What influences B2B buying most?

Posted October 7th, 2015 by Nelson Tan. Filed under Business

According to a recent IDC survey, 95% of B2B buyers say they trust information from peers and colleagues when researching buying decisions and 86% trust independent content, but only 14% trust marketing. Of course, that’s what they say. It is not based on a measure of what people actually do. In my experience, many people who boast that they are not influenced by advertising actually are.

Source: BMA SmartBrief, 9/1/15

Satisfy customers by giving them a say.

Posted October 4th, 2015 by Nelson Tan. Filed under Business

Subscriber DG writes: “About 40 years ago, I took a class on television repair. As a once laid-off engineer, I wanted an alternate way to make money.

“One evening, the instructor shared some practical advice about making color adjustments. ‘When all done,’ he said, ‘have the customer take a look. Rock one of the adjustments ever so slightly, and have them tell you when it looks best.’

“By doing so, the customer now ‘owns’ the final adjustment. ‘If you don’t do this,’ he cautioned, ‘you will get a call back because things just don’t look right. But if you include the customer, everyone is happy.'”


This is exciting. My friend Lewis Howes is about to release his next book, and he’s giving away huge bonuses if you preorder now.

If you don’t know Lewis, here’s the quick version: When a career-ending football injury left Lewis, a then elite athlete and professional football player, out of work and living on his sister’s couch, he knew greatness on the gridiron was no longer a possibility.

It was a crushing blow, but before long, he knew he needed to make a change if he was going to bounce back.

The question, was: How? And to what?

He started by reaching out to people he admired, searching for mentors, and applying his past coaches’ advice from sports and life off the field.

The results were undeniable.

Lewis did more than bounce back: he built a multimillion-dollar online business and is now a sought-after business coach, speaker, and podcast host.

In his new book, The School of Greatness, Lewis shares the essential tips and habits he has gathered while interviewing “the greats” on his wildly popular podcast of the same name.

In discussions with Olympic gold-medalists, CEOs of billion-dollar companies, leading doctors and scientists, and inspiring influencers who are changing the world, Lewis figured out that the masters of greatness are not successful because they got lucky or are innately more talented, but because they applied specific habits and tools to embrace and overcome adversity in their lives.

Lewis delivers his schooling to a broad audience, but the unifying message is the same: Follow the steps in this book to get MORE of what you want out of your life and business.

The message of this book is so important that Lewis wants to get it into as many people’s hands as possible. This deal won’t last long. It’s a pre-launch special before the book hits the bookstores. So for a limited time, you can get a ton of great bonuses if you preorder the book.

Don’t Be A Money Grubber by Bob Bly

Posted September 29th, 2015 by Nelson Tan. Filed under Business

Last week I went to a urologist for a renal kidney ultrasound to make sure I had no kidney stones.

After the test, the receptionist at the front desk said, “You have an appointment with Dr. Beekman Monday.”

“What for?” I asked.

“To get the results of the ultrasound.”

“Why do I need an appointment?” I answered. “He can just call me with the results.”

“That’s the way he does it.”

“Well, we’re not doing it that way this time,” I replied. “Cancel the appointment, and when he has the results, call me with them.”

Two days later, she called and said, “We got the results and you are fine—no stones.”

The call took about 20 seconds of my time and cost nothing.

Had I agreed to the completely unnecessary follow-up appointment, it would have taken nearly 2 hours of my time, cost me a $50 co-pay, and cost my insurance company even more.

Why did the urologist want me to come in for a follow-up instead of making a phone call to convey the exact same information?

Because he can’t bill me or my insurance company for a phone call.

It was clear to me that the only reason he pushed for a follow-up was to put more money in his pocket, not to provide me with better health care.

I see a lot of vendors in all professions, freelance copywriters included, who seem focused on extracting as much money as they can from their client rather than doing what best serves the client.

Often this is done by pushing a lot of add-on services that benefit the vendor’s pocketbook more than they do the client.

I have always taken the opposite approach: aside from charging a fair fee for services rendered, I strive to have my clients spend as little money with me on their marketing campaigns as they can while still getting optimal service and results.

Perhaps this has cost me a small fortune in lost fees over the years, but it’s more important to me that I always put the client—and not me—first, and do right by them.

And I have a sneaking suspicion that clients get this and in fact have rewarded me with many years of loyalty, the evidence being that so many stick with me for many, many years.

If it makes me stupid not to squeeze every last dime out of my clients and instead to charge reasonable fees and do only work they really need, well…I’d rather be stupid and fair than rich and greedy.

But that’s just me.

Bob Bly is the author of “World’s Best Copywriting Secrets” and has written copy for more than 100 companies including IBM, Boardroom, Medical Economics and AT&T. He is the author of more than 75 books and a columnist for Target Marketing, Early To Rise and The Writer. McGraw-Hill calls him “America’s top copywriter”.

Will Google Ruin Your Business? by Bob Bly

Posted September 23rd, 2015 by Nelson Tan. Filed under Business

Last week I reported how JG said Google was hurting his business, because it enables prospects to easily locate vendors who are 1/20th as qualified as him.

The solution is to elevate your status in your field so that people don’t search for you generically (e.g., “direct response copywriter”) but for you specifically (“Bob Bly”).

Here are just a few ways to stand head and shoulders above your competition so plenty of people hire you without you competing against low-priced competitors prospects find online:

1. Longevity.

This one takes time, but the longer you are a practitioner of your craft, the more your name gets around.

After decades you reach a point where a huge group of people know who you are and call you directly without doing a Google search to find other vendors because they want you specifically.

2. Get famous on social media.

This is a tactic I have shied away from for two reasons. First, it bores me. Second, it’s time-consuming.

But there are multiple social media channels you can use to spread the word about you, from established oldies like Facebook, LinkedIn, and Twitter to upstarts like Pinterest, Periscope, and Blab.

3. Become an online TV star.

Create a series of educational or amusing videos and post them on YouTube.

I have a small YouTube channel and it hasn’t done much for me. But others, to use an expression I dislike, are crushing it.

You can also have your own “TV” show online with ‘live’ streaming platforms like Blab and Periscope.

4. Write a popular blog.

Start a blog. If you are lucky or smart, you can get a lot of subscribers, which makes you a rising star in your niche. Robert Scoble built his reputation with a blog, I believe. Blogs also boost your ranking in Google.

5. Write articles.

Writing articles for the top trade publication in your industry can help establish you as an expert in your field and also generate inquiries.

You’ll get less fame and prestige writing articles online, but more leads from articles on the web or in e-zines.

6. Speak and grow rich.

Get on the roster as a speaker at conferences and meetings attended by your target market.

If there are multiple vendors at the meeting all trying to hawk their services, when you are the speaker 98% of the attendees’ attention is focused on you. You are seen as the expert; your competitors are viewed as pesky vendors.

7. Write a book.

I have become well known in my niche of copywriting and direct marketing by writing multiple books on those topics.

For maximum credibility and prestige, have your books published by mainstream publishers. Self-published paperbound and Kindle e-books are far less credible. (Yes, I know many disagree with me here.)

Bob Bly is the author of “World’s Best Copywriting Secrets” and has written copy for more than 100 companies including IBM, Boardroom, Medical Economics and AT&T. He is the author of more than 75 books and a columnist for Target Marketing, Early To Rise and The Writer. McGraw-Hill calls him “America’s top copywriter”.

Strategies For Increasing Sales Performance

Posted September 17th, 2015 by Nelson Tan. Filed under Business

Have you been struggling to take your business to the next level?

Is your sales performance below par?

Are you constantly firefighting and not focusing on the activities that add value to you and your clients?

Or are you simply just stuck in a rut and not sure where to take your business to next?

If you have answered ‘yes’ to any of the questions above, then know that business mentor and coach Shay Lynch has the solution you need. He has spent the last 18 months packaging his knowledge in his Monkey Business Book and his Systematic Business SUCCESS Academy where he teaches you how to QUIT the Monkey Business in your business and only spend time on focusing on value-adding activities.

You will learn a systematic sales system that continually grows your sales and bottom line, how to understand TRUE value and how to find the RIGHT type of customers for your business. You will also learn the SECRETS of how to successfully grow your business and giving your customers exactly what they want and to turn your customers into your best sales people. AND you will learn so much more on top of all of that.

Modules include:

– How to develop a Business Strategy and execute it
– Winning KPIs (Key Performance Indicators) that work for your business, not against it
– Systems that can be rinsed and repeated by anyone executing the process to get the same results
– Value-based work by solving your chronic problems that have you firefighting every day
– Winning Teams that want to work
– Communication Systems that improve you and your message
– Branding and Marketing Systems that deliver a quality message to the right niche
– Systematic Sales that can grow your business from the inside out
– Supplier Partners that work with you as part of your business
– Customer relationships with ONLY the right customers that you can add value to and they add value to your bottom line

All the systems he teaches have been TRIED, TESTED & PERFECTED over an 8 year period with actual clients ranging from entrepreneurs to multinationals with the same success results.

This is unbelievably exciting stuff from Shay Lynch. How could you delay learning from him?

The 5 worst business mistakes people make

Posted September 16th, 2015 by Nelson Tan. Filed under Business

1. They don’t have a mentor.
2. They do not have a mission statement and core values.
3. They keep bad employees.
4. They hire too fast.
5. They do not follow through.

Source: MaryEllen Tribby, CEO Issue #19, 8/12/15

Which postcard size works best?

Posted September 13th, 2015 by Nelson Tan. Filed under Business

For most businesses and campaigns, 5.5″ X 8.5″ or 6″ X 11″ postcards perform better than 4″ X 6″ postcards. Reasons: (1) they stand out more because of the larger size and (2) they have more room for copy and photos.

Source: Talon Newsletter, 8/15, p. 1

Why free offers can sometimes backfire.

Posted September 10th, 2015 by Nelson Tan. Filed under Business

A company had a booth at a trade show and to increase the number of leads they offered to have a drawing for a Porsche. It was such an attractive offer they got 4,000 leads.

When they followed up with each lead and they announced the name of the company, each person got so excited because they thought it was about them winning the Porsche. But they immediately hung up in anger because they didn’t win and weren’t interested in their product.

To add insult to injury the “lucky winner” sued the company. The company sent the winner a toy model of the Porsche and not a real Porsche. The judge forced the company to actually give the winner a Porsche because nowhere in the contest rules was a model of a Porsche mentioned.

The lessons: (a) If the free something doesn’t further qualify the lead it generally doesn’t work at all, (b) be honest.

Source: Dan Swanson

One of the living legends of marketing and small business success, Dan Kennedy, recently released a new video series revealing the strategies for wealth creation for your business and your life.

In the first episode, Dan discussed the architecture of wealth attraction. You discovered why you are working so hard and not getting ahead as fast as you want.

In the second episode, Dan shows you how to harness an unusual power so business flows to you. Plus, you learned about the movement of money and achieving alignment with the forces that govern it.

In the third episode, you discover how to structure your business to attract better customers, clients or patients and make your business wildly profitable on your own terms.

These episodes will only be available for a few more days. You should watch them now.

To get immediate access, click here.

Again, with these videos, you have everything you need to know exactly how to structure your business to attract better customers, clients or patients and make your business wildly profitable on your own terms.

Make Thousands With Your Very Own Local Agency

Posted August 9th, 2015 by Nelson Tan. Filed under Business

Authority Suite

Imagine having your very own local marketing agency in a matter of minutes, equipped with themes, video commercials and print material.

Sounds crazy right?

