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• Discuss business issues on the ISP-Marketing List
• "Finding Search Engine Optimization Professionals" from Search Engine Watch
Firing a Customer Brock Henderson
[May 5, 2008] There are customers who are so bad, you'll wish the competition had them. So go ahead and fire them! But do it the right way.
Why You Would Offer a Server for $1 for One Month Alex Goldman
[April 28, 2008] We checked in with an innovative webhost to learn about the promotion and whether or not it succeeded.
The Ostrich Situation Brock Henderson
[March 18, 2008] This isn't just about ISP owners; it's a problem that occurs in all businesses.
Selling SAAS to the SMB Alex Goldman
[February 29, 2008] A newly hired expert at a major player explains his plan.
Establishing Sales Goals Brock Henderson
[February 26, 2008] Every organization should have goals; and every individual in the organization should have goals, but this is especially true for your sales team.
Affiliate Marketing Best of ISP-Lists
[February 11, 2008] The experts discuss an error that many ISPs make when designing their affiliate marketing program.
Request for Feedback for an ISPCON Session Alex
Goldman
[January 17, 2008] What's your top sales or marketing concern?
Featuretisements
Alex
Goldman
[January 14, 2008] One company is building a
mechanism to deliver ads that it says users are grateful for.
Why
Are You Still Using Just One Phone Number? Alex
Goldman
[January 4, 2008] Several technologies, all of
them simple, could make tech support less stressful for ISPs and their
customers.
Is
Flattery Appropriate in Sales? Brock
Henderson
[January 3, 2008] When flattering a sales prospect,
honesty is your friend.
ATM
for ISPs or Spy in a Box? Jim
Thompson
[December 7, 2007] Amid controversy over the
ethical and privacy concerns of targeted advertising, NebuAd hopes to
rise above the fray by offering ISPs a slice of the revenue pie. But will
tracking user habits bring more headaches than revenue to the ISP?
Salespeople
Are Always on Stage Brock
Henderson
[December 6, 2007] At this time of year, you'll
be reading articles in the business press warning you not to drink too
much at the company party. But if you're a salesperson (or an owner-operator)
you need to be careful all the time, not just at work.
ISPCON:
Making the SMB Sale Alex
Goldman
[November 26, 2007] In his ISPCON presentation,
this experienced marketer showed not only how to sell, but also what to
sell.
Prospects
Build Walls Brock
Henderson
[November 12, 2007] The single most difficult
part of sales is the rejection, but successful salespeople overcome it.
ISPCON:
Sell to the Channel Alex
Goldman
[November 5, 2007] A webhost with many VAR resellers
explained how to open that sales channel.
Book
Preview: SELLECOM: 101 Ideas for Marketing in the Telecom Jungle
Alex
Goldman
[November 1, 2007] We were treated to a sample
chapter from a yet to be published book written by a veteran telecom reseller
and marketing strategist.
Testimonials
Sell Brock Henderson
[September 28, 2007] This simple tip can pay
off significantly. It's not tough to do, and it addresses what might be
your weak point.
Don't
Make the 'SMB' Mistake: What ISPs Need to Know About Selling to Small
Business David Cork
[September 10, 2007] In spite of real opportunities
to sell VoIP to SMB customers, many ISPs are missing out. A hosted VoIP
vendor explains why.
Spam's
Next Escalation Alex Goldman
[August 13, 2007] As the fight against bot-based
spam continues, so-called "legitimate marketers" are turning nasty to
get through the filter—or paying pennies to ISPs and the U.S. government.
White
Paper Excerpt: IT Hosting Helps SMBs Compete With Big Business
[July 27, 2007] The Planet announces research
showing how an excellent webhost like The Planet can help its SMB customers.
Who
Commoditized the Internet? Brock
Henderson
[June 19, 2007] You offer more to the customer
than a connection to the internet.
Five
Marketing Essentials Brock
Henderson
[May 21, 2007] Here are five basics that many
small businesses and ISPs ignore when they make their marketing plans.
Your
Vendor Wants You to Sell Well Alex
Goldman
[April 30, 2007] This equipment maker understands
that selling SMB VoIP services may be new to service providers, and it
has a plan to help handle the unfamiliar.
Breaking
Barriers to Buying Brock
Henderson
[April 5, 2007] Too many business build barriers
between themselves and their customers. Are you certain you don't? Read
on.
Editorial:
We Need Usage-Based Pricing Alex
Goldman
[February 27, 2007] If the phone and cable companies
stopped predatory pricing and advertised what they really offer, there
would be no need for new laws—only the enforcement of the laws that already
exist.
