http://archive.aweber.com/iun-inquirersEmail Newsletter InquirersThu, 26 Apr 2012 19:51:35 -0400http://archive.aweber.com/iun-inquirers/KqAn./h/Getting_to_know_you.htm Been working a lot lately and feel a little disconnected from you my newsletter reader. Not much free time between client work, finishing up my book, and garden season. Don't get me wrong, I'm doing the things I enjoy doing, but what about you? What will you be investing your time and money in over the next six months to improve your personal bottom line? Your questions, comments, and stories will guide this publication to better help you improve your sales results. Sincerely, Justin Hitt Consultant / Publisher P. s. Please take a moment to tell me your story. Simply reply to this e-mail, I'll be sure to read and get back with you. Justin Hitt is the publisher of Inside Strategic Relations, and AdBriefing Copywriting Tips, plus several other publications designed to help you create and keep profitable customers.Thu, 26 Apr 2012 19:51:35 -0400http://archive.aweber.com/iun-inquirers/4uHvQ/t/Are_you_a_modern_slave_.htm Yoked to an employer without many options, in-debt to an invisible master? Do you fear the economy because of your condition? You may be a modern slave! At this time most states are "at will", meaning your employer can let you go at any time. Gone are the days of lifetime employment, or any reasonable job security. Actually, those days were gone long ago. January is "National Slavery and Human Trafficking Prevention Month" as set forth by President Obama. You might be asking, "What does this have to do with sales and business relationships?" And I'll tell you ... When you're worried about where your next commission will come, when you fear bill collectors, or face financial crisis, you are no better than a slave. These distractions keep you from the sales you deserve. Think about it, Who really owns your house? Who really owns your car, or even your college education? Thomas Stanley, author of "The Millionaire Mind" writes of a multimillionaire who shared the secret of who really owns the world around the slave. It's the bank through financial instruments to which you have obligations! When you work for the bank, burdened with debt or simply without financial security, then you are a slave. You do their will, earning a living just to hand over for a mortgage, car payment, or other "things" that you're supposed to have. Now you are sitting across the table from a prospect, worried about next months mortgage payment, fearing that the bank will come and take your stuff -- the life of a slave is horrible. Am I saying, that having a mortgage is bad. Or that partnering with the bank to get the things you need is wrong. Of course not. But when these things control you, this impacts your ability to sell. It puts unnecessary pressure on your prospect, it causes you to overlook their interests. When large numbers of people became slaves to the real-estate industry, this eventually came back to hurt everyone. Only those who have learned to free themselves benefited from the 2008 mortgage crash. This month, I want you to think carefully about President Obama's proclamation to make January "National Slavery and Human Trafficking Prevention Month" and in your own life ... 1. Proclaim to free yourself from weighty financial burdens. Only borrow what you need, considering only enough that you can replay easily. 2. Sustainably manage your money, leaving plenty for a rainy day. Go beyond an emergency fund to have a whole year of earnings set aside. 3. Be sure that those individuals who work for you have the opportunity for personal freedom. Pay them fairly and reward their successes. By no means am I downplaying the serious exploitation of human trafficking. This letter is for-most to make you aware of forced labor, debt bondage, and involuntary servitude you may be facing in your own life. There is hope, following strategic relations principles you can position yourself for prosperity. Imagine yourself, debt free, only required to spend a small percentage of your take home, and without fear about the coming days ... Imagine how much more you could sell. Be free at last when you discover the money secrets covered in my newsletter "Sustainable Wealth Secrets" soon available by mail. The biggest challenge I hear these days from my most successful clients is, "How do I keep more of the money I'm making?" That's a real problem if you're a high income professional in sales, marketing, or running a business. A problem I've solved for myself, and clients, and now you though this newsletter. Here's the good news ... You don't have to spend a penny to get this newsletter. It's not for sale right now. But I'll send you a pre-release issue if you'll simply write me with your answer to this question: "What's stopping you from gaining complete financial freedom today?" This newsletter isn't for everyone, it continues to be oriented towards B2B selling professionals. This new publication follows that line addressing specific challenges you may face shortly, if you aren't already facing them now. Today is the day you receive your Emancipation Proclamation -- this personal invitation to financial freedom starts with answering this question. You're under no obligation to purchase anything, I just ask you include your address so that I may have the pleasure of responding to your reply. Why postal mailing address? Because most e-mail is never read and these insights are too valuable to be lost in the ether. You'll want to save each issue, even read it by candle light should the worst happen. Now is your day to remove the shackles of modern day slavery. You may scoff at my suggesting that you're a modern day slave, most don't realize how little they really have to show for their success. Be honest with yourself right now. If your net-worth doesn't reflect your level of skill and experience, then it may be due to that hand of your invisible master. He's reached down to take what you've earned for him, now is the time to take back your freedom. Sincerely, Justin Hitt Strategic Relations Consultant Questions? Comments? +1 (757) 282-7779 P. s. You should be seriously offended by this newsletter. The most blind among us, the ones who even enjoy their enslavement will be the most upset. Not until you experience the truth of sustainable living and personal financial freedom will you understand how much of a slave you