Creating Your Sales Funnel
Now that you have your first product created its time to create our actual sales funnel. This is going to consist of two main parts. The first is our salespage which will use direct response copywriting techniques in order to get the prospect to buy from us. The second is going to be our download page that will allow the customer to gain instant access to the information. These two things are going to be placed on a single website. Think of this website like a vending machine. They put $7 in and then they get your product out. Best of all once we set this up it stays up for as long as we want it to, our virtual salesman, working 24/7/365 selling our $7 product to the world! I know what you are thinking at this point. Outside of the internet marketing niche, what kind of people respond to those sites that seem to go on forever and promise to be the answer to whatever ills you may have with those oversized headlines that scream for attention? Here's the answer. Regular people with a need and hope that the product or service in question will fill their need. That doesn't mean that everyone responds to this format, but enough people do that it is a favorite for marketers to use again and again. Before I offered $7 products online, I didn't give long-form sales letters much credence. In fact, I often ran as fast as I could when I saw them. But when I had my own products to sell, I was easily persuaded to use the format. Why? Simple. They work. By combining urgency, scarcity, liking and a healthy helping of excitement in the presentation, it's been discovered that people are more likely to purchase. The long-form sales letter is nothing new. They have been used as direct mail pieces for decades. The only difference now is people can read them online and the business can save on postage. What is an infomercial but a long-form sales letter? Think about why a company would prefer a 60 second commercial to a 30-second commercial. It gives you more time to tell your story. A long-form sales letter allows you to grab a prospect's attention, expose unmet needs, build credibility, demonstrate how the product meets a need and fulfill an urgency to have that need met right away It's good marketing, plain and simple. And it's nothing new, and its what you need to be using if you're anything at all serious about making good money selling $7 info products.
IT DOESN’T NEED TO BE FANCY You've probably seen Clickbank salespages with fancy high resolution graphics and plush designs. Thankfully for us, our salespages don't need to be fancy nor do we even need graphics to sell, although I do suggest you have an ecover for your product, but its not necessary when first starting out. But one thing to remember is that it doesn't need to be fancy at all. Don't worry about spending hundreds of dollars in graphic and web design fee's, because I'm about to show you how easy it is to make one of these sales-funnels.
THE SALESCOPY Before we get down to the nitty gritty technical details of getting our products online we need to write our salescopy. I have included a template that we're going to be working in with this product, but before you open it up I want to explain each component of the salesletter itself in greater detail. This is a proven template that I use time and time again to be able to create high converting salescopy that literally forces the customer to whip out their wallets and shop with me. Don't under estimate the power of this template. It can sell a lot more than just $7 products. I'm literally gifting you a way to make as much money as you could ever want. This salesletter template will allow you to sell literally anything, but it works exceptionally well for $7 products. So without further ado let's get started:
THE KICKER This is a single line that appears at the very top of your sales page. You want this line to lead into your headline. The easiest way to write a kicker is to think of a newspaper headline. You want to make it punchy, short, and to the point. So sticking with the Starcraft 2 guinea pig, the kicker would be: "Maverick Terran Player To Reveal Shocking Terran Secrets..." That sounds exactly like a newspaper headline and will set the tone of my salescopy.
THE HEADLINE The headline is the most important piece of your salescopy. This is the big bold red font that captures your attention. There are many ways to write headlines, but there are a select few that always will work. Don't try to reinvent the wheel here, just use a proven headline template and apply it to your product. Here are great resources for headline templates: http://www.copywriting.com/blog/copywriting/10-headline-formulas-that-work-like-magic/ http://seoblackhat.com/2008/02/13/54-proven-headlines-templates-that-sell/ http://www.netbusinessblog.com/22-world-class-headline-templates/ You can even combine several of these proven headlines into your own unique headline that applies to your offer. Here's what I came up with for the example: "Instant Terran Mastery! Here's How You Can Master The Terran Race In Starcraft 2, Win More Games, Dominate Your Opponents, And Become A Well Known Player...GUARANTEED!" I just used several templates from those sites and tied them all together to make a powerful compelling headline. I'm pretty sure any Terran player looking to improve his game is going to be intrigued by that headline and really interested in learning how he can get those benefits.
THE SALUTATION The salutation is a great way to introduce yourself to your customer. You also want to identify them as a member of the niche. For example: "From: The Laptop Of Garland Robinson, A.k.a Ganker7000 Dear Fellow Terran Player," As you can see, I've given my real name, but I've also included my gamer name which a lot players will go by online. This subconsciously identifies me as a part of the niche. Then I identify them as a Terran Player which lets them know that I've written this webpage just for them.
