Lead Magnets – The Most Powerful Strategy for New Customers

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How to Make a Lead Magnet or Offer Magnet

Attracting customers is like attracting the hot guy or girl from across the room. No one tells you exactly how to do it, but you know the more attractive you are, the better chance ‘something’ is going to happen.
Same goes for business. You have to make your business attractive to new customers.

What are Lead Magnets?

A lead magnet in simplest form is an ethical bribe in exchange for a persons email address. You can ask for other fields as well, like their name and phone number, but the market is moving more and more towards email only.

The difference between a sign up box and a lead magnet is the compelling offer… a freebie that has tremendous value in exchange for their email. When you have the right lead-magnet, your advertising process gets so much easier.

Having the right lead magnet can make a difference between just having a website…and having automated income.

If you aren’t currently using a lead magnet, this one change can catapult your business into the stratosphere.

There is a concept in business known as “moving the free line”. Eben Pagan, a high end business marketer, is usually credited with this term.

What it means is that once a customer enters your site or sales funnel, there is this line that separates your free content from your paid content, software, hosting, etc.

Creating a lead magnet is a way of moving the free line back one step so the user isn’t prompted for their credit card on the very first screen.

In an ultra-competitive market, this allows those that truly have the goods to demonstrate value to their would-be customers before asking them for the sale.

Giving someone an email is theoretically free, aside from be annoying to receive too many.

This often gets those that are hesitant to spend money into your sales funnel…or at a minimum, onto your autoresponder series.

This gives you a better chance to convert them to customers using a staggered multi-contact approach.

What Are The Benefits of Lead Magnets?

There are a lot of reasons to create a lead magnet, some of them I just mentioned above…but here are some additional reasons that are worth taking note of.

– You create a sense of reciprocity with your subscribers. Once you have given them something, they feel compelled even if it’s ever so lightly to do something for you in return.
– You create curiosity about your paid program. When the user gets this high value item from you, they can’t help but think, “what’s the paid content going to be like?”
– When the lead magnet is of value, people will share it with others.

Make Sure It Resonates

You want to make sure your lead-magnet offers something that resonates with your brands overall message. In other words, don’t offer them a set of Ginsu knives when your website is about Child Safety.

Your lead magnet should also tie in with the ad, article, YouTube video or press release that you are getting your traffic from. So if your ad states, free report on retirement planning…it only makes sense to make your lead magnet deliver on that promise.

Most times it’s a bit of a given that people will be receiving ongoing emails from you after the opt-in. But you might want to clarify that for new subscribers. You can do this either on the thank-you page or in your first email to them after registration.

Getting People Into Buckets

First you have to get people into buckets… What are buckets? Buckets are categories that your customers fall into. One of the biggest mistakes that I see marketers make is they pitch the same message to all of their clients.
Let’s say for example that you have a Business that books travel to Puerto Vallarta, Mexico. Each person coming there is looking for something different.

Your clients might fall into the following categories (or buckets)…

  • Students looking to travel for Spring break and release finals energy in Mexico.
  • Retirees looking to find a second home in a warmer climate.
  • Families looking for a stress-free all-inclusive resort on the beach.
  • Single men and women looking for adventure and possibly love.
  • Adventure minded people of all ages looking to zip line, 4×4 and deep sea fish.

Each one of these groups would respond to a different lead magnet. When creating the NicheBuilder blogging experience we developed our theme with this in mind, allowing for a different lead magnet on each and every page of your website.

So you can write a blog post about “Partying in PV” and have a lead magnet that appeals to the partiers…

lead magnet marketing banner

and on another page you can write a different blog post about the Real Estate opportunities in PV and have a lead magnet aimed at retirees…

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Having lived there for the better part of two years I saw people come and go every day. The companies that had a solid internet presence filled their boats and tour buses every day while those with little to no Internet presence sat around trying to hustle the locals for a couple of pesos here and there.

In this example we’re talking about offline businesses, but the same goes true for online businesses.

An online business is usually delivering some sort of digital good such as a course, a print out, a tutorial or anything else that can be delivered electronically.

In order for a lead magnet to be affective, the person downloading it has to use it.

If the person doesn’t actually use it, then having a lead magnet is okay, but unlikely to propel the visitor to the next step.

Make Them a Promise

Get into the conversation already going on in their head. I get emails all the time saying, “it’s like you knew what I was thinking… how are you doing this?”

  • Ask them what they are having trouble with…
  • Find out what their biggest challenges are…
  • Know your customer avatar intimately… what do they do on the weekend? what causes do they think are noble?

Make it Highly Valuable

Give them something of value in exchange for their email. Listen, web users are not dummies. They are real people and they realize there is value in them giving you their email address.

