Why Most Information Marketing Businesses Ultimately Fail

It is an uncomfortable fact but ninety five percent of those starting an online information marketing business will fail, whether that is having all the good intentions yet a failure to actually start or giving up entirely at some early stage of the building process when it all appears like too much work or when no early profits are made. Yet why should this be that only around five percent do succeed?

Taking into account that all the information and resources required for you to learn are readily available plus lots of help available to call upon and excellent step by step course that show you what to do and how to do it. Yet still only up to five percent will ultimately make money and build a successful information marketing internet business.

There still persists the utterly wrong illusion that all you have to do to make money online is stick up a website and the money will roll in as people flock to buy whatever you offer for sale. This might have been the case for a very smart few online pioneers very early on in the history of the internet but it just does not bear any reality to what it takes to build a successful and profitable internet business today.

The question that has to be asked is why is the failure rate so high when the information to progress with building an info marketing business is readily available to all? It is due to the uncomfortable fact, which exists in all facets of life, where successful people are prepared to do the things that unsuccessful people are not willing to do. This means taking action through small steps one at a time to consistently undertake the jobs to be done to create and build.

You might say that “we all do that”. Yet what marks those that will succeed with life and in particular information marketing is that their philosophy creates their attitudes that create their actions that creates their results and creates their success. They know that an internet business is not built in one day or week. It takes time to see results and these will only come when steady progress is made with the work that requires being undertaken.

So when creating and building an online information marketing business there is a need to undertake little jobs often, and the results will not be instantaneous. Undertaking to write and publishing just one article is not going to result in a flood of new orders. The fact is that there may not be a discernible increase in the amount of visitors to your website or blog. And when the results are not instantly automatic that is when people start to lose interest. The people that take the action requires to start and build an info marketing business have to accept the need to be patient to see the results of all the little actions that they have and will take.

What you won’t see are instant results tomorrow or even next week yet the action that you did take yesterday and today and will take tomorrow will all contribute to the success you will achieve in the months ahead. A big problem is that most can’t wait and want it all now. The few that are prepared to undertake the small actions on a consistent basis and not stop when results don’t appear quickly will be the ones welcomed into the 5% club and enjoy the fruits of their successful information marketing business.

How to Fix Your Follow-Up and Solve Your Advertising, Marketing and Sales Problems Immediately

Let’s continue where we left off with “HOW TO FIX YOUR FOLLOW-UP.”

The one thing you need to do right now is to Show Up More. To do this most effectively, you’ll need a direct marketing system. All wealth in America comes from systems. If you want proof, just take a look at the Ford Motor Company. They were first to come up with the assembly line and franchised dealerships in their industry.

The follow-up system is where the giant opportunity is because most businesses do little or no follow-up whatsoever. Response develops through your follow-up system. Whatever your response from a single attempt, it tends to as much as double with the second and third follow-up attempts, and double again with the fourth through whatever follow-up steps you take. Once you understand the virtues of this kind of system, develop it and get it working the quicker you’ll reap the benefits.

Now all that talk about setting up a follow-up system sounds great, but why don’t very many businesses do this? There are three dominant reasons the vast majority of businesses shown this systematic approach fail to develop it for their own business.

1. It’s too hard or it’s too time consuming. It’s work to get it built, tested and working for you successfully.

2. It’s Intricate! A multifaceted marketing system is sustainable and most competitors are too lazy and simple-minded to copy it, even if it is successful.

3. It’s hard to do it manually.

Just as a reminder, I have gathered this information for you while attending the half-day conference with Dan Kennedy (Godfather of Info-Marketing) in August 2008. His direct marketing systems show us how a system directly reaches out to, connects with and brings the desired prospective customer or client to you. His systems also give insight on how to shorten the sales cycle.

“Why is the path to the sale so long?”

You don’t give them sufficient reasons to buy now. You must give them sufficient reasons to buy now. There is a matter of insufficient trust. You must make yourself more trustful. More contacts make them know you better. So, do lots of contacts.

