[Music]
are you guys doing
[Music]
awesome so how many of you guys here
have ever created a digital product and
sold it online
well i have some good news for you
and some bad news which you guys want
first
the bad news is what i'm going to teach
you requires you to do some work
all right and i know affiliates hate
doing work you have another good news
now
the good news is
when you promote a digital product you
pretty much
have something that has a hundred
percent margins
right
so when you're doing advertising you're
selling something what's your cost
pretty much nothing it's just the
hosting
after you create the product of course
so let's get started today i'm gonna
teach you guys how to create a digital
product that generates at least a
hundred thousand dollars a month
here's my twitter handle you don't have
to tweet if you do my system will
probably reply to you because i haven't
used twitter in ages but it still
works
so here's a screenshot of daily revenue
i don't even know what it says last 30
days
based on the dates it's probably not the
last 30 days because we're not in august
but you can see the trend and it keeps
going up and up
yesterday was uh
what days today monday
it was funny on saturday in the us i was
checking the stats
and we sold something like 36 digital
products in a day and i'm like this
isn't too bad for a saturday
i actually didn't even spend much money
on advertising i think it was 3 000
something dollars i also have a lot of
organic traffic
can you guess how much i sell the
digital product for
1000 bucks a pop it's not too shabby
right
and when i say those sales that's after
refunds
so let's get started i'm gonna teach you
guys how to make money selling a digital
product
first step
what industry should you enter and i'm
gonna go quick because there's so many
slides
i picked the digital marketing industry
can you see what's wrong with the
digital marketing industry
it was too late when i started if i
picked something like nutrition i would
have sold so many more ebooks so many
more video courses
you see why it's so much more popular
you just go to google trends type in a
niche
like flashlights
and you can see how popular something is
all right
so when you're doing this you want to
make sure you're not competing with
marketers you know how hard it is to
compete in the digital marketing space
you're competing with people like me
i found out the other day my assistant
was telling me you know like hey you got
bangkok coming up i've been traveling a
lot i did brazil australia toronto then
here
and i haven't been home in months
and throughout the traveling he's like
oh you're going to affiliate world asia
you're trying to get more involved in
the affiliate space i'm like why would
you say that because i make all my money
from the fortune 1000. he's like oh you
rank on google for affiliate marketing
on the first page i was like huh good to
know i never knew that right
but it just shows you us marketers we
know how to drive traffic from places
like google you guys are marketers do
you want to compete with the person turn
to your right and turn to your left do
you want to compete with that person to
drive traffic to offer
no pick something that's not as
competitive
here's an example this is organic
traffic this is one of my blogs quick
sprout another one wellness mama
wellness mama is not my blog it's a blog
by this mother who talks about how to
make your own suntan lotion at home
she gets 10 million unique visitors a
month i'm like you got to be me
you're going to talk about wearing
goggles tonight at bed right like she
wears goggles to better she has some
article about that i'm like why would
you wear water goggles to bed and why
would you make your own sunscreen when
you can buy that for five bucks
right but yeah she gets 10 million
visitors talking about that
and look how many links she has at the
very bottom column total linking root
domains cs 757
i have over
1815 that's the primary driver of google
traffic can you guess a difference even
though i have more than double the links
of her
she gets over 10 million unique visitors
a month and i'm at a million
do you see why you want to pick a really
broad niche
all right so now that you know that
right
you gotta make sure whatever niche you
pick you know really well you have to be
an expert at it i tried creating a
nutrition website for fun for shits and
giggles i actually got a lot of traffic
i didn't make really much money after it
because like after i started selling
fish oil pills made over 100 grand a
month i didn't give a about it why
i'm not an expert in nutrition i don't
care for it marketing i do way better
but i love it
so
once you figure out your niche you need
to pick a product that you should create
don't just create any product
right you have to create a product that
helps people if it doesn't help people
you're not going to do too well
if people buy your
and it doesn't help them what are they
going to do
at least in the u.s in brazil they don't
really do this
they'll refund in the u.s you'll get
like 20 refund rates in brazil you don't
even get five percent refund rates when
you have a ship product japan they don't
believe in refunds you can have the
shittiest product ever and you won't
even get one refund
i should not be telling you guys this i
can see you guys all agree the japanese
market tomorrow you're like cha-ching
you're like oh we can spend more on ad
dollars there won't be any refunds
you're like then you guys don't need to
rotate up your credit card processors
because you don't get the charge racks
either right i know you guys do that
kind of stuff too i don't know how you
guys do that stuff but it's kind of
interesting
you know it was funny on a side note all
these u.s affiliate marketers how many
guys from the us
they all moved to the u.s virgin islands
so they don't have to pay taxes have you
guys heard about that
these affiliates are stupid as why
would you move to the us virgin islands
when you can set up a corporation in
malta they charge you five percent tax
and you can still live in the u.s a
hundred percent of the time
don't take your advice from affiliates
take them from bankers go find that guy
who went to harvard
learn finance from him
let the affiliate marketers teach you
how to make money
and not get chargebacks
all right
so
i love affiliate marketing though
although i don't do much of it
so
when you're trying to figure out a
product to create why not ask people
they can give you feedback they can tell
you what kind of stuff they want to end
up buying all right
