Anthony And Mike's 6 Figure Secret Sauce

Transcription

1 Anthony And Mike's 6 Figure Secret Sauce

2 Contents The Secret To My Success...3 Shouldn't I Focus On Specializing?...3 Video Marketing...4 Making The Video...5 How To Leverage The Videos...9 The Content Biz...13 SMS...14 Online Reputation Management...15 Conclusion...15

3 In this quick little report I will divulge a few of my secret little tricks, tools and tips that help set me apart and helped me rake in well over 6 figures last year as an offliner. This is not meant to be a comprehensive guide to creating wealth, nor is it a guarantee that you will be able to do it. I just want to share with you some tips I have picked up along the way. Are you ready? Let's go! The Secret To My Success If I had to tell you the single secret to MY success I would say hard, focused work and luck has gotten me to where I am today. For many of you, that isn't going to be very helpful advice. You are already busting your chops in the trenches day in and day out. So instead of asking for MY secret to success, ask me what my COMPANY'S secret to success is. That is much more helpful information and something that I can sum up in very few words. The secret to my company's success is: A Deep And Broad Sales Funnel I will talk more about what I mean by a deep and broad sales funnel a bit later, hopefully I will just show you what I mean with real examples, but essentially you need to realize that if you want to build a company that is going to bring in 6 figures a year or more, you can exponentially increase the speed at which you obtain that goal by diversifying your service offerings. This guide is meant to give you a few ideas, services and products that you could start offering your current clients TODAY! You could double the money that you are earning with clients that you already have. I will show you quick and easy ways to set these other offerings up in a way that won't suck too much of your time away. This is supposed to be a sales funnel in which money flows in, not a sales nightmare that sucks your life away. By having a deep and broad sales funnel you will be able to increase the value of each of your clients. Shouldn't I Focus On Specializing? In short, yes. Basic economics tells us that specialization drives both micro and macroeconomic activity (in other words, the only way people actually make money and grow an economy is if everyone specializes in their certain task and then we all trade services). If you read some of the posts on the forum you will see that some people confuse specialization with single service offering businesses. What I mean is, you as the business owner and "offliner" need to specialize in BEING THE BUSINESS OWNER. Your focus should be on driving sales (again, you don't necessarily have to be the person doing the sales, but the buck does stop with you at the end of the day).

4 This doesn't mean that you can't offer different services to your company. As long as you are outsourcing at least a portion of those new products and services, you can remain specialized and still benefit from having a deep sales funnel. Let me try and explain a little more: Let's say that you want to make a living selling Mobile Websites for something like $200 a pop (pretty low price in my opinion). If that is all that you do as a business, you have a serious problem... You are going to spending 75% of your time prospecting for new clients because you need AT least one client sold per day to stay afloat as a business. While that isn't impossible to do, it leaves very little time for actually performing the mobile website creation. Besides, who really likes prospecting? I don't. You have two alternatives that you can take to make this into a more sustainable business. The first is to simply offer something like Online Reputation Management instead. With ORM you can charge clients a monthly fee and you have to worry much less about your funnel running dry on you. The second alternative is to start gathering secondary products and services as part of your repertoire to offer those clients that have purchased a mobile website from you, that way you can up sell them and make MORE money per customer, which ultimately is what is going to keep your business afloat. This PDF outlines a few of the services that you COULD potentially offer as upsells and cross sells in order to deepen your funnel. Think of it this way: Would you rather spend your time cold calling, or would you rather call up your already satisfied customer and tell them that you have something new and exciting for them? I can tell you what I would rather do... and it isn't cold calling. Video Marketing If I had to make a rough guess, I would say that the WSO section of this forum has a video marketing WSO launch at LEAST twice a day. These WSOs teach IMers how to sell video marketing services to offline clients. Some of these WSOs teach you to run over to Animoto, create a terribly bland and boring slideshow out of illegally downloaded images and then rank them #1 on Google. While I can in no way question the results of other IMers, I have found that most of the videos that these people do get to rank hardly convert at all. Who is really going to purchase something based off of a terrible video like that? ESPECIALLY in the offline world.

5 If you want to make 6 figures in the offline world, stop offering services that worth very little. If you can actually combine video marketing with high design that converts, you will be a powerhouse and those checks that you will be cashing will be insane. Here is how I make high quality, pro level videos for $30 and how I use them on my own website, in my own prospecting efforts and reselling them for $500 - $1000 to hungry buyers. Making The Video First, I go to: Head over to the "All Files" navigation bar and select "Popular Files". This will take you to the most popular files being sold on this website at the time. If you take 5 minutes to browse these videos you will find that they are 1000 times better than anything you could make with Animoto. The best part? They are only $25 a pop. That is incredibly cheap considering I am going to show you how to use them for prospecting, and for an upsell with profit margins of $450 minimum. Here is a great example of one of the videos that I really like: Take a quick look at this video because we will be using it to describe how to make money off of it.

