~ ·.IIWeb Search SecretsKnow More Than You Ever Thouqht You Could (or Should)

About Your Prospects, Clients and Competition

Sam Richter3rd Edition

Warm CallSearch Engine Tips

www.takethecold.col11

Engine TipsUse the following Warm Calling Web Search Engine Tips to help you quickly find information on companies, industries,and people. Research prospects prior to sales calls, business development opportunities, and existing account meetings.Make a great first impression, boost your credibility, guarantee that your product/service offerings are relevant, and get theinformation you need to live the Platinum Rule.

Quick Reference Guide ...General Search Tips

SAM TIP WHAT TO po EXAMPLE

+ORAND Use + or AND(most engines use +) between Plastics + manufacturing delivers results wherewords in a search. both words appear somewhere on the page,Most search engines assume you mean + but in no order.when entering multiple words.

OR Use ORto expand your search results. Plastics OR manufacturing delivers results inOR is good if you want to expand your which one or both of the words appear on thesearch. Web page.

- or NOT Use - or NOT(most engines use -) to Plastics -manufacturing delivers results withremove search results. the word plastics, but removes all results withThe - must be "touching the work you the word manufacturing.want to remove.

"Quotation Marks" Use "quotation marks" around a group of "plastics manufacturing" delivers results withwords if you want your results to show only the exact phrase "plasticsthose words, in that exact order. manufacturing," in that exact order.Important if searching for a company or aname.

Combo Search Combine +, OR, -, (AND,OR, NOT)and/or "Plastics manufacturing" + Minnesota ORquotation marks for better results. Wisconsin -Iowa delivers the exact phrase

"plastics manufacturing" with the wordMinnesota or the word Wisconsin in theresults, with none of the results containing theword Iowa.

Word Order Search engines read left to right, so put Plastics + manufacturing + Minnesota willyour most important words first. deliver results ranked differently thanIfyou don't get the results you want, try Minnesota + manufacturing + plastics.

switching the order.

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Cached Find Web pages that no longer appear (no Search terms are also highlighted, makingmore "sorry, page cannot be found" finding words and phrases easy. Therefore, evenerrors).

if the Web site does appear but it's a long pageWhen a results page does not appear, of text, click the "Back" button, then theclick the "Back" button. Find your result, "Cached" link, and now the words that you'reand click the "Cached" link. A picture of searching for will be highlighted.what the site used to look like willappear.

Database or List Of When you're looking for a list of Databtue OR "list o/links" OR "membershIpLinks search companies, names, or industry sources, list" + "plastics manufacturing" will returnenter "database" or "list of links" or results, some of which feature a database of"membership list" along with the rest of names or lists related to the plasticsyour search information. manufacturing industry.

Advanced or Power Click on a search engine's Advanced or It takes about five seconds to type words into aSearch Power Search link or button to refine popular search engine, but you might getyour search, producing better results. millions of search results. Spend 60 secondsSpend a few minutes filling out the identifying what's important, and what's not,online form and you'll start to get exactly using the Advanced or Power Search feature,what you want in the first few result and you'll get the results you want.llstlnzs.

'"I Want My' Cache, and I Want it Now!Posted on May 1, 2013 by Sam Richter(Or the Alternative Title: What the heck happened to Google PagePreview and Cache?)Have you ever conducted a Google search and when you click on the result, you got a pagethat said "Sorry, Site No Longer Appears?" What's going on is at a certain date, Google didindex-or vacuum up-the contents of a Web page. However, since the last time Google visitedthe page the page's owner removed it from the Web server meaning the actual page is nolonger on the Internet. Because the information is still in Google's database, the result stillappears yet because the Web page no longer exists, clicking on the link brings you to cyber-nothing.The trick to seeing the original Web page was to click your browser's back button and return tothe search result list, hover your mouse cursor to the right of the result, open up the PagePreview window, and click the Cached link. The Cached link would pull up, in essence, a'picture' of the Web page as it was when Google last indexed it.But oh, oh ... Google just decided to eliminate the Page Preview feature and thus, the Cachedlink also disappeared.The good news is it didn't permanently go away. Rather, it just moved locations. So if you everget "Sorry, Site No Longer Appears" you can access the Cached feature by following thesesteps:1111ru receive "Sorry, Site No longer Appears," click your browser's back button and find the

original Google search result.2) Directly to the right of the result listing URL (website address) you'll see an inverted triangle.Click on it.

3) In the drop-down menu you'll see the Cached button/link. Click on it.4) Google will now open up a window showing the Web page as it appeared when Google lastindexed it.

