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THE CRITICAL INFORMATION YOU NEED TO APPLY THE SECRETSBILL HARRIS USED TO RAKE IN 8 MILLION LAST YEAR TOYOUR WEB SITE AND EXPLODE YOUR PROFITS!COPYRIGHT 2005 THE INTERNET MARKETING CENTER INC.Information in this documentation is the property of The Internet MarketingCenter Inc. (“IMC”)No part of this documentation can be stored in a retrieval system, reproduced ortransmitted in any form or by any means (electronic, photographic or mechanical), recorded, translated, or used to produce derivative works, without writtenpermission from IMC.All Rights Reserved.IMC is a trademark of The Internet Marketing Center Inc.Published by:In Canada:U.S. Address:The Internet Marketing Center#400 - 1155 West Pender St.Vancouver, BCV6E 2P4The Internet Marketing Center1123 Fir Ave.PMB 125Blaine, WA98230
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Table of ContentsAbout the Authors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4Part 1:The Simple Strategies Bill’s Usingto Bring in Over 8 Million a Year! . . . . . . . . . . . . . . 5a. Include an exit survey . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .6b. Use extensive follow-up — online and off . . . . . . . . . . . . . . . . . . . . . . .8c. Focus on lifetime value . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .11d. Master the art of copywriting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13e. Build a massive referral network . . . . . . . . . . . . . . . . . . . . . . . . . . . .16Part 2:How to Make These Strategies Work for Your Site. And Put the Whole Thing on Autopilot! . . . . . . . .17a. The exit survey . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .18b. Follow-up autoresponders . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .20c. Your own affiliate program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .23Part 3:“Your” Q&A with Bill Harris . . . . . . . . . . . . . . . . . . .25Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .293
AboutthetheAuthorsAuthorsAboutDan KennedyBill HarrisDan Kennedy fame as an entrepreneur, salescopy writer, and marketer is legendary.When Bill Harris launched his web site www.Centerpointe.com, heOver the past 30 years, he’s made hundreds of millions of dollars for his clients,knew nothing about Internet technology or online marketing. In fact,including companies like Weight Watchers, Mass Mutual Insurance, Amway, andhe's even admitted that he started out keeping his customers'Guthy-Renker.is the author of The Ultimate Marketing Plan and the ever-popularinformationin a recipeHisbox!“No B.S.” series.He expected his web site to work about as well as a magazine ad —For moreinformation,visit saleswww.dankennedy.com.he thoughtit wouldbring in someas first, then slow down.Corey longRudlbefore Bill was consistently earning 3,500 perBut it wasn'tday with less than 100 visitors a day!Corey Rudl was a giant in the world of online marketing. In ten short years, he madeIn this overexcitingBill Harrishowattracthe started 40personalmillion ininterview,online sales,and hisrevealsweb sitesmore than 2 million visitors awww.Centerpointe.com.and howthisingeniouslysimple Your Business on themonth. He was the authorof heTheturnedInsiderSecretsto Marketinglittle website intoa high-profit,automatedsalesInternet,whichfor the pasteight yearshasmachine!been the best-selling Internet marketingcourse. His information products and software have helped thousands of people makereal money on the Internet.For moreinformation, visit www.marketingtips.com.CoreyRudlCorey Rudl’s achievement as an entrepreneur is one of thegreatest marketing success stories in the history of the Internet.He made his first 25 online way back in the mid-1990s — andthen grew that 25 into more than 40,000,000 in online sales,with hundreds of thousands of subscribers to his “Marketing Tips”newsletter and over 1.8 million visitors to his web sites eachmonth.Perhaps his greatest achievement, though, is that he’s helpedliterally tens of thousands of real people make life-changingincomes of 150,000 250,000 500,000 1,000,000 andMORE with Internet businesses of their very own by providingthem with the strategies, tools, and guidance they needed toachieve success.For more information, visit www.marketingtips.com.4
1PartThe Simple StrategiesBill’s Using to Bring inover 8 Million a Year!Overview:a. Include an exit surveyb. Use extensive follow-up — online and offc. Focus on lifetime valued. Master the art of copywritinge. Build a massive referral networkBill has turned his Centerpointe.com web site into an automated profit machine that generates an incredible 8 million ayear! Yet the strategies he’s used to create such impressivegrowth are based on surprisingly simple ideas that anyone —at any level — can model.On the following pages, we’ll take a close look at exactly howBill is raking in these huge profits. So you can model his success on your own site and kick your profits into high gear, too!5
a. Include an exit surveyWhen Bill noticed that people were leaving his site before they finishedreading his salesletter, he decided that he was going to do somethingabout it.So he put up a survey that asks his visitors a few simple questions to findout why they were leaving.Let’s take a look at part of the survey as it appears on Bill’s site. To see thefull survey, and how Bill incorporates it into his sales process, I recommendthat you visit www.Centerpointe.com.76
