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Monday, October 23, 2006


Thursday, August 17, 2006

Pay Per Click Search Engine Affiliate Program

How Comp Plans Earn You Money

Free Information

Knowing the Comp

Plan Makes You Money

Know Your Comp Plan & Write Your Own Paycheck
Darryl Gee

The thing I love the most about commissioned sales is the
ability to write your own paycheck. By fully understanding your
compensation plan and selling to it, you determine how much
money you make. There are 4 keys you can focus on to make sure
that you are exploiting your comp plan and earning the most you
can. They are know the plan, understand the companies vision,
set an income goal and monitor your results.

Know the plan – what do you get paid for. (the focus here is on
commission not base). You’d be surprised at the number of
salespeople who have not looked at the comp plan document or do
not know all that they get paid for. Get your comp plan document
and scrutinize it. Answer the following questions: What pays you
the most, what pays the least. What do you get paid for add ons,
which add ons pay you the most. The objective here is to know
everything you get paid for. This will be much more difficult
if your company does not have a plan document. I worked for a
large corporation once that did not have a plan document. It
was all shared via word of mouth. Ask managers and other sales
people to be sure you have the full picture. Your manager or
district manager may be the best resource. Often times they
will be compensated similarly to you, but based on the entire
team's efforts. (The payroll department may be able to help as

Consider special incentives too - for Seasonal products or
contests that may compensate you. The payoff may be cash or may
be prizes or trips. No matter what it is, it adds value to your
overall earnings.

Have a clear interpretation of your companies goals in
compensation - Why is your company paying you more for selling
one item versus another when both items are similarly priced.
Why does an insurance company pay you more for new clients
versus renewing existing clients. Why does the department store
pay you just as much for acquiring a new credit card customer as
they do for selling the actual product. Considering these
questions may require knowing your companies vision or its
strategic plan. It's important that you are in line with the
companies vision because often it allows you to understand
where a companies money is made. The company, normally will pay
you more for what it earns the most on. Sometimes this may not
be clear as to what the company's vision or goals are,
discovering this though will allow you to provide the best
quality solution for your customer and fulfill your customers
total needs. A wireless company made more money on plans of
39.99 and higher so the reps were compensated more for selling
these plans. The idea is to know your companies “thoughts” so
you can better set your personal selling plans and goals.

Set an income goal - So many salespeople and managers fail to
set income goals. They go to work and simply take a stab at it,
with no objective in mind. I have had my greatest management
successes as a result of setting personal income goals. Win or
lose, it gives you something to strive for. A good place to
start is to use the figure given to you when you were hired.
Most recruiters will have some estimate of how much sales
people and managers typically make. Once you have this figure
in hand, work backwards, converting it into the product sales
necessary to achieve it. Break these down further into monthly,
weekly and daily sales goals. This turns $25,000 in commissions
into 5 sales a day. It turns a large commission goal into a
much simpler and easily attainable - daily objective.

Monitor your results is the final step. This is one thing I
wish I knew when I was a new manager. Pilots have dozens and
astronauts have hundreds - of instruments used simply to
monitor things. Speed, velocity, intensity. These are things
you need to be aware of as your work towards your goals. I once
had a teacher that used to say, "at the end of the term, you
should be telling me what your grade is." He was right. Monitor
everything. Sales per time frame, sales ratios and per cent to
goal. Use this data and others you or your company have
developed to keep you focused and informed. If your company
does not provide this critical data, request it or make your
own sales logs. Depending on what the results are you may need
to get a mentor, seek training, apply more intensity or
(hopefully) start thinking of ways to spend all the money
you’ve earned.

Sales and management can be exciting and exhilarating. Its even
more exciting and exhilarating when you know how to write your
own paycheck.

2005 - Darryl Gee,

Darryl Gee has 18 years of sales and
management experience. He shares his entrepreneurial and
corporate management expertise on his website and his message board You can ask him your sales and
management questions directly at

affiliate program super

Wednesday, August 16, 2006

Cashin' In with Affiliate Programs

Miracle Grow Your Business

Suzanne Falter-Barns

In the marketing world, you hear a lot about micro-marketing, niche
definition, and so forth. But not a lot about WHY this kind of focused
and disciplined approach is important.

