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Information Products (Part 2)

 

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A FREE TURORIAL ON CREATING AND SELLING YOUR OWN INFORMATION PRODUCTS

IN THIS TUTORIAL:

On the previous page:
1. What "information products" are
2. Why information products are great for the Net
3. Different kinds for information products
4. Information products and perceived value
This page:
5. How to create your own information products
6. How to sell information products

5
HOW TO CREATE YOUR OWN INFORMATION PRODUCTS

There are some basic requirements for all types of information products. Things you have to get right. They might seem obvious, but many people still get them wrong.

------- THINGS YOU HAVE TO GET RIGHT - 1 - DEMAND
Create a product that people want. Creating a demand for your widget is difficult and time-consuming. Selling something for which the demand already exists is a snap.
You shouldn't have to convince buyers that they need it. They should know that they need it.

------- THINGS YOU HAVE TO GET RIGHT - 2 - QUALITY
There is only one kind of product: High quality products. If the quality is not beyond question, then we call it a scam. We're all in Internet business for the money and the fun. Selling good products makes more money and it is more fun.

------- THINGS YOU HAVE TO GET RIGHT - 3 - PRESENTATION
Bad presentation: One of the biggest sale-busters in the world of information products. If it looks like an half-baked attempt at writing your own ebook, it won't sell. No matter how good it is. Get a real logo and get a pro to help you create a unique, powerful cover image. This really matters. If you need a place to start, check out our graphic design services.

------- THINGS YOU HAVE TO GET RIGHT - 4 - REPEAT BUSINESS
Information products are usually not very expensive. Most cost $20 or less, so to build a reliable, long-term business through information products, you have to get your customers to come back for more. Keep this in mind when you create your information product and structure it so that follow-ups / upgrades / updates of it can be offered. Product quality comes into it again. Blow them away and they will come back for more.

------- THINGS YOU HAVE TO GET RIGHT - 5 - LEGAL ISSUES
Don't lose it all because you violated a trademark. Did you know that you can not always show a logo like that of Google in your information product without written concent? You should also run a trademark check on the title of your information product. Try http://nameprotect.com

Now, here are the three steps to building that killer product:

------- STEP - 1 - RESEARCH
What do people want? Find demand. Just because you have the sales skills to sell ice cubes to eskimos does not mean you have to. Think what you could do with your sales skills and ice cubes in Jamaica! Yaa Maan!
Market research is boring, I know, but it will make everything else easier, more fun and more profitable. Here is a good article on Internet market research.

------- STEP - 2 - FORMAT
We discussed types of information products on the previous page. Now decide which one of those is the best format for your kind of information product.

------- STEP - 3 - CREATE
Now it's time to compile your knowledge into an attractive, easy-reading package. Look at as many examples as possible before you begin - learn from the mistakes and successes that are already out there.

Think you can't create anything valuable enough?

We all have skills. No matter how unimportant or obvious they may seem to you, I'd bet there are people out there who could really benefit from what you know.

It doesn't matter if you're into cooking or cloaking. There are people who need what you have in your head. Get it on paper and sell it. You won't know if it'll work if you don't try.

6
HOW TO SELL INFORMATION PRODUCTS

The easiest way to sell information products is to give it away.

O.k. - don't hit that back-button just yet. Let me explain.

There are many ways to make money on the Net. We're giving "The Mother of all Search Engine Reference Books" away for free. That and the free tutorials like this one drives traffic to our site - which means that we have a chance to show people the Pandecta logo and tell them about our magazine.

Apart from that, the advertisements in our book are paid for or are of products from companies that we are affiliated to.

The bottom line is that people won't visit your site until you get it under their noses. Free information products get your site under their noses.

But you're going to insist on selling your information product, aren't you?

Well allright then. Here's how:

CREATE TRUST

Shopping on the Internet is fast, convenient and easy - so why don't people buy on the Internet?

Yes, they don't trust you. You have to give them a reason to trust you.

I can't overemphasize this. You don't trust every Net vendor, because there's always a chance that they are scamming you. You buy from the ones that managed to convince you to trust them. Do the same for your customers and the will buy from you.

How to create trust:

  • Testimonials - Publish reader comments right on your web site. It's more believable if you add the name of the person - even better if you add the e-mail address of that person, but use names and e-mail addresses only with persmission.
  • Free downloads - Free trials show that you have supreme confidence in your product. Even if they don't download it, it shows that you are serious about delivering benefits - not just trying to make a quick buck. Take a look at the free evaluation issue of Pandecta Magazine.
  • Money-back guarantee - If they don't like your information product, they'll hit you with charge-backs, so you might as well offer a money-back guarantee. It shows them that you won't put up a fight if they're unhappy and want a refund.

SELL BENEFITS

No bells and whistles. Keep the sales copy on your site as short and to the point as possible. Tell them how this information product will enhance their lives.

No technical specs. No company mission statements.

Just tell your visitor about the benefits of the product like you would tell a friend over a cup of coffee.

Take a look at our copywriting tutorial to find out what the 10 golden rules are for writing sales copy specifically for the Internet.

____________________________________
T-H-E----B-O-T-T-O-M----L-I-N-E

Create an information product that you are proud of. The kind of thing you would buy for the price you're asking. That makes selling it a pleasure, because you'll believe yourself when you tell your customer how it will enhance her life.

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