(bright digital music) (upbeat electronic music) - How you guys doin? Awesome, so how many of you guys here have ever created a digital
product and sold it online? Well, I have some good news
for you, and some bad news, which do you guys want first? - [Audience] The bad news. - The bad news is what I'm gonna teach you requires you to do some work. Alright, I know affiliates
hate doing work. You wanna know the good news now? The good news is, when you
promote a digital product, you pretty much have something
that has 100% margins. So, when you're doing advertising,
you're selling something. What's your costs? Pretty much nothin',
it's just the hosting, after you create the product, of course. So, let's get started. Today, I'm gonna teach
you guys how to create a digital product that generates
at least $100,000 a month. Here's my Twitter handle. You don't have to tweet. If you do my assistant
will probably reply to you, 'cause I haven't used Twitter
in ages, but it still works. So, here's a screenshot of daily revenue. I don't even know what
it says, last 30 days. Based on the dates, it's
probably not the last 30 days, 'cause we're not in August,
but you can see the trend, and it keeps going up and up. Yesterday was, what day is today, Monday? It was funny, on Saturday in the US, I was checking the stats, and we sold somethin' like
36 digital products in a day, and I'm like, this isn't
too bad for a Saturday. I actually didn't even spend
much money on advertising. I think it was 3,000 something dollars. I also have a lot of organic traffic. Can you guess how much I
seel the digital product for? Thousand bucks a pop. It's not too shabby, right? And when I say those sales,
that's after refunds. So, let's get started. I'm gonna teach you guys how to make money selling a digital product. First step, what industry
should you enter? And, I'm gonna go quick,
'cause there's so many slides. I picked the digital marketing industry. Can you see what's wrong with the digital marketing industry? It was too late when I started. If I picked something like nutrition, I would'a sold so many more eBooks, so many more video courses. You see why, it's so much more popular. You just go to Google
Trends, type in a niche, like flashlights, and you can
see how popular something is. Alright, so when you're doing this, you wanna make sure you're
not competing with marketers. You know how hard it is to compete in the digital marketing space? You're competing with people like me. I found out the other day,
my assistant was telling me, "Hey, you've got Bangkok coming up." I've been traveling a lot. I did Brazil, Australia,
Toronto, then here, and I haven't been home in months. And throughout the traveling, he's like, "Oh you're going to Affiliate World Asia, "you're tryin' to get more
involved in the affiliate space?" I'm like, "Why would you say that, "'cause I make all my money
from the Fortune 1000?" He's like, "Oh you rank on
Google for affiliate marketing "on the first page." I was like, "Huh, good to
know, I never knew that." But, it just shows you, us marketers, we know how to drive traffic
from places like Google. You guys are marketers. Do you wanna compete with the person, turn to your right and turn to your left, do you wanna compete with that person to drive traffic to the offer? No, pick something that's
not as competitive. Here's the example,
this is organic traffic. This is one of my blogs, Quick Sprout, another one, Wellness Mama. Wellness Mama is not my blog. It's a blog by this mother who talks about how to make your
own suntan lotion at home. She gets 10 million
unique visitors a month. I'm like, you gotta be shitting me. You're gonna talk about
wearing goggles tonight at bed. She wears goggles to bed, or she has some article about that. I'm like, why would you
wear water goggles to bed, and why would you make your own sunscreen, when you can buy that shit for five bucks. But, yeah she gets 10 million visitors talking about that shit, and look how many links she has. At the very bottom column,
total linking root domains, she has 757, I have over 1,815. That's the primary
driver of Google traffic. Can you guess the difference, even though I have more than
double the links of her? She gets over 10 million
unique visitors a month, and I'm at a million. Do you see why you wanna
pick a really broad niche? Alright, so now that you know that, you gotta make sure,
whichever niche you pick, you know really well. You have to be an expert at it. I tried creating a
nutrition website for fun, for shits and giggles. I actually got a lot of traffic. I didn't make really much money after it, 'cause after I started
selling fish oil pills, made over a hundred grand a month, I didn't give a shit about it. Why, I'm not an expert in nutrition. I don't care for it. Marketing, I do way better, but I love it. So, once you figure out your niche, you need to pick a product
that you should create. Don't just create any product, you have to create a
product that helps people. If it doesn't help people,
you're not gonna do too well. If people buy your shit,
and it doesn't help 'em, what are they gonna do? At least in the US, in Brazil
they don't really do this. (audience laughing) They'll refund in the US,
you'll get 20% refund rates. In Brazil, you won't
even get 5% refund rates when you have a shit product. Japan, they don't believe in refunds. You can have the shittiest product ever, and you won't even get one refund. I should not be telling you guys this. I can see you guys all entering the Japanese market tomorrow. You're like, cha-ching. You're like, oh, we can
spend more on ad dollars, there won't be any refunds. (chuckling) You're like, then you guys
don't need to rotate up your credit card processors, 'cause you don't get
the chargebacks either. I know you guys do that kind of stuff too. I don't know how you guys do that stuff, but it's kinda interesting. You know it was funny, on a side note, all these US affiliate marketers. How many of you guys are from the US? They all moved to the US Virgin Islands, so they don't have to pay taxes. Have you guys heard about that? These affiliates are stupid as shit. Why would you move to
the US Virgin Islands, when you can set up a
corporation in Malta. They charge you 5% tax, and you can still live in
the US, 100% of the time. Don't take your advice from affiliates, take 'em from bankers. Go find that guy who went to Harvard, learn finance shit from him. Let the affiliate marketers
teach you how to make money, and not get chargebacks. Alright, so, (chuckling) I love affiliate marketing though, although I don't do much of it. So, when you're tryin' to
figure out a product to create, why not ask people, they
can give you feedback. They can tell you what kind of stuff they wanna end up buying. So, survey your readers,
ask 'em some things like, and if you don't have readers, go find who you can target on Facebook, and ask them questions. What's the biggest problem
