Results = Leverage

When you improve the targeting of your leads, you get better conversion rates…

When you improve your follow-up with leads, you get better conversion rates…

Better conversion rates = better results = leverage.

And what can you do with leverage?

You can flat out dominate just about any program you’re involved in! When you use an automated, Internet-based system like we’ve described so far, you earn more money in less time, and with less effort.

This means you’ve now got the resources to re-invest into your business, or into setting up another one. It becomes a positive feedback loop. Leverage allows you to generate even more resources, which you can leverage again, to generate still more resources - see what I mean?

You have every reason to implement your own lazy, Internet-based MLM marketing system, and not a single excuse for doing otherwise. Your profits can only multiply.

There are 7 Steps that will help you get rich from any MLM Program which I will cover over the next few days.  In the meantime, here is step one:

Step One: Marketing System

Before you begin with any MLM program, you need to have a marketing system in place. Your system needs to have at least the following in place:

- Lead-generating web site

- Autoresponder for collecting leads and following up

- Focus on a niche

Click here to see a marketing model that has all this and more.

Your marketing system should also follow a clear, logical path towards conversion.

Put another way, you want a step-by-step strategy which:

1) Drives targeted visitors to your web site

2) Converts those visitors into leads

3) Converts those leads into customers and/or downline members

Reminder: Your first step is always to choose a targeted niche. Everything you do from there on is focused towards creating the proper Internet marketing strategy for that niche.

Let me elaborate on that a little bit.

Your niche determines:

- The type of products you promote

- The type of customer or downline prospect you’re looking for

- The key words and key phrases you use to run targeted advertising – to get targeted
traffic to your site

- Other methods beyond Pay-per-click that you use for targeted traffic (e.g. Forums,
reprint articles, etc)

- The tone of your copy writing, and how you position yourself and your offer to the market.

In other words, the niche you go into will determine the best strategy for:

- Driving qualified traffic to your lead capture page

- Positioning your offer in a way that speaks to that particular market.

Note: Your traffic and positioning strategies do NOT represent your whole marketing system. Rather, these are just the variables within the system.

A complete marketing system works without regard to niche. In other words, your system is like a generic template you can use over and over again for any niche.

Does that make sense?

What I’m hoping to get across here is that the path to conversion does not change. Your marketing system must always include some form of landing page, lead capture and e-mail follow-up.

Early in your landing page, you must have a lead capture form.  A pop-up box of some sort that states something to the gist of: “Before you dive in and read all the exciting details – Sign up to receive my FREE Course on…”

This type of lead capture form is critical component #1 in your marketing system!

You could also have your lead capture at the top of your sales letter, although a direct-marketing purist would say that this is “just a sales page with lead capture”, rather than a true lead capture or landing page.

And there is some merit to this….

A traditional landing page is NOT a sales page – and, in fact, landing pages are often much shorter in length than sales pages.

BUT, the important thing here is this:

It doesn’t matter how long (or short) the copy on your landing page is…

You must PLACE YOUR E-MAIL OPT-IN FORM AS HIGH and EARLY up the page
as you can!..

And you need to provide some type of BAIT to entice people to sign up onto your list..

THIS is how you get the maximum of visitors to convert to leads. Why? Because you won’t know in the beginning whether long copy or short copy works best until you’ve had time to test your results.

The fact is some people just skim long letters or flat out refuse to read them.

By putting your opt-in form before the main section of landing page copy, you increase the likelihood of turning that visitor into a targeted lead.

Now, let’s look at the second critical component: THE FOLLOW-UP

As promised in opt-in, there is a “FREE” course (something that will be of interest to your visitor). This course is actually an autoresponder series delivered to the subscriber via e-mail.

The initial course will run for X number of days, and provide new leads with immediate follow-up information while the product is still fresh in memory.

The ‘how to’ information delivered in the follow-ups achieves several objectives at once:

1) Build familiarity and trust – introduce yourself again and gives the background on your experience in the business or the industry.

2) Provide Value Upfront - recap some of the tricks and techniques you discovered which helped you achieve new levels of income from affiliate marketing, MLM or other business.

3) Reinforce the Sales Letter – Most people will opt-in to the list before they decide to purchase the program. Some of them will have skimmed the letter, while others may not have read it at all. Either way, these ‘business tips’ will repeat and reinforce the highlights of the sales letter, putting the offer back in front of the prospect again and again.

There’s really no limit to how long a course like this can be. Usually, though, you’ll have initial follow-up information structured in a special format – e.g. a mini-course, free special report or a combination of both.

Again, this all goes towards selling people on the program while its fresh on the prospect’s mind.

BUT, your follow-ups don’t have to end at this point, and they shouldn’t!

You see, there are some extra cases you’ll want to factor in when designing the follow-up portion of your marketing system, such as:

- Fence-sitters and other types of ‘non-buyers’ who do not respond to your offer during the initial follow-up series

- Other programs you wan to introduce to your leads

- Anything else you can think of to squeeze more leverage out of your list

The most significant case to examine is that of the “fence-sitter” or “non-buyer”. When you sit down to write your first follow-up series, you’ll want to think about some of the “objections” people will come up with against your offer.

You can address some of these objections up front during the first series, but you should plan for a second series to address even more than that, and in more detail.

This second series should take a slightly different tone and approach than what you used in your first follow-ups.

Let me give you an example….

Let’s say you’ve come up with the following list of objections, along with a strategy for responding to each one:

- “I don’t believe it actually works” (needs more proof)

- “I tried this before somewhere else and got ripped off” (needs not only proof, but more reasons to trust my recommendation. Credibility issue. Provide more value.)

- “The price is too high.” (Re-emphasise return on investment. Show more income proof.)

You’ll want to address these objections in-depth, but not all at once!

There’s enough material here for you to create at least another 7 e-mails for the next series. You could, for example, devote 2 messages a piece towards each objection – and 1 message towards sending your list an unexpected gift (something free, but of high perceived value).

In this way, you’re not only addressing the fence-sitters, you’re also building trust and credibility with your entire list.

What Happens Next?

Your starting goal should be to perfect the basic steps of getting your system running and converting for you:

- Choose a niche
- Drive targeted traffic
- Capture leads
- Follow up with leads
- Adjust as necessary to improve conversion

Just get this down with your first program. Once you’ve got a steady stream of results coming in, you can implement the remaining steps in my following posts.