How To Sell Your Digital Products Online
How To Sell
The reason most fail is because they are not focused on sales at all. I mean, less than 10% of their time is spent on sales. It should be the other away around and 90% of your time should be on sales.
Listen, there's just no way around this. Either you, or a partner, better be focused on sales or it will not happen for you.
I've seen plenty of newbies run special offers or figure out a way to earn money from forums, and it was because they created an offer and focused on sales.
Now, those guys spend 90% of their time crafting the copywriting for these special offers... recruiting affiliates to promote their forum launches... and crafting their emails to promote this forum launch.
90% of their time is put into the contest for the Warrior Special Offer..., JVZoo, WarriorPlus, ClickBank etc. the sales page... the recruiting of affiliates... the back end offers... the sales funnel... the backend offer (sales offers)... and so on.
10% of their time is spent on the product, or customer service, or whatever else. See? They are focused on sales. That is their primary aim.
They do a launch and make thousands of dollars and then do the next launch... then the next launch... and at the end of 12 months, some of them average a launch a month!
Listen, there's no way these guys are that smart and that good that they have 12 different “latest and greatest” products since sliced bread. Even though, every one of these offers seems like a “need” or a must have, they are all based on perception and value.
This is why you see people go from newbies to six figure earners virtually overnight. They focused on sales, sales, sales!
Even outside this group, every other six figure marketer alive did the same thing. Every six figure marketer focused on sales to get there. They pound out offer after offer, but they are focused on sales. This is how sell online.
The reason they do offer after offer is because the market wants the new thing, the latest thing... and so they meet the need... err... want.
Focus on sales.
Secret: When I first started selling online, I actually sold stuff before I ever even had a product to give them. Yes, I'd create a sales page and put a PayPal buy button on the sales page and drive traffic to it, before I even had an ebook or product or anything.
People would buy and I'd have a page saying “coming soon”.
I'd sell the thing first before I would create it. I wanted to see if I could sell it first. Why should I create a product if the thing is not going to sell well?
I'm not telling you to do this. I did not know any better then. Sure, I gave people lots of refunds because there was no product, but I also came up with yet another quick way to satisfy them.
I'd go to article directories and copy and paste articles, including the resource box, into a document. I'd save it as a PDF and then give them that after they bought. Problem solved. I could then sell first and make better later.
I was focused on sales!
This is how to sell online or how I started anyway.
By the way, I had many people thank me for those “article” products. They'd thank me for the resources and links. Some even said they found much more value in my product than many books they've purchased on the subject at book stores.
The reason is people like to buy. They want to spend their money on what they “want”. I merely sell them what they want. They love that buying emotion. It feels good to buy. This is why my wife buys tons of shoes and handbags. She said it feels good to buy that stuff.
Focus on sales until you are over 250k per year.
Copywriting & Conversions
You should be focused on your conversions. Until you are over 250k per year, this counts as focused on sales. You should tweak, test and track your conversions.
Constantly focus on increasing conversions. Test, tweak and track your headlines in your copy. Keep crafting new ones and try to beat the old ones.
There's just not enough time to be focused on all that other stuff because it takes so much time and energy to focus on sales. Most people in this market create one headline in like 5 minutes and call it a year. They never tweak it, never go back to it and never track and test it. They just toss it up there, done.
That's not focused on sales. That's tossing something up there, good luck with that.
Do you have testimonials? If not, get some! That's focused on sales. You are attempting to increase your conversions (sales). Get your tracking software installed and track your stuff. Split test your offers to find the ones that convert best.
You can have headline A and headline B. Split test the traffic 50/50, where 50% of the traffic goes to headline A and the other 50% of traffic goes to headline B. Which converts best (A or B)? If (A) converts better than (B), then create headline C and test headline C against headline (A) to see if headline C can beat headline (A).
This is called beating the control.
You want to use tracking software. There's a lot of tracking software out there.. hyper tracker... visual optimizer... Google Analytics... all kinds of software... pick one and roll with it. None are perfect.
This is focusing on sales.
Take your copy and get opinions.
Get other people's opinions on your copy. Hire copywriters. This is what you need to do to focus on sales. Constantly keep focusing on your copy.
We talked a bit about this already, but the more likeable you are the more you'll sell. When you focus on branding yourself, or your company, to the market, you are focused on sales.
This is why marketers do interviews... why they speak at seminars... why they integrate their products with others, provide bonuses to others, do teleseminars, webinars, write best-selling books, come out on TV, get published in magazines, do radio interviews, run commercials, shoot videos, give free content, etc.
You can brand yourself to your list, to the market and to your peers. This is focused on sales.
