 ####################################################
From Chris Kilian, Stealth Promotions
Austin, Texas
email: chris@stealthpromotions.com
Welcome to the 45nd Issue of Secrets for Success.
September 15, 1999
This is an opt-in newsletter, delivered this week
to 2,247 web masters, marketers, and others seeking
online success. Your email address is protected and
we will never share your information with anyone.
Promise. Here is what we have for you this week.
####################################################
Contents:
1. Guest Article: DO POTENTIAL CUSTOMERS FORGET ABOUT YOU?
2. Useful Sites: Online Gold Mines.
3. Worthy Newsletters: Add yourself as a subscriber
4. Editor Ramblings
5. Links For Your Consideration: Great offers for you.
6. Guest Article: EARN FREE TRAFFIC FROM THE SEARCH ENGINES
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
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1.##################################################
I found a great article by my friend Bob Smith which
highlights the value of follow-up. In fact, I found
two articles from Bob, so we are having a Bob Smith
special today. I know you will enjoy them.
Guest Article:
DO POTENTIAL CUSTOMERS FORGET ABOUT YOU?
With a web business you probably have customers inquiring
about your products or services from around the globe. When
you get an inquiry via email or your web site you try to
rapidly send more information to that hot prospect. By
satisfying that person's need for information quickly you
can dramatically increase the likely hood of making the
sale.
Once you deliver the first bit of information to your
prospect do you send any further information?
Most internet marketers do not.
When you don't follow up with additional information you
are letting valuable customers slip from your grasp. These
are customers that may have been very interested in your
products but simply lost your information or were to busy
when your first information letter was sent. Some customers
even purposely wait to see if you find them important enough
to follow up with. When they don't receive a follow up
message they take their business else where.
Are you loosing profits due to inconsistent or
ineffective follow up?
Follow up is more than just a process, it's an art. To do
it effectively you need a system and then you need to stick
to that system EVERY DAY! If you don't follow up with
prospects consistently and in a timely fashion regarding
their INDIVIDUAL information request then you might as well
forget the whole process.
Consistent follow up gets results.
When I first started marketing and following up with
prospects I used what I call the "list technique". I had a
large database of names and email addresses of people that
had specifically requested information about my products and
services in the past. Since they had already seen my first
letter when they made their information request I usually
used the latest news from the company for a follow up piece.
Once I had my follow up letter written I would send it to
everyone that had previously requested information from me.
While this gained me a few additional orders it wasn't
totally effective. Lets look at why this method is not
effective.
* It wasn't consistent because I only sent it when the
company had "big news".
* It didn't give the buyer additional information about my
services so they could make an informed buying decision.
It merely told them about our latest news. Why should
they care if we just moved into Canada when they wanted
to use our service in California?
* The "big list" mentality. When I wrote the follow up
message I was writing a bulletin to everyone, not the
individual that made the information request.
OK, so what method have I discovered that really works?
Individual follow up at preset times with pre written
messages will dramatically increase your sales. I have
spoken with several others who use this same technique and
they have all at least doubled their sales of various
products. To setup this system you need to do some planning.
First you'll need to develop your follow up messages. If
you've been marketing on the internet for any length of time
then you should already have your first information letter.
Your second letter (or first follow up) should go into more
detail than the first letter. Fill in with additional
details where you didn't have space to do so in your first
letter. Make sure you stress your product or service's
BENEFITS.
Your next 2-3 follow up messages should be rather short
and stress the benefits. Make lists of benefits and
potential uses for your product and services. Write the
letters so your prospect can skim the contents and get the
full force of your message.
For your last couple of follow up messages you should
create a sense of urgency in your prospect's mind. Make a
special offer to give them a reason to order now instead of
waiting longer. The key is creating urgency so you'll need
to look at your product or service and see how you can make
your prospect want to order immediately.
The final 1 or 2 follow up messages should be in the form
of a question. Ask your prospect why they haven't ordered?
Try to get them to respond. Ask if the price was to high,
the product wasn't the right color, not the right features,
or were they looking for something else. By this time it's
unlikely the person will order from you but their feedback
could help you modify your follow up letters or product and
services so that other prospects will order from you.
The timing of your follow up letters is also important.
You don't want to have one prospect receive a follow up the
next day when another prospect waited over 3 weeks for a
follow up. You should always send the first follow up 24
hours after the information request. You want a hot prospect
to have more information quickly so they can make an
informed buying decision. The next 2-3 follow up messages
should be sent between 1 and 3 days apart. Your prospect is
still hot and is probably still shopping around for
information. Provide them with the benefits they want and
you will make the sale. The final follow up messages should
be sent with much more time in between them. You don't want
to annoy your prospect so make sure the letters are at least
4 days apart.
