Amazon FBA Seller Income: The Secrets of Retail Arbitrage and Private Label Sourcing That "They" Don't Want You to Know

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Topics: Product Launches

There's this thing called the Amazon Seller program that I've been using for the past 30 days to make a "side income." As an internet marketer, it's super important to have multiple streams of income...

  • There are only so many people in your niche to buy your products
  • There are only so many people willing to join your monthly program
  • There are only so many people who will use your software
  • Only so many people are the "right fit" for your coaching program and so on...

Let's go mass-market. Amazon Seller is different from their Kindle program (digital books), CreateSpace (physical books), and WAY different than their affiliate program (promote Amazon products for 5%) so let's not get it confused with that...

This is a lot like eBay minus the "auction" and "bidding" part of it. You say I have THIS for sale at THIS price. You can usually just add yourself as a seller on one of their existing products. For example, you have a copy of the Four Hour Work Week around the house (as I had several copies), you list it in New or Used condition with the price you want to sell it for (shipping is added on).

2014-04-14 17.00.41

When it sells, Amazon emails you and says... here is the shipping label to print out, put that item you just sold into a box and mail it.

Heck, the FIRST time we looked into the Amazon Seller program was to sell physical copies of our home study courses. Because technically, you could combine a printed manual and DVD set in a cardboard box, buy your own UPC code for $1.99 and sell a physical product (in a box) of your course as an Amazon product. But let's not get too off-track with the possibilities...

Many people have been able to turn this Amazon Seller method into a full time income (you can scale it to the point where your items sit in Amazon's warehouse and they handle the shipping as things are sold). You can get your own physical products private labeled (outsourced)...

What "They" Tell You

I'm not in the business of trash talking any other internet marketers, but the DANGER is that over the past few months I've seen one marketer tell you to sell supplements using Amazon's program... I wouldn't do this without a quality control process and without a lawyer...

Another marketer claims to make $100,000 per month when I heard around the grapevine he spends $100,000 per month on ads... so he's breaking even in order to get that screenshot to then sell you a course on "how he did it"... not good.

And still another marketer pitched a course showing a so-called "Amazon listing" of a product he had created. A couple problems: one, I searched his company name and product name on Amazon, no results. Another issue is the listing he showed had a 3D DRAWING (computer rendering) of the item that was selling instead of the item that was selling. When was the last time you saw something on Amazon with a cartoon instead of a picture of the real product? You don't. It's against Amazon's rules...

Four Real Ways to Do It

Let's not allow a few dishonest marketers ruin it. There are tons of people making money as Amazon Sellers and you personally deserve to be in that category. The point is there are a couple of marketers who are sharing bad knowledge and let's not let that ruin our day. There are two ways to make money as an Amazon Seller:

  • Retail arbitrage: pick up items with a certain criteria from discount stores (scan using a smartphone app) like Walmart, BigLots, Costco, sell them at a profit from Amazon (add yourself as a seller in an existing Amazon listing)
  • Product sourcing: get your own wine bottle opener, water bottle, LED flashlight, vegetable peeler, muffin making pan, etc. created for pennies and sell on Amazon (create your own Amazon listing of a brand new product)

Those are the two strategies, and there are also two different ways you can ship items on Amazon:

  • Fulfilled by Merchant: you don't send anything directly into Amazon, you just list it as your inventory. When it sells, you print the shipping label yourself and mail out to each customer
  • Fulfilled by Amazon (FBA): you send your items in a big box to Amazon, they sit in Amazon's warehouse and you're done. When a sale comes in, Amazon mails it out themselves using prime shipping

You can do both... have some of your inventory on-hand and more in Amazon's warehouse. The point is there are four ways total:

  • Retail arbitrage + fulfilled by merchant: Great if you want to try this thing out, find a used book around the house, price it at a penny, make a dollar or two profit from shipping
  • Retail arbitrage + fulfilled by Amazon: My preferred way to do it, pick up a ton of SPECIFIC items from discount stores (like 20 water bottles that showed to have a HUGE seller ranking plus a huge profit margin), mail them all to Amazon in a box so I don't have to print 20 different shipping labels when those items sell
  • Product sourcing + fulfilled by merchant: you could get, for example, a whistle or jump rope or foam roller made... have them ship samples directly to you, or even get that first shipment of 100 or 500 right to you. When the orders come in, YOU label and package and mail these items out so you don't have to wait 1 week period for Amazon to process your inventory
  • Product sourcing + fulfilled by Amazon: this is where the big bucks are made. Have your product sourcer ship your items directly to Amazon's warehouse (this is the method Lance used in our Dropship CEO course while I was playing around with retail arbitrage)

Lance and I have a course where we show us doing this called Dropship CEO, and to my knowledge (I don't look TOO closely at competitors) -- NO ONE combines both. Retrail arbitrage to get started, then product sourcing to ramp it up and scale.

