In this issue:

1) Tip of the Week

2) FEATURE ARTICLE: The Inspiring Tale of Terry The Window Sales Man ... .. Proof That First Impressions Really Do Count! by Gary Hanley

3) CLASSIFIEDS Traffic Builders Business Opportunities

4) FREE Resources Recommended Reading

5) POWERQUOTE

6) MANAGEMENT MINUTE: How To Build Instant Rapport With Your Potential Customers! by Mike Jones

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

Today's management writer teaches us to build rapport with our customers through effective communication. Here are a few more ideas for instilling confidence in your potential customers:

Internet Tip of the Week by Bob Osgoodby

Just Because Your Dog Likes You, Doesn't Mean You're A Nice Guy.

Many people in business really are "nice guys", but some aren't. How can someone tell which group you're in? The web is a cold, seemingly uncaring place, and many people will not respond in a positive manner unless they develop a rapport with someone.

When someone meets you "face to face" they form an opinion of you. Good, bad or indifferent, at least it is an opinion. If someone visits a web site, whether they know it or not, they are forming an opinion. The majority of web sites engender an "indifferent" opinion. "Blah" comes to mind.

Some web pages are offered by the telephone companies as an add-on to the advertising they sell. These sites are hyped as free, but they really aren't, as you have to take out a certain size ad to get one. For the most part, in our opinion, they look as if they were created from a template. The only thing that appears to change is the business name, and the limited copy they allow. This is definite fit in the "Blah" category. Many people see a "lack luster" site, and since there is nothing to hold their interest, they click away. Why bother?

Then you have the bad sites. We've all seen examples of these. A web site fraught with misspelled words, or has a hodgepodge of different font sizes. It seemingly goes on forever, and you really have to hunt to find out what they're trying to say. Most people will simply leave without even trying.

Other bad sites, that take an eternity to load, may not ever be seen. People on the web are impatient, and if it is too slow to load, many won't wait around to see that magnificent image of the sunset on the home page.

We're not going to examine what makes a good page, as that is the subject of an entirely different discussion. What we are going to discuss is how to project that "nice guy" image.

A small picture of you goes a long way. Yes Virginia, not only is there a Santa Claus, but you will be dealing with a real live person. Is there proper contact information with a telephone number and a real physical address? How about guarantees? All of these go a long way to instilling confidence.

Are there any testimonials with contact information for the people making them? When writers do their thing, they always include glowing testimonials from people you can't contact. Do you really believe them - somehow I doubt it. A recommendation from "Harry in San Diego" does little to engender my confidence.

Now this can cause a sticky situation as many people would not want their email address listed on a web site. A smart merchant will allow you to email them to receive the testimonial list.

You really might be a nice guy, and your dog knows that, but to all others you have to prove it.

-----

Bob publishes the free weekly "Your Business" Newsletter Visit his Web Site at http://adv-marketing.com/business to subscribe. As a bonus, get 40,000 FREE E-Books from Larry Dotson, when you visit http://www.ldpublishing.com

The Inspiring Tale of Terry The Window Sales Man ... .. Proof That First Impressions Really Do Count!

by Gary Hanley

Want to hear something that will really blow you away?

When I heard this tale I literally jumped in the air and shouted, "YES!" because I had discovered the reason why so many people are DOOMED to failure... before they even start!

Hopefully after you've heard this short story, it will have the same impact on you. In the next 500 or so words, you'll discover why 95% of people fail in Internet Marketing and why YOU MUST follow this simple principle to succeed. Ready?

Ok, so let's begin....

Allow me to introduce you to Terry, a window sales man from England. If I take you back about 20 years, you'd know Terry as a complete newbie... a not-long-since teenager who was wet behind the ears in just about everything that he attempted.

The kind of person who couldn't sell false teeth to his own Granny, let alone compete with the other salesmen in the industry. You know, the kind who could sell snow to Eskimos.

So to add a twist to the scenario, Terry's boss decides to send him out on a practical field trip on his first day. He throws him right in at the deep end by asking him to visit an interested prospect at the posh end of town... where the big money is in Windows/Double-glazing sales. So off he goes..

With his hands shaking and his knees nobbling, he approaches the front door and thuds the door knocker several times. An oldish woman approaches and after his first shaking introduction, she invites him in.

He stays there for over 3 hours.... after dozens of cups of tea and mounds of biscuits, the woman signs a contract and purchases over £7000 worth of windows (that's over $11,000!)

And Here's The REAL Kicker....

The woman had already spoken with 6 other dynamite glazing salesmen that week... and ALL of them offered a cheaper quote! That's right - Terry's price was the MOST expensive. He was also the most inexperienced sales man there ever was.

So what happened in the background, and moreover, how can you replicate these powerful sales abilities to step up a notch on your own profit ladder? Here comes the secret....

The woman said, "She liked the young lad more than the others".

