IncomeMD IntensiveIncomeMD Intensive

Dr. Mike Woo-MingDr. Mike Woo-MingSan DiegoSan Diego

Goals for this Goals for this WeekendWeekend

One time and recurring revenue One time and recurring revenue strategiesstrategies

Information Marketing and Its Information Marketing and Its Applications OutsideApplications Outside

Studied on whoStudied on who’’s succeeding (and whos succeeding (and who’’s s failing)failing)

YOU Will Gain the Knowledge to Build YOU Will Gain the Knowledge to Build Your Own Website Ready for Profits!Your Own Website Ready for Profits!

About Building a About Building a Website…Website…

Creating the website itself (HTML)Creating the website itself (HTML)

Dreamweaver or Microsoft FrontpageDreamweaver or Microsoft Frontpage

OutsourcingOutsourcing

Free Web-based tools (Wordpress.com)Free Web-based tools (Wordpress.com)

How I Got StartedHow I Got Started

Wayne State University School of Wayne State University School of MedicineMedicine

Mayo ClinicMayo Clinic

Family Practice DoctorFamily Practice Doctor

Wanted to build diverse revenue Wanted to build diverse revenue streams…streams…

First Information First Information productproduct

1996: Sold a $15 guide to help doctors 1996: Sold a $15 guide to help doctors get into the residency of their choiceget into the residency of their choice

Slowly increased the priceSlowly increased the price

Knew nothing about Knew nothing about ““information information productsproducts””

Just figured out somebody wanted the Just figured out somebody wanted the information and was willing to buy it!information and was willing to buy it!

The DotCom YearsThe DotCom Years1999: Birth of my 21999: Birth of my 2nd nd son son

Started medical practiceStarted medical practice

Started a Medical Advice SiteStarted a Medical Advice Site

Profitable in Month 1Profitable in Month 1

Noticed by a Dot Com Company – Flew Noticed by a Dot Com Company – Flew to New York, Life is Goodto New York, Life is Good

Back to Information Back to Information ProductsProducts

22ndnd ebook – wrote it myself ebook – wrote it myself

Made $100 the first month Made $100 the first month

That was a success!That was a success!

My A-ha moment – IMy A-ha moment – I’’ll just continue to ll just continue to clone myselfclone myself

Built an EmpireBuilt an Empire

I can repeat this processI can repeat this process

Published more booksPublished more books

Had 25 books in the first yearHad 25 books in the first year

Close to 150 books currently selling on Close to 150 books currently selling on the internetthe internet

Amazon AccountAmazon Account

Don’t Feel Don’t Feel ObligatedObligated

You Are Not Required to Go into HealthYou Are Not Required to Go into Health

Your Own PassionsYour Own Passions

Your Own IdeasYour Own Ideas

How Can You Make a Difference in the How Can You Make a Difference in the WorldWorld

The State of Health The State of Health Information on the Information on the

InternetInternetViagra / Sexual Enhancement PillsViagra / Sexual Enhancement Pills

Dubious ClaimsDubious Claims

Check Your Spam Filters!Check Your Spam Filters!

There is an OpportunityThere is an Opportunity

Two Models of Two Models of HealthHealth

Mercola.comMercola.com

Hypnosis NetworkHypnosis Network

The SystemThe System

Had MentorsHad Mentors

Find a need Find a need get a freelance writer to get a freelance writer to create the ebook create the ebook Sell the ebook Sell the ebook

Did this non-stop for a year Did this non-stop for a year found out found out what worked and what didnwhat worked and what didn’’t t

This is just one system but you can apply This is just one system but you can apply this philosophy to anythingthis philosophy to anything

The FormulaThe Formula

Traffic + The Offer = $$$$$Traffic + The Offer = $$$$$$$$$

Find a need and fulfill itFind a need and fulfill it

Parrot SecretsParrot Secrets

ParrotSecrets.coParrotSecrets.comm

Makes $500,000 a yearMakes $500,000 a year

Cost of owning a parrot is $1000-$2000 Cost of owning a parrot is $1000-$2000 a yeara year

Discretionary IncomeDiscretionary Income

Find a need and fulfill it!Find a need and fulfill it!

Stumbling Stumbling Blocks…Blocks…

People are not to going to go “Field of People are not to going to go “Field of Dreams”Dreams”

Needed to create a relationshipNeeded to create a relationship

Capture your name and email address (Opt-Capture your name and email address (Opt-in)in)

Lucrative Lead Lucrative Lead GenerationGeneration

Build a DatabaseBuild a DatabaseHereHere’’s another database of s another database of 441,555 441,555 subscribers.subscribers.

What Market Should What Market Should I Go Into?I Go Into?

Competitive ResearchCompetitive Research

What Market Should What Market Should I Go Into?I Go Into?

Personal InterestsPersonal Interests

KnowledgeKnowledge

What Market Should What Market Should I Go Into?I Go Into?

WhoWho’’s Making Money in the s Making Money in the Market Now?Market Now?

What Can You Do to Make it What Can You Do to Make it Better?Better?

What Market Should What Market Should I Go Into?I Go Into?

WhoWho’’s Making Money in the Market Now s Making Money in the Market Now on the INTERNET?on the INTERNET?

