Sales, Technology Speaker; Speaking Tips by Frank Furness: 2006

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."

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

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. "

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."

Public Speaking and Sales Tips by Frank Furness: Public Speaking and Sales Tips by Frank Furness

Friday, December 29, 2006

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"

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.

Royalty Free Music

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.

Get your Royalty Free Music

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.

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

Free Resources and Tips for 2007

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

Monday, September 25, 2006

Public Speaking and Sales Tips by Frank Furness

Public Speaking and Sales Tips by Frank Furness: "Having spent months working on my new programme ‘Sales Strategies for Financial Advisors’, it is now finally completed and hopefully the most comprehensive package in the business. It is a complete training programme that will give new consultants the strategies to start writing business immediately and give existing consultants plenty of ideas, strategies and motivation"

Sales Strategies for Financial Advisors

Right now many of you will be returning from vacation and looking for something to get you motivated and write business as soon as possible. I have the solution:

Having spent months working on my new programme ‘Sales Strategies for Financial Advisors’, it is now finally completed and hopefully the most comprehensive package in the business. It is a complete training programme that will give new consultants the strategies to start writing business immediately and give existing consultants plenty of ideas, strategies and motivation

The programme consists of,

8 audio CDs on financial planning,
3 audio CDs on goal setting & motivation,
3 video CDs packed with video clips demonstrating everything from seminar selling to getting business on the internet and,
An additional CD with an action planner. (15 CDs in total)

Please take a look at http://www.training-financial- advisor.com for all the details and take a listen to a few cuts. You will also be able to see exactly what is covered in the programme.

I have tried to incorporate everything I have learned over the past 23 years in Financial Services that helped me to qualify at Million Dollar Round Table 'Top of the Table', as well as everything I have learned working with successful financial advisors in 47 countries. I also have guest interviews with some incredibly successful people who share their strategies, including one financial advisor who wrote a $100 million dollar case at age 28.

For all my financial services subscribers, I gave a pre-release discount before I opened it to everyone on the 15 September at the normal price. After numerous requests this offer has now been extended to the 15th October. You save $100 per package if ordered within the next three weeks. It is incredible value, less than the cost of a Mont Blanc pen or equal to the cost of a cup of coffee per day for a month at a Starbucks in London .

The first 50 packs were sold out in hours.

So there it is, if you order right now, your investment is only $197 (£105 in the UK) & postage (& VAT for Europe). On the 15th October it increases to $297 and in January 2007 to the normal investment of $425

So don't wait, get moving as soon as possible with this great package and order it directly from the internet. Remember, you only need to pick up one idea that results in a sale and you investment will have paid for itself ten times over.
Take a look at the website and listen to some cuts..

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.

2 - I spent some time on the internet looking for potential organisations that I could meet up with and contacted them prior to my trip. This resulted in some good meetings and as soon as I get home I will be following up to see how to turn these into relationships and speaking engagements. TIP – before you travel to a new engagement, take the time to research the internet and set up meetings with potential bookers. Once you have met with someone face to face, developed a relationship and sold yourself (like only you can do), you stand an excellent chance of being booked. Someone would rather do business with a person that they have met rather than some information in emails being received without ever meeting the speaker. Remember, these bureaus/agents/ associations are receiving hundreds of marketing packs and emails from speakers each week (and binning most). The one that they will remember is the one who took the time to meet with them.

3 - I have a close relationship with a few speakers who I refer to my clients, and they refer me in return so we create two way traffic. I contacted some of these speakers and met with their contacts and I know business will follow. – TIP – Develop a few key relationships with other speakers who you feel confident to refer to your clients, but know that they will do the same in return.

4 - Research your target market – prior to my trip I made some calls to find out who the key people were in Dubai in my niche markets and set up meetings. This resulted in immediate bookings after I met with them – TIP – build your exposure and brand in your specialist niche and let people know who you are and how you can help them.
5 - Talk to everyone – On the aircraft from London to Dubai, I spoke to the lady sitting next to me and discovered that her husband is one of the top consultants in a large International Financial Services Company. By the time we reached Dubai she had given me the key contact people and after a couple of calls I will now be meeting with them on my next trip. – TIP – Speak to everybody

6- Ask for referrals – I ask everyone that I meet with for referrals. When I met up with a large bureau/training organisation, I had a great appointment and by the end, discovered that this organisation is one of the largest in the world and I was referred to the head of the Singapore operation which looks after Asia who I will be contacting next week. – TIP – always ask for referrals if your appointment goes well and you can show them how you can contribute to their organisation.

So there it is, from this two week trip I am organising talks into the first quarter of next year and have secured numerous other speaking assignments this year. We always have to be marketing. If you are not a film star or have written a genuine best seller, the phone won’t be ringing unless you make it.