Whatever you give them should provide value in their lives. And that doesn’t mean just title the offer to get them to click through. This is your first transaction with them. It should be pleasant and leave them with a good emotion about your company.

Name Your Lead Magnet

This is the name of the actual product that you are giving away. This should deliver results in advance and use language that your customer is familiar with. It should be of high value to them.

Gardeners How I Grew Tomatoes In the Snow
Investors How to Successfully Straddle the Option
Peppers Survivalists How To Purify Any Water
Guitarists How to Learn Songs Faster
Marketers How to Get $1 Leads
Travelers Get First Class Flights At Coach Prices

Choose a Type of Lead Magnet

When creating your lead magnet, it’s important to match your lead magnet to your viewer. Are they visual? Most men are… a quick peek at the porn industry pretty much validates that. Are they auditory? Do they want to listen to you? Art Bell has made a total career with his soothing voice and his night time radio show. Are they readers? Most products originally start like this. But what about including a graph or two? Or an infographic? In the next several paragraphs we’ll discuss the types of lead magnets. Maybe this will trigger the necessary thoughts for choosing one for your customer.

 

Types of Lead Magnets

 

Cheat sheet
In the internet game, time is everything. Offering a cheat sheet that simplifies something complex or helps someone navigate a complex process is a great way to get the email.

A list of keyboard shortcuts for Excel that you can print out and put on the wall is a good example here.

Software Plugin
WordPress is the 800 pound gorilla in the room these days.

It can do a lot on its own, but often requires special plugins to do specific niche related tasks.

For example, we created a special plugin called LinkTrust that redirects users through an affiliate link but shows the root URL of the destination when hovered. So instead of a complex affiliate link for Verizon wireless, it simply shows… www.verizonwireless.com.

We give this plugin away for free in exchange for the visitors email.

Exclusive Webinar
Webinars are still the craze in the online world, but they are not used in the same way they were used 5 years ago. As the free line has moved, so has the purposing of webinars.

Now webinars are being used for more than a 90-minute sales pitch. Offering your subscribers a webinar where they can see how you do business differently, with no sales pitch, will often bring them to the door with checkbook in hand, even if you don’t ask for the sale.

Checklist
Checklists are awesome! I mean, how do you know if you’ve completed something unless you are following a checklist.

That doesn’t mean you’ve done everything right, but having something done for each step of the process will help whoever is helping you to check your work and make new suggestions.

Resource list
Resource lists are concise and easy for the user to digest. Some examples travel resource lists, outsourcing resource lists, lending resource lists…basically anything that will save someone trial and error time.

Think of this, you could call 30 lenders to see if they will lend at 10% down, or you can download a list of 6 that will for sure do it. This probably saved you 2 hours of frustration.

Survey, Quiz or Poll
Take this survey is a great way to get people to start down your funnel.

In the online marketing world it might be, “Are you cut out for Online Business? Take this Survey to find out…”.

The quiz is gaining a lot of popularity right now. The Ask Formula from Gary Levesque is currently a New York Times best seller. In it he demonstrates how to find out exactly who your customer is by analyzing their quiz and survey responses, then developing your offers to specifically target those problems.

Infographic
Infographics help you bridge the gap between the online and the offline world. If your info graphic is solid, People will print them out and post them on my wall.

Think about it this way… can you name the last 10 websites that you visited? Okay, those are your most favorite sites… now can you name the last five sites you visited that covered a topic you are researching?

Exactly. By creating a info graphic that is worth printing out…

You’re now in their mind every time they sit down desk or glance at the wall.

Spreadsheet

Spreadsheet are great because you can build complex formulas into them that make people’s lives much much easier.

Examples of this could be a property valuation worksheet for the real estate market or a funnel calculation worksheet for Internet marketers.

Email Course
Probably one of the oldest and most widely used formats for the lead magnet. This is essentially the person signing up to receive your autoresponder emails over a specified time.

The only difference is, rather than a marketing message, the expected result is an educational course that teaches the subscriber something.

Video Course
Your video course can be delivered either all at once or over a specified period of time

Exclusive discounts
This can be a limited time offer. The next stage in your customer funnel will be the tripwire offer or lead-in offer. So you might presell a special discount on that product in exchange for their email.

Giveaway
Giveaways are pretty straight forward, unless you are collecting emails for one big prize. Then you need to check with your specific state as to the governing rules for giving away prizes.

Free Trial (SAAS)
This one is very near and dear to our hearts. We like to have as many people as possible on NicheBuilder and providing people with a trial allows them to see just how easy and time-saving NicheBuilder is.

