Where The BIG Money Is NOW Online For Offliners

105 replies
This is for us, marketers
not inventors.

Now there are so many people and
businesses who have websites that are very profitable.

I'm talking about turning out millions of dollars a year.

A small percentage in the conversion of traffic to buyers makes a lot of money.

And the beauty is it can take very little work to achieve big money gains.

An example is where I got called in to a Texas Publishing company that was doing a
tad over 5 mill a year, all from their websites.

It only took 10 minutes of my time to find a way to lift conversions.

Bang, 25% more sales in 3 days from implementing my recommendation!

You do the maths ...how many zeros it added to their bottom line.

In contrast, look at all the grunt work that goes in getting
the money flowing to be profitable in the beginning.

The ROI for you and clients can be the difference between night and day.

Positive results come in days, not months.

Big budgets, fast results = happy working relationship.

There's an abundance of free knowledge and tools to
get you to launch into the web conversion business.

And another thing,
you aren't fighting Google here.

You just convert more of existing traffic to buyers.

There you go, I've opened your eyes to where the
BIG money online is now.

Best,
Ewen
#big #money #online
  • Profile picture of the author sloanjim
    whilst it's a good idea...what exactly have you shown us?

    How, where, how much, when, to whom?

    So oyu have done this sucessfully? On how many occassions?

    Reminds me of the "here's a great untested idea"
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    • Profile picture of the author Chris Beatty
      That is definitely a good part of the business to be in. I think what he's saying is that everyone is so focused on the Traffic side of the business, there is a lot less competition in the Conversion side. Ultimately you can have all the traffic in the world but if it doesn't convert, what's the point? Conversions is where the $$$ is for offline businesses. Get good at conversions and you'll make a LOT of money!
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    • Profile picture of the author uncle randy 71
      Originally Posted by sloanjim View Post

      whilst it's a good idea...what exactly have you shown us?

      How, where, how much, when, to whom?

      So oyu have done this sucessfully? On how many occassions?

      Reminds me of the "here's a great untested idea"
      I could be wrong, but I think what Ewen is saying is look for clients that receive high amounts of traffic but have low conversions.

      For instance, if you type in "dentist+local city" (use your local city) then you should find a handful of dentists in your local area. Visit each of those sites. Determine which one likely has bad conversions due to :
      - non-existant call to action
      - confusing wording
      - average site that says "hey, we are great dentists, call us" (which is typical for a lot of niches)

      Now, you have some ammunition. Contact the top three and explain they could make more money, from EXISTING traffic (after all, they show up on top of page 1 in Google) by IMPROVING conversion.

      If I am wrong Ewen, please correct me. I have learned a lot from your posts and links to valuable case studies and other stuff that you have mentioned lately.
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      • Profile picture of the author ewenmack
        I'm not looking for websites that sell to a local market.

        I'm looking for those that sell nationally and internationally.

        Same amount of work for me, just adding more zeros to their bottom line.

        That's the difference to what you are describing.

        Best,
        Ewen

        Originally Posted by uncle randy 71 View Post

        I could be wrong, but I think what Ewen is saying is look for clients that receive high amounts of traffic but have low conversions.

        For instance, if you type in "dentist+local city" (use your local city) then you should find a handful of dentists in your local area. Visit each of those sites. Determine which one likely has bad conversions due to :
        - non-existant call to action
        - confusing wording
        - average site that says "hey, we are great dentists, call us" (which is typical for a lot of niches)

        Now, you have some ammunition. Contact the top three and explain they could make more money, from EXISTING traffic (after all, they show up on top of page 1 in Google) by IMPROVING conversion.

        If I am wrong Ewen, please correct me. I have learned a lot from your posts and links to valuable case studies and other stuff that you have mentioned lately.
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        • Profile picture of the author uncle randy 71
          Originally Posted by ewenmack View Post

          I'm not looking for websites that sell to a local market.

          I'm looking for those that sell nationally and internationally.

          Same amount of work for me, just adding more zeros to their bottom line.

          That's the difference to what you are describing.

          Best,
          Ewen
          Thanks for the clarification. I thought I was missing something.
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      • Profile picture of the author Oziboomer
        Originally Posted by uncle randy 71 View Post

        I could be wrong, but I think what Ewen is saying is look for clients that receive high amounts of traffic but have low conversions.

        For instance, if you type in "dentist+local city" (use your local city) then you should find a handful of dentists in your local area. Visit each of those sites. Determine which one likely has bad conversions due to :
        - non-existant call to action
        - confusing wording
        - average site that says "hey, we are great dentists, call us" (which is typical for a lot of niches)

        Now, you have some ammunition. Contact the top three and explain they could make more money, from EXISTING traffic (after all, they show up on top of page 1 in Google) by IMPROVING conversion.

        If I am wrong Ewen, please correct me. I have learned a lot from your posts and links to valuable case studies and other stuff that you have mentioned lately.
        Yeah it's bad news when my dentist asks me "have you heard of Infusion?" instead of talking to me about my dental needs.

        Most of the time when I'm sitting in the chair I just hear how cosmetic repairs is down and how so and so has started using such and such.

        Most of the so-called lucrative offline niche businesses are well aware of the newest latest marketing methods because they regularly invest in attending conferences sponsored by their various associations where they are bombarded by marketing gurus. They are also acutely aware that they have to stay ahead of their competition.

        I have a few medical clients and all of them know pretty much everything their competitors are doing and anything that is working for one soon gets diluted so regular ongoing innovation with fierce split testing is vital.
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  • Profile picture of the author Lulu Chil
    Hi Ewen. Thanks for sharing this. I just had a quick through on google and find outs that don't even have newsletters, optin pages and so. How would one go about approaching businesses and also what could one charge?

    Thanks
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    • Profile picture of the author ewenmack
      Originally Posted by Lulu Chil View Post

      Hi Ewen. Thanks for sharing this. I just had a quick through on google and find outs that don't even have newsletters, optin pages and so. How would one go about approaching businesses and also what could one charge?

      Thanks
      Hi, you would approach them like any other successful way.

      As far as pricing your service, you work out what there average dollar sale is and multiply that figure by the number of transactions per year.

      You go through that same process with the DM and then add in your fee then you show you have taken out your fee which leaves her with the net gain from just x number of clients you brought in for her.

      You are showing her the money.

      Best,
      Ewen
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  • Profile picture of the author glenne6363
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    • Profile picture of the author ewenmack
      Here's an example of a webpage at first glance looks good.

      When you delve deeper into it,
      there are opportunities to run a split test.

      In the page image below I've highlighted them and
      given reasons why.

      After you read a few case study experiments and the reasons why the changes were made,
      then you get an understanding of reader behaviour that transcends markets.

      You may like to see what changes you would make for a split test.

      This webpage would be an ideal target company to go after because, not only you see possibilities for improvement,
      but they are quite big with international websites.

      This means they have bigger sales volume and a few tweaks can mean a lot of extra revenue.

      Here are some tools I would use to carry out the tests and get back reader feedback.

      A choice of these 2 tools to get feedback
      when on page and when they exit.

      survey leavers
      Free Customer Satisfaction Website Survey | 4Q Survey

      survey those on site
      Feedback Form - Kampyle

      And the tool for carrying out the split tests.

      This allows you to put a one time snippet of code into website once.
      Then from the dashboard you can make the changes as you see in front of you.

      No coding, some say the easiest and most fun way to split test.

      https://www.optimizely.com

      you are set now!

