You have a website and are managing to receive a couple of hundred visitors per day. That's nice and congratulations to you! But so far, where are sales?

You look back at your sales material and everything seems fine. Your website is easy to use. You tried following advice on Internet marketing but still no sales.

What are problems? Well, only person who can really answer that is you. But in order to know what problems are you'll need to develop a method to help you detect them.

Here's a 4-step plan to help you:

1. Define goal of your website. It's already done? Think twice. The only viable goals for your business are those that will eventually put more money in your pocket. So what are your goals? To generate sales? To generate leads? To improve your customer service?

The goals you define will tell you how to read your results and what to track. As an example: if your goal is to improve your customer service you'll want to know whether visitors to your site are your actual customers. You'll also want to know your customers’ level of satisfaction and so on.

2. Once you’ve established this, try to determine variables you need to track. Let's take lead generation and sales. If your goal is to make your site sell, you'll probably need to track sales compared to number of visitors. But it doesn't stop here. Let me ask you a question: WHAT IS THE MOST IMPORTANT PAGE ON YOUR WEBSITE?

If your goal is to sell, your most important page is order form. If your goal is to generate leads for your business, most important page is one asking for contact information. This is important to understand because if you don't get your visitors to that page you are in big trouble. You may have best copy in world but if no one reads it you fail. When you have determined which page is most important one in terms of achieving your goal you need to focus on how to get people to that page.

3. In order to maximize number of people who visit that page you’ll need to know which trail whoever reached that page followed before they arrived there. To do this you'll need to take a look at your server logs and determine what sequence is that makes people click on link to your core page. Which sequence brings in best results in terms of sign-ups, contacts, or inquiries?

Remember that time? Remember how great you felt when they called you up and told you how happy and appreciative they were that you introduced them to that company?

Well, you owe it to your customers to give them same opportunity with respect to your products or services.

It's important that you understand power of referrals. Not only with respect to how it benefits you, but how it benefits people giving them to you, and people they refer. In essence, it does three important things:

1. It helps your customers better appreciate benefits and value they receive each and every time they do business with you.

2. It gives them an opportunity to give back to you by way of appreciation they feel for experience they get from your product or service.

3. It gives them opportunity to benefit other people in their lives who are important to them.

The critical component of getting referrals from happy customers is really simple: Keep them elated about doing business with you.

I've said this before, and I'll continue to say it again:

"Treat your customers or clients like dear and valued friends."

Why is that important? There are many reasons, but for this purpose it's because "friends tend to do business with friends."

* If someone needed life insurance, I know who to refer them to; my friend Chris at New York Life.