How to Master the Art of Selling

How to Master the Art of Selling

 by Matt Bacak

 

There are several different ways to be an Internet marketer but the most profitable way is by creating your own products and selling them through affiliates. Leveraging affiliates is the smartest thing you can do to promote your product and sell it in volumes because you are using affiliates as an inexpensive sales force. Their motivation to sell is like most sales jobs- they get paid when and only when they make a sale.

Many Internet marketers out there make the mistake of thinking that the only motivation an affiliate has to sell is to make money. While making money is a strong and valid motivator, there are other motivators that are often overlooked. When coming up with your strategies to inspire and encourage affiliates to promotion, it’s vital to consider other motivations they may have.

Affiliates promote for countless reasons but I would venture that they revolve around the same concepts: money; personal achievement; power and respect. Money is a simple motivator to understand. Power and respect are easy concepts to understand as well but harder to implement into your affiliate marketing strategy.

For some, it’s all about high-end achievement. Numerous marketers, myself included, are driven by an internal desire to achieve. We are not content to sit on the sidelines while others pass us by. As opportunities arise, our interest is peaked. We want to reach the top of the mountain and proclaim, “I did it!” I’ll admit that this and the other motivators are tied largely into our egos. Who likes to admit that we make decision based upon boosting our ego? No one. But we do.

Power/respect is another reason affiliates promote. This, of course, is also tied into bolstering our sense of self worth, our ego. Another way to look at power and respect is to call it market status. Receiving trophies, awards and topping the leaderboards motivates various marketers. Imagine a time in your life when you received an award or trophy. How did that feel for you? Your heart swelled with pride and you couldn’t stop smiling, right? Now imagine that feeling as an underdog who beat out one of the top name marketers in their field. Not only do they feel a sense of pride but also their achievements have earned them respect from fellow affiliates. Find a way to encourage affiliates by recognizing them for their efforts, whether it’s through prizes, trophies or awards. Everyone likes to be recognized.

Lastly, as you’re contemplating how to stimulate participation from affiliates, consider this, especially if you’re interested in a big launch. Your focus to attract affiliates should also include creating a sense of community. Part of selling your product is inspiring others to be a part of a bigger picture. You must play to people’s motivations for action and also play to their emotions, their desire to be a part of something greater than themselves. At the end of the day, we all have a longing to be a part of a community. So keep this in mind when starting the launch of your product. The fact is when you take into consideration the whys of affiliate promotion, you will be better equipped to make great things happen for your product.
 

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7 Steps to Quickly Sell Your Products and Services

7 Steps to Quickly Sell

Your Products and Services

by Matt Bacak

 

Creating a product or developing a service is easy. Anyone can do it but the trick is in knowing how to sell it. It’s not enough to have a product or service, you need to have the inside know-how to getting your product into people’s hands. So, grab a pen and piece of paper and write this down. I’m going to show you step by step how to leverage affiliates to quickly sell your goods.

1. Create a VALUABLE product or service. Notice the key word- valuable. Especially if you want a long-lasting business. If you want to continue creating and selling in the future, you need to establish your reputation as a quality provider from the start.

2. Create an affiliate program. There are many different ways to do this and it all depends on what platform you’re using to sell and what market you’re in. If you are using ClickBank, JVZoo or Warrior Plus, then you can use those instead of creating your own.

3. Once you create your affiliate program, you need to set up your product or service inside of there. It’s very important that you do this.

4. Create an affiliate invite page and a resource page. This is a key piece missing in many people’s affiliate programs. The resource page is a place for affiliates or JVs to get the resources they need to promote for you.

5. Get affiliates on board. This is a lot easier to do if you’ve already sold a product before because you can go back to people who have promoted for you in the past and ask them if they’re interested in promoting your new product.

6. Get affiliates to promote your product.

7. Make tons of money.

The trickiest parts of those 7 steps are getting affiliates on board and getting them to sell. This is an important question for you to consider every single time you put out a product. What would you have to do in order to get affiliates to push the heck out of your product? Really think about it.

Here’s my best advice. Think copy and paste. The fact is that most affiliates don’t want to think and they don’t want to work. 99% of all affiliates are lazy. They want what you want, which are results. Everything else is inconsequential to them. That’s why you need to think copy and paste.

