Archive for August, 2009

PostHeaderIcon 10 Lessons Outbound and Inbound Marketers Can Learn From Each Other


This article is a guest post by Mike Damphousse, president of Green Leads, a firm specializing in demand generation services.

Over
the past month or so since deciding to implement Hubspot for our company, I’ve
been consuming Hubspot’s online educational materials that cover best practices
for inbound marketers. I read a blog article by Rick Burnes on the topic of Outbound Marketing vs. Inbound Marketing, and it got me thinking that there
may be more similarities than differences.  We can all learn a bit by looking at inbound and outbound marketing.

 

inbound marketing telephones

 

What Inbound
Can Learn From Outbound

1.
Persist
- Outbound marketers will dial the same person multiple times per day,
for days on end.  Do the same with
inbound tactics. For instance, I know there are some long tail keywords that
get little to no impressions per day, but I keep those campaigns fully funded and
keep creating content around them. Prospects that search those phrases are the
best leads I’ll ever get.

2.
Target
– Outbound sales reps are typically snipers. Don’t think of inbound
marketing in too broad a manner. 
The best inbound marketers already do this – they hyper target.  Write blog articles on narrow, relevant
topics.  Bid on keywords that are
so specific they are sniper shots. Drive the most relevant visitors to your
site.

3.
Quality vs. Quantity
– Inbound marketers can sometimes be overly focused on volumes
of leads. They should also be looking at the quality of those leads and the
ability for them to convert to pipeline activity.  Outbound marketers doing appointment setting would rather
have 5 quality conversations a day than 50 wasted ones.

4.
Be Human
– Sales calls are all about the human conversation.  Don’t sit behind Google searches, landing
pages and emails forever.  Engage
the prospects as early as they can be engaged.  Create industry leaders and personalities for your company.
People want to buy from people.

5. Rapport – The best
outbound specialists I know can gain rapport with an individual or admin in
less than 3 minutes.  Do the same
with inbound efforts.  Present
quality content, don’t sell too hard, and treat the visitors with respect.  Don’t force them to click
“unsubscribe.”

What Outbound Can Learn From Inbound

1.
Provide Content
– Prospects don’t want to hear a “blah, blah, blah” sales
pitch. If they are going to spend time on the phone, they want value. Create
content that a prospect wants to hear. Say things that add value to the
conversation.

2.
Listen and Wait
– Don’t sell so hard that the prospect can’t speak. Put the
value statements out there, ask questions, then wait for them to educate
themselves and raise their hands. 
Yes, this can be done in a phone call.

3.
Convert
– Treat every call the same way inbound marketers treat a landing
page.  Make it informative,
uncluttered, and drive them to convert from a low value prospect to a higher
value prospect. Convert them to pipeline prospects.

4.
Relevant Keywords
– Inbound marketers spend enormous amounts of time developing
relevant keywords to build value behind. 
Do the same. Understand what your prospect wants to hear, and use those
keywords during the call.  Listen
for the keywords to come from the prospect as indicators.

5.
Analyze
– I’ve never met an inbound marketing program that didn’t have a geek
behind it.  Track everything and measure
it: dials, connects, pitches, conversions, RFIs, etc.  If you modify your style one week, or get a new lead source,
track the numbers.  Know what works
and what doesn’t.

Bonus Tip:  Master Both Inbound Marketing
and Outbound Marketing

I’ve
visited software and service companies that provide products and services that
support inbound marketing activities. 
I know their senior marketing and sales leaders.  The one thing the best of them have in
common is that they all have sizable outbound marketing programs.  It’s the same with the outbound
marketers that are thriving right now. They are implementing solid inbound
programs and are seeing results.  A
well balanced demand gen program maximizes inbound and outbound efforts.

What
other similarities do you see? Let’s discuss in the comments below.

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PostHeaderIcon BIGLIST Search Marketing Blog Reviews 083109

BIGLIST SEO Blogs

This week I’ll try something a little different with our BIGLIST of online marketing blogs reviews and share a screen shot of the week’s best looking SEO blog to be added.

Mikkel demib Svendson

That honor goes to Mikkel deMib Svendsen who’s been blogging for a very long time, except it’s been mostly in Danish.

