Bring Your Visitors Back Clamoring for More! Maintain and Im

80% of your Web site is Maintenance!

Once your Web site is up, you must maintain it. Maintenance
means changes, and each time you make a change, you may
make a mistake. I'm really grateful when people point out my
Web glitches, and I can be more proactive by checking my site
each week.

If your visitors get a link that doesn't work, see incomplete
instructions, or read your dull instead of passionate copy,
they will leave your site immediately, and not bookmark it.

Before you invite folks to see your masterpiece you need to
check and correct all parts of your site, and especially the
home page.

TEST YOUR HEADLINES. You have four seconds to get your
visitor's attention. Test your title or opening sentence of copy.
This one item alone can make a huge difference in the responses
you receive.

Instead of the wasted words "welcome," put a benefit
with a link to either a benefit story or sales letter about your
product or the product itself.

When I placed "Quadruple your Web Sales in Just Four
Months" with a "click here" to my sales copy following it, my
Web sales increased ten times from my original home page, and
this in only four months time.

People learned about my eBooks and Teleclasses on Write
Your eBook or Other Short Book--Fast!, Ten Non-Techie
Ways to Market Your Book Online, and Quadruple Online
Sales in Four Months with Free Articles. In 2002, after being
Online eight months, Web sales are consistently over $3000
each month.

If your headline doesn't say benefits, the game is over.

TEST YOUR OFFERS. People perceive more value when you
add an incentive to buy. Give them a bonus FREE report or a
tips list with the order. It takes little time and effort to create, but
it increases sales thirty-fold.

Each month, I motivate my visitors with "Discounts of
the Month" available as a navigation bar on home page.
In each discount I include testimonials and benefits,
And perhaps a bundling of several books or teleclasses
For a deep discount--often half price.

1. Testimonials. They lend credibility to you. When people see
that other well-known leaders like your products or services,
they are more likely to buy. It's relatively easy to get these too.

Here's a few that worked:

- "Save yourself from headaches, disappointments, and money
down the drain. Read Write Your eBook or Other Short Book-
Fast! before you write another word. The author puts you on the
fastest track to publishing success."

- "Wow! My sales letter worked! Thank you, thank you, thank
you for presenting your 3-session teleclass "Create Your
Homepage With Marketing Pizzazz." You helped me focus on
who my target market really is--a major accomplishment.
Knowing the difference between benefits and features helped me
produce a sales letter that got me a sale the next day I put it up
on my site."

- "In just one coaching session I learned how to strengthen my
article's language, got a perfect acronym for my coaching
business, learned the difference between benefits and features,
got a new bio/benefits statement to use for networking, and most
of all the "bigger picture" to see a series of products and services
to sell--definitely worth her fees."

2. Benefit statements. Test your copy by emailing several groups
in your address book with several choices. Call it a Survey. Ask
them, which benefits makes their heart skip a beat? Enough to
take out their credit card and buy. Emphasize different benefits.
Try out different headlines, phrases, power words or metaphors.
Appeal to different senses like smell, touch, emotions or visual.
Remember most people are visual and kinesthetic.

Here are a few ideas:

For a book one client submitted these benefits:
-Clean up the places of your life where you're out of integrity
-Create more time, energy, and passion in your life
-Uncover your deepest values and honor them.

Another book's benefits included:
-Be your self in a world that wants you to be like everyone else
-Develop positive expectancy to achieve real results
-Procrastinate into your hearts desires
-Balance work and home by mastering the joy of moseying

TEST YOUR PRICE. A price that is too low is as bad as a
price too high. Too low a price devalues your product or
service.

Potential clients or buyers might think, "If it's that cheap,
it must not be good." One myth is that eBooks have less value
than print books. If your book has information your one
particular audience wants, you must price it accordingly. If your
service is invaluable, be sure to charge what you're worth.

Always start your prices high. Later you can offer a deep
discount.

TEST YOUR COPY. Change testimonials or pictures every so
often. Redo your opening page and closing page. Instead of
"Subscribe to my ezine," put a short testimonial from a famous
person in your field right before the "click here" to subscribe.

Always give your visitors a reason to buy. Make your copy
"you" oriented. Dan Poynter, author of The Self-Publishing
Manual, said this about the free monthly ezine The Book Coach
Says... ezine is chock full of useful information - totally worth
your time.

Make your Web pages easier to read by using bullets. On my
home page I put these questions in bullets:

"Let me help you answer questions about your book"