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ARTICLE: Explaining Your Product or Service to Online Customers
by Kimberly Clay


How can your product or service best be explained to the customer in a simple and concise manner?

Previously in an article series on website development, I've talked about selecting one message or theme to be communicated to customers as a means of defining a website, and considering the customer's perspective in terms of how the website is developed and presented. Today, I'd like to discuss how your product or service can be explained to your customer simply and concisely.

Let's ask this question. When you're surfing the 'net, how long do you want it to take at any particular website for you to figure out if the website has what you're searching for? Not long. In my experience, the time you have to grab a visitor's attention and interest in your website, product or service is somewhere between 30 to 35 seconds. When potential customers are surfing the Internet, you only have a matter of a few seconds to get their attention and convince them that your website has something that's worth more than a cursory glance.

Some webmasters attempt to accomplish this objective by using a lot of "bells and whistles", flashy things or goodness forbid, music. Things like electronic greeting cards, screen-savers or free email services are just a few of the tools used to try and get potential customers to stay at a particular website for longer periods of time. It's affectionately called making your website "sticky". And there's nothing inherently wrong with any of those methods, unless the purpose of your website is to sell vacuum widgets to your customers. If that's the case, your customer will be little interested in anything other than the smooth, efficient and economical operation of their vacuum equipment, and the products or services that will help them to accomplish that. But, back to our subject.

Your objective then, is to get your customer's attention and communicate to her simply and quickly what your product or service is and how its purchase will benefit her. This is best accomplished by utilizing the basic question model employed by journalists in developing a news story: Who, what, when, where, and why? For your purposes, you'll only need to answer three of these: Who, what, why?

"Who" explains who you are or who your company is. This gives you an opportunity to demonstrate either yours or your company's experience or expertise in the area of the customer's interest or concern. "What" explains your product or service, and provides you with an opportunity to highlight for the customer its features. "Why" explains the benefits of using your product or service, and also offers an opportunity for you to distinguish yourself and your product from the competition. By answering these three questions, you can completely but briefly give your customer enough information to determine whether or not they're interested in what you're offering.

Another thing that's important to remember when introducing your business, product or service to potential customers, is to communicate with the customer as if you're sitting down and having a nice conversation. No one wants to feel as if they're reading a novel or trying to unravel Shakespeare. In fact, it shouldn't feel to them as if they're reading at all. It should feel as if they're involved in conversation. Keep things simple, concise and uncomplicated. If you choose to use humor or wit, that's great because it can keep the interaction interesting and engaging for your customer. Just make certain that you have the talent to be humorous or witty. Otherwise, you may appear disingenuous and your customers may be turned off.

These are just a few thoughts and ideas to keep in mind when presenting your offering to potential buyers. Be respectful of people's time and make them feel it was worth their while to visit you. Be informative, helpful and brief. Then, if they're interested in what you offer and want more details, they'll stay on your site willingly. That's great for both of you, and most importantly, will likely cause them to return to your website and also to tell others.

To Your Success!


Copyright © Kimberly Clay
-------------------------------------------------------------
About the Author:
Kimberly Clay is a Internet business consultant providing assistance for budding entrepreneurs interested in establishing a business or building wealth from online income. She invites you to explore her site, GetMyWealthNow.com for expert information on developing an online enterprise and making money online.
http://www.getmywealthnow.com

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ARTICLE: Getting The Most From Your Customers
by Dan Brown


Business on the Net is a fast paced proposition. Net entrepreneurs are looking for the edge that will take their business to the next level. Who doesn't want more business, right? Here's a simple yet POWERFUL idea for increasing your income.

As business people we look at many propositions that will help us take that next, much desired growth step. We hear that we must "brand" ourselves and be easy to do business with. The list of ideas goes on and on.


THE GOLD MINE IN YOUR BACKYARD

Many people overlook how hard (and expensive) it is to create a new customer. Yet, we focus most of our time and energy in just this area, thinking that if we just could get more customers we would achieve our goals. But what about getting more OUT OF your customers?

If you have been around for a while you have a customer list. That list is GOLD. Please understand that I am NOT talking about renting out your customer list of email addresses. What I AM talking about it approaching those customers, who know you and trust you already, with a totally new and different product.

