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What to Send Big Ticket Prospects in the Mail to Increase Your Sales (Dramatically)

If you’re selling big ticket items, you’re leaving a tremendous amount of money on the table if you’re not sending your prospects something in the mail. Think about it – anyone and everyone can send an email, but how many sellers reach out via the postal mail to give their prospects something tangible they can hold in their hands?

What to Send Big Ticket Prospects in the Mail to Increase Your Sales (Dramatically)

Better still, “snail” mail can’t be deleted at the click of a button. And if you make it enticing enough, physical mail gets read and acted upon.

So what should you send to your prospects? According to Dave Dee, you should send a packet of info that includes the following:

– A checklist. For example, if you’re selling a service then you would send a checklist entitled: 7 things you should look for when hiring a _____. This way YOU set the buying criteria and you tell the prospect what to look for.

Now here’s the trick – at least ONE of those 7 things must be something that ONLY YOU do. Maybe you provide a service no one else provides, or you do it in a way like no other. Or perhaps your guarantee is unparalleled. Or you offer a free bonus service that everyone else charges for. Or perhaps you have qualifications or proven results that no one else has.

Whatever it is, it has to be something that only you have, so that when they go to compare you to others, no one else measures up to you.

– Include a newsletter of your own. It should be 2 pages long, customer oriented and include:

  • Bullet point tips – these could come from your website or your book – no need to write new ones
  • 1 article which could again come from your website or your book
  • 1 cartoon (get someone on Fiverr to create this)
  • 1 big mistake that people make and how you correct it
  • Your picture

– A micro sales letter that sells them on the next step in the sales process, whatever that might be. If it’s making a small order, making a phone call, visiting your website – whatever it might be, you want to move them along in the sales process.

If they don’t respond to this package, Dave Dee follows up with these 3 sequential mailings.

First, he sends a gourmet cookie and a letter in a box. He uses a box so the cookie doesn’t get crushed. His letter begins, “As you can see, I’ve included a cookie. Why have I done this? I wanted to catch your attention. As you can see this is a gourmet cookie. It’s different, just like not all (Your profession, service or product) are created equal…” And then he reiterates his offer. This engages all of their senses and who doesn’t love cookies? Is anyone going to throw this in the trash without at least reading it? Highly unlikely. Are they going to remember it (and you) in the days to come? You bet.

Next he sends a fortune telling fish. It’s simply a little plastic fish that moves in your prospect’s hand. You can find these on novelty sites. Depending on the movement of the fish, it tells you something. The chart that goes with it says if it moves up, it means the prospect is going to call you. If it moves to the left, he’s going to hire you today. If it moves right, he’s going to buy your product, and so forth. No matter how fish moves, it’s a similar call to action

The third mailing is an Aspirin with another letter. This letter starts off with, “Do you still have this problem? We can make your headache go away…”

And if Dave still doesn’t get the response or sale he’s looking for, he then follows up with a year of monthly newsletters.

It sounds like a lot to put together, but once you have the system in place you never have to deal with it again. The newsletter can be timeless, so you can continue to run the same 12 issues. And the sales letters stay the same for as long as you’re selling the same product or service.

Your follow up system doesn’t need to be this elaborate, but one good point to take away is this – acting differently from everyone else and being more creative will get you noticed and it will get you business.

Sneaky Trick Makes You Look Like a PRO

Carl was brand new to his niche. He had no authority, credibility or following. He knew no one. Yet within weeks he had sales, clients and JV partners. How did he do it?

Sneaky Trick Makes You Look Like a PRO

By being just a little bit sneaky, yet still 100% ethical and above board.

Carl knew he needed an incentive to get people to join his list. He also knew he needed something to immediately build his credibility online, so people would trust him and buy from him.

What he wanted was something like an online calling card that would educate, entertain and subliminally sell both himself and his forthcoming products and services.

So he decided to do something that might sound a bit strange – he interviewed himself.

That’s right. He wrote down a list of questions from his niche that he knew he could answer really, really well.

Then he recorded his answers to the questions. And while recording, he streamlined the questions, deleted one that didn’t work and added two more that he thought of.

