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Back End Blueprint
Why Optimizing the Back End is the Single Best Way to Find More Prospects, Convert More Customers and Improve Return On Investment
Steve Rosenbaum ZapPowee.com
Copyright ©2010 Steve Rosenbaum and ZapPowee.com
Back End Blueprint
Every effort has been made to accurately represent this product and it's potential. Even though this industry is one of the few where one can write their own check in terms of earnings, there is no guarantee that you will earn any money using the techniques and ideas in these materials. Examples in these materials are not to be interpreted as a promise or guarantee of earnings. Earning potential is entirely dependent on the person using our product, ideas and techniques. We do not purport this as a “get rich scheme.” Your level of success in attaining the results claimed in our materials depends on the time you devote to the program, ideas and techniques mentioned, your finances, knowledge and various skills. Since these factors differ according to individuals, we cannot guarantee your success or income level. Nor are we responsible for any of your actions. Materials in our product and our website may contain information that includes or is based upon forward-looking statements within the meaning of the securities litigation reform act of 1995. Forward-looking statements give our expectations or forecasts of future events. You can identify these statements by the fact that they do not relate strictly to historical or current facts. They use words such as “anticipate,” “estimate,” “expect,” “project,” “intend,” “plan,” “believe,” and other words and terms of similar meaning in connection with a description of potential earnings or financial performance. Any and all forward looking statements here or on any of our sales material are intended to express our opinion of earnings potential. Many factors will be important in determining your actual results and no guarantees are made that you will achieve results similar to ours or anybody else's, in fact no guarantees are made that you will achieve any results from our ideas and techniques in our material. Results may vary, as with any business opportunity, you could make more or less. Success in ANY business opportunity is a result of hard work, time and a variety of other factors. No express or implied guarantees of income are made when purchasing this product. But you knew that already, didn't you?
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Copyright ©2010 Steve Rosenbaum and ZapPowee.com
Back End Blueprint
Table of Contents
Thank You............................................................................................................................ 5
This may be the first time we have met. If so, I want to begin by thanking you for allowing me to join you on your quest for business excellence.
Step Back From the Trees......................................................................................... 7
My name is Steve Rosenbaum, and my job is to make you more money.
A Back End Success Story........................................................................................ 11
24/7/365: Nothing Falls Through the Cracks!
Capture Your Audience.............................................................................................. 13
Remember the Cardinal Rule
The Infamous Back End.............................................................................................. 18
I really should come up with a better name for this lesson. It always gets me in trouble!
How to Write A Follow Up Campaign.................................................................19
What to say, when to say it and all the other stuff you need to know to start the cash registers ringing.
Finding Needles.............................................................................................................. 23
There are gems buried in your data... I PROMISE. Here is how you can find them quickly.
Copyright ©2010 Steve Rosenbaum and ZapPowee.com
....................................................................................... ZapPowee Resources to Help You............................................ 27 How to Systematize............ Close More Sales......... 31 Next Steps.................................000+ Every Month...............com ........................................ 32 Steve Rosenbaum and ZapPowee's Disclosure Policy..............................................................Back End Blueprint 4 Tying It All Together............... Automatize and Fantasticize Your Online Marketing To Find More Customers..........................................................33 Copyright ©2010 Steve Rosenbaum and ZapPowee........... Make More Money and Have More FUN!!! Making $20. 32 You've taken the first step in becoming a Back End Specialist.....................
I want you to be the best you can be. They built this country. Personally. I am a champion of the entrepreneurial spirit. It is how I have distinguished myself throughout my career. I have no pity for organizations that fall back on their old ways and wonder why business isn't like it was a few years ago when we all had more monopoly money to play with. and it is the central foundation that I try to instill in everybody that I work with. I want to begin by thanking you for allowing me to join you on your quest for business excellence. I am frustrated by the mediocrity that exists in much of the marketplace. It is written with business owner as the intended audience. I am irritated by businesses that make decisions for the wrong reasons. It was recently updated to be a resource for business advisers and consultants to use with their clients. Steve But before. we begin. I think it is important that I tell you a bit more about me. How do I know what a know.com . then you will be able to stand out. This book is for you. If you are one of these advisers. It is my true desire that the information in your hands helps you in your business. They have pulled us out of other economic downturns. If so. Small businesses are the foundation of our society. the back end. head and shoulders above everybody else. So that you understand how my business and my personal achievements uniquely qualify me to help you. and why I want to share with you? Excellence is my passion. Update: This book was originally written as a guide for business owners to improve the most important part of their marketing.Back End Blueprint 5 Thank You This may be the first time we have met. Nothing would please me more than to see you succeed by putting into practice the system I am putting before you. Today's business Copyright ©2010 Steve Rosenbaum and ZapPowee. put your self in the shoes of the business owner as you read this valuable information. Then adopt the material for your own use with your clients. and your personal life. I am tired of bean-counters calling the shots. If you are the best. But. Enjoy.