Are they Selling Products You Can Easily Are they Selling Products You Can Easily Replicate and Improve?Replicate and Improve?

What Market Should What Market Should I Go Into?I Go Into?

Examples:Examples:

Information Products (CDs, DVDs, Home Information Products (CDs, DVDs, Home Study Courses, Newsletters)Study Courses, Newsletters)

Apps and SoftwareApps and Software

Services (Middleman or Outsourcing)Services (Middleman or Outsourcing)

““Do It for YouDo It for You”” Services Services

AdviceAdvice

What Market Should What Market Should I Go Into?I Go Into?

WhoWho’’s Making Money in the Market Right s Making Money in the Market Right Now?Now?

Clickbank.comClickbank.com

Amazon.comAmazon.com

OfferVault.comOfferVault.com

My Example:My Example:

SnoringSnoringMulti-BILLION Dollar IndustryMulti-BILLION Dollar Industry

Competitive Competitive ResearchResearch

Make a Better Make a Better Book!Book!

Let's Do An Let's Do An Exercise!Exercise!

Name Your MarketName Your Market

Why Do You Think this Market will Be Why Do You Think this Market will Be Profitable?Profitable?

Write Down Everything You Could Sell to Write Down Everything You Could Sell to this Market (Can be information and this Market (Can be information and physical products or services)physical products or services)

Your Own Your Own Information Information

ProductProductNeed to Have Your Own Product (s)Need to Have Your Own Product (s)

Provides CredibilityProvides Credibility

Can Do Anything With It (ebook, physical Can Do Anything With It (ebook, physical book, CD, DVD)book, CD, DVD)

Your Own Your Own Information Information

ProductProductGovernment guide ebook sells for $20Government guide ebook sells for $20

One million dollars in sales!One million dollars in sales!

How to Create a Product for How to Create a Product for Your MarketYour Market

Answer this Simple Question:Answer this Simple Question:

What Do they Want?What Do they Want?

How to Create a How to Create a Product for Your Product for Your

MarketMarket

Or Even More Important…Or Even More Important…

What are They Buying What are They Buying Already?Already?

How to Create a How to Create a Product for Your Product for Your

MarketMarketAsk your market what type of information they Ask your market what type of information they

wantwant

What Questions Do they Want Answered?What Questions Do they Want Answered?

How to Create a How to Create a Product for Your Product for Your

MarketMarketSurveyMonkey.com - This Will Create the SurveyMonkey.com - This Will Create the Form for You and Compile Your ResponsesForm for You and Compile Your Responses

Yahoo AnswersYahoo Answers

How to Create a How to Create a Product for Your Product for Your

MarketMarket

Alternative Method:Alternative Method:

Go to Amazon.com and look up books in Go to Amazon.com and look up books in your topic. Use the Table of Contents to your topic. Use the Table of Contents to . See what are the Relevant Topics. That . See what are the Relevant Topics. That will form the basis of your ebook.will form the basis of your ebook.

How to Create a How to Create a Product for Your Product for Your

MarketMarket

Compile the Top Questions - These will form Compile the Top Questions - These will form the basis of your information productthe basis of your information product

How to Create a How to Create a Product for Your Product for Your

MarketMarket4 Alternatives:4 Alternatives:

1.1. Write it YourselfWrite it Yourself

2.2. Public Domain InformationPublic Domain Information

3.3. Interview an ExpertInterview an Expert

4.4. Get Someone to Write it For YouGet Someone to Write it For You

How to Create a How to Create a Product for Your Product for Your

MarketMarket

Write It YourselfWrite It Yourself

Pros: You Know the SubjectPros: You Know the Subject

Cons: Time-ConsumingCons: Time-Consuming

How to Create a How to Create a Product for Your Product for Your

MarketMarketPublic Domain InformationPublic Domain Information

““Works published with notice of copyright or Works published with notice of copyright or registered in unpublished form on or after registered in unpublished form on or after January 1, 1923, and prior to January 1, January 1, 1923, and prior to January 1, 1964, had to be renewed during the 28th 1964, had to be renewed during the 28th year of their first term of copyright to year of their first term of copyright to maintain copyright for a full 95-year termmaintain copyright for a full 95-year term””

How to Create a How to Create a Product for Your Product for Your

MarketMarketGovernment ArticlesGovernment Articles

http://www.pueblo.gsa.gov

List of Public Domain Resources in List of Public Domain Resources in WikipediaWikipedia

How to Create a How to Create a Product for Your Product for Your

MarketMarketInterview someoneInterview someone

Get the ExpertsGet the Experts

AuthorsAuthors

RTIROnline.comRTIROnline.com

Guru.comGuru.com

How to Create a How to Create a Product for Your Product for Your

MarketMarket• Find relevant websites, forumsFind relevant websites, forums

• Find someone local in the area (CraigFind someone local in the area (Craig’’s s List)List)

• Read the questions youRead the questions you’’ve compiledve compiled

How to Create a Product For How to Create a Product For Your MarketYour Market

• My Favorite Choice: Freelance WritersMy Favorite Choice: Freelance Writers

– Elance.comElance.com

– Guru.comGuru.com

– Odesk.comOdesk.com

How to Create a How to Create a Product for Your Product for Your

MarketMarket• Get an Account at Odesk.comGet an Account at Odesk.com

• To have the ebook created expect to To have the ebook created expect to pay $7 -10 a page. pay $7 -10 a page.

