Sales from the EDGE
Back Issue #018

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Sales from the EDGE Issue #018

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Sales from the EDGE
Breaking Through the "White Noise" Of Selling on the Net
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>From time to time, the EDGE publishes important updates that
you need to SELL on the Net. Most "latest and greatest" Net
marketing & sales developments simply waste our time. Today's
"hot new technology" is tomorrow's "whatever happened to?"
 
Occasionally, though, something comes along that STICKS. It
might NOT even be NEW... but we need to be reminded. When
that happens, the EDGE cuts through all the "white noise" of
Web marketing.  It explains the issue and outlines clearly
how YOU can best take advantage of it.
 
SALES FROM THE EDGE is sent ONLY to SiteSell product owners.
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June 1, 2001
Issue #018
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TABLE OF CONTENTS
 
o SITESELL NEWS
 
  1) Site Build It V 1.5 Launches...
     Action Guide is AVAILABLE for Download... Free
  
 
o ARTICLE
 
  1) Tools To Build Trust and SALES!
   
    
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>>~~~~~~~~~~~~~~~~~~~~~~~SITESELL NEWS~~~~~~~~~~~~~~~~~~~~~~
 

>-News-
---1---
>-News-

> Site Build It V 1.5 Launches...
> Action Guide is AVAILABLE for Download... Free
 
For the last few months, many of us here at SiteSell have
been totally focused on what has become our flagship
product, the *Complete e-Solution to Targeted Traffic*...

> Site Build It!

Much to our collective delight, SBI! V 1.5 was launched to
unheralded feedback a few weeks back.  In a recent
newsletter, Allan Gardyne of Associateprograms.com said...

---------------------------------------------
Site Build It! automates and accelerates the
hard and tedious parts of building a
successful affiliate business.
---------------------------------------------

Phil Wiley, of Ozmedia.com, said...

---------------------------------------------
Site Build It! is the bees knees in web site
development and rapid traffic building.

... Site Build It! is like a massive short cut!
---------------------------------------------

Maria Schasteen,  of World Direct Net, recently bought her
fourth copy of Site Build It!.  We e-mailed her to find out
why.  Here's her reply...

---------------------------------------------
Thank you for writing to see why I have 4
Site Build It sites. The concept is just so
great. You see, I only have 24 hours in a
day. In the past I spent my time designing
web sites (I have quite a few). But I never
had time to do the important thing - to
submit them. You guess right! Without
submitting, no traffic :)

Now I can do what I love - design web sites
full of valuable content - and Site Build It
takes care of the rest. Do you know why I
know that Site Build It does promote my site?
I am getting every day a confirmation email
from a search engine telling me which site
was listed. It's GREAT!

I can't imagine WHO in his right mind would
want to try to do all the submitting and
resubmitting himself when the computer can do
it better! 1.) It does submit (which saves me
time). 2. The computer is programmed with the
latest search engine changes (which I do not
care to keep track of).

Every seasoned businessman will agree. Let
the computer automate the business, and do
the important thing: Service the customer.

And then, let's talk about the price. It
would cost me a fortune to have the site
hosted, designed, optimized, and promoted for
a whole year! The cost saving is a no
brainer! I wholeheartedly recommend Site
Build It for the beginner as well as for the
seasoned webmaster!

Maria Schasteen, World Direct Net, Inc.
Editor of http://www.jointeam.com

P.S.: I have no trade secrets. I just follow
Ken's step-by-step plan :)
---------------------------------------------

Everyone seems to have a favorite feature.  Maria's 
is the WorldSubmitter -- but mine is what SBI! does 
AFTER the WorldSubmitter does its thing...

o  tracks spider visits -- resubmits, if necessary

o  tracks when you get listed -- resubmits, if necessary

o  reports how each page is ranked for your keywords.

Other people are blown away by the brainstormer.  It's my
second favorite -- I do one brainstorm session per week,
just to see what it brings back -- I did "pastrami"
yesterday.  This one always amazes me.

Other people love the Pay-Per-Click research and submission
tools.  For a full list of all its features, and their 
values if you were to buy each separately (some, though, 
you just can't buy anywhere), see...

https://secure.sitesell.com/build/order.html

But the REAL MAGIC is how ALL the tools are integrated into
a single system.  The Action Guide takes you through that
system in a simple 10-DAY process.

-----SIDEBAR-----
It's been a lot of work.  But feedback like above makes it
all worthwhile.  Such positive comments spurred on the
celebrative flow of virtual champagne (virtual headaches are
easy to handle), and the sparking of virtual cigars.

