Are you finding you are being bombarded by
newsletters, I am, and I delete about 90%. I now only
read those with great content and those that will help
to grow my business.
So I have decided to only publish my newsletter
quarterly, but fill it with a ton of content and tips.
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
connect with the Internet to hear our audio clips.
|Sales Tips - How to Develop Rapport with New Clients
You've just met with a potential new client and tension
levels are fairly high. This is the stage for 'small talk'
and developing rapport and a business relationship.
So what do you speak about?
Well, think about it, who do most people like to speak
about. They love to speak about themselves, so that's
what we have to do; we have to get them to speak
For many years, I've used 'past, present and future'.
I'd walk into the prospect's office, have a look around
and say, "this is amazing, you've got this great
position with this top company, how did you get
started?" Nobody's asked them that question for years
and they are really proud of what they have achieved
and how well they have done in the company (this
works really well with CEOs).
They may reply, "Well, fifteen years ago I started as a
clerk and I worked my way up....and now I am the
You just keep quiet and listen. The next question you
would ask would be about the present
situation. "So tell me about your position at the
moment, how are things going?"
|Video - The New Marketing Revolution
Two years ago I predicted that video was going to
change the way we all did business on the internet.
Take a look at a March 2008 report by comScore
(NASDAQ: SCOR), a leader in measuring the digital
- US Internet users viewed 11.5 billion videos online
during the month of March 2008.
- 139 Million U.S. Internet users watched an
average of 83 videos per viewer in March 2008.
- 73.7% of the total U.S. Internet Audience viewed
video online during the month of March.
- 84.8 million viewers watched 4.3 billion videos on
- 47.7 million viewers watched 400 million videos
on MySpace.com (8.4 videos per viewer).
- The average online video duration was 2.8
- The average online video viewer watched 235
minutes of video.
Video has literally changed the way I do business.
Take a look at the results:
- My video mails have brought me in 10,000 new
- I get regular bookings and product sales from my
- I am able to monitor the number of viewings from
the different sites
- I have included video in all my websites and blogs
- I have discovered an incredible way of using video
as a search engine optimiser - I can get to page one
for a short time with almost any keywords.
On July 28th I will be running a teleseminar sharing all
the details, take a look at Seminar for all the
information and to register.
|11 Tips to Develop and Promote Effective Newsletters and Ezines Online
Everyone should develop a 10 touch plan to stay in
contact with their clients on a regular basis. The
easiest way to do this is through an ezine or electronic
This is a great way to share information, promote your
products, and get feedback from your most important
customers. Here are some pointers to creating a
1. Have a Theme.
The largest pitfall to developing an effective newsletter
is the lack of a theme. When creating newsletters on a
regular basis, select a unique theme every month that
appeals to your audience. Once you have identified a
theme, be sure that your newsletter content focuses
on that specific theme throughout its content. With my
newsletter, I have a number of themes to suit my
different audiences; sales, technology, speaking and
2. Allow for Easy Reading and Archiving
The first few seconds are your most important so
make them count. Use big, bold headlines, and article descriptions, providing links to the full
article or related content areas. Also, make it easy for
subscribers to read back issues and put a link to the
archive on your blogs and websites.
3. Use Graphics.
Producing a newsletter that's wall-to-wall text will not
be able to keep the interest of even your most savvy
reader. Include photographs and videos where
possible. This will break up those large blocks of
content and increase your newsletter's appeal. Make
sure your graphics include links to the articles or
products they reference as Internet browsers tend to
click on pictures or graphics presented online
4. Include Product or Service Information.
Internet users are very comfortable with product
promotion especially when receiving free information
or content. I always try to give a great deal of content
as well as many free resources - take a look in the
links section. Products or services that are closely
aligned with the theme of your newsletter can be ideal.
As a rule of thumb, keep the number of products you
promote to three or less.
|Travel & Speaking Tips - England
We moved from South Africa to England fifteen years
ago and for four years I worked in the City of London. It
is now one of my favourite cities in the world. Flattened
and rebuilt several times in the course of its long life,
London is a fascinating combination of the new
mingled with the very old. It has been said that when
you tire of London, you tire of life. There is plenty to
see and do and it is heralded as the theatrical centre
the world. Some of the great attractions include, The
Tower of London, Buckingham Palace, The Eye of
London, St Paul's Cathedral, Westminster Abbey to
name just a few.
Oxford Street is famous for its shopping and if your
credit card stretches far enough, visit Harrods, one of
the most exclusive department stores in the world.
The transport system is great to get around with when
you don't have a car with the 'underground tube' taking
you wherever you want to go. A one-day travel card
costs around £8 and gives you unlimited travel on the
tube and London's double decker buses. A cab drive
with the London Black Taxis is a great experience and
if your driver is a cockney, you'll love the rhyming slang
language and their sense of humour.
