MLM Marketing – The Truth
I‘d like to meet the person who managed to sell MLM professionals on the concept of “easy”.
MLM marketing is like any other type of marketing. It’s challenging, competitive, and anything BUT easy.
Successful MLM marketing takes know-how, intelligence, and planning.
At HBSA, I’m sure you can imagine the amount of questions that we get on a daily basis. We work with professionals in all sorts of different companies, different opportunities, different backgrounds, and different skillsets.
One thing is for sure – the guy/gal that sold this concept of “easy” to our industry was pretty successful. We hear questions every day that reflect it.
“Is it easy to build a downline?”
“Is It easy to build my team?”
“Is it easier to grow X type of business or Y type of business?”
“Why isn’t this easier? Everybody needs X type of product in their home / life”
“I want my life to be easier, this business takes a lot of work”
Etc. Etc. Etc.
I get it. We all want easy. We’re fans of easy. Most of mankind thinks that an easy life is the best kind of life. No worries. No responsibilities. No headaches. Just wake up when you want, eat what you want, and coast thru the day on a big cloud of eeeeassssssyyyyyyyy…
If I meet the dude that sold this concept to the MLM industry, I’d punch him in the throat!
The reason is because this idea of “easy” has caused more damage, ruined more dreams, and disappointed more families than just about any other bad idea in this industry (likely, more destructive than all the other bad ideas combined)
Your upline or sponsor may not have informed you, but the truth is that business ain’t easy. No kind of business is easy, success in any endeavor takes concentrated effort, and the desire for easy is not your friend, but your enemy!
MLM Marketing Made Easy?
Some people say that there are no stupid questions. The same guy that invented that phrase is prolly the same guy that sold the MLM industry on the concept of easy money.
That guy was wrong. There are indeed stupid questions – terrible questions, and these questions yield terrible answers. Here’s an example of some such questions:
“Why can I never succeed?” (You can if you change your approach and take massive focused action)
“Why has God doomed me to perpetual failure?” (He hasn’t – a challenge in your life does not mean rejection from God)
“How does person X make success look so easy?” (Don’t look at the results – look at the price person X paid to get the skillset to achieve the results. Chances are you’ll find many things other than “easy success” behind them)
And another equally bad question is “what’s the easiest way to succeed in network marketing?”
They mindset of the person asking that question reveals what that person is focusing on – and unfortunately, it’s on easy. If you are committed to easy, it’s going to be difficult to achieve much of anything in life. And the reason is because LIFE wasn’t designed to be easy.
Life – YOUR life – was designed to make you stronger – better – smarter – and more capable. It was designed to give you an opportunity to grow, to serve, to become bigger than the petty inconveniences and day to day challenges that we all face.
Life is your tapestry – the blank slate that you get to paint on. It’s certainly easy to not paint anything, but that doesn’t make a very remarkable work of art.
It’s easier to just set the brush down and eat some chips. Take a nap. Have a beer (or three). But then the picture doesn’t get painted, and the time that we have (the greatest gift in our lives) is wasted on pursuing petty comfort, rather than painting a remarkable picture.
What Does This Have To Do With MLM Marketing?
Because if you’re committed to creating an amazing work of art, you don’t ask questions like “what’s the easiest way to paint?” You ask questions like
“what skills do I need to create the most AMAZING work of art?”
“What abilities do I need to create a piece of art that will impact and inspire others in the future?”
“What could I paint that would help my children and family long after I’m gone, to give them a sense of what my life was about, and in turn help them when they are struggling to create a great story for their own lives?”
In any endeavor, there are a finite number of skills that will lead to success.
In the network marketing industry, those skills are:
- Lead Generation (being able to generate the best possible leads for you and your team – and this goes well beyond chasing friends and family)
- Prospecting Mastery (being able to sort, and help others sort, the targeted prospects from the suspects)
- Presenting (being able to build value around a solution for your market)
- Closing (inspiring others to do business with you)
- Training (becoming a good teacher to pass along these skills to your team)
- Leadership (because all people have challenges, and you’ll need to help others overcome their own challenges/fears of success)
- Positioning (the subtle communication that lets your market know who you are, what you’re about, and what you represent)
That’s MLM marketing in a nutshell. So the best types of questions you could ask are:
“How do I get these skills?”
“Who are the BEST people to learn these skills from?”
“Who is someone that I know has mastered these skills, that I could model for my own business?”
“Is this worth the effort? Will this opportunity last?”
Those types of questions lead you to actions that generate success!
How Can HBSA Help With MY MLM Marketing?
HBSA has had the pleasure of working with and assisting over 150,000 entrepreneurs over the past few years. From our free newsletters to our coaching programs and everything in between, our goal is to help you master the skills of:
- Lead Generation
That’s what we do! And we use what we do every single day. Meaning, this stuff isn’t theory – it’s the same skills that drive our own businesses day in, and day out without fail.
If you’d like to see how we can help you, just register for our free webinar. We’ll show you how we use a very different MLM marketing strategy to achieve fantastic results for businesses and teams all over the world.
Here’s your link:
The Number one problem facing most networkers and home-based business owners is leads. Having a consistent supply of fresh, targeted, responsive, leads is the first step to growing a business, and too many networkers never really overcome this hurdle to grow their teams.
With the Internet, getting leads should NEVER be a problem for you. There are options-galore for getting good leads, and you’ll learn how to make it happen in this post.
Step 1 - Targeted Market
The biggest key to success in generating leads is knowing WHO you are trying to target. Understanding what your prospect wants is the biggest key to success in a lead generation campaign. Many times, a marketer will just skip over the boring “targeting stuff” to get to the exciting things – getting their website going, or driving traffic. This mindset will nearly guarantee failure.
The key to getting great leads it to make people a great offer. The key to a great offer is understanding what your market wants. We use several tools (such as the Amazon index, the Google Keyword Tool, Twitter feeds, etc) to pinpoint exactly what our market is after. This is MUST-HAVE info if we are to create a great offer that gets people engaged and interested in what we have.
Think about it…
To someone who is wanting a new car, then a great offer would relevant to getting a new car.
To someone who is hungry for dinner, a great offer would be relevant to getting a good dinner.
What does eating dinner and buying a new car have in common? NOTHING. Therefore, how much sense would it make to offer a new car deal to someone hungry for dinner, or a dinner special to someone wanting a new car?
It would make no sense at all! Yet that is exactly what many networkers do when they do their marketing. They’ll put a business opportunity offer in front of people looking for a job, or an antiaging offer in front of people looking to lose weight.
When we know exactly what our market wants, we can stop trying to be clever, and just give it to them. Makes thing much more simple (and profitable).
Step 2 – Targeted Offer
This is where the power of copywriting comes in….
Writing copy that gets prospects taking action is one of the most profitable skillsets you will ever develop. Using the right words, in the right sequence, can get hundreds or thousands of interested visitors per day visiting your website.
What exactly do we mean by building an offer? What you are trying to do is generate a targeted lead – meaning, get a lead that visits your site to sit up, pay attention, and reach out to you for more information. You are not trying to SELL your lead anything at this point, other than selling them on why they should reach out for more information. In this stage of the process, you are just getting to know your prospect, and your prospect is getting to know you. Therefore, you should make it an easy offer to say YES to.
