How to Get Prospects to Return Your Call

How effective are the messages that YOU leave for your prospects? Your prospects form an opinion about you and your company every time you contact them. In fact, the messages you leave on their voicemail or e-mail may be a determining factor in their decision to call you back and consider doing business with you. So make a good impression!

The Voicemail Message

Recently, I had the experience of shopping for a car. Unfortunately, I didnt have the pleasure of buying one. Although I knew the exact car I wanted and was ready to buy, not one car salesperson was willing to give me any personal attention.

To begin, I followed a get a quote tool that was available online and filled in exactly what I wanted in my next car: the type, the color, the features, and even additional comments. I couldnt have made it much easier for a car salesperson to sell me a car that I already knew I wanted.

With the five requests that I sent online to different car dealerships in my area, I received five phone calls within 12 hours of my request. All of them went directly to my voicemail.

Here is the basic script to four of the messages I received:

Hello, this is (insert name of salesperson) calling from (insert name of car dealership). Please call me back at (insert telephone number that I have yet to call).

BOOORING! And talk about impersonal! Did they even read my request? Do they even know what kind of car I am interested in?

When a prospect goes out of their way to contact you in regards to a sale, the last thing you want to do is leave them an impersonal or automated message!

Whats the purpose of a voicemail message?

There is only one objective to leaving a voicemail: get them to call you back. Be creative! Use humor! Show them you are different from the competition!

Distinguishing yourself from others DOES NOT mean telling your prospects how great and wonderful you and your company are. DONT tell them that your company is the biggest, the best, that it always puts the customer first, has a 99.6 percent customer satisfaction rate, was the first to do something, or how long youve been in business and how many awards your company has won. In fact, dont tell them ANYTHING remotely similar to anything on that list!

True Story: While attending college at Bowling Green State University I made a significant observation: all seven pizza companies in town printed voted #1 pizza in town right on their pizza box. Why? The same reason you tell your customers how great you arebecause you think people actually care.

How do you differentiate yourself from the competition?

Your prospects know what they like and what they want. They dont want to dance around with you or play games. They want to be treated like an important customer and not like the next sale towards quota.

So try leaving a message that is actually to the point. Try to sound like a human being and not a salesperson. Leave a message of value, where you tell your prospect something they might actually want to know. This will entice them to return your call. (Want more examples? Send a blank e-mail to voicemail@tomrichard.com)

The e-mail message

After sending in my online quote requests for a car, I also received an automated e-mail. I know that youve probably received one sometime in your life, too. Theyre easy to spot as soon as you open the message: a letter full of misspellings, asterisks and exclamation points; sent from a nameless person promising to give you an incredible deal on a sale.

These types of e-mails almost always end up in the trash folder. Why? Because theyre garbage, and you know it! So, why are you using this garbage to reach your prospects?

Voicemails and e-mails should always be sent personally from a real human being, with the intention of creating a relationship with your prospect. Get to know your prospect so you will understand them and discover their motivation for their interest. When you know why they are interested, you will find out how they will make the decision of whether or nor to buy from you.

Be persistent!

Although all five dealerships reached out to me within the first 24 hours of my inquiry, not one person has followed up with me since then (with the exception of automated e-mail blasts, like I mentioned).

A clear and simple way to separate yourself from the competition is to be pleasantly persistent with your follow-up. You are NOT creating a favorable impression with a prospect if you cant take the time to contact them on a personal level after your first attempt.

When I sent out my initial online inquiries, I was ready to buy a car. I took the first step to contact five different car dealerships in my area. However, the impersonal and ineffective follow-ups of these dealerships have reminded me of why I dont like purchasing a car, and now I am considering keeping my old one.

I didnt make the sales process difficult, the follow-up system of the car dealerships did!

So consider this: is your follow-up system killing your chance of making sales? Do you send messages to your prospects? Are they personal? Are they effective? Remember, the point of the follow-up is to establish a relationship that will eventually lead to a sale. So be personal, be persistent, and be happy youre changing a prospect into a customer!

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Methods of Website Promotion

Promoting a Website is not an easy task. New Website Developers may have the impression of building a Website and sales are generated. This is far from true. There are millions of Websites. Within those millions, there are bound to be competitors. To rise above, or obtain a portion of the market-share, developers need to utilize an effective promotion campaign.

Establishing a Website is not much different than a brick-and-mortar business. Open a Deli in the heart of a City and millions of potential customers will pass daily. In contrast, open the Deli in the suburbs, and there would be one quarter of the potential customers. Obviously, the City would be much more expensive to get started and maintain, but the revenue should provide for the added expense.