really were. I hope you'll open your eyes for even a moment to answer the question "What's stopping you from gaining complete financial freedom today?", simply reply to this e-mail, including your postal address so I may reply with a pre-release sample of the Sustainable Wealth Secrets newsletter. Justin Hitt helps business-to-business technical services firms turn business relations into profits guaranteed. Justin is the publisher of several newsletters for selling professionals who want full and complete financial freedom. To ask him questions, visit http://www.AskJustinHitt.com/ You are receiving this newsletter as part of your Inside Strategic Relations or AdBriefing Copyrighting Tips newsletter. Thanks for being a part of these publications. Copyright 2012 JWH Consolidated Inc, All rights reserved. Tue, 17 Jan 2012 08:29:18 -0500http://archive.aweber.com/iun-inquirers/QFTA/t/Keeping_busy_are_you_.htm Haven't written in a while, but this newsletter is not dead. Like you, I've been busy. Been working on a book "How YOU Can Increase B2B Sales and Profits in 90 Days or Less!", and busy serving clients. You've got to wonder what those so-called "guru's" are doing with most their day when they have time to blog, write newsletters, and spend all that time on social media. I've been long at the point of creating content for clients first, as a result of paid services, then summarizing (even highlighting) that here. Building this newsletter from project notes, experiences, and conversations I'm being paid to have ... both saves me time and has the highest return on investment. This kind of thinking is what you'll discover here. My question for you is about your sales volume. Are you staying busy enough that you don't know whether you are coming or going? This is a sure sign you need to step back for some prospective. That's why these newsletter aren't regular, it's both a detriment to my list, but a boon to my bottom line. Stepping back I realized that while readers were benefiting, they weren't reaching the heights I see implementing these materials with clients. Look at your day to day selling. Are you too busy with appointment and missing out on lead generation? Do you generate leads that appoint, but aren't qualified to buy? Wisdom from an Old Farmer about Selling A mentor once said to me, "You've got to sow seed to reap a harvest, but a farm requires crop management." Doesn't sound like it has anything to do with attracting and keeping profitable customers, but let me explain. While I was born in a city, I grew up in my teens in the country. Woke up to the smell of "natural hog fertilizer" sprayed on the crops around my house, while my family didn't have a big farm, we had goats, chickens, and a horse. Successful farmers don't have just one crop and call it a year. They may plant soybeans in the fall, corn after that, constantly rotating crops. Organic farmers have even higher diversity. Some farmers I knew had land all across the county with two or three different crops going at the same time. This is how you have stability in farming, it's how you have stability in sales. The SOWING ... is your daily prospecting, seeking out buyers for what you have to offer. And, how do you know what to sow? By the qualifications of your buyers. That means the soil must be right (problems, wants, and desires) and the seed must be strong (message to market match.) You need to compost the B.S., because in front of a buyer the only thing that matters is fertile results. The REAPING ... If you've done the sowing with consistent follow on, then you'll have something to reap. This means following up every prospect to qualify, every qualified inquirer to appoint, and every appointment to close. It's a process that happens in a particular order. If you appoint before you qualify you end up with the lousing appointments that keep you broke -- plus the frustration of wasting your time with someone who can't buy from you anyway. Some sales people are stuck in this sowing and reaping, they sow one week, reap another with roller-coaster income. Maybe I'm being generous, the point is that many sales people are here and there about prospecting when they need appointments. They try the same things over and over, never testing, just digging themselves a rut. With blinders, they push away anything that "just doesn't work with my customers" while they struggle to meet quota. Some even do great, making good earnings, but are so busy sowing and reaping they don't have much time for anything else. Life sucks for them, How about you? Instead you need to be a farmer, planting multiple crops in rotation, sowing and reaping what's profitable on a daily basis. You may think you're busy now, unfortunately for you, if you don't get this write you'll never be busy enough to get the help you deserve. You may have seen job descriptions where companies seek sales people with a "hunter personality." That's wrong! If you've got to hunt for customers in the business-to-business world, then you don't know how to attract the right game. While baiting is illegal, there wasn't a day where handsome deer weren't eating soy crops, or nibbling in our garden. When I do campaign management for clients, I've got to claw parts of the prospecting out of their tight grip -- so that it can be done on their behalf. Often afraid someone else will do it wrong, I show them how to package what they want so they get better qualified leads who become buyers. Keep Doing What's Easy and Go Broke For some clients it's just showing them how to do what they already do, except much faster at a lower cost. Like my envelope stuffing story, I was very proud of myself and stuff preparing 500 letters a week because of all the money I was making in my computer consultancy. It was exciting to see trays of envelopes go out the door, then the phone started ringing almost the next week. My appointment book was full -- however, to my shock a lot of necessary accounting wasn't being done by my small staff because envelopes was so fun and easy. Needless to say, years later, I was not so proud of my complacency with stuffing envelops our self when a good printer friend of mine showed me how this could be done for less without tying up staff. The method I use today it doesn't matter if I send 500 or 50,000 a week, my campaigns work without staff overhead. Not only do they work, but I practice crop rotation which means I pull out unprofitable