|Greetings From The
WebPro Times Ezine
What a day!
The weather's grand all over the net.
Welcome to The WebPro Times. The ezine where business people,
opportunity seekers, entrepreneurs and professional marketers meet.
VOLUME 1 - ISSUE 125
|Our Format for the WebPro
--> Editors Article
--> Guest Article (as they are approved)
--> Janes Jingle
--> Contest of the Day (win prizes)
--> Smart Tip of the Day
--> Smart Resources of the Day
--> Smart Freebie of the Day
--> Continuing Saga of J and P (NEW -
Free Targeted traffic to Your
site. Right now.
This site rocks! We have seen a sharp increase in traffic and sales since we started using
this program. http://www.trafficswarm.com/adm/c.cgi?trafficswarm&News1
ASK MEANINGFUL QUESTIONS:
You know the old saying that says: "If you keep doing what you've always done, you
will keep getting the same results."
Here's another saying most of us are familiar with "You can lead a horse to water but
you can't make it drink".
This week has been a week where I have been repeating these sayings over and over again to
people who write us with a very typical question:
"I am not making any money on line. Can you tell me how to make money on line?"
I Have Made New Year's Resolution:
The way I figure it, if someone is going to write to me asking a very vague question like:
Can you tell me how to make money on line? I have the right to respond with an equally
vague answer like:
"NO! I can't tell you how to make money online"
I rarely respond to people in that way, but I am tempted to, at times, and it is my New
Year's resolution that I will never ever try to answer that question again.
Suppose you walked into a real estate broker's office and said to them.
Hello? My name is Mable, can you tell me how to buy a house?
If I were the real estate broker (and I am a licensed real estate broker), I would answer
Well, let's see. I think the first thing you need to do is to take a a real estate course
on becoming a licensed sales person. Next you need you need to work at a real estate
brokerage firm for at least a year to learn what it is all about and apprentice in an
agency. Then you can take the broker's course and become a licensed broker. Next, if I
were you, I would take some business courses on business development, accounting and
financing and then come back and ask me
the question: Can you tell me how to buy a house.
Mable asked the wrong question.
What Mable should have asked is: I would like to buy a house. Can you help me purchase a
Oh sorry, Mable. Different question. Yes, I can help you purchase a house, but I need a
lot more information. Please fill out the following form for me and I will be more than
happy to help you purchase a house.
- Name, address and telephone number
- Employment information
- Financial information
- Type of house you are looking for
- Family information
- Current Rental or home ownership info
And so on. You get the idea.
Before someone can help you to get to any goal you are hoping to attain, you need to
provide the information they need to assist you. So, if you are interested in the goal of
making money on line and you want to ask someone with knowledge in that area how to do it,
do not shoot off an email to them. How can I make money online? At least don't shoot one
off to me because I have made New Year's resolution to answer that question as follows:
Dear I want to make money on line.
Please send me the following information and I will be more than happy to assist you.
url that you are promoting
detailed list of the places you are advertising - meaning the names of the lists, ezines,
traffic tools etc that you are using.
detailed log of the dates you placed your ads and the tracking url you are using.
short and concise description of the benefits of the service or product you are selling
Sample ad that you are using to sell your product.
banner and linking strategy you have in place and the names of the sites
where you are listed.
amount of time you spend per day working on your business.
short term and long term financial goals for your business
do you intend to capitalize your business? What is the monthly budget
you have allocated to advertise your business?
you hope to accomplish by seeking a consultation with JPE Advertising.
Our fee for this consultation is $3500.00. Please deposit
this amount into out PayPal account and we will do a full review of the information you
supplied us with and give you a report, a proposed business plan, and a marketing
Here's the Point.
Most people working on the net are lazy. They want the money but are not willing to invest
the time needed to gain expertise in an area of their interest nor the money needed to
capitalize a business. So they shoot off emails to people saying: Tell me how to make
money on line.
It's the wrong question.
If you really are interested in seeking the advice of knowledgeable people on the net,
there are ways to do this. First, if they are published authors, read their books so that
when you write to them, they take you seriously and know that you put in the time to try
to study the field you are interested in or working in.
Second, if they publish an ezine, try out the advice they give you in that ezine and see
if it works for you. If it does, let them know. If it does not, tell them specifically
what you did to try to follow their advice and then ask their opinion on why it failed.
If they make free tools or free advertising available to you, try them out and send in the
specifics and the details of what worked and what did not work for you. If you want to be
taken seriously on the net, then approach your business in a serious way.
You would not go to a bunch of investors and say I have a great idea. I want to make money
on the net. I have heard it can be done. Will you invest your time and your money with me.