Recently, Mikkel decided to launch a SEM blog in English, which is great news if you know Mikkel.  At my first SES conference I recall seeing this guy in a bright red suit taking lots of photos and not sure who he was. Then after seeing him speak on a few panels quickly realized the deep his search marketing knowledge he was offering.  Now you can get that insight online. This blog is a mix of both text and video SEO content, plus Mikkel has a new book on SEO you should check out.

And now for our SEM/SEO Blog reviews.

  • Link Building Best Practices – Eric Ward, aka Link Moses aka old school OLB (original link builder) has re-launched a link building Q/A and tips blog that offers new and updated posts covering one of the most important aspects of boosting web site traffic directly and indirectly: links!  Of course, the blog already ranks #2 on Google for “link building best practices”.
  • seo zombie – Justin Briggs is the recent winner of Marketing Pilgrims SEM Scholarship with tons of fabulous SEO prizes including a press release announcing his accomplishment from TopRank. Justin makes sense out of SEO by providing tips and observations on SEO basics ranging from keywords to blogs to SEO Lessons.
  • Everett Sizemore – Aka @balibones is the SEO at Gaiam and recently launched this blog dedicated to SEO. Gotta love the tag line because it’s keyword rich AND creative: “SEO Consultant – Organic Farmer of Keywords and Tomatoes”.

Be sure to visit these blogs and recommend them to your friends. Heck, add them to your Blogroll. We did!

Blogs included in the BIGLIST have every reason to express their SEO bloggedy awesomeness with an impressive badge.

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PostHeaderIcon 5 Common Pieces of SEO Advice I Disagree With

Posted by randfish

Over the years, I’ve heard a number of recommendations for SEO given out that I simply don’t understand or find logically flawed. I thought it might be interesting to share some of these and hear more perspectives. It could be that I just don’t comprehend the reasoning or haven’t thought things through, but I personally don’t always recommend these, so it’s worth at least a discussion.

#1 – Succesful SEO Copywriting = Keywords & Content Structure

Here’s an example of two pages upon which different kinds of SEO has been performed:

Keyword Optimized vs. Compelling Content

I struggle with the fact that 90%+ of the SEO copywriting advice I see on the web or hear at conferences relates to the use of keywords and the content structure (I’m guilty of this myself sometimes, but have been trying to break that habit). While those things may add value from a technical algorithmic ranking perspective, the value of even one additional external link, at least in my opinion, dwarfs the value of having the keyword repeated in the H2 tag the correct number of times.

It seems to me that if and when copywriters are given the knowledge to understand the web’s ecosphere around their content arena, and asked to target those who share and spread content on the web, their SEO work is likely to add far more value. That shouldn’t stop SEOs and writers from employing good keyword usage practices, but I wish I saw more about how to "write for the Linkerati" and leverage the emotions that make people link.

#2 – Never Exchange Links with Other Sites

There’s been so much fear pushed around the web about reciprocal link exchanges and link trading programs that the message has been muddled up into the completely nonsensical "never link to someone who links to you." To my mind, that’s a touch of lunacy. The web’s link graph is meant to be representative of the connections, endorsements and relationships of the real world. Artificially manipulating it, even when you’re doing so because you think Google wants you to, doesn’t make much sense.

The advice holds true when an offer comes via email suggesting you link to a site with which you have no relationship and, in exchange, they’ll link to you.  It holds true when a directory wants you to link to it in order to get a link out. It doesn’t hold true when some blogger has said something you care about and linked to you, or when a business partner has endorsed your work and is hoping you can reciprocate. I created a handy little risk chart to help explain my positions on "reciprocal" links:

Continuum of Link Exchange Risk

For example, there’s nothing wrong with SEOmoz linking to Distilled’s website – our partners in the UK – and likewise, getting a link back from them. If, however, we weren’t actually partners but only linked back and forth in order to artificially inflate one another’s link popularity, it’s a different story.

#3 – Rewrite the H1 Headline to Be Unique from the Title Tag

I’m not sure exactly where this advice originated, but I’ve heard it from some SEOs I really respect, including my good friend Todd Malicoat. Still, I’m highly skeptical. I’ve tried it a few times in test environments and looked at some rough correlation data – both of which suggesting that there’s no particular benefit to having unique titles vs. H1s.