Take a look at 'How to Find New Business for Speakers

Public Speaking and Sales Tips by Frank Furness

Public Speaking and Sales Tips by Frank Furness: "We all know how difficult it is to find new clients. When we have them as clients we have to do everything we can to keep them and provide them with great customer service.
What we need to do is develop a 10 touch plan so that we can be in contact with them at least ten times a year.
Often we think that we have sold them our product or service and they won’t need us again. There is always going to be staff turnover, executives leaving the organisation and joining other companies and as long as we stay in touch, more business will follow."

Public Speaking and Sales Tips by Frank Furness

Technology - Marketing with Newsletters

We all know how difficult it is to find new clients. When we have them as clients we have to do everything we can to keep them and provide them with great customer service.
What we need to do is develop a 10 touch plan so that we can be in contact with them at least ten times a year.
Often we think that we have sold them our product or service and they won’t need us again. There is always going to be staff turnover, executives leaving the organisation and joining other companies and as long as we stay in touch, more business will follow.
I recently returned from speaking in Sydney and this was as a result of a CEO selling his company in the UK and taking a senior position in Australia. By staying in touch he hired me to speak at the company in Australia.
So we either have to be with them face to face, on the telephone, by email, or the easiest way to keep in contact is by newsletter.
I like to produce the electronic newsletter as the costs are minimal and I can see all the statistics of how many people open the newsletter, unsubscribe or link through to the website. (I’ve always been driven by ratios; I feel they are so important in selling).
Publishing a newsletter is a cost effective way to build your loyal customer base. You keep your clients updated about your business, latest offerings, as well as new products and services. It keeps you and your business visible.
Good information gets distributed. So, a newsletter is a means of viral marketing, your clients will pass it on to their clients and before you know it the telephone will be ringing from new clients that you never even knew existed. When I sent out my first newsletter, I received a call the next day from someone who had been forwarded my newsletter and this resulted in a number of talks and training days with that company.

Here are some tips for producing your newsletter:

Always ensure that you have a main article that provides information that your readers will find valuable. Your articles form the body of your newsletter. They should be informative and arouse the interests of your readers. Articles should be well written, and checked for spelling and grammatical errors. Your readers will be appreciative of the fact that you have given much thought and preparation to your articles. I always try to add value with good practical information.

Keep abreast with the current developments of your field. Your readers want to know what is new and what is hot.

Within your Ezine, throw in links to related articles that you have written or been featured in when appropriate.

Offer testimonials from satisfied clients.

Give real life examples and show how you’ve helped clients.

Case studies always position you as the expert in your readers’ minds more than you coming out and saying so.

Jot down eight questions your clients have asked you in the past

Answer each one in a short article, as there may be many other clients who have the same questions in mind.

If you have been to any industry conference workshops or seminars where you’ve picked up some helpful hints, share these with your readers.

Recommend books or resources and offer reviews on some of these books. By the way, take a look at my new list of recommended books at http://tinyurl.com/s6j 67

I have produced a short video to demonstrate how I develop my newsletter each month, take a look at http://tinyurl.com/fz wr6
As you can see, I use constant Contact for my electronic newsletter and find them to be terrific, take a look at their site and try them for free at http://tinyurl.com/on msy
Try Constant Contact

Client Based Selling

Do you sell to clients the way they buy, or the way you want to sell? We know that people like to do business with people that they like, trust and feel comfortable with. People like to buy from people similar to themselves. One of the most powerful courses I attended many years ago was one about dealing with different personalities and being able to adapt your selling style to suit the client’s way of buying.
It made me realise that everyone is different; there is no wrong or right personality style, people are just different and as great salespeople we have to have great versatility to recognise their style immediately and adapt ourselves to make it easy for the clients to want to do business with us.
There are many styles and sub styles, but I am just going to highlight the four major styles over the next for issues of the newsletter, see if you can recognise your clients that fit the profile or indeed which style you are. This month we take a look at the task focused buyer:
Task Focussed buyers

STRENGTHS
Determined
Assertive
Efficient
Decisive
Thorough

WEAKNESSES
Pushy
Severe
Tough-minded
Dominating
Harsh

BUSINESS ATMOSPHERE
Wants to reach a decision quickly
No small talk
No time wasting

WHERE YOU FIND THEM
Decision Makers
Directors
Management
Politicians
Self-employed business owners

OFFICE
Efficient
Picture to fit office, Awards (no posters or slogans)
Desk may be packed with work materials
Desk used as a barrier

