Category Archives: Competitive Intelligence

All My Free Cheat Sheets, Mp3s, and Videos

Been cataloging and organizing the last 5 years of MP3 interviews, PDF Cheat Sheets, and Conversion Videos…

Thought I might as well give you the benefits of that too 🙂

Right click the image above and you’ll get a PDF full of links to my BEST Cheat Sheets, Interviews, and Conversion Videos…

It’s all my best stuff, all in one place!

(Don’t say I never gave you anything)

Now go turn some visitors into buyers, would you?

Dr. G 🙂

PS – If you haven’t already joined the LIVE CONVERSION WEBINARS club, you should do so now.  If for no other reason than (a) the “best conversion secrets of 2012” video is about to scroll out of the archived club recordings and become a $67 product in it’s own right; (b) the “Persuasion Architecture” bonus audio contains the crowning jewel of all my work for the past 8 years and (c) today you can still download both of these for less than five dollars

PPS – If you’ve been through the hyper-responsive club but never got around to implementing the work (or not quite as thoroughly as you wanted to)–OR–if you’re servicing clients and think whitelabeling Glenn’s hyper-responsive bulls eye research behind you might make you look stronger to your client… get your tuchas over to BullsEyeMaster.com

PPPS – If you’re spending more than $20K/month in paid advertising and would like my team to start optimizing your landing pages and conversion funnel FOR you, well, you may be in luck!

PPPPS – If you’ve got a system that converts really well online but you’ve got NO telephone follow up in place, you really ought to consider letting this funny looking phone genius do it for you on commission.

A ZILLION Ps S:  Would much appreciate you SHARING this page, posting it in your forums, passing around the PDF by email to ALL your contacts, and telling your mama’s how cool it is to have Dr. Glenn’s stuff. (Not particularly modest, but hey, I’m too old for that)

A Phenomenal Book with a Really Stupid Title

It’s unusual for me to recommend a book. Not because I don’t read them (I LOVE BOOKS!), but because my criteria for what constitutes worthwhile pass-a-long material is pretty high.

Moreover, when I DO recommend books, people tend to view it as an “all or nothing” recommendation. So if there happens to be 80% phenomenal content but one or two psychotic rants within the book, I wind up with people thinking there’s something wrong with me for suggesting it. Now I’m not saying there’s nothing wrong with me (my Mom will counter that for you in a heartbeat!), but people take my recommendations to mean I want them to “swallow the book whole”… and that’s a dangerous thing to do, even for the world’s greatest masterpieces.

It’s the rare person, indeed, who knows how to “separate the baby from the bathwater” in a book, and can take a recommendation from a trusted source in that light…

Nevertheless once in a while something comes along which makes me want to take the risk.

A mastermind buddy of mine bugged me to read this particular book for months, and at first I was just kind of annoyed. (Like you, probably, I’ve got a LONG list on my Kindle I’m itching to get to, so sometimes I cringe when someone wants to put one at the top of the pile)…

But because this particular buddy has been very influential to me over the years…

Because he’s been a very good friend and teacher to ME…

I humored him.

And I have to say I’m thrilled that I did!

I wasn’t immediately thrilled, mind you… the first 75 pages or so are very typical, rah rah, get you excited about making lots of money kind of stuff. In fact, if it weren’t for the source of the recommendation I would never have gotten beyond this…

And the NAME of the book was, in my estimation, just plain stupid. It makes it seem like a bunch of “me too” prairee poop which generally makes me nauseous.

But once I got beyond these things…

I felt like I really understand what Jim Rohn meant when he said a book was the BEST return on investment you’ll ever get. “Someone puts 30 years of their life experience into 300 pages and sells it for $30”, was Mr. Rohn’s exact quote, I believe.

So…

Wait for it…

Without further fan fare, the incredibly stupid name of this phenomenal book is…

FAST LANE MILLIONAIRE by MJ DeMarco.

Here’s a guy who lays out what it took to build a lead-generation company from the ground up…

With a distinctly different philosophy of business, customer service, and wealth acquisition.

And I’ve got to tell you, if you calculated the ratio of the number of times I plan to read any book to the “stupid-ness” of it’s title and then plotted the results on a two dimensional graph, this one would be a total and complete outlier.

But I’ve also got to tell you the title will grow on you as you go through the book.  As will the author.

Key insights which changed this old man’s perspective on a number of important issues were:

  • The critical difference between consumption vs. production focus as an entrepreneur…
  • The 5 criteria to build a business foundation that leads to a high-liquidation event…
  • How to use customer service insights to beat your competition…
  • When and how to ignore your competition…
  • The downside of business plans and business planning
  • And several more.