      In the original post, I mentioned a Texas digital publisher doing a little over 5 mill in annual sales...
      well, all I did was get them to change shopping cart button...
      made a 25% lift in sales within 3 days split test showed.

      Sorry I can't mention their name because I have a non disclusure agreement.

      Hope you can see the potential from this one demonstration.

      Best,
      Ewen

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      • Profile picture of the author localseoer
        Originally Posted by ewenmack View Post

        Here's an example of a webpage at first glance looks good.

        When you delve deeper into it,
        there are opportunities to run a split test.

        In the page image below I've highlighted them and
        given reasons why.

        After you read a few case study experiments and the reasons why the changes were made,
        then you get an understanding of reader behaviour that transcends markets.

        You may like to see what changes you would make for a split test.

        This webpage would be an ideal target company to go after because, not only you see possibilities for improvement,
        but they are quite big with international websites.

        This means they have bigger sales volume and a few tweaks can mean a lot of extra revenue.

        Here are some tools I would use to carry out the tests and get back reader feedback.

        A choice of these 2 tools to get feedback
        when on page and when they exit.

        survey leavers
        Free Customer Satisfaction Website Survey | 4Q Survey

        survey those on site
        Feedback Form - Kampyle

        And the tool for carrying out the split tests.

        This allows you to put a one time snippet of code into website once.
        Then from the dashboard you can make the changes as you see in front of you.

        No coding, some say the easiest and most fun way to split test.

        https://www.optimizely.com

        you are set now!

        In the original post, I mentioned a Texas digital publisher doing a little over 5 mill in annual sales...
        well, all I did was get them to change shopping cart button...
        made a 25% lift in sales within 3 days split test showed.

        Sorry I can't mention their name because I have a non disclusure agreement.

        Hope you can see the potential from this one demonstration.

        Best,
        Ewen

        Thanks for taking the time to do those critiques , great job
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  • Profile picture of the author ewenmack
    Originally Posted by TheBlogger View Post

    Good stuff. Can I ask though: did you really make "BIG Money" just changing a shopping cart button on a company's website?
    Yeah they continually split test and it made a 25% lift in 3 days,
    that's what they told me.

    5 minutes of "work" on my part.

    When you see hundreds of split tests and the big lifts in sales,
    you'll see opportunities everywhere, and on the BIG money sites too.

    Best,
    Ewen
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  • Profile picture of the author maricelu
    I did split testing on my sister's fashion blog and it works. We've got an increasing 16% click to the SHOP page and this is not a lot for us but it could be big for bigger sites.

    I will think to offer this as a service. Ewen, definitely you are my favourite poster on this forum and I will keep looking at your upcoming posts, you are the kind of expert I wanna be in the future and I love all the stuff you write about. One quick question: How do you position yourself when selling them and how much would you charge for the increasing percentage of transactions? I would think of charging a comission from what has been added to their buget.
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    • Profile picture of the author ewenmack
      Originally Posted by maricelu View Post

      I did split testing on my sister's fashion blog and it works. We've got an increasing 16% click to the SHOP page and this is not a lot for us but it could be big for bigger sites.

      I will think to offer this as a service. Ewen, definitely you are my favourite poster on this forum and I will keep looking at your upcoming posts, you are the kind of expert I wanna be in the future and I love all the stuff you write about. One quick question: How do you position yourself when selling them and how much would you charge for the increasing percentage of transactions? I would think of charging a comission from what has been added to their buget.
      Thank you.

      It's about showing them the money.

      Like in a earlier reply, you ask the DM what the average dollar sale is,
      and how often do they buy.

      Come up with that figure for the year, minus your fee.

      You work out those numbers in your head before you go in.

      That's where you adjust your fee to show a great return on investment.

      As I said, it's called,
      "show me the money!"

      After going through this exercise a number of times in your head,
      you'll come up with some types of businesses you can charge a whole lot more because
      the ROI is ridiculously good.

      And you aren't doing any more work for them.

      Best,
      Ewen
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  • Profile picture of the author TopKat22
    Yep, I agree. This is where the big money is. Maybe so more people will look into this and reap the rewards.

    However, what I've noticed is that a lot of the people on here would rather jump from one WSO to another that promises money right now rather than taking a proven idea and work on it like a real business until they are profitable and then scale it up or branch out.
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    • Profile picture of the author ronr
      Good post Ewen,

      Everyone needs to split test but we seldom do it. It's often easier to do it for someone else because it's sometimes hard to see it when you are so close to it. As a 3rd party you can look at it with fresh eyes.

      Also darn smart to already go after sites that are already getting good traffic. Then you can test your changes and see the results in just days and be a hero if they see a good difference.

      This is much easier and more profitable than chasing Google!

      Ron
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      • Profile picture of the author ewenmack
        Part of the reason for lack of split testing
        Maybe due to most here are getting a
        Website up and for businesses who are targeting locals.

        Therefore there is a very small numbers
        For a baseline to use.

        An example 100 visitors to 100,000 per month.

        Small numbers make it difficult to validate changes.

        Just a different market altogether.

        So true about being at the whim of Google!

        Best,
        Ewen

        Originally Posted by ronr View Post

        Good post Ewen,

        Everyone needs to split test but we seldom do it. It's often easier to do it for someone else because it's sometimes hard to see it when you are so close to it. As a 3rd party you can look at it with fresh eyes.

        Also darn smart to already go after sites that are already getting good traffic. Then you can test your changes and see the results in just days and be a hero if they see a good difference.

        This is much easier and more profitable than chasing Google!

        Ron
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  • Profile picture of the author socialbacklink
    You are talking my language. I live for testing. A few years back I had a page that was converting for co-reg at about 12% and break even. After a week of split testing I was converting at 47% and profiting $8,000 per day! Testing is where it's at. I'm all about some landing page optimization. If you are going to survive in PPC you have to do that. Most of the time too it's low hanging fruit. You can make a ton of money in just a few minutes of suggestions.
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    • Profile picture of the author ewenmack
      Originally Posted by socialbacklink View Post

      You are talking my language. I live for testing. A few years back I had a page that was converting for co-reg at about 12% and break even. After a week of split testing I was converting at 47% and profiting $8,000 per day! Testing is where it's at. I'm all about some landing page optimization. If you are going to survive in PPC you have to do that. Most of the time too it's low hanging fruit. You can make a ton of money in just a few minutes of suggestions.
      Michael,

      Do you have a resource that you refer to get
      split test results from PPC campaigns?

      Best,
      Ewen
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      • Profile picture of the author socialbacklink
        Originally Posted by ewenmack View Post

        Michael,

        Do you have a resource that you refer to get
        split test results from PPC campaigns?

        Best,
        Ewen
        Not sure I understand the question. I'll normally do split testing of my ads then separate split testing for my pages. I'll also do a lot of multivariate testing on the pages. That way I can move quicker.
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        • Profile picture of the author ewenmack
          Originally Posted by socialbacklink View Post

          Not sure I understand the question. I'll normally do split testing of my ads then separate split testing for my pages. I'll also do a lot of multivariate testing on the pages. That way I can move quicker.
          You know we have Marketing Experiments for website conversion
          as a resource, is there anything similar for the ppc world?

          Best,
          Ewen
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          • Profile picture of the author socialbacklink
            Originally Posted by ewenmack View Post

            You know we have Marketing Experiments for website conversion
            as a resource, is there anything similar for the ppc world?

            Best,
            Ewen
            Actually not that I'm fully aware of. I do know that Flint and the guys as meclabs do have a good bit of ppc split testing they've done listed on marketing experiments.com. I've shared campaigns with them in the past. They worked with me on 2 huge projects I've worked on in the past. Great guys all of them.

