Friday, November 5, 2010

Interview: Eric Enge

Eric Enge is the President of Stone Temple Consulting, a 17 person SEO and PPC consulting firm with offices in Boston and Northern California. Eric is a crusty old veteran with 30 years working experience in technology and the Internet.

Eric is co-author of a book titled The Art of SEO, along with Rand Fishkin, Stephan Spencer, and Jessie Stricchiola. The book is published by O'Reilly Media.

Eric writes for Search Engine Land, and is also an "SEW Expert" where he contributes a column every two weeks to Search Engine Watch. On the Stone Temple web site, Eric has a blog that contains the highly regarded Interview series, in which Eric interviews top people from the search industry. Eric also is the author of SEOmoz' Link Building Pro Guide.

STC provides SEO and PPC services to companies ranging from startups to Fortune 25 companies.

Tell us a little background info about yourself. Where are you from? How old are you? How long have you been making money online?
Since 1993 or so! I led the effort to bring America Online into the PC manufacturer's channel when I was at Phoenix Technologies Ltd. My real career in SEO did not begin until the early 2000's though.

Do you have any experience with affiliate marketing? If so, to what extent?
I have been in affiliate marketing since 2003. While I have a SEO Consulting Company call Stone Temple Consulting (STC), I also have put a lot of energy into publishing deep content web sites, where the largest revenue stream is from affiliate marketing. To us, it is just a form of advertiser.

What accomplishments so far are you the most proud of?
We have had two exits, with the second of those occurring in May of 2010. It is a good feeling every time that you are able to accomplish that.

How did you become successful? Why did you choose this career? When did you first realize the full potential in the Internet? When did you first “hit the big time?”
I got involved back in 2003. I had heard good things about the potential of affiliate marketing from a trusted friend and simply decided to give it a try. Then it took off very quickly.

Our first exit took place in 2006, so I guess that is when I hit the "big time". What made us successful is that we focused on bringing real value to users, and to the search engines.

What do you think it takes to be successful?
There are many smart people out there. They can all learn a lot of good things to do in Internet marketing. The real key, in my opinion, is integrating all of this into a successful business operation. This means basic things like knowing how much money you have available, what to invest in, and how to structure a plan that works within your financial means to get your business to accomplish what it needs to.

What have been your biggest failures and frustrations?
In my consulting business, Stone Temple Consulting, one of the biggest frustrations is dealing with clients who won't take good advice and implement it. I know that it is often true that there are real limitations in what a company can do, often related to the current implementation of their web site. But, a lot of times people don't understand what we are trying to do, and what it will take for them to be successful.

What is the single toughest problem you've had to face, and how did you get through it?
Good question. Sometimes we can't implement all the ideas we want to, either because of development limitations or budget limitations. The way we get through it is to be ruthless in prioritizing. Frustrating because you want to do it all, but you just can't.

Is there anything that you don’t like to do, that you just hate working on?
Not really. If I hate doing something, I hire someone else to do it. :) More seriously, there are plenty of tedious tasks in any small business. Not much you can do about but to keep doing them.

What is the future of marketing?
I believe that the nature of marketing will continue to evolve. We have seen an increasing rate of change over the past 20 years, and I believe that the rate of change will continue to accelerate. Smart marketers will be the ones who capitalize on new opportunities before their competitors do.

What have you been up to recently? What projects are you working on?
Two main areas of effort:

1. Continuing to grow the consulting business. This includes pushing in to Fortune 100 companies and growing the consulting team.

2. Rolling out more high quality web sites and promoting them.

What problems have you had with those new projects?
The main problem is scaling as fast as we can. We want to do everything at once (like everyone else!), but must make choices and work our way through the process with patience.

Do you think anything particular in your past prepared you for this industry? Your education? Jobs you’ve held before?
The main thing is that my father provided consulting services to entrepreneurs when I was growing up, I got some visibility into what they did, their responsibilities, how they approached things, etc. This helped give me the mental mindset of an entrepreneur. His industry was entirely different, but that visibility was incredibly important to my development.

What are your greatest strengths?
I think my greatest strength is that I know how to build and run profitable and growing companies with minimal upfront cash investment. I also have a lot of experience as an SEO.

What are your greatest weaknesses?
At times I am too impatient. Everything takes a bit of time, and I usually want it now. :)

What motivates you?
One word: winning. I like creating success stories, wherever I go. This is more important than the compensation at this point.

What is the best advice you’ve been given and try to apply to your life?
A good friend of mine, Steve Kalman, was the first to teach me how to manage the numbers of a business. He gave me the ability to see its economics and efficiently use the available cash to achieve my business goals.

Who has impacted you most in your career, and how?
None other than my father, Ron Fisher, the chairman of Softbank North America. Ron taught me to apply my basic character and sense of how to deal with people to the businesses I have been involved in. He was a pretty low key, but powerful personality, and that is what I hope to be.

What kinds of people do you have difficulties working with? Any good stories?
The main people I have trouble working with are those who will not listen, or can’t absorb what they have been told. It frustrates me, and I become impatient.

What are some of your long-term goals? How much is enough? If money was no object, what would you be doing?
I am in my 50s at this point, so I think about things a little bit differently. I have 3 kids in high school, and seeing to their success is critical to me. Of course, I hope to have success in my future business pursuits too.

If money was no object, I would be working on improving the standard of living of the poor and destitute, or helping improving the chances of children in developing companies. I have been very fortunate in my life, and I would like to "give back".

