Marketing secrets of The Mocking Dead

If you aren’t living in your own Zombieland, you’d have heard of The Walking Dead tv series by now.


The Walking Dead

Based on the comic book series, The Walking Deadtells the story of a small group of survivors living in the aftermath of a zombie apocalypse.

Not only has it received all kinds of awards for it’s story lines, it also saw 10.9 million viewers tune in for its season three premiere to become **the most-watched basic cable drama telecast in history**.

Not too shabby for a bunch of zombies getting their heads blown and cut off!

You know what I love most about this show?

It’s yet MORE proof that story telling just keeps getting better and better.

Television sucks overall if you ask me.

Stupid reality shows and lame excuses for plots have dominated the airwaves for many years.

But that’s all changing.

Series like The Walking Dead, Sons of Anarchy, True Blood, Weeds, and Californication are telling great story lines…

…and are creating copy and paste templates for marketers to use.

Yes, its time to point out some of the lesser obvious techniques the writers use to continue pulling these award winning series out year after year.

It’s time for YOU to start mocking the writers fantastic techniques.

We are headed into the last 2 months of the year and prime buying season is upon us.

Here is a template to follow to get the best reactions from your leads:

1) Marketing in series.  You see one-off marketing attempts all the time.  Big sales that come and go faster than a zombie can lose his head.

What’s missing?  A series of mini-stories.  One that feeds off the last.

They are easy to do – just get out a pad of paper, get creative, come up with a marketing theme, and then build a 5-part mini-series around your theme.

Each part digging deeper into the story, and each one egging the next one on.

THAT keeps them coming back.

2) Bone crunching cliffhangers.  You MUST end each part of the series with a cliffhanger.

Something that makes them HUNGRY for the next part in the series.

Tempt them with a peek inside the next story – but don’t give away the best parts to come.  Share with them a piece of the nuggets soon to follow.

3) Some gore, some tears, and some cheers. Mix it up.  

You gotta leave them crying in one of the parts of your series… and cheering you on in the next.

Yes, YOU are the main character in the series and you need to tell YOUR stories. The good, the bad, and the truly revolting.

THAT is what people want… and that is what keeps them coming back.

4) You MUST share you overriding goal or objective in every part of the series.  

In The Walking Dead… their goal is simple: SURVIVAL.

Not getting eaten.

Pretty simple.

When you are creating marketing campaigns like this… make sure they know something BIG is coming up.

Tempt them with it.

Tell them what it is.

Then when your series finale comes… end it with a BANG and over deliver on your promises. Your goal may be to buy a new product.

It may be get them into an auto responder sequence, or into a membership program, or maybe a loyalty club.

Tell them what it is… but tease them to the point of baited breath anticipation before you give it all away.

Keep them guess till the last possible moment!

5) Be prepared for the haters.  LOTS of people think The Walking Dead is stupid.  They bash it, make fun of it, and put down those who watch it.

You know what?

The writers and produced DON’T GIVE A CRAP!  

They are breaking television records – and the haters just help spread the message.

Your marketing WILL create haters if it is done right.  Never seen a successful marketing campaign that didn’t.

Everyone has an opinion and the ONLY opinions that matter to you are the ones that LOVE what you are doing.

Aggressive mocking dead marketing campaigns will create lots of haters – and FAR MORE lovers.

Seek them out and do everything to feed their appetite!

Have fun with your story lines and watch out for those zombies!




Where to find leads and traffic for your site

One of the most common questions I hear is focused on lead generation.

How to do it.
Where to do it.
What to do with a lead when you get one.

All great questions… because without leads and new business, a company usually ends up OUT of business.

internet marketing web traffic jam

Is all this traffic headed to your website?


People get so worked up about this.

The end up paralyzed with analysis.

This way ‘could’ work better and faster than this way.

This way is ‘free’ – the other costs money.

This way gets me in front of ‘everyone’, while this one targets  a smaller group of people.

