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Joseph Cox – How You Can Buy ATT TMobile and Sprint Real Time Location Data – DEF CON 27 Conference

I ’ m Joseph Cox. A journalist I ’ ll elaborate on Uh my affiliations in a bit, But I ’ m, going to be talking about how You can buy AT and T T-Mobile Sprint and in some cases, Verizon data um on the black Market So one day I just wake. Up – and I get this rather ominous message – And I ’ ve kind of put it Verbatim so there are some typos And stuff but “ there is a new bail bond database company that Is geo tracking people, People Are reselling to the wrong people Call me.

, ” And obviously I ’ ve redacted the source: ’ s! Um! Phone number cause: they ’ re, an anonymous source Um. We hear About government surveillance, Geolo uh geo, location, tracking or that sort of stuff all the Time Here this is a private Company selling a similar capability to private Individuals Uh a particular Focus of mine And, of course, reselling to the wrong people. I Want to know um what this is.

This all says that in or around the bounty, hunting, industry and They ’ re, clearly quite familiar With how this technology works, So we start talking Uh, they Only really wan na discuss it on The phone They say, many people – ’ s, uh rights are being Violated As we strike up a Conversation, he ’ s using terms like phone ping, Which are some Of you may know a sort of law Enforcement or industry power lense for geolocation, a phone Um the source even offers, if You give me a phone number uh.

He will be able to locate it. That is a pretty wild claim. Uh And I was obviously very skeptical at first But hell Why not Um? So I get a US phone Number of someone that I know would give consent to be Tracked Uh with their Permission obviously Uh, but then they say if you are paying The 300 dollars Now this is the Price that a phone ping is going on the black market at the time, We ’ ll, go into other prices, a Little bit later, Uh and I say yeah I give the phone number Again, I ’ ve redacted that uh and When do you think it will be doable Uh just before a kind Of a carry on rant, we normally Don’t pay sources for information Because if you Start paying someone they ’ re.

Going to give you stuff kind of, irrespective of whether it ’ s, True or not, irrespective of It ’ s uh veracity, so you don, ’ t wan na! Do that as a journalist, You only wan na do stuff that ’ s, In the public interest, But here we want to see, explore or prove Whether this is even possible, You know I mean we could talk to three four five people here: Who says yes? But we want to Actually see it and we want to actually geo locate the phone Because if I can do that – and I ’ m Not a bounty hunter, I ’ m, not a cop uh.

I ’ m a journalist that Shouldn, ’ t be possible. Theoretically, So that ’ s why we um took that extra step, Uh and He says yeah, I ’ ll. I ’. Ll figure. It out and get back to you Shortly after I get sent a Google Maps uh interface, This Isn: ’ t the exact phone ping uh. I ’ m going to show you genuine real Phone locations uh from bounty Hunting bounty hunter services later This is um similar to The one we got Uh it geolocated To Queens New York Uh to where the person was, who agreed to be Tracked, Uh and, as you can see, It ’ s, something like five six blocks, um diameter Uh, but it Was pretty accurate So that ’ s The main story: we ’ re – going to focus on and it will it will develop.

From there, But just to Elaborate a bit I ’ m, a journalist from Motherboard Which is like the technology and Science, section of VICE, I cover the dish line diagrams cyber Security, hacking uh and this Kind of um you know, brings all of those together And right up. Top, if you have more information, About location data that ’ s, my signal number and I will put it Uh at the end as well So just a Layout of sort of what I ’ m going to be talking about, Obviously, First, it ’ s going to be how my Source actually managed to get that data and how he managed to Track a phone um to Queens New York, The supply chain of that location data is not as simple As me, just going to T-Mobile Buying the data and then getting it there, There are various Organizations, companies in sort Of a trickle down effect um of how this industry actually Works And then I ’ m, going to Show that it ’ s, it wasn, ’ t just one off for us Like we didn’t Get lucky and like oh, this is One instance of abuse: it is uh, an endemic problem, Uh and Leaked documents that we got From one company, specifically marketing uh to bounty hunters, To geolocate phones, kinda shows The like wider breadth of this um issue, But then there ’ s like A short part at the end, which Shows how you can still do it today with a different method.

Including for Verizon data um as Well – And it is worryingly simple to actually get a hold of That data, So what actually is The information that ’ s being sold, I mean, as the vast Majority of you will know your Cell phones are constantly phoning home uh to cell phone Towers nearby, so T-Mobile or Whoever can say hey, this is where to root the text, messages Or where to root um the phone Calls And the byproduct of that has caused the general physical Location depending on you know, How close you are to the cell towers and that sort of thing In the one we got, it was a few Blocks Um in these ones.

These are real phone pings from bounty, Hunter services, The one on the Left is quite broad, Like that’s, not super helpful. The one on The right is, I mean that ’ s more Than five or six blocks right, That is a section of a city Uh But if you ’ re, a bounty hunter Or if you’re, trying to stalk someone uh or anything really That can still be useful. Information, So it really really does vary The quality of The data, But it is not just Cell phone tower data There: ’ s, also assisted GPS or A-GPS data.

Of course, this runs from the GPS Chip in your phone And it ’ s typically reserved for um Emergency responders Or 911 Where they need to locate you uh, for whatever reason It it if There, ’ s an incident: this is much More precise It: ’ s not really blocks it. ’ s! More! Double! Digit! Figures, you know under 20 Meters, sometimes Uh, and sometimes it can show where Someone is inside a building, Again, this is a real phone ping, It doesn, ’ t show where they Are in the building, They could Be in the backyard or in the living room or whatever, But They ’ re clearly in that Building And um I did blur the outer edge of it because I ’ m.

Actually not sure if this is a Fugitive or if it ’ s, someone who ’ s, the victim of stalking or Abuse Uh and that ’ s actually Sort of an issue of reporting this cause – you can ’ t, always tell Unless you manage to actually Talk to a um, a victim which is uh difficult, So how the hell Did um did the person actually Manage to locate that phone in Queens New York, Which is of Course the first question I I Kind of wanted to answer – I ’ m, going to give like a skeleton or a Template of how it works in General but then drill down to the um specifics.

So obviously It starts with the carriers AT And T T-Mobile, whoever Who they have this data anyway, They Give it to law enforcement if They need it or if they do an overbroad warrant or whatever Um but one day the carriers Decided that we can also sell this data uh for various Purposes They then, rather than Just selling it straight to people uh, which would be Logistically difficult there Would be a lot of infrastructure involved? They ’ d, have to you.

Know set up their own customer Support or whatever they sell, um access to that data to Location aggregators And I Should just say it: ’ s not like there. ’ s, a sequel, dump that ’ s! Being sold from T-Mobile to Location aggregators, then someone else It ’ s more, like They ’ re selling the capability. To look up that data via an API or whatever it may be, Um and Then, when you want the data You ’ ll, look it up it! ’ s, not like um, a single dump of information.

But location aggregators, yeah They act as this bottleneck And there ’ s. There were three: I Think there ’ s two now and they Purely focus on location data, So they may say we wan na prevent Fraud with banks uh, we we ’ ll, Be able to check the hey if this person is logging in from I don ’ t, know the Philippines or Something but their phone is actually in the UK There. ’ s some Sort of weird discrepancy there And maybe we can block the transaction And there ’ s, lots of Use uh uses for location data But what they do is the bottleneck, then kind of expands.

Out, like an hourglass and that Data access is sold to data brokers. Now these guys don, ’ t Focus just on location data, They may do address lookups, maybe phone subscriber Information, So you give it a Phone, maybe you ’ ll, get the IMEI and you know the name and Address of the person who? ’ s: Using it, uh sometimes license plate information And they will Cater to all sorts of um Industries Who uh whoever it may be, And then you have the End user clients who are Actually, okay, I ’ m going to do this.

Look up and now I ’ m, going to find The location of a um, a T-Mobile Phone And this is where a bounty hunter: ’ s going to be or uh a Property salesman or a used car Salesman, who also have had access to um this sort of data So the phone we tracked uh it Just happened to be on the T-Mobile network When I was Talking to my source uh, they Said that you can basically do any phone except Verizon, So Yeah we found a T-Mobile device.

And sent that number over And then the way we figured this out. Was obviously that source was Very knowledgeable about the uh industry. I ended up speaking to The location aggregators to Other people who have used the company other people that have Used similar tools And there ’ s – Even PDF, ’ s online that are just sitting out there. This story, Has kind of been out there in The open um, but it kind of required the source proving it Could happen to kind of bring it All together, T-Mobile sold the access to Zumigo, which is one Of the two location, aggregators Uh, they ’ re, the one that primarily focuses on you know.

We want to prevent fraud and That sort of thing, But to give an idea of sort of companies That we ’ re dealing with this is A presentation that the FC sorry that Zumigo gave to the Fcc, the Federal Communications Commission a few years ago, This PDF was just online on the FCC Website And you ’ ll – see the top It says wi they ’ re lobbying to remove the consent requirement. Of stating the information That ’ s being released by the carrier When phone carriers Sell this information they do It under the prerequisite that whoever is using it is going to Um seek consent, So you ’ ll, push A text message: you, ’ ll, push a phone call saying: Hi, you ’ re! About to be tracked by, I don ’ t Know uh AA Roadside Assistance, something like that Is that Okay, Uh, you ex, hopefully Explicitly opt in uh and then they can get your location Here Zumigo is trying to get Rid of that, so you ’ d – have to opt out of um having your location.

Tracked at any time by any of The companies in the supply chain – They weren, ’ t successful. In that, but it does give you an Indication of what sort of companies um we ’ re, dealing with. Here Then, under that there ’ s a Date, a data broker called microbilt Um and again, as I Mentioned the data brokers Don, ’ t just sell location data. These were doing address. Lookups They weren, ’ t doing License plate uh, I seem to remember but also sort of uh um Useful information, you might Want, if you ’ re tracking someone Um so after the source told me About microbilt, I look around I go on their website.

I find this nice little PDF about a Project called Mobile Device Verify Um, which sounds more innocuous than it actually is Because then, when you drill down It ’ s like the geolocation lat long coordinates of the phone The estimated location accuracy The proximity of the location um to another, one That would be Comparing it to an address, Something like that Um and then I did something else that we Don, ’ t normally do As well as Paying the source to locate the phone, I also made to be honest: A very crap undercover identity, Pretending to be a bounty hunter Just made a new email, Address and contacted microbilt Saying hi, I ’ m interested in your mobile tracking product And I explicitly said I am a Bail bondsman – and I want it for this purpose.

They handily Replied with a nice little price, List – And here you can see there – ’ s the location, Verification Which just be you Pay $ 4.95 uh. If you ’ re, looking between one and 250 phones, I Think that ’ s per lookup uh but I ’ d have to double check, But then underneath there ’ s the Monitoring per device service So microbilt doesn, ’ t do just individual pings, but you could Pay to track a phone hourly uh Daily weekly, um and potentially more granular than that, if you Just pay a little bit more Money Uh, I can ’ t think of many legitimate uses of a private Company selling to private Individuals, a constant monitoring service, The Individual ping is almost Defensible, I don ’ t quite see uh the legitimate use case for it.

Monitoring per device And as You see it, ’ s like $ 12.95 there, so it ’ s like exceedingly cheap To buy this data from these um From these companies – And it ’ s not just bounty hunters, So as I Said microbilt caters to all These different industries, but specifically with the mobile Tracking product, they ’ re, doing Motor vehicle sea uh sales, which will be used car salesmen, Car dealerships that sort of Thing Um, maybe if they ’ re, doing a background check on someone Who? ’ s? Buying a very expensive Car, Or I think uh definite use case is if someone is behind on Their payments and they need to Repossess the vehicle: well, we ’ ll, track their phone and then We ’ ll, find out where they are And then we will get a repo man to go.

