Friday, March 31, 2006

Making Business 2 Business Sales on the Internet

Author: William Dupree

Article: Making Business 2 Business Sales on the Internet

Ways to find, contact, and sell to businesses through the use of the internet.

By William Dupree

In today's world the internet is a must use tool in business 2 business sales prospecting. Think about the time it saves you in finding and gaining up to the minute information on any potential business, organization, and associations. The internet allows you to conduct searches to find businesses, and the names of the people you need to contact to sell your product or service.

Your online presence must produce the message and image that your target market will gravitate to and return to time and time and again. Clients are looking for solutions to their problems your site must provide a means to help them find the solutions that they are looking for. Your site must do what it promises to do. In order to please your clients you must ""Under promise and over deliver"".

Online phone and e-mail directories are another way to find potential clients. Yellow (, Yahoo! (, and ( are three that you can use to find prospects. You can also run a search for more directories that can help you find your targeted clients.

You can also hire a list company like Dun & Bradstreet (, InfoUSA (, or IDG Communications list service ( which now allows you to search and order lists of potential clients that you can download directly to your computer. Run a search to find other list companies that can offer this same type of service.

Business organizations are another way to find clients. If they have a web site listing you can use these listing to find the decision makers in the company's that you wish to do business with. You would find it extremely helpful if you would join some of these organizations related to your industry, because other members may be a big help in reaching some of these decision makers.

Use your web site to get information to your prospects when you are not around. This can be accomplished by locating the exact URL (web address) for each piece of information that you need to see. Then send those URLs to the prospect in the order that the pages should be viewed. Send an e-mail explaining the importance of this with instructions on the order to view the pages.

You may also use an auto-responder which sends out an instant reply when someone contacts you online, fills out a form on a web site, or sends an email to a specific address. The auto-response could be an electronic receipt, information requested, or an e-course. This is extremely helpful today where people are always looking for information, they are pleased by instant access to the information that they have requested.

If the products and services that you are selling are complex you need a more in depth presentation. WebEx ( will allow you take your prospects through your own customized PowerPoint presentation from afar. You can also use webcasting in your sales presentations. Webcasting is like television done over the internet. If you wish to see a demonstration of how webcasting works visit WebCasting, Inc., at and look at its demos.

If you are in telephone sales or do a lot of long distance selling you can use your web site to enhance the prospective client's satisfaction by directing him through the site while you are on the phone with him. This gives you the ability to walk the client through the site which is the next best thing to sitting at a table with them demonstrating or explaining your product. You can lead the prospects down the path of links that you created for your web site or you can follow an entirely different path that is dictated by the prospects questions and concerns. In order for this to be successful you must know absolutely what is on your site and what is not. You cannot allow yourself to get caught of guard by a client's question.

Staying in touch with your clients is another service that the internet offers. You should make sure that you build long term relationships, and inspire loyalty with all of your clients. If you find an article that you feel will aid your clients with their business, email it to them with an ""I'm thinking of you"" note. Don't forget about using e-mails to communicate messages.

About the author: William Dupree is the owner of I.M.P.S. (Interactive Marketing & Promotional Solutions Inc.) ( a sole proprietorship marketing firm located in New York City that specializes in developing interactive marketing strategies for small businesses. Prior to founding I.M.P.S. in 2005, Mr. Dupree was a senior partner at E.D.L. Marketing for twelve years. Before joining E.D.L. he worked for the Diamond Marketing Group.

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Make Some Noise: Seven Super Promotion Steps

Author: Susan Friedmann

Article: Trade shows are all about promotion. You are strategically planning to present your goods and services to a specially targeted audience, in order to meet clearly defined goals and objectives. To maximize your success, however, it is imperative to make promotional efforts above and beyond merely showing up at the next event. Begin these pre-show efforts six to eight months before your next event.

Here are the seven steps you need to take:

<b>1. Decide on a pre-show promotional strategy. </b>

How are you going to let your target audience what shows you will be attending and what you will be presenting? Options include:

- Personal Invitations

- Advertising in trade publications and local media

- Direct mail

- Telemarketing

- Public Relations

- Website

- Sponsorship

<b>2. Plan on-site promotional activities.</b>

This will include any efforts you make to promote your presence at or around the show. Options include:

- Airport Advertising

- Billboards

- Hotel TV advertising

- Transit Advertising

- Show Daily Advertising

- Hotel Room Promotions

- Show Directory Advertising

- Sponsorship

<b>3. Reach out to the media. </b>

Editorial coverage is worth its weight in gold. To entice media outlets to cover your company's promotional efforts, you have to provide a newsworthy angle. Give the reporters something to write or talk about. Make this 'hook' the focus of your press kits. Press kits should be mailed before the show, be available at the show, and provided after the show to ensure maximum coverage. Two main ways to reach out to the press are:

- Press Releases

- Press Conferences

Remember to only use press conferences when you have new information to share with your target market. You will make the media very unhappy if you share old stuff.

<b>4. Organize A Visitor Competition. </b>

People are wildly competitive. Throw in a chance to win a prize, and you'll have crowds flocking to your booth. Planning visitor competitions requires some careful planning. Everything that happens at your exhibit must reflect your marketing goals and objectives. Competitions should be consistent with the corporate image you want to portray. For example, a game show style trivia contest may be far more appropriate than a kareoke stage. Prizes should tie in to your products and services in an effort to attract more qualified leads. Items to consider include:

- Type of competition

- Prizes to be offered

- Compliance with local rules and regulations

- Compliance with show regulations

- Staffing for the competition

- Duration of the competition

- Role competition plays in promotional efforts

<b>5. Decide on Giveaway Items</b>

Giveaway items or 'freebies' should be more than a trendy trinket with your corporate logo on it. Ideally, these items are something that enhance your corporate image, will be used regularly by your target audience, and keep your company logo in regular view. Avoid items that will be passed along to children, such as cuddly toys, or are so insignificant that they are likely to be tossed. Four things to remember about giveaway items:

- Giveway items should reinforce your marketing message

- Make your giveaway business oriented

- Don't be trendy! It is better to be unique and cutting edge.

- Toys and gimmicky gizmos are always, always, always passed along to children. Unless your primary buyers are still in preschool, avoid them.

<b>6. Plan Hospitality.</b>

As more and more companies begin to do business on a global scale, marketing strategies change. Buyers from Europe and Asia expect a certain amount of hospitality at trade shows. In fact, these features are an integral part of the International business scene. Many relationships that begin in 'social' environments flower into profitable business. Consider if any of the following will work for you:

- Hospitality Suite

- Meal Style Events

- Sponsorship

<b>7. Mind the Details.</b>

More often than not, it is the little things that can stymie the most well-intentioned promotional efforts. Attendees will easily get frustrated and walk away if what they perceive as a minor need cannot be met - and they won't be walking away with a good impression. For that reason, make sure the following matters are attended to:

- The booth number must be clearly printed on all promotional material. People cannot visit you if they cannot find you.

- Extra supplies of literature, catalogs, and sales material should be available.

- Clear, concise, and correct information must be listed in the show guide.

- Adequate supplies of visitor tickets, free passes to hospitality suites or events, and similar items should be on hand.

About the author: Written by Susan A. Friedmann,CSP, The Tradeshow Coach, Lake Placid, NY, author: ""Meeting & Event Planning for Dummies,"" working with companies to improve their meeting and event success through coaching, consulting and training. For a free copy of ""10 Common Mistakes Exhibitors Make"", e-mail:; website: <a href="""">http://www.thetradeshowco</a>

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10 No-Cost Powerful Marketing Strategies that will make you more profits

Author: Ken Ajoku


<b>10 No-Cost Powerful Marketing Strategies that will make you more profits</b>

How many of us have a huge marketing budget? If you are like me then you know that you have to make every penny that you spend on marketing really count.

