Guaranteed To Increase Sales!

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As a Publishing entrepreneur and by doing publicity for my clients, I’ve spent years studying the art of selling. The techniques that follow aren’t difficult to learn, but they require discipline and practice.

Your most important skill as a business owner is your salesmanship. Having the best product or service means nothing if you can’t get anyone to buy it, so to ensure the success of your business you must develop the ability to generate revenue – “salesman-ship”.

Here is a brief outline of 13 techniques I’ve developed for increasing sales:

1. USE THE PHONE –Absolutely the cheapest, most effective, and efficient way to find customers is by phone. Yes, “cold-calling”. Write out a script for this before you call, so you don’t sound vague. Introduce yourself, your company, the purpose of the call, and give a brief “benefit” of your product/service to the client. ”What will you do for his/her business?” Be brief, to the point, and have 10 possible objections you might get, answered in your script. This way you’re prepared for the customary “brush-off.” Always try to get a firm commitment to a meeting. This call is not to “sell” the client, it’s to get a face-to-face meeting to establish credibility – and then to sell him/her. Would you buy from a voice on the phone? No. You want to see the vendor and listen to his offer.

2. SHOUT IT FROM THE MOUNTAIN TOP – You should always be looking for new customer, and I’ve found that giving seminars, teaching, guest speaking at trade shows and organizations, or writing an article for your trade magazine or business journal establishes you as an “expert” in your field. People like to buy from experts because it reduces their fear of making a bad decision. Everyone can overcome their fear of public speaking, so find the method that works best for you and do it. As a desperate step, join a Toastmaster’s group near you or take a night course at a nearby Adult School.

3. ASK QUESTIONS – Most salespeople think that the first meeting with the prospect is the only chance to make a sale. WRONG! Before you go into your “pitch” ask questions, take notes, what are your prospects goals, challenges, etc. Helping a prospect solve a business problem creates a “win-win” relationship and closes more sales than you think.

4. AVOID “PRODUCT DUMPING” – Telling your prospect all about your product/service before you know their needs is a mistake made by 95% of salespeople. This is an inefficient selling method and upon reflection, your client will lose faith in you. I’ve met with clients on several occasions and left them with some advice and good feelings, but no sale and that’s alright. Because in the future I’m apt to get “word of mouth” referrals from them, which will outweigh what I might have made if I’d simply “sold” them a service that wasn’t an answer to their problem. Remember – nothing adds more to your credibility than a referral from a satisfied prospect.

5. KNOW YOUR NUMBERS – Selling is a numbers game, and you need to learn your “selling ratios.” How many prospecting calls do you need to get a meeting, and how many meetings to get a sale. This allows you to manage your cash flow by forecasting your sales. It also tells you how many calls are needed to increase your sales revenue.

In next week’s column we’ll continue with the 13 tips which will cover Qualifying Your Prospect and Gaining Trust to name just a few. Happy selling!

To Your Success
Cody Moya

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Ways to Identify and Tackle Click Fraud

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Identifying and tracking examples of click fraud is the first step to eradicating the problem. Click fraud is an enormous drain on the resources of advertisers operating on a national and international scale, estimated to occupy around 30% of all pay per click advertising spend. With so much at stake, its no wonder the search engines are investing so much time and effort into devising solutions.

One way in which Search Engines and other pay per click programme providers have attempted to curb the growing click fraud problem is through introducing IP address repetition algorithms. These formulae are designed to pick up on suspicious click patterns emanating from a singular IP address, which can help to uncover the existence of click farms and competitor-led sabotage, as well as identifying potential fraudsters at source.

However, there is an array of problems with this method of attempting to identify the fraudsters. Firstly, fraudsters logging on through a dialup modem, DSL line or cable modem can almost completely bypass this check, as with every new online session, a new IP address is generated. Furthermore, there is an extensive range of software available to alter IP addresses, which again can be used for ‘cheating’ the algorithm. Cookie and session tracking are other methods by which search engines can attempt to uncover potential fraudulent activity, but again there are ways around these for the fraudsters.

More comprehensive software is being developed which profiles and reports on the browsing habits of each click-through to enable companies to track and monitor suspicious behavior, although this could be seen by many as intrusive and ineffective as anything on a small scale is still likely to go unnoticed, based on the vast coverage of ads across the internet.

The problem of click fraud recently hit the headlines with a class action raised against Google, prompting Google to offer $90million as a potential settlement. Perhaps an acceptance of their responsibilities, Google’s offer goes some way to suggest the extent of click fraud, and its vast costs to the internet economy.

