We were having a conversation with a client just a few days ago whose price point started at $2497 and then increased from there. They were concerned that they were too expensive for a website, they thought that the general online user was too price conscious and as a result wouldn’t buy high priced products.
This is a common misconception we run into when working with clients; due to all of the media around “price comparison sites” business owners believe high priced items don’t sell online. It’s not true, high priced items can sell online, just take a look at eBay and see the number of $5000+ boats, cars and motorbikes that are listed for sale and successfully sell.
With that said though there is an “art” to selling a high priced item via a website, and here are a two rules to follow:
Rule #1: If The Price Hurts Your Sale Then Don’t Show It
You’ve probably visited stores before where they display the product, the features, the benefits but no the price right? Art Galleries are famous for doing it as are other stores were prices are high. The reason they do this is to engage the potential customer in a conversation with the sales agent. The customer becomes interested in the product and as a result talks to a sales agent who then has the opportunity to explain and justify price.
This same principle translates to online shopping, if you’ve got a high priced item, then show the product, show the benefits, explain the features but with hold the price. Make the visitor work to see the price, take them through an extra page or ask them to submit a price request form.
By doing this you are making sure the visitor is engaged with you prior to showing the price and increasing the likeliness of a sale.
Rule #2: A Lead Is Better Than No Lead
Not all websites are designed to generate sales, sometimes it’s best to generate a lead rather than generating a sale. If you’re selling a complex item at a high price then you may need to generate a lead for you to call and follow up rather than a straight sale.
Don’t disregard a website because you can’t generate an online sale, you’d be amazed how many leads you could generate, and with a high priced product you don’t need to generate many sales to cover your costs.
As you can see, there’s no issue with selling high priced products online, all you need to do is change the strategy you are using to target these customers. Remember you don’t need to be confined to a single model with online marketing, you can get creative and test different ideas.
As business owners we create websites with the major purpose of generating more sales or leads for our business. One of the keys to ensuring this actually occurs is writing persuasive copy, copy that elicits emotions from the readers and motivates them to action.
Now this may sound like a hard task but ultimately the easiest way to motivate readers is by using PROOF that what you are saying is true. One of the best ways to show proof is through testimonials, but if you don’t have testimonials then you need to do some research.
For example, recently we were working with a company that creates promotional videos and they were a brand new company. Obviously they didn’t have any testimonials so to help create proof that their company and service was needed we used statistical proof like this:
Did You Know That A Website With Video Is 53 Times More Likely To Rank On The Home Page Of Google?
Did You Know That A Website Visitor Who Watches A Video Is 62% More Likely To Purchase?
As you can see these statistics show that video has a positive effect on your ability to generate traffic and your ability to create sales. By using these statistics we’re showing to the visitor proof that the service provider is needed. This proof will help to convince the visitor and convert them from a browser to a buyer.
It’s important to note in this example, this business didn’t have any customer proof but they did have statistical proof. So there’s no reason why you can’t use proof in your business and your copy to generate conversion results for your business. But, as your business grows and you start to generate clients it’s always good to add in client results. Client results are the most persuasive and powerful way to convey proof to your audience.
If you take a quick look around our site, you’ll notice that we use many different forms of proof. We’ve found that for us, the best way to sell our services is to show our results to clients.
In the comments below, let us know how you’re using proof in your business!
If you’re going to ask experts in the video marketing business for advice on creating video content for your web marketing campaign, they’ll often tell you one thing – keep it short. This is because most people are believed to have fairly short attentions spans which mean that when you are marketing with videos, you’ll have to get your marketing message across as quickly as possible. But what if all that talk about short attention spans is just a myth although many would certainly disagree – various studies show that abandonment rates in video online marketing can be very high (as much as 33 percent in the first 30 seconds and another 44 percent after a minute. Thus one can easily conclude that it’s a good idea to keep the duration of their videos below one minute although it certainly doesn’t have to be the case.
We can see some quality videos online that are making a scene on video sharing websites like Youtube. These videos are very effective in captivating the attention of viewers for more than one minute. This is primarily because of the quality of the content which can be either entertaining or informative instead of being purely promotional and downright boring. You’ll often find these videos to be the content itself and are concerned with something bigger than the service or product concerned making its viewers care and makes you wonder if people really do have short attention spans.
