Never Ending Thoughts…

When people start a new business, one of the first common questions that come to their mind is “Should I create a website?”. The next common question that comes is “What should I name my website?”. And that’s where things start becoming fancy. People start worrying about how it will impact their SEO efforts, and all other things around it.

In this article, I will go over some of the common myths that are still lingering on the Internet (thanks to old and stale blogs) and help you come up with some great names for your new website!

Step 1: Name Your Website Close To The Name Of Your Business Name

Let’s forget about the Internet for a second. Let’s think about what came to your mind when you incorporated your business at your local county office. What name did you choose and why? It could be “Wendy’s Lemonade” or “Joe’s Rock Pub” or perhaps “Catchy Clips”. Whatever it be, I’m sure you had something in mind while coming up with that name. Of course, the name has to be unique and not registered before. In addition it has to be attractive and must be related to what you do so that people don’t get confused. For example “Joe’s Barber Shop” is probably not a right name for an automotive repair shop. This is just simple common sense.

And the same concepts apply in deciding the website name. Ideally your website name should be very close to your real/physical business name. However there are limitations for example as far as special characters go, websites only allow a hyphen. In addition, you can’t have a website with all numbers and so forth. Also you can’t have spaces. So come up with something close enough. For example “Catchy Clips” can have a website named www.catchyclips.com and so forth.

If the name becomes too long and hard to type, then perhaps you can shorten it. For example “Kelly and Jones Antenna Shop” can perhaps have a website named “kjantennashop.com”.

Look at the paypal example. The business name is PayPal. The logs clearly shows on the PayPal building. The same shows on the website and even on the favico.ico. the website name is the same too.

Step 2: Watch out for names that would easily get misspelled

The fact that you can't have spaces in website names creates one very big problem - that is the problem of people easily misspelling the website name. For example if your business is "Lee Eve's Evening Dresses" then naming the website as "leeeveseveningdresses.com" is probably not a good idea. One of the most common reasons of SEO not working for some people is just simply the fact that their website is hard to type or remember!

When coming up with a website name, pick at least three variations of the same name. Show the options to your close friends. Or better, talk with a SEO Expert and he/she will be able to help you out.

Step 3: Think of names that people would easily remember

Look around and you'll notice the best and ever lasting businesses around the World have one thing in common. Their names are short, simple and easy to remember. Be it Ford, Disney, or even Google and Facebook. They all are easy to remember and write. And it's not that because they have been there for quite some time.

Step 4: Don't stick with only the ".com"

Many people think that if the website name they had in mind is already taken, then it's the end of the World and the only alternative is to find some other domain name. That is not entirely true. For example, you might be able to find your website on the .ws or .net domain. However, it might not always make sense to go with an alternate TLD. For example, if you have a business in United States, having a domain of .in or .co.uk might confuse visitors. Moreover, some smart spywares might even label you as a hacker! So in reality you might really have less choice; but do look around. Spend plenty of time because this is going to be the domain name you are going to use on your next big effort - Search Engine Optimization (aka SEO). So better take the time and come up with a good website domain and stick with it.

Step 5: Try to keep the name close to the content you are going to put on the site

A website with domain name "freebeer.com" that talks about ladies purses will probably get low ranking and hence SEO efforts are going to cost much more time and effort. No one can stop "freebeer.com" to still pop up at high rank in the SERPs when it eventually gets indexed and starts showing up when people look for ladies purses. For example searching for "imac deals" might pop up "apple.com" because the content on apple's website is related to imac deals, however the word "apple" itself is misleading. But then you are talking about a company that has been there for over 20 years now and is pretty much known by everyone. Until you reach to that level, or until you think you have an idea that is so revolutionary that the name doesn't matter, go with what makes sense; that is, picking up a name that would match with the content. This philosophy will work for over 80% of the people out there.

Step 6: Website names still change. Then what?

No matter how hard you think, names still do change. Even if you have a great idea, chances are that you will need to change the name after few years (at least that's what the normal trend has been). So in that case, what do you do? The answer is "301 redirect". A "301 redirect" is a method that tells the Web Server to redirect a particular URL to another URL in addition to telling the client (in most cases your web browser) that the resource you are trying access has been permanently moved to another location. This is lot of benefits as compared to normal redirects. First off, this is much faster than putting a HTTP meta tag based redirect. Secondly, it is safer because the redirect logic lies on the server side, not in the browser. And most importantly, since it lies on the server side, it's a more "respected way"; in other words, search engines won't ding you for changing the name to something that doesn't match your content. You will still have all your back-links and SEO efforts intact.