The same holds true in Website Promotion. However, the landscape is different. There are no streets and sidewalks customers have to use. Therefore, our businesses need to be found by customers in a variety of places. It needs to be brought to the potential customer, or viewable from wherever they may be lurking.

Where do we start with Website Promotion?

One of the topics sweeping the developers world is Optimization. The internet will naturally bring potential customers, if the site is optimized properly. Computers work hard on matching relevant information. This is a huge benefit to e-business owners.

Before promotion begins, or altering existing efforts, understand the Internets backbone. Why has the World Wide Web become popular? Most should agree, information retrieval rules. Internet users dont have to sit down and watch television waiting for local weather. They dont have to wait for news of interest. They dont have to drive to find the best prices. They dont have to look through cook-books to find a recipe. They dont have to talk to salespeople for a car. Today its all on the, information, super highway.

As a developer, focus on information delivery before beginning promotion of a Website. If a page can be divided into two topics, make two separate pages. Over-use of graphics can present problems too. While its nice to make a Site pretty, most people dont care. They want the information or products they are seeking. Sectors such as art could be an exception, but for the most part, lots of graphics are a waste. People read on the internet. Give people something to read, not just something to view.

Promotion Budget

If launching a new campaign, it may take time to decipher an effective budget. There are simple variables that should be considered with budgeting. Given the potential scope of a Website, advertising should be devoted to different areas of the site. For example, paying to promote the free portion of a Website is not logical. In contrast, a free forum may sell advertising. The advertising segment of the site should be exploited.

There is a simple formula to develop a budget. If a site is new, it takes some research and investment to draw an accurate conclusion. Put simply, consider the following; how many potential customers are required to make a sale? From each sale, how much profit is generated? Of the profits, how much is invested into advertising? This identifies the value of potential customers. If ten customers make one sale, and ten dollars are allocated towards advertising, each customer is potentially worth one dollar. However, room for growth could be made by reducing the value of a potential customer or increasing the advertising contribution. A competitive sector may force reduced profits rather than reduced value of potential customers.

Comprehensive budgeting could be applied to aspects of the business. Promote each aspect as a unique entity. For example, a Website that sells music and movies could have separate budgets for the segments. This could reveal vital information to the survival of a business. Implement effective models that assist in tracking expense and results. This is fairly simple with website statistics and tracking tools.

Free Traffic Promotion Keywords and Phrases

When it comes to free traffic, its about information retrieval. People utilize tools that provide information accurately and quickly. These tools rely on the developers interpretation of a Website or page (On-Site Optimization). What is the Website or page about? What phrases are people looking for that want to use this site? Information retrieval is a complicated double-edge-sword between people surfing the web and people creating the web. When the people creating the web do not create clear and focused pages, people surfing the Web cannot find them.

Free traffic is a gift from creating user friendly pages, clearly focusing on a specific topic, and the result of promotion efforts. It stems from a good balance. While free traffic primarily comes from Search Engines, it also comes from referring sites. People will write about a Website in blogs, forums, or on their personal pages. People will add links to Sites they like.

If developers hunt for free traffic, problems can arise. Hunting for free traffic has made developers try tricks that got the site removed from Search Engines. This can present a big problem as they are a large source of free targeted traffic. Keep free traffic in mind while promoting a Website, but dont make it the focus of promotion. It will come naturally over time. Take it as a gift and an acknowledgement that a Website has been optimized well, presents clear information, and is promoted in the right places. Although some may argue the point, dont anticipate quality free traffic to begin immediately. It takes extensive thought, advertising, and planning for this to happen, especially within competitive sectors.

Promoting in Directories

One place to start promoting a Website is Website Directories. Most directories are organized by topic. Some are more comprehensive than others. In addition, there are, Niche, directories that focus on one topic. For example, there are directories for shopping, reference, art, and automotive sites. In contrast, there are general directories that provide all the niches.

Finding an appropriate place within a directory may be difficult. Directories can a large structure. However, a comprehensive structure benefits advertisers with targeting. Comprehensive directories enable developers to classify a Website. For example, it maybe possible to promote a site the sells speakers, for cars, but only domestic cars, and ones that are late model. In addition, some directories may implement regional indexing. Targeting an index in a directory can be complex, but it can be a great benefit too.

Dont expect to rush from directory to directory and establish a bunch or references. Each directory is unique. Take time to understand how the directory is structured, what they expect as a title and description, and how the suggestion process works. Seek similar sites; take note of where they appear, and how they are described.

Directories are generally affordable solutions. Most Directories are indexed by search engines. They help search engines understand a sites focus. In addition, they are a reference point for some people. It may be a good idea to seek-out one or two directories a week, or as appropriate to a budget. Finding good directories will consume a lot of time. However, once a link is added, it will remain there for a long duration.