Marketing is not as difficult as you may think. Here are 10 NO-COST marketing tips to help you make more profits for your business. All you will have to do is invest some time and effort.

Here they are:

1.Always spell your customer's name correctly. Check the correct spelling and spell it correctly every time. You will be surprised the impact that this has.

2.Recognise your customer's voice and greet them by name, whether they are on the phone or when you meet them at your premises. Your customer will feel extremely valued.

3.Remember specific things about your customers and bring them up when you are conversing, e.g. details about their child, for example he or she has just graduated, just married or whatever topic that your customer likes to talk about. This gives your customer a warm feeling, makes your customer feel that they have a personal connection with you and shows that you are actually interested in them.

4.Know what your customer likes. The best way to describe this is to give the bar scenario, ""the usual then"", this makes your customer feel special and valued.

5.Under promise and over deliver. For example, you have promised to delivery an item for your customer, you know very well that you can delivery it by the next day. Promise to delivery by say the end of the week and then deliver it the next day. This has a dual purpose, firstly the customer would be very impressed with the speedy delivery and secondly it gives you some slack in case you encounter any unforeseen delays (which the customer would never need to know about, hence avoiding disappointment and giving satisfaction)

6.Always remember to thank your customers, especially in the case of receiving referrals. There is nothing worst than a customer telling their friend, associate or colleague for example ""I recommended x and I did not even get a thank you"" bad news travels faster than good news; make sure that the only news travelling is all good.

7.Always get feedback from your customers; this is an excellent strategy to use to help you improve your services and get even more sales.

8.In your advert copy give a deadline to encourage a quick customer response. Examples include order before x date to receive x % discount, limited offer ends x date. This will prompt your customer to act quickly.

9.Word-of-mouth marketing is extremely powerful yet under utilised ""find ways to do what you do so well and so uniquely that your customers cannot resist telling lots of other people about you.""

10.It's the little things that make the biggest difference. Add little things that your customers will appreciate. For example, free guides, hints, tips for using your product or service or even a discount voucher for complimentary items.


About the author: Ken Ajoku is an entrepreneur and the Senior Partner of , a company dedicated to GROWING businesses by as much as 300%.

For Marketing Tips that you can put to use immediately to GROW your business visit to receive Ken's essential FREE Powerful Marketing report.

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What is RSS?

Author: Rod Gardner - CEO White Star Communications

Article: RSS (Really Simple Syndication ) is a popular way to pull in news and information from around the Web. Rss allows web sites and blogs to push free web content to you easily.

You should provide an RSS feed if you want to distribute your information to a vast and fast growing community of users, who are actively looking for information on your topic.


Because this is going to be the hottest way of providing regular information updates, fresh content in the coming years. It will help you get a free listing on Yahoo Improve search engine rankings. If you wish to popularise

Product catalogs Newsletters Web site content Newsletters Press releases Job openings, purchase requirements

Using the RSS technology You can get 1000's of quality backlinks that will help to keep your search engine listing at the top.

No email spam issues such as :

Emails being blocked. 'Mail daemon failed' message bounce back. # Emails getting stuck in spam folder, by spam filters.

About the author: DONT GO Getting your email blacklisted due to bulk emailing with email extractors. Submit your RSS feeds and Weblogs now

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Thursday, March 30, 2006

The Truth About Network Marketing

Author: Aaron Potts

Article: What is the deal with Network Marketing anyway? Some people have heard about it, but they don't really know what it is. Some people know what it is, but think it's a big scam. Some people swear by Network Marketing as being the key to financial and personal success, and that our society is rapidly evolving towards Network Marketing as the preferred form of product distribution. Here is the real story!

Network marketing is something that you already do every day. Yes, YOU!

Have you ever seen a movie, and then told your friends or family members that it was great, and they should go see it? That's network marketing.

Have you ever eaten at a great restaurant, and then recommended that restaurant to other people? That's network marketing.

Have you ever gotten a great deal on a car, and then told other people to buy their car at that dealer? That's network marketing.

Congratulations - You've just passed Network Marketing 101! You are now prepared to go out into the world and make some money! Wait a minute! What does recommending movies, restaurants, and car dealers have to do with Network Marketing?

It has everything to do with it - with one minor addition: When you get involved with a network marketing company, you get PAID to tell people how great something is!

Wow - pretty simple, right? Well, that's the truth of the matter. It really is just that simple, but people are so confused by the onslaught of money-hungry network marketers that they want to just run into a corner and hide until the coast is clear!

Unfortunately, greedy and less than ethical network marketers and network marketing companies have given a great concept a very bad name, and now it is up to the few truly ethical companies with good products to convince the general populace that network marketing is OK. All you're doing is recommending a product to people that you think can benefit from it. What's wrong with that? Nothing.

How does it work?

First, you choose an ethical company with a solid track record, a good line of products, and a future so bright that they have to wear shades! There are very few of these truly successful companies, even though there are probably thousands of network marketing companies out there. Tahitian Noni International, Quixtar, and Shaklee are some of the bigger names in the business, and each of them has a successful history, and a business model that will last many years into the future.

Next, you get signed up with a company whose products YOU BELIEVE IN. Don't get signed up with a company because you have dollar signs in your eyes. If all you want to do is make money, you will have a hard time in network marketing. However, if you want to make money WHILE helping people find products or services that are going to benefit them, then your passion for your chosen company will shine through, allowing you an easier path to success.

Next, you tell other people about the product or service, and if they are interested, you get them signed up to purchase that product or service through you or using your company-sponsored website. Each time they make a purchase, you get paid in some way, shape, or form. Good companies will offer any/all of the following ways to get paid:

* Direct profit resulting from retail vs. wholesale pricing * Money paid weekly or monthly based on the actual volume of products or services that you sell * Weekly or monthly bonuses based on attaining certain sales goals * Weekly, monthly, or annual bonuses based on your leadership level with the company (the more you succeed, the higher your level of leadership) * Residual income from sales made by people that you bring into the organization, people that your recruits bring into the organization, etc. * Quarterly or annual vacations, trips, retreats, conferences, etc. that are paid for in part or in full by the company

Believe it or not, that's all there is to it! You find a product and a company that you believe in, you get signed up, and you tell people about the product or services that are offered by your chosen company. There are countless training opportunities that any good company will offer to you, and you should take advantage of those opportunities. Don't reinvent the wheel - use the systems that have already proven successful for the company that you work for.

What should I do if I am approached by a Network Marketer?

The things that you should do if approached by a network marketer are the same things that anyone that YOU approach may be thinking, so keep that in mind. They include:

* Ask yourself if you want/need the product. If not, then just say so. An ethical network marketer will not push you. * If you are interested, then ask for details about the product or service, but more importantly, ask for details about the company. * If you think you may be interested in the products or the opportunity presented by the company, ask where you can learn more. Again, an ethical network marketer will be happy to list numerous sources of information, and they will likely offer to give you printed information on the spot, and/or add you to their mailing list to keep you up to date.

Always remember that ethical network marketing is not about pushing low-quality products onto hapless citizens who don't know any better. It is about sharing a product or an opportunity with people who can benefit from it. Whether those people are your friends, family, and co-workers, or people that you meet out in the world, you should feel confident in the use of the products, and in the opportunity that is presented by your chosen company.

If you are ashamed to offer the product or service to someone, then they should be ashamed to use it! Stick with a reputable network marketing company and you will be doing a great service to people, and you can make a solid income at the same time. That's what we call a win/win situation, folks!

For a good illustration of how Network Marketing can help you get more out of life, visit <A HREF=></A>

About the author: Aaron Potts is the owner of <a href="""">Fitness Destinations</a> which offers <a href="""">Free Fitness Tips</a> and a <a href="""">Free Fitness Podcast</a>!