My mother is right. I would also ask that you introduce your friends and associates to me. We sold out of our product several times. I am helping the business leaders get better. and we made great money. I am very pleased to meet you and hope that you will connect with me through all of my social media outlets so that we can continue our journey together. I joined the corporate world where I quickly rose to executive sales and marketing management positions working with divisions of billion dollar consumer products. My business success started when I was a teen when my brother and I developed. Upon graduating from the University of Iowa. a successful board game. “Everything happens for a reason. We came together for a reason. I operated websites in many different niches.com Copyright ©2010 Steve Rosenbaum and ZapPowee. just as somebody else introduced us. that you and I are sharing a moment together. then who will? I am quite proud of my own accomplishments and share them with you because they are what differentiate me from everybody else. and make me the best person to teach you a comprehensive sales and marketing automation system. ABC 20/20 interviewed me for a show they did on how to creatively sell homes in bad real estate markets.Back End Blueprint 6 leaders are the rocks that will create the foundation for the recovery ahead. startup and growth companies and engineered the strategies that developed each of these companies into recognized industry leaders. I was recruited to lead smaller. building materials and home building companies. and ultimately closed down the business to finish our education. What sets you apart and what makes you the best at what you do. New York. Through it all. If you don't tell them. I always maintained and continued my personal entrepreneurial success. privately held. The Wall Street Journal documented how my wife Sherri and I sold our house on the internet. I have received much recognition and honor for my work. and have helped many people develop strategies to grow their own business. On a couple of instances. Steve Rosenbaum President ZapPowee. I was traveling the country attending gift shows in LA. and started figuring out how to harness its power in the mid-90's.. And so it is. I recognized the power of the internet early.com . And I have my role to play in our recovery. My mother always told me. Dallas.0 Better Your Best Internet Marketing Competition. Atlanta. I also believe that it's good to let people know why you are unique. and Chicago when I should have been in class! We had great success. And I was a National Finalist in the prestigious AM2. as well. travel.” I believe that to my very core..
I want to see your marketing system. The company was very proud of the fact that they generated over 13. “Well. many offline and online companies bring me into their businesses to help them improve their traffic and to convert more sales. the business owner realized that they were not converting enough of the traffic into new business “Show me your marketing system. a different perspective to realize that it's time to update their view of what online marketing really is.Back End Blueprint 7 Step Back From the Trees My name is Steve Rosenbaum. if you fall into the former category. The owner opened up their website. The question is: Are you ready to take control and be the hunter instead of the hunted? As a Web marketing consultant and social media adviser. Most companies do). No response from the owner.” I requested. which company are you? (Don’t be ashamed. The internet is littered with tired. Copyright ©2010 Steve Rosenbaum and ZapPowee. web marketing blitz strategies that find. qualifiy and automates the sales process.000 hits per month on their website… which in fact is a decent amount of traffic.com . Oftentimes. Be honest. a very successful offline company asked me to take a look at their Web marketing. companies can't see the forest for the trees. what do you do with all those leads that come in for your website?” I asked. it takes a new set of eyes. Silence.” I responded. A short time ago. “No. However. static websites that languish in the internet boonies while savvy companies kill their their competition with fully engaged. and my job is to make you more money.
what are you doing about those that did not call you?” “Nothing!” he exclaimed.” he answered. “Nothing happens until you catch the ball”. was Dad's favorite line! His Cardinal Rule. Copyright ©2010 Steve Rosenbaum and ZapPowee. But if we fail to capture them when they come to our site. adjust his feet. In one fluid motion the catcher has to snatch the ball. “Did you receive 13. “Well. and engage them into a follow up sales process in order to improve your online sales. then they wind up dribbling out of our grasp like a passed ball squirting behind the catcher. grip the ball the right away. The toughest play for the catcher is trying to throw out a runner stealing second base.” “So.Back End Blueprint 8 “What do you mean?” Questioned the owner. take the ball out of his glove. and my dad coached me. But it all begins with the catch. we're capturing visitors.com . Except that instead of catching baseballs. “What do your visitors do when they come to your website?” “We give them our phone number and they call us. I was a catcher. We don't know who they are!” “Exactly!” Do you see the problem this company was having? I played baseball when I was a kid.000 new phone calls last month?” I asked. I don't know how many we got. no. the same can be said for internet marketing. Well. THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. and fire a strike all the way across the infield.
THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. You need to expose your customers to your branding message over and over again from them to internalize it. we'll revisit this strategy as we're crafting our follow up campaigns. THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. I want you to read it out loud 7 more times: 1. 7. and engage them into a follow up sales process in order to improve your online sales.Back End Blueprint 9 Go ahead… read it again. Later in this book. THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. In fact. and engage them into a follow up sales process in order to improve your online sales. 5. and engage them into a follow up sales process in order to improve your online sales. THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. The problem is… they don’t have a system. and engage them into a follow up sales process in order to improve your online sales. Copyright ©2010 Steve Rosenbaum and ZapPowee. Remember this also as it relates to your own marketing. 2. 3. THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. They have a website. Let’s get back to the problem the company is having with their web marketing system. and engage them into a follow up sales process in order to improve your online sales. 4. Repetition and frequency are key components needed to ingrain something into your long term memory. and engage them into a follow up sales process in order to improve your online sales.com . THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. and engage them into a follow up sales process in order to improve your online sales. 6.
