How To Build Better Marketing Messaging

How To Build Better Marketing Messaging

Here’s a powerful way to make your marketing stronger.
Write out an offer that your dream clients would love and be hard for them to say no to. Then see how close you can get to creating it. Once you do launch and promote it everywhere.
This sounds simple but so many sales are lost due to weak offers. Note when I say offer I do not mean price discounting. I mean a real sales offer.
Do you know what the only asset that matters in your business is?
  • It isn’t your Facebook page.
  • It isn’t your Instagram followers.
  • It is not your people
  • It isn’t any of your physical machinery or facilities.
So what is it?
It’s your client database and the relationship you have with them.
When businesses are sold this is ‘really’ what the purchaser is buying.
Clients pay for everything and you must treat them as gold. If you don’t have your own client database set up and actively market to it the best time to fix that is right now!
“I’ve always been intrigued by the reality where some clients are happy to pay more for essentially the same thing. The reason is because of how the value is postioned in teh service. I always ask this question.
Have you taken time to look at all potential clients for what you sell?
Have you identified those who can:
  • Benefit the most
  • Benefit the fastest
  • Pay the most
One of the easiest ways to grow sales and reduce headaches is to sell to the best clients you can. If you will do the research now your future self will thank you for it.”
Shenzu

Help Your Clients Discover Their USP

A USP is short for Unique Selling Position. This is a great way to identify the why and how the business is better than its competitors. An example may be that store A& B can deliver in 14 days but store C can deliver in 7 days that is a USP for store C.
Do your clients know the answer to this question?
Why should I buy from you over anyone else AND instead of buying something else with my money?
It’s a profound question and your answer must contain one key thing.
That thing is something they can only get from your company. Now this requires some digging and work but the rewards are there for you if you do it.
Once you can say you are the only one with X you immediately separate yourself from the competition and become THE choice for the clients you want.
So take 15 minutes right now and come up with your list of what clients get only from you.
Then review it and see what would be most powerful from a client perspective. Most importantly start using it in your marketing NOW.

18 Techniques That Improve Advertising Efforts



The purpose of all advertising is to take people’s existing desires and direct them towards your product or service. The old problem and solution pairing is a great way to start running ads with copy that calls out pain and provides the segway to the solution.


If you want to make your ads better you need to understand psychology and copy writing. But I know not everyone has time so to save you time here are some of my favourite advertising approaches.
All have been used effectively over many years. choose what you believe will work best with your clients.
Don’t be afraid to experiment and test different appeals.


Here are 18 Quick Fire Tips

1. News. If you have something genuinely new and different then use a news angle in your ads. Words like announcing, introducing or finally now you can XYZ.      
2. Arouse curiosity. Once a curiosity loop opens in someones mind most people feel the need to close it. I had a great example recently a Facebook ad asked me if I knew the one question to get more sales. I didn’t but was curious and clicked the ad to find out.
3. Tell a story. It seems widely known now that stories sell. So use them in your message. Especially if it’s a story of success for someone just like the person you are aiming the ad at.

4. Add scarcity but make it true. A risk something will end or run out triggers fear of missing out and makes us take action.

