Maximize Your Marketing Efforts With the “2-Step” Free Offer Method

Advertising is hard enough, but trying to close a sale in a short ad is very ineffective. This is why you should offer something for free in your ad, and then follow-up on your prospects later for the sale.You can generate a lead, and market directly to this customer over and over again until they purchase your product. This is a very effective way of marketing your products especially if you don’t have a lot of money to invest in advertising.When mentioning your free offer in your ad, you want to give them an offer that they can’t refuse. Your prospects are looking for something that can help them achieve a particular goal or solve a certain problem. So it’s best to create a free report or free sample of your product that you can give to them to try out.For example, if you’re a real estate agent, you could offer a free report on great tips someone should know before buying their first home. If you’re a doctor, you could offer a free report on how to improve your overall health all by yourself. If you’re a baker, you could offer a free sample of bread or a cupcake. The ideas are limitless and you want to make your free offer in-tune with your business.The free report method is great because you give yourself the opportunity to follow-up on a prospect multiple times before they make their purchasing decision. And when they make that decision, you’ll be first in their mind because you consistently followed-up on them and offered them great information.The free report method is also called the “2-step” method. This is a 2-step process because you are first generating a lead, then then second – providing the requested information. This method is more effective than just advertising your products and services because it is easier to generate a lead than it is to sell a product. You don’t have to persuade anyone to buy anything.When advertising, you always want to get the contact information from your prospects so you can follow-up on them in the future. To get the most from your 2-step process, you have to keep it simple.The purpose of the 2-step method is to generate a huge number of leads that you will market to with your follow-up information. But in order to get this huge number of leads, you first have to sell them on responding to your ad. You can do this with these 3 simple tips:1) Have a logical reason for responding to your ad2) Have multiple ways to respond3) Including what’s in it for them when they respond to your adIf you can include a logical reason for responding to your ad, then your conversion rate will skyrocket big time. Having multiple means of responding is important because not everyone wants to respond by phone. So include mailing, fax, or even your website address if you have one. And finally, including what’s in it for them when they respond.All prospects want to know “what’s in it for me” – so you have to let them know. This also goes back to the first point above for having a logical reason to respond – so don’t skimp on this step.This is how you should be acquiring your leads when you advertise. And it’s easy to track your results. If you get a lot of leads, you can roll out with this 2-step campaign over and over again, bringing you endless profits in the future. Be sure to start implementing this proven way of advertising right now.

MLM Marketing – The Thought Process of Your Website Visitors

Obviously one of the keys to being successful in our industry lies in your MLM Marketing.

That’s why we spend so much time going over different tactics and strategies to make our marketing as good as it can possibly be.

One of the best things that you can ever do for your marketing is take some time to do some analysis of your target market. That’s vital and so we need to make sure we’ve got a good idea of who they are.

But one aspect of that, that people often forget to take into account…especially for online marketers… is to get into the mindset of your website visitors. You can’t cater to your visitors if you don’t know what they’re wants, needs, and thought process is.

If you do know these things, you can speak directly to them and your MLM marketing can go much further and be much more effective.

Getting Into Your Website Visitors Head with Your MLM Marketing

When you write web copy for your visitors, and ultimately hitting them with your marketing plan, the first thing that you have to take into account is where there mind is at. This means that you have to set your flow up so that you’re much more able to do this without having to guess.

#1) Where Is the Visitor Coming From

Most people when doing MLM marketing are using a few different tactics. Some are using article marketing, social marketing, blogging, SEO, etc.

The way you set up your marketing to be most effective is to have the flow set up that you talk to each visitor separately. For instance, if someone is coming to your website from an article that you’ve written and placed at let’s say then you know that this person is in a certain frame of mind.

If the article is about online lead generation, the last thing that you want to do is to send, via the resource box, to a page about belly to belly marketing. Now they very well may be into that as well, but right now they’re into finding out about online lead generation. So send them to a page about that.

Always make the content relevant to where the person is coming from.

#2 Make it Clear What the Page is About Right Away

One thing that people do with marketing online that’s wrong, and MLM marketing is no exception is they often confuse their readers. They’re not crystal clear about anything, and when you’re not clear with your marketing, then you lose a visitor lightning fast.

The first thought that’s it you readers mind when they hit your page is “what is this page about”, and “am I on the right page”, and then “Is this page going to help me get to my intended goal?”

You need to answer these questions lightning fast, or your visitor will again leave lightning fast.

This is where title tags, and headlines come into play. Your title tag is the little area on top of the website. People actually do read that, (as well as the search engines) so you should always put a good title of exactly what the page is about.

More importantly though is your headline. You need to state boldly what your page is about in the headline, and then in the same headline answer the last question about whether or not your page will get your visitor closer to their intended goal. This is the benefit part of the headline which tells your reader what they’re going to get out of reading your headline.

For instance the headline for this blogpost is:

MLM Marketing – The Thought Process of Your Website Visitors…

The first 2 words tell what the blog post is about in general, “MLM Marketing”. So if the reader is in MLM or looking to get into MLM, they know right away that that’s what this article is going to talk about.

