Justin Brooke the traffic guy millionaires recommend from IMScalable joins us this week. He’s a paid traffic titan who has a famous story of turning $60 into Six Figures.
We discussed offer creation and how to make your product unique in a sea of similarity.
We also dug into the main subject of the podcast which covers major traffic sources that no one talks about. 4 different major sources are covered and strategies to use them. Also mentioned are 3 extra huge traffic sources.
Also towards the end of the interview we discuss a few different conversion hacks that you can implement.
Interview with Justin Brooke
Sweeney: Sweeney here and welcome to another TriggerCast interview. Today we on an awesome, another Traffic King. We’re really getting a lot of traffic. Guys, we have Justin Brooke from IMScable. He has a legendary story about having $60 into 6 figures. He is the traffic guy that millionaires recommend. He has a lot of big number of traffic. I’m not sure if he will divulge into any numbers, how many impressions he’s running or what he’s running an Adspend this month but he is definitely up there. Justin, thank you for coming on today.
Justin: Yes, absolutely! Thank you. The $60 to 6 figures is pretty cool. It’s a good story and it’s pretty old now. That was back in 2007. Today we’re running 6 figures a month in traffic. We’ve delivered millions of clicks. We’ve sold millions of dollars worth of products and 10 millions of clicks.
Sweeney: I imagine, it’s a lot of numbers that add up there. I’ve read about you turning away the clients which obviously means business is pretty good then.
Justin: Yes, it’s nice to get to a point where you can do that in the beginning. You usually have to take whatever kind of client you can get. You have to get some success. You’re able to start picking and choosing. That’s actually something I wish I have done earlier because as you start picking and choosing things just get better. Now, you have clients that are much easier to get success for.
Sweeney: If you have to do it again, obviously there’s kind of pay the rent check reality and then there’s having employees after you cover the foundation so to speak. At what point would you have start that transition into only going to work for the people I want to work with or figure out my ideal client and go after them?
Justin: If someone have to start all over again, I’d probably take the first client just to take the financial pressure off to them then immediately, I would go into a mode where I’m really picking and choosing which client is to work with. In the beginning, there was a lot of clients that the agency never gets the blame to client. The client always gets the blame to agency when something goes wrong but there were a lot of cases where the traffic I was driving was fine but the funnels that I was driving them to are just not capable of converting cold traffic. So, I learned how to identify which funnels were not even built already to convert traffic. That’s really what I’m picking. I looked at their sales process to make sure when I send traffic there, they’re be able to convert it because if they can then they’re going to be very happy with me. If they can’t, then they’re going to figure I’m sending them crap.
Sweeney: Which sounds you had to go through the bad to recognize what the good was, in a way.
Justin: Yes, absolutely! We had a very good success rate now that we really filter out our clients.
Sweeney: I’m curious what you’ve looked for now, obviously you know more a lot about conversions because you’ve run so many Ads pricing, so many different offers and funnels. Do you have a general criteria that you might recommend or is this for your own personal to run this high level of traffic?
Justin: The Biggest warning sign is have you done paid trafic before? If they have ever done paid traffic before then there going to be in for big reality shock. It’s not that I don’t want take that ride with them. I can help them through that journey of making sure they doing testing and tweaking to get it right but it usually a very expensive, very long journey sometimes 6 months to the year to get your funnel to a place where you convert paid traffic reliably and most of the time kinds clients say they’re good help through it but two months spending there’s no ROI. It doesn’t matter if they do it with me or do it themselves or to some other guys. They still going to have to go through that trial and error period of getting their funnel ready. That’s the first thing I look for. They haven’t done paid traffic at all. It’s no go. If they have the paid traffic then the more successful they are with paid traffic, the more reliable.
Sweeney: It sounds too like a way with consulting in the same way. You don’t want to consult the guy who has no revenue, has nothing in sales, has nothing in profits because you can only generate so much of a return for them or if you find a good offer that’s already doing pretty well, maybe they’re spending $10-$200 a day, that’s where you can come in and go. We can put $1,000 a day or $10,000 a month in to this.
Justin: Yes, as an agency owner it’s my job to drive traffic. As the person who owns the sales funnel, it’s their job to convert that traffic. If they’re doing their job and I’m doing my job, the relationship is going to go fine. If I’m supposed to do both parts of it, it might as well be my own business.
