Archive | April, 2020

There is a super simple way to create products people want to buy. It’s so simple, in fact, that you might have heard of this technique and quickly dismissed it. Yet it works like marketing magic just about every time it’s used.

Here’s the secret: Write your sales page BEFORE you create the product.

That’s it. Now here’s why it works:

– The headline and bullet points basically give you an outline of the product to create.

– You don’t have to think of the bullet points yourself – just go to forums and find out what people are asking. Those are your bullet points.

– It is far easier to write the sales letter first and then create the product, rather than the other way around.

– As you write your letter, you can think about what your customer wants to know. Put yourself in their shoes. This almost guarantees a great sales page and product.

– If you outsource the product creation, you can simply hand your writer the sales page and let them create the product from that. You’ll get a far superior product created in less time than if you ask them to do it from scratch.

– There’s no need to hire an expensive copywriter using this method.

Here’s another secret – copywriters use this method all the time when creating their own products. And if they do it, you KNOW it works.

“But if I’m writing the bullet points first, how will I get the information?”

The same way you would doing it the traditional way – research. Either way you’ll be researching your product if you don’t already have the knowledge. But if you’ve already written your sale letter, then you’ll know exactly what information to look for, saving you time.

And if you find some gems of info as you do your research, you can always add those to your product as well as to your sales letter.

Write the sales letter first and you will nearly always produce a product people will want to buy.

Imagine if your products were as addictive as some drugs – only in a good way. Your customers derived tremendous satisfaction from using your products, and continued to buy and use them for months and years.

Your business would thrive, your customers would receive tremendous benefit, and everyone in this scenario would be happy.

But how do you build addiction into your products and services? And in fact, can it even be done?

The short answer is that not only can it be done, but it already has been done many, many times over. Look at any product or brand that people rave about and continue to buy over and over again and you’ll have a product or brand that people are in some way addicted to.

The Apple brand immediately comes to mind, as well as many video games, foods, certain authors and so forth.

In fact, bloggers and authors can use addiction to tremendous advantage, getting their readers to come back time and again for their latest post or book.

So the question is, how can you build addiction into your products and services? The answer is by meeting as many of these six human needs as possible. The more of these your product satisfies, the more addicted your customers will become:

– Certainty and security – avoiding pain and gaining pleasure. For example, the certainty of a continuous stream of income that means you never have money problems again.

– Uncertainty and variety – good surprises, positive changes, new stimuli. For example, when you play a video game there are always elements that can take you by surprise at any time.

– Significance – feeling unique, special, important or needed. A service that pampers makes us feel special. A new job title makes us feel important.

– Connection and love – feeling close to someone or a group of people. Social media helps us feel connected. An active forum centered on a product or goal can provide a strong tribal feeling.

– Growth – expansion of capability, capacity or understanding. Many information products can provide growth opportunities.

– Contribution – a sense of service and of helping others. A forum in which members help each other reach their goals can be especially effective for this.

We know if we can incorporate all 6 of these needs into a product, we’ll have something that is potentially addictive to our customers. So let’s try it with a membership on how to make money online, and see what that might look like:

– Certainty and security. This one is easy – if they learn how to make money online, they will have security. And in our sales information, we’re going to highlight the successes of current members to demonstrate the certainty that our program works.

– Uncertainty and variety. We can add special bonuses and surprises in the member’s section to keep things interesting. Plus we can run challenges and competitions.

– Significance. We find ways to acknowledge individual members as often as possible. We also respond quickly to all communication with personalized answers. And we continually let our members know how important they are to us, and remind them of the contributions that only they can make to the world.

– Connection and love. We provide a forum or a private Facebook page where members can interact and become part of our ‘tribe.’ We highly encourage this interaction and have key people who answer questions and help everyone.

– Growth. We can have different levels of mastery that members work through, so they can see the progress they are making. Their levels of achievement are displayed inside the members’ area (significance.)

– Contribution. In the forum we encourage and reward members for helping each other. And we remind them of the contribution they can make to the world by using their new skills.

As you can see, it’s not all that difficult to touch on all 6 needs within your product or membership. Many times you’ll see overlap from one need to the next. And the better job you do of meeting these 6 needs, the more people will become addicted in a positive way, and possibly even become your customers for life.

So next time you create a product or service, or start a membership site, ask yourself – how can I get my customers addicted – in a good way?

Someone asked me what I would do if I had to start my business over from scratch in 3 months. And that got me thinking – if I could take the experience I have and use it to start over from scratch, how would I do it?

