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What Triggers Make Your Customers Buy?
How Would You Like to Get a 226% Increase in Sales Conversions?
Yep, sure!
Who wouldn’t like to see that kind of massive conversion increase?
Of course that’s the holy grail of every online business:
Find simple and inexpensive ways to increase conversion
dramatically with the traffic that you already have.
My friend Terry Dean, one of the best online marketers around, focuses on conversion techniques for all of his coaching clients.
And one of his favorite sayings is, “You don’t have a traffic problem; you have a conversion problem.”
Of course, without any traffic at all, conversions don’t matter.
But if you have even a little bit of traffic, and you want to increase your conversions dramatically, the fastest and easiest way is to add scarcity to your offer.
But there are dangers in using scarcity incorrectly.
In fact, it could backfire on you completely. But done well, scarcity can be a beautiful thing.
In a few minutes, we’ll look at a test by a clothing retailer that resulted in 226 percent increase in ROI.
Time limited offers have worked in every industry for centuries
If you’ve ever used coupons, bought a car on sale, gone to the Macy’s one-day sale, bid on any eBay auction, then you’ve been affected by time-limited marketing.
They all do it. And they do it because it works so well.
Case Study #1
Yaro Starak, a well-known online marketer, says,
"It became apparent that during a complete online launch process with a time based deadline (usually closing down of the offer, or a hefty price increase after deadline), that in the last 24 hours the total number of sales would increase by at minimum 50%, and could even double…
For example, if a product was ‘open’ for a week, and during the first 6 days I made 100 sales, then within the last 24 hours I’d make anywhere from 50 to 100 more sales.
This happened every single time."
And He's Not Alone
Glance through JVZoo or any other online marketplace and you’ll see all forms of scarcity including:
The Fear of Missing Out
According to psychologists, scarcity actually creates a mini-crisis for someone and it focuses the viewer on taking action to alieve the condition.
They know if they don’t act now, they may lose out on a deal.
And it turns out that losing out, the Fear of Missing Out or FOMO, is the driving emotional factor behind most purchases.
In fact, researchers have shown that FOMO is twice as likely to drive sales as an opportunity to seek pleasure.
Scarcity increases customer desire because it forces action. You can’t really be a fence sitter if the product is not going to be available tomorrow.
The Elements of an Irresistible Offer
What does Terry Dean have to say about it?
In his Golden Glove, a marketing device which highlights the five elements of an irresistible offer, Terry Dean adds scarcity as the fifth and possibly the most important of the elements calling simply:
Reason to act now.
Without a reason to act now, people don’t have to take any action.
And they don’t.
If someone buys a product from you without scarcity, it means they have a desperate problem and need a solution right now, no matter what the price is.
What about price? Is price always the trigger in scarcity ploys?
No, there are many ways to INCREASE price because of scarcity.
We Can All Take A Lesson From Apple
When the iPhone first came out, Steve Jobs understood and used scarcity to maintain a premium price.
I knew the person at AT&T really well who managed the iPhone launch.
She dealt directly with Jobs. AT&T had the exclusive (another form of scarcity) contract to sell the first iPhone.
The launch date of the iPhone was months away, but set in stone because they had to leak it, then meet it to build anticipation. The company began taking pre-orders.
I don’t remember the exact numbers, but let’s say that Apple was releasing only 1 million phones on launch day.
Pre-orders were many times that number.
Of course they could have. But the lines at the front door would have been shorter and no one would have spent the night in a tent on the sidewalk to make sure that they got the first iPhone.
Early adopters are the best friend of the scarcity tactic because they become the new evangelists with the coolest tools.
Apple was able to maintain that position for many years with every new launch. People that say launches don’t work should study Apple – they’ve mastered the launch.
And let’s talk about that launch date.
Launch dates build anticipation that result from a countdown.
And a countdown timer is shorthand to your brain that this is urgent.
And as we’ve said, our brain has a hard-wired response to urgent feelings, especially if we think we’re going to lose something, even if the loss is just an opportunity to get something.
In fact, scarcity actually makes people feel like something is more valuable – even when it’s not.
Case Study #2
What does a world class violinist have to do with this?
Let’s talk about Joshua Bell.
He’s a world-class, high-priced concert violinist. People stand in line for days to pay hundreds of dollars for tickets to see him perform in major halls across the world.
As an experiment to see how people valued his music outside the concert hall, he decided to play a free, unannounced concert in the Washington, DC subway. That's him in the 2-minute video at the right.
Imagine that you walk into the station and hear this beautiful violin music coming from an ordinary man dressed in casual clothes.
There’s no sign, no press crew, no indication in any way that this man is special.
People ignored him, until one woman at the end recognized him and said she'd seen him play at "The Library of Congress..."
