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Good Luck!
In essence affliliate marketing is similar to a consignment store. Merchandise is featured on your web pages and for all your time, you receive a cut from every sale. There isn’t as much time and effort involved, fewer overheads, it works 24/7, and it’s simple to master.
The very first step you must take is to determine what merchandise or area you would like to specialize in. To get this out of the way, you need to find out solutions to issues a specific set of customers are expecting, and then determine a solution. An effective method of accomplishing this is to find groups of narrow keywords; in general customers look for these less, nevertheless they convert far more into sales.
If you want to find these profitable keywords, use Micro Niche Finder or an application like it. Data compiled from Micro Niche Finder or analogous computer programs or software creates associated terms in a comprehensive list format allowing you to get a head-start when it comes to ranking on an web based search engine.
Micro Niche Finder data will in addition calculate the amount of times each keyword or phrase is searched for, the number of competing websites, and inforamtion on your competitors as well. Finally, Micro Niche Finder information can help identify related domains, subject matter for your internet site, and even identify the greatest sales opportunities.
The next step is to build a website; but you still have some important tasks to complete. Having a great performance on the search engines demands the fine tuning of your web site. Here SEO Elite information and other similar programs comes in. This program examines competitor’s websites and helps you by stating what you need to do to have a good ranking in the search engine listings.
In SEO Elite the info supplied by the computer software advises you on links, the most lucrative keywords, and even a list of article submission internet sites to refer to. In short, the data produced are the same kind of information that a specialist in search engine optimization may provide.
When you have decided on your niche, design your product promotion, and your web site is ready to go, then it is time to further promote your search engine rankings. Your earnings will roll in regularly and you will wonder why you didn’t try this form of marketing earlier!
In essence affliliate marketing resembles an auction house. Different products are featured on your web site and for this, every last sale pulls in commission. There’s much less work, few operating costs, it works while you rest, and it’s easy to pick up.
At the beginning, you must decide just what niche market you would like to specialize in. To do this, find out solutions to problems a particular customer profile is suffering from, and then determine how you can help them. An efficient way of accomplishing this easily is finding specific sets of highly targeted longtail keywords or phrases; generally customers search for these less, but they convert far more into sales. These crucial keywords can be obtained by using programs like Micro Niche Finder. Data collected by this program or other applications and services compiles a listing of associated terminology which you can focus on in order to gain a head-start in the rankings on an internet search engine. Micro Niche Finder information will in addition tell you how many searches each keyword or phrase gets, the number of competing websites, even competitor information. Finally, Micro Niche Finder data can help in finding appropriate domains, subject matter for your site, and also discover the best merchandise to market.
Construction of a web site is the next step; yet you still have some fundamental tasks to complete. Getting the top ranking on internet based search engines involves the fine-tuning of your web site. Here SEO Elite information and alternative applications comes in. Competing sites are examined by the software package which then provides advice on how to increase search results. With software like SEO Elite, info provided by the program advises you on links, the best keywords, and a list of sites to submit articles for reference. In short, the data generated are much like to the information you would get when you confer with a skilled SEO professional. When you determine your niche market, have some product promotion, and your site has been designed, then you are ready to further elevate your search engine rankings. Your earnings will roll in on regular basis and wonder why you ever worried about making money!
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It’s a business that has taken the beauty industry to a whole new level. The tanning salon is an up and coming business even in spite of warnings that too much sun exposure is not good for your skin. The most successful salons start with good business practices, such as knowing where to get there wholesale tanning beds, as well as good education for their clients on how to get a deep rich tan without harming their skin. Read on about Wholesale Fabric From India and how Salehoo wholesale directory can help you. They are MIDDLEMEN. More on Wholesale Fabric From India below.
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Anyone that is in sales has had to, at one point or another, prospect for new customers. If you are one of the lucky ones the company you work for provides leads for you directly in to some kind of a CRM solution. For a while I was one of the lucky ones. Our website was generating about 15 new leads per day and these leads magically appeared in our homegrown CRM. But easy lead distribution, like all things, came to an end when I left that company to start my own consulting practice. Being self-employed meant I now needed to prospect my own leads.
