In the last issue we looked at Task focused buyers. Now we will see what motivates the Relationship based, enthusiastic buyers and how we can recognise and adapt to get the best results when selling to them.

Relationship focused buyers - Enthusiasts

STRENGTHS

• Personable
• Stimulating
• Enthusiastic
• Dramatic
• Inspiring

WEAKNESSES

• Opinionated
• Excitable
• Undisciplined
• Reacting
• Self Promotional

BUSINESS ATMOSPHERE

• Open, friendly and enthusiastic
• Wants proof of your success

Read the full article

In November I was fortunate enough to be invited to speak at the National Speakers Association enterprise lab in Phoenix.

On the Saturday night a few of us went out to a restaurant for supper and I got speaking with the person next to me and heard an incredible story. Rick Searfoss was an astronaut and captained three missions into outer space. His story was fascinating and so much of his training and missions have principles that could apply to each of us in our everyday business.

Can you imagine what he could share about focus, leadership, team building?

We stayed in touch and when I returned to London, I phoned Rick and recorded a wonderful interview filled with anecdotes, stories and practical tips and techniques.

Take a listen to the recording and then take a look at the incredible photos that Rick shared with all my subscribers.

Rick's photos from outer space.

Thanks Rick.

I?m always looking for ways to use technology to save me time and money. Recently I bought a piece of software that really blew me away. It converts text to voice and gives you the choice of countries, accents and genders.

It uses voice synthesis to convert text into spoken audio. You can listen on your PC or create MP3 or WMA files for use on portable devices like iPods, PocketPCs, and CD players.

I now use it for all kinds of uses:

• I buy many Ebooks and can now listen to them live or save them as recordings and listen to them on my IPod when travelling or working out at the gym.
• Any correspondence that piles up, I record and listen to later.
• Emails that are not urgent, I can either listen to while I?m working on something else or record them and listen while driving.

Take a look at voice to text or go to http://www.frankfurnessresources.com/text2voice.ht ml

Great Tool - Free Headline Analyser

Do your newsletter subject lines or blog post titles have emotional or intellectual appeal?

Find out using the Advanced Marketing Institute?s free Emotional Headline Analyser where you can test your headline, page title, or PPC link text for intellectual, sympathetic, and spiritual impact. Remember to take a look at http://www .headlinecreator.co.uk

Here is a great keyboard trick that will save you a lot of typing when you surf the web.

Intead of typing in the http://www. before the domain name, and the .com after it, just type in the site?s domain name into the address bar. Then hit CTRL and ENTER keys together. This adds both the http://www. and the .com and works in both Internet Explorer and Firefox browser.

Go ahead, try it. Copy frankfurness into your address bar now, then hit CTRL and ENTER together.

Right now is the best time to plan for the year. Start by analysing what your average fee was for last year, NOT YOUR STANDARD FEE.

Take into account the talks you gave pro bono or at a lower or discounted rate. Simply, take the number of all your talks and divide this by your actual speaking income and divide the two, you may be surprised by the results.

Use this figure when you next plan your intended income target for speaking this year. Divide your target by your average for the last year and you will come up with your target number of talks for 2007. Do the same for your training, consulting, coaching and products.

Unless you are famous, written a best seller or a TV presenter, you are going to have to do some serious marketing. Candice and I have a 17 point marketing plan each year and right now we are overhauling all our marketing materials. That clip that looked great five years ago will have you cringing now, so like any normal business we have to work on our branding, prospecting, marketing and selling, we have to see ourselves as businesses, not speakers.

Royalty Free Music

We are all looking for great royalty free music and I have found a great site with excellent music.

If you need royalty-free music for your info products, to use as a music intro/outro for your voice on a web site, for your greeting on your opt-in page, your recorded audio products etc., this is THE BEST value that I've ever seen

Click here for your Royalty Free Music

Stock 20 charges only $7 per song and that includes multiple versions! From short 10 second ones, to the longer versions that are 3-4 minutes. That's a ONE- TIME fee.

And if you create an account with my link above, they will send you a $7 discount -- which means you can get your first free.

I've paid thirty dollars before for ONE version of a music track -- but no more. Stock 20 is such better value, so go to this link right now and register to get your first track free.