Traffic Conversion Secrets Finally Revealed!

Copyright © 2006 Quick Turn Marketing International,
Ltd.

“Dan, I need your help.  The copy on my website sucks.
 It must.  Nobody is buying my product…”  Or ordering
“my ebook”… Or signing up for “my course”… Or booking
“my services.”

People tell me all the time that their websites
“doesn’t convert.”

(Not sure what “conversion” is?  It’s that “magical”
transformation that turns a site visitor into a
product/service buyer)

If you’re a website owner who’s unhappy with the
business your Internet presence is generating, I
wouldn’t be surprised if you think your copy is the
culprit, too.  A lot of people think that if there’s a
problem with conversion that the sales copy must be at
fault.

This is WRONG THINKING…and potentially fatal to your
website’s success.

Don’t misunderstand me… My business is copywriting. 
It’s my bread and butter.  (Also my caviar and
champagne!)  I come from a traditional sales and
marketing background where the emphasis is on “words
that sell.”

The world’s most brilliant sales letter for the
world’s most incredible product won’t necessarily
generate the through-the-roof results you might
expect. The truth is that turning a casual site
visitor into a “here’s my credit card take whatever
you want” buyer takes MUCH MORE than just effective
copywriting.

Converting prospects into clients and customers takes
more than a super headline… More than a list of
“what’s in it for you”… More than an ironclad
guarantee and more than a page of testimonials from
celebrities and authorities.

This isn’t a war that will be won with words.  You
need more…much more.

If you think of your website as a high-powered sports
car, your sales letter is the engine.  But as any
racer on the NASCAR circuit will tell you, without the
right fuel and other essential components, an engine
can’t run smoothly and a car will never be first to
the checkered flag.

I don’t care if you have the most powerful “engine” in
the world…the greatest sales letter ever written.   If
you’re not taking advantage of technology and
leveraging human psychology in your sales and
marketing efforts, you’re simply out of the race.

I usually wear my copywriter’s “hat” when I do the
rant and load you up with lots of ideas for creating
great sales messages.  The how’s and why’s…the do’s
and don’ts… the nuts and bolts.

But this time around, I don’t want to focus on the
engine.  Instead, we’re going to make a “pit stop” to
look under the hood of “killer” websites and talk
about everything that’s working to power their success.

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Conversion Secret #1 - Less Can Be More (Why the
QUALITY of Your Traffic is More Important than the
Quantity)

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The number of people that visit your website is
meaningless if they don’t buy anything when they’re
there.  You can have ten thousand people hitting your
site a month, but if they’re looking for camping
equipment and you’re selling baby strollers, you’re
not going to convert a single visitor.

And if you’re paying per click, this will kill you. 
Your marketing dollars are going up in smoke.

On the other hand, you can have less traffic, but if
they’re targeted, you’ll have a very high conversion
rate.   If your baby stroller site has a banner ad at
a baby formula store, chances are the people who click
through will be more likely to buy from you.

Here’s something you MUST keep in mind:  “more likely
to buy” doesn’t mean that they will buy.  That’s why
tracking your traffic is so important. You have to
know exactly where your traffic is coming from.

Are they from Per-Pay-Click? Are they from affiliates?
Are they from offline marketing? What percentage is
from what promotion?  Unless you know the answers, you
can’t build on your success.

You can’t improve something you can’t measure.” W.
Edwards Deming, management expert.

A steady flow of QUALITY traffic and information about
where it comes from will affect your conversion rate
just as much as the quality of your sales message.

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Conversion Secret #2 – Don’t Let A Good Answer Get
Away (Exit Poll)

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No one expects a 100% conversion rate, of course.  You
may dream about it, but, depending on what you’re
selling, if you’re getting a 2-3% conversion, that’s
pretty damn good.

Okay, you’re not converting 97% of the people that
come to your site… But does that mean that their visit
has to go into the “lost cause” column?  No way!

If you paid to have those people visit, you can’t just
let them get away!  You need to get some kind of
return on your investment. Why not do an exit pop-up
survey, asking them why they’re not buying?

Want to really get a visitor’s attention.  Use an
audio pop-up.  When people leave your site you can
have a pop-up with an audio portion like this:

“Wait, before you go, could you please help me out?
I’m not trying to sell you anything, I just need some
information.  Could you tell me  the single biggest
reason that you’re not giving us a try today? What’s
the ONE reason that’s stopping you from purchasing (my
product name)? Just fill out the box below and click
on the submit button. Your opinion matters to me..”

Boom!  You’ve just created your own “consumer feedback
forum” and you haven’t spent a penny on some
high-priced focus groups.  Once you get a bunch of
responses to your exit poll, you’ll be able to
identify patterns in what people say.  Use what you
learn to make the changes that you know for certain
will bump up your conversion rate.

Success and failure shouldn’t be based on guesswork or
assumptions.  It doesn’t matter what you think is the
reason people aren’t buying.  It doesn’t matter what I
think is the reason people aren’t buying.

