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

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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:

• Doubts clarified
• Further information
• Reassurance on certain points

They may be:

• Openly expressed
• Implied
• Hidden

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:

1. Pre-empt the objection kill it off before the buyer thinks of it, or
2. Answer it immediately

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:

• You, your company, product, service or idea
• Rumour or hearsay
• Cost (the amount of money required to run something) or price (the amount of money you would have to pay to own it)
• Quality
• Reliability
• Durability
• Packaging
• Competitive advantages or disadvantages
• Size
• Shape
• Color
• Function ability
• Weight
• Chemical composition
• Suitability
• Reputation
• Past performance
• Lack of desire to change
• Seasonal demand
• Fear, guilt, jealousy, anger
• Future growth potential (continued)
• Product, service or idea does not satisfy need
• Unwillingness to take risks
• Lack of urgency
• Cultural differences

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

“It is the promise of spring that as we sow, so shall we also reap. Faith further provides to us an irrevocable law decreed in heaven which assures that for every disciplined human effort we will receive a multiple reward. For each cup planted, a bushel reaped, for every good idea given to another, many shall be given to us in return. For every demonstrated act of faith, a multiplicity of the rewards; and for every act of love given, a life of love in return.” — Jim Rohn

As I travel around the country and world lecturing, one of the most frequently asked questions is what do I expect to happen over the next 6-12 months and/or even years? Well, I’m no expert, but I can share with you my thoughts. Whether it is preparing for the next few months or the next several years, I still believe there are overriding principals that we should follow and be led by. So I’d like to devote today’s message to my view of the period of history we’re in now and how it relates to words I wrote over 20 years ago in my book, “The Seasons Of Life”. Forgive me in advance if I sound a bit philosophical, but as you know by now, I do believe your philosophy is critical to your life’s success.

Life is about constant, predictable patterns of change. For the six thousand years of recorded history, as humans have entered this world, received parental instruction, classroom instruction, and gathered the experience of life; many have set for themselves ambitious goals, and dreamed lofty dreams. As the wheel of life continues its constant turning, all human emotions appear, disappear, and appear once again.

A major challenge faced by us all is that we must learn to experience the changing of life’s cycles without being changed by them; to make a constant and conscious effort to improve ourselves in the face of changing circumstances.

That is why I believe in the power and value of attitude. As I read, ponder and speculate about people, their deeds and their destiny, I become more deeply convinced that it is our natural destiny to grow, to succeed, to prosper, and to find happiness while we are here.

By our attitude, we decide to read, or not to read. By our attitude, we decide to try or give up. By our attitude, we blame ourselves for our failure, or we blame others. Our attitude determines whether we tell the truth or lie, act or procrastinate, advance or recede, and by our own attitude we and we alone actually decide whether to succeed or fail.

How incredibly unique that a God who would create the complex and immense universe would create the human race and give to those humans the free choice that would permit them to select their own achievement or their own destruction.

This strange, but all-knowing God gave to us a delicately balanced sphere called earth. On it, he placed the intelligent human who would either develop it or destroy it. How terribly fascinating that a God would leave both projects - earth as well as humans - unfinished! Across the rivers and streams he built no bridges; he left the pictures unpainted, the songs unsung, the books unwritten, and space unexplored. For the accomplishment of those things, God created the unfinished human who, within his heart and mind, had the capacity to do all these things and more, depending upon his own choice.

Attitude determines choice, and choice determines results. All that we are and all that we can become has indeed been left unto us. For as long as you continue to draw breath, you have the chance to complete the work in and for the earth and for yourself that God has begun for you. In the cycles and seasons of life, attitude is everything!

So let’s begin our discussion of the four seasons. I’ll start by making two comments. First, life and business are like the changing seasons. That’s one of the best ways to illustrate life: it’s like the seasons that change. Second, you cannot change the seasons, but you can change yourself.

Now with those two key phrases in mind, let’s look at what I consider to be the first major lesson in life to learn, and that is how to handle the winters. They come regularly, right after autumn. Some are long, some are short, some are difficult, some are easy, but they always come right after autumn. That is never going to change.

There are all kinds of winters - the “winter” when you can’t figure it out, the “winter” when everything seems to go haywire. There are economic winters, social winters and personal winters.

Wintertime can bring disappointment, and disappointment is common to all of us. So you must learn how to handle the winters. You must learn how to handle difficulty; it always comes after opportunity. You must learn to handle recessions; they come right after expansions. That isn’t going to change.

The big question is what do you do about winters? You can’t get rid of January simply by tearing it off the calendar. But here is what you can do: you can get stronger; you can get wiser; and you can get better. Remember that trio of words: stronger, wiser, better. The winters won’t change, but you can.

