Perry Belcher Presents

www.perrybelcher.com

Let’s Get Physical

How to Sell Physical Products

(Or Anything Else) Online Better Than Anyone

Else You KnowPerry Belcher

“What You’ll Learn”• My Rags to Riches to Rags to Riches and so on … Story

• How To Find and Develop High Profit (ALMOST FREE) Products

• How To BUY Customers Wholesale: Buying PPC Traffic for .30 on the $1

• 37 Ways I Maximize Every Prospect (to Triple Conversions)

• How You Can Do the Same Thing or Even JV with Me

In the beginning…

• I was born when there were no color cameras…

I’m a small town boy

• I grew up in a small town called Paducah, When my brother joined the army, I had to have a uniform too…

• It was Awesome!!!

I Got a Good Raising

• My mom was a waitress and single, so I spent a lot of time with my grandma…

Was I Poor?

• Let’s just say we were currency challenged

Growing Up

• I was kind of a dork when I was a kid

As a Teenager

• But then I developed a great sense of style, Disco Baby!

Today!• I have 4 children, two in college…• I drive a Ferrari and a Hummer• I live in a million dollar + home on

a lake with a big boat.• I’ve traveled to 8 nations• I ALWAYS fly 1st class• I’m speaking at a Yanik Silver

event…now I can die• But it all started with one product

and one website

Today!

• 130 employees worldwide• Operate 128 websites in 75 markets• Spend $4,000,000 Dollars per year in

PPC advertising• 1shoppingcart.com’s largest customer• National news coverage of products 2

times ($615,000 in 48 Hours)

Five Biggest Reasons to Sell Hard Products

• Perceived Values• Rapid or Zero Product

Development Time• Easy Lead Generation with

Samples & eBay• Very Low Competition for

Marketers• Stanchion Story

How I Make $30M a Year

• Great Market Selection• Rapid Product Development• Uncovering Sibling Markets• Doing it Over and Over Again• Outsourcing Effectively• Associating With Good People• Testing And RECORDING

Everything • Just Being There

Markets Are Like

Girlfriends, You Have To Pick Them Wisely…

Perryisms

…But Unlike Girlfriends, You Can Be Involved

with As Many Markets As You

Want…

I’m Currently Involved with 75…

Markets, That Is!

What Makes a Good Market

• A Gaping Void

• A Passionate Audience

• Multiple Outlets to Sell

• Easy to Combo

• Niches that are Used to High Prices

• Old School Competitors

Next you need a product…

Sources for Rapid Product Development

• Dietary Supplements– Make sure you and your products are in good standing with

the FDA and FTC

• Chemicals or Cleaners– Use the Splintering Technique– Use GRAS Lists

• Custom Printing & Licensing

• Imported Products From China

• Software & Services from Outsourcing

Find Something You Can Give Away For Free to Build

Rapport

Going to China

Attending Trade Shows in Canton

• The Canton trade fair should be the first show you attend in China

• The fair is held bi-annually, in April and October

• 18,000

• Booths

When you find a product you like, talk to the manufacturer and tour the factory. Why?

• They’ll see that you’re a reputable business person• They’ll most likely lower the selling price of their products• Visiting is just plain exciting sometimes, e.g. story of the

single light bulb!

Factory Tours

Shipping Your Products Home

• Taxes and tariffs typically aren’t that expensive

• Shipping a 20 ft. container costs about $3000, but if you come to China with me, we’ll be able to ship your pallet with our goods for only $500!

• Talk to me about obtaining a list of good freight brokers

Demystifying China in Three Steps

1. You Don’t Have to Have a Million Dollars to Buy in China

• In fact, $5,000 will usually get you started

• I need a partner for cigarcutters.com right now

• Upfront is only 30%

Demystifying China in Three Steps

2. Take Wang’s Advice – Create It Here; Make It There

• Don’t buy anything in China as-is• Change your product or find a way to increase

it’s value

Demystifying China In Three Steps

3. Sell It Before You Buy It. Or At Least Pretend to

• Be a Distributor

• Dry Test

• Ship with A Lead Time

Some Good Resources

• US China Travel Services

• Get Everything in Writing

• Use Faxes – NOT Emails

• Skype Is Your Best Friend

• Get Your Own Brand – It’s FREE!

Big Tips for New Importers

• License Chinese Products for ValueRubbermaid Mailboxes

• Package Hard Products w/Info ProductsEar Candling

• Always Add an Up Sell; It’s Cheap!