The only thing that matters is what your customers
think…that’s the “pulse” of the marketplace and the
lifeblood of your future business.  And with an exit
survey, your customers will tell you what you need to
do in order to convince them to buy your product!

People consider me a marketing wizard because I’m so
good at market research.  Well, I may be a “wizard,”
but I’m not a genius, and I certainly didn’t earn my
Ph.D in marketing.  That’s because you don’t have to
be marketing genius to get your finger on the pulse of
your industry.

Here’s the secret:  I am not the marketing wizard.
You’re not the marketing wizard. Your CUSTOMER is the
marketing wizard.

All you have to do to learn the “mysteries” of more
sales is ASK your customers… And make sure you ask the
people who decided not to be your customers, too.

Just ask and they’ll tell you.  Then take what you’ve
learned, incorporate it into your sales message, and
watch the “no sales” turn into “sales” so fast that
you’ll get a speeding ticket for all that fast-moving,
fast-buying traffic!

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Conversion Secret #3 – Take a Tip from the Tortoise
(slow and steady wins the race)

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Far too many Internet marketers try to close the sale
with one step.  Are you one of them?

Do you run an ad in some ezines, post a couple of
Pay-Per-Click ads, then sit back, relax and wait to
enjoy “the show”?  Do you assume that people will
notice the ad, read the ad, get excited by the ad, go
to your site, read your sales pitch, pull out their
credit cards and buy from you?

Do you expect to accomplish all that with ONE STEP? 
Give me a break.  What are you thinking?

That’s like you’re trying to have sex on the first
date.

You might get away with it. (You might get some sales
and be profitable) But chances are, without a little
coaxing from you at every step in the process, you’ll
be going home alone.

Take it slow, will ya?

Show some class.  Have some manners.  Get to know each
other.   Share some stories.  Make a connection. 
Develop a relationship before you try to close the
“deal”.  People buy from people they trust.  So you’ll
make a lot more sales if you take the time to develop
a solid relationship.

How do you convince website visitors that you’re one
of the “white hats”?  Start building that
relationship. One way is by giving more than you get.

Give them a free report. Give them a free mini-course.
Give them a free ebook. Give them a free chapter. 
(Are you getting the idea that “free” may be the most
important word in relationship-building on the
Internet?)

Bribe them and get them to give you their name and
email so that you can follow up with them using an
autoresponder.  And don’t forget to make it simple.

One easy-to-use option is a hover ad that drops down
on your visitor’s screen when they visit your site,
inviting them to “opt-in” to your free offer.  Why a
hover ad?  Testing shows hover ad gets more attention
than traditional pop-ups.

A more advanced way…and to some a less “savory,” but
extremely effective way…to capture contact information
is to make your home page an opt-in request.

Basically, a visitor can’t get to the rest of your
site without providing contact information.  You
qualify them before you let them read your sales
pitch! That’s pretty brilliant if you ask me!

The opt-in doesn’t have to be fancy. And it definitely
shouldn’t be very long.  Just a killer headline and
some equally killer benefits. That’ll do it.

A good example of this kind of approach in action can
be found here: ExtremeWebcopyMakeover

Don’t blow it!  When you follow up with them, you
don’t just want to pitch them. You want to deliver
value in your autoresponder messages. Educate them.
Teach them something. Then just have a little plug at
the end.

Remember I said that people buy from people they
trust.  If you’re constantly selling things, then
you’re a salesperson…and your motives are immediately
suspect.

But if you’re constantly giving things away, sharing
ideas, giving more than you’re getting, you’re a
valuable resource…a good friend…a trusted advisor. 
(There’s the secret password — trust!)

And the beauty is…what you give away doesn’t have to
cost you a penny.

Let’s say you’re selling an ebook, you can actually
take the first 3 chapters of your ebook and turn them
into a series of autoresonder messages.   This is a
great way to give them a taste of what you’re selling
and to prove that you’re the “real deal.”

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Conversion Secret #4 – Hear Ye, Hear Ye (Audio on the
Internet)

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When I talk about copywriting, I often talk about how
important it is to engage the reader’s senses.  Make
them see with word pictures… Make them feel with
hot-button language.  The more senses that are
involved, the more likely it is that your prospect
will be sold.

Using audio on your site is a sense-sation.

With audio, you appeal to a completely different sense
than the average site. The web is full of visual
appeal, but with audio, you suddenly connect with a
visitors ears with a whole new component — a verbal
component.

Your spoken words will strike an emotional chord with
visitors and connects on a “human” level in an
otherwise electronic world.

And here’s something that every website needs: 
excitement.  Because it’s rare, audio is unusual and
attention-getting.  It’s brand new, instead of the
“same old, same old.”

(This won’t be true forever, of course, but for now,
you can take advantage of audio’s scarcity.)

Your audio features don’t have to be limited to you. 
You can also use audio testimonials. Instead of just
having a written testimonial, why not offer a “listen
to what this satisfied customer” opportunities and add
audio testimonials to your sales page.