I can help you solve? What's the biggest challenge
you're tryin' to overcome? You can use tools like
Qualaroo and Survey Monkey, and if you don't have
readers, just survey people, anyone within the industry, pick up the phone, craigslist, whatever it may be, your friend. You wanna make sure you
survey at least 30 people. Why, has to be statistically significant. Now, you wanna get into building
a product and making money. I'm gonna show you guys
some crafty stuff too, don't try that shit on me, it won't work, but it'll work on everyone you already advertised to on Facebook. Alright, so first off, I
can't emphasize this more than anything else, build
something you can be proud of. It's longevity, you'll be
happy when you build something that you can put your face on. You know those affiliates that are like, "Oh yeah, I don't anyone
knowing this is my company." Don't build a product
if you can't tell people it's your company. If you can be proud of it
and put your face on it, you're good to go. Alright, so here's a
few lessons I learned. A customer should be able
to finish your product within three months, but
not quicker than one month. When you have a digital
product, when they finish it before one month, what happens? Too many refunds. When it takes more than
three months, what happens? They think it's too much work. You guys can all relate to that. If you tell people it's too much work, are they gonna do something? No, that's why affiliates don't start their own e-Commerce
companies, it's very rare, and the guys who I do, look at starting e-Commerce companies. It was funny, I met
one guy who was selling this anti-aging cream, and he
was crushing it on Facebook. He was doing literally,
over $4 million a month. He ran outta anti-aging cream. You know what he did? He went to Costco and filled up Neutrogena cream in his bottles, and I'm like, "Oh." He's like, "I gotta pay my
Ferrari bills." (laughing) It's sad, but it's kinda
funny at the same time. So, another thing I learned,
videos, and audio files, and worksheets have more value
than text based documents, so pay people to create these videos and audio files for you. Don't overwhelm people
with too much information, make sure it's actionable, and create a membership
portal through simple tools, email, WP-Member, simple tools like this. The last thing you wanna
do is go pay someone a shit-load of money to
create a membership portal and not generate too much income. Here's an example from
my membership portal. We're using WP-Member. I use a guy named Vovo. It's not like the car. I thought it was, I would
email him saying, "Hey Volvo." And he was like, "My
name's Vovo, V-O-V-O." I was like, "Oh, my bad." He created this, thousand bucks. It's not too shabby, right? It looks pretty good. It even has videos too. Then you gotta figure out
how much you should charge. In general, you don't wanna charge less than a thousand bucks. A thousand dollars is
a good starting point, because when you start
charging a thousand dollars, you can end up generating
quite a bit of cash from Facebook, and typically
for every dollar you spend, if you suck at Facebook ads, you should be able to generate $2, so a dollar in profit. If you're good, you'll be able to do $3, for every dollar you spend,
so two bucks in profit. If you're really good,
like I've seen a few guys, they're doing $5 in revenue
for every dollar they spend, and they're doing it in
quantity on Facebook, where they're spending, 20, $30,000 a day. Which is good money, right? It's just like, how
much more can you spend? And you know what the
best part about this is? Guess how many Facebook
ad accounts they have? One, they don't have to
churn and burn, or anything. The stuff I'm gonna show you, works with just one Facebook account. You don't have to buy more and more, or have people set 'em up for you. So, a quick case study, Ramit Sethi from I Will Teach You to be Rich. He ended up breaking down how
he made $5 million in a week from selling a digital product. He pretty much broke down,
if you sell a product for $5, look how many units you have to sell. You pretty much have to sell a shit-load. You need a lot of visitors,
roughly a hundred million to generate five million bucks, or if you sell a $2,000 product, you only need 250,000 visitors, which is more realistic, might
as well just go for the 250. So, here's a few pricing
lessons I learned. Product needs to be at
least a thousand bucks. Anything over $3,000 doesn't
sell well without a sales team, so make it under 3,000 bucks. Make sure you're giving enough
value at those price points, and make sure your product
keeps getting better and better over time by adding bonuses. It helps keep people there. So, let's go into how
you sell the product. This is the most important part, 'cause you already know
you can drive the traffic, it's just about creating something and selling the shit out of it. So, first you can use affiliate products. I love Brazil, it's the easiest. Hotmart is one of my favorite ones, Quick Think's another really good one, because the thing with
Hotmart that I learned, and I have no affiliation with them, in Brazil, did you know that
you can do payment plans, like 14-24 payments, and
the person has to pay each and every single one,
and they can't back out? That's pretty cool, right? Your product can now be
really affordable to people. So, I've done a ton of this, and I've done it all on the blog. So, here's my Brazil version
you can end up checking out. If you don't read Portuguese, it's okay. I don't either, but you
can get the point of it. So, I give a ton of free marketing tips, and then from there, I
start collecting emails. I collect emails, then I send 'em to a product called Webinar Jam. Webinar Jam is a webinar
tool that you can sell on. Then I create a PowerPoint, and then I create a followup sequence. PowerPoint tips, should be
at least 1.5 hours long, spend at least 40 minutes educating, then have at least 20
minutes of your sales pitch, have Q&A at the end, and
then through Webinar Jam you show a buy button at the right price, and I'm going through this
fast, and the reason being, 'cause I'm gonna show you a
real life example of this. So, let me show you how
my presentation works. Alight, how I built four
multi-million dollar companies from free traffic, anyone can access. Funny enough, I also use
YouTube ads to promote this. The number one comment on the YouTube ads is, "If you can build four
multi-million dollar companies, "through free traffic
anyone could get access to, "why are you advertising
on", not YouTube, "Facebook." Everyone's like, "Why are
you advertising on Facebook?" Have you guys seen my ads on Facebook? Yeah, converts really well. I make more off the free
traffic than Facebook, but it's 'cause I'm not too
aggressive, that's my fault. I don't believe in selling too hard. So, the first part, I get into my goal. My goal is to help you with X, Y, and Z. By the end of this, you should
