Chances are your next qustion then is …where can I learn internet marketing basics quickly so that I can make the most of my time and effort? 

Having gone through the process and continually growing an Enterprise of online businesses, here's the techniques we can share with you that helped us learn the basics  and continue that learning more than 10-years later:

1.Study successful online businesses carefully - not just WHAT they were doing but WHY it was working.  I looked at what their web pages looked like, what they were selling, how they interacted with their market, how they got their traffic, how they monetized their traffic, and so on….you can learn a great deal JUST by doing this

2. I did buy products…by and large they were helpful.  As long as I learned one new tip, technique, concept or strategy from each one I was happy. Back in 2000 I studied people who were successfully launching their own ebook and information publishing businesses – today that business is just one of our top models for making money online.  In fact his was such an important part of our early success we put together InfoMarketer'sZone as a one-stop. low-cost but extremely practical resource for jump starting internet marketing – thousands of people have thanked us for paving the way for their online business success. 

3. Taking Action.  No fear…just jump in and expect that not everything will work, but be darn sure to recognize what does and what doesn't work so you don't repeat mistakes and don't ignore what does work

4. Network & Learn - anywhere I could…by email, phone, at seminars (now you have even more places via social networking) with my mentors…learning everything I could from them. 

5. Scale What Works…Once I figured out something that worked, I outsourced so that it would scale bigger fast and so I could continue to learn new techniques and strategies that would add additional streams of traffic or income

That's it…it will start off slower than you may like, but as long as you are making forward progress (finding out what doesn't work or does work for you), then you are miles ahead of where you are today.

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The answer is you DAMNED WELL BETTER!  

In fact, you should be going out of your way to get your market to ASK you more questions – even though on the face of it, that may seem rather suicidal when you barely have enough time to run your business as it is. 

But remember, questions are the way your market get to know you, trust you and help share your passion and mission with the world. 

Not only should you send them an email response, you may consider other ways to make SURE they know how good you really are for them…making it so they MUST come back to you and buy from you in the future. 

I've even jumped on Skype or on the phone with them, produced a quick tutorial video for them or, on occasion, made a tweak to their site or software for them. 

Your subscribers and visitors are the FOUNDATION of your business - especially in today's day and age of social networking.

I've had people on my list that still communicate regularly after 10-years!

I had someone send me an unsubscribe a couple of weeks back apologizing that they were leaving my list because they have moved on to another job and have sold their online business (for a nice profit I may add!). 

They felt as though they were somehow letting me down by leaving my list…go figure!

Here are some business reasons why you want to respond to 100% of your subscriber, non-customer questions:

• Reciprocity - once you have given them your valuable time and knowledge, they will feel compelled to reciprocate (this can mean buying something or simply being a champion for you)
• Trust and Credibility – I can't tell you how many times I've had a customer buy minutes after receiving a response to their question, they were (sometimes without knowing it) testing to see if our business was trustworthy and credible
• Re-use content.  Here's a little secret I have rarely told anyone outside of my InfoMarketer'sZone members – most of our new products are put together by simply answering user questions…we compile those questions and answers in different ways, but after a month or two of responding to subscribers, we have the foundation for a new proudct that we can sell to tens of thousands of others…pretty cool!
• Word-of-Mouth.  The entire basis of marketing is changing from invisible push to highly visible pull…rather than blasting an ad from a virtually invisible company, your customers now buy based on visibility and word-of-mouth.  Who do you suppose will be the champions that will give you the word-of-mouth boost you need to have to lead in this new internet marketing world? 
• You learn with each question your market asks.  The old addage that until you can teach someone else to do what you know, your information is useless really is true.  By making sure you help your subscribers and emailers, you are refining your products, messaging and positioning at the same time.  The result is MUCH higher profits in your pocket. 

Aside from the business reasons to answer your non-customer emails, I am a huge believer in being passionate and being fulfilled by the products and services you market.

By helping every person that comes your way, you feed that passion and motivation to do even more – the return shows on your monthly order reports. 

Finally,all of this is not to say you can't promote paid products and services – we certainly do that as well.

In the process of answering questions or providing help to our subscribers, we use the following test…

If a paid tool or service is likely to help a prospect realize at least 3X more revenue than the cost of that product or service is to them, then it makes sense to share that with them…even urging them to adopt the recommended resource. 

