SpidersWeb Home Biz Weekly for 2012-03-12

> Internet Marketing — Wes @ 3:10 pm

March 12, 2012

Small Business (Home) Tip of the Day: Finding Buyers That Buy!

Finding Buyers that Buy
By Joshua Boswell

Because it is so hard to find buyers that will spend money with you, many companies go out of business before they ever get started.

Especially small businesses.

If you’re going to make money online and build a safe, consistent income, then you must know where to find buyers that will buy from you. A steady stream of buyers will give you the power to overcome mountains of obstacles, give you great staying power in any economy, and drastically improve your quality of life.

There are four aspects of finding buyers that buy that I’d like to focus on. Today, I will cover the first and most important. Today is the “what” … the next three weeks will be the “how.”

At the core of finding buyers that buy is a concept called “Psychographics.”

Psychographics is the study and classification of people according to their attitudes, thoughts, feelings, behaviors, and aptitudes. It’s knowing the words they use, the emotions they have, and the choices they make on a daily basis.

Do not confuse this with “demographics,” which is the study of facts about people. Their age, their gender, where they live, number of children, etc. …

These kinds of facts and figures are important, but they only give you a small insight into the buyer’s life and desires. It’s far too shallow to really bring in consistent, safe, ongoing sales.

You must go deeper. You must understand what makes their heart race, what keeps them up at night, and what drives them to do irrational, spontaneous, totally emotional things.

Michael Masterson (aka Mark Ford), has been teaching the need to dive deep into the thoughts, feelings, and emotions of buyers for many, many years. He calls it the “Core Buying Emotion.”

Many people think that you can sell someone just by appealing to a set of base emotions like greed, fear, anger, sex, etc. And, it is true. Those emotions are very strong. But human beings are much more complicated than that.

Michael puts it like this … and you can substitute “online marketing and sales” for the word “copy” …

“Great copy, ultimately, is an exploration, stimulation, or provocation of the prospect’s greatest and deepest desires, fears, hopes, and dreams.”

Savor that statement because it’s worth millions of dollars once you discover how to explore, stimulate, and provoke the buyer’s Core Buying Emotion. This Core Buying Emotion is uncovered only when you come to understand the psychographics of your target audience.

There are several other powerful advantages to understanding the psychographics of your buyers:

  1. First, you know exactly how to talk to them. You understand their Core Buying Emotion.
  2. Second, you immediately know where they are. You’ll remember that finding where your buyers are is the first step to discovering your Optimal Selling Strategy. (Another of Michael Masterson’s powerful phrases and concepts; see Ready, Fire, Aim for details.)
  3. Third, you know what design, images, colors, and styles will appeal to them and entice them to buy and buy more often. (Yes, the book is judged by its cover … )
  4. Fourth, you know how to price your product or service.

In the next three weeks, I’m going to talk about the “how” to uncovering the psychographics of your market. I think you’ll be surprised at the methods I use.

There are several parts of this discussion that I want to spend a little more time on. Because of that, I’ve decided to sit down and record my thoughts in audio format. I suspect this will take me 30-90 minutes.

I’m calling it, “Buyer Psychographics: Strategies for Finding Buyers that Consistently Buy.”

This in-depth discussion is really only for those who are ready to go deeper. Because of this, I’m inviting everyone to get a copy of the audio file, but requiring that you raise your hand and opt-in.

To receive a no-cost copy of my audio discussion, “Buyer Psychographics: Strategies for Finding Buyers that Consistently Buy,” click here now and fill out the simple form that follows.

Click Here to Get “Buyer Psychographics” Now

Please note: During this discussion, nothing will be sold. I’m just interested in helping you understand this crucial part of building a safe, consistent income online, no matter what the economy.

Before I let you go, I want to share a very interesting story with you. I think it will illustrate how weak it is to rely on demographics alone and how powerful psychographical data can be.

A number of years ago, I attended an expensive, private, four-man business-building mastermind session. Before I got there, I had no idea who the other three participants would be. This kind of situation always makes me a bit nervous because you never know who you’re going to get “stuck with.”

At first, I thought my deepest fears had been realized. It appeared that I had nothing in common with the other people in the room.

I was the only one on a first marriage. I was the only one with children still at home. I lived out in the country, while they lived in the suburbs. I drove used cars — actually a minivan and a 15-passenger van. They had a variety of sleek sedans and sports cars.

