Quick Links...
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video
Thursday, March 01, 2007
Speaking Tips - Turn your engagements to lifelong clients
One of the things I have found a bit of a challenge is to find new 'one-off' speaking engagements constantly. Over the years I have endeavoured to turn these one off’s into clients that I can go back to year on year. Here are the strategies:
Have more than one talk. If the client loves you, they want you back again and it is much easier to generate repeat work than new engagements all the time.
Get in front of the traffic – find out who buys your services and speak in front of those groups. I constantly speak for four different CEO groups around the world and with the decision makers being in the audience, if they like you they will book you. This also applies to associations and trade bodies.
When you speak for a client, find out where they have other offices and conferences. One of my American clients started with a talk at their sales convention in Europe. From there I spoke at their conference in the USA and then Asia.
I was referred to a client who was a large paper merchant and I was booked to speak at their convention in Germany. Although I knew nothing about the paper business I learned very quickly and the talk was a success. From there I was asked to speak at their European distributors conference and discovered that they were part of a $9 billion annual turnover business. At the distributors conference were the CEOs of the biggest paper merchants in Europe and I immediately received 2 bookings in the UK and one in Barcelona and I am expecting a lot more.
Build up client banks in cities and countries. I have many regular clients all over the world and whenever I know I will be speaking in their city or country, I email them and let them know that I will be there at that time and all they need to pay is the fee. I will pick up all the other expenses including travel and hotels. Having a large base I am able to do two talks a day at full fee, so I don’t mind picking up the expenses.Using this method I have generated up to 11 talks in a week.
I am planning another trip to Asia in May and using this strategy I will speak in 7 countries in two weeks.
Keep in touch with your clients. I send out a regular newsletter and I know that every issue will generate new engagements – out of sight, out of mind.
Keep your face in front of your clients and prospective clients with regular articles in their magazines. I have a regular column in a Directors magazine and have just been asked to do bi-monthly articles for a USA financial services association. The more people see your name, the more likely they are to book you. I have also recently been featured in the popular 'In Dubai' magazine which we are using in our marketing to generate loads of work
Update your materials, website and marketing packs. Send these to past clients and bureaus so that they will remember you.
Candice and I are constantly marketing as we realise in the past the only times we have had a slump was when we stopped marketing.
There are many strategies, tips and techniques in my series with the link below
How to find New Business for Speakers, Trainers, Coaches and Consultants
Have more than one talk. If the client loves you, they want you back again and it is much easier to generate repeat work than new engagements all the time.
Get in front of the traffic – find out who buys your services and speak in front of those groups. I constantly speak for four different CEO groups around the world and with the decision makers being in the audience, if they like you they will book you. This also applies to associations and trade bodies.
When you speak for a client, find out where they have other offices and conferences. One of my American clients started with a talk at their sales convention in Europe. From there I spoke at their conference in the USA and then Asia.
I was referred to a client who was a large paper merchant and I was booked to speak at their convention in Germany. Although I knew nothing about the paper business I learned very quickly and the talk was a success. From there I was asked to speak at their European distributors conference and discovered that they were part of a $9 billion annual turnover business. At the distributors conference were the CEOs of the biggest paper merchants in Europe and I immediately received 2 bookings in the UK and one in Barcelona and I am expecting a lot more.
Build up client banks in cities and countries. I have many regular clients all over the world and whenever I know I will be speaking in their city or country, I email them and let them know that I will be there at that time and all they need to pay is the fee. I will pick up all the other expenses including travel and hotels. Having a large base I am able to do two talks a day at full fee, so I don’t mind picking up the expenses.Using this method I have generated up to 11 talks in a week.
I am planning another trip to Asia in May and using this strategy I will speak in 7 countries in two weeks.
Keep in touch with your clients. I send out a regular newsletter and I know that every issue will generate new engagements – out of sight, out of mind.
Keep your face in front of your clients and prospective clients with regular articles in their magazines. I have a regular column in a Directors magazine and have just been asked to do bi-monthly articles for a USA financial services association. The more people see your name, the more likely they are to book you. I have also recently been featured in the popular 'In Dubai' magazine which we are using in our marketing to generate loads of work
Update your materials, website and marketing packs. Send these to past clients and bureaus so that they will remember you.
