Alex: My name is Alex Mandossian, and this is "Tested ASK™ Campaigns That Make You Rich." In the next two hours, I'm going to reveal 63 time-tested case studies to quickly win the hearts of more cash paying customers and take the guesswork out of marketing. "Quickly" is the operative word there. Imagine being able to take the guesswork out of marketing. The worst thing about a bad decision in marketing or otherwise, is that you only know that you've made that bad decision after you've made it. But, what if you could have a telepathic view into the future and know, with almost complete certainty, that the marketing is going to work? You can with an ASK™ campaign, because you've already asked your constituency what they want. Then, you're giving it to them. So, unless they change their mind between asking their question and actually receiving back what they asked for, you will not fail. In fact, this technique has made $428,000 for me in the last twelve months - just using this one strategy. We're going to go over 63 case studies. I've gotten permission from each of these people to use these case studies. I thank you all. We have many people on the moderator line who are going to share with us some of the case studies in their own words. Then, we will know how some of these case studies went down - how they were started, what the end results were, etcetera. You can find our curriculum at www.AskMyList.com/casestudies.pdf. You can save that PDF to your desktop. You'll see a little save icon, which looks like a floppy disk. When you open that, it will say "Case Studies." So, let's begin "Tested ASK™ Campaigns That Make You Rich." Secret number one is "How To Create A Winning Teleseminar From Scratch." The story I'm about to share with you is absolutely true. In the winter of 1997, I sent out color postcards to over 2,600 day spas and salons worldwide.
2 Win the hearts of more cash paying customers and take the guesswork out of marketing 2
Not long after, I created the world's number one whitening toothpaste, and it is the most expensive whitening toothpaste. It's $16 a tube. It's called Supersmile. I did it with very little money. In fact, we took a company that was $70,000 in debt, to over $5 million in sales annually - in less than two years. You can view this case history on my site, www.MarketingWithPostcards.com, about half way down the page. Here was the problem. A manufacturer and distributor of the world's most expensive whitening toothpaste, Supersmile, had great success through infomercials, home shopping networks and various other types of marketing through direct response - print and radio. Supersmile was in Parade Magazine and catalogues, and Supersmile was the first toothpaste ever to be in Sharper Image. In 1997, the manufacturer wanted to go retail, after sales from the infomercial, TV home shopping and space ads began to dwindle. Media rates increased and the profits had dropped from 38% to under 5%. That's called margin erosion. So, the action we took was a twelve-month postcard marketing campaign. We literally mailed thousands of postcards to thousands of day spas and salons. Instead of competing with Rembrandt, Crest, Mentadent and Colgate at Walgreen's, Wal-Mart or some other mass merchant, we went after day spas and salons. That was a very narrowly defined niche. Niche marketing, of course, is drilling a mile deep and an inch wide. It's not a mile wide and an inch deep. That is lesson number one for today. Focus on a niche that's a mile deep and an inch wide. We offered spa owners a trade-up program. We said, "We know that you want a very high profile toothpaste. We know that you want a tube that looks like a cosmetic brand of skin care, like Clinique or Estee Lauder. We know that you want very good margins. We know that you want us to give spiff or give
3 Niche marketing is drilling a mile deep and an inch wide - that is what you need to focus on 3
commissions to your aestheticians. We know that. We know that you want point of sale materials, like buttons saying, 'Ask me about Supersmile.'We know that you want free samples for your staff. We know all that. "So, we would like you to send us your empty or full tubes of Crest, Colgate, Mentadent, Rembrandt, and in exchange, we will send you a $16 tube of Supersmile whitening toothpaste." That's called a trade-up program. Now, are those bona fide leads? Are those powerful leads that we're getting? Are they qualified? Of course they are. They're sending us their brands in exchange for ours. What did it cost us? The cost of the product was under $2, and the retail was $16 - giving a very high perceived value. Our cost was very, very low. The result? Over 810 day spas participated in this brand swapping program. By year's end, we became the number one whitening toothpaste brand sold in spas. Within sixteen months, our distribution in the U.S. and Europe increased from 32 doors to over 430 doors - and still counting. Their website is at www.SupersmileUSA.com. Many celebrities use this product. It was through their website that I made my first dollar on the internet. Now, that's the story, but here's the story behind the story. That case study happened in 1997, but I did my first ASK™ campaign in 1995. The reason I knew what these spa owners wanted is because I asked. I started with a problem. How could I outwit, out-position and outsell the national brands such as Crest, Colgate, Mentadent and Rembrandt? How could I determine which target market had the lowest resistance to high-end products, especially at $16 a tube? How could I determine where the major brands would never go? How could I drill a mile deep and an inch wide in this niche? The answer was day spas and salons.
4 The best way to find out what people are looking for is to ask them 4
In order to market to the people at these day spas and salon, I couldn't just from the top of my head decide this is the program we're going to have. I asked. We sent out a survey by direct mail. The survey went to all the top day spas and salons in the U.S. I believe that we mailed out a total of 2,800 single-page, two-sided letters. The front page was a cover letter talking about the trade-up program, "Send us your tube of toothpaste, whatever you use, and we'll send you a $16 tube of Supersmile whitening toothpaste, the world's most expensive brand of whitening toothpaste." The back side of the page was an eight-question survey. This was the first ASK™ campaign I ever did. I didn't know it was called an ASK™ campaign back then. Now, it's trademarked and copyrighted. In that letter, I asked them to fax back the answers to the survey. I got more than 160 responses from the 2,800 pieces that I mailed out. I looked at all the answers to the questions. Here are the results. The survey revealed what was most important to the day spas. Number one, they wanted big margins, which we gave them. They also wanted sampling programs, which we gave them. They wanted good packaging. We had an outer box with our toothpaste. We had an insert that went with the toothpaste, like a little brochure. Toothpastes don't do that. We also gave promotional buttons that said, "Ask me about Supersmile." We gave them guaranteed sale terms because they wanted terms that had no risks. So, for the first order of 24 tubes, we gave them guaranteed sales. They wanted an FAQ phone support line, which is "Frequently Asked Questions." We gave them that as well. They wanted spiffs, or commissions for their aestheticians. We gave them 10%. And, of course, we sampled everybody. In a day spa or salon, there's the power of touch, so the aesthetician is the sales person.
5 Don't assume that you know what people want, ask them what they want 5
Something else we were able to get from this eight-question survey was the headline that really put this entire program on the map, "What good is perfect skin or perfect hair if you don't have a perfect smile?" That headline was on all the postcards that we mailed. Imagine, someone goes into a day spa or salon. They get their hair done. They get their skin done, but they walk out with a dull or dingy smile. What good is that? What good are aesthetics without a perfect smile? With the brand-swapping, trade-up program, we had spa owners Federal Expressing us empty tubes of toothpaste, and within nine to twelve months, we had over 430 orders. The reason we got those 430 orders is because we knew exactly what they wanted - we simply accommodated them by asking them what they wanted. How can you become the number one brand, the number one product, the number one software in your industry? Just ask - those are the two most important words. That's our theme. Just ask. Our USP - Unique Selling Proposition - for Supersmile whitening toothpaste was we are now the world's number one whitening brand in day spas and salons. None of those other brands can make that claim. So, that's the first ASK™ campaign that we ever did. Right now, we're going to take that same theme - just ask- and we're going to cover seven different types of ASK™ campaigns, which demonstrate how to create a winning teleseminar, seminar, presentation or public speech from scratch. Secret number two is "How To Use ASK™ Campaigns In Opt-In Mechanisms To Capture New Product Ideas." Secret number three is "How To Boost Profits From Membership Sites Using The ASK™ Campaign."
6 "Just Ask" are the two most important words in a marketer's vocabulary 6
Secret number four is "How To Grab Dozens Of Testimonials Within 24 Hours Just By Asking." In fact, at the end of this, if you have liked what you learn, I want to get your testimonials at www.AskMyList.com/testimonial. I will ask you for an audio and written testimonial, if you want it printed. Secret number five is "How To Recycle And Monetize Website Exit Traffic." What happens when 98 out of 100 people leave your site? Don't you want to find out why? The ASK™ campaign will teach you how. Secret number six is "How To Increase The Pulling-Power Of Your Headlines." How do you come up with a book title? Well, what if you ask the people who are about to buy the book what they think the book title should be? One woman did. We're going to share that case study with you. Finally, secret number seven is "How To Produce Winning Info Products Out Of Thin Air." Let's start with Case Study #1, www.AskAlexMandossian.com. I want you to click the links as we go, so please follow along with me. This landing page should look familiar to you. This was an actual landing page to a teleseminar that I did with Matt Gill and Kevin Wilke, who recently purchased the Trafficology database. They are at www.NitroMarketing.com. When you come to this page you see, "What's your single, most important question on how to convert more first-time, website visitors into paying customers?" We had hundreds of people submit their questions, which went into a database. That database is the ASK Database™. By the way, the ASK Database™ at www.AskDatabase.com is sponsoring this call. You see how simple www.AskAlexMandossian.com is? All an ASK™ website is, is they type-in their most important question about your topic. Your topic is whatever you're good at.
7 When 98 out of 100 people are leaving your site, you need to ask them why
7 Maybe you're good at creating best-selling books. Maybe you're good at producing new products. My good friend, Armand Morin, who is one of our guests, specializes in producing software products. No matter what you specialize in, just ask them, "What is your single, most important question on how to _____?" Then, fill in what you're best at, whatever your topic of expertise is. Mine happens to be converting more firsttime, website visitors into paying customers. Once you get a bunch of answers, it can go into a central database. I use the ASK Database™. Take a look at Case Study #2, www.Trafficology.com/alex.html, and you will see the audio postcard I used to promote the actual teleseminar just three weeks later. We received hundreds of questions on www.AskAlexMandossian.com, and I hand picked 21 of them. On the audio postcard in front of you, you're seeing teasers to five bullets, five of those questions. They include five magic words to increase opt-in rates, what to say in the first 50 words in every email teaser you send, how to use audio postcards, like this one, to improve your click-thru rates. These were answers to all the types of questions we were getting. There were fifty case studies, and the reason we had such success with that call is because we asked them what they wanted, then we promoted the call. If you click-through the postcard, you will go to the order page. This is the actual order page we used. The cost was $39, and the audio transcripts were $10 more. So, for $49, they got 2.5 hours of content-rich material about traffic conversion. The reason it was a success was because we used the ASK™ methodology. We sent an email to that database, which was in existence. It was a JV, 50/50, between the boys at Nitro Marketing and myself, with the Trafficology database. The database was sent to the landing page and was asked, "What's your most important question about converting more first-time visitors into paying customers?"
8 No matter what you specialize in, you can create an ASK™ Database 8
On the landing page, www.AskAlexMandossian.com, they were able to ask their question. I hand picked 21 of the questions. Then, I sent them the audio postcard, which you see at, www.Trafficology.com/alex.html. We increased our pulling-power because of the ASK™ Database, and we had over 150 people on that call - and we're still counting. We haven't even sold the product yet. The product is going to be sold at a website called www.21ConversionTactics.com, which is in the process of being set up. We've already generated thousands of dollars just from the teleconference. Using an ASK™ site is a way to create a winning teleseminar curriculum or a winning seminar curriculum from scratch. You can use this methodology by just getting a domain name of "AskYourFullName.com." Go pick that up right now. You can do this. AskJohnSmith.com, AskVanishPatel.com, from England, AskSimonChen.com. He's in Australia. AskEdDale.com. He's in England, but he's also an Aussie. Everyone of you should use the "AskYourFullName.com." You should own that domain name. Case Study #3. I have a very special guest today. I have followed this man for many years. I revere him, because he never gives the same speech twice, and he speaks over 200 times a year. We're going to be doing a project together using the ASK™ methodology. He is very good at knowing his target audience - actually, it is what he's best at. Everybody go to Case Study #3, which is www.AskLesBrown.com. Here is his topic: "As a public speaker, what's your most important question about delivering MORE memorable and MORE effective platform presentations?" Les, are you with us? Les: Hello.
9 Get a domain name that says "Ask" then your full name.com, to create your own Ask™ site 9
Alex: Hi, Les. We are looking at your site, www.AskLesBrown.com. I've got two questions for you, Les. First, you are known for never giving the same speech twice. Why is it important to know your audience, as you so often say? Les: First of all, your whole concept of "just ask" blew me away. When I looked at the speaking industry many years ago, one of the things that I noticed was that most of the speakers were giving the same speech. They had a memorized presentation. So, I started asking people what they were looking for in a speaker. Instead of telling me what they want, they started telling me what they didn't want. They said they didn't want somebody just giving a memorized speech. They said that speakers they'd seen, who were very popular, would always give the same presentation over and over again. They wanted a speaker that would speak from the heart, that would be original and spontaneous. They wanted to know that, each time they saw that speaker, it would be a different kind of experience. They didn't want it to be just entertaining or motivational. They wanted it to be something, which would move them emotionally, as well as intellectually. So, by asking those questions, I really reversed the process. I believe it's the Dale Carnegie course, which says to tell them what you're going to tell them, and then, tell them what you told them. My approach was, ask them what they want to hear. Tell them what they told you they wanted to hear, and remind them of what they told you. Who would have thought that by using this process fifteen years ago that I would have earned millions of dollars doing it? It is incredible. I earn more in one hour as a speaker, using the process that you're talking about, than 90% of the American public earn working for a whole year. Whether in the States or out of the States, I command $42,500 for a speech these days.