This is how a typical 301 redirect look like on your Web Server's .htaccess file:

Redirect 301 /oldpage.html http://www.example.com/newpage.html

And Last but not the least: Stop worrying too much about it!

Think of your website as the "virtual representation" of your "real business". You perhaps clean your store, make sure that the latest products are out on the Window. Make sure your staff comes on time and greats every one. The same philosophy holds true on websites. So stop worrying too much and stop trying to find and hire people who will claim that they know the secret recipe behind SEO; because that's not what you should be looking out for. Instead focus on your core business and try to reflect that as much as you can on your website and in your domain name. And Wonders WILL HAPPEN.

OK. So we are now kind of used to of almost every online business on this planet to have a “blog site”. I should probably add “facebook fan page” and “twitter feed page” to that. But we’ll come to that later. Let’s focus on the blogs first. If you are running an online business, 100% chances are that you’ll fall into an urge to start a blog, whether it makes sense or not. Large and established businesses have marketing teams, blog editors and owners, who make every effort to maintain the blog. But what about hundreds of thousands of small businesses who can’t afford a marketing team and a full time blog editor?

In this article, I’d like to talk about the problem of blogging in small businesses and how to know when it’s time to hire a blogger.

When do you even need a blog?

This is more of like a “per-requisite” question. If you don’t have anything new and interesting to add to your focus market, you should probably not blog at all! Instead spend more time and money on direct marketing approaches. You should blog only and only if you are truly passionate about what you are doing and want to contribute to the community by sharing your knowledge. Blogging is all about guiding and helping people and not promoting products.

Start by joining forums related to your Industry and read about what others are talking about. Share your opinion on matters that you love to discuss or care about. This will help you find what’s really missing on the Internet and how you can contribute.

So you know what to say but can’t articulate it well.

Unfortunately most people don’t even know that they don’t know how to articulate well. The free nature of blogging (and now micro blogging) has made it even harder for people to realize how good or bad they are at clearly writing as to what they want to say. The best approach is to talk with a professional blogger. Simply shoot them an email asking to review your article. Very few people would do that for free. So your best bet would be to first build a rapport with few good bloggers; either perhaps sign up to their forums and engage in discussions. This will also help you figure out which blogger would be able to understand your particular business and hence give you the right kind of feedback.

While this approach would work most of the times, there could be a situation you might just end up realizing that yes you do know what it takes to write a good blog, but then you might be better off marketing or doing sales or perhaps designing and developing the product itself! If blogging is not your cup of tea, and you know you need a blog, then you know you need a blogger!

How do I identify a great blogger out of the good ones?

This is going to be an iterative process. There is no algorithm behind how to find a great blogger. Most often than not you’ll easily be able to tell which ones are good because you’ll know it when you’ll love reading their material. But then finding the few “great ones” is rather an evolutionary process. Keep in mind that just like your business is unique, so is each blogger. And it does take some time for anyone to truly understand the philosophy and the essence behind your initiative. On top of that, to be able to articulate it well takes its own time and learning curve. So be patient and give chance to a couple of good bloggers. See how your customers and readers are responding. And that will give you an idea.

A great blogger would be able to articulate your thoughts in a way that will not only make it interesting for the readers but also help you become more mature about your space. And that’s the reason most of the times the blogger is not really just a “paid professional” but rather a member of the elite group in the company. He/She works closely with the head of marketing and sales and many times has direct conversations with the founders, board members and the CEO.

And so while choosing a great blogger, keep your mindset open. The person doesn’t always need to be an outside hire. He/She could very well be one of the board members or someone from the management or perhaps an employee within the company who has the gift to articulate things well. Don’t take blogging as a “position” or an “opening” in your company and don’t try to look for a “resource” to “fill in the position”. Instead follow the approach of “identifying” who in the organization could be a right fit.

What blogging approach are you following? What’s working for you? Please feel free to share your thoughts.

Courtesy: SachinWalia.Net (http://tinyurl.com/3dpyb53)

In one of my previous posts – “Smarketing – The Perfect Blend of Sales And Marketing” – I tried to put a new perspective on the way Sales and Marketing can be done. I provided my justification on why it makes lot of sense for Sales and Marketing efforts to merge and complement each other. However, I realized that even though it all makes sense and looks simple, it’s still really hard to implement in real life. In this article I will try to cover the top three reasons why such an endeavor could fail.

