Be honest. If you're scared you will be paralyzed and a sense of need will drive away business.

7. Stay focused but not necessarily on a single goal. In early stages, you may want to explore two or three avenues simultaneously.

8. Don't give up your power. When you start to feel intimidated by advice, remind yourself that you are in charge of your life.

9. Break your goal into small steps. Make a short visit before you make final move. Find a client or two before you open doors to your business. Take courses before signing up for a degree.

If you have chosen an all-or-nothing goal, strengthen your safety net.

10. As you begin moving toward your goal, pay attention to what happens. Do things fall into place? Does a funding source appear out of nowhere? Does a friend-of-friend offer help?

An increase in your own energy can mean you're on right track -- or simply that you are enjoying a change from your recent experience. Interpret with care.

So how do you work that into your Internet business?

Just do a little brainstorming. Can you offer a product that you can offer volume discounts on?

You may offer a basic product to hold customer while gently suggesting another. Internet businesses have a variety of means of doing this.

After a customer has gone to order page of your product you may :

(1) Bring up a page recommending your "platinum" product for a few extra dollars. Again psychological impact is that customer says well, heck, I'm already prepared to pay x dollars, I might as well get whole kaboodle for a couple of dollars more.

(2) The order page could have a check box which may or may not be checked already, with following comments:

" Would you also like to offer product y , our customers that purchase product y have all exclaimed how glad they were to make that purchase"

This a technique used by a lot of Internet marketers with great effect.

(3) Instead of "hard" sell you could say :

The customers who bought product x also bought product y, and then give links to product y.

Internet bookstores use this with good results.

(4) Another key aspect of upselling you may use in your business is to offer a trial period, either free or for a minuscule amount, like $1. Then you charge regular pricing after trial period. The merit of this course of action is that persons who might not have bought your product, being a bit skeptical, will have a practically risk free opportunity to try out your product.

CONCLUSION Remember that traditional marketing concepts and principles are not suspended because you are doing business on Internet. In fact there is a lot to be gained from understanding how direct mail order firms operate.

Don't forget 20 percent rule though, what's that?

20 percent of your customers will contribute to 80 percent of your sales. This is true of affiliates as well. So although you shouldn't ignore 80 percent, concentrate your cross selling and up selling efforts on 20 percent that have greatest significance to your business.