10 Ask people what they want to hear, then tell them what they want to hear 10
Alex: I believe part of the reason is because you're not giving the same speech twice. You are also more "infotaining" and motivational. With www.AskLesBrown.com, we are actually asking the audience what they want before they go into the auditorium and listen to you on the platform. We'll ask them what they want to hear, and then, handpick 21 questions. Maybe we will even get a few people to stand up and ask their question live, which will just blow them away. I think that's good enough for people to ask you back to speak in the same venue, don't you? Les: Without any question. What I've been doing in the past is asking the people who bring me in. Then, I would circulate among the audience. Not only did I marry what the people who brought me in wanted me to convey, but I also talked with the audience to find out what they needed to hear. But, the approach that you're talking about takes it to a whole new level, and I like that. It's going to be very, very powerful. Alex: I'm very excited, Les. Thank you for being on the call. Any final comments? Les: I just want to say that this approach is really what it's all about. It's knowing your audience. You cannot speak to me if you don't know who I am. You need to create a level of identification and rapport. From a speaking perspective, most speakers don't realize there are audiences inside of each audience. So, by asking, you can now craft a message that relates to all of them and allows them to become one audience. This will create a committed listening and allow them to hear what it is you have to say, through your vision that you create for them, which they begin to take ownership of.
11 The key is to know your audience - you cannot speak to someone if you don't know who they are 11
Alex: Les, thank you very, very much. I'm very grateful that you could take this time with us. You're in a hotel room in Detroit, is that right? Les: I am, but I'm going to be sticking around for the rest of this call. Thank you for being who you are. This has been Mrs. Mamie Brown's baby boy. It's been a plum pleasing pleasure, as well as a privilege. Alex: Well, this is Carol Mandossian's baby boy, and I'm calling in from my dad's house in Burbank, California, George Mandossian, because I am on vacation with my family. But, this call is so important. We look forward to working with you, Les. Everyone, if you want to ask Les a question, you have a forum now to do it at www.AskLesBrown.com. Thank you, Les. Let's all go to Case Study #4. You're going to see an ASK™ campaign I'm doing with Mark Victor Hansen. It's www.AskMarkVictorHansen.com. Mark is known for his best selling book, Chicken Soup for the Soul. I don't know how many books he's sold - probably close to a billion at this point. You will see on his ASK™ site, "What's your single, biggest problem with publishing a national best-selling book?" That is a really good question. Would you be willing to ask Mark those questions? You can. "What's your single, biggest problem with publishing a national best-selling book?" It's not enough to publish a book. Don't you want it to be a bestseller? Mark knows how, and you can ask him your question about publishing a bestselling book at www.AskMarkVictorHansen.com.
12 Use your specialty to create a question for your site - be very specific 12
Case Study #5 is www.AskMitchMeyerson.com. Let me show you the mechanics of this site. Mitch Meyerson is the CEO of Guerrilla Marketing and a good friend of mine. He is Jay Conrad Levinson's partner, who is the father of guerrilla marketing. Mitch is a therapist. He's been on Oprah Winfrey, and he's written several books, some of them bestsellers. His area of expertise is how to eliminate roadblocks to business success. So, what's his question? "What has been your single, biggest roadblock to business success?" That's it. End of story. The button actually had the wrong copy on it. If you look, it says "Submit My Question." It wasn't really a question. It was a statement. We had to put this together very quickly. I want to show off my warts. I made a mistake here because we did this so quickly. Yet, we had over 780 questions by the time of the seminar. I think we have received well over 1,000 since this has been up. www.AskMitchMeyerson.com was the landing page he sent to his database. Now, Case Study #6 is www.AskMitchMeyerson.com/teleclinic. Click that link. After we received all the questions, they were sent into the ASK Database™ at www.AskDatabase.com. The ASK Database™ is a search engine of questions, problems or testimonials. It's a search engine that, literally, searches through the words in the questions you have received for keywords and phrases. After narrowing them down, we had a teleconference. I grilled Mitch about the common success roadblocks. You will see the information for this teleconference at www.AskMitchMeyerson.com/teleclinic. "Join Us For This LIVE! 90-Minute Tele-Clinic," it says. "Time-Tested Secrets That Eliminate The 12 Most Common Roadblocks To Your Success!" We gave the time and the date. Then, watch this. You see the bullets there with the hand pointing? Notice the first bullet, "Stop my procrastination and cut it out of my life forever." Okay people, here's a guess. What was the number one question that was asked? "How do I stop my procrastination?"
13 Use the database to determine the most asked questions to build your seminar 13
The second most asked question was, "How do I feel more confident about growing a successful business?" Well, guess what? That's the second bullet. The third most asked question, is "How do I manage my stress and worry?" So, that's the third bullet. The fourth most asked question, "How do I delegate simple tasks?," became bullet number four. The bullets in the sales copy for the teleseminar are actually being written by the people who are submitting the survey questions and answers. Do you see the power of that? Using an ASK™ site allows you to take out all the guesswork of what to write. Do you see how to eliminate roadblocks not only to your success, but roadblocks to writing copy and writer's block? What happens to you when you look at a blank screen? I never have that problem, because I have all the survey answers - they write the copy for me. www.AskMitchMeyerson.com/teleclinic is the sales page. We both made a couple of thousand dollars a piece for ninety minutes of work. We recorded it, we transcribed it and we had a product. We financed the product in advance by using the ASK™ campaign. I hope everyone can appreciate the power of this. Onto Case Study #7, which is www.AskPaulColligan.com. We have this gentleman on the line with us. He is a partner of mine. What does Paul Colligan do? He is a guru at creating web pages and websites with Microsoft FrontPage. Thus, his question is, "What's the single, most important question you have about the most effective use of Microsoft FrontPage in your internet efforts?" Isn't that a great question? Well, we got hundreds of questions. If you go to Case Study #8, www.AskPaulColligan.com/teleseminar, this is the landing page. We added audio to increase the pulling power, thanks to Armand Morin and Rick Raddatz at www.AudioGenerator.com. What was the number one question asked? The most popular question is, "How do I master the wizards and the tools that are built into FrontPage?"
14 Using an ASK™ site allows you to take all the guesswork out of what to write 14
Paul: Specifically with databases. Alex: Paul Colligan, welcome to the call. Give a little background about yourself and how your call has come to be. Paul: Thanks, Alex. I've been running www.FrontPageWorld.com since 1996 now. It's been growing at a great pace, and I've been having a great time with it. I launched a website about a year ago, www.FrontPageSecrets.com. It was a good training class. I co-authored, hopefully, the top-selling book on FrontPage 2003. Then, Alex and I got together and talked about what we could do next. He had just introduced the ASK™ campaign, and I immediately saw how exciting it was. We got together and said, "Let's do an ASK™ campaign about FrontPage." The interesting thing was, we launched it to the list, and Alex and I had a little bet about what we thought the number one question would be. Both of us were wrong. We were both really interested to find out that database integration and the wizards and tools built into FrontPage was number one. Alex: Paul, a quick question for you. Who is the only marketing genius on the planet? Paul: The customer is. Period. It was funny. I had done one of those fancy 12-point surveys. I pulled out my old college surveying textbooks and wrote what I thought was a great survey when I did FrontPage Secrets. I did get great information from it, but I directed the whole thing.
15 When using an ASK™ page, you can find out what the customer really wants to now, not what you think they want to know 15
The thing that was interesting about using the ASK™ page was the customer directed it. I had no idea that that many people were interested in the database integration features. That was really interesting. I knew that people were frustrated about FrontPage extensions and the whole publishing feature, but I really didn't know how frustrated they were. Boy, they let me know on the questions. It was incredibly obvious to go in and do the keyword analysis in the ASK Database™ to find out what the keywords were. It was amazing. The questions were almost identical at times. Alex: Yes. Something else you will notice at www.AskPaulColligan.com/teleseminar is at the very bottom of the page. We have a little VIP code. When people registered, all we asked for is their name, email address, phone, fax and VIP code. We asked for those things for very specific reasons. We wanted to be able to communicate with people by email, but we also don't mind calling them up either, if they don't mind hearing from us. We don't mind faxing to them, if they give us permission to. That way, we could remind them that the call is coming up, or let them know what else is available. This option is great because we know that there is no spam checker on earth that can stop a fax, especially if you've given us permission to communicate that way. Didn't you find that some of the questions that came in were relating their support of the call and their greatfulness over the fact that we communicated with them? Paul: Yes. Actually, that was the other thing. One of the top keywords across all of them was the word "thanks." Many people said, "Thanks, Paul, for letting me ask this question; thanks for the opportunity; or thanks for offering this way of communication." That was really surprising.
16 People appreciate it when you ask their opinion, and it builds a real rapport between you and them 16
I've had lots of people who have, since then, emailed me because we had to delay the teleseminar for a month. I got dozens and dozens of emails from people asking what happened to the teleseminar. There's a real connection that happened with the audience through this that I've never had before. Alex: Just through the ASK™ survey. Paul, thank you very much. Any final comments? Paul: Just that this is the real stuff. Thank you, Alex. Alex: Onward to Case Study #9, www.AskStephenPierce.com. What is Stephen Pierce great at? He is great at capturing targeted website traffic at zero cost. So, we asked people, what's their most important question? We got over 600 questions. We, then, took the 12 most specific and relevant questions from the surveyees to create the sales page, which can be found at www.AskStephenPierce.com/teleseminar - Case Study #10. At the very top of the page, it says, "Alex Mandossian Grills Stephen Pierce On How To Drive Targeted Website Traffic." It was a two-hour conference about the "12 Overlooked Secrets To Capture Highly- Targeted Website Traffic At Zero Cost!" Pop quiz for everyone. What's the number one question asked? Well, let's look at bullet number one, "How do I build online subscription lists fast with little or no money?" What was the second most asked question? "How can I attract product buyers, not just time-wasting "tire-kickers?"
17 With an ASK™ survey, you can gain a real connection with the audience 17
Number three, people wanted to know about using the marketing tools to convert prospects into customers. Do you see the power of this? Again, your prospects and customers are writing the sales copy. That is the power of the way this whole process works. About Case Study #11, many people have told me, "You know, Alex, this is a great idea, the whole ASK™ methodology and the ASK™ method of marketing, but that's only for B-to-B, business to business. It doesn't work for B-to-C." Really? Well, I worked with a couple, Susie and Otto Collins. They teach people and couples how to create more meaningful and loving relationships. Again, we had an ASK™ landing page, which is basically the same format that you've seen throughout. It said, "What's your single, most important question on how to create closer and more meaningful relationships?" Now, if you go to Case Study #11, www.AskSusieAndOtto.com/teleclass, you'll see, "Join Us For This LIVE! 90-Minute Tele-Class, 12 Proven Secrets To Create Closer, More Meaningful Relationships!" The most asked question was, "How do I find the right person I can love for the rest of my life?" Do you see it there, that red hand pointing to number one? The second most asked question was, "How do I get closer and feel more loved in my current relationship, and teach my partner how to do the same?" The third most asked question, "How do I eliminate the habit of taking my lover for granted?" The actual question that came in was, "How do I stop taking my lover for granted?" We embellished a little bit, but it worked. It was the first teleseminar that couple had ever done. It was very, very successful, and for the first time ever, they got money for a teleclass. They had eBooks before, but they had never done a teleconference. Now, they're connecting with their constituency a lot closer and with more meaning, simply because of that strategy, using a teleseminar.
