Sales & Speaking Tips & Ideas Information to increase productivity

This month's newsletter has a leaning toward online sales and marketing. Some great resources include a free BRAND NEW 80 page Ebook on Google Adwords. Check out our special software package 'Online Sales Secrets Revealed' and for any speakers, trainers, coaches or consultants, take a look at 'How to Find new business for speakers, trainers, coaches and consultants'

For all you A1 personalities who don't have the time to read the long version, the short bullet pointed newsletter will be out in the next day or two.

If you enjoy the newsletter, please forward it to your friends. To get the most from the newsletter, view in HMTL and connect with the Internet to hear our audio clips.

Next month I launch my technology coaching programme, please email me at frank@frankfurness.com if you would like more information.

in this issue
  • Hollywood Hails
  • How to Win Competitors' Customers
  • What I learned at the Magnificent Marketing Symposium
  • Selling & Branding with Articles
  • Speaking Tips - How to market yourself Internationally.

  • How to Win Competitors' Customers

    1. Think long term - Don?t give up when you hear, ?I?m satisfied.? Satisfaction may be temporary. Your prospect?s needs may change, or you may provide a good reason for switching.

    2. Develop a relationship - Once you?ve mastered the relationship strategies, you will be able to determine quickly whether you can develop a rapport with a prospect, sale or no sale. By developing a friendship, you will be able to detail the benefits of your product or service.

    3. Study needs - Take your time, do research, and ask a lot of non- threatening questions so you can find out your prospect?s needs and how well they are being satisfied. The key is to find a need gap and offer a solution.

    4. Sell yourself - Personal chemistry is important, but so is the knowledge that you are an enthusiastic, earnest, professional, ethical, caring expert who would be nothing but an asset to know and do business with. Come up with new ideas for your prospects. Show them that you are on their team, sale or no sale.

    5. Add value - So many products and services are commodities that differentiation may be difficult. That is why you sell yourself. That is also why you have to differentiate your product with added value such as service and performance guarantees, superior services, and better delivery schedules ? whatever it takes to be better.

    6. Ask for a no-risk trial order - Many customers are loyal to their suppliers, but will grant you a trial order if you ask for it. Make it a no- risk proposition. Ensure your prospect?s satisfaction with some kind of guarantee, and bend over backwards to make sure the trial order makes a very positive impression.

    7. Ask for a portion of their business - ?Stealing? a competitor?s customer may not be an all- or-nothing deal. You may have to do it bit by bit, proving yourself slowly as you go along. Ask for a small percentage of the prospect?s business and you may find that percentage will grow.

    8. Be persistent - Nothing succeeds more than persistence. All things being equal, the persistent salesperson will win the account every time. Keep in touch with prospects, think long term, be a consultant and ally, and you will plant drought-resistant seeds.

    What I learned at the Magnificent Marketing Symposium
    King Cobra

    Frank & Dottie Walters -

    James Ziegler on success

    • Gather people
    • Define and prioritise your profit centres
    • Form strategic alliances
    • Hire the best people and pay them too much
    • Have a product or service that is saleable, scaleable and replicatable
    • Establish credibility
    • Embrace technology and embrace it into your business
    • Re-evaluate the effectiveness of your business continually
    • Stay in front of your customers
    • Make your website sell you or your services, it is not a brochure

    Tom Antion on Internet Marketing Strategies

    Develop multiple revenue sources from the internet, including

    • Direct sales
    • Joint venture deals
    • Residual affiliate programmes
    • Ebay affiliates
    • Google adsense
    • Teleseminars
    • Mentoring/coaching retreats
    • Get logos developed at www.gotlogos.com

    .Ask your website developer ?What plan do you have to work my keywords into my website?. If they can?t answer, find someone else

    Bill O?Hanlon on writing and getting published

    Write about your passion

    • Blissed ? what do you love
    • Pissed ? What really pisses you off (his words)

    Your book proposal should have the following:

    • Sales tool and calling card
    • Title page
    • Overview and intro to the book or project
    • Platform pages
    • Outline
    • Detailed chapter outline
    • Sample chapters
    • Competition ? who are they and how are you better or different
    • Marketing and publicity outlets and plans

    Dave Larner ? Website ? Steps to internet success

    The only place success comes before work is in the dictionary

    Ingredients for a good website

    • Research ? what is your competition doing
    • Definition
    • Design
    • Creation
    • Testing
    • Integration
    • Maintenance
    • Marketing

    Selling & Branding with Articles

    The importance of articles in today?s websites and businesses are immeasurable. They dictate a lot in the success and the drive of traffic into your site. They create links back to your sites and build your credibility and branding. It has become a key element in making a site work and earns a profit. Anyone with a website must have the good sense to include articles in their site that will work for them and earn them the many benefits articles can give to their site.

    Articles have been known to be the driving force in driving traffic to a website. Articles play a massive part in giving site high rankings in search result pages. The higher a site ranks the bigger slice of the traffic flow pie you gets. With a huge number in traffic flow, there are more profits and more potential for other income generating opportunities as well.

    But, it is not just about stuffing your site with articles; they have certain requirements as well. These requirements must be met to obtain the maximum benefits an article will provide for your site. A well written article will catch the eyes and interest of your customers and keep them coming back for more. They would also be able to recommend your site to others.

    Here are some tips to help you and assist you in making your articles. Below you will read about four things all articles must have to make it successful and helpful in making your site a profit earning and traffic overflowing site.

    • Headlines
    Whenever you read a newspaper or magazine, the first thing that captures your attention is the headline. If it looks compelling, this will encourage you to read further. It is just as important with sales copy, brochures, websites and any other marketing materials that promote you or your business. I use a useful piece of software http://www.headlinec reator.co.uk that enables me to create 100 headlines by just completing four sentences. Take a look at it, I find it invaluable.

    • Keywords and Keyword Phrases
    An article must always be centred on the keywords and keyword phrases. As each website visitor goes to a site, there are those who are just merely browsing but actually looking for a specific information. When this happens, a searcher usually goes to a search engine and types in the keywords they are looking for (e.g. Motivational Speaker, Panasonic Sound System, Dell Computers, Etcetera). It could be anything they want. The important thing is that you have an article that has the keywords that are related to your site. For example, if you maintain an auto parts site, you must be able to have articles about cars and their parts.

    • Keyword Density
    Know that you have your keywords and keyword phrases, you must use them fully. An article must have good keyword density for a search engine to ?feel? its presence. Articles should at least have ten to fifteen percent of keyword density in their content for search engines to rank a site high in their search results. Getting a high rank is what articles do best for a site. Keyword density is the number of times a keyword or keyword phrase is used in an article. The number varies depending on the number of words used in an article. With a very high density, the essence of the article is lost and may turn off a reader as well as the search engines. A low number may be ignored by the search engines.

    • Good Article Content
    Articles must be able to entertain people as well as provide good information and help for their needs. Articles should be written well with correct spelling and good grammar. If you want people to trust you, make your work good and well thought out. People respond well to figures, facts and statistics. Try to get great information and as many facts as you can. A good and well written article will boost your reputation as an expert in your chosen field or topic. As more people believe in you. They will be able to trust you and your products.

    • Linking Articles
    If you are going to submit articles to Ezines and/or contribute your articles to newsletters and other sites, DON?T ever forget to include a link to your site. A little resource box with a brief description of your site and you should always be placed right after your articles that you have submitted. If people like your articles, they will most likely click on the link directing them to your site. Google also places a lot of importance to link popularity, and this is the easiest way to get links back to your site.

    • Submitting your article to article directories
    You must submit your article to as many article directories as you can. I submitted 12 articles to one directory and to date they have been downloaded 1232 times. It can be a laborious task submitting to the various article directories. I use a great piece of software that makes the submission process quick and easy. Take a look at http://tinyurl.com/os v5h This software allows you to submit one article at a time to 163 article directories and will save you a great amount of time and effort.