Well it’s not, and it’s all done for you with the ultimate Authority Suite. You can be instant local authority and start providing services in as little as 4 hours from now.

Authority Suite is truly a “business in a box” for local business as it includes:

– 5 WordPress themes ready to go in 5 red hot niches
– 5 DFY video commercials with stunning quality
– Ready-to-print material for 5 hungry niches
– Also includes training on how to get your local marketing agency up and running in a matter of minutes so you can start charging a thousand dollars (or more) for each of these high quality services!

The website and videos are absolutely stunning I love how Ankit is giving you everything that you need, so you can get out there and start selling services to local businesses today.

You’ve got to see this for yourself. Ankit’s stuff is always of very high quality. It would cost you thousands of dollars to develop this for yourself and he is practically giving it away…

+1 Success

Internet marketing is a no-win sport!

Let’s be honest, there’s a lot of sizzle and not much steak in 2015…

Promises, hype, hoopla…Been there! Done that!

How about a real game plan?

How about something proven year after year that actually works if you…Wait for it…Do the work!

+1 Success is your 30-day game plan to turn average into remarkable by following easy-to-do action steps that put you on the track to success each and every day!

Written by the TimTech team, this is information you cannot pass up. And best of all, it’s 100% free!

Be sure to check out +1 Success right now.

A great way to reconnect with prospects

Posted July 5th, 2015 by Nelson Tan. Filed under Business

Don’t get back in touch with a prospect or customer by e-mailing the cliché message “I’m just checking in to touch base.” Been there. Done that. Boring.

Instead, marketer Ivan Levison says create a Google Alerts with the prospect’s company name and industry keywords. When Google Alerts shoots relevant content to your inbox, you can customize
it and get back to your prospect with real information they can use. It’s a great way to show you’re a knowledgeable resource!

Get Levison’s free report “101 Ways to Double Your Response Rates“.

“I got your e-mail promoting your ‘Marketing with White Papers’ course, and I would like to know how it is better than Mr. X’s course, ‘How to Write White Papers’.

“I would like to take one of these courses. Can you tell me why it should be yours?”

I did not comply with KS’s request for 4 good reasons.

First, I told her: “Since I have never seen Mr. X’s course—no, I cannot compare mine to his.”

Also, does she really expect an objective opinion?

I wrote my course and have been doing white papers for over 3 decades.

So naturally I think mine is the best out there.

I mean, when you go to Coke to buy a cola from them, do you think they are going to recommend Pepsi instead?

Second, KS is in essence asking me to write a mini-position paper comparing my course with Mr. X’s course on white papers.

And I am not going to write a comparison paper in the hopes of making one measly $97 sale to KS.

Third, it’s kind of a ridiculous question.

KS can read the contents of my course on my landing page.

She can read the table of contents of Mr. X’s white paper program on his site.

And then it’s a simple matter to compare the two.

Fourth, why pick one over the other in the first place?

If you are a serious student, you are going to take many courses and programs on the same topic; e.g., white papers or whatever.

My mentor, the late, great Milt Pierce, had direct marketing books lining the walls of his large home office from floor to ceiling. He never stopped collecting them, reading them, and learning from them. Neither have I.

There will be repetition among the various courses KS or you buy on a topic.

But you’ll pick up some new ideas in each. And just one new idea in an info-product can pay its cost 10X over or more.

So KS, your notion that you must choose either my white paper course or Mr. X’s is ludicrous.

If you’re serious about white papers, you should read everything you can get your hands on about them.

And with my course, there is no risk: if you don’t like it, just return the material for a full product refund.

So your risk to preview my “Marketing with White Papers” is zero, because of my 100% unconditional money-back guarantee of satisfaction.

And if you can’t pull the trigger on that, KS, maybe you are not that serious about working as a white paper writer.

Bob Bly is the author of “World’s Best Copywriting Secrets” and has written copy for more than 100 companies including IBM, Boardroom, Medical Economics and AT&T. He is the author of more than 75 books and a columnist for Target Marketing, Early To Rise and The Writer. McGraw-Hill calls him “America’s top copywriter”.

