After writing about increasing conversions yesterday, I thought I'd mention one of my favourite web sites today. It often details conversion success case studies and provides fantastic general web marketing information.
Sign up to their newsletter for lots of great info if this is your thing.
It's been our experience with web sites that an average sort of sales ratio is 3% - that is, of every 100 visitors, 3 people buy.
We are currently involved in 1 such site and have recently implemented a simple strategy that has increased converion rates from 3% to 4%. That's not much you'd think.
But here's the math:
1000 visitors per day
30 sales per day previously
40 sales a day now
10 extra sales a day
Average sale $230
$2,300 per day extra
$839,500 pa extra
All because of an increase in conversions from 3% to 4%.
In business, it's the little things that matter.
And what did we do to increase the conversion rate?
I wrote an article this time last year about my son Jack's interaction with the local camping store - Click here for the article.
That's was on Jack's 11th birthday.
Jack turns 12 today. And when I saw the gifts he received I started wondering just how much money that camping store was leaving behind.
Here's Jack's birthday gifts so far:
Top quality Sleeping Bag - $130
Camping Chair $25
Torch $20
Citronella Candle (Keeps mosquitoes away) $5
Toast holder thing for the campfire $5
Jack also received $125 from friends and relatives. All of that will be spent in a camping store - he's buying a knife for fishing, a Thermos and a few other bits and pieces.
Lifetime value
I'd hate to think of the lifetime value of a kid like Jack is to a camping store. There's not only his stuff being bought - he also buys gifts for others in the family from a camping store (My wife's birthday gift was a mug for camping).
I'd estimate that the value of a kid like Jack to a camping store would be about $1,000 a year.
Think not only what your customer will buy today, but think of what they could buy in the future, who they might refer and how your business can assist them do all of that.
This blog is in response to questions from the blogs below re advertising.
Firstly, thanks for the questions. Assessing return on investment is a critical aspect of making your business a success. But it's often easier said than done.
"This form of advertising must be successful for you ...
Can you tell me how many time you will run the add?
Have you used this publication before?
How many publications did you try before you found the ones you use?
When the prospects call is your company familiar or completely new to them?"
* We run the ad in lots of 5. It's in the Friday business section of the newspaper - it's run of page, which means it could be anywhere. So far it has received great spots (top right of right hand side page).
This ad will run: Friday, Wednesday, Friday, Friday, Friday, Friday.
* Yes, we have used this publication before. We'd previously run 5 ads on a Wednesday (Wednesday is the 2nd biggest readership day) when Wednesday was the day that had the business section.
* We've tried probably 5 different newspapers with different ads, different days, etc.
* No, the person calling does not usually know the company.
=====
"Can you tell us what sort of return you get on these ads?
I'm thinking more number of enquiries and conversion rate, rather than $$ :)"
* Sure can - last time the ads generated 7 jobs for an initial gross return of $12,460. The ads cost $1,480.
Add-on sales contributed another $750.
Of those 7 sales, 3 have become ongoing clients for an additional $5,200 pa (approximately).
The ads generated 9 leads for those 7 sales.
As you can see, exceptionally strong leads with a great return on investment.
=============
This time around
This time around I got a 'deal'. Because the newspaper had moved the business section to Friday, I was offered 5 Fridays for the price of 3. I also took an additional Wednesday. Total price $1,344.
I wasn't too concerned about the move to Friday. After all, businesspeople read the newspaper every day, right?
Well, maybe not.
The ad has been in 3 times (Friday, Wednesday, Friday). Total calls: 2. Total leads: 1 (I have a meeting on Thursday with the first person who called).
It's important here to say that repetition is critical in advertising and the subsequent 4th and 5th and 6th exposures of our ad should (in theory) result in greater awareness and a higher likelihood to generate a lead. Like I say, that's the theory!
It's actually looking like a waste of money. And the only major variable altered has been the day of publication. (Small variables can have a big impact, but the change of day may well be the reason for the reduced response.).
====
And probably what I'd like to say here is that with any bit of marketing you do, all it has to do is give you the 'right' client and you can grow your business for years. I remember a small classified ad in the local free newspaper once gave a us a client that was a substantial source of income for us for quite a while.
The lesson as always with advertising? Test, measure, test, measure.
Like much of what I write, this next bit may sound stupid! But stick with me here .....I'm going somewhere with this...
