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Welcome to the first of
a series of
Mastermind Sessions
Featuring the best experts we can
find in each area, the Mastermind Sessions are meant to be the most
useful, helpful, informative, and entertaining teleseminars you'll find on
the internet!
Every three weeks, we will feature
experts from an area of web marketing and sales that you tell us you want
to know more about. We'll grill them about the basics and explore the ways
of the masters until you know what's working and what's not. Even
more important, you'll be getting hard advice from people who are actually
doing it, doing the work, applying the techniques that work. Who better
else to learn from?
Here's our first Mastermind Sessions
Teleseminar:
Web Conversion Teleseminar
featuring Mark
Hendricks, Rosalind Gardner and Alan Bechtold, moderated by Jack Hughes
In order to be successful on the
web, you need three things:
Conversion of those visitors is an
art and a science.
Conversion is where marketing
meets sales.
Conversion is copywriting, graphic design, headline massaging, color
formatting, 'ps' writing, audio, video, artful diversion, knowing your
clients inside out and backwards, touchy-feely stuff, and testing,
testing, testing.
Conversion is, hands down, the most complex - and rewarding - of all the web marketing
areas, and you need to know as much as you can about it.
Alan R. Bechtold has been a mail
order marketer and publisher for more than 30 years. During that time, he
has created and published numerous successful magazines, newspapers and
newsletters, including successful trade journals for online marketers.
He's also acted as a consultant for thousands of information and Website
marketers. Most incredibly, he has been
marketing information electronically for EIGHTEEN YEARS! He knows
how to convert visitors...
Rosalind Gardner's sales conversions
are 3 to 5 times higher than those of the average affiliate. In
fact, she's a Super-Affiliate and author who earns $30,000 to $50,000 a
month doing what we all want to do - selling on the internet. She knows
how to do it and is always willing to share her knowledge with you.
Rosalind has the knowledge, systems and proven track record to teach you
how to do exactly what she does...so you can get exceptional results as a
marketer.
Mark
Hendricks is a business and marketing specialist, author, speaker, and
consultant. For the last 25 years, he's been using his seven proven
marketing secrets in his own businesses to personally sell millions of
dollars of products and services, as well as help other business owners
get more predictable and profitable results in a wide variety of
industries. Mark is a founder
and partner with Jack Hughes in the Joint Venture Power Circle.
Your
moderator, Jack Hughes, has worked as a lawyer, analyst, research manager,
and negotiator, but became hooked on software development and marketing in
the early 90's. He is a member of Mensa, where he has worked to
encourage learning and creative thinking, and to create ways of channeling
the results, such as this series of Mastermind Sessions.
We
can tell you that the call was incredibly good. It was meant to last for
90 minutes, but it went well over two hours! Mark and Rosalind and Alan
and Jack threw ideas back and forth so fast it was hard to keep up.
Probably the best thing we can share here is the list of questions they
answered. Read this and then make up your own mind whether this recording
is for you:
1.
So the first question for each
of you is ‘What are your top three preferred methods of conversion?’
(Refer to the list below and add your own, please).
Things that can be used
or changed to influence Conversion:
Headlines,
Subheadings Opt-in over
USP
Body
Copy
Bullets
Exit pop-up Keywords
Formatting
Colors Autoresponders Email
Testimonials
Guarantees Call To Action
Testing
Audio
Video Contact
PostScripts
Graphics
Subscription form
Support
2. What motivates buyers more: things they want to have, or things they
want to avoid? How does this
factor into conversion?
3.
How do you encourage someone to buy on impulse?
Should you?
Michael Nicholas says in his book ‘Order Button Triggers’
that there are five filters that we have to get past: Curiosity, Arousal,
The Guard, The Middle of the Road Filter, the Resolve Filter. I’m going
to ask you about each of these.
4. Curiosity: What technique do you use to arouse a
prospect’s curiosity?
5.
Arousal: How do you get
someone motivated to the point where they are moved to take some kind of
action?
6. The Guard Filter: People often have second thoughts, like
“do you think I’m some kind of pushover?” – How do you get past
this guard?
7. The Middle of the Road Filter – They’re sitting on the fence,
can’t decide to buy or not.
How do you get past this?
8. The Resolve Filter – accept or reject. How do you
influence this?
Gaining Visitor Trust
9. People will not buy if
they don’t trust you. How can you increase the level of trust?
Psychological
Triggers
10. Greed – Is it
ever acceptable to appeal to someone’s greed to get them to buy?
11. Reciprocity – It’s been proven that if you give
people a gift, they feel a need to reciprocate. What role do gifts or
bonuses play in converting a shopper into a buyer?
12. Authority – Do you position yourself as THE expert and
authority on a topic to increase conversion?
13. Affirmation – How important are endorsements,
testimonials and other types of affirmation?
14. The Ease Factor - Ease of Access, Easy to do, etc. Is
this powerful?
15. Some copywriters use visualization, or mind-movies as a
tool. “Picture yourself in the car of your dreams as you drive to your
beach house after working your 10 hour work week.” How do these work in
conversion, and why?
16. How do you use scarcity (limited supply! only 10 left!
act fast!) to convert prospects, and how effective is it?
17. How can risk reversal (guarantees) be used to increase
conversion?
18.
Bargain - Is keeping your price very low an effective conversion tool?
19.
Perceived value – How about the opposite?
Keep the price really high so prospects perceive value?
Copywriting
20. What are your
favorite copywriting conversion tricks?
21. How safely can you rely on Buzzwords or buzz phrases to
convert?
22.
What role do features, advantages, and benefits play?
23. Are benefit bullets effective?
Benefit restatements?
24. Does the form of the order link matter: text link vs order
button? Does it matter what it says: buy now, order now,
click here to order, find out more?
Tools
25. Are pop-ups, pop-unders,
subscription forms and all those techniques effective in converting?
26. Do you use an autoresponder series to convert your
prospects? What works?
27. Can Pay Per Click campaigns increase conversion, or are
they just for driving traffic to your site?
28. Are audio and video
effective conversion tools?
Call
to Action
29. What is your
favorite call to action?
Testing
30. What methods do
you use to test conversion? (
Split
tests, etc)
31. Do you use any tools that you would care to recommend?
32. How do you know when you have reliable measurements?
33. Do you have any questions of the other panelists?
Mark,
Rosalind and Alan grabbed each of these questions and answered them so
completely that we went almost an hour overtime. Is it worth your
time to listen? What price do you put on success?
Look,
no matter what your product, no matter how big your list, conversion means
the difference between success and failure. You'll learn a lot about the
right techniques and tools on this call. Register now!
The
cost to listen to the recording of the call as many times as you like, is
$40. You'll earn that back probably the first time you apply one of the
tips you hear on this call! And earn it back again, and again, and again.
This is gold, folks.
Click
here to register for the recording.
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