Product Positioning & Differentiation Strategy! Why New Products Fail!

Why New Products Fail!  That is a very good question isn’t it?

I sure was asking that question the day I launched my second IM product, The Millionaire Boss.

After much research I come up with a couple huge factors that will determine the success or failure of a product launch.

Most people never even think about them or know about them.  I know I sure did not.

Well I am going to clue you in today on a couple reasons that products fail to convert during a product launch.  I am eating dry salted peanuts in the shell as I type this so I will be a little distracted as I type.

So this email may get a little long due to this distraction.  But that is good for you as you end up with more content.

So why do most products fail?

Your product differentiation and your positioning of the product are very weak.

Man, I’ll tell you right now. There’s nothing worse than sinking 5 months into creating a product that no one wants to buy. That is exactly what happened to me on my second product launch.  Some even sink longer periods of time into their product creation and launch strategy than I did.

The first I want to quickly go over is Product Positioning.

If you are not going to take the time to do proper research to ensure that your product is positioned well in the minds of your target market you are just plain and simple going to fail.

You simply have to get to know your customers.

You may have the best product and know it is something that makes sense to you.  You may even know the customer needs it.  But if it doesn’t make sense to the customer, they will not buy.

Research & Communication is IMPORTANT!

This is going to take some investment on your part.  You are going to have to invest (monetarily or with time) in researching your market.  Do your research to find the narrow window in the mind of your prospect or customer in order to position your products and services effectively over a product or service of your competitors.

Changing a mind is an extremely difficult task.  You will find that it is much easier to work with and hook your product to what’s already there.

The second thing I want to talk about is your Differentiation Strategy!

This certainly is nothing new to you by now as I have also mentioned this several times in many of my trainings.  But just what is your Differentiation Strategy?

This is your action designed to produce products or services that customers perceive as being different from your competition.

It is a marketing process that showcases the differences between products.

Differentiation looks to make a product more attractive by contrasting its unique qualities with other competing products.

This is probably where I failed the biggest when it came to The Millionaire Boss product campaign.  I really did nothing at all to differentiate myself from the competition (Russell Brunson) that was launching the same day as I was.

When I launched The Millionaire Boss little did I know that Russell Brunson was launching the exact same time and day as I was.  There were even many similarities to our products.  At least if you were to compare sales page to sales page.

When you put the products side by side they were very similar as far as title, price point and what we were saying we were going to help do for those that bought.

What this forced the customer to do was to make the choice to buy from the one they thought was the industry leader at that time.  Russell Brunson won out BIG TIME of course.  He was an industry leader at the time.

Now to be fair to myself I guess I could say that the reason I did not have a differentiation strategy was because I did not know that Russell was launching the same time, and also that I did not know about differentiation strategy.

But I can tell you that it is very important, and you must do the research needed to find out exactly what is going on in the marketplace in order to have an effective differentiation strategy, and to position your products correctly in the mind of the customer if you wish to succeed.

After about 6 hours of NO sales I stepped up to the plate and made my launch work.  I made some quick revisions to the overall product and pricing and was actually able to make the Millionaire Boss product start converting.  I was able to generate a little over 6 grand, and little over 200 new buying customers.

At this point I was a little angry at all that took place and at myself.  I decided that everyone that purchased The Millionaire Boss was not only going to get the entire front end product, but they were also going to get the promised coaching that was the One Time Offer. They go the entire product and coaching for a one time payment of $37.00

Needless to say I had some very happy customers.  Not only did they get a pretty decent product if I dod say so myself, they also got group coaching which produced some really nice results for those that showed up for the weekly coaching and mastermind groups.

Yes I even set up mastermind groups of 6 for all of my students.  I even was showing up to all of the mastermind calls and coaching calls.  I was one very busy coach.  But some amazing things began to happen.  My students were getting results and I was gaining some much needed credibility.

The Millionaire Boss was seen as pretty much a failure to many in the marketplace and I started to hear the familiar voices of my critics telling me I could not do what I was doing without Keith.

This time I did not listen and I began to dig in and create the successful business I have today!

Mary Kay Ash says,  For every failure, there’s an alternative course of action. You just have to find it. When you come to a roadblock, take a detour.

Many of us that feel we have failed just set at the road block and wonder why did this happen to me instead of looking for the detour.

If you want to find success you need to believe in yourself and to follow your dreams.  You have to have goals in life and a drive to succeed in accomplishing your goals.  Most importantly you need to surround yourself with the things and the people that make you happy and breathe only the positive into your life.

Stand In your Greatness

Jeff Wellman

Paul Counts. Eric Holmlund and Myself teach product positioning and Differentiation strategy through our coaching.  If you really want to get results check out Real Guys Coaching

Tips to Starting a Home Business Alone (email 14)

Hey it’s my birthday today and I thought I would get out email 14 for you in my series as it is going to talk about something that was supposed to happen on my birthday August 20th, 2007.

After my first product launch that was so successful I decided it was time to prove to everyone I could make it all on my own and I started out the end of June 2007 working on my next product.

