Business Alone

You have heard many times that keeping customers and web site visitors on your site and coming back for more should be one of the top priorities of every online solo business owner.

There are a number of reasons for doing this - one of the most important is that the cost of finding new customers is typically higher than the cost of retaining current customers.

There are other reasons as well. Today we're going to look at just what the business owner can do to keep his paying customers coming back for more!

Regardless of the niche you are in, developing your web site and business philosophy so that you keep this simple principle at the forefront of your execution will pay you great dividends over the course of your business life.

Here are seven top ways to hold on to your customers:

In our previous discussion, we talked about seven ways to best retain your loyal customers.

I'd like to continue that discussion today with seven additional things you can do in your business to make your web site "sticky" (as in hard to let go of) and to keep your prospects and buying customers happy with your business to the point they want to continue their relationship with you.

When you think about it, online customers has a nearly unlimited choice of options in almost ever niche. For you to gain a paying customer and then let that person "go" because their is nothing new or exciting at your site, is not a smart strategy.

It's much better to actually focus on the needs of your loyal and best customers, possibly even to the extent of giving new customers less attention.

Experts tell us that web site owners have just 8 seconds to grab the attention of web visitors and then they are gone! 8 seconds is a very short amount of time!

You work so hard to get people to your site, often spending money to drive traffic there, and you can't afford to have folks clicking away because they have no interest in what they see.

Your title needs to be a good one as that is what most people focus on at first glance. It is the largest text (hopefully) and it is the gateway to whatever else is on the page.

Your title needs to be engaging ... it needs to keep the reader on the page and interest him or her in reading more. If it is boring, too plain, confusing, or outside the viewer's interest (off target) you are going to lose that prospect, possibly forever.

Let's examine the specific elements of a great title. A title or headline should be:

I don't know of a large profitable corporation that doesn't regularly seek professional advice on a whole range of business issues.

As a solo business owner, you may have a tendency to rely strictly upon your own knowledge and skill for all your business needs. You may figure that since you're in business for yourself, it's up to you to find answers to your questions and problems.

In actuality, the smart business owner is one that recognizes and admits he has limitations in certain business areas and will seek out professionals who can advise and help him over the rough spots.

In a lot of online business situations, email is the lifeline between you and your customers and suppliers.

You don't have face-to-face contact and you may never converse over the phone.

Since your emails are so important, so critical to your communication with both customers and vendors in the business world, it is very smart to pay particular attention to both the substance and presentation of your emails.

All of us get in the habit of becoming lax in the business "chores" that are commonplace and routine. Email is no different.

The ways an auto responder can be employed to automate your business tasks are many. Here are just a few of the typical business uses of an auto responder:

- if an email address is no longer valid, a message can be sent from the mail server that the email is now "undeliverable,"

- if the business changes its email address or URL, a new forwarding address can be sent to those that send mail to the old address,

- if you go on vacation or are otherwise unavailable for a time, your auto responder can alert customers to your absence and when you'll return,

Today's solo business owners have an amazing array of tools at their disposal to share their story and their wares with customers compared to days bygone.

Now I'm not an expert in the use of this strategy by any means, but I'd like to mention to you one tool that is easy to put your hands on, and learn how to use, that will open the door to greater customer loyalty and put your web business in front of a growing audience.

I've always believed that business owners should stay on the leading edge of technology available to businesses in order to profit from new advances and efficiencies.

Most profitable Internet business owners will tell you that a consistent, fresh, value-packed email newsletter is one of their key ingredients to success.

But you would be surprised at the number of businesses that don't have one.

Popular excuses for the lack of a newsletter include lack of time to write and mail one, the owner has nothing to say, customers won't read it, the business doesn't want to be confused with a spammer, and the cost of writing and mailing it.

Of course you will never know if a newsletter will be of value to your specific business until you try it, but for many it has proven to be the difference that has allowed the business to thrive.

Why?

Successful Internet business owners know that a consistent, fresh, value-packed email newsletter is one of the best marketing tools at their disposal in terms of both cost effectiveness and customer satisfaction.