16. Sell it well and then take it away. If you can get people wanting what you have and then say who it’s not for this adds more motivation to purchase.
5.Create a common enemy. You can bring people across to your site by sharing a common enemy. A few examples that people use are ‘big business’, ‘the banks’, ‘big pharma etc. Notice how the labels predetermine you viewing them as bad.
6. Take a contrarian position. A simple example of this could be telling people not to use Facebook ads whilst everyone else seems to be telling them to use them. You can go really strong on this one if you’re comfortable with it. Be aware though you will get some flack so you need to be able to deal with that.
7. Create controversy. This is a strategy that has been used in Public Relations a lot. Brands like American Apparel have also used it to gain greater exposure. It’s not for everyone and again has risks of flack you need to be aware of.
8. It’s not your fault. If you can absolve potential clients of any responsibility for making mistakes in the past then they can embrace your solution. If they feel as though it was their fault it can be hard for them to move to something new.
9. Social proof. The more people who testify to the fantastic results they get with your business the better. It’s far more credible than anything you can ever say. Aim for video testimonials if you can with specific results they got from your business.
10. Risk reversal. In any purchase there is a perceived risk of making a mistake and this fear reduces sales. You can limit this ‘perceived risk’ with a powerful risk reversal guarantee.
11. Small yesses. If you can get someone to say yes to something in your ad and keep them agreeing along the way it makes it easier for get the main yes to your product or service.
12. Offer a magic pill. People want the magic pill. As much as I hate this it’s the reality of the market. You need to present your offer like a magic pill to get the most people saying yes.
13. Sell to their want not need. It’s amazing how there is always money for what people want. Even if you know what they need sell to their want first or you won’t get the chance to help solve their true need.
14. Offer a sense of community. We are all looking to belong in some way if you can add community to your ads and offers it can bring more people in.
15.Use the Zeigarnik Effect. In psychology, the Zeigarnik effect states that people remember uncompleted or interrupted tasks better than completed tasks. The easiest way to use is to give part of the information and then the rest can only be gained by clicking to another page or opting in for something. Don’t make it too hard though.
17. Enter the conversation already going on in their mind. If you can write your ad to what they are thinking about right now then they will click your ads in big numbers. But you need to dig in and really understand your market to do this.
18. Ask a compelling question. It’s really hard for us to ignore questions especially if they are on a topic we are interest in. So you could ask a question like ‘Do you know the one question all clients want answered?”. If they don’t they will very likely act to get the answer.
In summing up all of the above we are always communicating to the ad viewer self-interest.
If you keep even that in mind at all times you’re on the way to creating better ads and growing your business faster.

Bonus Tip For Clear Messaging

Are your words easy to understand?
The words you use to promote your business matter. If you use big words you lose people. If you use regular words then almost anyone can read your message.
The more people who read or hear your message the more clients you can get.
There is a simple set of tests you can use to make sure your message is well understood.
Yesterday I ran the profile a popular marketer in LinkedIn through these tests.
This person failed the tests.
In fact the writing requires a post-graduate education to understand it.
This is not an unusual case.
If you try and read it you know immediately it makes no sense.
So the solution is to get a Flesch Kincaid grade for all your writing.
You want a grade level of 7.5 or under and a reading ease of at least 60.
For the record this post has a grade level of 4.5 and reading ease of 84.9.


Keeping Your Marketing Message Clear

Your marketing message will be ignored unless…
The very first line contains one of the big 3 elements that grab attention.
Here they are in reverse order of power (my ranking):
Coming in 3rd is curiosity. You see this with click bait headlines if you’re curious enough you click. But what you click to can often be disappointing.
If you use it make sure you genuinely reward the persons curiosity.
Coming in 2nd is news. Especially anything to do with threats to our survival and loved ones. We are hard wired to tune in to any potential threats.
Coming in 1st is self-interest.
That is something that is relevant to what I most want right now.
It’s been said that we need to enter the conversation going on in the minds of our potential clients.
I’ve never seen better advice than this.
All three work and you should test them all in your market.
But if you choose one might as well start with the most power self-interest.
If your marketing messages, websites and social media profiles aren’t already applying these then the time to fix it is right now.
Insights Into My Niche Store Top Selling Products

Insights Into My Niche Store Top Selling Products

The thing that I really love about what I do is that I can take an idea and within a day or two turn that idea into an actual thing. Im talking about ecommerce dropshipping or other product promotion ideas.  It is not uncommon for me to have an idea on Friday and by...

read more
How To Build Better Marketing Messaging

How To Build Better Marketing Messaging

Here's a powerful way to make your marketing stronger. Write out an offer that your dream clients would love and be hard for them to say no to. Then see how close you can get to creating it. Once you do launch and promote it everywhere. This sounds simple but so many...

read more
Best Email Marketing Services for Small Business (2020)

Best Email Marketing Services for Small Business (2020)

The most underrated marketing channel is by far email marketing. Almost every business can benefiet from running email campaigns, there is also the repeat customer factor involved in email campaigns. I am a huge believer in email marketing and this article focuses on...

read more
How To Make Money With CPA

How To Make Money With CPA

What Is CPA and How To Make Money With It

In uncertain economic times many people are looking for new ways to make some additional cash. Thus it is not surprising that many people have flocked to internet marketing. There are a wide variety of ways of profiting online, from selling your own products to selling ad space on a website you own. One way that may people make significant profits online is through affiliate cost per action (CPA) programs.

Affiliate marketing is a form of marketing whereby a contracted sales force of affiliates sell a particular product for a vendor, in return for a commission on the products. These are often called cost per action programs because affiliates are paid whenever an action is made. Usually this comes through the purchase of a product or the submission of a lead. This is in contrast to cost per click (CPC) advertising programs such as Adsense where a person just gets paid for driving traffic to an offer whether the offer converts or not.