The video above was produced by TNT for its channel launch in Belgium. The business hired an agency that approached video marketing in a reality TV kind of ad set in a little town where as you can see, they installed several concealed cameras covering a small red button with a sign that entices people to push it. Eventually, the button gets pressed and a bunch of actors appear performing a series of dramatic stunts and ends with a call-to-action presenting TNT as the people’s “Daily Dose of Drama”.
The video above has amassed well over 33 million views on Youtube alone making it one of the most successful video ads around when it comes to web marketing. Everything came together perfectly and brilliantly entertained viewers instead of simply promoting their services. The trend here is obvious and something that everyone in the business of marketing with videos should think about – it’s better to create videos that features compelling content aimed at capturing the interest of viewers through storytelling rather than churning out video ads that focus solely on marketing a product or service which are guaranteed to drain your viewers attention and interest. Successful videos like the one shown above is proof that people don’t have short attention spans at all and are willing to spend minutes watching a video that entertains or informs them so long as manages to keep their interest at its peak!
Experian Hitwise just released results that show Bing now accounts for just over 30% of all searches done in the US. This is made up of Bing partners like Yahoo, Facebook and of course Bing.com it's self.
The growth over the last 3 months has been very steady and interestingly if you look at the charts by Experian Hitwise you will see in the same period that the number one search engine Google has drop every month.
Add to this, Bing's plans to integrate their search with most of the major social networks like Facebook, Twitter, Quora, Linkedin and even Google's own Google + (Ha!) and Google looks like it might get knocked off it's dominant position within the next 12 months.
It appears that while Google is trying to take it's share by being greedy and controlling everything Bing has taken a more entrepreneurial approach by collaborating with others. This seems to be working as Bing's rise in market share is growing much faster than what Google did in the early days.
This is a big wake up for search engine optimisation companies around the world, especially with tsunami of trouble that Google has been causing with the latest updates to Panda and the new algorithm Penguin.
A few SEO's have been talking about optimising for Bing for a while now but the trend hasn't really caught on, however this clear movement away from Google can't be ignored any longer.
While there isn't a lot of information about optimising for Bing in the market place yet it is clear that optimising for Bing and Google are very different.
While Google is still (even after Panda and Penguin) heavily weighted on the quantity and quality of backlinks, Bing seems to care less, but at the same time seem takes into account the anchor text of links more than Google does.
Where Do I Place My Bets?
With both search engine optimisation companies making hundreds of changes each year and appearing to go in different directions, SEO's are going to have to choose which engine they are going to optimise for, because Google is heavily focusing on stamping out people that manipulate anchor text within the backlinks while Bing prefers it (for now).
This could create a huge split in that people optimising for Bing might be penalised by Google with their more aggressive stance on so called "web spam".
With so many shifts going on at the same time across various Search Engines the only thing that is certain is that anchor text links will still be relevant for a long time, though the amount of backlinks seems to matter less, and social media is NOT a "Maybe" for SEO it's a "Must".
Which Search Engine do you prefer and why?
Market Research is where all successful sales and marketing strategies are born. It enables businesses to set the direction for their web marketing campaign, draft prospect personas, prepare their sales playbook and draft a clear marketing message just to mention a few. Needless to say, it is crucial to take the time and actually get it done right – trouble is that this is where a lot of web marketers often black out. Are we to approach marketing research with costly focus groups with online marketing experts and isn’t that how the top guns do it?
Now focus groups behind two-way mirrors may indeed be the approach that the top guns are taking but keep in mind that we all have access to something a lot better – the Internet! Yes we can all get this type of research done with lower cost and across a wider scope. Let’s check out a simple and straightforward approach to go about it – if you are looking for specific tool and strategies you may want to check out our recommended tools for online market research.