THE OPENING PARAGRAPH This is the second most important part of your sales copy. This section needs to hook readers to that they continue reading your salescopy. You don't want them to have been intrigued by the headline, only to stop reading your page at the end of the first sentence of the opening paragraph. The easiest way to open is to ask them questions that you know they are going to say yes to, then tell them who you are, and why you're writing them today. Think about every time you've seen an infomercial on television. They always start them off with questions about things that are causing problems and frustrations in the prospects lives. Here's the opening I came up with: "Are you sick and tired of getting beaten all the time on Battle.net? Do you ever watch Starcraft 2 Terran videos on Youtube and find yourself saying, "I wish I could do that"? Are you ready to finally learn to exclusive secrets that will allow you to totally dominate with Terran in Starcraft 2? If you've answered yes to any of these questions then you simply owe it to yourself to read this entire website. My name is Garland Robinson, known on Battle.net as Ganker7000, and what I have to show you is so incredibly exciting that I had to sit down and type up this website. I'm writing this to you today because I want you to know that there is a simple solution to all of your Starcraft 2 frustrations, and there's an easy way for you to become a master player of the Terran race and begin totally punishing any opponent who stands in your way! But more on that later." Always end this section with, "But more on that later." This will keep them interested in wanting to hear about how they can get all of those benefits you just said.
THE STORY The next part will keep the reader hooked into your salescopy. You want to tell a short story about how you used to be just like them, how you came up with the idea for a solution, and what all went into creating it. You can be creative here, just don't outright lie :) Here's the story I came up with: "You see, not too long ago I was just like you. My record was terrible, I constantly lost games, I had to deal with insults from other players, and I was getting terribly frustrated with the game. Let's face it, Starcraft 2 is an awesome game, and the Terrans are the best race to play with, but if you don't have enough skill to compete online then it simply will not be fun to continue playing. I knew that there had to be a way for me to get better at the game in general, and more specifically a way to completely master the Terran race and become a true force to be reckoned with. So I turned to the internet and spent many late night hours researching the best Terran strategies and tactics to use. I practiced for days on end, and even bought several online strategy guides. I quickly found that there is a lot of BS out there and I wasted many days using strategies that simply don't work. After struggling this way for months, I finally started to improve and now my record is outstanding and I'm in the Platinum League of players. I knew that there had to be other guys out there who were frustrated just like I was. I knew that I had the knowledge and experience to help them become Terran masters, and I knew I had to do something about it!" This story helps you establish credibility with your prospect. They see that you went through the exact same struggles as they are going through right now. It shows them that you understand how it is, that you've been there, and you've also discovered a simple solution for them. This naturally leads right into the next section:
INTRODUCE THE PRODUCT Here you simply want to explain how you've created a great guide that is going to solve all of their frustrations and help them get whatever result it is your product will help them do. Continuing with the example salesletter: "After slaving on my computer for many many hours, I have put together the ultimate solution to gaining mastery over the Terran race. Now Introducing "Become A Master Terran Player!" In this high quality BS-free guide you're going to be taken by the hand as I walk you through each and every step that you need to take in order to become a master Terran player and finally start getting the respect you deserve." After you've introduced the product its time to tell them what they can expect to find inside of it by using...
BULLET POINTS Direct response sales copy is often lengthy, with no graphics or other devices to break up the dense type. Bullets not only help break up the copy visually, but also let you turn the features and benefits of your $7 product into little nuggets of sales copy that your prospect's will glance at and say, "Wow! I am going to get a lot of out this product!" When writing each bullet point, always combine the information the readers will get with the ultimate benefit of owning your product. For example:
Bullet points help paint a picture so that readers not only can "see" in their mind's eye what they'll learn, but will able to visualize what their life will be like once they purchase your product.
ASK FOR THE ORDER At this point they're probably fairly excited about your product and are interested in purchasing it. But they want to know the price. The easiest way is to tell them you know what they are thinking, tell them how much you could charge, then tell them you aren't going to charge that at all, finally tell them its theirs for just $7. Example: By now, You're probably wondering, what's the catch, just how much is this guide is going to cost you? Well, there are similar guides out there online selling for $47, $37, and the lowest I've seen is $27. And to be honest I could easily charge that amount for this powerful game changing information. But, don't worry, I'm not going to charge any of those amounts. I want this to be available at a price that fits any budget, so... If you order right now today, you can get your hands on "How To Become A Master Terran Player" for the ridiculously low price of just $7! [ORDER NOW BUTTON]" After you've told them how much its going to cost, you need to introduce some social proof.
GIVE TESTIMONIALS The easiest way to convince someone to buy a product is if another person tell them how good it is. We accomplish this in salescopy by using testimonials. When you first launch your product you won't have any customers, so you won't have any testimonials. While its easy to pay people for testimonials on certain sites or simply make them up, the honest and easy way to get them is to simply give away review copies of your product for free to 5 to 10 people. You can get these people by going on forums related to your niche, joining them and messaging several members asking them will they review your product for you. Show them your sales page and then tell them they can get the product for free if they will review it for you and allow you to use their testimonials on your salespage. At any rate, immediately after you tell them how much its going to cost, you need to put one or two testimonials right up under the order button. Text testimonials are good, audio testimonials are better, and video testimonials are best. After the testimonials you need to...
