Congratulations to last week's top selling WebCenter licensees: 1.) Jim Little 2.) Wendy Shen 3.) Scott and Linda Hardesty This week, we sat down with Jim Little and asked him a few questions about his stellar performance. Jim has had his WebCenter for nearly two years, but it wasn't until this past April that he decided to get serious about selling Web sites. Jim's strategy for selling sites is simple: get prospects, build a site, schedule an appointment, and let Sales Support do the rest. When it comes to prospecting, Jim concentrates all of his marketing efforts on one specific industry. He goes through the yellow pages in each city and systematically works his way through every state, calling all of the businesses in that category. On the initial call, Jim makes sure to keep it short and quick; his goal is to establish rapport and get an appointment. He doesn't want to oversell, so he tries not to get into specifics and avoids fielding questions…he leaves that to Sales Support. And to make sure that his prospect will be available for the walkthrough, Jim offers his customers $100 off the cost of registering the domain name just for keeping the appointment. Jim has done many walkthroughs with Sales Support, and every time, he makes a conscious effort to learn from the Product Specialists. He has benefited tremendously from this training, and even though Jim is now able to do his own walkthroughs, he prefers to use Sales Support whenever possible. "I've sold sites with Sales Support, and I've sold sites without Sales Support, and you know what? It's much easier with. Having a Web Specialist walk the prospect through the site gives you instant credibility; you're not just some guy on the phone trying to hustle sites. On top of that, you have to build value in the product. They won't be willing to spend money if they're not convinced this will add value to their business--and Sales Support does an excellent job of that!" And Jim's biggest secret? "Just get out there and have fun with it!"   WebCenter Licensee Questions On Thursday, January 2nd, we will be responding to frequently asked questions (FAQs) that we have been receiving from our WebCenter Licensees. We will cover a wide variety of topics-- from questions about the software to tips on marketing Web sites. This call will be available after 2pm PST, so be sure to dial in! • (918) 222-7201  Box 508

Scheduling Follow-ups Quite often we have scheduling problems that have arisen from an unclear understanding of scheduling follow up appointments. When scheduling a follow up appointment in the sales calendar, it is imperative that you explicitly state in the comments section: 1.) that it is a follow up call, and 2.) which Sales Support rep will be helping you with the call. Please note that whoever did the initial walkthrough must be the same product specialist who does any subsequent follow-ups; they know what was covered, they have an understanding of your prospect's business and they know what your prospect wants out of their Web site. Bringing on a different product specialist may confuse your prospect and ultimately compromise the deal. Our staff handles around 200 appointments during a typical week, so it can be difficult to keep track of all of the sites and walkthroughs. The sales calendar and the Sales Support team are provided to help you succeed; please help us in making the most effective use of these tools. If you have any additional questions, please contact Sales Support at (866) 287-8121.   Did you know that of the world's online population the U.S. accounts for 30% of all users, while Europe, Asia, and Latin America account for 23%, 13% and 2% respectively? SOURCE: NIELSEN/NETRATINGS SURVEY 11/02   We strive to create a newsletter that is of value to you; please take a moment to tell us what you think. E-mail your questions or comments to us at newsletter@mawebcenters.com; as always, if you would like to be removed from our mailing list, notify us at unsubscribe@ mawebcenters.com. Also, don't forget Ivenue will be at Leadership School in February! Make sure you attend a WebCenter breakout session!!