matters is what your customers think...that's the "pulse" of the marketplace and the lifeblood of your future business. And with an exit survey, your customers will tell you what you need to do in order to convince them to buy your product!
People consider me a marketing wizard because I'm so good at market reserach. Well, I may be a "wizard," but I'm not a genius, and I certainly didn't earn my Ph.D in marketing. That's because you don't have to be a marketing genius to get your finger on the pulse of your industry.
Here's the secret: I am not the marketing wizard. You're not the marketing wizard. Your CUSTOMER is the marketing wizard.
All you have to do to learn the "mysteries" of more sales is ASK your customers... And make sure you ask the people who decided not to be your customers, too.
Just ask and they’ll tell you. Then take what you've learned, incorporate it into your sales message, and watch the "no sales" turn into "sales" so fast that you'll get a speeding ticket for all that fast-moving, fast-buying traffic!
= = = = = = = = = = = = = = = = = = = = =
Conversion Secret #3 – Take a Tip from the Tortoise
(slow and steady wins the race)
= = = = = = = = = = = = = = = = = = = = =
Far too many Internet marketers try to close the sale with one step. Are you one of them?
Do you run an ad in some ezines, post a couple of Pay-Per-Click ads, then sit back, relax and wait to enjoy "the show"? Do you assume that people will notice the ad, read the ad, get excited by the ad, go to your site, read your sales pitch, pull out their credit cards and buy from you?
Do you expect to accomplish all that with ONE STEP? Give me a break. What are you thinking?
That's like you’re trying to have sex on the first date.
You might get away with it. (You might get some sales and be profitable) But chances are, without a little coaxing from you at every step in the process, you'll be going home alone.
Take it slow, will ya?
Show some class. Have some manners. Get to know each other. Share some stories. Make a connection, Develop a relationship before you try to close the "deal". People buy from people they trust. So you'll make a lot more sales if you take the time to develop a solid relationship.
How do you convince website visitors that you're one of the "white hats"? Start building that relationship. One way is by giving more than you get.
Bribe them and get them to give you their name and email so that you can follow-up with them using an autoresponder. And don't forget to make it simple.
One easy-to-use option is a hover ad that drops down on your visitor's screen when they visit your site, inviting them to "opt-in" to your free offer. Why a hover ad? Testing shows hover ad gets more attention than traditional pop-ups.
A more advanced way…and to some a less "savory," but extremely effective way...to capture contact information is to make your home page an opt-in request.
Basically, a visitor can't get to the rest of your site without providing contact information. You qualify them before you let them read your sales pitch! That's pretty brilliant if you ask me!
The opt-in doesn’t have to be fancy. And it definitely shouldn't be very long. Just a killer headline and some equally killer benefits. That'll do it.
A good example of this kind of approach in action can be found here: http://www.extremewebcopymakeover.com
Don't blow it! When you follow up with them, you don't just want to pitch them. You want to deliver value in your autoresponder messages. Educate them. Teach them something. Then just have a little plug at the end.
Remember I said that people buy from people they trust. If you're constantly selling things, then you're a salesperson...and your motives are immediately suspect.
But if you're constantly giving things away, sharing ideas, giving more than you're getting, you're a valuable resource...a good friend...a trusted advisor. (There's the secret password -- trust!)
And the beauty is…what you give away doesn't have to cost you a penny.
Let’s say you’re selling an ebook, you can actually take the first 3 chapters of your ebook and turn them into a series of autoresponder messages. This is a great way to give them a taste of what you're selling and to prove that you're the "real deal."
= = = = = = = = = = = = = = = = = = = = =
Conversion Secret #4 – Hear Ye, Hear Ye (Audio on the
Internet)
= = = = = = = = = = = = = = = = = = = = =
When I talk about copywriting, I often talk about how important it is to engage the reader's senses. Make them see with word pictures... Make them feel with hot-button language. The more senses that are involved, the more likely it is that your prospect will be sold.
Using audio on your site is a sense-sation.
With audio, you appeal to a completely different sense than the average site. The web is full of visual appeal, but with audio, you suddenly connect with a visitors ears with a whole new component -- a verbal component.
Your spoken words will strike an emotional chord with visitors and connects on a "human" level in an otherwise electronic world.
And here's something that every website needs: excitement. Because it's rare, audio is unusual and attention-getting. It's brand new, instead of the "sme old, same old."
(This won't be true forever, of course, but for now, you can take advantage of audio's scarcity.)
Your audio features don’t have to be limited to you. You can also use audio testimonials. Insread of just having a written testimonials, why not offer a "listen to what this satisfied customer" opportunities and add audio testimonials to your sales page.
Don't let your fear of the unknown or a fear of failure hold you back. You don't have to be a techie to utilize and implement these technologies. If you've got the will, I'll show you the way:
This is a list of website conversion tools that I use and recommend to my clients so that they can add "bells and whistles" quickly, easily, and inexpensively.
http://www.danlokrecommends.com
Okay, now my secrets are your secrets. The same tricks and techniques that I've used to achieve astronomical traffic conversion levels are now at your disposal.