Are Your Sales and Marketing Teams “Doing Each Others’ Job” Or “Helping Each Other Out”?

Take for example an Email Marketing Campaign. When designing an Email Marketing Campaign, there is a lot that the Marketing Team can borrow from Sales. For example adding details of an upcoming promotion in the email, or perhaps using marketing technologies that seamlessly integrate with the company’s Sales CRM solution. However the “design” and “template” of the Email, or the “Marketing Slogan” & “Punch Line” is really something that Marketing Team should be doing. It’s not that a Sales guy cannot come up with a good marketing punch line; but get this: If the sales guys start spending too much time on thinking about marketing slogans and marketing strategies, who is going to “actually sell” the product!

One way out of this is to simply “use common sense”. See where to draw the line. Of course it’s not going to be easy. So use time management tools for the first few months to figure out where exactly the line exists in your company and then use that knowledge to teach your sales and marketing teams about how to effectively work with each other but not work on each others’ tasks.

Are You Merging Your Sales and Marketing Charts?

Another thing to watch out when working on a combined sales and marketing strategy is forgetting that at the end of the day these are two different tasks. At a granular level both these tasks run on different parameters and are measured by different parameters. For example using marketing related parameters to define and monitor your sales process will most probably make it worse and vice-versa.

Is Your Smarketing Effort Turning Into Resource Optimization?

Many people have this misconception that by effectively combining sales and marketing efforts they’ll be able to work on the same goals with lesser staff. That might come out to be true as you stern ahead and put new processes and p0licies in place to make smarketing work, but it definitely should not be your first (or even any) goal. Smarketing helps sales and marketing teams work in coherence. It does not, in any way, aim at delegating tasks between sales and marketing in an effort to optimize resource allocation. As explained earlier too, the last thing that you want to do is get sales work done from marketing folks and marketing work done from sales folks.

Have you tried combining sales and marketing efforts in your company? What was the reaction? What issues have you faced? Feel free to share!

There are over 100 social media networks in the World. Let's forget the bottom 97; and you are left with the two main networks that pretty much define the current social media landscape. Yes I'm talking about facebook and twitter. And now we have Google with the Google+ creeping into this landscape.

In this article I will show some of the examples of how the growing number of Social Media Networks is causing headache, confusion and (for lack of better terms) lot of wastage of money in marketing.

While I have some ideas of how this can be minimized, but hey, I'm no "guru" here. So if you have a better idea, please do share!

The "What Message Goes Where" Problem

The biggest problem that marketing managers face is that how do you figure out what message goes on which Social Media Network. Simply copying and pasting the same message on all the networks might not be the best idea. The reason is that all Social Networks have their own "theme" and if your actions are not in sync with that "theme", you are bound to fail on that network. Starbucks for example does a wonderful job in managing their facebook and twitter pages. They use facebook for mainly having their fans share their thoughts about the company and their coffee. While they use twitter to mainly spread information about various company promotions and events. This works perfectly because they fall in line with the basic them of these Social Networks. For example, facebook is perfect for sharing ideas between friends while twitter is perfect for sharing quick information and running viral campaigns. Starbucks surely understands this and uses both the Social Media Networks accordingly.

The Problem Of Finding The "Non-Followers"

Managing hundreds of thousands of comments in various Social Networks can become an involving activity. Due to this many companies end up just barely managing their own company pages and Social Media accounts. There are hardly any good solutions available right now that allow companies look around in other forums and groups in various Social Networks where people might be talking about anything negative about the company. In essence, the problem of managing the followers is so involving to solve that companies hardly get a chance to follow what the "non-followers" are saying about them. Unfortunately, there are no good solutions available to solve this problem. My best advise to solve this problem is to perhaps provide incentives to your "followers" so that if they find something negative going on about your company, they can be rewarded to inform you about such instances.

The Problem Of "Consolidated Reporting"

Twitter sends out a notification whenever a new person starts following you. facebook sends out weekly statistics about your Ad spending. Every Social Media Network has its own reporting mechanism. This creates a very annoying problem of reconciling and consolidating all these reports. As per my knowledge there are no good solutions to solve this problem. Most companies have their own home grown methods to reconcile and consolidate reports. Obviously this comes with its own associated costs and the problem of keeping up with ever changing reporting formats. Perhaps all Social Media Networks should come up with a common reporting format so that consolidated reporting solutions can be built on top of that.

