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Sales & Speaking Tips & Ideas Information to increase productivity

So much has been happening lately, that I am a month late in getting out my newsletter. So what I have done done is make this a bumper issue with great information, audio interviews and a 'must read' Ebook on Search Engine Optimisation.

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in this issue
  • California Dreaming
  • Prospecting for New Business
  • Inspired Leadership
  • Technology - Get your website indexed in 24 hours
  • Media Tactics

  • Prospecting for New Business

    Wherever I speak in the World, one of the areas that sparks most interest is where and how to find new clients and prospect for new business. In the next few issues I will be addressing many ideas and techniques on how to find new business. Whether you are in sales, speaking, training, coaching and have a large or small business, you need to analyse where your new business is being found and how much activity and effort is being channeled into this area. If you are not constantly marketing, prospecting and introducing new clients, your business will be going backwards.

    There are so many areas of finding new business: cold and warm calling, referrals, social and business networking, the internet, exhibitions, speaking engagements (most of my conference speaking engagements now come from speaking to decision makers groups), periodicals and magazines, centres of influence, observation and marketing yourself. Right now, take a pen and paper and make a list of where you can prospect more.

    Let?s start with warm and cold calling. To me cold calling on the telephone is still as daunting now as it was 25 years ago, but it is the price I have to pay for not doing all the other activities and having a diary with gaps. The only difference now is that if the occasion ever now arises for me to make those cold calls, I do so with passion because I know they will result in engagements or sales. Most of the time these are as a result of obtaining referrals and this makes calling so much easier. On my sales programmes I tell people to phone when their energy levels are highest, but the truth is that I will phone anytime of the day now because I have the confidence and attitude that the call will have a positive result.

    If you face a phoning session with a bad attitude and body language, you are throwing away potential new clients. All great sports people warm up before they start; we need to do the same in phoning. Make your first couple of calls to existing clients who you have a great relationship with. This will do three things: keep you in touch, put you in a positive frame of mind and warm up your voice. Have an objective for every call: is it to sell an appointment, or to follow up with a prospect. If you try to start selling your product or service over the phone, you will meet with many objections. If this is totally a cold call, they don?t know you, might not trust you and may dislike a pushy person on the other side of the phone. You need to develop rapport, trust and credibility and I find that this can be done far more easily when I am face to face with a prospective client. All I try to do on the phone is sell the appointment.

    I was fortunate enough early in my career to hear possibly the best speaker on telephone technique in the world. Many of you may now own his books as Alan and Barbara Pease are best selling authors. After hearing Alan speaking 20 years ago, I bought his telephone programme and my ratios and sales increased dramatically. Alan has analysed the exact words and the psychology of the call and this resulted in him making 954 appointments out of 1,000 cold calls, pretty impressive!! His script for overcoming objections helped me to use only this technique and even now I use it to overcome any objection. Over the years I met Alan and got to know him and Barbara and have asked him a big favour for all my subscribers.

    His programme ?How to make Appointments by Telephone? sells for $125 or 70 & VAT on his site. For the next 14 days only, you can invest in this programme at a 50% discount only on my site at the link below, but do it quickly as there is only a limited stock. Order it right now and it will change your results in the same way it changed mine.


    Inspired Leadership
    King Cobra

    Recently I was fortunate enough to be invited to speak at a conference for Cobra Beer. This is the third time I have spoken for them and it is one that I look forward to each year as they are one of the greatest teams I have worked with. (Another reason is that when I arrive home my trunk is filled with beers and wine).

    I love seeing great leadership in action and certainly one of the finest leaders I have ever seen is Karan Bilimoria, CEO of Cobra Beer. Last year he was the UK Businessman of the year and presently he is in line for Entrepreneur of the year. He ?addressed the troops? and had them and me mesmerised with his talk. His philosophy with Cobra is to be different, better and open to new markets.

    Just think about that with your business, looking at your competitors: how can you be different, better and open new markets. Karan also told a story of how his father told him that if he was ever asked to do something, to do it with enthusiasm, passion and then do a little more. Do something extra, something that was not asked of him. He has also has the motto ?never give up, never ever give up?. I left there totally inspired as was everyone else in the company. If you are running any type of organisation, always be inspiring your people and making them believe in themselves.

    The way you treat your staff is the way they will treat your customers. In the photograph you can see one of Cobra?s new beers, ?King Cobra?. It is the smoothest beer I have tasted and comes in a gorgeous champagne sized bottle.

    Take a listen to an interview with Karan which is also available on my goal setting resource package ?It?s all about you?.


    Technology - Get your website indexed in 24 hours

    So, how do you get your website indexed within 24 hours?

    • Go to Google and enter the broadest keyword you can think of that's related to your website. Once you've done this, you'll see a list of Google results.
    • Browse through each website and pay particular attention to the Google Page Rank of the website.

    Note: Google Page Rank is measured by the number of websites and the "importance" of those websites that link to your website. In general, the more websites that link to your website, the higher your Page Rank will be.

    Note: Here's a quick definition of Page Rank. Page Rank is Google's way of giving a specific value to how popular your website is. It is based on the number of "votes" other websites cast for your website. A "vote" is simply when another website places a link on their website that is pointing to your website. Generally, the more "votes" or links you have pointing to your website, the higher your Page Rank (PR) will be. Page Rank is 1 of the many factors that Google takes into account when ranking websites.