What I mean by copy and paste is create your sales letter and swipe file in a way that is so unbelievably simple that an idiot could do it. When writing your copy and your swipe files and subject lines, keep in mind that your average affiliates will not change anything you’ve supplied for them to use. So, it’s up to you to create the best, most influential sales letter, swipe files and subject lines that you can. If an affiliate, remember most affiliates are lazy, sees your product and thinks they will have to change the swipe files or do the majority of selling the product on their end, without the help of your sales letter, they will quickly say, “Nope!” and move on.

Now you know the steps you need to take to quickly sell your products and services. So go do it!

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7 Reasons to Attract Affiliates and Make Money

7 Reasons to Attract Affiliates and Make Money

by Matt Bacak

 

Attracting affiliates is essential to promoting your products and services. For myself and most other product owners, we spend our time and energy focusing on creating a product so that we can then sit back and reap the benefits. Yes, you have to handle the customer support but an inexpensive sales force that is working tirelessly to promote your product handles everything else.

I really want you to get this. There are tens of thousands of affiliates out there right now, building email lists, driving tons of traffic and they are looking for something to promote. You pay these affiliates a commission and you keep the rest. What did you have to do for that money? Create a product and answer a couple of support questions. That’s it.

If that doesn’t compel you into action of creating a product RIGHT NOW, here are seven other reasons why you should attract affiliates.

1. Fast money.

2. Builds a hyper-responsive list.

3. Builds a list of buyers.

4. Gets you established and builds your brand. This is how a lot of very successful internet marketers get their start.

5. Become respected in your niche, whatever that niche is.

6. Builds long-lasting relationships. This is something you must put effort into because it is important to your success. When you develop these relationships with affiliates, they will promote for you continuously.

7. To become a legend or person of influence.

Now I hope that you’re getting excited about creating a product and attracting affiliates. The next step is attracting Super Affiliates. Super Affiliates will accelerate your cash flow. A Super Affiliate is an affiliate that can sell a huge volume of someone else’s product. These are the people you see at the top of the leaderboard on places like Warrior Forum. You MUST attract these people and develop RELATIONSHIPS with them because they are truly invaluable.

You’ve noticed I talk a lot about developing relationship with your affiliates. I want this idea to sink into your head so I’ll keep repeating it. Develop relationships with your affiliates. There are a lot of ways to do this and I’m sure you can think of several of your own without my help but here is just one idea that I think everyone should do.

Say thank you. Everyone likes to feel appreciated and valued. Take the time to acknowledge the people who promoted your product. They spent their time, their energy, and their resources not only to make money for themselves but to also make money for you. I’m sure their number one priority wasn’t making money for you but in the process of promoting, they made you a pretty penny. Didn’t they?

So say thank you. After the dust settles and the launch of your product is completed, maybe a couple of weeks later, sit down and go through your list of affiliates. Go and write a thank you message on their wall or in a private message. Don’t just say “Thanks!” and call it a day. Personalize it. Let them know you mean what you say and that you truly appreciate the hard work they put into it.

Trust me. It’s worth it.
 

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1 Biggest Mistake Internet Marketers Make

1 Biggest Mistake Internet Marketers Make

by Matt Bacak

 

I talk a lot about most internet marketers versus me. The reason I do this is because 99% of internet marketers are not on the same level. I’m not trying to boast, I want to make a point. 1% of internet marketers make A LOT of money and the rest might make a little money or none. There are several reasons for this, like not treating your internet marketing ventures as a business. Yet, there is one that I see consistently that I feel is the #1 mistake that people make that is hindering their chance at being at the top of the list.

The #1 mistake that people make is that they are NOT TESTING before launching or releasing an offer to affiliates. If you’ve ever listened to me at an event, on a webinar or read some of my articles, you may have had a feeling that this was coming. Not testing before launching or releasing an offer is completely detrimental to your success. Even if you make some money on your launch or offer, you are missing out on more money. This is a vital step that you should be doing EVERY DAY for EVERY aspect of your business. It’s truly that important.

