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Manage the frequency of your follow-up.
Frequency is critical. If your follow-up is too sporadic, contacts may forget who you are. If you follow up too often, you risk being viewed as a pest. Avoid the urge to communicate with your prospects too often. Less is definitely more.
Posted by: webmaster
on Feb 25, 2011
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SMS marketing lesson: One bad apple can spoil the bunch
By
February 25, 2011
An angry mobile phone user
The United States Federal Trade Commission has singled out one bad actor that has allegedly been sending out tons of text messages to consumers that have not opted in. Will this hurt the vast majority of SMS marketers who play by the rules?
The FTC has filed an action in federal court seeking to shut down an operation that allegedly blasted consumers with millions of unlawful text messages and email messages without the recipients’ consent. Many of the messages advertised a mortgage modification Web site called “Loanmod-gov.net.”
“Over the years, Mobile Marketer has reported on a number of lawsuits involving unsolicited text messages,” said Gonzalo Mon, partner at
“If the FTC’s allegations are correct, this case is
Posted by: webmaster
on Feb 25, 2011
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The article is just another example of trying to get on page 1 of Google at any price.
Hiring the wrong SEO person to get you on page 1 of Google may get your company banned from Google. AW
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Feb 24, 2011 at 1:15pm ET by Vanessa Fox
Last week, J.C. Penney made the news for plummeting in Google rankings for everything from “area rugs” to “grommet top curtains”. Turns out the retail site had a number of suspicious links pointing at it that could be traced back to a link network intended to manipulate Google’s ranking algorithms.
Google, in order to protect their core unpaid search goal of providing the most relevant and useful results to searchers, seeks out these types of manipulations and knocks down the rankings of sites involved with them.
Several days later came news that Forbes.com ran afoul of the Google guidelines from the other side: selling links on their site intended to manipulate PageRank.
Now, Overstock.com has lost rankings for another type of link that Google finds to be manipulation of their algorithms. And in the midst of all of this, a company with substantial publicity lately for running a paid link network announces they are getting out of the link business entirely.
Overstock.com’s Program To Exchange Discounts For .EDU Links
Overstock.com suffered a similar fate as jcpenney.com. The Wall Street Journal reports that they’ve disappeared for all kinds of searches they used to rank highly for, such as [vacuum cleaners] and [laptop computers].
What happened?
Posted by: webmaster
on Feb 24, 2011
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Restoring Your Google Places Listing After Being Removed For A Quality Guideline Violation
As Google continues to forces users, small businesses, and SEO's to take a hard look at Google Places, many folks are finding themselves stuck in the crossfire. With frequently updating algorithms and quality guideline modifications to combat spam, many are falling victim to quality guideline violations. In most cases, Google won't outright tell you what you have done wrong, but there are a number of things you can do to get your listing back up and running.
Start At The Source
With Google making more frequent changes to its Places Quality Guidelines, it never hurts to freshen up and compare your listing to the guidelines. Its possible a practice that was once ignored by Google could be
Posted by: webmaster
on Feb 23, 2011
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Mapping Search Strategy to the Buy Cycle
John Lynch
Within any consumer lifecycle, the following stages typically lead the user to an informed purchase:
1. Awareness Phase
3. Reassured/Comparison Phase
3. Reassured/Comparison Phase
4. Loyal/Advocacy Phase
The complexity of the product or service offering usually has a drastic impact on the number of searches it takes in order to create a conversion, with higher ticket items usually equating to a longer buy cycle.
Understanding the user's likely purchase state depending on the nature of the query arms advertisers with a tremendous competitive and strategic advantage. Below is a breakdown of the four major stages of a buy cycle accompanied by opportunities in which search marketing can be incorporated.
1. Awareness Phase
Typically, these are the broadest and most generic queries searched for by the user. In many verticals, the probability of a purchase is much more unlikely than later stage queries.
Sample Keywords
"high cholesterol"; "travel deals"
User Intent
Posted by: webmaster
on Feb 21, 2011
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Larry Prevost of Dale Carnegie Training answers your questions about making a success in the sales field.
Q:How many cold calls should a person make a day? - marcus n.
