eCommerce Online Storefronts Effortless Commerce

Thanks to new online technologies, the Internet now affords everyone an opportunity for profits. One of the latest business trends on the Internet is something called Effortless Commerce, an integrated, turnkey managed eCommerce solution that enables even those customers who don't have their own websites to sell and deliver content to a worldwide audience.

Business eCommerce Trends: How Online Storefronts Provide another Option to do Business Online

Have you ever wondered how artists, musicians, or business people who do NOT have a website, can join in the world of ecommerce and make profits? Thanks to new online technologies, the Internet now affords everyone an opportunity for profits. One of the latest business trends on the Internet is something called Effortless Commerce, an integrated, turnkey managed eCommerce solution that enables even those folks who don't have their own websites to sell and deliver content to a worldwide audience. The technology enables people to profit from their content who otherwise could not easily do so. They can literally create a product, put it on a storefront for sale, and make profits.

Electronic commerce, commonly known as e-commerce or eCommerce, consists of the buying and selling of products or services over electronic systems such as the Internet.

Let's say you are a personal trainer who has a new DVD to sell, or a young aspired musician with the latest music that you would like to get out to the world. You don't make enough money yet to spend the money for a website. You have explored the route of getting a manager and sales team to sell your product into retail stores, but this cuts into the percent of profits that you could make. Where can you turn?

The amount of trade conducted electronically has grown dramatically since the wide introduction of the Internet. The Census Bureau of the US Department of Commerce estimated that U.S. retail e-commerce sales for the second quarter of 2007, adjusted for seasonal variation and holiday and trading-day differences, but not for price changes, was $33.6 billion, an increase of 6.4 percent (0.8%) from the first quarter of 2007.

Online storefront using Effortless Commerce requires no coding or technical expertise. People have the option to offer products in downloadable formats so that their customers can purchase physical disks, digital downloads, or both. Their online store will automatically display options in the local language and currency for visitors; provides automatic tax calculation, filing, and payment; has special pricing structure for content suppliers; editing, authoring and graphic design services; uses an On Demand Production Engine whereby CD/DVD products are manufactured upon purchase with zero inventory; offers automated order processing ... everything, from the time of purchase until shipping products, happens automatically and on time; multiple shipping methods and worldwide delivery; provides email notifications to customers with shipping confirmations and tracking numbers; and features automatic payment.

Another trend in online business is a new phenomenon called pretailing, which Garter says, "consists of the multi-channel shopping activities consumers do before they even visit a retailer's Web site or local store. Pretailing will increase in importance as consumers get access to more retail information and services on the Internet." (Source: Gartner Group, 28 February 2007)

And if you don't think that eCommerce is important enough to the global economy, according to the PriceWaterhouseCoopers' Global Entertainment and Media Outlook 2006-2010, online advertising spend predictions will reach $26 billion by the year 2010.

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Acutrack, Inc. enables customers to create, publish and deliver custom content for DVD and CD distribution worldwide. The company provides fast, high-quality CD and DVD production including video editing, DVD authoring, graphic design, photo realistic and silkscreen printing, and a variety of packaging, copy protection and fulfillment services.

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Follow Up Sales And Marketing VIP Treatment

Sales and Marketing and paying attention to your clients goes a really long way.

The power, and danger, of your database

One of my clients is a land developer in an executive lake front community. The homes are $750,000 ' $1.5 Million dollar custom built beauties.

We were brought in to "be" their marketing department. To most outsiders, our firm looks like we are actually employees.

The reason we were brought in was their past marketing manager.

She got fired.

For a VERY good reason.

This was a person who acted as if the company was her own, and as if she was not accountable at all for marketing funds.

When I first started digging around, it was very evident that this person loved to spend the companies' money ' without any thought to results.

Ads being run in newspapers and magazines that DEFINITELY did not target the right demographics.

Radio spots being run on stations that 18 year old skateboarders listen to (how many of them do you think will buy a million dollar home?)

A website that looks pretty but is seriously lacking good quality content. The one VERY good thing they have on the site is a form to fill out for more information...but this is part of the big problem.