so survey your readers ask them some
things like and if you don't have
readers go find who you can target on
facebook and ask them questions what's
the biggest problem i can help you solve
what's the biggest challenge you're
trying to overcome you can use tools
like koalaroo and surveymonkey
and
if you don't have readers just survey
people anyone within industry pick up
the phone craigslist whatever it may be
your friend you want to make sure you
survey at least 30 people why has to be
statistically significant
now you want to get into building a
product and making money i'm going to
show you guys some crafty stuff too
don't try that on me it won't work
but it'll work on everyone you already
advertised to on facebook
all right so first off i can't emphasize
this more than anything else build
something you can be proud of
it's longevity you'll be happy when you
build something that you can put your
face on you know those affiliates are
like oh yeah i don't want anyone knowing
this is my company don't build a product
if you can't tell people it's your
company if you can be proud of it and
put your face on it you're good to go
all right so here's a few lessons i
learned
a customer should be able to finish your
product within three months
right but not quicker than one month
when you have a digital product when
they finish it before one month what
happens
too many refunds
when it takes more than three months
what happens
they think it's too much work you guys
can all relate to that
right if you tell people it's too much
work are they going to do something no
that's why affiliates don't start their
own e-commerce companies it's very rare
and the guys who i do look at starting
e-commerce companies it was funny i i
met one guy who is selling like this
anti-aging cream and he was crushing it
on facebook he was doing literally over
four million dollars a month he ran an
anti-aging cream you know what he did he
went to costco and filled up neutrogena
like cream in his bottles
and i'm like
he's like i gotta pay my ferrari bills
it's sad but it's kind of funny at the
same time
so another thing i learned videos and
audio files and worksheets have more
value than text-based documents so pay
people
to create these videos and audio files
for you don't overwhelm people with too
much information make sure it's
actionable
and create a membership portal
right
through simple tools email
wp member
simple tools like this the last thing
you want to do is go pay someone a
load of money create a membership portal
and not generate too much income
here's an example of my membership
portal we're using wp member i use a guy
named volvo it's not like the car i
thought it was i would email him saying
hey volvo and he's like my name is vovo
v-o-v-o i was like oh my bad he created
this 1000 bucks it's not too shabby
right
it looks pretty good
it even has videos too
then you got to figure out how much you
should charge
in general you don't want to charge less
than a thousand bucks
a thousand dollars is a good starting
point because when you start charging a
thousand dollars
you can end up generating quite a bit of
cash from facebook and typically for
every dollar you spend if you suck at
facebook ads you should be able to
generate two dollars so a dollar in
profit if you're good you'll be able to
do three dollars for every dollar you
spend so two bucks in profit if you're
really good like i've seen a few guys
they're doing five dollars in revenue
for every dollar they spend
and they're doing it in quantity on
facebook where they're spending like 20
30 000
a day
which is good money right it's like how
much more can you spend and you know
what the best part about this is guess
how many facebook ad accounts they have
one
they don't have to churn and burn or
anything the stuff i'm going to show you
works with just one facebook account you
don't have to buy more and more have
people set them up for you
so a quick case study ramit sethi from i
will teach you to be rich
he ended up breaking down how he made
five million dollars in a week from
selling a digital product
he pretty much broke down if you sell a
product for five dollars look how many
units you have to sell right
you pretty much have to sell a shitload
you need a lot of visitors
roughly 100 million to generate 5
million bucks or if you sell a 2 000
product you only need 250 000 visitors
which is more realistic
might as well just go for the 250.
so here's a few pricing lessons i
learned
product needs to be at least a thousand
bucks
anything over three thousand dollars
doesn't sell well without a sales team
so make it under three thousand bucks
make sure you're giving enough value at
those price points
and make sure your product keeps getting
better and better over time by adding
bonuses it helps keep people there
so let's go into how you sell the
product this is the most important part
right because you already know you can
drive the traffic it's just about
creating something and selling the
out of it
so first you can use affiliate products
i love brazil it's the easiest hotmart
is one of my favorite ones clickbank is
another really good one because the
thing with hotmart that i learned i have
no affiliation with them
in brazil did you know you can do
payment plans like 14 24 payments and
the person has to pay each and every
single one and they can't back out
that's pretty cool right
your product can now be really
affordable to people
so
you know i've done a ton of this and
i've done it all on the blog so here's
my brazil version you can end up
checking out if you don't read
portuguese it's okay i don't either but
you can get the point of it so i give a
ton of free marketing tips and then from
there
i start collecting emails i collect
emails then i send them to a product
called webinar jam
webinar jam is
a webinar tool that you can sell on then
i create a powerpoint and then i create
a follow-up sequence
powerpoint tips should be at least 1.5
hours long spend at least 40 minutes
educating
then have at least 20 minutes of your
sales pitch have q a at the end and then
through webinar jam you show a buy
button at the right price and i'm going
through this fast and the reason being
because i'm going to show you a real
life example of this so let me show you
how my presentation works all right how
i built four multi-million dollar
companies from free traffic anyone can
access funny enough i also use youtube
ads to promote this
the number one comment on the youtube
ads is if you can build for
multi-million dollar companies through
free traffic anyone can get access to