A:The number of cold calls you need to make will depend on the outcomes you want to achieve and your skill level.
Consider this: In a study I once heard quoted during a sales presentation (and the source escapes me at the moment), a person can make about 125 outbound dials during an eight-hour day.
That works out to about 16 calls per hour, which gives you about 3:45 minutes per call. This includes your dial time, ring time, conversation time and any time you take to finalize your notes and find the next number.
Now, if you ask the participants in any of my classes who have had to get up and speak before a group, they would tell you that
Posted by: webmaster
on Feb 21, 2011
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Google spent $1.8 billion to buy 48 companies last year
By Mike Swift
mswift@mercurynews.com
Posted: 02/17/2011 12:31:15 PM PSTUpdated: 02/17/2011 04:33:57 PM PST
Google bought 48 companies during 2010, a buying spree that cost the Internet giant $1.8 billion, and a pace of acquisitions the company said it plans to continue through 2011.
The price Google paid for the companies, their technology and their talent included $681 million for the mobile advertising technology company AdMob; $179 million for social technology company Slide; $158 million for Widevine Technologies, a content protection and video optimization company; and $123 million for On2, a developer of video compression technology. The price tags of those companies, plus an additional 44 acquisitions totaling $669 million, were disclosed in Google's 10-K form recently filed with the Securities and Exchange Commission.
Google's acquisitions price tag did not include the largest purchase it announced in 2010 -- its proposed $700 million purchase of
Posted by: webmaster
on Feb 21, 2011
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Auto Dealers Start Shifting Ad Money to Internet
FEBRUARY 18, 2011
Duncan Scarry, Owner
Moore & Scarry Advertising
Duncan Scarry and his business partner Darren Moore formed the Fort Meyers, Fla.-based digital marketing agency Moore & Scarry in 2002. The firm specializes in full-service automotive advertising and has represented more than 300 automobile dealers since its inception. Scarry spoke with eMarketer’s Lauren McKay about the shift to digital marketing among automotive dealers.
eMarketer: How and to what extent have auto dealerships been increasing their digital marketing budgets or reallocating them from traditional to digital tactics?
Duncan Scarry: There have been major changes. In the past two to three years, we have seen our dealerships increase the digital portion of their advertising budget from
Posted by: webmaster
on Feb 18, 2011
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Selling is NOT About Relationships
Many salespeople may be offended by the title of this month's article, but, as coaches, we’re more focused on educating and developing our readers than becoming their friends. It's more about being trusted and viewed as a respectable, valuable, as well as credible resource than being liked. The same is true in sales!
Customers and prospective customers do not want -- or need -- more friends. Instead, they’re after trusted individuals who, as valuable resources, help them make better decisions and avoid making mistakes.
Look at it this way: You probably have some very good friends. However, within your pool of “good friends,” there are probably a few you would not, under any circumstance, want to work with. In other words, you might have a great friend whom you wouldn't trust in a business environment.
So, in sales, when would a personal relationship matter?
Posted by: webmaster
on Feb 17, 2011
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This Is the Key to Getting Your Prospects Interested
By Larry Prevost, Dale Carnegie Training Instructor
A few months ago, I took on the task of conducting email campaigns for our organization. This was on top of everything else I was doing, and it proved to be real challenge.
You know how it is. You have limited time to get this stuff, everyone wants it done yesterday and all eyes are on you.
So, to meet the crazy time constraints, I resorted to what I call the standard operating procedure for creating and running email campaigns, appropriately called the email blasts.
Anyone out there ever conduct one of these?
This is where you compose a really generic email touting the benefits of your product or service, add some behavioral verbal spice such as, "Buy now. Limited time offer," pull out your entire email database (because you know everyone just loves your product) and you let that puppy fly!
Yeah, I'm guilty of
Posted by: webmaster
on Feb 15, 2011
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Optimism is a Selling Skill. Is Your Sales Glass Half-emply or Half Full?
by Colleen Stanley, Guest Author
Everyone is looking for a competitive edge in this post recession economy. Should we engage in social media tools? Hold a strategic planning session to determine best course of action? Roll out a new marketing plan? Here's an idea that won't cost you any money: take a look at the emotional intelligence skill of optimism. Just in case you think this is going to be a 'Pollyanna' article, don't despair. There is evidence that shows optimistic salespeople make more money.