People were filling this form out ' and NEVER hearing back from anyone.

I tried to find all their databases.

"Data what?"

No one had a clue on where the databases were or even what they were.

After a month I managed to compile a list of ~ 2,000 interested prospects that had either been to the website and filled out the form attended an event phoned in or visited the information center or had expressed some form of interest at one point.

Remember ' these are people who have not heard a word back from the developer ' some of them filled the form out a year or more ago!

First thing I did was send an apology letter to everyone on the database. Imagine the shock the staff had when I told them we have to apologize for being so tardy (and downright dumb) about lack of follow up.

Then I invited them all to 2 parties coming up.

Then I sent an email as well ' giving more information and reasons to attend.

The first was a VIP party held on Wed night. It turned out fabulous! We had 80-100 people show up and were very happy to hear from us and see all the progress being made. We served them top quality wine, cheeses, and bread. We gave them leather bound information packages with a ton of content and information inside. We gave out prizes. We had a Harley on display alongside a 1967 Mustang.

We treated them special.

And they ate it up.

The problem though is the responses I got back from the email list.

People replied back saying they waited and waited ' but never heard back and ended up buying elsewhere. At least 10 of those responses (let's see now ' 10 people x $1,000,000 homes = $10,000,000 down the drain!).

People called me names ' some nasty.

Overall, people were very thankful.

Which leads me to the whole point of this article...

You MUST collect leads from interested party but even more important is you MUST follow up with them. If people express their interest ' the job is at least 50% done. Then it is in effective follow up to close the deal.

This company neglected this database ' and even worse, neglected these peoples trust.

It will be interesting to see what we can do with some effective follow up.

From what I have seen so far ' simple letters and emails will help sell million dollar home sales. Of course it will take more than just that ' but most people were very happy to get emails and print letters from us.

I will keep you updated on the progress of this project ' it is a fun one.

Remember, keep a database ' and follow up with them! Invite them to special events. Give them gifts. Treat them like gold. And follow up with them again, and again, and again.

You are criminally neglecting these people if you take their names and do nothing with them.

The sad part?

This client is much like 95% of the companies out there in existence today.

Which is why it doesn't take much to stand out from the crowd as people are sadly quite used to this kind of neglect?

Be the one that does pay attention.

And be the one who shows them that you DO care about their business.

PS ' If you are looking for investment properties or are looking for one of the best communities to live in ' let me know! In the first 24 months, the lots in this community have gone up 250% in value.

The one person who lives there now has tripled his money in less than 2 years! Calgary (where I live) is a SCREAMING hot real estate market right now ' average home prices are going up at 10% a month right now. And this is the ONLY natural lake front community being built ' or even available right now. Let me know if you want more information.

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Troy White, The Marketing Results Mentor and Expert Copywriter helps clients achieve HUGE growth surges in their business in very short periods of time. If you're an entrepreneur in need of quick cash flow surges ' here is the quick-hit solution to put money in your bank.... The Wild West Wealth Summit! Make sure you visit http://www.WildWestWealth.com or sign up for the Free Cash Flow Surge Newsletter at http://www.CashFlowSurges.com

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How to Hire Great Sales People

Hire Smart: Three Great Interview Questions to Hire Great Sales Staff

For small business owners, good sales staff is absolutely critical; they can make or break your business. Unfortunately, salespeople are also the most difficult employees to retain, precisely because of their business value. When hiring a new salesperson, many employers fall into the trap of using industry experience alone as the key hiring factor. But if the candidate left your competitor, what makes you so sure he'll like it any better at your company?

Many hiring mistakes could be avoided at the interview stage. By asking the right interview questions and by observing the candidate's selling skills during the interview, you can hire the right salesperson the first time.

The following three interview questions can help you avoid sales staff turnover.

Question #1: Why did you choose sales as a profession?

The answer to this question will help you weed out those who truly love selling from those who just happened to fall into sales as a profession.

Beware of answers like:

*Oh, I just kind of ended up in sales after college.