SOLUTION: Start With Retail Arbitrage, Then Add Product Sourcing

What also surprised me is that several of the students inside that course realized they wanted to stop for a while and focus just on retail arbitrage... build that up and then switch over to product sourcing once they became tired of it. I think that's a WAY better way to get started than jumping right into the product sourcing part of it.

And not to toot my own horn, but Dropship CEO course (showing BOTH retail arbitrage and product soucing with Amazon) is available to you instantly, right now. No 8 or 10 weeks of drip fed content, no theory, no padding. I want you to get started on this FAST instead of waiting a couple of months to make your first dollar (which would be the case if it was drip-fed).

Does Amazon take a small fee out of every item you sell? Of course. But so would eBay or PayPal. That's called the cost of doing business.

Paid Amazon Ads: Huge Goldmine

There are also lots of hidden Amazon Seller opportunities "the others" skipped over for some reason. For example, Amazon has a paid advertising network that's better for marketers than Google or Facebook. The very first day we advertised on it, Lance sent me a screenshot that showed 3 dollars profit for every 1 dollar spent.

I've ramped up my retail arbitrage too. I literally do it in 1 hour per week. I rush in while I'm already out and usually on my way home from something else, I load up the cart and usually buy out the store's inventory of that item. I tell the cashier not to bother bagging my items, just scan and go. I load up a shipping box (re-used from previous Amazon purchases) and I even tell UPS to come by and pick up the full boxes from me. No more trips to the post office.

Let's not get bogged down on technical details or get ourselves confused here.

Amazon is a great way for anyone to make money. Whether you're looking for a side income, replacement income, or you want your kid to pay for their own college education (as Lance is doing with his daughter). Someone in your house should be doing this and I want to show you how inside our Dropship CEO Amazon course, so click right now.

CLICK HERE to Claim Your Amazon Seller Training

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028: Copycat Marketing: It's How Business is Done

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Topics: Podcast

Listen to the latest episode of the Robert Plank Show called "Copycat Marketing: It's How Business Is Done" -- I think it will help you if you've ever been stuck for creativity in your online business OR if you feel you've ever been copied... you'll also discover:

  • Why ideas are "memetic" and how you are guilty
  • How to shift your thinking into an abundance mindset and what it means to "already have stolen the TV"
  • The difference between mechanics and secret sauce copycats (when not to get offended)
  • How to be ready for it (because it's happened before and will happen to you in the future)

"Copycat Marketing" FREE Report

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Question for You Today: Where exactly is that "line" between ripping something off and modeling it?

I'd love your short (or long) opinion in the comments below... so go ahead and leave a quick one right now.

Please comment.

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027: Productivity and Time Management (The Secrets to Following Through and Getting Everything Done)

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Topics: Podcast, Productivity

Check out the latest podcast episode to discover the seven secrets to getting it all done:

  1. Proper motivation
  2. Stability versus maintenance mode
  3. Let your neuroses and unhappiness work FOR you
  4. Declutter
  5. Avoid putting the horse before the cart
  6. Acting versus reacting
  7. Fear of completion & success

By checking out today's training right now you'll also discover:

  • How to avoid the trap of "having balls in the air" or "putting out fires"
  • The easiest way to ensure you'll finish what you start
  • How to avoid self-sabotage and actually enjoy everything you do
  • Simplify your life while putting in less hours and getting more done at the same time
  • And more!

"Productivity and Time Management" FREE Report

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So go ahead, click that play button and please listen to the Robert Plank Show below and answer me this one question...

Out of the 7 "secrets to getting it all done" (the numbered list above) which one resonated with you the most and when will you start implementing it?

