 Welcome everybody. Welcome to Monday, the last day of January 2022. Gosh. Who thought I'd be around in 2022? Let alone, let alone do it, but I do it now. Welcome everybody. Hey, we're going to have a great session today. If you want to sell more stuff, whatever your stuff is, whether it's e-commerce products, physical products, digital products, whatever it is, this is the session for you. Because I'm going to go through some steps that you can use. And man, I'm serious. If you use these steps, you're going to sell more. I can almost guarantee it. I don't know how you couldn't. So stick around. Make sure you use that chat box. Put in there any questions, comments, suggestions. Tell me what your weather is. Today it is super overcast. And it's like in the, I don't know, 40s? It's not beautiful today. Let's see what it is. It's 53 right now. It just changed with fog. That's the description of our weather. So what's your weather wherever you're at? I'd love to hear from you. I love your chats and the chat box. And hey, when you do that, it helps the distribution of these videos too. So I really appreciate that. Hey, thanks for the thumb up. Somebody just gave me a thumbs up. I really appreciate that. Make sure you do click that thumbs up. Don't forget to subscribe. Hit that subscribe button below there. Click it. And then turn on bell notifications. Hey, that was pretty crisp and clear. I don't always do that good. Make sure you turn on all bell notifications. You got to do that or it won't let you know when I go live. So make sure you're doing that. Make sure you're, you know, turning on your bell notifications. And even if you're not live with me here today, you can comment in that comment section. I'm going to come back and talk to you. I'm going to come in today, as a matter of fact. So any comments that are in there today, I will be hitting. So make sure you get your comments in there. I'm ready for the gym today. Got my workout shirt on. And I don't care what the weather is. I'm going over there and I'm going to exercise. So let me know who you are. Got a good group of people starting today. So let me know who you are. Put your name in there. Tell me what's going on. Do you have an e-commerce store? How's business for you? Is it going to be better 2022? It can be if you change things, right? If you do things differently. When people come to your site, man, there's so much you can do. Growth hacking wasn't a thing in the past. It is now. You can actually grow things by doing certain things to your website, certain things in the process. No one in marketing has time for these sort of false positive metrics. It's time to start generating real returns. And the following things I'm going to talk about today are true and tested. They actually work. And if they work, why wouldn't you do the same thing? Okay. And the first thing I want to talk about today is creating fear of missing out. Okay. We call this FOMO, fear of missing out. And this is something that is super, super important. If you take it one step further, and let me get my screen a little bit bigger here. I'm sorry for reaching up. I know some of you don't like that, but I got it. I got to see the whole screen. Okay. So if you take this thing one step further, there's all kinds of stuff you can do. You can show items that have recently been searched. You can find items that, or you can promote items that have recently been purchased. You can create a sense of urgency through limited offers and visual countdowns. They've been shown to convert more customers. So put those on your webpage. This is an excellent way of social proof for your website. Okay. It makes your store look like it has a thriving community, which it will if you do these things. Have you tried installing like a fear of missing out type of plug-in where every time visitors purchase something and it's made through an e-commerce site or setting a pop-up with a time limited offer code will pop up. You can do that. There's software for all this stuff, guys. Now you don't have to be technically oriented anymore. You don't need to. The next thing I'm going to tell you is use a solution-based SEO title. Now that sounds really complicated, but it's really not. The first thing that both you and your readers and search engine algorithm see with regard to your website and all pages is the title. Okay. So keeping that in mind, you're going to want to make sure that your title is really eye catching. Okay. That it describes to your potential customers what they should expect from engaging with your brands. There's all kinds of stuff you can do. Like I just recently searched men's suits. Okay. And one of the results came up with awesome men's suits with patterns for every occasion. And then it had one of those bars and then it had opposite suits. Okay. And then below that it had other titles that said suits-men Tom Ford. That's some boring stuff. Right. Men's suits and separates. Then it had a little bar there and it said Nordstroms. Boring stuff. Men's suits. And then it had a little border and it said Summer Sale 2022. And then it had the name of the company. That's boring. Okay. That's boring