Get the um the car from Them Uh and then they ’ re. Also Doing for property managers Uh, you know just people, landlords, Who are renting out um their Buildings Um: I ’ m, not entirely sure on how that data is Actually, uh used by them, but Microbilt were explicitly advertising to that market and It was explicitly the phone Tracking product, as well as the other ones as well [ speaker Sniffs ] And then you get to the Bottom of the chain, Um and allegedly the end user, was Bail.

Integrity Solutions, I say: Allegedly because I don ’ t know They weren, ’ t my source, It ’ s. Only after our reporting Microbilt did an internal investigation and they found That the the phone lookup was Allegedly from Bail Integrity Solutions There, ’ s an ongoing Lawsuit there you can go, look At the public court documents and that ’ s who they name um as The sort of bail, bondsman or Bounty hunter firm that was um getting access to this data.

Now I ’ m, not in that supply. Chain, and neither is my source obviously So. This is, where sort Of the legitimate trade quote, Unquote, legitimate trade ends and the black market begins Um Bail Integrity Solutions then Gave that phone ping to Google Map interface to my source, who Gave it to me Uh or another way, To put it is that I Motherboard gave the phone Number to my source, who gave The phone number to Bail Integrity Solutions who then Triggered a lookup via the Microbilt API, which goes up through Zumigo to to to T-Mobile grabs the current Location brings it back down and then it gets um sent to me.

Uh and just to stress, obviously I ’ ve set this higher up, but I should not have been able to get This data As sketchy as bounty Hunters getting it it! ’ s even worse. If I a completely Unauthorized party was able to Buy and obtain and use this data uh on the black market. [ speaker Sniffs ], So that was the one case. Um that, as I said, is not an isolated incident, So there ’ s a Website online CerCareOne, uh Dot com: I think You can go look it up now.

It is still There, When you visit it, looks Like a normal placeholder, Thank you for visiting our site, it ’ s! Under construction, okay, There, ’ s there! ’ s, nothing really to look at here, But you go to a Specific section of the site and It has a login portal Um that red bit is just my IP address: um That I uh redacted for for just Making these screenshots Uh and email address password, you Log in You, ’ ll, you ’ ll notice.

That there ’ s no registration option. I ’ m, not exactly sure how People join this website, Invite Only uh maybe apply some other way um, but you can ’ t just go and Sign up for this site, which is Because this is a secret website and secret company only for Serving bounty hunters Um, we Haven, ’ t published these before and I [ speaking with laughter ] Appreciate they are heavily Redacted Uh, but I did of course, wan na show you some stuff that We haven, ’ t been able to publish Before So, my source, as well as uh looking up the phone provided, Me with a cache of documents, Various files from inside CerCareOne From what we can Determine these screenshots Were taken with an administrator account of CerCareOne, So you Log in with an admin account and You can see a list of all of the users uh who are on this Website In all, it was around 250 bounty hunter companies which had their own accounts on This website So that ’ s 250 bail, Integrity solutions who may be looking up for their own Purposes for professional Reasons, Maybe their staff fancy looking up their girlfriends Location which I have um been Told happens in this industry And it ’ s also 250 people who may Resell that access to people who Aren, ’ t supposed to have it like me, Um and then it it ’ s.

Just Like a normal functioning Pretty basic website, You have numbers that you would click That would show obviously the Phone numbers, someone: ’ s, looked up; um the activity which I Think actually may show the Phone pings – I ’ m, not entirely sure on that one And then the Billing you just top up your Account with maybe 1,000 dollars and then we can start pinging Some phones, It ’ s, really really.

That simple, So you go and you click on the numbers and um Including the data there was Obviously, a list of the phone numbers that people have been Geolocating Uh on the left, Those are the numbers I had to redact them slightly. Then you Have the date and the time of The lookup To the right of that you have the IP addresses which Will become a bit more important, Later Uh, whether it was found or not, And the sort of data That was obtained right at the End the cell phone tower data or the A-GPS data that I Mentioned up top I mean, as you Can see again, it does vary wildly The top one um a Diameter of 582 meters Right Down at the bottom, to like three and a half kilometers, So it ’ s.

Not super reliable, but if you Are a bounty hunter just trying to find if someone ’ s in, I don ’ t Know Minnesota or then a Particular city, or even like a district of a city, this is still Going to be um pretty helpful And Then you can see the A-GPS stuff right down to, as I said, double Digit, uh, proximity or or Accuracy, Just 13 meters uh, you might be able to find someone So I mentioned that this was a Secret website um, of course I ’ m, not talking about any sort of Official classification – I just Means that, in the terms and conditions of the site that I Also got a copy of um, it says That, if you are using this service, you need to never reveal The website or the companies Existence to anyone Um.

Obviously, someone broke that Those terms of use Uh, thank you. For doing that, But it it just goes to show you what pains they Went to really really keep this Under wraps, As well as the hidden login portal uh and the Lack of registration and the Fact that they ’ re, telling people to keep it uh quiet. So I Mentioned the IP addresses And They tell you when you sign up give to us CerCareOne two IP: ’ s! That we can whitelist That way.

You know we ’ ll, minimize abuse and we ’ ll, be able to. You know. Keep on top of privacy, uh and All that sort of thing – And they also tell you to be careful if You ’ re using a password cause. Obviously this is very sensitive data And you go through the Information Again, the phone Numbers the dates and the IP ’ s There. ’ s more than two IP! ’ s! There 64 dot 71 dot, 131 87 Um clearly, the two IP rule is not really enforced at Cercareone Uh leading one of my Sources um to stipulate And then some supporting evidence as Well that this particular Administrator at CerCareOne was potentially reselling their Access to the system on the Black market to other people who would want it, Obviously we saw Ip! ’ s from the US, as you probably Would expect, but there were connections from Israel uh for Lithuania, various other places Now, obviously, some of those could be VPN.

’ s! Vps! ’ s! Whatever! But it still goes to show that Sort of lack the lack of security measures uh on this Website And just indicative of This sort of secondary market that is going on underneath This And I didn ’ t mention this Earlier when I introduced the website, but when you use Cercareone there is no text, Message there is no phone call, there is no warning to the Target device uh being pushed So the target has no idea um, they ’ re, being tracked At all.

Uh, and that was according to two Sources, familiar um with how the system works and who had used It And then it some of it is Just a normal, you know payment website, People are signing up, With their personal gmail Addresses This isn: ’ t! You know at legit, bail, bonds, dot, com, It ’ s, just some blokes personal Gmail Uh and you can top it up with um a couple: a grand of Credit and you can go and locate Some phones as well, So we have, we ’ ve, never shown this before This is uh a nearly full Screenshot of the CerCareOne um system in action: This is what You will see when you will log In You will look up a phone number and then this is what it Will present you Um so Obviously you the there will be the phone number the address.

Of what the ping is, the lat Long uh, the type of data in this case A-GPS the time And Then the very nice pay per ping Balance at the bottom for 206 uh 226 dollars left Um, the name at The top Dan Grable uh, I Believe he was this administrator of the um of the Site Uh of three admins who ran Cercareone, he runs a sort of um. They they sell telephone Services to businesses and that Sort of thing – and it appears that he was one of the accounts – That may have been reselling Access because there are all of these different IP – ’ s connecting Through his um account Uh, he Hasn, ’ t responded to request for comment, but if he wants to chat I ’ m happy to This and and And this particular ping has um a sort of story behind it, So in May 2017 two bounty hunters are Trying to track a fugitive from Minnesota, They track him.

Somehow, to this Nissan Dealership just off the highway in Texas, The bounty hunters go In They lie to the dealership, And say: hi: we ’ re um, US law enforcement. We ’ re trying to Apprehend someone dangerous Can We wait here for the guy to turn up The dealership, not wanting To you know, interfere with a Apparent law enforcement investigation says yes, sure, Uh The fugitive comes back, They Confront him weapons drawn Uh, all three men are armed There.

’ s! A brief scuffle Uh, the Fugitive, ’ s: gun falls out of his belt. Onto a desk, Goes to grab It and then in about six seconds 20, shots are fired from all three guns at each other, Uh and All three men die very soon: After that, Um a family uh of young children or with young Children run away people Scream you can go, read the uh, the footage on YouTube Um, but Then very strangely, just Shortly after um those killings and the deaths, someone starts Using CerCareOne to look up the Location of their bounty hunter: ’ s! Phones, And that ’ s! What This ping is, I don, ’ t think it.

’ s. A coincidence that two bounty hunters are out on a job and Someone starts tracking their Phones And then just before this lookup, the same account According to the data is used, To look up the location of a phone from Minnesota, Which is Where the fugitive was on the Run from We couldn, ’ t determine you know using various tools. Like people dot come or various Ocentures we couldn’t determine who that phone belonged to Because it looked like it, didn ’ t Really have any registration information, It seemed to be a Relatively new phone – And you Can maybe infer from that what you will, but we only publish What we can know right So we We say we we weren, ’ t able to identify that, apart from it, Being a Minnesota phone and it Was before um the shooting Very shortly before multiple pings Uh before that – And it was also Located after the shootings as well, so that we can ’ t really Explain, Um, and even if this is Not a case of um, oh, we ’ re.

Looking up the location, Necessarily of a fugitive, it is Still, indicative of the sort of people who are connected to this Market of phone location data That it ’ s, two bounty hunters who went in they didn, ’ t take their Body armor that was allegedly in Their vehicle, they lied about being US law enforcement. They Then go on a shootout that Endangers a family of young children, they die and they Killed someone as well Um, it Just shows the sort of people that are connected to this um This industry, So we had Microbilt, which was the one I bought the ping from And then Awhile before we had the Cercareone example, I just gave Uh and then just before that and Kind of also overlapping, with Cercareone we had a service called locate your cell dot com, That ’ s still online, you can go Look it up And it appears this is one of the earliest examples.

Of um private individuals, Selling the capability to look up: um phones, So this isn – ’ t Marketed to bounty, hunters or Roadside assistance, it ’ s, marketed to people who lost Their cell phone – and they want To find it Or it ’ s marketed to people who maybe their their Kid went to the park and they Haven, ’ t come back and they want to check they. ’ re, okay Or maybe Their senior relative of Dementia, who ’ s a bit confused and they they didn? ’ t gum, come Home or something like that, Um The owner of this website, who, when you actually look into some Of the who is this, who, who his History and various other connecters is also uh, linked to Cercareone Uh a guy called um Frank Rabito He is quoted in like some obscure local media Report from years and years ago, Boasting about how he used his company to help a woman find her Phone that she left in the Supermarket car park, Which is clearly not a uh law enforcement, Use or really a legitimate use, Of um data or capability that is um, this powerful, The the System, isn, ’ t online right now.

But as I said, you can go to the website and you can. I think you Can even create an account, I Believe I tried to um be contacts you use to lookup at The moment because CerCareOne um Was shut down it? ’ s not exactly clear how And it appears this Shared the same access or at Least, similar access Um, so this is no longer in operation or Live just at the moment, [ speaker swigs, drink ], So you may be wondering where Verizon is in All of this, The microbilt Example, where we pinged a phone, as I mentioned, It was only AT And T Sprint and T-Mobile Um And then, from from what I understand, Verizon has taken a Much stronger stance against This than the other tel co – ’ s, Um [, speaker, voice, strain ], one Bounty hunter told me or sorry One bounty hunter and one other source told me that Verizon has Enforced it so that consent text Or that consent call that ’ s supposed to be pushed when you Locate a phone they ’ re.