To me, it seemed like an odd group of people to put in the same room for a mastermind session. We didn’t even have the same kinds of businesses … I was online, another guy was retail with a storefront, another was a stock trader, and yet another was mail order of cosmetics and skin care.

In other words, our demographic footprint was miles apart.

Then, during a break about halfway through the first day, one of the other guys mentioned that he had just bought a “nuke.” He gave no other description. But I laughed, and asked him if he put it in a “super.” He smiled and said he did. Then, another guy asked if he had smoked it first. He had. The conversation sped on from there as we talked about queens, combs, drones, extractors, and dozens of other things.

You see, as it turned out, all of us were beekeepers.

What were the odds of such a diverse group of men all being beekeepers? As we talked about it, we dove into “why” we all had bees.

We discovered that the reasons were all the same: Bees made us unique. It was challenging and difficult. It was hard work. It connected us with nature. It was therapeutic and healthful. Perhaps most of all, our hives were symbolic of our intense drive for independence. This was also at the core of our business ownership.

In other words, at the core, we all shared a unique set of emotions, thoughts, and motivators.

We went one step further and reviewed the materials our host had used to sell us on the four-man mastermind session. We quickly discovered that he had effectively used almost all of those emotional triggers in his materials.

By deeply understanding our psychographics and using them effectively, our host had persuaded four totally demographically-different beekeeping business owners to gather from the four corners of the United States and pay him over $20,000 for the privilege of doing so.

Understanding our Core Buying Emotion allowed him to gather customers and charge prices that otherwise would have been outside of his reach.

That is the profit-creating power I want to give you.

I hope you will carefully read the next three segments of this series to find out how to do just that. I also hope you’ll register for my new, free audio presentation, “Buyer Psychographics: Strategies for Finding Buyers that Consistently Buy.”


Brought to you by: Wes Waddell – Small and Home Business Best Friend.

March 9, 2012




      Life’s greatest tragedy consists of men and women who earnestly try, and
      fail! The tragedy lies in the overwhelmingly large majority of people who
      fail, as compared to the few who succeed.

      I have had the privilege of analyzing several thousand men and women, 98% of whom were classed as "failures." There is something radically wrong       with a civilization, and a system of education, which permit 98% of the       people to go through life as failures. But I did not write this book for the purpose of moralizing on the rights and wrongs of the world; that would require a book a hundred times the size of this one.

      My analysis work proved that there are thirty major reasons for failure,       and thirteen major principles through which people accumulate fortunes. In       this chapter, a description of the thirty major causes of failure will be       given. As you go over the list, check yourself by it, point by point, for the purpose of discovering how many of these causes-of-failure stand between you and success.

      1. UNFAVORABLE HEREDITARY BACKGROUND. There is but little, if anything, which can be done for people who are born with a deficiency in brain  power. This philosophy offers but one method of bridging this weakness-       through the aid of the Master Mind. Observe with profit, however, that this is the ONLY one of the thirty causes of failure which may not be easily corrected by any individual.

      2. LACK OF A WELL-DEFINED PURPOSE IN LIFE. There is no hope of success for the person who does not have a central purpose, or definite goal at which to aim. Ninety-eight out of every hundred of those whom I have analyzed, had no such aim. Perhaps this was the

      3. LACK OF AMBITION TO AIM ABOVE MEDIOCRITY. We offer no hope for the person who is so indifferent as not to want to get ahead in life, and who    is not willing to pay the price.

      4. INSUFFICIENT EDUCATION. This is a handicap which may be overcome with comparative ease. Experience has proven that the best-educated people are often those who are known as "self-made," or self-educated. It takes more than a college degree to make one a person of education. Any person who is educated is one who has learned to get whatever he wants in life without    violating the rights of others. Education consists, not so much of knowledge, but of knowledge effectively and persistently APPLIED. Men are paid, not merely for what they know, but more particularly for WHAT THEY DO WITH THAT WHICH THEY KNOW.

      5. LACK OF SELF-DISCIPLINE. Discipline comes through self-control. This    means that one must control all negative qualities. Before you can control       conditions, you must first control yourself. Self-mastery is the hardest job you will ever tackle. If you do not conquer self, you will be conquered by self. You may see at one and the same time both your best friend and your greatest enemy, by stepping in front of a mirror.