Don’t let your fear of the unknown or a fear of
failure hold you back.  You don’t have to be a techie
to utilize and implement these technologies.  If
you’ve got the will, I’ll show you the way:

This is a list of website conversion tools that I use
and recommend to my clients so that they can add
“bells and whistles” quickly, easily, and
inexpensively.

Okay, now my secrets are your secrets.  The same
tricks and techniques that I’ve used to achieve
astronomical traffic conversion levels are now at your
disposal.

They’ve been tested and refined and re-tested. 
They’ve worked for me…and they’ve worked for my
clients (who, by the way, paid me a fortune to
implement them on their behalf).

I know they’ll work for you.  Let me know when they
do.  I’d like to add your success story to an upcoming
issue of the Rant.

Stay Lok-ed and loaded for success,

Dan Lok

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A former college dropout, Dan Lok transformed himself
from a grocery bagger in a local supermarket to a
multi-millionaire. Today, Dan is one of the most
sought-after business mentors on the Web, as well as
a best-selling author. His reputation includes his title
as the World’s #1 Website Conversion Expert.
To find out what Dan is up to now, visit him at:

WebsiteConversionExpert

How is it done

No Idea…. I’ve been doing small bits on the web for ages now, a white label site that made just enough sales to cover its cost, a few personal blogs…. I’ve never really covered my hosting costs! So I’ve not tuned a profit, 0$ per year, but lets be honest here – I never really put in the time to make any.  But from Today that stops. I plan to break the cycle and spend 3 hours a day building my empire. Up until now I’ve lurked in forums, read how others have made it big, built a system from nothing, read the different way it has been done etc etc. I’m sure you have all read the same. Well I know I can make it work, I just need to get off my butt. I may not make a million, but it will be fun. Now I want to try it in a slightly differently way to thers, I want to come up with an idea a day, research it, plan it out and execute it. Just 1 idea a day and have it live in only 3 hours. That’s right 365 ideas, and hopefully a minimum of 365 web sites - its I can do more in 3 hours all the better. Most will be completely useless; they may never even pay for themselves. But each will teach me something and perhaps you too. If you’re reading this and think, great I will just copy what you do – sorry but that’s not how it works. I will write each day on how I’m doing. But you won’t see the end sites, just how it went, what I used and I will try to give some stats….

Anyway; sounds easy, just one a day - trust me this will be hard for me. The thing about the net and me is it easy to get side tracked. As I sit here, I have 3 machines running, napster going in the background, emails poping in, telephone ringing and two notepads full of ideas…. It’s taken me 45 minutes to get this far – I must focus!

I need to break this cycle and start afresh.
I’ve signed up to a mentoring program via the warrior forum. It is for one month with James Brausch and comes with 3 tools that have been on my list for a while. Its starts in April and I need to be up and running by then.

 

Today’s Idea

Ok so today’s idea is a way of streamlining my 3 hours.
1st thing I’ve turned off the other computers and turned down napster

I’ve cleared my desk, its all piled on the floor behind me. That can be sorted out in my *free* time.

I need tools to make life easy, right just what is my ideal tool list?
I’m guessing – yes guessing my 3 hours will be something like this:-

 

A typical Day

1. Pick an idea/product – (I think I need a folder to keep ideas in)
2. Do some keyword research to see how good it is, if rejected go back to 1
3. If it’s a product set up the required accounts (clickbank, paypal, etc)
4. If it’s a product write a sales page
5. Get some articles or other content
6. Generate a site or blog
7. Choose a domain name, register it and point the name servers
8. Upload the site/blog
9. Write an article and submit it.
10. Write an article for the previous 10 sites until I run out of time

Ok, this list maybe completely wrong, I will know tomorrow. But that’s how I see tomorrow panning out.

So I think I need the following:-

My virtual list of products

A way of storing ideas and leads: My notepad and a few word documents will do for now.

Keyword research tool: I need a tool that can find me niches, Allow me to compare different ratios and generate keywords in styles I can use on sites and  in adword campaigns.
– keyword elite?

A way to write and check the sales page

- I have Glyphius

A source of articles and content: Need a list of article services and maybe some scripts to suck them down on to my computer or directly into the site? Do I want to be able to rewrite them? Maybe a plr membership site would be better?
- Completely lost here…. By hand for now

 

A way of packaging up blogs. Will do that by hand for the moment, I will create an empty blog and a few scripts. Need to think about automating it.
- By hand

A way of packaging up site – I will either use a simple set of temples for the one pagers  or rssg for multi-page sites.
- By hand or rssg.

I need a nice way to choose domain names.
- I already have Nemeas

A quick way of registry domains Experience shows that’s this needs to be based not just on price, but how long it takes to replicate though DNS and support etc.
-registeryfly
-godaddy

A hosting service. As I plan to have many sites of all different sizes I need unlimited hosting.
-hostgator

Easy way to upload.
-by hand using drag and drop ftp

A way of writing articles and submitting them.
- write by hand
- I already have artemispro

- by hand to places like ezinearticles

 

Summary of today’s Actions

Used Nemeas to choose a reseller hosting name – score 159!
Got a reseller hosting plan at -hostgator – used this code (hgc25) to get a $9.94 off.

