Today’s episode draws inspiration from a most unusual source. You’ll be astounded at the powerful business lesson I learned when my son’s friend  Nat “Barf” Jones did a spectacular full body vomit on an amusement ride at Sydney Luna Park. The response from the staff at Luna Park was totally unexpected. To find out more, enjoy this quick video in this week’s episode of Wonderful Web TV, your Monday dose of Motivation, Mindset and Marketing.

I’d love to hear your comments and any tips you’d like to share. Share your thoughts below. I’ll come back and join in the conversation.

Cheers

Janet

P.S. If you like this episode, I’d love you to leave a ranking and comment over on itunes.

Here’s the link (you can also subscribe here too)

Now I love the whole fully automated, online business model but in the last few months I’ve come to realise there is something more. This may upset the Internet Business purists but it’s true. There is something to add to the mix that is not just rewarding for me but also highly valued by my clients.

Get out from behind the computer and spend time with your clients in person.

I’ve resisted running workshops, retreats and masterminds in the past because I saw it as far too difficult to do and balance time with my children. And to be totally honest, I saw it as selling out on the ideal of a fully automated Internet business.

After last weekend, I’ve changed my mind. In fact I’m a total convert.

You see, last weekend I held my first 3 day mastermind retreat for my elite Diamond coaching clients. We spent 3 days hot-seating each person’s business models, brainstormed products and marketing and also studied the latest marketing methods. We also got to hang out, drinking margaritas and listening to some pretty cool live music. We even went to the beach.

In short, each person got business and mindset breakthroughs they simply could not have had if we hadn’t met in person.

And for me as the leader of the group I felt an incredible sense of privilege to guide this group and also had huge business and mindset breakthroughs in how to really help people in their businesses. I even got to see my children each day and they came out to dinner with us (Clancy also an audience for his magic tricks).

How Do I Know Mastermind Retreats are Valuable?

Over the last week, hundreds of people from our community have completed a survey. (Thank you so much for those who took the time. I’ll be announcing the winner of the survey prize next week).

One of the questions asked people to rank their preference for 18 different styles of programs. The 3rd most popular structure was for “Elite coaching and mastermind group with Janet & motivated business owners”.

You can also hear, direct from some of my Diamond clients, what they thought of this format in these short videos we recorded at the retreat “office” at  Terrigal Beach.

So What Does This Mean For You?

Be Open to All Ways to Grow Your Business (a.k.a. help your customers)

If you are building your business online don’t fall into the trap of seeing your business as solely an Internet Business. It is a business. Fullstop!

Really look at what will help your clients the most and think about ways you can include face-to-face services. This could be workshops and masterminds but it could also include VIP coaching days, networking, client only dinners. You can even tag onto other people’s events by organising to have dinner with other people who are your clients (or potential clients) while you are there.

If you are just establishing your online business, doing some one-on-one service provision can be a great way to get in cash and develop your own signature system, ready for you to leverage this later online. If your business is established, this can be a great way to consolidate your business and work with higher-end clients.

Now this won’t work for every one but the main message I want to get across is be open to complementary methods of reaching your target market and providing service. You may very well find, like I did, that it is personally very rewarding.

I will be looking for more ways to introduce mastermind retreats and workshops

Well I’m hooked. Now I know that small group mastermind retreats with people who are committed to their businesses is something I personally like and importantly, gets results for my clients. So I’ll be looking for ways to include this concept into my future programs.

The Diamond program is pretty special because it also includes a lot of one-on-one coaching with me, personal coaching with our Mindset coach Lenore Miller and tech support from my team. I only work with a handful of people at this level but I can see there is the possibility to include mastermind retreats in other, less intensive programs. If 3 day mastermind retreats sound like something you’re interested in then drop me a line and let me know. If I have enough people interested I’ll organise something.

You see a few days ago I had breakfast with Richard.

Okay, Okay! So there were 1600 other people there but I can dream can’t I?

As you’d expect he shared amazing insights into how to grow a huge business that does more than create money and employment, but actually creates social change. That’s why I went to breakfast. What I didn’t expect was to learn about the influence of love in how he has structured his business. What also hit me between the eyes like a tonne of bricks was the realisation that Richard Branson runs (and always has) a HOME BASED BUSINESS.