ATMOSPHERE
Businesslike

PRIORITIES
Disciplined - Wants effectiveness and efficiency

YOUR PRODUCT
What your product can do

PROBLEM SOLVING
Support their ideas
How to win them over
Impress them by: Getting to the point
Ask questions that: Are relevant
Support their: Actions
Demonstrate your: Experience
Make benefits: Tangible & concrete
Show commitment by: Getting things done
Be impressed by their: Strength
Best close: Be direct

More in the next issues on how to deal with other types of buyers.
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: "Well, she has done it, Candice has completed her five kilometre run for Beating Bowel Cancer in her best time. Can you imagine 22,000 people in Hyde Park and my wife doing so well, I’m incredibly proud of her, last year this time she was having chemo and radio therapy every day for five weeks and we never imagined that a year later she would be fit and healthy and running five kilometres. A huge thank you to everyone who sponsored her and helped her to reach over 200% of her target, we really do appreciate it."

September News

Well, she has done it, Candice has completed her five kilometre run for Beating Bowel Cancer in her best time. Can you imagine 22,000 people in Hyde Park and my wife doing so well, I’m incredibly proud of her, last year this time she was having chemo and radio therapy every day for five weeks and we never imagined that a year later she would be fit and healthy and running five kilometres. A huge thank you to everyone who sponsored her and helped her to reach over 200% of her target, we really do appreciate it.
I’m sitting on an Air India flight writing this, just returning from two weeks away, one in Dubai and one in India, so I’m looking forward to getting back home and going to gym to shed the excess belly and one of my three chins from all the fantastic food I have been eating.
Dubai was terrific as usual and I managed to get in ten marketing appointments while I was out there speaking. I had two speaking engagements in India, the Life Insurance Round Table convention in Cochin and Entrepreneurs Organisation in Chennai. This was the second time I have spoken for LIRT and I have to say that the Indian audiences are by far the best audiences I have ever addressed. I made so many new friends and if you ever want an excellent vacation, try Cochin (called God’s own country). We stayed at the La Meridien (one of my favourite chains) and as usual, the service was excellent. My room had a large balcony with a view of the pool and the backwaters (river), it truly is one of the most beautiful views you can imagine.
When I was a financial consultant, I was fortunate enough to see a legend speaking at a convention in South Africa, Mehdi Fakharzadeh. As a young man he moved from Iran to the USA and became one of the insurance industry’s top producers and speakers. In India I was thrilled when I heard that I would be sharing the stage with him. Spending four days with him gave me an insight into this incredible man, who at the age of 85 is still one of the best speakers I have seen. On top of that, only having four months a year left to sell (he travels all over the world speaking), he is still number one at Metropolitan Life and has been for years. Mehdi is one of those special people who touch everyone’s life that he comes into contact with. For all his fame, he has incredible humility, genuinely compliments everyone and has a knack of making everyone feel special after speaking with him. It was truly refreshing to watch and learn from him. Take a look at my interview with him).
I them flew to Chennai (was Madras) where I spoke to the Young Entrepreneurs Organisation. What a fantastic group of people, the average age was 32 and all have hugely successful companies. They treated me so well and I have to say took me to some of the best restaurants I have ever been to. The South Indian food is very much coconut based and absolutely delicious.
I am spending so much time on aircraft and in airports, that I am now tipping Candice every time she makes me a meal.
Product creation is going well and my new product, the 15 CD set called Sales Strategies for Financial Advisors sold out immediately on the pre launch. More in the newsletter on the special offer for anyone who is a financial advisor. My new Ebook ‘How to Create and Market Products’ is almost complete and should be launched soon, and once again will be an overload of information on how to create multiple sources of income Take a look at my interview with Mehdi

Monday, August 14, 2006

Sales and Technology - The Vital Connection

What are you doing today that is better and different to your competitors? How do you find and attract new clients? If you are not doing anything that differentiates you from the competition, you could be losing out on a huge amount of potential business.
One of the easiest methods to differentiate your practice/organisation is to embrace technology. It is easy and can save you time, money and headaches. Let's take a look at the latest technology and what it can do for you:

Digital Recorders - are now tiny and can store up to 44 hours of professional recording. Once you have completed a meeting with a client, dictate the notes into the recorder connect it to your computer and download the sound file. This can then be used as a dictating machine and the information typed or prior to your next meeting with this client, just take a listen to the recording on your computer. I have also used the digital recorder to record client testimonials and put these on my website, record interviews with business leaders on leadership and entrepreneurship and shared these with my existing clients and recorded my new book for transcription.

