Why You Should Hire A Voice-Over Actor .::. http://gmbiz.blogspot.com/

Everyone has heard local merchants read their own commercials on the
radio. Perhaps they did it in order to give their spot an air of
originality. More likely, they did it to save money. After all, they
figure, anyone can read words into a microphone, right? Well, yes.
Anyone can do that, just like anyone can make a meal. However, not
everyone can do it with flair.



If all the only thing you need to do is fill some airtime, then an
amateur voice may be all you need. Similarly, if all you need to do is
get rid of some hunger pangs, then a bologna sandwich will suffice. But
you don't want to give a bologna sandwich to a potential client you're
trying to impress—so why would you want to give the audio
equivalent to a bologna sandwich to potential customers?



When you purchase air time, you are not doing it to hear yourself
talk: You're doing it in order to convince potential customers to buy
your product. Sounding anything less than professional is not going to
help you do that. And giving the impression that you're cheap, which
using below-par voicing does, is going to give them the impression that
you skimp elsewhere as well. If jewelry merchant puts substandard
advertising out there for the world to see, how do I, as a potential
customer, know that she doesn't also put out substandard jewelry? Yes,
people do make that connection, even if they don't admit it. They may
not even be conscious of it.



Now, consider this. If you hire a professional voice over artist to
sell your product, you are sending the public a message, however
subliminally, that you understand how important it is to pay attention
to the details. Advertising is one of those little details that it
pays, quite literally, to pay attention to. When you are attempting to
sell something, the packaging is your first line of attraction, and on
the radio, the voice the customer hears is all the packaging you have,
the only thing with which to impress him. Why leave that to an amateur?
After all, you've paid good money for your advertising. It's much
better to spend a little more on effective advertising than a little
less on a spot that doesn't work. Or worse, a spot that makes you seem
foolish.



Now what, exactly, will a professional voice-over artist give you
that you can't do for yourself or get your brother-in-law to do?
Plenty. For one thing, you get professionalism. That makes sense,
right? You hire a professional; you get professionalism. You get
know-how. Sure, everyone can speak, but that does not mean that
everyone can speak well. A professional voice-over artist knows how to
enunciate words so that people can understand what he or she is saying,
while making it sound perfectly natural.



It's your choice in the end, of course. If you think that your
customers don't pay attention to packaging and don't get annoyed by
amateur commercials then, by all means, do it yourself. But if you want
to send the message that you are a professional who knows when to call
in the experts, then hire the best voice-over talent you can afford to
read your next commercial.

About The Author

Terry Daniel is a Professional Voice Over Artist That Provides High-Quality Voice Overs. Listen To His Online Demo At: http://www.amazingvoicetalent.com

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Selling – Guaranteed Sales Strategy to BIG Money.::. http://gmbiz.blogspot.com/

Good salespeople are aggressive, dynamic types. Everybody knows that.




There are plenty of good salespeople out there. They have good product
knowledge. They have good selling skills. And they are likable.



The more competition you have, the more products that can do the
same or similar things as yours, the more you need to help and advise
your customers, not just sell to them.



Great salespeople are an extremely valuable commodity because they are
in such short supply. So, what are the bottom line differences between
good salespeople and great?



Great salespeople are continually trying to better themselves. They
are always layering on new skills while honing the skills they already
have.



Don’t just be GOOD. Many of your competitors are good and
they’re doing everything that they can to be better. Become
dissatisfied with good. If you are good – want to be excellent.
Then become dissatisfied with excellent. When you are excellent, want
to be outstanding. Continue along this path as far as you can.




Great salespeople also have a higher level of ambition than ordinary



salespeople. Sure, they want all of the things that money can buy,
such as bigger houses bigger cars and more interesting vacations. They
also want the non – tangible things that money can buy such as
respect, admiration and more freedom.




Another big difference between good and great is that great salespeople have a love for selling.



Now, you and I both know that it’s possible to make a great
deal of money selling without having any love for it. So, what’s
the big deal?



The big deal is that at the end of a long career in sales, you have
been competing against people who do love it. This means that for your
entire career you have been competing against people who are willing to
invest more time, and more energy in what they do for a living because
they love what they’re doing.



Putting more time and energy into any endeavor will almost always lead
to greater success. This is as true for selling as it is for playing
chess, playing piano or playing baseball.



