How to Use Google’s Website Optimizer: CHARM and New Media Marketing

I know, I know… testing and tracking! Uggghh. Without doubt, this topic can seem a little “techie.” But if you want to make winning raving fans and make making money easy and fun, here’s the key. You need to know EXACTLY what Captivates attention (the “C” in Tribal Seduction CHARM formula) and Motivates them to action (the “M” in CHARM) is critical.

A great free tool to make your testing and tracking easy is Google’s Website optimizer. But even with this Google powered tool, it can be a little imposing if you’ve never done testing and tracking to boost your traffic and sales conversions.

Well Google has done a full video walk-through of their free Website Optimizer service making it simple to get going. It’s 63-minutes on YouTube, but well worth the time. (Yes, no 10-minute video limit for Google since they own it. :) )

The video primarily addresses what to test on standard sales pages (and Marketing PRO pages if you’re using the BLOG i360 system.) But you’ll get some good ideas on how to use Google’s Website Optimizer with your regular blog too.

What’s covered?

  • A brief introduction to Website Optimizer for new users
  • Best testing practices
  • Top elements to test on any webpage
  • Top mistakes people make when developing new content to test

We’ll be doing testing and tracking using BLOG i360 sites over the next 60-days, with a more “New Media Marketing” focused test series. And we’ll share what we find with Tribal Seduction subscribers.

What will you test?

  • Did you get some interesting ideas from the video? What are they? Share em’ in a comment. Your ideas will help other readers spur their own new ideas.
  • What would you like to know about testing in general? And testing with New Media in particular?
  • Share your thoughts/questions below so we can focus on your interests in future updates here at Tribal Seduction. ;-)


John Paul Micek is a co-founder of the international business coaching company RPM Success Group ® Inc. He and his partner Deborah Micek are authors of the hit book Secrets Of Online Persuasion, and creators of theBLOG i360™ New Media Marketing hub.

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Coach Deb - Deborah Cole


Entrepreneur / Speaker / RaceCar Driver

Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.


New Improved YouTube Tracking Gives a Boost to New Media Marketers

Until now, when you posted a video to YouTube, tracking info was limited to how many times your video was viewed or commented on. Now Google has decided to boost YouTube’s tracking power allowing New Media Marketers to analyze video performance more effectively.

The new tools help put the performance of a video into context over time. You can see where your Tribe is coming from and how well your message is connecting to your audience. And… a big plus — you’re now better able to get ideas on how to improve your videos and track how your improvements translate into attention.

What YouTube now tracks for you

To access your new stats, log into to your account then “My account > Videos, Favorites, Playlists > About This Video.” Here’s what you’ll see when you do.

new improved youtube analytics for new media marketers

Obviously the wimpish stats that you had before are still available. (above)

new improved youtube tracking for new media marketers

The left side of your screen when in the “Views” tab will give you: (above)

  • How many countries your video was viewed in any given time period
  • An adjustable slider bar to select any time range you want since the video was posted

Read the rest of this entry »

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Coach Deb - Deborah Cole


Entrepreneur / Speaker / RaceCar Driver

Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.


Get A Free Rush of Traffic to Your Blog or MySpace Page

Want to feel a surging rush of free traffic to your blog? Then you must check this out now!

Deb and I are still in San Francisco, we’re actually headed over for a personal tour of the Googleplex right now. But after hearing about this new service to increase traffic to your blog for free, i just had to get this out to you.

Get a rush of serious traffic without any tricks, underhanded tactics, or any extra work at all.

Get your free blog traffic boost here.

If you market with New Media — then you MUST have this.

Grab it now while membership is still FREE!

Update: This was a widget called Blog Rush. It was discontinued by it’s owners. Sorry, but this sort of stuff happens.  We’ll be on the lookout for new traffic generators.

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Coach Deb - Deborah Cole


Entrepreneur / Speaker / RaceCar Driver

Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.


How To MySpace for Fun and Profit (EPI 03 C and D) – How To Add Cool Layout to Your Profile

Learn tips to save time when selecting and editing your MySpace Layout.

In this video series, Coach Deb walks Coach Kathleen through the process of selecting your profile layout to reflect your “brand” on MySpace. This is the second part of this 4-video episode.

In addition to the “how-to pimp out your profile on MySpace” I also give an additional 9 MySpace time saving tips in the next video.