Sweeney: Exactly! Is there any things that you do look forin the funnel or you’ve seen recurring the different funnels that seems to work time and time again. For example, a Lead Magnet or Tripwire offer, up-sell, down-sell. Is there a typical pattern that you’ve seen worked?
Justin: Yes, something that has a good unique angle. It’s going to be something that excites me. If I’m creating Ads like there are so many products out there like lose 20 lbs. in 30 days. There is really different kind of variations of that same headline. It’s like another me too thing. But if it’s something like the cookie diet, how to lose weight or lose 20 lbs in 30 days eating nothing but cookies, that’s exciting. I can create a great Ad around. I can get some CTR around that. I’m not saying that it’s something that anybody should do. That’s the kind of thing that I look for that they have, something unique about their offers, unique product, unique story. If I’m excited about it, the people who see the Ad are going to get excited.
Sweeney: I’d listen to your, I believe it was IM. I listened to a little bit of that interview or like the pre-interview. One of the things that I wanted to clarify or see your opinion on it. You want to have a product that you could shout that anyone could be interested in. You also don’t want to meet to offer and niche it down. What is that process because obviously there are so many unique and creative things. One of the ways that you could do is niching it down. What does it look like? Did you niche it down and figure out how to scale it back up?
Justin: Well, it starts like the $64M question. It could probably take the whole Podcast to answer but the short version is, it is hard. It’s not easy. There are so many people that ask me if you’re great at traffic conversion why don’t just do it for yourself? Well, I have, I do. Right now, I’m building an agency. Saying and doing it are completely 2 different things. You can have all the knowledge. You can have all the ideas but there is still a time in the saddle of doing the testing and tweaking and getting things just right. It’s not that easy to just do it. In theory, the first part that you have to do is you need to have a product that is good enough. Forget about the creative headlines and angles and niching. If you shouted in a mall like people who’s losing weight, becoming wealthy, this just some health, wealth type of offers that people would be excited. Now you’ve got to differentiate yourself so you’re not just another mee too product. You say, I’m going to teach people how to lose weight, how am I going to do it differently. There’s the cookie diet, sugar free diet, fat free diet, these are real things. All these different ways of coming to the same result of losing weight. That’s how you differentiate yourself a little bit. There is different levels. Maybe you have a product that’s just for really, really heavy people who lose a lot of weight because something needs to do to lose 20 lbs. There’s a lot different than somebody has to do if they to lose 120 or 150 lbs. There are a lot of different angles within that 1 major angle that allows you to be different. The next thing is, you’re niching it down. I’m not a niche guy. There are too different schools. You can have a niche product and you can do very well. You can go very deep in the one 1 niche. For me, I like high volume. I want to drive a lot of traffic, a lot of sales, do big numbers. It really starts from that story of how I turn $60 to 6 figures. It was on a small product. It was a very small niche product. When I quickly learn is I tapped out. I tapped that market out very fast. My mentor at that time told me, imagine if you just done all that, everything that you just did in an ocean instead of playing it on a pond. You do this literally. You do the exact same movements, really just your headline changes.
Sweeney: It definitely makes a lot of sense. I know it was a loaded question. I was curious on your position on it. The reality is if you’re going to go through the pain of the paid traffic process and break through on the other side. It sucks when that doesn’t have the long runway to it. To figure out all the information and after 6 months you bought all the traffic you can possibly buy and you made all the money you can on that offer and just start over again.
Justin: Yes, I think 15 sales a day. Looking back, there were some things I could have done and I could have added, better upsells. I could have done maybe some offline things. There are things I could have done to maximize a little bit but at the end of the day, it was just a small market and it’s going to be very hard. You’re right! If you’re just going to go to the pain, you might as have biggest reward you can get from it.
Sweeney: How does competition at all factors it? Obviously, your the first rodeo, y ou don’t want to go to the biggest bull that you can find. How does that factor? Part of niching it down is that the small pond is a small fish. Things are little bit easier rather than when you go to ocean and you got to deal with the sharks and all that. If that makes sense?