Now Enforcing that at the carrier level, So they ’ re, not delegating That responsibility to the Location aggregators or the data brokers or the end users They ’ re, like we, ’ ll handle it. We will push the text out when you make an API request and then We will only release it um when We get the confirmation of consent, Which of course, is a Good thing, But I wan na stress Something that has kind of been lost in our coverage, Verizon is Not innocent in this at all Um Last year, uh Senator Ron, Wyden, ’ s office and the New York Times.

Did this sort of uh current Investigation to uh parallel an investigation. I ’ m, not entirely Sure but it was showing how all Of the major carriers were selling the real time location, Data access to a company called Securus, Which would give it to low level law enforcement like Prison guards and officials Without a warrant They would log in to a Securus portal. Upload a PDF of some sort of Document that kind of looked legit and then they would just Let them um do the request and Pull the data Um, they could do that without a warrant.

They Could do that without a Subpoena They could do that without any sort of court order. Um and Ron Wyden described it as Sort of a pinky promise of ensuring this data was actually Being requested properly So There ’ s that Securus case as well, But then we also found one Earlier before that, And this Is kind of in between secure CerCareOne and Securus, they all Have these really similar names? In between that Um and as you can see right there, there ’ s Verizon Instantly look up the Phone uh location of basically any phone in the United States, Uh again it ’ s cell phone tower; Triangulation and it uh GPS data.

If available, You get a Nice little Google maps Interface and it ’ s, only seven pounds, uh, seven dollars: 50 um, a Lookup And if it doesn ’ t work, You don’t have to pay It. ’ s all good, So this was explicitly Marketing to bounty hunters as Well – And I actually published this last year – sh uh shortly After the Ron Wyden one And Nobody uh, I uh. I it it didn, ’ t it. Nobody really paid.

Attention to it I mean I was Glad we got it out because I had never heard about this before But it didn, ’ t uh it didn. ’ t get Much attention, But this is the story that actually triggered The main phone pinging source at The top of the talk to come forward and say: hey there, ’ s a Company that ’ s still doing this And this isn ’ t just a US problem Uh. I know a lot of uh My articles, especially and other People who may maybe talked about they ’ re.

Quite US focused But this is, I mean it: ’ s, not Global but it is in other countries, So this is a Screenshot from a map that Someone sent me uh from a company called, I think it. ’ s. Telesign Uh I may have or Telesigns But they provide, you, know two FA solutions. So if You want to implement some sort, Of turn, key solution for I need to have SMS to appear on my Website these guys will help You, as far as I know, Uh they have like Salesforce um as Clients that sort of thing And Then you go on their website.

You look up their capabilities. And their coverage and then About half way down there, phone ID current location plus, Which Isn: ’ t exactly subtle in what it Does Obviously, it provides the current location of the phone Um and in blue are the places Where they have services available United States, Canada, India, uh and then coming Soon, the Philippines, So when uh a source sent me this, of course, I contacted Telesign like so Where ’ d, you get this data That that that ’ s that ’ s pretty Interesting Uh, they immediately Took the map offline and replied, we don ’ t sell that Data I don ’ t know why you have A a map online advertising, this data, if you don, ’ t, sell it or you Don, ’ t have any clients, But um That ’ s allegedly uh what they say Um.

So after we did the Phone pinging story, where we Geolocated the phone um AT and T T-Mobile and Sprint said they Were going to stop the sale of Location data to all third parties Um and as far as we Know that went into effect for All of them in May Uh, as I said, Verizon, who had already Done it, But now all the major Tel co: ’ s are not selling uh, that particular uh supply chain of Location data um to anyone, Uh It seems, But obviously that is not the end.

As I said, there is Another section um on how this Data uh can still be obtained uh today. So let ’ s say you. ’ re an Attacker and you wan na get hold Of some real time location data from a tel co., All you really Need to do is pose as law Enforcement, you phone up the carrier, you send them an email, And you get the location data Obviously this is a massive over-simplification, So uh to Give a more concrete um example: There was an uh a case.

A few years ago, a guy called John Edens He is a a debt Collector, When someone ’ s behind, they, ’ re payments on their cars. He ’ s tasked by an insurance Company or a dealership or whatever So can you goo Please go find the person, so we Can repossess this vehicle Um? He has a history of domestic Violence and stalking Uh Beating his wife, various other um charges and prosecutions, He Had a habit of posing as um US Marshals Um, he would make some spoof email addresses.

I think He would spoof phone numbers as Well And he would contact in particular, T-Mobile, Um and Then, with that T-Mobile would Handily uh reply with the location data of a number of his Choosing Um he didn, ’ t have to Provide you know warrants or anything like that and obviously He can’t because he ’ s, not Actually, law enforcement, But he would provide fake exigent Circumstances requests And this Is where um law enforcement think there is? You know there Is a threat of life and it ’ s too.

Urgent to go through the normal process of going to a magistrate, Judge getting a warrant Getting that back and then we get the data It ’ s like a child. Has been kidnapped, we need this Um this data immediately because you know there: ’ s an Imminent risk of harm, The FBI, Have used this um in various other ways, uh in a slight Different way to do you know, Deploy malware against um child abusers and that sort of thing So he would contact T-Mobile Pretending to be US Marshals, He would do it on certain days or Certain times of the day, um so Particular people were working, He would build a rapport with Them you know normal social Engineering, Wouldn, ’ t contact them when it would be um.

You Know maybe there ’ s, someone Who? ’ s quite strict and they ’ re not going to give out the data he Would try to avoid them Um, but He would get through to the right person And then so you See they would eventually Eventually, reply with the with the lat, the long uh and uh the Handy Google Maps interface So This is a uh, I mean this is a screenshot from one of the Documents in his court case He Was caught, he was prosecuted um.

I think he ’ s out now. Um the DHA Redacted the phone number but They did not redact the GPS coordinates, so I ’ ve done that. Because I think that ’ s quite Wild to put a victim of abuse: ’ s: GPS coordinates in a court. Document But there you go Um You can see that the data – ’ s, 2014, so that ’ s, obviously a long time. Ago but someone else was Indicted either two or three months ago for doing the same to Verizon To doing to to AT and T And T-Mobile um, I think And potentially Sprint as well, but Basically, a selection of the Large tel co: ’ s, including Verizon, as far as I know, Um and people Are doing this approach now? Today and they they may do it for their own purpose.

They may Do it like John Edens, did where I need to find this person. I need to track where their car is And repossess it Sure Whatever, But there are people who will do this as a service And then they will sell that Data um on the black market – And these are text messages, uh Between two people doing just That So um on the left hand side is the person selling the Phone pings On the right hand, Side is the um debt collector the skip tracer saying: hey Here, ’ s! The phone number could You look it up And I think this is on telegram And you can just See how casual it is It? ’ s! Hey! Here: ’ s the phone numbers for right now; here: ’ s; another phone! Number They reply with the lat Long um and the diameter of the lookup And then thank you, Smiley face Um, they may do Another one but the powers, the allegedly the phone: ’ s turned off.

So maybe they didn ’ t get a Reading Um and then you also see on the second screenshot on The right hand side on the you Know the second message down: it says for 11 PM PST. Obviously If you ’ re, a bounty hunter, you Don’t necessarily want to have a lookup um straight away If Someone, ’ s in bed, say at five. Am that ’ s going to be a pretty good time to get there real time? Location data Or because then Of course, you can go, maybe kick down the door or apprehend them.

When they ’ re, um least expecting It From what I understand, this person was selling legitimate Real genuine phone pings Through that scamming system outlined reselling them, But Then, when they um, they lost Their capability – somehow I don ’ t, know if the tel co. ’ s. Caught on or uh, maybe there was A new staff member at the tel co: ’ s! Something like that: Um They wouldn, ’ t able they weren.

’ t Able to um do that any longer, so they started scamming um people And saying that they would take Numbers they would allegedoo le allegedly do lookups and Then just send some cord Coordinates and still take on the 300 500 dollars, And this Has caused um a lot of issues in The bounty hunting industry with people scamming each other And After our coverage, where the tel Co, ’ s stopped selling it um.

We ’ ve, seen a spike of scams where um People will do you know quite Good looking Here, ’ s an auto form, a PDF. We ’ re. It Consultants and we will do a Lookup for you um in India, in the US as well um, but they are Scammers, It ’ s similar to how You know there: ’ s, almost the unicorn of criminal first Service SS7 access, which does Happen but when someone says or someone reports here, ’ s a toll.

Hidden service, you give em 500 Bucks and you get SS7 lookup it. ’ s, probably going to be a fake Right, And that seems to be the Case here, But among the fakes there are people who are people, Who are still genuinely doing? This um, and if you have the right contact, you can do Whatever you want with that, Data You, you can stalk someone, you can trace your Boyfriend, your girlfriend Whoever The person uh, one of the clients with Securus, was Doing it to look up the position, Of a judge Uh, I know people who have uh allegedly done it to Their ex wives, Uh and again John Eden, ’ s had a history of domestic violence and when he Would track someone he would Turn up at that house uh be very violent, be very intimidating.

And just the risk of abuse here, Is um so great So that ’ s everything uh! I wanted to Present Again, if you know Anything about location data who ’ s, buying it, who ’ s, selling It um any sort of capability. There Uh, of course it ’ s, not just phone carriers, it ’ s, apps, as Well, If anyone can buy that Data that ’ s my signal, my Wickr, my Jabber, my email And um. I Think I actually rushed through That so, if anyone has any questions, I ’ m happy to ask If Not uh, if you don, ’ t want to talk.

To me, an investigative journalist in front of a crowd Of a load of hackers uh, you can Send me a signal message and we can meet later And thank you so Much I appreciate it. [ audience. Applause: ]


 

Categories
Online Marketing

Sales Funnel Success: Basics Of Sales Funnels Explained By Jeff Walkner (Business & Marketing Books)

What you know has the ability to change. Somebody’s life right now, it’s being tied from the Google thousands of times Per second, it’s being liked on Facebook, the hashtag goals on Instagram and People are sitting in a classroom paying $ 50,000 per year or more to learn just a Fraction of what you already know now: what if that thing that he loves so much Didn’t have to be just a hobby.

What, if it was your career, your business? What if People actually pay you for your advice, you might be the one that could save a Marriage repair, a family change the course of someone’s health inspire an Idea, expert seekers to help you to find your voice, build a movement and become Your career new, your FREE copy of expert secrets now, because your message matters you’re listening to Jeff, Walker’s sales, Funnel success by Jeff Wagner narrated by the author chapter, one the nature of The beast, no matter what you’re trying to sell on the web, a sales funnel is the Number one way to do it: this is the most systematic way to build trust, to build a Relationship and to encourage people to want your brand before making a sale and It’s incredibly powerful when done we’ll, take a look around the web and chances Are you’ll come across a large number of sales funnels without even realizing it So what exactly is a sales funnel? How does it work and, more importantly, how Can you tap into its power for yourself once you understand the science behind The sales funnel you’ll see why it’s the most effective way to build profits and You’ll be able to turn any product or service into a massive success before we Go any further, it would be useful to explain exactly what a sales funnel is.

For those of you who are not entrepreneurs in essence, as sales funnel Can be imagined like a funnel for customers, you start out with a broad Opening to capture as many leads as possible and then you gradually narrow Those leads down to only the most engaged and interested ones, so you can Sell to them all the time you’ll be building trust, building, engagement and Priming them to make them ready for the sale.

You could also think about it as a Ladder with each rung taking your customers closer to the top, where you’ll Eventually, try to sell to them in practice. What this means is a series of Different marketing strategies each arranged in such a way as to build more And more targeted leads for your business, so you might start with a Simple advert or a blog post and then move on to an email list. Then a free Report then a seminar then a small product sale and then a big sale.

Each of These marketing stages is it wrong on a ladder, it’s a little further down the Funnel each time a customer clicks on the next link or follows you, through the Next, step, they’re becoming more and more likely to buy You, as I mentioned earlier, there’s a good chance. You’ve encountered different Funnels in your travels around the web, you might even have bought some products. For others, through this method, you might have come across a blog and signed up to The mailing list, for instance, and then be told to click on the link in order to See a free seminar and quite probably, that free seminar asked you to sign up For the next seminar, which would cost a little money, there are numerous great Examples on YouTube one and the gentleman will remain nameless is an Inscrutable businessman who’s willing to use everything at his disposal to Capture new leads and sales, even posting, a article with a fancy car and saying it’s His, but he still employs the sales funnel very well.

If you go to youtube You’ll find those ads showing up all the time. The guy then goes on to talk about His cars or his massive house – and this makes you want to read even if the only Reason is because it annoys you at the end of the article he offers to show you How to get his three most important tips for making money and because it’s free Why, wouldn’t you click it? Only at this point, you’re becoming more and more Involved with his brand and more and more likely to become a paying customer, When you read his free article on the blog you’ll, then be told you can get Even more information by signing up for a free report, in fact, this report is key.

To understanding the article, if you do this, then that entrepreneur now has your Details and the confirmation that you’re interested in what he has to sell so You’ve gone from a cold lead someone on YouTube, targeted based on your article Reading choices to a warm lead, someone who has demonstrated an interest and to Eventually, a qualified lead, the way that entrepreneur does. This is a little Transparent and more than a little cynical, but it’s how all the big names Operate and that’s exactly what you should be doing if you want to make Sales, no, this doesn’t mean you have to calm people.

Like the example I gave you Just that you need to think about your marketing strategy and steps and stages. And understand the psychology of the way you’re dealing with people, I’m going to Break down the techniques you need to know and all the different tools Resources and tips: you need to execute a perfect sales, funnel success. You’ll Learn how to sell anything, how to write persuasive copy that people simply can’t Ignore and how to build a massive following, so you don’t have just Visitors and customers – you have loyal fans you’re, going to discover why sales Falls are the most effective tool, you’re going to discover all the tools and Resources, you need to construct the ultimate sales funnel you’ll, learn how To target your audience and bring the right people to the first stage of the Funnel you’ll learn how to use persuasive writing to convince people to Buy anything you’ll learn how to maximize conversion rates to make people Buy from you more and more to utilize, an understanding of psychology to skyrocket, Your sales and you’ll learn the different options for your sales: funnels That will allow you to stand out and be different chapter 2 understanding the five touches Imagine someone coming up to you in the street and asking you if you’d like to Buy a $ 5,000 read, I would say that 99 % of the time you would say no to that.

Offer right well, apart from the fact you might not want to read, there’s also the Small issue of trust, recognition and authority, you don’t know who this person Is you’ve been given no reason to trust them and you’re, probably not going to Want to hand over any cash. That’s why companies don’t do this. Instead, they Give you Flyers fliers are things you can choose to accept or throw away, but Either way they don’t cost you anything and you don’t feel you’re being Pressured other stores do something different: they give away freebies walk Past the Starbucks and you’ll often find them giving away free samples of latest Drinks again, you can easily walk away if you’re not interested, and you won’t feel You’re being strong-armed, but if you like the free sample you can come in and Try, whatever else they’re offering so if you try and sell people right away, On your website, then you’re the equivalent to someone trying to sell Thousand-Dollar reades in the street and if that’s the only thing, you’re Offering and the only way that your visitors can engage with you, then They’re just going to say no thanks and leave, giving you no way to contact them.

Again and no way to get them back, a very poor strategy try to put yourself in Their shoes, they’ve typed fitness tips into Google, found your page essentially By accident and now you’re trying to sell them, your training program for five Hundred dollars, people don’t make decisions on that basis unless they’re Loaded with cash they’ll see you’re trying to sell them. Write you off as Spam and leave now imagine the alternative.

The sales funnel technique, They do the same thing: they type in fitness tips and they land on your site. Where they get some great information right away, that information is unique. Interesting and useful, but at the bottom it tells the audience that if they want More great tips, for example your five most powerful tips – then all they have to Do is enter the details to receive your free report.

There’s very little reason. For them not to do this, because you’ve demonstrated you’re able to provide Value and you’re offering something for free. The only price they pay is to allow You to contact them in future but, as you point out, they can always just Unsubscribe, if they don’t want to hear from you, they get their free report and Once again, they find it’s really good content. At the same time now, they’re Getting emails from you with highly engaging and interesting subject lines: The people who click those emails are now showing very good engagement and you Can see that they’re the kind of people that might be willing to buy these People will receive an email on an automated basis that invites them to an Exciting free conference, where they can hear you talk online about fitness, this Is a great rare opportunity and if they like what you’ve done so far, why Shouldn’t they get involved, so they do that and because they’ve gone so far, Another way to hear you and they’ve listened to the whole thing.

They’ve now made the full transition to fan. They are now engaging with you in a Big way and going out of their way to hear more from you, this makes a massive Difference because in their own mind, it will inform that that you’re, someone They’re interested in hearing more from this relates to an interesting aspect of Psychology called cognitive dissonance did you know the best way to make Someone like you is to get them to do things for you.

Why? Well? Because this Creates a state of cognitive dissonance in their minds, otherwise the brain likes. Congruence it likes to see that your actions are consistent with your beliefs. If you do something for someone that takes a lot of effort, then the brain Assumes that you must really like them to have been willing to do that. The same Thing works here: if someone engages with your brand, if they rush to your seminar, And wait for you to come online they’re telling themselves.

They must be big fans. Of your work, at the same time when someone has put in a lot of effort into Something, and that creates a strong motivation to get something your Audience will want closure, and the best way to do that is by buying from you After your free seminar, the next stage is to sell to them. This is them taking The next step and transitioning from a visitor or a fan into a paying customer This is the point where they become willing to buy from you and where you Start making money, but it’s not going to be the big-ticket item yet instead You’re going to sell something small to start with this, something small could be Along the lines of an e-book or a short course, and it should cost anywhere from Five to fifty dollars, what it’s doing is demonstrating that they can buy from you.

And trust you that’s why your small sale is so important. It’s an important point. To include in a sales funnel, the basic idea behind this is that you’re giving Your audience the chance to buy from you without too much risk because, as you saw From my read salesman example, one of the biggest barriers to a sale is risk. People are naturally risk adverse and they hate the idea they might hand. Over cash, only for you to go running off into the sunset laughing at them.

They Need to see they can buy from you and trust you, and if they don’t know that Then getting them to spend five thousand dollars is going to be very hard, but now Sell them something for five dollars, and can you get them to say why not they’ve Seen you can offer value from the other steps in your funnel and the risk of Losing five dollars is not too serious, so they take their chance only now they Know they can trust you.

They know that you’re able to deliver value and their Details will already be saved to your payment system. That means to make the Big purchase, you only have to persuade them that your product is worth it and Get them to take the plunge, as Amazon would say, with one click. This is much Easier than trying to get them to take the plunge when they’ve never dealt with You before, in fact, it’s pretty much impossible.

And finally, it’s off the back of that sale, you’re going to sell them your Big-Ticket item they’ve heard all your free content. They’ve read your eBook and Now they want to get the very most from you and if they want to see the very Best the most powerful tips, then they need to upgrade to your most expensive Offer, alternatively, you might make multiple sales of products that increase In value gradually over time and that way, each increase in cost will seem very Small, this way you’re making incremental increases in price, and thus people will Gradually increase the value that they’re spending with you and become Increasingly likely to make the transition to the truly big-ticket item.

Bottom line, that is how you sell a five thousand dollar product, one more Important point is to understand and utilize the power of social influence. And membership: this is one more tool: you’re going to use to get people to Really want to take that next step down your sales, funnel the idea of belonging To something and being part of something and the idea of being left out unless They take that step so you’re going to your audience that buying her big-ticket Item means being part of your movement means getting the full experience and Means seeing the VIP content that your regular customers don’t get to see.

They’ll be part of an elite community and they’ll get access to top-secret Information now you’re beginning to see how a sales funnel works. Aren’t you and Why it’s such an important tool for maximizing your sales? At the same time? It’s worth noting that the steps themselves don’t need to look exactly Like this, you might not have a mailing list, you might not have a seminar but You can still create a funnel.

What’s important is simply that you have a Series of escalating steps with each one increasing engagement and building your Fan base further, so the question now becomes how many steps constitutes a Funnel well, this varies from case to case The best answer, as you might have guessed from the chapter title – is 5 That’s because research has told us it takes 5 touches to sell to someone this Means they should interact with your business at least 5 times before you try And shift your big-ticket item: this is enough to take someone from being Completely unaware of your brand to being familiar enough with you that They’re willing to put their money and their trust in your products.

Chapter 3 diving deeper into the sales Funnel so now, knowing you should utilize five unique steps. What are those five Unique steps: what kinds of touches can you employ to get the maximum amount of Buying power, well, I’m going to run them down for you now. The first touch is a Blog, this is the most obvious first touch used by a lot of sites and Businesses, it’s a great place to provide some free value to demonstrate your Knowledge and authority, and to provide tips and advice.

Your blog should include Free information and articles related to your business or nation, and you should Work to make sure these are well-thought-out, well-written and above All providing tons value the more unique, useful and Insightful information you offer here, the more people are going to trust you And believe you can offer the value they’re looking for and that it’s going To be worth paying for another first touch variation is the squeeze page.

This Is a page that is all about trying to get people to subscribe to your mailing List, you can drive people here using PPC and other forms of ads and then simply Set out an excellent case for them to subscribe to you, it can work alongside a Blog or it can work on its own, you can use YouTube as an excellent place to Have your first touch here, you can create a article. You know people will Search for and attempt to offer some real value, the great thing about a article Is that it’s so engaging and will be so effective in grabbing attention holding That attention and allowing you to convey your points to an audience.

That’s Listening, there’s no reason that your first touch needs to be on your own site. If you write a guest post for another big blog, then you get their fans and Followers to find your content, and you can then bring those viewers and readers Over to your own blogs, here are some of the variations you can use for your Second, touch: first up a mailing list: this is a great one, because the vast Majority of brands will use it.

Email still has a great level of conversion. And open rate due to the fact that it’s so personal and direct, it also means You’re not relying on a third party like Google or Facebook, and it allows you Most importantly, to address your audience directly, the next best thing to A mailing list is social media. If you can get someone to like you on facebook, Or follow you on twitter, then you’re, giving yourself the opportunity to Contact them in the future and like subscribers, people who follow you on Social media are taking that psychological step that makes them fans You can also try alternative options for your social media snapchat.

For example, Has surprisingly, high engagement inviting people to take part in a Community is a brilliant way to get them excited about your brand Committed once people start having conversations in a group with your name, In it, they’ll feel they belong, and it will be very hard for them to turn off. From your brand and to break their engagement, the YouTube equivalent of This is to get someone to subscribe to your blog when they do this they’ll Then see new articles as you post them.

This is an excellent way to get them to See your new content and to reach them with new promotions and offers now, let’s Take a look at some of the variations on the 3rd touch. This should be something That requires them to take another action, and it should be something a bit Lengthier that forces them to engage with your content. A free report is a Great example of this, and it’s a good chance for you to demonstrate the value That you’re, capable of delivering article seminars are great because they’re live Events, this means people will need to prepare to listen to them and hopefully Will be looking forward to the event making people wait for something is a Perfect way to get them to want it more, what’s more, a live.