Part three (10min)

Here are just a few of the tips Coach Deb shared with her coaching client in this episode #3c on how to pimp your profile using easy layout codes for MySpace:

  • When to “just say NO” to codes on MySpace to avoid getting hacked
  • WARNING: Don’t be TOO different than your MySpace Tribe you’re trying to attract!
  • How to find new friends who are online NOW!
  • How to avoid layouts that will repel visitors
  • How to create interest in repeat visitors to your MySpace profile
  • Part four (10min)

    This last How To MySpace video will review specifically how to select the perfect layout for your business and brand, grab coding, and embed it easily in your profile, with a few tricks and time saving tips when managing your profile.

    You’ll learn a MEGA Tip on:

  • How to easily and quickly find your layout code and revise it in the future
  • How to use the “headline” feature to promote your own Web site or Blogi360 site
  • Coach Deb
    AKA: The Motivation MD on MySpace

    * NOTE – RE: The Organizational Table referenced in this video episode: Unless requested heavily here in the comments by MySpace fans to upload that tool to this post – the pdf will be uploaded to the Member’s section of The Business Owner’s Coaching Club for VIP coaching clients of RPM Success Group Inc.


    Deborah Micek is a co-founder of the international business coaching company RPM Success Group ® Inc. She and her partner John Paul are authors of the hit book Secrets Of Online Persuasion. They are creators of the ONLY Web site system to put New Media to work marketing FOR you — BLOG i360™. For media contacts or speaking requests & partnering inquires, contact Deborah at [MotivationMD@gmail.com]. Or, share your thoughts & comments below.

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    Coach Deb - Deborah Cole


    Entrepreneur / Speaker / RaceCar Driver

    Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

    Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.


    Tribal Seduction Principle #05: Connect to Convert With New Media Marketing Reversals (Pt 2)

    Do you remember hearing in part one of this article why old-school interruption style marketing is dead? It’s true, especially online. We looked at one cause, the "Delusional Coma". Then we showed how you can reverse that common online marketer disease and use it to your advantage with the Tribal Seduction Formula; CHARM™ (Captivate – Hook – Advance – Reinforce – Motivate).

    As you read through part two here, you’ll quickly see how to turn the challenges of marketing and selling online into big advantages for you.

    Let’s get right to the second major cause for the death of interruption style marketing…

    Reversal #2: The waves and the weather

    In the regular off-line world, weather is simply a set of meteorological conditions we experience in any geographic area. The marketplace is no different.

    If you were to assume the conditions of the online marketplace are the same as last year, that would be just as silly as crossing the Rocky Mountains in January without checking the weather forecast. Don’t try this at home kids… either one will lead to injury or death! ;-)

    Today’s online marketplace is a new world thanks to the influence of New Media and Web 2.0. And this is a big problem for many marketers.

    Old school marketers resistant to marketplace changes are like Eskimos building igloos in Hawaii. They can be the best at what they do, but continue to rebuild what won’t work in this new online environment.

    Three years ago a shift in the mainstream marketplace began like tiny waves lapping away at the shoreline. Today, those changes have become a tsunami of change sweeping across the business landscape.

    That tidal wave of transformation is powered not so much by New Media itself. But by the illusion of control that New Media gives to the "man or woman on the street." (Yes, it is an illusion, and we’ll be discussing in detail how you can covertly harness and benefit from this sociological fact as time goes on.)

    online marketing transformed by new media marketing waves

    The reality of the marketplace is this; the "average Joe and Jane" have grabbed their surf boards and are freely riding the waves of the New Media marketplace. They "get it." The ones sitting on the shoreline watching in fear are small business owners, marketers, and sales professionals.

    Some eager marketers do dive in. They doggie-paddle furiously, trying to peddle their wares using New Media channels with old-school marketing tactics. But as they flail about in the fast moving waters, they’re caught up in hidden rip-tides and swept away very quickly. Their videos, posts, podcasts, and entire web presence flounders as the marketplace pummels them like a 40-foot wave on a black-flag beach day.

    There are only so many more days they can crawl back up on the beach of constrained thinking and return to poorly veiled versions of their old tactics. Soon the rising tide consumer control will swamp the beach, and their businesses. Trust me — you DO NOT want to join them.

    So how can you dive in to the New Media marketplace and not get swamped?

    Well, there is the obvious — following along, engaging, and making connections here at Tribal Seduction. :-)

    But the most important action you can do is to grasp this simple Tribal Seduction mindset:

      People buy WHO you are, NOT what you are selling.

    Re-read that and let it sink in for a minute.