As a kid, I used to play with G. I. Joe. I played war all the time. The reason I bring that up is because I still play war today but in a different sense. I battle in internet marketing. If you’ve got an army of affiliates, your goal is for them to go out there and make you money while you sit back on your butt and relax, right? The only way to do this is by supplying your affiliates with the best possible weapons, the best possible tools that they could possibly have. That’s why you test the emails, test the subject lines, test the body, and test the opens and clicks. That’s why you test the sales copy. Your goal is to get them the best possible weapons so they can get one shot, one kill.

Test, test, test. Test EVERYTHING. Not only do you test the emails, the subject lines, the body, the opens and clicks but test radicals. I’ve said this before so this shouldn’t be a new concept to you if you’re a follower of mine. A slight variation is not radically different. A variation isn’t going to give you clear results that show you which direction you should take. When you split test radically different things, you get radically different results. For example, if you’re testing your sales copy, two radically different pages would be a sales copy that is long and a sales copy that is short. Two radically different things. Just to reiterate, it’s not enough to test one portion of your launch or offer, you must test everything to ensure you’re getting the maximum results possible.

If you are not getting the results you want or if you want to play with big dogs and make a lot of money, you need to invest your time in split testing everything your consumers or list sees. It may seem time-consuming at first but in the long run, it is worth it. You will feel confident that you are making the most money you can and also, you will gain knowledge. After years of split testing, I have a better idea of what works and what doesn’t work. With that knowledge, I can make better decisions before I split test and rake in even more cash. If that’s not enough incentive to split test, I don’t know what is.

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One Important Tool to Success

One Important Tool to Success

by Matt Bacak

 

Successful Internet marketers do one thing that many newbies in this business do not. They keep track of their numbers. Keeping track of your numbers is essential to your accomplishing your goals and realizing your financial dreams. Why?

REASON ONE: Numbers don’t lie. (I’ve said this time and time again and will continue saying it until the day I die because it’s so very important to remember. Numbers give you indisputable data that enables you to make better choices to achieve success.)

REASON TWO: How do you know where you’re going or even how to get there if you don’t have a clear understanding of the fundamentals of your business? (Meaning, you cannot set clear goals for yourself if you are unaware of your past performance and current performance.)

REASON THREE: Knowing your numbers can help you determine where the leaks are in your business. If your numbers show a steady decline and you aren’t consistently growing, all you need to do is take a look at what your numbers are telling you. Are your subscribers low? Are your clicks low? What does your EPC look like? (For example, after taking a look at your numbers, you realize that your subscriber count is significantly lower than last week. Aha! There’s a leak you can plug up quickly by getting more traffic and consequentially getting more subscribers. Without your numbers, you may not have realized this was the issue causing your decrease in money.)

In my office and my business, I keep a visual representation of my numbers on display. I urge you to consider this as an option in your business as well because you should NEVER make decisions based on your gut; you should make decisions based on cold, hard facts and these numbers will tell you what to do. Some people aren’t whiteboard kind of people like me. If whiteboards don’t interest you, you can always use Google Spreadsheets (with your Gmail account), Excel Spreadsheets or even a three ring binder with regular notebook paper. It doesn’t matter your method of recording your numbers, it just matters that you do.

On my whiteboard, my preferred visual representation, I have three different sets of data recorded. First, I have a daily view that covers each day of the present week. So I have seven columns that correspond with Sunday through Saturday. From there, I have four rows. These rows are labeled subscribers, clicks, EPC and the amount of money made per day. Second, I have my data from last week consisting of average subscribers, average clicks and average EPC. Third, I have a month to date and year to date amount of money made.

Now, with this information, I can make a concrete goal for the current week and the upcoming week. The goal you should always be striving for is to beat your previous numbers every week. So if your subscribers were X last week, set a goal to increase your subscriber rate by a certain amount. If your clicks were X, set a goal to increase the amount of clicks to a certain number or by a certain percentage.

When creating your goals, be realistic. You will set yourself up for failure if your first goal is to make $10,000 next week when your previous average was $1,000. Set attainable goals that require hard work from you to achieve. Don’t be complacent. To prosper in this business and in any business, you must set goals and continue trying to do better than you did the day before and the only way to know where to go is by knowing where you currently are.