Where do you want to be ten years from now?
I hope to be involved heavily in charity oriented endeavors! I mentioned a couple of my ideas in that regard above.

How do you like to spend your free time? What does work-life balance mean to you?
I have three children in high school. Spending time with them, and my wife, is my primary goal for my free time. Not always easily done, but incredibly important! I also play basketball, workout, and enjoy fine dining - and fine wine.

If you could go back to being 18, what different career choices would you make?
The main thing I would have done was get into the Internet sooner. While we had a false gold rush at the end of the 20th century, earlier involvement would have created new and different opportunities to do more. Of course, who knows how well I would have used such opportunities!

What is your greatest achievement outside of work? What are some of your unfulfilled dreams?
My greatest non-work achievement is my 3 children. They all are well adjusted and doing well in their lives. What could be better than that?

Do you have a Twitter account or Facebook “Like” page?
Why yes I do! You can see me at @stonetemple as well as at my Facebook page.

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Eclipse Link Cloaker for Affiliate Marketers

Veterans of the Internet marketing game usually provide some common tidbits of advice. They’ll tell you that it’s important to build a good mailing list, for instance. Many of them will also tell you that cloaking your affiliate links is probably a good idea too. This serves several purposes, all of which can help you make more money online.

This can sound like a daunting task for even intermediate affiliate marketers, but it doesn’t have to be difficult. Eclipse Link Cloaker is designed to be the “easiest way to instantly cloak, track and manage all of your affiliate links.” Oh, and it also claims to “prevent lost commissions” too.

An Affiliate-Minded WordPress Plugin

I’ve said it before and I’ll say it again: WordPress is one of the best content management systems on the Internet and it’s great for more than just blogging. Affiliate marketing is one such scenario and this link cloaker fits right into that niche.

In a nutshell, it will take your affiliate link and mask it behind your own domain. These cloaked links conceal your affiliate code, since some visitors don’t trust affiliate links. This way, it looks much more natural and you can prevent dishonest folks from inserting their own affiliate codes into your links.

The plugin effectively comes in three parts, all of which are accessible under the “Link Cloaker” subsection that is created in the WordPress settings menu.

The first is Link Cloaking, shown above. Various options are made available to you, like whether you want to automatically cloak all links or if you want to use selective cloaking. You can also define the link prefix, exception list, cloaking type (301 permanent redirect, 302 found, etc), and so on.

Keyword Autolinking Too

What if you want to turn keywords into links? You can do that too.

Under this tab, you can configure whether you want every instance of a certain keyword (or keyword phrase) to automatically become a corresponding cloaked affiliate link. For instance, you might want to link the word “widgets” to a widget store. This way, every time that you write about widgets, you can be sure that your visitors are being directed toward one of your affiliate links.

To manage these cloaked links and their associated keywords, you go to the Cloaked Links section under Tools in the WordPress dashboard. This is also where you can add, remote, and edit the links, as well as view their statistics.

Conversion Tracking

The third tab is where you can set up conversion tracking. Some affiliate programs allow for this kind of functionality and it can help you better tweak your affiliate campaigns accordingly.

This is based on a tracking pixel that you would place on the merchant’s confirmation page. With a single code, you can track all the outbound cloaked links from your WordPress site.

Cloaking Your Way to Success

Considering that you can make some more money back through its own affiliate program (via ClickBank), Eclipse Link Cloaker is a solid tool to include as part of your overall Internet marketing strategy.

It’s easy to use, offers a robust set of features, and is priced affordably at just $57.

Link: Eclipse Cloaker

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Thursday, November 4, 2010

How to Keep Your Email Marketing List from Hating Your Guts

image of man with megaphone

(Nudnik: Yiddish for pain in the ass, nuisance, pest, a marketer who sends too many emails to his house list)

Okay, so how do you know when you’re being a nudnik?

That is, how do you know when you’re sending too many emails to your money pot, your gold mine — your email list?

Consider the following …

If your email open rate is lower than the relative humidity in the Sahara Desert … you’re probably being a nudnik!

If after every send, your list shrinks faster than cotton underwear in a hot water wash … you’re definitely a nudnik!

If you send five emails in a row and they all say the same thing — but you change the all-important subject line … it doesn’t matter; you’re still a nudnik!

And finally … if you’re sending emails to your list three times a day, every day of the week … you’re not only a nudnik, you’re an idiot!

Will the “80/20 Rule” prevent you from becoming a nudnik?

If you’ve been a marketer for longer than it takes to read this article, you’ve no doubt heard of the “Pareto Principle,” otherwise known as the “80/20 rule.”

Named after economist Vilfredo Pareto, the principle states that 20% of invested input is responsible for 80% of the results obtained. (You can tell I didn’t write that).

In English, it means 80% of your income as a marketer is typically derived from 20% of your list.

Spinning it even further, it also means that in order for you to receive that 80% from your 20% of readers, 80% of your content should be devoted to valuable and useful information, and 20% should be devoted to your offer or sales pitch.

In other words, as a content marketer, for every 10 emails you send, 8 should contain straight valuable and useful content and the other 2 should be pitches and offers.

So, by following the Pareto Principle, will sticking to the 80/20 rule keep you from becoming an unrepentant nudnik, a degenerate email marketer, a pest and a plague to your list?

No. Absolutely not.

But this I can tell you … if you increase the amount of useful and valuable content in your communications to more than 80% … and correspondingly decrease the space or frequency allotted to your offer and sales pitch to less than 20% …

… you might still be a nudnik!

Content alone cannot save you

Because content — even the most incisive, most noteworthy content — requires time to read. And time is, and will forever be, in short supply.