Why should we limit ourselves to selling only one type of product or service when by adding an additional item to our current offerings we can TAKE ADVANTAGE of the relationship that exists now? Will your customers resent this move? Not if you do it with some style.


HOW TO DO IT

One of the keys is to choose a product or service that COMPLIMENTS what you already do. Whatever your product or service is, think through what your customer is likely to buy based upon purchasing your product.

If you sell shoes, someone is going to sell them socks and it might as well be you. Not only will you increase your revenue but you will encounter less sales resistance and show your customers that you are thinking of them.

Another method is to choose a product or service that CONTRASTS what you sell now. If you normally sell a business related product come back at them with a personal product. Why should they NOT buy it from you? You have proven yourself as honest and dependable; now cash in on that hard work.


DON'T BE AFRAID TO ASK

One final word. Your customers decided to trust you when they bought what you sell. Capitalize on those good feelings and ask them for their feedback on what you have in mind. This is by far the most powerful, yet virtually free, market research available in the land. Use it wisely and your EXISTING CUSTOMERS will tell you both what they want to buy and when they want to buy it.

All you have to do then is step up, fill the need, and go to the bank.



Copyright © Dan Brown
-------------------------------------------------------------
About the Author:
Author Dan Brown has been an active in the internet community for the past 4 years. Dan currently is working with The Paid Surveys Report, introducing a very successful paid surveys database. http://paidsurveysreport.com/
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ARTICLE: How To Find And Sell to Your Small Business Niche
by Robert Moment


Any given market in its entirety is simply too vast for any business but the largest of corporations to properly undertake. Therefore, the most lucrative strategy for smaller businesses is dividing the potential demand into different manageable market niches, from which you can offer specialized goods and services, for attracting a specific group of those prospective clients.

There are, without a doubt, some types of products or services for which you are particularly suited to providing. Have a good look at the market, and you will be certain to find some ideal opportunities.

So what does finding a niche really mean for your small business? Identifying your small business niche means that you are discovering a distinct corner in the market, for your business to provide to a certain specific customer interest - and then capitalizing on it. It means that you find that one special spot within the business world where you stand out the most.

Now that you know exactly what a niche is, there are certain things that you need to find out about yourself and your small business before you take a look at that ever-reaching industry you’re looking to tackle.


Ask yourself:

* What is my company good at/what am I good at? When you answer this question, have a good look at your skills, and those within your current business. Find the areas in which your strongest skills lie, and list them. You may be surprised at what you discover. Performing this type of inventory really brings out the strengths as well as the potential of your business.

* What do I enjoy doing? What are the things that you love to do the most both in a business scenario, or even when there is not a profit available. The best place to start looking, is at your hobbies. These are the things that you enjoy the most, and into which you’re likely willing to invest a fairly significant amount of money. Therefore, you can potentially translate this particular passion into profit. This will not only make your business a more enjoyable venture, but it will also provide you with additional stamina and focus, which is crucial in starting a new business, or redirecting the focus of an existing business.

* What is needed? Now that you know what you can do well, and what you like to do, it’s important to assess these things with regards to what customers are willing to buy.


To find out what is needed, you’ll want to look into your potential customers, you’ll need to examine what is already being purchased, and consider trends for the future. Sound daunting? Actually, it’s simpler than you think.

As you research a niche for your own operation, perform a market survey and contemplate its results in order to discover the areas which have already been adequately saturated by your competitors. Place all of the gathered information into a table or a graph in order to illustrate where openings may exist for your products or services. Concentrate on finding the proper arrangement of products, services, quality, and price, in order to be certain that competition is as indirect as possible.

Regrettably, there is no universally guaranteed strategy for making those comparisons, however, the more thorough your examinations of the marketplace, the more accurate, practical, and successful your factual information and your “gut” instincts will be. The reason for the lack of a cast iron formula for discovering where competition is the most thin is due to the vast range in the desired attributes within any industry, as well as a certain imaginative element which simply cannot be formalized. There needs to be a proper balance between competition, and actual client interest in your product or service.

As you brainstorm for fantastic small business niche ideas, keep in mind that the heart of any successful venture is providing a product or a service that will be purchased in quantity by others. To do this, you will need to satisfy the needs of your target market, and in return, your target market will keep your small business healthy, happy, and (best of all) profitable.