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30 Minutes To Your Next Million Dollar Idea

Author: Patrick Huey

Article: Have you ever read the newspaper or watched the news on television and come across a story of some person who came up with an outrageous idea such a hula hoop, pet rock or glow-in-the-dark toy that made millions of dollars for its creator? Or have you ever heard about how someone put an ad in the newspaper and asked people to send him all of the spare change they had lying around the house so he could start a college fund, only to find out that he collected over a million dollars in spare change? Or recently, have you heard about a college student in the United Kingdom who was so desperate for money to pay his college expenses that he set up a webpage and sold advertising space by the pixel in order to raise cash? He called it ""The Million Dollar Homepage,"" and while he hoped to make a million dollars from it, he thought it would probably just make him some spare change and lunch money. Well, within four months of launching his homepage, he reached his goal of a million dollars.

You probably look at these ideas and wonder to yourself, ""Why didn't I think of that?""

The truth is this: we all have a million dollar idea floating around in our brain somewhere. Most of us just haven't spent the time to conceive it and put it into action. In fact, most of us haven't spent much time really thinking about anything. That's not to say that we don't think about things; sure, I've thought about how hot some of those ""Desperate Housewives"" are, or whether the Yankees and Red Sox really have a chance to dethrone the White Sox from the world championship. But how much real quality time have we spent thinking about what we truly want for our lives, or how we can make millions, or how to help others?

In a marketing class at some college somewhere, a professor asked his students to grab a notepad and spend 30 minutes writing down all of the words they could think of that started with the letter M. He told them that this appeared to be a silly exercise, but he asked them to do this anyway, and he told them to just put down every word that came into their head that started with M and not edit themselves. Sure, most people thought of words like man, meat, motor, mud, mail, moon, etc., but by the end of 30 minutes they had come up with words like Mesopotamia, millieu, metamorphasis, and menage. In fact, for several hours after the class was over, and in some cases days afterward, the students randomly thought about more words that started with the letter M. In other words, when the students were really forced to concentrate on their thoughts, new words would flow to them from out of nowhere.

If these students showed that by taking 30 minutes to think about words that started with the letter M, they could come up with new words that they hadn't even thought of before, then why can't this exercise be applied to other ideas? If you find yourself struggling with some way to make more money, improving your relationship, or finding solutions to problems, find a quite place, take a notepad, and spend 30 minutes jotting down whatever thoughts come into your head regarding making money, solving problems, etc. Just put down whatever comes to your head, don't edit yourself, and don't worry about whether the idea is silly or won't work. For instance, if you are looking for ways to make a million dollars, jot down all of the ways to make money. If you are looking for ways to make money by offering your services, spend that time thinking about all of the people who have problems that your services will provide a solution for. If you are looking to create and market an information product, think of all of the ideas that that would improve people's lives that people would be willing to pay for. If you find yourself having writer's block or come up short of ideas, don't worry, just push yourself through it. The whole focus of this exercise is to stimulate your mind into thinking of ideas that you have not thought about before, and once you have really exercised your mind, you will come up with ideas seemingly out of nowhere. And one of those ideas could make you over a million dollars.

About the author: This article is written by Patrick Huey. If you would like to get more tips and ideas on making money and

obtaining financial freedom, then visit Pat's at: <a href=""""></a>.

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The Single Most Effective Marketing Strategy to Get Clients and Marketing Professional Services

Author: Michael Port

Article: The Single Most Effective Marketing Strategy to Get Clients and Marketing Professional Services

The Book Yourself Solid Always-Have-Something-to-Invite-People-to-Marketing-Strategy is simply the most effective marketing strategy on the planet for the professional service provider.

Your services have a high-barrier for entry. They are rather intangible and expensive (whether you think they are or not) to a potential client. Especially to someone who has not used the kind of services that you offer or to someone who has, but did not have good results with other service providers. Unfortunately, that does happen and you have to manage for that.

People hate to be sold but they love to get invitations. Don't you? What if I could virtually eliminate your need to sell with this one solution? Would that be exciting to you? I bet it would. In my first year of business, this one strategy literally doubled my income.

When I use The Book Yourself Solid 7 Core Self-Promotion Strategies: Networking, Web, Direct Outreach, Referral, Keep-In-Touch, Writing, and Speaking, instead of trying to sell something through these efforts, I use these self-promotion strategies to create awareness for the solutions I offer to the very specific urgent needs and compelling desires of my target market by making a compelling offer that has no barrier for entry.

Remember, it's, ""who knows what you know"" that's important when attempting to Book Yourself Solid. Do you realize how many more clients you could be serving if they just knew what you had to offer? That you had the solutions to their problems, the answers to their questions, and the keys to their salvation?! Alright, maybe I'm getting carried away. But in order to promote yourself, your services and products, your ideal clients need to know what you know on a deep and meaningful level. They need to know that you have loads and loads of invest-able opportunities that are based on their urgent needs and their compelling desires. The best way to do this is to have at least one compelling offer that has no barrier for entry. I've been offering a free tele-seminar every Monday at 12pm Eastern for a while now that helps people think bigger about who they are and what they offer the world (it'll also help you get more client). I even gave it a name. It's called The Think Big Revolution. Every week I come to this conference call (which can hold hundreds of people at a time) with a topic that will help those who call in think bigger about who they are and what they offer the world. Sometimes the topics are specifically related to getting more clients and sometimes they are related to other principles and strategies that will help the callers be more successful in business and in life.

But here's the thing - membership is free And I invite everybody that I meet to join. I'd like to invite you. I bet you'll love it. And if you don't you won't come back. It's simple. You get an opportunity to participate in something that should add great value to your life and test me out at the same time. And for me, well, it's fantastic because I don't have to ""sell"" anything. I can offer really great value to the lives of potential clients and customers at no risk to them. And then they have the opportunity to ask me for more business help if they are so inclined. There are tons of ways that you can set up this type of 'always have something to invite people to' self-promotion strategy. You are only limited by the lining of your imagination. Oh, if you want to join the Think Big Revolution go to and sign up there. See how easy that was? No selling, just a generous invitation. Of the 93% of my clients who successfully book themselves solid each and everyone one of them used this strategy. And by the way, when I started doing these calls about 6 people came to the call each week. Now, there are over 5000 members of The Think Big Revolution.

Are you starting to get how the 'always have something to invite people to offer works'? The value you add in your offer meets the needs and desires of the people you serve. This no-barrier-for-entry offer is the first stage of the Book Yourself Solid Sales Cycle. Then as you continue to build trust over time by offering additional value and creating awareness for the services you provide, you'll attract potential clients deeper into the sales cycle; closer towards your core offerings.

About the author: Get more clients with Michael Port, expert marketing coach for small business owners and professional service providers. Free small business resources, networking opportunities, articles, advice and coaching on professional services marketing at . Receive a free chapter from 'Book Yourself Solid' at

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Developing and Marketing Niche Products

Author: William Dupree

Article: Developing and Marketing Niche Products

Niche marketing is one of the fastest growing marketing approaches today.

By William Dupree

In today's business world conventional and online business markets are so competitive that many business persons are turning their attention toward developing niche products where the competition from very large firms is not nearly as large. You can find ideas for niche products by going online and conducting a search on You can conduct a search by finding the root word of the business that you want to search for (in this example we will use ""1970's eclectic fashions""). Type the word followed by the word ""articles"" in the search box (""eclectic fashions articles""). By combing through the directories that you will see listed you can find articles and information on eclectic fashions. They are websites that you can use to gain information on the business that you are trying to start, like, and

After you find your niche you should conduct market research to find out who is in the market to purchase these products. After you gain this information you can expand your product line horizontally. You should not rely on that one product to carry your business. For example let's use the 1970's eclectic fashions niche. If you were to start and online store selling these eclectic fashion clothing you could add accessories to your product line like jewelry, hats, shoes, or other related products that would compliment the clothes that you are selling.