I have NO relationship with the author, just think it’s worth your time, despite the ridiculous title and the first 75 pages or so.

Like my grandfather used to say “Meg fractem un quano bezzo!”

Dr. G 🙂

PS – Been working on my product and service catalog lately.  More to come soon.  Have a look if you haven’t recently please 🙂

Adwords Bragging

Sorry … just had to brag for a moment. (This is a testimonial received for The Naked Truth About Internet Marketing)

Email From A Client Who Previously Heard Me Present Hyper-Responsive Adwords Methods

“Hi Glenn, I just picked up your Truth Profits program and I gotta tell you…I was blown away by the PPC section you included. Like a lot of internet marketers, I’ve lost my shirt (and close to my pants! 😉 in getting pay-per-click completely WRONG for so long. I’ve purchased several programs but all they seem to do is tell you Google’s “rules” or how to try to “game the system”.

The format that your team used with discussing PPC was like being a fly on the wall as real pro’s discuss what’s REALLY working in this area. It’s obvious that the other marketers you teamed up with were somewhat challenged at some point with PPC. They asked all the right questions (for beginners and pro’s)…and you gave some incredible answers in a real step-by-step format.

I listened to the recording 3 times in a row and found new tips each time. In fact, I listened to it while on the treadmill at my gym and had to keep jumping off to scribble down the thoughts and ideas as they came pouring into my head! (I think you’re personally responsible for about 750 calories I could have lost if I’d just been able to keep running! Won’t hold it against you!)

Anyway, just wanted to say that I’ve listened to many of your recordings in the past but this one is by FAR the best yet. This section alone was worth far more than the price I paid.

Thanks for the tips!”

Jeff Anderson Chicago, IL

Adwords Delusions

Here’s a fascinating observation about Adwords you’ll only hear from a shrink raised in a family of 17 psychologists, psychotherapists, and social workers.

You see, while your Dad was telling you ghost stories and taking you to baseball games, MY Dad was telling me a fascinating story about a study completed in a “mental institution” (I hate the term) the year I was born.

In 1964, at the Ypsilanti State Hospital in Michigan, Milton Rokeach wanted to see if it was possible to treat delusions by forcing them to “auction for space” against one another.  He noticed it wasn’t uncommon for men to present at the hospital claiming to be Jesus Christ. Rokeach reasoned if he put’m all together, they’d have to realize it was impossible for ALL of them to be Jesus, so the delusions would collapse.

He arranged to have 3 of them in the same therapy group.  But it didn’t work.

Or at least, it didn’t work the way he thought it would … the delusions persisted. (As an interesting and totally tangential aside, you can never REASON someone out of a delusion … delusions are dealt with and resolved in FORM, not substance … what you see in the movies is total prairie poop)

Anyway, instead of giving up their delusions when confronted with the truth of each other’s presence, these men molded themselves to allow for the existence of each other … they decided to form a “Society of Christs”. There personal identities were too precious to sacrifice.

Instead, they paradoxically found they could reinforce each other as friends.

Now … if you think this was just a psychology lesson you’re missing the point. (Also, I hope this doesn’t have to be said, but I’m not making any religious arguments or statement here)

Many of my students come to me at first very, very concerned about the intense competition in the Adwords auction.

They believe it will be next to impossible to carve out a unique space for themselves in a market which is “already sewn up”. But this reasoning follows the same logic Rokeach was convinced of at the outset of his study … and fails to recognize the propensity of humans to make room for a multitude of individuals offering fairly similar stories and presentations, and the innate tendency to artfully adjust one’s “plumage” to attract attention in a competitive environment.

Now I’m not saying it’s easy, or there’s not a process involved which takes some time (e.g. getting into the traffic stream, adjusting your bid, split testing a dozen or so ads, etc), but I am saying what Rokeach observed is the same thing we see in Adwords all the time …

There’s usually room for 3 vendors to tell the same story in just slightly different ways …

Which makes the whole thing just a little less frightening, don’t you think?

For what it’s worth,

Dr. G 🙂

PS – I just have to say, I really LOVE being able to finish my day like this. (I had a very hard day today). I love that you read this far, and seriously considered what I had to say. I love that you continue to give me a chance to be significant in your life. I love that wherever you are and whatever you’re doing, at this moment my thoughts are connecting to yours, and maybe, just maybe, changing your emotional state. Thank you. (Really… thank you).

PPS – Rokeach’s odd book (a detailed account of the study) is still in print if you’re so inclined to look it up. 