18 When you use the ASK™ survey, your prospects and customers write your sales copy for you 18
A teleseminar is much more intimate than an eBook or a physical book. If you want to check out the books they offer, you can go to www.CollinsPartners.com. You'll see all of their eBooks there. Case Study #12 is www.AskFrankKern.com. Frank Kern is currently doing a teleconference with Ed Dale. They have a Website that is about to launch called www.UnderachieverMethod.com. They use the ASK™ methodology. Prior to launching www.UnderachieverMethod.com, Frank and I did an ASK™ campaign together. That landing page at www.AskFrankKern.com. The question was "What's the single, most important question you have about building your Internet Empire from scratch?" We got hundreds of questions. Case Study #13, www.AskFrankKern.com/teleseminar, is the landing page for the sales letter. The same format. We picked 12 questions. Look at the title of the teleseminar, "Answers To 12 Ways On How To Build Your Internet Marketing Empire From Scratch!" Very straight forward and very simple. Let's move on to an audio postcard - Case Study #14. This audio postcard was for a tele-conference from another www.AskAlexMandossian.com survey. You can find the postcard at www.MarketingManuscripts.com/audiopostcard2.htm. About a year ago, I had www.AskAlexMandossian.com, and it looked a little differently than it does today. I got just under 1,000 questions about web traffic conversion. I picked eight of the most popular topics. This postcard was for one of those topics - Order Pages - "How do I make my order pages have greater pulling-power?" With these eight topics, I am having an eight teleclass series from all of the hundreds of questions I got. When all eight are complete, they are going to go into a CD and DVD collection of eight. It's going to go into a box and be a hard product with transcripts. It's called "Marketing Manuscripts."
19 If you get a lot of questions on a certain topic, you can actually do a series of teleclinics 19
I'm doing this Marketing Manuscripts series with Bret Ridgway. You can click through the postcard, www.MarketingManuscripts.com/audiopostcard2.htm, to see the order page to that postcard. You will notice that I use a lot of audio these days to promote my teleconferences. Case Study #15 was an ASK™ campaign I did with my good friend, Tracy Childers, who's known for developing product. He works a lot with audio, Sound Forge, and with video, Camtasia. Go to Case Study #15, www.AskTracyChilders.com/registercall.htm. Tracy, are you with us? Tracy: Yes, I'm here, Alex. Alex: Tell us a little bit about what we did here, why we did it and how successful it was. Tracy: This is a cool campaign, because logistically it really shouldn't have happened. There was so much going on. I was on vacation with my family. We went down to the beach. We just threw it together and put all the questions in the ASK Database™. I guess we gathered about 60 to 70 questions. I sent it out to a fairly small list. We narrowed it down, and then, did a call. We had about 150 people on the call. We were promoting a seminar, to which I had an affiliate link, and probably did about $10,000 worth of business just on that call. Alex: And, we did it with the world's first opt-in through an audio postcard, which is at www.AskTracyChilders.com/registercall.htm. The audio there is still live if you want to play it. You just put in your first name and email address.
20 Using audio on your ASK™ page or your postcard can dramatically increase your pulling power 20
The thank you page for this call is Case Study #16. It included the time, the date and the passcode to the call - www.AskTracyChilders.com/registerthanks.htm. Tracy, the thing that was funny about this was that you did it on vacation. You did it with a full family, I guess, near your hotel room. You set up a little office there, and we did about $10,000 together in less than two hours, because we asked them what they wanted to hear. It all started by a simple ASK™ campaign. Tracy: I recorded the whole thing, Alex. It's on there. If you opt-in, you can actually listen to the entire call. Alex: Okay. Tracy, where can people find out more about what you do? I know we'll be working together more in the future. Tell us a little about what you do and where they can find you. Tracy: I teach people about creating information products, primarily utilizing audio and screen capture. I've got one of my products posted at www.ProductProducer.com. That's the best way to view more information about me right now. Alex: Tracy uses the ASK™ methodology very well. Any final words? Tracy: Yes, I'm putting another one together right now. You mentioned registering domain names with your first and last name. I got another one, www.AskTracy.com. I'm going to do exactly what you've been talking about on the call, with all these people doing a teleconference, and selling the teleconference.
21 Teleseminars can be done from any location with a phone, even when you are on vacation 21
Alex: Thank you, Trace. I call you Trace. I also call you T. I guess you could do, "AskT." Anyone can use their nickname, or even just a first name, if you have a name that's kind of unusual or spelled differently. AskAlex.com wasn't available, but www.AskAlexMandossian.com was, because I think there's only one in the world with that name. It was very simple to get. So please, go ahead and register your name, and at the very least, you can have content and connect with your database. Trace, thanks very much for joining us. Tracy: Thanks a lot, Alex. Alex: I promised Armand Morin that I would get him on before 6:15, and I'm going to do just that, even though some of his case studies are later on in the call. Armand, are you with us? Armand: I'm here, Alex. Alex: Thank you very much for joining us. Tell us a little bit about how you've been using the ASK™ methodology at www.MyAffiliateCenter.com with the Big Seminar and the Audio Generator™ Websites. Armand: Well, the first time we utilized it was with Audio Generator™. As many people already know, Alex, Rick Raddatz and I own Audio Generator™.
We had a lot of people abandoning the site, so we were looking for reasons why people weren't buying our service. So, we simply just asked them. We put an exit pop-up on the page. You can see it at www.AudioGenerator.com/popup1.html. Alex: Actually, it is our Case Study #46, and Case Study #47 is another pop-up we tested. One of those two pulls 346% better, and we'll be talking more about that later in this conference. We used this pop-up because 98 out of 100 people were leaving the site without ordering. So, now when people leave, they see this pop-up. Armand: Exactly. We simply asked them why they were leaving. We said, "Don't go just yet. I need your advice. Please, tell us the number one reason why you're leaving without giving Audio Generator™ a fair try?" We tested this with it playing automatically, and we tested it without playing automatically. If you go to www.AudioGenerator.com/popup2.html, which is Case Study #47, you have to click the play button. We found out that, by breaking the person's state when they're leaving the page, we are forcing them to look up at this pop-up. In doing this, all of the sudden, the response rate had a dramatic increase - a 346% increase in the amount of subscribers. That led us to something else though, as far as a monetary increase in sales. By taking that information that we collected in the ASK Database™ through this exit pop-up, we found that the number one reason why people were leaving was simply the price. We decided to simply change our headline. Alex and I sat down and went through several different headline renditions, based upon what we learned. We wrote a headline that was geared to confront the price objection, and just by changing the headline, we increased our sales by over 400%.
23 You can use an ASK™ survey to catch your abandonment traffic 23
Realize, we only changed the headline due to the response we received from our exit pop-up through the ASK Database™. Alex: The only remorse I have is that the headline we used was not my headline. That was Armand's headline. But, if you go to www.AudioGenerator.com, you can see the headline. We realized the question wasn't as much about price, as it was about value. If we could show people the value of Audio Generator™ - that at less than $1 a day they could get all of this value with all of these audio postcards and all of these audio pages with Audio Generator™ - they would buy. We felt that we weren't doing the job, so we just drilled them between the eyes and put that $1 in the headline. As Armand just mentioned, we have increased the attraction and gotten dozens more people per day to sign up. We believe it's because of the headline. That's all we changed on that website. What about www.MyAffiliateCenter.com? You're using this technology in a very specific way on that site. Armand: Exactly. At www.MyAffiliateCenter.com, we train people on how to become better affiliates. When a person logs into MyAffilliateCenter.com, once a day, they're going to see this message that says, "Stop. We need your help. What's the single biggest problem about affiliate marketing you need to know about right now?" You can see it at www.MyAffiliateCenter.com/members/ask.html. Again, we use the ASK Database™ and have the audio combined with the ASK Database™, playing automatically like that. Alex: That is our Case Study #35, under Secret #3.
24 Sometimes people complain about price, when perceived value is the real problem 24
I recommend that everyone go to www.MyAffiliateCenter.com and sign up. It's free. Once you sign up, you will have all these affiliate tools and tricks of the trade that Armand is teaching you. This is the pop-up that will come up when you go into the user interface. Is that correct, Armand? Armand: Yes. As soon as you log in, it is the first thing that you'll see pop up right in front of you. I believe we've had over 1,500 responses, so far, and more growing everyday. We're learning a lot about affiliate marketing. What makes this great is that we can take that and gear our teleseminars for our affiliates - our members - on this content. We just take several topics that are the most requested, and we gear our teleseminars for it. So, there's very little thinking on our part as to what we need to do to train these affiliates. They're already telling us what they need to know. The last part that we're getting ready to do this week is utilize the ASK Database™ in something totally different. This was a suggestion from Alex. As many people know, Alex has been speaking at many of my Big Seminars for the past year. What he suggested for me to do, that I thought was just brilliant, was just prior to a person coming to our seminar, we're doing an ASK™ campaign for not just one speaker, but for every single one of our speakers. We are going to gear our whole seminar around the ASK Database™, meaning the information that we get from there will be presented at the seminar. So, the content of the seminar is going to be geared 100% towards the crowd that's sitting in that audience. I think it's going to be a tremendous success like that. Alex: I can't wait to see these speakers stand up and say, "Okay, you asked this question. Well, here's the answer." And, put it on the Power Point presentation.
25 When you have a seminar planned, you can gear it completely to the audience who is attending 25
Armand, thank you very, very much for joining us tonight. I've learned so much from you over the years. You are my number one user at www.ASKDatabase.com, so I hope that continues. For everyone listening, you don't need to use the ASK Database™. That is just something that is very convenient and effective. You can get these survey results in any way you want to. If you're a programmer, you can figure out a way to dump it into a spreadsheet. What Armand has been talking about, though, is an online version called the ASK Database™. You can go to www.ASKDatabase.com. This is where all the data is being dumped into from the ASK™ methodology. Armand, any final words? Anything on the Big Seminar? Armand: The next Big Seminar is March 19th-21st in Orlando, Florida. People can go to www.BigSeminar.com to get more information. If they want to pre-register, it will cost them absolutely nothing to do so. There's one thing I want to add before I jump off here, Alex. I wanted to make a comment on what you just said. You said a person could do this on their own. That's true. In fact, I could certainly put this together and probably do it myself, but it would take so much time and so much energy. The reason I use the ASK Database™ is because it's right there, it's quick. I can set up these campaigns in just a matter of minutes. That's why I use it. To search all of this information would take so much time, but this makes it so much easier for me. I believe this whole ASK™ technology that we're talking about is really going to skyrocket many people's incomes once they start utilizing it - especially, once they start utilizing it properly.
26 The ASK™ Database is a convenient and effective way to find the results of your survey 26
Alex: Well, my goal is $1 million with no employees next year, just using this. And, hopefully, with your help and others, we'll make it. Armand, thank you very much. Armand: Thanks, Alex. Alex: One thing that I have surveyed time after time with teleseminar visitors and listeners - and I do about three to four teleseminars a week - is a large part of my income comes from teleseminar marketing. When I've asked them what the most enjoyable thing about the teleseminar was, do you know what the number one answer is? I mean bar none. This has happened over three and a half years. Not content, not your enthusiasm, not the guests that you get like Armand Morin, Les Brown, Paul Colligan and many other distinguished guests who are going to be on later today, not that. The number one response I've gotten from the people who have responded to that survey - "What was most enjoyable part of the seminar?" - was the two-minute break I give every 40 to 45 minutes. The two-minute break, of all things. I have found that, what your backside cannot endure, the mind cannot absorb. That's my mantra. So, please everyone, stand up. Stand up right now and shake out. We've gone through a lot of content so far. We've got a lot more to go. We're 45 minutes into this presentation. I recommend that, if you do teleseminars, you offer breaks during your presentation, as well. Whether your guests are paid or free, don't torture them. Make them stand up. I want you to give yourself a little neck rub. Make your neck go back and forth, and turn your head around. I'm going to go live right now and see how we're doing. If you like what you're hearing, just scream "YES."
27 During your presentations, give your guests a twominute break every forty minutes or so 27
Group: YES! Alex: By the way, there is nothing more gratifying than doing that with over 600 people on the line. When you give your guests a break, always go live and make it interactive. Try to do it as a dialogue, not a monologue. There's been a lot of talk on message boards and in conferences about the power of the ASK™ method. I've been getting a lot of publicity and press about it. It doesn't bother me. I'm wired for acknowledgement like everybody else, and I love it. I'm grateful for it. But, let me tell you, this was not my idea. This idea started 2,500 years ago. It was started by a famous Athenian philosopher of antiquity. He had an unwavering commitment to discover the truth and set a standard for Western teaching and philosophy. In fact, the innovative method that he created - his method of teaching - has been incorporated in today's law school programs, nationwide and worldwide. I personally believe it's the best method to market and teach. Do you remember Professor Kingsfield in the movie "The Paper Chase," and the terror his students felt every time they entered his legal contracts class? Kingsfield used the method - I'm talking about is the Socratic Method. Oddly enough, Socrates, who is the philosopher I'm talking about, wrote nothing. He just simply walked around in his sandals and asked questions. Most of our knowledge of Socrates comes from his best pupil and student, Plato, who of course, was the teacher of Aristotle. Unfortunately, Socrates was put to death in 399 BC, just because of his ideals. He was born in 469 BC. He almost lived 70 years. That's a long, long time back then. If you walked up to Socrates and said, "I know what it means to love, or I know what virtue is, or I know what justice is" or even if you asked him, "Can virtue be taught?" He would ask you, "Can you tell me what virtue is?"