I need prospects and I need them fast, I need leverage. When it comes to sales there are two ways to get leverage: the people you know and the tools you use. I’ll leave how to leverage the people you know for another time. Today I’m focusing on tools, one tool in particular; a way to copy information directly into your contact manager from websites, emails, documents, anywhere that has electronic text. (www.copycontacts.com/tools to get the software)
Like many people I use Outlook as my CRM. It is not the best CRM solution but it has the advantage of also being my email client. In my business, search engine optimization, my email client is always open so it makes it easier for me to also use Outlook for my CRM solution. My biggest hassle when it comes to using Outlook as a CRM is getting the contact details into the database! I hate typing in all the little contact details. I bet you do too!
A little over a year ago I asked a software developer friend of mine if it would be possible to ’scrape’ address information from a web page directly in to a database. He said sure it’s possible but he wasn’t going to do it. That sent me on a search for a tool that would make it easy for me to capture contact details in the variety of documents that I interact with most like webpages and emails.
After a little searching I found an add-on for Outlook that did an awesome job of copying contact addresses from web pages directly in to my Outlook with the press of a key. I couldn’t how easy it was! No more need to tedious copy the address then move to Outlook, then back to the web page to copy something else and then back to Outlook, it’s boring just writing about it never mind having to do it! When you factor in fixing mistakes and distraction factor I am now adding prospects to my Outlook in about 10 seconds instead of 5 minutes!
I am a self employed search engine optimization consultant. From time to time I find tools that are so good I need to help other people find them. If you would like to try this tool out as you search the web for prospects you can find it on the Copy Contacts site. You will also find other helpful Outlook Tips & Tricks on that site.
How do you feel about selling? Ouch!! Do you want to stop reading now?
Many of you reading this will probably admit (if only to yourself) that you do not enjoy it. You probably wonder why you have to do it - it’s not what you trained for or why you started out on your career. This article may not achieve a 180 shift in your thinking and a radical change in your behaviour; it will show you how a few simple shifts in your own mindset can empower you to be more successful in generating business. As you become more successful, you will be more confident and find yourself doing even more.
Why is it so many people in many countries have a problem with the whole idea of “selling” or being thought of as a salesperson? After all, without revenue coming through your business, how will you survive? How do you generate that revenue - and grow it? Just sitting back and hoping to do it from a historical customer base, word of mouth or a few adverts is not exactly putting you in control!!
Professional services have to face up to this challenge if they are to continue to survive, let alone grow. As the successful ones (in financial and growth terms at least) continue to attract new clients and grow, those who are just operating passively or reactively are at risk.
Let us start by considering why you feel less than enthusiastic about selling. In my country, the UK, our media certainly do not help. It seems that whenever we see anything in the media it is about less than scrupulous tactics from sales people, conning or fleecing their vulnerable customers. This is totally unfair. If this was the way the majority of organisations worked none would make any sales - and where would we be? The stereotype does not cover the many sellers who help people identify specific issues and show them a solution to these which will enhance their businesses or their lives.
How many of you feel that selling is about pushing someone to do something they do not want to? Hardly surprising you do not want to be seen as doing this! If you imagine a diagram of a series of concentric circles, it can help you to understand what is happening now - and what you can do to shift your mindset. From the inside, imagine the circles being labelled as:
If you had some sales training and acquired new skills (capabilities), you could apply these with different behaviours. However, if you still have a “non-sales” attitude and do not see your role as being involved with selling (identity) you will struggle to apply them. Taking a few minutes to reflect on what your “inner voice” says to you about selling. How many messages are limiting or negative? “I can’t……”, “People will think….”? Also, what are your personal values? What are the things which are important to you? Is there anything to do with selling which conflicts with these?
If you want to become more positive, and effective, about selling you will have more success if you make changes nearer to the core. They will ripple out and affect the outer circles much more easily than starting the change on the outer levels. To do this, involves shifting your mindset.
