MONEY BLOGGER » Success Factors

How Many Loyal Customers Does it Take to Generate $100K in Online Sales Per Year?

Thomas A. Marx — Sat, 07 Feb 2009 05:34:18 +0000

So how many loyal customers does it actually take to generate that all illusive $100K in online sales per year?

Now before I get a bunch of emails saying, “Well I sell a product that costs roughly $500 dollars so I obviously won’t need as many customers to generate that $100K per year.”

If only it were that easy…

All things being relatively equal, the item price really doesn’t matter a whole lot.

Now, of course you need to sell a whole lot more $19.00 dollar products (about 5263 actually) to generate $100K in revenue versus a $500 or $1000 dollar product.

But my guess is you’ll find a whole lot more customers for that $19 product than say for that $500 dollar product – but hey – just approximating here for conversation’s sake…

What matters most are the typical conversion rates – meaning…

What is the rate of conversion between people visiting your website and the number of people who actually purchase something from you?

So back to my original statement about that magic number…

So what exactly is a loyal customer?

Well, for my business, I classify a loyal customer as anyone who routinely visits my site, subscribes to my content, reads my articles and blog posts, downloads my free content when available and generally simply remains interested in what I have to say.

So that is how I define a loyal customer. To me, a customer does not necessarily have to be a paying customer. They just have to have subscribed to any of my content lists.

So finally…

What is that magic number – how many loyal customers do you need to generate roughly $100K per year in online revenue?

Well, ask any Internet Marketer out there what the magic number is and they’ll likely give you a very similar answer.

You need about 1,000 local customers or subscribers tuning in each week to hear what you have to say and to read about your latest product offerings.

So let that act as a gauge if you will on where you may stand in regard to making that illustrious $100K annual revenue level in online sales.

Want to learn more about increasing your Internet presence and really start separating yourself from the “crowd” and take yourself from “Market Understanding” to real “Market Leadership“, as Ed Dale would say, then pop over to the 30 Day Challenge + Site and join Ed before he takes this month’s content down.

Ed Dale is a first class Internet Marketer and I highly recommend you listen in on some of his free podcasts. You’ll decrease your learning curve by many months and many $ thousand’s of dollars.

Do you have a different magic number?

I’d love to hear what it is.

…. Until next time

Be sure to sign up for my FREE 12-Part Marketing Master’s Money Making eCourse.
Lesson 1 could be on its way to your inbox in a matter of moments.

Recommended Reading:

Here’s To Your Online Success

Thomas A. Marx

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“INTERNET HOME BUSINESS MARKETING STRATEGIES THAT EMPOWER SUCCESS”
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THE MONEY BLOGGER here with a quick 2009 New Years Pep Talk

Thomas A. Marx — Thu, 01 Jan 2009 23:04:07 +0000

Thomas here, with a 2009 New Years update for you.

Seeing as how the weather here in So. Cal. today is just about perfect, I’ll make this quick so I can get from out behind the computer and start to enjoy some of this nice weather.

Well, a little of this message is your typical… 2009 is set to be a great year for us in the Internet Marketing arena, blah blah blah…

But make no mistake… I’m working on some great enhancements with many of my sites and working on refocusing a lot of my efforts on some very exciting and brand new products for you.

I’ll be consolidating many of my sites in 2009 to a single site – a one-stop-shop full of unbelievable content – PLR products, MRR products, scripts, templates, success checklists, and TONS of free stuff.

As always they’ll be packed with my commitment to helping us all learn more ways to generate extra money online and offline. And with the current outlook of world economies, I think we’ll need some extra $$.

What is that single site????

Well it’s http://30DaySuccessFormula.com of course.

It’s a little light on content right now as I port everything over from other sites, but this is a site you’ll definitely want to bookmark because following no particular publishing schedule, I’ll be publishing content and posting links to some great free stuff.

To get notifications of updates before everyone else does – you’ll want to follow me on Twitter: And if you’re not using Twitter – USE IT

http://twitter.com/YourInternetBiz

I’ve decided to add another aspect to the site and will be deviating a bit from the typical Internet Marketing realm.