Should
Tech Support Sell? Brock
Henderson
[February 9, 2007] Yes, there are risks. But
that means you've got to do it right and you've got to be consistent with
your own people.
Managing
Sales People Brock
Henderson
[January 12, 2007] Getting sales people to work
means keeping people happy, but not comfortable.
Newton's
Laws of Motion Brock
Henderson
[December 14, 2006] These basic laws of physics
can help you kick your marketing strategy into the next gear. You need
the "big mo" which is, of course, momentum.
ISPCON:
Wireless Marketing and Sales Tactics Jeff
Goldman
[November 28, 2006] Forbes Mercy's advice on
selling against wireline? Don't! But if you have to, take no prisoners.
Never
Make Another Cold Call Brock
Henderson
[November 16, 2006] You should not have to make
cold calls when marketing your business. Instead, follow this superior
and simple program.
10
Tips for Print Advertising Brock
Henderson
[October 26, 2006] If you've ever been frustrated
with your newspaper ads, use any of these ideas to improve your results.
The
Phone Number on Your Website Brad
Templeton
[October 6, 2006] "I am already at your
damned website! I would not be calling you to do those things!"
Market
Research for ISPs Brock
Henderson
[September 18, 2006] Question: Large internet
providers such as EarthLink can afford to do user surveys and focus groups.
How should a small ISP with fewer resources find out what new products
its customers want?
Consultants
are an ISP's Friend Brock
Henderson
[August 25, 2006] ISPs are beginning to realize
that business customers are more loyal and provide more revenue, and are
upgrading their service. There's plenty an ISP can do to earn more lucrative
accounts. One key suggestion: work with those who already have business
customers.
Editorial:
Verizon's Fee Error is an ISP Opportunity Alex
Goldman
[August 23, 2006] As Verizon thumbs its nose
at its customers, ISPs should seize the opportunity.
Deutsche
Telekom Secures IPTV Content, Attracts Literally Dozens of Customers Nate
Elliott
[August 22, 2006] Without any exclusive content,
and with only relatively unpopular VoD to act as a differentiator, they've
got effectively nothing to make someone switch from satellite or cable
TV service.
Is
it Good to be an ISP? Best
of ISP-Lists
[August 17, 2006] Some internet companies feel
they can earn more respect (and money) if they're seen as consultants,
integrators, network service providers—just about anything other than
an ISP.
EasyStreet
Grows, Part 2: Marketing Your Success Alex
Goldman
[August 15, 2006] There's plenty of advice on
how to sell bad products, but many ISPs don't realize that you also need
to work hard to sell a good product.
Unity
in Marketing Brock Henderson
[August 14, 2006] Every aspect of the business
should be conveying the same message to customers.
ISP
Freebies Neglect Mac Users BroadbandReports.com
[August 7, 2006] Most ISPs now bundle antivirus,
anti-spyware, parental controls, and other freebies to attract customers—but
not necessarily for Mac users.
AOL:
You've got mail—for nothing The
Economist
[August 3, 2006] This summer, AOL, the internet
division of Time Warner, a big American media company, learned what the
web can achieve. A customer called AOL to cancel his subscription to its
internet-access service and had to repeat his request 21 times. An audio
clip of his struggle became a huge hit.
Queer
Eye for the Telco Guy Paula
Bernier
[July 14, 2006] RCN is jumping on the gay bandwagon.
Marketing
Yourself, Your Business, Your Town Alex
Goldman
[July 6, 2006] Every holiday is an opportunity
to improve your community, your business, and your life.
Customer
Disservice George Spafford
[June 29, 2006] So, here I am almost two weeks
later with not one communication from my ISP's support group.
What
You Can Do With IP Alex
Goldman
[June 26, 2006] The most interesting things being
done with networks are all too often trade secrets, but we got a few hints
from one business ISP.
Maximizing
Your Experience As An ISPCON Exhibitor
Mike Cassidy and Tom McCafferty
[May 4, 2006] With many startups showing up at
ISPCON's Launchpad, in addition to other new exhibitors who are tech industry
veterans, a pair of ISPCON veterans, regulars since 1997, offer tips on
how to get noticed.
Marketing
Basics 5: Understanding the Competition Guy
Decatrel, Peter Radizeski, Jessica Bueno, Daniel Champion, Sara Chism,
Lupe Garcia, Gill Gurshakti, Robert Kosanouvong, Arman Kyurinyan, Pa Lee,
LaKishia McCreary, and Victor Ramayrat
[May 1, 2006] A master of strategy does only
that which is necessary, but in order to understand what must be done,
you must have information and know how to use it.