I knew what I wanted to do with it but was unsure what I really needed to do.I did my best to stop and think about what I had just done and decided I would follow the same kind of plan, except I would add a few other things into the mix.I also decided I was going to set a launch date of August 20th on my birthday.  Heck that should be easy enough, after all I just did a complete product launch in 3 weeks so 2 months should be a piece of cake right.

I started out writing emails to JV partners to let them know I wasn’t going any wheres and to ask them to mark August 20th 2007 down on their calendars as my next launch.

I started writing an eBook that ended up 140 some pages long filled with some real good content.

I actually have re-purposed that same content many times since then and have done very well with it.I lined up some more expert interviews and got them all recorded and ready to go.I decided I wanted to have a residual program set in place to bring in a monthly income like I was hearing was very important to my business.

I decided to do a coaching program but was a little worried I was not yet qualified as an expert enough to make people believe I was capable of teaching them. I began really doing a lot of self doubting on this which almost kept me from adding it into my package.

Well everything seemed to be rolling along except I could not figure out all of the tech stuff and it was driving me crazy.  But the product creation part I seemed to have down.  It was just all of the things that Keith had done in the background that I didn’t know or understand that was really holding me back.

I was kind of blindly trying to figure out all of the things he did.

I was also trying to save myself some money by writing my own sales copy and everyone that reviewed it for me kept doing a wonderful job of telling me it was really bad and would not convert.  What did they know anyways right?  That was my attitude at that time.

Well August 20th was drawing close very fast and I knew I was not going to make my deadline and I began to get really upset and frustrated with myself.I began to think I was a one hit wonder just like everyone thought I would be and I began to see my ship sinking fast.By the time August rolled around the bill collectors were on my back once again and I was pretty much right back in the same place I was before my first launch.

What was wrong with me.. Why couldn’t I do this by myself? What was different about the first launch and this one?

The only thing I could think of was it was because I had help from Keith and some other really awesome support from friends like Harris Fellman, Brian Edmundson, Ken McArthur, Alex Jeffreys, Sterling Valentine, Frank Sousa, and the  list just went on and on.

Finally it all started making sense to me.

That was the key.  Help and support.  Here I was trying to do it all by myself and it was just not working out.So if help and support was the key then that was what I needed, so I turned to Keith and my support friends.Keith was not really in a position to help out as much this time so I turned to a couple good guys like Harris Fellman and Brian Edmundson for some advice and I was surprised at how things started to develop very quick.

When I look back on things there were so many people offering to help me out.  Every day I would get emails from so many supporters asking how I was doing and asking if their was anything they could do for me.  I just had it in my mind that I could not accept help and that I needed to do it myself.

I think about the only thing I did get right during this time was that I joined a mastermind group with 3 amazing guys, Paul Counts, Phil Knaus, and Harry Fink.  All 3 of us met at a live event and became good friends.

We would call once a week and bounce ideas off from each other and do what we could to help each others business out.

Of course on my own I pretty much blew the date of August 20th as my launch date so I had to set another one of October 9th 2007.  This would be the date of my second Launch which was called The Millionaire Boss…

Let me tell you that it is not a good thing to set a date for a launch and then have to write your JV partners and tell them that it is not going as planned and that you have to change the date they already had scheduled on their calendars to help promote.

There will be times that things happen and this can’t be helped, but if all possible once you have a date set make sure it happens.

Well the launch went off on October 9th as planned and let me just say…that launch brought some interesting results that I bet you can learn a few lessons from.  I know I did.  I will share them with you next week.Paul Counts and I recently did a 30 day challenge for our Real Guys coaching we do with Eric Holmlund and I noticed something pretty amazing that really helps me validate what I want you to get from this email today. What I noticed from each one that completed the 30 day challenge or at least made a lot of progress was something very interesting.

Each one that achieved any kind of success all took part in the coaching calls and took advantage of all the help they could get.  They also supported one another and masterminded with each other all throughout the challenge.

They were helping each other. Some more than others but they all did what they could.

Building a business is not something you want to do alone.

Doing it alone will lead you to disappointment and feeling sorry for yourself very quickly.  You will get to a very low place that is hard to climb back out of.

I was at that low spot, but I woke up and reached back out for help before the titanic went completely under.

Many think they can’t afford help, but I want to say that my feeling is that you can’t afford not to have help.

But you have to be active and participating in the process.

You cant just look for help and expect your help to do it all for you.  Even done for you services will require your participation to build it and grow it into something that really will get results.

Next week I am going to share some more of the things I  learned through this second launch process.  Many things still went wrong and the launch was… well let’s just say it had some very different results than my first launch.

I will share with you some of the reasons why the results were so different and why I believe it is for some of the same reasons many other new product launches fail as well.

Until then stand in your greatness!

Jeff Wellman

All of the other past emails in this series are here on the blog if you missed any of them.  I would love to hear your feedback on this series or any of the emails I have written in it.

Starting and Running a Home Business Alone! (Email 13)

Starting and Running a Home Business Alone! My Second Big Mistake, “My 2 Year Old Mentality!”

What in the world am I talking about now?  If you have raised children you know what I
am talking about very well.  Can you remember the first time your child said, “I can do it my-self?”

If I remember right when I left off in the last email of this series I just blamed you as being one that played a big part in my next biggest mistake I made that about made me give up Internet Marketing right after I found out that there was a lot of money to be made.