Why should you do this? You may want to think about what you can achieve personally or for your organisation if you become more successful as a business generator. What difference might it make if this happens? Alternatively, what might be the risk if you do not shift and become more proactive as a business generator? No organisations can stand still in their markets these days.
What do you think the words “to sell” mean? A dictionary definition will tell you that it is: “to exchange goods or services for money or kind; to convince of value.” Concentrate on the latter part of this - what does that mean to you? I wonder what “value” is for you when choosing a new car, or a holiday, or an evening out? Would it be the same for your friends? In this lies one of the aspects of professional selling which can give you both fun and satisfaction - finding out an individual’s idea of value in the context. When you have done this you can apply the principles of “salesmanship”, which part of the dictionary definition says is: “persuading purchasers to buy.” Nothing here about pushing or forcing people into decisions! Can you think of any occasions when you have felt you were sold something? How did you feel about it after the event? (If you cannot, what do you think you would feel?) On the other hand, have you had a time when you think you decided to buy something? How did you feel after this? Can you notice any difference?
Reframe the idea of selling in your own mind to:
- find out what your prospect would think is value (or what their needs and wants are)
- show how you can satisfy these
- when they believe you can, they will want to buy!
It is not about selling - you are a provider of value! To achieve this you just have to talk to people, ask them to explain what they want and need - and listen. Check back to make sure you understand - and then let them know how you can supply that service or solution. It is not some black art! Yes, you can go and learn one of a number of structured sales approaches. . These days, more and more organisations, not just professional services, are taking a “consultative selling” approach which can be a softer style - though still allows you to ask for commitment. However, that will not work unless you change some of those items in the inner circles in the diagram
You can achieve your mind shift with a few simple steps, whether because you want to be more successful or to avoid problems from not getting more sales.
- Look inside yourself and ask what is stopping you. If you think what you are providing is worthwhile and of value to your clients or customers, why not give more people to chance to use it? You are not being a seller - you are helping them to buy!
- Pay attention to what you are saying to yourself! Beware the “can’ts”, “shouldn’ts” etc and start saying “I can…”, “I will….”, “It’s OK to….”, “Im able to….”, “I’m good at…..”.
- Start with the easy wins - look for opportunities to get more business from existing clients by getting them to consider other services or products that they do not currently buy from you.
- Enjoy helping clients and customers resolve their problems or improve their business through what you can offer them!
As you shift those inner circle aspects of your sense of identity, move your focus on to positive values and empowering beliefs, your attitude will change. Allow it to start thinking about being a business grower, generator, discoverer or nurturer if it seems better than selling! Once your attitude is positive you will find that you can use the appropriate skills and behaviours - generating more business and feeling good about it! If you want to develop your skills, you may feel more comfortable looking at what is involved in “relationship selling” or “consultative selling”, which will fit with your (new) values and beliefs. You do not have to be a social outcast to be a business getter or a seller. It is something to be proud of when done in the right way as all parties benefit.
Graham Yemm has over 20 experience as a consultant. He runs a UK based consultancy, Solutions 4 Training Ltd and works both in the UK and internationally with organisations in a variety of industry sectors. He works with organisations and individuals to help them with setting sales strategies, developing their sales processes and training them with the relevant sales skills. He can be contacted at Solutions 4 Training or +44 1483 480656
A few weeks ago I was onsite at a company that had hired me
to train their sales team on how to stop using traditional selling and start using the Unlock The Game sales approach.
After one coaching session, one member of the sales team came
up to me and said, “Ari, your approach makes complete sense –
but I’m afraid I’ll lose sales if I stop being aggressive and start being passive!”
Whenever I hear a comment like that, I want to scream, because it means that the person just doesn’t yet understand that removing pressure from
the sales process doesn’t mean being passive!
But…I didn’t scream. I took a deep breath and then explained that Unlock The Game is the reverse of passive.
Rather, it’s an active attempt to create pressure-free
conversations with prospects.
However, to do that we must eliminate behaviors and language that prospects can perceive as “aggressive.”
We all know what these are — continual e-mail and voicemail “followups” in which salespeople try to pin down the status of a potential deal — is one common example.