Marketing
Basics 4: Conducting an Environmental Scan of Your Target Market
Guy Decatrel, Peter Radizeski, Jessica
Bueno, Daniel Champion, Sara Chism, Lupe Garcia, Gill Gurshakti, Robert
Kosanouvong, Arman Kyurinyan, Pa Lee, LaKishia McCreary, and Victor Ramayrat
[April 24, 2006] In order to act effectively,
know where you are and what you want to do.
Marketing
Basics 3: How to Determine Customer Wants and Needs Guy
Decatrel, Peter Radizeski, Jessica Bueno, Daniel Champion, Sara Chism,
Lupe Garcia, Gill Gurshakti, Robert Kosanouvong, Arman Kyurinyan, Pa Lee,
LaKishia McCreary, and Victor Ramayrat
[April 10, 2006] As we continue to discuss the
basics of marketing, we start to show how marketing is tied directly to
your customers.
Marketing
Basics 2: Differences between Marketing and Selling Guy
Decatrel, Peter Radizeski, Jessica Bueno, Daniel Champion, Sara Chism,
Lupe Garcia, Gill Gurshakti, Robert Kosanouvong, Arman Kyurinyan, Pa Lee,
LaKishia McCreary, and Victor Ramayrat
[March 14, 2006] As we continue to discuss the
basics of marketing, we define two key complementary processes.
Marketing
Basics 1: Marketing Strategy Guy
Decatrel, Peter Radizeski, Jessica Bueno, Daniel Champion, Sara Chism,
Lupe Garcia, Gill Gurshakti, Robert Kosanouvong, Arman Kyurinyan, Pa Lee,
LaKishia McCreary, and Victor Ramayrat
[January 26, 2006] We present a road map, a list
of the elements every business needs to consider in order to develop a
plan that will deliver.
Redirecting
Delinquent Dialup Customers Best
of ISP-Lists
[January 17, 2006] This topic has been a source
of discussion since ISP-Planet opened for business in 1999. Here's the
latest update.
More
Upstream Speed, Please Broadbandreports.com
[January 4, 2006] Users want to interact with
the internet.
AT&T,
or actually at&t, is Back! Joseph
Laszlo
[November 21, 2005] But is this the right move
for a company that's trying to be about the future of broadband and TV?
MVNO
Targets Very Rich/Very Stupid Demographic Joseph
Laszlo
[November 18, 2005] A $1,500 entry fee just to
sign on will certainly keep the riff-raff out, and a $500 monthly fee
for unlimited usage will keep the intelligent wireless subscribers away,
too.
Common
Sense in Selling Services Alex
Goldman
[November 3, 2005] An industry veteran pointed
to areas in which every company in the business could do better. The good
news is that with room to improve, any service provider can become first
class.
Commission
Junction Bans Major 'Loyalty' Affiliate Brian
Livingston
[October 17, 2005] E-commerce affiliate network
Commission Junction is gearing up a campaign that uses automated searches
of the Web to catch dishonest participants.
How
to Block a Sale: VoIP and the Minivan Colin
C. Haley
[September 30, 2005] VoIP sales and marketing
are stalling SMB VoIP sales.
A
Disconnect Between SMBs, VoIP Colin
C. Haley
[September 23, 2005] Businesses don't know where
to go for VoIP service.
AT&T's
Brand: From Mostly Dead to Very Alive? Joe
Laszlo
[September 1, 2005] BusinessWeek Online is reporting
that SBC plans to change its corporate name once the acquisition of AT&T
is completed, giving the once-mighty Ma Bell brand an unexpected new lease
on life.
The
Importance of Selling VoIP Best
of ISP-Lists
[August 23, 2005] ISPs are learning that technology
is not necessarily the most important piece of the business. Increasingly,
it's sales and marketing that makes the difference between success and
failure.
Verizon
Annoys Another Customer Joe
Wilcox
[July 13, 2005] The Fios fiasco is a great lesson
in problematic customer service, as I learned lots yesterday about how
different Verizon computer systems don't work well together.
An
Unserved User Base Best
of ISP-Lists
[July 7, 2005] The major ISPs are not friendly
to customers who don't have a checking account, leaving a niche opportunity
for local ISPs.
Late
Fees Best of ISP-Lists
[June 21, 2005] In a perfect world, every customer
would pay on time, or even in advance. In the real world, that's not the
case, and ISPs have to discipline their own customers.
Pricing
to Survive Tim Sanders
[June 14, 2005] If you have only one price for
your service, you're not offering enough. Premium pricing and services
are essential to WISP survival.
whyPod?