6 Before we move any further, I need to make a few things clear. Most of the project file types on Videohive are After Effects files. After Effects is a pretty expensive Adobe product (part of the creative suite of tools). You can get these things edited really cheaply on fiverr - here are a few gigs I know you can use to edit your After Effects Projects: OR OR

7 Before I show you exactly how to use these videos, let me add what I believe to be the real reason why I am able to be so successful with these videos. I don't just get a high quality video that is visually appealing and customize it to my own or my clients needs, but I also add an INCREDIBLY high quality aspect the whole process. Professional voice over work. You would be absolutely amazed at what my clients say when I tell them that I can create for them a video that looks like the ones I showed you, but they absolutely go bonkers when I tell them that they will have a professional voiceover done for them as well.

8 Here are my favorite voice over artists on fiverr: And For The Proper English :-) And

9 So now that you have all of the moving pieces for creating incredible videos, let me tell you how you can make money off of them. How To Leverage The Videos Marketing Yourself There are so many different ways that you can use these videos to market yourself, let me just give you a few ideas, ideas that I have used in the past successfully. Follow Up If you are doing any cold calling, which I highly recommend that you do if you want to make it in the offline world, then chances are that you aren't really going to stand out much from the other thousands of telemarketing companies trying to sell internet marketing services to small businesses. What you need to do is somehow come up with a way to make yourself stand out. You want the prospect to remember you long after the call has ended. One of the tricks of those multimillion dollar telemarketing boiler rooms is that they will often send a follow up after the call. For example, the phone conversation between the prospect and the telemarketer might not be going so great. Perhaps the prospect is losing interest. Instead of totally giving up on the prospect, the telemarketer can say, "We would love to send you a brief about our services." or something like that. The telemarketer collects the address and sends a standard swipe that the business has probably received thousands of times before from similar telemarketing companies.

10 But with this method, instead of sending a boring , all you have to do is send a quick hello with a link to your video. If you can embed the video within the , even better. While the video might not increase your open rates, for me it has dramatically increased the response rates of those prospects that we have sent the to. When these small businesses, or even large businesses see that you have a high quality video with a professional voiceover, they are often shocked. It puts you in a completely different level in their eyes. You can often charge higher prices than your competitors simply because you come across looking more professional than one guy calling out of his home office sending boring one liner follow up s. Are you beginning to see the power of this method? Don't be afraid to come with ideas of your own. I am sure you are much more clever than I am. Use these tools to leverage your way to wealth. Actual Video Marketing It wouldn't be very Internet Marketing-y of me to not mention actually doing some video marketing with these videos that you have created. Let's contrast video marketing results using an Animoto slideshow versus using one of the videos we have created with a professional voiceover. If you are searching online for a place to eat and there are two videos ranked number 1 and 2 within Google, and one of them is an Animoto slideshow with terrible music and bad pictures of food and the other is one of these high quality videos with a pro voiceover or some nice music, which place are you going to go to? I don't know about you, but I am certainly going to be going to the one with the nice video. Why? Because of the perception I have projected onto that business simply because of my first impression which was their video. I automatically assume that the nicer video restaurant is cleaner, has nicer staff and as a result will have better food. The same thing goes for your own business. If you want to look like you are a sketchy, cheap internet marketing provider, then by all means continue using the slideshow move, but if you want to start collecting those bigger checks and work with clients who actually appreciate you, then get yourself going with these videos. Here are some good gigs for getting your video out there:

11 or or

12 Your Own Site Don't forget to put these videos on your own site. When I first started prospecting for SEO clients (I now to Rep Management) I was amazed at how many people commented on how much they liked the video I had on my website. You know what this says to me, these videos are powerful. They are like little salespeople that offer up a 30 second pitch on time, on queue and on message every single time. If I could figure out a way to grow these video legs and teach them how to dial a phone I would have then by my sales army! Marketing Your Client If you really want to add some cash to your bottom line when working with offline clients, you need to create a deep sales funnel. What do I mean by this? I mean you need to offer your clients upsells, cross sells and downsells. Without getting too much into the science of why this works, just realize this one thing about offline business, the easiest sales to make are to customers you already have. New sales people will run themselves ragged trying to sales something new to a new person every five minutes. Instead, what you want to do is find people who REALLY want to grow their business and offer them as many services as you can. Don't try to be a generalist though. You need to remain in control of everything, but what I am saying is that you could easily deepen your sales funnel by offering these video creation type services as an upsell. You can price these things from $200 - $1000 depending upon the customization, the voice over work etc. It is really up to you to create the value and sell off of the value. A few words about the rights of the video creator (the people who originally created the videos and uploaded them to Videohive.net). When you pay the $25, you are only purchasing a Regular License. To read the complete details of what a Regular License will get you, then please read this. What you need to concern yourself with, if you plan on selling these to clients, is the following line within the Regular License agreement: (line f.) "You may use the Work in a work which you are creating for your own purposes or for your client who has asked you to create it." So this means that you can use these videos and resell them as work for client. Here is what you cannot do however. You cannot buy a single copy and resell it multiple times. If two of your clients want the same video, you need to buy two copies of the Regular License OR you can buy the Extended License. I have never personally purchased the Extended License, I have only ever used the regular license. As long as you follow those rules you are free and clear to make some major profits with this stuff.