Justin: It’s almost like I struggle with this question. The same thing happens where the guys who are super wealthy right now, you see their Facebook all the time. They’re talking down to the guys who are coming up saying you shouldn’t be working 16 hours a day. You need to have better systems and a team and resources. You only have to work 4 hours a week like me. You didn’t get there doing that. You can criticize the guy who is grinding it out right now when every single millionaire or billionaire I know went through that same thing. Now I think about my own advise in traffic. I’m doing about doing the ocean but I started in ocean. Cut something little bit smaller where you’re not competing the biggest guys in the world. If I had to go through it all again, I just would hate to go through that process. I did everything and then stop and start to do it all over again. Now, I have to do all over again. It’s a tough work.
Sweeney: It’s a case of outgrowing your pond versus just going as big as you could possibly go from the start.
Justin: Absolutely! I love competition. Competition means there’s money. Something that I always tell people, so many times people that see competition and they feel like they have to beat that competition. You don’t have to beat in a really big market. You’re not trying to get 100% of that market, that would be amazing. But really, what you’re trying to do is you’re trying to get 1%. If you’re working in a trillion dollar or a billion dollar industry, 10% of that is awesome! 1% of a trillion is very good. 10% of a billion is amazing. Competition to me is a signal that there’s a lot of money here. All I need to do is try and figure out my little pieces of pie. That’s all I need to do.
Sweeney: It’s a very good point. You’re just trying to get a little bit of market penetration not the completely dominated. Now let’s shift gears a little bit. I want to go in with some of the other traffic sources. Obviously, you’re a big traffic guy. There’s been a lot going on in the marketplace, go after expensive and Facebook Ads changed up a little. They seemed to be making a change. I’m curious to learn more about these other platforms and platforms that people might not know about. You’ve discussed some of your media outlets. I’d interested in hearing what you using right now or what you can recommend right now and then we can go to those other sites as well.
Justin: I’ve got Pigeon old as a Facebook guy. I’ve only become a Facebook because that’s what’s hot right now. If I’m going to be a competitive agency, I’ve got to be able to be great at Facebook. How am I going to get client if I’m the 7th best Facebook guy. It just doesn’t work like that unfortunately. So, Facebook actually is one of my most aggravating traffic reference. I would say people ask me what is my favorite traffic method? For me, it’s solo Ads for dedicated emails, email advertising. Me as a copywriter I feel that it’s the ultimate form of advertising. I write a letter to a person and it gets delivered. Do I get a sale or not? That is the ultimate game for me. I love it! It’s such a huge burst of traffic. You write an email out to a million people. You can get 2,000 leads tomorrow and I’ve done it. That’s the most fun. But the problem with email advertising is quick it but then the email is gone. So, I’d like to add on re targeting and it makes things a little bit smoother. It’s not peaks and valleys in your traffic that’s never good for your company. I’d say we can dive in some questions in here in a minute. The other one that I’m really liking right now is Twitter and YouTube. I would say that Twitter Ads is probably one of my favorite things to do right now. Twitter, YouTube, email, re targeting, I love them all. I don’t know where to start.
Sweeney: Twitter Ads, let’s dive into that. A solo Ads will put on the back end a little bit more. That make sense with the solo Ads too. That’s the big reason why everyone is loving email addresses. I remember from day 1, I got into this industry is get the email address. The reason why is because it’s the only place where the competition is “fair”. Google has switched things up. Obviously, you have to deal with deliverability issues and things like that. You don’t have to worry about Organic Reach or Google Slap or any of these other things. If you have their email address, you can always get open. It makes a lot of sense.
Justin: Yes! Especially for some of the markets where there are so much not regulation by government but by regulation of the Ad platforms; dating, fat loss, business opportunity. Email Advertising is like the wild, wild west. You can still do very well there without the rules. Enough about that. We will talk about Twitter Ads. What I really love about Twitter Ads is you get all of the benefit of Facebook Ads but not just on Facebook. It’s like that having 2 Facebook Ads. If you think Facebook Ads is great and all that targeting ability. If you think the ease of use of Facebook is great, you got to love Twitter Ads. It’s virtually the same thing. It’s so similar that Facebook has called Custom Audiences and Twitter has something called Tailored Audiences. They do exactly the same thing. That’s how similar they are. They are literally at war with each other right now, trying to come up with the same things and who’s going to be the best in social advertising. The other thing that I like is I can target all my competitors. I can target their followers with my Ads. I can target a keyword. Everybody loves Google Adwords because it’s an intent based traffic source where somebody’s typing in the keyword because they want that thing. Inherently, they have some desire for your product before they even come to your sales page. You can get that same effect on Twitter. You can target someone who is tweeting about a certain keyword. You can target hash tags. There are so many things you can do on Twitter. It’s a bit more expensive. On Facebook, you might be paying $0.20-$0.80 a click. On Twitter, you might be paying $0.80-$2 a click. I believe it’s a little bit higher quality traffic as well.