One of the best case studies comes from the work of psychologist Martin Seligman. He was engaged by
Posted by: webmaster
on Feb 14, 2011
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Q:When cold call canvassing should I be leaving an information packet (which can be costly) or will a simple business card suffice?- Matthew K.
A:When you are doing door-to-door cold calling, remember the purpose for your activity. You aren't selling your products or services. You want to leave enough information with them so that they know whom they will be speaking with when you call back. To them, your information packet has the same value that your business card has--none. All of it is only paper. By dropping off your information packet, you are essentially
Posted by: webmaster
on Feb 14, 2011
Tagged in: Untagged
The following is part of a Google Help Forum discussion clarifying becoming a "Google Certified Partner in the Google AdWords Certification Program". You can go to the link at the bottom for the full conversation thread.
This is the response from a person who identifies themselves as:
Posted by: webmaster
on Feb 13, 2011
Tagged in: Untagged
Emphasis added. - AW
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Google doesn't have more than 90 percent of the search market, but there's no question that the company rules the search world. Google had nearly 67 percent of the search market in December, according to Comscore; the closest competitor was Yahoo, at just 16 percent of U.S. searches.
Posted by: webmaster
on Feb 9, 2011
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Google's Android could generate $1B in mobile adrevenue by 2012: analyst
By Giselle Tsirulnik
February 9, 2011
Research firm Piper Jaffray predicts that Android could generate more than $1 billion in mobile advertising revenue for Google in 2012.
Android generated $5.90 per user in mobile advertising in 2010 and the research firm predicts that number will increase to $9.85 by 2012.
Comparatively speaking,
Posted by: webmaster
on Feb 7, 2011
Tagged in: Untagged
Q:How can I close a business deal when it is at the tip of my fingers? I need that last push to get the account. - Lisa P.
A:If you are at the point where the business deal is at the tip of your fingers, the simplest way to get the deal across the finish line is to ask for it.
If you've walked through the sales process with your prospect and you've asked them for permission to move between the stages in your sales process, then one of two conditions will exist by the time you reach the point of commitment. Either they will say something like, "OK, what's the next step?" or you will ask, "Are you ready to begin?".
Sometimes, you can't be coy about this. Your prospect may not know
Posted by: webmaster
on Feb 7, 2011
Tagged in: Untagged
Emphasis added. AW
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Mobile now! Helping businesses succeed in the mobile era
Posted: 07 Feb 2011 09:12 AM PST
By the end of 2011, an estimated one billion people around the world will be connected to the mobile web and 50% of all Americans will own a smartphone. Because of the explosion of web-enabled mobile devices, mobile usage is now on a hockey-stick trajectory: searches on smartphones and tablets have increased by 4x in the last year, and the world of mobile apps continues to engage mobile users—125 years’ worth of Angry Birds are played every day!
For people everywhere, the mobile era has begun.
Yet most businesses haven’t adapted their online strategies—advertising, webpage design, commerce—to mobile. The opportunity for these businesses is huge and we want everyone to be able to take part. On February 10, we’re hosting an event at our New York office called “ThinkMobile”: Mary Meeker, Partner at Kleiner Perkins, and our own Dennis Woodside, SVP, Americas Operations and Jason Spero, Head of Mobile, Americas, will explore some of the most significant trends in mobile and explain why it’s “not too late for businesses to still be early” in this space. We invite you to livestream these talks at 1pm ET/10am PT this Thursday on desktop, or—for the first time from a Google event in the U.S.—on both Android and iOS mobile devices as well. In other words, you can Think Mobile....on mobile!
Right now, advertisers engaging on mobile are
Posted by: webmaster
on Feb 7, 2011
Tagged in: Untagged
Question for the Coach: Can Hdqtrs use one Landing page and Geo target 250 different sites with a variety of different offerings in the 250 locations? A number of the locations are offering the same product or services but but other properties nearby can be offering some entirely different venue and products.