    Article Resources - I use many resources to promote my articles and have put together a valuable software` package for my readers and subscribers. Take a look at http://tinyurl.com/rcx8q

    Speaking Tips - How to market yourself Internationally.

    Here are this months tips on how to market yourself internationally as a speaker

    Bureaus ? find out who the bureaus are internationally and meet with them. When I spoke in South Africa five years ago, I met with the leading bureau. This resulted in bookings from this bureau to speak in Sun City, Mauritius for both Cape Town. Since then we have become best friends and have done a lot of work together, it's all about relationships. Take a look at my friend Stuart Lee's site at http://www.f amousfaces.co.za/

    Web site ? Pay a company to generate hits to your site. By doing this I secured a talk with a USA bank from the Internet. This has also generated three other enquiries, one with an International Company who needs someone to speak in five different Countries for them. I recently spoke for a major organisation at their conference in Athens, once again this was generated from the internet.

    Always meet with the decision maker at the event. - I was recently booked to speak in Scotland to a company who had just merged with a German telecommunications Company. After the talk we spent some time with the German CEO and now following up to present the same talk to the German counterparts.

    At last, my new programme has been released: How to find new clients for speakers, trainers, coaches and consultants. It comprises 3 audio CDs, a DVD and a video CD with numerous videoclips on how to market yourself, website promotion, linking and article strategies and lots,lots more.

    The normal investment is $120 & postage (&VAT for Europe). For the next 14 days only, you can invest in it for $80 & postage (VAT for Europe). I guarantee that there will be so many ideas to find new clients, that if you follow the programme your diary will be filled for months to come in your local market as well as Internationally.

    Online Sales Secrets Revealed
    $522 worh of software including Article Submitter, Headline Creator, Mini Report Generator, High Response Sales letters and 10 eBooks on affiliate marketing. Yours for only $97

    Take a look at the video

    Hollywood Hails

    Frank, James & Tom at Universal Studios in Hollywood - I?ve just returned from speaking in Hollywood again at the Dottie Walters Magnificent Marketing Symposium. What an experience to share the stage with so many great speakers

    It is the third time that I have spoken with Tom Antion who is an internet marketing genius. He lives in a 17 room house at Virginia Beach and runs a weekend training programme each month to teach six people how to become internet millionaires. They are collected at the airport in a limo; enjoy 6 star luxuries at Tom?s house and work incredibly hard to understand the strategies that Tom uses to make millions from the internet each year. Email me to find out more.

    Other great speakers included Gayl Murphy, the Hollywood correspondent who speaks on media tactics. She had to leave early on Sunday to do an interview with Robin Williams. James Malinchak shared the techniques he uses to generate a million in income each year speaking on the college circuit, Jill Lublin spoke on Guerrilla Publicity, her best selling book and Kathi Dunn shared ideas on Book cover design. She does the design work for top selling authors including Anthony Robbins and Deepak Chopra. These were just a few of the incredible speakers that spoke at the symposium. I have outlined some of the learning points as they may be relevant to you in your business..

    Apart from presenting my session, I learned so much from the others and realised how little I really know. I read three books a week to try to keep up with what is happening in the business world and it astounds me at the number of people complaining about how tough business is, and yet don?t invest in themselves. They never read, listen to educational and motivational CDs or attend any courses. The most successful people I meet on my travels are those that are willing to learn and keep learning. Remember what I said before, in your market what are you doing that is different and better than your competitors and why should they do business with you rather than the competition?

    Some great resources include a free BRAND NEW 80 page free Ebook on Google Adwords. Check out our special software package 'Online Sales Secrets Revealed' and for any speakers, take a look at 'How to Find new business for speakers, trainers, coaches and consultants'

    If you're in Financial Services, please email me at frank@frankfurness.com to find out about my new super package 'Sales and Marketing Strategies for Financial Advisors' that will be released in three weeks time.

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