Joined Clickbank.

Add an extra alias to my paypal account. 

Wrote this post.

Running total: -$425 

Sorry out of time!

The Million Dollar Blogger is launched!

Join me on an adventure in making a million dollars from the net!

Ok, enough of the one liners. I’ve got an idea; I want to see if it’s possible to make a Million Dollars from the net. Ok I hear you say that’s been tried before. Well this is slightly different. I don’t just want to make a million for myself; I want to see if I can make someone else a Million too!

How To Get Rich ONE Site At A Time!

Copyright © 2006 Quick Turn Marketing International,
Ltd.

Are you fickle?  (Do you even know what “fickle” is?) 
According to Merriam-Webster Online, “fickle” is
defined as “given to erratic changeableness.”

And when it comes to website success… If you’re
fickle, you’re in a pickle!

One of the biggest problems that crops up with my
clients is that they always to seem to be too focused
on the *NEXT* “big thing”…long before they’ve
perfected the science of their *CURRENT* big thing –
their existing website.

As an entrepreneur, you should always be on the
lookout for the next new ideas, the next challenges,
the next possibility for success…but don’t be fickle!

Clients say to me, “Dan, what am I doing wrong?  I’ve
got 8 or 9 websites up right now and I am starting 3
more this month.  But I don’t know why am I not making
much money with any ONE of them.”

Wake up and smell the coffee, you Fickle Fiend! 
You’re working on TOO MANY WEBSITES!

I’ve seen this so often it hurts…instead of putting
effort into making their existing website more
compelling, more effective, and more profitable,
Fickle Folks are way too focused on that elusive “next
big thing”…

And when their first website doesn’t deliver on the
promise, they don’t ask “Why?”… They don’t try to fix
what may be broken…

They just change their focus and concentrate on
building another website that they’re certain is going
to be “the next big thing.”

And when that doesn’t work…probably for the same
reasons that Site #1 didn’t make any money…they’ll
start another new site and another and another in an
endless cycle of “no return on too much investment.”

If that’s not the fast track to
bankrupt-and-out-of-business, I don’t know what is!

As you know, I am a big believer in multiple streams
of income.  So, I am not saying you should be have
multiple websites.

BUT…make sure your existing website is as strong,
solid, and successful as you can make it before trying
to grab the gold ring and the next “big thing.”

Don’t take the “fickle” path to the Poor House.  Stay
focused on promoting just one website …and promoting
it effectively!  Put on blinders to other distractions
and keep your eye on the prize:  making that ONE
website as profitable as possible.

Dan Lok

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A former college dropout, Dan Lok transformed himself
from a grocery bagger in a local supermarket to a
multi-millionaire. Today, Dan is one of the most
sought-after business mentors on the Web, as well as
a best-selling author. His reputation includes his title
as the World’s #1 Website Conversion Expert.
To find out what Dan is up to now, visit him at:
WebsiteConversionExpert

The Ultimate Secret To Internet Success! (And It’s Not
What You Think)

Copyright © 2006 Quick Turn Marketing International,
Ltd.

What I’m about to say may hurt your feelings, but it’s
time someone tells you the truth:

If your website is not making money, it’s NOBODY’S
FAULT BUT YOUR OWN!

I’m warning you…this message is sharp and pointed.  I
guess I’m “fighting back” after hearing so many people
bitch and moan…

“Oh Dan, my website is not working money or website is
not making the kind of money I want.  But it’s not my
fault…

*If only the competition wasn’t so fierce…

*If only people were buying online more…

*If only I can get higher ranking on all the major
engines…

*If only my affiliate will promote my stuff harder…

*If only I can get more traffic to the site…

*If only my customers will just send me more referrals…

If only… If only… If only… What a bunch of hooey!

I am here to tell you, if your website is not making
money, the only finger you can point is at yourself.

If you’re busy pointing fingers anywhere else, you’re
suffering from one of the most common “sicknesses” in
business…a toxic point of view that can kill…
Passing the buck.

If you can’t accept total responsibility for the
success and failure of your site, you’re not in
control…you’re powerless.

BUT…if you “own” your website completely…if you accept
that it will rise or fall because of you…if you’re
fully accountable for it…

Then you’re the power figure…and you can use your
power for good — to improve, polish, and perfect your
website.

If you’re willing to do the work and analyze the
situation AND YOURSELF, you’ll find answers to key
questions like these:

***What are my problems?

***What are the true reasons why my website is not
doing well?

***What am I pretending not to know/see?

and the biggest question of all:

***What do I personally need to do or have to make
things better?

Maybe you need more knowledge, maybe you need more
skills, maybe you need more traffic, maybe you’re not
doing enough marketing…

It doesn’t matter what you need.  What matters is that
you identify the need and then fill it!

