Can you believe we're already in the middle of
Once again I have tried to give you many tips to
move your business forward, whatever it is. I am also
incorporating more and more technology as you will
hear with the different audio clips in the newsletter. I
believe all of us should have a 10 touch plan for all
our customers: keeping touch with them at least 10
times a year and the easiest way to do it is through
If you enjoy the newsletter, please forward it to your
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connect with the Internet to hear our audio clips.
Another great free gift this month: Napoleon Hill's
best seller 'Think and Grow Rich'. To download it click
on the quick links.
|The Ten Steps of Referral Prospecting
It's the start of the New Year and time for all of us
to be looking for more clients and prospecting more
effectively. One of the most effective forms of
prospecting I have found over my sales career has
been to always ask for referrals, This way I always
have a professional introduction and there is
credibility from the outset.
The easiest script I have used over the years when
asking for referrals is this - 'If we had to swap
today, who would be the first three people you would
Here are my 10 steps for effective referral
- Ask for specific referrals to narrow the customer?s
- Gather as much information about the referral as
- Ask your customer for permission to use his or her
- Ask your customer for help in obtaining an
appointment with the referral.
- Contact the referral as soon as possible
- Inform your customer about the outcome of the
- Build referral alliances (this can be through
sources such as clubs, centres of influence, key
people in the industry).
- Prospect for referrals just like you prospect for
- Rank your referrals as you do your customers:
- Seek internal referrals (other departments,
locations, divisions, branches and subsidiaries).
Take a listen to a cut from my sales resource 'Sales Success Strategies'
|Speak for High Fees in Many Lands
At last I have completed my speaking series 'Speak for High Fees in Many
Lands'. It has taken 3 years, but the end
product is great.
One of the great advantages of my occupation, is
that I get to visit fantastic countries, eat excellent
food and get paid for doing it. Here are some tips
that work a treat:
Find the other offices When speaking
internationally, find out where the International client
for whom you are speaking has other branches
around the world. Find out who you should contact
at the other offices to do the same talk. In January I
spoke at a large software company in Dubai. The
CEO from London was in Dubai at the time and heard
me speak. After the talk he asked me to contact him
to replicate the talk to their other international
offices. They have offices in 33 countries.
Identify clients you have spoken for in the
have international offices. Get a referral to the
decision maker in the overseas office. Email or send a
letter and follow up with a phone call.
Add on an extra day to meet with potential
Wherever I speak in the world, I add on an extra day
to see potential clients and bureaus. I can normally
fit in 5 appointments for the day and this always
results in at least one extra booking. On a recent trip
to Singapore, I managed to give a keynote speech to
a large Insurance Company and in the same day have
five meetings with potential clients. One of these
meetings was a cocktail party where I met with
twenty of the most influential business leaders in
This was only achieved because I had developed a
center of influence in Singapore who had arranged
the talk and all of the meetings. He is rewarded with
a percentage of the fee, which makes it a win-win
situation for everyone.
For the next two weeks, there is a special offer to all
my subscribers - a 40% discount on 'Speak
Fees in Many Lands'. As an added bonus for those
who invest, you get 500 contacts of Bureaus, event
planners and associations in the UK, USA, Asia and
Australia. These will be supplied at 125 every
quarter, the first batch in an excel worksheet with
My challenge to you is to make ten times the
investment in the next six months.
here to be taken to the 40% discount
page (for the next 14 days only.)
|Make money from your website
It's amazing how many people have great sites, but
very little traffic. There are many ways to drive more
traffic to your site and one of the easiest is have a
linking strategy. The more links you have, the more
the search engines love you and promote you.
For me the easiest two ways of developing link
strategies are through articles and links with people I
know and other sites that have high rankings.
Here are some effective ideas for writing articles:
- Keep it short and to the point ? don?t ramble.
- Pace and balance - Write a quick summary of
each paragraph, then develop each one with three or
four supporting sentences. Close with a motivating
call to action.
- How-To, "7 Tips" and Q&A are immensely popular.
Use sub headlines in bold type to help guide their
eyes down the page.
