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Thursday, February 24, 2011

Sales without selling!


One thing I've noticed about the SEO industry is that it's the best networkers and presenters that have the most success. This should come as no shock as building relationships on the web with SEO is often not so different than from in person. For many this means cold calling, speaking locally, travelling to events, and keeping in contact with others in the industry. People like Anne Smarty especially recognized this with MyGuestBlog, and capitalized on it. Rand Fishkin travels and gives effective speeches around the world and was even once trademarked by his shoes. In a world where everyone's a guru stepping out there and talking about what you do takes some confidence to put yourself on the chopping block. It's one thing to call yourself an expert on the web and another to do it in front of a thousand people prepared to ask intense questions. Polishing your speaking skills is no different than conversion rate optimization and SEO. It takes a good plan, and the right strategy.
When I do any presentations and sales I follow the G.U.E.S.S.T formula.
Greet everyone with equal enthusiasm, and engage them to build rapport. Many are able to do that with a joke or asking the person a question about themselves. People absolutely love to talk about themselves and their hobbies. Someone who is smiling and enthusiastic usually drops a lot of walls. I can't tell you how many times I've seen a presenter or sales person go right for the pitch without even introducing themselves. Are you trying to sell to me, or do actually care what my needs are? Drop the walls, build rapport.
Understand who you're dealing with. This comes into the qualification stage with the Who, When, Why, and Where fall into place. If you know the audiences needs it's much easier to get them to agree and engage actively. This can only end in success. In todays market everyone's tired of being sold to 24/7. If you just listen to people's needs and let them talk you'll go a long way. Give the wrong product/solution because you're not listening or asking the right questions and lose the audience.
Educate the client or audience based on their needs (who, when, why, where). If you've qualified the audience and received all the right information all you have to do is give them the information they told you they wanted. Confident speakers and sales professionals can close sales effectively in little time without confusing the client. The best sales people know the right questions to ask without building walls. Too many slides can confuse and lose the audience, and It's the same thing with sales if you're trying to give the client a choice go with one to three items max. You'll never see Steve Jobs present with 60 slides. If you've asked the right qualifying questions you already know the answers and should just be closing with the perfect solution.
Satisfy the audience by asking closing rhetorical questions by applying the solutions/products to their needs. If they agree with you 3 times move on don't exhaust the subject. The law of reciprocity shows that people are more likely to buy from someone that teaches them something. If you're listening, and answering their needs then you can Sell without Selling
Sell them with the polished close. If you're good at qualifying your audience all your work has been done for you. The audience did all the selling for you, and you just gave them what they wanted. We have two ears and one mouth for a reason.
Thank them for their time. Being polite and showing appreciation goes a long way.
The bottom line is you are a brand. How you sell yourself, and present yourself goes a long way. If you can apply the above your sales conversions will be much, much higher. My close rate is very high because I apply the G.U.E.S.S.T system, and you should too.

Credits to - Adam J. Humphreys of Making 8 Inc.

Thursday, February 17, 2011

30 efficient Web Tools that Save Time and Make Money for Power Users!

Web tools are useful when they don’t require a significant time investment to master them or use them. The best tools out there save time and make money at the same time. They don’t even have to deal with time and money like time management or micropayment tools do. They just have to make sure you reach your goals as fast as possible and that you finish the tasks you work on as quickly as possible.

Social Media Tools
  • CoTweet makes Twitter actually conversational and searchable. It saves all your past conversations.
  • Sendible is similar to an email marketing tool but for social media. Send messages via numerous channels in an organised way.
  • Get Satisfaction is for gathering user feedback directly when you want it, instead of perusing the whole Web to find it.
  • SM2 is an analytics tool for social media that collects all kinds of data on the keywords you want it to track, so you don’t have to search Facebook, Twitter, blogs and forums.
  • Trunk.ly collects your links from Delicious, Twitter and Facebook automatically so that don’t have to back them up or search for them. Trunk.ly does both.
  • Amplify is like Ping.fm or Friendfeed in that it combines all your networks in one place, plus you get a WordPress blog there automatically​.​
  • ShopTab is a tool for creating a shop tab in Facebook without much fuss. Some agencies charge thousands of dollars or let you pay per click; not here.​


Search and SEO Tools
  • Yahoo! Search Clues is a keyword research tool that not only shows you how often your keyword gets looked after, but also who looks for it. In a way, it combines several Google and Bing tools in one place.​
  • blekko is a spam-free search engine. Although it may take a while to get used to it, once you know how to use it and you’ve customised it to fit your needs, it’s better than Google.​
  • Screaming Frog SEO Spider allows you to crawl the Web like a search engine​. You check your site for broken links and much more.
  • Global Market Finder is a new keyword research tool by Google, finding potential markets for you abroad. No need to do it manually anymore.
  • Reinvigorate is not only a well-designed, real-time analytics tool; it also offers heat maps for the most competitive prices out there.
  • Domainr is a very ​simple and fast domain search engine giving you a quick overview of all kinds of domains, even the most exotic ones.