Even your mother, who loves you and thinks you’re the most gifted marketer in the world, doesn’t want to hear from you three times a day. And if she does hear from you that often, I guarantee, she’ll be the first to affirm — you’re a nudnik!

Furthermore, unless you’re giving away gold bullion (the literal kind, not the metaphorical kind) with free shipping and handling, you will never have anything to say, or anything to sell, that could justify contacting your list so inanely often that your readers would pay to see you shipped off to the remotest part of Afghanistan.

Use your “nudnik-odometer” to discover how often you should send emails to your list

Your nudnik-odometer is your email inbox. More specifically, it’s the inbox of that free email account — Gmail, Yahoo, Hotmail — that you never visit.

And the reason you don’t ever go there is this …

You’re tired of getting emails from nudniks!

But these nudniks didn’t become nudniks immediately, now did they?

When you first subscribed to the email lists of these marketing nudniks, you had good reason. An itch that needed scratching. A problem that needed addressing.

And these future nudniks made you a darn good offer.

So you bought their info product, or flea powder, or simply subscribed to a free newsletter or blog from a guru, recognized or self-proclaimed.

But then … after you got rid of your dog’s fleas … these marketers didn’t merely stay in touch with timely offers and helpful insights. They bombarded you!

They invited themselves into your family, your private space, they ate up your time, emptied your refrigerator, and offered you bribes if you introduced them to your friends, neighbors, and significant others.

And every day for two weeks you got an email from them that said only 24 hours left. Every chance was your last chance until your next chance … and for every 300 items left, another 500 were found. Every final offer was followed by Ooops, I made a mistake — there’s still time left!

So how do you quit being a nudnik?

Here’s my advice.

First, study and count the number and frequency of emails received from these nudniks.

And see if in the naked and revealing glare of your computer screen, you see something familiar. See if you see yourself … and how annoying you’ve been to others.

Send often enough that they don’t forget you, but not so often that they get sick and tired of you.

Second, make sure the email you send is worth the time you’re asking for. If you’re sending content people actually want to read, you aren’t a nudnik.

Third, don’t bounce from being a nudnik to being a shlemiel (that’s Yiddish for a shmo, a dope, someone whose mother still dresses him).

Your list exists to create relationships so you can make offers. Don’t be afraid to sell.

It’s not making a pitch that makes you a nudnik. It’s failing to respect your readers’ time and attention.

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Wednesday, November 3, 2010

Introducing Internet Marketing for Smart People Radio

After years of saying we’re going to do it, we’re doing it — a Copyblogger weekly podcast (that we won’t be calling a podcast). It’s Internet Marketing for Smart People Radio, and it’s designed to help tie together the things we talk about on Copyblogger into a coherent strategy you can use to build your business with online marketing.

The show is hosted by Robert Bruce, our copywriting poet and resident raconteur, and will feature appearances by me, Sonia, and the occasional special guest. Each week we’ll dig into current happenings in social media, content marketing, and SEO, while also exploring the fundamentals that drive smart Internet marketing.

In this episode Robert and I discuss:

  • The harsh realities that can hold you back and delay your success
  • The truth about authentic online marketing
  • What matters first and foremost for effective Internet marketing
  • The single skill that gets you traffic, subscribers, and sales
  • How to avoid getting your content strategy wrong
  • Where to find profitable products to sell

Hit the flash player below to listen now…

Or…

Click here to download the mp3 | 39 MB | 40:42

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Mobile Coupons Stalled at the Gate

The latest eMarketer graphic shows that 85% of mobile phone users have never used a mobile coupon. That’s not where we thought we’d be by now. With the wide spread of Smartphones and the rise in mobile marketing, cell phone coupons should be a given but something has stalled the concept at the gate.

Even Cellfire, who’s main purpose was to promote the use of mobile coupons now leans heavily on their club card coupon technology with no sign of a cell phone on their front page.

So what happened?

One problem is the technology. As smart as we, and our phones, are, downloading mobile coupons isn’t as seamless as it should be. My one attempt at using a mobile coupon was for a discount at my local car care center. The coupon showed up on my phone a week after the work was done.

Another issue is the lack of organization. Who has time to sift through a hundred text messages in order to find that coupon code that you’re pretty sure you sent to your phone three days ago. And at the grocery store? I use an average of 25 coupons a week. Finding and showing each coupon to the clerk would be a nightmare.

I think the biggest thing stopping people from using mobile coupons is the unwieldiness of showing the coupon to a clerk. There you are at Starbucks, wallet in hand, hot coffee ready to go and you’ve got to pull up the coupon code then show it to the clerk and hold it steady while they read or scan a barcode.  I saw a woman in line at the grocery store doing this yesterday and it looked so awkward.

Mobile coupons are a good idea. They’re an easy way to get $5.00 off your lunch order at that fast food place you visit every week. But as much as we love our deals, mobile coupon technology has to become more uniform and more accessible if it’s going to be the marketing medium of the future.

Have you ever used a mobile coupon? If not, why not?

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Tuesday, November 2, 2010

Fanning the Social Media Flame for Viral Exposure

image of lit match

Are you a content marketer? If so, you have a choice to make.

You can sit around and wait for your content to go viral.

You can hope you’ll get sudden bursts of traffic, hope your readers will spread the word, hope your content will catch fire.

Or you can bring your own matches and lighter fluid to set the dang thing aflame yourself.

As bloggers and content marketers, which will you choose?