It really has been a long, long road.  But in the end, we
have developed a truly unique and amazing product -- the
first of its kind on the Net.

And now, with SureFire Resources behind us, I can say...

"Ya ain't seen nuthin' yet!"
-----SIDEBAR-----

Before I provide you with a brief outline of the enhanced
features of SBI! V 1.5., let me tell you a little bit about
the accompanying Action Guide...

The Action Guide, a MYSS!-style book in PDF format, is the
"glue" that ties the entire SBI! traffic-generating system
together in a simple, easy-to-understand AND
easy-to-implement process.  It leads you by the hand through
the entire process of *building income through content.*

At first, I intended to provide the Action Guide exclusively
to OWNERS of Site Build It!  Makes sense, right?  After all
they're the ones who really need it to build an effective
Theme-Based Content Site.  However, after some deliberation,
I decided to make the Action Guide available to ALL members
of our 5 Pillar Affiliate Program.

Why?...

The Action Guide is a *powerful* PREselling tool.  A free
download allows our affiliates to learn the "ins" and "outs"
of Site Build It! without purchasing the product.  Sure,
it's not as good as owning SBI!, but it does permit
affiliates to write great PREselling content with a depth of
knowledge that they would not otherwise possess.

For those who need positive reassurance that SBI! is the
*total* solution they've been waiting for... the Action
Guide reveals the immense power of this unique tool.

Check it out for yourself.  At the very minimum, you'll
improve your own traffic-building and PREselling efforts.

If you are not already a 5 Pillar Affiliate, join at...

http://www.sitesell.com/affiliateprogram.html

Unlike many other affiliate programs which are shutting
down, cutting back, or stiffing their affiliate force, the 5
Pillar Program remains Allan Gardynes' TOP-earning program,
month after month, from all the programs on the *entire*
Net.

It costs nothing to become a 5 Pillar Affiliate, and you'll
become privy to a widely-praised newsletter.  And if you 
just want to check out  the Guide, that's OK, too.   This 
is just to let you know where to get the Guide if you'd 
like to see more about what SBI! can do for you.

--

OK, now let me give you a quick overview of the new
and upgraded features in SBI! V 1.5...

o WorldSubmitter automatically submits your pages for you,
according to the various protocols of each and every Search
Engine (SE). That's correct, you never have to worry about
submitting again!

o SpiderWatcher (with the aid of a state-of-the-Net bot base
that's updated every 6 hours) monitors newly submitted
pages for a spider visit, to make sure the SEs "got the
message".  And if they didn't, SpiderWatcher will tell
WorldSubmitter to re-submit.

o ListChecker monitors the Search Engines' listings to make
sure a submitted URL does make it into the SEs' database.
Again, if it doesn't, WorldSubmitter is alerted to re-submit
that page.

o The "Analyze It!" module allows you to build highly
optimized SE friendly pages at "the touch of a button."

o Keyword Ranking and Keyword Searches Reports tell you how
your page ranks for your specific keyword at the engines, as
well as which keywords people are using to find you.

o The SE HQs compress bushels of extraneous SE material into
a couple of pages of succinct, need-to-know, information.

o The ReVamped Manager ferrets out the most profitable
keywords in relation to your specific theme (visiting 200
sites in the process), and allows you to build huge
Pay-Per-Click Search Engine campaigns at the click of a
button.

There are several behind-the-scenes things, too, that add
robustness and backups to the system.  Although you do
experience better results, we'll skip over these
technicalities.

Don't forget, these are simply the *new* features.  When you
factor in the already existing capabilities...

WOW! 
   
> http://buildit.sitesell.com/

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>>                THIS ISSUE'S ARTICLE
 
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---1--- 
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> Tools To Build Trust and SALES!

Almost every netrepreneur selling (or PREselling) online has
a couple of rather large hurdles to overcome, the biggest of
which are...

... building trust and establishing credibility.

If your visitors are going to buy from you, and heed your
recommendations, they have to trust you first.  Let's face
it, surfers are a naturally skeptical lot.  You may *really*
have the best product at the best price.  You may offer the
best customer service, and the fastest delivery times.  But
if you can't get your visitors to trust you...

It's all for naught!

So how do you get your visitors to have faith in you?  Good
question!  Luckily, there are a couple of trust-building,
sales-generating tools in our Webmaster's toolbox.  Let's
reach in and bring out a few winners for a closer look...

--

o Trust and Sales Building Tool #1

> Publish an e-zine.

