Many salespeople miss a critical step in overcoming objections. They act too quickly before  taking a step that gets a lot closer to a sale. It’s understandable that when an objection is raised, we cannot wait to challenge it. Maybe it’s an adrenalin thing. Maybe fast action is caused by fear of losing the sale. Maybe we just want to show how much we know. Whatever the reason, top producers know that there is an important step between hearing and understanding the objection and charging forward to solve it and close. Continue reading this post…

Many top producers use a technique called “reverse” to help overcome objections. This technique should be one of many tools you take to every sales situation. It can be very effective provided the proper foundation as been set. By that, we mean that no objection technique will work if you have accidentally alienated the customer or if you have not done a great presentation with lots of trial closes. We discuss these techniques more fully in other articles. Assuming the correct foundation has been laid, reverses work very well.

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Every day, we read about the economic melt down. The worst crisis since the great depression. I am getting calls and emails from salespeople asking what will happen to them. They seem convinced that no one will buy. Worst yet, they fear that when they get sales, they won’t be able to finance them. This article discusses some of the things you can do to survive, thrive and prosper in any economic crises.

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We have all been told not to judge a book by it’s cover but in a digital world, people judge emails, articles, books and many other offerings by their title. Our customers have too much stuff to read and too little time not to use titles to sort and to delete.

Without a great title, your video, email or article will most likely hit the trash bin.

But, how do you create a magnetic or compelling title?

Here are some techniques for you to try and to see the effect on your audience. Continue reading this post…

I often see questions in discussion groups and blogs that ask about basic numbers one can expect from pay per click ads. Unfortunately, there is often no reply to these questions or the reply is too general to interpret.

This article will attempt to satisfy the thirst for this information and explain the numbers you should be monitoring and what you can expect from your pay per click and sponsored ads.

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The first and most important step in internet marketing success is to choose the keywords you will build into your site and into paid search campaigns. These keywords will need to be woven into the copy on your web sites, into your meta tags and into any articles or videos you post to generate back links. They keywords chosen will be the small part of the internet you work to dominate. Let’s take a look at common errors in selecting keywords.

Be Consistent

Key words once chosen should be stuck with. It will take you months to build back links from the key words you choose. Many web marketers do not even write down their keywords and make up new ones as the go along. It is far better to do your research, choose wisely and stay with your choice.

Choose Niche Keywords

To choose key words, you need to ask yourself what someone looking for your product or services would key into a search engine. Try to think like your customer. This is where you can get a big advantage over your high budget competitors. For example, if you were looking for a company that would lower your credit card payments, I believe many people would key in “lower my payments” or “reduce payments”. I recently came across a client in this industry who used key words like “unsecured loan consolidation”, These are great keywords for bankers but not words potential clients use often. Stick to the words real people use.

We also suggest you do a little research with Google Key Word Tool or other program to determine which key words you want to dominate and go for smaller niche markets.

For example, let’s assume you want to sell a product to people interested in internet marketing.  If you chose the most common key word “internet marketing”, the good news is there are 184,143 searches on that key word each month. The bad new is there are 44,500,000 entries that Google pulls up, there are 56 competitors paying for ads on Google with those key words and they are bidding $6.00 per click. This key word will be tough to compete in and very tough to get to the top of the pile. It will require a big budget and lots of work to succeed.

If you chose instead “Internet Marketing Consulting”, there are only about 2,000 searches per month on Google. BUT (and it’s a big but) there are only 70,400 entries to compete with and that is a much easier market to dominate.

2,000 searches per month may not seem like much but it is about 66 per day and  you can make money by getting a lot of the 66 per day instead of being on page 27 for the big search.

To complete with the big dogs for the keyword “internet marketing “ will be tough. The top company in the search engine has 26,100 back links. That means that to get to the top, you will need to create something like that many back links….and that’s a lot of back links.

If you chose “internet marketing consulting” the top company has only 445 back links. You can get to the top of that search in a month or two of creating links.

As you can see, choosing the right niche key words can be far more profitable and getting to the top of the search engines is doable. It is more profitable to get to the top of 10 key words with 4,000 searches a month each than it is to try to dominate a keyword with 40,000 searches a month.

Choose wisely and be consistent. It will pay of handsomely.

For a free evaluation of your web site as to keyword density, meta tags and back links, call us at 716-504-0314.