why are you advertising on uh not
youtube facebook everyone's like why are
you advertising on facebook have you
guys seen my ads on facebook yeah
converts really well i make more of the
free traffic than facebook but it's
because i'm not too aggressive that's my
fault i don't believe in like selling
too hard
so the first part
i get into my goal my goal is to help
you with x y and z right by the end of
this you should know how to do a b and c
and then if you stay till the end this
is me pitching you guys if you stay till
the end i'm also going to give you notes
but also a framework that's going to
teach you 22 ways you can implement this
on your business and drive more traffic
for those of you who don't know me my
name is neil patel yadda yadda check out
some of my accolades awards my bio about
me
you know
and the reason i'm telling you this is
not to brag but it's more so to show you
that the knowledge i have is actually
valuable and it works and that's why you
should listen to me keep in mind again
to repeat it for all you guys aren't
listening this is me giving me the pitch
it's a recorded version right
then i go in testimonials then i go into
tim sykes how i helped him get 15
million dollars in revenue i took him
from i think it was what six hundred
thousand to fifteen million he's a buddy
of mine i didn't even charge him
and then i talked to him how i got 26
more traffic for him
and then i talked about how i learned
all these tactics the hard way right
what i'm going to show you today is all
the tactics that i've learned the hard
way but beautiful part for you guys you
don't have to waste the millions of
dollars that i did and you can learn
them all now and here are the three
secrets i'm going to teach you i quickly
go over them and then i go into secret
number one the first thing is is if you
want people to buy from your site you
got to collect emails i go into lead
magnet right here's an example of remit
sethi how he collects emails
and then i also go into how emails are
my number one channel no matter what it
drives consistent traffic here's 103 000
unique visitors that i'm getting from
emails and i talk about no matter what
it converts it's my number one channel
right it's the highest converting
channel by far
and even though it doesn't make up the
majority of my traffic if you look at
search etc
emails still drive more revenue than
anything else i think it's like by
40-something percent and i have stats i
skipped on like half the slides in this
presentation right and then i talked
about a friend sarah underwood how she
started selling a coffee table book
she's a playmate it was pretty much half
naked coffee table books but it was
through emails and she sold a shitload
right
and then i talked about how you got to
collect emails and here's some quick
ways you can do it you can do pop-ups
here's one of mine step-by-step guide to
getting monster traffic do you want more
traffic yes or no when you click yes
what do you think i tell you
put in your name and email and i'll
teach you how to double your traffic in
30 days when you click no what do you
think i tell you
congratulations on having massive
traffic put in your name and email i'll
teach you how to convert those visitors
into customers you see it's pretty
clever i know some affiliate tricks here
and there yeah give myself a pat on the
back
all right so when you implement these
tactics you'll see results and then i go
into this is after i
went over secret one two and three do
you guys are all still following along
it starts getting really interesting
and then i go into like how i taught you
all these things and now i'm like did
you find this valuable i do this in the
chat so webinar jam has a chat feature
and they say yes i'm still on this slide
i'm like
did you find this off yes you want me to
teach you something else or talk to you
about something else that you'll find
also interesting if you don't want me to
just say no in the chat and everyone in
the chat what did they say yes yes
please show me neil why do you think i
do this i'm getting them engaged when i
get them engaged what are they more
likely to do
buy
when i get them engaged what are they
more likely to do
buy that's right so then i say
introducing the advanced marketing
program what's inside i stack it i
pretty much break it down
tell them the total value
then i talk about the bonuses bonus
number one implementation plan surprise
number two
private video lesson that teaches you
how to get a million visitors a month on
your blog right all
teaching you how to create a blog
without spending a single dollar on paid
advertising you think that's valuable
right two thousand dollars i'm gonna
give that away for you for free
and then i give it over you again of
what are you going to get
surprise bonus number three a facebook
group you can get in there and my group
my team will all help you out you can
streamline this the group starts helping
each other out right
then inside the facebook group
and then i show examples of this someone
answering a q a then i talk about how
there's a money back guarantee if you're
not happy you get your money back what's
the beautiful part if you sell this in
japan
no one does refunds
[Laughter]
it's against like it goes against the
grain of their culture i'm not saying
you should abuse it i don't abuse it um
it's funny when people are saying
they're unhappy i just given their money
back even if it's after like 90 days but
you don't have to do that if you don't
want to do it then i go into bonus
number four
want to do this all from scratch so hard
you have to hire the right people i'll
just give you my rolodex people who are
really good at what they do for pennies
on the dollar like that volvo guy cheap
labor right amazing at what he does
and then i get into hey i'm also uh i
didn't go over the rolodex right uh so
i'm gonna let you a little secret have
you ever wondered how i get to a million
visitors i talk about house through
infographics and i paid people pennies
on the dollars for the infographics and
then i give you an overview of what
you're gonna get twenty two thousand
dollars that's a lot of money right for
all this stuff
would you say that's a good deal off
five thousand bucks
that is but i'm not gonna even make you
pay five thousand
not even three thousand because you know
what you came here you saw me speak more
so you saw me in my webinar
still works
so if you get started right now i can
only guarantee that this will be
available right now this is when i show
the buy button you can get started today
for 9.97
