Glenn Livingston was arrested for drinking on January 4th, 2012, and you can see his mugshot here.

It’s pretty scary what you can learn using Google Alerts!

Like most marketers, I have routine alerts out on my name, and for just a moment when I saw this come through I wondered if perhaps I’d been out on a bender I’d forgotten last week (even though I haven’t had a drink in 20+ years… not ’cause I’m an alcoholic–I detest that term–just because I find life more interesting and satisfactory without screwing with my mental state)

I also learned, of course, about the myriad of people stealing my products (we pursue them legally now), and a few things about yet ANOTHER Glenn Livingston who’s a pastor in Illinois up to some interesting things from time to time.

But none of these rather mundane results from Google Alerts come anywhere close to the REAL power of this FREE utility…

(Even though tracking your namesakes’ activities can from time to time generate an attention getting headline)

Because most marketers have absolutely NO idea how to use it…

The REAL way to leverage Google Alerts is to first know with crystal clarity EXACTLY what keyword defines your ideal prospect, plus a very small set of related keywords which surround it.  Taken together these become your “archery target”… the small space which defines EXACTLY WHO YOU WANT TO BE on the internet, and allows you to more or less ignore everything else.

Once you’ve done that, you can combine Google Alerts with Google Reader Feeds (and some anti-RSS-spam code) to automatically collect pretty much EVERYTHING that happens on the internet that’s relevant to you…

And stop getting distracted by everything else…

Which is the ONLY way to build a hyper-responsive marketing system in my humble opinion.

Have any of you found effective-yet-novel uses for Google Alerts we should know about?

Tell me, I’d like to know!

Dr. G

PS – I’m considering organizing my network and resources to build a “performance-pay-based-conversion boosting-done-for-you” service.  Curious if that’s of interest to any of my readers today

An evil child says:

• “Gimme”
• “Mine, mine, mine!”
• “Gotta have it, gonna take it, get out of my way!”

When do your customers think like that?

For starters, when you present a UNIQUE SOLUTION to a DESPERATE PROBLEM, with OVERWHELMING PROOF you’re for real.

Go write that now on the mirror in the bathroom so you’ll have something useful to memorize the next time  you’re doing unspeakable things.

• A DESPERATE PROBLEM:  means something they’ve gotta solve now unless they’re willing to live with worsening pain and consequence.   (Website sales are deteriorating,  poisonous Radon gas is threatening to kill their home sale, biological clock close to running out and no mate in site,  diabetes imminently threatening your vision, etc)
• A UNIQUE SOLUTION: means something they haven’t heard before, and can’t get from anyone else but you (The hyper-responsive marketing method, a “Men Who Want to Get Married and Have Lots of Babies Now” matchmaking service,  a one-of-a-kind patented radon gas mitigation tube, a “Reverse Your Diabetes Naturally in 30 Days or Less” DVD)
• OVERWHELMING PROOF: means you don’t make ANY claims you can’t back up 3 times over.  (17 profitable niche markets + $14M in consulting services sold; 42 new baby pictures from last month alone, a dozen before and after radon test sheets with sworn affidavits and state-certified results; Harvard conducted scientific studies proving 82% of diabetes patients were able to cease all medication without complication, etc)

A desperate problem, a unique solution, and overwhelming proof.

There ARE 12 other reasons your site might not be selling as well as it should be, but if you get the above 3 right, you’re at least half way home.

AND…

If you’re REALLY struggling, I’ll bet my pancreas you’re missing at least one of the magic 3.

Answer these questions honestly, right now:

• What, specifically, is the desperate problem you’re addressing on your site? And HOW desperate are your prospects, really?  (Can you help them feel more desperate by repositioning yourself?)
• WHY is your solution unique? Fill in the blank in detail “Only my product or service can solve their desperate problem because only my product or service has or does _______________”
• Why the hell should they believe you? Where’s your PROOF?  Have you overwhelmed them with it?

Seriously…

If there’s ONE thing I learned in 2010, it’s this… don’t go into a business where you can’t answer address the above three questions passionately.

The reason this makes me want to repeatedly slap myself in the head with a spatula, by the way, is that I suddenly realized  even though I’ve launched many profitable businesses, most of them were the WRONG ones…

Terry Dean finally convinced me that I have  fought my way to profitability by the strength of my research DESPITE missing at least one of the above in most of my endeavors .   If I’d only known the above first, I’d be a lot wealthier than I am now!

