Is Your Marketing Stuck in Processland?

Article Presented by:
Copyright © 2009 Judy Murdoch


Have you had this experience recently?

You meet someone and all signs point to "GO" that this person needs your services. Even better, they seem to have a budget and the willingness to hire someone (like you?!) to solve the problem.

After the initial introduction and hearing a little bit about what your prospect is needing, you come to the moment in which your prospect is waiting for you to say something. They may even invite you to talk about your business and how you help customers by saying something like, "So what is it you do exactly?"

And you proceed to tell your prospect exactly what he or she seems to be asking for--HOW you work with clients so they get the results they're wanting.

About halfway into your explanation, you notice that although your prospect is still looking at you and listening politely, their eyes have a glassy look. They may even be sneaking glances around the room.

If you're like me, you may get an awful, panicky feeling, like, "Omigosh, I've lost them."

Unfortunately, when we try to convince prospects we can help by presenting a detailed account of our process, we do, in fact lose them.

We have gotten stuck in PROCESSLAND!

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Getting Stuck in Processland is a Common Problem
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Don't feel bad if you've gotten stuck in processland: you have lots of company.

You see, when a prospect asks you, "what does your company do?" you want to reassure them that they can trust you. That you really can help them solve their problem so they get the results they want.

To reassure them you take them through how you solve their problem so they have lots of evidence that you know what you're doing and you're very good at doing it.

And you're correct, your prospect IS wanting reassurance but not the kind you're giving them.

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What Your Prospect is REALLY Asking For
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When you are in the early stages of developing a business relationship, questions like "What is it your company does?" is customer speak for "Can you help me?" Or more accurately, "Can you help businesses in the situation I'm in?"

Because if they're already liking and trusting you, they really want the answer to be YES. If the answer is yes, they can go on to the next stage to having a business relationship with you.

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How to Avoid Getting Stuck in Processland
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Fortunately, it's pretty easy to avoid marketing that gets you and your prospect stuck in Processland.

In fact, just two easy steps.

Step #1: Stop Answering Prospect Questions with Step-by-Step Process Descriptions

No matter how tempting it may be, if this is your first or even second meeting with a prospect, don't get into step by step process descriptions.

Step #2: Tell a Story Instead

The best response is short results-focused success story. Key parts of the story are:

Who the customer was and the problem they were struggling with

What they had tried (but didn't work)

What you saw they needed

The results they got with your solution

Here's an example used by a Pilates practitioner:

"One of my clients came to me because she was getting married in six weeks and she was frantic because she had gained some weight and her wedding dress was too tight."

"She was dieting and doing aerobics but was really struggling to get her tummy tighter. She said she had always felt embarrassed by her 'fat stomach'."

"I told her aerobics are great overall but they don't help you with specific 'problem spots'. Pilates would help her get a smaller waistline because the exercises strengthens all of the muscles that hold in her stomach. As a plus she would start to see results from Pilates within a few weeks."

"In four weeks my client's waist was so well-defined that she actually needed to have her dress taken in before she got married and several people wanted to know what diet she used to look so great."

Note the Pilates Instructor never gave details around the type of Pilates she used, she didn't talk about specific muscle groups or give the client an anatomy lesson.

She stuck to the main points so her prospect could feel reassured that Pilates would help.

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Bottom Line
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When a prospect asks "what do you do?" they are asking you to reassure them that you can help people in their particular situation. Avoid answering with detailed step-by-step process descriptions. Instead answer with a short success story about a customer you helped whose situation mirrors that of the prospects.

Answering with a success story will help to reassure your prospect that you can, indeed, help them so they can take the next step to becoming a customer and getting that help.


About the Author:
Judy Murdoch helps small business owners create low-cost, effective marketing campaigns using word-of-mouth referrals, guerrilla marketing activities, and selected strategic alliances. To download a free copy of the workbook, "Where Does it Hurt? Marketing Solutions to the problems that Drive Your Customers Crazy!" go to http://www.judymurdoch.com/workbook.htm
You can contact Judy at 303-475-2015 or judy@judymurdoch.com

Government Measures to Help with Health Insurance

Article Presented by:
Copyright © 2009 Kevin Kielty


The rising unemployment rate is causing not just job loss but also the loss of valuable health insurance coverage for many people. In response, the federal government has enacted new legislation to help with COBRA coverage as well as state aid to families with children.