stuff. Rather than focusing on the brand name, opposite suits, the one that came up first, front loads its page with great benefit. And doing so, the company stands apart from other boiler prototype, boiler plate type SEO titles. So you want to do something different from what everybody else is doing. Unless your brand is a household name, this is an incredibly good practice. For example, like ours is not a household name. Okay. It's just not. Okay. Clothing company Gap can get away with a page that reads, you know, shop Gap for whatever, since customers are looking for a shop at the Gaps online store and simply type in Gap.com. However, if an individual isn't really looking for your particular brand and instead uses non branded search terms such as women's summer clothing or a solution based focus SEO title that will boost your click through rate, that's what you need to do. Okay. It is super important to do that. Next thing you can do is offer a chat functionality box. Okay. Smart insights found that visitors who use live chat convert at roughly an eight times higher rate of non chatting customers. Okay. That's pretty profound. You may be asking, aren't those live chat software is expensive? Well, it doesn't have to be expensive for a live chat. You could easily integrate something like a Facebook messenger, or there's one called must add saddlewood, and they use one you could use Zendesk chat something like that. I know on, I use a car trip and I love car trip and car trip is one that I use and it has a free chat box built into car trip. If you don't have car trip, check the description at the end of this video and you will find it in the chat or excuse me, you will find it in the description of this video so you can find out how to get car trip. You can get car trip for $1. It's not expensive. 63% of visitors are more likely to return to a website that has a live chat feature and 38% of those survey completed a purchase as a result of health they received through a live chat. Put live chats on your channel. Even if you even have an automated chat, sometimes that's better. But that's debatable. You know, I know that's debatable about, you know, whether that's going to work or not. Next thing you can do is get your customers attention with loss leaders and this is number four if you're coming. A loss leader is a product that a company sells at a loss knowing full and well that it will make up for the loss on future sales of products that have complimentary characteristics to that original product. So let me let me give you a few examples here. A video game system are sold at a loss. Okay. With the actual video games which cost pennies to mass produce, making up the bulk of the profits for gaming companies. And I had a great example of this the other day. I have simply safe alarm system and I have been paying for my moves taxes and paying for them for like five or six months and hadn't hooked it up yet. I really wanted to kind of look around and see what other systems are out there and start comparing them. So I called them up and I said I want to cancel. And they said, why? I said, well, because I've been paying for it and I'm not using it right now. And they said, what if we send you a new system? I said, what do you mean? I mean, I've got all kinds of window, you know, contacts and I've got your doorbell stuff. I got all kinds of stuff. They said, we'll send you all of that free. I said, are you serious? They said, yeah, as long as you keep paying your monthly fee, which was I think $25 something like that. And I said, well, if you send me this whole system, what am I going to like it? Can I cancel? They said, yeah. I said, well, how long do I have to stay, you know, paying you monthly? They said, you don't. I said, so in other words, I can pay you one month, $25 and you're going to send me a virtually four or $500 system. They said, yeah. Now they knew, they knew that if they send me that system and it worked well, they're going to get $25 a month for years, for years to come. Okay. So what can you do like that? What can you do to keep people in the old? How can you keep people interested in what you have to sell? That's what you need to think about. Okay. So that's what it's simply safe to me. And yeah, I've been in every sense. Now it's only been about a couple of two, three months, but I like it. And I'm going to keep paying and I'm not looking around for a different system there. The best thing I want to tell you about is turn visitors into customers via social controls. Okay. Customers need to know that others buy, love, meet your products or services. In fact, it's quite possible that social group or mine may play a larger role in converting visitors as buyers who physically see customers in your shops. Okay. So if you go to a business store and buy or something like that, you walk in there and there are tons of people buying right and left. You go down there and they'll buy these things. But let's do that with a social group. It is going to be a whole lot more important to be on top of your social group as your visitors are more and more likely to purchase an item, item, item. Yeah, yeah. They