So yes, make sure you spend time answering 100% of your market's questions…you will get payback many times larger than the time/effort you put in down the road.

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Your pre-launch list doesn't have to be huge, just a few hundred people will do.

When you have this list, they can be powerful because…

• You can get some early reviewers and testimonials that will improve your sales at launch
• You can survey, poll or get feedback from your pre-launch list on what improvements you may make to either your product or intended positioning
• You have a group of champions that know you and are much more likely to buy what you have
• You can use your list as a beta-group of customers for additional products or services you come out with

Overall, your launches will become much more successful once you have your initial list.

So the question is, how can you create and market your paid product at the same time as you develop an bonus or incentive for your opt-in subscribers to join your list?

Each market we enter, we do 4 critical things:

1. We start a blog to attract traffic and begin building a relationship with our market
2. We develop an entry-level product that ranges from $27-$97
3. We put together (or at least plan for) a higher-end product such as a $1000+ coaching program, seminar, home study course, membership site, etc…
4. We create a valuable giveaway to begin building our list relevant to the products we will be selling

Here are 3 ways we have created incentives for our list that have been simple as well as highly effective in both building a responsive list as well as converting the pre-launch list to customers when we launch our new infoproduct:

• Offer a chapter, summary or tips list pulled from your core product in exchange for opt-in
• Have someone (it can be anyone really that can talk on a phone) ask you some pre-defined questions and record it using a free conference calling service giving us an mp3 we can then giveaway.  I especially like this one because it takes less than 1-hour, gives you a high perceived value audio incentive to give away and lines up perfectly with your full product
• Offer a 5-7 part e-course that walks your prospect through some of your top steps, tips or systems as well as giving them some case studies or proof that your information will make a difference.   We have several of these, the benefit being that you hit people multiple times over a 2-3 week time period and as such, get more conversions. 

You could also mix these up and do all 3 – start with giving away the audio interview, give them a sample chapter and then follow-up with a 7-part e-course to extend your communication with your marketplace.

Use these tips to build your pre-launch and post-launch lists and make your online marketing more profitable.

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It's no wonder that the success rate of business roughly lines up with the satisfaction rate people have – if you believe the surveys then 75-80% of people admit to NOT being satisfied with their job or business, even less could be said to be totally jacked in what they do.

Interestingly, business success rates sit at less than 25%, hmmm…I wonder if these two things have anything in common.

When we have someone contact us inside of InfoMarketer'sZone, we share the very first week training focused on finding their big WHY…without it we can teach the best tips, techniques and strategies EVER, but they won't be worth anything if that person is not totally JACKED about their business.

How do you know if you are in the right business?

1. You would work it even if it went to zero (or below)

2. You couldn't stop, even if you had to…in other words, your interest is so aligned with your business that it would be insane to ask you to stop

3. You actually like, respect and feel close to the specific customers in your market.  If you do not know, like or want to help those within your market this is a HUGE sign that you are probably in the wrong business

4. There is very little (if anything) you would rather be doing in your spare time than learning, thinking about or working on your business.  Of course there is family, your own health, relaxation and sleep, but aside from these balances in your life, you should naturally be thinking about your market, products and business most of the time

5. You have a BIG vision.  Businesses and markets we don't love are a daily labor, but businesses and markets we love lead to big dreams — remember what it was like to be a kid dreaming about the next game of baseball, of playing with your friends, of building a fort of riding your bike or in later years – going out with the girl (or guy) of your dreams.    Do you daydream about your business?  Why not?

Last time I checked, we get one life here on earth, a limited amount of time to spend satisfying our creative and emotional needs – why not align your work and business with what you love…to do anything OTHER than this makes no sense does it?

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• Keeping search engines from indexing your Thank You page
• Making your thank you page hard to find
• Allowing a script or program to only allow access to the download links on your thank you page to specific customers
• Not including download links on your thank you page at all…instead sending them out of band

Here are 4 ways we have used to secure our thank you pages in the past.

