Home | FREE | Archives | About

MILLIONAIRE GUARANTEES YOU MAKE MONEY!
You can quickly make thousands of dollars on the Internet
regardless of your age, education or current financial
situation. Your success is guaranteed. Finally, someone is
willing to put his money where his mouth is.
Click here for the details on your guaranteed success:
Millionaire Guarantees

---------------------< SPONSOR >----------------------------

The countdown begins (only days to launch)...


Until next week !


Warm regards,

Zamri Nanyan
Publisher/Editor
MLMLessons Weekly Newsletter
 

=====================================================
2. ARTICLE - "Education-Based Marketing: How to Make Business Come
   to You"
=====================================================
 

"Education-Based Marketing: How to Make Business Come to You"
By David Frey


There is a misconception in small businesses that your
marketing's most important function is to promote your
products and services. In fact, the most important function
of your marketing should be to establish that you are
knowledgeable and can be trusted.

Most of us don't do business with people we don't trust.
Even if you have the lowest prices, if your prospect doesn’t
trust you, it will be difficult to close the sale. This is
the basis for Education-Based Marketing.

Education-Based Marketing is a powerful marketing strategy
that establishes trust and credibility using educational
messages. It is the direct opposite of traditional marketing,
which uses selling-based messages.

People are tired of hearing worn-out, old sales pitches.
Barriers shoot up the moment you begin delivering a sales
pitch. In contrast, people sit up and listen when you share
important facts and expert information that help them make a
good buying decision.


Determining Your Educational Message

Imagine stepping into the mind of your prospect and listening
to their mental conversation at the very moment they decide
to begin shopping for a spa or pool. What questions are they
asking themselves? The secret to attracting qualified
prospects early in the sales cycle is to find out the answers
to those questions and use them as the basis for your
educational marketing message.

For instance, if you were to offer your prospect the choice
between two free special reports, one titled “Why brand A is
the best widget on the market” and the other titled, “Six
Little-Known Secrets to Purchasing the Right Widget for Your
Family,” which do you think would be chosen?

From my experience, the second report will out pull the first
report 10:1. Educational information that helps your
prospects solve problems and make better decisions is the
type of information that will attract prospects.

How To Package Your Educational Marketing Message to
Generate Qualified Prospects

Once you have developed your educational message you need to
package it and offer it for free in exchange for your
prospect’s contact information. This is critical. Effective
marketing is not just a matter of getting the word out but
more importantly, getting a response back.

You can package your educational message in a format your
prospect will respond to such as a written special report,
an audiocassette, a video tape, an email course, a CD-ROM,
a seminar, or even a toll-free phone message.

An important aspect to making your educational message
enticing is to give it a great title. You’ll notice in
the second title I just mentioned I used a number (six)
and the word “secrets.” People like numbered lists and
knowing things other people don’t know (i.e. secrets).
Put those two together and you have an almost irresistible
title. Give your educational messages exciting titles and
they will attract qualified prospects.

How To Deliver Your Educational Marketing Message

Now that you have developed and packaged your education
message, you should develop strategies and processes to
give it away. To do this you must first identify all the
“customer touch points” in your business and offer your
educational message at each one of those touch points.
Common customer touch points are your business phone,
website, advertising, publicity, networking conversations,
home shows, etc.

For instance, instead of ending your business phone
conversations like this,

“Well Mrs. Jones, thanks so much for calling and I hope
you come by and visit us.” End your phone conversation
with an offer like this, “Well Mrs. Jones, thanks so
much for calling. By the way, we’ve just developed a
great special report that talks about the top 10 common
mistakes that people make when buying a widget. If you’ll
give me your address I’ll send it to you free of charge.
Would that be okay?”

You’ve just accomplished three very important things with
this telephone strategy, (1) you’ve generated goodwill by
offering a valuable free gift, (2) you got your prospect’s
contact information so that you can continue to market to
her, and (3) you now have a reason for a follow up phone
call after she receives and has read the special report.