know how to do A, B, and C, and then if you stay 'till the end, this is me pitching you guys,
if you stay 'till the end, I'm also gonna give you notes, but also a framework that's
gonna teach you 22 ways you can implement this on your business, and drive more traffic. For those of you who don't know me, my name is Neil Patel, yada, yada, yada. Check out some of my accolades,
awards, my bio about me. And the reason I'm telling
you this is not to brag, but it's more so to show you
that the knowledge I have, is actually valuable and it works, and that's why you should listen to me. Keep mind, again to
repeat it for all you guys who weren't listening, this
is me giving the pitch, it's a recorded version. Then I go in testimonials,
then I go into Tim Sykes, how I helped him get
$15 million in revenue. I took him from, I think it
was 600,000 to 15 million. He's a buddy of mine. I didn't even charge him, and then I talked to him, how I got 26% more traffic for him, and then I talked about how
I learned all these tactics the hard way, what I'm
gonna show you today is all the tactics that
I've learned the hard way, but beautiful part for you
guys, you don't have to waste the millions of dollars that I did, and you can learn 'em all now. And here are the three
secrets I'm gonna teach you. I quickly go over 'em, and then
I go into secret number one. The first thing is, is if you want people to buy from your site,
you gotta collect emails. I go into a lead magnet. Right here's example, Ramit Sethi, how he collects emails. And then, I also go into how emails are my number one channel, no matter what it drives
consistent traffic. Here's 103,000 unique visitors
that I'm getting from emails, and I talk about, no
matter what, it converts, it's my number one channel. It's the highest
converting channel, by far, and even though it doesn't make up the majority of my traffic, if you look at search, et cetera, emails still drive more
revenue than anything else. I think it's by 40 something percent, and I have stats, I
skipped on half the slides in this presentation. And then I talk about a
friend, Sara Underwood, how she started selling
her coffee-table book. She's a playmate. It was pretty much,
half-naked coffee-table books, but it was through emails,
and she sold a shit-load. And then I talked about how
you gotta collect emails, and here's some quick ways you can do it. You could do popups. Here's one of mine, step-by-step guide to getting monster traffic. Do you want more traffic, yes or no. When you click yes, what
do you think I tell you? Put in your name and
email, and I'll teach you how to double your traffic in 30 days. When you click no, what
do you think I tell you? Congratulations on having massive traffic, put in name and email, I'll teach you how to convert those
visitors into customers. You see, it's pretty clever. I know some affiliate
tricks, here and there. Give myself a pat on the back. (chuckling) Alright, so when you
implement these tactics, you'll see results. And then I go into, this is after I went over secret one, two, and three. You guys are all still following along? It starts gettin' really interesting. And then I go into how I
tell you all these things, and now I'm like, "Did
you find this valuable?" I do this in the chat, so
Webinar Jam has a chat feature, and they say, "Yes." I'm still on this slide, I'm like, "Did you find this valuable?" "Yes." "You want me to teach you something else, "or talk to you about something else "that'll you'll find also interesting? "If you don't want me to,
just say no in the chat." And everyone in the
chat, what do they say? "Yes, yes, please show me Neil." Why do you think I do this? I'm gettin' 'em engaged. When I get 'em engaged, what
are they more likely to do? Buy, when I get 'em engaged, what are they more likely to do? Buy, that's right. So, then I say, introducing
the Advanced Marketing Program. What's inside? I stack it, I pretty much break it down. Tell 'em the total value,
then I talk about the bonuses. Bonus number one, implementation plan. Surprise number two, private video lesson that teaches you how to
get a million visitors a month on your blog. All teaching you how to create a blog without spending a single
dollar on paid advertising. You think that's valuable, right? $2,000 I'm gonna give that
away for you for free, and then I give an overview again, of what are you gonna get. Surprise bonus number
three, a Facebook group. You can get in there and my group, my team will all help you out. You can streamline this, the group starts helping each other out. Then inside the Facebook group, and then I show examples of
this, some announcing, and Q&A. Them I talk about how there's
a money-back guarantee. If you're not happy,
you get your money back. What's the beautiful part
if you sell this in Japan? No one does refunds. (chuckling) It goes against the
grain of their culture. I'm not saying you should abuse it. I don't abuse it. It's funny, when people
are sayin' they're unhappy, I just give them their money back, even if it's after 90 days, but you don't have to do that
if you don't wanna do it. Then I go up to bonus number four, want to do this all from scratch, so hard, you have to hire the right people, I'll just give you my Rolodex,
people who are really good at what they do, for
pennies on the dollar, like that Vovo guy, cheap
labor, amazing at what he does. And then, I get into, hey, I'm also, I then go over the Rolodex. So, I'm gonna let you a little secret. Have you ever wondered how
I get to a million visitors? I talk about how I use infographics, and I pay people pennies on the
dollar for the infographics. And then I give you an overview
of what you're gonna get. $22,000, that's a lot of
money for all this stuff. Would you say that's a
good deal at 5,000 bucks? That is, but I'm not gonna
even make you pay 5,000, not even 3,000, 'cause you know what, you came here, you saw me speak, more so, you saw me in
my webinar, still works. So, if you get started right now, I can only guarantee this
will be available right now. This is when I show the buy button. You can get started today for 997. That converts really well. And then I go into testimonials. Here's someone they're happy, another person, they're happy. This person actually bought a house because they made more
money through my shit. Here's another guy, he' decided to quit his agency, work for me. And again, I'm like,
this is amazing stuff. People are getting amazing results. And then, in the chat people are like, 'cause you can preprogram the chat, they're like, "Thank you
Neil, I'm in the program. "Love it, awesome, amazing." And then I'm like, again, buy button. And then you know what, after I do this, then I go into Q&A, and the Q&A is usually a lot of questions related to the program. So, how well do you think this converts? For every hundred webinar signups, how many sales do you think I'm getting? Take a guess. I can't hear you, take a guess. (man speaking of microphone) 10 would be amazing. If you got me 10, I