How to Create a How to Create a Product for Your Product for Your

MarketMarket• OdeskOdesk

– Examine the Portfolio and Ratings Examine the Portfolio and Ratings CloselyClosely

– English is their First LanguageEnglish is their First Language

How to Create a How to Create a Product for Your Product for Your

MarketMarketElance.comElance.com

““I need a 60-80 page ebook single spaced I need a 60-80 page ebook single spaced on topic XXXXX. Must have extensive on topic XXXXX. Must have extensive knowledge of this subject or be willing to do knowledge of this subject or be willing to do thorough research. I will provide question thorough research. I will provide question that will form the framework of this ebook. that will form the framework of this ebook. I commission several projects so a I commission several projects so a competitive bid could lead to steady work.competitive bid could lead to steady work.””

How to Create a How to Create a Product for Your Product for Your

MarketMarket• Odesk.comOdesk.com

• Expect a one month turnaroundExpect a one month turnaround

• Get articles pertaining to your nicheGet articles pertaining to your niche

• Also a good idea to get Frequently Also a good idea to get Frequently Asked Questions listAsked Questions list

Problems With Problems With Selling One Selling One

ProductProduct

• Once you sell one product, you are done!Once you sell one product, you are done!

• Must price it high enough to be worth it Must price it high enough to be worth it for youfor you

Enter the Amazon Enter the Amazon KindleKindle

• It changed everythingIt changed everything

• More ebooks are being sold then regular More ebooks are being sold then regular booksbooks

Enter the Amazon Enter the Amazon KindleKindle

• Cost to drive traffic = zeroCost to drive traffic = zero

• You can have all your research at your You can have all your research at your fingertipsfingertips

Think of yourself Think of yourself as the publisheras the publisher

• Multiple books a dayMultiple books a day

• Keep building each monthKeep building each month

• $9.99 your cut is $7.00 (70%)$9.99 your cut is $7.00 (70%)

Sell 1 Book a DaySell 1 Book a Day• $7.00 a day$7.00 a day

• ThatThat’’s $210 a Month ($7 x 30 = $210)s $210 a Month ($7 x 30 = $210)

• Imagine having 5 books sellingImagine having 5 books selling

• $35 a day$35 a day

• ThatThat’’s $1,050 a Months $1,050 a Month

How to create How to create multiple booksmultiple books

• The key is to create a series of books:The key is to create a series of books:

• How to grow organic tomatoesHow to grow organic tomatoes

• How to grow organic potatoesHow to grow organic potatoes

• How to grow organic cucumbersHow to grow organic cucumbers

And it goes from And it goes from there!there!

• Amazon KindleAmazon Kindle

• IpadIpad

• Google BooksGoogle Books

• Barnes and Noble NookBarnes and Noble Nook

The Website ItselfThe Website Itself

• To sell any product, the best To sell any product, the best website to have is a Direct website to have is a Direct Response One Page WebsiteResponse One Page Website

• Tested and provenTested and proven

• One option: Purchase or Not!One option: Purchase or Not!

The Sales LetterThe Sales Letter

• Why Does It Work? It just does!Why Does It Work? It just does!

• Limits the amount of linksLimits the amount of links

• Visitors will either leave or buyVisitors will either leave or buy

• People like to read People like to read ““storiesstories””

Triad of Triad of ProfitabilityProfitability

The Sales Letter The Sales Letter of 2012of 2012= VIDEO= VIDEO

Study SuccessStudy Success• Study the top selling products on Study the top selling products on

ClickbankClickbank

• Success leaves cluesSuccess leaves clues

• Everything is out in the openEverything is out in the open

Study SuccessStudy Success• The Diet Solution Program The Diet Solution Program

http://www.thedietsolutionprogram.com

• Truth About AbsTruth About Abs

• http://truthaboutabs.com

• Fat Burning FurnaceFat Burning Furnace

http://www.fatburningfurnace.com/

Study SuccessStudy Success

AIDA or AIDCAAIDA or AIDCA

• AttentionAttention

• InterestInterest

• DesireDesire

• (Conviction)(Conviction)

• ActionAction

The Sales LetterThe Sales LetterKey components on the videoKey components on the video

1. The Same Problem1. The Same Problem

2. Search for Solution2. Search for Solution

3. The Solution3. The Solution

4. Benefits of your solution4. Benefits of your solution

5. Listen to Me!5. Listen to Me!

6. Testimonials6. Testimonials

7. Take Action Now7. Take Action Now

1. The Same 1. The Same ProblemProblem

• I identify with youI identify with you

• Story-tellingStory-telling

• ““I struggled with stopping I struggled with stopping smoking or weight losssmoking or weight loss””

• Unflattering pictureUnflattering picture

• Jerry Springer syndromeJerry Springer syndrome

• Cement transparencyCement transparency

2. Search for 2. Search for SolutionSolution

• I bought thousands of dollarsI bought thousands of dollars

• Numerous weight loss plansNumerous weight loss plans

• I was skepticalI was skeptical

• I put my trust on someone that I I put my trust on someone that I shouldnshouldn’’tt

