Technology Marketing to Get More Leads, More Sales and Make More Money

Ted Ciuba Interviews Marlon Sanders

Ted Ciuba (TC): Without further ado… Good day, Marlon Sanders! Marlon Sanders (MS): Hi, Ted. Thank you for inviting me to be on the call. I’m excited to be here today and let me tell you why. I want to talk about a broad umbrella of Internet marketing. I want to talk about how the average Joe can make money on the Internet. Maybe they have a business wholesaling and need to stimulate sales from buyers and rotate new buyers and their base.

Maybe they’ve got a retail store and need to get some new customers. Maybe they’re a real estate agent so they’re in the service business or a mortgage broker who needs more sales to become profitable. Maybe they sell products on eBay, or have a mail order business and want to leverage their results on the Internet. Maybe they’re a manufacturer who needs to recruit, train, manage, and motivate wholesalers and jobbers.

Perhaps you’re a professional, a dentist, doctor, chiropractor, or consultant and you need patients or clients. Maybe you’re a salesperson and are sick and tired of making those cold calls - you want to generate leads. Maybe you’re in network marketing or Multi Level Marketing and you want to create an automated recruiting system or maybe you’re a stockbroker and you’re tired of people hanging up on you.

If not any of these, maybe you’re “just” a business owner who wants to get more leads, more sales, make more money - you want to generate people raising their hands and saying, “Hey! We’re interested!”

Well, Ted, that’s what we want to talk about. This just isn’t about a business opportunity for people who don’t have a business. What I’m saying is, whether you’ve got a business or whether you don’t, either way we can show you how to leverage your results and cash in on the Internet.

TC: Marlon, if you can deliver one piece of what you just broadcasted, we’re going to have our ears glued to you!

Leverage Is The Key

MS: Well actually, Ted, we can. Let me set the big frame for today, because really, the bottom line here is what I’m about. The bottom line in today’s world is: you’ve got to have leverage.

Archimedes said, “Give me a lever big enough, I can move the world.” That’s really what this whole deal is about. I think most people in business and most Internet marketers really don’t get it. They don’t grasp that single concept - the power of the Internet, the power of technology is that you leverage yourself, you multiply yourself, you clone yourself.

Ted, how many times have you heard someone say: “If I could just multiply myself, if I could just clone myself, if I could just be in a hundred places, or a million places at one time, then I’d have the key!” Well, that’s technology and that’s what the Internet can do for you -and today we’re going to talk about that.

Whether you’re in real estate, sales, or own a business or would like to start a business, we want to give you a few ways to get you started making money, cashing in, leveraging yourself, leveraging your time, cloning yourself, multiplying yourself, getting the deal going, and making money.

TC: Wow! That sounds great. Hey how do we start?

The Internet Can Work For You!

MS: Let’s talk about a few of the advantages of being on the Internet and using cutting-edge technology. I want to show the average person how to apply this for themselves.

We’ve heard about the dot.com crashes, the companies going down and the companies having problems and many have bought into all that hype and nonsense. Maybe you think, “That’s okay for other people, that’s okay for the gurus, or maybe that works for the guys doing that, but it isn’t going to work for my little business, my service, my gift basket business, my eBay business.” Let me just prove to you right now that whatever you do, whatever you sell, the Internet can work for you. Just let me lay it out.

How To Leverage Yourself With Technology

I’m going to throw on the table right now some ways you can use technology, the Internet, to leverage your time, multiply yourself, and virtually clone yourself.

Here are some examples:

ü      Number one: you can follow up automatically with your customers and prospects; you have timed sequence e-mail, faxes, even phone calls. Technology today allows you to do that.

ü      Number two: you can obtain hundreds and literally thousands of referrals at a time. You can obtain automatic testimonials from people. We’ve seen several hundred pages of testimonials - you can get those automatically and use them to create word-of-mouth advertising. It doesn’t cost you a dime regardless of what business you are in. Let me ask you, what’s your single, number-one best method of promoting your business? Word of mouth, right?

TC: I think that’s what most people would say.

MS: Why would most people say, word of mouth? Because it’s free! Word-of-mouth advertising is free and yet…

TC: It’s ineffective, isn’t it?

Generating Effective Word-Of-Mouth Advertising

MS: Word-of-mouth advertising can be very effective, but the problem is that most people don’t have a way to stimulate and generate it. That’s the difference, that’s what the Internet can do. Let me get specific and give you a way to do just that.