would kiss you right now. I don't even care if
you're a guy or a girl. I get 3.6, that's pretty good stats. A hundred webinar registrations
with just name and email, and I get 3.6 sales. All hundred don't even
show up to watch a webinar. That's pretty good, it's
almost unbelievable. Some of you guys don't believe me? If you don't believe
me, go to NeilPatel.com, sign up for the webinar. I bet you I'll convert at
least 3.6 of you. (laughing) It really works. I did that in, I was at
Online Marketing Rockstars, there was 4,500 people in the audience. I had over 400 webinar registrations, and people in the audience told me, "I don't believe this works", and I was just counting my sales. I'm like, Dammit, I
should have charged euros, 'cause all these people, euros
is worth more than dollars. That was my mistake. So, you're gonna get half
your sales from the webinar, and then the other half,
you're gonna get at the end, through you email sequence. So, I use Infusionsoft,
seven day email sequence. Last two days of the sequence
is a countdown clock. I use something called PlusThis. Have you guys heard of that? PlusThis puts a countdown
timer in a email, so it count downs, and it
makes a link that expires, so it creates a sense of urgency, which causes people to buy. And then, you also want
to segment your lists. So, that's pretty much it. There's some few cool
tricks that you can do too, when people don't attend the webinar. I'm gonna give you a few more. Some people don't attend the webinar, use a software called
PicSnippets, it's 47 bucks. I don't own it, I don't
own any of this shit. I won't make money from this, but PicSnippets, $47 and
it will send you an email. Like, what's your name,
Asian dude in the front? There's so many Asians here. What's your name? Chris, that's not an
Asian name. (chuckling) We'll take it though. Alright, so Chris here, if
he didn't attend the webinar, it's me holding up a sign in a jacket, and I email you, and it says,
with me with a sad face, and it says, "Why didn't you
attend the webinar Chris? "Is there something wrong?" PicSnippets writes it
all in handwritten text and it inserts your name dynamically. It's really good, it makes
you think I wrote it manually, and then you click on it, and
usually you convert later. You should try it. Again, don't believe me,
don't watch the webinar. Sign up for it, don't watch
it, you'll get that email, and then you'll buy. Alright, another cool thing that I do is I ask for a phone number when people register for a webinar. Alright, check this out,
so there's this thing called turboDial. How many of you guys
have heard of turboDial? No one, oh my God, you guys are gonna spam the shit out of this. Alright, so what
turboDial does is it'll go and collect all the phone numbers, and then it'll message all
the people who didn't buy that saw the buy button,
but they didn't click, or they clicked and they didn't buy. It's all automated, and it'll say, I'll text you the next day automatically, and I'll just say, "Chris?" A random number. Chris, what would you
do if you got a number texting you with, "Chris?" Exactly, he would say, "Who is this?" Are you affiliate marketer, Chris? No, aw if he was, I would been like, look, I duped you with other tricks. Okay, but imagine Chris
was an affiliate marketer, so he's gonna say, "Who is this?" Someone responds back,
technically it's automated, it's like, "Hey, this is
Andre from Neil Patel's team. "Neil noticed you watched a webinar, "he wanted me to follow up with you "to see if you had any questions." All automated, once they start responding, the sales gets there, picks up the phone, starts calling, and closing. Works like a charm, and you can
do that for almost anything, but the key is, I've
tested the crap outta this, always do it the next day. Don't send a text right away, it's too pushy, always the next day. And then the other cool thing
is when I do Webinar Jam, I start the webinar every
15 minutes on the clock, and I have a countdown timer on the page. It's going based off the computer, and when you do it every 15 minutes, you know what my show-up
rate for a webinar is? Almost 70%, so for every
hundred people that register, at least 70 will show up,
because I have a live webinar going every 15 minutes,
and then I have people in the chat room 24 hours a day. I got 'em from the Philippines,
love Asia, good labor costs. We pay 'em well. And what we ended up doing, is we got 'em in the Philippines, they're in the chat room 24 hours a day, and they're messaging people, helping 'em, and they message 'em,
like "Hey Chris, you know, "while you're watching the webinar, "feel free to tell me your website URL. "I don't mind giving you live feedback, "and giving you advice." By creating that interaction, more people are much more likely to buy. And you know how we make our support staff in the Philippines really good? We hire good ones, and we
pay 'em 1,200 bucks a month, but if they go through the program, which we give it to 'em for free, we then pay 'em an extra dollar an hour. So, now they're really qualified, 'cause they know what they're selling and helping people with, and
they really do try to help. But, this all works out. Now, I don't want you guys to abuse this, 'cause I know most, the
shitty part about this is you guys are gonna up a lot
of the Facebook ad inventory, and then my costs for my
margins are gonna go down, but I'm okay with that. I don't really to care
to sell products online. I'm a software guy, but nonetheless, when you do this shit, it'll convert. Did you guys learn something? How many of you guys are gonna start selling digital products? (audience cheering and clapping) It's really easy, I have a few friends that were showing me their tax numbers. Some of these guys are making around, the shitty ones are doing around 100, 200 grand a month in profit, the good guys are doing
roughly a million dollars a month in profit. Isn't that way better than
selling other peoples products? And then you can do
upsells, and down-sells, and you can just start
milking more and more money, but make sure you're providing value. Just don't sell shit to sell, and don't, I remember, how many of you
guys here were in Berlin? Alright a few of you,
I remember in Berlin, I was talking about a presentation, and I was talking about
how you affiliate marketers make money, and you guys
all put those testimonials of Oprah and Dr. Oz on your page. In your webinar, don't create Oprah. Oprah did not give you a review. Dr. Oz did not say you have the
most amazing medical product that'll cause you to lose
50 pounds in one month. So, use realistic testimonials,
make it believable. Some of you guys are laughin',
I'm like, are you doin' it? Don't tell me, you are using Dr. Oz. You really are? (laughing) Do you live in the US? You're gonna get your ass sued. (laughing) What's your name?