Sweeney: How about the Elite Cards? How does that affect things? I know they have one click opt in. Does that helped out a bunch. It sounds to me the cost of clicks are not so much.
Justin: Yes, I’m glad you bought that up. You have to use cards if you’re going to be using Twitter Ads. If you’re not using it then your tweet looks like any other tweet. It has got this little tiny space. But if you get a card to it, you grab the person’s email address. It’s a little bit more technical. I usually don’t talk about that. It works really, really well. It’s just very hard for me to describe how to do it unless I’m showing to someone. It’s a little bit of tech involved. The way it works is they give a list of email addresses. You have to go, import that into your system which not every system likes that idea. If you’re a little techy, you can change so it’s porting that stuff over dynamically like we’re already on the scientific discussion.
Sweeney: Most of the platforms are pretty easy. We have Ontraport and it doesn’t do that. I’m pretty sure there are still free and some sort of follow up that you can use and not even have to connect it to your own CRM. Naturally, you probably want to.
Justin: Right! The other one that I do and talk about and still doing really, really good results is using a website cart. Essentially, that just adds an image, a headline and a call to action button to your tweet. Every time I’ve used website cart, it’s boosting my CTR. They call it your engagement rate. It boosts like 300%-500%. Every time it works so much better. Instead of having a little tweet, now you’ve got a tweet with an image, with a call to action, a headline. That’s the one that I like to use. You can build Tailored Audiences aka Custom Audiences off of the people who have clicked your Twitter Ads. You can start building a retargeting audience to start retargeting this people who visited your website. If you tried Twitter Ads before and you weren’t using cards, try using cards. It’s probably going to make the difference between the ROI and non ROI.
Sweeney: It definitely makes sense. On Organic Reach, have you seen anywhere I can withdraw $10, stop it and it continues to grow organically? Anything about that nature with Twitter?
Justin: That can happen. You really got to have a great article. You’ve got to make sure you got the social sharing features built into it. Go into the conversation like viral coefficients. It anybody wants to Google the stuff, Google the word Viral Coefficient. You can learn how to scientifically creates a viral loop into your piece of content. Essentially, if you create an article that is so good. Every person who reads or at least 1 every 5 people who reads it, shares it, then pay in $10 to get that initial burst of exposure and you can just keep going.
Sweeney: I wasn’t sure with the Twitter’s features. I wasn’t sure if there was maybe with the Ads. You never know. Unless you have any other tips on Twitter, targeting maybe with competitor or anything else.
Justin: Yes, the biggest thing with Twitter is they don’t call it Twitter Ads. We as marketers call it Twitter Ads but they call it promoted tweets. That’s a little bit of a hint as to how they think people should be using it. They do not want it in the Twitter community to see download my latest eBook. Get 25% off and it goes to a sales letter. That’s not what the Twitter community wants to see. It’s not what the head hunt shows in Twitter Ads want to see either. What they want to see is that you’re twitting about a blog post or an event that’s going on. It’s promoting a tweet. You have a tweet that you want, more people to see so you’re paying some money to promote that tweet to the audience that you want to see. It’s much better to use Twitter as a native Ad platform than it is to use it as a sales platform. A lot of networks are switching to that model. They just want people promoting content not sales offers.
Sweeney: It makes sense. At some point, I wonder how your funnel is going to affect your advertising in the sense that Ads is basically doing more content in the front end and the back end leads into this other sales tactics. That is after they raised their hand and yes, I’m interested to hear more about this.
Justin: Google did at one point. I remember at one point they were opting in to our squeeze pages to see what we are doing on our sales pages. That’s a legitimate concern.
Sweeney: For now, I get on the native side things. So, YouTube Ads, I’m interested what you’ve done or seen on that?