Back End Blueprint 10 Having a static website is no different than having a single billboard on the Autobahn with cars flying by at 120 mph. Copyright ©2010 Steve Rosenbaum and ZapPowee. Just like the driver on the Autobahn. web surfers are not going to back up and come back to your site.com . There is simply no way to capture your visitors’ attention.
Consequently. Who can you trust? Who should you listen to? Your customers are wondering the same exact thing.. We all suffer from information overload.. I would get a Jeffrey newsletter in my AOL Inbox (You’ve Got Mail!) Sometimes I’d read it. better than anybody else. and a business trainer. Jeffrey was also one of the first people I know to send out a regular newsletter. then you better be an expert in your business..” Now. We’re going to change that. You know for some reason. Take a moment and answer those questions yourself… Who do you trust? Who do you listen to? Why? We all have our favorite resources. Sometimes I’d glance through it. And your customers (and future customers aka: prospects) want help from you. People are confused. I didn’t know where to turn to find a trusted authority who knew how to help budding young sales executives. How did your favorites become your favorites? Several years ago. it's true.Back End Blueprint 11 A Back End Success Story 24/7/365: Nothing Falls Through the Cracks! If you want to stay in business today. Copyright ©2010 Steve Rosenbaum and ZapPowee. “I’m going to come back to this and read it when I have more time. It’s impossible for anybody to know more about your business than you do. one day.com . Sometimes I’d just mark it read and ignore it. But maybe they don’t know who you are… yet. I’d never met Jeffrey. you also know. Every week. I always thought. I decided I wanted to hire a mentor to help me with my sales career. I never threw them out. how you can best help your customers. I had a mentor named Jeffrey Mayer (may he rest in peace). how else could my mind have accumulated all of this sales automation stuff!) Finally. a speaker. I have been using CRM software since 1986. but somehow I got on his list… I think it was because I used Act! CRM Software and he wrote the book Act! For Dummies. Jeffrey was an author. (Yes..
NOT when you are ready to sell. you have give Jeffrey credit for having an automated follow up system that kept me engaged until the time was right for me to buy. Knowing how to build this type of system and how to feed it content will keep you employed indefinitely. I made the phone call and hired Jeffrey on the spot. consistent and full of fresh ideas. I also knew that he was reliable. business owners do not know how. but I probably would have called him in 2 months had I had the need.com . in today’s world of blogs and social media. I trusted Jeffrey. You might be saying. His sales messages were woven into his educational content.Back End Blueprint 12 Then it hit me. For more than 2 years. so they never offended me. Believe. It's the best job security you could ever ask for! Copyright ©2010 Steve Rosenbaum and ZapPowee. Regardless of what your client is selling. Jeffrey had told me. I knew that he knew his stuff. it is much easier to see a history of somebody’s work and credentials. but it took you 2 years to call him. There are tens of thousands of references to me on the web that bring me new contacts. This type of a back end will find and close more business for them. But they always worked on my subconscious and established him as the “go-to-guy” when I needed the services he offered. In fact. In addition.” That’s true. every week. “Well that’s all well and good. that he was an expert sales trainer/mentor. Remember this: People buy when THEY are ready to buy. via his newsletter. and do not want to take the time to learn how to do this. So where am I going with this long-winded story? Jeffrey had a strong back end system in place that kept working on me and never gave up. I personally see it every day.
“They’ll call us.. The difference in the services are in the complexity of what you are trying to manage. Remember: THE CARDINAL RULE OF INTERNET MARKETING: You must capture the information of your visitors. OfficeAutoPilot manages the entire customer relationship and allows the company to own the priceless information that goes with any account. but I have a client that wanted to spend thousands of dollars per month on Banner Ads. and engage them into a follow up sales process in order to improve your online sales. especially any company that has a sales force calling on customers.. Copyright ©2010 Steve Rosenbaum and ZapPowee. The best way to capture your contacts and manage your email distribution are by using companies like OfficeAutoPilot and Aweber. OfficeAutoPilot is what is known as a CRM or Customer Relationship Management and a marketing automation program. Google Ads. As a sale manager. and Direct Marketing.. “What will you do when people come to your site?” I asked. this is a huge deal to me.Back End Blueprint 13 Capture Your Audience Remember the Cardinal Rule Have I convinced you of the importance of setting up your Back End before you begin marketing? I hate to harp on it. Sound familiar? The conversation went very much like the one I told you about earlier. When (not if.) that sales person leaves.” was the reply.. Aweber is an Autoresponder Service. Many companies relationships with their customers exist soley through the sales person. Who should use a Full-Fledge CRM like OfficeAutoPilot? Everybody. You’d be amazed how many times I have this conversation with clients.com .