I share the importance of these lessons in this quick 1 minute video shot on-site. If you’re wondering why Richard isn’t in the video, he just ducked out for a moment but asked my to mind his seat.:)

Instead of hoping for inspiration I have a method I use which triggers lateral thinking any time. It is also strangely comforting. It’s a bit unorthodox but it works every time. I’ll explain it all to you below in this quick video I made for you today while sitting in (one of) my favourite cafe. It only takes 3 mins and 10 secs to watch. I’d love to hear your thoughts. Just leave a comment below.

One of the things I arranged is to have a few tables in the break-out area for all the attendees to put their networking material. Business cards, flyers, gifts, JV advertisements etc. A lot of events don’t allow attendees to promote their businesses and give out promotional material so if you find an organiser who is happy for you to do this, or even better, actively support you to do this, then make the most of it.

Live events is one of the best places to build your business through relationships but I find most people don’t know how to do this. So I made this short video for you while I was at The Grace.

Find out why live events are so important and the 4 types of relationships you can make at events, and how to prepare.

Hope you can join us at The 4th Dimension Mastery Workshop. If you’ve been leaving it to the last minute to grab the final 8 places don’t delay. The payment plan option closed on July 31st at midnight.

Illustration by Michael Vittitow

Last night I submitted my application for the Telstra Business Women’s Awards with 9 minutes to spare. OK so I was nominated by the gorgeous Lenore Miller weeks ago but “diamonds are made under pressure” you know! As the dust settled from my screeching dash over the finish line I thought about why I left it to the last minute and the lessons I can share with you from this.

Entering Awards Challenges Your Self  Belief

What goes through your mind at the thought of entering an award? Especially a business award?

In theory you see it as an opportunity and you consciously visualise yourself walking up the stage on presentation night and accepting your winner’s trophy. There is an aura of success around you………….

Reality Check

Self doubt raises it’s ugly head. There are so many amazing people out there, how could you possibly win? You really should wait until next year or the year after or in 5 years time when you are sure you will be so much more competitive.

Admit it. Why bother?

Another Reality Check

The reality is, you will always be aiming for something more. It’s the nature of entrepreneurs to always see what is possible. I was nominated a few years ago for this same award and thought “I’ll wait until my business reaches 6 figures”. The following year I was nominated again and thought “I’ll wait until my business is mid six figures”. This year I thought “I’ll wait until my business reaches 7 figures”.

When is enough good enough? Do you postpone opportunities until you get things perfect?

The Ultimate Reality Check

Opportunities will not wait for you to take action. They’ll be taken by the person who believes in themselves enough to act.

That’s why I submitted my application with 9 minutes to spare.

That’s also why I entered the MCEI Women in Business awards last year, and sent in my application at the very, very last minute. I knew there were some amazing people entering but also knew that if I didn’t demonstrate belief in myself, then how can I expect others to believe in me too?

I won the MCEI award and then to my absolute shock, went on to win the overall prize of Australian Marketer of The Year!

My Challenge To You

I want you to be brutally honest with yourself. What opportunities are you ignoring because you have not achieved what you think  you MUST achieve before you can hold your head high?

Now write a list of all the achievements you have made, no matter how small they seem. Keep that list close by so you can refer back to it in times of self-doubt. To get you thinking, here’s an exercise my family and I do at the end of each year and hang in our living room to remind us.

Celebrate those achievements. You can see a clever way to make sure you celebrate in this short video I shared a while ago.

Ready? Now go get ‘em!

Janet

P.S. Over the rest of the week I’ll share some of the questions and answers from my application to give you an idea of what is involved and also what makes me tick. If you join my rss feed (top right) you’ll get notified when I add any new posts here.

Poor delivery man. I took photos of the truck, photos of him opening the truck, cutting the plastic from the pallet, unloading the books, packing the books. I was a bit excited.

Watch out for an email tomorrow with a sneak peek at my silly photos and how you can win a copy of the book for yourself (hand-signed of course). Hey, I’ll even gift you a “leaked chapter”. But you’ll have to wait until tomorrow.