Rebecca Lieb
[June 3, 2005] Podcasting: 'Because it's there'
isn't a marketing strategy. What to consider before you hit that record
button.
Setting
You Apart From Competitors Guy
Decatrel
[April 29, 2005] Sure you've got a bundle of
value-added services, but so do your competitors. If everybody's selling
the same thing, how do you differentiate your offer? You make a plan.
Good
Billing is Good Business Best
of ISP-Lists
[March 1, 2005] The customer is number one until the
bill is overdue.
Perception
Versus Pricing Alex Goldman
[February 14, 2005] The community returns to an eternal
dialup question: Why do customers subscribe to dialup service at prices as high
as $19.95 when dialup is available for $9.95 or less?
Full
Spectrum Marketing
Alex Goldman
[January 14, 2005] Aaron Rutledge has an ISP marketing idea so good he's ready to patent and franchise it.
Affinity
Marketing, Part I Doug McDonald
[December 20, 2004] Think of it as marketing with a
generous twist. In Part I, we show you what you need to do to get started.
This
ISP Needs Mascara and a Wig
Best of ISP-Lists
[December 6, 2004] As the ISP industry gets more complex,
your signup CDs have to become more complex too. One ISP's search for a CD with
more "fluff, poof, and makeup" illustrates the issue.
The
Facts Behind Dialup Pricing Guy
Decatrel
[November 1, 2004] An executive at an outsourced ISP
services provider explains how ISPs price dialup, and why price can vary so
much between ISPs.
The
Pull to Push Best of
ISP-Lists
[October 21, 2004] ISP experts discuss the profits
and limits to be gained through asking your tech support team to sell
services, and how to avoid being pushy.
Recommending
Software: Upside, Downside Best
of ISP-Lists
[Spetember 20, 2004] In the litigious environment of
the U.S., ISP technicians report they are wary of being held responsible for
software that they recommend to customers.
Editorial:
Selling VoIP Alex Goldman
[August 13, 2004] When you look at adding VoIP
to your bundle of services, don't forget that technology is not the only
hurdle. Marketing is tough too, but there's plenty of advice available,
and some of it is very good.
Editorial:
Selling Privacy Makes Sense Alex
Goldman
[August 6, 2004] You're probably as angry about this
issue as your customers: marketers are obtaining personal data by fair means
and foul, and regular people are fed up with the advertising barrage. So use
this frustration—in your ads.
A
Day for Advertising Best
of ISP-Lists
[July 23, 2004] ISP managers report that timing is
as important to advertising as it is to comedy.
Book
Review: Database Nation Alex
Goldman
[May 6, 2004] How much of you do you own? Individuals
do not control the use of their name, address, phone number, or even DNA. As
concerns about privacy spread, O'Reilly's primer on the subject, written by
Simson Garfinkel, repays rereading.
Logical
Net: Growing by Doing Good Alex
Goldman
[April 16, 2004] Regional ISP Logical Net has taken
the simple idea of affinity marketing and, through careful, details-oriented
implementation, executed a simple business plan that will be difficult to imitate.
Beating
the Branded ISPs Best
of ISP-Lists
[April 16, 2004] Several ISP professionals discuss
methods of gaining the long term loyalty of customers who have become
accustomed to bad service from the big ISPs.
The
Customer Perspective: Blacklisted Max
Smetannikov
[April 2, 2004] It's not just innocent newbies
who are victimized by net-dwelling viral nasties. Consultant Max Smetannikov,
who has been covering the ISP space since 1992, shares a disturbing tale
of unwitting infection with career-compromising consequences.
AOL,
Feeble Giant Alex Goldman
[February 19, 2004] With AOL advertising on the Superbowl
and mailing out so many free CDs, perhaps you've wondered how it can afford
to throw so much money away. Maybe it can't.
The
Ten Biggest Spam Myths Rebecca
Lieb
[November 24, 2003] A reality check on the most prevalent
spam myths. (Don't believe everything you read.)
Accurate
Billing is a Value-Added Service Alex
Goldman
[November 3, 2003] Small ISPs can provide one thing
the big companies cannot: a reliable and comprehensible billing system.
Cobion
Anti-Spam Offers More to ISPs Alex
Goldman
[October 7, 2003] A software provider with a unique
take on content filtering and anti-spam rolls out co-branding and revenue sharing
for ISPs. The company's first US co-brand explains what features ISPs will want
to look for.
Helping
Others Be Prepared Alex Goldman
[October 2, 2003] "Be prepared" is the motto of the
boy scouts. Some ISPs are finding in this timeless childhood wisdom a way to
help others and earn money doing so.
