Conversion

“How to Trigger Your Customers Buy Now Button”

customers

 

Right now as I write this post there is a lot of hoopla over all of the black friday, cyber monday and cyber week deals.

So I want to take a moment to unlock some of the secrets behind the success of black friday deals.

Meet the magnificent three

I know, it’s not a great name, but it does the job here.

Now exactly who are the magnificent three?

They are reason, reward and incentive.

But more importantly, what does these three amigo’s have to do with black friday

If you really break down what happens during black friday, what you will notice is that the three amigos show up quite often.

They form the basis of all the deals that you will see up until christmas.

Here’s how you can create your own special black friday deals.

In order to create your own profitable deals you will need to do the following.

1. Give them a reason to buy now

For example…

I’ve just found out from my accountant that I will not be able to sale my next shipment of mink furs at my current price and in fact he’s telling me that I will need to raise prices by as much as 45%. However, on every fur that I still have left in the store right now I’ll sell it for below cost, but only while supplies last.

2. Give them an incentive to buy now

For example…

If you buy a years subscription today I’ll cut the price in half. So instead of having a monthly payment it will be just one single payment and that’s it.

3. Reward them for buying now

For example…

If you buy the G.E. dishwasher today, I’ll throw in a 3 year full factory warranty.

The idea behind these strategies is that you want to get people to act now, and to do that you have to create better offers.

You have to become a jedi master at making offers if you will.

You can even throw in some scarcity and limit the time upon which your offer will be available.

To summarize things up here.

If you want to create your own little black friday sales events all year long then simply start using the magnificent three.

Reason, reward and incentive.

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“Can 85% of Your Online Marketing Problems Be Solved Using These Six Words”

Back in the late 80’s there used to be this book that had a remarkable success rate for solving the majority of the problems that you would face.

From where to take your clothes for the best dry cleaning to who you should call to get you septic system cleaned by a pro.

You could even find these nifty books in local businesses and could access to them for free.

This book solved most of the problems you would face in your home

Do you have an idea as to which book I migh be referring to?.

The book that I’m referring to is the yellow pages.

Now let me ask you this…

Did you know that there are six simple words that will solve 85% of your marketing problems just like the yellow pages solved most of America’s problems in the 80’s

Before I give you those words,  let’s do a bit of exploring  here.

What kind of things you ask?

How about things like what causes most of your marketing problems in the first place?


Most of your marketing problems are caused by a lack of a proven system. You don’t know what exactly to do
so that you can see an increase in profits from your work.

Questions like what do you put in your ads, what do you test in those ads, or how do I fix broken ads.

Even things like where do you place your ads, or how do you make irresitable offers etc.

These all contribute to your marketing problems.

But when you think about it, marketing comes down to six little words.

I’ll give them to you in just a bit.

But first, more learning. Stick with me here.

There is another question I want to look at with you that needs to be answered.

And that question is…

Why can’t those marketing problems be solved?

To put it simply, it’s because of what I like to call the curious case of the monkey mind.

Let me explain.

Have you ever watched a monkey?

If you have then what you’ll see is that a monkey has a very short attention span.

One minute it can be playing with a banana, and then the next it’s leaping from branch to branch.

Then he will be running around patting himself on the chest.

He just bounces around from one thing to the next.

Well think of the reason why most people can’t solve their marketing problems is because they have monkey mind.

See, when it comes to trying to solve your marketing problems, there are tons and tons of information
you can find out there available that promises to solve your problem.

So what happens is you’ll buy one of these products and give it a whirl.

After a little time goes buy you find that it just isn’t quite working.

Then you’ll hop to next product that makes a big promise of instant relief.

Once again, you’ll give it a try. You’ll see some results, but not the kind like was promised.

And now it’s off you go looking for another product to try.

It’s the monkey mind acting up.

Now I want to give you the solution to the monkey mind and the six words that will solve 85% of your marketing problems.

What words could have the power to solve one of the most common issues that businesses have today.

Well, it’s simply this.

To solve most of your marketing problems you only need to “sell stuff  people want to buy”


That’s it.

Most businesses go out and try to market products and services that most people DON’T want to buy.

They have this great idea for a product or service.

And they seek the opinions of those who are closet to them, which is never a good idea…but I digress.

So they get the encouragement from these close friends and family or from the marketing department.

A couple of surveys are done, and here comes a new product or service.

Doing things that way never leads to any long lasting sales.

If you really want to solve your marketing problems then you need to start marketing products and services that people
are already buying or things that they want to buy.

