Free Articles with Ideas You Can Use

Two articles by Jeff Mulligan, owner of CBmall
One article by Alexandria Brown, the E-Zine Queen

• Who's Your Guru
• Where's Your Phone Number?
• Does Your Marketing Have "Skanky Scrunchie Syndrome"?

Who's Your Guru?
by Jeff Mulligan

The other day I was talking to a guy at the health club I just joined. (Never had time when I was working for someone else.) We started talking about our personal trainers. If you aren't familiar with the term, these are fitness experts who are educated to design work-out routines based on an individuals strengths, needs and goals.

Anyway, Rick said something that struck me right between the eyes. "I got so confused reading all the books and fitness magazines. Everyone has a different opinion of what works the best. I finally figured if I was going to work out, I might as well pick one expert, listen to them and follow their program."

Later, as I was driving my sore body home, I thought about how appropriate Rick's comment was to Internet Marketing. Everyone's an expert. (Even people who have yet to sell their first eBook.) And there are a million programs, books, secrets, techniques and tactics that will work for you.

The problem is, you can easily fall into what my favorite business school professor called, "Analysis Paralysis". That's where a lot of people are stuck. They keep reading, and it gets in the way of actually doing something.

***** I was guilty *****

I was guilty of this, too. I must have bought several hundred dollars worth of books and courses before I found what worked for me.
Fortunately, the expert I decided to follow was, in hindsight, an excellent choice. And by following his advice and listening to his ideas, I have built up a couple of successful income streams.

My point isn't that my "guru" is the right one for everyone. The point is to pick one or maybe a couple of people you really respect, and model them. Of course, make sure they are actually successful in their own businesses first. But when you find someone you respect and whose style you like, listen to their advice and follow what they recommend in their writings.

***** Save Your Brain *****

Following this strategy can save lots of brain cells that you would spend switching strategies and tactics. It avoids confusion and gives you a good point of reference from which to work.

You don't have to keep reading and searching for the latest eBooks. Assume your guru knows the latest tactics and will advise you of how well they work.

I'm not saying you never look at another eBook or eZine again, it's just that you have one primary star you follow, it's that much easier to find your way.

Resource Box: Jeff Mulligan has an MBA and 20+ years of marketing experience as an ad agency Senior VP and VP Marketing for two software companies. Jeff owns CBmall, a site that provides 15 different ways for ClickBank affiliates to earn income on 1,997 ClickBank InfoProducts.

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Where's Your Phone Number?
by Jeff Mulligan

There is probably a major problem lurking on your sales page right now. And it could be hurting your profits.

Experts agree that one of the most important factors in a successful website is credibility. This frequently translates into the credibility of the site owner. People are more likely to buy from somebody they believe in.

Is your website as credible as it could be?

People judge credibility by many subtle factors. Does the design of the site look professional? Is the site well written? Are there typos and grammar errors strewn throughout the site? Is the author believable? Does the author have experience in this market or with this product? These are all important factors.

We also know that a strong guarantee is a key part of a successful sales page. Taken one step further, the reader needs to believe he will actually get a refund if requested. And herein often lies a major inconsistency.

Look at your sales page and ask yourself: Who is standing behind the product? What do you provide for contact information?

If there is only an e-mail address, or worse yet, no contact information at all, then you do not have a believable guarantee.

If you want someone to believe that you stand behind your product you need to be reachable. Put your complete contact information on your web site. I'm not just talking about an e-mail address. Consider adding your snail mail address and even, dare I say, your phone number.

At first, I worried about using this approach. I feared getting calls at all hours of the night. I worried about getting overwhelmed. But, I reasoned, I could always remove the phone number if it became a problem.

Turns out, having my phone number on the site is a blessing. I have made dozens of sales because I have been available to answer one or two simple questions from a prospect. I now look at each telephone call as an opportunity to help someone solve their problem and, frequently, earn their business.

I have received numerous comments from customers saying that one of the reasons they purchased is because they can tell there is a “real person” standing behind this business. The fact it is, I only get about one or two phone calls a day. And my sites have thousands of visitors every day.