Now let’s talk about closing percentages. You want to take them from 20% to 80%. Here is a sequence that is used quite successfully in Dan Kennedy’s direct marketing systems. You want to extend an invitation designed for a specific audience via a variety of means and media. That could be print advertising, banner advertising at others websites, buying traffic for your website, direct mail to compiled mailing lists or email to opt-in lists. Regardless of means or media, in every place, the same invitation is extended. It is kept simple and clean. It is not an attempt to sell your products or services at all. It’s an invitation for the recipient to request and be provided something of relevance, interest and value to him, free of charge. The more appealing and specifically relevant the item offered, the better the response. That is step one, lead generation. Once you have captured their information, a series of provocative follow-up steps occur, from you, the marketer, to the prospective customer or client. You may treat them all the same and assign them all the same Follow-Up Communications Program. They will all get a series or sequence of multi-media follow-up communications, all designed to persuade them to take one next step. Regardless of the action taken, everything moves the prospects toward this one next step. This is where a follow-up system may divide up the prospects to begin with and send different communications to different groups.

Every business should have an “Alarm Bell” to be included with your follow-up system. You need to know where your customer is and why he isn’t back. You’ll want to have alarm bells for your customers. You’ll want to have more follow-up during campaigns, much more and better “Relationship Marketing” and follow-up day to day.

A false belief many do follow: “get em now or they’re gone forever”. With proper follow-up you will not fall for this lie and you can prove it to yourself in a short period of time using a follow-up system.

Here is the Million Dollar question:


This is the marketing principle of “NO DEAD ENDS”, everything is a “Cul-de-Sac”.

I hope you got a lot out of “How To Fix Your Follow-Up” and start implementing your own follow-up systems. Remember, the best thing to do right now is to let your customers know that your doors are still open and invite them to come by or call even if it’s just to say hello.

A Whole New Marketing Mindset

Marketing is not bad. In fact, it’s one of the most beautiful things in the world. Sound surprising? By the end of this article you will see how powerful and elegant the tool of marketing can be in your life and business.

Some beginning entrepreneurs have a strong negative reaction against marketing.

Sometimes it’s because of past negative experiences, being sold something they didn’t need. Sometimes it’s a fear of the unknown. But if you want to make a difference and profit from your talents, then marketing is your number one way to reach your personal and financial goals.

This new marketing mindset may be a whole new way of thinking for you. It has nothing to do with being pushy. It has nothing to do with trying to pull the wool over your market’s eyes.

This radical new marketing approach is about love…

The Right Marketing Attitude

Imagine a good friend comes over to your house. You greet them and settle down for a nice chat. Right away they complain they have a very bad headache.

Now…you know you have aspirin in your medicine cabinet. How could you NOT offer it to them, right? You would be on your feet instantly taking action to get them some water and aspirin. It seems impossible for you not to act this way.

Your target market is like a friend with a serious problem and YOU have the solution. How could you NOT offer them the solution? If you know you hold the Golden Key that unlocks the door and sets them free from their problem, wouldn’t you rush to tell them you have the key that will relieve their pain?

Think of your business card, sales copy, ads, ezine and all other marketing tools as your way of telling a friend (your target market) that you have a solution that will greatly benefit them. From this perspective, marketing isn’t something to be ashamed of; It’s something you shout from the rooftops!

Just like you wouldn’t give a friend anything that doesn’t serve their best interest, you wouldn’t sell your target market anything they don’t need too.

It’s not about the sale. It’s about solving problems any way you can so people are better off. If your product or service is the obvious solution, it’s your duty to tell them. If it’s not, no problem – help them find the right solution.

Your mindset as a marketer isn’t “salesperson”; it’s “problem solver.”

With the attitude that your target market are like friends, you’ll always do what’s best for them – even if it’s not immediately profitable to you. But the amazing thing is…with this attitude, you’ll actually make more money long term.

The Long Term Value of a Client

The old school way of thinking is: Get a client to gain a sale. The new marketing mindset is: Make a sale to gain a client.

If you think marketing is just getting sales, then your interest is doing what it takes to close the sale and get money for that one sale. But when you think of marketing as gaining long-term clients, then your interest is doing what’s best for the client. As a result, you’ll make multiple sales over the lifetime of the client. The difference is enormous. One sale might equal $500. But the total value of a client buying over a lifetime might equal $50,000.

When you adopt the new marketing mindset to all your marketing materials, the pressure is off you to “make the sale” or “get more clients.” Because of your attitude of service over sale, you’ll attract untold clients. You’ll find success with your marketing message when you get out of your head and the pressure of “marketing.” Instead, get into the world of your market with an attitude of helping them solve their problems with authentic, heartfelt good intention like you would a good friend.

(c) 2009, Info Marketing, Inc.