He is one of the most gifted and respected violinists in the world. This performance was free. People on the subway did not “value” him as much as when they paid for tickets in Carnegie Hall.
But the music was the same.
In the subway, Joshua Bell’s music was not scarce.
In the concert hall, it is. And the perceived value was in the concert hall, not in the common subway station.
That’s the difference.
So, what exactly is scarcity?
Remember when your mom or dad said, “You always want what you don’t have.”
Or perhaps my mother had nailed it when she said, “If I had a pile of dog poop, you’d want one too!”
Science of the brain tells us she was right.
If you’ve got it, I want it. If I’ve already got it, you can have it.
Christmas morning is a great example. Kids often abandoned the race car or Barbie doll that they’d insisted they absolutely had to have because they saw something else under the tree.
That reaction is hard-wired in us.
Our brain releases measurable chemicals when we think we’re going to miss out on something.
The more difficult it is to acquire something the more value that thing has.
Rolls Royce automobiles are incredibly difficult to get. There’s a long waiting list.
But if you offer me free shipping in the next 20 minutes, my brain gets just as lit up as if I’d been put on the waiting list for a Rolls.
Why resist it?
So, for years, I stuck my nose in the air and said, “I won’t use deadlines and scarcity gimmicks in my marketing. That’s ridiculous!”
Boy, was I wrong.
If you want to sell something, you have to add a deadline.
But if you overdue it, then people don’t believe you. That’s why when we build the Simple Conversion Commander plugin, we did so with the requirement that it manage marketing campaigns so that an offer was gone when it said it was gone.
That’s just keeping your integrity tidied up.
But the other benefit is that it helps train your people to pay attention. If you say it’s gone at midnight ET, then it should be gone at midnight ET. Not PT, or MT, but ET.
Then, the next time a promotion runs and it says midnight ET, folks will know. After midnight and you’ll lose out.
Case Study #3
Remember that 226 percent ROI increase?
That came about with one little change to an online ecommerce page where a Dutch retailer was selling a suede jacket. The results are below.
Look closely and you'll see one little thing that makes all the difference in the world.
Yep, it's the scarcity element.
The test was very simple.
The first listing, call it Test A, was exactly the same without the scarcity element.
The second listing, Test B, added the inline text timer to off next day delivery. It doesn't even offer "Free" next day. It just says to order before the timer goes down and you'll get it next day.
That simple change - adding a scarcity element with a timer - resulted in a 226 percent revenue increase on that listing.
That's powerful!
Over the two-week test, the conversions went from 3% (on the page without the timer) to nearly 7 % regularly with nearly 50,000 visitors. All day long!
The timer had a major (and predictable) impact according to the website WhichTestWon.com.
If you add time-limited scarcity in a strategic way, your results could be similar.
Finally, there's an app for that...
Managing your marketing campaigns to include scarcity is truly a mechanical
process. It’s a set-it-and-forget-it affair. Or at least, it should be. 
I’ve stayed up many nights to change the price on a page.
Or close down an offer.
Or redirect a page to a new page.
And it’s a pain to do that.
The Simple Conversion Commander is the tool that does just that. It’s a WordPress plugin, but works with raw code for non WordPress sites.
To add scarcity to your posts, be sure you check that out.
One Simple Test That Boosted My Revenue
One Simple Test That Boosted My Revenue
As a high level six figure online business owner, you’re generating steady revenue and deliver products your audience is screaming for!
Now is the time to really start digging into your numbers!
Your business is sustaining itself enough so that you can ACTUALLY take the time and let your team run the show for a couple of days, right?
This is actually one of my favorite things to do.
I know, you’re probably rolling your eyes because it means wading through boring numbers, but think about this:
If you can make minor tweaks in your existing campaigns that ultimately drive profit, that’s real money!
Here’s an example that will prove my point!
I’ve been working on a Facebook Campaign for the past month.
We’ve gone from a campaign that was losing money hand over fist to one that is now generating about $2 for every $1 we spend. And we’ll do that all day long.
But it wouldn’t have worked without being able to really dig into the numbers!
The Scary Facebook Ad Campaign
Facebook can be a scary place to spend your advertising dollars if you don’t have a way to specifically measure your results. To do that, you have to pay attention to every part of your funnel.
Lot’s of people’s eye glaze over when they hear funnels.
For the purpose of this example, I’m talking about the funnel for one specific product from lead gen to purchase.
Understanding that your product funnel has multiple touch points, and that you MUST test each of those touch points is the key to being able to dial in your return and scale your advertising dollars.
Our Facebook Campaign led to a Free Report. Our original numbers were:
- Good traffic – about 6% of the people seeing the ad clicked on it.
- Opt in rate was about 10%.
- But we had NO sales.
When analyzing all of our campaigns, I focus on the following pieces of the ad.
Traffic, Conversion and Profit.