Examples of this include:
- Free webinars
- Free teleseminars
- Free reports
- Free video series
These types of offers convert very well. Your prospect gets to dip their toe in the water, and evaluate whether or not you can assist them with their problem, and you in return get a highly targeted lead.
For example, if you were in the diet and weight-loss market, and you offered a free report on how someone could lose 12 pounds in 12 days, that is a highly-desirable offer to the kind of prospect that wants to lose weight. It makes a big promise, it’s low risk, and it fulfills the NOW factor (wanting a result quickly).
Where can you easily build an offer like this? Well, all HBSA students get a proprietary tool that makes building an offer like this a breeze, but if you’re not an HBSA student we suggest you do so on Weebly. We actually use Weebly as the backbone of many of our sites, but we have an additional tool that is only for students to be able to make it even easier.
We also use tools like Sitepal to incorporate video into our sites. Video works very well on engaging your visitors, and you can TELL your visitor about your offer, versus making them have to read all about it. It’s more personal, more convenient, and it has always helped with getting more people engaged and registering for more information.
Step 3 – Targeted Traffic
Traffic is really the fuel that drives a lead generation campaign. You can have laser-targeting on your profiles, you can have a great offer on your site, but if you don’t have interested visitors going to the site, it’s not going to do anything.
In the scheme of things, we divide traffic into two categories – free and paid traffic. This isn’t 100% accurate as there really isn’t any “free” traffic available, as to get free traffic you pay for it with your time and energy. Free traffic will cost you time and energy, paid traffic will cost you money. That’s just how it is – anyone who says differently isn’t giving you the whole story.
We use both types of traffic, and we recommend you do too, as both work, and both grow a business. It just depends on your immediate budget, and how quickly you’re looking to get your business going.
For paid traffic, you can use Search PPC, social media PPC, media buys, contextual traffic, and paid email marketing. These are consistently the best performers for paid traffic.
For free traffic, you can use article marketing, SEO, video marketing, social media marketing, press releases, forum marketing, give-aways, blogging/guest blogging, etc. These have been proven to be the best types of promotion methods for free traffic.
The goal for paid marketing is to be able to generate leads for $3-$6 per lead (depending on your niche and competition). You can get better prices of course (we use a contextual source to generate $0.32 leads for a marriage-help offer), but most businesses can grow on those lead prices.
The goal for free marketing is to get a set number of leads per day, consistently. So the way to win this game is to simply produce enough “lead magnets” that it pulls the targeted number of leads you are after.
One of the biggest mistake that networkers make is thinking they have to use ALL the above traffic strategies to get results. You definitely do not have to do that – any one of those traffic sources can give you as many leads as you need. The key is not to pursue all of those traffic sources, but to pick one (maybe two at the most) and master them.
The key to success with any of those sources is keywords. Keywords drive the internet, online content, and it will drive your lead generation campaign as well.
Where do you get good keywords? We use the Google External keyword tool. We use this free tool to find all the targeted keywords we need (or if we doing contextual traffic, we use it to find the targets we’ll need). Keywords are search terms – the searches people are performing every day. Someone performing a facebook search for “bodybuilding” is looking for bodybuilding groups, fan pages, and communities to plug into. Someone performing a search on Amazon for “organic baby food” is looking for organic goods for their child. Simple stuff, right? It is, but marketers tend to get distracted and too creative in their marketing efforts.
The heart of a good lead generation campaign is Keywords, which drive ads/lead magnets, which drive website visitors, which drive leads thru the site. So it looks like this:
KEYWORDS > ADS/LEAD MAGNET > WEBSITE OFFER> LEADS
The only other component of this is next step…
Step 4 – Targeted Followup
This is what happens AFTER a lead opts into your website. Now that someone has engaged you, you want to follow up with this lead, and convert them into a partner or customer in your business.
We highly suggest you do this with the phone, as there is simply no better way to quickly build rapport with someone who has registered on your site. However, you also want to do AUTOMATED followup via email. This will leverage your time, and help ensure you get the absolute most out of your leads when they are coming in the door.
You can easily do this with services like TheMLMLeadOffice.com. It’s easy to use, and it automatically sends out per-written email followups that you design that get your prospect engaging with you, even if you doing other things. These types of systems can send dozens or hundreds of emails over the course of time, so that you are always adding value to your prospects and building a relationship with them even if you never reach them on the phone.
Our Offer To You
If you have never put together your own lead generation system, it can be a daunting task! We developed a free full training to help you make it happen.
To register, all you need to do is email us right now at email@example.com.
In your email, include the following items:
1. Your Full Name
2. Best phone number and time to call
3. The company or business you are marketing
4. The goals for your business and your lead generation
5. Any challenges or setbacks you’ve encountered along the way.
And we’ll get back with you ASAP to help you put the pieces together. We are looking for some key people to work with and help them take their lead generation to the next level! If you’d like to make it happen, let’s start moving NOW.Top
May 14, 2013
Most every distributor in the MLM industry has a lead problem. Finding high-quality, qualified MLM leads is the biggest problem that most networkers face. It’s what stops their businesses from growing – without good leads, a downline is dead in the water.
MLM Leads And How They Work
There are various types of leads available for an MLM’er to grow their business, but the best type of lead you will ever have is one that YOU generate yourself. You know WHEN you generated that lead, you know HOW you generated that lead, you know WHAT was offered to that lead, and you know that lead was not sold or resold anything else.
The best leads you will ever have are leads that you generate yourself. That’s the ticket.
How To Generate Targeted MLM Leads
In order to generate leads, you need two things:
1. A website with a targeted offer (an offer that appeals to your market)
2. Targeted Traffic (people visiting the site that WANT to be there)
Websites are another story (you may want to use this resource for build a good site), but the keys to the kingdom lie in getting targeted traffic. Without a steady stream of targeted visitors, the best website in the world won’t do you any good.
In order to get traffic, you must either build paid advertising campaigns (there are lots of ways to do this) – which definitely isn’t “free”. There are systems you can use for getting targeted leads on a paid source that actually offset and compensate you automagically, but that’s for another post.
This is about FREE MLM leads – in order to do that, we need to leverage a FREE traffic source.
Where can you get free traffic, and lots of it?
- Join the biggest targeted forums in your market.
- Search Google for “discussions” in your market.
- Establish yourself as an authority and a helper by providing valuable posts to the forum.
- Answer people’s questions in the forum (without being overly promotional).
- Have a good signature, with an enticing link, such as a link to a freebie.
Forum Search Engines (use these to find targeted forums):
boardtracker.com (used to be my favorite, but it’s been under construction for awhile)
Blogs are a very decent way to get targeted traffic IF (and only IF) they are hosted on a domain that YOU control. There are some “opportunities” out there that give networkers a blogging “platform”, and tell them to blog away. The problem is, they build the blogging platform owners site – NOT your site. This means you are doing a lot of hard work for something that you will never own (and in this case, are even paying to rent).
If you are building someone else’s website via blogging, you are not building your own brand and your own asset – which is exactly what an employee does. Make sure if you blog, you are investing in and building your own assets.
- Best way to get blog traffic is to create incredible content.
