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

Home Business Tips: The Advertising 5 Must Do’s

When you advertise you MUST:

  1. Decide whether you have a 1-step or multi-step sale to make
  2. If multi-step, recognize you are advertising to generate leads (and do nothing else
    that takes away space, time, attention, etc. from that task)
  3. Feature your free offer up top and early – don’t hide it (Example Of Headline:
  4. Make the free offer as exciting and valuable as possible. (If only slightly re-working
    this ad, I’d make a point that the photos are from the online course. I’d make sure to show one photo of
    the course, material sample, DVD, etc.)
  5. Give multiple ways to respond, emphasizing the one that’s best for you. (Website,
    phone, maybe mail-in coupon). Whether or not to try pushing most to the web site
    is still open to debate: good news: gets you 100% e-mail capture for lots of zero
    cost follow-up. Bad news: you need a separate, different web site just for this
    purpose, and you delay response – vs. the phone, always handy.


You do NOT want to be the last person to watch This short 5 Minute Video Wes! 

That would mean Bad News and a ton of lost ca$h for you indeed…

I’ve sent a couple messages to you over the last week or so about my latest and most powerful system I’ve ever launched (If you haven’t seen them, check your junk folder).  I’m emailing you because you signed up for the SpiderWeb System back on 28 Jun 2008.  I understand if you don’t want to recieve any messages from me, just simple click here to unsibscribe: Unsubscribe me from this list

But if you’re interested in learning more about what I’ve got coming out next (HUGE) then you can watch this short 5 Minute Video 

The comments that people are leaving in response to this video completely speak for themselves:

> Internet Marketing,Training — Wes @ 11:26 am

September 17, 2011

Home Business How to… Copycating is a Good Thing?

Dear Subscriber,

Here’s the best thing you can do when starting your Carefree Business…

Just model yourself on the successful entrepreneurs who have come before you. They’ve blazed the trail, figuring out the best marketing strategies, hottest niches, most useful software … the works. And they’ve left you the map. All you have to do is follow.

As Brian Edmondson, six-figure Carefree Entrepreneur and Director of the Internet Money Club program, says in his essay today, it’s a much easier, faster, and less risky way to build a growing, profitable business.


Jason Holland, Managing Editor
Carefree Entrepreneur

P.S. If you haven’t officially signed up for Carefree Entrepreneur yet, I want you to do so today. You’ll ensure you’ll never miss an issue AND get a free report from Michael Masterson with his 12 most powerful business start-up secrets.

Copycatting Is a Good Thing
By Brian Edmondson

“So far, my website is pretty much identical to your site,” PG told me.

PG is one of my coaching students. I had just asked him to tell me about the progress he was making with his online business.

He had a sign-up box on the top right-hand corner of every page of his website. It offered a free newsletter in exchange for a site visitor’s first name and email address. He had a lot of quality content. And the site navigation was clean and easy to follow. He even had a search box and “refer a friend” option.

Was I upset by the striking similarity between his website and mine? Absolutely not. I was happy to see that he had copied so much. In fact, as his coach, that’s what I told him to do.

You see, it wasn’t my “intellectual property” that he was using. It was the structure of the website and the business model.

When you’re starting an online business, one of the smartest things you can do is follow a proven model instead of trying to figure it all out on your own. And if you have a coach or mentor to help you, so much the better. It will really speed up your learning curve.

Now, you may be thinking that “following” another business and having someone “hold your hand” doesn’t sound fun, exciting, or original. But the fact is, most fledgling entrepreneurs who try to reinvent the wheel end up frustrated and disappointed. (There is nothing fun or exciting about spending a lot of time and money on a business and not turning a profit.)

I should know. I used to be one of those guys. But after a couple of years of trial and error, I discovered a tried-and-tested way of doing business online: the Agora Model. It’s named after Agora Publishing, the information marketing company. I learned about the Agora Model and met the mentors who helped me apply it.

In a nutshell, the Agora Model uses direct-response advertising to drive traffic to your website. On the website, you offer valuable information – say, a free newsletter or special report. In return, you ask your visitors for their email address.

Once you have a visitor’s email address, you follow up by sending them additional free information, as well as offers for your products and services.

This simple model is underutilized by online entrepreneurs. But make no mistake about how powerful it is. It is the model that Agora used to grow into a $600 million a year company. And dozens of other in-the-know solo entrepreneurs used to create their own successful businesses – including me.

I used the Agora Model to build my own six-figure online business. It worked for me. And it can work for you, too.

Sure, I look at other online businesses and adapt some of what they are doing successfully to my ventures. It could be a copy approach, a type of offer, or a hot new product. And I’m always on the lookout for new strategies and techniques.

But the Agora Model is the core of my business.

It’s tempting to be a renegade and try to do it “your way.” But the days of the Wild, Wild Web are over. And the Agora Model has been proven to work time and time again.

Once I learned and applied the Agora Model, it really accelerated my progress. As I said, the quickest way to build an online business is to have a mentor or coach guide you through the process.