An investor will say to you. What is your expertise in this area? What is your education?
Your background and your track record? When you tell them. None. Don't be surprised if
they walk away or hang up the phone.
Internet business is not a toy to play with. It is a business. A Serious business. If you
want to play in the arena and earn a good income, you need to get serious too.
Of Course-Not Everything is Serious.
Having given you a lecture about being serious, I also need to tell you this. Not
everything is so serious on the net, or is it?
On the surface, the Joe and Mable show does not seem to be serious at all. It is zany,
funny and slightly irreverent. Have a ball and listen to the beginning episode
Maybe it's a lot more serious than you can see at first glance.
Last week we gave our subscribers early advance notice of this completely new way to
advertise on the net. We told you about this new show so that you, our subscribers, could
take first advantage of the free advertising available at this site by simply calling in a
Those of you who did, Thanks a heap, it was an extremely smart move on your part as you
will see in the coming months. For those of you who didn't take advantage of this golden
opportunity, hmmm, maybe you should rethink your marketing strategy again.
Are there other free advertising avenues you are missing? Does the Joe and Mable show have
a linking strategy in place that you could take advantage of? Of course. Write to us at
:email@example.com and we will tell you what you need to do to take advantage of our
strategic linking plan.
Joe and Mable may be a lot of fun, but there is a serious side behind the scenes. It takes
months of work (sometimes 16 hours a day) to produce a show like this and then get all
your marketing strategies happing at the same time.
Stay tuned for next week. We will be writing about new and innovative ways to advertise on
the net. Clearly, Joe and Mable is one of them, but there are others you should be taking
advantage of. We will steer you too them next week.
For our new readers: You should know: We always end our
articles with a jingle to emphasize the point. You can capture the essence of our articles
in the Jane's Jingle section every week.
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Jane's Jingle is the summary and conclusion of the
editors article and generally captures it's essence so if you need to cut to the chase,
you can always skip straight to the jingle :-)
If you want our attention it can be had
Write us a letter that doesn't sound mad
Tell us what you're doing to insure that you win
Put a spin on your mail sure to make us grin
No one reacts well to the pain in the butt
Learn how to write mail that makes the cut
Put some pizzazz in your questions today
And be sure to send real information our way
Everyone responds to a well thought out plan
Send it our way and we'll lend you a hand.
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Can make You RICH!
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Getting past the Protector, and talking to the Buyer!
Benefits vs. Features
Why would anyone be interested in buying your product, or joining your program?
Why would anyone want you to be his or her salesperson, or sponsor in a program?
How you answer these questions, and what you do to get your point across will determine
your success in this business! Here's a technique you should use all the time.
Whenever you give someone information, immediately put yourself in their shoes, and then
ask yourself whether your prospect can speak the two deadly words ... So what?!?
If they can, then your information was all about "features" of your product,
service or program. Features are all those "selling tools" your product has.
Usually the things YOU get excited about. It's what makes your program or product exciting
WOW! Look what I have! I know I can sell this! It's BIG! It's HOT! It's CHEAP! It's
PRETTY! It's FAST! It's FUN!!!
SO WHAT! WHAT'S IN IT FOR ME! WIIFM!!!
So you approach your prospect. And you say: "Hey! Look! This is BIG!" And your
prospect thinks, or worse yet, says ... SO WHAT?!?
You say "Hey! This is HOT!" And again, SO WHAT? Well, ah. Um ... er, it's um,
It's CHEAP! SO WHAT!
Wow! You start thinking ... this guy's a tough sell! Is he really?
So you say "Ya know, it's pretty, too. And it's fast! And it's fun! And it's ...
yadda yadda yadda!"
The problem is ... you haven't shown him any BENEFITS! What should you say to a
To fully understand the difference between features and benefits, you need to understand a
little about people, and how our brain works.
If youve been in marketing for any length of time, youve heard the expression
... People buy with the right side, and justify with the left.
You know our brain has a left side, and right side, right? And each side works
differently. One side will always become dominate in any situation.
When someone wants something, emotion is present. Therefore, the right side of
their brain is dominating their thoughts. Because the right side is now dominant, the left
side, the logical side, will now begin to apply logic and reasoning, and will begin to
justify why you should have what you want. How you can get what you want.
You need to learn how to use this to your advantage!
Features of your program are factual details about your products or services. These are
left side influences.
When you begin running a list of features off to a prospect, you get the left side of
their brain working. Youre feverishly working to get them to find the logical
reasons why they should buy your product, or join your program.