*Well, when I didn't get accepted into med school, I figured sales would be a good paying career

Look for positive responses, as in:

*I am money-motivated and enjoy the opportunity to earn sales commissions.

*I have always loved the challenge of influencing the decisions of others.

Question #2: If you were not in sales, what would your profession be?

This question will lead your candidate to reveal his true career goals. It is a much better question than the typical: Where do you see yourself in five years? After all, most candidates already have a canned answer to the five-year question, but it's doubtful they have been asked about their true ambitions. Their candid response will reveal much about their long-term fit with your business plans.

There is no right or wrong answer to this question, but as you listen decide if his career desires match up with your business objectives. An employee who harbors discontent in the back of his mind will never perform to his full potential.

Question #3: What part of the sales process do you like best?

Your candidate's answer to this will demonstrate two things to you: his knowledge of the selling process and whether his selling style fits your strategic objectives.

If your company's revenue is based on a long sales cycle, you will need a salesperson with patience and great prospect follow up. If your business model is based on high sales volume, you’ll want someone driven to "close the deal." If your sales strategy is based on building a new clientèle from scratch, you'll need a sales person who excels in prospecting for new business.

No matter the current size of your company, the sales function has the biggest impact on your revenue growth. Your company’s revenue will increase steadily over time with a reliable sales team. You owe it to your company’s future to choose your sales team with great care. In your next sales interview, ask the right questions and you'll be on your way to building a sales force that outsells your competition.

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Deborah Walker, Small Business Coach helps entrepreneurs navigate the hiring maze with tips and suggestions on how to recruit, interview and hire the best employees. Her veteran experience as a former executive recruiter gives her the unique perspective to help you avoid the pitfalls of bad hiring decisions. Learn how Deborah can help your business at: www.RevenueQueen.com

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Communication Strategies For Success

The Good, The Bad, and The Ugly... How to Talk with Prospective Clients.

We recently went to a sales presentation that was very educational in some very unusual ways. It wasn't the information from the presentation that was educational. How the person made her sales presentation was the educational part. Her personality and style of asking questions didn't do much for attracting clients. It in fact was down right repulsive at times. Something someone more conscientious doesn't want anything to do with. Let's look at the good, the bad and the ugly in some sales presentations.

The Good... Realize that is it really isn't about you. It's entirely about the person sitting in front of you that you would like to sell your service or product to. Put your ego and agenda aside. Yes, you really want to make some money and close the sale. What is important is you are providing the solutions to their problems and challenges.

You must become the answer to the riddle that they have in their lives. Something so compelling that you're the expert in solving. By trying to force something down someone's throat that you think they need will only make them want to get away from you, no matter how spectacular you think your service is. I know many people say "the product sells itself" and that can be true. It is also true that "a pushy sales presenter can mess up an easy sale too".

The Bad... If you don't have a strong belief in what you are offering, how can anyone else? It's important to really believe in your product or service. Let them use their imagination about what it will feel like to use your service. Paint a picture for them of what life will be like with you helping them. Describe how different their life will be and what a difference you service will make to their lives six months from now. Many times just by helping take your prospective client through this little exercise you have made their purchase decision so much easier. And don't be alarmed if they suddenly get very quiet at this point. They may be using their imagination and be in a slight trance as they are seeing in their mind what the future may be with the help of your service or product. Let them have this time to think.

The Ugly... Playing the "Yes" game can get ugly pretty fast. That's the game when a sales person keeps trying to get you to say yes or commit to small things so they can get you into a pattern of behavior. The hope is by getting you to do this that when it comes time for the big closing you will easily say yes to whatever they offer. The game works to a certain extent until the prospective client finds out what you're up to and then the end of the game comes quickly with the sales person as the big loser.

One of the best ways to make a sales presentation with integrity is to ask really good questions. This is how you can find out what their challenges are that you have the answer to. It is also important to remember that this is not an interrogation. To continually quiz and push someone for answers to your questions can push people away. By keeping the conversation light and upbeat, they will get to know you and see your value.