Cheers

Janet

(You can find out more about Sharla here and also listen to the interview in the gold members’ area of Wonderful Web Women.)

Sharla shared some great ideas on how to answer the question “What do you do?”

It is quite common for people to answer this question with details on HOW you deliver services. Eg “I interview the most successful women on the internet on live webcasts to learn how to grow a successful business” or “I run workshops and work with clients one-on-one to help them reach their goals”.

The problem with this type of response is it doesn’t answer the question that is really in their mind which is “What in it for me?”

Sharla suggested you rephrase the question in your mind to be “How do you help people?”, rather than “What do you do?”

Because really, you are in business to help people after all.

A useful Template to Use

Sharla shared a template you can use which helps to get your “elevator pitch” clear in a way that really answers the question “how you help”.

‘You know how some people………….. well what I do is……….”

I’ve been working on my own answer to the question “What do you do” using this template, so here goes

“You know how some people want to build a successful business on the Internet around something they are passionate about? But they have no list, no product, and don’t know where to start?

Well I help people build an Internet business from scratch and position themselves as an expert very fast so they can build a 6 to 7 figure business that will last.”

So, here’s my challenge to you.

I’ve taken the plunge to rewrite my “elevator pitch”. Now it’s your turn! Share YOUR response to the question “What do you do?” by leaving a comment on the blog here. Make sure you include a link to your web site ( if you have one) because you may attract new customers simply by taking this simple challenge.

Can’t wait to see what you come up with!

*********************************************

Would you like to use this article on your blog or newsletter? You can as long as you include the blurb below in full (feel free to use your Wonderful Web Women affiliate link)

Janet Beckers is the host and founder of Wonderful Web Women. An award winning on-line community recognised for generous and honest marketing advice for women on the internet. To learn from the most successful women on the internet through live webinars, masterminds and forums absolutely free, visit http://www.WonderfulWebWomen.com and join today.

Now something interesting has happened as a result. Apart from the extra room (literally) I have created, I also feel an incredible freeing of energy around my home and business. It’s almost as if I’ve unblocked an energy plug.

My tip to you….. declutter now. Really look at what STUFF is using your energy and what under performing things you have tolerated. A warning though. It is almost like my electrical appliances have felt threatened by my intolerance of under performance. Since I’ve started this I’ve had to replace 2 computers, 2 external hardrives, my blackberry and the dishwasher. AHHHHH!!

So what’s this about working at home?

2 years ago I moved my business out of my home office so I would start taking myself and my business seriously. If you’ve been following my career since then, you’ll see it worked

But now the energy in my home is so clear, I find I work from home all the time. So this week we made the decision to move back home and I can’t wait. In fact, from decision made to move completed will be 7 days!

As part of my office declutter I have found thousands of dollars of courses I have consumed, loved and now don’t need. They nearly got sold on eBay, or even burnt!

But hey, would you like them instead?

Watch out for an email next week with a title something like “Janet’s declutter gift” . Find out how you could get all these resources as my gift to you.

What Women Want: Wealth Creation

Sydney Seminar on 13th & 14th June

I’m speaking at this event. Come and join me for A Life Changing Weekend – No catches – Event costs $5 (valued at $497). They ‘Pay It Forward to You’ – giving and expecting nothing in return. Come and hear International Speakers – Bessie Bardot, Carly Crutchfield, Kurek Ashley, Janet Beckers, Dr Greg Emerson, Paul Giezekamp, Rick & Jo Harrison, Justin Beeton, Andrew Baxter and many more……… at a fully catered Sydney Seminar on 13th & 14th June.

Create Wealth in ALL areas of Your Life – Your Purpose & Passion, Relationships, Health & Beauty and Financial Wealth. Enjoy a Unique Opportunity to Meet the speakers at our Networking Evening.

These Events previously Sold Out, so Book Now! Visit the website for more details www.whatwomenwantwealthcreation.com

Let’s get one thing straight first. You don’t make your money from selling the book. This is one of the biggest misconceptions. People like JK Rowling may but don’t count on sales to make you a fortune.