(audience laughing) Why are you saying your name? You shouldn't be saying your name. I hope Rob's really not, what's your last name Rob? Wait, did you just say Patel? You're not brown, you
look like a white dude. But yeah, don't do what Rob Patel does. Don't put Dr. Oz in your webinar. And just because it's not indexable, you know Dr. Oz isn't gonna see it, so that doesn't mean you should do it. But, you can make
legitimate money this way. I have so many friends
that are doing this, and they're crushing it. You know what their number one problem is? They're like, "We're selling too many, "I gotta hire support staff
to answer their questions. "This shit sucks." I'm like, "What do you mean it sucks? "You just netted a million dollars a month "for the last 12 months." They're like, "Yeah, now
we gotta manage people. "I'm getting too many support complaints." I was like, "Who gives a shit, "you made a million dollars a month." But, test this out. Now, let's get into some Q&A. Anything you have to
ask, whether it's SEO, could be this stuff, how to
make money on digital product, I can pretty much. - [Host] Okay, well I've actually got a couple of questions myself, for you Neil,
- Alright. - And then we'll open it up
to the audience after that. - Sounds good. - So, I think the first one, one of the really big
surprising points for me, I've done a fair number of
products myself, but really, never any product under 1K. Is there any circumstance
where you would say that doing a product at a lower price point is actually something that's a good idea, or is just flat out, no never do it? - Flat out, no, no, no, cause it's so easy to Arbicharge traffic. Like, just for right now, I
talked to all of you guys. I talked to you guys, just for
20 minutes and some change, and now we have a countdown clock, right? So, or 30 minutes technically, but when we talked for 30 minutes, do you guys have a sense that
you got to know me a bit? Yeah, have we bonded a bit? I know Rob Patel and I have. (audience laughing) Because we bonded, now
if I made you a pitch, if I told you I could take all
your affiliate landing pages and give you a 20% lift,
would you guys be more likely to buy, 'cause you've
seen some of my stuff? Right, so I not just showed
you guys some information, but I showed you guys, assuming you actually watched the webinar, it's some amazing information that talks about how to rank on Google. I rank number one and two for
the cure to online marketing in the US, without buying links, or doing anything manipulative. I have legitimate traffic. I rank on page one for
affiliate marketing, a lot more competitive terms than that, but I've built up a bond, so
then when you sell something, they're much more likely to close, because they felt that
they got to know you. - And that's why you say
better to take that traffic, and undercharge that to
high-float out numbers, or high, - When you're something
emotional, it doesn't matter. I tested selling it for $500,
a thousand dollars, $200. I just kept making more money,
when I started charging more. Once I started charging 2,000 and 3,000 then it started dipping, but almost everyone is
seeing the same thing. It just doesn't make sense to
sell under a thousand dollars, 'cause that's what everyone else is doing, and it converts really well. - Yup, to be fair, you
have more balls than me. Every time I've started raising
prices of info products, my nerves has broken before
the CBR started dropping, so, - Yeah. - Okay, so second question. I know you did, your
very big on the webinars, and I know it's a very popular
way of selling info products. What about if you are,
unlike either of us, scared of public speaking? If you really, really don't wanna do a live public speaking
thing with an audience, how would you deal with that? - Alright, how many of
you guys are public facing and like public speaking? Wow, most of you don't. How many of you guys
like outsourcing labor for pennies on the dollar? Pretty much everyone? Go find someone to be your voice. - Yeah. - 'Cause most of you
guys aren't public right? I know Rob Patel isn't, he's
using Dr. Oz. (chuckling) So, if you don't wanna be
public, you don't have to, just go find someone, and go
pay 'em to be your voiceover. You can find someone on
Fiverr, instead of five bucks, pay 'em $500, they'll
be your voice person. That's probably overpaying,
but you get the point. - Yeah, then there's,
do you use voices.com and stuff like that as well,
get professional actors. - Yeah. - Yeah, that works pretty well, cool. Okay, so in terms of using
emotion to drive sales and drive the traffic,
obviously a lot of us will immediately think fear, because that's how an awful lot of affiliate marketing works. You've gotta buy this. - Like Agora, have you
guys seen Agora Financial? - I haven't actually, no. - None of you, have you guys seen Agora? The company that makes
over $400 million a year saying that world is gonna come to an end? You guys haven't heard of Agora? One of the biggest affiliates out there. They stay in the background, 'cause they don't want
people knowing who they are. Hence, you guys haven't heard of 'em. But, like in the US there's
a Republican and a Democrat that could be a President,
or an Independent, they always want a Democrat, 'cause when there's a Democrat in office, they found that more
people feel that the world is more likely to come to a
end, and they make a killing. You'd think people selling
flashlights make a killing? They make more money than all that shit, just saying, there could
be a zombie attack, or shits coming to a end,
buy more gold, or buy this, and here's how to survive
when the world comes to a end, and et cetera, and they're
selling all the supplies. But they're the first people
to really revolutionize the quote, unquote, survival space, and they're the biggest
