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Fred Raley
Woodbridge, VA
(703) 730 1079 (h)
(703) 203 4648 (m)
Fred@FredRaley.com
Stephen Covey Hits the Nail on the Head!
� Habit 1 - Be Proactive: The habit of being proactive, or the habit of personal vision, means taking responsibility for our attitudes and actions.
� Habit 2 - Begin with the end in Mind: This is the habit of personal leadership. Start with a clear destination to understand where you are now, where you’re going and what you value most.
� Habit 3 - Put First Things First: This is the habit of personal management, which involves organizing and managing time and events. Manage yourself. Organize and execute around priorities.
� Habit 4 - Think Win/Win: Win/Win is the habit of interpersonal leadership. Win.win is the attitude of seeking mutual benefit. This thinking begins with a commitment to explore all options until a mutually satisfactory solution is reached, or to make no deal at all.
� Habit 5 - Seek First to Understand�Then to be Understood: This is the habit of empathic communication. Understanding builds the skill of empathic listening that inspires openness and trust.
� Habit 6 - Synergize: This is the habit of creative cooperation or teamwork. Synergy results from valuing differences by bringing different perspectives together in the spirit of mutual respect.
� Habit 7 - Sharpen the Saw: This is the habit of self-renewal. Preserving and enhancing your greatest asset, yourself, by renewing the physical, spiritual, mental and social/emotional dimensions of your nature.
Hello Readers!
Subject lines can make or break your email marketing strategy.
They’re the most important of any email marketing campaign because if you don’t convince the reader to immediately open and read your message, it’ll likely end up in the trash!
When you’re thinking up subject lines, picture your reader in front of their computer faced with a bulging inbox.
As they glance over your subject line, what’s going to make them open it first?
For starters, nothing is more effective than using the reader’s name in the subject line to catch their attention.
But your subject line must also answer the first questions on your reader’s mind:
§ “So what?”
§ “What’s in it for me?”
§ “Why should I open your message (out of the dozens waiting for me)?”
Only a few subject lines angles actually answer these questions. We’ve tested thousands - and these four approaches have been consistent winners
Angle #1: Make an announcement or share news
People want to be the first to find out new things - especially if your site covers a specific industry.
The news could be about your site (e.g., “Lana, we’d like your feedback”) or about the topic of interest (e.g., “Michael, here’s a new back exercise”).
Angle #2: Make the reader curious
You can do this by suggesting the reader is missing out on an important offer or piece of information (e.g., “Chris, are you making this common mistake?”).
It’s important to leave something to the imagination when using this technique, usually by posing a question the reader can’t ignore.
Angle #3: Create a sense of urgency
You do this by either limiting time (e.g., “Mary, just three days left”) or quantity (e.g., “David, last 50 copies available now”).
This approach works especially well when you’re creating a follow-up mailing - and it’s a great way to motivate people to take action now! But don’t overdo it creating a sense of urgency too often can be a bit like crying wolf, so use it carefully and sparingly.
Angle #4: Emphasize how the reader will benefit from reading your email
Out of these four angles, you’ll always be most successful if your subject lines state a clear benefit and tell the reader exactly how they’re going to save money, save time, or make their life easier by reading your email (e.g., “Christina, save $25.00 or more every time you fly”).
If you can state a benefit AND create curiosity, so much the better! The key to writing benefit-laden subject lines is to consider your product or service from your customers’ point of view.
Write subject lines using these angles - particularly ones that emphasize benefits - and we guarantee you’ll dramatically increase the number of people who open and read your emails
Making your email marketing strategies priceless!
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Sincerely,
Fred Raley
Woodbridge, VA
703 730 1079
p.s. I put up a new lead capture page that I would like you to see. It is at http://www.ipodiums.com/fredraley Let me know what you like about it or don’t like about it, ok? Great places to get your own too!
Dealing with Objections
An objection can be looked upon as sales resistance, and without it you cannot expect to make a sale just as in electricity you cannot expect to have current flowing from one end of conduction to the other without resistance.