can, you know, you know, read about the, you know, I see a lot of music. I would like to work on social, social, it's easy to tell about. We see people with apple stores in Brazil and they have restaurants and bars on top. You know, we don't see that. We can't do that online. Please, please. It's, it's, um, I have, I have a problem with that. I was going to explain it more and more. It's a lot of customers who have a business to illustrate what we need to be. It's like, it's like, you know, when they see all these questions, the answer is, you know, it's a lot, a lot like, like, like, I have a problem because they don't have a question. They all, you know, as a preservation that all the world agrees with them. Um, um, so, so. It's really, really, really, really out of value. You can't say it's out of value. It doesn't. You can't say it's not as much for offer. And that don't, they don't make it so difficult, like it's, like, it's the debt for them, mind, mind information. It's they're, they're, they're, now your visitor, it's more on the community more qualified for, it's not, it's not. It's too, it's too much information of it. to give you some information on this. And I think I want to remember something right now. This is the top one, and you may, you may have to get a little help from somebody else. I have somebody helping me bring down right now. Sure, sure. So we're going to have loads and hundreds every second. So we're going to reset the number of sales, okay? Small sales websites and sales sales. We will do less business, but actually those aren't part of the real year. And if you don't know, you don't need to excuse that click. Okay, so they really, really are going to leave when your website is slow. We don't want that to happen. Okay, so one second, one second, think about this. One second to reduce conversion by 7%. That's huge. I can make about, you know, a thousand people per year website using a 70 versus a 70 sales website. We'll slow it by one second. So anything as high as three seconds will have a massive impact on your revenue, okay? If you want to increase your website loading speed in times one to three seconds, you can generate a conversion buff of 21%. Think about that, guys. 21% that is freaking huge. Number eight, include, I think you should call it comparison guys with similar products. Since you're likely to offer a number of products that are similar in many ways, but also very different than others, you want to provide a way for your visitors to easily compare and contrast each while they come across the purchasing decision. This, of course, goes along with what we just said, okay? About providing as easy way to gather information, okay? That is super, super important to do that. You see it on Amazon, what they'll do is for your own product, they'll have a bunch of products at the bottom and they'll show how they compare to the products you're looking at. It's basically the same thing. You can do that with your own products, though. You can either buy other products. Number nine, let's do number nine real quick. Steve Robach says, bad echo, don't know if this is a mine or yours. Let's me see, I appreciate you telling me that. Let me see here if I can, my volume is down there. Let me see if it's down here. Okay, there we go. It may just be my office, too, because this office is a little open right now, so it could be a little echo in the office. I apologize for that. But you want to number nine, it's focus, effort, long-generating customer reviews, case studies and testimonials. E-commerce brands need testimonials to keep that social proof strong. Whereas software companies, training and service providers need to go one step further. You have to, okay? Adding client logos alongside positive testimonials with the relevant social proof, in other words, their names, job titles, headshots, logos, all that stuff, and in-depth case studies will help convert customers immensely. Okay, so this is what you got to do. They got to know that that person giving the review is really qualified to give that review. Don't force customers or visitors to another third-party website to read your reviews. Do it on your site. To further validate, oh, he says much better. Great, I'm glad, okay. I did a couple of adjustments and I appreciate that. I really do appreciate your input in there. Matter of fact, what I should be doing and I promise to do this, I promise to do this. My thought isn't aligned with the present video. Oh, that's fine. I came across the possibility of being paid as a virtual friend and wish to know how this is done. Virtual friend. I'm not quite sure what a virtual friend is. If you want to expound on that, I will certainly answer it for you. And then, of course, he said that echo. I don't know if it was my end, but he said it's much better now, which is awesome. Keep those comments coming. Love your comments, guys. If your budget's small, focus your effort to drive reviews through free channels, such as Facebook, Google reviews, that type of thing. These will all help to curb visitor doubts and convert more buyers, so you want to do that, okay? Next thing, number 10. Number 