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"Your Home Business Coach Ezine" 
Published Tuesday & Thursday
Lena Sanchez - Editor
Click Here To Email Lena 
928-636-9425
Tuesday  May 23, 2006

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Watch For A Natural Environmental Facts Sun., Wed, Friday with  Monday's Ask Lena Health Q & A!

This Ezine is available by subscription only. Your Home Business Coach does not make its list available to third parties. All subscribe and unsubscribe information can be found at the end of this issue. The Mission of this Ezine is to help you grow in business and in health!  Archives

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=> IN THIS ISSUE!
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<> Editors' Remarks
<>Motivational Thought!
<> Spotlight of the Day
<> Paid Ads Week/Month
<> Business Tip
<> Advertising Links
<> Business Coach of the Day
<> Change Your Life Information

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EDITORS' REMARKS
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Greetings and thank you for being an optin subscriber. 

We are into a new week that gives us a clean slate to do what you need or want to do to become a success in life. Maybe your health needs improvement or you need more time with the family or maybe you are just tired of someone else telling you when and how you must work? You must decide what it is you want or need before you can achieve it. Then you will need to decide how you can go about achieving that... Setting your goals and work toward them then will find achievements, providing your goals are realistic. Today's coaches can help you reach for reasonable goals. Enjoy and learn!

Library to Successful Home Business Click Here

Do what you must to be successful as long as it's honest, something you enjoy and doesn't hurt anyone.
 
Lena

Reminder:

Don't Pass On Misinformation. to others. 
Get the real scoop first at http://hoaxbusters.ciac.org/HBHoaxCategories.html 

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MOTIVATIONAL THOUGHT
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"Pay attention to what captures a prospect's interest.  Try using a headline, a photo, or a combination of both.  A unique offer or special benefit will most likely interest them as well."

~ Kevin Nunley

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PAID WEEK/MONTH SPOTLIGHTS
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Reduce Stress, Stress Damage and Tension Without Drugs! Get Details Click Here

Connecting With Customers
By Paul Lemberg

I just got off the phone with a friend of mine. Business is up he said, but he didn't know why. I asked him a few questions, but the more we spoke about it the more concerned I became.
 
"What do you mean, you don't know why they're buying?"
 
"We never know why they buy," he told me.
 
"Never?"
 
"Nope. They just do."
 
My friend thinks he knows what is great about his product. They believe they understand it's applications, they just don't understand what drives sales.
 
And there's something else - it has to do with pricing and profits.
 
Since they don't really know why customers buy from them, it follows that they don't understand the full value customers get from their products. So they don't know what to charge! They discount to make sales - since they don't fully understand the customer's pain points - and that means - they always leave lots of money on the table.
 
When times are tough - and many people are feeling squeezed these days - there is tendency to panic. Who wouldn't? The economy, the financial markets, and now - terrorism. I read where a group of psychiatrists saying the country was on the brink of a nervous breakdown!
 
That's certainly not what I want for my customers! Is that what you want for yours?
 
I think this question can be a profitable one. What do you want for your customers? I started thinking about this and came up with a few others for you to ask yourself.
 
Why do you want to serve your customers? What do you love about your particular customers? Are they perfect customers? If not, who would be? Describe them.
 
Case Studies and the Value Proposition
 
So I began thinking about my friend's sales problem - which brought me to thinking about a favorite topic of mine - the value proposition. Not in the sense of your USP, but in the sense of - what is the value of your product (or service) to your customer?
 
In other words, what is your product worth? How much - in money terms - does your customer save or earn when they use whatever it is you sell? Can you quantify that?
 
If you can't, well - you need to. It will make it much easier to sell.
 
But it's too complicated - we can't really say what they get from it.
 
No wonder you have trouble selling when times get tough. If you knew what it was worth, and it was worth more than you were selling it for, you'd have customers lining up pounding on your door for it.
 