Then he found someone on Fiverr who had a voice that could easily pass for a newscaster or radio personality, and hired him to read the questions he’d written onto an mp3.

And finally he hired someone else on Fiverr to put the recorded questions together with his recorded answers, along with 5 seconds of professional fade-in music at the beginning and 20 seconds at the end.

Now he had his interview. And anyone listening to it would think he was most definitely an authority with a great deal of expertise. Plus he sounded a little bit like a celebrity, which didn’t hurt either.

Carl used this interview to build his list. He also sent the interview to potential JV partners and prospective clients, as well as podcasters. As a result, he received numerous invitations to be interviewed, to do guest posting and to do joint ventures.

And because he sounded like a true authority, his list opened his emails and clicked his links, too.

Please note: Carl never misrepresented himself. He never claimed the interview came from TV or radio. Had someone asked, he would have told them he hired someone to interview him. But interestingly enough, no one but his wife ever asked.

That’s another perk of being viewed as an authority in your niche – prospects already view you as the expert, so you don’t need to prove yourself. Instead, you can focus your time on where it belongs – helping your customers solve their problems.

Why Webinars are Your Best Tool EVER

You know webinars are a great way to sell products. Hop on a webinar, talk for 30 to 60 minutes and sell some products right there on the spot. Then rinse and repeat as many times as you like, buddying up with a different list owner each time. It’s simple, it’s fairly easy, and the more you do the better you’ll get.

Why Webinars are Your Best Tool EVER

But for many marketers, it’s scary to get on the Internet and talk to tens, hundreds and maybe even a thousand people at one time. “Me? Talk for an HOUR? To PEOPLE?”

Here’s something to consider: You don’t need your own list to run webinars. If you have a great product or service, you can go to list owners and split the money with them. What an outstanding way to get access to other people’s lists and make money doing it!

And most list owners love doing webinars because it’s almost hands off cash in the bank for them. All they do is send out one or more emails to their list, and you do the rest of the work. This means that webinars are an excellent way to get your foot in the door with people who have big, active lists.

Another thing to consider is that webinars mean almost instant and highly targeted traffic for you. Your partner promotes your webinar to their list and their people flock to your site to sign up.

Webinars create instant products in themselves. You can SELL your webinar if it’s packed full of good info. Think about that – what better way to create an instant product than by talking to an audience for an hour?

Or you can give your webinar recording away as a list building incentive of your own.

Plus, webinars can be REPLAYED to make even MORE sales. Again, you record it once and you can set it up on your own website to make more sales. You can also let your list-owner partner put it on their site as well, or send more traffic to your site to listen to the webinar.

And here’s the kicker you probably never even considered: Webinars are one of the best ways to build your own list. You partner with someone, they send traffic from their list, you get (for example) 500 sign-ups and 150 of those attend the webinar. 15-30 of the attendees buy your product, and now you have sales AND a new list of 500 people!

Webinars provide quality traffic, high conversion, partnerships and quick product creation for both free and paid products.

Webinars are truly great for selling products because nothing gets people more excited to buy your product than hearing from you – the expert – on how they can achieve their goal.

And they’re also one of the best ways to build your list.

Imagine if you do just one webinar a week or even once per month – how much more you could accomplish in your business… Believe in yourself and go for it!

Internet Marketers – Your Audience is in CRISIS

If you market to Internet marketers, you might consider the following: 60-80% of your prospects are currently going through or have just gone through a major life change.

Internet Marketers – Your Audience is in CRISIS

Maybe they were downsized, fired or retired. Maybe something at their job changed and now they want out. Maybe they’re going through a divorce or mid-life crisis. Maybe they have money problems or the opposite – They’ve come into money and want to invest it into an online business.

People who are suddenly looking for ways to make money online have experienced a major shift in their life. They’re probably unhappy with the way things are. They’re looking for guidance on how to make a change. Many of them want money FAST – as in yesterday. They want solutions now. They want to push a button and have it done for them. And if that’s not possible, they want to be told EXACTLY what to do to make it happen.

You can use this information to better communicate with your prospects, to let them know you know what they’re going through, and to show them that it can indeed be done.