By designing a quality database (or having one designed for you by a professional in the industry), you will be better able to sift through all of the market information available, in order to make a qualified decision about particular market segments which may not otherwise be obvious.

For example, do clients within a certain geographic region, or government agency or department typically buy products combining high quality and high price, or does that area look for the more “economical” choice? Do the customers from the market niche that you are considering tend to utilize customer service opportunities on a more regular basis? When you have the answer to these questions, you will be able to custom-tailor your business to meet the needs of that niche, making your business the obvious choice.

But where does one find all of this spectacularly handy information? The Internet is a natural, and highly effective solution. The Internet has become possibly the most broad and valuable source of current information for today’s small business. If you were a corporation, it would be easy to simply hire a team to discover the proper niche in the market for your business, however, as a small business, certain financial limitations step into place. Therefore, the Internet provides you with a tool to somewhat level the playing field. You can take all the information gathered by corporations, large companies, small enterprises, and home businesses alike, and apply them to your own business in order to discover what the world has to offer you.

Information about almost any product or service available around the globe is simply a mouse-click away. Brainstorm, ponder, and research all of the questions that can be relevant to your market, and then use the Internet to narrow down all of the information.

Remember, though, once you do target a new niche market, make certain that this niche doesn’t conflict with your overall business plan. Your niche has to be within the realm of possibilities for your company and your potential.

Finding your own little niche in the enormous marketplace is a fantastic way to maximize the success potential of your small business. Primarily because your largest direct competitor... is you!



Copyright © Robert Moment
Sell Integrity http://www.sellintegrity.com/
-------------------------------------------------------------
About the Author:
Robert Moment is a successful master business and success strategist and author of "It Only Takes a Moment to Score", which is currently available at Amazon.com and Barnes and Noble. Robert show entrepreneurs how to avoid becoming a statistic and turn their ideas into wealth and have FUN !
Grab a copy of his Free Special Report, "17 Profitable Ways to Turn Your Content into Money".
Visit: http://www.sellintegrity.com


**

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In fact, selling may turn-off a prospect who was ready to buy. So if you can't SELL, what you can do is TELL. In order to tell you about my product or service:

I get your attention...
I build rapport with you...
I explain what’s in it for you...
I tempt you by appealing to your emotions...
I create a verbal picture that teases your desires...
I demonstrate how my stuff can easily solve your problems...
I can prove to you that there’re a lot people just like you who have bought and are very happy with my stuff...
I make you an absolutely irresistible offer...
I describe a deal where you risk nothing, and yet stand to gain a great deal...
I handle every single one of your objections...
This is exactly what you've gotta do when you’re writing a sales letter. Don’t apply pressure and don’t bully your prospect with force. Use a little finesse instead. Don't force it -- romance the hell out of it.

Here’s what most people are looking for in one way or another:

More money
More free time
More respect
Better physical health
Better mental health
Less stress
Remember, people buy what they WANT, not what they NEED.

The lesson: People CAN be convinced, when the facts are explained, when the risk is taken away, and when their deepest, most selfish desires have been tickled and nurtured and seduced.

An irresistible offer is an "invitation" that is so clearly compelling, so powerful, and so obviously attractive that no one in his/her mind could refuse.

That's the kind of offer you want to make, too.

"Whip Up An Immediate Buying Frenzy"
Here's a mathematical formula you need to know: Delay = Lost Sales. And here's the flipside: Fast Action = Big Money.

Overload Your Prospects With Bonuses

A Bonus on Bonuses: whenever you add bonuses to your offer... you must work just as hard selling the bonuses as you do selling your product or service!

We talked earlier about the best bonuses having a high perceived-value. That doesn't happen by magic. You must build the value in the mind of your prospects... tell them the worth -- financial (tangible) and emotional -- of EACH bonus item and what’s special about them individually and collectively...

Make Your Offer As Risk-Free As Possible

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“rework” your copy to make sure it squeezes every ounce of potential profit from your existing traffic?

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If you're a small business owner, YOU are your brand.

That means you must sell yourself as well as your product or service.

You've got to be your own full-time marketing campaign 24 hours a day... because nobody else will!