Candice and I are constantly marketing as we realise in the past the only times we have had a slump was when we stopped marketing.
There are many strategies, tips and techniques in my series with the link below
How to find New Business for Speakers, Trainers, Coaches and Consultants
Marketing with Video
There has been a virtual explosion on the internet with video. You only need to take a look at the success of Youtube to realise that the new phenomenon in low cost, no cost marketing is video on the web.
All it takes is a webcam or video camera and some software and you can be seen by millions in hours. The easiest software to use is Microsoft Video which is free and easy to use.
I use a number of other programmes which are excellent.
Pinnacle Pro is an inexpensive video editing programme that I have been using for years. I also use the more advanced Vegas and Adobe Premier Elements.
If you really want to have special effects like having any background ( you could be seen to be speaking in Moscow, Outer space or on the beach), I use Visual Communicator from Serious Magic. The software is brilliant and it comes with a greenscreen, good microphone, great software and an extensive manual. Take a look at my video on how it works at http://www.news.frankfurness.com/greenscreen/
Many of you who receive my newsletter know that I send out regular video sales tips using this software. I have also uploaded these tips to youtube two months ago, and so far have had over 25,000 viewings. This is truly free marketing. The results - Product sales, speaker and training bookings and thousands of new subscribers to my newsletter and hits to my sites. You can do the same with your business.
My favourite piece of software is Camtasia. This captures the screen of your computer while you speak. I use it to promote products, explain and show how different pieces of software work and explain any technical concepts. Take a look at an example. Once again I use this to show video hints and tips on microsoft products, software programmes, view powerpoint presentations and much more. Anyone can and must use this software, there are just so many applications. You can also upload your videos to your website or put them in your one-page salesletters.
Now that you have made the videos, there are plenty of video sites on the internet that you can upload them to. Some even pay you. Take a look at my Hints and Tips to see the various sites.
I recently bought an excellent Ebook for $37 on how to use video with YouTube to generate traffic and lists and sales. To my surprise I found that after I had bought it, I now had the full resale rights so only had to sell one copy to recoup my investment.
This was over and above the brilliant tips and strategies that I picked up from the book. I immediately put five new strategies into place on youtube that had already had a dramatic effect on my business. Take a look at the book on http://www.y outubestrategies.com and if you buy it you also receive the resell rights, brilliant
You can also have your own channel on Youtube, my channel generates plenty of viewings and subscribers and new business.
Get onto the video and YouTube phenomenon today.
All it takes is a webcam or video camera and some software and you can be seen by millions in hours. The easiest software to use is Microsoft Video which is free and easy to use.
I use a number of other programmes which are excellent.
Pinnacle Pro is an inexpensive video editing programme that I have been using for years. I also use the more advanced Vegas and Adobe Premier Elements.
If you really want to have special effects like having any background ( you could be seen to be speaking in Moscow, Outer space or on the beach), I use Visual Communicator from Serious Magic. The software is brilliant and it comes with a greenscreen, good microphone, great software and an extensive manual. Take a look at my video on how it works at http://www.news.frankfurness.com/greenscreen/
Many of you who receive my newsletter know that I send out regular video sales tips using this software. I have also uploaded these tips to youtube two months ago, and so far have had over 25,000 viewings. This is truly free marketing. The results - Product sales, speaker and training bookings and thousands of new subscribers to my newsletter and hits to my sites. You can do the same with your business.
My favourite piece of software is Camtasia. This captures the screen of your computer while you speak. I use it to promote products, explain and show how different pieces of software work and explain any technical concepts. Take a look at an example. Once again I use this to show video hints and tips on microsoft products, software programmes, view powerpoint presentations and much more. Anyone can and must use this software, there are just so many applications. You can also upload your videos to your website or put them in your one-page salesletters.
Now that you have made the videos, there are plenty of video sites on the internet that you can upload them to. Some even pay you. Take a look at my Hints and Tips to see the various sites.
