Leaders are usually hailed as giants of their chosen fields. A giant can be gentle or it can be an ogre. Look for those whose values match yours, who are willing to take a beginner by hand and lift them on their shoulders of greatness. In other words, these individuals still want to see further into future of life, but they are only this tall. By adding you to their shoulders, your view is greater and more grandeur. These successful individuals know that they can learn from you, even though you are still feeling your way around. By sitting on their shoulders you have a pinnacle view and can tell them what you see and how far your vision is. The young can learn from old, and yet, old can learn a lot from young. Beginners have new insights, visions, and creativity while seasoned individuals can advise as to what to avoid and what stones to skip across. There is no one that has absolutely nothing to offer someone else. There is not one person you will ever meet that you cannot learn something from. The ripples in a pond are not contained, They reach out further and further into a never-ending circle. When you throw your pebble in water of internet marketing and business online, there are concentric circles that can join yours, and these circles will widen to an even greater width and depth. Also, as you trudge up hill of learning basics, try and remember them so that you can help another. You may just be lifeline they need to call upon when all hope is gone and they are ready to throw in towel. Others are there for you, so return favor someday. ENJOY! ©Arleen M. Kaptur 2002 July

3. DISTRUST

Many prospects are "almost customers" because they are skeptical of your promises. They bought things in past that did not produce promised results. They don't want to risk repeating that experience. Some ways you can overcome obstacle of distrust include:

** Eliminate their risk of loss. Offer an unconditional money back guarantee if your customer does not get results he or she expects.

** Prove your record of delivering what you promise. Provide testimonials from satisfied customers as evidence you lived up to your promises in past.

** Provide your customers with direct access to you in person or by phone if they have a problem. Prospective customers feel secure and are more likely to buy when they know they can talk with a real person.

TIP: Direct access to a real person is especially effective for overcoming distrust when marketing on Internet where entire transactions can occur without any personal contact. Many online sales are lost to distrust because a web site does not provide name of any real person or a phone number to reach a real person at business.

You probably lose more income than you realize from customers who almost buy from you. The 3 major buying obstacles of procrastination, low priority and distrust cause you to lose these sales. Apply tactics revealed in this article to overcome these 3 obstacles ...and convert your "almost customers" into profitable paying customers.

Bob Leduc is a Sales Consultant with 30 years experience in building successful businesses. He just released a revised and completely updated New Edition of his manual, "How To Build Your Small Business Fast With Simple Postcards", and several other publications to help small businesses grow and prosper. Email: BobLeduc@aol.com Subject: "Postcards" Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV