DON’T EVER CONFUSE MOTION WITH PROGRESS.

“All About Funnels & PPC”

“Two Ways To Crank Up Your Profits!”

Continued below…

The HTWFH eZine
The Serious Home Business Owner’s #1 Resource!

---

Check Out The Latest Posts!

---

Hi HTWFH Reader,

In this edition of the HTWFH eZine we address:

• The Profitable Profit Funnel!

• An HTWFH Special E-Report Gift

• Examining Pay-Per-Click Advertising

If you haven’t yet taken advantage of our free gift and gotten our Small Business Dynamic Duo Set, please feel free to do so with our special thanks for being an HTWFH Ezine subscriber! The Dynamic Duo Set comes with Master Resale Rights! The link is on the right sidebar; just click on the book covers.

Thanks for clicking in to our Special Issue #3. I hope you enjoy it as much as I did putting it together for you!

With warm regard and best wishes for your business success,

Brian, Editor

Send Us Your Feedback!

---

A BIG THANK YOU to HTWFH Ezine reader Linda from Pine Bluffs, Wyoming, who sent an email making a comment about last month’s article concerning PC Security. She listed one more way viruses can spread to computers (including your own).

Linda warned about sending to multiple email addresses and having just one addressee with an infected computer hit the ‘Reply to All’ button.

Without a really good email security program, that one can definitely bounce back to bite you on the bottom!

Another grand persuasive argument for using a professional autoresponder that sends broadcasts – like Get Response.

Muy mucho gracias, Linda!

---

Selling is changing. As the ways in which people prefer to be sold evolve, salespeople’s approach to selling must evolve with them, or business is lost and money is left on the table.

~ Lenann M. Gardner, Author of Got Sales?

Check out Lenann’s book, Got Sales? (on the left sidebar)

---

Continued from above…

Feature Article

“The Profit Funnel, Part 1″

by Brian Schaeffer

Nothing warms the belly of a salesperson more than getting a new customer! Often one is able to secure that new customer because one has a quality core product or service that is provided at a fair, but competitive, price.

While you may not make a great deal of profit from that first offering, there will no doubt be the chance to build on your initial bond with your new customer and engage in the activity many internet marketers know as the “up-sell”.

That is where the idea and system of the Profit Funnel comes into effect.

The Profit Funnel is your pathway to building a relationship with your customer that begins with the purchase of initial products or services. Once that initial rapport is founded, you build on that relationship by evaluating the needs of your customer and identify other products or services that will also benefit him or her.

As you are able to get to know, interest, and ultimately sell additional and often higher priced items to your customer, your profit margin will grow. The Profit Funnel model works very well whether you are working with a brick and mortar business in a mall, on the street corner, or going strictly with online marketing.

In all three instances, the job involves winning the confidence of the prospect, identifying entry level goods or services that will be of interest to the prospect, selling the prospect on the products or services, and then continuing to offer additional products or enhancements that will make life even easier for your well-established customer.

Low Ticket Items -

When it comes to winning the confidence of a prospect, nothing gains their attention more quickly than a good deal. For example, the individuals who are responsible for securing goods and services for their employer jump at the opportunity to save the company money.

It fortifies his or her reputation with the bosses. At the same time, no one wants to end up with a low cost service that ends up being an ineffective flop. This means the product or service needs to perform well along with being cost efficient.

Your goal as a marketer is to match low cost quality goods or services with the business type of your prospect. Once you demonstrate how one of your low cost offerings will consistently outperform the competition and save money for the prospect’s employer (or themself), you will be positioned to demonstrate your inexpensive offering throughout the organization, making your profit in volume distribution initially.

Once your offering is working well throughout the organization, you may find that not only do you have the complete attention of your initial contact, but now you have the ability to interact with persons throughout the organization that may be interested in other offerings that you can make.

Providing additional goods or services that are in a similar price range will be another way you can grow your profit margin. Marketers refer to this as ‘lateral selling’.

Fundamentally, you are not really pushing items with a higher price tag, or even enhancements to services you have already sold which would increase the profits.

There is nothing wrong or unethical with lateral selling. In fact, it can be quite profitable and is definitely a possible goal for you to achieve. However, in time it reaches a point where there is no more room for more of the same and you need to proceed to the next level.

Mid Ticket Items -

Now safe with a companionable history of several low cost offerings, you can begin to examine  other needs of your customer. Chances are you have products or services that may be used on a less frequent basis, but are more expensive.