The three main themes the site will primarily be focusing on in regard to making extra money and building lasting wealth are:

A whole new series of quick-start guides and checklists for Internet Marketing “newbies” and IM novices. No more of just publishing long, hard to digest 40 page eBooks. These new checklists and start-up guides will be super concise, brief and easy to follow. Do this, now do this, click here, fill this in, etc. I’m really excited about these and I’m almost finished with them… you’ll be able to look over my shoulders as we build true wealth together.
Secondly, as I learn new tips and tricks, I’ll be passing these along for even the professional marketers out there – after all – no one person can know everything. Sharing these little tidbits and advanced marketing techniques are the only way we all can stay on top of the latest marketing themes that generate “real” income each and every month.
Lastly, because my background and second passion is really investing, whether real estate or equities (stocks), etc. I’ve decided to slowly add some investment related content into the site.

The reason I’ve decided to do this is simple – our goal is to generate “real” wealth either for ourselves, our family, or perhaps for charity, and to keep that wealth long term generation after generation.

Well, there is no better way to start building wealth early than to invest properly and to begin to develop a new success mindset. Regardless of the current economy, the world is not going to fall apart any time soon. We’re still going to wake up tomorrow, go to work, and try to put food on the table for our families any way we can. Times like these are an opportunity, not a curse….

For example, do you know how to invest in a “guaranteed” U.S. Government Bond that pays 15%?

Or perhaps how to buy gold for pennies on the ounce?

I pledge to make my site (no… our site) http://30DaySuccessFormula.com a shining example of how to truly build multiple and diversified streams of income both online and offline.

Here is to a truly successful 2009 and I wish you all the absolute warmest regards and hope you continue to stay in touch throughout the year.

Here is a quick gift – compliments of Google:

It’s Google’s new Search Engine Optimization Starter Guide:

You can download it here:

http://30DaySuccessFormula.com/freestuff/search-engine-optimization-starter-guide.pdf

Well, I think that’s it for now – I guess this wasn’t so “quick” – but I had a lot to cover

Now get to work on your own blogs and start making some real money.

P.S. – here is the “real” “secret” success formula to making money online:

Find a niche you’re interested in where people are willing to spend money.
Set up a key-word-rich domain and open a hosting account.
Set up a free Wordpress Blog on that domain.
Find affiliate products and free content/articles from Clickbank.com, CJ.com, etc. or create your own content for maximum profits.
Post blog reviews about the products.
Build organic or paid traffic to your blog.
Convert that traffic to sell affiliate products and receive commissions.
Reinvest profit into more content.
RINSE, REPEAT

It REALLY IS that simple.

What I just gave you above is one of the most successful online business models you can find.

It has created millionaire after millionaire….

Want more completely simple easy to follow business models that make money now – take a look at this free video:

http://30DaySuccessFormula.com/recommends/freebusinessmodel.html

Do You Know How To Get Paid To Drive FREE Unlimited Traffic To Your Website?

Thomas A. Marx — Mon, 25 Aug 2008 00:43:45 +0000

Discover a ridiculously simple method that PAYS YOU for driving UNLIMITED, targeted visitors to your website month after month.

If you own your own website or are even thinking about starting your own website and want to know how to drive free, targeted traffic to it – well – you’re in for a real treat with today’s article.

Let’s get right to it…..

This will be a short one – after all, this is a “no-brainer” and I’ve been using this site for years to drive free traffic to my websites.

We’ve all heard of link-exchanges and all those sorts of things.

Well, there is one website in particular that I have been using for years and it has paid me 100X my investment (after all – it’s FREE).

Seriously, for anyone that has an internet business or any online home business that they need to promote and build traffic for, I HIGHLY recommend you take one simple step and sign up for free on the following URL:

Simple Traffic System.

The “Simple Traffic System” – as I like to call it – allows you to build constant residual traffic to your website.

All you have to do is sign up on their page, make their website your Internet Browser’s Start Page and voila – every time you open up your Internet Browser, you build continual “credits” that are used to display your website’s URL address all over their advertising network.

Nothing could be simpler….

No link exchange – you don’t have to put any links on your valuable website real estate.

You don’t have to display any ads in your browser

You don’t have to surf any partner websites

You don’t have to do ANYTHING – just open your web browser – and you build ad credits.

This is the one thing I do each day, every day… I just set my browser’s start page to their website and voila – I get targeted traffic to my own website.

Here’s that link again:
Sign up and claim your Free Lifetime Membership today.

Simple Traffic System.

The Simple Traffic System is Targeted: You’ll only get live, real-time targeted traffic. Real people choose to click on your ad.
The Simple Traffic System is “Viral Marketing”: Traffic and visitors to your site will grow and spread exponentially the more you use the system.
The Simple Traffic System is “Proven”: Over 400,000 successful members use the Secret TS Traffic Technology to generate web traffic daily.
The Simple Traffic System is “Generous”: Highly incentivized referral program means even more traffic for your site. Earn on your referrals FIVE levels deep. No cap or limit on referral rewards!