Let's say you have business A.
Mary has business B.
I sit down for an hour and talk with you about how you can improve your web marketing and sales.
I then cross the street and talk to Mary about the exact same thing.
Should I charge you both the same?
I used to think yes. But now it's an overwhelming no.
You see, the value of that advice to 2 different businesses (and 2 different people) can vary considerably. The difference can be in the millions.
Just 12 weeks ago...
Just 12 weeks ago we developed a site for a client. We also market it. And manage it. We do everything except print out the order and send the product.
That site - for a client who had never sold that product before - is on track for in excess of $4 million pa in revenue. That's a lot. A real lot. Over $10,000 a day.
The value of advice
The value of advice isn't in what it is worth. The value of advice comes from what you do about it.
So if I told you how to get your web site from $0 to $4 million in sales in just 12 weeks (starting with a $200 marketing budget) and you didn't act upon that advice - maybe you don't believe it - then the value of that advice to you is zero.
But if you are the sort of person to absorb advice and then act upon it, then that very same advice could be worth millions to you.
Firstly, thanks to those people who provided feedback on the newsletter. Appreciate the input.
One of the tricky bits when you run your own business is what happens when you take a few days off sick. I've had the flu over the past few days and missed a few days.
That's the reason I haven't written or responded to the comments on the blog (I'll respond on Monday). But maybe I should have provided something different.
Maybe I should have a system to cater for such sick days to ensure my business keeps operating and there's no loss of production.
The real secrets for a successful web site as developed by us after completing hundreds of sites and owning a hugely successful site ...click here for more
A simple step-by-step example of taking an accommodation web site from 0 sales to 115 in 8 short weeks. Includes full site data. An excellent example even if your site isn't in the acommodation industry ...click here for more
Please note - The documents are in Adobe Acrobat format for viewing with Adobe's Acrobat Reader.
Here's the ad
You can check out a larger version in a pdf file by clicking here.
Hope they are of interest. Please don't hesitate to contact us with any questions.
A couple of the businessmen we manage are the keynote speakers at a seminar here on the Gold Coast tomorrow. We're having one of the speeches videod for future use.
I spoke with a number of local firms for the videoing. And here was my thinking in the selection process.
# 1: Had to be great quality.
# 2: Had to reassure me the end result would be great quality.
Sure, price was an issue, but not a major one (having said that, quotes ranged from $500 to $4,000. The winning bid was the second lowest.).
Step 1: Telephoned 5 companies on my shortlist. Ranking them on various criteria, I soon had an idea of who I thought would provide me with the best solution.
Step 2: Checked out their web sites. My assumption here was that well-managed business have good web sites. That proved true. The most professional companies on the telephone had the best web sites.
Step 3: Did some due diligence. I rang some contacts in the industry and ask for recommendations. The company at the top of my list was recommended by 1 friend. I amde a few enquiries about them.
Step 4: I met the final 2 contenders. One guy told me what he would do. The other guy told me what he would do, explained what that would mean to me, he demonstrated how he would do it and why, and he showed me examples of his work (which included a range of some pretty impressive stuff from TV commercials to speeches).
The second guy was the business we went with. They answered the phone well - professional receptionist with a friendly voice.
* They analysed our needs and offered solutions to meet those needs.
* They presented very professionally.
* They were recommended by a credible 3rd party.
* They demonstrate their skill and expertise.
The reassured us of their expoertise and ability to provide us with the best quality. It was a nice job from start too finish.
Here's how they video:
1. Radio microphone on speaker - picks up sound best
2. Ambient microphone on crowd - picks up laughter and crowd noise better than the speaker microphone
3. One camera on the speaker at all times (Broadcast quality)
4. One camera on the audience (Broadcast quality)
Editing:
a. Nice introduction with music and captions
b. Integration of the speakers slideshow into the editing (rather than having the slideshow filmed during the speech)
From there the glass master copy goes onto DVD (autoplay).
DVD production
To have the DVD duplicated, it's simply a case of finding a decent duplication service. The same guy who is videoing the event for us can get it duplicated.
Cheapest is getting duplicates done outside Australia, but that takes a little longer (i.e. 3 weeks).
At time of duplication, the DVD's are also printed (we'll have our graphic artist do up the graphic).
And apparently, duplicated DVD's have a 90% success rate. Can't remember why, but that's the average.