1. Avoid including direct download links on your thank you page…in this case your buyer is forwarded to a Thank You page that simply  acknowledges the order and tells them of the next steps.  How do you get them the download instructions then?

a) The simplest way is to link your autoresponder to your order entry cart (1ShoppingCart allows this for example) where an automated message gets sent to customers once the order is processed informing them of the location and username/password for downloading your files.  This does depend on you setting up a username and password through your webhost control panel for the directory where your files are stored.  While not the most secure (as there is only one username/pswd for the directory at a time which all customers use), this is a good method for most digital infoproducts.

b) A more secure method is to use a method where each customer gets their own unique, time limited, obscured link to the downloads – using the 1ShoppingCart digital download protection function or a product like DLGuard (which will work with Clickbank and Paypal) will serve this purpose in a highly effective and automated way

2.  Include Meta Tags on your Thank You page (html) that tell the search engines you don't want that page indexed…
[code]<meta name="ROBOTS" content="NOINDEX,NOFOLLOW">[/code\] While this is not foolproof since some search engines have a spotty record of paying attention to the NOINDEX, NOFOLLOW attributes, it will lessen the chances of your Thank You pages being found through search

3. Use hard-to-guess names for your Thank You page. Many people name their Thank you page using obvious page names such as http://www.yourdomain.com/thankyou.html or http://www.yourdomain.com/download.html  - these can be easily guessed, so instead using something like http://www.yourdomain.com/xrty-382.html  where the chances of guessing your Thank You page are virtually null

4. Change your thank you page name frequently - say once each week will keep people from telling others about your download page and will make it harder for someone to find you on a frequent basis.

When you get started you may want to begin with options 2-4, but eventually you will want to move to either option 1a or 1b. If you have the small investment for using 1ShoppingCart that would be my first choice since they also give you a built in autoresponder, ad-tracking module, affiliate management as well as a very full-feature shoppingcart...DLGuard would be another option if you were not ready to move to 1ShoppingCart yet

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The challenge then is how to ramp up those sales from "nice" to "make a living" type figures. 

The good news is that when you reach $500/month (or even a couple hundred dollars each month) you have reached results that 90% of internet marketers never achieve. 

Typically this means you have your own website, perhaps have a blog, have identified a market and product to sell to that market and have a good understanding of conversion rates – even if they are low, at least you have inside knowledge that can act as a starting point.

So, what does it take to move from $500 to $5000 then?

1. Acceptable conversions.  It all starts with having a firm grasp on your conversion rates.  What this means is that you are able to consistently (with a few seasonal exceptions) turn somewhere around 2-3 visitors to your site into customers.  If you are below 1 customer per 100 visitors, then you have some work to do and that needs to be your primary focus.  If you are at or above 2 customers per 100 visitors then you can move to steps 2 and 3 while continuing to monitor and improve your conversions as you go. 

So how do you go about improving the conversion rate of your webpage?

Conversion is all about

1) Identifying and focusing on a clear target market, including a strong profile of your optimal buyer within that target market

2) Understanding the fundamental desired outcome held by the majority of your target market

3) Knowing how the buyers within your niche market express their desired outcome so you know what they are looking for and HOW they are looking for it.

4) Doing a good job of connecting with your market to convince them that you have the solution they want to achieve their desired outcome. 

It starts with getting to know your customres, you can do that by

• learning what they say and how they talk on discussion forums, blogs, social networks  
• watching how your competition target them  
• knowing their buying behavior and reverse engineering their existing buying habits 
• testing and experimenting

Understanding exactly what your market wants and why will ALWAYS help you to better target your visitors and convert them into paying champion customers. 

2. Next, you want to leverage the effort and authority of others within your marketplace – that can be done through your affiliate progream.  As you improve your conversions and prove your product or service, you can now begin to locate well-aligned affiliates and approach them as long-term partners where they will begin to recommend your product to their loyal followers.  Typically conversion rates for these promotions will be 1.5 to 3 times higher than your regular conversion rates.  So imagine that your typical conversion rate is 2%, but for partners they can earn commission in 4 out of every 100 referrals they make to your site, don't you think that would interest them? 

Inside InfoMarketer'sZone we go through a very effective method of locating and then locking up high-authority affiliates in your marketplace…with just a few affiliates you can easily improve your sales by a factor of 5 to 10 times what you can accomplish on your own.

3. Ramp up traffic.  Once you stabalize your conversions at around the 2% market, new traffic generation models make economic sense.  If you pay $500 for 1500 visitors that result in 30 sales with a profit of $35 then you have just found an automated way of making $500 PROFIT for each $500 invested in generating traffic.  Obviously the numbers can look even better with any combination of higher conversion rate, higher profit margin on your product or increased traffic. 