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Two Fundamental Rules in Successful Marketing

Two Fundamental Rules

in Successful Marketing

by Matt Bacak

 

My brother is an accountant but awhile back, he used to do my mailing for me. He has a very analytical mind and when he mailed for me, he only focused on the numbers. If you’ve read any of my previous articles, you know I’ve said this before- numbers don’t lie. Now my brother would mail the same email with the same subject line ten times in a row and tell me, “This is better than any emails we send or get. I’m going to keep mailing this.” I worried that I was looking like an idiot by mailing the same thing every day but he wasn’t concerned. He just kept saying, “I don’t care. Look at the numbers, they work.”

A lot of my clients starting out in the IM space, feel the same way I felt when Jason, my brother, was sending out the same emails every day. While your numbers are showing you that this offer is killing it, your mind is saying, what a second, I should be changing to something else. You start to panic. Right? I’m telling you this because I want you to know that I’ve felt the same way. It happens to all of us, especially people just starting out.

Here’s the thing: if an offer you’re mailing is continually getting you clicks, why would you stop mailing that offer? Those clicks are making you money. I’ve told the guy who mails for me now, if you catch a good offer, mail it until it drops below our average. When I say average, I’m talking about our average EPC. If you’re playing the game right, you’re keeping track of all these numbers so you know what your average EPC should be. So the rule you should always follow is based on your average EPC and the rule is if the current offer is above your average, keep mailing it; if it goes below your average, move on.

There are two important things I want you to consider from this article. You need to know when to mail and when to move on. Both can be difficult. On one hand, you need to be ruthless in sending out offers that work. Don’t stop because you feel like it. Stop when your list has had enough and your EPC drops below your average. On the other hand, you need to know when to move on and this can get tricky.

I currently have three different lists that I mail to. For each list, I am catering to a different set of people. For instance, one list is comprised of people interested in biz op offers. Recently, I had told my employee to mail out to that list my own offer, my WSO, that I came out with a couple weeks ago. He mailed once and then dropped it. I tried to get him to mail my offer again because of my pride- I knew it was a good offer. I had made a great product. The problem was and is that my WSO is a pure offer and it’s not suited for that type of list which is made up of people interested in biz op offers. I’ve talked about this before, it’s called crossing the line. The great news is that the guy who mails for me said no, he would not mail my offer again. He explained that every time he mails one of my offers, it doesn’t work. It was time to move on.

I want you to keep this in your mind when mailing. Don’t let your preconceptions and personal preferences get in the way of making a profit. I was thinking of my ego instead of the numbers. I think this holds true for a lot of people, especially those who create their own products. Even if you don’t create your own products, you may still get attached to a certain offer, for whatever reason. Don’t do it. Go back to your numbers and ask yourself – is this working or do I need to move on? Make your decision based on the facts.

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Facebook Retargeting Strategies

Facebook Retargeting Strategies

By Matt Bacak

 

There’s a hot new topic in Internet Marketing that I want to explore with you. It’s called retargeting. I specifically want to talk about retargeting (sometimes called remarketing) on Facebook. When used correctly, Facebook can be a powerful tool to make more money from your list. Not only that but Facebook has now integrated a couple new features that make retargeting easier than ever.

Retargeting or remarketing is all about reaching out to people who have made certain actions on your website. All you need to do is place the remarketing pixel on your website to make this happen. From there, that pixel tracks everyone who visits your site and allows you to send ads through Facebook to try to recapture their attention, depending on which action they took.

The way to retarget to visitors of your site is by creating Custom Audiences. For instance, I have created a Custom Audience consisting entirely on my clickers. I’ve imported this list from my Get Response account. It’s a very easy process to do and then you can create targeted ads for those people on your list.

Another thing you can do, which I have not personally done yet is you can target people who have come to your website but failed to make a purchase or you can target people who are existing customers with the goal of getting them to purchase more products or even more expensive products. You can even do both. To utilize this feature, all you need to do is place the remarketing pixel on your website. From there, the pixel tracks everyone who visits your site. Then you can send them ads to recapture their attention depending on which action they took and which Custom Audience you’ve placed them in.

The main idea behind this tool is to make more money and you can do it easily. It’s a powerful method of finding users who have expressed interest in your product or website. Retargeting through Facebook is an opportunity to get the results you want (but possibly didn’t get the first time around).