in this space as well. It's just, no one ever knows
there real corporate name. - So, would you say that fear is the most powerful
selling emotion, or is it, - It is, or anything that is, like people can sympathize too, if you've made mistakes and you're just up front with people, so for example when I
started out in marketing I used to think traffics
everything, and I built some sites, and I generated a lot of traffic. But guess how much income I made? Zero, I was a little kid. I thought traffic was everything, but if can't convert those
visitors into customers, you guys know this as affiliates, you can get a million clicks, but if no one buys, it's
useless, but I didn't know that. And when I tell people,
I made this mistake, and that's why I lost money
my first few businesses, but luckily I don't want other people making the same mistake,
and I've learned from it, and I wanna teach you guys it, and if I can just save some people from making the same mistake
as me, I'll be happy. It's a good emotional feel
that people can relate to. They're like, "Oh,
that's nice, let me buy." - So it's partially, your making
yourself vulnerable there, and by making yourself
vulnerable, you build trust. - But it's also true too, right. That is the biggest mistake
I've made in my career, in which for the first
five years of my business, I focused purely on traffic, and I made very little
money because of it. - Okay, have you tried
programmatic email lists? So, not building this as new
big things, stuff like Drip, that's allowing you to
automatically segment and send out different email
lists, different emails, different people, depending on what they've done with your product, is it, - That's segmentation, so
that's like Infusionsoft. If you're selling info
products, you use Infusionsoft. It is the most advanced
and flexible one out there. We do crazy things, where if
you click on a buy button, but you don't buy, you get put
in a different bucket group, and then we send you different stuff, or if you watch the first
five minutes of the webinar and you didn't finish the rest, we send you another
campaign that it's an email from my assistant. It's all automated, but
imagine me emailing a girl named Amy, and the email is to Amy, like, "Hey Amy, I noticed
Chris only watched "the first five minutes of
the webinar and he left. "Can you just check in with him "to make sure everything's
okay with him and his family? "I wanna make sure everything's okay, "and nothing wrong happening." And then the email goes
to Chris, it's automatic, it looks like Amy forwarded it to Chris, and the email's like,
"Hey Chris, Neil wanted me "to follow up with you,
make sure everything's okay. "You can see his note below." That's a really good way to
boost conversions, right? So, it's all segmented out like that. - Okay, there's one part
of your presentation, I actually wanted to
challenge you a little bit on, - Sure.
- If you don't mind. - Yeah, challenge away. - So, you say you have to be an expert. Now, you are clearly
an expert on marketing, no question whatsoever,
but if everyone here has to become an expert in the thing that they're gonna sell products on, before they sell products,
that's gonna take a while. I'm an expert in a couple of things and it took me about a decade each time. So, how expert is expert? Are you talkin' here, are you just talkin, what are you talkin' about? - Well you need to know well enough, where you can teach other people, and they can get value from it, or if you can't go higher,
or partner up with someone who could be the expert,
or the face of it. I have someone who sells yoga courses and health courses in Brazil. They teach you, if you're pregnant, how to have a better spine,
and it's just an info product, or how to be a healthy pregnant person, or how to have less back pain in life. And you know how much
they're doing in Brazil? Think about it, Brazil's in one of the worst recessions out there. Right now, they're
generating, I kid you not, around four to $500,000,
not real, a month in profit, from Facebook ads. They're like, "Oh, it's
not competitive in Brazil. "No one's buying traffic for it." And you know what the guys
know about health, nothing. They just found someone who's
into yoga and back pain, and they partnered with them, and they made him create webinars, and they recorded it, and scripted it, and they're like, "Huh, it sells." And they're just killing it, 'cause their ad cost to
generate that revenue was a bit more than,
what's the conversion, it's three point something, to one, so like 20 to $25,000 USD a
month, to generate that income. It's pretty good.
- That's not bad. So, if you're doing that,
would it be basically a case of find your niche, then find your expert? - Yeah, but you wanna make sure that whatever expert you find, they can give really good value. 'Cause the last thing you
wanna do is sell someone shit. If you can't be proud of it, why sell it? - That makes sense. Okay, so, I think we're
gonna open up at this point to questions from the audience. We have a couple of mics
down the front here. If you have any questions, a-ha, we already have someone. You've figured it out, come to the front. - [Man] Hello, So actually
I'll ask three questions if you don't mind. - Go for it. - [Man] First of all, it
was really, really good. I really enjoyed it. A lot of mind-opening things you said. - Thank you. - [Man] So, first of all, you talked about the 3.6 per 100 registrations,
is that including the followup and re-targeting
or is that only from the first initial registration? - Well it, what I mean by 3.6 is when someone comes to your website, and they register for the webinar, I don't re-market them after. They were just registered, and then I keep selling 'em through email. - Okay.