Lesson #1 - Too Much Is Never Enough

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Tuesday, September 09, 2008

I had an interesting experience recently, in which I got to play the role of a "secret shopper". My wife's friend is the manager of a store (I won't say what store or what type of store in the interest of anonymity), and she asked us if we would go to the store and evaluate the employees working that particular shift. Have you ever used a "secret shopper?"

She gave us a checklist that was several pages long, which consisted of all of the things that employees are expected to do regarding customers - greeting us at the door, wearing name tags, proper assistance, and things of that nature. Naturally I thought the experience would make for a good article.

As a business owner, particularly if you are in some form of retail business, you may not always be around. Your employees might be at the top of their game when you're there, but how can you be sure that this continues when you're not?

Getting someone to participate as a secret shopper could give you the insight you need for evaluating employee performance. There are programs out there that will connect businesses with secret shoppers, or you can just get someone you know to do it if they are willing.

Breach of Trust?

One downside to this approach is the possibility of losing the respect of your employees. If you do engage in a secret shopper situation, it is probably best that the employees never find out about it. They will not appreciate being spied on, and no longer trust you. If your employees can't trust you and/or respect you, they're not going to be happy working for you, and will quite possibly begin looking for another job.

You're Running a Business

Still, you're running a business. While the employees who know they are doing a good job would be peeved at the idea of a secret shopper, the ones who know they've been slacking may take the results as a needed wake-up call. The secret shopper project should be kept secret, but let the problem-employees know that you know what is going on. The amount of subtlety you apply is up to you.

If you do use a secret shopper and all of your employees pass the test with flying colors, reward them. Even if they don't know why you're rewarding them, you can show them that you appreciate the work they've been doing, and they will surely respect that.


Interested in becoming a secret shopper and making money doing it?
About the Author:
Chris is a content coordinator and staff writer for SmallBusinessNewz and the iEntry Network. Subscribe to SmallBusinessNewz RSS Feeds.

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Want to Boost Your Readership?

By Chris Crum - Wed, 08/27/2008 - 1:26pm.

Get off to the right start...



Article marketing can be one of the most effective forms of Internet marketing, whether you write for established publications, have your articles syndicated across content networks, or simply maintain your own blog. The strategy is worthless however, if you can't keep the readers' attention. On the Internet, attention spans are shorter than anywhere due to the sheer amount of options for obtaining information.

Tips for Capturing Reader Interest

In other words, if you can't make your own writing stand out to some extent, you're not going have much success from it. Doug offered some good tips the other day, such as aiming for a conversational tone, using bulleted lists, and keeping the number of words per page fairly small.

People commenting on that article offered more tips like using "chunk content", short sentences, headings and links. These are all good tips, but I wouldn't use the same format with every piece of writing. Being repetitive leads to boredom, and boredom leads to losing readership. Avoid cookie-cutter article templates. Mix it up.

Including relevant images and even videos within your writing is another good way to capture interest.

You Want Readers to Share Your Content with Others

You've got to think about getting people interested enough to share your work with others. That is where the real power of article marketing is generated. It is one thing to have a regular readership, but thanks to sites like Digg and StumbleUpon, readers can pass along what they like to the rest of the community with great ease. If what they like is an article by you, it can equate to a nice boost for that readership.

You may think you have a great topic for an article that could generate some amount of buzz, but if it is buried within a boring article format that doesn't grasp the reader's attention from the get-go, that reader may not even get far enough to realize that the article is in fact interesting.

Don't Forget About the Title

A good title is crucial for this reason as well. A few strategies for effective titles are:

- inspire curiosity

- ask a question

- use keywords of interest

Don't give away your whole article in the title, however. If what you have to say is completely summed up in the title, there will be no reason to read the article.

At the risk of violating the policy of keeping articles short and sweet, I'm going to wrap this up right here. For more article advice from me, read this. What ways do you use to encourage readers to share your articles?