Which leads me to my final point.

“Glenn’s Research Abilities + Terry Dean’s 14 Years of Internet Conversion Experience = Ability to Do Some Real Damage!”

Well, Terry and I have been spending Sundays together all fall recording videos, totally debriefing each other  on our respective systems, figuring out how it all fits together, step by step…

So we can teach YOU how to really do some damage online.

We’re still about 6 to 8 weeks away from launching the product, coaching systems, events, etc.

But if you want to be among the first to know when it’s ready (and be sure to get the introductory pricing, free pre-event webinars, etc), head on over to TotalConversionCode.com and leave us your email.

You’ll be glad you did.

Oh….

And we’d LOVE for you to leave your answers to the exercise above in the comments section if you don’t mind.

What’s the desperate problem you’re addressing in your market?

What’s your unique solution?

Can you prove it, beyond a shadow of a doubt?  Overwhelm us!

To your success!,

Dr. G

Total Conversion Code | Hyper Responsive Marketing

PS – I’ve totally updated the “How to Choose Your Market” product with Terry’s help for 2011 too. It’s available right now for FREE in the Hyper Responsive Marketing club,… but not for long.  Right after Perry promotes the club one last time this year I’m going to pull it out as it’s own product, so if you’re interested, get into the club now. (If you’re already a member, just visit the bonus section and download or view)

Which is a big fancy word I learned in my corporate consulting days for “separate your market into reasonably large groups of reasonably unique desire and serve them separately.”

Most internet marketers don’t bother with segmentation at all.  They think their market is comprised of a bunch of white ping pong balls zipping past them, and so they gear all their marketing communications to white ping pong balls.

Which is FINE  IF 80% of your market really IS white ping pong balls… having essentially the same needs, wants, language, emotions, and concerns…

It’s ALSO FINE  if your market is so small that the financial boost you’d see from segmenting it is outweighed by the time and resources needed to manage a separate and distinct sales process…

But if you’ve got more than one color of ping pong ball in your market ( most markets do) AND it’s large enough that boosting the response of the new  segments financially outweighs the resources required to do it… then you’re leaving  money on the table.

Sometimes a LOT of money.

Because you can’t underestimate the value of showing people that what you’ve got is EXACTLY for them.  Not 65% for them… EXACTLY for them.

How do you decide?

The key is in guesstimating, in dollars and sense, what improvement you might expect to see, and what it might cost you to execute the segmentation.

Let’s look at how you might do this.

Generally, I assume that segmentation should boost response by 25% to 50% for minority segments broken out of the main marketing stream. (You can see this effect in Adwords itself when you “peel and stick” keywords into their own group and write ads specifically for those groups… in fact, the impact is often MUCH greater)

I’ve definitely been VERY  wrong about this (in both directions), but as a rough guideline it’s a pretty good one.

Add to the equation the fact you can usually charge MORE for a segmented solution than you can for something perceived to be for the market as a whole. (That’s why we pay more for medical specialists than our general practitioners)

Then do the math, look at the estimated financial bump, compare that to the resources required to make it happen and decide.

A fictitious example will illustrate the point.

Let’s use a new “Mega-Wonderful-Diet-Solution”, and assume we’re attracting 100,000 visitors a month to our site for simplicity, selling a product for $100, and converting 1% of the visitors.

Also for simplicity’s sake, let’s assume we’re selling an e-book with 100% profit margin (we must have a really beneficent payment processor who’s granted us zero fee processing and no customer service costs too).

In this ridiculously oversimplified example, we’d have a visitor value of $1 ($100 x 1%), and a profit of $100,000 each month.

Now, what would happen if we did a little research and segmented our sales process into “The  Low Carb Mega Wonderful Diet Solution” and “The Low Fat Mega Wonderful Diet Solution”

To estimate that, we’d have to know something about what percentage of the market were attracted to Low Carb vs. Low Fat vs. Other Types of Diets.

Let’s assume it’s 40% Low Carb, 25% Low Fat, and 35% Other Types of Diets.

And let’s further assume we’re gonna get just a 40% bump in overall dollar value for each visitor in the new segments.

So now, the Low Carb people (40% of the market)  become worth $1.25 per visitor, the Low Fat people (25% of the market) become worth $1.25 per visitor, and the rest of the market stays at $1 per visitor.

