Sales from the EDGE
Back Issue #022
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Sales from the EDGE Issue #022
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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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Jan. 14, 2001
Issue #022
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TABLE OF CONTENTS
o SITESELL NEWS
1) SiteSell Revamps 5 Pillar Affiliate Program
NOW is THE Best Time Ever to Register and Earn
(Up to $10,000 for a Single Referral)
o Articles
1) Look At Your Site through Your Visitors' Eyes
2) Our "Worst" Product is My Favorite!
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>>~~~~~~~~~~~~~~~~~~~~~~~SITESELL NEWS~~~~~~~~~~~~~~~~~~~~~~
>-News-
---1---
>-News-
SiteSell Revamps 5 Pillar Affiliate Program
NOW is THE Best Time Ever to Register and Earn
(Up to $10,000 for a Single Referral)
Allan Gardyne, Ralph Wilson and other Net gurus have oft-
referred to SiteSell's affiliate program as the best on the
Net... and NOW, it's just become better.
How? Streamlined signup and info-delivery system... more
customizable free trials and unique, proprietary marketing
tools... real-time stats (as detailed as you like)... a
revamped 5 Pillar Club... new free downloads... the all new
"Getting Started Action Guide" (which shows you how to skim
the 80-20 cream FAST)... and to complete the tune-up, a
refreshed 5 Pillar Manual (still the best manual on
affiliate marketing, and it's FREE). It all adds up to...
> YOU.
YOU'll be earning income, from LIFETIME customers, AND from
a rapidly growing second tier of team members, in no time at
all... and for a long time.
Details at...
http://www.sitesell.com/
http://www.sitesell.com/affiliateprogram.html
P.S. And remember, as mentioned in the last issue where we
announced SureFire Premium Processing, you can earn up to
$10,000 from a single valid referral!
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>> THIS ISSUE'S ARTICLES
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---1---
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Look At Your Site through Your Visitors' Eyes
As mentioned in "News" above, we have totally revamped our 5
Pillar Program, from the point of first contact (the site),
all the way through info-delivery, etc. The result of the
site overhaul has been a TRIPLING of registrations. So...
If YOU have not taken a hard look at your site, or at an
important part of your site, over the past 6 months, let me
give you an important tip...
Take a look. If you have the same experience that I did,
you'll find you're looking at it through a new pair of
eyes... through YOUR visitors' eyes, actually. And I
GUARANTEE that you'll find MAJOR ways to improve it. We
did exactly that, and as a result, the revamped affiliate
site has literally tripled 5 Pillar registrations.
After your overhaul, follow with two studies...
1) Usability -- Jakob Neilsen's the master here. His book
is indispensable...
Designing Web Usability : The Practice of Simplicity
Paperback - 432 pages 1st edition (December 1999)
New Riders Publishing; ISBN: 156205810X
-----SIDEBAR-----
Actually, if your "new eyes" spot some major
issues, it's a good idea to do usability
testing BEFORE you make your major changes,
too. This will reinforce or modify your own
impressions. It also serves as an excellent
baseline for your "post-renovation" testing.
-----SIDEBAR-----
2) Phone Survey -- Call a sampling of 30 or 40 of your new
customers or registrants. Our post-signup survey showed a
high level of satisfaction ("OVERdelivery, as promised")
with the all new "Getting Started Action Guide" (which shows
you how to skim the 80-20 cream FAST), and the revamped 5
Pillar Manual.
Bottom line? Things change... your company, the Net, your
customers' needs. Take a hard look at an important part of
your site that you've ignored for more than 6 months... and
reap the benefits.
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---2---
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Our "Worst" Product is My Favorite!
Actually, I have two favorites, Make Your Price Sell! and
Site Build It!, but for totally different reasons.
If I was just launching my very first product (niche
investment software), or if I was just launching our first
Net-selling book (MYSS!), I would have drooled over a
product like Make Your Price Sell!. To *know* THE single
perfect price for your new product is an indispensable
comfort and kickstart for any business.
However, it's also our "worst" product... in terms of sales.
The reason?
It's only the cream of Netrepreneurs who use it... the top
1%. And that reduces your market size pretty substantially.
Slowly, steadily, however, we've been watching MYPS!
increase in both price and sales volume, as the word slowly
spreads among successful sellers on the Net.
However, the rest of this article, written by MYPS! "fan"
Les McKeown, really popped my eyes open. I hope it gives
you some good ideas, too...
-----SIDEBAR-----
My other favorite product?
Site Build It!, of course. Unlike MYPS!,
though, it's our best seller (yes, even
greater than MYSS! in dollar volume)...
Why? Again, it all has to do with market
size. For SBI!, the market is huge and
varied...