Here are some tips that will help a solo business operator create and develop a valuable and profitable newsletter.

1) Before you begin publishing, answer these four questions:
- Who is my perfect customer? (My targeted prospect)
- What do I intend to accomplish? (My purpose)
- How can I be different and unique? (My specialty)
- What do I have to offer? (My personality, experience, skills, etc)

Before we get to today's post, I want to wish each of our readers a very Merry Christmas and a Happy New Year! Take some time off today and enjoy the holiday with your family - I'm going to do just that since I wrote this post yesterday!

When the Internet was new and online business owners were jumping on the ship right and left, there was often the feeling that all a business owner needed to do to have a business was put up a web site, add a product or two, and the sales would begin to flow.

Yes, I'll remind you once again of that worn out phrase that everyone else quotes to describe this erroneous thinking: "if you build it, they will come."

Online business owners now understand that phrase is a lie.

I did a little experiment myself that proved the point to me in very real terms. Two years ago I set up a little web site with it's own domain name, some content, keywords, etc.

I asked visitors to register at the web site (for free) to get my newsletter with lots of great benefits. I even offered a bonus worth a legitimate $300 merely for signing up and there were no other strings attached.

If, indeed, the Internet is a great information highway with traffic, data, digital goods and services, and communications whizzing back and forth at the speed of light, it would be worth the effort for every business owner to create as many links to that highway as possible.

Think of these links as little roads that feed a tiny portion of this traffic back and forth between your small business and the super highway.

Every business connects itself (or should) to the highway traffic. Some do a great job of it and others don't. Each owner determines for his business, both the number roads leading in and out and the ease with which those roads are found by passers-by that have an interest in this side trip.

Regardless of the size of your marketing budget, there are some business principles that should guide what you do, when you do it, and how you bring together the various elements of your business marketing.

The tendency for many new small businesses is simply to strike out and begin spreading the word about your product or service in a random hodge-podge manner, jumping from this to that depending upon where you think you'll get the most bang for your effort.

Your marketing "plan" has no real thinking behind it . . . you just figure the best you can do is to spread the word as quickly as you can to as many sources as you can and hope for the best.

Now that game plan certainly beats doing no marketing at all, but it lacks the leveraging power of a unified and comprehensive approach that ties all your different marketing efforts together and cements your brand in the minds of your customers.

In the previous installment, we discussed some basic business principles that should guide your Internet marketing campaign.

They will help you to know what you should do, when you do it, and how you bring together these various elements or activities to accomplish some solid and powerful small business marketing.

The first two "Rs" were recognition and recount. Here's the third . . .

There's no doubt about it. The number one reason why people come to the Internet is to get information. They come to read the latest news, comparison shop, find answers to questions, communicate with friends and associates via email or voice, seek out entertainment, or play games.

Early on, the Internet was mostly a collection of free sites and information that anyone could access. Sometimes registration was required, but in most cases paid access was not even a thought of the web site owner. Why?

I suppose there are several reasons. The mechanism for charging customers was not generally available, people didn't understand that financial transactions could be done securely, and a range of software enablers were not yet available for things like secure shopping carts, real time authentication, and digital delivery.

Keeping your valuable information behind locked doors and only giving access to those that pay you for the privilege is the basis of the membership or subscription web site model.

As the owner of a membership site, you will have to determine how to best handle the security of your information and still make it convenient and easy for your paid members to get access.

Here are the usual approaches that I've seen and dealt with in my Internet experience.

No one knows the exact number, of course, but professional marketers generally agree that a strong and powerful headline accounts for 70-80% of the effectiveness of every advertisement.

That's a pretty remarkable statistic when you think about it. A few words at the top of the ad can either make or break the selling power of the entire remaining ad copy.

Why is that true? Well, if you consider that most readers sprint from one headline to the next when they "read" a newspaper you'll understand that the viewer is randomly (or maybe methodically) sorting each entry to find clues that tell him "this might be the type of content I want read more thoroughly."

Headlines are usually bold, easy to locate, and often they are summaries of the content of the ad or article. At a quick glance, it's pretty easy to decide if you want to stay and dig deeper or jump to the next headline.

