Wednesday, June 8, 2011

Have You Heard?

My wildly successful and acclaimed SONAR Content Distribution Model is the principal of my upcoming book, Content Is Cash: Leveraging Great Content and the Web for Increased Traffic, Sales, Leads and Buzz [Que Publishing, Aug. 2011].

You can get some preliminary information about SONAR on my website, order the 'rough cuts' manusript of my book through the publisher, or pre-order the actual book via Amazon, Borders, or Barnes and Noble. My book is targeted for global release on Aug. 16, 2011.

If you want to REALLY find out how to monetize your content and propel your business, you gotta check this out.

See what all the buzz is about...

"Wendy's book is an impressively thorough account of the marketing options open to Internet businesses today. I have it within reach of my desk and I intend to make good use of it."
--Michael Masterson, Publisher, Agora, Inc., Early To

“If you want to transform content into some very substantial money for your business, this must-read book will show you exactly how.”
--Martin D. Weiss, Ph.D., Bestselling Author

"Wendy's new book, Content Is Cash: Leveraging Great Content and the Web for Increased Traffic, Sales, is exactly what is needed in today's turbulent business world. By reading and putting the tactics and strategies into action you will position yourself for more profits and a stronger a business."
--MaryEllen Tribby, Founder/CEO,

"When it comes to marketing online, content is an afterthought for far too many marketers. It's a pity because, as Wendy Montes de Oca points out in her new book, content can be a huge source of income for any business. That's why I love that Wendy has comprehensively explained dozens of ways to leverage content for an online business. The best part is that - like the pro direct marketer she is - Wendy's strategies are all trackable and quantifiable. So you know exactly how valuable your efforts are to your business."
--Jason Holland, Associate Publisher Early to

"Everybody talks about marketing with content, but Wendy Montes de Oca provides a systematic approach, SONAR, for actually doing it. By following her model you get higher search engine rankings and other results instead of just churning out an endless pile of articles that go nowhere and do nothing."
--Bob Bly, Author, Copywriter, Publisher, The Direct Response Letter

"Content is Cash is a classic! We implemented Wendy's SONAR system and saw results (traffic, qualified prospects and opt-in subscribers) within hours, not days or months. It's easy to become overwhelmed with Internet marketing "advice". There were more than 26,000 books on this morning dealing with the topic. The SONAR system is not run-of-the-mill advice. You won't find a more complete collection of content marketing anywhere on the planet. Highly recommended!"
--Marc Charles, Entrepreneur, Author, Freelance Guru

"Whenever I think about monetizing content, the first person that comes to mind is Wendy Montes de Oca. I've personally used just one of her strategies in this book to generate thousands of leads and establish instant authority in my niche. Content Is Cash is a must have in serious online marketer's library."
--Brian T. Edmondson, Internet Marketing Expert,

"Wendy told me about the SONAR system almost two years ago, and swore me to secrecy. Now she has done far more than just reveal the SONAR system. In Content is Cash, Wendy gives you a complete blueprint for the right way to use free content. I especially recommend Content is Cash to anyone who has tried using free content and been frustrated. Follow Wendy's proven method, and you'll have the cure for what frustrated you."
--Conrad Hall, Best-Selling Author, Speaker, Radio Host Conrad Hall Copywriting, LLC.

“This book brings the urgent and swirling noise of contemporary marketing strategy and tactics all together. Wendy has written a practical, no nonsense guide to improving sales and marketing results for any size company. It takes contemporary marketing to a whole new level. Her proven SONAR model is easy to grasp and her style is easy to follow.”
--Chris Binkert, Chief Marketer, Soundview Publications, Second Opinion

“Most Internet marketers know “content is king”. But no one has given us a systematic formula for “syndicating content”, until now. Wendy’s SONAR Content Distribution Model is a genuine masterpiece. I’m serious. There are tens of thousands of books available on Internet and content marketing. But Content is Cash will be the centerpiece of your Internet business and profits.”
-- Mark Smalley, Owner, Mark Smalley Direct

“Wendy's insights are priceless and have the ability to payoff in a big way. Content is Cash is a must read for anyone tasked with driving more traffic and revenue in an increasingly more competitive online environment. I'm looking forward to implementing many of her tips, tricks and tactics in my own business immediately.”
-- Julie McManus, President, Julie McManus Marketing Associates, Inc.