      6. ILL HEALTH. No person may enjoy outstanding success without good health. Many of the causes of ill health are subject to mastery and control. These, in the main are:
      a. Overeating of foods not conducive to health
      b. Wrong habits of thought; giving expression to negatives.
      c. Wrong use of, and over indulgence in sex. d. Lack of proper physical
      exercise e. An inadequate supply of fresh air, due to improper breathing.

      7. UNFAVORABLE ENVIRONMENTAL INFLUENCES DURING CHILDHOOD. "As the twig is bent, so shall the tree grow." Most people who have criminal tendencies acquire them as the result of bad environment, and improper associates during childhood.

      8. PROCRASTINATION. This is one of the most common causes of failure. "Old Man Procrastination" stands within the shadow of every human being,       waiting his opportunity to spoil one’s chances of success. Most of us go       through life as failures, because we are waiting for the "time to be right" to start doing something worthwhile. Do not wait. The time will never be "just right." Start where you stand, and work with whatever tools you may have at your command, and better tools will be found as you go along.

      9. LACK OF PERSISTENCE. Most of us are good "starters" but poor       "finishers" of everything we begin. Moreover, people are prone to give up at the first signs of defeat. There is no substitute for PERSISTENCE. The person who makes PERSISTENCE his watch-word, discovers that "Old Man Failure" finally becomes tired, and makes his departure. Failure cannot cope with PERSISTENCE.

      10. NEGATIVE PERSONALITY. There is no hope of success for the person who repels people through a negative personality. Success comes through the application of POWER, and power is attained through the cooperative       efforts of other people. A negative personality will not induce cooperation.

      11. LACK OF CONTROLLED SEXUAL URGE. Sex energy is the most powerful of all the stimuli which move people into ACTION. Because it is the most powerful of the emotions, it must be controlled, through transmutation, and converted into other channels.

      12. UNCONTROLLED DESIRE FOR "SOMETHING FOR NOTHING." The gambling instinct drives millions of people to failure. Evidence of this may be found in a study of the Wall Street crash of ’29, during which millions of people tried to make money by gambling on stock margins.

      13. LACK OF A WELL DEFINED POWER OF DECISION. Men who succeed reach decisions promptly, and change them, if at all, very slowly. Men who fail, reach decisions, if at all, very slowly, and change them frequently, and quickly. Indecision and procrastination are twin brothers. Where one is found, the other may usually be found also. Kill off this pair before they completely "hog-tie" you to the treadmill of FAILURE.

      14. ONE OR MORE OF THE SIX BASIC FEARS. These fears have been analyzed for you in a later chapter. They must be mastered before you can market your services effectively.

      15. WRONG SELECTION OF A MATE IN MARRIAGE. This a most common cause of failure. The relationship of marriage brings people intimately into contact. Unless this relationship is harmonious, failure is likely to follow. Moreover, it will be a form of failure that is marked by misery and unhappiness, destroying all signs of AMBITION.

      16. OVER-CAUTION. The person who takes no chances, generally has to take whatever is left when others are through choosing. Over-caution is as bad as under-caution. Both are extremes to be guarded against. Life itself is filled with the element of chance.

      17. WRONG SELECTION OF ASSOCIATES IN BUSINESS. This is one of the most common causes of failure in business. In marketing personal services, one should use great care to select an employer who will be an inspiration, and who is, himself, intelligent and successful. We emulate those with whom we associate most closely. Pick an employer who is worth emulating.

      18. SUPERSTITION AND PREJUDICE. Superstition is a form of fear. It is also a sign of ignorance. Men who succeed keep open minds and are afraid of nothing.

      19. WRONG SELECTION OF A VOCATION. No man can succeed in a line of endeavor which he does not like. The most essential step in the marketing of personal services is that of selecting an occupation into which you can throw yourself wholeheartedly.

      20. LACK OF CONCENTRATION OF EFFORT. The "jack-of-all-trades" seldom is good at any. Concentrate all of your efforts on one DEFINITE CHIEF AIM.

      21. THE HABIT OF INDISCRIMINATE SPENDING. The spend-thrift cannot succeed, mainly because he stands eternally in FEAR OF POVERTY. Form the habit of systematic saving by putting aside a definite percentage of your income. Money in the bank gives one a very safe foundation of COURAGE when bar-gaining for the sale of personal services. Without money, one must take what one is offered, and be glad to get it.