campaigns and replace them when ones that produce. This way I'm always sowing AND always reaping -- so I'm busy enough to really do what I want. Now I'm not saying I don't want to do this newsletter -- it's a passion of mine since the 1990's and this particular newsletter since 2001. What I am saying is, that by focusing on the sowing and reaping in a sustainable system, I'm able to get help to produce these materials. I still write this newsletter from project notes, or create it's content through my audio replies to clients and coaching calls -- I just don't spend as much time as I did even a year ago. You deserve the same thing in your selling. In fact, I'm busy enough doing paid work that I often neglect your better interests. Perhaps it's guilt that compels me to write these mini-report style issues -- I just want to make sure this newsletter is the best use of your time. At least to reward your loyalty. Get Busy Doing What Creates Sales Results Imagine what life would be like, what your commission checks would look like if you were able to prospect as much as you do today in half the time -- even better double your prospecting results with fewer resources in less time. Here's the deal. I'm looking at every aspect of my business and asking if it pulls it's own weight. Frankly, you ought to be looking at your own situation in the same light. Here's what you do if you want more personal freedom, income, and choice: 1. On a single sheet of paper (or simple spreadsheet on your computer or calendar) track activity, input/output, and results. That means know how much time you spend prospecting by a medium, what it cost you, and what you got out of it. Track this every day ... can be a simple tally like "12 phone calls, 25 letters, 18 e-mails, and 2 tweets." 2. Once a week do that math. You don't need complex software, just tally up your activities by category, time associated, costs, and sales generated. Doesn't matter if you have a complex long sales cycle or a sort one, each week you'll have an accounting for what you do and the results. If your list is so long you can't do this in 45 minutes (one sitting), then do more of fewer things next week. 3. Order your list by income results produced. From lead generation, follow up, or even sales presentation, everything can map back to dollars spent, dollars earned. If you can't, then it's a hobby and you can do it on your own time -- selling time is selling time. 4. Put on your calendar specific times to do the three to five top performing activities. Make time for these activities, if you do nothing else, you've got to do what produces results for your organization. Either have someone else take care of or just don't do anything else on your list. Yes, I know this is just a high level but seriously, this is all you need to do to focus your time and energy on what increases your personal bottom line. Don't be a slave to selling, that's why so many get frustrated with sales. The real problem is some sales people get caught up in a bunch of crap that doesn't do anything for why they are in sales in the first place. Change your boots, use this system to get on top of your game. If you have any questions about what I've covered here, just pick up the phone or fax my office at +1 (757) 282-7779 -- be sure to leave your full contact information so I can actually get back with you. Mention newsletter issue E0517B, will send you some related bonus materials that wouldn't fit in this newsletter. Personally, I'm happy about being busy, especially if what I'm doing supports my family. Plus, being busy with the right things lets me enjoy my garden, going to concerts, and travel (will be in Toronto over July 4th weekend.) Make this newsletter profitable for you, thank you for your success stories -- and if you need help with implementation, then contact my office for a consultation. Be a farmer, even in this economy buyers are everywhere, you don't have to be frustrated. Plant the seeds that create for you an abundant harvest. Looking forward to helping you create and keep profitable customers as you turn every business relationship into profits guaranteed. Sincerely, Justin Hitt Strategic Relations Consultant 24/7 Phone Fax Questions: +1 (757) 282-7779 P. s. Pouring more than a decade of experience into this book, "How YOU Can Increase B2B Sales and Profits in 90 Days or Less!" is helping selling professionals put more profits in their pockets. Let me know if you want to be my "Special Offers" list by right now sending over your postal address. I've got distribution in North America, Europe, and Asia -- but can ship to readers in other countries. First edition is in English, with plans for a Chinese version if the book passes export restrictions. If you want to survive this global economy, you must have this resource. Bonus materials and coupons for early responders. P. p. s. Just can't write short newsletters, if I'm going to sit down, I'm giving you everything you need for measurable results. If you want to share your success story or an experience with these materials, I'd like to make you one of our "local heroes" and feature you in future publications. Thank you for being a part of this newsletter, Inside Strategic Relations! Justin Hitt helps b2b technical services firms create and keep profitable customers. Using tested marketing, selling, and business development insights his low-cost high-impact solutions make clients money. To ask questions reply here, or call the questions hot-line at +1 (757) 282-7779, or visit his website for paid consultation at http://www.JustinHitt.com/?utm_source=INQ&utm_medium=Aweber&utm_campaign=E0517B Inside Strategic Relations is a newsletter designed to create specific results for proactive readers. An expanded paid edition is available via the Applying Strategic Relations members coaching program when you join by visiting http://www.ApplyingStrategicRelations.com/?utm_source=INQ&utm_medium=Aweber&utm_campaign=E0517B Wed, 18 May 2011 09:38:09 -0400http://archive.aweber.com/iun-inquirers/138JM/t/Praise_I_want_to_hear.htm Don't get me wrong, it's really encouraging to hear all the great praise about this newsletter. But seriously, in this economy the only praise that matters is about the money this newsletter puts in your pocket. "I like your newsletter, it has useful information." "Great newsletter, your tips are priceless!" Listen, this praise tell me nothing about the results