Comments on: Marketing Wisdom from Frank Kern http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/ Internet Traffic, Conversion, Testing and Techniques Thu, 11 Mar 2010 07:31:58 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: The Profit Trick » Blog Archive » Why Prospects Don’t Buy http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-10798 The Profit Trick » Blog Archive » Why Prospects Don’t Buy Wed, 10 Sep 2008 11:56:58 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-10798 [...] Widawer wrote a great post on why people don’t buy, according to Frank [...] [...] Widawer wrote a great post on why people don’t buy, according to Frank [...]

]]> By: Marc http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-10797 Marc Wed, 10 Sep 2008 11:54:41 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-10797 Great, thanks for this post! Excellent stuff! Great, thanks for this post! Excellent stuff!

]]> By: Home Parvo Remedy http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-8105 Home Parvo Remedy Wed, 23 Apr 2008 16:41:06 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-8105 Mark, Another great post with great advice, as usual (from both you and Frank)! Our problem is that most of the products we sell (to treat Canine Parovirus) are needed like yesterday, as Parvo is an incredibly aggressive and fast-acting virus that can kill your dog in a few days, or less. That means we don't have time to build up any relationship with our customers / prospects, and have to rely on sales copy alone. This is difficult as we're selling natural / organic / holistic solutions that almost automatically generate an air of distrust (except to the already-converted) from the word go. I guess that means we need to increase our perceived credibility with even more social proof and testimonials, or more poignant ones at least, but it's certainly been an uphill struggle this past year. Mark,

Another great post with great advice, as usual (from both you and Frank)!

Our problem is that most of the products we sell (to treat Canine Parovirus) are needed like yesterday, as Parvo is an incredibly aggressive and fast-acting virus that can kill your dog in a few days, or less.

That means we don’t have time to build up any relationship with our customers / prospects, and have to rely on sales copy alone. This is difficult as we’re selling natural / organic / holistic solutions that almost automatically generate an air of distrust (except to the already-converted) from the word go.

I guess that means we need to increase our perceived credibility with even more social proof and testimonials, or more poignant ones at least, but it’s certainly been an uphill struggle this past year.

]]> By: Amy http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-8092 Amy Tue, 22 Apr 2008 14:05:52 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-8092 Thanks for sharing the great notes, Mark. It's difficult to let go when you believe so passionately in your products and services, but it's so important to spend your time working with the people who truly need you. I continue to learn a lot from you and look forward to reading more of your emails. Thanks for sharing the great notes, Mark. It’s difficult to let go when you believe so passionately in your products and services, but it’s so important to spend your time working with the people who truly need you.

I continue to learn a lot from you and look forward to reading more of your emails.

]]> By: Mike Hutchins http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-8085 Mike Hutchins Mon, 21 Apr 2008 21:22:53 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-8085 Hi Mark, When I was conducting my sales training(retail sales), I always taught my students that right before the customer entered the store, particularly when they were aware that they were going to be dealing with a sales person, they had 3 questions tucked away in their subconscious. These questions "demanded" answers QUICKLY: 1.Will they like me? 2. Will I like Them? 3. What's in it for me? The customers "answers" those questions within 30 seconds of confronting the sales person- sometimes sooner!Needless to say, these 3 questions point to the importance of making a good first impression. Sometimes we have a tendancy to make human motivations and interactions more complicated than they are. Hi Mark,
When I was conducting my sales training(retail sales), I always taught my students that right before the customer entered the store, particularly when they were aware that they were going to be dealing with a sales person, they had 3 questions tucked away in their subconscious. These questions “demanded” answers QUICKLY:
1.Will they like me?
2. Will I like Them?
3. What’s in it for me?
The customers “answers” those questions within 30 seconds of confronting the sales person- sometimes sooner!Needless to say, these 3 questions point to the importance of making a good first impression. Sometimes we have a tendancy to make human motivations and interactions more complicated than they are.

