Unconventional Advice on Talking Price For most WebCenter owners, price is one of the last things they bring up with prospective Web site customers. They usually prefer to build value in the Web site management platform by highlighting some key tools and features, and then try to create a need by focusing on how those tools and features will benefit the prospect. Most WebCenter owners are only comfortable talking about the price of the Web site after they have covered the features and benefits. But that's for most WebCenter owners… Last week, we received an e-mail from a WebCenter owner who takes the opposite approach to discussing price with his prospects. He claims to have much greater success bringing up the cost of the Web site when he first meets a prospect. His unorthodox approach may sound a bit strange, but this WebCenter owner gave a few good reasons why he brings up the price at the very beginning of the conversation. 1.) You can almost guarantee that price is one of the most important issues for your prospects. Whether or not they come out and ask about it, all of your prospects are wondering "How much is this going to cost me?" If you just get the price issue out of the way, it lets the prospect concentrate on the software and how it will help his/her business. 2.) The Web site does cost money. If the prospect isn't willing to spend money on a site, there really isn't much point trying to sell him/her. Move on to the next lead until you find someone who is serious about improving their business. 3.) You can get a better idea of how much the prospect can afford to spend by paying close attention to how the prospect reacts to the price of the Web site. If the prospect seems shocked, offended, irritated, or otherwise upset by the price you quoted him/her, it's a good indication that cost is going to be an issue. If the prospect doesn't seem phased by the price of the site, it usually means that he/she is comfortable with the cost. One last bit of advice he had for the rest of our WebCenter owners: Don't be shy about asking for the money. This is your Web site sales and hosting business, and just like any other professional, your time and services cost money. The robust, feature-rich Web sites you build with our multi-million dollar software are more than worth any price you charge your prospects. Be confident when it comes time to tell the prospect how much the Web site costs, and only come down in price if you feel that it is warranted or justified. Maybe this WebCenter owner's approach to discussing price will work for you…maybe it won't. If you are confident in your prospecting and sales abilities, this can be an effective tool for pre-qualifying all of your prospects. If you aren't ready to jump into pricing right way, you can always let Sales Support negotiate the price of the Web site for you! Try it out and let us know what you think!           Did you know that on the Friday after Thanksgiving this year, U.S. consumers spent over $250 million shopping online? That's a 41% increase over the same day last year! SOURCE: ComScore Networks         Do you have any questions about selling Web sites? Online marketing? Tools or features in the software? Do you have any tips or tricks you'd like to share with other WebCenter owners? If there is anything we can do to help make your business more successful, please e-mail us at newsletter@mawebcenters.com.

NOVEMBER WEB SITE SALES           CONTEST WINNER Congratulations to William Trabulsie, who sold EIGHT Web sites in the month of November!! Yep, you read that right: EIGHT SITES! For selling more sites than anyone else last month, William is going to receive one year of free WebCenter hosting, a prize valued at $420. It looked like it was going to be a close race, but over the last two weeks, William kept going strong and pulled ahead of everyone else. William really was the most outstanding WebCenter owner in November. We're also very proud of all the other WebCenter owners who did a great job selling Web sites last month. We saw so many people reaching outside of their comfort zone and closing more deals than they ever had before. Even though they didn't win the contest this month, these WebCenter owners still managed to jump-start their business and turn a nice profit in the process. Way to go, everyone! Keep up the good work, and maybe you'll win one of our future sales contests. Can you imagine how different your life would be if you consistently sold eight Web sites every month? You would have the potential to make almost $18,000 in retail profits, 1600 BV, and a residual 120 BV that would continue to compound with new sales each month—all from just a few hours of work! If you kept that up for one year, you would have made over $200,000 in retail profits, nearly 20,000 in BV, and you'd be earning almost 1500 residual BV every single month. How would you spend the money? Would you keep your regular job? What would you do with all of your free time? You don't have to wait for the new year to start making positive changes in your life! Sit down right now and make a list of all the things you'd do with extra money from selling Web sites, and put it in a place you'll see every day: on the fridge, on the bathroom mirror, on the dashboard in your car, or on the computer. Then make a detailed list of the things you need to accomplish on a daily basis to make it happen—from the number of business owners you will approach each day to the number of sales appointments you'll set each week. Stay focused, stay committed, and make this the year that your Web site sales and hosting business became successful!       Tire-Kickers vs. Customers Can you tell the difference between "tire-kickers" and customers? Tire-kickers are the prospects that feign interest but have no real intention of making a purchase; customers are the prospects that wind up buying a Web site. Tire-kickers waste your time and energy; customers make you money. Telling them apart, however, can be tricky because tire-kickers tend to give off many of the same buying signals that customers do: asking about specific features, payment terms, hosting costs, etc. So how do you know when you are dealing with a tire-kicker? Here are a few clues to look for: · The prospect does not return your calls. · The prospect will not agree to an    appointment. · The prospect keeps rescheduling the    appointment. · The prospect will not tell you more    about his/her business. · The prospect is vacant or disengaged    during the walkthrough. · The prospect is never available for a    follow up appointment. · The prospect is always too busy to talk    to you. · The prospect cannot make a firm    commitment. It doesn't matter how positive or enthusiastic the prospect was the last time you spoke; if he or she consistently fails to communicate with you or follow through with a commitment, there is a good chance you've got a tire-kicker on your hands. Of course there will be times when your prospect has a legitimate reason for rescheduling an appointment or not returning your calls, but you must learn how to distinguish a legitimate reason from an insincere excuse. Tire-kickers can be detrimental to the success of your business because they waste resources that could be better used for prospecting, walkthroughs, or follow ups. It may be difficult to give up on a prospect that you have already invested time and energy into, but it is even more difficult to continue pursuing a sale that will never happen.