that converts
really well
right and then i go into
testimonials right here's someone
they're happy another person they're
happy this person actually bought a
house because they made more money
through my
here's another guy he decided to quit
his agency work for me and again i'm
like this is amazing stuff people are
getting amazing results and then in the
chat people are like because you can
pre-program the chat they're like thank
you neil i'm in the program love it
awesome amazing right
and then i'm like again buy button
and you know what after i do this then i
go into q a and the q a is usually a lot
of questions related to the program
so how well do you think this converts
for every 100 webinar signups how many
sales do you think i'm getting
take a guess
i can't hear you take a guess
10 10 would be amazing
if you got me 10 i'll kiss you right now
i don't care if you're a guy or a girl
i get 3.6 that's pretty good stats a
hundred webinar registrations would just
name an email and i get 3.6 sales all
hundred don't even show up to watch a
webinar that's pretty good it's almost
unbelievable right
some of you guys don't believe me
if you don't believe me go to
neilpatel.com sign up for the webinar i
bet you i'll convert at least 3.6 of you
it really works i did that in uh
i was at what online marketing rockstars
there was 4 500 people in the audience i
had over 400 webinar registrations and
people in the audience were like i don't
believe this works and i was just
counting my sales i'm like damn it i
should have charged euros because all
these people you know yours is worth
more than dollars that was my mistake
so you're gonna get half yourselves from
the webinar
and then the other half
you're gonna get
uh
at the end like through your email
sequence so i use infusionsoft seven day
email sequence last two days of the
sequence is a countdown clock i use
something called uh plus this have you
guys heard of that
plus this puts a countdown timer in an
email so countdowns and it makes the
links expire so it creates a sense of
urgency which causes people to buy right
and then you also want to segment your
list
so that's pretty much it there's some
few cool tricks that you can do too when
people don't attend the webinar i'm
going to give you a few more so when
people don't attend the webinar use a
software called pick snippets it's 47
bucks i don't own it i don't own any of
this i won't make money from this
but pick snippets 47
and it will send you an email like
what's your name asian dude in the front
there's so many asians here
what's your name huh
chris that's not an asian name
we'll take it though
all right so chris here if you didn't
attend the webinar it's me holding up a
sign in a jacket and i email you
and it says with me with a sad face like
and it says why don't you attend the
webinar chris like question mark is
there something wrong pick snippets
writes it out in like handwritten text
and it inserts your name dynamically
it's really good it makes you think i
wrote it manually and then you click on
it and usually convert later you should
try it again don't believe me don't
watch the webinar sign up for it don't
watch it you'll get that email and then
you'll buy
all right another cool thing that i do
is
i ask for a phone number when people
register for a webinar all right check
this out so there's this thing called
turbo dial how many of you guys heard of
turbo dial
no one oh my god you guys are gonna spam
the out of this
all right so what turbo dial does is
it'll go
and collect all the phone numbers and
then it'll message all the people who
didn't buy that saw the buy button but
they didn't click or they clicked and
they didn't buy it's all automated and
it'll say
i'll text you the next day automatically
and i'll just say chris question mark or
random number chris what would you do if
you got a number texting with chris
question mark
exactly he would say who is this are you
affiliate marketer chris
no
ah if he was i'm like look i duped you
with other tricks okay but imagine chris
is an affiliate marketer
so he's gonna say who is this someone
responds back technically it's automated
it's like hey this is andre from neil
patel's team neil noticed you watch a
webinar he just want to follow he wanted
me to follow up with you to see if you
had any questions all automated once
they start responding the sales guy gets
there picks up the phone starts calling
and closing works like a charm
and you can do that for almost anything
but the key is i've tested the crap out
of this always do it the next day
don't send the text right away it's too
pushy
always the next day
and then the other cool thing is when i
do webinar jam
i start the webinar every 15 minutes on
the clock and i have a countdown timer
on the page it's going based off the
computer
and when you do it every 15 minutes you
know what my show up right for a webinar
is almost 70 percent
so for every 100 people that register at
least 70 will show up because i have a
live webinar going every 15 minutes
and then i have people in the chat room
24 hours a day i got them from the
philippines
love asia good labor costs
we pay them well and what we ended up
doing is we got them in the philippines
they're in the chat room 24 hours a day
and they're messaging people helping
them and they message them like hey
chris uh you know while you're watching
the webinar feel free to tell me your
website url i don't mind giving you live
feedback and giving you advice by
creating that interaction more people
are much more likely to buy
and you know how we make our support
staff in the philippines really good we
hire good ones and we pay them like a
thousand 200 bucks a month
but if they go through the program which
we give it to them for free
we then pay them an extra dollar an hour
so now they're really qualified because
they know what they're selling and
helping people with and they really do
try to help
but this all works out now i don't want
you guys to abuse this because i know
most the shitty part about this is you
guys are going to take up a lot of the
facebook ad inventory and then my cost
or my margins are going to go down but
i'm okay with that i don't really care
to sell products online
i'm a software guy but nonetheless when
you do this it'll convert did you
guys learn something
how many of you guys are going to start
selling digital products
it's really easy i have a few friends
that are showing me their tax numbers
some of these guys are making around
like the shitty ones are doing around
like 100 200 grand a month in profit the
