How to make Money with Teleseminars by Frank Furness

Frank Furness & Alex Mandossian

I always tell my audiences and clients to have a 10 touch plan for all their clients. How can you touch them at least ten times a year:
• Face to face meetings
• Telephone calls
• Conferences and seminars
• Emails
• Newsletters
• Webinars
• Teleseminars

Teleseminars are a great way to keep in touch with clients and potential clients. They build great relationships and as we know, business is about people and relationships. So, what are teleseminars and how do they work?

Teleseminars are a great way to promote your products, services, or to educate your clients and customers about a specific topic. It is one of the fastest, easiest and most economical ways to increase your sales and establish your credibility in your subject area.

The way it works, is that everyone calls into a bridge line. The bridge line allows everyone to hear everyone else, like 3-way calling, only with larger numbers. Most conferencing services have it set up where you, as the moderator have control over muting the call or not. If the call is muted, then only the moderator can speak, if the call isn't muted, then anyone can speak.

Teleseminars can last from 30 minutes to 3 hours. You can also record the call and have it available as a podcast download, sell the recording on a CD or even have the call transcribed and produce it as a book that you can give away or sell.

Teleseminars should have great content and benefits for the listeners and allow them to ask questions and give feedback.
The advantages of teleseminars are:
• No travel for you or your participants, you can do it from home or the office – no parking or travelling hassles
• If someone can’t make the call, they can always listen to it again or buy the CD
• It is a great way to run a seminar remotely to promote or launch new products, provide information, get feedback, run remote sales or marketing meetings and numerous other applications.
• Free seminars are a great way to build your database or get potential clients interested in your products or services. They will see you as the experts in your field and business will follow.
• You can sell products or services and have special promotions or links for those that have taken part in the teleseminar.
• You can interview or collaborate with other experts in your field. I have run teleseminars together with my friend and technology guru Terry Brock while I was sitting at home in London and Terry was in Orlando. I have done the same with a Hollywood media correspondent in LA and my audience included participants from 23 countries. I have even done a teleseminar with Gihan Perera who was in Australia and we had to work the timings carefully with the time differences.

These are the practicalities of how to run a teleseminar:
1. Determine your subject and target audience. What is the level of education of your audience and what are the problems that the teleseminar will solve for them.
2. Determine if you are going to charge for this teleseminar or if it will be free. Typically, if this teleseminar is free, you are going to want to promote your products or services or do an upsell to a seminar or promotion. If the teleseminar is a paid teleseminar, concentrate more on the content rather than the product promotion, your clients are paying for the information you are giving them.
3. Research your content for your teleseminar. – You should do some research before the teleseminar to find out what your audience is expecting or what some of their problems are.
4. Work out the timing of the call. Ensure you cover all the points or answer all the questions within the time frame of the call. I normally have it plotted out on my laptop as paper can get lost or make a lot of noise during the call.
5. Get the right equipment. I like to use a headset which leaves my hands free and I can also stand or move around more freely.
6. Record the teleseminar and perhaps create a transcript. I record the call on a digital recorder as well as get the company organising the lines to record it as well.
7. Before the teleseminar starts, do a roll call of the main speakers, or if applicable, of the attendees on the call.
8. Start and finish your teleconference on time. Many of your audience will have set the time aside and get frustrated and ring off if they have to wait for the seminar to start.
9. Open the call by sharing with your audience your expertise in the subject - Give a little bit about your background and what they will get from the seminar.
10. Take a break. Take a break about every 30 minutes or so. Have people stand up and shake their hands and arms to get the blood moving again.
11. Question Time – I like to keep 10 minutes at the end of the call for questions and try not to take any before that. This is something you must convey at the beginning of the call.
12. At the end of the teleseminar, summarize the information and introduce your product or service that you are promoting. You should create a special page or website for this promotion.
13. Get testimonials. Offer a free product or eBook to anyone giving you a testimonial. I like to record those as well and put them on my website.

Take a look at my interview with Teleseminar Guru Alex Mandossian at http://www.frankfurnessresources.com/alex




For resources take a look at http://www.frankfurness.com/ and http://www.frankfurnessresources.com/

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/

'Exhibition Success Secrets' with Susan Friedman

I would like to invite you to attend a very special event we are sponsoring later this month. 'Exhibition Success Secrets' is a one-day seminar which will give delegates a detailed understanding of the requirements for planning and executing a successful exhibition stand. It will include 'secret tactics' being used by top exhibitors to attract hordes of enthusiastic visitors like a magnet along with techniques that the 'pros' use to convert them into valuable customers. The event will be practical with both teaching and workbook based activity. The speakers are both experts in their respective fields with many years experience promoting exhibition stands for clients around the world. One of them is our marketing consultant, Richard Haywood.
This is a unique event and will suit anybody who is involved in planning, running or managing exhibition stands - whether new or experienced. There are currently two dates - 23rd October in Central London and 25th October in Stansted and places are limited. The charge is a very reasonable £129 + VAT per delegate which covers the venue and speaker costs and also includes lunch and a number of valuable resources and bonus courses.
Full details of the event and booking information can be found at the event website www.effectiveexhibitions.com Book with the following BONUS CODE to receive priority VIP places: FHFThis is going to be a very informative day so don’t delay, register today!

