By Marlon Sanders
— The big shift between being a newbie and going to the next level
— Plain talk about getting traffic that actually makes sense
— The unvarnished truth about the #1 skill you MUST have
— What about screw ups and mistakes?
— Is the money in the details?
— What SHOULD you be focusing on?
— Who does all the work?
— How long is this gonna take?
— What you should know about the “build websites” model
This article is NOT for newbies. It has a lot of straight, plain
talk you probably won’t hear anywhere else because not all of it
“pitches good.” No bull. You won’t hear much of this talked
about other than here.
Take the article, change the URL in the resource box at the
end to a reseller ID and stick it on your web site, blog,
Facebook blog, Myspace blog, Hub Page, Squidoo lens, or Google
Put it up and announce it on Facebook, Twitter, your blog,
email, or whatever else you have.
This IS an article people will want to read. You WILL make
sales from the link in the resource box.
If you don’t have a reseller ID, just go to:
http://www.getyourprofits.com and sign up. It only takes
There are 4 ADS at the end of this ezine. You can replace
all THOSE with reseller links if you want.
P.S. After you read today’s article, please pass it along
on your blog, email or just to a few close friends.
Then hit me back on my blog.
I personally comment back. Let me hear from YOU!
PPS: Other marketers ONLY send you good content during their
product launch. I’m with you every week, motivating, inspiring,
educating. Where are THEY when a product launch isn’t going
I’m here every week delivering rock solid content based on years
of experience. If you like what you get here, and want more of
it, please pass the word along on forums, blogs and so forth…
that THIS is the ezine to come to for real world marketing help.
Marlon’s Marketing Minute
Vol. 4, #19, May 30, 2009
This issue contains:
A. Sponsor Advertisement: How To Create Your Own Sales Machine
B. Announcements from Marlon (Important)
C. Main Article: 23-Point Cheat Sheet For “Now So Newbie”
and “Wannabes” who want to go to the next level and discover
the true Internet lifestyle
D. Services You Can Use
Brought to you by: Marlon Sanders – Publisher
A. Sponsor Advertisement
How To Create Your Own Sales Machine
If you’re baffled about how to create your own sales machine,
I described it best in this product:
B. Announcements from Marlon
==> Give Away “The Best Of Marlon Sanders” to your friends
or list and snag spending cash and prizes!
I’ve just released “The Best Of Marlon Sanders”
Give it away to your friends or list and snag affiliate
commissions as well as prizes.
==> Download your FREEBIE ebook now.
“The Best of Marlon Sanders”
There is a squeeze page. The idea is for you to enter
the email address you actually READ! I’ll send out a version
later where you can bypass the squeeze if it bugs you.
===> I’m hiring a new staff member to replace Danny so
the last recording ain’t gonna make it up till someone new
is in his chair.
C. MAIN ARTICLE
Cheat Sheet For “Now So Newbie” and “Wannabes”
Subtitle: How to go from where you are to the next level
where the going gets good
By Marlon Sanders
If you haven’t snagged it yet, I have a freebie guide for
I refer you to that because today’s article is NOT for you.
It’s for people who have gone beyond the newbie stage and want
to go the next level and the next level beyond that.
Yesterday on Twitter, Karen asked if I could produce a
guide for “not so newbies” and “wannabes.” I’m going to
assume you know the basics of building websites, blogs,
market research, optins & aweber, SEO and Social Media.
But you’re struggling to get by and working 10-12 hours a
day. Your biggest problem is building a stable, consistent
Let’s dive right in:
1. Get really comfortable with producing products and
getting them out the door.
You need to get this down to a checklist. About everything
you need to know is in ProductDashboard.com. But you still
have to DO that process over and over.
When I was a kid, I loved to go to the skate rink. Now,
before you could learn to backwards skate (which was the
really cool thing to do), you had to learn to forward skate.
And until you’re comfortable going around the rink
forward, you’re not advised to start working on backwards skating.
Same way in marketing. Getting products created is
something you should do like breathing. Get comfortable with it.
2. There are several ways to get products out the door.
Find one or two that work for you.
You can interview people over the phone, transcribe the
interviews and create audio and pdf compilations.
You can do webinars and record them.
You can create Power Point presentations and record audio
You can write ebooks (don’t attempt this unless you’re a
3. Master Camtasia, Camstudio or Screen Flow.
These are what you use to record your screen in concert
with audio. Screen Flow works on Macs. Camstudio and
Camtasia are for use on PC’s. Camstudio is a freebie download.
That’s right, if you’re too broke to spit, you can STILL
create products with Camstudio. Or just do audio interviews.
4. Get confident
Dan Kennedy is fond of repeating the saying that “in the
land of the blind, the one-eyed man is king.”
If you need a dose of good ol’ fashioned self confidence,
try listening to Anthony Robbins.
5. You gotta write or talk
There are only two choices here — either you write or you
talk. If you write, you can always hire someone to turn
your written words into audio and video. If you do audio
or video, you can have it transcribed.