Since the person displaying CPA offers is taking some risk in sending traffic, they stand to get paid more over the long term if they are promoting a well designed offer. It is not uncommon for CPA profits to represent a full 50%-75% of the purchase price for information products, with lower commissions for physical products. However, one only gets paid if an action is taken. Therefore one could send 100s or 1000s of clicks to an offer without being paid a dime.

For this reason, it is very important to chose the right CPA offer. Often affiliate managers can help you chose the right offer for your site on the basis of what offers are selling well at the moment. Many affiliate platforms will also allow one to sort various offers based on several metrics such as earnings per click or the number of sales made by affiliates over a span of time. The gravity statistic within the Clickbank information product marketplace is an example of the latter and is often used to scan for great offers to promote. View each sales page yourself and ask yourself if you would buy the product based on what is being said.

It can also be useful to presell on offer. For example you can offer a review of the product highlighting the positives and negatives of the product in an objective tone, concluding that the product is worth purchasing. This extra validation can help push people towards a product purchase as many people will assume that the actual sales page is biased. If you can find good customer testimonials to include, that can also help to increase the chances of a specific offer being bought.

“CPA is a real opportunity but for anyone beginning I think your time would be better spent learning the basics of affiliate marketing or PPC before you dive into CPA. It really is a different world and to have the fundamentals down first will benefit you much more when you do dive into CPA.”

Shenzu

The 3 Ways To Use Twitter For Maximum CPA Profits

I was slow to use Twitter because I just couldn’t see the value in people sharing 3 lines of random information at a time. It took Twitter’s popularity and the traffic that I was missing out on to draw me back into the Twitter universe. I’m on Twitter because tons of people are on Twitter. Where people go, is where the money goes.

Many Internet marketers struggle with making money on Twitter. These struggling affiliate marketers suffer because they think adding a ton of people and dropping an affiliate link is the way to the Twitter goldmine. What they fail to realize that good marketing is all about engaging your audience. They run very vanilla Twitter marketing campaigns and end up with spoiled milk. They are bad marketers! For the savvy Internet marketer, Twitter is a goldmine and it is a great way to build a brand, engage an audience, become a well known expert and an awesome tool to make a lot of money. In this article, will explain how to use the above examples to dominate Twitter and make a ton of money. This is an article for doers and not people who sit on information.

Build A Brand

The problem with affiliate marketing is that it automatically gets us into the frame of an affiliate and not as a business owner. As an affiliate, our mental frame is to take someone else’s product, market it and make some money. This is often done by making keyword businesses. What I mean by “keyword business” is that many marketers own dozens of micro sites that are geared just towards what they are selling. They run utilitarian campaigns where their audience has to sell themselves on the product and buy into the content of the website.

Engage You Audience

The best way to market is to become a brand, become an authority in the industry, relate to your audience on a human level, don’t just talk ‘buy this’ with them but show them that there’s a human behind the products that you market. I am of the frame work of sell yourself, then your product. Other Twitter marketers want to add as many people as they can and drop affiliate links. I think that they are going about it all wrong. Social media is all about connecting and people don’t come to social media sites like Twitter to buy products. Make them buy into you, believe in you and then they will buy from you. It is all about build rapport and a relationship with your audience.

Get A Name In The Game

You are not successful on Twitter due to obscurity. No one knows who you are! People don’t want to buy from a nobody. You need to ‘Get A Name In The Game.’ Building a name is quite easy on Twitter but you have to be willing to spend a little bit of money. Twitter has a very good Pay-Per-Follow Advertisement program where they will plaster your posts for people to see. You can use this opportunity to build a name. Let people get to know you through your ads and they will follow you. I find this much better than trying to add thousands of people then trying to market to them. The spam approach is what classless marketers do who really don’t understand that real marketing is all about specificity and engagement. You have to build a name for yourself and you have to build a brand presence. When you have done these things, you can sell from a place of power.

Is you might have noticed, this article isn’t a lockstep instruction guide but a way to teach the reader how to think about marketing on Twitter or on any social media platform. Many of you aren’t really marketers, at least you don’t have a true marketing background and are products of the internet. I don’t say this to put you down but to simply say that you don’t have any real marketing training so the flood people with links method and playing a numbers game seems perfect to you but you eventual realize that doesn’t work on social sites.

