ROB RASKIN - Business Owner, Sales Trainer, Consultant, and a die-hard Patriot!
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Chapter Twelve Review

In this Chapter we learned Three Important Axioms:

Axiom Number Sixty-One – NEVER put a Prospect in the position of making a Decision where one of the Choices is BAD FOR YOU!

At the bottom of the “MORE INFO” Page, if there is ONLY ONE UNIQUE PRODUCT, you’d roll right into the SALES PRESENTATION. If there is MORE than ONE Unique Product, then the CHOICES would be at the bottom of the “MORE INFO” Page.

Axiom Number Sixty-Two – THE REAL OBJECTION IS THE MOST CRUCIAL PART OF THE SALE.

If the Prospect leaves Your Site without you ever learning WHY, the odds of Selling that Prospect Your Offer is CONSIDERABLY LESS than if you KNOW WHY THEY DIDN’T BUY!

Axiom Number Sixty-Three SUCCESS DOESN’T HAPPEN BY ACCIDENT

SUCCESS IS THE RESULT OF HAVING A SOUND PLAN, AND OF EXECUTING THAT PLAN WITH RELENTLESSNESS.

ALL-ABOUT-BUSINESS.COM

YOUR SUCCESS GUARANTEED!

INTERNET BUSINESS COURSE

PART TWO

REVIEW

In PART ONE of this Course, we looked at all of the Traits, Characteristics and mechanisms that MUST BE PRESENT in order for YOU TO SUCCEED.

In PART TWO, we looked at the many, many steps that it takes to build a SUCCESSFUL BUSINESS from the perspective of the detail of everything that goes into Marketing and Sales.

We discussed the Dynamics, the Psychology, and the TIMING and we saw how Your Site MUST have these components ALL WORKING IN UNISON in order to MAXIMIZE YOUR PROSPECT-TO-VISITOR and YOUR SALES-TO PROSPECT RATIOS.

In PART THREE, we will discuss all of the remaining aspects of putting YOUR BUSINESS TOGETHER. This will include:

  • All of the tools it will take to run Your Business effectively,
  • Finalizing Your Business Plan
  • Dealing with the General Aspects of Business and
  • Looking Toward the Future

I sincerely hope that you are enjoying this Course as much as I am enjoying sharing my life’s experience with you!!

ADDITIONAL RESOURCES:

In order for you be able to put your Business together as easily and with as little confusion as possible, I have designed the BUSINESS TOOLS MENU below in a logical order. This will allow you to find everything that we’ve talked about in PART TWO.

HERE’S AN OVERVIEW OF THE BUSINESS TOOLS MENU:

E-LIBRARY:                         YOUR SITE:                        CONSULTING:

 

Sub-Categories                         Sub-Categories                         Sub-Categories:

Marketing                                   Sales Site                                   Business Plan:
Sales                                          Shopping Site                             Ads, Affiliates, Auto Responders
Operations                                  Assistance Site                           Sales Copy
Motivation                                    Site Development                       Site Development
Site Assistance                           Turn-Key                                     Turn-Key
E-Bay

BUSINESS TOOLS:            BUSINESS PLUS:                BUSINESS NEEDS:
Sub-Categories                         Sub-Categories                         Sub-Categories:

Software                                      Business Opportunities               Cameras
Hosting                                        Franchise Opportunities              Books
Marketing                                   MLM Opportunities                      Communications
Affiliate Programs                     Leasing                                        Credit Cards
Courses                                      Office Furniture                            Gifts
Free Tools                                  Office Supplies                             Real Estate
Shopping                                     Financing                                    Travel
Directory                                      Insurance                                    Vehicles

Computer Equipment                   Phone Cards

Advertising                                   Shopping

Shopping                                      Directory

Directory

PART TWO AXIOM REVIEW:

Axiom Number Twenty-Five DETERMINE WHAT TO SELL BASED ON THE ANTICIPATED AMOUNT OF GENERATED PROFIT

Axiom Number Twenty-Six YOU DREAM BIG, YOU THINK BIG!

Axiom Number Twenty-Seven IF YOU CAN’T REACH YOUR POTENTIAL CUSTOMER, YOU WILL NEVER HAVE A CUSTOMER!

Axiom Number Twenty-Eight YOU ARE LIMITED ONLY BY YOUR IMAGINATION

Axiom Number Twenty-NineTHE TOP PRIORITY IS TO MAXIMIZE THE QUANTITY OF THE VISITORS YOU ATTRACT

Axiom Number Thirty WHERE ARE YOUR POTENTIAL CUSTOMERS RIGHT NOW?

Axiom Number Thirty-One DEFINE YOUR TARGET MARKET TO BE AS WIDE AS POSSIBLE AND STILL BE CLEARLY DEFINED

Axiom Number Thirty-Two – PERSISTENCE PAYS

Axiom Number Thirty-Three SEND THE SAME AD TO THE SAME GROUP A MINIMUM OF THREE CONSECUTIVE TIMES

Axiom Number Thirty-Four THE THRILL OF THE CHASE!

Axiom Number Thirty-Five THE REASON WHY FOLKS WILL VISIT YOUR SITE IS BECAUSE YOU ATTRACT THEM TO YOUR SITE.

Axiom Number Thirty-SixTHE FUNCTION OF MARKETING IS TO CREATE VISITORS TO YOUR SITE IN SUFFICIENT QUANTITY AND TO BE COST EFFECTIVE IN THE PROCESS!

Axiom Number Thirty-Seven – YOUR ADVERTISING COST, WHEN DONE EFFECTIVELY, IS YOUR FRIEND, NOT YOUR ENEMY!

Axiom Number Thirty-Eight – TIME IS CRITICAL ELEMENT TO THE GENERATION OF PROFITS:

Axiom Number Thirty-Nine – THERE ARE THREE POOLS FROM WHICH TO MAKE SALES: COLD MARKETING, REFERRAL MARKETING AND REPEAT MARKETING.

Axiom Number Forty THE BIGGEST SALE YOU WILL NEED ON THE INTERNET IN ORDER TO BE SUCCESSFUL IS TO CONVINCE ESTABLISHED SITES TO PROMOTE YOUR OFFER.

 Axiom Number Forty-One BUILDING AN ARMY OF AFFILIATES TO REFER QUALIFIED VISITORS TO YOUR SITE IS THE SINGLE MOST CRITICAL PART OF THE PROFIT GENERATION OF YOUR BUSINESS!

Axiom Number Forty-Two – THE SINGLE MOST CRITICAL ELEMENT OF YOUR MARKETING SUCCESS IS ACHIEVED BY BUILDING YOUR VERY OWN LIST OF PEOPLE WHO HAVE AGREED TO HEAR FROM YOU.

Axiom Number Forty-Three – THE REPEAT METHOD, DONE PROPERLY, COULD RESULT IN GENERATING AS MUCH PROFIT AS YOUR GROSS NEW SALES VOLUME!

Axiom Number Forty-Four – CONSISTENCY BUILDS A COMFORT LEVEL WITH YOUR LOYAL FOLLOWERS, AND CREATES AN AIR OF PROFESSIONALISM AND CONFIDENCE.

Axiom Number Forty-Five – OBTAINING THE NAME AND EMAIL ADDRESS IS A CRITICAL PART OF THE AMOUNT OF PROFITS THAT YOU GENERATE.

Axiom Number Forty-Six – IF THEY DO NOT PURCHASE YOUR OFFER, YOU CANNOT LET THEM LEAVE YOUR SITE WITHOUT OFFERING THEM SOMETHING OF VALUE IN RETURN FOR THEIR NAME AND EMAIL ADDRESS.

Axiom Number Forty-Seven – IN SALES, THE SINGLE MOST CRITICAL PIECE OF INFORMATION, THE DIFFERENCE BETWEEN CLOSING THE SALE 100% MORE OFTEN, IS FINDING OUT WHAT THE OBJECTION IS.

Axiom Number FortyEightIT IS MUCH MORE COST EFFICIENT TO SELL AN EXISTING CUSTOMER, THEN AN EXISTING PROSPECT, OR A NEW PROSPECT, IN THAT ORDER.

Axiom Number Forty-Nine A SALES SITE’S JOB IS TO SELL!

Axiom Number FiftyTHE STRUCTURE AND THE VERBIAGE OF YOUR SITE ARE THE TWO BIGGEST CONTRIBUTING FACTORS TO THE PERCENTAGE OF SALES YOUR SITE WILL CLOSE.

Axiom Number Fifty-One MAXIMIZE YOUR SALES-T0-PROSPECT RATIO

Axiom Number Fifty-Two – EACH AND EVERY STEP OF A SALE IS CRITICAL TO THE OUTCOME OF THAT SALE.

Axiom Number Fifty-Three- THE DYNAMICS OF A SALE ARE BASED IN TWO AREAS – LOGIC/REASON, AND EMOTION/FEELING.

Axiom Number Fifty-Four BE CLEAR OF PURPOSE AND DEVELOP INTEREST

Axiom Number Fifty-Five AS LONG AS THEY ARE WILLING TO LISTEN, YOU MUST BE WILLING TO TALK

Axiom Number Fifty-Six – THERE ARE AT LEAST 10 SALES THAT MUST BE MADE IN EVERY SALE:

Axiom Number Fifty-Seven – IT IS CRITICAL THAT YOUR PROSPECT IS IN THE RIGHT FRAME OF MIND WHEN THEY HEAR YOUR OFFER.

Axiom Number Fifty-Eight IN ORDER FOR A SALE TO BE MADE, THE ONE THING THAT MUST BE PRESENT IS EMOTION!

Axiom Number Fifty-Nine – EVERY “NO” FROM YOUR PROSPECT IS ONE STEP CLOSER TO A “YES”!

Axiom Number Sixty – WHEN IT COMES TO ASKING FOR THE SALE, DO NOT BE SHY!!

Axiom Number Sixty-One – NEVER put a Prospect in the position of making a Decision where one of the Choices is BAD FOR YOU!

Axiom Number Sixty-Two – THE REAL OBJECTION IS THE MOST CRUCIAL PART OF THE SALE.

Axiom Number Sixty-Three SUCCESS DOESN’T HAPPEN BY ACCIDENT

Your Site

We now understand the DYNAMICS OF A SALE, the PSYCHOLOGY OF A SALE, how the DYNAMICS AND THE PSYCHOLOGY work together, and the NEED for these TWO ELEMENTS to work in CONJUNCTION WITH THE STRUCTURE OF YOUR SITE.

It is ONLY NOW that we can EVEN BEGIN TO DESIGN YOUR SITE!

There are THREE DIFFERENT TYPES OF SITES that we are going to talk about in THIS SECTION.

THE UNIQUE SALES SITE

THE FIRST SITE IS THE UNIQUE INFORMATION, PRODUCT OR SERVICE SITE. 

To review, we have designed the verbiage, we have dissected the Dynamics of a Sale and we explored the use of Psychology and Rebuttals in DETAIL in Chapter 11.

Now let’s talk about the EXACT STRUCTURE of Your Site:

  • How the Site needs to be designed to accommodate the Process up to this point, and
  • What the Site needs to do from the point that we left off in Chapter 11, “LAST CHANCE TO ORDER” or “TIME TO MOVE ON”, to Completion.

In order for Your Site to MAXIMIZE YOUR SALE-TO-VISITOR RATIO, so that You can GENERATE THE AMOUNT OF PROFITS YOU DESIRE, Your Site, which is YOUR SALESPERSON, needs to be a FINELY TUNED MACHINE THAT WORKS IN UNISON WITH ALL OF THE PRINCIPLES WHICH WE HAVE PREVIOUSLY DISCUSSED.

To recap what we have learned so far:

THERE ARE AT LEAST TEN SALES IN EVERY SALE

Sale Number 1 – SELL YOUR PURPOSE CLEARLY IN 3 SECONDS

Sale Number 2 – SELL CLARITY AND DEVELOP INTEREST PAR. 1

Sale Number 3 – SELL YOURSELF – CREDIBLE AND BELIEVABLE

Sale Number 4 – SELL THE NEED

Sale Number 5 – SELL THE SOLUTION

Sale Number 6 – SELL THE PRICE

Sale Number 7 – SALE THE PERCEIVED VALUE

Sale Number 8 – SELL THE NO-RISK

Sale Number 9 – SELL THE CREDIBILITY WITH TESTIMONIALS

Sale Number 10-SELL THE LOGIC AGAIN WITH RECAP ON P.S.

Sale Number 11-SELL VIA ALTERNATE-CHOICE CLOSE IF NEEDED

Sale Number 12 – SELL VIA TAKE-AWAY CLOSE IF NEEDED

SINCE THESE ARE THE STEPS THAT COMPRISE A SALE, THESE ARE THE STEPS THAT YOUR SITE MUST WORK WELL IN UNISON WITH!

THE ULTIMATE SALES SITE FOR YOUR UNIQUE OFFER:

The Ultimate Sales Site is one that has EVERY COMPONENT that it needs to have in order to be able to follow all of the principles that we have discussed to the letter.

It is a FACT that for EVERY PRINCIPLE that you MISS, Your CLOSING PERCENTAGE WILL DECREASE.

For example, if you don’t CLEARLY DEFINE Your Site’s purpose, you will lose a percentage of Prospects that may have otherwise purchased Your Offer.

If you don’t build Credibility, you will lose a percentage of Prospects.

If you don’t Establish a need, or sell your Solution, etc. etc. for EVERY STEP that you MISS, YOU WILL MOST DEFINITELY LOOSE SALES!

The GOAL, then, is to MAKE SURE THAT YOUR SITE IS COMPLETE from the perspective of having EVERY ONE OF THE TWELVE COMPONENTS that are SO CRITICAL TO YOUR SALES-TO-PROSPECT RATIO.

With this in mind, here is how Your Site needs to be laid out from your HOME PAGE, to Your Final page.