And you CAN offer them “push button” solutions, too. The legitimate kind. As an example; “We’ll set up your WordPress site, create your first product in 3 different formats, build your squeeze page, write your autoresponder series and so forth, all for “x” amount of money.” That is truly a push button solution, because they push the “buy now” button and you do everything for them.

Of course, it will be too expensive for many, so you can also offer a downgrade, like this: “Too expensive? Then we can teach you how to do it yourself.” By offering two dramatically different price points, you can appeal to both the people who can afford the real push button method, and those who will have to invest their own work to make it happen. In fact, by wording your offer this way you will often get more sales. Your second option will look so low in price compared to the first option, they will find it difficult to say no.

Another great way to market to new Internet Marketers is to offer micro-continuity products that anyone can afford. For example, instead of charging $100 for your product, charge $9.99 a month. Then give them the option of receiving the entire course now for $89 more. Most will opt for the monthly charge, and a percentage will go for the $89 option because they don’t want to wait.

Once they’ve signed up as members, market other affordable products to them inside your members’ area. Plus, make an offer of a big ticket coaching program where you work with people personally.

You might use the Pareto principle when marketing to the Internet Marketing Community. 20% of your prospects are knowledgeable and perhaps even making money online. The other 80% are new, don’t know a great deal and haven’t yet made their first Dollar, Euro, Pound, Yen, Franc or Rand.

Which brings up my last point – unless you specifically target one geographical area, your market is GLOBAL. Yet the needs are very much the same. People who lose their job in China or Switzerland or Brazil or The United States all have the same concerns and fears – “How do I pay the bills and provide for my family now? What if I can’t? What if I fail to land on my feet?”

It’s scary for them, and what they want most of all is someone to take them by the hand, alleviate their fear and show them the way out of the dark and into the light.

The need for money is universal. Your target market is in distress, and they’re desperately hoping you can provide the very real and legitimate guidance that will see them through their financial crisis. Do so, and you will never want for business or income yourself.

7 Tips to Improve the Conversion Rate of Your Opt-In Form

Even small changes can sometimes improve your new subscriber opt-in rate dramatically, resulting in thousands more opt-ins that you would have otherwise gotten. Here’s how…

7 Tips to Improve the Conversion Rate of Your Opt-In Form

  • People photos – Response tends to increase if there is a photo of a person. And since both women and men respond better to a picture of a pretty woman, that’s what you’ll want to use.
  • They eyes have it – Have the woman looking directly at the action you want them to take. In this case, you want them to click the button to opt-in, so this is where she should be looking.
  • Tools rule. For your incentive, try offering a tool instead of a technique. People believe if they have to tools pros use, they’ll perform like pros. Just look at all of the terrible golfers with high end clubs and you’ll see this is true. Your tool might be a piece of software, a comprehensive guide, a secret website and so forth.
  • Lists of tools are even better. For example, the 5 best resources for losing weight or the 3 best resources for doubling your opt-in rate. A list of tools has actually been proven to convert higher than some things of much greater value, such as a free coaching session.
  • Video isn’t the incentive powerhouse it once was. Know that the perceived value of videos has gone down considerably. Offering free videos for their opt-in does not work like it used to. Offering tools or a list of resources tends to work better these days.
  • Curiosity lights a fire. In your headline offering your free incentive to join your list, use curiosity. For example: “The only 3 pieces of exercise equipment you need in your home. Hint: they all weigh less than 5 pounds.” Obviously what you’re going to reveal is unexpected, and thus they become curious enough to find out.
  • Use a two step opt-in. On the opt-in page, have a button to get the free list, report, etc. Then have a new box open that asks where you should send it and a box for their email. This two step opt-in works better than the old method of having the opt-in form right there on the squeeze page.

If you’re not already doing these things, try all seven and you might easily see your opt-in rate double.

5 BIG Emotional Motivators that Will Get You Sales

Here’s an experiment for you to try. If you don’t already, get a year’s worth of issues of any one magazine. If possible, make it a business magazine such as Entrepreneur. Now go through each issue of the magazine and see which full page and half page ads repeat month after month, and which ads are only there for one month before they disappear.