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026: How to Create Direct Response Sales Letters in Minutes Using Paper Template

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Topics: Podcast

If you too want to discover how to easily turn words into cash, make money out of thin air, and create wealth anytime you want just by setting up a simple one-page website, then this will be the most important podcast you'll ever hear... topics covered:

  • The most important "four step formula" you'll ever need to know to create ANY web page (to get people to do what you want)
  • Robert Plank's 7-part copywriting formula to get in done in SECONDS every time
  • The exact tool you'll use to "point and click" your way to success and online sales

"Create Direct Response Sales Letters" FREE Report

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Click the "play" button and be sure to leave a question or comment (3 sentences or less) relating to today's show... show me your direct response sales letter, ask me a question or share a tip about copywriting or about the Paper Template... do it now below...

Ideas anyone?

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025: How to Make Your First 1000 Dollars Online

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Topics: Podcast

Whether you haven't made your first dollar online yet OR you just want an extra boost for holiday money, pay off that vacation, end the year big and strong or hit the ground running for the beginning of next year, you're going to want to tune in and turn on to today's exciting, action-packed, and riveting program... topics covered:

  1. Offline Marketing (the fastest way to generate a few thousand bucks)
  2. Freelancing (often overlooked but easy and fun)
  3. Local Businesses (just 10 of these equals a full-time income with zero upkeep)
  4. Affiliate Marketing (this still works)
  5. Information Products (long term and scalable)

"How to Make Your First 1000 Dollars Online" FREE Report

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Recommended Podcasts in Today's Show:

Be sure to listen to the podcast and leave your questions and comments below this post right now. Here are some ideas for you:

  • Option #1: how YOU earned your first $1000 online (tell me your quick story)
  • Option #2: which of these methods did you like the best
  • Option #3: which of these methods do you think you might use?

By the way, if you want to make this how you did (or want to) generate your first $1 or $1 million, or you don't even want to give me the amount, that works too. Just give me your quick 1-2 sentence micro-story in the comments.

What about you? What do you think?

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End of Comments on the Robert Plank Blog?

31 Comments: Leave a Comment or Question

Topics: Question

We're coming out with a brand new podcast episode next weekend called, "How to Make Your First 1000 Dollars Online"... and I want to share it with you but I need something from you first...

We are also coming up on the 5th anniversary of this site. I remember starting it thinking two things:

  1. I had already missed the "blogging gold rush" of 2005 (yeah right)
  2. If I post what I have to say on someone else's message board, won't that get more traffic, comments, and make me more money?
  3. I'm going to limit the number of comments on each post to 10 comments only (which was a lot of fun)

I think it's far better to own and have a blog that you not only have FULL CONTROL over but is also PERMANENT... who's going to go digging around on your Facebook timeline to find what you posted a year ago, or who's going to scroll back to page 197 of that message board to find what you said last month?

It's my site, so I can do whatever I want, but I want to know what you think about closing comments on this blog?

Every time I make a post I stress about how I'm going to get 20, 50, 100 people to leave a comment -- and today I suddenly thought, maybe I should leave it closed and not worry about it?

Should I permanently disable the ability for you or anyone else to leave comments here? Yes or no? I want to know your thoughts and opinions in a comment below... it may be the last time!

(No, I won't switch over to a Disqus or Facebook comment system. And no, this isn't a marketing ploy of any kind, I'm seriously considering it.)

Looking forward to hearing your thoughts below...

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7 Keys to Residual Income (free report)

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Topics: Membership Sites

Today's training is so important that I'm giving it to you in PDF report format and I want you to print it out with your printer (yes, really) and send me a picture of it printed out sitting on your desk. (SERIOUSLY!)

Click to Download and Open:
"7 Keys to Residual Income" Free Report

Check out that report to discover how to save 70% off of our upcoming membership plugin, AND while you're at it, register for our upcoming free training on Wednesday, December 4th:

Register For December 4th 2013 2PM EST:
(Instant Passive Recurring Income)
How to Create an Automated Money Site in Just a Few Clicks

Just to recap: grab the report, then register for the webinar, then check out the instructions in that report very carefully to discover how to save your 70% coming up. We'll talk again very soon!

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The Three Biggest Breakthroughs That Are About to Change Your Online Business Forever: 80/20, 95/5/1, and 2/50/33

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Topics: Productivity

In our online business, I can think of quite a few "duh" moments where as soon as I discovered them... everything changed. My level of income, the things that were and weren't important,

  • Just the fact that I could charge $997 for a course
  • The fact that I could launch a course that didn't need 100% live training sessions
  • The fact that I could re-market old courses
  • The fact that I could re-market using old recorded webinar pitches (and sometimes make more money from those launches)

And anytime I deal with anyone starting out for the first time online I hear the same series of questions...