Article seminar is Something that people will feel very engaged with and we’ll give them a Direct interaction with you. Similarly, you could offer some kind of free chat. Or consultation, going back to my example of selling a training program, you could Offer a free fitness consultant and recommend some exercises: diet, plans, etc. This can be one-to-one if you’re willing to put in the time and really it’s a Fantastic way to build fans.

Another option, though, is to have a group chat. Such as one on Google Hangouts – and you can make this more exciting by making it An invite-only event: your fourth touch, is going to be the small sale that will Help you engage your audience. Ideally, this will be something that you will Offer a similar service or value to the main product that you’re trying to shift And that way it should be able to demonstrate that the thing you are Infact selling for more is really going to be worth more money or, if your only Interest is getting people to buy from you and demonstrating your Trustworthiness then, you can always just sell something incredibly cheaply.

This Could be as simple as a phone case or a t-shirt. Anything that just costs a couple of dollars, many a sales funnel – will be Built around just sales, the sales funnel I’ve described so far is one with a low Free line, in other words, the more you give away for free The better, but it’s also possible to put multiple purchases below the free line. Rather than selling one item, then your big-ticket item you can instead go Through gradually more expensive products and build this up to the point, Where your customer eventually pays for something very expensive, this is the Best way to get people to buy the very highest ticket items this way, they’ll be Making multiple purchases that increasing value and each step will seem Slightly smaller, it won’t seem like such a big deal to eventually spend that much Money, the steps are incremental and thus they Seem smaller and more palatable if you’re selling software as a Service Saas, but another good option is to offer a free trial.

This is much easier to Convince someone to try than actually selling to them, but if you handle this Correctly, they’ll still be handing over the details and they might even input Their card details, so you can charge them if they fail to cancel the Membership after the first month, another alternative to actually selling is to Give something away for free one of the best examples of doing this is to give Away a free promotional gift: these are things that have your branding on them.

And might include the likes of t-shirts or coffee mugs very cheap to produce Which makes them ideal loss leaders what’s more, is you can include your Branding and get free marketing and exposure every time your fans use those Items at the same time, by wearing a t-shirt with your brand on it, your Visitors will feel much more engaged and committed to your brand to the point. Where they might want to demonstrate their allegiance in other ways, obviously Your final touch is going to be your actual sale.

This is what everything up To this point has been leading to and when your visitors arrive on your site, Hopefully they should be in-game aged committed and ready to buy all that Remains is for you to make that final push to convert them into a customer and You might do that with a series of emails, or you might do it with an Effective sales page chapter for advanced sales, funnel techniques there Are a number of more advanced techniques and strategies? You can add, however, many Of which will help you engage your audience even more or in an entirely Different way, for example, one step that people often won’t use is to offer a Free app download this works well, because people will often get excited by The prospect of getting an app they can see that this is an exciting free, Product, rather than something dull like a mailing list, this then gives you a Very slick and polished way to reach your audience or for them to check in With you, it also means you can use push notifications to sell products.

Another Example of a more advanced touch is to try live article streaming effectively. This means using a tool like periscope or Facebook, or even YouTube in order to Stream, a recording of yourself, live to your visitors when done correctly. This Will allow you to engage a large audience of followers and they’ll in Turn be able to respond to what you’re saying Live-Streaming is taking off in a big way and it’s a great way to find new Potential customers, because the various blogs are currently so quiet that any Article here will be quickly and easily found by people who are searching for New things to read: what’s more live streaming allows you to interact.

Directly with your audience, people will be able to read you as though they were In the room with you and can ask questions, you’ll be able to respond to Directly, this builds much more trust and makes them feel as though they know you Already – and this can help a great deal when it comes to sales – that it sure Doesn’t hurt that live-streaming makes you look very modern and on the ball at The same time, this is a cool and interesting alternative to having a Seminar on line one of the most important Considerations when you’re building a sales funnel is how you’re going to get People to the start of that funnel in the first place, what’s more is asking How you’re going to get the right people to the start? That’s where something Called targeting comes in going back to my example of the Shady read salesman: One of the biggest problems was that that salesman didn’t know who we were We’ve shown no interest in reades and for all he knows we might hate wearing Things on our wrist or perhaps we’ve just been given a beautiful new read: And we don’t need a new one for this reason alone, our read guy is not likely.

To have much luck, but now imagine that he’s using targeting to sell only to People with a high chance of being interested one way he could do this is To stand outside the read lovers convention, there are read lovers: Conventions right, another option would be to visit people’s homes who’ve Answered a survey saying they’re in the market for a read: Bottom line, shady read, guy is still doing a lot of stuff wrong, but simply by Approaching the right audience he’s going to see a big improvement in his Conversion rates and that’s what we need to do to bring the right people to our Site to begin with, and to do that, we first need to identify who our virus This means working out who our buyer persona or ideal customer is a buyer Persona is a fictional biography of our ideal customer.

That means they’re the Exact person who is liable to buy from you in profiling, this person you’re not Just looking at the demographics like buyers, age, sex location and marital Status, this is important, but you want to go deeper by thinking about their Philosophies their politics, their other interests, once you’ve created your Imaginary biography, this will allow you to market your product in the very Places where this person is likely to be that might mean finding forums that Discuss the other subjects they’re interested in or finding blogs with Similar central concepts to write guest posts for this will essentially allow You to find a good to market which is anywhere your ideal Buyer is likely to spend time a brilliant example might be a magazine on A particular subject, if you can find your route to market and you can match That market with the right product and sales funnel then you’ll, be almost Guaranteed to see success for your products, chapter 5 What the heck is a I da, and why should I care, no matter how good your sales Funnel is it will only be as strong as your weakest link and in many cases that Weakest link is the fifth and final touch, the point where you actually come: To sell your product a lot of people just don’t know how to make their items.

L and they don’t know how to make something, seem really exciting and more Importantly necessary: this is where great copywriting and AI DEA comes in AI Dea is a concept that will make it a little bit easier for you to sell your Products and make money online. The general idea is that you need to take Your visitors from the point they’ve never heard of you to the point where They’re ready to buy only this time were focusing more on the specific product.

Rather than on the brand, more generally so to break it down, for you a ID a Stands for awareness, interest desire and action. You can’t make someone interested In your product, until they’re, aware of it – and you can’t make them want it until They’ve learned about it and you can’t encourage them to click, buy until you’ve. Made them really want what you’re offering this AI da structure is a Highly useful guide – and it has five steps long the same as your 5 touches You can even build AI da into each touch, then start by teasing your product and Then, building on that by providing more and more information and generally Making it sound more desirable either that or you can place awareness in your Second stage and then provide the interest and desire in the next You can even place all five steps in the final touch through your sales page Depending on what it is you’re trying to sell and, of course, your broader strategy, Regardless of how you approach it in order to sell your idea, you’re going to Have to be able to use persuasive writing.

The bottom line is you’re going To need to build interest and desire for your product, it starts with attention. And engagement, which are increasingly difficult things to accomplish these Days, everyone is in a rush and it’s increasingly rare to get a chance to Just sit down and read a long piece of text. Studies even suggest that the Internet and technology in general is causing symptoms very similar to a DD in A lot of people, so your first objective is to get people to stop and pay.

Attention that means you need to write in a manner that’s efficient and to the Point avoiding long-winded sentences or Flamboyant language get to the point in as few words as possible. Another tip is To try writing with a narrative structure, in other words, make your sales Pitches Story, one of the most common and popular ways to do this is write the Story of how your product helped you, this works wonders because people find It hard to turn off from stories.

We always want to know how they end and we Want to learn as much as we can about them. That’s why we’ll often stay up all night reading, trashy TV isn’t it. You can also Grab attention right away by using a controversial or shocking opening Sentence that will increase interest and engagement and make it hard for people To turn off another tip to make sure people don’t just leave without reading Everything is to try and write in a way that makes it easy to skim through Quickly, if you take a look at most sales pages, you’ll notice, they’re very long, And narrow utilizing lots of long detailed headers and they have lots of Bold underlined or red text.

The idea here is that most people will skim Through your content, so you need to ensure they can do so and still get the Whole story, even just the headlines alone, should give enough information. That someone might be interested to buy while the bold and underlined words will Also jump out and grab attention this way, even if people are in a hurry and There always are they’re still going to be engaged and hopefully buy your Product so now they’re reading.

What are you doing with that? Hard-Won attention? The answer is, you need to sell the dream and sell your value proposition. You need To get people dreaming about your product and truly wishing they owned it Ultimately, the objective here is to make sure people think of your product in Emotional terms, they need to understand how your product can make their lives. Better and why they really need it.

What is a value proposition? Essentially it Means understanding how your product really makes lives better? What’s the Real value in your product, why will people buy it? People don’t buy a fitness. Ebook for a good read: they don’t even buy a fitness book to get fitter. They Buy Fitness books to feel good about themselves, to impress women or men and To have confidence in good health, that’s the dream and that’s the emotion you Need to tap into if your product is about making money, then the dream is Power influence and the resources to avoid the stress of debt to go on big Holidays and to own a big beautiful house, of course, you also need to Describe the product itself and precisely what it entails, it can’t all Be just sunshine and blue skies.

The next thing you need to do is build trust and Authority you’re selling this dream and showing exactly how you’re going to help People get there, but that’s not enough on its own, because people need to trust You this is partly what your sales funnel has been all leading up to, but You can also further enhance this effort during your sales pitch. You can help People to trust you and remove your risk by using social proof, like reviews and Testimonials using money-back guarantees and other safety measures that make the Buyer feel safe using stats and statistics such as studies that back Your claims appealing to figures of authority and the thought leaders in Your niche providing your own credentials if you do All this you’ll find people are more likely to take that risk and by finally You need to remove those barriers to sale.

One way to do this is by combating The dreaded buyer’s remorse this is the sense of guilt that people can feel After they bought something, you need to remove this by demonstrating that what You’re selling is a good deal or by convincing them they might even be Making some kind of investment this strategy works, particularly well, when You’re selling, something like a make money online course. What’s key to Understand when selling is that people buy based on their emotions and not Logic: this is the reason that the whole value proposition concept is so Important, if you try and sell based on logic alone, then people will often Realize they don’t really need what you’re offering and talk themselves out.

Of it, but if you convince them based on emotion, then they’ll feel strongly Compelled to buy and will find it hard to resist that temptation. The difference. Is huge and ultimately leads to a lot more sales. This is often why it’s a good Idea to try and get people to imagine owning your product and to make it seem. Desirable in its own right, in particular, using the right language words like feel And looks really help to paint a picture and are often used by thought leaders.

And entrepreneurs who are very successful when they sell their products The bottom line is you need to get people to act on that emotion, while it’s There, rather than going away and coming back and to do this, you can introduce Scarcity and urgency that means pointing out that your audience needs to buy Right now or risk missing out entirely, you can do this by making up that you Have only a very limited number of products left for sale or by introducing A limited time discount, then your readers will understand if they’re Interested at all in what you’re offering they need to buy right away or Risk missing out that way: they’ll act on their emotional impulse, rather than Leaving and deciding against it chapter six polishing, a diamond if you Take all the boxes we’ve just discussed, you’ll have a sales funnel that will be Effective in capturing visitors and converting them into customers, you’re Grabbing their details, every time they interact with your brand and then you’re Building trust and growing your authority, but is this by itself enough? To guarantee your success, unfortunately, there’s just one big thing: that’s Missing here and that’s making sure all of the materials you’ve created are Excellent, take a look around Facebook and you’ll see plenty of adverts for Make money online schemes and fitness programs, if you click them, you’ll, be Taken straight to a sales funnel that will work just like the ones I’ve just Discussed but very often you’ll find they don’t really work on you.