- Focus on the customer.
- Include a call to action - "Visit us today to find
out how great prospecting ability can make a world
of difference for your business!"
If you have written any articles, finish them with
your contact details which includes a link to your
website. You now submit these to article directories
for others to download and put onto their websites.
Because there is a link in your article, you have an
automatic link back to your website. Just imagine if
you have 20 articles which have been downloaded
and linked 200 times, your traffic will soar.
Submit your articles to this new directory http://www
.articles4business.org/ are there are not yet
thousands of articles there where yours will get lost
amongst the many.
I also swap links with everyone I know, so if you
have a website and would like to swap links, drop me
an email with the details to firstname.lastname@example.org
This month it has to be Amazon. They must be the
world's biggest online store, but do they make it
difficult to become a vendor.
I first made contact at the beginning of January to
23 of my products on their online store. I was told
that I would have a dedicated account manager and
that it would cost me £25 a month plus a percentage
of the sales. Two days later I was debited the £25
and month and a half later I'm still trying to get
They seem to have so many departments (who don't
liaise with each other) and after complaints and
numerous unreturned calls, slow progress took place.
Finally I was rewarded with an email telling me that
all my Ferguson televisions had been uploaded and
that day received my first order for the television.
The only problem is that I don't sell televisions and
after numerous phone calls they told me that they
up and would remove the televisions immediately and
let the buyer know that I didn't sell televisions.
After repeated assurances and email confirmations I
was assured that I wouldn't be charged commission
for the sale of the TV, but as you can guess a
different department charged me the commission.
I am now in contact almost daily and told that it will
be sorted, the only challenge is WHEN??
In our businesses how easy do we make it for
potential clients to do business with us.
|Set you goals for 2006
Why do a small percentage of people qualify at a top
level every year while others sit back and wonder
how they could ever achieve it.
There are many reasons, including Knowledge, Good
Habits, Positive Mental Attitude and Excellent Skills,
but research has shown that these top producers
have definite goals and a detailed plan of action for
attaining their targets
So, why not you? It?s the ideal time to set up your
Goals Programme and detailed Production Plan.
Start by setting up a Goals Programme (maybe the
first time you?ve ever done this). Guidelines for
setting goals are as follows:
- Goals must be written
- They must be your goals
- They must be achievable.
- You need to stretch yourself to reach the
- You need goals in every area of your life
- Set yourself short, medium and long term
- Be prepared to change and pay the price for
reaching your goals.
- Realize that goal setting is an ongoing
Different, Better and Opening New Markets
I?ve just returned from speaking in Athens for the GE
Healthcare conference. What a great experience as
no expense was spared, the hotel was tremendous
and they hired the Athens stock exchange for their
awards ceremony. The people were also very
interesting as almost all the sales consultants have
On Friday I?m off to Sydney and Hong Kong, so
looking forward to everything except the flights.
One of my favourite clients in the UK is Cobra Beer.
Karan Bilimoria, the CEO has won just about every
accolade and award going. When I spoke at their
company recently, Karan stated that the three
things that have really moved their business forward
is that they look at the market and then decide what
they can do BETTER, Different and Open NEW
Markets. My challenge to all of us, no matter what
business we?re in, is to look at the same three things
for our business: what can we do that is different,
better and open new markets and even create our
It has taken three years, but I have finally completed
my new ?super? product, ?Speak for High Fees in Many
Lands.? This is for anyone wanting to speak
professionally in the International circuit and
comprises 10 CDs, 5 video CDs and an action
planner. There are also some great contributions by
speaking superstars like Larry Winget, Zig Ziglar, Lou
Heckler, W.Mitchell and many more.
For the next 14 days there is a 40% discount
being released to everyone at the normal price. By
the way, I have just put 23 products onto Amazon, if
you have ever done this you will know that this is
I have many International trips planned this year,
three to the USA and the Middle East, two to Asia,
Australia and South Africa and plenty in Europe, so
please email me and let?s get together when I?m in
your part of the world.
Click below for an informative article on winning
How to win competitors' customers