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Be Successful NewsIssue No. 291 - May 10, 2005. The Complete Site Build It! Reference Center... What's In This Issue 1. Article – Making More With Existing Clients 3. Article – 5 Lightning Fast Ways To Build Content That Sells 4. Article – Develop The Quality Of… Unstoppable Persistence 6. Subscription Management/Publisher's Notices Sponsor Message It's Words That Sell To sell more, write better. Make the most productive use of words, words that address the needs and wants of your customers. The right words will overcome a mediocre look-and-feel. But use the wrong words, and even the most professional-looking site will be instantly destroyed. To find out more, click here now. Article – Making More With Existing Clients By Charlie Cook Have you ever put on a jacket you haven't worn in a while and found a twenty-dollar bill in one of the pockets? You'd forgotten all about it, so discovering it is like getting a gift. If you've been in business for a year or longer, you may have gifts in forgotten pockets - sources of additional revenue waiting to be discovered and tapped. There are four ways to increase your net profits: reduce costs, increase prices, attract more clients or sell more to existing clients. When you consider that it costs you at least 60% and as much as 600% more to sell to a new client than to an existing one, it's clear that your best prospects are existing clients. Are you selling as many of your services or products as you could to your existing client base? Could you increase your revenue by doing a better job of marketing to your existing clients? You've established your credibility and the value of at least one of your services with existing clients. They made a commitment to work with you at least once. How can you leverage this trust and client satisfaction into additional sales? Tony called me from Washington D.C. with just this problem. He is an image consultant to politicians and corporate executives and struggling to increase his revenue. His new clients are happy with his services, but the engagements rarely extend beyond the initial contracted project. He is having a tough time getting repeat business. Tony knows his existing and past clients represent additional revenue but he doesn't know how to mine it. Once you have a client, what's the best way to sell them more of your products or services? The biggest mistake that most small business owners make is to think that after they've competed the initial s.ale, their marketing job is completed. The opposite is true. Once you've made your first s.ale to a client and secured a commitment from them with a payment, you should begin your marketing effort to get them to buy again. Of course, you don't want to constantly be "selling" to clients. That would get tedious for you and your customers and they'd be unlikely to want to maintain the relationship. Instead, continue to educate them about their areas of need and how you help clients. Use your products and services to provide value and to educate clients so they can discover what they need and want, even if they've never thought about it before. For example, I've been working with a sports trainer to complete my recovery from shoulder surgery. In our first session he showed me which muscles needed to be reprogrammed with exercise to return to normal functioning. The obvious conclusion of his explanation was that I needed to work with him again to achieve my goals. Just by sharing a little knowledge he successfully extended the project. This approach isn't clever or devious; it is based on the notion that an informed buyer - an educated consumer - is your best client. Here's how it works in practice: 1. Help Prospects Become Clients by Focusing on their Problems. People buy solutions to problems or needs that they know exist. Get your prospects' attention by focusing your marketing message on the problem(s) you solve in order to get them to visit your web site or contact you. Then use your conversation or your marketing copy to help prospects further define their problems or concerns. Do this well and they'll clearly see the need for your products and services. 2. Continue to Educate Prospects and Clients. Clients buy from you when they know how you can help them. That's why they initially contracted with you or bought your products and services. Once you've signed on a new client, don't assume that they understand the range of services or products you market. They may not even fully understand what they've bought. Use each contact to continue to educate your clients and help them understand the issues, problems and solutions relative to your area of expertise. For example if you're a financial advisor and you've been hired to help a client with their investments, you might ask them a question about their estate planning, tax situation, insurance policies or retirement plan and provide them with an idea they can use. Each time you do this your client will learn how limited their own knowledge is and understand more about why they need your assistance in additional areas. Instead of selling clients on additional services, educate them. You'll create a perception of need and increase s.ales. 3. Transform Client Satisfaction into Additional Sales. Do you have clients and customers that appreciate your products and services? Don't wait until your contract is complete to tap the goodwill you've generated by helping them. Regularly ask them questions designed to get responses like, "I couldn't have done it without you", "Worth every penny", etc. Just after your clients have provided positive feedback is the perfect time to ask them a couple of questions to identify needs and to mention the solutions you provide. Once you've gone to all the effort to attract a new client don't walk away from the rest of their needs just because they haven't identified or clarified them yet. Educate your prospects and clients at every step of the way about the problems you solve and they'll understand why they need more of your products and services. You'll discover pockets of opportunity to help your clients and increase your revenue. ------------------------------------------------ Are you still setting your goals on paper?? Every Success Coach in the nation stresses the importance of clearly defined goals. Unfortunately, the method proposed is to write your goals on paper! GoalPro 6.0 is a software-based goal-setting and achievement system, designed to provide you with all necessary tools to define, maintain, track, and achieve your goals. Download your free trial version today! Click here now. ------------------------------------ PROMISE: "Not Only Will I Show You How to Make Your Living Online, I'll Also *Pay* For the Products, Services, and Resources Needed to Do It: Web hosting, Autoresponders, Ad