I have a friend who says that as a business person on
the web, you can take one of three approaches.

You can be a wiener (someone who throws money at a
failing website), a whiner (someone who complains
about throwing money at a failing website) or a winner
(someone who says, “I’m going to make this failing
website succeed.”)

If your website is not getting enough traffic, do more
per-pay-click, write articles, send out some press
releases, exchange links with other sites, whatever,
do something.

If your website is not converting well, hire a
copywriter, re-write your own copy, test different
website conversion strategies, do something.

If you don’t know how to set up your site properly,
hire a web designer, learn HTML, get an auto-responder,

The key here is to stop whining, start getting mad at
the situation and then do something about it.

Do whatever you want…just do something!

Don’t sit around and hope and pray your website will
do better.  Because it won’t.

What’s the worst that will happen if you take action? 
You’ll make mistakes.

BUT…you’ll also LEARN from your mistakes.  You’ll get
FEEDBACK from the marketplace so you’ll know how to
MAKE CHANGES so your site will be more effective.

You don’t have to get it right, you just have to get
it going.

Stop whining and take action!

That’s a Lok!

Dan Lok

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A former college dropout, Dan Lok transformed himself
from a grocery bagger in a local supermarket to a
multi-millionaire. Today, Dan is one of the most
sought-after business mentors on the Web, as well as
a best-selling author. His reputation includes his title
as the World’s #1 Website Conversion Expert.
To find out what Dan is up to now, visit him at:

WebsiteConversionExpert

Discover The Simple Automatic Way To “Collect”
Testimonials From Your Happy Customers!

Copyright © 2006 Quick Turn Marketing International,
Ltd.

Dear Friend,

Okay, this week we’re moving on to “higher education”
with Website Conversion 101. It’s a practical lesson
and so easy to apply you’ll wish someone had told you
about it sooner.

Now, as you already know, people are skeptical as
hell. They don’t trust anybody… especially on the
Internet. The intangible nature of web businesses
makes them inherently shady to an already skeptical
consumer.

That’s a problem.

Fortunately, you know the solution: the #1 most
powerful way to overcome skepticism is with
testimonials. There’s nothing like a little “he
said/she said” to convince consumers how much people
just like them have benefited from your product,
service or expertise.

Let someone do the bragging for you instead of tooting
you own horn. (Although you do have to toot your own
horn from time to time as well.)

Instant trust!

And instant “killer copy.”  Testimonials are worth
their weights to gold.  The words and “trust me, this
works” message they convey can beef-up your headlines,
web copy, email messages, order page language, P.S.,
follow-up emails… whatever.

Even though you might not use every testimonial
immediately, you’ll want to gather as many as you can
to use in the future. Think of them as “something for
a rainy day.”

I don’t really care how many testimonials you have
right now; you need more. It’s like the old MTV slogan
says: “Too much is never enough.”

The bottom line is that you can never have too many
testimonials.  Here’s why:

Let’s say you’re doing a sales letter and have 50
testimonials in your “pocket.”  You don’t have to
include all of them in the letter.  Pick the best of
the best… the most enthusiastic and flattering of the
bunch… and use them.
You don’t even have to use them in their entirety!

You can feature snippets from the Top 10 and then have
a link that opens up a new page with the complete
testimonial and the other 40 that didn’t make the
first cut.

This way, you don’t interrupt the flow of your letter
with a huge block of testimonials. Instead, you give
your reader a option to “Click Here” if they want to
see more “proof”.

Okay, that’s my theory on testimonials. Now let’s get
to the action you need to take…

Instead of hoping and praying that your customers
might send you a testimonial whenever they feel like
it, you need to chase them down like a Kodiak bear
goes after Alaskan salmon.

The best way to do that is to build your request right
into your marketing message! That your “system”
automatically collects testimonials for you.

Intrigued?

Or are you worried that you’re going to need a lot of
blood, sweat, and tears to make it happen?

Come on!  You know me better than that!  I wouldn’t
steer you towards a complex, difficult-to-manage
business process.  My two favorite letters in the
alphabet are E-Z.

And testimonial “farming” is actually quite E-Z to
automate.

First of all, you’ve gotta make sure they’ve used your
product. If your customers haven’t used and benefited
from what you offer, how the heck can you get a
testimonial from them?

Let’s say you’re selling the Widget Weigh Station, a
piece of exercise equipment with a built-in scale. 
It’s in your best interest to find a way that’s
effective and cost-effective to “facilitate use.”

It could be a manual, could be a video, could be a
DVD.  Whatever.  The key is to provide the support,
motivation, and impetus to get your customers to
actually USE the darn thing.

To make it more likely that your customers do their
“reps” and see the results of their workout with the
Weigh Station, include some sort of instructions on
how to assemble the machine and how to use it.

Most people don’t want to find their own way.  They’re
looking for leadership… someone to point them in the
right direction.  And you know what I always say:

Give the people what they want!  Lead them!