5 BIG Emotional Motivators that Will Get You Sales

Notice the difference between the two types of ads. The ones that appear once and never appear again tend to be feature based and devoid of emotion. The ones that appear month after month are benefit and emotion based.

Why is that? Because ads that run month after month are working. Those that run once and never run again aren’t working. And ads that only highlight features without benefits or emotions do not work.

Now then, there are hundreds of different emotions and you can’t hit every one of them in your ad. So which are the very best to target? According to author Robert Imbriale, you can’t go wrong when you include as many of these 5 motivators as possible into your sales process:

Fear. Fear of missing out, fear of making a mistake, fear of loss, fear of failure – all of these things can work in your favor to get the sale. Show your prospect what will happen to them if they don’t buy your product. A life can completely change and take an entirely different course simply by making the right decision at the right time. Let them know how your product can make that difference, and then show them how awful it would be if they didn’t take that next step.

Every market has a set of fears that is shared by a large percentage of your prospects. If you have the solutions to those fears, or even to just one of those fears, you simply need to tap into the fear and use it to market your product.

For example, use news stories to tie your product in as the solution to a fear. You might use the story of a man who once had everything, got laid off and is now homeless. “Don’t let this be you. Buy our course on how to start your own business today and never worry about your future again.”

Love. Are you surprised? Real, genuine social contact is at an all-time low. Most people don’t even know who their neighbors are. Families are no longer living close to each other. Television and the Internet has become a poor substitute for human contact.

More than ever people need a sense of connection, and you can provide that connection in a myriad of ways. Have a video blog (vlog) where you speak directly to your audience. Host calls and interviews. Create a community around each product, through a Facebook page or forum. Do live calls where people can ask you questions. Become the expert in your niche that your prospects feel they KNOW, and you will get their business.

Example phrases to use:

  • Join us
  • Meet people just like you
  • Be a part of
  • Connect with others

Want to take it even further? You’ve heard it a million times – sex sells – and it does. Incorporate a sexy message into your marketing and sales will go up.

Words to use:

  • Join us
  • Meet people just like you
  • Be a part of
  • Connect with others

Free Things and Hot Sales. This one needs very little explanation – everyone loves to get a great deal. So for example, if you can offer your latest product on sale with an older product thrown in for free, you’re probably going to make a lot of sales.

Give something away to build your list. Give something else away to get referrals. Give away tidbits of good info. But don’t give away the store. Offer special deals that are time limited – if they snooze, they lose. Your customers will learn to buy quickly or miss out – a good way to combine hot sales with the #1 motivator above – fear.

And one of the most potent of all freebies – the free (or nearly free) trial. Let them try your $197 product for just $10, and then 3 easy payments of $67. Or your monthly membership for just $1, and then $39.99 a month starting in 30 days. Yes, you’ll get cancellations, but you’ll also get a great many sales, too, as more people get to experience your product and decide they want to keep it.

Easy Money. You’d think this powerful motivator couldn’t be applied to every business, but if you try, it’s nearly always possible. For example, if you’re selling a dating book for guys, you might talk about how much more confidence they’ll have when they’re able to date beautiful women – confidence that will greatly enhance all aspects of their lives, including their ability to make money, get a promotion, etc.

If you’re selling an organic gardening guide, you might mention that with their greatly increased yields they’ll have tons of produce to sell beyond what they need for themselves. And of course organic produce is in high demand, so it’s a money maker. If you’re selling a weight loss product, you might talk about how much more energy and confidence they’ll have, leading to more productivity and better opportunities, and so forth.

Be their fairy godmother and make wishes come true. Everyone has dreams. Everyone wants something. Show your prospects – better yet, prove to them that you can grant their wish when they purchase your product, and you’ve got the sale.

Don’t believe it? Think of the one thing you want more than anything else. Now imagine I can prove to you that you can have that very thing, and the way to get it is to simply purchase and use my product. What’s it worth to you to make your dream come true? Probably just about every cent you have.

Here’s your task: Find a way to incorporate four or all five of these motivators into your next sales piece, and watch your response soar!