Voice Recognition - I first used voice recognition software 5 years ago and with my accent, I would dictate in English and it would transcribe in gobbledygook. Now with the latest recognition (Dragon 8 Professional) I can put on my headset, speak at a fast pace and it will type automatically into Microsoft word at about 95% accuracy. The biggest secret with voice recognition is that you need to take some tome to train the software to your accent and jargon. You can even use it to answer your email. Best of all, you can link your digital recorder with the voice recognition. Imagine dictating into your digital recorder, linking to your computer and then just sitting back watching as the recorder downloads the sound files. This automatically links with the voice recognition, opens it and transcribes into word. How much time and money could you save (don't let your secretary read this)
You now have the time for that extra game of golf (called marketing)

Card scanners - We all need to be constantly attending networking meetings to meet new potential clients. We normally return with a mountain of business cards that we hope to input into the database but never get around to doing. The latest Cardscanners are tiny and can scan with 100% accuracy and then export to outlook or whatever database you use. The secret with networking is to get in touch with these new contacts as soon as possible. Take a look at http://www.businesscardscanner.co.uk/

Ezines - Develop a 10 touch plan for all your existing clients (making contact at least 10 times a year). You can email, phone them, meet face to face or the easiest way is to have a newsletter. Whether it is a hard copy or online newsletter, this is a great way to keep in touch. I use www.constantcontact.com to produce my online newsletter. It comes with templates and is simple enough for anyone to use. It also gives me exact statistics on who opens the mail, unsubscribes (no more free lunches for them) the click through rate to my website and plenty more.

Marketing with Articles - The easiest and most inexpensive method to get, expose and build your brand is by marketing with articles. We're living in the information age and everyone is looking for free information on the internet. How much free information are you putting on your website to attract potential clients (you must encourage them to sign up for your Ezine when they download the information). You can also submit these articles to article directories (Contact me at frank@frankfurness.com for information on software programmes that can automate this for you). When people download them and put these onto their sites, this now creates links back to your website which in turn ranks higher on the search engines.

Headlines - How do you convert casual readers of your marketing brochures and websites without pulling your hair out with the time-sucking chore of producing a winning headline? I discovered a great piece of software that automates the process for you, take a look at http://www.headlinecreator.co.uk
The easiest way to use technology wisely is to make use of the useful software at our disposal.

Websites - Gone are the days when websites were about flashing logos and animations. Of course, good design still counts for a lot, but good design is really about making your site easy and effective, a standard tool for increasing your business, improving service and reducing costs. Flash movies, cute though they are, hardly achieve this. I have found from experience that there are three different types of people involved with developing websites - the first can design efficient and effective good looking sites - the second has marketing experience and can turn the website into a marketing mechanism to attract new clients and the third knows how to get your website seen. Rarely is it the same person that can do all of these. You can have the best website in the world, but if no-one sees it you are just throwing away money.
Also, remember to make it easy for people to contact you so that within two clicks they can get any information they need.

Blogs - What are these weird things called blogs? A Blog or Web LOG is a journal kept on the internet. This journal is often updated daily and contains all information that the person maintaining the BLOG (Blogger) wishes to share with the world. Also applies to websites dedicated to a particular topic and being updated with the latest news, views and trends. This is perfect for any professional practice. Set up your own blog for free at http://www.blogger.com

Videomail - How would you like it if you have a meeting with an important client and can send him an immediate email with a small video thanking him for the meeting or highlighting what was covered? Once again, with no technology experience anyone can do this in minutes. Remember, in this information age clients appreciate instant response and something that differentiates you from your competitors. I address and consult with CEOs in 47 countries and they like to do business with innovative, forward thinking partners.

Video and Audio on the web - there is so much software that allows almost anyone to add audio and video to websites. My favourite is a piece of software called Camtasia.
Teaching and demonstrating visually is much more powerful than using words alone. But, getting the right group of people together for a training or demonstration can be expensive and inconvenient.
Camtasia Studio lets you easily create compelling training and presentations for Web and CD-ROM delivery and you can do it without ever leaving your office. It is the only product versatile enough to record live PowerPoint presentations, personalized technical training sessions, and rich software demonstrations.
Just think of all the applications:
Explaining how to complete a difficult form or paperwork
Demonstrating your latest products or services
A live PowerPoint recording with voice (at least you can hit the stop button if this is too boring)
Having a Frequently Asked Questions section of your website where clients can watch videos of complicated questions....and plenty more

CD Brochures - What happens when you get sent a brochure? I know that 90% of the time mine goes straight into the bin and some company has spent thousands producing these. What about rather sending an interactive CD to clients which could include:
Video
Audio
Testimonials
Brochures
Contracts (and videos to explain how to complete them)
Meet the team
Client List (and plenty more)
These cost less than full colour brochures and normally will be passed from person to person to watch. We're living in a multimedia society, so give clients the choice.

Infomercials - A couple of years ago, it would cost a small fortune to go to television studios to make a professional infomercial. Now you can use software like 'Serious Magic' to produce professional infomercials at your office for minimal cost. When could you use these:
To explain the implications of the budget
Inheritance tax Planning (and the list continues)
I send my Ezine subscribers a short 30 second marketing video mail each week using this software. It differentiates me from my competitors and adds value.