When the left side begins working, the buyer is not listening. The left side
begins doing its thing. Justifying!
And if there is no want working on your side, then what exactly will the left
side justify? Fear, hurt and doubt.
The left side of the brain will begin throwing up red flags. Convincing your prospect that
this is going to be another opportunity for them to get hurt ... again!
Hey! Watch out! This is just another situation for you to lose! Remember the last time you
got suckered into one of those scams!!! Remember that garage full of products your brother
is still trying to get rid of! You know that vacation you want to save for? Well, this
will eat up all the money you have saved for it! You know these schemes dont work
for you. You dont know how to build a business. You dont know how to sell. And
you really dont know how to sponsor people!
Be careful! Dont listen to this guy! HES JUST A RECRUITER!
You get every excuse in the book. You usually get hit with comments like ...
This is just another pyramid scheme! I dont do MLM programs. MLM programs dont
work for me. I cant sell. I cant recruit! I dont have the money to join.
I dont need your products. I dont have time to build a business!
When you called this person on the phone, they answered with the left side of their brain.
And as soon as you started your pitch, the left side took over!
And because all you did was feed ammunition to the left side, the right side never had a
chance to get involved, and you therefore never talked to the buyer. You only
talked to the protector!
Youre fighting with left side influences. You should be working with right side
influences. Buyer influences! But you turned these influences off completely!!!
Benefits, on the other hand are not details. They are descriptions, directed to the
emotional side of someone. When you begin to list real benefits, the right side of the
brain begins to take over.
When they answer the phone, and you begin by telling them youre not there to recruit
them, or sell them anything. That you just wanted to talk for a little bit to find out a
little about them . . . to find out what they want, what they need. And when they begin to
understand that youre not going to try to push them into joining some scheme, or buy
something they really dont want, a balance will begin.
When they first talk with you, they will be somewhat intimidated. I mean, YOU called THEM,
They will be somewhat stand offish. Reserved. Cautious. The left side of their brain is
just waiting for a chance to get to work!
This is where dialog comes in. How do you know what they want, or need for that matter,
unless you let them tell you about them!
As you begin to understand where they are, what theyre really looking for,
youll have a much better idea what to talk to them about. Youll know what
benefits to discuss.
Most of you have been to at least one MLM meeting in a hotel somewhere. Why do you think
they all start out exactly the same way? With a dream building session!
Because they want to wake up the right side of your brain. They want to talk to the buyer!
As you go thru the benefits of your program or products with your prospect, they begin to
want. And once the want kicks in, the left side will begin to justify the
want, instead of the fear, hurt and doubt.
So, how do you know what the benefits of your products are? Or the benefits of your
program are? Thats easy!
They ARE the features! But not just what the features are. The benefits of a feature are
the things about the feature that effect the person emotionally. What the product will do
for them personally!
Here are some examples . . .
Lets say youre in a nutritional program. You have some great products! And
youre looking for both customers, and new distributors to join your program.
Lets assume that it happens to be the best company around, and the products are
proven to be the best. Theyre also priced right.
OK, You call your perspective partner on the phone. They answer, and the conversation goes
like this ...
Ring . . . Hello, this is Betty.
Hi. Is this Betty?
Um, yes it is.
Betty, this is Bob. I got your name as a lead from my company. So, youre
looking for a home based business? Great!!! Betty, my program is the absolute best
nutritional program out there. We have the very best product! No ones are better.
And the price is right for YOU!
And our compensation plan is the very . . . . .
HEY, SHE HUNG UP ON ME!
Well, what do you expect? The left side of her brain went into over drive with that call!
Almost every professional script Ive ever read does the same exact
thing. Turns OFF the right side of the brain! And puts the Protector into over drive!
Do you know which two lines did the most damage? Which line was the killer??? Do you know
why Betty hung up on you?
Lets analyze your one sided conversation with Betty.
First of all, where is the dialog? You never gave her a chance to speak!
Oh yeah, thats because you were reading from a script, right? Your script must start
out like this ...
(ring) prospect answers. You say . . .
Hello. Is this [prospects name]?
They say Yes. You say . . .
[prospects name], this is Bob. I got your name as a lead from my company. So,
What do you think Betty thought when you asked her if she was Betty after she told you she
Next blunder ... You basically called her a lead. Buzzzzzzzzzzzz!
And the next ... Youre assuming Betty is interested in a home based business. Is
she? How do you know? Maybe she was interested in one of your products. MAYBE ... she
isnt even a real lead, but ended up on some lead list that got sold!