Page 1 – HOME PAGE –

At the Top of the Home Page is the Logo, Site Name, Sub Heading and Information line followed by the TOOL BAR, which has THIRTEEN links to other pages that are necessary to the Site. These include:

Home Page, Contact Me, Tools, Advertising, FAQ’s, Site Map,

Newsletters, Affiliates, My Account, Testimonials, Order Now,

Subscribe to Newsletter, and Save to Favorites

We will discuss these pages in more detail shortly.

THE HOME PAGE:

  • The Site opens to GRAB their attention,
  • CLEARLY STATES the BENEFIT to the PROSPECT by looking at this Site, and
  • Proceeds to Develop into Your Establishing Your Credibility

The “HOME” page is really a VERY CRITICAL and VERY FUNCTIONAL page. Its called the “HOME” page in the industry, but it would be more properly named the “ANCHOR” page. It is from this page that the FOUNDATION to Your Sale is created. Before you get to Your Sales Presentation, for NUMEROUS REASONS, as we discussed, you can lose a Prospect. Making sure that this page is set up properly in every area is CRITICAL to the Success of Your Site in terms of the Sales-To-Prospect Ratio.

From the “HOME” page, there needs to be a menu choice to easily go to Your Offer. Depending on how many UNIQUE ITEMS you are Selling, you should have a SALES PRESENTATION for EACH OF THEM. Thus, there needs to be a Menu Choice for each of them.

In addition, there should be a Menu Choice to CONTINUE to read more about YOU. The reason for this is that if you make your Personal Profile Too Short, it may not be a Sufficient Amount of Information to Build Credibility in the Mind of Your Prospect. However, if your Personal Profile is Too Long, Your Prospect may lose interest and attempt to exit Your Site without ever going to the Sales Presentation.

However, by giving the Prospect a CHOICE of whether or not they want more information, Your Profile becomes neither too short nor too long. Rather, it’s enough information to whet Your Prospect’s appetite and KEEP THEM READING. Once again, as we discussed regarding the Benefit of Alternate-Choice Closes, by giving the Prospect their Choice of THE PRESENTATION or MORE INFO ABOUT YOU, either choice is a GOOD CHOICE FOR YOU!

If on the other hand there is only One Choice at the bottom of the page, which is to go to THE PRESENTATION, then Your Prospect is faced with a YES-OR-NO Decision.

Axiom Number Sixty-One – NEVER put a Prospect in the position of making a Decision where one of the Choices is BAD FOR YOU!

At the bottom of the “MORE INFO” Page, if there is ONLY ONE UNIQUE PRODUCT, you’d roll right into the SALES PRESENTATION. If there is MORE than ONE Unique Product, then the CHOICES would be at the bottom of the “MORE INFO” Page.

Once the Site is on the Sales Presentation, the Site will go all the way down to the 7th “CLICK HERE TO ORDER” and will also have a Menu Choice of “MORE INFORMATION.”

This “MORE INFORMATION” choice goes to the FIRST REBUTTAL Page. At the bottom of this page, the “CLICK HERE TO ORDER” and the “MORE INFORMATION” is repeated.

The “MORE INFORMATION” choice goes to the SECOND REBUTTAL Page. At the bottom of this page, the “CLICK HERE TO ORDER” and the “MORE INFORMATION” is repeated again.

The “MORE INFORMATION” choice goes to the THIRD REBUTTAL Page. At the bottom of this page, the choices are “LAST CHANCE TO ORDER” and the “TIME TO MOVE ON” is repeated again.

At any time during the Sales Presentation, or during any of the Three Rebuttal Screens, when Your Prospect Clicks to ORDER, they go to the ORDER SCREEN. The ORDER SCREEN summarizes the OFFER and allows Your Prospect to enter their purchasing Information.

In PART THREE of this Course you will learn exactly what needs to be done to be able to accept Credit Cards at Your Site. NOT accepting Credit Cards is like running a Business without a Cash Register. Your Site MUST accept Credit Cards.

Up to this point, we have set up Your Site in unison with ALL of the PRINCIPLES that we have learned thus far.

Let’s take a moment and discuss the TOOL BAR and their functions.

YOUR TOOL BAR:

Home Page, Contact Me, Shopping, Advertising, FAQ’s, Site Map

Newsletters, Affiliates, My Account, Testimonials, Order Now

Subscribe to Newsletter, and Save to Favorites

HOME PAGE – Since the TOOL BAR is at the TOP of Most of the PAGES, having a “HOME PAGE” tab allows Your Prospect to easily find their way back to the “HOME PAGE”. If Your Prospect feels “lost”, they may panic and attempt to Exit. By making the Site EASY TO NAVIGATE, including a way to for them to get back to a familiar page, you’ll be less apt to lose Your Prospect.

CONTACT ME – Communication is not only a CRITICAL way to give Your Prospect a COMFORT level, it’s an EXCELLENT WAY to turn Your Prospect INTO a CUSTOMER! One of Your BEST SOURCES OF LEADS are the folks who send you Email. It’s Your Opportunity to strengthen Your Relationship with them and to build their CONFIDENCE in you.

SHOPPING – We’ll discuss this one in more detail, but here’s the short version of what we will discuss. On the Internet, MANY sites allow you to link to them so that anyone coming to Your Site can then choose to go from Your Site to another Site. You then earn a commission on any Sale that results from that link. Part of the SHOPPING portion of the Site allows Your Prospects and Customers to link to other Sites to shop. This is known on the Internet as an “AFFILIATE PROGRAM” as we discussed in detail in Chapter Nine.

A second part of the SHOPPING tab is for additional items that you may be able to sell in a “Shopping Cart” format. There are numerous items on the Internet that you can purchase “RESELL RIGHTS” for. We discussed this in detail in Chapter Nine as well.

The SHOPPING portion of the Site is CRITICAL to Your Profit Generation. It needs to be strategically placed and it needs to have controlled access. Locating it strategically in Your Site, the SHOPPING portion of Your Site can be EXTREMELY LUCRATIVE.

ADVERTISING – This tab has TWO purposes. It invites Other Sites to ADVERTISE on Your Site, which we spoke about in Chapter Nine. This is also a good place to offer your Copywriting Skills as a Service, if this is something that is of Interest to you. In addition, this tab opens the door to invite them to Explore YOUR AFFILIATE Program, as we discussed in detail in Chapter Nine.

FAQ’s – This tab addresses FREQUENTLY ASKED QUESTIONS. It gives you the opportunity to address and answer the issues that are MOST IMPORTANT. This will give Your Prospect more of a comfort level, which means that when the FAQ’s are properly used, they HELP to MAXIMIZE Your SALES-TO-PROSPECT RATIO. Make sure that you ask and answer these questions with the Goal of Supporting Your Sales Efforts.

SITE MAP – As we discussed in Chapter Nine, the SITE MAP is a useful Tool to help the Search Engines to rank Your Site HIGHER than it would if there were NO Site Map. The advantage of the Higher Ranking in the Search Engine is that it correlates with an INCREASE in the number of Visitors to Your Site.

NEWSLETTERS – In Chapter Nine we discussed allowing access to the archives of your Newsletters so NEW Subscribers have access to ALL of the INFORMATION AVAILABLE.  This NEWSLETTER tab allows for access.

AFFILIATES  – This tab is where another Site owner will go to explore the Affiliate Program that you are offering. Remember, in Chapter Nine we discussed in detail the necessity of having an Affiliate Program as well as being a part of many other Affiliate Programs.

MY ACCOUNT – This tab keeps track of the purchases that Your Customers have made, and of any special credits or discounts to which they are entitled.

TESTIMONIALS – This tab is also designed to give Your Prospect a COMFORT LEVEL by being able to go DIRECTLY to Testimonials. Adding Testimonials should be a CONTINUAL PROCESS. In Chapter Nine we discussed always asking for Comments AND free Permission to use them.

ORDER NOW! –  Let’s assume that Your Prospect doesn’t have their credit card available, so they leave Your Site. They come back to PURCHASE Your Offer. This tab makes it EASY for them to go DIRECTLY to the PURCHASE screen instead of having to Navigate through the Site to find their way.

SUBSCRIBE TO NEWSLETTER – This Tab gives immediate access for Your Prospect to sign up for Your Newsletter. The advantage to the Prospect is that they have Educational, Up To Date Information available to them on an ongoing basis. As we discussed in Chapter Nine, the advantage for YOU is that you have their First name and their Email Address and PERMISSION to repeatedly Market this Prospect for FREE unless they choose at some point to unsubscribe.

SAVE TO FAVORITES – This tab allows the Prospect to Save Your Site to their list of Favorites. The advantage of this one is obvious. The easier it is for Your Prospect to visit Your Site, the more times you will get them to come back, and have the opportunity to Sell them again and again.

Make sure the Title of Your Home Page makes it EASY for the Prospect to REMEMBER Your Site by the Title Page name.

Let’s recap this Site layout before we go any further.

There are 13 pages on the Tool Bar, as identified above. There are 2 Home Pages, A Sales Presentation + 3 Rebuttal Pages for each UNIQUE item, a PURCHASE PAGE, and a SHOPPING CART page that needs to be flexible in opening to handle and unlimited amount of Products.

13 pages for the TOOL BAR

2  pages for the HOME PAGE

4  pages for the Sales Presentation

1  page for the Purchase

21 pages for the Shopping Cart.

1 Page for the Survey on Exit

1 Page for the Newsletter to back up the Survey

1 Page to Close the Presentation at the end of the Site

This totals 48 pages for this Site, based on having a Site that Sells just 1 UNIQUE ITEM. Add 4 pages for the Sales Presentation of each additional Unique item, one for the Sales Presentation, and one for each of the three Rebuttal pages. This means that if you have a second Unique item, Your Site would be 52 pages. If you have a third Unique item, Your Site would be 56 pages, and if you had four Unique items, your Site would be 60 pages.

We will discuss the remainder of the Site shortly. It needs to be pointed out that there are a lot of “free” templates available for Sites on the Internet today, and there are Free Sites that are given out sometimes when you sign up to Host with a particular service. It should be CLEAR that if the Site is not STRUCTURED to do EXACTLY what it needs to do, then the “free” offer really isn’t “free at all!

IT WILL HAVE COST YOU YOUR BUSINESS, YOUR PROFIT, YOUR GOALS AND YOUR DREAM! THAT MAKES IT PRETTY EXPENSIVE, DON’T YOU THINK?

AFTER THE INITIAL SALE:

Okay, we now have the Prospect up to the point of entering their credit card information on the Order Page. The verbiage on this page needs to make CLEAR that the Order Process is SECURE and PROTECTED. We will deal with this issue in more detail in PART THREE.

Once the Prospect has entered their credit card information, next up is what is known as THE UPSELL.

Your Prospect has their credit card out, they’ve made the decision to purchase, they have entered the required information, and they are waiting for Confirmation that the order was accepted.

NOW IS THE PERFECT TIME TO GIVE THEM AN OPPORTUNITY TO BUY A RELATED ITEM!

This is known as “THE UPSELL”.

Here’s how the Upsell goes:

“For a LIMITED TIME ONLY, we are offering The EXTREMELY POPULAR Thing-a-ma-bob, which will help you to get Tasks X, Y and Z done in record time – PLUS it Stores EASILY and you can take it with you when you TRAVEL!

The Thing-a-ma-Bob is NORMALLY $79.98, but as a SPECIAL OFFER, ONLY WHILE SUPPLIES LAST, You can ADD The Thing-a-ma-Bob to Your Order RIGHT NOW For ONLY $37.77!!! That’s a SAVINGS of OVER 50% OFF THE RETAIL PRICE, ONLY HERE AND NOW!!”

CLICK HERE TO ADD THE THING-A-MA-BOB TO MY ORDER!

CLICK HERE TO CONTINUE WITHOUT ADDING

The TIMING of THE UPSELL is CRITICAL because they are already in “BUYING MODE” and they don’t have to re-enter their credit card information!

Whether the PROSPECT does or does not order THE UPSELL, the next screen that comes up will CONGRATULATE THEM FOR THEIR ORDER.

AND WITH THAT MY FRIEND, AN INCREDIBLE TRANSFORMATION HAS JUST TAKEN PLACE:

YOUR PROSPECT HAS JUST BECOME YOUR CUSTOMER!!

We have WORKED ON THIS FROM PAGE 1 OF PART ONE!

LET’S ENJOY IT FOR A SECOND, FOR IT IS THE VERY REASON FOR THE ENTIRE EXERCISE !!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

We started off in PART ONE discussing all of the GENERAL COMPONENTS that are CRITICAL TO YOUR SUCCESS.

We then proceeded to PART TWO, and we discussed EVERYTHING that SPECIFICALLY goes in to achieving YOUR DESIRED OUTCOME, WHICH IS TO GENERATE ENOUGH SALES TO MEET OR EXCEED YOUR DESIRED PROFIT.

THAT’S EXACTLY WHAT WE HAVE DONE !!!

WE HAVE SOLD OUR WIDGET X-100!!! AND WITH NO MORE EFFORT, WE MAY HAVE ALSO SOLD THE THING-A-MA-BOB TOO!

AHHH, THE SWEET SWEET TASTE OF SUCCESS !!!!!!

Imagine how you will feel when you achieve the amount of Visitors to Your Site that Your Business Plan calls for, the percentage of Prospects Your Business Plan calls for, and the Sale-To-Prospect Ratio that Your Business calls for!

YOU WILL THEN HAVE AN AUTOMATED, PROFIT GENERATING BUSINESS REQUIRING MINIMAL EFFORT ON YOUR PART!

AND MOST IMPORTANTLY, YOU NOW HAVE THE KNOWLEDGE TO KNOW HOW TO DUPLICATE THIS EFFORT TO CREATE ADDITIONAL SITES IF YOU SO CHOOSE TO GENERATE EVEN MORE INCOME!

YOU NOW KNOW WHAT IT TAKES TO BE SUCCESSFUL. YOU CAN APPLY YOUR MARKETING AND SALES EXPERIENCE TO ANY BUSINESS, BUILD A SOUND MARKETING PLAN, AND BUILD A SUCCESSFUL BUSINESS!

