Web Works

I can predict exactly the amount of money a salesperson can earn. I have demonstrated this ability several times, and each time I was absolutely right.

Selling is an art and a science. This will surprise no professional salesperson. There are simple methods you can use to determine exactly how much you can make every week, every month, every year.

With the Sales Secret, I have trained thousands of salespeople. I will reveal that same secret to you today. Hundreds of times this secret has been proven over and over by each of the thousands of salespeople I have trained.

In 1981 when I managed seven salespersons, I started counting calls, presentations, and sales of my salespeople and I discovered this secret. I used this secret for myself after I moved to Denver, Colorado in 1984 and made my living selling for various companies, and I demonstrated its truth for myself hundreds of times over.

I was selling the same product over the telephone for an entire year. In a six-day work week, may goal was 36 sales for the week, 6 sales every day. I was averaging one sale for every 10 phone presentations. Doing the math: if I made 60 phone presentations every day, I would average 6 sales every day.

As long as I made my 60 phone presentations every day I made my 36 sales every week, so my income was stable from week to week. I liked this much better than a salary, because if I wanted to make more money I had to ways to do it:

A. Make more presentations B. Improve my ratio of sales to presentations.

I worked a split shift, so I was fortunate to have 5 hours every day to do whatever I wanted because I worked a split shift. from 9:00 AM to noon and from 5:00 PM to 9:00 PM. I used this time to improve my sales skills and knowledge, reading books written by sales, self motivation, and self improvement experts. None of the other salespeople used their off shift time that way.

Often the rest of the sales crew would tease me that I read too much, but I just laughed with them and kept on reading.

After about 2 months of practice, reading, keeping notes, and creating many new closes, my ratio had improved to 1 sale for every 8 presentations. I continued to improve and by the time I finished selling these products after one year, my ratio had reached 1 sale for every 3.2 presentations.

What did I learn from the books I was reading? I knew the exact tone inflection to use on which prospects, which close to use and when. I grounded those skills in myself when I made my daily calls. I knew that I alone controlled how much money I would make each and every day, because I controlled the outcome of every call.

Perhaps you yourself have thought that being in sales was an uncertain profession. But I can tell you that sales is actually very certain. My personal sales ratios did not vary past 1 sale per 3.2 or 3.4. Sales was not uncertain for me, and if you use my methods it will not be uncertain for you.

The Secret of Numbers and Statistics in Sales Revealed!

At first you may not see the point in tracking your sales statistics, but when you see the high income you can earn using this system, you will find your sales statistics to be much more interesting. I started by tracking my sales statistics, and this was the key. Keep reading, my secret magic system will be revealed before your eyes:

1. Your product or service must create a compelling need and desire in your customers.

2. You must have a consistent schedule. The numbers will NOT work for you if you do not keep a consistent schedule.

I would have days with no sales, a few sales and sometimes a lot of sales. But in order to get the average goal for the week, I still had to put in the same consistent schedule. The numbers do not work a day at a time. By the end of each and every week I would have my average total for the entire week.

Here is a typical week with an average of 1 sale per 10 presentations: Monday 60 presentations 2 sales Tuesday 60 presentations 4 sales Wednesday 60 presentations 0 sales Thursday 60 presentations 8 sales Friday 60 presentations 14 sales Saturday 60 presentations 8 sales. Total for week 360 presentations 36 sales.

It was impossible to predict which days I would make the sales. But I knew for a fact that if I kept to the rules of the system, by week’s end I would have my average. I could not skip one day or a shift, because my average was thrown off. When I was ill, it also affected my average. But as long as I kept things the same from week to week, my sales were consistent and I made money.

You can make the system work even if you can only work 1 hour every day. I recommend that a good schedule should be something every day for 5 or 6 days per week. But you must pick one schedule and do that schedule over and over.

3. A simple calendar on a piece of paper will do, but no matter what type of calendar you use, you must track your presentations and sales.

You may need to make several calls to finalize a presentation, so calls or call backs are totally unpredictable. You don’t need to write down each and every call, track only your presentations and sales.

A presentation is defined as an attempt to explain your services to a person that has the authority to buy, and gives you a yes or a no. If they tell you call back that is not a presentation. If they are not the owner or person that can buy from you that is not a presentation.

4. A sick person can sell some, but a sick person will not be able to see consistency in their sales work. You must keep yourself healthy. You need rest, some exercise, a good diet, and some recreation to stay at your peak.

5. Books and listening to tapes and seminars about improving your sales craft will take you to the next level. Napoleon Hill’s, Think and Grow Rich is one of the all time best sales books.