Now prior to getting into the strategies and tools that you can look into for getting market research done, there are several things that you need to consider which would help you approach the task with a straightforward and effective methodology
Determine exactly what information you are looking to unravel – identify the specific things that you need to know for effective web marketing. Don’t try to get it all answered in one go. Otherwise you are not going to find out anything meaningful. Here are a couple of things that you ought to figure out while breaking them down into specific categories relevant to your business:
Come up with questions and think about how they are going to be answered by prospects – determine what questions you need to ask to get a comprehensive data (including follow-up questions). There’s nothing worse than having marketing research done only to realize later on that you’ve missed out on some logical questions that would have helped you understand your market better and having to do it all over again. Take the time to go through hypothetical conversations and prepare all the questions that you will need to ask before starting your research.
Seek out the individuals that are best suited for your market research – research in online marketing can be targeted towards buyers instead of leads or online users in general. If this is the case, you need to consider key characteristics that these people possess.
The best approach to asking questions for your research – What is the best and most effective way to ask your questions among online marketing prospects?
Analysis – of course to make sense of all the information you’ve collected, you’ll have to analyze it and this has to be properly done according to the kind of information you’ve been gathering which could either be qualitative or quantitative in nature. For instance, let’s say you are looking for quantitative data about how much interest is out there for the product or service that you are offering, you need to look at the number of people who responded positively versus those who’ve responded negatively or otherwise had shown indifference in order to decide whether to push through or scrap the project. In the case of qualitative data, you may want to consider the qualities that most of your target prospects find most valuable or the number of ways they are actually making use of your product or service and seek out new means of utilization that you overlooked to consider as well as identify issues that people are having regarding your product or service and how to rectify it or further improve it!
One needs to think of market research as a consistent and on-going process. The insights and information you acquired will likely yield more interesting questions that have to be asked. Take every opportunity to communicate with target customers and find out all that you can about their needs and what you can do to best address it.
Recently a rumour started on mediafetcher.com about Eddie Murphy being dead and the news took off like a cat on a hot tin roof all over www.twitter.com
A lot of people use Twitter as news source and this example just goes to show how far things can be from the truth. This brings up the point that we need to keep our wits’ with us when doing market research for our campaigns.
There would be nothing worse than starting a campaign investing hundreds of hours and loads of money into something to realise that the info you based the campaign off was incorrect.
Make sure you always double check your stats against other sources and with your own common sense or you may end up looking like a Donkey...
Tools that you can use for SEO Competition Analysis
Hi! This is Samuel Junghenn and I Just want to run you through today 8 powerful tools that you can use to analyze your competition. We’re just going to run through them very briefly and I’m not going to go in-depth. You can have a look at them and gather up information about your competition in your own time.
Alright so let’s start with Alexa! This is alexa.com – let’s just do a quick dig on Facebook so we can do a search for Facebook. Now what it pulls up is that it pulls up search queries for Facebook. It also tells us how much traffic the site has got in the world and where it ranks. It currently ranks number two in the US and currently ranks number two in the world for the most amount of traffic.
You can see you know, if the traffic is going up or down so we can see some search terms and it’s mainly people that already know Facebook that are coming to it. We can see search terms that are arriving or falling and we can go to audience and we can see how many people in what age group and what sex, their education, browsing location and if they have children.
These are all pretty important information if you are thinking of starting a business or if you are already in a market, it’s good to know where your competitors are getting their traffic and what the audience is. Scroll down and you can see where they are coming from or where most of the traffic is coming from.
Go to related links you can see some of the competition – it gives you a good idea. So you might be in the market already and you might know of a couple of competitors. Let’s say if you type in the website and you come here, you might uncover a few more competitors that you didn’t know about here.
Let’s jump over the quick stream – you can see where people came from. The Upstream, so most people are coming from Google so they are probably typing in Facebook into the Google search bar or they are coming from Youtube, next then Yahoo and so on and so on. Downstream is where they go after they’ve been to Facebook and so you can see most of the sites here are pretty much the same as the upstream.
We can also see if there is any review on the website as well and up here you got the amount of sites linking back to Facebook so overall you can tell where your competition are getting their traffic from, you can tell where traffic is going afterwards, you can tell what keywords are driving traffic to the website and gives you a little bit of SEO data. Overall Alexa is a great tool and the best thing about it is that it’s totally free.
Okay let’s jump over to the next one – quantcast. Quantcast does quite a similar thing but doesn’t give you as much free data as Alexa does but gives you some interesting information none the less. So once again you can see the sex, age group, the race, if they have kids, average income and if they ever go to college etc.