Private Facebook Group
Offering access to a private Facebook group can give your visitors a sense of community, and really give them a chance to connect with you.

Coupons
Coupons will offer a discount on any product. What’s nice about coupons is you can cross pollinate your message with complimentary products. In our case, that might be a coupon for a $1 domain, so long as it’s purchased through NicheBuilder.

Phone Consultation
This one works great for business coaches, attorneys, dietitians and consultants of any kind.

It used to blow me away how $400 an hour attorneys would sit and spend 2-3 hours educating me for free. But in hindsight I usually ended up spending forty grand with them throughout the ensuing relationship.

Free Tickets To An Event
This is a great one. One of our close relationships, FortuneBuilders, they offer free tickets to their hotel events where they will educate you on how to flip real estate in your current market. At the event they offer more personalized coaching to move you closer to your goals.

Swipe File
A swipe file is a collected group of email copy, graphics, word documents, screenshots and whatever else a person might put aside for future reference. Marketers may offer this collection of materials in exchange for the email address.

Access to An Online Tool
This might be in the form of a downloadable app, a keyword tool, a domain searcher, a blog name generator, a blog post name generator or any tool that works for your specific niche.

If you were a chiropractor or acupuncturist, you might have a tool that shows a description for the pain in the area where you are feeling it.

A Gated Video Course

This is a nifty little tool. Wistia has developed this into their portal very nicely. You can set how long you want the video to play before the email form pops over. You then need to enter your email to continue with the video.

Access To a Private Blog Post or Content
This is pretty common, it can be very similar to an email course, only the user gets all the information all at once, after they enter their name and email.

As marketers, we’re in the business of Time. I loved the movie In Time with Justin Timberlake. It’s about a time in the future where the only thing that matters is time.

Your business should be structured in a similar format. The only thing that matters is time. Where you can, try and position yourself in the market to save your subscribers time.

Whatever your competitors are doing, simply do it faster for them.

 

The 5 Minute Rule

And speaking of time, can your website visitor consume the lead magnet in 5 minutes or less? This is key. Look at it this way… If you give them a 279-page eBook, while that might be of tremendous value, your new lead will probably feel they need to digest at least some of this mammoth book before moving onto the next step with you. Your ideal lead magnet gives them a valuable piece of the puzzle, but not the entire puzzle. They will be able to complete the puzzle with your first paid product.

Finding Ideas for Lead Magnets

I’m going to give you a really quick hack for finding out what’s getting traction in your niche. http://www.BuzzSumo.com
When you go there, you simply enter your keywords and they will show you what’s getting the most Facebook Shares, Twitter Shares, Pinterest Repins and Google Shares. Simply look at the title and copy and start conjuring your own version. If you need traffic for your offer, why not contact the same people and see if they will share your link as well.

Are you being specific enough?

When you are too vague in your offer, it is difficult to get people to take action. Consider, “How Would You Like to Make More Money Online?” versus… “Make $35 Dollars Online in the Next 24 Hours!” The first one will probably get lost in the

Did you focus on one big thing? Our tests have shown that focusing on one big thing vs. 100 smaller things, gets a higher click through rate.

Even The Button Matters…

It’s important to have optimized CTA (call-to-action) language on your button as well. Give Me The Report! is much better button text than Sign Up Now!

 

Connecting Your Autoresponder

In order to have an effective lead-magnet, you’ll want to have an automated system on the back end, even if you plan on calling every lead and broadcasting sporadically.

This automated system warms them up to working with you.

The first email should thank them for allowing them into their busy life, set some expectation as to how often they will hear from you and deliver the ethical bribe that you offered for their email.

Once you have your landing page built, you will want to connect your autoresponder to that page. That’s done by importing your html form from Aweber, ConstantContact, iContact or MailChimp.

When you do that on NicheBuilder, we will automatically pull the form fields and add them to your landing page for you.

Single vs. Double Opt-in

There are several trains of thought on this. We have tested giving them the material directly after the option on the next page, after the confirmed optin, in the first email, etc.

Your goal should be to create enough of an instant impact with your reader that they give you their best email, without having to trick them into giving it to you. Make sense?

Best Places to Have Your Opt-in Form

Facebook is great for advertising your lead magnets. You can advertise there based on age, male or female, pages they have liked, geographic location and several other parameters.
Sending traffic directly to your blog post is better than sending them to your landing page.

By sending visitors to a blog instead of a squeeze page, all of the ad-nazi’s at Facebook and Google will approve your page.

You won’t seem like such a money-hungry scammer (not that you are)…because you are bringing the user to valuable content, not to a page specifically designed to siphon user information from “their” users.

