Internet Tip of the Week
by Bob Osgoodby
by Bob Osgoodby
Today is Saturday, October 15th, 2005
It is 288 days since the first of the Year
There are 77 days left in the Year, and
There are 70 Days Until Christmas
Today is . . . . Persons Day (Canada)
On this date . . . BBC Radio established (1922))
As of today, we have 44,662 Subscribers From: Bob Osgoodby bob@adv-marketing.com
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- 12/3
In this Issue
** Internet Tip of the Week by Bob Osgoodby – I’m the Customer
** In the News – Katrina Relief Bill Would Quietly End 50 Percent Rule
** Featured Article – What Motivates Your Customers To Buy? by Chet Holcomb
** Biz-Tips by Dr. Kevin Nunley – 5 Strategies for Selling Yourself
** Humor to Start the Weekend – Lunatic Cab Driver
** Feedback – Insert Key
** Something to Think About by Jan Tincher
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I’m the Customer
by Bob OsgoodbyHave you ever gone into a store and wasn't able to find anyone to help you? If you walk into some your major discount chains, you might see something that is of interest, but trying to get information about the product however, is almost impossible sometimes.
While you might save a few bucks by purchasing from these chains, is it worth the risk to buy something that may not meet your needs? If you are frustrated with their approach to doing business, it can even be worse in the online arena.
It seems that some entrepreneurs either don't know how, or don't care if they are responsive to their customers needs. Well folks, I got news. I'm the customer, and if you want me to buy from you, you had better give me the courtesy and attention needed to get my business.
How many times have you sent an email to someone requesting more information and never gotten an answer? This is simply being unresponsive. This would be like a salesperson in a "brick and mortar" store walking away and ignoring you if asked a question.
If you are going to succeed in an online business, you must be responsive to your customers and there needs. A timely response to emails is critical. Many people use auto-responders and send a reply immediately. This is fine if the response that is sent answers the question. But even if it doesn't, you have shown that you are responsive with your immediate reply. You must however get back to them in a reasonable time.
While I like a waiting time of no more than 24 hours, realistically it could be longer. If it will be longer, let them know that with your auto-response. If you say it will be two days, and get back with the answer sooner, all the better.
But many times you can either eliminate the need to respond, or reduce it significantly by trying to answer questions before they are even asked. Your web site is the perfect place to do this. People trying to make a decision to purchase from you want information on what you are selling.
This is one case where brevity is not the best approach. Your ads should be brief, or they won't be read. Your web site however is another story (no pun intended) - here is where you want to give as complete information as possible.
If you try to answer all the questions people might have up front, two things happen. First, they are not going to send you an email which takes up your time to answer. Second, and more importantly, you are not giving them a chance to "cool off". They are in the mood to buy now, and if they have to wait for a few days to get the information they want, they may rethink their decision and not buy.
One of the best ways is to have a FAQ (Frequently Asked Questions) page on your web site. Here you can list customer questions you received in the past, and your answers. If someone has a question, the odds are others will as well, but are just not asking them - did I mention they are probably also not buying.
Do you have a guest book? If you capture nothing else, you should try to get their email address and first name. If they fill it out, have an auto-responder, which thanks them for their note. Then, add them to your mailing list. This is one of the surest ways to keep in contact with them. People will sometimes buy months or even years later if you keep in touch.
Many people, while they are interested in your product or service, are simply not ready to buy. There are "tight" times of the year when the finances of some are limited. Buying new school outfits at the start of the school year; recovering from an over generous holiday season; can all add to a cash shortage. Above all, you should be patient.
Like you want to be treated properly because it is your money you are spending, and you are the customer, have the same concern for your potential clients. It boils down to common courtesy, and if you want my business, remember - I'm the Customer.
FYI -----
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In The News
Katrina Relief Bill Would Quietly End 50 Percent Rule
A bill intended to provide relief for students and educational institutions affected by Hurricane Katrina includes language that would repeal the 50 percent rule, which was put into place in the early 1990s to combat rampant fraud at for-profit colleges and universities.