Sure, sometimes the passion you have for a subject will be enough to ignite a spark and compel your audience to share your content with their network. Being able to unleash something with such conviction and power that it combusts on its own is great.

Over at my SEO consulting firm Outspoken Media, we’ve been able to do it several times.

Sometimes we post something like The Power of the Unexpected, something that goes hot without us lifting a finger. As content writers, we live for these moments.

However, they almost never happen.

What is more common is that marketers need to fan their content to help it ignite and go viral. And sometimes that means stepping in when an accidental hit shows signs of life. How do you recognize those signs to take advantage? Here are some methods we use at Outspoken Media.

Identifying the spark

You know what’s normal for your community. You know how many comments an average post gets, how many tweets, how many shares, etc.

When you start to see activity that is double/triple what you’re used to seeing, act.

For example, early on we published a post called It’s Not The Recession, You Just Suck. Almost immediately after hitting the publish button I noticed the post being retweeted and passed through social media at a velocity that dwarfed anything we had seen prior.

Once we noticed we had a spark, we jumped in to add fuel and fan it.

Adding fuel to the fire

As soon as you notice a post showing signs of life, it’s up to you to keep the momentum going.

On the social Web, that means keeping the conversation alive. Find people who are talking about your post and encourage them. Respond to comments, engage, fan the debate, and keep the conversation on a healthy note.

When we called out Robert Scoble last year for spreading misinformation, he was the first person to come and engage on our post, and he did so negatively and aggressively.

The tone he set could have killed the conversation right there and caused people to be fearful of jumping in. But we weren’t going to let that happen. Instead, we went in there to engage Robert and show the community this was just the beginning of the conversation that would ultimately take place. We made it obvious that we were still in the post listening, and that everyone who commented would be heard and responded to.

No one wants to hang out at a party that’s dead or on its way out. Its important people see you’re still there.

Another way to add fuel is to allow readers to subscribe to comments so that they’re alerted each time a new voice enters the fray. This will keep them in conversation mode. It’s good for debate, but it’s also good in terms of SEO. The more page views the post receives, the more time people spend reading comments, the more it’s going to give off positive toolbar data to the search engines and help the post appear on an Alexa hotlist.

Fanning a positive flame

So, let me fill you in on something you already know — it’s really hard to have an intelligent conversation on the Internet.

Things always start out okay. Someone chimes in to offer an intelligent opinion and then, almost before your eyes, it devolves into threats, accusations and commentary about who still lives with their mother.

While it’s 100 percent entertaining to watch people have emotional breakdowns in public, conversations that get too far off track hurt your chances of going viral.

As the owner of that community, you’re responsible for fanning the flame in the right direction. When you see personal attacks being made, it’s up to you to steer the conversation back. If you think people are going too far, moderate.

Be careful, though. Viral conversations are typically rooted in debate. So you don’t want to discourage or squash it, but do keep things productive. You need to be the adult in the room, regardless of how good it feels to throw things.

Hitting the social streets

Once you’ve helped fan the flame, hit the streets!

Make sure your piece has been properly submitted to all the right social media sites, that it’s been Stumbled, that it’s on Reddit, that niche social sites are aware of it, and that it’s hit all of the communities and blogs you know are friendly to you.

Once you complete that, look outside your bubble to find other networks that may find your content interesting. What you’re trying to do here is pull people in from other networks so they’ll go out and talk about it with their community, one that doesn’t currently follow you.

It’s great that your own readers are passionate and involved in the conversation, but you want to use the natural sparks to pick up on other readers to help grow your blog and authority.

Tipping off mainstream media

You’ve covered your bases on the social networks, now look toward news sites and blog aggregators that may be interested in the conversation happening around your post.

If you’re part of the marketing community, you want to watch aggregators like TechMeme and TweetMeme. If you have a hot social media story, you want to tip off someone at Mashable. If it’s Google or heavily tech-related, tip off TechCrunch. If it’s a broader tech story, tip off more mainstream outlets, as well.

For example, our post about what we perceived to be brandjacking by Seth Godin received coverage from Business Week. My partner Rae Hoffman’s post on Google’s Real Time Spam Problem was noted in USA Today. And my other partner Rhea Drysdale is often featured on CNN.

These don’t happen by accident. They were opportunities created by tipping off the right people at the right time. This is where having a linkerati list comes into play. It helps you know who to contact for what type of story.

Making sure the post is optimized for SEO

The final thing you want to do is properly SEO your post to capitalize on search.

Going back to our Robert Scoble example, when we saw that taking off, we went back and edited the title tag to include Robert Scoble’s name. It was a small tweak that allowed us to take advantage of Google’s freshness factor and appear in his News results.

It’s a temporary rank, but it made sure that anyone who searched for Robert Scoble that day found our post. Sometimes that’s all you’re looking to do, to help keep the momentum going and get eyes to the page. You have to build awareness.

Content marketers don’t have the luxury of sitting back and hoping something goes hot. It’s up to you to help things take on a life of their own, whether it was planned from the start or you picked up on early signs of success.

Savvy content marketers always have the matches and lighter fluid ready for when a spark presents itself.

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How video gets more traffic to your blog

Try this experiment:

Ask 100 random people on the street: "Are you familiar with sites like Youtube.com and EzineArticles.com?"

Most will say: "OF COURSE I know Youtube - I spend 2 hours a day there! What was that other site you mentioned?"

According to Alexa.com, EzineArticles.com (the most popular online article directory) is the 110th most popular site online (not bad) - BUT Youtube is the *3rd* most popular site...