This is great information and I hope you put it to good use.

Key Takeaway

CPA marketing is a great way to monetize websites. While there is a lot more work that goes into selecting the right offer to promote versus a method of monetization such as Adsense, the long term profit potential if done correctly is much greater. Learn teh basics of pay per click FIRST, then take the plunge into CPA.

Insights Into My Niche Store Top Selling Products

Insights Into My Niche Store Top Selling Products

The thing that I really love about what I do is that I can take an idea and within a day or two turn that idea into an actual thing. Im talking about ecommerce dropshipping or other product promotion ideas.  It is not uncommon for me to have an idea on Friday and by...

read more
How To Build Better Marketing Messaging

How To Build Better Marketing Messaging

Here's a powerful way to make your marketing stronger. Write out an offer that your dream clients would love and be hard for them to say no to. Then see how close you can get to creating it. Once you do launch and promote it everywhere. This sounds simple but so many...

read more
Best Email Marketing Services for Small Business (2020)

Best Email Marketing Services for Small Business (2020)

The most underrated marketing channel is by far email marketing. Almost every business can benefiet from running email campaigns, there is also the repeat customer factor involved in email campaigns. I am a huge believer in email marketing and this article focuses on...

read more
10 Ways To Monetize A Blog

10 Ways To Monetize A Blog

What is the trend with people building websites and then making a living from them? You may have asked this question before. Its a real things.

Is it to share some knowledge that we have or is it to make money? People build websites for many reasons. I like to provide my visitors with good quality content so that they will come back to my website.I also love to train and educate people about how they can change their lifestyle by working online.

We all would like to make more money, and you can learn how to monetise your website to do that.

 

Here are 10 ways that bloggers can monetise their websites:

1. Google AdSense

 

This is a form of banner advertising where you allow websites to place their advertising banners on your website through the use of the Google display network.

You are paid per impression or per click on each banner. Google AdSense is one way you can monetise your website. Once you have your website up and running, go to Google AdSense and sign up for an account. You will have the chance to make some good money. Let’s say that your website is getting traffic every day; you could easily make a dollar a day.

You can then expand that to 20 pages and easily turn into $20 a day. That would come to $600 a month of extra income into your pocket. What if you did this two, three, five or ten times? Meaning, you have ten websites with targeted traffic every day.

Can you see the potential? That’s $6000 a month. This is not going to be easy and will take you some work to get it set up. I do need to let you know that this is going to take time. It might take you a year to get this all going, but once it is done with all your blood, sweat and tears, you’ll be able to kick back and enjoy the fruits of your hard work and labour.

Learn how to monetise your website, and you could make some good money. Lots of people are doing it, why not you?

 

2. Display Advertising

Very similar to Google Adsense but different in the sense that you dont involve Google. If your website deals with a unique topic, you might find it hard to attract contextual advertisements. In such cases, you could try display ads. These ads pay per view, and not per click. While using multiple ads and service providers could help you make a respectable amount of money, you should make sure that you don’t use a lot of display ads.

Too many, and it could affect the load time and overall look of your website, lowering some visitors it attracts. Display advertising now offers advertisers more opportunities to more clearly define who will see an ad. With behavioural targeting options, you can have your ads served up to consumers who have visited certain other websites or performed certain actions online.

With psychographic and demographic targeting, you can serve ads only to people who fit specific consumer profiles regarding age, household income, gender, and many other variables.

3. Contextual Advertising

 

This form of promotion and hype is known to the web market as contextual advertising. More than a simple publicity strategy, contextual advertising is aimed to relate directly to the gist of the page on which it is posted. Being a targeted marketing sub-form, promotions and ads are placed to reach the most number of site viewers and customers.

In contextual advertising, advertisements themselves are sorted and served by programmed software and systems based on the displayed content of a particular web page. If you happen to view a site about health and you come across ads for weight-loss programs and food supplement products, it is more likely that the page is utilising contextual advertising.

For this modern form of advertising strategy to complete, a contextual advertising system performs thorough automated scans of website texts, highlights keywords and then returns ads to the web page based on perceived content.

These advertisements can either be automatically linked to an on-page layout, or it could also take the form of pop-up ads. To prove the success of such platform, even search engines also make use of contextual advertising to put on-view promotions and ads on search results pages.

Based on the user’s query, the system automatically delivers the information along with the ads promptly, the reason why this marketing form is dubbed as a cost-effective and efficient technique.