“Wendy’s book, “Content is Ca$h”, is a great book for anyone who wants to leverage their content – publishers, marketers, you name it. It’s well organized and explains Wendy’s system that can help you build your website and drive a boatload of traffic, and do it in a cost-effective manner. As a writer, I gleaned insight on what kind of articles I should be writing – or what I should emphasize in the articles I’m already writing – to grab eyeballs and hopefully turn them into more sales for my company.”
--Sean Brodrick, Editor,

Content is the single most important factor in building a thriving web business and no one drives that point home better than Wendy Montes de Oca. In Content Is Cash she takes the mystery out of putting your content to work for you. Anyone trying to build traffic, sales, or leads would be a fool to not have a copy of this go-to reference on their desk.
--Alice Wessendorf, Managing Editor,

6 Low Cost, High Performing Ways To Build Your Business This Summer!

1. Online classified ads. Using or similar high traffic classified sites is a great way to sell a product or get leads. The trick is geo-targeting, picking the right location to run your ad in. Picking the right category. As well as creating an ad that is perasuasive and powerful. Ads are free, so why not test it out. For a full list of states and cities, check out:

2. Organic Search Results (Search Engine Marketing). Search engine marketing (SEM) has a nominal cost. Annual fees with search engine networks or directories typically range from $25 to $95 per year, but many submissions to top sites like Google, Yahoo, Ask and Bing are free. Some consumers give organic search results more "credibility" than paid search ads. And because they "trust" the results of an organic search more, they are more likely to click on an organic link. A recent survey by Jupiter Research illustrated that 80 percent of Web users seek organic search results. Their rationale is that organic results are un-biased. The marketer didn't pay for that ad space. So the link's appearance in the search results is based purely on various search algorithms and Web crawlers. Your goal should be to balance your online presence with both paid ads and organic search results. You should make sure you have keywords in all the right places. That includes your title tags, URLs, and inside the published articles themselves.

3. Cost effective media buys. Running banner ads on other websites can be another cost-effective part of your online marketing mix. The pricing model for this is typically CPM - a specified price for every 1,000 impressions/views you receive (usually between $3 and $10). Since contextual space is limited in banner ads, your headline and visual elements are critical for success. And of course, your landing page should have strong, persuasive copy. Your media budget for banner ads will vary by:

-the website you're running (the higher the traffic, typically the higher the banner advertising rate) ad unit size/type (300 x 250 typically performs best, so those are priced higher than other ad units)
-location on website (home page, inside pages) whether the ad is targeted to a specific page or is on every page of the site (a/k/a run of site)
-the time of year the ad is running

Blogs and online ad networks are a cheaper alternative. Their CPMs (cost per thousand) usually ranges between $2 and $6, and they have a wider reach, although some networks may offer a universe of, lets say 20 websites, when only 5 websites are really considered "top tier". Networks to consider:,, and You can find a full list of sites here:

4. Reciprocal Ad Swaps. One of the best kept secrets in the industry. Some of your best resources will be your fellow publishers. This channel often gets overlooked by marketers who don't give it the respect it deserves. In the work I do for my clients, I spend a good portion of my time researching publishers and websites in related, synergistic industries. I look for relevant connections between their publications (print and online) and my clients. Let's say I come across a natural health e-letter about that has a list of readers similar in size to one of my clients, who is a supplement manufacturer. Since many of their audience share similar interests, cross marketing each other products (or even lead gen efforts) can be mutually rewarding. Swapping ads will save you money on lead-generation initiatives. Since you won't be paying for access to the other publisher's list of subscribers, you can get new customers for free. The only "cost" is allowing the other publisher to access your own list. It's a win-win situation. This technique also opens the door to potential joint-venture opportunities.

5. Snail Mail. Direct mail is still a consumer favorite - and another good way to get your sales message out. It can be especially effective used in concert with another effort, such as an e-mail campaign. A recent survey published in DM News indicated that 70 percent of respondents preferred receiving unsolicited correspondence via mail vs. e-mail. As with any marketing medium, though, you can end up paying a lot between production costs, list rental costs, and mail shop/postage costs. The most costly direct-mail packages are magalogs and tabloids (four-color mailers that look like magazines). However, 6 x 9 postcards, tri-fold self-mailers, and simple sales letters are three low-cost ways of taking advantage of this channel. Note that copy, list selection and geo-targeting an be crucial for direct mail success no matter which cost-effective mail format you pick. Although 100 percent ROI (return on investment) is what you should aim for, many direct mailers are content with 80 percent. This lower figure takes into consideration the lifetime value of the names that come in from this channel, because they are typically reliable buyers in the future.

6. Print Ads. This is another channel that's gets a raw deal. One reason is because it can be costly. To place an ad in a high-circulation magazine or newspaper, you could shell out serious money. But you don't need a big budget to take advantage of print ads. If you don't have deep pockets, consider targeted newspapers and periodicals. Let's say you're selling an investment report. Try using the Internet to research the wealthiest cities in America. Once you get that list, look online for local newspapers in those communities. These smaller newspapers hit your target audience... and offer a much cheaper ad rate than some of the larger, broad-circulation publications. You end up getting quality rather than quantity. I once paid for an ad in a local newspaper in Aspen, CO that had a flat rate of less than $500. My ROI on this effort turned out to be more than 1,000 percent. How's that for a positive response rate!

The six marketing channels I've just described can help you reach more customers... and eventually add dollar signs to your bottom line. So start the summer off with a marketing bang. By leveraging the six channels of multi-channel marketing, I'm confident you will be amazed by the results.