Music Tools
  • SoundCloud – Your Sound, At The Heart is a one stop shop for all your audio and musical needs​. Whether you’re an artist, a journalist or a user wanting to download free music, Soundcloud is for you​.
  • stereomood allows you to play music matching your current mood. So no need to tediously add artist names or listen a one size fits all genre radio. ​
  • Hitlantis uses an advanced visualization to help you find new music from independent artists you might like quickly​.

Web Design & Development Tools
  • Optimizely – A/B testing is really obligatory if you want to make sure that your visitors really use your site to buy and not to bounce. Opimizely is an easy-to-use WYSIWIG editor to create A/B tests.​
  • Sumo Paint is like PhotoShop but it’s online and you don’t even have to regsiter. Just drop in and create your graphics.​
  • Clue is user testing in such a simple way that any text describing it would take longer than to test it.
  • Surreal CMS is probably the best way to add ​a simple-to-use CMS with advanced functionality to your custom build microsite.​

Money-Making Tools
  • Pay with a Tweet is an alternative way to pay. You pay with your social capital on Twitter, aka a tweet.​
  • Ven is a new global internet currency which should simplify transnational transaction significantly if you ask me.​
  • Flattr is a micropayment tool you use to pay those writers you actually want to support, with just the click of a button.​
  • Kapipal is a very simple crowdfunding tool does not take money and works with PayPal.​
  • The Invoice Machine creates professional-looking invoices on the fly.
  • Twippr allows you to send money using Twitter. As simple as that.
  • OnePageCRM is a modern web-based CRM tool​ that takes away the fuss from Customer Relationship​ Management. It’s free while in Beta.​

Time-Saving Tools
  • Geckoboard combines all your important business data in one place and updates it in real time.​
  • Mite is a simple yet powerful time and project management tool at a very competitive price.
  • TeuxDeux is the first online ‘to do’ list that I actually use without getting annoyed and losing time.

Credits :- SEOptimise.com



30 (New) SEO Terms You have to know in 2011!

Some of them have been around for years but have been largely ignored by the SEO industry. Others are well known by SEO practitioners but completely off the radar for the general public, it seems. Last but not least there are terms from adjacent industries we now have to deal with in SEO. It’s 2011 – we have flying cars by now! – so it’s time to adopt new terminology as well.​

503
Most of you probably know what a 404 code is. SEO pros use 301 redirects as well. What is a 503 though? It’s a code telling the Google bot that a site is temporarily unavailable and not broken for good.​ You need it when performing site maintenance resulting in downtime.​

A/B Testing
The process of comparing two (or more) versions of a page to find out the best performing one, i.e. the one that is yielding the highest conversion rate.​

Advanced segment​s
Advanced segments allow you to show only particular parts of your site’s traffic in a Google Analytics report. You can customize and save them to return to the same report again. If you are serious about SEO, you use them all the time.​ A common advanced segment is social media traffic, for instance.​

Citation
Citation is the equivalent of a link for local SEO, but of course it’s not really the same as a link. It’s more a mention and a link on a site that is relevant for the Google Places algorithm. In a way, citations are even harder to get than links, as only a select few sites get counted for citations.

Content farm
A content farm is a site, often a huge one, that produces large amounts of keyword laden, low quality content to flood​ the search engines. Blekko and Google consider them to be almost as bad as webspam.​

Content marketing
Content marketing is a new term describing all the means to promote your site online, be it text, images, video or other “rich media”. Content marketing replaces, to some extent, simple copywriting.​

CRO
Conversion Rate Optimization, or CRO for short, is sometimes referred to as conversion optimization, and is the art and science of streamlining traffic once it reaches your site. In other words, it’s a set of techniques to make the user do what you want them to do on your site, e.g. clicking ads, subscribing, buying.