Every campaign has multiple conversion points. And each has to be tested in order.
Start with #1, then #2 before you can analyze #3.
Sounds logical, right?
But one of the biggest mistakes people make with their advertising is they go straight to #3.
PROFIT!
They throw their hands up in the air and give up and declare YOU CAN’T MAKE MONEY ON FACEBOOK! Listen I’ve done it. I’ve spent about $2000 in Facebook advertising before I started working through the exact process I’m showing you below.
Test #1
# 1 Traffic – My traffic was there. Maybe not great traffic numbers but we went with what we had. I was spending $5 a day on my ad initially to test the waters. I’ve since bumped it to $25.
#2 Conversions – Initially my Landing Page was Converting at about 10%. Not great and I definitely wasn’t covering my advertising costs but we’ll get to that in a minute.
#3 Profit – I was in the HOLE. No sales means no profit.
This next part is important – Because I used redirects in all of the ads and on all of the landing pages, I was able to quickly test changes to my product funnel.
Test #2
#1 Traffic – Didn’t change a thing.
#2 Conversions – I made minor tweaks on my Landing Pages and tested one against the other using a redirect and split test. My conversions jumped immediately to 37%. OK I’ll take that.
#3 Profit- A couple of sales but not the kind I was looking for.
Do you see how I’ve worked through this?
- First we worked on #1 and got the traffic to click the ad.
- Then I worked on #2 to tweak the landing pages to get better optin conversions.
- Next, I work on #3 to fix the sales.
To fix each of my customers touch points, I had to focus on one issue at a time. Now, it was time to fix the sales process.
I thought I had a sales page issue and I probably still do, but we also have an email campaign that may have issues too.
I decided to test the email campaign first. The process stays the same.
Test #3
#1 Traffic – Didn’t change a thing
#2 Conversions – Sending all traffic to the winning landing page.
#3 Profit – I ran an email split test. It became abundantly clear that I had an email problem. I had 5 sales in 6 days from the winning email campaign. (Did I mention this is a $97 product?)
It takes time to run these kinds of tests but you have to have the patience to look at your numbers and be willing to explore what WORKS and what DOESN’T WORK.
Ignore what you THINK works! Data provides the real answers.
The point of this exercise is to show how small changes to the process can make a huge impact on your bottom line.
AND I did this test without spending a TON of money.
So, you want to know my overall results of this campaign so far?
I have run this specific test over the past month. I’ve spent $1067.55 as of today. I’ve had $2037 in sales and added 480 new leads to my list.
More numbers show us this is REALLY promising.
- Lead cost = $2.22
- Lead value = $4.24
And that includes the period when we were in the hole on our advertising spend. So the lead value is actually trending much higher.
It’s time to ramp this bad boy up!
The only way to run these tests is to have the right tools!
The backbone of all of my tests are my redirects. I use redirects for every link I put out there because I want to quickly know what is getting traffic and my click stats point out the winners right away.
When doing split tests, I want to quickly know my results at a moment’s notice.
I’ve been using my own tracking software for the past 3 years because I didn’t like what was out there. I wanted something simple and functional without all the bells and whistles. I wanted something that did the basics, did it well, and did it simply.
And I wanted all the data in MY hands, not in the hands of a 3rd party. When you use redirects and tracking links heavily like I do, your entire business depends on those tracking links working 24/7/365.
I didn’t want to pay a monthly service for a limited number of links and I didn’t want to log in to someone else’s site to see my own data.
I have over 4000 redirect links in my self-hosted redirect tool.
This week, I’ve launched Simple Click Tracker to the public for a one time, lifetime support fee. On June 20th our product is going to an annual recurring program so I encourage you to check it out and save yourself some serious money!
You know how important redirects are.
You know how important click tracking is.
You know that reducing expenses increases your bottom line.
So just go grab it and try it out.
You’ve got 30 days to return it if you aren’t happy!
Simple Click Tracker is one of the quickest, easiest and most inexpensive ways to create redirects and track clicks for your business! Check it out and save yourself some cash AND generate more profit for your business!
What’s the Fastest Route to a 6 Figure Business?
What’s the Fastest Route to a 6 Figure Business?
Do you ever look at the folks online who are absolutely just killing it and wonder what EXACTLY they are doing that you’re not?
Listen I can tell you the answer and it’s not what you think.
EVERY successful entrepreneur knows their numbers.
Numbers aren’t sexy. Unless those numbers are dollar signs and you know exactly how they are coming into your bank account.
When you finally experience that moment – that moment when your specific action creates a specific planned result – then you’ll understand the numbers nirvana!
The only way to increase your profit is to increase your traffic and increase your conversions.
BUT knowing exactly how you’re getting your traffic and what offers are converting is the only way to scale your 
business to the big time.