            I'd thought about doing something along those lines but it's a full time deal. Just don't have the time to devote to it.
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            • Profile picture of the author ewenmack
              Originally Posted by socialbacklink View Post

              Actually not that I'm fully aware of. I do know that Flint and the guys as meclabs do have a good bit of ppc split testing they've done listed on marketing experiments.com. I've shared campaigns with them in the past. They worked with me on 2 huge projects I've worked on in the past. Great guys all of them.

              I'd thought about doing something along those lines but it's a full time deal. Just don't have the time to devote to it.
              Thank you Michael.

              When you think about the principles Flint and the team have discovered,
              they apply to your ppc campaigns anyway. The thought processes our target audience uses.
              Then the landing page has to match the first ad seen.

              Best,
              Ewen
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              • Profile picture of the author socialbacklink
                Originally Posted by ewenmack View Post

                Thank you Michael.

                When you think about the principles Flint and the team have discovered,
                they apply to your ppc campaigns anyway. The thought processes our target audience uses.
                Then the landing page has to match the first ad seen.

                Best,
                Ewen
                Exactly. The best part of Meclabs too is that you've got a wealth of experience in test cases on their site for free. No one should ever setup a landing page that just doesn't convert at all with all of those test cases over there.

                Learn from the experience of others. Don't reinvent the wheel. Just take one that works and try to make it a little rounder through testing. And you are also correct that the ad has got to match the page. I always tell people a PPC campaign starts with a good page. If there is a good page in place it makes PPC easy. Then, I can just focus on selling the click and let the page sell the product as it should be.
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                • Profile picture of the author ewenmack
                  Originally Posted by socialbacklink View Post

                  Exactly. The best part of Meclabs too is that you've got a wealth of experience in test cases on their site for free. No one should ever setup a landing page that just doesn't convert at all with all of those test cases over there.

                  Learn from the experience of others. Don't reinvent the wheel. Just take one that works and try to make it a little rounder through testing. And you are also correct that the ad has got to match the page. I always tell people a PPC campaign starts with a good page. If there is a good page in place it makes PPC easy. Then, I can just focus on selling the click and let the page sell the product as it should be.
                  Michael, I advised a person on the copywriting forum to go study what's inside Marketing Experiments.

                  He wanted to know whether he should hire a copywriter to get
                  better results on his lead gen page.

                  Said the most successful website owners are continually split testing,
                  which many think that if they only got a top copywriter all will be fine and dandy.

                  Doesn't work like that.

                  I was called in to help better conversions on a website that
                  was doing slightly over 5 mill.
                  They have a in house team dedicated to squeeze more money out of that website.

                  This stuff is not new to you Michael...
                  preaching to the converted...lol.

                  Best,
                  Ewen
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                  • Profile picture of the author ewenmack
                    Good news!

                    Decision makers in big companies say web conversion is
                    their #1 priority in 2013.

                    Problem is they don't know how to do it.

                    Smell opportunity?

                    Here's the poll...

                    Customer Conversion Top Opportunity for CMOs for increasing Revenue in Early 2013 - Member Poll Results | The CMO Club News

                    Best,
                    Ewen
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                  • Profile picture of the author socialbacklink
                    Originally Posted by ewenmack View Post

                    Michael, I advised a person on the copywriting forum to go study what's inside Marketing Experiments.

                    He wanted to know whether he should hire a copywriter to get
                    better results on his lead gen page.

                    Said the most successful website owners are continually split testing,
                    which many think that if they only got a top copywriter all will be fine and dandy.

                    Doesn't work like that.

                    I was called in to help better conversions on a website that
                    was doing slightly over 5 mill.
                    They have a in house team dedicated to squeeze more money out of that website.

                    This stuff is not new to you Michael...
                    preaching to the converted...lol.

                    Best,
                    Ewen
                    So true. I did a co reg campaign a few years ago. We went through round after round of change. At one point I had it converting at 47%. There is always room for improvement. This use one copywriter once business is a joke. I know that if I continually split test I'll be able to pay a lot more on my cost per click and still make more than my competitors. That's why you keep testing. You can own PPC. You literally cancel out competition because so very few split test.
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                    • Profile picture of the author Kelvin AIP
                      all this sounds nice, but how does one even get started? How can you actually test your principles learned from other websites on improving conversion? It's one thing to identify high volume websites, but another to get them to allow you to work on their site. If you've never done a site, how does one go about getting started? I see the egg and chicken dilemma... you need a high volume site to execute the split testing... but how do you get your hands on a high volume site without ever having experimented with high vol conversion?

                      thanks in advance for any guidance in this!
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  • Profile picture of the author ewenmack
    Originally Posted by TheBlogger View Post

    How exactly would you take payment in this case? The kind of work basically revolves around actual results... do you bill after you've got them results? What if they lie to you? How much would you charge anyway?
    Like any professional firm like this, you get money up front and then a monthly retainer...

    or just a project fee...

    or a percentage of sales over an agreed amount as a add on to those other fees.

    Pricing is a function of what you ask and what they allow you to get.

    Best,
    Ewen .
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  • Profile picture of the author Becker13
    Banned
    This is very true

    So many huge businesses could improved revenue by 10% instantly with some basic changes. A business will also easily pay 1% of that revenue to some to get them the extra 9%

    Good post
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    • Profile picture of the author StevieJK
      Originally Posted by Becker13 View Post

      This is very true

      So many huge businesses could improved revenue by 10% instantly with some basic changes. A business will also easily pay 1% of that revenue to some to get them the extra 9%

      Good post
      How would you track the increased revenue? I mean, if you just took the clients word for it without seeing evidence, they could scam you. So how do you measure the increase in their revenue?

      Thanks!
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      • Profile picture of the author maricelu
        Originally Posted by StevieJK View Post

        How would you track the increased revenue? I mean, if you just took the clients word for it without seeing evidence, they could scam you. So how do you measure the increase in their revenue?

        Thanks!
        You can track clicks. for example, you can track clicks from a signup button of a form and go from there. The most advantage tools in split-testing will show wich is the percentage of increasing clicks, you will get all the data and your clients will be able to see that too. Look here in the thread and you'll see my link to a split testing tool I like and use.
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        • Profile picture of the author StevieJK
          Originally Posted by maricelu View Post

          You can track clicks. for example, you can track clicks from a signup button of a form and go from there. The most advantage tools in split-testing will show wich is the percentage of increasing clicks, you will get all the data and your clients will be able to see that too. Look here in the thread and you'll see my link to a split testing tool I like and use.
          Thanks.

          So if a client had an online store, then you would track clicks on the 'buy now' button against the item?
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          • Profile picture of the author ewenmack
            I think the trouble is, people are stuck in the pattern of
            the hours and effort equal money.

            And that is partly true.

            However the bigger impact on revenue and profit for a company
            lies not how many times you hit the part, it's which part you hit!

            If you come from a employee role you turned up for so many hours
            and got x number of dollars.

            You were the cog in the machine.

            This role you pull the levers which drive the machine.

            And beyond that, you select the best machines you want to
            pull the levers on.

            Key distinctions here that take a while for you to get your
            head around.

            Best,
            Ewen
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          • Profile picture of the author ewenmack
            Originally Posted by StevieJK View Post

            Thanks.

            So if a client had an online store, then you would track clicks on the 'buy now' button against the item?
            You can put the code snippet on the credit card submission,
            or you can put it on the thank you page as well.