There are people on The Simple Traffic System right now who could be visiting your site … for FREE

Like I said – this one is an absolute “no-brainer” and nothing could be easier to build traffic to your website starting right now!

I personally use this and I highly recommend it – and it’s FREE to join.

Simple Traffic System.

…. Until next time

Be sure to sign up for my FREE 12-Part Money Making eCourse.
Lesson 1 could be on its way to your inbox in a matter of moments.

Recommended Reading:

Here’s To Your Online Success

Thomas A. Marx

“Learn A Jealously Guarded ‘One-Two’ Punch That Helps You Build Unlimited Opt-In Lists”… In Less Than 24 Hours!“

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“They Aren’t Just Product Descriptions…They’re Your Greatest Selling Tool!”

Thomas A. Marx — Sun, 24 Aug 2008 23:45:08 +0000

When it comes to Internet Marketing businesses, one truth stands above all the rest;
“They Aren’t Just Product Descriptions…They’re Your Greatest Selling Tool!”

Most online store owners don’t realize the tremendous power their “Product Descriptions” hold. Most feel that because they own a “Retail Online Store” buyers expect the norm. They are WRONG! WHY FOLLOW THE CROWD? You need to grab your reader’s attention. You need to realize that a product description is much more than just a “Product Description”. It is your “SUPER SALESPERSON” at work.

All you have are your words to convince a buyer to buy your product. Yes, a good image of the product is very important, but you need the right words…POWERFUL words, to make the sale! You need to arouse emotion in your buyer. You have to let a buyer know how your product is going to benefit them……IMMENSELY!

Imagine there were only you, and one other competitor trying to sell a product. You’re both in competition to sell this same product…and your competitor has the advantage of selling the item at $10.00 below your price. Do you think you could conjure up the words in your product description to make the sale? If not… You really NEED TO LEARN! Chances are, no matter what you’re selling online, there’s always going to be someone else selling the same item at a lower price… And you don’t want to get suckered into a price war.

So what do you do? YOU SELL! YOU SELL YOUR HEART OUT! You sell with WORDS! You be the SUPER salesperson you need to be. It’s not that difficult… trust me. I guarantee you I could sell the same product to a customer that you were offering at a $10.00 discount. How do I know? I’ve done it… many times! How would I do it? Simply put… Through WORDS!
Plus, I have an advantage even though you may have a lower price….

You see, I already have this customer in my mailing list. They’ve already read several issues of my newsletter. They’re on my email list for specials and promotions. They’ve received several FREE downloads from my website that has helped them tremendously. They know I respond to their concerns in a timely manner. They know if there’s a problem with their purchase they can return it… NO QUESTIONS ASKED. AND…..

I’ve written a product description about this item that not only describes all the features of the product, but it also overwhelms them with the benefits of buying this product? Did you do all these things for this customer? Do you really think this customer will buy from you just because you’re a little cheaper on price? Sorry! Go AWAY! The sale was mine way before this customer even decided to buy!

• Don’t Describe Features… Describe Benefits – This is a key in writing and selling effectively. Buyers “THINK” they’re interested in the features of a product (and naturally they need to know the basics to be sure it’s what they are looking for), but what a buyer is really going to be sold on are the BENEFITS of a product.

How will this product make their life easier?
What will the look on their Grandchild’s face be when they open it?
How much time will they save after it arrives on their doorstep?
How much more will their spouse appreciate them for buying it for them?

Take, for example, a home stereo system. Naturally, your customers will need to know the features that the stereo has. For instance, how many watts? How many speakers? The overall size of the unit… The warranty… The manufacturer….etc., etc., etc,. But your job as a SUPERB salesperson is to list those features and follow them up with “punch after punch” describing all the benefits of those features. Create emotion in your readers! Make them feel like they couldn’t live without it! Here’s an example of a “GOOD” description in comparison to a “SUPERB” description:

*************** GOOD DESCRIPTION *****************

JBL Home Theatre System With Surround Sound
Save big on this JBL home theatre system today!
Made of solid oak, this system is guaranteed for 5 years.
Comes complete with all wiring and installation video.