You have to go out and do case studies. Exactly why did they buy. Exactly what is the application. Exactly how much more did they earn because of it and how did they earn it. Or, exactly how much did they save because of it and how did they save it. Get five or six of those and you'll be able to build a return-on-investment case for any prospect, and damn the economy. Which brings me to one last thing - the holy trinity of repeat sales.
 
Up-sell, Re-sell and Cross-sell What is your best possible source of revenue right now, bar none?
 
Your existing customers, right? Of course - they always are. Which means you should have a regular program to stay in contact.
 
What are you doing about repeat customer sales? When was the last time you contacted each customer, and made them an offer of some kind? What - you're waiting for them to call you?
 
Conclusion: You've got to contact your customers. Under any pretext, for any reason.
 
Why?
 
To solidify and maintain your relationships, and reconfirm why you want to do business with them. To understand your value from their perspective. And lastly, to make sure they are being served properly and to sell them everything they need.

About The Author: Paul Lemberg is the President of Quantum Growth Coaching: More Profits and More Life for Entrepreneurs, Guaranteed. To get your copy of our free report with detailed steps to grow your business at least 40% faster, go to http://www.fastergrowthnow.com      

Reasonable Precautions

Most of us think of hype as exaggerated or extravagant claims, made especially in advertising or promotional material. Sometimes it is deceptive and deliberately misleading. While we have become a bit immune to this through constant exposure, it always seems that someone comes up with a fresh approach that is not immediately recognized.

Con artists have been around since the beginning of time, and are always willing to take advantage of another "hot prospect". But every scam has "red flags" and a little common sense should prevail so you do not fall prey to them. Let's examine a few we get by email everyday.

How many emails do you get promising something free. Like a %500 Walmart Card, or a free lawnmower or computer, just to name a few. They state right up front that they have no association with, and are not endorsed, sponsored by or affiliated with Walmart or other companies they happen to be promoting. The only thing you will get from something like this, is phone calls from solicitors.  You're on the "No-Call" list you say - not anymore, when you filled out their form, you gave them permission to contact you.

"Congratulations: You Won $1,000,000.00 in the Australian Lottery." - they state. In this scam you normally send some information, and either return it by email or fill out a form on a web site.  They require that you supply your telephone number to be eligible. You will then be contacted by a telemarketer who confirms that you have won; however, you must pay a processing fee for handling, customs duties or taxes, and you must send a check or money order to them by overnight mail.

Or, you might receive an e-mail informing you that your order has been received and processed, and your credit card will be billed for the charges. The trouble is, you haven't ordered anything. They contacted you using bulk email, using inactive return addresses which prevent you from refuting the orders by email. They do provide a telephone number in the area code 767, which is actually in the West Indies. They try to keep callers on the line as long as possible, and you are reportedly billed as much as $25 per minute. Be aware that your local telephone company may bill for services provided by other companies, and not be able to provide you relief.

Another current scam floating about the web offers you a cut of stolen money from some Middle Eastern Country that was stolen and they need your help getting the money out of the country. They of course want a cut of the money that they claim will be wired to your personal bank account. You of course are expected to pay them their share up front. The money however never arrives in your bank, and since you gave them your bank account number, you are ripe for identity theft.

Send twenty dollars to each of five people listed in order for you to get yourself placed at the top of the list of names. You will make big bucks in less than 30 days. This is simply a variation of the old fashioned chain letter. Actually, there are a lot of chain letters floating about the web and all should be avoided.

Another email promises guaranteed Credit Card approval! One group offers Visa cards to the credit-challenged "to put you back in the mainstream of financial life in high style" at an interest rate of only 4.9%. How? Through the magic of using offshore banks in tax haven countries. In the fine print however, there is a $100 processing fee and $25 per month charge regardless of use.

Some people really believe that they have been selected to be in the internet Version of "Who's Who".  This one started years ago and was sent to every company executive in the country - They will include your listing at no charge - oh, would you like a copy?  "Send $98 to us and it will be delivered to your doorstep."

There is no way to adequately cover all the scams that permeate the web. Before jumping into any of these "make a million while you sleep" plans, take some "reasonable precautions" and check them out.  The money you save will be your own.

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