The problem is that prospects react to aggressive, or perhaps we
should say “overaggressive” sales behaviors by withdrawing and evading us.
We could say that Unlock The Game actually takes the “middle ground” between passive and aggressive by being authentically unassuming, yet effective - and that this is the most stress-free and effective way to sell.
What do I mean?
I mean that you have to shift away from assuming that every prospect is a fit for your solution.
It’s sort of like the legal concept of “being innocent until proven guilty.”
We can’t afford to make any assumptions about “fit” until our
conversation with the prospect indicates that we’ve mutually
arrived at that conclusion.
The aggressiveness that turns off prospects sets in when you assume, every time you pick up the phone, that you have a solution for them.
Your tone of voice and language gives them that message long before they’ve even had a chance to agree that they have a problem you might be able to help them solve.
But if you can manage to find that middle ground of not assuming
anything while also communicating in a low-key, unassuming manner, you’ll discover a whole new effectiveness you could never have imagined.
Can prospects sense when you’re assuming too much?
Sure they can — because most of us have been conditioned to
present or talk about our solution as a way to engage prospects
so they’ll reveal their problems to us.
But that logic is completely flawed, because when you launch
into your solution to someone who doesn’t trust you yet, all you
do is allow them to pigeonhole you as a stereotyped “salesperson.”
So how do you make this concept of being unassuming but effective a reality?
First, learn to start conversations by focusing 100 percent on
generating discussions around prospects’ problems, rather than
pitching your solution the second you hear an opening.
Second, learn to begin those conversations by converting
the benefits of your solution into problems that your solution can solve.
Third, after you and your prospects have identified a problem or problems, you can then engage in a discussion about whether fixing those problems is a priority.
It’s only at that point that prospects have finally given you implicit permission to share your solution with them.
Jumping in with solutions prematurely will only land you back
in the trap of being perceived as “aggressive.”
With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one’s mindset to a place of
complete integrity, based on new words and phrases grounded in
sincerity, has earned him distinction as the world’s leading authority on how to build trust in the world of selling.
Leading companies such as Gateway, Clear Channel Communications,
Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.
Often times we believe the depth of our customer does not extend
beyond that of the business they do with us.
In fact, it goes way beyond that. People love to talk about
themselves, and if you take the time to talk to your customers
about non-business topics, you will find that, more often than
not, they are more than happy to engage you in conversation.
By getting to know your customers, you can find a whole lot of
valuable information from them. Such as where they live, do they
have a family, what their hobbies are, do they have pets, etc.
By finding out this type of information, you can determine what
their needs are, than proceed to tell them about the products
you have, that you believe would be ideal for their needs.
Another plus when it comes to getting to know your customers, is
that every time you speak with one another, you are
strengthening the business relationship you already have with
them.
When I talk about getting to know your customer, I don’t mean
that you have to extend an invitation to them to join you at
Thanksgiving dinner.
All you have to do is take a little extra time to get to know
their names and what their needs are.
For instance, if you have a new customer whose name is Mike, and
building train sets is his hobby. The next time you see him, you
can address him by his name, and ask about how the trains are
coming along.
One, he will be thrilled that you remembered his name, and two,
since building train sets is his hobby, he will be more than
happy to tell you all about it.
These types of techniques kick open the door to more sales. The
better a person gets to know you, the better they will begin to
trust you, and the more likely they will be to do business with
you.
People prefer to do business with people they know and trust, it
gives them a comfort level. So get to know your customer and
work on earning their trust. They will not only do business with
you. They will most likely refer their friends and family to you
as well. Good luck.
This article may be reproduced by anyone at any time, as long as
the authors name and reference links are kept in tact and
active.
Do you want to make more money?
Yes, I guess that is a rhetorical question. Everybody wants to make more money, but oftentimes we are not willing to do what needs to be done in order to make it.
For example, I’m not willing to work an 80-hour per week job to double my income. I have a husband and a 1 year old son - I want to spend time with them. I want to take vacations and visit my parents on the weekends and host dinner parties for my friends.