good guys are doing roughly like a
million dollars a month in profit
isn't that way better than selling like
other people's products
and then you can do upsells and down
sales and you can just start milking
more and more money but make sure
you're providing value just don't sell
to sell right and don't i remember how
many guys were here were in berlin
all right a few of you i remember in
berlin i was talking about a
presentation
and i was talking about how you
affiliate marketers make money and you
guys all put those testimonials of oprah
and dr oz on your page right like in
your webinar don't create oprah oprah
did not give you a review
dr oz did not say you have the most
amazing medical product that'll cause
you to lose 50 pounds in one month
right so use realistic testimonials make
it believable some of you guys are
laughing i'm like are you doing it don't
tell me you are using dr oz you really
are
do you live in the u.s
you're gonna get your ass soon
what's your name
why are you saying your name you
shouldn't be saying your name i hope
rob's really nice what's your last name
rob
or did you just say patel
you're not brown you look like a white
dude
but yeah don't do what rob patel does
don't put dr oz in your webinar
and just because it's not indexable you
know dr oz isn't gonna see it
so that doesn't mean you should do it
but you can make legitimate money this
way i have so many friends that are
doing this
and they're crushing it you know what
their number one problem is they're like
we're selling too many i gotta hire
support staff to answer their questions
this sucks i'm like what do you
mean it sucks you just netted a million
dollars a month for the last 12 months
like yeah now i gotta manage people i'm
getting too many support complaints i
was like who gives a you made a
million dollars a month but test this
out
now let's get into some q a anything you
have to ask whether it's seo
this could be this stuff how to make
money on digital product i can pretty
much okay well i've actually got a
couple of questions myself for you deal
all right and then we'll open it up to
the audience after that sounds good um
so i think the first one one of the
really big surprising points for me i've
done a fair number of products myself um
but really never never any product under
1k is there any circumstance where you
would say that doing a product at a
lower price point is actually something
that's a good idea or is it just flat
out no never do it flat out no no no
because it's so easy to arbitrage
traffic right like just right now i
talked to all of you guys i talked to
you guys just for
20 minutes and some change and now we
have a countdown clock right
so or 30 minutes technically but um
when we talk from 30 minutes do you guys
have a sense that you've got to know me
a bit
yeah
have we bonded a bit i know rob patel
and i have
because we've bonded now if i made you a
pitch if i told you i can take all your
affiliate landing pages and give you a
20 lift would you guys be more likely to
buy because you've seen some of my stuff
right so i not just showed you guys some
information but i showed you guys
assuming you actually watch the webinars
like some amazing information that talks
about how to rank on google like i
ranked number one and two for the
keyword online marketing in the us
without buying links or doing anything
manipulative like i have legitimate
traffic right i rank on page one for
affiliate marketing a lot more
competitive terms than that but i've
built up a bond so then when you sell
something they're much more likely to
close because they felt that they got to
know you
and that's why you say better to take
that traffic and arbitrage that to high
high product numbers when you're selling
something emotional it doesn't matter
like i tested selling it for five
hundred dollars a thousand dollars two
hundred dollars i just kept making more
money when i started charging more
once i started charging two thousand
three thousand then it started dipping
but
almost everyone is seeing the same thing
it just doesn't make sense to sell under
a thousand dollars because that's what
everyone else is doing and it converts
really well
yeah to be fair um you have more balls
than me every time i've started raising
prices on info products um my nerve has
broken before the cbr stopped started
dropping so yeah okay so second question
i know you're very big on the webinars
and i know it's a very popular way of
selling info products what about if you
are unlike either of us scared of public
speaking if you really really don't want
to do a live
public speaking thing with an audience
how would you how would you deal with
that all right how many of you guys are
public facing in mind like public
speaking
wow most of you don't how many of you
guys like outsourcing labor for pennies
on the dollar
like pretty much everyone go find
someone to be your voice
yeah because most of you guys aren't
public right i know rob patel is that
he's using dr oz
as if you don't want to be public you
don't have to just go find someone and
go pay them uh to be your voice over you
can find someone on fiverr instead of
five bucks pay them 500 they'll be your
voice person that's probably overpaying
but you get the point yeah then there's
you use voices.com and stuff like that
as well get professional actors yeah
yeah that works pretty well cool
okay um
so in terms of using emotion to drive
the sales and drive the traffic
um obviously a lot of us will
immediately think fear because that's
how an awful lot of affiliate marketing
works you've got a virus like like agora
have you guys seen agora financial
i haven't actually know have you guys
ever seen agora the company that makes
over 400 million dollars a year saying
that world is going to come to end you
guys haven't heard of agora one of the
biggest affiliates out there
they stay in the background because they
don't want people knowing who they are
hence you guys i haven't heard of them
but uh like in the u.s there's a
republican and a democrat that could be
a president right or independent they
always want a democrat because when
there's a democrat in office they found
that more people feel that the world is
more likely to come to an end and they
make a killing like you think people
selling flashlights make a killing they
make more money than all that just
saying like there could be a zombie
attack like or shit's coming to end buy
more gold or buy this and here's how to
survive like when the world comes to end
and etc they're selling all the supplies