To get traffic you can pay for Pay-per-click ads, advertise on specific web properties, pay to have content generated that results in more traffic and sales, or any combination. 

If you have an internet marketing business that is currently making money (from $100-$500/month), then you want to first focus on getting decent conversion, then it becomes an exercise in how to flood your website with traffic — at that point $5000/month will simply be one milestone as you blow past and build your own online business to greater heights.

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Challenges keep many from ever realizing their dreams, but for others working through challenges is THE PATH to living the life they always dreamed of…so doesn't it make sense to get those obstacles out in the open, work through them so you can get to the other side?

I know when we started out over 10-years ago, some of the obstacles were different – but many remain the same as they did then.

Here are 4 of the most common obstacles – why not leave us a comment with yours?

1. Finding a Niche Market or Product — We help many people with existing businesses or who are just starting out to get a handle on finding their niche markets or figuring out how to create or find a top selling product that will sell online.  This is the most common obstacle for one reason…your market and your products ARE your business. So asking these questions is really asking "Who are my customers", "What can I offer to them that they badly want and will pay for", "How do I add considerable value to their lives" and "How can I stand out so they know I have what they want?" 

Pretty heavy questions right? 

But at least now you know what the REAL questions are – it's often not about the niche market or what product to sell as much as it is who is my customer, what do they want and how do I give them what they want in a way that is – at least – slightly different than the competition

2. Creating or Finding A Killer Product.  After you have identified your target customer and uncovered a desire they have, then the next challenge becomes matching that with a product they will find valuable.  By starting off with a good understanding of your customer and their desire you are already ahead of the majority.  But we can go further.  What I always like to do is find products that are already selling well and learn why.  By looking at directories (that give you sales rank like Amazon, Ebay or Clickbank) you can get a sense for top sellers in your category.  Another way is to look at what affiliates are promoting within your space, they tend to be the better selling products.  Next, you reverse engineer those products.  Who are they targeting?  What is the BIG question they are answering?  What HOPE do they give to the reader?  What approach do they take to providing the information?  What ELSE can you think of that would go beyond what they have produced – this is the key to your own successful product

3. Generating Traffic, so you have your market, you have your product or service and you may even have a website or blog…but you are only getting a hundred or so visitors a day (or less) – how can you really ramp that up for success.  The answer lies with the right combination of in-demand keywords and content.  Should you mess up on either of these, you will fail to see any reasonable traffic or sales.  You need to test different keywords to see what keyword searches are most likely to bring buyers to your site AND you need to develop content on mass around those keywords.  Developing content with keyword research will lead to wasted time and effort.  Researching keywords without a strong content plan leads to unused knowledge. 

4. Improving Conversions.  In general, when someone first comes out with a new sales page for a product or service their conversion is pathetic – often less than .2% meaning that it takes more than 800 people visiting your site before you make a single sale.  The way to improve conversions involves:

• Knowing your target customer
• Understanding the keywords they use to find the value you offer with your product
• Studying other successful sites in your niche
• Having a sales funnel that warms up your visitors (opt-in, email marketing, blog, etc…)
• Leverage affiliates to send you traffic that they have pre-sold
• Test different versions of your sales site simultaneously – always be testing – use Google Website Optimizaer as a simple, free split test tool, that will get you started

This covers a good many aspects of internet marketing that people find hard, what can you add to the list?

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Avoid Internet Marketing Mistakes

Starting and growing an online business is within reach for pretty much anyone reading this post, the challenge is to avoid the critical mistakes that most internet marketing people make when they first start out. 

Having built and grown dozens of internet marketing businesses over the last 11-years, we can safely say we have pretty much seen it all…and if you can avoid these 5 mistakes, your online business will prosper. 

Here are the mistakes you need to know about and avoid.

1. Too Much Planning.

Learning the basics about how business and internet marketing work is great, but the basics can really be learned in a few days of intensive study, after which you need to get rolling, design your own plan and start executing.  You will begin to make some forward progress, make a few slip-ups along the way, learn from those and master online marketing so much quicker than if you sit back and try to learn everything before you jump in. 