There you go.....that's the basics on getting a speech taped. Hope it's helpful.
Howdy. I've often written about the influence of word of mouth on a business and the importance of generating positive reviews.
But sometimes things don't always work out like that. Sometimes you'll make a great mistake or generally really annoy a customer.
The web can be a particularly harsh environment. With such easy and cheap access to a public forum, people can very easily damage another's reputation. There's nothing to stop someone slandering you in a forum.
And to chase it up can be time-consuming and just plain wasteful.
And here's a good example
If you take a look down the page (or in the archives) you'll see my post titled Navigation down side, broken links, etc. I wrote that on September 7.
Someone has jumped into the comments and written:
"Who designed your website Brendon, some poor sucker you underpaid as usual. Brendon actually knows jack about websites and rips people off with his carsalesman speal. Steer clear of this guy.
#posted by Anonymous : 2:30 PM"
I don't think that's my mum!
With something like that, you have a few choices:
# 1: Ignore it
# 2: Remove it
# 3: Respond to it (you can be angry, friendly, conciliatory, grumpy, logical whatever)
I'll provide an answer in 2 parts
That was actually the first time someone has come in and decided to have a vent. I thought initially I'd just remove it. But part of having the comments there is having feedback whether it's positive or negative.
If negative comments become too personal or crude then we'll take them off (takes just a second to hit the delete button).
After having a chat here in the office, we decided to keep it on.
Responding to the comment: Aside from the fact that I'm kind of doing that in this blog, there's really not too much to say!
When things go bad, you can jump in and defend yourself strongly. Or not at all.
If your situation is in front of a huge audience, then put together a rational and considered response putting your side of story. Always remember, some mud will stick no matter how lilly white you may be.
And aggressively defending yourself will only increase the attractiveness to the spectacle for people looking on. And the longer the negativity drags out, the more mud sticks.
Managing your reputation in business is a critical component for success.
Top 3 tips:
1. Be prepared. Have a plan for your response should an issue arise.
2. Act quickly. The longer you leave your response the more people believe the other side.
3. Be patient, calm and accessible to people who want to know more.
Which leaves me with 1 thing to do: respond to the comment.
Firstly, with anonymous comments it's usual to delete them. And very hard to respond. Re "...some poor sucker you underpaid as usual." If it's someone who's worked with us before, then contact us and we'll have a chat about your pay. If not, then they wouldn't know what we pay.
"...knows jack about web sites." The only thing I know is I know not much at all. The more stuff I learn the more I see I don't know. But I'd be happy to say I know more about getting sites to work than most people - Plenty of case studies to back that up (check out the ones on this site) and plenty of clients.
I've also written a book about web business that has done okay (sold $1 million in 12 months), I write the business newsletter for one of the web's most respected web resource sites (they have 135,000+ subscribers), I write a fair bit on this web site that people can judge regarding strategies for getting web sites (and businesses) to work.
So although I know a bit, more than happy to say I'm always learning.
Re "...rips people off" - we actually provide a 100% guarantee for any and all clients for any reasons whatsoever. So that one's actually impossible.
"Carsalesman speal (sic)" - always think car salesmen must get offended when people say that! If anonymous has met me, they might be able to make a judgment. But I don't think they have. Maybe my writing style comes across as cheesy, but that's more my untrained writing style. Not sure.
"Steer clear" - excellent pun after using the "car salesman" line. I'll pay that one!
Not sure if this person doesn't like the design or not (I get the feeling he doesn't). But that doesn't matter too much. When we did our survey a while back the overwhelming feedback was the site design is fine, just keeping adding information. So we do what our visitors want.
I was asked yesterday, as a marketing guy, who I thought did the best job in marketing their product at the Olympic Games.
My answer seemed to amaze the people asking, but I'll stick with it as one of the most effective marketing strategy examples I've seen in years.
And the winner of best marketer is.................
..............that crazy Irishman who grabbed Brazilian marathon runner Vanderlei de Lima.
* Billions of people know who he is (he's a brand now!)
* Billions of people found out what his message was
* He creates a very strong emotional reaction in the mind of the public
* Didn't cost him a cent (although I think he did cop a small fine)
Marketing is about getting noticed. It's about getting in front of your target market. It's about having your message heard by your target market.
(Sure, no one is buying from the Irishman, but it's still a good example of the rest!)