That's ALL there had been to it. She didn't care about the extra expense. Even the other slick salesmen couldn't persuade her to pay LESS than this young chap was asking for.

The truth is, this lad's first impression shone brighter than any of the sales talk the others subjected the old woman to. First impressions count, and this young lad's courtesy attitude, politeness and likability are what closed the sale.

Not the sales hype. Not the low prices with the gigantic over-hyped benefits. But the actual 'personality' and 'impression' that the kid gave was all that was required.

If you market your own products and services on the Internet, consider what impression you're giving to your prospects. If you appeal to them, then you've already done half of the work. If this means redesigning your website, then so be it.

If this means going out of your way to be polite, helpful and give the best possible shopping experience, then so be it.

Is it really too much work to secure your own sales? I'll leave you to ponder on that thought.

Until next time,

Gary Hanley mailto:gary@ezine-traffic.com

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

Let your online impression shine brighter than a 6am sunrise with our pre-developed $24,000 super site. Author Gary Hanley is ready to amaze both you and your prospects right now. Your online sales will shoot through the roof! Curious? Be AMAZED by visiting our exciting new site at: http://www.int-resources.com/gfhstart.htm

Could you use 390,000+ names in your address book? Tap into the power of this FREE system to build your business. Hurry while it's still FREE mailto:getthedetails@quicktell.com?subject=BCW

Discover the secret to INCREASING SALES by 400% All the tools for your online success in one place! http://www.int-resources.com/cgi-bin/t.cgi/105461/OSC

<<<< T H E O R I G I N A L E Z I N E - R I N G >>>> Free Samples of the Best Internet Marketing Ezines ...

Previous: mailto:BB1@autobots.net

Next: mailto:newsletter@herwebbiz.com

* Full List and 3 Freebies: mailto:ering5@writead.com *

Add credibility to your site with a certification from the Better Internet Bureau http://www.better-internet-bureau.org/welcome/bib87int/index.html

Traffic Builders ^^^^^^^^^^^^^

The search engines aren't the only place you want to get listed. Thousands upon thousands of people are hand-posting the FFA's everyday - therefore seeing your ad! How much traffic are you getting? Want more? Then don't leave out this marketing tool! This network will instantly post you to 32,400! http://www.smallbizffa.net/ffa.pl?25690

PLACE YOUR AD ON OVER 8.5 MILLION WEB PAGES!! Start Now! http://hop.clickbank.net/hop.cgi?nchecks/ccross

Business Opportunities ^^^^^^^^^^^^^^^^^^

Mouse potatoes... REJOICE!. Earn 50 cents an hour for your time online and 5 cents an hour when the people you refer are browsing. Sign up for FREE and earn money! Numbers seem small? Imagine what they'll be with 1,000 in your downline. Go now to http://www.alladvantage.com/refhome.asp?refid=AOW-039 and use referral ID# AOW-039

Good news! Take advantage of your preferred subscriber status with a rate of 50% off the regular rate of $10 per issue for YOUR best 5 line ad (65 characters max per line). As loyal subscribers, you can still place ads here at half-price or $5 per issue. For a limited time. If you have more than 5 lines, just add $5 ($2.50 for subscribers) per extra 65 character line per week.

First, e-mail your ad copy to... mailto:webmaster@netcheckspayroll.com If you're paying by check, print out a copy and mail the print-out, with check or money order to: NetChecks, 42263 50th St West, Suite 614, Quartz Hill, CA 93536. If you prefer to use a credit card, go to <http://netcheckspayroll.com/bcwadrates.html> to order your ad space on a secure server. If you have any questions, please call (877) 438-7821.

Or, why not sponsor an issue of BCW or request a private mailing. See <http://netcheckspayroll.com/bcwadrates.html> for details.

Clickbank gives you FREE merchant account access by essentially "renting" their account to you to use. This is a perfect solution for someone just getting started and is not sure whether their sales volume will cover the costs of a merchant account. If you don't sell anything, there is no charge. <http://hop.clickbank.net/hop.cgi?netchecks>

INSTANT FREE Submission to 200,946 Directories http://www.links2u.com/?199536

FREE Site Promotion Build (free) an awesome contact list http://www.911hits.com/index.cfm/10129

Recommended Reading ^^^^^^^^^^^^^^^^^^

"Insider Internet Marketing" We have our original copy right next to our computer! So take 30 seconds and learn what makes the difference between the "Internet success stories" and the "Obscure web marketers". A genuine insider tells all! <http://www.bizweb2000.com/d3643.htm> Get your copy TODAY!

"I've found that luck is quite predictable. If you want more luck, take more chances. Be more active. Show up more often."

- Brian Tracy, Speaker and author

Questions to Ponder

How lucky have I been lately?

How will my "luck" be affected if I take more chances, be more active, show up more?

What chance can I take today?