H1 to Title Mismatch

The big reason I’m against it is that H1s are intended to be the "headline" of a page, and if you click on a search result, then see a different headline on the page itself, it’s a very off-putting experience. This is one of those times when, even if it was good for SEO, I think the usability argument might trump. The expectation created by a title is that the article will be that precise piece. I have trouble imagining search engineers deciding that disparity between the two should result in a higher ranking.

#4 – Never Spam Report Your Competitors

A number of arguments are made against spam reporting the competition when they’ve employed tactics that violate the search engine guidlines. Some operators in the field want to make this a moral or ethical issue (AKA – the "thieves pact" made by being an SEO must be honored). However, since there’s no way to verify whether a particular SEO does or does not submit their competitors’ manipulative tactics to the engines, it could easily be that those most vocal about rejecting it as a path to success are actually the same ones who employ it most. Nothing stops an SEO from claiming to adhere to the "no outing" code while quietly turning in all of his/her cohorts.

This paradigm makes one path obvious – don’t say, at least publicly, that you report spam. Vocal parts of the SEO community are vehement about making examples of (and socially shunning/shaming) those who violate this "code of silence." However, from a practicality standpoint, it may still be valuable to your business to call out spam to the search engines so your site/page has a more level playing field from which to operate (as a white hat, competing against spammers is no fun). The vast majority of smart SEOs I’ve ever encountered expect that their sites are being consistently spam reported and thus engage only in tactics that are either 100% white hat or which they feel confident the engines will be hard pressed to discover (to my mind, the former makes far more sense).

Talking to lots of friends in the field, there seem to be a number of arguments in favor of spam reporting:

  • You may be able to improve your own ranking by removing a competitor
  • It’s a very low time/cost activity and typically a valuable learning experience (even those against reporting still strongly endorse researching and learning from those who do use black/gray hat tactics)
  • You may gain trust in the eyes of the search engines (so long as you are 100% clean yourself)
  • The spam you report may make its way into the index in a scalable way, pushing out multiple manipulators and thus leaving more room, on a macro scale, for your site to perform positively
  • You can get a better sense for what the engines do/don’t tolerate and to what degree by seeing which tactics warrant immediate penalties vs. long delays or no action at all
  • You may help the engines provide better search results for all users, thus increasing the overall value of the web

And a few reasons against:

  • You may inadvertently hurt your own site’s rankings if you’ve engaged in (or unknowingly benefitted from) particular types of spam
  • Reporting spam may hurt your fellow SEOs (gray or black hat though their tactics may be) and is thus unethical

The ethics argument against is certainly the most compelling, and as SEOmoz prides itself so highly on the ethics and values we adopt, I thought a quick review of the subject was in order. Thus, I checked out some great works on ethics from the Markula Center for Applied Ethics at Santa Clara University. In particular, I found it valuable to read What is Ethics, as well as Whistle Blowing in the Public Sector. My basic takeaway is that If you believe that search engines are an oppressive (or potential oppressive) entity that does not have the best interests of the web or its users in mind, then complying with their request to help punish abusers has some ethical concerns. Likewise, if you feel that those who spam or manipulate the engines’ indices are removing value from the web’s usefulness, you may have similar ethical concerns staying quiet. Similar to reporting criminals for violating unjust laws (or turning them in to a corrupt, oppresive regime), the ethics of the situation depends greatly on your view of the engines and those who violate their guidelines.

#5 – A Site’s Age is Indicative of Ranking Ability

This is one area where I worry considerably about the value of correlation data. While sites that have longer history may indeed have a greater proclivity for high rankings, I don’t personally believe that the engines use a raw "age" metric or even an "age of links" metric to inflate potential rankings.

Does Older Always Mean Better Rankings

The "age of site" or "age of links" argument relies on the idea that search engineers believe age to be equated with higher quality. While there may certainly be value in analyzing the temporal nature of links and content, I struggle to think that older universally (or even mostly) correlates with a better result and better user experience. Age may have some bearing on certain kinds of rankings in specific scenarios and could play a role in trust/spam analysis as well, but that doesn’t mean it’s necessarily a positive metric for judging overall potential performance.