            Because there is always those that abandon the credit card sign up,
            it's good to test changes on that page to lower the abandonment rate.

            Best,
            Ewen
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    • Profile picture of the author Dimitris Skiadas
      Originally Posted by Becker13 View Post

      This is very true

      So many huge businesses could improved revenue by 10% instantly with some basic changes. A business will also easily pay 1% of that revenue to some to get them the extra 9%

      Good post
      Very good point.The goal is to show them the opportunity here.

      Some people may need some proof before they can dig in deeper. Unfortunately i ve met a lot of people who are neutral or have a negative position in what the Internet can do for them.

      Fortunately, i have also met people who understand the potential the Internet has and are willing to invest in it.

      Very good thread.

      Dimitris
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  • Profile picture of the author kazim
    Thanks for your helpful information.
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  • Profile picture of the author Voasi
    Great thread Ewan. Yes, we do "Conversion Optimization" as well. Starting at $2k/mo.

    There are a ton of great tools to get the job done. We'll typically start with CrazyEgg.com to get a general sense of what users are doing. Then we'll have the client install Kampyle.com to understand what users are looking for, value, etc...

    Then, we'll use Visual Website Optimizer and begin our A/B splits for the clients. We took one client from 15% conversion to 61% conversions after all said and done for the metrics they were looking for.

    It's a fantastic sell, especially for business that are already buying traffic, as they can practically double there sells (typically) without spending anymore money ("...and let me show you how!")

    Great way to show instant gratification too, as soon as you're done, the numbers are there (and they don't lie) so the client knows instantly that you've provided value to his bottom line.
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    • Profile picture of the author ewenmack
      Originally Posted by Voasi View Post

      Great thread We took one client from 15% conversion to 61% conversions after all said and done for the metrics they were looking for.
      Great result to prove your point to prospects Adam.

      Do you carry on a monthly retainer once you have gotten them such a big gain
      for that side of things?

      Best,
      Ewen
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      • Profile picture of the author Voasi
        Originally Posted by ewenmack View Post

        Great result to prove your point to prospects Adam.

        Do you carry on a monthly retainer once you have gotten them such a big gain
        for that side of things?

        Best,
        Ewen
        Typically yes. We will typically do a 3-5 month Conversion Optimization campaign at somewhere between $2k-$5k/mo.

        Once that is done, it segue's nicely into the traffic conversation... "Since we've optimized your website to it's peak performance, let's start driving additional traffic funnels into this high-performing page". Which then turns into a different campaign, which is a monthly retainer.
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        • Profile picture of the author ewenmack
          Originally Posted by Voasi View Post

          Typically yes. We will typically do a 3-5 month Conversion Optimization campaign at somewhere between $2k-$5k/mo.

          Once that is done, it segue's nicely into the traffic conversation... "Since we've optimized your website to it's peak performance, let's start driving additional traffic funnels into this high-performing page". Which then turns into a different campaign, which is a monthly retainer.
          Yes of course it becomes, "how the heck can we drive more traffic to that high converting page" becomes the next logical question!

          Thanks Adam

          Best,
          Ewen
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    • Profile picture of the author ewenmack
      [QUOTE=Voasi;6959537 We took one client from 15% conversion to 61% conversions after all said and done for the metrics they were looking for.

      [/QUOTE]

      I'm sure others would be keen to hear what you did to increase the conversions Adam...
      I'm sure are.

      Any chance of telling us, or even showing the before and after page?

      Thanks.

      Best,
      Ewen
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      • Profile picture of the author Voasi
        Originally Posted by ewenmack View Post

        I'm sure others would be keen to hear what you did to increase the conversions Adam...
        I'm sure are.

        Any chance of telling us, or even showing the before and after page?

        Thanks.

        Best,
        Ewen
        Can't show you - but I can tell you. Simplify and "lead the horse to water". When we first started on his page, it wasn't a bad page to begin with with testimonials, bulletpoints, what they've done, rates, etc... But it was just too much. They needed to simplify and get to the core of what the page needs to do.

        So we looked at what his competitors did, and came up with a strategy that puts us "in the mind" of the visitor. Cleaned up the page to make it simple and concise.

        Lastly, we TOLD the user what to do. "Click Here for Quote" ..."Get Lead Now - Click Here" and other variations were tested. We made the Quote button stand out, typically Orange (rest of website was blue-ish). This is important - a lot of designers will make your call-to-action button blend into the website, because it looks good...and it does... make that's not how you're going to get people to see it and perform the conversion.

        This is the website to get all the goodies one what's worked: The World (sign-up too, as they have new weekly A/B splits).
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        • Profile picture of the author ewenmack
          Thanks Adam.

          I'm signed up to whichtestone too.

          I still like marketing experiments the best because
          they give solid reasons why a test was done.

          Another words, they have very strong principles that
          can be used in all situations.

          The principles are not talked about elsewhere I find.

          Like removing visitor anxiety
          The only factor
          Clear evidence

          are just three of many.

          We are all leaning and advancing what gets them to buy online.

          Best,
          Ewen




          QUOTE=Voasi;6963771]Can't show you - but I can tell you. Simplify and "lead the horse to water". When we first started on his page, it wasn't a bad page to begin with with testimonials, bulletpoints, what they've done, rates, etc... But it was just too much. They needed to simplify and get to the core of what the page needs to do.

          So we looked at what his competitors did, and came up with a strategy that puts us "in the mind" of the visitor. Cleaned up the page to make it simple and concise.

          Lastly, we TOLD the user what to do. "Click Here for Quote" ..."Get Lead Now - Click Here" and other variations were tested. We made the Quote button stand out, typically Orange (rest of website was blue-ish). This is important - a lot of designers will make your call-to-action button blend into the website, because it looks good...and it does... make that's not how you're going to get people to see it and perform the conversion.

          This is the website to get all the goodies one what's worked: The World (sign-up too, as they have new weekly A/B splits).[/QUOTE]
          {{ DiscussionBoard.errors[6966651].message }}
          • Profile picture of the author lana10
            Hi,

            I have a question. I am very new to this. How much experience in web designing do you need to have to implement this strategy? This is very interesting and I would love to learn. If I could be point me in the right dirrection. I have already seen great suggestions here. I would be very grateful.
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            • Profile picture of the author ewenmack
              Originally Posted by lana10 View Post

              Hi,

              I have a question. I am very new to this. How much experience in web designing do you need to have to implement this strategy? This is very interesting and I would love to learn. If I could be point me in the right dirrection. I have already seen great suggestions here. I would be very grateful.

              Go to these websites and learn...

              marketingexperiments.com
              whichtestone.com
              visualwebsiteoptimizer.com case study page
              conversion-rate-experts.com
              http://blog.optimizely.com/?page=3

              Look for the principles of why those changes made the difference,
              not just the tactic.

              Best,
              Ewen
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    • Profile picture of the author TimD
      Originally Posted by Voasi View Post

      Great thread Ewan. Yes, we do "Conversion Optimization" as well. Starting at $2k/mo.

      There are a ton of great tools to get the job done. We'll typically start with CrazyEgg.com to get a general sense of what users are doing. Then we'll have the client install Kampyle.com to understand what users are looking for, value, etc...

      Then, we'll use Visual Website Optimizer and begin our A/B splits for the clients. We took one client from 15% conversion to 61% conversions after all said and done for the metrics they were looking for.

      It's a fantastic sell, especially for business that are already buying traffic, as they can practically double there sells (typically) without spending anymore money ("...and let me show you how!")