There are a number of self-help remedies that can be implemented to keep an organization out of trouble. The first of these remedies is the reliance on search engine optimization and organic listings. If a site is well and fully optimized, it could eventually realize a ranking that another site is willing to pay $2.50 a click for. Similarly, with organically high rankings there are no clickthrough rates, therefore the costs associated with PPC are not applicable. Although the process is significantly more laborious and takes significantly longer to see results, the SEO process is much cheaper in the long run, and with an estimated 25-30% of all clicks being performed fraudulently, an organically high listing can save money which would otherwise be drained by click fraud for more beneficial reinvestment.

Year on year, as the pay per click advertising market continues to grow and expand, surely click fraud will follow suit. Unless an effective means of preventing click fraud is developed and successfully implemented, buyers will steadily lose confidence in the advertising medium and turn to more effective, less wasteful marketing methods, which would seriously hit the search engines and could potentially threaten the online economy as a whole.

To Your Success
Cody Moya

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Do It Yourself Or Paid Copyright Searches for Public Domain Certification

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When determining whether a document is in the public domain, should you pay for the
copyright search or should you do it yourself? This is a good question, and the answer lies,
as usual, in the method.

You should find two to three solid business ideas from confirmed public domain works
(works published before 1922, or government publications, or works ‘donated’ to the public
domain). You can then use them to start off two or three income streams, and once you
have a small but steady income from your fledgling online business empire, expand by
picking up more lucrative topics that may require more research and money.

Let’s face it: No one is going to help you build a fortune by selling you the content for $27,
$47, $97 or even $197 if they could possibly use it themselves in a massive way and
generate at least $1000 per month from it. Thus, what you are getting from public domain
packages on the Internet is small stuff – works that you can use to get started, but definitely
not your final destination.

Use these packages if you feel the need (Russell Brunson’s The Lost Files and are two excellent starting points) to get a quick start, but in the end, if you
want to build a serious business, there is only one way to do it:

Do it yourself!

The fees charged by the Copyright Office are not too exorbitant ($70/hour for copyright
search and an additional $80/hour for search report certification) and subject to change –
you should contact the Copyright Office to confirm not only the rates, but also how much
time they will need for the whole process (just give them the details of the work (title,
author, etc) and they will give you an estimate.

Assuming that you have to spend $400 (a fairly high estimate) on copyright research, is it
worth it?

If you’ve followed my advice, you would only go for a business idea (and thus a potential
public domain work) if the returns were significant – say at least $1000 per month. If yes,
then the initial investment might be worth it (you would easily recoup your investment
within a month). On the other hand, if this was to be a $200 per month venture and you
had to spend $600+ to set everything up, you might want to think twice (although in the
long run you might still end up with a profit.

To Your Success
Cody Moya

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Hold a Brainstorming Session

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To start out, have a brainstorming session with yourself. Have a brainstorming
session with your significant other. Have a brainstorming session with another
marketer. Do whatever you can to get those creative juices to start flowing.

When doing your brainstorming, you want to focus on your goal. Remember that
the ultimate goal is to produce a product. The interim goal, though, is to find a
hungry market that is willing to part with some money to obtain the information
that you are selling.

Don’t limit yourself to any specific topic at this point. Anything can be a product!
Not everything might justify a nice price tag, but everything can be a product.

What? You don’t know how to brainstorm? It’s easy really. Just throw out ideas.
This early in the game, there are no bad ideas or good ideas – there are only
ideas. Break each idea apart – combine a few together – follow one idea to
another. This is what brainstorming is all about!

Now, it can be much harder to do when you are trying to create a product that you
don’t know much about. Then, topics are a bit harder to come by. Otherwise,
look around you. Try thinking of everything and anything as a potential product.

One piece of software you can use to help you brainstorm is called the Complete
Brainstorm Lab. You’ll find it at: .

If you just glanced across your room and you see a telephone, perhaps you could
find a way to turn that into an info product. Let’s brainstorm it. You could have an
ebook about using the telephone to profit. You could have a software product
that helps you use the telephone to profit. One way to do this easily is start
thinking in terms of “How To”. When you look at something, think of all of the
“How tos” that could go with it. You’d be amazed at the “gazillions” of products
that you can come up with!

To Your Success
Cody Moya

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A Checklist on Web Conferencing

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These days, no business can stand without having connectivity that’s through and through dependable and reliable. Web conferencing lets companies evolve in the technology that is available for their use, and helps businesses come up with solutions that pave the way to success. Therefore, all businesses that look for a web conferencing program should be able to scrutinize each available application that offers such a service, and check out the features and specifications. This way, businesses can determine which ones are suited to their needs.

