We tend to be creatures of habit, get up at a certain time, take meals at a certain time, retire day at a certain time....plugging through each day much same as day prior.

The internet has changed a great deal since it began in 80's--the evolution has brought forward a great number of changes in our 'day to day'. The way we advertise and way we do business has changed.

Back in good old days, a businessperson was out there in world, greeting and speaking with those surrounding them in their lives--most important; they were taking hold of people’s hands in a friendly shake. Many others sit behind a screen, waiting for someone to swing by their cyber-world so that they can meet them with a cyber-shake. Even though most do a great deal of internet marketing, it is very important to remember that there is a person behind that digital transfer of words through email or page.

In speaking with a friend of mine who has both an online and a brick and mortar store I asked him this morning how he felt about experience he was offering to his customers these days and how important cyber-business was to him.

His answerers surprised me, but prove what many of our customers are all saying—if you take time to listen.

Through his doors each day will pass thousands of customers—who fought traffic, rushing here and there to run all their errands, make it to work on time or in a hurry to get home from work. He realized that even his life had become much same congested rat race we all enter in to accomplish what we need each day. This past year brought many changes—all thanks to his cyber customers.

This caught me off guard for a moment—and he allowed me a few moments to digest his comment—he has always known importance of brilliant silence. He knew my mind was running on that last comment and awaited my response, eager to share what he meant.

So I took bait and asked him how his cyber-customers changed his way of thinking. In 70’s he purchased his shop—and over years has grown till he owns most every inch of block his store now resides. Through years he has remodeled and built some of most amazing layouts. The original was cluttered with rack after rack of everything he wanted to sell—it was hard to move through everything to see his wares. Let’s not forget 80’s when everything was bright colors—still so many racks you could hardly move around. The 90’s produced some great displays of metal, track lighting and glass—still so much you could hardly move around. He said his sales were going strong offering nearly everything created under sun, which focused on his corner of market so that all of his customers had everything available—if they could manage to find it.

I asked him what in world this all had to do with his cyber-customers. He replied—“a year ago we slimed website down, removed much of ‘clutter’ and got to bottom line—listing only key elements and key products which his market were looking for. If they want something they can’t find, they can pick up their phones and call us—chances are we have it and can ship it right out to them”. He was proud to admit that his internet sales have tripled—even though they offer less.

The first step involves creating a rough draft of your marketing message, while emphasizing strong points and best attributes of your product or service. Your message, especially your headline, should strive to capture your prospects' attention, focus on many benefits they'll experience, and outline important features and selling points. The first draft should include a call to action, as well as whatever contact information is necessary to get prospect to follow through.

Navigate Through Expected Sales Objections

Possibly most daunting obstacle to generating inquiries and making sales is human inertia, which is basically tendancy to postpone, deliberate, and procrastinate. The best way to overcome that is to create a sense of urgency by imposing a deadline for taking action. Whether your supplies are limited -- or prices are about to go up -- or prospect must act now "before it's too late", there needs to be a feeling of urgency conveyed if you are to be successful in overcoming powerful forces of inaction and indecisiveness.