Before I understood this, I used to wish it were summer when it was winter. When things were difficult, I used to wish they were easy. I didn’t know any better. Then Mr. Shoaff gave me the answer from a part of his very unique philosophy when he said, “Don’t wish it were easier, wish you were better. Don’t wish for fewer problems, wish for more skills. Don’t wish for less challenge, wish for more wisdom.”

Next is spring. Fortunately, following the turbulence of winter comes the season of activity and opportunity called springtime. It is the season for entering the fertile fields of life with seed, knowledge, commitment, and a determined effort.

However, the mere arrival of spring is no sign that things are going to look good in the fall. You must do something with the spring. In fact, everyone has to get good at one of two things: planting in the spring or begging in the fall. Take advantage of the day and the opportunities that spring can bring.

It is the promise of spring that as we sow, so shall we also reap. Faith further provides to us an irrevocable law decreed in heaven which assures that for every disciplined human effort we will receive a multiple reward. For each cup planted, a bushel reaped, for every good idea given to another, many shall be given to us in return. For every demonstrated act of faith, a multiplicity of the rewards; and for every act of love given, a life of love in return.

Just remember it is a natural characteristic of springtime to present itself ever so briefly, or to lull us into inactivity with its bounteous beauty. Do not pause too long to soak in the aroma of the blossoming flowers, lest you awaken to find springtime gone with your seed still in your sack.

With the intelligence, wisdom, and freedom of choice given to us as humans exercise the discipline to plant in spite of the rocks, weeds, or other obstacles before us. The rocks, weeds, and thorns of the world cannot destroy all your seeds if you plant massively enough and intelligently enough. My suggestion is to choose action, not rest. Choose truth, not fantasy. Choose a smile, not a frown. Choose love, not animosity. Choose the good in life in all things, and choose the opportunity as well as the chance to work when springtime smiles on your life.

Spring shows us that life is truly a constant beginning, a constant opportunity, a constant springtime. We need only to learn to look once again at life as we did as children, letting fascination and curiosity give us welcome cause to look for the miraculous hidden among the common.

Get busy quickly on your springs, your opportunities. There are just a handful of springs that have been handed to each of us. Life is brief, even at its longest. Whatever you are going to do with your life, get at it. Don’t just let the seasons pass by.

The third major lesson in life to learn; how to nourish and protect your crops all summer. Sure enough, as soon as you’ve planted, the busy bugs and noxious weeds are out to take things over. Here is the next bit of truth: they will take it, unless you prevent it.
There are two key phrases to consider with the third major lesson. The first is “all good will be attacked.” Don’t press me for a reason. I was not in on some of the early decisions, so I don’t know why. I just know that it’s true. Let reality be your best beginning. Every garden will be invaded.

The second phrase is “all values must be defended.” Social values, political values, friendship values, business values - all must be defended. Every garden must be tended all summer. If you don’t develop this skill, you’ll never wind up with anything of value.
But for those who make diligent efforts to plant, protect, and preserve there are not enough birds, bugs, or other obstacles to destroy all the efforts of last spring.
Now, the fourth and season is fall, the time of harvesting the fruits of our springtime labor. Fall also presents us with our fourth major lesson to learn in life, and that is to learn how to reap in the fall without apology if you have done well and without complaint if you have not.

For nothing is more exciting than a bounteous crop, and nothing more dreadful than a barren field in the fall. We must remember that in all areas of the human existence, what we put into this world, we get back from it. It is nature’s way of evening the score. So regardless of the results, take full responsibility for your crop. One of the highest forms of human maturity is accepting full responsibility for our lives.

Which brings me back to the beginning of our discussion. We must remember that life is constantly recycling itself. Much of life is about the balancing of two opposites; like the positive and negative charge on a battery. Life’s balancing of opposites totally surrounds our lives; man/woman, day/night, good/evil, life/death, water/land, summer/winter, recession/expansion, joy/sorrow, etc.

Yes, I believe we will have major changes, but I also believe we will continue to have just one winter, spring, summer and fall each year. Much of our success will lie in our ability and philosophy to plant in the springtime of opportunity. To weed and cultivate in the testing time of summer, to harvest without apology and/or complaint in the season of fall and to get stronger, wiser, better in the transition and learning times of winter.

Remember it is not what happens to you that determines your future; it is what you do about it.

To Your Success,
Jim Rohn
www.jimrohn.com
=====

“A great attitude does much more than turn on the lights
in our worlds; it seems to magically connect us to all
sorts of serendipitous opportunities that were somehow
absent before we changed.” — Earl Nightingale

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