Our customers range from...
o complete newbies who've never dabbled in
e-commerce, and who go from scratch to
success in weeks without any programming or
design knowledge at all (through affiliate
programs, and without needing to sell a
single product of their own),
to...
o professional consultants, some of whom
have more than 20 SBI! sites, who build
traffic for clients (naturally, they don't
tell them how they do it!),
to...
o people selling their services, who create
a site with a theme related to their service,
attracting potential new customers from
around the world,
to...
o those who already have e-commerce sites,
and want to attract warm, willing-to-buy
traffic.
-----SIDEBAR-----
In any event, I'll let Les do the talking from here on in.
It really is a very smart and effective way to use MYPS!...
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Ken, as you're aware, I'm a big fan of 'Make your Price
Sell!' (MYPS!).
Since it became available, I wouldn't *dream* of launching a
new product without 'turning the lights on' by using an
MYPS! survey.
I know it's one of your favorite Sitesell products too, so I
thought you would be interested to hear about a unique use
of MYPS! on my site.
Last week, I 'soft-launched' a (for me) very important new
product at one of my sites:
http://success-at-work.com/
'How To Succeed At Work' is an ebook for anyone who wants to
find, land and succeed at the job or career that's right for
them - it's my last 20 years experience as a coach / mentor
/ career counselor in one package.
So (after re-reading MYSS! 2002 to ensure I've remembered
all the key points), I set up an MYPS! pre-launch pricing
survey for potential customers - it pops up if you try to
order anything at the site before launch day.
-----SIDEBAR FROM KEN----
MYPS! even shows you how to quickly drive
enough traffic to a "PRE-launch" site to get
the pricing data you need, quick and simple.
-----SIDEBAR FROM KEN----
H O W E V E R... because I want the site to be affiliate-
driven, affiliates are my customers too, and their input is
every bit as important.
I decided to find out if *affiliates* have a different view
from *end-buyers* about the best price point for 'How To
Succeed At Work' - would they prefer a
'lower-price | lower-commission | higher-volume' model,
or a
'higher-price | higher-commission | lower- volume' model,
- or something else altogether?
So...I put together a second set of MYPS! surveys to poll
POTENTIAL AFFILIATES on the best price for 'How To Succeed
At Work'.
The site now has 14 MYPS! surveys in all, depending on
whether the customer / affiliate is most interested in the
ebook, tape, workshop, combo, etc.
(This feature alone is providing me with invaluable
information about which *version* of 'How To Succeed At
Work' is likely to be the most popular amongst prospective
customers and affiliates - something I've only been able to
'take a stab at' before.)
Of course, with so many surveys, I used the MYPS! annual
subscription, enabling me to run as many surveys as I wish
for under $300 - in my view the best-kept marketing secret
on the 'net!)
-----SIDEBAR FROM KEN----
Actually, we don't publicize this option at
all. But if you'd like an unlimited use
version of MYPS!, the price is US$299. The
only exception to "unlimited" is for
professional pricing consultants. Review
MYPS! at...
http://myps.sitesell.com/
Then, if either of the above options interest
you (unlimited or "consultant"), please
contact us at pricing@sitesell.com .
-----SIDEBAR FROM KEN----
Finally, by using the question logic in MYPS!, and the
facility to view the results from different 'demographics',
I'm able to compare the aggregated responses of 'dormant',
'active' and 'super-' affiliates to see if there is any wide
variance between each groups pricing preference.
It's easier 'felt than telt' (as they say in my native
land), so if you click through to:
http://www.success-at-work.com/go/k.w/sitesell
....you'll see the 'hidden page' that's just for potential
affiliates where all is revealed.
Ken, I've enjoyed 'tweaking' MYPS! to involve my potential
affiliates in 'How To Succeed At Work' in this unique way,
and I want to thank you for providing such a powerful tool.
If any of your readers would like assistance in setting up
MYPS! to meet any similarly unusual circumstances they have,
I'd be delighted to help.
Thanks again, Ken
Les McKeown President & CEO, Success-At-Work(TM)
les@Success-At-Work.com
'How To Succeed At Work'
Find, Keep and Succeed in Your Chosen Job Or Career
http://success-at-work.com
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Thanks, Les, for sharing that creative use of MYPS!. I'm
continually amazed at the ingenuity and generosity of
Netrepreneurs from around the world, with Les being a great
example. If you have any great ideas to share about how YOU
use SiteSell products...
.... I'm all ears! :-)
.... especially if it's about one of my favorite products!
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~~~~~~~~~~~~~~~~SiteSell Discount Directory~~~~~~~~~~~~~~~~~
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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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Written by Ken Evoy, M.D.,
President, SiteSell.com
(c) copyright 2001 SiteSell.com
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