The reason Is because they look like spam, we’ve all seen a thousand make money online sales Funnels and we’ve all been to sales pages with people on yachts or beaches. Telling us how we can earn money from home and live the dream. The problem is We just don’t believe it anymore, and why should we often these sites, look like They were made by a fifteen year old, the promises are over the top and it’s Something we’ve seen a hundred times before and then there’s the question we Always ask ourselves in these situation: if this person is so rich, why does their Website look so cheap and the bottom line.

Why are they doing this at all and The way you’re going to do that is by giving your funnel polish and by doing What you can to stand out, this means building a proper brand and investing in Your funnel hiring people to help you with your design and with your article Creation imagine how much different the exact same strategy would be, but we’re The first age of your funnel was a professionally edited article with premium Production values, high quality, camera quality, editing a good script, terrific Music, obviously, this inspires so much more trust in your brand and makes you Stand out from all the second-rate spammers on the web, The same goes for offering something a bit different and for thinking of new And unique ways to engage with your audience: Never forget to actually build value, don’t just appear to be offering it chapter, seven: what’s it going to cost the next important thing you need to Think about is how you’re going to price your funnel.

You already know that your First, few touches are going to be free and we’ve discussed in detail the value Of charging for something smaller before you try and sell the big-ticket. This Also has the advantage of meaning that even people who will never be willing to Pay for the big ticket will still be able to spend some money with you and Become paying customers now we’re going to look at pricing in a little more Detail because it’s an important consideration once again, there are steps And rungs and you’re going to be increasing the cost of what you offer.

Very slowly as you go up, the first step, of course, is completely free. This is Your youtube article or your blog, something that people can consume. Completely for free and then just leave without any kind of commitment. The free Line is often the term used to describe the cutoff point where your content and Your value stops being free, and often this is shown in diagrams to be the Entry point of the funnel as they enter the funnel they commit to start paying.

Some items that go above the free line might include blogging guest blogging. Easons ebooks press releases, free reports, Camtasia articles seminars and Presentations having a free line and knowing where precisely your free line, Sits can help you a great deal to manage your business and to test what’s working. What’s interesting is that more and more marketers are talking about moving the Free line specifically they’re discussing moving the free line down and Making more of the things they used to charge for free? This is a great way to Get more people to commit to the funnel and to get ahead of the competition Many people even recommend you give away your very best stuff, the company that Provides the most value above the free line is often the company that wins While it’s possible to think about your business like this, what you should also Recognize is that there is another line, the details line.

This is an important Thing to understand, because while a visitor isn’t paying you when they sign Up there is still a cost to them that being their details. This is still a Transaction and you still need to be able to offer something worthwhile to Them in exchange for those details, what’s more is that this moves them Inexorably toward buying from you once they’ve made the step of handing over Their details, they’ve already made kind of a payment.

In one sense. Now it’s going To seem like a smaller step for them to move forward, making a small purchase Especially once they made that commitment so now you know where your Free line is – and you recognize that it’s movable the next thing to consider is The precise price you’re going to set for the items that are below with a free Line this is important because this is still part of your puzzle.

We’ve talked About selling on smaller item, to get people ready to pay for the more Expensive ones, but often your sales funnel will go further than this and it Could involve multiple purchases, each getting more and more expensive, but at Each step you need to ensure that everything you’re providing is offering Value and something in exchange for what you’re charging is worth that amount. Here are a few options? Number one: do your market research look At what other brands and companies are charging for equivalent products and Offer the same number to look at the ways products similar to yours are Calculated, for instance, if you’re selling items you purchased wholesale Then you might well use the typical keystone pricing approach.

This means You’re going to charge your end, customers twice the amount that you paid For the product, thereby making a 100 % profit number three you’ll also need to Calculate your cogs, cogs is cost of woods souls. This tells you how much each Item you’re selling costs you to manufacture working this out; Tells you how much you need to charge in order to make a profit. You can then Think about the amount you’re going to need to grow and scale your business While also maintaining a healthy lifestyle, Number four keep in mind.

This doesn’t work with ebooks because you don’t have Any overheads the cost of manufacturing an e-book is nil. So how can you be sure You’re offering the right value for money, simple, you test the market and see What your ebook will sell for look at similar products, then try tweaking your Price to see if it overall increases your profits or decreases them number Five read your metrics as you get more Advanced, the only real option is to closely read your metrics and see What’s working, this means, for example, identifying how much a customer is worth You once they reach the fifth rung, because you might find it’s actually Worth selling the first item in your funnel at a loss, if it means that you Can subsequently increase the chances of selling your last item but the only way To know this certainly is to carefully monitor your sales and see who’s buying.

What and how much it’s earning you at each point in the funnel and finally, Remember you need to add a little wiggle room in your price if you’re going to Make a big sale quickly, we’ve already discussed, you want to increase urgency. And scarcity, one way to do this is we’ve touched on is by offering a limited time. Discount, but that means you need to make the product expensive enough. You can Offer the discount and still be making a profit and if you’re, selling, multiple Products then there are various different ways that the cost can Interact that you also need to take on board, for instance, if you’re selling More than one item you might use a strategy called contrast.

This means that You’re placing a cheaper item next to a more expensive item. This makes the more Expensive item appear more premium and it again introduces the idea of Increasing the price in small intervals, a customer might convince themselves to Ten dollars more because it’s a small price to pay to get the very best. Conversely, if the customer wants to be frugal, then they might buy the cheaper Item because it will appear to be a better deal, one next to the more Expensive one they can must overcome buyer’s remorse by saying to themselves.

Okay, well I’ll just get the cheaper one. Chapter 8 long-term success strategy: the Coarser thing to remember, regardless of the tips and techniques we’ve discussed, And are going to use is that you’re, building trust and playing for the long Game remember we’re aiming to do the precise Opposite of the shady guy in the street selling reades, we know that we need to Woo, our customers and get them on our side before we try and sell them.

Something worth thousands of dollars, but the next question is precisely how You’re going to build that trust, how do you generate true fans and how do you Make sure that the experience and each stage of your funnel is a worthwhile one. The first tip, of course, is just to make your products excellent, and that goes For the freeline ones, too, I’ve worked with clients that create sales, funnels Where the first product is a folder filled with six silent articles of people, Setting up WordPress, they call this the ultimate guide to generating income.

Online or something similar, what chance do you think that person has of selling Something for $ 1000, a sales concept that relates to moving the free line is a Concept known as over-delivering, instead of creating something that falls sadly, Short, you need to make sure that your products and experiences are over Delivering each time that means you’re, exceeding expectations going above and Beyond, for example, if you promise an amazing ebook, then throw an extra articles, Extra mind, maps and beautiful big images surpass expectations and you’ll create Goodwill that will spur extra sales.

That’s why the best sellers on Amazon Never promise next date. They promised delivery in two to four Days and then make sure it arrives the next day, customers are almost always Blown away by this, which means positive reviews and more Sales, another way to make people want to be fans is that they actually get behind. Your brand, you need to have a brand. For example, easy cash online is not a brand It’s a keyword or over a good brand goes beyond just a name and a logo.

A brand Should begin with a promise, a call to action and with a mission statement, the Best companies, the ones that really inspire people and create big movements; Are the ones that have some kind of vision for themselves and the world Apple was so successful in its heyday, because it was all about disrupting the Establishment and making computers fun and friendly to use it was about taking That power out of the hands of the elite and giving it to the masses.

This was a Vision and a passion and as you well know, it took over the business world and You see this with all the most successful brands in the world. They have An identity, a unifying cause, morals and a vision try to work out what it was. That inspired you to get in business, try to work out where you want to go with. Your business and what you want to give back now put all of that into a mission Statement and make sure you refer to that with every decision you make with Every piece of branding and with every piece of marketing, when you do you’ll Create something that people can get behind and that will excite them.

This is The kind of thing that people become true fans of and it’s what will Encourage people to want to become more and more committed to your brand. You Also need to consider content, marketing content, marketing simply means you’re. Relying on the free content, you, post on your blog in order to reach your Audience you’ll use this content to build up your SEO and to share on social Media, but at the same time, it’s also going to provide that vital.

First touch. And provide value to the user while building trust. There are plenty of Differ options when it comes to digital Marketing but the one that will always work best with a sales funnel is content. Marketing chapter 9, time-saving tools and resources, as I’ve mentioned earlier, One of the most important things that can help you increase your sales and Your conversions is a great sales page with great persuasive language, but your Persuasive language is only one piece of that puzzle.

What’s equally important is That you have a well-designed page that will encourage people who want to buy From you, and that will keep them engaged a great way to do. This is with the right WordPress theme or plugin, and one of the very best to this end is optimize. Press For WordPress optimized press will instantly turn any site into a sales Page using the standard, long, narrow design and lack of buttons leading away From your sales page, the design has been built with a lot of testing and has been Shown to maximize conversions – and this way you aren’t relying on your own Design skills or trial and error, so let the pros take care of the design and you Just focus on the write-up another tool is click.

Funnels click funnels make it Quick and easy to set up landing pages, as well as back and sales pages like Upsells and downloads, an essential service to use, as you might be aware, is Paypal, this is the most popular way to accept transactions and can be used in Multiple ways, the simplest being just to embed the Pay Now button on your site, And then send out the digital products manually. Paypal is well recognized and Lots of people already have an account which reduces the barrier to sale by Ensuring people don’t need to enter their details into an unknown form.

A Staple of good sales funnels is to host webinars and online presentations. There. Are a number of different things you can use to do this and a number of different Tools for creating great online webinars, some of the best include, go to Eating you conference, google, hangouts webinar jam and easy webinar plugin, but As we mentioned before, why not try live-streaming for metrics the most Important thing to set up is Google Analytics and goal tracking goal.

Tracking allows you to look at precisely who is making it to your checkout page And your thank you for buying page. You can then see how these visitors behave. Prior to buying and you can see which searches led to that action, this is Invaluable data to use for fine-tuning your funnel another thing to consider is How you’ll manage your leads? This is going to mean creating a mailing list. For most people and then using an autoresponder in order to manage those Mails, your autoresponder, as you may know, is the tool you use to collect your Emails as well as to send them out, you can log into the autoresponder to create Your mails before clicking to deliver them to Everyone on that list, autoresponders also perform a range of other jobs for Example, they’ll, let you manage unsubscribes and create a double opt-in.

Process, meaning that users need to confirm their email addresses, thereby Avoiding people signing up with fake emails and helping to ensure that all Your subscribers are really going to read your messages, but perhaps one of The most powerful features of many autoresponders is the option to see how Engaged your readers are you’ll, be able to see how many people are opening each Mail and which of your users, really aren’t engaging at all more usefully.

You’ll be able to identify the people who always open your mails and always Click the links – these are your more engaged users and your more qualified Leads, in other words, they’re the ones who are ready to move on to the next Stage in your funnel and you can set up your autoresponder to email them only Once they reach this point, I’ve mentioned leaves a few times so far of Course elite is anyone you can potentially sell to, but they’ll vary in Terms of how useful they are and how likely they are to be willing to buy A cold lead is someone who’s, never heard of you before.

This is someone who’s landed on your site. Seeing an ad a warm lead is someone Who has shown some kind of interest by subscribing liking? You on social media Etc, you’re qualified lead is someone who’s shown interest in a product by Getting a quote or by spending time in your store, this is the person who’s, the Easiest to now convert into a customer. Of course, your job is to take your Visitors from cold leads all the way to qualified and one way to make this Easier is by lead scoring that is calculating just how warm each lead is.