28 Keep your teleseminars interactive and include dialogue 28
Let me repeat that. You walk up to him and ask, "Can virtue be taught?" He would ask you, "What is virtue?" He would try to tap into your mind to see what virtue meant to you because virtue is ethereal. It's very difficult to define. The Socratic Method is the ASK™ method. I've really just borrowed it from Socrates. It's conversation. It's discussion, where two or more people are assisting one another in a dialogue to find out the answers to difficult questions. There are five simple steps to the Socratic Method. The first step is question. You pose a relevant survey question. There are two species of questions. The first type is the moving toward question - moving towards pleasure. Remember, pain and pleasure are the twin motivators of human psychology. We're motivated by pain or pleasure. We're either moving away from something, like pain, or moving toward pleasure. So, what is the question? The question is, "What's most important to you about _____?" Then, you fill in your topic of expertise. That's the moving toward question, moving toward pleasure. The other question is one that Marlon Sanders, a great internet marketer, uses often. I have learned a lot from Marlon, and the moving away from question that I use in the ASK™ methodology is, "What's your biggest problem with ?" That's pain. "What's your biggest problem with Web traffic conversion?" That's moving away from. "What's your most important question about Web traffic conversion?" That's moving toward. So, step one is a question. Step number two in the Socratic Method is a hypothesis. After you get a bunch of questions, problems or statements, you review the survey results and come up with a hypothesis. It's not the truth, yet. It's a perception of the truth.
29 Ask a question that either moves people away from something or moves them towards pleasure 29
Step three is testing. You test it. You cross examine it. You try to refute the hypothesis. We do it with teleconferences. Let me give you an example. Do you think every ASK™ campaign I've done has been successful? Far from it. If I ask a database of 50,000 people what's most important to them about something and I only get 80 questions, there's no traction. I look for 2-3% traction. If I don't get it, I don't hold the teleconference. Isn't that great? You don't have to waste any time. All you do is send out a survey question. If no one cares, then no one's going to show up at the teleconference. So, that's testing. That's step three. Step four, you accept or reject the hypothesis. In other words, you continue if you get a lot of questions, like we did here, or discontinue if you get zero questions. Then, the fifth step is the CTA, or the Call To Action. You just take action. Right now, we're having a teleconference for that reason. In fact, it's free. You can pay for the audio transcripts and the resale rights to this call if you go to www.AskMyList.com/transcripts.htm. This is a copyrighted teleconference, but I wanted you to hear it for free. Again, five simple steps to the Socratic Method: a question, a hypothesis, testing the hypothesis, accepting or rejecting the hypothesis, and taking action based on the acceptance or rejection of the hypothesis. The ASK™ methodology uses these same principles, which have endured for 2,500 years through Socrates. He is the giant whose shoulders I stand on. During the past 12-months, I have personally made a little over $428,000 using this methodology. As I mentioned last year, I would like to make over $1 million in 12-months during 2004 using this methodology.
30 Not every ASK™ campaign will produce traction, but at least you won't be wasting your time on a seminar people aren't interested in 30
If you make one-tenth of that, $42,800, using this methodology, then it was worthwhile for you to spend two hours with me on this call. That's my wish for you. Right now, we're covering teleseminars or seminars. You've heard already from the great Les Brown. You've heard from Tracy Childers, Armand Morin, Paul Colligan, and we have many more guests. Let's go to our next case study, www.AskMyList.com/yesorno.htm, Case Study #17. How did this call about the ASK™ methodology come to be? If you go back to about four weeks ago, I sent out a very, I would say, innocuous email. It said, "Hey look, I'm going to have a teleseminar on December 30th because, back in my infomercial days, that was a great time to promote something. I don't know if it is. You tell me, click yes or no." Just under 900 people clicked yes, and less than 200 people clicked no. So, that's why we're having this teleconference. If you clicked yes, you got a PDF document. That document is Case Study #18. You can view it at www.AskMyList.com/Yes_Thanks_Page.pdf. At the very top of the PDF, it said, "Thank you for voting, 'YES.' Please print this page and tape it on your wall." Why did I have people tape it to the wall? That is the very reason many of you are here now. Use this methodology for your own presentations and teleconferences. I'm physically giving you something. I'm having physical cyberspace printed out on many walls of my list. I want you to do the same thing. You can do this. www.AskMyList.com/nothx.htm, Case Study #19, was what they received if they clicked no. There was an audio message from me. It says, "Thanks for your candor. Well, if you want to get a sneak peak of what I'll be talking about, go to..." and there's a little button there, which I'm pointing to, for www.AskDatabase.com. Guess what the content from this recording and the transcripts of this teleconference is going to be? It's going to be an audio eBook, hopefully viral, to sell the ASK Database™ for all of its affiliates.
31 Encourage people to print out your information and tape it to their wall 31
I am creating content as we speak. Every step of the way has been ASK™ method oriented, or as I mentioned, Socratic Method oriented. If you go to www.AskDatabase.com, which is Case Study #20, you can check out that I have an ASK™ question right there. When you ask your question right there, I'm asking you to opt-in for a test drive. If you would like a free test drive of the ASK™ Database, just send a blank email to TestDrive@AskDatabase.com, which is Case Study #21, and you will get a free test drive for 21 days on how to use the ASK Database™. Let's go back to teleconferences that have not occurred yet. Case Study #22 is with Jay Conrad Levinson at www.AskJayConradLevinson.com. Jay is the father of guerrilla marketing. He's a mentor of mine and lives near my hometown just north of San Francisco. The question that Jay has is, "What's the single, most important question you have about marketing in a sluggish economy?" Over 850 people responded. That level of response is going to be culled and evaluated. We're going to pick 21 questions, and in the first quarter of 2004, we will be doing a teleconference, in which I will be grilling Jay on the answers to the 21 most important questions on how to market in a sluggish economy. Of course, that's about guerrilla marketing. Let's go to Case Study #23, www.AskPaulHartunian.com. This is the man who created a legend with the Brooklyn Bridge. A famous headline, "New Jersey man sells Brooklyn Bridge for $14.95!" Do you remember that? He sold little pieces of the Brooklyn Bridge. This is Paul Hartunian. And, what's his question? Well, we haven't even sent this email out yet, but I want to do this with him probably in March. His question is "What's the single, most important question you have about getting free publicity?" If you have questions, submit them.
32 When you have a large response to an ASK™ page, you should carefully evaluate all you can do with those questions 32
I'm going to handpick, with Paul, 21 questions. He's going to answer them one by one, and I'm going to be the interviewer. Do you see the JV - joint venture - aspect of this? I do all the work. I find an expert. I get 50% of the profits. You can do the same thing. Go to Case Study #24, www.AskJimmyBrown.com. This event hasn't been done either, but I want you to see something before it comes to fruition. Jimmy Brown is the master of viral marketing. "What's the single, biggest problem you face with making your online marketing more viral?" Pop quiz. Is that moving away or is that moving toward? What type of question is that in the Socratic Method? That's a moving away from question, because it's a problem question. When we send this out to his databases, we're going to get a bunch of problems, and he's going to solve them. Now, many people look at the ASK™ methodology and say, "Well, this is great, but so what? So, you have one teleconference from it." No, you don't just have one teleconference. You have the teleconference. You record and transcribe it. Now, you have a product. You put that product up on a website, and you sell it on perpetuity. In other words, you sell it forever, as long as it lasts. How about all the other questions and problems you didn't even discuss or choose during your teleconference? Those are new product ideas. That is the power of the ASK™ methodology. Go to Case Study #25, www.AskMarlonSanders.com. Marlon doesn't even know I have this page up. It says, "What's Your Single, Biggest Problem With Becoming A Successful Internet Marketer?" I don't know if that's the problem that we're going to ultimately talk about. I will ask Marlon. Sometime next year, Marlon and I will do a joint venture on this. Marlon is a master at surveying. Check out www.PushButtonSurvey.com. It is very powerful methodology. He surveys. He asks 12 questions.
33 Once you have a teleseminar, you can then turn that into a product that you can sell forever 33
Marlon knows the power of surveys, and that's why I wanted to use him. He will be on one of my calls soon. Let's look at Tony Robbins, www.AskTonyRobbins.com, Case Study #26. "What's the single, biggest challenge you face with creating the life you want and deserve?" "Challenge" is the verbiage that the Robbins' Research uses. They don't like "problem;" they look at "challenge." Neurolinguistically, that's the verbiage they like, and so this is the verbiage we're going to use. "What's the single, biggest challenge you face with creating the life you want and deserve?" This is a Tony Robbin's question. Do you see that button there that says, "Submit My Challenge?" You need to make sure the button and the directions have the same wording, "Submit My Challenge!" There will be an audio message from Tony. This look and feel of royal purple is the look and feel of his website. This is how I'm going to sell him on this ASK™ campaign teleconference. Many of you may be laughing at my next Case Study, #27 - which is fine. But, you know, if you shoot for the moon, you hit the roof. If you shoot for the roof, you hit the couch. So, I'm shooting for the sun, not the moon, so I can hit the moon. It is www.AskBillGates.com. I own this. The question I'd want to ask Bill Gates if we ever had this teleconference is, "What's the single, most important question you have about the future advancement of software technology?" Now, let me ask you a question. Why can't we have a CEO summit with all Microsoft users, where they go into this web page and ask Bill these questions? We can use the ASK Database™, which he probably will reverse engineer and have available at www.MSN.com. Why can't we do this? We can. Of course, we can. And, I'm going for it. Right now, I'm putting pressure on myself publicly, in front of over 600 people, to show you that this is possible. I own www.AskBillGates.com. I own www.AskBillClinton.com and many, many other Ask.com names.
34 Make sure your button has the same wording as your directions 34
If you have a database of over 20,000, call me, and I will do a JV with you. You can reach me at 415-382-1212, or just email me at Alex@AskMyList.com. That first secret, "How To Create AWinning Teleseminar From Scratch," had 27 case studies. The reason I had so many is because if you're going to give a presentation, you want to find out what the curriculum should be before you give it. That's how to have winning curriculums, using all those landing pages. You can do this offline too, like I did with Supersmile. Do you remember that story in the very beginning? You can do it offline. But, online is faster, easier and takes less effort, and it's a heck of a lot more economical. We're going to go onto secret number two, but remember, these are tested ASK™ campaigns that make you rich. You want to win the hearts of more cash paying customers and take the guesswork out of marketing. That's my promise, and the proof is what I'm offering you now. Secret number two is "How To Use Opt-Ins To Capture New Product Ideas." As a reminder, if you want to get the PDF document of all the case studies, just go to www.AskMyList.com/casestudies.pdf. Case Study #28 is www.LoveLettersNow.com. My client and good friend, Leslie Karsner, are you on the phone with us? Leslie: I'm here, Alex. Alex: Leslie, thank you so much for joining us. Tell us a little bit about Love Letters Now and how you incorporated this ASK™ methodology at your opt-in box. Tell us why you did it, and what has been the results.
35 An ASK™ landing page allows you to build winning teleseminar or seminar curriculum from scratch 35
Leslie: Well, I started out by putting a question in the opt-in box, and I was manually cutting and pasting the answers that I was getting. I wanted to find out if I was providing the kind of love letters that my clients wanted. When people order the whole collection of Love Letters Now, are they getting the style of love letters, which meet their needs in their relationships? Alex: Now, let me interrupt you. For everyone that has gone to www.LoveLettersNow.com, if you scroll down to a little over half way down the page, there's a blue box that says, "Send Me Two Sample Love Letters!" It says the the Love Letters Now collection has over 200 love letter templates. In other words, the two lovers don't have to do any work. Leslie: We've done all the work for you. Alex: You've done all the work. "We'll email you two samples immediately, and you'll receive Leslie's GoRomance! eZine." First name, email, and then, here's the ASK™ question, "What one kind of love letter do you need help writing?" In other words, you want to know the type of love letter they need help with writing. That's what they're typing in. Give us some background about why you came up with the site and what happens at that opt-in box. Leslie: Let me also just say, after I first started using the ASK Database™, I was bursting because of the responses I was getting and the way the ASK Database™ was taking all of that information and organizing it for me. Within two weeks, I had 1,400 opt-ins, and they are completely organized for me.
36 You can use an ASK™ question at your opt-in box to find out what people are looking for 36
Now, I know exactly what kind of love letters people need help writing, and I can find out what the number one type of love letter is that people want. Alex: So, not only did you get opt-ins, but you received topics, as well. Correct? Leslie: Exactly. It surprised me to know what the number one type of love letter that people want is. Alex, as you know, I wrote a book called The Long Distance Romance Guide, and I found that the number one type of love letter that people need help writing is with those people that are in long distance romances. They need help writing a love letter to their far away lover. Alex: What has finally happened? What are you going to do with all of these types of love letters? Are we going to do a teleconference together, or what? Leslie: We certainly are. Actually, the great news is, I've actually created a product since this began, called www.LovePoemsNow.com. Alot of people were saying, "I need help writing a love poem." So, we have about 50 love poems. Right now, it's included in the Love Letters Now collection, but it will soon launch on its own as it's own collection at www.LovePoemsNow.com. There's a whole new product, because I found out what my market was really after. Alex: What makes this interesting is that everyone is going to have an opt-in box anyway. You took the extra step and put one sentence underneath the first name and email, which is, "What one kind of love letter do you need help writing?"
