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    Measure Your Marketing ROI
    There's a well-known truism in business: You get what you measure. So if you aren't measuring the results of your investment in marketing dollars—in terms of current and predicted future revenue and profit results—then essentially you're investing blindly. Let's say you follow the established norm for your industry and invest in marketing as a percentage of revenues. By not
    ntee.  The price point - currently $10 for the guides, is intended to encourage impulse purchases.

    The latest of these products - “Wrongful Termination Guide” is now achieving a nearly 5% conversion rate in sales.  This is far higher than the average 1-2% that is typical of most e-commerce sites (and perhaps indicative of the current economic climate!)  And, with real-time traffic analysis from A&H Turf & Specialities: The Nuts and Bolts of Growing a Business
    In 1984 Dave Anderson and his dad, Al, founded A&H Turf & Specialties just a stone’s throw from where the main building stands today. As the name implies, the business originally centered on irrigation supplies and equipment. Along with sprinkler heads, fittings, and pipe, A&H sold a few related hardware items, such as shovels, fasteners, and sandpaper.By 1988, the

    A case study in online “thinking outside the box”

    The Fair Measures Corporation Web site, at http://www.FairMeasures.com contains over 500 pages of free in-depth legal information and analysis, provided for both employers and employees.  It includes a monthly e-newsletter, and an “Ask the Lawyers” page where visitors can post additional questions.  The site attracts frequent media attention, and has been featured in “HR Magazine”.

    A few years ago we completely restructured the site to add content for the many employees who come there looking for information.  Previously, we'd been concentrating on the traditional markets for Fair Measures - human resource professionals and managers who hire Fair Measures attorneys for workplace training programs.  But we realized that in doing so, we were missing out on a very different audience for their expertise - and one that really only exists in the online context.

    How did we know this?  In two main ways:

     1. by looking in our traffic analysis at the key search phrases that brought visitors to the site; and
     2. from the content of questions submitted to “Ask the Lawyers”

    We could see that many visitors were looking for information around sexual harassment, overtime exemptions, Internet e-mail monitoring and privacy issues, and wrongful termination.  Employers wanted to know how to create policies and practices that would protect them against costly lawsuits, and employees wanted to enforce their rights.

    So, we created a whole series of new products - instantly downloadable online guides and sample policies around these topics.  They are available in Word, pdf, and html formats - at the buyer’s choice, and come with a full money back guarantee.  The price point - currently $10 for the guides, is intended to encourage impulse purchases.

    The latest of these products - “Wrongful Termination Guide” is now achieving a nearly 5% conversion rate in sales.  This is far higher than the average 1-2% that is typical of most e-commerce sites (and perhaps indicative of the current economic climate!)  And, with real-time traffic analysis from Small Business Payroll Software
    Small business payroll software handles payroll and tax filing in small business establishments. A small business company is defined as a company with 500 or less employees. Small business payroll software simplifies tedious tasks of documenting, figuring and executing a payroll; on a weekly, biweekly or monthly manner. The cost of payroll software depends on the payment durtion, and has been featured in “HR Magazine”.

    A few years ago we completely restructured the site to add content for the many employees who come there looking for information.  Previously, we'd been concentrating on the traditional markets for Fair Measures - human resource professionals and managers who hire Fair Measures attorneys for workplace training programs.  But we realized that in doing so, we were missing out on a very different audience for their expertise - and one that really only exists in the online context.

    How did we know this?  In two main ways:

     1. by looking in our traffic analysis at the key search phrases that brought visitors to the site; and
     2. from the content of questions submitted to “Ask the Lawyers”

    We could see that many visitors were looking for information around sexual harassment, overtime exemptions, Internet e-mail monitoring and privacy issues, and wrongful termination.  Employers wanted to know how to create policies and practices that would protect them against costly lawsuits, and employees wanted to enforce their rights.