They've been tested and refined and re-tested. They've worked for me...and they've worked for my clients (who, by the way, paid me a fortune to implement them on their behalf).
I know they'll work for you. Let me know when they do. I'd like to add your success story to an upcoming issue of the Rant.
Stay Lok-ed and loaded for success,
Dan Lok
To find out what Dan is up to now, visit him at:
http://www.websiteconversionexpert.com/cmd.php?af=586317
People tell me all the time that their websites "doesn't convert."
(Not sure what "conversion" is? It's that "magical" transformation that turns a site visitor into a product/service buyer)
If you're a website owner who's unhappy with the business your Internet presence is generating, I wouldn't be suprised if you think your copy is the culprit, too. A lot of people think that if there's a problem with conversion that the sales copy must be at fault.
This is WRONG THINKING…and potentially fatal to your website's success.
Don’t misunderstand me… My business is copywriting. It's my bread and butter. (Also my caviar and champagne!) I come from a traditional sales and marketing background where the emphasis is on "words that sell."
The world's most brilliant sales letter for the world's most incredible product won't necessarily generate the through-the-roof results you might expect. The truth is that turning a casual site visitor into a "here's my credit card take whatever you want" buyer takes MUCH MORE than just effective copywriting.
Converting prospects into clients and customers takes more than a super headline... More than a list of "what's in it for you"... More than an ironclad guarantee and more than a page of testimonials from celebrities and authorities.
This isn't a war that will be won with words. You need more...much more.
If you think of your website as a high-powered sports car, your sales letter is the engine. But as any racer on the NASCAR circuit will tell you, without the right fuel and other essential components, an engine can't run smoothly and a car will never be first to the checkerd flag.
I don’t care if you have the most powerful "engine" in the world...the greatest sales letter ever written. If you're not taking advantage of technology and leveraging human psychology in your sales and marketing efforts, you're simply out of the race.
I usually wear my copywriter's "hat" when I do the rant and load you up with lots of ideas for creating great sales messages. The how's and why's...the do's and don'ts... the nuts and bolts.
But this time around, I don't want to focus on the engine. Instead, we're going to make a "pit stop" to look under the hood of "killer" websites and talk about everyting that's working to power their success.
= = = = = = = = = = = = = = = = = = = = =
Conversion Secret #1 - (Less May Be Better Than More) Quality Versus Quantity...
= = = = = = = = = = = = = = = = = = = = =
The number of people that visit your website is meaningless if they don't buy anything when they're there. You can have ten thousand people hitting your site a month, but if they're looking for camping equipment and you're selling baby strollers, you're not going to convert a single visitor.
And if you're paying per click, this will kill you. Your marketing dollars are going up in smoke.
On the other hand, you can have less traffic, but if theey're targeted, you'll have a very high conversion rate. If your baby stroller site has a banner ad at a baby formula store, chances are the people who click through will be more likely to buy from you.
Here's something you MUST keep in mind: "more likely to buy" doesn't mean that they willbuy. That's why tracking your traffic is so important. You have to know exactly where your traffic is coming from.
Are they from Per-Pay-Click? Are they from affiliates? Are they from offline marketing? What percentage is from what promotion? Unless you know the answers, you can't build on your success.
You can't improve something you can't measure.” W. Edwards Deming, management expert.
A steady flow of QUALITY traffic and information about where it comes from will affect your conversion rate just as much as the quality of your sales message.
= = = = = = = = = = = = = = = = = = = = =
Conversion Secret #2 – Don't Let A Good Answer Get
Away (Exit Poll)
= = = = = = = = = = = = = = = = = = = = =
No one expects a 100% conversion rate, of course. You may dream about it, but, depending on what you're selling, if you're getting a 2-3% conversion, that's pretty damn good.
Okay, you're not converting 97% of the people that come to your site... But does that mean that their bisit has to go into the "lost cause" column? No way!
If you paid to have those people visit, you can't just let them get away! You need to get some kind of return on your investment. Why not do an exit pop-up survey, asking them why they're not buying?
Want to really get a visitor's attention. Use an audio pop-up. When people leave your site you can have a pop-up with an audio portion like this:
“Wait, before you go, could you please help me out? I'm not trying to sell you anything, I just need some information. Could you tell me the single biggest reason that you're not giving us a try today? What's the ONE reason that's stopping you from purchasing (my product name)? Just fill out the box below and click on the submit button. Your opinion matters to me.."
Boom! You've just created your own "consumer feedback forum" and you haven't spent a penny on some high-priced focus groups. Once you get a bunch of responses to your exit poll, you'll be able to identify patterns in what people say. Use what you learn to make the changes that you know for certain will bump up your conversion rate.
Success and failure shouldn't be based on guesswork or assumptions. It doesn't matter what you think is the reason people aren't buying. It doesn't matter what I think is the reason people aren't buying.
The only thing that matters is what your customers think...that's the "pulse" of the marketplace and the lifeblood of your future business. And with an exit survey, your customers will tell you what you need to do in order to convince them to buy your product!
People consider me a marketing wizard because I'm so good at market reserach. Well, I may be a "wizard," but I'm not a genius, and I certainly didn't earn my Ph.D in marketing. That's because you don't have to be a marketing genius to get your finger on the pulse of your industry.