If you’re selling an information product like the $397
Widget Real Estate Home Study Course, include a quick
jump-start CD or a step-by-step guide on how to study
or “consume” the course.

Start with this CD first, and then read that manual,
and then watch this DVD… you get the idea?

Now, remember, this is the first step on the road to
Testimonial Acres. Because the more people use/consume
your product, the more benefits they enjoy.  And the
more benefits they enjoy the more satisfied they are.

And the most satisfied they are, the more likely you
are to get mountains and mountains of rave reviews and
solid-gold testimonials.

Of course…this all assumes that your product/service
is exceptional and deserves the accolades!  If you’re
trying to pass off a sow’s ear as silk, none of this
applies.

But, I assume you’re one of the good guys (or gals) in
the world of business and that you’re selling a
product or service of genuine value.  So let’s move on
to the next step.

Set up an autoresponder series

Did you just break out into a cold sweat, horrified at
the prospect that you’re going to have to write a
bunch of killer emails?  Well take a deep breath and
calm down…

I’ve got a gift for you.

You don’t have to beg, borrow, steal, or (heaven
forbid) create your first message.  I’ve got a
prototype you can have with my blessings.  I don’t
mind.  (But do send me an email and thank me though)

You’ll certainly want to “tweak” the contents and
modify it until it fits your business like a
hand-tailored suit, but this will give you an idea.

= = = = = = = = = = = = = = = = = = = = = = = = = = =
= = = = = = = = =

Subject: “Alex, I’d Like To Put Your Name On My
Website!”

Dear Alex,

As you can see from the headline above, I’d like to
put your name on my website. I’ll tell you more about
that in just a moment.

But, first things first. Alex, what is even more
important right now is that I say…

Thank You! I really mean it.

You took a chance. I admire that greatly… and… I
want you to know that I did everything within my power
to make your investment…  the best investment you’ll
ever make in your online business.

You wouldn’t believe how much I love working with EACH
one of my clients.

A hell of a lot thinking goes on “behind the
scenes”… and I slave over every project I work on,
to give you the biggest bang for your buck.

Now, I’m really hoping you can help me, Alex.

What I’m really hoping is that you’ll be kind enough
to take just a couple of minutes to let me know what
kind of benefits you’ve received from (Insert Your
Product Name)

All you have to do is answer a few simple questions
and reply to this email. Don’t worry, it’s real easy
and won’t take more than a couple of minutes of your
time.

And Alex, if you do participate in this small
questionnaire you stand a very good chance of seeing
your “name in print” on my website.

Here’s the questionnaire:

Full Name (inc. Company Name):
Address: City, State, Zip:
Occupation: What is your overall experience of the
(Insert Your Product Name)you received?
Describe the one or two benefits that you have gotten
from (Insert Your Product Name), that you value most.
Explain any specific results (i.e. higher rate of
conversion / increase in profits) that you’re
experiencing because of the (Insert Your Product Name):
Any other information / feedback you’d like to give:
Do I have your permission to use the information in
this questionnaire as a testimonial on my website?

= = = = = = = = = =
A special gift
= = = = = = = = = =

If you call 1-800-609-9006 x2691 toll-free, and leave
me an AUDIO testimonial AND email me your photo
(International callers may use 678-255-2174 x2691.)

I’ll mail you a very very special “mystery” gift
that’s worth its weight in gold.

I appreciate it from the bottom of my heart.

And, as I said earlier, if you can do me the small
favor of answering the questions above and replying to
this email, there’s a very good chance you’ll soon see
your name on my website.

Sincerely,

Dan Lok

= = = = = = = = = = = = = = = = = = = = = = = = = = =
= = = = = = = = =

Were you surprised to see that I asked for a photo and
an audio testimonials? Don’t be.

Through extensive testing, I’ve found out that a
testimonial with a photo and an audio produces pulls
much better compared to just a plain old written
testimonial.

But don’t believe what I say, why not test it and see
for yourself?

I use Audio Generator
(www.danlokrecommends.com/audiogenerator.html) for
this important function. When I signed up with the
service, I was given a personal toll-free testimonial
number where my clients can just call in and record
their testimonials.

It doesn’t cost them a penny and it’s convenient.

People can be lazy or procrastinate about things that
are important to THEM, let alone something like a
testimonial that’s important to YOU.

That’s why you want to make it E-Z (there are those
letters again!) for your customers to share their
thoughts.

Think about the alternative: you have software that
sits on your desktop that can convert MP3 into a flash
audio button.

Seems good for you, but what about your customers?

THEY have to record the testimonial on their own, send
it to you, and then you convert it to a flash audio
button. What a pain in the butt.

And, ultimately, not so good for you, after all.

Here’s something else that’s not so good: vagueness.

Vague testimonials are not believable because they
don’t communicate anything tangible. “Oh, I love
Widgets” and “I think Widgets are very good.” are
compliments, but they don’t describe how a consumer
benefited from using widgets.

A good testimonial is descriptive.