So if you don’t make your fortune from sales of the book, how do you make money?

Attract Your Ideal Customer

When you are positioned as an expert in the eyes of the public (which happens as soon as you publish a book) you stand out from the crowd.

When your ideal customer is choosing between 2 suppliers who do you think they will choose? The person with established credibility who is a recognised author or the person with no established expert status ?

Get Free Publicity For Your Business

Main stream media such as radio, TV and newspapers LOVE an author. In their eyes if you are an author you are an expert. Also, if you have contributed to a book you are TALENT. In media speak, this means you have a story to share and a depth of knowledge to make that story interesting. You can’t pay for this type of coverage.

Create products & coaching programs based on your chapter topic.

If you’ve read the book “The Secret” you will have noticed that there were many contributing authors. Rhonda Byrne owns the book but many of the individual authors have used their inclusion to really grow their businesses. Search on their names. You will find many who have created courses, tele-classes, work books, work shops, conferences etc all based on what they shared in the book. This is where the real power lies and is the topic of the coaching program run by Christine Kloser for the contributing authors of The Power of Choice Book.

I’d love to hear what you think. You can find out more at http://www.powerofchoicebook.com

We have just started using Wonderful Web Cards in our business & I wish I’d started months ago. It is such a great system for automating relationship marketing.

For the first time, the founder of the company Kody Bateman will be In Australia to run 2 one-day self development & business building workshops in Sydney & Melbourne. You can come as my guest for only $25. For our US members, there are conferences for you too & you can also come as my guest.

If you would like to arrange a free account to try out the system (and send a card to a loved one) or to purchase tickets to the seminar, please contact us through the contact page & let Laura know. We’ll be in contact.

If you can come to the Sydney event I’ll see you there (so will Douglas the Wonderful Web Man). I’d love you to join us for a drink or meal after the conference.

You can get details here

http://www.soc-blog.com/2008/12/4-new-things-about-2009-treat-em-right.html

I learnt so much remotely I can’t wait to learn from her in person. I’ll be at the Sydney event on the 1st March and she has events in most capital cities of Australia starting 14th February.

The tickets are very reasonably priced (a steal really) and if you are ready to take your business to the next level and learn how to create presentations that can make you some serious money then you need to be there.

If you come to the Sydney event, let me know. We’ll make sure we can get together for a meal or drinks.

Here are the details:

www.ShiftPresentationSecrets.com/partner/janetbeckers

Here are Tracy’s criteria for choosing a Network Marketing company

1. You must be passionate about the product and the service provided
2. the product must have a continuity of sales for each customer so you have a residual income
3. The team you are with must have great support. Shop around for your up-line
4. They must have a generous compensation plan
5. They must have a good track record. Do your research on the company. If they are a new company, do your research on the founders
6. They must have a good system in place. This is where many don’t do well which is why Tracy created her excellent system to provide this for you.

1. You need a list and you need to have a great relationship with the people on your mailing list who trust your recommendations.
2. You must have great products to recommend that solve the problems of the people on your mailing list
3. You need to have a system to cope with the repetitive, but essential, tasks so you can concentrate on your relationship with your list

So where is the best place to learn how to master these 3 things?

Traditional Network Marketers

Way before the Internet and way before affiliate programs there were Network Marketing Programs. Also called Multi-level marketing companies. This is one of the biggest industries in the world. It is a business model applied to hundreds of thousands of companies throughout the world and it relies on your ability to build a strong network of relationships.

Here are the similarities:

• you don’t create the product, another company creates the product, delivers, supports it and processes the money
• you receive a percentage commission on every sale you make
• affiliate programs usually only have 1 or 2 levels. Network companies have multiple levels. This means you can recruit other people who are looking for a business opportunity and you make a percentage of any sales they make
• You need to have strong relationships with people in your network
• The steps you need to follow, regardless of the product / niche are predictable and so can be systematised and automated.

Learn from the best

Yesterday I interviewed Tracy Monteforte. Tracy has been a network marketer for more than 21 years and has built up a multi-million dollar business. Her story is one of tenacity and faith and I really recommend you listen to the replays of our interview. Simply log in as a gold member of Wonderful Web Women to hear the interview.