Most people *hate* reading. Even when they want to learn about something, they still prefer "edutainment" over "info" (education+entertainment).

Here's how video will attract more traffic to your blog:

- There's 100 to 1000 times LESS competition for video than simple text. Search for your favorite keyword on Google and then on Google Video - and you'll see for yourself.

- Google often embeds youtube results at the top of the "normal" text results (obviously Google owns Youtube).

- The more a visitor stays on your site, the higher "marks" you get from Google. This happens, because your site appears more relevant ("If they stay, they must be lovin' it"). Google knows how long people tend to stay on a specific site, if those visitors have the Google toolbar installed.

- It encourages repeat visitors, because your blog simply stands out from the rest. Not only that, but in almost all cases, someone will enjoy a video (even a goofy one) more than a poorly-written article (or even worse, text that has been "spinned").

How to start using video for affiliate marketing - without creating it yourself...

If you want to set up a quick blog to test a market, without investing too much time in it, you can do the following:

STEP 1: Make a list of keywords related to your niche. Don't forget to include product names, as they have less competition and convert much more easily to leads and sales.

STEP 2: Go to Youtube.com and search for your keywords. Make a list of the video URLs that come up. Make sure you remove any duplicates.

STEP 3: Start embedding videos to your blog and optimising each post for the desired keywords (meta keywords, meta description, post title, tags etc). You can even schedule videos in one go and let them drip feed to your blog.

You can even automate this process by using a WordPress plugin like AutoTubePress.

Even with "borrowed content", a blog can get good traffic, simply because it uses that borrowed content in an organised way. WordPress makes this a snap...

About the Author:

George Katsoudas is the creator of the AutoTubePress WordPress plugin. Sign-Up for his free special report: The Duplicate Content Paradox: "The 1 dirty little secret they don't want you to know about getting more traffic and offering more value with duplicate, automated content..."

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“The Rent is Too Damn High!” Guy Sells Out to Penny Auction Site

What a perfect and timely post for this November 2nd Election Day. Everyone should know who “The Rent is Too Damn High” guy is… it’s Jimmy McMillan of course, the candidate running for governor of New York. Put aside any politics and frustrations for the economy, Jimmy McMillan knows how to gain attention and with that attention comes money and power… potentially more than enough money to pay for his rent, which I’m sure is “Too Damn High!”.

Let’s quickly jump to another topic… Penny Auction sites, which are all of the buzz lately. Every place you used to see Acai and other rebill type advertisements, you now see these auction type ad spots filled with “Apple iPod Penny Auctions… Only $1.74” type of ads. These campaigns pay anywhere from $25 to $100 per sign up to affiliates, and are quite the buzz among the affiliate networks. A post was actually released yesterday about how one of these largest auction sites, SwipeAuctions is currently ceasing operations. It’s no surprise, as these ad campaigns are being promoted the same way the rebills and diet pills were, and it’s only a matter of time before lawyers, FTC and complaints start piling up and action has to be taken.

Back to Jimmy McMillan… he just released his own YouTube video of him pushing BidHere.com, which is a penny auction site with the same basis as SwipeAuctions and many other sites. BidHere.com is running a promotion on November 2nd for Election Day called, “Pay Your Rent for Pennies Auction“, so who more fitting than Jimmy McMillan to provide an attention grabbing video? No one…

What’s the bigger attention grabber here? Penny Auctions going mainstream with a “celebrity-like” testimonial… or how awesome Jimmy McMillan is for coming out of no where with his “The Rent is Too Damn High” party and slogan and getting endorsements and even a doll made up of himself! Is Jimmy McMillan… the second coming of Billy Mays? Probably not… but he does have America’s attention for a few moments, let’s see where it goes!

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How to Write an Ebook Fast (within 3 Days) – That Sells Fast (Get Sales within a Week)

Recently, InkwellEditorial.com hosted its first ebook writing and publishing tournament. I hosted this tournament because I’ve written almost 20 ebooks to date, and people were always asking me how I manage to publish so many.

So, to prove how relatively easy it was to write an ebook fast, I thought, “Hmm, why not have a public forum where I show wanna-be ebook writers that it can be done.” Hence, the tournament was a challenge for participants to write an ebook in 3 days, put together a marketing plan and start logging sales within a week.

One writer who participated finished her ebook – and sold 12 copies in 12 hours. You can see all of the results in the link above.

So, now that we’ve established that it can be done, here’s the overall game plan we followed:

Step 1: To Make Money Selling Ebooks, Conduct Research First

One of the first things you need to do to make sure your ebook will sell – before you write it – is to do some research, specifically keyword research. This ensures not only that you have an audience for your ebook, but can tell you how and where to “niche it down” so that it will sell more copies.

Step 2: To Write an Ebook Fast, Do a Thorough Outline

In my opinion, after research, this is the most important step in writing an ebook. Why? Because from your outline, you will get most of the meat for your sales/landing page. You will also be able to turn one ebook into many more by doing pullouts if you’re judicious during this stage.

Learn more about pullouts and how you can make money selling ebooks (much more money), without doing any more work.

Step 3: To Write an Ebook Fast . . . You Have to Write!

Don’t edit, proofread, research, etc. Once your outline is done, sit down and do a “brain dump.” This means getting everything out of your head that you want to say on the subject (adhering to your Outline/Table of Contents).

You will have time to go back and edit/proofread and polish your words later. But get the meat of the writing done in blocks of just “writing.”

