It's taken a while to catch up, but hopefully you've been
enjoying the viral video emails.
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.
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|Client Based Selling - Detail Based Buyers
In the last issue we looked at Security
Now we will see what motivates the Detailed based
buyers and how we can
recognise and adapt to get the best results when
selling to them.
Detail Focused Buyers
Think of engineers, accountants, computer analyists
and any detail focused professions and you will
normally be dealing with an analytical or detail
focused buyer. You can't sell to these people in the
usual way. They will analyze, research and buy only
when they feel they have explored every possibility.
Dealing with this type of buyer, realise that they like to
buy from specialists, so ensure that you know what
you're talking about and have as much relevant data
with you as possible.
This is the total opposite of my style, yet when we
moved to London, my biggest client base was
dentists and computer analysts. As I know their buying
patterns, I was very successful and they referred me to
many others in their profession who saw me as a
specialist. I would always give them an abundance of
data and a few different options as well as sufficient
time for analysis. Then I simply asked which option
they felt was the right one and the business would
Impress them by: Thoroughness
Ask questions that: Are detailed
Support their: Thoughts
Demonstrate your: Detailed knowledge
Make benefits: Provable
Show commitment by: Being systematic
Be impressed by Their status
Best close: Detailed summary
What this is really illustrating, is that you must be like
a chameleon when selling. Very quickly recognise
what type of buyer you are selling to and change your
selling style to suit the way they buy, not the way you
sell. For instance, let's say you are an over the top
enthusiast, you will need to tone down and have a lot
more facts and information than you would normally
feel comfortable with if you are dealing with a detail
focused buyer. Remember, people like to do
business with people similar to themselves who they
like, trust and feel comfortable with.
|Walking with Tigers - Book release
It has taken years to happen, but finally my book is
being released around the world with the launch date
of 29th September. Last November I was approached
by the UK's largest independent publisher to write a
book called 'Walking with Tigers' which has been my
main keynote speech for the last number of years.
With a lot of sweat and help (thanks Karen) I managed
to complete it by the deadline.
The book is called - Walking with Tigers,
Success Secrets from the World's Top Business
Leaders. It is all about the great achievers I have met
and worked with over the years and filled with great
stories, information and ideas to grow your business
One of my aims is to get the book to number one on
Amazon when it launches and this is where I need
your help. If you purchase the book on the launch date
and email me the Amazon receipt, I will direct you to a
download site with over $500 worth of software and
|Speaking Tips - Speaking in Hong Kong
In this and the next issues, I will be sharing tips and
experiences of the various countries where I am lucky
enough to be speaking on an ongoing basis. I have to
say, I think I have the best job in the world.
Welcome to Hong Kong. How many of us can
remember the old airport with the runway in the sea
and the greatest challenge for every airline pilot. All
that has changed now and Hong Kong airport is
amongst the most modern in the world. A short train
ride on a clean modern express takes you into either
Kowloon or the Island of Hong Kong.
It is a country of fascination, history, and wonderful
foods and of course the best shopping in the world.
The main business district is on the Island of Hong
Kong in the "central" district. It is easy to get around as
the MTR underground is fabulous, clean, efficient and
always on time. I normally buy an "octopus" ticket for
HK$150 (approx US$20) and this can be used for a
week. The hotels are first class as are the restaurants
but be prepared, Hong Kong is an expensive city.
Taxis are efficient but get your hotel to write out the
address, as many taxi drivers don't understand
Most speaking venues are in the hotels or at the World
Trade Centre and are super efficient. Do your
homework before you go. I made some unforgivable
blunders in the beginning. The first time I went to
Hong Kong, I spoke to a group of approximately 100
Chinese business people. After the talk, many came
to meet me and handed their cards to me, which I put
into my pocket. I was politely told that I had insulted
everyone and was then shown the correct behaviour.
The card is handed over and accepted with both
hands. You should read it, show appreciation by
feeling it and making some gesture and then put it
away in your pocket. Always carry a supply of business
cards as the culture dictates the swapping of cards
As I travel to Hong Kong about 4 to 6 times a year, I
bought some books on Chinese etiquette, which has
assisted me tremendously. The Chinese can appear
almost shy to start with, but they enjoy entertainment
as much as anyone else. Your talk must contain many
educational points, as this is a priority. The people are
serious, professional and the hardest working nation I
have come across. Never be late for an appointment.
Always expect the unexpected. On a recent trip I spoke
to the sales force of a Chinese client that I had worked
with twice before. They had moved into new offices
where I would be speaking. They have a sales force of
around a hundred people and I was expecting to
speak in an auditorium. I was surprised to find that I
was speaking in a huge office where they would all be
sitting at their desks watching me on three giant TV
screens. I was standing at the front of the office on a
platform where a cameraman was filming and
projecting the images (it reminded me of the old
machine shops where everyone would be sitting
working while an overseer controlled things from the
Get the full article here
|Blogging for Fun - and Profit
Everyone should by now have their own Blog. It is so
easy, in ten minutes you can have your own blog
published and the best part is that there is no cost or
low cost and no
complicated knowledge needed. The two most
popular places to start are http://wordpress.org
Blogs are a great way to get your message across on
the internet and have it published almost immediately.
It is the ideal way to provide information, education
and if done well, can create wealth and multiple
sources of income for you.
For your blog to be effective you need to ensure that it
either solves someone's problems, removes their
pain or increases their pleasure. To me, it is the
perfect online selling tool that will drive business,
leads and sales. I have found that the best way of
having an effective blog is to make it conversational,
interesting with valuable content, but also engaging
and involving the reader.