You could beat the hell of this and NEVER get a thing done.

…which is what most people do.


Why is it so difficult for people to just start doing s-o-m-e-t-h-i-n-g?

Fear of failure.
Fear of success.

What ever the reason…
…it is that one thing that will forever haunt you and hold you back from ever succeeding.

I can’t change that one thing for you… it’s up to you.

So just pick one!

Here’s what you need in place:

1) A way and reason to collect leads when you get traffic.  If you are sending traffic to a site – you had better have something in place to attract a name and email from a site visitor.  You WON’T get them all – you won’t even get half of them. Let’s be realistic… can we? Anyone telling you that they get names and emails from more than half their site visitors is either lying to you or an abnormality.  GREAT squeeze pages get 40% or so. Most 10-20%.  Truth hurts.  It’s why you test different lead magnets.  Find a better approach to collecting leads.

2) A traffic source.  Multiple sources are far better. But start with ONE.  You are either trading your time or money for traffic.  Time COSTS MONEY… so it isn’t free.  But you can go out and learn SEO, post to free sites, post on blog comments for back links, put videos on youtube, write articles and post on your blog as well as directory sites.  The list is long of free things you can do.  Your list of available hours in a day to do ‘free’ marketing is not long.

PAY for traffic.  You have PPC with Google, Facebook, Bing, you name it.  You have solo ads. You have CPA networks. You have print ads. You have direct mail. You have about 400 other sources of paid traffic you can tap into.

3) An entry level product or service to sell all this new found traffic and leads.  You can lead with an inexpensive introductory offer and upsell them from there. Or you can lead them right into your high end offer and downsell them to the lower options.  Only you can figure out what works best for the people you are targeting… and only trying different approaches will tell you what your leads want.

4) Some automated follow up tools. You have so many choices for auto responder services.  I don’t need to list them here – you should know them by now.  But they are an exceptional tool every single website needs in place. It makes your life simpler.  It helps bond with your prospects. It helps sell your prospects.  It can do the grunt work of many sales people. That, combined with your stories and you have a winning sales campaign that can run for years! (I have a webinar series – free – running that shows you how to tap into your stories and turn them into cash flow at

…Tired yet?

You’re right.

It IS exhausting.

Which is why you need to PICK a strategy for lead generation, capture and conversion.

Run with it.

Get some momentum.

Refine your strategy or add another one in.

Keep them momentum going.

Get over the paralysis stage and just get GOING.

We are into the last quarter of 2012. You have before you a whole bunch of fantastic marketing opportunities (Thanksgiving, Halloween, Christmas, New Years… not to mention the hundred other not-so-common occasions for a promotion).

No one is going to do this for you.



…not such a great marketing strategy

… is it?

Just get going and let the momentum of your trials carry you forward.

Invest your time or money… but it’s time to stop procrastinating and it’s time to GET BUSY!

Have a productive day.


PS: By far the best training platform I have seen for traffic generation, capture, conversion, and up selling in the past 10 years is something I just recently started talking about – Empower.

At the core of this is an information library on internet marketing.

They have multiple products that train you how to get traffic to a website (using some of the techniques above), how to convert that traffic to leads, how to convert those leads into buyers, and how to convert those buyers into repeat buyers.

Each product dives deeper into more and more advanced strategies for making money with a website.

The best part is… if you want… you can EARN while you LEARN.

Leverage and learn from their pages on how to do it right (excellent conversions on their pages).  OR… if you don’t want to earn while you learn… just learn.

Get all the training you need under one roof so you don’t have to continue messing around with all the ebooks, webinars, coaching and mentoring programs out there – all of them done by separate people and NONE of them working together.

This is a ‘soup-to-nuts’ training portal for everything you need to succeed online.

It starts with a whopping $25 investment and you can upgrade your training as you need and as your budget fits.