The reason Facebook and Google are so strict, is because they value the privacy, user data and wallet of “their” users. If they show ads and allow a negative experience into their users lives…that will reflect bad on them. Too much of that, and they are no longer in business.

 

Testing Multiple Lead-Magnets and Adjusting

Having one lead magnet isn’t the end all beat all. You really should have more than one. But this will happen naturally over time. When your first lead magnet starts adding subscribers, you’ll either automatically be receiving feedback from your customers about it, or you can survey them. What you are looking for is the parts that they like most about it.

So for instance, let’s say you gave away a guide to buying musical tickets cheap in NYC. And your product is an affiliate promotion for the various shows. Your customers tell you they were thrilled that they got to see Chicago (the musical) for example.

This data tells you something. Maybe what people are looking for is a way to get to see Chicago for less?

So you can create a new LeadMagnet guide that specifically focuses on the musical Chicago. This might convert better overall as the person visiting your page might be thinking, “sure they have deals, but not for Chicago…”.

 

Easy Setup On Your NicheBuilder Blog

The best advice that I can give new marketers is to simply get it done. Repeat after me…“done is better than perfect”.

When implementing your lead magnet on NicheBuilder it’s as simple as filling out a few small forms, uploading a picture and clicking save. Our goal is to reduce the technical pain when creating online assets such as your blog and lead magnets.

Let’s Get Started

If you aren’t currently hosted with NicheBuilder, now is your chance to take advantage of the number one blog posting for WordPress available on the Internet.
Simply click this link here to get started right now, and we’ll see you on the inside.

Did We Miss Something?

Let’s face it, you are the ultimate critique. Our goal with this article is to provide a sharable, usable and informative resource for Online Marketers, like you.

If you got value from this article, please share and comment below.

If we forgot something, or you feel we got something wrong… please tell us in the comments below.

Here’s Why You Shouldn’t Ask For Sales On The First Date!

Wooing your customer is a complicated and lengthy process. You can’t and shouldn’t do it overnight.

I’m going to be using the example of dating here to show an analogy between customer sales-cycle and the dating to marriage relationship cycle.

When you meet someone, as men, we are often tempted to race for the finish line. To get them into bed as fast as possible.

For purposes of this article, we will use men as the “Marketer” and we’ll use women as the “Customer”.

Ask any woman (or most women) and they will tell you that sleeping with somebody on the first date often ruins the chances of hearing from them ever again.

That is, unless the woman has a higher social status than the man… then…she will probably have just as much trouble getting rid of him as she would any other guy she’s not interested in for the long-term.

But in this article we’re not going to talk exceptions…more in generalities.

The process of acquiring a new customer and selling them products or services is called a sale cycle. As marketers, we’re constantly trying to shorten the sales cycle in a world where the sales cycle is ever lengthening.

This article should probably be called, “Why you shouldn’t propose on the first date”…but that’s a little more obvious, isn’t it?

Plus this headline has more click juice.

The online sales cycle that you take people through is very similar to the courtship of dating.

I’d like to illustrate the analogy between the two using this table…

Waving Hi! >> The PPC or Facebook Ad
Saying Hello >> Email
Casual Conversation >> AutoResponder
Asking for a phone number >> AutoResponder Call to Action
The first phone call >> The VSL or Sales Letter
The date request >> VSL Call to Action
The first date >> The First Sale
The second date >> The Upsell or 2nd Purchase
The 3rd date and sex >> The Core Offer
Dating >> Community
Proposal >> High End Offer VSL
Engagement >> High End Offer Purchase
Marriage >> High End Offer Delivery
Children >> Product Testimonial / Evangelist

So how do you get customers to fall in like with you, to be ready to buy from you? That’s what this is all about, right?

You wouldn’t walk up to someone and say, “Nice to meet you, Let’s get married!”

Aside from some crazy reality TV show, that would be completely awkward and not get you the results you’re looking for.

So what should you do? One by one, let’s break down the sales cycle using the dating analogy.

I’ll tell you in advance I had a little fun with this…

So let’s get into it.

Waving Hi!

The first step in courtship is making contact. When it comes to waving hi, online this is what you would do with Pay-Per-Click Google or Facebook ads.

Your prospect sees the ad and finds it interesting so they click through to see what it’s all about.

Saying Hello

When saying hello, this is the same as asking permission to continue with the conversation.

In marketing, this would be asking for their email. Just like in dating, if the person is not 100% physically attracted or ready for the offer…a small bribe can be used to obtain this permission.

This is called a lead magnet and it will often deliver on the promise of the Google or Facebook ad.

Casual Conversation

Now it’s time for some casual conversation, before you ask for the phone number.