As a Carefree Entrepreneur, you’ve already been getting great advice from top online entrepreneurs who have “been there, done that.”

You can learn a lot from them. But I think you’ll find that direct coaching by an expert – someone who has achieved a high level of success doing what you want to do – will help you get results even faster.

Editor’s Note:

Your Key to the Carefree Lifestyle

In the Internet Money Club program, Brian Edmondson walks you through the process of growing your profitable online business using the Agora Model. Brian shows you exactly what he did to grow his six-figure business. You’ll do it from the ground up, matching your passions and business ideas with profitable markets and building your search engine-friendly website and then building your email list and fine-tuning your marketing to turn prospects into customers.

The Internet Money Club is geared towards beginners. No previous Internet, business, or marketing experience is needed.

Go here to read about all the first-time entrepreneurs who have found the Carefree Lifestyle with the Internet Money Club.

> Internet Marketing,Training — Wes @ 3:09 pm

September 16, 2011

Home Business Tip of the Day: The What Why and How …

7 Creative Ways to Obtain One-Way Backlinks
2011-08-19 13:57:05-04

Having your website rank on the first page of a search engine is a huge accomplishment for anyone who achieves it. Just being within the top 10 search results for a particular term or keyword on Google, Yahoo, or Bing will likely bring you loads of traffic and conversions. If you aren’t a well-known site, […] >> read more


Why Every Blogger Should Take a Break from the Internet
2011-08-23 09:31:42-04

Starting a blog is easy, but having the perseverance and commitment to keep blogging regularly is much more difficult. It is common to get burned out when you are writing a blog. You devote so much time and energy to your project at the beginning, and then you just lose interest. Alternatively, you want to […] >> read more


The What, Why and How of List Segmentation
2011-08-24 07:03:49-04

So your subscriber page is up and running and you’ve gotten a decent collection of visitors’ email addresses. The next step was taking that list and actively marketing your products to them via email. To start off, you sent a couple of email messages to your list but found that your open and click rates […] >> read more




> Internet Marketing,Training — Wes @ 8:12 am

August 26, 2011

Old School Still Works Great & Most is FREE and Easy


Recently, I said to myself how can reach a totally new market who have money and the need for a web presence or new income sources?

The trick I told myself was that it had to be free or really cheap and it had to be done without the need for a computer. I figured that that way, anyone, even kids could do it.

My answer was to go Old School!

What do I mean?

I said simply go to where the prospects hang out (coffee shops, book stores, internet cafe’s, etc.) and simply drop cards into popular books, magazines, and in pant and shirt pockets while shopping as normal consumer. No pushy banter or sales talk of any kind… just handing out cards I thought they might like to read.

You all may say, wow thats sneaky or think you are too shy to do that.  I Think it is a way to reach people long term, it’s not hard, it’s not pushy, but it does take time and dedication each week to get out there in the public arena.  I really enjoy the challenge of finding new places to leave my cards.

On top of all this you can also drop your cards in cashiers hands, hand them out with tips for baggers or waiters, set them in phone booths and even in the newspaper racks with the car and home ads.

Another simple method I’ve been using also is to put my card in when paying bills. People open and take care of your payments so always include a card or two with any check or payment you make.

I know, these methods are not new and with the way email is sometimes is getting with spam filters and state law requirements, you if you really NEED to start exploring new ways to get your message out if you really want to explode your business.

You are going to have to get out of your comfort zone and go out and meet real people, indentify group leaders and take the time to train them to duplicate some of these simple old school marketing methods.

One last simple method that 99% of all successful business owners use and 99% of all who fail don’t use!

Put a simple sign on the back of your car that says:  Tired living Paycheck to Paycheck want  to earn more! rcd msg XXX-XXX-XXXX or

this way, no matter where you go, you are advertising your business.

We don’t need to re invent the wheel.  Just keep it simple and show your members You Care about Them!

Have fun!


> Internet Marketing,Training — Wes @ 10:56 am

August 11, 2011

My Take on Why People Fail to Succeed

My Take on Why People Fail to Succeed

Fellow Entrepreneur, this is quite interesting…

After studying with someone who pays
close attention to analysis, I’ve come to this

Most people out there who are looking
to make a full-time livings (or even
part-time) fail to achieve true “revenue”
simply because they fail to get started…


Even though they spend some time learning
and trying things out (sometimes for years
and years) they STILL fail to succeed– simply
because they fail to EVER GET STARTED…

Makes sense huh? This isn’t you is it?

Look, most people (even those who have been
at this for some time now) STILL don’t have a
site of their own… NOR an affiliate-program
of their own… NOR valuable content to market
as their own, much less a membership site
or up-sells, etc.

They just don’t have a functioning, full blown
online-business system of their own yet!

YOU SEE, when it comes down to it, at the
end of the day, you can either spin your
wheels for years to come, getting nowhere fast…


you could quickly get your own full-blown
online business up and earning in the
next 12 hours or less!

