This article was ... written to teach my members how to get ISP clients, but you can use it for almost any business that you are in. ... This article was orginally written to teach my members how to get ISP clients, but you can use it for almost any business that you are in. ---------------------------------------------------------Earn With the Secret of a Well Defined Target---------------------------------------------------------This is the second secret to building your business. Withoutthis you will wander without direction dispelling your energyineffectively.Consider the power of water. If you attempt to strip a wall of an old layer of paint by spraying water in a widepattern, that paint will never come off. However, if you put pressure behind that water and then narrow the streamso it all comes to one tiny point, or one well defined target, then the paint starts to come off.The water represents your energy in finding your prospectsand motivating them to join your company.So what we need to do is to take the very same amount ofenergy you are now using, (with perhaps a little more pressure), and point it to a well defined target so that you can increase your power to build your business by 100 fold or more.To do this you need to make some decisions. These have tobe well thought out and must be backed by a strong burningdesire. So make some decisions that seem reasonable, yetchallenging enough to be exciting for you.1. What is the real reason you want an ISP business? Isit to help others, do you like working with people, do youneed some money to send your children to college, do youwant recognition of accomplishment, do you feel it is a important service you can provide to help others? Youmust find the reason that you are really doing this.Without this reason the fire you need for building a business will never start.2. After you understand the real reason for buildingyour business, now you must decide what amount of money is needed to accomplish your reason.Start with a reasonable amount, you can always make thisamount larger later. The amount needs to be enoughto accomplish your reason and enough to be excitingand challenging. But it must not be so much that itseems impossible to do which will put out your fireand your business before you even start.3. After you have your reason and the amount of money you need to earn you must now decide upon the method whichyou will use to accomplish your goal.It is possible you really do not know this method yetso pick what you think is the best and start witht that.As you perform your method you can adjust and change until you get the method that works just right for you.Once you have found the method that works for you thenyou must repeat it over and over on a consistent basis.Some possible methods you may use to build your businessare:A. Calling local businesses on the telephone.B. Visiting local businesses door to door in person.C. Calling business owners you already know and askingfor referrals to other business owners and then repeating the process with these new prospects onceyou are known to the new referrals.D. Contacting friends in person or over the telephone.E. Asking for referrals from your friends and then repeating this process.F. Putting flyers on doors with your phone number.Put an offer for a free trial website or 30 daymoney back guarantee.G. Getting an interview in the local newspaper or on the radio or television. You will need a special twist to be newsworthy, such as a motherthat left corporate america to start her own home based internet business. Be creative.H. Having business cards made up with a compellingadvertisement with a call to action on the backof the business card. Give these to everyoneespecially anyone that may owe you a favor.I. Running a small classified advertisement in thelocal weekly newspaper. As a general rule the ads in the weekly newspapers give you a lot morepull then the dialy newspapers, and the price is about 1/10th as much. J. Have an announcement on your answering machine thatyou are running a special for hosting websites.K. Post your business card on bulletin boards whereyou are known, such as work, your child's pre-schoolyour church, etc.L. Run an advertisement in your local church announcementsif they do that.M. Find a busy corner and give away free lemonade withyour business card.N. Put a sign in the window of your car, or even getmagnetic signs for the outside of your card.O. Have t-shirts made with your advertisement and wherethem wherever and whenever appropiate. (Your kidslittle league game maybe).P. Put a compelling offer with call to action on advertising specialties such as mugs, mouse pads, etc. and give them out to quality looking people.Q. Make a professional tent shaped two sided sign andplace it in the back of a pickup truck and drive around busy areas in the business district. Be sure to have a phone number, (perhaps a cellphone that you have with you), and a compellingoffer with call to action. You could even say,"stop me by calling my cell phone at: "R. Put a compelling offer with call to action on smallsigns on sticks at busy intersections where people can read them while stopped at a traffic light.When you become creative there are many more ways than thisto become an effective marketer with very little up frontexpense.4. Write down a schedule to achieve your levels of income. For example, if you have decided you want to earn $2,000.00per month profit, you will need to first determine how manyclients you will need. It is possible you could do this with only a few clients if you plan to provide HTML, dailymaintenance, graphics, etc. Or if you only want to providethe hosting you may need 100 or more clients. For example let us say you want to provide hosting only withsome hand holding for $35.00 per month. Your cost is about$2.00 per month for wholesale, probably $2.00 or so for billing, which will leave you with about a $30.00 monthly profit. To get to your $2,000.00 per month profit you willneed about 67 customers.Now you need to set a time limit to get those 67 customers. Be reasonable about it. If you have decided to contact local businesses via telephone, you will probably need tomake 10 presentations to decision makers to find 1 customer.So to get 67 customers count on 670 presentations. You willneed to make numerous calls to get through to decision makersso if you set a goal to make 3 presentations per day that could be reasonable if you were planning on about 2 hours of work per day.If you are going to work 5 days per week, and do 3 presentations per day, it will take you 44 weeks, or about10 months to find your 67 customers.I would then put up a chart tracking your progress. Makehash marks each day for the presentations, and a specialmark for each customer.At the end of each month see how close you are to getting1/10th of your goal or about 7 new customers every month.________________________________________________ALL INGREDIENTS ARE IN PLACE FORA Well Defined TargetLet us review:1. What is the real reason you want to build an ISP business?2. What amount of money is needed to realize your goal?3. What methods or plan are you going to use to realize your goal?4. Track your progress on paper with well defined limitseach month to meet your goal.IT IS IMPORTANT ONCE YOU HAVE YOUR SYSTEM IN PLACE YOUREPEAT IT OVER AND OVER AND OVER.________________________________________________A personal story:I refer a lot to Sheridan, Wyoming, as I received a lot ofreal life lessons about business there.When I started my cleaning company in November of 1981, my only goal was to make a good living without having to work for someone else.I did not have any real method of marketing in mind, as I wasone of the first people in my family to go into business.The only thing I knew to do was to paint a sign and hang itup outside a temporary office space shared by a friend of mine.I learned some lessons about marketing the first year, but I never made any real progress until November of 1982. By accident, see: http:/ imshometownstories.com/THTSchapter11.htmlI discovered the powerful method of telemarketing. I thenset a specific goal for myself to have a telemarketer makeenough calls to get 5 prospects per day. The telemarketerswere simply calling and asking if someone could come out and give them a free estimate on carpet cleaning. Here is what I discovered:A. 70% of the appointments would actually be there.B. 80% of the appointments would schedule a job to be doneafter I gave the free estimate.C. The average job was $80.00.This meant if I could get 25 prospects every week, 17 would be at home and 13 would schedule a job. Now thatI had a system all I had to do was do it over and overand over.This took me from barely eaking out a living to hiring a staff of 4 telemarketers and another full time carpetcleaner to help me handle the work load.Think about your plans and goals to get your ISP businessmoving today! Article Tags: Well Defined Target, Well Defined, Defined Target, Real Reason, Local Businesses Source: Free Articles from ArticlesFactory.com