Remember the 80-20 rule. Let your client do 80 percent of the talking while you do 20 percent. By letting them talk about themselves, you can then discover what their challenges are. They will tell you what they need and want. The questions and conversations that you have with people are very important. When you let people talk about themselves, they will appreciate and trust you even more.

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© 2007 Pro Power Services, Inc

ABOUT THE AUTHORS

D.J. and Sherri Frost are Healing Arts Business Growth Specialists helping holistic practitioners grow their businesses. To get their FREE eCourse: 7 Critical Skills to Attract More Money, More Clients and a Soul-Satisfying Lifestyle, visit their site at www.ProPowerNow.com

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered; please send a copy of your reprint to info@ProPowerNow.com

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For the Internet marketing and website business solution contact Professional Web Services today.

Deal or No Deal? How To Close Sales When Prospects Call

Deal Or No Deal

Small business owners know that the most important function of the telephone is to bring customers to you, begging for your service or product offering. So when the phone rings with a prospective customer on the other end, do you know how to transform an interested caller into a buying customer? Here are three phone sales tips to help you close more sales.

1. Find the need

Don't assume that everyone interested in your product or service buys for the same reason. Before you attempt to sell the prospect on how great your product or service is, ask a few qualifying questions to uncover his buying motivations.

For example:

"Will you be using this in your home office or your workplace?"

"How many copies per day does your office normally need?

"What is it about your current copier you are not satisfied with?"

Once you ask a few probing questions, listen for the problems, challenges, or frustrations that your prospect is facing. Your caller is not looking for you to sell him something—he's looking for you to solve his problems. Once you know his problem, you'll be able to sell the benefits of your product or service based on what he needs.

2. Magnify the need

Most people buy for emotional reasons. When you magnify the need, you tap into his emotional buying motives and create an urgency to purchase. A few questions or statements might be:

"Do you have a backup plan if your copier fails right before a key client presentation?"

"I see how those continual paper jams could hold up copying projects for hours."

"I'll bet that was an embarrassing situation, not being able to make a copy for a client because your machine was down."

By creating the perception that your product is critical to his success, you are much more likely to win the sale.

3. Answer objections

Objections are the reasons that prevent your prospect from saying, "So, do you take Visa or MasterCard?" If you don't find out the objections, you can't answer them—and your prospect will call your competitor instead. To find out his objections, ask a few questions like:

"What key concerns do you have that prevent you from making your decision?"

"How can I help you decide if this is the right product for you?"

Be sure to answer his objections based on what you know about his buying motivation, his need. Additionally, try answering his objections with a question that will lead to a buying decision. For instance:

His objection:

"I'm no good with technology. I hate to invest in a new copier just to have problems with it that I can't figure out how to fix."

Your Question:

"Would you like a free 12-month service agreement with your new copier?"

4. Close the deal

It's amazing how many small business owners don't make the sale because they fail to ask closing questions. Closing questions are designed to bring the prospect to a place of decision or a call to action.

Ideally, you'll want to ask closing questions through out the sales process that produce small "yeses" like:

"Would information on product reliability be of value to your decision?"

"Are you interested in a program that will save you both time and money?"

"Is timely delivery an important issue for your business?"

Once your prospect gets used to saying "yes," it will be more natural to say the all important YES at the end. Listen for buying signals from your prospect and be ready with many ways to ask for the sale. For example:

"If I could guarantee delivery by the end of the week, are you ready to move forward with the purchase today?"

"If that price quote is acceptable to you, shall I ship it today?"

"I can schedule your project for next week, but I'll need your credit card information to hold your project start date. I can take that information now if you are ready."

Good salesmanship requires practice, practice, practice. Think through all possible objections to your service or product. Write out possible responses and questions that lead to buying decisions. If you put the time in to think your sales process through, you'll feel more confident when a prospect calls you. The more confident you are with your sales process, the more sales you'll close.

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Deborah Walker is a Small Business Coach specializing in sales training and revenue growth strategies. Her career-long expertise as a successful small business owner provides insight to the do's and don'ts of building a sustainable revenue stream. Click to learn more at http://www.RevenueQueen.com


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