How do you generate word-of-mouth advertising? While there are several ways, I’ll just throw out one of our methods here. We use a little thing called a “tell-a-friend” script. You don’t have to know how to do this yourself - I’m big on that. You don’t have to be a computer nerd to be able to use the methods and techniques I’m going to give you.

TC: Marlon, for a tell-a-friend script and most web-related jobs, people can go to an incredible site where experts are bidding for the low price to do these jobs, can’t they?

That’s www.Elance.com

Tell-A-Friend Scripts

MS: That is a major secret! You can go to that web site and find someone who can do this for you. You don’t do this by yourself, you go to this site and pay someone $25 or $50 so you can get a little thing on your web site called a tell-a-friend script. That’s a little button that says, “Click here to tell a friend.” Right then, visitors to your site can click and automatically send a little e-mail to their friends to tell them about your web site. If you want to supercharge this technique, one of the things that you can do is give people something for free - give them a bonus, enter them in a drawing for telling their friends about your web site.

Incentivize Prospects To Get Their Contact Info

You should always be trying to get more names on your Internet list. Another way to do that is to use a free report. Let’s say you’re a real estate agent and you need to generate leads, or you’re a stockbroker and you need to generate leads from your web site so you don’t have to cold-call people.

What you do is offer a free report on your web site by saying, “Free Report Reveals How To Stock Up On Foreclosed Properties In Your City Before Everybody Else.” For a stockbroker, “Free Report Reveals How I Generate Money Automatically Every Month In The Stock Market Without Taking Big Risks.” Anybody interested in stock trading will grasp that free report.

For Internet marketers, this is a one-two punch. You combine these methods for what I call multiple stacking. Your deals stack on top of each other. Here’s how the deal works… People come to your site and request a report. We’ve already talked about the tell-a-friend script, so when they request that report, we’re going to e-mail that report to them. What do you think is going to be at the bottom of that report - which of course is an e-mail sent by autoresponder?

TC: It wouldn’t be a “bribe” to get them to give you more names and e-mail addresses, would it?

MS: It’s going to say, “Win Free Cassette Recorder,” “Win a Free Book,” - win something free, some bonus, some incentive, for telling your friend about this free report. Once they click on that, they send a little e-mail over to one of their friends - “Hey, you too can get this free report by going to this web site. You know I thought it was really good” - blah, blah, blah. Enter them into a monthly drawing and each month hold a drawing that gives people an incentive for telling their friends about your site.

I just taught you two things, how anyone can generate leads from their web site and how to quit cold calling by getting people to request free reports using a tell-a-friend script. Ted, those are just two examples of Internet marketing.

It’s Not Just About The Internet

TC: Generating leads is the biggest problem most salespeople and professionals seem to have.

MS: Yes. It’s interesting because business owners think the Internet doesn’t work... Blah, blah, blah... Those dot.com companies fell... Well, the dot.coms fell in most cases because they didn’t have a product and they didn’t have a buyable business. But if you have a business, a network marketing business, or some kind of a business - you already have an advantage. One of the first things you can do is run little ads offering a free report in e-zines and e-mail newsletters; “Free report reveals blah, blah, and blah.” You could even run classified ads in a newspaper. I know people in different industries who do this. If you’re a mortgage broker you could run an ad in the local paper that says, “Free Report Reveals How To Save Two Points On Your Loan Right Now.”

TC: Marlon, now you’re saying that you can combine offline and online methods…

MS: That’s exactly the point. I’m about technology marketing, Ted, not just the Internet. We combine all these techniques and stack them

- it’s about the concept of stacking. We stack the Internet with other technologies, online, offline, multi-media, phone, fax - we just integrate them all into one big bundle.

TC: I love that distinction!

MS: Put them all together. We’re implementing a system right now so when people come to our web site and sign up for the mailing list, they’ll not only get an e-mail from us, they’ll not only sign up for our weekly little tips, they will also get faxes and a phone call - all of which happens automatically. It’s all technology; it’s all automated. The way we use and envision the Internet is as the launching pad. Isn’t that awesome?

The Internet is the launching pad of all these different marketing methods. Here’s the beauty of it, Ted; it’s elaborate. I can have faxes sent without having to stand over my fax machine feeding the paper in a page at a time. I can have e-mails going out offering special deals, helping others sell closed-out merchandise, slow-moving stuff they have to get rid of. I can have e-mails going out offering free reports and get people to call me up, e-mail me back, generating leads. I can have all this kind of stuff happening automatically. That’s the beauty of it.