NO MATTER WHAT KIND OF A BUSINESS IT LOOKS LIKE IT IS, THE FACT IS THAT IT’S A SALES AND MARKETING BUSINESS WHOSE PURPOSE IS TO GENERATE PROFIT!

Now that You have made The Sale, let’s SELL MORE ITEMS TO THIS NEW CUSTOMER!

Assuming that:

  • You belong to Affiliate Programs for Related Products,
  • You have Other Products that are yours to sell that Do Not require an entire Sales Pitch, and/or
  • Products to which you have the Resell Rights

The Site will NOW DIRECT Your CUSTOMER to Your Shopping Cart Portion of Your Site.

This portion of Your Site will allow for Your Customer to Purchase Items that you are Selling, PLUS, it will allow for you to include a write-up to INTEREST Your Customer enough to Click on the Link to an AFFILIATE!

If Your Customer clicks on an item or items to Purchase, Your Site will take them to the Checkout Page, and they will re-enter their credit card information.

At this point, Your Site will follow the same layout as when Your Prospect purchased Your Initial Offer, which is to offer another UPSELL! Then Your Site will go to the CONGRATULATIONS page, advise them to PRINT THIS PAGE for their records, and proceed to a CLOSING PAGE.

The CLOSING PAGE does the Following:

  • Thanks Your Customer for their Patronage
  • Congratulates then on their Purchase
  • Advises them of specials, advertisement, highlighted links, or any information that you want them to leave your site with,
  • Includes an invitation to return at a specific time for a specific reason, and
  • Once again suggests that your customer saves your site to their “favorites” and has a simple link for them to do just that!

Remember, as we discussed in Chapter Nine, Your Customer is of TREMENDOUS VALUE to you in terms of being able to CONTINUE to Market Additional Products and Services through the use of Autoresponders to SELL ADDITIONAL OFFERS or SUGGEST ADDITIONAL AFFILIATES!

The SAME IS TRUE for Prospects. Once they come to Your Site and turn from a VISITOR into a PROSPECT, they are of GREAT VALUE to you as long as you can capture their First Name and Email Address before they leave Your Site.

Even if Your Site didn’t CLOSE THE SALE on Your First Interaction with Your Prospect, remember that you can CONTINUE TO MARKET THEM FOR FREE with the use of Autoresponders.

If the Prospect attempts to EXIT the Shopping Cart area, the next Page of Your Site is the Survey Page, where you give away something of VALUE in return for the Prospect’s input on how they felt about Your Site and Your Offer.

The CRITICAL PART OF THE SURVEY is the two questions that together gave you the REASON that the Prospect came to Your Site, and the REASON they didn’t buy from you.

Axiom Number Sixty-Two – THE REAL OBJECTION IS THE MOST CRUCIAL PART OF THE SALE.

If the Prospect leaves Your Site without you ever learning WHY, the odds of Selling that Prospect Your Offer is CONSIDERABLY LESS than if you KNOW WHY THEY DIDN’T BUY!

By encouraging Your Prospect to fill out the Survey in Return for something of Value that they can download (which by the way in part can point out the benefits of Your Offer!) you are asking them for their OBJECTION!

YOU CAN THEN PERSONALIZE YOUR AUTORESPONDER MESSAGES TO ADDRESS THIS PROSPECT’S SPECIFIC OBJECTION as we discussed earlier!!!

THIS IS AN INCREDIBLY USEFUL AND EFFECTIVE SALES TOOL!

Upon attempt to Exit, if Your Prospect doesn’t take the time to fill out the Survey, you’ll at least want to get them to SUBSCRIBE to the Newsletter so you have their First Name and Email Address.

The next screen that comes up will offer the Prospect A FREE NEWSLETTER FOR 1 YEAR, a $119.40 VALUE (Based on a SUBSCRIPTION RATE of $9.95 per month) ABSOLUTELY FREE FOR SUBSCRIBING RIGHT NOW!

You won’t get the Objection from Your Prospect this way, but you will still be able to build Your Opt-In list as we discussed in detail in Chapter Nine.

One other thing we should talk about is the SEQUENCE of Your Site. When a Visitor comes to Your Site, if they attempt to Exit at any time, the Site needs to bring up the SURVEY first, followed by Your NEWSLETTER SUBSCRIPTION offer, so you have 2 chances to capture their First Name and Email Address.

As you can see, the description of this FIRST CLASS SALES SITE is intricate, specialized, well thought out, and working in UNISON with the Principles of Sales as we discussed. Now you KNOW EXACTLY what you need in order to MAXIMIZE Your SALES-TO-PROSPECT RATIO.

AND ONLY BY KNOWING CAN YOU FINE-TUNE YOUR SITE TO MAXIMIZE ITS EFFECTIVENESS!

If you know how to program, you now have the layout to make Your Site the MOST EFFECTIVE it can be at its Fundamental Core

If you do NOT know how to program, then You will need to find the Services of a Web Designer and have them design a Site of this nature for you.

I wrote this Course to help you to have the KNOWLEDGE that you need in order to GENERATE YOUR DESIRED AMOUNT OF PROFIT.

I realized that like me, unless you knew how to program a complicated Site, you’d need to find a QUALIFIED WEB DESIGNER. This is not easy! Finding a GOOD, RELIABLE ONE that understands what you want, and gets it done in a reasonable amount of time, is NOT the easiest thing to do.

And, having a 30 or 40 page Web Site CUSTOM DESIGNED, building in ALL the features that you need PLUS the FLEXIBILITY for you to be able to have an UNLIMITED SHOPPING CART, is PRETTY EXPENSIVE and VERY TIME CONSUMING!

At the same time, ONE BIG REASON why so many New Businesses fail is because since money is usually tight at the start, they go into their new Business UNDERCAPITALIZED. And since they don’t have enough money to go into Business and do things the way they NEED to be done to be SUCCESSFUL, they can only go through the motions.

But if you don’t do the job the way it needs to be done, you will not get the results you are looking for. IN ORDER TO BE SUCCESSFUL, YOU NEED TO SET THE BUSINESS UP PROPERLY, FROM THE GROUND UP AND DO IT RIGHT THE FIRST TIME!

This means that you need to have ALL of the BEST TOOLS at Your Disposal. YOUR SITE, WHICH IS YOUR ONLY AND ULTIMATE SALES PERSON, HAS TO BE TOP NOTCH!

Axiom Number Sixty-Three SUCCESS DOESN’T HAPPEN BY ACCIDENT

SUCCESS IS THE RESULT OF HAVING A SOUND PLAN, AND OF EXECUTING THAT PLAN WITH RELENTLESSNESS.

When you create a SOUND PLAN, such as the detailed layout of the Sales Site that we just finishing developing, you CANNOT then put up a simple Site that is missing the features that Your Site needs to have, and expect to be SUCCESSFUL!

At the same time, for each person who reads this Course and decides to start their very own Internet Business to go out and try to find a Web Designer and pay thousands of dollars for their own Web Site and actually get what they need, is also unrealistic.

FORTUNATELY, I can offer you a Solution! I explained this situation to my Web Designer, and she was MOST HELPFUL. She arranged it so that I could BUY THE RIGHTS to the SITE that we just finished describing!

That means that the layout of the 30 to 40 page Site that we just finished working out, that would give you YOUR BEST OPPORTUNITY FOR SUCCESS, is available to you EXCLUSIVELY!

This means that you don’t have to worry about how you are going to go about putting Your Site together, because the work is already done!

We will discuss this in more detail in PART THREE of this Course.

THE SHOPPING SALES SITE

ANOTHER TYPE OF SITE IS A SALES SITE THAT SELLS OTHER FOLKS INFORMATION, PRODUCTS OR SERVICES. 

This type of Site is similar to the First Site that we just finished discussing, with the exception that if you do not have A UNIQUE INFORMATION, PRODUCT OR SERVICE to offer, you may not have to Sell Yourself first.

A Site of this nature would start out with the Same Logo, Sub Heading, Information line, and of course the principles of having 3 seconds Your Prospect’s attention still remain.

However, if you are offering SPECIAL ITEMS for sale from a supplier that you have arranged to Drop Ship to Your Customers, for example, then THAT’s what you’d want Your Prospect to see on Your HOME PAGE. In this case, you may want the “MORE ABOUT YOU” or “MORE ABOUT YOUR COMPANY” to be a Tab on the TOOL BAR because building Your Credibility is not crucial to Your Sale.

Remember though, in order to have a CREDIBLE SITE, you need to have a CREDIBLE OFFER. There needs to be a REASON WHY Your Prospect wants to come to Your Site, and what will keep Your Prospect INTERESTED in Your Site.

You need to decide whether you DO or DO NOT need to Sell Your Prospect on either YOU or YOUR BUSINESS FIRST, or whether they need to see YOUR OFFER FIRST.

By establishing a relationship with a Supplier where You can sell a product line, and then by going into another page where you can attach numerous Affiliates to Your Site, you can develop quite a nice Sales Site.

Make sure to apply all of the other techniques that we discussed in Site ONE above, of course, including your UPSELLS, Newsletter Subscription, and Save to Favorites.

This Site is easier to put together, and IF YOU HAVE IDENTIFIED A NICHE MARKET, could be very lucrative. But there needs to be SOMETHING UNIQUE. Whether its Your Newsletter or Ezine, or whether Your Site provides some type of Free Information, or whether Your SPECIAL OFFERS are REALLY THAT GOOD, Your Site needs to work in UNISON with ALL THE PRINCIPLES OF SALES that we discussed in detail.

FORTUNATELY, THE LAYOUT OF THIS TYPE OF SITE IS ALSO AVAILABLE EXCLUSIVELY, AS IS THE LAYOUT FOR SITE ONE, THE UNIQUE SALES SITE.

We’ll discuss this more in PART THREE as well.

 


THE “ASSISTANCE” SITE

The third and final type of Site that we need to discuss is NOT a SALES Site at all!

This Site is a Site that is of ASSISTANCE to an Internet Visitor in General. The idea of this Site is to do the same thing as a SALES SITE, which is to GENERATE TRAFFIC!

The Traffic BECOMES Your Asset as long as you capture their EMAIL addresses, because as you develop THOUSANDS of addresses, you can then do one of THREE THINGS:

  • SELL ADVERTISING on Your Site because You have HEAVY TRAFFIC
  • CONVERT YOUR SITE TO A SALES SITE now that You have Established Traffic
  • SELL THE SITE to another company that would LOVE To have a Site that has HEAVY, REPEAT TRAFFIC.

If you have an idea for an ASSISTANCE SITE, these are more Unique in appearance and varied in Design. This is the kind of Site that would be most effective if produced by a Professional Web Designer.

The PROFIT from this Site ONE YEAR after creating it could be PHENOMENAL! But for that First year, don’t expect to make much money from it. That’s the whole idea of this type of Site – to let it grow first, and THEN harvest the rewards.

If you have the foresight to see how lucrative developing a Site of this Nature can be, you can always develop a SALES SITE for yourself AND an ASSISTANCE SITE as well. The SALES SITE will generate income TODAY, and the ASSISTANCE SITE will build a potentially HUGE INCOME in the Future.

Depending on how the ASSISTANCE SITE is designed, you may be able to draw thousands of Visitors to that Site, and ADVERTISE YOUR SALES SITE ON THAT ASSISTANCE SITE!

This way, whatever it costs you per month to Operate that Site is not lost because the ADVERTISING will drive Visitors to Your SALES SITE!!!!

For food for thought, let me share with you what I have done in this regard.

As you know, the Site that I operate is www.All-About-Business.com  and the Site that my lovely wife operates is www.All-About-Home-And-Family.com.  Kathey Jo’s Site is a GREAT SITE FOR THE LADIES! Free Recipes, Helpful Household hints, Advice, Gossip, Classified Ads, Specials of the Week, and Shopping Sites that are listed by Category for EVERYTHING for HOME and FAMILY in order of “Thrifty”, “Moderate” and “Sky’s The Limit”. With ALL of her Years Cooking, Caring for people with special circumstances, and being a Professional Purchasing Agent, this Site was a NATURAL for her!

Anyway, aside from the two “ALL-ABOUT” Sites, we have a THIRD SITE called www.The-Net-Directory.com. Instead of going to a Search Engine, entering “INTERNET BUSINESS” and having a search give you “1 of 10 of 2,000,000,000 choices in 1/2 a second, I had an idea.

My idea was to pull up THE-NET-DIRECTORY, enter your keywords, say “INTERNET BUSINESS”, and then enter 3 CRITERIA for the Search:

.COM companies only, .NET companies only, etc. or all Sites

Over 1 year in Business, Over 2 years in Business, Over 3 years, etc. all Sites

A rated, B rated, all Sites (there are services on the Net that rate businesses based on customer surveys)

This means that by using the NET DIRECTORY, you can get INTERNET BUSINESS information from .COM companies only that are 3 years minimum in Business and have an A rating only.  I thought this would be more helpful to an Internet Visitor than a list of 2 MILLION possibilities!

I used the principles for Marketing in Chapter Nine that applied to this type of Site, and then I added one:

A $25 PER DAY GIVEAWAY!

All a person has to do is to check the Site every day to see if they won, because they have 24 hours to claim their prize. The Site is COMPLETELY Automatic, so it requires no work to maintain.

The Site generates a TON of Traffic. And both WWW.ALL-ABOUT-BUSINESS.com and WWW.ALL-ABOUT-HOME-AND-FAMILY.com are ADVERTISED on WWW.THE-NET-DIRECTORY.com !

The Site is FREE to the user, AND FREE to the Companies listed!

Of course, THE-NET-DIRECTORY has joined EVERY AVAILABLE AFFILIATE PROGRAM FOR EVERY BUSINESS ON THE DIRECTORY!

Can you see the Wisdom in having an ASSISTANCE SITE to COMPLIMENT YOUR SALES SITE and GROW TO POTENTIALLY ENORMOUS PROPORTIONS?

In Chapter One, Page One, we started by saying that SUCCESS STARTS FIRST AND FOREMOST IN ONLY ONE PLACE- BETWEEN YOUR EARS.  HOW TRUE IT IS!!