Justin: I’m not in love with the platform as much as where Twitter Ads where I’m really in love with the platform, the targeting options and all that. YouTube Ads are really just more so love with the ability to advertise videos to people who want to watch videos. It’s a really good platform if your sales process is mostly video based like a webinar. The best way to promote a webinar with paid traffic is to offer a short video tip. At the end of the video it says, if you like this tip like tip #1 or #7 we are covering on our webinar on Wednesday night. That is a much better way to promote a webinar than just taking a cold visitor to a webinar page which a very big commitment. They have to take time on their life. They have to remember it. They have to register. They have to attend. Then they still have to buy. If you give them a piece of video that like or a cool tip and then you pitch the webinar, now they’re like, I want to be on this. It’s just a different buying at that point. Also, to be able to advertise more complex topics. Sometimes, it’s not that easy to discuss the benefits and what your product solves in just a tweet or a Facebook Ad. Being able to have a 30 second video is really great way to advertise higher ends products like Ad agencies or consulting. When you have that higher dollar service. Having a video Ads really expla in what you do is great. Like the format is a little bit better than the Ad platform. There are couple of tips unless you have some questions.
Sweeney: What have you seen for video advertising best practices? Obviously, video scares a lot of people even though it shouldn’t.
Justin: InStream or search or display, they’re going to merge couple of them. InStream is best to target people who have interest in that topic. The InDisplay or InSearch; what it’s called now, that one is best if you’re doing keyword targeting. If somebody’s typing in Keith Lightning on YouTube, I’m not sure why they would but let’s just pick a keyword. They typed that into YouTube and then they see a little Ad or video on site about Keith Lightning. It’s great to use that there. Where InStream, it hasn’t been as effective for me to show a video to somebody who are searching those things as it was. Just show my video to people who watched videos around the subject that my topic is about. That’s been the big. I don’t get a lot of volume from people typing in keywords in YouTube. If you think about the YouTube behavior, usually it starts with them adding in one keyword. They start clicking on related videos. People are typing in a lot of keywords into YouTube. They’re much more watching related videos when they’re typing in keywords. So, it’s just a lot more volume in targeting people who watched videos.
Sweeney: Have you seen anything with the Ads themselves? Is there certain maybe 15 seconds, maybe it’s a minute or there’s a certain way to do the call to action? Have you seen thing within that?
Justin: Yes, there was a rumor going around a while that if your video is under 30 seconds it would be free because they only charge if somebody watches the videos for 30 seconds. That’s not true. That would be amazing though like the greatest traffic loop hole ever was. Google still charges you. If it’s under 30 seconds, they charge you for the view. If it’s over 30 seconds, they charge you for the click. With that said, I like shorter videos but my buddy Tommy Powers who does a lot more video advertising than I do. He’s putting like 30 minute long videos up there and giving really good results with it. I haven’t tried that yet. I use it like a commercial platform where I just advertise short video. I used to advertise couple of good tips and then people want to join my newsletter. For me, I’m all about leads. I need leads for my business. A lot of the things that I do for my own business are just to get all in. On there, I have short video that’s giving one cool interesting tip and telling by the way you’ve got a lot more of these tips when you opt in to my newsletter.
Sweeney: I think I know one of the tactics around that, I don’t know if it still works is the bumper basically. You have 25 second video and then you have a 10 second static call to action. So you’re trying that’s part of loop hole what is around to. They finished the video on 20 seconds. Then they click over 21 seconds and you didn’t hit the full 30 or whatever.
Justin: Yes! The other thing is I watched how my daughter and my son watched YouTube and they’re fingers are waiting over that little skip this Ad button. They’re waiting for a second. They know where it’s going to appear. You’ve really got to make sure the 1st 5 seconds of your video is going to stop that person from clicking that button. Chances are their mouse pointers are already hovering over their fingers. If you view the 1st 5 seconds of your video isn’t good then you’re going to lose it.
Sweeney: Gotcha! With webinars, have you seen success or anything doing with paid webinars? Have you ever tried that or no?
Justin: What is it? Paid webinars?
Sweeney: Paid webinars like a lower cost for the webinar.
Justin: I don’t really go a whole lot of webinars myself where I have done them. I do like to do them paid. Even charging $10-$20 to get on the webinar and really delivering a valuable on their. It changes the person. It changes your attendance rate. It changes the type of person who joins it.
