50 Minute interview in which C.J.Hayden, author of the best seller, ‘Get Clients Now’, talks about taking advantage of the New Year phenomenon, suggesting that first of all, you contact your established customers with a special ‘New Year themed’ message, and second, that you create a themed, ‘New Year Tips’ article as a PR piece.

C.J. then talks about the fastest way to get new clients in the New Year and makes the point that paradoxically, focusing on attracting new clients is not the quickest way.

With Christmas and the New Year full of social events, Elaine asks how best to ‘Network’ and how to become, ‘top of mind’ of your prospects. C.J. explains why being very focussed actually expands your opportunities and recommends asking yourself three questions:

• Who do you want to serve?
• Can they afford you?
• Who do you know in this area?

Elaine then asks; How much time should we spend on marketing? C.J. ‘wags her finger’ and provides a simple rule of thumb and how to block out time, refers to a free resource and explains, ‘How to get 100 referral partners’ and the importance of positioning.

We touch on the ‘Six Degrees of Separation’ and Dave asks C.J. who she is most passionate about serving and who would she most like to meet and have coffee with, in the New Year…

 CJ Hayden - Author of bestseller "Get Clients Now" [52:39m]: Play Now | Download

Welcome to your countdown to the New Year.

We will be providing you with actionable marketing information
which will (if implemented) position you to profit from people’s
New Year’s Resolutions at the beginning of January.

Why? Because by Jan 1st, about 100 million Americans
(and approximately seven million in the UK) will venture down
a well-travelled path paved with bold and sometimes hastily
conceived New Year’s resolutions. It is a route heaped with
promises to exercise more, lose weight, stop smoking, cut down
on alcohol, eat a healthier diet and make new friends.

So how can YOU profit from this demand?

You might well ask. Even if you have NO INTEREST in fitness,
weight, smoking, healthier diet or helping people make new
friends, and most of you won’t… You do have a keen and
abiding interest in developing and building YOUR OWN business
which is why we are busy interviewing top business experts
and focusing their minds on answering three specific questions:

1. What are the 2 most easy and inexpensive ways I can take
advantage of people’s New Year resolutions?
2. What is the fastest way I can attract new clients in the
New Year?
3. What are the 3 most effective and easy to apply techniques
I can use to double my business in the New Year?

Each week we will email you with answers to those questions
that will help you maximize your business, whatever market
you are addressing.

Andreas Wiedow is Europe’s No 1 Authority in Cold Calling training. Based in Frankfurt, Germany, Andreas launched his company arow-biz in 2004. Andreas has developed a unique approach eBEAR which stands for: emotional Benefit Argument and Reasoning. 360 degree different approach in cold calling and service which boosts your success over the telephone

In this interview, Andreas focuses on how we can be successful at cold calling - how we can overcome our fears and deal with:

• how to get through the ‘gatekeeper’
• overcoming our own fears of cold calling
• typical objections and how to overcome them

 Interview with Andreas Wiedow: Play Now | Download

In a competitive market, being a little different can make
an impact. To be noticed, you need to stand out. Being
individual, quirky, even ‘naked’ gets your attention doesn’t
it? One way to practice that is by…

BLOGGING
If you already blog, you know that regularly posting will,
within a month, attract a lot more hits to your site. I post
twice a week on stopsmokingcentre.co.uk/quitnow, and yes I do
need to be more naked - next post, I promise.

If you are new to blogging, Mark White provides an excellent
mini course you can subscribe to (without charge) here:
http://www.betterbusinessblogging.com/

WEBSITE
If you don’t even have a website yet and you’d like something
easy and inexpensive, my nephew (yes, really), Stu owns
www.mrsite.co.uk. I haven’t asked him for a commission (it’s
so cheap he probably hasn’t got the margin) but I’ve used
Mr Site myself to create a new website in a matter of hours.

Mr Site includes a ridiculous amount of features in the price,
plus domain name. If you are looking for a first simple online
presence this might fit the bill. Point and click. No excuses.
You can do it - in a matter of hours.

HINT: Your website will be really useful come the New Year…

TIP: When choosing your domain name it’s helpful to know what
your prospects are typing into a search engine. Find out here:
http://inventory.overture.com/d/searchinventory/suggestion/
Then include that term in the domain name you register. E.g.
Part of our business is smoking cessation. Many people type,
’stop smoking’ into their search engine. It was a smart move
to incorporate that phrase when I registered ’stopsmokingcentre’
rather than something non specific like…

.EmpoweringYou-BecauseItMakesMeFeelGood.

Last week we suggested that one way you can quickly raise
your profile is by blogging. Bloggers typically report
increased traffic to their website within a month. Learn ‘how
to’ here: http://www.betterbusinessblogging.com/

Website: Last week we recommended an inexpensive way to get
a basic template website up and running within a few hours -
even if you don’t know HTML. But assuming you already have an
Internet presence, how best can you use your time, in the run
up to the New Year?

Using the keyword search tool mentioned last week, you will
have a good idea which search terms your prospects are typing
into search engines like Google, Yahoo or MSN. It would be a
very good idea to check the ‘keyword density’, or number of
times those ’search terms’ appear in your pages. The trick is
to include it enough that it will be registered by the search
engine spiders, those ‘robots’ automatically cataloging the net,
but not so often that your pages are unreadable by humans.
Will you remember to ‘optimize your blog’ content also?