The layout for a Directory Type of a Site is also EXCLUSIVELY available. We will talk about ALL THREE TYPES OF SITES IN MORE DETAIL in PART THREE of the COURSE.

Chapter Eleven Review

In this Chapter we learned Five Important Axioms:

Axiom Number Fifty-Six – THERE ARE AT LEAST 10 SALES THAT MUST BE MADE IN EVERY SALE:

Making a SALE is a Step-By-Step Process, as you will see. If you rush it, you will LOSE Sales. If you skip some steps or do them poorly, you will LOSE Sales. But if you make an EFFECTIVE PRESENTATION, then YOUR PROSPECT WILL VOTE THAT THEY LIKED IT BY PURCHASING YOUR OFFER!

Axiom Number Fifty-Seven – IT IS CRITICAL THAT YOUR PROSPECT IS IN THE RIGHT FRAME OF MIND WHEN THEY HEAR YOUR OFFER.

If they “Buy You”, meaning that they Accept Your Credibility and Believability enough to read on, you have an EXCELLENT CHANCE of Making the Actual Sale. The purpose of Sale One and Two is to keep the Prospect at Your Site long enough for you to Sell YOURSELF to them. Only at THIS POINT, does “The” Prospect become “YOUR” Prospect.

Axiom Number Fifty-Eight IN ORDER FOR A SALE TO BE MADE, THE ONE THING THAT MUST BE PRESENT IS EMOTION!

THE ONLY REASON PROSPECT PLACES AN ORDER IS BECAUSE THE PROSPECT HAS A DESIRE FOR YOUR OFFER.

Axiom Number Fifty-Nine – EVERY “NO” FROM YOUR PROSPECT IS ONE STEP CLOSER TO A “YES”!

THE MORE TIMES YOU ASK FOR THE SALE, THE MORE TIMES YOU WILL GET A SALE! So after you have written your copy, BE CERTAIN to go back through and MAKE SURE THAT you ASKED for ACTION SEVEN TIMES in the body of Your Sales Presentation, and SEVEN TIMES During the Course of Each “MORE INFORMATION” page, which is called a Rebuttal.

Axiom Number Sixty – WHEN IT COMES TO ASKING FOR THE SALE, DO NOT BE SHY!!

You need to Direct Your Prospect to TAKE ACTION on average, a total of SEVEN TIMES, so there must be at least SEVEN LINKS that say: “CLICK HERE NOW”

The standard 10 Sales to a SALE will lead to a SALE one out a consistent number of times, once you are up and running. That number is the number that will need to be tweaked by making ONE CHANGE at a time to ONE of the 10 Sections that comprise a SALE, and then watching your statistics to see if you SALE-TO-PROSPECT RATIO IMPROVED, WORSENED, OR HAD NO CHANGE. We will discuss the TESTING PORTION in more detail, but for now you should be aware that the FOUNDATION of Your Site, which is YOUR BEST AND ONLY SALESPERSON, is the SUM TOTAL of ALL OF THE SMALLER SALES, DYNAMICS, PSYCHOLOGY, STRUCTURE, VERBIAGE AND TIMING as we discussed so far.

Sales Verbiage And Closing Techniques

Let’s recap where we are right now in terms of the Creation of Your Sales Site. At this point, you have attracted a Visitor to Your Site, and you have done all you can do to Maximize the Percentage of Visitors that are PROSPECTS.

You have that Prospect right where you want them:

IN FRONT OF YOUR BEST SALES PERSON – YOUR SITE!

You have established that:

  • YOUR OFFER HAS MERIT,
  • YOUR OFFER HAS VALUE,
  • THEY NEED TO ACT NOW, AND
  • WHY THEY HAVE NO RISK

And we’ve answered the Two Questions:

“WHAT DO I THINK OF THIS OFFER?” and “HOW DO I FEEL ABOUT THIS OFFER?”

We NOW have the FOUNDATION OF KNOWLEDGE from which to begin, as well as an awful lot to add, to arrive at a STRONG SALES SITE.

Axiom Number Fifty-Six – THERE ARE AT LEAST 10 SALES THAT MUST BE MADE IN EVERY SALE:

Making a SALE is a Step-By-Step Process, as you will see. If you rush it, you will LOSE Sales. If you skip some steps or do them poorly, you will LOSE Sales. But if you make an EFFECTIVE PRESENTATION, then YOUR PROSPECT WILL VOTE THAT THEY LIKED IT BY PURCHASING YOUR OFFER!

HERE ARE THE 10 SALES IN EVERY SALE:

Sale Number 1 – SELL YOUR PURPOSE CLEARLY IN 3 SECONDS

Sale Number 2 – SELL CLARITY AND DEVELOP INTEREST PAR. 1

Sale Number 3 – SELL YOURSELF – CREDIBLE AND BELIEVABLE

Sale Number 4 – SELL THE NEED

Sale Number 5 – SELL THE SOLUTION

Sale Number 6 – SELL THE PRICE

Sale Number 7 – SELL THE PERCEIVED VALUE

Sale Number 8 – SELL THE NO-RISK

Sale Number 9 – SELL THE CREDIBILITY WITH TESTIMONIALS

Sale Number 10-SELL THE LOGIC AGAIN WITH RECAP ON P.S.

WE WILL DISCUSS THESE NEXT TWO SALES NEXT!

Sale Number 11-SELL VIA ALTERNATE-CHOICE CLOSE IF NEEDED

Sale Number 12 – SELL VIA TAKE-AWAY CLOSE IF NEEDED

Sale Number 1 – SELL YOUR PURPOSE CLEARLY IN 3 SECONDS

REMEMBER THAT YOU’VE GOT THREE SECONDS TO MAKE ENOUGH OF A POSITIVE IMPRESSION UPON YOUR PROSPECT FOR THEM TO CONTINUE TO READ ON.

Your Site will open to a HEADING, SUB-HEADING, and INFORMATION LINE that CLEARLY DESCRIBES WHAT THE BENEFIT OF THIS SITE IS TO THE PROSPECT and Develops enough Interest to Direct The Prospect to Read the FIRST PARAGRAPH!

You have made your FIRST SALE! Your have SOLD Your Prospect on Staying and Reading the first paragraph. You have obviously informed, entertained and inspired the Curiosity of Your Prospect enough for him/her to continue.

Sale Number 2 – SELL CLARITY AND DEVELOP INTEREST PAR. 1

Your FIRST PARAGRAPH has to be clear, concise, and MOST OF ALL, it MUST BE OF INTEREST TO YOUR PROSPECT! Remember, Your Prospect is in charge of his/her own mouse and can click off at any time. If you are boring, verbose, or vague, you are sending a message that you are not offering anything CRISP, SHARP or WORTH Your Prospect’s time!

Sale Number 3 – SELL YOURSELF – CREDIBLE AND BELIEVABLE

Your purpose is to Establish Yourself as the EXPERT so Your Prospect says to themselves “THE OFFER FROM THIS INDIVIDUAL COULD BE VALUABLE TO ME – I BETTER READ ON!”

The purpose of Your Profile is to SELL the Prospect on YOU. Once you have developed Yourself as Both CREDIBLE AND BELIEVABLE, you have made your SECOND SALE.

You don’t want Your Copy to go on for too long, but you don’t want to be too short either. What I did on My Site is I wrote a bit about myself, and then I gave the Prospect a “MORE ON ROB” button and had a 30 year Associate of mine write a biographical background piece on me. This way, if a Prospect wanted more of a Comfort level with me personally, they could go to that second page. If the one page was enough for them, they could go on to the Sales Presentation.

Whether they chose to go to MORE INFO or to The OFFER, they were NOT making the choice to EXIT the Site! When either choice is an ACCEPTABLE CHOICE from the Perspective Your Prospect that Your Prospect is moving closer to the Final Sale, this Technique is called an “ALTERNATE-CHOICE CLOSE.”

At this point, the Prospect has entered the Site, and has been impressed enough in the First Three Seconds to decide to read the First Paragraph. They’ve read that First Paragraph and it set a tone of No Nonsense, Interest and Value, so the Prospect is now reading with an Interest. They are now Sold on YOU so they are Interested in hearing what you have to say. So now they either roll into your Sales Presentation, if you have just one item to Sell, or, they roll to a “Choice” section where they choose which item is of Interest to them.

This is known as doing a “warm-up”. Before you begin the portion that addresses what they THINK of Your Offer, you have first warmed up their FEELINGS regarding how RECEPTIVE they feel about entertaining an Offer that comes from YOU based on what they now know about You.

YOU NOW HAVE YOUR PROSPECT IN THE PROPER FRAME OF MIND TO LISTEN TO YOUR OFFER!

Axiom Number Fifty-Seven – IT IS CRITICAL THAT YOUR PROSPECT IS IN THE RIGHT FRAME OF MIND WHEN THEY HEAR YOUR OFFER.

If they “Buy You”, meaning that they Accept Your Credibility and Believability enough to read on, you have an EXCELLENT CHANCE of Making the Actual Sale. The purpose of Sale One and Two is to keep the Prospect at Your Site long enough for you to Sell YOURSELF to them. Only at THIS POINT, does “The” Prospect become “YOUR” Prospect.

Sale Number 4 – SELL THE NEED

You are now ready to pose the Situation that you wish to Address that is of Concern or Interest to your Prospect. Take Your Time building your case, but do not intentionally belabor the point. In other words, say everything you need to say in a Clear and Concise manner so Your Prospect can CLEARLY UNDERSTAND what the Concern is that you are Addressing.

After you have addressed this Concern adequately, and in Your Prospect’s mind you have ESTABLISHED A NEED, THEN AND ONLY THEN are you ready to Propose a Solution.

Sale Number 5 – SELL THE SOLUTION

Whenever possible, YOUR SOLUTION should be the THIRD ONE you propose. For example:

“Now there are Three Ways to deal with this situation. One way is for you to ignore it and hope that it will go away. But I seriously doubt that that will work for any length of time!

“A second way is to look for something that will do A, B and C so you can minimize the problems you have to deal with as a result of this situation.”

“Or, you can find a Product that will do A, B, C, D, and E for you. (Itemize the benefits to the Prospect of A, B, C, D, and E.) That would be WONDERFUL, wouldn’t it?”

“What if I showed you a Product that will NOT ONLY do A THROUGH E for you, it will ALSO DO X, Y AND Z TOO!! SOUND TOO GOOD TO BE TRUE?”
Well I am PROUD TO TELL YOU that BASED ON MY _____ YEARS IN THIS FIELD, I CAN PROUDLY RECOMMEND THE BEST PRODUCT ON THE MARKET – IT WILL DO ALL THIS AND MORE!”

What you have done so far is this:

You have just COMBINED the STRUCTURE OF THE SITE, PLUS the VERBIAGE OF THE SITE, to be IN SYNC WITH THE DYNAMICS AND THE PSYCHOLOGY OF THE MAKINGS OF A SALE!

THIS MY FRIEND, IS A BEAUTIFUL, BEAUTIFUL THING!!

YOU’VE JUST MADE YOUR FIFTH SALE – YOU’RE HALFWAY HOME!

Sale Number 6 – SELL THE PRICE

What you need to do now is to justify why the Sales Price of this Product should be a MUCH HIGHER AMOUNT than you are charging for it. The simple fact here is that EVERYONE likes to feel like they are getting a GOOD VALUE, a GOOD DEAL, on whatever it is that they are buying.

By Building up the PERCEIVED VALUE, when you DO get to the REAL PRICE, the Prospect will “FEEL” more like they are getting a GOOD DEAL, and therefore the PRICE of the item will not be a reason why Your Prospect didn’t buy Your Offer. So it will go something like this:

“Now how much would you expect to pay for a Widget of this type? You’ve probably seen similar Widgets for $329 and frankly, they LOOK like they MIGHT do the job, but we all know they don’t do everything we want them to do. In fact, they don’t even CLAIM to be able to do A, B, and C.

For the Product that you are being offered today, we could EASILY charge $495 and get it all day long, because its WELL WORTH THE MONEY. But what we want do, for a limited time only, is to put 1000 of these Fabulous Machines on the streets as quickly as possible and get feedback from the new owners of how much they LOVE THEM! THEREFORE, here’s our SPECIAL, ONE TIME, LIMITED TIME OFFER –

 

 

Solve the problem of A, B, and C BY OWNING THE BEST PRODUCT ON THE MARKET FOR THIS EXACT PURPOSE-

THE WIDGET X-100!

In return for your feedback of how you like it, INSTEAD of $495, or $395, or EVEN $295, RIGHT NOW YOU CAN ORDER THIS WIDGET X-100 FOR THE INCREDIBLY LOW PRICE OF ONLY $198 !!!

THAT’S OVER 50% OFF THE RECOMMENDED SALES PRICE!!!

Obviously, we cannot do this FOREVER! In fact, I can’t promise that we will be able to do this TOMORROW because at THIS PRICE, we’ll probably be out of stock before very long!!!

THE TIME HAS NEVER BEEN BETTER THAN RIGHT NOW to OWN YOUR VERY OWN WIDGET X-100!!!

–  Do you FEEL the EXCITEMENT BUILD in the Course of the Copy??? IF you don’t I GUARANTEE that your Prospect WON’T, either!

Axiom Number Fifty-Eight IN ORDER FOR A SALE TO BE MADE, THE ONE THING THAT MUST BE PRESENT IS EMOTION!

If Your Prospect were wishy-washy about Your Offer, WHY would they reach into their pocket to get the credit card out?

THE ONLY REASON PROSPECT PLACES AN ORDER IS BECAUSE THE PROSPECT HAS A DESIRE FOR YOUR OFFER.

A COMBINATION OF STRUCTURE AND VERBIAGE IN UNISON WITH THE DYNAMICS AND THE PSYCHOLOGY OF THE MAKING OF A SALE CREATE THAT DESIRE!

NO EMOTION = NO DESIRE = NO SALE. YOU CAN BET IT ALL ON THAT!