Imagine working for thirty years competing against people like
that. For most of your career, you will feel like the salmon swimming
upstream. You will have had a very long, very tiring journey, and, at
the end of this long journey you will be completely worn out.



But, most importantly, great salespeople are great because they
want to get the most out of themselves. The big money is a byproduct of
being great. It’s just another way of keeping score.




Winner Take All



Selling is a ‘winner take all’ competition. The
customer rewards the winner at the expense of everybody else. If you
are even just slightly better than your competition, you will earn
much, much more money.



Let’s say you and I are competing salesmen, going after the
same big account. If you are only 2 percent better than I am -
follow-up, service, closing ability, etc. – and you make the
sale, do you get only 2 percent more commission than I do? Of course
not. You get it all. You get 100 percent and I get nothing.




That's why a very small increase in your ability or effectiveness can lead to a very large increase in your income.



Here is the one thing that you can do to give yourself that extra
advantage over your competition. This is the one strategy that can
catapult you from good to great. By adding this one weapon to your
arsenal you can guarantee yourself that you will dramatically increase
your income.



The solution is to study and understand how your customer is going
to use your goods or services – in depth. The best salespeople
see things through their customers' eyes. You must not only profile
your customer, you must profile their customer too.




That’s it. The fastest way to dramatically increase your sales is to understand and help your customers’ customers.




CONCLUSION




Each and every single day, we are being tested as salespeople because clients and prospects vote with the dollars they spend.



Show the buyer how they will make or save money by using your goods
or services. It is even better if you can translate that into dollars
and cents.



Do these things and I can assure you that you will have all of the great successes that your heart desires.

About The Author

Gary Wollin is a Warren Buffet style
investment advisor with 45+ years of Wall Street experience. He has
been regularly featured in The Wall Street Journal and New York Times.
He writes and speaks on sales, customer loyalty, and the stock market. http://www.garywollin.com

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Attorney Marketing Requires Handling Prospective Client “Objections” Part 2.::. http://gmbiz.blogspot.com/

Before we dive into the attorney marketing draft-scripts I would like
to remind you of two other distinctions when it comes to dealing with
objections. The attorney marketing attitude we are looking for is a
detached attitude of having no attachment to what the prospective
client decides. Instead you are committed to delivering a good process
to them that enables them to decide, hopefully from an educated
position. You are a facilitator, not someone who is trying to get them
to make any particular decision. If you catch yourself convincing or
presenting your case you are off track.




The second distinction is known as “permission marketing”.
This suggests that in successful attorney marketing you always need to
get the prospective client’s permission first if you are going to
ask questions or make guesses about what they may be thinking that
could lead to some uncomfortable feelings on the client’s part.
One never wants to get in the position with where you are pressuring
the person or you have indeed lost the game. With these two attorney
marketing reminders lets move on to the draft-scripts on “I want
to think about it” type concerns prospective clients might come
up with:



First response in general is always: “That makes sense to
me.” or “I can understand that”. Then say. “I
am curious. Do you mind if I ask you a question?” Before moving
on to explore the prospect’s thinking.



Possible re-direct question: “What is it that is causing you
to want to think about it? Are you not sure you want to go this route
or are you not sure you would want to work with me as your
lawyer?”



If they say it is not you but the “route” then you need to
review with them the value in going that way while acknowledging any
downsides of that route (if any) and sorting out what their concerns
are about the suggested route. If they actually say it is you, then ask
them very kindly what is it about you that concern them. Is it your
experience? Is your personality or “bedside manner”
concerning them (be sure they know you would really appreciate honest
feedback so you can improve with others – but realize few people
indeed will tell you if it is you)? If it is neither of the above then
it must be the fee or something they won’t tell you. If they own
up to the fee see the material on money objections from last month. If
it is something they won’t tell you then give up. Gracefully get
out of further conversation and move on to the next prospect! In
attorney marketing you can’t win them all. Best to move on
gracefully and maybe they will come around later.



Possible re-direct: “No problem. I think it is good for you
to think about it. I am curious though. Do you mind if I ask you a
question? What exactly do you need to know in order to make the best
decision for you? Perhaps you would like to work together with me now
and lets come up with the “decision points” so you can be
clear on what you need to think through. OK?



