To Part Two Of Your eCourse
I hope yesterday's message
got you thinking about ways you can start to offer your
prospects and customers more products more often through a
systemized email follow up procedure.
If you would like to review
yesterdays lesson, you can by Clicking
Did you subscribe to the
two email courses I mentioned?
Go on, do it now before you
forget about it if you didn't. Go to Aweber
and fill in the forms to receive both of these short
courses. They are both full of great info.
Following up using an
automated sequence of messages is super simple...and
could turn out to be very profitable for you. You can of
course use a free autoresponder service, but nothing
really is free.
These services place other
peoples ads all over your messages, which takes your
prospect or customers focus away from your message, but
more importantly, gives the impression that you can't be
doing too well if you can't afford to spend a few bucks a
month on a decent messaging service.
I used one for a couple of
weeks when I first started, but I found that it just
wasn't worth the $20 it cost for a decent system. I use
Aweber now, and have found them great. None of the Pros
use a free Autoresponder service, and neither should you
if you're serious, that's the bottom line.
As I mentioned
yesterday, before you move on, PRINT this report out. You
will receive much more benefit from STUDYING this
information than simply browsing through it on your
computer and then forgetting about it.
report out, and do the same with the reports that follow,
get a highlighter and use it for ideas that interests you,
write over the pages and in the margins, draw circles
around sections of particular interest.
As you go,
write down action steps you can apply to your Business,
then do them...
And if there's
something that's not clear, not explained in enough
detail, or anything that bugs you at all in these reports,
please let me know by emailing me using the Contact
As I said, I'd
love to hear from you. My goal is to provide you with the
best possible information. If I can improve these reports
in some way, or if there are other topics you would like
covered, please let me know.
lets get on with Part 2 of this course.
2 and 3 - Use Your Newsletter To Create A Powerful Bond
Between Your Customer And You, And Then Remove The Risk
From Her Purchase
What are your customer's
perceptions when they make a purchase from your
Are you that friendly,
local guy who's way out there and always ready for a chat
or is your Business image more sombre and reserved?
Does your Business have a
friendly, helpful image? Are you easy to deal with? Do
your customers enjoy meeting and interacting with you and
your staff, or is coming into your store something that
they feel is best avoided?
Take some time to answer
these questions from your customer's perspective. What
sort of a bond have you created with your customers?
Because one of the secrets
to creating a super-profitable Business is the bond
that you have created with your clients, customers and
Think about it.
Do you like to deal with
people you know and get along with? People who are like
you? Of course you do.
So do your customers.
One of the most powerful
lessons I can share with you is this - Try to build
a powerful bond with every person you have contact with.
How do you do this?
Well for a start, make your
store or office inviting. Teach your staff how to greet
people in a friendly, helpful manner. Match and mirror
your customers actions when you are talking with them.
Keep in contact with them regularly and offer them
something extra to let them know that you care.
Put a little bit of
yourself and your personality into all of your communications.
Let them know that you're a real person, not some faceless
Corporation out to relieve them of their money, and
they'll come to know and like you if you let them.
with your customers, they will buy more products, more
often, with less resistance, and you will make more money.
That's the bottom line.
The best way to keep in
regular contact is through your Newsletter and an
Autoresponder service as we have already discussed. This
is why I keep harping on this...it's just so
important. But also send them letters and offers in the
mail, use postcards as well and send them special treats
and rewards every so often.
It will make a massive
difference to your bottom line if you do it consistently
Ok, you're building a
your customers and subscribers. You're sending them
regular Newsletters and offers both online and through the
mail. Excellent, now what?
Let's now look at something
not too many Business owners really think about. The
concept of eliminating the risk from your customer's
These days people are
bombarded with thousands of marketing messages every day.
We automatically filter out around 93% of the external stimuli
we receive, which includes most of these messages.
The ones that do get
through are usually for products or ideas that we are consciously
thinking of or are in some way more important to us than
the others. Our minds try to protect us from dangerous or
your customer, every transaction involves some form of
Every time your customer
buys something, there is a chance that they will not get
what they paid for in some way. Her brain is going
to try to protect her from this risk unless you can remove
it from the transaction.
Whether it's through a
faulty product or service, an idea that didn't work,
something that's the wrong size, style or colour, or
anything else that fails to live up to her expectations,
there's Risk in buying anything.
Most Countries have some
form of Government Legislation that forces Business owners
to make good or reverse certain transactions where the
customer feels that the goods or services were
misrepresented to them, are faulty or prove to be defective.
But it's up to you as an
enlightened Business owner to go much further than this
forced compliance...and clean up in the process.
If you take away any
risk your customer has when dealing with you, you
remove one of the major obstacles to closing the
sale...and many future sales, because as we have already
seen, the first sale is the most expensive to make. Or to
put it another way as one of my mentors says, if you remove
objections...they have no objections.
If you take away any risk
of dealing with your Business, and follow up regularly
with more risk free offers, do you think you will sell
more products and services? You betcha!
Your sales should go
through the roof, especially if none of your competitors
do this, which they most likely won't, because they
think they can't afford to. In actual fact, they
can't afford not to, but let's not tell them
Offering a powerful, risk
will massively increase your sales. It will also increase
the number of returns you get because you will be selling
so much more, and a few people will take
advantage of your generous return policy, but if you have
a quality product or service, your profits should explode.
One of the most powerful
sales tools you have is a risk free trial of something
that has a low cost to you but high perceived value to
Once people start using
something and find it useful, there's no way they're gonna
send it back. It's called the Puppy-dog close. Let
them take it home for a no risk trial, and they own it!
If it's not for them or
it's junk, stand clear, because you'll get buried in
returns, so you have to qualify people first if you offer
them a trial of a high ticket item, but for most
Businesses, a free trial of a quality product or service
with a 100% Money Back Guarantee is a winner.
What form of guarantee or
risk reversal could you offer?
If you are in a Business where you can't
offer a Money Back Guarantee for some reason, how about a Service
Guarantee, or an On-time Delivery Guarantee?
Sit down and think of how
you can apply this technique to your Business and explode
your sales and profits. You'll be very glad you did. And
when you do, please drop me a line and let me know how you
used it in your Business so I can share it with others.
That's it for this lesson.
we'll look at a way you can boost your product line and
profits significantly without adding additional sales
people, inventory or staff.
can get paid every two to four weeks and some of this income can
be residual. In other words, you can do the work once and
you get paid over and over again.
Then don't miss tomorrows lesson.
you would like to make a comment or talk with me about
anything in this Report, I'd love to hear from you.
can email me by using the Contact
Form or call me on 07 554632004 in Australia, or 61755432004
if you are overseas, or Mobile 0401307144.
And if you found this lesson helpful, please don't forget
to subscribe to my Newsletter, Local
Business Online, for regular updates on the
latest marketing ideas and strategies to help make your
Business even more profitable. To subscribe, please Click
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