Features Include:
– 100 watts of power
– DVD/CD Player plays all DVD/CD/CD-R/CD-RW/MP3
– AM/FM Digital tuning receiver with 40 random preset stations
– Separate controls for front, center, surround speakers, and subwoofer
– On-screen menus and information display
– Parental control function
– Fluorescent display
– Headphone Jack – 6.25mm Phone Jack x 1
– Left/right/center speaker dimensions (3″ driver): 3.5″W x 5.8″H x 4.25″D
– Surrounds speakers dimensions (3″ driver): 3.5″W x 5.8″H x 4.25″D
– UL Listed and Approved

——————————————

Not bad…. right? This description gives the buyer everything they need to know to make an informed purchase. PLUS.. it has a pretty impressive list of features. If you’re looking for a nice home theatre system, this is a really great deal! But let’s see if a SUPER SALESPERSON could do better by using the same features and selling the BENEFITS of the product too….

************** SUPERB DESCRIPTION **************

You’ll Really Enjoy This Uniquely Designed And Extremely Sophisticated JBL Home Theatre System With Surround Sound! Best Of All – You Can have It Delivered Right To Your Home In As Little As 3 Days!
You and your family will enjoy huge savings on this JBL home theatre system today!
This extremely popular system is made of solid oak and backed by a 5 year warranty direct from the manufacturer. You’ll enjoy peace of mind in knowing that your purchase is backed for a FULL 5 YEARS from one of the largest names in the electronics industry!

The Solid Oak Construction makes this unit extremely stylish, plus you’ll be thrilled to know that a little furniture polish will keep this beautiful system looking brand new for years to come! With its exquisite design and rich texture, you’ll feel proud when displaying this system in your home. Similar systems of this quality sell for $100’s more with a lot less features.

The Premium Features Of This JBL Home Theater System Include:

100 watts of sheer power guarantee you’ll never crave more volume when your favorite song comes on the radio. You’ll be dancing and singing to your favorite songs in no time… and feel like you’re in the middle of a concert hall!

The built in DVD/CD components play all types of media including CD-R, CD-RW, And MP3. You’ll be able to burn your favorite music to any CD and enjoy it at your leisure. Plus think of all the money you’ll be able to save by burning your favorite music. If you’re a Napster or online music club member, you’ll be able to download your favorite music to disk and play it with incredible sound and clarity! And don’t forget the MP3 feature! Digital playback with your favorite music, all in stereo surround sound!

This unit also features an AM/FM digital tuning receiver ( that’s digital – not what most are used to in a receiver) and also comes with 40 random preset stations. While many systems on the market feature 10 or 20 preset stations, you’ll have a system with 40 presets to enjoy! You could let the whole family preset some of their favorite stations and still have a few left over!

You’ll also have the added luxury of not only FRONT controls, but you’ll be able to control the front, center, surround, and subwoofer individually. You’ll never have to worry about where to place all those speakers to get “True” Surround Sound Quality! With so many available controls to take advantage of, you’ll be able to finely tune this system with ease, and feel like you’re in the middle of a concert. It’s that efficient!

And here’s a real treat! Not only will you have a remote control and touch button capabilities, you’ll also have the added luxury of “ON SCREEN” menus and information display. Now that’s a real nice feature that you just don’t find on most systems these days. No more going blind trying to see the small controls on the unit itself, instead you’ll read each and every command easily directly on your television… Now that’s a feature you just can’t be without!

Are you worried about your children’s programming? Well fear no more! This JBL unit has built in Parental Controls as an added feature! Mom or Dad can set it… and forget it! Choose which channels you’d like to block and you’ll never have to worry about the little ones viewing a program they shouldn’t. That’s peace of mind that no parent should be without!

How many times have you been caught up in a movie or your favorite program and wanted to know the time? So, you need to get up, turn on a light, and check the clock on the wall. Or, maybe you’re lucky enough to have a DVD in the room and it has the time displayed (but is it the correct time)? Well, JBL has taken some of that aggravation away by including a florescent display on both the remote control and Sound System itself!

With the SUPER high quality sound this system provides, chances are there’s going to be times when you’d like to BLAST your favorite music, but unfortunately someone close by is trying to concentrate on something else! Now, that’s OK too because this Ultra Modern System comes with a Headphone Jack (6.25mm Phone Jack x 1 ) so you can plug in your favorite headphones. Sit back, put your feet up and relax to your favorite tunes without disturbing a soul!

And you’ll love this feature as well! Left/right/center speaker dimensions (3″ driver): 3.5″W x 5.8″H x 4.25″D and Surrounds speakers dimensions (3″ driver): 3.5″W x 5.8″H x 4.25″D mean that you’re getting a system that’s not only compact and discrete, but also big enough to handle the power!