In marketing, this would be the autoresponder or the drip feed emails that go out daily, weekly or on a sporadic basis.

These emails are designed to educate, entertain and demonstrate credibility.

Asking For The Phone Number

Okay, so now some casual conversation has happened… it’s time to go for the number close.

This is when someone (usually the guy) asks for a phone number.

With regard to marketing, this is a call to action either in an email or on your blog… but it usually signals that there’s a sales presentation or product offer on the other side.

Or in the words of Chris rock… Want some d**k?

Again, that’s going to be too direct… but if you’ve seen his act, you were probably thinking it too… and I just wanted to say it.

The First Phone Call

So here it is, the first phone call or in marketing, that would be your first sales presentation.

Up until now you really haven’t had any risk of rejection. What you say or do in that first presentation will determine whether or not the person goes forward or sends you back to loser-ville.

Your job is to put your best foot forward, show them why you are the best solution for their their need, problem or desire.

The Date Request

The date request is you finally asking for something from the other person.

Up until now every move other than them giving you the email has been initiated by you, now you are asking for the for sale.

This is that awkward moment where the date requester says… I’m going to be out with some friends on Friday night… you should come meet up with us, it will be fun.

And then that long awkward pause where are you really don’t know what’s going to happen and what the answer will be.

In marketing, often times people just aren’t ready yet. And really, the word “yet” is key here.

Because let’s face it, meeting someone for a beer is less commitment than breaking out your credit card for a monthly subscription.

Notice how I framed the date request in this case. Instead of saying, “would you like to go to dinner with me?”I crafted the invite to make it almost rejection proof.

First, I demonstrated social proof in that I have friends. Second, I made it light hearted and noncommittal when I said, meet up with us.

Truth be told, when I met my wife I was so busy partying as a single guy in Miami that most of this happened naturally. I was just out and about all the time.

With marketing, you want to do the same thing. You want to make your offer noncommittal without them ever really having a chance to say no. Instead of no, The answer is more like, not now.

If the person does buy from you the first time around, GREAT! But if they don’t, you want to present your offer in such way that the door is always open in the future.

Think about it this way… what if you asked the woman of your dreams out on a date and she said, “I can’t tonight I’m meeting my parents for dinner” and you said, “WELL SCREW YOU THEN!” You wouldn’t do that (hopefully) because that would ruin your chances of a future date.

The same goes for marketing. You aren’t going to call someone a loser or tell them they will never ever succeeded at anything in their life, just because they didn’t buy your product on the first go round.

As someone who has had this happen to him, not so directly, but the emotion was there, it totally ruined my relationship with the person and all I had said was that I wanted to wait for two months before committing to a $15k program with them.

Back to Casual Conversation?

So now, this is where gets a little tricky. You’ve asked for the first date or the first sale… and the person hasn’t responded. Here, you have two choices.

When a new interaction is required, like with dating, you maybe tempted to never contact them again.

But luckily in the marketing world, you can simply let your autoresponder continue to contact them and bring them back to your blog for additional content…all the while getting them more and more ready for the initial purchase.

It’s important here not to simply send them nine emails offering them the exact same thing they said no to.

That would be the equivalent of calling one time per week and saying, “Hi Judy… Ready for that date yet? No, Okay, talk to you next week!”.

Just as that wouldn’t work in the dating scenario, It’s not going to work with marketing either.

It’s very possible that your solution just doesn’t match up with your prospects need.

In the same way you are not going to be the perfect mate for every woman that you meet.

So show them your solution a different light.

Using your list of common problems, use your autoresponder emails to to bring them to your blog where you demonstrate how your solution IS the best solution for their problem.

This may take time or it may never happen.

The same goes for dating… your girlfriend or wife most definitely was not the very first woman you ever talk to.

In marketing, you need to have several prospects in the pipeline at all times.

It’s just the nature of the beast that a few will buy but most won’t.

The Second Date

Now comes the second date or the second sale or the upsell.

Let’s say that this person is now your customer. They have purchased from you once and they like what bought.

Now they want to know what else do you have?

First, it’s key that whatever they’ve purchased from you the first time was of high quality and they came back for more because they liked it.

So the upsell should just be more of what they liked the first time around. Make sense?

When selling a product or service, tests have shown that simply offering more of the same product or service is the best way to upsell.

But there’s a catch… Instead of offering the exact same thing, you offer bulk discount to buy more.

In dating, maybe your first date was an hour over beer or coffee and then a kiss on the cheek good night.

The second date could be tickets to a rock concert that is sure to be a longer more pleasurable experience and will likely end with more than a kiss on the cheek.

The Third Date and S-E-X (Yeah Baby!)

When it comes to the third date, this is you making your core offer… this is usually one of your higher-priced offers that has your most profit in it.

In dating, this is the dinner at the Space Needle or the romantic overnight at Snoqualmie Falls.

Both parties are making a significant investment in the evening. You both know each other by now.

There have been several phone calls and a few dates. Generally your core offer is between $497 and $1497 based on the current economy.

Your customer has already purchased from you on a lower level, say at a $47 one-time purchase and a $27/month subscription.

Now they are ready for the $497-$1497 sale. This will be your whole enchilada.

This is the “send it in the mail” big box that contains everything valuable that you put out to market.

Dating

This is arguably the best part of relationship. Everyone is happy and things are continuing forward as status quo.

Of course like any relationship, there will be problems. These can best be handled by having a community.

In this community, people will actually be able to get support not only from your staff but also from the other members of your program.

Just like dating, this status can go on for years and years without too much variation.

Unless you choose the wrong person…then, this period of time can be an absolute roller coaster both emotionally and physically.

We had a particular customer just recently that used our livechat service more than 70 times in one month and then asked for all of his money back.

That is an example of a bad relationship.

With your online business, you want as few bad relationships as possible.

We’ve had customers that buy everything we offer and never write in for any kind of support…other than to tell us what a great job we’re doing and how thrilled they are they’re finally making money online.

The Proposal, Engagement and Marriage

The proposal, engagement and marriage all kind of go together and are usually wrapped around a high-end offer such as a done for you implementation, specific business consulting, high-end coaching, a mastermind program or other high-priced offers.

Just like in the dating world, this is a delicate process because the stakes are very high.

A high-end offer might be anywhere from $2K to $30K in price. For many, this can be the equivalent of their entire life savings.

Children

Just like the proposal and marriage, having children is another high-stakes venture.

If you currently have children you know that in marketing, the stakes are not as high, but, this is your reputation we are talking about.

If your customer’s happy, they will write you a testimonial and become an evangelist for your product.

Think about when you have really enjoyed a product or service. What do you do?

You tell everybody about it in hopes that they use it too.

It’s important that your customers think highly of you and respect you.

The very best way you can achieve this is to one, deliver on all of your promises.

And two, help them solve their problem be it more money, a better love life, greener vegetables, etc.

Essentially you are bringing them more of whatever they were looking for in their life.

So as you can see, having sex on the first date really gets in the way of creating a long-term relationship, both in business and in the world of relationships.

Now there are people out there that specifically target the quick-turn dollar.

I would sincerely urge you to instead create lasting relationships with your customers.

Here at NicheBuilder, we are happy to help you construct this type of business. Let us know where you are at right now, what’s holding you back and how we can help.

Until next time…stay awesome, keep learning and go forth and be fruitful!

Is Google Showing your Videos for Free?

How to get Google to Show your Videos For Free

With some careful architecting, Youtube videos are still able to rank in Google. See, the Google algorithm gives extra favor to Youtube Videos. Youtube also boasts the most amount of registered users of any social network…and the competition is limited because:

You Need a Video!

But that’s easy because it’s Youtube.

There’s no need to make a “Super Bowl” quality video. Home made videos crush it on Youtube, it’s not so much about the camera…it’s the content…deliver something of value in your video, make sure the audio is good, optimize your video and youtube will help you build a free traffic source

Making useful and entertaining content of the video is up to you. Youtube and its viewers favor Tutorials(like how to videos), Action(sports), and Funny(dog/blooper videos).

Once you have a video that will provide entertainment or inform your niche, it’s time to get your Youtube video to rank and have Google promote your video for Free.

How? By adding your keywords in the right places.

Keywords:

Know your Keywords. You can find your keywords with a keyword tool like Nichebuilder, or Google.

Once you know your keywords, you can reverse engineer some of the ranking videos for free! No special software required.

Just type one of your keywords into google search. See how they are ranking, and what keywords are highlighted in the search results.

Notice where the keywords are on each line of the search results.

youtube_title_explaination

Then, click on the video and look at the description and video.

In the description, also note what they are using for long tail keywords, outbound links and other ranking factors.

Then right click to see the tags or keywords that were added to the video ash shown below.

youtube_view_keyword_tags

Scan through the code to find the <meta name=…> tag.

Now you have your video keywords.

The organic tomato video has:

<meta name=”keywords” content=”tomato, tomato growing help, organic growing, BER, fertilize, beginner, sustainable, organically, gardening, garden, ez, tips, migardener.com, aquaponic, tom…”>

After these fun and informative spy activities, you’ll want to take the intelligence you have gathered and now it’s time to upload and optimize your video.

