I have just finished recording my latest Attraction Marketing DVD titled ‘11 Underground Joint Venture Strategies‘ which explains in detail how to accelerate the growth of your business through JV’s. I even go through one of my key strategies for total integration.

The DVD will soon be available for $77 … however … If you are one of the next 27 people to book a ticket to the coming Mega Networking & Referral Event then you will receive the DVD as an added BONUS!

Find out more details and book your tickets here:

http://www.MegaNetworkingEvent.com

Popularity: 2% [?]

In recent times in line with the development of NLP there has been a lot of work in the area of influence and persuasion. The most significant studies were conducted Robert Cialdini, a Psychologist who wrote the book ‘Influence – The Psychology of Persuasion’.

From this recent research there are a number of laws of influence and persuasion, which have been proven through numerous studies to be highly effective. Implementing these laws into your marketing can have dramatic results on your success.

Lets consider some of these laws and how they may apply in your business.

1.Law of Consistency – The law of consistency is perhaps the single most important discovery in the research into influence and persuasion. It is redefining the sales process. The exciting news is that it works hand in hand with a lot of the ideas from NLP and how they apply to marketing.

The law of consistency simply states that we have a deep unconscious need to remain consistent. So in other words we always try to remain consistent with our point of view, the things that we state to be true, or the actions and behaviour we engage in. Any time we are placed in a situation where we may violate this law we feel a strong internal pressure to return to a position of consistency.

For sales people and business owners this is possibly the most important concept they will ever integrate into their understanding of the sales process.

It is vital that we create an environment where our prospects are able to remain consistent with their views, the comments they make and their behaviour. Any time we place them in a position were they feel they are being inconsistent then we are building in them at an unconscious level pressure to return to being consistent. At the same time there levels of fear and uncertainty begin to rise.

Understanding the law of consistency is extremely powerful and can virtually eliminate the need to use closing techniques. If we lead our prospects into what is known as an agreement frame of mind and keep them there throughout our presentation then by the law of consistency they are far more likely to make a yes decision.

2.Law of Reciprocity – The law of reciprocity is where we feel a sense of indebtedness or obligation to someone else. When others do something for us we feel a strong need, even a push to return the favour.

In other words, if we go out of our way to help our clients solve their problems and we give of our time and expertise, then they begin to feel a strong sense of obligation and indebtedness to us.

Those sales people who are truly masters of their craft have learnt to focus on how to help their prospects first without coming across as a pushy sales person. They go the extra mile in making sure the client is fully aware of their situation and the possible solutions available to them.

When it comes time to make a decision on the right solution the prospect will be attracted more to the sales person they feel indebted to. This is especially useful when you are in a competitive environment or selling against competition. Because the average sales person will not go out of their way to help prospects you can easily use the law of reciprocity to your advantage.

3.Law of Social Proof – The law of social proof has broader implications in terms of the psychology of human behaviour. It can be very persuasive in selling certain products but should not necessarily be used in all cases.

The law of social proof simply states that people look to others, their peers friends and family, before making a decision about something. Have you ever been out to dinner with a big group of people and noticed that there is always one or two people who look at what everyone else is ordering before they order? Well that is social proof.

Social proof is seeking to gain social validation prior to making a buying decision. It can be extremely persuasive in selling to younger generations or in areas like fashion. If everyone starts wearing face-covering sunglasses then when you are out buying sunglasses again you are more likely to buy them as well.

As mentioned earlier, social proof is not relevant in every business situation. If you are selling complex customised high end IT solutions for instance then social proof is less relevant.

Social proof can be used in other ways though, which are important. The use of customer testimonials is a form of social proof. The more testimonials and satisfied customers you can demonstrate to your prospect the more they will feel comfortable about dealing with you. This is in effect social proof at work.

4.Law of Scarcity – The law of scarcity plays a large role in the persuasion process in our society. Opportunities and things are more valuable and exciting when they are scarce and less available to you.

Whenever choice is limited or threatened, the human need to maintain a share of the limited commodity makes us crave it even more. Scarcity drives people to action, making us act quickly for fear of missing out on an opportunity.

You see the law of scarcity at work at the Myer annual Christmas stock take sale when three thousand people all compete to get the plasma TV screen for $100.

The key is to learn how to create a sense of, or actual, scarcity around your product or service. You can do this through different pricing structures, limited offers, limit your service availability, release limited numbers of each product and so on.

5.Law of Contrast – The law of contrast is introducing two vastly different alternatives in succession. By contrasting two alternatives it can distort or amplify our perceptions of things. Generally, if the second item is quite different from the first, we will tend to see them even more differently than they actually are. As a master persuader you can use this contrast to steer your prospects toward the solution you believe is right for them.

