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DuctTapeMarketing.com
January 04, 2006
In this issue:
Resource -
Harness the Internet -
Marketing Teleseminar
Series - Sale until Jan 6th
Interesting Resource
- Duct Tape Marketing Forum is live
Duct Tape Coaches -
Duct Tape Marketing Authorized Coaches
Main Article
- What to Do When Your Customer Says Yes
Resource from me #2 - Referral Flood
Digital Version -
Referral Flood Blog!
Resource from me #3 -
Blog Lightning -
How To Create and Promote Your Blog in a Flash
Free Magazine -
CRM Magazine
Featured Reading -
Creating Customer Evangelists:
by Ben McConnell, Jackie Huba
Listening
- Pandora
You can always
view past issues here!
New Year's
Special - Regularly
$199 - Get it until Jan 6th for
$99 -
Enroll Today!
 Harness
The Internet - Small Business Internet Marketing for Online and
Offline Marketers
Attend three - 1 hour teleseminars and receive a workbook with
step-by-step instructions for each topic as well as an audio recording
of each session.
01/11/2006 – Website Traffic From Around
the World and Around the Block - Web sites have become an
essential marketing tool no matter the size or purpose of your business.
Local shoppers are using the Internet to find local businesses in every
city in America. Miss this session and you may get left behind.
01/18/2006 – Blogging for Traffic and
Business
Blogs have moved beyond a trendy new tech topic to a must have small
business marketing and communication tool. Blogs help your search engine
traffic, help demonstrate your content knowledge and build trust within
your market.
01/25/2006 – Email, Ezines and Other
Online Marketing Automation Tools
One the greatest ways to increase your marketing effectiveness is
through the use of marketing tools that allow you to send your marketing
message automatically and frequently. Buyers often decide it's time to
buy your product or service months after you initially contact them.
Learn how to be the first one they think of when they do decide to buy.
All Sessions are held on Wednesdays at Noon Central
(10 Pacific, 11 Mountain, 1 Eastern, GMT-6)
Participants in each session receive an audio recording and transcript
of the actual session.
Duct
Tape Marketing Forum Is Alive
 I
just rolled out a new place for you to get and give small business
marketing tips, resources and advice. The Duct Marketing Forum is
the place to go to ask your marketing questions, find new marketing
resources and share your marketing success stories.
A forum is an interactive section of a web site that allows registered
members to post and comment on other posts. You don't have to be a
member to view the forum, but you will need to register to post content.
The forum is in its infancy at the moment, but will grow with your
participation to become a valuable small business marketing resource.
Calling all marketing experts - feel free to drop by and share
your expertise!
The Duct Tape
Marketing Forum
Duct
Tape Coaches -
Duct Tape Marketing Authorized Coaches - coming to a town
near you
The first group of 10
coaches have been selected and begun the initial phase of training.
These coaches will be the
exclusive distribution channel for Duct Tape Marketing products and
licensed to work with small business owners to implement the Duct Tape
Marketing small business marketing system.
The network of
Duct Tape
Marketing Authorized Coaches will become the recognized brand of
small business marketing coach.
Next Group forming in February 2006! To be notified
Email John Jantsch
Featured Tip
What To
Do When A Prospect Says YES
Developing and using a new client kit is the best way to get your new
client relationship off to a good start.
by John Jantsch
 It’s
funny how often small business owners will spend months chasing a new
customer and then once they land them, they have no process in place to
make sure they serve their needs and communicate key information.
When a client says yes you should be prepared to
shift your marketing process to teach them how to get the most from this
new relationship or product by putting a new customer kit in their
hands. Your new customer kit, much like your marketing kit, allows your
new client to fully understand what to expect now that they are a
client. That’s right your educational marketing approach doesn’t end
once you make a sale. Almost every type of business, service or product
based, should develop “training” documents that communicate key bits of
information.