Obviously, this post is largely opinion-based, and like all material on the blog, shouldn’t be misconstrued as anything else. I’m looking forward to discussion on these topics in the comments.

 

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PostHeaderIcon 3 Mind Power Techniques to Become A Better Blogger

A Guest Post by Steve Martile from Freedom Education.

It’s normal to have a bad day, right? Well sure. But what if you have a bad week or a bad month?

I’ve been blogging for just over a year. And if there is one thing that I’ve learned is that you’ve got to be consistent. You’ve got to be consistently putting in an effort to build your blog. It won’t build itself.

So what about those bad days?

I’ve had them and they’re no good. You want to bounce back quickly. Get out of that rut. The quicker the better. So you can get back to blogging, life and other things.

And it all begins with the proper mindset. Here are 3 Mind Power Techniques to Become a Better Blogger:

Mind Power Technique #1: Overcome Writers Block With A Physical Change

When you’re writing and you get stuck, do this. Get up, walk around and sit in a different spot. See your screen from a different point of view. Sit in a different location and gain a new perspective.

Sound to hokey?

You see one thing that’s true for anyone is that a change in your mindset will change your physiology – your body posture, facial expressions, etc. When you think new thoughts, the chemicals in your brain change. But what many people don’t know is that the opposite is also true. A change in your physiology will also change the chemistry in your mind.

This the same reason why some writers will use exercise as a way to gain new insights and spark their creativity. A change in there physical state creates a change in their internal state. Body movement is an effective brain stimulator.

So get your body moving. Get up and go for a walk, get some exercise or just change locations to trigger that inner change – the place where you get all of those great ideas.

Mind Power Technique #2: Track Your Progress

I think over the past 3 months, 70% of the blog carnivals I submit to have either quit or stopped publishing. Which tells me one thing, that more than 7 out of 10 people will quit blogging within 3 months of starting. Don’t let that be you.

Keep your momentum going by using this mind power technique #2: track your progress.

Let me explain.

Recently, I spoke to a sales representative from iperceptions – a survey company that provides statistics and data for websites. What they do is survey people who navigate your website or blog. As part of their surveying process they tested different methods and found something really interesting.

What they did was add a status bar at the bottom of each survey page. That way users could see their progress as they went through the survey. When they did this, the survey completion rates increased by an astounding 67%!

Basically, this is what happened. When users new how well they were doing, they kept going. But if they didn’t have any signs of progress, they quit the survey altogether.

How can you use this technique with your blog?

Start tracking the traffic of your blog by creating a blog traffic diary. I learned this technique from Yaro Starak @ Entrepreneurs-Journey.com.

A blog diary is basically a way to track the unique visitors and pageviews for your blog. I thought it would be a good idea to track my Newsletter subscribers as well. Here’s a snap shot of my traffic and newsletter subscribers each month from November 08 to May 09.

-1.jpg

What I found from following this process is that I instinctively became more proactive. I started to think ahead about how I could improve my traffic. If I saw that my unique visitors were down one month, then I would brainstorm ways to improve my performance: either by creating better content or putting more effort into my marketing.

I’ve been pretty active with my blog diary. I still keep it up to date because it’s such a great tool. I’ve pretty much shared what has worked for me and what has not worked over the past year. You can see my blog traffic diary here.

Mind Power Technique #3: Use Comparison To Give Yourself A Boost

Here’s a mistake I made from the very beginning. When I was surfing and commenting on other blogs I would compare myself to those A-List Bloggers:

ProBlogger, StevePavlina, Zenhabits and a few others.

This seemed harmless in the beginning. It started with subtle comments to myself like:

  • “Oh, he has more RSS subscribers than me,”
  • “She has third party ads on her site and I don’t,”
  • “He writes way better than I do!”

Then after a while this self-talk started to grow like weeds in my mind. As time went by I found more and more weeds taking up the space in my head. Which put me in a real bad mood, to the point where I didn’t feel like doing anything anymore – not even blogging.

The important thing here is to catch this internal dialogue quickly. You never want to compare yourself to someone who is better than you (unless you’re looking for ways to improve).