Now that you have expanded your product horizontally you should now look to expand vertically. This is done by taking one of the related products and making it a niche product itself. An example of this would be taking your jewelry line and selling it as the niche product with the other products that you are selling complimenting your jewelry line. The jewelry line would now have related products to expand its market base. This will give you the ability to sell your entire line with a great amount of diversity.

Now that you have created these products and determined who is your target market it is time to market them. You should create a website with an online store showing all the products that you have to offer. The related products and accessories that you have gives you the option of packaging products together for special promotional sales which will allow you to offer more options to your prospects. These special promotions should be developed with the needs and wants of your target market.

Your website should offer your prospects information on the products that you are selling. You should provide links to related websites of the same era, for example, books, music, antiques, and other related products of the era. You should provide articles on the period, and point your prospects to where they can find more articles, information, and where they can find a discussion group related to their interest. Your articles should provide links back to your website, and your online store. If you have a store at a location you should provide its address and what offers are available at the location store.

You should provide an opportunity for your prospects to communicate with you about special concerns that they may have. You can also use an auto responder to answer questions that prospects may have. An auto responder will give you the ability to get information to your clients immediately. Email can also be used to communicate between you and your prospects. You can use the email to develop a mailing list to promote new products that you will carry in the future.

You should look for joint ventures with other niche businesses. You can trade mailing list and advertise on each other sites. This will also give you the ability to offer more related products and package promotional sales and options. It will also allow you to expand your product line horizontally and vertically if you create new products in response to the increase that the joint venture gives your business.

About the author: William Dupree is the owner of I.M.P.S. (Interactive Marketing & Promotional Solutions Inc.) ( a sole proprietorship marketing firm located in New York City that specializes in developing interactive marketing strategies for small businesses. Prior to founding I.M.P.S. in 2005, Mr. Dupree was a senior partner at E.D.L. Marketing for twelve years. Before joining E.D.L. he worked for the Diamond Marketing Group.

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Is Ithe End for Emails, Newsletters and Ezines

Author: Rod Gardner - SEO White Star Communications


Email address extractors , Bulk email extractors and email harvesters for email marketing are outdated. The world is fast moving from a push-based information delivery (where you send information via emails) to a pull-based information delivery (where the subscriber accesses your information as and when he wants).

Embracing RSS technology right now can put you on the fast track and give you an edge over your competitors who are slow in adopting this hot new technology. RSSEM (Really Simple Syndication Search Engine Marketing) is way to go, if you are familiar with SEO ( Search Engine Optimization ) or SEM ( Search Engine Marketing) they are predominantly based around keyword rich HTML documents, So today XML is the way forward. Keep on reading and we will show you over 100 top quality sites to submit your RSS feed or weblog.

Are you one of those whose newsletter and ezine viewership is going down. Are YOU the one whose Boss is yelling because he did not get the email he was supposed to get.Are you the one whose email marketing strategy is yielding no results ?

With so many email messages and aggressive online marketing to the users, getting your message within direct reach of end users and customers requires a Herculean effort.Your advertising is lost in the chaos and clutter of the wide email and Internet arena.So now the question is, how do you acquire and retain customers and news letter readers, your blog subscribers and increase your overall revenue from these ezines and blog?

You need to know about RSS really simple syndication, embrace the technology and it could change the face of your business

If you want the answers to being successful with your internet marketing white star can help you

About the author: If you want the answers to being successful with your internet marketing white star can help you

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Wednesday, March 29, 2006

Marketing Through Personal Interactions

Author: William Dupree

Article: Marketing Through Personal Interactions

Incorporating personal interaction in your marketing is a must today.

By William Dupree

In today's world there are too many marketing messages for prospects and customers to remember. It is essential that marketers create a memorable message. One way of accomplishing this is by creating personal interaction with your prospects. These interactions can be through a web site, personal selling, sponsoring key events, trade show attendance, and seminars.

Web sites. Your web site should not only provide information on the products and services that you are offering, but allow prospects to request information by e-mailing you with questions or concerns that they may have. Your reply to these e-mails should be prompt, not more that 24 hours. You should show prospects how to find information, such as article on the subject, and provide links to these articles on your web site.

Your web site should articulate and provide support for all the functional goals that your prospects can have for your product. An example of this would be purchasing a boat. You could purchase it to go fishing, to have day trips on a local lake with family and friends, or boating could be a hobby that the prospect simply enjoys. Each one of these activities would require you to provide different information to the potential customer. The more functional goals you can demonstrate and provide support for will increase the market size for that product.

Create personal connections with prospects and clients. Reach out to your prospects and customers with up-to-the-minute information on the products and services that you are selling. Use e-mail and your web site to give prospects and customers a resource that will help them solve their problems and help you establish a positive, and trusting relationship with them.

Personal selling. Personal selling involves face-to-face relationship between sellers and potential customers. This allows you to interact with your prospects directly with a need satisfying approach to selling your product or service.

Personal selling can use the ""black box"" approach; which is asking questions to the prospect looking to get a ""yes"", ""yes"" response to gain information allowing you to make the sale.

You can use the selling formula approach, where only the outline is set. This requires only a little knowledge of the prospects business.

Sponsoring key events. Sporting goods stores sponsor sporting events for their customers. Service or professional businesses may sponsor forums or panel discussions at association meetings. These are two examples of events that a business runs to gain exposure, build credibility, and find new prospects through these social interactive activities. Event marketing is also being used by prospects when they run their own sports tournaments, take customers to sporting events, or sponsor a show or a musical tour.

Game manufactures frequently introduce a game by sponsoring contests where people playing their games can win prizes. This type of contest can generate free publicity and can draw big crowds.

Trade show attendance. Trade shows are a great way to interact with prospects. You can demonstrate your product or service and answer directly any question that any potential prospect has about the product or service.

The gathering of current and potential customers at a trade show allows you to build relationships with your current clients, and look to establish new ones with new clients.

Trade shows allow you to do an in depth demonstration of what your product can do to solve a potential clients problem, and allows you to explain in depth all the functional goals of your product.

Seminars. For a business a well publicized seminar does several things. It produces a large number of quality leads and builds credibility. By putting your business or service in a position to educate potential clients you now have the opportunity to interact with them in a positive way.

By conducting research to find out what information your target customer group wants to know, and needs to know to satisfy their needs, you will be able to hold seminars that will best serve your clients and potential clients.

You can hold seminars along with other companies, with a local association, with a university professor, or on your own on any topic of importance to your customers.

In today's crowded market place staying on top of the competition isn't something that will just happen. The use of interactive marketing strategies is the best way to market products and services today. These techniques will allow you to deliver the right product to the right customer at the right price, and create an impact on customers that they will remember.

About the author: William Dupree is the owner of I.M.P.S. (Interactive Marketing & Promotional Solutions Inc.) ( a sole proprietorship marketing firm located in New York City that specializes in developing interactive marketing strategies for small businesses. Prior to founding I.M.P.S. in 2005, Mr. Dupree was a senior partner at E.D.L. Marketing for twelve years. Before joining E.D.L. he worked for the Diamond Marketing Group.

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Department Store Buyer Becomes Interior Designer

Author: William Dupree

Article: Department Store Buyer Becomes Interior Designer

A market analysis gives direction for a small business.

By William Dupree

A man contacted me about promoting his commercial interior design firm that he was starting. At that time he was working as a department store buyer where he was very bored in his job. He was interested in making a career change to interior designing. He had no formal training but had educated himself in interior design and had worked on some very small showroom and office design projects in an assisting role.

After meeting with him and learning his goals, I did some research into office and showroom designs, and the correlations between new designs and increased business. I discovered that office interior designing was a lot more plentiful but more competitive. The larger design firms concentrated on the office designing market. I decide for my client that it would be best if he would concentrate his efforts on the showroom design market which was less competitive and easier to break into.