you are getting from these pages. Tell me your story, how have I been able to impact your bottom line. What is life like with these resources. Here's why this is important, and why you must demand the same from your clients! You and I am in the problem solving business. Customer satisfaction has no value, making customers happy doesn't matter, they can be be happy going to the movies. But if you want to keep them coming back to buy, they need to solve problems. One of the problems I solve for clients (and strive to solve with this newsletter) is your money problems. Now I know money isn't everything. But with inflation the way it is, if you aren't making more now, you aren't keeping up with prices tomorrow. Just look at your grocery bill. This newsletter reaches more than 17 countries, not a single subscriber isn't facing a challenge that more income in less time couldn't at least help a little. For some it may help a lot. Think about the sales person who moves to a new territory just starting out. What's the fastest way for them to connect with new buyers who face problems that need to be solved? I'll give you a hint ... It's a fat portfolio of meaningful testimonials and client stories. An asset to your copywriting, your sale presentations, and every aspect of your business communications. Nobody says it better than a satisfied customer, but you have to ask. When briefly sold for a national business collections services I was given a three-ring binder full of customer success stories. I was told that before every meeting to pick 10 to 15 specific to the prospect I was visiting. These testimonials were to be used at the point of decision to connect the prospect with existing customers who made a decision to be happily involved with this collections service. This company didn't get these testimonials waiting for them. They built testimonial collection into their sales process, their service process, and their follow up process. As a selling professional, copywriter, or marketer, you need to ask for testimonials. Not weak, "Great service, thanks again" but instead a story that conveys your customers experiences. Frankly, anyone who comes in touch with your solution has a story to share that's relevant to a prospect you may meet in the future. Conveying these positive experiences help not only close sales, but remove fear from prospects who may see your marketing materials. Use these experiences to refine your sales presentation or write better sales copy. Let's do a little exercise: I'm going to ask you a little about yourself, then you'll briefly answer three simple questions. Finally, you'll tell your story from the answers provided. Ready? --- start --- A. Tell me a little about your circumstances before you started with this newsletter: 1. What problem did you want to solve when you signed up for this newsletter? 2. Why did you sign up for this newsletter? 3. What did you get out of this newsletter? Be very specific. B. From the answers provided above, please tell me your story as if you were speaking to someone who was thinking about joining this newsletter: --- finish --- Go ahead, copy and paste between start and finish in a reply e-mail to me -- tell me your story. You might think this was a cheap trick to get more meaningful praise from you to see how I'm doing with this newsletter (and you'd be right.) More importantly, I've given you a formula you can use to get meaningful testimonials from clients. These testimonials do several important things, they ... 1. Help you measure your own performance. You'll know how well you do by the problems you solve for customers. If you receive no stories, then you're not solving enough problems. 2. Provides connecting stories. Rather than stale old feel-felt-found, you'll have real meaningful stories to share in your sales presentations or marketing copy. 3. Helps you focus on buyers. Getting to know your customers helps you find more with equal quality, rather than shooting in the dark. 4. Promotes your smart customers. When your customers praise you in this way, you get the opportunity to share their story with a larger audience. Often this leads to inquiries, may even spark a customer to return. 5. Opens the doors with prospects. This kind of meaningful praise helps prospects feel more comfortable contacting you first over someone else. 6. Helps build trust and credibility. Before you even meet with your prospect, they can get to know you through your customers words. Some of the most believable messages you can share. 7. Discovers what other prospects may want to buy. You'll see patterns, discover results, and find examples of what others on your list may want to buy. Right now, I'd like to hear from you in a meaningful way. Tell me your story, what problems has this publication solved for you, and what has it meant to your bottom line. If it hasn't, then let me know that too -- these questions provide a powerful tool for me to serve you better. Any kind of praise is encouraging, but this kind of praise puts money in your pocket. Thanks for being a part of this newsletter. Sincerely, Justin Hitt Publisher / Consultant 24/7 Phone Fax Hotline: P. s. It's easy to share your story, just copy and paste the questions above into a reply e-mail. Take as much space as you need, your success stories will help other subscribers in this challenging time -- perhaps you'll even be featured in a future publication (with your permission.) Justin Hitt helps business-to-business selling professionals increase sales, grow profits, and do it in less time. Publisher of the Inside Strategic Relations and AdBriefing Copywriting Tips newsletter. Tue, 15 Feb 2011 08:01:15 -0500http://archive.aweber.com/iun-inquirers/10sLM/t/Real_social_media_profits.htm Thanks for the all the LinkedIn invites lately. Because I don't accept ever request, please mention that you're a newsletter reader. Links to my social media profiles are available at http://justinhitt.com/social_networking_profiles.php?utm_source=CK1&utm_medium=Aweber&utm_content=SocialMediaProfits&utm_campaign=D1112F Are you using social media in your selling? If you are currently using social media and hoping your invites will turn into business -- you might be the biggest fool of them all. Now I don't mean to insult you, maybe you just haven't been informed. There is a secret that LinkedIn, Google, Facebook, and other social media platforms want to keep secret. Do you know