When Bill first created this survey, his main goal wasto find out why people left his site before they finished reading his salesletter so he could tweak hissalescopy.But he quickly discovered that his survey respondents were giving him much more valuable information than that.Now, Bill uses the survey to:1. Learn each visitor’s key goals and objections2. Then use this information to send a series ofautoresponders custom-tailored to eachprospect, so he can give them the exact information they need to overcome their objectionsand understand how his product will help themmeet their goalsPlus, since survey respondents enter their contactinformation, Bill is able to follow up with a salespackage in the mail. And since the people who fillout the survey are very hot prospects, this results ina lot of sales!In the next few pages, we’ll look at how Bill developed his extensive follow-up system, and how it’shelping him rake in tons of sales!7
b. Use extensive follow-up — online and offOnce a prospect fills out Bill’s survey, the magic begins. Bill uses softwareto automatically prepare an autoresponder customized specifically forthem — the prospect’s answers to the survey determine what copy willappear in the autoresponder they get.Here’s how it works. Each prospect who fills out Bill’s survey receives anautoresponder with the following structure:1. Generic opening2. “You mentioned that your main goal in personal growth was.”3. Several paragraphs of well-written salescopy specifically telling themhow the Holosync product will help them achieve the very goal theysaid they wanted.4. “You also said that the one thing holding you back from joining thisprogram right now was .”5. Several paragraphs of salescopy specifically answering their mainobjection to buying the product, including testimonials.6. Offer7. Generic closeHere’s an example. To see the full autoresponder, you’ll need to fill out thesurvey at Centerpointe.com:108
Bill’s customization process mimics an importantlesson he learned when he was doing face-to-facesales before he ever took his business online: Thebest way to sell to someone is by asking them,“What do you want and what are your objections?”Then, you can target your presentation to whatthey’ve told you they want, and you can make sureto address their objections.Offline, the only way to do this is one-on-one. Youcan’t accomplish this in printed collateral like magazine ads or flyers. But online, you can create aninteractive sales process that finds out exactly whatyour prospects want and tailors your follow-upspecifically for them.The Internet gives you the ability to change yourapproach from one-size-fits-all to addressing specifically what each prospect is trying to achieve. Onceyou’ve learned what their specific hot buttons arethrough a survey, you can systematically overcometheir objections and lead them towards a buyingdecision using the benefits that appeal most to eachindividual.Plus, online, the whole process is hands-free.Everything is done automatically, so after writingthe initial copy for the autoresponders, all Bill doesis sit back and wait for the sales to come in.And prospects don’t just hear from Bill once. Hesends an entire series of customized autoresponders, so they are reminded about his product threedays later, five days later, one month later, twomonths later, six months later, and one year later —all automatically and at no cost!The follow-up responders are set up to overcomeeach prospect’s key objections one by one andremind them of the key benefits of the product, untilthe prospect finally decides that they are ready tobuy.In the six-month autoresponder, Bill brings theprospect’s main goal to the forefront again. The email reads something like this:9
“Six months ago you came to Centerpointe.com and told us in asurvey you filled out that your main goal in personal growth wasto deal with unresolved emotional problems.I'm just checking in now that all this time has passed. Youdidn't join our program and I'm just checking in to see howyou're doing on getting that goal.”This e-mail presents Bill as helpful and supportive, rather than someonejust out to get the sale.And he doesn’t stop there.In addition to his e-mail autoresponders, Bill also follows up with hisprospects by postal mail. Every prospect who fills out the survey atCenterpointe.com receives a sales package from Bill that includes:zA special report on Holosync (this doubles as a salesletter)zA demo CD or cassette of the Holosync technologyzAn interview Bill did for a radio showzA CD of audio testimonials from satisfied customerszPrinted testimonialszAn order formIf you’re afraid of using this much follow-up, don’t be. Bill says he occasionally does receive complaints from people who think he is marketing tooaggressively. But he says often the complaints come with money attached— people may think he’s contacted them too often, but they are still buying his product!And if people complain about his marketing and don’t buy, Bill figuresthey’re not interested in his product, and they are therefore not real potential customers anyway. Anyone who is really interested in your product willwant as much information about it as they can get!The most important part of Bill’s follow-up strategy is that it doesn't endonce someone buys his product. In the next few pages, we’ll look at howBill uses consistent follow-up to build rapport and develop long-term relationships with his customers!1210
c. Focus on lifetime valueOn top of his follow-up letters to potential customers, Bill also makes a point of following up withthose people who actually
Corey Rudl Corey Rudl was a giant in the world of online marketing. In ten short years, he made over 40 million in online sales, and his web sites attract more than 2 million visitors a month. He was the author of The Insider Secrets to Marketing Your Business on the Internet, which for the past eight years has been the best-selling Internet marketing course. His information products and .
