Google’s premise stands as such, “While Google’s business is to return highly relevant search results that provide value to users, SEOs seek to reverse engineer the algorithm and manipulate rankings for their own gain.” This is an unfair statement that undermines the ladder-climb of the American Dream. Google’s version of manipulations of rankings is much different than mine.

Sites and SEO consultants that do not offer any valuable content to the public are probably trying to manipulate rankings for their own gain, sites and SEO consultants that are trying to advertise their valuable services to the general public on the first page of Google are not.

Say twenty years ago you wanted to open up a pizza shop in New York City. Your pizza is amazing, your prices are great, and your customers’ happiness and loyalty are both very important to you. The only way to get your name in a free for users and easy to find place is to purchase a small listing in the yellow pages. Say you thought about naming your shop something generic such as, “Pizza City,” something unique such as, “Zazzle Zlices,” or something clever such as, “American Pizza Pie.” Why is the third option clever? 1) It will be listed somewhere near the beginning of the pizza section because of alphabetical order, and 2) because of the inclusion of the Pizza Pie keyword.

This is essentially what organic SEO is trying to do. Take a little-known business or website and bring it to the attention of the masses based on sheer visibility. It is not about putting obnoxious flyers on random doors (pop ups), displaying brand names everywhere you look (AdWords) or even slowing down your travels by stopping you to hand out a flyer on the streets (flashing banners that take FOREVER to load). Optimizing for search engines is simply putting your business at the top of the list where people are already going to find your services.

First off, you need to make up your mind just what area you would like to specialize in. A method of going about this is, find out solutions to issues a unique market segment is anticipating, and find out how you can assist them. A good way of accomplishing this task is finding unique sets of long tail keywords; by and large customers search for these less, but they convert far more.

These important keywords can be obtained by using applications such as Micro Niche Finder. The info collected from Micro Niche Finder or other computer programs and services gives you associated keywords in an extensive list format which you should target in order to obtain top placing on internet searches. Micro Niche Finder will in addition recount the exact number of searches, just how many different web sites who exploit those keywords, and how strong those internet sites are. Finally, the data generated can help in getting the right domain, aid you in putting together your internet site, and identify desirable merchandise for you to sell.

Building a internet site is next; but it will take more than just that. Search engine optimization is absolutely fundamental. Here SEO Elite information can help may help. This application examines competitor’s websites and helps you by telling you what you must do in order to receive top position in the search engine listings.

With SEO Elite the data supplied by the software package suggests where you might look for appropriate links, the most lucrative keywords, and a list of article submission sites for reference. In a nutshell, Seo Elite information is similar to the suggestions you might get when you confer with a practised SEO specialist.

Once you have decided on your niche market segment, design your advertising, and your website is finished, then all you need to do is easily elevate your search results. Your earnings will roll in without a great deal effort and you’ll wonder why you did not think of this sooner!

To discover these crucial keywords, you should use Micro Niche Finder. Data generated from this software or similar programs or services can give you associated keywords in a comprehensive list providing valuable information to get a good listing in an internet search and generate a lot of of traffic.

Micro Niche Finder will in addition recount how many searches each one gets, just how many different sites who exploit those keywords, and how successful that competitor is. Lastly, Micro Niche Finder information will help you locate the right domain, material for your site, and even point out the best sales opportunities. Construction of a site is the next step; yet it will require more than just that. Search engine optimization is absolutely fundamental. Programs such as SEO Elite will make this simple. Your rivals’ websites are examined by SEO Elite information which then provides suggestions on how to increase search engine performance. With SEO Elite the information supplied by the program indicates where you might find pertinent links, the most lucrative keywords, and a list of article submission web sites to use. In Brief, the results created are much like to the advice that a specialist in search engine optimization would provide. Once you settle on your niche, design your product advertisements, and your website has been completed, it is time to get your website up in the search results. You’ll pick up steady payments and question why you did not think of this earlier!

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First of all, back in the 70’s many Realtors where using geographic farming techniques or just talking to friends and neighbors. The real organized way to do Realtor Marketing at the time was to find a small geographic area and walk around knocking on doors. This was a very effective method that still works although the original idea was diluted by losing the knowledge of the area and instead getting a larger and larger farm market. There is nothing wrong with geographic farming and I know of many Realtors that make it work still although I believe that it is not nearly as effective as it once was for a few reasons.

First of all geographic farming is time consuming in an area of 500 homes and most Realtors have tried to increase the size but have to reduce their effectiveness. How do Realtors do this? Well most of the time the Realtor will instead of door knocking and getting their face out will instead phone through an area and either before or after send a newsletter or a notepad or some thing else. I know that it works but it the personal feel of the Realtor coming to the house has been lost in a way.

Second there are many more Realtors know then there ever have been. As home prices have skyrocketed the number of Realtors has skyrocketed as well. Trouble is sales have not kept up and the average Realtor makes just over 30,000 dollars a year. I know that becoming a Realtor is a bit of a fad and I am sure like any other market things will equalize over the coming years I am not really sure what is going to change that. If you are a Realtor now and facing this huge number of Realtor issue then you must set yourself apart by using Realtor Marketing in a different way.

In the 80’s more and more realtors had started doing Realtor marketing by using the phone to do farming and databases were just starting to get into place so that Realtors could access past, present and future clients could be easily mailed to and contacted. Again this was a very successful method of marketing but as the 90’s started and especially late in the 90’s as Act, Maximizer and Top Producer became popular as Realtor marketing tools and cheap enough for many Realtors to be able to afford. The type of Realtor Marketing that had earlier been very successful become oversaturated and lost its initial effectiveness. I am sure that this method has become less and less effective but is still popular and easy to do for most Realtors. I know of some Realtors that will mail a letter a day to expireds for two weeks or Realtors sending some kind of mailing to past clients every two weeks.

Now that we are into the internet age and with access to MLS info only a mouse click away Realtor marketing has again changed. If you are looking to make a difference then you must again go back to the way that Realtors worked in the 70’s and that the most successful Realtors have worked over the last few years.. No, I do not mean go door knocking but instead make sure that you are getting into the customers head by being likeable, trustworthy and top of mind by being a person and not just a voice on the phone or a signature on a letter or email.

It is more important now more than ever to be sure to use technology and to personalize your service. I believe that the best was to do this is to have a website that speaks in your own words and follow that up with a weblog that talks about not only real estate and contains Realtor marketing but also personal stories that create an aura ofbeing a real person instead of just a salesperson..

http://realtorweblog.xptechsupport.com

The other day I was visiting with one of my neighbors for the first time in a couple of years. We live in an area where we wave to each other a lot, but don’t seem to talk much. As the conversation continued we started talking about how our respective companies were doing. He owns a chemical blending company with about 50 employees that is doing quite well.

I explained that our sales consulting and training business was doing pretty well also, and then he asked me the universal question I always seem to get. Do you know of anyone who is a good sales manager I can hire?

It seems as if a lot of smaller companies need a good sales manager. I wish we could manufacture sales managers, we would make a fortune.

As we talked further he said that he was looking for someone who can expand their markets and grow their business with new customers. That of course set off an alarm in my brain, because that means Prospecting.

At this point I mentioned that what he needs is not so much a sales manager as someone who can prospect effectively. He chuckled slightly said I was right and then said “I have forgotten how to Prospect.”

Now here is a man who started this company himself. At the beginning he was the head of production, operations, and sales. He did everything including prospecting so well that the business has grown to where it is today in just about 12 years. Yet he claims to have forgotten how to Prospect.

My response was that he probably hasn’t forgotten how, his prospecting skills have simply atrophied. He agreed.

One of the biggest problems all of us face is the danger of success. We go out, grow a territory or market with hard work and lots of Prospecting. Then as we are reaping the benefits of all that effort we begin to discontinue the very things that brought us that success.