Anti-Spammers,
Please Don't Spam Alex Goldman
[September 18, 2003] We're not pointing fingers or
naming names, but surely anti-spam products shouldn't be sold through. . . spam?
You
Only Get One Chance to Choose a Dialer
Best of ISP-Lists
[July 21, 2003] ISP owners ruefully admit that if you
mail out the wrong software on your CDs, you may never recover from your mistake.
Spam
Shuts Down Legitimate Websites
Alex Goldman
[July 14, 2003] Legislative "solutions" to spam, proactive
blacklists, and reactionary backbone providers only harm legitimate ISPs and
their customers as the problem continues to grow.
Flat
Fee Rates for Cheaper Collections
Alex Goldman
[July 11, 2003] Fidelity Information Corporation, a
nationwide collection agency, has an ASP-style website that allows small business
to send collection letters for a flat fee.
Black
List, Bully, or Bless? Best
of ISP-Lists
[June 18, 2003] The pros and cons of unsolicited e-mail
promotion will probably be debated as long as there's an Internet. Here are
a variety of viewpoints from the wireless ISP community.
Even
Deliquent Customers Have Rights
Best of ISP-Lists
[May 21, 2003] Members of the ISP-Webhosting list wrestle
with the legal problems of punishing clients who don't pay without breaking
the law.
Spam
Economics: Who's the Real Sucker?
Mark Sakalosky
[May 19, 2003] People will continue to risk jail time
for the comfortable living afforded by spam's 0.00036 percent conversion rate.
FTC
Spam Forum Dispatch Rebecca
Lieb
[May 5, 2003] A report from the landmark session convened
by the FTC to define the problems of spam so that lawmakers in Washington can
fight it.
Business
Users Clearly Define Spam
Roy Mark
[May 2, 2003] New survey says that for workers, the
difference between spam and desired e-mail is whether the user has previously
transacted business with the sender.
E-Mail
Coalition Addresses ISPCON
Alex Goldman
[May 1, 2003] How to block spam while letting the legitimate
messages through? At the ISPCON conference in Baltimore, a coalition of e-mail
marketers presented some new approaches.
Spam
Solutions Hard to Find InternetNews.com
Staff
[May 1, 2003] While Washington is currently awash with
anti-spam proposals, the opening day of FTC's Spam Forum underscores the complexities
and diversity of opinions on just what to do.
The
Work of Marketing Brock
Henderson
[April 21, 2003] A marketing consultant explains the
process of cooking up a banquet of an ad campaign for a small- or medium-sized
business.
Get
the Picture? Heidi Anderson
[April 21, 2003] Yes, the little things do matter.
Sometimes a simple change to an e-mail marketing campaign can create a measurable
lift in results.
Spam:
We're Losing Rebecca Lieb
[April 11, 2003] Despite all efforts, spam is growing
faster than ever. However, there may be an unexpected silver lining.
Branding
the Cow Alex Goldman
[March 20, 2003] FatCow's memorable website and service
plan have given this local webhost a global customer base. A woman, a brand,
and a simple plan made it all happen.
EarthLink:
2003 and Beyond Alex Goldman
[February 7, 2003] EarthLink chooses in 2003 to continue
its strategy of differentiating its service by delivering a better Internet
instead of competing based on content, bundles, or price.
The
Legitimacy of Instant Messaging
Best of ISP-Lists
[February 6, 2003] If your technical support staff
is using instant messaging to collaborate on solving technical problems, is
that a good thing or a waste of human resources?
Antenna
Marketing Best of ISP-Lists
[January 28, 2003] ISPs are adept at making the best
of limited resources. Such as turning their customer premise equipment into
a low-cost advertising platform.
All
in the AT&T Family ISP-Planet
Staff
[January 22, 2003] AT&T Worldnet may not be the
world's largest ISP, but as part of an organization with 50 million customers,
used to playing in tough global markets, it is bold and adaptable with new products
and pricing plans.
E-Mail Does Make Money Best
of ISP-Lists
[January 22, 2003] Members of the ISP-Tech list find that ISPs provide
a wide variety of mail storage pricing packages.
Prices
in a World Without DSL Best
of ISP-Lists
[January 10, 2003] If DSL in not available in your
area, and a client wants to host a large website, you're talking about T-1 lines.
Here's how the members of the ISP-Webhosting list break down the bandwidth costs.
Signs
of the Times Best of ISP-Lists
[January 8, 2003] Members of the ISP-Marketing list
discuss some very, very cheap ways of advertising that are also surprisingly
effective—where they're legal.
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