And how far away they are from being qualified the best autoresponder Software will do this for you and make it much easier to message the right. People at the right time, because timing is everything when it comes to sales. Some of the best autoresponders on the market are Aweber, GetResponse and Mailchimp, ultimately, all three of these tools are very similar in terms of Features and services so what’s left, is to consider the pricing and which one Best suits your targets: chapter 10, increasing conversion rates once your Sales funnel is set up and live.

All that’s left to do is read as the sales Come in and then tweak it to try and generate more revenue, the best way to do This is to increase your conversion rates at each stage of the funnel. How do You make sure that more and more people go from visiting your site to signing up. To your list and how do you encourage them to go from buying the cheapest item? To buying your most expensive one, one simple answer is to invest as money.

Starts to come in from your sales! Invest that back into your funnel by improving Each step of the process, this means making your products better, adding more Sheen and more freebies and making your articles better, it means investing in more Marketing and it means building a better brand with the right logo and the right Web design hire writers hire web developers and Really keep growing and improving your business.

Your job is not done once it Goes live one of the easiest ways to increase. Your conversion rate is to Improve your targeting and one of the best ways to get more targeted visitors. To your sites, other than using your established routes to market is to use Ppc to create targeted adverts, the other way to target your audience is through Ppc PPC is pay-per-click advertising and is most commonly associated with either Google Adwords or Facebook ads both types of ads, allow very precise Targeting for your campaigns, so you can ensure your ads are being seen by the Right people, for example, on Facebook, you can choose adverts that are only seen by People with certain hobbies listed people in certain locations or people With certain jobs, likewise, on Google AdWords, you can Target people based on the searches they perform, Google AdWords ads appear on the Serps the search engine results pages.

This means that you can place your ads. For reades on the search by reades online, it’s safe to assume that people Searching that term have an interest in buying reades. The other great thing. About PPC is that you can set your cost per click. This means you can choose a Maximum amount you’re willing to pay for each visitor who clicks your ad and Visit your site, the more you pay, the more your ad will be seen, but if you Choose the right keywords, then: you can get visitors for a surprisingly small Amount of money now, if you can work out how many of your visitors eventually Become paying customers and you can work out how much each of those sales means To you in profits, then you can calculate the amount that you can pay for.

Each Visitor and still be guaranteed a profit. This is the step before your sales. Funnel and it’s equally as important – it’s also very important to look at your Reports and metrics track, which adverts are bringing customers to your site? Look At which products are selling best, and at what times of day. Most importantly, Look at where your best customers are coming from This is important because you can invest more time and money into what’s working.

And move away from what isn’t this is where Google Analytics and goal tracking Is particularly useful. Another way to do this is split testing. This means Creating two versions of a webpage and then introducing subtle differences to Each version you then see which of your two versions, performs best and decide. Whether or not to keep or abandon those changes, there are tools that can let you Do this finally try to think of your objectives in terms of building true Fans, one of the most important things you can do is to really get people Behind your business and feel as though they know you and you’re a friend when You have a true fan, they will not only be most likely to buy from you, but they Will share your content, spread the word and help you grow your business.

This is Why it is worthwhile spending time in one-on-one, chats in answering emails and Comments and in generally, engaging with your audience, meanwhile, don’t think of Them in terms of how you can sell to them just think of how you can provide Value and provide a good free service. Some of these people will never buy from You, but that’s not the point, the ones that will will make all that hard work.

Worthwhile and if you create something really good and deliver a really great Service, then you will be rewarded: chapter 11 Choosing your products now you need to make sure you’ve chosen the right Products to begin with this might seem obvious, but the product you choose will Not only make an impact on your sales, but also on the type of customer you get The type of marketing you use and even the subject you’re right about so how do You go about choosing the right products.

Well, a good place to start is by Thinking about what you want to write about and what resources you already Have available, if you happen to run the world’s most popular fitness site, then You should probably develop or buy a fitness product if you don’t own a Website you might still design that this is a subject. You’d be happy to Write about – and this is important if you’re going to stay committed to the Process of writing every day.

Likewise, you need to know about your niche if You’re really going to offer good value when your blog posts and your reports Another pointer is to consider any routes to market. You might already have So, do you just happen to know the editor of a magazine with a huge circulation? Do You happen to know a big youtuber, then you need to think about how easy the Product will be to sell. What’s the competition like? Is the market saturated Does the product have a value proposition that people won’t be able to Ignore selling people great abs or a better love life is always going to lead.

To more profit than a book on sewing, finally, it’s a good idea to test out Your idea before you invest too much in it. This is called validating the product. And you can do that by checking that other businesses have been able to sell It or better yet building up some interest and some pre-orders before you Actually start building it once you know what you want to sell, there’s just one More small issue making it well: here’s how you can go about making or acquiring A product to sell easily the easiest ones to make yourself are digital.

Products of course, you can easily make an e-book an online course or a article Series yourself or hire someone to do it for you through sites like upwork, you Could also create your own physical products, much harder of course, though. And might mean trying to find a manufacturer and coming up with plans. Whether you sell digital products or physical ones, you might decide it’s Easier to sell products created by other people, this way, you’re acting as a Salesperson and keeping commission it’s harder to find truly big-ticket items.

And you do lose some of the profit, but it can save you a lot of time and Completely remove any risk and it might be a good way to validate your sales. Funnel before investing in your own product creation, you can find digital Products on sites like jvzoo, Commission, Junction or Physical ones, on Amazon, the next option is drop shipping. This means selling Someone else’s product, but with your name on it and with no need to mention The manufacturer, this is a white label service and you can find companies Offering this on sites like Alibaba, so now you should have all the information You need to start building your own sales.

Funnel we’ve looked at a lot of High concept, ideas here and discuss the psychology of your buyers and how you Can work that to your advantage, but remember at the end of the day you still Need a great brand, a great purpose and excellent products. If you’re going to Inspire your audience and make some big sales, so try not to be cynical about This start with the real vision, but then just realize that you need to build a Relationship and thrust before you can sell your most expensive items.

To recap: The best ways to do this are come up with a strong brand and a value Proposition create a blog and use content marketing to build a following. Or use a YouTube, blog drive, cold leads with targeted PPC and other Methods encourage people to sign up to your mailing list, run a free, webinar or Conference to engage with your audience and create fans start moving people past Your free line by charging for smaller products build trust and engagement and Increase the price until you’re able to ship your big-ticket item, use a sales Page with well-written persuasive writing to increase conversions, don’t Forget to employ the five touches method we talked about and also employ the a ID A technique to build interest and awareness, monitor and manage your funnel And gradually increase your sales further and you will see your conversion Rates through the same structure, all this around a well-thought-out product, And spend time really building trust with your visitors.

If you do this well, You’ll have a perfect strategy for attracting visitors and turning them. Into the kinds of loyal customers that will Want to buy the big-ticket items from you. The bottom line is that’s how you Can do it now it’s up to you to get out there and do it. I wish you the very best Of sales funnel success: chapter 12: the importance of influencer marketing in The sales funnel when you picture the sales funnel awareness taking up the Widest part, narrowing through interest and decision finally ending in action.

Where do you think influencer marketing fits in many markers? Would categorize Influencer marketing, as an awareness tactic, which is a reasonable assumption. We tend to measure influencer campaigns based on reach, impressions and Engagement rather than the end sale and influencer shared content is often used. As an introduction to a product or service, however, there’s no single best Time to use influencer marketing because the path from awareness to point of sale, Includes many important touch points along the way.

Today’s sales funnel Process is highly consumer, driven where educated consumers are actively seeking Information that’s relevant to their needs. The bottom line is that influencer Marketing can be used effectively at every stage of this modern purchase. Journey influencers have incredible sway when it comes to familiarizing their Audience with your brand identity, their storytelling and presentation skills are The perfect vehicles for everything from initial product introduction to in-depth Tutorials that help consumers understand complicated features and benefits.

Awareness tactics are far more subtle and effective than they used to be the Outdated model of brands, relying on heavy-handed sales, pitches and Promotional messages is changing to more nuanced approach, with influencers who Can seamlessly weave brand messaging into their own tonal language? Broad-Based awareness campaigns now have a personal touch. Influencers often share Photos or stories that involve their own authentic experience, With a product or service, according to a recent research, when done right, Influencer marketing can work wonders for businesses looking to launch new Products or raise brand awareness by tapping into an influencers already Established audience and reach, but don’t stop at this stage.

There are still Plenty of chances to motivate and connect with potential buyers throughout The sales process, influencer campaigns – can drive engagement in all kinds of Ways whether it’s garnering article views sparking a brand conversation across Multiple social blogs, encouraging participation in a giveaway or driving Traffic to brand websites and social accounts engagement is where awareness Can ultimately turn into action? Likes shares comments.

All of these activities. Help spread the word and influence buying decisions. One recent study, Revealed that a whopping 74 % of people will choose companies or brands based on Other’s experiences that are shared online, it’s clear that third-party Endorsement is critical for today’s socially engaged consumers in the middle Of the funnel consumers are becoming interested in a product or service and Taking steps toward a buying decision influencers can help move people from One stage to the next: by offering the kind of compelling content that leads People to learn more and ultimately share their own experiences and Recommendations, while it’s a common belief that influencers don’t drive Direct sales straight from a blog or a social post.

There are plenty of Strategies for influencers to cut through the noise and ask for the sale On the brand’s behalf, it’s true that influencer campaign sales are more Organic and thus can be more difficult to track, but a campaign can include Creative calls to actions like sharing a coupon or a discount to wavering Consumers, in some cases, influencers can boost in store sales with demonstration. Campaigns such as sharing the benefits of a personalized, fitting and styling For a fashion, retail brand influencers are also starting to take Advantage of the new direct sales features offered by certain social Platforms, any post can include a link to buy, of course, but now Instagram stories.

Has a swipe up feature that can send the follower directly to a purchase page and Buyable pins on Pinterest, let users click to buy products, they’re interested In just remember, sales can and do happen by indirect means. An influencer might Publish a delicious looking recipe sponsored by a spiced brand, the recipe Could include a printable that gets picked up and shared on Pinterest making Its way to a cooking enthusiast, who waits until the holidays, to give the Recipe a try she buys the ingredients makes the recipe then shares the results.

And the shopping list on her Instagram page and on it goes The sale is just one component of developing a valuable long-term Relationship with a consumer combine elements from all of those strategies to Stay on top of mind continue partnering with influencers to share loyalty; Rewards offers re-engage influencers during key seasonal pushes and utilize The existing content via social sharing, digital advertising or even on the Brand’s own site, according to marketing’s Rule of 7 prospects need to consume an advertising message, a minimum of seven Times before, they’ll take steps to buy the product or service a well-planned Influencer campaign will help your brand be seen on different platforms by Cross-Sections of consumers and when you engage multiple influencers, consumers Are likely to be exposed to your brand multiple times and over the course of a Campaign or even a year-long program that can be extremely beneficial.

The Bottom line is that influencer marketing is so much more than an introductory Tactic, well-planned campaigns will help you not only connect with potential Customers, but also motivate them to engage with and contribute to your brand As you guide them toward your ultimate objective, In the end, you want more than a sail. You want the kind of relationship that Fosters brand advocacy chapter 13, the sales funnel on steroids.

What, if I told You there was a way to grow revenue, reduced churn and increase the lifetime. Value of your customers. Well, there is, and let me introduce you now to the Sales hourglass take your enterprise sales organization to the next level and All you have to do is flip the traditional sales funnel on its head, the Sales hourglass is the ideal model for tech organizations that are hyper Focused on customer success, while the sales funnel typically ends with the Customer signing a contract, the hourglass continues the process engaging Your new customer with deeper, more strategic relationships with integral Members of your team: here’s how it works in step 1 prospect engagement, just as With the sales funnel will first need to acquire your qualified marketing leads Once you’ve done, that begin learning as much as you can about your prospects.