10, we're up to 10? We're up to 10, did that in 16 months? Let me get a little bit of a sip here and keep those comments coming, guys. Really appreciate that. Number 10 is get the reviews you want by suggesting specific topics you'd like for them to address. Now, here's the problem. A lot of times we want reviews. We want people to comment and say things and all that. They don't know where to start. They don't know what to say. So for example, I own a survival food company. I could say, please tell me how the canned beef differs from the beef you would buy in the grocery store. Now, I know ours is tender, slow cooked, and no fat, no gristle, and you can flavor it any way you want. And I would say, tell me how you use that in different recipes, okay? So that gives them something to grab on to. They go, oh, I made a beef stew the other night with your canned beef, okay? And they can talk about that. Pretty much every entrepreneur knows the importance of generating customer reviews and testimonials. They just don't know how to do it. And this is the way you do it. You give them suggestions up front. It's easy to make the mistake of collecting a bunch of reviews that really don't say all that much, okay? For a customer who'll say, well, it's really good and it tastes great and it lasts a long time. They can say that about canned meats, but that's not that helpful. We want to be more specific. These generic reviews are problematic for a few reasons. For one thing, like I said, they don't provide real information about the product or service being offered or the provider for that matter, okay? Along with this, they're quite impersonal. Since the person reading the testimonial doesn't know all that much about the person providing the review, they have no reason to think that their opinions will align with their own personal opinions. So coupled along with this, such generic reviews are pretty easy to fudge even if such a review was actually given by real customers. They may not think they're real. A potential customer has little reason to trust what is being said. Let's see here. Hold the mic closer. You get better sound. You know what, Paul? You're so right. How's that guys? Is that much better? I'm sure it's much better. Have you ever sold products online using cash, COD, cash on demand? Absolutely not. Now everybody pays us upfront with credit card or where we're adding afterpay. So that's the next thing we're adding where they can make three separate payments. Now afterpay is kind of cool. And since you brought that up at COD thing, let's say I have a product that's a hundred bucks and that person doesn't have a hundred dollars. You could add something like afterpay to your site. And what afterpay does is it's an integrated software. And what it allows people to do is to pay in three different payments and it doesn't cost them anything more, which is pretty cool. Now you say, well, how does that work? Well, afterpay is gonna put a software on your site and this is for WordPress or Shopify or Magento, whatever you have, so that when somebody selects afterpay, they collect the payments and give you the full amount upfront, less a percentage. Now that could be anywhere from five to 8%, let's say. So you're gonna pay a percentage, but keep in mind what you've done is you've gotten a sale that people wouldn't have given you before. Open-ended questions are the key to conversations. Yes, you gotta ask a question. You can't do a yes-no question, right? No yes-no questions. We don't want yes or no. We want something that you have to describe that's definitely true, Paul. I think the frequency of your content allows you to be seen. Better sound now, brother. Thank you so much. Yeah, I had the microphone halfway across the desk. I was last-minute today. I gotta tell you, Sunday night I hadn't planned on doing a live. I had so much stuff going on today. I've got like four people waiting to meet with me right now. But you know what? You guys are more important. You guys are more important. All this other business stuff is secondary to what you guys are. So at any rate, the onus is on us, okay? The e-commerce store owner. To solicit these reviews and testimonials that actually have substance to them, it is incumbent upon us. If we're not getting them, it's our fault. When reaching out to current customers, you'll want us to just specific topics. You'd like them to address the product's quality, their site experience, any interaction they may have with your customer service team. What do you think of our service? That type of thing. That way, you can provide a more focused testimonial on the applicable pages, rather than just a collection of testimonials that say, yeah, this is a great product. You ought to buy it. That's boring stuff. Now, number 11. Number 11 I think is super important. And number 11 is to set your homepage as a digital dashboard for your site. Now think about this. No matter which page a customer lands on, sooner or later, they're going to visit the homepage. That's just gonna happen. Don't overcomplicate this page, okay? Don't make it too difficult. But at the same time, don't miss anything. Keep simple