Well it might not have been you specifically but, my customers and also my JV partners played a very big part in this.

I also know from experience that something very similar will have a major effect on you as well if you decide to listen.

I began answering support and found many of my customers wanting to know if I thought I could have gotten the same results as I just did without the support and help of my coach.

Seems like a pretty innocent question to ask.  They just wanted validation from me telling them that they were going to be able to get the same amazing results if they
followed the instructions of the course they just bought.

Something else I was seeing and hearing was coming from other successful marketers I was networking with.

Again it was completely innocent (MOST OF IT) but it had a negative effect with the way my mind was functioning at the time.

(I say, “Most of it” because there were some very vicious people out there and still are.)

I would go to an event and several marketers were congratulating me on my launch.  They were also making remarks about how awesome it was to have a successful Son to help me get those results.

Again all of this was completely innocent but here is what was happening inside of my mind.

“You better go forward very carefully from this point on because they are correct, you only are where you’re at today because of your coach.  Without him you would still be
back struggling to pay your bills and about to lose everything.

And probably the biggest challenge I faced was when my mind began to tell me I needed to prove to every one of these folks that I perceived as telling me I was only successful because of my coach, that I could do it all by myself without Keith’s help or theirs.

Keith even made it easy for me to make this decision without even knowing it.

He just put almost a month on hold from his own business to help me get started and he let me know after my launch that he had to get things going again, and get his own business caught back up to where it needed to be.

My mind ignored the part where he said He would be there if I needed him; all I had to do was pick up the phone.

Well now I had all of the ingredients to lead me down a well-traveled path by so many that fail.

I was angry because I was hearing, “We do not believe in you, and you are going to fail on your own!”

I was feeling bad because I heard, “Dad I really don’t have time to help you right now because I just put everything on hold for you, and my own business is suffering!”

So I started down a path over the next 6 months trying to do it, “ALL BY MYSELF!” What a two year old mentality that was!

I was going to prove once and for all to them all that I was capable of being successful in life without the help of anyone.

This was a big mistake and I really learned some valuable lessons from this thinking in the next few months that would really propel my business forward in a mighty way.

What I want you to see here is that our mind sometimes hears things and will twist them around in order to protect us from any kind of pain.

Were these folks really saying I was not going to be successful now?

Not really.  That is just what I was hearing and I began to ask questions to myself like, “Can I really do this?” “Can I really afford to not go get another job so I can have a
regular paycheck coming in again?”  Am I really smart enough to run my own business, especially one that involves a computer that I know nothing about?”

The excuses just began to flood my mind and they restricted me for over 5 months.

That’s how long it took me by myself to get another product out on the market that most look at as a failure.  But we will save that story for later when we are talking about your irresistible offer and over-delivering value.

What I really want you to see is that for the next 5 months I prevented myself from making the money I deserved to make and was capable of making.

Trying to prevent more pain in my life just led me right back to the same place I had started before my coach’s help.  I was right back to wondering how I was going to pay my bills and all the phone calls from creditors began once again.

What would have happened if I would have begun to focus on the success I had already had instead of dwelling on the possibility of failure?

What if I would have instead, thought about the fact that I just wrote a 67 page eBook in a couple weeks and got it ready for my product.

Maybe I should have stopped to think that I just went to my first offline event experience and met an incredible lineup of speakers that I could now network with and that had just taught me some incredible methods of making money online.

What about the fact that because of that event I heard how to do interviews properly and it gave me the courage to step up to the plate and overcome some serious fears and interviews 5 experts that I included in my product.

That was a serious victory for me if you would have known me before I started this.

What if I would have stopped to think that it was help that got me to the place I was at that point and it was help that was going to get me to even greater places in my brand new life.

Everything had been set into motion and was lining up perfectly for me to enter a new chapter in my life that had the capabilities of allowing me to have something that I had always seen other people having and wished I was good enough to have myself. “Financial Freedom” It was right there for me to take and yet I couldn’t claim it.

Why was that?  It took me a long time before I figured it out and the whole time my coach was screaming the answer.

You have to develop a new way of thinking.  You have to develop a new mindset and “STOP” listening to the old thoughts going on inside.  It is time to develop a brand new way of thinking.

Now I mentioned it took me 5 months to create and launch my next product.

So how do you think I did?

Let me ask you a question that might help you answer that.

How well are you doing trying to do it all on your own?

How well are you doing even if you’re in a coaching program that you’re paying for and you refuse to participate in, in order for you to get the help you really need?

Well I take that back.  Many participate they just participate all wrong.  You find plenty of time to get in a forum and complain about the lack of help and to inform the coach about their lack of participation in helping you to grow your business, or to tell him or her about
something they could do to help improve the site but you never take that time to really participate properly, in order for you to get the help you really need.

You tell your coach or mentor that you need help and that they are failing to see that, but you don’t tell them how you need help.  You just say, “I need help in everything.”

Instead of focusing on what your coach is telling you is your first step, you look at the first step as something that is not going to get you immediate results, and you begin focusing on the whole total picture of everything that you think or heard needs done, and it freaks you out because it looks so overwhelming, and you take off running.

