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HOW TO INCREASE YOUR ECOMMERCE
SALES WITHOUT SPENDING A DOLLAR
ON ADVERTISING
Neil Patel
neil@neilpatel.com
@neilpatel #NeilPatel
How do you guys drive sales?
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Here’s how can you increase
your sales…
#1. The money is in the people who say
no
Neil Patel
You’re lucky in 1 to 3 out of
100 visitors buy right away.
But that doesn’t mean the rest
won’t eventually purchase…
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
Newsletter boxes
Sidebar options
Popups
1. For every 100 visitors roughly 5 should convert into email
2. For every 100 emails, roughly 1 to 5 should convert into
sales
3. Make your campaigns at least 7 emails long
4. Warm people up before you ask them to make a
purchase
5. Don’t send them back to the same page
6. Promote multiple offers yearly
Case study: Selling weight loss pills
Email – This plant food HARMS your metabolism & heart
Hi {!firstname_fix}
Sometimes it’s not the enemy you know that’s the problem, but the friend you
think you know.
In this case, I’m talking about nutrition in foods. It’s common knowledge that
stuff like sugary drinks are just plain bad for you. The best you can say is that
your body can absorb the bad effects if you only have them occasionally.
But what about foods you thought weren’t bad, and you heard were actually
good for you?
I have some bad news, and some good news. The bad: some so-called
“healthy” foods may be the cause of why you work so hard to eat healthy and
haven’t seen the results you expected. The good news: There’s a solution I read
about from best selling author Mike Geary. Read on… (removed affiliate link)
Email – 2 Simple steps to REMOVE visceral belly fat (the DEADLIEST type)
Hi {!firstname_fix}
People often refer to past times as “the good old days” with a nostalgic tone. At
least when it comes to many nutritional and health practices, I think of them
more like the “bad old days.”
For example, people thought the wonders of science had delivered new, healthy
products called “trans fats” that were featured in margarine, to replace that
nasty butter. We now know that trans fats are about the worst thing you can
coat your innards with.
People also thought they could do “spot reducing” of unattractive belly fat by
using those jiggling-belt machines, or some other gimmick.
Well, belly fat certainly is still unattractive, and research says it’s also a danger
sign. But research has also identified more-effective ways of getting rid of that
spare tire. Here’s how. (removed affiliate link)
Email – 7 “fatty” foods for a flat stomach
Hi {!firstname_fix}
I spend full time on nutrition- and health-related activities. That’s the business
I’m in.
I’m also an improvement junkie, always looking for the latest, best information.
So you can imagine that I’ve pretty much seen it all: Every product, every
supplement, every type of exercise.
Most of them are underwhelming. Yawn.
I’m writing you today because I recently came across something that made me
sit up and pay attention. It’s a short-term blueprint for eating the right foods to
burn substantial fat, and it’s all explained here… (removed affiliate link)
Increased revenue by an
additional 21.19%
#2. Quiz your email list
Neil Patel
Have you heard of Revolution Golf?
Diet quiz
Diet quiz
1. Start with 5 questions
2. Use images when possible
3. Limit your choices per question to 4
4. Show a progress bar
5. Pitch the product at the end that is most
relevant to what the person filled out
Quiz rules
Increased sales by an
additional 8.37%
#3. Get personal with your sales copy
Neil Patel
People want to feel special
Timothy Sykes
Why not include the person’s
location in your copy?
1. Incorporate the city within the copy… “Company X is
looking to help 5 people in [city] look younger. The only
question is, will it be you?”
2. You can use testimonials from people within the same city
3. Incorporate localized page elements, such as the weather
of that city into your news site
4. Incorporate the city within the headline… for example if
you are selling flashlights you can talk about how people
within a certain city used them for survival
Copy ideas
Tested this on 5 pages and
sales increased by an
additional 12.49% to 27.57%
#4. Make it harder for people to buy
Neil Patel
Should you be sending people
directly to buy the product?
Pre-qualify people
Or put up road blocks
Tested this on 5 sites and on 1
sales decreased by 34.63%
and the other 4 increased all
the way up to 58.86%
#5. Copy tweaks have the biggest impact
on conversions
Neil Patel
8 out of 10 people will read
your headline, but only 2 out of
10 people will read the rest of
your article
1. Numbers and negative words increase CTR
2. Keep them under 65 characters for search
3. Make your headline match the content
4. Odd numbers perform better than even
5. Aim for 6 word headlines
6. Avoid words with multiple meanings
7. Include power words and adjectives
Headline Rules
Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads
General copy tweaks
1. Evoking curiosity is a strong way to generate clicks
2. Make your headline match the content
3. Write in a conversational tone
4. Being too salesy can hurt sales
5. Make the copy clear, dark, and easy to read
6. Go for simpler landing pages from a design/copy
standpoint and use AMP
7. Answer objections within the copy
General copy tweaks
If someone stays too long ask them a question
#6. Make the companies you’re
promoting optimize their checkout pages
Neil Patel
Get people to commit before buying - 16%
Future pacing - 5 to 10%
Answer objections - 14%
2 step checkout - 10%
Checkout bumps - 15%
#7. Focus on long term offers, not short
term income
Neil Patel
Need help? Email me at
brasil@neilpatel.com
Neil Patel

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Forum 2016 - Advanced Customer Aquisition – How to generate visitors without spending a dollar on ads

  • 1. HOW TO INCREASE YOUR ECOMMERCE SALES WITHOUT SPENDING A DOLLAR ON ADVERTISING Neil Patel neil@neilpatel.com
  • 3. How do you guys drive sales?