Sale Number 7 – SELL THE PERCEIVED VALUE

Okay, we have SOLD the PRICE. Next we need to make INCREASE THE PERCEIVED VALUE. This is the same principle that has been around for many years. Its been used on TV for everything from Ginsu knives to portable sewing machines: “You get the regular knives, the steak knives, the bread knives, and the butter knives, a $49.99 value – all for the one low price of only $19.99– BUT WAIT THERE’S MORE!

The “BUT WAIT THERE’S MORE” is known as PACKING VALUE.

It goes like this:

“AS EXCELLENT OF AN OFFER AS THIS ONE IS, TO OWN THE WIDGET X-100 FOR OVER 50% OFF, IT GETS EVEN BETTER AND HERE’S WHY! FOR THE FIRST HUNDRED ORDERS WE ARE GIVING AWAY A COMPLIMENTARY X-100 THING-A-MA-JIG! THIS THING-A-MA-JIG MAKES DOING A, B, AND C EVEN FASTER AND EASIER!

YOU’LL ALSO RECEIVE THE DO-HICKEY WHICH IS PERFECT FOR THOSE HARD TO REACH PLACES! SO YOU GET THE WIDGET X-100 FOR ALL OF YOUR BLANK NEEDS,

PLUS FOR ORDERING TODAY YOU GET THE X-100 WHACHA-MACALLIT TO MAKE IT EVEN EASIER TO DO Tasks D AND E!

AND THIS INCREDIBLE PACKAGE IS ALL YOURS FOR THE UNBELIEVABLE LOW PRICE OF ONLY $198 WHILE SUPPLIES LAST!”

We have just DEVELOPED URGENCY!

We have packed the value and done all we can do to Sell the Prospect on the VALUE of purchasing Your Product.

Sale Number 8 – SELL THE CONCEPT OF NO-RISK

“Now because I want you to SEE FOR YOURSELF how INCREDIBLE the WIDGET X-100 ACTUALLY WORKS, LET ME PUT YOUR MIND TOTALLY AND COMPLETELY AT EASE.

OUR IRON CLAD GUARANTEE:

IF AT ANY TIME, IN THE NEXT WHOLE ENTIRE YEAR, YOU FEEL FOR ANY REASON WHATSOEVER THAT THE X-100 IS NOT EVERYTHING I SAID IT IS AND MORE, SIMPLY RETURN IT FOR A FULL REFUND, NO QUESTIONS ASKED!

HOW’S THAT FOR CONFIDENCE IN OUR PRODUCT!”

Based on how your verbiage is flowing, YOU determine when to utilize your Testimonials. Testimonials are beneficial because Your Prospect KNOWS that YOU are going to say that the X-100 is INCREDIBLE. They’d like to know how other folks that are JUST LIKE THEM feel about the X-100.

Sale Number 9 – SELL THE CREDIBILITY WITH TESTIMONIALS

For your piece of mind, here’s what just THREE of the THOUSANDS of SATISFIED OWNERS of the WIDGET X-100 have to say!

“I can’t believe how easy it is to do A, B, and C” There was a time when this was a dreaded task – but NO MORE!”  J.B. Atlanta, Georgia

“I used to hope my wife did A, B, and C because frankly, I hated that job. But, with the WIDGET X-100 its fast, its easy, and MOST OF ALL, I get BIG POINTS for helping my wife around the house!”  L.F. San Diego, Ca.

“I don’t know what I ever did before I had the WIDGET X-100. But I will NEVER be without a WIDGET X-100 AGAIN! WHAT A WONDERFUL BENEFIT TO OWNING THIS WIDGET! – MY LIFE IS 100 TIMES EASIER!”  S.G. Smithtown, N.Y.

This is TRULY an INCREDIBLE PRODUCT! CLICK HERE TO ORDER NOW! Your WIDGET will be shipped within 24 hours of receipt of the order! CLICK HERE NOW!

These are what Folks JUST LIKE YOU have to say about the INCREDIBLE WIDGET X-100! ISN’T IT TIME YOU MADE YOUR OWN LIFE EASIER? CLICK HERE RIGHT NOW TO HAVE YOUR WIDGET X-100 SHIPPED RIGHT TO YOUR DOOR!”

Thank you in advance for your order.

Sincerely,
John Smith

Widget-Master

 

SALE NUMBER 10: RESELL THE OFFER WITH RECAP ON P.S.

At this point we will use a P.S. that Recaps the following:

  • The Problem
  • The Solution
  • The Price
  • The Perceived Value
  • The No-Risk
  • The Testimonials

P.S. Remember, this WIDGET X-100 will do A, B, C, D, and E, PLUS X, Y AND Z. By ordering TODAY, you are getting THREE BONUSES:

  • The X-100 THING-A-MA-JIG TO MAKE A, B, and C EVEN EASIER,
  • The DO-HICKEY for those HARD TO REACH AREAS and
  • The WHACHA-MACCALIT to make Tasks D AND E A BREEZE!

Normally we’d sell JUST THE WIDGET X-100 FOR $495, but for TODAY’S SPECIAL,

YOU GET ALL FOUR!

  • THE WIDGET X-100, PLUS!
  • THE X-100 THING-A-MA-JIG PLUS!
  • THE DO-HICKEY                      PLUS!
  • THE WHACHA-MACALLIT

ALL FOR THE INCREDIBLY LOW PRICE OF ONLY $198 !!! AND THAT’S WITH A FULL, ONE YEAR, NO QUESTIONS ASKED, MONEY BACK GUARANTEE !!!!  You’ve heard what folks JUST LIKE YOU Had to Say!!!   CLICK HERE TO ORDER NOW!!!

P.P.S REMEMBER, THIS OFFER IS LIMITED TO SUPPLIES ON HAND. ORDER RIGHT NOW TO MAKE SURE YOU DO NOT MISS OUT ON THIS INCREDIBLE OFFER! CLICK HERE TO ORDER RIGHT NOW!

I should mention that P.S. stands for “Post Script”, which comes after the script has been completed. P.P.S. stands for “Post, Post Script” meaning it comes after the Post Script. If you wanted to add a third message, you could add a P.P.P.S.

Such as:

P.P.P.S. I just wanted to give you MY PERSONAL WORD THAT THE WIDGET X-100 REALLY IS AS INCREDIBLE AS WE HAVE TOLD YOU THAT IT IS!!  CLICK HERE TO ORDER RIGHT NOW!

Now Your Prospect is going to do one of two things:

  • PLACE AN ORDER or
  • ATTEMPT TO EXIT

This is NOT GOOD, because Choice Two means you did not sell this Prospect your Offer! So, let’s increase the odds in YOUR FAVOR:

At the end of the Presentation, if the Prospect Places an Order, that’s GREAT!

If however, the Prospect does NOT Place an Order, We’re JUST GETTING STARTED!

Remember, Every time a Prospect says “NO”, they are really saying, “NOT YET, make me feel more comfortable.” Otherwise, they wouldn’t be continuing to read! It is NOW YOUR SIGHT’S JOB TO CLOSE THESE PROSPECTS!

YOUR PROSPECT WANTS TO BUY- HELP THEM!

Let’s explore EXACTLY HOW TO CLOSE THE SALE!

We now turn our attention to Sale 11 and Sale 12.

Sale Number 11-SELL VIA ALTERNATE-CHOICE CLOSE IF NEEDED

By giving Your Prospect the OPTION to get MORE INFORMATION at the bottom of the Presentation, they now have two choices facing them:

  • PLACE AN ORDER or
  • CONTINUE READING MORE INFORMATION

ISN’T THIS A MUCH BETTER SECOND CHOICE??? YOU BET! THE PROSPECT IS STILL AT YOUR SITE WHERE YOU STILL HAVE A CHANCE TO MAKE THEM A FIRST TIME BUYER!!!! THAT’S THE WHOLE PURPOSE OF THE SALES SITE, REMEMBER? TO SELL!!!!!!!!

The bottom of the screen will look like this:

CLICK HERE TO ORDER NOW                       MORE INFORMATION

Rather than purchasing, Your Prospect is not yet totally convinced so they choose “MORE INFORMATION.”

What this Prospect just said to you is NOT “NO”. What this Prospect just said is “NOT YET”! This Prospect is saying “Look, I am INTERESTED or I would have moved on, but I am not yet comfortable enough to make the Decision to purchase. PLEASE HELP ME TO MAKE THIS DECISION BECAUSE I WANT YOUR OFFER BUT I AM HESITANT.”

Your Prospect can only be hesitant for TWO REASONS:

EITHER THEIR LOGIC/REASON HAS RAISED A QUESTION, or

THEIR EMOTION/FEELING HAS RAISED A QUESTION.

And you do NOT know which one it is!!

BUT, you DO HAVE THEIR ATTENTION, so you now have the opportunity to RESELL THEM ON ALL THE PERTINENT FACTS!

This means that you have the opportunity to Recap the reasons why this WIDGET X-100 is a WISE PURCHASE, and that the PRICE is JUSTIFIED. This appeals to their sense of LOGIC and REASON.

You ALSO have the Opportunity to Recap the reasons why they can FEEL GOOD making the purchase through additional testimonials and by reiterating the NO-RISK guarantee! This appeals to their sense of EMOTION and FEELING.

Then, by writing with the ASSUMPTION that you have answered their concerns, you can simply move forward with the direction for the Prospect to ORDER, and you top it off with some URGENCY, as in “CLICK HERE TO ORDER NOW!”

Let’s try writing the copy for this first REBUTTAL page:

“You know, sometimes I am asked if there is anything that the WIDGET X-100 CANNOT DO!!

And I always say “it doesn’t do WINDOWS!!”

Seriously, for the past SIX YEARS, the WIDGET X-50 has been the MAINSTAY of the ENTIRE INDUSTRY.

NOW, the MOST EXCITING ADDITION to this industry TRULY IS the WIDGET X-100.

Let me share with you some more UNSOLICITED TESTIMONIALS from EVEN MORE FOLKS JUST LIKE YOU that have had the OPPORTUNITY to ENJOY THE BENEFITS of the WIDGET X-100:”

“I never thought I’d ever take the time to write to any company about their product. But this WIDGET X-100 has made my life SO MUCH EASIER I can’t believe it. Keep up the good work you guys!”  K.D. Denver, Colorado

“I’ve owned the WIDGET X-100 for 9 months now, and EVERY TIME I use it, I am so glad I bought it. It not only used to take me THREE TIMES AS LONG to get the job done, but I dreaded it because it was a CHORE.

Now I look forward to it because the WIDGET X-100 makes it easy to accomplish the task, and in 1/3 the time!”  T.Y. Chicago, Illinois

“I bought the WIDGET X-50 when it came out about 5 years ago. It gave me 5 years of TOTALLY RELIABLE SERVICE. So when the WIDGET X100 came out, I mentioned that it would make a GREAT Christmas gift, and I guess Santa heard me. THANKS SANTA for making my life THAT MUCH EASIER!”  J.G. Salt Lake City, Utah

Its pretty clear that the WIDGET X-100 is a well designed, well thought out piece of equipment that will make your life easier, get the task done in less time, and leave you feeling good too. The price of the WIDGET X-100 will NEVER BE LOWER and will NOT be ONLY $198 for long!

But ONE THING is for certain:

NOW IS THE TIME TO BUY ONE, because you’ve got NOTHING AT ALL TO LOSE. THERE IS NO RISK FOR YOU because of our ONE-YEAR 100% MONEY BACK GUARANTEE if you are not ABSOLUTELY DELIGHTED!

We ship within 24 hours, and it takes just 3 days for Delivery, so YOU WILL HAVE YOUR WIDGET X-100 IN YOUR HANDS WITHIN 5 DAYS!

CLICK HERE TO ORDER NOW!                   FOR MORE INFORMATION

As you can see, here’s what we have done:

  • We RESOLD THE BENEFITS to the Prospect,
  • We RESOLD how they FEEL about it,
  • We RESOLD what they THINK about it,
  • We RESTATED that there is URGENCY to the Offer,
  • We ASSUMED that they will now buy, and
  • We CALLED FOR ACTION on their part.

This gave us a good second chance to Close this Sale. But there always exists the possibility that for whatever reason, the person still isn’t convinced. If there was no “MORE INFORMATION” at the bottom of this rebuttal page, the Prospect would have to choose “YES” or “NO” with regards to the purchase. But since there is another page for MORE INFORMATION, if the Prospect is not convinced enough to purchase, but interested enough to keep reading, then Your SITE might as well KEEP SELLING!!

Before we go further, here’s a little CONVENTIONAL WISDOM when it comes to Sales. It takes 7 “NO’s” to get to a “YES” on average in Sales. This means that if in Your Sales Presentation, before you get to the REBUTTALS, you ask for the Prospect to “Click Here to order NOW” in one way or another, 7 times, then you will have asked enough on average for the Prospect to say “YES”.

Averages however, are deceiving. It could take asking a Prospect just 3 times to get them to say “YES”. It could take 20 times to get them to say “YES”!

Axiom Number Fifty-Nine – EVERY “NO” FROM YOUR PROSPECT IS ONE STEP CLOSER TO A “YES”!

THE MORE TIMES YOU ASK FOR THE SALE, THE MORE TIMES YOU WILL GET A SALE! So after you have written your copy, BE CERTAIN to go back through and MAKE SURE THAT you ASKED for ACTION SEVEN TIMES in the body of Your Sales Presentation, and SEVEN TIMES During the Course of Each “MORE INFORMATION” page, which is called a Rebuttal.

Axiom Number Sixty – WHEN IT COMES TO ASKING FOR THE SALE, DO NOT BE SHY!!

To recap, at the bottom of the Sales Presentation, we gave the Prospect an ALTERNATE-CHOICE CLOSE, which was to “ORDER NOW”, or “MORE INFORMATION.”

If the Prospect asked for “MORE INFORMATION”, we then proceeded to SALE 11, which is a REBUTTAL that RESELLS THE PROSPECT on the TWO QUESTIONS, “WHAT DO THEY THINK ABOUT THE OFFER” and “HOW DO THEY FEEL ABOUT THE OFFER”.