Mind you, I wouldn’t have my mailing list. I wouldn’t have traffic, a following, name recognition – none of that. Just my experience as to what works and what doesn’t.

And let’s say that my life depends on me having a full time income at the end of those 3 months. No pressure there, right? But a lot of people find themselves in a very similar situation – make money or else. Or else they’re in trouble, or else the bills go unpaid, or else they’re facing losing their home, or… worse.

So with that in mind, here’s what I would do:

– I would stop looking for magic ‘make money online’ products and ideas. There is no secret combo of tricks and buttons to make money. It’s not a printing press. It’s a free market. And in that free market the way to make money is to stop focusing on the money, and simply make yourself indispensable to people who need your solution to their problem. Do that and the money follows.

When you’re focused on providing solutions, you no longer get distracted by all those shiny programs that steal your time and your money. I’m not saying all programs are bad. In fact, many of the “how-to” and “step-by-step” are useful as small pieces to the large puzzle. But that’s what they are – puzzle pieces – not full blown businesses.

– I would start with the outcome first. What is my market? My product or service? My goal? What is the solution I can provide that people will gladly pay for? What is THE ONE BIG BENEFIT I can provide to my customers? This is the starting point of everything that will come next.

– Next I would build my website. Odds are it’s going to be a blog. I’m not going to spend a world of time on setting this up because I only have 3 months. I’ll spend an hour maximum choosing the URL, I’ll get the hosting, I’ll choose a simple, streamlined theme, I’ll get the autoresponder and I’ll be ready to get started.

Yes, it takes money to get started. Not a lot, but some. You’re making an investment into your future. And if you think spending a couple of hundred dollars to set up your internet business is somehow a lot of money, consider the alternative: Spending at least that much each month just to drive to and from a job, or spending thousands for a brick and mortar business.

– Time to create content for that blog. But this isn’t about running a blog, it’s about running a business. The blog is just the tool to get the business done. So here’s what I would do: Look at the big benefit I deliver, and then write down all the stumbling blocks people encounter trying to get that big benefit. Then pick out 3 of these and write stellar posts on how to overcome those barriers. Then repurpose those posts into videos and podcasts, as well as an incentive to get people to join my list.

Notice I’m only creating 3 pieces of great content, not 300. And I’m repurposing those. Some folks spend years trying to get everything just right, but I’ve only got 3 months, so forget perfect and just get it done.

– Next, I would offer a service or coaching. Do you know why? Because it’s the quickest way to make real money. Offering products is great, but it takes time to create the products and more time to build the lists to promote the product to. When your list is small, it’s best to focus on services or coaching because it’s the fastest way to profit.

The blog posts should be highly focused on getting my prospects to take the next step, which is likely going to be a free consultation. It’s not easy to sell a $300 a month coaching program or a $1,000 website optimization package online. But it can be if you get them on the phone first.

– Now I’d focus on getting as many people on the phone as I can, because I know two things: The more prospects I get on the phone, the more likely it is some of them will say yes. Plus, I’ll get better and better at finding out their needs and selling them on the solutions.

– With my first customers or clients I would deliver like a madman (or mad woman.) I’d blow them away and earn myself raving testimonials which I would then use to earn more clients.

I’d also be Mr. or Ms. Communication, with both my clients and everyone else on my list and in social media. If someone writes to me, I answer quickly. If they mention me in social media, I am thanking them the same day and so forth. This is a people business and my goal is to please the people and thus build my name and my reputation.

– As I’m servicing my clients, I’m learning what they need and want. And I’m using that information to create my first product which I will then sell to my list, and hopefully through affiliates for a long time to come.

Selling time for money is a great way to get started, but as soon as possible you want to be creating assets that you use to systematize your sales funnel and your income.

– Time to focus on traffic and more traffic. Social media, guest blog posting and paying for advertising are methods that can be used long term to drive people to your site and onto your lists. Each one has a learning curve, but as you improve you’ll see quick returns for your time and monetary investments.

And I’d build relationships with other marketers in my niche. Almost nothing drives good quality traffic faster than an expert in your niche telling their list about you or your offer.

– Lastly, I would continually strive to improve the benefits I deliver to my customers. Great today is only good tomorrow and not good enough the day after. I know I have to stay on top of my market and provide my customers with what they need and want even before they know they need and want it.

Bottom Line: By delivering the solutions people seek, I can build a fully functioning business in a short amount of time. And yes, by diligently following these steps, you too might be earning a full time income in 3 months.