John
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Posted by: webmaster
on Feb 4, 2011
Tagged in: Untagged
Court finds buying mobile numbers from third-parties violates Telephone Consumer Protection Act
By Giselle Tsirulnik
February 4, 2011
Will justice be served?
Autobytel Inc., B2Mobile and LeadClick Media were sued for sending individuals thousands of unauthorized text messages and violating the Telephone Consumer Protection Act.
The plaintiff in the case, Christopher Kramer, and other similarly situated consumers claim that they never opted-in to receive SMS communications from the companies. Additionally, Mr. Kramer said that upon opting out of the SMS communications, he continued to receive them.
“According to the complaint, B2Mobile acquires a list of mobile numbers from a third-party, and then sends text messages to those numbers,” said Gonzalo Mon, an attorney at Kelley Drye & Warren LLP, Washington.
Posted by: webmaster
on Feb 2, 2011
Tagged in: Untagged
So what does Google say is the difference between Google Certified Partners and Google Authorized Resellers?
(emphasis added)
Google Certified Partners can help you outsource AdWords program management or implement Google tools to measure and improve your program ROI.
Posted by: webmaster
on Feb 1, 2011
Tagged in: Untagged
Posted: 01 Feb 2011 08:00 AM PST
Whether or not the title on your business card labels you as a “salesperson,” I bet you have had several sales conversations already today. Maybe you sold a friend on seeing the great movie you just saw or trying a new restaurant you recently enjoyed. If you’re a parent, you may have sold your kids on the benefits of eating a healthy breakfast or doing well in school today. Or perhaps you sold your boss on why you need a day off, promotion or raise. The list goes on and on. All day, every day we are selling someone on something. If you aren’t good at sales, life will be more difficult for you. It’s that simple. Selling is not just a business skill; it’s an essential life skill. But selling really isn’t as complicated or mysterious as we make it out to be. Selling is simply about influencing an outcome. If you’re stuck in the mindset that you’re not good at selling, it’s time to shift your perspective. Start by stopping selling. Cross out the word sell and replace it with...
Posted by: webmaster
on Feb 1, 2011
Tagged in: Untagged
Feb 1, 2011 at 2:19pm ET by Pamela Parker
 Attention AdWords resellers falsely trumpeting your “special” relationship with Google and the discounted pricing you can offer as a result: Google is coming after you.
The company today rolled out new policies for third parties, such as agencies, who offer their clients AdWords as part of their services.
Posted by: webmaster
on Jan 31, 2011
Tagged in: Untagged
I get asked so often what does SEO & SEM do. Here is a window into the world of SEO & SEM. My purpose in sholwing this is not for anyone to memorize what should be done but to understand how much ongoing work is involved. Having AdzZoo create and manage a web presence makes it easier, faster and cheaper in the short and long run. AW
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There are many SEO’s and industry leaders out there that made their
SEO & SEM is still by far the most effective and efficient form of marketing when it comes to Return on Investment (ROI). So if you haven’t considered SEO for your online business, I strongly recommend you do so today.
There are certain definite do’s and don’ts that we can take away from what we have seen in the industry during 2010 so let’s jump right in.
Posted by: webmaster
on Jan 25, 2011
Tagged in: Untagged
How to Beat Your Competition
by Mike Brooks, www.MrInsideSales.com
So many sales reps send me emails asking the same thing, "How can I sell against my competition and win the deal?" They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and whistles, etc. What can they do?
Let's look at a few facts and then put together a sales strategy. To start with, if a prospect hasn't bought anything yet, it means they haven't found exactly what they're looking for, right?
And, as always, only your prospect knows what the magic "it" is (their true buying motive), and so it's up to you to ask the right questions to figure out what it's going to take to close each particular prospect. I'd start with these:
Posted by: webmaster
on Jan 16, 2011
Tagged in: Untagged
Last month Google had a blog post that talked about how to get a higher ranking on Google Places (http://google-latlong.blogspot.com/2010/12/how-local-search-ranking-works.html). It included a video but was still a bit confusing. Here is a great 'detailed' explanation. - AW
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8:03 am - January 10th, 2011
by Chris Silver Smith
Google disclosed their three primary types of signals for local search rankings this past month in a blog post on LatLong. In it, they flat out stated that these are: Relevance, Prominence and Distance.