Teleseminars and webinars - How about having a teleseminar or webinars for your clients once a quarter. They dial a number that you send them in advance and you can then present a one hour teleseminar from the comfort of your office and they can phone in from anywhere. You can even have a Q & A session at the end of the seminar, once again adding value. Your clients can choose whether to partake or not.

Free International Telephoning - If you are using broadband, you can download www.skype.com which will allow you to telephone anyone else with broadband anywhere in the world for FREE (I love that word). You can also have a conference call with three other people. I recently conducted a conference call for two hours from my office in London with CEOs in Dubai, Indonesia and Hong Kong, all for free. Calls can also be recorded. Even better, if you both have a webcam you can also see each other.

Resources - Take a look at my resources page with free downloads, videos and Ebooks that demonstrate some of the concepts that I have covered in the article at http://www.motivational-speaker.co.uk/resources/

Frank Furness CSP CFP is an International Speaker and Trainer specialising in Sales & Technology. To book Frank for your next conference or training, find out more about his sales and technology seminars or to sign up for his free newsletter, please email frank@frankfurness.com or phone 44 (0) 1923 248200, Skype frankfurness. www.frankfurness.com

Tuesday, July 04, 2006

Frank Furness - Quick Links...

Online Sales Secrets Revealed

NEW - 80 page Ebook on Google Adwords

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

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Internet Resources

Marketing Yourself Internationally

Choose your unique and specialty market. My market was initially the English speaking International Financial Services market. Over the years this has spread to include the IT and software market as well as any company in any country where people can understand English. Because of my delivery style, I have chosen not to work with translators (at this stage)

Marketing yourself – the key to success
· Identify clients you have spoken for in the past that have international offices. Get a referral to the decision maker in the overseas office. Email or send a letter and follow up with a phone call.
· Dial and Smile – Pick up the phone and cold call. When I started out, I identified companies and banks that have international offices and phoned the President. One of those calls resulted in a business relationship with a company that spends between $50k - $100k each year sponsoring me to speak to their clients around the world.
· Find five clients that will provide you with 50% of your work each year. I have five large international companies that each book me for between six and thirty talks each year. I also have two or three Companies that I am developing should any of the ‘big five’ drop out.
· Actively prospect when speaking abroad. When speaking overseas, I will scan the local papers, magazines and yellow pages for potential clients. I’ll then phone and establish who the decision makers are and endeavor to set up a meeting and sell my services. A lot of these Companies are open and receptive to meeting with you.
· Referrals – always ask for referrals. Apart from existing clients who I do repeat business with each year, I have over 200 potential clients that have been given to me as referrals. If you leave the client satisfied, they will always give you referrals – IF YOU ASK!
· Add on an extra day to meet with potential clients – Wherever I speak in the world, I add on an extra day to see potential clients and bureaus. I can normally fit in 5 appointments for the day and this always results in at least one extra booking. On a recent trip to Singapore I managed to give a keynote speech to a large Insurance Company and in the same day have five meetings with potential clients. One of these meetings was a cocktail party where I met with twenty of the most influential business leaders in Singapore.
This was only achieved because I had developed a center of influence in Singapore who had arranged the talk and all of the meetings. He is rewarded with a percentage of the fee, which makes it a win-win situation for everyone.
· Find the other offices – When speaking internationally, find out where the International client for whom you are speaking has other branches around the world. Find out who you should contact at the other offices to do the same talk. In January last year I spoke at a large software company in Dubai. The CEO from London was in Dubai at the time and heard me speak. After the talk he asked me to contact him to replicate the talk to their other international offices. They have offices in 33 countries.
· Network and socialize – Before going on an international talk, surf the net to see what social events are happening while you’re there. Then arrange an invitation, as you’ll always meet potential clients at these events
· Have fun and take a tour – If I visit a country for the first time, I’ll always take an extra few days to see the place. This normally includes a half-day bus tour. It’s amazing who you can meet on these tours. I’ve met and become friends with the Vice-President of one of the largest insurance companies in the USA and a grand old lady who turned out to be the wife of the owner of one of the UK’s biggest supermarket chains.
· Bureaus – find out who the bureaus are internationally and meet with them. When I spoke in South Africa two years ago, I met with the leading bureau. This resulted in bookings from this bureau to speak in Sun City, Mauritius for both Cape Town.
· Web site – Pay a company to generate hits to your site. By doing this I have just secured a talk with a USA bank from the Internet. This has also generated three other enquiries, one with an International Company who needs someone to speak in five different Countries for them.
· Always meet with the decision maker at the event. I was recently booked to speak in Scotland to a company who had just merged with a German telecommunications Company. After the talk we spent some time with the German CEO and now following up to present the same talk to the German counterparts.