I recently bought an excellent Ebook for $37 on how to use video with YouTube to generate traffic and lists and sales. To my surprise I found that after I had bought it, I now had the full resale rights so only had to sell one copy to recoup my investment.
This was over and above the brilliant tips and strategies that I picked up from the book. I immediately put five new strategies into place on youtube that had already had a dramatic effect on my business. Take a look at the book on http://www.y outubestrategies.com and if you buy it you also receive the resell rights, brilliant
You can also have your own channel on Youtube, my channel generates plenty of viewings and subscribers and new business.
Get onto the video and YouTube phenomenon today.
Client Based Selling
In the last issue we looked at Relationship focused buyers. Now we will see what motivates the Security based buyers and how we can recognise and adapt to get the best results when selling to them.
Security Focused Buyers
STRENGTHS
Supportive
Respectful
Willing
Dependable
Personal
WEAKNESSES
Conforming
Retiring
Non-committal
Undisciplined
Emotional
OFFICE
Friendly and open
Family pictures on desk
Desk is neat and functional
Open contact; round desk or couch
ATMOSPHERE
Open and sincere
PRIORITIES
Develop the relationship
PACE
Cautious and deliberate
ABOUT YOU
You must be friendly/honest/ non- threatening or pushy
WINNING ACCEPTANCE
Show personal interest
YOUR PRODUCT
Why your product is best
PROBLEM SOLVING
Support their feelings and interests
DECISION MAKING
Provide guarantees and offer opinions
How to win them over
Impress them by: Friendliness
Ask questions that: Are non threatening
Support their: Feelings
Demonstrate your: Warmth
Make benefits: Personal
Show commitment by: Working with them
Be impressed by their: Loyalty
Best close: Assumptive
Take a listen to a cut on Client Based Selling
Security Focused Buyers
STRENGTHS
Supportive
Respectful
Willing
Dependable
Personal
WEAKNESSES
Conforming
Retiring
Non-committal
Undisciplined
Emotional
OFFICE
Friendly and open
Family pictures on desk
Desk is neat and functional
Open contact; round desk or couch
ATMOSPHERE
Open and sincere
PRIORITIES
Develop the relationship
PACE
Cautious and deliberate
ABOUT YOU
You must be friendly/honest/ non- threatening or pushy
WINNING ACCEPTANCE
Show personal interest
YOUR PRODUCT
Why your product is best
PROBLEM SOLVING
Support their feelings and interests
DECISION MAKING
Provide guarantees and offer opinions
How to win them over
Impress them by: Friendliness
Ask questions that: Are non threatening
Support their: Feelings
Demonstrate your: Warmth
Make benefits: Personal
Show commitment by: Working with them
Be impressed by their: Loyalty
Best close: Assumptive
Take a listen to a cut on Client Based Selling
Public Speaking and Sales Tips by Frank Furness
Public Speaking and Sales Tips by Frank Furness: "To all my Chinese friends around the world, I hope you had an enjoyable New Year. For us the year has started with a bang with a few trips to Asia, the most enjoyable being speaking and visiting in Saigon in Vietnam.
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore."
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore."
Views from Vietnam
To all my Chinese friends around the world, I hope you had an enjoyable New Year. For us the year has started with a bang with a few trips to Asia, the most enjoyable being speaking and visiting in Saigon in Vietnam.
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore.
Firstly, I love shopping (especially for gadgets and electronics) and visiting the indoor market was fascinating. I returned with piles of things, 20 beautiful ornate business card holders (which I will now sell on Ebay), wine racks, shirts and plenty more. I then visited the Cu-Chi tunnels where the Vietcong lived and fought the silent war.
There are over 200 miles of tunnels with underground hospitals, shooting ranges, sleeping quarters and virtually enough to hide an army. I decided to go down the tunnels and it was the scariest thing I have done. With my size I had to crawl on all fours in the pitch dark and halfway through had a panic attack. I came out pouring with sweat and shaking like a leaf. To think that people lived down there for years is astounding.