Pay Per Click Back End Products

There were several important comments on yesterday’s post .   I’d like to respond to one of them in particular:

Joey Atlas (a fellow PPC marketer I definite respect) asks:

“Would you say the marketer who has yet to finish/complete his product (name, logo, color scheme, etc…) and website is at an advantage, in terms of honing in on the hyper-responsive elements – as opposed to the marketer who already built the product, etc… – and can only consider the ‘hyper-responsive’ elements in sales copy, PPC ads, funnel, etc…??”

I’m going to re-phrase the question more generally in order to provide an answer helpful to every ppc advertiser  … “Is market intelligence more valuable before or after you’ve developed your product?  Is there a value to doing pay per click research, and in particular, research to identify the wants, needs, and concerns of hyper-responsive ppc visitors AFTER you’ve already developed your product and/or your business?”

The short answer is there are benefits on costs on both sides.  

If you haven’t chosen a market or developed adverising + products, I definitely recommend doing your research first.  There’s no point in playing “blind archery” when you can get an incredible amount of market intelligence and laser-guide your arrow to the mark.

The down side of gathering market intelligence from scratch, however, is the money and time required.  It gets easier and easier as the internet evolves (you can now legally steal your competitor’s hard work), … but it’s still very frustrating to entrepreneurs eager to jump in and get things moving.

On the other hand, EXISTING BUSINESSES stand to benefit tremendously from market intelligence, and it’s often much cheaper and quicker to gather.

For example, one of the absolute most powerful and leveraged things you can do (if you evaluate dollars and time invested vs. the return you get) is to survey you in-house lists … including BOTH existing customers and prospects, especially your opt in lists.

That’s because people who already have a relationship with you, and who are deriving value from it,  are usually VERY eager to give you feedback, and are pre-disposed to evolve into hyper-responsive customers if you tweak your systems to adjust more to their needs.  

It’s not uncommon to see 1,000 responses to a customer and prospect survey in 24 hours (make sure to track them separately … and include some data in the survey so you can determine who is who, and which customers have purchased more from you)

Furthermore, reaching existing customers and prospects to obtain the feedback is usually MUCH cheaper than reaching new prospects.

It’s true though, that it’s a downer to get feedback which makes you realize you need to redesign your sales systems, products, customer service, etc. But not knowing this information doesn’t make reality any different, it only makes you blind to it, and vulnerable to the marketer who figures it out.

Lest I seem to harsh, let me say I’ve made these mistakes in my own businesses, and have to deal with the consequences just like anyone else.  There are products I’ve already developed, and sales funnels with literally hundreds of autoresponder follow ups which need to be rethought and re-worked due to these new insights.

But I won’t shrink from the task.

I WILL prioritize the efforts and allocate resources accordingly.

Hope that makes sense … look forward to all your thoughts!

Dr. G 🙂

Hyper Responsive PPC Search Marketing

There are FIVE reasons pay per click search marketing is evolving to center on around the hyper-responsive PPC searcher:

1. The 80/20 rule means one out of 2,000 PPC visitors really matters online

2.  PPC searchers look for real points of difference, and the hyper-responsive ppc searcher knows this better than anyone

3. Hyper Responsive Pay per click visitors have huge BS detectors, so if you can satisfy them, you should satisfy your entire search market

4.  Hyper responsive ppc visitors are the best ones to give you the right pay per click BUYING LANGUAGE … the words you need to convince searchers to take out their credit cards and pay!

5. Hyper responsive marketers can help you estimate your ppc costs.

Watch this pay per click search marketing video to understand more!

Part 1:

To Lear More: Hyper Responsive Marketing Secrets

Part 2:

To Lear More: Hyper Responsive Marketing Secrets

Pay Per Click Tools – My Favorite

Your competition has already spent
thousands testing keywords and ads …
why re-invent the wheel?

Watch this short video
and you’ll quickly see how to…

  • NARROW DOWN THE FIELD OF COMPETITORS TO THOSE YOU REALLY NEED TO WATCH: Find out who actually maintains successful campaigns for months at a time (know who to emulate and who to ignore)

  • GET THEIR COST PER CLICK: Estimate how much it’ll cost you to get into a market, or successfully maintain a presence on a given keyword.  Your competitors have already tested this  … why not just look at their numbers?

  • LEGALLY STEAL THEIR BEST PERFORMING KEYWORDS AND ADS: Hmmmm … why would anyone want to see a competitor’s best performing keywords and ads?  Get a running start on the market by leap-frogging their hard work!

  • WHAT ARE YOU COMPETITION’S BEST AFFILIATES DOING?: Identify your competitor’s MOST SUCCESSFUL affiliate ads, follow up systems, and landing pages … see which of their strategies are already working.  (You can get a list of the contact info for their best affiliates too … just in case you’d like to have them promote YOUR product)

Click here for the trial offer