6. Now, once you get comfortable producing products, learn
to SELL them.
If the word “sell,” is a potty mouth word for you, the
reframe it as learning to create messages that make people
WANT to buy. Or “helping people make sound buying
This is a different learning curve. You’ve got to get
comfortable learning to sell stuff. You can sell via sales
letters, webinars, teleseminars or podcasts. But sell you must.
Let me point out something here. These are the things most
newbies focus on: Building websites, blogs, market
research, optins & aweber, SEO and Social Media.
These are all ways to get TRAFFIC to your web site. And
most newbies START as affiliate marketers. And that’s a
good thing. You need to know how to get traffic.
But notice there’s nothing in that list about learning to
SELL. See, building web sites and blogs and researching
the market, those things all involve NOT selling. They are
just fun little things you piddle around doing on your computer.
And they’re good things to do no doubt.
But do you get paid for building web sites or setting up
Aweber? Do you get paid for building blogs?
As a matter of fact, you don’t.
No one gets paid unless and until someone buys something.
In the end, that goes for Adsense clicks also. Because no
one pays for clicks in the long run unless someone buys at
the end of the day.
I do NOT recommend you build your business around adsense.
I recommend you build your business around learning to
SELL STUFF online. That’s where the bux are.
Stated differently, the money is in learning to help
people buy now and not later. And learning how to craft
messages that give people really good decisions to want to
do that now.
7. Realize that your time as an affiliate, before you
create your own products, is best spent learning to sell.
Learn to get people on your list then invite them to a
teleseminar or webinar where you pitch a product. Learn to
write great “pre-sell” pages. Have someone interview you
about an idea and then subtly pitch one of your affiliate
products as you talk.
8. The money is learning how to sell
I’m famous for creating the saying, “The Money Is In The
List.” I said that in Amazing Formula back in 1998 or
whenever it was. But you’ve got to learn to SELL to your
That means learning to write emails that sell. Learning to
write words on a page that gets people to buy.
9. Realize that selling is NOT a dirty word.
Some people associate negative things to the word “sell.”
If that’s you, then realize now that what you’re really
doing is helping people make a sound buying decision.
When we use the word “sell,” what we’re really talking
about is explaining why the value in a product is greater
than the money someone has in their pocket. An why it’s in
their best interest to trade that stack of money for the
product today and not next week, month or year.
10. If you learn how to create products and how to sell
but you don’t have anyone on your list to email, you still
aren’t there yet.
So one of the things you’ll want to do is create small
reports, videos, newsletters, pdf’s or webinars that you
can offer people as a freebie in exchange for joining your email list.
If you don’t know how to do this, I refer you to
promodashboard.com as a resource.
11. Learn to split test
The way you increase the number of people who join your
email list when they visit your web page and then the
number of people who buy from your presell, sales letter,
audio interview, teleseminar or webinar is by learning to split test.
You test one sales approach or sales message vs. another
one. And you see which works best.
12. Get really comfortable with writing and sending out emails
At this point you know how to create products and sell
them. You need to get in the habit of writing emails to
your list at least several times a week, if not daily.
Learn to write subject lines that get your emails opened.
Learn to write and format emails. Learn to create your
tracking links, so you can see what people click on and
how many people buy.
13. Create your automated follow up sales machine
Now you have products to promote, you know how to sell
them, and you know how to send out emails.
Now take the webinars, teleseminars, emails, blog posts,
podcasts, interviews, and pdf’s that have worked BEST and
load ’em up in a sequence in your autoresponder, so that
every new subscriber gets a pre-planned sequence of offers.
Be sure you use your tracking links.
14. Calculate the value of a new list member
Once you have this follow up sequence, you can figure out
how much a new subscriber to your list is worth after 30
days. Now you know how much you can spend to buy traffic.
15. Ramp up your traffic
You can pay people to write articles for you. You can pay
ppc ads. You can buy banners. Once you know the value of a
new subscriber after 90 days, you know how much you can
afford to get that subscriber.
16. Ramp up your affiliate promotions
Once you’ve mastered your sales machine and have a healthy
worth for every new list member, ramp up your affiliate
recruiting. Now you can go to affiliates and say that
every click they send you should be worth $X.
If you need help setting up your affiliate systems, I’ve
laid out my whole system at affiliatedashboard.com. If you
have a really lucrative sales process, the affiliates will
come because you’re paying their bills for them every time
they send you a click.
17. Learn to sell by speaking
If you haven’t already started doing teleseminars and
webinars to pitch larger ticket products, now is the time to learn.
You’re going to need larger ticket back end sales and this
is how you get them. Once you learn to pitch on
teleseminars and webinars, you’ll be ready to hit the speaking circuit.
Bundle up your products into a bigger ticket you can sell.
Or create a series of teleseminars or webinars with high
value. Learn to sell big tickets.