Your Lifestyle Will Improve,
Even Without Making More Money

Let’s say you already have a business, Ted. Even if we couldn’t make you rich in your existing business, there’s a flip side to using this technology. The flip side is saving you stress and time, helping you make the same amount of money you’re making - but with less effort.

TC: That’s definitely another angle to consider. Marlon, you’ve grasped the concept of the Internet lifestyle more than most anyone else I know. Have you seen a lot of other people do it? Basically, you work when you want and don’t when you don’t want to. Have many other people have been able to do that?

MS: We’ve been talking about getting more results with less energy and less effort. You can do both. On one hand, you can elaborate your results, get more and make more, do more and accomplish more. On the flip side, you can actually work less, with less stress and less trouble. Whether you are operating an Internet business, or any kind of business, these marketing tools can work for you.

Wealth Accumulation On The Internet

Here’s another good question, Ted. How do you create cash flow on a web site? It’s about cash flow, seeing your web site as the part of your business that’s going to funnel money into your retirement, into your wealth accumulation. This plan has got to be headed somewhere - it’s not just, “Let’s run real hard on this mouse wheel and in ten years we’re going to end up where we are today.” Let’s make your business go someplace; let’s get this wealth accumulation.

I see my web site as a cash funnel. At the bottom of that cash funnel, at the bottom of my web page, is an order button. When people click on that order button, it spits cash into my wealth accumulation funnel. That’s really what this deal is all about.

Let’s not just make money, let’s not just have a business. Let’s put systems together and make this business go someplace.

It’s Easy To Get Started With E-Mail Strategies

TC: Marlon, what do you say to the average Joe who wonders if the Internet will work for him?

MS: Ted, what do you think is the number-one thing the average Joe would ask you? What do you think is the number-one question on peoples’ minds?

TC: I hear it all the time. People are asking, “Can I really get rich on the Internet?” - but that’s not the real question because they already know that answer. What they’re really asking is, “Will it work for me?”

MS: In other words, “I know people are getting rich on the Internet. I know other people are doing it, but the question is, can I do it?”

TC: Exactly, and that’s the question that comes up whether they’re a beginner and don’t have a product, or whether they’ve been in business for twenty-five years.

MS: That’s the interesting question and the way I would answer it is this: You will know when you do it. I could talk all day long about how great an Internet business is, and what I do, and how I know a lot of people who do extremely well with Internet businesses or by using the Internet as an adjunct to their business to generate leads, make sales, multiply income, etc.

The bottom line is, you’ve got to do it yourself. Here’s what I say, Ted. Take just a few of these methods, a few strategies, a few techniques, and get started with those.

Let’s talk about e-mail. E-mail is a great way for people to get started. Let’s say you’re a florist and someone walks in to your retail florist shop and signs up for your “free weekly flower special.” They are then automatically entered into an Internet marketing program anyone can run... Even a ten year old.

You type in a sequence of e-mail messages that will go out every seven days. Every seven days you have a special - and boom! - everyone who has come into your flower shop gets the e-mail telling about your special. And Ted, how much time does it take for you to send out those e-mails?

TC: Absolutely zero!

MS: Absolutely zip, that’s the beauty of it! That’s what I said about cloning yourself, multiplying yourself. You don’t have to sit at your computer and send out those e-mails.

Not All “Experts” Practice What They Preach

I’ll tell you something really funny. I was talking to a book author the other day who wrote a book about follow-up marketing. This is a book author, somebody that supposedly knows what they’re doing and talking about, right?

His specialty is follow-up marketing, yet what do you think he does? Every week, or every month, he sits at his computer manually - by hand - sending out e-mail after e-mail because he doesn’t know how to use the technology to do it automatically!

TC: There’s no excuse for that because it’s so simple, isn’t it Marlon? We ought to let him know about the AutoPilotRiches.com system.

Leveraging Communications From The Web Site

MS: You got it! You know, every business - retailer, wholesale, manufacturing - everyone has to communicate, right? Communications - relationships - are the bottom line of every business.

That’s one of the beautiful things about the Internet. You can leverage your results by using e-mails and faxes. Ted, most people don’t know this but you can even have phone calls go out automatically. There are so many options, so many ways you can leverage your time, your energy, your money, and your efforts using the Internet. It’s cutting-edge technology and it’s phenomenal!