Its the easiest way I know to get over paralysis and get things moving (and is the training platform that I WISH I HAD 10 years ago… it would have saved me tens of thousands of dollars in products, coaches, seminars I bought – and would have made me many multiples of that in return.

And it’s $25 to step in and start the momentum going


Are you making this mistake in your email marketing?

Are you making this mistake in emails?

This appeared in my inbox this morning and there was something important to note.

First, never heard of the person sending the email, nor the company.

So… the second paragraph in the letter is a blatant lie.

See for yourself:

This is Mia Henderson. I hope this note finds you well I’m not a big fan of getting phone calls unannounced so I try not to do it myself. I know you place tremendous value on your time, so I’ve included a high level overview of what we do.

We understand your capabilities in Corporate Development, Corporate Finance, Globalization, Growth, Information Technology, Innovation, Marketing and sales, Operations, Organization, and Strategy.

But the question here is have you made your presence and are you successful in reaching out to the decision makers at the right time

We are a growing database provider specializing in business list solutions and data enhancement. We have a comprehensive business database of 42 million+ B2B and B2C records. Our lists can be used for Multi-Channel Marketing – email campaign, tele-marketing, fax marketing and direct mailing. The list would be for your perpetual use with no restriction on the number of usage.

Some notes on this:

* To say they understand every nuance of my business like they do in paragraph 2 is absolute BS! They know absolutely nothing about me or my business – why lie?

vs. this section which I wrote for a client (and I have used this type of approach with numerous different industries and gotten good results from cold lists)…

“…Very frankly, my letter to you has the sole purpose of opening up your options for running your business. In a challenging economy, we all need to be willing to keep our eyes and ears open to new opportunities that can improve efficiencies and add on additional profit streams to our existing marketing model.

I don’t know if you’re happy or royally aggravated with your present business cash flow as it is today. I’m working in the dark. And, of course, again – why should you care?”

{NOTE: I don’t lie and pretend I know everything about them like the email I got – important lesson, admit you aren’t the be all and end all. You DON’T know everything. Nor do I. No one does. Admit your shortcomings and offer a solution to fix that}

* This quote: “But the question here is have you made your presence and are you successful in reaching out to the decision makers at the right time”

“have you made your presence…” – huh? That makes no sense to me there. My presence where? In the market? In my home town? In Canada? I have no idea what in the heck this is supposed to mean.

Think your writing through to make sure words being used are the best choice. We all make mistakes and let some of these things slip through (I know I do). But please be careful with these things.

{Read your emails through one sentence at a time – even going backwards from the bottom up, one sentence at a time. Does each sentence make complete sense? Does it stand on its own? Is it even necessary?}

* The close. Very important to consider the first action you are asking them to take. People are bombarded with pitches, so yours had better be a good one.

Here’s theirs…

“Please send me the following details so we can provide counts and a sample file for your review at no cost.
Target Criteria:
Look forward to hearing from you soon.”

Not exactly wowing me with their pitch.

This one works for me and my clients though…

“PS: Remember, a Keg Gift card, just a phone call away.

PPS: Not sure if you use an iphone or iPod, maybe your spouse or kids do. Even if you won’t make the time to give us a trial run, just do me the favor of some reply to my letter. Drop a note to me in the mail, or email me at < <<>>. I really want to know what you think about my letter, and maybe some feedback on how I can be of best use to your company. Any response at all, and I’ll send you an iTunes gift card to use for yourself, or to pass on to your friends or family.

Let me know at 403-xxx.xxxx”

{NOTE: 2 offers in there. One for a $25 gift card at a good steak house – theirs just for having a conversation over the phone. At the initial contact part of email marketing, all you want to do is break down that reply-resistance barrier. Get them to initiate contact with you after reading your email. THEN you at least have a small connection with them.

Second ethical bribe… just reply back to the email and get an iTunes gift card. Why not? An email reply isn’t as good as a phone call, but at least they took time out of their day to give you feedback on your letter. That could be the first step to a long term relationship.

