Article Contributed by Kendall SummerHawk
Did you know that HOW you design your client payment plans can make the difference between your prospective client saying, “Yes!” versus muttering, “Let me think about it?”
This applies to services, programs and even products offered on your Web site. So it’s wise to understand what works — and what doesn’t! — so you can make it easy for your prospective clients to say “yes” to you.
Now, the problem is, most Soul-preneurs™ feel uncertain as to how to design their payment plans. Many rely on the simple “order now and save XYZ amount” strategy. And while that’s a good one, in this economy that alone is not compelling enough to motivate people to hire you or invest in your info product.
Which is why my Platinum clients and I carefully design what payment plan strategy is going to work best for each of their service or info product launches. It’s just too important to leave to chance or not get expert help creating!
The good news is that I’ve spent years figuring out what works in the area of pricing and money. Here are three SIMPLE strategies that will instantly help you design a compelling offer your prospective clients will love to say “Yes!” to.
Pricing Plan Strategy #1: Offer a Valuable Incentive For Paying in Full
You’ll be surprised at how many clients will choose a full pay option in order to save big or qualify for a special high-value incentive.
For example, in my new 2009 Platinum Program the full pay option is generously rewarded with a special “preferred client” coaching day with me on the topic of pricing and money. This is in addition to a significant savings. Together, these create powerful reasons for new Platinum members to not only apply for the program but to choose the full payment option.
Pricing Plan Strategy #2: Create a Reason WHY a Client Should Say “Yes” to Your Offer Now… Instead of Later
Most Soul-preneurs™ mistakenly give their prospective clients far too long to make their investment decision. This backfires because human nature is such that the longer someone has to decide the more likely they are to talk themselves out of making a “yes” decision.
That’s a shame because that means that’s someone you’re not able to help. So keep your cut-off dates more immediate, then use your marketing to create energy, excitement and a reason for people to say “yes” to you within this shorter time frame.
Pricing Plan Strategy #3: Aim to Make Your Bonuses Total MORE Than the Original Service or Product Being Purchased
Like you, I’m NOT a fan of offering a hodgepodge array of bonuses that look like someone just cleaned out the back of their closet. Instead, design bonus products or services that have real value to your clients and that if purchased separately, total up to even more than the original item offered. Even better, offer at least one bonus that can’t be purchased separately, emphasizing its appeal as an “exclusive” available only to your clients when they invest in your program or product.
Think Creatively When It Comes To Your Pricing Plan Options
While there are many more pricing plan strategies you can use, these three will get you started quickly and help you feel more confident in launching your new programs and products. Remember that the easier you make it for your prospective clients to say “Yes!” the more you’ll be able make a positive difference for them while making more money!
About the Author
Kendall SummerHawk, the Million Dollar Marketing Coach, is an expert at helping women entrepreneurs at all levels design a business they loveand charge what they’re worth and get it. Kendall delivers simple ways entrepreneurs can design and price their services to quickly move away from ‘dollars-for-hours work’ and create more money, time, and freedom in their business. For free articles, free resources and to sign up for a free subscription to Kendall’s Money, Marketing and Soul weekly articles visit www.kendallsummerhawk.com.
Author: Pamela Swift
Running a business from home may seem like the perfect solution to your work needs. But it is not a situation that rests easily with a number of people as they find adapting to the undisciplined environment hard to cope with. Sure, the hassle of the commute and the distraction of the office banter may have gone but these things provide a certain structure that provides more support than sometimes we like to admit.
Perhaps the hardest thing about running a business from home is maintaining some form of discipline. Make sure that you know what hours you want to work – and work them! Let your customers know what your hours are too and make sure that you do not suffer `drift` by accepting calls into the evening or at weekends unless you are really happy about the personal intrusion. This doesn`t mean that you can`t work outside these set hours but you need to be disciplined about what is work and what is family life else the two will encroach and grate.
