Karma and The Law of Reciprocation

Written by Kris Mills


Continued from page 1

"As a way of saying thank you in advance for letting us know what you think, you'll see we've included an "instant scratch it" ticket. Good luck. I hope you scratch up a winner."

Instead of a 5% or possibly 10% return rate onrepparttar feedback forms, a whopping 76% of people returnedrepparttar 121473 survey form. Sure, it cost them $1 each for scratchies, but after all, $1 for valuable market research data is nothing.

One of our insurance industry clients also used this "reciprocation" law with amazing results. They gifted business owners a FREE clock, pen set or bag (each worth around $25) just for providing them withrepparttar 121474 due date on their insurance policies. The campaign consistently pulled 20-22% from a cold list THEN 80% of those respondents ended up insuring withrepparttar 121475 company when their policies fell due.

What can you do to capitalise?

That answer is heaps. It's a matter of showing your potential and existing clients that you care ... and it's about making them feel special.

Here are 6 ways you can do that:

1. When clients refer others, send a surprise gift thanking them forrepparttar 121476 gesture.

2. Send "no strings attached" news articles and information reports that provide valuable ideas relating to their interests.

3. Send surprise gifts thanking people for investing.

4. Create and send out your own newsletter packed with valuable information (not sales material).

5.If you sell a subscription service, provide a 3 month FREE trial.

6. Host special "thank you" events for clients to show your gratitude - golf days, seminars, free tickets to something that interests them.



Kris Mills of Words that Sell http://www.wordsthatsell.com.au is an experienced direct marketer, copywriter, author and internet marketer.


Success Stories - 12 Doers Share Their Secrets. Interview #12: Andy Frain

Written by Martin Avis


Continued from page 1

BizE-zine: As a writer yourself, which ebooks or courses have you read that have really helped you?

AF: I have spent a lot of money on ebooks overrepparttar years. I am a big fan of Marlon Sanders, Gary Halbert, Dan Kennedy, Jay Abraham, Bill Myers and Jim Straw. Butrepparttar 121472 one I really rate is Gordon Alexander. He has a wealth of knowledge. I am inrepparttar 121473 process of learning to be effective in print as I am in direct sales. Remote Hypnosis, by Gordon, is a masterpiece in my mind. It's ridiculously low cost forrepparttar 121474 gems it contains. Gordon and Gary Halbert are my favorite copywriters.

BizE-zine: How do you go about getting targeted traffic to your site?

AF: Targeted traffic? Without doubt, joint ventures. When you are dealing with a tight niche market, oftenrepparttar 121475 quickest route is to use those already there.

BizE-zine: Lots of people talk about JVs - how do you go about seeking them out?

AF: I take a lot of time to ensure I contactrepparttar 121476 right people inrepparttar 121477 first place. Quality research is key. I use Copernic originally and then Alexa which automatically measures traffic to web sites. If they are not ranked inrepparttar 121478 top 100,000, I don't investigate any further.

Alexa also has an excellent links service that provided prospect after prospect for me on potential jv partners.

I'll then do a whois search to find outrepparttar 121479 contact details, if they are not onrepparttar 121480 website. If I still can't find outrepparttar 121481 details, I'll often phone and ask.

That's for web sites ...

... for e-zines, I'll go throughrepparttar 121482 directories forrepparttar 121483 biggest readerships in my niche.

THEN it's all down torepparttar 121484 copy! If I sound like a worn out record it's because it's true. If you can't get inside your prospects head and get him to raise his hand, allrepparttar 121485 hours spent researching are worthless!

BizE-zine: What has been your biggest mistake?

AF: Letting my soon to be ex wife be in charge ofrepparttar 121486 finances! I am still recovering from that one.

But other than that, I have made some poor partnership choices. Although I am trying to be much more careful these days, I do have a tendency to be too trusting. A fairly well known marketer still hasn't paid me forrepparttar 121487 rights to my book after over a year.

BizE-zine: What software do you use and recommend?

AF: These are things I use most:

Ebook creation software: http://www.ebookcreator.com. I use this for a multitude of things including: + Special reports that can't be copied + Cloning web sites for promotional purposes + Sales letters that either expire or need access codes + And of course, ebooks.

Copernic.com for research (free download). Cant be recommended highly enough

Alexa.com (free download) This ranks web sites according to Alexa usage and is an excellent guide to site traffic to find joint ventures etc.

BizE-zine: How do you see your online business expanding inrepparttar 121488 short term?

AF: I was waiting for this question! I am working on a project atrepparttar 121489 moment that involves Local Email Marketing. It's exciting because I have found a way whereby people, even without sales experience, can easily find clients from their local community

And even more importantly, instantly turn as little as one client into an instant four-figure income.

I will show them step by step how to do this as I have. It really is very simple to do.

The details are just about to be announced forrepparttar 121490 first time at http://www.hype-free-zone.com but essentially, small business owners have had 'sales' people torepparttar 121491 back teeth! They are now approached by a cold call several times a week or even a day.

They have also had to contend withrepparttar 121492 'big Internet lie' ... that web sites will earn PROFITS. The figures available indicate that 95% of web sites for offline businesses don't generate enough income to cover their hosting fees! So much forrepparttar 121493 information-age gold rush.

This has meant that sales resistance has increased many times. Even sincerepparttar 121494 publication of my book. The Internet and web sites are full of BS sales pitches. Every time a businessperson switches on their PC, television or radio they are bombarded!

Small Business owners are subconsciously screaming 'ENOUGH IS ENOUGH!'

And, because of this, they have developed avoidance tactics to break through allrepparttar 121495 manipulation and learned scripts. They have become a match for evenrepparttar 121496 most professional sales person.

The numbers game for sales just doesn't work any more:

5 years ago, you may have had to knock on 50 doors for two sales. Now it's 500 or more! And it's getting worse.

But I have developed a system that cuts through all this. It automatically gets business owners to trust you. And once they trust you, I have a system of leverage that will multiply your business quicker than you ever thought possible. I call itrepparttar 121497 New Reality.

Mixrepparttar 121498 New Reality with a concept whose time has arrived (Local Email Marketing) andrepparttar 121499 boom will follow. Guaranteed!

BizE-zine: What would you say to someone who has just discovered online marketing and is looking to take his or her first steps?

AF: Don't try to rip up trees when starting out!

A lot of people are suckered into writing their own ebook or other big project. My advice is to become an affiliate first of a proven product. We are only scratchingrepparttar 121500 surface ofrepparttar 121501 Internet so don't worry about competition. There are always niches that have not been touched

BizE-zine: How would you suggest they select a good affiliate program?

AF: RESEARCH and ask personal questions!

If you have trouble deciding on a project, emailrepparttar 121502 originator and see whether you get a helpful reply. Ask them whether they can put you in touch with their highest earning affiliates personally. Then talk to those affiliates to ascertain their validity and integrity.

Use this experience as your 'Internet University' before creating you own master plan, and keeping allrepparttar 121503 profits.

You have three choices if you want to succeed:

1. LEARN how to sell if so visit: http://www.sellmoresites.com

2. Get an expert so sell FOR YOU. Again, visit http://www.sellmoresites.com

and decide whether copy of that quality could sell your product or service

3. STRUGGLE!

If you want me to consider selling your product or service, drop me a line at andy@sellmoresites.com

____________________________________

Martin Avis is a management and training consultant. To get your unfair advantage in Internet marketing, business and personal success, (and 6 free gifts), subscribe to his free weekly newsletter, BizE-zine. mailto:subscribe5@BizE-zine.com or visit his information-packed website at http://www.BizE-zine.com




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