Facebook has recently made some changes that are beneficial to us marketers. Because of the new changes implemented late last year, your retargeted ads are now able to reach users through their mobile devices. This gives us even more chances to grab the attention of the people on our lists and our potential customers.

Lastly, an interesting point I’d like to mention is that you can exploit Facebook ads to give your customers some attention and loving. You can use the Custom Audiences as a way to keep your clients or your list in the loop about upcoming products, services or content they may be interested in. Now I know many Internet marketers would not be interested in this avenue but it is something to consider depending on what type of list you have created or plan to create.

As social media becomes more integrated with how we run business and market our campaigns, we need to be vigilant about learning and taking advantage of new tools and concepts. Keep your eye on this new trend in Internet marketing but decide for yourself if you and your list building efforts could benefit from it. That’s the bottom line, after all.

 

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CPA Vs. CPL Vs. Rev. Share

CPA Vs. CPL Vs. Rev. Share

by Matt Bacak

 

Clicksure is a platform for people who want to be an affiliate and sell affiliate products. Basically, they have found a ton of offers from different companies, which you can then handpick and sell to your list. Currently, at the time of writing this article, my office is focusing mainly on offers from Clicksure when mailing. Why is that? The simple answer is because we’re getting paid. Also, the EPCs are generally higher. Lastly, Clicksure have offers that are CPA and CPL, whereas places like ClickBank and JV Zoo are using Rev. Share offers. Many of you may not be familiar with those three words – CPA, CPL and Rev. Share so let me explain.

CPL stands for Cost Per Lead. A Cost Per Lead offer works this way:

  • You drive traffic to an opt-in page.
  • Someone opts-in to that page.
  • You get paid on that LEAD, a flat rate fee of so many dollars.
  • The customer is happy, you’re happy and Clicksure is happy.

CPA stands for Cost Per Action. Cost Per Action works this way:

  • You drive traffic to an opt-in page.
  • Someone opt-in to that page.
  • That person purchases that product.
  • You get paid on that ACTION, a flat rate fee of so many dollars.
  • Everyone’s happy.

Now the great thing about CPL and CPA offers is that when someone opts-in or purchases, depending on the offer, you still get paid. No matter what. This is an important distinction because if someone fills out the form (CPL offer) and unsubscribes, you still get paid. That money you received is not taken back from you. In a CPA offer, if someone refunds, you still get paid. This is a great thing, right? Of course it is! No matter what happens after that person subscribes or purchases, you are guaranteed that money- it cannot be taken away from you.

Rev. Share is my least favorite option and will be yours, too. A Rev. Share basically is the opposite of CPA. When someone buys the product, if they refund their purchase, then the platform you used to affiliate market will take that money out of your account. A lot of platforms are switching over their models of operation to the Rev. Share model. While this isn’t necessarily a great decision from our point of view as internet marketers, it’s a wise decision on their part.

Some of my clients have asked me which type of model I choose to mail to my list because you aren’t going to get paid on both the CPA and CPL- you have to pick one. What my office is doing is choosing the CPL model. If you think about it, this is the easiest way to make money. It’s easier to get opt-ins to a webpage than it is to get sales. So the most guaranteed way to make money is through the opt-ins.

Here’s something I want to make a note about ClickBank and JV Zoo. First, ClickBank has become a pain in the butt. A lot of people are unable to make it through the approval process. Another reason many internet marketers are staying away from ClickBank is because the popularity of it has dramatically decreased over time. In short, nobody is really using it anymore. JV Zoo is a little different. What we’ve found, for our list, is that JV Zoo offers are sort of hit or miss. Sometimes they work, sometimes they don’t. Obviously, you have to find out what works best for your list and I can’t tell you that. So pay attention to your numbers and what happens when you mail certain offers from certain sites. You should always use concrete data to make your decisions when it comes to money.