37 Not only will the ASK™ campaigns allow you to develop teleseminars, they will also help you develop new products 37
That's eleven words and a question mark. Remember, the question mark is always more powerful than the exclamation point. Because of that opt-in box - which in your case goes into the ASK Database™ at AskDatabase.com - you are culling through over 1,400 different types of ideas. You can pare it down to whatever number you choose, whether that be 12, 21, 52 or whatever, and do one level of it per week as a coaching program. Leslie: Now that this is said, I also need to redirect my sales letter. I need to highlight those specific kinds of love letters that people want most of all - the ones that are in the highest demand. Alex: So, that is the strategy of using the ASK™ methodology at the opt-in box. Case Study #29 is yours as well, Leslie. It's the world's first delayed popup using the ASK Database™ / Audio Generator™ combo with an opt-in box. To view this case study, go to www.GoRomance.com/popup.html. Leslie, that it is the most color coordinated pop-up I have ever seen. Tell me about this. Leslie: Thank you. www.GoRomance.com is my portal website. It is sort of an online magazine with little mini-articles on Singles, Online Dating, how to keep the romance going when you have children involved and so forth. This pop-up opt-in box has helped me to now direct the kind of content that I will provide to my audience and to my visitors. It also lets me know what the next product is that I need to create, based on the questions that I'm getting. I found that that neatest thing that this does is it creates a real rapport, an affinity, a relationship, with my market.
38 Question marks are more powerful than exclamation points 38
My market is now able to talk to me directly, asking me their question. I'm also able to keep track of their questions, organize them and provide the people with the answers that they want most. Alex: As Jay Abraham has often said, "They've been silently begging to do this all along, but they just didn't have a forum to do that." Now, you've given them the forum to do it, by giving them a little ethical bribe, which is your weekly tips. You coupled those tips with your most important question about heightening romance. That's a great, great word, heightening. It's much better than increasing - heightening their romance. You've got to make sure that the verbiage is neurolinguistically adaptive to each target market. For Leslie's target market, that is the ideal question. Of course, you've tested it, and they're asking you questions from your portal site. If you go to www.GoRomance.com, you should see this delayed pop come in, in about 15-20 seconds, but I know that many of you have popup blockers. So, I wanted you not to rob yourselves of seeing this thing. It is very powerful. She also has the opt-in box in the lower left hand corner of the site as a regular optin box, rather than a delay. Again, this is "Opt-Ins To Capture New Product Ideas." Leslie, is there anything you want to add to the way you're using the ASK™ methodology or future sites that you're coming up with as a result of the technology? Leslie: More than anything, I'm just thrilled that you have saved so much time for me in terms of organizing all these opt-ins. In two weeks, to have 1,400 questions asked of me, how could I possibly manage that without the ASK Database™? Before this, I was doing it manually, so I am forever grateful. Thank you.
39 When you allow people to ask you their question, it builds a rapport and a relationship with them 39
Alex: Well, let me tell you something. I've never shared this publicly, so if I embarrass you, I apologize in advance. Leslie called me about four months ago and said, "I'd like to do an ASK™ campaign with you." I said, "Great. How many opt-ins do you have?" She said, "About 540." I said, "Well, I typically work with people who have 10,000 or more." So, she asked me, "Well, how am I going to get there?" She worked hard and after about two or three months she started increasing momentum. She has well over 10,000 now. I believe you're getting about 1,000 opt-ins per week at this point? Leslie: Yes. Alex: Well, that is just a tribute to you. Not only are you getting opt-ins, but you're finding out what your constituency wants. I believe you will be number one in your niche in the next year, probably even in the next six-months. At this level of momentum and with the word of mouth, especially through love letters, since you're touching two people's lives at once, not just one, you're going to do some great things. Go check out www.LoveLettersNow.com and www.GoRomance.com. Once again, Leslie Karsner, thank you very much. Leslie: Thank you, Alex. Alex: Onward to Case Study #30. Go to www.MenopauseResourceGuide.com. Don't ask me why, but I have written more menopause sites on the internet than any other living man. I have no idea why. I just know the target market very, very well.
40 With the ASK™ campaign, you have the potential of getting more opt-ins than you ever imagined 40
It's an effectively powerful target market, because any woman who is struggling with menopause needs action and results now - especially if they're taking hormone replacement therapy. They want alternative means. They want to know what their options are. Cynthia Denton, who is a client of mine, uses the ASK™ methodology on a site format that I have started to make more and more frequent online. It's like an "advertorial" approach. The site actually looks like a letter. It looks like letterhead, and it has no banner header. Many tests have been done by my friend, John Reese, on header versus no header. At www.MenopauseResourceGuide.com, scroll down to the very bottom of the page. On the way, you'll see a picture of Cynthia. She is also color coordinated with the rest of her site. At the bottom, you will see an opt-in that asks for first name, last name, email address, street address, city, state, zip. Then, it has a yes or no question, "Are you currently struggling with menopause?" I asked Cynthia recently at a conference, she said that 74% of the people who go to this site say yes. I say people, not women, because a man will struggle with menopause, as well, if he's married to someone who is struggling with menopause, believe me. I've spoken to gentlemen, and it's just as difficult on them. So, "yes" is answered three out of four times. Then, take a look at the ASK™ campaign she's running along with her opt-in, "What is your single, most important question about menopause?" What is this site? It's a free download to an eBook. The key is, once Cynthia gets 10,000 downloads of this eBook, she's going to go to a publisher and say, "Hey, I have addresses, names, email addresses, cities, states, and zips. I know who's struggling with this and what their most important questions are. I want to publish this book." Do you see the power of this?
41 You can make your site look like a letter, rather than the typical web page 41
That site alone is worth you spending hours to just study it. That's Case Study #30. You'll see the exit pop-up, by the way, from Cynthia, if you leave that site. Case Study #31: We've been talking about the ASK Database™. Let's take a look at www.AskDatabase.com. You'll see a box on the right hand side. It will have one of two questions. It will either say, "How do you plan to increase your sales and profits using the ASK Database™?" or "What's your single most important question on how to increase your profits using the ASK Database™?" I'm testing these questions as an A-B split, because I want to find out which question is more powerful. If you want to ask a question, go ahead and do that. Then, click "Submit my question!" Or if you don't want to submit a question, go to Case Study #32, www.AskDatabase.com/index.php?thankyou=1, and it will bring you to the next page. Now, the box is asking you if you want a test drive for the ASK Database™. After I get your question, it says, "To Get your 21-Day ASK Database™ Pro Version Test Drive for only 19¢ a day, fill in your first name, your email and retype your email." This is like a name squeeze, which Stephen Pierce brought to the marketplace, where you're getting the opt-in before you go to the webpage. This is an ASK™ squeeze. I'm squeezing out your question before I go for your opt-in. That's how I'm doing it on the ASK Database™. Can you do this? Of course you can. That rounds up secret number two, "How To Use Opt-Ins To Capture New Product Ideas." So, everyone please stand up. This is our second 45-minute segment. I'm going to go live and ask everyone how you're doing. If you wish me to continue, just yell out YES.
42 You can test your ASK™ question to see what will have more pulling power 42
Group: YES! Alex: All right. We're going to move on to secret number three, "How To Boost Profits From Membership Sites." You don't have to have a membership site, people. You can have an eZine. You can have any type of continuity product, and this type of methodology will help you. Case Study #33 is www.AskDatabase.com/ASKIndex/questions.php. When you go there, you're going to see a question. It's going to say, "This week, what's your single most important question about using the ASK Database™?" Now, where does this appear? Once you become a member of the ASK Database™, which you can test drive it for free for 21-days at the link TestDrive@ASKDatabase.com, you will see this pop-up come up. I want to do what I'm espousing. So, you or anyone who's using the ASK Database™, can ask me any question that you want - always. That will come up inside the user interface, or the membership area, of the ASK Database™. Case Study #34, once you have given me your question, then I will show you some of the questions I've answered. You see five of them here. You can go to this at www.ASKDatabase.com/ASKIndex/answers.php. Through Armand Morin and Rick Raddatz's technology of Audio Generator™, I am giving you on-the-fly answers that my own members have asked me. I'm going into the ASK Database™ for the ASK Database™ questions. I have asked them, "What's your single, most important question about the ASK Database™?" And, here I have given them five of those questions. You get five answers, and they're all in audio. I'm going to do about five or six a week, as much as I can do to keep up.
43 You can offer people answers to some of their ASK™ question online 43
If you ask me a question, you get to listen to the answer. I'm giving you the answers in real time. That is the Socratic Method in real time. That is power. If you have a membership site or an eZine, you can put this up anywhere and do this. I know Alexandria Brown, "The E-Zine Queen," can do this. Debbie Weil, at www.WordBiz.com, can do this. Anyone with a membership site can do this. Let's go to Case Study #35, www.MyAffiliateCenter.com. Armand Morin was with us earlier. Go to www.MyAffiliateCenter.com, and I want you to sign up for that - it's free. He has free teleseminars. He teaches you how to become a better affiliate. He teaches you how to market. You will see a pop-up when you log in for the first time. It says, "Stop! We need your help. What's your single, biggest problem about affiliate marketing you need to know right now? Submit your problem now." Is that moving away or is that moving toward? It's moving away - problem, pain. Then, you hear Armand's audio message, so that gets your attention. Wap! Your eye goes to the screen, and you see it. He has a membership site. Now, Case Study #36 is my oldest client in the internet community. Rob Bell is my dear friend. I often say about Armand Morin that his handshake is worth a 50-page contract, and I can say the same thing about Rob Bell. Rob Bell is CEO of www.1ShoppingCart.com. My guess is that many of you are members of www.1ShoppingCart.com. We faced a very difficult situation when we wanted to change the user interface. The membership area is the most important and intimate aspect of any online business tools. How do people navigate through the user interface area? Is it user friendly? What's the first thing they do? What's the second thing they do? Third? Rob Bell, are you with us?
44 You can use audio to draw people's eyes back to the monitor when they, otherwise, might lose attention 44
Rob: I am here, Alex. Alex: Rob, thank you so much. You're calling in from Canada today, correct? Rob: Yes. I am, Barrie, Ontario. Alex: Okay, tell us the story of this ASK™ concept that we did not long ago, and what actually spawned a whole teleclinic series. The teleclinic series is actually a tutorial in the user interface at www.1ShoppingCart.com. Tell us the story. Rob: Well, we knew our interface was in great need of an overhaul. We wanted to make it user friendly. At www.1ShoppingCart.com, one of the biggest challenges that we've always had is making our system very simple to use with our user interface. It's very powerful, and we wanted to make it simple to use. So, we came up with a new interface design. It took us several months to get it implemented. We have literally thousands and thousands of logins every single day. And, we wanted to find out, where do our customers go? What is the first thing that they do? We wanted to make the menu system intuitive, so that they were one click away from going where they wanted to go. The ASK™ campaign was the perfect way for us to get those answers immediately. Alex: Now, let me interrupt you, Rob. For everyone listening, I'm not counting on everyone having a 1ShoppingCart membership. If you do not, then as a courtesy,
45 If you want to make your site userfriendly, you can use an ASK™ campaign to find out where they want to go 45
Rob has put up a special page, www.1ShoppingCart.com/ask.asp, which is Case Study #36. Go there right now, and you will see what Rob is talking about. Go ahead, Rob. Rob: Basically, we created a pop-up inside of our account, and we put together this survey with Alex's help. It worked brilliantly. Literally, within an hour or two, we had great feedback data from our customers, telling us exactly the steps where they go. We had previously made some serious assumptions about what our customers do first, and surprisingly enough, Alex, we were wrong. Alex: We were dead wrong. In fact, anyone who has a 1ShoppingCart account or any of the private label accounts, if you just look down the left side and see all the tabs, you'll see in order, what our survey results were. What was the number one thing that people said they did? Rob: The number one thing that they did was check their orders. Alex: So, that's the first tab you see. Rob: Exactly. We couldn't put a price on that feedback. It's the same thing today. A lot of people ask me, "Where do you get your ideas for the new features that you put into 1ShoppingCart?"