To avoid the hassle of comparing web conferencing programs, one can go to review sites and tinker around with the showcased applications. A checklist on web conferencing makes its easier for business executives to note down all that they need from a web conferencing application, and thus creates less hassle when they shop for one. First off, knowing what they need is imperative to successfully getting into web conferencing. A few things they need to jot down should include decisions that define features and functions that will serve their purpose the moment web conferencing is implemented.

Should your business require communicating within a single location, like a conference chat in an office that requires only one server across the entire office, then much simpler web conferencing software is needed. If it entails being online and communicating through far distances, like executives conducting business deals offshore from one branch to another, then there should be ways to facilitate a meeting from one location to another to support this need. Regardless of whether they get online from some other system, members of the web conference meeting should be able to get in touch with each other. This is one major aspect that has to be ensured, as it is one of the basic factors to be considered in setting up web conference areas.

Though some people prefer web conferencing software where applications can be purchased or be downloaded and installed for a fee, there are various other ways to get into a conference without having to use special software designed specifically for web conferencing. There are various browser-based operational conferencing systems that allow just a working Internet connection and a running browser, and off you go to your web conference meting. Some require specific browsers, some demand for only certain operating systems, but there are known web conferencing outlets that can be used across any browser and any platform. Still others may prefer a good old software application that’s created and designed especially for specific needs. Such may also require hardware installation, but most only need to be downloaded and installed, apply some settings, and will automatically log members in a conference.

Clarify which kind of conferencing your business needs. Do you need video and audio? Getting a web cam included across all workstations, or just having a single working webcam across an entire room of group members engaged in an online conference should be determined. Should video be sharp in imaging and audio be distinctively clear? Or would an instant messaging system that only requires being installed and a working Internet connection suffice? These are things that also have to be finalized before looking for a web conferencing system to use.

Creating minutes of these meetings, including video, audio, and chat logs should be primarily decided upon. How the logs should be saved (by part, in chunks, or as a whole) and how it can be accessed by all members of the conference or all persons involved should be clear. The logs may be available from a central location, with a password that can be used by members of that conference for quick access; it can also be distributed across team members automatically the moment it is saved, with the corresponding contact information such as email addresses of persons that need to receive the logs already prepared. Auto saving is an integral part of web conferencing, and so this must be considered an important feature to look for in selecting web conferencing systems.

All in all, these are the things that you need to determine before choosing which web conferencing software you wish to implement in your business. Partnered with declaring how much you wish to spend on your web conferencing system, deciding factors should help one go through the task of selecting a web conferencing system of your choice. Create a checklist you can refer to, and go start looking for that system.

To Your Success
Cody Moya

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Looking Good With Autoresponders

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When someone sends an email, they would prefer to get an immediate response. Although most responses take time, customers and potential buyers prefer to get their response immediately. To give an immediate response to an email, you can use an autoresponder. They are a great way to let someone know that you received their email, and that you are taking care of their request. Autoresponder messages can be custom tailored, and look much better than simple thank you pages.

Some Internet marketers use their autoresponders to save themselves time and make their customers feel a bit more at ease until they get the time to handle the request or issue. If you set up your autoresponder in your email account, you’ll find that there are many advantages, although the biggest advantage is answering email questions and acting as tech support.

Your autoresponder can act as tech support for your business by answering any questions you receive via email. To make this work smoother, you can always add answers as you go or just include the most common preset answers in your autoresponder. If your website has a technical support page, you can include different addresses for each specific question. When a customer emails the address, the autoresponder at the other end will automatically send them the answer.

Using an autoresponder to answer your email questions can drastically cut down the amount of emails that you need to answer. Instead of having to wait on your response, your customer will get an instant reply. Customers love to get instant replies, which is one of the main reasons why autoresponders are so popular with online businesses and Internet marketing. If customers start to ask questions that your autoresponder isn’t set up for, you can easily add answers to it anytime you need to.

No matter what the question may be, you can use an autoresponder to answer it. With most autoresponders, you simply type the answer to a question or other piece of information into a text file. You can include an answer section on your website as well, where customers will ask their questions. If you set it up so that it includes a mail form, you can add several pages to the answer section. Once a customer sends the question, the autoresponder should immediately send them an answer.

For a growing Internet business, an autoresponder is a must have. If you deal with a lot of customers, you’ll find this tool to be very beneficial. No matter what type of company you may have online, an autoresponder will help you stand out in a crowd – and keep you looking good night and day. When customers email you and get an immediate response – they won’t forget it.