Resist the Urge to Give a Sales Pitch

It’s easy to set your small business apart using Education-
Based Marketing because most of your competitors are using
selling-based marketing. The beauty of Education-Based
Marketing is that you give prospective customers what they
want, information and advice — and remove what they don't
want, a sales pitch.

By offering helpful advice, you establish yourself as an
authority because prospects see you as a reliable source
of information. Be careful not to give in to the urge to
include a sales pitch with your educational message. This
will only erode the trust you have established and make you
the same as your competitors in the eyes of your prospect.

Instead, after you have provided some helpful information
you should warmly invite your prospects to call you, visit
your website, come to your store, or take advantage of your
free offer to do an onsite visit.

Conclusion

Education-Based Marketing captures prospects earlier in the
decision process and establishes a relationship of trust,
resulting in dramatically higher sales and closing ratios.
Those small businesses that seek to develop a relationship
of trust by delivering a non-threatening educational message
will position themselves as their prospect’s first choice
from which to buy your product or service.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
David Frey is President of Marketing Best Practices Inc.,
a small business marketing consulting firm and the editor
of the Marketing Best Practices Newsletter, the web's
leading free small business marketing newsletter. Subscribe
now at Marketing Best Practices

© Copyright 2003 David Frey, Marketing Best Practices Inc.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
=====================================================


---------------------< SPONSOR >----------------------------

No Sweat 100% Online MLM Recruiting System...
You can generate thousands of free leads every month,
have them begging to join your opportunity, and transform
them into unstoppable downline building clones...in 90
days or less (in any network marketing program):
Network Marketing in the Internet Age

Discover the Lazy MLMer's 'Dirty' Little Secret to
Shattering Sales Records, Recruiting Like Crazy, and
Having More Fun in Network Marketing...100% Guaranteed!"
Instant MLM Sales Letters

---------------------< SPONSOR >----------------------------


=====================================================
3. ARTICLE - How To Recover Your "Almost Customers"
=====================================================


How To Recover Your "Almost Customers"
Copyright 2003 Bob Leduc


You'll always need to find new prospects for your business.
But don't overlook the prospects you already attracted. Many
are close to buying. Use these four simple procedures to
convert those "almost customers" into paying customers.

1. Make A Memorable Impression

Create a reason for prospects and customers to notice you ...
and to think of you when they encounter a competitor.

Many prospects who do not buy from you the first time will
come back to buy later. Existing customers will also remember
you. They'll come back to buy again - and they'll send
pre-sold referrals to you.

One easy way to establish a memorable identity is to create
an important reason for customers to do business with you
instead of with your competitors.

The advantage you offer doesn't have to be dramatic to be
memorable IF you promote it aggressively. It can be as
simple as delivering faster results, more personalized
attention or a better guarantee than your competitors.

Tip: Combine several small advantages like those described
above to create a big (and more memorable) advantage over
your competitors.

2. Follow Up Consistently

Most prospects do not buy the first time they see or hear
about you. But they will if you follow up with them.

Your follow up can be as simple as contacting them
occasionally with a new offer. Or it can be more complex
such as publishing a weekly newsletter with useful
information and articles.

If you don't already have a way to collect their address,
you can get it by offering a valuable gift that you deliver
only by email or postal mail.

For example, offer a special report, a list of sources or
some other valuable information they cannot get anywhere
else. These are valuable to customers and prospects - but
they won't cost you much to provide.

3. Make Sure You Answer These 7 Buyer's Questions

Prospective customers will not buy from you until all 7
of the following questions are answered. Customers may not
consciously think about these questions. But they will not
buy until all 7 are answered in their minds:

1) Exactly what are you offering?
2) Why do I need (or want) it?
3) How can I believe your claims?
4) Why should I get it from you?
5) How fast can I get it?
6) What if I don't like it after I get it?
7) What do I need to do to get it?