It communicates exactly how the customer benefited.
“Thanks to Widget, I lost my love handles and gained
the love of my life.” or “Now that I use Widget
Fertilizer, my tomatoes are twice as big and twice as
tasty.”

A great testimonial builds up trust, but that trust
can be lost in the blink of an eye.

Imagine this scenario: you see a great testimonial
saying how great a product is. You’re all fired up
that “someone like me” has weighed in, but when you
read further, the testimonial is signed “John” or
“J.S.”

Talk about “buzz” kill.

People don’t trust initials. They’re one step above an
attribution of “Anonymous” and do nothing to inspire
confidence.

The attribution information is your customer’s way of
saying, “I stand behind my words.” To avoid Initial
Shock, get permission to use the customer’s full name,
business name, occupation, URL, or business address,
if appropriate.
The more details you have, the more believable your
testimonial will be.

Oh, one more quick tip:

Whenever, someone sends you a nice email with praise,
thanks, or any kind of compliment, you should
immediately respond with a thank–you. And while you’re
at it…

Ask permission to use the content of the note as a
testimonial. (Get them while they’re HOT!)

Okay, that’s it.

You’re now ready to go bag some testimonials… and
with your “automatic weapons” you should be able to
get quite a few.

Today, more testimonials… tomorrow, more inquiries,
more prospects, more customers, and more sales.

That’s a Lok!

Dan Lok

= = = = = = = = = = = = = = = = = = = = = =

A former college dropout, Dan Lok transformed himself
from a grocery bagger in a local supermarket to a
multi-millionaire. Today, Dan is one of the most
sought-after business mentors on the Web, as well as
a best-selling author. His reputation includes his title
as the World’s #1 Website Conversion Expert.
To find out what Dan is up to now, visit him at:
WebsiteConversionExpert

A Sneaky Little Technique That Can Boost Your Online
Profits By Up To 330%!

Copyright (c) 2006 Quick Turn Marketing International,
Ltd.

Today, I’m going to teach you an extremely powerful,
marketing “secret” that will get your profits
multiplying like rabbits.

But first… let me ask you something.

When is the last time a computer bought your product
or paid for your service?

The answer is never. No one sells to machines. And
yet, because of the net… because of the
technology… because of the automation… experienced
entrepreneurs who take their business online, forgot
that they’re doing business with PEOPLE.

The fact that your “store” is a website or that your
marketing message is delivered via email rather than
snail mail doesn’t change who your target is: real,
live human beings with thoughts, emotions…and
hopefully deep pockets!

Even though you’re using a webpage, an autoresponder,
or an email, it’s really YOU — a person — who’s
reaching out to a customer or prospect.  Success in
selling happens when a one-to-one personal connection
occurs.

Relationship is the key.

You can’t sell benefits to a computer. You can’t get a
computer excited about how good it will feel after
using your product or service. It’s so obvious; it’s
ridiculous. You’re selling to a person. And if you
want that person to buy from you, you need to put
yourself out there.

So why do a lot of people act like they’re criminals
and disappear when they’re selling online?  Are you
guilty?

Do you use the Internet itself to create walls that
hide “human side” behind technology. Do you hide
behind emails instead of making phone calls? Do you
peak out from behind your website without offering a
“hard copy” way to reach you?

And do you play a weird game of hide-and-seek with
customers using frequently asked questions and
customer service “tools” so that you never really have
to connect?

I know, I know! You’re saying that automation and
technology are the biggest advantages of the Internet.
All these streamlined communications processes help
you do good business.

That’s fine, if what you want is good business. But
personal communication can make your business great.

Sometimes just by adding that personal touch… that
human factor… to your site can boost your sales by
100%, 200% to as much as 330%!!!

What am I talking about? I am talking about a tangible
demonstration that your business is trustworthy
because trust is at the foundation of every sale.

So it turns out that this secret strategy is actually
a simple one, too. I’m talking about adding a phone
number to your site… and a mailing address…and a
fax number. I’m talking about giving your customer an
option contact you one-to-one.

I’m talking about talking! Just talk to your customers
and find out what they want.

Now you might say, “Dan, this won’t work for me. I’m a
one-person operation and I’d get so buried by phone
calls that I wouldn’t be able to do anything else.”

You know how important testing is in business, don’t
you? Well, why not test my theory before you reject
it. Do it my way. And see if you will actually get a
lot of calls.

I think you’ll be surprised. I have a lot of clients
who add phone numbers to their sites, and they don’t
really get that many phone calls.

If you’re really stretched to the limits time-wise,
you could hire someone to handle it for you in-house
or outsource it… although I think outsourcing almost
defeats the purpose by putting you one step further
away from your customers.

Personally, I urge you to talk to your customers once
a while. It’s time well spent…even if time is money.
You’ll learn a lot from the conversation — what
people want and how they want it.

And that, I assure you, can be worth millions
(literally) to your business.