People will Do Nearly Anything to Buy This

Quickly now – why do people buy from you? “Find a need and fill it, and you’ll be rich,” right? Probably not. People rush to buy what they want, they often delay to buy what they need. Think about it…

People will Do Nearly Anything to Buy This

Look at food – does anyone need spicy nacho corn chips? No. They need fruit, vegetables, grains and meats. They don’t need corn chips or snack cakes or cookies or candy. But what do they buy? Junk food. LOTS of junk food.

No one needs fast food, either. 5 minutes of planning in the morning and you can pack a nutritious lunch that’s actually GOOD for you. But what do millions of people do? They stand in line or sit in a drive-thru to buy a meal that is likely to make them feel bad, both after they eat it and again when they step on the scale, all because they WANTED the fast food. They didn’t need it. They would be better off without it. But that doesn’t stop them from going out of their way to get it because they WANT it.

Now then – are you selling to people’s wants, or their needs?

They need to brush their teeth, they want to have a sexy smile. They need to add gas to their car, they want to get to work without being stranded by the side of the road. They need to make money, they want to be rich without working. They need to lose 50 pounds, they want to have the energy to keep up with their kids during the day and still connect enthusiastically with their partner at night.

Are you in the Internet Marketing niche? Marketers need to get traffic, have products to sell and maintain an outstanding reputation online. But marketers WANT to make more money, have more time, worry less, work less, stress less, and be the envy of their ex-coworkers and a hero to their family.

See the difference?

Success is found when you sell what people WANT, not what they need.

How to Quickly Get Prospects to Trust You

You’re about to Skype into a potential JV partner, or talk to a big affiliate on the phone, or meet your fellow marketers at a conference. Making this connection is important – it can mean the difference between years of working together to build your businesses, or not. So, what can you say or do to make them trust you?

How to Quickly Get Prospects to Trust You

Should you try to impress them and wow them with your expertise? Should you be funny and outgoing? Or act like you’re extraordinarily successful?

Really, the answer is none of the above. That’s because the first step in getting people to trust you is to show them how interested you are in them.

Let’s say you’re about to speak to a business prospect. Decide in advance how you’re going to feel about this person. Before you even meet, choose to find them interesting, intriguing, loveable and kind. When you do, you’ll be making them feel as important as they are.

Ask to hear their story. “So tell me how you got to where you are.” Let it come across in your words. “That’s fascinating, tell me more about that.” “I love hearing your story, tell me what happened next.”

Make your energy and your words positive because no one likes to be around negative people.

Another example: When you see who’s calling on caller ID, get happy and think how fascinating they are before you answer the phone, especially if you’re initially annoyed at the interruption.

Creating a positive experience for the other person will naturally lead to the connection you seek.

Connection occurs in those moments when someone else feels understood by you. When they feel that you “get” them. You might use phrases such as, “Me too!” “I thought I was the only one!” “I didn’t realize you enjoy that, I like it too!”

In that “me too” moment, you help that person remember that they are not alone in this world, and that there is at least one other person that “gets” them.

The more “me too” moments you can create, the more points of connection you create.

Here are more tips for creating connections that get people to trust you:

Get permission before offering them your advice. They might be simply telling you their story and not looking for your feedback, so don’t assume. Invite them to consider whether they want you to participate. You might say, “That’s really interesting. I have an idea that might be helpful to you, would you like me to share it?”

In sales, the word “no” is seldom respected. So ask permission before making a presentation of any kind: “It will only take 5 minutes, if you don’t mind my taking that time to share this with you.” Asking permission shows respect and indicates that you think of them as an equal, not someone to be dominated.

Ask for feedback. When offering them information, ask what they think and how they feel about it. “I’d love your thoughts. “Can you tell me your opinion?” “I feel strongly about that, how do you feel?” “What would you do in a situation like that?” “Have you ever done something like this before?”

Be helpful, even if they’re not ready to buy right now or do a joint venture or promote your product right now. Share resources with them, introduce them to people who can help them, and find ways to be an asset to them, not a liability.

Using these methods you’ll build connections, trust, and you’ll grow your network exponentially, thus growing your business.

Sell THIS And You Will Sell More Products Guaranteed

There’s only one thing you need to sell as an online marketer, and it’s not your website or your blog posts or your products. It’s you.