And the first thing virtually all sales people stop doing is Prospecting. Primarily because it is the one aspect of sales that exposes us to the most amount of rejection. Yet it is also the one area that can bring us the most reward. So the “risk” to Prospecting is matched and often surpassed by the “rewards.” That is a great risks to reward ration – sure beats the lottery.

So how do we maintain a balance in our sales lives? Good question. With our BLITZ CALL® System for prospecting, for example, we suggest that you decide on a specific number of prospecting calls to make per week . Then simply make that number. We emphasize that you should not be concerned about what happens on each call. But you must make that number of calls.

We suggest you decide how many Prospecting calls to make, by using our method of Statistical “Prospecting” Control (S”P”C). Here is how to do just that.

• First, decide how many new customers you want in the next 12 months.

• Second, determine how many people you have to call on right now to get that number of new customers taking into account your sales skills, product line, markets, and so on.

• Finally, take that number and divide it by 40. 40 is the number of weeks most sales people are actually selling in a year.

The answer is the number of calls you need to make per week.

For example, let’s say I want 40 new customers this year and my current closing rate is 20%, that is for every new customer I have to call on 5 Prospects. So in order to get 40 new customers, I will need to get 200 new Prospects.

Divide 200 by 40 and that tells me I have to make 5 Prospecting calls a week. Now that is pretty easy for any field sales professional.

Pretty simple. If you do this you won’t have the up and down cycles so many people run into in sales. Keeping a constant flow of new prospects in your pipeline makes life a lot easier. Also, as you get better and better at Prospecting, you will have to make fewer and fewer Prospecting calls.

When you have an effective prospecting skill, don’t let it atrophy simply because your business grows and you don’t want to Prospect any more – times change. Now you know how to keep your prospecting muscles in shape

Sell Well and Often

Bill Truax

Bill@BlitzCall.com

© Copyright 2006 WJ Truax

Bill Truax is a Sales Management and Field Operations Consultant living in Cleveland, Oh. He conducts Sales Team Assessments, Management and Leadership programs, and works with Field Sales Professionals and Managers both in the field and in workshops. He has written 3 books and recorded 2 CD’s on Prospecting and Making Cold Calls and conducts a variety of skill based seminars, workshops, and train the trainer programs.
Bill has spent literally thousands of hours in the field making cold calls with sales professionals to teach his BLITZ CALL System. When Bill is in the field he actually makes many of the BLITZ CALLs himself, regardless of the industry. This is to demonstrate that anyone can prospect you just need to know how.
Bill writes a Free weekly Prospecting Succes Tip for subscribers at his website http://www.BlitzCall.com The site also details all the materials and programs Trufield offers.

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Sometimes customers may call up four or five auto detailing shops to get the best price. Many times these detailing companies will treat the call in potential customer badly because they think the customer is shopping around for price and does not care about the quality that they can offer. However this is only because the customer on the phone has never had explained to them the differences of value of service and prices.

Rather than being rude to the customer or quoting them a lowball price to get their business it is much better to engage the customer in conversation and find out exactly what they’re looking for and assure them that you can handle the job if in fact you can..

If you cannot do the work up to their expectations as they explain their need on the phone to you then it is better to refer them to another detailing company that can. Each auto detailing company should train all their employees to treat each potential customer on the telephone as if they were already a great customer but only need a little bit of knowledge about auto detailing.

Educating the consumer is important and consumers need to know that value is also very important and rather than using the cliche that you get what you pay for, it is much better to explain to the customer what you can do for them, how you do it and why the price is what it is. Consider this in 2006.

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In reality, however, the Marketing-Sales lead scenario often plays out like this:

“We work our tails to the bone getting the salespeople leads, but they hardly ever follow-up with the prospects, and we never hear about it if they do,” lamented Andy, the Marketing Manager, during a recent training program.

“They give us loads of leads,” agreed salesperson Bert, “but they’re no damn good. Then, they want a full report on each of them about what transpired within a week after we get the leads. I’d rather do without leads than do all of that useless work.”