At the end of this Rebuttal, we AGAIN use the ALTERNATE CHOICE CLOSE of “ORDER NOW” or “MORE INFORMATION.”

As a matter of timing, the “MORE INFORMATION” choice should be to Continue to EDUCATE the Prospect on WHY this SUCH a GREAT Offer, giving the Prospect MORE INFORMATION upon which to base their decision to PURCHASE.

But I would only do this for a SECOND TIME. If you get into the habit of continuing “MORE INFORMATION” screens forever, TOO MUCH INFORMATION IS JUST AS BAD AS NOT ENOUGH INFORMATION!

An EXCELLENT EXAMPLE of this principle can be demonstrated in the case of selling Shoes. A Prospect is looking at a pair of shoes in Yellow and a second pair in White. The Prospect says to the Salesperson, do you have them in Beige also? The Shoe Salesmen has two choices. He can say “YES” and go get the Third Pair in Beige, or he can say “YES, out of THESE TWO pair, which do you PREFER, the White or the Yellow?”

This encourages the Prospect to make a DECISION between the Two choices, White and Yellow. Well, if the Prospect CANNOT DECIDE between the White and the Yellow, her decision will be THAT MUCH HARDER when Beige is added. Add two or three or four more pair of shoes to the Decision, and the Prospect may walk out of the store with NO SHOES at all because she just COULDN’T DECIDE.

So, you want Your Site to provide an EXCELLENT SALES PRESENTATION, asking for a CALL TO ACTION SEVEN TIMES. If the Sale was NOT MADE at that point, you then want to Offer a REBUTTAL PAGE, and RESELL Your Prospect on the all the CRITICAL POINTS as we just discussed above:

  • That it’s a WISE PURCHASE and
  • That the PRICE is JUSTIFIED.

This appeals to their sense of LOGIC and REASON.

  • Opportunity to offer Additional Testimonials and
  • Reiterate the NO-RISK Guarantee!

This appeals to their sense of EMOTION and FEELING.

  • Write with the ASSUMPTION that you have answered their concerns
  • Continually Direct the Prospect to ORDER, and
  • Make sure to CREATE URGENCY, as in “CLICK HERE TO ORDER NOW!”

If the Prospect chooses “MORE INFORMATION” a SECOND Time, The SECOND REBUTTAL should be STRONGER, almost as if there is NO OTHER INTELLIGENT CHOICE BUT TO TAKE ADVANTAGE OF THIS OFFER. OTHER THAN STRENGTH OF COPY, IT SHOULD FOLLOW THE SAME FORMAT.

“Well, since you are still reading, it means that you are VERY INTERESTED in purchasing the WIDGET X-100 but you’re just a bit hesitant.

LET ME PUT YOUR MIND AT EASE RIGHT NOW.

For the ACCOMPLISHMENT of Tasks A-E and X-Z, you do have SEVERAL CHOICES.

  • You can of course continue to do these tasks the way you’re doing them right now. I suspect though that if you were HAPPY doing it that way; you wouldn’t be looking for a BETTER WAY!
  • You can purchase one of the LESS EFFICIENT PRODUCTS on the Market and take a little longer and work a little harder to get the task done.

OR!

  • You can let the WIDGET X-100 HELP YOU TO GET THE JOB DONE IN LESS TIME, WITH LESS EFFORT, FOR LESS THAN HALF OF ITS SUGGESTED RETAIL PRICE!

Remember the ADDITIONAL BENEFITS of the X-100 THING-A-MA-JIG to make tasks A, B AND C EVEN EASIER!!!

The DO-HICKEY is STRICTLY for those HARD TO REACH PLACES! It ALONE is worth $49, and once this offer ENDS, it will NOT BE OFFERED AGAIN! That’s a PROMOTIONAL ONE-TIME OFFER!

And the WHACHA-MACALLIT will Help You to FLY RIGHT THROUGH TASKS D AND E WITH EASE!

The FACT is that THOUSANDS of people do this task regularly. The HAPPY ONES, the SMART ONES, THEY are doing it with the WIDGET X-100. You’ve read what some of them have to say:

“I can’t believe how easy it is to do A, B, and C” There was a time when this was a dreaded task – but NO MORE!”  A.Z. Washington D.C.

“I used to hope my wife did A, B, and C because frankly, I hated that job. But, with the WIDGET X-100 its fast, its easy, and MOST OF ALL, I get BIG POINTS for helping my wife around the house!” O.W. Miami, Florida

“I don’t know what I ever did before I had the WIDGET X-100. But I will NEVER be without a WIDGET X-100 AGAIN! WHAT A WONDERFUL BENEFIT TO OWNING THIS WIDGET!” P.L. Dallas, Texas

“I never thought I’d ever take the time to write to any company about their product. But this WIDGET X-100 has made my life SO MUCH EASIER I can’t believe it. Keep up the good work you guys!” J.W. Cincinnati, Ohio

“I’ve owned the WIDGET X-100 for 9 months now, and EVERY TIME I use it, I am so glad I bought it. It not only used to take me THREE TIMES AS LONG to get the job done, but I dreaded it because it was a CHORE. Now I look forward to it because the WIDGET X-100 makes it easy to accomplish the task, and in 1/3 the time!” D.S. Salem, Oregon

“I bought the WIDGET X-50 when it came out about 5 years ago. It gave me 5 years of TOTALLY RELIABLE SERVICE. So when the WIDGET X100 came out, I mentioned that it would make a GREAT Christmas gift, and I guess Santa heard me. THANKS SANTA for making my life THAT MUCH EASIER!”  E.H. Phoenix, Arizona

Remember that THERE IS NO RISK TO ORDERING! You have a ONE-FULL YEAR 100% MONEY BACK GUARANTEE IF THE WIDGET X-100 IS NOT EVERYTHING WE SAY IT IS AND MORE.

THE WIDGET X-100                    ($495 VALUE)

THE X-100 THING-A-MA-JIG    ($  69 VALUE)

THE DO-HICKEY                         ($  49 VALUE)

THE WHACHA-MACALLIT       ($  49 VALUE)

————————————————————

$662 VALUE!!!

FOR THE AMAZINGLY LOW PRICE OF ONLY $198 FOR ALL THREE!

DO NOT MISS OUT ON THIS FANTASTIC OFFER!!!!!!!

ORDER NOW!!

YES I WANT THE PACKAGE OF ALL THREE OF THESE FABULOUS ITEMS FOR ONLY $198 WITH A FULL ONE-YEAR 100% MONEY BACK GUARANTEE!!

CLICK HERE TO ORDER NOW!                           MORE INFORMATION

At this point, you have made an EXCELLENT SALES PRESENTATION to Your Prospect. You have made an EXCELLENT FIRST AND SECOND REBUTTAL to Your Prospect.

You have DIRECTED Your Prospect to ACTION 21 TIMES, 7 on Your Presentation, and 7 on each of the TWO Rebuttals. If there was a Sale to be had, you did JUST ABOUT EVERYTHING YOU COULD DO to get it!!

JUST ABOUT EVERYTHING, but NOT QUITE EVERYTHING. And now, the TAKE-AWAY!

Sale Number 12 – SELL VIA TAKE-AWAY CLOSE IF NEEDED

The Take-away is the Science of Using Reverse Psychology. When you are pushing a Prospect in the Direction of getting them to Take Action, their automatic defense mechanism will be to resist. That’s why it is SO IMPORANT to follow each of 10 Steps of the Sale, so that the Prospect feels like they are making their Own Decision and not being forced into something.

Some Prospects need that EXTRA PUSH however. A Prospect who didn’t make the Decision to Buy AFTER reading the Sales Presentation AND Two Rebuttals, AFTER being directed to a CALL TO ACTION 21 Times, and yet is STILL READING to get to your LAST REBUTTAL, is telling you that they WANT TO BE CONVINCED!

However, up until NOW, Your Best Efforts did not result in the Prospect’s Action to PURCHASE, so its time to take a different tact. This is where the Take-Away can Close the Sale where another standard Rebuttal may have no more Success than the first two rebuttals.

THE TAKE-AWAY.

The Take-Away works best when preceded by a SUMMARY-CLOSE. A SUMMARY-CLOSE is a LISTING of ALL THE FEATURES AND BENEFITS OF YOUR OFFER TO YOUR PROSPECT. THEN, AFTER YOU SUMMARIZE ALL OF THE FEATURES AND BENEFITS, YOU THEN TAKE IT AWAY FROM YOUR PROSPECT.

This Psychological REVERSAL is often enough to TIP Your Prospect to TAKE ACTION!

“Well, You have looked at the BEST FEATURES of the WIDGET X-100.

  • It is RELIABLE
  • It is STURDY
  • It is GOOD FOR TRAVEL
  • It is INEXPENSIVE TO OPERATE
  • It is EASY TO OPERATE
  • It is FAST
  • It is ON SALE
  • It provides TREMENDOUS RESULTS
  • The offer INCLUDES THE THING-A-MA-JIG PLUS THE DO-HICKEY PLUS THE WHACHA-MACALLIT
  • It is a $662 VALUE FOR JUST $198 FOR A VERY LIMITED TIME
  • There is a ONE YEAR, 100% MONEY BACK GUARANTEE

And, You have looked at the BEST BENEFITS TO YOU FROM THE FEATURES OF THE WIDGET X-100:

  • THE PIECE OF MIND THAT IT WILL GET THE JOB DONE
  • THE JOB WILL GET DONE FASTER
  • THE JOB WILL BE DONE WELL
  • YOU CAN TAKE IT WHEREVER YOU NEED TO USE IT
  • YOU CAN COUNT ON IT
  • YOU CAN HAVE THE CONFIDENCE IN A JOB WELL DONE
  • YOU ARE GETTING TREMENDOUS VALUE
  • YOU HAVE NO RISK DUE TO THE GUARANTEE

And in ADDITION to the FEATURES AND BENEFITS TO YOU OF THE WIDGET X-100, You have heard from NUMEROUS, SATISFIED CUSTOMERS JUST LIKE YOU!

CERTAINLY You can see how having the WIDGET X-100 to do Tasks A, B and C as well as X, Y and Z is OF GREAT BENEFIT TO YOU!

The fact is that if you DON’T FEEL that having the X-100 is a GREAT BENEFIT to You, then there’s only ONE THING LEFT to say –

DON’T BUY IT!

Maybe you don’t do tasks A, B C, D, and E – or tasks X, Y and Z for that matter.

Maybe you have an old system that you can nurse along for a little while longer and “hold off” on buying the X-100.

That is CERTAINLY YOUR PRIVILEGE. I want to THANK YOU EITHER WAY for Visiting this Site today and I wish you much Luck and much Success in getting these TASKS done whether you have the X-100 or not.

The ONLY thing I want to point out is that there is ONLY ONE DIFFERENCE between ENJOYING THE BENEFITS OF THE WIDGET X-100, and struggling along WITHOUT IT.

There have been many times in ALL our lives when we saw a GOOD DEAL on something that we WANTED, NEEDED, and COULD USE, but we DIDN’T do it when we had the Chance. And then the Chance was gone.

THERE IS ONLY ONE THING STANDING BETWEEN YOU AND A BETTER AND FASTER WAY TO GET ALL OF THESE TASKS DONE –

YOUR DECISION TO ACT NOW.

I want to make SURE that you KNOW that this is a LIMITED TIME OFFER, and it will NEVER BE REPEATED at this Price. So if you DO have the NEED for a WIDGET X-100, YOU’D BE WISE TO TAKE ADVANTAGE OF THIS OFFER RIGHT NOW WHILE IT IS STILL AVAILABLE.
Either way, my very best to you.

Sincerely,

John Smith

Widget Master

OKAY JOHN. I DO NEED A WIDGET X-100 AND I AM GOING TO TAKE ADVANTAGE OF YOUR NO RISK OFFER!

LAST CHANCE TO ORDER                                         TIME TO MOVE ON

Pretty GUTSY, huh?
Well, you had nothing to lose! If this INCREDIBLY STRONG SALES PRESENTATION, along with TWO STRONG REBUTTALS and 21 CALLS TO ACTION didn’t Inspire Your Prospect to Action, then a little REVERSE PSYCHOLOGY CERTAINLY COULDN’T HURT – you didn’t have a SALE ANYWAY!

In Chapter 12 we will discuss where the Site goes if the Prospect clicks “TIME TO MOVE ON”.

They have NOT GOTTEN OFF THE HOOK YET- THEY JUST THINK THEY HAVE!

How To Sell

One of the biggest shortcomings that I have seen in the materials that I reviewed that are available today on the Internet is in the area of making The Actual Sale.

Keeping in mind that I was involved in making Training Tapes and Training People to CLOSE SALES for over 25 years, this is an area in which I have a TREMENDOUS amount of Expertise AND Success!

Rather than giving you the standard discussions of how to set up a Site for free, or refer you to a Web Designer for a professional Site to be made, let’s first discuss what the Site’s PURPOSES are and how to best ACHIEVE them.

Axiom Number Forty-Nine  – A SALES SITE’S JOB IS TO SELL!

Let’s start with the simple premise that what you want is a Site that will SELL your INFORMATION, PRODUCT or SERVICE with the HIGHEST CONVERSION RATE of SALES-TO-PROSPECTS.

As we discussed, if 100 VISITORS come to your Site, and 90% of them are Qualified Visitors, which we call PROSPECTS, you have 90 PROSPECTS, or Potential Customers.

If YOUR SITE, which is YOUR SALESPERSON, sells ONE of them, then your Sales person’s rate of Closing the Sale is 1/90.

If this is the case, there is one and ONLY one thing for you to do:

FIRE YOUR SALESPERSON!!!!

If you had a Conventional Business, like I did for 25 years, and you had a Salesperson that you had to give 90 Prospects to in order to get ONE Sale, you could NEVER EVER afford to do that!

Well, when it comes to an Internet Business, Your Site IS Your Sales person, so if Your Site is closing 1 Sale out of every 90 attempts, there is NO WAY you can afford to allow that to continue any more than if it were a Conventional Business!