I know this for a fact and here is how I know.  Paul Counts, Eric Holmlund, and I have a
coaching program called Real Guys Coaching, and we gave out a 30 day product creation challenge to our members and out of the hundreds in the program only about 10 people started out participating, and about 6 actually really rose to the challenge and are about to launch their first product.  One of them is actually getting traffic and making a few sales.

The rest participated by telling us how we are not helping them, or not participating at all.  I totally get it, and understand why because that was me.  I chose to not participate in a way that I could continue to grow and learn the knowledge I needed, that would continue to grow my business.

I found many excuses as to why I was failing so I didn’t have to put the blame on myself, and I started to continually look for the next best thing that came along thinking that the last product I bought was junk or was not what I needed, and that must be the answer to why I was failing.

I even told everyone that asked me how I was doing and wanting to help that I was doing great and I would let them know when I needed their help.

I started out on my next product to launch, and instead of looking at one step at a time, I looked at everything that I just went through and wondered how I was going to get it all done when I didn’t understand most of it yet.

I basically spent the next few months staring at my computer screen paralyzed in fear wondering how I was going to survive and I ended up right back at the same place, with all the same worries as I had before my first successful launch.

One day something changed and things started to finally show some promise.

I guess I better save that for next time though.

You have a great day and continue to stand in your greatness!

Jeff Wellman

PS: I am going to share a couple things in my next email that totally changed my business and it is going to also explain why the 6 going through our
Real Guys coaching program that are getting results, are getting the results and why so many others are not.

I am going to take you right up to my very next product launch, “The Millionaire Boss.”  What a priceless learning experience I am about to take you through.

Was The Millionaire Boss a success or a failure?

Getting JV Partners To Promote Your Product Launch (email 11)

So it looks like we are finally back to getting the JV Partners to
promote your product launch.For the most part I have to say that this was a little easier for
me than it is for most new comers entering the market now.

Getting JV partners is not as easy as it was back in 2007.

Actually let me re-phrase that some.  Getting JV partners to
actually do what they say they are going to do and actually
promote is not as easy as it was when I first started.

When I got started I thought the first email that went out that
announced my product launch was going to be it.  I started getting
a few yes replies back from my JV partners and many NO replies.

Many had no relationship with me at all and did not feel comfortable
promoting for someone they did not know. That was OK because
I feel the same way now about the importance of having a relationship
with those I do business with.

Many just gave a plain NO without any explanation at all.

The No’s were a little discouraging but seeing the Yes replies that
were coming in seemed to be enough for me.

Keith of course knew we needed more Yes’s at that time if we were
going to hit our $65,000 goal.  So I was encouraged to keep going
after the YES replies.  So I sent out more emails.  Pretty much sent
them to the ones I never heard from so I didn’t send out repeat emails
to the ones that already replied back.

I did send more out to the entire JV list though.  I sent them emails
that gave a little bit of social proof in them.

I sent out an email announcing all the big players that said yes
they would promote and that were in the game so that others could
see how the launch process was shaping up and that we were getting
some major players on board.

Social proof is a major key player in the launch process getting your

JV Partners on board to promote, as well as your sales message on
your sales page.One of the next emails that went out again was designed to get
even more JV partners on board that may have said no already or
that we had not heard from yet.

This email simply sent them to the JV Blog we set up for them to
take a look at the product for themselves, to see the quality of it
with their own eyes, and judge for themselves whether it was something
they would feel comfortable about promoting or not.

Another important advantage to sending JV partners to the blog was that
we had a sign up form for them to get them on a JV partner list so
we could continue to follow up with them during the launch and after the
launch was over.  This will allow you to stay in contact with those that you
went through the hard process of contacting.  Follow Up is just as important
with JV Partners as it is with subscribers and customers.
By the time my JV emails series was done we had about 25 good solid
JV partners ready to promote and were pretty happy with that number.
These emails were not as hard to write as I wanted to believe they were
going to be when I first started.  I fought pretty hard to get Keith to write
these emails for me because I was very intimidated with this process.
I used all the same excuses you use on why you won’t be able to send out
these emails and how you won’t know what to say in them.  Instead of just
writing them I wanted with all my heart to skip this process.   But with
encouragement I got them out there.  The good coach and mentor Keith
was, he of course prepared an email template for me to work with.  But
he knew I had to be the one to accomplish the actual task.
Now I mentioned the JV Blog that we sent JV partners to in order to
look at the product.We also had another purpose for the JV blog that would play a very
important role during the launch itself.

In order to get JV partners really excited about the launch and to
encourage some friendly competition we did a JV Launch Contest.

We offered prizes for the top 5 JV partners that brought in the
most sales during the launch. The prizes ranged from Dual Desk top

monitors, a brand new I-phone that was just being released, down to
MP3 players.
Everyone loves prizes, some good friendly competition, and the bragging
rights that go along with the competition when they win.Make your JV contest fun to participate and promote.

A good way to come up with prizes for a JV contest is to come up
with a theme.  If it is winter time you might want to look at
adding ski packages or winter sports equipment to the prize packages
as an example.

Many times the JV contest really is nothing more than just offering
cash prizes to the top promoters in the launch event.

