As you sit there reading this, ask yourself: Is fear holding me back in my internet business? Are there certain things I can do to make me more successful like participating in conference calls, calling prospects over phone etc. but don't because of fear?

Fear is biggest obstacle to your success! If you're new to internet marketing it is like that kid trying to throw a tennis ball at your face! Will you get hit? Or will you catch ball? Hopefully you opted for latter!

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Of course, I had no choice. I had to see what he’d done to my web site. I clicked through and tried new software. It was easy. It did what I needed it to do. I saw other definite improvements too.

I was really impressed, but not ready to do anything. Nice as changes were, I didn’t need them; I could live without them. But Andrew didn’t give up. He sent an e-mail suggesting we talk about ideas early next week.

I stalled. “I’m busy all week,” I e-mailed back. “Perhaps following week.”

He wrote back suggesting that setting up a specific time would make it easier for both of us. He gave me some options when he was available. We went back and forth like this for a few weeks, but guess what end result was ...

That’s right. I’m working with Andrew now. I switched my web hosting company to one he suggested; he handled all details. He’s doing a couple projects for me and I know he’ll do more in future. And, I’ve already recommended him to several people. (If you want help with your web site, his e-mail is andrew@andysplayground.com.)

LESSONS LEARNED

1. Research customers prior to any contact. Be sure to let them know homework you did. Feel free to say or write, “In preparing for our meeting, I _____.” They’ll be impressed; they don’t hear this often.

2. Prospective buyers can’t resist ideas. They have to learn more. To make yourself irresistible and invaluable to customers, become an idea generator.

3. Offer your knowledge and expertise freely. Invest time on a project before you’re hired. It sets you apart from crowd. Plus prospects can sample what it’s like working with you, making a decision much easier.

Jill Konrath, President of Selling to Big Companies, helps small businesses win big contracts. She has FREE monthly e-newsletter, "Quantum Leaps Selling: Ideas & Insights to Increase Sales.” To sign up, send a blank email to mailto:jill@sellingtobigcompanies.com with SUBSCRIBE in the subject line.