40% x $1.40
25% x $1.40
35% x $1

———-

= 100% x $1.26 (when you do the math above)

So we’d be looking at an overall bump in visitor value of about 26%

Now, at 100,000 visitors per month, we’d be estimating $26,000 per month additional gross, or $312,000 per year.

Is it worth it?

You’d have to ask what resources would have to be put into achieving this segmentation, and compare that to the business owners other opportunities, priorities, and overall goals.

If all that were required were maintaining two separate advertising systems, the answer would very likely be yes.   But if it required developing a whole new product line, the owner would have some harder thinking to do.

But that decision would be a LOT easier with these estimates than in a vacuum (which is how most people make their segmentation decisions… and probably why most marketers never do)

The point here isn’t to give you a hard and fast rule to decide how and when to segment.  It’s to teach you to “think on paper” about it in a more methodical way.

On a practical basis, I’ve found segmenting a market enormously helpful.   I used to run my body language market segmented into 8 groups.  It was the difference between $500/mo profit and $3500/mo profit.

The cost?  Running 8 adgroups instead of 1, keeping people in 8 separate lists in aweber, and 8 separate salesletters.  (I hired a writer to seriously alter one letter 8 times based upon my understanding of each segment)

It was a great marketing experiment,  but maintaining 8 separate salesletters and email follow up lists was a real pain.  So I condensed it into the biggest 3.   And after I got slapped, I just let it run with ONE segment, because at this point I live in a world with more zeroes… my resources are better spent elsewhere.   Though as I’ve built up my outsourcing team and systems, segmenting smaller markets is looking  more attractive, and I’ll once again attend to it.

Do you see how estimating the impact of segmentation helps?   And how the DECISION to segment changes depending upon where you are in your company and the resources involved in execution?

In sum,  unless you serve an exceptionally small market with a very, very narrow positioning, there are almost always unique segments in your market, and money on the table to be picked up by addressing them.   But you’ve gotta weigh the predicted value of segmentation against the resources necessary to execute it.

There are much fancier sets of statistics and procedures for making these calculations, but I hope I’ve gotten you started thinking the right way about these decisions with some simple math.

All my best practices are STILL in the hyper-responsive club.  (Note: that’s the reason I haven’t done anything “shiny and new” for some time… I’ve just been pouring my best thinking into the club, rewarding my most loyal customers.  BUT, I’ll shortly be revealing a Video Marketing service, a Conversion product, and a thoroughly updated Choose Your Market product.  Join the club for best pricing and earlier notice when most of these are launched)

All my best,

Dr. G

“Outsourcing Disasters and Duplicating Failure”

The desire to duplicate oneself and offload work is only human nature. In fact, it’s one of the strongest elements I’ve observed in the entrepreneurial mindset.

So it’s only natural that people want to COPY other sales systems, and OUTSOURCE all the work involved in building their own.

The problem comes when people don’t take the time to ensure they’re copying SUCCESS, and when they try to OUTSOURCE something they don’t really fully understand or know how to supervise.

Because here’s the secret…

The success of a sales system doesn’t lie entirely in the words on the sales page, or even necessarily in the system as a whole.    It relies much more on the understanding the writer has of the market. And since copycats can’t legally plagiarize the whole system, absent this understanding, they wind up copying an empty shell.

Moreover, it’s rare that a WHOLE system is successful. Lacking an exhaustive understanding of the market in which the system operates, people are prone to copy the failing elements just as easily as the successful ones.

In other words, many competitors are succeeding in spite of bad marketing, because just a few elements are right on target.  Without thorough research and market intelligence, how do you know you’re not duplicating their failure?

There’s also a lot of talk these days of just outsourcing your marketing, or your market research, Glenn-Style.

Now, I’m totally in favor of getting help to scale up your operations. In fact, I’ve been working through John Jonas’ materials, and they’ve helped me to hire no less than 8 people in the Phillipines now.    (You can watch the Outsourcing Webinar Replay through my affiliate link here.  John has a lot of very useful advice for hiring full timers at $300/mo, and provides some training to get them started.  I have a LOT of good experience with his hiring advice and resources, but can’t really say one way or the other about the training he provides for the outsourcers — I’d prefer you used them to do things you already do very well and just want to offload from your plate)

There’s a LOT you CAN outsource. You CAN outsource all the grunt work of setting up your automatic intelligence machine, doing some of the initial scanning of social media conversations, installing and managing your websites, installing wordpress blogs and plug ins, doing routine backups, setting up your surveys, programming scripts and databases, running through the first set of codes for your survey analysis, transcription, audio editing, video editing, article distribution, social bookmarking, data entry, a very, very rough first draft of your copywriting, and so on)

But in my opinion, you can’t outsource the STRATEGIC THINKING AND MARKET IMMERSION necessary to succeed in a project, especially in today’s competitive adwords auctions.