That happens when you capture the contact information of your visitors. Salespeople. Now you need the trigger to launch the Back End. Often leaving nobody in the company to know how to continue serving the customers' needs. They do have some tagging and segmenting capabilities. and represents a huge liability for the company.com . I also love OfficeAutoPilot because it gives me the most powerful controls to target. If you own a company or manage a sales team. One of my favorite sales trainers. This is dangerous. Rick Davis of Building Leaders. like to leverage the strength of their customer relationships. Aweber. is a good service for strictly managing your email communication. in deed. The better my understanding of my data. your customer relationships if you don't properly use a CRM. to maintain a position of power over their employers. ask yourself truthfully who has a better relationship with the customer. Hooray! So you do have your Back End in place! Congratulations. the company or the sales person? If you would like some help changing the dynamics of these relationships.. I can help you. schedule your emails and make sure you are abiding by all the proper email rules and regulations simply by using their service. in the “Finding Needles” chapter. accurate information out of the data you already own.Back End Blueprint 14 they take the relationship and their customer knowledge with them. on the other hand. give me a call. Later on. You are setting yourself up to lose your most valuable asset.. segment and manage my data. understandably. Aweber is a recognized leader in their field. the better my results. You can capture your leads. It can also be the expensive part. likes to say “If you can't measure it. I will show you a video of actual campaign results similar to what you can do using OfficeAutoPilot. Getting somebody to visit your website/blog is the hard part. Copyright ©2010 Steve Rosenbaum and ZapPowee. you can't improve it” OfficeAutoPilot has very powerful data mining capabilities to help you gather quick. but they are not nearly as powerful as OfficeAutoPilot's.
Presto.Back End Blueprint 15 Some businesses will actually pay hundreds of dollars simply to get visitors to come their site (mesothelioma lawyers pay over $50.com . It doesn’t matter. Your sales automation takes over. Eventually. he isn’t going to backup to get the information on the sign. Remember. You capture your visitors contact information and enter it into your Back End. But. Remember our example of the Autobahn driver speeding past a billboard at 120 MPH (I guess he would actually be travelling in KPH. (That was an expensive right turn!) See my Video: “Curses George Orwell! aka: The Hundred Dollar Right Turn” You know what happens next. Your system doesn’t mind. It won’t complain. it might take 5 follow ups. what if you were somehow able to capture the driver’s information. Copyright ©2010 Steve Rosenbaum and ZapPowee. It might even take 10 or 15 contacts before you finally reach your target at exactly the right time. It won’t call in sick. your customers and prospects will place an order with you.00 per search engine click. Nothing falls through the cracks. but I don’t know the conversion)? Obviously. and then also pay for people to complete information forms). and it won’t forget to follow up. and contact him later… just like the state of Illinois did with me when I made a rolling stop on my recent trip to Chicago. just like what happened to me when I decided I needed Jeffrey Mayer’s services.
com/optin. there is a very prominent form. with arrow a big arrow directing the visitor directly to it. This site has been up for over 2 years.htm. Fourth. Both open in new windows and leave my Squeeze Page open on the screen. and I do not want any confusion about what I want the visitor to do… ENTER YOUR CONTACT INFORMATION. It also takes a tool called a “Squeeze Page” or “Capture Page”. My Back End kicks in and takes over. Third. do you see any links that would take the visitor away from my Squeeze Page? Absolutely Not!!! The only links are a legal notice and an email link. with engaging music that automatically loads right away. Can you guess what happens next? I bet you can. I even end the video with instructions for the viewer to complete the form. Your Squeeze Page has one purpose and one purpose only. Thank you Back End! Copyright ©2010 Steve Rosenbaum and ZapPowee. a 7 part video series tailored to the information he is looking for. What do you notice? First. I give the visitor something of value for completing the form.com . Confused minds do not act. You can see an example of a Squeeze Page for one of my products at http://bigbadhomesale. Capture the lead. and I still get sales from people that signed up way back then. Audio and Video have been shown to increase conversion up to 300%. notice that I have an attention grabbing video.Back End Blueprint 16 How do you capture your visitors’ contact information? This takes some planning and some salesmanship. Second.
ZapPowee Converter uses a very clever technology to legally caputre Facebook data into a database. (You should also reassure them that you will respect their privacy).” Of course! I don’t like to either. Unless it’s something or information that I know I need to have. People always say to me. the burden now shifts to the visitor. Assuming you have done all that. Just “Like” ZapPowee on Facebook and see what happens. You need to make a very compelling pitch so that people will part with their contact information. capturing contact is now easier than ever. Those people are simply not qualified prospects for my products or information. Update: Thanks to Facebook. “Toot-a loo”! Do you like to enter your email address onto a web page? Probably not.com . Try it out for yourself.Back End Blueprint 17 One last point I want to make. I said this takes some salesmanship. you did so in order to read this book you are now reading. Remember. I will never convince them to give me their credit card number. I have a very firm belief… If I can’t convince a person to give me their email address. Yet. What compelled you to do that? How can you replicate that on your own website? Copyright ©2010 Steve Rosenbaum and ZapPowee. “I don’t like to put my email into those things.
We all have a ton of calls to make. Copyright ©2010 Steve Rosenbaum and ZapPowee. you are destined for failure.com . or lack of it. How do you know when you’re finally going to get that close. It always gets me in trouble! Follow up. the Dartnell Corporation did a study that concluded that only 10% of all salespeople will actually make 5 attempts to close a sale. more and more demands get thrust upon us. No more giving up on a prospect 1 call too soon. No more leads falling through the cracks. And it‘s understandable. while only 10% closed on the 4th sales call. The lost ROI by not contacting a prospect 1 additional time is a whopping 810%! Would you like to improve your sales 8X ?? Even so. that completes all these tasks for you. That’s where automation becomes vitally important. hours of voice tag to play. Without fail.Back End Blueprint 18 The Infamous Back End I really should come up with a better name for this lesson. is what kills most companies. See the problem? Most people give up to soon. Each and every time. and our available time slips away. Imagine… setting up an automated follow up system. And reports to you of it’s success. loads of emails to answer. We’re all busy. Without requiring your time. Our to do list keeps growing. The Sales & Marketing Club of Los Angeles conducted a study that showed that 81% of sales closed on the 5th sales call. If you do not have an automated follow up system in place.