Your new customer kit can contain pages that
explain:
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What to expect from us next
-
How to contact us if you have a question
-
How to get the most from your new
product/service
-
What we need from you to get started
-
What we agreed upon today
-
How we invoice for our work
-
A copy of our invoice
I believe that creating a series of documents like
the one’s suggested above and having a systematic step that allows you
to communicate this information demonstrates a level of professionalism
not always displayed by small businesses. Nothing derails a client
relationship faster than failing to set and meet initial expectations.
Another very practical aspect of this approach is that allow you to
gather the client details that you need to conduct business upfront.
Many sales people (business owners) are so thrilled that a prospect said
yes, they want to run out the door before they change there mind and
this is a mistake.
Whether it is in your initial meeting or in a “getting started” meeting,
you need to be crystal clear about how you will work, what you need to
provide what you promised and what you expect from them as well.
Finally, you must get the money issue addressed very early. I know that
you probably agreed on a price for your product or service, but that’s
where many small business owners leave the discussion. I think this is
generally because most people are a little uncomfortable discussing
money. Don’t make this mistake.
At a minimum you should have a discussion as part
of your transaction phase that includes:
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How you charge and invoice
-
How you expect to be paid
-
What you need to do to make sure your bills get
paid (do you need PO#)
-
Who to contact regarding billing issues
-
Affirmation about what you will bill
You should confidently include this information as
part of your new customer transaction phase. Two things will happen when
you do. You will have far fewer payment issues and you will again
present a more professional appearance for your business. You will be
doing your clients a favor when you have this discussion up front.
You can develop a simple worksheet that allows you to gather the
information that you or your accounting staff needs and complete this
form in your initial kick-off meeting.
~ ~ ~
John
Jantsch is a marketing coach, author and creator of the Duct Tape Marketing
System. You can get more information about the Duct Tape System and
download your free copy of “How To Grow Your Small Business Like Crazy
by visiting http://www.ducttapemarketing.com
Featured Resource #2- NEW
Digital Version Now Available for Immediate Download
 Referral Flood
- How to generate a flood of new business without spending one dime on
advertising
I
just released a digital version that allow you to download the 125 page
ebook as a PDF file and MP3 Audios. I also passed on the saving to you.
The digital version is $79 (as opposed to $97 for printed version) + no
shipping
Referral Flood - How to Create a Flood of New Business Without
Spending One Dime On Advertising
Featured Resource #3 -
Blog Lightning - How To Create
and Promote Your Blog In A Flash
 Blog Lightning
Is Selling Like Crazy
Drawing from my experience creating blogs, including my award winning
Duct Tape Marketing Blog, I have launched a complete step-by-step guide
that takes you by the hand and shows you exactly what to do to instantly
create and promote a successful blog for your business.
You also get 14 video screencast tutorials that allow you to watch over
my shoulder as I actually do the steps I outline in the system - It does
not get any easier than this! -
Order Blog Lightning
Featured Free Magazine
CRM
Magazine Is written for executives responsible for moving the
enterprise toward a customer-focused approach....
more info
Featured Reading
Creating Customer Evangelists: How Loyal Customers Become a
Volunteer Sales Force by Ben McConnell, Jackie Huba
Cases studies from companies
that are capturing the power of customer evangelists. Great client
loyalty strategies and a step by step approach.
Featured
Listening
This week I'm not going to introduce or review and album, instead I'm
going to let you know about a great music service called Pandora.
Pandora does something that I find
amazing - and it's free. Pandora allows you to list an artist, song or
album and the system automatically plays a stream of songs that match
the style of your identified artist. The service is incredibly accurate
and gives you lots of ways to build a host of "radio stations" that fit
your mood. You can share your stations with other users too. If you like
to listen to music while your work, this is a great service. One of my
favorite things about the service is that it allows you to find lots of
new artists based on the types of music you like.
I have also posted my
Top 25 Albums of All Time List for those interested in such things!
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