News and Media Promotion Public Relations

Public Relations an important factor when promoting any Business. News and Media channels are the vehicles that convey information to the public. News about a business can make a huge impact on the public. Good news can make lots of people remember a business. Some developers release news about every change or added feature to a Website. Ironically, some developers never utilize this area of promotion.

There are a variety of distribution sites that will expose news releases to numerous channels, for a modest fee. In addition, most will offer free options. It may be a good idea to utilize free options for news that is not very important. For example, adding a, Calculator, to a Website probably will not gain much attention. However, anything that may be important to the public needs to be announced.

If it can be added to the budget, outsource public relations efforts. PR companies have knowledge of what the media likes and contacts that make them valuable. PR specialists can be found in almost every City.

Ezine Articles - Provide Rich Content

Writing articles is a powerful promotion tool. Some developers refer to this as, Viral Marketing. There are Websites that require content. Content brings them traffic. Traffic builds valuable ad space.

Article Distribution sites assist promoters with circulating articles. Many Ezines rely on Distribution Sites for their content. Post an article to a distribution site and the article is, up-for-grabs, to anyone. The article begins to circulate the internet like a virus. Everywhere it appears, reference is given to the author and their Website.

Advertising on the Web

There are a variety of reference websites. Generally, these sites consist of Forums, Article content, and Online Chats. They rely on selling ad space as the main revenue stream. While some reference developers are, trying to rich quick, there are sites that offer affordable solutions to promote a Website. With free traffic in mind, seek-out text link advertising venues. Look for sites that charge a flat fee. Sites that charge per click or by the impression usually mask links for tracking. This does not build good recognition with search engines.

Seek relevant opportunities for promoting the Website. If the allows people to buy tennis shoes, a sports reference and information area may be prove beneficial. Another might be a reference site about footwear. Trial and error will reveal good advertising sources for promotion. Regardless of the site being promoted, there are reference areas that are valuable promotion tools.

Promotion Summary

The internet moves fast in certain aspects. When it comes to Website promotion, it moves slowly. Modifications that are made to a Web Page are not going to be seen the next day. Significant results appear months later. The most important area of promotion, is keeping accurate records. Website promotion is complex. Developers need to consider on-site and off-site optimization, targeting, and ad construction. The right mix can provide a significant advantage over the competition.

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Land Subdivision - $1.2 Billion Dollar Developer Tells You How To Do It

Land subdivision is a bit like helping Mom slice up her beautiful Apple Pie; its all so easy, when, like Mom, youve done it a few times. So lets see if we can get the ingredients for a land subdivision correct so you can do it right first time, OK?

Every city or town in the free world has a Town Plan and it comprises, not surprisingly, of plans or maps, usually with lots of different colors all over them, but also lots of words explaining what the colors mean as well as lots of Rules that tell you what you can do with land.

The colors indicate different zonings that your elected Council has decided upon. So say, Residential housing may be Yellow; high density housing like units, condos may be Pink; and industrial Orange, whatever. So you can see at a glance how the town plan is subdivided into land use categories.

Just as you cant build a house anywhere you like, you cant have a farm or a factory in the middle of a residential area either. So the first thing you must do is find out what is the Zoning of the land you own or are thinking of buying. Getting land Rezoned is another issue altogether.

Lets assume your land is zoned for residential housing. The Town Plan will tell you all the requirements you have to undertake for land subdivision. It will tell you the minimum Lot size allowed in a residential subdivision. It will tell you the distance in feet or metres you have to Set-Back each lot from the road, either internal and/or external, as well as the side boundaries of your land.

Now all that seems a bit complicated, but dont worry, there are professional land subdivision experts who will do all this work for you. Depending in what part of the world you come from, you will engage either an Engineer in the USA or a Land Surveyor in Australia, New Zealand, UK or Ireland to prepare you land subdivision plan.

Always engage one who does their main work in your area, because these are the professional where local knowledge is very important. They will know about soil conditions in your area, because they may have done several land subdivisions in the area already and completed soil testing.

They will also know about the provision of utilities like water supply, electricity, gas, telephone. All of these impact on the cost of your development. For example, if water reticulation is not available on your road frontage and the nearest water supply is a mile away, then you may have to pay for the cost of piping water that distance.

It is vital you know this information before you commit yourself to land subdivision costs and so the Engineer or Land Surveyor are very important not only at your investigation stage, but also when you proceed with the land subdivision planning application preparation and lodgment with your Local Authority. These guys will do all that work for you.