I want to help you avoid a few of the pitfalls that I’ve encountered in my making cash online journey.

So if you haven’t made a dime online then you’ll want to read this VERY carefully.

When I first started online, all the gurus told me all I had to do was buy traffic, send that traffic to offers, and once you make your first dollar online the business is easy as pie.

What they didn’t say was…

Some offers have a small lifespan…

Not all traffic is created equal…

Brand yourself instead of the company…

If you make your first dollar online then you still have to keep hustling to keep up that momentum.

I remember buying a ton of traffic & barely making a cent out of that.

Buying traffic from weird sources that later on made me wish I hadn’t done that.

And when I did buy good traffic I didn’t know how to position myself correctly.

Which leaves me with my tips for you today.

1. Always do your research whether it’s the traffic, or the offer. Things tend to change in the marketplace.

2. Test small and if things work then scale up.

3. If you’re in an MLM or business opportunity, always position yourself in front of the company because if a company goes down, you’ll always have you.

4. You’re going to have your ups and downs in the marketplace, but just stay consistent, try to stick with a business model that is sustainable, and never give up.

The idea is to build wealth. Not to get rich fast.

If you follow these steps then congratulations, you’re on your way to success.

Also, not saying that sending traffic to offers doesn’t work.

I’ve done that with success, but that’s why you want to test small, and keep track of the offers as well as the traffic sources that you used for those offers.

The Value Of Thin Credentials by Bob Bly

Posted June 14th, 2015 by Nelson Tan. Filed under Business

The more credentials you have, the more your marketplace will see you as a recognized authority—also known as a guru—in your field.

And people want to do business with those they consider to be top experts in their industry or skill.

The easiest way to elevate yourself to guru status is to start with what I call “thin credentials”.

These are credentials that either are legitimate or else are perceived as legitimate by the marketplace…but are fairly easy to get.

And get them you should, because they are a quick way to jumpstart your career as a top guru in your niche.

For instance, when personal computing became a hot market in the 1980s, I got lots of calls to write promotions selling PCs and software…but I did not have credentials in the industry.

I had spent 4 years getting a BS in chemical engineering, which was the key credential that got me in the door as an industrial copywriter.

But PC software prospects were not as impressed. And I had neither the time, inclination, aptitude, brains, nor money to go back to college and earn a BS in computer science!

So instead, I got smart. I looked around at all the various IT certifications for the one that was the easiest and quickest to get.

To become a Certified Novell Engineer (I has a big client who sold education for Novell professionals) required half a dozen courses.

But to become a Certified Novell Administrator (CNA), a lower-level IT function, took only a single course.

I signed up for the course, paid the thousand dollar tuition (a lot of money back then), passed, and got my CNA certificate.

Now, when a potential computer client asked me what I knew about IT, I gave a crisp 3-word answer—”I’m a CNA.”

That instantly dispelled any doubt about my tech credentials and I almost always got the job. I think most IT Professionals did not realize how thin or light a credential the CNA was. And I felt no compulsion to educate them on this topic.

In healthcare, a heavyweight credential is to be an MD. But that takes 8 years to get. If you’re not up for going to med school, but want to establish yourself as an expert in health, there are many other trainings you can take that require perhaps only a few courses and may even grant you a certificate of completion—your thin health credential.

Just how thin a credential can be for you to feel comfortable parading it around on your CV is a personal decision. But it may surprise you to know I am a fan of getting thin credentials.

Their great value lies in the fact that the marketplace is impressed by them and is more likely to hire you because you have them. And perception is reality, so why fight city hall?

One of the easiest thin credentials available is to get yourself listed in a Who’s Who directory; click here to find out how.

Bob Bly is the author of “World’s Best Copywriting Secrets” and has written copy for more than 100 companies including IBM, Boardroom, Medical Economics and AT&T. He is the author of more than 75 books and a columnist for Target Marketing, Early To Rise and The Writer. McGraw-Hill calls him “America’s top copywriter”.

Storytelling: the new app in B2B marketing

Posted June 10th, 2015 by Nelson Tan. Filed under Business

According to a report from Chief Marketer, B2B marketers need to tell their brand’s story in a way that is relevant to both marketer’s goal and the audience’s need. To engage prospects and buyers, there needs to be one story that comes across and resonates with all your audiences: business prospects, consumers, employees, vendors, shareholders, and everyone else. To find out what themes will resonate, have conversations with your customers; don’t decide on your story line in a vacuum.

Source: “Tell a Tale”, Chief Marketer B2B Special Report, p. 1.


Are you struggling to Offer Premium Services and Charge Big Bucks to your Clients?

If Yes, then you should take a look at the HUGE Revolutionary Insta-Consultant Toolkit that Makes you an Instant Consultant and Gives you the Power to Charge $2k-3k to You Clients…

This toolkit has been created by the Team of Highly Paid Developers, Designers and other Professionals working under Top Internet Marketer Dr. Amit Pareek and Leading Offline Consultant Dr. Nimisha Vijay!

Using this Toolkit, You can OFFER Premium Services to your Clients in 5 HOT Niches for Creating:

1) Stunning Local Biz Websites in few minutes with the help of Proficient Biz Theme which is Far Better than Any Biz Theme you see on WooTheme or anywhere else

2) Lightning Fast Mobile Sites

3) Video Commercials in 5 HOT Niches that are Already Completely Done-For-You

4) Merchandise Solutions using 200+ Ready-To-Print & Editable Templates of Business Cards, Flyers, Brochures, etc.

PLUS You will also Get these 4 AWESOME Bonuses:

1) Fully Customizable Logos: 25 logos in total 5 hot niches.

2) Basic Niche Content: No need to invest your time, we have done it all.

3) Step-by-Step Training:

> How to Edit & use our merchandise

> How to create a beautiful & user-friendly websites for businesses using our theme in 10 minutes

> How to Edit & use our Video Commercials

and Much more…

4) ‘LIVE’ Offline Consulting Training Webinar

Click Here to Grab this HUGE Insta-Consultant Proficient Toolkit and Become an Instant Consultant to Give Premium Services to Your Clients with Just Few Minutes of Work STARTING NOW!

There are 2 kinds of people who ask for free review copies of my e-books, paperbound books, audio programs, and other info-products.

The first is a media person or digital marketer who thinks I would benefit tremendously by getting my product talked about on or in his Internet radio show, podcast, newsletter, blog, or whatever.

My answer: Sorry, I do not give free review copies. If you want the product, you can buy it like everyone else.

Does this shock you? There are 2 good reasons for my refusal to give these “media people” my book or course for free.

First, who are they? I have never heard of 99.9% of them. So I question whether they reach much of an audience or would give me much benefit from a review. If the guy was calling from CNBC—which I’ve been on, by the way—that’s a different story.

Recently SW asked for free copies of about a dozen of my products, and got very huffy when I refused.

He told me in essence I was a fool to refuse him because he has an online magazine, which of course I never heard of.

He claims the magazine has 20,000 e-mail subscribers (I have 65,000, and my list is not considered huge, so big whoop) and gets 5,000 views per day.

Back in the day, when I ran ads in magazines, we only advertised in publications with audited circulations, meaning their subscriber base was verified by a third-party bureau.

Sadly, there is little or no auditing of online magazines, blogs, and the like. So when they claim a huge readership, you are really taking their word for it—and in most cases, I choose not to.

The second reason for my no-free-review-copies policy is: I have no idea whether the requests are legitimate, and in my experience, most are not. They are basically some guy with a blog no one reads who uses it to mooch products from info-product marketers like me.

SW also implies I am foolish to turn him down because Random House, Penguin, and other big publishers send him review copies.

