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1. Not advertising. Many e-tailers expect customers to find them by accident. But with millions of Web sites competing for a finite number of customers, this gets less and less likely with each passing day. If you don't advertise your store, your chances of attracting new customers are slim.
The good news is that you don't have to spend a lot of money to advertise your store effectively. Targeted e-newsletter and keyword ads are cost-effective ways of reaching customers who are already interested in your products.
2. A sloppy Web site. If your store looks like it was thrown together and is difficult to navigate, customers will look elsewhere. Your Web site is your link to customers; as such, it should look as professional as you can make it. It will inspire confidence in your users and let them know you take your business seriously.
Even if you are not a Web design expert, you can use templates to build a sleek, simple site. Invest the time to make your site the best it can be. The reward will be a professional site that is appealing to consumers.
3. Not optimizing your site for search engines. It's been estimated that as much as 70 percent of all online purchases start with a Web search at one of the major search engines. If your site doesn't appear within the first couple of pages of search results, you can say goodbye to that 70 percent of sales. Make sure your content reflects your product offerings, and is rich in relevant keywords.
4. Poor customer service. If you can't keep your existing customers happy, you can forget about attracting new ones. Word travels quickly on the Internet, and it only takes one unhappy customer to start a snowball effect that can ruin your company.
This also applies to stores that don't post their contact information prominently on their site. This can give customers the impression that there's nowhere for them to turn if they have a problem, which can lead to a loss of sales. You don't need to offer round-the-clock phone support -- just post an email address and let your customers know how long it will take you to respond.
5. A stale site. If you have not updated your site in the last six months, you run the risk of looking like a dead company. Even if you only add new updates on your products, more information, or restructure your site a little, it gives the impression that you are still there and interested in your company.
And just like in the offline world, you need to conduct market research and competitive assessment. Find out what your competitors are offering that you are not, or if they are beating your prices.
These five key mistakes can mean the difference between success and utter failure. Just because you have a Web site does not mean your work is done. Selling online requires commitment, just as running a brick-and-mortar store does. If you get complacent, there's no shortage of competitors waiting to siphon off your customers.
Offline Promotions
1. Always put your URL on letterhead, business cards and in e-mail signatures—wherever potential visitors are likely to see it.
2. If your employees wear uniforms, put your URL on them so every one of your customers sees a walking advertisement of your Web site.
3. Include your URL on all promotional items you give away—coffee mugs, T-shirts, keychains and so on. A daily reminder is a good way to get people to visit your site.
4. Be sure to include your Web address in all press releases you send out to members of the media. By having it at their fingertips, they may be more likely to include it in articles they write about your company.
5. Don't forget to put your Web address in your Yellow Pages ad. That's one place people see it every day.
6. Do you own any company vehicles? Be sure to put your URL on the side of any car or truck that's out there delivering your products.
7. In addition to listing your toll-free number, put your Web address on the bottom of every page of your catalog so customers have easy access to your online store.
Online Promotions
8. Hone your search engine submission process so you can get the best exposure possible.
9. If you're still itching for more exposure, you can explore search engine marketing, wherein you pay to have a text ad appear when visitors search for certain keywords.
10. Launch a sweepstakes that offers anyone who registers on your site or subscribes to e-newsletters within a certain time frame the chance to win a free gift.
11. Send out a weekly e-mail newsletter to registered site members that offers tips and news related to your company or industry with links back to your site.
12. Offer free content to other sites. It's a win-win situation: The other site gets free articles to beef up their offerings and you get a link back to your site and the cachet of being an expert.
13. Send a well-planned, customer-focused e-mail promotion to a targeted list of potential visitors and offer a credit toward the purchase of anything from your site. Spend time on your e-mail's look and content: You want to offer value to customers and not have it appear to be spam.
14. Create your own link exchange by asking sites complementary to yours (but that don't compete) to put your link on their pages and you'll do likewise.
15. Hook up with Web affiliates—hundreds of sites that all link their traffic to yours—and get visitors from sites with related content.
16. Get active in online discussion groups and chats and always include your URL in your signature. (Don't do any hard selling, though. Most groups frown on such behavior and will think you're spamming the group.)
17. Any time someone orders a product from your site, include a catalog with their order to get them coming back for more.
18. Inspire your visitors to spread the word for you with viral marketing techniques, from the aforementioned newsgroup participation to including an "e-mail this link" on every page of your site.
19. Not sure what your customers want? Try creating an online survey to get their crucial opinions on how well your site is selling to them.
20. When creating your own ads, make sure you understand who you're targeting, the goal of your campaign, and how to creatively use the ad confines to get viewers to click on your ad, not away from it.
21. Use other selling venues like online classified advertising or online auction sites to increase exposure to your site and products.
The first step in choosing a name is obviously to try to register the name of your business with a .com at the end. Unfortunately, this isn't as cut-and-dried as it sounds because all the good names are most likely taken-including allthegoodnamesaretaken.com. By the time you read this, the name you want will most likely have been snatched up by someone else.
Now it's time to wheedle and whine to the holder of your desired domain until he coughs it up. Becca Williams, owner of Wallnutz, a Portland, Oregon-based homebased business that offers paint-by-number mural kits for kids' rooms, got Wallnutz.com from the original registrant by dishing up that world-class motivator: money.
To check what's available and what's not, visit Network Solutions. Other businesses now offer domain registration, but this place was the first, and it has the technology down pat.
The drill is simple: You try a name, and Network Solutions tells you if it's available. When you strike out--that is, the names you want are taken--Network Solutions will provide alternative suggestions. You can also use their brainstorming tools on their Domain Name page: Enter keywords and you'll get possibilities that are available for registration. Find a name that suits you, and the charge is currently $25 a year when you register the name for three two years.
Trademarking Your Domain
Because your domain is such a big part of your e-commerce business, you'll want to be sure to protect it. The best way to do that is through trademark law. A trademark is a word or symbol used to identify the source of goods or services to consumers.
You may apply for registration of a trademark or service mark, word, phrase or image after you use the mark to identify a product sold or service performed "in commerce," which means that you've used it for advertising and/or sale to customers. Your online business name can be a service (for trademark purposes) if it provides any kind of service to consumers: information access, ticket booking, online dating and so on. If your site sells the goods you manufacture, then your product names would be goods for trademark purposes. Trademark rights arise upon use in commerce--with or without national registration--of the name of the good or service. However, national registration expands and protects your trademark rights, giving your company a presumption of first use of the mark in association with particular goods or services.
The trademark office will not register a domain name that does not also meet the requirements of being a trademark; a domain name by itself is considered merely an address. Having trademark rights allows you to protect your domain name against others who might allege that it infringes on their trademark and try to have it legally taken from you, and also allows you to enforce your trademark rights against others who use domain names similar to yours to try to divert your customers.
Trademarks are complex, so make sure you read more about them or consult an attorney for your particular situation. You can learn more at www.uspto.gov.
Activating Your Domain
No matter what hosting solution you select, the process of activating your TLD is the same. The host will assign your domain name an IP (Internet Protocol) address, which consists of four numbers separated by full stops, log the IP number onto the host's primary and secondary DNS (domain name services) servers and broadcast to the Internet. The DNS servers will have hostnames and their own IP addresses. This information is required to modify your domain name profile kept by your registrar. Your profile can be modified by either you or your host. The name servers specified in your domain name profile will be the primary destination routers on the Internet used to resolve requests for your domain name or unique IP address.