Maybe Betty isnt interested in nutritional programs or products at all. She might
have answered a blind ad about home based businesses in general! And by telling her right
off the bat that youre in a nutritional program just clicked on the left side of the
brains over drive gear!
Next, you said ... My program is the absolute best nutritional program out there.
Oh yeah, says who? And who cares!
We have the very best product! No ones are better.
Again I say, big whoop! Who says they are the best? How do I know that no one has better
products? I dont know you. Why should I believe YOU?
W I I F M ????
Then you say . . . And the price is right for YOU!
That does it! How do YOU know what price is right for me? You dont know anything
about ME! All YOU know about is YOU, and your fancy dancy script!
No thank you ! ! ! Bzzzzzzzzzzzzzzzzzz!!!!!!!!!!!!!!!!!
See what I mean? Lets get the right side of Bettys brain working here.
Ring . . . Hello, this is Betty.
Hi Betty. My name is Wayne Knazek. Im mainly calling you to verify something I
Betty, did you recently fill out a form on line requesting information about a home
based business, or about a specific product that could actually make you feel better in
only 3 days or less?
Well, I might have. Im not sure.
Well, the reason Im calling is basically just to ask you a couple questions.
Im not here to recruit you into a program, or fill your garage with products.
Do you have just 2 minutes?
Um, well, I have to, um, er ... I only have a short time. I have an
Thats OK, Betty. I just need 2 minutes. You can time me if you like.
(SMILE WHILE YOU SAY THIS!)
Betty, if you found a home based business that actually met your needs, one you
liked. And one with products that you liked. And, if you met someone you felt comfortable
with. Someone you knew would be a good sponsor . . . would you consider getting more
Well, I guess I would. If I really thought it was something I could do? Ive
tried those MLM schemes before. They dont work for me.
I understand exactly, Betty. To be honest, they only work for a few, up on
Betty, if youre like I was, you know what its like to hold your breath
waiting for the end of the month to get here. Weve all been there.
If you were thinking about building a home based business, what amount of money
comes to mind right off the bat? What amount of monthly income would help you meet the end
of the month more comfortably. Now be honest.
Well, to be honest, Id like to make an extra $200 a month. If I could do that,
it would definitely help.
OK, another question . . . When you think about maybe having a successful business,
what do you think about? How much money would you really like your business to make? And
what specific things would you like to see when your business becomes successful?
Oh, wow. I dont know. Well, Id like to have a new car. And quit my job!
But Id need to make about $3000 a month to do that.
You mentioned that some programs didnt work for you in the past. We both know
that many of the programs out there dont work. And we also know that one of the
reasons it doesnt work for most people is because they just dont know how to
actually build a business.
Betty, I just want to ask you one more question. If you found someone who you really
felt comfortable working with. Someone who could actually help you learn how to
If I were that person, would you be open to hearing about an opportunity I
personally feel is one of the most exciting opportunities on, or off the Net?
Great. Whats a good time for me to call you? When would you have about 15 or
20 minutes for us to talk together?
Set up a time. If youre new, get with your upline and schedule them to do a 3 way
call with you.
OK, do you see how this got Bettys right side working? Right now there is nothing to
justify in terms of fear, or hurt. Or doubt.
Once again Betty is thinking about getting some relief in her budget., Shes
thinking . . .
Could I really make another $200 a month. Wayne really seems sincere. And he did
what he said he would. Talked with me for 2 minutes. And he did seem to care about
Ill bet hes a good marketer. And Ill bet hed be a good
And the right side of her brain is saying . . .
Oh, come on. We can do it! We NEED an extra $200 a month! And we WANT to make $3000
a month in our business! We WANT that new car! We want to quit that job!
When you call Betty back, shell answer the phone with the right side of her brain,
and youll be talking to the buyer, not the protector!
In the next session, well go over examples of benefits. How to present your products
and services, and your program to your prospects as benefits!
Well talk about several products or program types, and how to put the
person into the description of these products and programs.
Wayne Knazek, The Net Trainer has literally helped 1000s of people become more
profitable with their businesses. Relationship Internet Marketing is the KEY to long term,
successful marketing on the Internet. Heres a brief word from TNT himself . . .
Would you be personally offended if I could help you become more profitable with
your business? Making relationships is so critical! Why not let me teach you
how to do this? Then . . . watch your profits skyrocket! For more information about my
FREE training sessions please contact me at firstname.lastname@example.org.
Want to get noticed? Submit an article for review and if your article is just
what our readers need to hear, we will include it here in our guest experts
spot. Your articles must be on some aspect of online marketing that works.
Submit your articles here.
You could become quite well known.