2. Not Understanding Your Business.

You do have to know some basics when you start any business…what a niche market is (often not what people think it is), how to understand the "value" connection in your market, how to reach and communicate with your market and how to build products that sell for high profits to those who are hungry within your marketplace.  Further, there are only a few monetization methods on the internet – selling ads, selling other people's products, offering a service and offering your own products…you need to lead with one and understand how that model works.

3. Not Understanding YOUR ROLE in the Your Business.

Once you understand what business you are in, who you are selling to and how you will make money, then the next essential thing you need to get straight is what value YOU will bring to the business.  This involves two steps, first, clarity on what the most important tasks are to making profit with your chosen business model and second, identifying your contribution versus getting outside help.  Without this clarity, the tendancy is to spend what limited amount of time you have doing tasks that are NOT of most importance to your chosen business model and trying to do things you are not good at, while leaving those things you ARE good at undone. 

4. Not Testing – How Do You Know If Your Change Makes A Difference If You Are not Testing?

Building a business is really about a pregression of learning and adding value to your marketplace.  The faster you learn and the more value you bring, the more profit you will earn.  The learning process and matching value to your market is very much a trial-and error process.  It is this process that demands rigorous testing.  If you do not take calculated risks, try new improvements and test the result then you will not progress your business as quickly as those around you. 

5. Procrastination Due To Fear

I am always amazed at how many people we help through InfoMarketer'sZone who have a pretty good idea of what they want to do and how to do it but are paralyzed by their own fear.  They have associated so much of their future success and happiness to ONE-SHOT at success with your own online business they have created a barrier to action…they are scared to take the next step for fear of failure.

Fear of failure is a naturual instinct in almost anything we do – especially where we care deeply about the outcome.  The problem is that we create so many irrational fears in our minds of what "MAY" happen (most of which are completely overblown) that we can't get passed the dread.  Instead, change your mindset to expecting challenges, setbacks and temporary failures…but know that you are strong enough and want the outcome bad enough that you will get through whatever challenges are thrown in front of you.  With that liberation, you become unstoppable and procrastination largely disappears.

We all make these mistakes, the challenge is to learn from them and not let them stop us from achieving our online business goals.  Understanding the mistakes and how to overcome them mean that nothing can stop us from achieving our business and lifestyle goals.

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He has tracked down an ideal niche, done his initial keyword research and is well into his second week of the checklist, working the system that will have him seeing his first sales coming through by the end of April. 

But he had a great question for me that applies to all of us, here it is…

"Jeff, I am devouring your system, have made great progress and know that I will finally succeed with this system of building my own info product business, but there is still one thing I need help with.  Like most enthusiastic, creative guys I get involved in certain parts of my business (writing, researching, working out a marketing plan) and will easily lose 10-12 hours when I should be balancing my time across other activities.  How do I get better control of my time  so I can see the results I want to see?" 

Ok, so here this member thought he was the ONLY one battling hte demon of time management.  Yet, the truth is we ALL battle this demon to one extent or another right?

Especially for us types who embrace life, engage in all it has to offer, dream big and take action – there are never enough hours in the day.

Now,  I do get people telling me over and over that I seem to get more done in a day than they get done in a week, but just between you and I – my efficiency only increased after years of struggling with time managemnet and focus issues. 

The good news is that there are some things I have found incredibly valuable for helping achieve concrete business RESULTS rather than just spending time on your business…I'm guessing these will be valuable to you as well.

1. Choose one business model and work it until it is earning you money.  With online marketing you can make money

• selling your own infoproducts
• selling tangible products through e-commerce sites
• setting up content sites where advertising is the main source of revenue (ex Adsense or banner ads),
• sell your own services
• market affiliate products
• act as a front-end to CPA programs
• flipping websites

You are guranteed to fail if you focus on any more than 1 of these in the beginning…yet that is what most people do is they become distracted by different opportunities, tools, programs or training that span multiple business models. 

A major part of being effective in your business is focus, and to focus you must narrow your initial business building down to 1 business model so you can follow the clear steps to getting that business model earning you profit. 

So, let's say you choose selling your own info products. 

In that case, the 6-Week Information Product Profit Blueprint gives you a day-by-day, week-by-week breakdown of exactly what tasks are required to take you from idea through profit in 6-weeks…that degree of focus is extremely powerful, gets results and offers little risk of slipping into time wasting habits…

2. Know YOUR Best Time Of The Day.  We all have optimal times of the day when we are at our best.  For me, 8 AM-11 AM is my best, most productive, most positive and most energetic time of the day – so I make SURE that I reserve this time for the most important tasks on my business. 