    No matter how good you are at what you do in life, it’s not as important as who it is you are.

    once you grasp that mindset, get out into waters of the New Media Marketplace. there are three ways for you to start applying this new mindset to make a heck of lot more money (and make it easier too.)

      1. Find the influence leaders (those who gather Tribes of raving fans in social networks, blogs, podcasts, online video, and even off-line on specialized cable channels. Observe who these people are, what they do, and how their fans respond.
      3. If you’re the sharp marketer I know you are, (and yes I know that you’re a savvy person because you’ve read this far,) then building a true "Web presence", not just a Web site should be tops on your list too.

    "Web site" vs. a "Web Presence"

    A Web site sits there and you work for it. You drive the traffic, the content is only seen by people who come to it, and it is a one-way channel.

    A Web presence on the other hand — it lives and works for you… 24-7-365! Add content to different New Media channels and each channel will work for you, bringing people from targeted Tribe to you. You can use individual channels like blogs, podcasts, online video and social networks combining them on your own with list-building and conversion sites. OR you can use a complete integrated Web presence builder like the BLOG i360 New Media marketing system.

    No matter which route you start with, remember the Tribal Seduction mindset of "WHO is more important than WHAT."

    Don’t worry about finding people succeeding in Tribal Seduction in your niche. It’s actually an advantage to model ideas from outside your niche or industry. Just start out with two or three of the most popular shows, sites, or personas for each channel and follow them regularly.

    When you do this you’ll begin to see the "Who you are, not what you’re selling" principle at work. And as you learn more secret tells of Tribal Seduction, you’ll be able to put it to work for you.

    You can use both the Delusional Coma and the Waves and Weather to your advantage. These two factors are working together, and they’re changing the rules for marketing online.

    No longer can you just be a Marketplace Molester, "info-product" pusher or List Pimp

    It’s true both online and off-line, (unless you want to work 4-times as hard for a fraction of the results.) The big bucks and the big fame are being garnered by those who use the Tribal Seduction Formula of CHARM to continuously move people to higher and higher levels of seduction.

    If it’s not obvious to you yet, it will become crystal clear as we begin to reveal more of the Tribal Seduction mindset needed to win friends and influence people in today’s marketplace.

    As we roll into Tribal Seduction strategies, and various studies or commentaries on online marketing strategies that work with people (instead of using them) — you’ll see how you can win where yesterday’s gurus are faltering.



    John Paul Micek is a co-founder of the international business coaching company RPM Success Group ® Inc. He and his partner Deborah are authors of the hit book Secrets Of Online Persuasion. They are creators of the ONLY Web site system to put New Media to work marketing FOR you — BLOG i360™. For media contacts or speaking requests & partnering inquires, contact J.P. at [krazycapitalist@gmail.com]. Or, share your thoughts & comments below.

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    Coach Deb - Deborah Cole


    Entrepreneur / Speaker / RaceCar Driver

    Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

    Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.


    How To MySpace for Fun and Profit (EPI 03 A and B) – Pimp Your PROFILE Page

    Does your MySpace Profile reflect “the real you” and your business persona?

    If you’re not quite clear what a brand is, or how to brand yourself on MySpace – you’re at the right place! In this video series, Coach Deb walks Coach Kathleen through the process of branding yourself on MySpace, from creating the perfect URL in the last episode, to finding the perfect layout in this 4-part video episode in this post.

    WARNING about MySpace:

    In addition to the “how-to pimp out your profile on MySpace” I also gave Coach Kathleen over a dozen coaching tips throughout the first two videos alone on what to do, and what NOT to do when branding yourself on MySpace – including a tip on how to avoid sites that have codes disguised as a layout but actually created by Hackers!

    Enjoy this episode – it’s broken up into FOUR-PARTS over the next two blog posts!

    The first two videos in this post will give you an overview of how to Pimp Your Space, give you warnings about places to go to find codes and avoid the hackers.

    Part one (8min)

    Here are just a few of the tips Coach Deb shared with her coaching client in this episode on how to pimp your profile on MySpace:

  • The answer to the famous question, “Who is TOM from MySpace?”
  • Branding Tip: How to stand out from the crowd on MySpace
  • How to create cool slide shows – where to go to find the best sites
  • How to save a ton of time using “right click” on your mouse
  • How to trigger the EMOTION of your visitor on your MySpace profile
  • Where to go to find cool, safe layouts for your MySpace page
  • Change your password often to avoid those nasty hackers using your site for evil
  • MySpace Organizational Tips to save yourself a TON of time in the future as your profile develops
  • Part two (4min)

    The second two videos in the next post will specifically go over how to select the perfect layout for your business and brand, grab coding, and embed it easily in your profile, with a few tricks and time saving tips when managing your profile.