that I can buy the names of the specific individual most ideally suited to buy my products and services? From $0.12 to $1.00 a name. Yes, on LinkedIn, Facebook, or any other network out there I can choose whom to present my offers. Don't need to pester my friends, or hope they pass along my request. I can make an offer to specific decision maker of my choice. Assuming they are in that platform -- most real decision makers don't login much. Yes, social media can help you find the names of key decision makers, make it easier for people to find you, and even connect through "friend of a friend" ... I'm not the one to teach you this, while social media has been a useful tool to me, one of my mentors "teaches" it so much better. In fact, Bob Bly, master copywriter and marketer has a program called "The Social Networking Handbook" -- well worth ten times as much. I won't pitch it here, you'll find details and a link at http://www.salesproblemssolved.com/index.php?main_page=document_product_info&products_id=60&utm_source=CK1&utm_medium=Aweber&utm_content=SocialMediaProfits&utm_campaign=D1112F Bob's program shows you how to get started. What I do for clients is more advanced, but please don't waste time in these platforms. When you have the basics down you can avoid getting lost in the B.S. smoke and mirrors of the gimmick. You'll probably agree, it's really easy to suck up valuable time in social media because it's so easy. Here's what you've got to understand, social media is an information collection tool FIRST. Not just a tool for you to collect information, but for social media companies to collect details about you. It's crowd sourcing a massive database of relationships -- and they sell this data and much more. Don't feel silly for helping them with their mission, many people don't understand the power of these platforms. They aren't in the social media business, just like Google's not in the search engine business -- they are in the business of selling advertising to smart individuals who know how to leverage it. Ready for that secret ... The real money is advertising on social media, not participating in it. Once you get the basics out of the way ... Here are the skills you must have to profit from social media (the right way!) Including how to leverage this resource to increase your profits. How many of these skills do you already have: 1. Direct response marketing. Social media provides a powerful platform for getting the attention of specific buyers, direct response helps you know what works and what doesn't. 2. Writing copy that sells. Most "copy writers" don't know how to sell. When you understand how to write cash copy you turn visitors into buyers. 3. Relationship management. It doesn't matter how many friends you have if you aren't a service to your friends. If I accept your LinkedIn invitation, rest assured, I'm going to do my best to match you with other contacts with needs. 4. Positioning not prospecting. Just like people don't like cold calls, they don't like unsolicited e-mail, friend requests, or other interruptions no matter how easy they are for you to do. You want buyers to come to you. 5. Knowing words that sell. Because social media opens up video, audio, and other mediums of communications your first contact now can easily be something other than writing. Knowing what words sell is important to connect with buyers when you're not doing the interaction. 6. Information gathering. Know where to look for details, how to find them, and how to verify what you find. The right information means your offer in front of the right buyers. Where you find this information is surprising. If you want a teleseminar on this topic, then just send in your questions. I've got a pile already, and would like to do a call with a small group to round out the corners on a possible training kit. Like a choose your own adventure book, you decide which topics I expand on by writing with your questions. The key point of this message is to help avoid major pitfalls associated with social media. I know it's all exciting right now, but so what the fax machine when it first came out. And wasn't it just last year that email marketing was the the "in" thing to do? Anyway, my job is to help you make more money. Thanks for your questions, looking forward to hearing from you. Sincerely, Justin Hitt Publisher / Consultant 24/7 Phone Fax Hotline: P. s. If it takes a day or two to get back with you, rest assured I will. Most of my day is spent doing real work -- but I do periodically check my e-mail. Thanks for writing. Justin Hitt helps business-to-business selling professionals create and keep profitable customers by turning business relationships into profits guaranteed. Publisher of the Inside Strategic Relations and AdBriefing Copywriting Tips newsletter. Tue, 08 Feb 2011 18:56:43 -0500http://archive.aweber.com/iun-inquirers/27fR0/t/Starting_program_from_scratch.htm Just a quick note about a change that may make all the difference in your sales. You can benefit from something that's so much easier to deliver with today's technology. Now you can grow your referrals, increase sales quickly, and increase your personal profits ... as others have working directly with me. At one time I had 400+ members in my coaching program, and frankly it sucked up all my time and was a pain to manage. With more lucrative contracts, I all but abandoned my coaching program to all but a select handful of close clients. Membership dues were raised to prevent all but only the most serious sign-ups -- the program was purged of all inactive members. Now three years later with better resources like phone conference services, more content, and three newsletters -- I'm starting over with my coaching program. Frankly, the logistics of running this kind of program, including a print newsletter was killing my office. I felt bad because I wanted to do so much to help the success of members but couldn't due to poor logistics. Now things are different. You benefit from years of solid results driven materials, a private members message board, and monthly group calls. You'll increase sales rapidly, keep more customers returning to you, and grow your referral base. What's so different? Technology allows me to send print mail as easily as e-mail, faxes with a click of a button, and I've partnered with a mail shop to drop everything else. Completely push button ... Across the board with a tiny part-time