Changes to COBRA

COBRA stands for the Consolidated Omnibus Reconciliation Act of 1986. Under COBRA, if you worked for a company that had more than 20 employees, then you are able to continue on the group health insurance plan for as much as 18 months. The downside of COBRA is that it can be quite expensive. In most states, recipients report that COBRA payments account for more than 75% of their unemployment benefit. However, under the recently passed Economic Stimulus Package, you could be eligible for assistance with 65% of your COBRA premium.

To qualify for the program you must have lost your job between September 1, 2008 and December 31, 2009. Your income must be less than $125,000 for an individual and less than $250,000 a year for a family. If you did not take advantage of COBRA initially, you can still sign up for it. If you did sign up for COBRA coverage, you won't get any money back for the premiums you have already paid, but you will be eligible for assistance from the point after the law has taken effect. Under the new law you will pay 35% of the premium, and the government pays the other 65%. Your assistance could continue for as much as nine months.

State Children's Health Insurance Program

Another measure the federal government has taken recently to help people with health insurance coverage is to expand the State Children's Health Insurance Program or SCHIP. The law will provide $32 billion to the program over the next five years and expand coverage to from 7 to 11 million children. SCHIP is designed to provide health care coverage for children up to age 19 and pregnant women, in families whose income is low, but not low enough to qualify for Medicaid. A portion of the funding will come from an increase in the tax on cigarettes.

Under SCHIP, the federal government provides the states with matching funds to provide health care for families with children. To qualify, families could earn only up to 200% of the poverty level. Under the new law, families can earn up to 300% of the poverty level and still qualify for SCHIP. Each state has set up their program differently, so programs can vary from state to state.

If you find yourself out of a job and out of health insurance, two recent measures by the federal government may provide some assistance. The first are changes to the COBRA program in which the government could pick up to 65% of the cost of your health insurance premium. The other is the expansion of the State Children's Health Insurance Program. Either of these options could provide short-term assistance with health insurance coverage for the recently unemployed.


About the Author:
Kevin Kielty lives in North Carolina and writes articles on health insurance. If you are looking for rate quotes on health insurance in North Carolina, visit BCBSNC, also known as Blue Cross and Blue Shield of North Carolina at: http://www.ncinsuranceplan.com/

The Advantages of a Network Marketing Opportunity

Article Presented by:
Copyright © 2009 Michelle Penfold


One of the most popular businesses for new entrepreneurs is Network marketing. Statistics state that there are close to 59 million people involved with this type of business. As in every business there are successes and failures. There are a variety of factors that have made Network marketing so popular.

Gregarious business: Network marketing is all about people. The reason is that if you really want to make a profitable business with network marketing you must be in contact with your team members. The more you interact with them and teach them to succeed the more successful you will all be.

A simple system to duplicate: Developing and using a simple system is the key to success in Network marketing. Your work becomes simple when you have a system in place. Your business and team will grow as they learn to duplicate the system. The method is straightforward and simple for recruits to teach their downline.

No stock: When you have a Network marketing enterprise you do not have to keep any product, when you work your business online. This means that you will not be spending a lot of money on inventory. You will not have to bother about stock piling up or running out and will never need storage space.

Less expenses: Because you are spending less money on overheads you can free up more cash for marketing your business. A Network marketing business can be run right out of your home. No need for expensive office space or furniture.

Is cheap to join: Because monthly fees are not to exorbitant, there is more money for you to develop your business. You cannot usually start a business with so little capitol. It takes some money to start your business at first but pretty soon it will pay for itself. Once the profits start rolling in you can grow the business into a considerable venture

Many ways to be paid: There are a variety of ways to earn with Network marketing.

+ Sales: when you sell product to the customer you will be rewarded by the Mother company.

+ Team members' sales: You will earn a percentage from every sale your team members make. As you increase your team your profits will also grow.

+ Rewards: bonuses are given for new recruits and sales. When you sell or recruit a certain number your bonus will increase. The bonus scales vary with different Network marketing opportunities.

Tutorials: many companies realize the importance of supplying good instruction to their members. These tutorials are very valuable and will lead you on the path to success.