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Contest Winners Jan 5 - issue
Last weeks contest question.
Which actor played the Great Santini and was born on this day in 1931?
Hint he was a taxi driver before becoming an actor.
And the Correct Answer was: Robert Duvall
Contest Winner: Trey Koehler. Well done Trey!
Won a free membership in our Instant Cash magnet program with 25.1 rotations. Value
This Weeks Contest Question:
What is meant by the term "Preemptive Marketing Advantage."
This Weeks Prize: A Free Business called "Internet Cash
Machines." With Full Resale Rights.
Send your answers to...
Contest Rules: First correct entry received wins.
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Taking Opportunities When Appear.
It never ceases to amaze us at JPE Advertising just how many people cry that they can't
make money online but do nothing when good opportunities present themselves. What does an
opportunity have to do? Sit on them before they realize they should get off their butts
and take action? I am convinced that the only way you can get some people to act is to
stick their finger in a light socket and give them a 120 or 240 volt supercharge.
Here's an example of what I mean. Last week we pre-launched a brand new fun program called
"Joe? Yes Mable? Are We Rich Yet?" We announced it to our ezine members and our
announcement lists and some people acted on it instantly. They joined our sitcom members
list. The result is they received FREE Advertising in a prime position on our testimonials
page. They made a wise choice. It will reap rewards when the Gurus start mailing to their
lists and when our advertising and linking strategies kick in.
The surprising thing was only a handful of people acted and joined the members list and
shot their testimonials in. This is FREE advertising and you should be taking advantage of
every bit you can get on quality sites. Butt sitters never make the grade and wonder why
they earn little money when others earn thousands.
The point of this is simple: Get noticed, get yourself seen everywhere
and you too could start raking in a good income. Example: Take a look at Joe Vitale. His
name and testimonials are everywhere. Yes it requires that dirty word - "WORK" -
But tell me a legitimate business that doesn't!
Get your FREE advertising here while it lasts
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Recommendation & Review:
WebPro Times 10 Star rating.
Making Email Work for You Big
Corey Rudl -- probably one of the best-known and most well-respected experts on the
subject of e-mail marketing -- has just released all the details behind how he used e-mail
marketing to make $213,705 and attract 41,409 new opt-in subscribers in the last 30 days
I still can't figure out exactly WHY Corey has made this information available, since it
gives everyone -- including his competitors -- the chance to steal the secrets he's spent
6 years perfecting!
This awesome package includes priceless information on when you should mail, how you
mail, what you should write, and when you should send it so that you are guaranteed the
best possible results from each and every e-mail. He shows you how to grow a
opt-in list as quickly as possible, to generating the highest possible revenue from every
e-mail you send.
The e-mail marketing industry HAS changed dramatically over the past few years. And while
company after company has gone out of business just trying to keep up with all these
changes, Corey has continued to generate over $2.4 million every year with e-mail
This book shows you step-by-step what he did and how he did it so you can take his
strategies and model them to create your own success. It is a definite MUST for your
marketing library. Assuming you really want to be successful
Go check this amazing book out now and you'll soon see what I mean.
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Free Marketing Tools.
Here's a neat site where you'll find FREE marketing tools, including AdWords
Wrapper, Keywords, Link Popularity Checker, Marketing Forum Watch, Search Engine Chart,
and Search Engine Ranking Report.
Check it out here...
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This week you can either read the continuing saga of J
and P or you can listen in on it instead. We just thought you'd like to hear the unique
mix of J's raspy, loud, New York Accent and P's softer, more laid back approach... Either
way turn up your speakers and have some fun with us today...
Do you think I sounded over harsh in my article today in the Web Pro Times?
P? hmmm, J. I don't know. You kind of laid it on the line.
Yes, P I know I did. But how are people suppose to learn if they just keep doing the same
same old over and over again. My father used to say: These people can't get out of their
um J, how did we get onto your father here?
Oh P, I am just trying to make a point.
And your point is , J
I guess my point is that people need to take a bit more responsibility for the way they do
business on the net. They want everything handed to them on a silver platter and I don't
really respond well to that.
that's two points, J
What I mean is that we have worked very hard to get to where we are and a lot of people on
the net, just think there is no work involved and you can just sit back and do virtually
and make money. I really don't like that attitude.
That's three points, J
What's three points? P
J you just made three points and you began this discussion by saying "the point
is". I expected
one point not three.
Oh, P you are always so technical.
J when you say one point. I expect one point.
Well here's another point, p. You are being a pain in the butt and you are not answering
my original question and...
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we can share them with our readers. Be sure to include your URL in your tip.
Email us here...
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