These are obviously some of the problems of Social Media Marketing. What are your thoughts?

--
I wish it were as easy as taking the best books in sales and
marketing, and just simply blend them together to come up
with something that would really get me the results.
--

What Smarketing Really Is?

Smarketing simply means a way to align your sales and marketing efforts in order to make them more effective. This term is relatively new in the Industry. So new that I thought I came up with it while writing this blog! Then I started looking up on the Internet and found that the guys at Hubspot say that it was actually coined by Dan Tyre in around 2007. However I couldn't find much material from Dan on this topic. Perhaps he shared the thoughts with Hubspot folks at some meetup. So I followed up with Dan himself and got this information from him: "Mike Volpe and I coined the term in 2007 to explain how sales & marketing departments are really archiac holdovers from an earlier age and how HubSpot would be different." Thank You Dan!

In a nutshell, this is what I think it is: Alignment of sales and marketing efforts in order to make them more effective. So let's carry on with that.

When Do You Know You Need Smarketing?

Well the answer really is that you need it almost every time. But still, let's take a few examples.

Let's take some real life examples. So you came up with a great email marketing campaign. You got the best template out there and you got the best content and images for your email campaign. But you forgot to put the "sign up" button within the email. Instead you asked users to go to some page and click there to sign up. Guess what, you just ran a perfect marketing campaign but then left the sales folks at the mercy of only those few who would go an extra mile reading all the steps to sign up in your email.

Let's take another real life example. Your marketing team came did a great job attracting lot of people at your booth at the conference that happened last week. But they did a terrible job filtering the leads they captured and now a list of 20,000 contacts is left over at the mercy of sales folks who end up taking a month following up with all those leads. As a result you end up loosing many potential buyers.

What's the learning in both cases? Sales and Marketing teams can't work in solace. They have to work in perfect coherence to be able to generate amazing results.

OK. I Get The Point. How Do I Start?

1. Break the walls between your marketing and sales team. Have them work together. Have marketing plans reviewed by sales and have sales targets reviewed by marketing. It sounds a lot of work and perhaps something that might slow down your progress; but the reality is that these necessary evils are actually going to help you come up with that perfect blend of sales and marketing that works for you. You won't know it until you try!

2. Use technology that simplifies communication and helps easy blending of both the teams in every aspect related to lead generation, lead nurture to customer relationships.

3. Create a culture of respect for each other. Often marketing is considered as coming up with Banner Ads and Catchy Lines while sales is frowned upon as the dirty job of cold calling. Break that culture and make it open enough for both teams to realize the value one provides to the other.

Is smarketing for you? What do you think?

Competition is something that’s considered as “a consumer’s friend and a business’s foe”. Is that really true? It might be true in some cases. However in most cases, my belief is that it’s not true. And here’s my justification:

Competition in business is something  that many business owners are afraid of. After all which businessman wouldn’t want to live in the World where only he/she is the service provider? Wouldn’t that be great? You will own the whole market without the fear of loosing any share! However, if you look at it closely, that’s not really true! In fact competition is something that every business should welcome and consider it as a friend! Say for example Google practically owns the Search Engine Market. Microsoft, although getting sluggish, still practically owns the Operating System Market. And So Forth. How did these companies become as big as they are now? The answer is by carefully looking at the competition and making sure that they remain above it! These companies have to constantly work hard to make sure that they remain at the top.

Competition Helps You Improve Your Product

It’s hard to get feedback from customers regarding how you could improve your current product offering. If customers don’t like your product, most of the times they just leave without providing any feedback. Very few actually give you a hint of where you should be focusing. The best way to solve this problem is to look at your competition. What are the features that your product is missing? What’s that people are finding attractive in your competing product? How can you match that or come up with an even better feature? By carefully analyzing your competition, you can find answers to these important questions.

Competition Helps You Easily Define Your Goals

One of the important aspects of running a business is being able to clearly define short term and long term goals. Having a goal like “becoming market leader in clothing industry” or “gaining 500 million customers” are too abstract and hence difficult to accomplish. Looking at the competition will help you clearly define your goals. For example, if you are in the Pizza Delivery Business and your Competition Delivers Pizzas in 15 minutes, your goal can be “Delivering Pizzas in less than 15 minutes”. Competition helps you identify where your product or service lacks and then helps you define goals in order to fix those gaps.