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How to Pick the Right Offers to Mail

How to Pick the Right Offers to Mail

by Matt Bacak

 

There’s a concept in my office that I created to help my affiliate manager ascertain which offers to mail to my list. I call it “Crossing the Line.” It’s very simple to understand when you look at this way:

Pure Offers
——————-
Hybrid Offers
——————-
Biz Op Offers

Let’s start with an explanation of the different types of offers. Pure offers are typically offers like WSOs featured on Warrior Forum. To explain further, an example of a pure offer would be “Eat right and exercise to lose weight.” Biz op offers sound like this, “Take this pill and magically shed 100 pounds overnight.” Hybrid offers are a mixture between pure and biz op offers. Most lists are made up of newbies and newbies like the hybrid and biz op offers the best. So if 90% of the market consists of newbies, then the offers you want to send to your list are going to be hybrid and biz op offers.

So how do you differentiate between the three types when selecting the offers you want to mail to your list? Look for key words in the sales letter to help you determine which type of offer it is. If the sales letter has the word “marketers” in it, which type of offer do you think it is? Generally, it’s going to be either a hybrid or a pure offer, depending on other key words in the sales page. The best way to look at it is this- when looking over a product you’re considering mailing, ask yourself if this is something a newbie would buy? Is this something that I would buy? If the answer is yes to the first question, then it’s either a hybrid or biz op offer. If the answer is yes to the second question, it’s a pure offer.

Why is this important? Your list is the deciding factor in which type of offer you choose to mail. If you know your list is made up of newbies, then you should NOT be sending out pure offers. It’s too advanced for them. This is where the term “crossing the line” comes from. In between the three types of offers, with pure on top, hybrid in the middle and biz op on the bottom, there is a line. So in between pure and hybrid there is a line and in between hybrid and biz op, there is a line. You don’t want to cross the line.

If you know the type of people in your list, and you should, then you’ll know which types of offers to mail. However, every internet marketer makes the mistake of crossing the line at some point or another. Crossing the line is when you have a list built for mailing biz op offers but you one day decide to mail out a pure offer to them. Not only is this confusing for your list but you’re losing money! Every time you decide on an offer, you must ask yourself if you’re crossing the line. You should be staying in one category mostly. If you want to try something a little different, try a hybrid offer that leans towards the side of the type of offer you should be mailing.

Remember- don’t cross the line. Your wallet will suffer if you do.

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The Amazing Power of Giving Stuff Away

The Amazing Power of Giving Stuff Away

 

By Matt Bacak

 

How do you make money online? You pick a hot market, you set up a website with a lead capture page (opt-in page), you sell products and you also collect those email address to sell those leads products or services in the future. The goal of your opt-in page is to get people to opt in and give you their email address so you can send them offers. So what’s the best way to get people excited and interested about giving you their information? It’s simple. You give away something valuable for free.

Why would you give away something that is valuable for free? The simplest answer is because when you give away something valuable with no strings attached, people are going to be interested. They are going to be excited. Who doesn’t love to get free stuff? Not only will they fill out their email address to get your free product or free report, they are more open to buying something from you in the future. Your lead thinks, if they gave me this great product for free, I can’t imagine what I’ll get when I give them my credit card information. So you are capturing their email address but you’re also capturing their attention.

Deciding on what to give away is up to you but there are a couple of things I want you to take into consideration. I personally give away a free report in my opt-in pages. I know other big name internet marketers who give away other things like software. It’s really up to you as to what you decide. I’d just like to note, however, that the biggest reason I give away free reports and not software is because I haven’t had a team set up to create software until just recently. I can see myself leaning towards giving away free software in the future. I also think that many internet marketers will be headed in that direction in the years to come. The key thing to remember when deciding on what to give away is that it must be valuable and also congruent with the type of list you want to build. What do I mean by congruent? If you want to send out offers to your list about weight loss products, then your free gift on your lead capture page should be about weight loss.

Now after you have captured their email address, the first thing you’re going to do is offer them a product to buy. Depending on whether they purchase that product, you’re going to send them to an upsell or a downsell. This is called your sales funnel. There is a lot of information on the internet about sales funnels. I’m not going to give away my secrets but if you’re unsure of where to start, there is plenty of information out there to help you set yours up.

Lastly, after they’ve been through your sales funnel, you’re going to follow up with them and send them an email sequence. This email sequence is where you’re going to sell them affiliate products and even your own products. I’m going to go into a lot more detail about affiliate marketing in my upcoming book, The Fastest Way, so keep an eye out for more details but the point is, the whole process is started by giving away something valuable for free!

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