How to Succeed in Business – Walking with Tigers

This book will be released on the 29th September and the author Frank Furness needs your help to get him to number one on Amazon UK. To do this he is offering a bonus package of over $500 in Ebooks with resale rights for anyone buying the book on that day and emailing the receipt.
Frank has put together a great bonus for anyone buying the book on the 29th September and emailing him the Amazon receipt to receipt@walkingwithtigers.com

When he receives the receipt, he will email you a link to download over $500 worth of great EBooks and software...even better, you get the resale rights for most of these products so that you can sell them yourself and make money.

Here are the links – Amazon - http://tinyurl.com/2novuw

Take a look at the book and comments – http://www.frankfurnessresources.com/tigers/tigers.html

Take a look at the bonus package - http://www.frankfurnessresources.com/tigers/

Please don’t buy it before the date as the bonus package will only work with purchases and receipts on the 29th September. Please forward this email to all your friends and associates so that they can also take advantage of this great offer.

Here is an excerpt from the book:

Have fun
Tigers are excellent company. I love being around them. They’re always enthusiastic, passionate, exciting and creative. They love what they do, have boundless energy and capacity for hard work but also play just as hard as they work.

When I ran a sales course for a company in Hong Kong last year, their top salesman came in looking a bit worse for the wear. He apologised and explained to me that he’d been out until four that morning with one of his clients. It later emerged that this client was a fortune five hundred company that had thrown a party for a thousand of their staff and close business associates. The entertainment for the evening was Tom Jones who’d been flown in from Las Vegas. It dawned on me that the top sales people, these tigers, often socialise in circles far different to the norm.

Keys to Succeeding in Business – Walking with Tigers

This book will be released on the 29th September and the author Frank Furness needs your help to get him to number one on Amazon UK. To do this he is offering a bonus package of over $500 in Ebooks with resale rights for anyone buying the book on that day and emailing the receipt.
Frank has put together a great bonus for anyone buying the book on the 29th September and emailing him the Amazon receipt to receipt@walkingwithtigers.com

When he receives the receipt, he will email you a link to download over $500 worth of great EBooks and software...even better, you get the resale rights for most of these products so that you can sell them yourself and make money.

Here are the links – Amazon - http://tinyurl.com/2novuw

Take a look at the book and comments – http://www.frankfurnessresources.com/tigers/tigers.html

Take a look at the bonus package - http://www.frankfurnessresources.com/tigers/

Please don’t buy it before the date as the bonus package will only work with purchases and receipts on the 29th September. Please forward this email to all your friends and associates so that they can also take advantage of this great offer.

Here is an excerpt from the book:

Make time and take time
Perhaps this point won’t be too popular with those who employ tigers but it is essential to take sufficient holidays. Nobody has the capacity to work hard all of the time and if that’s what you rely on to get you to the top you will burn out at some stage. Colds, fatigue and stress are all symptoms of a scorched earth policy in business. It’s no way to keep a grip on the upper echelons of performance.

A top achiever I know in South Africa takes every eleventh week off. At the beginning of each year he takes his planner and draws a line through that week to ensure he is off diary. This is when he goes on holiday, spends time with his family, unwinds and recharges. He does this regardless of conventions or business meetings. The habit has become like a religion for him. And for the last 20 years he has become one of the top producers not only in his company but also in the insurance industry.

Of course, high level executives ensure they are ready for any task ahead. Perhaps it goes without saying that they are organized at work with the necessary training and information under their belts and plenty of preparation goes into each day so they can perform at their best, as previous points in this book have already shown.

But they put just as much effort into their domestic duties. Tigers have their holidays booked, go to their children’s concerts or sports matches, attend family functions and also devote time to playing sport, supporting charities and being at community events.

The devil is in the detail and it’s an area our tigers stay ahead of the game. Consider your life at the moment. If there are any areas that demand more organization start putting together a plan of action.

Ask yourself some challenging questions. How much quality time do you spend with your family? How effective is your exercise routine? Have you stopped doing any of the recreations or pastimes that you once enjoyed? What can you do right now to lead a more balanced life?

Walking with Tigers – Secrets of the World’s Top Business Leaders

This book will be released on the 29th September and the author Frank Furness needs your help to get him to number one on Amazon UK. To do this he is offering a bonus package of over $500 in Ebooks with resale rights for anyone buying the book on that day and emailing the receipt.
Frank has put together a great bonus for anyone buying the book on the 29th September and emailing him the Amazon receipt to receipt@walkingwithtigers.com

When he receives the receipt, he will email you a link to download over $500 worth of great EBooks and software...even better, you get the resale rights for most of these products so that you can sell them yourself and make money.

Here are the links – Amazon - http://tinyurl.com/2novuw

Take a look at the book and comments – http://www.frankfurnessresources.com/tigers/tigers.html

Take a look at the bonus package - http://www.frankfurnessresources.com/tigers/

Please don’t buy it before the date as the bonus package will only work with purchases and receipts on the 29th September. Please forward this email to all your friends and associates so that they can also take advantage of this great offer.