One last lesson on this…



If you are going into the email marketing world with thin skin and are easily offended, look out. You will get complaints, nasty ones.

Suck it up and move on.

I get those from people who signed up to be on my list years ago. People who have received tons of great marketing advice through my ezine.

They have a bad day and they feel it is in their right to be mean and nasty.

I remove them from the database before they have a chance.

The funny thing is…

…those who complain loudest have NEVER bought a thing from me. I look and see while removing them. 9.9 times out of 10, they have never spent a dime with me.

Who needs their BS?

I don’t.

Nor should you.

Think through your email communications properly… this one I got this morning didn’t.



Biker babes and bad-ass story success

I’m a big fan of Sons of Anarchy.

Hadn’t even heard of it until recently, when a friend gave me seasons 1 through 3 on dvd.

Spellbound and a major time vampire.

Sons of Anarchy has turned out to be one of the best series I have ever seen with some of the most powerful, emotion wrenching storylines I’ve experienced.

The best part is that they use some of the same principles I unexpected have been teaching through my emails and in my Story Selling Coaching calls.

A very basic tool that keeps your prospects interested in hearing from you.

…one that grows your business by leaps and bounds over the years if you use it.

Guess what it is?

If you guessed a fantastic story line (something everyone, yes… you too, can create in their marketing), you are correct.

But there is something else other than the main story line that keeps people craving more and addicted to the characters.



The amazing writers behind this series are masters at creating tension through cliffhangers.

“Will Jax kill him?”

“Will she tell SAMCRO the one thing that will rip the entire club apart at the seams?”

“Will the Doctor be able to save her career… or be subjected to years as a ‘biker-babe’?”

Each episode leaves more unanswered questions in the viewers mind.

Unbelievably addictive…

…and I am not much for watching a lot of tv.

Get this though:

5.8 million viewers per episode

Highest-rated basic cable drama in the US

Emmy nominated

2011 Golden Globe Winner (Katey Sagal… THE best character I think… and a big surprise Peg Bundy could end up to be such an amazing actress. She was also nominated for numerous other acting awards for her role)


…much of it through the incredible use of hooks and cliffhangers.

Something you should be working on in your marketing campaigns.

It’s works like gangbusters and isn’t that hard to do when you practice it a wee bit.

I’ve used it for myself and for many different clients over the years.

 …and the clients and prospects LOVE IT.

A great story, mixed into your marketing and personality-driven communication with your clients/prospects… sprinkled with a dash of cliffhanger and BAM, you have a winning campaign.

One they will want more of.

One they will continue to open, read, and act on.

And you know what?

I’m teaching this in the Story Selling Coaching Club.

To find out the full details and to reserve yourself a spot, go to:


Troy White


Building an online empire

I have a quick, educational, and profitable story for you

March 2002, I finally quit the corporate world.

Fortunately for me, I was owed a decent chunk of outstanding commissions from my computer sales job.

…it bought me some time to figure out what I “wanted to do when I grew up”.

It also started to finance my copywriting education and web marketing initiatives.

My wife, Kari, had been planning corporate and wedding events for years.

I twisted her arm and got her to agree to write a guide for planning weddings (specific types of weddings).

She wrote the book. I wrote the copy.

We went live.

That was over 9 years ago… and that simple (very ugly) sales page continues to make us money.

We do very little to it…

…and it continues to send us cheques.


My biggest mistake in the past 9 years? Not building up MORE of these sites. I have done this type of site in a number of industries, but I could have made far more moola if I had spent time getting this going on a larger scale.

Which is EXACTLY why you need to be on this teleseminar with my friend Dan Lok.Dan Lok

Dan is smart… smarter than me!

He was a copywriter… but he saw the light and went gung ho on these kind of sites.

And has made $27M since then in sales

Dan has agreed to do a one time webinar for you and I.