It then goes on to go into more detail “Understanding the thought process of your website visitor”. This let’s the reader know what specific thing I’ll be talking about in this article. They can then decide right then and there whether this article is relevant for them or not. Hopefully it is.

And then I hit them with the promise, or the benefit which is “Getting Them to Do What You Want Them to Do”. Now ultimately in MLM the idea is to get someone to join your business. First step is first of course, you have to get them to become a lead. But with that last bit of the headline, I let the reader know that the benefit of the article is that they’ll be able to move their readers along in the direction they want them to go.

#3) Keep Their Attention on the Page…

Web visitors are wacky folks. You can pretty much figure that as soon as someone gets online, they’re stricken with Attention Deficit Disorder. The reason is that there are so many things to try and grab their attention from you.

So with you MLM marketing, you have to always be constantly pulling them back into your content. This means using things like subheads (especially for the skimmers), using bold fonts occasionally, underlining, italics, pictures (arrows work great but don’t overdo it), video, etc.

However, don’t go overboard. Don’t make your marketing strategy look like a circus or people will run like the wind. Just be subtle. It’s like tapping them on the shoulder, not screaming in their face.

Your Marketing Must Be Kept Streamline and Relevant

The bottom line with your MLM marketing is that it simply must be consistently relevant to what the person is online for. If they’re at your site, then there’s something that must have attracted them there.

The best thing that you can do is to make it as easy as possible to figure out what your site is about, and whether or not the material is for them.

Your MLM marketing might not be for everyone. Some people will pull away, but those who stay will be much stronger visitors who will more likely turn into leads, because you’re speaking directly to them.

MLM Marketing – The Thought Process of Your Website Visitors

I still recall my first direct mail letter. I rewrote it countless times until each word was just right. Every word was just as I wanted it to be. I clearly defined the benefits to the reader, the offer was powerful and the call to action straightforward.

But once the letter mailed, all I could do was wait. And I kept waiting. But nothing happened. We didn’t get one response. We didn’t even get a single complaint from the letter…and if no one complains, you know you’re in trouble.

Finally, after waiting a few more days, I went to see the agency’s owner and revealed my catastrophe. I told him what we were trying to achieve with the letter, how the campaign evolved, our offer–even how I had double-checked every word but still failed to get a single response.
The boss had only one response, “Check the mailing lists.”

I had anticipated this and had already put together a report on the mailing lists we were testing. But as I began to go through the long list, he said, “That’s now what I mean. Check to see what we actually mailed.”

It only took a brief meeting with the IT and production groups to discover that the wrong lists were mailed. The fact is, we couldn’t have mailed names more inappropriate for this appeal if we had tried.

From this, I learned two things.

First, just because you give the proper instructions doesn’t mean that things will turn out the way you intended. Mistakes happen.

Second, it made me realize that all those marketers who argue whether or not the mailing list is twice as important, or 300% more important, or even 600% more important than the offer, copy or format are just wasting good air.

In real life, the mailing list isn’t two times, three times or six times more important than the mailing’s other components–it’s infinitely more important.

Without good list selection, even the world’s all-time greatest mailing package isn’t going to work. You’re not going to sell lawnmowers to apartment dwellers regardless of how good the mailing might be.

Good list selection–and understanding the reasoning behind the lists’ selection–is integral to the success of a direct mail copywriter.

And we can either allow the list broker do their thing and hope for the best, or we can become familiar with the lists being selected and develop an understanding of why they were selected.

Successful copywriters take time to understand which mailing lists work and which don’t. They study the available demographic and behavioral data, ask to be added to the broker’s new list announcements, and they read the trade magazines to learn about new lists and segmentation techniques.

The copywriter doesn’t need to be a list expert but he or she does need to have an understanding of the list selection process.

Yet when we work as freelance copywriters, we are seldom encouraged to become involved with the list selection process. Clients often want us to write copy and nothing else.

However, we can ask questions and use the responses to gain a better understanding of the audience we’re writing. For example, here are a few of the questions I ask:

What can you tell me about your typical buyer? What information do you have on their income, age and sex? What do you know about their interests and behavior?
What are your top five mailing lists?
In the past, which list segments have performed poorly?
Have the people we’re mailing received your offer before? If so, when did you last mail to them?
What market data do you have on file–past purchases/contributions, items purchased, dates of the transactions, income, sex, age?
I’ll also request samples of the three most recent acquisition controls-and the packages they tested against-to see how past appeals talked to their readers and how the message evolved over the progression of packages.

Then, once I’ve identified common traits of winning-and losing-packages, I can combine the findings with what I know about the people that will be receiving the mailing. This allows me to do a much better job of persuading the recipients to take action.

A lot has changed since I wrote my first direct mail package yet one thing remains the same. Of all the things a copywriter needs to succeed, nothing is more important than good list selection and knowledge of the people to whom you’re writing.