Selling Information Products

Online business models come and go. Trends shift and people’s desires change. But, one of the most enduring businesses that you can develop from the ground up is selling information products. Not only does it fit perfectly within the tool chest of marketing strategies I’m teaching you, but there’s no limit to the size of your info-product empire.

Today, I’m going to give you 4 secrets to selling information products that will help you get started on the right foot. You’ll notice that 9 out of 10 info-product marketers are not leveraging the opportunity.

#1 – Build With Growth In Mind

How many times have you purchased an ebook from an info-product developer, yet never heard from that person again? It happens often. A marketer will create an ebook, develop a website from which to sell it, and automate the buying process (for example, using Clickbank). Then, the marketer never creates a follow-up info-product.

This business is uniquely designed to meet your customers’ insatiable desire for information. Before you create your first ebook, you should begin planning follow-up products with higher price points.

#2 – Get Them To Commit

In Dr. Robert Cialdini’s “Influence: The Psychology Of Persuasion,” he describes the power of
commitment. Specifically, once your customer has made the decision to commit, that customer will psychologically support their decision to do so. This is the reason why many websites charge a nominal amount (i.e. $1) for a product. The first product entices an initial commitment, leading to a long funnel of successive sales.

You can use this psychological tendency – and it is nearly universal – when building your information product business. For example, offer your first ebook for $7. Your next ebook might be priced at $27. Follow-up info-products might include DVDs, membership site subscriptions, and even seminars at much higher price points.

#3 – Create Your Affiliate Program

We’ve talked about creating your own affiliate program before, and it’s certainly beyond the scope of today’s post. I’m mentioning it here because any information product that you offer to your customers should be supported by an affiliate program. It is one of the most powerful free internet marketing tactics you can use to build a perpetual stream of sales.

Imagine having dozens of affiliates promoting your info-products to their email lists, through PPC, article marketing, or search engine optimization strategies. As their marketing efforts continue to gain traction, your info-products gain exposure and sales.

#4 – Use Email Sequences

Email sequences, if used properly, can have a snowball’s effect on your sales. Each time a customer purchases your first information product, have them join your customer’s email list. Two weeks later (once they have had time to digest your product), schedule an automated email that encourages your customer to join your affiliate program. Some will do so and begin to generate sales for you. Each one of those new customers goes through the exact same process with an automated email asking them to become an affiliate.

Can you imagine how this marketing system picks up steam and gains momentum? From a single intro ebook (or, any type of information product), you can build an empire of several products, each one promoted by your team of affiliates. As new customers come in, your team of affiliates expands.

Selling information products is a business model that will never go away. People will never tire of information. The key to building an empire is to approach the business with the right marketing system.

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