      Great way to show instant gratification too, as soon as you're done, the numbers are there (and they don't lie) so the client knows instantly that you've provided value to his bottom line.
      Great post. Thanks very much.
      {{ DiscussionBoard.errors[7306215].message }}
  • Profile picture of the author vndnbrgj
    A few people have brought this up...
    To avoid being ripped off, have an agreement in place.
    Also tell them once you are done with this campaign you have a few more ideas on how they can make even more.

    If you are the business owner, that just received an increase and the person that performed the increase said that they could help you even more.... Why would you cheat them?

    Great thread by the way Ewen, and thanks for the resources.
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    • Profile picture of the author rushindo
      Originally Posted by vndnbrgj View Post

      A few people have brought this up...
      To avoid being ripped off, have an agreement in place.
      Also tell them once you are done with this campaign you have a few more ideas on how they can make even more.

      If you are the business owner, that just received an increase and the person that performed the increase said that they could help you even more.... Why would you cheat them?
      Or just get paid upfront.
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  • Profile picture of the author srolly85
    enjoyed this thread, thanks to everybody who has contributed
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  • Profile picture of the author Amsterdam81
    Hello Mr. Ewenmack

    Very Nice Info!! Glad to see someone from NEW Zealand here! wonderful place, nice people, and a wonderful wellington (Cuba Street!)

    cheers..
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  • Profile picture of the author coffeecashnow
    Very good thread!

    Ewen, any particular niche you would target for this?

    Thanks.
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  • Profile picture of the author maricelu
    And you also need to watch this Homepages Optimized: How using the homepage as a c hannel led to a 59% increase in conversion to better understand how a homepage should look like nowadays.
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  • Profile picture of the author coffeecashnow
    Just to give you an idea, conversion-rate-experts charge at least 10k /mth with 6 mth engagement!
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    • Profile picture of the author ewenmack
      Originally Posted by coffeecashnow View Post

      Just to give you an idea, conversion-rate-experts charge at least 10k /mth with 6 mth engagement!
      And that is why they are such a good example to study.

      Best,
      Ewen
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    • Profile picture of the author TimD
      Originally Posted by coffeecashnow View Post

      Just to give you an idea, conversion-rate-experts charge at least 10k /mth with 6 mth engagement!
      How do you charge for this?

      I know people are going to scream - % of increased rev. How do you get people to open up their books? I have some good case studies. I think I could do a convincing sell. Then, how do I charge?
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      • Profile picture of the author ewenmack
        Originally Posted by TimD View Post

        How do you charge for this?

        I know people are going to scream - % of increased rev. How do you get people to open up their books? I have some good case studies. I think I could do a convincing sell. Then, how do I charge?
        Tim, Voasi, AKA: Adam Maywald talks about it in the thread.

        If you decide to go down the percentage of the increased
        revenue route, then it can be done through a shopping cart.
        You become the affiliate/jv partner or whatever the shopping cart calls it.

        Best,
        Ewen
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        • Profile picture of the author rushindo
          Originally Posted by ewenmack View Post

          Tim, Voasi, AKA: Adam Maywald talks about it in the thread.

          If you decide to go down the percentage of the increased
          revenue route, then it can be done through a shopping cart.
          You become the affiliate/jv partner or whatever the shopping cart calls it.

          Best,
          Ewen
          A very simple way is get access to their shopping cart and just invoice them based on sales that went through the account. I plan on doing a deal where I get paid a % of ALL sales, and this is what I plan to do.

          I don't think it is possible for a shopping cart's affiliate component to track increases in sales, but correct me if I'm wrong. Why even worry about that anyway? All you have to do is establish a baseline (e.g. $10,000) and invoice or auto debit them for all sales over that amount.

          Brandon
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  • Profile picture of the author sdentrepreneur
    I have started selling Conversion and Lead Generation Packages as part of my Services Offering. Makes the clients happy :-)
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  • Profile picture of the author MichaelHiles
    Where the "big money" is at, not only for offliners, but any "internet marketer" isn't selling ebooks or even selling services to business.

    It's leveraging your knowledge into equity ownership and merger and acquisition deals of traditional companies based on the quantifiable marketing systems internet marketers know how to create.

    Financial investors like things like measurable financial return, which is something a properly constructed and managed internet marketing system can provide.
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    • Profile picture of the author marketingstatic
      Originally Posted by MichaelHiles View Post

      Where the "big money" is at, not only for offliners, but any "internet marketer" isn't selling ebooks or even selling services to business.

      It's leveraging your knowledge into equity ownership and merger and acquisition deals of traditional companies based on the quantifiable marketing systems internet marketers know how to create.

      Financial investors like things like measurable financial return, which is something a properly constructed and managed internet marketing system can provide.
      Any example ideas and concepts expanding on this concept. I want to be clear in what your saying here because if I am correct I have been running this scenario through my brain over the last week or two. I had an aha moment after reading a recent book from Alan Weiss AKA the million dollars consultant after I discovered essentially I was GIVING away WAY too much advice for free trying to impress small minded business owners. I prefer to change my mindset and take part ownership/partnership of such companies in a consulting position sort of way and sounds like you might be thinking along the same lines?
      --My thought process is that some of these start ups are clueless and can be very profitable with my help if they listen but currently dont have the income or cash flow to pay me.
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  • Profile picture of the author iInvent
    So as I'm reading this, I realize that you need to be pretty well versed in web coding to accomplish this - correct? And I believe (correct me if I'm wrong) you can't outsource it.
    Correct? Where does someone learn the basic of split testing?
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    • Profile picture of the author ewenmack
      Originally Posted by iInvent View Post

      So as I'm reading this, I realize that you need to be pretty well versed in web coding to accomplish this - correct? And I believe (correct me if I'm wrong) you can't outsource it.
      Correct? Where does someone learn the basic of split testing?
      You don't need to know how to code.

      I certainly don't.

      With tools like Visual Website Optimizer and Optimizely,
      there is only 1 snippet of code they supply in which you paste into a website,
      and done once.

      And if you don't feel comfortable doing that,
      then a website tech person can quickly do it for you.

      To learn about optimization, the biggest and one of the best
      places is marketingexperiments.com.

      Best,
      Ewen
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  • Profile picture of the author RedShifted
    This is a damn good thread Ewen!

    I have some serious changes to make to my site and once again you've lead me on a great path here.

    You really need to write a book one of these days. I just love your stuff man.

    -Red
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    • Profile picture of the author ewenmack
      Originally Posted by RedShifted View Post

      This is a damn good thread Ewen!

      I have some serious changes to make to my site and once again you've lead me on a great path here.

      You really need to write a book one of these days. I just love your stuff man.

      -Red
      Geez Red I've just got a 28 year veteran of direct response copywriting
      off my back to write about little tweaks which make a big difference to adverts....

      Now you want me to write a book!

      Thanks for the compliment, but sorry I don't have any plans to write one.

      Best,
      Ewen
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  • Profile picture of the author NewParadigm
    Great information here, thank you! how are you finding the sales process/cycle with this? I'd think site/biz owners getting decent traffic already assume they are doing well or already have a "web guru" contracted that has built the site/traffic, that would want to keep a competitor out?
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    • Profile picture of the author tonypilot7
      I am curious also, how do you get your foot in the door? once you have some successes under your belt, I can see leveraging that to get the businesses attention, but how would someone who is new to the game do it?

      Offer some free suggestions for their site? Do a report listing all the fixes you see without full access to their site?
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      • Profile picture of the author ewenmack
        Originally Posted by tonypilot7 View Post

        I am curious also, how do you get your foot in the door? once you have some successes under your belt, I can see leveraging that to get the businesses attention, but how would someone who is new to the game do it?