• Goal: Identification Goal: Identification

3. The Solution 3. The Solution ItselfItself

• Solution: Your ProductSolution: Your Product

• Numerous weight loss plansNumerous weight loss plans

• I was skepticalI was skeptical

• I put my trust on someone that I I put my trust on someone that I shouldnshouldn’’tt

• Goal: Identification Goal: Identification

4. Benefits of the 4. Benefits of the SolutionSolution

• How will it help meHow will it help me

• DonDon’’t focus on 10 lbs but how t focus on 10 lbs but how ““they will feelthey will feel””

• Example: Sexier to my wife, Example: Sexier to my wife, clothes feel betterclothes feel better

• Focus on the resultFocus on the result

5. Listen to Me5. Listen to Me• How will it help meHow will it help me

• DonDon’’t focus on 10 lbs but how t focus on 10 lbs but how ““they will feelthey will feel””

• Example: Sexier to my wife, Example: Sexier to my wife, clothes feel betterclothes feel better

• Focus on the resultFocus on the result

6. Testimonials6. Testimonials

• DonDon’’t Take My Word for It t Take My Word for It

• Pictures work wondersPictures work wonders

• Name City Name City

7. Call to Action7. Call to Action

Why they need to purchase Why they need to purchase nownow

• UrgencyUrgency

• Limit FrequencyLimit Frequency

• BonusesBonuses

The Sales LetterThe Sales LetterOther FactorsOther Factors

• Pictures Pictures

• Money Back GuaranteeMoney Back Guarantee

• Signature (or fonts that look like signature)Signature (or fonts that look like signature)

• Trust Icons (Better Business Bureau)Trust Icons (Better Business Bureau)

The Sales LetterThe Sales LetterOther Factors: Other Factors:

ReinforcementsReinforcements

• VideosVideos

• ArticlesArticles

• RecipesRecipes

Selling Your Info Selling Your Info ProductProduct

Clickbank - preferred Clickbank - preferred choicechoice

• PayPalPayPal

• Your Own Merchant AccountYour Own Merchant Account

List Building List Building EssentialsEssentials

My 3 Rules for My 3 Rules for Internet Marketing Internet Marketing

Success:Success:1.1. Build an Opt-in ListBuild an Opt-in List

2.2. Build an Opt-in ListBuild an Opt-in List

3.3. Build an Opt-in ListBuild an Opt-in List

Build Your Opt-in Build Your Opt-in ListList

Why Do Website Businesses Why Do Website Businesses Fail?Fail?

They Forget to Capture Name and Email They Forget to Capture Name and Email Addresses!Addresses!

The Importance of The Importance of Building ListsBuilding Lists

• You Become their FriendYou Become their Friend

• People will Trust You for InformationPeople will Trust You for Information

• People will Buy Your Product and Products People will Buy Your Product and Products You RecommendYou Recommend

• Become a Become a ““Best Friend for their MarketBest Friend for their Market””

Build Your Opt-in Build Your Opt-in ListList

What is an Autoresponder?What is an Autoresponder?

• An autoresponder develops a series of An autoresponder develops a series of personalized, custom emails to your personalized, custom emails to your subscriberssubscribers

• Your 24 hour salesman for your Your 24 hour salesman for your products and services!products and services!

Build Your Opt-in Build Your Opt-in ListList

• 1 Shopping Cart1 Shopping Cart

• GetResponse.comGetResponse.com

• Aweber.comAweber.com

• Analyticapproach.comAnalyticapproach.com

• Icontact.comIcontact.com

Diabetic Diet ListDiabetic Diet List

• http://www.diabetic-http://www.diabetic-tips.comtips.com

Diabetic Diet ListDiabetic Diet List

• Built through pay per click search enginesBuilt through pay per click search engines

• 5,000 subscribers after 3 months, now 5,000 subscribers after 3 months, now 68,00068,000

• Sell my own product and sell 4 other Sell my own product and sell 4 other products to this listproducts to this list

Structuring the Structuring the Opt-In ListOpt-In List

• Software: Optimize PressSoftware: Optimize Press

• Keeping Above the FoldKeeping Above the Fold

Need More Need More Information NowInformation Now

• Terms of ServiceTerms of Service

• Privacy PolicyPrivacy Policy

• About Us PageAbout Us Page

• Contact Us PageContact Us Page

Anatomy of an Anatomy of an Opt-In PageOpt-In Page

• Keep Above the FoldKeep Above the Fold

• Bullet PointsBullet Points

• Contact Us PageContact Us Page

Anatomy of an Anatomy of an Opt-In PageOpt-In Page

• PicturePicture

• Click here – Give a Call to ActionClick here – Give a Call to Action

• Trend for More ContentTrend for More Content

Build Your Opt-in Build Your Opt-in ListList

Your GoalYour Goal::

• Build your subscriber database so you can Build your subscriber database so you can build INSTANT TRAFFICbuild INSTANT TRAFFIC

• The better the content you provide, the The better the content you provide, the more responsive they will be to your e-mailsmore responsive they will be to your e-mails