but they're like the first people to
really revolutionize the quote-unquote
survival space and they're the biggest
in the space as well it's just no one
ever knows their real corporate name so
would you would you say that fear is the
most powerful selling emotion
is or anything that is
like people can sympathize too like if
you've made mistakes and you're just
upfront with people so for example when
i started out in marketing i used to
think traffic's everything and i built
some sites and i generated a lot of
traffic but guess how much income i made
zero i was a little kid i thought
traffic was everything but if you can't
convert those visitors and customers you
guys know this as affiliates you can get
a million clicks but if no one buys
it's useless but i didn't know that and
when i tell people like i made this
mistake and that's why i lost money my
first few businesses but luckily i don't
want other people making the same
mistake and i've learned from it and i
want to teach you guys it and if i can
just save some people from making the
same mistake as me i'll be happy like
it's a good emotional appeal that people
can relate to like oh that's nice let me
buy
so it's partially you're you're making
yourself vulnerable there and by making
yourself vulnerable you build trust but
but it's also true too right like that
is the biggest mistake i've made in my
career which for the first five years of
my business i focused purely on traffic
and i made very little money because of
it
okay um
have you tried programmatic email lists
there's nothing you know this is new big
thing stuff like drip that's allowing
you to automatically segment and send
out different email lists different
emails different people depending on
what they've done with your product
that's segmentation so that's like
infusionsoft if you're selling info
products use infusionsoft it is the most
advanced and flexible one out there like
we do crazy things where if you click on
a buy button but you don't buy you get
put in a different bucket group and then
we send you different stuff or if you
watch the first five minutes of the
webinar and you didn't finish the rest
we send you another campaign
that it's an email from my assistant
it's all automated but imagine me
emailing a girl named amy and the email
is to amy like hey amy i noticed chris
only watched the first five minutes of
the webinar and he left can you just
check in with him to make sure
everything's okay with him and his
family i want to make sure everything's
okay and nothing wrong happening and
then the email goes to chris it's
automatic it looks like amy ford to
chris and the email is like hey chris
neil wanted me to follow up with you
make sure everything's okay you can see
his note below
that's like a really good way to boost
conversions right
so it's all segmented out like that
okay so this there's one one part of
your um presentation that i actually
kind of wanted to challenge you a little
bit on sure if you don't mind um
you say you have to be an expert now you
are clearly an expert on marketing no
question whatsoever but
if everyone here has to become an expert
in the thing that they they're going to
sell product on before they sell
products that's going to take a while i
mean i'm an expert in a couple of things
and it took me about a decade each time
so how expert is experts are you talking
are you just talking what are you
talking about well you need to know well
enough where you can teach other people
and they can get value from it or if you
can't go hire or partner up with someone
who could be the expert or the face of
it i have someone who sells yoga
courses and health courses in brazil
like they teach you
if you're pregnant how to have a better
spine and it's just an info product
right or
how to be a healthy pregnant person or
how to have less back pain in life and
you know how much they're doing in
brazil think about it brazil isn't one
of the worst recessions out there
right now
they're generating i kid you not
around four to five hundred thousand
dollars not realize a month in profit
from facebook ads they're like oh it's
not competitive in brazil no one's
buying traffic for it and you know what
the guys know about help nothing they
just found someone who's into yoga and
back pain and they partnered with them
and they made them create webinars and
they recorded it and scripted it and
they're like huh it sells
and they're just killing it because
their ad costs to generate that revenue
was a bit more than what's the
conversion it's three point something to
one so like 20 to 25 000 usd a month to
generate that income
so if you're doing that would it be
basically a case of find your niche then
find your expert
yeah but you want to make sure that
whatever expert you find they can give
really good value because the last thing
you want to do is sell someone if
you can't be proud of it why sell it
that makes sense
okay so i think we're going to open up
at this point to questions from the
audience we have a couple of mics down
the front here
if you have any questions
we already have someone you've figured
it out come to the vote
hello yeah so i'm actually asked uh i'll
ask like three questions if you don't
mind go for it um first of all it was
really really good i really enjoyed it a
lot of like mind opening uh things you
said so
first of all you talked about the 3.6
per 100
um registrations is that including the
follow-up and retargeting or is that
only from the first initial uh
registration
well if uh what i mean by 3.6 is when
someone comes to your website and they
register for the webinar i don't
remarket them after they're just
registered and then i keep selling them
through email
okay or text message yeah so basically
the 3.6 sales per 100 registrations and
like the 100 registrations
the 3.6 is that including
like because you say you follow up if
they don't buy and uh so half the sales
will come from the webinar 1.8
and then the other 1.8 come from email
follow-up sequence okay yeah that's what
i want to know uh do you target cold
traffic with your facebook ads or yes
mostly and i make at least double my
money okay awesome
and what's the percentage of the sales
that actually come from facebook from
your facebook advertising
uh you can scale it up to a few hundred
thousand dollars a month pretty easily
it's not that hard uh it gets tricky on
facebook if you want to scale to like a
million dollars a month in profit you
have to be targeting something that's
really broad
okay and last question
because i noticed that it's really easy
to give a high ticket price to anything