This is in a way a combination fo teh first 2 points. This is an effective method for advertisers to get more focus targeting for their offers.

4. Affiliate Marketing

 

Using affiliate links is one of the oldest ways of website monetisation. No matter what your site or blog is about, there will be companies which sell complimenting products. Internet marketing is one of the best ways to reach a very diverse audience.

Years ago, you were limited as to who you could reach with your product advertisements. With so many people from all over the world online, you can now market your products, literally, to the ends of the earth.

Stay focused on the content offered on your site. Do not compromise your content to better cater to the affiliate programs you are using because it will cause you to lose your readers.

If you lose the readers, you lose the opportunity to make any money off of the ads that you have on your site.

Read more:

5. Product Reviews

 

Integral with any high-performance product review is how well it can presell the reader, and that is completely different from selling the reader. The biggest advantage of effective preselling is that you won’t face the typical objections that are usually faced with prospects as you’re not doing any direct selling.

It is not difficult at all to create killer reviews, and you just have to be willing to learn them and do some work. We have put together a few essential facts about creating product reviews using solid preselling methods. Understand that a product review is not a sales pitch; you can’t fill in all the hype and drama into your product review and expect it to work.

You can review these product types:

  • Digital products
  • eBooks
  • Online courses
  • Physical products
  • Services
  • Locations & destinations
  • Entertainment
  • All the things 😉

Your review’s job is to convince your target audience that the product is right for them without actually selling to them. You can make a better impression with the reader when you add your honest feelings including anything you found that is less than positive.

Every good product review that focuses on the needs of the reader will perform better in the long run. We recommend that you discuss the negative aspects of the product in addition to the obvious positive ones. Don’t just sugarcoat things to make the review highly positive as that may look misleading to your readers.

So many people and marketers are afraid that if they talk about the wrong things, then that will hurt sales. We think you will be surprised to find that folks love it when they find someone who is willing to be open.

 

6. Whitelabel Products and Sell Your Own

 

You could sell your products to make money out of your website. Selling items such as eBooks, DVDs, etc. is a great way to make money since you get a full income from them. At the same time, such merchandise also helps promote you as an expert in the field.

However, it takes time and effort to create quality products and effectively market them.

You can speed up the process by working with a whitelabel vendor who already has mass volume of teh product but needs some help selling their stock. They will work with you on some minor customisations of their product so it feels more like a new “version” of their main product. This is a fantasic way to get sales without having to spend months in R&D.

I love whitelabel it saves a lot of time and with some imagination you can take a winning product customise it and sell it as your own.

7. Using in Text Advertisements

 

You’ve likely seen these on different websites while browsing. Rather than putting up ads on your site, these ads are randomly placed within the text of your site’s posts and pages.

There are a few different high quality in text advertising networks out there which make it simple to start making money from in-text ads as all you have to do is add a line of code to your site and tell them where you want your checks sent. The most profitable way to monetise your web page or blog is to know your customers and create products that help them.

Learn how to monetise your websites and use all the tools available so that way, you will have a better chance at success. You would be missing out by not taking advantage of these paid advertisers.

8. Banner Advertisements

Banner ads have existed for almost as long as the Internet has. Banner ads give a great return on their investment as long as you don’t make the mistakes that many marketers are making.

If you read on, you will discover some ways to optimise your results and build an excellent banner ad campaign. As someone who works with websites and blogs, you should always remember to make sure your advertising banners represent your blog or site, matching up perfectly with it in every way.

Your banner ad must be persuasive as your site should be; it’s not a minor point. Having the design of your ad be compatible with your site means you won’t have to change the look of it every time you put another new banner ad up on the web.

All you should need to do is create new text, and you should have a fresh new banner ad. It also will assure the fact there’s a flow to your ad. When you choose to work with banner advertising you don’t want to allow them to be outdated, so to continue to have a great traffic flow you must keep your banners fresh. A perfect example of the negative effect on customers of an outdated banner would be the promotion of a sale which already is over.

Quite simply, they will stop coming to your site to purchase anything. It’s pretty basic thinking; if you don’t care enough to keep your ads current, nobody’s going to trust your products or service either. Regularly updated banners allow you to drive more traffic to your site, promote new products and get better overall results from your efforts. An easy way to keep your banner ads fresh looking is to switch colours or designs once in a while.