She now has a very unique training program to help people in any network marketing company build their business fast. Tracy concentrates on 2 main skills. Using the telephone effectively and automating the marketing and relationship building of your business.

You can click here to find out more about her programs.

Let me tell you a little about the incredible service Tracy and her husband Patrick created to automate their own business and which is now used by thousands of network marketers around the world. It is very cost effective and if you have any business that offers business opportunities to other people (especially a network marketing business) I reckon you’d be crazy not to use it. Here’s why:

• automatic web site created for you
• email program set up for you
• auto responder emails sent to all prospects who sign up through your web site
• The emails have actually been written for you and personalised with the information you provide when you join
• Contact management system with reminders, prompts, notes etc.
• Heaps more (including their incredible service)

The beauty of this is the hard work of setting up web sites, email follow up systems, actually writing emails and web sites that convert, systematising contact management is all set up for you. And created by a team who have used these tools themselves to create millions.

You can check it out for the first month for free (after a set up fee of less than $10). You can also sign up for Tracy’s newsletter tips which I have been receiving and I’m impressed.

During the week I will share some more words of wisdom that Tracy shared on our interview. Tracy is a woman who has married the networking skills of traditional network Marketing with the power of on-line automation. We can all learn a lot from her.

Cheers

Janet

So here goes…….

Adding a Personal Touch To An On-line Business

We are so conditioned to think of Internet businesses as being completely “hands off” that it is rare to find an Internet based business that actually looks beyond the Internet as a way of communicating with clients. Over the last year I’ve come to realise that customers really wish for more personal contact and actually want more of a relationship with the businesses they purchase from regularly. So I’ve been on a bit of a mission to find ways to personalise our service which meets the following criteria:

• is respectful of our customers (no tele-marketing)
• time efficient
• cost efficient

These are the 2 methods we have just introduced.

1. Personal “getting to know you” welcome phone calls from one of our mentoring team to all new gold members. The phone call is arranged at a time that suits the member and helps them find out how to make the most of our services and helps us understand their needs. First calls have been this week and the response has been extremely positive. Can you do something similar? Can you pay a team member for 30 minutes of their time to help a new customer become a long term loyal customer?

How does this meet my criteria?

• is respectful of our customers: we make a time that suits them, we help them use the service they have paid for, we ask them their needs, no hard selling
• time efficient: Reduces help desk support, the call is focused because of the procedure we have created so we can offer a lot of help in a short amount of time
• cost efficient: We expect this to increase member retention & long term value of a customer. Reduces help desk support.

2. Personal greeting cards sent regularly to gold members. These cards feature inspirational art and quotes by children as they interpret 52 Virtues (you can read all about this wonderful project here). The messages I have written to each member are not salesy. It is designed to inspire, motivate and support our customers so they know we care and they will continue to remain our customer. Can you do something similar with your customers? You set yourself apart from your competitors if you take the time to thank your customers for trusting you, especially in a way that is personal, inspiring and with something they can pin on their note board instead of their inbox.

How does this meet my criteria?

• is respectful of our customers: The cards are inspiring & the messages caring. No hard sales.
• time efficient: Set up of the cards and messages takes a few hours. After that, a few minutes to add new member details & it runs on autopilot
• cost efficient: Using this system it is HEAPS cheaper than sending cards yourself or through a fulfilment service. Much cheaper than sending a paper newsletter. We also expect this to increase member retention & long term value of a customer. The system has a multi-level affiliate program so we will end up making more than we spend!

Main Features of This system

• Thousands of cards to choose from
• Nice envelope with a real stamp
• You can upload samples of your handwriting and it will use that as a font
• You can add your own signature
• You can upload your own photos / artwork
• A fraction of the cost of sending cards the usual way
• You can set up an “auto-responder” series and create relationships and follow up on autopilot
• You can send out a mass card mailing for Christmas etc or with a special offer
• You can even add special gifts such as books, gift cards, chocolate brownies
• You can sign up for personal use, wholesale card prices, or as an affiliate entrepreneur and get paid well when other people sign up on your referral.
• It’s easy!