At last, my new programme has been released: How to find new clients for speakers, trainers, coaches and consultants. It comprises 3 audio CDs, a DVD and a video CD with numerous videoclips on how to market yourself, website promotion, linking and article strategies and lots,lots more.
The normal investment is $120 & postage (&VAT for Europe). For the next 14 days only, you can invest in it for $80 & postage (VAT for Europe). I guarantee that there will be so many ideas to find new clients, that if you follow the programme your diary will be filled for months to come in your local market as well as internationally.
Order 'How to find new clients and business'

Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 42 countries. Based in London, Frank is the President of the Professional Speakers Association of Europe and the current chair of the International PEG.
His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 870 240 6505. www.frankfurness.com

Selling & Branding with Articles

by Frank Furness

The importance of articles in today’s websites and businesses are immeasurable. They dictate a lot in the success and the drive of traffic into your site. They create links back to your sites and build your credibility and branding. It has become a key element in making a site work and earns a profit. Anyone with a website must have the good sense to include articles in their site that will work for them and earn them the many benefits articles can give to their site.

Articles have been known to be the driving force in driving traffic to a website. Articles play a massive part in giving site high rankings in search result pages. The higher a site ranks the bigger slice of the traffic flow pie you gets. With a huge number in traffic flow, there are more profits and more potential for other income generating opportunities as well.

But, it is not just about stuffing your site with articles; they have certain requirements as well. These requirements must be met to obtain the maximum benefits an article will provide for your site. A well written article will catch the eyes and interest of your customers and keep them coming back for more. They would also be able to recommend your site to others.

Here are some tips to help you and assist you in making your articles. Below you will read about four things all articles must have to make it successful and helpful in making your site a profit earning and traffic overflowing site.

Headlines
Whenever you read a newspaper or magazine, the first thing that captures your attention is the headline. If it looks compelling, this will encourage you to read further. It is just as important with sales copy, brochures, websites and any other marketing materials that promote you or your business. I use a useful piece of software http://www.headlinecreator.co.uk/ that enables me to create 100 headlines by just completing four sentences. Take a look at it, I find it invaluable.

Keywords and Keyword Phrases.

An article must always be centred on the keywords and keyword phrases. As each website visitor goes to a site, there are those who are just merely browsing but actually looking for a specific information. When this happens, a searcher usually goes to a search engine and types in the keywords they are looking for (e.g. Motivational Speaker, Panasonic Sound System, Dell Computers, Etcetera). It could be anything they want.

The important thing is that you have an article that has the keywords that are related to your site. For example, if you maintain an auto parts site, you must be able to have articles about cars and their parts. There are many tools in the internet that provide service in helping people out in determining what keywords and keyword phrases are mostly sought out.

Keyword Density

Know that you have your keywords and keyword phrases, you must use them fully. An article must have good keyword density for a search engine to “feel” its presence. Articles should at least have ten to fifteen percent of keyword density in their content for search engines to rank a site high in their search results. Getting a high rank is what articles do best for a site.

Keyword density is the number of times a keyword or keyword phrase is used in an article. The number varies depending on the number of words used in an article. With a very high density, the essence of the article is lost and may turn off a reader as well as the search engines. A low number may be ignored by the search engines.

Good Article Content

. Articles must be able to entertain people as well as provide good information and help for their needs. Articles should be written well with correct spelling and good grammar. If you want people to trust you, make your work good and well thought out.

People respond well to figures, facts and statistics. Try to get great information and as many facts as you can. A good and well written article will boost your reputation as an expert in your chosen field or topic. As more people believe in you. They will be able to trust you and your products.

Linking Articles
If you are going to submit articles to Ezines and/or contribute your articles to newsletters and other sites, DON’T ever forget to include a link to your site. A little resource box with a brief description of your site and you should always be placed right after your articles that you have submitted. If people like your articles, they will most likely click on the link directing them to your site. Google also places a lot of importance to link popularity, and this is the easiest way to get links back to your site.

Submitting your article to article directories

You must submit your article to as many article directories as you can. I submitted 12 articles to one directory and to date they have been downloaded 1232 times. It can be a laborious task submitting to the various article directories. I use a great piece of software that makes the submission process quick and easy. Take a look at http://tinyurl.com/osv5h
This software allows you to submit one article at a time to 163 article directories and will save you a great amount of time and effort.