things simple and help users navigate to where they wanna go. Everything on and around the homepage is gonna be super important to increasing your sales and conversions. And that does include your main menu and footer. And I'm getting ready to redo all of ours. I don't like what I have and I'm gonna change it. Avoid overloading web visitors with huge blocks of text or too many videos, especially if they are auto play. I hate auto play. If they wanna watch your video, they will. And if they don't want to, they shouldn't have to. I was looking at Sam the Cooking Guy's website the other day and it was so simple. It had home, recipes, and shop. I think that was it. It had three categories. And that's pretty much the three things they'd wanna do. You don't need all these other categories. They're not necessary. They're confusing. And a few things to consider when building your homepage. Clearly display your contact details. Guys, you need a phone. You need an address. You need all that stuff. You can get an address through a virtual office. That's not hard to do for $10 a month. You can get a phone number through Google Voice. It's not hard to do. Highlight what makes your company different. Why are you different? Show you unique selling points. If you've got free delivery and returns, that type of thing. Display your main categories above the fold. Gotta be above the fold, guys. 85% of people don't scroll. Avoid distracting visitors, okay? All right, let me see. I got another comment. I got to throw up on the screen and it would be Paul, my man, Paul. I funk the realization that business is a game of persistence and not get rich overnight. Oh, definitely, 100%. But that doesn't mean you won't get rich. That doesn't mean you can't make a lot of money. I love how you never gave up after phone case failure. Yeah, well, yeah, there was phone case failure and there was phone dialing failure and there was a lot of failure. And there's still failures, guys. I would say a good 80% of the route. I've downed it maybe 70%. 70% of what I do doesn't work out. It just doesn't, okay? And a lot of people can't swallow that. But keep in mind, when I was in sales, when I was managing car dealerships, our failure rate was 80% because only one out of five people would ever buy. One out of five, okay? So keep in mind that it is, selling online is a list of failures. And as you go through these failures, you're gonna get some wins. That's the way it is. You're just gonna get some wins. And I think I can squeeze one more in. I had so many of these things listed for you guys. Goodness gracious. Number 12, negotiate advertiser access to influencer Facebook page. Now, that sounds a little complicated. It's really not. You know how effective a strong influencer marketing campaign could be, right? So if there's an influencer out there that likes your product, it can be very helpful. Of course, if a popular figure in your industry mentions your brand organically, that is without being paid by you to do so, that's even better, okay? If you can pull that one off. Now, when an influencer mentions your brand in a post on one of their social media channels, you're gonna wanna milk every bit of value from that that you possibly can to do so. You're gonna wanna reach out to the influencer to see if they'd be interested in providing you access to their advertising account. Ooh, that would be nice. In exchange for payment, of course. Once you have advertiser access to the influencer's account, you'll be able to boost their post about your brand. So let's say somebody says something on a post, it's about your brand that's positive. They give you access and you pay for a boost of that so that more of their audience sees it. It's really a win-win partnership because when the influencer side of things, they're gonna be growing and getting more free advertising since you're gonna be paying for the ads. Okay, that's pretty nice. On your end, though you're paying for an ad behind the scenes, the ad in question will appear to consumers as social proof since it will be coming from the influencer's account and it's not really even an ad. Really, really works well. So there's like, I mean, I could go on all day long, there's so many things that you can do to make this stuff work for you guys to get more customers, more conversions. So as a speaker back in the day, what was your unique product experience? What would you do today in the same marketplace? Okay, so Paul knows that for about nine years, I was on the road as a professional speaker and I trained car dealerships. I trained the managers. I trained the salespeople and they all went through my course. It was an all day course. It was 9 a.m. to 4 p.m. and I spoke for that period of time with the exception of one hour for lunch. And the unique experience was that as I went around the country, now I ran one of the top dealerships in America. It was number three in the nation, number one in California and it was a Chrysler dealership. But we were a top dealership, but that wasn't enough. So what I did when I went to every single town, I put a call out for anybody who made six figures plus selling cars and