|
|
5 Things Every Internet Marketer Must Learn From Mail Order To Increase Their Profits Now!
|
| Friday, December 26, 2008 |
Understanding that the Internet is another means of direct response marketing can make you rich!
That's true. Few people actually "Get it."
Information marketing has much in common with the 'old school' mail order business. In fact, many of the practices you see online today such as two page direct sales mini-sites, mailing lists and unique products come directly from the sales by correspondence.
While the Internet would benefit from studying the correspondence industry. The basic principles and marketing practices employed by the industry translate naturally to the online environment.
The five main priorities of successful mail order to online marketing. They are: demographics, targeting, testing and monitoring, sales and customer tracking. If you're not focused on these key areas yet, read on to discover why should be, and what it means to your end.
Direct Response Lesson # 1: Demographics
Demographic information provides an in-depth profile of your potential customer. There are two ways to acquire demographic information, and two separate motives for each method.
You can:
? Acquire data from consumer data mining companies such as MarketShare online? Acquiring data from your customer base
The preferred source depends on your product development process and your current resources. Occupation has collected data allows you to survey the market and create products targeted. Rather than searching through keyword lists for potential niches, you can use demographic data to target specific consumer groups according to their spending habits and disposable income. Your marketing strategy becomes much clearer with this data in hand. It allows you advance insight into your client's interests, pricing points and mindset. Now you have a reference to test the effectiveness of your message.
You should also acquire as many demographics as possible to your customer base and mailing list. Even when you possess the means to pay for this information, you should still query your own customers.
Why?
Quite simply, you need to compare the profile of your customers on your expected customer base. For example, if you sell a high price product information targeted to small business owners, although 50% of your list is made up of non-qualified tire-kickers, something is either with your copy sales, targeting or both.
Direct Response Lesson # 2: Targeting
Here is a rule of thumb for you to memorize: interest and need alone is not sufficient to generate a sale. This is a controversial statement, I know. Ask yourself the following question, however: How many times have you found yourself interested in a product not yet purchased? How many times do you need a product not yet been able to afford it?
The truth is that in both cases, despite your interest and your need, you are only marginally targeted when the offer was presented to you.
This subtle case points to the synergy between demographics and targeting. That is why the mail order company go to such great lengths to acquire detailed information on the market. If you send 100, 000 pieces of mail or pay for 100,000 visitors to your website, the goal is the same: put the offer in front of the right person at the right time. If you put the offer in front of the right person at the wrong time is the same as no offer at all. It is not targeted.
Direct Response Lesson # 3: Testing and monitoring
You must test and monitor everything you do. You must follow your pay-per-click campaigns, your newsletter mailings and the paths taken by visitors to your website. You must test your ad copy and your product pricing.
Testing and monitoring phase of a campaign marked the ground between demographics and targeting. Once you've acquired the data on your potential customer problem, you must follow their actual behavior to see if it matches the expected results.
Until you do this, you are really guessing as to what works. Every mail order company a tracking code on their postcards. This enables them to zero on the exact location, age, income, race and marital status to meet customers. The first time you launch a product online, however, you are essentially blind to this information until you start tracking. As you collect your data, however, you can discover what search engines and which newsletters pull the best. Over time, you'll be able to answer that with deeper demographic data collected from your list and discover, at least, age and income of your customers and what search engines that they prefer.
Can you imagine knowing that men aged 24-34, for example, prefer Google, or stay at home mothers prefer Yahoo? This type of data is priceless because it directs your targeting in advance. This is exactly the gold mine that awaits you when you devote special attention to test and track your campaigns.
Direct Response Lesson # 4: Creating application forms for making Sell
Your order form can pull more profit through impulse purchases you make. Many Internet marketing seem to believe that one product should lead to a simple form. This is probably due to so many of us to be self-taught. We copy what we saw.
Have you ever stopped to examine a mail-in coupon or catalog form? Even when the offer ultimately focuses on a major product, the form still includes an up-sell and sometimes even against-offer.
For example:
"Yes, I'd like to order the incredible Bikini Wax System for $ 49.95 today! Also, please include my bottle of 14 ounces of Instant Soothing Moisturizer, a perfect complement to the incredible and a Bikini Wax system to steal only $ 9.99 (Up - Sell)
"Yes, I want to subscribe to Golfing Today! Instead of the incredible offer of 12 issues for $ 14.99, I would receive 52 issues per year for $ 29.95 ( against-offer)
The reason for this, of course, is that the customer is already interested and already in a spirit of purchase. You have done all the work it in your site and you seduce him with your sales letter. It is on the order by credit card in hand. Why not use this time to make a complementary offer? -You can sell a product with your own or that of any of your joint venture partners to share profits.
There is really no harm in making the offer. The customer will be taken on it or it will not. The important point here is that the order form robust, with other offers to help you benefit and further reduces the work of luring that customer back in the future to make additional purchases.
Direct Response Lesson # 5: After tracking sales
What happens to your customer after the sale? Take a page from the book of the secrets of mail order and monitor this score! If you've ever bought anything through a catalog, you know what happens. You end up on their mailing list and continue to receive catalogs and other offers in the mail.
In fact, May you receive as much mail as a company that you are angry! Although I do not recommend going over with your mailings, I recommend moving your customers with an ad or newsletter list.
You do not want a coup once with that person. Instead, you want to build a lasting relationship. Your monitoring process should be designed with several goals in mind:
? Keep your name and brand in front of the customer? To build confidence and credibility through the sharing of documents to support that adds value to the product? To maintain contact so you can make deals in the future
Monitoring the customer is so important that it can not be stressed enough. It is a rule which stipulates that 80% of your revenue will be 20% of your customers. In other words, if someone buys from you once, they are likely to buy from you again as long as they take appropriate measures and keep them connected to you.
Remember that your customers are human beings and May through a variety of emotions after a purchase.
May they experience the buyer's remorse. They feel nervous in May on sharing their credit card information with you and then never heard of you. May they absolutely love you and your product and want to reach for more information. You must tend to each of these variables in order to gain customer confidence and satisfaction, then follow you!
What will you do with the five lessons are presented in this article? You have before you an almost complete overview of a system of corporate profitability online marketing. Take these principles to know and put them into practice. Know your market. Talk to your market. Log on to your market. I guarantee you a profit increase.
Copyright 2004 Jo Han Mok
Jo Han Mok and is frequently invited guest speaker at Internet Marketing bootcamp and conferences on topics such as writing and Joint Venture Marketing. Visit his website to get a simple step-by-step plan you can take at Ground Zero to have money deposited into your bank account from an online every day for the rest of your life! ==> Http: / / www.SuperFastProfit.com |
posted by neptunus @ 9:14 PM
 |
|
|
|
|
Post a Comment