There are those who choose to change their ads monthly, and those who do it less frequently. The point is the more frequent changes are made to your ads, the more you’ll be receiving conversions. Usually a change each month will be adequate to freshen up your banners.

Don’t forget that you can use your banner ads,in social posts, forums, emails and many more places. All it takes is a little imagination.

9. Targeted Content Ads

This method aims to take conventional advertising a step further wherein an ad is triggered by the consumer’s search. A typical keyword has a title (of about 25 characters) and a text (that has about 35 characters). Within the short space that’s provided, the advertiser explains the benefits of his products over his competitor.

Using content-targeted advertising has the advantage of generating more revenues for the advertisers. This is due to the fact that targeted ads increase its relevancy. So even if the number of ads is decreased or limited in frequency, it can still influence more people.

Another advantageous benefit of this form of advertising is the immediate showing of data and content that is otherwise limited by time and geography in traditional advertising. The ads can also be easily customised so it can quickly adapt to a changing audience demand or preference.

Content targeted advertising matches the context of the ad or the interests of the users to that of the advertisement. This allows more interest to be generated for an advertised product or service which in turn generates more sales conversion.

The utility of targeted advertising can further be enhanced by dynamically linking the most applicable contents which are taken from various sources such as YouTube video clips, RSS feeds and Wikipedia articles. At present, many businesses have profited from this form of advertising that it has made this Google creation very popular throughout the internet.

No other platform enables small businesses to compete with multinationals and Fortune 500 companies.

10. GoFund Me Type Donations

If you have a large, dedicated fan base, you could consider asking for donations. However, it is important to ensure that you don’t come across as greedy. I really like how Patreon, Indigogo and some Go Fund Me campaigns are setup where its super clear for funders to see the roadmap or the plan for the donation.

Place your donate button out of the way and avoid it altogether if you already have a lot of ads on your website. You have to get people to visit your site first, or that donate button is useless.

And before you do even that, your site’s donate button and donation form has to be designed in such a way that, once inspired, people will follow through with the donation. Great stories, emotional writing, and amazing media are not enough to get people to complete the donation process if your donate button is hidden, or your donation page a confusing mess.

I know Ive spent a bit on Patreon and Indigogo helping businesses take the next step with crowd funding. I do want to stress that having a worthy cause is a must. I might make a off the shoulder comment that it seems more and more people are putting up donations pages with no clear purpoise why. This worries me that people are just cashing in on the opportunity.

If you see a Go Fund Me on this blog it will be to buy a small tropical island away from all the noise of big cities.

 

Key Takeaway

Use your imagination to think a little diufferently and try new things on your blog. These 10 tips are tried and tested they work and they allow you to get paid while you build a bigger asset.

 

Well thats the end of the 10 tips but thats not the end of the opportunities available to you. I hope you have enjoyed this list of website money making tactics. As always if you have enjoyed this content like it share it and help me spread the word.

 

Read more from the blog…

Insights Into My Niche Store Top Selling Products

Insights Into My Niche Store Top Selling Products

The thing that I really love about what I do is that I can take an idea and within a day or two turn that idea into an actual thing. Im talking about ecommerce dropshipping or other product promotion ideas.  It is not uncommon for me to have an idea on Friday and by...

read more
How To Build Better Marketing Messaging

How To Build Better Marketing Messaging

Here's a powerful way to make your marketing stronger. Write out an offer that your dream clients would love and be hard for them to say no to. Then see how close you can get to creating it. Once you do launch and promote it everywhere. This sounds simple but so many...

read more
Best Email Marketing Services for Small Business (2020)

Best Email Marketing Services for Small Business (2020)

The most underrated marketing channel is by far email marketing. Almost every business can benefiet from running email campaigns, there is also the repeat customer factor involved in email campaigns. I am a huge believer in email marketing and this article focuses on...

read more
10 Steps To Get New PPC Clients

10 Steps To Get New PPC Clients

Today I’ll share some tips for thoise readers who are looking for new pay per click clients. There is always a way to find new clients and the breakdown today will cover 10 steps to get them signedup.

How Does PPC Work?

For beginners: Pay Per Click PPC, SEM Search Engine Marketing is a method of paying for advertising space hence the name pay per click. Go to Google right now and search buy new car and you will the first 4 or so results will be little PPC ads. This is where businesses pay Google to have their ad show up at the top or bottom os search results. 

This is extremely valuable for businesses especially if they make sales from it. It is also a not so straight forward advertising process, businesses get it wrong so many times. It takes a good online marketer to help them get up and running and making sales.

