You've surely heard that the money is in the list, but you may of may not have a list yet. If you don't have a list yet, you're probably wondering how to get one. And if you do have a list, you might want a bigger one, or start a new list from scratch. Either way, the basic ingredients are the same.
A) Who's Your Niche
Before you can even begin with the listbuilding process proper, you need to decide on who should be on that list. You need to pick your target market, your niche.
If you don't, you either end up with a niche that's so untargeted that it won't do you much good. And if you build a list in one niche and then try to market something to them they aren't interested in, you won't have much success either. Neither of those lists will have the kind of money in it that people tend to associate with lists.
So go ahead and spend some time thinking about whom you want to attract. Maybe you already have a clearly defined target market, and in that case, you're done. Or not. You may still want to check over the other questions and make sure that your target market will actually make you money.
Here are some of the criteria you should be looking for if you decide on a target market:
1) Are you interested in this target market? It's best if you are.
2) Is the target market big enough to make you money, but not too competitive?
3) Do the people in this target market have money to spend and are they willing to spend it?
4) Are there products in this market that are selling well?
How do you find out the answers to those questions? Searches on Amazon and Google will help you determine if there are peoducts your target market members are buying. If there are such products, and they're selling well, there's always room for another one, especially if it offers an angle that's not yet covered.
B) Create An Ethical Bribe
Once you have determined your target market, you need an ethical bribe. An ethical bribe is something that is so appealing to people in your market that they will give you their email address to get it.
And if you're wondering whether a newsletter would be just the ticket, think again. Most people get far too much email these days, and another newsletter will NOT be seen as something people want to add to their inbox. Unless, of course, they're so smitten with your ethical bribe that they can't wait to see what else you'll offer them.
So what WILL work as an ethical bribe? A special report still works well, as long as it answers some burning questions. You could also give them a video, an e-course, or even the results of a quiz you invite them to take, preferably with some tips on how to solve their problems.
In fact, solving their problems should be front and center in your mind as you determine what to use as your ethical bribe. If they see you as their problem solving resource, you'll build the kind of responsive list that really can make you a lot of money.
C) Create A Lead Capture Page/Squeeze Page
Once you have an ethical bribe, "sell" it to them in a lead capture page, also known as a squeeze page. A squeeze gives your visitors two options: opt in and get the "bribe" - or leave. You want them to opt in, so make your offer as appealing as possible.
The basics of a good squeeze page includes these elements:
- Headline: Free Report Reveals... Irresistible promise here
- Bullet points about some of the key benefits
- Invitation to get the offer while it's available
- Some mention of valuing their privacy (optional)
What should you ask for? While we would all love to have as much information about our subscribers as possible, asking for too much can drastically reduce your number of opt-ins. Here, the goal is to get as many people as possible to opt in, so you want to make sure you avoid any roadblocks. Ask for their email address and their name, at least their first name. I would highly recommend to leave it at that.
If you really want their phone number, you can add that field, but I would suggest that you make it optional. You can always ask for someone's phone number later once you have their email address, but once they leave your squeeze page, your chances of getting even their email address are extremely low.
Where will your subscribers go?
They'll go into an autoresponder. That's also where you get that opt-in form you put on your squeeze page. A few recommended services are GetResponse, Aweber, and 1Shoppingcart. They all provide you with a database and the ability to send emails, and they all protect you from spam complaints. Aweber in particular strongly recommends that you use double opt-in, which means that your new subscribers have to confirm that they have in fact subscribed before they are added to your list. There are pluses and minuses on both sides of the equation. You will lose a good number of subscribers if you make them confirm, but you'll also have a slightly better quality list.
So where's the money?
The money is in the backend as well as in the follow-up. Once people have opted into your list, you can take them to a page with a one-time offer. Some of them will take advantage of it right then and there. And many of the others will eventually buy something from you as you mention helpful products in your follow-up emails.
If you treat your list well, following up regularly and delivering quality information and recommendations for good products and services that are right for them, you're building a strong relationship with your list members, and they will reward you by reading your emails and following your recommendations. And with that, you'll have a list that will make you money. |