Somewhere along the way, if you want to build a REAL business, you’re going to have to spend a few hundred hours immersed in the market yourself.

Because no one’s really going to care about it like you do.

And because without doing this, you’re NOT going to pick up the subtleties which allow you to connect with the market above and beyond  your competitors.

You simply won’t know what your customers “smell like”, and they’ll sense your templated, outsourced approach.

Because prospects in any market can “smell” honesty, integrity, and passion when it’s poured into a project.

In my experience, the people who try to outsource strategic thinking and market immersion wind up with MORE work, not less, in the long run, because their systems simply don’t perform.   (You CAN partner with someone to champion a market for you, but only if they’re tested and proven in their entrepreneurial and strategic thinking abilities… and if they’ve got enough upside potential and skin in the game to make it worth their while)

A long time ago, I heard Brian Tracy say “if you want to make a mark in your market, make 100 phone calls to prospects and I promise you you’ll never look back”

At the time, I was starting a psychology practice in the midst of the collapse of  indemnity insurance (doctors could no longer get so easily reimbursed for their high session fees as the big companies cut off the gravy train).   My colleagues were all terrified, complaining, and going broke.

What did I do?

I made a few hundred phone calls to every psychologist, psychiatrist, counseling center, etc. I could find on Long Island.  I asked them if they had any patients they were having trouble working with.  I asked how I could help them.  I asked if I could volunteer to see clients for free at their clinic for a day.   I asked if I could work for them in any capacity whatsoever.

I also set up focus groups and individual interviews with people considering seeing a psychologist or counselor.

18 months later I had a private practice with 65 patients. (By the way, for any psychologists considering advertising, one of the critical insights was that no one looked for psychologists, only for counselors, ’cause “you’ve gotta be sick in the head” to see a shrink, “but everyone needs a little counseling sometimes” )

Why?    I knew what the market wanted cold.  I had more connections than any of my peers.   I WENT THROUGH THE IMMERSION EXPERIENCE.

I’ve got several coaching students now who are really getting the value of this.

One of them spent the bulk of this year doing low-end consulting with literally hundreds of people looking for help with a particular software program.   He’s now set up a lucrative PPC lead funnel in this VERY competitive space, and I’ll be utterly shocked if he doesn’t have a million dollar business in 18 months or less.

Another one got so psyched about immersion, he decided to make 1,000 phone calls to prospects in his market.  ONE THOUSAND.   Then he developed a training system based on his experience.  (I can’t imagine anyone else’s training system in that very, very competitive market could possibly be any better.  I can’t imagine any prospect not instantly sensing this after just a little exposure to his materials)

Moreover, both of these gentlemen are NOW in the ultimate position to leverage themselves and outsource their work.   NOW they can replace themselves, and begin building multi-million dollar enterprises.

I guess what I’m saying is,  we’re all in such a hurry to get away from the market, most of us never get into it deep enough to truly succeed.

And so we look for the short cuts…

And wind up copying failure, or outsourcing things we don’t really understand.

I’m not invulnerable to this…  I’m human too, and always fighting a tendency to get lazy.  (Plus, when you get a little money and can easily afford the help, it’s easy to think “I’m above this now”)

But when I look back at my successes, the #1 thing they all had in common were a passionate immersion period in the market, right there in the trenches with the customers and competitors.

Have YOU really immersed yourself in your market?

Something to think about,

G

Get in the Club Already, Huh? |  Get Step by Step Hand Holding and Motivation to Do It |  Blueprint for Beginners

LIARS.

A Darwinian economy creates ruthless temptation to lie, exaggerate,  distort, and mislead.  And the PPC auction puts that on steroids.

Every time you look at the results of a split test you’re faced with a moral dilemma.   Because the majority of the time, strengthening your claim beyond what you can actually deliver raises your click through and conversion.   And sadly, outright lying raises it stratospherically.

Of course, the smart marketer knows that lying creates only trial, not repeat. (It can also lead to being married to a big smelly guy named Bubba, and spending a lot of time lifting weights in the yard)

So what’s an ethical marketer to do?