For those using RSS feeds to be notified of new blogs to the site, you might get the message that we are adding heaps of new blogs over the next 24-48 hours.
We are - but it's just us adding the blogs from the now defunct 'the latest' section into the general section (so that all that information isn't lost).
The cafe below our offices has changed hands yet again (I've written about the every-changing-hands cafe previously).
The new owner is someone I know, as do Mel and Jo in the office. The first day of the new ownership and new menu was today.
Mel and Jo trotted down at lunchtime to check it out and say hello. They purchased a bucket of hot chips.
The chips tasted fine..........right up until the moment Jo spotted a dead fly in the middle of them. Then suddenly the chips didn't taste so good!
Mel took down the chips and discreetly mentioned it to the staff. They apologised and that was that.
* No refund.
* No fresh chips.
* No alternative offered.
* Nothing.
What a pain of a thing to happen on the first day
Jo won't ever have chips from there again. Mel says she will. Both say they'll go back and try other food there because they know the owner.
And although the occasional fly will end up in the occasional meal, it's never a good thing.
But if you were that business owner, you need to makes things right for the customer.
And for these very good reasons
We've been in these offices for almost 3 years.
Mel is friendly - she knows everyone around the office.
If Mel started talking about this bad experience to people she knows, that business would be very substantially affected as everyone in the area stays away.
3 things occured to me here:
1. People will trial new businesses. When you get a customer in you need to amaze and delight them. Then they'll come back. If you're the same as every competitor business, they probably won't come back.
2. When things go wrong - as they sometimes will - make it right for your customer. Don't let the customer be the one that lose their lunch and the cost of lunch because you can't keep dead flies out of your food.
3. Word of mouth is a very, very powerful marketing force. It can make or break any business. Make sure the word of mouth about your business is positive.
Valuable information - it's not about the price, it's about the value
Valuable information - it's not about the price, it's about the value
Howdy.
I've been watching with interest the marketing of an information product by a web marketer. the product retails for $997 US. Many have expressed concern over the hefty price.
Would you pay $1,000 for what is essentially a few books?
Before you answer, consider what I did last week.
I was looking for information about how to better utilize Google Adwords. In my search I came across a recommendation of an e-book. The e-book was for sale for $39 US. The recommendation was by a well-established web marketer that I know and have worked with previously.
I found plenty of good ideas in the e-book. So on the Monday I implemented one very simple idea into a client's web site. Took me about 10 minutes to do it.
Here are the results after just 48 hours:
536 extra visitors
$62 in advertising costs
16 sales
$2,880 gross sales
$1,400 profit
That's for $62 worth of ads. In just 48 hours. From 1 idea.
Yep, if those figures hold true for a year I have just made my client an extra $250,000 in profit pa.
Knowing what I know now, I would have happily paid $1,000 for that e-book. I'd happily pay $10,000.
When buying information, it's not about the price. It's about the value.
I guess the other big lesson here is that an e-book at just $39 can and do contain fantastic information.
Apparently there are even web sites out there that provide plenty of great information for free! ;-) (I hope!)
Cheers
Brendon
P.S: The link to the e-book above is my first ever affiliate link! What that means is if you click the link and then buy from that site I make a couple of bucks.
I'll be adding more and more product reviews over the next few weeks because I get so many requests for information about certain products.
I'll review them and post the reviews up so that the site has even more useful info.
I got to thinking after the blog I wrote on Wednesday after my training session with Sam. As you probably know, I try and tie back the takeaways (or lessons) in the articles I write, back to real life examples. And although I tried to do that with the blog on Wednesday, it came out fairly generic.
So I sat down today and gave some thought to providing some real life examples. And they were pretty easy to come up with.
1. Measure stuff. A client rang me on Friday. Ross owns a holiday resort and we recently (May 2004) revamped his web site.
Ross has just received the renewal for some advertising the resort has had going for the past couple of years.
For $400 a year, Ross' resort received a couple of paragraphs, a small photo and a link to his own web site on the web site on an accommodation guide.
Ross called to ask my advice on whether he should renew or not.
The answer was easy enough. You see, when we revamped Ross' web site we inserted a simple statistics program. The statistics program provides a whole range of information, including listing exactly where all web visitors originate from.