One of the foundations of any successful marketing program is repeated and systematic contact of the prospect.

One initial encounter is rarely sufficient to brand your company in the mind of the customer.

We all are bombarded with literally thousands of marketing messages every day no matter what we do or where we go.

Radio, television, the Internet, newspapers, magazines, billboards, and other venues attempt to grab our attention long enough to flash a message to our brains that the advertiser hopes will "stick" sooner or later.

Most of us learn to subconsciously "tune out" or tone down this constant barrage of advertising. That means there are natural challenges awaiting every business that tries to communicate with their prospects.

Most marketing experts will tell you that they go to great lengths to try to draw the prospect into a sales pitch.

If he remains on the "outside," so to speak, he will not be affected by or overcome with the emotion, motivation and sense of urgency that marketers try to build into their sales presentation.

One of the many and best ways marketers draw prospects into the sales dialogue is to use the word "You" often in their content so the reader begins to feel like the message is directed right squarely at him. The dialogue is personal and engaging.

"You will receive these benefits when you buy the product..."

If you have targeted your customers properly, there will be few better or more productive business lead generating tools than to publish a "Tip of the Day" related to the education of your audience in your chosen niche.

Why? Simply because people want to be educated.

They come to the Internet for information in their niche. You can provide what they will consider to be very valuable bits of information learning and assistance.

Wouldn't it be great if you (and your solo business) were on the Rolodex of all the local and regional newspaper editors?

Would you like to have the Chamber of Commerce and the local Small Business Development Center calling you whenever they needed material for a story?

Most small business owners don't have the luxury (and the serious advantage) of being a household word around local community business circles.

In fact, many owners disregard the media altogether thinking that they will never be contacted or receive publicity because no one cares about their business.

Both online and offline small businesses can create and distribute product and service offerings very cost effectively with coupons that are designed to do all of the following things:

1- Collect the name and contact information of the respondent,

2- Provide an incentive for the user to contact your business,

3- Brand your company and it's products (services) with your unique tag line, logo, and web site URL,

Marketing your solo business with coupons can be a very effective selling strategy if you incorporate some of the time-proven and tested principles that other marketers have learned about this special kind of advertising.

Coupons can the open the door to better customer relations, more back door sales, and greater communication with your valued customers.

Here are a few more tips that will help any small business owner make his coupon campaign a success regardless of the product or niche he's in:

If you've been doing business on the Internet for any length of time, you've undoubtedly heard the term "sticky" or "stickiness" used to describe the ability of a web site to engage it's audience.

If a site is sticky, it is one that attracts customers and keeps them at the site for unusually long periods of time. Sticky sites are a good thing!

Why? The reasoning goes that the longer you can keep a customer, the more apt that person is to eventually make a purchase and to make additional return visits.

How many ways are there for a small business to fail?

Don't try to count them . . . life is too short as it is . . .

I want to talk a bit about one of the dangers of solo Internet business.

I have always preached the message of niche specialization for the solo business owner. I say you should dig down deep and become an expert in a very tightly focused market.

Who hasn't received a mailer that included an offer to purchase a product or try a service with the stipulation that all you have to do in order to activate the offer is peel off a pre-printed label and stick it in the box marked "I ACCEPT" and then send it off in the mail?

Direct marketers send millions of these post cards or printed coupons everyday and have been doing so for many, many years. Why?

Simply because they get response!

List building is one of the greatest keys to establishing a viable and lucrative solo business online.

When you think about it, communicating with your prospects and customers is one of the best and most effective ways to build a relationship with them.

You need the trust and confidence of your customers. If you don't have it, they won't give you money for your products or services, and they will only allow you a short amount of time to prove to them that you are worth dealing with in your niche.

Building a list of prospects, and possibly a different list of buying customers, allows you to make contact with them repeatedly so that you can share your knowledge, products, and advice for their benefit.

A list is simply a data base of customer names and email addresses. It is possible to add additional customer information items (like address, phone number, age, etc) but typically that is only done for your best customers that give you such information as part of an order for your products.