Do you want to know the fastest way to grow your business with virtually ZERO investment?

It is the same strategy I used to launch the Mega Networking & Referral Event.

I am talking about creating Joint Ventures.

You are probably already aware of just how powerful Joint Ventures are as a marketing strategy BUT do you actually know how to create them?

I have just put together a new DVD titled ’11 Underground Joint Venture Strategies’ where I take you through 11 different examples of how to actually do Joint Ventures.

You will see examples of how I used Joint Ventures to grow the Mega Networking & Referral Event with just a $15 investment.

Here is the good news …

I am giving away the DVD plus two other DVD’s if you ACT fast.

If you are one of the next 37 people to register for the Mega Networking & Referral Event in October then you will be receiving a special gift from me which includes:

* Bonus DVD – 11 Underground Joint Venture Strategies (Valued at $77)

* Bonus DVD – How To Create Your Marketing Funnel (Valued at $77)

* Bonus DVD – Attraction Marketing Seminar (Valued at $77) Live seminar on how to attract more clients.

That is over $231 worth of advanced marketing DVD’s that you can use to grow your business when you register for the Mega Networking & Referral Event.

To claim your DVD’s simply go to:

http://www.MegaNetworkingEvent.com/index2.html

Then use this special coupon code ‘freedvd’ on the order form.

If you are one of the next 37 people then we will send your DVD’s out to you in the post the next day.

The information on these DVD’s plus the contacts you will make at the Mega Networking & Referral Event have the potential to cause some serious business growth … if you are ready for it then take advantage of this offer while it lasts.

See you at the Mega Networking & Referral Event in October.

PS … Just a reminder that you can effectively get your tickets for free for the next Mega Networking & Referral Event. As soon as you register you will be given a chance to join our AFFILIATE program which will
pay you 25% for each person you recommend the event to. Just a handful will pay for the cost of your ticket.

To claim your DVD’s simply go to:

http://www.MegaNetworkingEvent.com/index2.html

Then use this special coupon code ‘freedvd’ on the order form.

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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’

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The fear of loss … or … the possibility of gain?

This is a really important question to ponder. It can impact all of your marketing materials.

Knowing which to include into your marketing materials (and when) is one of the keys to writing persuasive sales letters, motivating emails, and cash creating web sites.

Most people who do not understand the unconscious motivating triggers will usually not include either of these which is a mistake.

So which is the more powerful motivator?

According to persuasion expert, and author of the book ‘The Science Of Influence’ Kevin Hogan it is the fear of loss that is more motivating for people.

Kevin says …

‘Fear of loss is a much greater motivator to most than the possibility of gain’.

I think it is important to note though that the possibility of gain is also a powerful motivator to many people.

The key is to build both into your sales letters and websites.

With the fear of loss you want to create a sense of urgency. You can do this by limiting the supply of your product or service. Get creative with this and think about ways that you really can restrict the supply of what you are offereing.

This creates a fear of loss in the reader.

Careful though … it has to be genuine … you can’t create the impression that you are going to limit the supply of your product or service if you clearly are not going to do that.

Make sure you also use the possibility of gain in your sales letters.

This can be as simple as mentally taking your reader into the future and asking them to imagine how great life will be when they are using your product or service.

As an example …

Imagine how different your business will be when we work together to set up the right marketing system for your business and attract a steady stream of new clients to you.

This is a great example of the possibility of gain.

Challenge is … I can only work with 10 clients at any one time ( I have a couple of openings right now) … this is the fear of loss.

If you want the opportunity to take up one of these openings then click here.

You need a balance of both the fear of loss and the posibility of gain in all of your marketing materials. Learning how to use these powerful motivators in an elegant way takes time, trial and error and refinement.

Go back over all of your marketing materials and look for opportunities to build in the fear of loss and the possibility of gain.

You will see improved results when you do.

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I am sure you have. Its an interesting thing to ponder.

What is it exactly that moves prospective clients to become paying clients for your service? If you could answer that question … if you knew specifically what it is that persuades your prospects to say yes to your service then you could double or triple your number of clients.

Its mostly unconscious …

If you were to ask most of your clients what was the trigger that motivated them to finally say yes to you … most of them would struggle to articulate it.

In this weeks Profit Minute Radio program we are going to talk about those unconscious triggers. You will want to listen in … it could help you to massively increase the number of clients you have.

Full details are here:

http://www.BlogTalkRadio.com/profitminute

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If you knew specifically what it is that they Googled when seeking solutions to their problems then marketing your service based business would be a lot easier, right?

Well let me share with you some interesting information …

Last year in Australia there were 287,000 10 millimeter drill bits sold.

On its own that is not really that interesting, but consider this … not one of those 287,000 people actually wanted a 287,000 10 millimeter drill bit!

So what did they want?

Of course they all wanted a 10 millimeter hole!

We can take it another step further of course … they really do not want the hole either.

No what they really wanted was to use the hole to build a cubby house for their children to play in. Perhaps they wanted the hole to hang their wedding photos on the wall.

This is what people really want … the end benefit is what drives and motivates people to action. Its not the drill bit!

How is this relevant to you and your business?

Well most small business owners market their drill bits.

So if you are an Accountant for instance you typically market the fact that you provide taxation services (which is your drill bit).

If you are a Fitness Professional or Personal Trainer you advertise the fact that you have the relevant qualifications, and a new studio with shiny equipment. Again this is the drill bit.

If you are a life coach or business coach you tend to market your credentials and the process you go through when you work with clients. Drill bit!

Now this is an easy mistake to make … most small business owners don’t know any different. So we tend to go and market our drill bits and wonder why we get average at best results.

What if you started to market the hole?

Even better … what if you started to market the end benefit of having the hole?

How much more effective would your marketing efforts be?

Lets see …

Now the Accountant can market more along these lines …

‘Let me show you how to save thousands in tax and build financial security for you and your family … for life!’

Isn’t that more appealing than just marketing the fact that you do tax returns or compliance issues?

What about the Personal Trainer. Now her marketing might look like this …

‘Imagine jumping out of bed in the morning bursting with energy and looking totaly awesome when you look in the mirror!’

Do you think a few more people would respond to this than marketing the fact that you are certified in three different training styles?

I am sure you get the idea here. Take a look back at all of the marketing efforts you have tried in the past and evaluate them.

Are you marketing the drill bit or the hole?

In our complimentary Sales & Marketing Audit (Valued at $297) we assist small business owners like you to identify your drill bit and the hole. Your marketing effectivness will increase dramatically.

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