Because the system is also UL Listed and Approved means no worrying about a wire short circuiting or causing a fire from overheating. Everything’s been thoroughly tested to the strictest of standards and is 100% safe for your use…. Even if you turn it up REALLY LOUD!

And last but not least, The best part of the whole package is it comes complete with each and every wire and connector you’re going to need to get setup in lightning fast speed! And if you’re worried about getting your system setup and playing, forget about it! JBL really goes out of their way to provide quality products and they want to make sure that you get your system setup and playing as soon as you open the box. So, they’ve even included a Video to watch that will show you how to setup your system correctly, with ease, without any worries.

Yes it’s true… most systems with this many features can be quite expensive, but through this special offer we’ve drastically reduced the price to first time buyers.
————————————————

Do you see the difference in a GOOD description and a SUPERB description? Granted, I just wrote that description in about 3 minutes and left out the close, but I specifically used the same features for both. Do you see the POWER in words? Do you see the POWER in selling “BENEFITS”? If you strictly sell features, it’s features you’re buyer will read. But, if you sell BENEFITS, your buyers will read with emotion more than logic…and that my friends is what makes the sale!

I am going to refer you to a FANTASTIC e-book that’s available that will teach you in great detail about the power of words and the importance of a headline and SUPERB description on your website. The book is called MAKE YOUR WORDS SELL and it is authored by Dr. Ken Envoy of Sitesell. Even if you’ve never written one line of web copy, you’ll feel like a pro after reading his book. Trust me… It’s That GOOD! If you haven’t read it… READ IT!

…. Until next time

Be sure to sign up for my FREE 12-Part Money Making eCourse.
Lesson 1 could be on its way to your inbox in a matter of moments.

Recommended Reading:

Here’s To Your Online Success

Thomas A. Marx

“Learn A Jealously Guarded ‘One-Two’ Punch That Helps You Build Unlimited Opt-In Lists”… In Less Than 24 Hours!“

Subscribe below:

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“Price Doesn’t Sell… A Salesperson Sells”…

Thomas A. Marx — Sun, 24 Aug 2008 21:40:22 +0000

Are You Foolishly Giving Away Your
Profits Just To Make The Sale?

Don’t Get Sucked Into The “PRICE WAR” Game!

Your competition sells good stuff. You sell good stuff. Your competitor’s customer service is adequate. Your customer service is adequate. Their products are new and inviting. Your products are unique and impressive. Sounds like an even battle…right? So how do you get the sales without giving away your profits and lowering your price?

Let’s face it… We all know that competition online is enormous. But just assume for a minute that a lower price isn’t an option. If you weren’t able to lower your prices, how would you convey value to your customers? What could you do as a salesperson to make your customers fall head over heals in love with you… and ultimately GIVE YOU THE SALE…AT ANY PRICE?

What if you owned a nice cozy boutique down on the Main Street in your hometown? A great location…nice exterior… bright red awning… lots of traffic passing by… free parking…. the trendiest decor… HUGE neon sign out front….the WHOLE NINE YARDS!

What would you do to bring new customers in the door?
What would you do to insure you made a sale once they were inside?
Would you keep in touch with a customer after they left your store?
How would you handle those “Window Shoppers” who were just browsing?
Would you display a “no questions asked” return policy in your store?
Would you have a phone number your customers could call?
Would you offer layaway plans… payment plans?
Would you accept different forms of payments from customers?
Would you offer your own “IN STORE” credit plan?
Would you offer an incentive for customers who bring a friend by to shop?
Would you offer FREE delivery on “Larger” items at no additional cost?
Would you offer a free gift just for stopping by?
Would you have “Special Sales & Discounts” for first time buyers?
OVERALL… What would you do to make purchasing an item at your store a more pleasant and rewarding experience than from your competitors?

I hope you grasp the point here….

Just as with a “brick and mortar” shop, you need to apply the very same principles to your online store. The actual steps that need to be taken to accomplish your goals might be somewhat different online versus a “brick and mortar” shop, but the same basic principles still apply.

But undoubtedly, the BIGGEST hurdle you face each day in online sales isn’t designing a flashy website or finding a million products to sell. The biggest hurdle you face daily is YOU! If you aren’t consistently selling at YOUR PRICE, chances are it’s because of something you, as an Internet home business owner, are doing less effectively than your competition. In other words….

YOU NEED TO BE ONE HECK OF A SALESPERSON!

