3 Tips For Selling eBooks & Info-Products Online

The majority of my online income comes from selling my own and other people’s information products such as “how-to” ebooks and video courses.

If you’re selling “how-to” info-products or want to get started in this business, this post will help you succeed faster. These are things that I’ve learned over the last 5 years of selling info-products online.

1) Choose a “Desperate” Niche

What makes a desperate niche? Simply put, it’s a niche group of people who are desperate to find a solution to their problem urgently.

Most buyers choose to buy something through their EMOTIONS. There are people who buy on impulse and a few who buy something based on a logical decision.

But the best buyers you can be sure are going to NEED your product are ones who have a problem with emotional feelings involved that needs an urgent fix.

That’s why niches in health, money and relationships are so huge and lucrative.

An info-product based on a hobby can be good too.

Take the niche of “Golf” for example. People who play golf want to improve so they can impress their peers and clients so they can make business deals with them. There is somewhat an emotional background to wanting to improve at golf.

This is a bit of a bonus section, but a lot of info-preneurs fail when going after a “hobby niche” because they make a product based on what they themselves are INTERESTED in rather than what the market wants and is looking for.

You’ve got to know if there is a market who is hungry for your product otherwise it won’t be profitable for you.. it will be nothing more than a learning experience.

If you want to make money with your eBook or other Information Product, then you must choose a niche that is loaded with buyers who are EMOTIONAL about their need for your product. This makes it so much easier for your job as a marketer.

2) Laser-In On Your Niche

Another reason why some eBooks and Information products fail is because the creator was trying to hit everyone. Very rarely do “one size fits all” solutions work.

When a customer goes out searching for an answer, they are looking for a specific answer and they will buy something that checks all their boxes.

Let’s say a woman wants to lose 20 pounds and get in shape for her wedding in 3 months. She wouldn’t be really interested in a “general dieting” ebook.

She wants a book called “The Bride’s Guide To Losing Weight: How To Lose 20 Pounds In 90 Days Or Less.”

Sure the search volume on Google for “dieting ebook” might be massive compared to “how to lose weight before a wedding” but if your product is targeted specifically to that keyword string, the prospect is going to be several times more prone to buying.

And like Seth Godin said- “Don’t try to please everyone. There are countless people who don’t want one, haven’t heard of one or actively hate it. So what?”

3) Give People A Taste Of Your Product For Free

In recent years, the internet has become polluted with flimsy info products with little to no value (simply because it’s so easy to sell or distribute ebooks online) that customers are becoming more aware of scams and thinking twice before they hand over their money.

That, and the increase of competition means that your customers have more options.

How can you cut through that noise and make that person buy from you an no-one else?

The best way is to give them something of value first. Give them a sample of how good your product is.

It could be a few chapters of your ebook or a special additional report or video that informs but also pre-sells your main product.

But don’t make the mistake of putting together any old junk just because it’s a “freebie” – give them a taste of your BEST STUFF.

When your prospective customer comes to your website and gets something that’s very, VERY valuable from you for free, it shows them y

1) You really know what you’re talking about.

2) You are a cool guy (or girl) for giving it away free

This works great for you because you build an instant relationship with your prospect and show them you’re an expert which makes them much more likely to buy your product(s) in the future.

So give your prospects a taste of your BEST stuff for free – just make sure you get their email address so you can continue to follow up with them and help them place their order.

When they you get them on your list, you can promote not only your product to them, but also any other related products as an affiliate. This is the power of list building.

To your success,

Stu Sensei

Less Traffic, More Sales – Getting Traffic That Converts

You may look at the title of this blog post and be a little confused. Is it really possible to make more sales from less traffic?

The answer strangely enough is “yes” in certain circumstances. (I’ll explain in a second).

This may come to you as a surprise because everyone is talking about internet marketing being a “numbers game”.

You’ve probably heard a handful of marketers say that everything is proportional and you just have to ramp it up! i.e. the more traffic you get, the more sales, subscribers, clicks etc you’ll get.

That is somewhat true, but they often forget to leave out one important part of the formula.

And that is that “the quality of the traffic” is important factor in the traffic/conversions equation.

Don’t Dismiss Quality

I decided to write this post after I was asked this question recently by a customer.. “how long will it take to start seeing sales…?”

I answered by telling him that it all depends on how long it takes you to start getting quality traffic.

I continued to explain that “if you could get 100 targeted unique visitors that come fresh from the Google search results, that will be much better than 1000 or even 10,000 hits from a traffic exchange, safelist or ad blaster”.

If numbers where the only thing that mattered when it comes to making sales, then all the spammers with email list of 1 million emails would be the richest people online.