What’s going on here? Who’s right – Bert, or Andy – Sales, or Marketing?

In many companies, the Marketing and Sales departments work at cross purposes, rather than bolstering each other’s efforts. Each department is communicating different messages to different people.

The result? When Bert follows up on Marketing Department-generated leads, “…almost all of them indicate that they don’t know if they will ever be genuine prospects,” said Bert. “Yet, some of them try to get me to visit them, because they are ‘really interested’ in our products. If I waste time on low probability prospects, I won’t be able to spend my time with prospects that are ready to buy or specify our products now.”

Bert knows that a real prospect is someone who is ready, able, and willing to buy his capital equipment product- now. Following up with ‘interested’ prospects would be a waste of time. The need to justify his reluctance to pursue low probability prospects to Marketing, and his manager, wastes yet more time and causes unnecessary friction.

Marketing and Sales should be working together towards a common defined objective. Marketing creates Brand Awareness and communicates Product Knowledge to the market, generating Acceptance among target companies. Sales contacts the individuals at targeted companies responsible for Specifying and Buying its products.

The breakdown between Marketing and Sales occurs when the Sales cycle is left out of the equation. Sales should be consulted before marketing communications are sent out: Messages need to be targeted appropriately to different levels of Decision Makers who are at different stages in the Sales Cycle. Lead generation needs to qualify the prospects, and those not ready to buy should be entered into the Company database and receive continuous marketing messages.

Ideally, Andy and Bert would be working together to define and refine the Company’s target markets and target Companies. They would work together to develop a detailed database of individuals at target companies who influence, specify, and authorize Buying for their products and services. Andy’s Marketing Department would generate the universe of prospects, and Bert wouldn’t be expected to contact a prospect until Marketing had determined that the targeted company had entered the Specifying or Buying mode.

When good things happen, Sales and Marketing should both be able to rightfully claim that it was due to their efforts and expertise. That’s the Power of 2.

©Jacques Werth, High Probability® Selling – All rights reserved.

Jacques Werth, author of “High Probability Selling,” is an internationally respected Sales Trainer and Sales Consultant. HPS graduates are excelling as Top Producers in over 70 industries. Visit http://www.highprobsell.com to read more articles, preview the book, and learn more about High Probability Selling.

2. Integrity was next. With this trait the salesman is incapable either of being false to the trust his company places in him or to the real interests of his customer.

3. Knowledge of product is one of the three fundamentals of success in the field of selling.

4. Self-management. Perhaps no vocation gives a man a greater degree of latitude. He must be a good “boss” for himself and exact a high degree of self-discipline.

5. Work organization is efficiency in self-management. Much of a salesman’s time is wasted by the prospect. He must guard the balance jealously and make every minute count.

6. Sincerity excludes falsification of every shade. It must be real, few can “pretend” with success.

7. Initiative is the salesman’s spark plug (Read Elbert Hubbard’s little essay on this).

8. Industriousness is devotion to the job, never being unemployed during work hours (and never being “trifling” employed).

9. Acceptance of responsibility, for the car, for the sales material, records, samples and above all for the company’s good name and the customer’s good will.

10. Understanding of buyer motives, this being another of the big three fundamentals of selling.

11. Sales ethics. No longer is the slogan caveat emptor (let the buyer beware) but caveat venditor (let the seller beware).

12. Judgment is not inherited. It can be developed as a habit. Logic is a subject that should be a “must” for salesmen.

13. Care of health, mental, physical, spiritual, financial.

14. Courtesy is more than politeness. It is consideration for others, deference to their opinions, their rank, their sex, their age.

15. Determination is a dogged adherence to a carefully worked out and settled program and purpose (The will to carry through and the unwillingness to compromise with anything less than your best performance).
16. Aggressiveness requires self-confidence and the language of assurance in all interviews. It is pressure applied without offensiveness.