Some points to think through and maybe suggest to the client:
Cost/benefit analysis (not just monetary but emotional as well impacts
on other people like the family or business); quality of the lawyer,
trust for the lawyer; how easy is it to get them on the phone if I need
the lawyer, experience of the lawyer; experience of the lawyer’s
team; does this professional have a fiduciary relationship to me; how
do I know they can deliver the desired result quickly as it is costing
$7K a month if this drags out, reputation of the firm the lawyer is in;
can I do without going this way totally so I don’t have to spend
the money on an attorney at all; who do I need to ask for advice before
making this decision (my relatives/friends/trusted advisors, etc.), who
do I need to get to agree with the decision so I don’t have any
fall out afterward.



Possible re-direct: “No problem. I think you should think
about it. Most of my clients who needed more time to think about it
need about a week to make the decision. I have a suggestion. Could I
share it with you? What if we went through together, now briefly, what
are the key factors you need to know and consider in order to decide if
this is the best option for you? Then you can think about it for maybe
a week and then I will call you to see what you have decided if you
have not already called me to let me know your decision. Can that work
for you?”



Possible re-direct: No problem. I understand. Often people in your
situation say they need to think about it. Makes good sense. (Pause a
bit here and then say) Do you mind if I ask you a question though?
“Yes.” First, this is an emotional time with a lot at stake
for you and maybe family looking over your shoulder. Sometimes when
folks tell me they want to “think about it” they have not
told me something or have a fear that is holding them back. Would you
trust me and tell me if there is something you are holding back or some
fear that is stopping you now from saying yes to moving forward. Even
if you think it might offend me or be impolite to say to me or maybe
even if you think I might think badly of you if you told me? After all
if we are going to work together we need to have an honest and
straightforward relationship. Also if I have made some mistake or
offended you in some way I would like to hear about it so I can change
and it does not happen again.



Possible re-direct: No problem. I understand. Often people in your
situation say they need to think about it. I am curious though. Do you
mind if I say something really straightforward to you? “No”
Often people just are afraid to make a decision so they say
automatically “I need to think about it.” Could that be the
case for you now?



Well, there you go. Two articles on dealing with objections completed.
If you go to my website and sign up for my free 7-part eCourse on
Client Development you will find more on the general subject of
attorney marketing scripts that includes the area of
“objections” in the 6th lesson. You will also find sample
scripts for “the pitch” that precedes any objections.

About The Author

Henry Harlow has individually coached well
over 500 attorneys. You can get more free, in depth and objective
information on increasing your revenue while reducing your work hours
available now at http://www.law-firm-marketing-coach.com.



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How To Overcome "Information Overload".::. http://gmbiz.blogspot.com/

Cast your mind back, before you first decided throw your hat in the
ring to create an income with Internet Marketing. Like most of us, all
you started with was an open Page on your desk top monitor, an empty
email Inbox, and a strong desire to make money on the Internet



Using the age-old “Trial and Error” system, perhaps you
began to discover a whole menu of ‘self help’ –
‘how’ to” e-zines and ‘must have
reports’. For most, they simply contained similar information on
Internet Marketing served up as a different dish, but to be fair many
did warn you of the dreaded “Information Overload”, with
lurid stories of empty bank balances , maxed out credit cards, and
minds full of irrelevant information, and ending up no nearer to their
goal than when they first started. Maybe you thought to
yourself…”How can these chumps fall into such a
state…and end up with no success?”,



Fast forward, - Your email inbox is overflowing with the latest
Guru promotions, that you must download immediately or you will crash
and burn!!. With one hand they offer Freebies and Gifts of all sizes
while the other hand tries to open your wallet. As you struggle to
resist and pry their fingers away, you discover there are three other
sets already in there!!!



Just as you vow never to download another product, another tasty titbit
arrives and takes you on another fantasy journey of wealth and success.
You discover that you are downloading projects and information on
Internet Marketing techniques that you already bought months ago, and
didn’t have the time to read



You are now struggling to pay of your plastic, while juggling your
monthly outgoings. Your mind feels as soft as a marshmallow, full with
so many strategies and formulas that you just can’t seem to
format any of them. And your still chasing that one
‘Secret’ that’s going to make the big break through
to your Internet Marketing Success. If you recognise that
profile?… Welcome to “Information Overload



Some clever or lucky people will never have undergo this part of
the education curve, but for us mere mortals, it seem we have to suffer
before we are able to see the light at the end of the tunnel Maybe you
have reached the stage where you have to say STOP I want to get off!!!