By following these established techniques and by testing. I will show you how to structure your Back End. Shortly. when to say it and all the other stuff you need to know to start the cash registers ringing. you might as well dump your cash down the garbage disposal (sure. How to Write A Follow Up Campaign What to say. They want to hear more from you! When? How? What? How Much? These are all the questions you need to figure out. testing. If you have a marketing budget. and allows you to tailor your interaction to fit their needs like a glove. by putting you Back End in place. testing… First of all let’s begin with some essential elements of your campaign. but the stats don’t lie. but don’t have a Back End in place. I will also show you how to set up a “Funnel” to capture leads and progress them through your Back End (I’m sorry for any distasteful visuals of that last sentence). you will fail far more than you will succeed… guaranteed).com . Copyright ©2010 Steve Rosenbaum and ZapPowee. Categorizes them. Any marketing you do.Back End Blueprint 19 In addition. SUCCESS! You’ve captured your contact’s information. This type of automated follow up system is what I call your “Back End”. without having a Back End in place is wasted. The good news is. And you will. a smart follow up system “segments” your prospects. you’ll get lucky and stumble into a few sales. you will see a rapid increase in sales and conversions as your prospects progress through your automated system. any money you spend.
You must have a Powerful Opening – If the subject’s job is to get the reader to open the message… then the opening sentence’s job is to get the reader to continue reading. “What’s in it for me?” is what’s going through their head. Use an Attention Grabbing Subject . Customer Benefits – Remember to keep always make your message about your customer. Copyright ©2010 Steve Rosenbaum and ZapPowee. You will need to carefully craft your letters to engage your reader and make them want to read more.Back End Blueprint 20 By the way. and read completely. How will you get them to stop and take notice of yours? The subjects job is to get the reader to stop and open your message. Paint it in very bright colors so they can visualize it. Segment – Tag and segment your readers based upon their response. One of the best way is by including trackable links to see what your readers like. Tailor additional follow ups to their specific wants and needs that you’ve determined by their feedback and action.com . I have a video presentation of this information you will enjoy watching. Call to Action – Always ask your reader to do something. They are scanning their inbox and passing over 95% of their emails.This is critical. Their actions will provide you feedback. Do not assume that your emails will be opened. (I’ll tell you how to do that in a little bit…)(that was just a technique right there!) Ask for Feedback – You can do this in many different ways.
Twitter. You would send a customer a letter that says “Thank you for your business”. Set up your autoresponder to send out an immediate welcome letter with a call to action. phone. you don’t want to send your active customers the same message as a prospect that you are trying to close.com . That’s OK… now you can spend your time developing those candidates that are qualified. Pick up the phone and give them a call. Watch what percentage get opened. also. but add a sentence or two to let them know that you are personally responding to their message. Ask for More Feedback – “Please hit reply and tell me how I can help you.” Follow Up #2 – Try to personalize the message a little bit. Follow Up #3 – If you have a phone number. What to Send Out Thank you and Welcome – This is the first message and should be sent out immediately after your reader confirms their opt-in. Don’t be concerned about the people that opt-out… if they don’t want your free message. specific interests. Follow Up Often – Remember our earlier lesson about the need for repetition and frequency to move something from short-term-memory to long-term-memory? At the beginning of your campaign. Keep track of your stats. your visitor hasn’t Copyright ©2010 Steve Rosenbaum and ZapPowee. They’ll be excited to hear from you. Facebook. Watch how many clickthroughs you get. For instance. Contact Information – Make it easy for your customer to find you… EVERYWHERE! Email. Your prospects’ letter would read “How can we earn your business?” “I Don’t Understand…” – If after you’ve sent out several messages. They just aren’t qualified candidates for your product.Back End Blueprint 21 When to Send Out Follow Up Immediately – Your reader has asked for information. your blog. Other studies show that weekend messages do well. then there is very little chance you will get them to take out their credit card and purchase from you. They want it NOW! They may be looking to make a purchasing decision right now and you don’t want to miss out. “Toot-a loo”! Test Different Days and Times – Studies have shown that emails that arrive overnight get read first thing in the morning. Ask them to follow you and also ask them to refer their friends to you. send out a message each day. You’ll soon see some traits in your list and develop strategies to make sure more of your emails get read. You can use a template. Target Your Message Campaign – Use the information you’ve learned to segment your list and target your message your readers.
com . Send a letter that says “I don’t understand. I don’t want to pester you. “Toot-a loo”! People to Follow and Books to Read: Make sure to watch my video.. but I still haven’t heard back from you. 2 weeks ago you had asked me for some information..Back End Blueprint 22 responded or taken any action. How to Write a Follow Up Campaign where I give you a list of my favorite resources to help you write great copy in your campaigns. so I’ll have to take you off my preferred subscriber list… This will get some more of your readers to take action… others will simply ignore it. Copyright ©2010 Steve Rosenbaum and ZapPowee.