In summary, take a look at your own sales page or contact page with a critical eye. Do you look like just another anonymous web site? Or is there a person there; ready, willing and able to help. The answer to these questions may have a lot to do with your conversion rates.
At the very least, test putting your phone number on your web site. Even if your web business is part time, with a good voice mail system you will sound professional and you can return phone calls when you are able. Try this credibility improvement. And see if it doesn't improve your sales.

Resource Box: Jeff Mulligan has an MBA and 20+ years of marketing experience as an ad agency Senior VP and VP Marketing for two software companies, one of which was publicly traded. Jeff owns CBmall, a site that provides 15 different ways for ClickBank affiliates to earn income on 1,997 ClickBank InfoProducts.

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Does Your Marketing Have "Skanky Scrunchie Syndrome"?
by Alexandria K. Brown, "The E-zine Queen"

A few years ago I spoke at a large marketing conference in Atlanta, Georgia. One woman approached my display table to ask a few questions. Honestly she was so attractive it was intimidating. Tall with a pretty face, understated jewelry, a blue designer suit with beautiful shoes and a high-end bag. She looked like she'd just stepped out of a catalog. I thought to myself, "How polished! This woman really puts out a winning image. She must do very well with her business."

Then, as she turned to walk away, I spotted it...

The scrunchie.

Her silky, shiny hair was pulled back by a dingy white scrunchie that looked in desperate need of a washing, if not discarding. It was a truly skanky scrunchie.

Everything positive this woman had projected was immediately tarnished by this negligent afterthought.

Now, of course I assumed the poor woman must have been traveling and forgotten her good scrunchie, and that's all she had in her bag.

So a few months later I'm at another marketing conference here in Los Angeles, standing at my booth after speaking on the main stage. And up she walks again to say hi, looking fabulous as before. We have another great conversation, and as she turns away, there it is ... AGAIN.

The skanky scrunchie!

I realized then that she had no idea it had a negative effect in any way. She must have thought that no one would notice. Or that since the rest of her outfit was so polished that it wouldn't matter.

Wrong.

My point is not to ridicule this woman's choice of accessories. My point is how one piece of a "package" can ruin the entire presentation. Another example is seeing a beautifully dressed man (I just love a man in a sharp suit and tie) with shabby shoes. There goes the sale!

I eventually realized I had a few "skanky scrunchies" of my own, when it came to how I packaged my products. While I'd upgraded most of my marketing materials to my slick new look, there were a few product packages remaining that looked like I'd created them myself using clip art. (That's because I had!) I wasn't proud to ship them to people. I wasn't proud to display them at my seminars. In fact, I avoided showing them to anyone at all, which of course meant no one could buy them.

My good friend Kim Castle of Brand U says that your marketing materials should "make you tingle" when you look at them. Like your business card for example. I'd say almost half of all people who hand me their business card make some type of excuse for it. "Oh this is just a temporary card for now." "This is my old logo on here." "Sorry this isn't updated yet." Kim calls this "business card shame." I love that!

I've realized over the last year that if I want to BE a million-dollar business, I'd better start LOOKING like one (and acting like one, for that matter). And that attitude and those actions are paying off immensely.

So take about 30 minutes this week and inventory all your marketing materials. I mean ALL of them. Your website, business cards, brochures, product packaging, even forms -- anything that your prospects or clients and customers see. (And even the things only you and your staff see.)

Do they all look consistent and professional? Or do some of them look like your kid designed it or it was thrown together quickly?

If any give you shame, they're your skanky scrunchies. Write them down on a piece of paper, and then write down what you're going to do about them, and when.

Resolve to fix them yourself or outsource the design and production to get them revised ASAP. I guarantee you'll thank yourself once you do! You'll not only be more proud to give out and sell your materials, you'll see your business rise as well.

© 2004-2005 Alexandria K. Brown

Online entrepreneur Alexandria K. Brown, "The E-zine Queen," publishes the award-winning 'Straight Shooter Marketing' weekly ezine with 20,000+ subscribers. If you're ready to jump-start your marketing, make more money, and have more fun in your small business, get your FREE tips now HERE.

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