A quick check soon told us that the accommodation guide web site requesting the advertising renewal for another year for $400 had not provided a visitor to Ross' web site in 4 months.
Not 1 visitor.
Which is a pretty fair indication that the $400 would be a wasted investment.
Measuring the key performance indicators of your business, whatever they may be, gives you the information to make decisions. The right decisions.
In Ross' case a simple one-off $30 US investment in the statistics program saved him $400 per year.
2. Seek expert advice.
In the same conversation with Ross, he happened to mention that he'd received his domain name renewal invoice and wanted to check with me that he was doing the right thing.
I told him to throw the invoice in the bin and not to pay it.
Here in Australia we have a number of pretty unethical companies that simply direct mail the owners of domain names and say something like this:
" Your domain name requires renewal. If you do not renew your domain you could lose the use of your email and your web site. Renew now - $188."
Now that's all well and good. But what these companies neglect to tell people is that:
a) they're not the registrar for the domain name,
b) the domain name might not be due for another year, and
c) domain name renewals should be $140 maximum for 2 years here in Australia.
These companies that direct mail domain name owners are simply hoping that the person is unaware of the above and renews the domain with them.
Many of course do and are left with a larger than expected bill, the hassle of having to change domain details and, usually, an inferior service.
If you're not sure of something, ask an expert.
But the tricky bit is figuring out who to trust and who really is an expert. My advice to people is always the same - review the person's past performance. Past performance is the best indicator of future performance.
The site changes have gone pretty smoothly. We still have a few pages to tidy up, but 99% of the info is intact and working. Jo & Mel have worked real hard in replicating the content and we'll iron out the issues very quickly (we know some links don't work, some pages are missing and some content needs adding. No need to mention it.).
I notice Jo added a pic of me in the top of the home page - I first thought she had breached copyright of a successful movie.................but then I realized that in fact it was me, and not Shrek as I first thought! Could my head be any bigger??
In an effort to keep the site interesting and different (and because I like the sound of my own voice) I've just learnt how to easily put audio on. Click the play button below for a welcome message.
It's an audio file that is compressed into a Flash file, which means it plays immediately without any delay.
Thanks again for everyone's input. The vast majority of the changes have come about from my survey a couple of months back (takes me a while, but I eventually get things done!).
Howdy. We're currently (10.30 am 2 Sept in Australia - 8.30 pm NY) uploading our new and improved site.
If you visit over the next few hours you might find some screwed up pages, a couple of missing pages and a few other bits and pieces.
Don't worry - we'll be going through the site and fixing as we find.
The new site is in CSS, which makes it much more compatible for a range of browsers, friendlier for search engines and much more.
We've added a search facility, we'll be sendng out a monthly html newsletter, providing product reviews on the products we use (I'm a poet and didn't know it), and selling our own products.
I'll also be adding 135 blog posts from the old 'the latest' into the existing blog. From there we'll be adding articles galore (we estimate 80) from the blogs we've done over the past year.
Once we do a few more articles we'll better index them so you can find the topic easily and narrow straight in on the article of interest.
Basically, there'll be information galore on marketing in general, web site stuff and plenty more.
Thanks for visiting and thanks to those who have provided feedback to improve the site.
Take a good look at the photo of Sam below. Sure, she might look friendly and all.......but she's not! You see, today Sam tried to kill me.
The Smiling Assassin!
I mentioned a few days back that I asked Sam to train me and get me back into some sort of shape. After doing a lot of exercise over the years - I've done plenty of Ironman Triathlons, Marathon running, Marathon swimming, etc - I simply have no motivation.
As gorgeous as I am (I'm, like, totally, a total hottie!! Can you tell I have a 13 yo daughter??!) I've put on weight and turned into a slob.
I joined the local gym a few times, started running infrequently and tried regular tennis and a few other things. But nothing has worked at getting me motivated and back to the level of fitness I want to achieve.
So I met Sam at the Tallebudgera Recreation Centre car park. It's beside a creek that runs into the Pacific Ocean. Just gorgeous. And it's next to Burleigh Headland - a national park right on the ocean. The headland is actually a pretty big hill.
We set off for a brisk walk (Fool!)
So we have a chat about me getting fit and then set off for what was a brisk walk. After a few minutes Sam starting running. Not wanting to make a fool of myself, I tried to keep up (Sam is actually a great runner. She's won the 2 major marathons here in Australia.).