Step 4: To Sell Ebooks Online – Fast – You Need a Marketing Game Plan

As I’ve written about here on BloggingTips.com many times, I’m an avid article marketer. Hence, this is how I promote most of my ebooks. In the ebook tournament, participants were given marketing materials on several ways to promote their ebooks to get sales fast; article marketing was one of them.

Step 5: To Sell Ebooks Online – You Need a Digital Services Provider

When prospects buy ebooks, they expect immediate delivery. So you need to offer a way for them to purchase and then have the ebook delivered immediately.

And this is basically the process.

When You Write and Sell Ebooks Online, You Create Passive Income – Which Can Help You Ditch the 9 to 5 for Good!

To write and sell ebooks online is not hard – with a game plan and some dedication. Sticking to this basic plan, you can easily produce 30, 40 or 50 e-products per year. Imagine making consistent sales of 4, 5 or 6 per day (which is what I do) with just about 20 ebooks (over the next year, I plan to triple this) under my belt?

Depending on how you price your ebook (we cover how to price your ebook to sell), you could be making a very nice passive income – and kiss that 9 to 5 goodbye for good.

Here’s hoping you’ll join us in the next ebook writing and publishing tournament!

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Monday, November 1, 2010

The Mad Men Guide to Changing the World with Words

image of Jon Hamm as Don Draper

Mad Men made writers sexy again.

Donald Draper is dark and moody and mysterious in all the right ways. He’s powerful, able to send staff scurrying from his office with a scowl.

And he’s a creative genius too, lounging on his office couch, sipping bourbon, and crafting the perfect slogan to capture the minds of America.

He makes it all look so freaking cool.

All of them do. Peggy, Don, even Roger, who does nothing these days but loaf around and spit out hilarious one-liners.

It’s not just them. It’s their work.

They sit around thinking up the perfect ad.

Then they convince their clients to spend beaucoup bucks on it. Millions of people fall all over themselves to buy the product, shifting consumer culture, spawning billion-dollar industries, becoming household names.

And they do it all with nothing but words. How cool is that? You write something down, publish it, and it changes the world.

Then again, maybe it’s more familiar than you think. Let’s go through some of the quotes from the show, and I’ll show you how some of the principles apply just as much to blogging as they do advertising.

The big idea

A slogan’s nothing when you have a good idea.
~ Peggy Olsen

Hang around any type of professional writer, and you’ll notice that they’re all prodigious collectors of ideas. They’re constantly reading, listening, and watching for that next big “Aha.”

They know that once they find it, packaging it is easy. They can wrap it up in a slogan, headline, or a domain name in a matter of minutes.

Amateurs do it the opposite way. They worry so much about their domain names and headlines and slogans that they never get around to finding truly great ideas.

The truth is, all of those things are just wrapping paper. It’s the gift inside that counts.

Focus on finding the big idea, and the rest will take care of itself.

Digging for inspiration

A new idea is something they don’t know yet, so of course it’s not going to show up as an option.
~ Don Draper

So where do you find great ideas for your writing?

It’s tempting to look around your niche and think, “Everything important has already been said. What else is there?”

Well, nothing, of course, but that’s the point. Great ideas aren’t just lying around, waiting for you to use them. You have to search for them.

You have to read books. You have to listen to people. And yes, you can even get inspiration from watching television.

The key is doing the work. The ground may be full of buried treasure, but you have to be willing to grab a shovel and start digging.

Sure, it’s hard, but if you’re willing to do it, you’ll never have a shortage of great ideas. Really, there is an ocean of them down there, waiting for you to tap into.

Doing nothing

I’ll never get used to the fact that most of the time it looks like you’re doing nothing.
~ Roger Sterling

When you’re a writer, sitting by the pool and reading a book is all part of your job.

Sure, it’s relaxing. Sure, you enjoy it. Sure, you might feel a little guilty about it.

But if you stop, what happens? I’ll tell you: your creativity will dry up, your work will get stale, and you’ll lose your edge.

So, stop being ashamed of it.

Personally, I spend about 3-4 hours per day watching television, reading books, and listening to NPR. On average, I also stare into space for about 1-2 hours, just thinking.

If anyone asks what I’m doing, I say I’m working. Because I am.

Healthy fear

Fear stimulates my imagination.
~ Don Draper

Sometimes it’s hard to convince your brain of it, but fear is a good thing.

If you’re afraid, it means you’re working on something important. If you’re afraid, it means you’re stretching yourself and learning new things. If you’re afraid, it means you have a reason to act.

How many stories have you heard of entrepreneurs who were dead broke and had to build a successful business or they would starve to death? It’s not a coincidence.

If you don’t have a gun to your head, then you’re probably not going to get much done. So, put a gun to your head. Intentionally.

For every day you don’t write 1,000 words, agree to donate $100 to a political party you despise. If you can’t find the time for your online business, turn in your resignation at work. If you can’t wake up in the morning, deliberately schedule meetings for 8 AM, so you have to get up.

Sure, it’s painful. Sure, it’s dangerous. Sure, it’s scary.

But that’s what makes it so powerful.

The red velvet rope

You wanna be on some people’s minds. Some people, you don’t.
~ Roger Sterling

Have you thought about who you want reading your blog?

And perhaps more importantly, have you thought about who you don’t want reading it?

You probably know that you can’t please everyone, so you shouldn’t even try, and while that’s true, this takes it a step further.

Smart marketers don’t just ignore bad prospects. They exclude them.

They publish posts intentionally designed to annoy them. They ignore their emails. They respond harshly to their comments.

To some extent, it’s about focusing your attention on the people you can help. But it’s also about shaping your tribe. No one wants to be a part of a group anyone can join.