Down here I love this; you can see that globally 76 percent of people are addicted to Facebook which is probably not surprising and so yet another free tool that you can use to analyze your competition which is great.
SEM Rush is another fantastic tool and they got free and paid versions. The free version gives you some good data but it’s limited to the amount that you can actually see and so down on the side here you can see how many organic keywords its ranking for about 1.4 million, its running ads and how many organic competitors it’s got.
Down here you got a bit of a graph of the same- it’s currently getting about 52,000 search engine traffic per month and It’s currently getting nearly 200,000 traffic from paid ads and search engines. The ad price is about $335,000 base spending on paid ads per month and Up here you can see the terms again you can click on there for more extensive reports.
It tells you the competitors or those that it thinks are competitors -competitors with ads and so you can just click on here. If you don’t have a paid account you’ll just see a screen like this - so what it will do is that it will just block off the rest of the information until you have a paid account.
There is also an SEO Quake plugin for Firefox browser which will give you some of these data when you just visit a site or when you are in a Google search results page it will send you some information about your competition just for a quick analysis. So if you have Firefox it’s worth downloading that plugin and running it while you browse the internet. Cool! So let’s move along!
We got compete.com-it doesn’t give you a lot of data free which doesn’t mean it’s not as good as the others. However if you want to buy the paid account, it does give you some amazing information. So this is pretty much what it gives you free and it’s not a whole lot but if you upgrade into a paid account it does give you a whole lot of other fantastic information. Just check out all the products that you get with your complete account.
Okay so that’s it for general competition analysis tools. Now let’s jump into social media.
This is a very cool tool done by Wild Fire Social media. Let’s just grab, I just got two twitter accounts here. Just for demo sake. What we can do is just drop in the Facebook pages, Twitter pages or both of a few different sites so you can run this against your competition or you can run a few of your competitors against each other to see who is doing good stuff on social media.
Alright so if we have a look here, we can see that Orange is an SEO Book and they’ve been growing relatively steadily over time but we have a look down here, there is SEOMoz and they just sort of, about April 2011 they just taken off and experienced exponential growth there. So you can go there and have a look at SEOMoz and have a look at the strategy that they are using for their Twitter and see what you can do to emulate that with the same success.
Okay so we have a different graph here, here is the daily information. Okay so this one is just at monitor.wildfireapp.com. Very cool tool and once again it’s totally free.
Now let’s move over to PPC. Okay so if you are doing any paid advertising on Google Adwords, you want to see what your competition is doing. Now both of these tools I’m going to show you have free trials and they have a paid option as well. So let’s have a quick analysis on Facebook again.
So this is just in the free account, this is what you can see – so it tells you how much Facebook is spending per day with the ad budget. It tells you some of the keywords that they are using and it also tells you their competition running the same or similar ads targeting the same keywords. It will show you some ad variations that they are running at the time and it will also show you some organic keywords that they ranking for as well and their organic competition.
There is some of their organic listings and down there you got – you can click more specifically so you can see that Facebook is running about 465,000 ads. This is only in the free account that I am in at the moment so we only get to see the top ten.
Once again you can see:
So it’s quite a powerful tool. Once again you can:
So once again if you are only aware of one or two players in your market with competition, you can put their URL in here and you will find a whole heap of other competitors that you might have not heard before. Plus you are getting all these other data giving you ideas for keywords and how to write ads. So that’s it for Keywordspy.com.
Let’s jump over to Spyfu. Spyfu is very similar to Keyword Spy. Once again it will tell you:
Now the reason you are going to have to use both of these is because sometimes the tools run a little bit differently and they pick up on different elements possibly. So you might get more keywords from Spyfu that you didn’t see on keyword spy or different ads and you might find different competition. So if you run them through both of these you are going to be pretty well covered. Okay so that’s it for PPC.
Now let’s jump over to Majestic SEO and this is for fondly enough, an SEO competition analysis tool or your own site if you get stuck into SEO a little bit more. Okay so that will come back and this is the fresh index so this is over the last 30 days and here it tells how many referring domains are linking to Facebook and here it tells how many backlinks have gone to Facebook within the last 30 days.