6. How many sales do you want to make each week, each month, and over the next year? Write it down! These are your weekly, monthly and yearly sales goals. I recommend posting that in a prominent place you will see every day.

I tell my new salespeople they will be able to achieve 1 sale for every 10 presentations. I tell them they will make more sales per presentations as they get practice in selling if follow my wise secrets.

AND THERE YOU HAVE IT, all the secret have been revealed on the MAGIC of numbers and statistics in sales.

Small businesses are driving a massive increase of advertising dollars being spent on the internet.

Is it possible that you could sell advertising on the internet? After all Google is selling billions of dollars worth of it every year, and it is run by 2 boys that started in their college dorm room.

10 year olds and 101 year olds are reported to be making money online by selling advertising. What is the secret, and is it a secret you can use to sell advertising also?

Making a fortune online is possible. The answer is Yes. And you don’t need to be the largest seller. Even if you sell a miniscule part of the overall pie, you can become incredibly wealth.

Here is how you can do it using this simple concept. Build a website about your local town. As an example, you could have a website with local town gossip.

You could easily pick up 3 or 4 juicy pieces of gossip to post on your website every day.

Then you put a counter on your website, a very good one to use that does not download viruses to your visitors is StatCounter.com which is free and very easy to use.

Even though it may take you a little time, it will be worth it to put together a simple website with perhaps a simple blog. Take your digital camera around town and snap some shots that represent the town and put them onto your webiste.

Then start writing the pieces of gossip about your town each day and soon you will have traffic starting to come. Once you have some traffic coming regularly to the website, you are ready to start cashing in.

Now you go to local business owners and show them your site and how much local traffic you are getting. Ask them if they would like to get their advertisements in front of local people. Well of course they would.

This is a tested proven secret. But of course you have to actually work at it to make it work. I wish you the best!

The first sale is the hardest sale. Increase your sales and reduce your efforts by focusing your efforts on the right sources. To do that you have to treat your business like a business, and take ruthlessly control how and where you invest your time. Most agents waste their valuable time responding to and chasing after the wrong sources. Therefore, they don’t have the time they need to invest in the right sources. Don’t think because you’re busy you’re doing the right things with the right sources. If you were already doing this it would be reflected in your revenue.

The first way to increase your focus on the money is to focus on your existing customer base and their future potential. Rather than looking at all existing customers as being equal recognize that the potential among these existing customers varies drastically. And there are three ways this potential varies.

Your existing customers have a potential for: development of a highly profitable target market for you, repeat and expanded business, and referral to high potential prospects. One of the biggest mistakes even veteran agents make is failing to identify and recognize highly profitable potential target markets among their existing customers. Focusing on developing and expanding within a specific target market is one of the quickest ways to easily develop a highly profitable solid business for you. To discover the target market that exists within your existing customer base you have to look beyond product purchases to customer demographics. Among your customers there are some you like, but they are low value. There are others you really enjoy working with and they have a high potential value. Among this later group you want to begin to pinpoint the commonalities so you can find more people just like them.

Each year you conduct an annual review with your customers to identify opportunities for business expansion. All of your existing customers won’t do additional business with you this year. Do a good job taking notes and asking good questions, and it will be easier for you to develop a list of the customers who are most likely to do additional business this year. Invest more time with these customers than with customers who aren’t likely to have additional needs. Most agents don’t take the time to make this evaluation so they invest equal time in customer who aren’t likely to expand the business they do with you this year.

That’s not to say you ignore and neglect customers who don’t have more potential in the immediate future. If you do you can expect low retention rates and dissatisfaction. You always want to have ways to stay connected with every customer to maintain that relationship, but you also want to develop ways to make this process automated. You need a referral system that shores up your insurance sales success by making sure you properly take care of your customer relationships.

You’re supposed to ask for referrals, but you hate doing it because you feel like you’re either pressuring your customers to cough up a referral or you’re begging for them. You feel that way for good reason. The approach you’re using now isn’t a very good one. Part of the problem is that you don’t know what to ask or how to ask it to get the results you want. As you identify a target market you also want to focus on who within that target market has the greatest potential for you. This will make it easier for your customers to help you to make those connections and they won’t feel pressured to do so or like you’re begging because you approach it differently.

How do you respond when a prospect tells you they don’t have any money? What do you do when a prospect tells you they want more money? Do you accept these statements as fact? If you do you’re falling into a sales trap that means no sale for you. Even though their statements sound logical you’re missing the critical information you need to make a sale. When you hear that someone doesn’t have any money you think you should just remove them from your prospecting list or you should wait until they do have money. You’re missing a real opportunity, and you aren’t even aware of it.