Pain points and challenges at this stage, you’re listening more than talking and Taking note of how to help your potential customers meet their goals, This year and beyond, step, two is solutions: alignment, as you Move toward the center of the hourglass previously the bottom of the funnel now Is the perfect time to bring in domain experts and customer success managers to Engage directly with potential customers, they should ensure that the proposed Solutions are aligned with your prospective customers, budget needs and Timeline which, of course, are instrumental in closing the deal Including domain experts at this step of the qualified to closed process will Increase your conversion rate as much as 70 percent step number three Implementation and launch the implementation stage is critical for Long-Term customer success, yet traditional sales funnels risk letting You accom fall into the void since your customer Success managers have already developed relationships with your customers in the Solutions: alignment stage, there’s a seamless transition to implementation; Your customers are set up for successful implementation from day one with experts.

They trust this is where the magic happens. Step four is the continuous value. Add the bottom of the hourglass is the Perfect place to create a strong feedback loop with your product team to Ensure that you’re continuously adding value for your partners being hyper. Focused on customer success creates cross-sell opportunities as your Customers turn to you for help with solving problems in their organization.

Organically increasing customer lifetime value and creating the elusive negative Revenue churn at the bottom of the hourglass Youl simultaneously increase annual recurring revenue and mitigate churn by Solving problems for your customers with precision, turning your sales funnel into An hourglass is as easy as one two three four the hourglass puts customer success. And solutions: alignment at the crux of organizational growth and scale Developing and maintaining a meaningful relationship with your customers beyond The point-of-sale creates a true partnership.

Your customer enjoys Integrated solutions from a trusted partner and your firm benefits from Sustainable revenue, growth Sales Funnel Success, Basics Of Sales, Funnels Explained By Jeff Walkner (, Business & Marketing Books, )


 

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Online Marketing

I Think My Website Is Hacked! How to Know and How to Fix It

On your website and force a bitcoin ransom, or something like that SEO spam, which infects your Website with spam keywords and pages, not a good look And then there’s also things Like Crypto-Miners adware, that kind of stuff, Nobody Wants that on their website, Nobody want’s that right. No, So it’s not just something! That affects computers. It affects websites too. Yes, websites are definitely At risk – and you want to make sure that you are taking steps – To monitor your environment and protect it and having A plan for response is also very important.

How big of an issue really is this? Well, there’s a stat out. There that says, there’s about 75 % chance that a business Is going to be attacked And right now they say there: Is about 40 % of traffic to your website? Is actually Bots and about half of that is malicious, bots Ugh. That is gross Yeah, it’s not good. No, so how do we go about? Identifying, if our site is infected with malware Well, what you can do, Is you can run a scan on your website? We have a tool called Sucuri site check.

You can also just monitor Your activity logs, if you have somebody who can do that, Maybe a developer – You also wan na make sure That you’re practicing good password management, making sure that you’re users are set with the permissions. That they should have So obviously the least Privileged principle, you wan na make sure that They only have admin for as long as they need it. And then you put them back down to the role level that they need Right on, So that site check is great.

Are there anything that Like super obvious that we should be checking Is it like on Google? Is there on our website? What does that? Look like Yeah? Definitely Well, One of the biggest things is to make sure you’ve updated your site, A lot of the problems. That we see are because of websites that are out of date and have security, vulnerabilities Updates, don’t always mean new features. Sometimes they mean that You’re, actually, you know patching a security flaw that Would let a hacker get in and then do whatever they Want with your website Right, So I was actually Talking to when I was just a customer service, rep at Godaddy I had a customer on the line.

She basically had an interactive book site for little children And she was using WordPress She hasn’t really touched in a while And little kids go on there to read books with their parents. She was unfortunately hacked And the thing that they did was redirect them to a not so great site for little kids. So little Timmy was seeing Some very very adult things So super scary. Is there anything else There was something About Google, you said Like the SCO: What is that Yeah SCO spam is another Really bad one where they inject pages and Keywords into your site, It can show up in your Google search when people are looking for your brand and you’ll see pharmaceuticals, gambling stuff Like discount fashion spam, it’s pretty nasty The malicious redirects That you’re talking about are also terrible cause.

They’re taking your traffic and sending them to like another website, that’s maybe unsavory And you know that’s not A good look for your brand: It causes a loss of trust, So it’s definitely not ideal. Having a website firewall in Place is a really great step to mitigate that It forces All traffic to go through the firewall first Before The visitors hit your website and it also has the Benefit of speeding it up by cashing and using our CDN network, So the firewall is kinda.

Like digging a moat around your house and keeping All the bad neighbors out The in-laws, Anyone that you Don’t want to come in Right, Yeah there you go. That’s One way to look at it: (, laughs, ), All right, Alycia, So website is hacked I’m running around. I’m Screaming that the world is on fire to me right, How do I get this out of here? Yeah? That’s a really Important point, and not a lot of people, have a Response plan in place, Obviously, if you have Somebody you can trust who can remove the malware And has those technical skills that’s a great way to go? There are some tools that can Remove things automatically, but that doesn’t always catch a lot of the hidden back doors.

An attacker will always Try to leave some way to get back in If you just You know go in and clean up the spam pages and keywords the next day, they’re back in And your sites reinfected and a lot of that is Automated on the hackers part, So if you wan na take steps, There are some guides out there. We have one on sucuri.Net on how to clean your hacked website scan for malicious files in the database, and then you can just remove The pieces of malware manually, But generally you probably Want to contact a professional and have them help you Out, It’s usually going to be a bit faster and, like I said they’ll make sure those back doors are gone and that you’ve been removed.

From any blacklists as well, That’s another really important. Point is you don’t want to get blacklisted by Google, Nobody likes that, Then you’re rankings are gone And an important thing to Remember is these hackers they don’t care who you Are They don’t care what your site is about? They just care about hacking. Your site and making money off of you, So it’s not Personal, They just send out their bots to anything that they can find They get in They’re in Automation is super scary, They’ll just write a little script go, get a coffee and Come back and they’ll have a list of like thousands of WordPress websites that they might wan na attack, It’s not ideal and then They can further automate the attacks from there And again small websites.

Are fine because they can use your server resources? They Can use it for SEO spam to try to get other sites To rank that they want They’ll, just use your Resources They can even use your site to attack bigger sites Wow Like what does that look like So like? Let’s say you Are a hacker and you have a bot net of like a Thousand infected websites: You can use the power of all Those servers to launch attacks on like a larger company, So a DDos attack right Yeah, A DDos attack, So, essentially with that you can think of it as like a highway And there’s you know: cars Getting into your website and the hacker is flooding That highway with a bunch of fake cars and now no Real people can actually get into your website And that’s no good And Then all that traffic’s down and it looks like you’re doing it – ( laughs, ), Yeah yeah, nobody Wants to come to a website and see that blank white Loading page, like you know, most visitors, will leave a Website, after like three seconds of waiting for it, To load and it can cause you know a lot of of Disruption for conversion rates and that kind of stuff, So Not ideal for your business, No, and I mean, if you think, About a hacked site right, If your website ever gets Hacked like, if you have a visitor that comes there, they’re likely never coming back.

They’ve lost the trust with your business, Because, if you can’t Protect your own site, how can you protect their information Totally, It’s doubly important if you’re an eCommerce site, Even if you have gateways for Payment that are not hosted on your site, Like through Paypal or Authorize.Net or anything You still have to be PCI Compliant and make sure that you’re protecting the details, Of the people on your site Now with the website and Security we’ve talked about like the malware removal.

And things like that, Should our customers and Our audience really have an SSL on the site, too. Is that important? Yes, absolutely SSL is Awesome and a lot of people equate SSL with security. What SSL does is it makes Sure that any communication between the visitors Browser and your website is encrypted, So it’s data in transit, that’s being protected. Ssl doesn’t actually help Your website from not getting attacked by a hacker But Ssl is still very important.

It’s a ranking signal for Google, So it can help your website get to the top Of Google, if you have SSL And it’s just rapidly Becoming kind of defacto that you have to have SSL On your website as a way to establish trust with your visitors, I love it And that Trust thing is important Cause if you don’t have An SSL on your site, top left of the browser, says “ Not Secure”, To an everyday person. They See “ Not Secure” they’re out, So after we’ve cleaned up the malware.

What should we do going? Forward to make sure that this doesn’t happen again, Or that we’re just protected For sure yeah, You don’t Wan na deal with reinfections Those really suck So number One most important thing is to change all of your passwords, So passwords for your server, your FTP, your hosting account any of Your user accounts, because any of those could have been Compromised during the attack And don’t use password1, Yes Make sure you’re Using good long, complex, unique passwords for everything, Because if they get one password and you’re reusing It everywhere, that’s just They’re in your Facebook Account now your bank account now they’re everywhere and It’s hard to get them out.

Password managers make it a Lot easier, I can’t recommend them enough. I think that’s Probably one of the top security tips that we hear at Sucuri. What’s a password manager, A password manager is a Tool in your browser that will allow you to store And even generate really good passwords, So when You go to a site as long as you’re logged into your Password manager, with your one master, password that by the Way has to be super strong cause, it stores all of your passwords, One password to rule them all Yeah, Which is awesome As Long as you’re logged into your password manager, it’ll Even auto fill the passwords for you, So it makes your Life a little easier And it takes the guess: Work of it out of having to create a password that You’re going to remember, but that’s also very strong, And difficult to hack Awesome What else should We look at to really prevent this from happening again.

Or just protecting ourselves, There’s a lot of different Post-Hack actions and we could go into security forever. It’s A never ending kind of thing, There’s no such thing as Zero risk You’re always some element of risk, But obviously you know making sure that you’re Changing default settings Like don’t use the username admin. You know you can do a lot. Of things through plug-ins and that kind of thing, If you’re using a CMS But there’s also a lot of Steps to take on the server Like changing file permissions And things like that Definitely recommend.

Looking For some guides out there for website security, We Have a couple on sucuri.Net that are freely available: But yeah Definitely taking just extra steps to Make sure that you’re thinking about security and setting those options Awesome Now backups I hear this all the time: Backups backups backups What’s your emergency plan, How often should should We be making backups and what does that look like? Well, it really depends on your site If you’re updating your site, Very frequently, you know it’s very important for You to be able to restore all of that recent content.

Then you wan na be making you know daily or even More frequent backups, You know for some sites, That are only updated, weekly or monthly. Maybe those are How frequent you want them! One important thing to think: About with getting hacked and using a backup is Sometimes the attackers will attack your site and wait. For months to actually launch the attacks, So They’ll, get in and they’ll sit there for a while And then your backups are actually infected, That’s scary! So if you restore a Backup, that’s still has a backdoor in it that Could be troublesome, But still nonetheless, it’s Great to have that safety net, Especially if you have Custom files on your site, If those get overwritten By a hacker – and you don’t have any way to restore the Custom files – it’s not like you, can just pull down The WordPress plugin files or the core files You wan na, make sure for sure That those are backed up All right.

Thank you. So much For coming on the show today and helping us out with How to find malware and what to do with it? It’s been a pleasure, Thank you so much for having me And hey make sure you, like This article and comment below on something that you Learned that you’re going to do with your website to Make sure you’re secure While you’re there Subscribe to this blog Ring that bell, so you Know when these episodes are coming out first, This is “ The Journey” We’ll see you next time,


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