So there’s about 3 trillion backlinks over the last 30 days which is pretty astronomical. You can use historic as well and that is how many links are pointing back over that domain. Down here you can see the top backlinks that are pointing to your site.
So this is all free data that you can get once again. Just down here it tells you the top pages. We can dig into top backlinks a bit more. You can go to referring domains and dig into that. It will show you the top referring domains.
If you get a paid account you can see a lot more information but you can dig up quite a lot with the free one as well. You can check back link history, you can do two back links- let’s just do Facebook and Twitter nice and easy. So here we can see how many backlinks each of them have and compare them side by side. We can see here that they are pretty close actually and so you can run them side by side.
You can do a neighborhood check to see what other domains are in their hosting you might pick some other competitor’s domain there. So once again have a play around with it and you’re going to dig up a whole bunch of fantastic information for free.
Now last one that I want to show you very briefly is Market Samurai. Market Samurai has a free trial again and it also has a paid option as well. It’s only a hundred dollars or something which is ridiculously cheap. It’s worth getting the paid version and it’s on a 30 day trial I believe that the SEO competition works and after the trial expires I think you’re going to have to upgrade to the paid version.
So this is how the paid version looks like in the SEO competition. You can quite easily see – I’ll put a keyword in there “internet marketing” and then I’ll let it run. It tells you a lot of important factors for ranking your website. I’m not going to go into SEO in-depth in here but what am I showing you is this very cool tool that you can see very quickly how likely it is that you will rank for a keyword and how much work you have to do to actually rank for that keyword.
Here we can see – these are all the sites that are ranking from 1 to 10. Here is the domain age, the page rank of the website, how many pages they got on their website, how many referring domains are pointing back to their site, how many domains are pointing back to that actual page, how many backlinks, how many backlinks to the domain, how many edu and gov links, if they got a yahoo listing, the keywords in the title tags, the keywords in the URL, the description and the header.
So if it’s black it means that it’s quite competitive. Once again this is a fantastic tool for seeing very quickly how competitive a keyword is to rank for in the search engines. Apart from just that section of the tool, you can also do keyword research. Rank trackers can keep track of where you are ranking for all your different keywords.
You can search for domains in your industry and there’s a whole other bunch of cool things that market samurai does as well. So you can get that at internetmarketsamurai.com.
So if you found this video interesting hit the like button or hit the share button. Leave us a comment and always subscribe to our channel for more fantastic videos. We put out new videos every single week so make sure you don’t miss out on them just hit the subscribe button!
Measure twice, cut once.
This is not for carpenters. It’s for business owners and actually anyone that wants to be more successful than they are right now, when I come to think of it.
In this video I share the most compelling way of business planning I have ever seen and I'm sure you will agree.
Share the love to watch this million dollar business changing video.
[pwal id="55758190" description="Share the love and watch the video"]
Hi this is Samuel Junghenn and I just want to show you in this video, how I map out my goals and business plan for the coming year. Now I got this great little tool here called mind map and it basically helps you map out things in terms or in form of like a tree would map out I guess. Here’s the trunk, here’s one of the big branches and here’s some smaller branches and as we go out it becomes more miniscule or smaller. So you imagine here’s the highest level objective and that’s where we want to get to.
It’s a big goal there – it might be to make a certain amount of money. It might be to travel to a certain place. It might be to buy something or to meet someone or whatever it might be. That’s our highest level target there and from that we get it broken down to smaller chunk sizes.
In this example, I’ve broken it down to four quarters of the year. I like to break things down into 4 quarters as it makes things more manageable and then what you can do is to put up a big goal here. Now this might be to let’s say – make a million dollars! Okay so we got our big goal and what we want to do is break it down into our four quarters and then we want to work backwards from the quarter closest to the end goal which is going to be the fourth quarter in this case.
So let’s say for example our big goal is to make a million dollars. Let’s say our 4th quarter goal was to have made $300,000 for example. For three, let’s say we need to make $300,000 as well and let’s say for quarter 2 we need to make $250,000 and that leaves us with quarter 1 make $150,000.
So we’re just assuming that business is building up over the year and you don’t have to do it this way. You could have had 250,250,250 and 250. I like to always expand things and improve and grow and so this is the way I like to set it out. So you set out a bigger chunk because hopefully you would have more money in quarter 3 and 4 than you would in 1 and 2.