staff, I can manage all my marketing for thousands of contacts with the press of a button. Now, I'll show you how you can create and keep more profitable customers -- spending less but getting more sales each week. As a coaching client, you'll see my processes, what exactly my clients are doing to increase sales, and will even hold your hand getting started. As a member you'll get access to the following content archives: * Center for Strategic Relations -- Includes tutorials, reports, audio programs, and many insights to build stronger business relationships. * Inside Strategic Relations -- Newsletter with practical sales strategies for growing technical services firms who sell to other businesses. * AdBreifing Copywriting Tips -- Discover how to use words to generate more qualified leads and bring sales to you day after day with minimal effort. Lower your marketing costs while increasing sales. * Strategic Relations Journal -- Specific reports designed to grow your business profits in diverse sustainable ways while increasing your customer base. Plus, you'll get much more. For complete details about coaching member benefits visit http://iunctura.com/tutorials/getting-started/benefits_of_membership.php If you're ready to increase sales for your business-to-business firm, then don't wait till I increase your membership investment. Join today by visiting https://www.jwhco.com/amp/signup.php You'll get instant access right after secure account setup. Sincerely, Justin Hitt Strategic Relations Consultant 24/7 Phone Fax Hotline: P. s. As an added bonus, I'm scheduling a limited number of "Welcome Consultation Calls" for new members as my New Years gift to you for making the investment in your sales results. After confirming your membership, drop me an e-mail to schedule your appointment. Please mention "Welcome Consultation Call" in the subject of your e-mail. Don't waste another moment wondering what works for business-to-business selling professionals and marketers. Join today by visiting https://www.jwhco.com/amp/signup.php Coaching membership is guaranteed, leave anytime, membership dues is locked in for as long as your active. Satisfaction guaranteed. Justin Hitt helps growing business-to-business technical services firms create and keep profitable customers using low-cost yet sustainable selling methods you can measure. Turning business relationships into profits guaranteed. Tue, 07 Dec 2010 10:09:29 -0500http://archive.aweber.com/iun-inquirers/1Egye/t/Charity_has_its_place.htm In my last newsletter I said one of our roles is to "help people with money solve problems." Now don't get me wrong, I'm okay with helping those without money too ... but that's called charity. In fact, I support a number of worthy causes including Shriners Hospitals for Children, the Scottish Rite Speech Therapy Centers, Heifer International, and soon my local Heritage Humane Society. I have a personal goal to give away $100,000.00 a year to select charitable causes through my own gifts, my company, and those of my clients. Just one requirement I have about charitable contributions ... My charitable activities are for those who can't help themselves, usually children and animals. And, these charities must help in a way that grows the individual in a sustainable way. While I do speak and work with college students in areas of communications, leadership, and salesmanship -- I can barely tolerate letting adults pick my brain without getting something for my time. Even "free" speaking events are recorded to be used as products. Maybe it's selfish of me, but what I do is turn business relationships into profits. A 2% return on nothing is still nothing, so it really doesn't work unless something is brought to the table. So if I'm going to do something for nothing for a healthy adult, I feel a little cheated because nobody has any gain. What's my return for helping children and animals? First, all of society benefits from a healthy child with strong self-esteem and a respect for themselves. Crime is reduced, quality of life is improved. The same goes for animals -- healthy animals improve the lives of everyone who interacts with them. Children and animals are limited in their ability to help themselves, often dependent on the decisions of other. Adults on the other hand have freewill. This means to me that it doesn't help adults one bit to give them anything -- in fact, I'm real sure that giving an adult something without an expectation of return is actually harmful. Here's the lesson for selling -- stay away from anyone who expects something for nothing. Starting with prospects. It doesn't help them one bit to tell them how to solve their problems. In most cases they don't know enough about their own situation to know they even have problems -- many non-clients come to me thinking they have one problem. After a consultation using a discovery method, they identify several other limiting factors as well as clarify their desired results. By helping prospects clarify their thinking about (a) the challenge they face, (b) results desired, and (c) resources impacted, they often become more open to any solution you may describe. Even then, you still won't solve the problem, but instead describe the benefits of the solution in a way that gets clarity on your understanding of their challenge. Too many sales people fail because they jump in with free advice early in an appointment, without first understanding what kind of exchange the prospect wants. A buyer is willing to trade money for results, a freebie seeker just wants the results. Free advice hurts because it's often not used, or worse, not associated with a specific return (or value.) All the worlds knowledge is available today for someone willing to learn it, but knowledge gained without application is meaningless. It's all fine to solve problems for clients because they have invested in you and expect something in return. It's your responsibility to give them something for their investment -- to think you don't owe them is ridiculous and a formula for failure. Let me repeat: A client invests in you (and your company) because they want to solve a specific problem. It is expected you'll apply their investment into specific actions that solve problems they face. Even if you're not clear about the problem, they know when it's solve. Your investment in understanding their problems has the return of buyer satisfaction after the delivery