To Your Success
Cody Moya

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Do Entrepreneurs Need Partners?

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It is said that no entrepreneur goes it alone and has un-dreamed of success by himself. In fact, if you look at every wildly successful entrepreneur, you will see that they didn’t do everything themselves – they had a partner or partners. This is true in every market.

So my question to you is – are you trying to go it alone or are you partnering with others and in doing so allowing yourself to go farther than your own limitations?

If you’ve never partnered before or if you’ve attempted it unsuccessfully, here are some tips:

1. Figure out what type of partner you need.
Do you need a graphics partner, a writing or copywriting partner, a silent financial or legal partner, someone with technical skills, or a joint venture partner with far-reaching contacts? Before you can go any further, you need to know what you want; identify the category of partnership you’re seeking.

2. Identify your own weaknesses.
Maybe you procrastinate, don’t care to micro-manage details, or you’re an ideas-man. Look at plugging up the holes where you’re weak. Find partners who are strong in what they do best so they can compliment what you do best.

3. Determine your goals, your USP, your values, and decide what you’re not willing to compromise on. Ideally, you want your partner(s) to share your values and work ethics.

4. Look first at your business contacts and determine if any are a good match-up with you and your plans. You’ll never know if they’re interested in partnering with you unless you ask. You may need to actually do some recruiting to find partners. In that case, you can ask business acquaintances you respect, ask on business forums, and look through social media sites such as LinkedIn.

5. Make the right offer. Don’t try to be cheap, give the partner their fair share. If they feel they’re not getting paid what they’re worth, be it through salary or a percentage of profits, they’re not going to put out 100%.

6. Be clear and honest up front with the potential partner and ask them to do the same. If you don’t see eye to eye about the direction of the project or the time frame, etc., you need to decide whether these differences matter to you both or if they can be worked through. Above all, you want total commitment from partners and if they can’t, it’s best to find out up front.

It’s not always easy to find the right partner(s), but take the time and put in the effort required to find people who will help you take your business to the next level and beyond. It’s worth it.

To Your Success
Cody Moya

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So You Think You Can’t Write an Ebook?

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There are several reasons why an Internet marketer should have his own ebook product. With his own product he can have total control over pricing and what can be done with the product. He can change it as he sees fit or update it as the market changes. He becomes a product creator, which can give him a confidence boost. He can also be considered an expert on the topic he created the ebook about.

So how do you go about creating an ebook?

Start off with finding a niche of people who are buying. These people have a problem and they’re willing to spend some money to find a solution. You’re going to give them something to buy – an ebook with the solution.

Next, do some research on your chosen topic so you sound like you know what you’re talking about. Your research can include articles, such as EzineArticles, short reports, and other ebooks on the subject. Take brief notes but make sure you’re not copying anything from the material you’re looking at. You do not want to plagiarize. Plus you want your ebook to be original; filled with everything you know on the subject and from your unique angle.

Once you have the topic picked and you’ve done your research, it’s time to organize your ebook. An outline of some sort is a must. The structure of your ebook is typically: Introduction, chapter 1, chapter 2, chapter 3, etc., and the conclusion with further resources. Decide what each of your chapters will be about, putting them in a logical sequence.

Now take each chapter heading and write. If you are intimidated or overwhelmed, treat each chapter as if you were writing a 400 word article. That’s not so bad, is it? Thinking of it that way makes it much easier to tackle.

In each chapter you can add tip boxes, little story examples, screenshots, and/or graphics.

After your chapters are written, take some time to write the introduction and conclusion pages. The introduction may have some brief personal information about you – why you’re qualified to write on this subject or how knowing this info has changed your life. The conclusion is a good place to refer people on to bigger and better information, preferable through your website, product links, or affiliate links.

Pick a font that’s easy to read, such as Verdana 11 px and set your paragraph spacing to 1.15. If you go bigger, people will accuse you of trying to inflate the number of pages of your ebook.

Proofread your work! You don’t look much like an expert if you can’t keep the typos and bad grammar in check. If English is not your first language, hire a proofreader to set it all straight. Run the ebook by someone you trust before you go live with it and ask them to catch any mistakes they run across.

Writing an ebook seems like a daunting task until you put it into ordered steps and take them on one after the other. Spend time finding the right niche and topic first, and you will be rewarded with sales later.

To Your Success
Cody Moya

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10 Tips for Being a Better Seller

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If you’ve got this far, you’ve got the basics of eBay. There are a few things left, though, that you might not have thought of trying. Quite a few of these tips go against the advice many give for eBay selling – some are a little risky and some are just odd. They’re all worth a try, though, and I’m sure you’ll find at least some you want to keep using.