      22. LACK OF ENTHUSIASM. Without enthusiasm one cannot be convincing. Moreover, enthusiasm is contagious, and the person who has it, under control, is generally welcome in any group of people.

      23. INTOLERANCE. The person with a "closed" mmd on any subject seldom gets ahead. Intolerance means that one has stopped acquiring knowledge. The most damaging forms of intolerance are those connected with religious, racial, and political differences of opinion.

      24. INTEMPERANCE. The most damaging forms of intemperance are connected with eating, strong drink, and sexual activities. Overindulgence in any of these is fatal to success.

      25. INABILITY TO COOPERATE WITH OTHERS. More people lose their positions and their big opportunities in life, because of this fault, than for all other reasons combined. It is a fault which no well-informed business man, or leader will tolerate.

      26. POSSESSION OF POWER THAT WAS NOT ACQUIRED THROUGH SELF       EFFORT. (Sons and daughters of wealthy men, and others who inherit money which they did not earn). Power in the hands of one who did not acquire it gradually, is often fatal to success. QUICK RICHES are more dangerous than poverty.

      27. INTENTIONAL DISHONESTY. There is no substitute for honesty. One may be temporarily dishonest by force of circumstances over which one has no control, without permanent damage. But, there is NO HOPE for the person who is dishonest by choice. Sooner or later, his deeds will catch up with him, and he will pay by loss of reputation, and perhaps even loss of liberty.

      28. EGOTISM AND VANITY. These qualities serve as red lights which warn others to keep away. THEY ARE FATAL TO SUCCESS.

      29. GUESSING INSTEAD OF THINKING. Most people are too indifferent or lazy to acquire FACTS with which to THINK ACCURATELY. They prefer to act on "opinions" created by guesswork or snap-judgments.

      30. LACK OF CAPITAL. This is a common cause of failure among those who start out in business for the first time, without sufficient reserve of capital to absorb the shock of their mistakes, and to carry them over until they have established a 131 132 REPUTATION.

      31. Under this, name any particular cause of failure from which you have suffered that has not been included in the foregoing list.

      In these thirty major causes of failure is found a description of the tragedy of life, which obtains for practically every person who tries and fails. It will be helpful if you can induce someone who knows you well to go over this list with you, and help to analyze you by the thirty causes of failure. It may be beneficial if you try this alone. Most people cannot see themselves as others see them. You may be one who cannot.

       The oldest of admonitions is "Man, know thyself!" If you market  merchandise successfully, you must know the merchandise. The same is true in marketing personal services. You should know all of your weaknesses in order that you may either bridge them or eliminate them entirely. You should know your strength in order that you may call attention to it when selling your services. You can know yourself only through accurate analysis.

      The folly of ignorance in connection with self was displayed by a young man who applied to the manager of a well known business for a position. He made a very good impression until the manager asked him what salary he expected. He replied that he had no fixed sum in mind (lack of a definite aim). The manager then said, "We will pay you all you are worth, alter we try you out for a week."

      "I will not accept it," the applicant replied, "because I AM GETTING MORE THAN THAT WHERE I AM NOW EMPLOYED."

      Before you even start to negotiate for a readjustment of your salary in your present position, or to seek employment elsewhere, BE SURE THAT YOU ARE WORTH MORE THAN YOU NOW RECEIVE.

      It is one thing to WANT money- everyone wants more-but it is something entirely different to be WORTH MORE! Many people mistake their WANTS for their JUST DUES. Your financial requirements or wants have nothing whatever to do with your WORTH. Your value is established entirely by your ability to render useful service or your capacity to induce others to render such service.

[Napoleon Hill]

> Internet Marketing,Training — Wes @ 4:39 pm

March 3, 2012

Small Business Tip of the Day: Getting Clear On Risk

Hey Fellow Small Business Entrepreneur,

Today I want to follow up on a topic that paralyzes many entrepreneurs.
One that can stop your progress in its tracks. Freeze you when you need to make a decision. Ultimately lead you down a path that takes you where you never intended to go.

It’s something we all have to face. Everyone of us.
And if we don’t have a clear understanding of it, it can lead to disaster in anything you do.

I’m talking about risk.

There’s no getting around it, risk is present in everything we do.
But if you clearly understand what the payoffs of the risks you are taking are, then you have a much greater chance of overcoming those risks and achieving the exact goals you are after.