• Stay Where It’s Cheap, But Safe

• Get a Translator; They’re Cheap

• Get Good Vendors and Keep Them

How to Get Screwed In China

• Not Having a QC Person in China

• Having a Bad QC Person in China

• Insanely Long Lead Times After You Pay

• Poor Specs and No Samples

• Being Cash Poor

• Not Dry Testing Your Market

• Tariffs and Taxes

Making Chemical Products

• Search the Formulas Database

• Research The Market

• Find an Unusual Bottle

• Have a Cool Label Designed

• Write a Sales Letter

• Buy PPC and Look for Partners

• Take Successes Offline

Making Supplement Products

• Find a Contract Manufacturer

• Get a Great Formula, There are Tons!

• Design a Great Label

• Get a Good Lawyer

• Write an Emotional Ad

• Buy PPC and Look for Partners

• Take Successes Offline

Now ya gotta sell it…

My Mission: To Create The

PERFECT Marketing Umbrella

True Marketing Gurus Test Everything

Typography: The Basics

• The most readable font is 12 pt. Arial• The most readable small text font is 9 pt. Verdana• Your headline will be read more often if you use 20 pt.

Tahoma bold• Your sub-heading will be read more often if you use 14

pt. Tahoma bold• Red is the best color for any headline• For testimonials in Johnson Boxes, use a yellow

background with a red border and a red 14 pt. headline• Because it inspires trust, blue is the best theme color

The Biggies

• A Great Offer

• A Fair Price

• Great Copy

• A Target Audience

• Leads & Visitors

• An Automated System

• Great Testing Data

More Typography Basics

• Top photos should be placed left• Any other photos should be placed right• Orange and blue are the best Buy Button colors• Four-line drop cap letters increase your scroll rate by 22 percent• The best headlines start with “How to…” or “7 Steps for…”• Having a testimonial below the “P.S.” in your sales letter will

increase your conversion by 9%• Having testimonials below the opt-in in your sales letter will increase

your conversion by 16%• If your website has a light grey background, it will increase your

conversion by 7%• Create your website on a 550 pixel template +24%

More Results from More Tests

• Emulate Yahoo – put your opt-in box at the very top of the page. It will increase conversion by 77%

• Put a red dashed border around the buy area and increase your conversion by 28%-33%

More Results from More Tests

• Don’t send mixed messages – pair negative images with negative messages and positive images with positive messages

From http://www.ovulex.com

More Results from More Tests

• Put testimonials on your order form and increase your conversion by 24-34%

• Put a box around your guarantee and add a seal to increase your conversion by 12%

From http://www.sonarx.com

Google Ads with Key Terms…

• Reduce Cost by 40-90%

• Increase CTR by 22-30%

• Increase Conversion by 25-28%

Tests Involving Keyword Loaded URLs

• Using keyword loaded URLs produces an automatic increase in text ad CTRs

Tests Involving Keyword Loaded URLs cont’d

• Another great advantage of using a keyword loaded URL is the CPC drops while the CTR goes up

• For example, our colon cleanser was competing in a tough market on www.colondtx.com, with CPCs near $4. We moved the traffic to www.coloncleansecndweightloss.com which increased our quality score and reduced our CPC by 60%

Tests Involving Negative Keywords

• You can effectively optimize a keyword list by entering keywords in the embed match form in your negative keyword list. You are able to increase you CTR by not wasting impressions on the wrong content

• One of our products is used to treat hives. There is also a rock band called The Hives. We don’t want to waste clicks on some one looking for information about the band. When building our negative keyword list, we used the terms –band, -lyrics, -the , -mp3, etc. Then we took the terms and put the into embed match: -“the hives mp3”, -[hives lyrics], -[hives tour dates], etc

• Not only have these changes helped our CTR Increase from a 5.5% to 7.2% for this ad group; but also our CPC has dropped by an average of $0.05 per click

List of Our Negative Keywords

Tests Involving Site-Targeting Ads

• Google allows you to take over the entire Ad Sense space on a given site if you bid on it properly

• Using image ads gives you an opportunity to manipulate the system and get extra text

• It takes some tweaking and experimenting to find sites that will convert as well as search listings, but we have noticed a better conversion rate than traditional content network text ads

• Since we’ve been able to choose our own sites, we’ve gone from a 0.23% conversion rate on content network to having several sites with conversion rates around 1.12%-1.25%

Our Image Ads

“Texty” Banners have higher CTR and Conversions between 11%-43%

Testing with Ad Words Website Optimizer

• AdWords new website optimizer feature has really opened up a lot of information for us

• Below is the results box of a test we ran to find the most effective spot for an opt-in form

Testing with AdWords Website Optimizer

• Another test that we’ve run with website optimizer was on testing the offer on the page. Conversion Rates are the main area of interest when running AdWords to get the most value for the advertising dollar. As you can see below, an offer that increases conversions by 30% is a great offer to have.