I helped my client create a web site that would express his unique approach to designing showrooms. The web site allowed clients to request information on the different types and styles of showroom designs that my client has to offer. There would be articles and links to articles that would be of interest and help prospective clients with what type of showroom design would be best for their business. The web site would provide examples of other projects that were successfully done.

I wrote articles on the positive correlation between new designs and increased business and distributed them on the internet were clients would be looking for information. I included links in the articles back to my client's web site. I created a newsletter for my client that contained helpful information to prospects by explaining several different ways of how new showroom designs can increase business. The newsletter contained links to my clients' web site as well as links to articles and sources of information that would be of assistance to any potential prospects.

I created a print ad for the New York Real Estate Journal and wrote an article under my clients' by-lines that appeared with the ad. After the article and ad appeared, I ordered reprints, wrote a solicitation letter, and bought a list of approximately 500 real estate lawyers (new showroom tenants typically have their lawyers negotiate their leases). The solicitation letters gave my clients web site address and where to find his newsletter. The solicitation letters were mailed with a bulk mail permit from a local post office. They were also sent via email.

A few weeks later after sending out the solicitation letter and reprints, a lawyer who represented a men's suit designer company responded to our ads. I prepared for my client a four color brochure, a PowerPoint presentation, and a script to follow during his presentation. My client was up against 3 other firms competing for the contract. My client was rewarded the contract. The contract was for 1.5 million for a showroom on a very fashionable Manhattan street.

Five months after getting the contract to design this showroom my client completed the project. The showroom turned out to be a huge success for the men's suit designer company. The company even recommended my client to an accessory manufacture and design company that the suit company was doing business with.

With the permission of the men's suit designer company I arranged for several stories about their work to be published. I made changes on their web site to include the success that my client had with the suit design company's show room design. I also included it in the next company newsletter that was going to be published. I repeated the process with the mailing list both of them (conventional mail and e-mail) promoting the success of my clients work. As a result, my client got three additional clothing design companies each of whom required large showrooms and offices The success of the first contract allowed my client to break into a new market segment which is designing offices, which is the largest and most profitable in the interior design business. Here is where my client decided to expand his business; and in order to do this he must hire others who have the skills to execute the appropriate tasks at hand.

About the author: William Dupree is the owner of I.M.P.S. (Interactive Marketing & Promotional Solutions Inc.) ( a sole proprietorship marketing firm located in New York City that specializes in developing interactive marketing strategies for small businesses. Prior to founding I.M.P.S. in 2005, Mr. Dupree was a senior partner at E.D.L. Marketing for twelve years. Before joining E.D.L. he worked for the Diamond Marketing Group.

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Newsletters Can Help Your Small Business Keep Customers

Author: Kelly Biedny

Article: One key to keeping clients coming back for more is to make sure that they don't forget about your small business and the services it provides. This doesn't mean barraging customers with junk mail or spam, but by balancing your marketing efforts to provide value. One great way to do this is with newsletters.

Newsletters can be electronic or paper or a combination of both.

<b>Print Newsletters</b>

For established customers, a quarterly or monthly newsletter is a great way to keep you business fresh in their minds while providing valuable information related to your area of expertise. For example, my investment advisor sends out a quarterly, four-page traditional type newsletter filled with great tips that are relevant to the time of year. I love getting it because the information is great; and for him, well he's my go to guy when it comes to financial questions. His newsletter is not only establishing him as an expert, but also helping to build the relationship with me, his client.

The newsletter can be as large or as small as you want, the important thing is to provide valuable, relevant information that your customers will want to receive. You can write the pieces yourself, or there are several resources online for free reprint articles on tons of subjects. You can also hire someone to write the pieces for you - it's more affordable than you may realize and unlike reprint pieces, these will be attributed to you (no references to other businesses with the same expertise).

<b>Electronic Newsletters</b>

An electronic newsletter is similar to a traditional one in content, however, there are considerations. CAN-Spam laws need to be taken into consideration when sending the newsletter as do delivery options. There are many services available that will help to make sure your newsletter is compliant with anti-spam laws as well as manage your list and delivery options and I strongly recommend using one.

I don't recommend sending more than once a month unless you have valuable information your customers will want to know. Also remember, people get LOTS of email, so over-sending is one way to ensure your e-mails will end up in the trash or your subscribers will UN-subscribe.

<b>Which is Better: Print or Electronic?</b>

The answer to this question is dependent on your market. In some cases a combination of the two can work affectively as well. You will have to determine what your customer demographics are and which option would be most effective for your small business.

My mantra is ""Communication, communication, communication,"" and newsletters are just one more way to get your message to your customers. By sharing your valuable knowledge with your customers you are reinforcing the value of your small business and supporting the relationship you have with your customers. I encourage you to take the first step and start thinking about ways a newsletter can work for your small business.

About the author: Kelly Biedny is the owner of Kleobell Creative Business ( Her areas of expertise include branding/image development, marketing communication, web development and project management.

For more valuable information on helping your small business become THE source of products or services for your customers, check out Kleobell's <a href="""">Resource Library</a>.

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Top 5 Ways To Generate Low Cost Web Site Traffic

Author: Bruce Riddell

Article: There is one hard and fast rule in generating income for your website: A steady flow of website traffic. If no one goes to your site, it hardly bares a chance of generating an income. Many sites have tried and failed in doing so, and these results to the sites demise. It takes money to maintain an income generating site; it also takes money to make money.

BUT, it doesn't take a whole caboodle of cash to generate website traffic for your site.

Ever wonder how does big hit sites drive traffic top their site? Most of them are spending tons of money to drive the traffic to their sites, investing in many advertising campaigns and different forms of marketing schemes and gimmickries. This is all worthwhile because, well, they are what they are now, high earning, big hitting websites.

You don't have to do this if you don't really have their resources. There are many ways to generate low cost website traffic without having to spend what you don't have or can't afford. Many people have banked on high cost methods and have ended up losing their shirt over it.

Here I present to you the Top five ways to generate low cost website traffic that could help your site a whole lot. Even if you only get a small percentage of successful visitors in to client ratio it still works especially if you get a high number of website traffic.

Exchange Links

This is a sure and proven method. Rarely would you see a site where there is no link to another site. Many webmasters are willing to exchange links with one another so that they could produce more public awareness about their sites. You'll soon see and feel the sudden upsurge of the traffic coming in to your site from other sites.

A major prerequisite in exchanging links with other sites is having the same niche or content as the other site. They should share a common subject so that there is continuity in the providing of service and information to what interests your target traffic.

Exchanging links also boosts your chances of getting a high ranking in search engine results. It is common knowledge that search engines ranks high sites that have inbound and outbound theme-related links. With a good ranking position in the search engines, you will generate more traffic in your website without the high costs.

Traffic Exchange

This is like exchanging links but on a different higher level. This may cost a bit more than exchanging or trading links but could be made cheaper because you get to earn credits. You can use those credits when viewing others traffic, while you earn credits when someone views yours.

Traffic exchange services are the viewing of another's site or page. This is done vice versa where a site can use your sites contents and so can you to his or her site. You both benefit from each others efforts to generate traffic. The other sites visitors can go to your pages and know more about your site as well as theirs. Once again the public awareness of your sites existence is boosted.

Write and Submit Articles

There are many e-zines and online encyclopedias in the internet which provides free space for articles to be submitted. If you want to save costs, you can do the articles yourself. There are many freelance writers who are willing to write for you for a small fee, but to save money, it is wise to do those articles yourself.

Write articles that are themed along with the niche of your site. Write something that you have expertise on so that when they read it, they can feel your knowledge about the subject and will be eager to go to your site. Write articles that produce tips and guidelines to the subject or niche your site has.

Include a resource box at the end of your article that can link them to your site. Write a little about yourself and your site. If you provide a light, information-laden and interesting article, they will go to your site for more.

Make a Newsletter.