    Coach Deb
    AKA: The Motivation MD on MySpace

    * NOTE – RE: The Organizational Table referenced in this video episode: Unless requested heavily here in the comments by MySpace fans to upload that tool to this post – the pdf will be uploaded to the Member’s section of The Business Owner’s Coaching Club for VIP coaching clients of RPM Success Group Inc.”>


    Deborah Micek is a co-founder of the international business coaching company RPM Success Group ® Inc. She and her partner John Paul are authors of the hit book Secrets Of Online Persuasion. They are creators of the ONLY Web site system to put New Media to work marketing FOR you — BLOG i360™. You can reach Deborah at [MotivationMD@gmail.com]

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    Coach Deb - Deborah Cole


    Entrepreneur / Speaker / RaceCar Driver

    Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

    Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.


    Tribal Seduction Principle #05: Connect to Convert With New Media Marketing Reversals (Pt 1)

    Interruption. Abuse. Molestation. We don’t tolerate it face-to-face. So you’d think it would be common sense to avoid such things when marketing online. Sadly, many business owners and marketers still don’t get it. And New Media evangelists don’t help since most miss the mark with their advice too!

    online marketing abuser

    Rare thinking people like you already realize, the interactivity and illusional control of New Media require that your marketing methodology change.

    The toleration level for interruption marketing is getting lower and lower. Abuse of customers and molestation of prospects meets with retaliation by hordes of people rapidly spreading warnings across syndicated channels.

    Yet the typical old-school marketer reacts by showing you that you’re #1 in their unique way.

    Look around you. Locally or nationally, inside your industry or outside your niche, it’s the same. Online and off-line you see response rates for mainstream businesses and major online marketers alike plummeting.

    For example, have you heard that "the conversion rates for the top internet marketers in many cases are down as much as 40% over the last 24-months?" And "list churn" (the constant loss and replacement of new prospects) due to overly-aggressive marketing has turned from being an "equally balanced loss and gain" to a carnivorous cancer that is "slowly and consistently eating away at list size."

    Just imagine. If old-school interruption marketing methods are becoming less and less effective for the "big players," how much more of a negative impact do you think it has on the average small business owner, sales professional, or online marketer?

    Delusional comas, List Pimps and waves of persuasion

    If you’ve ever felt like you’re at a disadvantage to "more experienced" marketers — good news! There’s no need to worry!

    The less you know about old-school marketing time-lines and the thoughtless application of persuasion triggers, the better off you are. That’s because marketing with New Media is, in many ways, the reverse of traditional marketing. It’s easier to start out fresh in a new direction than to slow your momentum and do a complete 180-degree turn.

    Yet even if you are a more experienced marketer, there is not only hope — you can have an even greater advantage once you reverse your mindset.

    Now — whether you are a New Media marketing newbie, experienced marketer, or even brand new to branding and business online — I would like to help you experience the growth and profits that can come from applying the right formula with the right mindset.

    The sharp decline in the effectiveness the traditional interruption style marketing has two root causes. Two causes that, with small actions on your part, can be reversed.

    Let’s take a look at both of these causes, and some New Media marketing and Tribal Seduction solutions you can use reverse both of them into advantage FOR you!

    Cause #1: The Delusional Coma

    When you look at the tactics of "marketing gurus" or online heavy hitters, anyone with common sense can see why their conversion rates are plummeting. Their mindset is to think of people as a "herd."

    Now, there is validity to the idea that "group think" and emotional triggers cause subconsciously automated reactions with groups. It’s true. (*Note: these psychological truths are used in New Media marketing to effectively persuade people into action. But it is done through seduction instead of coercion.)

    But that does not mean that you abuse those psychological loopholes solely for your advantage. And picturing your prospects and customers as a herd of unthinking cows is not going to break you out of a delusional coma.

    online marketing pimp

    That mindset is downright offensive. And marketers tactics spawned by this thinking are no different than pimps who exploit the base needs of teen runaways.

    Most valid persuasion triggers have been abused, overused, and perverted online into subversive tactics that are haphazardly tossed around like pixie dust. Like a soldier in battle who no longer flinches at gunfire, the average person becomes desensitized to the bombardment of manipulative methodology.