- Create “link bait” (see this link for more info – http://en.wikipedia.org/wiki/Link_bait)
- Write something highly controversial.
- Utilize trackback links as a form of conversation marketing with other bloggers. (use this resource – http://en.wikipedia.org/wiki/Trackback)
- Participate in blog carnivals. See blogcarnival.com
- Leave comments on other peoples’ blogs. (Do NOT spam or use automation)
- Expand your reach through RSS feed syndication.
RSS Feed Aggregators:
(search for market specific aggregators, using “keyword” aggregator)
blogher.com (for women only)
Pligg sites (also Scuttle, phpDug, and PublicBookmark):
(There are literally thousands of these kind of sites. Search for some in your market.)
NOTE: The best opportunity for building links and building a blog is by guest-blogging. Guest blogging is where you write a high-quality blog post for someone else in your market, and in return they provide a couple of links back to your blog.
myblogguest.com is a community where you can find places to be a guest blogger.
Some guest blogging or guest article opportunities:
(There are thousands of places where you can potentially be a guest blogger! Search for blogs in your market)
DOCUMENT SHARING SITES
Use these to create mini-articles, and generate targeted links and traffic back to your site.
pdfcast.org (for PDF’s)
EBOOK SHARING SITES
Ebooks are a fantastic promotional tool, especially the Amazon KDP platform. Highly recommended
Amazon.com (KDP Select)
ebookjunkie.com (Free ebooks category)
ebookmall.com (Free ebooks category)
A podcast is simply audio content. It can be an interview, a training, or the equivalent of an article. They are very easy to use, you simply record your podcast, upload, and it’s good to go.
feeds4all.com (podcast category)
FREE PRESS RELEASE SITES
A press release is a very powerful way to great buzz and excitement around newsworthy information about your business. Press releases get picked up by major media outlets and can catapult virtually unknown businesses to the forefront of the media.
Here are a view outlets you can use for Press releases:
downloadjunction.com (software related)
FREE CLASSIFIED AD SITES
Classified ads are an easy way to promote, get links, and drive free targeted traffic. Each site will have their own rules as to what can/cannot be advertised, and how the advertisement should work.
FREE ONLINE DIRECTORIES
And online directory is simply an organization of websites, separated by category. These directories will give you a link back to your site, and some (especially DMOZ) carry a good deal of influence with their link.
gmdir.com (Your site must use Google maps)
smartlinks.org (submit via email)
(Do a search to find market-specific directories)
Social bookmarking is a way that people share content and information. You’d be surprised how many people use social bookmarking to share content. Don’t pre-judge your market!
Reddit.com (manual submission recommended)
These are sites that dedicated to questions and answers. You simply show up, provide answers (and in many cases, links) to create authority and drive traffic. Free, easy, and fast.
answers.yahoo.com is probably the most popular Q&A site currently.
linkedin.com/answers (talked about in lesson #82)
quomon.com (tech related)
stackoverflow.com (programming related)
Of course, there are other free ways to get leads (such as social media marketing, video marketing, etc) but these strategies will help you begin driving free leads and traffic to your websites!Top
April 18, 2013
We just wrapped up a two-part training on HBSA’s 18 Rules For Success.
We did record those trainings, and we’d like to give you access to them, for free.
March 27, 2013
Let me start off with a little story…
As legend goes, one day the iconic artist Claude Monet was sitting in his favorite cafe in Paris, enjoying his beverage, when along walked a woman who recognized him.
“My God, you’re Claude Monet!” she exclaimed. “Listen, I know this is impromptu, but…will you draw a picture of me?”
Monet set his drink down, and looked at the woman for a second. He then whipped out a pencil, grabbed a napkin, looked down, and proceeded to scribble furiously on the napkin for thirty seconds.
He then looked up, set his pencil down, and slid the napkin across the table to the woman.
The woman looked down. Her jaw dropped.
She found herself staring at herself. It was like looking into a mirror! In thirty seconds, Monet had created an exact portrait of the woman.
“Monet, this is amazing!” she declared. “Thank you so much! The legends are all true, you truly are a phenomenal artist!”
“You are very welcome, madame” said Monet. “That will be five hundred francs, please.”
“Five hundred francs!” she cried. “That only took you thirty seconds!”
“Oh no it didn’t” Monet calmly retorted. “That took me my entire life.”
Moral Of The Story – Great Achievements Look Easy, Only After A Lifetime Or Practice
Mastering anything takes time and consistent effort. If you are good at anything in life, you’re consistent at, and have likely been so for years.
A bit over a year ago, we decided to publicly use ourselves as guinea pigs in a cast study to demonstrate the power of our education and training. We did in one month what many have not done, ever, in their businesses.
Setting The Stage – How We Added 300 New People Into Our Downline In A Single Month
When we began this project, we wanted to start like anyone else did, from the bottom. It was intended to be a case study, to show our students and potential students that targeted marketing does in fact work, and far better than any friends and family stuff that is (still) so popular in the industry.
We began by taking suggestions from the student body as to what kind of company we should join. We wanted to join under one of our students, as we thought that would be a cool way to give back and help one of our students who had seen success.
We took input from any student who wanted to give it, and we reviewed and researched over 200 opportunities. (You can read up on that process here).
We went through the process of demonstrating what we look for when we join an opportunity (learn how to choose a network marketing opportunity here).
We finally selected an opportunity, under one of our more successful students (he was earning about $40k/mo at the time we joined under him. Since then, he’s doubled his income).
Now, it’s important to understand that we really could have chosen any company, but one of the key fundamentals we teach is to be passionate about what you are promoting. At the end of the day, life is too short to spend time promoting a product/service/opportunity that you don’t believe in. A healthy chunk of time, effort, and energy would be going into this campaign, so we wanted to select an opportunity that served a market we were passionate about helping and serving.
The process would have been exactly the same if we had picked another company or market. The fundamental difference between those who succeed or fail in this industry is the marketer, and their ability to attract that audience that is looking for what they have to offer. Once you have the skills, you can apply them into whatever you want. It’s not just about the money at that point, it’s about having a positive impact, and working on projects you love.
So we made a call, and got focused on the opportunity we were going to promote.
Then, we targeted our market.
We wanted to go after:
1. Current Networkers (these people already have experience in the industry, and don’t need to be convinced that network marketing is a good thing to be involved in).
2. People Who Need The Benefits Of The Product (in this case, people who wanted to lose weight, or experience a healthier lifestyle).
3. People Who Wanted To Start A Business (commonly refereed to as “opportunity seekers”).
For most any campaign in the network marketing industry, these will be the three types of people that you want to target.
Phase 1 – Learning The Market
We have a lot of experience in the network marketing and business opportunity markets, so we didn’t really need to spend much time understanding what was important to those communities and markets.
However, we were pretty new to the diet/weight loss market, so we spent some time learning about how that market functioned.
Step 1 – Amazon
Amazon.com is a gold mine of data. It’s the largest e-commerce website in the world, selling physical products, books, movies, and ebooks (via KDP). Any time we want to get to know a new market, we spend a good amount of time conducting research on Amazon.
