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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.
| How to Win Competitors' Customers |
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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.
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| What I learned at the Magnificent Marketing Symposium |
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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
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| Selling & Branding with Articles |
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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.
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.
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.
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.
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
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| Speaking Tips - How to market yourself Internationally. |
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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.
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| Online Sales Secrets Revealed |
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$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
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Hollywood Hails |
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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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