of goods. The whole business relationships is a back and forth exchange of value. Nothing is worse than a client who doesn't want anything -- by definition, they aren't much of a client. Want to make big money? Then you need clients who want big returns. That's how I ask and get higher than average rates in my field -- because I deliver on the expectations of my clients, bringing them even bigger returns. If you haven't figured it out already, my "expectation of return" is a measure for both me and the client. While it seems I give this newsletter away, it's really a retention tool for my clients and a lead generation mechanism that makes me sales. It's a vehicle to create results for subscribers (who take action), while creating sales for me and select partners. I'm not here to impress you with what I've learned by experience -- while I do feel gratified in sharing -- I expect a return either in the increase of my own sales, or through application the increase in your own sales. So unlike other newsletters, I want you to be skeptical and try me out. Test anything I share with you against what you're doing today -- share with me your experiences and be a part of this community. If something doesn't work for you, let me know, it helps me to improve my communications skills. What will likely happen is you'll see the return created by these insights. This isn't a charity, there is a lesson in every issue designed specifically to benefit both of us. Your take away: 1. Only talk with qualified prospects with the money to buy what you have to offer -- and equally important, who will benefit greatly from what you have to offer. 2. Don't try to solve problems when sitting in front of a prospect, focus instead on understanding the problems they face and educating them about the loss they face. 3. Work with prospects who expect something big from their interactions with you, describe the benefits they get after their investment. Deliver clearly after they become clients. 4. Be clear about your charitable work. 10% of my gross proceeds go to groups who help those who can't help themselves, but who benefit in a way that cultivates a better more sustainable person. Now get out there, put this into action so you get the returns I expect of you (and you expect of yourself.) You are closer than you think to the results in sales you seek. Sincerely, Justin Hitt Strategic Relations Consultant 24/7 Phone Fax Hotline: P. s. Because so many folks write in with questions asking about a bit more personal help -- I'm opening the doors to my coaching program for new members. For complete details about this unique program visit http://iunctura.com/tutorials/getting-started/benefits_of_membership.php Justin Hitt helps you, the serious business-to-business technical services selling professional increase sales and attract greater profits to your personal bottom line. Publisher of Inside Strategic Relation, AdBreifing Copywriting Tips, and the Strategic Relations Journal. Tue, 30 Nov 2010 10:08:57 -0500http://archive.aweber.com/iun-inquirers/201ye/t/My_job_is_to_solve_problems.htm Was thinking about my role as a newsletter publisher, primarily as it concerns Inside Strategic Relations. My answer is the critical factor in your own success as a selling professional or marketer. First, it's not about what I write in this newsletter that matters a damn to you as a subscriber. There are hundreds of newsletters available in all kinds of topics -- some written much better than my own. Second, if you're like most selling professionals, this isn't the first time you've sought insights to improve your sales results. Anything I say will be familiar to some, foreign to others -- and none of if matters if it don't work. What I've discovered in my reflection is that success in my job comes from the sames place success in sales. After all, my role is to get you happily involved in ideas and concepts that I've seen implemented in my business development experiences. Before anything else, I need to be a problem solver. Removing from your life specific problems and challenges that limit sales results. My role is to grow your successes, bring them more easily, as well as introduce you to resources that help sales success come more frequently. The magic in that notion is as a selling professional or marketer (pretty much one in the same), your primary success factor is solving problems for your clients. In another issue I'll share what I've been taught about solving problems for prospects -- you'll never want to do that -- just think about this fact: When you are sitting one-on-one with a real life qualified buyer, your only purpose in life is to identify and deliver solutions for the problems they face. That's why I'm always asking you about your challenges, concerns, and frustrations. By opening a dialog I discover what problems you face. And, that awareness guides where I focus my attention. Sure, a lot of sales trainers talk about certain phrases to use to secure agreement. They talk about how to make eye contact, or how to do a hand shake. Even how to leave voice mail. Perhaps because I'm NOT a sales trainer and instead a lowly ole salesman, I've discovered results come more quickly when you listen carefully to the challenges clients face -- then introduce them to solutions. So, I'm going to keep on keeping on with what I do best. While business is good, there are still problems to solve for technical services sales professionals and marketers alike -- you face challenges that I can eliminate to help you grow sustainably over the coming months. If there is anything I can do for you, drop me a note. While I'm not taking on consulting assignments till at least 6/2011 -- my door is open to answer your questions about turning business relationships into profits. You and I wear many hats, but the one hat that brings us the greatest opportunity for growth is our ability to help people with money solve problems. In exchange, they share a little of their benefit as appreciation for our support of them. That's how successful selling works. You might be facing a challenge in sales or marketing, while you may not be a client, I write this newsletter to help. Send in your questions, comments, and stories -- perhaps we'll meet one day, but let's meet at least over e-mail for mutual benefit. I'm looking forward to hearing from you and answering your e-mails. Sincerely, Justin Hitt Strategic Relations