SUCCESS comes from several key factors among which are the following:

  • THE AMOUNT OF TRAFFIC YOU DRIVE TO YOUR SITE
  • THE AMOUNT OF THAT TRAFFIC THAT IS QUALIFIED, and
  • HOW MANY OF THE QUALIFIED ONES YOU CLOSE!

We’ve discussed in DETAIL both ATTRACTING VISITORS, AND MAXIMIZING the PERCENTAGE that are QUALIFIED.

NOW THAT WE HAVE THEM WHERE WE WANT THEM, WHICH IS BOTH INTERESTED, AND AT OUR SITE, NOW WE’VE GOT TO CLOSE THEM!

There are TWO CRITICAL FUNDAMENTALS that go into the makings of Your SALES MACHINE –

Axiom Number FiftyTHE STRUCTURE AND THE VERBIAGE OF YOUR SITE ARE THE TWO BIGGEST CONTRIBUTING FACTORS TO THE PERCENTAGE OF SALES YOUR SITE WILL CLOSE.

There’s a lot of good information available that talks about having “Compelling Sales Copy”, which is a fancy way of saying that you need to be persuasive. We’ll discuss HOW to be persuasive and what makes copy persuasive shortly.

But, no matter HOW COMPELLING your Sales Copy is, if the STRUCTURE of Your Site is not set up properly to CLOSE THE SALE, your SALES-TO-VISITOR RATIO will be CONSIDERABLY LOWER than it would be if you did have the CORRECT STRUCTURE.

Determining the STRUCTURE of Your Site will depend on several factors, so we need to have a discussion of the Components that go into the making of a Sale.

THE STRUCTURE OF A SALE:

This is an area that is SO CRITICAL that you need to have an in-depth understanding of the Dynamics of Sales and of the psychology behind making a Sale. Before we get to different types of layouts, let’s discuss what needs to be done in order to make A SALE.

First, you need to realize that as CRITICAL as it is to have a POTENTIAL CUSTOMER, which is why the MARKETING EFFORT was covered and explained in such detail, IT IS EVEN MORE CRITICAL TO HAVE THE HIGHEST POSSIBLE CONVERSION RATE OF SALES-TO-PROSPECTS.

Axiom Number Fifty-One MAXIMIZE YOUR SALES-TO-PROSPECT RATIO:

Let’s focus on all of the things that result in the MAXIMIZATION of Your Close Rate, which is also called the Conversion rate in the Sales Business.

Your Close rate is the best it can be when your:

  • Site is STRUCTURED properly
  • Verbiage is correct
  • The Market you are attracting are interested
  • Your Offer has Merit
  • All of the Components of a Successful Site are present.

These components include:

  • A Secure Site
  • Enough Credibility for a Prospect enough to buy
  • A sound money-back guarantee
  • A professional and competitive Site
  • Links to and from Credible Sites

At this time, we’re going to talk about the STEPS involved in making a Sale, and how they relate to Your Site’s STRUCTURE.

A SALE is comprised of many BUILDING BLOCKS. If you look at a SALE as you do a Marriage, you’d realize the intricate steps involved. One doesn’t go from zero to Marriage, just as one doesn’t go from zero to a SALE.

Axiom Number Fifty-Two – EACH AND EVERY STEP OF A SALE IS CRITICAL TO THE OUTCOME OF THAT SALE.

Let’s start with the exploration of an INFORMATION PRODUCT – say, an E-book that you have written based on your experience, and take a look at the components of a Sale based on this scenario.

Let’s view a SALE as follows:

There is a HALLWAY that leads to Your SALE, which sits at the end of the Hall. There are DOORS all along the HALLWAY. Your goal is to lead your Prospect down the Hall to the SALE. The Prospect has the right to head out any door at any time. YOUR JOB IS TO CLOSE THOSE DOORS!

DOOR NUMBER ONE – WHAT ARE YOU OFFERING?

YOU ONLY HAVE THREE SECONDS TO IMPRESS YOUR PROSPECT!

What will Your Prospect see in the FIRST THREE SECONDS looking at Your Site? You must CLEARLY ANSWER THAT QUESTION in order for the Prospect to make the FIRST DECISION, which is to CONTINUE down the HALLWAY that LEADS TO A SALE.

THE FIRST SALE YOU MUST MAKE IS THAT THE SITE IS WORTH CONTINUING TO INVESTIGATE.

DOOR NUMBER TWO – PERSONAL CREDIBILITY

Always put yourself in your Prospect’s shoes. If you cannot be objective doing this, rely on input from someone in whom you have confidence. But ask yourself this question:

WHAT GIVES YOU CREDIBILITY? WHY WOULD A PROSPECT BE WILLING TO LISTEN TO YOU?

THE SECOND SALE YOU MUST MAKE IS THAT YOU MUST SELL YOURSELF TO YOUR PROSPECT SO THAT YOU ARE WORTH LISTENING TO.

I cannot be ANY MORE CLEAR on this point. If you are Selling Information, and you FAIL to Establish YOURSELF as an EXPERT, you just

killed your Sale. You’ve shot yourself right in the foot!

DOOR NUMBER THREE – THE INFORMATION THAT YOU ARE OFFERING MATCHES THE SITUATION YOU ARE ADDRESSING

You’ve identified a niche that you feel you are Qualified to fill. You have your Prospects attention, and they believe in you enough to continue. WHAT NEXT?

Supply Good, SOLID, No-nonsense Information about the Situation that you are addressing. Identify the Situation and pose Your Solution. BUT NOT TOO QUICKLY! If right off the bat Your Prospect feels that you are trying to SELL THEM SOMETHING, YOU HAVE FAILED!

WHY? The Prospect needs to feel that THEY are in the DRIVER’S SEAT. That is to say, they want to feel that THEY ARE MAKING THE DECISION TO PURCHASE, not that they are being FORCED, or COERCED, or BROWBEATEN into buying!!

If you start SELLING them something right away, they will feel rushed and/or threatened, and you’ll lose them. So, while you don’t want to waste 20 pages of “fluff”, you do not want to tell them why they’ve got to buy your product before they are sufficiently warmed to the idea that there is indeed a problem that your Information might provide the SOLUTION for.

THE THIRD SALE YOU MUST MAKE IS THAT THERE IS INDEED A SITUATION THAT EXISTS THAT YOU HAVE NOW IDENTIFIED.

DOOR NUMBER FOUR – THE PROPOSED SOLUTION

I hope you can see the progression as we take our Prospect down the Hallway, closing the DOORS as we go. Incidentally, that’s why its called “CLOSING” a Sale.

Let’s recap.

  • When the Visitor came to Your Site, you IDENTIFIED WITHIN 3 SECONDS WHAT INFORMATION OR SOLUTION YOUR SITE OFFERS THEM. Then,
  • You ESTABLISHED YOUR CREDIBILITY and thus “Sold” Your Prospect on WHY they should have Faith and Confidence in You. Then,
  • You IDENTIFIED THE SITUATION that is of INTEREST to Your Prospect, and
  • NOW YOU ARE PROPOSING YOUR SOLUTION THAT WILL HELP YOUR PROSPECT

THIS LOGICAL, FOUR STEP PROGRESSION IS CRITICAL TO FORM THE FOUNDATION TO YOUR SALE.

Again, put yourself in the position of Your Prospect. The Prospect has come to the Site. It identified what it offers, Sold Credibility, Identified a Situation of Interest to the Prospect, and Proposed a Solution.

Now let’s ask the question: We identified the Key Elements of a Sale and we handled them WELL.   WHY WOULDN’T THE PROSPECT BUY?

There are Several COMMON Reasons, which are called OBJECTIONS.

Part of the SCIENCE OF SALES is IDENTIFYING and OVERCOMING THESE OBJECTIONS SO THEY DO NOT STOP THE SALE.

Overcoming an OBJECTION is done with a tool called a REBUTTAL. By anticipating the most common of objections and building them into your Sales Presentation, you minimize the reasons why a Prospect might not buy after reading your Sales Presentation.

THE FIVE MOST COMMON OBJECTIONS ARE:

  • CREDIBILITY
  • NEED
  • COST
  • SKEPTICISM
  • RISK

CREDIBILITY:

HAVE YOU ESTABLISHED YOURSELF AS THE EXPERT?

Introduce Yourself as a REAL PERSON, explaining your background and your accomplishments in the pertinent areas. Utilize personal Testimonials, Awards won, Promotions based on performance, anything that will help Your Prospect to have Faith in you. The Internet, by its nature, is IMPERSONAL. You need to give Your Prospect a COMFORT LEVEL as to WHO YOU ARE AND WHY THEY SHOULD TRUST YOU!

NEED:

HAVE YOU ESTABLISHED A NEED?

If you have either not established a Need, or if the Need for Your Offer is not matched to Your Market, then you will lose Sales for this reason. In the “Testing” section we will discuss how to identify and correct the weak areas of your Sales Presentation.

THE SOLUTION MUST MATCH THE NEED AND YOUR PROSPECTS MUST HAVE THAT NEED.

COST:

HAVE YOU ESTABLISHED VALUE IN YOUR SOLUTION?

If the Prospect doesn’t feel there is SUFFICIENT VALUE to Your Offer to JUSTIFY the COST, then you will lose Sales for this reason. BUILDING VALUE IS CRITICAL TO YOUR SUCCESS as it will have a Direct Effect on Your Close Rate.

SKEPTICISM:

DOES YOUR OFFER SOUND TOO GOOD TO BE TRUE?

These are two SEPARATE considerations, and they are BOTH CRITICAL to having Your Prospect “FEEL GOOD” about their purchase. If you have OVERSOLD Your Offer, making it sound TOO GOOD TO BE TRUE, Your Prospect will be left wondering “WHAT’S THE CATCH?” Just like YOU would if YOU were the Prospect. Make sure to mix a dose of REALISM in with your Enthusiasm.

RISK:

WHAT HAVE YOU DONE TO MAKE THEM FEEL COMFORTABLE THAT THERE IS NO RISK ON THEIR PART?

People do not like to risk being “Taken” as much or more than they don’t like to risk losing their hard-earned money. The clarity and strength of your RISK-FREE GUARANTEE is CRITICAL to Your Close Rate!

THE PSYCHOLOGICAL BLUEPRINT OF YOUR PROSPECT!

You’ll notice that the Two Considerations, “NEED” and “COST”, appeal to the LOGIC and REASON of the Prospect.

The Considerations, “CREDIBILITY”, “SKEPTICISM” and “RISK”, appeal to the EMOTION and FEELING of the Prospect.

Axiom Number Fifty-Three THE DYNAMICS OF A SALE ARE BASED IN TWO AREAS – LOGIC/REASON, AND EMOTION/FEELING.

THE PSYCHOLOGICAL ASPECTS THAT DRIVE THE MAKING OF A SALE MUST BE UNDERSTOOD IN ORDER TO BE MASTERED.

If we represent a person as a circle, and we draw a line down the center of the circle, yielding two sides, we would determine the following.

Each person has two “sides” to himself or herself. One side is the LOGIC/REASON side, and the other side is the EMOTION/FEELING side.

In the simplest terms, when a person is considering a purchase, they are considering it on two terms –

  • “WHAT DO I THINK ABOUT IT?” and
  • “HOW DO I FEEL ABOUT IT?”

In the case of a perfectly balanced person, they weigh the logic/reason factors, such as need and cost; equally with how they “feel” about the purchase.

Most folks lean a little more toward one side than the other. Those involved in the Arts, for example, might weigh more heavily how they “FEEL” about such a purchase, whereas those involved in the Sciences might weigh more heavily how they “THINK” about such a purchase.

THE CRITICAL ASPECT OF THIS PART OF THE LESSON IS TO MAKE SURE TO SELL BOTH SIDES CONVINCINGLY.

“COMPELLING SALES COPY” means that you have addressed ALL of the following issues:

  • You have Created CREDIBILITY
  • You have ESTABLISHED a NEED
  • You have Proposed a SOLUTION
  • You have Eliminated the RISK
  • You have Established URGENCY
  • AND MOST IMPORTANTLY, YOUR SALES COPY APPEALS TO BOTH WHAT A PROSPECT THINKS ABOUT YOUR OFFER, AND HOW YOUR PROSPECT FEELS ABOUT YOUR OFFER.

There are MANY, MANY, MANY Elements to Success in Business. ONLY someone who has BEEN THERE, can possibly IDENTIFY all of the nuances that go into creating a SUCCESSFUL BUSINESS.

I hope you are enjoying learning as much as I am enjoying sharing this Knowledge with you!

STRUCTURING YOUR SITE IN ACCORDANCE WITH THE STRUCTURE OF A SALE:

Now that we have discussed the Structure of a SALE, and the Psychology behind the mechanics of Your Prospect’s Decision Making, we need to look at HOW TO BEST STRUCTURE YOUR SITE TO MAXIMIZE YOUR SALES-TO-PROSPECT RATIO.

First, when we enter the Site, WE HAVE THREE SECONDS to IDENTIFY WHAT THE SITE OFFERS AND TO BE INTERESTING ENOUGH TO KEEP THE PROSPECT AT THE SITE TO BEGIN TO READ THE TEXT.

Let’s take a look at the www.All-about-Business.com Site for an example.

When the Visitor comes to the Site, they see:

The Heading:

ALL-ABOUT-BUSINESS.COM

The Sub-Heading:

YOUR SUCCESS GUARANTEED!

The Information Line:

PROFIT BIG with Information and Solutions By A 25 Year Pro!

The 4 Menu Choices that they see are:

  1. BUILD A SUCCESSFUL INTERNET BUSINESS
  2. BUILD A SUCCESSFUL MLM BUSINESS
  3. BUILD A SUCCESSFUL CONVENTIONAL BUSINESS
  4. BUILD A SUCCESSFUL ON-LINE PRESENCE FOR YOUR EXISTING BUSINESS

Then the CAPTION on the PICTURE says:

FIND OUT HOW YOU CAN ALSO HAVE YOUR VERY OWN MANSION WITH PROFITS YOU GENERATE FROM YOUR SUCCESSFUL BUSINESS!

And Finally, the HEADING of the TEXT is INTRIGUING:

BE CAREFUL WHO YOU FOLLOW – YOU MAY JUST GET LOST!

Now, in THREE SECONDS, ONE GLANCE REALLY, there is a CLEAR PURPOSE TO THIS SITE. IT is:

  • INTERESTING,
  • INTRIGUING, and
  • PROFESSIONAL in its Appearance.

THE RESULT??? The Site HELPS ITSELF to CONVERT VISITORS INTO PROSPECTS because:

  • THE SITE CLEARLY STATES ITS PURPOSE, and
  • THE SITE DEVELOPS INTEREST

Axiom Number Fifty-Four BE CLEAR OF PURPOSE AND DEVELOP INTEREST

THESE TWO ELEMENTS ARE THE FIRST TWO ESSENTIAL ELEMENTS OF YOUR SITE! The FIRST PAGE of Your Site needs to load quickly, not be overly fancy, but be CLEAR and DEVELOP INTEREST.

Now there are two choices as to where Your Site will go from page one, depending on WHAT Your Offer is. If Your Offer is INFORMATION, then you MUST:

  • SELL YOURSELF FIRST,
  • PROPOSE A SITUATION OF CONCERN TO YOUR PROSPECT,
  • OFFER A SOLUTION FOR THE SITUATION

THE CARDINAL RULE IS TO DESIGN THE SITE FROM THE PERSPECTIVE OF THE PROSPECT, following the Key Elements of the Sale that we just finished discussing above.

If Your Offer is INFORMATION or a SERVICE that YOU are PERSONALLY OFFERING, you MUST SELL YOURSELF and ESTABLISH YOURSELF AS AN EXPERT.

If Your Offer is A Product or a Service unrelated to You directly, unless the Prospect needs to have a Comfort Level with Your Expertise, go directly to your BEST OFFER. EXPLAIN YOUR PRODUCT, and/or SPECIAL OF THE WEEK, along with whatever Menu Choices you need to present to Your Prospect. You will need to decide if a comfort level in either Your or in Your Company is required before presenting the problem and posing the Solution.

REMEMBER TO MAKE NAVIGATION OF THE SITE AS SIMPLE AS POSSIBLE! If the Prospect feels “stuck” or “trapped”, they’ll hit the “X” in the top right corner faster than you can blink!

Before we go any further, we need to talk about a CRITICAL TOOL in the world of SALES.

THE ALTERNATE-CHOICE CLOSE!

The ALTERNATE-CHOICE CLOSE is a technique that allows for either alternative that the Prospect chooses to result in the desired outcome, which is a SALE.

For example, if you are making a Sale and you ask the Prospect at the end of the Sale “Do you want to buy this item, or would you rather wait?” then one of these choices is NOT the choice you want them to make!

It’s Much better to ask a question such as “Would you rather have this item delivered before noon, or would AFTER noon work better for you?” In THIS case, as you can see, either choice results in a Sale.

The other factor that needs to be identified is that there is an ASSUMPTION here that this Prospect WANTS to buy the item. This is called an ASSUMPTION CLOSE.

When an Alternate-Choice Close is coupled with an Assumption-Close, as in the case of “Which is better for delivery of this item, BEFORE noon or AFTER noon?” the BIGGER question, which is whether they WANT the item, is ASSUMED, and either of the two choices CONFIRMS the Sale!

Now that we have had this discussion of Closing Techniques, I want to point out something that almost EVERY SITE on the Internet is missing, and it’s a CRITICAL, CRITICAL, CRITICAL Element to the Success of Your Site:

THE ALTERNATE-CHOICE CLOSE!

If you take a look at some of the Sites of the Pros, you will see that their technique for Selling their product is a LONG Sales Pitch, followed by several “Click Here Now’s” and a P.S. to reiterate the offer and create urgency.

All of this is good technique.

BUT, here’s where they are lacking, and this would REALLY INCREASE THEIR SALES:

THERE NEEDS TO BE AN ALTERNATE-CHOICE CLOSE AT THE BOTTOM OF THEIR SALES PRESENTATION!

After you get down to the “end” of the Sales Presentation, the Choice CANNOT BE to Order or to Exit. That is the SAME THING as getting to the end of your Sales Presentation, and saying “Would you like to buy my product, or would you like to wait?”

AND AS WE KNOW, THAT’S NOT AN ALTERNATE-CHOICE CLOSE!

Axiom Number Fifty-Five AS LONG AS THEY ARE WILLING TO LISTEN, YOU MUST BE WILLING TO TALK

At the VERY BOTTOM of Your Sales Presentation, on the bottom left, make sure it says, “CLICK HERE TO ORDER NOW” and on the bottom RIGHT, make sure it says ” MORE INFORMATION

If the Prospect was ready to buy, the Prospect will most probably waste no time and make the purchase. But, if the Prospect is still skeptical, THIS IS YOUR OPPORTUNITY TO CONVINCE YOUR PROSPECT TO PURCHASE YOUR OFFER!

When you get down to the end of the ADDITIONAL INFORMATION PAGE, you can repeat this same Closing Technique AGAIN! On the bottom left, “CLICK HERE TO ORDER NOW” and on the right, “MORE INFORMATION

Now each time you proceed to the next Page, you will want to develop a little more URGENCY in getting the Prospect to TAKE ACTION. We will go over the actual Verbiage later. But for this section, on STRUCTURE, we have now gone to a THIRD “ADDITIONAL INFORMATION” Page.

If you have Additional Products to sell, and when we get to the part about Affiliates, I will show you how and why to do this, the THIRD Information page should be what is known in Sales as a The TAKE-AWAY CLOSE.

The TAKE-AWAY Close is a challenge to the Prospect that perhaps this Offer ISN’T for them, and here’s why. Then you list all the reasons it might not be for them.

Listing all the reasons why Your Offer WOULD be wise for them to buy is called a SUMMARY CLOSE. This is where you list the benefits of Your Offer to Your Prospect.

When you do Your TAKE-AWAY Close, it’s actually a SUMMARY CLOSE expressed from the negative perspective. For example:

If you DON’T need a Product that will:

  1. Make it easier to…
  2. Give you more time to…
  3. Help you to keep…

THEN it’s probably a good decision to pass on it. But if this is NOT the case, THEN NOW’s YOUR CHANCE TO FIX THIS PROBLEM ONCE AND FOR ALL!!!

This is a Summary Close flipped to the negative to be used to Strengthen the Take-away Close. The reason why you’d want to flip it is because taking something away CHANGES THE DYNAMIC from you wanting them to take it and the Prospect resisting, to you NOT wanting to Sell it to them. Since the Prospect is in “Resist” mode, they resist you NOT wanting them to have it, which means they DO want to have it!!

It’s reverse psychology in the Sales arena, and works very well.

So, the Structure of Your Site so far, is:

  • Grab The Prospects Attention
  • Establish Credibility (choice at bottom for more info or your offer)
  • Proceed to Sales Presentation (choice at bottom for sale or Add Info 1)
  • Proceed to Additional Information One (choice for sale or Add Info 2)
  • Proceed to Additional Information Two (choice for sale or Add Info 3)
  • Proceed to Additional Information Three (choice for sale or move on)

On the Third Information Page, since it’s that’s Take-away Close, the two choices at the bottom of THAT page are “LAST CHANCE- CLICK HERE TO ORDER NOW” and “TIME TO MOVE ON“.

If the Prospect chooses “TIME TO MOVE ON” they then proceed to your Shopping Cart, or your listing of Affiliate links that you get a Commission from if the Prospect links to another Site through yours, and they buy from that Site. This is called an AFFILIATE SALE and there will be an ENTIRE SECTION on this topic because it is a PROFIT CENTER for you and you need to FULLY UNDERSTAND IT.

For now, for the purpose of the STRUCTURE of the Site as it relates to the dynamics of MAXIMIZING YOUR SALES-TO-PROSPECT RATIO, you simply need to know that there WILL BE a part of Your Site that is dedicated to RELATED PRODUCTS and SERVICES.

Of course, YOUR OFFER is a PART OF THIS NEW SECTION that they have moved on to, so you have YET ANOTHER OPPORTUNITY to get them to PURCHASE YOUR INFORMATION. PRODUCT YOU CREATED, OR SERVICE YOU ARE OFFERING!

There are Many More Elements that need to go into Your Site in order for you to MAXIMIZE YOUR SALES-TO-PROSPECT RATIO. We will devote an ENTIRE SECTION to ALL of those Key Elements. At this point we have discussed:

  • The DYNAMICS of a Sale,
  • The PSYCHOLOGY behind a Sale and
  • Their Relation to the STRUCTURE of the Site.

Chapter Nine Review

In this Chapter, we learned Nine Important Axioms:

Axiom Number Fourty THE BIGGEST SALE YOU WILL NEED ON THE INTERNET IN ORDER TO BE SUCCESSFUL IS TO CONVINCE ESTABLISHED SITES TO PROMOTE YOUR OFFER.

A Strong and Successful AFFILIATE MARKETING Campaign is ABSOLUTELY CRITICAL to YOUR SUCCESS.

Axiom Number Fourty-One BUILDING AN ARMY OF AFFILIATES TO REFER QUALIFIED VISITORS TO YOUR SITE IS THE SINGLE MOST CRITICAL PART OF THE PROFIT GENERATION OF YOUR BUSINESS!

BOTH Your Own individual efforts, AND the efforts of the ARMY that You assemble, will combine to DRIVE TRAFFIC TO YOUR SITE!

Axiom Number Fourty-Two – THE SINGLE MOST CRITICAL ELEMENT OF YOUR MARKETING SUCCESS IS ACHIEVED BY BUILDING YOUR VERY OWN LIST OF PEOPLE WHO HAVE AGREED TO HEAR FROM YOU.

The LARGER you build this List, the More people that you will be able to approach to either CONTINUE TO MAKE YOUR OFFER, or, OFFER NEW PRODUCTS OR SERVICES.

Axiom Number Fourty-Three – THE REPEAT METHOD, DONE PROPERLY, COULD RESULT IN GENERATING AS MUCH PROFIT AS YOUR GROSS NEW SALES VOLUME!

Your contact with Your List that will include both Prospects and Customers is done through your own Electronic Magazine. This is called an “Ezine” in Internet “lingo”. By publishing one twice a month, for example, you are INFORMING your List by providing Valuable, Free Information, and at the same time Promoting a New Offer.

Axiom Number Fourty-Four – CONSISTENCY BUILDS A COMFORT LEVEL WITH YOUR LOYAL FOLLOWERS, AND CREATES AN AIR OF PROFESSIONALISM AND CONFIDENCE.

Now let’s discuss HOW TO GET THE EMAIL ADDRESSES of people that have visited Your Site to build the list of those folks to continue to Market them.

Axiom Number Fourty-Five – OBTAINING THE NAME AND EMAIL ADDRESS IS A CRITICAL PART OF THE AMOUNT OF PROFITS THAT YOU GENERATE.

The reason why you want the Prospect’s First Name and Email Address is because the program you will be using will personalize the Email that you send to them, putting their First Name in the Subject Line of your message. This INCREASES the percentage of time that an individual will open a message.

Axiom Number Fourty-Six – IF THEY DO NOT PURCHASE YOUR OFFER, YOU CANNOT LET THEM LEAVE YOUR SITE WITHOUT OFFERING THEM SOMETHING OF VALUE IN RETURN FOR THEIR NAME AND EMAIL ADDRESS.

Offer Your Prospect something of Value in order to get their First Name and Email Address. Here are some GREAT WAYS TO DO THIS!

Axiom Number Fourty-Seven – IN SALES, THE SINGLE MOST CRITICAL PIECE OF INFORMATION, THE DIFFERENCE BETWEEN CLOSING THE SALE 100% MORE OFTEN, IS FINDING OUT WHAT THE OBJECTION IS.

The REASON why Your Prospect didn’t buy, in Sales Terminology, is called the OBJECTION. Getting the OBJECTION IS CRITICAL because it allows you to design an Autorespond message that SPECIFICALLY ADDRESSES the issue of the Prospect’s OBJECTION.

Axiom Number FourtyEightIT IS MUCH MORE COST EFFICIENT TO SELL AN EXISTING CUSTOMER, THEN AN EXISTING PROSPECT, OR A NEW PROSPECT, IN THAT ORDER.

A CUSTOMER WILL BE MORE APT TO TRUST YOU AND BUY ANOTHER PRODUCT BECAUSE THEY HAVE AN ESTABLISHED RELATIONSHIP WITH YOU.

COLD MARKETING – EXACTLY HOW TO START WITH 5 WELL-EXPLAINED STRATEGIES TO MARKET FOR FRESH BUSINESS.

  • Utilize Pay per Click Engines via Google search
  • Utilize Rented Opt-In Lists via Google search
  • Utilize Services that guarantee a certain number of hits from a TARGET MARKET LIST via Google search
  • List Your ad in 2000+ Free Classified Ad locations via program in TOOLS Chapter of Part Three
  • Use 2 programs in the TOOLS Section to Achieve and Maintain Top Ranking in the Search Engines for free, Qualified Traffic

REFERRAL MARKETING – EXACTLY HOW AND WHY TO BUILD AN ARMY OF AFFILIATES TO HELP PROMOTE MY OFFER.

Utilizing the programs that will be discussed in the TOOL SECTION of Part Three, you will extract lists of AFFILIATES that are associated with the TOP SITES in Your Market, and SELL THEM on PROMOTING YOUR OFFER in return for a COMMISSION and BUILDING THEIR LIST.

REPEAT MARKETING

CAPTURE THE PROSPECT’S NAME AND EMAIL ADDRESS, AND UTILIZE AUTORESPONDERS TO DEVELOP AN AUTOMATED MARKETING CAMPAIGN TO MAXIMIZE YOUR SALES AND THUS GROSS PROFIT. The program for this application will be discussed in Detail in the TOOLS Section of Part Three of this Course.

THAT’S IT! YOU ARE ON YOUR WAY TO GENERATING PROFITS!!

© 2019 Rob Raskin | All Rights Reserved