Now from here we got our month 12 goal which might be to make $100,000 and month 11 might be to make a $100,000 etc. etc. So now we got a map with all our goals for each quarter and all our goals for each month. Now once we got it broken down, we can see that its more manageable chunk sizes out here. Now what we can start to do is look at each month.
So now we can work clockwise before we work counter-clockwise to break down and give us our goals. Now for each one of these we want to put:
What are you going to do for fun? It’s not really in relation to getting your goal but just to make sure that you are doing something. It keeps you punctual, it keeps you happy, it keeps you motivated and on track which indirectly will help you reach your goal here.
Now under each one of these we can branch out again. So need to do – need to find 5 new clients. Under 5 new clients we can put what you need to do to get those 5 clients. Need to run adwords. Let’s say, need to – say for example if your conversion rate per clients was 50 percent. That means you need to have 10 meetings with prospects.
So you can just keep breaking it down and breaking it down and so from here – you can go, what do you need to do to run the adwords? So you can have, need to setup campaign, need to split test ads, setup conversion tracking and so on. You can just keep going breaking this down until we got really measurable chunk sizes and got all the steps laid out.
This might take you time and it might take you a day or two to mind map all these but once you got these you got every single task and goal laid out that you need to do to get to your big goal at the end of the year.
The main thing to keep in mind with all of these things is that they need to be pointing at the same direction of the big goal. For example if your big goal was to remove yourself from the business at the end of the 12 months while reaching your financial targets then you wouldn’t be creating more jobs for yourself here. You wouldn’t be:
Sales? Absolutely no matter what level you are at, you need to understand about selling but your goals will be different along the way if your big goal was to exit the business and be able to work on the business externally as opposed to working in the business. So think about your big goals and your big objectives and everything needs to align. Your monthly goals and your quarterly goals need to align with your big goal and every to do or every task needs to align with your monthly goals, your quarterly goals and your big goal.
Need to meet – I put this in here because this is overlooked by so many people that as they say in old age, your network is your network. It couldn’t be more true – hanging out with like-minded amazing people achieving things and continually expanding and growing the businesses and pushing their boundaries. That’s exactly who I want to be around and so I surround myself with those sort of people and I keep them motivated and on track.
They also have a lot of great contacts. They know things that I might not have learned. They had problems that I might have not come across yet and know how to avoid them. They’ve had different mistakes than I have and so I highly suggest you have a need to meet section so that you can start surrounding yourself with people that are ultimately going to help you get what you want.
Now it’s not a one-sided thing obviously, you know you want to provide value to them as well but you have to have a need to meet and say “I’m here”. It could be mentors or it could be an offer. It could be a particular joint venture partner that can introduce you to a heap of other business prospects and so under your need to meet under each person you can put what you need to do to meet that person.
Does someone you already know, know that person? Can you find them on LinkedIn, Facebook, and Twitter wherever it might be?
Okay start doing is quite self-explanatory; things that you need to start doing on a consistent basis to get your goals. Need to stop; same thing, things that you need to stop doing. What are you wasting time on? What is not producing results now or what is not going to help you produce results to reach your monthly, quarterly and your big goal?
What do you need to continue doing? What has been working for you previously and what’s been getting you results that you need to continue doing to support your progress and support your goals and then what do you need to do for fun? As I said before it’s very important to keep your glass full. Keep happy feet motivated and keep on top of things so that you can get to where you want to go.
So that’s pretty much it. This is how I map my year and my success and I suggest you do the same. You don’t have to use the mind map if you don’t want to. I just prefer the mind map because as you can see here you can just keep breaking it down, breaking it down into small chunk sizes and you know absolutely everything you need to do to get what you want.
You can do this on a word document or something and break it down and put it under each sub-heading. However I suggest you start with the mind map and break all it down like this and then you can take the information and put it into a different format, like a text format if that’s the way you prefer to weigh things.
Go out there and take action. Use what you’ve just learned and have fun with it. If you feel that this video has been useful subscribe to the channel, hit like or share so that you can get the information out there and help people. I’ll see you in the next video!