It was also scary to see the weapons of war with the barbed spikes and pits with razor sharp spikes. I also had the opportunity to buy some bullets and shoot an AK47 on the shooting range. This was pretty cool as the last time I used a gun was when I was in the army.
Saigon has the craziest traffic I have seen, thousand of motor cycles, no traffic lights with everyone converging from different directions and managing not to have accidents. ( I was told before I arrived there that if I wanted to cross the road, I should just walk slowly across the road and the traffic would go around me, (and they did). In the afternoon I hired my own boat for $40 and was picked up by a tiny Vietnamese woman who indicated that my transport to the river would be me sitting behind her on a small motor cycle and braving the traffic. Well, when in Rome.
The afternoon was wonderful, just three crew and myself on the boat, cruising the river and drinking beer.
To get over this difficult ordeal I then visited Phuket. This was my first visit and as expected the service, people, beaches and food was excellent. Take a look at some of the photographs.
Over the years I have spoken in 48 countries, taken time to enjoy the places, people and cultures and captured so much on video and film. I’m currently setting up a website, blog and newsletter of my travels and experiences as well as tips on how to do business and places to see. Let me know if you would be interested in receiving the newsletter which will be totally different to my normal one. Take a look at the Saigon photos
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore.
Firstly, I love shopping (especially for gadgets and electronics) and visiting the indoor market was fascinating. I returned with piles of things, 20 beautiful ornate business card holders (which I will now sell on Ebay), wine racks, shirts and plenty more. I then visited the Cu-Chi tunnels where the Vietcong lived and fought the silent war.
There are over 200 miles of tunnels with underground hospitals, shooting ranges, sleeping quarters and virtually enough to hide an army. I decided to go down the tunnels and it was the scariest thing I have done. With my size I had to crawl on all fours in the pitch dark and halfway through had a panic attack. I came out pouring with sweat and shaking like a leaf. To think that people lived down there for years is astounding.
It was also scary to see the weapons of war with the barbed spikes and pits with razor sharp spikes. I also had the opportunity to buy some bullets and shoot an AK47 on the shooting range. This was pretty cool as the last time I used a gun was when I was in the army.
Saigon has the craziest traffic I have seen, thousand of motor cycles, no traffic lights with everyone converging from different directions and managing not to have accidents. ( I was told before I arrived there that if I wanted to cross the road, I should just walk slowly across the road and the traffic would go around me, (and they did). In the afternoon I hired my own boat for $40 and was picked up by a tiny Vietnamese woman who indicated that my transport to the river would be me sitting behind her on a small motor cycle and braving the traffic. Well, when in Rome.
The afternoon was wonderful, just three crew and myself on the boat, cruising the river and drinking beer.
To get over this difficult ordeal I then visited Phuket. This was my first visit and as expected the service, people, beaches and food was excellent. Take a look at some of the photographs.
Over the years I have spoken in 48 countries, taken time to enjoy the places, people and cultures and captured so much on video and film. I’m currently setting up a website, blog and newsletter of my travels and experiences as well as tips on how to do business and places to see. Let me know if you would be interested in receiving the newsletter which will be totally different to my normal one. Take a look at the Saigon photos
Saturday, December 30, 2006
Public Speaking and Sales Tips by Frank Furness
Public Speaking and Sales Tips by Frank Furness: "Planning for 2007
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places."
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places."
Planning for 2007
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places.
Three weeks later we will be wondering what possessed us to think those crazy thoughts.
It is the time right now to reflect on last year and to make realistic goals for 2007, but my advice is to build in plenty of personal time and fun goals for yourself. I had so much fun travelling and speaking last year and made many more good friends around the world. As you all know I love my food and Chennai and Cochin in South India were highlights as was the ‘Capital Grill’ in Kansas City (thanks EO).
In this newsletter there is a ton of new info, Ebooks, software and much more.
Please go to the free downloads link for the free Ebooks and software, and even if you have been there before, I have added plenty of new stuff including audio editors and other software and some best selling books – all for free. Also go to my resources website where there are new videos, information and a new section on Hints, tips and tricks.