About the Author:
Michelle Penfold is a Network Marketer. She specializes in Health and Wellness products. Please visit her at: http://www.network-marketingopportunity.com

Tips for Getting the Best Website Design for Your Money

Article Presented by:
Copyright © 2009 Kevin Kielty


Eventually every small-business owner realizes that they will need a website for their business, but figuring out where to start can be a challenge. Just understanding the technical lingo and all the options can be confusing, but with the right preparation you can have an impressive and easy to maintain website for your small business in no time.

Check The Competition

The first place to start on your website project is to look at some competitor websites in your industry. You will want to know what your potential customers will comparing you to. You will also want to find out what the standard is for your industry in terms of the number of pages, the type of information and the general look and feel. If for example, your competitors have large sites and many interactive features then you will want your site be comparable, but if your competitors have small simple sites, then you know that you won't need lots of bells and whistles.

Prepare Your Information

Before you meet with your web designer, gather some examples of competitor websites that you like. List what it is that you like and dislike about those sites. If you have any pamphlets or brochures for your business, have those ready for your designer as well. Choose some colors or have an idea of some color schemes that you like and if you have won any professional awards or have any important professional affiliations, put that information together because you will probably want to feature that on your website.

Do You Need A Content Management System?

One important decision that you need to make about your website is whether or not you are going to need a content management system. Content management systems are typically used on larger sites, to control text, video, pictures etc. A content management system allows you to easily change and update the information on your site. This is useful for a website on which, for example staff photos and bios are added often or a newsletter archive is maintained.

If you anticipate making many changes on your website, a content management system can save you time and money. With a content management system, the owner of the site can make the changes as needed, without having to wait for a web designer or webmaster to make the changes for them. This can be a very important feature because it allows you to keep your website current at all times so you're making the best possible presentation to your customer. It can save you money because you will not have to pay your web designer to make the updates for you.

Typically, a website that is more than 15 pages would be a good candidate for a content management system. The more information you have on your website the greater the chances are that you are going to need to keep that information updated. If your website is less than 15 pages, you probably will not need a content management system.

WordPress As A Content Management System For Small Business

WordPress is popular as a content management system for small businesses for several reasons. One it is that it is relatively easy to use. You do not need to be versed in HTML or any other programming language to handle WordPress. There are also many training videos and materials available on the Internet and also a number of plug-ins so that you can customize the software for your needs. WordPress is also useful for blogging which can help to keep your website information up to date. If you would like to show up higher in the search results, then WordPress is a good choice for that as well. Google has stated that WordPress is one of the easiest systems to crawl so it can help you come up higher in the search engine results.

When you begin planning for your small business web site, start by checking competitor websites in your industry. This will give you an idea of approximately how many pages you will need as well as what type of features you will want on your site. Your goal will be to have your website look as good as, or better than your competitor's.

By planning ahead and knowing what your potential customers will be comparing you with, deciding how large you want your site to be, and what type of features you will need, you will be equipped to get the best possible website for your small business.


About the Author:
Kevin Kielty writes for Internet Marketing Advantage in Raleigh. Web design is his area of expertise. Internet Marketing Advantage specializes in Raleigh website design at: http://www.raleighseocompany.net/

How to Write a Killer and Magnetic Headlines and Titles

Article Presented by:
Copyright © 2009 Branko Rakic


How to create great headlines and titles to turn your prospects into buying customers using hypnotic words that will empower them to purchase your product or service, join your ezine.

First of all, you must learn how to get your prospects to trust you. This is true on every field. We trust those that are more like ourselves or one that we have been conditioned to believe.

"How many of you do not trust car salesman? This is because you have been repeatedly told over and over again, how they can not be trusted. Not every car salesman is going to give you a bad deal, just as every young man with long hair and holes in their jeans are not criminals."

All of us resist people we do not trust, even though it starts in our subconscious mind. So, you must learn how to get your prospects to trust you with an unconscious connection.

This can be done by perceiving others behavior and mimicking or mirroring it so to speak. To rich this we must use "embedded commands".

What are embedded commands? This is a term from NLP that stands for Neuro-Linguistic Programming. NLP is founded on then idea that the language and behavior of a person is extremely ordered. These behaviors and language can be either functional or dysfunctional. This order or structure can be organized into a mimicking form.