46 You cannot make assumptions as to what your customers want, if you really want to be successful 46
It's really simple. I go to a lot of seminars. I listen to teleseminars, and I ask people, "What is it that you'd like to see? What is it that you're trying to accomplish?" Going forward into 2004, we're going to incorporate a lot of this technology, so that our customers have a major responsibility on the development of our application, and so that those customers will have the features that they want. There is no better way to have an application that people can use, than by simply asking them what they want. Alex: We're going to cover this case study a little later on, but Case Study #44 under Secret #5, was the first exit pop-up that actually recycled people back to a specific page for what they were looking for, using the ASK™ methodology. Tell us a little bit about that exit pop, and when we get to it, I'll remind everyone that this is what we were talking about. Rob: If anybody goes to the www.1ShoppingCart.com website right now and hits refresh or goes to another link, you'll see exactly what it is that I'm talking about. If you have pop-up blocker, you can go to www.1ShoppingCart.com/pop_advice.html. We were doing a lot of pay-per-click campaigns and advertising, and we wanted to make sure that we were getting the best results and best conversion of our traffic. We wanted to find out why people were exiting our website, and what better way than to just ask them? So, we built this survey and found out literally within a day. We had enough data to adjust both our sales copy on our landing pages and put more emphasis on some of the features that our visitors were looking for. The results were just tremendous. You can see we're still using it today. It gives us such valuable feedback that we can utilize for our traffic.
47 Once you find out why people are leaving your site, you can make appropriate changes on your sales copy and features 47
Alex: Bottom line - you are innovating no longer from your heads or my head. You've paid me a lot of money over the past five years just coming up with ideas. Now, we're asking your existing members and the people who are doing test drives what they want, and you're just giving it to them. Why did it take us so long, Rob? Rob: Well, Alex, I think all things happen for a reason. I think it's just a natural transition. Asking people what they want, like you said, gives you ideas for your copy, your website, any application or anything that you're doing. If you're going after a target audience, just ask them. When you do, you will get the answers that you need. Alex: Thank you, Rob. Any final comments? Rob: No. This is absolutely great, Alex, and I'll be on until the end of the call. Alex: Thank you. That's the great Rob Bell, CEO of 1ShoppingCart. He has been through all sorts of adversity on the road to becoming the number one eBusiness tool program for small businesses. If you have a database of just one to 4,200,000, you want to check out www.1ShoppingCart.com. Let's go to Secret #4: "How To Grab Dozens Of Testimonials Within 24 Hours." Quick story. Back in 1992, I was working at a direct response television media firm, and I stumbled upon an idea with a colleague of mine for Turner Broadcasting. Turner Broadcasting has all the MGM movies, "Gone With the Wind" and all those great MGM musicals.
48 Asking people what they want gives you ideas for your copy, website, application or anything that you're doing 48
We found a way that the cable network could make more money, since they owned the rights to the videos. After someone watched "Gone With the Wind" on cable, we put a little ten second blue screen - a ten second infomercial. That little ten second blue screen said, "If you would like the two-video collection of 'Gone With the Wind' so you can put it in your library and watch it at any time, call 1-800-..." I'm sure you've seen this with transcripts of "60 Minutes" and other shows. It's become very popular these days. Really, you have just watched a three-hour infomercial. You laughed, you cried. If it didn't have many commercials you were glued to your television. Then, it only takes you ten seconds to make that decision. Well, I've found that it is torture to grab testimonials from people sometimes. So, using that same concept, I put up a page before the teleconference or the physical conference - before any type of presentation. I think you should, too. You want to get people while they're hot. Right now, at this moment, if you want to give me a testimonial of what you've heard so far, you have the option. Whether you're in the States or outside the States, you can give me an audio testimonial or a written testimonial. Just go to www.AskMyList.com/testimonial, and you will see something that I prerecorded and did just for you. Plus, I will give you my Value Per Visitor Calculator™, which basically is a spreadsheet that I use for my own traffic conversion clients and for myself. It's a really cool little utility, based in Excel. All you do is you type in your testimonial or call it in, give me your email address and your name. Then, click the button where it says, "I want my free VPV Calculator™, Alex!" Just click that button, and you will get it. What did I just do? I'm not done with the call yet. Yet, I am asking for testimonials, now. Will I get a few? I hope so. There are over 600 people on this call. I bought 300 extra lines, and I know they're all in use. I'm getting testimonials right now, hopefully, or immediately after the call.
49 In capturing customers or testimonials, you want to catch people while they are hot 49
Let's take a look at some case studies where we have generated testimonials within 24 hours. Case Study #37, www.AskStephenPierce.com/testimonial, says, "I'm so glad you participated in our teleseminar! Please submit your testimonial below, and the information about your bonus gift will be emailed to you within 72 hours." When we put this up, we didn't even know what the bonus gift was going to be. We just knew we were going to give one. That's why we did it this way. Now, I do it in real time. You can do this. Anyone can do this.Use your Ask web address as the base, "www.AskYourFullName.com/testimonial." I use the ASK Database™ to have an archive of testimonials. If I want a testimonial about Web traffic conversion, I just type in a word search for "traffic conversion." Every testimonial that has the words "traffic conversion" in it pops up. Now, I want a testimonial that has the word "mentoring" or "coaching" in it. I type that into the ASK Database™ search field, and all the testimonials with those keywords pop up. That's the power of the ASK Database™. My good friends at www.AccessCafe.net, Frank Dearduff, who's on this call right now, and Zachary McCullough, have put in 1,200 man hours into developing this ASK Database™. Kudos to them. We pay homage to them because this technology is going to be used over and over again in the future. I hope you take a look at this. You get to use it for free for 21-days. Case Study #38 is www.AskPaulColligan.com/testimonial. Paul was on the call earlier. Check this out. It says, "Help Us Make Internet History, and the Free FrontPage Video is YOURS!" Do you see the ethical bribe, the FrontPage Video? He's giving you the option to call, whether you're in the States or outside the States, to leave a testimonial. Then, once you're done doing that, you can get access and the directions to the video. My point is, you need to have a testimonial page up during your presentation.
50 The ASK™ Database gives you instant searches to find testimonials relevant to your needs 50
Many of you are coaches. Many of you are presenters and public speakers. You can have a testimonial page and have it archived, so you don't chase people down on these when you need them. By the way, what if you had an autoresponder on day seven or day ten, after someone purchased your product? It could be a piece of software, an eBook, an audio eBook, diet and weight loss products, ingestibles, topical - anything really. It does not matter. After they have used your product, you can send them an audio postcard and say, "Hey, now that you've had our product for the last seven days (14 days, 21 days, just fill in the blank), please visit XYZ.com/testimonial and give us an audio testimonial. If you want to send us your picture, great. We will send you a free sample, a free tube or some ethical bribe. You can do that on auto pilot. I'm doing it right now as we speak with many of my products. You don't have to have a presentation. You can do it with autoresponders. Just have the page up with a "/testimonial" extension, and you are good to go. Case Study #39, www.MarketingManuscripts.com/testimonial. Remember MarketingManuscripts? There are eight different topics that people time and time again want to know about Web traffic conversion. So, it's going to be an eight CD collection, when it's finished. This is where people come in. I already received over 80 testimonials after completing only the second out of eight of these. That's one quarter done and I already have more than 80 testimonials. That is powerful. I don't have to chase people. Where do I put those testimonials? I put them on the sales page. Through autoresponders. I can use it as an exit pop-up like, "Here are 21 more reasons why you should give Marketing Manuscripts a fair try." Those are 21 testimonials.
51 Use testimonials as proof to why someone should buy your product 51
These are great ideas. Please take advantage of them. Most recently, I received a lot of testimonials for Case Studies #1, www.AskAlexMandossian.com, and #2, www.Trafficology.com/alex.html. www.Trafficology.com/testimonial is Case Study #40. It says, "Welcome All Trafficology Subscribers. Once you submit your testimonial in the space provided below, I'll give a free copy of my new VPV Calculator™." Does that sound familiar? And, look at my mistake. I haven't even changed this yet, and I still got testimonials. Under the headline, it says, "Type in your question in the space below, and then click 'Submit My Question!'" That's not what it's supposed to say. It's supposed to say, "Type in your testimonial, and then click 'Submit My Testimonial!'" You don't have to do it perfectly, you just have to do it. Just do it, even if the copy isn't perfect. We got testimonials, and they were really good ones. Thank you to all of you who gave me testimonials on that particular call. Remember, if you want to give a testimonial for this call, please go to www.AskMyList.com/testimonial. Onward to Secret #5 - "How To Recycle And Monetize Website Exit Traffic." Please listen up. This is very, very important. If you're off the chart successful, super successful, only three out of a hundred people will buy from you. That's a super successful website. I have seen as high as 8%, but it is rare. 3% is excellent. At www.MarketingWithPostcards.com, I make five figures month after month, and I get less than 1.5% conversion. I have a $247 product, so I don't need that much conversion. If you get 3%, you're off the charts successful. Now, people say, "Wow, I got 3% conversion!" But, you need to ask yourself, "What about the 97% of the people who didn't buy? What do I do with them?"
52 Your testimonial or ASK™ page does not have to be perfect - just make sure you do it 52
You need to find out why they're leaving. The next sequence of case studies is all about exit traffic, recycling and monetizing. These case studies are all exit pops, but I want to take you to actual web pages, so you see the exit pop. For Case Study #41, go to www.StopMarketingMistakes.com and refresh the page. You will see the exit pop-up. My good friend and client, Shirley Hansen, says, "Wait! I need your advice... What's the biggest reason why you are leaving us without giving us a fair try? Submit Your Answer Now." If you have pop-up blocker, you can view it at www.StopMarketingMistakes.com/exit.htm. Shirley takes that information from people who are exiting her page. She uses it to redo her copy, restructure her offer and change her order page. Do you think you get the truth from your customers? No way. They tell you what you want to hear. Do you get positive feedback that's real, authentic and true from ex-customers or people who are prospects that leave your web page? Absolutely. They're going to give you the truth. They have no reason to lie or make you feel good. You didn't have something that they wanted, so they're going to tell you the truth. Take their information and information from future visitors and use it to make marketing Judo and flip them into a sale. It's all about asking. Case Study #42. Everyone should own this piece of software. It's a very simple content checker called e-Filtrate. You can see it at www.e-Filtrate.com. This is Dori Friend. Refresh the page, and you will see her exit pop, which says, "Wait, before you go, I need your advice! What's the single biggest reason you are leaving without giving e-filtrate a fair try?" You can also view this exit pop-up at www.e-Filtrate.com/exitpop.html. Now, I can't tell you what the reasons are, because that's proprietary, but Dori took that information. She made different changes to her website, including her
53 You can use a simple ASK™ question to monetize your exit traffic 53
opt-in mechanism, and she has increased her traction and pulling-power as a result of this simple exit survey. Case Study #43 is for my good friend and partner, Marc Harty. He has www.StrategicTraffic.com. Go there and refresh the page. You will see Marc Harty and hear an audio message from him. He says, "Wait, I need your advice... What's the single biggest reason you're leaving us without giving StrategicTraffic a try?" This exit pop-up can be found at www.StrategicTraffic.com/exit.html. Do you see how "templatable" this is? Here it is, "Wait! I need your advice. What's the single, biggest reason you're leaving us without giving _____ a fair try?" You can fill in the blank with your product. The button can say, "Submit your answer" or "Submit your advice now." Do you see the pattern? I'm going to ask everyone, can you do this? Group: YES! Alex: Let's go to Case Study #44. This is the one that we talked about with Rob Bell. It is at www.1ShoppingCart.com or www.1ShoppingCart.com/pop_advice.html. The power of this is very, very simple. "What is the biggest reason why you have decided NOT to give 1ShoppingCart a try?" That was the only question we had on the first iteration of this pop-up. That was it, there was nothing else. The number one response we got was "I need a merchant account first." The number two response we got was, "I need a built-in autoresponder system." What do you think the number three response was? "I need an Affiliate management program." Number four, "I need an ebook digital delivery system."
54 Simply ask people why they are leaving your site without buying 54
So, we took those four answers and put them in quotes, because that is the conversation in the exiter's mind. Then, we allowed them to click that. Let's say you submit the first one. It says, "I need a merchant account." Then, you get a page that says, "Did you know, 1ShoppingCart can give you the ability to accept credit cards for your online orders for as low as $18.95 per month, 100% compatible with any shopping cart, not only ours, but any? Plus, we have a 99.4% approval rate, despite bad credit." How's that for specificity? Quick application takes 48-hours. Speed, acceptance rate and compatibility, the three most needed things, that's what the people are looking for with merchant accounts. If you click "Tell me more," then you go to a specific page just about that topic. You can do this, too. Find out what people are saying. Put little check boxes, and whichever one they check when they click submit, try to overturn and monetize their "no" into a shy "yes." Study that. It's a very, very powerful technique. Case Study #45. Just so you see that I have a sense of humor, I have a client, which is www.HealthDirectUSA.com. They offer excellent health products. They have a product that helps people overcome irregularity. They're using an exit survey to find out why people are leaving www.GetRegularNow.com. Can you imagine? You can see it at www.GetRegularNow.com/pop_survey.htm. They're getting answers in droves. It says, What's the single biggest reason why you've decided to leave us WITHOUT giving Sculpt n' Cleanse a fair try?" By the way, this is a very good target market. The baby boomers are aging, and some of the biggest problems these days are regularity and colon cancer, especially in men. So, you may be laughing, but it's a very narrowly defined niche, which they have captured very, very well. You should look into it. Remember, you drill a mile deep and an inch wide.