Now the key to a well run and successful JV contest is for you to get
involved and keep your JV partners well informed as to who is
winning the contest all throughout the entire contest.  The minute
you slow down at all, so do your JV partners.  They stay excited

and will play off of your excitement and enthusiasm.
Each day of The contest I would send out emails to the JV list
letting them know who was in the lead and what kind of strategic
moves some of the other JV partners were pulling in order to
get back in the running.  This encouraged the leaders to even push
harder to stay on top.I think the best thing I had going for me at the time was Keith doing
all he could to stay on top of the leader board after he over took
Tellman.  Remember Tellman made a big play at the very beginning. He
slacked off for a couple days and Keith, Eric Rockefeller, Harris Fellman
were able to make a couple moves and catch Tellman.  Tellman made a
couple last minute moves to try and catch Keith, but by that time Keith
was flying a long a little to fast for the Runner to catch him.

Make sure that each day you are giving updates as to who is in the
lead and who is right on the leader’s tail.  Make it fun and enjoyable
for the partners to enjoy a good competition.

This gets everyone worked up and in a competitive mood when they see
one of their close friends or competitors pull ahead of them in a

A good JV contest will motivate partners to do the work and send
emails that they promised to send when they agree to promote.  It will
get them to start adding in bonus offers to increase their conversions
and make more sales when they see someone pulling ahead of them.

Of course no matter how hard you try you will have some of the JV
partners never fulfill the promise of promoting at all.

Hey they got their reasons and it isn’t my job or your job to worry
about them.

Others will come on board and feel they are bigger than life and
will send out a half-hearted attempt to a very small portion of
their list just to say they helped you out.

I remember seeing an email go out from a very big JV partner and how
excited I got.  It even excited Keith until we seen just a few
sales trickling in.  We knew he had only sent out to a few small
lists at that point just to say he helped and follow through with his
promise.  This guy was able to crush anyone that was promoting at that
time if he REALLY WANTED TO.

In this game you will earn who the real players are and who really is
there to support you in a quick hurry.So all during the launch it is time to Motivate Your JV Partners.  it
is not the time to set back and watch the sales roll in.  Setting back
and relaxing will lead to lack of sales coming in.

Remember I said to use social proof in getting JV partners on board.
You will want to use the social proof tactic once again with your JV
Partners during the launch itself..

One way to use social proof is to give updates on how much commissions
you are going to be paying out due to the huge number of sales that have
already come in from all of the other JV Partners that have mailed out
already for you.

On top of the social proof you will also want to send out emails during
the launch to;

  • Send reminders to JV’s about additional mailings
  • Send updates on the status of your JV Contest
  • Post regular updates on the JV Partner blog
  • Remember to thank them and congratulate them on their efforts
    even if they don’t make a single sale.
  • Keep on top of JV partners and keep encouraging them to do exactly
    what they said they would do for you, and that is promote hard.

Well lets wrap this email up for today.  Feel free to ask any questions
you have about the JV contest or contacting JV partners on the Blog
if you need a little more information than what I was able to supply
in this email.

Email 12 is going to start moving past the launch and what happened
to me after the launch.

I made a big mistake that took me from a bank account full of cash
one moment, and the next moment I was right back in the same financial
position that I was in before the launch.

I also was about to quit at one point because of another serious mistake
I made.

Until then continue to stand in your greatness.

Jeff Wellman

PS: I am going to be very busy with our KIDZ Crusade at our Church this
week so not sure If I will get email 12 out right away but I will do my
best as I know you are anxiously awaiting to hear the rest of the
process that lead to my success today.

I am watching many of you and hearing from many that are telling me
how these emails are really helping put some clarity into the things you
are doing.  I am also glad that they have been so encouraging to some
to keep you motivated and pushing forward.

PSS:  I am going to explain something about the importance of
knowing who your JV partners are in the comment section to this post
on my blog.  It will help you make the JV contest more exciting and fun.

If you have any comments or questions on what we covered today head over
to and let me know.

JV Partner Launch Process Techniques (email # 9)

Using JV Partners For Maximum Launch Earning Potential.

Today we are going back to JV Partners and we are going to
talk about something pretty amazing that happened when one
of my JV partners asked me to do something that once again
had me a little un-easy.  Well let’s be honest here.

A little un-easy was not even close to describing what I was
going through when Tellman Knudson asked me to do a live
teleseminar with his list that would start 30 minutes before
the launch time which was 12 noon eastern May 22, 2007.

We were to get on the phone and he was going to interview
Keith and I about the product and what it would do for his

At Noon eastern when the launch went live he was going to end
the call by giving his list the URL which contained his
Affiliate Link and tell them to GO.

This is a very good tactic and I have seen it done many
times since.  It works very well.

Tellman was basically giving his list of subscribers a look
at who I was and a look at the product in a way that no other
JV partner was doing at the moment of the launch.

Everyone else either had a standard email recommending the
product through their Affiliate link, a video review of the
product such as the case of Michael Cheney, or a blog review
like Eric Holmlund did.

When the launch went live Tellman’s sales began to take off
at a rate that totally had me speechless.  He stayed in the
lead for the first 3 days until Keith and other Affiliates
like Eric Rockefeller started a bonus war going.

