+=+=+=+= INSIDER REPORT =+=+=+=+

ISSN 1710-0747
E-Zine #153
June, 2005

The SIM INSIDER REPORT is dedicated to helping readers succeed online while saving time and money with cutting-edge tools, tips and strategies for internet marketing, online advertising and website promotion.

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SIM's Insider Report free marketing newsletter

First, a warm WELCOME to all new subscribers.

I've got a hot new report titled "Order Button Triggers" from Michael Nicholas that's free for you to download.

What is it that makes people buy? If we know only a few reasons, our conversion rate will shoot through the roof.

In this Special Report, Michael digs deeply into the psychology of the buyer - using easy-to-understand language.

Here's what you will learn:
  • The "Order Button Trigger" - what is it? How can you use the ideas?
  • The Buyer's "5 Perspective Filters" - how people filter and evaluate offers.
  • The "Trigger Association System" - Michael's system of pulling out 'sales triggers' from any sales letter, so that you can use them in your own sales letters (he gives an example you can learn from).
You have the right to brand and give this report away. It's in PDF format viewable in both Macs and PCs... http://startupinternetmarketing.com/dl/triggers.pdf

Dan Porteous

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10 Ways To Easily Sell Expensive Products

One of the quickest ways to boost your affiliate income is to offer high ticket products.

Commissions as low as 5% can still pay off handsomely, provided the item carries a big enough price tag. Plus some pay-per-lead programs offer hefty bounties of $50 and up for qualified leads.

So why don't more affiliates build sites around high-ticket products? Because the higher the price, the more likely your visitors will experience "sticker shock." It's only natural.

People's internal resistance kicks in because they're always a little uneasy when it's time to shell out big bucks online. This is true no matter how badly they want what you're selling. But if there's one thing super-affiliates know how to do, it's overcome buyer resistance. So here are 10 never-fail techniques I've been teaching my clients and students. Apply each one to your affiliate business, and you'll soon see skyrocketing conversion rates on higher-priced products and lucrative upsells.

#1 - Turn your pocket calculator into a salesman.

Numbers can almost always support of your selling proposition, so put those numbers to work! Ask yourself how many ways can you MONETIZE the benefit of your product or service. Then put those numbers on the table.

For example, if you're selling a $1499 teleclass that teaches people options trading, calculate the LOWEST possible profit they will make from your system in one year's time. Say that even if they got the most mediocre results, they'd still make an average of $300 per day.

That means in a 5 day work week they'd make an average of $1500. In a 4-week month they'd make $6000. In a 50-week year they?d make $75,000. Now ask them to compare that to their current salary or hourly wage. Don't hype it up, just let the numbers speak for themselves.

#2 - Break the cost into easily digested chunks.

Ask yourself, what sounds better: $29.95 a month? or $359 a year?? Even if the prospect has to pay the entire sum up front, show them how that big price tag isn't so big after all.

A variation of this is comparing the price of your item with some commonplace or routine expense: ?For less than the price of your monthly double-lattes, you could be learning the secrets of billion-dollar investment managers...?

#3 - Word the price to make it seem tiny!

A $197 annual subscription sounds like a lot of money. But gaining access to business-critical information for just 54 cents a day sounds like, well... peanuts!

#4 - State the value of each component, then add 'em up for dramatic effect.

This works best for information products, but if you're creative, you can use it with almost anything, especially consulting services.

If your investment course sells for $599, make a list of everything your buyers get: digital reports, videos, workbook, telephone hotline, private site access, software, etc. Put a price tag on each - make it realistic, please ? then show how they add up to much more than $599.

Or let's say you're offering to install, configure, and customize an off-the-shelf software package for a total price of $699. Simply show how many hours you spend on each element, multiply by a realistic but high-end hourly rate... and show how buyers are getting $2500 worth of services for only $699!

#5 - Bundle in bonuses or add-ons that your prospects can't easily price.

This takes some extra work, but I really love it because so few affiliates are doing it.

Let's say you?re an affiliate for high-ticket digital SLR cameras. Tell your buyers that when they purchase any camera over $599 from you, and they send you a copy of their receipt, they'll get a bonus CD-ROM packed with digital photography tips, imaging freeware and shareware, and your handpicked online resources for supplies, accessories, and photo printing.

Sure, you'll need to contact freeware and shareware authors to get their permission to include their software on your disk. (Guess what? Almost none will refuse ? you're promoting them via direct mail for free!) And yes, you'll have to write up some tips and find photo resources.

But you can pack this CD with affiliate links. And you'll be saving your prospects a boat load of time. Your buyers can't compare it to anybody else's bonus CD, since nobody's offering one quite like yours. You can put any realistic value on it, promote it heavily, and get endless viral marketing value out of it.