Here’s the deal: You cannot (REPEAT: CANNOT) expand your market to the
size it naturally wants to be if you’re vague and sloppy about who they

Just yesterday I was on the phone with a colleague, Yvonne Divita, with
whom I’m cooking up a majorly cool live event on publishing. In the
course of just a few minutes we whittled our market down from ‘Just
anybody on our lists and blogs’ to experienced corporate and wellness
coaches, semi-advanced crafters who want to make a living from their
business, and possibly therapists who want to break out and have been in
practice at least five years. (Don’t worry, you can come too, even if you
don’t fit those niches. :) )

I hung up feeling strong and inspired … I knew who I was targeting and
just where to find them. My action step: to find associations, SIGS and
other groups that reach exactly these folks.

And so, that’s your next action step, too. Do you know where your
potential buyers and readers and fans hang out? And if you don’t, is it
because you don’t know who they are?

This is what I like to think of as ‘Micro Market Definition’, and doing
so can triple your business and build your list like crazy. BUT … you’ve
got to do your homework.

First, determine exactly how well you know your people. Imagine a typical
person in your market right now. What is she or he doing? Watching TV –
and if so, what’s on? Or is she sitting at her desk, trying to figure out
how to pay her bills? And agonizing? Or is he looking out the window,
wondering where his own child is right now – the one who just moved away
from home.

This micro market definition is different from niche-ing, because you
already know your niche, right? This is simply carving out a much more
specific, detailed picture of who supports that niche and actively wants
what you’re offering. More importantly, it’s understanding the exact
emotional frame of mind of your market.

We’re not talking about the usual, boring stats like age, marital status,
geographic location and education. Instead, determine the psyche of the
person you’re selling to, their current highs and lows, and what the big
needs and wants are that define their lives.

By knowing this, you can design a website, a blog, an ezine, bonuses and
infoproducts that speak right to their hearts. And so you can effectively
solve their problems, deliver your work, and live your life’s purpose.

You want to think empathetically. For instance, if you decide your market
is teens going through major life transitions (parental divorce, moving
to a new state, life threatening illness in the family, etc.), I want you
to really put yourself in the position of that young person.

Here are some key questions that will help you micro-niche your own

1. Are they reachable by industry or by some other situational
classification, like Empty Nesters, teens about to go to college or
recent retirees? Or are they distinguished by a life situation like
depression, recent millionaire, or weight loss support group attendee?

2. Exactly where within their niche are they (i.e. not just ‘life
coaches’ but ‘newbie life coaches considering a career in wellness but
looking at several different options, maybe six months out of training’

3. What is their biggest need right now? Where do they go looking for
support or advice?

4. If they’re niched by industry, what level are they? (Managers,
mid-level clerks, executives, CEO’s, solo pros, work-at-home Moms, etc.?)

5. How do they spend their lunch hour?

6. What do they do for fun?

7. What keeps them awake at night?

8. Do they hang out with other people in their field? Where?

9. In addition to their work (if they’re niched by industry) where else
do they tend to congregate? (i.e. Life coaches who are also Unitarian
Universalists, or Dentists who are into yoga.) (Yes, it is possible to go
a little too tight here … but an interesting exercise. This works best
with really big niches, like empty nesters or chiropractors.)

10. If there’s a gender slant to your niche, can you identify what’s
unique about this group. (Note ‘women’ is not a niche. But ‘women who
recently lost weight and are newly into healthy eating and approaching
menopause are.’)

11. Are there any upcoming situations that your micro-market is facing?
(i.e. New mothers who are about to give birth, or college graduates about
to start looking for a job.)

By having the discipline to sit down and really dig into your market –
and possibly even get some help from surveys or focus groups with your
potential market – you can lock in on who they are with much greater
precision. Think of it as the difference between a mature business and
one that’s only taking baby steps.

Go forth and conquer!

Download Suzanne’s free list of 50 Top Publishing & Media contacts at . Drop by her blog at for almost daily tips on how to get known
now … the easy way!