Do you know that a lot of people actually have a fear
of picking the phone and calling a stranger? So it’s
unlikely that you’re going to get flooded with a lot
of Chatty Cathies and Talky Teddies you’ve never met
before who just want to shoot the breeze for ten
minutes.

So why will people pick up the phone and call you?
Probably for one of four important reasons that make
these valuable calls that you’ll want to take.

1.       They have an urgent problem, and they need a
solution now! If your product/service will solve their
problems, they’ll buy from you - NOW.

2.       They want to buy from you, but they might
just have a few questions and you answer them well,
they’ll buy from you - NOW.

3.       They might have a comment regarding of your
product or service. This could be helpful to your
business and make them more likely to buy from you in
the future.

4.       They might have a problem, and they’re mad.
But even if they are, you can fix it for them. Then
they’ll love you, and they’ll buy from you again and
again.
You may not have realized it before, but every
telephone inquiry from a customer or prospect is a
money call.  And when money calls, you want to be sure
to answer. Because each one of these money calls mean
sales in one way or the other.

Personally, I love it when my phone rings. Because
it’s either one of my deep-pocketed mentoring clients
who wants to run something by me OR a prospect who
wants to give me money.

Ching-Ching! How can you NOT love those calls?

And here’s a special message for you if you’re selling
a luxury service or a high-end product.  It’s tough to
sell big-ticket items offline, and even tougher
online. It’s not impossible… but it’s tough.

Think about it. Someone who’s looking for a marketing
consultant and sees your site is probably NOT going to
plunk down $5000.00 in an electronic payment just
based on nothing more than your online sales copy.

And don’t be fooled that an autoresponder series will
do the trick any better. It’s tough to close a sale
for thousands or tens of thousands of dollars just
through emails. Not impossible… but tough.

But, you can easily close a $5000.00 sale via the
telephone. (If you know how to “give good phone,” that
is).

A lot of copywriters don’t do it the “easy way.” They
avoid the telephone. They only communicate via emails.
Or they charge exorbitant “consulting fees” for phone
calls as a way to telegraph that they don’t want to
speak to people.

Now, that’s their personal preference. But perhaps
they should put themselves in the shoes of their
clients who say, “This means I’m going to hire a
copywriter and pay thousands of dollars to a service
provider — an employee — that I won’t even be able
to speak to by phone? That stinks!”

Worse than annoying a prospect, lack of accessibility
makes people suspicious. They might feel like you’re
hiding something… that you’re not being totally
upfront.

Take the mayor of New York City, Michael Bloomberg.
The mayor’s office has a website, but his home phone
number is listed in the telephone directory. And,
while it sounds unbelievable, he actually does pick up
the phone when he’s home and talk to his constituents.

They love him for it.

Take me for example. I am actually one of the very,
very, very few experts who can be reached by phone. If
I’m not on a call already or working one-on-one with a
client in my office, I always pick up the phone.

And when I can’t pick up before the machine does, I
try to return all my calls promptly. (Unless, they’re
trying to sell me insurance or some crap.)

Accessibility is, in a way, my unique selling
proposition. People are actually very surprised when I
call them back. They know how busy I am. And my
prospects respect and appreciate that I prioritize
them.

Is every call a walk in the park that ends with a trip
to the bank? Well no. Sometimes I do get calls from
some jerk who just wants to “bust my balls” or waste
my time.

But really… the whackos are few and far between.
Most of my callers are good people. They’re calling me
because they want me to help them with their
conversions, not because they want to BS the weather.

I’d say 95% of the people who call are very serious
and I’m happy to have the opportunity to speak with
them. As for the other 5%… once they “reveal”
themselves, I get off the phone very quickly.

So how can you use this sneak technique to beef up
conversions on your site? To borrow the old phone
company slogan: “Reach out and touch.”

Add a telephone option to your site and take orders
via telephone. If you think this could be
overwhelming, you could test just taking calls within
business hours.

If you’re doing huge volume, add a toll-free number.

If you’re doing big business in the international
market, outsource so that you can accept phone orders
24/7.

The Internet is the Land of Opportunity, although some
online entrepreneurs think they’re in Lazy Land… and
don’t understand why they’re not succeeding.

They want to live the ultimate Internet marketing
lifestyle dream. They want everything to be automated.
They want their ads to find the prospects, they want
their site to sell the prospect, take the money, and
forward a deposit directly into their online bank
account.

That dream can be real, but too many business people
are relying too much on the technology to do ALL the
work for them. Sometimes, it’s good to go back to
old-fashion communication.   Silence may be golden,
but in business… talking is pure platinum.

We’ll “talk” more soon.

Dan Lok

= = = = = = = = = = = = = = = = = = = = = =

A former college dropout, Dan Lok transformed himself
from a grocery bagger in a local supermarket to a
multi-millionaire. Today, Dan is one of the most
sought-after business mentors on the Web, as well as
a best-selling author. His reputation includes his title
as the World’s #1 Website Conversion Expert.
To find out what Dan is up to now, visit him at:

WebsiteConversionExpert