that's in the make money online
so my question is do you recommend the
997 ticket price like what you said here
to a niche that's not related to the
make money online edge
uh yeah you can try a 997 price most
people i know are selling over 9.97 um
and even like the spine health stuff
it's in their currency but in their
currency they have products that go max
of a thousand dollars their lowest end
product is five hundred dollars
okay in their niche just on like health
and spine health
i think okay awesome thanks you're
welcome
that's an awful lot of people with
spines it turns out that's right okay
next question please
hello hey neil uh
we are into wordpress themes and plugins
and you know i wanted to know like
mostly the products sell for about you
know 50 to 900 dollars how do we go
speak close to the micro bit louder uh
so
you know the products that we sell in
industry entire industry wordpress
it's like fifty two hundred dollars not
more than that and how do we go about
you know raising uh the price point to
be almost 10x like you said
so um you're selling wordpress related
products that helps people right yeah
you can charge more money if you can
actually provide more people
benefit so for example you may have a
plug-in that helps with traffic
generation right you may have a plug-in
with custom designs you may have a
plug-in that helps you monetize one was
if you bundle it all together and you
had
one plug-in that was a master plug-in
that helped you collect emails generate
sales optimize it for seo has pretty
design templates landing page templates
etc all in one box and you know you can
tell people hey you can go and try to do
this all on your own for less but you
know what
how do you know that that plug-in is
actually going to help you how do you
know that that design is actually going
to convert how do you know that you're
going to generate traffic we've tested
all this look at the case studies look
at the testimonials yes we charge you
more but our shit's proven and because
of that you're going to pay more money
okay you want to go waste time and try
to figure it on your own go to the
wordpress plugins store go try
downloading and come back to me in
two months and tell me how successful
you are
and thank thanks that that helps and
another question i have is like you know
how do we go about you know generate
massive traffic for wordpress specific
niche because you know most other
affiliate
networks etc are on main stream and the
wordpress is very niche so that is where
we are having trouble you know getting
more traffic okay so you give themes
away for free yeah do you put links in
the footer
come again do you put links in the
footer
and the of the theme yeah yeah so step
one is remove that link and link to me
instead
i'm kidding
but if you want to do an av test on that
you can do that you can let me know if i
got you more traffic or less okay okay
so the first step is no follow all those
links because those links are going to
hurt you from a search engine point and
it won't cause you to rank well google
hates when people do that
um
the second thing i would actually do is
partner up with some amazing designers
okay and then give away amazing
templates okay because most people give
away templates for free right like
how much money do you put in your
templates uh like
we do 50 000 200
a month and uh you know but how much did
you pay for a template to make uh like
uh for a template it costs us or two
thousand to three thousand dollars okay
go spend ten thousand dollars and go pay
some amazing designers and i bet you're
gonna get like 10 20 times the downloads
okay seriously
that's the biggest problem so i had a
friend uh created metal lab designs have
you heard of them they did tumbler
themes he made a killing from tumblr do
you know what his trick was
he just designed better themes than
everyone else i've seen the wordpress
stats the tumblr stats because i know a
lot of people that work at these
companies the that does the best
isn't people who are marketers it's like
let's just create beautiful themes
because we don't want our name to be
right and it works better because
most people are like let me create
themes so i can make money put the user
first you guys are based in what country
uh india okay your costs are low right
right so you're you're profiting a lot
of money no yep yeah you put some of
that money back into the business
don't put it in your pillows i know in
india they keep all the money in the
pillows they don't like paying the taxes
look at all the brown people laughing
you guys put the money in the pillows
you would know that if you're truly a
patel rob
okay so um yeah put it back in the
business seriously don't just try to
keep it all for yourself right
helps you
yeah like put it back in i know our
parents always taught like don't spend
your money my mom always teaches me that
today like still to this day she's like
neil it's easier to save money than make
money i don't know what went wrong with
you you always eat out like cook your
own food right like my mom still haggles
me to this day um but nonetheless invest
more put into really pretty themes and
then pay bloggers to talk about the
themes and email it out to their list
and you'll start noticing that you'll
get a ton of downloads really fast and
you'll start shooting uh really high up
on all the
apps like the plugin like the wordpress
directories etc because they'll notice
that you're spiking thank you thank you
thank you you're welcome
okay i actually have a slight follow-up
to that one on the subject of spending
money to make money you mentioned that
video in particular is very high value
um as a filmmaker i know that there is
literally no limits to the amount of
money you can spend on your video so
what kind of video content do you find
works does it have to be super
professionally produced do you have to
have fancy titles it's edgy and you
could make money even arbor charging a
product at 60 bucks or 70 bucks have any
of you guys seen tai lopez here in my
garage
the guy's first and low end product is
66 dollars he makes millions and
millions of dollars selling a 67 or 66
dollar product whatever it is 60
something dollars and he just created a
low five video of like here in my garage
is my lamborghini but you know what's
more impressive than this lamborghini
this shelf here filled with books and
knowledge have you guys seen the spoof
video of that it's amazing it's like
here in my garage you find my toyota
corolla and the florida heat i had to
roll down my windows because i don't