Build Your Opt-in Build Your Opt-in ListList

Anatomy of a Landing PageAnatomy of a Landing Page

• Limited GraphicsLimited Graphics• CheckmarksCheckmarks• Attractive video or pictureAttractive video or picture• Keep it short Keep it short • E.g. GrouponE.g. Groupon

Build Your Opt-in Build Your Opt-in ListList

• E-courseE-course

• Daily Tips Daily Tips ““HealthTipsDaily.comHealthTipsDaily.com””

• Special ReportSpecial Report

• White PaperWhite Paper

• Resource GuideResource Guide

The Thank You The Thank You PagePage

Whitelist Your Domain Whitelist Your Domain Improves email Improves email DeliverabilityDeliverability

Please add the address Please add the address ””mike@diabetic-tips.com" to your mike@diabetic-tips.com" to your address book so that the email you address book so that the email you requested will not be incorrectly requested will not be incorrectly filtered as "spam".filtered as "spam".

The Thank You The Thank You PagePage

Opportunity to Promote Opportunity to Promote ProductsProducts

The EmailThe Email

Each Email Should:Each Email Should:

• Makes Reference to Going to Makes Reference to Going to the Websitethe Website

• Be Short and SweetBe Short and Sweet

The EmailThe Email

Subject Line Dictates Subject Line Dictates EverythingEverything

The EmailThe EmailSample Subject LinesSample Subject Lines

• ““One Thing You DidnOne Thing You Didn’’t Know about t Know about Widgets, <firstname>Widgets, <firstname>””

• ““Is Your Widget Obsolete?Is Your Widget Obsolete?””

• ““The Shocking Truth about WidgetsThe Shocking Truth about Widgets””

The EmailThe Email

• Tips and TechniquesTips and Techniques

• Be the ExpertBe the Expert

• Provide a Relationship with Your Provide a Relationship with Your ReadersReaders

The EmailThe Email

• Each email is designed to Each email is designed to return them back to the return them back to the productproduct

• Each email asks a question Each email asks a question and the solution is your and the solution is your productproduct

Day 2Day 2Millionaire MD WorkshopMillionaire MD Workshop

Recurring Revenue Recurring Revenue ModelsModels

One Trick PonyOne Trick Pony

• I only had 1 product to sell to each marketI only had 1 product to sell to each market

• What else was I going to sell them?What else was I going to sell them?

What Would You What Would You Rather Do?Rather Do?

• Get Paid Once?Get Paid Once?

• Get Paid Every Month?Get Paid Every Month?

The Answer: Continuity The Answer: Continuity ProgramsPrograms

• Sell the same thing, but every monthSell the same thing, but every month

• There are some markets that are going There are some markets that are going to do well where they need information to do well where they need information again and again and again…(Health)again and again and again…(Health)

• We will cover recurring sources of We will cover recurring sources of internet revenueinternet revenue

Recurring Recurring RevenueRevenue

• NewslettersNewsletters

• Membership SitesMembership Sites

• Software LicensingSoftware Licensing

• CD of the Month CD of the Month

• Step by Step ProgramsStep by Step Programs

• Affiliate for recurring revenue productsAffiliate for recurring revenue products

The Answer: The Answer: Recurring Recurring RevenueRevenue• Stable BusinessStable Business

• 500 people at $20 a month = $10,000 a 500 people at $20 a month = $10,000 a month = $120,000 a yearmonth = $120,000 a year

• Focused on Markets = where there is Focused on Markets = where there is continuous knowledge, access etc.continuous knowledge, access etc.

• Every successful business implements a Every successful business implements a continuity strategycontinuity strategy

• Once you sell one product, you are done!Once you sell one product, you are done!

Recurring Revenue Recurring Revenue in Health Examplesin Health Examples

• WomenWomen’’s Health s Health

• Fitness SitesFitness Sites

• MenMen’’s Healths Health

• Anti-AgingAnti-Aging

• Peak PerformancePeak Performance

The $20 productThe $20 product

• It is difficult to sell a $20 stand aloneIt is difficult to sell a $20 stand alone

• Must supplement with different offers, Must supplement with different offers, affiliate programs, multiple productsaffiliate programs, multiple products

Recurring Recurring Revenue ModelRevenue Model

• Membership sitesMembership sites

• CD of the MonthCD of the Month

• Newsletters (Online and Physical)Newsletters (Online and Physical)

• Service Based WebsitesService Based Websites

• LicensingLicensing

• Software AccessSoftware Access

Membership SitesMembership Sites

• PopularPopular

• Big Mistake in Membership Sites = YOU Big Mistake in Membership Sites = YOU HAVE TO DO ALL THE WORK!HAVE TO DO ALL THE WORK!

• If you are the content provider – you will If you are the content provider – you will eventually run out of things to say and find eventually run out of things to say and find others to do so for youothers to do so for you

• Expectation: New content every day or Expectation: New content every day or other dayother day

Market Research Market Research for Continuityfor Continuity

• Go into markets where there are Go into markets where there are millionaires already (where there is already millionaires already (where there is already success) – back endsuccess) – back end

• Are people PAYING for information already Are people PAYING for information already in that market?in that market?