It would seem obvious to me, those who
get their own “online business” running and
earning “revenue” FAST, would be the ones
who earn big revenue quickly, while the
large majority continue to spin their wheels
and fail.

Therefore, I strongly recommend you drop
everything you’re currently doing (SERIOUSLY)
and take a hard look at this program here:


Click Here

You barely lift a no cost finger and it’s ALL taken
care of for you quickly and easily and pain-free!

How powerful is that?

I bet, if you take just a few minutes and
look at that program, you’ll quickly see
what I see… (yes, I’m using it already)

AND, that is a hugely powerful [opportunity]
unlike anything you’re used to seeing, period.

How often can you get something this life changing
and really get it for nothing?

Go Here ASAP because I assure you, this will
change your future success:

Go Here:


Click Here


Wes Waddell

PS – If you are not actively running your
own online business yet, have failed to simply
get started, and have read this email, I’d
be completely shocked you’re still reading
and have yet to click the above link:

February 3, 2011

Home Business Tips Week 8 – One Thought Change to Increase Your Income

Subject: Home Business Quick Tip – The One Thought Change that Could Multiply Your Profits

Hi Fellow Entrepreneur,

As I promised last week, today I’m going to share with you a simple shift in your thinking that conservatively, could multiply your income in a very big way.

Really, I’ve seen it time and time again… especially in my own way of thinking.  A slight shift in the way you see yourself and bingo! Unbelievable increases in your profit potential.

I kid you not… want know what it is?

It’s simple, really, but very powerful – you just need to change from being the “provider” of your product or service and instead become the “marketer” of your product or service.

In other words, go from being the doer that does everything him/her self and instead become the seller that generates the money.

I know, sounds way too simple to be true; doesn’t it?

Many entrepreneurs when they first start out mistakenly see themselves as the “provider” or “supplier” of what their business provides with the job of getting customers who buy it as a necessary evil done just till things take off on their own.  I know I did, and boy-oh-boy is that a truely BIG mistake.

Let’s try and state more simply:  Seeing yourself as the “doer” blocks you from:

  • ** systemization and outsourcing your business so it no longer needs your active involvement
  • ** fully controling the marketing and sales of your business and it’s products
  • ** having the flexibility, time and energy to really enjoy your life while your business grows

On the reverse side, when you see yourself as the primary HB marketer, your main responsibility now becomes acquiring, retaining, and maximizing the value of the clients/customers. Then, the “provider” roll of the product/service is now the necessary evil, but only until your business begins to support itself.  This comes much faster and providers are easy and cheap to come by, marketers… especially good ones, are very expensive if you can even find one that isn’t already maxed out.

Don’t believe me yet?

Think about your J.O.B. (Just Over Broke) – which one are you?  A provider or a marketer?  Who’s making all the real money… the provider (worker) or the marketer (owner)?

Understand the difference now? You now should really see the difference in how you define yourself and how it has such a tremendous impact on how you allocate your time and energy.

And, while the delivery of a quality product or service is certainly important… it’s not nearly as important, and/or as critical, as the ability to market and sell those very same products and services.

One last little bit of my hard earned personal wisdom, remember this:

There’s Absolutely No Problem That More Revenue in the Business Can’t Fix


There’s no Revenue if there are no Clients/Customers seeing the Business.

Now go get ’em mister Biz Marketer.

To your success, next week we’ll take a look at avoiding HB scams.

Wes Waddell

> Training — Wes @ 6:11 pm

December 17, 2010

SpidersMarketingWeb Home Business Quick Tip – Are You Moving in the Right Direction?

Subject: SpidersMarketingWeb HB Quick Tip

Good day Entrepreneur Friend,

This week I just wanted to share…

Another SpidersMarktingWeb Home Business (HB) Quick Tip with you.

Short and quick this week as I know you are busy getting your first HB up and running by now.

Remember people always want to save money – or at least get the most for what they spend. They may want to invest for the future and/or save for a really big purchase.  This is what will make them feel more secure.

Doesn’t it you?

Business definition for the week:

Director: Who’s the BOSS. The people ultimately in charge of a company are its directors. For a large company, there will be a complete board of directors, elected or appointed by the shareholders. For a HB, though, you generally appoint yourself as the sole director since you are also the sole shareholder or proprietor.

As the director/owner, it is your full responsibility that the biz succeeds.  Take a look at your plans and implementation to date.  You did create a business plan like we showed you earlier didn’t you?  If you were just a member of a complete board of directors… would you still continue on the same path at the same speed as you are headed in now?

Think about this for a minute?

You are in charge, it’s time you take the responsibility seriously and order yourself to get to work doing what really needs to be done in order for this HB to succeed.

If you are serious about success, then you need to constantly assess what’s best for your HB.

Enough Said!

Look next week for quick tips on choosing the right name — it really means more than you think it does!
Well, as always… here’s to your success,

Wes Waddell

> Training — Wes @ 7:28 am

November 25, 2010