  • What's the best time of day to mail?
  • How often should I mail my list?
  • What's the best price point?
  • What's a good open rate, click rate, conversion rate once I mail?
  • What should I price my upsell at?

And the ONLY correct answer to these questions: I DON'T KNOW!
(The answer is NOT "you should test that...")

I simply don't have enough information about you and your business. What's even worse, I quickly realized most people were ASKING THE WRONG QUESTIONS. Let me see your product so we can figure out what to price... oh you don't have one. How often do you mail your list already... not at all...

It's okay, it's fixable, let's just ask the RIGHT questions.

Look, you're asking around about the best day to mail and the "best split test results" because that's what you view as the fun stuff. Creating an OPTIN PAGE? Yuck... writing an INFORMATION PRODUCT? How many months is that going to cut out of my life? A 30-day AUTORESPONDER FOLLOWUP SEQUENCE? Excuse me for a second while I flip over to Twitter to re-tweet some stuff...

80/20 Rule: "The Base" vs. "The Tricks"

Have you heard of this thing called the 80/20 rule? It shows up everywhere in life. It basically means that there are a couple of things you should focus on, and a lot more things you need to cut out of your life...

80% of your results come from 20% of your effort, and the remaining 20% of your results come from 80% of your effort.

Let's say that over a 2 or 3 day period, you finished 10 tasks, some money-making and some not money-making. You ran a pitch webinar for your product, recorded some membership content, wrote an article, marketed on Facebook, checked email, posted on forums, contacted some potential joint venture partners, outlined a new product, responded to customer support issues and fixed a problem in your WordPress setup...

Were all those things necessary? I guess... BUT... it is possible that out of those eight items I listed, there were probably JUST TWO that made most of your money. Out of that list, there were probably JUST TWO things that made you the most money. TWO THINGS that you enjoyed doing, that you did quickly so it was the best use of your time. The remaining EIGHT items? You probably could have automated, outsourced, delayed, or ignored them. Were they a waste? No, but they weren't the best use of your time.

What's my point? Look at your business in two parts:

THE BASE. These are the fundamentals you literally hear everyone talking about. Have a sales letter, payment button, and download page or membership site. Have a blog with articles and drip content. An optin page giving away an ethical bribe with a follow-up sequence getting people to buy.

THE TRICKS. Run this split test, add this special graphic next to your buy button. Place this exit popup downsell. Post content on this social bookmarking site. Run a special paid ad on this site in this way. Make sure your buttons are drawn up in this special color.

For some reason, most people ignore "the base" because they hear about it so much, it's such common knowledge, that it's not new and exciting, therefore it must not be important. Gurus have created 100 pages and they've forgotten how important they are, and newbies have heard about optin pages 100 times (without creating one, or it took a month and I don't want to go through that ordeal again) so even though I hear it all the time, I'm used to hear it and I won't listen...

But the cruel joke is: setting up "the base" only takes 20% of your time, energy and effort, and is responsible for 80% of your income, I guarantee it! Does that mean "the tricks" are unimportant? Of course not, but it's all about diminishing returns. "The tricks" are still important, but they are those unimportant tasks we talked about. The tricks take 80% of your time, energy and effort, but are only responsible for 20% of your income.

Newbies get excited about the tricks because they see it as a way to skip the "outdated stuff" like optin pages or sales letters and take advantage of this hot new traffic source which is really "here today, gone tomorrow."

Gurus get excited about tricks because making THIS change to their optin page and THAT change to their sales letter and tracking THOSE sales meant the difference between a $1 million business this year and a $1.1 million business this year. Of course it's exciting to share how these Ten Changes, or Ten Minutes of Work, boosted this business by $100,000... but those TRICKS are useless without the BASE. And once you have the BASE, the TRICKS are so much better.