How You Can Leverage Our Resources

Becki has joined our team to help people who are interested in this system get training and support. She’s excellent and has been training our team. So you get personal support. Becki’s team has ongoing regular training and a special blog where you can get support from her extended team.

Plus, we have an extra few bonuses:

When you join through www.WonderfulWebCards.com you also get access to something that no-one else has….

We will gift you our custom made cards to use with the Send Out Cards system. This set includes 52 cards, each one featuring childrens’ artwork and quote on the 52 virtues that have been found common to every one of the world’s religions. Example are love, persistence, enthusiasm, tact etc. I’m sure you can see how you can relate these messages to business as well as your personal life. People outside of our direct network will eventually have access to these cards – but they will need to buy them from us. You get them for free. You can also offer these as a bonus to people who join on your referral (which helps you offer an incentive to join with you).

Find Out More

If you’d like to have a tour around the inside of Send Out Cards and ask Becki all of your questions, you can join Becki on a personal webinar. The first one will be held tomorrow. You can get the details here and register your interest. You can be up and sending cards in time for Christmas.

We will also be running another introductory webinar in January but please register your interest using the link above.

You can find out more about Lorraine and the excellent (and generous) “Productivity and Profit System” she has put together here. Lorraine is offering the first 7 Wonderful Web Women who purchase her system a 30 minute “Business Breakthrough” Strategy session valued at $397.

How to Outsource to increase your profits

Lorraine spent quite some time on our call talking about how to outsource and why. This would probably be the most important thing you can do if you want to grow your business. This is something I am passionate about as well so I really want to help you to find out how to outsource quickly. Here are a few tips.

Audit your time

Lorraine suggested the first step you should do is document how you are spending your time – for at least 2 weeks. You don’t have to go over the top. Just draw up a simple chart with the day divided into hourly time slots. simply record in general what you were doing (eg emails, exercise, admin, writing sales letters).

Now look at what you are spending your time on that does not directly help you make money (such as admin), tasks you absolutley HATE or that you are not very good at doing. These are the tasks you outsource first.

Start off small

You don’t have to find someone permanently to work in your business. When I started outsourcing I convinced a friend to work with me for 4 hours per week doing my book-keeping, posting etc. Weirdly, she actually likes doing that stuff! I keep it simple in that she is a contractor. Now she works 2 days per week but it has taken over 2 years to grow the business to a stage where I could employ her for that many hours. She gets done in 4 hours what previously took me 8 hours (and a lot of swearing at the computer).

I did the same thing when I contracted my first virtual assistant, Lisa. She started at just 4 hours per week and I built up her hours as the business grew and I could afford to increase what I outsource. We now have 5 part-time contractors. When I first started, they got paid before I did because I knew I was investing in growth – but it was the best thing I ever did.

Ali Brown, who has built her multi-million dollar business in under 5 years, recently shared that when she started out she paid her virtual assistants by credit card, because she knew she was investing in growth.

Lorraine calculated that her 3 part time virtual assistants save her on average 30 hours work per week. The trick is, she doesn’t employ them for 30 hours. In fact much less. They are so much more productive doing the jobs they enjoy.

Use Virtual Assistants

We have talked about Virtual Assistants but what are they and where do you find them?

A Virtual Assistant (VA) is a private business owner who provides admin, book keeping, web support etc. They work from their home usually and don’t need to come to your work place. You can see recommendations here in the forum of where to find a great VA.

Value your own time

One of the biggest hurdles we face as entrepreneurs (and I do wonder if this is more so for women) is valueing our own time. Sure a VA may cost you anywhere from $20 to $50 per hour (and be more productive than you in that time) but if you calculate your worth, if you were only concentrating on money-making activities, it is far more. Believe in yourself and you will see that outsourcing is the right thing to do.

Spend your free time wisely

When you have freed up a few hours of your time by outsourcing be careful not to spend that free time on other activities that are administrative. Schedule in time to work on writing sales letters, creating products and providing services to your customers.

Lorraine shares checklists, procedures and a structured system to help you implement productivity systems in your growing business. You can chek out Lorraine’s generous 8 part payment plan by visiting this link. I’d love to hear your productivity tips. Why not share them here or over at Wonderful Web Forum?