Competition Helps You Be True To Your Customers and Hence Build Trust

One of the best ways to measure your success is by comparing where you stand against your competitors. If you won’t do this, your customers will! So it’s always a good idea to compare your self against your competition and see where you stand. For example, on our lead generation product – ellipsis dive! – we have created a feature comparison page that gives a clear and measurable matrix of our product offering against our competition. When doing a comparison against the competition there is no harm in showing where you lack. Often there are cases where the customer is not really looking for “those extra features” that your competitor has. By showing a true comparison you will not only build trust, it will help setting the right expectations with your customers regarding what you have to offer.

So I believe competition has a very big role to play in the growth of any business. What do you think?

Sales Presentations are an inevitable and necessary evil. They become even more important in case of complex sales.You spend hours on making that “one great sales presentation”. However how many times have you found yourself into a situation where you think that there’s something going wrong? You are not able to convey the right message, the audience is not able to visualize what you are saying; or perhaps you left some key points in your presentation that pretty much broke the deal. I don’t think this after reading this article you won’t make such mistakes ever; However I hope that you will make them less frequently.

Out of the many reasons of where and when a sales presentation might fail, I think these three are the most important ones. If you fail to pay attention to these three, you are probably going to fall into hard luck trying to make that deal happen.

1. Sales Process is really a Two Way Street

People have gone into the habit of coming up with “trailer” based presentation. Like TV Ads. They are good to be hosted on the website. But when it comes to giving a face to face presentation, they are probably not the best option to go with. The idea of having a face to face presentation is to meet the client and understand the requirement; The idea is to pretty much “cut through the chase” and listen to the requirements. And the presentation should reflect the same intention. The more interactive you can make the session, the more you’ll be able to understand what’s needed and quickly conclude to next steps.

It’s a good idea to stick to the plan and the overall presentation, but moving here or there a bit is not bad at all. Especially when your audience is showing interest and is engaging in a discussion, it makes perfect sense to keep the synergy going even if it means jumping on the white board and discussing what is important for the customer.

2. There is no “one size fits all” Solution – Customization is the King

I do agree that there are those certain slides and material that you can always re-use. But to be able to really deliver a great sales presentation, I think it should be unique. Every requirement is different and every client loves some level of personal touch. If you have done something similar and want to put that as a reference, that’s definitely a good idea, however keeping the “proposed solution” in line with what the client is asking for is the best strategy. The more “cookie cutter solutions” you fill your presentation with, the more you are calling out for disaster!

3. Respect Every-one’s Time and Set Right Expectations

Last but not the least and I have seen this happening so many times. Sales meetings going out of control and extending beyond the designated duration. Best way to deal with this is to send out agenda and set time slots for each activity (such as introduction, Q&A, etc.). Get a buy in from everyone regarding what makes sense. It’s sometimes better to share the material you are going to present before hand. That helps a lot in getting quick feedback before hand and make changes based on what would make sense for the customers.

In the end, I think sales presentations fail when they forget to address the needs of the customer and instead blindly drop a solution. What do you think?

If you own a blog or a website and are providing some space for advertisements you probably know Google AdSense very well (or at least to some extent). Google AdSense started creeping up into Facebook pages back in 2008. In around 2009 (or perhaps 2010) Facebook took several actions to stop that so that they could retain the “portion of the pie”. The end result was “Facebook Ads Promotion” – A “affiliate marketing” type solution from major affiliate marketing platforms Azoogle Ads and Neverblue Ads. Using these platforms users are able to advertise third party products on their Facebook owned pages (walls, apps, etc.).

It’s hard to compare both the advertising platforms because Google truly focuses on the “raw online traffic”, and Facebook is really all about “social traffic”. However, since the end goal of both the solutions is pretty much the same, I have tried here to compare both these models and see which model would make more sense where.

Google AdSense and Facebook Ads Promotion are Fundamentally Different Methods of Monetizing From Your Online Real Estate

Google AdSense makes the whole experience of monetizing from a website pretty much transparent for the user. You simply select the kind of area you’d like to use and throw in a javascript code where ever you want Google to do it’s magic and display the Ads and you are all set. From there on Google AdSense takes over and shows context sensitive Ads based on the content on the page. On the other hand, if you want to monetize from your Facebook pages, you’ll have to open a publisher account at Azoogle or Neverblue or any of the Facebook preferred affiliate partners. You then select the Ads you’d want to display. It’s a bit more involving and gives you a more of “simplified version” of “commission junction” or “click bank”.

Which Method Works Better Depends on Who You Are!