• Do they have a continuing HUNGER for Do they have a continuing HUNGER for information in that market?information in that market?

• Do you have personal interest in that Do you have personal interest in that market?market?

Market Research Market Research for Continuityfor Continuity

• ResourcesResources

• Nextmark.comNextmark.com

• Magazines.comMagazines.com

• Rankings.big-boards.comRankings.big-boards.com

• Dummies.comDummies.com

Market Research Market Research for Continuityfor Continuity

• Barnes and NobleBarnes and Noble

• AmazonAmazon

• Business to Business (e.g. The Medical Business to Business (e.g. The Medical Letter, Physician Financing )Letter, Physician Financing )

Market Research Market Research for Continuityfor Continuity

• WhatWhat’’s Hot Nows Hot Now

• Bookstore StoryBookstore Story

Market Research Market Research for Continuityfor Continuity

• Resources – whatResources – what’’s HOTs HOT

• Pulse.ebay.comPulse.ebay.com

• ViralVideoChart.comViralVideoChart.com

• 50s.lycos.com50s.lycos.com

• Google.com/trends/hottrendsGoogle.com/trends/hottrends

Membership SitesMembership Sites

• The more you do for them, the more The more you do for them, the more they are willing to paythey are willing to pay

• Content Every MonthContent Every Month

• Meet their expectations (sales letters Meet their expectations (sales letters and videos every month)and videos every month)

• The more you do for them, the more The more you do for them, the more they are willing to paythey are willing to pay

Membership SitesMembership Sites• Dr. WeilDr. Weil’’s Health Plan ($4 a Week!)s Health Plan ($4 a Week!)

• http://www.drweilsplan.com

• South Beach Diet - $20 Million a Year BusinessSouth Beach Diet - $20 Million a Year Business

• http://www.southbeachdiet.com

• Your Medical DetectiveYour Medical Detective

• http://www.yourmedicaldetective.com

Service Based Service Based SitesSites

• Better Model: A service based siteBetter Model: A service based site

• They canThey can’’t live without it.t live without it.

• ““Ask the DoctorsAsk the Doctors””

• Health CoachingHealth Coaching

Automated Automated Service Based Service Based

SitesSites• Software ToolsSoftware Tools

• E.g. Audio GeneratorE.g. Audio Generator

• Automated Diet PlanAutomated Diet Plan

CD / DVD of the CD / DVD of the MonthMonth

• EasyEasy

• Just do an interview a month (with option Just do an interview a month (with option to upsell)to upsell)

• Ideally build on what you learned Ideally build on what you learned previouslypreviously

CD / DVD of the CD / DVD of the MonthMonth

• How do you find people to interview?How do you find people to interview?

• You should know the You should know the ““playersplayers””

• Amazon.com (starving for publicity)Amazon.com (starving for publicity)

• RTIROnline.comRTIROnline.com

CD / DVD of the CD / DVD of the MonthMonth

• People like to complete seriesPeople like to complete series

• Numbering (Vol 1, Vol 2)Numbering (Vol 1, Vol 2)

• Give the case/packaging for freeGive the case/packaging for free

CD / DVD of the CD / DVD of the MonthMonth

• VendorsVendors

• Kunaki.com -- $1.75 a CD (first starting out)Kunaki.com -- $1.75 a CD (first starting out)

• Disk.comDisk.com

• Discburn.comDiscburn.com

• Disc2Day.comDisc2Day.com

• Local distributors (always cheaper)Local distributors (always cheaper)

Offline Offline NewslettersNewsletters

• An Alternative to Membership SitesAn Alternative to Membership Sites

• Health NewslettersHealth Newsletters

• Expectation: Receive it once a monthExpectation: Receive it once a month

Offline Offline NewslettersNewsletters

• Content is something we have of abundanceContent is something we have of abundance

• Internet Marketers know where to get it Internet Marketers know where to get it cheapcheap

• Outsourced: Approve it once, Virtual Outsourced: Approve it once, Virtual assistants put it together each monthassistants put it together each month

Offline Offline NewslettersNewsletters

• Opportunity for additional revenueOpportunity for additional revenue

• Advertising (even affiliate programs)Advertising (even affiliate programs)

• 16 page minimum, 4 pages at a time for 16 page minimum, 4 pages at a time for formattedformatted

• Templates: free-newslettertemplates.comTemplates: free-newslettertemplates.com

• Stocklayouts.comStocklayouts.com

Recurring Recurring Revenue ModelRevenue Model

• Free CD model (customer pays for Free CD model (customer pays for shipping and handling)shipping and handling)

• ““Test DriveTest Drive”” for 7 days for 7 days

• $39.95 a month recurring billing$39.95 a month recurring billing

Forced ContinuityForced Continuity

• Make terms clear, 30 Day Test Drive, then Make terms clear, 30 Day Test Drive, then $19.95 a month$19.95 a month

• Chargeback vs. refund Chargeback vs. refund

• Make sure company is on the credit card Make sure company is on the credit card billbill

Recurring Recurring Revenue Model Revenue Model

#2#2• Full price CD and then join your $19.95 Full price CD and then join your $19.95

a month newslettera month newsletter

• Preferred – I have existing listsPreferred – I have existing lists

• Make same price or a little more for the Make same price or a little more for the initial feeinitial fee