Dining out is a wonderful gastronomic experience with
different ethnic foods to tempt your palate and there
are many good and also many not so good hotels to
stay in and the small size of some hotel rooms are a
disappointment to many visitors. Don't be surprised
when you see the prices, as London is well renowned
to be one of the most expensive cities in the world.
Moving out of London, a short drive or rail trip will take
you to the beautiful town of Windsor renowned for
Windsor Castle, one of the Queen's residences and
Eton College where many of the Royals complete their
education. The vast countryside in Britain is a
wonderful sight to behold and the little villages along
the way offer exquisite antique shops to visit, country
tea houses serving fresh scones, jam and cream and
interesting places to visit.
A day at Henley on Thames for the boat races is a
must - see the photograph above.
|How to recruit top sales talent
The challenges that so many businesses face are
that they are purely results driven and many times
ignore the importance of relationships and
communication, which are ironically significant
contributors to achieving results.
Having spent many years recruiting top sales people, I
discovered long ago that in the recruiting interviews I
had to find out a lot more about the person than what
they and their resume were telling me. I had to find out
what their unique behaviours and attitudes were and
whether they could fit comfortably into my sales team.
I had to discover how good they were at developing
relationships not only with clients, but with the rest of
the team. I also needed to know whether they were
hunters who were prepared to open doors anywhere
and anytime or whether they were farmers who were
great at developing existing relationships.
I learned early that good leaders are effective
matchmakers - taking the right person with the right
talents and matching that person with the right tasks
and responsibilities. The perfect match builds a
person's self-confidence and makes him/her want to
work harder. It is then not the leader who inspires.
Rather it is the leader's responsibility to help others
Here are some points to ponder as you consider your
- Have you reflected on why you are in your
- Do you know what the unique behavioural talents
of your colleagues are?
- Do you know how to capitalize on the differences
in your team?
- Is everyone on your team committed to the
- Do you know how to adapt your communication to
address others on their terms?
- Do your team members trust each other?
- Do your team members work harmoniously, or is
there a 'them' and 'us' attitude (I find this with so many
of the teams that I train, sales and sales support or
admin in conflict which hampers the results for
- Does your business (or the business you work in)
have the right financial alignment to meet the needs of
the team and its business goals
For many years I tried every tool on the market, but
most were personality and not behaviourally based.
When I visited Atlanta recently, I discovered that this
tool had been developed and wanted to share this
with all the CEOs and managers that I work with
around the world. It will literally change the way that
you look at recruiting sales people in the future.
Please take a look at http://ww
w.salesrecruitmentdna.com/ as well as the
recent webinar on how to recruit top sales talent.
|Online Sales Toolkit
As a valued client who has either invested in some of
my products or books in the past, I have put together
another special offer this month.
It is for the Penpower card scanner which is the most
accurace and small card scanner I've ever come
Take a look at the site and the video. Normal price is
£145 which includes VAT and postage. For the next
week only, the price will be £120 including VAT and
postage, making the scanner just over £100 net.
including VAT and Postage
Take a look - get it now
News and Updates
Once again it has been an incredibly busy quarter,
with most of my speaking engagements being
overseas. I have travelled to the USA twice, speaking
in Nashville, Denver, Orlando, Atlanta and Milwaukee.
Having been a professional musician in my dark and
distant past, I was totally knocked out by Nashville. I
saw more incredible groups there in a week than I
have seen over the past 5 years. Take a look at some of the
videos as well as my tour of Jack Daniels - the guy
has a great accent.
In Denver I met with Search Engine Optimisation guru,
Steve Mertz, take a look at the video and
gleam some valuable information on how to get your
website seen and optimised.
I also spoke in Rome and for the first time,and in
Budapest in Hungary. What a wonderful city Budapest
is, full of history, culture, great food and people. This is
a place you
must put on your 'must visit' list of places to see. Our
hotel overlooked the Danube and it was wonderful to
wake up to the site of the river traffic and walk along
the riverside in the evenings.
My new self-published book - 'How to find New
Clients and Business' has just been released with
120 pages of information that will help you to grow
your business. Order it
now in hardback or EBook instant download.
You can also download the MP3 of the 3 CD
series 'How to Find New Clients and Business' at a
85% discount at http://www.frankfurnessresources.com/onetime
offer/ for the next week.
My next 'Speakers Bootcamp' in the United Kingdom
will be on the 26/27th July and there are still a few
places available. This will be the only one in the UK
this year, so please book as soon as possible.
Details can be found at http://speakers
Take a look at the Video Masterclass
Teleseminar on 28th July. This seminar will give you
the tools and resources to get more bookings, make
more sales and grow your subscriber list. Full details
Finally, as usual, some free resources for you. Take a
Full article with videos...