This means that others can copy the language or behavior of another to produce the same results in order to improve there late comings. This in essence means that the way in which we act or feel is based on how we perceive the world instead of the real world.

An embedded command is a technique used in NLP, which will plant a thought in the mind of another person just beneath that person's conscious awareness. Embedded commands utilize the use of commanding tone to be effective. The command generally formulates words into a question, with the tone however being in the form of a command.

The reason people use embed commands is to get their listener to do you wish them to do in a non-intrusive or demanding manner.

Example

Look at this sentence:
"You should buy this software."

Now look at the same sentence only written a little differently. "You know, that some people find they really want to purchase this software."

What happened in the second sentence is that you let the person know that other people want to purchase this software and like most people they believe in their own minds they are better than most people or at least want to know as much as everyone else put there.

You can also use the same sentence and use other hypnotic phrases such as:

I don't know if you knew it, but some people find they really want to purchase this software.

And I'd like to have you discover... that some people find they really want to purchase this software.

Headlines that Control the Mind

You will need to learn how to write headlines that will control the mind of your prospects. Yes, this is possible.

Three elements you must have in your headline to control the mind include:

Engagement: The easiest way to engage thought is by asking an open-ended question.

Curiosity: Mother nature has endowed each of us to be curious creatures, appeal to a person's curiosity and you can hypnotize almost everyone.

Short and Sweet: In general, most people want to know at glance what the letter is all about. Use a headline that is short. You can always use a longer headline as a secondary headline or sub headline. The first short headline should lead into the longer headline, which can be more hypnotic than the first one. You need to create cravings if you want prospects.

In reality, people do not purchase products; they purchase altered states of emotion. You must convince your prospects that the products will give them something they desire or crave.

You must have a product that is in area of human desire. Remember everyone wants to look and feel younger, thinner, have more energy, and of course have more stamina.

Let us see some examples of good headlines.

For Health fitness products:
Eat Right, Stay Fit, Feel Young, Gain Energy, Enjoy Less Pain

Headlines for relationships:
Attract the opposite sex, Find True Love, Improve Communication with your kids, Be noticed by your Boss, Be admired by coworkers

Headlines for finance and employment:
Be successful, Gain more knowledge, Scale the ladder of success, Get the promotion you deserve, Fire your boss

These examples are here to show you how to create your own effective headlines. Your headlines must convince your prospects that they really need you product or service. People usually buy what they want, not what they need.


About the Author:
Branko Rakic
Millions Through Mind Control
http://masscontrol.tosobiz.com/
Web Traffic Pro
Free internet marketing videos and lessons.
http://www.web-traffic-pro.com/

5 Ideas To Increase Event Attendance Without Lowering Your Price

Article Presented by:
Copyright © 2009 Jim Romanik


A goal for most events is to get enough participants to reach capacity. Occasionally we work on an event that sells out quickly and we stop accepting registrations early, but more often than not there's room for more participants.

Event marketing is complex and strategies vary for different demographics and event types, but doing a few simple things can make a difference. To help your events reach capacity, we have come up with five ideas to increase attendance without lowering your price.

1. Use testimonials from previous events.

Testimonials can be very powerful if used in the right way and can be applied to any sales situation including selling an event. The most effective testimonials are short, and contain specific details about the event not just "the event was great". Follow up surveys from previous events can be a good source of testimonials or most people will be willing to provide a few sentences if you ask them. Remember to always get permission before using a persons quote and name.

2. Partner with another company to get discounts to attractions, restaurants, services, etc.

This one works best if you are working with participants from out of town. Offering your event participants discounts to attractions, or services may provide extra incentive to attend. Many businesses are willing to offer a small discount in exchange for promoting their business to your participants. The discount may seem minor to you, but it could be just enough to convince someone to register for your event.

3. Partner with a related but non-competing event to promote each others event.

If you know of a related but non-competing event contact the organizer of the other event to see if there is an opportunity for cross promotion. Maybe you can swap flyer inserts, mention each other on the event websites or get a mention at the event. This idea can expose you to a whole new market, won't cost anything and will benefit both events.