Marketing By The Numbers: Clickthrus and Attendance

I know, the "base" doesn't sound sexy and the "tricks" sound too dangerous. You don't want to admit that you need the base, because you're not a newbie and you don't want to seem dumb in front of your friends. But here are a few "average" numbers you can somewhat expect:

  1. If you have a very simple optin page with a headline, three bullet points, and a call to action... plus your optin bribe is cool enough and relevant enough for your traffic, expect a 50% optin rate, and a 1% daily attrition rate (bounces and unsubscribes)
  2. The emails you send "should" get a 2% clickthru rate, which should keep its effectiveness every day for a week, so if you email the same offer once a day for 5 days, expect a 10% clickthru rate of your entire list – provided your emails are interesting enough for people to click and open
  3. You should expect around $1 EPC if you're mailing to a decent sales letter that's an appropriate match for your audience – niche, skill level and price point – that means if you have a $100 offer, expect a 1% conversion, $50 offer, 2% conversion, $7 offer, 14% conversion
  4. On webinars you can expect about a 50% registration rate, 33% attendance rate (out of total registrations only), and a $20 to $100 EPC on the webinar (although that last number is SUPER unpredictable)
  5. You can expect about $1 per subscriber per month if you're marketing to your list (this number kept showing up everywhere for me during my early days of email marketing)

These are all rough estimates, and things might change for you, but once you know these basic numbers, life gets a lot easier. For example...

Let's say you've built your list up to 1000 subscribers, not huge but somewhat respectable (whether you're a newbie or non-newbie) if you've just made list building your priority.

Mail for the same offer for 5 days, you'll get 20 clicks each day for a total of 100 clicks...

With 100 clicks, you can count on about $100 from this promotion...

Because I gave you that "dollar per month" guideline, you can easily tell that even if you run four promotions like this per month, you're only making about $400 so there's more juice you can pull out of your list...

BUT THAT'S FINE! You have "the base" in place which only took a couple of days (product, sales letter, optin page) and now you can add "the tricks" to increase your income...

Add in an upsell to boost it to $600 or so, a coaching or recurring option, a done-for-you option, $1000 is easily within reach NOW THAT YOU'VE FIRST HIT THAT INITIAL MILESTONE of 400 dollars.

And think about a scenario like this...

  • Instead of going for the traditional "send some emails" approach, you schedule a 1-hour pitch webinar and mail for it – 100 clicks over 5 days
  • 50% or 50 people register for that webinar
  • 33% or 16 people actually attend the webinar

Most marketers (the ones who don't know what to expect) would be super bummed out that only 16 people showed up, webinars don't work and why the heck did I think this internet marketing thing was a good idea anyway? Only 1.6% of my list even attended?

Yeah but, it's not unusual at all to convert 10 out of those 16 on a live webinar at $97, and now you've made $1000 bucks from one hour of your time (plus you have a recording) so you've potentially earned $2000 from that list of 1000.

These are all examples, and who knows what you'll experience based on your niche, audience, offer, and marketing, but you get the idea. The "base" and the "tricks" can't exist without the other. PLUS, one isn't better than the other, they're just DIFFERENT!

The "base" got you from $0 to $400. The "tricks" got you from $400 to $2000. Without the base you wouldn't have any money to improve with tricks, without the tricks you wouldn't be able to progress past the $400 mark and achieve your true potential with that list of subscribers. Without the tricks, you probably wouldn't be able to build that list of 1000 to 2000 or 5000 or 10,000 or more.

The 95/5/1 Rule

I've found that the 80/20 rule just doesn't cut it when marketing to an email list, since so many of your subscribers won't buy, will only buy low ticket or will simply be one-time purchasers, no matter what you do.

But that's okay, IT'S A NUMBERS GAME! Here's what I've noticed over the years looking back at my email list subscribers:

  • The top 1% become your coaching clients
  • The top 5% become your recurring and high ticket buyers
  • The remaining 95% are your low-ticket buyers and non-buyers

Let me explain. Let's say that you build that list up to 10,000 subscribers. Still not huge, still not close to my list size BUT we're now talking about decent and respectable numbers.

Let's assume that along the way you've setup a couple of products. A free product, a $7 product, a $97 product, a $997 product, and a $27/month product...

100 of those subscribers will literally buy everything you put out. It doesn't matter if it's $7 or $97. They'll actually USE your tools, template, software and training. They'll actually ASK QUESTIONS during your Q&A calls if you have them.

Here's where a lot of marketers mess up. They take the 80/20 rule to the extreme, examine their business, decide to take their low-end products off the market and focus entirely on coaching. Those 100 people at the top.

Maybe the $27/month plan is all that's left standing! And then inevitably as some of the coaching students drop off (which is just what happens on the internet), they don't replenish that top 1% with new people, and find themselves doing the same "time-for-dollars" work but putting in the same amount of time for less and less dollars. Attrition!