Here's the secret: I am not the marketing wizard. You're not the marketing wizard. Your CUSTOMER is the marketing wizard.
All you have to do to learn the "mysteries" of more sales is ASK your customers... And make sure you ask the people who decided not to be your customers, too.
Just ask and they’ll tell you. Then take what you've learned, incorporate it into your sales message, and watch the "no sales" turn into "sales" so fast that you'll get a speeding ticket for all that fast-moving, fast-buying traffic!
= = = = = = = = = = = = = = = = = = = = =
Conversion Secret #3 – Take a Tip from the Tortoise
(slow and steady wins the race)
= = = = = = = = = = = = = = = = = = = = =
Far too many Internet marketers try to close the sale with one step. Are you one of them?
Do you run an ad in some ezines, post a couple of Pay-Per-Click ads, then sit back, relax and wait to enjoy "the show"? Do you assume that people will notice the ad, read the ad, get excited by the ad, go to your site, read your sales pitch, pull out their credit cards and buy from you?
Do you expect to accomplish all that with ONE STEP? Give me a break. What are you thinking?
That's like you’re trying to have sex on the first date.
You might get away with it. (You might get some sales and be profitable) But chances are, without a little coaxing from you at every step in the process, you'll be going home alone.
Take it slow, will ya?
Show some class. Have some manners. Get to know each other. Share some stories. Make a connection, Develop a relationship before you try to close the "deal". People buy from people they trust. So you'll make a lot more sales if you take the time to develop a solid relationship.
How do you convince website visitors that you're one of the "white hats"? Start building that relationship. One way is by giving more than you get.
Bribe them and get them to give you their name and email so that you can follow-up with them using an autoresponder. And don't forget to make it simple.
One easy-to-use option is a hover ad that drops down on your visitor's screen when they visit your site, inviting them to "opt-in" to your free offer. Why a hover ad? Testing shows hover ad gets more attention than traditional pop-ups.
A more advanced way…and to some a less "savory," but extremely effective way...to capture contact information is to make your home page an opt-in request.
Basically, a visitor can't get to the rest of your site without providing contact information. You qualify them before you let them read your sales pitch! That's pretty brilliant if you ask me!
The opt-in doesn’t have to be fancy. And it definitely shouldn't be very long. Just a killer headline and some equally killer benefits. That'll do it.
A good example of this kind of approach in action can be found here: http://www.extremewebcopymakeover.com
Don't blow it! When you follow up with them, you don't just want to pitch them. You want to deliver value in your autoresponder messages. Educate them. Teach them something. Then just have a little plug at the end.
Remember I said that people buy from people they trust. If you're constantly selling things, then you're a salesperson...and your motives are immediately suspect.
But if you're constantly giving things away, sharing ideas, giving more than you're getting, you're a valuable resource...a good friend...a trusted advisor. (There's the secret password -- trust!)
And the beauty is…what you give away doesn't have to cost you a penny.
Let’s say you’re selling an ebook, you can actually take the first 3 chapters of your ebook and turn them into a series of autoresponder messages. This is a great way to give them a taste of what you're selling and to prove that you're the "real deal."
= = = = = = = = = = = = = = = = = = = = =
Conversion Secret #4 – Hear Ye, Hear Ye (Audio on the
Internet)
= = = = = = = = = = = = = = = = = = = = =
When I talk about copywriting, I often talk about how important it is to engage the reader's senses. Make them see with word pictures... Make them feel with hot-button language. The more senses that are involved, the more likely it is that your prospect will be sold.
Using audio on your site is a sense-sation.
With audio, you appeal to a completely different sense than the average site. The web is full of visual appeal, but with audio, you suddenly connect with a visitors ears with a whole new component -- a verbal component.
Your spoken words will strike an emotional chord with visitors and connects on a "human" level in an otherwise electronic world.
And here's something that every website needs: excitement. Because it's rare, audio is unusual and attention-getting. It's brand new, instead of the "sme old, same old."
(This won't be true forever, of course, but for now, you can take advantage of audio's scarcity.)
Your audio features don’t have to be limited to you. You can also use audio testimonials. Insread of just having a written testimonials, why not offer a "listen to what this satisfied customer" opportunities and add audio testimonials to your sales page.
Don't let your fear of the unknown or a fear of failure hold you back. You don't have to be a techie to utilize and implement these technologies. If you've got the will, I'll show you the way:
This is a list of website conversion tools that I use and recommend to my clients so that they can add "bells and whistles" quickly, easily, and inexpensively.
http://www.danlokrecommends.com
Okay, now my secrets are your secrets. The same tricks and techniques that I've used to achieve astronomical traffic conversion levels are now at your disposal.
They've been tested and refined and re-tested. They've worked for me...and they've worked for my clients (who, by the way, paid me a fortune to implement them on their behalf).
I know they'll work for you. Let me know when they do. I'd like to add your success story to an upcoming issue of the Rant.
Stay Lok-ed and loaded for success,
Dan Lok
To find out what Dan is up to now, visit him at:
http://www.websiteconversionexpert.com/cmd.php?af=586317
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