This may sound like hard work because of all the articles you may need to use to build a newsletter but on the contrary, this is not so. There are many writers and sites that are willing to provide free articles as long as they can get their name in on your newsletter. This will also provide free advertising for them as well.

As your newsletter gets pass around, you can widen your public awareness and build an opt-in list that can regularly visit your site.

Join Online Communities and Forums

This only requires your time and nothing else. You can share your knowledge and expertise with many online communities as well as your website. You can get free advertising when you go to forums that have the same subject or niche with your site.

Share your two cents and let them see how knowledgeable you are with the subject. As you build your reputation, you also build the reputation of your site, making it a reputable and honest business that could be frequented and trusted by many people.


You can get more free articles by the author at:

The other has writen several ebooks on marketing including ""Search Engine Secrets Revealed"", ""Ebook Marketing Secrets Revealed"", and other informitive books.

For more information:

These articles are free to be reprinted as long as this author's bio remains intact.

About the author: ABOUT THE AUTHOR:

You can get more free articles at: These articles are free to be reprinted as long as the author's bio remains intact.

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Applying the A.I.D.A. rule on line

Author: William Dupree

Article: Applying the A.I.D.A. rule on line

The conventional marketing rule of A.I.D.A. can be very successful when applied online.

By William Dupree

Attention, interest, desire, and action (A.I.D.A.) is a very powerful 4-step formula that can be applied to developing your web site. By getting attention, creating interest, obtaining desire, and getting a call to action, you can create a successful web site.


In order to catch prospects attention you must first get them to visit your web site. This can be accomplished by listing your web site in directories, taking out ads in trade magazines, using banner ads, and writing articles that contain links to your web site that prospects would find helpful in solving their business problems. Your web site must hold the prospects attention at the home page long enough to see what else your site has to offer. This can be accomplished by:

Create a very strong headline, one that explains exactly what benefits your product has to offer potential prospects. How about this for someone looking to design a new showroom for their business? ""How To Design A New Showroom: A basic guide to creating efficient and profitable showrooms."" In order for you to create this headline you must know exactly who your prospects are, and what they needs and desires are.

Promise to give something at a discount or for free. Giving away free information or an accessory product that can help your client will get the attention of prospects. You should also explain or demonstrate how this discounted or free service can benefit your client with the solution that they are seeking. An example of this would be ""before and after"" photos. You should never promise to make a promise that you can't keep.

Give real examples of how your product or service solved a problem for clients. Provide stories on your web site of how clients used your product or service and the benefits they gained by doing so.


Once you gain your prospects attention, you must gain their interest. You can do this by:

Communicate with your prospects in a simple way. Use short simple sentences that are very clear in meaning and easy to read. Talk to your prospects as if they were sitting next to you.

After your headline, list any additional benefits. Prospects want to know as soon as possible all the benefits and services that they will be provided with. These additional benefits that you offer should be exactly what will aid your prospects. Explain in detail, and provide examples of how these benefits will help them.

Offer a guarantee. By offering a guarantee you are sharing some of the risk. Make sure your guarantee is clear to the prospects.


Telling your prospects that you can solve their problems and satisfy their needs is not good enough; you must prove that you can by:

Offer advice and tips. The advice and tips that you give should be backed up with examples of some of your past work. You should state the potential results of following your advice. You should provide your email address so potential prospects can ask specific question, and ask about specific concerns they may have.

Providing information that will help the prospects. Show your prospect where they can find articles, case studies, information on leading developments in their business area. By providing this information you will allow your client to have more consumer trust, and increase your own credibility.

Using testimonials. Testimonials can add credibility to the product. Testimonials should be used explaining exactly what was accomplished by using the product, it should not be vague.


You should always tell your prospects what to do, to assume that they will know can lead to lost sales opportunities. To make it easy for prospects make sure you:

Provide an e-mail address. This allows that prospects an easy way to respond to offers, request more information, ask you a question, and respond with any concerns that they might have.

Protect the prospects information. You should always state that you are a secured server. Display ""We are a Secured Server"". This ensures the prospects that their credit card number is kept confidential and encrypted before it is sent over the internet. This is extremely important today with the increase of identity theft.

List your street address, telephone or toll-free number and fax number. This will provide clients with an alternative way of sending information that they may not feel is safe if sent over the internet. This gives them the ability to phone, fax, email, or mail their personal information.

Limited Time offers. Offer them a premium if they respond by a certain date, or special package deals that have been put together with the knowledge of what the prospects needs are.

If you plan to create a new web site, or are updating an old one you will find that by using the AIDA principal you will be able to plan and create a better web-site. I have also found through experience that this technique makes it easier to communicate with people who are helping you develop the site.

About the author: William Dupree is the owner of I.M.P.S. (Interactive Marketing & Promotional Solutions Inc.) ( a sole proprietorship marketing firm located in New York City that specializes in developing interactive marketing strategies for small businesses. Prior to founding I.M.P.S. in 2005, Mr. Dupree was a senior partner at E.D.L. Marketing for twelve years. Before joining E.D.L. he worked for Diamond Marketing Group wher

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Tuesday, March 28, 2006

Postcard Marketing: An Inexpensive Communication Tool

Author: Kelly Biedny

Article: Continuous communication is an important part of keeping your small business at the top of your customer's minds. Your marketing plan should contain various types of customer communication--one inexpensive type is postcard marketing.

Postcards are excellent communication tools for many reasons: they're always opened; they visually reinforce your brand even if they're not 'read'; and they're inexpensive.

Postcards can be used to announce specials or events. They can also contain coupons or announce new services. Whatever their message, it should be focused, to the point and benefit heavy--don't just send a postcard, or any communication for that matter, for the sake of sending something. ALL communication should share a benefit to the customer.

On the 'cover' of the postcard, I recommend incorporating your logo and other images that reinforce your brand, as well as a strong headline. Make sure it's something that will catch so your customers look at it more carefully. Remember, even if they don't read it, they are still getting a visual message from you and you want it to be instantly recognizable.

On the message side of the postcard, be brief and to the point, and again, make sure there IS a point. Sending communication to clients without a clear purpose is essentially worse then junk mail. It sends a message that your small business is unfocused and irresponsible with it' use of customer personal information. That being said, you could probably get a way with it a couple of times and be forgiven, but keep it up and customers will association your small business with pointless junk mail. So, make sure that all your communication, including your postcard, has a purpose that benefits the customer and that it tells the customer exactly what that benefit is.

Putting together a postcard is a fairly simple process. Graphic Designers are very reasonable and there are online printing services or local printers who can help your small business out as well. If your looking for an inexpensive and effective way to market your products and/or services, make sure that when you sit down to put together your marketing plan for the year, you incorporate postcard marketing.

About the author: Kelly Biedny is the owner of Kleobell Creative Business ( Her areas of expertise include branding/image development, marketing communication, web development and project management.

For more valuable information on helping your small business become THE source of products or services for your customers, check out Kleobell's <a href="""">Resource Library</a>.

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Before You Do Anything: Try It Out

Author: James Calvin

Article: So you know, roughly, what you want your home business to be. Before you go any further and start investing, though, you need to try it out. Here's how.

Build a Prototype.

If you plan to sell physical things, or you're going to do something like starting a website or making software, then you should build a prototype to see how your idea will work out. A prototype is a version of your product that is built quickly by you alone, and serves to show that your idea is feasible in the real world. If it would be too expensive to build the whole thing, then just building the new part that differentiates you from your competitors is good enough.

Show your prototype to a few people, to see what they think. Are they excited? Would they use it?

Get a Few Customers.

If your product is relatively low-value, or you're providing a service, then it shouldn't be too much trouble to get a few customers and do a few dry runs. Do them a generous discount (you could even do it for free), to make sure that everything runs smoothly and the customers are satisfied at the end of it.