If you’re going to compare, then compare yourself to someone who is worse than you. You can always find someone who is down a notch from your current position.

As you start to compare yourself to someone who is worse off, you’ll start to realize how good things are. You’ll start to feel better about yourself and your position. You’ll start to feel more confident. And when you feel more confident, you’ll start to take action.

If you’re going to compare, compare yourself against someone who is worse than you. At least that way you can bounce back quickly and get back to what you do best.

Steve is a Mind Power Coach and the creator of Freedom Education - Mind Power for Your Personal Growth.  He is also the author of the ebook, The Genius Within YOU.  You can download his ebook here.

Post from: Blog Tips at ProBlogger.

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3 Mind Power Techniques to Become A Better Blogger

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PostHeaderIcon How To Use Aweber Sequential Autoresponders To Explode Your Online Profits


What do industry giants like Disney, Microsoft, Intel, and American Express have in common? They’ve all sought out the expertise of the “master of targeted opt-in e-mail,” Jonathan Mizel. Now you can, too! Hardcore businesses pay thousands of dollars to hear Jonathan speak, but you don’t have to. Through an exclusive offer with Aweber, you can hear directly from Jonathan – for FREE!

Right now, the TWO-PART video of Jonathan’s sequential autoresponse seminar in London, England is in the Aweber control panel. This video puts thousands of dollars worth of intellectual material at your fingertips. If you’re an Aweber customer, you can access the video by clicking the “Help” link. The video is listed under the “more resources” tab. In this amazing hour long video, Jonathan reveals:

  • Totally unique ways to use AWeber autoresponders
  • TWO case studies of DOUBLED, even TRIPLED profits
  • Secrets of super-marketers like MARLON SANDERS
  • Jonathan’s own secrets, a peek inside his organization!

If you’re not an Aweber customer yet, you can take advantage of Jonathan’s expertise right now by signing up for a $1 Aweber trial account. The account is just like a normal Aweber account and includes unlimited email campaigns, newsletter, broadcasts and follow ups. It’s a great way to test drive Aweber to see what it can do for your blog. Your satisfaction is guaranteed. If you find that email marketing is not for you, contact Aweber within 30 days and they’ll give you the $1 back. However, after watching Jonathan’s video presentation, you won’t cancel because you’ll know that the money is in the list!

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Create Your $1 Aweber Account and Get Jonathan Mizel’s Email Marketing Video Free



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PostHeaderIcon Thanks to this Months Sponsors – August 2009

Post image for Thanks to this Months Sponsors – August 2009

I’d like to say thanks to the people who sponsored the blog this month, without them there wouldn’t be regular posts here.

Text Link Ads – New customers can get $100 in free text links.

CrazyEgg.com – Supplement your analytics with action information from click tracking heat maps.

Clasione Directory – Quality directory for listing your business

Efficiently manage your SEO and Social Media campaigns with Raven’s powerful suite of Internet Marketing Tools

Interested in seeing your message here? There are banner and RSS advertising options available find out more information.

Need SEO help with your website, look at my SEO Consulting Services

This post originally came from Michael Gray who is an SEO Consultant. Be sure not to miss the Thesis Wordpress Theme review.

Thanks to this Months Sponsors – August 2009

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PostHeaderIcon Clickbooth Is Hiring, Apply For Your Dream Job Now!


Have you ever wanted to work for an affiliate network and watch all the big affiliate marketers making hundreds of thousands per month while you make peanuts? Well, you’re in luck because Clickbooth is hiring! Think about it. As an affiliate manager you’ll be able to see what offers all the top affiliates are running and copy them! :D …..Oh wait. If you do that, they’ll fire your ass… Forget what I just wrote.

All kidding aside, Clickbooth is a great company to work for. Located in sunny Sarasota, Florida (home of the second best beach in America), Clickbooth is ranked as one of Florida Trend Magazine’s “2009 Best Companies To Work For”. If you are an expert in online sales, marketing, business development, design, media buying, accounting or human resources and would like to become part of the Clickbooth team, then send them your résumé now! I would apply but living The Dot Com Lifestyle makes me unemployable.

Discover the SECRETS I’ve Learned to go from zero a month to over $40,000 a month from blogging. Download Make Money Online with John Chow dot Com for FREE!