55 You can offer specific answers to people's objections to try to turn their "no" into a shy "yes" 55
Now, Case Studies #46 and #47 are the same exit pops that Armand Morin told us about earlier. You will notice that there is only difference between Case Study #46, www.AudioGenerator.com/popup1.html, and Case Study #47, www.AudioGenerator.com/popup2.html. Give it a try and see. The audio comes on automatically with Case Study #46, and with that one difference, imagine, we had a 346% increase in response. I don't know why. Maybe it's because it snaps the head up and tells you, "Wow, take a look at that." Did you notice that every one of the previous case studies had audio, except for GetRegularNow? So, if all you do is have an exit pop-up without audio, you're going to have a lot less traction. Add audio to it using Audio Generator™ or some other similar technology. You will increase your traction on your feedback. You want feedback. You want people to tell you why they're leaving. If you know why they're not buying, you can overturn their objection on your landing page. The most current exit pop-up at www.AudioGenerator.com is Case Study #48, www.AudioGenerator.com/popup3.html. With this, we are giving away instant access to a free teleconference that we did. It was content rich on how to use audio. That is why we're using it as an opt-in mechanism, with first name and email address. Again, you see Armand's picture and hear his audio message. Those case studies that I just shared with you, #41 through #48 demonstrate Secret #5, "How To Recycle And Monetize Your Exit Traffic." We've got ten minutes left until the top of the second hour. Let's go to Secret #6 - "How To Increase The Pulling-Power Of Your Headlines or Book Titles." I want to share a little story with you. I have been told that in the 11th hour, Napoleon Hill changed the name of his book to Think and Grow Rich. I believe it was originally going to be called Make a Boodle With Your Noodle. At least, that's the legendary story that has been passed down to me. I don't know how accurate it is, but I believe that is the story.
56 When you have an exit pop-up, it is crucial to have audio with it 56
Now, imagine if that was the title of that book, would he have sold as many millions as he did? He got the title, Think and Grow Rich, by getting feedback from his colleagues. Let's dive into Secret #6. Case Study #49 is a great story by my good friend, colleague and client, Debbie Weil, of www.WordBiz.com. If you go to www.WordBiz.com/newsletter/ask_campaign_ebook_title.html, you will see the actual ASK™ question that she had up giving the four titles she wanted people to pick from for her eBook. She took a vote. Imagine, the eBook is done, and she's having people vote on the title. Here's the pop quiz. Do you think that the people who picked the winning title will have less resistance to buying the book? Of course. People support what they help create. You should do this when you're coming up with new titles. Case Study #50, www.WordBizstore.com/preview_insider.html, has the winners of the contest. That is how to do a book title or headline. Let's say I had four headlines in my mind, and I said, "Look, I'm just about to launch my ASK™ Database at www.AskDatabase.com, and I don't know what headline I should pick. Here are four of them. Which is your favorite?" Nine times out of ten - you will have one or two that stand out way in front of the others. Don't ask me why. They just do. When that happens, what if you chose that as your site? What if you chose that headline for your eBook? What if you chose that for your title? Well, you will have a winning headline or a winning title. That's the power of asking. Ask them. Let them help you come up with a title. Don't come up with it out of your head, because nine times out of ten you will be wrong. There are these invention companies out there that will finance your invention. Imagine that. But, I don't need anyone to finance my invention. I just need to ask my list, or a list that I have access to, what they want. Then I give it to them. That way, I have pre-financed it.
57 If you ask people what they want, then give it to them, you will have it pre-financed 57
Secret #7 is "How To Produce Winning Info Products Out Of Thin Air." Right now, I want to introduce everyone to a dear friend and client of mine, John Jaworski. John, are you still with us? John: I'm still here. Alex: John, thank you so much. Please, tell us what www.Audio-Video-Creator.com, Case Study #51, is all about. John: www.Audio-Video-Creator.com is an ASK™ campaign site that I put up with my partner, Kenin Ford. My main business is selling confetti and streamer products, and I have a lot of celebrities that use it. So, I put it video on the website just to develop some credibility. I was looking for a way to try and deliver it without having the problems of awning players, different technologies and that sort of stuff that would keep my visitors from seeing it. I met Kenin, and he had come up with this idea. We sort of put it together and asked people. We sent this to a list of information marketers. Alex: I see you have an audio right there with your picture. John: Right. We're using Armand Morin's product, Audio Generator™. We decided we wanted to find out exactly what it was that people were concerned about when they're creating an audio or a video product.
58 When developing a new product, you can find out what people's biggest concern is about your product 58
We found out that video products, by far, are what people are more concerned with. Armand's already got a great product out there for audio. So, we decided to go after the video end of this. We found that a lot of people said that it was just way too complicated to do. Now to me, I've been using video since I first started on the internet back in the mid-90s. So, it's easy to me. I have found that sometimes we forget that people don't know what we know. Alex: That's true. In fact, the question that you have there, John, is, "What's the single biggest obstacle?" You use the word "single" just to narrow down the focus in the visitor's mind, so they come up with one and not many. Many questions can fuzz the focus. You have another great word there, "obstacle." People feel like they have obstacles. I've surveyed them. For Audio and/or Video, you say that you're "preparing to introduce a brand new, non-flash, non-windows media, non-quick time, non-real player dependent product to the market," which is really "nichifying" what you're about to release. I'm curious, what that is. Also, you have this really cool ASK™ campaign that has multiple choice or an "other" category, and you're actually capturing their email address and their name. So, what's happening there? John: Well, we're just about to release the product. We're having a couple of hiccups that we want to make sure we get taken care of before we actually put it out. We're getting ready to Beta test it, though. Through using the ASK™ campaign, we found out exactly what people wanted to learn about using audio and video on their Website. Now, we have a way that we can target our product towards that audience, using the information that we found - not only in creating it, but also in marketing it.
59 Your choice of the words you use in your question is very important 59
Alex: You don't have to give us proprietary information, but is there any single takeaway that you found just totally blew your mind, which you didn't expect? John: For me, it was that people said it was too complicated. I always figured there are a million products out there that you can go down to CompUSA, buy and learn how to take video off your video camera and put it in your computer. But, there are a lot of people that have no idea how to do that. Bill Gates has tried to make it real easy by integrating his little movie editor inside Windows XP and that sort of stuff, but there are still a lot of people that are really frightened of that. Again, I've been using computers since I was in early high school, so I don't have any trepidation about using them. My biggest fault as a marketer is forgetting that what I know, my clients don't know. I've been doing this for so long that I don't know what they don't know. This is a really, really fantastic tool for finding out what they don't know. It's like you said earlier, the person that's the boss here is the customer. They're writing this piece of software for us. I've used it to create other niche products, including eBooks. I've worked closely with Frank Kern doing that. I've actually got six or eight different campaigns running right now. Alex: I know I'm not good at creating video. I'm a technophobe. I'm a marketer. I'm not technologically-oriented. And, what I'm getting from you, in this campaign, is that we cannot assume that our prospects and customers are like us. Would you agree?
60 You cannot assume that people are going to know what you know 60
John: Oh, absolutely. I wish they were. That would make my life easier. Of course, if that was the case, I probably wouldn't have a product to put out. Alex: I wouldn't have a product to sell either. Any final comments on this? Also, when are you launching? John: We should be launching, January 30th. That is our goal. We'll start Beta testing before that. But, I think that anybody who isn't using an ASK Database™ or an ASK™ program within their business is missing out big time. They're missing the point of being in business. I think whether you own a shoe store, a liquor store, an information marketing business or a confetti and streamer business, like I do, you need to find out what your customers want to know. You need to know what they don't know. Alex: And, doing this online just makes it faster, easier and more economical. John: I couldn't do it without that. I don't have the time to physically call my customers or send out the snail mails in order to find this stuff out. Alex: Then, there's tallying the results, the cost for all the postage and all that other stuff. John: I am so thankful that I don't have to do that. Really, the ASK™ campaign is something that I should have been using all along, with my other businesses.
61 Using an ASK™ campaign with the ASK Database™ allows you to tally the results, and you don't have to pay any postage 61
I've known in the back of my marketing brain that I should do it, but I never had a way to really put it all together. The ASK Database™ product takes all the brainwork out of it. The darn thing even creates the web page for me that makes up the whole campaign. It puts the borders around. It's a beautiful product. Then, it tallies it and breaks it all down. I can't say enough great stuff about it. The only thing that really annoys me about it is that I didn't create it myself. Alex: Well, John, again, thank you. You're creating a new product as a result of asking, and I want to pay homage to you for doing that. We do have to put our egos at the door to do that - not fall in love with our ideas, but instead, just fall in love with our customers instead. No one ever had to go to therapy to become a prospect pleaser. I love being a prospect pleaser. John: And, nobody loves their customers more than you, Alex, my friend. Alex: I appreciate that, John. Thank you for being with us. That was Case Study #51. I hope no one minds, we're going to go about ten minutes over or so. I want to cover these last ten case studies. Case Study #52, http://Members.Audiogenerator.com/postcards/?1630236, is by Sally Russell. This is a postcard generated from Audio Generator™. It's very simple. You don't have to be technologically minded. You just have to be able to type. You will hear Sally's voice, and see that she has chosen the Elvis stamp. If you click the link to take the 30-second survey, it says, "What is your single greatest problem marketing or advertising to Music Educators?"
62 The ASK Database™ product will even create a web page for your campaign 62
Well, that's her topic. That's what she wants. She's asking for email addresses and names, as well as the single biggest problem. So, she's getting opt-ins through that audio postcard. Please study that. It's very, very simple. Thank you, Sally, very, very much, for giving us permission to do that. On to Case Study #53. Again, this is how to create winning information products, any type of product or any type of product extension out of thin air. Go to www.OurSuccessPartnership.com/question.htm. This is a dear friend of mine from England. He's listening right now. There's a smile on his face. This is a page that, at this time, is not attached to the ASK Database™. You do not have to use the ASK Database™ to indulge in the power of the ASK™ methodology. You just won't have the powerful tallying and search capabilities. His question is, "What's the single most important question you have about leading a more successful and happy life?" Now, I'm going to show you the next iteration of where this question has taken him. Case Study #54, www.UniversityForYourSuccess.com. This page isn't even complete yet. It's a work in process. He got a lot of his information and a lot of the copy from his ASK™ question. It's not prettied up yet. It doesn't look perfect. It doesn't have to. He's just doing it. This is an ASK™ website and sales letter in process. It's happening as we speak. The sales page says, "Just $3.95 Changes YOUR Life? Read On To Find Out How... or These 3 Factors Are Critical To YOUR Success. Shame That Nobody Ever Told You What They Were. Until Now." Then, he goes on. He's working on this as he is continuing to get that content neurolinguistically through that ASK™ campaign on Case Study #53. Let's go to Case Study #55, http://TimothyRea.com/ask.index.htm/HH-ask.html. This is absolutely the most niche-oriented ASK™ campaign I have seen to date. This shows you don't have to have a great marketing product to make money online.
63 You can write your entire sales page from information you receive from an ASK™ campaign 63
He's talking about a guide for pet hamsters. Can you imagine? Frank Kern has done this with Japanese gardens. I have friends and clients who've done it with other animals, from golden retrievers to iguanas. Don't go out and copy them. You don't have to. You can find a niche of enthusiasts. I used to own a Dachshund, and I know there are Dachshund enthusiasts. We'd come out and go to parks. You can't imagine the paraphernalia that people have for Dachshunds. So, why can't you have an audio eBook for Dachshunds? This one happens to be for hamsters. It says, "What is the single most important question you have about buying & caring for your new Pet Hamster?" Isn't that a great little niche? Talk about a mile deep and an inch wide. That's like a millimeter wide and three miles deep. Great job, Timothy Rae. Case Study #56, www.HowieConnect.com/beekeeping_questions.htm. Check this out. "Free eBook on How to Keep Bees in Your Backyard. Dear Amateur Beekeeper, I know you're busy, so I'll keep this short. I need your advice." Do you see the power of this? And, it's signed, Jay Gibson "The Honey Man." Here is the question, "What is your single biggest question about beekeeping?" Now, do I do beekeeping? No. But there are probably thousands, maybe millions who do. This is also a very narrowly defined niche that this gentleman has gone after. Thank you for giving us permission to use this as Case Study #56. I'm using these case studies, so you can see that with virtually any product or any topic, you can ask for people's input, and you will receive questions, challenges or problems faced from your constituency. Let's go to Case Study #57, http://InvestorWealth.com/ask-attorney.htm. This is Richard and Michelle Odessey. Their website is www.InvestorWealth.com. They teach real estate investing. I introduced them to J.J. Childers, brother of Tracy Childers, who was on this call earlier. J.J. is an attorney.
