A Proven Process To Increase The Revenue And Profit For Your Product Or Service In 6 Simple Steps
Hi, my name is Sean Bissell,
What if there was a way to find out exactly what to say to your prospects to get them to buy, and become raving fans of your products or services?
What if there was a way to literally automate the advertising, marketing and sales process? Profitably.
Well, that’s exactly what I do. And if you keep reading, you’re about to find out how.
I specialize in generating revenue for organizations by creating automated and profitable “sales machines” based on extensive market research, effective advertising and powerful sales messages.
Generally speaking (as a business) you have a few options to get prospects “in the door” to your business.
You can:
- Advertise (TV/Radio/Billboards/Internet/Etc.)
- Cold call (Phone or in person)
- Rely on word of mouth (Not always very reliable or predictable)
With the exception of some very strange and/or lucky situations that’s pretty much it.
But even if you do get people “in the door” and increase the awareness of your business, that does not necessarily mean you’ll get sales. And if you do get sales, that does not always mean you’ll end up with a profit. Many times just the cost of ads, or the cost of a sales team will not generate enough sales to even break even.
There’s literally an infinite number of solutions to this issue, but in my opinion and experience, many businesses don’t get this formula right and struggle for years and eventually go out of business because of it. Or they succeed despite a broken system, and basically get lucky. (Good luck having these companies repeat their successes though.)
So how do you overcome this problem and create a reliable and profitable sales system?
Leveraging the internet is the absolute best way to start a new campaign or to revise an existing campaign. All the way from advertising, to refining your marketing message, to capturing leads, and converting those leads to sales.
What makes the internet the best platform to design and launch a successful sales and marketing campaign?
Basically, here’s how I do it, and hopefully you’ll see the logic in the process, and how realize how powerful it can be.
Step 1: Research your market.
With the internet, you have virtually instant access to an almost dizzying amount of pre-existing market data from prospects and customers. You can find real-time data that has been written in the past, or things that are happening right now. You can find out what people say, think, feel, etc. from their own viewpoint, and from a first-person, unfiltered perspective. It’s almost like having a virtual focus group right at your fingertips.
Also, with the internet you can literally reverse engineer your competition, find out what’s working for them, and what isn’t. Are your competitors just breaking even on their front end products and making their profit on back-end, or repeat sales? Are they selling different products through their newsletters than they are advertising in other avenues? Where are they advertising right now? And how much are they paying? You can emulate their successes, and avoid their mistakes. All before you even launch your campaign.
Step 2: Survey your market.
One huge thing that people seem to overlook is that with the internet you can literally capture people at different stages of their buying process and collect information about them at that specific stage. This is huge.
There is an inherent flaw with most market research, surveys, and/or focus groups. That flaw is that the information is collected from people after they have already purchased a product, or they are asked to project how they would feel about a product that does not yet exist, etc.
Basically, the data is not “in the now” data and is skewed by looking back on a previous experience, or forward to an experience that has not yet happened and maybe never will.
There is a big difference between asking someone without a headache what headache medicine they would buy, and asking someone with a headache what they would buy.
With the internet, you literally have the ability to find people with “headaches” right now, and survey them.
When you find the language and the hot or emotional “buttons” that drive people who are actually IN the buying stage for your specific market then you have a real advantage over those who don’t know that key language.
Knowing that we want to find what people in the buying stage want, think, feel, etc. We need to find them first, and then survey them.
I do this by placing ads on Google, or Bing or Yahoo, or all three for specific “buying phrases” so when someone types in (for example) “Best medicine for a headache” or “My head is killing me” or “Natural remedies for a headache” etc. Then we can direct them to a survey page.
Statistically, a certain percentage of those people will fill out the survey. (I like to give them an incentive for filling out the survey which is related to the market, like a free report on how to reduce headache symptoms, or something similar to increase the survey response.)
I make sure to at least have one very open ended question like: “What is your most important question about headaches?” You’d be surprised about the responses you’ll get, and the ideas that ensue. You can also filter this data by the people who give the longest responses, and generally speaking that means they’re more passionate about the market, and usually representative of the most responsive, and best, customers.
Also, during this process you can capture these visitors email addresses and/or physical mailing addresses and market to them at a later time as a way of offsetting the advertising costs of getting these survey responses.
In addition, I like to have an optional field in the survey to have them give their phone number. You can follow up with these people later by phone and conduct mini-focus groups, or teleconferences for expanded information and additional market data.
Step 3: Use the survey responses to write your marketing and sales messages.
Through these surveys you’ll usually find reoccurring themes, phrases, words, emotional tones, demographic data, etc.
Based on that data you can literally “throw back” the same language in your ads, in your lead capture process, and in your sales message.
Each medium will have different strategies and intricacies. For example, a radio or TV advertisement will have only 30-60 seconds to get your point across, whereas an in-person sales meeting will have much more time. Regardless of the medium, if you find your “core message” that resonates with your buying audience then you can focus on that core message and adapt it for each stage of the sales process (advertising, lead capture, buying, etc.)
Step 4: Refine your marketing and sales messages.
Another wonderful thing about the internet is that you can intelligently test and track the effectiveness of a specific marketing and/or sales message.
You can literally pick a certain demographic, or “emotional state” of your prospects and send them to a specific website with one message, and see how that does. And then change that message and compare it to the previous results. Personally, I prefer to do an “A/B split test” where you send the first visitor to website A, the second visitor to website B, the third back to website A, the fourth to website B, and so on. Basically just alternate the pages and track the results.
Based on the data you will begin to see a clear winner. Then you can continue to improve by keeping the winning message, and then refining that message even further and testing a new message against the winner, and keep doing that until you reach a point of diminishing returns.
With this method you can test anything from initial advertising, to lead capture processes, to the actual sales message, and even checkout processes.
Step 5: Expand your advertising.
Once you have your processes refined you can keep them running on autopilot through the internet, and then expand your successful messages to offline avenues. (TV/Radio, Physical Mail etc.) And you can also find other online avenues to increase your online presence. (Advertising on key websites in your industry, other pay per click platforms, email blasts, joint ventures, starting an affiliate program, etc.)
What’s nice about tracking your process online is that you’ll also get a good idea of what you can pay for a lead and still be profitable. Based on that cost per lead data you can extrapolate to what you’re willing to pay for other advertising methods.
Step 6: Enjoy 
Through this process you can literally create automated “sales machines” that work based on tested and proven successful marketing and sales methods.
Once you have everything in place, you can virtually completely automate this process through the internet.
- Your ads can run automatically through online platforms.
- Those ads bring visitors.
- Visitors become leads (through email capture.)
- You follow up with those leads automatically through an email newsletter (pre-programed with your refined marketing messages.)
- Those leads see your products and eventually purchase due to your powerful sales message.
- Your checkout process is automated online, and products can be automatically shipped out through 3rd party organizations if you choose.
You would most likely be wise to expand to offline sources as well. But even those can be almost automated as well, but may require more human management and re-enforcement. But you can always arm a sales team with effective messaging and sales collateral.
And even sales people need leads to follow up on. You can get those leads through offline advertising with a phone number for prospects to call.
In any case, in the end, you have a virtually automated, profitable and scalable sales process.
There are many variations or additions you can make to this process, such as adding upsell items, back end products to sell to existing customers at a later time. And creating an effective automated follow up newsletter sequence. But in essence the steps above are the foundation to a highly successful campaign that can revolutionize your sales process and make your organization highly profitable.
I specialize in this process, and can implement at every stage: (For example)
- Creating successful online ads which generate a significant number of visitors at a low price point for your market.
- Designing lead capture webpages which turn visitors into newsletter subscribers while collecting survey data on them.
- Writing effective marketing and sales messages that turn visitors into buyers.
- Designing email newsletters that create passionate and raving customers.
Now after saying all of this, I don’t work with every company. I have a high standard of ethics, and only work with companies who have products I feel comfortable promoting.
If you find yourself interested in this process, want to start improving your sales today, and have a product and/or service that you are passionate about, please contact me by clicking the link below and I’ll get back to you as soon as I am able.