Here is an excerpt from the book:

Success in All Shapes and Sizes
Creative thinking isn’t just the preserve of the rich either. When I was visiting the harbourside monument, the Gateway to India, I encountered two girls, aged about five and eight, who asked me where I came from. When I said England they replied: ‘Buckingham Palace, Manchester United.’ Although I doubt they could read or write they then gave me an astonishing tour with dates, names and descriptions. At the end I pulled out ten rupees as a tip but they stopped me. ‘Please don’t give us any money,’ they cried. ‘Our papa, he drinks.’ Instead, they beckoned me down a side road towards a street vendor who gave them each a tin of milk powder. As they ran into the distance he asked me for 600 rupees. Speechlessly I handed over the cash and made my way back to the hotel.

When I got there I explained what had happened to the manager – who threw back his head and laughed. These were professional beggars, he explained, who would quickly return the milk powder and receive 50 rupees each from the vendor. They knew they could improve substantially on the tip I had planned with a bit of creative thinking. I had to admit that I admired their basic business skills. They found a prospect, developed a rapport with me, used their knowledge, worked with their initiative and kept a positive mental attitude when they must have been subject to rejection many times a day.

Sales Ideas - How to win your 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 backward 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.

For more articles, please take a look at my website http://www.frankfurness.com/ and please download complimentary eBooks and software at http://www.frankfurnessresources.com


Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. 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 and for resources take a look at http://www.frankfurness.com/ and http://www.frankfurnessresources.com/
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

Product Review - Super Affiliate Handbook

I love internet marketing and making money while I sleep. One of the best books I have ever bought that taught me what to do was the Super Affiliate Handbook by Rosaling Gardner.
Read the amazing true story of how one woman, with no previous business experience, earned $436,797 in 2002 and now earns MUCH MORE than that ... just by selling other people's stuff online!
In her down-to-earth, sincere and often humorous style, Rosalind Gardner guides you through the entire process of building an affiliate marketing business on the 'Net.
Frequently revised and updated to reflect industry changes, the Super Affiliate Handbook now consists of 235 pages and 116 screenshots words that will show you step-by-step how to become a Super Affiliate
You'll learn how to install a blog, pick the most lucrative programs, negotiate a commission raise and save time, money and effort on everything from affiliate software to web hosting.
To read a full review, click here.
To learn exactly how she does it, CLICK HERE!

Overcoming Objections and Closing Sales

Here are some tips on overcoming objections
Say to them ‘let’s talk about that’ & get them talking about their reason for objecting
If you hear a price resistance, ask ‘Is this a money or value question’
Question the Objections
‘Let’s discuss that’
‘That’s interesting, would you mind expanding’
‘Tell me more’
Lead-ins for answering objections
“You've raised an excellent point there…..”
“I see what you mean….”
“What you say is correct…..”
“I can appreciate your concern…..”
Ask for a trial order
Would you like to try us on a smaller trial basis. This way you can sample our quality and service
The Close or Future Commitment Plan
Shall we commit to 50…………..
Will that be okay with you
Should we proceed on the upgraded order
Moving Forward
Pete, you seem to be in agreement, how do you suggest we move forward
Mary, what can we do to speed up the process
Amy, this sounds just like what you’re looking for, are you ready to proceed

Here are this issues three closing scripts
The Similar Situation Close – Here you would relate a situation similar to your prospective client and let them realise that they could have similar consequences. It would sound something like this ‘You know, about a month ago, I had a client facing a decision similar to the one you’re considering today. He went ahead with our comprehensive medical plan and had a need to use it just last week. The situation was unfortunate; however, his burden would have been doubled had he not gone ahead with the insurance.’
The Cost of Delay Close – This is a close where you highlight the additional costs that the client could occur if they delayed the purchase. Examples are “As you know, houses in the area have increased in value by 30% in the last year, the longer you wait to purchase, the more it will cost you” or “Interest rates are increasing by 1% next month and this could add a lot to the loan in the long term. Let’s get the paperwork completed today and have the rate fixed at the lower amount”.
The Secondary Question Close – This is where you ask a minor question that would have them commit to closing the purchase. If you were selling life insurance it would be “Who would you like to nominate as the beneficiary”. If you were selling appliances it would be “Would you like to take the extended warranty?” If they commit to the minor close, assume that they are in agreement and complete the paperwork.


Right now I am an International motivational speaker specialising in sales and technology, but where I learned my selling skills was in financial services where I qualified amongst the top half percent of salespeople in the world at the Million Dollar Round Table ‘Top of the Table’ level.

I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (http://www.frankfurnessresources.com/financialadvisor)

For more articles, please take a look at my website http://www.frankfurness.com/ and please download complimentary eBooks and software at http://www.frankfurnessresources.com/



Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and technology. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. He is the author of ‘Walking with Tigers - Success Secrets of Exceptional Achievers’ which is available from http://www.amazon.co.uk/
For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com/

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

Walking with Tigers - Book Release

It has taken years to happen, but finally my book is being released around the world with the launch date of 29th September. Last November I was approached by the UK's largest independent publisher to write a book called 'Walking with Tigers' which has been my main keynote speech for the last number of years. With a lot of sweat and help (thanks Karen) I managed to complete it by the deadline.
The book is called - Walking with Tigers, Success Secrets from the World's Top Business Leaders. It is all about the great achievers I have met and worked with over the years and filled with great stories, information and ideas to grow your business and yourself.
One of my aims is to get the book to number one on Amazon when it launches and this is where I need your help. If you purchase the book on the launch date and email me the Amazon receipt, I will direct you to a download site with over $500 worth of software and Ebooks.
Click here for a short excerpt from the book

Technology Tools to make More Money and Increase Sales

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. In each issue we will be exploring technology tools and tips for productivity.

