Marketing Questions and Answers

There were several Question and Answer sessions during the Action Seminars.

The questions/topics related to marketing are:

What do you do when you don’t have testimonials?
What tips can you share to deal with price shoppers?
How do you sell to a the market that is soft and fuzzy and is turned off by fear?
Tips for Cold Calling – Shamus Brown
How to transition from launch-based company to evergreen model
What are the easiest steps to automate at first?
How do you get affiliates to promote your product?
Does the product launch model still work?

What do you do when you don’t have testimonials?

Stan: Get testimonials. Give your product or service away if you have to in order to get feedback and testimonials. If that doesn’t get you rave reviews then you should rethink your product/service.

2. 2:38 What tips can you share to deal with price shoppers?

Lisa: We have a free report that we hand out. A consumer awareness guide. This educates them on questions that they should be asking and gets the focus away from price. A lot of people ask about price because they don’t know what else to ask.

Joe: Formula for how much to charge: Based on your ability to sell it. If you can make a better case for it you can sell it for a higher price.

Private spending: A certain part of the population does not feel satiated unless they are spending a lot of money.

Focus on private spending and status. Position your product/service as a status product and you can command a higher price.

5. 7:17 How do you sell to a the market that is soft and fuzzy and is turned off by fear. For example, a spiritual market.

John: 2 ways to approach a market: Front door and side door.

Side door: Don’t sell, just use a lot of takeaways. Act like you aren’t selling. Tell them that the product is probably not right about it.

Door-to-door salesmen used to like to see “no solicitor” signs on houses, because the people who squawk the loudest are usually those who are the easiest to sell.

Also, you are assuming you know the market, but you should try different things.

12:54 Harlan discusses the mentality of the “healer” market and the best way to sell to them..

John: sometimes it is better just to be their best friend, their ally who understands how they think and what they want. Help them position the offer in their minds to align with what they think they want.

Harlan: Make sure you are using their language.

13:12 Tips for Cold Calling – Shamus Brown

Cold calling is a quick way to get sales. It is scary if you haven’t qualified the list, so you have to qualify the list first. Need strong profile of people who are most likely to want what you have to offer.

You have to get a specific offer down. Need to research and network to know who the target person is before you start making calls.

Can use a combination of direct mail and cold calling. Send DM first and then do the calling.

16:26 How to transition from launch-based company to evergreen model – Brian Johnson

Launches are episodic, and you have to live on the proceeds until the next launch. They got the experience with selling through the launches, adn they forced them to create the products that they used for evergreen model

They had to get away from being dependent on affiliates. Had to get up a webinar or teleseminar and get enough traffic to prove it converted. Then they could buy traffic and know that they would be profitable.

Getting something that converts is the most important thing.

23:55 What are the easiest steps to automate at first?

Brian: The question is “when to automate”? You automate when something starts converting. Too many people think the technology is the most important thing. The marketing is the most important.

25:41 How do you get affiliates to promote your product

Shamus: You need to profile possible affiliates first. You are better off looking at the best match rather than the size of their list. The ones with the biggest list have many people trying to get them to promote, so it is harder to get them to listen. Also, their list may not ba a match.

John: What are you bringing to the tabl?

Brian: List/copy/offer… if you have a great copy/offer but a bad list it will be a failure.

Stan: This is the first sale you have to make. what is in it for them? Be aware that you won’t win all of them.

Brian: Having a bad list will also hurt your state and you will end up with a bad list.

31:19 Question for John Walker: Does the product launch model still work?

PLF released in 2005 (he says that was 7 years ago). Launches still work, in many niches.

Make money online is more difficult for launches. You have to keep innovating, pull out all the stops.

Product launch is not a business, it is a way to build a business.

35:01 How do you find a product launch manager?

John Walker: They have a service that will match companies with managers.

36:14 How do you hire and manage other employees (web developers, etc)?

Harlan: Referrals, Craigslist Philippines. He gives advice about hiring people remotely

John Walker: He puts out a request to his list first.

Bond Halbert: You can get info from a Mastermind, networking event, skype group

Brian: It is all about relationships. He does a lot of testing. Best people always come from relationships. He has a specific process to weed out the worst of them first.

Jon Correll: Start finding people when you don’t need them. He uses the KOLBE test. If you can, have them do a project for you first.

Stan: Once you get someone make sure you have each project organized. He uses Basecamp. He doesn’t outsource overseas.

If any of the topics speaks to you, create a list of steps needed to implement the suggestion and go for it.

Brian mentions that they use Magento. Magento is now Adobe Commerce.