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than 200 million people a day search on Google
for products and services, and there are less
than 100,000 advertisers. Make money by placing Google
AdWords ads for your affiliate programs.
Article is syndicated from Web-Source.net.
Syndicated articles are written by independent authors and the contents represent the author's views. The content of the article does not necessarily represent the views of Company Web staff and management.
By C.J. Hayden Copyright
I often wonder how the practice began of
pretending to be someone else in order to
market your business. You know what I'm
talking about -- it's the marketing face, the
selling voice, that you often put on in order
to attend a networking event or make a sales
call. Who taught you to do that?
I have a suspicion where we learn this
behavior. Most of us spend a lifetime
observing showroom salespeople, product
spokespersons in the media, and hucksters on
street corners. What we see demonstrated
there is artificial enthusiasm, manipulative
use of language, feigned interest, and in
some cases outright deception.
Sounds awful, doesn't it? So why copy any
part of this distasteful way of selling?
Psychologist Abraham Maslow said, "If
all you have is a hammer, everything looks
like a nail." Perhaps we believe this is
the only way we can sell because it's the
only way we know. I'm not accusing anyone of
consciously deceiving prospective clients.
What I'm suggesting is that what we do
unconsciously and automatically is to behave
nauthentically around them.
Intuitively, many of us feel as if something
is wrong with this way of operating. When we
have to sell ourselves, we find it
unpleasant, disagreeable, even repulsive. But
what if all those negative feelings were
simply because we hate the artificiality and
manipulation we think must be a part of
Imagine what it would be like to go to a
business networking event as yourself. No
facade, no pretension, just plain you. When
someone asks your reason for coming, you tell
them the truth. You don't have to claim you
wanted to hear the speaker (if you didn't).
You can come right out and say, "I'm
hoping to make some contacts that will lead
to business for me."
You wouldn't have to invent reasons to start
a conversation. You can walk up to someone
who looks interesting and say, "Hi, I
haven't met you yet." If you're shy
around strangers, you can tell the first
person you meet, "I'm sort of a
wallflower and feel awkward at events like
this. Could you introduce me to some
Now imagine placing a follow-up call to a
prospect where you are completely honest. You
could say, "I have some days open on my
calendar soon and I'm wondering if this would
be a good time for that project we've been
discussing." Or, "We haven't talked
in a while and I'd like to find out if you're
still planning to start the new training
program this year."
I see so many professionals and consultants
struggle with trying to find an
"excuse" to call a prospect. You
don't need some manufactured excuse. You know
the reason you're calling. Most of the time
THEY know the reason you're calling. Just say
what it is.
Let's extend this same principle to making a
cold call. Instead of stumbling around
awkwardly trying to make a polished -- but
unnatural -- sales approach, imagine yourself
saying, "I'm not much of a salesperson,
but I'm really good at what I do. Can we have
a conversation about what you need and see if
I'm the right person for the job?"
If you've been working from a cold-calling
script that makes you flush and get a tight
throat every time you read it, throw it out.
Come up with one really good opening line
that feels authentic and gets directly to the
point. Then decide how you will answer --
honestly -- some of the typical questions
prospects ask you. My bet is that your calls
will immediately get easier.
In fact, the more you become honest, direct,
and authentic in all of your marketing, the
more appealing selling will be to you, the
more effortless it will become, and the more
success you will ultimately achieve. Because
most business results from building
relationships, and how can you develop a
relationship with someone when you never
reveal who you really are?
About the Author:
is the author of Get Clients NOW!
Since 1992, C.J. has been teaching
business owners and salespeople to
make more money with less effort. She
is a Master Certified Coach and leads
workshops internationally. Read more
of her articles at www.getclientsnow.com