We originally planned to sell this program for $597 but met last week and made a decision. This is timely information and needs to be out there. It really helped the people who attended (you can see their testimonials on the web site) so we are discounting the program by $300.

It doesn’t leave a lot of “fat” in it for us, but we all agreed that if we can help you grow your business when everyone else is panicking, then you will remain a loyal customer to us. If this sounds right to you, then find the details here.

Why? They are making the decision based on price.

You want them to make the decision based on potential outcomes.

So How do you do this? Try this simple recipe…..

1. All potential clients need to book for a 15  minute “getting to know you” call. This must be booked through your assistant (if you don’t have one, they still need to book ahead even if they have rung and got you on the phone)

2. Send them to your website which has lots of beautiful testimonials, talks about who your ideal client is and may also have a questionnaire they need to fill out before your phone meeting

3. By the time the client has gone through this process they have self-selected to be your customer. They will not stay in the process if they are not interested. Your testimonials and website blurb have pre-sold them for you

4. On your call you then tell them the different options you have available for them to suit their budget and needs. Instead of selling to them you are now helping them choose which of your programs they will invest in.

This is a general outline of the system Fabienne has developed. Of course the words you use make or break the system and she has developed scripts that work every time. You can find out more here and while you are there, see if you can track how she uses this system on her own site.

You can find out all about Fabienne’s system here. Read on because I will reveal a part of Fabienne’s web site I want you to visit so you can study how she puts her methods into practice in her own business. Or as Fabienne calls it “Talking the walk, rather than walking the talk” (ie, do it first then talk about it).

Pull Marketing

Fabienne refers to the concept of “pull marketing”. This means how you attract your customers to you, rather than you having to chase them. Ideal isn’t it? Here are the first steps to do this.

1. People look for solutions to problems.

You know, the sort of thing that wakes them at 3am. For Fabienne, she solves the problem of people who don’t have enough clients so they don’t have enough money coming into their business. Look at what problems your clients have that you solve.

2. Look at how you are communicating what you do

So you solve a problem your customers have but do they know that? People don’t really care what you do and what services you provide. Not really. They want to know that you are a problem solver. If you can give them the solution, then they’ll be interested in how you do it. For example, People don’t care if you are a coach who provides a certain amount of one on one coaching, work to targets, hold them accountable etc. For Fabienne, they care that she will increase the number of clients she has in the time she is working with them – guaranteed.

What solutions do you offer?

3. Your selling point may be YOU

When you are working out what sets you apart from your competitors, sometimes it will be YOU. For example, Fabienne attracts many clients because she is a mum of young children who is caring and approachable. When I started Wonderful Web Women I never thought of mentoing people myself – after all who needs another person out there teaching internet marketing? Wrong. I quickly found that people asked me to work one-on-one because of who I was, not just what I know. The lesson here? Be yourself and reinforce it in every contact and communication method you have with your prospects. When you join Fabienne’s list you will notice her audios, videos and newsletter exude her personality and often refer to her role as a mother as well as a business woman.

The irresistible offer

When you visit Fabienne’s site, go to the top of the page and click on the link to join her newsletter. You will see she sends you a free CD. Make sure you do this. One reason, the CD she sends you has heaps of info that you can used straight away. The other reason is you will get to experience her system in action first hand. It is brilliant and has been running on auto for her for years. She knows she can afford to send you this CD in the post because her system predictably attracts customers to her that buy her products, coaching and join her high-end programs.

I’d love to hear what you learned from the interview today. Over the rest of the week I will share with you:

• the top 4 reasons that motivate people to buy
• some great tips Fabienne shared on how to covert tyre kickers into clients
• Great tip to convert customers into long term clients

Cheers

Janet

And to think they met through a forum created by a woman in another state of Australia. It’s a small world after all. Margaret sent me this photo of their latest coffee meeting. Don’t they look radiant?

So, I suggest you take the time to listen to the audio class today. In this article I’d like to share with you 3 strategies that I use that are specific to women at events. 2 of these strategies can be adapted for men (though need to be used carefully) and one one can only be used by women (men can only use this if they are prepared to be thrown out of the event!).

