Goins, Writer

On Writing, Ideas, and Making a Difference

How to Successfully Market Something on the Internet

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Someone asked me the other day how to market something on the Internet. It took me off-guard.

Is marketing on the web really that different from doing it offline? Well, yes

And no.

How to Market Something

Photo credit: Camille King (Creative Commons)

Internet Marketing 101

There are essentially four aspects to successful online marketing. And for some reason, most online businesses, authors, and entrepreneurs neglect them.

Remarkability: Do something incredible

Everyone on the web is a broadcaster. It costs virtually nothing to publish a blog post, send an email, or post a tweet. So lots of people do.

In order to attract an audience, you have to do something out of the ordinary. Before you launch your marketing campaign, make sure you have something remarkable.

It needs to be more than an average product for an average person. That can work on the shelves of Wal-Mart or even on a TV infomercial, but it’ll get you little to no traction on the web.

On the Internet, people are searching for things that are extraordinary, things to talk about.

The best stories get the best traction. Look at Twitter or that “Numa, Numa” guy. It’s not always the greatest ideas or the best business models that win, but rather, the most interesting ones.

So, the best marketing decision you can make is to ensure your idea will stick and that you truly have what Seth Godin calls a “purple cow.” It needs to be remarkable.

Permission: Ask before you sell

Once you have something worth talking about, start building a permission asset. This could be a blog or a newsletter. The medium is unimportant. The purpose is what matters. You need to have a platform that you build over time, by which prospective customers give you permission to communicate with them.

Whatever it is, it needs to be something you own. Not a Facebook page or Twitter account. Those can be extensions of your asset, but they aren’t permanent tools. You don’t have sovereignty over those communities, so beware of what Sonia Simone calls “digital sharecropping.”

I recommend you begin with a website that produces dynamic content (i.e. a blog) and an email newsletter list.

The key is to offer something that clearly adds value to people’s lives. Before you ever ask anyone to “buy” what you’re marketing, you need to help people. This builds trust. Which leads to permission.

One way to do that is to offer a piece of “bait” — an signup incentive. It can be an offer, a chance to win a prize, or a freebie. For example, I built my newsletter list to over 1000 subscribers in a week by giving away an eBook.

You earn permission with your audience by delivering value and communicating honestly about your offering. It’s not about you; it’s about them. This is crucial.

If at any time the customer wants out of the permission relationship, you cut the ties, no questions asked.

Permission is valuable. Treat it as such. Don’t spam your audience; always reward them for their loyalty. Many will return the favor.

Stories: Tell captivating tales

Everyone wants to be caught up in something bigger than themselves. You can help this by telling compelling stories.

People relate to stories. In fact, societies are built around narrative. We exchange everyday anecdotes with friends and family. We relive our favorite moments through the tales we remember and tell ourselves. And we process life through the stories that matter most to us.

As an online marketer, you can leverage the power of stories to help sell your product and build word-of-mouth appeal.

A great example of an organization that successfully utilizes online storytelling is Kiva. They use short stories to fund entrepreneurial efforts in the developing world.

When you go to Kiva’s website, you quickly learn about the single mother who wants to start a cafe in Mongolia or the 26 year-old car electrician in Lebanon who needs tools to start his own business. And since it’s all micro-lending, you get to participate in these stories with other folks who are funding the projects together.

They’re not just inviting their audience to give; they’re inviting them into a story.

Metrics: Measure what you do

Lastly, you want to be able to measure success, so that you can evaluate your efforts at the end of a campaign. For the creatives, this is the boring, geeky part, but still important.

Without measuring what you’re doing, you’ll never have an idea of how successful you’re being.

A “success” may look different depending on what you’re trying to accomplish, but setting a goal ahead of time and staying accountable to the metrics is crucial.

Otherwise, you’re being creative without being responsible.

For example, with this blog, I use an analytics tool that allows me to see who reads each post, where they come from and if they’re telling their friends about it. It helps me understand how to do what I do better.

You can do the same.

Plus, measuring successes (and failures) is the only way to acknowledge what works, what doesn’t, and how to get better. Everything else is merely subjective.

Your turn

These are simple steps, but they’re important ones in marketing something on the Internet.

The web is an interesting place. It’s communal, but niche-driven. You have to consider the power of stories and ideas in this space more than with other media.

It’s not enough to try to sell something useful and practical. Your product or service has to do more than solve a problem. It has to be amazing. And you have to craft a remarkable story and tell it well to those who care.

And then, you have to measure it.

Incidentally, digital media is affecting the way we process all kinds of information. So not only is this the way to market something on the Internet; it’s really the only way to market something. Period.

Are you ready?

Time to start telling the world a remarkable story it needs to hear.

As you endeavor to do so, one book worth reading is All Marketers Are Liars by Seth Godin. You can read a review I wrote about it here.

Also, Copyblogger has a great, FREE online course called Internet Marketing for Smart People. I’ve taken it multiple times. It’s especially good for small business owners.

What did I miss? Any other tips for successful Internet marketing? Share in the comments.

*Photo credit: Camille King

Disclosure: Some of the above links were affiliate links, which means I literally get pennies for every book you buy.