Prime places for Keywords in Youtube are:

Channel Title
Channel Tags
Video Filename
Video Description
Video Title
Video Tags
Google+ Page(you need one to have a youtube page)

Start with optimizing your channel. Make a niche channel around your subject. Then add your keywords to the channel title, channel url, channel tags, and Channel Art filename.

Then add your keywords to the filename of your video..save before you upload to Youtube!

Then you want your keywords in the first two lines of your description and in the title 2x. The title should have keywords, but no keyword stuffing. You need to entice real viewers to click to get engagement points.

Yotube_video_optimization

Want ways to even boost your rankings further?

Add a subscribe watermark to your videos. When people subscribe to your channel, it sends useful engagement signals to Google’s algorithm tells Google that people are watching your video.

How to Sell High Ticket Items at Higher Volumes

A Marketing Hack to Acquire New Customers in Volume 

Tripwire – Definition:

“A tripwire is a high value, low dollar product to offer your ideal market in order to stimulate an initial transaction.”

Due to increased competition, especially online, initial transactions are more difficult than ever to attain.

Fortunately, seasoned internet marketers have figured out how to apply a widely accepted marketing knowledge to the internet, thereby acquiring customers in droves.

And so can you. 

But first, you need to buy into the concept that it’s easier to sell to your existing customers over someone who hasn’t bought from you.

Here’s why:

Once this customer has a positive buying experience they will be more ready to take the next step, which is a 2nd, 3rd++ transaction.

Deliver a quality, entry level buying experience and make people happy, then your remaining sales process is done with a lot greater ease, less marketing and stress.

To get an a better idea of how a tripwire fits into a sales process, look at this…

Funnel Model

tripwire_funnel_graphic

1. Lead Magnet – This is your welcome gift.  Free Downloads, Guides, Membership, Software/Cloudware, etc. in exchange for contact information.  It attracts and warms leads.

2. Tripwire – You’re first sale.  Designed to Stimulate initial transactions with customers.  Price range $1-$97.  High value item for irresistable price.

3. Core Offer – This is your core product or service.

4. Profit Maximizer – Upsells, additional products for your base and core customers.

5. Return/Retention – Providing value in the form of free information along with new products and services for your existing customers.

So, the tripwire is a key element to initiate downstream sales.

Thanks to the tripwire hack, many marketers have built wildly successful businesses with radically low or FREE customer acquisition costs.

Businesses that leverage the Tripwire concept benefit by:

1. Drastically Reduce CPA – Your customer acquisition costs will be extremely low or free.

2. More Sales and Profit Potential – A much larger pool of warm buyers stimulates additional sales of your core product.

3. More Traffic – You’ll have a popular product in your niche and be able to outbid and outmaneuver competitors for attention in your Niche.

This works especially well with subscription services.  Take for example to Columbia House(Tripwire: $1 CDs)

It’s also used with single purchase products, like Little Ceasars(Tripwire: $5 Pizza).

Pizza and CD’s are valuable items, offered at low costs to acquire customers.

Awesome tripwires!

Losing money is not Crazy…

Because of the revenue generated by the repeat business will pay for the cost of subsidizing $1 CDs and Pizza.

McDonalds does this with their hamburgers, Taco Bell with their Tacos.

These are making a play for instan upsells and long term repeat customers.

McDonald’s Makes their profits on the upsells of fries and cokes.  They $1 burger stimulates the initial transaction.

That’s where companies are finding the edge in today’s competitive market, and it’s a big edge if done right.

Other Examples:

Drill Press Company

Say you sold $7,000 drill presses.   That’s a large transaction for new customers.  What if you sold really nice drill press bits at $17 each to acquire new Drill Press Customers.

Your cost could be $34 on each drill bit, and still make up the loss on your core offer of the drill press.
Tripwires don’t need to be sold at a loss by the way.  Try and leave some margin in there so your leads pay for themselves.

Candle Company

A candle company started sellinging the one thing that all candle maker needs, wicks.  Packs of wicks were sold at a deep discount to acquire customers.

The company sold this at a really low cost compared to the competition.

Soon, many of the candle makers came to this one company for all of their wicks.  Next the company started offering upsells of wax and other supplies along with the wicks.

Since the customers already had a good experience or were already buying wicks, the conversion rates for the upsells of wax and other supplies were great.

You can to leverage the same marketing strategy as the major brands.

 

How To Create your very own Tripwire:

Carve out some Meat- Valuable Piece of Your Product

Like a hamburger or CD, a tripwire can be something popular with your Niche.  It doesn’t have to be a physical product, but something that will really make your customer happy.

You can also use something less exciting, but a critical piece that your Niche buys, like drill bits if you own a drill press.