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 9 Professional) I can put on my headset, speak at a normal pace and it will type automatically into Microsoft word at about 95% accuracy. The secret with voice recognition is that you need to take time to train the software to your accent and jargon. You can even use it to answer your email. You can also link your digital recorder to 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 prospecting)

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/


Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. 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 and for resources take a look at http://www.frankfurness.com/ and http://www.frankfurnessresources.com/
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

News and Views from Frank Furness

It is ages since my last written newsletter. I have been on the road constantly with trips in the last 3 months to Asia, Dubai, South Africa, USA and for a sorely needed vacation to Spain.

It has its drawbacks and advantages, every time I return it is like a honeymoon, but I get worried when my son calls me uncle and my dog bites me.

Asia was as wonderful as ever and in Manilla I presented to Young Entrepreneurs organisation which is one of my favourite, dynamic groups worldwide. One of the members owns the second largest TV station and numerous magazines. We were all invited to the 'Maxim top 100 models' party and I really had to force myself to go along. When I tried to convince my wife Candice that it was all in the goodwill of developing relationships, she just didn't seem to buy it. I can never understand women!

Malaysia was as wonderful as ever. I don't know what it is about the country that I love so much, the food, the atmosphere - really it is the people. They are the most wonderful people on earth, friendly and warm and hospitable.

I ran my 'Speakers Bootcamp' in Kuala Lumpur and Johannesburg and once again was blown away by the people attending. Delegates included the famous adventurer Zuraina Dato' Zaharin, TV programme 'Survivor' winner Vanessa and Ricky de Agrela who is the first person to fly around the world in a microlight. I have just finished reading his book Freedom Flight which makes fascinating reading. It makes us realise we have one life to live, so let's make the best of it and do the things we always wanted to do before it's too late.

Life has its wonderful twists and turns. I lost contact with my cousins on my mother's side 25 years ago which was a great pity as we were very close. Three months ago, I received an email out of the blue from my cousin Nicola in Cape Town who had traced me through the internet. This was incredible and after so long it was as if no time had passed at all. She told me that her brother Harry was now living in Singapore and sister Debbie in California. The timing couldn't be better, I was leaving the following week for Asia so met up with Harry and his fiancé Eve in Singapore and a month later had a trip to California and could spend the weekend with Debbie, Ron and the boys. I love it when a plan comes together.

When I returned from my trip to South Africa, I brought my mom with for a three month vacation with us. When she arrived I had a new laptop and multitude of other gadgets for her and she amazed me (not really, she is fantastic) at how quickly she picked up everything to do with the latest technology. Right now she is submitting my articles to the directories and my videos to all the online video sites. Okay, you may be thinking this is cheap labour, but where else is she going to get hugs and kisses every day at work from some good looking guy. (That would be my son who is home on vacation from his law studies).

Something new I will be adding to the newsletters and video tips is a product review. As many of you know, I love Internet marketing and now have 52 websites producing income. My aim is to get this up to a couple of hundred and then sit back in the sun at our place in Spain and watch the money roll in. I want to tell you, it takes a lot of hard work and dedication in the begining. I spend a fortune on tools, software and affiliate programmes. Some work and some are aload of rubbish, so I will review those that work and are making me money (there'e that word again).

When I was in San Diego I was fortunate enough to be speaking in a session with some of the world's top internet marketers including Alex Mandossian, Mike Stewart and Tom Antion. After the session I conducted video interviews with some of them to share with you and in this newsletter take a look at what Mike Stewart, the Internet video and audio guy has to say.

Take a look at the special feature on Rosalind Gardner who makes a fortune with affiliate programmes. I bought her Ebook and it is the one book I refer to all the time.
Please order my book when it is released and email me the receipt for the link to $500 worth of software.

Also, take a look at my Wealth Creation Masterclass in October. Places are limited to 25 and will be run in beautiful Oxford

Pre order your copy of 'Walking with Tigers'

Selling to Detailed Focused Buyers

In the last issue we looked at Security focused buyers. Now we will see what motivates the Detailed based buyers and how we can recognise and adapt to get the best results when selling to them.

Detail Focused Buyers

Think of engineers, accountants, computer analyists and any detail focused professions and you will normally be dealing with an analytical or detail focused buyer. You can't sell to these people in the usual way. They will analyze, research and buy only when they feel they have explored every possibility. Dealing with this type of buyer, realise that they like to buy from specialists, so ensure that you know what you're talking about and have as much relevant data with you as possible.

This is the total opposite of my style, yet when we moved to London, my biggest client base was dentists and computer analysts. As I know their buying patterns, I was very successful and they referred me to many others in their profession who saw me as a specialist. I would always give them an abundance of data and a few different options as well as sufficient time for analysis.