Then we stopped and walk. I managed to suck some deep breathes in. Then Sam started running again, dragging me with her. We ran along the flat walk around the headland. And then Sam started running up some hills at the base.
I was thinking she's going to stop any minute now. By this stage Sam was chatting away. I wasn't talking back - I was having enough trouble with just breathing, let alone forming my exhaling breath into words!
Sure enough, she dragged me to the top of the hill....gasping even more for breath (me, not Sam). We walked for a minute and then ran down to the bottom. And then we did it again! By the time we reached the top (did I mention for the 2nd time/?!), I was a heaving, noisy, gasping mess!
She was trying to kill me......I have no doubt
She was trying to kill me......I have no doubt. But she tried to disguise that by doing more walking................. and then we ran down to the bottom.
Then she bought out some boxing gloves. I thought "Great! I can get my revenge!!" After all, Sam's only a little woman. Surely I could beat her??!
She didn't want to fight
But she didn't want to fight (Wimp!). She produced some boxing pads and had me punch at them for a while. 'Punch' isn't quite the right word. Perhaps 'touch with the force of a feather' is more apt.
After about 60 seconds on the boxing my arms were like jelly. Man, that's a great workout and very, very tough. (Give it a try if you want a great workout.)
After an hour or so of exercise, Sam finished me off with some stretches.
I'm now sitting here writing in the food diary (that Sam gave me) what I've had to eat today:
* Nothing for breakfast (had a 6.30 am meeting)
* A handful of cashews at morning tea
* Sushi and a Diet Coke at lunch
* 600 ml Iced Tea for afternoon tea
* Grilled fish and boiled potato for dinner
* 1 litre of water
Interestingly, Sam said that people who write down what they eat each day lose more weight than those whose don't.
Anyway, Sam has also sent through a program for me to follow. Tomorrow is a 1.5 km swim. The next 10 days are mapped out as well.
And we have measurement goals along the way to reach - i.e. stronger, lower resting heart rate, lost weight, etc.
Long and tedious story with some fantastic business takeaways
There are some lessons in this story for both business and personal.
# 1: If what you are doing isn't working, try something different. That way you'll be sure to get a different result.
No sales at present? Run an ad. Do a letterbox drop. Call up some clients. Try some networking. Try something different today.
Unfit and overweight? Try something different. Stop eating fatty foods. Start exercising. You'll get different results to what you are getting now.
# 2: Get the right advice. Experts know more stuff than you do about their area of expertise. If you get their advice you're more likely to be successful at whatever it is you're doing.
Want a great marketing plan that works? Call me because I'm an expert.
Want to get fit and lose weight? Don't ask your overweight friend. Ask Sam. She knows what she is talking about and she knows what works.
# 3: Have a plan Stan. I know what training I'm doing over the next 10 days. Because of that plan and the fact that I'm accountable to Sam, means I'll follow Sam's plan.
Want to enter a different market? Write out a few simple steps (a plan). Implement those steps.
Want to get stronger? Write a plan for exercise, lifting progressively heavier objects, etc. That'll work.
# 4: Measure your progress. Only then can you be sure that what strategies you have implemented are working.
In business, you need to do budgets and measure everything. Only then can you see what's working.
In health, regularly measure the key performance indicators - might be blood pressure, heart rate, weight, general feeling of wellness. Then you can see if it's working.
# 5: Be accountable to someone. And have someone accountable to you. If I deviate from the plan, Sam is going to want to know why. She'll get me back on track and focused on the goal. And if I follow her plan to the letter and don't see results, I'll be asking Sam why her plan isn't working. Which would get her to readjust the strategies I'm sure (that means I'd be running up that ^%$#^@$!* hill 7 days a week!).
In business, I have some mentors who ask me the hard questions if I don't achieve what I set out to achieve.
# 6: Write down your goals. It's motivating and it keeps you on track with what you are supposed to be doing.
# 7: Have someone push you for maximise effort. In business, it can be the Bank manager or the husband/wife! In my fitness case, it's Sam. (Although I'm sure things will get easier, I wouldn't have pushed myself as much as I did today if it wasn't for Sam.)
Yep, getting fit and business are similar. But I still say Sam tried to kill me!
** Winner Web Design Library - Best Book of the Web Industry 2004 **
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To find out more about The Web Design Business Kit click here