Limited Limited Continuity Continuity ProgramsPrograms

• Weekly TeleseminarsWeekly Teleseminars

• Wordpress + Wishlist Wordpress + Wishlist

• $1 trial then $47 each week (Total of 4 $1 trial then $47 each week (Total of 4 weeks)weeks)

• Repurposing contentRepurposing content

• They can cancel at any timeThey can cancel at any time

Limited Limited Continuity Continuity ProgramsPrograms

• Diabetes WebinarDiabetes Webinar

• Hired someone to do it (create curriculum Hired someone to do it (create curriculum and conduct the class)and conduct the class)

• I did the marketingI did the marketing

• Sold 47 spots at $97 Sold 47 spots at $97

• No reason not to do it again and againNo reason not to do it again and again

Limited Limited Continuity Continuity ProgramsPrograms

• Great for price-sensitive marketsGreat for price-sensitive markets

• DonDon’’t want to do a BIG LAUNCHt want to do a BIG LAUNCH

• Can test things with limited budgetsCan test things with limited budgets

• People GET online education (wonPeople GET online education (won’’t buy a t buy a $27 ebook but will register for a class for $27 ebook but will register for a class for $300)$300)

Recurring Recurring Revenue Revenue

ObservationsObservations• People are lazyPeople are lazy

• People love low cost trialsPeople love low cost trials

• Monthly notificationsMonthly notifications

• CD has high perceived valueCD has high perceived value

Payment Payment ProcessingProcessing

• No one talks about it….but it is VERY No one talks about it….but it is VERY IMPORTANT!IMPORTANT!

Payment Payment ProcessingProcessing

• PayPalPayPal

• Pros: Easiest to set up, Now can request a Pros: Easiest to set up, Now can request a phone #phone #

• Cons: Person can cancelCons: Person can cancel

• You will always lose your chargebacks,You will always lose your chargebacks,

• Customer service is shakyCustomer service is shaky

Payment Payment ProcessingProcessing

• ClickbankClickbank

• Pros: Can get take advantage of 100,000 Pros: Can get take advantage of 100,000 affiliates (This is HUGE!), Pays on time, easy affiliates (This is HUGE!), Pays on time, easy to set upto set up

• Cons: CanCons: Can’’t do $1 trials (lowest is $5.00)t do $1 trials (lowest is $5.00)

• You will always lose your chargebacksYou will always lose your chargebacks

• Customer service is shakyCustomer service is shaky

Payment Payment ProcessingProcessing

• Merchant AccountMerchant Account

• Pros: You control, money gets deposited Pros: You control, money gets deposited quicklyquickly

• Cons: Watch your chargebacks, Need your Cons: Watch your chargebacks, Need your own shopping cartown shopping cart

• Powerpay.biz Powerpay.biz

Shopping Cart Shopping Cart FunFun

• 1ShoppingCart (Monthly notifications)1ShoppingCart (Monthly notifications)

• UltracartUltracart

• Important: Name your company as DBA on Important: Name your company as DBA on what appears in their credit card statement what appears in their credit card statement (If they don(If they don’’t recognize it, they will do a t recognize it, they will do a chargeback!!)chargeback!!)

What WeWhat We’’ve ve CoveredCovered

• Build an Opt-in PageBuild an Opt-in Page

• Create a ProductCreate a Product

• Create a Recurring Income StreamCreate a Recurring Income Stream

My Rule My Rule

• On a list, focus on lower priced products On a list, focus on lower priced products to break evento break even

• Sell Your Recurring products in the Sell Your Recurring products in the backendbackend

Go Through the Go Through the Marketing FunnelMarketing Funnel

• Sign Up for Other PeopleSign Up for Other People’’s Listss Lists

• Everything is Out in the Open on the Everything is Out in the Open on the InternetInternet

What to Do after What to Do after they donthey don’’t buy?t buy?

• Sell them more stuff!Sell them more stuff!

• AdSenseAdSense

• Affiliate ProgramsAffiliate Programs

• CPA OffersCPA Offers

What to Do After What to Do After they donthey don’’t buy?t buy?

• Wal-Mart sells its own brand and other brands as Wal-Mart sells its own brand and other brands as wellwell

• ItIt’’s not a bad market…you have a bad sales letters not a bad market…you have a bad sales letter

• Need to find their Need to find their ““sweet spotsweet spot””

• Often times, find out what they really want to Often times, find out what they really want to buybuy

Every market is Every market is differentdifferent

• Some of my customers check their email Some of my customers check their email once a weekonce a week

• ItIt’’s OK to contact your list frequentlys OK to contact your list frequently

• We all have ADDWe all have ADD

• You are competing with multiple marketing You are competing with multiple marketing messagesmessages

Create Great Create Great ContentContent

• The More Content You Provide, The Better The More Content You Provide, The Better Relationship You Have with Your ListRelationship You Have with Your List

• But Can You Also Make Some Money While But Can You Also Make Some Money While Giving Great Content at the Same Giving Great Content at the Same Time?.............YES!Time?.............YES!