Take a look at the ‘Speaking Tips’ in the newsletter for copyright free music and one free download or go straight to http://www.frankfurnessresources.com/copyrightfree music.html
My good friend Francis West from FWCS has also contributed and opened up his resources section to all my subscribers. Take a look as there is great information and free Microsoft training videos and tips . Go to http://www.fwcs.co.uk/it_training.html
Take a look at the ‘Motivation Tips’ for my section on my friend Rick Searfoss on his experience as an astronaut. Then take a listen to the interview with fantastic tips and advice on how, what he learned, can be applied to business and personal goals. Also take a look at the incredible photos taken from outer space.
The final free gift is an Ebook called Expect More From 2007 which is a collection of resources and tips from myself and friends from all over the world.
The next Speakers Bootcamp will be at Latimer just outside London on the 24/25 February 2007.
Bootcamp details or email bootcamp@frankfurness.com for an eBrochure
Three weeks later we will be wondering what possessed us to think those crazy thoughts.
It is the time right now to reflect on last year and to make realistic goals for 2007, but my advice is to build in plenty of personal time and fun goals for yourself. I had so much fun travelling and speaking last year and made many more good friends around the world. As you all know I love my food and Chennai and Cochin in South India were highlights as was the ‘Capital Grill’ in Kansas City (thanks EO).
In this newsletter there is a ton of new info, Ebooks, software and much more.
Please go to the free downloads link for the free Ebooks and software, and even if you have been there before, I have added plenty of new stuff including audio editors and other software and some best selling books – all for free. Also go to my resources website where there are new videos, information and a new section on Hints, tips and tricks.
Take a look at the ‘Speaking Tips’ in the newsletter for copyright free music and one free download or go straight to http://www.frankfurnessresources.com/copyrightfree music.html
My good friend Francis West from FWCS has also contributed and opened up his resources section to all my subscribers. Take a look as there is great information and free Microsoft training videos and tips . Go to http://www.fwcs.co.uk/it_training.html
Take a look at the ‘Motivation Tips’ for my section on my friend Rick Searfoss on his experience as an astronaut. Then take a listen to the interview with fantastic tips and advice on how, what he learned, can be applied to business and personal goals. Also take a look at the incredible photos taken from outer space.
The final free gift is an Ebook called Expect More From 2007 which is a collection of resources and tips from myself and friends from all over the world.
The next Speakers Bootcamp will be at Latimer just outside London on the 24/25 February 2007.
Bootcamp details or email bootcamp@frankfurness.com for an eBrochure
Public Speaking and Sales Tips by Frank Furness: Marketing Tips for Speakers
Public Speaking and Sales Tips by Frank Furness: Marketing Tips for Speakers: "Marketing Tips for Speakers
As speakers we should always be marketing. On my recent trip to Dubai I spoke five times and each day after my talks attended three marketing appointments to set up my next trip. Here are the strategies I used and you can apply there to yourself wherever you are speaking:
1 - Prior to the trip, I contacted all my existing clients and associates in Dubai and set up
breakfast or dinner meetings, one of these meetings could result in a joint venture in Dubai and another a long term consulting contract in ten countries – TIP – whenever you speak in a city or country, always meet with current and past organisations who have used you in the past. Circumstances change, staff change and you will always create new opportunities. "
As speakers we should always be marketing. On my recent trip to Dubai I spoke five times and each day after my talks attended three marketing appointments to set up my next trip. Here are the strategies I used and you can apply there to yourself wherever you are speaking:
1 - Prior to the trip, I contacted all my existing clients and associates in Dubai and set up
breakfast or dinner meetings, one of these meetings could result in a joint venture in Dubai and another a long term consulting contract in ten countries – TIP – whenever you speak in a city or country, always meet with current and past organisations who have used you in the past. Circumstances change, staff change and you will always create new opportunities. "
Public Speaking and Sales Tips by Frank Furness: Free Resources and Tips for 2007
Public Speaking and Sales Tips by Frank Furness: Free Resources and Tips for 2007: "Free Resources and Tips for 2007
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places."
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places."
