Advice From the Field

We're always looking for sales and marketing tips—especially from successful WebCenter Licensees out in the field. This time, we had the pleasure of speaking with Deborah Jones (or Jonesy, as she prefers to be called) about getting leads, setting appointments, and selling Web sites. Here are the highlights from our conversation…

MA WebCenters: So where do you get your leads?
Jonesy: "I focus on local businesses in my area—starting out with businesses that I was already familiar with, and then I moved on from there. I make it a point to build rapport with each person I call, and I've found that one of the easiest ways to do that is by learning a bit about them and their business. It helps that I'm a local business owner, too; people really seem to respond well to that."

MA WebCenters: Do you have any tips for setting up an appointment?
Jonesy: "When I'm setting an appointment, I keep it short and simple. I don't get into price, and I try not to get into the specific features and tools that our Web sites offer. I just present them with the basic concept, pique their interest a bit, and explain to them that someone from my team will show them the site and answer all their questions."

MA WebCenters: When you say "my team", you mean Sales Support, right?
Jonesy: "Yeah. I've done walkthroughs with all of the different Product Specialists, so now I have a pretty good working relationship with them. Now, whenever I'm approaching a prospect, I really do feel like we're setting up an appointment with my team of Product Specialists—not just some anonymous people in Sales Support. I try and get a feel for the prospect, and decide which one of my Product Specialists will be best suited for this particular walkthrough—based on their experience, personality, and selling style. Besides, being on a friendly, first name basis with the Product Specialists makes it more real for the prospect; they believe that this person is a part of my team."

MA WebCenters: Why do you like working with our Product Specialists? Jonesy: "I love working with a Product Specialist for lots of different reasons. First off, I have instant credibility with the prospect. It just seems so much more professional when you have an expert team of people to defer to. Second, doing walkthroughs with Sales Support has been an awesome learning experience. I take notes during each presentation, and I find that I'm learning something new each time. Most importantly, I know that when I'm doing a walkthrough with a Product Specialist, I'm going to make money! They usually pick up on some key things that I wouldn't have noticed, and they don't have a problem negotiating the price and asking for money! I can't even count how many deals I blew because I didn't use Sales Support! Now, I won't do business without Sales Support, and now I'm making money!"

MA WebCenters: If you could give one piece of advice to new WebCenter Licensees, what would that be?
Jonesy: "My advice to anyone just starting out—or to anyone who still hasn't found success with their WebCenter—is stop trying to do it all on your own! You can't. I understand the business side of Web site sales, and I'm comfortable talking to people, so I used to think that I could do it all on my own. Be a smart business owner, and use all the tools and resources you have. Sales Support has the knowledge, the experience, and the training. The bottom line: Sales Support gets results! All those guys have closed a ton of deals, and they know what they're talking about."

If you made it to Convention in Greensboro last week, you'll probably notice some similarities between our interview with Jonesy and the skit at Convention. Jonesy gets it. She is well on her way to success.

If you're still waiting to get started with your WebCenter business, stop procrastinating! You know at least two or three people who need a Web site—one of your friends or family members who owns his or her own business—so start with them. Don't worry if you don't know everything about Web sites and the Internet. Just set up a couple of quality appointments with Sales Support at (866) 287-8121, and let us help you start making money today!

 


Did you know that small businesses are responsible for creating between 60 and 80% of all new jobs in the U.S. each year?

SOURCE: U.S. SMALL BUSINESS ADMINISTRATION STUDY 6/03


 



 

New Templates

Version 3.0 employs an entirely new template building methodology with separate layouts, color schemes, and industry-types, giving you even more flexibility and control in creating Web sites. When we first released the new software, there were over 40 different universal templates that can be used with any industry. Over the past couple of months, we've been busy creating new, industry-specific templates for businesses in the following categories:
  • Finance
  • Restaurant
  • Flooring
  • Travel
  • Manufacturing
  • Communications
  • Cosmetics
  • Computers (includes a sample catalog)
  • Nursing
  • Real Estate
  • Legal

    In a few days, these new templates will be active in your WebCenter. From then on, whenever you build a new Web site in one of these industries, you'll notice that the templates displayed at the top of the drop down menu are optimized for that particular industry. Beneath those industry-specific templates, you will still find the standard selection of Version 3.0 templates.

    At this point in time, we do not have industry-specific templates for all business categories, but we will continue to release new templates as fast as we can design them. P    lease remember that when you select an industry for your site, only industry-specific text is placed on the site; the image set for that particular template remains the same, regardless of the industry you choose.

    If you have any other questions about the new templates or any other features in Version 3.0, please call Customer Care Monday through Friday from 7am to 7pm Pacific Standard Time at (866) 932-4357.


    •  

     

     

     

     

    Do Not Call List

    The National Do Not Call Registry has been getting a lot of attention in the media lately, and we've been getting a lot of e-mail from WebCenter Licensees asking how this new law will affect their ability to sell Web sites over the phone. If you're not familiar with the National Do Not Call Registry, here's a bit of background information:

    In an effort to reduce the number of unwanted telemarketing calls consumers receive at home, the Federal Trade Commission amended the Telemarketing Sales Rule to allow people to add their phone numbers to a list of numbers that telemarketers are prohibited from calling. This new law is applicable to anyone selling goods or services over the phone, except for political organizations, charities, telephone surveyors, and organizations with which you have an established business relationship, who will still be permitted to call you.

    So how will this affect your business? Since the National Do Not Call Registry only covers residential phone numbers, it will not prevent you from prospecting and selling Web sites over the phone to businesses. Over the next month, Steve Sawyer and Market America will be developing a strict set of guidelines to help you insure you are in compliance with the law when it goes in to effect on October 1st.

    If you would like to learn more about the National Do Not Call Registry, please visit the Federal Trade Commission's official site at http://www.ftc.gov/donotcall/.


     

     

     

     

     


    Do you have a good sales or marketing tip? A story we can use to teach other WebCenter Licensees? Any questions or problems you'd like to see covered in upcoming newsletters? We value your input, so please take the time to e-mail us at newsletter@mawebcenters.com, and please let us know how we can better meet your needs.