One of the most effective ways to use the law of contrast is to present three possible solutions to your prospect. The first is a low cost cheap solution that does not meet all of the prospects requirements. The second solution is the ideal solution priced possibly higher than the prospect is expecting. The third solution is a high priced solution with excessive features that is well out of the price range of the prospect.

By presenting the three solutions the prospect will gravitate towards the second option presented, even though it is more expensive than they had expected. By contrast with the other two solutions it is more acceptable at the higher price.

Had the second solution been presented in isolation then it would not have been as attractive to the prospect, yet in the light of the other two options it is far more acceptable.

6.Law of Expectations – The law of expectations use expectations to influence reality and create results. Individuals tend to make decisions based on how others expect them to perform.

You can establish expectations in the mind of your prospect quite easily. As a result your prospects feel an unconscious need to live up to those expectations.

An example of this is the car salesperson that says to his prospect ‘you are going to love how this car handles around corners’. This plants the expectation in the mind of the prospect. They now focus on this aspect of the new car when test driving it.

The logical question to ask yourself then is how can you use these laws of influence and persuasion and apply them to the marketing of your business?

Popularity: 2% [?]

Why Your Prospects Are Saying No

Are you frustrated with hearing NO all the time from your prospective clients? Usually it is because instead of us leading them to a place of experiencing positive yes decision emotions we have let them remain in a state of fear or uncertainty.

Often the words the prospect uses to explain why they are not going ahead can be confusing as they attempt to articulate their unconscious feelings of fear or uncertainty. Almost invariably though the reasons they say no fall into one of the following categories:

Lets look at these four NO reasons a bit more closely so we understand exactly what is motivating them. The four reasons for a no are:

1. No Need – There are two possible scenarios here.

One is that you have spent time asking the right questions and analysing their situation only to discover that they genuinely do not have a need that your products or service can satisfy. If that is the case then your only option is to thank them for their time and walk away.

The second and more likely scenario is that you have not asked the right questions in the right way in the presence of strong rapport to unearth the prospects true and genuine needs.

If you are consistently struggling to have prospects recognise that your product or service will help them then it is likely you are not helping them to identify their true needs. If so focus on using the questioning model and developing your skills in this area more.

2. No Trust – If there is a lack of trust then the underlying emotion is fear. Usually fear that you or your company will rip them off, the product won’t do what you said it would, you won’t deliver it on time etc. It stems from a lack of certainty about you and your company and the products / service you represent.

The key to overcoming the no trust barrier is to focus on developing your rapport and communication skills. Developing an unconscious rapport is highly effective to removing a lack of trust in your prospect.

Another area to focus on is how you establish credibility in your presentation including providing background information on your company, providing your personal credentials, providing customer testimonials and offering them a money back guarantee of your service.

No trust is rarely an issue if you are referred into the opportunity.

3. No Urgency – A lack of urgency in your prospect is an extremely frustrating place to have them. Often this is where you will hear them say that they will think it over.

On the one hand a lack of urgency is good because you have gotten past the no need and no trust barriers. So you have skilfully moved them past the fear of dealing with you to at least having enough interest in you product or service to think it over.

The challenge of course is that they rarely think it over because there just isn’t enough urgency or drive to implement your solution.

To resolve lack of urgency you need to focus on identifying the pain of their current situation and of not acting. Once you know specifically what this is then keep pressing it as it will motivate them further.

Simultaneously you need to learn to mentally lead them to thinking about how great it will be once they have your product or service as the solution. So in effect you are using the pain of not acting to motivate them and then lead them mentally to experiencing the pleasure of having gone ahead.

4. No Money – From time to time you will come across those prospects who have a genuine need that is causing them pain, they like you and your company and have a sense of urgency about your solution … they just are not able to finance the solution.

There is no easy way around this challenge other than to provide flexibility in how you deal with customers. This is easier to do if you are a business owner of an SME and make all of the decisions. You need to assess every opportunity on the basis of its commercial merits.

Often no money actually means your product or service is more than they expected. Without the careful use of questioning you may never find this out.

Recently I was coaching a client who sold kitchen renovations. They were top of the range and nearly always more expensive than competitors. She was often faced with the ‘it’s too much we cant afford it’ objection and as a result was missing some sales.

We taught her to question this objection by asking how much to much is it. So if the kitchen was quoted at $15,000 the prospect might come back and say they only budgeted for $12,000.

The common mistake most sales people make at this point is that they think they have to make a $15,000 sale which is why they are losing sales. The reality is that the prospect has already spent the $12,000 in their mind to get what they want.

In this case the only sale that needs to be made is a $3,000 sale. This is easily dealt with by breaking the difference down and highlighting the added advantages of your solution compared to competitions.

So a question for you … if you are hearing NO regularly then which of these four categories is it usually falling in? I find that a lot of the time for most Small Business owners they get the same NO reasons over and over. When you identify them you are then in a position to be able to take action and make some changes.