- Or text message. - [Man] Yes, so basically the 3.6 sales per 100 registrations is that
the hundred registrations, the 3.6 is that including,
'cause you say you follow up if they don't buy, and you emailing, - So half the sales will
come from the webinar, 1.8, and then the other 1.8 come
from email follow up sequences. - [Man] Okay cool, yeah,
that's what I wanted to know. Do you target cold traffic with
your Facebook ads or mostly? - Yes, and I make at
least double my money. - [Man] Okay, awesome, and what's the percentage of the sales that actually come from Facebook, from your Facebook advertising? - You can scale it up to a few hundred thousand
dollars a month, pretty easily. It's not that hard. It gets tricky on Facebook
if you wanna scale to a million dollars a month in profit, you have to be targeting
something that's really broad. - [Man] Okay, and last question. Because I notice that it's really easy to give a high-ticket price to anything that's in the make money online niche. So, my question is do you
recommend the 997 ticket price, like what you said here, to
a niche that's not related to the make money online niche? - Yeah, you can try a 997 price. Most people I know are selling over 997, and even the spine health
stuff, it's in their currency, but in their currency,
they have products that go, max of a thousand dollars. Their lowest end product
is $500 in their niche, just on health and spine health. - [Man] I see, okay awesome, thanks. - You're welcome. - There's an awful lot of people
with spines, it turns out. - That's right. - Okay, next question please. - [Man] Hello, Hey Neil. We're into WordPress themes and plugins, and I wanted to know mostly, the product sale for about
50 to a hundred dollars. How do we go about, - Can you speak closer
to the mic, a bit louder? - [Man] So, the product that we sell, in industry and inter-industry workplace, it's 50 to a hundred
dollars, not more than that. And how do we go about,
raising the price point to where almost 10X, like you're saying? - So, you're selling
WordPress related products that helps people, right? - [Man] Yeah. - You can charge more money
if you can actually provide more people benefit, so for
example, you may have a plugin, that helps with traffic generation. You may have a plugin with custom designs. You may have a plugin
that helps you monetize. What happens if you
bundle it all together, and you had one plugin
that was a master plugin, that helped you collect
emails, generate sales, optimize it for SEO, has
pretty design templates, landing page templates,
et cetera, all in one box. And you know what you can tell people? Hey, you can go and try to do
this all on your own for less, but you know what, how do
you know that that plugin's actually gonna help you? How do you know that that
design's actually gonna convert? How do you know that you're
gonna generate traffic? We've tested all this. Look at the case studies,
look at the testimonials. Yes, we charge you more,
but our shit's proven, and because of that, you're
gonna pay more money. You wanna go waste time and try to figure it out on your own? Go to the WordPress Plugin
Store, go try downloading shit, and come back to me in two months, and tell me how successful you are. - [Man] Thanks, that helps,
and another question I have is, how do we go about generating
massive traffic for WordPress, basically niche, because
most other affiliate networks et cetera are on mainstream, and the WordPress is very niche, so that is where we are having
trouble getting more traffic. - Okay, so you give themes away for free? - [Man] Yeah. - Do you put links in the footer? - [Man] Come again? - Do you put links in
the footer of the theme? - Yeah. - Yeah, so step one is remove that link and link to me instead,
I'm kidding, I'm kidding. (both laughing) But if you wanna do an A/B test on that, you can do that, and you can let me know if it got you more traffic or less. So, the first step is no
follow all those links, 'cause those links are gonna hurt you from a search engine point, and it won't cause you to rank well. Google hates when people do that. The second thing I would actually do is partner up with some amazing designers, and then give away amazing templates, 'cause most people give away
shit templates for free. How much money do you
put into your templates? - [Man] We do 50,000 to
100,000 a month, and, - But how much do you pay
for a template, to make it? - [Man] A template costs us
2,000 to $3,000 per month. - Okay, go spend $10,000 and
go pay some amazing designers, and I bet you you're gonna get,
10, 20 times the downloads. - Okay.
- Seriously. That's the biggest problem. So, I had a friend,
Creative Metal Lab Designs, have you heard of them? They did combo themes. He made a killing from Tumblr. Do you know what his trick was? He just designed better
themes than everyone else. I've seen the WordPress
stats, the Tumblr stats, 'cause I know a lot of people
that work at these companies, the shit that does it best,
isn't people who are marketers and say, let's just
create beautiful themes, because we don't want our name to be shit, and it works better. 'Cause most people are
like, let me create themes, so I can make money, put the user first. You guys are based in what country? - [Man] India. - Okay, your costs are low, right? So, you're profiting a lot of money, no? - [Man] Yup. - Yeah, put some of that
money back into the business. Don't put it in your pillows. I know in India, they keep
all the money in the pillows. They don't like payin' the taxes. Look at all the brown people laughin', you guys put the money in the pillows. You would know that if you
were truly a Patel, Rob. (audience laughing) Okay, so yeah, put it
back in the business, seriously, don't just try to keep it all for yourself, alright. - [Man] Helps me, thank - Yeah, put it back in. I know our parents always
taught, don't spend your money. My Mom always teaches me that today, still to this day she's like, "Neil, it's easier to save
money than make money. "I don't know what went wrong with you. "You always eat out, cook your own food." My Mom still haggles me to this day, but nonetheless, invest more, put it into really pretty themes, and then pay bloggers to
talk about the themes, and email it out to their lists, and you'll start noticing that you'll get a ton of
downloads really fast, and you'll start shooting
really high up on all the apps, like the plugin, like the
WordPress directories, et cetera, 'cause they'll notice that you're spiking. - [Man] Thank you, I think I perhaps will. - Oh you're welcome, best of luck. - Okay, and I actually have a
slight followup to that one. On the subject of spending
money to make money, you mentioned the video, in
particular is very high value. As a filmmaker, I know that
there is literally no limits to the amount of money you
can spend on your video. So, what kind of video
content do you find works? Does it have to be
super-professionally produced? Do you have to have fancy titles? - Edgy, and you could make money, even Arbicharging a product
at 60 bucks or 70 bucks. Have any of you guys seen
Tai Lopez, Here in My Garage? The guys first and low-end product is $66. He makes millions and millions
of dollars selling a 67 or $66 product, whatever it
is, 60-something dollars, and he just created a low-fi video of, "Here in my garage is my Lamborghini, "but you know what's more
impressive than this Lamborghini, "this shelf here, filled
with books and knowledge." Have you guys seen the
spoof video of that? It's amazing, it's like,
"Here in my garage, "you find my Toyota Corolla,
and in the Florida heat, "I had to roll down my windows,
'cause I don't have AC, "but you know what's more
amazing than my Toyota Corolla? "This shelf full of shit."
