Congratulations to last week's top performing WebCenter Licensees: 1.) Herman and Lonnie McLeod 2.) Michelle Scott When we caught up with this week's top performers, we had the opportunity to speak with Herman, who just got into the Web site business a little over a year ago. In fact, the first time Herman came across the WebCenter Program, he had no idea what a Web site was! But after he and his wife licensed their WebCenter, they spent the next six months learning everything they could about the Internet, Web sites, and the WebCenter Program. Herman believes that if you're going to be in the Web business, be in the Web business —study the material and learn the program. But don't be overwhelmed by it either. "You don't have to be a genius to sell a Web site. See, most people are so afraid that they're going to run into this marketplace that knows all this stuff about Web sites, and they're going to get shot down, right? Well, that's just not true." When you are first starting out, it is easy to be a little intimidated, but remember: that's what Sales Support is here for—to answer all of your customer's questions and close deals for you. When Herman and Lonnie first started selling sites, they did a lot of walkthroughs with Sales Support. "I love Sales Support! They got me started! Any time we did a walkthrough with Sales Support, Lonnie recorded the call so that we could go back later and study it!" "Look, Sales Support does a magnificent job in the sales presentation—much better than anyone else can do." Let us train you and show you how its done! Herman and Lonnie get most of their leads from advertisements—from the newspaper, from magazines, from weekly publications. Anyone who doesn't have a Web site address listed in their ad is going to get a call from Herman. When he is prospecting over the phone, he keeps it short and simple. "'Hi, this is Herman. Do you have a Web site?' If they say, 'Yes, I do', then hang up. If they [adamantly] say, 'No, I don't have a Web site, and I'm not interested in a Web site', then hang up. Don't waste your time trying to talk someone into a site. Just keep looking until you find the people who are interested. There's plenty of them out there." Once Herman has a potential customer, he goes out to their place of business with his digital camera and meets them in person. During this initial meeting, he has found it to be very effective to tell the customer up front that he is not a Web Master. Its not that he can't answer all of the prospect's questions about Web sites; it is just a way to postpone answering all of their questions right then and there. He presents himself as the head of the marketing department for one of the largest Web developers in the world, and the company does have a bunch of Web Masters…he's just not one of them. However, by the time the sales presentation is finished, he usually has the prospect thinking that he is a Web Master! "Remember that you're selling yourself, you're selling your program, and you're selling your capability. If you are able to do this effectively, the Web site is practically sold before they even see it." One of the most important things for Herman is being able to read his customers. "When you're speaking with a [prospect], you need to read the conversation—do you really have a lead? Are they really interested in getting a Web site? Ask them if they've ever thought about having a site, and listen to what they say. If they are open to the idea of having a Web site, they will probably also tell you why they haven't gotten a Web site yet—it's too expensive, it's too complicated, or whatever. They have just told you how you will be able to sell them. You just have to have enough experience to take their objections and turn them into selling points." Herman's last bit of advice: "understand that you don't always need to close the sale right away. If you can, that's great, but don't be afraid to leave the door open so that you can go back and close the deal at a later date. Right now, I've got about 25 prospects on the street that I am in the process of selling Web sites to. If one doesn't buy today, that's OK…I'll sell 'em in two weeks when they're ready." As long as you continue to develop and cultivate new prospects, you will always have a couple of deals that are ready to be closed. Set up a few appointments with Sales Support today by calling (866) 287-8121 and let us help you close a few deals!!   New Domain Registration We are pleased to announce that in addition to .com, .net, and .org domain names, we are now able to offer registration for .biz, .info, and for Australian-based companies, .com.au domain names.

Site Design Contest Winners Voting for the second annual Web site design contest is over, and all the votes have been counted. So without any further delay…here are the results of the contest: Grand Prize Winner - http://www.dvdepot.com First Runner Up - http://www.poopbgone.com Second Runner Up - http://www.alpssweetshop.com Congratulations to DVDepot! For being chosen as our best Web site, DVDepot has won free hosting for a year, free site promotion for a year, and a coveted spot as a sample site on our Sample Sites page! And for their strong showing, our first and second runners up have won the opportunity to have their Web sites featured on our Sample Sites page. Please don't be discouraged if your site wasn't chosen. We received a ton of great entries, so the competition this year was pretty intense! Our thanks go out to all of you who submitted your site for the contest, and remember…its not too early to start getting your site ready for next year!   Qualifying Your Prospects There is a big difference between a qualified prospect and a non-qualified prospect, and it is important that you are able to distinguish between the two. This week's conference call is going to help you qualify whether or not the person you are speaking with: 1.) Is the decision maker 2.) Is truly interested 3.) Has the money 4.) Is controllable 5.) Can take a stand-up In addition to all of this, we are going to review the three steps to setting an appointment. All of this great information will be available after the new conference call is uploaded on Friday, March 7th. Conference Call Number (918) 222-7201 box 508     Let me start by asking you a question: do you know the name of the company that manufactures OPC3? Does this change the fact that OPC3 is one of Market America's best-selling products? Private labeling is a great way to outsource the development and production of cutting edge, high quality products, without the time and expense typically associated with independent production. However, making references to our private label partners by their name only detracts from building value in the Market America WebCenter brand. This is your Web development business—your Sales Support staff—your Customer Care department, and we are committed to helping you succeed. Our private label partner has assured us that whenever you or your customers call in for sales or technical support, they will remain the nameless company providing the back-end support for your WebCenter business.     Did you know that 95% of the people using Sales Support have sold a Web site? And that 98% of those people not using Sales Support have never sold a site?   This newsletter is intended to be an educational tool to help you maximize your efforts as a WebCenter Licensee. You are the ones out in the field, so it is important for you to let us know what problems you are encountering and how we can better meet your needs. Tell us what you would like to see covered in future issues. Send us your questions or comments at newsletter@mawebcenters .com. We look forward to hearing from you!