Internet Tip of the Week
by Bob Osgoodby
by Bob Osgoodby
Today is Saturday, November 4, 2006
It is 308 days since the first of the Year
There are 57 days left in the Year, and
There are 50 days until Christmas
Today is . . . Will Rogers Day (Oklahoma)
On this date . . . 1st Sadie
Hawkins Day (Lil' Abner; 1939)
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- 2/4
In this Issue
** Internet Tip of the Week by Bob Osgoodby – Broken Dreams
** In the News – Study Shows Evidence Of Web Addiction
** Featured Article - Starting Your Own Home Business! by Terri Seymour
** Biz-Tips by Dr. Kevin Nunley – Closing a Sale
** Humor to Start the Weekend – Danger! Do Not Touch!
** Something to Think About by Jan Tincher
- 11/23
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Internet Tip of the Week
by Bob OsgoodbyBroken Dreams
While the stock market and the economy on the whole are on the rebound, many companies are still struggling and are cutting costs. They have decreased benefits, and even laid off employees. Many of those who lost their jobs, will try their hand at doing business on the Internet.
It seems however, that lately I've been hearing a great deal about the difficulty of doing business online. Put aside the talk about the hype and the scams. They existed even before the Internet was commercialized. There is a whole new crop of the uninitiated who fall for promises of earning millions. Fake email addresses, spam and broken dreams will continue to abound until either legislation forces them to do business ethically, or the well of suckers dries up which is doubtful.
Sounds pretty negative doesn't it. Under other circumstances, it would be enough to put someone off trying to do business on the net. But let's look at the positive side. I don't know about you, but I've met some pretty fine people on the web. They are honest, hard working and a pleasure to do business with. While there are a few "bad apples" (and aren't there offline as well), it's amazing how many friendly, helpful people there are out there.
In the early nineties, before the entrepreneurial invasion of the Internet, the only game in town was the proprietary Bulletin Boards such as run by Prodigy and Compuserve. Anyone who "dared" become commercial was summarily banned from the Boards, and "blacklists of offenders" were actually shared between the Board Moderators. But, as commercialism crept in, and the old Bulletin Boards went the way of the dinosaurs, a whole new strategy started to evolve.
People have learned that you don't have to create something new or re-invent the wheel to make money online. You can join an affiliate program to get started with a minimum of capital, and a decent income can be made. But the old saying "there's no such thing as a free lunch" is even truer today, and the scamsters are quick to try to separate you from your money.
If you do find a good opportunity after doing "due diligence" research, you can't just sit back and make big deposits in your bank account. Like any business, it has to be marketed.
Sure, you can advertise online for free, but except for isolated instances, there is a catch. Forget the FFA (Free For All) sites where you can post a free ad for your business. They get thousands of submissions hourly, and most only keep the latest hundred or so current, so your ad has a life measured in seconds.
How about the free ads you find in newsletters? If the newsletter has content and a decent subscriber base, they are a great deal. However, many times the only subscribers who receive it are those placing the free ads. Once they check to see if their ad is there, they "click away" and don't even see anything else.
While you might not immediately learn how to advertise your business, you quickly learn how not to. Email spamvertising is simply a waste of time and money. If it is annoying to you, and you are summarily delete them, why waste your money on a similar campaign.
Forget about the "personalized web pages" supplied by the parent company with your name on them. They are over worked, over used, and over tired. Seen one, you've seen them all.
Those who want to do business on the web, and are succeeding, are evolving into a whole new breed of entrepreneurs. They learned from the mistakes that are being made, and have developed a business plan that is working.
So, what is the secret. It really isn't a secret, and it is as obvious as the nose on your face. People are not stupid, inexperienced maybe - but not stupid. Treat them with the same courtesy and respect you would like to receive, and you will be amazed at the results. Advertise in Ezines that have a decent subscriber base, and are geared toward your target market.
Unfortunately, many would be entrepreneurs don't take their business seriously, and will fail. This is not something you can do when bored, and there is nothing good on TV that night. If your bottom line is to succeed, you must take your online business seriously, and the returns you receive will be in proportion to the effort you exert, and you won’t experience the agony of “broken dreams.”
FYI -----
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In The News
Google Pledges To Take Youtube Straight
Google, which recently announced plans to purchase YouTube for $1.65 billion, is reportedly working to move the video-sharing site from a source of frequent copyright violations to a service that compensates copyright owners for material that appears on the site.
Some analysts said that the only reason YouTube has not previously been challenged is that it had little cash. With Google behind it, the operation becomes a much more lucrative target for copyright enforcement efforts. YouTube has developed technology to address copyright infringement issues, but Google is also said to be in talks with major media outlets to come to an arrangement under which their content can be used in exchange for a share of ad revenue.
CBS, NBC, News Corp., and Time Warner have reportedly all been approached by Google to negotiate over content.
Stupid Quotes
Reports that say that something hasn't happened are always interesting to me, because as we know, there are known knowns; there are things we know we know. We also know there are known unknowns; that is to say we know there are some things we do not know. But there are also unknown unknowns - the ones we don't know we don't know.