Testing with AdWords Website Optimizer cont’d

• When we tested the copy with only one option, sales increased fast

• Since the beginning of this test, this product has continued to generate a lot of money. The daily average has jumped from around $700 to over $2,000 and the conversion rate for the site as a whole (both PPC and affiliate traffic) moved up to an amazing 31% after this optimization

The Best Headlines…

• Use a headline that begins with “Who Else” (“Who Else Wants to Lose 50 Pounds?”), on average it will yield a 44% higher conversion rate

• Replace the first letter in your opening paragraph with a drop capital image; you will increase your readership*** rate by 40%

• Using quotation marks around your headlines will increase your conversion rate by 17-63%

Auto-Play Audio Testimonials

• Having video testimonials on your site will increase your conversion by 51-63%

• Instructional videos will reduce returns by 48%

• Embed your videos using pay-per-click

Print Ads with Email vs.URL Participation

• Sending 1000 customers to www.myurl.com resulted in 44 Leads and 6 Immediate Sales, 5 Sales from Follow-up for 11 sales total

• Sending 1000 Customers to mail@myurl.com resulted in 1000 leads and 0 Immediate Sales but 114 Sales from Follow-up

• Net Increase +1000%

• Customer Questions go to Autoresponders

Live Chat Converts

• 1 in 50 web visitors result in a sale• 1 in 3 people you chat with will result in a

sale• Get Them to Talk and They Will Spend

Money– Instead of just live chat buttons, ask a specific

question you know they want to hear the answer to i.e., Want to know the main ingredient that makes FungRx work so well? Ask Me Now!

My Favorite Gadgets

• Skype

• Boiled Chicken Thesaurus

• Simulscribe

• FreeMind

• De.lic.io.us and Digg

• Basecamp

• RSS Reader

The Future Is VERY Bright

• Television Show

• Manila Outsourcing

• Software Development w/ Tracy Childers

• Teaching, Training and Speaking

Like I Said, My Mission Is: To Create The

PERFECT Marketing Umbrella

Who Else Wants To Help

Me Build It, and Learn?

What I’m Offering You

• Triple Your Response Rate• See All My New Test Data for a Year • View All My Past Test Data • To Co-create the Marketing Bible with Me• A Chance for You to Become Part of Our Family• (2) Memphis Meet-Ups • Use of My China Office• Use of My Philippines Office• Go to Asia with me

How Much Will It Cost?

• To be a part of this team and reap all the benefits it has to offer, you’ll only have to pay $477 a month

• I am limiting this offer to the 1st 25 people who register because I don’t want this information out all over the web

Why?• I have over 300 product development ideas – and no one to help me carry them out!

• I need to be held accountable to someone other than my ex-wife

• I learn by teaching

• I think I can help people to get what they want like Zig

Rules of The Tribe• A SERIOUS Commitment to earn in excess of

$1,000,000 per year

• No Cry Babies, Crazies or Hangers On

• 100% Confidentiality is a MUST

• Must have something to offer the tribe

• Must not hold back information from your brothers and sisters in the tribe

Join My Tribe• I’ll Share the Results of $1,000,000 in Testing this Year• Watch Over My Shoulder as I Move to $100,000,000• We Will Build the Perfect Marketing Engine Together (I

already have a good start)• Partner with Other Tribe Members• Learn Importing and Trading• Go to China with the Tribe in April or October• Learn to Design Your Own Chemical, Health and Printed

Products• Share in Our Group Licensing• Use Our IBSN Number to Sell to Book Stores• Share Trade Show Space to Sell Your Products

Join My Tribe

• Every 1st Monday Call, you’ll be on a 80 minute call revealing our latest results from our analytical split-testing

• Every 3rd Monday Call, you’ll be on a 80 minute call detailing our latest insights and research concerning Google tests

• We’ll have at least two meetings a year where we share secrets and tips

Bonuses• 9 Hours of Manila Training for Copyrighting, SEO Article Writing,

and Marketing Website Architecture

• Video of Every Manila Training Session Over the Next Year Including:

Article Distribution

Autoresponder Writing

Affiliate Recruiting

Video Traffic Marketing and more

More Bonuses• Weekly Perry Tips and Articles to Read

• Private Forum Just for Members

• 2 Test Requests Per Month Per Member

• Manila Web Designers and Artists at $8.00 Per Hour

• Professionally Written SEO Articles at $5.00 Each 400 - 700 Words

• Free Unlimited Live Chat Software and Hosting

Last Giant Bonuses

• Come to Asia with Me!

• I’ll host you in China at the Canton Fair

• I’ll Be Your Consultant

• QC Your First Order

• Ship for Just Costs and Handle All Forwarding

• Visit Manila Too

P.S. Vote For Pedro

(Perry)

•

Perry Belcher