The key is this – when people are looking for information about a subject, they want to achieve the benefit. So if someone is looking for information on “How To Make More Money”, or “How To Lose Weight”, “How To Travel Cheap”, and they buy a book on the subject, then they want to achieve those benefits. People in this stage aren’t sold on the WAY to achieve them. There are lots of ways to make money, or lose weight, or travel cheap. As long as people can achieve the benefit, they are open to the actual method to make it happen.
So we start by doing keyword searches that are relevant to the benefits that our market was after, namely, losing weight.
We then looked for those keywords in the “Books” section of Amazon, and we then sorted by popularity.
Then, we started reading.
We would read the reviews, as these are real-life people that are giving real-life feedback. This is a direct message from our market, and it’s important to understand and know what they want!
They spill it all in the book reviews. They’ll tell you about their situation, what they wanted from the book, what they liked about it, what they disliked about it, what their friends thought about it, the results they got…everything. This is perfect, as it’s like surveying your market without having to do any surveying. The works already been done, we just need to take the information onboard and implement it into our campaigns!
Step 2 – Google
We spend time using the Google Keyword Suggestion Tool, to find out more about what exactly our market is searching for.
This freebie shows us:
- The monthly search volume for a given keyword
- The local search volume for a given keyword
- The monthly search volumes of related keywords (keywords that are related to my original keyword)
This tells us roughly how much demand there is in a certain market, and also, other keyword ideas that we can use to check out and see what’s up.
We also spend time on Google.com, searching for some of those keywords. We want to see what the competition is already doing. So we literally head over to Google, and type in some of the keyword searches that we just got from the Google keyword tool. We pay special attention to the sponsored listings, as these tell us who is actually buying traffic. This is important! If someone is buying traffic, then we can assume one of two things:
1. The advertiser is losing money on that keyword. In which case, they are an idiot that we don’t want to follow.
2. The advertiser is making money on that keyword. In which case, we want to study what they’re doing, so see how it is working!
We confirm whether they are #1 or #2 by looking up their ads in SpyFu. This little tool allows us to spy on PPC competition, to see how long an ad has been running. If someone is running an add over 4 months, then we can safely assume the advertiser falls in category #2 (most advertisers can’t lose money for four months straight).
Once we knew our market, then it was time to get some landing pages up and start generating some leads!
Phase 2 – Build Creatives
“Creatives” simply refer to your marketing material – what you use to attract leads, clients, and customers.
For our application, we needed:
- Banner ads
- Landing pages
First, the banner ads.
The diet and weight loss industry is a big industry, but primarily skewed towards the female demographic. I have no idea why this is the case. Maybe guys are more comfortable being overweight. Maybe women are more critical of themselves, and or see themselves as being more overweight than they really are. Whatever the case, the we knew that for a lot of the diet/weight loss leads, we were targeting women, so that was what we were going to use in the banners.
When you have banner ads made, it’s important to get them in the most common sizes. The most common sizes are:
300×250 (medium rectangle)
160×600 (wide skyscrapers)
We are still using our opportunity-seeker banners, so we can’t really reveal those here
Next, we need landing pages.
A landing page is where you traffic actually lands after they click your ad. This is where they are given an offer in exchange for their contact information.
A landing page has one purpose, and one purpose only: to generate YOU a targeted, interested lead.
Education, details, offers…all that other stuff happens after a lead opts into your landing page.
Here are some of the landing pages that we used for this campaign:
Network Marketing Targeted:
We primarily used contextual traffic to generate leads (Content networks, media placements, existing traffic partners, etc). We also developed free reports for all three lead types, and gave them away as incentives to join our mailing lists.
So we had leads coming in the door – the next step was converting them!
Phase 3 – Build Prospecting, Presentation, Closing Systems
This is where the fun begins!
Now it’s time to make some money. We have leads, now we need to craft some offers that get those leads interested, responsive, and taking action.
For that, we need:
- Prospecting Script
- Closing Script
So here’s what we did:
The goal of a prospecting script is to SORT, and POSITION. Any marketing campaign is going to be filled with “maybe” people. These are folks that aren’t really ready to do business with you yet.
The key is not in convincing those people to do something they’re not ready to do.
The key is to sort them out of the way QUICKLY, so that you spend your time with the best prospects.
That’s the goal of your prospecting script. We do this with IQM (The Interest Question Method). We discuss this concept at length in our ebook Instant MLM Prospecting Scripts, but the goal is to have a script that gets to the bottom line, fast.
Once that was sorted, we developed two separate presentation scripts – one more focused on the opportunity, and one more focused on product benefits. The reason we did this is because we had leads from both categories coming in, and we needed a congruent presentation for both.
A presentation script is designed to give you prospect the scoop, and to position. Positioning is the most powerful marketing concept that you can leverage in this industry, and a presentation gives you center stage. We have done all sorts of presentations, from webinars to teleseminars to live presentations to video presentations. For downline growth, we like to set up recorded teleseminar presentations on Simple Voice Box.
- Your team can leverage these presentations 24/7
- SVB is a free service that is very reliable
- SVB will email you a daily email showing all the people that went to your presentation that day. Good for tracking and accountability!
Finally, we needed a closing script, and a follow up process.
When you start one of these campaigns, you’ll soon find that your team, unless experienced, will have to learn how to close. For that, we recommend you teach them, by role-playing and coaching with them, and also developing a followup process that keeps in touch with the leads they attempt to close. That way, you (as a more experienced enroller) can follow up with some of their leads, and help put a little more money in the pockets of your team. (You can see what our closing process is here at Instant MLM Closing Scripts).
For followup, we used a simple but powerful email followup series in an Aweber (aff link) account.
These were all of the tools that we built and used in this campaign.
We’re not braggers. At all.
But results are results, and we were fortunate to have accomplished some great things with this campaign.
In 30 Days, we were able to:
- Add Over 300 People Into The Team, As A Whole (closer to 400 when the dust settled)
- Personally Sponsor 46 People
- Help 4 People Qualify For A New-Car Bonus, And 24 People Get Promotions/Bonuses (NOTE: due to the diligence and leadership of Mr. Martin Lightbowne, that number has since grown to 49 people qualifying for New Car Bonuses).
- Create A Seven-Figure Distribution Channel Out Of Thin Air
- Go From Zero To Their Executive Rank On The Company Compensation Plan
- Set 4 Company Recruitment Records
- Became The #2 Enroller In The Entire Company For That Month (couldn’t believe someone out-enrolled us!)
Not to mention, we learned a TON about leadership, teamwork, and focus during that time.
And the money?
Again, we’re not braggers, and we are a little old-fashioned in that we think money is a private subject. Just for proof, we did post our first check from the company here (disclaimer, this is not an income claim, etc etc). I’ll let speculators speculate on what the other checks looked like as the organization has grown.
The Big Take-Aways
1. Homework Pays Off
We spent a lot of time studying our market, and building systems that would work. We had an intimate understanding of who we were sponsoring and going after, and that was a major contributor to success.
2. Invest In Skills Pay (Not Opportunities)
None of that would have ever happened, had we not devoted the time and energy to understanding and mastering the craft of marketing.
Most people treat online marketing as some sort of gimmick, or just something you’re supposed to “do real quick” to get some leads.
We treat it as an art and a science. We look at it like this:
Aspiring doctors spend 8-12 years studying their craft and mastering skills, (as well as spending $200k+ on their education )before they get a six-figure income.