When I am on the hunt for new clients at the agency I work with I use a tool called ScopeLeads ( no longer for sale) that scrapes Google for companies paying for ads and calculates the position, industry and gives me a list of contacts and data for each results that I can then use to help these businesses get better results.

But today no cheating Ill do it the manual way.

 Quick Note: You can use this 10 step system to get new clients in ANY industry (not just PPC), you’ll just need to alter the steps slightly.

Step 1: Pick a Niche

I dont suggest going broad and searching for anything this will be a huge waste of your time. You should pick a niche and stick with it.

What industry are you going to target?

  • Get an idea by typing some keywords into Google
  • Get ideas by looking at businesses advertising in your area
  • Look at offline options like magazines, mailout papers and newspaper adverts
  • What niches do you already have insider knowledge of?
  • What niches are making money and have high customer value?

Step 2: Find businesses advertising with Google Ads already

If you are going to get clients for this service its a good idea to start with prospects that already understand what it is you will be selling. Not everyone understands online. Don’t try to educate them on something new, instead help them with something they’re already doing.

Look at how they are running their ads and what they doing right but more importantly what they are doing wrong. Now you know exactly what you can do to help them. You just need to exlain to them.

  • Determine best suited relevant keywords from chosen niche
  • Search Google for those keywords and review the results (take notes)
  • Search SEMRush or SpyFu Ad data for those keywords
  • Note down any niche competition so you can use them in your pitch

Step 3: Pre-Qualify Your Prospects

You want to find opportunities where there is some good money to be made. Don’t waste your time with low dollar time suckers. One example is lawters they are very competitive because the money is good when they sign a new client. Think about industries that have high  charges to clients, those are the best for pay per click services.

  • Is your chosen niche spending a decent amount on Google Ads?
    • If not, then move on to another niche
    • Find with SpyFu or SEMRush
  • Gather list of prospects with estimated ad spend > $1,000
  • Gather list of prospects with estimated ad spend > $20,000
  • Remember the low dollar clients are a lower return on your time spent on them
  • Focus on the higher dollar clients as much as possible

Step 4: Complete Mico Ad Audit

You know what they are doing wrong now you need to convey that in your micro audit. This will be used to get you in front of the decision maker. Find the pain and agitate it. The more problems you find the bigger the opportunity.

  • Find problems with their website and ads
  • Does the website load properly?
  • Are they split testing Ad copy?
  • Are they using a call to action in their ads?
  • Are the Display URLs optimised?
  • Do the top three ads contain Ad Extensions (Sitelinks, Call, Location)
  • Mobile optimised website?
  • Are competitors beating them?
  • Are competitors bidding on their brand terms?

Step 5: Engage Prospect Contact

It’s time to reach out to let them know, “You are misisng out on a lot more sales revenue” or ” Your competitor XYZ is getting 5x more than you unless you fix this” type lines will get you responses.

  • Research business to learn of contact info and personnel
  • You wnat to find a decision maker not a receptionist
  • Contact the prospect
  • Start with email and then follow up with phone
  • Always convey that you have more than wha you have told them so that they know you have more to offer but wont give it up unless you get a face to face
  • Get past the gate keeper
    • Did I catch you at a bad time?
    • Who is the best person to speak to about some issues with the Google Ads account?
    • I’m calling/emailing about your Google Ads account and glaring issues that are costing you money
  • Conversion action is a second appointment

Key Takeaway

Prospecting is easy the real struggle is getting in front of the prospect and being given that 3-5 minute window to pitch your professional insights to the right person. You must have confidence in your data and your pitch to get the message across. You want them to sign you as their marketing company.

Step 6: Position Yourself &  Qualify the Prospect

Part I is positioning. Positioning is key to you being the right choice for their business or just some one man band with not many clients. Portray confidence, you did the research you know they are not getting a good return on ad spend.

Part II of this step is letting them know you have other options, even if you dont make it look likk eyou have options. You’re busy and can’t work with everyone, so make sure they’re a good fit.

  • Once they are hooked let them know you can’t work with everyone
  • Tell them you need to ask them a couple further questions to make sure they qualify
  • Verify how much they are spending per month with Google
  • Verify they have access to the Google Ads account (some agencies like ReachLocal don’t allow client access to their account)
  • Set second appointment to review your findings

Step 7: The Meeting

I shouldnt have to give this advice but dress the part. Look confident, smell confident and present like you are the guy that they need to fix their problem. Know your pitch inside out, be sure you know what slide everything important is on and how you will be presenting. Their device or your device and what you need to present on your device.