Deep link ratio
Any site with a natural link profile has at least some links leading to its content that is not the homepage itself. Back in the days, overzealous SEO practicioners would build hundreds or thousands of links to a website’s homepage, leading to a very low deep link ratio and thus being obviously “over optimized”.​

Editorial link​s
Editorial links are not links in the editorial but links set by site owners, bloggers or content creators within a text itself. Also, editorial links are mostly natural in that they are given ​voluntarily (in contrast to paid links). While many people talk about paid links even years after they have been discounted by Google, most SEO pundits still rarely use the term ‘editorial links’.​

Internal link hub
An internal link hub is a very important page on your site which has collected many inbound links from other sites, and thus can have a big impact on the overall distribution of your site’s authority.​

Intelligent content
The definition of intelligent content is not one you can summarize in one sentence I’m afraid. Intelligent content has many characteristics, like being available in many formats, on many platforms​ and readable on different devices.​

Jaamit
A jaamit is a very strong link, a human bond ​that results in a link on a website. A ​jaamit is a link that outlasts the link building efforts or even the link builder. A jaamit link reflects trust, friendship, mutual respect and ​overall appreciation.​

LDA
As far as I understand, LDA or “Latent Dirichlet Allocation” refers to the way a search engine might analyze word combinations or context on a page. Example:  a page about the sky would also contain the words “blue”, “limit”, “high”, “reaching”, “scraper”. So Google might expect these terms to appear, while on a low quality page they wouldn’t.​ I’d be glad to find a better definition somewhere though.​

Link decay
Link decay is the process of a link losing its value over time.​

Link equity
Link equity​ is like the link budget you have on a site and the way you spend it. Do you waste it on linking to the wrong places or in the wrong way?

Micro conversion​s
While conversions ofter refer to major goals a website can have, micro-conversions can reflect any goals you choose to measure user engagement with your site – something like a lead, a sale or at least a subscription. A time on site of more than 5 minutes could be a micro-conversion, or a ​third returning visit.​

Microformats
Microformats is a term describing a set of standards to annotate web sites in order to make them machine readable. For instance, you can tell search engines what an address is using a microformat.

Natural links
Natural links are links by people whom you haven’t asked for a link. If somebody decides to link to you out of the blue without being asked to do so, the link is natural.​

QDF
QDF stands for the Query Deserves Freshness algorithm by Google, which determines the ranking for newly important queries​. Breaking news is a good example. In many cases, a blog or news site can outrank old authority sites for a keyphrase because the QDF algo determines that they are the most current source on that subject at that moment.​

QR Code
A QR code is used to enable mobile phones to read symbols from print material. They are real life links or additional data.​

Relevant links
Relevant links are – in theory​ – links which have a topical connection to your site, e.g. a link from a travel site to a hotel. While the concept of relevant links is controversial in the SEO industry, it’s important to know that some links are more relevant than others.​

Rich snippets
Rich snippets are ​based on the RDF format or microformats mentioned above. They are machine readable codes and provide additional information​ that is displayed in Google search results.​

Sales funnel
While the idea of a sales funnel is not new, it has entered the SEO arena quite recently. The sales funnel can be tracked and influenced on websites.​ I can’t explain it in one sentence though; you have to see it to understand the idea/metaphor.​

Semantic
Semantic means “dealing with meaning”. Semantic search and SEO has been around for a while but it’s still nascent. Bing uses some semantic technologies from the semantic search engine Powerset​ which it acquired.​ Google, in contrast, doesn’t understand the meaning of a web document yet. It just analyzes the keywords contained in it.​ A semantic search engine can, for example, distinguish between spears and Britney Spears, while one that doesn’t will offer you both results.

Shopping cart abandonment rate
You probably know the bounce rate – that is, the percentage of users leaving your site after landing on it without performing any other action on it beyond clicking an external link. On e-commerce site the SCAR leaves scars on your revenue as it’s the percentage of customers who have left in the middle of the shopping or checkout process.

Slashtag
A slashtag is a customized vertical or niche search engine on Blekko.​

Social CRM
Social CRM refers to customer relationship management before they are customers or forging relationships beyond CRM. It uses social media for that purpose.​

User testing
User testing is a form of usability and website testing​ where you actually invite real users to test your site and watch/record what they are doing and where they fail. You improve the site based on these user testing findings.​

UX
Usability is not UX/User Experience (Design); it goes beyond it. It encompasses making the user want to use something for instance. A good example is the iPhone. While many phones might be usable, the iPhone is also desirable in the UX sense.​

Wonder wheel
The Google wonder wheel is an excellent Google search tool which allows you to overview keyword clusters which are related to a particular query. It has been around for almost two years now, but many people still don’t use or even know it.​

Credits : Tad Chef, Seoptimise.com