. I PROMISE. or both. Segment or tag your audience based upon action 4. Get them to take action 3. Here's the 30.000 foot overview: 1. sitting there. Engage your audience 2. Follow Up 5.com .Back End Blueprint 23 Finding Needles There are gems buried in your data. Let's make it work for you.. UCLA calls Data Mining: “the process of analyzing data from different perspectives and summarizing it into useful information .” That sounds like something I'd like to do for my business. but don't OVERSELL Copyright ©2010 Steve Rosenbaum and ZapPowee. Chances are it's doing just that..information that can be used to increase revenue. Test 6. Here is how you can find them quickly. cuts costs. Wouldn't you? You've got an amazing amount of information sitting on your computer.. Repeat 7. Keep in Touch.
. Learn more from the Master of Persuasion video. we want it that way). then you need to give them a “Call to Action”.Back End Blueprint 24 You can take a look right now at the actual process and the valuable feedback I got back from my list in this Case Study Video Engage your audience – Remember the importance of getting your customers to take note of your message. I get emails replied back to me all the time from my customers. “Please complete this quick survey. As your funnel narrows at the bottom.. Tell them. anticipation. You can track who clicks on which links which also gives you the feedback you want.) Segment or tag your audience based upon action – How well can you classify your prospect? At first. But the more feedback you get. Copyright ©2010 Steve Rosenbaum and ZapPowee. They tell me they appreciate me for how I help them. what you want them to do. use persuasive techniques. they are just names and addresses. you have fewer people remaining (that's OK... This takes work. Get them to take action – If you want your reader to take action.” . Services like OfficeAutoPilot and Aweber build these into their services. but we need those people to feel the appreciation we have that they have stuck with us... direct them. personally responding to my requests. “Hit reply and tell me how I can help you. You demonstrate this by targeting your messages and making them more specific.”. It's a good feeling to know that I am connecting with their needs... build desire. One of the best ways is to use “Trackable Links”. Ideally your visitor wants to believe that they are really the only person receiving your email. the more you can segment them and target your response.com . I use both these products (but I'm in the midst of converting exclusively to OfficeAutoPilot because of the extra power it gives me.
you can't Copyright ©2010 Steve Rosenbaum and ZapPowee. Test B vs. Chances are. Next time. Take a look at how to create a “Decision Tree” in this video to help you set this up. B (let's say B wins) 3. Test A vs. A (to see if your test is conclusive) Be careful..com . you have already written many of these messages before and emailed “one-offs” to other customers. and set them up in your autoresponder.. Plan in advance what you want to say and pre-load several messages into your autoresponder system.. Follow Up – This is the biggy. Test – There are many variables that will effect the success of your campaign. C (let's say C wins) 4. It has to happen to keep the momentum going. 2. proof them.. test C vs. If you change more than 1 variable. Go get those emails. only test one variable at a time. 1. Remember to use “Merge Fields” to include peoples names. Divide your subjects into 3 groups.. You will learn different characteristics of each segment and adopt strategies to maximize your results. Here's a great article of 7 ways that you can test your emails. How many more ways can you think of? Repeat – Repeat both your messages and your testing.Back End Blueprint 25 You will need to plan follow up messages for the different responses you will receive back. Perfect.. Testing works like this.
So I'm going to make it worth your while. A good rule of thumb is to make at least 75% of your back end messages non-selling information only messages. It's perfectly OK to say to your reader “Here's a great resource for Free images on the web that I thought you would like to use in your blogs”.... Each message is to have a purpose. You'll have a lot of fun figuring out your winning strategies! Keep in Touch. be real. Make it a game.. a video. check out the link. That means that only 1 out of 4 messages. at most. Your AM's are pre-scheduled and loaded and are delivered based upon when somebody joined your list.com . Copyright ©2010 Steve Rosenbaum and ZapPowee. your purpose is to be the “Trusted Authority”... but I'll make it good for you. everybody will be at a different point in the AM cycle. Always have something to give: a link. on Day 1 send out Message 1. For instance... “Toot-a loo”! But always remember. Broadcast Messages There are two types of email messages you will send your readers: Autoresponder Messages (AM) and Broadcast Messages (BM). Bring your friends!” You can make that video in 48 seconds with a Flip Video camera and have it up on YouTube before your new coffee is brewed. I spilled my coffee. share your email and drive traffic to your video which will help you build your network even bigger! Autoresponder Messages vs. BM's are sent out to your entire list at the same time (or portion of a list if you are testing).. some won't.. My car wouldn't start. Come see me for lunch and I'll give you free fries with every burger to thank you for your business. contain some sort of an offer. I'm having a bad day. Send out a tweet that says “[FUNNY VIDEO] I'm having a bad day.” Send out your email at 10:30 AM when people are starting to think about lunch and watch the sparks fly. Here's a good strategy: If you're a restaurant wanting immediate traffic. on Day 2 Message 2. (OK. it really is a great resource for Free images on the web that I thought you would like to use in your blogs. a call to action. make a quick video about with a reason why you are giving away free fries. (By the way. My gift to you).Back End Blueprint 26 be sure which one delivered the results.. Your readers want to hear from you. an ebook.. and a way to provide you feedback to better segment your list. These messages are designed to move your readers progressively through your sales funnel. Plus it's raining which means I know that many of you won't want to brave the weather to come in for lunch. “You know what. Remember. but don't OVERSELL – You're building relationships. Make it engaging. If you've built your following.. You don't always have to be the author..
it right? Surprisingly.Back End Blueprint 27 These messages are about what's going on right now. operated oodles of websites and blogs. New videos you just created. systems and strategies that have made me a recognized expert in sales automation. Make More Money and Have More FUN!!! Well that's all there is too. CRM's. I know and understand all the factors that make successful campaigns.com .. I am a champion of the entrepreneur and love to help people cultivate their passions and excellence into successful businesses.. However.. and as a finalist in one of the leading internet marketing contests. but the truth of the matter is. internet marketing and social media. You can read great stuff from people like Robert Cialdini. so they can avoid costly mistakes and turn around quicker results for greater ROI's.. it's the way marketing and selling has always been. Paco Underhill and even study some of the past great copywriters like Robert Collier to gain insight as to how people react to Copyright ©2010 Steve Rosenbaum and ZapPowee. and a lot less bean counters making ivory tower decisions based upon spreadsheets.. received national recognition for my achievements by the Wall Street Journal. Automatize and Fantasticize Your Online Marketing To Find More Customers. We need a lot more entrepreneurship in our markets today. the answer is mostly “YES”! I'd like to take credit for inventing this fantastic system. People still respond the same way today that they did back in 1872 when Aaron Montgomery Ward launched his first catalog. Combine that with my 25+ years of real world.. Close More Sales. I cut down my clients' learning curve. You will also want to develop a newsletter summary of your most recent blog posts and send it out weekly via BM to your readers. All that being said. what I can take credit for is the wealth of experience. and even special offers (no more than 25% of the time). This is where you tell your readers about interesting posts you have read or written. training and coaching and I think the value and expertise of the complete package speaks for itself! Having sent our gazillions of emails. corporate management. knowledge. Tying It All Together How to Systematize.
b) c) 2. It's a game you can master.com . Hire somebody that has actually sold something before. attended by thousands of business professionals. How is your message delivered. and a link to the “Show Me Your Back End” presentation I made as Featured Speaker at the Virtual Real Estate BarCamp. and the competition. Make sure this is a marketing person as a opposed to a web design person. and how do you get recognized through all the clutter? That is the challenge. What's changed is the media. 1. Many web people want you to believe they are also marketers. So. let's finish off with a brief summary outline. Remember the Cardinal Rule of Internet Marketing (Say it out loud with me right now!) Syndicate your message across a wide range of media. Most of them are not. Get Started a) Bring in outside help for a “Fresh Perspective”.Back End Blueprint 28 certain buying cues and why. Become a “Trusted Authority” Copyright ©2010 Steve Rosenbaum and ZapPowee.
Set Up a Blog a) b) c) Choose between Wordpress. Find and Create Content a) b) c) Learn to be a “News Gatherer”. Use Audio and Video to boost your following. 4. Capture Your Audience a) b) c) Choose a service such as OfficeAutoPilot or Aweber Set up a “Squeeze Page”. Be Consistent. Put up a “Subscribe Form” on our blog. Choose a look or “theme”. 6. My favorite is FrugalTheme because it looks great and is very easy to use. 5. Work on Your Copywriting Skills Copyright ©2010 Steve Rosenbaum and ZapPowee. Plan Out Your Back End a) b) c) Prepare Your Follow Up Campaign Use some emails you've already sent out as templates.Back End Blueprint 29 a) b) c) 3. Blogger and Typepad and others. Put up some posts and some pages.com . Be personal and transparent. Who do you like to follow? Why? What would you like people to think about you? Why? Develop your “voice”.
com .Back End Blueprint 30 d) e) 7. Tag and Segment Your Readers. Don't Oversell. Always Include a Call to Action. Copyright ©2010 Steve Rosenbaum and ZapPowee. Keep In Touch a) b) c) Follow up regularly and frequently. Measure Results a) b) c) Keep Track of Your Stats Test Different Variables Track Feedback 8. Use multiple media for your messages.
Check out these numbers! Copyright ©2010 Steve Rosenbaum and ZapPowee. you will be delivering hot prospects to your customers every single month.Back End Blueprint 31 Making $20. You can earn up to $75 per month per client! Your first 5 Months: Sign up 2 accounts per month.000+ Every Month If you follow the Back End Blueprint. Here is what you would do to set them up: • • • Set up their email autoresponder account (OfficeAutoPilot. you can easily charge at least $2500 to initially set up the system. Charge $2.000 per month maintenance. Aweber. etc) Set up capture forms (squeeze pages) on their site Program their initial campaign (Sales CPR is the best first campaign) Revenue Turbo Booster Tip: Become an affiliate of OfficeAutoPilot and Aweber and make sure your clients sign up through you link. Clients will gladly pay you $1500 or more to maintain their system and provide them with the following services: • • • • Send Hot Leads from the system.com . Monitor Stats/Split Test Results Monthly Review Meeting with Client Create New Campaigns (ZapPowee can help you with this) Better yet.000 per account for setup and $1.