Well, just because they’re suckers doesn’t mean I have to be!

Okay. So that’s the “media people”. The other group of freebie moochers is people who tell me I should send them a review copy because they want to sell my product as an affiliate.

What they do not understand is the 99/1 rule of affiliate marketing: 99% of your affiliate sales will be generated by 1% of your affiliates—known in the business as “super affiliates”.

These are big Internet marketers with large lists who can move a lot of product, and these super affiliates are worth their weight in gold.

One of them sold $19,000 worth of my $19 e-book with a single e-mail blast to their list!

Conversely, and this is my point, the other 99% of affiliates—we call them “ordinary affiliates”—will account for only 1% of your affiliate sales.

The sad fact is that most of these ordinary affiliates don’t know Internet marketing and won’t sell a single copy of your product. They are worth their weight in lint.

Virtually all the affiliates demanding free review copies are ordinary affiliates, and if they want your product, tell them to buy it like anyone else.

Bob Bly is the author of “World’s Best Copywriting Secrets” and has written copy for more than 100 companies including IBM, Boardroom, Medical Economics and AT&T. He is the author of more than 75 books and a columnist for Target Marketing, Early To Rise and The Writer. McGraw-Hill calls him “America’s top copywriter”.

Did I Call You At A Bad Time? by Bob Bly

Posted May 24th, 2015 by Nelson Tan. Filed under Business

Recently I called a freelance writer, PM, whom I wanted to hire to edit an e-book, and when she answered her phone she told me testily, “It is 5am here in Arizona.”

Sorry PM, but it’s not the customer’s job to keep track of the time zone you live in.

If you don’t want to be awakened early in the morning or disturbed in the evening by a phone call, switch your office phone to voice mail, turn off the ringer, and have a separate line for personal calls.

Reason: your business phone should be answered 24/7, whether by you or a recording.

You are not obligated to take the call at 7pm but I think you are obligated to have a phone system that takes a message no matter what the hour, just like virtually every other business your clients patronize.

Otherwise, the customer gets frustrated that he can’t leave a message and has to call you back—yet another task he doesn’t have time to worry about.

When I called PM early in the morning, she made me feel as if I had done something wrong. But IMHO, I had not. I contend the error was hers, not mine.

When I shared this incident on Facebook, many FB users chimed in. For instance, JS comments: “Being in freelance writing means having an answering machine and a short message that includes your business hours and gives out your website URL where you have info about what you do and a way for clients to get in touch through e-mail.”

JS continues, “Otherwise prospective clients, who wait until the last minute, won’t take you seriously. Never answer the business phone in person unless you are prepared to talk business.”

CY says: “Bob, if you call me at 5 am, I’ll be sure to answer or you’ll be asked to leave a message on my very cheery voice mail. Personally, I don’t sleep with my work phone tucked under my pillow. My rule of thumb, make it as easy as possible for clients to hire me.”

And AC says, “No one forced me to live in the Pacific Time Zone. If I want East Coast business I need to keep East Coast availability; 90 per cent of my BIG business is in New York, New Jersey, and Philly. ‘Good morning! May I help you?’ I love slurping coffee (with phone on mute of course) while I listen to the cash register ring.”

So what happened with me and PM?

First, even though I believe I did nothing wrong, being scolded by her put me in a bad mood for the whole morning.

Second, it will make me think twice before calling her with a potential assignment again.

Third, I did not hire PM and found someone else to do the job.

Always make life easier for the customer, not you.

And don’t get snippy—ever—with prospects or clients.

Bob Bly is the author of “World’s Best Copywriting Secrets” and has written copy for more than 100 companies including IBM, Boardroom, Medical Economics and AT&T. He is the author of more than 75 books and a columnist for Target Marketing, Early To Rise and The Writer. McGraw-Hill calls him “America’s top copywriter”.

Google Analytics integration offered by Wordpress Google Analytics Plugin