I know… I know… When most people think of a typical salesperson they imagine a “pushy” used car dealer or an annoying insurance rep. But those so-called “product-pushers” aren’t really salespeople at all; in fact, with all their
“cheesy” one-liners and borderline “unethical” selling techniques… most are no better than professional peddlers.

And then you also have the “so-called” salesperson who’s really just a cashier in a fancy suit….

“Can I help you?”

“NO! I’m just looking, thanks!”

“Oh…OK then. If you need anything just let me know”….. AND AWAY THEY GO!

They’re not really salespeople…. Are they?

Online… EVERYONE IS “JUST LOOKING”, BROWSING, WINDOW SHOPPING, and KICKING THE TIRES!!!!! That means… You really need to elevate your game! After all, you don’t have the same advantages online that come with face to face
selling – a pretty smile, or an outgoing personality, etc. – so you really need to raise the bar!

You have to create opportunities and take advantage of every one. Selling online in your own Internet Business isn’t much different than selling face to face. And there are a lot of “tricks of the trade” that you can learn to create traffic and bring in customers, but if you’re not a SUPER salesperson once you get the traffic, chances are, you’re simply giving away your profits just to make that sale.

The Phone Call From My Big Brother!
(This phone call was actually the primary reason I chose this topic for this post)

So here’s the story….

My brother calls me the other day – his typical Sunday phone call – just to see how the family is doin’, get the scoop on the family gossip, rub it in about his long vacation you know — just to basically shoot the bull…

Anyway… In conversation, we get talking about some ongoing problems he’s been having with his car (nothing new here), and he mentions that he finally got rid of it and purchased a new minivan…. FINALLY!… But a minivan I’m thinking…. What gives?

He loved his car… A nice little black sports car he just couldn’t seem to part with since his younger days (Maybe it has something to do with that mid-life crisis thing – the one Dr. Phil talks about on TV).

To say the least… I was a bit shocked… but not as shocked as I was when we delved a bit further into the conversation…

I really didn’t think he would’ve ever parted with his car. It was his pride and joy. AND NOW A MINIVAN! A MINIVAN! I’m thinking… What’s this world coming to? MY “HOT SHOT” BROTHER in a minivan… I never thought I’d see that day….

Actually, I’m just being a bit facetious about the whole thing….

In reality, him and his wife have a new baby on the way, plus they both like to travel a lot, so a minivan is definitely a better fit for them at this point in their lives. …but I still had to twist the knife.. right? After all, that’s what brothers are for…

So there I am… harassing him about being the new “Soccer Mom” in town when he cuts me off and begins rambling on… telling me all about the hundreds of bells and whistles this vehicle has…

A DVD player in the back
a kick butt stereo
12 disc CD changer
power seats
power doors
power this
power that
power everything

…blah…blah…blah…. He rambled on for so long about all the features that I’d swear it was a “ONE OF A KIND” prototype that sold for $100,000.

“It has this…It has that… And did I mention the leather …blah…blah…blah…”
Of course, being the conscientious and caring brother that I am (a little pat on the back never hurts), I finally got a word in edgewise and asked him the altruistic question…..”How much did it cost?”

C’mon now!… I’m his little brother… Of course I had to ask. I wouldn’t be the loving, caring, “best brother in the whole wide world” if I didn’t ask…. Right?

Now here’s the kicker…

What does my brother say?

“Hmmmmm….
I’m not quite sure what the exact total was….I’d have to check the paperwork!”

Now I’m practically on the floor…..

Alright then… approximately? How much APPROXIMATELY…did it cost?

Now… I’m thinking…How much does a minivan with a million options – leather interior, rocket boosters, infrared laser beam navigation, auto-pilot …. can drive on land or water… yada, yada, yada, go for these days?

He says… “If my memory serves me correctly… I think it was around $34,000.”

You think? YOU THINK?

I couldn’t believe he didn’t know (right down to the nickel)…
I know I’d remember the exact amount if I purchased a new thirty something thousand dollar van!… But wait! It gets better…

Now he hits me in the back of the head with a baseball bat…….

THE PRICE WASN’T THAT IMPORTANT TO ME TO BE HONEST!

I liked the van so much I would’ve spent $50,000 on it!

Okay…Okay… I knew what he meant. He was excited about the new van and he just wanted the darn thing. I’ve been there myself. I’m sure we all have. I knew he wasn’t serious about the $50,000, but I got the point. So I continued to pry a bit ….

“Well, did you at least get a nice discount off the sticker price?”