Let me Know If you have questions
Best Wishes
Bob
-----------------===> About the Author <===-----------------
ROBERT SMITH helps thousands to successfully market their
Internet based home business. You'll find tons of free
marketing tools & resources on his Internet Marketing web
site at: <http://www.smithfam.com/>.
Subscribe to his free Internet Marketing newsletter written
by the Internet's most successful marketing mentors.
<http://www.smithfam.com/news/current.html>
You can reach him by phone at: (541) 689-1847 PST, and by
email at.
<mailto:bob@smithfam.com>
2.##################################################
Useful Sites:
Remember the Melissa "worm" virus? There is a new one
waiting to rip through the Internet. Be forewarned by
dropping by the Computer World site.
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Correction. Last week I gave you a URL to a site that
lets you mimic search engine spiders. That free service
that will let you see what a search engine sees when it
looks at your competitor's page (which is ranked higher
than you and you have no idea why) is available at
http://straylight.netmeridian.com/~delph/useragent/
3.##################################################
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4.#################################################
Mixed Bag:: Editor's Ramblings
*Wow. You get someone to give you $31,000,000 and
suddenly they start throwing some of that around. I
guess that is why AllAdvantage has raised the surf
hours from 15 to 25 for THIS month. Told you last
week that would happen in October, and it will. It is
just that will also now happen in September. Fire that
viewbar up. We added (with permission) some scans from
AllAdvantage member's checks. The average was about
$47. These couple are a bit above average and climbing.
Perhaps you have been telling yourself, you will believe
it when you see it? Go see the checks. Then get into
the game. Time is wasting...Only 98% of the potential
current market is left.
http://stealthpromotions.com/aachecks.htm
*Hats off to Spedia this week for determining that some
of their members were having trouble downloading/installing
their viewbar (me included.) I got a warm message with
a link to an exe program I could use to install th
software, and like magic. I have Spedia, who has no
surf limit or announced per hour rate, up sometimes
too.
*Hats back on for DeskTop Dollars, who cited that little
swirling thunderstorm as a good reason to delay delivery
of its ad-delivery system software. Well, OK, it was
actually a hurricane. I guess that is a good reason
after all.
*Online shopping site WorldSpy Tuesday said it is offering
access to the Internet not only free of charge, but also
free of advertising, in a move designed to lure American
customers to its site. Catch more details at
http://www.wired.com/news/news/business/story/21619.html
*As long as we are handing out cheers and jeers this week,
I would like to send a jeer out to GoToWorld. Yep, I have
been telling you I am a member. Yep, I have been surfing
with their browser. Yep, I have found over 500 others who
are in my "group". But for the moment, I am concerned about
their viability. Part of that fear comes from a CPM rate
recently added to their site for $1 CPM. That works out to
about a nickel per hour for me, not the 40 cents promised.
They have not announced their rates yet, but the addition of
that $1 CPM makes me nervous. I told you before that I would
tell you if I think something is good or not. You will each
then look and agree or not with me. For now, the GTW browser
is off. We will have to wait and see, but we could have our
first casualty of these "surf/get paid" company wars. I hope
that I am wrong, but will keep you informed.
*We changed the two things about our FFA links page this
week. First, we are going to ask visitors to provide at
least one referral before going in to the links. We think
getting access to 462,380 links, many automated by big
one-click submission sites, ought to be enough incentive
to do that. We will let you know how it goes.
We also added more titles to the e-library too this week,
and we are asking for names before redirecting you to that
page too. More experimentation. If you haven't been by
either of these resources, drop by:
http://stealthpromotions.com/ffa.htm
http://stealthpromotions.com/e-library.htm
*One last time, if you have not clicked over the tremendous
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5.#################################################
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6.###################################################
Guest Article:
EARN FREE TRAFFIC FROM THE SEARCH ENGINES
Robert Smith <http://www.smithfam.com/>
The search engines are probably one the best free ways we
can use to drive more traffic to our websites. Some of the
"experts" that believe that earning traffic from the search
engines is too much effort to be worth while. I disagree; I
average earning over 180,000 page views a month from the
seven major search engines. I shutter to think what I
would have paid to buy that much traffic.
The key to creating residual income is that the money comes
AFTER we do the bulk of the work. Earning residual income
on-line requires that we change the conventional way of
thinking about how we earn income. I believe this
misunderstanding is what keeps 90% of all Internet
marketers in the red.
For the sake of this article I'm going to assume you are
just starting to develop your web presence. If you already
have a web site it's not too late to develop a powerful web
presence. Making a few changes in thinking you can make
your site earn much more traffic.
