Meet Internet couponing, the ultimate addiction for the discount starved computer junkie.

Presented daily and with a 24-hour deadline, it is the ultimate snap decision between budget and need, dollars and discretion.

Yes, we are speaking mainly of Groupon, the number one leader of Internet couponing.

But is the Internet coupon customer your type of customer?

Maybe you're thinking that Internet couponing won't work. It's not the right customer and at 50 percent off, it is too much of a discount. After all, we are all about value and our services aren't a commodity.

But, with proper placement, a solid structure and the right timing, Internet couponing can not only provide a strong source of revenue, but also a critical infusion of new customers you might never otherwise obtain.

What are the keys to Internet couponing success?

Think big

The main goal of Internet couponing is to get new customers. Now is not the time to focus on the less-used services in your business.

Chances are that the largest portion of your business is carpet cleaning, so if you want to attract the most number of customers, make sure your offer is for carpet cleaning.

Think small

If you ask nine out of 10 customers what they would expect to pay for carpet cleaning, chances are that they would tell you around $90.

They may not know what they will get for $90, but they know this is a standard price. Three, four or five rooms, on the surface they can easily acquaint this to their own home and find a coupon to get it done for around $90.

So how can you compete?

You may not be able to clean three, four or five rooms for $90; and if you did, chances are that your offer wouldn't even be noticed among the piles of coupons from your competitors.

So what is noticed? No doubt a coupon for $60 or $70 would get noticed. And, since the Internet coupon customer is a shopper, you'd better make it good.

Now think of the average home: Most have three rooms or more. You may not want to clean all of it for $70, but what if you clean two rooms for $70 and then get the third at a reasonable discount? Suddenly you'd have a tag (the first job you schedule) of $100 or more for three rooms.

What happens when you get a fourth room? Perhaps $120? Sure, you might clean a few at $60, but then again you'd clean so much more at your normal rate.

Make it all inclusive

Now is not the time to focus on fine print. You might even toss in a line that says, "With us, there's no fine print."

Clean without a minimum charge and include the tax and service charge in the total. Make it simple. After all, you are trying to get a new customer, not an upset one.

Choose the time

The best Internet coupons are those that your customers have the most time to read. When placing your coupon, request a Friday run.

Sometimes, depending on the saturation of the service, these can run through Sunday night and this type of delivery nearly doubles the purchase rate.

Also insist on primary placement. In larger cities where Internet couponing is all the rage, there may be two or three offers per day with only the primary placement receiving full e-mail delivery. Without it, your offer may be doomed.

Spend the time

Be prepared to answer questions. The success of Internet couponing will often be determined in the first hour or two of the offer.

Plan to sit at your computer, answering questions as quickly as they are posted on the board. If you don't, you can risk a "pile-on" effect where one negative comment can kill the whole offer.

Make it expire

Various Internet couponing representatives will tell you that approximately 25 percent of customers will call in the first week. Another 25 percent will call in the first month, and 25 percent more will call in the second month, with 15 percent calling before the expiration.

Another 10 percent may never call, and this is called "breakage." To you, this is profit. Use it to increase the overall tag. In most cases, an Internet coupon for a cleaning service company will experience a 10 to 20 percent breakage rate. Imagine, getting paid for never working…

It is important to note that regardless of expiration dates, some coupons may have legally mandated expirations that can extend years beyond the offer. Although you may not have to honor the description of the cleaning provided, expect that you will have to honor the price paid as you would a gift certificate.

Negotiate

Internet couponing companies will tell you to offer more than 50 percent off your retail pricing. They will also tell you to give them 50 percent of the tag they create.

Don't do this. Negotiate.

Remember, the vast majority of their offers are for sub sandwiches and haircuts. To them, $20-25 may be the biggest tag they offer. Keep more of your money.

Be ready

Be prepared for hundreds of calls. In our case, they came over time, but this may not be the case in your situation.

Prep your customer service representatives, staff and managers.

You might also want to lock your routes out to a certain number of Internet couponing calls per day to allow you to service your primary customers. Then again, if the tag is good, it may not matter.

Also make sure you time the offer accordingly. Don't be afraid to tell Internet coupon companies when you can't offer the discount on certain months and even suggest when it can run. If given blackout dates, they'll try to hit it.

Make it exciting

If you want to expand the tag, get your technicians in the game. Consider paying additional commission and even running a contest or two to make them excited about the program. It may be the key to your success in the long run.

Make it pay

The reality is that not all Internet couponing customers will become repeat or valuable customers. On the contrary, a deal may actually bring as little as 10 to 20 percent new customers to your door on repeat occasions.

For this reason, although you want the deal to be attractive, you don't want to go for broke. Focus on an offer that, in each redemption, will at least pay your costs and then use the remaining unused coupons to determine your profit.

Don't lose them

Remember the purpose of the Internet coupon: To gain new customers. Now that you have them, don't lose them.

These are e-mail customers. Make sure you collect the e-mail address and stay in contact with them every three months to make sure they keep coming back.

Even better, why not find another Internet coupon-type of offer to lure them to another service, after the initial sale.

It worked once — why not try again?

Keith Desserich is an author, speaker and business owner in both the cleaning and restoration industries. For more information, he can be contacted at Keith@RestorAid.com.