It’s time to show them what they’re doing wrong.

  • Show up early
  • Dress for the job you want
  • Be prepared with business card, notepad, pad and paper
  • First tell them a little about you and your company
  • Present your mini-audit findings
  • Integrate trial closes throughout the meeting
    • Does this make sense?
    • Do you see why this is important?
    • Did you learn something today?

Step 8: Close the Deal

You’ve demonstrated they could be doing better and you have the knowledge and the team to fix what’s wrong.

  • After you’ve presented your findings sit quite for a moment
  • Give them a chance to speak up
  • With any luck THEY ask YOU “what’s next?”
  • If they don’t speak up, simply ask, “do you want some help fixing these things?”
  • If they want your help, you sell them the full-audit
    • Internal look into the account instead of external like the mini-audit
    • You are going to need to do this work anyways, so you might as well get paid
    • Gives them another hoop to jump through before the big commitment
    • If they want you to jump in right away and start fixing then, include cost of full-audit in the setup fee

Step 9: What Should You Be  Charging?

My rules are to always start high, it makes you look more valuable and you can always offer a discount. Remember do not undervalue your knowledge they obviously need help and thats why you picked them out because you know the details. Charge what you are worth.

If you have to give them something to seal the deal, use a loss leader thats a low cost now but can be a higher cost to them once you have their full trust and support.

  • Mini-Audit – Free
  • Full-Audit – $1,000 or more (roughly 5 – 10% of ad spend)
  • Monthly Management – depends on ad spend but roughly 15 – 20% of monthly ad spend
  • Cost should depend on work that needs to be performed
  • Account setup
    • E-commerce site MORE depending on number of products
    • Lead gen site LESS than e-commerce, cost depends on number of services
  • Don’t forget to charge for setting up the stats tracking
    • Google Analytics goal tracking
    • Google AdWords conversion tracking
    • Call tracking
    • Google Analytics E-Commerce tracking
  • Increase value instead of decreasing price
  • Discount for payment in advance (this works great towards the end of year)
  • Don’t be afraid to push back

Step 10: Contract/Agreement

Don’t forget this step, it’s one of the most important. The agreements especially in this COVID crisis these terms and agreements sheets will be a revenue saver but also can help you to defer payments now in way of giving a couple of free months to pay due to COVID or what ever your agreement covers. 

You need to have an airtight contract or agreement in place to cover yourself and your work. Imagine you have just busted a hump putting together a 10 ad group Google search campaign build for a new client and they decide that the leads are too slow. They then decide that you stalled and dont know how to manage the account, they want to leave and they take all your setup and ad copy and bail on you. These agreements cover your butt.

  • 12 month term with 90 day out if not happy
  • Auto renewal if not cancelled
  • Assignable
  • Mostly boilerplate except for Statement of Work
  • Statement of Work shows what you’re going to do
  • Set expectations of meeting times, mediums (in-person, phone, email, skype) and frequency
  • Show example of monthly reporting template

This is not the exact process you should use but its a great starting point that you can add or subtract and really make your own.

The goal is to get you more paying clients and thats what this framework will do for you. Prospecting is half teh battle, picking those higher paying niches can pay off if you can sign them. Good luck and sign them all up.

Business minded marketer with a keen interest in online behaviour and Ecommerce.

Shen Zu

Read more on the blog

Insights Into My Niche Store Top Selling Products

Insights Into My Niche Store Top Selling Products

The thing that I really love about what I do is that I can take an idea and within a day or two turn that idea into an actual thing. Im talking about ecommerce dropshipping or other product promotion ideas.  It is not uncommon for me to have an idea on Friday and by...

read more
How To Build Better Marketing Messaging

How To Build Better Marketing Messaging

Here's a powerful way to make your marketing stronger. Write out an offer that your dream clients would love and be hard for them to say no to. Then see how close you can get to creating it. Once you do launch and promote it everywhere. This sounds simple but so many...

read more
Best Email Marketing Services for Small Business (2020)

Best Email Marketing Services for Small Business (2020)

The most underrated marketing channel is by far email marketing. Almost every business can benefiet from running email campaigns, there is also the repeat customer factor involved in email campaigns. I am a huge believer in email marketing and this article focuses on...

read more

Pin It on Pinterest