5. With a percentage only a few digits behind fourth, people attend just to meet new people with similar interests. If one event was successful for them one year, they will most likely return without much persuasion.

Language: Meet new people, plenty of time to network, popular, team activities, interactive, pleasure, sold out early last year, don't wait, laugh, enjoy, carefree, playful, festive, entertaining, amusing, curious.

6. In low teens, approximately 10%, these learners just like to expand their everyday lives. They want a simpler, easier, way of living day-to-day. They like shortcuts, appliances and tools that they use regularly that are new, faster, and easier to use. They will toss out a two year old still working appliance to have one that makes their life just a little bit easier.

Use words and phrases that save them personal time or money always works well. Things that help fix things easier, decorating like a pro, cook in less time, and discount travel. They prefer group events rather than single family or solo pursuits. They want to learn only bare information that applies to now and 100% to what they need at moment.

Language: Now, current, inexpensive, lowest, terrific value, compare, affordable, gain, best buy, best bet, cuts, brief, compact, slim, minute, a dash of, condensed, compressed, anywhere, diminutive, versatile, safety, popular, special features, durable, useful, new.

7. Tied with #6 around 10%, this group of learners attend because they are bored, thought it would get them out of their rut, so they will not be alone, and if it helps them finish outside home tasks faster and easier.

Language: Speedy, easy as 1-2-3, effective, efficient, fun, team, buddy, group, play, easy [anything], intimate, usual, exercises, joint, together, jointly, give, share.

Knowing what type of learner you want to attract to your seminars, workshops, TelePrograms, conferences, expos, or other type of learning events. To find similarly attractive words, phrases to sell to your chosen group of learners, use a synonym finder. Begin a list of words and phrases that attract your market before you create any marketing material -- printed or electronic. Add this invaluable information to your target profile.

Also know that percentages don't indicate amount of revenue possibilities. For instance, just because a type of learner you choose to market to falls into lowest percentage doesn't mean that they don't have enough discretionary revenue to pay for learning.

The most important key to all this is to learn to address each group separately. For example, if part of your marketing campaign included e-mail marketing announcements. You would create a separate e-mail (or more) for each group and not try to roll all groups into one e-mail. Please take heed in this last statement. Trying to put everything into one marketing piece is most common mistake that new business people fall into and biggest culprit to no success.

Put together product combos at special prices. This not only sells more products, but also may help create loyal customers by including a product they might not have thought they needed. Make sure your combos represent great value.

6) Web deal

Have special Web-only deals. This works well if you also have a retail shop, but it will work either way. As long as you have information available that allows customers to buy by phone or fax, you can have specials for those who use Web.

7) Free shipping or delivery

Offer free shipping or handling within country or a certain geographic area.

8) Introductory offer

Create a higher "perceived value" for your customers by adding free samples, introductory offers, coupons for future discounts, etc.

9) Price

Price your products competitively. Remember, people shop around. Make sure you don't price your product too low, or people might think it's of a lower quality; but price your products too high, and people won't buy at all. The moral here: Do your pricing research on your Web competitor's products before you price your own products/services.

10) Upsale your customers

Use Amazon.com technique of adding a "Customers who purchased this product also bought these items...." section to encourage customers to buy additional related products. You can also offer a few upgrades and make higher sales.

12) Call to action

With any advertising materials, it's crucial that you get potential customers to act. Now! Use following techniques to create a call to action that will increase your sales:

GIVE A DEADLINE FOR ORDERING We've all received some sort of promotional material that has a deadline for ordering. The offer could end on that date.

Or you could use deadline in conjunction with an upgrade or free gift. For example, order by 15th and receive....

Also, try to make cut off date in same month as your materials will be received. That way, your potential customers know they only have a limited time to respond and they won't fall victim to "I'll do it later" syndrome.

ADVISE OF A PRICE INCREASE People want to get in on a good deal. If your price is going up on a specific date, let your customers know. They'll want to buy before your product's price increases.

13) Create a newsletter

You need to create a newsletter to stay in touch with your past clients and prospects to remind them about your offering. Your newsletter should be very valuable if not you will lose all credibility and all possible chances of doing business with them in future. It is very important to Write articles that demonstrate your expertise in your field.

14) Cold calling

Get on telephone and make "cold calls." These are calls to people who you would like to do business with. Briefly describe what you do and ask for an appointment to talk to them about ways you can help them meet a need or solve a problem.

16) Free samples

Get samples of your product or your work into as many hands as possible.

17) Free quote

Offer a free, no obligation consultation to people you think could use your services. During such consultations offer some practical suggestions or ideas -- and before you leave ask for an "order" to implement ideas.

19) Referrals

Learn to ask existing customers, prospects and casual acquaintances for referrals. When you get them, follow up on leads.

20) Use other people to sell your product or service.

Look for existing mail order companies that would be willing to include your products in their catalogs, or for distributors or sales agents who would be willing to sell your products or services. If you have a website get affiliates to sell your products and services. An affiliate program is any type of revenue sharing program where an affiliate web site receives a portion of income for delivering sales, leads, or traffic to a merchant web site

21) Get noticed by "revitalizing" your business

If you have been in business for awhile, see what you can do to inject some excitement into your business (i.e.) "New and Improved!" You can re-invent your logo; get a Website or update it be more interactive; announce a new "mission statement," for serving your customers with improved services or products, or other ways to let people know you are progressive with your business to better serve them.

Anticipating future market needs and changes is as important as satisfying current markets. New technology, growing international trade, improved communications and increasingly sophisticated buyers have all increased pressures on suppliers to make continuous improvements in their products and services.

A world of continuous change means markets grow, mature and disappear much faster now. Companies must continually assess value of markets they are in, planning, if necessary, to enter new ones for growth or survival.

Andre Plessis Marketing Consultant http://smartbizconnection.com