I started my blog three years ago and now have twenty
blogs covering different subjects and all producing me
money one way or another (I love that word)
I initially just published my existing articles to my blog,
now each month when I produce my newsletter I also
include those articles as well as other information that
may be of interest. The search engine spiders love
blogs as they always have new and interesting
content. I try to share a combination of personal
stories and high content business articles so that the
blog will appeal to a large audience. I have a lot of
links within the blog articles back to sections of my
websites and my products.
The quick tips section in the blog drives traffic to
www.frankfurnessresources.com website where
are videos, tips, resources and a subtle sell to my
products (there we go again)
I also use the blog to drive traffic to the section in my
main website with free Ebooks and software. This
takes them to a form that also signs them up to my
newsletter and in turn I get hundreds of new
subscribers each week
I submit my Blogs to the many Blog Directories and
whenever I add articles I 'Ping' the blogs to http://pingomatic.com/
I drive traffic to my Blog from a lot of other sources, the
most popular right now being Youtube. I have 70
videos on Youtube and at the end of each video I have
a message offering free information or Ebooks that
drives a ton of traffic to my blogs.
I recently learned a great traffic strategy for my Blog. I
search for very high ranking blogs in my niche and
then add a comment to articles on those blogs with a
link back to my website. This is great for the spiders
as they now see high ranking sites linking back to my
Blog and this pushes me up in the rankings and
|Product Review - Super Affiliate Handbook
I love internet marketing and making money while I
sleep. One of the best books I have ever bought that
taught me what to do was the Super Affiliate
Handbook by Rosaling Gardner.
Read the amazing true story of how one woman, with
no previous business experience, earned $436,797 in
2002 and now earns MUCH MORE than that ... just by
selling other people's stuff online!
In her down-to-earth, sincere and often humorous
style, Rosalind Gardner guides you through the entire
process of building an affiliate marketing business on
Frequently revised and updated to reflect industry
changes, the Super Affiliate Handbook now consists
of 235 pages and 116 screenshots words that will
show you step-by-step how to become a Super Affiliate
You'll learn how to install a blog, pick the most
lucrative programs, negotiate a commission raise and
save time, money and effort on everything from affiliate
software to web hosting.
To read a full review, click here.
On the Road Again...
It is ages since my last written newsletter. I have been
on the road constantly with trips in the last 3 months to
Asia, Dubai, South Africa, USA and for a sorely needed
vacation to Spain.
It has its drawbacks and advantages, every time I
return it is like a honeymoon, but I get worried when
my son calls me uncle and my dog bites me.
Asia was as wonderful as ever and in Manilla I
presented to Young Entrepreneurs organisation which
is one of my favourite, dynamic groups worldwide.
One of the members owns the second largest TV
station and numerous magazines. We were all invited
to the 'Maxim top 100 models' party and I really had to
force myself to go along. When I tried to convince my
wife Candice that it was all in the goodwill of
developing relationships, she just didn't seem to buy
it. I can never understand women!
Malaysia was as wonderful as ever. I don't know what
it is about the country that I love so much, the food, the
atmosphere - really it is the people. They are the most
wonderful people on earth, friendly and warm and
I ran my 'Speakers Bootcamp' in Kuala Lumpur and
Johannesburg and once again was blown away by the
people attending. Delegates included the famous
adventurer Zuraina Dato' Zaharin, TV
programme 'Survivor' winner Vanessa and Ricky de
Agrela who is the first person to fly around the world in
a microlight. I have just finished reading his book Freedom Flight which
makes fascinating reading. It makes us realise we
have one life to live, so let's make the best of it and do
the things we always wanted to do before it's too late.
Life has its wonderful twists and turns. I lost contact
with my cousins on my mother's side 25 years ago
which was a great pity as we were very close. Three
months ago, I received an email out of the blue from
my cousin Nicola in Cape Town who had traced me
through the internet. This was incredible and after so
long it was as if no time had passed at all. She told
me that her brother Harry was now living in Singapore
and sister Debbie in California. The timing couldn't be
better, I was leaving the following week for Asia so
met up with Harry and his fiancÚ Eve in Singapore and
a month later had a trip to California and could spend
the weekend with Debbie, Ron and the boys. I love it
when a plan comes together.
When I returned from my trip to South Africa, I brought
my mom with for a three month vacation with us.
When she arrived I had a new laptop and multitude of
other gadgets for her and she amazed me (not really,
she is fantastic) at how quickly she picked up
everything to do with the latest technology. Right now
she is submitting my articles to the directories and my
videos to all the online video sites. Okay, you may be
thinking this is cheap labour, but where else is she
going to get hugs and kisses every day at work from
some good looking guy. (That would be my son who
is home on vacation from his law studies).
Something new I will be adding to the newsletters and
video tips is a product review. As many of you know, I
love Internet marketing and now have 52 websites
producing income. My aim is to get this up to a couple
of hundred and then sit back in the sun at our place in
Spain and watch the money roll in.
I want to tell you, it takes a lot of hard work and
dedication in the begining. I spend a fortune on tools,
software and affiliate programmes. Some work and
some are aload of rubbish, so I will review those that
work and are making me money (there'e that word
When I was in San Diego I was fortunate enough to be
speaking in a session with some of the world's top
internet marketers including Alex Mandossian, Mike
Stewart and Tom Antion. After the session I conducted
video interviews with some of them to share with you
and in this newsletter take a look at what Mike
Stewart, the Internet video and audio guy has to say.
Take a look at the special feature on Rosalind Gardner who makes a
fortune with affiliate programmes. I bought her Ebook
and it is the one book I refer to all the time.
Please order my book when it is released and email
me the receipt for the link to $500 worth of software.
Also, take a look at my
Wealth Creation Masterclass in October. Places
are limited to 25 and will be run in beautiful Oxford
Pre order your copy of 'Walking with Tigers'