1. Keep more records. It might sound time consuming, but you’ll actually find it easier in the long run – less time spent trying to figure out which item that cheque you got this morning is for.

2. Post without payment. Don’t even wait for payment to clear! That might sound risky, but it’ll mean that the buyers get their items more quickly – for small items, you might find it worth the occasional loss to give such quick service.

3. Post every day. Once you start shifting a high volume of items, go and post them every day – again, they’ll get there more quickly, making your customers very happy. The best way to do this is if you have items small enough to drop in a postbox.

4. Encourage an auction mentality. Don’t have a Buy it Now price, and make it very clear when it’s the last or only stock you’ll be getting in. Always refer to winning bidders as ‘winners’.

5. Mention every defect your item has. Now why would you do that, you might ask? The answer is that it builds credibility: the small hit you take from the slight flaws is nothing compared to the big boost in trust you get for admitting it. People bid more when they trust the seller.

6. Say how you got the item. Don’t be afraid to go off on a tangent and give all sorts of fun details of how you got hold of what you’re selling – it gives your auction character and, again, builds trust.

7. Accept odd payment methods. Sooner or later you’re going to get a buyer who wants to pay by sending cash in an envelope, or something equally unusual. Why not let them? Be flexible.

8. Don’t be afraid to sell low. Let the occasional item go for a really low price to a good buyer. You might only just break even on the item, but the person who got that bargain will be back again and again.

9. Give free shipping for a certain number of orders, or orders over a certain amount. People might buy something else they don’t want as much, just to get the free shipping. (Amazon use this strategy to great effect).

10. Ship worldwide. Take the time to investigate the prices, and be nice to international customers – imagine how much you’re expanding your market. That’s not to mention the effect of people bidding highly for items that are rare in their country.

Another way to make it easier is to be a better seller is to use some of the many third party eBay tools that are available. The next email will take a look at a selection of tools you might find useful.

To Your Success
Cody Moya

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What Is Social Networking All About?

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There are many different reasons that social networks exist. Likewise these social gatherings serve many purposes for those who use them.

If you consider yourself Internet savvy, then you probably already have a pretty good idea what social networking is. Whether you are that savvy or just getting introduced to the Internet, social networking web sites are increasing and doing quite well for the network creators as well as those who join them. So what exactly is social networking and what’s it all about? Read on as we explore this phenomenon.

A basic definition of social networking is paramount to understand what it’s all about. A broad definition is the gathering of people in an online community for the purpose of sharing interests and activities together. This leaves a world of possibilities when it comes to what social networking is all about.

This may speak for itself on the surface but actually socializing is one of the primary ways that we communicate with each other. And thanks to the Internet, it is now possible to socialize on virtually whatever level you desire with people from all walks of life. Networks exist for every interest; from the simply frivolous to the absolute essentials. And because the Internet affords a level of anonymity that many people appreciate, this electronic form of socializing can be intimate, therapeutic, confidential and just plain fun.

This normally brings to mind the idea of people gathering together to create a group of people with a common goal such as finding jobs or raising funds for a charity. Today the Internet connects people from around the world into social networks for sharing pictures, blogs, live chats, instant messaging, emailing and virtually any other social idea you can come up with.

Here are opportunities to promote products and services through exposure that comes with belonging to a social network. You’ve probably seen the advertisements that are placed on the pages of social network members. Additionally, when you have the necessary coding, you can place their notices on the pages of other members. It has become one of the greatest ways to get affiliate sales by marketing your business on every available social network.

SEO (Search Engine Optimization)
Many website owners are turning to social networks to gain added SEO with general information about a particular subject. These articles can be placed as blog comments or stand alone pieces that must be placed in the applicable forums. With the proper use of certain key words placed as back links in the articles, an article can create a wonderful search engine placement benefits for those working to generate new customers and increase profits.

It may be overstated but with so many pressing situations being broadcast in the media, the opportunity to connect with others in a social setting such as the ones that social networks provide is fun. After a hard day at work or searching for work, there is plenty of pleasure to be derived from sitting down in front of the computer and finding several messages from friends in your social network. Whether it is games such as role playing or sharing such as how-to features, the fun aspect of social networking can relieve stress and provide hours of enjoyable time online.

So if you have not joined a social network yet, go to your favorite search engine, and search for some social networks related to your interest. Find one that you are comfortable with, one that looks active, and join the crowd!

To Your Success
Cody Moya

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