You need to offer your market products and services that they already desire, and not try to create desire for those products and services yourself.

This is what will solve 85% of your marketing problems.

When you sell products or services that your market already wants to buy or are currently buying, then you will get rid of most of your marketing headaches.

You should never look to create desire in a market. The desire should already be there. Then it simply becomes a matter of directing that already existing desire to your product.

“Why Having Satisfied Customers Won’t Grow Your Business”

Imagine that you stop into a restaurant for some seafood.

It happens to be one of the restaurants that you have been meaning to try out but just never got the chance to do so in the past.

You’ve heard pretty decent reviews about their service, so you’re looking forward to getting a taste of their shrimp scampy. Yummy.

So while in the restaurant you are greeted by a very manerable waiting staff. They take your order and delivers your food i a reasonable amout of time.

The aroma of the scampi as the waiter sets your plate down in front of you catches your sense of smell. You start to dig in. It’s great!

Just as advertised.

You finish up your meal and you decide to leave a nice tip for the staff.

You gather your things and head off into the sunset.

It’s safe to say that you were satisfied with the service.

But here’s something you need to understand about satisfied customers.

They don’t help your business grow.

So why don’t you want to have just satisfied customers?

It’s simple really when you think about it.

Satisfied customers will pay on time. Satisfied customers don’t complain to your boss. Satisfied customers don’t write bad reviews about your business.

In fact your biggest goal is probably to have satisfied customers.

But you need to understand this about those satisfied customers.

They are unlikely to radically increase sales because they usually don’t push your business to stay ahead of your competition.

One day your competition will pass you by and those satisfied customers will soon disappear.

So where will your business growth come from?

As it turns out, your business growth will come from dissatisfied and unsatisfied customers.

You see, dissatisfied and unsatisfied customers know they want a solution, but aren’t satisfied with the solution that they’ve got.

Once they get it, they’ll buy.

Let’s sum things up here.

Satisfied customers won’t lead to new growth for your business.

If you really want to see your numbers fly off the charts then you need to look in the middle of the market for unsatisfied and dissatisfied customers. They want solutions and will buy your products and services once they see you as being the one who can provide them with those solutions.

So as a business owner you don’t want to settle for those pesky satisfied customers and instead keep innovation as the face of your business.

“Can Blackberries Hold The Key For Getting Your Customers To Keep Coming Back”

Did you know that blackberries aren’t black when they start out…nor are they even the slightest bit sweet for that matter.

If you ever looked at blackberries when they start out you will see that they are actually green and sour enough to give you lockjaw.

The berries then go from green to a reddish color…and from the reddish color to..you guessed it, black.

Once that happens, the birds start to eat them.

Now this brings up an interesting point about consumption.

And most importantly how blackberries can teach you how to keep customers coming back.

The blackberry bush uses a simple system for keeping the birds coming back.

It staggers the ripening of the blackberries on the bush.

And here’s how it happens…

First a few bunches ripen.

Then a few days later, a few more bunches.

And this process goes on throughout the days.

The ripening works as a form of attraction and because of this process makes a sort of cycle out of it.

Why does the blackberry tree do this?

It’s to ensure that the birds keep coming back time and time again, instead of striping the bush all at once.

However, this is not the case with restaurant buffets…or your business

Imagine your business being more like a buffet. And as such, it doesn’t really matter that you’re selling products services, or whatever. You’re going to want to run a buffet.

You’ll want to dump all of your information, all your skills, and all of your rah rah rah on them at once.

And like the buffet, your customer will eat very hungrily.

From there they will go from hunger to greed.

Then from greed to indigestion.

Now 3 dozen burps later, your customer is tired of your buffet

Was this part of your plan?

Most likely no.

Your ideal plan was to keep having the customer coming back.

What went wrong?

To put it very simply.

Instead of creating a situation whereby you’ve set up staggered consumption, what you’ve created is a situation for over-consumption.

When staggered consumption would have been way better.

Now you’ve come to an important question you’ll need to ask yourself.

How do you create staggered consumption?

Staggering involves giving out your products, services, and training in steps.

Sure it’s fine for the blackberry bush to do staggered ripening, but how do you go about creating staggered consumption?

Let’s say that you’re selling a book, you can’t give out a few pages at a time, can you? If you’re offering a training program, you can’t give out just a few bit’s and pieces, can you?

No you can’t, because that wouldn’t make for good business.

So is the blackberry doing anything unethical?

No, not at all.