Consultant 24/7 Phone Fax Hotline: P. s. Want to solve common challenges faced by selling professionals? I've been answering questions from members, clients, and subscribers for years at http://AskJustinHitt.com/ -- It's free. Justin Hitt helps business-to-business technical services companies create and keep profitable customers by turning business relationships into profits guaranteed. If you'd like to ask Justin Hitt with specific questions about your sales and marketing, ask about group teleseminars he conducts for trade groups by calling +1 (757) 282-7779. Tue, 23 Nov 2010 10:08:51 -0500http://archive.aweber.com/iun-inquirers/nKOS/t/When_back_from_Vegas.htm Just a quick note, you're going to get a real treat when I'm back from Vegas. It's going to go beyond the newsletter and provide what many have been asking about. While my wife and I are enjoying ourselves, and I'm visiting a trade show -- and you might want to start thinking about the really BIG challenges you face in selling. I'm talking about the road blocks, hassles, headaches, and obstacles that keep you from selling more right now. Those things that keep you up at night, frustrated and concerned. This won't be that hard, because the real problems you face in creating and keeping profitable customers tend to tease you everyday. Pushing you into frustration. What I'm going to do when I get back from Vegas is establish a round table weekly conference call -- to solve these specific problems. Here's how it will work: (1) You'll submit your questions and challenges in a single page fax. Yes, fax machine, because I already get too many e-mail messages. Note: You can e-mail in your request with all the information requested here, however, do know, I might not see it because I get hundreds of messages a day. (2) Included with your question will be your full contact information, most send in questions on their company letterhead. (3) You'll get a fax back, telephone call, or postcard in the mail requesting any details necessary to understand your question. (4) Questions will be grouped by topic, concern, or issue. These groups are based on where I can be confident about helping you. (5) One group, including questions for 4 to 7 people will be addressed in a webinar event. Seating is very limited, those whose questions will be answered get first invites. (6) If you don't make it on the webinar, then you can listen in on the conference bridge where many more can attend. You'll also get notified of any collateral materials made available after the event. Because so many selling professionals, entrepreneurs, and marketers are gambling with their bottom-line, this program is designed to produce bankable results. Like my coaching sessions, you'll get actionable ideas. I already do something like this with my inner circle clients, and frankly this will be a light version of that -- running between 45 and 90 minutes. This program is NOT announced outside this newsletter -- if you have a computer or telephone you can attend. It's not for everyone because I'm making you do something (i.e. fax in your questions with specific information included) and I'm noticing a lot of losers don't even want to do that much. It's not for everyone because if you don't attend the call you don't get to participate. This program isn't anything new, I'm already answering fax, mail, and e-mail in questions from subscribers (and have been doing so for years now.) The difference is that I'm structuring the program a little differently to save time. Round tables will be held at different times, no charge to attend, and I promise archived recordings will be pricey (but well worth it.) That means, if you miss a call, expect to pay through the nose to get a copy. Two reasons I'm doing this, one mentioned earlier is to better organize my time. Secondly, is to document strategies I've used with clients to increase sales. Long time subscribers know I've got binders all over the office of materials I've used to grow client businesses -- this is a way to organize those materials while giving you practical tools to solve problems in your sales. And I want to solve big problems with you. Something that is worth showing up for ... so if you've got a real stump-er, write up your question on a piece of letterhead and fax it to +1 (757) 282-7779 Sincerely, Justin Hitt Strategic Relations Consultant B2B Industrial Copywriter P. s. You can still reply with your questions, and if you include all your contact information I'll consider you for round tables. No sales person will call you, all submissions will be considered for future round table sessions. And frankly if you don't know of a big challenge I can help you solve, then you ought to drop from this list. I'm just saying, I'm serious about you profiting from what you're reading here. Stop gambling with your future and start producing! I'm looking forward to hearing from you. P. p. s. This is a great opportunity to try to stump me, to test me out to see if I'm the real deal. If you've got a problem that's stopping you from getting the sales results you deserve, then you owe it to yourself to ask me about it by faxing +1 (757) 282-7779 Mon, 09 Aug 2010 14:00:31 -0400http://archive.aweber.com/iun-inquirers/1yriu/t/Read_this_only_if_.htm Read this only if you want direct access to discover how to leverage your existing business to make a seven-figure income simply by outsourcing and delegating. Quick ... get this before it's pulled down. A couple of weeks ago, my colleague Charlie Cook, persuaded 10 top experts to reveal ... ... the fastest way to scale your business and your profits without cloning yourself. This training is stuffed with proven tips to show you how to catapult your profits and work less so you can enjoy your life more. How much will this set you back? The answer is nothing. It's free ... Grab your mouse and click on the link below to get access to all 10 interviews before they're taken down in a few days. Obviously, you have to enter your name and email to get access... but it's free. How to work less and make more >> http://www.mfsstore.com/cmd.php?Clk=3839105 Best, Justin Hitt Strategic Relations Consultant 24/7 Phone Fax Hotline: P.S. You'll also get access to a special offer which is limited to the next 11 listeners who say "YES" - hope you're one of them. Register for this free TeleSummit here today >> http://www.mfsstore.com/cmd.php?Clk=3839105 Wed, 04 Aug 2010 14:28:08 -0400