The “BS Riches” Tributary

“BS Riches Tributary? How’s that for a phrase? I’m getting my jargon together already.

The idea is that you start with a trickle, and it grows and grows as it moves along until it is a raging river gushing out into the ocean. I’m talking about money, of course, and about one person’s pocket flowing into yours.

I am going to discuss this in terms of Internet marketing and your own product, but it can be applied to any niche with reasonable traffic and sales.

Remember that it is easier to get one person in 2,000 to fork over two grand, than it is for the 2,000 people to plunk down a buck each.

If most people see you are hyping bullshit, don’t worry. (But you can hype quality value, too. Both quality stuff and bullshit sell. Just remember not to bullshit yourself.) The bullshit spotters would never get snared into your BS Riches Tributary, anyway, so don’t worry about them.

You first got to get people to listen to you. Try “permission marketing”. This means that you give them free stuff and they give you permission to send them your spiel. This is the concept behind opt-in forms and autoresponder marketing.

But you can hook them on sales pages and niche presales minisites, too. It doesn’t matter where. The more hooks you put out, the merrier. The important thing is to get them to bite and buy that first whomp-ti-do eBook or software.

I need to open parentheses here. How do you get someone to buy something like that and accept you as an expert if you never sold anything before and don?t have jack?

Easy.

Don’t mention your name at first in the bright lights. Focus on the system. When you talk about yourself (or “others” talk about you), say you have been in reclusion for 5 years or more, during which time you have been working on and perfecting this top-secret system. Only now have you felt it could be unleashed on the public. Say you tried it out first and made a fortune with it, so now you want to spread the good times around and share it with others. Talk about the virtue of giving something back for your blessings. Make up stuff – texts, photos, videos, etc. – about how much money you have, and show it off.

Start putting your aliases to work. Make them do it in any manner you want (endorsement, pure sales page, reviews, ?is it a scam?? etc.), but the final message has to be, ?Oh Wow! This is IT!? Mix it up and have a ball. Other people will start jumping on the band-wagon after a while.

Once you start making some money, get in touch with another guru (or more than one) and offer him a cut or outright money for plugging it to his customers and plugging it in general. His name will bring others and the whole shebang is on its way in the BS Riches Tributary.

The present average price for an eBook is around $47 and that’s pretty good. If you go much cheaper, you lose image and market focus. A dude who forks over 47 smackeroonies for a piece of crap like a PDF eBook that he has to print out when he can go down to the bookstore and buy a new attractive bound book for 25 bucks is probably willing to dig deep for other crap that makes him look like an insider.

Also, you might want to increase the perceived value of your product by saying the real price is $97, but for a limited time, yada yada yada?

Once your fish bites the bait and hook, you start reeling him in. This will be far less than 1% of all people who look at your stuff, but this small group is where your BS Riches lie. Sell your customer the dream. Sell him the sizzle. Tell him he is going to get rich beyond decency and belong to the world?s elite of insiders. Sell him on His Special Fine Destiny.

Don’t think he’s a total fool, though. He might be committed because of the 47 smackeroonies, but he wants to be told he did a good job and he wants some insider info.

So pepper the ebook (or software manual) with phrases like ?Congratulations!? ?You did it!? ?Get ready for a wealth make-over!? ?This will blow your mind!? and so on. Be generous. After all, the dude paid for this. Make him think he already has money in the bank.

Show him your rich-dude stuff as proof (young pretty women, fancy cars, yacht, mansion, etc.) If you are starting out and don’t have jack, make this stuff up. There are photos all over the Internet and if you can’t copy-paste, hang it up. What the hell are you reading this for?

Tell him to change his mindset, to start thinking about how he wants to spend his new riches and pay off all his debts. Give him a generous dishing of bullshit mental images about his wife smiling, friends laughing, ?debt-free? signs, telling his boss off, cars, houses, jewelry, hundred dollar bills floating around, the works. Hit him hard, but don’t go overboard. Even a duped fool has a bullshit meter and you never want that to go into the red zone.

Now you have to provide some value. Mostly tell him how to sell some stuff and how to drive traffic to the sales points. You might want to tell him how to make some stuff to sell or how to get some stuff from other people. There are tons and tons of “secrets” out there, so use your imagination. If you get really stuck, focus on a small item, like an Adwords title for instance. Crib from the literature, but use your own words. Write 7 pages on how to do the title, whether to use a call to action or a question mark or any other bullshit you can think of. Use some big words if you know of any for statistics, but keep the insider jargon flowing in abundance.

There is another angle. A person who is reading a PDF file that he paid $47 bucks for is paying attention. You have a captive audience, so make a sales pitch. Tell him that he can raise his earnings “up a notch”, or “take it to the next level” or some other bullshit phrase that sounds good. Then offer him some other stuff. Make sure your pitch about his imaginary wealth takes it to the next level, too, so he thinks he is going to get even richer than before.

I read in one place that this should observe the proportion of 20% information value, 40% selling the dream and 40% sales pitch for new stuff. That doesn’t sound right from the stuff I have seen, but the categories are correct. To make an off-the-cuff estimation, I have seen it more like 50% information value, 30% selling the dream and 20% sales pitch for new stuff or something along those lines. This should be tested and varied according to results.

The next step (the new stuff you stick him with) is to get him signed up into a membership site where he can download videos, mp3’s, transcripts and other people’s leftover stuff for free. Charge a sign-up fee of $100-200 and a monthly fee of $20-40.

Once inside, he can also buy a special DVD course for $497 or so. Or he can get the entire multimedia home-study course (including a 600 page loose-leaf binder text) for $1,997.

Change these prices if they don?t work or if you think you can get more.

Give your disciple (he is now a disciple) more secrets and start peppering in Black Hat info. But keep the jargon and the bullshit flowing. Remember, this is a tributary and you are now in the river part. So flood the bullshit. He is now an insider and he needs to be treated as such.

Then shoot for the moon: a few one-on-one coaching sessions with membership to a special insider?s club with group coaching and workshops. Make sure your insider’s club can be accessed from inside the first membership site with aggressive Members Only type gateways. Here you can get $20,000 or so a pop.