For example, let's say you plan to be a landscape gardener from home. You could borrow the tools, and volunteer to do a garden for some kind of charity project - this is good, since it means that you're doing something nice for charity, but they're not paying for perfection, so it's not that bad if small things go wrong. You should then go through all the motions as you would once your business is established, and see what comes out at the other end.

Here's another one. Let's say you're an Italian living outside Italy, and you plan to start a home business cooking pasta in your kitchen and delivering it to customers (you'd be surprised how many home businesses there are in the catering industry). You could make a rough draft of a leaflet (with discounted prices) and deliver it to a small number of homes in the area, until you get a little response. You could then see if it really is feasible to make and deliver these things, and whether there would be any profit in it.

About the author: James Calvin will show you how to market your product to the World using the only REAL techniques that make the Internet pay off. Go to NOW. You may freely distribute or publish the above article as long as this bio and an active hyperlink are accompanied with it.

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A Unique Marketing Spin for a Coffee Shop

Author: William Dupree

Article: A Unique Marketing Spin for a Coffee Shop

The use of a series of loyalty programs brings success to a coffee shop.

By William Dupree

Three business partners contacted me about creating a marketing plan for a coffee shop that they were opening in Greenwich Village in New York City. They had already leased a 3000 sq. foot space, which is very large for a coffee shop. They had not worked out what type of food or coffee they would serve. The location was too large for it to survive as just a coffee shop something extra would have to be added.

I met with the three partners where I discussed my concerns about there new business venture. I convinced them to follow a plan that I created that would solve the extra space problem for them. Since they had already signed the lease on the location that was to large to succeed as just a coffee shop I created a plan for the coffee shop to be used as a place for community service groups, discussion groups, art and theatre groups, and special interest groups.

I arranged for the coffee shop to operate a two-prong strategy. In the morning it will offer coffee, cappuccino, and breakfast muffins and an assortment of pastries to the people in the morning, 65% who are professional. After 9:30 A.M. the coffee house will strive to become a meeting place for various community groups, organizations, associations, and a place for college students to meet after classes. The coffee shop will have a part time program director who will work with the various groups to help facilitate community meetings and set up interesting forums and discussion groups, and to provide other entertainment for the college students.

I conducted some research on successful coffee shops and found that the espresso machines contribute well over 50 percent to a coffee shop's revenue and even more to its profits. The shops with the best tasting drinks did five to ten times the business of shops with average tasting espresso. To capitalize on this the coffee shop should try to get its espresso drinks to over 50 percent of the drinks served. To accomplish this, the coffee shop set up a separate espresso station, with instruction on how to make a great espresso. The coffee shop will set its pricing approximately 25 percent below typical Starbucks' pricing.

The key to the coffee shop is the merchandising and taste of its specialty drinks, which involves having the right coffeemaker and coffee, and people who understand the art of making good coffee. I suggested that the coffee shop purchased a high-end cappuccino coffeemaker that has a shiny copper and bronze exterior that can be set out in a separate station to attract interest to specialty coffees. Two employees along with the manager were trained in the proper technique of making specialty coffee drinks.

I worked with the part time program and sales director with finding groups and creating groups that will hold meetings in the coffee shop. A discount was offered to any group or individual who would bring in groups. I created a web site explaining what the coffee shop has to offer, and what meetings are taking place and how they can attend these meetings. The coffee shop will send out coupons to groups offering a 25-percent-off discount.

I bought a list from a list broker of organizations, associations, and local community groups in the area. I wrote solicitation letters to them explaining what services the coffee shop had to offer. I created online discussion groups that would involve potential clients for the coffee shop. Articles were written for on line publication for the organizations, associations, and local community groups that held meetings at the coffee shop. These articles contained links to the web site for the coffee shop that would list the upcoming events and discussions that would be held at the coffee shop. Print ads were also taken out in a small local publication that the targeted market reads.

After about 5 months the results of these marketing efforts had paid off. The coffee shops morning business was doing 10 percent better that was forecasted. The coffee shop had 8 regular groups, organizations, and associations holding weekly meetings in the coffee shop. I got permission from the clients who are using the coffee shop for meetings to use there names in the next set of ads that will run, and on the new web site. You must promote your success to get new business.

About the author: William Dupree is the owner of I.M.P.S. (Interactive Marketing & Promotional Solutions Inc.) ( a sole proprietorship marketing firm located in New York City that specializes in developing interactive marketing strategies for small businesses. Prior to founding I.M.P.S. in 2005, Mr. Dupree was a senior partner at E.D.L. Marketing for twelve years. Before joining E.D.L. he worked for the Diamond Marketing Group.

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5 Ways of Using Direct Marketing

Author: William Dupree

Article: 5 Ways of Using Direct Marketing

Direct marketing is the best way to attract and obtain clients.

By William Dupree

Direct marketing is attractive to many marketers because in most cases its effectiveness can be measured directly. For example, if you were to send out one thousand solicitations by mail and you receive seventy responses, then you know that the mailing led to a seven percent response rate.

Any medium that you choose to use to communicate directly to your prospects is being employed in direct marketing. These 5 methods are examples of direct marketing that you can use to obtain prospects and increase sales for your business.

Direct mail

One of the most commonly used mediums in direct marketing is direct mail. Direct mail allows you to design marketing pieces in many different formats. Direct mail can include envelope mailers, catalogues, self-mailers, snap mailers, dimensional mailers, brochures, and postcards. When you write your direct mail piece make sure you know your target market, and how you are going to appeal to their wants and needs. Write your objective and refer to it often. Don't lose sight of where you want to go with the piece that you are writing. You can purchase a mailing list of businesses and services in your target market from a list company, or you can develop your own list by gathering email addresses on your web site.


Telemarketing is a direct marketing sales technique that has the advantage of speed in a marketing campaign. When you are a conducting a telephone solicitation you should first introduce yourself then offer an incentive in solving a problem that you know exists (to do this would require you to do some research on the business or what individuals would be looking for in your product). Ask question that you know will lead to a yes answer (keep prospects on phone answering yes to your questions). Describe your product or service and how it solves the client's needs. Ask if they have any questions. You now can ask for a face to face meeting, or to get permission to send information via mail or e-mail, or make another brief follow-up call. If unavailable, ask what would be a good time to call back.


The most common medium today for direct marketers is e-mail because of its low cost, and because customer responses can be generated rapidly. You must understand that the internet is a different medium. The copy that worked for you in postal mail will not on the internet, not as e-mail. In e-mail copywriting, the subject is the headline, you must write succinct headline-3 to 5 words. Your subject determines whether your e-mail gets read or not. Next, make it personal. People on the internet want personal notes. Next, get to the point keep it short and simple. Next, give them an incentive to act by giving them a reason to buy now. Next, include a call to action to tell people what you want them to do. Don't leave them wondering what to do next. Next, drive people to your web site (don't try to close the sale in the e-mail). Next, build relationship with your clients. Listen to their want and needs. Treat your clients like you would treat yourself. Next, you must follow through on your promises that you made to your client. Do what you said you were going to do.

Direct response

In direct response marketing the customer responds to the marketing message directly. An example, of this would be infomercials, where prospects view a television presentation of a product offering, and can make a purchase with a credit card over the telephone or internet. You can use communications in magazines, newspapers, radio, e-mail, and direct mail to solicit a response. For example, order forms or coupons in magazines and newspapers to purchase products, or receive discounts on products are techniques that have been used very successfully in increasing sales. These same offers are distributed by e-mail and tell and toll-free numbers, which in today's marketing world, is more economical and faster.

Personal selling

Making personal sales calls on prospects is another technique of direct marketing. You should first conduct research on the companies, or the target prospects that you are trying to sell your product or service too. You can also buy a list from a reputable list company. If you take this route make sure that you have complete information on your target market. When making a personal sales call you must write a sales presentation before hand. This presentation should be written to fit the needs and desires of the prospect that you are presenting your product too. Your presentation should provide clear examples, or even demonstrations of how your product or service will accomplish this. Your presentation should contain more that just one way your product can be of service to your prospect. You must also be prepared to handle objections and questions that the prospects will have.