]]> By: Debra THAT Painter Lady http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-8083 Debra THAT Painter Lady Mon, 21 Apr 2008 20:06:02 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-8083 Hey Mark, as always... you shared some great ideas. I find it hard to differentiate between those that are "like" me and those that think I am an authority. If they are "like" me... then they already know most of what I know... If they think I am an authority... then they don't know most of what I know. Where is the line? And... which side is more profitable. I think the answer is they think I am an authority because I have gone through what ever problem they are having now... and I can help them figure out the answer. :o) Hey Mark, as always… you shared some great ideas.

I find it hard to differentiate between those that are “like” me and those that think I am an authority.

If they are “like” me… then they already know most of what I know… If they think I am an authority… then they don’t know most of what I know.

Where is the line? And… which side is more profitable.

I think the answer is they think I am an authority because I have gone through what ever problem they are having now… and I can help them figure out the answer.

:o)

]]> By: Kelly Conway http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-8081 Kelly Conway Mon, 21 Apr 2008 18:14:06 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-8081 Thanks, Mark. Keep up the great reporting. :-) For folks in category #2 (Don't have the money) I like to prepare and send a "Find the Money" report. This basically gives them creative ways to make the purchase either by saving an expense or selling more or both by using just the info I've given them in the proposal. Then, I follow with an ROI analysis that provides "sense of loss" if they _don't_ find the money to make the purchase. For both #2 and #3, another big factor that I'm sure Frank mentioned is "Cialdini's" reciprocity. Frank gives away so much valuable info, in such a likable way that, when it comes time to buy, I'm sure some people buy if for no other reason than they feel like they "owe it" to him. Kelly Conway www.BuildMyWebEmpire.com Thanks, Mark. Keep up the great reporting. :-)

For folks in category #2 (Don’t have the money) I like to prepare and send a “Find the Money” report. This basically gives them creative ways to make the purchase either by saving an expense or selling more or both by using just the info I’ve given them in the proposal. Then, I follow with an ROI analysis that provides “sense of loss” if they _don’t_ find the money to make the purchase.

For both #2 and #3, another big factor that I’m sure Frank mentioned is “Cialdini’s” reciprocity. Frank gives away so much valuable info, in such a likable way that, when it comes time to buy, I’m sure some people buy if for no other reason than they feel like they “owe it” to him.

Kelly Conway
http://www.BuildMyWebEmpire.com

]]> By: Roger Loh http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-8074 Roger Loh Mon, 21 Apr 2008 02:06:24 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-8074 Hi Mark, Thanks for sharing those notes of yours... And yes, I agree with you that Frank is hilarious... as I heard Frank Kern LIVE (I mean, in person) speak about Mass Control at Rich Schefren's New Beginnings 2008 Seminar at Orlando two months ago. For more information, just visit my blog at: <a href="http://www.Roger Loh.com" rel="nofollow">www.Roger Loh.com</a>. Your notes are real gems that every marketer should know and apply. The wonderful thing about putting them into notes like you did help one to be very clear and therefore able to focus. I particularly like that point about focusing on giving VALUE rather than service - and I shall apply them when I conduct workshops/seminars for my own clients. Roger Loh <a href="http://www.Roger Loh.com" rel="nofollow">www.Roger Loh.com</a> Hi Mark,

Thanks for sharing those notes of yours…

And yes, I agree with you that Frank is hilarious… as I heard Frank Kern LIVE (I mean, in person) speak about Mass Control at Rich Schefren’s New Beginnings 2008 Seminar at Orlando two months ago. For more information, just visit my blog at: http://www.Roger Loh.com.

Your notes are real gems that every marketer should know and apply. The wonderful thing about putting them into notes like you did help one to be very clear and therefore able to focus.

I particularly like that point about focusing on giving VALUE rather than service – and I shall apply them when I conduct workshops/seminars for my own clients.