This is what you have to do. Focus on exactly what you want and
ignore what you don’t want. Forget the million dollar programs
that promise Free Money with no impute. That’s dreamtime.
Concentrate on Reality! Choose one program or product, and then decide
how you are going to market it.



You may already have this knowledge, stored away in the numerous
reports and ezines gathering cyber dust on your system, but
here’s a quick synopsis of what is needed.



Take Paper and a Magnifying glass. If you hold the glass in the
same place between the paper and the sun soon you will have a raging
fire. But a moving class will not even make a scorch mark!



Open a Folder on your desk-top called “Working Folder”
and place in it only the product and marketing tools that you are
currently using. Keep it un-clutted and only add other tools as and
when required



Focus on your chosen advertising method, until you're "comfortable"
with it - and have sufficient experience with it. Only then should you
consider moving on to the next technique (trying to "master" and apply
too many techniques at once will only lead to more frustration!).




You may find that one or two advertising methods are enough to
supply you with all the traffic your business needs - if not, you can
continue mastering and applying the techniques of your choice
one-by-one until you've reached your desired level of traffic and
income.



The Internet is simply a World Wide Market place. You have to get
your information out there and show them the way to your store. You
need to focus on Quick Cash and Long Term Wealth Strategy



This is not the place to go into details on all the Internet
Marketing strategies that are available to you. There’s nothing
new in the above recommendations and I’m sure you have a
kaleidoscope of information on each subject. Go look for it, or else
use the net to acquire this information.



Or else check the July edition the wealthbuilder-Bulletinboad, or
among the back issues. I’m sure you will find some essential
Internet Marketing Tools there to help you



The point I am making is forget all the distractions and focus on
one product and the means to promote it to billions of potential
customers on the World Wide Web, and I promise you, like the
“Paper and Glass” theory….you will succeed




To Your Success

About The Author

Brian Worley :


Editor/Publisher :


wealthbulder Bulletinboard :


Reporting on the Latest Internet Marketing


Strategies and Wealthbuilding Opportunities :


editor@wb-bulletinboard.com :


http://www.wb-bulletinboard.com :


(703) 596 0328

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Are You Receiving Your Daily Free Mortgage Marketing Lessons?.::. http://gmbiz.blogspot.com/

Did you know that you have access to a series of free marketing lessons
delivered to your postal mailbox and your email inbox every single day
of the year? That's right, every day you receive a wealth of valuable
marketing information that could improve your mortgage business
dramatically.



If you're like most people, you are ignoring this valuable learning
opportunity. In fact, you're probably throwing away your junk mail
immediately and deleting emails without even looking at what's being
offered and how it's offered.




As far as email goes...most of us sign up for mailing lists in order to
access information. We understand that the price for that information
is giving up an email address. The result is a series of subsequent
marketing emails from the person providing the goodies. When we get
those emails, we might read them or we might just delete them as we go
about our daily business.



Whether it's a direct mail piece or an electronic email delivered to
your inbox...what you should be doing is reading each of them very
carefully. No, I'm not saying that every product offer you receive
deserves your purchase via credit card! Far from it! What I'm arguing
is that each of those offers is a free object lesson in marketing.



Read them. Analyze them. What is the person sending them doing right?
Is the letter/flier or email a good one or a bad one? Is it effective
or does it turn you off? Does it get your attention? Does it make you
want to buy? Would it make others want to buy? What can you learn from
it?



Pay careful attention to the mailings from successful marketers who are
recognized as top performers in their fields. Learn from their direct
mail and emails. In many cases, major advertising agencies have put
these offers together at a tremendous cost.



I'm not suggesting that you read every piece of spam sent to you,
but you should pay close attention to the opt-in mailings you receive.
Even if you aren't interested in the product behind the mailing, the
text of that copy itself can be extremely valuable to you as a mortgage
professional and a marketer.



Everyday I receive over three hundred emails. Many of these are a
result of my opt-ins to subscriptions, newsletters, and email courses.
Some are just plain spam. I don't use any email filters because they
also inadvertently filter out the good emails I want to read. The
spammers will always win the battle with programmers that design our
email filters. Never do I miss an important email because it was placed
in a junk folder somewhere automatically.