Make sure you answer all 7 of these buyer's questions in
your web site, sales letters and other selling tools.

Tip: Present everything in term of the benefit it provides
to customers. For example, don't just list testimonials
from satisfied customers (your answer to question 3). Point
out that those testimonials prove you really do deliver
what you promise.

4. Keep Your Ordering Procedure Simple

Use an uncomplicated and fast ordering procedure. Every
additional action you ask customers to perform and every
additional decision you ask them to make after they already
decided to buy can cause them to reverse their decision.

For example, many online marketers use a shopping cart to
process their orders when they could use a simple online
order form. Each unnecessary step in the shopping cart
process is an opportunity for customers to abandon their
order ...a sale lost needlessly.

Tip: Don't ask for unnecessary information during the
ordering process. Instead, send a personalized "thank you"
message after the sale and include a brief request for the
additional information.

Don't overlook the easy sales you can get from old prospects
that are almost ready to buy. Use these 4 simple procedures
to cultivate your "almost customers" and turn them into
paying customers.


~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
About the Author
Bob Leduc spent 20 years helping businesses like yours find
new customers and increase sales. He just released a New
Edition of his manual, How To Build Your Small Business Fast
With Simple Postcards ...and launched *BizTips from Bob*, a
newsletter to help small businesses grow and prosper. You'll
find his low-cost marketing methods at: http://BobLeduc.com
or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
=====================================================


---------------------< SPONSOR >----------------------------

Your complete tools to build your Network Marketing business on
the Internet. Webhosting, Autoresponder, Ad tracker and many
more. Check it out yourself.
Push Button Publishing

Promote your business, find more prospects and gain more
exposure. How ? Use your car ID Plate... just another unique
way to grow your network marketing business.
Network Marketing with Car Plate ID

---------------------< SPONSOR >----------------------------

======================================================
4. Great M.L.M Resources
======================================================

---------Great M.L.M Books You MUST Read---------

The Ultimate M.L.M Blueprint for Massive Success.
David Ledoux's Massive Success Secrets in both digital and
physical formats. A self made millionaire at 26 tells it all.
http://www.mlmlessons.com/blueprint

103 Ways & Places to Sponsor New Distributors.
Power-packed 500+ page manual from two top Network
Marketers, Tom "Big Al" Schreiter and Art Jonak.
103 Ways & Places to Sponsor New Distributors

---------Great Online M.L.M Support Tools---------

Web Hosting
Does your webhosting company pay you ? How about $10 RESIDUAL
INCOME in every referral every month ? Turn necessity into
a profit machine today. MLMLessons.com is hosted here and it
works perfectly with AutoResponsePlus mailing list.
http://www.mlmlessons.com/webhost

AutoResponder and Mailing List Software
AutoResponder with Follow Up and Mailing List Software. Number
One Choice of Online Support tool. GREAT Software. Highly
recommended. I use this software for M.L.M Lessons newsletter.
http://www.mlmlessons.com/arp

Ad Tracker
Do you know if your advertising campaign is effective ? Use this
software to track every single ad. You could be wasting a lot of
money and effort if you don't know from where you generate your
sales. Affiliate receives 5 levels of commission.
http://www.mlmlessons.com/tracker

---------Great Online Training Centers---------

Internet Marketing Center
Over 1,000+ PAGES of the Hottest, Proven Profitable Internet
Business Secrets Broken Down Into An EASY-TO-DUPLICATE
System. Brought to you by Corey Rudl.
http://www.mlmlessons.com/imc

======================================================

All contents Copyright © 2003 MLMLessons.com, except where
indicated otherwise. All rights reserved worldwide. Reprint only
with express permission from copyright holder(s). All trademarks
are property of their respective owners. All content provided as
is. No express or implied income claims made herein --your
business success is always dependent on many factors, including
your own abilities. Advertisers are solely responsible
for content.