Market First:
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Build a database of buyers by advertising a "must see,"
free report about what they are buying. Make sure this
report is available right in front of their eyes, marketing wise.
Sell the Offer:
---------------
-Origin and life of the website
-cashflow
-Increased marketshare/ "dominate the niche"
-systemized
-Camtasia videos for training new partners/employees
-Each part of the business is mapped
-Why/how of each part of the business explained (w/audio or video)
-Automated for simplicity (automate as much as possible)
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As with any type of selling remember to sell the story
or the offer and not the product. With websites sell the
oppurtunity and story behind the website and not actually
what the website is and does."
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Target Markets:
---------------
-Retiree's looking for income/projects
-Competition
-Complimentary/Relative businesses/sites
-VRE Developers
-Corporations
-expanding
-building cashflow
-Launching IPO
Second Dibs Trick:
------------------
Contact other sellers and ask them to put you
in contact with those that miss out on their
sale, in exchange for a commission.
Check/Move Theory:
-------------------
Constantly offer yes/no questions
to your prospect until they buy or
tell you to go away.
The Offer:
-----------
Include...
-Income Guarantee
Drive the price up so that you can afford this
-Do The Work For Them
Adjust the price to be able to afford the
hiring of an agent to do this for you.
-2yr Guarantee
Strong guarantee that eliviates all worries
-The "get-out" Clause
If theywant to make any changes or fiddle
with anything...They take full control and
all promises and guarantee's are lifted.
-The Story
Tell a story about the origin and life of
your site...put its best foot forward.
Make sure the story also tells how the
site would solve common pains.
-Screencast Tour of Your Site
Show off your best features.
-Spell out The Details
Leave no stone unturned...address
every detail you can possibly think
of in detail.
-Compare the Alternatives
Show them why this purchase is better
then the alternatives particular to
their case.
Risk Mitigation: (canceling risks)
-----------------------------------
Write down every problem imaginable
and then write down creative ways to
solve/prevent each problem before
they happen.
- The sales letter must include
your risk mitigation excercise.
Negotiation:
-------------
Use someone not personally invloved. This keeps
you from losing money over niceness, sounding
desperate, or being sold by the other negotiator.
DO NOT TELL THEM YOUR NICHE...UNTIL PAID!!!
:::::NEVER EVER STRAY FROM THIS RULE:::::
Reasons why...
-Protects buyer from market being flooded
by copycats
-Allows you to tell more how's and why's
-Protects you from the buyer just copying
your site after you told them the how's
and why's
For tip top results create a dvd presentation
of your site. Use other peoples sites to give
examples of how your site makes it's money.
By not giving away your actual niche you can
now give out every single detail.
Make sure it's a Win/Win proposition
Remember needy = death
Hot Tips:
--------------
-Go to the tradeshows
-Find JV Partners
-Build complimentary websites for industries
that existing sites can add on to their
current web presence. Then sell one to
each site in that industry. (My idea)
Hurricane Window Protection Industry...
*Build a how to install your own shutters site
complete with video, resources, preparation kit.
Dog Grooming Industry...
*Build an article site on how to groom and
care for many different types of dogs. Video
always a plus.