By excluding the wrong people, you make the experience more precious for the right people. No, it’s not always pretty, but that’s the way we humans work.

The product people can’t stop buying

People were buying cigarettes before Freud was born.
~ Don Draper

Pop quiz. Which is better:

  • A) Starting a blog about a topic you are interested in, and then convincing the world to listen to you?
  • B) Starting a blog about a topic the world is interested in, and then convincing yourself to write about it?

If you chose B, congratulations. You chose correctly.

Without even realizing it though, most people choose A. They start a blog about a subject they want to write about, and then they use every psychological trick in the book to get people to read it.

And sometimes, it works. If you’re a good enough marketer, you can prop up any blog or product, no matter how bad it is.

But why go through the trouble?

People don’t buy cigarettes because of the marketing. They buy them because they’re addicted. Cigarette companies are obliged to finance millions of dollars on marketing campaigns to convince people to stop smoking, and yet they continue to make billions of dollars anyway.

On the one hand, it’s horrifying, but on the other, it’s just smart business. The best type of product is the one people can’t stop buying.

Can you say the same of your blog? Is your content so important they can’t stop reading?

Relationships

You’re not good at relationships because you don’t value them.
~ Roger Sterling

I’m sick and tired of marketers who see social media as nothing more than a way to score free traffic.

Yes, it works … for a while. Yes, it’s profitable … for a while. Yes, no one seems to notice you’re a total douche … for a while.

But eventually, it falls apart. Always.

Here’s why: those traffic figures in your analytics account aren’t just numbers. They’re people.

You have to value them. You have to treat them well. Horror of horrors, you might even have to bring yourself to like them.

Because if you don’t, they’ll leave.

The next time you sit down to write a blog post, envision a stadium full of people. See yourself standing in the middle of them. Feel the anxiety in your stomach, as you get ready to perform.

And then ask yourself: what can you possibly say that would be worthy of the attention of more than 100,000 people?

Whatever it is, that’s what you should write. Nothing else.

Happiness

Advertising is based on one thing: happiness.
~ Don Draper

If you want to a big audience, focus on one thing: making your readers happy.

Sure, writing killer content is a part of that. So is building relationships.

You might even say selling people products that improve their lives is a way of delivering happiness, too.

But it’s easy to lose sight of it. You can get lost in sharing your expertise, tinkering with the technology, or writing something you enjoy.

All of that’s important, sure, but none of it’s going to turn people into raving fans, faithfully reading and talking about your blog for the rest of their life. To get that kind of reaction, you need to write posts that touch people.

Give them a reason to laugh. Give them a reason to cheer. Give them a reason to keep fighting, even when they feel like all hope is lost.

Do that, and you won’t have to search for readers. They’ll search for you. You’ll boot up your computer one morning to find thousands upon thousands of them waiting for you, ready to listen, ready to learn, ready to launch into action.

And that’s when you’ll realize: you’re not just a writer anymore. Word by word, sentence by sentence, paragraph by paragraph, you’re changing the world.

Maybe you’re like Don, lying on a couch, sipping a glass of bourbon, or maybe you’re not. Either way, you gotta admit…

It’s pretty freaking cool.

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Sunday, October 31, 2010

The Scary Numbers Behind Halloween

Happy Halloween! Instead of counting how much candy you have in your bag, you should be counting money! The amount of money spent and generated from the buzz of Halloween is tremendous! Every year I get pumped up for Halloween and come up with all of these great ideas for how I will make money next year, but the idea of waiting a whole year to plan and put them in effect sucks. However… that is what Halloween is all about! Everyone goes nuts trying to have the best costumes, or make their houses up for Halloween parties and don’t even think about the massive spending on Halloween candy. The bottom line is HALLOWEEN MAKES MEGA MONEY!

$6 BILLION in Halloween Spending this Year
Yes, that is $6 billion dollars that will be spent on Halloween this year, which comes out to an average of $66 per person. If this price range doesn’t wet your marketing appetite enough, focus on higher end costumes and decorations for more earnings. Costumes range anywhere from $14.99 into the hundreds for quality and replica costumes! Halloween spending just keeps going up year after year… yet we are in an economic downturn?… not when it comes to Halloween!

The “Spirit” and Business of Halloween
One of the most notable companies associated with Halloween is “Spirit Halloween”, they simply know how to run a business. Now with over 800 stores across the country, they are just expanding like crazy. Spirit Halloween is only in the Halloween business and only have stores during the Halloween season. Spirit Halloween is also the #1 listed site on Google for “halloween costumes“, a position they didn’t hold last year. The bread an butter for Spirit Halloween stores is in their decorations (witches, spiders and accessories), while 35% of their inventory gets refreshed every year (pop culture, jersey shore costumes). Here’s the key take away… 50% of all business is done in the last 10 days before Halloween! (video)

Top Selling Costumes
Some of the top selling costumes you will see knocking on your door this year are Lady Gaga, Jersey Shore, Avatar and Vampires. You can always predict what costumes will be hot if you just look at some of the top performing movies that come out early in the year. You will always have the classic costumes like Zombies, Vampires and Devils, but the big money lies in the creativity and custom costumes like Snooki and the Situation Jersey Shore Costumes.

How Can You Make Money Next Halloween
If you didn’t make money this year with Halloween, you always have next year. There are many businesses built just around the concept of selling in the months of August through October for Halloween. You don’t need to rent out a costume store location, hold your own inventory, or even touch a pumpkin or candy! We all know everyone is buying costumes online, so why aren’t you building a resource site. Think big and build your own costume community, or start small and just build a review site on one specific costume, then linking to each halloween costume affiliate program. There are so many ways that you can cash in big during Halloween, don’t let candy be your only take home next year!