Rather than the Overture key word tool mentioned last week,
there is a more sophisticated, ‘paid for’ tool called Word
Tracker. This allows you to understand how competitive those
keywords are. Optimising your pages with less competitive
search terms might might be a better idea. That is, unless
you are only attracting clients from your local area, as we
are. If that is your situation, then you need to consider,
‘local search’. You can find out more and get a short trial
here: http://www.wordtracker.com/

NEW
The Internet is being ‘rocked’ by the advent (’scuse pun) of
video. There are currently 270 Free Video sites (like YouTube)
where you can upload your own video clips. I am interviewing
an expert in this field who will disclose exactly how you can
use your own video camera (and even MP3 audio files!) to
attract new customers to your website - sometimes within days.

Now, we all know that referral are the best source of new
clients and here’s a way you can get an existing friend or
warm contact to refer, or introduce you to someone brand new.
Too many good ideas to cover here. All is revealed on blog.

Would you like 100 new people referring business to you in
the New Year? Read and digest this one page ‘how to do it’
here: http://www.getclientsnow.com/dec2004.htm

Apologies for the poor sound quality of this interview - rather than re-interview Marcus, (who is so busy it is very difficult to grab half an hour with!) and because of the great content, I have decided to put this up, but it’s not ideal. However, I hope you excuse this because of the high quality of the content!

Marcus Cauchi is MD of London’s First Sandler Sales Institute in the UK and advocates a totally different approach, that many of you won’t like! Marcus teaches that to be highly successful you:

• Never close
• Never handle objections
• Never sell using features and benefits
• Never discount
• Always be negative

In our interview Marcus tells us that we’re here in business to sell, not to be loved. He asks challenging questions about most people’s commitment to sales. Most of all, for getting off to a great start in 2007 - just get out there and sell!

Marcus is happy to answer any questions posed on the blog and you can contact him on +44 845 458 1237

 Marcus Cauchi Sandler Institute London: Play Now | Download

Richard White helps people who are uncomfortable with selling to win more business. He is a leading speaker, trainer and coach on selling for the non-sales person.

Richard has many articles and free resources on his website www.leadgenerationmasterclass.com
where you can also find further notes to accompany this interview.

I ask Richard to help our audience hit the ground running with some tips for lead generation and converting those leads into profitable business. Richard came up with 7 areas to pay attention to:

• Visualise
• Specialise
• Productise
• Systematise
• Publicise
• Maximise
• Energise

The interview last for approx 30 mins and covers each of these 7 areas in depth.

For me the key area was ‘Specialise’, as this is something I know a lot of people find it diffcult to do, being afraid that they might miss out on business. However, as Richard points out, people are more likely to be able to refer business to you if you have a very clear focus.

Richard is very experienced in helping coaches and consultants to increase their profitability, and the examples he expands on will be particularly relevant to those who are not traditionally ’sales people’.

Contact Richard on rwhite@pro-excellence.com or +44 (0) 1428 651 866

 Interview with Richard White - Accidental Sales People: Play Now | Download

Frank is partner of Traffic Geyser, a company whose subscription service allows anyone to efficiently upload video to the increasing number of free video hosting sites.

In this interview Frank explains how to use video to build credibility and triple your conversion rate. How to use video even if you don’t have a camera and how to submit 9-10 informercials’ a day to 30-35 of the most popular video sites using free software.

Franks also talks about his free ebook which teaches you how to build ‘internet cash machines’ in 15 minutes and then he suggests you just repeat the process…You can easily create ten videos in one day. Submit them to 35 video sites so now you have 350 internet cash machines working away – and that’s just one day’s work…

The information on this call is very exciting and could easily make a big difference to how you market yourself and how you can immediately begin setting up multiple streams of income.

 Interview with Frank Sousa - Traffic Geyser: Play Now | Download

We have had a number of recent questions, here are our responses - please feel free to add additional questions:

Question: How long it takes to qualify in hypnosis?

Answer: The course includes exercises that the you must perform before qualifying to take the certification test. It usually takes a few weeks to get through the material and arrange for someone to come and be your volunteer for the
exercises. Once you’ve taken the test (which you can do on line) the International Hypnosis Association usually sends out the certificates within a few days.

Question: Is their support from a nutritionist?

Answer: Yes. We are working on the best way to implement this.

Question: Will it be possible to do an intro of our own on the audio recordings?

Answer: Yes, you will have the script for our information pack for weight and smoking, so can use this to record your own intro - you would need to record this yourself and then arrange to get it copied.

Question: When would you supply number of pages and a sample that we can take to a printer for estimates?

Answer: You will receive all the client documentation (including client manual) on an admin disc as word docs for you to change and add your own branding to the product.

Question: You mentioned the use of guided visualisation for weight loss with some use of NLP. How and when can we be trained in that specialty?

Answer: That’s part of the training - see contents of manuals

Question: Can we use our NLP and hypnotherapy techniques for both stop smoking and weight loss but still buy your support materials?

Answer: Yes, you are operating as your own business, not as our brand, so you are able to add and develop the materials as you which.

Question: Can we quote your figure of 70% success rate?

Answer: Yes this figure is based on our work with clients over the past 5 years using these techniques. It is probably best to say the techniques have a success rate of 70% rather than ‘you’ have this success rate - at least until you do have your stats! Infact the techniques work for 80 - 90% of the population