You may have exceptional talents in a specific area but have probably not run a business before. There are endless amounts of help and assistance available for new small business owners from a range of government and regional agencies. Sometimes tapping into it can be a challenge all of itself but there is excellent help available through the Regional Development Agencies or Business Link websites. This will contain information ranging from how to set up bank account through to business insurance and VAT. Don`t be afraid to ask – no question is too small and you will not be the first person to ask for help.
Working from home is best done in your own personal space. Create an office or dedicate a room to your work so you are not sharing it with the kids or relatives when they come to visit. This also helps you to `close the door` when you have finished and to relax away from the reminders of what has to be done.
Working from home is just another job. You may become emotionally attached to it (indeed you should!) but it must not dominate to the extent of cutting the rest of the family out. Make sure that you reserve family time since the phenomenon of having you around the house all the time may well be a significant change for how they have to live too.
When your business starts to grow and succeed you may have to consider moving out of the home and into a dedicated office or factory unit. This may mean employing people and will almost certainly challenge your ability to keep on top of all the paperwork. Think carefully about the type of person you want to work with and how they can complement your skills rather than compete with you. Small teams need people that can get on rather than always the best talent available. One of the best ways to earn money for your business is to ensure that you have a happy and high performing team at your side.
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Privacy Tips for Small Businesses
Article Contributed by Heather Dorso from TRUSTe
You may be a small business, but chances are you collect some form of PII. Even small businesses are accountable for the safety of user PII, and thereby must take adequate measures to protect it. Lead Microsoft.com editor Monte Enbysk gathered TRUSTe’s insight to help develop 6 privacy tips for small businesses:
1. Take inventory of the personal information you collect and store.
2. Analyze how safely you use and store this data.
3. Make sure you’re complying with industry or federal laws.
4. Post a privacy policy that is clear and comprehensive.
5. Have your policy reviewed by an attorney or by a privacy seal program.
6. If you have employees, make sure their personal information is protected too.
According to Enbysk , you should seek the expert opinion of a privacy service like TRUSTe who can help ensure the accuracy and validity of your privacy statement. Not only may a third-party privacy authority ensure your privacy statement and practices are up to par, but a seal from TRUSTe can benefit your brand.
“The Web privacy seal is one of TRUSTe’s most popular products,” says TRUSTe’s VP of Communications, Carolyn Hodge. A privacy seal may be most beneficial to small e-tailers with little or no name recognition outside their hometown or region.
About TRUSTe
TRUSTe Privacy Seals help consumers click with confidence by guiding them to trustworthy Web sites. More than 2,400 Web sites rely on TRUSTe industry best practices to help them make the right decisions about privacy and protecting confidential user information. Half of the top fifty Web sites are certified including Yahoo, AOL, Microsoft, Disney, eBay, Intuit, and Facebook. Independent research shows that when a TRUSTe web seal is present, visitors are more likely to share personal information, register at higher rates and spend more money. To learn more about internet privacy services for SMBs, visit http://www.truste.com/privacy_seals_and_services/small_medium_business_privacy/index.html
Article Contributed By Eric Gruber
Getting global exposure for your website and reaching customers all over the world are two perks of Article Marketing, but what if global domination is not your thing?
One of my long-time newsletter subscribers recently emailed me and asked:
What if you own a dry cleaning business in Madison, Wisconsin?
Or you’re a real estate agent in Ontario, Canada?
Or you operate a bakery in Marrakech, Morocco?
If you own a local business and you want to attract customers who are in your neighborhood or city, can article marketing still work for you?
My answer = Yes!
Many of my article marketing clients at http://www.IWantMoreProspects.com own businesses that have local clients and customers. They use article marketing to increase their web presence, bolster their website rankings in the search engines, establish themselves as an expert in their niche, and also to generate more targeted traffic to their website.
So, although you may not be looking for national or international attention, you can still benefit from a targeted article submission campaign. Now, when I say “targeted traffic”, I mean that the people who are visiting your website are the type of prospects who might be truly interested in your business. They are not just random passers-by.
How can you get targeted traffic for your local business using article marketing?