Google Google AdSenseAdSense

““The Deliver the The Deliver the Dollars MethodDollars Method””

– Since 2003Since 2003– When giving an articles, surround it When giving an articles, surround it

by things you can Monetizeby things you can Monetize– Google AdSenseGoogle AdSense– CPA OffersCPA Offers– Your Own ProductYour Own Product

Why This WorksWhy This Works

• Train Your List to ClickTrain Your List to Click

• An ExampleAn Example

Why This WorksWhy This Works

• Sends them to your websites Sends them to your websites

• Give great content and surround it with Give great content and surround it with things you can monetizethings you can monetize

Beyond AdSenseBeyond AdSense

• Using AdSense as a Research ToolUsing AdSense as a Research Tool

• Track what Ads Visitors are Clicking onTrack what Ads Visitors are Clicking on

• AdSense AdSense ““ChannelsChannels””

Monetizing Your List:Monetizing Your List:Pay Per LeadPay Per Lead

• ““Pay Per LeadPay Per Lead”” Programs Programs

• Offervault.comOffervault.com

Monetizing Your List:Monetizing Your List: Affiliate Programs Affiliate Programs

• Amazon.comAmazon.com

• Linkshare.comLinkshare.com

• CJ.com (Commission Junction)CJ.com (Commission Junction)

• Keyword + Keyword + ““affiliateaffiliate””

• Directory: Associateprograms.comDirectory: Associateprograms.com

Monetizing Your Monetizing Your ListList

• Use Screen Capture VideosUse Screen Capture Videos

• Need to Tell People What to DoNeed to Tell People What to Do

Monetizing Your List:Monetizing Your List: Affiliate Programs Affiliate Programs

• People not only buy information, they buy People not only buy information, they buy real products too!real products too!

Monetizing Your Monetizing Your List: BonusesList: Bonuses

• ebay: ebay: ““resale rightsresale rights”” or resell rights or resell rights””

TrafficTraffic

• The Life Blood of Your ProductThe Life Blood of Your Product

• Free vs. PaidFree vs. Paid

Local SearchLocal Search• Google One BoxGoogle One Box

• City + KeywordCity + Keyword

• Local Google Search (local.google.com)Local Google Search (local.google.com)

Local SearchLocal Search

• Local Yahoo Search (local.yahoo.com)Local Yahoo Search (local.yahoo.com)

• Universal Business ListingUniversal Business Listing

http://www.universalbusinesslisting.orghttp://www.universalbusinesslisting.org

Focusing on Buyer Focusing on Buyer KeywordsKeywords

• Going from 200+ Competitors to TWOGoing from 200+ Competitors to TWO

• Focusing on Buyers, Not VisitorsFocusing on Buyers, Not Visitors

• Cheaper Prices, Less CompetitionCheaper Prices, Less Competition

• Basic keywords can have a ton of traffic … Basic keywords can have a ton of traffic … but arenbut aren’’t always smart to bid ont always smart to bid on

Google AlertsGoogle Alerts

Competitor Competitor KeywordsKeywords

• Spy on What Others are DoingSpy on What Others are Doing

• Just ExpandedJust Expanded

Taking it to the Next Taking it to the Next Level…Level…

Find Out Everything Find Out Everything What Your Market is What Your Market is Reading and Bid on Reading and Bid on

those Keywords!those Keywords!

PPC Super Strategy:PPC Super Strategy:Parallel MarketingParallel Marketing

• How to go into a market for pennies on the How to go into a market for pennies on the dollardollar

• Reverse engineer the processReverse engineer the process

• Most marketers think linearMost marketers think linear

Parallel MarketingParallel Marketing• How to go into a market for pennies on the How to go into a market for pennies on the

dollardollar

• E.g. Reverse MortgagesE.g. Reverse Mortgages

• Up to $16.10 a click!Up to $16.10 a click!

• What is the demographics of reverse What is the demographics of reverse mortgagesmortgages

Parallel MarketingParallel Marketing

• Think in terms of demographicsThink in terms of demographics

• Reverse Mortgages caters to seniorsReverse Mortgages caters to seniors

• What other markets cater to seniors?What other markets cater to seniors?

Parallel MarketingParallel Marketing• Build lists in other markets (that people Build lists in other markets (that people

want to spend money)want to spend money)

• More things to sell to themMore things to sell to them

• For every magazine = MARKETFor every magazine = MARKET

Paid TrafficPaid Traffic

• YahooYahoo

• Google Google

• MSNMSN

Google AdwordsGoogle Adwords

• Easy to Get StartedEasy to Get Started

• Easy to Lose MoneyEasy to Lose Money

Facebook Facebook AdvertisingAdvertising

• Allows you to search by groupsAllows you to search by groups

• Can target by likes and interestsCan target by likes and interests

• Bigger than GoogleBigger than Google

Facebook Facebook AdvertisingAdvertising

• Allows you to search by groupsAllows you to search by groups

• Can target by likes and interestsCan target by likes and interests

• Bigger than GoogleBigger than Google

Facebook TipsFacebook Tips• Image is 75% (put a quirky or attention-Image is 75% (put a quirky or attention-

getting image)getting image)

• Strong Strong ““Call to ActionCall to Action””

• Fan page vs. External LinkFan page vs. External Link

Putting it All Putting it All TogetherTogether