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

How To Build Instant Rapport With Your Potential Customers!

by Mike Jones

Effective communication is a highly valuable skill. It enriches our personal and social lives. In business it's a matter of life and death. This article will show us how we can gain almost instant rapport with whoever we meet whether in person or through writing.

THREE MODES In recent years, much has been learned about the way the human brain processes information. The memories we have, the way we perceive experiences, are controlled by our visual, auditory and kinesthetic abilities. Everything in our minds is there primarily due to what we see, hear and feel. Remember these three modalities, they are VERY important. Again, they are VISUAL, AUDITORY, KINESTHETIC.

These three modes combine in any learning or communication process. We use all of them to a degree. However, research indicates that with the majority of us, one of those modes is more dominant than others. Do you like to learn by watching, looking at diagrams or training videos? Probably you are more visually oriented. Do you prefer to be told through the spoken word? Or are you the kind that likes to get his hands on the subject and starting doing, learning through a process of experimentation? Then you are probably more of an auditory or kinesthetic.

If this is true of us, it is true of the other person. What if you knew which kind of mode is dominant in the person you are talking or writing to? Could that help build rapport or in some way make communication more effective? YOU BET! Companies have spent thousands of dollars educating their salesmen to utilize this knowledge. The results? Dramatic!

How can you apply this very valuable insight? By taking special note of the words and phrases your prospect uses. People often uses expressions that indicate which modality they are thinking in at that moment. For example, "I see what you mean", "I hear you", "I've got a feeling about this". When you hear these expressions, sit up, take note. They are sign posts pointing to that person's modality.

So you have the sign posts, what do you do now? You respond in the same manner. Start using expressions in that person's dominant modality. Why should this work? Because words convey ideas to the other person's mind. You start communicating on the other person's wavelength. Just like to modems making an internet connection, your two brains start 'hand shaking'. The effect is amazing. Skeptical? That's understandable. Just start and try it and you won't be any longer.

REAL LIFE EXAMPLE Here is a true life experience. A close friend of mine has a very successful business as a financial advisor. He read up on this subject and started employing these methods. One day he walked into the office of a manager interested in a pension plan. My friend noticed many beautiful pictures on the manager's office walls. He commented on them and gave an honest compliment. The manager used expressions like "let me show you", "you must see this". My friend immediately picked up on this and realized the manager was a visual.

When the time came for him to make his presentation, he started off by saying, "Let me first give you the big picture" and with that he pulled out a diagram. The manager immediately leaned over and started closely scrutinizing the pension plan. From there on it went like a dream. The rapport was established early on. The manager began to think "I like this man, I can do business with him." A very good plan was devised which suited the manager's needs well and both parties were happy - the manager with his plan, my friend with his commission. A win win ending.

Don't underestimate the power of communicating in the other person's preferred mode.

Now, how can you apply this in your business? Do you write ad copy or sales letters? Do you do face to face selling or telephone selling? Sprinkle your words with phrases from each mode and see how the prospect responds. If they respond with similar expressions, you have identified their mode.

KEY WORDS & PHRASES - THE SIGN POSTS Here is a list of words and phrases to help you identify a dominant modality:

VISUAL crystal clear focused flash hazy sight for sore eyes up front it appears to me get a bird's eye view it looks like in the mind's eye you get the picture it's clear cut take a dim view suffer from tunnel vision with the naked eye

AUDITORY that rings a bell I'm all ears certain overtones harmonize make myself heard tuned in that's unheard of to tell the truth in a manner of speaking gave him an earful listen up tongue-tied described in detail sounds like just say it

KINESTHETIC I'm conscious of you can sense she perceived lay your cards on the table come to grips with it that's a pain in the neck pull some strings hang in there touch base with what it boils down to start from scratch that was under handed hold on you need to experience it in a moment of panic

These lists are just to get you started. There are an abundance of signals out there in the way people express themselves. You just need to "read the signs", "hear the bell ring" and "grasp the meaning" behind the words your prospect is using, either in written or spoken form.

Rapport is almost priceless. Agreements, contracts, big business deals are often concluded between people because they sense a bonding between them. Develop and practice this essential communication skill and your life and business will take on new vitality!

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

Mike Jones writes regularly in The High Achievers Journal. Subscribe to receive great articles on creativity, communication skills, marketing strategies, speed learning, image building. mailto:highachievers-subscribe@egroups.com

If you have any questions or comments regarding this newsletter or the content, please email Laura Raushel at mailto:webmaster@netcheckspayroll.com

To unsubscribe to Business Consultant Weekly send any email to mailto:unsubscribe@netcheckspayroll.com

To subscribe to Business Consultant Weekly send any email to mailto:subscribe@netcheckspayroll.com

If you would like to see past issues of Business Consultant Weekly, go to http://netcheckspayroll.com/newsletter.html

(c) Copyright 1998 NetChecks Payroll & Bookkeeping.