The rule denies federal financial aid to students of institutions that enroll more than half of their students in distance-education programs or that offer more that half of their courses online. Opponents of the rule have been working to have it changed for some time, and language to do that has been added to the Higher Education Act, which will likely be put to a vote early next year. Supporters of the rule argued that it continues to serve a useful function in limiting fraud at unscrupulous institutions and diploma mills.
Rep. Tim Bishop (D-N.Y.) criticized the hurricane relief bill, saying some lawmakers were using it as "an excuse to accomplish a lot of other policy goals." Sen. Ted Kennedy (D-Mass.), cosponsor of the relief bill, has said he will amend the legislation so that the lifting of the 50 percent rule would only apply to institutions affected by the hurricane.
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- 1/14
What Motivates Your Customers To Buy?
by Chet HolcombSeems like a pretty simple question, right? Not really, when you dig deeper under the surface. How you answer is critical to the success of your business.
To begin, understand one simple fact: prospects and clients buy for their reasons, not yours. They could care less about your company and your mission statement or the long list of product features you so skillfully articulate.
They only care about the outcome your offer provides them. They want the benefit, the impact, the improvement, the comfort, or the security it will deliver. Most small business marketing fails to address these crucial client needs directly. Instead, they focus on the greatness of their product or service and miss what is important.
Small business marketers are often their own worst enemies. Frequently, they are not communicating on the buyer's level of motivation. They are too busy figuring out how to "sell" the product than finding out the reasons the client "buys". The problem comes down to the marketing strategy that is employed. Are you pushing your product or are you pulling the client through the marketing process?
There is a very important distinction here. Since buyers only care about their needs and take action for their personal reasons, why should they pay attention to why you think your product is so great?
When you push your products, you are essentially telling the client that they should buy from you because of your reasons. With this egocentric approach you often run into a stone wall of objections and delays. Pushing the product forces them out of their comfort zone and places unnecessary pressure on their decision making process. A relentless assault of closing techniques pushes them away from a purchasing decision on their terms.
Pulling a buyer through the purchasing process is much more effective. When you pull you are leading them to the purchase like leading a horse to water. You gently guide them through your features and benefits and come to a decision on their terms. If they resist you have not educated them enough with information to motivate them or you haven't addressed their objections sufficiently.
The buyer will only make a decision when they are comfortably satisfied your offer has met all of their purchasing criteria. As a seller, you must pull them through the process and always let them stay within the limits of their comfort zone. It's by staying within these boundaries that trust is established and a long term relationship is built with the client.
Also remember that the purchasing process is completely rooted in the perceptions of the buyer. They have ultimate control over the process, not you. Your job as a marketer is to develop all your communications to make them comfortable and lead them to the best outcome...purchasing your product or service. Always be aware of which method you are using - push or pull - and adopt it to the buyer's personal reasons for purchasing and you will enjoy continuous success.
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Chet Holcomb of http://www.internetpromotions.biz is a successful marketing expert providing advice for web marketers and webmasters on how to promote your website, or product.
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- 1/14
Biz-Tips
by Kevin Nunley5 Strategies for Selling Yourself
This is a constant debate. Should you sell your product or yourself? Of course you should always sell the product. But, your long term goal should be to sell yourself as well. Here's how to start.
Be completely comfortable with who you are. Try to change yourself too much and people will sense dishonesty.
You should have a marketing strategy, but also be willing to give free advice and referrals. If you are building a long-term enterprise, this will be invaluable as you open up relationships with your customers.
Gain a reputation of being sincerely interested in your customers BEFORE you start selling. Talk to them informally and make them remember you were there.
If you have a web site, update it often and make sure there is plenty of information. Invite people to refer to your web site for details on your products and services.
Above all, make yourself interesting to others. If you sell yourself as well as the product you will always have an eager market.
