The Two Approaches to running your business

Yesterday you learnt how to differentiate your business from all the other consultancies out there. 

Today, we move onto something very different which are the two main business approaches you can adopt when starting your own internet consultancy as discussed on page 24 of the Free Guide.

The approaches you can'take fall into the personal and non-personal approaches.

THE PERSONAL APPROACH:

The personal approach is that adopted by most franchises and consultancies. This is direct selling which most technology sales people will be familiar with. It is a type of selling known as consultative selling.

In conventional high pressure selling, the sales person just presents their product and uses manipulation to try and close the sale. In contrast, with solution selling - the consultant tries to find the "pain" of the prospect. Pain is any problem or need the client has that they need to resolve. The consultation consists of asking questions to get the prospect to admit the pain, and understand the impact of the problem, then offering a solution.

It is a very professional approach that is far removed from the image of typical high pressure selling. Unfortunately, this approach is only suitable for the small proportion of the population who enjoy personal selling.

THE NON-PERSONAL APPROACH

This approach is very rare in the internet consultancy business. It is based on the direct response marketing methods typical of mail order and ecommerce. While you won't get such high conversion rates as personal consultations, it means you can expand your market beyond those client'syou can physically meet with and so will be generating just as many sales. This is important when you are targeting a niche market.

The approach uses the same kind of credibility marketing methods used in the personal approach such as search engines, ezines, press ads, direct mail and opt-in email to generate leads through the offer of a free report. Then, a follow up process using a regular ezine or newsletter to educate the prospect on their problem, but when the prospect makes a decision to do something about their problem, instead of requesting a meeting, they can just contact the seller with some questions or pricing for additional features, then go straight to the website and order a packaged solution.

Now you may be thinking "so what"! There are loads of products sold in this manner. Information products in particular have done very well using this type of marketing. That's true but the difference is the value of web solutions is far higher than information products. It is what's known as a complex sale as there are lots of possible variables. However, when you properly package your services, focus on a specific niche and create a solution for the compelling problems of that market, while using free reports and content to educate your prospects, it makes it easy for the prospect to simply order the solution by mail order or through your website, just like they would with a product ... without any personal consulting.

THE APPROACH OFFERED BY MYWEBAGENCY.COM

Having access to a system that is equally effective using both personal and non-personal approaches is very rare in this industry. In fact, finding any opportunity offering custom web services that doesn't require personal selling is practically unheard of.

Thankfully, MyWebAgency.com have developed such a system. This is described under the business development section of the Free Report. It is the most powerful system you are likely to come across for selling web solutions.

Other opportunities in this industry expect you to either be a sales person or hire sales staff, otherwise you won't generate much business. We take the view that there are many people who would love to get involved in this type of business, but don't want to do personal selling.

For both the sales person and the non-sales person ... this opportunity offers everything you need to succeed.

Tomorrow, we will take a look at how internet consulting compares with other online business opportunities.

If you can't wait until then you can view it HERE:

Regards,
MyWebAgency Support
Digital Media Solutions Ltd

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