18. Hit the speaking circuit
Now that you have a bigger ticket product that you know
you can sell because you’ve done it over and over on many
teleseminars and webinars, you’re ready to hit the
speaking circuit. It’s easy to get speaking slots once
people know you can sell from the stage and aren’t boring.
If you’ve been practicing your webinars and teleseminars,
you’ve learned how NOT to be boring. If this is a
challenge, join a Toastmasters group.
19. Handling bumps along the way
You’re going to run into problems, glitches and obstacles
along the way. Get used to it. That’s part of business.
Learn to hire talent and outsource on elance, rentacoder
and the other sites. Find a “go to” technical person to
assist you. Find a “go to” graphics person who can do the
graphics for your web sites.
Struggling with technical things shouldn’t be your focus.
Learning to create and sell products should be.
For the record, the money is NOT in the details. The money
is in the list an in learning how to sell. Or, if you
prefer, learning how to get people to buy stuff that’s in
their own best interest to buy.
Selling stuff is what pays your bills.
People think they’re getting into the web site building
business. It sounds sexy and exciting. It is. But make no mistake.
What puts large chunks of dollars in your bank account is
selling stuff, whether it’s your own products or someone
else’s. But eventually, you need to learn to create and
sell your OWN products, webinars, podcasts, seminars and teleseminars.
20. How to overcome mistakes
Let’s say you screw up or make mistakes. So? You thought
you were God? Only God is God. Everyone else makes
mistakes and screws up.
How do you overcome mistakes?
You sell enough stuff and big enough ticket stuff that it
doesn’t matter. You create a sales machine, so you have
the room to make mistakes and not suffer.
21. How to find the time
You may say, “But how do I find the time for all of this?”
If you use webinars or teleseminars as the basis for your
product creation, it doesn’t take that long.
If you learn to interview people in your products, so that
part or all of the content is theirs, it doesn’t take that long.
You’ve got to focus on what pays your bills — learning to
create sales messages that get people to buy then getting
those sales messages in front of the right people.
22. How to get traffic
One of the perennial questions is, “How do I get traffic
to my web site?”
This usually means you’re still in the “web site creation”
model. The idea is that your job is to “build web sites.”
And somehow by building or assembling lots of web sites,
your bills will get paid. That’s OK for newbies just
getting started. You can pay a few bills that way.
But you’ve been there and done that or you wouldn’t be
reading this. So let’s get real. You get paid when someone
buys something. Plain and simple.
Getting thousands of people to your web site makes you zilch.
Would you rather have 1,000 visitors who do NOT buy or ONE
who buys? I’ll take the one who buys.
The BEST traffic bar none comes from your affiliates.
Chances are, you’ve been sucked into the idea of being
someone else’s affiliate. And I love affiliates. Affiliate
marketing is a GREAT way to get started in this business.
But the best traffic comes from affiliates. And affiliates
send traffic to the offers that get the most bux per
click. And the secret to getting most bux per click is
split testing and learning to craft super powerful sales messages.
Nothing happens until someone buys.
And no one buys until someone sells.
Here are your best traffic sources:
a. Getting affiliates to promote your products
b. Article traffic
c. Ezine traffic (from buying ads in ezines)
d. organic seo
g. cpa traffic
We could debate the order of some of the above. But you
can write or get written and submit dozens of articles a
week and get traffic that way. You can buy ads.
Here’s the thing: It ALL works and pays your bills as long
as you have a SALES MACHINE that follows up and gets
people to buy over and over and over again.
Without a sales machine, not much above will work. As long
as you write the articles yourself, article marketing
will. If you have a sales machine, it ALL works.
23. The bottom line
The thing that separates the newbie from the next level up
is the willingness to create and the willingness to sell.
“But Marlon, what about all these stories of people who
just have these automated systems for building web sites
that magically make bank?”
Here is what I think:
a. It sounds good in theory
A lot of these people give you 2 or 3 examples of sites
they created in a few hours that bring in $30-$100 a day.
But they don’t tell you they had to create 10 or 20 to
The same thing for those super big Adwords campaigns that
make your eyes bug out. They don’t tell you they created
100 to find that 1 to give you as an example.
b. The person has a very high skill level
I’ve seen people who actually DO this. And they have a
very high skill level that few people could match. If
you’re a genius, a lot of doors open up to you.
I prefer teaching methods that are within the realm of
realism for someone who is less than genius.
c. The person skews the truth
The pitch doesn’t necessarily lie but it omits key facts.
d. The System isn’t evergreen and will be “broken” in 6
months or a year.
If you want to build a solid business that will be around
5-10 years later like I’ve done, learn how to get people
on a list and get ’em to buy stuff.
Marlon Sanders is the author of “The Amazing Formula That
Sells Products Like Crazy.”
To get on his killer ezine list, to get cheat sheets and all kinds
of other goodies every Saturday and during the week, to get simple,
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