Those hours later in the day when you are less productive are the hours you can afford to check email, finish paperwork, respond to customers, etc…

You will be amazed at what this step alone can mean in terms of getting things done.  People tend to leave the important tasks until late in the day when they are tired, perhaps frustrated, have less patience and lack creativity. 

3. Detailed Plan Of Important Tasks.  I'm not a stickler for mapping out every minute of every day, but I have found that knowing what the most important parts of getting your business model making money and making sure you are tracking results against them each day is the ONLY way to make progress in a meaningful way on your business.

For example, when I create a new infoproduct and bring it to market I know that the 3 most important tasks for me in the first few weeks are:

• Understanding my market, their desires and frustrations and the competition
• Beginning to create traffic and a relationship with my market
• Getting my info product outlined in a way I know it will get done fast

If these 3 things don't happen, then my product will not come out on time.

Get these 3 things done and no matter what else I do, I am in great shape for launching my profit generating product in 6-weeks or less. 

4. Shrug off Setbacks.  Life has an ebb and flow to it that ensures you will have days that seem to see you take 1-step forward and then 2-steps back.  At the end of a day like that, you must be able to shake it off and know that tomorrow you will make more progress. 

I'm not going to get into scientific or philosophical discussions here, only to say that building any successful business is more like a rollercoaster than a conveyer belt…don't get too high or don't get too low will help you continue making steady progress, the best use of your time

5. Think Iterations.  When Microsoft develops software, they don't try and deliver everything in one release perfectly…instead they deliver phase 1 and then improve, then phase 2 and improve, then phase 3 and improve, etc…

When you create your own internet business it helps to take the same view.  Good enough is good enough, then you learn, improve as the cycle continues.

Try to be too perfect and you will never get your business launched, or try and stop improving and you will quickly lose momentum.

I have found that releasing a 40-page ebook, collecting feedback and then following that with another module, report, training program or ebook based on feedback is much better than taking months longer to release a 200-page ebook (which nobody will read anyway!)

Obviously, to succeed with your own online business you need to have excitement and a big WHY (personal purpose) that drives you throughout the process, but using the time management techniques above will make sure you get the most out of the 1-3 hours you may have to spend on building your internet business into a profit center.

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There are 3 main reasons for this…

1. Many are buried deep in continuing to improve and grow their business, they just don't have time to be telling others about it…it is not their focus and laser focus is what has helped them get as far as they have so quickly
2. They often make their Million in a market OTHER than internet marketing – relationships, weight loss, health, a hobby, pet training, financial planning, golf, you name it…but their main focus is not helping others to do the same – at least not initially
3. They don't share everything they know for very little…after all, what they have figured out is worth Millions, so why give it away? 

Yet there have been a few cases of highly successful internet marketers sharing their results and how they achieved them.

Here are two nice examples:

1. 2KnowMyself.com- as posted at Problogger (a guest post) shared his tips on hitting a million dollars online which include:

• Warming up cold traffic before selling
• Being different
• Developing your own products (you will see a trend here, over and over again the big money earners online have their own info products even though they may have started some other way…see InfoMarketer'sZone to make that part of your own online business)
• Taking time to build your business right
• Remove negativity

To this list I would add…know your market and treat them well, but clearly the biggest point shared here is to create your own information products (ebooks, books, reports, etc…)

What is interesting about the offerings from this author is his use of limited monthly recurring programs – for example, he offers a course on gaining self-confidence that sells for 5 equal monthly payments of $19 (a nice way of selling a $100 high-end product without scaring people with sticker shock) while other products he sells go for $30 or less. 

2. The second example is Problogger himself Darren Rowse who made it big with his Problogger community as well as a photography blog. 

In his January income update, Darren outlines a healthy mix of Adsense, affiliate marketing, ebook sales and direct ad revenue – of particular note is his ebook income which really has been growing over the last year…a new line of income from a few months of packaging his best material from the blog. 

Pick a market, focus on building a platform with content and sell them things they want making sure to mix your own products in maximize revenue and profit – that is the formula to make a Million online.

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