Article Resources
I use many resources to promote my articles and have put together a valuable software` package for my readers and subscribers. Take a look at http://tinyurl.com/rcx8q

Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 47 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales & Speaking Tips’ monthly newsletter, email frank@frankfurness.com or telephone+ 44 1923 248200. Take a look at my website at http://www.frankfurness.com

Monday, July 03, 2006

What I learned at the Magnificent Marketing Symposium

by Frank Furness

James Ziegler on success

Gather people
Define and prioritise your profit centres
Form strategic alliances
Hire the best people and pay them too much
Have a product or service that is saleable, scaleable and replicatable
Establish credibility
Embrace technology and embrace it into your business
Re-evaluate the effectiveness of your business continually
Stay in front of your customers
Make your website sell you or your services, it is not a brochure

Tom Antion on Internet Marketing Strategies

Develop multiple revenue sources from the internet, including:
Direct sales
Joint venture deals
Residual affiliate programmes
Ebay affiliates
Google adsense
Teleseminars
Mentoring/coaching retreats

Get logos developed at www.gotlogos.com

Ask your website developer ‘What plan do you have to work my keywords into my website’. If they can’t answer, find someone else.

Bill O’Hanlon on writing and getting published

Write about your passion
Blissed – what do you love
Pissed – What really pisses you off (his words)

Your book proposal should have the following:
Sales tool and calling card
Title page
Overview and intro to the book or project
Platform pages
Outline
Detailed chapter outline
Sample chapters
Competition – who are they and how are you better or different

Marketing and publicity outlets and plans
What is the problem you’re solving
What is your promise or benefit
How are you positioning yourself

Dave Larner – Website – Steps to internet success

The only place success comes before work is in the dictionary

Ingredients for a good website
Research – what is your competition doing
Definition
Design
Creation
Testing
Integration
Maintenance
Marketing

Objective
Who is your target audience
What is your niche
What do you want them to do
What type of site are you going to build
Vanity
Online brochure
Order taking site
Support site

Ingredients
Fast
Functional
Easy to navigate
Action Oriented

Graham van Dixhorn on writing
With your book think about:
Who are you
What makes you different to other writers
Why should they buy your book

Fill in the gaps – I am an expert in the field of_____. I show you how to ____ so that you can____

This book gives you____

Gayl Murphy on Media Tactics

The media is anyone or anything that can take your message and move it forward

When being interviewed
Have lots of colour and detail
There is no such thing as ‘Off the record’
Think bullet points
Connect your pitch to current headlines
Stay on topic, stay focused and be specific
Reporters love something that is current and something with Spin

James Malinchak on how to make $250,000 s year speaking to colleges

No audience will ever hear you until they know you
It’s not your IQ, it’s your ‘I do’
To have success you must have a desire to help otheres
Get yourself a mentor or coach

Colleges in the USA book speakers on topics including:
Leadership
Woman Issues
Diversity
Weight Loss
Careers
Sex Education
Motivation & Inspiration
Business/Sales/ Marketing/management
Current Events
Black History
Celebrity
Real Estate
Date rape and sexual assault

Hollywood Hails

I’ve just returned from speaking in Hollywood again at the Dottie Walters Magnificent Marketing Symposium. What an experience to share the stage with so many great speakers. It is the third time that I have spoken with Tom Antion who is an internet marketing genius. He lives in a 17 room house at Virginia Beach and runs a weekend training programme each month to teach six people how to become internet millionaires. They are collected at the airport in a limo; enjoy 6 star luxuries at Tom’s house and work incredibly hard to understand the strategies that Tom uses to make millions from the internet each year. Take a look at what you can expect.
Other great speakers included Gayl Murphy, the Hollywood correspondent who speaks on media tactics. She had to leave early on Sunday to do an interview with Robin Williams. James Malinchak shared the techniques he uses to generate a million in income each year speaking on the college circuit, Jill Lublin spoke on Guerrilla Publicity, her best selling book and Kathi Dunn shared ideas on Book cover design. She does the design work for top selling authors including Anthony Robbins and Deepak Chopra. These were just a few of the incredible speakers that spoke at the symposium. I have outlined some of the learning points as they may be relevant to you in your business..
Apart from presenting my session, I learned so much from the others and realised how little I really know. I read three books a week to try to keep up with what is happening in the business world and it astounds me at the number of people complaining about how tough business is, and yet don’t invest in themselves. They never read, listen to educational and motivational CDs or attend any courses. The most successful people I meet on my travels are those that are willing to learn and keep learning.
Remember what I said before, in your market what are you doing that is different and better than your competitors and why should they do business with you rather than the competition?
I have put together a very special software package for you with products that I use daily in my business. Take a look at http://tinyurl.com/rcx8q

HOW TO WIN COMPETITORS’ CUSTOMERS by FRANK FURNESS

1. Think long term
Don’t give up when you hear, “I’m satisfied.” Satisfaction may be temporary. Your prospect’s needs may change, or you may provide a good reason for switching.