Sweeney: I know a lot of marketing at some point is also figuring out who you don’t want and how to filter them out and the methods to filter them out. In a positive way, these are people that like to watch video content or the video sales letter, name of the video content. Whereas on email blast, these are people maybe like to read more than to watch. You can use that to self segment and I’m sure whatever it is, it’s going to do much better.
Justin: Absolutely! To the type of Lead Magnet that I offer on Facebook and Twitter, I usually offer a Lead Magnet that’s like a tool or something like checklist or spreadsheet, something that they can use. It’s a simple easy tool. But on YouTube, I offer them a free 1 hour video course because this person likes videos. That’s how they like to consume content so that’s what I offer them. It works much better as a lead gen. We’re actually getting like 73% conversions off of the YouTube traffic. YouTube traffic, the way I look at all the traffic is the highest conversion traffic for me. It’s not the most volume, it’s not the cheapest but by far like by double, triple, it’s the highest converting traffic.
Sweeney: Doesn’t that suck and awesome at the same time? Would you say that lead quality is about normal or any better or average?
Justin: I haven’t checked it on YouTube. I was actually so happy of how high it was converting. I should definitely go back and see where all these jokers actually buying something from YouTube. For us, we just look at all of our leads and look at our average cost per lead from all of our streams then we look at our average earnings per lead from all the streams and make sure that numbers are ok. I should definitely go back and look at that.
Sweeney: I’m curious if it’s bringing about an average lead or if they’re higher quality leads. Obviously, it’s always a factor too if your conversion rate is low but you’re getting great quality leads.
Justin: Yes, we have those numbers for Facebook and Twitter. Thanks for bringing that up.
Sweeney: Gotcha! Now, Native Ads. This term turns out a lot, do my best to clarify unless you want to jump in here.
Justin: Sure, I’ll clarify it. Basically, Native Ads is just creating an Ad that looks like the native type of content where that visitor is. On Twitter, Native Ad looks like a regular tweet. It doesn’t look like a sales message or look like anything different. On Facebook, it’s the same thing, blogs, newspapers and magazine sites. It looks like a piece of content. It looks like another article on that site. That’s what they call it. It looks native to the website. It works tremendously well. It’s a big, hot thing.
Sweeney: I think the distinction is, there’s Social Native in Facebook or Twitter. There’s a Display Native which is more advertising where you purposely try to make it look it native. Then there’s Blog Native which is the standard related to a content. With Blog Native, have you done any of those related articles or content networks?
Justin: No, I haven’t done Outbrain yet. I’ve done Social Native. For me as a business owner, as an agency owner, maybe it’s a bad belief but I don’t see how am I going to target my target client with Outbrain. Maybe I’m wrong and thinking that way. I know that on YouTube, Twitter, Facebook that I can target exactly the type of customer that I’m looking for.
Sweeney: If there’s some to bull a guy out there, hope they’re giving you a phone call and pitching you on it’s platform. It seems like it wouldn’t be a bad move for them. I don’t what their sales process is.
Justin: Yes! I do have some friends of mine who were using them. Outbrain is really good but the problem with Outbrain is they have a lot of rules. They’re like the Google Adwords of the Native Advertising platform but what it makes them good as well. They keep it very clean. You’re not going to be able to just take any aviator or sales pitch that this guy is to look like a blog post and running on Outbrain. It needs to be actual like editorial content. It needs to be a legitimate blog post. They’re a content distribution platform. They don’t like to consider themselves and need an advertising platform where to bull this content and these other networks. There are essentially a banner advertising network and their banner looked different. Really their banners looks like we’ve been designing for a long time though.
Sweeney: Are you familiar with content upgrades?
Justin: Yes, absolutely! The number 1 way to generate leads off from Native Advertising is to make sure that you have a little opt in offer inside of your content that offers them something related. We’ve got a blog post that we advertise or making these mistakes to Facebook. If you add a little content upgrade to that, offer them Facebook Ad Swipe file. Just enter your email. You’re very likely to get on lead from there. Without the content upgrade, we’ve been able to get anywhere from 5%-7% of the traffic to subscribe via the little opt in box at the top or click one of our offers on the side bar. When using a content upgrade, we’ve been able to get 20%-25% which is what we’re able to see on our online squeeze pages stuff.