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About Jeff Goins

I help people tell better stories and make a difference in the world. My family and I live outside of Nashville, TN. Follow me on Twitter, Facebook, or Google Plus. To get updates and free stuff, join my newsletter.

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  • http://www.danieldecker.net Daniel Decker

    Good advice Jeff.

    • http://goinswriter.com/ Jeff Goins

      thanks, daniel! means a lot coming from you.

  • http://jeremysconfessions.com Jeremy Statton

    I like that you brought up the “purple cow” term. We get the idea that we need something remarkable (evidence to the contrary), but Godin described the concept in a remarkable way. Calling it a “purple cow” is remarkable itself. It is different. It stands out.

    • http://goinswriter.com/ Jeff Goins

      right. interesting observation. i hadn’t thought of that, but you’re absolutely right. everything Godin does has a “purple cow” flair to it.

  • http://www.madebydenise.net Denise Smedley

    The hardest thing is writing something that adds value to people’s lives. 
    The blogosphere is saturated with content and often times I write a post and think…

    I wonder if this has already been said 50,000 other times in different words ??

    Which is exactly why it’s essential to stand out and be interesting.  

    • http://goinswriter.com/ Jeff Goins

      agreed

  • http://www.linchpinbloggers.com/ Don McAllister

    Story is the shortest distance between two people. Another great post here!

    • http://goinswriter.com/ Jeff Goins

      ooh, i like that, don!

  • http://daddybydefault.com Craig Grella

    I got alot out of the new google book, ZMOT: Winning the Zero Moment of Truth. It’s free from google, and talks about how marketers need to change tactics because consumers have changed they way they buy. It was eye opening for me. Also wrote a review about it on my site, which drew a comment from the book’s author, the global director of marketing for google. I recommend it to everyone I come across now when talking about new marketing methods. http://daddybydefault.com/book-review-zmot-winning-the-zero-moment-of-truth-by-google/

  • http://www.betachristian.net Moe

    Find a  way for the product to move people. Find a way that it hits the emotions. Love, fear, anger, etc… It’s no secret, people are moved by their emotions. Photos are super important in this. 

    Good stuff here Jeff.

    • http://goinswriter.com/ Jeff Goins

      i like that, moe

  • http://www.ricardobueno.com Ricardo Bueno

    Couldn’t stress the part about “Permission Marketing” enough. The way I see it, better to force someone to opt-in than to opt-out. What I’m referring to is the aggressive marketers that add people to mailing lists without permission. Happens all the time. 

    Just the other day I un-subscribed from someone’s list. I never opted in to begin with. I also flagged it as “spam” via the unsubscription page from their provider. Can you believe it, they emailed me back all upset for flagging it for spam!! Wow. 

    There’s a way to get attention. Forcing it is certainly not one of them. 

    • http://goinswriter.com/ Jeff Goins

      wow.

  • http://talesofwork.com kimanzi constable

    Most people asume with marketing something that your goal is to get the word out to as many people as possible, that doesn’t work anymore. The new goal is to get the word out to as many people that are in your specific niche. Those are the people that will be most interested in what you’re talking about and you’ll have the best chance to make them customers. That’s also how you build a tribe.

    • http://goinswriter.com/ Jeff Goins

      Maybe that was always the goal.

  • http://www.jasonvana.com Jason Vana

    Asking permission is key. The days of invasive marketing are coming to an end. People are tired of the pop ups, the telemarketers, even the door to door salesmen. It’s about getting them to opt in to what they want to get that truly engages them and increases sales.

    Great points Jeff!

    • http://goinswriter.com/ Jeff Goins

      agreed. once again, the “customer” is completely in control.

  • Elizabeth Young

    Hi Jeff, just wanted to let you know there is a Versatile Bloggers Award waiting for you over at The Garden Gate. Take care.

    • http://goinswriter.com/ Jeff Goins

      i’m not sure what this means, but thanks?

  • Teresa

    I like it. Thanks for the information.

  • http://www.andygill.org/ Andy Gill

    I love the aspect of “rewarding your community” that has stayed loyal to you or your blog. I think Michael Hyatt does a great job of this through providing free books (ie. Entreleadership by Dave Ramsey) but also and obviously providing us with great content on an almost daily basis.

    great post.

    • http://goinswriter.com/ Jeff Goins

      mike is great — he sets a high bar!

  • http://www.label-reussite.com Eurek@

    Excellent sujet sur le marketing…J’ai vraiment  appris beaucoup
    de choses.

    Merci.

  • Matt

    Hey Jeff,

    Remarkability – Ever seen a purple cow? :-) I love what Seth Godin says about this.

    I also believe it takes a lot of time and effort to master any complex topic (referring to Outliers and the 10.000 hour rule), hence becoming truly remarkable.

    What do you think?

    Matt

    • http://goinswriter.com/ Jeff Goins

      agreed

  • Admin

    It’s best to market something in the NEW news and sure to go viral. Something that will market itself… like what I have blogged about here:
    http://www.realresidualincome.com/my-income-streams/ila-iliving-app-prelaunch/

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