YOUR WEB PERSONALITY
Define the scope, theme and personality of your web site
before you start. Your web presence is related directly to
the image you project. All of your content should relate
to your theme, this is important because people will
remember the information they find on your site, if they
don't find free & useful information why would they want to
return.
STEP 1
When you build a home you start with a plan. Next you work
the specifications backward one step at a time until you
have the plan visualizes. Once your plan is finished
everyone knows what he or she need to do to achieve the
result. This process of reverse engineering works every
time. In the same way building a home works best if you
are working from a plan building your Internet based home
business is much more powerful if we follow our plan.
Anything that happens in physical reality starts as a
thought in someone's mind. The first and biggest task is to
develop your vision into a step by step plan.
I think most good web site designs follow the same basic
process. Before you build or revise your web site develop
your plan in your mind. Decide exactly what content you
can give away. Think about your web site as a free service
FIRST.
You give before you receive. I call it priming the pump.
Most people think that the hardest part of marketing
on-line is developing traffic. Attracting traffic is easy
once you understand your gift. The problem is we see so
much hype everywhere we start thinking that over-promising
and under delivering is what works when in reality the
exact opposite is true.
To achieve the first step you need to see beyond your own
needs. Your web presence is a reflection of what you have
to give - not what you want to get. It works kind of
backwards to ordinary thinking but it works just the same.
STEP 2
We publish our Internet presence through the words we
choose to identify ourselves online
Develop your keyword profile. Start by writing down one
word that best defines the content for each of your major
pages. Use that keyword as the name of the HTML file. If
you can, use it again as the first word in the title. Work
that word into the description and in the first paragraph
on the page. You will end using each keyword about 5-8
times. Make double sure the keyword you used will lead
them to compelling content. If it does you will usually get
a well placing position in most of the search engines.
But we can't stop there.
Next use that keyword in as many combinations as possible,
first just generate phrases then boil down your list. What
you want to end up with 5 to 10 different points of view to
introduce your content using your most important keywords.
Nouns usually work out better as keywords. Some search
engines give additional weight to keywords found within
your URL.
I have about 12 main pages in my web site; my theme is about
sharing information, tools, and resources about home based
Internet marketing. I find that by saving others the
hassle of researching the best ways to market their product
or service free, I create added value to my content. Most
people are more than happy to purchase carefully selected
services through my web site.
I can even afford to offer links my best competitors
because cooperation is a key to on-line success, at least
in my vision. Your vision may be different than mine but
the process will be very much the same
STEP #3
Develop Your web site template first it serves as a graphic
device that identifies your web personality. It's provides
a common look and feel. A good template will provide links
to all your other main pages on each main page. So in
staying with our theme working backwards we develop the
template before we develop the web site.
Build your web site into 10 or 12 separate websites over
time. You want to have all the main pages linked on every
main page. You continue to develop more content pages to
link to your each of main pages. Instead of promoting your
main home page promote every page separately as if each
page was a complete web site. You'll earn more traffic that
way.
This step is ongoing. Over time you build a web site around
the content of each of your main pages. You are gradually
developing web site of websites.
All this activity develops to define your own distinct web
presence.
Now you notice in this article I didn't mention how you get
anything? There is a reason. In this model you give
before you get.
IN CONCLUSION
Work on developing your web presence through compelling
content. Spend a lot of time developing your vision and
don't waste your money on developing your business until
you have found your gift and developed a plan for sharing
it.
Define and re-define your vision as you develop additional
content for your web site. It's the content that attracts
visitors but it's your choice of keywords and keyword
phrases that best defines your Internet presence.
When the content on your web site is defined properly the
search engines work for you. Why trick or fool the
search-engines, instead regard them as your partners.
<«¤------------===> About the Author <===------------¤»>
ROBERT SMITH helps thousands to successfully market
their Internet based home business. You'll find hundreds of
free marketing tools & resources on his Internet Marketing
web site at: <http://www.smithfam.com/>.
You can reach him by phone at:(541) 689-1847 PST, and by
email at. <mailto:bob@smithfam.com>
####################################################
Until next time-
Plan your work. Work your plan. Succeed.
Chris Kilian, Stealth Promotions
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~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
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All contents Copyright (c) 1999 Stealth Promotions,
except where indicated otherwise. All rights reserved
worldwide. Reprint only with express permission from
copyright holder(s). All trademarks are property of
their respective owners. All contents provided as is.
No express or implied income claims made herein --
your business success is always dependent on many
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Contact Information:
Stealth Promotions' Secrets for Success
PMB C-1173
701 Capital of Texas South
Austin, Texas 78746
Phone: 1-512-330-0404
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