2. Develop a relationship
Once you’ve mastered the relationship strategies, you will be able to determine quickly whether you can develop a rapport with a prospect, sale or no sale. By developing a friendship, you will be able to …

3. Study needs
Take your time, do research, and ask a lot of non-threatening questions so you can find out your prospect’s needs and how well they are being satisfied. The key is to find a need gap and offer a solution.

4. Sell yourself
Personal chemistry is important, but so is the knowledge that you are an enthusiastic, earnest, professional, ethical, caring expert who would be nothing but an asset to know and do business with. Come up with new ideas for your prospects. Show them that you are on their team, sale or no sale.

5. Add value
So many products and services are commodities that differentiation may be difficult. That is why you sell yourself. That is also why you have to differentiate your product with added value such as service and performance guarantees, superior services, and better delivery schedules – whatever it takes to be better.

6. Ask for a no-risk trial order
Many customers are loyal to their suppliers, but will grant you a trial order if you ask for it. Make it a no-risk proposition. Ensure your prospect’s satisfaction with some kind of guarantee, and bend over backwards to make sure the trial order makes a very positive impression.

7. Ask for a portion of their business
“Stealing” a competitor’s customer may not be an all-or-nothing deal. You may have to do it bit by bit, proving yourself slowly as you go along. Ask for a small percentage of the prospect’s business and you may find that percentage will grow.

8. Be persistent
Nothing succeeds more than persistence. All things being equal, the persistent salesperson will win the account every time. Keep in touch with prospects, think long term, be a consultant and ally, and you will plant drought-resistant seeds.

Take a look at Sales Success Strategies for SMEs and Small Business

Frank Furness CSP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 42 countries. Based in London, Frank is the President of the Professional Speakers Association of Europe and the current chair of the International PEG.
His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 870 240 6505. www.frankfurness.com

Monday, May 22, 2006

Viral Sales Video Tips - Archive

Networking

Click here to watch the video or link to http://www.news.frankfurness.com/salestips/networking/

Click here to download the clip, right click 'save target as' to save it to your hard drive and email it to friends and associates as an attachment or link to http://www.news.frankfurness.com/salestips/networking/Networking.wmv
__________

Elevator Speech

Click here to watch the video or link to http://www.news.frankfurness.com/salestips/elevator/

Click here to download the clip, right click 'save target as' to save it to your hard drive and email it to friends and associates as an attachment or link to http://tinyurl.com/h4upe
__________

Referrals

Click here to watch the video or link to http://www.news.frankfurness.com/salestips/referrals

Click here to download the clip, right click 'save target as' to save it to your hard drive and email it to friends and associates as an attachment or link to http://tinyurl.com/fnop3
__________

Centres of Influence

Click here to watch the video or link to http://www.news.frankfurness.com/salestips/coi/

Click here to download the clip, right click 'save target as' to save it to your hard drive and email it to friends and associates as an attachment or link to http://www.news.frankfurness.com/salestips/coi/coi.wmv
__________

Great ways to use these tips

Use them in your business
Use them in training
Put them in your PowerPoint presentations
Forward them to your friends and associates
Forward them to your Clients
__________

Other great Resources - Click here or link to http://www.news.frankfurness.com/resources

Create great Headlines or link to http://www.headlinecreator.co.uk/
__________

Sunday, May 14, 2006

Viral Sales Tips - Elevator Speech

Here it is, your viral sales tip, this week - the elevator speech.

Click here to watch the video or link to http://tinyurl.com/fnh3x

Click here to download the tip -or link to http://tinyurl.com/h4upe - feel free to send it to all your friends and associates.

To download right click 'save as' in media player.

Speakers Bootcamp - the next Speakers Bootcamp in London is on the 3/4 June and there are two places left, so book now. Click here to download the EBrochure and book. For bootcamps in Asia, Australia, South Africa and the USA, please email me for details.

Previous Sales tips

Centres of Influence or link to http://tinyurl.com/ghsq3

Referrals or link to http://tinyurl.com/jxxqd

Resources

or link to http://www.news.frankfurness.com/resources

Tuesday, May 09, 2006

Viral Video Sales Tips - Referrals

Here it is, your viral sales tip, this week - referrals.
Click here to watch the video
Click here to download the tip - feel free to send it to all your friends and associates (what do you think of my hat?). To download right click and - save as - to save the tip to your computer
Previous Sales tips Centres of Influence
Resources

Frank Speaking Live

Saturday, December 30, 2006

Friday, December 29, 2006

Thursday, December 28, 2006

Monday, September 25, 2006

Monday, August 14, 2006

Tuesday, July 04, 2006

Monday, July 03, 2006

Monday, May 22, 2006

Sunday, May 14, 2006

Tuesday, May 09, 2006

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