And best of all, it's a way to get buyers to VOLUNTARILY give you both their email and snail mail addresses! Nice.

#6 - Show a huge return compared to the purchase price.

Spell out, in dollars and cents, how the cost of your product or service is a drop in the bucket compared to the returns it generates.

Let's say your $799 workplace safety review course helps businesses pass inspections. Then calculate the exact cost of failing an inspection. List fines, penalties, cost of business shutdowns, etc. These will literally add up to five figures, a huge expense compared to the price of your course.

#7 - Make your prospects relieved that you're charging so little!

This one's so easy, I'm amazed more affiliates don't do it. Show higher prices for other products... then tell them your price, which of course is much, much less!

Are you selling an investment course? First talk about $1 million private investment accounts... and the huge commissions investment managers charge. By the time you tell them about your $599 course, your prospect will breathe a sigh of relief!

Sure, it's an apples-to-oranges comparison. That's the whole point. You're showing your prospect why your $599 course is the least expensive choice for them... and maybe the only affordable one.

#8 - Preempt price objections.

Most sales pages for expensive products and services play on emotions and benefits. They build desire and perceived value over several thousand words and literally ?sell? the person BEFORE price is even mentioned.

But sometimes you can do the opposite and reap big rewards by pre-qualifying visitors. That's right, tell people the price up front. Then play on the drama and exclusivity of a big number to weed out the tire kickers!

Here's an example:
"This course is for serious investors only. It costs $1299. If you're scared by that price, or if you're unwilling to invest in your ability to create wealth, then our course is not for you."
Sure, this approach is based on snob appeal. But it's also very powerful reverse psychology: the more you tell a prospect they don't qualify, the more some people will insist that they DO!

If you don't believe this approach works, some of the greatest direct response copy of all time has taken it all the way to the bank. One fund-raising letter that generated millions for a bird-watching expedition stated: ?It will cost you $10,000 and about 26 days of your time. Frankly, you will endure some discomfort, and may even face some danger.?

#9 - Use a 'false close' to create suspense.

It's a classic... and it still works. Establish the value and desirability of your product without a doubt, but delay gratification for a few more paragraphs while piling on even more benefits.

The most common false close is the old "But wait, there's more..." tactic. Even though your case is made, you don?t stop and mention one or two more irresistible benefits.

This is also a great place to meet possible last-minute objections by pulling out the "Warning! Don't buy any investment course unless it meets these 8 criteria." If your prospects have gotten this far, they WANT the product. So give them 8 or 10 or 20 more ways to justify that big expenditure!

#10 - Sound like the leading expert in your field.

Price resistance diminishes in direct proportion to trust. If your visitors believe that you're an unchallenged expert in your niche, they're much more likely to make that big-ticket purchase.

How do you establish this aura of expertise. Offer UNIQUE solutions they can't get elsewhere. Show PROOF that your product or service works as promised. Display prominent TESTIMONIALS and ENDORSEMENTS from respected authorities in related fields.

And avoid hype at all costs. It's far better to sound low key -- but confident -- than to scream for attention.

And remember, prospects aren't stupid. If you back up your claims with hard facts and data, they'll gladly plunk down hundreds to thousands for your affiliate promotions. But if you don't, they're smart enough to look to your competitors!

. . .

2005 Anik Singal

This article is written by Anik Singal. Anik Singal has developed his own affiliate system that helped him earn well over $10,000 in just 60 days. Now, he's looking for a few students to train one step at a time. See if you qualify: http://www.affiliateclassroom.com/coaching.html

SIM's "Tip of the Week" back issues available at... http://www.startupinternetmarketing.com/ezines

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Drop Your Goals & Manage Your Life
This is a personal development ebook compliments of Michel Fortin, TheCopyDoctor.com. A fair warning! It may seem a little too "out there" for some of you, because it leans towards with the metaphysical, spiritual and motivational. Grab it here... http://startupinternetmarketing.com/michel

Affiliates Alert
Affiliates Alert ranks ClickBank products and lets you know what's hot and what's not, get it and use it every week to keep up with top-selling products at ClickBank. http://www.affiliatesalert.com/

Webmaster Tools
1. Get Your Google PageRank - Find the Google Page Rank for any URL on the WWW without using the Google Toolbar. http://tinyurl.com/c6llk

2. Check Your Link Popularity - This seacrh will query Google, MSN, Yahoo, All The Web, Hotbot and Alta Vista to see who is linking to your site. http://tinyurl.com/8z9pk


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We have a large selection of free courses waiting for you at http://www.startupinternetmarketing.com/fc

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* For more great tips and tools, go here:

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Want A Sticky Site? Forget Content!

