Old Meets New in the Web Store Business Plan

Written by David Johnson


Continued from page 1

Management Plan Identifyrepparttar key players who will plan, build and maintain your online operation. Donít forget to include personnel in charge of your back-end systems, such as customer service (check out www.workz.com/manage/cs.asp), order fulfillment, warehousing, and shipping. Determine what tasks will go to existing staff and what tasks you will outsource to consultants, so your business plan clearly states where these responsibilities will lie.

Financial Plan Decide what technical functions are necessary to your Web site and researchrepparttar 109074 costs of delivering those functions. You can use a turnkey solution to get your site up onrepparttar 109075 Internet (such as AOL or Yahoo! Store), or you can pay for technical expertise and bring these functions in-house. (Try www.workz.com/build/vendors/host.asp.)

Once youíve determined your technical requirements, calculate how far your existing capital will go and then decide whether to seek additional capital investment. If youíve been thorough in developingrepparttar 109076 rest of your plan, you íll be able to project income versus expense based on estimated site traffic and visitor-to-order ratios (the number of visitors compared torepparttar 109077 number of buyers on a site). Your investors will require this type of forecasting.

Rememberrepparttar 109078 old saying, "The more things change,repparttar 109079 more they stayrepparttar 109080 same." E-commerce strategy combined with a traditional small-business format isrepparttar 109081 winning formula for your Web store business plan.

David Johnson is the founder, president and director of workz.com. He is a lifelong entrepreneur, small-business expert, and Internet pioneer. He decided to create a trusted resource of objective how-to information to help other small businesses. Because of David's experiences, workz.com continues to provide answers and solutions to the overwhelming issues and challenges facing small businesses on the Web.




Selling - Blending E-Commerce and Store Front Sales

Written by John Warzecha


Continued from page 1
case that quite often a sale will occur, not based on what needs are met. but onrepparttar extras that come withrepparttar 109073 package. The only way that you can find outrepparttar 109074 bells and whistles that will sell your system is by listening. Someone can have features similar to IBM, Compaq or Panasonic, but they can sell their own system by emphasizing features that fill a need thatrepparttar 109075 customer never knew he had- his hot buttons. These needs are discovered by asking questions and then listening. Here are a few cardinal rules: don't be patronizing or condescending- don't assume that you always know what is best forrepparttar 109076 customer, or that your superior product knowledge entitles you to decide what is best for him. More importantly, don't try to sellrepparttar 109077 most expensive item onrepparttar 109078 market. This is very short-sighted. It has been shown that an unhappy customer can affect up to two hundred potential future customers. For example, a store owner was looking for a new cash register. He came into our showroom looking at some very sophisticated Point-of- Sale systems. He was impressed withrepparttar 109079 flash, bells and whistles. I listened to his needs. I could have sold himrepparttar 109080 $4,000.00 piece of equipment, because he wanted it, even though he didn't need it. His requirements were assessed and he was told that all he needed was a three hundred dollar cash register. It was essentially a cash box that would give him a total sales printout atrepparttar 109081 end ofrepparttar 109082 day. When it was explained to him that his needs were for a simple cash recording system, he appreciatedrepparttar 109083 fact that we had looked beyond his enthusiasm and sold him an appropriate item. Eight months later, when his business had expanded dramatically and he needed an expensive system- where did he go? He came back to us and ended up buying $14,000.00 worth of POS equipment. An initial small commission turned into a very sizeable order a short time later becauserepparttar 109084 customer had been listened to. People resent being patronized or treated as if they are not aware of their own needs. They appreciate your advice but that advice should never be stated as an imperative. You may getrepparttar 109085 initial sale because of pressure tactics butrepparttar 109086 long term ill-will can result in missing out on substantial commissions. There is also another interesting fact: once someone has come to you after checking out your web site, and they have bought from your retail outlet, their next purchase will probably be from your web-site. This is providing that you have sold them what they needed, and not what you wanted them to buy.

John Warzecha, sales trainer, educator, and speaker, who holds a B.A., B.Ed., and an M.A., is V.P. of Communications at Wyka-Warzecha Enterprises, http://www.wyka-warzecha.com, a site devoting to helping website designers achieve amazing special effects with easy to use Java based products.


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