Roger Loh
http://www.Roger Loh.com

]]> By: Mark Widawer http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-8073 Mark Widawer Mon, 21 Apr 2008 01:03:07 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-8073 Hi Janette, Thanks for your comments. You've been with me a long time. Thanks for that. I hope during that time, I've provided value to you. ...and I hope you get value even from the emails that are promoting other people's products. Whether someone else is also promoting them or not, I try to send you messages that give true value. For example, this particular post (and email) promotes Big Seminar. Frank is speaking there, and I think that everyone should do what they can to hear him live. I'm truly impressed by him, how he teaches, and what he teaches. But I didn't want to just TELL you that. I wanted to SHOW you that, so I gave you my notes from his presentation. My goal was to educate you. And to help you be more successful with your business. Ninety percent of the words are about real content -- Frank. And in this case, even the reference to Big Seminar is real content because it's a very good place to learn some very important things. Especially from Frank. Thanks so much for taking the time to write your post. And thanks to everyone else, too. Knowing your there, and knowing what helps and what doesn't, is very helpful to me personally. To Your Success, -Mark p.s. Just so you know...I won't tell you about something that I don't think will actually help a great majority of my readers. Hi Janette,
Thanks for your comments. You’ve been with me a long time. Thanks for that.
I hope during that time, I’ve provided value to you.
…and I hope you get value even from the emails that are promoting other people’s products. Whether someone else is also promoting them or not, I try to send you messages that give true value.
For example, this particular post (and email) promotes Big Seminar. Frank is speaking there, and I think that everyone should do what they can to hear him live. I’m truly impressed by him, how he teaches, and what he teaches.
But I didn’t want to just TELL you that. I wanted to SHOW you that, so I gave you my notes from his presentation.
My goal was to educate you. And to help you be more successful with your business.
Ninety percent of the words are about real content — Frank. And in this case, even the reference to Big Seminar is real content because it’s a very good place to learn some very important things.
Especially from Frank.
Thanks so much for taking the time to write your post. And thanks to everyone else, too.
Knowing your there, and knowing what helps and what doesn’t, is very helpful to me personally.
To Your Success,
-Mark

p.s. Just so you know…I won’t tell you about something that I don’t think will actually help a great majority of my readers.

]]> By: Jannette Murray http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/comment-page-1/#comment-8070 Jannette Murray Sun, 20 Apr 2008 23:34:16 +0000 http://www.trafficandconversion.com/marketing-wisdom-from-frank-kern/#comment-8070 Right on, Mark! I agree it's mostly information we've already learned and have to remember to apply. As for Frank Kern being counter-culture, in my best recollection,he used to be a truck driver, back a few years, before he got involved on the Internet. I'm thinking late 90's. My husband and I just watched a video he sent out about ten days ago, with Bob Serling, in which Frank was barefoot, and long-haired. He does sound smart, though. I, too, read almost everything you write to us, but I do get turned off when I get affiliate letters from you and three other guys, all pushing the same other person's stuff, and recognize it's not your own wisdom or product you're pushing. I also agree with your poster on all the nonsense bonuses that are offered. Everyone either getting rid of stuff that didn't sell, or trying to get in on the publicity by including their books/programs. It's also a turn-off. Thanks for you being there. Right on, Mark!

I agree it’s mostly information we’ve already learned and have to remember to apply.

As for Frank Kern being counter-culture, in my best recollection,he used to be a truck driver, back a few years, before he got involved on the Internet. I’m thinking late 90’s.

My husband and I just watched a video he sent out about ten days ago, with Bob Serling, in which Frank was barefoot, and long-haired. He does sound smart, though.

I, too, read almost everything you write to us, but I do get turned off when I get affiliate letters from you and three other guys, all pushing the same other person’s stuff, and recognize it’s not your own wisdom or product you’re pushing.

I also agree with your poster on all the nonsense bonuses that are offered. Everyone either getting rid of stuff that didn’t sell, or trying to get in on the publicity by including their books/programs. It’s also a turn-off.

Thanks for you being there.

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