Tracking, and More!" Click here before I regain my senses. ------------------------------------ Helping you create your own products and services. Building your business. Focusing on your success. And, saving you a ton of time and money in the bargain! Everything We Do Revolves Around helping You succeed. Click here to find out all the details. ------------------------------------ AffiliateBootCamp.com Earn a monthly residual commission!! Everything you need to make a whole lot more than 100,000 dollars a year with affiliate programs. http://www.AffiliatebootCamp.com/ ------------------------------------ Build Your Own Internet Business With Little To No Money! Learn ALL The Hidden Secrets to building your own Internet empire without the HUGE costs! Simple step-by-step guide shows YOU how to build Internet Profits On A Shoestring Budget! Click here for free details. Article – 5 Lightning Fast Ways To Build Content That Sells By Anik Singal The golden rule of the internet marketer is that “Content is KING.” It always has been and it always will be. Especially if you’re an affiliate, good content is your best friend! But, there’s a huge problem! Do you really want to sit at your computer and just type content all day long? I doubt it, I sure don’t. So, here are 7 ways to get great content – fast. 1. Public Domain Works Works in the public domain are not protected by copyright laws. They can be freely copied, changed, edited, reprinted, distributed, and sold. Some public domain sources, like most U.S. government publications, have never been copyrighted. For others, the copyright has expired. Look into http://www.copyright.cornell.edu/training/Hirtle_Public_Domain.htm to get some great resources. 2. Famous and Funny Quotations Compiling quotations is a dead easy, completely overlooked method of creating short web pages that can suck in thousands of visitors a day. These are pages that no search engine will ever penalize. And visitors are likely to bookmark those quotation pages and return to them later. All you need to do is a bit of research through websites, beats writing all day long! 3. Definitions Every hobby, industry, or profession has its own vocabulary. That's often frustrating for outsiders who wonder what the yada-yada those geeks are talking about. So why not help your readers actually understand what you're saying by offering definitions on your web site? Simple definitions can give you a massive competitive edge over competitors with higher search engine rankings. Why? A definition is exactly the type of content that everyday web searchers are always looking for. 4. Directory Pages Someone comes to your website because they are interested in a topic – I bet they’d love it if you can send them to other related websites too! Well, wait, why would YOU want to send traffic away? Not exactly… Directory pages are great for search engines, they get high rankings – so make sure to stuff your own ads all around them. Quick way to build content, get great link partners, get search engine optimized and get exposure to your ads! 5. Other People’s Content Why in the world waste time writing when there are literally thousands of writers out there BEGGING you to place their article on your website. I just recently built a 1000 page website in about 3 days using OTHER people’s content from online directories. Check out www.goarticles.com and www.arciticlecity.com – those articles are available for re-printing on your website. Just make sure to give the author the credit. That’s it – lightning fast content! Now you have no excuse to not make many large content websites that all get great search engine rankings, free visitors and lots of sales! ------------------------------------------------ Sponsor Message "Make Your Knowledge Sell!" makes it possible for Y-O-U to develop and sell your infoproduct! You are shown clearly, and exactly, how to publish your infoproduct. Then you are shown how to build traffic that will buy from you on the Net. Absolutely everything you need from brainstorming to automating your order-processing. For more details, click here now. Article – Develop The Quality Of… Unstoppable Persistence By Dr Jill Ammon-Wexler, Advisor to
key executives If you were to select just one part of your personality to develop that would virtually guarantee your success -- I'd like to suggest you place the quality of persistence at the very top of your list. In his classic "Think and Grow Rich," Napoleon Hill felt so strongly about persistence that he devoted an entire chapter to it. Hill said, "There may be no heroic connotation to the word persistence, but the quality is to your character what carbon is to steel." Think about that for a moment. Just as carbon hardens steel -- persistence hardens your willpower to blast past any obstacles you encounter as you pursue your dreams. I’ve worked with people all of my professional life, and here’s what I’ve observed: Very few have REALLY decided what they want from life … and fewer still have committed to achieve it. Why is this important? Because without clarity and commitment, there is no persistence. To develop the quality of persistence, you must want something so much that it becomes a burning desire –- a fire in your belly! Persistence is then virtually automatic, and you become unstoppable. It’s commonly believed that a lack of persistence is the result of a weak willpower. This is NOT true! A person can have a highly evolved willpower, but still lack the persistence needed to achieve their goals. In most cases, those who lack persistence simply do not have a goal that lights their passion. Here are four relatively simple steps to develop persistence: 1. Create a clearly defined goal. Your goal must be something you truly desire. Because without emotional fire and desire, you will not be able to reach into the portion of your mind that can really drive you to achievement -– your subconscious. 2. Develop a plan of action and go to work immediately. It’s perfectly OK if your plan just covers the first stage of the journey toward your goal. As you begin to execute your plan, you’ll discover other steps that will take you closer. 3. Make an irrevocable decision to reject any negative feedback of friends, relatives or neighbors. Refuse to give any conscious attention to conditions or circumstances that appear to indicate your goal cannot be accomplished. 4. Establish a mastermind group of one or more people who will encourage, support and assist you. As Napoleon Hill shared: In many cases persistence is the ONLY quality that separates highly successful men and women from everyone else. The present moment is your Point of Power. Whatever you dream of doing in your life -- just begin today, and refuse to quit. There is greatness in you. Just let it out, and be persistent.
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