You and I know that is far from the truth. (warning: whatever you do, do NOT send spam! that example is for demonstration purposes only!)

Google traffic is quality trafficThe point is, that you DON’T need a lot of traffic to get sales.

You just need quality traffic. And when you find a way to tap into that quality traffic, THEN you can start ramping it up and multiply your results.

With my niche blog that I’m working on, I only get about 30 uniques a day but I make 2 to 3 sales of a $300 or $400 product a week.

All that traffic is generated through the search engines (Google).

So if you’ve read this far, you might be wondering..

“Where do you get QUALITY traffic?”

I recently listened to an audio course by Sean Mize in which he told the story about his beginnings in internet marketing and his “quest” for traffic. He tried over 25 different types of traffic… everything from PPC to solo ads, to banner ads and ezine ads.

At the end of his experiment, he had tracked all his sales and when he looked at his results, it was clear that most of the sales had come from two sources – JV traffic and article traffic.

JV traffic is when you swap traffic with another marketer via ad swaps, for example, or they promote your product (usually with an affiliate link) and it’s pretty easy to see why this traffic would convert so well. It’s people coming from a recommendation. It’s warm traffic. It’s not cold traffic like you get with advertising with banners or in ezines.

But aren’t you surprised that his other best performing traffic source was article traffic?

Sean explained a little why he thought article traffic converted so well.

Some of the reasons were because when people find your article and read it, they instantly are able to bond and feel a gratitude towards you, because you simply helped them to overcome their problem or shed light on a subject they were trying to learn more about through your article.

But the interesting thing is that 99% of article traffic comes from the search engines. So in fact, article traffic is really search engine traffic.

In fact, article traffic might just be even a notch better quality than organic search engine traffic because for the visitor to actually get to your site, they have to wade through all the other links on the article page and click on your link in your resource box. Definitely a qualified visitor there!

I completely agree with Sean’s findings. He and I both have the theory and the proof to back this up.

If you want to get traffic that converts, these are the three traffic strategies you should pursue:

1. Article Traffic (article marketing)

2. Search engine traffic (Google, SEO)

3. JV traffic (ad swaps, guest blog posts)

Each strategy is equally good in terms of quality in my opinion.

The easiest ones and most reliable methods to go for are the first two (article marketing and SEO) because you can sometimes get a bad batch of traffic from some JV partners. The other two are surefire.

So if you’re wondering how much traffic you need to start making sales, then it isn’t as much as you think IF you drive quality traffic.

The awesome thing is with the IM game is that you can break things down with simple maths and actually predict your income!

Let’s say you make 1 sale from your first 100 uniques you generate from Google. You can then safely assume that for every 100 visitors you get from that time going forward you’ll make another sale.

And I have noticed that with my own niche blog. I get sales like clockwork. Every 4 to 5 days I get a sale. I was lucky last week and I got 2 sales in 2 days.

How cool is that? See this IM stuff isn’t as hard as you think 😉

Stuart StirlingTo your success,

Stu Sensei

p.s. Got any questions regarding how to get quality traffic that converts? Pop them down below.

Is Your Refund Rate High? Congratulations!

Wow, it’s been too long since my last post! While I’ have been a little lazy on the blog here, I’ve still been busy learning.

I’ve been reading, watching video, listening to audios, and checking out (spying on) what other marketers are doing.

In one video I watched that was of a copywriter giving a sales page copywriting critique, the presenter was talking about “refund rates”.

And something that made my ears perk up was when he said something like

“If you’ve got a low refund rate, you’re sales copy is not aggressive enough.”

Weird huh? Now naturally, we’d think that low refunds are better for our business.

But his point was that if our copy doesn’t create a mad buying frenzy, then it’s too weak.

So I’m not saying hype up your copy for a crap product to the point that you get 100% refund rates.

You product needs to deliver but what your copy needs is to do is get more people excited and take action now. No matter what, a percentage of people are going to ask for a refund anyway.

But what more aggressive copy is going to do is increase sales conversions which is a good thing but the negative will be that it will lead to more refunds.You’ve just got to make sure the proportion of refunds is not going to result in a loss of profits overall.

If you can crank up your sales conversions by 2% which increases your refunds by 1%, you are still 1% ahead.

Just something to think about if you’re currently getting low refunds and thinking you’re doing a great job.

There is always room for improvement. So get out there and start selling like a maniac!

Stuart “Sensei” Stirling

p.s. Agree? Disagree? Leave your comment below.