64 With any topic or product, people will give you their input if you just ask 64
Because there are so many legal issues when you are dealing in investments with real estate, this is the ASK™ campaign, "You Can Get Your Legal, Corporate and Asset Protection Questions Answered." It's an email that has gone out to their Investor Wealth constituency, and it poses a few questions. This is a very different format, but it's very, very effective. It asks for the single, most important question they would like to ask J.J. Childers, the attorney on trusts, asset protection, taxes, corporate structuring, or anything else. Then, they ask for an email address and a name. Now, if they already have their email address and their name, why are they asking for it? This is a sublist that is strictly interested in asset protection, trusts, corporate structuring and taxes. You see this? So, within their own list, they are paring down a sublist. Now, they can possibly have some type of seminar in the future - definitely a teleseminar - just to that list. Sublisting is one of the keys and the holy grails of internet marketing. Let's go on to Case Study #58, www.AskDatabase.com/askpricing.php. I did a pricing survey for the ASK Database™ because I wanted to know what people were willing to pay month after month. Do you know what the winning price was? $29.95. It was just actually just over $30, so we made it $29.95 a month - less than $1 a day. That is for the Gold version. If you don't want the templates, and if you don't want the bells and whistles, it's $19.95. So far, in our soft launch, over 85% of the people are going for the $29.95 version. I used the pricing survey and asked them what they wanted and how badly they wanted it. Those answers derived the exact pricing we have now. By the way, the audio transcripts for this teleseminar, Tested ASK™ Campaigns That Make You Rich, are available to you at www.AskMyList.com/transcripts.htm. If you want the transcripts for $49, it's available to you. But, if you want to resell the audio
65 Sublisting is one of the keys and the holy grails of internet marketing 65
transcripts and keep 100% of the profit for yourself, then it's only $20 more. You've just seen the content, but we've got a little bit more to go, so let's keep going. Yanik Silver and I had another pricing survey, which was for our 21 Mind Motivators - www.CopywritingCoach.com/21motivators/specialoffer/survey.html. We had a 3.5 hour teleconference on psychological tactics to capture more profits, which you can see our sales page, www.MindMotivators.com. We wanted to know what the pricing should be of that product, so we asked all of our listeners. You might have participated in this survey. The winning price was around $80. Therefore, MindMotivators is $79. You see how this works? We asked the price, and this is a special algorithm that one of my mentors, Marty Shenard, has created. It is a pricing survey calculator. It's beyond the scope of this teleconference, but we'll be holding many teleconferences with the ASK Database™, and I'll show you the way this works. It's how we came up with the pricing for Mind Motivators. Yanik and I will make well over $100,000 through the life of that product. Case Study #60 is www.AskMyList.com/cs/kern1.pdf. I wanted to show you what Frank Kern has done and how to use Google. Then, we're going to talk to Simon Chen, from Australia, who's been patiently waiting. He is our last interview. With Case Study #60, you can see with this PDF the way it works on Google. If you go there, the niche was Japanese gardens. It says, "Free Japanese Garden Book." Japanese Garden is the keyword phrase. Then, the teaser says, "New website offers free book about Japanese gardening." This campaign is no longer up, but this is what happened. You go to the web page and Frank Kern, who uses the ASK™ methodology better than anyone I've ever know, says, "Dear Fellow Japanese Garden Lover, I know your time is valuable, so I'll get to the point. I need your advice!" He says, "I'm putting finishing touches on the new ebook that's about Japanese Gardens. I want to make sure I don't leave anything out. So, will you let me know
what your biggest question is about Japanese Gardening? It could be anything - even if you think it's silly. All you have to do is type in your question in the little box below and click submit. In exchange for your advice, I'll give you a free copy of the book when it's ready. (Should be in a few weeks.)" It continues, "What's your biggest question?" It includes an opt-in with email and name. Then, it says, "Thank you very much for making this the best Japanese Gardening book possible." And, he lets the people know that this email will not be used for anything other than sending back the book when it's ready. What is he doing? He is getting prospects from Google, and he's finding out what should be in that Japanese gardening book. Now, when he creates the book, it will be very applicable, very pertinent and specific to Japanese Garden lovers, even more specifically, to people searching on Google. A very powerful campaign. Now, we are blessed and honored to have on, from the land down under, my good friend, Simon Chen - whom you'll be hearing a lot more from in the coming month and beyond. Simon is using this type of methodology, from the search engines and from Google, and has many, many ASK™ campaigns. We're going to take a look at two of his ASK™ campaigns, Case Study #61, which is buying a Porsche, and Case Study #62, which is Immigrating Down Under. Simon, are you with us? Simon: I'm here, Alex. How are you? Alex: Simon, thank you so, so much for hanging on with us. First of all, you're a very successful business person. You've been in business a long time. You come from a family of importers and exporters in Australia, and you do fly around a lot. You've been to the States three times in the last three months. I don't know how you do it.
67 Let people know that their email address will be protected 67
You are using the ASK™ methodology for various niche markets. Tell us about Case Study #61, www.1-2-3-Buy-A-Porsche.com/ask_g.html, about buying a Porsche. How did it come to be? Simon: Well, I didn't think it would work, Alex, because Porsche, if you do an Overture search, picks up too many hits. I own a Porsche. Actually, I've owned three of them. Sitting on a plane ride one day to the States, I was reading an article on them and was getting annoyed at the fact that the journalists kept criticizing them. So, I decided to test it. After the System Seminar where you spoke in San Francisco, I put up this ASK™ campaign. I now have eleven campaigns currently running. This campaign just blew me away with the statistics. I've had 116 physical responses or physical questions asked in just 27 days. Alex: From complete strangers, correct? Simon: Yes, absolutely. Alex: What have you learned about Porsche enthusiasts, anything new? Simon: Well, they're absolutely passionate about their car. I'm getting probably eleven or twelve lines of text written to me about their particular car, and they are wondering how I can help them solve a technical problem.
68 Sometimes a niche-market might seem like it is too narrow, but test it - you might be surprised at the results 68
I haven't written the book yet, but when I brief the copywriter, I'll know exactly what to write the book on, including the model range to cover. It is going to cover the European, the North American and the Australian product cycle. Alex: Now, you made a very important point. You're not going to write the book, you're going to hire a copywriter from Elance or some other lance site, and he or she will be taking the information from your ASK™ campaign to put it into the eBook. Is that correct? Simon: Absolutely. Alex: Okay. Let's go onto Case Study #62. I think it is so fascinating the way transient traffic from Google can actually give you information. Of all the obscure topics, and forgive me for my ignorance, but I just didn't know that so many people were enthusiastic about immigrating to Australia. You can find this at www.ImmigrateDownUnder.com/ask_g.html. This has gotten a ton of responses. Tell us about this. Simon: Well, Alex, this was a concept that I came up with before I even came to the States a month ago. For the Google people on the call, this has had a click-through rate of 2.4%. I've had 303 physical questions posted back to me. People have been telling me about all their problems with immigrating. They have asked questions like: Can they bring their dog? If they've got a criminal conviction, can they come? Of course, I say, "Well sure, because we're a convict colony after all, so we don't care."
69 If you don't want to take the time to write an eBook, you can hire a copywriter and give them all your information 69
I was amazed with the type of questions, and the details of the questions. We've written that book. It should launch very soon. But, I have been able to refine it because of this ASK™ campaign. For example, one of the top questions asked was, "What about the job prospects?" I didn't think that was a problem with people immigrating. Yet, one of the biggest questions that people asked was, "What's my likelihood or chances of getting a job?" Alex: In Australia. What's interesting to me is, if there is a topic that someone is enthusiastic about and they are researching it online, you would have never found them if you tried to sell them something from the top of your head. In writing a book, many authors use their own observations and their own experiences to write the book. In this case, Simon, you have flipped that on its head. You are getting feedback from potential buyers. Plus, you're giving them the information for free just for participating. That's the ethical bribe component. You were finding out what to actually put in the book, just by simply asking and they're doing all the work for you. Is that correct? Simon: Yes, it was easy. I couldn't believe the amount of response and how easy it was. I also can't believe that more people aren't using this when trying to launch a product or service. We've got eleven campaigns running, as you know, Alex, and we're using it for everything. Alex: Any final words, not only about the ASK™ methodology or what you've been doing with the ASK Database™, but what you'll be doing in the future?
70 Instead of writing a book from your own experience, use the experience of others 70
Simon: If you've got any desire at all to go online and make money, I just think you're crazy if you're not using the ASK™ Database. I quit my job three months ago to try and learn how to figure this stuff out, and the ASK Database™ is probably the single, most important thing I've discovered. I have to use this, if I'm going to launch a product or service online and not be emotional about the response. If a campaign comes back and hasn't given you the response you were looking for, just dump it and move on. It's been a phenomenal experience for me. Alex: I think that is the most important sentence uttered all call. This call is at the two hours and 15 minutes mark. The ASK™ methodology, whether you decide to use the database or not, forces you to become unemotional about what you're marketing. When you become emotional about what you are marketing, isn't that typically how you wind up losing money? The bottom line is, being passionate about something is different than becoming emotional about it. Simon, you're a business person, and you look at these very, very objectively. You're just looking at feedback. You're not looking at right or wrong. Is that accurate? Simon: Absolutely. I just want the numbers. Alex: Okay, Simon. Thank you, my friend. Please give my best to your lovely wife and children, and all the best to you. Simon: Thanks very much, Alex.
71 The ASK™ methodology forces you to become unemotional about what you're marketing 71
Alex: Finally, Case Study #63 is http://TWIPress.com/speakersurvey.html. Boy, this was a humbling one. This is from my good friend Bret Ridgway at TWIPress.com. This is a survey he sent to all of his lists. He says, "We just completed a comprehensive interview with Armand Morin and are in the process of interviewing Alex Mandossian. Which of the following speakers would you like to hear more from?" He just edified Armand and me. We were not number one or number two on the list. The number one speaker that people want to hear from is Corey Rudl. Sometimes, by giving an ASK™ question, it can be humbling. But, you know what I'm doing? I'm going to chase down Corey and I'm going to attempt to do an ASK™ campaign with his database. I know that people want to hear from him. Even if he doesn't want to travel to a conference, he may be willing to sit up in his boxer shorts or PJs and give a teleconference for a couple of hours. So, I'm going to chase him down and see if I can do that. I think it would be in his best interest to do it, because the tally is in, and everyone wants to hear from the great Corey Rudl. Take a look at that last case study. If you are an aggregator or if you put together seminars, why not do the same thing with your seminar speakers and find out who people want to hear from? The second question I would ask after they submit this, is why? Why do you want to hear from him or her? That is the second question I would ask. All right. We have covered 63 case studies over two hours and 15 minutes. Thank you for hanging on for the Tested ASK™ Campaigns That Make You Rich. Hopefully, you now know how to quickly, easily, effectively win the hearts of more cash paying customers and prospects and take the guesswork out of marketing. I want you to do three things.
72 Some ASK™ questions can be very humbling, but very informative 72
If you haven't done so already, I would like you to send a blank email to TestDrive@AskDatabase.com and get your 21-day free trial. Number two, I want you to go to the ASK Database™ Affiliate Reseller link, which is under "What To Do Now" at www.ASKDatabase.com, and sign up as an affiliate. You've got nothing to lose, and you'll have access to a few teleconferences coming up in 2004, and I'll teach you how to do more of this. Finally, you can get the audio transcripts to this teleconference. You get to buy it after you've heard it, and it's guaranteed for 365 days after you've purchased it. Simply click on www.AskMyList.com/transcripts.htm. If you want the resell rights, they're only $20 more, and you get to resell everything you've heard, in audio book form. You pay $20 just once, and you can keep getting profits over and over again - you keep 100% of that profit. As I mentioned, I'm attempting to create a viral eBook marketing campaign for the ASK Database™, so the word can spread with virility. That's a wrap for me. My name is Alex Mandossian. I am calling in from Burbank, California this time, not San Francisco. I wish you much, much profits. I know our paths will cross often, and whether we meet personally, by phone or via teleseminar, I am going to ask you what is most important to you or what is your single biggest problem is - it's important to me to deliver product that you want and not stuff that I think you need. All the best. Thank you for joining me. Goodnight everybody.