(both laughing) And then he gets into it, and
then he goes into his fridge, and then he talks about,
"What's even more amazing "than this realization of
knowledge is this 12 pack, "12 pack of beer, and you know what I get "from this 12 pack of beer? "My beer belly." And he just goes into
it, but it's hilarious. You guys should check it out. But yeah, you can sell money on anything, or you can sell anything, it
doesn't matter what price, create a low-fi video. I was gonna create a YouTube video and just burn a hundred grand
a month for pure branding, 'cause I make most of my
money from the Fortune 1000, and my buddy gave me the idea. He's like, "You should buy a Ferrari." I'm homeless and have
a car, and he's like, "You should buy a
Ferrari, and just be like, "here in the street, and then
just demolish the Ferrari, "and jump on it." It would kind of be funny. And then he's like, "It'll
probably go viral on YouTube." I don't wanna spend money on the Ferrari. - I guess you could demolish
his Toyota Corolla instead. - Yeah, that actually would be funny too. - So, with video, can you
actually just get away with phone video, or - Yes, and in most
cases, it converts better than a professional quality video, 'cause it's more realistic
if people can relate to it, and they emotionally connect. - So, keep the lighting rigs and Alexa camera's at
home, okay interesting. We have any more questions
from the audience? Yeah please, come up to the mic. - [Woman] Can you talk a bit about creating enough value in a product to justify a thousand dollar price, say, in a fitness niche? - Sure, okay so in the fitness niche, what is everyone looking to do, either get more ripped or lose weight, would you agree with that? - [Woman] Right. - Okay, and what's the
problem in the fitness niche? What's the biggest
problem with losing weight or getting ripped? - [Woman] What do you mean? - What's the biggest problem? If you wanna get ripped or lose weight, what's the biggest problem? - [Woman] Follow through? - Yes, and also it takes a lot of time. - [Woman] Yeah. - Right, have you seen Beachbody P90x and what's the other one? They have this 15 minute one
that works out in your hotel? - [Woman] Yeah, I've seen those, they don't charge that much. - Yes, but they make all
their money on the backend. So, when you're in small
niches, and you want quantity, and you have other products, the reason I say, charge 997, is 'cause most people
don't have more products. If you have many products
that you can create it, you can create a low-end
product in the fitness niche, for a hundred, 200 bucks,
like a video series, or a training course that teaches people how to get more ripped or jacked. Yeah, they're not gonna
have as much results compared to if they went
to the gym for a year, but if they did it in their home, and used body weight,
or whatever it may be, and they were healthy about it, I bet you they can get results. They can get results quickly. They're not gonna look like Brad Pitt or Drew Canoli, who speaks
later on today, the guys ripped, but he takes a lot of time and energy. He's good at it and he's passionate, but not everyone's gonna look that jacked, 'cause they're not, like me. There's no way I'm
gonna go and get ripped, and if I did, I'd probably lose money, 'cause I'd walk into a corporation, and they would be like, "You can't be a nerd, you're too jacked." It's funny, that's
actually the stereotype. I have a buddy, Tim Sykes,
who sells digital products, and he's like, "I don't
wanna work with AJ anymore, "he's too buff." And I'm like, "It doesn't
mean he's dumb," but, this is just a stereotype. But the point I'm trying
to make is you can go and create an info-product,
that's educational, like a Mike Chang, sell
that, and then have a lot of upsells and down-sells. - [Woman] So, is that the best plan? That I study, I have to start low? - That's correct, because in your space you can cast a really wide net, and in my space I can't cast a wide net. When you can cast a wide net
and go after tons of people, charge low, and then
have multiple products that go up to a thousand, 2,000, $3,000. In the fitness niche, people will spend thousands of dollars on improvement. - [Woman] So, can you give me an example of what kind of product would be worth 3,000 or a thousand dollars? - Sure, I'll first start
with a low-end product, maybe a video series that teaches people how to work out at home, like busy parents when you have kids, and how to make it entertaining to keep your kids busy at the same time, or work out with your
kids, or your family. Then from there, I would
sell 'em other products. You could do upsells, and down-sells, into protein powder,
supplements, whatever it may be, then from there I would
get into weekly coaching. It could be all automated on Facebook and you can give people a loggin system, where they track their
weight, their meals, and you do meal plans for people, and you can charge them, let's say a hundred
dollars a month for that. And then from there I
would start having products that cost a thousand to $2,000, where you have your own personal trainer, or personal coach with you,
and you so Skype sessions, and you can find people who
are trainers on Craigslist, and you can pay 'em
per hour that they work with these people, and you
can just Arbicharge it. You can easily charge a
thousand and $2,000 for that. I know the Muscle for Life guys, they were starting to charge
people a few thousand bucks for training sessions over Skype, and it was working really well with them. The biggest problem that they had is they couldn't scale it up fast enough, and find enough trainers
that they really believed in. - [Woman] Right, right, and
would you do that marketing mostly through email? - First I would get 'em
through Facebook or YouTube, then collect a email,
and then either send 'em to a webinar, or instead
of collecting an email, have 'em register for the webinar, which is like an email signup. Right, same thing? We'll have 'em watch a
webinar, sell them more, and, - [Woman] Yeah, I mean
for the upsells afterward? - Yeah, all through
emails, and on checkout. So, you'll notice that if
you're selling a low-end product you can double to triple
your revenue on checkout, if you offer three upsells/downsells. - [Woman] Thank you very much. - You're welcome. - That was fantastic. I might make that product now. Okay, unfortunately we
have run out of time, so I'd just like to thank you very much for that fantastic talk.
- No problem. Thank you everyone for having me. (upbeat digital music) So if you like this video,
like, comment, share. I do appreciate it, and
if I can ever do anything to help you out, genuinely, even it's giving you some advice. I don't care for the money,
just leave a comment below and I will do my best
to try to help you out and answer all your questions. Thank you for watching.