The lesson here is that it's important to have products on all price points so you can keep people coming in the funnel and walk them up. Get them used to you at $7 or $97 and then get them to buy the high ticket or recurring programs. Don't be a price snob and only charge $997 and up, but don't wimp out and refuse to go above $7 as a price point.

Now, the top 5%... with a 10K list we're talking about 50 people you can count on to buy high ticket $497 and $997 items, join $27/month and $97/month continuity programs (once again, DEPENDING ON YOUR OFFER AND HOW IT MATCHES TO THEM) but not necessarily interact.

This group won't buy EVERYTHING you put out, so you have to make a compelling argument and actually listen to the problems, struggles and frustrations of your marketplace, create a real sales letter dissolving their objections, market it more than once and package a really good offer together.

This group is the reason to have high ticket (single payment or payment plan) membership sites, not necessarily "monthly forever" continuity. If your highest priced product is $100 bucks, and you have 50 "high ticket" buyers, that’s a nice $5000. But if your high price point is $1000, that's a $50,000 payday you just made instead.

The remaining 95% is still worthwhile for a number of reasons:

  • They will still help you adjust your launches and your offers
  • Some of the 95% will graduate into the top 5%
  • Low ticket items can still add up to a nice healthy chunk of your monthly income

In the same way you can't have the "base" without the "tricks" ... you can't have high ticket without low ticket and vice versa. If you only had high ticket offers, you'd still need to build that list and the best list to build is a list of buyers. If you only had low ticket offers then you wouldn't be giving your top 1% and your top 5% the chance to buy your best stuff.

Here's the best thing about the internet. It doesn't cost you anything to create these extra products or keep them online, so pull out a piece of your high ticket offer or recurring program and put them on the marketplace as low-ticket items with upsells into "the bigger courses."

Can you please go into the comments now and tell me... what was a "big breakthrough" or turning point, revelation, sudden moment you had where everything changed for you and your business?

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024: How to Backup, Clone and Protect Your WordPress Sites Using Backup Creator

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Topics: Podcast

Check out today's podcast to discover the must-have tool you need to have in your business to backup, clone and protect all your websites using just one plugin called Backup Creator...

Listen inside today's show to discover:

  • How to adjust your mindset to finish what you start (warning: the two questions I ask at the beginning may shock or offend you)
  • How to make websites fast
  • Why you'll save weeks of time with a rollback and staging area
  • How to make money setting up websites for offline businesses (in seconds) and generate instant cash flipping your sites (virtual real estate)
  • And more

"Backup, Clone & Protect Your WordPress Sites" FREE Report

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Check out today's episode right now by clicking the "play" button below...

Question for you below: Do you use Backup Creator? Or a backup and cloning tool? What's your best tip or small piece of advice for someone managing or building websites?

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Income Multiplier: Plug In Each of These Four Breakthrough Strategies to Make More Sales to the Middle 80 Percent of Your Subscribers

25 Comments: Leave a Comment or Question

Topics: Copywriting

There are four very simple tweaks that you need to make in the way you present your products and webinars if you haven't applied these already...

Look, let's think for a second about the "top 10 percent" of your subscriber list. They're going to buy everything you put out. It doesn't matter if you do a bad job of explaining it, or you don't promote it very often, even the price point doesn't matter THAT MUCH -- they're buying, mostly because they have the budget, they're the perfect fit for your products... and SOMEWHAT because of you and your personality. They trust you.

Then there's the "bottom 10 percent" of your list. I hate to use such derogatory terms but let's just say this is the crowd that either can't afford your product, doesn't want your product. They're never going to buy no matter what you do. Once again, I hope that doesn't offend anyone but there is a minority of people on your list who will NEVER buy anything from you in a million years.

That's fine. But the bulk of our subscribers are that middle 80 percent, the ones who buy sometimes but not always, THEY are the reason you run things like webinars.

Or add time based scarcity to "push them over the edge", mail a few more times, test and tweak headlines on your sales letter.

Heck, do you know why webinars are so important to the business that Lance and I run? Because most people don't click on an email under the 2nd or 3rd one... and if it's a sales letter or a training video, they might read half or watch half, and ALMOST buy... but not quite.

Why doesn't that middle 80% want to buy from you?

It's not about the price. Most people can scrape together a few hundred or a few thousand bucks if something's that important. People have credit cards.