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Quick Reference Guide - Google Search Tips

SAM TIP WHAT TO po EXAMPLE

Search Within Results Scroll to the bottom of a Google search "Medical device industry" delivers hundreds ofresult page and locate Search Within thousands results. By adding the termResults. Click the link and enter a new "diabetes" in the Search Withinterm into the search form. Results form, the number of resultsInstead of searching the Web, you'll only declines to a few thousand.search for that term within your originalresults.

Search a Date or Enter the terms you're searching for, and "IBM network security" 1997..2002 delivers onlyNumber Range then enter a date range separated by two results featuring the phrase "IBM network

periods (e.g., 1999..2002). security," and only from Web pages that alsoGoogle will deliver results featuring your feature dates between 1997 and the year 2002.

term(s) but only with pages that alsoinclude that date range.Works for number ranges too: e.g.,$100..$300.

Google Amnesia If you can't remember part of your search, "Anderson * * Associates" delivers results withAssistance - let use an asterisk* and Google will fill in the the first word being Anderson, the last wordGoogle fill in the blanks. being Associates, and Google will fill in twoblanks Great for name searches, job titles, even words in the middle (because there are two

e-mail address (e.g. "*@)acme.com). asterisks).

Search a Specific Site Use Site: and limit your search to a "Marketing manager" site:gen eralm ills. com willspecific site. search for the phrase "marketing manager" butGreat for quickly finding information on a it will limit its search to only the General Millsspecific company. Web site.

Search for Files Find files that are posted online using a "Lawson software" filetype:ppt will findFiletype: (filetype colon) search followed PowerPoint documents residing in cyberspaceby the extension. that contain Lawson Software. Documents youPopular extensions include might find online using different extensionsdoc (Word document), could include sales presentations, companyxIs (Excel spreadsheet), lists, research papers, RFP responses, budgets,ppt (Powert'olnt document), forecasts, membership lists, and more.pdf (Adobe PDF file).Remember that Office 2007 adds an X, e.g.pptx, xlsx, docx.

Local Business Search Choose the Maps link (above the Google Enter "advertising agency" + St. Paul, MN inlogo). Enter a business type or company the search field to see a map of St. Paulname and search for locations. showing ad agency locations. Click the link onClick the Satellite or Street View tabs to the left side for more information about yoursee images of your chosen location. chosen company. Or, choose a location on the

map itself, click on it, and get details aboutthat firm.

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Telephone/Address Enter the name of a person and the area Enter "Joe Smith" + Minnesota and you'llSearch where he or she lives and Google will receive a list of phone numbers and addresses

often provide the person's contact info. for Joe Smiths who live in Minnesota. For bestType in a phone number (include the area results, remember to use quotation markscode and dashes) for a reverse phone around the name.directory.

E-mail New Results Go to Google Alerts For best results, set up your search alerts using(www.google.comfalerts). Boolean logic. You choose how often you wantEnter search terms, and Google will e-rnail to receive e-rnails. All new sites that Googleyou when it finds new information. finds are sent in one e-rnail versus separate e-

mails for each site.

Google Advanced Click the Advanced Search link directly The more information you can enter into thenext to the Google search button. Google Advanced Search resource, the betterEnter information in the various fields and and more relevant your search results will be.make use of the different options to start As you watch Google automatically buildgetting the results you want in the first complex Boolean search queries, you'll learnfew listings ... how Google works and you'll start searchingWatch carefully as Google automatically like a professional.builds the complex Boolean search query.Notice how Google uses Boolean and in ashort time, you'll have the concept ofBoolean searching mastered.

Google Options Google lets you to sort results in Conduct a Google search on a company namenumerous ways, which makes finding the or person's name and on the result list, clickinformation you want easier. "Show Options." The various options allow youConduct a regular Google search and on to quickly see if there are videos about thethe results page, click the "Show Options" company or person, product reviews, and/or iflink under theGoogle logo/search form. people are talking about the company orThen click on any of the options to sort person in online forums. Click on "Timeline" toyour results .. see results related to events in the company's

Click "Related 'Searches" for results similar history.

to your search. Click "Wonder Wheel" for a Type an industry name in Google (e.g. "plasticsgraphical representation of your results industry") and you can see the most recentlist and related searches. And click news, what people are saying about the"Time line" for a historical timeline of industry, other related industry topics, andevents related to your search. more.

After choosing a results sort option, youcan click on additional options to furtherrefine your Google results list.

Google Search As you type in a search, Google will As you type in a search like "automotiveAssistant automatically make suggestions. Click on industry" by the time you get to the letter "0,"

any of the suggestions to find relevant Google has made some highly relevantresults. suggestions.

."