Then I simply asked which option they felt was the right one and the business would follow.
Impress them by: Thoroughness
Ask questions that: Are detailed
Support their: Thoughts
Demonstrate your: Detailed knowledge
Make benefits: Provable
Show commitment by: Being systematic
Be impressed by their: Their status
Best close: Detailed summary

What this is really illustrating, is that you must be like a chameleon when selling. Very quickly recognise what type of buyer you are selling to and change your selling style to suit the way they buy, not the way you sell. For instance, let's say you are an over the top enthusiast, you will need to tone down and have a lot more facts and information than you would normally feel comfortable with if you are dealing with a detail focused buyer. Remember, people like to do business with people similar to themselves who they like, trust and feel comfortable with.

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/

Free Resources – http://www.frankfurnessresources.com
Free Ebooks and software – http://www.frankfurnessresources.com/freebies
Goal Setting Programme – http://www.frankfurnessresources.com/goals
Sign up for the free newsletter - http://www.frankfurnessresources.com/newsletter
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm


Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 48 countries. 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) 1923 248200. http://www.frankfurness.com

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/

Excerpt from the new Book ‘Walking with Tigers’ – Success Secrets from the World’s Top Business Leaders by Frank Furness.

Focus of a Tiger: Dave Willis

After change comes focus, the quality that will clinch success. And for many focus must act like armour plating to help achieve those dearest ambitions. Whenever you take risks be prepared to be criticised by your friends and family. But be prepared to take those risks and stay focused. The worst thing that could happen is that you don’t get where you hope to be. The best thing that could happen is that you get there, in spite of everything.

This is another one from a company that I have been working with for some time, hugely successful and the man who leads them is a dreamer and an achiever. This is what he says; “I’m fully focused on the task at hand and do not have more than one major objective at a time. When focused on an objective, I will not likely consider or investigate any other opportunities that may take my focus off my main objective”. Like all tigers he has a dream and he goes for it!

There are a number of companies and tigers that have made their special mark on me, but one that really stands out. I spoke for a CEO group a few years back and in the audience was Ann Willis who was the Managing Director. She invited me to speak at their conferences in Europe, America and Asia and that was where I met her father Dave. He founded the Whitford Worldwide company, makers of fluoropolymer coating used on cookware and in industry, and, at the age of seventy one, he is still the top salesman, CEO and one of the most energetic and fully focussed people I have met. This is his story.

‘Shortly before Christmas in 1968 I was fired as a sales manager. I was 28 years old, had four children, a big house and not much money. I was determined never to be in that vulnerable position again. The company accountant had been fired the same day and the only option as we saw it was to start our own business where we could control our own destiny. We might fail, but it would be on our terms, not someone else's.’

‘The oil industry, centred in Houston, needed the product to coat studs and nuts for flanges, pipe lines, pumps, valves, offshore and down hole equipment. We called on the stud and nut producers and then made joint calls with them on the end users. In a relatively short period we were specified by nearly every Gulf Coast oil and chemical facility.

It took some time to build a strong senior management team. Not everyone wants to take a chance on what is by any measure a small company. It takes time to convince people of the credibility of a company as small yet as diverse as Whitford. We have our own people in 14 countries, we manufacture in seven of those.

In building the team, we have also concentrated on the technical side of our business. Over the past 7 years we have added many technical skills in the form of about 15 PhD's with very diverse educational backgrounds. Along with the people we have added superb analytical capabilities particularly suited for our markets.

What has resulted so far is a group of people who get along well, actually have become friends. This group works hard and plays hard. Long days coupled with an occasional long night. The result is the ability to talk out difficult problems on a non- personal basis.

‘I hear about Business Plans, Exit Strategies, Burn Ratios and many other of today’s ‘sophisticated’ business buzz words. We had none of these then, we have only a smattering now. We do not and did not "fly by the seat of our pants." We concentrate on the opportunities at hand; try to make the most of them by converting them to sales and profits as quickly as we can. We have become slower at this as we have grown.

‘We do not do sales budgets. A sales budget is simply the end point of an argument between the budgetee and the budgeter. How low can I get away with vs. how tough am I going to insist on what I think they can do? We make all comparisons vs. the previous two years. We chose two years because if we have had a tough year, the following year's comparisons can look like more progress than really occurred.’

Going forward I fear for our ability to find people willing to take some risks, make some mistakes and get on with it. I see a real reluctance to take risks in the younger generation that we count on to carry the business forward. That may be the attitude of anyone my age, but I don't think so. Every decision seems to be based on what is the least risk path? This, in my mind, is seldom the least risk and may well be (cumulatively) the most risk.
What they are saying:
I think all people who want to become ‘Tigers’ could learn so much from Frank and the light-hearted yet in-depth thinking he has put into this book.
Raymond Ackerman, founder of Pick ‘n Pay Stores, South Africa

A must read for anyone who wants to find their own path to success
Mike Southon, co-author of the Beermat Entrepreneur and other business books

Frank Furness is one of the finest speakers you can find to entertain and teach your staff how to produce better results.
Thomas Power, CEO Ecademy

Dress for Success, Secure more Sales

In sales, you don’t get a second chance to make a first impression. People buy trust, they buy honesty and credibility, so you have to dress appropriately (I always try to dress a smart, remember, you can always dress down by taking off a tie or jacket).