        Offer some free suggestions for their site? Do a report listing all the fixes you see without full access to their site?
        It would undermine the value of the direct mailer
        I was paid $700 to write, if I showed you how
        it's done...sorry.

        Best,
        Ewen
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        • Profile picture of the author tonypilot7
          Originally Posted by ewenmack View Post

          It would undermine the value of the direct mailer
          I was paid $700 to write, if I showed you how
          it's done...sorry.

          Best,
          Ewen
          I wasn't and wouldn't ask for specific pieces, just a general idea of what is working for you, I'm not a total freeloader! Thanks for the reply.
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    • Profile picture of the author ewenmack
      Originally Posted by NewParadigm View Post

      Great information here, thank you! how are you finding the sales process/cycle with this? I'd think site/biz owners getting decent traffic already assume they are doing well or already have a "web guru" contracted that has built the site/traffic, that would want to keep a competitor out?
      An entry point into the mind of these prospects maybe through
      the pain point of cost of traffic.

      Converting more of the same traffic becomes their solution,
      if they are burdened by traffic cost.

      Best,
      Ewen
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  • Profile picture of the author TimD
    Originally Posted by ewenmack View Post


    A small percentage in the conversion of traffic to buyers makes a lot of money.
    Ewen, I'm stunned to see this post from you. I just came to the forum after writing one of your "Warning Don't Buy Web Design..." ads and realized that much of my examples and proof had to do with increasing conversion.

    So I came to the forum to say, "hey, aren't we missing the boat by not actively selling increased conversions? Does anyone know how to sell this?"

    And here's your post.
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  • Profile picture of the author sandalwood
    Originally Posted by ewenmack View Post

    This is for us, marketers
    not inventors.

    Now there are so many people and
    businesses who have websites that are very profitable.

    I'm talking about turning out millions of dollars a year.

    A small percentage in the conversion of traffic to buyers makes a lot of money.

    And the beauty is it can take very little work to achieve big money gains.

    An example is where I got called in to a Texas Publishing company that was doing a
    tad over 5 mill a year, all from their websites.

    It only took 10 minutes of my time to find a way to lift conversions.

    Bang, 25% in 3 days from split testing!

    You do the maths ...how many zeros it added to their bottom line.

    In contrast, look at all the grunt work that goes in getting
    the money flowing to be profitable in the beginning.

    The ROI for you and clients can be the difference between night and day.

    Positive results come in days, not months.

    Big budgets, fast results = happy working relationship.

    There's an abundance of free knowedge and tools to
    get you to launch into the web conversion bussiness.

    And another thing,
    you aren't fighting Google here.

    You just convert more of existing traffic to buyers.

    There you go, I've opened your eyes to where the
    BIG money online is now.

    Best,
    Ewen
    Ewen,

    As usual you have hit an impact point. If I may set out a different big money impact point. It is one in which I am actively involved so I'm not theorizing. I'm living it.

    Because I am always listening to what others are saying is "the" place to be I think I found it. This little jewel will make you more money than you thought possible.

    It is: WATER. More specifically water rights.

    They are a huge issue here in the good ole U.S. of A. and most people don't even know they exist. But, the big boys do and the big boys are looking to further capitalize on their rights.

    They have a need and if you can fill it, you get rewarded.

    All impact points are not web-centric.

    Look around offliners and don't be afraid to get your hands dirty. The web is a good revenue generator but if you noticed the world still functions without a website.

    What is the impact point in your jurisdiction? It might be trash. How would you like to make 7 to 10K a month off trash and never have to lift one trash bag or go to the dump? Such a business exists and in fact it may become a law that certain businesses must use this service.

    Would you like to be the owner of a service in which you will be enriched lagniappe by regulation? I found that one too and have started implementing that service.

    This obviously takes nothing away from Ewen's web conversion tectonic shift presentation. It enforces it. Don't get mired in thinking one way. Open up your eyes and solve the problem, make the pain go away or become the idea generator.

    Oh yeah, I found these services on the Internet. How ironic, real world problems on the Internet not needing a website or web conversion but get your hands dirty solutions.

    What a great medium...

    Ewen, you done good brother. But that's what we've come to expect from you.

    Tom
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    • Profile picture of the author etrin
      Originally Posted by sandalwood View Post

      Ewen,

      As usual you have hit an impact point. If I may set out a different big money impact point. It is one in which I am actively involved so I'm not theorizing. I'm living it.

      Because I am always listening to what others are saying is "the" place to be I think I found it. This little jewel will make you more money than you thought possible.

      It is: WATER. More specifically water rights.

      They are a huge issue here in the good ole U.S. of A. and most people don't even know they exist. But, the big boys do and the big boys are looking to further capitalize on their rights.

      They have a need and if you can fill it, you get rewarded.

      All impact points are not web-centric.

      Look around offliners and don't be afraid to get your hands dirty. The web is a good revenue generator but if you noticed the world still functions without a website.

      What is the impact point in your jurisdiction? It might be trash. How would you like to make 7 to 10K a month off trash and never have to lift one trash bag or go to the dump? Such a business exists and in fact it may become a law that certain businesses must use this service.

      Would you like to be the owner of a service in which you will be enriched lagniappe by regulation? I found that one too and have started implementing that service.

      This obviously takes nothing away from Ewen's web conversion tectonic shift presentation. It enforces it. Don't get mired in thinking one way. Open up your eyes and solve the problem, make the pain go away or become the idea generator.

      Oh yeah, I found these services on the Internet. How ironic, real world problems on the Internet not needing a website or web conversion but get your hands dirty solutions.

      What a great medium...

      Ewen, you done good brother. But that's what we've come to expect from you.

      Tom
      Hi Tom,

      Wow!!! That was an amazing post. We all get bogged down in limiting ourselves to SEO, Google places as offline consulting. But there's a world out there that functions without being reliant on the web.

      I would love for you to expound further (if you have the time), are you talking about becoming a consultant for water rights, trash etc? Or were you talking about something else. I am definitely intrigued! I don't mind getting my hands dirty

      Thanks!
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    • Profile picture of the author TimD
      Originally Posted by sandalwood View Post

      Because I am always listening to what others are saying is "the" place to be I think I found it. This little jewel will make you more money than you thought possible.

      It is: WATER. More specifically water rights.

      They are a huge issue here in the good ole U.S. of A. and most people don't even know they exist. But, the big boys do and the big boys are looking to further capitalize on their rights.

      They have a need and if you can fill it, you get rewarded.
      Sandalwood, I'm very interested in your take on water rights. I just did a big project for a water engineering firm. I will pm you.
      Thanks
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  • Profile picture of the author 300SMG
    Agreed 100% ..it's amazing what a small change will/can do to conversions.

