Money Mondays Tip #4: Using Conversion Keys

First, the value exchange. What do I mean by this? I mean, something of value from you, containing information related to why the person came to your site in the first place.

It can be a subscription to your ezine, a free ebook (give as much value as you can, but don’t give away the farm), a software demo, a free mini-course, a feed subscription link – something that your visitor can use long after they’ve come to your site, that requires further interaction with an aspect of your business for them to get more information.

You’re here because you’re looking for that holy grail of traffic sources – free traffic. Or are you? Maybe you’re really here because you want the benefits that come with it – more sales, more money in your pocket, more cost-effective ways to run your online business.

That or you really like it when I ramble. If that’s the case, I have the number to a really good therapist….

I kid with you!

But to continue. I bring that up to say, your customer came there because on some level, they are interested in your gizmo, or something interesting on your pages. What benefits are related to that, that you can give away to a potential client?

Most people come to me wanting their site spidered by Google. I say, I can get you that free, here you go. Have a party. And if you want to do it yourself, sign up for my ezine. I tell you how to do that in the second issue.

But what you really want is to get listed by Google, isn’t it? Well, before I help you figure out how to set Google on your site, why don’t you try a little optimization first – that’s free too.

And that question pops up – why is she giving that away? What’s the catch?

Ha. Try and find one. Big secret? I’m not telling you anything you won’t find on your own after looking on the Net if you know where to look. I just simplified it, and made it easy for you to follow. The thing is, those aren’t my secrets. I’d never re-package someone else’s knowledge just to sell you… and maybe that’s why I’m getting rich slow…

For once, that whole spiel wasn’t just another opportunity for me to drone on about myself. It’s to show you an example of how you can give more than other people do, and not be afraid that it will leave you empty, with nothing left to offer.

Don’t be scared to give someone a good, free tip, or lots of them. I don’t know about you, but I’m busy. And when I’m not busy, I’m lazy. Save people time… they’ll just come back to you over and over again looking for more until one day, something about what you said, or what you offer, with strike them in their sunny spot… and they’ll actually feel good about exchanging currency for your knowledge.

That actually takes care of number two, a follow-up with a value increase. Your information should get progressively better over the follow-up time. Reward the people who stick with you longer. Make them think, man, what’s next?

Which brings us to number three. Make your overall sales presentation better. My favorite two articles, that I refer to again and again, are Willie Crawford’s “20 Simple Things To Do Today To Dramatically Increase Your
Website Sales” and Michael Southon’s (man I always thought it was Southern. Whoops!) “7 Simple Ways To Boost Your E-Book Sales“.

I also like to go to Dr. Joe Vitale’s site. I’m sorry. The man is a copywriting genius. Two free chapters of his hypnotic writing book can teach you more about writing better copy than some people get out of years of study. That link is to his copy writing articles section.

But I said it before, and I’ll say it again. Don’t listen to anyone blindly, especially me. Test and track for yourself, then go with the people whose techniques work for you. Some folks may not ring your bells in getting their message across. If you’re not much of a reader, you might find my articles long and boring.

And that’s cool. I used to try and please everyone, but now I realize, the people who I can best work with are the people who enjoy my flavor. I can’t help the whole world, now can I?

I’m fortunate enough to be able to pick who I want to work with, and filter accordingly. There’s certainly enough people on the Internet for all the honest business people out there, right?

That brings me to my last point… in all of the effort to have a great sales presentation, you’ll want to let some part of you shine through. Nothing on a stalker, ultra-personal level. Unless you’re a poet or a singer, and it somehow works with your business.

Be different. Admit your failings and admit your craziness. Be honest and you’ll end up with a sub-niche of the niche you pursued that you Own. The copycats will never be the original you.

See you in a few with the feed and/or site of the day.