4. Include an e-book or whitepaper with registration.

Giving something of value away for free to your event participants doesn't have to mean spending money. E-books or whitepapers can be very valuable and once you have permission to use one, it is free to send via email. If you don't already have a document to send, find one on the internet by doing a search for "ebooks". Contact the author and tell them how you want to use the document and you may get permission to use it, especially if it will help promote the author's business. Make sure the document you are offering is of real value to your event participants and that it has a good title to catch attention.

5. Ask people to enter the name of another person who may be interested in the event.

If someone is registering for an event they likely have a colleague or friend who would also be interested in attending. Most of the time people just don't think of suggesting it to others, so you should remind them. Something as simple as text on the form or in the confirmation email can be enough to get people to act. If you want to go to the next step, add fields to the online form to collect name and phone number or email address of the referral. Then follow up with a call or email inviting them to register.


About the Author:
Jim Romanik - founder of ePly Online Event Registration Software (http://www.eply.com)

We are online registration experts and treat your reputation as our own to build registration forms that help your events succeed and make people wonder how you did it.

Download our Free Guide - "What Every Event Planner Should Know About Online Event Registration" at: http://www.eply.com/lp/articles.html

Advantages and Disadvantages of Individual and Group Health Insurance

Article Presented by:
Copyright © 2009 Kevin Kielty


Switching from group to individual health insurance is a change many people are currently facing. There can be some big differences between the two types of insurance and their cost. Becoming familiar with some of those basic differences will help you to know what to expect.

Group Health Insurance

Group health insurance is purchased by your employer from a health insurance company. Everyone who is eligible can receive coverage under the plan. Group health insurance is less costly than individual health insurance, because you have the buying power of the group. The insurance company bases the premium upon a calculation of how much insurance the group as a whole will use. However, if you are buying individual health insurance, the calculation of your premium is not based on a group, it's based on you alone. That is why individual health insurance can be so expensive.

Individual Health Insurance

Individual health insurance is health insurance that you purchase from an insurance company on your own, and not through an employer. You can choose coverage for either yourself or your self and your family, individual policies often provide less coverage than group policies do. Under an individual plan, some services such as substance abuse treatment may not be covered.

Another important difference between group and individual health insurance is that with group insurance, the law requires the insurance company to cover everyone who works for that employer. With individual health insurance, companies are not required to issue you a policy. This can be very alarming for people who have pre-existing conditions. If you have recently lost your job, it can be surprising to find out that even though you have been covered under a group plan, there is no assurance that you will be able to obtain individual health insurance coverage.

In some states, health insurance companies are allowed to issue policies to people with pre-existing conditions, but they are issued with an exclusionary rider. That means that any services for the pre-existing condition are not covered. Each state has its own laws overseeing how individual health insurance is administered. Therefore, plans can very a great deal from state to state. Plans can also vary from one insurance company to another. Be sure to check around and compare quotes and plans from several different companies before making a decision.

COBRA As An Option

One of the first options presented to people who have lost their health insurance coverage is COBRA. COBRA stands for the Consolidated Omnibus Budget Reconciliation Act and it allows you to continue on your employer's health insurance plan for up to 18 months after losing your job. However, there are several situations in which employees would not be eligible for COBRA coverage such as, if the company employed less than 20 people and went out of business, or if it dropped its group health insurance or went into bankruptcy.

One of the drawbacks of COBRA is the expense. Under COBRA you have to pay the entire amount of your health insurance coverage. Whereas when you were employed, your employer paid a portion of your benefits. One recent development that will be beneficial to COBRA recipients is that after March 1, 2009 recipients will only have to pay 35% of the cost of the monthly premium and the federal government will pay the remainder for up to nine months.

If you have recently lost your group health insurance, switching to individual health insurance will cause the cost of your health insurance to increase. Understanding the different types of insurance and how they work, will help you to prepare. If you have pre-existing conditions and are concerned about finding individual health insurance coverage, investigate COBRA and find out if it is an option. Also, check with several different health insurance companies and compare the costs before you make a decision.


About the Author:
Kevin Kielty lives in North Carolina and writes articles on health insurance. If you are looking for rate quotes on health insurance in North Carolina, visit BCBSNC, also known as Blue Cross and Blue Shield of North Carolina at: http://www.ncinsuranceplan.com/