Aspiring lawyers spend 6-7 years studying their craft and mastering their skills (as well as spending about $150k on their education) before they get a six-figure income.
Marketers spend 1-2 years studying their craft and mastering their skills (and usually spend $2k – $10k on their education) before they get a six or seven figure income.
Skills pay. We continually invest into our knowledge, because we are CONSTANTLY trying to improve our value, and what we can do to serve the market. Do whatever it takes to get the skills, and master them.
Most people who read this have one of two reactions:
1. “OMG, you should join MY business, let me tell you all about it!…”
While we are certainly flattered, we encourage you to look at what we DIDN’T do to achieve this success.
We did not try to go to some big-wig enroller and swing them into our organization.
We suggest you not try to do that either.
Get your own skills, and attract your own market. We know we could make “a lot of money” in lots of different opportunities. But we focus on the markets we’re passionate about, and we don’t worry about anything else.
2. “OMG, There’s NO WAY I Could Do All That Stuff!”
Yes, you can actually.
We’re not rocket scientists, and we teach (and use) everything we do. There’s no way Monet could knock out an identical-to-life portrait (on a napkin) in less than 30 seconds when he started. With time and some practice, he was able to do it. So can you.
Most people in this industry are actually already doing it the hard way – chasing friends and family, bugging people at malls, handing out flyers, doing the home meetings, hotel rah-rah pep ralleys, etc etc etc.
That stuff is way more challenging than what we’ve just laid out.
Focus on what you can do today, and start building from there.
For The Doubters, Skeptics, And Cynics
I know some people out there think it’s impossible to make good money in the home biz / network marketing industry. They think it’s impossible to make money in an MLM, or that you can’t make money with online marketing.
You probably know some people like that too.
I don’t worry too much about these types of people. Success needs no alibi or explanation, and it also happens to be the best revenge. Don’t sweat the critical comments for what you’re building, or pursuing. Simply plan your work, work your plan, pursue your dreams, and let the results silence the critics.
Our Offer To You
If you are ready to learn these strategies, drop us a line today. We’d love to hear about your situation, and see if there’s a way that we could work together to build your business.
Our Email: Success@hbsaonline.com.
Questions? Comments? Post ‘em up below!Top
August 27, 2012
How To Find Prospects For MLM
Are you having a hard time finding decent prospects for your MLM business?
Are you SICK of chasing around your friends and family?
Well, you’re in luck! You’re about to learn what most networkers will never know about prospects, leads, and lead-generation.
First – let’s set the stage:
!. Your Friends And Family Are NOT Your Prospects
They’re your friends and family. Treasure their relationships, and enjoy them. Don’t try to exploit them for profit. Yes, I know your company /upline / whoever told you that you’d build a fortune by simply telling a few friends or family members about your big opportunity. Sorry, but it’s not going to happen (you prolly already know this). It’s the fastest way to get a few people using your products, or getting a business builder or two – but that’s it. If you do choose to go down this route, make sure it’s a very soft sell – don’t try go Captain Closer s on ‘em.
2. Random People On The Street Are Not Your Prospect
Yes, another popular option for networkers is to pound the ground, and try to meet random folks on the street, at malls, handing out flyers, etc. While it may not be impossible to build a business in this fashion…it’s mostly impossible. So don’t worry about it.
3. “New Friends” That You Make For The Sole Purpose Of Pitching Are Not Your Prospect
It’s great to meet new people, and make new friends. If you’re doing it just so that you have more folks to pitch, then you’re probably going to fail. There’s no need to be disingenuous to grow your business – make new friends and meet new people because you enjoy them, find them interesting, and want to get to know them better. Don’t do it to grow your “list”.
Ok, So Who IS Your Prospect?
A prospect is someone who has a legitimate need or desire for what you have, and has demonstrated through ACTION that they have a propensity to buy what you’re offering.
This is called “targeting your market”.
How Prospects And Leads Work
A “lead” is another word for prospect – they mean the same thing. So getting more prospects and getting more leads means the same thing – have more people to talk to that are interested in what you have to offer.
There are two ways to get leads:
1. You Buy Them. This is pretty straight-forward. You find targeted leads from brokers, partners, vendors, and other professionals that offer leads. When buying leads, it’s important to make sure you start small, to test lead quality. Don’t buy 5,000 leads off the bat – start small, test, and ensure it’s up to par.
2. You Generate Your Own Leads. This is pretty straight forward as well – you learn the art and science of direct-response marketing, and then use it to generate targeted leads that are interested in what you have. This is how you get people coming to you. With some advanced techniques, you can position it such that they coming to you with credit card in hand, ready to do some business with you. But…let’s walk before we run
Leads 101 – The Differences Between Leads
In the world of leads, there are three different types of leads available:
1. Demographic Leads
Demographic leads are leads that are targeted on demographics – age, ethnicity, area of residence, and other socioeconomic factors. These are the least-targeted types of leads, because it’s simply stating facts. This person resides here, makes this much money, is this ethnicity, is this age, etc. As they are the least-targeted, they are also the least expensive. These do well with mass-market appeal offers (things that nearly everyone has /uses – utilities, car finance, mortgages, etc).
2. Response Leads
Response leads are MUCH higher-quality than Demographic leads. Response leads are leads that have responded to something – an advertisement, a website, a phone call, an offer of some sort. These are leads that have raised their hand and said “yep, I’m INTERESTED”.
If you are generating your own leads, you can use online/offline advertising to get these types of leads coming to you. Facebook, Twitter, Google, YouTube, Fiverr, Amazon, etc, all offer fantastic opportunities for you to leverage their user base to generate response leads. If you would like to test out some response leads, you can check out the home business opportunity leads that we generate for other companies and leaders in the industry.
3. Buyers Leads
Buyers leads are the best types of leads you can get. These are leads that have responded by purchasing something relevant. For example, if you sell a training program on using the Foreign Exchange, then the best lead you could possibly get is someone who has purchased a book on how to trade using the Foreign Exchange. Getting good buyers leads will cost a pretty penny – I’ve seen these leads sell for $30 – $125 per lead! For most people in the MLM industry, those numbers won’t work. So…here’s a tip for you.
Getting Buyers Leads For A Penny Each
This is a very simple arbitrage tactic for generating low-cost leads in high-volume. If you have never sold anything before on Amazon, make sure to do that before going any further. You can learn how to sell on Amazon here. Amazon is the worlds biggest online market place. They sell books every day in every category imaginable. With a little creativity, you can leverage this market to direct buyers leads to you, for as little as a penny each.
Here’s how this works:
1. Know your market. Go into Amazon, and look up the best-selling books in your niche. For example, if you’re in travel, search “travel”, then sort by “best sellers first”. Same thing if you’re in business opportunity, anti-aging, diet, savings plans, insurance, whatever.
2. Buy 5-10 copies of the #1 best-seller in that category.
3. Once you receive the books, re-list them on Amazon, and bid a penny less for your asking price than the next highest bidder.
4. When you sell the book, voila! You have a buyer lead. Now, put some sort of call-to-action in the book, and send it off.
Bam. Buyers leads for a penny each. Well played.
Any questions? Post ‘em up in the comments below!