I’ve known Chuck Batson for years, have had dinner with him, and in my judgment he’s one of the most ethical marketers around.  Chuck  operates in a market you’d think is more traditionally known for honesty and compassion… the vegetarian/vegan/raw-food world. (Which means, you know… he refuses to eat fried kittens and stuff, no matter how good they taste)

But he’s up against LIARS too.

Thankfully, he used my old How To Double Your Business course (predecessor to the hyper-responsive club) and found an honest way into the market, but he’s only making a few bucks and because he works full time as a programmer, he can’t seem to find the time to expand.

I really like Chuck, respect his values, and appreciate what a dedicated customer he’s been for almost 4 years.

Listen carefully and you’ll learn a few things about dealing with the Liars in your market too!

Dr. G

PS – Chuck asked a few very valuable questions towards the end about the difference between free and paid content.  It’s definitely worth listening to the answer if you’re following my model.

Glenn Club |   Coaching |  A to Z Product for Newbies |  Advanced Adwords Seminar

Today I’d like to talk about a subtle distinction in marketing strategy which often gets obscured by the ruthless focus on increasing click through and conversion. Surprisingly, we might not always want these metrics to be as high as humanly possible.

It all comes back to what we’re trying to accomplish in our businesses in the first place.

I don’t know about you, but I’m trying to cultivate repeat customers, ravenous for what I’ve got to offer, eager to ascend to higher and higher value products and services, respectful of my customer service team, and interested in referring me to prospects of similar quality.

Moreover, I’m interested in developing a core FOCUS in my business.  Since I can’t be everything to everyone, I want my customers to share certain core values with one another and bond to me because of them…

That way my back end development is  crystal clear and I can keep my resources focussed.  I can also  move relatively quickly to introduce higher end products and services which will please the majority of my customers, rather than becoming fragmented into segments which drain my resources and prevent the development of anything spectacular.

Getting a high CTR and Conversion rate is only useful to me to the extent it serves these ends, and actually a distraction if it does not.    And because increasing these metrics beyond a certain point necessarily entails convincing more and more ambivalent people to purchase (remember–the most ravenous people in your market will buy from even poor advertising if they trust you… good advertising is about convincing less interested and more skeptical people), it’s something worth thinking about very seriously.

The point is, single-minded  focus on CTR and Conversion in the absence of STRATEGY (e.g., WHO are you trying to attract, who are you trying to repel, and why) may waste your advertising dollars on prospects who engage in TRIAL BUT NOT REPEAT.

You can also wind up attracting customers who burden your support team with complaints, threaten your merchant account with chargebacks and refunds (not something to dismiss lightly given the Visa/MC shakeup this year), and most importantly, diversify your customer base too broadly to allow you to effectively develop back ends and maximize customer value!

Now, from most of the advertising I see online, I’d say the vast majority of vendors in AdWords don’t really get this.  Or perhaps they don’t care because the math works for them, at least for the moment.

But, especially in a PPC environment where auction prices continue to rise, transactional thinking just isn’t going to cut it in the long run for your business.  You need to build on stone, not sand.

Let’s work through a real life example.

I have a friend who’s daughter has a debilitating condition called “Myasthenia Gravis”.    When I type this into Google, the FIRST link on the left hand side is for Wikipedia, and in the very first paragraph it says “there is no known cure”.   Subsequent organic links confirm this, though many offer hope of relief and cautiously optimistic treatment.

Here are two of the first page ads I see:

Now, I’m sure we could all jump in and talk about how to improve these ads, but that’s besides the point.

The point is the “Myasthenia Gravis Cure” ad is almost certainly getting a higher click through rate.

And if they’re carrying through their promise of a cure to the landing page (I didn’t review), they’re probably getting a higher conversion rate as well.

And I’ll bet you they’re making more money (a lot more) ON THE FRONT END TRIALS.

But are they building a business? Are they cultivating loyal customers? Are they producing evangelists for their products and services who will bring more high quality, loyal customers at zero cost? Do they have true back end capabilities? What about customer service problems? Merchant account issues?

If they’re promising a cure when there really is none (and then just dealing with the refunds because the math works out for them), I’d venture to say not!

In fairness, there MAY be a cure we don’t know about. The sites on the left may be wrong.  Maybe this “Cure” site really DOES have something special and in that case, more power to them for getting out there with full force.

But if not, what they’ve got is a temporary income stream, not a business. They’ve got a good ad, not good customers.