With your low cost items functioning well for your customer, you will easily be able to gain his or her attention for these mid priced offerings.

As part of your initial mid ticket sales presentation, it is imperative to demonstrate not only what you presently have to offer, but also be prepared to advance the features of the offering in such a way so that your customer can begin to brainstorm possibly uses within the organization.

You may want to have one or two ideas ready, just to kick-start the thinking process, if necessary. But the more your customer can come up with possible uses, the greater his ownership of using the mid ticket item will become, and the closer you will be to another sale.

Be prepared to have to wait until the timing is right to present your mid ticket item to your customer. If the item is only going to be used a few times a year, the interest level may not be there until the time is growing near for the next relevant event.

By all means introduce the item but if your customer wants to put off the discussion until closer to the usage time, lock in a date and time to renew the discussions.

High Ticket or Extremely High Ticket Items -

The reality of selling high ticket products or services is often the ideal dream of the salesperson. After all, who wouldn’t love to be able to sell five thousand dollar products in one afternoon, rather than spend the entire week selling many fifty dollar items in order to make the same profit?

Of course, you want to be on the alert for any chance to introduce and sell a high ticket item.

You have a couple of things going for you at this point in your relationship with your customer.

First, there is the matter of the proven track record of the low ticket and mid ticket offerings they have already tried and found to be of great use in their business operations. Absolutely nothing creates confidence in a supplier more than an ongoing record of excellent service.

Second, you have demonstrated a continual desire to bring their attention to products or services that have relevance to their particular business. You are not laying your entire product line out on the table and asking them to figure out what they need. You are someone who does the homework for them first and then brings selected products to their attention. That you care enough to understand their business and put some thought in on their behalf says a lot about your honesty and willingness to provide worthy help.

What this means for you is that when you call your contact about arranging a demonstration of a high ticket item, you are already more than halfway to making a sale. The attitude will not be prove this is worth my time, but let’s find out how we can use this. It’s the difference between getting in and making a possible sale or getting shut out!

When you go into a live or virtual demonstration with your customer working with that type of positive mindset, your chances of closing that sale are very high indeed.

The Profit Funnel helps you understand that your relationship with your customer works on several levels and in several phases.

Building upon the golden reputation you create with low ticket products and moving it into more profitable sales will not only ensure you a great income, but also will provide you with a functioning and workable relationship that will last for many years.

Next issue, we’ll examine specific Low Ticket product ideas.

---

Would You Like…

A FREE Gift or Bonus That

You Can Give To Your Own Customers?

 

A Brand New Special E-Report by HTWFH Publications!

I’m offering this report to you because YOU ARE a valued HTWFH subscriber. The link goes directly to the report. Please do a Right-Click and then a “Save As…” to your computer.

Please feel free to use this Special E-Report in your own marketing as a gift or bonus.

http://www.HowToWorkFromHome.info/E-Report

It’s HTWFH’s Special Gift to You!

---

Article

“PPC – What It’s All About &

Why You Should Employ It!”

by Brian Schaeffer

There are so many online business success stories you hear about, and ten fold that number of failures that you don’t hear about. The failures rarely make the news, even the online news outlets tend to ignore them.

So the question is, “What’s the difference between them?”

Is it their product or service? Their web site design and navigation? Their customer service?

Maybe it’s their poor choice in timing?

Is their success through luck?

Maybe, it’s their initial prelaunch testing and postlaunch marketing scaffolding!

Or maybe it’s their lack of using Pay-Per-Click, or PPC, to see if their idea and/or sales copy is even acceptable to the purchasing public.

Personally, I think that the use, or the lack of use, of PPC plays a large part in a business’ success.

PPC tends to scare many new marketers. They’re afraid they might lose their shirt in such a system because they lack confidence in their copy writing skills. However, PPC is so inexpensive that even a newbie beginner can expose and test their sales copy for mere pennies compared with other modes of advertising and is well worth the investment!

PPC, the two biggest providing companies being Google and Yahoo Search, is literally the ideal way to drive traffic to a test web page and it’s split partner. For a handful of dollars you can get the traffic and click-through-rate (CTR) data you need to compare to your sales data to make a final determination about the structure and copy of a web page.

PPC is a billion dollar-a-year business for the search engines! It’s a major part of the Google infrastructure and provides the common marketer (you and me) a way to advertise to millions of internet users. The engines make that much money from PPC because literally millions of marketers use their services. Surely, not all of those business folk can be wrong in their use of PPC!

