In this issue:

1) Tip of the Week

2) FEATURE ARTICLE: Psychology - the Magic Selling Ingredient by Pamela Heywood

3) CLASSIFIEDS

4) FREE Resources

5) POWERQUOTE

6) MOTIVATIONAL MESSAGE: Why Some People Will NEVER Succeed, No Matter How Hard They Try.... And How YOU Can Avoid The Same Mistakes! by Lee Benson

If you'd like to read previously ran tips and features, go to http://netcheckspayroll.com/newsletter.html

Pro-motion

Answers for the "Pro in Motion"

by jl scott, ph.d., Director, IAPO

Q. Having set up my own web-site and spending the last three months reading on how to get traffic to it, I still can not attract sufficient volume.

I am finding this venture very frustrating and time consuming. Basically, I have swapped one job for another. Can you recommend someone (company) which will market my site for me? What will be the costs involved, etc.?? (Mark)

A. Mark, you have come up with an issue that haunts every beginning web site owner. Unfortunately, I can't use this column to recommend particular companies. (Much as I'd like to sometimes.)

To begin with, it sounds as if you have traded a "regular" job in favor of an online business. I hope you didn't do this with the idea in mind that working online would be easy. Forget all the hype about making millions in 3 hours a day. If you came online expecting that you wouldn't have to work - there is a rude awakening in store.

We may spend 8 hours a day at a "brick and mortar" job. Yet, we can expect to spend 18 hours a day working online - especially in the beginning. One of the first things you have to do is establish your credibility. No where is it more important than online to present yourself as a professional - and that takes time.

A start-up business in the brick and mortar world usually takes at least two years to show any true profit. Nothing less should be expected online. If you expect to have a successful - and professional - online company, you just have to do the time.

You have myriad details to keep track of on a daily basis. Even if you hire a company to do your promotion for you, you will need to stay on top of what they're doing. You will also need to double-check their work as well as continue to do whatever activities you keep for yourself. EVERYthing is hands-on unless you can afford to hire a full-fledged staff - train them - and trust them.

In the beginning, we sometimes waste time and money trying every product/service out there that makes big promises. Sad - but true - that's also how many people learn what NOT to do. So why don't we ask those who actually GET high traffic?

Let's start by asking our readers. How do you do it? What processes have you found that TRULY increase traffic in a big way? Don't try to sell me your affiliate programs. I'm looking for "processes" here. What saves time? What works? What is actually efficient?

I will publish the best answers - and give you full credit. This truly is a question that many would like to see answered in ways that are relevant and useful. Remember! No ads! No touting of affiliate programs! Those will be trashed. I just want tried and true methods for building traffic. Send your answers to: mailto:increase_traffic@MondayMemo.org

* To submit questions to "Pro-motion" mailto:Questions@IAPOnline.org

jl scott, ph.d., Author Copyright © 2000, All Rights Reserved

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dr. jl scott is the Director of the International Association for Professionalism Online (IAPO) http://www.IAPOnline.org - and also the publisher of MONDAY MEMO! - the ezine dedicated to upgrading Professionalism on the Web. For your FREE subscription: mailto:MondayMemo-subscribe@topica.com

Psychology - the Magic Selling Ingredient

by Pamela Heywood

Basic psychology is about people's needs and their need to fulfill them. Most of us have a distinct priority at any given time, one problem that must be solved before all others, a "one thing at a time" mentality.

You will be unlikely to interest a homeless man in a new car, until he's fulfilled his basic need for shelter first - unless he plans to live in the vehicle, I suppose.

Understanding this principle and seeing how it applies to selling, will enhance your sales performance zillion-fold. Sell one thing at a time and concentrate on that. Sell other things as "back-end" once the immediate need is fulfilled. Don't confuse, don't stray from the point, do stick on the blinkers and keep to the target and the matter in hand.

Don't overlook the obvious.

Make sure you put the words "Click Here" on a banner. People respond to simple commands. Serve up testimonials next to your products or your newsletter sign-up form. People want to belong to groups: they'll want to belong to your "club" if it is seen to be a good one and endorsed by others.

Use colours that convey the right image and incite the right actions. Want to be seen as an authority? Use black and yellow. Conservative and business-like? Dark blue, maybe a bit of grey. Business-like and money-oriented? Blue and green - which so many large corporate sites have adopted.

Positioning of elements on a web page also makes a big difference. Apparently, whatever is at the top-right of the screen is what's most likely to get clicked. The average eye is drawn to that position - nothing to do with Windows' exit button being up there, I'm sure! This and 90% of the population being right-handed, to me, makes a strong case for right-hand navigation, with your best offer in pole position.

Words: I could write tomes on what you can do with them! But I won't make an idiot of myself, instead read what great copywriters like David Garfinkel, who is the author of Killer Copy Tactics and widely acclaimed as "The World's Greatest Copywriting Coach" says. He uses psychology to great effect: http://www.roibot.com/kc.cgi

The main point with words is to get to the emotions of your visitors. It has been said time and time again, but all anyone is interested in, is what your product or service will do for them. They do not care who you are or how many bells your widget has: they want to know if it will save them time or money, make them more desirable to the opposite sex or solve some problem they have. You need to show them the problem and how your offer solves it for them.

Some of these things are seemingly very small, simple and insignificant, which is the beauty of them and, at the same time, the very reason why most people will overlook them. Using the right format in terms of colour, design and wording will have psychological influence on your visitors, which turns them into subscribers, buyers or whatever it is you desire.

Great to have power, isn't it?