In fact what the blackberry is doing is treating each bunch of berries as a package.  Therefore, you should do the same.

This way when customers buy a book for example,  you then make sure that they get the rest of the package later.

And how do you do this?

You do this by staggering consumption

What this means is that the customer gets the the books with all of the pages, and then you send out additional packages, additional goodies.

So when you buy my mind-meld course for example, it gets followed up with some goodies. These goodies point out something that you may have missed in the course.

I do that for one purpose and one purpose only. And that’s to…

Have the packages ripen as the days and weeks pass.

Companies like apple do this.

They send me messages with discounts and new product offers.

You see, I’ve already bought their product. I’ve bought the iphone, Ive bought the ipad.

But what smart marketers know are two things:

1. That customers will need to take time to work things out.

Their customers will need to wrap their minds around new products and services.

They know that by staggering consumption, it’s a better way to go.

That customers can be encouraged to use their products and services long after they have made a purchase.

2. They also know that consumption leads to increased consumption

That if I keep going back to itunes that I will find something that I like.

The more examples I can give you for how to put mind-meld to work for you, the more likely you are to purchase other products from me in the future.

See, smart marketers aren’t goofy.

They know that they have to give in order to receive. And to keep giving, and giving, and giving. That they should give with no strings attached.

And blackberries don’t have any strings attached.

That’s staggered consumption.

And it’s what you can do to ensure that your customers keep coming back again and again, time after time.

Ever want to know the secrets to higher conversion rates in your business? Could you use a pic -me-up in the conversion department?

Here’s the secret to high conversion rates

“What Are The Twin Factors For High Conversion Rates”

Are your conversion rates suffering from these two critical factors?

Before I reveal what these two factors are, first I want to talk to you about a few things like…

Why are conversion rates important?

That is a question you will need to both consider and answer if you want to have high conversion rates on your website, blog or email campaign.

Imagine that you have a retail website that’s got the latest designer fashions for sale at discounted prices. You’ve spread the word about what you have to offer and traffic is starting to come to your site.

You start to notice that your traffic numbers are really exploding through the roof.

That’s awesome.

But what hasn’t happened is that traffic is being converted into profitable sales.

And here is why conversion really matters

Your conversion rate matters because it lets you know if what you’re doing has caught on with your market. If your sales process needs to be tweaked or not.

Because at the end of the day what really matters most is sales.

If your not seeing sales come through then there is a problem somewhere in your process that’s costing you money.

So how do you fix your sales process when there appears to be a problem?

First you’ll have to consider looking at two factors that will affect your sales.

The first one is by far the biggest reason why people won’t buy from you and it’s called risk.

Anyone who’s looking to buy anything from you will look at risk. It’s the biggest roadblock that stands in the way between you and a sale.

When you solve risk you become one step closer to the sale.

Let’s say that you’re driving along and you notice that the ole SUV could use some gas.

You drive along until you see a gas station and you pull in and pull up to the pump. You hop out and go pay for the gas. You put in the gas, close up the cap and hop back in your car and back on the road you go.

Why did I give you this example?

It has to do with risk.

You see, you buy the gas from the station without any hesitation because of the risk factor. Or should I say the lack of risk.

Let me explain…

The gasoline station places the prices right out front so you can see them. There are no hidden fees and it’s a straight forward sale. You know that the other gas station further down the road has pretty much the same gas. That further lowers the risk factor for you.

So that brings up this important factor about risk

If you want to see more sales for your business then you will need to lower the risk factor for your potential customer. In the the gas station example the risk factor is virtually zero.

That is your goal.

Your potential customer is concerned about making a mistake. You’ll need to think about how you can ease their anxiety about making a purchase from you.

Also consider that when you ease their risk factor, their is still one more area you’ll have to attend to as well.

And that’s called the “like factor”

One of the things I left out in the gas station example was that the reason you probably chose the one gas station over the other is because there was something that you liked about it as compared to the other stations.

Yes, it’s important to reduce the risk factor, however if you don’t have the like factor then reducing risk won’t be enough to get you the sale.

Chances are that you chose the gas station because you might like the owner, or you might like the surroundings, or because they carry one of your favorite brands of candy.

Whatever the reason, when it comes to conversion, your potential customers are looking for low risk, and lots of like.

Now here comes the hard part.

How do you get people to like you?

Offline: chocolate, wine cheese tasting session, thank you cards, phone calls.

Online: People like personality, photos, quirky words…

Find out why your marketing might not be zooming ahead like you want by leaving me a comment below.