What tools do you use to do Integration Marketing?

[Profitscout]

Hi,

i'd like to learn what tools (other than TrafficFusion / HyperJava) you are using to actually do Integration Marketing and to apply it to your biz?

Michael

[vyking]

There are a number of components needed for a successful integration campaign to work. Aside from the obvious, like a product and the HTML needed for the ad, approaching potential partners is critical.

Once you have your preparations done, now you face the task of contacting prospects and pitching your offer. What I did was create a script with a basic outline of points I wanted to get across and then boiled it down to bullet points to cover in the conversation.

By the way, I prefer to speak to prospects by phone. It accomplishes a number of things. It goes beyond the impersonal email and allows you to start building a stronger relationship with someone. Relationship building will be very important for you if you are interested in keeping your ads on your JV partners integration point.

Please keep in mind this is only intended to help you get familiar with your product and the sales process. By writing something like this yourself, you will be better able to stay on track and control the conversation. You want to be able to take them through a specific set of points and then close the deal.

Here is a copy of a script I wrote for my client: Slice and dice it any way you want.

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The Sales Presentation Script


Step 1: Establishing rapport

Look to find something to chat about before starting the meeting. If you’re in a different area of the country, or an entirely different country than your prospect, do a little research and find out what’s been going on in their area. Since the majority of prospects tend to be male, I usually look to see if there’s been a major sporting event in the prospect’s area or what sports teams are popular in the region.

Give a two-minute overview of the strategy



You: (Mark Joyner’s discovery…)

A new industry standard.

Ok, let’s talk about thank you pages and missed opportunities.

Whenever you make a sale, there’s a high level of trust at that moment. But that moment is hardly ever capitalized on, so thank you pages are typically wasted real estate.

Now I’m sure you’ve built your thank you pages with the best intentions, which of course was the right decision at the time...

But the good news is we’ve discovered an easy way to fix that with a proven technique which is now an industry norm.

Not using this technique means you’re leaving substantial profits on the table that you could otherwise be making.

We find when you offer your clients more choices on the thank you page, you consistently make more money.


Prospect: Hmm…

This technique has been proven to work in a wide variety of niches.

We’ve found a 30% increase in profits with this program is typical. It can even go as high as 50% or more.

Well listen… why don’t we pinpoint the problem.

Step 2: Get your prospect to clearly identify the problem they have

You: As I mentioned, one of the best ways to grow profits is to leverage the trust you have with your clients by up-selling products on the thank you page.

Are you doing anything like this right now?

Prospect: No, we’re not.

You: I understand…

Does this sound like something you should take advantage of?

Prospect: Absolutely.

You: That’s excellent. So assuming this works, what’s the long range implication for you if we could add 30% to your bottom line permanently?

Prospect: Long range, we’d make a lot of money!

You: And on the flip side, what would be the implications of not doing this?

Prospect: Well, we’d be leaving a lot of money on the table.

You: That is definitely the problem. So does this sound like something you’d like to solve right now?

Prospect: We’d certainly like to give it serious thought.

Step 3: Get your prospect to clearly define the benefits they’ll gain

You: I understand. Let’s say that we can get this done, and bring your thank you page up to our norm. How would that help you?

Prospect: Reply...

You: Now that I’ve explained how our contribution can help your thank you pages, do you feel that asset could be put to better use?

Prospect: Yes

You: Just so I know, why do you feel this is important?

Prospect: Well…

Step 4: Make your presentation

You: Great! Let me take a few minutes then, and show you exactly how we can do this together.

Prospect: OK…

You: As I mentioned earlier, this strategy focuses on an enhanced offer on your thank you page. Whenever you make a sale your client has a credit card in hand, and their psychological buying loop is open at that moment.

Given choices, many of your clients will buy two or more products instead of just your original offer. They feel satisfied with the purchase, and you continue to build trust with them.

Now here’s where it gets really good.

We do all the work for you. I’ll give you a short piece of Java script to up-load to your thank you pages. With that script on your site we can split test the ads and make improvements without needing your help.

Does that make sense?

Prospect: Absolutely.

You: In my experience, offering two or more products at the point of purchase is unbeatable.

The reason I wanted to talk to you about this is because I looked over your product line and I know you would benefit from this. We’re pretty picky about who we work with, so this offer is limited to offers that match ours.

Any questions?


Step 6: Quantify the gains

You: Alright, let’s take a look at how much you can expect to get from this.

If we can add 30% like I’ve mentioned, what do you think that would be worth to you… ballpark?

Prospect: Answer…

You: Right. So let’s do the math on this.

Price of lead product $________
Sales per day $_________
30% $__________
Annual increase $__________
You stand to make an extra $___________ per year on this product

So according to our norms if you don’t optimize your thank you page, your current layout is depriving you of __________________ per year

Is that acceptable?

Prospect: Well…

You: Ok, let me tell you what’s involved

It’s very simple. I email you a piece of Java script to upload to your thank you page. We insert your affiliate links in the products and you get paid automatically. All you have to do is tell us where to send your checks.

Prospect: Comments…

Step 7: Close the deal

So (NAME), is the solution worth the effort to go ahead with this?

[Profitscout]

Hey, great script.

Thanks for sharing this valuable help

Your script pretty much matches my own thoughts ...*-).

Regards,

Michael

[vyking]

Thanks for the compliment Michael

The script above is all about direct sales.

I would like to add that I write scripts like that to help me get familiar with my clients product. When I'm presenting to a prospect, I am able to answer questions better (objections) and keep the presentation conversational when I spend the time to study the product or service.

You want to walk your prospect through a series of points and make sure you give them everything they need to know to make a decision in your favor. That's why I boil my script down to bullet points, and then expand on those points when I'm presenting.

We've all spoken to a tele-marketer who is obviously reading off a script. It doesn't sound natural. So you want to do everything you can to understand your product and most importantly, keep the conversation moving forward as you cover the important points needed to get your desired result.

Hope that helps :)

Dwain

[ZyberDon]

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