To be sure that the traffic you receive is targeted, write about your area of expertise and in your resource box (that’s the author bio that sits below your article) specify the location of your business. This would tell the reader that you only work with people in that location.
Also, if appropriate you could write some articles that specifically deal with your industry in your location. For example, if you are a Real Estate agent in Ontario, Canada, there may be some unique aspects of buying or selling a house that are specific to Ontario.
Here’s one article idea: “10 Upcoming Neighborhoods in Ontario, Canada That You Should Consider Buying a House In”
Then the article would have to deliver on the promise that the title makes. Please resist the urge to mention your location in the title and then write an article that offers generalized info. If you mention your location in the title, you need to provide specific info about that location.
What You Must Remember When You Are Trying to Get Local Attention Using Article Marketing
The main thing to remember is that while we talk about a “global audience”, every one of us who is doing article marketing wants to attract a certain type of person–the type of person who is most likely to be interested in our business.
I don’t know of any website owner who wants every Tom, Dick and Harriet coming to his or her site.
Whether you have a local business or an Internet business that operates worldwide, you still have a target market, and you need to write your articles with that specific group in mind.
So, don’t let the “global exposure” idea intimidate or mislead you. When done correctly, article marketing generates targeted traffic.
You can get traffic that is targeted to your specific location (if that is what you’re going for).
You can get traffic that is targeted to your industry.
You can get traffic that is targeted to people with very specific needs.
You can get traffic that is targeted to people with specific interests.
About the Author
Article Marketing Expert Eric Gruber uses the power of articles to create online opportunities for small business owners who want more publicity, prospects and profits. Now, you can get his instant article writing templates that will help you write your articles in 30 minutes or less. Get 3 of his favorite article writing templates for free at: http://www.TryMyFreeArticleTemplates.com
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Position Yourself as a Leader
Article Contributed by Mark Hunter
It’s been said that to be a successful salesperson, not only do your listening skills have to be great, but your closing skills have to be even better. However, I believe that while these skills are helpful, they are not essential. In my opinion, to be a top-performing sales professional, you must be a great leader. It is a fundamental character trait. Although we have all known salespeople who have had stellar years based on the luck of a few great clients, those with sustained, long-term success always exhibit great leadership skills.
What is a leader? Leaders are people who empower others to do seemingly impossible things, whether individually or as part of a group. They help people see issues and opportunities they would not normally see themselves. Most importantly, they instill a level of confidence in people that make them pro-active in dealing with situations they otherwise would be hesitant to handle.
These leadership traits are essential for top-performing salespeople to exhibit on a daily basis. By demonstrating these qualities to your prospects and clients, you are communicating your value to them. They will see that you have their best interest in mind and are not out to just “make a sale.” You will create the confidence they need to desire to do business with you. Salespeople who see themselves as leaders are far more likely to provide the client with the services necessary to help them achieve their long-term goals. For example, a salesperson who is a leader will wisely show a 25-year-old the significance of buying life insurance both as an investment tool and a “peace of mind” policy.
Top-performing salespeople understand how positioning themselves as leaders can further their success. You will increase your profits by selling more to an existing customer, so it only makes sense to display leadership to them. In addition, because the best new clients often come from referrals, your existing customers will be much more apt to confidently recommend you. In my experience, I have observed that salespeople who behave as leaders are less likely to need multiple closing techniques to make a sale. I firmly believe that the higher the degree of leadership in a sales professional, the less time spent on closing the deal. Similarly, the opposite holds true, and the result is a loss of valuable time.
Over the years, I have come to believe that “sales is leadership and leadership is sales.” The more salespeople with whom I work, the more I confirm the validity of this statement. Although it’s important to work on both your ability to listen and your closing techniques, fostering your leadership skills is far more essential. Begin today to set yourself apart from the competition by positioning yourself as a leader to your employees, your clients and your prospects.
About the Author
Mark Hunter, “The Sales Hunter,” is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit http://www.TheSalesHunter.com.