Sweeney: That’s why I brought it up because we’ve used it ourselves and had a great success. I know the opt in rate is so high that this Native Ads converts well like a squeeze page. Now you don’t have to deal with any of the platforms . So that’s a good method. Now, let’s have this few traffic source that you mentioned before. I don’t know if there’s any other popular that you’re using right now but you have mediatraffic.com, Exoclick and advertising.com.
Justin: Yes, these are traditional online media buying places. Mediatraffic.com is essentially pop up Ads, CPV Ads or PPV depending on what guru you listen to. Then Exoclick is a lot of adult traffic but it’s not just adult traffic, it’s banner Ads. Adversting.com probably probably one of the largest advertising networks out there that most people are not even aware of and you think they would be with the domain like advertising.com. That is basically AOL’s traffic network. You’ve got Google Adwords. You’ve got Bing and then advertising.com is AOL’s traffic network. If want to advertise on any of the AOL owned properties like Techcrunch and many of these other really, really huge blogs out there then you’re most like going to need to go through advertising.com. Banners Ads, that’s what you do on those networks essentially.
Sweeney: What do you think the theory there? Why is it seem like no one does banners Ads?
Justin: The problem and also the great strength as well is not all people are clicking banners Ads anymore. I remember I was telling my uncle from New York, he was down in Coco Beach where we’re having breakfast. I’m actually going and doing speaking gig tomorrow. It’s cool. He’s like what are you talking about? Well, I’m teaching people how to build their business using banners Ads. He said, nobody clicks those. I was like, you’re right. 99.9% of the people don’t click those but that 0.1% is enough to someone to make millions of dollars. That’s the truth about Banner Ads. It’s tough because not all people click them. Most people are very scared of Banner Ads because it can be really, really hard. That is the coldest traffic out there other than spam. If you can make Banner Ads work, it’s huge. It’s the biggest traffic source there is. It’s one of the oldest as well. I call it the cockroach on the internet. It never goes away. It’s the oldest thing.
Sweeney: So that part is difficult of course but do you think it’s the Ad creative side of things that scares people of because they have to get banners created and all these other on Twitter or Facebook? What do you think the barrier entry is?
Justin: Well, you’ve got to either create your own banners. Most people think that the banners that they should be running are like these elaborate designs. That doesn’t work. The banners that we create, I could look my wife literally goes in to Word or PowerPoint and just take a screenshot of the slide and creates that as a banner. It really should be very simple. Sometimes, actually the story of how I earn $60 into 6 figures was of the banner Ads. I spent $2 a day on Google Adwords campaign. I was using site targeting which is now the Google display network. I had one banner on one website. The banner was all white image and looks like a giant text link on there. When they would click on that they would go to my offer about you could buy my videos which is like a WordPress website software. That’s really what a good banner looks like. It looks like a piece of the website. In fact it works so well that there’s now guidelines out there. It says you have to put a little border around the banner. You put your domain name on there. It allows the consumer to be able to identify that it is actually an advertisement, not part of the website.
Sweeney: So it all started with the banners.
Justin: It all started with the banners. I just didn’t choose a big market.
Sweeney: Now, I’d say last circle back unless you’re having other recommendations. Is there any traffic source you’re not thinking of or mentioned?
Justin: I know I’d have enough like the Banner Ads, CPV pop up Ads. I love that stuff though. If you really want to go big in traffic, that’s the playground with the big media buyers. That’s where the big traffic is at. Facebook and Twitter are actually pretty small. They don’t want people to know how small they are in relation to other advertising networks. For example, Facebook has the advertising that they have 1.3B users. Of the targeting just the U.S. alone that goes down to 300M. If you’re targeting into a segment, you’re looking at 1-3M people. These other advertising networks, they’re advertising 3-4B impressions per day. They’re serving more impressions per day than the total user based of Facebook. That’s how big the other networks are. There’s a lot of traffic available on Facebook and Twitter but the big stuff is out on these other networks. Solo Ads, getting back to that, it’s really called email advertising. Really the people call it Solo Ads in a small market like the internet marketing guys. Most of the list that you would go out to are decent. You can get 300 clicks, 500 clicks, buy big packages of thousand clicks. The bigger world of email advertising where you can have your email, go out to email list of 5M people and get 35,000 clicks in 24 hours. We’ve been able to generate 2,000 leads in 24 hours off of that. Some of the smaller solo Ads are offering 1,000 and get in 2,000 leads. Just know the terminologies a little bit different if you start around these words. If you start talking like that, they’re going to know that you’re a rookie and they’re going to charge you tooth and nail. Talk on some of the right terminology and it’s so true. When you get into the bigger media buys. It’s like the show business. It’s a big league advertising. They’re doing whatever they can to sell you the biggest package they can. There’s not a whole of regulation. It’s not the soft waters of Facebook and Google where they’re watching out for you and they’re making all the rules. This is the wild, wild west. If you don’t know what you’re doing, you could lose thousand dollars in an hour. So, with that said back to Solo Ads. Is there any question about Solo Ads?