Each of the JV partners that really meant business began
adding bonus packages for their lists if they bought through
their link.

I know you have seen this before as it is nothing new. I
actually think it has gotten out of hand with several launches
since.  But it works.

The JV partner puts together a bonus offer that is relevant to
and compliments the product they are promoting.  Many times JV
partners fail at this because the bonus offer they use is not
even relevant to the product they are promoting.  If it does
not make sense in the mind of the customer they will not buy.

As the bonus offers started coming out My Son Keith soon over
took Tellman and he remained in the lead of the JV contest
the rest of the 4 days of the launch.

Other big marketers such as Mike Filsaime that had the
capabilities of running away with the whole contest with
just a couple mailings because of their list size did the
very minimum they had to do just to honor their word of saying
they would help promote.

Of course I was pretty grateful to everyone that participated
in my launch.

With the help of all my top JV partners I was able to generate
right around  $45,000 during my launch.

Now wait a minute.  I said My goal of $65,000 was met during
my launch and that I actually generated over $104,000 in the
first 30 days.  So if my JV partners that I had contacted that
actually promoted only brought in around $45,000 from front
end and the One Time Offer sales and I did not have a follow
up email series in place, where did the rest of the money
come from.

Well I was surprised to learn the answer to this as well.  When
I seen it happening I couldn’t figure it out and had to ask Keith
what was going on.

Do you think you know the answer to this?

Well I will let you know next week just what was happening that
generated the rest of the sales that brought the total inching
towards the 6 figure mark that first week of the launch.

Until then…Stand in your greatness.

Jeff Wellman

PS:  I probably should cover the process of contacting the
potential JV partners and the launch contest process and how
you can push your partners to the point they are generating
more sales for you by pushing them hard to compete for the
privilege of being the top JV partners for your launch.

Will try to squeeze that in the next email as well.

Tips to Finding JV Partners and Getting Them To Promote (email #7)

JV Partners. Now this was a pretty interesting experience
for me as I moved towards my first product launch.

Of course it was a little easier for me to initially contact
the JV Partners because Keith already had a list of partners
he used for his product launches.

Thinking that it was going to be just a simple email going
out to these guys on launch day was some very wrong thinking
on my part.

I figured all I had to do was get everything ready and let
these guys know when to send out their email was about all
I had to do.

Of course I got that from reading and researching Affiliate
Marketing for my project.

Most people tell you that all you have to do is, Get your
product, find a bunch of JV partners and have them mail out
on your launch day and set back and watch the money flow
into your bank account.

NOT THE CASE at all.

Just as a little side note, It is getting harder and harder
all the time to get JV partners to agree to send out. Even
if they do agree, most of them still do not send out on
launch day.

Our goal was to get as many JV partners to respond and
say yes they will mail out for the launch.

I do not even remember how many we initially contacted, but
it was a lot.

So email #1 went out. ( I have included a link at the bottom
of this email that will show you the email I used.)

The yes ‘s started coming in like crazy and all was looking
good as far as I was concerned. Keith knew of course that
there was still a lot of work to do in getting them to
actually promote. (Of course many came back with a “sorry”
and they wished me luck and hoped to help out next time.)

Things were looking good as far as I was concerned and I
thought having so many yes replies from the JV partners we
contacted was all we needed. Not even close!

I wish I had saved all the emails I had to send out to
JV partners during the pre-launch phase to keep them excited
and on top of what was going on with the launch. Not only
were there contact emails to write, but there was also many
emails written during the entire week long launch to keep
the JV partners that were promoting excited enough to
keep promoting.

Constant contact with your JV partners is critical to your
launch success. Give them a chance to forget about you
and your launch and they will in a heartbeat. You have to
remember that they are getting bombarded with many offers
every single day. Life does not stop for them until your launch
is over with.

Now moving up to the launch day I found out just what the
Yes replies really meant. Out of the 30 or so Yes replies
we had gotten back from JV partners maybe half of them
actually followed through and promoted the actual launch.

I am finding that in present times it is even less than that.

One of the hardest emails I found myself writing was the
swipe email for my JV partners to use on launch day.

First I was pretty surprised that I had to write it for
these guys. When I questioned Keith on this he told me
we needed to make it as easy as possible for our JV partners
to promote my product. I of course looked at it as nothing
but laziness on the part of a bunch of guys looking
to make money and made no sense to me. I was always taught
that you worked hard for what you got in life.

All these guys had to do was send out an email to their list
and they could not even take the time to write their own email?

Well of course I now know that I was the one that best knew
my product, and that the swipe copy was supposed to be there
for the JV partners to use as a template to work from in
crafting their emails to send out.

OK! Truth is.. most of them are lazy and won’t change it
at all.

So contacting JV partners and getting them to actually
promote and do what they say they are going to do for you is
not as easy as it really is portrayed. Like everything
else it takes work on your part. It also takes consistent
follow thru and follow up all the way thru the entire
launch process, from Pre-launch to post launch.

Here is my first contact email I sent out to my JV Partners
and my first swipe copy I wrote for JV partners to use on
launch day.