Back End Blueprint 32 Next Steps You've taken the first step in becoming a Back End Specialist.. don't try to sell. support. Our “Campaing Modules” will also give you turnkey content you can use with your clients. ZapPowee offers ongoing training. etc. I definitely suggest using OfficeAutoPilot. Set up your own Back End. ZapPowee Resources to Help You Becoming a Back End Specialist requires continuing education and also an ongoing need for new content. You now have valuable information that any businesses would love to learn. but you don't have to. We will continue to provide you turnkey content.. If not. or to your web site. and member resources to keep your business at peak performance. If you can afford it.. of course. make sure you Like us on Facebook! Copyright ©2010 Steve Rosenbaum and ZapPowee. If you've found this information valuable. Track your links.. Every business you meet needs to entered into your system. You can feel confident to walk into any business and start a dialog. and hottest leads. So add us now to your safe sender list... Note who is opening your emails and following your messages. Remember. then start on with Aweber. then please leave us some nice feedback on our site or at Warrior Forum. You can comfortably call on them at anytime without having to make a cold call. and. Our mission is to make you successful. Just educate. Always have a call to action: a link to email to you. education and valuable information to keep you at the cutting edge of Back End Automation. (Go ahead and sign up now for a trial account with either one). These are your best prospects. subscribe to our RSS feeds and keep yourself up to date.com .
Some links do not have any affiliation or compensation whatsoever. In any case. at all times. In other words. Others are added after the post is written. if you visit the website on your own. my compensation arises from you "clicking on a link" from my site. I will usually.com . as well as the results I sometimes discuss. printed materials. I either get a commission for each sale. I strive to be as open. In other words. and I will contact the company and forfeit my reward. most affiliate links are added incidentally or subsequently. helpfulness. then you may perform a search for the product and visit the website directly. Most times. to products for which I may receive some kind of compensation. not be compensated.com. Simply send me an email to Steve@SteveRosenbaum. in my posts. I post numerous abbreviated disclosures on my blog. Sometimes these recommendations include links. My goal is to share with you my expertise. I make them either because of their value. I add them based on merit. regardless of compensation or lack thereof. but are included for the same reasons expressed above. and recommendations to help you achieve success in your business. or receive some form of remuneration. There may exist some exceptions to this policy depending on the way each company tracks their affiliate referrals. I will include them. and quality. if you do not want me to receive commission. that links in my materials may very well result in such compensation to me. and level of expertise. track record. Therefore. My recommendations are based first and foremost on their merit. If I find them helpful and suspect that they may be of interest to my readers. ebooks and products to ensure that each of my readers has ample access and understanding of my beliefs and relationships with potential sponsors. or based on my direct or indirect knowledge of the author’s reputation. also known as affiliate links. ● ● ● Copyright ©2010 Steve Rosenbaum and ZapPowee.com. either financially or in kind.in my email communications. which linkifies specific keywords within the content dynamically. Please be aware. forthright and sincere as possible. This notice is an effort to be as clear and candid as possible. Some affiliate links are added automatically with the help of software. No advertiser will ever influence the content on my blog or in my other materials and communication. ● I occasionally make recommendations. Updated and current versions of my Disclosur Policy may be viewed at SteveRosenbaum. the ways I am compensated.Back End Blueprint 33 Steve Rosenbaum and ZapPowee's Disclosure Policy The following disclosure policy is current as of the date this product was created. and to highlight some of my relationships. If you do not think it is fair for me to earn commission for my recommendations. I believe in full disclosure and try to disclose any relationships each time I make a recommendation.
However. motives.com . In the case of products of which I am an affiliate or reseller. Some of my endorsements of other people’s products are the result of receiving a free review copy. and may not necessarily or directly reflect the specific products showcased on this blog. Such programs are not “one-size-fits-all” solutions as they teach a wide variety of systems and strategies. All testimonials and case studies are collected from people who have had personal experience with our products or services. by their very nature all results are atypical. Copyright ©2010 Steve Rosenbaum and ZapPowee. Ads on this blog are for my own products.com . Yours will be no exception. some students have received substantial discounts on our products in exchange for their honest review. please contact me at help@ZapPowee. Some endorsements are sent from paying clients who have initially hired us for our consulting services. or I know their authors. and they have each submitted their kind words willingly. In some cases. and without direct financial payment or compensation. they are selected because I purchased the products myself. you will use the information provided in your specific business. most testimonials on this blog highlight positive and sometimes extraordinary outcomes achieved under unique circumstances. and results are unique. As with most training programs or information products. So please use discretion when making a purchasing decision. I was involved in their creation. if I feel the product has merit. businesses. as all markets.Back End Blueprint 34 ● Without question. and I only provide an honest review. ● ● ● ● ● ● ● ● If you would like any additional information. such as with case studies. In rare cases. or products of which I am an affiliate or reseller. and because I believe these products to be useful to my readers. I do not receive any direct financial compensation for making such endorsements. whether as an affiliate or not. You even stand a chance to lose money. Some have become friends or partners in various ventures. or even if. it is impossible for anyone to predict how. Therefore. there’s inherent risk. Typical results are exceedingly difficult to predict or measure. As with every business venture. I may be an affiliate.