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Quote of the Day
I will never let go of either my grandfather or my grandson's hands, for what I have learned from the elders, I will teach to the young.
- Faustino Maldonado
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- 10/16
A Little Humor to Start the Week
Lunatic Cab Driver
=-=-=-=-=-=-=-=-=-=-=Jill had to grab a cab to get to a meeting uptown. She hailed one down, got in, and told the cabbie the address she needed. The cabbie turned out to be a lunatic driver, and Jill sat in the backseat clutching the door handle wondering if she could expect to survive this trip.
The cabdriver sped through the crowded NYC streets, weaving in and out of traffic. Jill watched as one pedestrian after another leapt aside to avoid being run down by her lunatic driver.
Jill looked ahead and saw a truck double parked on the narrow street. Not only did the driver fail to slow down, he actually accelerated as he approached the truck. He slipped his cab through the available space with an inch or two to spare on either side.
"Driver," Jill screamed, "Are you crazy? Are you trying to get us both killed?"
"Relax, Lady," he said. "Just do what I do. Close your eyes."
-----
Two paramedics were dispatched to check on a 92-year-old man who had become disoriented. They decided to take him to the hospital for evaluation.
En route, with siren going, they questioned the man to determine his level of awareness. Leaning close, one asked, "Sir, do you know what we're doing right now?"
The old man slowly looked up at him, then gazed out the ambulance window.
"Oh," he replied, "I'd say about 50, maybe 55."
-----
A man entered a stationery store and asked the clerk for a birthday/anniversary card.
The clerk replied, "We have birthday cards and we have anniversary cards. Why not take one of each?"
The man said, "You don't understand. I need a card that covers *both* events! You see, we're celebrating the fifth anniversary of my wife's thirty-fourth birthday..."
-----
While I was employed by a private corporation and assigned to the space-shuttle program, my job included ordering supples. One of the engineers asked me to get a new dictionary for him. The request form said, "State reason this item is needed," so I asked him why he wanted one.
I expected his answer would be "My old copy is lost" or "The cover is falling off." Instead he replied, "My edition defines spaceship as an 'imaginary aircraft.'"
He got his new dictionary.
-----
Riddle
A certain number plus ten is two less than five times that
number. What is the number?Do you know the answer? Scroll down to find the solution.
-----
Age is mind over matter.
If you don't mind getting older it doesn't matter!!?
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- 1/14
Feedback - Q&A
Dear Bob,
I've been having trouble with the problem caused by the insert key that you covered in your Tip of the Day Newsletter for ages, and have had no idea how to fix it or even where to look for help. You just saved me hours of time with that little bit of information.
Cyberkudos to you!!
Betty Winslow
-----Betty – glad to be of help. It seems that sometimes the most vexing problems, really have the simplest solutions. You just have to know where to look – which many times is the hardest part.
Bob
Answer to Riddle
Three. The Algebra equation to use is: N + 10 = 5 x N – 2
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Something to Think About
By Jan TincherSo you have your own great success picture and story in your mind that hasn't quite reached it's potential.
Why hasn't it?
Could it be because you need to try harder and work more intensely than you ever thought you could? And you just haven't done it because . . . Why?
The best thing you can do for yourself is impose, and regulate, your own self-discipline to get the job done right the first time. One thing that might help you do it is to realize right NOW that if you don't, someone will have to step in and do it, or finish it, for you. They'll do the work AND reap the rewards, the rewards you had envisioned, but didn't exercise the discipline you needed. Now, do you think you can impose that self-discipline you need to get the job done right, and get it done NOW? Great!
-----
Be a success! Let Jan Tincher, Master Neuro-Linguistic Programmer, help you! Great articles, great strategies you can implement immediately! Go here now:
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I went to a bookstore and asked the saleswoman, "Where's the self-help section?"
She said, "If I told you, it would defeat the purpose."
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That's it for now.
Best Wishes - Have a Great Weekend
BobCopyright - 2004
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