    A few years back I did a consult for a local chocolatier who was doing just under $1 million. We ended up getting the redesign job and aside from basic layout we simply added a secure shopping cart image to the site (which it was) that had been left out in the original design...it increased their online sales 300k the first year. Not bad for a $2,500 investment.
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  • Profile picture of the author maricelu
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    • Profile picture of the author Chad Kimball
      Right on with this advice. I'm constantly telling people to target BIGGER clients. For them, paying you large sums is such a small percentage of their total revenue. Much better than getting nickle and dimed every month by clients!
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  • Profile picture of the author Michael Ten
    Checkout Diplo and Mad Decent for an example of really good and probably lucrative offline marketing and success.
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  • Profile picture of the author patadeperro
    Sorry for being a party pooper, but this is not as easy as it seems, because most of the people who are not measuring conversions are not doing it because they dont have the resources to do it, I am not saying this does not work or people dont want it, I am just saying that is not as easy as to tell them:"change this, change that". here are the problems I have faced:

    a) Probably the most common problem is the lack of ways to measure the results, they dont know how much is their acquisition cost, many of them dont even have Google Analytics or other way to track their "goals"

    b) Once you have implemented a way to measure your results, now is the time to make the changes on the landing page, this is another issue, because many dont understand REAL A/B split testing, they want to change many things at once, they make absolutelly different versions one of the other etc...

    c) Once you have implemented the changes you need to explain them the results, they need to understand how to interpret the results example: "Well this is not really impresive we just got 20 more leads" you"yes, you have know 60 leads per month instead of 40, that is a 150% increase in conversion that can be more than 3 or 4 times the total revenue per month"

    This is some of those processes that in theory is "simple" nevertheless need a real consulting approach in order to get implemented in the right way and CHARGE accordingly.
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  • Profile picture of the author tomit
    Hey!

    The question "How does one get started?" has been asked a couple of times here and hopefully my post will help someone... This concept has been developed by a well known and respected internet marketer who has migrated to the "consulting niche" so probably for some of you, this isn't something new...But here goes:

    Are You qualified to be a consultant?
    Ask yourself this question: "Can you get the results for your prospects easier, faster and more efficiently than they could on their own?". If you really can do that, why shouldn't you be qualified? They care about the results, not weather you have a PhD or not.

    How to find clients?
    This method focuses on people coming to you for help rather than you approaching them. At the end of the day, isn't it infinitely easier to talk to someone who is interested in what you have to offer? Here's an over-simplification of the process:

    Traffic --> Opt-In Page --> Thank You Page --> Questionnaire for the lead --> Phone Call to "Close" the deal

    Now I'll try to explain every part in as few words as I can so I won't waste your time.

    -Traffic
    The fastest and the easiest way to go is probably Facebook or LinkedIn advertising. You just can narrow down on your target audience so well. You can target a specific location, age group, what are their interest, weather they are a small business or not, etc. This eliminates you paying for clicks that won't convert anyway. Of course you can always rent a list, mail letters, etc.

    -Opt-In Page
    This is where you offer them a free report/ebook that answers the biggest question your target audience might have in exchange for their name and email address. And no shenanigans - you really give them free quality advice! Then they will be hopefully redirected to the "Thank You page".

    -Thank You Page
    This is basically a well constructed sales letter that consist of:
    1) Your offer - I'm offering you free help...
    2) Benefits - what are the benefits of your help in a couple of sentences...
    3) Why are you doing this - "Because I'm a realtor, consultant, etc and one day you might want to use my services 4) Eliminate sales fear - Tell them that this is not a sales pitch in disguise and promise not to pressure them in any way and if they feel that you have wasted their time...
    5) Create Irresistibility and Intrigue, insert a little bribe - If they feel that you have wasted their time you will send them $XXX, pay for their real estate listing or what ever you choose.
    6) Take away Non-Selling - Here you list the criterias they must meet in order for you to even consider them as a client
    7) Qualify - Here you tell them to click on the link below to take the questionnaire.

    -Questionnaire
    Here they tell you a little about their business (Who they are, What are they trying to accomplish, On what level are the now...) That way when you'll talk with them, you already might have a couple of ideas how you can help them.

    -Phone Call
    This has to be scheduled first of course (you have their contact info from the questionnaire). On the call you are not being salesy or douchey. You confirm that the info they have already given you, is correct and then ask your prospect questions that will guide them to the solution. Don't blurt out 100 different ways how they could improve their business, they will be overwhelmed. After you have worked out a plan (together) they can implement, ask them if they want you to help them implement that plan. If they do - great, you have a client. If they don't then at least you have given them valuable information, you can feel good about yourself and maybe they'll become your client in the future anyway.

    Of course there are loads of details I haven't talked about I don't want to bore you guys to death!



    This process is something I strongly believe in. It's meant to be non-salesy, non-pushy. You get your clients because you want to genuinely help them and there is mutual respect!
    I really hope that this post was informative to somebody or at least pointed someone in the right direction.

    Also there are probably a couple of grammar mistakes, I'm not a native English speaker, so don't let them bother you too much!

    All the best!
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    • Profile picture of the author floridamarketer
      Originally Posted by tomit View Post

      Hey!

      The question "How does one get started?" has been asked a couple of times here and hopefully my post will help someone... This concept has been developed by a well known and respected internet marketer who has migrated to the "consulting niche" so probably for some of you, this isn't something new...But here goes:

      Are You qualified to be a consultant?
      Ask yourself this question: "Can you get the results for your prospects easier, faster and more efficiently than they could on their own?". If you really can do that, why shouldn't you be qualified? They care about the results, not weather you have a PhD or not.

      How to find clients?
      This method focuses on people coming to you for help rather than you approaching them. At the end of the day, isn't it infinitely easier to talk to someone who is interested in what you have to offer? Here's an over-simplification of the process:

      Traffic --> Opt-In Page --> Thank You Page --> Questionnaire for the lead --> Phone Call to "Close" the deal

      Now I'll try to explain every part in as few words as I can so I won't waste your time.

      -Traffic
      The fastest and the easiest way to go is probably Facebook or LinkedIn advertising. You just can narrow down on your target audience so well. You can target a specific location, age group, what are their interest, weather they are a small business or not, etc. This eliminates you paying for clicks that won't convert anyway. Of course you can always rent a list, mail letters, etc.

      -Opt-In Page
      This is where you offer them a free report/ebook that answers the biggest question your target audience might have in exchange for their name and email address. And no shenanigans - you really give them free quality advice! Then they will be hopefully redirected to the "Thank You page".

      -Thank You Page
      This is basically a well constructed sales letter that consist of:
      1) Your offer - I'm offering you free help...
      2) Benefits - what are the benefits of your help in a couple of sentences...
      3) Why are you doing this - "Because I'm a realtor, consultant, etc and one day you might want to use my services 4) Eliminate sales fear - Tell them that this is not a sales pitch in disguise and promise not to pressure them in any way and if they feel that you have wasted their time...
      5) Create Irresistibility and Intrigue, insert a little bribe - If they feel that you have wasted their time you will send them , pay for their real estate listing or what ever you choose.
      6) Take away Non-Selling - Here you list the criterias they must meet in order for you to even consider them as a client
      7) Qualify - Here you tell them to click on the link below to take the questionnaire.

      -Questionnaire
      Here they tell you a little about their business (Who they are, What are they trying to accomplish, On what level are the now...) That way when you'll talk with them, you already might have a couple of ideas how you can help them.

      -Phone Call
      This has to be scheduled first of course (you have their contact info from the questionnaire). On the call you are not being salesy or douchey. You confirm that the info they have already given you, is correct and then ask your prospect questions that will guide them to the solution. Don't blurt out 100 different ways how they could improve their business, they will be overwhelmed. After you have worked out a plan (together) they can implement, ask them if they want you to help them implement that plan. If they do - great, you have a client. If they don't then at least you have given them valuable information, you can feel good about yourself and maybe they'll become your client in the future anyway.

      Of course there are loads of details I haven't talked about I don't want to bore you guys to death!



      This process is something I strongly believe in. It's meant to be non-salesy, non-pushy. You get your clients because you want to genuinely help them and there is mutual respect!
      I really hope that this post was informative to somebody or at least pointed someone in the right direction.