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The Dark Art of Product Pricing

This post was written by the Web Marketing Ninja — a professional online marketer for a major web brand, who’s sharing his tips undercover here at ProBlogger. Curious? So are we!

One of the most common questions I get asked is how much I’d charge for a given product. I guess the reason I’m asked this so much is it’s one of the hardest questions to answer, but the importance of price should never be underestimated.

Here’s the process I go through when I’m trying to arrive at a product price.

1. Your existing readers

It doesn’t matter if it’s your first product, or your tenth. If you know your audience, you should have a feel for their propensity to pay for things—and to what degree. If you’re unsure about this, look at the sorts of affiliate campaigns that are more successful with your readers. Do low-cost/high-volume campaigns deliver your highest revenue? Or do high-cost/low-volume promotions boost your bottom line the most?

Outcome: My existing customers have a propensity to buy cheap/expensive products.

2. Market perceptions

The general public has trouble valuing things—and brands have been exploiting that for years. But what you need to determine for your specific product is this: is there a market-based status quo when it comes to the price people expect to pay? If you’re selling music, or books, ask if there’s generally an accepted price range for these products.

Outcome: The community perception is that my type of product will be priced between $____ and $____

3. Where it fits in your product/customer life cycle

If this is your one and only product, then this perhaps doesn’t have much of an impact, but typically, products fit into three key life-cycle categories: entry level, standard, and premium. Once you’ve slotted this new product into your product life cycle, you want to apply one simple rule: make the step from entry level to standard small, and the step from standard to premium high. For example, you might offer an ebook as your entry-level product, a webinar series as your standard product, and one-on-one consulting as your premium offering. An example price structure might look like this:

  • ebook $19.95
  • webinar: $49.95
  • consulting: $5000

Outcome: This product is my Entry / Standard / Premium offering in my product portfolio.

4. Competitive market research

When building a competitive profile, aside from the prices my competitors charge, I document five key items:

  1. Influence of the brand (High, Medium, Low)
  2. Perception of the product (reviews, sales volumes)
  3. Core problem the product is solving
  4. History of discounting
  5. My product’s key point of difference from the competition

What I’m attempting to find with this research is where there is an under or over representation in terms of high/low value and high/low price. You’ll also get a good understanding of the caliber of your opponents’ products in the particular subsection of the market you choose to enter.

Outcome: My product has (high/medium/low) value and a (low/medium/high) price, and my closest competitor is…

5. Defining the real cost of the product

Bloggers often fail to figure out the cost of selling the product. You need to factor in things like transaction fees, the likely overhead of affiliate payments, and, if you’re selling a physical product, delivery, storage and other costs. While you may be likely to sell electronic products, you’re still going to have to pay money for every sale that’s made. How much?

Outcome: On average, my product costs $____ to sell.

6. Correlating feature relevance with customer value

Things can get tricky at this step. You need to make a realistic assessment of how relevant your #1 feature is to the customer problem that your product solves. Don’t get caught adding up the ten different features your product might have—focus on the top one. Then, make a call about the value people put on the solving this problem.

Outcome: My product has a (low / medium / high) relevance to solving the customer problem (___________) and people are willing to pay (a little / some / a lot) to solve it.

Other considerations

Okay so that’s the first stage done. Since you’ve answered some critical questions, you should now have a feel for what the market expects to pay for this type of product, and where yours fits into that spectrum. Now there are just a few more considerations to keep in mind as you choose a price.

Don’t be the cheapest.

It’s easy to start a pricing war by offering the cheapest item, and if you’re after a short term windfall, then it’s and option. But rarely does the cheapest win when if comes to competition.

For me this was summed up when I heard a five-year-old kid say to his mother, “We need to get that one, it’s more expensive, so it must be better”. The innocence of youth — saying what we all think!

Discounting is dangerous.

Lately, many successful product launches have initially offered a special introductory price that’s discounted. That’s fine, but try to avoid any ongoing discounts. It’s actually more advantageous to offer outrageous 50-60% discounts than smaller 10-20% amounts, as the customers’ perceptions of returning value on higher discounts are a lot greater. But if you can, avoid discounting at all.

The smaller the price, the more important it is to get it right.

If you decide on a low-priced product, keep things in proportion! The difference between $5 and $10 is 100%. So if you price your product at $5 you’ll need to sell twice as many to earn the same amount of income as you would if you sold the product for $10. Worse, a product you sell for $5 needs to sell four times as much as it would if it was priced at $20. When working with small numbers, finding the sweet spot is extremely important.

Don’t get stuck in middle.

Those irrelevant middle prices do nothing but cost you money—especially at the high end of the market. If you’re thinking of an $800 price tag, and your product has a unique selling point, charge $999. For a $325 product, go for $399 or $499. Your competition might seem to drive your price downwards, however I’d be working the other way. If you’re competitor is $999 try $1499—as long as you can prove why your product is better.

Throwing caution to the wind

As this post’s title attests, pricing is an art. Pricing can be so hard that sometimes you just need go with your gut, pluck a number, throw it out there and see what happens. Remember though, that it’s easier to drop the price of something than to increase it.

What techniques have you used to price your products? Have you had any pricing disasters?

Stay tuned from most posts by the secretive Web Marketing Ninja — a professional online marketer for a major web brand, who’s sharing his tips undercover here at ProBlogger.

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