This video outlines a simple strategy for:
1. Making money from home (for free – and FAST :))
2. Getting paid by prospects
It’s simple, fast, and fun! Check it out:
The websites in the video are:
How do you plan on using this info?Top
May 29, 2012
What Is Stopping You From Earning Income At Home?
The answer should be – NOTHING!
There are MANY different ways to earn income from the comfort of your home. So why aren’t more people doing it?
For 3 reasons:
1. They Don’t Know How
We all know there are scams online that simply don’t work. Unfortunately, this tends to become a “few ruining it for the many” scenario, in which the MANY good opportunities out there get lumped in with the scams. Knowing how to sift the wheat from the chaff is critical for generating a real return.
Equally critical is knowing what to actually DO. What work is in demand online? What pays the best? These types of questions unfortunately keep a lot of people out of the game.
2. They Don’t Know Where
While there are several good opportunities, where do you find them? What sites should be trusted, which ones should be avoided? Knowing where to get great information, where to get a great gig that will pay you well is just as important as knowing what to do.
3. They Are Lazy
Alright, if someone knows where to do the work, and how to do the work, but they’re still not doing the work – then they’re just plain LAZY.
I can’t help anyone that is dealing with #3. But if #1 or #2 is holding you back, then I want to hear about it!
The truth is, it’s pretty plain easy to generate $1k – $2k / mo on a VERY part-time basis, and generating more in the $3k – $5k is very realistic. The key – knowing the “where” and the “how” – and that’s what I want to show you.
I’m putting together an instructional, click-by-click DVD program that will help you earn legitimate income at home. And I’m thinking of giving it away for FREE.
Yes, that’s correct – I’m not going to be charging for it. There will be a small charge for shipping and handling, but we’re not going to be making anything on the DVD itself.
Why would I do that?
For a few of reasons:
1. When I got started in this industry, I was given a helping hand a critical point in time. I haven’t forgotten about those times, and I believe in paying it forward.
2. We need even more success stories! Nothing is as inspiring as seeing someone change their lives as a result of your product.
3. We need to improve the reputation of the home business community! The home business industry, as a whole, has a pretty poor reputation. Again, the few ruin it for the many, and we need good, legitimate programs in place if we’re going to improve the impression people have of our community.
That’s why I’m putting this together – but to pull it off, I need your help.
I need to know the biggest problems, challenges, and hurdles you face that are preventing you from generating income at home.
Just post ‘em up in the comments below. We will read them, and we’ll make sure that we’ll do everything we can to solve those problems for you in a quick and affordable fashion.
So let’s hear it! What’s stopping you from generating income at home?Top
HBSA was founded in 2008 with the idea that we could give networkers a “Plan B” on growing their businesses. Typically, a networker goes through the following phases in their career:
- Join new opportunity. Excitement is high – expectations are high.
- Begin promoting new opportunity. Enrolls a few people from their warm market (friends and family). Excitement officially reaches an all-time high.
- People in their downline don’t replicate your efforts. Growth begins to stagnate.
- Networker becomes frustrated. Begins looking for other people to grow their business.
- Runs out of warm market. Frustration reaches all-time high.
- Networker becomes convinced that there is something wrong with the business, their downline, or even themselves. Starts looking for new opportunity (repeats steps 1-5).
We have seen this take place time, and time, and time again. We experienced this as well (before we learned how to market properly).
We were certain we could affect positive change in the industry by leveraging and demonstrating the power of direct-response marketing. We knew that if used properly, direct-response could change ANY business in a big way, and network marketing was no different.
Whenever you teach anything (and I mean anything), the question that the cynics always ask is
“Well, if what you teach works SO WELL, why don’t you use it and keep it all to yourself?”
The answer to that question is simple: we do use what we teach every day – we use exactly what we teach to grow HBSA, and all our other businesses. But the people asking that question were asking us to join a network marketing business (preferably, THEIR network marketing business ) and prove that what we teach works.
We also know that the market out there is much bigger than any single person could ever tap. We could share what we know with millions of people, and it wouldn’t make any difference. Case in point: one single advertising platform that we use has inventory of 2.3 billion impressions per DAY. (an impression is when an ad is triggered – so you can show an ad 2.3b times a day on one…single…platform. That’s a big pool to fish in
Even though what we were using was working, we decided to join a network marketing opportunity to show, without a shadow of a doubt, how effective our programs really are.
So, we decided to lay a few ground rules:
- We were NOT going to use anything that we didn’t teach in our training programs
- We were NOT going to use any warm marketing. Zero. No friends and family.
- We were NOT going to do any “downline swinging” – no previously-built downlines, this was all going to be fresh business, starting from scratch. So, we started looking for a business. We evaluated about 200 different businesses and opportunities. We documented the process, so that you know how we made our selection. We showed how to choose a network marketing company, all the signals to look for, and what to avoid. Then, we jumped in with both feet.
We designed the campaign, and then worked our tails off to implement it.
- We qualified for the car-incentive program in 90 minutes
- We became a leader in their company by the end of the first two weeks
- We hit their Executive level (Ambassador) within 4 weeks
- We produced a 1.3 million dollar/year distribution channel within the first 4 weeks
- We have helped 31 people (and counting) qualify for a shiny new BMW
And since then, we have worked on refining, building, and optimizing our business to help even more people with this program.
Now, why did this work so well? I think it was a success for 3 reasons:
- Good Timing – right now, the company we joined is in a major growth-phase. They’re growing like crazy, and they are only in North America.
- Good Products – their products help people lose weight. Obesity is one of the biggest problems facing us globally (2/3 Americans are either overweight or obese). Their products are good – they help people lose weight, and they work. Period.
- Good Marketing – we used the promotion strategies that we teach every day, and that we use in our other businesses. We obviously have an advantage in that we’ve been using them for years, and understand how to apply them.
That’s really it.
This May Be A HUGE Opportunity For You!
We’ve been building, and we’re ready to take things to the next level once again. Our question is simple: are you open to evaluating a new opporutnity? One that is PROVEN to work, is working for us right now, and could be working for you this week?
We aren’t looking to partner with everyone.
We are looking for a very special type of person to work with. Someone who works hard, who is a good student (is teachable) and has a burning desire to succeed.
We are looking to work with people who are dedicated to helping others – who understand that you only get what you give, and are looking to give MUCH to our market, in helping them with our products and services.
The rewards are there: products that change people’s lives, compensation that is motivating and rewarding, leaders who will give you everything they have to help you succeed.
The only thing missing is you.
We are giving away all sorts of things to our team to help them succeed – tools and techniques that other uplines don’t even know about, much less use. If you are interested in getting more information, here is what to do next:
- Sen an email to martin at hbsaonline dot com.
- Tell us your best phone number, and the best time to reach you.
And we’ll give you a call to discuss the next steps, and any questions you might have.
NOTE: we are ONLY allowing 10 partners to come onboard this month. We want to work closely with these people to ensure they get the results they want, so if you want to be considered, you’ll have to act quickly.
2012 is moving fast – we’re already 1/3 of the way through the year! If you’re not progressing in the direction or at the speed that you want, you may want to consider working with us in this opportunity. It’s changing lives all across North America – yours could be nextTop
Affiliate Marketing Explained
Affiliate Marketing is something that we haven’t discussed extensively at HBSA. Why? Because we’re busy writing and talking about other things. But, it’s a very profitable business model, and it’s contributing more and more to our business. So now, it’s time to talk about affiliate marketing.