I have two examples of small things you should be doing to drive, change or analyze your traffic. These may seem small, but they will have a positive NET GAIN in your bank account!
First-
Let’s say you have a book on Kindle ( or a free report -anything that is downloaded and not hosted by you in a membership area).
You’ve spent months producing your book. In the back of it you have a resources area with links to recommended products complementing your products. (It’s your affiliate link naturally).
You load the book to Amazon and 500 people download it.
A couple of months later, 2 of the products in your resources area are no longer available and the link sends YOUR customers to a 404 error page.
How can you fix that?
Well you can pull that book down and fix the links and load it back up to Amazon, but what about the copies that have already been downloaded? Those bad links cost you money every time someone clicks.
But a more simple solution is to use a redirect link.
If you’ve been around awhile at MyNAMS, you’ll notice I use links that start with http://nams.ws – that’s my redirect.
I can change any link any time at the drop of a hat. I can change a link in an email I sent out a week ago or a webinar I did a year ago.
Creating my own redirect allows me to do 2 things.
1- I control where my traffic goes to.
2- I can see the number of clicks I have going to that link which allows me to measure my efforts quickly
Here’s another example that proves knowing where your traffic comes from increases your profit!
Let’s say you spend a lot of time posting content on Facebook and on YouTube. You think spending time on Facebook is better since everyone else making tons of money off Facebook, right?
If you had separate dedicated links to the same content you post on Facebook and YouTube, you’d be able to see that your sales were actually coming from your YouTube audience not your Facebook audience.
Driving different traffic to the same link will NEVER give you the data you need to make educated profitable decisions about your business.
Below is an infographic I put together about the importance of knowing the big 3 – Traffic, Conversion and Profits.
This week I’ve got one of the MyNAMS workhorse plug in’s for sale for a one time, lifetime price. Guess what it’s called?
It can redirect your links, split test your links, track your links and a ton more. Scroll down and check out this infographic. If your business can benefit from better traffic, conversion and profit analysis then go check out Simple Click Tracker .
To Learn More About Simple Click Tracker and How You Can Start Driving Educated Results Oriented Traffic, Click Here! This one time payment with Lifetime Updates and Support won’t last long!
Is Affiliate Marketing For You?
Is Affiliate Marketing For You?
The Answer is Yes!
Affiliate marketing is a topic that a lot of people avoid. They may not think their niche fits the affiliate marketing mold. Or they may see it as being too complicated. This isn't true. Any niche can fit with affiliate marketing and it's a huge opportunity for you to maximize your ROI in a simple way.
Look at any company, no matter how big -- 1 person or a million people -- they all need to maximize their revenue points.
Companies like AT&T, Verizon, Walmart, DISH, DirectTV, Microsoft, Adobe, etc. all have affiliates who sign up to promote their products. Why? It's a free sales force that is only paid by performance. If an affiliate doesn't make sales, they don't get paid. Some people call affiliate marketing joint ventures, partnerships, or commissioned sales.
As for you as an affiliate, your main job is to drive traffic to the product or service. You might do this through your blog, web site or mailing list. But if you don't have those, you can use free online classifieds sites, social media platforms, or paid advertising like Facebook Ads,Google Adwords or Solo Ads.
Over 50% of our income comes from affiliate marketing. You don't need your own products because you're selling other people's products. It's a great way to get started if you don't have a web site or don't even have a list.
Listen, adding affiliate marketing to your business plan gives you freedom and opportunity. Our company can support our operating costs with our affiliate marketing income. Which also allows our team to work on creating quality products but also stay within our vision and goals for the business because we know our affiliate marketing efforts are covering our "nut".
Make sense?
One of our NAMS instructors, Connie Ragen Green, made her first $100,000 with only 651 people on her list. She's a super affiliate marketer who makes big bucks with a small list. And you can too.
Where Should You Start?
A great place to start is with Connie's definition of affiliate marketing: "The process of recommending what you love to your friends and business associates in return for monetary compensation."
Then look at the products and services that you love. Do some research. Can you promote the company and product as an affiliate?
Connie recommends only sharing things that you have participated in to some degree.
Why?
First, when you promote what you have personally used and loved, you bring a whole new energy to your marketing. 
People sense when you believe in something. There's an excitement in your voice -- whether it's when you speak or write emails or post on social media. You speak as someone on the inside and your excitement makes others want to be a part of what you're doing.
Think about the products and services you use. Which ones could you become an affiliate for?
Second, when you are very familiar with a product or service, you will be more creative in the way you market it. Affiliate marketing is like any other form of marketing. You achieve more success by bringing your own special sauce to it.
June is Affiliate Marketing Month in our MyNAMS Insiders Club.
If you're interested in getting started or just getting better at affiliate marketing, now's the time to jump in and just do it!
With our $1 - 14 day trial, it's kind of a no brainer, right?