    So, we created a whole series of new products - instantly downloadable online guides and sample policies around these topics.  They are available in Word, pdf, and html formats - at the buyer’s choice, and come with a full money back guarantee.  The price point - currently $10 for the guides, is intended to encourage impulse purchases.

    The latest of these products - “Wrongful Termination Guide” is now achieving a nearly 5% conversion rate in sales.  This is far higher than the average 1-2% that is typical of most e-commerce sites (and perhaps indicative of the current economic climate!)  And, with real-time traffic analysis from Beyond Fear And Greed: Emotions That Sell
    Fear and Greed. The stock-in-trade of sales. Appeal to them, and your success is assured. But isn’t there more to life than those two emotions?Yes, there is. And your marketing would do well to expand its emotional horizons! Let’s take a look at a few of the other response-generating feelings:Curiosity: “What never… ever to eat on an airplane!” That headline isdience for their expertise - and one that really only exists in the online context.

    How did we know this?  In two main ways:

     1. by looking in our traffic analysis at the key search phrases that brought visitors to the site; and
     2. from the content of questions submitted to “Ask the Lawyers”

    We could see that many visitors were looking for information around sexual harassment, overtime exemptions, Internet e-mail monitoring and privacy issues, and wrongful termination.  Employers wanted to know how to create policies and practices that would protect them against costly lawsuits, and employees wanted to enforce their rights.

    So, we created a whole series of new products - instantly downloadable online guides and sample policies around these topics.  They are available in Word, pdf, and html formats - at the buyer’s choice, and come with a full money back guarantee.  The price point - currently $10 for the guides, is intended to encourage impulse purchases.

    The latest of these products - “Wrongful Termination Guide” is now achieving a nearly 5% conversion rate in sales.  This is far higher than the average 1-2% that is typical of most e-commerce sites (and perhaps indicative of the current economic climate!)  And, with real-time traffic analysis from The Importance Of Bullets In Your Sales Copy
    Most people think of bullets as something that comes out of a shotgun or revolver that can potentially hurt or kill.But in copywriting, bullets are nothing more than little headlines that reveals benefits to your prospect throughout your sales copy.This doesn’t mean their presence is of little importance, in fact nothing can be further from the truth.Bulg and privacy issues, and wrongful termination.  Employers wanted to know how to create policies and practices that would protect them against costly lawsuits, and employees wanted to enforce their rights.

    So, we created a whole series of new products - instantly downloadable online guides and sample policies around these topics.  They are available in Word, pdf, and html formats - at the buyer’s choice, and come with a full money back guarantee.  The price point - currently $10 for the guides, is intended to encourage impulse purchases.

    The latest of these products - “Wrongful Termination Guide” is now achieving a nearly 5% conversion rate in sales.  This is far higher than the average 1-2% that is typical of most e-commerce sites (and perhaps indicative of the current economic climate!)  And, with real-time traffic analysis from Are You Looking to Change Jobs or Just Find One?
    Resume writing may seem like the most daunting task ever. It is one of the most important things you must do if you hope to get the sought after interview with the decision maker. I can still recall a time in my early twenties that a job I had taken was not working out. It was a sales job at a company a friend was a partner in. After resigning my very stable job with a fortntee.  The price point - currently $10 for the guides, is intended to encourage impulse purchases.

    The latest of these products - “Wrongful Termination Guide” is now achieving a nearly 5% conversion rate in sales.  This is far higher than the average 1-2% that is typical of most e-commerce sites (and perhaps indicative of the current economic climate!)  And, with real-time traffic analysis from http://www.websidestory.com/ we are tweaking the language and length of our selling pages to see what’s most effective with each audience.

    Our downloadable products are now generating a steady additional revenue stream, from a source that is very different from the traditional markets for this company.

    So, lessons learned (and still being learned) from this exercise:
     1. Be open to new and different potential audiences for your online business;
     2. Study your traffic analysis - there are many valuable clues as to visitor needs that can be translated into new products and services; and
     3. Keep monitoring your visitor response and try new spins on your content.

    © 2001 Philippa Gamse. All rights reserved.

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