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Quick Reference Guide ••Yahoo Search Tips

SAM TIP WHAT TO po EXAMPLE

Yahoo Search At http://search.yahoo.com, as you type in As you type in a search like "Lawson software"Assistant your search, Yahoo will automatically make by the time you get to the letter "f," Yahoo has

suggestions. Click on any of the made some highly relevant suggestions.suggestions to find relevant results. On the results page, when clicking the invertedOn the results page, click the inverted triangle under the search form, you'll findtriangle under the search form to see some great suggestions related to customers,additional terms and concepts related to financials, products, and more.your search.

Company Friend In Yahoo, type in Link: (link colon) and Vendors, customers, associations, and relatedSearch - who's enter a Web site address into the main sites often link to each other. A good way tolinking? search form. learn a company's "friends" is to find other

On the search results page, click the sites linking to your chosen company's Web

Inlinks tab. Use the pull-down menu and site.

select "Only From This Domain" to limit A link:www.takethecold.com search findsyour results to only external Web sites. more than 121 sites linking to the Take the ColdChoose the "Only This URL" pull-down menu Web site.to limit your results to only a specific Web By looking at the list of results, you can findpage, or choose "Entire Site" to see an entire relationships with third parties. In addition,Web site. having relevant external sites linking to yourAs an alternative to Yahoo, try the link tool Web site is one of the best ways to enhanceat www.altavista.comfwebfwebmaster. your natural search engine ranking.Make sure to click the "Don't return pageswithin this site" check box to limit yoursearch to external Web pages.

Free-To-Use Articles Go to http://search.yahoo.com/cc and Finding content online is easy. Finding contentconduct a search using a broader industry that you can use for your own commercialtopic. Choose either or both of the check purposes can be a challenge.boxes, allowingyou to limit your search to Yahoo Creative Commons lets you search forarticles you can modify, and/or articles you content that you can revise and use for yourcan use for commercial purposes. The own marketing and sales purposes, withoutresults will show content you may use for violating copyright law.your company's marketing/sales material.

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Quick Reference Guide •• Other Search Engines

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GoogleGuy www.googleguy.de/google-yahooCompare Google and Enter a search term and compare side-by-side Google and Yahoo results. Note how oneYahoo search results. search engine typically has indexed more Web sites, and the result ranking can be

dramatically different.

Mamma www.mamma.comDogpile www.dogpile.comSearch multiple search A meta-search engine searches the results in multiple search enginesengines simultaneously. simultaneously. A good choice if you're searching a very broad term, and you'd like to

see the largest number of varied results.

MSN www.msn.comIndustry-related topic 1. Enter a broad industry search term.search. 2. On the results page right-hand side, look at the Related Searches links.

3· Click on a link for results related to that category.

Mool Media www.mool.com/mediaSearch for news from 1. Enter search terms as you would with any search engine.numerous search engine 2. Instead of searching billions of Web sites, Moollimits its search to news sources.news sources.

Clusty www.clusty.comCluster your results to 1. Conduct a standard search; you'll see your standard results.make locating similar sets 2. On the left side, notice how the information is organized into folders and sub-of information easy. folders.

3· Enter Site: (site colon) followed by a company Web site e.g.,site:www.3M.com, and Clusty will sort information from a company'sWeb site into easy-to-understand folders.

Cuil www.cuil.comIncrease the relevance of 1. Enter a broad search term.your search results. 2. On the results page, choose a main category on the top-level menu, or choose a

category in the Explore By Category drop-down menu.

3· As you click on sub-categories, notice how the Explore By Category drop-down menuchanges. Continue to click through various sub-categories to help you find resultsrelevant to the information you desire.

Exalead www.exalead.com/searchMake searching easier 1. Conduct a standard search or use Exalead's Advanced Search link, located directlywith numerous search next to the main search button.features all combined into 2. In Advanced Search, follow the prompts and narrow or expand your search.one engine. 3- Click the "preview" button on the results to see what the site looks like.

4· Narrow your search by choosing one of the links on the right side.

5· Make sure to click the More Choices button for additional narrowing options.

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Warm Call Resource Center Company Iindust(y I People I Engine Tips I 'VVCTools

Successful salespeople Imow tile value of information and ho",,,to use it to establish credibilityana relevancy with any prospect or existing client Practice the Platinum Rule and the ~FOurtllR' and you too can learn more aeoutyour cuants. prospects. and competition. You too can turnany cold call (meaning any meeting where you're unprepared) into a warm call wllere you"repro¥idlnQ' value and solving' client issues.

Use tile Warm Call Resource Center to find information on companies, industries, andpeople. In addition, you'l! find resources and tocts that \YiIlhelp you better practice the ~FourthR'and the tecrmtcues taught in Take tin; Cold Out afCola Calling book and seminars.

Invisible WebCompany Info

Invisible WebIndustry Info

Invisible WebPeopl,e Info

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