    The Reversal

    So how do you know if you’re living in a delusional coma? And how do you break out of it?

    It’s simple. If you continue to do things the way they’ve always been done, refusing to reverse course even in the face of a rapidly changing marketplace — you are in a coma!.

    And notice, we are talking about the ability to "reverse," not just adapt. That’s because the aggressive battlefield-like marketplace of the 20th Century has been replaced. Today’s marketplace has an environment more like a noble court structure, where courtesans and coquettes hold the real power.

    The battle for hearts and minds still rages on. Except now it requires a covert, seductive approach. Breaking free is a matter of reversing your mindset. And this my friend, is easier than you might think.

    Take for example the normal "relationship building" sequence of the typical online marketer.

    An old-school marketer manages to "capture" your attention and get you to subscribe to a "free" offer. Next, what follows week after week is a constant barrage of self-serving, contextually disconnected sales pitches.

    Remember, with their mindset, you’re assumed to just be another "cow" in the "herd." So if you liked free offer A, then just like all the other cows, you’ll moo for product B, C and D too.

    There’s no serious effort or energy dedicated to connecting with you and building a bridge of friendship, or likability. And there’s certainly no effort to win your trust, other than tricks and triggers and the stacking of dubious "proof."

    Instead as an active New Media marketer… you reverse your mindset, and not necessarily the delivery channel. Here’s what I mean.

    Email is not the problem in this example. It’s just a delivery channel. Blaming email is like blaming a gun for killing someone. It’s the person pulling the trigger that’s the problem, not the tool.

    The CHARM Formula

    The point is not to stop using email, as many New Media marketing "experts" would advise. What you need to do is to time your email offer based on C.H.A.R.M.™ That is the Tribal Seduction Formula of: Captivate – Hook – Advance – Reinforce – Motivate.

    In this example we’ll assume the email is to your own subscriber list. So we’ll assume that you’ve applied the formula at the first Seduction Level; converting a visitor into a friend (subscriber.)

    At this 1st level of list building, you are looking to gather members of your target Tribe from the open marketplace. To apply this Tribal Seduction formula you:

      1. Captivate attention
      2. Hook emotions
      3. Advance trust
      4. Radiate desire
      5. Motivate action… which in this case was joining your subscriber list.

    All this can be done in one single interaction at this initial level… IF, and ONLY IF you have an actual Web presence (not just a plain old Web site.)

    Now, let’s see how the CHARM™ formula works at the next seduction level. That is converting a friend to family (which means they become a customer or client.) People have become a subscriber, a friend, because they had a high enough level of trust to be moved to a 1st level action.

    If you don’t apply the entire sequence of the Tribal Seduction Formula again at this 2nd level, you’ll be trying to Move them to action (the last step in the formula) based on the lower level of trust established in the Level 1 Seduction.

    Basically, it’s cheating.

    You’re cheating your Tribe, and you’re cheating yourself

    You can try to move people to hte next level without repeating the CHARM™ Formula, but count on your conversions being a fraction of what they could be if you applied the formula again. (Keep cheating like this over and over again and you’re smart enough to see how this approach quickly destroys even the largest of prospect lists.)

    We’ll be going into the CHARM™ Formula in much more depth here at TribalSeduction.com as time goes on, and showing how to apply it at all seduction levels.

    new media marketing bridge

    For now, just understand that every point where you are attempting to move a person to action is a gap. Picture a deep gorge or ravine. That gap must always be bridged with trust. The trust built at the 1st Seduction Level is just a rope bridge. You can’t drive a bike or car over it yet, and you certainly can’t cross with a tractor trailer full of products.

    By repeatedly applying the Tribal Seduction Formula you are nurturing relationships to turn visitors into friends, and friends into family. And all things being equal, people will always buy from friends and family. That is a an irrefutable and incontrovertible fact.

    Applying the CHARM™ Formula of "Captivate – Hook – Advance – Reinforce – Motivate" doesn’t mean more work. It just requires a little different strategy applied with the right mindset. Both of these are the opposite of the way most marketers think. Repeated testing shows the Tribal Seduction Formula yields an increase of 800% to 1000% higher response than old school online marketing methods!

    Wouldn’t you be willing to take a little different set of actions, to make a lot more money?

    In part 2 of this article, we’ll reveal how you can win more business with Reversal #2: The waves and the weather.



