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//////////////////////////////////////////////////////////////// Business People Weekly //////////////////////////////////////////////////////////////// (c)TFB Publishing Vol. I Issue 23 July 5, 1999 In This Issue: 1) Tips: 2) Classifieds: 3) Feature Article: //////////////////////////////////////////////////////////////// Business People Weekly is a FREE publication by TFB Publishing and is sent only to those who have requested it, or someone else subscribed you. You are subscribed as []. If you feel this is incorrect or you feel that someone else has subscribed you and you want to be removed from our subscriber's list, please send us an email with "REMOVE" in the subject line. You will be immediately removed. Or you can click on this link. mailto:bpwr@bizjunction.com?Subject=REMOVE //////////////////////////////////////////////////////////////// NOTICE Our subscriber list is not made available to other companies. We value our subscribers and respect their privacy. Thank You and Have a GREAT day! //////////////////////////////////////////////////////////////// Pass along a copy of Business People Weekly to a friend or colleague whom you think it might interest. If this was sent to you and you would like to subscribe then mailto:bpw@bizjunction.com?Subject=Subscribe-NL or visit our web site http://www.bizjunction.com //////////////////////////////////////////////////////////////// Welcome to the many new subscribers. We are glad to have you with us. Please be sure to download your free copy of the E-Book "Super Tips On Internet Marketing". You may download at http://www.bizjunction.com/BOOK1.EXE It is our sincere hope you stay with us for a long time to come. As always, we welcome feedback, good or bad, so that we may make this newsletter better for you. //////////////////////////////////////////////////////////////// Archives of past issues are posted on line at http://bizjunction.com/bpwlist.htm *************************************** "The best advice you'll get is from someone who made the same mistake himself" *************************************** Hello and welcome to the July 5th Issue of Business People Weekly. I hope that everyone had a safe and fun July 4th. Have the traditional cookout, hamburgers, hot dogs, apple pie? It was hot as blazes here. 101 in the shade with very high humidity making the heat index very high indeed. Still, it was an enjoyable day. *************************************** "The man who stops advertising to save money is like the man who stopped the clock to save time" *************************************** You can advertise in Business People Weekly for four weeks at the price of three. This is for a limited time only. Purchase ads for three weeks and the fourth week is free. You can get more information at http://www.bizjunction.com/bpwad/htm *************************************** Hey folks, I've still been plagued with computer problems, but not such that can't be overcome. Just have had to spend a lot of time deleting programs, re-installing programs and recovering from crashes. You know, computers are really finicky beasts, your have to dot your i's and cross your t's exactly or you have problems. Some of the little conflicts can be exasperating to find, be so little, yet, cause huge problems. *************************************** "To err is human. But to really louse it up, it takes a computer" *************************************** Here we are again and we're late getting this issue out. I thought we had all the difficulties eliminated. I was wrong. So, once again I apologize and thank you for bearing with me. I will (and emphasis - will) get back on schedule. I again remind you the need for backing up your files every day if possible and absolute necessity of having an anti virus program that is kept up to date. Believe me, there is nothing more devastating than losing files. I know, been there, done that. There also seems to be a never ending stream of viruses that are constantly being spread with news ones being added all the time. It's better to have the protection than the devastation. I have, in past articles, stressed the importance of building trust with your clients and in turn growing your business. In our feature article today, Dr. Sheldon Nix discusses specific ways of building trust through guarantees. You might be able to pick up a couple of ideas. Another thing that is very important to growing your business is inquiry response. When someone inquires about a product being sold, it should be followed up on as soon as possible so the potential customer receives the information while it is fresh in his mind. The opportunity to make a sale is much greater while the interest is keen in the customer's mind. The follow up is an excellent way to start building good customer relations. I have made some inquiries or sent for information at a web site and received their follow up responses. Some of them utilized an auto responder that would give 7 follow up responses. (The statistics show it takes 7 times for a customer to decide to purchase.) I received such a response (or I should say 7 responses) from a fairly reputable netrepreneur and I felt the last couple of messages turned somewhat offensive, which of course, turned me completely away from purchasing anything from him. So, if you decide to use one of the 7 response 'responders I would suggest careful attention be made to the message you would like to give your client. After all, not everyone who decides not to purchase your product is doomed to failure. Also, be sure to give your potential client the choice and a way to opt out of the remaining six messages. Consider that the first response was requested, the remaining six were not. Some folks could regard the additional messages as spam and treat them as such if no opt out method is given. ============================================ Classified Ads TRIPLE YOUR MONEY BACK if this product doesn't do what it's name says. 