For those who’ve been following our articles and conference presentations for the past few years, none of these broad categories of signals come as any sort of a surprise.
Although Google LatLong declares in their post’s title that it’s about “How Local Search Ranking Works”, they’re still understandably obscure for the most part, and avoid providing all that many specifics. There’s a natural tension between informing businesses on how to provide Google with ideal information necessary for ranking, and providing so much info that search engine optimization specialists have “undue advantage” (from Google’s perspective).
So, I thought I’d take this opportunity to list out a number of more specific factors which could feed into Relevance, Prominence and Distance. Read on for a refresher on local search ranking factors which likely could contribute to each of these.
RELEVANCE
Posted by: webmaster
on Jan 16, 2011
Tagged in: Untagged
The most interesting part of this blog post from Google is in the first sentence, which I highlighted. - AW
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Monday, January 10, 2011 | 4:35 PM
Posted by: webmaster
on Jan 13, 2011
Tagged in: Untagged
The following is a copy of my blog post on Charles Dudley and Tony Lee's website - leadersteam.groupsite.com .
An additional comment: The following study is perhaps an explanation of why so many Fortune 500 companies use both organic SEO and PPC campaigns. - AW
~~~~~~~~~~~~~~
Hi Mike,
re: the advantage of also having a PPC campaign when there already is an SEO listing on page 1
Based on a study last year by iProspect.com and comscore.com titled " Real Branding Implications of Digital Media - an SEM, SEO, & Online Display Advertising Study (November 2010)" (http://www.iprospect.com/about/researchstudy_2010_digitalmedia.htm), the study does show a benefit of having both an organic listing and a PPC ad.
You will note below from their actual findings that exposure to organic search results plus paid search results produces an increased probability of a purchase.
Alex
Executive Summary excerpt:
The key finding of this study is that
Posted by: webmaster
on Jan 12, 2011
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Entrepreneurship: It's Not Just for Mavericks Anymore
By K. MacKillop
For many Americans, the idea of starting their own business has been a bit of a pipe dream--a risky idea that could only happen if all the stars aligned just right. The current economic disaster has changed all that, and entrepreneurship is now not only a good option, it's the only option for a lot of people.
Here are a few things you need to know about entrepreneurship in the new economy.
The jobs are gone...and they aren't coming back.
This economic disaster is going to recover solely on the backs of small business. The government programs and oversized corporations aren't going to create jobs, in fact some of the most profitable behemoths are continuing to lay off workers, using the economy as an excuse. New businesses have been shouldering the load of job creation for decades...over 80% of new jobs come from companies that are five years old or younger. Starting your own business not only secures your own worklife and financial future, it also will make a positive impact on your local economy.
Entrepreneurship is your best bet to a better life.
Building a business means
Posted by: webmaster
on Jan 10, 2011
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Online retail continues to take market share from other channels. Christmas 2011 showed that consumers were willing to spend money, either due to pent up desire or as shopping therapy, despite the challenging financial outlook. Online holiday purchasing grew, taking share from brick-and-mortar retail, showing consumers' willingness to use and trust online payments. J.P. Morgan senior analyst Imran Kahnforecasts that U.S. online retail will continue to grow at a 12.4 percent CAGR (compound annual growth rate) from an estimated $166 billion in 2010 to $235 billion in 2013. While a very small percentage of holidays sales, social shopping will continue to expand its influence due to its ability to target and reach consumers early in the decision phase. Also, group buying via Groupon and its competitors will continue to be a growing trend as long as marketers can make money from these promotions.
http://techcrunch.com/2011/01/03/j-p-morgan-global-e-commerce-revenue-to-grow-by-19-percent-in-2011-to-680b/?utm_source=feedburner&utm_medium=feed&utm_campaign=Feed:+Techcrunch+(TechCrunch)&utm_content=Google+Reader
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