So what does all that add up to?

Yes, you should go the Local Authority in your area of the world that handles Town Planning and study their Town Plan. You may even be able to get a photo copy of that area of the plan that concerns your land. Read the local By-Laws about the type of land subdivision you plan to do.

Next, if you dont have a recommendation as to which Engineer or Land Surveyor to use, do as I suggest in my e-book, Residential Development Made Easy, go and interview several of them in your area. Remember, as you are low on experience, the interview is your opportunity to find someone with whom you feel comfortable on a personal level.

Do they talk down to you and treat you as though youre a mug? Are they information givers? Do they explain things to you? What land subdivision are they currently working on? Where is their most recently completed land subdivision?

You dont have the expertise in the profession, so use you own instincts. When you find one that suits you, Do Not start off your relationship, by attempting to haggle over the professional fees he proposed to charge you. If you have interviewed several professional you will know the range of fees charged, BUT you do not know the extent or range of work the firm has to carry out.

So to haggle with a professional based on such skinny information, tells the professional that they should avoid you by a mile. I have developed over $1.2 Billion worth of real estate and have never in my life haggled over a professional fee and the reason is simple.

First: I believe everyone is entitled to a profit from their endeavors, provided they do a good job.

Second: If you land subdivision financial feasibility study is so marginal that you have to save a few thousand dollars by screwing the fees of your professional consultants, then either you have a bad development or you are just a bad employer.

Third: I believe in incentive. I prefer to pay a guy more than he asks. Guess how he performs for me as opposed to clients who dont.

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RSS & How to Use It (part 1)

Have you ever read an article, intended to explain RSS in simple terms that, begins well, but soon descends into confusing jargon or information overload?

If so, take heart, I was in the same place a few months ago.

Often the best way to understand something, is to use it. RSS is no exception.

So rather than try and create a definitive explanation of RSS, this article will tell you how to use it. I guarantee once youve done so, everything will that much clearer.

If a website you visit utilizes RSS, there are a number of ways it will communicate this.

The most common way is to show a little orange button with the letters XML.

Alternatively, you may see words such as "ATOM", "RSS", "Site Feed" or variations on these.

What they have in common is that they will link to a webpage that, in most browsers, looks like gibberish.

It doesnt matter one way or another, what is important is the address of the web page they link to.

To demonstrate, I will relate how to read a site feed for my website, The Nettle Blog. Dont confuse RSS with blogs (web logs). They are two separate concepts. The only reason you see them together so often, is that blogs are the perfect website to take advantage of site feeds. More on that later. Here we go

Click on thislink to go the site feed for The Nettle Blog. Ignore the content in the window, just make a note of the URL in the web address bar. It should read: http://feeds.feedburner.com/thenettle

Now youve got the web address for the site feed, keep it safe somewhere. Youll need it again in a moment.

The next step is to use an RSS reader to make sense of the site feed. There are lots of these available and if you are a heavy user you would probably want to purchase a nice piece of software.

But to begin with, start with something simple and free. Start with Bloglines.

Go to www.bloglines.com/register/ and create a new account.

From the "My Feeds" section of your account you can add new site feeds you want to keep track of.

Select "ADD", enter the URL you copied and hit "Subscribe". You can preview the results, but skip that stage for now. Select "Subscribe" again and the title of the site feed will be transferred to the left-hand window.

Well done. You have now subscribed to your first RSS feed.

To read it just click on the title and you can view all the messages in that feed within a selected time period. The feed will most likely record news related to the website the feed belongs to.

In this instance, the site feed to The Nettle Blog records each new entry to my blog. If you find something of interest, most entries have a clickable link you can follow.

Anytime you find a website you like with a site feed, make a note of the URL for that site feed and add it to your Bloglines folder.

Now comes the clever bit.

In the left-hand column of your account is an "Extras" list. Select Download Notifier and choose the correct file to download the Bloglines Notifier This file is only 100k so any half-decent connection should complete the download in just a few seconds.

If the download is successful, you should see a small, blue icon with the letter "B". Double-clicking it will short-cut you to Bloglines.

Right-click on the icon and you can adjust the settings. Specify how often you want Bloglines to check messages for you.

When Bloglines checks your site feeds and finds that one or more have been updated, a little chime will play and the Bloglines icon will show a little red marker. This means one of the feeds you have subscribed to has something new to say.

So there you have it. A spam-free, hassle-free way to keep track of websites you have an interest in. Providing of course, that they have a site feed. If they dont, ask them why not.

Part two of this article will show webmaster and ezine publishers how they can easily publish a site feed for their website and track the visitors, free of charge.

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