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Don't forget, you must be registered as a User to bid on items. http://www.utrade.com/index.htm?MessageID=102&MID=41487 <a href="http://www.utrade.com/index.htm?MessageID=102&MID=4148 7">Click Here</a> ============================================== You don't have to register or pay to read the highest quality personal ads in the world. Even better, just look at all the FREE SERVICES: Place an ad, upload a picture, photo scanning service, voice messages, romance advice from the pros, detailed searching of one of the largest photo databases on the Net. Our professional staff is always willing to help. We'll even e-mail new ads to you. We also offer unlimited responses and premium ad placement. <a href="http://www.apersonalconnection.com"> http://www.apersonalconnection.com </a> ******************************************************** "Doing business without advertising is like winking at a girl in the dark. You know what you are doing, but she doesn't." ******************************************************** --There's often no way you can look into the game of life and determine whether or not you'll get that big break tomorrow or whether it will take another week, month, year or even longer. But it will come! -- Zig Ziglar ******************************************************** Feature Article How to Use Power GUARANTEES -- Even If You Offer Services (c) 1999 Sheldon D. Nix, Ph.D. http://www.successfulpractice.com ****************************************** In order to make sales or get hired on or off the Internet, people have to have TRUST. Guarantees -- even for professionals offering services -- are a power technique for pulling wavering prospects over the line to the sale/engagement. ----------------------------------------- What They Don't Believe When You Approach Them ----------------------------------------- You need to understand that your prospects don't believe -- or have serious doubts about -- one or more of the following: 1. YOU They don't necessarily know you or trust that you are a person (or company) of integrity. This is not about what you OFFER but about WHO YOU ARE. 2. YOUR PRODUCTS OR SERVICES They often doubt that your product or service will give them the benefits you promise. They don't necessarily believe that if I read this book or hire you as my lawyer/CPA/etc. that I'll get my money's worth. More on this in a moment. 3. THEMSELVES If your product or service requires ANY work on their part, they often doubt that they will have the MOTIVATION and/or the ABILITY to do what is required for as long as it is required. (One of the things we teach professionals is how to offer clients a step-by-step SYSTEM that makes achieving goals just a matter of following directions. We offer them our own professional practice-building system that isn't dependent on the PERSONALITY of the professional but on strategies anyone can easily do. You should do the same with what you offer, although that's another article!). ----------------------------------------- What to Guarantee ----------------------------------------- Your goal is to REVERSE THE RISK of people buying your product or hiring you for your service. Think about it this way. If you offer a money-back guarantee, who is taking the risk that what you are selling people will not satisfy them? YOU are!! If you don't offer a guarantee, THEY are having to buy something sight unseen and if they aren't satisfied, too, too bad. 1. GUARANTEE SATISFACTION. At the very least, you can guarantee that people will be satisfied. What is "satisfaction"? It's in the eye of the beholder, just like beauty! Don't worry about it. Don't try to put any limits on it if it's a product. If they aren't satisfied, even if you think they copied it, return their money and pray for their souls. They're in trouble. 2. GUARANTEE RESULTS If you're confident that what you offer will produce results MOST of the time for people, then you can greatly strengthen your guarantee to include results. -- "If you don't lose 30 pounds in the next 60 days, I'll return your money to you right away, no questions asked." -- "If you don't save at least $12,000 from my tax avoidance system, I'll return every penny you gave me." Don't worry about the people who don't do anything to earn it. I know some people require proof that customers actually tried the system, but they are on shaky legal ground, at least in the U.S.. ----------------------------------------- What About Services? ----------------------------------------- If you offer services that require your time, should you offer a guarantee? It's one thing to take back a product -- you can sell it again. But your time...you can't "resell" that. Here's a few ideas: 1. YOU CAN STAND OUT FROM THE CROWD by guaranteeing your services. 2. CREATE A PORTFOLIO of Products and Services At the least, do what I teach professionals in our 6-Figure Practice System and create a "portfolio" of products and services that help clients as well as your direct services. There is a very specific method of doing this so that it has integrity and REALLY helps people. Then, guarantee the products. 3. TRIAL PERIOD or PHASED PAYMENT Another smart thing you can do for a service is to offer clients a period of time in which they can try your services and back out if they want. Or STAGE YOUR WORK (phases) and let clients pay for each stage. In seminars, offer people the opportunity to attend one day of a three-day seminar and if they don't like it they can leave and get their entire fee back. ----------------------------------------- What to Offer the Customer Back ----------------------------------------- -- 100% of their money back -- 100% of their money back MINUS shipping costs POWER GUARANTEES: -- 100% of their money back PLUS additional money "just for trying my product". I've seen anything from an extra $10.00 to a TRIPLE your money back offered. -- 100% of your money back if you return the main product(s). KEEP THE BONUS products just for your trouble. Of course, you only want to do that if your bonus products don't cost you very much (they may be worth a lot, but shouldn't expense your business very much). So...'GUARANTEE" your success -- with power guarantees. ****************************************** Dr. Sheldon Nix is Director of The Successful Practice Institute at Eastern College. http://www.successfulpractice.com GET OUR FREE 80-PAGE BOOK, "7 Sizzling Strategies for Building a 6-Figure Professional Practice or Business", when you subscribe to our 6-Figure Tips Newsletter. Send blank email to jointips@successfulpractice.com. mailto:jointips@successfulpractice.com ****************************************** "Honesty is one business policy that will never have to be changed to keep up with the times" //////////////////////////////////////////////////////////////// Business People Weekly, TFB Publishing accepts no responsibility for the content or legality of any customer's advertisement shown in any emailing. It is the advertisers responsibility to check and abide by Local, State, Federal and/or International law pertaining to the product, services, and/or business opportunities they advertise
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