I am not willing to swindle little old ladies to make more money, nor am I willing to lie, steal, or be otherwise dishonest. I am not willing to work for a boss that demeans me, nor am I willing to work in an environment that is discriminatory, unfair, or just plain dull.
So, putting all those things to the side, what AM I willing to do to make more money?
I AM willing to develop products and services that business owners want and need. I AM willing to work regular business hours Monday through Friday with some evening/weekend work when needed. I AM willing to face my fears and try new things to market my business - like public speaking and approaching big joint venture partners. I AM willing to listen to my clients’ feedback. And, I AM willing to ask for what I’m worth.
In a service business, that last one is key. Believe me - if you don’t ask for it, you won’t get it. So how do you figure out what you’re worth?
It sounds like a relatively direct question that has a “right” answer, but it is not. Worth is a value judgment that you, your prospects, and your clients make independently.
You might think your services are worth $60/hour, and by choosing to hire you, your clients are saying that they agree that you are worth that amount. But, what if you raised your rate to $120/hour? Would they hire you then?
How about those prospects who choose to go with someone else, even when you are offering your $60/hour rate? They obviously don’t think your services are worth $60/hour. So, who is right?
The answer is - everybody is right. Each one of us has our own unique set of criteria for determining the value of any offering. We evaluate every offer we are made using that criteria whether we are consciously aware of it or not.
So, in evaluating your worth, let us start with what you are charging now. How did you come up with that figure? Did you pick it out of the sky? Did you find someone locally who was offering a similar service and find out how much they were charging? Did you do extensive research to determine the national, regional, and local average hourly rate for your industry?
No matter how you came up with your currently hourly rate, do not forget that you are the one - the only one - with the ability to increase it. No prospect is going to say, “I know you usually only charge $60/hour, but I was thinking of paying you more along the lines of $85/hour. Would that be okay?”
And, no client is going to call you at the end of the year and say, “I was thinking - you do such a great job for us. We would like to start paying you $100/hour starting on January 1 just to show you our appreciation.” It just ain’t gonna happen!
I was reminded of the importance of this message when I talked to Alexandra last Thursday. Alexandra owns a leadership development company providing team-building workshops for mid-sized corporations. Instead of charging an hourly rate, she charges a daily rate of $1,500.
Prior to starting her own company, she worked for another small firm delivering similar programs. Only when this other company sent her out on jobs, they charged the client $4,000/day.
Yep, that is right. Same workshop - $2,500 more.
Now, how could this be? A client that would pay $1,500/day for her services might have been willing to pay $4,000/day if only she had asked?
Now, perhaps, the firm she worked for had built up some brand recognition that Alexandra did not yet have when she went out on her own. But, the bottom line is, there were companies out there willing to pay $4,000/day for her skills. It was just a matter of who was making the offer and how the offer was being presented.
So, the real answer to ‘what are you worth?’ is a combination of how highly you value your own abilities, how confident you feel in communicating that value, and how well that value meets the needs of a specific market.
If somebody is willing to pay $120/hour for your services, you are worth $120/hour - to them. Are there enough ’somebodies’ to generate a sufficient income for you? That’s what you need to find out.
Take a look around your marketplace. If you market to a local audience, look at your competitors’ newspaper ads, press coverage, web sites, etc. If you market to a national or international audience, do your research online. Make some phone calls posing as a prospect, if necessary.
How much are they charging for services similar to the one(s) you offer? How do they present the service’s benefits? How do they package the service offering? How do they position their company as a whole? What can you learn from the companies that are charging more for providing the same service you provide at a lower rate?
After you have done your research, take some time to re-evaluate how you are packaging, positioning, and branding your business. Then, determine if you can deliver the value that warrants raising your rates.
If you want to make more, you have to ask for it!
About The Author
Kimberly Stevens is the author of the ebook series, *The Profitable Business Owner: A Step-by-Step System for Starting & Running a Successful Service Business*. Download Sample Chapters & get her free MiniCourse, *The 10 Most Common Mistakes Business Owners Make & How To Avoid Them* at: http://www.askthebizcoach.com/ebooks.htm
kim@askthebizcoach.com