17. Friendliness involves warmth of feeling, a positive type of cordiality that does not involve back-slapping or wise-cracking.

18. Resourcefulness is that without which-few sales. Wide knowledge, curiosity, retentive memory, wide-awake ness. Quick thinking in the clinches.

19. Persuasiveness goes beyond the realm of reasoning, an appeal to feelings, desires, and emotions.

20. Appreciation of selling as a profession and as the road to personal success.

21. Awareness of the fact that the field of “distribution” offers more in money, satisfactions, opportunity for service, and personal growth in all of the inner virtues and faculties than any other calling, especially more than anything in the field of “production.”

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Basically, experts contend that in every organization, whether it is a business, an institution, or just a group of friends, they are all confined in boxes. This is the invisible four walls of seclusion where people feel safe and free because it is their area of expertise.

In that box, they have already become accustomed to its surroundings and its beliefs. Hence, the problem lies on the fact that when people try to solve the problem, they cannot think of a better way because they are so much constrained on the familiarity of the box.

Take for example in an organization or business. The problem with the people or the business people is that whenever there is a crisis within the company, they cannot see the real problem because they are so much packed with the rules and regulations that are being implemented in the organization.

The thing with people in businesses is that they can no longer think of better ideas because they are confined to the thoughts and ideas that are available around them.

So, when a person in authority asks his employees to think outside the box that would mean that they have to think like a beginner that is still fresh, untainted with the rules that govern the organization, free from the radicals of the system, and unconstrained by the biases that can only be found inside the box.

When you think out of the box, you try to see the organization from the outside. From here, you will not be pressured by any commands or demands. You will not be confined in a secluded area where you live each day by the system.

When you think out of the box, you try to face all the trials and think, on your own, of some ways to overcome these trials.

Therefore, for businesspeople who are not yet aware of the benefits that thinking outside the box can bring, here is a list of the advantages and the reasons why thinking outside the box can definitely explode your sales:

1. It enables the beginners mind in you

If you want to think outside the box, it means that you have to instigate the beginners mind in you. This refers to the attitude that you have back when you were just starting in the business.

Think about the passion you have before. Think about the creative thinking that you have before. They are the ones that have put you to where you are now. Funny thing is, you do not have them anymore. Thats why your sales are very low.

This is because you are already confined in the box, where you have built your reasons, your mindset that you are already successful, and the fact that you are already established.

So, in order to think outside the box and boost your sales, bring back that passion, the fighters spirit that you are willing to take any challenges just so you can increase your sales.

2. You are able to take risk

If you will think outside the box, you will be motivated to take the risk from the outside. The problem with most people is that they are so confined and comfortably settled on their boxes that they do not want to take some risk.

If this is the case, then, you will never succeed. Successful people say that in order to succeed in the business, you must be willing to take more risk.

3. It creates conscious awareness that originates from the outside

When people are confined inside the box, they are already numb from their surroundings. Like robots, they follow rules and the system controls them.

If you will think outside the box, you will be freed from logical thinking, from the system that is slowly transforming people into robots. If you think outside the box, you gain back the conscious awareness that you have once acquired. And this can only be obtained from the outside.

>From here, you will be able to think freer, which means you are able to create new ideas that will generate and increase your sales.

4. It gives you back the physical realities of life

The problem with most salespeople is that they are so confined, so focused of earning a better income by improving their sales. The tendency is that they become emotional, and when their emotions had controlled them, they can no longer think of better ways to improve their sales. They only believe that they have to sell really hard because its the only way.

But when you think outside the box, you will be able to get rid of your emotions that confined you. With higher level of self-esteem, you know that sales are not just about selling, that it is also like an art that needs creativity. It also needs your time, your devotion, and determination in order to boost your sales.

You see, people should learn how to think outside the box. They should get rid of the magnets that pull them back into the system. When we think outside the box, we go back to the reality. We go back to where humans were created. Thus, through this process, we become aware of our existence, away from the controls of the system.