GIVE THE REASON WHY YOU ARE SELLING Most people don't like to buy from marketers like us if they know that our prime motivation is to make money. So you need to give specific reasons why you are selling the product. This is especially important if you're selling to the "Make Money Online/Internet Marketing/Home Based Business" niches. Because the main question in these markets is, "If you can make so much money with it, why are you selling it?" So you need to address this question directly. The main reason people won't buy from you is that you've left a question unanswered in your sales copy. Here's my example: Why wouldn't I keep my knowledge a secret and totally dominate everyone who I play online. Well if you've ever been really good at something you know that after a while it becomes boring simply because you aren't challenged any more, and this is especially true when it comes to Starcraft 2. Right now there are only 10-15 other guys that I am regularly challenged by, and the level of skill in the Terran community as a whole is really lacking. I'm selling this guide to help as many Terran players as possible become great players. This will make the community more competitive, make the games more challenging, and increase the overall level of fun we all will get from playing Terrans in Starcraft 2." After you give your reason why you need to take all the risk out of the purchase.
GUARANTEE YOUR PRODUCT Even though the product is only $7, many people still feel like they may be risking their money. So you want to take all of the risk out of the transaction. I'd suggest that you guarantee all your products for at least 30 days. If you've followed the product creation template your product WILL be good, there's no question about it. But you still may miss out on sales because you don't guarantee your customers purchase. Your refund rate will be extremely low since its only a $7 payment, but many of your customers like seeing that guarantee as kind of a security blanket. Here's a powerful way to state your guarantee: "I'm so confident that you'll absolutely love my guide once you get it I'm going to do everything in my power today to make sure that you have no problems buying it right now. I'm going to take all of the risk out of this transaction for you. That's right, order my product today and you're covered by my: 30 Day, No Questions Asked, 100% Satisfaction Guarantee Order my guide right now today, and if you're not absolutely satisfied for whatever reason, contact me any time within the next 30 days of your purchase and I'll refund every dime of your money, quietly and promptly, no questions asked. Now's your chance to start your journey to Terran mastery, totally risk free, with satisfaction guaranteed! You have nothing to lose, and absolutely everything to gain." After you've guaranteed your product, we need to minimize the amount of $7 in our customers heads. We do this by using...
PRICE JUSTIFICATION We want our prospects to feel like for $7 they are nearly stealing our product for the amount of value that's in it. We can do this by comparing the $7 amount to the amount of value they going to receive. Then we can also make other comparisons of what $7 would get you elsewhere in life. Another thing I like to do is to spread out the $7 investment over the course of a month so they can see just how small that amount really is.
Example: For the same price of a greasy bag meal from your favorite fast food joint, you're going to be able to access information that is going to totally revolutionize the way you play Terrans in Starcraft 2. Isn't it worth the small one time investment of $7 to guarantee that within a few short days you're going to start dominating in Starcraft 2 with Terrans and finally put an end to constant losing and insults? Even if it took you an entire 30 days to finally master the Terran race, $7 divided by 30 is only $0.23 per day! Wouldn't you invest that ridiculously small amount into becoming an awesome Terran player?" Now that you've justified the price in their heads, we need to make sure that we address all the reasons why they might not want to buy our product right now. This is called..
ANSWERING OBJECTIONS Remember, that while you're selling people on your product you're also unselling them on every other related product, commitment, or other use for their money. You have to overcome all the objections that they might have to purchasing your product right now. These objections can be a number of different things and you will really need to brainstorm all of the reasons why someone wouldn't buy and address them in your salesletter. But there are common objections to all information based products Objection #1: The "I-don't-have-time-right-now" objection. Answer #1: Create a sense of urgency by explaining all of the negative consequences the prospect will continue to experience if they do not purchase your product now. Objection #2: The "I-don't-have-time-to-learn-new-information" objection Answer #2: Downplay the amount of time it takes to get familiarized with the information in your product. Also further emphasize that you've laid everything out step by step and they can follow along in an easy format. Objection #3: The "I-can-get-info-for-free-by-myself" objection Answer #3: You need to really emphasize the extreme time commitment it takes to put all of this together. Tell them that you've already done all of the hard work for them so they don't have to. After you've answered all the objects that they may have you should ask for the order again. Then after that its time to...
CLOSE The close simply reminds your readers how to respond. Tell the to click the order link above in order to gain instant access to the product. Incorporate a fear of loss into your prospect by thoroughly explaining the potential penalties for not taking action right now.
POST SCRIPT Most website visitors will scroll down the page to the bottom to see what the price is. Here you want your PS to catch these people. To write a good PS, just restate what you're offering, and briefly detail the major benefits of your product.
THE GREATEST SALESCOPY SECRET If you ever find yourself struggling to come up with great salescopy, you can always browse successful salespage of the Clickbank merchants to get ideas for sales copy. Don't outright copy and paste, but you can use some of the same ideas, concepts, and phrasing to help sell your products as well. This is called "Swiping" and its one of the greatest secrets of writing great salescopy. Don't reinvent the wheel, take bits and pieces off of letters that are already profitable and making money.
HOW TO SETUP YOUR SALESPAGE USING TOTALLY FREE SOFTWARE In order to keep this report as short as possible I've sourced several video tutorials that will walk you through the technical aspects of setting up your sales page. You can download those here: http://www.instantinfoprofitdominator.com/100aday7way/freesales/
STEP 3 ACTION STEPS:
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