About the author: William Dupree is the owner of I.M.P.S. (Interactive Marketing & Promotional Solutions Inc.) ( a sole proprietorship marketing firm located in New York City that specializes in developing interactive marketing strategies for small businesses. Prior to founding I.M.P.S. in 2005, Mr. Dupree was a senior partner at E.D.L. Marketing for twelve years. Before joining E.D.L. he worked for the Diamond Marketing Group.

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Learning to Think Like a Customer: Selling Tips for Success

Author: Stephen Wright

Article: Copyright © Stephen Wright

One of the most common mistakes marketers make is advertising and marketing based on personal opinions and perceptions. Unsuccessful ones tend to think this way, not only about the product being sold, but also regarding how potential customers will act and react to our advertising approach. This then begs the obvious question (which isn't so obvious)--why do customers buy in the first place. What is their motivation, purpose in buying? What do they need the product/service for? What needs are they satisfying in buying the products in the first place? Seems like simple and basic questions, right? Not really, when you dig deeper under the surface. The better we understand and appropriately respond to these questions, the more sales, revenue and success we will have.

Fact number one: potential customers buy for personal reasons(theirs), not ours. They could care less about our company, glitzy website, or how long the list of product features so skillfully displayed. They only care about the oldest motivation in the book - WII-FM (what's in it for ME!).

They want the benefit, the impact, the improvement, the comfort, or the security it will deliver, period. Most small (and large for that matter) business marketing fails to address these crucial customer needs directly. All too often the focus is mistakenly on the greatness of the product or service, and not on what is important (to the customer that is). Marketers are often their own worst enemy.

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 customer ""buys"" in the first place.

The problem comes down to the marketing strategy that is employed. Are you pushing the product or are you pulling the customer through the marketing process? The distinction becomes very important and critical to success. 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 products, you are essentially telling the customer 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 purchase decision on ""their terms"".

Pulling a potential customer through the purchase 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 potential customer will only make a decision when they are comfortably satisfied your offer has met all of their purchase 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 customer.

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 potential customer's personal reasons for purchasing and you will enjoy continuous success.

About the author: Stephen Wright is President & CEO of Get everything you need to make money online in ""Dotcomology: The Science of Making Money Online"". Includes Over 30 Time-Saving, Profit-Producing, Influence-Expanding Tools And Software Programs Absolutely Free at:

NOTE: You have full permission to reprint this article within your website or newsletter as

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Monday, March 27, 2006

Increasing Web Traffic to Your Site

Author: Viojieley Gurrobat

Article: Having an attractive and great looking web site is only half the battle. You need people to visit your site to make it valuable.

If you are business owner, you have probably been confronted with the problem of having to choose which marketing strategy to use. You have perhaps continuously leaped from one marketing idea to the next in the hope of making greater sales and greater site visits. But the measure of real success depends really on the how you have created your marketing tool not merely on your choice of strategy. Surely, using posters can be better than flyers depending on your type of business. But your choices of words and content will still be the determining factor whether your target customers will patronize your products or services.

Increasing revenue for online businesses is quite easy. There are a few things you need to consider when driving traffic to your site as you probably know by now that the more traffic you have to your site the more money you will have. Hence, to increase traffic to your site, take note of the following considerations: utilize data feeds, blogs and e-books. Data feeds are used for creating a specific content page listing of each product and their descriptions and prices. They are specifically good for getting search engine traffic as they list detailed information about the product that people are looking for.

Blogs, on the other hand, have been used by many businesses for quite a while. It has been one of the most loved marketing strategies of people and search engines because they offer readers new information in an easy-to-read layout and in an entertaining manner. Equally, e-books can be used to dramatically increase website traffic. E-books are usually messages in PDF format that contains a business promotional message. You have to keep in mind though that before you create your own e-book you have to create an effective reason why recipients would like to pass it along to their friends and colleagues. If you can effectively create this reason, then it will be easier for you to campaign your products or services.

Nevertheless, having the right website design and the getting graphic designer is crucial in boosting the success of a business. There are many tips that different graphic designers offer to businesses. As far as your web site is concerned, it is up to you to choose which you think will work for you and which will not. Hence, the bottom line for success will still depend on good content and hard work.

About the author: Viojieley Gurrobat loves readings books in her spare time. She writes stories and poems about anything under the sun. For comments and suggestions kindly visit

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A Guide To Advertising In The Media

Author: James Calvin

Article: The media is a powerful thing -- the average person spends an enormous amount of their life consuming it in one form or another, and will spend a significant percentage of that time looking at, listening to or watching advertisements. If you want to use the power of the media, though, you need to know what you're doing.

Advertising in Newspapers and Magazines.

There are two kinds of advertising you can get in newspapers and magazines: classified and display. Classifieds are the small ads towards the back of the publication, while display ads can be almost any size, from a small corner of a page to a massive double-page spread.

If there's a publication you're interested in advertising in, either go to its website (the rate card section) or call its advertising department to find out the rates it charges. Now pick your jaw up off the floor. Yes, advertising in the print media really is that expensive, and for most home businesses it probably just won't be that economical.

There is, however, an exception: niche and trade magazines. If you've ever looked around in a newsagent, you will have seen just how many magazines there are out there, filling every conceivable gap in the market. You need to find the magazine that people who are interested in your services might read. For example, if you're a wedding photographer, look for a magazine called 'Your Wedding', 'Bride', or something similar. Advertising in these magazines will be far cheaper than placing an ad in a general-audience publication, and far more likely to actually get some responses.

Advertising on the Radio.

Wherever you are, the chances are that there's a local radio station. Once your home business grows to a decent size, you might consider buying some time on it.

Really, though, the only kind of home business that can benefit enough from radio ads to justify the cost is one that does anything to do with cars. Since radio is almost entirely limited to use as in-car entertainment now, you know that almost everyone your ad reaches will be a car-owner, and so might be interested in what you're offering. If you offer something that people need cheaply or even for free, you can get a big response.

Unfortunately, that response could be a little too big -- thanks to the time-sensitivity of radio, you'll get mobbed the next day, and then everyone will forget you again. Radio advertising offers the listener no opportunity to keep your ad and refer to it later, or to find it again in the future. You will find that any ads involving a phone number are spectacularly useless.

Advertising on the Television.

Unless your business is getting pretty big, this would be quite a bad idea. You'd have trouble producing and airing an ad even on local cable channels for less than $10,000. Of course, if there's a market for your product and you've got the budget for this, you could take a gamble and make a mint. The home businesses that tend to do best out of TV ads are ones that have a 'unique and useful invention' product with easy-to-demonstrate benefits -- think infomercial. Research shows that you can sell almost anything given a 60-second ad, a free phone number and a price point of $19.95.

Advertising on Billboards.

Here's one that gets overlooked pretty often, but can be very effective if you do it right. Billboard ads are relatively expensive, but they do generally stay up for a long time, and they can be very specifically targeted to an area -- the one where they're physically located. You'll have the best results with this if you can put one near enough to your business that it could say 'turn left at the next junction', or something like that. Phone numbers are, again, pretty useless, although you could have some luck putting a website address up there.

Advertising at the Movies.

Finally, here's one that often gets overlooked. If you turn up to the cinema early, you might have seen that before the big-budget ads, ads for local businesses are run. This can be a great place to advertise relatively inexpensively in quite a high-profile way, and it works especially well for takeaway food businesses.

About the author: James Calvin will show you how to market your product to the World using the only REAL techniques that make the Internet pay off. Go to NOW. You may freely distribute or publish the above article as long as this bio and an active hyperlink are accompanied with it.

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