    John Paul Micek is a co-founder of the international business coaching company RPM Success Group ® Inc. He and his partner Deborah are authors of the hit book Secrets Of Online Persuasion. They are creators of the ONLY Web site system to put New Media to work marketing FOR you — BLOG i360™. For media contacts or speaking requests & partnering inquires, contact J.P. at [krazycapitalist@gmail.com]. Or, share your thoughts & comments below.

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    9 Comments

    Coach Deb - Deborah Cole


    Entrepreneur / Speaker / RaceCar Driver

    Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

    Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.


    The DCR Technique: Deflect, Connect, Redirect

    The fine art of turning spammers into prospects.

    If you’ve spent much time on MySpace, Facebook, Ryze, DirectMatches, et al., you’ve probably received dozens, if not hundreds, of messages from total strangers telling you about their product or program. In some cases, these are obvious automated spam — no real profile, photo that looks like a model, etc. In other cases, though, it’s pretty obviously a real person actually trying to make a living online… just like you.

    deleteduser.gifNow the ones that don’t seem to be real people, I just flag as spam and move on, but the others… well, if you are doing affiliate marketing, network marketing or any other kind of business opportunity, they are your prime audience. Think about it:

    1. You already know that they’re receptive to participating in business opportunities, which makes them more qualified than about 75% of the population.

    2. This is the important one… if they’re cold-calling you on MySpace with a full pitch on the first message, they’re probably not that successful at what they’re doing because it doesn’t work! That means they’re even more receptive to hearing about an approach that actually works.

    Even if they’re not a prospect, they will know and meet other people who are prospects for you, and who might be a better fit for your program than theirs. Build a relationship and they may provide referrals. And in the extremely unlikely event that they actually are successful with their current approach, they’re worth getting to know, because you might actually learn a thing or two from them.

    And besides, you’re not locked into just one opportunity, right? If you are, reconsider. And every opportunity you hear about, you learned about somewhere. What does it hurt to take a couple of minutes and see what they’re actually selling, if it opens up the door to developing a relationship with them?

    I have an approach that I use when I deal with people in this situation. For me, it’s what came naturally — I think that’s an important point. I didn’t dream up this formula and start practicing it — I analyzed what I was doing naturally and found that in almost every case, there was a consistent pattern. And I knew that to share it with others, I needed to be able to break it down into simple actionable steps.

    I call it the DCR Technique:

    1. Deflect

    2. Connect
    3. Redirect

    The first thing you have to do is deflect their pitch. Even if you might be interested in talking to them about it in more detail at some point, you have to get them out of selling mode and into connecting mode. Don’t just simply say “no” — explain to them why you’re not interested. Here are some examples of actual explanations I have used:

    • “I just don’t do health & wellness products. It’s not that I don’t ever take them — I just know that I’m terrible about taking things consistently. Every time I try to, I end up with a half-full bottle sitting on the counter forever once I fall out of the habit. So it would just be hypocritical of me to push people into taking something on a regular basis when I know I can’t even do it myself.”

    • “I think the network marketing travel business opportunities are pretty intriguing, but I know the founder of one of your company’s competitors (he’s a former client), and if I ever do decide to do that, I’ll sign up through him. For now, though, for the little amount of travel I do, the mainstream websites work just fine for me.”
    • “I’ve looked at that company before, and while I’m sure the products are great, I’ve just made a business decision not to work with any products that aren’t sufficiently distinguished from what I can go buy at GNC or Whole Foods. That’s an uphill battle I just don’t want to wage.”
    • “Actually, that sounds kind of intriguing. I would like to explore it more, but at the moment I’m swamped with various projects — too much on my plate to give it proper attention. Send me a link that I can look at and let’s touch base about it again in a couple of weeks once I’ve had a chance to look it over.”

    See, in every case, I’m not just saying “no” or “not now” — I’m giving them some insight into how I make decisions and helping them get to know me a little better. Maybe I’m even giving them a good business lesson without it coming across as preaching to them. In any case, I’ve deflected their pitch, but set up further conversation.

    Now that they’re out of selling mode, you can connect with them. Here are three key ways I’ve found to connect with people quickly. I generally do all three of them in my initial reply to them, right after I’ve deflected their pitch.

