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Daily Archives: November 10th, 2005

Let people try before they buy. If that’s not possible offer a free telephone consultation before they place an order. When they get to know you personally, it converts prospects into sales. I find that when potential clients have the opportunity to speak to me personally I convert more than 90% into sells.

Do your research and find ezines that target your market then ask to exchange classified ads with their publishers.

We’ve gotten use to tuning out banner ads but that doesn’t mean you can’t get mileage out of them. Great WOW banners by using killer headlines and click here messages. Do not fill banners with copy. For example, “The Art of Self Branding by Diane Carter – Free eBook Click Here!”

Start an ezine. Each issue reminds them of you and your company. Each issue can direct them to different hot spots on your web site. Each issue builds your brand and trust with those receiving it, which in time will increase sells. Be sure it educates the reader if it becomes all advertisement people will unsubscribe. The hope is to build an opt-in mailing list of individuals who are interested in you and your products not run them off.

Now, you have 4 Tips In Advertising to apply to your business. Check out our custom logos. We’d love to develop one for you!

Copyright Diane Carter, 2005. All Rights Reserved

Diane Carter
Creative & Digital Publishing Coach

A member of my “Selling without Selling” network ask me “How do I author a digital book?” Great question! I thought more of you would be interested in the answer.

Here are my 5 steps to defining and authoring a digital book.

Step 1: Define What You Know
Are you an expert in your industry? If so, you might already have all the materials needed to compile an digital book. If you don’t have the material make a list of all the possible ways that your products, services and knowledge can benefit your readers.

People buy things that help them avoid pain. We are hard wired and driven to avoid pain and gain pleasure. These two simple things control our life! Show your reader how you can help them do one or the other or better yet both.

Step 2: Define Your Market
We all have a lot of potential prospects that can afford our services and products, but finding your “target market” is to identify those who are hungry for your services and products.

And remember step one, you are helping them eliminate pain or find pleasure not reciting your product and service features. Let them know how your knowledge and skills will help them.

Step 3: Define & Elaborate Your Qualifications
Once you have identified your best target market, the one that is starving for the very thing that you exceed at, this is where you place your status as the expert.

Your proficiency is your knowledge. Your digital book allows you to show it off in style. When you understand what makes your readers business excel and show them how to use you and your knowledge to be superior you’ll construct emotional identification with your target market.

You will be able to communicate with your readers about their problems | pain in a manner that is credible. The more you communicate, the more your audience will trust you and want to do business with you.

Step 4: Define Your Position As An Expert
Are you a speaker, professional practitioner, adviser, and consultant? If you’ve written articles about your specific area of expertise or if you help clients solve painful problems – you have a digital book in you. Now you must let your target audience know it.

A digital book tells people about your expertise and adds credibility to your services. It will help you brand your as a specialist in your industry.

Adding “Author” to your title could open doors for radio and television, newspaper or magazine interviews. All are free and have a much higher impact than paid advertisements.

Send producers, writers, editors, even show hosts and reviewers a free copy. There is no guarantee they’ll call you but when they do you will have the credibility to face their questions.

Which leads to the final step…

Step 5: Define Your Audience
Do not waste time, money and energy targeting an audience that is in no way your client. A digital book for pets would have no impact being marketed to an audience interesting in toy tin collectibles.

Spend your time marketing to an audience that you can flip from reader to client. Create a reader profile by asking yourself, “Who will read my digital book?” If you expect to sell it ask yourself “Who will buy my digital book?”

Remember avoid saying “everyone.” Just because you have authored an digital book about better health (and we all need better health) not everyone is interested in reading about it which also means not everyone is seeking such an digital book. Define your audience and market directly to them.

While these five steps appear to be simple they are not easy.

Final Advice To Authors Interested In Writing A Digital book Or Digital book Series. Your digital book has two purposes 1) to educate consumers, small businesses and entrepreneurs on your field of expertise and 2) to market you to potential clients via viral marketing.

Instead of one book, think series. Being the expert that you are you’ll never run out of material!

Your audience today is Internet savvy. They love the Web. They love to surf it. And they know how to use it to seek out specific information. Many of you have the information that 1000s are looking for. Use your expertise and author an digital book.

It is our hope that these 5 steps have helped and answered your questions about Digital Publishing. It is also our goal that in using the 5 Steps to Authoring an Digital book you will be empowered to write and publish an digital book that will add credibility to your name and business.

Don’t wait – start living your dreams of being an author today! The journey has or will require considerable amount of time and energy – we respect that – wants the Digital Publishing experience to be dynamic for you! We would be honored to work with you to create this extraordinary marketing tool.

Now, you have 5 simple steps to authoring a digital book! For a special report that shows you why and how to digital publish your manuscript, visit books.htm.

Copyright Diane Carter, 2005. All Rights Reserved

Diane Carter
Creative ePublishing Coach

10 Ways to Attract Business

The Most Effective Sales Skill for the 90s: Irresistible Attraction.

1. Be a walking example/demonstration of how effective your product or service is.

2. Seek to serve instead of just seeking to sell.

3. Add value by network all of the time: Be a matchmaker every single day.

Things for you to think about…

1. Are you serving or selling?
2. Are you a matchmaker?
3. Are your client’s part of your R&D team?
4. If yes, how?
5. If not, when?
6. Do you have a strong reserve?
7. How can you improve it?
8. When will you act on improving it?
9. What stands in your way?
10. Who can help you grow?

Modeled from a piece originally written by Thomas J. Leonard.

Diane Carter
Creative ePublishing Coach

Probably the most difficult challenge facing any business is how to increase revenue over costs. While there a number of ways to do that, customer acquisition, maintenance and relationships are going to be essential means of accomplishing that task. Here are ten questions with brief joggers to begin the awesome task of discovering that potential.

1. Who is your ideal customer?
The world is too big, time is too short and there are too many people in the world for you to influence them all.

2. What are the solutions that your ideal customer is looking for?
What makes our ideal customer happy, satisfied, want more, need more?

3. What kinds of information does your ideal customer need?
How will they respond to your attempts to provide these solutions?

This piece is by Mike R. Jay, practicing organizational and executive coach, and writer, who can be reached at Tell him Diane Carter sent you ; )

Here are a few more questions to ask yourself…

1. Define your ideal customer.
2. What is your ideal customer looking for?
3. What type of relationship does your client want?
4. What do you want?
5. What type of relationships are your building?
6. Can you improve them?
7. When?
8. How?
9. What are you waiting on?

Diane Carter
Creative & Digital Publishing Coach