Congratulations to last week's top selling WebCenter licensees: 1.) Michelle Scott 2.) Dennis Inman and Deborah Haling 3.) Tony Genova 4.) Rusty Foster 5.) James Bek This week, we've decided to spotlight our top performer, Michelle Scott, who just started selling Web sites a couple of weeks ago. We will walk you through two of her sales from start to finish--where she got her leads from, how she approached her prospects, and how she used Sales Support to help her close the deals. She has never been in sales before, and she had never built a Web site, but she was still able to close her first two deals in just one call! When she first started out, Michelle wasn't even sure whom she was going to call. She used to live in a small town on the East Coast, and her family still sends her the local newspaper. So one day, she decided to go through the paper and call all of the businesses that didn't have a Web address listed in their ad. This is where she got her first lead. Michelle's first prospect was a small jewelry store that was spending a lot of money on advertising for the mail order portion of their business. The owner understood that getting a Web site was the next step his business needed to take, but he was a bit intimidated by the technology. He owned a computer, but he barely knew how to use it--let alone manage his own Web site. After spending a little time customizing a template, Michelle went to the sales calendar and scheduled an appointment with Sales Support. She had no idea what to say, and was pretty nervous about the walkthrough, so Michelle let Sales Support do all of the talking and walk her prospect through the Web site. Sales Support was able to answer all of her customer's questions and overcome any objections that the customer brought up. So, without saying a single word, she closed her first deal. Michelle's next prospect was a moving company in her area. She received a coupon in the mail from them and noticed that they didn't have a Web site, so she went ahead and contacted the business owner. Initially, Michelle didn't spend a lot of time trying to sell the decision maker; she simply asked if he would be interested in looking at a Web site she had built for his company. After a brief conversation over the phone, Michelle worked on a template, scheduled another appointment with Sales Support, and again closed the deal on the first call. We don't want to give you the impression that Sales Support will be able to close all of your walkthroughs--especially on the very first call; such a quick turnaround is definitely the exception. But we do want you to know that Sales Support is a valuable training resource to help you while you learn. Justifying Hosting Fees Have you ever had difficulty justifying the monthly hosting fee to Web site customers? Are you able to explain why some companies offer hosting for as little as $10 a month? Chances are they're not comparing us to companies who offer a similar level of service and features. If you want to learn how to respond to questions like this, you can't afford to miss this week's conference call. • (918) 222-7201  Box 508 Did you know that online consumer spending for the first 10 months of this year (through 9/30/02) is up 41% to $52.5 billion? SOURCE: COMSCORE NETWORKS 11/02 There will not be a new conference call taking place next week. If you have any questions or comments, please e-mail us at newsletter@mawebcenters.com; 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!!

Holiday Schedule During the upcoming holiday break, our offices will be closed on December 25th and January 1st. We will be open on December 24th and December 31st, but many of our staff members will be spending time with their families, so Sales Support and Customer Care will be available on a limited basis. Please schedule your appointments with this in mind. Happy holidays! Last-Minute Cancellations Do you know how last-minute cancellations can affect you? If you accrue three unauthorized cancellations (an appointment cancelled less than four hours before the scheduled time) within a 30-day period, you will be prohibited from setting appointments in the sales calendar for thirty days from the time the third cancellation was incurred. Listed below are a few things you can do to insure your prospect keeps the appointment: · Make sure that the appointment has value. You are presenting your customers with a powerful, new tool for their business; this is a great opportunity to have one of our product specialists walk them through their new Web site and answer all of their questions. · Make sure that the appointment is firm. When you are speaking with the decision-maker, let him or her know that you are setting the appointment with the corporate office, so the date and time must be firm. When we have an appointment, we will not miss it; extend us the same courtesy. · Confirm the appointment the day before. The day before your appointment, contact your prospect by phone, by e-mail, by fax, or in person. When setting the appointment, let them know that if they are unable to keep the appointment, it is imperative that they give you at least 12 hours notice. With just a little extra effort, you will be able to better qualify your appointments, and in turn close a higher percentage of your walkthroughs. If you have any additional questions, please contact Sales Support at (866) 287-8121. Site Traffic Statistics One of the most useful--and under-utilized--features in our Web sites is the User Statistics application. Essentially, this tool allows you to monitor the activity taking place on your Web site. Site Statistics show you how many people have visited your site, which search engine they used to find you, what key words they entered, and what pages they looked at while on your site. Not only does this information help you understand how customers use your Web site, it also provides you with a tool to evaluate how effective your Internet marketing campaigns have been. For example, how much of your traffic comes from Google? Should you spend more money with Yahoo! to get a better ranking? Are you getting any hits from Alta Vista? Should you stop marketing your site with them? With User Statistics, you can answer these questions and decide how to allocate your Internet marketing funds. To use this feature, log on to the Site Administration page and then click on the Statistics section. From the User Statistics page you can select the query you would like to run. You are able to see: •all the pages on your site and how many   hits each page received •a listing of the most recent visitors to   your site and how they found you •how many hits your site has received on   any given day, week, or four-week   period You can pull any one of these reports individually, or you can even request a detailed report that will contain all of the information listed above. Traffic statistics are not the only way to measure the performance of your Web site. However, it does provide you with a general idea of how customers are reaching your site and what they are looking at while on your site. With this information, you can make changes to your site to better meet your customer's needs. If you have any additional questions, please refer to the Online Training Manual at mawebcenters.com, or contact Customer Care at (866) 932-4357.