The first thing we should talk about is the potential.
I won’t tell you exactly how much we made from affiliate marketing last year, but I will say it’s six figures plus, which is a nice little bonus. And we’re not considered big affiliates – those guys produce $100k+/month with affiliate marketing.
So, it’s viable, and if you’ve never heard of it, you should check it out. It may change your life.
(NOTE: there are some affiliate links in this post – it goes as a little kickback for producing this kind of material :))
What Is Affiliate Marketing?
Affiliate Marketing is simple to understand. Here’s how it works:
Let’s say that Amazon.com wants to grow their business. They have several options to grow their business, but they get the idea to open up their program so that average people can be compensated by driving traffic and purchases to the Amazon.com website. So every time one of their affiliates send a visitor over to the Amazon site to buy something, the person who referred the buyer gets a commission of the sale that was generated. Amazon tracks this via links – links that are clicked by the visitor, and clicks that lead to sales.
As you may well know, this example is not theoretical – Amazon.com does indeed have an affiliate program.
There are thousands of different affiliate programs, and thousands of companies that run these programs. They exist in just about every niche, market, industry, or product class that you can imagine. There are affiliate programs that pay for sales, pay for leads, or pay for an action (say, filling out a survey, or completing a download of a software).
How Do They Track These Actions?
The affiliate program or affiliate manager will track these actions with tracking software. Lets say you sign up for a program, and you decide you want to promote that program. One of the first things that will happen is you will be given an affiliate link, which tracks all of YOUR sales that come through that link. It may look like www.affiliate.com/goodaffiliate9876.html Every sale that goes through that link will result in a commission to you.
What Do You Need To Get Set Up?
You’ll need some assets to get set up with affiliate marketing:
Affiliate Marketing Training
Before you jump into anything (anything) our recommendation is to go in educated. Affiliate Marketing can be a career, or just an additional source of income. It’s a discipline that is big enough, and moves fast enough, that we recommend getting some solid training and coaching before you jump in and start spending money. Overall, you’ll save money, and progress at a much faster rate than you would if you tried to go it alone.
I recognized this when I got started with Affiliate Marketing. The place I got (and still get) are through the Aff Playbook.
Aff Playbook is a members-only that share case studies, training guides, webinars, and Q&A-style session that show you pretty much everything there is to know about affiliate marketing. You can ask questions, work with other forum members, and learn from the experience of much more seasoned affiliates before diving in head-first.
You can click here to check out Aff Playbook. I’m still a member there, so you’d be learning affiliate marketing in the same place I learn, every single week.
You will need a website in order to get started with Affiliate Marketing. You can start with Weebly if you’re not very technically inclined, or you can use WordPress. You can get a free wordpress install by purchasing a hosting plan here.
Setting up a site should be the easy part. Technology has gotten to the point where it’s pretty easy to pull off. Don’t let this be a hurdle, it’s really not.
For affiliate marketing to work, you need to have offers to promote. If you drive traffic, and the offer doesn’t make money, then it’s a bad day. That’s what you should have a never-ending supply of good offers to choose from.
Where can you get offers?
There are clearing houses of offers available where you can choose from a stable of different offers, either in different categories, or different offers in the same category.
Clickbank – Pretty much the undisputed king of information products and offers.
ShareASale – Great program for sales-based affiliate programs.
OfferVault – Resources to use to look up different offers on affiliate networks.
Neverblue – A very decent affiliate network, with a stable of different offers, particularly mobile offers.
MediaTrust (formerly Advaliant) – Another very decent network to work with.
Some places like Clickbank or Pepperjam don’t really do much screening. Other affiliate networks (specifically, CPA networks) spend more time and energy screening affiliates, ensuring that they allow affiliates who run quality traffic. You may wonder “why would they worry about the quality of an affiliate?” The reason is because you, as an affiliate, can be an asset or a liability to that company.
Let’s say you’re an affiliate from, oh, say Nigeria. And let’s say you don’t really care about developing a long-term relationship with an affiliate network – let’s say you actually just want to make a bunch of money as fast as possible. So you sign with an affiliate network that doesn’t do good due diligence, and lets you into their system. You now have access to dozens of advertisers offers; advertisers which have calculated their profitability and have chosen to pay out for a specific action that they think will result in a certain amount of profit for them.
You might be inclined to go get a list of names and credit card numbers, and use your Lead-Stuffer 1000™ software to push orders or leads through a merchants website. Let’s say that the merchant sees thousands of orders per day coming from you. Let’s say that the merchant doesn’t have a fraud-protection suite enabled on their merchant account, which results in the fraudulent orders getting through.
You, as the affiliate, get paid from the network. The merchant has, unknowingly, just charged several thousand people for orders they didn’t place. A month later, the merchant account blows up, the advertiser goes bankrupt, and who do they blame? The affiliate network. That’s why a network does due-diligence before letting affiliates in the door.
As an affiliate, you will most likely be working with some form of paid advertising. Why paid advertising? Because it’s fast, it’s scalable, and most offers have a lifespan. Depending on the vertical, it could be a long or short lifespan. Some offers last for years – some last for days. Part of the benefit of being an affiliate means that you get to focus on just one thing – driving sales and conversions. Part of the downside is that you don’t have full control over an offer. So you have to be flexible, willing to adapt.
If you are going to use paid advertising, you must track it. Why? Because if you don’t, it’s going to be nearly impossible to make money. The way paid advertising works is that you start a campaign that will probably not be profitable. You then work with it – massage it – optimize it – sing to it – and eventually, you make it profitable. You eliminate unprofitable keywords, placements, or targets, and add in profitable keywords, placements, or targets. You test. You modify. And you do this based on the statistics that you generate in your campaign.
How To Set Up Tracking
If you’re brand-spankin’ new to affiliate marketing, please just use the hosted version of Tracking202. It’s free. It’s good enough. Just start there.
If want something more sophisticated, you can use Prosper202 or CPVLab. One thing to keep in mind is that these self-hosted systems require that you install some software on a domain, and you run it off your server. If you’ve been in the game for a while, do it. But please, if you’re just starting out, just use Tracking202. It basically requires you to do nothing. Yes, it doesn’t give you full control, but it also doesn’t obligate you to full responsibility in setting up and properly configuring the software. In most states, there is a reason they have drivers-ed. Use the same mindset here, and it will serve you well.
So, you got into some affiliate networks, you’ve got your site, you’ve spent some time going through the case studies at Aff Playbook…now what? Now, it’s time to pick some offers and start testing.
The first thing to realize is that you don’t know anything. Your opinion doesn’t matter. My opinion doesn’t matter. Glenn Beck’s opinion doesn’t matter. The only opinion that matters is the markets opinion, and you don’t know what your market wants without asking. The way you ask is by testing. You have to test an offer, get some data and stats, and make a call.
Generally speaking, you want to select an offer that pays out between $3 and $25, or if it’s a sale, you want to select an offer that pays out 30% – 75%. Again, this is speaking in very general terms, and there are lots of people that have made money on sub-$3 payouts, and plenty that have made money on high-ticket payouts. Keep that in mind.