have
ac but you know what's more amazing than
my toyota corolla this shell
shelf full of
and then he gets into it and then he
goes into his fridge and then he talks
about you know what's even more amazing
than this
uh realization of knowledge is this
12-pack 12-pack of beer and you know
what i get from this 12 pack of beer my
beer belly right and he just goes into
it but it's hilarious you guys should
check it out
but yeah you can sell
money on anything right like or you can
sell anything it doesn't matter what
price create a lo-fi video i was going
to create a youtube video and just burn
100 grand a month for pure branding
because i make most of my money from the
fortune 1000
and my buddy gave me an idea he's like
you should buy a ferrari i'm homeless
and i don't have a car
and he's like you should buy a ferrari
and just be like
here in the street and then just
demolish the ferrari and jump on it it
couldn't be funny um
and then he's like it'll probably go
viral on youtube
i don't want to spend the money on a
ferrari
i guess you could demolish the toyota
corolla instead yeah that'd actually be
funny so with video can you actually
just get away with like phone video or
yes and in most cases it converts better
than a professional quality video
because it's more realistic and people
can relate to and they emotionally
so connect
the light keep the lighting rigs and
alexa's alexa cameras at home okay
interesting yeah we have any more
questions from the audience
yep please come up to mike
uh can you talk a bit about creating
enough value in a product
to justify a thousand dollar price
say like in a fitness niche
uh sure
okay so in the fitness niche what is
everyone looking to do either get more
ripped or lose weight would you agree
with that
right
okay
and what's the problem in the fitness
niche what's the biggest problem with
losing weight or getting ripped
what do you mean what's the biggest
problem if you want to get ripped or
lose weight what's the biggest problem
um follow through
yes and it also takes a lot of time yeah
right uh have you seen beachbody p90x
and uh what's the other one like they
have this 15-minute one that works out
in your hotel yeah i've seen those they
don't charge that much yes but they make
all their money on the back end so when
you're in small niches and you want
quantity and you you have other products
the reason i say charge 997 is because
most people don't have more products if
you have many products or you can create
it you can create a low end product in
the fitness niche for 100 200 bucks like
a video series or a training course that
teaches people
how to get more ripped or jacked yeah
they're not going to have as much
results compared to if they went to the
gym for a year but if they did in their
home and use body weight or whatever it
may be and they were healthy about it i
bet you they can get results they can
have results quickly they're not gonna
look like brad pitt or drew canole who
speaks later on today the guy's ripped
right
um but he's he takes a lot of time and
energy and he's good at it and he's
passionate right but not everyone's
gonna look like that jack because
they're not like me there's no way i'm
gonna go and like get ripped and if i
did i'd probably lose money because i'd
walk in a corporation and they'd be like
you can't be a nerd you're too jacked
right it's funny that's actually the
stereotype i had a buddy tim sykes who
sells digital products and he's like i
don't want to work with aj anymore he's
too buff i'm like doesn't mean he's dumb
but you know it's just a stereotype but
the point i'm trying to make is you can
go and create an info product like
that's educational like a mic chain
right sell that and then have a lot of
upsells and downsides so that's the best
plan the best idea to start low that's
correct because in your space you can
cast a really wide net in my space i
can't cast a wide net when you can cast
a wide net and go after tons of people
charge low and then have multiple
products that go up to like a thousand
two thousand three thousand dollars in
the fitness niche people will spend
thousands of dollars on improvement can
you give an example of what kind of
product would be worth like three
thousand or thousand dollars sure i
would first start with a low end product
maybe a video series that teaches how to
people how to work out at home like busy
parents when you have kids and how to
make it entertain to keep your kids busy
at the same time or like work out with
your kids or your family
then from there i would uh sell them
other products you can do upsells and
down cells into like protein powder
supplements
whatever it may be then from there i
would get into uh weekly coaching it
could be all automated on facebook
and you can give people a login system
where like they track their weight their
meals and you do meal plans for people
and you can charge let's say
a hundred dollars a month for that and
then from there i would start having
products that cost a thousand to two
thousand dollars where you have your own
personal trainer or personal coach with
you and you do skype sessions and you
can find people like who are trainers on
craigslist and you can pay them per hour
that they work with these people and you
can just arbitrage it you can easily
charge a thousand to two thousand
dollars for that i know uh the muscle
for life guys they were starting to
charge people a few thousand bucks for
training sessions over skype and it was
working really well with them the
biggest problem that they had is they
couldn't scale it up fast enough and
find enough trainers that they really
believed in
and
would you do that marketing mostly
through email or uh first i would get
them through facebook or youtube then
collect the email and then uh either
send them to a webinar or instead of
collecting an email
have them register for the webinar which
is like an email sign up right same
thing watch a webinar sell them yeah i
mean like the up for the upsells yeah
all through emails and on checkout so
you'll notice that if you're selling a
low end product you can double to triple
your revenue on checkout if you offer uh
three upsell slash downsells
thank you very much you're welcome that
was fantastic i might make that product
now okay um unfortunately we have run
out of time so i'd just like to thank
you very much for that fantastic talk
thank you everyone for having me
[Applause]
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will do my best to try to help you out
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