Which method works better really depends on You! If you have an established website with focused content and lot of visitors, you are probably using AdSense already and are reaping its benefits. If you are relatively new in the game and got introduced to the online world during the 2007-2008 time period (perhaps you just ventured into your first online business), and perhaps you focused more on building your footprint on social networks like Facebook, twitter, etc. then Facebook Ads Promotion might work great for you!

It’s not just about the timing. If your content is more interactive and social and you are very active on Facebook, you’d want to spend time to make that monetize rather than spending time and effort to make a website more popular, indexed, etc.

Another difference that I can think of is the whole “SEO planning” that you have to do in the “traditional” website development and marketing paradigm. With Facebook, it’s pretty much back to the “word of mouth” approach where in you try to get as many fans as possible. And the story doesn’t end just there. You need to have content and discussions that keep your wall live. Since people don’t go to Facebook to “search” things, the whole “SEO” thing doesn’t make much of a sense. That’s a big plus for people who are afraid of SEO and know how to do “word of mouth” better.

That’s all about for today. Was this article useful? Please don’t forget to share it with others!

Happy Friday!

GT

Article Marketing is one of the proven techniques of spreading the word about a product or a service. There are so many variants of this concept that are available that it can easily span into a full book. You can have someone write articles about a product, write reviews, feature comparisons and what not. At the end of the day, the technique is pretty much simple. You or someone writes articles about your product or service. Articles are circulated across to target readers. But wait. What about “effectiveness”?

What is “effectiveness” in Article Marketing?

The answer to this question pretty much differentiates the “pro” marketing managers from the “not so pro” ones. Everyone can run an article marketing campaign. But then how many campaigns actually help you track the effectiveness of your article marketing effort? For that matter how do you even measure it in the article marketing scenario? Here’s what I think can be measured:

A. How much traffic are the articles bringing to you?

You can measure the traffic coming from articles by checking your website analytics reports. But then what about the articles that were distributed in print format during a conferences? What about those pdf’s that you emailed your target audience? To be able to find the true effectiveness of any article marketing campaign, you need to take into account all the channels that you will be using to spread your articles and a closed loop mechanism that allows you to track exactly how much traffic you are able to generate from your article.

B. How much is it costing you to run the campaign?

Good article writing can cost you some good amount of money. Be it in-house, or out sourced, the articles you write need to be quantified in terms of how much is it costing you either on weekly or daily basis or on per article basis.

C. Is it all worth it?

Once you can clearly identify how much traffic your articles are generating and how much is it costing to write articles you can find the “true cost per click” that’s coming from the article you just spread to your target audience.

This simple case study shows how companies are already doing this using ellipsis AdNet: http://apps.ellipsissolutions.com/adnet/article-marketing.pdf

Comments and Thoughts are Welcome!

I have recently read an article written by John Cameron, an expert in business coaching. He is very passionate of what he does and his expertise in the domain of sales and commerce in general is seen now as highly important. In his article, “Dealing with objections”, John Cameron speaks about all the barriers that a sales person faces when trying to contact a potential customer and sell a product or a service. This article has inspired me to post about this subject too and try to find the best methods that might work in the most common situations.

The fact that it is really hard to come up with a universal sales statement when contacting a potential customer is a fact. Nevertheless, it is essential not to come up with a universal sales statement! Why? Well, each customer must be treated in a different manner, because each of them has different interests, education, opinions and has been raised in a different cultural environment or background. A smart sales person must be capable to come up with an appropriate strategy each time a customer is contacted. Still, the sales person must act and react friendly. There might be potential clients that might use “I’m not interested” phrases. Well, this happens in a fairly amount of cases.

The question that is being raised is the following: What to do when a potential customer is not interested in your products or services that you sell? Well, the best manner is to find and present the advantages that the client has at the moment of purchasing. You need to explain the customer what are the advantages of the product or service and how the client can benefit from them. Furthermore, a good sales person reminds of both pros and cons, putting emphasize on the pros of course.

A good sales person must captivate the potential client in the first 10 to 30 seconds of the discussions. Sometimes, it is really hard to do this, but don’t feel discouraged. There is always the chance to improve your technique. Recognize that each client must be approached in a different manner and that might be a step forward. No one has been born as a great sales person. Everyone has learned how to discuss and approach potential clients in both the real world and the online environment. Hope that this article has been interesting for you and helped you in your business.

You can read John Cameron’s article at: http://www.evancarmichael.com/Sales/1971/Dealing-With-Objections.html