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.

*Don't use hyphens

Unless a word or phrase has a natural hyphen, such as "real-time" or "soda-pop" leave it out. They are harder to remember, and you will lose visitors who either forget, or don't know about hyphen in address.

*Don't misspell

The spelling and structure of your name should be clear. If visitor has heard of your site through word-of-mouth, they will most likely type in incorrect address if you misspell your domain. For example, www.UltimateEntrepreneursGuide.com is obvious, while www.UltimateEntrepreneurzGuide.com is not. Replacing "s" with a "z" at end of a word is fine if you are a pop band, but if you do it in a domain name you'll only end up losing most of your visitors to your competition with correct spelling.

*Be memorable

This is crucial. If people can't easily remember your domain name, you won't get kind of traffic you need to be really successful. Keep your potential visitors in mind, and try to put yourself in their shoes when choosing a domain. Write down as many names as you can think of, and one by one ask yourself, "Would I remember this domain name if I heard it on street?" When you can answer "yes" you've found your domain name.

Registering your domain name is quick and easy. The entire process usually only takes about 10 minutes once you've found an available name.

Your name is your brand, so choose it wisely. The right domain name could mean difference between success and failure.

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