Realize lack of money is never a real objection. When a prospect tells you they don’t have money what they’re really saying is that what your offering isn’t valuable to them. On a daily basis sales professionals miss the boat by accepting lack of money as a real objection when it’s nothing more than a clear signal that you haven’t done a good job of helping the prospect to see the value in what you have to offer for them.

No matter who you’re talking to or what you’re trying to sell them lack of money is the prospects way of saying you haven’t demonstrated value to them. It’s your job to figure out what they really want and why that’s important to them. If you don’t you have a “no sale”. This is also true if a prospect tells you they want more money. No one actually wants more money they want what money can buy. When you hear a prospect say they want more money your natural instinct is to sell more money. But that is a fatal mistake because you’re going down the wrong trail.

When you try to sell more money you’ll soon find yourself walking away without a sale. When a prospect tells you they want more money you have to find out why they want more money. What would it mean for them, allow them to do, allow them to have, or allow them to be?

No matter how you make decision or how you think other people make decisions the evidence is irrefutable that the real driver is emotional. When you hear they don’t have enough money, or they want money you now know you have more work to do to get the insurance sales you want. Don’t walk away, or jump ahead trying to make the sale when you hear either of these money statements.

Instead you want to slow down and step back. Think of it as if you’re peeling away the useless outer skin of an onion to get to the part that’s living tissue. Peel away and discover what they really want, how having that would impact them, and then you can begin to help them to discover how your solution will help them to make what they want possible.

Are you wondering if squeeze pages still work well to build your email list?

What is a “squeeze page”? It’s simply a page you place in front of the rest of your site that requires visitors to give up their name and email address before they get to see any information.

Making a free offer to your site visitors in exchange for their name and e-mail address is a great way to grow your e-mail list, but it has to be done carefully so that you don’t also drive away potential customers.

Here are some things to think about

Growing your email list is the surest way to grow your business, sales and profits.

The problem we run into these days is simple: people are more reluctant than ever to give up their email address. The squeeze page is still the best way to build your list, but it requires more thought today than it did even a few months ago. Using a squeeze page carelessly can do your business more harm than good.

First, know that the most effective squeeze page is used on “salesletter site” - that is, one built to sell one product. Using a squeeze page as the “gatekeeper” of your salesletter sifts and sorts potential buyers by level of seriousness. It also gives you a list of prospects who are clearly interested in your offer (or at least in your subject).

The worst thing you can do it use a squeeze page in front of the wrong kind of site.

These include sites that are portals, intended for branding, or blogs. These sites are used for very different reasons than are salesletter sites; so don’t put a squeeze page in front of them.

The squeeze page is a barrier.

It keeps people out of your website and it can potentially scare off your customers.

When you’re marketing to a targeted audience, and offering strong “ethical bribe” such as a video, audio recording, or special report, your squeeze page can be a valuable list-building tool.

Why are people more reluctant and wary about giving up their email address? Spam, viruses, scams, and spyware are a few reasons.

The answer to this issue is simple, in my opinion. Squeeze pages can build your list super-fast; you just have to choose the right websites and scenarios in which to use them.

Now I’m just a dumb ol’ high school shop teacher and football coach who has learned the hard way when it comes to driving traffic to my websites but I can tell you that starting or joining a business on the internet does of course require a lot of things.

To get straight to the point, you need capital. To make money requires you to spend money as well. But of course, with the versatility the internet offers, there are many ways you can find to help optimize the potential of your website or business in generating traffic.

How do you get traffic to your new business website? You can either pay for it or you can spend some time and work and drive it there for free. While paid will get it there quicker, the time and work spent to get it there for free will be well worth it if you have the perseverance and the desire to succeed.

It’s really sweet to generate more traffic to your website without spending a single cent, if you know how. I can tell you it’s a sure thing that there are many websites with information that offer tips and guidelines on how to generate traffic using only free methods. But just because it is possible to generate traffic without spending a single cent, you must realize it may take time, and to say honestly, I’m not going to beat around the bush with you, while your odds are higher, and much quicker by paying for your advertisements, at least you get a fighting chance with some of these free methods I’m about to tell you.

I can’t think of any better place to get the word out about your website than online communities and forums. You can target your niche area and feel comfortable about discussing your area of interest. Talking and sharing with people who fall in your demographics is a huge plus for you and will drive traffic to your website.