Now, he totally ignores my question and says… “It even has a “built in” car seat for the new baby” Is that great or what?”

Then he goes on to say…..

“We were soooo lucky! Our salesman was great. Kim (his wife) is so excited because this van is going to be a godsend when the new baby arrives, and believe me, there’s no doubt in my mind that it was worth every penny…”

And now his GULLIBILITY really starts to show…

He continues…

“AND talk about perfect timing… this model was the only one left on the lot. They probably won’t have another one of these babies in for months. The factory can’t truck em’ to the dealers quick enough… If I didn’t buy the van that day, another customer was coming in with a deposit to buy it that evening, so our salesman really went out of his way to help me put the deal together because he knew we really NEEDED IT… ( HE SAID NEEDED!!!)

… PLUS people are willing to pay top dollar with no discounts on these things…. They’re ONE HOT COMMODITY RIGHT NOW!”

“PLUS…He gave me an unbelievable deal on my car as a trade…… ”

“PLUS…PLUS… PLUS… PLUS…!”

I just sat with the phone against my ear (sitting on the floor now) and listened! He went on and on about what a terrific salesperson this guy was. Kim purchased a car from him a few years ago (she was referred by a co-worker) and he’s always kept in touch with her to make sure the car didn’t need servicing or anything. And to top it off… he always gives her his “Demo” car to use when the car was being serviced. He’s a really good guy…..

And then he asks me… “What other salesman do you know that would do that?”

And he went on…”All of our friends buy cars from him because he really cares about his customers… even AFTER THE SALE – and that’s really important. Plus… he even went out of his way to convince his sales manager to throw in a lot of freebies for us – car mats, undercoating, a free oil change…”

“You know he really didn’t have to stick his neck out like that JUST FOR US! I can’t imagine him doing that for EVERYBODY! We’ll definitely go back to him again when it’s time to buy a new car. I’ll recommend him to everybody we know!”

…… blah…. blah… blah…. blah… blah…

He continued….

“AND GET THIS… He gave Kim a $50 gift certificate at our favorite restaurant just for bringing me in to see him……How nice was that? He does that for all his customers who refer someone in to him! That’s really nice of him….isn’t it?”

blah…blah…blah…blah…blah…

FINALLY, he stopped rambling and we finished our conversation. I again congratulated him on the new purchase (I was sincerely very happy for him….REALLY!) and I hung up the phone and just sat there thinking……

Now folks… PLEASE understand something…. My brother isn’t a dummy! He spent several years in the military to pay his way through college, then obtained a degree in software engineering, then ran a company in New Jersey for several years, then moved to Texas to run his own small business. He really is an intelligent guy to say the least!

So he really had me thinking…

What makes an intelligent guy like my brother go out and buy a $35,000+ vehicle and not know OR SEEM TO CARE about the price – plus feel like he was treated like royalty, PLUS think he got the deal of a lifetime…plus…plus…plus…?

And then it dawned on me…

HE SIMPLY MET ONE HECK OF A SALESMAN!

It really is profound when you think about it. My brother isn’t a wealthy guy. He and his wife save a good portion of their income towards their retirement. They both live well within their means. They both work their tails off to provide a decent living for themselves. They’re not in debt up to their eyeballs. Basically, they’re just average folks who work hard for what they have. And from my observations, they (usually) make sound purchase decisions.

So… take a second and think about this “OH SO WONDERFUL” car salesman?

Here’s a guy who probably makes $250,000 a year selling cars (where most car salesman in the area probably make about $50,000 a year).

What separates him from the rest of the crowd? Obviously, from talking to my brother, he doesn’t give these things away. On the contrary, he undoubtedly holds a big profit.

When you break it down it’s pretty simple….