News Tags: Marketing, eBusiness, article marketing, online business, Internet Marketing
About the author:
Chris is a content coordinator and staff writer for SmallBusinessNewz and the iEntry Network. Subscribe to SmallBusinessNewz RSS Feeds.
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ARTICLE: Is Networking A Part Of Your Internet Marketing Arsenal?
BY Kimberly Clay


Are you an entrepreneur, locked in your business silo (home office/desk area that's shoved into the corner of your bedroom or kitchen/cleared space in your basement or garage), hovering over your computer, intently focused on success? Are you trying to figure out what you need to do and how you're going to do it, barely coming up for air, never interacting with anyone because there's not enough time and you have to concentrate?

If you're a small business owner just beginning to create and develop online ventures? Or are you a more seasoned entrepreneur, but you've only met with marginal success? If so, one of the most valuable things you can do to advance your entrepreneurial success is to network.

There is a long-standing truth in business that many of the most successful ventures emanate from relationships developed through networking. Whether it's a conference or seminar event, a chamber of commerce function or tee time at the local golf course, networking provides numerous opportunities for business people to get together, to meet one another, and to share ideas and make deals.

Unfortunately though, many individuals involved with online businesses tend to separate business practices between the world of offline business and the online business environment (I'm not exactly sure why). As a result, they tend not to be as involved in networking activities as perhaps they would be if they owned “brick and mortar” businesses rather than a web-based enterprises. But, if networking is a successful tool offline, doesn't it follow that it would probably make sense to do the same thing in terms of your online business?

While you may not have the opportunity of meeting people “face to face” in your online contacts (although oftentimes once a business relationship has been established, face to face meetings eventually result), there are still plenty of opportunities to network with your online peers.

Networking isn't complicated. It is simply about getting to know others, helping them to achieve their goals, and hoping that in turn, someone will help you. It's about connecting people and resources to “make things happen”. In fact, the Internet is really just one big network of people sharing information.

Networking has various benefits. It provides a source of new and reliable information that can be of immense benefit to you as you grow and develop your business. In terms of marketing, networking can also serve as a valuable, and often surprisingly accurate, market barometer. It can be an information source for new ideas and products, and provide a source of support for dealing with common issues, technique sharing and more.

Networking is also an excellent means of discovering how successful people do things, how those things are different from what you do, and discovering how their tools and strategies cause their businesses to succeed.

Other networking advantages include:

* Providing a means for you to find opportunities before they're published.

* Providing you an environment to create opportunities or have them created specifically for you.

* Allowing you to bring your strengths and qualities to the attention of others.

* Establishing a means for you to develop a “warm” market for your products and services.

* Providing a safe place for product or promotional testing.

* Opportunities for mentoring

* Opportunities to receive advanced training

Established networks can take a variety of forms that may range from very casual to quite formal, such as the network of a professional society or membership. Networks serve a variety of different purposes based on the objectives of its participants or members, and they also require different levels of involvement, again based on their established purposes. Prior to joining a network, it is beneficial to evaluate its purpose, mission, membership and potential benefits relative to your needs and goals.

A note of caution: Always be aware that networking carries with it an inherent risk. When information is shared, there is always the possibility of a breach of confidentiality. Whenever you choose to share information of a sensitive nature, be certain that you are completely comfortable with and confident in the integrity of the individual or persons with whom that information is being shared.

There are a number of places to find networking opportunities online including forums, blogs and membership sites. If you aren't familiar with any, simply search Google, Yahoo or any of the main search engines for “your topic” forums, or “your topic” membership sites, or “your topic” blogs to find one you like.

Here are a few suggestions for general networking sources to help get you started:

America's Small Business Development Center Network – provides assistance for new entrepreneurs and assists existing businesses in remaining competitive in the global economy -

http://www.asbdc-us.org

Sitepoint – site and topics are geared toward the web development community - http://www.sitepoint.com

WomanOwned.com – a site dedicated to providing information, tools, advice and networking opportunities for women starting and growing their businesses - http://www.womanowned.com

Now, get to work.


Copyright © Kimberly Clay
-------------------------------------------------------------
About the Author:

Kimberly Clay is the author of “Article Writing For Fun And Profit”. You can learn more about Internet marketing and business strategies from her Internet Marketing Wealth Building Blog at http://www.blog.GetMyWealthNow.com, and discover Internet home business opportunities at http://www.GetMyWealthNow.com/20_Ways_To_100.htm.

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The TownCriers News is owned, and distributed by Webintel_ad_agency; a subsidiary of Webintel.

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