My first JV partner emails

Stand in your greatness

Jeff Wellman

PS: Now I am not done talking about JV partners by a long shot.
There is a lot more involved than just a couple contacts and
a couple emails in getting JV partners on board and actually
getting them to promote and to keep promoting.

I found out most of them took the easy way out on launch day
and just used my swipe email just to get something out like
they promised and that was about all they ever did. Of course
these guys ended up at the bottom of my JV contest where they
belong for being lazy.

Now Keith planned on being my number one JV partner and actually
was, but a couple guys decided to give him a run for his money
and what one of them asked me to do on launch day was not
something I was really looking forward to doing. What Tellman
Knudson did sent him screaming past everyone from the very
beginning and caused the rest that meant business to play catch

If your new to marketing I wonder if you would tell me yes if
I asked you to do the same thing Tellman asked me to do on the
day of your launch to help me make sales?

Tellman asked me if I would be willing to… (coming up next)

PSS: Here is the promised video that will help you out when it
comes to finding JV partners.

 JV Partner Video Help

I will be including one more that will help you out with JV
partners during the actual launch process in one of my next emails.

Would also like to hear your feedback on this email series…

Creating Your Front End Product and One Time Offer (email # 6)

The verdict is in as to who will win the Interviews with Paul Counts and I.  One person went all out on this one.  I have to say that many others were really trying hard as well.

We will get to that in just a few minutes.

I do not want to dwell much longer on the Interviews that I did as we have a lot more to cover leading up to my 6 figure product launch.

We are now into the last day of the Live event and I was frantically trying to get all of the 5 interviews done that I had scheduled.

We decided that Keith’s could be done back at his office so that just left one with Ken McArthur.  As it was his event it was pretty hard to get time with him to do the  interview on the last day.

I at first thought of cancelling it and then just going with 4.  But we came up with an idea to include Ken and a couple others that had agreed to do interviews with me.

Instead of doing live face to face interviews we would just do them as teleseminars and do them after the launch.

We added them all tot he sales page and then did them live after the launch for all of the buyers to attend the calls live if they wished.

So now the front end product was all done with the  exception of PowerPoint’s that we developed to go along with each of the 5 main interviews I did.

Plus I added in a quick video on a secret to using youtube to get traffic to your website.

Now it was time to get bonus offers for the front end and to come up with a One Time Offer.

We needed to get all of this accomplished and thought out before I headed back to Michigan so we could get the copywriter to get going on the sales copy.

I was a little nervous about spending $4500 for sales copy but Keith new that if we were going to make our $65,000 goal we needed good copy that was going to convert.

I have to say it was well worth the investment.

For the bonus offer I was out of ideas as to what I could so we turned to some of the JV Partners that had already committed to promoting the launch.

We had Liz Tomey add a great package she had created as a bonus offer.  it was something to do with underground traffic secrets which was perfect for getting traffic for  the Affiliate Marketing techniques I was teaching in my product. We limited this offer to add urgency to the front end.  Liz set up a squeeze page for my buyers to put in their name and email to get the bonus offer from her.

Now that was a pretty good incentive for her to want to add a bonus offer to my product.  Write this one down…  You do not have to be the one to do all of the product creation for your product launch.

With everything taken care of on the front end we needed to come up with a One Time Offer to make sure we actually made money on the launch.

The back end is where all the money is usually at.  On the front end we had my product listed at $37 and we were giving JV partners 75% commission which did not leave a lot for me.

We got together with another JV partner Harris Fellman to mastermind with to help come up with an idea.

Write this one down as well.  Stop stressing and find partners or mastermind groups to help come up with ideas.  Many times when you are drawing a blank someone else can see things a little clearer.

IN email 3 I gave you a link to a product that had a training called Masterminding Your Success.  I advise that you watch it if you do not know about Masterminding.

If you lost the link you can get it on the blog.

After much thought Harris came up with an idea that should save time that we were running short on.  We did not really want to create another product as we needed to use the time we had left to get JV Partners and get everything set up and ready to go before Launch day which we  set for May 22, 2007.  We had 18 days to go.

Harris came up with the idea to sell resell rights to the front end product for $77 and give the JV partners 50% commissions.

The product was now done or at least we knew what was going to be included so we could get all of the information to the copywriter.

Now it was time to get JV partners.

Wait I said I left a bunch of money on the table.  I had a front end Product and a One Time Offer.  But if you know my teaching you know I recommend something else to every sales process that is of vital importance.

I will go into this in the next email but if you know what I was missing that caused me to walk away with a lot of money on the table I want you to go to the blog and post your answer.  But I also want to here why you feel your answer could have generated me a lot of money.

I am interested to hear your answer. I kind of think that most are going to think it is something else other than what it actually was.

I will enter all of the ones with the right answer into a drawing and the winner will get a 30 minute consultation with Paul Counts and Myself to talk about your business.

OK time to comment and let me know your answer. Remember I need to know why it cost me a lot of money. Not just a one line answer. I need to know the importance of using the techniques you feel I did not include in my sales process.

Keep standing in your greatness.

Jeff Wellman

PS:  Oops I forget.  Congratulations to Kevin Horn as the winner of the 2 interviews.  He really went all out for this one.  Job well done.

