It’s Not that Internet Marketing Doesn’t Work; It’s that Your Systems Don't!
It’s Not that Internet Marketing Doesn’t Work; It’s that Your Systems Don't!
There is the impulse buyer looking for the next get-rich-quick program or the product that makes outlandish promises; a product that miraculously solves some type of physical ailment whether it be weight, romantic challenges, or money problems. Face it, most of these promises are empty and yet, people do buy this garbage and the empty promises. There is a huge market for it.
The other type of buyer is someone seeking professional services from a reputable business or person.
Interestingly, credible Internet marketers often offer solutions for the very same problems as the quick fix sellers and yet, how they do it is very, very different.
The reality is if you are going to use the Internet to establish market share it can take months, even years, to gain your customer’s complete trust.
Recently, I received an email from a customer that supported this fact. Her message was not unlike others I have received. At some point she signed up for one of my complimentary resources such as an Ezine, tips list, or report. After a period of time (in this case three years) she felt I had given enough value and established enough credibility to make an initial purchase from me.
What she purchased was not a small ticket item so the “sales cycle” was longer than if it had been a $20 or $30 purchase. In most cases, the lower the price the faster the decision to buy.
This got me to thinking of my own buying habits. Recently, I bought a high-ticket information product (over $1,000) from another Internet marketing expert. Some of the very same decision making processes my buyers go through were what I went through when I made the investment.
1. I have been on her list for several years.
2. I got on her list by way of a free offer – a report. The report was so valuable I stayed on her list.
3. I consistently receive high-value correspondence since first getting on her distribution list
4. She has been very conscientious about offering quality information regardless of whether it is free or costs. This has established her credibility. . (The mistake many wanna be Internet marketers make is they lack high value in their free offers. For some reason they think if it’s free they can cut corners. Big mistake)
5. I purchased a lower ticket item at some point and my experience was stellar which positioned me as a likely buyer of other products from this expert.
Because she has been consistent in how she markets, her systems are solidly in place, and she established a level of trust with me (the buyer), when it came time to buy a high priced item that I not only needed, but also wanted, I was very comfortable making the purchase.
Over the years, I have had conversations with lots of people about their frustration about how hard it is for them to sell via the Internet. Their frustration stems from the fact they sent out one message, put a product up on their site to sell, or made a blog posting and the flood gates of sales didn't miraculously open up.
Rather than looking at their part in why they are not selling they blame the market, the economy or the fact that you just can’t make money selling on the Internet.
I've got news for anyone who thinks sales are going to happen with one contact with their market...IT AIN'T GONNA HAPPEN.
The fact is the process of selling a product or service online is just that, a process. Part of the process is keeping in touch.
Before you can keep in touch, you need to build a database. Before you build a database you have to give people a reason to leave you their contact information whether it be with an Ezine, weekly tips, articles of interest, a report, a white paper or a teleseminar.
Once you have someone in your database you must continually create value and trust. This doesn’t happen with one article, one tip, or one short message. It will happen when it becomes your way of doing business. Simple as that.
Its Not that Internet Marketing Doesnt Work Its that Your Systems Dont - To learn more about this author, visit Kathleen Gage's Website.
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Using the Internet as part of your marketing mix can bring with it interesting challenges; a primary one being the amount of competition for the reader’s attention. For the sake of this article I want to talk about two primary types of Internet buyers.
There is the impulse buyer looking for the next get-rich-quick program or the product that makes outlandish promises; a product that miraculously solves some type of physical ailment whether it be weight, romantic challenges, or money problems. Face it, most of these promises are empty and yet, people do buy this garbage and the empty promises. There is a huge market for it.
The other type of buyer is someone seeking professional services from a reputable business or person.
Interestingly, credible Internet marketers often offer solutions for the very same problems as the quick fix sellers and yet, how they do it is very, very different.
The reality is if you are going to use the Internet to establish market share it can take months, even years, to gain your customer’s complete trust.
Recently, I received an email from a customer that supported this fact. Her message was not unlike others I have received. At some point she signed up for one of my complimentary resources such as an Ezine, tips list, or report. After a period of time (in this case three years) she felt I had given enough value and established enough credibility to make an initial purchase from me.
What she purchased was not a small ticket item so the “sales cycle” was longer than if it had been a $20 or $30 purchase. In most cases, the lower the price the faster the decision to buy.
This got me to thinking of my own buying habits. Recently, I bought a high-ticket information product (over $1,000) from another Internet marketing expert. Some of the very same decision making processes my buyers go through were what I went through when I made the investment.
1. I have been on her list for several years.
2. I got on her list by way of a free offer – a report. The report was so valuable I stayed on her list.
3. I consistently receive high-value correspondence since first getting on her distribution list
4. She has been very conscientious about offering quality information regardless of whether it is free or costs. This has established her credibility. . (The mistake many wanna be Internet marketers make is they lack high value in their free offers. For some reason they think if it’s free they can cut corners. Big mistake)
5. I purchased a lower ticket item at some point and my experience was stellar which positioned me as a likely buyer of other products from this expert.
Because she has been consistent in how she markets, her systems are solidly in place, and she established a level of trust with me (the buyer), when it came time to buy a high priced item that I not only needed, but also wanted, I was very comfortable making the purchase.
Over the years, I have had conversations with lots of people about their frustration about how hard it is for them to sell via the Internet. Their frustration stems from the fact they sent out one message, put a product up on their site to sell, or made a blog posting and the flood gates of sales didn't miraculously open up.
Rather than looking at their part in why they are not selling they blame the market, the economy or the fact that you just can’t make money selling on the Internet.
I've got news for anyone who thinks sales are going to happen with one contact with their market...IT AIN'T GONNA HAPPEN.
The fact is the process of selling a product or service online is just that, a process. Part of the process is keeping in touch.
Before you can keep in touch, you need to build a database. Before you build a database you have to give people a reason to leave you their contact information whether it be with an Ezine, weekly tips, articles of interest, a report, a white paper or a teleseminar.
Once you have someone in your database you must continually create value and trust. This doesn’t happen with one article, one tip, or one short message. It will happen when it becomes your way of doing business. Simple as that.
Its Not that Internet Marketing Doesnt Work Its that Your Systems Dont - To learn more about this author, visit Kathleen Gage's Website.
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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