Get Rich With Leverage

TC: Marlon, give us your take on getting rich.

MS: I’m not a big get-rich person. I don’t talk a lot about getting rich, but let me tell you my insight and the one secret to getting rich on the Internet. I’m absolutely positive that every rich person in the history of the world has done one thing, and that one thing, Ted, is leverage.

You can’t do it all yourself; even an employee is leverage. Just like Henry Ford; what did he do? He had machines and people building thousands of automobiles, right? Look at Microsoft’s Bill Gates. He’s got thousands and thousands of stores around the United States selling his software and his products. That’s his leverage. He’s not out at the local computer store in Dallas or over in the Philippines trying to sell his software package. You don’t have to talk to Bill Gates about Microsoft Office. He leverages the people and the places. The whole world is selling Microsoft Office for Bill Gates. He’s got all these computer manufacturers putting Windows in the computers, and he’s getting paid every time.

That’s leverage, Ted!

Sounds Great, But Will It Work For Me?

TC: Marlon, we have Marty on the line, and he wants to ask you a question.

MS: Hi Marty, what’s your question?

Caller: I have a service business, I’m in the carpet cleaning business. Do you think it’s going to work for me?

MS: Marty, I appreciate your calling in. Let me answer that question for you. In your carpet cleaning business, how do you personally multiply and clone yourself using both the Internet and cutting-edge technology? There are basically three things you’ve got to do in your business, actually, in any business. (1) You have to generate prospects or leads.

(2) You’ve got to convert those leads into customers and get them to buy. (3) You’ve got to get repeat business and get those people to buy from you over and over. Those are the three ways I want you to use technology and the Internet in your business.

Generating Leads

Number one is lead generation. How do you use technology to generate leads? You run a yellow page ad and put your web site in the ad. You could also offer a free report in your ad. For example:

“Warning! Do Not Call Any Carpet Cleaner Until You Read This Free Report! Send E-Mail to warning@carpetcleaner.com” (or whatever your URL is).

You’re probably already running ads in your local paper or sending out value packs or those kinds of things. Put your web address in there and offer a free report.

We love offering free reports. One free report that works great in any service business is that free report, “Warning: Do not call any carpet cleaner until you find out these seven common scams.” You can run little classified ads in your local newspaper and offer a free report. That’s how you’re going to generate leads.

Turning Leads Into Customers

Your second goal is turning your leads into paying customers. And just how do your do that? Get those people to your web site www.[whatever your domain is]. com Try offering a couple more free reports at your web site: Give a free report on how to save twenty or fifty percent on carpet cleaning, or reveal seven ways carpet cleaners take advantage of people.

Here’s the key. To get that free report, visitors to your web site have to type in their name, address, and phone number. The free report is just the incentive or the motivation to get them to give you their address and phone number. What do you do once you’ve got their address, phone number, or fax number? You go ahead and send them something in the mail. You can also have people ask for your free report via e-mail. Put them in your e-mail sequence that we talked about earlier and send them an e-mail about your special offers once a week or once every quarter. That’s how you convert these leads into customers using technologies. There’s other ways that you can do it, also, but these are just a few ideas.

Maximizing Repeat Business

The third thing that you’ve got to do is get repeat business. This is where technology is absolutely phenomenal! You can literally send out - once a month, once a week, once every three months - an e-mail offering to every one of your customers. Offer a “Special Deal,” “One Half-Price,” “Buy One Get One Free,” or whatever, but always follow up with your customers.

The key is to reach customers not only with e-mail but also automatically with fax. Use a contact manager to track when it’s time to contact each customer and automatically fax them your special deal including a phone number to call. Now you’re reaching people with more than just one tool. You’re doing your follow up.

Leverage Yourself, Clone Yourself,
Multiply Your Energy!

Now you’ve got leads coming in, you’re converting the names on your web site, and you’re using different tools to get repeat business from the customers.

There are a lot of other things that I could tell you, Marty, but in a capsule, those are just a few of the ways you can leverage yourself, clone yourself, multiply your energy.

You don’t have to send out the e-mails yourself; technology will do that for you. You don’t have to get the people to your web site, your ads will do that for you. All you’ve got to do is use your ads, leverage the ads you’re already running, and maybe run some classified ads in different newspapers offering free reports, etc.

Leverage yourself, leverage your advertising, leverage your marketing. You can even leverage people and personnel by having people designated to follow up on the leads you generate. That’s it in a nutshell.