This is certainly focused on sales, when you focus on traffic. Most people dabble with traffic and that's not going to work. C'mon, this is business and requires you get in the guts of what you are doing here.
Most people are not good at traffic because they've never focused on it at all. Again, they are focused on everything else BUT sales. How can they get good at traffic if they never even focus on it at all. Throwing up an ad campaign on MSN Adcenter and spending $20 is dabbling and that's why it does not work.
If it were that easy, everyone and their grandmother would be Internet marketers and successful. There's a barrier or entry and that barrier is steep enough that it prevents most people from succeeding.
That’s the good news for you!
If you do not dabble, and get into the guts of what you are doing, focused 90% on sales, how could you fail? Generating traffic is no different.
It must be focused on. And, if you are focused 90% of your time, energy, resources, blood, sweat and tears into sales, you'll drive plenty of traffic.
There's paid traffic and there's free traffic. Most free traffic methods are for the herd. Those free methods are for people who want the easy route. They are that “magic button” and those products teaching free traffic are tapping into the “wants” of the market.
Of course the market does not want to pay for traffic. Obviously, the market wants to get traffic for free. Heck, the market even wants all the secret information for free too, but they are missing the boat.
All the free information in the world will never make someone rich. You have to put skin in the game or you'll never succeed. There is no free lunch my friend.
That car my aunt bought me when I was 16 only lasted 4 months. I blew out the engine and never respected that car. However, my first truck I bought on my own was as clean and well taken care of any vehicle in the world!
Focusing on traffic is also focusing on sales. We'll talk more about traffic later on, but for now, understand how important it is to focus on this.
Also, if your stuff does not convert well, then traffic is a waste of time, money and energy. Traffic and conversions go hand and hand. Both must be focused on.
If you can convert, then traffic is easier.
However, generating traffic is hard enough that it must be focused on constantly. How can anyone succeed at this business by only focusing 10% (if that) on traffic?
See? This is why most fail. Until you are over 250k per year, then 90% of your time should be put into sales, period.
More on Traffic later...
Up-sells and Down-sells and Back-end Offers!
Remember, people buy what they want... not what they need... and these up-sells are providing people what they want.
Listen, they want to buy more stuff.
They want to buy. It's your duty as a sales person to add on sales. If I were to sell you a pair of shoes, you better believe I'm going to recommend you buy some socks to go with those new shoes!
If you are standing at the check-out register buying those shoes and you have your credit card out and hand it to me, I'm going to recommend you add socks to your order!
The chances of you saying yes are sky high. In fact, it is likely I already sold you the socks when you said you wanted to buy the shoes, back at the shoe bench.
Therefore, at the register, I'm going to offer shoe cleaner or a hat to match your shoes, or a belt or a hamburger or something! I'm a sales person and I sell. It's my duty. It's your duty. People buy based on wants, not needs.
This is why people will buy an Ipad and be grinning from ear to ear on the way home, but yet complain and pitch a fit about paying their electric bill.
Value is perception my friend.
Have you ever heard of a buying frenzy?
Well, that's what we are talking about here. When someone buys your front end product they are experiencing an emotion. That emotion is an elated, excited, fix.
They are in a frenzy. Their minds are high. They are wildly open to suggestion at that point. Again, do not kill the messenger here and do not judge, it's your duty to provide them with what they want.
Yes, customers complain about up-sells but that's because they don’t like being sold! Customers like to buy! Here's a lesson from Blair Warren, a master persuasion expert:
“People are resistant to sales attempts”.
He's saying what I'm saying here. People do not like to be sold and they are defensive to sales attempts put on them. However, Blair goes on to say:
“People are not resistant to sales attempts they do not detect”
Sales is key. Focus on sales. Become a master at sales. Your bank will thank you forever!
Still, no matter what, focus 90% of your time on sales. Focus on crafting those up-sells and down-sells.
If you buy my front end offer for $35, it's likely I'm going to provide you with another opportunity to buy. Why not, we already established that it feels good to buy? It's my duty to make you feel good.
Dr. Feel Good here...
So, you buy my gizmo for $35 on the front end. You are feeling good and thrilled to be buying it. Then, right after you committed to buying it, I give you the opportunity to save money and get my two for one deal!
How could you resist? You already feel good. After you buy the upgrade, I tell you...
“Psst... I have a very special and private offer that's not for everyone, but might be for you. You've got to check this out because it's a life changer!”
How could you resist?
Listen, these up-sells alone can take you to 250k per year. If you are focused on sales, you'll be providing up-sells and down-sells. If you are totally against them right now, that is fine. I understand how you feel. Others have felt that way too. But what they found was once they are focused on sales, their customers practically demand they create more offers and sell them to them.