Today's Feature Article

Don't Overlook The 3 Special Benefits Every Customer Wants From You

by Bob Leduc

Every customer looks for 3 special benefits when they do business with you. They may not specifically ask for these benefits. But you're losing sales if you don't automatically provide all 3.

1. Fast Results

Prospective customers may take a long time deciding whether or not they will buy from you. But once they decide to buy, they expect instant results. When people buy a car they want to drive it home today. When they sign up with a health club they expect to look and feel better by the end of the week.

Look for ways you can reduce the time your customers have to wait after a transaction before they can start enjoying the results of their decision to buy. Try to deliver your product at the point of sale. When that's not possible, look for creative ways to provide a benefit your customer can start enjoying immediately.

For example, a publisher I know recently created a special package combination of his latest "how-to" book in print and several eBooks on the same subject. When customers order his new book, they can immediately download the eBooks on their computer. They don't have to wait for the hard-cover book to arrive before they can start enjoying the benefit they paid for.

2. Easy Procedures

Customers want products that are easy to use and services that produce results without disturbing their daily routine. You can increase your sales by stressing the "easy to use" characteristics of your product or service in all your promotions. Convenience and ease of use are often more important to customers than price.

Simplify your buying procedure too. Make it easier for customers to buy from you and you will get more sales.

For example, many online shoppers are impatient and won't tolerate a lengthy ordering process. Minimize the number of times your customer has to click to another screen when ordering online. Use a simple order form instead of a shopping cart if you only offer 1 or 2 items. And don't ask them to give you more information than you need to process their order.

3. Personal Attention

Every prospect and customer wants personal attention. One way you can provide it is by giving them an opportunity to ask questions.

Only interested prospects will take the time to ask questions. Many will buy from you if they get valuable information from your answer. You can often include a promotion for your product or service as part of your answer.

Answering questions is not time consuming. The same questions will be repeated over and over again. But you only have to answer each question once if you save your answer to a permanent file. Copy it into your reply whenever you get that same question again ...and revise it slightly to personalize your response. You can answer questions quickly and your prospects will appreciate your personal attention.

TIP: If you find yourself personally answering a lot of questions, add a Questions and Answers page to your web site. Post the answers to your most frequently asked questions. It will reduce the number of questions you have to answer individually. But remember, it also deprives you of an opportunity to impress prospects with your personal attention.

Every customer wants fast results, easy procedures and personal attention. Most won't ask for these benefits. But they won't buy from you unless they get them. Make sure you provide all 3 of these special benefits ...and look for ways to improve the quality of each. Then watch how quickly your sales increase.

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Bob Leduc is a Sales Consultant with 30 years experience in generating low-cost leads. He recently wrote a manual for small business owners, "How to Build Your Small Business Fast With Simple Postcards", and several other publications to help small businesses grow and prosper. For more info: BobLeduc@aol.com?subject=Postcards
Phone: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV

Today's Motivational Reading

The DNA of Top Achievers
by Chris Widener

Of course by now we are all becoming aware of DNA. It is the source code that determines who we are. When we look at DNA we can see what a person will look like, what diseases they may come down with, etc. This has been a tremendous breakthrough for scientists and will continue to be so for some time, I think.

This got me to thinking about what makes up those who are top achievers. Is there a DNA to them? Obviously, all top achievers wouldn’t have the same literal DNA but what about a figurative DNA? Is there a common 'gene' that they all have? Are there common 'genes' perhaps? I think so!

If we could get right down to it, I think these are the genes we would find in the DNA of top achievers:

A predisposition to setting high, lofty goals. Top achievers are people who won't and can't settle for the status quo. They see average as a place they want to keep in the rear-view mirror. Instead, they continually look for ways to stretch themselves, to get better, to do better, to be better! They set their sights on goals that others have never even thought of. They want to shoot so high that even if they miss, they go higher than everyone else. This is what makes them top achievers.

An ability to focus intently upon reaching their desired destination. Many people can set high goals, but just as many people get sidetracked by one thing or another on their way to those goals. High, lofty goals usually take a while to get there so there will always be plenty of time to be tempted to stray away from the road that is taking you to those goals. Often, those things that sidetrack people are good things, but not the best things. Top achievers do not get sidetracked. They stay focused. They know where they are going. They have an ability to say 'no' to the good things in order to get to the best things.

The willingness to personally sacrifice in order to get to their goal. When the going gets tough, many people quit. When the going get tough personally, most people quit. When the going gets tough for top achievers, they remind themselves of the high. lofty goals they have set for themselves. They remind themselves of what an accomplishment it will be for them and that the reward is worth pushing through the momentary trials. They are willing to sacrifice personally in the short-term in order to get the reward and the prize long-term. Keeping their eyes on the big picture enables them to persevere through any personal pain they may experience.

A predisposition to tenacity. Tenacity is the ability to 'keep on going.' Tough times? Keep on going! Financial troubles? Keep on going! People are suspect? Keep on going! You look like a dreamer? Keep on going! Tired? Keep on going! Want to quit and take it easy? Keep on going! Just remember this: Keep on going! The prize is ahead! Many people quit just before they were to get the reward, so keep on going!