When I first started selling many years ago, I had been a musician before. I entered the profession thinking that I was quite a snappy dresser. I used to wear pale blue suits, colored shirts and expressive ties and I was successful, but I was successful only with young people, I never reached first base with professionals, why, because I didn’t look the part.

A fortunate thing happened to me, after about a year in the business, a new manager was appointed as my boss and he came over from England. He took one look at me and told me to ‘get rid of the clown outfits’ and made me change my dress to dark suits, white shirts, lace up black shoes and conservative ties and that’s what I have worn ever since. Those changes moved my market, tripled my average sale and made me successful in the professional and executive market.
It’s the big things that count and the small things that make the massive difference. Think about things that we take for granted, dirty nails, bad breath, scuffed shoes, chewed up ballpoint pen and many other small things can turn off a potential client before you even start to sell.
If you go out and you have a beer with a client at lunchtime, before you go into the next client, get some mints or breath freshener because the first thing that the new prospect smells is beer on your breath and remember in the first thirty seconds they are going to make a decision, do they think you’re credible and someone they want to do business with. So dress for success, make sure your briefcase is the best briefcase you can afford. If you can’t afford a gold pen, get a gold plated pen, fake it until you make it, but look professional.

Remember to smile. You know if you smile, they’re going to smile back at you. Look into their eyes and greet them with a good handshake. Ensure that your body language is always open. People like to do business with people similar to themselves, so with the handshake give as much pressure as you’re getting from the other person. If they speak softly, so do you, if the speak quickly, so do you. Can you imagine if you naturally speak loudly all the time and meet someone who is quietly spoken, he is going to think you are not his type of person if you are loud, overbearing and brash? People like to do business with people similar to themselves. This is called NeuroLinguisticProgramming and in my 6 CD audio series called ‘NLP for Sales’ I cover this comprehensively.

Next, you have to reduce tension levels and develop commonality. For me the easiest way of doing this is to get people to speak about themselves. For many years now, I’ve used a method called ‘past, present and future’. Starting with his past, I might say “this is amazing, you’ve got this great position with this huge company, how did you get started?” Now nobody’s asked him that question for years and he is really proud of his progress with the company, so he will spend some time telling me about this. The next question would be about the present situation. “So tell me about your position at the moment, how are things going, how many offices do you have?” This is the time to just keep quiet and listen. The next question is about the future and with this question you’ll learn a lot about you client and his aspirations, ambitions and goals for the future. “Where do you see yourself in five or ten years time or at retirement?” and you just keep quiet. Now he’s going to tell you about his dreams and his aspirations and if you are smart, you will pick up many buying signals. These are the emotions, these are the reasons that they’re going to buy from you, so remember to use past, present and future.

Right now I am an International motivational speaker specialising in sales and technology, but where I learned my selling was in financial services where I qualified amongst the top half percent of salespeople in the world at the Million Dollar Round Table ‘Top of the Table’ level.

I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (http://www.frankfurnessresources.com/financialadvisor)

For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com



Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and technology. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. He is the author of ‘Walking with Tigers - Success Secrets of Exceptional Achievers’ which is available from http://www.amazon.co.uk
For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com

NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

The Professional Sales Introduction

Let me tell you a story. Many years ago, a large tobacco company's advertising account was up for grabs and every big advertising company was after this account. There was a small advertising company owned by a fellow called Ben Duffy and he was also trying to secure this account. He was up against big competition; some of the largest companies in the Industry and it would be a coup to land such a large client. Ben Duffy thought to himself 'how am I going to get this account, I'm just a small unknown player with a small company, there's no chance.' He thought, 'let me put myself in the position of this chap that I am going to see. Let me think about some of the questions, some of the things that might be on the prospective client's mind'. He wrote out a list of fifty questions, and then narrowed those down to about ten. When he met with the client, he said 'in preparing for today's meeting, I put myself in your position and thought there may be some things you'd want to know about me, my company, what's in it for you, what's in it for me and as such I've prepared a list of ten questions. Well the chap from the Tobacco Company replied, 'well, I've got ten questions myself'. They swapped lists, six of the questions were the same and he secured the account.

For years and years now, I've been using exactly the same method, using the ‘Ben Duffy’. I would go and meet with a client for the first time, we'd go through past, present, future to establish rapport and then use the 'Ben Duffy'. I'd say to the client, 'you know Joe, in preparing for today's meeting, I put myself in your position and thought there may be some questions on your mind, things like ‘Who is Frank Furness, who is XYZ Financial Services, how long have they been around, what's in it for me, what's in it for you? Are these some of the questions on your mind?' You then nod your head and he'll nod back again (I love the doggy nod) because these are some of the questions that are on their mind. An important thing is to learn this script verbatim. It's got to form a natural part of your conversation. This is the script: 'In preparing for today's meeting, I put myself in your position and I thought you might want to know, who is (your name), who is XYZ Financial Services, what's in it for me, what's in it for you? Are those some of the questions on your mind?' Write that down and learn it verbatim.