13 The Content Biz If you downloaded this guide, then I don't need to tell you how important fresh content is, both to you and to your client. If you want to make an absolute KILLING, then get yourself into the content business with your clients. This is a great cross sell when working with your clients. Many SEO guys will simply throw content creation into their SEO plan but I think you need to keep these things separate and charge appropriately. Here is what I do: I like to set my clients up on an automatic payment and content creation system. For example, you might say that you are going to blog once a week for X amount of weeks/months. You can easily set up a paypal subscription payment or whatever for the invoicing (whatever you are comfortable with). Instead of writing the articles yourself, you outsource them, no surprise. The reason that most offliners refuse to offer this service in this way is because they only know about $5 article writers. They wouldn't dare send out a $5 to one of their offline clients. Here is what I do, and I will tell you why it works: I like to use: The reason that I like to use Blog Mutt to outsource my writing for this type of upsell is because of a few reasons. First, they pay their writers really well. I tried using Textbroker and Iwriter for a while, but since I have written for both of those places in the past, and from my experience purchasing articles from them, I find that their quality isn't that great. At Blog Mutt writers are paid twice what you find at content mills like Iwriter and Textbroker and the writers have to apply and get accepted before they are allowed to write.

14 I also like that Blog Mutt allows you to reject articles that you didn't like, or that didn't meet your specifications. That allows you to work on quality control while others are doing the heavy lifting for you. You can see the prices that Blog Mutt charges so you need to make sure that you price the service to your client accordingly. If you can't get your clients to bite on prices this high, check out the Warrior forum for other lower cost writers. You might be asking yourself how on earth you are going to be able to mark-up quality writing services to a point where you will actually be making good money. This is a very valid question that most Internet Marketers can't answer right away. I believe that Internet Marketers live in a bubble in a lot of ways. We operate in a global economy even when we are small business level, whilst our offline cohorts operate at a very local level. We have access to really cheap labor, while our offline friends can only access local labor because they aren't aware of the global skills available to them online. I used to be a professional freelance writer full-time. The least that I ever got paid back then was $.15/word and I was CHEAP compared to most of the writers that I worked with. Small businesses are used to paying a TON of money for writing. When you compare that to the $.01/word that those $5 article guys are charging, you can see the immense room for you to make profit, even off of $.02 per word or higher. You just have to get out there and do it! Make those cross sells and deepen your funnel. SMS If you aren't already a part of this bandwagon, then I really think you need to get on this. Think about the marketing potential of SMS, think of the value that you can add to your current clients just by offering them a simple SMS service. What do you think the open rate for texts are compared to s? If you get a 15% open rate on marketing s you are a marketing demi-god right? SMS open rates are something 90% or higher! People ALWAYS check their text messages. The great thing about SMS campaigns is that you could charge an easy $97 and you are almost guaranteed to see a positive return on that campaign on behalf of your client. Translation: every time you make your client more money than they spent, they are going to keep throwing money your way. This is why you want to broaden and deepen your sales funnel. You could upsell SMS even if you were only selling mobile sites, or even if you were only selling SEO or Reputation Management services. The sky is really the limit with how deep you want to go with all of this stuff. One of the difficulties with SMS is that if you have never done it before, you probably don't even know where to start. You will need to get a good phone list, have the copy just right for your texts and be sure that you are targeting the right business for the text message campaign.

15 Online Reputation Management I could write an entire 100 page manual on how to make money upselling ORM. In my own offline journey I have found ORM to be the easiest to sell. Why? There is the pain factor of seeing poor reviews, but most of my best customers already had great reviews, so why did they continue to pay good money for my services? Because business owners understand Online Reputation Management. It isn't a hard sell like SEO. When you are selling SEO you get questions like: "So, I am going to rank tomorrow?" or "Wait, why are you changing my website?" or "What are you doing exactly? ORM is so much easier to sell. Offline businesses understand the important of having quality reviews because having social proof is as old as time. PR companies have been pushing this idea onto them for so long that when you come along and show them how they can get good reviews and then expose those reviews to thousands of potential customers on these megaepic review sites, they totally get it. You don't always have to use the negative review angle to sell this service, that is why I like it so much. I started out selling SEO to small businesses and I was doing so much upselling with ORM that I just ended up scratching SEO and I now do ORM as the base of my business (doing tons of cross selling and upselling of course :-) I have actually created a WSO that includes everything you need to get started doing your own Online Reputation Management selling. I wish that I had something like this when I first started, it would have saved me probably 6 months of hardship. Check It Out Conclusion I hope that you like the few things that I shared with you in this report. You can certainly make a lot of money by simply broadening your sales funnel and offering more services to your clients. Good luck and work hard! Anthony Devine & Mike Shreeve