Friday, December 29, 2006
Technology Tips and Links
"Quick Links...
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp - February 2007
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video"
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp - February 2007
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video"
Technology Tips and Links
Quick Links...
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp - February 2007
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video
Expect More From 2007 - Complimentary Ebook
Speakers Bootcamp - February 2007
Rick Searfoss - Astronaut Interview
Rick Searfoss - Photos from space
Royalty Free Music
New Resources
Hints, Tips & Tricks
Microsoft Training Videos
Text to Voice Software
Online Sales Secrets Revealed
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Text to Voice Software Video
How to Get Hired - Recruitment Tips on Video
Public Speaking and Sales Tips by Frank Furness
Public Speaking and Sales Tips by Frank Furness: "Right now is the best time to plan for the year. Start by analysing what your average fee was for last year, NOT YOUR STANDARD FEE.
Take into account the talks you gave pro bono or at a lower or discounted rate. Simply, take the number of all your talks and divide this by your actual speaking income and divide the two, you may be surprised by the results"
Take into account the talks you gave pro bono or at a lower or discounted rate. Simply, take the number of all your talks and divide this by your actual speaking income and divide the two, you may be surprised by the results"
Speaking Tips - Planning for 2007 and Royalty Free Music
Right now is the best time to plan for the year. Start by analysing what your average fee was for last year, NOT YOUR STANDARD FEE.
Take into account the talks you gave pro bono or at a lower or discounted rate. Simply, take the number of all your talks and divide this by your actual speaking income and divide the two, you may be surprised by the results.
Use this figure when you next plan your intended income target for speaking this year. Divide your target by your average for the last year and you will come up with your target number of talks for 2007. Do the same for your training, consulting, coaching and products.
Unless you are famous, written a best seller or a TV presenter, you are going to have to do some serious marketing. Candice and I have a 17 point marketing plan each year and right now we are overhauling all our marketing materials. That clip that looked great five years ago will have you cringing now, so like any normal business we have to work on our branding, prospecting, marketing and selling, we have to see ourselves as businesses, not speakers.
We are all looking for great royalty free music and I have found a great site with excellent music.
If you need royalty-free music for your info products, to use as a music intro/outro for your voice on a web site, for your greeting on your opt-in page, your recorded audio products etc., this is THE BEST value that I've ever seen
Click here for your Royalty Free Music
Stock 20 charges only $7 per song and that includes multiple versions! From short 10 second ones, to the longer versions that are 3-4 minutes. That's a ONE- TIME fee.
And if you create an account with my link above, they will send you a $7 discount -- which means you can get your first free.
I've paid thirty dollars before for ONE version of a music track -- but no more. Stock 20 is such better value, so go to this link right now and register to get your first track free.
Technology Tips - Word to Text Software
I’m always looking for ways to use technology to save me time and money. Recently I bought a piece of software that really blew me away. It converts text to voice and gives you the choice of countries, accents and genders.
It uses voice synthesis to convert text into spoken audio. You can listen on your PC or create MP3 or WMA files for use on portable devices like iPods, PocketPCs, and CD players.
I now use it for all kinds of uses:
I buy many Ebooks and can now listen to them live or save them as recordings and listen to them on my IPod when travelling or working out at the gym.
Any correspondence that piles up, I record and listen to later.
Emails that are not urgent, I can either listen to while I’m working on something else or record them and listen while driving.
Take a look at voice to text or go to http://www.frankfurnessresources.com/text2voice.ht ml
Great Tool - Free Headline Analyser
Do your newsletter subject lines or blog post titles have emotional or intellectual appeal?
Find out using the Advanced Marketing Institute’s free Emotional Headline Analyser where you can test your headline, page title, or PPC link text for intellectual, sympathetic, and spiritual impact. Remember to take a look at http://www .headlinecreator.co.uk
Here is a great keyboard trick that will save you a lot of typing when you surf the web.
Intead of typing in the http://www. before the domain name, and the .com after it, just type in the site’s domain name into the address bar. Then hit CTRL and ENTER keys together. This adds both the http://www. and the .com and works in both Internet Explorer and Firefox browser.