They normally reply ’yes sure, these are some of the things on my mind'. Now and now is the only time you will speak about yourself. And this is a brag session, this is where you're selling yourself, you're selling your credibility. So if you've got a degree, if you've been in the business for ten years, whatever you have done well, this is where you sell yourself.

I would say, 'I'm Frank Furness, I've been in the business for twenty years now, I'm a Certified Financial Planner'... or you may say, 'hi I'm Henry Smith, I've been in the business for some time now, I'm working for one of the best companies, I've been through incredible training courses. Prior to this I was a banker and I have my B.Comm degree... '

This and this is the only time that you sell yourself and the best time to sell yourself well is now.

Most companies give people a script that's pages and pages long. I don't know how they expect people to actually learn their scripts verbatim. So sell yourself first: then you would go into the company's script. This is where you sell your Company, how long they have been around, various offices etc. Now, depending on your company script, you would carry on with the Ben Duffy. Your prospect wants to know that he's dealing with a good company that has been well established, that has been around for a long time. I'd then say to him, 'if you're also wondering what's in it for you, what's in it for me; well what's in it for you is simply that I just want to take a snapshot of where you are now, and where you want to be in the future and really just help you get there. What's in it for me; if you like the way I conduct business, I'd like you to place the business with me and for that I get paid a fee. I also want to establish a long-term business relationship. Our income is derived from brokerage fees paid to us by the financial institutions. All that I would ask of you is, should you be satisfied with our recommendations, that you place the business with us. Secondly, whether or not we do business together, should you find us to be professional and ethical; we would like you to refer us to other professionals such as yourself.'

I used all of the methods explained above and these are also detailed in my comprehensive 15 CD/DVD resource Sales Strategies for Financial Advisors (http://www.frankfurnessresources.com/financialadvisor)

For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com





Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. 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 and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

Speaking in Hong Kong

Welcome to Hong Kong. How many of us can remember the old airport with the runway in the sea and the greatest challenge for every airline pilot. All that has changed now and Hong Kong airport is amongst the most modern in the world. A short train ride on a clean modern express takes you into either Kowloon or the Island of Hong Kong.

It is a country of fascination, history, and wonderful foods and of course the best shopping in the world. The main business district is on the Island of Hong Kong in the “central” district. It is easy to get around as the MTR underground is fabulous, clean, efficient and always on time. I normally buy an “octopus” ticket for HK$150 (approx US$20) and this can be used for a week. The hotels are first class as are the restaurants but be prepared, Hong Kong is an expensive city. Taxis are efficient but get your hotel to write out the address, as many taxi drivers don’t understand English. Most speaking venues are in the hotels or at the World Trade Centre and are super efficient. Do your homework before you go. I made some unforgivable blunders in the beginning. The first time I went to Hong Kong, I spoke to a group of approximately 100 Chinese business people. After the talk, many came to meet me and handed their cards to me, which I put into my pocket. I was politely told that I had insulted everyone and was then shown the correct behaviour. The card is handed over and accepted with both hands. You should read it, show appreciation by feeling it and making some gesture and then put it away in your pocket. Always carry a supply of business cards as the culture dictates the swapping of cards immediately.

As I travel to Hong Kong about 4 to 6 times a year, I bought some books on Chinese etiquette, which has assisted me tremendously. The Chinese can appear almost shy to start with, but they enjoy entertainment as much as anyone else. Your talk must contain many educational points, as this is a priority. The people are serious, professional and the hardest working nation I have come across. Never be late for an appointment.

Always expect the unexpected. On a recent trip I spoke to the sales force of a Chinese client that I had worked with twice before. They had moved into new offices where I would be speaking. They have a sales force of around a hundred people and I was expecting to speak in an auditorium. I was surprised to find that I was speaking in a huge office where they would all be sitting at their desks watching me on three giant TV screens. I was standing at the front of the office on a platform where a cameraman was filming and projecting the images (it reminded me of the old machine shops where everyone would be sitting working while an overseer controlled things from the front.)

My next talk was at the FCC (Foreign Colonial Club) and I arrived very early to get a feel of the venue. It was a breakfast talk and the room had been set up taking every last bit of space and leaving no room for the speaker. I quickly had to rearrange things and a factor that I take into account when I speak anywhere in the world is to be very specific about the arrangements and still always arriving early. I arrange a lot of my own speaking tours and it is up to me to ensure that everything meets the client’s expectations. I always tell my Chinese audiences that they can laugh, ask questions and enjoy themselves. Their culture dictates that normally the leader of the group would answer all questions. I am a very enthusiastic speaker and tend to speak fairly quickly, when speaking English to the Chinese I need to be very aware that I need to slow down and ensure that I am understood.