- Donald Rumsfeld, US Secretary of Defense
Be My Guest
by Kelley RobertsonIn recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests, which has been the norm in the hospitality industry for decades. Many restaurant chains as well as car dealerships and airlines have even taken to using this term.
A simple word like “guest” versus “customer” can make a dramatic difference in the way we perceive the people who pay our salaries. A customer is someone who makes a purchase. A guest, on the other hand, is someone we welcome with open arms and look forward to interacting with. A guest is more of a friend, someone we will treat with dignity and respect.
I'm not suggesting that you immediately begin calling all of your customer’s guests. What I would like to introduce to you is the GUEST model of selling. GUEST is an acronym for a five-step sales process.
1. Greet your customer. 2. Uncover the customers' needs. 3. Explain your product or service. 4. Solve their objections. 5. Tell them to buy.
Many sales-based organizations have their own sales model or structure. The GUEST model is designed to fit into most sales cycles. These five steps are the key components to all successful selling. The majority of sales people don’t follow any structured process, preferring to allow the sale to flow naturally. I've heard objections, excuses, justifications and rationalizations for this, such as:
“You can’t follow a structured process.” “Customers just take control of the sales process.” “It takes too long to go through a process like this.” “I'm too busy.” “I've done it my way for years and I've been successful.”
The list could go on and on. In fact, I could probably write a book just listing the excuses I've heard from salespeople. Here is the point. The GUEST process works. Ultimately, you need to take control of the sales process. If you don’t, the customer will, which is what happens in approximately 80 percent of all sales transactions.
News flash! People will not buy from a sales person they don't trust, don't like, or who doesn't show confidence. I have known sales people with a tremendous amount of experience and knowledge who can’t close the number of sales they are entitled to because they try too hard.
Here's a typical sales story. The customer is considering a particular product or service. The sales person launches into a canned pitch about the product. The customer asks some questions and expresses some objections. The sales person tries to overcome or defend the objections. The process ends with the customer saying, "I’ll think about it?" Why didn’t the sales person get the sale? The reasons are simple.
The sales person did not ask the customer any questions. The sales person delivered a rehearsed presentation instead of focusing on the customer's needs. The sales person did not gather sufficient information to overcome the customer’s objection. The sales person did not give the customer a reason to make the purchase!
The GUEST approach of selling addresses each of these issues. The key is to concentrate on the process rather the outcome. If you work through each step instead of trying to close the sale you will increase your closing ratio. Too many salespeople work hard to close a sale because they need to reach a certain level of sales to earn commission, their boss is hounding them to close a deal, or they haven't reached their sales quota. The result is a desperate attempt to get the customer to part with their hard-earned money. These customers feel threatened, manipulated, coerced and often don’t make any purchase at all.
On the other hand if a sales person concentrates on the sales process the customer will be more relaxed, feel more comfortable and will be more likely to buy. In my workshops I encourage sales people to allow the sale to progress naturally. I instruct them to pay attention to their customers instead of focusing on closing the sale. This runs contrary to most sales training where the emphasis is on closing the sale or dealing with objections. My philosophy is that the sale will happen when you put all five components together in a relaxed, comfortable manner.
During the sales process the average sales person spends the bulk of their time in a non-active, passive role – waiting for the customer to ask questions and responding to objections. It's no wonder people aren't anxious to make a purchase.
The GUEST model of selling suggests investing most of your time asking questions to learn as much about your customer as possible. This enables you to then adapt your sales presentation to address what is important to each customer.
When done properly, this will eliminate many objections. Unfortunately, most sales-people either don't understand this or refuse to believe it. Most still feel that they have to skate quickly through the qualifying process to ensure they have enough time to deal with and overcome objections.
A business acquaintance of mine works in advertising. When I approached him to produce a training video he began asking me questions to fully understand what I needed and wanted in a video. Because he took the time to learn about my business needs, I immediately saw the value in this $45,000 investment. Not once did I express an objection about the cost because he demonstrated the value while he uncovered my needs and presented a solution. He made sure that he positioned himself and his company as a problem-solver and a solution- provider.
Stop treating your customers like a pay cheque and view them as guests to your business. This may sound awkward and initially difficult to comprehend particularly if you have been accustomed to using aggressive selling tactics in order to close a sale. However, you will soon notice a difference in the way your customers respond to you. In return, they will be more willing to part with their hard earned money.
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Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service, and employee motivation. Receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his free newsletter available at his website. Visit www.kelleyrobertson.com. He is also the author of “The Secrets of Power Selling” and “Stop, Ask & Listen-Proven Sales Techniques to turn Browsers into Buyers.” For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.
Trivia
Richard Milhouse Nixon was the first US President whose name contains all the letters from the word "criminal." William Jefferson Clinton was the 2nd.
Biz-Tips
by Kevin NunleyNetworking With Business Cards
Recently I opened a new music venue in Salt Lake City. It's a small place where local bands can play and fans of all ages can get in for cheap.