Caller: Thanks a lot!

The Money Is In The Follow Up

TC: Truer words were never spoken. Marlon, you keep talking about leveraging and following up. There’s one important statistic regarding follow up that our listeners should know.

According to the Society of Sales and Marketing Executives International, 81% of all sales are made on the fifth contact or thereafter. It takes five-plus follow-ups for the average person to make a buying decision.

MS: Ted, I’m glad that you brought that up because that’s true. One contact is not enough.

Let’s use Marty as an example. Let’s say Marty gets a call from his yellow page ad. The first time the customer talks to him, they might not schedule an appointment. They might not want to buy at that time but he still sends them follow-up letters or e-mails. They start hearing from Marty five, six, seven times and multiple contacts are occurring. He might call them again in a month or maybe in a week, whatever his system is. The point is, you get a system together and keep following up, because the money is in the follow up!

If you’re only capturing “easy” business that comes in the front door of your shop, you’re losing eighty percent of your business, because you’re not following up.

TC: In the old days, if you had to send a

salesperson out, that was pretty cost prohibitive. You had to have employees, a car, time. Today you’re talking about systems that don’t require anything more than set up.

MS: Even salespeople can earn more money, a lot more money, just by leveraging themselves. A salesperson can literally have ads in different magazines, publications, on the Internet, off the Internet, in newsletters. The goal is to get people to e-mail them, go to their web site, or call them - and now they’ve got leverage. All these little ads and all of these things going around generate leads to businesses.

Writing Articles As A Marketing Tool

TC: Marlon, do you have a powerful Internet-only, free technique people can use? I always get that question.

MS: There are thousands of e-mail newsletters called e-zines on the Internet. You can write articles and send them once a week or once a month to a whole bunch of these e-zines. Many of these e-zines publish good articles for free; they don’t charge you for it. At the end of the article, include your information and web site address. This is also the ideal place to offer your free report. What’s the cost of this dynamic marketing tool? Zero! That’s the beauty, zero!

TC: I know you use it, and I also use it.

The strategy of writing articles is really gangbusters because one of the things that happens is, once you’re published, people suddenly see more credibility in you, and they’re more inclined to do business with you.

MS: That’s absolutely true.

Systems - The Ultimate Form Of Leverage

TC: Marlon, you’ve spoken so eloquently about multiplying and cloning yourself, about leveraging yourself to success. Could you give our listeners one last tip?

MS: What we’ve done is put everything into a system, the ultimate form of leverage. That’s what we do. We create systems that people can use to make money and to leverage themselves.

The key is, we’re doing it in systems. We have a system for writing sales letters, for lead generation, for getting referrals, for building relationships, and systems for recruiting hot new employees, workers and talent at fair or even bargain basement prices - automatically. We have systems for all these things - that’s what we help others do. We plug people into systems and that’s really the key to this thing.

How do you leverage yourself? You leverage yourself with people, marketing, technology, and systems - that’s how you do what we’re talking about. That’s how people get rich. They use marketing as leverage.

You can use personnel systems for hiring, training, manager training - we’ve got systems for everything now. It’s the McDonald’s thing. Ray Kroc wasn’t the best hamburger cooker in the world but he found guys and he sold the system. That’s what this deal is all about, it’s about systems, leverage, the Internet, technology. We’ve got systems for tracking sales letters, systems for your marketing, systems for all these things, Ted.

TC: Thank you so much, Marlon. You’ve shared some hard-hitting, insightful info.

MS: Thanks for inviting me.

How To Get Rich On The Internet

TC: Thanks for tuning. We’ve had with us Marlon Sanders, one of the most beneficial, hardhitting Internet marketers on the planet.

He’s a leading Internet marketer yet he’s not stuck on the Internet. He was emphasizing technology marketing, combining tools, leverage. Snag leads and customers, follow up to make more sales, but don’t make those phone calls yourself and don’t stand over the fax machine yourself. Get the simple tools that can do the work for you.

Don’t know how to do it yourself? Go to www.Elance.com where you can find someone to help you set things up.

Marlon revealed universal formulas and strategies that everyone can use - from wholesalers and retailers to professionals and real estate agents. Basically, he showed us how to get leads, how to convert them into customers, and how to sell more. He showed us how, with follow-up e-mail, automated fax, and automated phone calls, you can do that.

It’s all about leverage. Using systems.

Multiply yourself, clone yourself, leverage yourself – get more leads, more sales, and make more money!