Something good must be happening for them to be willing to spend their money on PPC advertising.

The normal search is, and will continue to be, the easiest and fastest medium for finding what a person needs on the internet. Search engines have always been very popular because they daily provide a vital – and FREE – service to many millions of people; and just as importantly, they are easy to use.

With this popularity, they are without doubt the most common online places to which people go when they need information. It’s easy to understand why so many companies would pay to advertise with these search engines. It’s one of the most inexpensive ways to get your ad in front of so many searchers for your niche product or service.

Search engines provide links to many targeted sites for which a user may be looking. If your site’s link pops up in the high ranks of the first search results page, you have a greater chance that they will click on through to your site. While search engine optimization (SEO) is a cheaper and low cost way to get your site a high rank it’s often difficult and highly time consuming for the beginning marketer to accomplish. Paying for advertisements is a better way to ensure that you will be in the top search results, and PPC insures traffic to your site.

When you pay for your advertisements using PPC, it’s like paying for the traffic to your site.

This may not initially sound like such a good idea, but the end results for online businesses often tell a different story. When you pay for your traffic, you are assured a consistent traffic flow to your site. That traffic allows you to test one sales copy against another for your product as you can rotate the ad target URL and see which has a higher purchase rate. Alternatively, you can keep the same sales page but rotate different versions of the ad sending your traffic to test ad copy by CTRs (click through rates). Even better, you will probably never experience a no sales day as you test as some of those Click-Throughs will make a final puchase from your site.

Usually, you will be charged for just the number of clicks your ad gets when displayed after a search (why it’s called ‘pay per click’). For some search engines, you will be charged for the number of times your ad shows up when a certain keyword or keyword phrase is searched. It is imperative that you have good keyword content in your ad, or you’ll end up paying for an ad displaying a product in which the searcher really isn’t interested. There are many online tools that can aid you in using the right keyword for the right ad copy. Both Google and Yahoo offer tools for your use.

So, why should you use PPC?

1. No matter what your offered product or service, PPC is the surest way to advertise it!

2. In addition, it’s often the least expensive way to advertise.

3. PPC helps you test one copy against another, refining your sales writing, by allowing for continuous testing (pitting another – third, fourth, fifth, etc. – ad copy against the winning ad copy, or by pitting web page sales copy against another version) This ensures that the very best ad and sales copy is before the public and providing you with customers!

---

Do You Get Sick?

Do You Get Colds Often or the Flu Every Year?

Almost EVERYBODY Gets Sick Now & Then

We Offer an Amazing New Supplement
That Safely and Naturally Builds Your Immune System to
Fight Off Invading Microbes, Germs and Viruses!*

Promotes Natural Interferon Production In Your Body!*

This is SO Good that it has its own Proprietary
Patent and a 100% No-Questions-Asked Money Back Guarantee!

Click HERE to Start Feeling Better Now!

When You’re on the Page, Click on the “Buy Now!” button and Discover How to SAVE 15% On Your Order!

*These statements have not been evaluated by the Food and Drug Administration.

This product is not intended to diagnose, treat, cure, or prevent any disease.

---

HTWFH eZine’s Home Business Question for You!

THE ANSWER COULD MAKE YOU MONEY!

If there was a way you could earn a substantial income from your own home working with an honest and highly respectable company that has been helping associated home business owners for over fifty years with a solid, proven and successful business plan, and it could be done either parttime or fulltime as you choose, would you be willing to spend about 15 minutes over the phone with me to learn how it is done?

I would pay for the call, so it would be at no cost to you except for a few minutes of your time. I won’t try to sell you anything or talk you into doing anything.

If you’re interested in chatting with me for about fifteen minutes about how you too could be making that kind of income on a monthly basis, then I’d like to invite you to fill out the Contact Form on this web page:

www.intelligentincome.info

As soon as you send me your form, I’ll get with you to set up a convenient time for our call.

---

Thanks for reading!

We’ll be back soon with another excellent Special Edition of the HTWFH eZine.

Until then, may your business grow in success!

With the warmest of regard,

Brian

P.S. I’m always delighted to hear from you! If you have feedback about the HTWFH eZine, a business question, another comment which you’d like to make, or just want to say “Hi” to me, please use the “Send Us Your Feedback!” link at the top of the page. Thanks!

Brian Schaeffer, Editor
POB 1635
Deming, New Mexico USA 88031
(575) 546-4629