I know, I know, it all sounds awfully manipulative and in the wrong hands, I'd tend to agree with you. But I am not talking about making people do something against their will. I am saying that this is nature and harnessing it: guiding people in the direction that they would naturally go, is a far more logical way of obtaining the result you require.

Think about the rules of Judo or Karate, where you utilize your opponent's own strength to gain advantage. Pushing them further in the direction that they were already going will have them over a lot easier than it would have if you'd struggled to use your strength against them in the opposite direction.

The same goes for mental engagements. People - that includes you and me, whether we wish to admit it or not - do react in almost predictable ways to these stimuli. It is our nature: instinct and it surely makes sense to work with that, rather than against it.

Otherwise, you are fighting against people and nature: giving yourself an uphill struggle, creating an unnecessary battle and a hurdle to be overcome. Don't make it hard for yourself or your prospective clients. Know who they are and what they need, fulfill that and you are well on your way to success.

----------------

Pamela Heywood is webmistress of http://www.tucats-design.com - Building Your Online Business Instinctively. Subscribe to the weekly TuCats Mewsletter (sic) mailto:subscribe@tucats-design.com and get regular FREE hints, tips, articles and resources.

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"Those who make the worst use of their time are the first to complain of its shortness."

- Jean de La Bruysre, 17th century French essayist

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Copyright the Discian Group from the Powerquotes ezine. See http://discian.com/powerquote.htm for more information.

Why Some People Will NEVER Succeed, No Matter How Hard They Try.... And How YOU Can Avoid The Same Mistakes!

by Lee Benson

After being an online marketer for over four years, the truth FINALLY hit me. I'd absorbed so much hype, so many worthless marketing strategies and worst of all, I'd seen and heard WAY too many failures to count, that the powerful thought of realization conjured in my mind.

I had what alcoholics would refer to as a "moment of clarity". And at the risk of sound enthralling, my "Internet Business Enlightenment" hit me like a brick.

What had happened?

My business buddies had come and gone in their bucket loads. My trusted friends who once spoke with raving ambition in their voices had died from the scene and left me with nothing more than the memories of the hopes and ambitions that had once powered their aura.

Metaphorically, the Internet appeared in my mind like a ghost town. The houses, that once provided shelter for the world's most motivated ambitions, had now been boarded up and a "For Sale" sign hangs outside.

In literal terms, I'd seen my "best net friends" drop from my ICQ contact list like flies. I was suddenly noticing returned mail errors when I tried to contact my business mates by email, and the worst feelings came when I received notifications of their intent to quit.

==============================================

WHAT WAS GOING ON? Why Did I Feel So Strongly? ==============================================

To put it bluntly, the ambitions that once were, died. My most regular contacts online had quit this Internet marketing 'lark'. Quite simply, they realized the hype.

They were sick and tired of spending endless amounts of cash on worthless marketing techniques, wasting hours of their life on pointless promotional junk, and getting ripped off by the "get rich quick" nature of the 'net.

They had given Internet marketing "the finger", and in return it had given them a bad taste that would plague their mouth every time the phrase "make money online" was mentioned. The worst thing is, tens of thousands of folks that I don't even know go through the same thing EVERY year.

* And honestly, is it at all surprising? *

Every search I do for "internet marketing" churns up 100s of worthless websites, plagued with affiliate links, bad site design and promises of millions. The limitations of off-line business has been removed, and so has given way to a world of hype, scams, lies and false hope and promises.

No wonder thousands of businesses are actually LOSING money online. It's like a mine field. Thousands walk through the field, thousands get blown up and disappear, and only a few people actually make it safely to the end. WAKE UP EVERYONE!

You want to know WHY I'm still here after this time, owning a successful business that I run from the home office? Want to know WHY I haven't joined the rat-race that I see clog up the roads at 9am and 5pm every day? Want to know WHY I don't quit, throw in the towel and say goodbye so all of this HYPE?

The Answers:

1. I don't listen to any of it! Although I'm NEVER skeptical of life's possibilities, I am realistic. Sure, you CAN become a raving success online. But why take advice from the self-proclaimed guru's that haven't achieved it?

2. I keep a VERY open mind to my own possibilities and have confidence in my own judgments. I know that by thinking in a successful and positive frame of mind, I can achieve it.

3. I DRIVE myself with a burning desire of true success, and will absolutely stick to that at all costs. My tenacity (persistence) grows every day, I stay focused at ALL times.

4. I work like heck and learn everything I can. Over the past few years I've learned more than my entire school education taught me in terms of real-world practicalities and skills.

5. No matter what life throws at me, no matter how much the circumstances can hurt, I stand up and say "I'm not affected". I NEVER give up. I NEVER quit. I keep striving for success.

So What Will You Become?

I'm going to tell you something now that I wish I'd been told a long time ago. Internet success doesn't come from a few search engine submissions, worthless FFA postings and a site plagued with affiliate links. It comes from UNIQUE ideas, with UNIQUE creations, fueled by an over-powering ambition to SUCCEED.

You have two choices. Join the FEW who discover that the Internet (like so many things in life) takes hard work, smart thinking and a positive attitude for success... Or join the THOUSANDS that follow the hype, waste time and money, and die the Internet death.

Those two paths await. Which route will YOU take?

Until next time,

Lee Benson, the SUCCESSFUL British Marketer. mailto:lee@ezinetactics.com

Lee Benson dedicates his life to Internet marketing and the principles behind creating SUCCESSFUL online websites. Use his powerful formulas for success and learn why his PRACTICAL tips are producing THOUSANDS in profit. Read his exciting life story and success info NOW at http://track.ezinetactics.com/?id=et-4

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