Go ahead, try it. Copy frankfurness into your address bar now, then hit CTRL and ENTER together.
It uses voice synthesis to convert text into spoken audio. You can listen on your PC or create MP3 or WMA files for use on portable devices like iPods, PocketPCs, and CD players.
I now use it for all kinds of uses:
I buy many Ebooks and can now listen to them live or save them as recordings and listen to them on my IPod when travelling or working out at the gym.
Any correspondence that piles up, I record and listen to later.
Emails that are not urgent, I can either listen to while I’m working on something else or record them and listen while driving.
Take a look at voice to text or go to http://www.frankfurnessresources.com/text2voice.ht ml
Great Tool - Free Headline Analyser
Do your newsletter subject lines or blog post titles have emotional or intellectual appeal?
Find out using the Advanced Marketing Institute’s free Emotional Headline Analyser where you can test your headline, page title, or PPC link text for intellectual, sympathetic, and spiritual impact. Remember to take a look at http://www .headlinecreator.co.uk
Here is a great keyboard trick that will save you a lot of typing when you surf the web.
Intead of typing in the http://www. before the domain name, and the .com after it, just type in the site’s domain name into the address bar. Then hit CTRL and ENTER keys together. This adds both the http://www. and the .com and works in both Internet Explorer and Firefox browser.
Go ahead, try it. Copy frankfurness into your address bar now, then hit CTRL and ENTER together.
Frank Furness - Interview with an Astronaut
In November I was fortunate enough to be invited to speak at the National Speakers Association enterprise lab in Phoenix.
On the Saturday night a few of us went out to a restaurant for supper and I got speaking with the person next to me and heard an incredible story. Rick Searfoss was an astronaut and captained three missions into outer space. His story was fascinating and so much of his training and missions have principles that could apply to each of us in our everyday business.
Can you imagine what he could share about focus, leadership, team building?
We stayed in touch and when I returned to London, I phoned Rick and recorded a wonderful interview filled with anecdotes, stories and practical tips and techniques.
Take a listen to the recording and then take a look at the incredible photos that Rick shared with all my subscribers.
Rick's photos from outer space.
Thanks Rick.
Listen to the recording with
On the Saturday night a few of us went out to a restaurant for supper and I got speaking with the person next to me and heard an incredible story. Rick Searfoss was an astronaut and captained three missions into outer space. His story was fascinating and so much of his training and missions have principles that could apply to each of us in our everyday business.
Can you imagine what he could share about focus, leadership, team building?
We stayed in touch and when I returned to London, I phoned Rick and recorded a wonderful interview filled with anecdotes, stories and practical tips and techniques.
Take a listen to the recording and then take a look at the incredible photos that Rick shared with all my subscribers.
Rick's photos from outer space.
Thanks Rick.
Listen to the recording with
Free Resources and Tips for 2007
It’s that time of year again, when we decide that we’re going to hit the gym every day to lose those excess pounds we have just gained and get a body like a Greek God. It’s the time we plan to spend much more time with the family, less time at work but at the same time make a ton of money this year so that we can retire in the sunshine and spend our days travelling to exotic places.
Three weeks later we will be wondering what possessed us to think those crazy thoughts.
It is the time right now to reflect on last year and to make realistic goals for 2007, but my advice is to build in plenty of personal time and fun goals for yourself. I had so much fun travelling and speaking last year and made many more good friends around the world. As you all know I love my food and Chennai and Cochin in South India were highlights as was the ‘Capital Grill’ in Kansas City (thanks EO).
In this newsletter there is a ton of new info, Ebooks, software and much more.
Please go to the free downloads link for the free Ebooks and software, and even if you have been there before, I have added plenty of new stuff including audio editors and other software and some best selling books – all for free. Also go to my resources website where there are new videos, information and a new section on Hints, tips and tricks.