Secrets of a 56.2% Conversion Squeeze Page

It’s not a typo – the secrets of a 56.2% conversion rate squeeze page. It might sound like I’m pulling your leg, but in all honesty, this is what one of my recent squeeze pages is converting at as I type this post.

high conversion squeeze page

This kind of conversion rate is not unheard of in the IM circles, but many aspiring internet marketers would give their right leg to achieve this level of conversions from their squeeze page.

So how did I do it?

I’ve been creating squeeze pages for several years, so I have a good feeling for what works and what doesn’t. Here are a couple of secrets that I’ll let you in on.

1. An Offer They Can’t Refuse

2. The Right Traffic

No, there are no secrets about a magical headline or a super cool video that I used. In fact, there was no video and I hardly spent time writing the headline.

The main things I made sure of was to get the offer right – something of high perceived value, and then send the right traffic to it.

And by ‘right traffic’ I mean visitors that are going to know exactly what is expected of them at the website. In other words, pre-sold visitors.

These are the two ingredients of every successful internet marketing offer.

But it’s surprising how some marketers don’t pay much attention to them.

They throw up any old offer and then send rough traffic from ad blasters and wonder why they get 1% or less conversions.

In a later post, I’ll shed more light on “how to create an irresistible offer” and where to find the right “pre-sold traffic” to send to your squeeze page.

For now,  I’ll leave you to think about your own squeeze page and if the way your sending traffic is getting you the conversions you want.

To your success,

Stuart “Sensei” Stirling

How To Breathe Sales Back To Your Tired Ebook

Do you have an ebook that you worked hard on and sold like hotcakes at launch, but is now dying a slow painful death?

I did, and I’m going to share a few tips on how I brought life back to it and get the sales going again!

After a great and powerful launch back in 2007, sales and conversions of one of my best selling reports on starting an internet business – Crush Your Job were way down almost to a grinding hault.

The report is choc-full packed with timeless online business building strategies and methods that will never grow old so I wasn’t about to see it die yet.

I think this type of thing happens all the time to ebook publishers – the sales boom when the product is new and then after a few months, (sometimes weeks) sales disappear into thin air almost like a magic trick!

It sucks when that happens…because what about all the hard work that went into creating the product, setting up the site, getting affiliates and then launching it?

If you have an ebook or a product that you think is too good to let die and want to put some spark back into it, like I did with Crush Your Job, here are some of the things you can try that brought it back to life:

Step 1. Freshen Up The Ebook Content

Although Crush Your Job content will be useful for a long time, I (and James Brown the co-author) decided to tidy it up.

There wasn’t much to freshen up, but if your ebook is full of links to other websites, it’s a good idea check to see if the sites are still up.

Also, if you are teaching some kind of “how to” method, make sure it is still relevant and still works!

Step 2. New Website Graphics

The old graphics on Crush Your Job really didn’t do the product justice. They seemed to be fine 2 years ago, but you know how styles of graphics can get old real fast!

If you didn’t know already, people do judge a book by it’s cover…especially if they don’t know you.

Good NEW graphics make it look new and fresh again. I got my mate Dee at minisiteguru.com to make a new set of graphics for a little over $100. Great investment…and the site looks a million bucks!

Step 3. Freshen Up The Sales Letter

My copywriting skills are much sharper now than 2 years ago, so I spent about 30 minutes editing the copy.

The most significant change I made to help conversions was write a new headline. I tested this one against the old one for the first few days of “relaunch” and saw the new headline get 3 times better conversions!

Step 4. Run An Affiliate Contest

In effort to spark the site back up, I invited affiliates to help promote the site with a mini “re-launch” and ran an affiliate contest to reward affiliates.

I wrote up just a simple page with details about the contest. The date it starts, the date it ends, the prizes and then the link to the affiliate sign up page. I also added reminder blurbs on the affiliate tools page about the contest, and contacted affiliates regularly throughout the contest.

Affiliate ContestI ran it for 5 days and offered $100 to the affiliate who made most sales in the first 72 hours and then another $100 to the most sales referring affiliate over the whole 5 day contest.

Once I got some affiliate on board, I just sat back and watched the sales start back up again!

The Result From My “Crush Your Job” Re-launch Case Study

After the 5 days, I had over 100 new customers with confirmed email addresses, a dozen happy affiliates who got instant commissions (thanks to the RAP script) and a few dollars in my pocket after covering all the costs!

Was it worth it? Definitely!

Sure I didn’t make a fortune out of the re-launch, but it was a heck of a lot easier than creating and launching a new product, plus I was able to save one of the best online business guides from a fiery death and get it in more people’s hands who want help to quit their job and make a living online!

Actually, as I write this, the sales are still coming!

Stu “Sensei” Stirling

ps. What do you think? Doable for your “oldie but a goodie” ebook too?