An “untapped resource” – the women’s bathroom

Excuse the pun. I couldn’t help myself.

All women’s bathrooms at events have something in common that men’s bathrooms do not have. A queue! Honestly this is where I have done some of my best market research and networking at events. In fact , when I was researching to see if there was a demand for Wonderful Web Women in the beginning, I did some of my best research in the women’s toilets.

This how it works. You have a captive audience of women interested in similar things to you as you are all at the same event. While women wait for the toilets to be free you tend to the following – you fix your make up or you talk. Okay, most of us can do both at once. So make the most of the opportunity.

Just to show you that I still do some of my best networking in the women’s bathrooms, here’s proof. At the recent Bridging Heart and Marketing Conference in Los Angeles where I presented, I had a few people I really wanted to meet. One of them was Therese Skelly from www.acceleratingyoursuccess.com . She is a friend of Mary Pat Kavanagh who recommended I should seek her out. We finally met in the women’s bathrooms, swapped cards, stories and ideas on how we could work together – all in the women’s loos. So what better place to snap our photo?

Wear something unusual or gorgeous

I always make a point of wearing something creative, distinctive or unusual to an event. This can be as simple as some groovy ear rings, a beautiful scarf or unusual coat. I still look professional but I always include something that is a conversation starter. It works without fail. Most people do not know how to initiate a conversation with strangers so make it easy for them by wearing something they can compliment you on. Then you can move the conversation to business after you have broken the ice. This is so much easier for women than men because we have so many gorgeous accessories available for us.

Comment on something unique a person is wearing

This follows on from my tip above. The safest and easiest way to break the ice with a stranger is comment on something they are wearing. Examples are “I love those earings, what are they made of / where did you get them” etc. Or “that is such a great colour it is one of my favourites / it really suits you” etc.

Be honest of course, but this is so much easier for women than men. Women do this all the time, we can’t help ourselvess. It is harder for men because they are often reluctant to make such comments because they don’t want to seem to be “picking up” in a professional setting.

There are so many tips I share with you in our audio class but these simple tips are ones I really recommend you make the most of if you are a woman. They work every time and the nice part is, for women, they come very naturally.

http://www.wonderfulwebwomen.com/Audios/audio/UpcomingFreeTele-Seminars/index.html

After this they will be archived just for gold members. You see, I am still traveling in the US but I didn’ t want you to miss your fix of Wonderful Web Women inspiration while I am on the road. And there is another reason why this interview was pre-recorded.

You see, I was invited to the US to present from the platform at the Bridging Heart and Marketing Conference. When ever I need to learn a new skill I seek out the best person to learn from. I found this in Jo who generously shared her knowledge before I left,  on how to present in order to attract new customers to your online business. She is an absolute gem! I’ll share with you in the newsletter later this week about my experience and what I learned from Jo, but listen to her interview here to learn yourself.

http://www.wonderfulwebwomen.com/Audios/audio/UpcomingFreeTele-Seminars/index.html

If you were at the conference, it would be great to get your feedback on the blog (http://www.wonderfulwebwomen.com/blog ). Look for photos in the newsletter later this week of all the Wonderful Web Women there.

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Interview Date: Monday, September 15th at 5:00pm Pacific, 8pm Eastern USA & Tuesday 16th September at 10am East Coast Australia

Joanna Martin Presents: The Most Profitable Internet Marketing Skill I Ever Learnt is Not Online! How To Get Paid Big Bucks for Talking!

Here’s what you will learn:

* How you could make more in an hour than most people do in a year using the skill of speaking from stage.
* The 3 Steps to influence that most business owners forget
* The secrets that the wildly wealthy wordsmiths know, that the struggling speakers don’t.
* Why anyone can make money as a speaker, including you
* How to get more of want in your business, and less of what you don’t
* How to do less, and get more done
* How one of Joanna’s clients made over $80,000 in two hours and said it “was easier than ever before”

Cheers
Janet

PS
Our thoughts go out to our members who may have been affected by the tragic LA train crash and the large areas damaged by Hurricane Ike in Southern and Central US. We send you our love.