Social Marketing Shockers and Secrets

Social marketing can be fun, can increase awareness, and can drive website traffic. But there's also some things you should be aware of before you dive in and spend time or money on this method.

The following are some comments I've heard over the years and my response, based on personal experience and observation:

Social media can't be measured. False. It surely can. Even better, the tools to help you measure them are all free. What you use is good old fashioned direct response and public relations metrics - outputs, outcomes and objectives. Outputs measure effectiveness and efficiency. Outcomes measure behavioral changes. And objectives is simply comparing direct product sales during the time of the campaign to other sales that occurred before the campaign. Online resources that can help with these measurements are Google Analytics, Google Alerts and Back-link checkers. You can also use your own in-house stats for subscriber sign ups (i.e. your email service provider) and sales (i.e. online shopping cart or ecommerce platform).

With social marketing, I don't need an ezine or free newsletter? False. You can certainly just have social media accounts and not have a daily, weekly or monthly ezine, but that is not ideal. You see, with social media accounts, you don't have the friend/follower/fan ('Triple F') email address. You post comments and thoughts, which can be entertaining, strategic or random, but you 'really' don't have a direct line of communication between you and your Triple F. This email address is like gold. Having an email address for your prospects gives you permission to bond with them through strong editorial as well as cross-sell them through targeted, persuasive promotional copy. Not having this is really doing your business an injustice. Not everyone is a 'profile stalker'. Not every Triple F is going to visit your social media page frequently to truly resonate with your message or buy your products. There is so much social media 'noise' that without having your Triple F's email, you're likely to get lost in the chatter.

Twitter is better for conversions than Facebook. False. Personally and for my clients, I have found that Facebook followers/fans convert better than Twitter. My thought for a few reasons: Facebook has more character limitations (420 or so characters per post) as well as a variety of features so you can say more, bond more, and sell more to your audience. Twitter has very strict character limitations (140 characters) making it difficult to have more than a shallow relationship with your audience posting short and pithy blurbs here and there. In addition, did you ever notice most people's 'Following' and 'Followers' numbers are very close or nearly identical in range? That is because with Twitter, you get more random followers that will 'Follow' most anyone looking for a reciprocal follow. Sure, you can set your account with a security feature to not just let people follow you but actually approve potential followers first. But that is not common practice for the most part (unless your ultimate Twitter purpose isn't for business or marketing). With Facebook, as a default you have to approve all friend requests first, thereby you can sort of qualify your audience. I believe with both of these platforms, it's truly quality over quantity. I don't recommend getting caught up in the numbers of how big your friend or follower list is, it's better to have a small list that is responsive, interacts and converts - than a large list that is uninterested in your messages.

It's ok to grab an email address from a 'friend' or 'network' profile page on Facebook or LinkedIn and send them promotional emails. Absolutely not.. Never. This is spam pure and simple. If you haven't noticed, at the bottom of your Facebook info. page or LinkedIn home page, your email address is posted for your network to see. In Facebook, this is a security setting that can be shown to friends only, friends or friends, or everyone. On LinkedIn it's similar. Believe it or not, shortly after I accepted some industry colleague requests, I started getting these solicitations for these people's products. There were pure, hardcore promotional emails. Now, I now I never signed up for there ezine. And it was within days after accepting their request. I could only conclude that these social media barracudas friend targeted people (that are ideal potential customers) and then once friended use that access to view personal email address and spam away. I find this not only tacky and obnoxious, but also violation of anti-spam practices. Needless to say I un-friended these people soon after. But use common sense and know that it's a best practice not to do this.

What are some tricks to increase your presence in Twitter? Keep your Tweets frequent, useful, relevant and entertaining. Use hash tags (#) with targeted keywords. Make sure you have a keyword rich and relevant Twitter bio so the right people can read about you and follow you. Text is limited, so pick your descriptive keywords carefully.

Social marketing is a waste of time. No, not if done correctly. Last year, my friend Bob Bly had a hot social media discussion brewing on his blog, One commenter said, "" a direct response marketer's metrics, social media is a waste of time..." and " networking is simply real world interpersonal networking digitized...". I disagree. Social media, in my opinion, is a hybrid between relationship/network marketing and direct marketing. It's relationship marketing if you know how to be a strategic thinker as well as be creative with your marketing messages. In other words, what to say and where to say it. Targeting is key. You have to look at each social media website to see if it, and it's users, are the right fit for your marketing message and business. Then, you need to craft your message accordingly. And that requires good creative, copywriting skills. It's direct response as you can measure results. Granted, it's not as cut and dry as some other online marketing methods, like email. Where deliverability, clicks, opens, sales, and ROI is concrete. But, for me (and my business), I can specifically track any leads or sales I get back to specific social media platforms. And I can measure traffic to my website via Google Analytics from those same sites. As a core direct marketer, I don't waste my time on something I can't tie a metric to.
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