  • 13. Here’s how can you increase your sales…
  • 14. #1. The money is in the people who say no Neil Patel
  • 15. You’re lucky in 1 to 3 out of 100 visitors buy right away. But that doesn’t mean the rest won’t eventually purchase…
  • 20. 1. For every 100 visitors roughly 5 should convert into email 2. For every 100 emails, roughly 1 to 5 should convert into sales 3. Make your campaigns at least 7 emails long 4. Warm people up before you ask them to make a purchase 5. Don’t send them back to the same page 6. Promote multiple offers yearly Case study: Selling weight loss pills
  • 21. Email – This plant food HARMS your metabolism & heart Hi {!firstname_fix} Sometimes it’s not the enemy you know that’s the problem, but the friend you think you know. In this case, I’m talking about nutrition in foods. It’s common knowledge that stuff like sugary drinks are just plain bad for you. The best you can say is that your body can absorb the bad effects if you only have them occasionally. But what about foods you thought weren’t bad, and you heard were actually good for you? I have some bad news, and some good news. The bad: some so-called “healthy” foods may be the cause of why you work so hard to eat healthy and haven’t seen the results you expected. The good news: There’s a solution I read about from best selling author Mike Geary. Read on… (removed affiliate link)
  • 22. Email – 2 Simple steps to REMOVE visceral belly fat (the DEADLIEST type) Hi {!firstname_fix} People often refer to past times as “the good old days” with a nostalgic tone. At least when it comes to many nutritional and health practices, I think of them more like the “bad old days.” For example, people thought the wonders of science had delivered new, healthy products called “trans fats” that were featured in margarine, to replace that nasty butter. We now know that trans fats are about the worst thing you can coat your innards with. People also thought they could do “spot reducing” of unattractive belly fat by using those jiggling-belt machines, or some other gimmick. Well, belly fat certainly is still unattractive, and research says it’s also a danger sign. But research has also identified more-effective ways of getting rid of that spare tire. Here’s how. (removed affiliate link)
  • 23. Email – 7 “fatty” foods for a flat stomach Hi {!firstname_fix} I spend full time on nutrition- and health-related activities. That’s the business I’m in. I’m also an improvement junkie, always looking for the latest, best information. So you can imagine that I’ve pretty much seen it all: Every product, every supplement, every type of exercise. Most of them are underwhelming. Yawn. I’m writing you today because I recently came across something that made me sit up and pay attention. It’s a short-term blueprint for eating the right foods to burn substantial fat, and it’s all explained here… (removed affiliate link)
  • 24. Increased revenue by an additional 21.19%
  • 25. #2. Quiz your email list Neil Patel
  • 26. Have you heard of Revolution Golf?
  • 29. 1. Start with 5 questions 2. Use images when possible 3. Limit your choices per question to 4 4. Show a progress bar 5. Pitch the product at the end that is most relevant to what the person filled out Quiz rules
  • 30. Increased sales by an additional 8.37%
  • 31. #3. Get personal with your sales copy Neil Patel
  • 32. People want to feel special
  • 34. Why not include the person’s location in your copy?
  • 35. 1. Incorporate the city within the copy… “Company X is looking to help 5 people in [city] look younger. The only question is, will it be you?” 2. You can use testimonials from people within the same city 3. Incorporate localized page elements, such as the weather of that city into your news site 4. Incorporate the city within the headline… for example if you are selling flashlights you can talk about how people within a certain city used them for survival Copy ideas
  • 36. Tested this on 5 pages and sales increased by an additional 12.49% to 27.57%
  • 37. #4. Make it harder for people to buy Neil Patel
  • 38. Should you be sending people directly to buy the product?
  • 40. Or put up road blocks
  • 41. Tested this on 5 sites and on 1 sales decreased by 34.63% and the other 4 increased all the way up to 58.86%
  • 42. #5. Copy tweaks have the biggest impact on conversions Neil Patel
  • 43. 8 out of 10 people will read your headline, but only 2 out of 10 people will read the rest of your article
  • 44. 1. Numbers and negative words increase CTR 2. Keep them under 65 characters for search 3. Make your headline match the content 4. Odd numbers perform better than even 5. Aim for 6 word headlines 6. Avoid words with multiple meanings 7. Include power words and adjectives Headline Rules
  • 47. 1. Evoking curiosity is a strong way to generate clicks 2. Make your headline match the content 3. Write in a conversational tone 4. Being too salesy can hurt sales 5. Make the copy clear, dark, and easy to read 6. Go for simpler landing pages from a design/copy standpoint and use AMP 7. Answer objections within the copy General copy tweaks
  • 48. If someone stays too long ask them a question
  • 49. #6. Make the companies you’re promoting optimize their checkout pages Neil Patel
  • 50. Get people to commit before buying - 16%
  • 51. Future pacing - 5 to 10%
  • 55. #7. Focus on long term offers, not short term income Neil Patel
  • 56. Need help? Email me at brasil@neilpatel.com Neil Patel