Right away people were coming in telling us what a "cool" idea the venue is. I found myself passing out business cards right and left. Some customers wanted to remember our web site address. Others were musicians wanting our phone number for later reference.
In the process of taking to people and handing out cards I met several folks who could be of help to us. One, a designer with terrific ideas for our decor, wrote her name, number, and slogan on the back of one of my cards and handed it back to me.
Have a wad of cards handy when you find yourself in a group. Don't try to sell, just pass out your card with an invitation to call or email.
Collect other people's cards, organize them, then call a week later to pick up the conversation again and ..this time...do some selling.
If you're a bit on the shy side, like I am, hold a drink. A soda or bottle of water is fine. It can make talking to people easier. In restaurants, clubs, and many meetings, holding a drink is perfectly acceptable and often puts the other person at ease as well.
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DrNunley's Free Advice! Need help or ideas to promote your product, service, or idea to greatness in 2003? Call or email now for free advice from Kevin and his staff of friendly experts. (801)328-9006. mailto:kevin@drnunley.com Read his 10,000 marketing ideas at http://DrNunley.com
Quote of the Day
Only those who will risk going too far can possibly find out how far one can go.
- T.S. Eliot
- 2/4
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A Little Humor to Start the Week
Glasses
=-=-=-=-=The blonde went to an eye doctor to have her eyes checked for glasses. The doctor directed her to read various letters with the left eye while covering the right eye.
The blonde was so mixed up on which eye was which that the eye doctor in disgust took a paper sack with a hole to see through, covered up the appropriate eye and asked her to read the letters.
As he did so, he noticed the blonde had tears streaming down her face.
"Look," said the doctor, "there's no need to get emotional about getting glasses."
"I know," agreed the blonde, "But I kind of had my heart set on wire frames."
-----
An American was visiting a quaint country village, and got talking to an old man at the local pub.
"Have you lived here all your life, Sir?" asked the American.
"Not yet," said the villager wisely.
-----
Three Blondes were all applying for the last available position on the Texas Highway Patrol.
The detective conducting the interview looked at the three of them and said, "So y'all want to be cops, huh?"
The blondes all nodded.
The detective got up, opened a file drawer and pulled out a folder. Sitting back down, he opened it and pulled out a picture, and said, "To be a detective, you have to be able to detect. You must be able to notice things such as distinguishing features and oddities, such as scars and so forth." So saying, he stuck the photo in the face of the first blonde and withdrew it after about two seconds.
"Now," he said, "did you notice any distinguishing features about this man ?"
The blonde immediately said, "Yes, I did. He has only one eye!"
The detective shook his head and said, "Of course he has only one eye in this picture! It's a profile of his face!
You're dismissed!"
The first blonde hung her head and walked out of the office.
The detective then turned to the second blonde, stuck the photo in her face for two seconds, pulled it back and said, "What about you? Notice anything unusual or outstanding about this man?"
"Yes! He only has one ear!"
The detective put his head in his hands and exclaimed, "Didn't you hear what I just told the other lady? This is a profile of the man's face! Of course you can only see one ear!! You're excused too!"
The second blonde sheepishly walked out of the office.
The detective turned his attention to the third and last blonde and said, "This is probably a waste of time, but..." He flashed the photo in her face for a couple of seconds and withdrew it, saying, "All right, did you notice anything distinguishing or unusual about this man?"
The blonde said, "I sure did. This man wears contact lenses."
The detective frowned, took another look at the picture and began looking at some of the papers in the folder.
He looked up at the blonde with a puzzled expression and said, "You're absolutely right! His bio says he wears contacts! How in the world could you tell that by looking at his picture?"
The blonde rolled her eyes and said, "Well, Helloooo! With only one eye and one ear, he certainly can't wear glasses."
-----
In a country home that seldom had guests, the young son was eager to help his mother after his father appeared with two dinner guests from the office.
When the dinner was nearly over, the boy went to the kitchen and proudly carried in the first piece of apple pie, giving it to his father, who passed it to a guest. The boy came in with a second piece of pie and again watched his father give it to a guest.
This was too much for the boy, who said, "It's no use, Dad. The pieces are all the same size."
----------
"Don't regret growing older.
It is a privilege denied to many."
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Stupid Signs
Our motto: We promise you the lowest prices and workmanship.
- Outside a furniture shop
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Something to Think About
By Jan TincherTo be wealthy you need what is known as Money Consciousness.
Think wealth. Get the picture of what you want in your mind, and keep it there.
Feel as though your wealth is in the next room, and all you have to do is go there and get it. The minute you have that total feeling, it begins to take on the form of belief. Once you have that belief, you attract the power to obtain your desire.
Why does this work? Because like attracts like. If you feel you lack financial abundance, what are you attracting? Lack. Somewhere along the line you have to change your mind so that you can attract wealth. Start working on that today.
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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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Daffy Definitions
AVOIDABLE (uh-voy'-duh-buhl'):
What a bullfighter tries to do.
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That's it for now.
Best Wishes - Have a Great Weekend
BobCopyright - 2004
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