Today I want to share a few thoughts on risk and how to overcome any reluctance you may have to face it. It will not only make you a better entrepreneur, it will improve your life on every level.
So let’s get going.

To higher profits and beyond,

    Getting Clear On Risk

    By Rich Schefren

    Today I want to talk a little bit about "why?" About why you’re looking to build the business you want to build.
    You should be building a business because of what it allows you to do on a daily basis.
    If what you have to do on a daily basis, is not what you want to do, then you’re trading your life away. You sacrifice your present for some possibility in the future which, more often than not, never materializes. When you work this way, things don’t change. Only you do.
    That’s why I think that so many entrepreneurs get it all wrong in the beginning. Because they’re trying to build something that doesn’t excite them; that doesn’t get their juices flowing. And because of that, they suffer from a couple of negative effects.
    They’re slow to move into action. They don’t constantly think about their business and faster ways to get the outcome they’re after. And most important, they’re not willing to risk for that dream.

    That Idea of Risk Is An Important One

    When I’m talking about risk, I’m not talking about "risking" for an outcome. I’m talking about a risk that will allow you to live your dream on a daily basis.
    There’s always going to be risk in anything you undertake. The overwhelmingly majority of entrepreneurs who succeed the have tasted failure. They’ve had major setbacks. But they persist in their dreams, because they understand what the payoff of their risk is.
    I believe too many people try to make the entrepreneurial journey risk-free. And that’s just not possible.
    I think most, if not all of you who are reading this realize that. You realize that nobody can hand you a business on a silver platter. That a successful business is something you have to build. And ideally, it should be something that you enjoy building. And ideally, as you’re building it, you should also be richly rewarded while you provide value to the world.
    I’m bringing all of this up for anyone who is not making the progress that they’d like. If you’re not, it’s time to take a step back and look at where you might be falling down.
    Specifically, where does your fear of risk come from? Is it from a lack of clarity of your outcome? Maybe you haven’t thought through all of the shortcuts? Are you just not getting into action?
    Ultimately, once you know what it is, you have to work through what it’s going to take for it to change?

    Facing Risk On Your Own Terms

    You see, these are the kinds of things I do on a very frequent basis in my journal. My fear is that for many of you listening, you don’t take the time to really think things through to figure out where your sticking point is right now and what you need to do to change it.
    I’ve been going through a bunch of papers, kind of cleaning out my home office, and I came across an index card where I wrote down a note. It doesn’t really mean much in the grand scheme of things, but I think it very much applies to kind of what we’re talking about here. Here’s what I wrote on the note:
    It says, "what do I want?" The next question is "how do I need to be perceived to get what a want?" And finally, "how do I create that perception?"
    Now I have no idea if I was helping someone think through their positioning or what this note was dealing with. But what I can tell you is that these would be questions that I would be considering if I was going into a new niche; if I was releasing a new product, etc.
    And they are the questions you should be asking and answering on a continual basis.
    My fear is that each of you discounts your own experience and your own ability to think in an effort to learn from others. Of course, learning from others is a great thing. But if you’re not learning from yourself through the thinking process, then ultimately you’re not growing. If you’re not growing that’s obviously problematic.

    I’ll Leave You With One Last Thought

    There’s a lot of talking about living in the moment; about being present. You could also say that another way of saying that is living consciously – the ability to be aware of your environment, yourself, your thoughts, your feelings, etc. And as a marketer and as an entrepreneur, the more that you can live in the moment, the more that you can be conscious, the more that you can focus your attention on others, then focus internally, then on others, then internally – the greater your ability is to affect change not only in yourself but in others around you as well.
    Ultimately you have to embrace the risk of reality. You have to embrace responsibility and you have to embrace living consciously if you’re going to be a successful entrepreneur.

    Questions or Comments on this issue?
    Click here to send them to Rich!


    In today’s World of Technology, Small business absolutely has to have a web presence! Without it, you lose more than half the business you could have.

    But, just having a website doesn’t mean that the customers are going to be able to find you when they look for businesses of your kind on the net. Unless they know your name and domain address already, you need to be on the first couple of pages in the search engines (First page is best) and business listings.

    So, if you want to learn how to get your business found, call or eMail me now.

    I have just a few openings for new trainee’s.

    Let me show you how to be the one they find and the one they come to for local expertise in your field.



    (877) 751-6368 (Toll Free US)

    March 1, 2012