A must, must, MUST do (am I being emphatic enough?).  :-)

Your e-zine allows you to maintain contact with your
visitors over the long term.  Let's face it, no matter how
well you utilize the trust-building tools I'm about to
outline here, some folks need time to "warm up" to your
marketing message.  Your e-zine, if you do it properly, acts
like a cozy heating blanket, creating the warmth of respect
and confidence.  

An e-zine is your opportunity to win-over those who
are sitting shivering on the proverbial fence.

You can start your own newsletter for free at...

> http://groups.yahoo.com/

or...

> http://www.topica.com/

or...

> http://www.roving.com/
(Free up to 50 subscribers)

If you'd like to check out a highly regarded paid
service, visit SparkList at...

> http://www.sparklist.com/

Another service, ListChannel, offers a free e-book ("Insider
Tips to Publishing a Successful Email Newsletter") on their
site.  It's well worth reading...

> http://www.listchannel.com/freetips/secret.zip

Just download, and unzip.

--

o Trust and Sales Building Tool #2

> Design your Web site to be clear, 
> uncomplicated and intuitive. 

Nothing turns a surfer off more than a garish flea market
site, with its two dozen flashing banners, clashing
background, whizzing animations, and funky-colored text.

Keep a united "look and feel" throughout the entire site.
Stick to a plain white background, and black text.  Don't
deviate from the standard fonts, and never use more than two
on your site -- one for headlines, and one for text.

Remember... you don't have to be a professional Web site
designer in order to do build an effective site -- just keep
it simple.  

-----SIDEBAR-----
Baffled by Web design?  Can't design a Web
site to save your life?  Don't fret, there
are a couple of simple solutions.

If you don't have a site, or you would like
to start afresh, Site Build It! builds your
entire Web site without ANY programming on
your part...

> http://buildit.sitesell.com/

If you  prefer to keep your own site, but
improve upon it, here are a couple of great
online resources for templates (some free,
some not)...

> http://www.freesitetemplates.com/

> http://www.4templates.com/

> http://www.freewebtemplates.com/
-----SIDEBAR-----

--

o Trust and Sales Building Tool #3

> Content, content, and more content.

Nothing builds trust like establishing yourself as the
expert.  And the best way to do that?  Build a site rich in
high-quality, even unique, content.

Visitors to your Web site are not usually looking to buy
something.  They're looking for information.  Your job is to
intercept them, provide them with the information they need,
and then re-direct them to the related product or service
you represent (if you're PREselling an affiliate program).
If you're selling your own product or service, you simply
refer visitors to your own product.

Need an example?

Suppose a person goes to a Search Engine, and types in...

... "dangers of high cholesterol."

That person is looking for INFORMATION, period.  She doesn't
want to buy anything... yet.  Now let's assume that person
finds your site in the top 10 listings.

Click!...

Arriving at your site, you present her with a fantastic
article about "The Dangers of High Cholesterol."  At the end
of the article, you provide two links...

The first link goes to the page or site where you sell your
e-book on cholesterol.

The second links to a merchant partner's site who sells a
handy little gadget that measures cholesterol levels in
seconds... with a simple prick of the finger.

True, you could intercept the searcher on her quest for
information by targeting keywords specific to your topic or
theme (which the Search Engines love) and simply try
"hard sell."   But you would only be doing one-half of the
traffic-generating/income-producing solution well.

You need a site that Search Engines AND visitors love.  If
there is a "hard sell" right away, you are "taking" without
"giving" anything to your visitor.  Remember, in this case,
she is looking for INFO on cholesterol.  She's NOT looking
to buy anything. 

"Hard sell" only works a tiny percentage of the time.  In
contrast, a content-rich site, which responds to the needs
of your visitor, increases your credibility... and results
in a higher Conversion Rate.

--

Trust and Sales Building Tool #4

> Get an endorsement from a well recognized, highly regarded
> expert in your field.

OK... this one is a biggie.  Why?

Because endorsement marketing REALLY works.  They say a
picture is worth a thousand words.  On the Net, an endorsement
from the right person may be worth many thousands of DOLLARS.
Let me explain...

If you can get somebody people already trust and recognize
to recommend your product, you're halfway there!  And if the
"endorser" is highly enough regarded, people will buy your
product simply on his/her say so. In other words, the right
endorser can add substantially to the credibility of your
product.

If you are PREselling a merchant partner's product,
it is the merchant's job to seek out these high-profile
endorsements -- which then become an additional tool for you
to use in your PREselling efforts.