    In order to see your own Google Page Rank, as well as others, you must have the Google Toolbar installed on your computer.

    • ? As you're looking at these top ranked websites, you should try to find websites with a Page Rank of 6 or higher.
    • ? Once you've found several websites like this, you should check and see whether or not they have links pages. Usually you'll see links from their index page that says (resources, links, related sites, etc.) Now, you need to search their website for their contact information
    • ? Once you find their contact information you should send them an email asking if they will link to your website in return for you linking back to their website. If you do this correctly and professionally, they will respond and will place a link on their website to yours.

    If you can manage to get 1 PR6 website to link to your website, you will be indexed by Google in under 3 days. If you can get 1 PR7 website to link to you, then you will be in Google's index in under 24 hours!

    This month I have an incredible give away, the 90 page Ebook 'Search Engine Optimisation Made Easy' by Brad Callenn'. It doesn't matter what business you're in, this is a 'must read'.


    Media Tactics

    Have you ever worked on a project that seems to take forever? At the beginning of this year I recorded a triple CD with on Media tactics with Michael Dodd and have only now released the final product. I guess part of it was my travelling and Michaels schedule, he lectures all over the world on media as well as at Westminster University and has a regular slot on Sky TV. Although Michael lives in London, he is from Australia and sadly he had to report on the Ashes Cricket tour that England won.

    The first time I had a TV appearance, I had no idea what to expect, was terrified and decided immediately that I needed media training. I joined Michael?s programme and was amazed at how the media can either glorify or crucify you. I also realised the importance of media knowledge in business and how this can enhance your company, brand and increase profits (I love that phrase).

    Here are some tips that I learned from Michael:

    For Print Interviews:

    • ? Find out what the angle is that the journalist is pursuing.
    • Ensure that the reporter understands your points
    • Provide good ?quotes?, this is what reporters look for
    • Remember, nothing is ?off the record?

    TV and Radio

    • Have a key message prepared
    • Have 3 key points to discuss
    • Have a headline to sum up your most important point
    • Sound confident and in control, especially in the first 10 seconds
    • Use stories as examples
    • Mix emotions and fact
    • Be warm and human, you are the star of the show
    • Never use one word answers

    Finally

    • Be as honest as you can with the interviewer
    • Speak authentically
    • Relax and have a good time
    • No one-word answers ? ever
    • Think detail, think colour, think story



    California Dreaming
    San Francisco

    I?ve recently returned from a speaking trip to California where I spoke in Sacramento and San Francisco. It has been 20 years since I went to San Francisco and it is as great as ever. As usual I took some time out for sightseeing and covered 1,000 miles in a week and discovered some hidden gems off the beaten track. After a twelve hour flight from London to San Francisco I collected my rental car and drove for four hours to Lake Tahoe. Lake Tahoe has always been one of my favourite places in the USA, in summer an outdoor paradise and in winter a skiing paradise. I bought a cute little jumper for our Yorkshire terrier with the inscription ?Von Bitch? which suits her personality perfectly.

    I was told about a town between Lake Tahoe and Reno called Virginia City and decided to see it. This is an amazing place, like being back in the early western days. All the shops, bars and the entire town have retained the western feel and everyone working there still dresses that way. I also saw more Harley Davidson?s there in one day than I have seen anywhere before. It seems to be a tourist paradise and a ?must see? if you are planning a trip to Northern California.

    From there to Reno and a bit of gambling (sorry, losing money) and then off to speak in Sacramento. It was my first trip to Sacramento and what a lovely city this is. It is ideally situated, close to San Francisco, the Napa Valley (which I also visited to sample the wines) and the mountains for skiing. The people, hotels and restaurants were great and I will definitely be visiting there again. After that onto Highway 1 and the next discovery of a picturesque town called ?Half Moon Bay? filled with Art Galleries and tremendous restaurants (I have this eating obsession) less than an hour out of San Francisco.

    In San Francisco I met up with my good friend Michael Lee (photo above) who took me on a great tour of the city, Sausalito, the giant redwood forest and The Golden Gate Bridge. My evenings were spent at my favourite part of San Francisco, Fisherman?s Wharf and Pier 39 (great fish restaurants!!). All to quickly I had to return, but I?ll be back?

    My wife & I celebrated our 25th wedding anniversary together with a surprise 21st party for my son Jared in Johannesburg in South Africa a couple of months ago. For my friends that know my lovely wife Candice, she has just undergone major surgery and will be incapacitated for the next six weeks, but the good news is that the operation was a success and she is on her way to recovery. It has really brought home the importance of enjoying life every day and doing the things you love doing. We are going to be spending a lot more time at our place in Spain and I am going to start doing the things that I love like playing tennis and musical instruments (not at the same time) and not working so hard, although what I do is not work, it is fun.

    A question we all need to ask ourselves more and more often is: are we still having fun, are we doing what we have a passion for and if we have a dream, are we pursuing that dream. When we meet our maker one day, we should never have any regrets or say ?I wish I had---? The biggest thing that pulled Candice through her rough journey this year was her incredibly positive attitude, she inspired so many other patients and her surgeons and nurses love her. We can change many things about ourselves in life, but the most important is attitude, with a positive attitude you can face almost anything.

    Quick Links...

    Free Internet Marketing Ebook

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    Special offer 'How to make appointments by telephone'

    Free Ebook 'Search Engine Optimisation Made Easy'

    Media Tactics Audio Track



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