The goal with online communities and forums is to establish yourself as an expert. You want to convince them that you know what you are talking about. You must establish a trust element with them and when you do, they will want more from you, by going to your website.

You can also make use of newsletters. Provide people with a description of your products and interesting and entertaining articles related to the products. If you make it really interesting and entertaining, more people will sign up for your newsletter and recommend it to other people. The more people who signs up for your newsletter, the more people there will be that will go to your website increasing your traffic.

Another great idea is trading links with other sites. You don’t have to spend a cent. All you have to do is reach an agreement with another webmaster. In exchanging links, the efforts of both sites will benefit both websites equally. All traffic that goes to your partner’s website could potentially click on the link of your website and visit your website as well. This works well especially when both websites feature the same niche.

Learning how to write and submit artices has got to be the best free source of driving traffic that I can think of. People go to the internet to find content. They want information. Write and submit articles to meet the needs of those seeking that information and you will get serious website visitors. You will be adding a link in your resource box at the bottom of the article which people will click on if they think your information was good and they are curious about you.

The resource or bio box is the critical part of the article as it is what will determine whether people click on your website link or not. Take time to carefully construct this information as it will determine your traffic success.

It is important to have keywords in your website content. You must know what people are searching for in the form of keywords and then include them throughout your website. The content on your website is going to either sell the prospect or chase them away. Your heading is critical as people spend the first five seconds determining if they want to stay or leave. Search engines will also rank your page according to the match between your keywords and the content of your website. This is an area that I advise you to get more information on as it can create massive traffic if done correctly.

Bottom line is it takes time and work for the above mentioned free traffic techniques. If your budget is small or none, then the above methods will create a lot of traffic but you need to take the time to learn the methods and then take the action in putting them to use. Working these methods on a daily basis will create great traffic results.

Take the advice of this dumb ol’ high school football coach and shop teacher who has learned through the school of hard knocks that starting a new internet business and driving traffic to your website requires a lot of things.

While I’m sure you are aware that getting traffic to your website is critical for your success, you have two methods of doing so: paid or free. With the versatility of the internet you can either spend money or spend time. Spending money requires less time but spending time requires no money if you know what to do and where to go.

How do you get traffic to your new business website? You can either pay for it or you can spend some time and work and drive it there for free. While paid will get it there quicker, the time and work spent to get it there for free will be well worth it if you have the perseverance and the desire to succeed.

If you want to have a fighting chance in driving free traffic to your website then you must realize it will take some time and hard work. While paid advertising may get you quicker responses, you can obtain your desired traffic responses for free if you are willing to roll up your shirt sleeves and go to work. Below are so ways I wish to share with you that are proven to work.

The goal is to target people who are looking for what you have to offer. There is no better way then taking advantage of online forums and communities. These people will fit your demographics and you will be able to discuss your niche area with them. You will not have any surprises and you will be comfortable in your knowledge level when conversing with these people.

Building trust and establishing yourself as an expert is the number one goal when participating in online forums and communities. These people fall in the exact niche that you are targeting and they will be glad to go to your website when they establish that trust in your knowledge.

Newsletters seem to be a huge success when it comes to generating website visitors. Have something of value to offer people to sign up for your newsletter like free gifts, reports, or anything that is of some value to the reader. Make sure you have entertaining and valuable information in your newsletter and you will see them pass this information along to those they know, which will increase your website traffic even more.

One of the best methods of generating free traffic is through link exchanging with someone who has a business similar to yours but that is not in competition with you. When people who visit your partner’s site see your link they will be curious and click on your link, giving you traffic you would not have had otherwise.

I can’t think of any better free traffic generating tool than the writing of articles. You can write articles related to your niche and submit them to hundreds of article directories which will will be read by hundreds of people. Not only does this create links back to your website, people who are curious about you will click on your link in the resource box and go to your website for more infornation.

Many websites offer free submission and posting of your articles. When people find interest in your articles there is a good chance they will following the track by finding out where the article originated. Include a link or a brief description of your business with the article and there’s a great probability that they will go to your website.

Search engines love keywords and phrases that match the website content. Make sure you do a good job of writing relevany content that matches the keywords you submit to the search engines. Keep your website content entertaining and informative at the same time. I think it is very important that you either hire a professional when it comes to this or at least take the time to do a good study so that you fully understand how to create a website with good contant and relevant keywords. This will be helpful in gaining high natural rankings from the search engines.

My experience tells me that you will receive valuable free website traffic from the above methods. It will take time and some work but for those of you with a limited budget, or no budget, you have no choice if you are seeking a good flow of traffic to your website.