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PostHeaderIcon The “Post Revisions” Feature on WordPress

This is a guest post by Satish G.. If you want to guest post on this blog, check out the guidelines here.

When we get into trouble we usually start looking for a solution outside, and more often than not it is under our finger tip!

I want to share my own experience with you today, and perhaps let you know about a very useful WordPress feature that you hadn’t used before.

Some days ago I published an article titled 60+ Ways To Increase Your Twitter Followers, and later on I found that it had a spelling mistake. So I edited the article to fix the spelling and hit the “Update post” button. To my despair, on that day my Internet connection was acting wildly, and hence my browser got frozen….

I had alread tweeted about the article, and suddenly people started reporting to me that the URL of the post was blank. Basically when I tried to update the article with the spelling mistake fixed the whole thing got erased!

I got frustrated, as I had invested a lot of time to write that article. With frustration, I started looking all over to get some solution to restore the article.

The content of the article was even missing in my Feedburner feed, and the Feedburner email had not been delivered yet, so those were of no help.

The Solution

After some time, and with some luck, I found that WordPress itself had a feature to solve my problem. It is called “Post Revisions,” and it is basically keeps track of all the revisions that are made to your posts, allowing you to restore a particular one if necessary.

wordpress-article-restore

If you somehow lose one of your articles, just click on the latest Post Revision (with the help of date and time the article have been saved). Click on it to see the details like article title, content, and everything that has been saved previously. If it’s not the record that you were looking for, then you can select another Post Revision.

When you finally get the required post, just click on the restore button and the article will be restored and everything will work normally. And there is a tool to compare revisions too, which can be of some help if you have many of them.

wordpress-article-restore-comparision-tool

Caution: this tip does not work when the whole article along with the URL is deleted. In such case you can contact your hosting company support team to get the recent backup file. If you are lucky enough, you will get the article back.

You can read more from Satish on TechnoTip.org, where he blogs about technology and the Internet.


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PostHeaderIcon Win Prizes on RoyalTutorial.com

My friend Zac Johnson just launched a new blog, called RoyalTutorial.com. As the name implies it is all about design tutorials and resources, and to celebrate the launch he is having a contest with over $3,000 in prizes.

There are 45 different things to win, including:

  • 1 Pen Tablet
  • 2 Licenses of Pixelmator Software
  • 5 Flip Digital Cameras
  • 10 Themes from WooThemes
  • 5 Themes from ThemeWars
  • 25 T-Shirts from RoyalTutorial

In order to participate you need to retweet the post, blog about it or simply leave a comment there. Check it out.


Grab the “Make Money Blogging” eBook here!
Original Post:Win Prizes on RoyalTutorial.com

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PostHeaderIcon How to Boost your Business by Developing Bulletproof Trust

A Guest Post by Johnny B. Truant writes from Learn to Be Your Own V.A

The other day, while we were on the phone, a client sent me $500 via PayPal for a series of tech consultations. Toward the end of the call, I noticed that I hadn’t received the money. She thought for sure that she had sent it, but offered straightaway to make the payment again.

I said, “Maybe you want to wait. I mean, what if you’re paying me twice?”

And she said, “Oh, I trust you.”

Which was a really interesting thing to say, given that this was the first time I was speaking to this woman. We had never met in person; she didn’t have my address or phone number; I hadn’t exchanged more than three or four random emails with her. For all intents and purposes, neither of us knew who the other was. But the more I thought about it, this kind of thing happens all the time. Most of my clients never hear my voice. Few have the slightest idea where I live or what my background is, and I’ve only been truly visible online for maybe six months. Yet over and over and over again, people pay me in advance for work they’d like me to do.

It kind of destroys the paradigm of the internet being a skeptical place.

So I thought about it: Why, in a realm where Verisign has to vouch for the security of a website, will customers pay some merchants in full, in advance, without question? Why are some people trusted while others are not? If a man can pose as a woman online, if an adult can pose as a child, if a scam artist can pose as a legit businessperson — then what does it take to make customers feel that a person is true to his or her word?

If you want to conduct business online — if you want to turn passive readers into active customers — you need to find a way to build that kind of bulletproof trust. Here’s how.

