David Walker Webinar Module 4 – Part 2

This is the second part of the information I have gained from David Walker’s fourth webinar in a series of 6 training webinars. It was called Fire up Your Engines and covered Product Creation And Promoting Those Products through the following:

1. Profit Reducing Mistakes To Avoid
2. What Is An Engine?
3. The Engine You Should Have
4. The Perfect Engine For You – Step By Step
5. Getting The Most From Your Engine
6. Producing Killer Front End And Back End Offers
7. Sneaky Techniques To Attract Fresh Leads

The Engine You Should Have

Creating Your Engine

To test consistent lead flow you need a website to send traffic to and then increase the traffic to that page every day.

You also need an automatic sales process that will convert traffic into leads, customers and sales.  This will do your selling for you.

A series of interlinked web offers that extract maximum value from every customer, eg OTO (one time offer) Upsells and Downsells.

You should try and provide higher value than your competitors.

What You Should Have

One tightly optimised front end leading to higher value back end products.

You should know where to send paid and affiliate traffic and know exactly how well it will convert.

Consistant lead flow that makes investment decisions easy.

Your business functions and grows even if you take a holiday or time off to attend seminars etc.

The Perfect Engine For You – Step By Step

Step 1.  Have a high perceived value giveaway using a squeeze page to capture names and emails.

Create a squeeze page with a short description and optin form – NOTHING ELSE as you will distract your prospects attention.  The squeeze page should have a heading, a sub-heading, some benefits of the product  and an optin form.  Below the optin form you should put a short note of how you hate spam and that you will not pass their details on to anyone else as this can help people decide to opt in.

Give them a high perceived value free product.

• A free report
• A free Video
• A free audio (interviews = instant credibility)

List your free product (audio or video) on Kunaki (http://kunaki.com) Your customer can either buy it or by opting in get it for free.

Step 2.  Immediately Present Your Prospect With A Low Barrier Offer That’s HIGH VALUE

Offer should be price stretched

• make them feel they are taking advantage of you
• Use Paypal, Clickbank, PayDotCom to process sale.  Any of these means you do not need your own merchant account.

Product could be:

1. Another Report – should be compatible with your first report
2. The rest of a video series – if your first product was the first video in the series
3. An audio version of a report, or interview with another marketeer
4. Can be products you have resale rights for.

Step 3.  Offer A Series Of Closely Related Upsells As Soon As The First Purchase Is Completed

• Your customer is noy hot after they have made the first purchase
• You could present a One Time Offer (OTO) offering massive value
• If they don’t buy you could offer a downsell
• Some people will buy some will not

Step 4.  Segment Your List Into Buyers And Prospects

Buyers should be on a new list

Keep emailing prospects who did not take you up on the first offer(s) made to them

• Keep trying to persuade them to buy the product
• Maintain their interest in your emails by sending prospects freebies.  These could be your own products, other peoples products for which you have resell or giveaway rights, blog posts, videos, software or audio products.  All products should be of HIGH value

Step 5.  Create More Solutions

Offer further solutions to those on your targeted buyers list.

• Either for the same problem or something closely related
• These solutions should increase in price – ultimately leading to 4/5 figure coaching or consultancy.
• Keep segmenting your list along the way
• Keep telling people who did not buy the further solution about it, in the same way as you keep telling your prospects about the first offer.

This brings me to the end of part 2 of Module 4 from David Walkers webinar series,  I will continue with part 3 shortly. Any comments will be welcome. If you wish to receive notification when a new post appears sign up to receive these notifications.