If they were my client I’d actually advise them to cut their click through rate and conversion, and go with  something more like the second ad instead.  It might not be as strong in creating trial, and the cost per initial sale would certainly be higher… but it would fill their business with grateful, loyal customers, higher long term values… and all the other good things above.

Now, the only way YOU can do this is if you REALLY know who you’re going after in the first place. And that’s where MARKET INTELLIGENCE trumps keyword intelligence, every time.

Because if you know the unique conversation in the prospect’s mind behind each keyword search (every keyword really is a unique conversation)…

If you know with confidence which keyword conversations define your center of gravity…

Then and only then can you begin to write your ads to attract hyper-responsive customers, repel the riff raff, and keep Google happy in the process. (Remember, PPC IS A THREE WAY JOINT VENTURE… you’ve got to provide value for Google, your prospects, and yourself… if any of the three loses, the system doesn’t work)

Which is the essence of Dr. Glenn’s Golden Rule #2:

“Sell Distinct Advantages to Hyper-Responsive Customers
Using Their Emotional Buying Language… And Actively
Repel Everyone Else”

And if you’d like to have confidence that you’re doing that  better than anyone else in your market, it’s definitely time for you to join the club!

Hope it helps,

Dr. G

PS – In keeping with this post, let me please say that unless you’re already operating a very profitable online business, you won’t get rich in the next few months using the hyper responsive marketing club.  It’s not even within the realm of possibilities.  But you WILL learn a way of strategic thinking which is different than what anyone else teaches online, and which is linked to a step by step approach which will last you a lifetime!  join the club

All great books.

But how will you get a competitive advantage if all you read is what YOUR competitors are reading?

Here are 5 unusual books from my psychology background with direct implications for us as marketers :

1. “Making Things Better by Making Them Worse“: (Alan Fay).    Why?  Because marketers tend to become constrained by their own thoughts.  It’s VERY easy to become myopic and stuck in your own head while you’re looking for the “right” answer, but it turns out, one of the best ways to find the right answer is to look for the wrong one!   This is a psychological treatise, not a marketing book, but it’s very valuable for marketers
2. “Rational Recovery“ (Jack Trimpney).    Why?  This book will sensitize you to the fact that an entire industry, in fact an entire country can be factually wrong, yet get dramatically swept away with a philosophy or “truth”.   The vast majority of the world now supports the 12 step model of recovery, yet there’s really NO scientific evidence for this model.  It succeeds due to it’s viral nature.  (Please Note: there ARE very valuable things going on in the recovery movement… the point here is that everyone has assumed evidence which simply doesn’t exist). Similarly, there are marketing “facts” which everyone assumes and passes on due to their viral nature and simplicity.  ”Your prices must end in $7s” (I’ve often  seen round numbers do MUCH better), “You should test everything” (there’s a significant cost of testing in both time, money, and effort which is sometimes outweighed by what you can accomplish more quickly and less expensively with intuition and research), etc.
   
3. “Cats Cradle”  (Kurt Vonnegut).  Why?  The moral of the book is “People should live by the myths which make them happy and kind, regardless of their truth”.    This has profound implications for how you think about communicating with your list.  Because every market has fantasies and wishes about IDEALIZED solutions to their problems, and corresponding REALITIES which grate against these.  Determining how, when, and why to give people the truth without losing their interest is an art form.  Think about this while you read this very entertaining, fast moving short story
4. A Journey Through Your Childhood (Christopher Biffle):  Why?   Because marketing to your list effectively requires nothing less than fully bearing your soul… you need to know the full essence of your being, including (and perhaps especially) the powerful stories which have made you who you are.
5. Neurotic Styles (David Shapiro):  Why?   Neurosis pervades all factions of society today, and you’ll definitely be dealing with neurotic people as prospects and customers on a daily basis.  It’s one thing to see their responses in surveys and/or listen to them in telephone interviews.  It’s quite another to know what they MEAN and how you can help them AND help yourself as a marketer simultaneously.   No one explains neurosis better for the lay public than David Shapiro… even 20 years later, this is still one of my favorites.

Enjoy

PPC DONE FOR YOU

EVERYTHING DONE FOR YOU

DO IT YOURSELF

PRIVATE COACHING WITH GLENN

PS – At the urging of dozens of newbies,  I’ve updated the Products page with links to the infrastructure providers I’m currently using to run MY business.