1. Be human

If you’re on Twitter and Facebook as “Thermodyne Systems, Inc.,” knock it off and start interacting as yourself. Talk to people online person-to-person rather than business-to-customer. Be funny if you’re funny. Be deep if you’re deep. If it strikes you to write somewhere about your dog or kids, do so. Personally, I write a humor blog that has nothing to do with my area of business. Through that site, people see how I am when I’m not being a tech guy. They see that I’m a person, just like they are.

2. Admit when you don’t know something

People seem to feel a need to appear infallible in business. If a client wants to know X and you know nothing about X, the rule is to tell him about X in as much double-talk as it takes to make it sound plausible. But here’s the thing: Nobody is perfect, so infallibility always comes across as phony. But if you buck that trend — if you’re truthful when you don’t know an answer — readers will begin to trust your honesty. Put succinctly: If you’re honest when you don’t know the answer, people will believe that you’re being honest you when you do.

3. Interact with readers in public

When readers comment on your blog, respond to those comments. Get the “Subscribe to Comments” plug-in so that commenters will know when someone (like you) comments after them. When readers ask questions of you anywhere in public, answer them as fully as you’re able. Interact on Twitter, forums, other blogs, or wherever your readers hang out. You want them to see you as one of the group, not as an untouchable speaker on a high podium.

4. Be responsive in private

It’s amazing how many people thank me for simply responding to emails. One or two people have even given me permission to “blow them off” if I didn’t have the time. You don’t have to send detailed, lengthy replies to everyone who contacts you, but it’s amazing how much goodwill you can engender by being one of the (apparently) few businesspeople who respond to inquiries quickly, thoroughly, and personably.

5. Give away a ton of free information

Writing your blog is a great way to give away your knowledge, but think even deeper. Should you publish a newsletter? Can you answer more personal questions from readers? This may feel like a time drain, and you may even be tempted to charge for time spent giving answers, but tough it out. What you gain in favor and trust from answering gratis will net you far more more than a shortsighted hourly billing mentality. The $500 consulting client I mentioned in the intro? She came to me because months ago, I helped someone she liked, without billing that person a dime.

6. Tell customers what’s in it for you

There’s a big debate around whether you should disclose affiliate links on your blog. Personally, I love disclosing them. I love any opportunity to open my books, to show readers exactly where my money is coming from. Why? Because many of my services are inexpensive, and can remain so because part of “what’s in it for me” is an affiliate commission. I could hide that, but then customers would wonder how I could set up a blog for only $39. Are the blogs of poor quality? What’s the catch? By revealing my sources of income, I remove those suspicions and show customers that I have no hidden motives.

7. Genuinely, honestly, truthfully look for the win-win

Be careful on this one. Everyone gives lip service to the idea of a “win-win,” but most people are really trying only to benefit themselves. I never, never, never steer clients toward something I feel they don’t need. I will actually steer them away from a sale I think won’t benefit them. But — and here’s the rub — I can’t count the number of times one of those people have come back, given me more business, and told their friends about me because we both “won” in our interaction.

8. Establish social proof

Buyers want to know that other people have purchased before them and have been satisfied. Your goal should be to create raving fans — customers who can’t say enough good things about you. Solicit testimonials. Ask satisfied customers to refer their friends. And if you can swing it, try to write for (or otherwise associate with) well-trusted websites and personalities. You’re judged by the company you keep, and association with trusted people allows some of that trust to rub off on you. My business ratcheted up when I started writing for IttyBiz.com, and again after I had a few posts on sites like Problogger and Copyblogger. Intentionally or not, authority sites give at least a little bit of tacit approval to everyone who appears on them.

If you want to do business online, you have to know your stuff. You have to be credible. You have to be good at what you do. But without trust, you’ll never make it. So, how trustworthy are you? The answer may well make or break your business.

About the Author: Johnny B. Truant writes Learn to Be Your Own V.A. and is the creator of Zero to Business: A Ridiculously Simple Guide to Turning Your Online Business from Tech Headache to Profit Center. You can follow him on Twitter at @johnnybtruant.

Post from: Blog Tips at ProBlogger.

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How to Boost your Business by Developing Bulletproof Trust

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