Another way would be to discount your entire core offer and sell your main product or service at a discount.  Then create an upsell,  for new products for your customers.

Discounting your core offer brings in more customers, which makes a much larger prospect pool for your premium products

Make a New Tripwire Product Based on Market Research

Many businesses will make a new product entirely as a tripwire, and leave their existing core offer intact.

Books, Webinars and trinkets are all sold to as tripwires to stimulate downstream purchases.

Fortunately, there are ways for you to discover what your market will buy as a tripwire.

Do your Spy Work. Here are some places to find tripwire ideas for your market:

Tripwire Research Tools:

Amazon Best Seller List – Here you can see what your Niche is purchasing in the form of books, toys and everything under the sun.  Look for what’s popular and even check the comments of items related to your niche.  Customers will likely be suggesting improvements in the comments, which you can design into your own tripwire.

Buzzsumo – Know the language of your market, the longtail keywords and better yet, viral keywords and topics that your niche views as share-worthy.   Here you can get ideas for books and other material by expanding or refining on a popular, viral blog posts within your niche.

Ebay – See what physical products are popular with your Niche.

Clickbank – A digital product marketplace and a Great place to see other tripwires.  Many vendors have sales funnels and most products are under $100.

Facebook – If you haven’t poked around with facebook’s latest targeting tool, audience insights, you are in for a treat.

Facebook provides oodles of demographics and targeting information based on Page Likes, Activity, Household Data, Purchase Behavior and numerous other demographics.

You can really hone in on your market’s interests and behaviors here.

Google Search – Analyze high ranking competitors sites for tripwire-like products. See what’s already working before you re-invent the wheel.
Search keywords in your niche and then check the ads along with top ranking sites, looking for tripwires to reverse engineer.

 

Tripwire Formats

Books

One great example of a tripwire is a Paperback Book,Ebook, DVD or CD that gives value, and a taste of what your service offers.   These have great stick, exposing your offer to more people.  For instance, if your paperback is on someone’s coffee table, that’s great exposure to other potential customers.

Tripwires like these work with well with a free +shipping offer.   Upon checkout, you receive vital information for your lead:  credit card, email, phone, address etc.

You can recoup the production costs of books in the price of the shipping, but keep the shipping reasonable.

One upsell option on the tripwire is to allow for multiple free items, just pay the additional shipping on each item.  The shipping will cost you less per item and allow you to recoup more of your ad costs.

Cool Gadgets

If you find a physical product, like a toy or toy, your market would find irresistible, you will have a great tripwire.   Discount it deeply.  Buy bulk gadgets at Alibaba.com and others.

$1 -$37 is the price range that have optimum conversions on gadget

Example: Hybeam Flashlight from SurvivalLife.com

Software/Plugins

You can create an app or software that helps your ideal client.  Why not make a useful Android App. for your prospects, charge $1 and then voila, tripwire.

Online training

Create an online educational training for your niche.  You can easily create a paid membership site with a wordpress blog.
Also, consider paid webinars.

Webinars not only work as tripwires, they are great ways to mimic sales conferences and in person meetings.

Folks regularly charge above $100 for these initial webinars, but try going with a lower amount like $17 or $47, as it allows you a great opportunity to learn your market, deliver value and make your offer.

If your income from the webinars matches your advertising costs, you are golden…free leads!   You can also setup these webinars on autopilot, fully automated.

Proper Pricing for Customer Acquisition –  $1, $7, $27, $49, $95

Notice we’ve been in between the $1 and $97…that’s the time tested amounts, to start with at least, that’s optimized to get folks to open up their wallet and make the purchase with you.

You can narrow this down with market research.  Find out what price similar tripwires as yours are selling for. Research your competitors.
When in doubt on tripwire pricing, error on the side of giving a massively good deal.

Having Upsells – Additional Premium Products for Your Core Customers

As your customers move through the funnel, they will likely need and want add ons, premium designs, consulting and more.

The online world is being dominated by these sales funnel models, where string of upsells can look like this:

$27 >> $197  >>> $7500

Image how much more you can spend on acquiring that initial customer for $27, if the end result is a $7500 sale.

That’s the power in sales funnels…you build your pool of customers for free, then offer a path to your premium products and services.

With tripwires, Costs per Acquisition CPA, will plummet.

Reducing the amount spent on initial customer acquisition allows you to spend more on marketing great products to your existing customers.
That’s a win/win.

Not only can you decrease the cost of your marketing efforts, you increase the effectiveness by focusing marketing on your ideal customers, the ones who take the tripwire.

After all, it’s easier to sell to your existing customers.  Make more of them using the tripwire hack.