Sweeney: As far as maybe best practices for writing them? I know you have few different networks here that you mentioned.
Justin: Yes, it would be great if you put it on the resources. If you’re in the internet marketing space, selling, leads or networking marketing or internet marketing, make money online, I think soloadsdirectory.com is probably the best place to go. They’ve got reviews on all different Solo Ads sellers. Read those reviews. When you get outside the Facebook in Google, you’re really on your own and you can burn your money very quickly so make sure you read the reviews. Outside of that there are really good networks to use. Dedicatedemails.com is great. Newsmax.com. These are the bigger stuff you want to get access to really big email newsletters. That’s where you would go. You’d be able to go if you want to buy email advertising for health markets or personal developments. Markets outside of internet marketing make money online.
Sweeney: Do you have any best practices as far writing the email or where you send the email to whether it’s lead gen or Lead Magnet or direct sales?
Justin: Yes! The biggest tip I could give people and comes to me from David Smith. He told me that when your Solo Ad, it’s a flat price usually. They normally don’t charge per click. It’s usually like $2,500 or $1,000 and you got to out to this audience. It’s a flat price which means in order to get your click price down, you’ve got to do everything you can to try and get the highest CTR. Basically, if you don’t do a good job or increasing your CTR, then you could be paying $1,000 and get no clicks at all. That’s the biggest piece of advice. If you want really cheap clicks then you need to learn how to write an email that’s going to generate a lot of clicks. The way that you do that is it needs to be very high curiosity. It’s not your job to build a relationship with this list. You go to relationship with them once they’re on your list. It is their job; the person who owns the newsletter to build the relationship with the list so that when you’re advertising it goes up there. You have success with your advertisement. Your job as the advertiser is to create a good advertisement that gets you an ROI. Obviously, shouldn’t be hateful, invaluable. Your job as the advertiser is to create a good Ad so that you can get ROI off that Ad. A good email advertisement has a link right on the top. I normally would have 1-2 sentences that gets things started. Normally the first sentence starts off with some sort of a Yes statement. If I’m selling a weight loss offer, the first sentence would be something like “Would you want to lose 20 lbs in the next 10 days”. That’s what you want that first sentence to be like. You want to be a very obvious Yes statement. Get them an agreement with you. Get them start reading and then you’re going to love this video. Then, I’ll explain a little bit more. I would elude that this is a how to lose weight by cutting all the sugar in your life. I would be talking about that this a way of losing weight. It’s new, great way of losing weight. People are getting lots of results. You build up the curiousity by not really eluding to what the technique is but telling them the result that they’re going to get from those technique and that gets them to click over to your page. The other big thing is don’t use subject lines like, Your house is on fire or I’m trying to send you money. If you use these headlines, yes you would really get a high open rate but the type of people that are opening the email are not the type of people you want clicking. So, you need to use a subject line that is very relevant to your offer. You still create a good one that gets a good open rate but make sure it’s relevant to your offer. That way at least the person who’s reading the email is the type of person you would want to click and go over to your website. That’s the 2 biggest tips that will help people. Do what you can to get that click and make sure that it’s the right type of person opening the email.
Sweeney: Gotcha! Thanks a lot for coming on. Where’s the best way for people to check you out?
Justin: Just go to Google, type Justin Brooke. Come to my website. Everything is over at our website as well. IMScalable.com
Sweeney: Thanks a lot for coming on, Justin.
Justin: Absolutely! Thanks for having me.