An interesting debate is raging among copy writers, web designers and content developers about the differences, if any, between writing copy for the web versus writing content.

According to prolific copywriter Nick Usborne of Excess Voice, a recent survey conducted among the readers of his newsletter of the same name offers some interesting results. They seem to be split almost three ways: one-third consists of copywriters, another content writers and the final third both.

But it's wrong.

This is an important debate, I believe, since all online copy is content but not all content is copy. And that's a real problem.

Most web designers, webmasters and content writers develop text for websites in a way to educate visitors. They also write it with the notion that "content is king," "content increases search engine rankings," "content makes a website sticky" and so on. That's all fine and good.

But I believe content fails when it strives only at informing the reader, and thus lacks important elements that take her "by the hand" and compels her to do something -- anything, including the simple act of reading.

In other words, while some websites may compel our attention, others fail to propel our actions, too. And their owners often end up screaming, "Why is my website not producing any sales," "why am I getting a lot of traffic but such a poor response" or "why are people leaving so quickly?" Well, if content is king, copy is the castle.

The Internet is not a traditional medium -- at least not in the broadcast sense. It is intimate, dynamic and interactive. People are more involved when reading the content of a website than reading a conventional print publication, watching a show on TV or listening to a program on the radio.

And with the Internet, people have a powerful weapon that they don't have with other types of media, and they usually never think twice about using it when the need confronts them: their mouse.

So, the idea is this: forget about writing content, at least in the traditional sense. Think copy. Think words and expressions that compel the reader to do something, even if it's just to continue reading.

According to online dictionary Atomica.com, "copy" is defined as "the words to be printed or spoken in an advertisement." (And "advertisement" is defined as "a notice or announcement designed to attract public patronage." It's calling for some kind of action. It's selling something, in other words.)

But the word "content," on the other hand, is defined as "the subject matter of a written work, such as a book or magazine." And keep in mind that there's no mention of the Internet, here.

Nevertheless, this is why I submit that, with its multitude of links, scripts and hypertexts, the Internet transforms the passive reader into an active, responsive participant. (Or make that "response-able.") And she must therefore be treated as such -- as a participant, not a reader.

Look at it this way: a book is limited by its front and back covers. When the book is done, it's done. The web, however, is not. If your content does not strive at getting the reader to do something, whether it's to buy, subscribe, join, download, call, email, fill out a form, click or whatever, then you need to seriously rethink your content and the words you use.

Here's my explanation of the difference between content and copy. Content informs. Copy invites. Even if content invites a reader to keep reading, it's still selling an idea. It's still calling for action. And it's still copy.

If your web page is only meant to inform people like some kind of book, then it's content. (And like closing a book once it's read, the only action left is to exit the website or close the browser.) But if it contains links or more content, then it's copy. And you need to write content with that mindset.

Ultimately, incorporate within your content a direct response formula that compels your readers to do something. Don't leave them hanging. Take them by the hand. Integrate a call for some kind of action, in other words. Ask your reader to "buy now," "join today," "get this," "download that," or ...

... Better yet, simply "click here."

2005 Michel Fortin - All rights reserved

ABOUT THE AUTHOR: Michel Fortin is a direct response copywriter, author, speaker and consultant. Watch him rewrite copy on video each month, and get tips and tested conversion strategies proven to boost response in his membership site at http://TheCopyDoctor.com today.
. . .

If you have a promotion tip to share (or an affiliate program that would be of interest to the rest of us) or if you have a web design tip, or a specific question, please feel free to post all tips, questions, or answers to posted questions here and I will add your email or URL with it. It's FREE promotion!

Send your tips, questions or answers to:

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Email Marketing: How to Improve ROI

eMarketer reports that email is still a powerful marketing tool if used wisely..,

Some points it notes:
  • 71 percent of US online advertisers used email marketing in 2004, while 77 percent using paid search.

  • Despite spam and email overload 45 percent see email as a good way for companies to stay in touch with customers.

  • Customer retention and increased loyalty is the main objective for email marketing among 63 percent of surveyed marketers

  • 62 percent also see email as a way to acquire new customers.

  • Email volume in the US is expected to rise from over 2 trillion message this year to nearly 2.7 trillion by 2007.

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Legal Stuff

We accept no responsibility whatsoever for the content, profitability or legality of any published articles or advertisements contained within SIM's Insider Report.

Although all of the articles have been selected for their content, the publishing of such articles within this newsletter does NOT constitute a recommendation of the products or services mentioned or advertised within those articles.

Be responsible! Always do your own Due Diligence before responding to any offer.

The SIM's INSIDER REPORT is a production of Startup Internet Marketing and is owned by Dan Porteous

ISSN 1710-0739

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