Next email we will be talking about JV partners.  This was a very different experience for me.  We will also get into the answer to what cost me a lot of money.  Also what I did do right that set me up ready to make a very good income after the launch.

Would love to hear your thoughts and comments about this email series as well while your here on the blog.

If your looking for the link to the product with the Mastermind training look no further.

Tips To Creating 6 Figure Launch With Jeff Wellman (email 4)

Creating a 6 figure launch was something that excited me yet terrified me more than I already was.  How could this even happen for someone that was just starting out with no knowledge about what he was about to do.

As promised I want to get into some of the things that made the difference between Layoff Your Boss which was the name of my first product launch being a six figure launch instead of the $10,000 launch we first set forth in having.

Once I made the decision to go after $65,000 instead of $10,000 Keith knew it was going to take more of what we were already planning.  But it basically came down to just scaling up what we were doing already.

It wasn’t going to be just an eBook anymore as the product.  We needed some good content.  Content that I did not have.  I also was not going to have the time to do the research needed for the kind of content I was going to need to really add value to my product.

During our first day at the event I had the pleasure of listening to an awesome speaker named Heather Vale.

She was teaching on how we could become the expert by association. As I listened to her presentation I remember saying to myself that what she was saying seemed really good but I would never be using what she was teaching because there was no way I was going to do what she was teaching.  No way could this guy who was just getting started and who was extremely uncomfortable with talking to people he did not know ever interview anyone.

That just was not me.  Well guess what the strategy Keith came up for me to do was?

Of course let’s just push old Dad over the edge until he breaks and goes home.  He told me I needed to pick 5 or 10 experts that were at the event and interview them on their expertise and add them to my product.

Not only that but he wanted me to start that day with the interviews.  WOW did I wish I had paid a little more attention to what the woman just said from stage.

But I did get enough that I found myself telling Keith I could not interview them that day.  I told him I would interview them the next day which just happened to be the last day of the event.  He argued the fact with me for a bit because he wanted me to get started right then so I had time to get as many done as possible.

Well what I did get from Heather Vale was a couple things that I thought were very important and made sense.

#1 Have a purpose for your interview.  Ok I had a purpose already.  I knew what they would be used for so I had that one covered.

#2 Now this was something that had me a little nervous.  Heather said we should know our topic and know the person we were going to interview so we could do the interview with some intelligence.  Also by knowing the person you are interviewing you show them that you took the time to research and that you actually care about what you were doing.

I knew I had to take that night after the event and spend it researching the experts I was about to ask to do an interview with.

If I was going to be pushed this far out of my comfort zone by doing something I really did not feel I was going to be good at I was at least going to do it as right as I possibly could.

I can’t tell you how many times I have been approached myself now to do interviews.  I have done several of them but even more I have turned down.

When I ask the person who wants to interview me what they want the interview for, and they do not have a good reason or plan of action that they can show me so I know it is not just going to set around on their desktop with all the products they have purchased, I tell them NO!

I am sure it has made a few people mad but why should I expect less from you than I was willing to put forth for my product and y success?

OK clearly, there is just a TON of details that I am not able to cover in this email today without making t an eBook in itself.

There is a lot to consider when it comes to having a 6 figure launch over just making a few bucks.  Things like crafting the right offer, Getting the right bonus offers, writing or outsourcing your sales page or making a sales video, coming up with pre-launch content, how to approach and get JV and affiliate partners, creating viral buzz during your launch, etc. etc.

I can tell you right now that the biggest advantage I had to having a 6 figure launch was having a Mentor and coach.

In fact, having a launch mentor or coach who can guide you through this process is honestly the BEST INVESTMENT you can really make.  One single tip or strategy can make you an extra $10,000-$20,000 or more! (And I am not kidding!)

Stop and think about that for a second if you do not really believe that.  Harris Fellman presented me with a challenge to make what I made in a year at my job with my up-coming launch.

When I presented this challenge to Keith he knew exactly what I needed to do in order to meet that challenge.

We made it happen.  My coach told me what I needed to do and I did it.  It was not easy for me… But I knew I could not keep living in the place I was in my life.

Things had to change. You may be at that place right now as well. My question to you is what are you willing to do for that change to happen?

I recommend if you have not looked at the Ebook I sent to you in the last email that you do so.  Pay particular attention to what I wrote on the Interview process that Heather Vale taught me that day at that live event.

It is good information and it will go into more detail than I am going to put into this email. It starts on page 18 in section 3.

Here it is again if you did not get it from the last email. I really suggest you read the information before the next email I send so you are prepared for what I am going to do next.

It is probably the best content in the whole book.  It is also one of the only parts that was not re-written and re-branded from Private Label Rights material.

Now you know the secret I discovered while doing my research that I told you about in email 1 that I used to create my eBook fast and without knowing all the information myself.

Well that is enough for this email.  We have a long way to go.

Next email I am going to do something for 1 or possibly 2 of you that is something I have not done for anyone in some time now.  I will even get Paul Counts to do the same.  He does not know this yet but I know he will  be reading this and I will get a phone call wanting to know what I am getting him into now! :)

Until then stand in your greatness.

Jeff Wellman

PS: Please leave me any comments you have to these emails I am writing.  I would love your feedback and the interaction.