    1. Read their profile. Find something you have in common and mention that. Share your experience or perspective on it.

    2. Provide them a useful resource. I usually point people to one or more of my articles on internet entrepreneurship or network marketing, such as:

      I’m also now starting to refer network marketers to Ann Sieg’s excellent free e-book, The 7 Great Lies of Network Marketing (you can point people to mine, or for a small fee you can give it out with your own branding). Or write some articles of your own that would be useful in this situation. Or refer them to one or more of those above. (But you probably don’t want to refer them to this post just yet!)

    3. Ask them the magic question (in your own words, of course): “So now that you know that I’m not going to buy from you right now, tell me honestly… how’s this going for you?” You can expand on that with something like, “I ask because at one point I was cold-calling people via private messaging like you are, and it just wasn’t working for me.” 7 out of 10 people you ask this to will admit that it’s not going as well as they hoped. The other three will tell you it’s going great. Two of them are lying. ;-)

    What you have done is three of the key elements for building rapport: found a common tie and expanded on it, provided something of value to them (asking nothing in return) and broken down the facade — the “happy face” — that they put on when they were in selling mode with you.

    Now it’s time to redirect them. Do NOT at this point tell them about your program(s). Just open the door. Remember, the purpose of every communication is NOT to close the deal — it’s to move the relationship one step further along in the right direction.

    Hopefully, you’ve set up with something along the lines of saying how cold-calling didn’t work for you. At this point, what you say is something like this:

    If you ever want to know what’s working for me now, I’ll be happy to share it with you.

    Guess what… 90% of people want to know. They have now given you permission to tell them about your program and are receptive to hearing about it.

    Now personally, I’m involved in a number of different programs, but I have a couple I like to use as feeder programs. The first one I mentioned earlier: The 7 Great Lies of Network Marketing. It’s a great marketing tool for any network marketer, no matter what their business, and it’s a very inexpensive, one-time deal (there’s upsell potential on the back-end, but there’s a lot of value for the initial purchase price). But what’s key about this book is this: everyone who reads it relates to it. Most people who’ve been in network marketing, or even around it, for more than a month or two have experienced four or five of the lies she talks about in the book. And when people relate to the book, they relate to you who gave them the book.

    The other one I like to tell people about is MyPowerMall. It’s about the easiest thing in the world to get people to sign up for, because:

    • It’s 100% free, forever – it will never cost them a dime.

    • They will save money on products they already buy from stores they already buy them from, even over and above sale prices, credit card rebates, etc.
    • There’s no minimum participation in order to earn.

    Consistently, the only group of people I have found who won’t sign up for it are Quixtar IBO’s, because they have a similar capability within Quixtar (but of course, it’s not free to join). Once they’re in, MyPowerMall has a very family feel to it. That, plus you’re making money together. Again, you’re building the relationship.

    Those are the ones I use, but yours could be something else. It just has to be very low cost, or even free, to join, and should have a broad, universal appeal.

    So what’s the point of using these feeder programs instead of just pitching them right away on your main opportunity?

    Because you are building a relationship, not just selling them. You want to bring them into your sphere of influence — get them reading your blog and/or signing up for your newsletter, not just your downline communiques for one particular program. You want them to recognize your name, so that when they see a message or e-mail from you, they open it.

    Now I know there are some people who are going to read this whole thing and think it sounds manipulative. It’s not. This is about building real, authentic relationships and being of true service to people. You’re helping them, aren’t you? If you’re not, you need to rethink the whole thing.

    What this approach is doing is helping you maintain focus in your networking activities. Each individual relationship is not a means to an end, but the overall process of networking is not about building relationships just to build relationships, but about accomplishing your goals and helping others achieve theirs.

    Scott Allen helps people turn virtual relationships into real business. He is coauthor of The Virtual Handshake: Opening Doors and Closing Deals Online, an A-list blogger as the Entrepreneurs Guide for About.com, and a monthly columnist for FastCompany.com. He runs his latest project, Revenue River, on the BLOG i360 New Media Marketing system.

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    Coach Deb - Deborah Cole


    Entrepreneur / Speaker / RaceCar Driver

    Deborah Cole is founder of RPM Success Group ® Inc, the leader in Social Media software, training and consulting for maximizing small business profits. Coach Deb authored the best-selling books "Secrets Of Online Persuasion" and the 1st book published on Twitter, in 2008: "Twitter Revolution" Visit her NEW Blog CoachDeb.TV to see the latest videos on Social Media Marketing.

    Want to attract more customers for your business? Find out how to do it now with your FREE "FLIGHT PLAN" at QuanSite.com, the world's leading New Media online marketing software.