After careful observation of the people on our webinars and on my list... the #1 reason people don't buy is because... wait for it... they're afraid of change AND on some deep level, they know they won't take action on what they buy.

Here's what you can do about that:

Multiplier #1: Add Something to Your Offer to Make It "Too Good to Pass Up"

Most marketers are lazy and can't think of anything other than reduce the price or add a deadline. Or even worse, a "crazy guarantee" (that's all been done to death and is nothing special)...

What if you partnered with some other business in your niche and arranged things so that if someone buys your product, they get someone else's product for free? Or you hired a programmer to whip up some kind of software or must-have tool to make it easier for someone to apply your training?

You could throw in a done-for-you or 1-on-1 call as a bonus, and if you get too bogged down with fulfilling it, remove it in the future.

Multiplier #2: Align and Sympathize with Their Problem

We're dealing with a tricky situation here. The problems that most people have... whether we're talking about lack of money, too much weight, general unhappiness, is the result of some underlying psychological issue.

Even worse: you can't explain to this 80% what their problem is, why they have this problem or how to solve it. They don't want to hear it! Either they agree with you, and they have to admit they've been doing things the wrong way, and now they're a victim OR you're insulting them.

More likely: they'll aggressively DENY they have this underlying psychological problem, they might not even want to admit it to themselves, and now you're really losing credibility.

If there's one common thread I've seen when it comes to copywriting, pitching, psychology, or even mindset and self-help it's this... if you've got a selling argument to make, you'll lose people if you flat out tell them they're wrong or that things need to change.

How about this... what if you turned it around on yourself and instead of telling people why THEY are dieting wrong or making money online in the wrong way... you shared the mistakes YOU made when trying to get a handle on your mindset, when you were trying to lose weight, when you personally were trying to make money online?

Be careful though... if all you do is tell me how much you suck, why am I going to listen to you? That's why you tell a "before-and-after" story. I was just like you and I had this, this, and this problem. I did that, that, and that didn't work. Can you relate? That's when I discovered... this big breakthrough. And do what I say here to get my same results.

Multiplier #3: Actually Market Consistently (Most Marketers Don't)

Speaking of big breakthroughs... the most obvious way to make more money online is the thing most marketers either don't think to do, or they're aware of it and they are simply too afraid to do it.

Send some more emails to your subscribers. Mail to the same sales letter, webinar replay, webinar registration every day for a week. It works!

Even if you came out with a product months ago or last year, and it's still online, isn't it true that you still have access to people that want it, but haven't bought? That middle 80 percent!

Multiplier #4: Break-In New Material to See What REALLY Triggers Them to Buy

A few things happen when you market consistently. One is that you'll get bored of your presentations and feel the need to "mix things up."

A few examples. After presenting Backup Creator a few times, I realized that what really lit our audience up on a webinar wasn't showing us backing a site up, blowing the site away and restoring... but cloning a site for an offline business. So why run a really involved pitch webinar with all these case studies when I can center it around explaining Backup Creator and then using it in this scenario?

Have you heard of Paper Template, our WordPress plugin that allows you to run WordPress as a sales letter? I "could have" tried to compare myself to other WordPress themes, I could have shown how to make an optin page and a sales letter...

But what really seemed to perk people up was creating a FUNNEL. Here's an optin bribe, here's a point and click sales letter, here's a download page, all working together.

It's like being a comedian who has lots of "jokes" and tests them out on the road to see what works well and what doesn't.

At the end of the day, we all really need to sharpen our axes and see if we can make more sales by testing out that new material and seeing what they really want... for example...

  • They don't care about how hard you worked or how much stuff you have inside your membership site
  • They don't want to learn, read, or watch... but they do want to "discover" or get this result instantly delivered to them
  • They don't REALLY want to make all that money or lose all that weight so much as they want to be able to show their spouse or they brother in law how wrong they were to doubt them!

You need to keep these four breakthroughs in mind if you want to make more money this week and this month:

Multiplier #1: Add Something to Your Offer to Make It "Too Good to Pass Up"

Multiplier #2: Align and Sympathize with Their Problem

Multiplier #3: Actually Market Consistently (Most Marketers Don't)

Multiplier #4: Break-In New Material to See What REALLY Triggers Them to Buy

Which was your favorite? Are you using some or all four of these multiplier? Which do you need to do more? Please leave a quick comment below telling me.

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