If you enjoy shopping (like me), there is no place like Hong Kong. There are shops literally everywhere. I have found the best places to shop in Mongkok, which contains a ladies market and night market, Causeway Bay and Tsim Sha Tsui. Gadget junkies will lose themselves at Star City and Wanchai Computer Centre. Nightlife abounds with wonderful restaurants and bars around Soho and Lan Kwai Fong. Taking a trip up the cable car will give you a spectacular view of the city. Take a bus ride to Stanley Bay where you can pick up all kinds of bargains at Stanley market like a beautiful silk tie for about US$1.50. Visit Happy Valley Racetrack or take a boat ride to Aberdeen to see a city of boat people. Enjoy the “Star Ferry” from Hong Kong to Kowloon with the locals or take the hovercraft to Discovery Bay for a game of golf. One of my favourite places is the Island of Chin Chau and a half hour ferry ride will take you to the favourite holiday resort of the locals. Beautiful beaches, no cars (only bicycles) and the best seafood will have you returning more than once. Another hovercraft trip will take you to the Island of Macau, which was previously under Portuguese rule and still has all the influences. The Island of Lantau has the giant Buddha and visit Sea Park with its cable cars that will give you a spectacular view of Hong Kong and will take you to the world’s longest escalator. Speaking opportunities abound, so get it to the top of your “opportunity” list.

If you ever get the opportunity speak in Hong Kong, the people are wonderful and the food and shopping great!

For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com


Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. 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 and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com
NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/
Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm

Blogging for Fun….and Profit

Everyone should by now have their own Blog. It is so easy, in ten minutes you can have your own blog published and the best part….no or low cost and no complicated knowledge needed. The two most popular places to start are http://wordpress.org and www.blogger.com
Blogs are a great way to get your message across on the internet and have it published almost immediately. It is the ideal way to provide information, education and if done well, can create wealth and multiple sources of income for you.
For your blog to be effective you need to ensure that it either solves someone’s problems, removes their pain or increases their pleasure. To me, it is the perfect online selling tool that will drive business, leads and sales. I have found that the best way of having an effective blog is to make it conversational, interesting with valuable content, but also engaging and involving the reader.I started my blog three years ago and now have twenty blogs covering different subjects and all producing me money one way or another (I love that word….) I initially just published my existing articles to my blog, now each month when I produce my newsletter I also include those articles as well as other information that may be of interest. The search engine spiders love blogs as they always have new and interesting content. I try to share a combination of personal stories and high content business articles so that the blog will appeal to a large audience.

I have a lot of links within the blog articles back to sections of my websites and my products. The quick tips section in the blog drives traffic to www.frankfurnessresources.com website where there are videos, tips, resources and a subtle sell to my products (there we go again….)I also use the blog to drive traffic to the section in my main website with free Ebooks and software. This takes them to a form that also signs them up to my newsletter and in turn I get hundreds of new subscribers each week. I submit my Blogs to the many Blog Directories and whenever I add articles I ‘Ping’ the blogs to http://pingomatic.com/I drive traffic to my Blog from a lot of other sources, the most popular right now being Youtube. I have 70 videos on Youtube and at the end of each video I have a message offering free information or Ebooks that drives a ton of traffic to my blogs.I recently learned a great traffic strategy for my Blog. I search for very high ranking blogs in my niche and then add a comment to articles on those blogs with a link back to my website. This is great for the spiders as they now see high ranking sites linking back to my Blog and this pushes me up in the rankings and drives traffic.

A lot of people ask me what the differences are between websites and blogs and the most common are:

No need for a webmaster for updates
Publish directly from your computer
Content changes instantly
No complex uploading
Don’t need knowledge of HTML
Automatic archives
Customer interaction
Instant syndication

By using Blogs and article submission strategies, I now have thousands of links back to my sites, get more bookings, sell more products and build my newsletter subscriber list. The best part is that I’m not a ‘techie’, all I concentrate on are simple sales strategies although I am learning the more advanced strategies that include trackbacks, permalinks and how to get the best from RSS directories.

So remember, as a businessperson or SME blogs have many practical applications in that it will:
Increase targeted traffic to your site

Boost your search engine rankings
Build rapport for increased sales
Increase the lifetime value of clients
Prove your expertise
Compliment your newsletter
Generate press coverage

I would suggest that you also submit you blog to the directories. Some of the more popular directories to submit your blog to for a free one way backlink include.
http://dir.blogflux.com/
http://www.blogcatalog.com/
http://www.bloghub.com/
http://www.britblog.com/
http://www.blogarama.com/
http://www.blogwise.com/
http://www.blogdirs.com/
http://blogs.botw.org/
http://www.blogrankings.com/
http://www.bloggeries.com/
http://www.blogtoplist.com/
http://www.bestblogs.org/
http://www.findingblog.com/
http://blogannounce.info/
http://www.blogtastic.com/
http://www.addurlblog.com/
http://www.blogoozle.com/
http://www.blogsweet.com/
http://www.blogfinds.com/
http://www.spillbean.com/

So don’t wait, whatever your hobby, business or passion, share your stories with the online world. Take a look at my blog at http://blogger.frankfurness.com

Take a look at my video interview with Mike Stewart who is an expert on audio and video and how to maximise your blogs using these tools in Wordpress

For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary Ebooks and software at http://www.frankfurnessresources.comFrank Furness CSP is a London based Sales and Technology speaker.

For more information go to http://www.frankfurness.com or http://www.frankfurnessresources.com or http://frankfurness.blogspot.com/

Tips, Tricks and Resources

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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

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.

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

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."

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

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

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