Have You Read The Controversial Report …

‘Why Small Business Owners
Suck At Sales’

Popularity: 5% [?]

New Affiliate Program Announced For the Mega Networking & Referral Event To Be Held In Melbourne.

We are now getting very close to the launch of the next Mega Networking Event for Small Business owners to be held in Melbourne in October. The three day event is focused on helping Small Business owners to PROMOTE & Grow their business.

Today we have announced the launch of a new Affiliate program for those interested in earning commissions helping to promote the event.

Join the Mega Networking & Referral Event affiliate program here

Popularity: 5% [?]

PRESS RELEASE

A controversial new report on why small business owners suck at selling and how it is holding them back from success has been leaked!

The report written by Australia’s leading Attraction Marketing Specialist Rod Moore details why most small business owners fail to enjoy the success they deserve in business.

It all comes down to one thing says Moore … ‘A basic lack of sales ability!’. The problem with small business is that they let basically anyone start a small business even if they are not adequately equipped the necessary skills to achieve success in small business.

According to Moore one of the most important factors in success in small business is your ability to be able to firstly ATTRACT potential clients and secondly to be able to SELL them on your product or service. Without these skills small business owners fail.

The leaked report was available at ‘Download Leaked Report - Selling For Small Business Owners’ but may be removed at any time.

Popularity: 8% [?]

Here are the links to all of the 2009 issues of the Attraction Marketing Newsletter:

• Setting Your 2009 Business Goals
• Growing Your Business In 3 Easy Steps
• Increase Your Revenue By 107% Through Incremental Improvements
• Moving The Free Line …
• The Secret To Using Direct Mail In Small Business …
• The Power Of Saying Thanks …
• Are You Networking For Sales or Raving Fans?
• Is Your Sales Presentation Costing You Money?
• Is Your Target Market Tweeting?
• The Two Economies And How To Take Advantage
• Five Tips For More Effective Networking
• Empowering Your Customers To Sell For You
• The Power Of Press Releases
• Search Engine Optimisation
• Niche Marketing Fears
• Overcome Your Prospects Scepticism
• Mastering The Marketing Of Your Business
• Four Key Areas To Differentiate Yourself
• Developing An Effective Marketing Plan
• How To Handle Objections Without Being Pushy
• Reaching Agreement When Selling

Popularity: 9% [?]

What is your Marketing Strategy for your business? Do you have one?

As I travel around delivering my Attraction Marketing Seminar I always ask the small business owners in attendance if they have a well thought out marketing strategy for their business.

Less than 5% do! This is alarming. So I have taken the time to put my Marketing Strategy Blueprint into a video for you.

Watch the video now and discover how you can create your
Marketing Strategy as well.

Popularity: 6% [?]

Do you have a Marketing Plan for your business? Less than 5% of the Small Business owners I talk to have a Marketing Plan and if they do take the time write one it is usually filed under the desk never to be looked at again.

What you need is a simple, easy and practical Marketing Plan which is why I create the One Page Marketing Plan. Good news is I am practically giving it away.

Grab your copy of the One Page Marketing Plan here

Popularity: 11% [?]

Invitation to Special Webinar On MLM Traffic Formula 2.0

There is a lot of BUZZ right now about Mike Dillard and the release of his new MLM Traffic Formula 2.0

The original version of this program was a game changer for me … it gave me the specific strategies
to implement that led to me attracting 12,873 leads and grow a downline of more than 4,500
people into 23 countries.

So I have one peice of advice for you IF you are serious ….

Take up the chance to grab a copy of the new MLM Traffic Formula 2.0 and save yourself $700 … BUT there is only 48 hours to go.

Do this now … Mike Dillards MLM Traffic Formula 2.0 For MLM Attraction Marketing

So a question I have heard from many of you is how does MLM Traffic Formula 2.0 work with the MLM Attraction Marketing University and Freedom Duplicator.

Its a good question to ask …

Here is the GREAT NEWS … the ideas you learn in MLM Traffic Formula 2.0 will perfectly complement
your use of Freedom Duplicator.

So I am holding a special Webinar explaining how Freedom Duplicator and MLM Traffic Formula 2.0 will integrate perfectly to help you build a successful Attraction Marketing System for your business.

Here are the webinar details:

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Registration is critical. Register now at:

http://snipurl.com/jqlyi

In Australia:

- Melbourne, Sydney, Brisbane Friday June 12th @ 10am

In USA

- West Coast Thursday 11th @ 5pm
- Central Thursday 11th @ 7pm
- East Coast Thursday 11th @ 8pm

To convert to your time go to:
http://www.timeanddate.com/worldclock/meeting.html

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Remember this webinar will be all about how to use Mike Dillards MLM Traffic Formula 2.0 and integrate
it into your Freedom Duplicator system. Make sure you join me on the webinar.

Regards
Rod Moore
Freedom Duplicator

Popularity: 10% [?]