keep in mind this was in the 90s, okay? So that's a lot of money. And I would interview these people and then I would take those little nuggets, those tidbits of things that they were doing and I would add them to the webinar seminar back then. I would add them to the seminar and then I would give the person credit for it. So I would say, you know, Charlie Frank in Pennsylvania at this dealership makes $190,000 a year and this is the thing he does for follow-up with his customers. So I would add all those. And by the time I was done, I had interviewed well over 100 people who made six figures plus in the automotive industry. So I took that information, coupled it with the information that I already knew from running a car dealership and I said, hey, if you don't think there's one thing that'll work, what about this next thing and this next thing and this next thing? All of these people are making a lot of money. And if they're all making a lot of money, then maybe it'll work for you. Is there a big influencer in the survival market space? How did you find them offline like magazines or other places? You know, it runs really hot and cold in the survival industry. It's a tough industry. I watched a lot of people go out of business when Trump went into office. Now, I'm not gonna talk about politics, but it is a known fact that if you have a Democrat in office, survival industry thrives, okay? Because they're afraid of their policies and their plans. If you have a Republican or a conservative in office, survival industry kind of falters because they're not afraid anymore. They're like, hey, this person's gonna protect my gun rights, my right to buy survival foods, my right to freedom of speech and all this. So that is the public's perception. Whether you believe that or not, that doesn't matter. It's a fact as far as marketing. So as far as competitors out there, I don't have a lot because they come and go a lot, okay? We're very consistent and we don't try to scare anybody. Okay, so a lot of these companies will say, hey, the government's gonna take away your food and they're gonna come raid your house and take your guns and do all these things. We don't do that. We never have done that. We're not a scare tactic company. So I don't really look at my competitors that much and what they're doing. Maybe I'll look at some of their ads or something like that along the way, but that's pretty much it. So I hope this stuff helped you guys out. I hope it got you going. I know you helped me out. Paul, you told me to move my mic up. I appreciate it. And I was like, oh my God, the mic is like two feet away. And these mics, they really have to be close. I mean, this thing, if I talk to it like this, it's gonna be a whole lot better than if I talk to it like this. However, this is a real pain in the butt. So this is about where I end up. That's very helpful. Let's see here, got another comment. Did you ever do a book on that selling experience after you left the market or offer a home version for those that can't make the event? I did not. I had cassette tapes that we sold at the back of the room and we always had a beautiful woman back there. And you could say what you want, but that sells a big group of men and the majority of the sales people in the automotive industry were men. So by having a beautiful model in the back of the room selling my tapes that worked really well, we usually had two models at every one of my seminars. We had one on stage that would announce me and then she would go to the back of the room with the other model and they would actually sell the products which were my cassette tapes. So we sold those, did very well, did very well with those. So that was our marketing, you know? Go see the lady at the back of the room. Now what I would also do on my breaks is I would go back and I would autograph the workbooks. I would autograph pictures. I had these headshots of me and I would autograph those. I would autograph the tapes that people seem to like that. I don't know. My handwriting's terrible, but they really seem to enjoy that a lot. So I would definitely do that. He says, have a blessed weekend. He knows I'm getting ready to leave because it's 10.31 now and that's about what I do is around 30 minutes. So if you're new to this, be true to this and hit that subscribe button down there, okay? Don't forget to ring the bell. Turn on all bell notifications so you're notified each and every time I go live. It's the most helpful. And you know what? Even if you're not live with me, even if you're watching this afterwards, even if you're watching a recording of this, you can participate by putting a comment in the comment section. I come back through, I answer those things, ask me questions, tell me about your business. Introduce yourself if you want to. I love meeting new people. A lot of the people that follow me at this point, I've known for years. We've hung out together, we've done stuff together and it's fun just to share all these ideas. Guys, thank you so much for being here. I will be back again on Wednesday. I appreciate your attendance. Love each and every one of you. I'll talk to you real soon.