B2B? Watch your Mouth!

Written by Rob Spiegel

Continued from page 1

So whyrepparttar heartfelt disdain? Part ofrepparttar 109045 negativity is simplyrepparttar 109046 result of repparttar 109047 audacity and arrogance ofrepparttar 109048 young Internet entrepreneurs. The dot coms showed up in virtually every business sector, announcing they had arrived to turnrepparttar 109049 industry on its head, all without any depth of experience inrepparttar 109050 industry. For all their audacity, they were rewarded with sky-high IPO results after just a few quick months. Suddenly these interlopers were valued higher thanrepparttar 109051 decades-old industry stalwarts. Ifrepparttar 109052 young dot com smarties had half a brain, they would have purchased some of those traditional dinosaurs. In their arrogance, they didn't seerepparttar 109053 value ofrepparttar 109054 dinosaurs. Steve Case of America Online was one ofrepparttar 109055 few withrepparttar 109056 wits of nab a traditional industry leader, Time Warner, while AOL's stock was soaring. Executives of traditional companies had good reason to fear these upstarts. There was a moment when an upstart could become your new boss.

Most ofrepparttar 109057 dot com arrogance is gone, and with it wentrepparttar 109058 swaggering entrepreneurs. Now it falls torepparttar 109059 dinosaur companies to implementrepparttar 109060 transformation. And do it they will, even while they trashrepparttar 109061 concept of B2B ecommerce.

I recently attendedrepparttar 109062 annual executive conference ofrepparttar 109063 National Electronic Distributors Association. The dot coms that two years ago came to disintermediate and destroy these distributors are now "dot gone." In their place are humble software companies that sell e-business functionality torepparttar 109064 industry dinosaurs. The leaders of these software companies are former distribution executives whose start-ups were funded byrepparttar 109065 very dinosaurs they now serve. Better to buy B2B solutions from a former colleague than a whiz-kid college dropout who knows nothing about your industry.

The executives in this industry won. They're eating their cake. They vanquishedrepparttar 109066 un-scrubbed dot coms and are now happily hiring their former colleagues to transform their companies. Yetrepparttar 109067 bitter disdain over B2B persists. It likely stems fromrepparttar 109068 quiet anger overrepparttar 109069 reality thatrepparttar 109070 young no-nothings almost capturedrepparttar 109071 age-old industries.

Rob Spiegel is the author of Net Strategy (Dearborn) and The Shoestring Entrepreneur's Guide to Internet Start-ups (St. Martin's Press). You can reach Rob at spiegelrob@aol.com

Are Visitors Afraid To Buy From Your Website?

Written by Bill Daugherty

Continued from page 1

Another way to lend third party credibility to your site is to join eitherrepparttar Better Business Bureau orrepparttar 109044 Better Internet Bureau, and display their logo on your home page and your order page.

Pictures of your product(s) will greatly increase sales. If you are selling a service or a book, putting your picture onrepparttar 109045 site will build your visitor's confidence in doing business with you.

Clearly state your policy on returns, including any time limits you impose on accepting returns.

Clearly spell out any guarantees you offer on your products and services.

Let your visitors know how your products and services will be delivered, and how long delivery will take.

Anything you can do to personalize your website will make people feel they know you, and this will make them more comfortable doing business with you.

The key to adding credibility to any site is to put yourself inrepparttar 109046 visitor's shoes. Ask yourself, what would make me more trusting of this site? You may be able to come up with better ideas thanrepparttar 109047 ones I have listed in this article.

Bill Daugherty publishes the free Internet Marketing newsletter at http://www.freeadsgalore.com and can be reached by email at mailto:bill@epower.zzn.com View his latest project at http://www.instantez.com

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