The ability to see available resources and to use them accordingly. Those who are top achievers know that they cannot be lone-rangers on the way to the top. No one makes it by himself or herself. Top achievers recognize their weaknesses - the weaknesses that if they don't cover will keep them from becoming a top achiever! They see their resources and they work to get them into a helping position so they can continue the route to becoming a top achiever. And they don't use them, they utilize them. There is a big difference! People, finances, etc are all brought in to help by the top achiever.

A desire to help others achieve more for themselves as well. The top achiever knows that they can make a difference for others by becoming a top achiever. They know that the wealth they make can feed the hungry. They know that the position of influence they achieve can open a door for someone who may not normally get a chance. True top achievers look at how they can bring many with them, not how they can leave many in the dust. People are helped by the top achiever, not trampled upon!

I think if we could get to the DNA of top achievers, the things we talked about above would be at the core and fiber of their beings. What about you? Did you recognize yourself at all? I hope so! The good news about the DNA we are talking about today as opposed to real DNA is that you can go out and work on top achiever DNA whereas you are stuck with real DNA. So if you lack a little in the above-mentioned areas, take heart – you can get better and work on them so that you can become a top achiever!

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Chris Widener is a popular speaker and writer as well as the President of Made for Success and Extraordinary Leaders, two companies helping individuals and organizations turn their potential into performance, succeed in every area of their lives and achieve their dreams. Join subscribers in over 100 countries around the world! Get Chris' FREE weekly Made for Success Ezine by sending a blank email to
success-on@mail-list.com http://www.madeforsuccess.com http://www.extraordinaryleaders.com

Subscribers' Corner

Return To The Basics For Web Success

by Joshua Rose

I was watching Barry Bonds, of baseball's San Francisco Giants, when he hit a home run recently. At age 38, he is the most feared and respected hitter in the game. For those that don't know, last year he broke the single season homerun record and this year his batting average led the majors.

When he steps to the plate, boy oh boy, he sure has the pitcher's full attention. I think they'd really prefer root canal to that smooth, swift and powerful swing of his.

There's just no denying that when it comes to hitting, he has surely reached the mountain top and has joined an elite group of baseball's all-time best.

Maybe, if I copied him, I could become a major leaguer. And maybe, if he told me all his secret techniques, I could even join the elite as well.

Well, it may be fun to daydream. But you and I both know, quite realistically, that this just isn't very likely. Secrets or not, expert advice or not, reaching a goal like this takes years of training, experience, skill development, a certain inner fire and motivation and a number of other crucial factors.

The same holds true on the internet. There's some great advice available. But how come it works so well for those giving the advice, and usually not so well for those taking it?

Well, it's due to the same reason that I won't be hitting a 96 mile-per-hour fastball for a 450 foot homerun anytime soon, despite all of Barry's gracious help. I just haven't developed the necessary skills to properly execute the advice. I don't have the eye, the bat speed or the power, yet.

So, What Is One To Do?

The answer is to backtrack - to return to the basics. Guru tactics or not, without a like amount of first hand experience, without 'name brand' recognition and without friends and colleagues to leverage your efforts, the going can be understandably rocky at first.

Instead, recognize the skills that have led to their success. Focus on these, make them your foundation ... and THEN build your house.

* Settle for nothing less than developing exceptional communication skills. The written word still rules the web. Quick tip: Learn to write like you talk, not like you write.

* Build and NUTURE your list. Sure, almost everyone knows how important it is to build a list ... and it's hard enough. But the truth is building the list is the easier part. The real challenge is in keeping your list interested and responsive. Again, content and communication skills are vital here.

* Help others. This builds your reputation, as well as cultivates a network of resources, both informational and sales building. Somewhere down the road your friends may be excellent Joint Venture partners and/or Affiliates.

* Remember that the great majority of surfers are looking for information, not products. Many ezine ads and websites are 'tuned out' for the same reasons we change the TV channel during commercials. So, provide information, and then promote that information.

* Inject your personality. Not pleasing everybody is better than not pleasing anybody when people just can't get a feel for you.

* Get your name out there. Write articles, post at forums, submit 'subscriber introductions' or 'subscriber feedback' where accepted. Brand, brand, brand for trust and credibility.

* Be unique. Stand out from the pack. Ads, ezines and websites can quickly blur into the mass of 'sameness'. Great copy and website design is wasted if the message is "same old, same old".

*Spend quality time with your Affiliates. Encourage and teach those who are making the extra effort.

Follow these basics and learn these skills. Sure, your favorite Guru can put up a new site, start promoting and quickly get a good response. But only because he or she has already built a solid foundation.

So, don't be tempted to jump ahead before you can even see those 96 mile-per-hour fastballs. Progress through the basics and you just may find yourself hitting them out of the park.

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Joshua Rose is the Editor of The Internet Profit Wizards Newsletter, where he writes about the three most important skills needed to attain internet success. To subscribe, visit: http://www.internetprofitwizards.com or visit to "catch-up" on past articles.

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