I will be there taking notes and planning my fall.


Unlike other gurus, Dan doesn’t speak at big conferences or go on the roads or do a webinar every week. And he doesn’t need to. He’s kind of semi-retired now.

The economy is on shaky grounds still, but Dan’s businesses continue to prosper (so do my own niche sites that continue to send us cheques in goods times and bad).

Secretly he told me, he’s made more money in the last 12 months than in any previous year.

He knows something that people don’t.

You need to hear what he has to say.

If you get a chance to hear him, you don’t want to miss it. We only have 300 spots, if you don’t think you will show up, don’t register.

This is probably the most important webinar you’ll listen to this year.

Plus, and this is a BIG plus, I have a surprise announcement for you on the call – that you will ONLY hear if you are on the call.

Dan has agreed to share his private formulas for conquering the online marketing world… and I want you to join us next Thursday.


Here’s a short-list of what will be covered on this 75-90 minute webinar:

* The fastest, simplest way to start making money on the Internet. Period.

* How to create a business that makes money for you 24 hours a day, 7 days a week, 365 days a year!

* How to ‘fire your employer’! No more clocking in or out and no limit to the amount of income you can rake in.

* An amazingly simple strategy to make money without having your own ‘list’ of customers or prospects

* How to stop trading time for money and start earning a 6-figure ‘Passive’ income within 12 months.

* 2 big mistakes many new Internet Marketers make that you must to avoid at all costs. (Hint: Making these 2 mistakes can waste thousands of dollars and years of your time!)

Here are the details:


How to Get Started With Your Own On-line Business, or Start
Making (More) Money On-line with Your Current Business.

Date: Thursday, September 8, 2011
Time: 5 – 6:30 p.m. Pacific. (7pm Mtn. 9 pm EST).


Looking back over my past 9 and a half years in this business, I have loved it beyond anything else I have ever done in my life.

But I really am kicking myself over not doing more of what Dan is showing on this call.

It is the reason for my surprise announcement on the call…

…and is the reason I want you to be here with me.

Dan is going to deliver some incredible goods here – do NOT miss out.

Don’t delay and kick yourself later.

Dan is the real deal, will show you how to replicate the systems he uses, and you can steal his ideas to get your own online sites cranking out more revenues with greater frequency.

See you next Thur on the call.


PS: Dan will not only be showing YOU how to get this done – I will be taking copious notes as well!

Don’t miss this one – Dan is not one to do calls like this very often.


Marketing is all about one simple thing

All it takes is one thing a day…

* Write an email to your clients

* Send 1 card to 1 prospect

* Write one press release and submit online

* Ask one person for a referral

* Write one blog entry

* Ask one person to endorse me to their list

* Write one article for your newsletter

* Compliment one person who has helped you

* Add one page of content to your website

* Send one monthly promotion to your clients

* Test one new upsell offer today

* Bundle 3 products into one and create a new name

* Ask one customer for their feedback

* Ask one customer what else they would like to buy

* Create a customer survey to find out what they want

* Offer one free bonus “just as my way of saying thanks”

* Find out what your clients fear the most

* Offer your clients a teleseminar – ask them for content

* Offer your clients a live seminar – bring in guest speakers

* Visualize your perfect business and life for 5 minutes

* Ask 5 clients if you can take them for a brainstorming lunch

Simple… right?

That is exactly what you need to do to make the most of 2011.

A Day.

And here is the grand daddy system for making this easy…

2011 Marketing Calendar, Marketing and promotional plan for small businesses.

Wacky marketing ideas galore! Over 1,200 marketing prompts, templates and blueprints

The Ultimate Marketing Plan and Calendar for Entrepreneurs and Small Business owners who want to make more money in their business.


…open the calendar up for the day and you get 3, 4, maybe 6 different ideas you could use for the day.

Pick one.

Follow the templates in the back.

Promote your business.

And profit.

I love simple… so should you!