PPS – Today’s the LAST day you can pick up Adwords Bulls Eye for the introductory $30 discount. (IMPORTANT: hyper-responsive club members should NOT purchase this unless they do not object to a great deal of overlap in material.  This product is essentially a full day consultation I gave Terry Dean on how hyper-responsive principles apply to AdWords markets)

As the decade draws to a close, I’ve been reflecting upon what I’ve done and learned in the last 10 years of my life. I thought it might be helpful to share my most important insights, year by year.  Just right click this link to download Glenn Livingston’s 10 Most Important Business Insights This Decade

Now, while I have your attention, I thought you might like to know I’ve invented a new marketing weapon…  the SINGING TESTIMONIAL.  Listen to Tom Mcllelan below please for an example.  Tom’s a personal coaching student and an excellent marketer and consultant in his own right (anyone thinking of working with him, please know I endorse this, you can reach him at www.GrowthClick.com).

How much more powerful is something like this as compared to a plain old transcript of what he said?  (Below is sung to the tune of “Oh Danny Boy”):

“Oh Dr. Glenn my ads my ads are selling

From low to high

You saved my landing page

The survey’s done

And now the leads are buying

‘Tis you ‘tis you

To thank and I obey

And you came back

To help me in my surveys

And used the data

And showed me how to sell

Now I’ve escaped my cubicle forever

Oh Dr. Glenn, Oh Dr. Glenn

I thank you so!

Happy Birthday Glenn. Its Tom McLellan in Halifax, Nova Scotia.

THANK YOU so much for everything you’ve done to help me along. If only my singing was on par with the results you’ve helped me achieve, then we wouldn’t have to subject the audience to that dying moose you just heard.

Thanks again.

Bye now.”

I’ll post an article in the next week or two as I learn more about how to leverage this new weapon.  (Of course, I’ll post more of the singing testimonials too!)

Enjoy, and be sure to download my 10 Most Important Business Insights This Decade

]]> http://www.payperclicksearchmarketing.com/588/feed/ 9 - As the decade draws to a close, I've been reflecting upon what I've done and learned in the last 10 years of my life. I thought it might be helpful to share my most important insights, year by year.  Just right click this link to download Glenn Livi... As the decade draws to a close, I've been reflecting upon what I've done and learned in the last 10 years of my life. I thought it might be helpful to share my most important insights, year by year.  Just right click this link to download Glenn Livingston's 10 Most Important Business Insights This Decade (http://www.glennlivingston.com/PDF/10MostImportantInsights.pdf) Now, while I have your attention, I thought you might like to know I've invented a new marketing weapon...  the SINGING TESTIMONIAL.  Listen to Tom Mcllelan below please for an example.  Tom's a personal coaching student (http://www.glennlivingston.com/CoachingLetter.htm) and an excellent marketer and consultant in his own right (anyone thinking of working with him, please know I endorse this, you can reach him at www.GrowthClick.com (http://www.GrowthClick.com)). How much more powerful is something like this as compared to a plain old transcript of what he said?  (Below is sung to the tune of "Oh Danny Boy"): "Oh Dr. Glenn my ads my ads are selling From low to high You saved my landing page The survey’s done And now the leads are buying ‘Tis you ‘tis you To thank and I obey And you came back To help me in my surveys And used the data And showed me how to sell Now I’ve escaped my cubicle forever Oh Dr. Glenn, Oh Dr. Glenn I thank you so! Happy Birthday Glenn. Its Tom McLellan in Halifax, Nova Scotia. THANK YOU so much for everything you’ve done to help me along. If only my singing was on par with the results you’ve helped me achieve, then we wouldn’t have to subject the audience to that dying moose you just heard. Thanks again. Bye now." I'll post an article in the next week or two as I learn more about how to leverage this new weapon.  (Of course, I'll post more of the singing testimonials too!) Enjoy, and be sure to download my 10 Most Important Business Insights This Decade (http://www.glennlivingston.com/PDF/10MostImportantInsights.pdf) Glenn Livingston, Ph.D. clean http://www.payperclicksearchmarketing.com/online-vs-offline-buyers/ http://www.payperclicksearchmarketing.com/online-vs-offline-buyers/#comments Mon, 24 Aug 2009 20:51:00 +0000 admin http://www.payperclicksearchmarketing.com/?p=574 “Are online buyers really that different than offline buyers in my market?”

This is one of the most frequently asked questions we get from our clients and prospects.  For the surprising answer, please listen to this free mp3.

Hope it helps,

Glenn

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