Take a look at the ‘Speaking Tips’ in the newsletter for copyright free music and one free download or go straight to http://www.frankfurnessresources.com/copyrightfree music.html
My good friend Francis West from FWCS has also contributed and opened up his resources section to all my subscribers. Take a look as there is great information and free Microsoft training videos and tips . Go to http://www.fwcs.co.uk/it_training.html
Take a look at the ‘Motivation Tips’ for my section on my friend Rick Searfoss on his experience as an astronaut. Then take a listen to the interview with fantastic tips and advice on how, what he learned, can be applied to business and personal goals. Also take a look at the incredible photos taken from outer space.
The final free gift is an Ebook called Expect More From 2007 which is a collection of resources and tips from myself and friends from all over the world.
The next Speakers Bootcamp will be at Latimer just outside London on the 24/25 February 2007.
Bootcamp details or email bootcamp@frankfurness.com for an eBrochure
Thursday, December 28, 2006
Client Based Selling - People Focused Buyers
In the last issue we looked at Task focused buyers. Now we will see what motivates the relationship based, enthusiastic buyers and how we can recognise and adapt to get the best results when selling to them.
Relationship focused buyers - Enthusiasts
STRENGTHS
Personable
Stimulating
Enthusiast
Dramatic
Inspiring
WEAKNESSES
Opinionated
Excitable
Undisciplined
Reacting
Self Promotional
BUSINESS ATMOSPHERE
Open, friendly and enthusiastic
Wants proof of your success
WHERE YOU FIND THEM
Trainers
Salespeople
Sales Managers
Creative, Advertising & Media people
OFFICE
Motivation is the theme
Walls contain recognition certificates slogans, posters
Open friendly atmosphere
Office appears disorganised
ATMOSPHERE
Open and enthusiastic
PRIORITIES
Develop the relationship
PACE
Quick
ABOUT YOU
Who are you/ your thoughts /who you know/ who uses your product
WINNING ACCEPTANCE
Give recognition and praise
YOUR PRODUCT
Who has used it
PROBLEM SOLVING
Support their dreams, ideas and ambitions
DECISION MAKING
Testimony and incentive
How to win them over
Impress them by: Your flexibility
Ask questions that: Support their dreams
Support their: Ideas
Demonstrate your: Originality & creativity
Make benefits: Innovative
Show commitment by: Giving fresh ideas
Be impressed by their: Achievements
Best close: Be direct
Relationship focused buyers - Enthusiasts
STRENGTHS
Personable
Stimulating
Enthusiast
Dramatic
Inspiring
WEAKNESSES
Opinionated
Excitable
Undisciplined
Reacting
Self Promotional
BUSINESS ATMOSPHERE
Open, friendly and enthusiastic
Wants proof of your success
WHERE YOU FIND THEM
Trainers
Salespeople
Sales Managers
Creative, Advertising & Media people
OFFICE
Motivation is the theme
Walls contain recognition certificates slogans, posters
Open friendly atmosphere
Office appears disorganised
ATMOSPHERE
Open and enthusiastic
PRIORITIES
Develop the relationship
PACE
Quick
ABOUT YOU
Who are you/ your thoughts /who you know/ who uses your product
WINNING ACCEPTANCE
Give recognition and praise
YOUR PRODUCT
Who has used it
PROBLEM SOLVING
Support their dreams, ideas and ambitions
DECISION MAKING
Testimony and incentive
How to win them over
Impress them by: Your flexibility
Ask questions that: Support their dreams
Support their: Ideas
Demonstrate your: Originality & creativity
Make benefits: Innovative
Show commitment by: Giving fresh ideas
Be impressed by their: Achievements
Best close: Be direct
Monday, September 25, 2006
Quick Links September 2006
Quick Links...
New Resources
Online Sales Secrets Revealed
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
New Resources
Online Sales Secrets Revealed
How to Find New Clients for Speakers, Trainers, Coaches & Consultants
Free Ebook 'Search Engine Optimisation Made Easy'
Viral Video Sales Tips
Frank's Blog
Audio Jukebox
Internet Marketing - Interview with Terry Brock
Submit your articles
Visit and contribute to my forum
Free UPDATED Internet Marketing Ebook
Recommended Books
Internet Resources
NEW - 80 page Ebook on Google Adwords
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