      Also there are probably a couple of grammar mistakes, I'm not a native English speaker, so don't let them bother you too much!

      All the best!
      This is excellent! It was almost as if you were writing out the model that I am currently implementing for a business I am preparing to launch! This helped to see it written and essentially reconfirmed it's viability when I read that someone else actually wrote almost verbatim my process! Thank yo
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    • Profile picture of the author wb_man
      Originally Posted by tomit View Post

      Of course there are loads of details I haven't talked about I don't want to bore you guys to death!

      No, please do talk about them.

      All of us here want to hear what you have to say. You're giving out some great info!
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      • Profile picture of the author tomit
        Originally Posted by wb_man View Post

        No, please do talk about them.

        All of us here want to hear what you have to say. You're giving out some great info!
        Hey!

        Good to be of assistance I think I'll start a new thread and maybe "floridamarketer" can chime in and talk a little further about his experiences so far.

        All the best!
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  • Profile picture of the author Moneylord
    This is a wonderful discussion and very revealing. I have quickly looked at some insurance companies within my area and have studied 3 sites and just yesterday made a call and have an appointment for next week with one of them.
    I will keep you updated.
    Thanks Ewen and all.

    Best regards
    Frederick
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    • Profile picture of the author 9999
      Way to take action, let us know how the meeting goes.
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      • Profile picture of the author ewenmack
        Since I wrote this post there has been BIG growth
        in the business of web conversion specialists.

        Now there is a sub section on this forum devoted to it.

        Anybody working in this space?

        Best,
        Doctor E. Vile
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        • Profile picture of the author savidge4
          I have more than started dabbling. I recently sold my web design firm, so am approaching this in a more full time fashion. Kind a get a kick with the testing and math and such.

          One of my more recent success' was Plastic Printing | Corflute Signs - Banners - A-Frames - Stickers You would have to have seen the "before" to get the full scope of changes, but it went from a absolute dud as in 0% conversion ( and they were using paid Google traffic ) to shutting off the paid traffic and converting their existing traffic at 3%. I have not spoke with them since they kicked in the paid traffic < memo to self, get update >

          The overall biggest change that was made was the addition of free shipping over $99 AUD and defining the purchase process through the use of the status bar, and unifying the call to action to a consistent colour through the entire process.
          Signature
          Success is an ACT not an idea
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    • Profile picture of the author Kelvin AIP
      Originally Posted by Moneylord View Post

      This is a wonderful discussion and very revealing. I have quickly looked at some insurance companies within my area and have studied 3 sites and just yesterday made a call and have an appointment for next week with one of them.
      I will keep you updated.
      Thanks Ewen and all.

      Best regards
      Frederick
      So howd it go??
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  • This is a great thread, and one I'm sorry I didn't see years ago.

    It is definitely interesting to see how things have grown since the OP was written.

    I've long been a believer in proper UX development, and in the last couple of years I've had the opportunity to work with real pros in the field. I've worked with great writers that understood good information architecture. I've worked with software development firms with a pro UX team in-house - that was a real treat. And I've worked with others that were SEO managers doing the necessary testing to improve conversions, even if they didn't call themselves conversion experts.

    This is definitely a body of knowledge that is worthwhile. The tools / websites mentioned here are fantastic resources, and it's exciting to come up with good ways to add this to my toolbox.
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  • Profile picture of the author zoro
    A great thread showing a really great biz opportunity


    Posted from Warriorforum.com App for Android
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  • Profile picture of the author unidentified
    You can split-test using Googles free software - Website Optimizer - Google
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  • Profile picture of the author zoro
    Originally Posted by savidge4

    I have more than started dabbling. I recently sold my web design firm, so am approaching this in a more full time fashion. Kind a get a kick with the testing and math and such.

    One of my more recent success' was Plastic Printing | Corflute Signs - Banners - A-Frames - Stickers You would have to have seen the "before" to get the full scope of changes, but it went from a absolute dud as in 0% conversion ( and they were using paid Google traffic ) to shutting off the paid traffic and converting their existing traffic at 3%. I have not spoke with them since they kicked in the paid traffic < memo to self, get update >

    The overall biggest change that was made was the addition of free shipping over $99 AUD and defining the purchase process through the use of the status bar, and unifying the call to action to a consistent colour through the entire process.
    All that and they don't even have a mobile optomized website


    Posted from Warriorforum.com App for Android
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    • Profile picture of the author savidge4
      Originally Posted by zoro View Post

      All that and they don't even have a mobile optomized website


      Posted from Warriorforum.com App for Android
      Actually, there is more than a few factors that would dictate not having the need for a mobile site. ( it does happen )

      #1 their overall traffic count is considerably more desktop.

      #2 in order to process an order there is a need for a file upload ( usually of good size, so desktop becomes a way to extract the non converting mobile users out. )

      #3 more than a few demographic studies indicate that 90% of all B2B online business is done with the use of desktop. ( Latest study I looked at was dated march of this year )

      I would however agree with you, that in most cases not having mobile is a big mistake.
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      Success is an ACT not an idea
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  • Profile picture of the author zoro
    Originally Posted by ewenmack

    This is for us, marketers
    not inventors.

    Now there are so many people and
    businesses who have websites that are very profitable.

    I'm talking about turning out millions of dollars a year.

    A small percentage in the conversion of traffic to buyers makes a lot of money.

    And the beauty is it can take very little work to achieve big money gains.

    An example is where I got called in to a Texas Publishing company that was doing a
    tad over 5 mill a year, all from their websites.

    It only took 10 minutes of my time to find a way to lift conversions.

    Bang, 25% more sales in 3 days from implementing my recommendation!

    You do the maths ...how many zeros it added to their bottom line.

    In contrast, look at all the grunt work that goes in getting
    the money flowing to be profitable in the beginning.

    The ROI for you and clients can be the difference between night and day.

    Positive results come in days, not months.

    Big budgets, fast results = happy working relationship.

    There's an abundance of free knowledge and tools to
    get you to launch into the web conversion business.

    And another thing,
    you aren't fighting Google here.

    You just convert more of existing traffic to buyers.

    There you go, I've opened your eyes to where the
    BIG money online is now.

    Best,
    Ewen



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  • Profile picture of the author TrumpiaTim
    Web traffic is one source of income, another source is the mobile market continues to expand exponentially.
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    Trumpia: The Most Completed SMS Text Messaging Software & API Solution.
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  • Profile picture of the author anwar001
    A good service idea. Do you just suggest changes to your client like remove the optin form from here and place it here, move this up, remove this, change the color of this button etc while their web designers do the actual work?
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    • Profile picture of the author kumar
      Ewen, Others,

      Correct me if I am wrong, but wouldn't offering this as a service or
      even learning from scratch Conversion Rate Optimization require a
      high proficiency in Web Analytics?

      Great post though.
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      • Profile picture of the author ewenmack
        Originally Posted by kumar View Post

        Ewen, Others,

        Correct me if I am wrong, but wouldn't offering this as a service or
        even learning from scratch Conversion Rate Optimization require a
        high proficiency in Web Analytics?

        Great post though.
        Web Analytics never existed until a few years ago.

        Somebody gave it that name and it's stuck.

        So it can be learned.

        Depending on your natural ability towards doing
        things that are creative where you work best without
        structure or work best in a very defined structure is a
        great starting point.

        There is a place for both types of people in website and
        creating marketing funnels.

        Best,
        Doctor, E. Vile
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