My brother purchased his van from him because he was referred to him by someone else. Lesson: Setup An Affiliate Program… It’s a must!
His wife had previously purchased a car from this salesman and had a great shopping experience so she recommends him highly to everyone. Lesson: Treat your customers like Gold and they’ll come back again and again… and bring their friends!
All their friends buy their cars from this salesman. Lesson: Good service travels like a wildfire (especially online). Bad service…EVEN FASTER
Their whole group of friends refer people to buy from this salesman. Lesson: Again… Word travels fast. You don’t need a huge advertising budget. Just provide GOOD SERVICE!
This salesman follows up and stays in touch with his customers – Calls to see if they need him to schedule any service on the vehicle, etc. Lesson: Create a mailing list and KEEP IN TOUCH with your customers. They’re your lifeblood… your FOUNDATION!
This salesman goes out of his way to accommodate his customers who have already made a purchase in the past – The use of his DEMO vehicle when their car is in for service, scheduling their service appointments for them, etc. Lesson: Do something special once in a while for those customers who’ve already purchased from you. They’ll be overwhelmed with gratitude and at the very least… tell their friends!
He adds perceived value to his customer’s purchases – (FREE floor mats, FREE oil change, undercoating) – even though the dealership probably does this for all their customers — he looks like the hero. Lesson: Give your customers an offer they can’t refuse. Throw in some “Freebies” that cost you little or nothing and include them in with their purchase FREE! The perceived value goes a long way….
He made my brother feel special – “He doesn’t do this for all his customers.. He really went out on a limb for me on this!” Lesson: Everyone wants to feel special! Do things to make your customers feel special (and you don’t have to lower your price to do this). Repeat sales will surely follow…
He gave a nice referral bonus to my brother’s wife for bringing my brother in – a nice gift certificate for dinner at their favorite restaurant. Lesson: Give your affiliates a valuable (perceived) incentive to send customers your way. They’ll be your best advertising….
He’ll keep in touch with them to be sure there isn’t anything else he can do TO HELP THEM OUT in the future. Lesson: – Again, KEEP IN TOUCH with your customers through a MAILING LIST! You’re GUARANTEED another sale when they’re ready to buy again….
He created urgency in the sale – “This was the last one left and someone else was coming in to put a deposit on it if I didn’t take it” Lesson: Offer “Limited Time Offers” and “Weekly Specials”. Your customers won’t want to miss out on an incredible deal!
He built a ton of benefits out of the features of the vehicle – My brother couldn’t stop telling me about all the bells and whistles this van had and how it would make his life so much easier when the baby arrived! Quite frankly… most new vans probably have these same options available… but to him this van was a unique “One Of a Kind” SUPER VAN that he couldn’t live without. Lesson: Sell the BENEFITS of your products, not the features! Tell your customers WHY a feature will BENEFIT them! Customers buy with their emotions much easier than with their logic….

Do you see how a SUPER salesman uses his selling skills to create value in his product, create urgency in the sale, make his customer feel SPECIAL, that they not only “want” but NEED their product, and yet still hold onto all the profit in the sale?

You need to implement those same concepts into your own business online. Online, your business is just YOU!… YOU’RE THE SALESPERSON! Ultimately, you need to be a much better, MUCH SMARTER, salesperson than your competitor.. The absolute BEST salesperson you can be! The better salesperson always wins! Don’t settle… Take a proactive approach with your customers. Don’t wait for them to come to you! That’s when you’ll see the BIG MONEY coming in!

My Final Thoughts…

Remember to always put yourself in the mindset of your customer. It’s your job to build as much “PERCEIVED VALUE” into your offers as HUMANLY POSSIBLE so that your customers simply can’t refuse.

Ask Yourself… What can I do to create an offer my customers simply can’t refuse? When you master this skill, I guarantee…. Your profits will explode!

In closing, I simply wanted to offer you this interesting selling fact….

In recent surveys from online shoppers, the question was asked, “Regarding your most recent purchase online, what was the key factor that influenced your decision to make your purchase from a particular company?”

The following answers ranked higher in their decision making than “BEST” or “LOWEST” price:

Received A Promotional Email – (start a mailing list!)
Portrayed A Professional Image – (build a nice website!)
Seller’s Reputation – (build your auction rating!)
NO RISK Return Policy – (Make an offer they can’t refuse!)
Referred By A Family Member Or Friend – (Start an Affiliate Program!)

With all these factors ranking higher by online shoppers than “Lowest Price”, do you still feel like you need to have the lowest price on a product to make the sale?… I certainly hope not!

It’s your life… and YOUR business! You control your own income! Everyday, you should be brainstorming about different methods and clever techniques you can use to attract new customers….And remember….

Your website is your salesperson…..
Make a great first impression
Be A Professional
Show your personality
Get your prospect’s contact info
Give away some “Freebies” just for stopping by
Keep in touch
Get feedback
Ask for referrals
Gain their trust and establish a relationship…. Then, and only then, go for the sale!

Be sure to sign up for my FREE 12-Part Money Making eCourse.
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Recommended Reading:

Here’s To Your Online Success

Thomas A. Marx

“Learn A Jealously Guarded ‘One-Two’ Punch That Helps You Build Unlimited Opt-In Lists”… In Less Than 24 Hours!“

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