I try to handle each email once. It is either deleted immediately
or, if it is a result of my opt-in and covers topics like Real Estate,
Mortgage and Finance, Internet Marketing, or Customer/Client stuff, I
do a speed read and save it using the sender's name as the folder name.
I don't save the emails in an Outlook folder...instead; I set up an
email folder on an external disc drive and save each in their own file.
If the email requires my action, it's flagged and left in the inbox
until completed. It's then saved and the original message deleted.



You'll be surprised how quickly you can review your junk mail and email
and benefit as a result. Subscribe to as much as you can and read them.
You'll learn how to better market your mortgage products, how to refine
your advertising copy, and much more. It's a completely free resource
that deserves better treatment than a quick trip to the trash can or
the delete key!

About The Author

Tom Domin is the author of "101 Ways to
Originate Mortgages" and publisher of "Tom's Mortgage Tips" a twice
monthly Mortgage Newsletter geared for Mortgage Professionals. Put your
mortgage career on the fast track and sign-up for FREE at http://www.MortgageMarketingToolKit.com/



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How To Market Your Business Through Email.::. http://gmbiz.blogspot.com/

Internet marketing can be a challenge to many internet marketing
business owners who want to do internet marketing in a legal and
appropriate way. Many spammers send out internet marketing through the
use of email mailings, but this type of internet marketing is not
considered legal unless the internet marketing audience has consented
to let you send internet marketing materials to them through email.



Because email is such a valuable tool in the internet marketing
world, those interested in internet marketing do not want to completely
throw away the idea of internet marketing through email. However, there
are some internet marketing safety precautions you should take if you
plan on utilizing email for internet marketing. This will help avoid
illegal internet marketing activity on your part and also annoyance on
the part of your internet marketing audience.



One internet marketing tool that can be used for internet marketing
through email is requiring a double confirmation of internet marketing
mailing list addresses. In other words, when you plan to use email
internet marketing, you allow anyone in your internet marketing
audience who is interested to sign up with their email address. A good
rule of thumb for internet marketing is to have these internet
marketing email addresses confirmed a second time by the intent
marketing audience. This assures you that your internet marketing
audience did indeed sign up for internet marketing emails that they are
interested in. It helps prevent illegal internet marketing spam emails
or internet marketing problems with your internet marketing audience
due to misunderstanding or mistakes.



There are also certain internet marketing words which should be
avoided if possible, when you are sending out internet marketing emails
to your internet marketing audience. For example, if your internet
marketing email contains the word “free” a certain number
of times, that internet marketing email may be dumped into the spam
folders of your internet marketing audience. Unfortunately, internet
marketing through email has changed drastically because of the
irresponsible and unethical practices of many internet marketing
techniques. However, there are still ways that internet marketing
through email can be effective and supported by your internet marketing
audience.

About The Author

Laurie Raphael operates a website promoting multiple streams of residual income. For online success, visit her site at: http://www.ProcessToSucceed.com




For free marketing products, visit: http://www.laurieraphaelgiveaway.com




Get your FREE newsletter with hundreds of Internet home business tips and tricks at: processtosucceed@getresponse.com

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Marketing Tips:: gmbiz.blogspot.com

I wanted to share some general tips relating to graphic design for small businesses:




Always include an address on your business card, even if you are
operating a small business out of your home-it greatly increases your
credibility and makes you look much more established! If you're
concerned about privacy, a Post Office box is a great way to go. When
signing up for a Post Office box, consider using a "Mailboxes" store
instead of the Post Office-you'll get a street address instead of the
typical "P.O. Box", and the store will accept shipped packages from
UPS, FedEx and other carriers for you, so you won't need to give out
your home address as a shipping address.



Never be caught anywhere without business cards again! Carry a
supply of cards in your car so that if you can restock when purse or
wallet stash runs out. The same applies for brochures, articles,
promotional postcards, samples, informational flyers, and presentation
folders with information about your company and capabilities-you never
know when you'll have an opportunity to hand them out!



Look for ways to make producing your designed materials less
expensive. Need a business card and brochure? Why not combine the two
into a folding business card and save on the printing costs? Is your
logo designed in so many colors that printing becomes too costly? Try
having materials printed digitally by an online printing house like
psprint.com or vistaprint.com-they're often much more cost-effective
for materials printed on white paper stock. If you want to print on a
specialty paper, consider converting your logo to a one- or two-color
version just for your printed materials-unlimited colors on a website
don't cost extra! We're always thinking up creative ways to save our
clients money, and we're happy to offer many more suggestions like
these based on your individual needs-just contact us with your
questions.