Personally, I like offers that take a piece of a big pie, and focus on a slice of that big pie. General, “everything to everyone” offers haven’t done that well for me.
An example of this concept: you take a big market (business opportunity) and focus on one slice of that market (network marketing). Or take a big market (diet and weight loss) and focus on a slice of that market (moms wanting to lose post-baby weight). Or take a big market (Saas email marketing) and focus on a slice of that market (small, non-technical business owners that need an inexpensive solution).
These are all examples to get you thinking in the right direction. You pick your niche, you pick your market. Pick one that has a nice backend (something large enough with a good payoff) but is specific enough that will allow you to serve a specific portion of that market.
Assume nothing. Test. Everything.
Some offers you can just run, some require that you get “approval” to run from the affiliate network. Either way, once you’re up and going, it’s time to do some testing.
Lander? No Lander?
Different offers have different user pathways. A user pathway is just the path that the end user travels through the offer channel. An example path might be:
Banner Advertisement >>> Landing Page >>> Offer
In this case, the end user sees a banner advertisement from an affiliate for, say, a dating offer. They then click on the banner ad, and go on to a landing page that that the affiliate created that gives some example profiles of a dating website. The landing page sells the benefits of joining the dating website, and inspires the end user to click on thru to the offer. Once the end user completes the offer, it triggers a commission to go to the affiliate.
Here is another example pathway:
Text Ad >>> Landing Page (optin) >>> Offer
In this pathway, the end user responds to a text ad – they click the ad, and are then taken to a landing page that inspires the end user to submit some personal information (usually either name, email, or phone, or all of those details). After opting in, the end user is then presented with an offer. This pathway allows the affiliate to build a list of prospects (which is a tremendous asset to the affiliate) and also allows the affiliate to earn income with the offer.
Yet another example pathway:
Banner Ad >>> Offer
This pathway is known as direct-linking, in which the affiliate links the offer directly to their advertisement. The offer is the landing page. This pathway works more often than you might think it would.
Pathway models can differ according to traffic channel, market, or offer payout. Again, testing is key.
Landing Page Design
Getting a landing page done is easy. Your options are:
1. Do it yourself
This isn’t as hard as you might think. Again, Weebly or WordPress, it can be done quickly after you’ve had some practice. Spend some time researching your offer, where the traffic comes from, and the competition. Look at competitors landing pages. Don’t copy – be unique – but you can gain inspiration from seeing what is already out there.
2. Hire Someone Else to Do It
This really isn’t that expensive. We have been known to put a few landers together for people – hit us up at support at hbsaonline dot com if you’d like some help. Or you can find someone on Elance to help you out.
Testing And Optimizing
All your metrics that you evaluate will be different, depending on how you are running traffic, and your pathway. The main thing you want to pay attention to is statistical relevancy. In just about any paid-traffic campaign, you will have outliers that throw off our stats if they are taken into account. These outliers work against you in two ways:
- They throw a disproportionate amount of non-converting traffic into your pathway
- They take away a disproportionate amount of ad money from converting traffic
If you have a couple of bad placements/keywords/targets in your campaign, it can throw everything off. Eliminate those outliers, and give your traffic a fair chance to convert.
A very general rule of thumb is to test 3x the offer payout, or $25, whichever is greater. Again, this is a very guideline, designed to help you from riding a losing offer for too long. This is kinda like stock trading, or hold’em…“you gotta know, when to fold ‘em“.
Scaling It Up
Ok, now we’re talking. You’ve got some traffic, you’ve got some conversions, and now you want to know how to take it to the next level.
There are several ways to do this.
You can hire some staff to start doing the grunt work for you. A business isn’t a business if it’s JUST YOU. That’s a job. One of the most valuable things you will do in your business is align yourself with people who are smarter than you, or who compliment your weaknesses with their strengths.
Keep in mind that most people that respond to an ad for hire don’t deserve to work for you. That’s just the reality of the situation. It all depends on what kind of business you want to build, but I’ve personally seen that it’s worth it to hold out for excellent people. They’re out there, but it takes some time and effort to find ‘em. You also want to vet people up front – give them small tasks, see how they perform. A resume or CV means nothing. What matters is – how are they going to perform for you?
For those are are fantastic, and who earn your trust, you want to be overly-generous, in both compensation and recognition, and autonomy. For those who are just “so-so”, you want to compensate, both in compensation, recognition, and autonomy, in a very average way. This allows you to retain the winners, and let drifters drift on down the road.
Just remember – you don’t owe anyone a job. You are a representative of your business, and how you allocate your capital, and what you invest your time in doing with that business, will determine if you stay competitive and dominate, or if you dry up and go by the wayside.
2. More Traffic
There are enough traffic sources out there to keep you busy testing for the rest of your life. Any single traffic source can produce enough business to keep you moving for a long time. Once you have success on one traffic source, begin testing others, and learning them. Each traffic source is a discipline all its own, so just keep in mind that each time you take on a new channel, you should have a students expectations, just learning the ropes.
Click here for a big fat list of traffic sources.
3. Developing Longer-Lasting Pathways
Some paths are more profitable, long-term, than others. Direct-linking can work to make money right now, but if that offer ever goes away or if the traffic channel has issues, then you don’t make any more money. It’s a paycheck-to-paycheck model.
A longer-lasting model is to build your own assets – like a database. Building a database can be one of the highest-ROI activities in your business. It’s a potential long-term asset that can pay you again, and again, and again. I say “potential”, because a database is only as valuable as the relationship you foster with it. You provide no value, you will have a poor ROI. You provide much value, you will have high ROI.
How To Spend All Your Money
You can decide for yourself what to do with all the additional cash you will be earning, but I will give you a few hints from my own experience:
Pay It forward
I personally think that one of the purposes of money is to enrich the lives of others. I like to bless people with the money I earn. I don’t have a standard monthly donation that I give to any one organization, but I always look for good opportunities to help and bless others. I have a soft-spot in my heart for kiddo’s, so I like to give in ways that bless children. Some of this prolly has to do with the fact that when I was a kid, there was some Christmas’s in which we didn’t really have money for presents, and were it not for the generosity of others, there really would not have been a Christmas for my family. That made a big impact on me, and I’m now paying it forward.
Don’t blow your dough on stupid stuff. Yes, fancy cars, boats, houses, and other doodads are entertaining. I’ve done my share of buying those things, and there’s nothing wrong with them. But the funny thing is that there never as fulfilling as you might imagine them to be.
One of the keys to happiness is progress. It’s the name of the game. If you don’t perceive progress happening in your life, then you’ll be frustrated, restless, dissatisfied. Working towards a goal is what keeps us engaged, keeps us interested. Reinvest your funds back into your business and other endeavors, and stay hungry.
Put back 10% of everything you make. This is right out of The Richest Man In Babylon, and it’s wise. Right now, you’re working for money. Make money start working for you. Holding that capital back, and investing it in low-risk vehicles is a deposit into your future. Once saved, don’t touch it. This is wealth preservation, not wealth generation.
Make It Happen
I know this is a long post and guide, but don’t get paralysis by analysis. Take action now, start moving forward in getting the systems up and start building your business!Top