If you're selling your own products or service, the onus of
finding valuable recommendations falls onto your shoulders.
Although it sounds like a pretty complicated task, it
requires nothing more than your run-of-the-mill elbow grease.

A great product is always easy to praise.  You just need
to get your product seen by key people.

Unfortunately, there IS a cost.  Unless you happen to be
close personal friends with the top names in your chosen
field, don't expect these experts to endorse your product
for nothing.  Think about what type of compensation would
be mutually satisfying for both of you.

-----SIDEBAR-----
Before you even consider looking for
endorsements, make sure your product is the
best in its class.  Don't expect the pros
to endorse a sub-standard product.  Their
personal credibility is far too important
for that. 
-----SIDEBAR-----

On the Net, another popular way to encourage people to make
referrals/endorsements is by implementing an affiliate
program where you pay a percentage of each sale to the
person who recommended  your product or service.  There are
numerous affiliate solutions -- from companies outsourcing
the entire service, to inexpensive CGI programs.

For most people, it's much easier to outsource the entire
process.  Here's a small sampling of providers...

Commission Junction
> http://www.cj.com/

Be Free
> http://www.befree.com/

Pro-Track
> http://www.affiliatesoftware.net/

AffiliateZone.com 
> http://www.affiliatezone.com/

AffiliateShop.com
> http://www.affiliateshop.com/
   
FreeFiliate
> http://www.freefiliate.com/

ClickTrade
> http://www.clicktrade.com/

In order to fully realize the potential of endorsement
marketing, it's in the marketer's best interest to go looking
for partners.  

Web sites with large mailing lists, decent site traffic, and
based on a similar theme make great potential partners.  The
top sites (which focus on your particular theme) would make
excellent "super-affiliates."  These sites are run by highly
regarded, savvy marketers.  A product endorsement from one
of these marketers is the equivalent of hitting the
e-commerce jackpot.

OK, next question...

Where to start?  

At your competitors' Web sites.  Since these sites are
targeting the same customers as you, they're a perfect
match.  

-----SIDEBAR-----
Although you might think it highly unlikely
that a competitor would be interested in
promoting your product, there are good
reasons why s/he may want to promote your
product...

If your commission rates are good, it allows
the competitor to offer additional value to their
own affiliates, without the hassles of developing
a brand new product.  And, of course, they
don't have to worry about fulfillment or order
processing -- that too is up to you.
-----SIDEBAR-----

Visit the major directories, and SEs, as well.  Do searches
for your most popular keywords and phrases.  Hunt for the
best and most highly trafficked sites.  Sign up for the
newsletters.  Review the content.  And finally, contact the
owners.

-----SIDEBAR-----
If you're thinking that this sounds like a lot
of work, you are right.  Luckily, there is
an easier way.  Neil Shearing has developed
the Internet Success Spider...

> http://www.scamfreezone.com/spider/

The Internet Success Spider helps you seek
out the elusive "super-affiliate."  Simply
type in the URL of a major competitor, and
the Spider checks 5 of the top SEs for the
top sites linking to that site.  But it
doesn't stop there -- it also checks those
sites linking to your competitor for links.
Since it tells you how many "links in" those 
sites have, you have a good place to start 
in your quest for the super-affiliate.  I 
also combine that by using Alexa to check 
each site's traffic stats...

http://www.alexa.com

I've played with the Success Spider for a 
week or so now, and it has potential.  I'll 
be reporting on how successful Neil's tool 
and approach has been in a future issue. 

> http://www.scamfreezone.com/spider/
-----SIDEBAR-----  

So there you have it... four great tools to build TRUST, and
SALES.  Hey, what are you waiting for?  Start generating
some heat...

Warm up your visitors and make your bank account HOT!
   
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
~~~~~~~~~~~~~~~~SiteSell Discount Directory~~~~~~~~~~~~~~~~~
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
http://www.sitesell.com/discount-directory.html
 
Please bookmark this page -- it's the only page that you
will EVER need to buy SiteSell products at an owners-only
discount. For owners of SiteSell products ONLY, it provides
discounts on all products, except for the Electronic Version
of MYSS! -- if I reduced the price on it, I'd have to pay
*you* to buy it!  ;-)
 
SiteSell Discount Directory
http://www.sitesell.com/discount-directory.html
 
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Contact info: E-mail us at support@sitesell.com
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Written by Ken Evoy, M.D.,
President, SiteSell.com
(c) copyright 2001 SiteSell.com