Do you want the professionalism of having a printed letterhead, but
don't expect to write 500 letters (the minimum quantity for most
printers)? There are two options to avoid this: Design a letterhead
that can act as a base for your printed invoices, flyers, report or
proposal covers, articles, client intake documents and everything else!
This way, all of your materials will be professionally branded-and
you'll go through "all that letterhead" quicker than you think! Or,
recreate your letterhead design as a Microsoft Word template, so that
you can print sheets one at a time from your desktop printer. Just pick
up a ream of specialty paper from the local office supply warehouse to
avoid that "home printed" look.



If you frequently drive for your business, or if your parking spot
happens to be on a busy street, make the most of it by having a set of
car magnets designed and printed with your logo, phone number and
website address on them-they make a big impact, spread the word all
over town and, after the initial investment, it's free publicity!




We hope these tips help you promote your business.

About The Author

Erin Ferree is a brand identity and
marketing design strategist who creates big visibility for small
businesses. Through her customized marketing and brand identity
packages, Erin helps her clients discover their brand differentiators,
then designs logos, business cards, and other marketing materials and
websites to reflect that differentiation, as well as to increase
credibility and memorability. http://www.elf-design.com




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Marketing Tips:: gmbiz.blogspot.com

I wanted to share some general tips relating to graphic design for small businesses:




Always include an address on your business card, even if you are
operating a small business out of your home-it greatly increases your
credibility and makes you look much more established! If you're
concerned about privacy, a Post Office box is a great way to go. When
signing up for a Post Office box, consider using a "Mailboxes" store
instead of the Post Office-you'll get a street address instead of the
typical "P.O. Box", and the store will accept shipped packages from
UPS, FedEx and other carriers for you, so you won't need to give out
your home address as a shipping address.



Never be caught anywhere without business cards again! Carry a
supply of cards in your car so that if you can restock when purse or
wallet stash runs out. The same applies for brochures, articles,
promotional postcards, samples, informational flyers, and presentation
folders with information about your company and capabilities-you never
know when you'll have an opportunity to hand them out!



Look for ways to make producing your designed materials less
expensive. Need a business card and brochure? Why not combine the two
into a folding business card and save on the printing costs? Is your
logo designed in so many colors that printing becomes too costly? Try
having materials printed digitally by an online printing house like
psprint.com or vistaprint.com-they're often much more cost-effective
for materials printed on white paper stock. If you want to print on a
specialty paper, consider converting your logo to a one- or two-color
version just for your printed materials-unlimited colors on a website
don't cost extra! We're always thinking up creative ways to save our
clients money, and we're happy to offer many more suggestions like
these based on your individual needs-just contact us with your
questions.



Do you want the professionalism of having a printed letterhead, but
don't expect to write 500 letters (the minimum quantity for most
printers)? There are two options to avoid this: Design a letterhead
that can act as a base for your printed invoices, flyers, report or
proposal covers, articles, client intake documents and everything else!
This way, all of your materials will be professionally branded-and
you'll go through "all that letterhead" quicker than you think! Or,
recreate your letterhead design as a Microsoft Word template, so that
you can print sheets one at a time from your desktop printer. Just pick
up a ream of specialty paper from the local office supply warehouse to
avoid that "home printed" look.



If you frequently drive for your business, or if your parking spot
happens to be on a busy street, make the most of it by having a set of
car magnets designed and printed with your logo, phone number and
website address on them-they make a big impact, spread the word all
over town and, after the initial investment, it's free publicity!




We hope these tips help you promote your business.

About The Author

Erin Ferree is a brand identity and
marketing design strategist who creates big visibility for small
businesses. Through her customized marketing and brand identity
packages, Erin helps her clients discover their brand differentiators,
then designs logos, business cards, and other marketing materials and
websites to reflect that differentiation, as well as to increase
credibility and memorability. http://www.elf-design.com


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Distributed by Hasan Shrek, independence blogger. Also run online business , matrix, internet marketing solution , online store script .
Beside he is writing some others blogs for notebook computer , computer training , computer software and personal computer
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