Making a sale is like driving a car from A to B, where you accelerate and decelerate according to the road conditions. If the car were lifted, the wheels would not touch the ground, it would not have resistance, and without friction you won’t be able to move forward no matter how fast the wheels are spinning.
Objections can arise from the buyer wanting:
They may be:
And if they are hidden it is the salesperson’s job to smoke them out, for an objection that is not discovered and dealt with is a lost sale.
Objections can be rational or irrational. In face-to-face selling, most objections come from the buyer but an inexperienced salesperson could provoke some objections himself if he or she is not vigilant.
Dealing with Objections
Either:
If you tell the buyer you will deal with the objection later, then forget about it, or worse ignore it, you will risk the buyer thinking you are either hedging or ignorant of the answers. In either case the sale could be threatened then or later.
Unprofessional or inexperienced salespeople do not know how to recognise an objection and deal with it, and disregard what the buyer has said. They carry on regardless and hence lose the sale. Salespeople who do a wishy-washy job when selling, by not confronting objections and dealing with them in the right manner will always come out with sob stories to defend their poor selling abilities. Their excuse for losing the sale will be that the buyer gave them a tough time and complained about the product, service or idea. This is not so. What the buyer is telling the seller is that, based on their perceptions of the product, service or idea being offered and what the seller has told them during the sales presentation is that the buyer could not make a decision.
Objection handling to the seller therefore takes place as a prelude to closing and it is in that context that objections must be viewed rather than suspecting the buyer of throwing in a red herring in order to escape giving the seller a decision, or put him or her off course.
When multiple objections are expressed by the buyer, the seller can treat all of them as one and ask, ‘Apart from these objections is there anything else that concerns you?’ if not, the seller then says, ‘If I could provide you with a solution or a valid explanation to those objections you would be prepared to go ahead, wouldn’t you?’ The answer to this must naturally be ‘Yes’ so you deal with them by isolating each objection, writing them down on a piece of paper in the presence of the buyer, answering them to the point, getting agreement with the buyer that each one has been answered to their satisfaction and crossing them out as you proceed, until the sale is made. This technique is called the final objection closing technique.
It is very easy for a seller to confuse an Excuse with a genuine Objection. An excuse is where a buyer is deliberately trying to avoid making a decision. An objection is a concrete opportunity for you to find a way of dealing with whatever is troubling the buyer, and close the sale.
When the buyer starts to make excuses you start to manipulate them subtly, letting him or her know that you have gauged their game and are aware that they are prevaricating. Be careful, though you risk making the buyer angry if you use intimidating behaviour and you might reach the stage where you have to withdraw from the meeting. You then allow a cooling-off period, and may then contact the buyer again, apologizing for your supposed ‘mistake’. This should pave the way for a fresh selling start.
Objections can be based on the following factors:
The professional salesperson should meet these objections head on, and defuse them just like a bomb disposal officer would neutralize a bomb, rendering it harmless.
Author: Jonathan Farrington
Fred Raley
Woodbridge, VA
http://www.FredRaley.com
Fred@FredRaley.com
703 730 1079 any time
If a dog was the teacher you would learn things like:
1) When loved ones come home, always run to greet them.
2) Never pass up the opportunity to go for a joy ride.
3) Allow the experience of fresh air and the wind in your face to be pure ecstasy.
4) Take naps.
5) Stretch before rising.
6) Run, romp, and play daily.
7) Thrive on attention and let people touch you.
Avoid biting when a simple growl will do. (Think about it…)
9) On warm days, stop to lie on your back on the grass.
10) On hot days, drink lots of water and lie under a shady tree.
11) When you’re happy, dance around and wag your entire body.
12) Delight in the simple joy of a long walk.
13) Eat with gusto and enthusiasm. Stop when you have had enough.
14) Be loyal. Never pretend to be something you’re not.
15) If what you want lies buried, dig until you find it. (Another thing to “think” about. )
Lastly, “When someone is having a bad day, be silent but sit close by.”
Fred Raley
Fred@FredRaley.com
(703) 730 1079
http://www.FredRaley.com