Sell THIS And You Will Sell More Products Guaranteed

Why do more people buy products from another list owner or blogger than you?

Because those people trust that person more than they trust you.

This doesn’t mean you’re not trust worthy – not at all.

It just means they don’t know you. They don’t know your name, or if they know your name they don’t know what you stand for or if you’re just like them.

To get someone to trust you, you have to get them to like you.

To get someone to like you, you have to be like them. People like people who agree with them.

Just look at politics and you’ll see what I mean.

But don’t get confused – I’m not saying you should take a poll, see what people like and then try to be that person.

It won’t work because you cannot and will not please everybody. It’s impossible, and you shouldn’t even try.

Instead, you should be a bigger, brighter and BOLDER version of yourself.

Form your own opinions. I don’t mean read an opinion you agree with and then be a parrot – that’s what everyone does.

Instead, start thinking for yourself and forming your own opinions. Then vocalize those opinions in your emails, your blog posts and your videos.

When you do, here’s what will happen:

Some people will think you’re annoying as can be. They’ll even tell you this. They’ll stop reading your blog or they’ll unsubscribe from your list. This is good. This is what you want.

Because at the same time, other people will take notice and say, “Hey! That guy or gal is right! What else do they have to say?”

These are your followers, your tribe, your customers for life. These are the people who will buy a product simply because you point to it and say, “Buy this.”

They will buy because they like you. They will like you because you are like them. And they will trust you because they like you.

Be yourself. Don’t be aggressive or arrogant, but be vocal about your opinions. Build your tribe. Your tribe will LOVE you. Ignore those who don’t love you.

This is how you sell yourself. And once you can sell yourself, you can sell anything you want to sell.

How to Double Your Business Income Fast

If you already sell your own products, you can double your income in no time at all by adding new price points to your marketing funnel. You don’t even need to create any new products – just new services that take very little of your time. Here’s how it works…

How to Double Your Business Income Fast

Let’s say you’ve got one or more products in the $20-$50 dollar range that teach something you’re good at. And for this example, let’s say that your product is a book on how to make a website super user friendly so that people stay and buy, rather than getting lost and confused and leaving. (This is a major market, by the way. Hint hint.)

In addition to your book, you can add a personal 1 hour consultation for $97 to $197 to look at and give feedback on one of their websites.

You could also offer to be on retainer for a certain fee per month to check each of their websites monthly and point out the changes they need to make. This fee would depend on the number of sites they have and are adding each month.

You could further offer a coaching service in which you train people to be usability experts and charge others for their services. In this case, you might charge $1,000 or even $2,000 a month for 3-6 months to make them experts.

Whatever your niche is, odds are you can add additional service-type programs that will easily double the amount of money you’re already making.

If you sell just 5 $97 one-time consultations a month, that’s another $5,820 a year.

If you sell an ongoing service at $297 a month and you’ve got 12 clients, that’s $42,768 a year.

If you take 4 new coaching clients for 6 months at a time, twice a year at $1,000 a month, that’s another $48,000 a year.

And none of these services have to take a lot of time. In the case of the 1 hour consult, obviously it’s an hour. And your real money here will be derived from upselling one of your more expensive consulting or coaching packages.

If you’re a consultant, you might be spending a couple of hours a week on each client. If you’re a coach, you might spend an hour a week on the phone, and answer their email questions 3 to 5 days a week.

And notice that you didn’t have to create any new products to do this. You’ve already got the knowledge and expertise – you’re simply offering more of it in a highly personalized manner. Your clients get tremendous benefit this way, much more so than they could by simply buying your book.

You’re happy, your clients are happy, and here’s a bonus: Anyone that you personally work with – even if it’s only for an hour – is far more likely to buy your products in the future, regardless of price.

Do you plan to release a $997 product in six months? Offer your customers personalized attention that greatly benefits them, and you will hit the ground running with sales when you launch your expensive product, guaranteed.

Take a few minutes now and think about what you can offer your existing and future customers that A) Provides them with a tremendous amount of value and B) You can perform in a minimal amount of time. Then quickly write up a page explaining your new service, send it to your existing customers and add it to your sales funnel. You could be making new sales in less than 24 hours.

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